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Affinion ABG vs. Membership contest
 

Affinion ABG vs. Membership contest

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    Affinion ABG vs. Membership contest Affinion ABG vs. Membership contest Presentation Transcript

    • Best Incentive Contest July 28, 2010
    • WESTERVILLE, OH
    • 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
    • INCENTIVES
    • 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
    •  
    • 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
      • ABG
      Membership VS.
    • It all started with an email…
      • 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
      • GOALS
      • ABG 34%
      • MEMBERSHIP 27%
      MARCH 2011 ABG 40.0% MEMBERSHIP 27.7%
    •  
    • Incentive Support
      • GOALS
      • ABG 34%
      • MEMBERSHIP 27%
      MARCH 2011 ABG 40.0% MEMBERSHIP 27.7%
    • 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
    • $0.03 per FTE Cost
    • Generated Revenue $82,692.66 * *REVENUE IS CALCULATED OVER 12 MONTH PERIOD
    • Return On Investment 5633:1 :
    • WINNERS Not-So-Much Winners
    • VISITORS
    •  
    •  
      • 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