Case-studies

The program was introduced via an announcement featuring a scale model Harley-Davidson and a chamois cloth, imprinted with information about the "Sellutions" Web site and program rules. Copy invited participants to "Head out on the highway...the information highway," directing them to the Web site for full program details. more...

BMW Financial Services had experienced 6 years of success. Its biggest challenge for 2006 was to condense its programs into a unified Web portal for its dealers, sales managers, and sales representatives. The target group of sales professionals was predominantly male, between the ages of 30 and 45, and comprised of 1,458 individuals segmented into 66 distinct profiles, who were spread over 11 urban geographic locations. By creating a unique communications tool, BMW sought to make the BMW Financial Service “10 Series” web portal a daily working tool for its entire sales force and to make sales contest information easier to access and more efficient to provide. more...

To encourage current members to recruit new members, Meeting Professionals Internaltional used a construction-themed reward program with three travel awards as top prizes. more...

The "Capture Los Cabos" program clearly demonstrates that well-designed incentive programs deliver measurable return on investment. more...

A midweek program in late May at the Atlantis Resort in the Bahamas used the hotel's decor as inspiration and as the backdrop for recreating the myth of Atlantis. The Poseidon tale was carried out over two evenings, including a gala awards night themed "Night of Poseidon" and a beachfront feast-of-the gods party. more...

Salespeople earned points for policies they sold. They then turned points into 3, 5 or 7 night stays at any of Marriott's Vacation Clubs. Those who earned the highest points also received airfare. Winners could stay at any of Marriott Vacation Clubs' 51 resorts in 29 destinations, and there were no restrictions on travel dates. more...

Eight years ago, the $100 million candy company launched a biennial cruise incentive program, which has generated consistent sales increases and helped build a unified sales force. Each cruise is developed through a cooperative effort by Goelitz's sales management and marketing teams. The company's regional managers then introduce the programs and keep excitement building throughout the year. more...

The audience KitchenAid targeted for this promotion included sales associates at retail appliance stores and KitchenAid account managers. Choosing the right incentive to appeal to this diverse group was a challenge. To reinforce the Western theme of "rounding up" sales, the awards included a choice of Omaha Steaks and a variety of "leather" products--shoes, luggage, briefcases, watches with leather bands, coats, etc. more...

This promotion aimed to internal cooperation and support of company sales efforts. more...

To recruit new members, Meeting Professionals International built a tiered incentive plan that included gifts and travel. more...

Relying heavily on advertising revenue and contracts to maintain programming excellence, Viacom knew they needed a special program to combat diminishing business due to the soft economy and failing technology sector. Utilizing the concept of “Themed Time Travel,” Incentive Travel created a program for Viacom that built business with its top advertisers while creating a "once in a lifetime" travel experience even among a well- traveled audience. more...

Managed by Synchro since 2002, the Toyota Sales Society 2007 program encompassed all customer-facing Vehicle Sales and AfterSales (accessories, parts, service) staff in TMC Australia’s 224 dealerships. This includes 3,539 retail and fleet sales managers, retail and fleet sales consultants, parts managers, parts sales representatives, parts interpreters, service managers, service advisors; and used vehicle managers from every state in Australia. more...

Every year, Diebold’s world wide sales staff and manufacturers’ representatives are assigned annual sales objectives. Those who meet their sales goals automatically qualify for the Master’s Circle. The top 10% of those who earn Master’s Circle status gain admission into the elite Circle of Excellence. more...

Shaw Industries stimulated excitement about its floor covering products among 30,000 independent retail sales representatives located in 10,000 showrooms through its "Win Shaw's Money $1,000,000 Sweepstakes." more...

Since qualifiers could not visit all the famous Finnish sites, locales came to them. Experiences Unlimited built a Lapland village and constructed a kota, a Lapland tepee, for the group's dinner in a spruce forest. Sleds with wheels were assembled to provide traditional dogsled transportation minus the snow. A mystical shamanic dance and a multimedia aurora borealis show completed the evening's activities. more...

Unum Corp. hosts its Chairman's Conference every two years to recognize the top 5-10% of the sales force from its seven companies. Program qualifications place heavy emphasis on collaborative sales involving more than one company's products. Sales results for this promotion were spectacular: collaborative sales were up more than 200%, and overall sales increased 15%. more...

In addition to the company's own sales staff, the program was aimed at 14 manufacturer rep organizations, 3 major distributors, and their respective sales forces, which numbered several hundred people. The program also included almost 3,000 sales staff from computer dealers, remarketers, resellers, retailers, and catalog companies. more...

To capture the attention of LifeUSA agents, awards had to be of high value, innovative, and flexible. The agents, primarily males in their mid-30's and up, are attracted to the latest gadgets and electronics. Also, awards had to appeal to novice agents as well as top producers. more...

The program was introduced via an announcement featuring a scale model Harley-Davidson and a chamois cloth, imprinted with information about the "Sellutions" Web site and program rules. Copy invited participants to "Head out on the highway...the information highway," directing them to the Web site for full program details. more...

With the Big Island of Hawaii as its incentive destination, the "Spirit of the Seasons...Discovery" promotion focused on four elements: a bird of paradise; wind and water; a snow-capped mountain; and a spewing volcano. Four brochures—one relating to each of the elements—were created, using stylized images. A dramatic mailing box was created to increase interest. A videotape announcing the destination, along with the brochures, fit inside the box, which was sent to participants' homes to generate interest among family members. more...

BMW Financial Services had experienced 6 years of success. Its biggest challenge for 2006 was to condense its programs into a unified Web portal for its dealers, sales managers, and sales representatives. The target group of sales professionals was predominantly male, between the ages of 30 and 45, and comprised of 1,458 individuals segmented into 66 distinct profiles, who were spread over 11 urban geographic locations. By creating a unique communications tool, BMW sought to make the BMW Financial Service “10 Series” web portal a daily working tool for its entire sales force and to make sales contest information easier to access and more efficient to provide. more...

To encourage current members to recruit new members, Meeting Professionals Internaltional used a construction-themed reward program with three travel awards as top prizes. more...

The "Capture Los Cabos" program clearly demonstrates that well-designed incentive programs deliver measurable return on investment. more...

The promotion, known as "Home Delivery," featured CDs sent to every salesperson's home, using a mailing list created by visiting 1,000 retail locations. CDs included music videos, movie trailers, animation, and key Packard Bell messages. Each CD was packaged to resemble home-delivered, take-out food containers. A pizza-themed CD was mailed in June, followed by a chicken bucket in September and a Chinese take-out in November. more...

A midweek program in late May at the Atlantis Resort in the Bahamas used the hotel's decor as inspiration and as the backdrop for recreating the myth of Atlantis. The Poseidon tale was carried out over two evenings, including a gala awards night themed "Night of Poseidon" and a beachfront feast-of-the gods party. more...