Incentive Programs

EGR International was one of the first firms to position itself as an enterprise engagement agency to help organizations align all stakeholders around a common vision. It was also one of the first in the incentive field to diversify beyond face-to-face events and incentive programs into other forms of communications through its in-house creative agency BlackLab Media.... [ read more ]

This free webinar sponsored by VendorNeutral on Jan. 21 at 1 pm ET focuses on how to boost sales incentive program effectiveness. ... [ read more ]

One10 Marketing, a top-10 full-service performance improvement company, faced the pandemic by finding new ways to serve customers and leverage its people and expertise, says Richelle Taylor, Vice President Strategic Marketing. It is helping companies rapidly shift to new ways to engage, from moving travel incentives and meetings to merchandise and other rewards and virtual events; connecting to the hearts and minds of employees through enterprise engagement technology and effective communications and training, and by helping clients benefit from analytics to make better decisions.... [ read more ]

The new GRS rewards catalog uses artificial intelligence to display the brands and products most likely to appeal to program participants. ... [ read more ]

Richard Blabolil, a 20-year veteran of the incentive business, and CEO of 41-year-old Marketing Innovators, Rosemont, Ill., sees a new focus on program design and measurement that has the potential to upend the 120-year-old incentive industry. ... [ read more ]

This paper from the Incentive Research Foundation looks at the factors in incentive program design and implementation that can impact its success.... [ read more ]

This article defines integrated marketing and looks at the the importance of communication to program success.... [ read more ]

This article provides an overview of research from the Forum for People Performance Management and Measurement looking at the importance of communication between human resources and marketing.... [ read more ]

This article looks discusses the various types of resellers and the types of incentive programs that can be used to motivate resellers and looks at some of the factors that can influence the success of such programs.... [ read more ]

How can you make your distributor/reseller incentive program stand out to increase its chances of success? This article offers a number of suggestions.... [ read more ]

What makes a successful consumer incentive program? Here's a look at how to set goals, track results, and measure ROI.... [ read more ]

This article addresses the important issue of setting goals and objectives for your sales incentive plan.... [ read more ]

This study from the Forum for People Performance Management and Measurement seeks to understand the organizational drivers of employee satisfaction and employee engagement, and the downstream effects of these employee attitudes on customers and financial performance... [ read more ]

This article looks briefly at some of the important federal tax requirements that apply to incentive programs. ... [ read more ]

This research article identifies several characteristics driving employee engagement, including employee satisfaction, and identifies organizational communication as a key driver of employee satisfaction.... [ read more ]

According to this study, combining use of promotional products with other marketing media will improve overall results.... [ read more ]

This article takes a look at the Incentive Federation's 2007 U.S. Incentive Merchandise and Travel Marketplace Study.... [ read more ]

In today's economic environment, employers are struggling to find every advantage possible to thrive, grow or simply to stay in business. For most US based organizations payroll represents the largest expense. Advantages therefore, come first and foremost through better talent management.... [ read more ]

This document examines properties shared by Employee Lifetime Value and Customer Lifetime Value, which are explored in further detail in a 45-page research report entitled Employee Lifetime Value: Measuring the Long-Term Financial Contribution of Employees. ... [ read more ]

The old tools for reaching and building relationships with customers aren’t working as effectively anymore...... [ read more ]

Clear, creative, continuous. That formula guarantees enthusiasm for any program. And the Internet makes it easier than ever to make communications count.... [ read more ]

This article addresses the fundamental question of when to use cash or tangible awards in your incentive, performance, or recognition program. It summarizes research on the subject and outlines steps to be taken in this critical area of employee motivation.... [ read more ]

This feature article from Engagement Strategies Magazine looks at how AstraZeneca's internal and external engagement efforts have helped to make it one of Fortune Magazine's "Most Admired Companies."... [ read more ]

This article, based on research funded by the Promotional Products Association International, looks at how using promotional products to support customer communications efforts can improve engagement. ... [ read more ]

What's the role of rewards and recognition within the field of enterprise engagement? There is almost nothing more engaging than a carefully selected reward or gift well suited to the recipient and commensurate with his or her contribution, as a customer, channel partner, or employee.... [ read more ]

Without question, incentive programs need to generate loyalty – not only from senior management, but also from the customers they’re trying to entice. An effective program will excel for both management and customers when it is built with a foundation that provides a clear vision for success. Many established programs have been assembled using five critical building blocks that inspire brand loyalty among customers. Smart and successful companies know that all five components must be at the core of every loyalty program.To read the full report, click here... [ read more ]

A new report from the Incentive Research Foundation focuses on the use of teams and incentives in business and cites research to help identify the best strategy for different situations. ... [ read more ]

This new initiative by the Conference Board, one of the nation's most influential executive research and learning organizations, has begun to address the practical implementation of Stakeholder Capitalism for its C-suite executive members. ... [ read more ]

As can be seen in the ESM feature, The Perfect Company: Anatomy of an Ideal Practitioner of Stakeholder Capitalism Seen Through Its Human Capital Report, implementation requires strategic and systematic management to align the many tactics already used in organizations toward supporting common goals, values, and metrics. ... [ read more ]

Offering so many services to support the growing field of Human Capital Management and the discipline of Enterprise Engagement, the Enterprise Engagement Alliance at TheEEA.org can seem confusing to some. Here's a Q&A with Bruce Bolger, Founder of the Enterprise Engagement Alliance, to explain the Engagement Agency and how it fits into the overall goal of the Enterprise Engagement Alliance: to promote a strategic and systematic approach to people management across the enterprise to fulfill the "S" of Environmental, Social, Governance management principles, increasingly known as Stakeholder Capitalism. ... [ read more ]

Dorien Nunez, Founder of OMNIResearch Group and Eric Darrisaw Senior Consultant, suggest that Diversity, Equity, and Inclusion (DEI) should not be confused with Corporate Social Responsibility: DEI is a path to better financial performance, enhanced shareholder value and more enriching stakeholder experiences.... [ read more ]

The new Enterprise Engagement Alliance 2.0 education and Knowledge Management center aims to prepare executives and managers at every level in the principles of Enterprise Engagement to address the failure of traditional leadership programs to optimize the engagement of employees and other stakeholders. ... [ read more ]

Despite the enormous worldwide economic downturn, the field of engagement has an unprecedented opportunity. Suddenly every CEO is confronted with the long-overlooked fact that not only are people an organization's No. 1 asset, they are its only asset. For the first time, we can literally see that without customers, employees, distribution partners, suppliers and communities, all our real estate and equipment are valueless. ... [ read more ]

Kari Vrba, Chief Commercial Officer for Augeo, has been named Chair of the Incentive Research Foundation (IRF) Board of Trustees. The IRF at TheIRF.org is the leading research organization in the incentive, rewards, and recognition field. ... [ read more ]

Employee engagement requires a focus on creating better workplace cultures that respect the individuality of people that go beyond the role of traditional incentive and recognition programs. ... [ read more ]

The latest edition provides a comprehensive reference guide for anyone in charge of designing strategic or tactical engagement efforts at public, private, not-for-profit and governmental organizations. It demonstrates how to connect the dots between the organization’s brand, values and goals, the people necessary for goal achievement, and the tactics used to engage them and measure results. ... [ read more ]

This is the first in a three part series on ISO 10018 Quality People Management certification for organizations of any type and size, and for providers of engagement solutions and technologies. ... [ read more ]

Master a new systematic approach to achieving organizational goals through people from the organization that helped transform the quality of products made around the world. ... [ read more ]

Learn a Formal Framework to Profit From Engagement. Engagement Across the Enterprise – From the Why to the How.... [ read more ]

Baudville Brands, a leading recognition firm in Grand Rapids, MI, C.A. Short Company, an innovator in employee engagement based on Shelby, NC, and Divvy Engagement Solutions, the new name for a 25-year-old, full-service incentive company based in Pleasant Valley, NY, have become partners in the growing Engagement Agency network of engagement solution providers. ... [ read more ]

Engagement University & Expo, set for April 18-20, 2017 at the Fairmont Chicago, Millennium Park, will feature an intensive learning program on the framework and implementation process for Enterprise Engagement, including preparation for the Certified Engagement Practitioner program.... [ read more ]

Few people in academia better understand the convergence of analytics and Enterprise Engagement than Charles Scherbaum, Associate Professor of Psychology at Baruch College and a member of the doctoral faculty at the Graduate Center of the City University of New York. Scherbaum, an early contributor to the Enterprise Engagement Alliance curriculum on analytics... [ read more ]

Enterprise Engagement: The Roadmap, 3rd Edition has been completely updated with new information, illustrations and new chapters. Authored and edited by dozens of experts in general management, marketing, sales, data management, business and academia, the Textbook’s methodology has been endorsed by leading companies as a means of achieving both strategic and tactical organizational goals related to sales, marketing, human resources, vendor management, and community relations.... [ read more ]

A Conference and Expo dedicated to the many strategies and tactics of Enterprise Engagement and their impact on business is being launched by the Exhibit and Event Marketers Association (E2MA) and Enterprise Engagement Alliance. The event, Engagement World 2016, is designed to ... [ read more ]

The impact of well-designed incentive travel and other business travel– as compared to cash and merchandise incentives – appears to be increasing as both consumers and high performers seek tailored experiences over commodity goods aimed at the mass market. But extracting the greatest impact and ROI from investments in business travel requires more imagination and creativity than ever. Join experts from industry, Patty Pae and Sandra Daniel, along with the EEA’s Curriculum Chair, Allan Schweyer, as they discuss and demonstrate the practices, trends and innovations in better business and incentive travel design. ... [ read more ]

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Authored and edited by dozens of experts in general management, marketing, sales, data management, business and academia, Enterprise Engagement: The Textbook’s methodology has been endorsed by Ernst & Young and other top companies as a means of achieving both strategic and tactical organizational goals related to sales, marketing, human resources, vendor management and community relations. The newly-released textbook is available from the EEA Store at www.enterpriseengagementbook.com for $36, or you can purchase it online through Amazon.com. The first edition is 268 pages. Enterprise Engagement: The Textbook also provides formal preparation for the Enterprise Engagement Certification program. Preparation and general learning is also available at Engagement University Online. The textbook is updated regularly based on input generated through the online university. ... [ read more ]

Enterprise Engagement: The Textbook introduces a new path to business prosperity through a strategic focus on people. ... [ read more ]

The Site International Foundation has released a new White Paper, “Incentive Travel: The Smart Business Proposition,” as part of its Incentives Move Business series. The paper focuses on how well-designed incentive travel and motivational events can help companies achieve corporate business objectives and provide a measurable return on investment. “Motivational programs that fail are often the victim of poor program design in areas like rule structure, award selection, promotion and measurement,” notes Jane Schuldt, President of the Site International Foundation. “Understanding the objectives of a program, how they align with overall compensation and recognition, and defining what motivates participants are keys to a program’s success.” To download the “Incentives Move Business” White Papers, please visit siteglobal.com.... [ read more ]

