THE INCENTIVE CHEAT SHEET
IMRA’s Ultimate Guide to Selling and Sourcing
Branded Merchandise for Your Clients’ Incentive
Programs and Corporate Gifting
Be an expert on your next sales call.
Our job is to make your job
easier.
in•cen•tive
From Wikipedia, the free encyclopedia
In economics, an incentive is any factor (financial or non-financial)
that enables or motivates a particular course of action, or counts as a
reason for preferring one choice to the alternatives.
This powerful motivation technique recognizes human nature and the
importance of offering tangible rewards for predetermined behavior.
Did you know corporate America spends
nearly $46 billion dollars each year on
merchandise and tangible incentives? Why?
Because incentives work!
Incentives Can…
• Increase sales and productivity
• Boost morale
• Enhance quality
• Foster teamwork
• Decrease absenteeism
• Attract and retain quality employees
• Engage participants
• Improve work habits
• Ensure safety
• Reward loyalty
Ability x Motivation =
Performance
The fact is that goals direct our behavior. When an incentive (an
object or event that is valued) is included with a specific goal, an
individual is further motivated to achieve the goal.
The incentive must have a perceived value, and when the
individual is willing to expend effort to obtain the incentive, it
becomes a goal.
Beware of the Cash & Cash Equivalents Trap
•Cash can be considered income
•Cash has no lasting effect
•Cash has a poor perceived value
The Benefits of Tangible NonMonetary Incentives
Executive White Paper published by The Incentive Research Foundation
There are four psychological processes that
influence participant perceptions of tangible
non-monetary incentives, making them
perceived to be of more value than cash
incentives of equal market value.
Perceived Value of the Award
• Evaluability – Affective Reactions
Drive Perceived Value
o Because attaching a monetary value to non-cash
incentives is difficult, the participant’s affective
reaction to the award substitutes for its predicted
utility. These perceptions tend to increase value
beyond the actual amount.
• Separability – Non-Cash Incentives Have Seperability
o Individuals separate an award from other
compensation. Tangible awards are not considered a
part of their salary, therefore the award becomes
unique and the performance more meaningful.
Value of Earning the Award
• Justifiability – Earning the Incentive Eliminates the Need to
Justify its Purchase
o Hard work becomes an attractive way to acquire
something that was not justifiable otherwise. Earning
the non-cash incentive carries more value than
earning the market value of the incentive in cash.
• Social Reinforcement – Acknowledgement Increases Social
Utility, Increasing Value
o Non-Cash incentives are more socially acceptable to
acknowledge, which increases the value through
trophy value and keeps a link between the award and
the company that provided it prevalent.
50%
Despite inroads by private
label products, national
brand names still carry
significant weight among
consumers.
40%
Nearly 1/2 of shoppers
consider brand name first
when making a purchase.
10%
30%
20%
Brand
0%
Nam e
A no
Price
When to Use Branded Vs. Promotional Products
IMA’s Principles of Results Based Incentive Program Design (Chapter 3.1)
Brands, by their very nature, generally have higher perceived value than
non-branded products. Non-branded products can make up for that
drawback, however, by being almost infinitely customizable to meet
some communication or functional need that brands cannot be molded to
fit. So even if the goal is motivation, the application may call for a
promotional product instead of a brand. Here’s a checklist to help
determine which medium makes sense.
•
•
Factors Favoring A
Branded Solution
•
•
•
•
•
Factors Favoring A
Promotional
Product
•
•
•
A primary purpose is to motivate people to
do something.
A primary goal is to have awards and
recognition with high perceived value.
An important goal is for people to share the
recognition with their family and friends.
The budget supports paying a higher price
for the award.
There is a feeling that being associated with
brands will reinforce the brand of the sponsor
company.
The primary goal is to convey a message.
A primary goal is to reinforce the brand name
and generate awareness.
A primary goal is to bring a theme to life in a
clever way with a target audience.
A goal is to get someone to an event—
having the event name on the gift increases
response rates.
The economics call for a very low cost.
Many companies do both and imprint their logo on a branded product. This has
the benefit of potentially conveying greater perceived value and associating a
lesser-known brand with a better-known one. Note that some well-known brands
do not allow co-branding without a management approval process.
in•cen•tive pro•gram
From Wikipedia, the free encyclopedia
An incentive program is a structured plan to get people to do what
you want them to do.
72%
68%
49%
83%
Consumer Promotion
Sales Incentives
Dealer Incentives
Non-Sales Recognition Motivation
Some examples of Incentive
Programs
•Sales Incentives
•Sweepstakes
•Service Awards
•Frequency programs
•Gifts with purchase
•Attendance Programs
•Safety Programs
•Corporate gifting
Incentive programs are among the few business strategies where cost
can be based on performance and paid out after the results
have come in.
Three most important variables to a successful motivation program
•The Goal that directs the behavior,
•The Incentive that motivates a person to obtain a goal, and
•The Ability of the participants to successfully achieve the goal
that will engage the individual to participate.
8 Steps to Building an Incentive Program
1)
2)
3)
4)
5)
6)
7)
Establish Objectives
Outline the Parameters
Measure Performance
Establishing the Budget
Selecting the Award
Run the Program
Celebrate!
8)
Analyze This
A more in-depth look at how to create an incentive program can be found in The Art of Motivation –
An Incentive Industry Primer , found online at www.incentivemarketing.org or at the IMA Booth.
1) Establish Objectives – The Blueprint
Identify what goal or objective needs
to be accomplished (increased sales,
improved attendance)
Objectives should be simple to
understand and to communicate, yet
specific so they can be measured
Objectives must be obtainable
Make sure that these objectives are communicated to all participants at
the onset and reinforced throughout the entire length of the program.
2) Outline the Parameters
Who is the target audience? Who is eligible to
participate in the program? Size, demographics, etc
What are the rules of the program?
How long will the program run?
Close-ended or open-ended?
Who will be doing what? – Define each person’s role
(participant, administrator, arbitrator)
Individual goals, team goals or both?
What are the rewards?
