Thursday, October 27, 2005

We're about to kick off a 3-version enrollment campaign to attract additional mom 'n pop operators. It includes direct mail and e-mail offers to a list purchased from R&I.


Tuesday, October 25, 2005

UniPro Fall Conference - WOW

Overwhelming response from distributors at the UniPro Fall Conference, Oct. 15-18!

98 meetings thanks to UniPro pre-show communications and a dozen over 20 distributorships have already registered for the DSR incentive component.

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Monday, October 03, 2005

What is the role of Price in Behavior Change?

Salespeople (particularly brokers) will tell you that discounts are what customers want in order to try new products - and you can't fault them for thinking it's true. When asked "Which do you prefer? Cash or merchandise?" respondents overwhelmingly choose "cash." However, when studied, actions speak louder than words.

This authoritative article documents why cash incentives fail to change behavior. In addition to the behavioral implications:

1) Rebates cause your salespeople to lead with price
2) DSR's fill out rebate forms rather than introduce new products
3) Rebates teach your customers to wait for "sale prices"


Saturday, October 01, 2005

Expand your purchases and your rewards

Expand your purchases and you'll expand your rewards says Purchasing Manager, John Taninias of Woodloch Pines resort in Hawley, Pennsylvania. "We frequently purchase a product eligible for Foodservice Rewards - even if it's different from what we normally buy. We get more points that way. And more points mean more rewards!" How does Woodloch Pines redeem their points? "We let employees who go 'above and beyond' pick out their own reward. It's really exciting for them!"


Making Retention Work

Excellent article by Carl Chapman, Vice President of the Food Service Division with the Dunwoody Group in Restaurant ProfitAbility Magazine called Making Retention Work.

"Employees are among the most valuable assets that any business has. As it becomes more difficult to find and retain good workers, it's vital to know how to be competitive in this area by keeping retention issues on the front burner." Click here to see how Foodservice Rewards helps distributors and their customers retain staff.