Opinión: Marzo y la carrera por los puntos.
Marzo trae consigo, y reactiva, una seria de compromisos financieros que durante el verano se mantuvieron en pausa: contribuciones, colegios, permiso de circulación, materiales para la universidad, casinos (alimentación), pago de cuotas de mil productos… lo que nos trae de vuelta a la realidad.
Ahora más allá de estos compromisos, a su vez comienza una loca carrera por la acumulación de puntos, millas, dólares, pesos y cualquier otra moneda que los programas de fidelización de clientes nos ofrecen. Y es en ese contexto que bancos y retailers diseñan múltiples campañas para aumentar el engagement de sus clientes y por consecuencia la preferencia por el uso de sus productos, aumentar la frecuencia en el uso de estos y subir el TKT promedio de gasto.
¿Pero qué tan bien explotados están estos programas hoy? Vemos que hay un patrón común y es que todos o casi todos los programas se están apoyando como pilar principal en robustas ofertas para viajeros abarcando pasajes, estadías, acceso a salones VIP, compras en el extranjero entre otros, alianzas con líneas áreas y agencias de viajes son clave a la hora de atraer la atención de los consumidores que si bien sabemos se transforman en una herramienta de captación y retención, y no necesariamente se traduce en fidelización.
Los clientes hoy tienen más asociación con líneas áreas que con bancos, no hablan de sus tarjetas por el nombre de la entidad que los provee este sino por el nombre de su programa (Travel, Lanpass o W. Mermber, etc), lo que nos lleva a preguntarnos: ¿cuál es al grado de dependencia de nuestros proveedores para asegurar el éxito del programa? ¿seguirá siendo exitoso mi programa si ya no tengo una alianza estratégica con una línea área? ¿esa línea área condiciona el éxito de mi programa? La verdad son varias preguntas que surgen, pero la realidad en términos simples es que el éxito de mi programa hoy por hoy depende de la alianza o Co-Branding con el que opero, siendo alto el grado de dependencia con estos últimos que incluso condiciona la preferencia de mis productos por sobre el resto del mercado.
Programas viajeros y alianzas en comercios (Descuentos en comercios = Múltiples vías de acumulación) son ya commodities y deben estar presentes en cada programa. La interrogante que continua es: ¿qué más puedo ofrecer a los clientes para ser distintos del resto? Hoy son múltiples las opciones en materia de Big Data y que trabajando de la manera adecuada nos permitirá mantener un programa activo, dinámico e innovador siempre en constante relacionamiento con mis clientes. En general las empresas disponen de datos de clientes, pero esto no necesariamente significa están siendo explotados de la mejor manera. Lo natural es que mi offering debiese estar alineado con el perfilamiento de mis clientes, arquetipos de las personas cobran importancia a la hora de definir mi hoja de ruta e intentar innovar en un mercado de pocos líderes y varios seguidores.
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