CASE HISTORY: Mack Trucks
Sales Force Incentive Program - Mack Bulldog Club
The Gap: Hoping to expand market share and give sales a boost, Mack Trucks was interested in a salesperson incentive program that would encourage the best possible performance out of its sales team. Mack hired ST&P to lay the groundwork for such a program, provide program administration and produce all program-related promotional material. Today, part of our challenge is to keep the club fresh from year to year and effectively communicate its benefits while maintaining an efficient channel of communication with members.
The Connection: “The Bulldog Club,” as it exists now, is a tiered incentive program based on a proprietary online incentive platform created by ST&P. The club is designed to encourage and reward exemplary sales performance and training accomplishments. By completing specially targeted training exercises and selling certain products, Bulldog Club members earn points to put toward annual trips as well as cash rewards. Using personal data and sales information collected by our platform, cash rewards are automatically loaded onto member-specific incentive funds cards.
Should members ever have any questions or concerns in regard to their club status, our dedicated service department is always on hand to provide live member support. With access to club resources, our support department is well-equipped to field a wide variety of questions.
The Bulldog Club has been running strong for eight years now and continually leads to consistent market share growth. Attracted by the success of the program, several third parties have requested inclusion in the incentive program. Companies like Michelin, Bendix, Alcoa and Allison offer additional incentives to Bulldog Club members. So impressed with the Mack Bulldog Club, they are willing to pay a fee just to be a part of the action.
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