The Secret to Incentive Program Success: Incentive ROI that makes bean counters smile! By Robert S. Dawson, CITE, (Author) and Roger S. Peterson, (Contributor)
Posted by Dan Janal, Your Fearless PR LEADER | August 28th, 2009
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Question: Who is the intended audience?
Answer: This book is intended for both buyers and sellers of tangible non-cash incentive programs. Sales and marketing executives that have struggled to have their incentive budgets “approved” will love this book. Incentive companies that have suffered from the AIG effect will love this book.
Q: What is the book about?
A: The book is about creating a measurable Return on Investment for incentive programs. Using actual client situations, the reader can follow a step by step process of how to do this through each chapter.
Q: Why are you the best person to write this book?
A: This method of Incentive ROI is something I developed in 1991. Since that time, it has been proven to be the most effective Incentive ROI method available (independent study by the University of Missouri, September 2007).
Q: How is this book different from other books on this topic?
A: This book, as far as I am aware, is the only book on this topic. While there are many books available on ROI, there are no such books out there that outline how this unique method can incrementally improve both profit and cash flow for a company.
Q: Is there anything else we should know about this book?
A: The timing of this book is perfect. Companies have always “felt” their incentive programs work, people enjoyed getting merchandise or trips. Now those same companies are cutting or cancelling these very same programs and productivity is impacted.
As a VP of sales at a US based mfg., I am always looking for ways to justify my incentive spend for my sales incentive programs. I wish I would have had this book years ago. Thanks for writing it and I can’t wait to check it out. By the way, for the bean counters reading this, merchandise incentives do work and I regularly see a 4 to 1 return on my investment.