{"id":3269,"date":"2025-06-20T14:00:24","date_gmt":"2025-06-20T04:00:24","guid":{"rendered":"https:\/\/www.biworldwide.com\/en-au\/?post_type=case-study&p=3269"},"modified":"2025-07-14T10:24:23","modified_gmt":"2025-07-14T00:24:23","slug":"accelerating-accessory-sales-with-goalquest","status":"publish","type":"case-study","link":"https:\/\/www.biworldwide.com\/en-au\/our-work\/case-study\/accelerating-accessory-sales-with-goalquest\/","title":{"rendered":"Accelerating Accessory Sales with GoalQuest\u00ae"},"content":{"rendered":"
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\n\t\t\t\tAccelerating Accessory Sales with GoalQuest\u00ae<\/strong>\t\t\t<\/h1>\n\t\t\t\t\t\t\t\t\t\t
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How do you increase accessory sales without creating complexity for your sales team? For one leading manufacturer, the answer was simple: let store managers choose their own goals. The result? Higher engagement, better performance, and a 17% boost in accessory sales.<\/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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Overview<\/h2>\n\n\n\n

In a high-stakes first quarter, a major paint retailer across Australia and New Zealand needed an immediate uplift in accessory sales to meet aggressive budget targets. With just one week\u2019s notice, BI WORLDWIDE Australia was engaged to deliver a fast, effective solution.<\/p>\n<\/div>\n\n\n\n

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

Retail<\/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

Sales Incentives<\/p>\n\n\n\n

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

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

GoalQuest\u00ae<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/linearGradient><\/defs><\/svg><\/span><\/div>\n\n\n

The Challenge<\/h2>\n\n\n\n

Accessory sales were being overlooked by sales consultants, despite representing a high-margin opportunity. The client needed to motivate performance without disrupting daily operations or introducing complex management overhead. With years of historical sales data available, the challenge became: how to activate that data to engage staff, set achievable stretch goals, and deliver measurable business results?<\/p>\n\n\n\n

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The Solution<\/h2>\n\n\n\n

BI WORLDWIDE deployed a 30-day GoalQuest\u00ae AI incentive that combines the science of behavioural economics and the benefits of a proven, reliable rules structure with artificial intelligence to create a truly personalized and rewarding incentive experience.<\/p>\n\n\n\n

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Using performance segmentation, each store was placed into a relevant tier and invited to self-select a stretch goal based on historical averages. Only those who hit their self-selected goal would be rewarded<\/strong>. Successful stores earned points that they could exchange for over 10,000 merchandise items from leading brands or for unique experiences around the world.<\/p>\n\n\n\n

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This \u201cno reward without achievement\u201d model created clear stakes, while the aspirational nature of the rewards inspired commitment. Notably, 100% of stores selected a goal and 61% aimed for the top tier, a clear sign of confidence and buy-in.<\/p>\n\n\n\n

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The Results<\/h2>\n\n\n\n
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100%<\/h3>\n\n\n\n

of stores selected a goal<\/p>\n<\/div>\n\n\n\n

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61%<\/h3>\n\n\n\n

of stores selected the highest goal tier<\/p>\n<\/div>\n\n\n\n

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17%<\/h3>\n\n\n\n

increase in accessory sales<\/p>\n<\/div>\n\n\n\n

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$295,000<\/h4>\n\n\n\n

in incremental revenue<\/p>\n<\/div>\n\n\n\n

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1:6.8<\/h3>\n\n\n\n

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The simplicity of GoalQuest\u00ae for the team was a game changer. It energised our network and delivered results faster than expected.<\/p>\t\t<\/div>\n\t<\/div>\n\t<\/blockquote>\n<\/div>\n\n\n\n

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The best way to get started is to get in touch!<\/h2>\n\n\n\n

Speak to a member of our expert team to learn how our solutions can motivate your sales teams.<\/strong><\/p>\n\n\n\n

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Let’s Talk<\/a><\/div>\n<\/div>\n<\/div>\n<\/div>\n\n\n\n
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Our work speaks for itself<\/h2>\n\n\n\n
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