Recently, a manufacturer we have worked with for several years wanted to shake things up a little bit by changing their rewards program perspective. This manufacturer owns their distribution channel and wanted to close the 4th quarter strong with an exciting program to motivate their customers. Working with the manufacturer, HMI helped create a customer incentive program to reward based on individual incremental sales and gross margin.
Wed, Mar 22, 2017 @ 03:00 PM
Topics: Sales Growth
Wed, Dec 07, 2016 @ 08:10 PM
Strengthening relationships and increasing sales is a goal many companies have. With a multifaceted incentive program, this fuel distributor was able to do just that!
Topics: Sales Growth
Thu, Aug 25, 2016 @ 04:06 PM
Are you seeking to optimize your sales organization’s performance? By employing the right sales incentive strategy, there’s much to gain, and little to lose. It’s all a matter of asking the right questions.
Thu, Jan 31, 2013 @ 11:30 AM
What makes a good salesperson? What is it about the sales mentality, the attitude of selling, that makes salespeople unique members of the workforce? Obviously, these are big questions with complex answers, and one successful salesperson isn’t identical to another. With that being said, however, a number of studies do seem to point to a collection of characteristics that predisposes one to the artful act of selling.
Topics: Sales Growth
Tue, Aug 14, 2012 @ 10:03 AM
One of the most commonly asked questions when potential clients are considering a group incentive travel program is how they can achieve maximum success for their company and their customers. Considering the many factors that go into a group incentive trip, it can be a challenge to balance the expectations of a company’s executives with the wants and needs of those who will be attending the trip. As with all incentive programs, the money spent on the reward must have a pay-off for those funding it, so it’s important to look at a group incentive program from all perspectives to ultimately achieve the highest ROI.
Wed, May 30, 2012 @ 10:07 AM
In the world of incentives, the role of money in determining behavior has been hotly debated for a long time. Many studies claim that non-monetary incentives like trips and merchandise are far more effective than money in influencing employee behavior. Nevertheless, many companies continue to offer monetary incentives such as company bonuses and stock options. So, does money matter? Or, more importantly, does money motivate? While quite similar, these questions highlight a very important distinction between the two that can be made in terms of human behavior.
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:
Fri, Mar 30, 2012 @ 09:39 AM
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.”