and incentive program global
The world’s largest computer chip manufacturer wanted to build on the success of their North American retail training and incentive program. The North American program had been in operation for six years and become such a success that the company’s other divisions around the world wanted to join the program and its successes. The North American program had become the standard in retail computer industry for training and rewarding retail sales reps. The program’s main focus was have to the retail sales rep knowledgeable on the company’s products, thus recommending them over their competitors. Retail sales reps would earn “chips” for successful completion of a variety of different tasks. These “chips” were then redeemable for various merchandise items from the program’s online program catalog. The program included a comprehensive website that was refreshed each month with new content, including online training modules, product updates, news articles, sales tools, reward catalog, sweepstakes and blog updates.
While it was great the other divisions around the world wanted to participate in the program, there were many challenges to overcome before anything could be implemented, including content translations in 20 languages, country specific promotions and awards and specific server requirements in several countries.
Motivation Technologies developed and facilitated the worldwide program rollout to over 100 countries in 20 different languages.
- Developed one main program login area that directs the retail sales reps to separate program websites for the company’s various geographical divisions, each with the ability to create custom content, awards catalogs and sweepstakes.
- Deployed various servers around the world to stream content in the most efficient way possible to the retail sales reps based on their country location.
- Monthly, work with 10 different translation agencies around the world to translate the North American content/training updates into 20 different languages.
- Developed proprietary software to upload translated content to the appropriate country program website in a timely fashion.
This program has achieved dramatic global success:
- Sales are up globally.
- Mystery Shopper scores at the various retails have improved.
- Several very large retailers are incorporating the program online training into their own company training.
- Company has established a “world wide” group to facilitate this program from a global standpoint.
- Program is already budgeted globally for all of 2012.
A major kitchen and bath manufacturer wanted to promote a new line, without cannibalizing its other existing lines. It wanted to directly reward its dealer sales reps for sales and product knowledge. However, it didn’t know who actually sold the product. All the manufacturer knew was how many units were shipped to a specific location. No data ever came back to the manufacturer stating which of the dealers’ sales reps actually sold the units. In order to gather this specific sales information, the manufacturer would have to design a program that would allow each sales rep to create their own individual account, so they could claim their own sales. In addition to having the sales reps claim individual sales, there had to be a way to verify/audit these sales.
Motivation Technologies developed and facilitated one online sales incentive and training program:
- Development of a program website which would allow the sales reps to enroll, claim their individual sales and redeem for awards.
- Website was set-up to allow sales reps to claim their individual sales online via an electronic Sales Claim Form. This form was completed online and the supporting backup sales documentation was attached and mailed into Program Headquarters for verification. Once verified, award points were deposited into the sales rep’s account. Sales Reps could see all the details of each sale in their personalized, online account.
- Eligible products were given various point allocations based on the importance of the product to the manufacture’s overall goals. Product point allocation and eligible products could easily be changed at any time during the program.
- Sales reps could earn additional points for successfully completing various online product knowledge quizzes throughout the program.
- Certain dealers would not allow individual sales reps to participate in the program due to their company policies. In order to get these dealers to participate, a company account was established for each of these dealers. Reps still made individual claims, however any award points earned would go into a corporate account.
- Monthly eblast were sent to all participants regarding program updates – new eligible products, products with bonus points, quiz information, etc.
This program was deemed a huge success by the manufacture:
- Sales of both existing and new products were up over previous year.
- First time manufacturer had ever attempted to track dealer sales to an individual level.
- Online sales claiming was easy and well received.
- Monthly eblast allowed manufacture to communicate directly with dealer sales forces.
- American Express incentive card was wildly successful.
- Individual sales rep data allowed for easy implementation of future sales incentives.
Please take a look at some samples of our work below. You can choose from Site Demos and Game Demos... just click the appropriate tab.
Note that several of our newest client sites are not included in list below. Feel free to request a personal demo by contacting us.
