Each store was sent a box with ten bottles of water. Employees who filled out the participation form received a product brochure and a lanyard to wear around their neck. At any time, they could receive a call from the call center and be asked to answer certain questions of varied difficulty on Lancaster products. The stores whose staff provided the best answers would win a year of free mobile phone service.

But why the bottled water? Either if you’re going to be recommending Lancaster Skincare or enjoying your prize, you’re going to have to hydrate your throat.

Quantitative:Increase in sales of Skincare: Up 18% from 2006.

Average of 89% correctly answered questions.

Qualitative (Yearly quantitative research, along with mystery shoppers twice a year).Lancaster went from position 9 to 4 (spontaneous brand awareness).Product benefits are known by 92% of IMPACTED employees.

Most talked about action among sales staff: 82% of responses.

Lancaster offered something more valuable (6.2 out of 7 in response to: “it offers me more than just a gift for selling their products”).