Points-based program drives incremental sales from small- to mid-sized accounts, generating an ROI of 240% for the company.
Points-based program drives incremental sales from small- to mid-sized accounts, generating an ROI of 240% for the company.
1 PagesA major HVAC supply distributor launched a points-based SPIFF program targeting small- and mid-sized accounts to drive incremental sales during a challenging market. Participants earned points for purchases, with accelerated rewards after reaching personalized growth goals. New enrollees received bonus prize options to boost early engagement. The program achieved an 8% year-over-year sales increase for enrolled accounts versus flat growth in non-participants, contributed to a 5% overall sales lift, and delivered a 240% ROI. Accounts that met goals grew 55% and exceeded targets by an average of 30%.