3) Measure Performance
It is important that you establish the
parameters up front on how the program is to
be measured so that you can prove to your
customer that the program was successful.
What metrics are going to be used?
(Qualifiable – more restrictive, needs to be qualified for
-or - Qualitative – measured in numbers)
How is performance communicated
throughout the program (Online updates,
email, etc.)
The goal must be fair to all involved and obtainable by everyone.
4) Establish the Budget
Three Elements Need to be Considered
1) Length of the program
2) Number of participants
3) Expected Results
Two Types of Award Budgets
1) Close-ended : Have a pre-
determined number of award
earners. The budget is fixed
and you know the maximum
costs up front
2) Open-Ended: Enables all people who achieve program
goals to earn awards. You can estimate the costs involved,
but will not know the actual cost until the program is finished.
Typical Break Down of Budget
Awards
Communication / Promotion
Administration
Training / Research
80%
10%
5%
5%
Determine the Award Values Based on Improvement
(Principles of Results Bases Incentive Program Design)
Based on unit or dollar performance improvement
Many companies allocate 5% - 10% or more of the value of incremental
improvement.
Ex: For the first $1,000 in incremental performance, the participant gains $50 in award
points.
For non-sales programs (ie. Attendance, Safety), determine what the
“value” to the company is when the goals are met.
Use the Safest Estimate
Generally speaking, management wants reliable forecasts and programs
with a good cost-benefit ratio. Since the cost of incentive programs
should directly relate to performance, at least more so than most other
marketing and sales tactics, it pays to err of the high side in terms of
costs and - as every budgeter knows – err on the low side in terms of
performance.
5) Selecting the Award
It is important to select the right
award because if the individual is
not emotionally vested in the
incentive award, they will not
pursue the goal.
Understand your target audience
• Send out a poll; get employees involve
• Keep in mind the employees income; a highly compensated employee
needs to be incented by a high value item, not a $20 portable radio
The award:
• Has a high perceived value (See section 1) and Trophy Value
• Creates excitement amongst the participant base
• In a short program, the item should be of high value to produce
quick results
• Cash is not King!
Merchandise awards satisfy the desire to point to something
as tangible proof of one’s success.
IMA’s Principles of Results Based Incentive Program Design has a
curriculum focused on Award Selection.
Award Selection & Administration Series Topics
When to use Branded vs. Promotional Products
Motivational Merchandise ROI Measures
Cash vs. Merchandise
Why do Lifestyle Incentives Work
Learning the Science of Reward Selection
Overview of Incentive Travel for the Basis of Rewards
Incentive Travel Site Selection
Incentive Travel Award Types
Overview of Gift Card and Certificates
Gift Card Types
The Role of Gift Certificates and Cards in Corporate Recognition
6) Administering the Program
How the program is communicated, tracked and
recorded.
Promotion: How do we communicate the objectives
and reinforce them throughout the program?
*** Additional revenue source for you;
Hello…Promotional Products! ***
Research / Training: The participants need to know how to perform the desired
function in order to improve their output
Communication: Give them all the info they need
•
What you want them to do
•
How they can do it
•
How they are doing
•
When it is over, how they did
•
What they have won
7) Celebrate!
The Peer Pressure Measure – If everyone knows who succeeded in meeting and
exceeding the goals, the chances of them engaging in future programs are
greater.
You have to openly commemorate the program – make a big deal out of the
achievers, but make sure to recognize the efforts of ALL of the participants.
8) Evaluate the Program
This is where you measure the results and the ROI (Return on Investment) to
prove to your customer that the program was a success from a financial point, as
well.
ROI Considerations:
•
Were the program objectives met – What did the
program accomplish
•
Were the objectives realistic (How many people met
or exceeded the goals)
•
What type of participant succeeded/did not succeed
and why
•
Did the outcome meet initial expectations
Measurement Series Topics
Overview of the PIBI Model
Overview of ROI Measures
ROI Incentive Programs: Driving People, Driving Profits
Overview: ROI Measurement Approaches
Determining the Return on Investment of Incentive Travel Programs
The Master Measurement Model of Employee Performance
Tracking the Long-Term Impact of Incentive Programs Using Readily Available Employee Data
Performance Measurement & Incentives In The Era Of Sarbanes-Oxley
Can my business profit by selling premiums and
incentive programs when the margin % can be
lower than the promotional products I sell today?
100% of
nothing
versus
a % of
something
big
American businesses spent an estimated
$46+ billion on merchandise and travel for
motivational use in 2006.
2007 Incentive Federation Survey
www.incentivemarketing.org
Merchandise for Premiums & Incentives
Incentives are already being supplied in large part
by Promotional Product Distributors.
Source: Incentive Federation Survey, May 2005
Why You, you may ask?
Why NOT you?
•
•
•
•
You are already present in their organization
Your clients trust you
You know how your clients work
You are the “expert” in creating awareness
• You have tools and help available from IMRA reps
and suppliers (an excellent resource on branded products)
How to get involved in Incentive Programs
•
Become familiar with all the channels of distribution
your client’s company sells in
• Get to know your client’s Sales VPs
• Introduce yourself to HR
• Ask about internal rewards/recognition
• Look at their current programs
• Call a local Manufacturer’s rep-they’ve seen lots of
programs
• Read the Industry Trade Publications. IMA/IMRA
Member Publications include: HRExecutive, Incentive, Incentive
Marketer, Motivation Strategies, Premium Incentive Products,
Occupational Health & Safety, Return on Performance, Sales &
Marketing Management, SalesForceXP, and Selling Power
Some Questions to ask your Client
•
•
•
•
•
•
“Who does your sales incentive program?”
“What do you do to recognize your employees?”
“Do you offer your dealers/customers incentives to
increase their purchases with you?”
“Would you invest $50,000 to get $500,000?”
“If you attain your goals this year, how do you plan to
celebrate them?”
“How can I help you attain those goals?”
rep·re·sen·ta·tive
Professional incentive representatives function as direct factory agents
for the brand name manufacturers they represent. Incentive
representatives may also be known as a premium representative, and
they are very similar to a Promotional Products Multi-line representative.
