Herausforderungen

As the brand expanded across the UAE’s competitive retail and distributor landscape, channel performance became uneven and difficult to scale with manual incentive programs.

Key challenges included:

• Inconsistent sell-through across dealer networks: Targets were met sporadically, with limited momentum during mid-cycle periods.

• Low prioritization of new product launches: Dealers focused on fast-moving legacy SKUs rather than new models.

• Limited frontline product knowledge: Sales staff lacked incentives to complete training or certifications.

• Weak merchandising compliance: In-store displays and planograms varied widely across outlets.

• High churn among mid-performing dealers: No structured loyalty framework to retain and grow partner commitment.

• Manual incentive tracking and delayed payouts: Reduced trust and participation in incentive programs.

• Inventory imbalances and delayed payments: Stockouts during peak demand and slow distributor payment cycles.

Personas involved

• Dealers & Retail Partners: Earn rewards for achieving sales targets, maintaining displays, promoting new products, and completing training.

• Distributors & Channel Partners: Incentivized for inventory stocking, payment discipline, and regional performance growth.

• Channel Sales Teams: Design and manage sales incentive programs, targets, and partner engagement strategies.

• Trade Marketing Teams: Drive merchandising compliance, in-store visibility, and launch execution.

• Training & Enablement Teams: Manage certifications, learning modules, and frontline knowledge programs.

• Program Admin / Super Admin: Govern incentive rules, loyalty tiers, integrations, budgets, and payout workflows.

The solution

The brand needed a centralized, automated channel incentive platform that could align dealer behavior with business priorities while improving transparency and partner trust.

Xoxoday Compass delivered a performance-led dealer and distributor engagement ecosystem, automating incentives and loyalty across every channel touchpoint.

1. Sales target rewards to accelerate sell-through: Dealers and distributors were rewarded with tiered incentives for meeting and exceeding monthly, quarterly, and annual targets. Real-time leaderboards kept motivation high throughout performance cycles.

2. New product launch SPIFFs: Xoxoday Compass enabled time-bound SPIFF programs that rewarded early adoption, priority placement, and first-cycle sales of new SKUs—ensuring strong channel push during launch windows.

3. Training & certification rewards: Dealer sales staff earned rewards for completing product training modules, technical certifications, and assessments—improving in-store demonstrations and competitive win rates.

4. Display & merchandising compliance incentives: Dealers were rewarded for maintaining planogram compliance, premium shelf positioning, and branded displays. Photo uploads and audits triggered instant incentive payouts.

5. Tiered channel partner loyalty programs: High-performing dealers progressed through Silver, Gold, and Platinum tiers, unlocking higher margins, priority inventory access, exclusive launches, and premium experiential rewards.

6. Inventory stocking & payment discipline incentives: Distributors earned rewards for maintaining recommended inventory levels, timely replenishment, and early invoice payments—improving working capital cycles and stock availability.

7. Seamless integration with channel ecosystem: Xoxoday Compass integrated with Hubspot, POS feeds, and finance systems—automating performance validation, incentive calculations, and payouts without manual intervention.

Impact

• 1.9× increase in dealer target achievement rates, driven by real-time incentives

• 42% faster new product adoption, supported by launch SPIFFs

• 3× growth in certified frontline staff, improving in-store conversions

• 36% improvement in merchandising compliance across key retail locations

• 28% reduction in dealer churn, enabled by tiered loyalty programs

• AED 62 million in automated channel incentives processed annually

• Improved inventory availability during peak demand, reducing stockouts

Conclusion

By implementing Xoxoday Compass, the kitchen appliances brand transformed channel engagement from fragmented, manual programs into a structured, performance-driven partner ecosystem.

From sales acceleration and launch execution to training, merchandising, and loyalty tiers, Compass aligned dealer and distributor behavior with business outcomes—while improving transparency, trust, and long-term commitment.

With automated incentives, real-time visibility, and seamless integrations, the brand built a high-performing, loyal channel network across the UAE—driving sustained growth in a competitive consumer durables market.

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