Connect companies, branches and partner roles with targeted actions, individual communication and relevant benefits.
WE UNDERSTAND YOUR MARKET
Orders tell only part of the story. Advice, product knowledge and everyday collaboration also shape which brand gets recommended.
Manufacturers, wholesalers and specialist partners have different interests and information needs. We define participants, roles and communication deliberately, taking existing distribution agreements and field sales relationships into account.
FOR MANUFACTURER SALES, CHANNEL MANAGEMENT & WHOLESALE
Connect companies, branches and partner roles with targeted actions, individual communication and relevant benefits.
Process purchase evidence with PROLoyalty INVOICE™ and match it to the product catalogue. Programme rules account for products, bundles and credit notes.
Partner portals, rewards, member support and reporting work together, from a focused pilot to the gradual expansion of your network.
APPROACHES THAT FIT
Channel Program
Benefits and communication reflect partner roles, potential and responsibilities. Plan onboarding, qualification and long-term development as a connected journey.
Product-range campaigns
A defined campaign scope helps sales teams focus on relevant products. Catalogues, evidence, time periods and exceptions determine the programme rules.
Knowledge & Cooperation
Product information, training and helpful service create additional reasons to participate. The programme design specifies which activities qualify.
IN PRACTICE: PURCHASE EVIDENCE
Where no direct transaction interface exists, agreed purchase documents can provide an additional data source. PROLoyalty INVOICE™ supports extraction and product matching. Programme rules still determine whether the transaction qualifies.
A useful pilot includes different partners and typical exceptions. Assess data quality, service demand and acceptance together before deciding rollout scope and subsequent steps.
THE KEY PROJECT QUESTIONS
Mechanics that support the intended sales outcome. Required information Clarify during design
Manufacturer shipment, dealer sale or trade customer's purchase
Which level counts for the target? How do we avoid double recognition?
Comparable quantities and comprehensible product rules. Required information Clarify during design
Manufacturer item, dealer reference, GTIN and pack size
What applies to sets, packaging units and product variants?
Clear responsibilities in multi-stage distribution networks. Required information Clarify during design
Company, branch and supervising sales team
Who is responsible for the account and which roles see which processes?
Recognised net quantities or net revenue for selected products at the agreed channel stage, adjusted for returns and credit notes.
Activation in the partner network
Assess active companies and branches separately. More registered users do not by themselves demonstrate incremental sales.
ERP, PIM, product catalogues and CRM provide the business foundations. PROLoyalty INVOICE™ processes purchase evidence using AI and can use structured ZUGFeRD data. It works within the ProLoyalty Enterprise Suite or as a standalone solution. Programme rules determine recognition.
FROM IDEA TO EVERYDAY OPERATIONS
Connect audiences, customer value and available data.
Test participation, exceptions and service using realistic cases.
Prepare teams, coordinate delivery and evaluate impact.
FURTHER OPPORTUNITIES FOR YOUR PROGRAMME
A loyalty or incentive programme can support market development: attract customers and distribution partners, increase product adoption and strengthen your brand’s market presence. Alongside customer programmes, run dedicated incentives for field sales, distributor sales, inside sales and technical service teams.
Manufacturers and suppliers can involve partner sales teams, their own sales organisation and technical service units. Suitable objectives include product training, qualified project leads, verified sales, complete handovers and agreed service quality.
Roles, access, eligibility, evidence, approvals and reward budgets are defined for each participating company. Individual and team objectives can be distinguished; the detailed arrangements are agreed with the responsible partners.
Reward measurable behaviour beyond sales with permissible objectives, reliable evidence and clear rules. Examples include technical training, qualified project leads, documented demonstrations, new active partners, approved product-range activations and fully handled enquiries.
Together, we translate your market objectives into concrete activities for customers, employees and partners. For each activity, we define evidence, weighting, time period, recognition and any required approval. This connects strategy with everyday behaviour.
Activation, qualification and use show whether the programme encourages the intended behaviour. Customer acquisition, partner development and incremental business outcomes are assessed against agreed baselines and comparison periods. A rewarded activity alone does not prove additional sales or market-share gains.
Which product family is underused? Where could accessories complement an existing application? Build targeted campaigns around these opportunities. Agree qualifying items, quantities, promotion costs and the intended next purchase.
A new trade customer needs a different starting point from a long-standing key account. Milestones can range from a first documented purchase to adoption of additional product groups. Objectives reflect the partner segment and starting position.
For complex products, current application guidance and approved information belong in the partner journey. A promotion does not replace product approval. Define content ownership and how updates reach sales, partners and service teams.
Qualifying purchases, participation and enquiries inform CRM and field sales. PRODATA adds AI-assisted churn predictions and personalised performance promotions, for example to support repeat purchases, wider product use or reactivation. Evidence quality determines what can be concluded. Submitted documents show documented purchases, not automatically a partner's total demand.
An existing club can be the starting point. Assess participation barriers, unused benefits, available data and unresolved service cases. Phase the relaunch with an agreed transition plan for balances, entitlements and communication.
Multi-tenant and coalition loyalty support shared product campaigns. Budgets, qualifying transactions and responsibilities remain separately traceable; clearing supports settlement between participants. Manufacturers and distributors can see attributable costs and the data available for evaluation.
EXPERIENCE AND IMPLEMENTATION
GS1 describes the GTIN as a unique product identifier. For programme design, item references, variants and units must be correctly related. A GTIN does not replace a campaign eligibility rule.
GS1 Germany: GTIN · Source reviewed on 29 October 2026
ANSWERS FOR YOUR DECISION
Yes. Planning starts with participants and their roles. Purchase evidence, communication and access rights are aligned with that structure.
Yes. Different participant groups can have different mechanics. Clear rules and consistent information for partners and service teams are essential.
No. Supply to a wholesaler and purchase by a downstream partner are separate transactions. The programme defines which stage qualifies and which data or evidence measures it.
ERP, PIM, product catalogues and CRM provide the business foundations. PROLoyalty INVOICE™ processes purchase evidence using AI and can use structured ZUGFeRD data. It works within the ProLoyalty Enterprise Suite or as a standalone solution. Programme rules determine recognition.
Assess recognised net quantities or revenue at the agreed channel stage, accounting for returns and credit notes. Measure active companies and branches separately. Registrations alone do not prove incremental sales.
Audiences, roles, data sources, benefit rules and service scope determine cost. We start with a bounded industry or wholesale pilot using real scenarios, then estimate implementation, ongoing operations and agreed services.
Yes. Examples include technical training, qualified project leads, documented demonstrations, new active partners, approved product-range activations and fully handled enquiries. Agree suitable objectives, reliable evidence and recognition rules to support customer acquisition, partner development and product adoption.
Yes. Dedicated incentives can cover field sales, distributor sales, inside sales and technical service teams. Suitable objectives include training, qualified project leads, verified sales, complete handovers and agreed service quality, with rules appropriate to each audience.
Loyalty Consultant and Managing Director
Boost customer loyalty. Increase sales: Let’s talk about your loyalty success.
