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A reduction of revenue, however, is just one of the disadvantages of a coupon program.

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Others include:. You probably run across coupons on a daily basis. A product that you buy may actually have a coupon on the package or you might go shopping and be happily surprised to find a pad on the shelf containing product coupons. Creating Effective CouponsEven though marketers may be happy to not have coupons redeemed, that is not the objective of issuing coupons.

You do want to lure consumers to redeem the coupon. To accomplish that goal coupons must be created with clear, precise text that shows the:. You will not be able to judge the effectiveness of your coupon campaign without testing and measuring it.

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Tracking codes let retailers know not only who redeemed the coupons, but also where the coupons were found. This data can help you decide which coupon is best for your target audience. A rebate is an amount paid by way of reduction, return, or refund on what has already been paid or contributed. A rebate is an amount paid, by way of reduction, return, or refund on what has already been paid or contributed.

It one of the sales incentives promotion marketers use to supplement product sales.

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Rebates are offered by either the retailer or the manufacturer of the chosen product. Large stores often work in conjunction with manufacturers, usually requiring two or even three separate rebates for each item.

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Manufacturer rebates are sometimes valid only at a single store. Rebate forms and special receipts are sometimes printed by the cash register at time of purchase on a separate receipt, or available online for download. In some cases, the rebate is available immediately, in which case it is referred to as an instant rebate.

Some rebate programs offer several payout options to consumers, including a paper check, a prepaid card that can be spent immediately without a trip to the bank or even PayPal payout. Rebates are heavily used for advertised sales in retail stores in the United States.

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In the UK, rebates are less common, with manufacturers and retailers preferring to give discounts at the point-of-sale rather than requiring mail-in or coupons. Beer Rebate : Unlike coupons, customers must mail the rebate to the manufacturer to get their money back.


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Rebates may seem to offer customers lower pricing. Deal hunter sites frequently tout the benefits of rebates in making technology affordable. Still, rebates take a certain amount of time and effort from the consumer — figuring out the rules, filling out the forms, preparing and dropping off the mailing, cashing in the check, keeping track of the paperwork while this is being done.


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Chances of rebate mailing being lost or failing some criteria may further reduce the expected return on this effort. Consumers who are aware of this, and who value their time, effort and opportunity costs above the value of the rebate, may choose to ignore a non-instant rebate that requires such procedures and assume the out-the-door price when considering the purchase. On the other hand, if the consumer does not mind these obstacles and is more concerned with the price than their time for any reason, the rebate may be seen as a deal.

Identify the rational, types and use of premiums from a sales promotional and personal selling perspective. Another form of consumer sales promotion is the premium. Premiums are prizes, gifts, or other special offers received when a consumer purchases a product. When a company presents a premium, the consumer pays full price for the good or service, as opposed to coupons that grant price reductions or to samples, instead of receiving the actually product.

One of the first loyalty marketing programs ever offered was a premium in which proof of purchase was redeemed for prizes or gifts. The key is to match the right type of premium with the product and a predisposed buyer. Though not as successful as coupons, premiums can be used to boost sales and remain a valuable consumer promotional tool.

Premiums fall into one of two categories: free premiums which only require the purchase of the product and self-liquidating premiums which require consumers to pay all, or some, of the price of the premium. In-or On-package Premiums are usually small gifts, such as toys in cereal boxes. Store or manufacturer premium are gifts given by either the retail store or the manufacture when the customer purchases a product.

Self liquidating premiums require the consumer to pay an amount of money for a gift or item. Getting Double : Self-liquidating premiums require consumers to pay an amount of money for a gift or an item.


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Loyalty marketing is an approach whereby a company focuses on growing and retaining existing customers through incentives and rewards. Discuss the basis, use and impact of loyalty programs as a personal selling and sales promotion tool. Loyalty marketing is an approach to marketing, based on strategic management, in which a company focuses on growing and retaining existing customers through incentives.

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Various Loyalty Cards : Loyalty programs are structured marketing efforts that reward, and therefore encourage, loyal buying behavior. Branding, product marketing and loyalty marketing all form part of the customer proposition — the subjective assessment by the customer of whether to purchase a brand or not, based on the integrated combination of the value they receive from each of these marketing disciplines. The discipline of customer loyalty marketing has been around for many years, its value as an advertising and marketing vehicle have made it omnipresent in consumer marketing organizations since the mid- to lates.

Some loyalty marketing industry insiders, such as Fred Reichheld, have claimed a strong link between customer loyalty marketing and customer referral. On May 1, American Airlines launched the first full-scale loyalty marketing program of the modern era with the AAdvantage frequent flyer program. Many airlines and travel providers saw the incredible value in providing customers with an incentive to use a company exclusively and be rewarded for their loyalty.

Within a few years, dozens of travel industry companies launched similar programs. The early part of saw the rise of Card Linked Offers CLOs as a new loyalty marketing technique for brands, retailers and financial institutions, stemming from a rise in popularity of both mobile payment and coupons. After consumers make a purchase at the designated retail location, the savings appeared are credited directly to their bank, credit card or PayPal account. As such, CLOs eliminate point-of-sale integration, mail-in rebates and paper coupons.

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Offers are typically based upon consumer preferences and previous purchase history. Prior to , static CLOs existed for many years in the form of bank-issued loyalty offers, such as points or savings on travel purchases. Recently there has been a move away from proprietary loyalty schemes to a more consolidated approach, where a single registered account can link a consumer to any number of participating merchants.

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The principal advantage of this approach is that it minimizes the number of discrete relationships between consumers and merchants and only requires a one-off registration. One prominent example is the US-based Punchd , which became part of Google in Others, like MazeCard , have offered consolidated loyalty marketing schemes in other continents. Many loyalty programs have changed the way in which consumers interact with the companies that they purchase products or services from and how much the consumers spend.

In addition, research from Chris X.

Moloney shows that nearly half of all credit card users in the US utilize a points-based rewards program. In recent years, the competition for high income customers has led many of these loyalty marketing program providers to provide significant perks that deliver value well beyond reward points or miles. These perks have become as important to many travelers as their reward miles, according to research.

In his book, Loyalty Rules! Reichheld purports that the measurement of company advocates, or promoters, is the strongest single measurable correlation between customers and corporate performance. Similarly, Chris X. Moloney has presented new findings Loyalty World London that showed a magnetic value to a company to promote and measure customer referrals and advocacy via research and marketing. Contests and sweepstakes are two forms of sales promotions which attract consumers by offering them the chance to win a valuable prize. Contests normally require the participant to perform some type of activity.

The winner is selected based on who performs the best or provides the most correct answers. No purchase is required to enter a contest and a panel of judges determines the winner. Consumers can enter as many times as they wish, although it is permissible for firms to restrict customers to one entry per visit to the store. The Best Quote Wins : Contests require skill; sweepstakes generally only reward luck.

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