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B2B loyalty programs in paints

Why loyalty programs in paints


The paint industry is expected to grow at 12-13% annually over the next 5 years. The demand for paints comes from 2 segments Decorative Industrial Supply exceeds demand in both the segments Brand, distribution network, working capital, technology are key drivers.

All the key players like Asian paints, Akzo Nobel, Kansai nerolacs, Shalimar, Berger paints are in expansion phase.
Rising prices of crude oils and other minerals are major challenges to cope with

HOW LOYAL ARE OUR CUSTOMERS ??

The current market situation in the B-to-B sector is tense


1. Increasing number of competitors 2. Cost oriented bid processes. 3. High importance of budget efficiency.

4. Retailers face.
Demanding customers Increasing rents

High storage costs

SITUATIONS THAT AFFECT B2B LOYALTY


A different market and customers when compared with B2C Initial situation for loyalty activities in the B-to-B market

Buying center
Benefit structure personal or company /benefit Various persons / department with different goals

Legal restrictions

Personal contact through sales force Moving target

PEOPLE INVOLVED IN B2B BUYING ACTIVITES

BUYING AGENT

DECIDER BUYING CENTER

GATE KEEPER

USER

EXPERT

How to create a loyalty program


To achieve customer loyalty brands need to build genuine relationships with customers.

Understand your customer base Avoid a one size fits all solution

Recognize the limitations of a points system


Help customers to overcome everyday challenges Create a dialogue

Consider using a specialist provider

DIFFERENT TOOLS AND METHODS FOR IMPLEMENTING THE LOYALTY STRATEGY


Publishing in B-to-B Platforms Integration in engineering

Corporate Publishing
Reward programs Special events

THE KEY TO SUCCESSFUL B-2-B LOYALTY ACTIVITIES IS


TO UNDERSTAND CLIENTSNEEDS
TO LOOK AT THE INDIVIDUAL MARKET AND

INTERNAL SITUATION

TO INTEGRATE PROFESSIONAL PARTNERS, SO YOU


CAN FOCUS ON YOUR CORE BUSINESS TO ANALYZE THE CURRENT LOYALTY ACTIVITIES LAST BUT NOT LEAST TO DEVELOP AND IMPLEMENT AN INDIVIDUAL REWARD PROGRAM

Thank you by shashi kumar m r

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