FUSION Performance Marketing

11 Incentive Trends for 11’

2011-12-20T08:46:00.000-08:00

1) CAUTIOUS OPTIMISM – 4 out of 10 IRF participants say the economy has had a slightly positive impact on their ability to plan and implement non-cash incentive programs (incentive travel/merchandise rewards programs).

2) THE NEW ‘NORMAL’ - businesses are settling into lower levels of activity, i.e. less financial leverage, expanded role for government, new levels of transparency for investment vehicles and less US consumption.

3) GOING, GOING, GONE… GLOBAL – performance improvement and travel incentive companies must now think globally in terms of complete business opportunities. For instance, Google searches for “employee engagement” were 10 times higher in India than in the US, 5 times higher in Singapore and 4 times higher in South Africa.

4) INCREASING GOV’S INVOLVEMENT – All aspects of the incentive industry face greater government influence. Travel pressures, the Card Accountability, Responsibility and Disclosure Act and other similar initiatives have an increasingly constraining effect on businesses.

5) EXTRAVAGANCE VS. NECESSITY – 33% of IRF participants saw a switch from international to domestic travel and a reduction in the length of trips. Americans are redefining “necessity.”

6) EXPERIENCE OVER PRODUCT – over 40% say they expect individual travel will increase as a result in the change in preference to experiences over products. Experience has always played a valuable role in incentive travel, but now travel rewards must become more present in employee recognition programs and other merchandise incentives.

7) NON-CASH RECOGNITION ON THE RISE – less than 40% of companies worldwide will increase their variable pay for employees. There is now a strong interest in the use of non-financial motivators.

8) CHANGING SOCIAL INFLUENCERS – trends show a reprioritization of what is important to individuals, an increased focus on health and wellness and the environment are valued to most consumers. Incorporating elements of health and sustainability into programs will be crucial for the future.

9) COMMUNICATION = SOCIAL MEDIA – with 400 million people on Facebook by the end of 2009 and 86% of companies using social media; the world has evolved into a place where consumers trust what their social networks are saying, not companies. Integrating incentive technologies into one cohesive strategy will be key for successful incentive programs.

10) IT’S A VIRTUAL WORLD – over the next 10-15 years, virtual meetings could replace up to 70% of internal travel (to/from organization’s facilities) and 10% of external travel (trips to visit customers). Potentially reducing corporate travel spending by 21%.

11) GAMES HAVE NEW MEANING – the growth of computer games using token economies (points) will be explored for application to employee and channel motivation programs. Multiple organizations have already added games to their incentive programs; it will only be a short time before gaming in employee and channel rewards programs will be mainstream.

FUSION Performance Marketing always looks at what trends will be effecting the future of the incentive industry and capitalizes on new opportunities to grow your business based on these trends.

Reference: “Driving Our Future: The Top 11 Incentive Trends for 2011.” Incentive Research Foundation. February 2011. http://theirf.org/research/content/6031533/driving-our-future-the-top-11-incentive-trends-for-2011/

International Programs: A Guide to Value-Added Taxes

2011-12-12T08:26:00.000-08:00

With meeting and incentive travel being a core competency at FUSION, it is important to have an understanding of the “ins and outs” of value-added tax (VAT)– the surcharge levied on various goods and services in more than 140 countries. With no universal standards for VAT, it is important to utilize a company with the knowledge and resources to cost-effectively manage an international meetings and incentive programs.

Below is a list of information to clarify some of these complicated VAT rules.

1) Each country has its own VAT rate and its own set of rules – different countries have different rates for meeting components as well as which event-related goods and services are eligible for rebates (typically, this includes hotels, food and beverage, venue rental and audiovisual rentals) and certain types of meetings warrant a refund (an incentive vs. a sales meeting).

2) Having the right resources – meeting and incentive planners have endless resources to local convention & visitor bureaus, national tourism offices and destination management companies, which will have current VAT rates and regulations for their destination.

3) Determine if U.S. firms realize rebates – the first thing to look at for VAT rebates is whether the destination offers any rebates to a U.S. firm. Most European destinations do, but not all (including Italy and Spain), and almost every country outside Europe does not allow U.S. firms to recover the tax (including the Caribbean, Central and South America, China, India and Singapore).

4) Don’t rely on historical rates or nearby countries – there are vast differences in VAT rates from country to country. France’s VAT on hotel rooms is 5.5%, while the United Kingdom charges a whopping 20%! Both countries offer rebates, but the upfront payment is much steeper for the U.K.

5) Know the difficulty for security rebates – some countries (Australia, Japan and South Korea) offer limited rebates on very specific types of meetings, but require complex documentation.

6) VAT in Mexico and Canada – Mexico stopped levying VAT in 2005 and instead waives that amount, rather than charging the tax and rebating it, but pure incentive programs do not count in this policy. Canadian VAT – known as goods and services tax (GST) –rebates are difficult for U.S. events to qualify for. Canada has a provincial sales tax of 7-8% in addition to its GST, which can be reclaimed in certain provinces (including Quebec).

