Case Study: Midwest Construction Equipment Distributor achieves 40% sales growth and builds lasting customer loyalty with Loyaltyworks

Increasing Sales and Building a Loyal Following as National Competition Mounts

Construction Equipment Distributor, a regional leader in construction equipment sales and rental with 11 Midwest locations, faced encroachment from national competitors able to undercut prices. The family-owned distributor engaged Loyaltyworks to protect market share by deploying a relationship-driven, points-based incentive program and the Loyaltyworks WebRewardsTM technology platform.

Loyaltyworks implemented the points program, a customized WebRewardsTM site, manufacturer-sponsored bonus points, enrollment communications (including 18,000 catalog mailings) and an employee recognition element; more than 600 contractors enrolled in year one and the company recorded its greatest sales month in nearly 50 years. Despite 14 new competitive rental locations opening that year, program participants’ annual sales rose by more than 40% in the first nine months and participation grew to 2,500 customers in five years, demonstrating clear sales lift and strengthened customer loyalty.