Does your dealer network need help closing sales?
Mar 03, 2022
Dynamic Air Quality Solutions uses Destination Motivation’s Vacation Vouchers as an incentive program to close more customers.
About the company:
Dynamic Air Quality Solutions offers Indoor Air Quality (IAQ) products that solve a variety of IAQ problems that are common in homes today. They do not sell directly to homeowners – instead they distribute their products to HVAC & Plumbing companies all around the U.S, and then train and support sales technicians on how to market their products. Their success is based on the success of the HVAC companies who ultimately sell to homeowners, so they are always looking for innovate ways to provide additional value to these companies.
Challenge:
Dynamic Air Quality Solutions heard from their clients that homeowners inquired about their products, but did not always complete the purchase of the service. They realized that when it came to selling air quality in the home that 90% of the purchase decision was emotional, and that was one of the biggest reasons homeowners didn’t purchase, because of lack of connection to the company. Dynamic needed to find a way to solve this issue on behalf of their network of dealers, in order to help build that trust with homeowners and then reach the emotional decision to buy. If not, their network would simply discontinue offering Dynamic’s products and their business would suffer.
Solution:
Dynamic Air Quality turned to Destination Motivation because they believed that the added value of a vacation would help create that emotional bond between the homeowner and the product. They also felt that this solution was unique, and something that would be a turn-key offering for their dealer network. The company started working with Destination Motivation, creating specific incentive packages designed to build trust with homeowners. In order to carry out this strategy, Destination Motivation had multiple trainings and meetings with the Dynamic Air team, including sessions in which the team collaborated to drill down on the interests of the company’s target audience. Together, they created packages of resorts and cruises that would attract the attention of a potential customer and make it easier to close sales.
Result:
Using Destination Motivation’s Vacation Vouchers as an incentive, the new program helped generate massive revenue at a very low cost to the company. Their dealer network quickly embraced the solution, seeing an immediate return on their end. This helped strengthen the entire relationship – from manufacturer to dealer to homeowner – and increased orders from dealers. Thanks to the Destination Motivation program, Dynamic Air Quality increased its sales during the first months of entering the program.
