To Meet or Not To Meet Presented by: Mike Sengstock Vice President Sales & Marketing Clark National Todd Hanson, IP, CRP President and Founder Catalyst Performance Group, Inc.

Presented by:

Mike Sengstock

Vice President Sales & Marketing

Clark National

Todd Hanson, IP, CRP

President and Founder

Catalyst Performance Group, Inc.

Session Objectives This session answers the why’s and how’s of effective strategic design and illustrates the power of credible results measurement for meetings, events and incentives. Learn to use an approach that is effective with stockholders, employees, other key stakeholders and the media. Delivering measurable results answers the questions around your program’s survival, and, often, your organization’s success. You will take away tactics to: - Design incentives and meetings intelligently - Measure results credibly, including deliverable and believable ROI - Justify past and defend current programs - Successfully gain support for new programs

This session answers the why’s and how’s of effective strategic design and illustrates the power of credible results measurement for meetings, events and incentives. Learn to use an approach that is effective with stockholders, employees, other key stakeholders and the media. Delivering measurable results answers the questions around your program’s survival, and, often, your organization’s success.

Catalyst Performance Group Helping clients achieve success by engaging people… with the intelligent design, expert fulfillment and credible results measurement of incentives, rewards and recognition, meetings and events and integrated marketing.

The Storm Continues

The Cure By Ben Stein

We are Losing the Battle!

In which phase do you spend your time? The Complete Cycle

The New Normal Smart companies are embracing accountability and transparency. Meetings and Events Incentives Rewards and Recognition

Smart companies

are embracing accountability

and transparency.

Meetings and Events

Incentives

Rewards and Recognition

Why Measure Results?

ROI Methodology TM – ROI Institute Compliments ROI Institute Level Measurement Focus Reaction & Perceived Value Measure participant satisfaction with the meeting and captures perceived value Learning Measures information, knowledge, skills, and contacts gained in the meeting Application & Implementation Measures the use of information, knowledge, skills, and contacts Impact and Consequences Measures changes in business impact variables linked to the meeting. Return on Investment Compares monetary benefits of the meeting to the costs.

Reaction & Perceived Value

Learning

Application & Implementation

Impact and Consequences

Return on Investment

Where we are and goals Compliments ROI Institute

Where we are and goals (cont.) Compliments ROI Institute

Where we are and goals (cont.) Compliments ROI Institute

ROI Methodology Compliments ROI Institute

ROI Calculation

Case Study Mike Sengstock Vice President Sales and Marketing Clark National

2009 Clark University “ I think we should move our annual sales meeting to every 18 or 24 months.” Donald D. Hindman, CEO

ROI Impact Study Meeting Title: 2008 Clark University Target Audience: Clark Distributor Sales Representatives (DSRs) Audience Count: 62 total Duration: 3 Days

ROI Impact Study Level 1: Reaction Overall satisfaction rated at 8.6 out of 10 Average rating of six sessions 4.1 out of 5 for 7 key session evaluation items Level 2: Learning Overall rating of 3.2 out of 5 in 7 key items regarding corporate sales strategy Overall rating of 3.6 out of 5 in 8 key items regarding products and programs. Noteworthy specifics include: 2.03 out of 5 in understanding how DSR role aligned with the company’s strategies. 2.03 out of 5 in understanding the sales and account development strategies for the future

Overall satisfaction rated at 8.6 out of 10

Average rating of six sessions 4.1 out of 5 for 7 key session evaluation items

Overall rating of 3.2 out of 5 in 7 key items regarding corporate sales strategy

Overall rating of 3.6 out of 5 in 8 key items regarding products and programs.

Noteworthy specifics include:

2.03 out of 5 in understanding how DSR role aligned with the company’s strategies.

2.03 out of 5 in understanding the sales and account development strategies for the future

ROI Impact Study Level 3: Application Overall rating of 3.4 out of 5 in 8 key items regarding application of learning 91% use new skills regularly to very often 82.4% use new tools to enroll customers in incentive program 49.9% use new human resources to provide additional sales support Level 4: Impact Increased Profits with Existing Accounts $563,296 Increased Profits with New Accounts $498,329

Overall rating of 3.4 out of 5 in 8 key items regarding application of learning

91% use new skills regularly to very often

82.4% use new tools to enroll customers in incentive program

49.9% use new human resources to provide additional sales support

Increased Profits with Existing Accounts $563,296

Increased Profits with New Accounts $498,329

ROI Impact Study Level 5: ROI 337.81% Intangible Benefits Improved understanding of marketplace trends Validated effectiveness of marketing tools Identified serious gaps in learning and application relative to individual roles. This gap established 70% of top line content needs for 2009 meeting

Improved understanding of marketplace trends

Validated effectiveness of marketing tools

Identified serious gaps in learning and application relative to individual roles.

This gap established 70% of top line content needs for 2009 meeting

ROI Impact Study Technique to Isolate Effects of Meeting: Participants estimate of impact & confidence factor in estimates Technique to Convert Data to Monetary Value: Standard values and participant estimations Fully Loaded Meeting Costs: $242,488 ROI Perspective: Company

Real Impact

Results Measurement Keys to Credibility Determine the level of measurement and call it what it is Isolate the impact Strictly follow ROI Guiding Principles

Keys to Credibility

Determine the level of measurement and call it what it is

Isolate the impact

Strictly follow ROI Guiding Principles

The B ULLET P ROOF Meeting

Evidence-Based Design

Enterprise Meeting Management Enterprise Scan Register All programs Set Standards Measure Results Train Executives Archive

Enterprise Scan

Register All programs

Set Standards

Measure Results

Train Executives

Archive

Executive Preparedness Equip Leadership to Defend Enable Them to Justify Redeploy with Confidence Create a Culture of Continuous Improvement

Equip Leadership to Defend

Enable Them to Justify

Redeploy with Confidence

Create a Culture of Continuous Improvement

Learning Review You will take away tactics to: Design incentives and meetings intelligently Measure results credibly, including deliverable and believable ROI Justify past and defend current programs Successfully gain support for new programs

A New Day with Results Measurement Todd Hanson, IP, CRP President and Founder Catalyst Performance Group, Inc.

Help shape the future of The Motivation Show Complete the e-mailed session evaluation today! Thank You! Participation assures entry into daily drawings for awards.

Align the Meeting to a Business or Organizational Need Ask a Key Question: What Do You Want Them to Do? Set Objectives for Reaction, Learning, Application, and Impact Communicate Expectations to Participants Decide on the Levels of Evaluation Top Ten Ways to Increase ROI Compliments ROI Institute

Align the Meeting to a Business or Organizational Need

Ask a Key Question: What Do You Want Them to Do?

Set Objectives for Reaction, Learning, Application, and Impact

Communicate Expectations to Participants

Decide on the Levels of Evaluation

6. Explain the Purpose of Evaluation 7. Review Data Collection 8. Make Follow Up Data Collection Easy 9. Use Many Techniques to Increase Response Rate 10.Share the Data Top Ten Ways to Increase ROI Compliments ROI Institute

Implementation In-House Obtain ROI Certification Train on Survey Tool Allocate Human Capital Interpret Results Publish Results Present Results Outsourced Proper Project Design Third Party Objectivity Timely Completion Veteran Interpretation High Impact Document Professional Presentation

In-House

Obtain ROI Certification

Train on Survey Tool

Allocate Human Capital

Interpret Results

Publish Results

Present Results

Outsourced

Proper Project Design

Third Party Objectivity

Timely Completion

Veteran Interpretation

High Impact Document

Professional Presentation