A new study by the Incentive Research Foundation (IRF) confirms that the incentive gift card market is a vast, multi-billion-dollar industry. The 52% of U.S. businesses that currently use gift cards spend $22.7 billion a year in this category. Employee gift card programs are the clear favorite – over 60% of firms using gift cards name employees as recipients. Other key recipient groups include salespeople, channel partners and customers. The IRF, in partnership with the Incentive Gift Card Council (IGCC), collected and analyzed data from a national sample of business executives in an effort to estimate the size and spread of the gift card marketplace. Researchers found that a total of 59% of U.S. businesses use some type of non-cash award program, and 52% use gift cards to recognize and reward their employees, salespeople, channel partners or customers. This means that fully 87% of companies offering non-cash awards use gift cards as part of such programs. Other highlights from the study: Open- and closed-loop cards are used by far more businesses than restricted and virtual cards. Sixty-eight percent of the market uses open-loop cards, and 54% use closed-loop. Approximately 12% use restricted cards – a lower incidence than virtual cards, which 14% of businesses are now using. There are differences in how companies of various sizes source the gift cards for their programs. Large businesses are more likely to use a card provider that can deliver many different types of cards, while smaller businesses are more likely to go directly to retailers for their cards. Approximately one-third of U.S. businesses use both card providers and retailers, regardless of the size of the business. Most gift card buyers report that their future spending will either remain the same or increase, raising an expectation that this market category will continue to thrive and grow. “The economy over the past years has affected many things, but the research confirms that the use of gift cards in business is still very strong,” says Betty Weinkle, Past President of the IGCC. “We find that the convenience, variety and desirability of gift cards contribute to their ability to motivate, reward and recognize.” For more information on the IRF Gift Card Market Study, go to http://theirf.org/Gift-Card-Market-study.6094109.html ... [ read more ]

In the world of talent management, social networks have been used successfully in knowledge sharing, the identification of skills and construction of teams, in recruiting, onboarding and certainly learning. “Social Recognition,” which uses software to enable people to recognize one another, is a relatively new entrant in the pantheon of talent management technology. Yet it draws on practices from some of the world’s most popular internet applications. In connecting peers to peers, and in this case, employees to employees and employees to customers, partners, suppliers and others (the extended enterprise) it opens another dimension in recognition that has the potential to generate powerful cultural evolution within remarkably short timeframes. In others words, social recognition software can be transformative. It can fill a recognition gap quickly and it can extend recognition beyond the organization to help engage customers and other constituents.... [ read more ]

The only national Conference and Expo specifically designed to help incentive, recognition and engagement practitioners/providers elevate their role in Corporate America. ... [ read more ]

The Incentive Research Foundation has announced the creation of a professional development series for progressive practitioners of incentive and recognition programs and the providers whose advice and counsel support their thinking. The program, “Building Better Business Results through Incentives and Recognition,” will be introduced at the 2013 Rewards & Recognition Expo held in conjunction with the Recognition Professionals International Annual Conference, April 28-30, 2013 at the Hilton Riverside in New Orleans, and continue through the spring and summer of 2013. The educational series will provide five hours of education in five of the critical areas of incentive and recognition program development and execution: Business case development Communications planning and execution Award funding and selection Technology and diagnostics Overlaps with other strategic agendas within the organization (operations, marketing, etc.) Speakers will include IRF President Melissa Van Dyke, Chief Research Officer Rodger Stotz and Mike Ryan, SVP of Madison Performance Group. For more information, go to http://theirf.org/Education.6084727.html... [ read more ]

‘Repeat business or behavior can be bribed. Loyalty has to be earned’ - Janet Robinson While Ms. Robinson may have been referring to brand loyalty or product loyalty as opposed to customer loyalty programs in the above quote, her words illustrate a very important concept. Incentive programs don’t start with built-in loyalty and customer buy-in. Without question, incentive programs need to generate loyalty – not only from senior management, but also from the customers they’re trying to entice. An effective program will excel for both management and customers when it is built with a foundation that provides a clear vision for success. In fact, many established programs have been assembled using five critical building blocks that inspire brand loyalty among customers. ... [ read more ]

Towers Watson recently announced the release of Talent|REWARD v7, the newest version of the company’s software solution that helps organizations deliver comprehensive talent management and reward programs. The new version of Talent|REWARD v7 provides a broad range of capabilities for organizations looking to improve business results through better management of HR processes and their employees. The software lets organizations optimize and automate talent and reward programs, focusing on three key themes: • Usability. Personalized dashboards, one-click access to critical capabilities, and support for Internet Explorer, Chrome, Safari and Firefox allow users to leverage the technology and processes they are most comfortable with more efficiently. • Leverage. The latest release now includes support for both Towers Watson job-leveling methodologies -Career Map and Global Grading -enabling clients to leverage their investment in the company’s proprietary approach to global job leveling. • Speed. All users will benefit from a three- to fivefold increase in application responsiveness. This will help all managers and employees, as well as HR, realize the true value of an integrated talent management and reward solution. Info at www.towerswatson.com/press/5552 ... [ read more ]

Dittman Incentive Marketing, a national performance improvement and incentive marketing provider, has launched a new website highlighting leading corporate group travel incentives. “Our success over the years is deeply rooted in the belief that best-in-class incentive travel is the prime mover in the motivational universe,” says Jim Dittman, President of Dittman Incentive Marketing. “It moves minds and hearts into action that produces demonstrable ROI against ambitious goals.” Dittman Incentive Marketing partners with Fortune 500 corporations to design and deploy customized solutions that improve sales performance and employee engagement. By communicating corporate brand values and brand promise, corporate human resources, sales and marketing executives can leverage Dittman Incentive Marketing to enhance corporate culture for a more engaged workforce. Info at www.DittmanIncentiveTravel.com ... [ read more ]

Maritz recently announced the launch of Maritz Journeys, a new division providing personalized, one-of-a-kind travel itineraries geared toward incentive/reward trips and vacation planning for individuals and small groups. By tailoring the experience to the traveler’s interests and specifications – such as length of travel, destination, activities and budget – programs are designed from the bottom up to create a truly rewarding and memorable experience. The travel solutions range from incentive trips and experiential travel to destination celebrations and multi-generational family travel. Info at www.maritzjourneys.com/... [ read more ]

Recently, the Enterprise Engagement Alliance (EEA) performed a review of the past quarter-century of research into Rewards & Recognition. Among the main objectives of this review was to determine links between the use of Incentives and Engagement. Looking at evidence from more than forty studies, researchers found that incentive and reward programs can drive engagement if they are carefully and deliberately designed to do so. Read more >... [ read more ]

The EEA has announced a series of 1-hour webinars covering various aspects of its newly developed curriculum on Engagement. Each live session will be followed by a half-hour Q&A with presenters.

Nov. 16: Measurement
The EEA has also scheduled a series of webinars on The Science of Rewards & Recognition presented by EEA Chairman Allan Schweyer on the following dates: Dec 7, Jan 18, Feb 16 and March 15. Sponsored by Canon.
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A unique opportunity for rewards and recognition suppliers to meet with top incentive and recognition buyers in an intimate, relaxed environment, and to tap into the expanding recognition marketplace. Co-located with the Recognition Professionals International Annual Conference, April 29-May 2, 2012... [ read more ]

At the Recognition Professionals International (RPI) annual conference, recognition professionals from all industries, levels, and departments including human resources, benefits, compensation, and management from around the world will meet to network with peers and learn how to develop effective employee recognition systems based on best practices that enhance employee engagement and performance. ... [ read more ]

The Motivation Show includes the Incentive Travel and Meetings Executives Show (IT&ME) and the National Premium Incentive Show (NP/IS), with exhibitors representing the entire range of premium and incentive product and travel destination offerings. Educational sessions cover consumer premiums, employee incentive awards, incentive travel, employee recognition and performance improvement. ... [ read more ]

Marcus Evans, Inc., one of the world’s premier providers and promoters of global summits strategic conferences, professional training and business-to-business congresses, will introduce a formal curriculum on the emerging field of Enterprise Engagement in partnership with the Enterprise Engagement Alliance, a consortium of companies and associations supporting research, education and outreach that makes the connection between engaging people in business and long-term financial performance.... [ read more ]

Employee engagement is the great, untapped resource of most organizations. Yet only 25% of employees are truly engaged in their work. Why are all the others so reluctant to "get in the game"? WINNING WITH A CULTURE OF RECOGNITION: Recognition Strategies at the World's Most Admired Companies reveals the surprising answer: Most managers fail to formally recognize high performance and connect it with company culture. Salary and bonuses are only part of today's employment contract. To get everyone performing together, employers need to create a culture of appreciation, recognition, and reward. ... [ read more ]

Measurement is a key element in any performance improvement effort and particularly to the development of any incentive or recognition plan. The intent of this paper, published in October 2010, is twofold: First, it updates a performance measurement methodology originally published in 1992 called the “Master Measurement Model of Employee Performance”; second, it addresses how to measure the short and long-term impact and ROI of incentive and recognition plans. This paper is targeted primarily at professionals who design incentive and reward programs, whether they are organizational staff or external consultants, as well as for those that support and implement the programs, whether they conduct training, deliver the rewards and incentives themselves, or manage the programs. ... [ read more ]

Are there differences in how a computer manufacturer plans and implements an incentive program versus how a pharmaceutical company or new car dealer does? What about a commercial banking operation, insurance agency or a telecommunications company? Are there processes, types of incentives used, or other nuances that are unique to these markets? Which industries are more likely to develop their programs in-house, as opposed to securing an outside vendor? The Vertical Market Study attempts to answer these and other questions. It provides a full report on how the six specific industries planned and implemented incentive travel, motivational meetings and special events.... [ read more ]

This recently conducted analysis by The Incentive Research Foundation (IRF)of one company's long-standing use of travel awards as a motivational tool shows that such incentives have a clear, measurable and positive impact on corporate culture and employee performance, as well as a broader "ripple effect" on the economy of the region where an incentive travel program (ITP) is held.

Overall, the study concluded that the importance of these programs should not be undervalued; their impact and their value reach well beyond the typical event timeline. Earners of the incentive travel program are far from the only beneficiaries of the program. The sponsoring company, the destination and the suppliers all receive significant benefits as well.