They are responsible for all sales activity within their territory. Incentive
reps are skilled in understanding the needs of a variety of customers that
include ad agencies, premium product distributors and sales promotion
agencies. In general, over 90% of a representatives business is done
through a 3rd party who re-sells merchandise to the corporate end-user.
Because of the retail nature of the brands a premium rep handles, they
have a tendency to become more involved with the sales process than a
more traditional “multi-line” rep.
The Differences
rep·re·sen·ta·tive
dis·trib·u·tor
◊ Sell only in a defined territory
◊ May sell anywhere
◊ Do not handle competitive lines /
products
◊ Often handle competitive brands
– can handle as many different
brands as their customer base
wants
◊ Sell as agents, do not take
possession of the products or invoice
the orders they sell. The supplier
invoices directly
◊ Compensated by commission from
the supplier on sales, in the 2-5%
range
◊ Typically handle multiple brands in
the major product categories
◊ Typically take ownership to
resell
◊ Compensated by margin of sales
price over cost
◊ Often handle several hundred
lines
◊ Typically entrepreneurial, owner
operated with support staff
◊ Large firms often publically
traded, have branch offices
located in cities throughout
country
◊ Interface with distributors, refer
clients to distributors, receive
commission on sales through
distributors
◊ Rely heavily on rep for referrals,
training, technical support
◊ Maintains inventory
◊ Do not generally maintain inventory
◊ FOCUS ON THE DISTRIBUTORS
NEEDS AS CUSTOMERS
What you can expect from the Incentive and Premium Representative:
The “Premium Rep”—your best friend
• Know market trends, the latest promotion techniques, and the
benefits of each.
• Supplier status, which suppliers are better suited for a particular
program
• Assist in promotional planning, from the creation of the idea to
selection of the appropriate merchandise manufacturer.
• Experience – The majority of incentive representatives have well
over 10 years of experience in working with promotional products
distributors
• Sells at factory direct pricing and can negotiate discounts for volume
purchases in some cases
• Will NOT “poach” your accounts
• 90% or more of their business comes from distributors
• Due to long term relationships with suppliers, representatives have
the ability to negotiate special requests
The Relationship between the Promotional Products Industry and the
Incentive Industry is a WIN-WIN situation. Corporate America is moving
to consolidate purchases of goods and services utilizing fewer numbers
of vendors. Rather than risk losing their current customer base,
Promotional Products Distributors are moving quickly and deliberately to
expand the products and services they offer.
Working with Retail Brands – Your Cheat Sheet to Success
Working with an incentive representative and branded merchandise,
there needs to be a minimal understanding of the business.
1) Understanding - Understand how the Brand comes to the retail market
◊ New product introductions tied to key industry trade shows
◊ The complete product line may not be available to our industry
◊ At end of a product’s lifecycle, closeout merchandise may
become available. Pricing and availability should be
discussed; don’t make any assumptions.
◊ Be prepared to share as much information about your client
and the promotion as possible. Many manufacturers
have policies that prohibit selling in certain markets.
◊ Communicate all deadlines, in-hands dates and special
labeling requests in advance. Last minute
requests tend to cause delays.
2) Timing - Allow for extra time for your first transaction with a retail brand
◊ Brands don’t subscribe to the promotional products market
credit sharing information
◊ Each brand will have their own requirements to establish an
open line of credit. These may or may not be negotiable.
◊ Initial order quantity minimums may apply
3) Preparing - This is where a distributor can offer special services to
their clients, with this comes the potential for increased profit potential.
Premium representatives can offer suggestions on how to work with each
brand and still meet your clients’ needs and expectations. Below are a few
common scenarios.
◊ Many brands don’t decorate. Some have outside contractors that
they can recommend. As a Distributor, you may already have a
similar decorator. Typically your local decorator will be more cost
effective.
◊ Drop-shipments may carry extra handling charges, be open to
possibly drop shipping from your facility
◊ Many brands usually do not insert something into their product box.
This may be another opportunity for you to offer your clients a unique
solution, increasing your profit.
The Incentive Representative is able to help you determine each brands
policies and procedures with regard to your needs.
re·source·s
The Incentive Manufacturers
Representatives Alliance is a strategic
industry group within the IMA. Its purpose is to promote the highest professional
standards of interaction between representative and manufacturer members
thereby contributing to the growth, understanding and excellence of the Incentive
Industry. www.imraonline.org
The Incentive Marketing
Association (IMA) is the leading
voice of suppliers in the incentive
marketplace. IMA provides
education and information services,
publications, conferences and
seminars, and research to
businesses to help them effectively use incentive programs to motivate
employees and customers. IMA is a founding member of the Incentive
Performance Center and the Forum for People Performance Management at
Northwestern University. IMA is also a leader in the Incentive Federation, the
industry’s government relations organization. More information about IMA and
the incentive marketplace is available at www.incentivemarketing.org.
RepLink is the incentive industry’s
database of more than 700 product
brand names and 50,000 merchandise
items. It was originally designed for
incentive suppliers to get detailed
product information to their reps in the
field. It is now available to resellers and distributors as a source for current
product information, pricing, and pictures. The system powers search engines for
leading magazines along with The Motivation Show, plus rep web sites and
online reward programs. The RepLink System is an online subscription program
that includes full search and presentation functions as well as product tracking
and merchandise updates. A new service, RepLink ShipQuick, represents a
carefully managed sub-set of incentive items that are in stock and can be
delivered by suppliers quickly.
FREE 30-DAY TRIAL
Tap into the industry’s database of brand name merchandise. Search and select
products and see factory-direct pricing. Create full-color presentations for your
customers. Download hi-res images. Do it all FREE for 30 days. Contact
[email protected] for all the details.
Directory of Representatives by State
AL
LGK SALES & MARKETING, INC.
