Expo Purchases Surpass Goal by 48%
Sales & Channel Loyalty Case Study AUDIENCE 5,000 independent retail tool franchisees
“With ITAGroup, we partner with a quality organization who is there for you in hard times.” -Client’s National Team Group Manager
OBJECTIVES Improve attendance compared to the manufacturer’s annual conference. Increase product sales
RESULTS On-site product purchases surpassed the established goal by 48 percent.
Attendance Over Previous Year
14%
increase
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Strategies & Tactics Strategy: Attract more attendees by combining sales, training, appreciation and product introduction into a single event. Tactic: The expo was designed to include hands-on demonstrations and information about new tools. Attendees were also treated to a celebration concert by well-known entertainment. A robust pre-event communication effort highlighted event objectives, hotel information and activities planned for the week. Strategy: Encourage franchisees to purchase targeted products while at the event. Tactic: Franchise dealers earned award points by surpassing a purchase threshold set by the client. Purchases were tracked at the expo using code readers, and were based on total sales retro to dollar one. Ongoing and on-site communication included posters, point conversion cards, buttons, stickers, a program flier and an interactive kiosk where they could see their current point totals any time during the expo. ITAGroup set up a booth at the show to explain the program, demonstrate the online catalog and let participants see and get their hands on some of the great items they could purchase with their points after the expo.
About ITAGroup Business is driven by loyalty. ITAGroup drives that loyalty with a comprehensive range of loyalty solutions. We combine incentive programs, rewards and recognition, group travel and event management to engage employees, motivate channel partners and ignite customer devotion. And we rely on traditional business values like hard work, integrity and great customer service to make sure our clients are successful.
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