7) Types of events affecting VAT rebates – the type of event can affect whether your firm is eligible for a rebate. For example, Ireland will rebate most costs for trade shows or sales meetings, but not for incentive programs. Countries that do allow incentive program refunds include Denmark, Finland, France, Germany, Iceland, Malta, Monaco, Netherlands, Norway and the U.K.

8) Collect the proper paperwork – it’s extremely important to keep all receipts, invoices and documentation for the event and to obtain the required filing forms. Ideally, you want VAT listed as a separate line-item on all invoices. All charges and paperwork should be filed under the same name to ease the process.

9) Deadlines are critical – U.S. businesses must submit their VAT recovery application within six months after the year ends, with some exceptions (the U.K. operates on a fiscal year-July to July).

Reference: Grimaldi, Lisa A. “A Guide to Value-Added Taxes.” Meetings & Conventions, November 1, 2011. www.meetings-conventions.com.

25 Golden Rules of Travel (Part 2 of 2)

2011-12-05T08:22:00.001-08:00

13. Discover the Most Flight Choices – ITASoftware.com provides the most comprehensive and least biased fare / route options. If your schedule is flexible, punch in a month-long travel window and the length of the trip and the search engine will tell you when to fly!

14. Sign Up for Airfare Alerts – Sites like AirfareWatchdog.com find unadvertised low fares and FareCompare.com alerts you when a fare drops by a certain amount.

15. Get Seat Alerts – Sites like ExpertFlyer.com allow you to punch in the flight you’re on and the seat type or rows you want, and you’ll be alerted by email if any seats become available for just $5 a month.

16. Relax in a Better Seat – Don’t select a seat without typing the airline and flight number into SeatGuru.com / SeatExpert.com and checking the stats on the best seat location.

17. Connect with a Hotel’s GM – Often the General Manager will reply to critiques of his property on TripAdvisor. Send a note that you are looking forward to staying at the hotel on X date –hopefully he / she will do something extra for you during your stay.

18. Keep Your Miles from Expiring – Take the hassle out of monitoring each loyalty program you belong to and use a site like AwardWallet.com to make sure you don’t let your miles expire. Award Wallet shows you each of your mileage accounts at a glance, including expiration dates.

19. Find the Best Room for Your Buck – At luxury properties, rates vary substantially according to occupancy. Call and ask the manager when, during your travel window, the hotel will be emptiest and thus have the lowest rate.

20. Score a Better Room – Ask and you shall receive… and if you don’t ask for a great room, you’ll get what’s left over after everybody else’s requests have been filled.

21. Befriend the Concierge – Most concierges at top hotels benefit from the extra business (even when you’re not staying at the hotel!!) and can arrange for cars and drivers, procure hard-to-get tickets, provide names of specialty stores, or recommend English-speaking doctors. They can also write down names and addresses of the places you want to visit.

22. Book Through “Top Producers” – Travel agents who sends the most travelers to a leading hotel or cruise line will be able to get you the most perks.

23. Hire an English-Speaking Guide – The right guide can serve as your expediter and fixer, getting you past lines, showing you secret places you’d never find on your own, introducing you to locals and helping you to bargain.

24. Get the Mileage -Award Seats You Need with No Effort – BookYourAward.com has saved many travelers by showing them how they can use their miles to get where they want, when they want, for fewer miles than they thought possible.

25. Be Rescued When You’re Stranded by an Airline – Ever been stuck at an airport during a snowstorm? Check out CrankyConcierge.com - a service that will do everything possible to get you to a functioning airport and onto a flight.

Reference: Perrin, Wendy. “The Perrin Report: Secrets Every Marketer Should Know.” The Informer, November 2011.

25 Golden Rules of Travel (Part 1 of 2)

2011-11-28T08:32:00.001-08:00

Traveling can be expensive, complicated and often a headache when you don’t know where to look or what to do in certain situations. It’s always great to know some basic rules to follow to make your travel experiences run smoothly. Here are a few rules of travel that FUSION recommends:

Fly on Tuesday, Wednesday or Saturday - Traveling on off-peak days and times means lower fares… and greater chances of mileage-award seats!
Buy Tickets Tuesday Afternoon – Airlines announce fare sales on Monday night and other airlines match sales on Tuesday mornings. Best time to score a deal: Tuesdays between Noon and 3pm.
Get Mileage-Award Seats – The best chance of getting the seats you want is six months out, if you can’t find them, call the mileage-award redemption desk right after midnight on a weekend – they have updated inventory and time to assist you!
Save on International Business-Class Fares - Business travel slows and airlines drop fares in January and August!
Stay at a Sold Out Hotel – Find out when cancellation penalties start for the date you want to arrive… Scoop up rooms made available by people who’ve just canceled.
Vacation Over Sunday – Many hotels have a void over Sunday night –increasing your chances for an upgrade. Book Saturday/Sunday or Sunday/Monday for better deals.
Hop Between Cities Midday – When traveling abroad, schedule transportation for the middle of the day. You’ll miss rush hour traffic, won’t miss the sunrise and you’ll arrive in time to check right into your hotel!
Think “Shoulder Season” for Island Trips – Peak-season rates are usually driven by the season, but some destinations – such as islands – are driven by neighboring countries vacation schedules. The shoulder season(between high and low seasons) is the solution –crowds are thinner and the weather is good.
Check Your Email – Airlines and hotels target specific subsets of travelers – loyalty program members, holders of certain credit cards, people who’ve registered on their websites – and alert them by email of great deals not available to everyone.
Earn Elite Status with Credit Cards – Carry one airline-branded card and one hotel-branded card that help you attain and maintain elite status, and make sure that at least one of those cards charges no foreign-purchase fees.
Find Business-Class Bargains – Sites like Etravelbid.com negotiate unpublished, discounted business-class fares with no advance-purchase requirement.
Find Mileage-Award Seats with Airline Alliances’ Hubs – Start with the hub-to-hub routes flown by the carriers in your alliance. Once you find that flight with award seats, tack the short-haul flights on either end.