Based in: Anniston, AL
Contact:
Jerry Kernion
P: 256-831-5181
E: [email protected]
Territory: Georgia, Alabama, Tennessee, Mississippi, Arkansas, Louisiana
Brands Carried Include: Canon, Bulova, Power Sales (Homedics, Panasonic,
Samsung), Mar-San (Craftsman, JVC), Bushnell, Coleman, Dooney@ Bourke
(MMSC), Top Brands, World Kitchen, Hamilton Beach
SHARP INCENTIVES
Based in: Phoenix, AZ
Contact:
Tasha Sharp
P: 602-268-7104
E: [email protected]
Contact:
Tor Boyesen
P: 303-945-7030
E: [email protected]
http://www.sharpincentives.net
AZ
Territory: Arizona, Colorado, Idaho, Montana, Nevada, New Mexico, Utah,
Wyoming
Brands Carried Include: AMC, Brinkmann, Busnell, Canon, Digital Products
International (DPI), Hamilton Beach, Igloo, Leatherman, Movado, Power Sales
SPECIAL MARKETS ASSOCIATES, INC.
Based in: Sun City West, AZ
Contact:
Mike Self
P: 623-474-3957
E: [email protected]
Territory: Arizona, Colorado, Nevada, New Mexico, Utah, Montana, Wyoming
Brands Carried Include: Antwerp Diamonds, Crislu, Garmin (PMC/Almo), Johnson
Outdoors, Maui Jim, Shop Vac, Skil/Bosch, Sony, Tumi, Zane's Cycles (Trek)
CA
CALSTAR MARKETING
Based in: Clovis, CA
Contact:
Joe Brewer
P: 559-324-9216
E: [email protected]
http://www.calstarmarketing.com
Territory: California
Brands Carried Include:
Swarovski, Lladro - NAO, Tag Heuer, Kenneth Cole,
Seiko, The Jewelers Collection, Ovation, Villeroy & Boch, Pfaltzgraff, Moonsus
DRAGON DISTRIBUTION, LLC
Based in: Thousand Oaks, CA
Contact:
Peter Adanalian
P: 805-498-8262
E: [email protected]
http://www.dragonpromos.com
Territory: California and Hawaii
Brands Carried Include: Canon, Tumi, Movado Incentives, Weber Grills, Bushnell,
CA
Johnson Outdoors, Spalding Sports, Bosch Tools, Colibri Group, Igloo
GREUNKE, LLC
Based in: San Francisco, CA
Contact:
Greg Greunke, Jr.
P: 415-824-4544
E: [email protected]
http://www.greunke.com
Territory: California
Brands Carried Include: Bushnell, Entrees to Excellence, Hamilton Beach, Le
Creuset, Power Sales & Advertising, Reed & Barton, Top Brands, The Corporate
Market
PINNACLE INCENTIVES, INC.
Based in: Danville, CA
Contact:
Phil Brodsky
P: 925-964-0530
E: [email protected]
http://www.pinnacleincentives.com
Territory: California
Brands Carried Include:
Bose, Tumi, Coleman, Bulova Corporation, Orrefors Kosta
Boda, Fuji Film, Latico Leathers, LG Electronics, Tom Tom, Apple iPod
CO
S&R INCENTIVE MARKETING, INC.
Based in: Denver, CO
Contact:
Pat Rife
P: 303-504-0076
E: [email protected]
http://www.sr-incentives.com
Territory: Rocky Mountain States
CT
LAPINE ASSOCIATES, INC.
Based in: Stamford, CT
Contact:
Paul Lapin
P: 203-327-9099
E: [email protected]
http://www.lapineinc.com
Territory: Connecticut
Brands Carried Include: Bulova, Dooney&Bourke, Garmin, Homedics, Hoover,
Igloo, Oakley, Panasonic, Sony, Weber
FL
TARGET MARKETING ASSOCIATES, INC.
Based in: Ft. Lauderdale, FL
Contact:
Harvey Fixler
P: 954-452-4434
E: [email protected]
Contact:
Bill Shira
P: 863-294-9900
E: [email protected]
http://www.targetmarketing-usa.com
Territory: Florida
Brands Carried Include:
Igloo, Hilasal Towels, Samsonite, Epic International,
Corporate Marketplace, Sony, Godiva Chocolatier, Replogle Globes, Omaha
Steaks, Bulova Corporation
GA
JWREPS
Based in: Marietta, GA
Contact:
Dale Murnighan
P: 770-924-2401
E: [email protected]
Contact:
Jim Woolard
P: 770-924-2401
E: [email protected]
http://www.jwreps.com
Territory: Georgia, Alabama
Brands Carried Include: Black & Decker, Brinkmann, Godiva, Huffy Sports, Igloo,
Nikon, PMC, US Luggage, Zane’s Cycles
ALLIANCE MARKETING, INC.
Based in: Naperville, IL
Contact:
Grace Hanrehan
P: 630-420-8606
E: [email protected]
http://www.alliance-mktg.com/
Territory: Midwest
Brands Carried Include: DPI, FujiFilm, Coleman, Hoover, GLD Products, Pure
Fishing, Fitness Quest
IL
CONTINENTAL PREMIUM CORPORATION
Based in: Downers Grove, IL
Contact:
Debbie Bertram
P: 630-515-0800
E: [email protected]
Contact:
Lore Herrera
P: 630-515-0800
E: [email protected]
http://www.continentalpremium.com
Territory: Illlinois, Wisconisn
Brands Carried Include: Movado Group, MMSC/Luxury Lines, Zane's Cycles, Maui
Jim, Spalding, Johnson Outdoors, Carson Optical, Cram Globe, Pendelton,
Colibri
GLOBAL MARKETING INTERNATIONAL
Based in: Lake Zurich, IL
Contact:
Page Ciesemier
P: 847-719-1155
E: [email protected]
http://www.globalmarketingintl.com
Territory: Midwest
Brands Carried Include: Cuisinart, Panasonic, Sportcraft, Burton, Samsung, TiVo,
Lacrosse Technologies, Waring, Yamaha
GREAT LAKES INCENTIVE GROUP
Based in: Lake Forest, IL
Contact:
Mark Oldenburg
P: 847-234-1181 21
E: [email protected]
http://www.greatlakesincentives.com/
Territory: Illinois, Wisconsin, Ohio, Indiana and Michigan
Brands Carried Include: Sony Electronics, Canon USA, Waterford/Wedgwood,
Bulova, Tumi, Wilson Sporting Goods, Bushnell, Zorrel Apparel, Thermos, LLC,
High Sierra
IL
ILLINOIS INCENTIVE REPRESENTATIVES
Based in: Glen Ellyn, IL
Contact:
Barbara Dedio
P: 630-858-9664
E: [email protected]
http://www.illinoisincentive.com
Territory: Illinois, No. Indiana, Wisconsin
Brands Carried Include: Black & Decker, Hamilton Beach, Weber, LeCreuset,
Entrees to Excellence, Replogle Globles, All-Clad/Emerilware, Razor, Jur
Capresso, Hartmann
MPR REPS, INC.
