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A monthly member communication of the Incentive Marketing Association.

August 2016

In this Issue:

President's Message
IMA 2016-17 Board of Directors
Summit 2016
Circle of Excellence Award Winners
Paul Hennessy Honored with President's Award
Heidi Chatfield, CPIM Presented with Karen Renk Fellowship Award
Newly Accredited Designates
Welcome New Members
IMRA Marketing Conference
Peer to Peer: Industry News


2016 Education Foundation Partners

Research Level




Platinum Level


Diamond Level

 




Calendar of Industry Events

2016 IMRA Marketing Conference
September 11-14, New Orleans, LA

IMEX America 2016
October 18-20, Las Vegas, NV

Money 20/20
October 23-26, Las Vegas, NV

Click here for more events


Strategic Industry Groups of IMA





IMA Board of Directors

President
Sean Roark, CPIM
PromoPros / IncentPros, Inc.

Executive Vice President
John Hornbogen
RPG Card Services

Vice President
Susan Gray
Hallmark Business Connections

Treasurer
Ted Moravec
Elite Creations

Secretary
Anne Jetter
GiftCertificates.com

President Emeritus
Spencer Toomey, CPIM
Revo Sunglasses

Directors
Heather Abbott
Powerhouse Brands Consulting

Jim Atten
Shell Gift Card

Fintan Connolly
Globoforce, Ltd.

Brian Dunne
SVM Europe, Ltd.

Lindsay Gale (IGCC)
Tango Card, Inc.

Chris Harrison (IMRA)
KleerWest, LLC.

Don Killingback
Wyndham Exchange & Rentals / Endless Vacation Rentals

Bill Martocci
Carlisle Sales & Marketing

Cristiano Miano, IP
Grupo Digi

Scott Plybon (IMRA)
The Plybon Company

Rebekka Rea
Innovative Prepaid Solutions / Earls Rib Palace

Billie Reise
Incentive Concepts, LLC.

Rick Rubin
National Gift Card

Jody Running, CPIM
Top Brands, Inc.

Len Sadek
Landry's, Inc.

Sean Wilkinson
Croporate Rewards UK

Executive Director
Karen Wesloh
IMA

Letter From the IMA President, Sean Roark, CPIM

Dear @@first_name@@,

We are, I believe, in the Gratitude business.  Whether it’s thanks for being a great customer, for achieving such a high success rate, or being with the company for so long (with so few absences), we are specialists in showing recipients that they are appreciated and engaging them in our client’s vision. 

So, let me start off my stint as President of IMA with some acknowledgements.  I’ve had an opportunity to learn from, and work with, some of the leaders of our incentive field, people like Michelle Smith, Norma Jean Knollenberg, Pete Mitchell, and literally hundreds of other consummate professionals who helped me find my way in the industry. 

I am one of a few still on the board who started with Karen Renk still attending meetings, went through a difficult restructuring, and have had the benefit of working with the remarkable new management professionals at the Harrington Company who now care for the day-to-day activities of our Association, SIGS, and now our European Chapter.  My deepest wish is that I be able to maintain the steady leadership of Rick Low during that difficult transition, continued with great insight and gentle guidance this last year by Spencer Toomey.

It is my wish for each of you that you have the incredible experience of working with your fellow members the way I got to over the last year with a group of twenty-two creative geniuses that made up our Summit Committee.  Believe me, the opportunity is out there.  There are education marketing and other committees looking to share this fantastic experience, and every SIG has a board and committees that invite you to understand the incredible benefit of being a part of your industry, rather than just working for a company in the industry.  We had a tremendous positive response to our attendee survey, and 2017 Summit Chair John Hornbogen will be sharing that information with the 2017 Summit Committee to fine-tune that experience as we progress toward that event in Orlando, July 24 – 26, 2017.  And yes, for those of you who are interested, just send a note to info@incentivemarketing.org to get information on participating on the Summit or any other committee!

Finally, I want to thank you.  You are why IMA exists, and part of creating a powerful voice for incentives out of the divergent interests that come together for that important purpose.  I’d like to hear from you if you have any suggestions or comments on how we can do better at accomplishing this goal.  Send me a note at sroark@incentivemarketing.org and let me know your thoughts.

Wishing you an engaging August,

Sean Roark, CPIM
Vice President, Incentive Programs
PromoPros/IncentPros, Inc.
President, IMA


IMA 2016-2017 Board of Directors

The IMA Board of Directors transitioned during the Summit last month in Houston. Congratulations to the individuals below. We thank you for your leadership and wish you a successful year.

