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| Case Studies |
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Our clients have
utilized the applications and services provided by CORE
Rewards in many diverse ways. Whether it is running
traditional incentive and rewards programs or specialized
programs to capture information or activity particular to an
industry, CORE Rewards has the experience to meet your needs.
Our applications have been built with flexiblity in mind
so they can easily conform to your goals
and structure. Our people have years of experience in many
industries so they can quickly evaluate your expectations and design incentive programs to meet
your needs.
The following
brief case studies provide a quick overview of some of
our non-standard programs and services and how we met the
needs of our clients. To find
out more on how we can help you with your incentive and rewards programs,
please contact us.
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| Wholesale and Dealer
Distribution |
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Client Challenge:
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Increase market share and overall sales in the electrical
products market in a declining sales environment. Capture the loyalty of
participants, thus increasing repeat business. Reduce the administrative burden
of promotion management.
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| Client Objective:
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Target wholesalers and dealers by rewarding against volume
performance. Put in place an annual mechanism where dealers can earn rewards
for themselves OR use their rewards balances to sponsor local promotion (co-op
budget).
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| Client Incentive Program History: |
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Client previously ran quarterly promotions resulting in 1 of 10
participants receiving a reward. Promotions were not linked to other promotions
(i.e. no reward aggregation).
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| Rewards Solution:
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Introduced a simple points banking system and fulfillment center
that provided a wide variety of rewards along with real-time tracking of what
was earned, why and when. Divide the participant group up into regional
sub-sections to allow for greater reporting in the field while protecting the
integrity and liability of the overall program. Instituted a new standard of
promotion value aggregation (i.e. points from past promotions add up to provide
greater buying power for the participant).
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| Rewards Results:
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Increased overall sales performance by more than 35% in first
year.
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Sustained an increase of more than 30% in the subsequent year.
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Delivered under the $700K annual budget.
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Program cost was based on 1-3% of sales in rewarded points.
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| Internet Service Provider
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| Client Challenge: |
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Effectively change behavior in in-bound sales, out-bound sales,
and in-bound support teams to maximize profitability within call center
environments for an industry leading ISP.
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| Client Objective:
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Focus attention around profitable attributes such as reduced
call times, increased call frequency, over-all increase in sales volume,
increased acquisition of new customers and improved retention of high
performers.
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| Client Incentive Program History: |
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Client described previous strategy as "maverick spiffs". Each
regional team manager determined what behaviors to reward and the value of that
reward. Most were built on quarterly or monthly payout model.
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| Rewards Solution:
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Identified behaviors which lead to profit and assigned value per
executed behavior. Rewarded participants for successfully executing the
predefined behaviors in two different ways. First, participants received a
monthly reward based on a percentage of the overall sales volume. Second,
certain seasonal behaviors were rewarded in "bonus" ways (i.e. quarterly
sweepstakes with fewer opportunities to win and bigger reward options).
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| Rewards Results:
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Increased sale volumes more than 13%.
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Reduced call times by more than 20%.
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Increased participant capacity for calls by more than 20%.
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Reduced attrition of high performers.
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Delivered under $150K annual budget.
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Program cost was based on 3-5% of annual compensation in
rewarded points
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| Automotive Financing
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| Client Challenge:
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Effectively compete for the financing business in car
dealerships across the US. Secondarily, empower more than 150+ field operatives
with real time program performance data.
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| Client Objective:
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Deliver a turn-key rewards solution for sales people responsible
for closing finance business. Provide dynamic, on-line reporting tool for use
by 150+ field people (available 24/7 in real time).
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| Client Incentive
Program History:
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Quarterly promotion strategy. Rewarded gift certificates and
"experience" rewards to small percentage of top performers. Typically rewarded
the same people each time (i.e. rarely developed more top performers).
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| Rewards Solution:
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Introduced a simple points banking system and fulfillment center
that provided a wide variety of products along with clear tracking of what was
earned, why and when. An on-line reporting tool was created for the field ops.
This reporting tool allowed for filtering data based on date, performance,
point of sale, amount and location parameters.
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| Rewards Results:
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Increased submissions on average by more than 12%.
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Increased overall sales volume by more than 15%.
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Reduced reporting and communications burden to 1/10 of the
original effort
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(20 hours a month to 2 hours a month).
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Delivered under annual $65K budget.
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Program cost was based on 1-3% of sales in rewarded points.
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