It all adds up.

Client Objectives

• Increase sales and market share of new equipment sold through dealers by 20% over the previous year
• Sustain dealer engagement for an entire fiscal year
• Limit cost exposure

Strategies

• Leverage dealer sales data to structure the program
• Drive program awareness and enthusiasm on an ongoing basis
• Measure and report on program results at the enterprise, region and dealer levels
• Reward successful dealers during the program period and at program end

MotivAction Solution

• Communicate the dealers' precise goals up front
• Reward dealers who achieved their stretch goals with a once-in-a-lifetime travel experience to Rome, Italy
• Allow dealers to earn additional trips based on volume over their goals
• Include the client's field sales and marketing teams in the program and reward them with travel based on channel performance
• Design a year-long multi-media campaign including print, web, and CD
• Create detailed monthly online performance status reports plus quarterly paper statements
• Recognize dealers who were on track to achieve objectives with quarterly "benchmark" awards

Results

• Projected sales increase of 20%: actual sales increase of 35.7%
• 63.5% percentage increase of qualifying dealers
• 60% of total eligible dealerships qualified for the trip
• 77.7% of the qualifying dealerships earned multiple trips
• Projected market share increase of 2.0%: actual market share increase of 4.4%
• Projected number of trips earned: 1,000
• Actual number of trips earned: 2,124 (with the additional trips more than paid for out of incremental earnings)
• SITE Crystal award winner