Influence the point-of-sale positioning of products
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Excite and reward reseller sales reps
Situation Overview
Client sought to maximize sales through its U.S. reseller channel and grow reseller loyalty. The challenge was to cut through the clutter of competing manufacturer reward programs and help ensure that the client’s products would stay top of mind with reseller principals and their sales representatives.
Solutions
The company required a two-pronged rewards strategy: rewarding reseller principals for qualifying sales via cash rebates that could be invested in the business, and rewarding reseller sales representatives with prepaid Visa® card funds to help ensure that the products were consistently proposed. Extensive program communications included a four-color printed announcement, HTML email and field sales initiatives. A fully interactive website contained performance statements, program rules, debit card account statements/transaction details, a Web-based shopping mall and other program resources.
Results
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Client gained market share and target audience mindshare.
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Program earned five-star ratings from VARBusiness Magazine.
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EIM streamlined a strict sales audit process online and quickly
rewarded successful sales efforts.