Based in: Chicago, IL
Contact:
Sal Lombardi
P: 773-631-5977
E: [email protected]
Contact:
Jay Lombardi
P: 773-631-5977
E: [email protected]
http://www.mprreps.com
Territory: Illinois, Wwisconsin, NW Indiana
Brands Carried Include: Coleman, Samsonite, PMC/Almo, Bosch Tools, Fuji Film,
Leatherman, Citizen Watch, Hilasel, Yankee Candle, Helping Hands Rewards
R & B MARKETING, INC.
Based in: Grayslake, IL
Contact:
Dan Radovich
P: 847-223-6395
E: [email protected]
http://www.rbmark.com
Territory: Northern Illinois, South and East Wisconsin
Brands Carried Include: Brinkmann, Currie Technologies, Legal Sea Foods,
IL
Mongoose, Pulsar, Seiko, SmartPro Tools, Vintage, Wave Sport
RMB ENTERPRISES, INC.
Based in: Downers Grove, IL
Contact:
Renee M. Beck
P: 630-971-2626
E: [email protected]
Territory: Wisconsin
Brands Carried Include:
Weber-Stephen Products Co., Hamilton Beach, Igloo,
Garmin, Hartmann, All-Clad/Emerilware, Entress to Excellence, Texsport, Kate
Spade
KS
INCENTIVE ASSOCIATES, INC.
Based in: Overland Park, KS
Contact:
Debra Hopson
P: 913-722-2848
E: [email protected]
Contact:
Jack Buckley
P: 913-722-2848
E: [email protected]
Contact:
Rick Buckley
P: 314-878-8993
E: [email protected]
Territory: Missouri, Iowa, Nebraska, Iowa
Brands Carried Include: Tri-Mountain Apparel, Howard Miller, Fuji Film, Built NY,
Inc., Entrees to Excellence, Lapaine, Reed & Barton, Fisher Price/Mattel
MA
ALL STAR INCENTIVE MARKETING
Based in: Sturbridge, MA
Contact:
Allison Wooten
P: 508-347-7672 -or- 800-526-8629 x8828
E: [email protected]
http://www.premiumusa.com
Territory: Massachusetts, Vermont, New Hampshire, Rhode Island, Connecticut,
Maine
All Clad, Bissell, Crabtree & Evelyn, Entrees to
Excellence, Fisher Price, JDH Furniture, Nikon, Seiko, T-Fal, Dunlop Golf
Brands Carried Include:
MA
KEYSTONE INCENTIVES
Based in: Norton, MA
Contact:
Daniel Craig
P: 508-285-7770
E: [email protected]
http://www.keystoneincentives.com
Territory: Connecticut, Rhode Island, Massachusetts, New Hampshire, Vermont,
Maine
Canon, Incentive Concepts/Bose, Tumi, Movado,
Hamilton Beach, Bushnell, Igloo, Elite Creations/Kate Spade, DPI, Trek
Brands Carried Include:
DESIGN INCENTIVES, INC.
Based in: Livonia, MI
Contact:
Barbara Hendrickson
P: 734-542-9047
E: [email protected]
Contact:
Stacie Pinnavaia
P: 734-542-9047
E: [email protected]
http://www.designincentives.com
Territory: Michigan
Brands Carried Include:
Omaha Steaks, Movado Group, Orrefors, Nambe',
Dooney & Bourke, Michael Kors, Hamilton Beach, Bushnell, Char-Broil,
Leatherman Tool, Hoover, Dirt Devil
Ideal Source, Inc.
Based in: Southfield, MI
Contact:
Andrea Merlo
P: 248-355-5757
E: [email protected]
http://www.idealsourcesales.com
MI
Territory: Michigan
Brands Carried Include:
Canon, Tumi, Coleman, Shop Vac, Skil-Bosch/Dremel,
Coby Electronics, Garmin, Hewlett Parkard, Buck Knives, Carson Optical
MICHIGAN INCENTIVE REPRESENTATIVES, INC.
Based in: Utica, MI
Contact:
Thomas P. Miller
P: 586-323-5022
E: [email protected]
http://www.michiganincentives.com/
Territory: Michigan, Ohio, Indiana
Brands Carried Include: Apple iPod, Bose, Braun, Craftsman, Eureka, FujiFilm,
John Deere, Reed & Barton, Samsonite, Weber
WYNNE MARKETING, INC.
Based in: Ada, MI
Contact:
Steve Wittenbach
P: 616-676-8707
E: [email protected]
Territory: Michigan
Brands Carried Include: Earth Gear, Entrees to Excellence, Garmin, GPX,
Hartmann, High Sierra, Igloo, I-Live, JVC, Oakley, Olympus, Replogle, Schwinn,
Waterford, Wilson Sporting Goods
CASSIDY & COMPANY
Based in: Eagan, MN
Contact:
William Cassidy
P: 651-452-4485
E: [email protected]
Contact:
Sarah Swenson
P: 651-452-4485
E: [email protected]
Territory: Minnesota, North Dakota, South Dakota
Brands Carried Include: Canon, Garmin, Top Brands, Hamilton Beach, All Clad,
AMC Holdings, Citizen Watches, Whirlpool, ,
GABLER SALES, INC.
