PaperCo Rewards

Incentivising customers and sales staff

The objective

Leading national paper and packaging merchant PaperCo had an existing online incentive platform which was no longer fulfilling their requirements. They wanted to re-engage their customers by creating a bespoke site which had all the user friendly features that were not on the previous site. PaperCo wanted to increase customer loyalty, awareness of the range of products available and increase the purchase of higher margin products and a more extensive product mix. A key aim was also to drive redemption of points collected for rewards so the site had to be easier to use than their previous solution.

The programme

The project is aimed at PaperCo customers, with the added feature of rewarding account managers and other employees. It currently has 1,000 active users and the target is 5,000 (eligible customer accounts).

The brief was to create a visually effective rewards platform with a points banking system to reward managed accounts. User experience was key as flaws in the previous scheme had led to a fall in regular visitor numbers. The aim was to provide a clean, simple, efficient points banking and rewards platform for managed account customers. The client wanted information and reporting to help develop and deliver strategic marketing campaigns and to provide key information for the sales team for their accounts.

Corporate Rewards have built a fully customised platform specifically to PaperCo’s requirements, including regional brand specific homepages.

Customers can now collect points for purchases and can quickly and easily redeem their points through an extensive online reward catalogue with choices from six categories, such as activities and days out, gifts and gadgets, home and garden, and technology and entertainment. Along the way, there are targeted product promotions to give participants the chance to boost their points total.

The results

The outcome of this project is a full incentive programme with main portal access for customers and administration login for PaperCo users that is ongoing.

Results to date (Feb 2013):

• 1,000 active users
• 70% of users are actively using the site
• Over 60% engagement on our email communications
• Since September 2012 we’ve allocate over 2.5million points to user accounts for spending – that’s over £250,000 worth of points.

“the feedback from throughout the business has been very positive. We’re finding you guys refreshingly easy to work with and delighted to have you on the team”

Head of Digital Marketing, PaperlinX

“Just thought I’d drop you an email to let you know my initial thoughts on the operation of the new reward scheme...[It’s} a great improvement on the former scheme...So well done on improving the scheme”

PaperCo Rewards user

Virgin Atlantic Airways Long Service Awards

The objective

Virgin Atlantic Airways wanted to recognise and reward staff who had given 10 years service, while reducing the administrative burden on their own HR staff.

The programme

Using our white label solution, we built an online portal which provides essential information to employees as well as a reward catalogue. Employees reaching the long service milestone receive a personalised communication and login details to access the site to spend their points.

The programme has an identity in line with Virgin Atlantic’s brand guidelines and the entire portal is tailored to be consistent with the programme brand.

The results

Virgin Atlantic now has a full incentive programme for long serving employees which launched in early 2012 and is ongoing:

• An official programme to recognise employees’ loyalty and contribution to the organisation
• Online portal with a much more automated process for identifying and rewarding key milestones, so reducing input required by HR staff
• 520 long service awards issued to date
• The incentive portal receives around 200 hits every month
• Online rewards catalogue offering a wide selection from technology and gadgets, to days out; home and garden; entertainment; food and drink and much more in between
• Non UK employees are awarded with a prepaid card.

NetApp – Partner Summit 2012

EMEA conference

The objective

The NetApp EMEA Partner Summit 2012 was the third Partner Summit Corporate Rewards has organised on behalf of NetApp. The purpose of the event is to bring together senior management from top partners across EMEA to share NetApp vision and direction, and to build NetApp mindshare in order to secure on-going investment by their partners in NetApp. The event also provides an opportunity to reward outstanding contributors in the financial year.

