Case Study: Motorola drives $4M in sales with Phoenix Agency’s Motorola Max loyalty campaign

Motorola - Customer Case Study

Motorola needed a better understanding of its distributor network of 335 dealers carrying two-way radios. While 60 dealers were meeting inventory requirements, 80 had only minimal Motorola stock and 195 had no Motorola inventory at all, instead using Motorola’s advertising to sell competing products.

Phoenix Agency created the Motorola Max loyalty campaign to address the issue through a direct mail initiative that rewarded dealers for maintaining required inventory levels and for sales performance. Phoenix Agency also gave extra bonus points to compliant dealers, incentivized management participation, and removed 65 dealers who did not meet requirements. The program was a strong success, with 270 dealers, or 78% of the network, participating and helping generate more than $4,000,000 in sales for Motorola.

Motorola