• Ambulatory Care77 0.0%
  • Consumer Shipping81+1.3%
  • Cooperative Utilities78+2.6%
  • Federal Government68.0+6.4%
  • Hospitals75 0.0%
  • Investor-Owned Utilities75+4.2%
  • Local Government72.5+13.3%
  • Municipal Utilities72+5.9%
  • U.S. Postal Service73 0.0%
 
 
Airlines72+4.3%
Ambulatory Care77 0.0%
Apparel79+3.9%
Athletic Shoes80+2.6%
Automobiles & Light Vehicles823.8%
Banks80.0+5.3%
Breweries83+9.2%
Cellular Telephones79+1.3%
Computer Software819.5%
Consumer Shipping81+1.3%
Cooperative Utilities78+2.6%
Credit Unions82.0+1.2%
Department & Discount Stores78+5.4%
Federal Government68.0+6.4%
Fixed-Line Telephone Service70+1.4%
Food Manufacturing83+9.2%
Full-Service Restaurants81-1.2%
Gasoline Service Stations76+1.3%
Health & Personal Care78+6.8%
Health Insurance72.0+4.3%
Hospitals75 0.0%
Hotels74-1.3%
Internet Investment Services80.0+5.3%
Internet Search Engines & Information76-5.0%
Internet News & Opinion73-1.4%
Internet Retail83+3.8%
Internet Service Providers64+1.6%
Internet Social Media744.2%
Internet Travel Services791.3%
Investor-Owned Utilities75+4.2%
Life Insurance79.0+2.6%
Limited-Service Restaurants79+2.6%
Local Government72.5+13.3%
Household Appliances821.2%
Municipal Utilities72+5.9%
Personal Care & Cleaning Products83+7.8%
Personal Computers781.3%
Property & Casualty Insurance78.0-1.3%
Soft Drinks84+6.3%
Specialty Retail Stores80+3.9%
Subscription Television Service65+3.2%
Supermarkets78+6.8%
Telephone service72 0.0%
Televisions & Video Players876.1%
U.S. Postal Service73 0.0%
Wireless Telephone Service71+1.4%

Remarkable Knowledge.
Experience That Matters.

International Shipping Company

Situation

A transportation company must assess the value of its "Gold Customer" loyalty program to determine if it is cost justified.

Approach

Identified aspects of program membership with the greatest impact on buying and retention rates. Developed the economics of decreased churn rates and incremental buying relative to the control group as input to the cost-benefit analysis of the program.

Change

Based on CFI Group’s analysis, the client:

  • Stemmed the customer churn rate
  • Revamped the program’s features to better position it as a tool to affect incremental buying behavior
  • Identified and leveraged the features of the program with the greatest impact on customer retention
  • Re-aligned other features to further leverage the program
  • Deleted features that had no practical impact on customer behavior

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