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SPECIALISTS IN B2B LOYALTY

About Smart Trade International ___________________________ 3

Our Clients _____________________________________________ 4

Your Unique Requirements _______________________________ 6

What We Do ___________________________________________ 7

Coalition Programmes ___________________________________ 8

Customised Programmes ________________________________ 10

Marketing Services _____________________________________ 11

Rewards Shop ________________________________________ 12

How Members Spend Their Points _______________________ 13

What Our Partners Say _________________________________ 14

CONTENTS

LOYALTY PROGRAMMES GLOBALLY

In today’s often crowded marketplace it is becoming increasingly difficult for businesses to stand out. To build lasting, profitable relationships with customers, businesses are increasingly looking to loyalty programme providers to help them enhance and capitalise on customer relationships. The right loyalty programme provider can help any business successfully drive growth and profits, even in an increasingly competitive global marketplace. We believe in helping companies craft, implement and operate world-class loyalty marketing solutions. Loyalty programmes should be grounded in the quality of their strategy, execution, management and companion marketing communications. Wherever you are on the globe, to guarantee the success of your loyalty programme you need to find a provider with an excellent track record of growing businesses. We can help your business create lasting profitable relationships with your customers.

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WE KNOW LOYALTYAfter many years experience in the marketing arena, the founders of Smart Trade International Ltd (STIL) saw the need to launch and develop an organisation that has at its core a thorough understanding of customers and their needs. At STIL we know loyalty, and as a specialist business-to- business (B2B) loyalty programme provider we understand how to help businesses retain, attract and grow customers. Our integrated end-to-end loyalty and marketing offerings have earned the trust and support of our clients for one simple reason: they work. STIL currently facilitate B2B solutions for over 1200 businesses throughout Australasia including brands such as Toyota, Ford, Meridian, Caltex, Deloitte and Bunnings plus many more small to medium-sized enterprises (SMEs).

STIL was formed in 1997 as a specialist B2B loyalty programme facilitator. With offices in New Zealand and Australia, we work with blue chip organisations and household brands to enhance customer loyalty and power business growth.

Our organisation has specialists in consulting, implementation and account management services. This allows us to deliver leading customised and coalition loyalty programmes, plus a range of marketing solutions optimised for our clients’ industry, business environment and model.

ABOUT SMART TRADE INTERNATIONAL

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Our vast experience has played a pivotal role in helping our clients reach their full potential. With our help, businesses have been able to build lasting relationships with their customers.

We are committed to working with our clients to build a winning loyalty solution that: • Increases market share in competitive markets

• Reduces churn and creates customer lock-in beyond the standard value proposition of the product or service • Creates the incentive to upsell • Identifies and extends the lifetime value of our clients’ most profitable customers • Enhances the customer experience to create loyalty and brand advocacy

OUR CLIENTS

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INTERNATIONAL BRANDS

NATIONAL BRANDS

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YOUR UNIQUE

REQUIREMENTS

Clients of STIL enter into a lasting partnership and experience first-hand the ingenuity of our services. We work with our clients at length to understand their goals, their customers, challenges and successes. Our ability to understand the detail of your business allows us to deliver a sucessful loyalty solution.

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WHAT WE DOWE PARTNER WITH YOU TO ACHIEVE THE FOLLOWING THREE OUTCOMES FOR YOUR BUSINESS. IT IS THESE OUTCOMES THAT WILL CONSISTENTLY REALISE SUSTAINED SUCCESS FROM OUR WORKING PARTNERSHIP.

RETAIN CUSTOMERS Our programmes have proven to be a very effective tool in reducing the churn that inevitably happens in all businesses. The two main reasons for this are the quality and flexibility of our reward offerings combined with targeted, relevant and personal communications to your customers.

Many of our clients received less than 100% of their customers’ business. They found themselves losing customers and in a situation where customers were putting pressure on them for better pricing. Essentially they had customer behaviours that they would like to change, and customers they wanted to retain, but weren’t sure how.

A well deployed loyalty programme has helped them to improve customer retention and ultimately made their business more successful.

