Campaign Results
+32.5% in Customer Spend: How 170,000 Customers Generated a 266% ROI for a Leading Retail Chain in Ecuador
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More Purchase Frequency, Higher Customer Spend, Greater Business Value.
Impact
The campaign engaged 170,000 participating customers and generated more than 724,000 reward redemptions throughout its execution.
But the most important outcome was the change in purchasing behavior.
Participating customers increased their spending by 32.6%, compared to 11.7% among non-participants, whose growth was driven primarily by seasonality. This represents a 20.9 percentage-point difference—or 180% higher growth than the rest of the customer base.
In addition, purchase frequency increased from 2.4 to 2.7 visits per week, equivalent to 1.3 additional purchases per month.
With an investment equivalent to just 0.4% of the retailer's revenue, the campaign generated 5.23% incremental sales across the business. At a 28% margin, this translated into an ROI of 266%.
01
The Challenge
As part of our long-standing partnership with one of Ecuador's leading supermarket chains, we developed a campaign designed to encourage repeat purchases, increase visit frequency, and strengthen customer engagement with the loyalty program.
02
The Oportunity
Those 170,000 customers already accounted for 25% of the retailer's total revenue. The opportunity was to turn this valuable customer base into a true growth engine by converting their loyalty and repeat visits into measurable incremental spending.
03
The Solution
We developed a nationwide campaign, deployed across 187 stores over a 16-week period. The campaign mechanic encouraged repeat purchases, turning them into a sustained habit throughout the duration of the program.
In Numbers
01
+724.000
Reward Redemptions
02
170.000
Participating clients
03
+32,6%
Customer Spend Growth Among Participants (vs. +11.7% Among Non-Participants)
04
2,4 → 2,7
Weekly Visits (+1.3 Purchases per Month)
05
+5,23%
Incremental Sales as a Percentage of Total Chain Sales
06
266%
ROI
Conclusion
When loyalty stops focusing solely on discounts and starts driving behavior, results become measurable. This campaign turned repeat purchasing into a competitive advantage: 170,000 customers who were already valuable to the business became even more valuable—with a minimal investment and a return that delivered more than three times the amount invested.