Builder/Contractor Loyalty and Employee Incentive Program
Client Profile: A 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 percent in the first nine months alone, despite extraordinary competition.
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