“A growing number of companies are betting the incentive programs they run in Kansas will work just as well in Kuala Lumpur,” writes Leo Jakobson in a recent issue of Incentive magazine.  Jakobson reports on the Incentive Marketing Association’s newest strategic industry group, the Global Incentive Council, the industry’s response to the growing trend of global programs. He writes, “Five short years ago this type of program was rare, largely limited to high-end sales incentives of the Chairman’s Club variety. These were designed to bring a company’s top sellers together for a few days as a reward while also letting senior corporate officers hear from their best salespeople.”  Read more.

The Benefits of Tangible Non-Monetary Incentives

A SITE Foundation study on the “Benefits of Tangible Non-Monetary Incentives” concluded with the following basic guidelines for incentive program design and administration.

1. Make Your Awards Truly Special
If the participant is less likely to purchase the item (because he or she cannot justify it), then making the award truly special will increase the value of earning the award, and increase effort to receive it.

2. Use Infrequently Purchased Items or Services
Items or services that participants would likely not purchase on their own are more likely to attract the attention of colleagues, increasing the trophy value of the award. Read more.

 

Case Study: Building Stronger Dealer Relationships and Sales at Braun

The Braun Corporation, the worldwide leader of automotive mobility products, selected Marketing Innovators (MI) to help them develop a strong dealer loyalty program that would also affect the dealer’s sales reps. After conducting extensive research, MI designed an exclusive dealer incentive program, which awarded reps points for every sale of two different van models. The points could be redeemed for their choice of gift certificates/cards from leading retailers as well as individual travel awards. Read more.