Case Study: a major entertainment provider boosts technician sales with BI Worldwide

a major entertainment provider boosts sound bar sales 34.6% with BI Worldwide

The customer, one of the world’s major entertainment providers, sought to empower its 3,400 service technicians to enhance the customer experience and increase sales of high-margin products. The challenge was that the technicians, though highly skilled and trusted, were hesitant to sell high-dollar items and often reverted to low-margin sales. BI Worldwide was engaged to create a sales promotion to address this.

BI Worldwide implemented a two-month sales promotion built on strategic communications, training based on behavioral economics, an innovative rewards structure with points and leaderboards, and careful progress tracking. The results were significant: the program generated over $500,000 in incremental margin, 77% of technicians sold at least one sound bar, and sales increased 34.6% over the baseline even two months after the promotion ended.