{"id":652,"date":"2025-04-05T10:04:23","date_gmt":"2025-04-05T02:04:23","guid":{"rendered":"https:\/\/www.biworldwide.com\/en-sg\/?post_type=case-study&p=652"},"modified":"2025-04-08T08:05:13","modified_gmt":"2025-04-08T00:05:13","slug":"the-competition-is-heating-up","status":"publish","type":"case-study","link":"https:\/\/www.biworldwide.com\/en-sg\/our-work\/case-study\/the-competition-is-heating-up\/","title":{"rendered":"The competition is heating up"},"content":{"rendered":"
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Home<\/a><\/span><\/span><\/div>\t\t\t<\/div>\n\t\t\n\t\t\t\t\t
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\n\t\t\t\tThe competition is heating up\t\t\t<\/h1>\n\t\t\t\t\t\t\t\t\t\t
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At a recent strategy session with key leaders at the world’s largest HVAC manufacturer, the client wanted to shift gears to come up with a big push to end their fiscal year by bringing in every dollar they could.<\/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

Despite a lofty goal, 84 winners earned the top level award, more than three times the number in previous programs. The client showed an 18.2:1 ROI on this program.<\/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

Warehouse Windfall<\/p>\n<\/div>\n\n\n\n

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

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

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Building trust<\/h2>\n\n\n\n

We have been a partner with the world\u2019s largest HVAC manufacturer for more than a decade, providing multiple different platforms that interface with their major audiences. Over the years, they had run many successful sales contests that their employees enjoyed.<\/p>\n\n\n\n

At a recent strategy session with key leaders at this manufacturer, the client wanted to shift gears to come up with a big push to end their fiscal year by bringing in every dollar they could. We recommended a GoalQuest\u00ae<\/sup> program that culminated in a Warehouse Windfall.<\/p>\n<\/div>\n\n\n\n

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Designing the right program<\/h2>\n\n\n\n

The GoalQuest\u00ae<\/sup> program was created to incentivize their branch managers (BMs), territory sales managers (TSMs) and regional parts managers (RPMs). The three-month promotion rewarded on three levels, pushing the managers out of their comfort zone and rewarding them for taking the risk. If they failed to achieve their goal, they received nothing. The idea is big risk, big reward. <\/p>\n\n\n\n

Baseline projections were determined by the manufacturer\u2019s planned growth numbers which were 55% higher than the previous year for TSMs and 30% higher for BMs.<\/p>\n<\/div>\n\n\n\n

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Extraordinary results<\/h2>\n\n\n\n

We had never run a GoalQuest\u00ae<\/sup> with a Warehouse Windfall as the reward, so we weren\u2019t sure what kind of incremental impact this would have on the promotion. But the results were incredibly positive, with participating TSMs outperforming non-participants by $288,000, on average, or an aggregate sales differential of $53M. BMs had a similar performance with participating BMs outperforming non-participants by $265,000, on average, or an combined total of $44.5M.<\/p>\n\n\n\n

Despite the lofty goals, 64% of selectors chose the top-level award, surpassing the historical 39% selection from previous programs. A total of 84 winners earned a Warehouse Windfall run, more than three times the number of winners in their previous Warehouse Windfall.<\/p>\n<\/div>\n\n\n\n

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An exception to the rule<\/h2>\n\n\n\n

This program was an exception to the norm with Warehouse Windfalls. The top award wording in the rules was carefully crafted to allow for an alternative award if more participants achieved compared to the projected 50 runners. This was needed to manage the pre-approved budget. However, the budget holder responded with an emphatic \u201cSend them all!\u201d<\/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 leading HVAC manufacturer aimed to end their fiscal year strong with a GoalQuest\u00ae program culminating in a Warehouse Windfall. This three-month promotion incentivized managers to exceed growth targets. Discover how this high-risk, high-reward strategy led to extraordinary sales performance and engagement in our case study.<\/p>\n","protected":false},"featured_media":1406,"template":"","meta":{"case_study_logo":1294,"unique_title":"The competition is heating up","unique_cta":"","featured_image_focal_point":{"x":0.5,"y":0.5},"footnotes":""},"content-topic":[69,70,71],"problem-space":[57],"class_list":["post-652","case-study","type-case-study","status-publish","has-post-thumbnail","hentry","content-topic-goalquest","content-topic-manufacturing","content-topic-warehouse-windfall","problem-space-sales-team-motivation"],"yoast_head":"\nThe competition is heating up - 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\/the-competition-is-heating-up\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The competition is heating up - Singapore (English)\" \/>\n<meta property=\"og:description\" content=\"A leading HVAC manufacturer aimed to end their fiscal year strong with a GoalQuest\u00ae program culminating in a Warehouse Windfall. 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