The programme

This is a high level event, aimed at executive level employees from NetApp’s partner companies across EMEA. Around 110 of NetApp’s resellers, distributors, Service Integrators / Service Providers, and Alliance Representatives from across EMEA attended the 2012 event. The partners attending the event represented more than $1.75bn in revenue for NetApp in FY12.
Corporate Rewards have been working on the EMEA Partner Summit with NetApp for three years and it has been hosted in a different European city each time. This two day event is a crucial time to bring together colleagues critical to NetApp’s business so it was important to get the host city, venues and event content spot on. Corporate Rewards were appointed to provide the full event management service, from venue sourcing, negotiation and management, to event website and online registration, AV production, full delegate management and everything else along the way!
The event was held at the Hilton Hotel in The Hague. This venue was ideal as 14 NetApp executives were required to attend another event in Amsterdam and so they needed to be able to travel easily between the locations. The event kicked off with a welcome dinner and we managed to incorporate the Euro 2012 fixture between Germany and The Netherlands into the evening networking! The main general sessions over the two days featured presentations from NetApp executives to communicate high level NetApp strategy, whilst breakout sessions detailed the opportunities and future looking plans and actions.
There was also a gala dinner at the Louwman Museum, home to the world’s oldest private collection of motor cars. Following a drinks reception amongst the cars, guests were called to dinner in the unique Museum Square. During the dinner, a number of partners were awarded for outstanding contributions in the 2012 financial year.
The branding for Partner Summit followed on from last year’s event. We implemented the NetApp illustration of cyclists to represent partnering and teamwork. NetApp also sponsor a professional cycling team (Team NetApp) so we used Team NetApp videos for the conference kick off each morning.

The results

100% attendees who responded to the event feedback survey rated the Corporate Rewards event management as ‘very good’ to ‘excellent’

100% rated the gala dinner at the Louwman Museum as ‘very good’ to ‘excellent’

100% would attend future Partner Summit events

“Corporate Rewards has another time shown their excellence in event management”

Senior Manager Outbound Marketing & Executive Programmes EMEA, NetApp

Re-enforcing company values

The objective

Merseyrail wanted to promote the practical application of their company values and encourage staff participation and mutual support in performance improvement. Staff retention and motivation were two areas that were paramount to this project, as well as reducing absenteeism.

The programme

The programme was aimed at Merseyrail’s entire 1,200 UK staff.  Corporate Rewards provided a solution based around peer to peer nomination. Using our white label platform, we built the ‘Our People Rewards’ website and members of staff are encouraged to recognise positive actions and achievements by nominating one another for an award. Importantly, the nomination must reflect one of Merseyrail’s six core values.

The automated validation system makes approving nominations very straightforward. An integrated e-card system is designed to encourage instant mutual appreciation as an addition or an alternative to nomination. Points are awarded for successful nominations.

Long service awards and attendance bonuses are also recognised with rewards points. A further initiative – ‘Merseyrail’s Got Talent’ day, promoting suggestions for improvements – integrates with the site to deliver rewards and provide a single employee focus.

The results

The programme launched in February 2011 and is ongoing:

• 1,384 accounts registered and 93% of these have been activated
• 85% redemption rate
• 60% increase in average monthly value of redemptions in year two from year one
• Regular increase in the number of successful nominations year on year
• E-card system is being widely used and provides a new online network for individuals in different geographical locations to share information
• Employees are communicating more than ever before.

“The programme is doing an excellent job in promoting the day-to-day application of our company values, and using points banking as a reward currency has helped harmonise and raise the overall profile of internal recognition at Merseyrail.”

Employee Communications Manager, Merseyrail

Microsoft – Office Anywhere

Product launch days

The objective

The launch of Office 2013 is one of the largest product launches of the year for Microsoft. They approached Corporate Rewards to create a roadshow primarily to raise awareness of the product and create excitement about the launch within their key markets. The overall aim of the launch days was to raise awareness of Office 2013 and Office 365 and to train distributors and sales staff on the product, leaving staff with the drive to sell Office 2013.

The programme

A solution was required to help staff understand the main products and key features; drive increased sales and keep Office 2013 at the forefront of people’s minds. The roadshows needed to be eye catching, memorable and relevant to the ‘Office Anywhere’ messaging behind the product. They were targeted at 600 staff across five distributors and five DMRs.

