The Scope
A Fortune 100 leader, engaged in the manufacturing and financing of construction and mining equipment, required a solution to bolster their existing business model with incentives. The objective was to boost loyalty, sales, cross-selling, and engagement across multiple audiences and cultures.
The Challenge
The company's primary challenge was designing a global incentive program that would appeal across various demographics, cultures, and motivations. The program also had to resonate with different layers of audience members inherent to the client's go-to-market strategy.
The Solution
HMI, (now part of 360insights), implemented a comprehensive global strategy that targeted dealer sales personnel with a variety of rewards for achieving key performance indicators. The strategy included rewards for creating contracts, cross-selling client-supplied bundles, and referral bonuses. Training modules were also offered in tandem with the program to improve financing knowledge among sales personnel. Customized over 60 countries, the program featured segmented campaigns, an online rewards platform, tailored dealer leaderboards, and participant feedback mechanisms.
The Results
The program led to 85% global enrollment among potential enrollees, 52% global engagement among enrolled participants, and up to 300% ROI over five years. Domestically, there was a 25% increase in U.S. deals, and globally, there was a 22% increase in deals made with the client.
