Case Study: Airstream achieves clearer OEM-dealer marketing alignment with Element Three

Airstream boosts sales 7.8% with Element Three

The customer, Airstream, faced a challenge in its co-op marketing program where its OEM efforts and dealer activities were competing for the same prospects, driving up costs and creating a disjointed customer experience. Partnering with vendor Element Three, Airstream sought to re-engineer this program to enhance cohesion and efficiency throughout the buying journey.

Element Three implemented a revitalized strategy called the Airstream Marketing Program (AMP). This solution strategically segmented the customer funnel: Airstream focused on top-funnel brand awareness while dealers targeted the bottom funnel with tactical, local advertising. The results were significant, with enrolled dealers achieving 7.8% higher sales, an average of 75 additional monthly visitors, and a 43% lower cost per lead.

Airstream