Sales Competition in Los Angeles
A company within the home electronics business needed to increase their market share. The pre-study said that the resellers lacked knowledge of the products and that the products where not exposed well enough in the department stores. Ciceron created a sales competition with the objective to motivate the sellers to sell the new product line. Simultaneously we physically went out to the largest 120 stores to educate the sellers about the products, to maximize exposure and encourage the sales personnel to win the competition.
The sales competition took place during three months while the physical store effort lasted six months. This resulted in a sales increase of 28% compared to the same period the previous year.
The 20 winners got to go to Los Angeles where they visited stores within different industries to see how they worked with store exposure and product promotions. Three months after the trip a dialogue concerning next year’s competition started, to stay on top of the resellers’ agenda.