Case Study

Wholesaler Giant’s Contractor Loyalty Program Increases Online Orders 319% 



The largest U.S distributor of plumbing supplies, PVF, waterworks and fire and fabrication products. It’s also a major distributor of HVAC equipment and industrial products and services. 


They wanted a long-term loyalty program for professional trade contractors that influenced them to order online, resulting in a lower “cost to serve” for the company while building stronger relationships. 


By leveraging the company’s existing e-commerce platform, we launched the program with three primary offerings to entice participation and drive online orders. 

  • Business Benefits – Exclusive discounts 
  • Score Points Online – points for enrollment and purchases of specific products 
  • Bonus Point Promotions – 2x-5x points for specific products 

Marketing Campaign

As a strategic priority, the program included a fully integrated marketing campaign consisting of: 

  • Celebrity Spokesperson 
  • Print Advertising 
  • Counter POP (Point-of-Purchase signage) 
  • Digital Signage 
  • Online Advertising 
  • National Radio 
  • Email Marketing 

In addition to points for online orders, participants were given the opportunity to earn more points by providing feedback via survey, offering referrals for incremental sales via a recruitment campaign, celebrating loyalty through an anniversary campaign and keeping the company top of mind through daily trivia gamification techniques. 

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Participation from contractors


Increase of average order quantity


More monthly revenue from participating customers