Winning over brand-loyal distributors
A manufacturer that builds products used on exterior construction was looking to grow their nationwide sales through distributors that are typically brand-exclusive. This audience is made up of builders, remodelers, and installation contractors.
Impact
Overall company sales increased after introducing Contractor Rewards, but sales among participants were up 11%.
Industry
Manufacturing
Problem space
Customer loyalty
Services
Building supply
Rewards
Build loyalty, boost sales
A manufacturer that builds products used on exterior construction was looking to grow their nationwide sales through distributors that are typically brand-exclusive. This audience is made up of builders, remodelers, and installation contractors.
Incentivising growth
We started them in the Contractor Rewards program where contractors earn points as they purchase participating products. These points are then redeemable for thousands of items in an online rewards catalog. The client launched this program in a geographic test market, and because of the strong results, they were able to launch nationally months ahead of schedule.
Turning engagement into revenue
In the test market, participant sales grew 20% more than sales from non-participants. After launching nationally, the client saw sales up 11% among participants. In that same time period, overall company sales were up 4%, showing that the participant sales were nearly triple compared to the overall company sales.
There were two short-term promotions that yielded amazing results. One promotion to active customers resulted in a 750% ROI. Another promotion to lapsed customers led to 5% reactivating and a 6,000% ROI.
Our work speaks for itself
-
Empowering Leadership Through Recognition
This case study shows how a targeted recognition campaign empowered managers to celebrate leadership, driving a 60% increase in participation and strengthening a values-led culture.Learn More -
Accelerating Accessory Sales with GoalQuest®
How do you increase accessory sales without creating complexity for your sales team? For one leading manufacturer, the answer was simple: let store managers choose their own goals. The result? Higher engagement, better performance, and a 17% boost in accessory sales.Learn More -
3 ways to drive culture and strategy with data insights
In today’s dynamic work environment, HR professionals often find themselves managing complaints and culture clashes rather than shaping company culture and strategy. But how can HR leaders get back to focusing their influence on both short- and long-term company goals effectively? The answer lies in data.Learn More
