Client

A division of a large Industrial Manufacturer that makes cable and conduit connectors used in the construction of buildings.

Objective

To motivate and reward distributors for increasing sales, with the goal of producing ten percent or greater growth every year for five consecutive years.

Challenge

To entice distributors familiar with competitor programs to participate and to transition the offline program online.

Solution

For the participants' convenience, we decided to create a dynamic web-based program. We customized an eChoice Points™ program to reflect the look and feel of our client's corporate colors. We created graphics and news stories on the site to highlight the features of the program. And we constructed a customized opt-in registration site. The award site offered over 1,500 brand name products, more than double of any previous program.

Results

Within the first six months of launching the new online program, over 1,200 participants opted in, two-thirds more than any previous program. Also, in the first year, our client experienced a 23% increase in sales, and the projections for the next two years look even stronger. In addition, using the information gathered from the opt-in questionnaire, the client designed a new, well-received training process.