In each office we visited, we designed the ‘Office Inside Out’ area, based on the messaging of ‘Office Anywhere’. The area was designed to bring the outside in, with a garden set up complete with grass, flowers and picket fencing and, crucially, a desk area showing that with the new Office you can work anywhere. A backdrop with a plasma screen meant that the area could be used for training small groups, with seating available and a smoothie bar to highlight the outdoor healthy living. The roadshow was rolled out over three weeks up and down the UK, reaching 12 different sales floors. The roadshows were enhanced by giveaways such as jotter pads, umbrellas, travel mugs and novelty desk clocks.

The results

The roadshow was very well received on all sales floors and created buzz in all the accounts. Feedback on the ‘Office Inside Out’ area was very positive – it looked fun yet professional and was functional for training.

• 236 people were trained on Office 2013 at five distributors
• 250+ people were reached across the DMR network

Awareness was raised by handing out copies of Office 365 to those who had orders on the day and also by handing out collateral and desk items.

“Corporate Rewards staff did a great job again, responding quickly to our challenging requirements and managing the whole project in a very capable and professional manager”

Partner Marketing Manager OEM UK, Microsoft

“The quality of information provided...ensured the message was delivered clearly.”

Assistant Category Manager, Equanet

Bose Experience

High Street Retailer Incentive

Bose a well known high street retailer and manufacturer of high-end home and personal audio systems wanted to increase sales through an extensive UK retailer network. The target audience was over 2,000 retail staff and 215 dealer principals from all major concessionaires in the UK.

To ensure the programme would be self funding, a sales target was established, using a series of controls including a minimum individual target and a leaguing system. The aim was to incentivise every sales person and dealer principle to hit the overall UK target.

Activity for this client

• Brand Development
• Brand Identity
• Design Implementation
• Website Design
• Website Creation
• Branded Launch Material
• Branded Merchandise
• Printed Collateral and Scratchcards
• Prize Fulfilment

“The scheme generated an 85% take-up from retailer. In a participant survey, nearly 90% of the target audience said they felt that the campaign had led to them selling more products. The UK extended target was achieved and a follow up programme to the same audience is already in the planning.”

(UK and Ireland Country Manager)

The AA – Long Service Awards

The objective

The AA wanted a loyalty programme to recognise and reward the commitment of their staff as they reached key employment milestones. They had tried various schemes in the past but had been disappointed with the outcomes.

The programme

Corporate Rewards devised ‘AA Choice’. The programme automatically identifies and recognises employee long service milestones with desirable awards, built on the MyRewards catalogue.

The programme promotes loyalty through tangible rewards that increase with service. It also ensures that employees receive a reward of their own choice, which will be truly valued and appreciated.

The results

Some 1,300 employee milestones are recognised every year. Feedback from staff and management is incredibly positive. The programme is truly valued and appreciated.

‘I have just received my Gucci watch and I love it. Thank you so much for all your help.’
Employee with 25 years’ service

Nestle – Your Reward

Employee Recognition Programme (UK/Ireland).

‘Your Reward’ is an ongoing recognition, nomination, long service and award programme created for over 10,000 employees in the UK and Ireland, operating at eight business units across multiple sites.

The key objectives were to promote and re-enforce a series of identified behaviours – examples of desirable workplace attitudes and actions, and to have an online solution that can house, support and facilitate the ongoing reward and recognition requirements for the organisation.

Activity for this client:

• Website Design
• Seamless integration with HR portal
• Automated Peer to Peer / Managerial Recognition Facility
• Brand Launch Materials
• Brand Identity
• Strapline Creation
• Online Certificates
• E-card Concept
• Long Service Application

“Nominations on a unit by unit basis have doubled since the introduction of the new programme, and the e-card appreciation system has been fully utilised. Many millions of pounds of business improvements, gains and savings have been celebrated and rewarded. We have been so delighted with the great success of the ‘Your Reward’ scheme that we will be incorporating additional schemes for 2012.”
(Rewards and Benefits Manager)

Microsoft/ HP – Do you want PKC with that?

Changing Channel Sales Force Behaviour

The objective

There were three key objectives:

Promote and increase knowledge of Microsoft Office software in the new PKC (Product Key Card) format.