Reference: Perrin, Wendy. “The Perrin Report: Secrets Every Marketer Should Know.” The Informer, November 2011.

Gamify Your Recognition & Incentive Programs

2011-11-21T13:26:00.001-08:00

Games are the second most frequent Internet activity for Americans after social networks; spending an estimated 906 million hours per month on social networks, 407 million on games and only 329 million on email.

By 2015, more than 50% of organizations that manage innovation processes will “gamify” those processes. A gamified service for consumer goods marketing and customer retention will become as important as Facebook by 2014.

So who is the gaming demographic?

- 50% of gamers are now female

- 30% over 45 years old

- 40 million active social gamers in the U.S.

- 200 million gamers on Facebook

This has great implications for loyalty marketing strategies, and provides an opportunity to “attract, cultivate and retain brand enthusiasts” according to Loyalty 360.

The goal of game dynamics ties perfectly into a recognition and incentive programs’ structures – to drive a user-desired behavior predictably. As performance improvement companies, like FUSION, look for new ways to change behavior, gamification provides the perfect opportunity to tap into those psychological triggers.

For gamification to work, players must be given three things: (1) a motivation to do something, (2) the ability to complete the action and (3) a trigger (cue) to complete the action. Timing the trigger appropriately is crucial for the predictable behavior and makes the individual feel good about doing it.

FUSION has created an innovative gaming platform for one client that allows its “players” all over the world to participate in productive learning and showcases the clients products with points-based rewards motivating the channels to continue proactively participating and improving processes.

Reference: Johnson, Mark. “Gamification is More Than Just Fun and Games.” June 2011, http://www.loyalty360.org/state_of_the_industry/gamification_is_more_than_just_fun_and_games/.

How QR Codes Drive Customer Engagement?

2011-11-14T08:16:00.001-08:00

Short for “quick response,” a QR code links online content to a mobile device with a barcode-like graphic. Using a QR Reader app, consumers can scan the code and instantly be redirected to content from the creator of the code.

QR code scanning grew 1,200% in the second half of 2010! Turning a 3-second interaction with an ad, text or marketing message into a proactive, permission-based interaction with a brand is extremely powerful. Considering that engagement is the first and crucial step of driving long-term customer loyalty, QR codes could play a valuable role in customer engagement.

QR codes are the perfect opportunity to engage with mobile customers. With endless possibilities for how brands can utilize the technology to reach consumers on an entirely new level:

- Product ratings

- Reviews

- Product-specific videos

- Exclusive content promotion

- Tips and trends

- Promotions

- Discounts / coupons

Establishing a new form of interaction between the consumer and the brand, this at-your-fingertips technology has customers eager and excited to utilize QR codes to make their lives easier – engaging them with your brand in the process.

FUSION Performance Marketing always looks for new, inventive ways to communicate with your employees, customers and other target audiences. The use of technology such as QR codes and Snap Tags has opened new doors for our clients in the performance improvement industry.

Reference: Johnson, Mark. “QR Codes Drive Customer Engagement.” Loyalty 360, Aug 15, 2011. http://www.loyalty360.org/state_of_the_industry/qr_codes_drive_customer_engagement/

8 Ways to Engage the Millennial Attendee

2011-11-07T08:39:00.000-08:00

Who are the Millenials?

The Millennial generation – a strong willed, technology proficient and constantly connected group of under-30s who leave most meeting planners in a quandary.

Also referred to as Generation Y, the Millenials were born between 1985 – 2004 and “cyber [is] their first language” according to demographics expert Kenneth Gronbach. While this generation has an extremely strong technological skill set, they are less equipped to handle face-to-face social situations.

So what is the most important key to managing the Millenial attendees of your business meeting?

ENGAGEMENT!

