Case Study: Healthcare
Achievers earned a trip to Minneapolis and ran through the AwardperQs® warehouse, grabbing as many awards as possible in a two-minute period.
Results
- The achievers who participated in the warehouse run had an average increase of 8% in NRx market share performance.
BI had worked with this pharmaceutical company on previous sales incentives that achieved the company’s desired outcomes. They were looking for another sales incentive and had the idea of the "Running of the Bulls" in Pamplona, Spain. However, due to a variety of reasons, a trip to Spain for this event was not possible.
Issues
- Increase monthly NRx market share for a specific drug over a three month period.
- Promote call plan compliance.
Solution
- With a theme of "Run with the Bull", achievers earned a trip to Minneapolis to run through the AwardperQs® warehouse. Here, achievers collected as many prizes as possible in a two-minute period.
- More than 1,300 members of the sales force participated.
- The Top-performing sales representatives were determined based on the following measures (with the baseline set from previous months’ data):
- Monthly NRx absolute increase
- Customer’s drug market share for associated retail territory
- A variety of “Run with the Bull” themed communication elements were included in the program such as:
- Promotional flashes
- Print pieces
- Email blasts with current rankings