Case Study

Port Supply Drives Measurable Sales Lift Through Clever Reward Rules

Boatyards, like service shops of all stripes, have their pick of parts. Parts suppliers face a common challenge – how to drive awareness of their products and cut through the noise with incentives and promotions that drive measurable results. Port Supply, the wholesale division of West Marine, designed a unique loyalty program that set personalized sales targets for each participating company and only triggered rewards when sales hit stretch thresh holds – 33%, 67% and 100% growth. Rewards were funded through manufacturers own products and they offered additional promotional discounts if a customer redeemed for their own products e.g. Garmin. Any points left over at the end of the year were automatically applied as account credits. This was a smart program that countered skeptic’s claims that traditional points programs cannibalized profitability.