Distribution Strategy Group

Wholesale Change: Leverage Customer Loyalty Programs for Long-Term Growth (November 18, 2020)

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Distributors that are embracing customer loyalty programs are increasing mindshare and growing revenue with existing customers. In this episode Ian Heller and Jonathan Bein speak with Lincoln Smith, Chief Strategy Officer for HMI Performance Incentives, about why loyalty is a powerful emotion and how to leverage it in B2B, best practices in designing loyalty and incentive programs, and how to manage program success.

About Ian Heller

Ian Heller is the Founder and Chief Strategist for Distribution Strategy Group. He has more than 30 years of experience executing marketing and e-business strategy in the wholesale distribution industry, starting as a truck unloader at a Grainger branch while in college. He’s since held executive roles at GE Capital, Corporate Express, Newark Electronics and HD Supply. Ian has written and spoken extensively on the impact of digital disruption on distributors, and would love to start that conversation with you, your team or group. Reach out today at iheller@distributionstrategy.com.

About Jonathan Bein

Jonathan Bein, Ph.D. is Managing Partner at Distribution Strategy Group. He’s developed customer-facing analytics approaches for customer segmentation, customer lifecycle management, positioning and messaging, pricing and channel strategy for distributors that want to align their sales and marketing resources with how their customers want to shop and buy. If you’re ready to drive real ROI, reach out to Jonathan today at jbein@distributionstrategy.com.

Wholesale Change Podcast

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