National Bank

Company Overview: The bank is a Southeastern bank with over $14 billion in assets.

Business Objectives: The bank’s competitors were gaining market share by using numerous short-term promotions with auto dealer customers. The bank with the best promotion won the business for the month. The promotions resulted in low loyalty and unpredictable sales on a monthly basis.

Solution: A loyalty solution was implemented to incent auto dealer F&I personnel with bonus points for every loan provided to the bank if a given threshold were met. In addition, bonus points were given for A and B paper as well as “gap” insurance. The points accumulated in the dealers' accounts, thus building volume and loyalty. The points were redeemable through over 300 online retailers, creating tremendous relevancy and buying power across the participant base.

Results: The dealer services division of the bank experienced a 400% increase in sales and improved margins yielding a 1200% return on investment in the loyalty program. The bank moved from third to first in their market and the dealer services division won the bank's outstanding achievement award two years in a row.

Global Automotive Manufacturer

Client Problem:  Manufacturer was seeking a way to directly influence retailer selection of highly commoditized product.

Quint Solution: Collaborated with client to determine the key metrics of success, communication strategy, and behavior valuation.  Program includes:

• Point rewards for gross sales, incremental gains over prior year, and spot promotions.

• Communication of new products and specials through e-mail function.

• Periodic surveys to gauge satisfaction and competitive positioning.

Results:  Sales with participating retailers increased 54% in first 90 days of program.

Regional Financial Services Provider

Client Problem:  Financial Services company was seeking means to drive specific behaviors from commissioned sales force.

Quint Solution: Collaborated with client to determine the key metrics of success, communication strategy, and behavior valuation.  Program includes:

• Point rewards for referrals, quiz and survey participation, and client e-commerce platform penetration.

• Communication of desired behaviors and point standings through e-mail tool – driving awareness and competition.

• Periodic surveys to gauge satisfaction and competitive positioning.

Results:  E-commerce penetration increased 25% creating >$200,000 annualized service savings.  Referral business increased 2X, marketing valuation of $200,000.  Turnover decreased year over year – largely attributed to engagement created through program.