{"id":1403,"date":"2025-02-27T15:36:25","date_gmt":"2025-02-27T04:36:25","guid":{"rendered":"https:\/\/www.biworldwide.com\/en-au\/?post_type=case-study&p=1403"},"modified":"2025-04-03T14:59:48","modified_gmt":"2025-04-03T03:59:48","slug":"high-speed-sales-for-heavy-duty-equipment","status":"publish","type":"case-study","link":"https:\/\/www.biworldwide.com\/en-au\/our-work\/case-study\/high-speed-sales-for-heavy-duty-equipment\/","title":{"rendered":"High-speed sales for heavy-duty equipment"},"content":{"rendered":"
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\n\t\t\t\tHigh-speed sales for heavy-duty equipment\t\t\t<\/h1>\n\t\t\t\t\t\t\t\t\t\t
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When one of the world\u2019s leading manufacturers of heavy equipment launched a new line of machines to a completely new target market, getting their reps up to speed, on board and excited to sell was critical.<\/p>\n\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t<\/div>\n<\/div>\n\n\n\n

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Results<\/h2>\n\n\n\n

By tapping into what motivates and engages a dealer-based sales force, this heavy equipment manufacturer was able to exceed sales goals by 150% and provide record-breaking ROI.<\/p>\n<\/div>\n\n\n\n

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Industry<\/h2>\n\n\n\n

Manufacturing<\/p>\n<\/div>\n\n\n\n

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Problem space<\/h2>\n\n\n\n

Sales team motivation<\/p>\n<\/div>\n\n\n\n

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Services<\/h2>\n\n\n\n

Communications<\/p>\n\n\n\n

Rewards<\/p>\n<\/div>\n\n\n\n

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Technology<\/h2>\n\n\n\n

SalesMaker<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/linearGradient><\/defs><\/svg><\/span><\/div>\n\n\n

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Shake things up<\/h2>\n\n\n\n

When one of the world\u2019s leading manufacturers of heavy equipment launched a new line of machines to a completely new target market, getting their reps up to speed, on board and excited to sell was critical.<\/p>\n\n\n\n

Because this launch was anything but typical, the company\u2019s typical structure of basic cash incentives wasn\u2019t going to cut it. Their dealer-based sales force had never sold a product quite like this. They needed a fresh approach.<\/p>\n<\/div>\n<\/div>\n\n\n\n

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Inspire in multiple ways<\/h2>\n\n\n\n

Leveraging behavioral economics, we developed a competition-based promotion designed to engage reps on many levels, complete with leaderboards and grand-prize vacations. Instead of cash, reps earned rewards points\u2014with 10 ways to earn and endless ways to spend those points.<\/p>\n\n\n\n

We built the promotion to inspire reps with multiple ways to be rewarded and feel successful:<\/p>\n\n\n\n