Overview
A long-time client had a successful accessories business, selling lots of accessories across all vehicle lines. However when it came to a new vehicle in their line up, it was hard to predict sales of specific accessories.
As a result, they needed to move excess inventory and increase sales of an accessory for a specific line of vehicles.
BI WORLDWIDE designed an incentive to achieve the client’s business objective. Using historical sales data for similar accessories, the team projected that many participants would sell at least one accessory during the program period. The incentive rules structure took this into consideration and set a minimum sales threshold for participants before they could start earning rewards.
Challenge
- Focus sales people on selling a high-end new-to-market accessory
- Increase sales of the specific accessory to move manufacturer oversupply
Solution
- Based on historical sales data, set a minimum threshold for each participant during the promotion period
- Reward earnings commenced once the minimum threshold had been achieved
- Offer desirable rewards in the form of points that can be used to purchase from a catalogue of thousands of items
- Support the program with a compelling engagement campaign to keep it top of mind
Results
- 100 incremental units above the minimum threshold sold in just 90 days
- Program ROI of 7.7-to-1
- Resolved a large oversupply issue for the manufacturer
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