• Alter sales behaviour so that channel sales forces ‘sell in’ Microsoft Office in PKC format.
• Promote HP hardware product sales.

 The programme

The channel campaign used the fast food model to help sales forces introduce the new Microsoft Windows PKC package to customers.

Corporate Rewards created a lovable, cheeky ‘PKC man’ character and developed the slogan ‘Do you want PKC with that?’ as an umbrella theme. The concept was introduced to the channel network in the form of a loyalty card based incentive scheme, with costumed characters, product training, and prize competitions on the sales floor, complete with real ‘fast food’.

The results

Winner of the C&IT Excellence award for ‘Most Efficient Use of Budget’, the ‘Do you want PKC with that?’ programme helped more than double product take-up over a three month period. ‘PKC man’ has entered the industry language and gone on to feature in a second major incentive programme, taking the character online and around the world with reward points banking and a group travel prize.

‘The PKC campaign really caught the resellers’ attention and was very successful in generating sales of PKC product. As an added bonus, it has also provided a strong marketing platform for further PKC reseller initiatives.’  

Jeni Hunter, Partner Marketing Manager

OEM, Microsoft UK Ltd

Everyone’s a Winner

NCH Europe sales incentive programme

The objective

NCH Europe is a producer of industrial and institutional maintenance solutions which are sold through a network of over 2,000 self-employed Sales Representatives across Europe.

Corporate Rewards started working with NCH in 2010, designing and implementing the NCH Card – a tiered sales incentive programme aimed at rewarding reps across 24 countries with business focused aids and tools, and designed to boost sales and increase reps’ loyalty to NCH.

NCH had a business target to drive 80% of their eligible NCH Card holders to the NCH Card website in April 2012, with the aim of engaging those who had not previously used the site and increasing the frequency of visits by existing users. The ‘Everyone’s a Winner’ scratchcard scheme was launched as part of the existing NCH Card reward and recognition programme.

The programme

Beginning in February 2012, Corporate Rewards ran an online sporting themed scratchcard promotion which gave all sales reps the opportunity to win a prize. Unique codes were sent to reps via post and SMS and they had to log on to their NCH Card account to enter the code and access the game.

Highlights of the scheme:

• Scratchcard game available in 24 countries and 20 languages with all content and messages localised
• 1,100 codes issued via letter and SMS
• All codes were ‘winning’ codes
• Range of prizes included iPads, European fuel cards, cameras, satellite navigation systems and bonus points
• Prizes were dispatched at the end of the promotion across Europe
• Daily reporting provided to NCH on status of codes and redemption rates

 The results

The scratchcard programme was a great success, with very high levels of engagement, including a significant number of reps who had not previously used the NCH Card. Other impressive results include:

•  84% engagement rate of codes redeemed
• 100% engagement in seven countries, including Sweden – previously the region with the most disappointing level of programme engagement
• Total login rate of 131% in April
• High levels of engagement from key support staff such as Customer Services teams and Sales Managers
• 39% uplift in NCH Points redemption rate during April, showing Sales Representatives using the programme, not just entering the competition.

 

Andrew Scott, European Marketing Campaign Manager for NCH Europe is responsible for the NCH Card programme:  “Corporate Rewards are a key partner for NCH in strengthening our relationship with our Sales Representatives across Europe. They provide a high quality service at all times, and the Everyone’s a Winner promotion has been a great success in meeting short term targets and building towards the desired longer term objective of changing our audience’s behaviour through engagement with the NCH Card programme.”

Epson Reseller Sales Incentive Programme – The Great Race

The objective

To encourage all Epson reseller partners in the UK to participate in a centralised online incentive programme which would act as an effective platform to propel all reseller incentive schemes in the future.

The primary focus was on new and high value products. There were four additional key aims of the programme, namely: to influence behaviour amongst reseller teams; to communicate more frequently and successfully with ‘lower touch’ resellers; to act as an attractive incentive for new resellers; to become a focal point of Epson’s proposition to resellers.

The programme

Corporate Rewards created ‘The Great Race’ – an exciting and fun virtual race from London to Tokyo. Participants registered their details, and created their own race vehicle online. They competed against each other, earning miles, points and prizes through sales of Epson products en route.

