Turning Contractor Performance Into Long-Term Loyalty
At a Glance:
- 230% average sales growth
- 226% increase in Buying Show attendance
- 71%+ of customers achieve personalized goals
Business Issue
Following a company restructuring, a national fencing distributor needed to create a unified program to build stronger relationships with contractors, increase market share, and reward loyalty with existing customers.
As part of their vision, they also wanted to give their customers educational resources to strengthen their own businesses, as well as provide networking opportunities with other successful business owners.
Key challenges included:
- Fragmented contractor engagement after restructuring
- Lack of scalable and meaningful rewards that encouraged long-term purchasing behavior
- Need for measurable ROI tied directly to incremental sales
Our Solution
Motivation Excellence designed a performance-funded Buying Show experience that combined:
- An exciting destination, show-only deals, networking opportunities and worldclass entertainment
- Clear qualification criteria tied to measurable sales behavior
- A performance-driven rule structure that rewards year-over-year growth
By aligning Buying Show engagement with a shared travel experience, the program strengthens relationships, increases motivation, and creates lasting excitement well beyond the event.
The Results
The Buying Show and group travel incentive program delivered strong, measurable outcomes:
- The top 25 customers outpace the sales average, showing robust increases in loyalty and market share
- 230% average sales growth, driven by highly engaged channel partners
- Competition to be recognized as a top performer pushes sales through the last day of the program
Additional Impact:
The number of attendees has grown 226% over the life of this continuing program.
Looking at the bar graph, the Million Dollar Club (MDC) contractors nearly doubled between 2020 and 2022. In 2024, it became the 3M Dollar Club, with an increase in qualifiers, which remained consistent in 2026.
This line graph breaks down the increases in sales growth YoY:
- The red line (216%) represents the median sales growth, showing the performance of the typical program participant.
- The blue line (232%) reflects average sales growth across all participants, indicating a great overall lift driven by the program.
- The yellow line (265%) represents the top 25 performers, showing accelerated growth when Buying Shows and incentive travel are tied directly to personalized performance goals.
