gwc2013 - jaume juan - apesoft - competing to increase sales

Jaume Juan [email protected] www.apesoft.com @jaumejuan


One answer is …… Enterprise Gamification

Sales field


the untapped “competing” gen.


Plan-B experience

2 tickets for a great Music Festival

iPad Mini


Formula 1

Pirates

Far West

Realities

Ninjas Sailing

Synchro

Misses & Tops


EQUIPO: CENTRO

Obj:Real

Falta

# Jugador Valor1 A. Rodaballo 75,23%

2 M. Mart ínez 72,15%

Reto Activo EQUIPOS 3 C. Escobar 68,12%

…

6 J. Pérez 59,45%

7 S. Mañana 53,20%

(Premio Directo) 8 D. Torres 47,78%

70,00%53,37%

16,63%

Alcanzar distribución

70% Mega-Active en

Mayo-Sep

Obj:Real

Falta

# Jugador Valor1 LEGANES 245.122

2 ALCALÁ 1 237.921

Reto Activo COLECTIVO 3 CLÍNICA 30 232.279

…

22 CLÍNICA 15 110.114

24 MORATALAZ 109.821

(Premio Directo) 24 DENIA 105.100

Vender 3M€ acum en

Q1

3.000.0002.156.921

843.079


Beauty

Industry Dental Franchise

Hotels

Car Rental

5 Customer Stories


An well known cosmetics manufacturer with a renowned brand.

His team of 139 business developers located in 80 centers of El Corte Ingles compete for "Miss Excellence". They should be good at some indicators such as sales, product sales or CRM contacts.

Beauty

Game Details

Players 139 business developers

Theme Miss Excellence

KPIs % Sales vs Target, % Product Serum Growth, % Product Lifting Growth, CRM new contacts/ Units sold

Challenges Top 20 adelgazante sales, Top 30 Multi-active Sales, top 10 make-up Sales

Awards Based on pseudo-cash


A Hotel Group with presence in more tan 20 countries.

Every Hotel Manager is a famous pirate. They compete to enhance customer satisfaction, in-house sales and customer costs

Game Details

Players 30

Theme Pirates

KPIs % Trip Advisor index, % In-house sales vs target, COC

Challenges Top 10 upgrade sales, top 20 Spa sales, top 30 local experiences sales

Awards Based on experience packs, tickets for exclusive Shows, and uncommon Trips.

Hotels


The world leader in car rentals gamify its Corporate Sales Team.

Players are formula 1 drivers competing to outperform in sales KPIs and to decrease Days in Sales Outstanding (DSO)

Car rentals

Game Details

Players 20 Sales Reps

Theme Fórmula 1

KPIs % Sales vs Target, % Revenue per Day vs Target, % new Customer Acquisition vs Target, DSO

Challenges Top 7 Medium Term Rentals, Top 5 Van Rentals

Awards Based on experience Packs, Trips and electronics


Industry leader in automation, robotics and power technologies, makes compete their financial controllers to decrease the Net Operating Working Capital (NOWC).

67 business units with their Financial Controllers in 15 EMEA countries compete to enhance some KPIs related to NOWC, such as DSO, DIH and better inventory management.

IndustryGame Details

Players 67 Business Unit Financial Controllers

Theme No theme

KPIs DSO, % Inventory Reduction, DIH, % NOWC

Challenges Enhance Ageing, Overdues, Cash on Hand

Awards Electronics: pocket HD, ebook readers, Tablets, …


One of the leaders in dental franchises in Spain with almost 60 centers competing to enhance sales KPIs.Each center has two players that compete together as a team against other centers: the Manager and the Receptionist.Each Center is a musical band competing in a Ficticious Reality game called “The Music”. The first Stage is related to Castings, the second will be the Game Show

Dental Franchise

Game Details

Players 120 players in 60 centers: Managersand receptionists

Theme Reality – Musical Game Show

KPIs % Sales vs Target, % High Margin Products vs Target, % Execution

Challenges Increase average Price per customerDecrease operational costsPromote specific financing options

Awards Experience Packs and Electronics