Resource Library

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 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 ]

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 ]

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 ]

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 ]

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 ]

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 ]

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

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

The excursion took place on the Royal Pacific Canadian railway, which is comprised of five, three-engine vintage railway cars from the early 1900s. It was a six-day trip, starting at Calgary, Alberta, and going through the Canadian Rockies. The train has meeting rooms, dining car, suites for two, and high-speed Internet access. ... [ 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 ]

There’s a reason for the old adage: “You can’t manage what you don’t measure.” Anyone who has ever tried to run a business knows that’s true. But it is also true that you can’t manage what you measure only once each year. When it comes to employee and customer engagement, most of us collect information through annual surveys, analyze the results, share them in a high-level report and perhaps devote part of an executive meeting to discuss the implications. Like performance reviews, this is usually done once a year – if at all. ... [ 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 ]

As one of the world’s largest providers of information technology services and solutions, Modis delivers world class IT staffing services to Fortune 1000 and mid-market companies in the United States, Canada, the United Kingdom and continental Europe. Each year, Modis identifies and rewards top sales performers with the Circle of Excellence incentive trip. The key objective of the 2007 program was to recognize employees who met or exceeded their goals for 2007, while at the same time motivating them to reach even higher goals for 2008. To qualify, individual producers, individual producers had to generate a specific dollar amount in new gross profit dollars. Management set those individual qualifiers to significantly exceed their forecasted profit and growth goals for the year if achieved.... [ read more ]

Territory managers received product guides that highlighted the features and benefits of the Stainmaster Carpets. Participants qualified for four levels of awards based on sales performance, and were also registered for three different sweepstakes. Daily sweepstakes featured electronic items which reinforced the entertainment theme. Weekly sweepstakes featured the choice of unique travel and merchandise awards including a first-class trip to New York with Broadway tickets, a visit to the world-renowned Chicago House of Blues hotel and club, or for the less travel-inclined, a Wurlitzer Jukebox. ... [ read more ]

Mohawk Industries utilized the competitive excitement of the NASCAR racing season to capture the attention and loyalty of their 25,000 nationwide independent retail stores' sales force. The Mohawk Stainmaster Cup Series embraced the racecar theme to particularly appeal to their salespeople who, on average, generally have a strong affinity for sports, electronics, and outdoor activities. The choice of incentives, which included branded electronics, golf equipment, tools and outdoor items such as grills, lawnmowers, etc. keyed on these interests while sustaining the racing theme. The award mix included items that the real race enthusiast would appreciate such as binoculars, coolers, stadium seats, cameras, sunglasses, and a hand-held TV. ... [ read more ]

NASP is a non-profit organization with the sole purpose of becoming the #1 Resource for Sales Professionals. We look forward in helping each and every NASP member increase knowledge, growth and focus on their Sales careers. So please take advantage of our membership and certification opportunities. ... [ read more ]

A new book, The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results, provides a perspective on the current B2B selling environment that’s essential reading to anyone interested in sales force and customer engagement. We put this book in the "wow" category for ... [ read more ]

To promote the program, sustain excitement and drive results, a creative communications campaign was designed and implemented, related to mountain climbing. Although the heart of the product rested on a web-based reward platform, the promotion and communication to motivate the sales team was devised to touch the senses in various media, from dimensional premium items, to stimulating visual graphics, to auditory voice mails. ... [ read more ]

Fred Parker, CEO of Bluegrass Promotional Marketing (UPIC: BLUEGRAS) in Charlotte, North Carolina is a football fan—especially since his company has been named the preferred promotional marketing agency for the Carolina Panthers for the 2006 season.... [ read more ]

Close observers of the Stakeholder Capitalism movement will note that there is much talk, but little apparent action beyond public pronouncements and donations. ... [ 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 ]

POPAI is an international trade association for the marketing at-retail industry. Founded in 1936, POPAI celebrates its 70th anniversary with over 1,700 member companies representing Fortune 500 brand manufacturers and retailers, as well as, marketing at-retail producer companies and advertising agencies from over 45 countries from around the world. ... [ 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 ]