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Home Case Studies Igniting fireplace manufacturer dealer sales
Manufacturing: Dealer Sales Incentive Program

Igniting fireplace manufacturer dealer sales

Learn how BI WORLDWIDE Canada helped a North American-based fireplace manufacturer to increase dealer sales.

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RESULTS

58% of dealer participants selected the highest goal level, and 58% of them achieved their goals, surpassing estimates by 16%. The greatest sales lift was among low and mid-low performers, demonstrating the program’s impact.

Industry

Manufacturing

Problem space

Sales team motivation

Channel engagement

Services

Contests and incentives

Communications

Technology

GoalQuest®

Situation

A well-established fireplace manufacturer in North America came to BI WORLDWIDE Canada to improve dealer sales and engagement.

Challenge

Increase year-over-year product sales during the busiest sales period.

Solution

BI WORLDWIDE Canada designed and implemented a 75-day GoalQuest® pilot program involving the top 372 dealer location managers.

Results

  • Goal selection: Goals selected were skewed to the aggressive side. 58% of dealer participants selected the highest level, Goal Level 3, compared to the average 41%*. This profile indicated a confidence in reaching the goals offered and a desire to obtain the higher award levels.
  • Achievement: 58% of participants who selected Goal Level 3 achieved their goal, 16% above what was estimated.
  • Segment performance: The greatest sales lift came from the low and mid-low performers, reinforcing the impact GoalQuest® had on influencing behaviour change among them.

See what GoalQuest® can do for you

Download the full case study for more details.

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