The Incentive Research Foundation (IRF) surveyed industry professionals during the month of April 2010, asking them about incentive travel programs, merchandise/non-cash programs, and ROI/budget considerations. The most promising data show that respondents appear to be more optimistic about the current economic climate than they were in either the Summer or Fall of last year. When asked, "In your opinion, what impact will the economy have on your ability to plan and implement incentive travel programs?" 69% say it will have a positive impact vs. only 33% in the Fall of 2009 and just 24% in the Summer of 2009. Similarly, those who say the economy will have a positive impact on merchandise/non-cash incentive programs increased from 20% (Summer '09) and 26% (Fall '09) to 41% currently. Still, one-third of those surveyed predict that budgets for incentive travel will decrease this year, while 37% say they'll remain unchanged. Things were a little better on the merchandise/non-cash side, where only 22% expect a decline (down from 51%), while 40% predict an increase and 37% say they see no change in budgets. This indicates that although there's an uptick in optimism about the economy in general, it may not translate into more money for programs – at least not in the near term. ... [ read more ]

Given that the Incentive Research Foundation (IRF) is charged with advancing the science of incentives, it surveyed industry professionals to obtain their opinions about the more salient trends affecting the industry during 2009 and leading into 2010. The IRF asked these professionals questions on trends with regard to incentive travel programs, merchandise non-cash programs, and budget changes forecast for 2010. Findings indicate that the trends are stabilizing for each of the core issues since March 2009. However, the trends remain significantly lower than in 2008. Survey participants expect more domestic than international destinations, "slightly smaller" budgets, and shorter stays for incentive travel in 2010. A majority of participants also expected decreased award values on the merchandise side. ... [ read more ]

Subtitled "Linking Recognition to Improved Job Performance and Increased Business Value - The Current State and Future Needs," this study, cosponsored by the Human Capital Institute, the Forum for People Performance Management and Measurement, and the Incentive Research Foundation, synthesizes recent research by analyzing case studies of successful recognition programs and recommending further investigation into workplace recognition. Recognition's value is demonstrated by recent studies that show a high correlation between recognition and improved employee engagement, which in turn improves job performance and captures business value. It also finds that organizations that actively improve employee engagement through recognition financially outperform their competitors. ... [ read more ]

On October 12, 2010 in Chicago, the Incentive Research Foundation (IRF) will hold its first ever education day – “From Strive to Thrive: Critical Tools for Prospering in the New Incentive Economy” – in conjunction with The Motivation Show. The full-day workshop will summarize more than $2 million in research into four sessions that provide critical tools and key information for maintaining a successful business in 2011 and beyond.... [ read more ]

Engagement Event Returns $2 for Every Dollar Spent
The Enterprise Engagement Alliance (EEA) recently announced that research measuring the return on investment (ROI) of an annual meeting of healthcare insurance brokers that stressed training, relationship-building and networking opportunities found the sponsoring company enjoyed a return of almost $2 for every $1 invested in the program. Initial results reported in March revealed that the program had a profound impact on the way brokers thought and felt about the company, its products and its people. Parts 1 and 2 of the study, The 'ROI in Channel Partner' Conferences – A Case Study, can be downloaded here. ... [ read more ]

Learn and share insights with more than 18 Customer Experience, Care, Advocacy and Loyalty Leaders on the latest developments in the design of strategies and methodologies being deployed to determine the proper key performance indicators for customer satisfaction. Cost is $2,969.80, but you can save 10% by emailing Michelew@marcusevansch.com and mentioning the Enterprise Engagement Alliance.... [ read more ]

Hear from than 16 Employee Engagement and Internal Communications leaders on how to advance strategies and methodologies within employee communications in order to drive engagement and create awareness.... [ read more ]

Incentives have a clear, measurable and positive impact on employee performance and retention, according to the results of an Incentive Research Foundation study of one company’s long-standing use of incentive travel awards as a motivational tool. ... [ read more ]

Most leaders and organizations know the difference between a fully engaged worker and one that is marginally engaged or disengaged. The former brim with enthusiasm, they contribute ideas, are optimistic about the company and its future, are seldom absent from work, they typically stay with the organization longer and are among the organization’s most valuable ambassadors. Disengaged workers, on the other hand, are often absent (even when they are at work). They are disconnected and often pessimistic about change and new ideas. They have high rates of absenteeism and tend to negatively influence those around them, including potential customers and new hires. And the cost of disengagement to U.S. employers is estimated to be as much as $350 billion per year.... [ read more ]

Business executives from across the nation will gather for the 7th Annual Multicultural Marketing Summit in order to gain firsthand knowledge of how Hispanics, African Americans, and Asian Americans contribute to the increasingly diverse richness of the population. During the three-day conference, presenters will provide knowledge and insights on groundbreaking research, professional experiences, and techniques specific to ethnic marketing, media and distribution. ... [ read more ]

Following the recent passage of the Travel Promotion Act, the U.S. Travel Association (USTA) announced the creation of a new council that will build a proactive research, communications, government relations and promotion agenda for the meetings and incentives industry.... [ read more ]

Melcrum's annual Employee Engagement Conference highlights best practices at leading organizations on their journey to achieving a highly-engaged workforce and improved bottom-line results. Attendees will learn how to help their companies achieve performance goals by mobilizing their workforce around a new business strategy; building trust and confidence; and fostering a deeper understanding of your company culture and desired behaviors. ... [ read more ]

Loyalty Expo will include more interactive sessions and peer group discussion as hundreds of professionals will gather to learn best practices in customer, client, and employee cultivation, including reducing attrition, improving profitability and navigating through challenging economic times.... [ read more ]

A recent Pulse Survey by the Incentive Research Foundation offers several indications that 2010 could offer (slightly) better expectations for the incentive industry. ... [ read more ]

The Enterprise Engagement Alliance (EEA) and leading social software firm PollStream recently announced a partnership to promote and improve employee engagement best practices, focusing on the intelligent use of social software to increase employee engagement and earn discretionary effort. ... [ read more ]

Engagement doesn’t just happen, and in most organizations frontline management has a lot to do with the success - or failure - of an organization's engagement efforts. Recent research from the Gallup organization on employee disengagement ... [ read more ]

A common error that frontline managers sometimes make is to focus their performance improvement efforts on employees’ weaknesses, rather than focus on their strengths. But Gallup research shows that the worst thing managers can do is to ignore their employees altogether. According to Gallup researchers Brian Brim and Jim Asplund, “If your manager focuses on your strengths, your chances of being actively disengaged at work are only 1 in 100. If your manager ignores you, however, you are twice as likely to be actively disengaged than if your manager focuses on your weaknesses. Being overlooked, it seems, is more harmful to employees’ engagement than having to discuss their weaknesses with their manager.” This paper offers a summary of their research.... [ read more ]

To be successful in the evolving world marketplace, and even in their own workplace, leaders and managers must begin to understand their constituents’ state of mind, says Gallup’s chairman and CEO Jim Clifton, in this summary of recent Gallup research. Human decision making is more emotional than rational, the research suggests, and “State of mind is everything that matters to leadership: talent, innovation, entrepreneurship, creativity, optimism, determination, and all of the other things that create economic growth,” Clifton says. Successful leaders, he adds, will be those who can quantify those states of mind to better understand the emotions that cause behavior. “If you are making decisions without understanding what your constituency is thinking, you are making bad decisions,” he says. ... [ read more ]

The Business Marketing Association's 2010 Annual Conference will be themed "Engage!" and focus on innovative ways that corporate marketers are engaging employees, channel partners, customers and other demand drivers to improve customer experience and to generate rapid and profitable sales and brand growth in an improving economy.... [ read more ]

The IGCC’s revamped and streamlined website now provides a wide variety of research, resources, case studies, gift card incentive guidelines, and a searchable database of gift card providers.... [ read more ]

Recent research by the Hay Group suggests that while increasing employee engagement will certainly improve performance results, increasing employee engagement in tandem with employee enablement will result in even more significant performance improvements.... [ read more ]

This article explains the concept of zero-based people performance strategies and provides a list of performance improvement companies that can help to put such a strategy into effect.... [ read more ]

In this white paper, the authors show how people performance management takes familiar disciplines such as training and integrates them across functional lines to maximize results.... [ read more ]

This article looks at how organizations can maximize long-term financial performance through a strategic focus on their most valuable asset - human capital.... [ read more ]

This article looks at the benefits of using non-cash incentives versus cash incentives.... [ read more ]

This article discusses measurement tools and methodologies that can be used to determine the results of company incentive programs.... [ read more ]

This research article looks at best practices for achieving an ROI through integrated marketing.... [ read more ]

This paper from the Integrated Marketing Communications Department at Northwestern University takes a closer look at the six characteristics of highly effective internal marketing programs.... [ read more ]

This article looks at how motivational tools can be used to boost performance and build loyalty and engagement.... [ read more ]

Three are many reasons and many ways to motivate customers, salespeople, and employees. Here's an overview.... [ read more ]

This article looks at the ten key steps that are common to any internal or external incentive marketing strategy. ... [ read more ]

Here's a glossary of basic marketing and motivation terms.... [ read more ]

Here's a listing of the various types of suppliers available to meet a variety of incentive and motivational needs.... [ read more ]

Based on research from an Incentive Federation Survey of Motivation and Incentive Applications, this article looks at benefits of using brand name incentives and rewards in both internal and external marketing programs. It also looks at the most popular types of non-cash awards used in motivation and incentive applications.... [ read more ]

This brief article looks at the pros and cons of using group incentive travel as an incentive award.... [ read more ]

This article looks at the pros and cons of using individual travel awards in consumer, sales, channel partner, and employee incentive and recognition programs.... [ read more ]

Should you use promotional products as an internal or external marketing medium? This article looks at some of the pros and cons.... [ read more ]

This article lists the types of suppliers that can help corporate end-users put together an incentive program.... [ read more ]

This vertical research study focusing on the hospitality industry serves to introduce the Incentive Research Foundation's Motivational Index.... [ read more ]

This white paper looks at strategies for creating increased "trophy value" in incentive programs using gift cards.... [ read more ]

Does the type of reward matter? This study from the Forum for People Performance Management and Measurement suggests that awards need to align with organizational objectives.... [ read more ]

This study from the Forum for People Performance Management and Measurement examines how companies can boost engagement via internal marketing.... [ read more ]

This study from the Promotional Products Association International provides more evidence that use of promotional products can increase trade show booth traffic.... [ read more ]

A study by the Promotional Products Association International looks at how use of promotional products can help boost a company's or product's brand image.... [ read more ]

This item provides highlights of a study by the Promotional Products Association International on how use of promotional products can boost customer referrals.... [ read more ]

This article looks at a study by the Promotional Products Association International on using promotional products to build trade show booth traffic.... [ read more ]

Do trade show attendees really appreciate receiving promotional products at trade shows. This report on a PPAI survey says, "Yes they do."... [ read more ]

This article provides a look at the Incentive Federation's 2001 Study of the Incentive Merchandise and Travel Marketplace.... [ read more ]

This article summarizes the results of the Incentive Federation's 2003 Study of the Incentive Merchandise and Travel Marketplace.... [ read more ]

This study reviews the results of the Incentive Federation's 2005 study of Motivation and Incentive Applications.... [ read more ]

This article from the Forum for People Performance Management and Measurement presents a model for integrating and implementing a PPMM strategy.... [ read more ]

This article looks at the compelling research links financial results and customer satisfaction to engaged employees and channel partners.... [ read more ]

This article provides an overview of enterprise engagement - why it matters, the prerequisites of engagement, the tools, and the role of rewards and recognition.... [ read more ]

Kirk Kazanjian, author of Exceeding Customer Expectations, says it’s the little things that mean a lot when it comes to employee engagement... [ read more ]

This term is likely to become as pervasive in the business lexicon as Return on Investment in the coming years.... [ read more ]

This white paper, produced by the Incentive Performance Center (IPC), explores why incentive programs tend to thrive during times of economic stress.... [ read more ]

Breaking new ground, people performance management takes familiar disciplines and integrates them across functional lines to maximize results.... [ read more ]

