It all adds up.

Sometimes numbers tell the whole story, sometimes only a small part. In this case, they were the perfect bottom line.

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

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

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

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

Incentive Travel-Heavy Equipment Manufacturer Dealer Group - Sometimes numbers tell the whole story, sometimes only a small part.