Pets
·
Mid-market
Fetch More Revenue: How Bully Sticks Direct Turned a Dead Loyalty Program into a Repeat Purchase Machine
186%
higher annual spend, members vs. non-members
186%
higher annual spend, members vs. non-members
186%
higher annual spend, members vs. non-members
186%
higher annual spend, members vs. non-members
158%
higher purchase frequency, members
158%
higher purchase frequency, members
158%
higher purchase frequency, members
158%
higher purchase frequency, members
28%
redemption rate (2x category average)
28%
redemption rate (2x category average)
28%
redemption rate (2x category average)
A review is not a marketing asset. It is a customer telling you they want to be recognized for choosing you. We built the loyalty program to recognize them, and to compound on what they said next.
Michael J. McBride
Founder, Atelier Commerce
A review is not a marketing asset. It is a customer telling you they want to be recognized for choosing you. We built the loyalty program to recognize them, and to compound on what they said next.
Michael J. McBride
Founder, Atelier Commerce
Bully Sticks Direct is a pet treats brand selling bully sticks and natural dog chews
Industry
Pets
Platfrom
BigCommerce
Merchant Size
Mid-market
Smile Features
Points
VIP Tiers
Analytics
Region
North America
Partner
The Story
Product-market fit was there. The loyalty infrastructure wasn't.
Bully Sticks Direct is a category-leading source of single-ingredient bully sticks and natural dog chews. The brand had real product-market fit and a loyal repeat audience. What it did not yet have was a loyalty and rewards system designed to compound. Atelier Commerce was brought in to lead retention, using Smile to rebuild loyalty and rewards as a system: earning rules, redemption mechanics, VIP tiering, and reviews as a first-class earning action, so that every repeat purchase made the next one more likely.
The Challenge
The program was running. The customers barely noticed.
Loyalty had been live but underused. Earn rules were generic, redemption was a dead end inside the cart, and the program sat apart from the rest of the customer experience. Reviews were a separate, lightly-instrumented surface that did not feed retention at all. The brief was structural, not cosmetic.
The pet category rewards consistency, not theater. As such, the work required for the loyalty program was to remove friction from a behavior customers already wanted to repeat, and to give the brand a system that recognized them when they did - without leaning on generic discount mechanics or a constant agency campaign behind it.
Bully Sticks Direct Rewards VIP tiers
The Solution
Rebuilding loyalty as a system, not a promotion.
Atelier rebuilt the Bully Sticks Direct program on Smile with reviews wired into the points earning architecture in three places. Customers earned points for verified product reviews, were re-engaged through a points-aware NPS Reviews Gift Card Drive that ran into 2025, and were given VIP-tier accelerators for repeat reviewers. Review content then fed back into the on-site experience as social proof on PDPs and trust signals on the homepage, closing the loop between one customer's voice and the next customer's purchase decision.
The result is a public record that compounded alongside the brand's revenue: 2,359 site-wide verified reviews at 4.5 stars, a dedicated reviews page averaging 5 stars across 1,655 product reviews, and a flagship 12" Braided Bully Sticks PDP holding 4.9 stars with 97% "would-recommend." A trust surface layered into a loyalty earn structure converts intent into revenue without any incremental campaign cost.
What the rebuilt system put in place:
Reviews-as-earn-architecture: points for verified Stamped reviews, with VIP-tier accelerators for repeat reviewers
VIP tiering (Best Pup, Best Friend) designed to pull the redeemer cohort up under scale
Redemption mechanics moved beyond the cart and into the full customer journey
Lifecycle email and SMS layers surfacing points balances and re-engaging inactive earners at the right moments
Incentivized review content fed back into PDPs and homepage as social proof, closing the loop on the next customer's decision
The Results
186% higher spend. 158% more frequent. No campaign behind it.
The month the structure took hold, January 2024, the program ran at a 28.0% redemption rate against a category average of 13.67%, with 684 customers earning, 49 redeeming, and 2,668 customers carrying point balances forward into the next purchase. Bully Sticks Direct remains a top-performing program inside Smile's global program network. Smile's global loyalty benchmarks place the average ecommerce loyalty redemption rate at 13.67%, with 20% considered the threshold for a well-designed program. Bully Sticks Direct moved past both of those metrics inside the first month.
We pulled fresh data in May 2026, fourteen months after the inital program redesign launched. The system has not just sustained - tt has compounded.
The VIP architecture is doing what VIP architecture is supposed to do. The Best Pup tier shows a 286% annual spend lift and 208% purchase frequency lift versus the base cohort. The Best Friend tier reaches 742% spend lift and 455% purchase frequency lift. AOV among redeemers has held steady from program launch, with no erosion under scale. McKinsey's loyalty research finds top-performing programs lift revenue from redeeming members by 15 to 25% annually. Bully Sticks Direct is operating well past that ceiling, two years after launch, with no agency campaign behind it.