Executive Directors:

President
Sean Roark, CPIM
PromoPros/IncentPros, Inc.

Executive Vice President
John Hornbogen
RPG Card Services


Vice President
Susan Gray
Hallmark Business Connections

Treasurer
Ted Moravec
Elite Creations


Secretary
Anne Jetter
GiftCertificates.com


President Emeritus
Spencer Toomey, CPIM
Revo Sunglasses


Board of Directors:

Heather Abbott
Powerhouse Brands Consulting



Jim Atten
Shell Gift Card

Fintan Connolly
Globoforce, Ltd.

Brian Dunne
SVM Europe Ltd.


Lindsay Gale (IGCC)
Tango Card Inc.

Chris Harrison
KleerWest, LLC


Don Killingback
Wyndham Exchange & Rentals/
Endless Vacation Rentals


Bill Martocci
Carlisle Sales & Marketing Inc.

Cristiano Miano, IP
Grupo Digi



Scott Plybon (IMRA)
The Plybon Company

Rebekka Rea
Innovative Prepaid Solutions/
Earls Rib Palace


Billie Reise
Incentive Concepts, LLC


Rick Rubin
National Gift Card


Jody Running, CPIM
Top Brands, Inc


Len Sadek
Landry's Inc.


Sean Wilkinson
Corporate Rewards UK


More information on the Board of Directors can be found on our website's Board of Directors page.


Summit 2016 | Recap

The 17th annual IMA Summit took place last month, July 18-20 in Houston, TX. Thank you to all who attended! We hope you found your time in Houston beneficial and rewarding.

Event highlights included:

  • the inauguration of the 2016-2017 IMA Board of Directors (listed above)
  • Award ceremonies for Circle of Excellence, President's Award and Karen Renk Fellowship Award (all listed below)
  • Membership meetings for all of the IMA's SIGs
  • CPIM course and exams
  • Industry relevant presentations
  • The launch of the Dedicated Meeting Space opportunity
  • Networking events, receptions, and so much more.

 

The 2016 Summit included our first drive towards the 2016 chosen charity campaign, Ronald McDonald House Charities. Donations to this organization from the Summit totaled to $1,975.

To donate or for more information, visit our Charity Campaign webpage.

​Thank you to our 2016 Sponsors:

     
 
   

 
 

To see a full list of 2016 Summit Sponsors, visit the 2016 Summit webpage.


Save the Date for the IMA 2017 Executive Summit:


July 24 - 26, 2017 Orlando, FL

2016 IMA Circle of Excellence Award Winners

Five IMA member companies and their incentive partners were recognized with 2016 Circle of Excellence Awards at the IMA Annual Summit during a revitalized awards program.
 
Launched in 2000, the IMA Circle of Excellence Awards identify and recognize outstanding examples of successful customer and employee incentive programs designed to help improve business. Both the company and the incentive marketing partner are recognized.

Brief excerpts of the winning programs are provided here and award ceremony videos can be viewed online.  Detailed results presentations will be available in the future.

Consumer Offer/Branding Program/Customer Loyalty Program:

Power2Motivate with Brother International Australia
Power2Motivate designed a new reward program for Brother International Australia’s key back-to-school high sales period. Travel incentives were selected for the top prizes because of the demographics and locations of printer and hardware resellers located across Australia, who may not vacation often. Additional points and instant wins were earned through a “Spin to Win” game.

Dealer Distributor Incentive Program:

Fusion Marketing with Sprint
Participation in the “Sprint Rewards Me” dealer channel incentive program had dwindled to 30 percent over time. Fusion Marketing created a new program to appeal to Sprint’s primarily millennial dealer demographic by making them feel personally rewarded. Sales reps redeem points for cash, through a re-loadable Visa debit card, and merchandise via third-party integration with a rewards partner. The new program garnered 78 percent participation with active, enrolled reps outselling non-enrolled reps three to one.

Sales Incentive Program:

 

Employee Incentive Program:

Solterbeck/Sensis
Solterbeck created “Performance First” to Sensis help boost employee engagement and drive revenue growth across multiple product lines after the company was acquired by a private equity firm. The existing incentive program, provided only  40 rewards to whoever met their goals first. In the new program, eligible sales team members participate in six different “Sales Sprints”, receive recognition and have their sales commissions calculated for each Sprint. The program offered large travel, and medium and small rewards. The sophisticated program relied on three, fully-integrated software solutions that allowed Sensis to provide a single source for all sales and reward activity information in one place. Sensis significantly increased revenue and program participation while greatly reducing costs, and received many supportive and appreciate comments from sales team members.

