Case Study: a world’s largest HVAC manufacturer drives end-of-year sales growth with BI Worldwide’s GoalQuest Warehouse Windfall

World’s Largest HVAC Manufacturer drives $53M sales lift with BI Worldwide

The world's largest HVAC manufacturer faced the challenge of creating a significant year-end sales push to maximize revenue. To motivate its sales managers, it partnered with BI Worldwide to implement a high-risk, high-reward incentive program using the vendor's GoalQuest® service, which culminated in a Warehouse Windfall event.

BI Worldwide designed a three-month GoalQuest® promotion that rewarded branch managers, territory sales managers, and regional parts managers for exceeding ambitious growth targets. The solution delivered extraordinary results: participating managers significantly outperformed their peers, contributing to an aggregate sales differential of nearly $100 million. The program achieved an 18.2:1 ROI for the client, and 84 winners earned the top award, far surpassing historical figures.