There are many ways you can engage your Millennial attendees from the start of your meeting registration to the completion of the event:

Email Marketing Campaigns – an email personalized to the attendee that makes it easy to immediately registered is best. Direct mail works also, if it is customized to the attendee and provides some type of value for registering.
A Clear Registration Website – websites that take too long to download or with too much information will quickly lose the Millennials interest. Keep content bulleted with a quick action button.
Get Connected – Millennials want to be involved before the meeting and can help tune you into what their generation expects out of a meeting or event. They want to be a part of the meeting. Open communication is vastly important.
Avoid the Lecture – static, lecture-style general sessions are not as well received. Make it more personal by having the speaker walk through the audience or a talk-show style staging environment.
Text-Tolling – having the speaker pose a question during general session and asking attendees to text answers that appear in real-time. Tweeting is another way to accomplish this same type of instant feedback.
Stay Away from Abstract Platitudes – Millennials are not interested in motivational speakers, they want real information – tactics, strategies and something that formulates into a takeaway. It’s a matter of being real and transparent.
Breakout Sessions that Engage – focus on working in teams. Rather than sitting classroom-style, try pods or crescent rounds where they will feel comfortable engaging in conversation. Don’t talk at them, talk withthem. It’s all about interactivity.
Structured Activities – Finally, Millennials preferred activities outside of the meeting to be structured – instead of a reception, organize a sit-down meal with assigned seats. They love corporate service projects and anything that allows for interactive experiences.

FUSION is the expert in group travel. Learn more about FUSION’s Solutions for Meeting & Incentive Travel Programs.

Reference: Morell, Katie. “Managing the Millenial Attendee.” Meeting Focus, July 2011. http://www.meetingsfocus.com/Topics/ArticleDetails/tabid/162/ArticleID/16191/Default.aspx?IsPreview=true&utm_source=MagnetMail&utm_medium=eNewsletters&utm_term=mflanagan@fpmglobal.com&utm_content=Meetings%20Hot%20Topic%2007-22-11&utm_campaign=Managing%20the%20Millennial%20Attendee

6 Tips for Planning Your International Meeting

2011-10-31T08:10:00.001-07:00

The global nature of business has created a rise in international meetings. Trends are continuing “toward smaller and shorter events, with a focus on more-specific, tailored content of a high quality” – according to Gidman of VisitEngland. These group travel events have primarily been international groups from Europe, Asia, South America, and largely from India.

So what should you keep in mind for planning your international meeting?

Tip #1 :

Planners in the international arena need to make sure to take advantage of local knowledge. FUSION’s network of local DMCs with the knowledge and expertise of the area will prove to be very valuable in creating unique, one-of-a-kind events.

Tip #2 :

Consider the currency. The biggest challenge right now for international meeting in Europe, Australia and even Canada – they can be more expensive than a domestic meeting due to the US dollar being lower.

Tip #3 :

Know the culture of the area you are planning an event in, make sure to take into consideration those cultural differences. Key challenges planners face – language, currency and contractual policies.

Tip #4 :

It is important that meeting planners are aware of and understand the rules and regulations of each country to be proactive with what needs to be done and to advise clients and attendees accordingly.

Tip #5 :

In the proper context, “a well-run international event can save money, not waste it.” Size of international meetings are increasing, while the frequency decreases. Many companies are taking advantage of being overseas by meeting with international clients over the course of their event. Make sure to utilize your time overseas.

Tip #6 :

Last, but not least, leave the planning to the subject-matter experts. Meeting planners and incentive travel companies, likeFUSION Performance Marketing, not only have the first-hand knowledge of working with many different types of events, but also the working relationships with suppliers across the globe to provide the most value for your business meeting and incentive travel programs.

Reference: Chouteau, Zachary. “World Affairs.” Meetings Focus, August 2011. http://www.meetingsfocus.com/Topics/ArticleDetails/tabid/162/ArticleID/16210/Default.aspx?utm_source=MagnetMail&utm_medium=eNewsletters&utm_term=mflanagan@fpmglobal.com&utm_content=Meetings%20West%2008-02-11&utm_campaign=Lenders%20Foreclose%20on%20Tahoe%20Ritz-Carlton

Channel Incentive Usage Study

2011-10-24T08:46:00.000-07:00

A study conducted by Channel Management Solutions yielded several important findings for channel partner incentive programs. Below is a summary of the study’s valuable findings.

What are the different channel incentive program types?

Co-op / MDF – reimbursement for sales and marketing efforts designed to incent channel partners to advertise / promote the vendor’s brand and products.
Reseller Rebates – rewards paid to reseller companies for achieving sales goals or other targets specified in advance of a program period.
SPIF Programs – Rewards paid to individual sales reps employed by the reseller for selling the vendor’s brand over competitive products.
Opportunity Management – cash incentives or special discounts directed to resellers for registering sales activity in advance of completing sales transaction. This incentive provides the vendor insight into sales engagements early in the process with the goal of attaining pipeline visibility, minimizing channel conflict, or to encourage “hunting” vs. “farming” sales behaviors.
End User Rebates – rewards for purchasing a product offered to the consumer. Such incentives may be rewarded instantly (acting as a discount at the time of purchase) or reimbursed after the transaction was completed though a claiming process.
Trade-In Rewards – an incentive for purchases that requires a physical return of goods in advance of reward issuance.

Key Findings:

Co-op/MDF programs are the most widely utilized programs, followed by Sales Performance Rebates; while Rebates directed to end users to incent product purchase are the least utilized.

The use of financial incentives is supported by relatively modest budgets. Most vendors allocate 10% or less of their entire channel budget to incentive programs.

In terms of programs that are most valuable to the channel’s success, the importance of Incentive Programs is second only to Sales and Marketing Training, followed by Opportunity Management and then Co-op / MDF programs.

