The channel wants to focus on
high-margin products
while manufacturers
want the channel
partners to promote
the entire line of
products to increase
market share for
their brand(s).



Channel partners want
exclusive access to end users.
Manufacturers want more
control and their own access to end users.

vs.



Partnerships resolve these issues
by enabling both
parties to focus on
end users’ needs
and agreeing
on strategies that
build shared profit
across the
entire channel.



Everyone has
opinions about how
best to segment
and target
channel partners.



Ultimately the goal is dealer,
distributor
or customer loyalty –
but getting
to that point
often takes a
variety of strategies.



Case Study

Beverage

Challenge

A leading Brewery was searching for a way to engage their distributors to keep their products
top of mind. They knew a points-based platform could be the solution they were looking for.
Establish a points-based program for distributors and their sales teams.

Solution

BI WORLDWIDE developed a points-based earning platform that
supports incentive programs at the local, regional, and national levels.
The points — BI WORLDWIDE’s signature AwardperQs® — can be
accumulated and redeemed for everything from concert tickets and
vacations to name-brand merchandise.

Results

Within the first 10 months of the launch, 2,500 distributor sales reps
had enrolled. Online, the word spread amongst reps with 10,085 total
home page views to the program site. And in a day and age where
people spend less than one minute on a website, visitors
were spending a long time — over six minutes — on
the site. 178,900 pages were viewed, driving brand
months
distribution and achieving program goals.

1 launch
0
from

2,500
distributor
sales reps enrolled

BI WORLDWIDE.com
©BI WORLDWIDE™ 2012 | reference: beverage2

BI WORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States

Case Study

Manufacturing
Challenge

As an industry leader in the design and manufacturing of power generation equipment, staying on top
meant keeping this company’s work force on top of the latest information, training and resources.
Engage the distribution channel (Distributors, DSMs, DSRs) of this company to attend its sales
conference and learn and apply newly acquired skills and tools.

Solution

BI WORLDWIDE (BIW) provided the company’s engineers and speakers with an outline to
deliver a consistent and engaging presentation. Adult learning methodologies were
used for maximum effectiveness. BIW developed the meeting
content strategy, which included pre-meeting challenges for
awards, quizzes using Qcard awards and post-meeting
learn-and-earn exams to measure knowledge retention.
To promote event attendance, attendees were given punch cards
in each session. Strong attendance resulted in a sweepstakes opportunity.
Finally, BIW secured a motivational speaker to engage participants on an
emotional level and reinforce the meeting and learning objectives.

Results

Participation reached an all-time high with
85% of the invitees attending the conference.

85

%

of invitees
attended
conference
bi worldwide.com
©BI WORLDWIDE™ 2012 | reference: Manufacturing11 ~KV


Case Study

Beverage

Challenge

A regional favorite, this beverage company was taking their signature soda nationwide.
Utilizing the experience of their bottling reps — to promote the launch of the
product into new markets — would have the soda spilling over with success.
Engage bottling reps to set up displays for the soda brand in retail locations
to promote its launch and find a way to improve compliance procedures and
measurement to their bottler incentives.

Solution

In the first three months of the promotion, 266 unique registrations
were made. This added up to 614 new displays for the soda:
the caffeine boost it needed to begin its national debut.

UNIQUE
REGISTRATIONS

BI WORLDWIDE made the reps a refreshing offer: take a snapshot of
the soda display and you could win instantly. Pictures of displays were submitted
to the soda company’s regional managers. If the display qualified, managers
would send the rep an email with a game code that they entered on the
interactive website. Reps had the chance to win one of over 600
instant prizes — including a trip to Las Vegas.

Results

266

614

NEW DISPLAYS

BI WORLDWIDE.com
©BI WORLDWIDE™ 2012 | reference: food17


Case Study

Transportation

Challenge

The Powersport industry experienced significant losses during the
economic downturn. Kawasaki however, saw this as an opportunity
to make bold moves forward: unmatched dealer support and
incentives, great customer rebates, and a new, robust digital strategy.
To continue this excitement live with dealers, Kawasaki partnered
with BI WorldWIdE.
Bring the dealer group together to motivate and inspire them to
continue their support and promotion of Kawasaki products.

Solution

BI WorldWIdE produced a meeting to tie into the
excitement Kawasaki had generated: an in the round
staging experience immersed dealers in a powerful
product showcase. With over 50 new and existing
products, the stage featured four ramps that
allowed products to rev into the spotlight with
custom music and video. Energy was high
with dealers engaged in the non-stop action.

results

The show received outstanding reviews.
With a record number of orders placed
at the meeting, it was clear dealers left
understanding the “Kawasaki difference.”
bi worldwide.com
©BI WorldWIdE™ 2011 | reference: transportation6


Case Study

Manufacturing

Challenge

As a tire manufacturer with 525 independent dealers throughout the U.S.—they are one of the largest.
But when a surplus of two tire models rolled into the warehouse, they came to BI WORLDWIDE for a
solution with some grip to it.
Develop a sales incentive targeting one of five regions to encourage dealers to purchase the surplus tires.

Solution

BI WORLDWIDE developed a 30-day sales incentive promotion to inspire the dealers to buy.
Dealers were presented with three levels of rewards, and each level had ten exciting merchandise
award options: the more tires they purchased, the higher the level and the more valuable
the merchandise award.

Results

The participating region saw the Model A tire reach an
increase in sales of 24%, and Model B sales increase
by 29%. The non-participating regions saw a decrease
in Model A tire 5%, and only a 20% increase in sales for
Model B. Overall, the participating
“ ”
region saw a 26% rev in sales,
whereas the other regions
saw a mere 9% increase.

tire “A”

tire B

sales up

24%

sales up

29%

bi worldwide.com
©BI WORLDWIDE® 2011 | reference: manufacturing4


Case Study

This world-renowned motorsports manufacturer continues to roll out new,
innovative models each year. Developing a brand awareness campaign
for each model is critical to the success of each new product introduction.

Challenge

Build brand awareness among its dealers and consumers with a collection
of branded merchandise that complements the advertising and message
of each product.

Transportation

Solution

Results

BI WORLDWIDE managed and hosted a customized branded merchandise
website for this manufacturer. Dealers order items via their own inventory
system and distribute them to employees and customers at special events
or give them as gifts. In addition to the website, BIW also promotes the
branded merchandise collection at the dealer convention and in their
parts catalog. The manufacturer’s new products have their own unique
merchandise to reflect their brand standards with hats, jackets, shirts,
accessories and dimensional items with the most popular brands.

The NEW branded
merchandise website’s
average advertising recall
%
is

82.6

The new branded merchandise
website’s average advertising
recall is 82.6% and creates
thousands of impressions daily
on each merchandise item.

bi worldwide.com
©BI WorldWIde™ 2013 | reference: Transportation25


See more examples of channel
engagement campaigns that
help FOCUS channel partners on
mutually beneficial goals,
while enforcing and
rewarding them.
Download
our eBook
now
to read
these

17 Successful
Channel
Engagement
Programs


Target Top Channel Partners

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