WHY DOES IT WORK?

It’s the law of reciprocity. If you give freely, that person is more inclined to give back. In this way, a loyalty programme creates a deeper sense of customer loyalty than any product or service alone. It costs your customers nothing to participate, so they receive the benefits without incurring the costs. Our partnership conclusively provides your business with an edge over the competition, making it less likely that you will lose customers to competitors. “It’s 5-7 times cheaper to keep a customer than to find a new one”

HARVARD BUSINESS REVIEW

ATTRACT NEW CUSTOMERS In today’s world it is not enough to just have competitive pricing, quality products and good service. The customer wants to know “what’s in it for me?”. They want something that comes without strings attached and that has real value. Our programmes will create that point of difference. HOW?

The ability to give your customer control of the choice of their reward (Dream Rewards) can make all the difference when attracting new customers. Working with STIL to pull together a compelling offer and using our marketing tools to present the offer well has been proven to change buyer behaviour and start customers down the path of trading with your business for value rather than price. This is especially powerful when your offer is viewed as similar in value to other competing offers.

STIL has thousands of businesses (who are programme members) on its database which can, where appropriate, be targeted as “low hanging fruit” to do business with. There is a very real desire from our members to increase their points collection locations, so a well thought-out acquisition policy can have excellent results. Businesses, in partnership with STIL, utilise this tool under strict privacy conditions to target and acquire the right new customers; customers that will continue to trade with you and generate value. “As a tool to opening doors in the building industry it has been invaluable. We have seen our business multiply many fold through using the Smart-Trade programme” SALES MANAGER, CARPET COURT

GROW CUSTOMERS OVERALL Our programmes work like a silent salesperson while you are not in front of your customers. Once a customer has received their reward, studies show changes in behaviour of over 30%. Studies also show that customers purchasing similar products, with the option of where to purchase or what credit card to use, will focus on the reward element in making their purchasing decision.

By growing a personal attachment to their reward programmes, customers feel more positive about trading with your business. “The programmes’ integration within the company has grown year by year as we continue to evolve the partnership and utilise a tool in the market that provides us with a key point of difference to our competitors.” MANAGING DIRECTOR, TYRELINE DISTRIBUTORS

OUR PROGRAMMESCOALITION PROGRAMMES

HERE’S AN INTRODUCTION TO OUR COALITION BUSINESSES:

We offer both coalition and customised loyalty programmes. We will work with you to understand which programme best suits your business’s needs.

Coalition loyalty programmes are highly successful the world over. By entering into a loyalty programme alongside other businesses, your customers can generate rewards from your business and other businesses that they choose to trade with. This village effect has been proven to generate a deep sense

of loyalty to the programme and ultimately your business.

STIL’s coalition loyalty experts will help your business build value from one of our existing coalition programmes, and ensure that your point of difference is always protected.

SMART-TRADE NEW ZEALAND The Smart-Trade Rewards Programme has experienced resounding success in the New Zealand market utilising multiple preferred suppliers rewarding a “community of interest”. This type of coalition programme provides significant cost savings across the board and more comprehensive business intelligence for business communications/marketing.

Our shining stars are programmes in the agriculture, building and construction sectors. We have successfully integrated the Smart-Trade programme into these sectors by aligning with quality brands, with strong business processes and ethics. This has enabled both programmes to become an integral part of their marketing solution.

The programme provides for preferred suppliers to incentivise their customers with a wide range of rewards tailored to suit the individual. All points earned from the many contributing programme partners are pooled into one account which can then be used to redeem for rewards by requesting any reward that they want*.

GETGENUINE NEW ZEALAND GetGenuine provides the automotive industry with a loyalty programme designed specifically to reward the purchasing of genuine parts. There are 28 automotive brands participating in the programme. The programme now has 92% industry brand/franchise participation and 99% trade customer participation. Trade customers earn reward points for their spend on genuine parts from participating dealers as long as their account is kept current.