Each product was allocated a set amount of points, and the event culminated in a stunning prize draw, with the winners receiving a 5 star luxury trip to Japan or £10,000 in cash. E-postcards and themed teasers marked entrants’ arrival at key destinations, whilst regular HTML communications and spot prizes along the way drove awareness and encouraged participation.

Additional short-term promotions ran simultaneously to the ‘points make prizes’ element, highlighting key products and influencing behaviour. Feedback was constantly monitored and reported online.

The results

The programme was a great success for the business and appealed directly to low touch partners. Over 700 participants registered, including 100% of major targeted partners. Compared to previous incentive schemes there was a 234% boost in participant registrations for The Great Race. In excess of 300 claims were submitted in the first month of the scheme, increasing by 178% in the second month. 94% of all claims were validated, dramatically illustrating the interest and motivation aroused by the programme.

Microsoft/HP – Amazing Victoria Falls

Team-Building Reward Travel with a Serious ‘WOW’ Factor!

Microsoft and HP appointed Corporate Rewards to source and create a trip with the ‘WOW’ factor, for an internal incentive targeting employees across EMEA.

Corporate Rewards proposed, sourced and managed all the key elements from designing menus, organising flights (from 7 countries), hosting the event and even last-minute inoculations! The destination chosen was Zambia and the Zambezi – based at the Royal Livingstone Hotel overlooking the Victoria Falls.

Activity for this client:

• Brand Identity
• Website Design
• Ongoing Communication
• European Flights (From 7 Countries)
• Sourcing of Accommodation
• Return, Private Airport and Activity Transfers
• Airport and Hotel Porterage
• Lunch, Dinner and Drink Package
• African Queen Sunset Riverboat Cruise
• Canoe Safari On The Zambezi
• Elephant Feeding and White Water Rafting
• Drumming in the Bush
• Fully Comprehensive Insurance
• Full Event Documentation
• Event Management

“It was a wonderful trip, from planning to execution with phenomenal organisation and facilitation that meant we could do such divine things and have such a fun fun fun time and create great shared experiences with our clients and EMEA teams! You guys did a great great job – thank you so much for making it so fabulous!”

(Microsoft and HP Host)

“We recognise the clear business benefits of incentive trips in strengthening the bonds between our teams through shared experiences, the valuable best practice sharing across teams and subsidiaries which takes place throughout the trip”.

(Microsoft OEM Director, HP EMEA)

 

Acer – Channel Sales Uplift through Raised Awareness

The objective

Acer approached Corporate Rewards to help increase sales by raising the profile of their products, and of their Account Management team, in a deeply competitive channel environment. Acer wanted to roll this programme out to their distributors and their sales teams throughout the UK.

 The programme

‘The Acer Team’ theme was based around the popular TV programme and film, with the Acer Account Managers replacing the A-Team members. Three Account Managers, along with our Mr T look-a-like, went into action visiting distributor sales floors. They used a vast array of creative elements – from focus days, points banking, training and competitions to branded playing cards, t-shirts and life size cardboard cut-outs – to raise Acer’s profile.  Communication and brand awareness was a particular focus for the client and the high energy programme kept delivering over a four month period, culminating in a night out for the top Acer Team performers from each targeted distributor.

The results

‘Now everyone remembers the Acer Team and the Acer product range, with excellent on-going sales results. Distributor sales teams now think Acer first.’

Acer UK

CA Technologies EMEA-wide Distributor and Reseller Channel Incentive – You Choose!

NHS – MyMoney

Online Discount Payback Scheme

A leading NHS Trust wanted to recognise staff loyalty in difficult times by providing a new benefit which would have a real financial worth. However, only a very limited budget was available to reward a workforce of nearly 9,000.

The scheme, based on our white label MyMoney product, allows the Trust’s employees to earn regular ongoing reward just by shopping online, using their own credit and debit cards.

The discounts attracted from retailers help fund the scheme, the investment required by the NHS Trust is surprisingly low, whilst the benefit to the individual employees is very high.