186%
higher spend, members vs. non-members, 14 months post-launch
158%
higher purchase frequency, above McKinsey's loyalty benchmark
186%
higher spend, members vs. non-members, 14 months post-launch
158%
higher purchase frequency, above McKinsey's loyalty benchmark
The Principle
Quiet. Structural. Built to last.
A loyalty and rewards program is not a discount mechanism. It is a system that recognizes the customer who already chose you, makes the next purchase decision easier than the last, and gives them a way to say so in public. Built that way, it does not need a campaign behind it. It does not need the agency that built it to keep operating it. A brilliantly designed program can compound on its own.
As the leading loyalty platform purpose-built for high-growth, mid-market and enterprise brands, Smile gives merchants like Bully Sticks Direct the tools to run sophisticated, multi-channel loyalty programs that keep performing well after launch. Quiet, structural, built to last.
Bully Sticks Direct is a pet treats brand selling bully sticks and natural dog chews
Industry
Pets
Platfrom
BigCommerce
Merchant Size
Mid-market
Smile Features
Points
VIP Tiers
Analytics
Region
North America
Partner
The Story
Product-market fit was there. The loyalty infrastructure wasn't.
Bully Sticks Direct is a category-leading source of single-ingredient bully sticks and natural dog chews. The brand had real product-market fit and a loyal repeat audience. What it did not yet have was a loyalty and rewards system designed to compound. Atelier Commerce was brought in to lead retention, using Smile to rebuild loyalty and rewards as a system: earning rules, redemption mechanics, VIP tiering, and reviews as a first-class earning action, so that every repeat purchase made the next one more likely.
The Challenge
The program was running. The customers barely noticed.
Loyalty had been live but underused. Earn rules were generic, redemption was a dead end inside the cart, and the program sat apart from the rest of the customer experience. Reviews were a separate, lightly-instrumented surface that did not feed retention at all. The brief was structural, not cosmetic.
The pet category rewards consistency, not theater. As such, the work required for the loyalty program was to remove friction from a behavior customers already wanted to repeat, and to give the brand a system that recognized them when they did - without leaning on generic discount mechanics or a constant agency campaign behind it.
Bully Sticks Direct Rewards VIP tiers
The Solution
Rebuilding loyalty as a system, not a promotion.
Atelier rebuilt the Bully Sticks Direct program on Smile with reviews wired into the points earning architecture in three places. Customers earned points for verified product reviews, were re-engaged through a points-aware NPS Reviews Gift Card Drive that ran into 2025, and were given VIP-tier accelerators for repeat reviewers. Review content then fed back into the on-site experience as social proof on PDPs and trust signals on the homepage, closing the loop between one customer's voice and the next customer's purchase decision.
The result is a public record that compounded alongside the brand's revenue: 2,359 site-wide verified reviews at 4.5 stars, a dedicated reviews page averaging 5 stars across 1,655 product reviews, and a flagship 12" Braided Bully Sticks PDP holding 4.9 stars with 97% "would-recommend." A trust surface layered into a loyalty earn structure converts intent into revenue without any incremental campaign cost.
What the rebuilt system put in place:
Reviews-as-earn-architecture: points for verified Stamped reviews, with VIP-tier accelerators for repeat reviewers
VIP tiering (Best Pup, Best Friend) designed to pull the redeemer cohort up under scale
Redemption mechanics moved beyond the cart and into the full customer journey
Lifecycle email and SMS layers surfacing points balances and re-engaging inactive earners at the right moments
Incentivized review content fed back into PDPs and homepage as social proof, closing the loop on the next customer's decision
The Results
186% higher spend. 158% more frequent. No campaign behind it.
The month the structure took hold, January 2024, the program ran at a 28.0% redemption rate against a category average of 13.67%, with 684 customers earning, 49 redeeming, and 2,668 customers carrying point balances forward into the next purchase. Bully Sticks Direct remains a top-performing program inside Smile's global program network. Smile's global loyalty benchmarks place the average ecommerce loyalty redemption rate at 13.67%, with 20% considered the threshold for a well-designed program. Bully Sticks Direct moved past both of those metrics inside the first month.
We pulled fresh data in May 2026, fourteen months after the inital program redesign launched. The system has not just sustained - tt has compounded.
The VIP architecture is doing what VIP architecture is supposed to do. The Best Pup tier shows a 286% annual spend lift and 208% purchase frequency lift versus the base cohort. The Best Friend tier reaches 742% spend lift and 455% purchase frequency lift. AOV among redeemers has held steady from program launch, with no erosion under scale. McKinsey's loyalty research finds top-performing programs lift revenue from redeeming members by 15 to 25% annually. Bully Sticks Direct is operating well past that ceiling, two years after launch, with no agency campaign behind it.
186%
higher spend, members vs. non-members, 14 months post-launch
158%
higher purchase frequency, above McKinsey's loyalty benchmark
The Principle
Quiet. Structural. Built to last.
