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Rewards & Recognition (January 2011)

News Briefs

2011 Motivation Show Call for Proposals Now Open

The 2011 Motivation Show in Chicago will feature an extensive offering of more than 50 seminars on Tuesday and Wednesday, October 4-5, presented by a faculty of nearly 100 industry professionals. More than 700 executives are expected to attend. Industry experts are invited to share their knowledge with conference attendees in the areas of Employee Recognition; Customer Loyalty; Sales Motivation; and Meeting & Event Management. Program proposals are being accepted until February 21, 2011. To submit a program proposal online, go to www.motivationshow.com/page.asp?ID=135. For more information about presenting at The Motivation Show, contact Hansi Kess, Project Manager, at or call 630-434-7779.


Gift Card Mall Helps Facebook Users Change Their Gifting Habits

Blackhawk Network recently announced a new Facebook application that helps consumers quickly and easily give gift cards via Facebook. By introducing social network gifting options such as the eGift Card product on Facebook, Blackhawk's Gift Card Mall now offers consumers even more options in the way they send and receive gifts. Through the Group Gifting feature of the new Facebook application, Facebook friends are now able to contribute as a group for a single gift card, thereby increasing the value of the gift card for the recipient. A personalized message can also be added to a card. Additionally, the social networking gifting aspect enables Facebook users to remind others about friends' upcoming holidays and celebrations, further transforming the way people network and shop together. Facebook users can visit http://apps.facebook.com/giftcardmall and easily purchase a gift card from a selection of retailers to give to their Facebook friends and family. Popular brands such as Bass Pro Shops, Fandango, Forever 21, JCPenney, Sephora and The Home Depot are featured in the new Facebook eGift Card application, with more retailers expected to participate in 2011. After purchase, the eGift Card is posted on the recipient's Facebook wall and a personalized confirmation and activation code is sent to their email address for added security. Recipients can print out their card to use as a payment method for in-store purchases or use the card number for online purchases, just as they would when using a credit card or any prepaid card to shop online. For more information, please visit www.blackhawknetwork.com


Now That's Cold...

The National Confectioners Association (NCA) blog, "Candy Dish," recently reported on an interesting incentive program sponsored by Just Born, a Pennsylvania-based candy company:

Will the sales team at Just Born, the Pennsylvania candy company who brought us PEEPS, Hot Tamales and Mike and Ike, make their sales goals next year? Ya sure. You betcha. That's because they don't want a repeat of this year's freezing cold sales bonus – an all-expense-paid trip to Fargo, ND. You see, when the company set their sales goal this year – 4% over 2009 – the management team promised the sales team a trip to Hawaii in exchange for meeting the goal. The sales team did a great job, increasing year over year sales by 2% (in a tough economic climate, no less), but fell short of the 4% goal. So, two dozen sales professionals packed their bags for a little vacation – but they left sunscreen and bathing suits at home, because the reward for not hitting the sales goal was a trip to frozen North Dakota. In December. Where it was 7 degrees. This has to be my favorite candy story of the year. You have to applaud the folks at Just Born. Sure, Hawaii would be nice...but they probably would have taken their spouses and spent more time apart than building camaraderie. Don't get me wrong, I'd sure as heck work extra hard to avoid next year's second-tier location (Rapid City, SD), but they will always remember this trip. That is, after they thaw out!


Duffy Named President of Cruise Lines International Association

The Executive Committee of Cruise Lines International Association (CLIA) has announced that Christine Duffy, President and CEO of Maritz Travel and one of the most dynamic leaders in the travel industry, will become the association's new President on February 1st. Duffy replaces Terry Dale, who was CLIA President for seven years, bringing with her an impressive record of success with Maritz and extensive experience in all aspects of the travel industry that impact cruising, including the travel agency distribution system, sales and marketing, legislative affairs and issues management. A travel agent prior to becoming a leading chief executive in business, Duffy enjoys industry-wide respect and recognition for her vision, dedication, energy and management skills. "The cruise industry has a remarkable record of growth and success, and tremendous potential for the future," says Duffy. "Without a doubt, this industry's bold, visionary leaders have created the most exciting, innovative and value-added vacation experiences available to consumers today, whether they are singles, couples, families, multigenerational and social groups, or shipboard meetings and incentives. It is an enormous privilege to lead CLIA in the years to come." Duffy will be based in CLIA's Washington, DC office and also work from the association's offices in Fort Lauderdale.

She has served on the Meeting Professionals International (MPI) Board of Directors for six years, serving as Chairwoman in 2005-2006. Duffy also founded MPI's Women's Leadership Initiative, served as its inaugural Chairwoman, and has been a regular speaker for the industry on women's leadership. In addition, the St. Louis Business Journal recognized her as one of the 25 Most Influential Business Women, Corporate Meetings and Incentives magazine chose her as one of the Top 10 Women Leaders in the Meeting Industry, and Meetings News magazine named her one of the 25 Most Influential People in the Meetings Industry four times.

