{"id":455,"date":"2025-04-05T09:43:22","date_gmt":"2025-04-05T01:43:22","guid":{"rendered":"https:\/\/www.biworldwide.com\/en-sg\/?post_type=case-study&p=455"},"modified":"2025-04-06T09:28:56","modified_gmt":"2025-04-06T01:28:56","slug":"tapping-into-success","status":"publish","type":"case-study","link":"https:\/\/www.biworldwide.com\/en-sg\/our-work\/case-study\/tapping-into-success\/","title":{"rendered":"Tapping into success"},"content":{"rendered":"
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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.<\/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

Because of the successful adoption of the program by sales reps, the company saw an ROI of 4:1.<\/p>\n<\/div>\n\n\n\n

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

Food and beverage<\/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

Branded merchandise<\/p>\n\n\n\n

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

Recognition<\/p>\n\n\n\n

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

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

ElevateTM<\/sup><\/p>\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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Raise the bar<\/h2>\n\n\n\n

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.<\/p>\n<\/div>\n\n\n\n

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Motivate with rewards<\/h2>\n\n\n\n

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.<\/p>\n<\/div>\n\n\n\n

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Crack open success<\/h2>\n\n\n\n

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.<\/p>\n<\/div>\n<\/div>\n\n\n\n

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Thought Leadership<\/h2>\n\n\n\n

Learn from the best. BIW thought leaders bring you a deeper look at the business of inspiration.<\/p>\n<\/div>\n\n\n\n

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A large beer manufacturer aimed to gain market share in the Economy beer segment by motivating Distributor Sales Representatives (DSRs) to set up retail displays. Using a rewards-based incentive platform, DSRs submitted display claims and earned points. The program led to a significant increase in claims, doubling the number of cases sold and achieving a 4:1 ROI. Discover the full story and results in our case study.<\/p>\n","protected":false},"featured_media":1406,"template":"","meta":{"case_study_logo":1300,"unique_title":"Tapping into success","unique_cta":"","featured_image_focal_point":{"x":0.5,"y":0.5},"footnotes":""},"content-topic":[50,51,52,53,54,55,56],"problem-space":[57],"class_list":["post-455","case-study","type-case-study","status-publish","has-post-thumbnail","hentry","content-topic-branded-merchandise","content-topic-communications","content-topic-consumer-goods-and-services","content-topic-elevate","content-topic-recognition","content-topic-rewards","content-topic-salesmaker","problem-space-sales-team-motivation"],"yoast_head":"\nTapping into success - Singapore (English)<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.biworldwide.com\/en-sg\/our-work\/case-study\/tapping-into-success\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Tapping into success - Singapore (English)\" \/>\n<meta property=\"og:description\" content=\"A large beer manufacturer aimed to gain market share in the Economy beer segment by motivating Distributor Sales Representatives (DSRs) to set up retail displays. 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