Channel partners believe that Incentive Programs are the most significant programming offered by their vendors and perceive Sales and Marketing Training as a much less valuable tool. Co-op / MDF, Vendor Sponsored SPIF Programs and Volume Rebates rank as the most important vendor-provided incentive programs.

Co-op / MDF programs have evolved from the traditional reimbursements to channel partners for advertising and marketing activities, and have grown to include business development, training and other activities that focus on closing sales or customer relationships.

Social media is used sparingly in channel incentives, though it is gaining some popularity, most partners report they do not use social media to build business. 60% of responding vendors do not support their partners for social media. For those that do, it is primarily only to supply content.

According to vendors, the main area of Co-op / MDF programs that needs the most change is improving analytics and ROI. While according to channel partners, vendors should focus on simplicity and expediency in administration.

60% of vendors are performing joint marketing planning with their partners, primarily with their top-tier partners. Almost 25% of vendors plan to adopt a structured planning process. Joint planning provides many benefits to the vendor, including: increased goal alignment, economies of scale, reduced bottlenecks at critical juncture in channel marketing activity and advance notification of spending.

Find out how FUSION can improve your Channel Incentive Program. View our Case Studies to learn about our extraordinary, financially-responsible solutions that move your brand, your people, your customers and your bottom line!

“Channel Incentive Usage Study: Within the B2B Technology Industry.” Channel Management Solutions, CCI, Inc., 2011. www.channelmanagement.com.

Top 10 Strategies for Achieving Work-Life Balance

2011-10-17T08:22:00.000-07:00

At FUSION Performance Marketing, having a good work-life balance is one of our company’s core values. That balance is a necessity in order to keep employees engaged and to remain efficient, productive and less stressed. Here are several ways to achieve a better work-life balance:

Establish your priorities – identify what’s important to you, whether its getting ahead in the office, family time or a regular workout routine. Figure out what those priorities are and create your schedule accordingly.
Separate home and work – clients and colleagues do NOT need to reach you 24/7. Create an effective “bridge time” between work and home – find something to relieve your stress in between the two – so that when you are home, you are at home.
Manage / track your work time – there is always something more to do at work. Long days at the office need to be the exception and not the rule. If they are the rule, track your work hours and reorganize and re-prioritize.
Become more efficient – creating templates for regular work projects so you don’t have to reinvent the wheel each time will save your time. This strategy can work for home too. Group tasks, delegate and share the workload.
Connect to your family each day while traveling – being there when you are not physically there minimizes guilt.
Bolster your support system – identify your go-to people at work and home. You are not alone, let these people share in your responsibilities when you need it.
Learn to say no – that’s right, you do not have to agree to every volunteer opportunity or extraneous activity out there. If you have a busy week at work, take the weekend to recharge and relax – don’t make plans because you feel obligated.
Nurture yourself – make time for things that make you feel good and alleviate stress. Yoga, a massage or a hot bath; take the time to do something for yourself.
Disconnect from technology part of every day – turn off the laptop at night and stop checking emails after a certain time. Don’t work from your phone during family time or while you’re out with friends.
Plan personal / family time – personal time needs to be just as important as business time. You don’t skip meetings at work, so don’t skip a date with your spouse, lunch with a friend, a day out with the kids or a session at the gym! Put them in your calendar.

Learn more about FUSION and other ways to motivate your employees and drive employee engagement.

Reference: Loomis, Christine. “Balancing Act.” Smart Meetings, February 2011. www.smartmeetings.com.

Why Your Brand NEEDS Experiential Marketing

2011-10-10T08:35:00.000-07:00

The marketing world is a constantly changing environment, and reaching consumers is more challenging than ever. “The brand world must change to meet [consumers’] needs and desires, or lose them to those who recognize the unique influence shaping the evolving marketplace.”

Experiential marketing goes beyond the “feature-benefit” marketing of the past; it is a holistic approach to the customer / brand relationship. Here is the opportunity to connect with consumers emotionally. Creating a fully-immersive brand experience helps foster one-to-one connections to a specific, target market of consumers.

“When a brand provides an excellent experience it begins to win the hearts and minds of customers and gain the ultimate competitive advantage.”

At FUSION, we have found unique, engaging ways to immerse consumers in the brand experience. We turn consumers into brand advocates with unforgettable experiences that build brand loyalty. Check out our Case Study for “Experiential Branded Travel Program” by visiting FUSION Results.

Reference: Hauser, Erik. “Experiential Marketing: Revisiting Brandweek 2008.” http://www.experientialforum.com/content/view/306/49/.

Why Savvy Companies Turn to Incentive Programs During Economic Uncertainty

2011-10-03T08:18:00.000-07:00

Historically, incentive programs endure times of economic downturn successfully, unlike other sales and marketing strategies. While advertising costs are always cut back in a budget-conscious environment, the companies who maintain their sales, channel and employee incentive programs manage to see results – even in a time of recession.

Here are 5 fundamental reasons why incentive programs withstand economic downturns:

1) Low fixed costs, variable costs driven by performance, high potential return – 70 – 80% of costs for incentive programs are not incurred until program goals are achieved and performance rewards are issued / redeemed.

