Inspired Incentives

3 Ways Amazon Is Taking Your Business Pt. 2

Posted by Chris Largent

Tue, Oct 23, 2018 @ 01:40 PM

A lot has happened since we last addressed the Amazon Problem in this blog. The eCommerce giant acquired Whole Foods, opened an automated brick-and-mortar store with no cashiers, and has announced plans to build another headquarters somewhere in a major city around the country.

While these leaps may not affect you directly, they ensure one thing: Amazon is still growing successfully and in areas we might not have thought possible before.

By now, you’re aware that Amazon, and specifically Amazon Business, might be doing some damage to your distribution business, but let’s pinpoint exactly where.

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Topics: Amazon, Business Challenges

Incentive Solutions: Why Pick Product Knowledge

Posted by Devin Ferreira

Thu, Oct 18, 2018 @ 12:10 PM

Imagine you’re a manufacturer or distributor who produces and/or sells complex products to a field of VARs across the U.S. You know how valuable your products can be to end-users, and you know how important it is to communicate this value to them.

Unfortunately, your channel partners aren’t as well-versed in the nuances of your products, and they don’t seem as concerned as you are with properly marketing your products to end-users. Because of these limitations, you feel like your channel sales aren’t performing like they should be.

What should you do?

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Topics: Product Knowledge, Information Technologies

The Real Cost of an Incentive Program

Posted by Chris Largent

Thu, Oct 11, 2018 @ 03:27 PM

The other day, I came across an article titled "Opinion: The Cost of a Successful Loyalty Program" by Dan Durbin, a recently retired businessman. In this article, Durbin speaks on his experience when attempting to run a loyalty program.

At first, he struggled to find an example of a program that was capable of providing a margin that led to profits, but he buckled down and made adjustments that he felt he could maintain. 

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Topics: incentive programs

3 Challenges Distributors Face While Capturing Market Share

Posted by Devin Ferreira

Thu, Oct 04, 2018 @ 10:04 AM

In our last blog post, we discussed some of the reasons an organization would want to target market share as a specific goal for their incentive program.

We also suggested that there are certain types of “offensive” incentive strategies that are more conducive to achieving this goal. For example, points programs and special promotions.

We’ve covered the general “why” of these strategies—namely to increase your “share of wallet” among your customers’ discretionary purchasing.

What I want to dive deeper into here, however, are a few of the specific challenges that dealers and distributors are bound to face when attempting to implement a market-share-centered incentive program.

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Topics: Market Share

Incentive Solutions: Programs that Grow Market Share

Posted by Devin Ferreira

Wed, Sep 26, 2018 @ 11:00 AM

You’re probably familiar with the phrase, “The best defense is a good offense.” While it’s often trotted out in the context of sports—suggesting that the best way to protect your team or your goal is to go on the offensive—the world of sales is also no stranger to these types of metaphors. Just look at sayings like “the ball’s in their court” or “this deal is a home run.”  

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Topics: Market Share, incentive programs, Points Based Incentive Programs, Special Promotions

How You Can Increase Sales with a Customer Loyalty Program

Posted by Chris Largent

Wed, Sep 19, 2018 @ 10:08 AM

Sometimes, we cover some heavy hitting topics on this blog. For example, there’s 3 Non-Traditional Ways to Keep Your Participants Engaged, How to Incorporate CSR into Your Group Travel Program, and Prize vs. Praise – The Difference between Incentive and Recognition Programs.

Sometimes, however, it can be helpful to remind ourselves of the basics and why we’ve made the decisions that got us to where we are right now.

Customer loyalty, for example. Are you running a program currently? If not, there may be an opportunity for you to grow your sales by first acquiring then retaining customers with a simple and effective program.

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Topics: Customer Loyalty

Why You Should Integrate Corporate Messaging With Your Incentive Program.

Posted by Devin Ferreira

Wed, Sep 12, 2018 @ 10:01 AM

With any endeavor involving an audience, communication is always key.

Whether it’s a personal relationship or a professional partnership, you always want to ensure that whoever you’re communicating with understands your message. But what if you have more than one message you want to share with your audience—maybe even at the same time?

This is one of the challenges that confronts managers of incentive programs.

It’s all well and good to communicate consistently with your program audience about the program itself. In fact, we’ve always felt that marketing communications is one of the most important factors for driving program engagement.

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Topics: incentive programs, marketing, Incentive Marketing Strategies

Incentive Motivations: Why Pick Channel Enablement?

Posted by Devin Ferreira

Thu, Sep 06, 2018 @ 10:31 AM

When it comes to enabling your sales channels, it’s important to have partners you can count on to help you move your products effectively and efficiently.

But how do you design and implement a channel strategy that will get them to buy in and enable them to succeed? It’s all a matter of asking the right questions.

What is channel enablement?

“Enablement” has become something of a pejorative term these days; to be seen as an “enabler” means you have allowed someone to do something they probably shouldn’t be doing in the first place. But when it comes to channel sales, this is the opposite of how enablement is viewed.

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Topics: Channel Enablement, Channel Incentives

Incentive Motivations: Why Choose Sales Growth

Posted by Devin Ferreira

Mon, Aug 27, 2018 @ 10:48 AM

In the past few weeks, we’ve examined why potential clients should choose a group travel program and special promotions. This week, we wanted to look at the importance of sales growth and why targeting your direct or indirect sales team with an incentive program could be the right choice for you.

Reasons For a Sales Incentive

There are many reasons why an organization might choose an incentive strategy that targets sales growth. Some of these include:

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Topics: Sales Growth

Incentive Solutions: Why Pick Special Promotions?

Posted by Chris Largent

Mon, Aug 20, 2018 @ 11:08 AM

In our previous blog, we talked about how group travel can provide a significant Return on Experience (ROE) for those organizations that employ it. But while this type of solution may make sense if, say, you’re looking to motivate some of your highest achievers, an incentive trip won’t always necessarily fit your business model.

Instead, let’s take a look at another type of incentive: special promotions, or sometimes called short-term promotions.

In this second installment of our four-part “Incentive Solutions” series, we’ll cover what special promotions are and how they might function within your current business strategy.

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Topics: Special Promotions, incentive programs

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