CONTRACTOR

&DEALER

INCENTIVE

PROGRAM

CASE STUDIES

United Incentives, Inc.

Overview- GAF Behind the Counter

Create a way to educate manufacturer’s

distributor sales people with an exciting

trivia contest game

Provide a legally compliant B2B

sweepstakes promotion with distinct

product knowledge and gaming elements

Gain approval from independent

distributors to allow their sales people to

participate in the promotion

Multi-sweepstakes promotion Microsite

and Mobile Site with public leaderboard

and threshold prizing

Distributor salespeople register for the

promotion and earn 5 bids as a registration

bonus

Each login the distributor salespeople are

tasked three trivia questions and will

receive one bid for each correct answer

Participants can “spend’ their bids by

allocating them to 12 different

sweepstakes prize pools

Distributor sales people can view their bid

count and the public leaderboard directly

from the site

At the close of the game promotion period

winners are randomly selected from each

prize pool

Objectives: Solutions:

Results- GAF Behind the Counter

Provided manufacturer with brand new community

of distributor salespeople who they never promoted

to before

Length of participation time that the distributor

salespeople spent with the program

Using the platform to educate and engage

distributor sales people

Influencing the point of sale with GAF’s contractor

customers

Ability to market directly to this new community

Great PR opportunities with Grand Prize winners

•99.1 % Opt

Ins

•48,204

sweepstakes

entries

21,553 visits

to the site

Average of 1

hour spent

on the site

per

participant

Overview- GAF Promo Club

Create a contractor community where

contractor’s get rewarded for purchasing

manufacturer product and have access to

exclusive promotions and business

building tips

Create a way to electronically submit and

validate contractor manufacturer purchase

data

Have a large and diverse reward mix that

will motivate the contractors to purchase

manufacturers product and participate in

the promotion

Objectives: Solutions:

Built an online contactor community where

contractors can submit invoices, receive

business building tips and earn points to

redeem their choice of rewards

Manufacturer purchases are submitted

online and the backup invoices are

validated electronically

Points are awarded on invoice validations

to spend for rewards

Contractors are segmented automatically

into Regions of the US via registration

Promo builder allows the easy creation and

administration of promotions and gives the

flexibility to run multiple promotions at the

same time

Results-GAF Promo Club

For the first time in manufacturer's history this program

allowed them to capture purchase data by contractor for

the manufacturer's independent distributors

Provided manufacturer with key promotion participation

data by distributor and by contractor

Generated $85 million in additional sales revenue through

three quarters of a fiscal year

Produced $18 million in additional sales through one

independent distributor

Overall promotion participation increased by 122%

Created an umbrella marketing program and a contractor

customer community for manufacturer

$85 million in

incremental

purchases by

contractors

1.37 % Overall

cost of sale

$18 million in

sales by

manufacturer’s

top distributor

Overview- Shaw Capture the Spirit

Drive consumer retail and builder/designer

sales of a manufacturer’s nylon branded

carpet through a retail salesperson loyalty

program

Create a desirable reward and achievable

earning threshold

Make the sales redemption process easy

and paperless

A reloadable debit card incentive program

was developed that rewards retail

salespeople in monthly $100.00

increments on their card

Customized online portal which gave retail

salespeople access for enrollment,

account information updating, sales

reporting, progress statement view and

FAQS

Web portal also provided integrated online

product knowledge quizzes for points and

style bonus promotions to continually drive

participants to the website

Field managers had access to territory

sales data to help them merchandise the

program on a store-by-store basis

Objectives: Solutions:

Retail Sales Incentive Communication

Results- Shaw Capture the Spirit

In the marketplace since 1991 the program influenced

thousands of retail sales people every year

The manufacturer viewed this program as a significant

sales driver and marketing arm toward the success of

their brand.

Over the two decades the program had been in the

marketplace, the flooring industry experienced massive

consolidation, shift of power, and changes in technology.

United Incentives not only kept pace with this

unprecedented change, we helped the manufacturer "see

around the corner" time after time to win versus their

competition.

Longest running

incentive

program in the

flooring industry

Over 10,000

retail sales

participants in

the USA and

Canada

Program in the

market for 20

years

Overview- Hunter Douglas Windows to the World

The world’s leading manufacturer of

custom window fashions needed to drive

their dealer fabrication channel to sell a

broad selection of product at a rate that

would escalate incremental business

above their business plan target

Dealers purchased from specific

fabricators and ranged in size from interior

designers operating from their homes to

dealers with multi-store locations. The

manufacturer’s objective was to drive

incremental sales through their fabricators

and generate loyalty to those fabricators

Created a three-tiered incentive travel

program aimed at the target audience of

nearly 8,000 window fashion dealers in

America.

Several destinations are offered to

participants within their qualification level

Smaller dealers can choose from three-

day vacations in Mexico and the

Caribbean, medium-sized dealers have a

choice of five-day land or cruise vacations

and very large volume dealers chose from

exotic trips including Europe and Hawaii

United Incentives designs, promotes and

delivers these travel programs, and

creates destination specific sets of

promotional materials. Additionally, a

custom website for each destination is

created to inform the guests of every

aspect of their travel reward

Objectives: Solutions:

Dealer Incentive Travel

Program Communication

Destination

Documentation

Results- Hunter Douglas Windows to the World

According to the manufacturer and their fabricators, this

program has grown to be the most effective part of their

marketing program.

The program has been essential in driving incremental

sales and increasing fabricator and dealer loyalty to

manufacturer

The program has generated hundreds of millions of

dollars in incremental sales revenue for the manufacturer

over a 15 year period

Over 65,000

travelers for

the program

Program in

the market for

over 15 years

Average cost

of sale 2.35%

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