Your SlideShare is downloading. ×
Affinion ABG vs. Membership contest
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×

Introducing the official SlideShare app

Stunning, full-screen experience for iPhone and Android

Text the download link to your phone

Standard text messaging rates apply

Affinion ABG vs. Membership contest

167
views

Published on

Published in: Business, Travel

0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
167
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
2
Comments
0
Likes
0
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. Best Incentive Contest July 28, 2010
  • 2. WESTERVILLE, OH
  • 3. Incentive Myths
    • Frontline sales force must be the target audience
    • Incentives should be used when there is a decline in performance or to solve a performance problem
    • Big ticket prizes bring bigger results
    • Elaborately designed contests are more fun
  • 4. INCENTIVES
  • 5. The Affinion Approach
    • Sales agents unaware of incentive – aimed at exempt staff of managers and directors
    • Designed to capitalize on the momentum from successful performance in previous months
  • 6.  
  • 7. The Affinion Approach
    • Sales agents unaware of incentive – aimed at exempt staff of managers and directors
    • Designed to capitalize on the momentum from successful performance in previous months
    • No financial reward offered
    • Ultra simple concept
  • 8.
    • ABG
    Membership VS.
  • 9. It all started with an email…
  • 10.
    • Team with the greatest improvement in April retention performance over March wins
    • Penalty for below goal QA scores
      • 0.1 percentage point deduction from the retention improvement for every half of a percentage point department QA is below 90%
    • The losing team gets a pie in the face – delivered by a member of the winning team
    Incentive Guidelines
  • 11.
    • GOALS
    • ABG 34%
    • MEMBERSHIP 27%
    MARCH 2011 ABG 40.0% MEMBERSHIP 27.7%
  • 12.  
  • 13. Incentive Support
  • 14.
    • GOALS
    • ABG 34%
    • MEMBERSHIP 27%
    MARCH 2011 ABG 40.0% MEMBERSHIP 27.7%
  • 15. March April Variance ABG 40.0% 38.2% -1.8 MEMBERSHIP 27.7% 29.0% +1.3 April Variance Penalty ABG 88.6% -1.4 -0.3 MEMBERSHIP 91.3% ---- ---- Ret. Var QA Penalty Total Variance ABG +1.8 -0.3 -2.1 MEMBERSHIP +1.3 ---- +1.3 FINAL RESULTS QUALITY PENALTY RETENTION
  • 16. $0.03 per FTE Cost
  • 17. Generated Revenue $82,692.66 * *REVENUE IS CALCULATED OVER 12 MONTH PERIOD
  • 18. Return On Investment 5633:1 :
  • 19. WINNERS Not-So-Much Winners
  • 20. VISITORS
  • 21.  
  • 22.  
  • 23.
    • Fresh incentive approach netted strong results
    • Focus on motivating leaders drives desired behaviors at all levels
    • Competitive spirit is a strong force
    • Variety of incentive types and targets necessary to be effective
    • Important to continue to motivate during successful times
    Conclusions