Activity for this client

• Brand Development
• Website Creation
• Ongoing Communication
• Launch Material
• Benefits Roadshow

“The My Money scheme was incorporated into our benefits portfolio because we wanted to reward our employees for their loyalty and hard work. To have a benefit that is professional, cost effective for the employee and the employer is fantastic”.

(Comps and Benefits Manager)

HP/Intel – Peak To Peak

Incentive Campaign Building Market Share.

Two market leading global IT organisations wanted to increase market share of server based products by up to 5% over a six month period. The target audience were reseller partners and their sales people, throughout mainland UK and Ireland.

To meet this challenge, we created an exceptionally high-impact channel sales force campaign to capture people’s imagination, drive high engagement and harness the incentive power of competitive peer performance.

Activity for this client:

• Brand Development
• Design Implementation
• Branded Launch Materials
• Ongoing Communication
• Website Design
• Website Creation
• Branded Merchandise
• Online Virtual Gaming Format
• Prize Fulfilment
• Awards Dinner

“Corporate Rewards were recommended to us to help drive and create a high impact channel incentive campaign for the UK and Ireland market. The results have been exceptional with over 1,000 sales people from over 140 partners signed up to the campaign. The 5% uplift target was achieved within 4 months of launch and by the end had risen to 7%.”
(UK ISS Marketing)

NetApp – Accelerate Your Insight

Annual Conference for EMEA Employees and Partners.

The objective

The annual Insight conference is a technical training conference and provides the ideal opportunity for knowledge-sharing, networking, recognising achievements and hands on learning and development.

The event is dedicated to the pre- and post-sales system engineers and professional service consultants, as well as their resellers, distributors, system integrators and service providers from across EMEA. The 2012 event was attended by 2,100 delegates – NetApp partners and employees.

Corporate Rewards have been working on the EMEA Insight conference for five years and each year it has grown in size and range of content. The aim of the event is to educate, motivate and evolve the thinking of NetApp employees and their partner companies, as well as promoting NetApp as an innovative and forward thinking company. It’s a key opportunity to provide training on NetApp’s latest technologies, with the end goal of ensuring all their customers receive a high quality service.

The programme

Insight 2012 offered a variety of breakout sessions, alongside hands-on labs, onsite certification exams, and keynote presentations from top executives as well as the Insight Awards ceremony recognising outstanding achievements across NetApp employees and partners. The event offers attendees the opportunity to network with peers, alliance partners, NetApp’s technical leadership team and executives, building a strong network of relationships.

The event was held at The Convention Centre Dublin, which was large enough to house so many delegates while maintaining the intimacy and networking opportunities of a smaller event.

Corporate Rewards provided a full event management service, including:

• Venue sourcing, negotiation and management
• Event website and online registration system for accommodation and personal agenda management
• Full delegate management
• AV production
• Management of over 7,000 hotel room nights across 14 hotels
• Organisation of over 200 breakout sessions
• Sponsorship and exhibition management
• Full onsite event logistics, including managing a team of over 100 staff
• Venue signage and event branding
• Design and creation of event literature
• Scheduling and managing over 340 transfers throughout the city of Dublin
• Managing the offsite evening event at the Guinness Storehouse
• Financial Management and reconciliation.

The results

Some highlights from Insight 2012:

• 2,070 attendees – 285% growth on the first event in 2008
• 224 breakout sessions and a new record of 34,000 hours of attended session minutes
• 599 hands-on labs delivered to 322 unique users
• 465 attendees passed 657 NetAppU certification exams
• 7km of cabling to make it all happen
• 1,000 ‘Yep NetApp’ photos taken by attendees
• 508 ‘Likes’ on the NetApp Insight EMEA Facebook page
• 1,323 users on the mobile APP, resulting in a total of 15,944 check-ins, 7,634 ‘Likes’ and 1,718 photo uploads.

“I can’t begin to tell you how much I enjoyed the event…I was pleased to be associated with such a quality event.”

