'Empower Your Business', Nokia E-Series – Intercity Mobile Communications

Activity

Traditionally the most popular handsets were low-end Nokia devices, which although provide a lot of volume do not generate a high level of added revenue. Intercity together with Data Select derived an incentive which would encourage the sales team to drive sales of Nokia E-Series devices in the hope to generate a higher ARPU.

Due to the virtual direct relationship with the manufacturers provided by the Platinum Club, Intercity were able to utilise MSF to fund a grand prize for the employee who sold the most E-Series handsets across the promotional period. This incentive was derived based on discussions with the sales team and case studies into previous successful incentives.

A training session was arranged for the start of the promotion in April where Nokia presented on the key USP's and functionality of the E-Series devices and the incentive was launched. During the 5 sessions across the day 72 of the employees at Intercity were trained from all departments who would be involved in the sales process, from the service centre to the sales team itself. Following this, the team at Intercity Communications felt empowered and was more confident in promoting these handsets as they had a greater knowledge of their business capabilities. Also the fact that there was an incentive to drive these handsets meant they were more inclined to sell them.

Marketing Communications were created by Data Select, highlighting these handsets, their intended user and their business capabilities. This was sent out via E-Shot to existing and prospective customers, it was used by the sales team in their sales meetings and finally by the rest of the team at Intercity as a reference point.

Results

TBC