Based in: Minneapolis, MN
Contact:
Joe Gabler
P: 763-767-6800
E: [email protected]
http://www.gablersales.com
Territory: Minnesota, North Dakota, South Dakota
Brands Carried Include: Weber-Stephen Products, Electorlux - Eureka Floorcare,
Digital Products Int'l., The Corporate Marketplace, Inc., National Presto
Industries, Giant Bicycles - Bokoo Bikes, , , ,
MN
GRETSCH INCENTIVES
Based in: St. Paul, MN
Contact:
Joy Gretsch
P: 651-484-0635
E: [email protected]
http://gretschincentives.com/
Territory: Minnesota, Iowa, North and South Dakota, and Wisconsin
JFR MARKETING COMPANY
Based in: Minneapolis, MN
Contact:
Ellen F. Henning
P: 952-544-5770
E: [email protected]
Contact:
Julie A. Ford
P: 952-544-5770
E: [email protected]
Contact:
John J. Ford
P: 952-544-5770
E: [email protected]
http://www.jfrmarketing.com
Territory: Minnesota, North Dakota, South Dakota, Iowa
Brands Carried Include: Tumi, Waterford/Wedgwood, Seiko/Pulsar, JVC,
Hoover/Dirt Devil, Skil Tools/Bosch/Dremel, Carson Optical, High Sierra Sport,
Reed & Barton, The Northwest Co.
KNEEFE & ASSOCIATES
Based in: Minneapolis, MN
Contact:
Robert J. Kneefe
P: 763-569-9935
E: [email protected]
Territory: Minnesota, North Dakota, South Dakota, Wisconsin
Brands Carried Include: Sony, De"Longhi America, Fisher-Price, Brother
International, Spalding, Jilco, Guess Watches, Nautica Watches, Regent Sports,
Seaena
KRONSTEDT INCENTIVES, INC.
Based in: Maplewood, MN
Contact:
Jon Kronstedt
P: 651-222-1500
E: [email protected]
Contact:
Jim Carroll
P: 651-222-1500
E: [email protected]
Territory: All of the Unites States
Brands Carried Include: Sharp, Magellan, Sunforce, Select Comfort, Chief
Manufacturing, Igloo, GLD Products, Cycle Force Group, Steiner Sports, Zeiss
MN
MR GROUP, INC.
Based in: Plymouth, MN
Contact:
Mark Rue
P: 763-550-0760
E: [email protected]
Territory: Minnesota, South Dakota, North Dakota, and Iowa
Brands Carried Include: Electronics, watches, clocks, luggage, sporting goods,
giftware and household items
RICH INCENTIVES, INC.
Based in: St. Paul, MN
Contact:
Fred Rich
P: 651-631-4979
E: [email protected]
http://www.richincentives.com
Territory: Minnesota, North Dakota, and South Dakota
Brands Carried Include: Apple iPod, Bose, Echo, Kodak, Krups, Maytag, Omaha
Steaks, Panasonic, Sharp, TravelPro
ROSE INCENTIVES, INC.
Based in: Maple Grove, MN
Contact:
Myrna Walker
P: 763-425-8304
E: [email protected]
Contact:
Dave Walker
P: 763-425-8304
E: [email protected]
http://www.roseincentives.com
Territory: Minnesota, North Dakota, South Dakota
Brands Carried Include: Elite Creations, Power Sales & Advertising, Orrefors Kosta
Boda, LeCreuset of America, Thermos, Replogle Globes, Entress to Excellence, Ogio
FLYNN & ASSOCIATES, INC.
Based in: Catawissa, MO
Contact:
Tony Flynn
P: 636-271-6283
E: [email protected]
http://www.Flynnandassoc.com
Territory: Missouri, Iowa, Nebraska, Kansas, Colorado
Brands Carried Include: Tumi, Trek, John Deere, Zorrel, Mar-San (JVC, Olympus,
Craftsman), High Sierra, Leatherman Tools, CROWN Products, Nouveautes,
High Sierra
MO
INCENTIVESOURCE, INC.
Based in: St. Louis, MO
Contact:
Mark D. Wunderlich
P: 314-968-4090
E: [email protected]
http://www.incentivesource.com
Territory: Missouri
SBH SPECIAL MARKETS GROUP
Based in: Chesterfield, MO
Contact:
Bob Howenstein
P: 636-537-1912
E: [email protected]
http://www.sbhsmg.com
Territory: Missouri, Kansas, Iowa, Nebraska, Southern Illinois
Brands Carried Include: Canon, Movado Group, Robert Bosch Tools, Brinkmann,
Computer Incentives, Igloo, Replogle, Spectra, Electrolux, Escalade
NC
JRM & ASSOCIATES
Based in: Stallings, NC
Contact:
Kenneth C. Sur
P: 704-882-2044 -or- 800-683-4579
E: [email protected]
Contact:
Jody R. McCann
P: 704-882-2044 - or - 800-683-4579
E: [email protected]
Territory: North Carolina and South Carolina
Brands Carried Include: Bushnell Sports Optics, Hamilton Beach/Proctor Silex,
Bulova Corporation, Brinkmann, The Corporate Marketplace, EXP Group,
Uniden, Sakar, Mar-San, TTI Floorcare
PLYBON COMPANY, THE
Based in: Matthews, NC
Contact:
Scott Plybon
P: 704-847-1400 -or- 800-951-2515
E: [email protected]
Contact:
Wayne Plybon
P: 704-847-1400 -or- 800-951-2515
E: [email protected]
http://www.plyboncompany.com
NC
Territory: Southeast
Brands Carried Include:
Canon, Sony, Garmin GPS, Ricardo Luggage, Replogle
Globes, Citizen Watch, The Colibri Group, Top Brands, Wilson Sporting Goods,
DPI Global
SOUTHERN MARKETING INCENTIVES, INC.