Recognition Award Program:

Corporate Rewards with Wincanton
Wincanton brought in Corporate Rewards to help engage employees in the new vision and company culture. Corporate Rewards involved company leaders in defining program goals and training and communication throughout the development of the online employee engagement system called “Your Recognition”.  Employees send e-cards to other employees who demonstrate one of the company values. A sports medal theme helps convey achievements and performance. Senders award points to the recipient by selecting bronze, silver or gold level rewards. The highly successful program exceeded all goals including over 25 percent more thank you’s sent. 

Ciloyalty with Bupa Australia
Bupa, a large health insurance and care-home provider, asked Ciloyalty to replace its aging “Bupa Sales Academy”. Employees, who were busy caring for others, wanted personal recognition more than prizes. The new “Bupa Boost” program put customers first by encouraging better outcomes for clients through smart business practices and strong customer service. Depending on their roles employees are rewarded monthly, quarterly and yearly. The Boost Reward Team also runs discretionary programs that complement the scheduled incentives, creating competitions that fill the gaps in capability or performance. Participation in Bupa Boost more than doubled the number of participants. 


Refresh for IMA Circle of Excellence Awards
Like many of this year’s winners, the 2016 IMA Circle of Excellence Awards Ceremony, sponsored by Peludica Glass, showcased a refreshed program with a new award and a new format. The elegant award, designed and contributed by Crystal D, reflects the growing importance of the expertise, reward and recognition experience IMA members provide to businesses looking to improve performance.

 

View all videos on our 2016 COE webpage


Paul Hennessy Honored with the IMA's 2016 President's Award

Paul Hennessy, publisher and founder of Premium Incentive Products magazine, received the 2016 IMA President’s Award at the 2016 annual IMA Summit.

The IMA President’s Award recognizes individuals who have actively furthered IMA’s mission to create a greater awareness of incentives, help incentive suppliers prosper in a changing business environment through education, training, research, and marketing; and through example, promote high standards of professionalism in the incentive field.

Spencer Toomey, 2015-2016 IMA president, says he selected Hennessy because he of Hennessey’s long-time support of individuals and his unwavering support of the industry

“Paul has helped a lot of people in the industry in a lot of ways, and I am one of them. He was there for me when I needed help in my career or business,” Toomey said.

“As publisher and founder of Premium Incentive Products Magazine, Paul regularly calls on IMA members for their expertise and offers them the opportunity to write articles,” Toomey added.

Hennessy is a charter member of the IMA and a 25 year member of the Incentive Manufacturers Representatives Alliance (IMRA), a Strategic Industry Group within the IMA, where he has moderated the Orientation to the Industry session at the IMRA Conference for many years.

“I am honored and deeply humbled by this great award. It's a privilege and a thrill to be a part of our industry. I eagerly look forward to continuing to contribute to our industry's growth and success. Thank you so very much, Spencer," Hennessy said.

Read the press release here


Heidi Chatfield, CPIM Presented the IMA's 2016 Karen Renk Fellowship Award

Heidi Chatfield, CPIM, vice president & new business development, All Star Incentive Marketing, is the 2016 recipient of the Karen Renk Fellowship Award.  Chatfield received her award at the membership meeting held at the IMA Executive Summit in Houston last month.

Chatfield is being recognized for her drive, dedication and commitment to IMA. She served on the IMA Board of Directors for seven years and chaired the Marketing Task Group for four years. Her accomplishments on behalf of IMA are many, including having guided the IMA’s legislative outreach and serving four years as an active team member of the Summit Planning Committee. Chatfield has often been at the forefront of innovation. She was an original member of the IMA’s Incentive Technology Council SIG and was heavily involved in the IMA’s Return on Performance publication. Yet with all of these accomplishments, Chatfield is most noted for her marketing prowess.

Read the press release here


Newly Accredited Designates

Congratulations to our latest members passing the accredited Certified Professional of Incentive Management (CPIM) and Incentive Professional (IP) examination.  We appreciate your hard work furthering your education in the incentive industry.

