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All Leads to Lucite

CHALLENGE
Lucite International was in search of new methods for facilitating spa sales among its network dealers that carried spas using Lucite’s Microban product.   They had not tested online channels prior to working with eBrains. 

SOLUTION
eBrains recommended a process of lead generation followed up by direct calls from Dealers who received the leads from their area.  The online offer was for free information about Microban, delivered via DVD through the mail.  As planned the leads were distributed equitably to Lucite’s dealers who had the opportunity to follow up and close the sales.  

RESULTS
eBrains conducted a follow up survey which determined that Lucite’s goal of finding a new sales tool was achieved when the process was followed.  It also identified the areas where it was not followed and thus provided actionable information. 

The bottom line thus far for Lucite:

The fulfillment process had correctable issues which the study identified
Most dealers did not follow up, which was addressed due to the study findings
Most recipients actually viewed the DVD, confirming the quality of the lead
Of those who received follow up contact by a dealer, 20% ultimately purchased a spa
Most of those purchased a spa that included Lucite’s Microban
Three fourths of purchasers considered the anti-microbial feature critical to their purchase