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Building Stronger Sales Results

Discover how BI WORLDWIDE helped a leading manufacturer of construction and work site equipment build stronger sales results.

Overview

BI WORLDWIDE recognized the need for a multi-level incentive program to increase dealer product sales. By implementing a GoalQuest rules structure, total sales increased by 21.4% over the previous year.

Situation

A leading manufacturer of construction and work site equipment wanted to increase their share of the profitable after-market parts and supplies business.

Challenge

Increase product sales by 15% over the same period as the prior year.

Solution

BI WORLDWIDE implemented a GoalQuest program for dealers that operated for 90 days.

Results

  • Total sales increase over prior year actual: 21.4%
  • Percentage of participants exceeding their baseline and goal: 82.1%
  • Program ROI at the gross margin level: 24-to-1
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