2) Effectively target audiences – “over the last 100 years or more [organizations] have used incentive programs to target offers, enhancements or other engagement strategies to change behavior…” according to the IPC.

3) Relative ease of measurement – a well-structured incentive program makes it possible to screen out external factors and find some cause and effect, especially when incentive technology is used to measure results.

4) Flexibility – it’s difficult to change a trade show, advertising campaign or direct marketing program; but incentive programs are much easier to adjust to new circumstances.

5) Potential for both short-term and long-term results – behaviors promoted during incentive programs will have long-standing value, evidence shows that incentives drive bottom line performance!

Learn more about FUSION Performance Marketing and its 30-year history in the Incentive Industry.

Reference: “Why Incentive Programs Endure Recession.” Incentive Performance Center. www.incentivecentral.org.

10 Tips to Communicate Effectively for Meetings

2011-09-26T08:19:00.000-07:00

Write the way you speak – effective business communications use a conversational tone and avoid beingformal and stuffy.
Take a positive approach – negative messages cause listeners to become blocked emotionally and does not allow your audience to fully absorb the message.
Tell them how they benefit – if you want to reach your audience, tell them what they will gain from you.
Write at the correct level – business communication is meant to communicate. Your audience must understand the message!
Never communicate when you’re angry – you do not want to use a condemning tone or burn bridges by letting your emotions get the best of you.
Anticipate questions – answer any potential questions you think might arise beforehand. Your audience will benefit from being informed upfront.
Remove acronyms and jargon – acronyms, words and phrase within your specific industry may seem like everyday language, but make sure you are speaking to your audience. Will everyone in the audience understand the industry jargon?
Longer is not necessarily better – extra content does not always enhance the message. Make each word count.
Be patient – if you can spend the time writing a communication piece, take advantage of the extra time.
Do a final proof – write the communication one day, get a good night’s sleep and proof it one final time the next day. Having another pair of eyes to review your writing is also helpful.

Find out how FUSION Performance Marketing can support your next meeting and Learn more about the FUSION Solutions.

Reference: (Walsh, Ivan. “10 Tips to Communicate Effectively.” Smart Planner, September 2010. www.smartmeetings.com)”

Key Elements of a Successful Incentive Program

2011-09-19T08:16:00.000-07:00

FUSION prides itself on our expertise of the “ins and outs” of an incentive. Below is a list of the crucial elements needed to maintain a successful incentive program.

Measurable & Realistic Program Objectives – to reward success, you must be able to measure it. Expectations must be clear, specific and credible. Nothing kills the effectiveness of a program quicker than setting unrealistic goals.

Specific Program Period – it is important to consider when to start and when to finish. Start dates must be early enough to allow attainment and produce an effective return on investment. End dates create a sense of urgency and allows for results evaluation.

Carefully Select Participants – choose the people who will have the most direct impact on the results you want to achieve. Think of both the targeted employee group and the support team that affects that group as well, i.e. managers or supporting departments.

Significant Award Opportunities – awards must have a perceived value sufficient to justify the effort required to earn them. A high performing participant should be able to earn an award value at 3-5% of their regular compensation.

Appealing Awards – there are two important factors to consider when evaluating potential awards.

Non-cash awards are much more effective than cash (see our blog on Cash vs. Non-Cash here.)
A group travel experience is the most appealing award you can offer. No award is more requested by potential participants.

Clear Rules – “Do this, get that” is the objective when developing program rules. Limit award opportunities to key results and behaviors.

Frequent Program Communication – this is critical for maintaining excitement and momentum. The longer the time frame, the more communication is needed to ensure participants remain focused on program goals!

Performance Reporting – keep participants posted on their progress toward goals and awards with “performance statements.”

Budget Considerations – project potential levels of improvement and resulting revenue / profit increases. Define acceptable, preferred and ideal results.

Clear Benchmarks for Program Success – this step is vital to evaluating program success and determining how to make your next program more effective. Define your benchmarks after all other program elements are finalized before starting the program. Set specific targets for program results and include historic seasonality in performance projections.

Ongoing Observation / Analysis – perform periodic reviews of performance and expenses to date; review quarterly for 12-month programs, bi-monthly for 6-month programs and monthly for programs of shorter duration.

Post-Program Evaluation – here is where the final version of your periodic reviews, comparing actual with estimated budget, occurs. Include post-program participant surveys and any subjective feedback.

Contact FUSION to find out how we can design an effective, profitable incentive program for your company.

What Can't You Live Without in Your Carry-On?

2011-09-12T08:33:00.000-07:00

“You Bring It, You Carry It”. It’s a mantra to use throughout your career in order to become a master at packing a carry-on bag.

The things you can’t live without in your carry on:

Entertainment of some sort - an iPod, an iPad, noise cancelling headphones or even a good old-fashioned book. Save yourself from unwanted small talk with strangers on the plane!

Travel Docs, Meds & Valuables - it should go without saying that you NEVER pack your passport or meds, but just in case we added it this to the list.

Cell Phone AND Charger – nothing worse than being delayed and not having your charger with you.

Sweater, Shawl or Scarf – it’s a pillow or a blanket depending on your needs!