What is enterprise engagement? This article provides a a definition and background, as well as an overview of the research supporting this important concept, which covers the importance of engaging employees, channel partners, and customers.... [ read more ]

Customer Care Institute (CCI) is an international organization serving customer care professionals. It focuses on issues found in the customer service, consumer affairs, telemarketing, and help-desk professions. With more than 7,000 members, CCI provides Customer Care assessments, Customer Care Manager and Customer Care Professional certification courses, Customer satisfaction measurement programs, front-line skills and management training, as well as many others.... [ read more ]

The Incentive Federation Inc. is the umbrella organization founded to promote, protect, and research the incentive field, encompassing recognition, promotional products, and related promotions. In addition to being the industry's primary lobbying entity, the Incentive Federation provides the infrastructure for industry-wide corporate outreach efforts spearheaded by the Incentive Performance Center, as well as for the research developed by the Forum for People Performance Management and Measurement at Northwestern University. Plus, the Incentive Federation commissions the industry's only benchmark studies on the use of incentives by U.S. organizations. All suppliers and customers in the incentive and promotion marketplace benefit from these initiatives.... [ read more ]

The Direct Marketing Association's annual "DM Days" conference and exposition includes sessions on Internet marketing basics, affiliate marketing, e-mail lists, e-mail marketing, and targeting on the Internet. It also offers roundtable discussions, workshops, and web usability labs to highlight new strategies and market trends. With more than 250 exhibiting companies, this is also a good networking opportunity.... [ read more ]

DMA2010 has it all — the latest technology, current research, renegade thinkers, industry giants, hundreds of educational sessions, thousands of your peers, and the world’s largest exhibition for direct and interactive marketers. DMA2010 will feature hundreds of educational sessions, roundtables, forums, and case studies led by the direct marketing community's best and brightest thought leaders. Plus, you'll meet thousands of people from around the globe in the world's largest marketing Exhibit Hall.... [ read more ]

Three days of sessions that address many issues related to incentives and reward practices. The conference attracts over 2,000 compensation, benefits, work-life and human resources professionals from all over the world, and is a great networking opportunity. An entire track of programs is devoted to rewards and recognition. Geared towards attracting, motivating, and retaining a workforce.... [ read more ]

Founded in 1962, the International Society for Performance Improvement (ISPI) is the leading international association dedicated to improving productivity and performance in the workplace. ISPI represents more than 10,000 international and chapter members throughout the United States, Canada, and 40 other countries. ISPI's mission is to develop and recognize the proficiency of our members and advocate the use of Human Performance Technology. Assembling an Annual Conference & Expo and other educational events like the Institute, publishing books and periodicals, and supporting research are some of the ways ISPI works toward achieving this mission. ... [ read more ]

Recognition Professionals International (RPI) is the new name of the National Association For Employee Recognition (NAER.) Recognition Professionals International (RPI) is the only professional association at the forefront of workforce recognition through its sole focus on recognition innovations and education as a systematic method for improvements in the workplace. RPI is endorsed by top authorities in the industry, has an impressive membership of Fortune 500 organizations and is the only association offering Certified Recognition Professional (CRP) courses.... [ read more ]

The Brand Activation Association has a broad focus on all the disciplines required to activate a brand's strategy, from creative strategies to measurement, on topics from omni-channel marketing to experiential marketing and social media. BAA builds on its membership knowledge base, spanning expertise in strategy through activation, and across all touch points.... [ read more ]

A key show in event marketing that attracts a diverse group of participants. Speakers are sponsorship industry leaders and marketing executives from major corporations. Educational sessions cater to the needs of the most inexperienced and the most advanced attendees.... [ read more ]

The Promotional Products Association International (PPAI) is the promotional product industry’s only international not-for-profit trade association. It offers education, trade shows, business products and services, mentoring, technology and legislative support to its more than 7,500 global member companies. Promotional products are an $18 billion industry, and include wearables, writing instruments, calendars, drinkware and many other items, usually imprinted with a company’s name, logo or message. Since its founding in 1903, PPAI has worked to expand the market, establish standards, enhance the professionalism of the industry and support the growth of member companies. ... [ read more ]

Hosted by the Promotion Marketing Association, Inc. (PMA) this event covers all aspects of integrated marketing and is a must for anybody trying to get to know the field. Brands from all over the world attend and provide their own unique feedback. Provides a means of networking with peers and learning new and innovative strategies from leading companies.... [ read more ]

The Marketing Agencies Association (MAA) provides members, primarily executives at promotion marketing agencies, with professional support, management development, research, and a forum for the exchange of ideas. The MAA website also provides a search function for marketers looking for a professional marketing agency.... [ read more ]

Incentive Gift Card Council (IGCC), is a strategic industry group within the Incentive Marketing Association. The IGCC educates the incentive marketplace and the corporate community on the benefits of gift cards, including choice, value and service, and other key attributes recipients say that they want their awards to have. ... [ read more ]

The Incentive Manufacturers & Representatives Alliance (IMRA), a branch of Incentive Marketing Association (IMA), represents factory-direct salespeople in the incentive business, along with manufacturers. IMRA publishes a handbook for suppliers, conducts an annual marketing conference, and offers a free directory of incentive representatives. As a member, you automatically become a member of the IMRA.... [ read more ]

Meeting Professionals International (MPI) the world's largest association of meeting planners, and meeting-industry suppliers, makes articles, books, and other research materials available through the MPI Resource Center. The resource center serves as a clearinghouse of information related to the meetings industry, and for a fee, depending on the nature of the research. MPI can offer information and articles on meeting planning companies, or rent lists of MPI members who provide professional meeting planning services. MPI publishes a monthly magazine, The Meeting Professional. MPI's publishing lineup also includes an annual membership directory that capsulizes late-breaking industry news. MPI has five special-interest groups, including one dedicated to sales and marketing. MPI maintains a "special interest group" for independent meeting planning companies. This group is currently the organization's fastest growing membership segment. MPI also publishes a monthly magazine, The Meeting Manager, which members receive free. MPI operates an online communications system, MPINet through CompuServe, which, as a networking and information resource for meeting planners and suppliers, allows meeting professionals to communicate with each other in a "private forum.” ... [ read more ]

EIBTM is the second largest incentive travel exhibition in the world. Although held in Europe, it is attended by many U.S. incentive travel buyers who use foreign destinations. Executives at major companies that use incentive travel might qualify for a special hosted buyer program that helps defray some of the travel costs. Attracting nearly 3,000 international suppliers and 6,000 other visitors, this event is a great networking opportunity for those in the incentive travel and meetings industry.... [ read more ]

This double event includes the IT&CMA (Incentive Travel & Conventions, Meetings Asia) meetings and incentive travel show, and CTW (Corporate Travel World) Asia-Pacific for corporate travel managers, travel agencies, and suppliers to meet and discuss the impact of global and regional issues on the development of business travel into and out of the region. It includes a hosted program for qualified incentive travel and meetings buyers and attracts more than 1,500 attendees from over 39 countries. There are educational session for both suppliers and buyers, and seminars which provide a great opportunity to network with industry professionals. The exposition includes companies involved in things like convention & exhibition venues, golf courses, and travel management.... [ read more ]

Founded in 1973, SITE is the only international, not-for-profit, professional association devoted to the pursuit of excellence in incentives, a multi-billion dollar global industry. Society of Incentive & Travel Executives (SITE) provides educational seminars and information services to those who design, develop, promote, sell, administer, and operate motivational programs as an incentive to increase productivity in business. Currently SITE has over 2,100 members in 87 countries, with 35 local and regional chapters. Members represent corporate executives, incentive companies, destination management companies, travel & event planners, official tourist organizations, transportation companies, hotels and resorts, cruise lines, trade publications, and supporting organizations such as restaurants and visitors attractions. ... [ read more ]

The International Conference of the Society of Incentive & Travel Executives (SITE) International Conference is a key event in the incentive travel industry. It includes educational and networking events that help incentive and travel professionals expand their business network by exploring trends and the strategies of their colleagues. This event attracts attendees from all over the world who bring their own diverse solutions to the table.... [ read more ]

IMEX is the essential worldwide exhibition for meetings and incentive travel. Every year, thousands of exhibitors from 150 countries represent national and regional tourist offices, major hotel groups, airlines, destination management companies, service providers, trade associations, and more. ... [ read more ]

International Special Events Society (ISES), founded in 1987 is a not-for-profit organization. It is the only international organization representing professionals in all disciplines of the special events industry. It sponsors an annual educational conference and offers an online information service, a fax on-demand service, and a membership directory. ISES strives to educate, advance and promote the special events industry and its network of professionals along with related industries.... [ read more ]

More than 1,500 companies exhibit, and corporate sales personnel from every major U.S. apparel manufacturer are on hand. Exhibitors represent every major category in the industry, from streetwear to sporting wear, to designer clothing. Runs concurrently with WWDMAGIC (for women), MAGIC Kids (for children), and Sourcing at MAGIC (the largest sourcing event in North America).... [ read more ]

AsiaPacific Incentives & Meetings Expo (AIME) is a must for anyone involved in organizing meetings, incentives, conferences, special events or exhibitions. AIME is the market leader, the premier event in the region and most comprehensive showcase of local product and services. Visiting AIME will help you to discover new destinations, new suppliers, new industry contacts and new, creative ideas for all types of event planning. With over 850 exhibitors from 50 countries, including 150 new exhibitors each year, AIME is the must attend event for those wishing to aim for more in their business pursuits.... [ read more ]

Held each year by the In-Store Marketing Instutute, the In-Store Marketing Expo focuses on designers and builders of displays but also includes some manufacturers, brokers, and promotion agencies. The exhibition includes nearly 200 suppliers each with their own marketing strategies. There is also a long list of seminars presented by industry experts with topics ranging from competing with private labels to accountability in retail media.... [ read more ]

PROMAX/BDA is a nonprofit, member-owned association of over 2,000 companies and individuals in 43 countries. Members are promotion and marketing professionals in the electronic media. The association's mission is to advance the role of electronic media in increasing the effectiveness of promotion and marketing within the industry, related industries, and the academic community. Membership includes a weekly promotion and marketing newsletter and Image Magazine, published once a year, which features members and their ideas about concepts and opportunities on building businesses in the promotion and marketing industries. Benefits of membership also include a member directory, and discounts on events and videotapes.... [ read more ]

The Conference Board is the world's preeminent business membership and research organization. Best known for the Consumer Confidence Index and the Leading Economic Indicators, The Conference Board has, for over 90 years, equipped the world's leading corporations with practical knowledge through issues-oriented research and senior executive peer-to-peer meetings.... [ read more ]

The Society for Human Resource Management (SHRM) is the world’s largest professional association devoted to human resource management. Our mission is to serve the needs of HR professionals by providing the most current and comprehensive resources, and to advance the profession by promoting HR’s essential, strategic role. Founded in 1948, SHRM represents more than 225,000 individual members in over 125 countries, and has a network of more than 575 affiliated chapters in the United States, as well as offices in China and India. ... [ read more ]

Complete volume that covers all the aspects of business to business direct marketing, from the fundamental and time-tested methods to the most modern techniques. The author offers detailed and practical advice companies of all sizes.... [ read more ]