Senior SAP Alliance Engineer, NetApp

“Thank you very much for your incredible support throughout the year to make sure NetApp Insight in EMEA such a great event. Your commitment, your ideas, your team spirit and your time investment are simply first class. It’s a privilege for me to work with such great talents.”

Director Systems Engineering, EMEA Channel, System Integrators and Alliance, NetApp

“Extremely professionally organised , very impressed”

Insight 2012 delegate

 

We won the Eventia Gold Award 2012 for NetApp Insight 2011 in the Best Conference (International) category.

Quantum Inc – Quantum Plus+

Reward Card Based EMEA Channel Incentive

The key objectives for Quantum Storage were to drive incremental sales on storage products and services. To promote ongoing loyalty to the brand and product offering and also to encourage excellent performance by distinguishing and rewarding high performance resellers.

As the programme was EMEA based, accessibility to the programme and to the rewards for everyone was critical. A high-impact themed campaign website was created to incorporate, 4 tier system to provide prize draw and incentive trip opportunities, sales validation system and automated reporting area for tracking progress, website activity and the validation of claims.

Corporate Rewards recommended a reloadable prepaid card as the primary reward medium, using our points banking system converting to cash.

Activity for this client:

•             Brand Development
•             Brand Identity
•             Website Design
•             Prize Fulfilment
•             Prepaid card management
•             Marketing Collateral
•             Ongoing Communication
•             Sales Validation

“Having established the EMEA wide reseller channel programme we have actively signed up 176 reseller partners with all performing over and exceeding targets. A key target was to gain mind share and have partners fully engaged in the programme, the activity we seeing from the sales validations and use of the prepaid cards is really positive.”

(EMEA Channel Marketing Manager)

BNP PARIPAS

Microsoft – Don’t Forget Your PKC

The objective

Maintain growth and mind share for specific Microsoft Office and Server products and keep them at the forefront of reseller staff’s minds. The overall aims included reaching set targets of specific products and continue revenue growth.

The programme

Following the success of last year’s award winning ‘Do You Want PKC With That?’, created and delivered by Corporate Rewards, Microsoft approached us again to continue the transformational work. We devised the ‘Don’t Forget Your PKC’ sales incentive campaign with a new, bright, buzzy and exciting brand and a very appealing incentive travel prize. Launched in January 2012 and running until the end of March, the programme was targeted at 400 sales staff within five UK market resellers.

The campaign branding – based around the popular ‘90’s Don’t Forget Your Toothbrush TV show – was carried into each market reseller’s offices both via email and the website, and through promotional collateral. We created a website with details of the incentive and how to win places on the trip and a loyalty card was given to each member of staff, which was stamped for each product sold. Completed cards were then entered into the star prize draw.

A variety of prizes were up for grabs throughout the programme, including vouchers and a hotel break. But the ultimate prize was a three-day end-of-incentive trip to Dubrovnik, Croatia for two winners from each account. Activities on the trip included kayaking around the City Walls, a speed boat trip to the Elaphiti Islands with water sports at the islands, a guided tour of the City Walls, 5* hotel accommodation and all meals and drinks.

The results

• A very successful incentive programme that exceeded targets:
  • 105% target achieved
  • 15 % growth quarter on quarter
  • Server revenue growth consistently over two quarters
  • Q3 office growth by 23%
  • Growth in overall business on Office and Server by 19%
  •  Effective, eye-catching and engaging branding that stood out on sales floors – reaching over 400 staff in a short space of time, educating through the branding and messages.
  • A fantastic trip for 10 people in June, bringing Microsoft and their partners together for a memorable trip in an unusual location.

   

 ‘This incentive program was one of the best we have run. Corporate Rewards managed the process with impeccable professionalism, taking care of everything down to the finest detail. The trip itself was fantastic. A great way to reward and motivate our sales people.’ 

OEM Partner Marketing, Microsoft

‘The whole experience – people, hotel, food, activities and Croatia exceeded my expectations – I have never been on an event that you didn’t have to wait for anything – everything was amazing! This will be a trip I will always remember and speak about.’

Account Manager, Microsoft partner

 

 

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Wood MacKenzie

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