Dual-audience incentives drive product adoption
A manufacturer needed dealers to stock a new product and sales reps to sell and claim those units. A 90‑day push/pull structure was required to motivate both audiences simultaneously.
RESULTS
Dealer purchases doubled versus the prior three‑month baseline (103% lift), generating $116,550 in incremental margin and an 11:1 ROI across the 90‑day launch.
Industry
Manufacturing
Problem space
Sales team motivation
Services
Contests and incentives
Rewards
Technology
SalesMaker
Game Arcade
Challenge
A manufacturer needed dealers to stock a new product and sales reps to sell and claim those units. A 90‑day push/pull structure was required to motivate both audiences simultaneously.
Solution
We deployed a Step It Up promotion with variable payouts through Game Arcade. Dealers earned incentives on purchases, reps earned rewards for sales and claims, and both groups tracked progress via contest displays.
Results
Dealer purchases doubled versus the prior three‑month baseline (103% lift), generating $116,550 in incremental margin and an 11:1 ROI across the 90‑day launch.
