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| The
award system in place for many years was an outdated awards
points-based system that was no longer generating the motivation
and excitement to increase sales activity. The client was interested
in a fresh approach that would revitalize their sales force
but would not change their incentive rich culture. The roll-out of this new Get Xtreme program included the following specific
components: |
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Recommend
a viable reward vehicle to replace the award point system
in place that would be adaptable to changes in promotions,
widely accepted and company branded |
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Transition
the existing award points-based system to the new debit
card vehicle in a way that participants would not feel
they lost any value in their awards |
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Enhance
a paper-based communication system to one that would be
complimented by web-based communications |
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Create
an implementation and ongoing administration function
that would be user friendly, timely and accurate |
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| EIM
developed and executed an incentive program that aligned directly
with the client's corporate sales objectives. The client converted
from their long-standing award points oriented to a Visa®
debit card that allowed participants the freedom to redeem their
awards however they chose. The Get Extreme program motivated
the participants to: |
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Increase
Total Sales Performance |
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Increase
the number of Buying Customers |
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Increase
featured product sales |
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Total Sales and Buying Customer objectives were established
for Route Managers, Sales Managers and Division Managers |
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Sales
projections were established for each sales period and
annually. |
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Minimum objectives were required before the participant
could earn awards |
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Award opportunities were available each sales/bonus period
along with occasional bonus opportunities to earn more
performance dollars on their debit cards |
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Program Communications including print for each of the
12 sales periods and period specific website updates were
provided to participants to educate and encourage continued
interest in the program |
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A portal specifically for the Excellence Card participants
was added to monitor their Excellence Card deposits and
transactions. Site included management-reporting sections
where managers could access a variety of information relating
to program performance, an exclusive online catalog for
participants to shop and travel program information |
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Communications |
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Debit
Card |
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Travel |
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Web
Reporting and Administration |
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Merchandise |
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Award Fulfillment |
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 |
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Program in its second year of implementation |
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Sales projections exceeded in year one - first time in
over 10 years |
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There is a higher level of Route Manager and Sales Manager
winners in each performance level for both Total Sales
and Buying Customers |
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Switch from award points to the Excellence Card has been
widely accepted. |
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Card and website are well utilized |
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Participant satisfaction survey results indicate an increase
in company pride when presenting the branded Visa at retail
outlets, excitement about the flexible award vehicle and
an overall revitalization in the perception of the incentive
programs offered by the client |
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85%
of participants surveyed believed the opportunity to earn
Performance Dollars on their Excellence Card motivated
them to increase their efforts |
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