[/et_pb_text][/et_pb_column][/et_pb_row][et_pb_row _builder_version=”4.9.3″ _module_preset=”default” width=”100%” max_width=”100%” custom_padding=”0px||||false|false”][et_pb_column type=”4_4″ _builder_version=”4.9.3″ _module_preset=”default”][et_pb_text _builder_version=”4.9.3″ _module_preset=”default” header_2_text_align=”left” custom_margin=”||5px||false|false”]Generating 627% ROI for a flooring manufacturer by expanding their reach
The Big Picture
[/et_pb_text][et_pb_text _builder_version=”4.9.3″ _module_preset=”default” hover_enabled=”0″ sticky_enabled=”0″]Our Flooring Manufacturing client wanted to motivate commercial flooring contractors and internal sales reps to higher performance with a self-funding program. But after examining their goals and program projections, we told them they simply could not reach their goals without expanding their audience significantly.
[/et_pb_text][/et_pb_column][/et_pb_row][et_pb_row _builder_version=”4.9.3″ _module_preset=”default” width=”100%” max_width=”100%” custom_padding=”0px||||false|false”][et_pb_column type=”4_4″ _builder_version=”4.9.3″ _module_preset=”default”][et_pb_text _builder_version=”4.9.3″ _module_preset=”default” header_2_text_align=”left” custom_margin=”||5px||false|false” hover_enabled=”0″ sticky_enabled=”0″]Research & Analysis
[/et_pb_text][et_pb_text _builder_version=”4.9.3″ _module_preset=”default” hover_enabled=”0″ sticky_enabled=”0″]To benchmark and understand the dealer network, we conducted an in-depth analysis of the historic sales performance data from the previous four years to help establish the most appropriate and effective performance strategy going forward.
[/et_pb_text][/et_pb_column][/et_pb_row][et_pb_row _builder_version=”4.9.3″ _module_preset=”default” width=”100%” max_width=”100%” custom_padding=”||||false|false”][et_pb_column type=”4_4″ _builder_version=”4.9.3″ _module_preset=”default”][et_pb_text _builder_version=”4.9.3″ _module_preset=”default” header_2_text_align=”left” custom_margin=”||5px||false|false”]Our Solution
[/et_pb_text][et_pb_text _builder_version=”4.9.3″ _module_preset=”default” hover_enabled=”0″ sticky_enabled=”0″]Using industry specific data, we built a custom solution focused on our understanding of the participants.[/et_pb_text][et_pb_text _builder_version=”4.9.3″ _module_preset=”default” hover_enabled=”0″ sticky_enabled=”0″]Step 1: We expanded the audience for this incentive to be 3½ times greater than the client originally planned for —1,200 commercial contractors and internal sales reps — to ensure the client would meet their aggressive revenue goal.
[/et_pb_text][et_pb_text _builder_version=”4.9.3″ _module_preset=”default” hover_enabled=”0″ sticky_enabled=”0″]Step 2: We leveraged our communications expertise to acquire the audience and maintain their engagement throughout the program earnings period.
[/et_pb_text][et_pb_text _builder_version=”4.9.3″ _module_preset=”default” hover_enabled=”0″ sticky_enabled=”0″]Step 3: We aligned the desired behaviors with meaningful rewards that both top performers and middle performers would view as attainable. [/et_pb_text][/et_pb_column][/et_pb_row][et_pb_row _builder_version=”4.9.3″ _module_preset=”default” width=”100%” max_width=”100%” custom_padding=”||||false|false”][et_pb_column type=”4_4″ _builder_version=”4.9.3″ _module_preset=”default”][et_pb_text _builder_version=”4.9.3″ _module_preset=”default” header_2_text_align=”left” custom_margin=”||5px||false|false”]Design Details
[/et_pb_text][et_pb_text _builder_version=”4.9.3″ _module_preset=”default” hover_enabled=”0″ sticky_enabled=”0″]The program was designed to be fully funded by incremental gross profits. We exceeded ROI estimates with these elements:
[/et_pb_text][et_pb_text _builder_version=”4.9.3″ _module_preset=”default” hover_enabled=”0″ sticky_enabled=”0″]Consultation: We had the experience to know the client’s program was not going to work, and the expertise to know just how to fix it
[/et_pb_text][et_pb_text _builder_version=”4.9.3″ _module_preset=”default” hover_enabled=”0″ sticky_enabled=”0″]Marketing Campaign: The aggressive, highly targeted audience acquisition plan included program announcement, teaser postcards, and invitations to register.
[/et_pb_text][et_pb_text _builder_version=”4.9.3″ _module_preset=”default” hover_enabled=”0″ sticky_enabled=”0″]Communications: To keep everyone abreast of standings, motivated and focused. A program portal drove participant engagement throughout the program.
[/et_pb_text][et_pb_text _builder_version=”4.9.3″ _module_preset=”default” hover_enabled=”0″ sticky_enabled=”0″]Points-Based System: Goals were set and points were redeemed from our online catalog for merchandise, gift cards and individual travel.
[/et_pb_text][et_pb_text _builder_version=”4.9.3″ _module_preset=”default” hover_enabled=”0″ sticky_enabled=”0″]Desirable Rewards: Top performers (based on highest sales, greatest $$ increase and greatest % increase), earned a coveted travel award for two hosted by the client’s executive team.
[/et_pb_text][et_pb_text _builder_version=”4.9.3″ _module_preset=”default” hover_enabled=”0″ sticky_enabled=”0″]Monitoring: We tracked KPI & ROI to keep our client in the loop.
[/et_pb_text][/et_pb_column][/et_pb_row][et_pb_row _builder_version=”4.9.3″ _module_preset=”default” width=”100%” max_width=”100%” custom_padding=”||||false|false”][et_pb_column type=”4_4″ _builder_version=”4.9.3″ _module_preset=”default”][et_pb_text _builder_version=”4.9.3″ _module_preset=”default” header_2_text_align=”left” custom_margin=”||5px||false|false” hover_enabled=”0″ sticky_enabled=”0″]