Gary Slavonic, CPIM
Top Brands

 

 

Samantha Adorno, IP
PromoPros/IncentPros, Inc.
Nancy Alderman, IP
TSYS Loyalty
Stephan Baere, IP
S&S Activewear
Pali Chhabra, IP
Spear One
Bryan Dwyer, IP
Giftbit
Mandy Freeman, IP
Incentive Solutions
Charlie Mann, IP
Links Unlimited
Ben Marchant, IP
Amazon
Marguerite McCarthy, IP
PromoPros/IncentPros, Inc.
Talita Sicchiroli, IP
Grupo Digi
Alicia Skipper, IP
PromoPros/IncentPros, Inc.
Wendy Smith, IP
DPI, Inc.


IMA New Members

Please welcome our new IMA members:

New Primary Members

Ryan Hutchings
BedandBreakfast.com
www.bedandbreakfast.com
Peter Kohan
C&A Marketing, Inc.
camarketing.com
Jill Rosen
Gift Card Impressions (GCI)
www.giftcardimpressions.com
Leandro Capozzielli
Infiniti Marketing de
Incentivo e Fidelizacao Ltda
www.infinitimrk.com.br
Lauren Johnson
Paint Nite
paintnite.com


New Affiliate Members

Dustin Smith
B.C. Incentives
www.bcincentives.com
Howie Schwartz
Eleven James
www.elevenjames.com

New IMA Membership Brochure is Helpful Marketing Tool

The Membership Recruitment and Engagement Task Force unveiled the new IMA membership brochure at the IMA Summit.

IMA and SIG representatives will be using the brochure at industry events throughout the coming year. All members are encouraged to use the new brochure which provides a cohesive picture of what the IMA and the SIGs and Chapters do, how they relate to each other, and how members can help businesses.

Copies of the brochure can be requested from the IMA office. A PDF version is also available.

The new membership brochure is the first piece of the member recruitment strategy of the new IMA Marketing & PR Plan, also presented at the Summit, was developed with the guidance and approval of the Marketing & Communications Strategy Task Force. The IMA Board approved funding for the plan in May.


Incentive Manufacturers & Representative Alliance (IMRA) Marketing Conference

The IMRA Marketing Conference, Sept. 11-14 in New Orleans, provides valuable networking and opportunities to strengthen rep relationships with suppliers. Brands can hold sales meetings each day where they can showcase their new products to reps from across the country and build their sales teams. Reps get the benefit of finding new lines, increasing their revenue streams and participating in open discussions about how to run their businesses. Registration information and details are available online.


Peer to Peer | Updates on industry news for companies with IMA members

Start Your Hall of Fame Career

Editor's Note July/Aug 16 Issue
Written by: Vincent Alonzo, Editor-In-Chief, Incentive Magazine

Last month, Incentive Marketing Association President Spencer Toomey floated an interesting suggestion: a Hall of Fame for the community of incentive marketers. I think it’s a terrific idea. To build a better future, it’s important to understand the past.

But that’s easier said than done. Whether we’re talking about an individual, an organization, an industry, or even a culture, the past is a scrum of disorganized memories, myths, and outright lies. Ideas like a Hall of Fame are ways to restore some semblance of order to the chaos.

Halls of Fame are not perfect institutions, to be sure. Inclusion even under the most stringent of rules is often rife with favoritism, nepotism, and probably a dozen other “-isms.” We won’t always agree with who is inducted, but in the grand scheme of things, a Hall of Fame provides a community with the most important tool for understanding its history: context. Without context there is no basis for agreeing or disagreeing. That’s why we love Halls of Fame, and also why we need them.

It’s also why for the past eight years Incentive has been running the annual Motivation Masters Awards. Like a Hall of Fame, it acknowledges and chronicles the evolution of incentive programs that demonstrate vision, effort, and creativity. Visit bit.ly/2016MoMaster to make a nomination.
On the topic of acknowledgment, I’d like to say that we appreciate the opportunity you give us to provide you with editorial content designed to advance your understanding of motivation and engagement. To thank you for that privilege, I would like to extend an invitation to apply to attend our annual Incentive Buyers Conference (IBC) taking place Aug. 1–3, 2016 at the Lansdowne Resort in Leesburg, VA, eight miles from Washington Dulles International Airport.

At IBC you’ll join other incentive professionals from throughout the U.S. for edu- cation sessions led by the Incentive Research Foundation and the Incentive Market- ing Association, enjoy networking activities, and face-to-face appointments with top award suppliers to find the perfect options for your upcoming incentive programs.

As our hosted guest you will receive roundtrip airfare, hotel accommodations at the Lansdowne Resort, ground transportation, and food and beverage throughout. To accept our invitation, please go to the following link to register: bit.ly/ibc2016.

I hope to see you there. It’s just the place to make the connections that could launch your own Hall of Fame career.

