Mountain Hardwear
Outdoor Apparel & Equipment
Revolutionizing Mountain Hardwear's Go-To-Market Strategy with ENDVR
3 years of transformative results in sales contests and merchandising
Key Results
Mountain Hardwear has been using ENDVR for 3 years. Discover how they have embraced innovative ENDVR solutions to enhance their go-to-market (GTM) strategy and maintain their competitive edge in the market.
State of Things Before ENDVR
Before using ENDVR, Mountain Hardwear faced challenges in managing sales contests, learning initiatives, and merchandising checks. Traditional methods involved distributing discount cards and PowerPoint presentations to reps, who would then visit sales associates door-to-door. However, with limited reps and numerous doors, reaching every sales associate was nearly impossible.
Mountain Hardwear's Biggest Challenges
- Educate sales associates about products
- Simplify organization of sales contests
- Improve visibility and measurability on sales contest results
- Gain insight into the visibility of POP displays
- Improve reach, engagement, and relationship-building with sales associates
"Before using ENDVR, a rep would reach out to me if they wanted to organize a sales contest, and I would almost dread it because it was never as simple as you wanted it to be. After figuring out the details & the prize, you'd create a poster to promote the contest and just hope that the rep does a good job explaining it to the store and then that the store keeps track of printing the receipts. It was always kind of a mess. When the contest ended, you never really had any idea if it went well or not, or if it helped to increase sales."
The Impact of ENDVR
With the adoption of ENDVR's learning modules, sales incentives, and visual merchandising checks, Mountain Hardwear experienced a transformative shift in its Go-To-Market strategy.
Key Solutions
- Sales Incentives: Frequent learning campaigns with cash, discounts, free products, or prizes replaced traditional discount codes and SWAG
- Visual Merchandising Checks: Easily request and receive photos of fully built in-store POP displays from multiple stores
- B2B Customization: Mention ENDVR to buyers, offering to push sell-through with learning campaigns if they purchase specific products
"I remember being quite shocked at the engagement right off the bat. I thought it would start slow and it didn't. We were very pleased with that."
Visual Merchandising Transformation
Before using ENDVR, Kelly struggled to track the effectiveness of the expensive POP displays they purchased. With ENDVR, they can easily request and receive pictures of fully built in-store POP displays from multiple stores, allowing them to quickly assess their impact.
"The fact that you can now set up a merch check on ENDVR and ask sales associates to post a photo of the POP once it's installed, is huge! There was just no way of keeping track of that before."
B2B Customization
Mountain Hardwear also utilized ENDVR for its B2B relations with retail partners. They would mention it to buyers, offering to push sell-through with learning campaigns and sales contests if they purchased a specific product. Additionally, they created customized campaigns for their most important stores, tailored to their specific assortment.
"Store owners loved it because it was so catered to their store."
Why Mountain Hardwear Loves ENDVR
- User-friendly interface that simplifies mission building and launching
- Suitable for users of all skill levels
- Access to detailed campaign results even after months of inactivity
- Data-driven approach that aids in reporting and justifies ROI
Key Takeaways
Use ENDVR for B2B Leverage
Mention the platform to buyers as a value-add that will help push sell-through on their purchase.
Customize Campaigns by Store
Tailor campaigns to specific store assortments for maximum relevance and engagement.
Track Your Merchandising
Use merch checks to finally get visibility into whether your POP displays are being set up correctly.