Sales & Channel Loyalty Case StudyCertification Program Boosts Engagement and Sales

“ It is a great program that continues to differentiate you from the other companies.”

- Client Dealer

AudienceDealer sales representatives

Objectivesn Increase sales.n Improve product awareness.n Build long-term loyalty.n Instill the importance of training and certification.

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Strategies & TacticsStrategy: Encourage certification of dealer sales representatives.Tactics: ITA Group introduced a multi-leveled program that required dealer sales reps to complete the first phase of the certification process in order to participate. After qualifying, points were earned for every eligible unit sold. Participants were eligible for additional earnings through short-term promotions centered around targeted products.

Strategy: Integrate training and certification to maximize the impact on sales performance.Tactics: The program reinforced training and certification achievement by awarding points and providing downloadable certificates of achievement. Progress to goal was communicated through detailed website reporting and customization of the website home page based on the participant’s current certification level.

Strategy: Create a compelling solution that is measurable.Tactics: ITA Group received a weekly data file directly from the client’s sales management systems, which in addition to nearly one dozen other file feeds at various frequencies, allowed data to be integrated to support and measure a comprehensive set of programs and promotions.

Resultsn Unit sales have increased each year since the establishment of a

certification processn Once a sales representative completed their first certification phase,

average unit sales increased more than 280%n 15.37% increase in sales over previous year

5I07C5-012 ITA Group®, the associated design/logo and Driven by Loyalty® are registered service marks of ITA Group, Inc. All rights reserved.

About ITA Group We create and manage events, incentives and recognition programs that align and

motivate your people. ITA Group has operations in Atlanta, Boca Raton, Chicago, Dallas, Des Moines, Detroit,

Indianapolis, Los Angeles, Minneapolis, Philadelphia, San Francisco and the greater New York City area.

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