The programme also provides a unique business intelligence platform, capturing large volumes of data, presented through a visually engaging web platform. This allows business partners to utilise this information for effective market insight, growth strategy and business reporting. Ford New Zealand have grown their aftersales parts business by 116% in five years. This has been achieved through a well defined and implemented engagement strategy.

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OUR PROGRAMMES

GETGENUINE AUSTRALIA GetGenuine Australia has partnered with Qantas Frequent Flyer to provide the automotive industry with a loyalty programme designed specifically to reward trade customers for purchasing genuine parts.

The industry has historically been over- priced and not customer-friendly. Having addressed these practices there is a compelling reason to add extra value to win back lost market share with a market leading coalition programme such as Qantas Frequent Flyer. This has been a huge success with programme growth of over 50% in year one.

Eligible trade customer representatives earn Qantas Frequent Flyer points for every dollar spent on genuine parts. Business intelligence data is collected and utilised for effective market insights and business reporting.

INTELLIGENT REWARDS Intelligent Rewards has been specifically designed to assist New Zealand educational facilities to extend their budgets through support from key New Zealand business suppliers. Early childcare centres, primary and secondary schools, tertiary and private education providers can now all earn reward points directly attributed to their business spend with participating business partners. The points earned by the educational facilities can then be used for anything from new technology, sports equipment or even special event designed uniforms. There are circa 3,000 education facilities as members receiving points from business suppliers in that sector.

REWARDS SHOP Our Rewards fulfilment platform, Rewards Shop, features thousands of top products from the best brands. We work directly with premier suppliers such as Panasonic, Electrolux and De’Longhi to provide the very best points redemption opportunities for our members.

If members can’t find what they’re looking for in our large online selection, they can request virtually any product or experience* with Dream Rewards. We have fulfilled requests for weddings, laser eye surgery, staff Christmas functions, casino nights, boats, luxury travel and many more. Our members also have the ability to make a credit card top-up if they don’t have enough points for their desired reward.

Rewards Shop is a market leading fulfilment platform and drives a unique point of difference for our programme partners.

Supporting Education in New Zealand

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OUR PROGRAMMES

STIL has provided the planning, infrastructure and support for the Power Farming loyalty programme: PFG Rewards. Our customer analysis conclusively determined that Virgin Australia’s Velocity Rewards fulfillment platform would best suit the requirements of Power Farming’s customers. Leveraging off this platform is now helping them achieve their businesses objectives through a growing and loyal customer base.

The success of GetGenuine in the automotive marketplace, including a large panel database, made it an easy decision for Valspar to set-up their own coalition programme. By creating Valspar Rewards they were able to utilise the benefits of their own brand, plus strong marketing to a very engaged audience.

This is a unique programme that was designed specifically for New Zealand Window Shades (NZWS). Employees of retailers selling NZWS products (Luxaflex and Rufflette) are provided with an incentive to offer their brands in a subtle way that ensures firstly, the customer gets the right advice and secondly, their product is strongly endorsed. This has been a great success in keeping NZWS products top of mind when customers are making purchasing decisions. This long standing programme continues to deliver beyond its target ROI, by providing an exclusive point of difference in a highly competitive marketplace.

Star Rewards is an industry-first programme developed for Mercedes-Benz to incentivise front line sales and service staff to achieve specific KPIs. Our ability to provide a visually engaging web platform, where all programme members can monitor their performance against their KPIs, and complete reward fulfilment with the click of a button, means the programme continues to be very successful. In particular, the programme provides a strong incentive for sales people to upsell Mercedes-Benz product and services when dealing with new and existing customers.

CUSTOMISED PROGRAMMES We will work closely with your business to determine whether a coalition programme or a customised programme is best suited to your specific requirements. We will then design, build and operate every component of the loyalty programme from strategy and data analytics through to call centre services and product sourcing; delivering rewards straight to your customers. Below are just a few examples of customised programmes run by STIL on behalf of other businesses.

AUSTRALIA NEW ZEALAND

Star Rewards

FULL SUITE OF LOYALTY MARKETING SERVICESWe have a vast range of marketing services that complement our world class suite of loyalty programmes. These tools leverage off the power of the information generated in our loyalty databases and assist businesses in achieving growth. Strategies can be formulated based on customer behaviour and segmented marketing will target the right customers with messages that resonate to change buying behaviour.

