Challenge

15 years in the market, an established distribution network — but sales are declining. Competitors press from both sides: cheap alternatives from below, premium brands from above.

The manufacturer faced three problems simultaneously:
Retail store salespeople don't recommend the products. Competitors have clear bonus schemes with fast payouts — the manufacturer offers no incentive at all.

Wholesale clients complain about opacity. Nobody understands how many bonuses they've accumulated, when money will arrive, or what specifically earned them points. Everything on paper, everything manual, payments delayed up to a month.

Managers drowning in routine. Up to 30% of work time goes to manual bonus calculations, document reconciliation, and answering "where's my money" questions.

While the manufacturer wrestled with paperwork — competitors captured market share.

What We Did

We launched a unified motivation platform with separate mechanics for retail and wholesale.

For retail salespeople — a points system for each unit sold. Enhanced bonuses on high-margin items. Sold — registered the receipt in the app — earned points. Exchanged for cash or gift cards. Payout in 1 day instead of a month's wait.

For wholesale clients — a progressive scale based on purchase volume. The larger the order — the higher the bonus percentage. From 1.5% on small volumes to 4% on large ones. Complete transparency: log into your personal account, see accumulated bonuses, distance to next tier, when money arrives.
The entire system is automated. Accrual, receipt verification, income tax withholding, payouts — without manager involvement. SMS and email notifications about new promotions and bonuses.

Result

Retail sales grew 40% in one region during the first months of the program. Average wholesale order value increased 12% — clients began ordering more to reach the next bonus tier.

Wholesale order conversion rose from 15% to 22%. Salesperson program participation — from 30% to 85%.

ROI reached 450%. Administrative savings — 150 thousand rubles per month. What three managers used to do manually — the system now does automatically.

The manufacturer returned to the game. Salespeople actively recommend products, wholesalers increase orders, managers focus on development instead of routine.