How to Make Money How to Make Money With Premiums, With Premiums, Incentives and Incentives and Recognition Recognition Distributor Day at the Motivation Show Distributor Day at the Motivation Show Thursday, October 6, 2011 Thursday, October 6, 2011 Presented by Presented by Paul A Kiewiet MAS CIP CPC Paul A Kiewiet MAS CIP CPC
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How to Make Money in Premiums, Incentives and Recognition
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How to Make Money How to Make Money With Premiums, With Premiums, Incentives and Incentives and
RecognitionRecognition
How to Make Money How to Make Money With Premiums, With Premiums, Incentives and Incentives and
RecognitionRecognition
Distributor Day at the Motivation ShowDistributor Day at the Motivation Show
Thursday, October 6, 2011Thursday, October 6, 2011Distributor Day at the Motivation ShowDistributor Day at the Motivation Show
Thursday, October 6, 2011Thursday, October 6, 2011Presented byPresented by
Paul A Kiewiet MAS CIP CPCPaul A Kiewiet MAS CIP CPC
PremiumsPremiumsPremiumsPremiums
[pree-mee-uhm] [pree-mee-uhm] nounnoun
1. a prize, bonus, or award given as an inducement, as to purchase products, enter competitions initiated by business interests, etc.
2.a bonus, gift, or sum additional to price, wages, interest, or the like.
IncentivesIncentivesIncentivesIncentives
in·cen·tive
[in-sen-tiv] noun
1. something that incites or tends to incite to action or greater effort, as a reward offered for increased productivity.
Value PropositionValue PropositionValue PropositionValue Proposition
One Stop SolutionOne Stop SolutionOne Stop SolutionOne Stop SolutionIf you can’t solve the problem, they can find someone else who canIf you can’t solve the problem, they can find someone else who canIf you can’t solve the problem, they can find someone else who canIf you can’t solve the problem, they can find someone else who can
Open New MarketsOpen New MarketsOpen New MarketsOpen New Markets
Corporate Social Corporate Social ResponsibilityResponsibility
Shareholder Shareholder RelationsRelations
Media RelationsMedia Relations
Information Technology,Information Technology,Research & DevelopmentResearch & DevelopmentInformation Technology,Information Technology,
Research & DevelopmentResearch & Development
EfficiencyEfficiency
SuggestionsSuggestions
BreakthroughsBreakthroughs
New Product New Product DevelopmentDevelopment
Cost SavingsCost Savings
Production, Engineering,Production, Engineering,Operations and FinanceOperations and FinanceProduction, Engineering,Production, Engineering,Operations and FinanceOperations and Finance
Suggestion / Idea Suggestion / Idea ProgramsPrograms
EfficiencyEfficiency
Increased Increased ProductionProduction
Reduced CostsReduced Costs
SafetySafetySafetySafety
Workplace injury Workplace injury costs exceeded the costs exceeded the combined profits of combined profits of the Fortune 10the Fortune 10
1000 pens @ 1000 pens @ $1.00 each (P) $1.00 each (P)
2 Watches @ 2 Watches @ $1000.00 each (R)$1000.00 each (R)
Average order sizeAverage order size
What do I need to What do I need to know?know?
What do I need to What do I need to know?know?
The Channel is The Channel is DifferentDifferent
The Channel is The Channel is DifferentDifferent
Different HistoryDifferent History
Retail v. EventRetail v. Event
AspirationAspiration
Program Program OrientationOrientation
MarginsMargins
Multiple ResellersMultiple Resellers
You Cannot Sell On You Cannot Sell On PricePrice
You Cannot Sell On You Cannot Sell On PricePrice
You must sell on ValueYou must sell on Value
You cannot compete You cannot compete with Wal-Mart (or Best with Wal-Mart (or Best Buy, or Amazon, or Buy, or Amazon, or anyone else who buys anyone else who buys by the truckload).by the truckload).
Lower Your Lower Your ExpectationsExpectationsLower Your Lower Your
ExpectationsExpectationsUrgencyUrgency
CustomizationCustomization
Out of stocks, Out of stocks, changing models, changing models, seasonalityseasonality
Product literature, Product literature, websites may not be websites may not be distributor-friendly. distributor-friendly. Be prepared.Be prepared.
Don’t AssumeDon’t AssumeDon’t AssumeDon’t Assume
Blind shipping labelsBlind shipping labels
No Packing SlipsNo Packing Slips
AnythingAnything
If possible, offer If possible, offer your client special your client special packaging services packaging services or gift wrapping so or gift wrapping so that you can inspect that you can inspect and re-pack.and re-pack.
Choose Your Choose Your PartnersPartners
Choose Your Choose Your PartnersPartners
Your Premium Your Premium RepsReps
Incentive HousesIncentive Houses
PP Channel PP Channel CommittedCommitted
Open Open CommunicationCommunication
Keep it LegalKeep it LegalKeep it LegalKeep it Legal
Use of the word Use of the word “Free”“Free”
Sweepstakes, Sweepstakes, Contests and Contests and Games of ChanceGames of Chance
Tax ConsequencesTax Consequences
Discover New Worlds of Profit, Discover New Worlds of Profit, Relevance, Creativity, and MeaningRelevance, Creativity, and Meaning
Discover New Worlds of Profit, Discover New Worlds of Profit, Relevance, Creativity, and MeaningRelevance, Creativity, and Meaning
Thank You!Thank You!Thank You!Thank You!Paul Kiewiet MAS 269-806-4489 Paul Kiewiet MAS 269-806-4489 [email protected]@brandkiwi.comPaul Kiewiet MAS 269-806-4489 Paul Kiewiet MAS 269-806-4489 [email protected]@brandkiwi.com