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Driving results with sales channel incentives

When one of the world’s largest original equipment auto part manufacturers wanted to move volume of two key aftermarket products, they made the move to MotivAction.

CHALLENGE

How to Capture the Counterman

With an ever increasing number of vehicles on the road, this OEM auto parts giant is focused on growing their aftermarket parts business. MotivAction knew the fast road to success was to engage Warehouse Distributor salespeople—the critical cog in the sales channel wheel. We created a program that made it easy for counterman to participate and rewarding for selling the targeted products.

Shifting into Overdrive
Planned as a six-month pilot, the positive results have led to a decision to expand the program to encompass all products, all year long.

BY THE NUMBERS

  • Over 1,000 Warehouse Distributor salespeople enrolled
  • 3% – 5% of all target product volume moved through the program in six months
  • 24% of enrollees have engaged the online website over nine times and 13% over 25 times
  • The program concept is now planned to include commercial vehicle parts Distributors

 

“The latest enhancements to our program make it simple to get on board with this program when our customers purchase and install our First Time Fit products.”

Senior Manager, Marketing and Product Management Group