Sony Champions Club

Challenge

“We were briefed to introduce a sales incentive scheme targeting the 250-strong independent sales channel. Its objective was to protect market share against competitors who already had such programmes. It also aimed to develop a ‘best in class’ solution that would engage the audience and continually develop to meet the ever-changing needs of the marketplace.”
Jackie Bass, Programmes Director

Outcome

• FMI designed and developed a web based portal that was more than a simple site
• Acting as a hub for product information, reviews and promotional activity
• Dealers engage with the programme through a secure login where they can monitor their performance and earnings, redeem their points and earn additional points by entering into product knowledge quizzes, surveys and games
• The portal provides immediate snapshots of product sales and geography and level of dealers
• E-learning was introduced to improve and monitor training needs and levels

Impact

The effect of this project has exceeded expectations. Over £1m has been offered in rewards, 250 dealers registered, and 500+ active users of the site.  Now in its third year, this programme enables Sony to communicate directly with its independent dealers, at sales force level, offering strategic and tactical sales incentives, as well as training and information.