Anti-bacterial lotion - you don’t even want to know where that plane has been!

What else can’t you live without in your carry-on bag?

- FUSION Air Travel Services

www.fpmglobal.com

Economics of Engagement

2011-09-06T08:22:00.000-07:00

For employers in today’s economic environment, it is vastly important to keep employees engaged and motivated towards the company’s goals. According to Schweyer, “Employee disengagement is estimated to cost the US economy as much as 350 billion dollars per year in lost productivity, accidents, theft and turnover.” Engagement is not only important to the economy and to businesses, but also to society as work influences all aspects of life.

What employee engagement comes down to is the emotional commitment to the organization. A study by Gallup in 2008 shows that 54% of employees in the U.S. are not engaged and another 17% are disengaged. Only 29% of American employees are engaged.

Engaged employees are more productive and efficient. They communicate – creating a work environment of shared ideas, which leads to better performance, greater innovation and happier customers.

What does having engaged employees mean for a business?

84% of highly engaged employees believe they can positively impact the quality of their company’s products, compared with 31% of disengaged
72% of highly engaged believe they can positively affect customer service, versus 27% of disengaged
68% of highly engaged believe they can positively impact costs in their job or unit, versus 19% of disengaged

One important factor that must exist for employee engagement to happen is positive relationship with the company. Three relationships are most valuable in this measure: employee to management, employees to their job/company and employees to other employees.

Today the American workforce has less than one-third of employees that can be considered “engaged.” For both employee and customer engagement to “be high and stay high, an organization needs a solid culture and value system that supports the ingredients necessary for engagement,” says Schweyer. In the near future engagement may become more than just an important asset. “An engaged workforce will be a matter of survival.”

Find out how FUSION can help you keep your employees engaged with the FUSION Solutions.

Reference: Schweyer, Allan. “The Economics of Engagement.” Human Capital Institute, June 2009.

Top 5 FREE Travel Apps for the Business Traveler

2011-08-29T07:59:00.000-07:00

1) Google Maps. The single most useful travel app is available on every smartphone, and, in fact, on any Web phone. Google Maps tells you where you are, where anything else is, and how to get between those two spots.

2) Yelp. The king of the user-review sites – especially for restaurants in major American cities – and their mobile app is an excellent way to search for places to eat. The Yelp app is available for BlackBerry and iPhone, but other phone owners can just go to m.yelp.com with their browsers.

3) WeatherBug. There are lots of mobile weather apps, and some are better on some platforms than on others. WeatherBug delivers a solid experience across a range of operating systems including Android, BlackBerry, iPhone, Windows Mobile and Nokia.

4) Kayak. There are many travel-booking apps, but Kayak is my pick for the simplest, smoothest, easiest, quickest and most complete. The app lets you search for flights, hotels, and car rentals using Kayak’s reliable meta-search engine, which captures the fares both from travel agencies and from vendors’ own sites.

5) SitOrSquat. SitOrSquat is a crowd-sourced bathroom locator that can take you a step beyond the old mainstay of hotel lobbies in most US cities. The app is available for BlackBerry and iPhone. Well, this one isn’t a necessity, but it is amusing!

FUSION Performance Marketing is the expert in group business travel. Learn more about FUSION’s Solutions.

How to Avoid the Hassle at Customs

2011-08-22T08:00:00.000-07:00

A new program offered by the US Customs and Border Protection (CBP) called Global Entry allows expedited clearance for pre-approved, low-risk travelers upon arrival in the United States. No processing lines, no paperwork, expedited entry benefits in other countries and reduced wait times; could you ask for a better deal?

Global Entry is available to all US citizens, lawful permanent residents, Dutch citizens and Mexican nationals. Travelers must be pre-approved for the program. All applicants undergo a background check and interview before being enrolled. As an approved Global Entry member, your membership will be valid for five years with no additional fees.

Currently at 20 major US airports, Global Entry kiosks are available where participants present machine-readable US passport or permanent resident card, place fingertips on scanner for verification and make customs declaration. Travelers then receive a transaction receipt and are directed to baggage claim and the exit.

Members still declare all goods at the Global Entry electronic kiosk and still pay regular duty fees on items brought into the country, but there is no need to complete the paper form before arrival.

This is a great opportunity to proactively plan for your next meeting and incentive travel programs, especially if international travel is a regular occurrence within your company. For your attendees this means less hassle coming back into the US.

Since Global Entry members are pre-screened, you arrive, check-in with Global Entry and you are on your way!

It’s easy to apply:

Apply Online: Simply fill out the online application and pay a $100 application fee.
Schedule Interview: Once this is reviewed, you will receive a message to schedule an interview at a Global Entry Enrollment Center.
Interview Determines Eligibility: US CBP officer will ask you questions, take your photo and scan your fingerprints.
Provide Identification: bring valid passport and one other form of I.D. (driver’s license or ID card). If you are a lawful permanent resident, you must present your permanent resident card.

Find out more about the CBP Global Entry program here.

Contact FUSION to learn more about how to make your next travel incentive program execute flawlessly.

