Case Study:

Client Profile
One of the nation’s largest independent distributors of tires to the replacement market, serving independent dealers in 35 states.

Situation
Distributor wanted to drive dealer awareness and use of the distributor’s online services and ordering tools. They hoped that the services would enable their dealers with superior customer service to compete more effectively against national chain stores. They needed a vehicle to complement their online offering, motivating in-bound traffic and usage.

Solution
A points-based incentive program that rewarded dealers for orders placed through the distributor’s feature-rich Web site.

Results
Fifteen months into the program, the company had tripled the number of registered users to the site, improved online sales tenfold and was speeding toward an 80% usage increase. The dramatic increase in online sales also slashed the distributor’s selling costs, enhancing their margins. Further, the combination of compelling incentive program rewards along with the distributor’s online support services and tools helped to strengthen overall dealer relationships.

Case Study: Dealer Sales Incentive Program
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