Based in: Lincolnton, NC
Contact:
David Monteith
P: 704-732-3326
E: [email protected]
Territory: Southeast
Brands Carried Include: Kershaw knives, Igloo coolers, Burton golf, Rand/Ross
bicycles, Black & Decker tools, Movado watches, Nikon cameras, Elite Brands
cameras, Premium Bag luggage, Entrees To Excellence, Noritake china
AWARD MARKETING SERVICES, LLC
Based in: Whitehouse, NJ
Contact:
Gregory R. Canose
P: 908-534-5700
E: [email protected]
http://www.awardmarketingservices.com
NJ
Territory: New York and New Jersey
Brands Carried Include: Sony, Waterford/Wedgwood, Seiko Corporation of
America, Coleman, Maui Jim, Godiva Chocolatier, Wilson Sporting Goods,
Zane's Cycles (Trek), Reed & Barton Silversmiths, Nambe'
IDEAL CHOICE INCENTIVES
Based in: Lawrenceville, NJ
Contact:
Jonathan Mueller
P: 609-896-5880
E: [email protected]
NJ
Territory: New Jersey, Lower New York State
Brands Carried Include: Honda Power Equipment, Kate Spade, Salvatore Ferragamo,
West Bend/Back to Basics, Regal Ware, Poulan Weed Eater, Duracell Power Inverters
& Car Starters, Karcher Pressure Washers, Yamaha Electronics and Music, Napoleon
Grills & Patio Heaters
CARLISLE SALES & MARKETING , INC.
Based in: Oakdale, NY
Contact:
Bill Martocci
P: 631-750-6033
E: [email protected]
http://www.carlislesales.com
Territory: New York, New Jersey, Pennsylvania
Brands Carried Include: Movado, Bose, Ralph Lauren/Polo, Lalique, Carson Optical,
Colibri, Sumdex, LG, Buck Knives, Vornado
DYNAMIC MARKETING ASSOCIATES, INC.
Based in: Wantagh, NY
Contact:
Barry Stolzenberg
P: 516-781-7443
E: [email protected]
http://www.dynamicmktg.com
NY
Territory: New York and New Jersey
Brands Carried Include: Schwinn, Mongoose & Pacific Bicycles, Shop-Vac, Croton
Watches, Le Creuset, Capresso, Pharos GPS, Ricardo Beverly Hills Luggage, Mizuno
Golf, Bridgestone and Precept Golf Balls, Sea Eagle Inflatable Boats
HOFFMAN & EDGETTE, INC.
Based in: Carmel, NY
Contact:
Tom Edgette
P: 845-228-5040
E: [email protected]
Territory: Metro NYC, Northern NJ and Upstate NY
Brands Carried Include: Apple, Black and Decker, Bose, Bushnell, Craftsman,
Electrolux, Kodak, I-Live, Orrefors/Kosta Boda, TomTom
MJM INCENTIVES, INC.
Based in: Rochester, NY
Contact:
Cheryl Meier
P: 585-542-3940
E: [email protected]
Contact:
Sean T. Murphy
P: 585-424-6720
E: [email protected]
Territory: Upstate New York
Area Codes 716, 585, 315, 607, 518
Brands Carried Include: Bulova Corporation, Elite Creations, Fuji Film, Hamilton
Beach, Orrefors Kosta Boda, Premium Bag, Power Sales Advertising, Top Brands,
Tumi,
NY
PILGRIM PROMOTIONS, LTD.
Based in: Great Neck, NY
Contact:
Jeff Epstein
P: 516-487-0073
E: [email protected]
http://www.pilgrimpromotions.com
Territory: New York and N New Jersey
Brands Carried Include: Canon, Tumi Luggage, Leatherman Tool, Hamilton Beach,
Castle Merchandising, Dunlop Sports, Samsonite, Entrees to Excellence, Giant
Bicycle, Brinkmann
MARKETING MOTIVATORS, INC.
Based in: Twinsburg, OH
Contact:
Dave Kedzie
P: 330-405-6900
E: [email protected]
Contact:
Dean Theofanis
P: 317-842-6366
E: [email protected]
http://www.marketingmotivators.com
Territory: Indiana and Ohio
Brands Carried Include: The Corporate Marketplace, Inc., Maui Jim, Samsonite,
Top Brands, Leatherman Tool, Sony
SIMCOR, INC.
Based in: Mt. Vernon, OH
Contact:
Martin Myers
P: 740-392-5370
E: [email protected]
http://www.simcorinc.com
OH
Territory: Midwest
Brands Carried Include:
Apple, Casio, Coby, Cuisinart, Hamilton Beach,
Homedics, Nikko, Panasonic, Perry Ellis, Samsung
SPECIAL MARKETS GROUP, INC.
Based in: Loveland, OH
Contact:
Larry Collins
P: 513-683-7428
E: [email protected]
Territory: Indiana, Ohio, Western Pennsylvania, Northern Kentucky
Brands Carried Include: Top Brands, Movado, Marsan, Thermos, Replogle,
Nambe, Salisbury, Orrefors/Costa Boda, Conair, Shop Vac
THOMAS-JAMES ASSOCIATES
Based in: Cleveland, OH
Contact:
James H. Schrantz
P: 440-333-7333
E: [email protected]
Contact:
David Feck
P: 513-231-8852 -or- 800-743-1443
E: [email protected]
Territory: Ohio, Kentucky, Indiana, Western Pennsylvania
Brands Carried Include: Coleman, Tumi, Fuji, MV Sport, Seiko, Bushnell,
ForeFront Golf Group, Audiovox, MMSC, Escalade Sports
OR
CREATIVE MARKETING CONCEPTS, INC.
Based in: Beaverton, OR
Contact:
Deborah Anderson
P: 503-626-8281
E: [email protected]
http://www.cmcpremiums.com
Territory: Northwest
Brands Carried Include: Power Sales & Advertising, Top Brands, Seiko, Reed &
Barton, Waterford/Wedgwood, Microsoft, Nikon, Igloo, Delsey Luggage, Buck
Knives
BARRETT MARKETING
Based in: Lansdale, PA
Contact:
T. Murray Barrett
P: 215-855-2077
E: [email protected]
Territory: New Jersey, Pennsylvania, and Delaware
GRAHAM INCENTIVES, INC.
