Channel and Employee Loyalty Case Study: Builder Contractor

Case Study:

Builder/Contractor Loyalty and Employee
Incentive Program

Increasing Sales and Building a Loyal Following as National Competition Mounts

Summary

Client Profile
Regional leader in construction equipment sales and rental with 11 Midwest locations.

Situation
Faced with the influx of several national-chain competitors into their markets, this distributor sought to retain its current customers and preserve market share.

Solution
Create a relationship-oriented culture with an incentive program that offered customers greater value than simple price discounts – and motivated employees to reinforce a service-driven, personable brand image.

Results
Performance far exceeded the original goal of defending market share. The distributor increased annual sales among program participants by more than 40% in the first nine months alone, despite extraordinary competition.


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Case Study: Builder/Contractor Loyalty and Employee Program PDF File (119 KB)

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