Revere Pub Company delivers a 7% increase in like-for-like dessert sales
SUMMARY:
Revere Pub Company (part of Marston’s PLC) grows like-for-like sales with Yapster’s sales gamification module.
Colin Sadler, Managing Director of Revere Pub Company, said: “The results of our first sales game are really encouraging. It was a win-win for us - we boosted like-for-likes and revenue and the participating teams really enjoyed getting stuck in too. A lot of work went on behind the scenes with Yapster to bring this innovation to life. We’re proud to be leading the sector in this area and are looking forward to rolling out sales games across our estate.”
Yapster worked with Revere Pub Company (part of Marston’s PLC) to develop a new sales gamification module which significantly accelerated dessert sales in its first live trial.
The Sales Games
The module was designed to help organisations leverage and unlock additional value from their sales data by feeding it back to their frontline teams in a fun and engaging format. Sales gamification is part of our promise to build technology that delivers genuine and tangible value for our customers.
How it worked
We collaborated with Revere to better understand their existing sales KPIs and determine where results could be improved through gamification. Revere identified that certain locations were regularly selling more desserts than others, and that existing methods of communicating those figures across teams were failing to impact monthly sales figures. So we decided to track the percentage of desserts sold to the total number of mains in eight Revere pubs.
Revere supplied us with the number of desserts sold and the number of covers served at each location on a daily basis. We were then able to run various scoring algorithms over the data to assign points, or rank users according to Revere’s objectives.
Over the course of the tournament, fixtures and regular results reporting were automatically generated thanks to a POS data integration. This meant frontline staff had access to their sales data mid-way through each week, and could see the fruits of their labour - reflected in their scores and sales totals - within a matter of days.
To ensure participants could keep up to date with the action, a Yapster group chat incorporating all sites was generated. During fixtures, competing teams could banter in private chats, and at the end of the tournament, performance feedback was given with the aim of incentivising involvement and inspiring enthusiasm for future events.
The tournament was made up of three rounds and took place over the first three weeks of December, with all matches randomly generated.
THE Results
Competing pubs achieved an 87% increase in the percentage of desserts to mains sold compared to the previous month.
