One of the biggest challenges for manufacturers is to improve sales and to increase revenues by finding appropriate marketing solutions. Often the problem is at the distribution level, where products are sold B2B via independent distribution channels.

Typically, the sales reps employed at independently owned and operated service facilities are not employed by one particular manufacturer, and they offer a variety of products.

So strategy is needed to get the sales reps to recommend the one supplier’s products. A custom rewards program would provide incentives to sales reps, increase awareness of a product line, and promote brand familiarity. The independent sales reps would then become an active, motivated sales force. One solution is an online system, which recognizes and rewards sales representatives for desired behaviors.

Additionally, channel communications can support the program and promote it to independent distributors nationwide. And, sales reps can earn rewards for three kinds of activities, which accomplish three goals:

1. Increase selling –by directly selling the brand/product(s).

2. Promote learning- by indirectly selling, i.e. educating sales reps.

3. Encourage sharing- by promoting the brand, and showing real life examples.

The beauty of this type of program is that points earned by sales reps can be banked and earned online, which also serves to improve their partnership with a major online retailer. And they can use a brand redemption center, which is a place that offers numerous reward options from the online merchandiser’s catalogue. The program also highlights, and can reward, order fulfillment and customer service.

These kind of programs have proven to increase sales, and with huge returns on investment. The programs also serve to collect valuable distributor data, sales rep contact information, and point of sale data- to track customers and better understand why and how consumers buy. Moreover they provide visibility and two-way communication. Not to mention mutually beneficial rewards and incentives.