The author spells out his formula for developing a loyalty-driven culture that empowers employees to strive to create customer loyalty, and he devotes a chapter to fostering teamwork. ... [ read more ]

Shows managers how to apply proven motivators to help any size firm energize the work force, increase its profits, and meet the challenges of today's competitive global economy. Presents the pros and cons of incentives as well as why and how they work and discusses in detail incentives for executives and workers and those used for marketing to consumers.... [ read more ]

The author describes recognition and group incentive plans, as well as types of awards and implementation. This book comes closer than most to addressing brass-tacks programs that managers at almost any level of an organization can implement.... [ read more ]

A comprehensive text on the incentive marketplace. The content is illustrated and includes numerous case studies that reveal the breadth and potential of the incentive marketplace.... [ read more ]

Provides a clear analysis of how successful companies turn partnering into a reality. The book breaks down and makes sense of the revolution that is taking place in supplier-customer relationships today. Offers new strategies on creating profitable relationships with customers.... [ read more ]

A booklet published by Incentive magazine that details how to structure incentive programs.... [ read more ]

Covers all aspects of creating, planning, and undertaking an incentive travel program and is essential for anyone who plans incentive travel for an agency or end user.... [ read more ]

Based on the Incentive Marketing Association's Principles Of Results-Based Incentive Program Design Seminar, this is the first formal curriculum ever developed for incentive program planning. The textbook includes sections on Incentive Program Basics for the Business Executive, Core Strategies for the Business Executive, Planning and Design Considerations for the Practitioner, and Implementation and Management Considerations for the Practitioner.... [ read more ]

Reviews 126 of the best recent sales promotion campaigns. Readers will develop a better understanding of what constitutes a successful promotion and of what a good promotion can—and can't—do. A straightforward book that is useful for readers with all levels of experience.... [ read more ]

A comprehensive handbook on advertising and sales promotion, covering strategic and tactical issues. Includes examples of creative advertising campaigns. The four parts of this textbook cover: Introduction to advertising and sales promotion, Communication strategy, Sales promotion strategy and Planning advertising and sales promotion.... [ read more ]

Explores how marketers must look beyond traditional media to communicate with consumers in the changing field of advertising and promotion. Describes the shift from conventional methods to implementation of an integrated marketing communications strategy and reviews the promotional tools available to help make the transition.... [ read more ]

The definitive advertising and promotion management text for students at the MBA level. Emphasizes corporate communications and business products/services in addition to the traditional focus on consumer packaged goods.... [ read more ]

This book details the challenges of promotional marketing through a chronological history starting in the 1950s. The last section looks to the future.... [ read more ]

Offers practical advice for managers on incentive methods such as cash and non-cash reward systems; incentive travel; events; recognition systems; and flexible benefits.... [ read more ]

Experienced marketers, especially senior managers, will benefit from the author's strategies for integrating direct mail, advertising, telemarketing, and field sales for maximum impact.... [ read more ]

The authors examine what they feel is the link between employee, customer, and investor loyalty and attempt to prove that traditional accounting practices do not show the "loyalty effect." They make a compelling case by applying other gauges to show the impact of loyalty on long-term organization performance.... [ read more ]

You won't find the secrets to motivating the middle 60 percent in this book, but you will find ample reasons why you should try. Drawing on their years of management consulting experience and academic research, the authors provide compelling evidence that profit and growth can be directly linked to both customer and employee satisfaction. They also provide a macro recipe for "capitalizing on the service profit chain," including management, marketing, operations, and measurement strategies.... [ read more ]

The authors argue for a new management philosophy that stresses five key values: innovation, improvement, incentives, information, and inclusion. While their plan requires long-term commitment from top management to introduce broad changes, the model makes sense. Their theme emphasizes creating organizations that are "environmentally friendly and more successful in terms of adding value for customers and society."... [ read more ]

Written for creative marketing professionals, this book covers the basics of turning copy and graphics into sales. Also contains useful production information.... [ read more ]

Professional marketers whose targets are other businesses should read this book. Bly explains how business-to-business marketing really is different.... [ read more ]

This book reveals the secrets of the seven key strategies and tactics of business-to-business direct marketing.... [ read more ]

This book examines why much of the current conventional wisdom is wrong and asks us to re-think the way managers link people with organizational performance. Pfeffer builds a powerful business case for managing people effectively--not just because it makes for good corporate policy, but because it results in outstanding performance and profits. ... [ read more ]

Drawing upon her work both as a psychologist specializing in management psychology and her 15 years as a consultant to the Fortune 500, Bardwick develops a bold new management paradigm for maximum employee productivity. She suggests ways to challenge employees where risk is at an ideal level, and creates a results-driven organization. Characteristics of successful organizations and management are examined in terms of achieving change through driving for measurable success and rewarding and punishing, thereby bringing about a results-driven mind-set requiring: urgency leadership, purpose, collaboration, selection, method, trust, and commitment.... [ read more ]

A comprehensive self-study course created for SITE by the MGI Management Institute. The 25-hour study program covers every aspect of program design.... [ read more ]

Outlines the steps involved with planning incentive campaigns for salespeople and other employees, dealers, and distributors.... [ read more ]

This book, which is based on a three-year study by the consulting firm Arthur Andersen, gives clear, plain-English guidance for helping your organization identify, create, and consolidate the valued assets it needs to vault high above the competition. It examines the gamut of these possible assets (physical, financial, employee-supplier, customer, and those intrinsic to the organization) and, to show them in action, provides plenty of fun, fact- and figure-filled miniprofiles of New Economy dynamos, from robustly reengineered old warhorses like IBM, Coke, Pepsi, and Sara Lee to brash, new digital-age brats: Dell, Compaq, Cisco, idealab!, and Starbucks.... [ read more ]

Describes all of the processes necessary for customer retention at both large and small businesses. This book comes closer than any other to addressing all the elements of the New Marketing spelled out in this article.A relevant guide for managers, retailers, educators and students, Aftermarketing is applicable to product and services, consumer and industrial markets, and both the profit and non-profit sectors.... [ read more ]

This book puts marketing on the most personal, one-to-one level by identifying the elements of friendship and relating them to business relations. Using dozens of real-life examples, the author shows how building relationships is the key to business development and personal fulfillment. It has little to do with technology, but everything to do with sales techniques.... [ read more ]

Multichannel Merchant is the authoritative source for catalog marketing intelligence. Since 1983, it has built a reputation for anticipating, reporting, and analyzing changes affecting the catalog business. ... [ read more ]

The DMNews franchise today includes the weekly print edition of DMNews, serving a BPA-audited circulation of 50,000 qualified recipients, along with this Web site, www.DMNews.com, and seven e-mail newsletters. These online editions collectively reach hundreds of thousands of readers per month. Over the years, DMNews has been highly successful in creating new print and online media products that reflect the new trends and technologies in marketing. The DMNews team of professional journalists, as well as contributions from key industry professionals, is uniquely suited to provide comprehensive coverage of the convergence of direct, database and online marketing and advertising.... [ read more ]

This publication reviews 3,000-4,000 pieces of direct mail each month and reports on the winners. Articles give detailed information on the most powerful and profitable techniques. Subscription includes three special reports on secrets of direct marketing ... [ read more ]

Potentials magazine is now officially a part of its sister publication, Incentive magazine. The new Potentials section within Incentive magazine speaks to incentive buyers and program planners, enabling them to grow their businesses and enhance performance by providing ideas and products that motivate. We offer the most comprehensive look at incentive awards in the industry as well as providing the most up-to-date information on how corporations are leveraging products to motivate employees and clients.... [ read more ]

PROMO Magazine provides insights into using promotion marketing as a strategic, measurable component of an overall marketing mix. PROMO editors take a "What Works and Why" approach to their coverage, informing readers about important trends, issues, news, and deals through corporate profiles, trend pieces, sector-specific departments, single-topic supplements, and exclusive research projects. ... [ read more ]

This service offers Promo magazine special reports by instant fax. Topics include promotion research, product sampling, mall marketing, in- and on-pack promotions.... [ read more ]

A publication for executives who want to build sales, stay ahead of the competition, keep up with technology, and market their companies to today's tough customers. Each issue has case studies, columns, and an international report. Topics range from motivation to sales training to automation. SMM also publishes the Survey of Buying Power, which uses U.S. Census data to track consumer buying patterns by county and metro area.... [ read more ]

Incentive is the only publication devoted exclusively to motivation and performance improvement through the use of incentive programs and consumer promotions. We are a FIRST-READ for executives looking to improve company performance and a FIRST-BUY for advertisers looking to reach the most qualified incentive buyer decision-makers. The Incentive advantage is a direct result of more than 100 years of industry experience coupled with the highest subscriber qualification standards in the industry. Incentive helps both advertisers and subscribers reach their goals.... [ read more ]

Innovations change and improve the status quo in small ways but this book explores what happens when they improve the status quo in a big way. The aurthors argue that sustained leadership comes from making creativity a broad, enterprise-wide cpapbility that is on all the time.... [ read more ]

This magazine is written for sales managers and salespeople. It features interviews and articles on selling trends and tactics. Includes sections on motivation, automation, and new product ideas. ... [ read more ]

Corporate Meetings & Incentives (CMI) is part of Prism Business Media's Meetings Group of magazines. It explores trends in meetings and incentives as they relate to companies successfully communicating with employees, dealers, distributors and customers.... [ read more ]

This publication targets marketers who promote trade shows and consumer shows. it covers planning, producing, and promoting trade shows and tracks industry trends.... [ read more ]

Since 1965, Meetings & Conventions magazine has been helping meeting and event planners in corporations, associations, incentive houses and independent planning companies excel at their jobs and effectively manage their careers. In our award-winning monthly print publication and here at M&C Online, we offer in-depth features, informative columns, destination insights, news analysis, original research and much more. And, our new, improved website offers additional tools: an articles archive, a powerful facility search engine, breaking news and other helpful features -- literally at your fingertips.... [ read more ]

This newsletter covers sponsorship trends, analyzes industry issues and categories, reports on sponsorship deals, and presents case studies. It also lists requests-for-proposals (RFPs) and positions available in the industry. ... [ read more ]

Corporate & Incentive Travel, published monthly since 1983, is edited for corporate meeting planners with the responsibility for staging and planning meetings, incentive travel programs, conferences and conventions. They are also responsible for site selection, specifying accommodations and transportation. Each issue provides in-depth editorial focus on selection of site, accommodations and transportation, current legislation, conference, seminar and training facilities, budget and cost controls, and destination reports. Special columns are written by key industry leaders. Department and regular features highlight industry news and developments, trends and personalities, meeting values, facilities and destinations. Circulation more than 40,000 ABC audited. ... [ read more ]

Brandscendence explores what makes certain brands prevail over others. According to author, Clark, there are three elements that are essential for brand endurence: revelence, context, and mutual benefit.Clark also outlines his formula for branding success and illustrates how it's applied by the world's most prominent brands. ... [ read more ]

