The Channel Programme Design Kit
Our channel programme design kit gives you the frameworks to design, model, and launch a programme that drives margin.
When installers cherry-pick your low-margin commodity products and ignore your full-system solution, your incentive programme is leaking profit. A truly effective customer loyalty or sales incentive programme actively changes purchasing behaviour.
This channel programme design kit provides three actionable frameworks to help you structure a more commercially powerful initiative. It gives you the tools to engage the “moveable middle” of your installer base, build a self-funding financial model, and encourage strategic product penetration.
What is Inside This Design Kit:
- The Milestone Mapper: A 4-tier framework to engage installers with achievable targets and psychologically motivating rewards.
- The Self-Funded ROI Formula: A simple financial model to get finance on-side by proving your programme only pays out on incremental profit.
- The Gateway Package Matrix: The blueprint for rewarding full-system purchasing and stopping partners from cherry-picking low-margin lines.
- Step-by-Step Implementation Guides: Clear instructions on how to apply each framework to your own product range, margins, and targets.
The Channel Programme Design Kit
Get access to practical frameworks to map milestones, calculate ROI, and drive full-system purchasing.
Stop installers cherry-picking low-margin lines.
Stop Installers Cherry-Picking Your Products
Letting trade partners purchase only your core commodity item is a missed opportunity. Real profit lies in driving sales of higher-margin accessories and premium ranges. The key is to stop rewarding single-product transactions and start incentivising full-system loyalty.
The “Gateway Tier” model outlined in this kit provides a proven structure for this. By requiring installers to register the core product, the accessory kit, AND the premium range together to unlock your top-tier rewards, you make it more profitable for them to adopt your entire system. This approach directly links their reward to your strategic goal: increasing product penetration and average order value.
Benchmark your current programme’s effectiveness with our free Trade Loyalty Maturity Assessment.
Frequently Asked Questions
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A: The “Moveable Middle” refers to the 60% of your installer base who are neither your top performers nor your least engaged. They offer the single biggest opportunity for growth. The Milestone Mapper tool is specifically designed to give this group achievable “footholds” and rewards that build momentum and loyalty.
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A: A self-funded model ensures you only pay for proven, incremental sales growth. Rewards are paid out of the additional gross profit generated above a pre-agreed historical baseline. If a partner doesn’t exceed their baseline spend, no rewards are paid out, guaranteeing a positive ROI.
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A: The Gateway Tier Package Matrix is the tool for this. It requires installers to purchase a “bundle” of products—such as a core item, an accessory, and a premium product—to unlock the best rewards. This makes it more valuable for them to buy the full system rather than just the commodity item.
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A: No. The kit provides the strategic frameworks, but the numbers (targets, margins, pay-out rates) are illustrative examples. The guide includes instructions on how to apply the formulas and structures using your own real-world commercial data to build a programme that fits your business.
