Inspired Incentives

Growing Sales in a Down Economy with Performance Incentives

Posted by Ben Griffith

Fri, Dec 02, 2011 @ 08:52 AM

Not long ago, HMI took on a new client in the cabinetry manufacturing industry needing to increase sales and build greater channel loyalty among distributors, dealers, home centers, and remodelers. In the past, they had run short-term SPIFs during key times of the year, but were not seeing positive results as compared to their biggest competitors. After discussing their goals, budget, and other wants and needs, HMI recommended a two-pronged OnDemand Award Program approach with unique incentive rule structures and a centralized incentive program administration that accommodated both principals and designers.

Within the 10-month rewards program period, the cabinetry manufacturer saw a 258% increase in the number of participating designers when compared with the total audience who had been previously involved in cash SPIFs. The principal program saw equally impressive results. Despite industry-wide sales being down 15% in the program year, our client’s principals grew their sales by an average of 67%. Business that had previously been going down the street to other manufacturers was redirected to our client because they had heard about all the merchandise, travel, event tickets, and more they could earn from the rewards program.

Increasing sales in a down economy can be a challenging feat, but incentive reward programs have been proven to provide customers, sales teams, employees, or channel partners with the incentive they need to go the extra mile. To learn more about the incentive strategy we used for this rewards program and to see all of the program results, read the full case study by downloading the document below.

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Topics: Performance Improvement, Loyalty Programs, Sales Growth, Performance Incentives, Channel Incentives, Success Story, Points Based Incentive Programs