Based in: King of Prussia, PA
Contact:
C. Terrence Graham
P: 610-272-2396
E: [email protected]
http://grahamincentives.com/linelist.asp?RepID=
Territory: Middle Atlantic states
Brands Carried Include: Brand-name hard goods (electronics, appliances, etc.),
soft goods and incentive travel products.
PA
JOHNSON-DEWALT COMPANY, INC.
Based in: Eagleville, PA
Contact:
Robert L. Boyd
P: 610-539-5544
E: [email protected]
http://www.johnsondewalt.com
Territory: Pennsylvania (South), New Jersey, Delaware, Maryland and
Washington, D.C.
Brands Carried Include: Braun, Brinkmann, Corningware, Eureka, Legal Sea
Foods., Maui Jim, Reed & Barton, Sharp, Skil, Wilson
MARKETING & SALES GROUP, INC., THE
Based in: York, PA
Contact:
Guy M. Achtzehn
P: 717-846-4045
E: [email protected]
Territory: Pennsylvania, New Jersey, Delaware, Maryland, Virginia, West Virginia
Brands Carried Include: Bulova, Coleman, Fisher Space Pen, Fuji Film, Key Bak,
Heat Factory, Turfer Sport Apparel, The Promotional Bookstore ASI #79369,
Leatherman Tool, Trek Bicycles
PREMIUM PROGRAMMERS, INC.
Based in: Malvern, PA
Contact:
Kim Logue
P: 610-296-5575
E: [email protected]
Territory: Pennsylvania, New Jersey, Maryland, Virginia
Brands Carried Include: Movado, Premco, Orrefors, Kosta Boda, Weber, Elite
Creations, Cusinart, T-fal, , ,
PA
PREMIUM WORKS, INC.
Based in: Lansdale, PA
Contact:
Steve Hagelin
P: 267-638-0100
E: [email protected]
http://www.premiumworks.com
Territory: Delaware, New Jersey, Pennsylvania, Maryland and Virginia
Brands Carried Include: Sony, Canon, The Corporate Marketplace, Tumi, Top
Brands, Samsonite, Seiko, Nambe, Power Sales & Advertising, Dooney&Bourke
SC
PROFESSIONAL MARKETING ASSOCIATES
Based in: Mt. Pleasant, SC
Contact:
Beth Tickle
P: 843-971-8150
E: [email protected]
Contact:
Jay Thomas
P: 770-973-5663
E: [email protected]
Contact:
Charles Mann
P: 843-971-8150
E: [email protected]
Contact:
David Mann
P: 843-971-8150
E: [email protected]
http://www.profmarketing.com
Territory: North Carolina and South Carolina
Brands Carried Include: Maui Jim, Incentive Concepts, Elite Creations, Computer
Incentives, Samsonite, Top Brands, Fuji Film, Leatherman Tool, Indigo Brands,
Nambe'
TX
B.C. INCENTIVES
Based in: Fate, TX
Contact:
Murray Jones
P: 972-722-7365 -or- 800-275-1298
E: [email protected]
Contact:
Terri Jones
P: 972-722-7365 -or- 800-275-1298
E: [email protected]
http://www.bcincentives.com
Territory: Texas, Oklahoma, Louisiana, Arkansas
Brands Carried Include: Orrefors/Kosta Bona, Spalding, Samsung, Hamilton
Beach, Homedics, Johnson Outdoors, Panasonic, Magellan, Casio,
DPI/iLive/GPX
LONE STAR INCENTIVES, INC.
Based in: Allen, TX
Contact:
Alan Walvoord
P: 972-727-9923
E: [email protected]
http://www.lonestarinc.net
Territory: Texas, Oklahoma, Louisiana, Arkansas, Mississippi, Tennessee
Sony, The Corporate Marketplace, Bulova, MMSC,
Escalade Sports, John Deere, Tob Brands, Thermos, National Presto Industries,
Zane's Cycles
Brands Carried Include:
PREMIER INCENTIVES, INC.
Based in: Carrollton, TX
Contact:
Gary Slavonic
P: 972-446-3399 x 15
E: [email protected]
http://www.premier-incentives.com/
Territory: Texas, Oklahoma, Arkansas, Louisianna, and Tennessee
TX
PRO-MARKETING GROUP INC.
Based in: Carrollton, TX
Contact:
Hal Glaser
P: 972-478-7933
E: [email protected]
http://www.promarkreps.com
Territory: Texas, Oklahoma, Louisiana and Arkansas
Brands Carried Include: Sony, Panasonic, Sharp, Garmin, Sakar International,
KitchenArt, Homedics, Life-Like Products
SOUTHWEST INCENTIVES, INC.
Based in: Richardson, TX
Contact:
Dan Boll
P: 972-437-4400
E: [email protected]
Contact:
Don Rainwater
P: 972-437-4400
E: [email protected]
Territory: Texas, Oklahome, Louisiana, Arkansas
Brands Carried Include: Anaconda Sports, Replogle Globes, Premco, Awards,
Inc., PMC, Kross, Coleman, FujiFilm, Bushnell
WA
BRANDSOURCE INCENTIVES
Based in: Bellevue, WA
Contact:
Vilia Johnson
P: 425-883-8905
E: [email protected]
http://www.brandsourceincentives.com
Territory: Washington, Oregon, Alaska, Idaho, Montana
Brands Carried Include: Bulova Corporation, GPX, iLive, Johnson Outdoors,
Macy's Gift Cards, Maui Jim, Solata Engagement Manager, Ticket Jones,
Vaquero Meat & Provisions
WI
SALES & MARKETING ASSOCIATES
Based in: Germantown, WI
Contact:
Michael J. Evans
P: 262-255-6300 x114
E: [email protected]
http://www.smareps.com
Territory: Wisconsin
Bose, LG Electronics, Nikon, GE Electronics, Char Broil,
Pro Am Golf, Guess/Nautica Watches, Smithfield Foods, Huffy, Coby Electronics
Brands Carried Include:
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