Webpage version


​Sales and Marketing Management provides complimentary high quality white papers

Sales & Marketing Management is pleased to provide complimentary high quality white papers on business problems faced by and potential solutions for today's busy sales and marketing executive.

Money May Talk, But We Eventually Stop Listening
Most Sales Managers admit that designing the perfect bonus and incentive system is no walk in the park. Some say it is a thing of myth and legend because chasing after the perfect motivation tool is like hunting unicorns: it's an illusion.
How do we develop incentive systems that motivate and reward employees to maximize results? Download this white paper to learn why.    

A Guide to Modernize Your Rewards
Rewards programs are a critical part of any employee or sales motivation program. However, the implementation of such programs has traditionally taken up many tedious hours dealing with spreadsheets, creating manual leaderboards, and dealing with fulfillment.
The purpose of this eBook is to guide you step-by-step through the process of transforming your rewards program by taking advantage of recent advances in technology and resulting business processes.    

Unique selling points: Separating sales leaders from the pack
According to a recent global Economist Intelligence Unit survey, 84% of organizations see managing sales performance as a strategic business priority, yet many still struggle to achieve their sales objectives. Read this EIU report for the latest findings and insights into the barriers to sales success today • The characteristics that set leading organizations apart • The role of analytics in driving sales excellence.    

5 Ways to Improve Sales Performance with Analytics ebook
In this e-book, discover the trends in the use of analytics by sales—including what's working and what's not —and learn the 5 ways to improve sales performance with analytics.    

Improving Performance Through Self-Selected Goals
The value of goal setting has been measured, documented and fervently advocated for decades by self-help gurus. And hundreds of academic studies have also confirmed the efficacy of goal setting - thus demonstrating just how important goals are in improving performance. So how come most sales people don't know how to set effective goals - especially when it comes to ensuring incremental sales success? Download your free eBook on Driving Performance with Self-Selected Goals.    

Why Cash Is a Less Effective Incentive
Money used as an incentive yields positive results—up to a point. The fact, however, is that money is not the optimal reward to get extra effort from people. When considering financial efficiency, ROI or total results there are superior alternatives to cash for incentives. Download this white paper from BI Worldwide to learn why.


Dittman Incentive Marketing is now Next Level Performance, a Dittman Company

Next Level Performance, a Dittman Company, will continue to provide clients with powerful Incentive Travel programs and Employee Engagement solutions. The new name reflects the company vision to “enrich people’s lives and give them reasons to achieve more.”

 

Read full press release here


Top Brands Looks to the Future with Ongoing Re-Branding

Top Brands, Inc., a national marketing company and supplier of name-brand merchandise and awards for corporate programs since 1961, announced today its ongoing rebranding approach to align with the ever-evolving incentive industry. With an infusion of fresh energy from new owners Pam and Gary Slavonic and a renewed commitment to constantly push the industry forward; this team is ready to write the next chapter in the Top Brands timeline.

Read full press release here


Incentive Federation Inc. Releases Incentive Marketing Estimate Research Study White Paper

A new Incentive Marketplace Estimate Research Study released by the Incentive Federation confirms that the non-cash incentives market grew a remarkable 17% since the last market estimate study in 2013.  With 84 percent of U.S. businesses spending $90 billion annually on award points, gift cards, trips and travel, and merchandise, the study also found that overall the businesses spend $14.4 billion annually on incentive travel and $75.6 billion on award points, merchandise and gift cards to reward sales staff, employees, channel partners and customers.

Read full press release here


The Red Door by Elizabeth Arden Launches New Brand Campaign & Omni-Channel Beauty & Wellness Services

The Red Door by Elizabeth Arden, the global leader in the luxury day spa industry, announces today its new brand campaign. Formally known as Elizabeth Arden Red Door Spa, the debut of a new contemporary name and logo marks the introduction of new products, services, and experiences, as well as an omni-channel business expansion to offer guests the best in beauty and wellness, both in and outside of its salon and spa locations.

Read full press release here


IGCC's Directory Available through Sales & Marketing Management

Sales & Marketing Management’s Incentive Gift Card Council (IGCC) digital edition went live just before the opening of last month’s Incentive Marketing Association (IMA) conference. The Directory is on the home page of www.SalesAndMarketing.com, ranked #1 on all major search engines for ‘sales and marketing’ searches, and Training’s site: www.TrainingMag.com. Both brands plan to increase digital and print promotions of the Directory throughout the year. To view this year’s edition, follow this link: http://pubs.royle.com/publication?i=319823