Company: SAMCOR (Ford Motor Co.)

Programs: Travel

Program Types: Dealer

Program Details: To assist dealers in meeting goals, Ford implemented a multipronged strategy that included launching new models, realigning prices for key models, increasing management support, re-evaluating advertising and promotion, and introducing "The Chairman's Challenge" incentive campaign. The promotion featured a variety of successful motivation techniques, including development of reasonable goals, frequent communication, individualized feedback to qualifiers, involvement of spouses, and program fine-tuning.

Objective: "The Chairman's Challenge" was designed to encourage Ford Motor Co.'s South African dealers to achieve at least a 10% market share during a difficult time for the country's motor industry. Specifically, the company wanted SAMCOR's growth to range from 6.2-10.6% (dealers and fleet); dealer targets were set for a 7.6-11.4% percent increase.

Supplier: Travel Awards Ltd.

Results: Executed by Travel Awards Ltd. in conjunction with Achievement Awards, the program rewarded the country's top 40 dealer principals and their guests with travel to Detroit and New Orleans. In Detroit, qualifiers enjoyed a gala awards dinner hosted by Ford chairman Alex Trotman at a vintage auto museum. In New Orleans, guests were treated to a scaled-down Mardi Gras staged just for their group