The objectives are universal: increase sales and profits, improve market share, engage and educate channel partners, get products to market quickly, facilitate change and recognize sales achievements. But the solutions vary by industry, geography and corporate culture.
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A growing automotive manufacturer was pushing for great design in its vehicles. This idea carried over to its people too—where the company wanted to redesign and bring together their dealership incentive, recognition, and certification programs.
A Multi-Point Inspection, or MPI, is one of the most popular and routine processes for dealerships. Because of its popularity, this manufacturer knew improving the MPI process would improve overall customer satisfaction and brand loyalty.
This automotive manufacturer was looking to connect with its dealer sales consultants and managers. Leveraging their advertising spend, largely with NBC Sunday Night Football, would help a sales incentive be more relevant.
As one may expect, sales managers at dealerships directly affect sales. For this automotive manufacturer, it was important to have a sales incentive program that included them, while remaining financially responsible during an economic downturn.