Beyond the Brand provides an in depth look at the importance of certain customers in the marketplace. With case studies and practical step-by-step methods, readers learn how to engage customers in a dialog that can fuel real product and marketing innovation. Readers will learn how to develop a bottom-up strategy, hone intuition and find inspiration to drive innovation, find your company's center of gravity, and identify and find new ways to listen to the key voices in your marketplace.... [ read more ]

The authors explain the strategies and tactics that make customer equity management work. They outline customer equity's three core strategies: customer acquisition, customer retention, and add-on selling. With very detailed how-to chapters this book is good for any business person looking to strengthen the bond between them and their customers.... [ read more ]

The Branding Excellence Conference, sponsored by the American Strategic Management Institute (ASMI) aims to teach companies how to market their brands for the "customer of the future." If offers best practices in brand management, ROI, and customer loyalty for enhanced brand appeal and recognition. ... [ read more ]

Through the example to the Unixyx Corporation, Customers Mean Business, explores the attention and care customers need in order to keep buying from a company. With a helpful six stage process called "Customerize," this book is good for anyone looking to get on the cutting edge of customer service.... [ read more ]

The Promotion Marketing Association (PMA) seminar is taught several times a year at different locations. This is a well-rounded introduction taught by senior marketing executives and marketing law attorneys, with the focus primarily on consumer promotions. The conference is internationally acclaimed, and attracts a diverse group of attendees.... [ read more ]

Licensed products have a major role in premium programs. This show, sponsored by the International Licensing Industry Merchandiser's Association (LIMA), is the major event for the licensing industry, with exhibits and an education program covering all aspects of the industry.... [ read more ]

Best Practices shares how more than forty best-practices companies focus on their customers, create growth, reduce cost, and increase profts. It focuses on customers and how to involve them in everything from the design of products and services to marketing, selling, and product delivery. This book is good for managers in any business, in any industry.... [ read more ]

Compensating Your Sales Force provides the guidance required to custom-design a compensation package that meets all the particular objectives of your individual firm with emphasis on the bottom line. This book includes a new approach to balanced compensation, new IRS rules for business expenses and new techniques for territorial realignment. ... [ read more ]

Sales, Marketing, and Continuous Improvement, is a straightforward, example-filled guide that discusses the need to have sales and marketing as part of your improvement processes. With a step-by-step 6 phase guide, author, Stowell, offers practical guidance for avoiding common pitfalls. This book is good for anyone in a management position in any company, in any industry.... [ read more ]

Customer Loyalty explores the true meaning of customer loyalty and how to acheive it. Author, Griffin, outlines the seven stages of customer affinity and offers strategies for recognizing which fustomers have the potential to become a company's advocates. This book is helpful for business people in small or large product or service based companies.... [ read more ]

Love Thy Customer is a guide to communicating with your customers in a way that goes above and beyond mere "customer satisfaction." This book includes skills and strategies for quickly winning customers over, avoiding problems, preventing customer dissatisfaction, and much more. ... [ read more ]

Best Face Forward talks about obtaining success through employee motivation. This book reveals how to determine the optimal division of labor between people and machines, discover innovative ways to combine people and machines to mediate critical customer interactions, and more.... [ read more ]

The first formal curriculum ever developed for incentive program planning. This four-part curriculum and seminar course has been developed with the help of the Performance Improvement Council of the Incentive Marketing Association through a grant from the Advertising Specialty Institute. The textbook includes sections on Incentive Program Basics for the Business Executive; Core Strategies for the Business Executive; Planning and Design Considerations for the Practitioner; and Implementation and Management Considerations for the Practitioner.... [ read more ]

Light Their Fire discusses how employee communications is the key to delivering on solidifying customer relationships. This book will teach you how to identify the varying perspectives of different audiences, tailor your messages for maximum effectiveness, and much more.... [ read more ]

This white paper discusses the range of "zero-based performance improvement strategies" that can be developed with the help of full-service incentive and performance improvement companies. It also includes contact information on members of the Incentive Marketing Association's Performance Improvement Council, made up of a dozen organizations dedicated to offering companies solutions-based incentive and performance improvement programs.... [ read more ]

Presents an overview of the essential elements involved with performance improvement strategies. Breaking new ground, "people performance management" takes familiar disciplines and integrates them across functional lines to maximize results.... [ read more ]

A summary of research by the ISPI (International Society of Performance Improvement) on the impact of incentive programs and the essential implementation steps necessary for success. Shows how helpful incentive and motivation programs can be in terms of engaging employees and improving performance.... [ read more ]

A study designed to determine which aspects of selling respond to incentive travel and how that response can be measured. Researchers surveyed 1,800 subscribers of Meetings and Incentive Travel magazine and 3,000 members of the Canadian Automobile Dealers Association. To present an in-depth picture of incentive travel, and to provide a practical template for determining program ROI, the authors made a point of recording views of both the people who win the awards and those executives who allocate the money to fund them. ... [ read more ]

This paper introduces the discipline of "People Performance Management" as developed by the Forum for People Performance Management and Measurement, a unit of the Integrated Marketing Communications Department of the Medill School of Journalism at Northwestern University. People Performance Management refers to an integrated process designed to help firms maximize long-term financial performance through a strategic focus on their most valuable asset -- human capital.... [ read more ]

This paper discusses four psychological processes that can be categorized as items that directly affect the perceived value of an incentive or recognition award. In particular it looks at factors that increase the perceived value of earning the award because the awards are earned rather than purchased. ... [ read more ]

This paper summarizes two basic ROI measurement methodologies using case studies from companies that have implemented measurable sales incentive programs in the past, and offers insights into understanding the data requirements relative to these two methodologies. It explains that Post-Hoc Measurement is essentially the use of field experimentation using historical data, while Outcome-Based Measures considers such areas as accounts receivable and inventory levels that can be affected by sales improvements.... [ read more ]

This paper looks at the types and applications of gift cards and gift certificates and reviews the research that points to the efficacy of gift certificates and cards in achieving business results. Gift certificates and cards have been shown to increase sales, improve employee performance and build loyalty, foster teamwork, and create new markets, among others.... [ read more ]

Manage Globally, Sell Locally addresses the factors that make managing the account relationship different from territory management. It also offers tools to help the account manager measure success or position within the account. This book is best for organizations with an account-focused sales force.... [ read more ]

Improving economic conditions, an impending skilled labor shortage, and the proven link between low turnover and profitability are forcing organizations to take a new look at employee retention. This paper suggests that sound retention strategies can not only head off a future problem, they can save money and improve sales today.... [ read more ]

This report presents a series of cases involving companies that implemented sales incentive programs. It makes a case for the use of post-hoc or post-program measurement of ROI to demonstrate the impact of the programs on sales performance.... [ read more ]

A study on employee motivation and performance in the hospitality industry that looks at strategies for reducing employee turnover. ... [ read more ]

Reviews the economics and objectives of customer retention and argues that it’s easier and less costly to sell to existing customers than to new customers. The more customers you keep through active retention efforts, and the longer you keep them, the more profitable your company will be.... [ read more ]

Federal legislators in 2002 enacted the Sarbanes-Oxley Act (SOX), which was designed to improve the accountability of corporate managers to shareholders and to improve public confidence in publicly traded companies. This white paper is an outline of the potential impact of SOX on the use of performance improvement and incentive programs. ... [ read more ]

Gift cards have become an important corporate tool for reward and recognition. This paper looks at the growing use of gift cards and how to add to the "trophy value" of gift cards via communication, customization, and presentation.... [ read more ]

This white paper highlights four key areas that impact organizational adoption of integrated marketing and motivate employees to think about and cooperate with integrated marketing efforts beyond their functional silos.... [ read more ]

Customer Connections discusses information and knowledge management technologies to connect with customers in a new way. This new model fosters collaboration and playing the right role in supply and demand chain. This book is good for any salesperson.... [ read more ]

Business Week is one of the leading business news magazines in the U.S. and includes regular columns and reports on technology and the Internet, media, and global business. ... [ read more ]

An Official News Publication of the In-Store Marketing Institute Published 12 times a year, P-O-P Times serves the news and product information needs of buyers and users of in-store displays, signs and fixtures. Every month, it informs readers of the news, trends, and events that shape the use of P-O-P and the impact and effectiveness of in-store marketing. ... [ read more ]

Customer Relationship Management is the membership journal for the Society of Consumer Affairs Professionals (SOCAP). It features articles by SOCAP members and other experts on consumer affairs, customer service, customer loyalty, and customer relationship management.... [ read more ]

Harvard Business School Publishing (HBSP) was founded in 1994 as a not-for-profit, wholly-owned subsidiary of Harvard University. Its mission is to improve the practice of management in a changing world. HBSP does this by serving as a bridge between academia and enterprises around the globe through its publications and reach into three markets: academic, enterprise, and individual managers. ... [ read more ]

Emotional Branding discusses how to access, with intelligence and sensitivity, the true power behind human emotions. It shows how to bring a new level of credibility and personality to a brand by connecting with your consumer. ... [ read more ]

Engagement Strategies focuses on what's new, how-to, and where to find products and services related to incentives, motivational meetings, and performance improvement. Its affiliated Web site, the Sales Marketing Network at www.info-now.com, offers comprehensive how-to and reference information.... [ read more ]

SalesForceXP was launched in 2002 by a partnership of leading companies with a unique understanding of - and interest in - what it takes to methodically and measurably improve sales performance. These companies included leading suppliers of incentive awards, sales training programs, group incentive travel and performance improvement solutions...as well as the most knowledgeable publishing team in the industry. ... [ read more ]

The Annual Call Center Exhibition (ACCE) offers a variety of educational tracks and sessions presented in several different formats focusing on customer relationship management (CRM), call center management, and technology. The exhibit hall includes providers of a large range of solutions and services, including quality monitoring, information technology, and interactive voice recognition.... [ read more ]

This paper explores the different types of consumer, dealer, and aftermarket incentives used in the automotive industry. It also looks at how advertising agencies view incentives. It examines traditional incentive strategies and concludes with advice on program implementation.... [ read more ]

The Direct Marketing Association (DMA) Basics of Direct Marketing seminar will introduce marketers to all key issues of direct marketing, enabling them to develop skills and gain more knowledge about such vital topics as offers, creative, copywriting and research/testing. It will also provide tools and techniques, help nurture ideas, and teach the essientals of direct marketing.... [ read more ]

This study, conducted by Prof. Frank Mulhern and Patricia Whalen of Northwestern University, identified a significant gap between the view of human resources and employees on the role of employees on delivering customer satisfaction, but found that companies with a close link between human resources and marketing outperform companies that don't.... [ read more ]

This study, conducted by Frank Mulhern on behalf of the Promotion Marketing Association with the support of the Forum, identified key challenges facing organizations attempting to fully integrate external and internal marketing.... [ read more ]

This study analyzed attempts by a dozen diverse companies to integrate their external and internal marketing practices.... [ read more ]

This white paper delves into the mechanics of sales incentive programs, providing managers with useful information to design successful sales initiatives at their own companies and providing their corporate decision makers with hard evidence.... [ read more ]

This study, a follow up by Prof. James Oakley, identified key internal levers that affect employee satisfaction and, more importantly, the level of engagement.... [ read more ]

