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| CASE STUDIES > OFFICE EQUIPMENT MANUFACTURER |
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A robust portal entices dealers with awards, builds a community with tools, discussion, and information.
Challenge:
A major office equipment manufacturer needed a flexible incentive platform that would accommodate hundreds of SKUs, channel-, and product-specific promotions, and separate channel branding.
Our Response:
Madison built a portal that initially served incentives for five products and one group; today it serves incentives for over 200 products across seven product lines and six unique channels. Unable to compete dollar for dollar on straight incentives, Madison built out a community solution to increase site stickiness and a customized content management system to allow any sales professional to access every piece of sales collateral produced for a given model.
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| ELEMENTS OF THE PLATFORM INCLUDED |
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A flexible reward architecture that supports debit cards, gift cards, merchandise, cash, and travel, as well as selectively targeting channels, product families, and specific products |
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A modular home page that allows channel managers to mix and match elements appropriate for the audience |
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Customized skins representing each channel’s unique brand |
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An online resource library with every brochure, presentation, slick sheet, product image, award, review, and manual produced for every product |
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Interactive forums for dealers to discuss product and marketplace challenges with each other as well as with product managers |
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Lead distribution and management |
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Create-your-own report functionality for corporate users |
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Unlimited overlay promotions co-existing with the base architecture |
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Case studies and best practices |
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“Learn & Earn” training modules tied to points for completion and mastery of material |
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Online rewards catalog |
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| RESULTS |
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Net sales have increased 32% overall; company is considered to be in Top 3 of its industry. |
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Drastically reduced expenditures from running one platform instead of many |
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Field management has down-to-the-salesperson, real-time view of sales |
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Customer demographics culled from over a million transactions |
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Direct communication between product managers and salespeople in the field |
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