It’s mid-January and for many, the New Year’s resolutions we made have already started to fall by the wayside and retreat to the back of our minds. Personally I have decided to take a holistic approach to my goals this year.
Fri, Jan 25, 2013 @ 03:00 PM
Tue, May 22, 2012 @ 10:12 AM
In the world of performance incentives, a first impression can be a very powerful thing. Though much can be said for targeted marketing campaigns that keep participants engaged throughout the entire length of the program, by drawing potential employees or customers into a program from the very beginning, the stage will be set for long term growth and potential.
Fri, Mar 30, 2012 @ 09:39 AM
Fri, Mar 09, 2012 @ 11:38 AM
Setting attainable goals is essential to motivating your customers to perform in your incentive program, as is offering them an exciting award to peak their interest to participate in the first place. These two elements have to be in sync for an effective strategy to be realized. Once these ingredients are baked into your program, your ROI may be even better than you hoped for in the beginning, due to what we incentive industry types call “program breakage.” Program breakage occurs when a customer exceeds their purchase goal or when they come close to earning an award but fall just short. The incremental dollars generated in these two examples equate to profits for the distributor that are free and clear of any award investments.
Tue, Mar 06, 2012 @ 10:12 AM
Over the past 15 years, I have worked with many plumbing, HVAC and electrical distribution industry clients, helping them design effective performance based incentive programs. With all of these programs, the ultimate goal was capturing market share from competitive distributors. One important element to designing an effective growth oriented strategy, in which customers must achieve a certain growth benchmark before being rewarded, is knowing how high to set the bar. Obviously, if you set an unachievable goal, your intent to motivate a customer can quickly turn into a dis-incentive, creating “bad will” instead of “good will.”
Tue, Feb 28, 2012 @ 01:07 PM
Tue, Feb 21, 2012 @ 11:00 AM
Do you know your customers well enough to be in a position to set appropriate goals for your annual incentive program?