The excitement of parents and their younglings while collecting Rollinz and following Jedi training sessions was all covered by national and social media. Thanks to the Jedi Academy, children could learn how to use a Lightsaber from Star Wars figurines in Esselunga stores. Esselunga was put in the spotlight during the Star Wars programme and won the award for ‘Best Retail Execution’ at the NC Loyalty Awards and the Promotion Awards.
Esselunga was the first-ever Italian supermarket chain to introduce card-based customer loyalty programmes in 1995. It knew how to influence consumer behaviour but was looking for new ways to stand out.
Esselunga wanted to create more value for its loyal customers by surprising them with a kid-focused loyalty programme that would also expand their customer base. BrandLoyalty and Esselunga created a massive marketing activation plan to bring more consumers to Esselunga’s stores, while getting ‘free advertising’ from national media exposure.
The first Star Wars movie was released globally in 1977, meaning that many current shoppers grew up with the successful franchise. That’s why this brand can perfectly serve as a binding factor for families, as today’s grandparents remember the stories and figurines from when they were raising their kids.
Unlike many retailers who put a lot of focus on digitalising their marketing campaigns, Esselunga’s strength lay in leveraging core offline media surrounding the programme to attract its audiences. This was one of the key ingredients for high participation, not only in families with children, but among all age groups.
One of the largest driving forces of this programme was The Walt Disney Company itself. The well-established brand helped convince Esselunga to take on this loyalty programme and the shoppers to collect the Star Wars Rollinz.
Besides having a famous brand, the Walt Disney Company really got behind the programme. The teasers were shown on different Disney media channels, in magazines, and across social media.
Throughout the programme, Esselunga's strong communication was carried through in-store events involving children with costumes and lightsabers receiving Jedi training. This activity also attracted a lot of attention, as parents shared pictures of their kids enthusiastically embracing the stories they loved as young kids. By offering a brand that connected multiple generations, Esselunga created a more personal relationship with their customers.
Besides the in-store Jedi training sessions, Esselunga designed one final Star Wars event towards the end of the programme to engage families outside the stores. 10 different Jedi training sessions were offered to children, who received a special certificate for participating: the ‘Jedi Diploma’. The events also provided opportunities for collectors to swap their Rollinz, get their face painted and meet real-life Star Wars characters. All in all, over 8,000 people attended the event and 7,500 Rollinz were swapped.
The results of the first award-winning Star Wars Rollinz loyalty programme in Esselunga created such a buzz among shoppers that they demanded a follow-up programme. The Star Wars Rollinz 2.0 programme was launched in mid-December 2017 and continued until mid-February 2018. A new collection was offered with ‘special edition’ Rollinz that were golden or could glow in the dark.
For the second programme ,more focus was put on the digital app that customers could download to use for games and enhance their experience, as well as to exchange their Rollinz. The Star Wars Rollinz 2.0 programme won several prizes at the NC Loyalty Awards and at the Promotion Awards, showing once again the strength of the programme’s activation.
Lowes Foods launched its first-ever digital loyalty programme in collaboration with BrandLoyalty and IceMobile. Together we have created the successful recipe for the first digital loyalty programme in the USA.Next case study
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