W3 Case Study: Implementing a Successful Extended Warranty Program through a National Buying Group

Opportunity

• A National Buying Group consisting of a combination of franchisees, independent, and national chains wanted to rollout an Extended Warranty Program with W3 Solutions.
• The Buying Group offers several categories of products including:
• Appliances
• Electronics
• Computers
• Furniture and Mattresses

Requirements

• The Extended Warranty Program needed to be available to members with both multiple outlets and single locations with bi-lingual support and merchandising for several banners.
• The program would have to facilitate multiple POS platforms ranging from integrated systems to off-the-shelf bookkeeping programs.
• The Buying Group must be able to track national extended warranty sales in “real time” in order to effectively manage rebate and incentive programs for its member dealers.

The Solution:

• W3 created a nationally branded program utilizing its comprehensive Performance Protection Plan.
• P3 would cover virtually all products offered through member retailers.
• P3 would be available for sales both through bricks and mortar retail locations as well as through an online ecommerce platform utilizing W3’s proprietary CORE Sales Warranty Platform, CORE Sales enables dealers to:

1. Sign up to become a reseller of the P3 National Buying Group Extended Warranty Program.
   
2. Set up and upload the SKUs into their POS Systems for easy integration.
   
3. Be able to either manually or batch-load process P3 Extended Warranty sales through CORE and generate terms and Conditions
4. Access Merchandising and Promotional materials to assist in selling the P3 program in their stores
   
5. Access online sales reporting and track store performance

Core Sales enable the Buying Group and Franchisors to track sales performance of each reselling member dealer.

Program Implementation

Pre-Launch

   Sign Up

• Retail members of the Buying Group apply online to become resellers of the Performance Protection Plan through CORE Sales.

   Merchandising

• POS materials including brochures, price cards and other promotional materials shipped to stores across the country. 
• Stores can also access the “Marketing Support” section of the CORE Sales website to download and print additional copies of POS materials.

   Training

   Program launch training includes:

• Product Knowledge
• Setting up and managing the program – Train the Trainer
• Generating ongoing incremental sales

   Methods of training delivery: In-store, Web Conference and Teleconference
 

Post Launch

   Month 1

• Analysis of Online Sales Reporting through CORE Sales
• Weekly conference calls with Buying Group executives to ensure program rollout is on target
• Ongoing in-store sales training and merchandising meetings with major accounts
• Web conference and teleconference with smaller dealers to ensure proper implimentation
• Kick-off Sales Launch incentive program for store sales personnel and management

   Month 2-3

• Ongoing weekly update calls with management
• Fine tune integration issues with smaller accounts
  

   Quarterly

• Develop quarterly sales targets
• Set up sales promotions

The Result:

• The Buying Group was able to seamlessly launched a nationally branded Extended Warranty Program across a diverse group of members
• Sales results are now accessible in real time to all authorized management personnel
• Ongoing program enhancements, merchandising, and training is now managed through a single operational platform, CORE Sales   
• Buying Group membership loyalty and retention rates have increased significantly
• Comments from the Buying Group CEO, " The flexibility and simplicity of the W3 CORE Sales system has enabled us to deploy and manage a valuable program for our members. The results have exceeded our expectations!"

For more information on how W3 Solutions programs and services can benefit your organization, contact us at sales@thew3solution.com   

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