GENERATING $64M IN GROSS PROFIT FOR AN AGRICULTURAL MANUFACTURER — AND ONE HEIFER
Business Issue
Our Agricultural Manufacturing client wanted to drive sales across their 12 product lines, while tracking sales to the rep level. They also wanted a solution to track their ROI.
Our Solution
From among 16 vendors invited to propose a solution, the client chose Motivation Excellence because they believed we best understood their industry, business challenges and opportunities. Our industry research and analysis led us to a custom, multi-year solution for 550 dealers and 1,200 sales reps:
In Year 1, we built rep-level tracking, identified participants, and developed baseline sales data, in a custom platform integrated with the client’s warranty system to minimize learning curve.
In Year 2, we launched the program with regional and product line-specific dealer goals, fostered engagement, loyalty and teamwork within the channel, and drove growth and ROI with tiered incentive rewards.
In Year 3, we added replacement parts to the performance improvement program, further driving revenue.
Outcome
ROI exceeded goal by 27.3%, generating $64.4M net GP
over goal.
We built equity with our audience via program communications, attainable rewards, and a great shopping experience. One participant used our personal shopper to redeem his points for a heifer!
With the tracking systems we put in place, we were able to gather critical sales data and create analytics to help our client see their sales and ROI opportunities more clearly.
