Capturing the Mindshare - BI WORLDWIDE Australia

Overview

As distributor cash incentive programs became increasingly prevalent, animal health industry manufacturers discovered the only way to get the attention of distributor sales reps (DSRs) was to continually increase payout rates and outspend the competition. And while manufacturers continued to “one up” the other, DSRs continued doing what they had been doing, receiving cash payments in many cases without knowing what they did to earn the award. Frustrating DSRs, cash payments were issued to distributor principals, eventually appearing in DSR pay checks with little or no connection to the sponsoring manufacturers.

Challenge

Differentiate distributor sales incentive promotions
Capture DSR mindshare and motivate increased discretionary sales efforts
Provide a consistent, flexible platform able to support multiple market segments
Lower overall promotional costs

Solution

Build a points-based, consistent and centralised incentive system shared by multiple market segments (audience smart)
Provide the ability to directly communicate with, motivate and reward DSRs for their sales performance
Shift away from cash to more promotional, engaging and cost-effective tangible awards
Provide turnkey services including a rewards & recognition platform, communications, data integration and administration, reporting, reward fulfillment, customer service and overall project management

Results

Entering the sixth year of operation
More than 2,500 participating DSRs
25% reduction in awards spend without changing requirements
Significant increase in sales among the client’s highest producing DSRs

Download a PDF of this Case Study

Let’s work together on your employee engagement strategy and programs

Send a message

Capturing the Mindshare, Emotions and Discretionary Sales Efforts of Distributor Sales Reps

Overview

Challenge

Solution

Results

Let’s work together on your employee engagement strategy and programs