GENERATING $17M FOR A MEDICAL SUPPLY DISTRIBUTOR IN A PROGRAM FUNDED BY THEIR SUPPLIERS
The Big Picture
Research & Analysis
After we created incremental goals by supplier, we set up a system to provide reporting so they could clearly see the growth being generated. This solved the funding issue that initially made the distributors reluctant to participate; They were happy to fund the program when they could easily see the growth it was fostering.
Since the client’s existing system did not communicate in silos, we sought to isolate communications specific to each supplier and connect directly with the sales reps that sell those products.
This program was points-driven. We set goals for each supplier and assigned point values to those goals. Each sales rep was able to use our online portal to view their performance and their status at any time.
Participating suppliers increased sales by 11.75% over plan.
Volume was up more than $17M for selected suppliers.
At program end, participants were awarded their points as a one-time payout and were able to redeem for name-brand merchandise, travel options or experiences from our expansive online catalog.
Data & Analytics
Getting 6-10 different suppliers to work together in an equitable arrangement is the kind of data-driven, personalized work that sets Motivation Excellence apart.