Re-Engaging a Dealer Network to Drive Insurance Growth
Toyota Finance Australia
EVT helped Toyota Finance Australia turn a disengaged national dealer network into an actively performing one by rewarding the quoting behaviour that mattered most.
Client
Toyota Finance Australia
Program Type
B2B Sales Incentive Program
Audience
Toyota dealer network and dealership staff
Platform
EVT Xtend Rewards Platform
The Situation
Toyota Finance Australia had a motor insurance product being distributed through a national dealer network. With 135 dealerships offering the product, the opportunity was significant.
The reality was a network that had become disengaged, quoting inconsistently and leaving substantial revenue potential on the table. A quote rate of just 44% across the network made the performance gap clear.
The Problem
Dealer networks are difficult to influence. Dealership staff carry multiple products, serve multiple principals, and have limited time and bandwidth.
Toyota Finance Australia needed to change the behaviour of hundreds of individuals across a national network, move insurance from an afterthought to an active part of every customer conversation, and sustain engagement over time.
The Solution
EVT designed a structured incentive program built around the specific behaviour that mattered most: quoting.
Rather than rewarding sales alone, the program rewarded dealerships and their staff for meeting defined monthly criteria, creating consistent activity throughout the program rather than a rush at period end.
Participants earned Reward Points for hitting their monthly targets, redeemable for rewards of their choice through EVT's Xtend Rewards Platform.
EVT also built a dedicated program app that ran participative engagement challenges throughout the program lifecycle, keeping participants active, connected, and motivated between reward milestones.
The Results
The program delivered results that went well beyond the original brief.
At program commencement, 135 dealerships were actively offering Toyota Finance insurance products at a quote rate of 44%.
By program end, 193 dealerships were actively offering the product, a 43% increase in network participation.
Quote rate grew from 44% to 96%, a 52-point increase.
The program expanded the active network by bringing 58 additional dealerships into participation and transformed quoting behaviour from a disengaged majority to near-universal activity.
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