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Tapping into success

A large beer manufacturer was interested in gaining share of the Economy beer segment among its competitors. The challenge they faced was getting their Distributor Sales Representatives to focus on off-premise retail activity by setting up displays in retail locations.

Results

Because of the successful adoption of the program by sales reps, the company saw an ROI of 4:1.

Industry

Food and beverage

Problem space

Sales team motivation

Services

Branded merchandise

Communications

Recognition

Rewards

Technology

ElevateTM

SalesMaker

Raise the bar

A large beer manufacturer was interested in gaining share of the Economy beer segment among its competitors. The challenge they faced was getting their Distributor Sales Representatives to focus on off-premise retail activity by setting up displays in retail locations.

Motivate with rewards

Distributor Sales Reps (DSR) were tasked with submitting a display claim via their support incentive platform that we created. The claim included the account, the number of cases, the location, and an image. In return, the DSR was rewarded with points based on the case count in each display. The incentive platform became a merchandise redemption tool where we created exclusive merchandise available only to participating distributors.

Crack open success

Distributor Sales Reps embraced this program, submitting hundreds of thousands of claims, increasing the manufacturer’s gross margin per case. The number of cases sold doubled, and the manufacturer’s ROI was 4:1.

Our work speaks for itself

View All Case Studies
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A woman holding an open laptop and a man in a blazer pointing at the screen as they collaborate in an office.

Article

The problem with money

The research is clear. If you inspire people, they are more likely to rise to the challenge. Cash compensates. Inspiration motivates. If you want people to stretch, don’t just ask what they want. Design a reward they can anticipate, experience, remember, and retell.

Two workers in blue uniforms and hard hats operate machinery in a factory.

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Why customer value should shape your incentive strategy

Customer value isn’t created when a customer buys from you. It’s created when they stay. Discover how non-sales teams create customer value through retention, adoption and renewals, and why those behaviours should shape your incentive strategy.

A blurred audience faces a speaker at the front of a room, with colorful lights and a presentation screen in the background, suggesting a conference or seminar setting.

Article

Is your annual SKO your launchpad…or a liability?

Every year, thousands of companies spend millions of dollars bringing their sales teams together for the annual sales kick off (SKO). And they do it for one simple reason: your competition is trying to take your business every single day.