Inspired Incentives

Celebrating Service Through the Holidays and Beyond

Posted by Devin Ferreira

Fri, Dec 21, 2012 @ 09:45 AM

During the holiday season, you will undoubtedly hear stories of employees who have gone above and beyond the normal call of duty to provide the best possible customer satisfaction. Often times, these good Samaritans are called upon to help a distressed patron who is short on time, money, or luck. In other situations, these professionals simply decide that customers deserve exceptional service and take it upon themselves to do what is necessary. In either case, these inspiring examples demonstrate that caring for customers goes hand-in-hand with better business.

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Topics: Employee Motivation, Customer Service, Performance Incentives, Non-Cash Incentives, Success Story, Points Based Incentive Programs

Gamification in Channel Incentive Programs: An Important Component

Posted by Travis Smith

Thu, Sep 06, 2012 @ 11:00 AM

As defined by Rajat Paharia, Founder and Chief Product Officer, Bunchball, Gamification is the integration of game mechanics and theory into non-game applications and processes in the workplace. Simply put, the concept applies a game-oriented approach to non-game activities, making them more engaging. Game mechanics motivate participants to get involved and solve problems.

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Topics: Gamification, Performance Incentives, Incentive Marketing Strategies, Channel Incentives, OnDemand Awards, Points Based Incentive Programs

Top 4 Channel Incentive Challenges: Part 2

Posted by Travis Smith

Thu, Jun 14, 2012 @ 10:14 AM

Earlier this week, we explored two of the most challenging aspects of running a channel incentive program – how to maximize a partner program budget and how to keep things fresh without needing to reinvent your strategy ever quarter and year. As I said in my previous post, the challenges I outlined last week and the ones I will detail in this post come from the real experiences of some of my clients, and I believe that finding innovative solutions to these problems can make any channel incentive program successful. The other two challenges are:

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Topics: Global Incentive Program, Performance Incentives, Incentive Marketing Strategies, Channel Incentives, OnDemand Awards, Points Based Incentive Programs

The Impact of Incentives on Multiple Customer Behaviors

Posted by Ben Griffith

Thu, May 24, 2012 @ 11:29 AM

One of my clients is a leading manufacturer of hearth products, and we’re running group travel and points-based strategies for them targeting principals and sales reps across their distributor and dealer channels.  Increased sales and mindshare are important lagging indicators with any program, and we’re seeing good traction in these areas as the programs mature, but it’s also interesting to observe how a well-structured incentive program can drive secondary and tertiary behaviors. In the construction of ROI analysis, these leading indicators are often ignored or downplayed, yet they can and do lead to stronger channel partnerships, a more educated indirect sales force, and other positive business generating behaviors. 

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Topics: Performance Improvement, Performance Incentives, Incentive Marketing Strategies, Channel Incentives, Group Incentive Travel, Points Based Incentive Programs

What do you do when your principals don't want to participate?

Posted by Abbe Novack

Tue, May 08, 2012 @ 02:50 PM

I was at a function recently and there was a person there who brought up the difficulties associated with channel programs. As she explained to the group of us, she really wants to roll out a channel incentive program, but the channels she would be rolling it out to don’t want to support it. The problem in her particular case is that the channel’s principals do not want their partnering manufacturers to offer channel incentive program to their employees, which she believes would be favoritism. After explaining her difficulties she asked me “what do I do when the principals don’t want to participate?”  

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Topics: Loyalty Programs, Employee Motivation, Performance Incentives, Incentive Marketing Strategies, Channel Incentives, Points Based Incentive Programs

The Importance of Multiple Stakeholders in an Incentive Program

Posted by Brian Szymanel

Fri, Apr 27, 2012 @ 01:06 PM

One of the biggest challenges that companies face today is the fact that many people only stay at their current jobs/roles for less than five years. As someone who has been in the incentives industry for many years, I know firsthand what a high turnover rate can do to incentive and loyalty programs. Once I establish a relationship with a new client and help them create an incentive program, I encourage them to follow a few of the best practices I have observed over the years when it comes to ensuring the success of a rewards program.

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Topics: Performance Improvement, Loyalty Programs, Performance Incentives, OnDemand Awards, Points Based Incentive Programs

The Power of Points

Posted by Ben Griffith

Tue, Apr 24, 2012 @ 10:46 AM

As someone that sells incentive programs, I often share concrete examples of how non-cash incentives provide a differentiator from the competition. The stories keep coming as more and more people realize the fact that ROI for non-cash incentives far outweighs the ROI potential of cash incentives. To use one example, I heard recently about a particular dealer who had never purchased a certain product category from my client before who is now shifting his business to earn points.  The client projects that this will probably equate to $50-60k in new business, and it's a double win because not only does it mean more sales, but the sales are in a higher margin product category. That story is just one of many examples of new business being generated through a rewards program, but there are other benefits as well. Consider the following story of a current customer:

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Topics: Performance Improvement, Loyalty Programs, Sales Growth, OnDemand Awards, Success Story, Points Based Incentive Programs

Sales Force Involvement in Your Incentive Program

Posted by Brian Szymanel

Fri, Mar 30, 2012 @ 09:39 AM

To help ensure the success of a points based strategy, having the sales force vested in your program is a great idea.  This will really help drive engagement and adoption of your incentive program, and it will also get your salespeople closer to their accounts – driving sales and increasing loyalty.

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Topics: Performance Improvement, Loyalty Programs, Goal setting, Employee Motivation, Sales Growth, Performance Incentives, OnDemand Awards, Points Based Incentive Programs

The Importance of Employee Motivation

Posted by Anne Bouthilette

Wed, Mar 28, 2012 @ 02:26 PM

Over the past several months, we’ve been blogging about how important incentives are – whether as a way to motivate your channel partners or to reward employees with a group incentive trip. We believe that the results speak for themselves, but to illustrate that point even further, we set out to do some research to see what other industry experts are saying

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Topics: Performance Improvement, Loyalty Programs, Employee Motivation, Performance Incentives, Channel Incentives, Points Based Incentive Programs

Growing Sales in a Down Economy with Performance Incentives

Posted by Ben Griffith

Fri, Dec 02, 2011 @ 08:52 AM

Not long ago, HMI took on a new client in the cabinetry manufacturing industry needing to increase sales and build greater channel loyalty among distributors, dealers, home centers, and remodelers. In the past, they had run short-term SPIFs during key times of the year, but were not seeing positive results as compared to their biggest competitors. After discussing their goals, budget, and other wants and needs, HMI recommended a two-pronged OnDemand Award Program approach with unique incentive rule structures and a centralized incentive program administration that accommodated both principals and designers.

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Topics: Performance Improvement, Loyalty Programs, Sales Growth, Performance Incentives, Channel Incentives, Success Story, Points Based Incentive Programs