This study, by Prof. James Oakley of Ohio State University, found a clear link between employee engagement and customer satisfaction, and customer satisfaction and profitability.... [ read more ]

Section 274(j) of the Internal Revenue Code contains specific rules on the tax treatment of “employee achievement awards.” As a general rule, the employer cannot deduct employee achievement awards, unless they meet certain criteria.... [ read more ]

The federal income tax considerations for incentive programs are often overlooked. While it is difficult to give technical tax advice that would apply equally to all incentive programs, following certain general income tax principles can make an incentive program more successful and avoid unpleasant surprises.... [ read more ]

For last year’s Summit, a research study was conducted to assess the drivers of employee satisfaction and engagement and the downstream customer and financial implications of these important employee attitudes. This research identified several unique organizational characteristics driving employee engagement, including employee satisfaction, and identified organizational communication as a key driver of employee satisfaction.... [ read more ]

This study delves into the mechanics of sales incentive programs, providing managers with useful information to design successful sales initiatives at their own companies and providing their corporate decision makers with hard evidence. It found that properly structured programs can increase sales by at least 10 percent. ... [ read more ]

This study analyzed attempts by a dozen diverse companies to integrate their external and internal marketing practices.... [ read more ]

This study, conducted by Prof. Frank Mulhern and Patricia Whalen of Northwestern University, identified a significant gap between the view of human resources and employees on the role of employees on delivering customer satisfaction, but found that companies with a close link between human resources and marketing outperform companies that don't.... [ read more ]

Promotional products foster customer goodwill (positive attitudes and feelings) toward a company and its salespeople. This study, completed by Baylor University in 1992, involved a textbook publisher sending 4,000 educators either: (1) a pocket calculator plus a letter, (2) a lower-priced highlighter pen plus a letter, or (3) a letter only.... [ read more ]

Once again we see statistically how well promotional products can help market business, thanks to a 2004 study by L.J. Market Research.... [ read more ]

With the increase of postal rates over the past several years and dwindling advertising and promotional budgets, many companies are tempted to reduce or eliminate investments into pre-show mailings with promotional products in tradeshow settings. Is this a wise choice? The results of a 2004 study by Georgia Southern University indicates the answer is NO.... [ read more ]

An experiment conducted by Georgia Southern University shows that recipients of promotional products have a significantly more positive image of a company than consumers who do not receive promotional products.... [ read more ]

Marketers need not rely on their salespeople to elicit new leads for business. Existing customers are a gold mine for getting referrals—when they are asked! Through direct mail offers of promotional product incentives, marketers can leverage customer satisfaction and secure more valuable referrals. These findings are from a 2005 customer "referencing" study done by an advertising faculty at Louisiana State University and Glenrich Business Studies. *... [ read more ]

Promotional products can increase traffic to an exhibitor’s trade show booth. A 1991 study by Exhibit Surveys Inc., found that using promotional products can give you an advantage over other exhibitors for buyer attention.... [ read more ]

Just how effective are promotional products as giveaways at trade shows? A 2003 study by Georgia Southern University explores how promotional products impact recipient’s perceptions of the company, usefulness of the product and much more...... [ read more ]

In 1999, the Incentive Federation requested that the Center for Concept Development conduct focus groups with incentive users in the New York, Los Angeles, Dallas, Chicago, and Atlanta areas.... [ read more ]

The Incentive Federation Inc. has commissioned a survey involving current users of merchandise and travel items for motivational applications. The Center for Concept Development (CCD) was asked to analyze the data collected in this survey and to prepare this report on the survey findings.... [ read more ]

The Incentive Federation Inc. has commissioned a survey involving current users of merchandise and travel items for motivational applications. The Center for Concept Development (CCD) was asked to analyze the data collected in this survey and to prepare this report on the survey findings.... [ read more ]

The Incentive Research Foundation funds and promotes research to advance the science, enhance the awareness and appropriate application of motivation and incentives in business and industry globally. The goal is to increase the understanding, effective use and resultant benefits of incentives to businesses that currently use incentives and others interested in improved performance... [ read more ]

Founded in 1973, Society of Incentive and Travel Executives (SITE) is the only international, not-for-profit, professional association devoted to the pursuit of excellence in incentives, a multi-billion dollar global industry. SITE provides educational seminars and information services to those who design, develop, promote, sell, administer, and operate motivational programs as an incentive to increase productivity in business. Currently SITE has over 2,100 members in 87 countries, with 35 local and regional chapters. Members represent corporate executives, incentive companies, destination management companies, travel & event planners, official tourist organizations, transportation companies, hotels and resorts, cruise lines, trade publications, and supporting organizations such as restaurants and visitors attractions. ... [ read more ]

National City Bank’s Bravo! recognition program was designed to motivate 12,000 customer service representatives and customer service leaders to generate a 25% increase in referral volume.... [ read more ]

Pick-n-Pay, a South African supermarket chain with 265 stores, opted to rebuild its corporate image, emphasizing such tenets as respect, dignity, and freedom for all individuals. ... [ read 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. ... [ read more ]

In spite of Mountain Dew's strong market position, Pepsi-Cola wanted to build the brand's loyalty, attract new customers, and keep the growth rate above the industry average. To achieve those goals, the company developed the "Extreme Network" promotion, which offered a beeper in exchange for 10 Mountain Dew proofs of purchase, $29.99, and $5 for shipping and handling. The numeric pagers came with six months of free service. Total value: $125. ... [ read more ]

This book addresses basic management issues applicable to almost any organization and manager. It provides a simple approach summarized as "select, direct, evaluate, and reward," but is in no way short of details. It includes extensive information on every aspect of the process, including benefits of cash and noncash awards. ... [ read more ]

Described as a "crisp, fifty-minute" book, this concise, step-by-step approach to employee motivation. The authors focus on using "respect, recognition, and rewards" to achieve positive organizational results. In a concise, quickly readable format, they address the benefits to keeping employees and keeping them happy; creating a fun, enriching and "hard-to-leave" workfplace; understanding the impact of feeling valued at work, and tapping to employee desires for personal and professional growth. ... [ read more ]

The Performance Institute is the nation's leading authority on measurement and management methodologies for improving individual and organizational performance. The Performance Institute's mission is to identify, study and disseminate the leading strategic management and performance measurement practices pioneered by best-in-class organizations.Through national conferences, in-house training programs, consulting services and on-going research, The Performance Institute helps organizations access cutting-edge expertise in planning, implementing and evaluating business strategies to address their management challenges and improve organizational results.... [ read more ]

Based on the business practices and history of Enterprise Rent-a-Car, this book focuses on how the company has achieved financial results by creating happy customers, successful business partnerships, and an engaged and motivated workforce. It discusses the relationship between the company's employee satisfaction, retention, and profitability, and shows how Enterprise makes and reinforces those connections. ... [ read more ]

Yvette Widdicombe, vice president of distributor Jack Nadel, Inc. (UPIC: NADELINC) in Palo Alto, California wanted to pamper her employees with a unique gift. After much thought, she decided on lounge pants with an accompanying spa bag and shirt.... [ read more ]

IMA-CC, a branch of the Incentive Marketing Association (IMA), provides information services, publications, conferences and seminars, media representation, research, and public relations efforts to the Canadian corporate community to promote the use of incentives. IMA-CC’s primary goals are to build awareness within the corporate community on how to effectively use incentive programs to motivate employees and customer groups, with the ultimate goal of improving corporate performance.... [ read more ]

The Incentive Marketing Association (IMA) produces an annual Executive Summit attended by delegates from every supplier category in the incentive field. This conference, the largest event of its kind, includes educational and networking events that help incentive professionals expand their incentive program knowledge and marketing partner network. IMA’s Executive Summit is the premier annual conference that offers you the opportunity to network, benchmark and learn from your colleagues – professionals representing every segment of the incentive marketplace. ... [ read more ]

The Incentive Marketing Association (IMA) promotes the use of incentive programs as effective marketing and motivational tools. Membership includes manufacturers, representatives, distributors, incentive houses, gift certificate suppliers, and marketing agencies. IMA also holds annual education programs at trade shows as well as information services, publications, conferences and seminars, media representation, research, and public relations efforts to its members and to businesses to help them effectively use incentive programs to motivate employees and customers. IMA offers a complimentary listing of incentive product and service providers. IMA is also the umbrella organization for several Strategic Industry Groups, including the Global Incentive Council, IMA-Canada Council, Incentive Gift Card Council, Incentive Manufacturers and Representatives Alliance, Performance Improvement Council, and the Incentive Technology Council. ... [ read more ]

This site includes a broad array of information beneficial to those who approve, specify or purchase promotional products, including industry facts, case studies, education, powerful research and a seasonal calendar. The site also includes a search tool that will enable buyers to locate a promotional consultant in their area or request a speaker at a meeting or event.... [ read more ]

Many traditional forms of advertising and promotion are losing ground to newer media. This trend presents opportunities for the promotional products medium. However, very little research exists documenting the effectiveness of promotional products when compared to and combined with other traditional forms of advertising such as television and print.... [ read more ]

This program was intended to boost awareness and use of a new hospital birthing facility.... [ read more ]

Promotional giveaways themed to a new product are used at a trade show to boost traffic and generate leads.... [ read more ]

An unusual promotional mailer is used to attract client attention.... [ read more ]

This study, sponsored by the Incentive Research Foundation (IRF), looks at questioins that are rarely posed in relation to sales incentive programs: How do sales incentives affect procurement and cost of goods? Shipping? Cash flow? It suggests that developing an incentive program with a focus on sales growth alone, with no consideration for other business functions can produce 1) an adverse affect on cash flow, 2) a possible disruption in supplies, 3) extra shipping costs for ordered merchandise, and 4) a possible impact on customer quality. A "business process" approach, on the other hand, one that takes into account the impact on other business functions, "enables the planning and creation of the needed infrastructure and additional investments, where necessary, to support the results arising from the sales incentive program," the author says.... [ read more ]

While it is widely believed that employee attitudes and engagement directly influence customer experiences and customer spending behavior, there is little empirical evidence that has explicitly demonstrated this. This study, subtitled "An Empirical Analysis of the Relationship between Employee Attitudes, Customer Attitudes, and Customer Spending," combines results from an extensive survey of employees and customers at a hotel chain with the actual spending patterns of customers. Results show a direct, measurable relationship between the employee and customer perceptions of the hotel brand and customer spending behavior. ... [ read more ]

Determining the right mix of compensation, benefits, training, and rewards & recognition... [ read more ]

No doubt some people might dismiss Integrated Marketing as a passing fad, and who would view the burgeoning discipline of People Performance Management and Measurement (PPMM) as a buzz phrase or "flavor-of-the-month" marketing strategy.... [ read more ]

Compelling research links financial results and customer satisfaction to engaged employees and channel partners.... [ read more ]

With a foreword by Jay Leno, how could this not be a nice book? Coauthors Thaler and Koval submit their own success in the cutthroat world of advertising as evidence that nice girls can finish first while taking home more than a dozen Clio awards along the way. Following up their bestselling look at creating compelling marketing strategies—Bang!—they turn most truisms about business inside out, arguing that good deeds are returned, not punished.... [ read more ]

