A virtual person communicates the qualitative and quantitative aspects of the Hair Clipper sales competition. Harry Clipper, a London based private detective, on behalf of Philips, is looking for support to solve a tricky case: all household appliance dealers have been burgled and every Hair Clipper has been stolen.On the trail of the suspect Harry, and sexy assistant Jacky, mail tricky tasks to the sales reps calling for help to recover the stolen products with their indices (proof of product knowledge), that finally lead to the suspect – Mr. Braun.Harry mails crumpled, stained documents from his untidy office, including important indices. The wording is similar to those well- known relaxed, bankrupt private detectives.Mailings communicate both sales quality and targets to increase competence, teamwork, product knowledge and sales strategies.

The individual targets have been surpassed in all 12 countries. In total sales increased by 143%Response rates to the mailing of steps between 63% and 76% indicated high involvement and motivation. Countries with high response rates also performed over-average.Total costs of €41,040,or €293 per employee. Break-even would have been passed by only reaching the targets. The enormous success led to enlarging the competition to two more products for 2003.

The difficult challenge: develop a programme that involves people and motivates them to try harder, without knowing the characteristics of each of the 12 eastern countries.