HEINEKEN

Heineken Experts - sales training as a board game

DESIGN WORKSHOP

STAKEHOLDER WORKSHOP

USER INTERVIEWS

IDEATION

CREATIVE DIRECTION

ART DIRECTION

PRINT PRODUCTION

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A physical answer to a digital-learning brief

Heineken UK needed to revamp sales training and induction across its sales tea, evaluating core skills, supporting personal development, and driving top-line growth. In 2013, the default expectation for a training brief at this scale was a digital learning programme. A two-day workshop with the team surfaced a different need: they wanted something tactile, competitive, and shared. From the outset, it was clear that a digital medium wouldn't deliver.

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From concept to delivery in four weeks

As Creative Director at Brightwave, I led the creative direction, art direction, project management, and physical production of the Heineken Experts board game end-to-end. As Heineken had come to us late in the day, they had internal timescales that couldn't move, making for an extraordinarily tight delivery. Week one: a two-day workshop with the Heineken UK sales team. What they told us shaped everything that followed. They didn't want anything staid, and they didn't want the digital learning formats they'd become accustomed to. They wanted teamwork, competitiveness, creativity, fun, and something much more interactive. That feedback fed the concpet. The answer wasn't digital, it was physical, tactile, and played in the same room. Week two: concept work. Game mechanics, category structure; Quality, Selling Skills, Speciality Brands, General Knowledge, the Super Six, board design, and rules of play. As soon as the concept was signed off, I sourced the printer and negotiated the compressed timescale directly with a surcharge that Heineken agreed to underwrite to secure delivery. Week three: design and artwork production across every physical component. Cards, board, instructions, and packaging, all finished to print-ready standard. Week three/four: Print production of 10 boxes. The board game was delivered on time. It was rolled out to the Heineken UK sales team and received enthusiastically by the team and senior stakeholders.

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