“A rewards program is simply a platform for promotions, giving no clue as to how these actually can and should be targeted more precisely. A loyalty program provides a sophisticated means of tracking every transaction between a customer and a brand so that the Big Data can then be analysed to better understand the buyer’s habits and needs.” – Andy Wood (GI Insight article)
Loyalty programs are just one of the many tools used by businesses to collect data from its customers. These programs give incentives to costumers when they share their data in exchange for points, discounts, credits or rebates (article) that can be claimed from participating businesses in the program. This way, customers are encouraged to share their data since they get something in return. While customers get rewarded, businesses also get a vast amount of data that can be analyzed for deeper insights.
MARKET RESEARCH
Traditional market researches are costly. Businesses employ research firms to conduct surveys on its customers, employees, suppliers, merchants and even competitors (although indirectly). Data collection using traditional survey methods are often riddled with inconsistent data, under reporting and declaration of false information, often contributing to wrong data analysis and conclusions. This problem of diminished value of information makes traditional market researches unappealing today.
Loyalty programs offer an alternative way of capturing customer data. Even though the upfront costs for the program may be relatively high (article), businesses still implement these programs on the promise of higher customer retention and potential use of data in improving its products and services. Typical costs for such programs are mostly considered as a marketing expense.
TRANSACTION DATA INSIGHTS
Capturing data (often during point of sales) keeps track of multiple but interrelated data that represents different entities that made the transaction possible. Data quality is relatively high as the data capture happened during the actual transaction (unlike in traditional market research where respondents rely mostly on memory recall). It is also insulated from respondent bias as the data collection process is automated.
Typical analytic models focus on dimensions like customer, store, product, brand, supplier, and exact time when the transaction happened. Data granularity is extensive (since data can pinpoint specific transactions) and can be easily aggregated for a macro-level perspective (e.g. trends over wide time periods). Data can also be used to predict consumer behaviors by looking at purchasing patterns by different costumer demographic groups. Data can also be linked with data sets gathered outside of the retail industry to provide extensive and holistic view of the customer (e.g. service, pharmaceutical and banking industries). These type of analyses enable businesses to provide a more “personalized” approach of doing business and also provide better ways of how businesses recommend appropriate products and services specifically targeted to the customer’s projected needs.
DATA PRIVACY
One critical issue in these loyalty programs is the right to privacy of the customers. Since data can be captured and attributed to personally identifiable information, resulting analysis can be surprisingly accurate when developing customer models based on historic purchasing patterns. One good example is when a customer has been buying consistently a set of medicines for the past month, the assumption is that the customer or someone from the customer’s immediate family may have been suffering with a medical condition. This assumptive information can be detrimental when insurance firms get hold of these data and may be used against the customer’s application for insurance policies.
DATA PRIVACY LAW IN THE PHILIPPINES
Loyalty programs in the Philippines will have to be transparent on how they process the data in compliance to the Data Privacy Law in the Philippines (Republic Act 10173). The law states that “It is the policy of the State to protect the fundamental human right of privacy, of communication while ensuring free flow of information to promote innovation and growth. The State recognizes the vital role of information and communications technology in nation-building and its inherent obligation to ensure that personal information in information and communications systems in the government and in the private sector are secured and protected” (article). It also discusses that even if the customer is willing to impart data to the loyalty program, the organizations who will be handling the data must exert all effort in ensuring the right to privacy of its customer. The Personal Information Controller and Processor (in this case, the business organization implementing loyalty programs) are also tasked in assuring that the data will not be used outside of its original purpose and scope. Furthermore, the Law also provided sanctions and punishments for those who will violate the provisions, specifically due to negligence, malicious disclosure, unauthorized disclosure or intentional breach.