Western Power Sports
Powersports Distribution
How WPS Activated 837 Dealers and Drove $72 in Sell-Through for Every $1 Invested
From pilot to proven model: scaling incentives and activation across a nationwide dealer network
Key Results
Western Power Sports (WPS) is a driving force in the powersports industry, known for its expansive catalog of parts, accessories, and house brands like Fly Racing, Fire Power, Shinko, and HardDrive. By leveraging ENDVR's platform to scale incentives and dealer activation, WPS has redefined how dealers and sales associates engage with its brands. What began as a small pilot quickly grew into a proven model for activation and sell-through, turning associates into confident brand advocates and driving measurable results across their entire dealer network.
The Core Challenge
Western Power Sports is one of the largest powersports distributors in the U.S., representing multiple house brands as well as a vast catalog of aftermarket parts and accessories. With more than 8,000 potential dealer locations and 85 independent reps covering the country, they needed a scalable and repeatable way to activate dealers, keep associates engaged, and strengthen brand preference at the point of sale.
The Problem Was Clear
- High turnover among parts associates meant many frontline staff lacked confidence selling WPS products
- Traditional spiffs and giveaways weren't driving measurable sell-through
- New staff often have minimal powersports experience, yet they're expected to advise customers and influence purchasing decisions
"I think back to when I was an associate — reps would come in, hand me a hat or stickers, which got me excited about their brand. It was fun at the moment, but it wasn't teaching me about their products."
Engaging the Reps
Rolling out a new platform to a large team of 85 independent reps, many of whom have long-established habits, required a smart adoption plan. Rather than rushing to go nationwide, Gary and the WPS team pushed to run the first campaign as a small beta in the Southwest. Fifty-nine stores and 128 associates participated, giving WPS early proof the platform could scale.
Key Engagement Tactics
- 1Small-group training: Seven rep groups instead of one large session, making it more personal and allowing reps to share what would work best in their territories
- 2Immediate feedback loops: Beta results gave reps early proof that ENDVR campaigns could drive sales and engagement
- 3Ease of use: ENDVR's user-friendly interface worked across an 18–50+ age range, and the support team handled any issues quickly
"At first, I wanted to go big right away — but starting small gave us data, a better strategy, and proof. Your support team made onboarding simple, and once we shared results with the reps and they saw it worked, buy-in became much easier. That instant satisfaction made all the difference."
Activating the Stores
Once reps were on board, the next step was activating stores and their frontline sales associates at scale. Gary drove two bold strategies to activate stores quickly.
- Rep Incentives: A small cash bonus for each associate a rep signed up. While not life-changing money, it covered a tank of gas or a lunch — enough to motivate action.
- Aggressive First Campaigns: WPS launched with higher-than-usual spiffs to make participation irresistible. Reps saw an instant return which pushed them to drive the program harder.
"When an associate makes their first sale through ENDVR and tells their coworkers, 'I just made six bucks,' it spreads like wildfire. Managers even started ordering products they didn't previously carry just to get in on campaigns."
Activation & Engagement Metrics
Retail Partner Reaction
At first, some managers hesitated, concerned about the financial implications. But once they understood that this was 100% funded by WPS as a value-add, they embraced the program.
"Some of our retail partners were like, 'Wait, is this money coming out of my budget?' And I had to explain—no, this is 100% on us. This is another value add WPS brings to the table to help you be more successful with WPS products."
The Impact
ENDVR has become a competitive advantage for WPS. Gary's decision to align marketing with sales through targeted campaigns and to champion tools like the newsfeed gave WPS a direct line to associates, something competitors lacked.
Sales Impact
Strategic Benefits
- Dealer loyalty: Demonstrating ongoing investment in dealer success, even during challenging market conditions
- Targeted campaigns: Coordinating marketing and sales to launch new products and move overstock
- Sustained sell-through: Educated associates continue recommending WPS products long after campaigns end
- Direct-to-seller communication: Using ENDVR's newsfeed to share athlete wins and product highlights directly with associates
"One impact that I don't think I talk about enough or give enough credit to is ENDVR having the newsfeed section. Now when we have success with our athletes… we can go on the newsfeed and post something about our athletes and news – It's going directly to the people that are selling our product, right?"
Key Takeaways
Start Small, Prove It Works
Run a beta with a focused group to gather data and build proof before scaling nationwide.
Incentivize Your Reps
Small bonuses for sign-ups can motivate reps to actively engage with the platform.
Launch Aggressively
Higher initial spiffs make participation irresistible and create viral momentum on the floor.
Use the Newsfeed
Share brand wins, athlete news, and product updates directly with the people selling your products.