Resource Library - Case Studies

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

To assure the program’s success, Dow developed a comprehensive communications plan to raise awareness of Recognition@Dow, increase participation, boost performance, and most importantly, help to build an appreciation culture. The majority of the launch activities focused on generating content and communicating program messages through existing communications channels such as the Dow Intranet, corporate newsletter and HR website. In addition, training workshops were developed for leaders (managers) to generate program awareness and encourage participation ... [ read more ]

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

The Rome MMIV program marked the first time dealers were able to access status statements online, so quarterly printed statements were mailed to each dealer to reinforce the online statements. To help the dealers stay focused on their year-end goal, benchmark goals were established for January, April, and July. Waterford crystal awards with Romanstyle etching border designs were selected to mark these achievements. Multiple communications touch points and ongoing performance feedback kept the John Deere dealers engaged throughout the campaign.... [ read more ]

The "BB&T Birthday Bash Deposit Campaign," a two-month contest using merchandise and travel premiums, was designed to motivate 7,000 Branch Banking & Trust employees to achieve record sales in celebration of the company's milestone anniversary.... [ read more ]

SSL’s goal was to plan a trip that would shatter people’s preconceptions and remain in their clients’ conversations for a long time to come. They wanted a destination that included pristine nature, unique archaeology and local culture, history, traditions, motivating and energetic places and extremely friendly people as well as comfort and relaxation. Peru was chosen as the “high impact destination” and Condor Travel was chosen as the destination management company. ... [ read more ]

In-store displays and other promotional items are used to promote retail book sales.... [ read more ]

This business-to-business promotion was intended to pick up new accounts.... [ read more ]

The Braun Rewards program gave dealers a “winning edge” to be better prepared to assist their customers and increase their sales of Braun products.... [ read more ]

The Braun Corporation, a manufacturer of vehicle wheel chair lifts, leveraged their involvement as a Bush series NASCAR sponsor to create an exciting incentive program for their US based dealer network. In addition to increasing sales, The Braun Rewards, The Winning Edge program was designed to increase dealer knowledge of Braun’s specialized products and to create a “programmed learning environment” that facilitated dealer training and education. ... [ read more ]

The new program needed to capture audience interest with easy-to-understand rules and desirable awards that targeted the needs of various demographic groups. With personalization and flexibility key success factors, the main reward option, American Express PersonaSelect debit cards fit the bill. Winners were able to redeem awards of their choosing within a range of businesses selected by Saab. The communications campaign used graphics to stimulate winners’ imaginations of awards ranging from golf clubs and electronics to jewelry or cooking gear. ... [ 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 ]

Worldspan International, a Swiss incentive house, was given the assignment of providing a first-class travel award that overcame cultural and language barriers, time and budgetary restraints, and featured no more than a four-night stay in an exotic destination. The site: Cape Town, South Africa. ... [ 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 ]

West Valley Nuclear Services Company, part of Washington Group International, manages and operates the WVDP. The Waste Minimization and Pollution Prevention Program is an integral part of the effort to educate and encourage employees to both minimize waste and prevent pollution, to protect the environment on a local and global scale, and for providing reports, both at the federal and state levels, on the amount of waste generated and minimized. In November 1999, the Secretary of the Department of Energy issued several national goals for all Department of Energy sites, including the reduction of all types of waste streams (radioactive, hazardous, industrial, and sanitary) through the 3R philosophy of reduce, reuse, and recycle, as well as conserving energy and buying recycled products. ... [ read more ]

USMotivation teamed up with Diebold to develop and implement the 2001 Master’s Circle program, Tierra de los Conquistadores (Land of the Conquistadors), a destination-based theme that would build on the Windows to the World umbrella theme for the program. Motivating performance with travel to Puerto Rico, a repeat destination for Diebold, required additional creativity and branding to keep the interest and attention of its team throughout the year. ... [ read more ]

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

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

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

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

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

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

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

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

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