Case Studies: Sales & Channel Effectiveness
Increase Market Share
This pharmaceutical company wanted to host a “Running of the Bulls” incentive without traveling to Pamplona, Spain. BI WORLDWIDE wanted to create the same interest and energy around the event without leaving the United States.
Challenge: Increase monthly NRx market share for a specific drug while promoting call plan compliance.
Using a “Run with the Bull” theme, top achievers received a trip to Minneapolis to run through BI WORLDWIDE’s awards warehouse to collect as many items as possible in two minutes. A variety of themed communication elements were produced to drive engagement including: promotional flashes, print pieces, a virtual warehouse windfall game, and a website for the reps to view current rankings and vote on items to be available in the warehouse for the event.
The first year achievers had an average increase of 8% in NRx market share performance. Due to the success and popularity of the incentive, the client has run three subsequent warehouse windfall events under the same theme.