WearGuard - B-to-B with a Consumer Twist (2007 words)

Offers with a high perceived value and that reward the customer work especially well, she notes. For example, one of WearGuard's most successful offers is a free jacket, a $70 value, with a minimum purchase. "So buyers know they're getting something for themselves," Abrams explains. Such offers work well because, she says, more business customers today have spending allowances (say, up to $200) and control over when and how they spend it. "So the offers can get them to spend more now," she explains.