SVM Hires Dodge as VP Business Development

SVM, a leading provider of gift card program management solutions, recently announced the hiring of Andrew Dodge as Vice President of Business Development. Prior to joining SVM, Dodge was Vice President of Corporate Sales at CashStar and previously held national account management roles with L.L.Bean and Lands' End. He is a past President of the Incentive Gift Card Council (IGCC) and currently serves on the Board of Directors of the Incentive Marketing Association. As Vice President of Business Development, Dodge will focus on expanding the distribution of SVM's retail gift card brands and add retailers and B2B channel partners to SVM's full-service program management suite. He will report to SVM President Jim Leroux, who notes that "Andrew's immense knowledge of the gift card and incentive industries will help to accelerate SVM's relationships with retailers and these retailers' presence in the loyalty and incentive marketplace." For more information, go to www.svmcards.com

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Insights from ESM Rewards & Recognition e-News

Engagement Event Returns $2 for Every Dollar Spent

The Enterprise Engagement Alliance (EEA) recently announced that research measuring the return on investment (ROI) of an annual meeting of healthcare insurance brokers that stressed training, relationship-building and networking opportunities found the sponsoring company enjoyed a return of almost $2 for every $1 invested in the program. Initial results reported in March revealed that the program had a profound impact on the way brokers thought and felt about the company, its products and its people. Part 1 of the report, The 'ROI in Channel Partner' Conferences – A Case Study, noted that the annual gathering translated into higher sales, performance and engagement among those who attended. Part 2 of the report examines the actual change in sales of Allsante, Inc.* products among program participants, summarizing the ROI the company achieved from the event. EEA analysis of the methodologies and findings reveals that Allsante earned significant ROI from its annual event. "After all variables were accounted for, a highly credible and conservative estimate of 190% ROI was arrived at," says Allan Schweyer, Chairman of the EEA. "In other words, the company enjoyed a return of almost $2 for every $1 it invested in the first six months following the event, and our researchers say it's likely that the returns, if calculated after another six months have passed, will be even greater." Parts 1 and 2 of the study, The 'ROI in Channel Partner' Conferences – A Case Study, can be downloaded at www.enterpriseengagement.org

* The company in this report is referred to as "Allsante, Inc." at the firm's request, due to competitive reasons.

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In the Next Issue of Engagement Strategies Magazine

The November/December issue of Engagement Strategies Magazine is out! Here's a look at what you'll find inside:

'Don't Ever Underestimate the Power of People'

In this revealing Q&A, White Castle owner Dave Rife talks about how his experience on the TV show Undercover Boss helped him discover how the old truths about engagement still apply. To make sure you get your copy of Engagement Strategies Magazine, go to www.enterpriseengagement.org/account/login/ and update your subscription today! Read more  >

Novo Nordisk Launch Engages Younger Salespeople

"It's a totally different environment from when I sold back in the 1990s," says Jamie Jones, Novo Nordisk Sales Director. "So we wanted to pay attention to those Generation X and Generation Y salespeople to make sure we had a program that encouraged behavior and offered rewards consistent with how those people think. Read more >

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News From Selling Communications Inc.

White Paper Links Social Media and Performance

A new White Paper, How Social Media is Changing Corporate Performance, discusses how lessons learned from Social Media are helping corporate employee-engagement experts capitalize on the momentum in self-motivated, peer-driven participation. Corporate recognition, rewards and incentive programs for employees are actually the unsung pioneers of the kind of 'social points' activity like we see in Social Media games like Farmville and others. By leveraging the power of online systems, corporations can provide a familiar social environment similar to those in which people have already chosen to engage during their own time. You can bring the power of Social Behaviors to your employees by offering intrinsic/extrinsic motivation rewards and recognition programs. Peer-to-Peer awards let people recognize each other. Team-based activities allow for relationship-building and trust. Wellness programs show that you care about employees' health challenges and that you want to help through education and online tools. Open 'suggestion programs' accelerate innovation by creating a meritocracy. To view the full report, go to www.dittmanincentives.com

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About Selling Communications Inc.

Selling Communications, Inc. is a fully integrated, target marketing, media and technology agency that improves results for clients by focusing on the people who matter most. We can help your business grow and save you money by targeting key prospects, getting their permission and strategically integrating your marketing and sales communications with the specific audiences most likely to affect your business performance.

Take advantage of these SCI services to improve your business development:

  • Engagement Marketing Agency Solutions
  • Target media
  • Integrated Communications Technology

For more information on Selling Communications, its products and services, contact Jim Kilmetis at 914-591-7600, ext. 229 or send an e-mail to .

Tapping new customers, and keeping those you already have, costs less than you'd imagine...

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