A loyalty and rewards program is not a discount mechanism. It is a system that recognizes the customer who already chose you, makes the next purchase decision easier than the last, and gives them a way to say so in public. Built that way, it does not need a campaign behind it. It does not need the agency that built it to keep operating it. A brilliantly designed program can compound on its own.
As the leading loyalty platform purpose-built for high-growth, mid-market and enterprise brands, Smile gives merchants like Bully Sticks Direct the tools to run sophisticated, multi-channel loyalty programs that keep performing well after launch. Quiet, structural, built to last.
Bully Sticks Direct is a pet treats brand selling bully sticks and natural dog chews
Industry
Pets
Merchant Size
Mid-market
Region
North America
The Story
Product-market fit was there. The loyalty infrastructure wasn't.
Bully Sticks Direct is a category-leading source of single-ingredient bully sticks and natural dog chews. The brand had real product-market fit and a loyal repeat audience. What it did not yet have was a loyalty and rewards system designed to compound. Atelier Commerce was brought in to lead retention, using Smile to rebuild loyalty and rewards as a system: earning rules, redemption mechanics, VIP tiering, and reviews as a first-class earning action, so that every repeat purchase made the next one more likely.
The Challenge
The program was running. The customers barely noticed.
Loyalty had been live but underused. Earn rules were generic, redemption was a dead end inside the cart, and the program sat apart from the rest of the customer experience. Reviews were a separate, lightly-instrumented surface that did not feed retention at all. The brief was structural, not cosmetic.
The pet category rewards consistency, not theater. As such, the work required for the loyalty program was to remove friction from a behavior customers already wanted to repeat, and to give the brand a system that recognized them when they did - without leaning on generic discount mechanics or a constant agency campaign behind it.
Bully Sticks Direct Rewards VIP tiers
The Solution
Rebuilding loyalty as a system, not a promotion.
Atelier rebuilt the Bully Sticks Direct program on Smile with reviews wired into the points earning architecture in three places. Customers earned points for verified product reviews, were re-engaged through a points-aware NPS Reviews Gift Card Drive that ran into 2025, and were given VIP-tier accelerators for repeat reviewers. Review content then fed back into the on-site experience as social proof on PDPs and trust signals on the homepage, closing the loop between one customer's voice and the next customer's purchase decision.
The result is a public record that compounded alongside the brand's revenue: 2,359 site-wide verified reviews at 4.5 stars, a dedicated reviews page averaging 5 stars across 1,655 product reviews, and a flagship 12" Braided Bully Sticks PDP holding 4.9 stars with 97% "would-recommend." A trust surface layered into a loyalty earn structure converts intent into revenue without any incremental campaign cost.
What the rebuilt system put in place:
Reviews-as-earn-architecture: points for verified Stamped reviews, with VIP-tier accelerators for repeat reviewers
VIP tiering (Best Pup, Best Friend) designed to pull the redeemer cohort up under scale
Redemption mechanics moved beyond the cart and into the full customer journey
Lifecycle email and SMS layers surfacing points balances and re-engaging inactive earners at the right moments
Incentivized review content fed back into PDPs and homepage as social proof, closing the loop on the next customer's decision
The Results
186% higher spend. 158% more frequent. No campaign behind it.
The month the structure took hold, January 2024, the program ran at a 28.0% redemption rate against a category average of 13.67%, with 684 customers earning, 49 redeeming, and 2,668 customers carrying point balances forward into the next purchase. Bully Sticks Direct remains a top-performing program inside Smile's global program network. Smile's global loyalty benchmarks place the average ecommerce loyalty redemption rate at 13.67%, with 20% considered the threshold for a well-designed program. Bully Sticks Direct moved past both of those metrics inside the first month.
We pulled fresh data in May 2026, fourteen months after the inital program redesign launched. The system has not just sustained - tt has compounded.
The VIP architecture is doing what VIP architecture is supposed to do. The Best Pup tier shows a 286% annual spend lift and 208% purchase frequency lift versus the base cohort. The Best Friend tier reaches 742% spend lift and 455% purchase frequency lift. AOV among redeemers has held steady from program launch, with no erosion under scale. McKinsey's loyalty research finds top-performing programs lift revenue from redeeming members by 15 to 25% annually. Bully Sticks Direct is operating well past that ceiling, two years after launch, with no agency campaign behind it.
186%
higher spend, members vs. non-members, 14 months post-launch
158%
higher purchase frequency, above McKinsey's loyalty benchmark
The Principle
Quiet. Structural. Built to last.
A loyalty and rewards program is not a discount mechanism. It is a system that recognizes the customer who already chose you, makes the next purchase decision easier than the last, and gives them a way to say so in public. Built that way, it does not need a campaign behind it. It does not need the agency that built it to keep operating it. A brilliantly designed program can compound on its own.
As the leading loyalty platform purpose-built for high-growth, mid-market and enterprise brands, Smile gives merchants like Bully Sticks Direct the tools to run sophisticated, multi-channel loyalty programs that keep performing well after launch. Quiet, structural, built to last.
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