PFI Offers Training Support

You know that merchandise incentive programs can be very profitable. You also know that designing, developing and implementing an incentive program is not as simple as it seems or may not even be your organization’s core competency. PFI recognizes the challenges you face and is prepared to offer you support in your efforts to expand your merchandise incentive award business through training.

Over the past several months we have been developing training modules that feature information you need about the industry as well as the basics for developing, selling, implementing and fulfilling awards for merchandise incentive programs. PFI is willing to share this information, and based on the size of your sales organization and incentive business development goals, conduct a half day or full day training session at your location.

Here is a brief overview of the topics we are prepared to cover.

Industry Overview

• What are clients buying? – We take a by-the-numbers look at the types of incentive programs "incentive buyers" have chosen to invest in in order to achieve their goals. Information presented includes:

  • Industry Statistics— A review of Incentive Federation research information about individual award preferences and program planning preferences.

• PFI success stories— A brief overview of the scope of program applications and trends as seen from PFI’s vantage point of working with over 200 marketing partners and 900 individual programs.

• Incentives vs. recognition — A basic look at the differences between incentives and recognition and how and where to effectively apply both motivational strategies.

• Incentives and the internet— A look at the state of the internet as it’s currently impacting the use and implementation of merchandise incentive programs.

Why Incentives?

• Motivation theory — Understanding what influences personal behaviors and the factors required to change those behaviors is the first step to understanding incentives. We present the basics of motivation theory as seen through the eyes of Maslow and how his theories drive the success of our industry.

• Rationale — Useful facts, statistics, case studies and rationale are presented that will help you overcome client objections and effectively answer the question "why run a merchandise incentive program?"

• Debit cards, gift certificates and cash—We review the good, the bad and the ugly of these "cash" awards. There are ways to successfully sell against cash or to effectively introduce non-cash incentives.

Building an Incentive Program

• Types of programs — The world of incentives is broken down into two categories, sales and distribution incentives and all-employee incentives. We review the goals and elements of both in this module.

• Real-life examples — A review of successful programs for both distribution channel and all employee programs provide real world examples of incentives in action and establish points of reference for the broader discussion of core program elements—the building of an incentive program.

• Core program elements — This topic gets to the heart of building an incentive program. Here we cover:

• Goal Setting

• When To Run a Program

• Who Should Be Included

• Tips For Writing the Rules

• Types of Awards

• Program Administration

• Building a Communication Campaign

• Program Investment Planning

Selling Incentives

• Prospecting — This session focuses on understanding the numbers game of prospecting and identifying the difference between a prospect and a suspect or spending time vs. wasting time.

• Qualifying — The ins and outs of qualifying prospects in a way that moves you closer to the sale. Here we review lists of questions you need to ask and answers you must have to move to the stage where you can develop the right incentive solution and close the sale.

• Sales Process — Information about the incentive selling cycle and strategies for driving the process to close the sale.

• Closing the Sale — A brief section on tips for the all-important, and too often elusive, close. This session is a nod to the experience of all those salespeople who know it’s not as easy as it looks.

Contact Us For Training Support

If you’d like to take advantage of our training program and materials, contact us and we can work with you to develop a training agenda that meets your needs.

Joy Smith, Dir. Of Sales
E-mail: Jsmith9595@aol.com
Phone: 800-292-7371 ext 235

Jim Kapcar, Reg. Sales Mgr.
E-mail: Jim@kapcar.com
Phone: 513-791-3865

Looking for more information? Have we missed something?

Is there an incentive program development, implementation or management topic you’d like to see covered that is not listed above?

Let us know!