Salary, bonuses, benefits and "perks" may be the most visible elements of a rewards program, but other components are just as valuable to employees. This comprehensive book and CD-ROM package shows how nonfinancial rewards can be quantified and combined with monetary measures in a way that complements business objectives. The authors' eye-opening research on what employees value is backed up by examples from their own consulting experience. The book's step-by-step process features more than 100 practical tools for developing an "M3" rewards system based on money, mix, and message, and provides a blueprint for creating a custom-tailored rewards strategy to match an organization's specific goals. ... [ read more ]

Manufacturers are sometimes cautious about the use of their brands in special markets. Obviously they want to maintain their brand integrity and avoid any impact consumer sales channels. This white paper from the Incentive Marketing Association (IMA), however, suggests that with basic safeguards in place, special markets like the incentive industry are “a win for the supplier, a win for the company, and a win for the employee.”... [ read more ]

Maybe you're in sales...or marketing...or communications? Maybe you're a writer. Maybe you're even a CEO. Whatever your title, you're one of the hundreds of thousands of professionals who communicate for a living-and you're struggling to get your message heard in a noisy and crowded marketplace. Yes, you know what you want to say and who you want to reach. No, you don't have writer's block and you certainly know how to construct a sentence. So what's the problem? The audience you're writing for is going, going, gone... Today's consumer doesn't want to read anymore-they're already overwhelmed by overflowing e-mail, millions of Web pages, and 24/7 news proliferation. Your Attention, Please. is the new strategy guide for communicating to the reluctant consumer. It shows you who the new audience is, how to reach them, and how you must communicate differently-or risk losing mindshare and marketshare. ... [ read more ]

Business-to-Business Marketing Research is written by proven research powerhouses. Drawing upon their collective years of experience, the authors examine topics unique to B2B, equipping readers with the tools and the techniques for effective research. The book spotlights new techniques related to focus groups and in-depth interviews, as well as the impact of data mining and other computer and technology-driven types of research. an accompanying CD enables users to apply the tips and techniques to live data.... [ read more ]

Many traditional forms of advertising and promotion are losing ground to newer media. This trend presents opportunities for the promotional products medium. However, very little research exists documenting the effectiveness of promotional products when compared to and combined with other traditional forms of advertising such as television and print.... [ read more ]

Sovereign Bank realized that it needed to streamline its customer referral process and provide its almost 11,350 Team Members at nearly 750 community banking offices with a compelling reason to increase their referral activity.... [ read more ]

The Incentive Federation contracted with GfK, an international market research company, to develop and conduct a market sizing study of the U.S. marketplace for incentive travel and merchandise. Results showed that, overall, 34% of companies used either incentive travel or merchandise incentives in 2006, spending a total of $46.1 billion on incentive programs. Breaking down that total, the study finds that companies spent $13.4 billion on incentive travel and 32.7 billion on merchandise incentives. In addition, more than half of the study participants expect their future spending on incentive programs to increase.... [ read more ]

Basics is the internationally acclaimed two-day seminar designed to develop your skills in all aspects of promotion marketing, including promotion strategy, law and all tactical elements of promotion. Marketing professionals who are beginning a career in promotion or integrated marketing, switching careers to promotion or integrated marketing, and are ready for more responsibility, bigger challenges and greater achievement in all aspects of promotion marketing should defiantly attend this seminar. ... [ read more ]

Premium Incentive Products (PIP) is committed to providing readers with answers to their most pressing questions about developing incentive programs and using products to motivate their employees, salespeople, channel partners, and customers. A product-oriented publication featuring rich, on-target editorial, PIP covers new products, new program ideas for existing products, plus industry trends and best practices. Each issue instructs our readers on the ins and outs of creating, managing, and measuring their incentive programs. Premium Incentive Products performs a vital role for the premium incentive industry, its advertisers, and its readers. ... [ read 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.... [ read more ]

LJ Hooker Financial Services was established in December 2003 to provide a mortgage broking service to real estate vendors and customers. LJ Hooker had informal relationships with 5000 agents and associated staff in Australia and another 1200 in New Zealand. Across the industry, the relationship between mortgage brokers and their referral contacts was largely based on cash transactions and varied widely in terms of process and value. Cash offers were vulnerable to competitive offers and ad hoc and different cash commission structures meant working with multiple managers and administrators without the benefit of a cohesive strategy or transparent management overview. LJ Hooker required a more structured platform to deploy their strategy to align real estate and finance broking to maximum effect.... [ read more ]

Historically, incentive programs, unlike other sales and marketing strategies, have endured economic downturns. In fact, according to a review of past Incentive Federation and industry studies, the incentive industry managed to grow following the recessions that occurred in the late 1980s, after September 11, 2001, and during the downturn of the late 1990s, following the dot-com collapse. In fact, there is no evidence that the industry suffered serious declines following the recession in the late 1970s/early 1980s, and the industry continued to prosper even during the Great Depression when the industry’s trade magazine at the time, Premium Practice, was filled with advertising pages.... [ read more ]

Incentive Intelligence is a website/blog that offers opinions, commentary, and information about incentives, rewards, recognition, and influence. It is sponsored by consulting firm I2I. ... [ read more ]

The cost of employee disengagement to U.S. companies in terms of lost productivity, accidents, theft, and turnover is estimated to be as much as $350 billion per year. Disengaged workers are often absent (even when they are at work), disconnected, and often pessimistic about change and new ideas. They have high rates of absenteeism and tend to negatively influence those around them. Engaged workers, on the other hand, are significantly more productive, interact more positively with other employees and new hires, and are much more likely when they interact with customers to create relationships that generate loyalty and increased business. This white paper looks at the best measures available for building engagement among employees along with looking at the ROI for investing in those measures as a way for managers to demonstrate the economics of engagement to top executives.... [ read more ]

In today's economic environment, employers are struggling to find every advantage possible to thrive, grow or simply to stay in business. For most US based organizations payroll represents the largest expense. Advantages therefore, come first and foremost through better talent management.... [ read more ]

The Incentive Manufacturers and Representatives Alliance (IMRA), a strategic initiative group of the Incentive Marketing Association IMA, will hold its 40th annual IMRA Marketing Conference in Scottsdale, AZ, on March 7-10. This year’s event will offer networking, golf, and a smaller version of the Brand Pavilion. It will also include manufacturer sales meetings, education, break-out sessions, and networking business and social functions dedicated to advancing and improving the incentive marketplace. ... [ read more ]

Looking for great ideas for your incentive travel programs? Then don't miss the sixth-annual Las Vegas Incentive Marketplace, December 6-9, 2009, at Planet Hollywood Resort & Casino. Hosted program for qualified buyers includes airfare, hotel accommodations, all sponsored events, meetings with suppliers of your choice, and educational programs. ... [ read more ]

The economics of talent engagement are widely accepted, but the investment begins with how leaders engage their teams. When leaders shift their mindset from ROI to Return on Value, they energize innovation, collaboration, and discretionary effort. This webcast - scheduled for Tuesday, December 8, from 2 - 3 p.m. EST - focuses on the economic reasons to engage talent and goes beyond leaders who believe in ROI, to what leaders can do to create value from talent engagement. You'll learn examples of leaders and organizations that excel at engagement and gain insight to achieving high levels of engagement in your organization. Presenters include Rodger Stotz, chief research officer for the Incentive Research Foundation, and Jim Dittman, president of Dittman Incentive Marketing.... [ read more ]

The Promotion Marketing Association's digital marketing summit will look at innovations that are likely to spur consumer demand in the years to come. At Fast Forward 2001, PMA will be looking ahead for the killer digital innovations that will drive consumer demand in 2011. Clara Shih, author of "The Facebook Era: Tapping Online Social Networks to Build Better Products, Reach New Audiences, Sell More Stuff," will provide the keynote address. ... [ read more ]

Annual promotional products conference and expo will feature a new component focusing on promotional equipment. The theme that the Promotional Products Association International (PPAI) has planned for PPAI Expo 2010 at the Mandalay Bay Convention Center in Las Vegas, January 11-15, is “Find Your [X] Factor.” And one of the X factors for the show itself is a show within a show. PPAI will launch DECORATE: A Promotional Equipment Show at this year’s Expo. For the first time in PPAI show history, design equipment (screen printing, embroidery and digital machinery) will be allowed on the show floor as part of a new promotional equipment showcase, DECORATE. “As a new component of The PPAI Expo 2010, DECORATE is a show within a show, bringing the best in screen printing, embroidery and digital technology directly to the show floor,” said Darel Cook, PPAI director of expositions. “DECORATE promises to deliver incredible potential and incredible possibility for suppliers and distributors alike.” To register for the PPAI Expo 2010 online, visit www.theppaiexpo.org. For more information about PPAI or promotional products in general, visit the PPAI website at www.ppai.org.... [ read more ]

One of the prestige incentive industry events of the year aims to increase understanding and use of incentive merchandise and travel. The Incentive Research Foundation (IRF) will hold its 17th annual Incentive Invitational in Colorado Springs, Colorado, on May 19-23, 2010, at The Broadmoor. The event is known for bringing together top incentive buyers and corporate decision makers, along with incentive professionals from leading travel organizations around the world, for business networking events and educational seminars. The goal of the event is to increase the understanding, effective use and resultant benefits of incentives to businesses that currently use incentives and others interested in improved performance. ... [ read more ]

Are you looking for ways to drive employee engagement and internal culture to impact your bottom line? Then try the 3rd Annual Internal Branding & Employee Engagement conference, hosted by marcus evans and taking place February 22-23, 2010 in Miami, FL. Smart companies realize that their employees have a profound impact on the profitability of their business through customer centric service and loyalty to the organization. But to ensure that there is a return on Internal Branding strategies within your organization; collaboration is needed from the marketing, communications, and HR. This conference offers insights from American Airlines, Blue Cross - Blue Shield, Eddie Bauer, Google, and ING.... [ read more ]

The Human Capital Institute's 5th Annual National Human Capital Summit is where business meets talent strategy. It's a must-attend event for progressive talent leaders from the Fortune 1000, fast-growth SMB, academia, and government. Attendees will gain insight from innovative leaders and industry experts on the most effective strategies and programs that will engage even the most challenging workforce and drive top line growth and business results. ... [ read more ]

A former senior level marketing executive at companies such as Macy’s, Eastman Kodak and Bank of America, author Aubryn Thomas has learned why certain brands generate energized reactions from customers and how these brands remain profitable by out-thinking the competition instead of overspending. In "Customer Inspired Marketing," Thomas has created an 8-step plan for companies to follow in order to create a successful marketing/branding campaign. ... [ read more ]

Each year in the United States, organizations spend tens of billions of dollars on cash and non-cash rewards for consumer, distributor, sales and employee incentive programs –merchandise, gift cards, group and individual travel programs, time off, cash, etc. But few organizations invest the necessary time to understand which rewards should be used for which people to encourage what outcomes... [ read more ]

Many managers focus motivation programs on their top performers at the expense of the vast middle, where even a little improvement can have a significant effect. Here's how to structure performance-improvement efforts for maximum impact on the middle 60 percent of your organization. ... [ read more ]