Case Study: Automotive

Case Study

“Excellent! The run and dinner cruise were unforgettable.”

“You treated us like royalty. Thank you.”

Results

  • Achieved 108% of VIN Objective for the two-month program.
  • 85% of trip participants rated the “warehouse run” as excellent!
  • Delivered a successful program where participants were extremely pleased and objectives were surpassed.

BI designed a springtime program to invigorate award selection, drive sales and integrate client awards. This highly successful program delivered 108% of VIN objective!

This automotive manufacturer wanted to utilize spring marketing dollars to create an exciting and unique approach by rewarding its sales force for selling specific models.

Issues

  • Integrate exclusive driving event into structure.
  • Focus on two specific model lines while driving sales of all units.
  • Create separate award opportunities for sales reps and sales managers.
  • Include bonuses for achieving objectives.
  • Maintain the specified budget.
  • Create an award “experience.”

Solution

  • BI designed a program for both Sales Reps and Sales Managers.
  • For eligible vehicles sold, the sales reps earned variable spins for a chance to win a trip to a driving event in Florida.
  • ales managers were placed in a competition group for a chance to earn a “warehouse run” in Minneapolis and a pool of AwardperQs®.
  • To drive key initiatives, the program offered bonus opportunities on overall goal attainment and specific model-line goal attainment.