OUR MARKETING SERVICES INCLUDE: We can help you reach out to your customers with a mix of marketing services tailored to fit your unique requirements. 1. Member Contact. A contact management strategy is developed for all members to ensure maximum engagement. All data is mined to create relevant messaging and offers. 2. Intelligence Management and Reporting. We provide you with a level of unique data intimacy on your customers, allowing you to make informed decisions. 3. Email Marketing. Our team of marketing specialists can place product or service promotions in front of a targeted list of prospective or existing customers. Whether you have a new product or service you wish to promote, or a stretch target incentive, we can design and facilitate a successful email marketing campaign delivering real, tangible results. 4. Direct Marketing. We also offer a full range of direct mail services to target the right customers with your offer. 5. Rewards Shop. Our online fulfillment platform enables your customers to enjoy a truly memorable experience when redeeming points online. A comprehensive range of rewards, including Dream Rewards (see page 13), are available to your customers. If we haven’t got the reward your customer wants, we’ll source it*.

6. Rewards Catalogue. All customers receive a summer and winter rewards catalogue packed with the latest and greatest reward products from leading brands and suppliers.

Rewards ShopOur Rewards Shop features thousands of rewards

from New Zealand’s top brands and suppliers.

DON’T HAVE QUITE ENOUGH POINTS FOR YOUR REWARD?

No problem! Use Points + Pay to top up your redemption* and you’re away smiling.

rewards-shop.co.nz

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Get any reward you want* with

*Terms and conditions apply.

Call 0800 99 76278 or visit rewards-shop.co.nz/dream-rewards to find out more information!

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Rewards ShopOur Rewards Shop features thousands of rewards

from New Zealand’s top brands and suppliers.

DON’T HAVE QUITE ENOUGH POINTS FOR YOUR REWARD?

No problem! Use Points + Pay to top up your redemption* and you’re away smiling.

rewards-shop.co.nz

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HOW MEMBERS USE THEIR POINTS

From new boats to new cars...from engagement rings to weddings...from elephant tours in Thailand to Safaris in Africa...from laser eye surgery to shark diving in Hawaii...

OUR CUSTOMERS USE THEIR POINTS ON SOME INCREDIBLE DREAM REWARDS.

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WHAT OUR PARTNERS SAY

“The GetGenuine programme has exceeded our expectations. The members of the programme are some of our most engaged. Their points earning and redemption behaviour indicates they find the programme rewarding, especially as the programme has only been in place for a little over 12 months. Once members have redeemed points, their earning behaviour increases as they appreciate the benefits of the Qantas Frequent Flyer programme.”

QANTAS FREQUENT FLYERBUSINESS DEVELOPMENT MANAGER

“Smart Trade International have become an integral part of our sales and marketing strategy for the trade customer segment of the automotive market. We continue to see strong growth, high levels of engagement and great return on investment through the GetGenuine GetRewards programme.”

FORD NEW ZEALANDFIXED OPERATIONS MANAGER

“All in all, a database/loyalty component to our sales and marketing mix we would struggle to do without. ”

WAIKATO MILKING SYSTEMSMANAGING DIRECTOR

“In a recent trial customer acquisition campaign Meridian Energy approached businesses and converted 37% into Meridian customers thanks to Smart Trade. Our normal conversion rate is far lower.”

MERIDIAN ENERGYBUSINESS DEVELOPMENT MANAGER

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CONTACT

NEW ZEALAND OFFICE Smart Trade International Limited 9C Sloper Avenue, Frankton Hamilton 3200 P 0800 99 76278 E info@stil.co.nz W stil.co.nz AUSTRALIAN OFFICE Smart Trade Australia Pty Limited Suite 3, Level 2, 45 Montgomery Street Kogarah Sydney NSW 2217 P 1800 438 436 E info@smarttrade-international.com

TALK TO US TODAY

TM

STIL.CO.NZ

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