Client: Global IT Company
Project: Ongoing Distributor Impact Programmes
Project Overview
Top Banana Team created an ongoing Distributor Impact Programme (DIP) for a global IT company to incentivise sales staff. DIPs can be used in a variety of different ways on a distributor sales floor although the primary objective is to devise a bespoke sales incentive initiative that provides a tangible return on investment.
Primary DIP Objectives
. To promote specific brands above those of other vendors
. Assist increase brand mind-share and awareness
. Help focus staff as to how to drive sales
. Contribute to a fun and productive day
. Increase direct sales and other commercial opportunities
. Help achieve specific business goals.
Purpose of DIP's
. To help launch new products
. To create and enhance specific brand awareness
. Assist drive sales and promote specific brands
. Launch a longer-term incentive campaign
. Serve as the culmination and finale of a sales incentive campaign.
Methodology
| . | A DIP works by motivating sales staff to increase their call-rate and generate more sales |
| . | Consequently, the company has a higher profile on the sales floor and among resellers |
| . | This increased brand and/or product awareness generates more sales and increases other commercial opportunities. |
Prizes
Individuals are awarded for both instant achievements and for longer term rewards for exceptional performance. Prizes are bespoke to each individual distributor which provides an ideal form of motivation on the sales floor.
DIP Features
| . | Pre-defined and structured criteria for the winning and awarding prizes |
| . | The multi-tiered structure also targets the best-performing individuals, teams, team leaders and resellers to incentivise as many people for the longest period possible. |
Top Banana Team Responsibilities
. Organising dates of each programme and co-ordinating pre-event logistics
. Co-ordinating a pre-incentive meeting to explain how the programme works
. Report regularly to the clients' marketing team with programme updates
. Communicate programme details and incentives for each distributor
. Provide on-site event management and proactive motivation at each venue
. Represent the client under a strict code of conduct throughout the event
. Provide on-site managers responsible for transport, accomodation,
signing and all relevant purchasing
. Provide public liability insurance up to £5 million.
