Case Study: a large heavy equipment manufacturer exceeds sales goals by 150% with BI WORLDWIDE

Large Heavy Equipment Manufacturer exceeds sales goals by 150% with BI Worldwide

A large heavy equipment manufacturer faced the challenge of motivating its dealer-based sales force to sell a completely new line of machines. Their typical cash incentive structure was insufficient for this critical launch. They partnered with BI Worldwide to implement a fresh approach using their SalesMaker technology, communications, and rewards services.

BI Worldwide developed a competition-based promotion leveraging behavioral economics to inspire the sales reps. The solution included points for training and sales, updated leaderboards, and high-value rewards like luxury vacations. This program drove record-breaking results, exceeding the sales goal by 150% with 2,998 units sold and achieving a 34:1 ROI.