12 Things to Consider Before Deciding on F&B for Your Reception

2011-08-15T12:43:00.000-07:00

At FUSION Performance Marketing, we believe that food and beverage are nearly as important to an event as the purpose of the event itself. And as the event planner, you will select each item for your group. Overall, the choice of food and the manner in which it is presented can say a great deal about your professionalism and attention to detail. Here are several factors to keep in mind for your reception to make cost-effective choices:

Your audience – the more accustomed they are to hors d’oeuvres, the fewer they will consume.
Purpose of your event – consumption at a welcome reception is usually lower because it is the first time people have seen each other in a while.
Time of the event – receptions at 5 or 6p.m. are not assumed to take place of dinner, but 7 or 8p.m. is expected to be dinner.
Location of the event – receptions held off-site drop attendance.
Passed butter-style service –waiters wearing white gloves conveys an upscale atmosphere, in reality, it’s the least expensive way to serve them. Guests eat much less when passed butter-style than when a guest can help themselves to a buffet.
Buffet setup – how accessible the food is affects guest consumption.
Plate size – bread and butter plates make it more difficult to pile on food. Salad plates are the most commonly used for receptions
Variety of food – most people like to sample a little of everything, so large quantities of fewer kinds of hors d’oeuvres will help feed more guests and make it less likely to run out of food.
Distractions – consumption is less when music, entertainment and dancing distract attendees.
Tables and chairs – tables and chairs encourage people to sit and eat, chairs for 25-30% of guests is enough for a comfortable reception.
What kind to order – start with a variety for all tastes – vegetarian, protein, carbs.
Liquor consumption – cocktail receptions rack up high liquor prices for meeting. The average per person liquor consumption will increase if:

The event is on the final night of the meeting
The event is scheduled between 6p.m. and 7:30p.m.
The event is outdoors in a warm climate
The event is held during major sports event where large video screens are used
Dry, salty snacks are the only type offered
The group is predominantly male

Cash vs. Non-Cash Incentives

2011-08-08T08:20:00.000-07:00

As a performance improvement company, it is important to see the value of non-cash awards, whether it is a sales program, employee recognition program or contractor rewards. Non-cash awards get greater results for the same funds invested.

Here are 7 reasons why non-cash beats cash incentives every time:

1) Trophy Value – non-cash awards are tangible and work as a lasting reminder of good performance being rewarded, while cash is short-lived and goes towards everyday expenses.

2) Recognition – non-cash awards can be discussed with friends, neighbors and relatives, i.e. how they were earned and goals accomplished. Cash is a taboo topic to discuss in our culture.

3) Guilt – non-cash awards only allow redemption from pre-selected items, participants order items to be enjoyed as there is no other option. Cash is evaluated by what can be done with it, i.e. savings, college funds, etc.

4) Family Involvement – non-cash involves the family by allowing spouses and children to shop in the book of awards and help the participant set goals. Cash programs are seldom mentioned in the home.

5) Promotability – non-cash awards engage emotions, participants imagine themselves earning and enjoying the awards. Emotions drive behaviors which produce results! Once the amount of cash is mentioned, communications of award opportunities is finished.

6) Flexibility – non-cash awards can be changed, added or deleted with little reaction within the organization; once cash awards have been placed, any changes are viewed as altering basic compensation and will be met with resistance.

7) Final Award Cost – non-cash awards have an element of non-redemption. Award points are issued, but not all participants redeem the entire amount (anywhere from 6-20% of issuance). There is no non-redemption with cash.

Overall, the single-most important reason to for non-cash awards in any incentive program is the higher Return On Investment!

Learn more about FUSION’s Incentive Awards capabilities in the FUSION Solutions.

Business Travel: Loyalty Pays... And Pays... And Pays

2011-08-01T08:15:00.000-07:00

As a travel incentive company, there is one concept that every employee and traveler alike should know, that is the value of loyalty. If we could offer one piece of advice to any frequent traveler, it would be to accumulate as many miles and achieve as high a status as possible with ONE airline. Loyalty pays and airlines reward this loyalty with their elite-level membership programs.

The top perks of the various elite-level programs:

· Complimentary upgrades – the point at which the upgrade will be confirmed varies, but top-level elites generally clear 100 hours before the flight departs, mid-level elites 48 hours in advance and entry-level elites can confirm within 24 hours of flight departure.

· Dedicated Check-in, Security lines & Customer Service Desks – when you’re running late, you’re at a major airport or there are flight delays, the extra, dedicated services that are offered to elites is sometimes the difference between making a flight and spending another night on the road.

· Free Checked Baggage – at $30+ per checked bag on most airlines, this represents a huge savings for those that travel regularly. Plus with your elite status, your bag is usually tagged as Priority and is the first off the plane.

· Bonus Miles – are generally award as a percentage of the flown miles and are tiered to give the top-elites an even larger bonus. Often times airlines offer double mile promotions to aide travelers in keeping their elite status. watch the miles rack up once you hit elite status.

· Preferred Boarding & Seating – this may be the most important now that everyone tries to carry-on their luggage. With preferred boarding, your virtually guaranteed to find overhead space plus you’ll enjoy stretching out in the exit row in case your upgrade doesn’t clear.

Now that we’ve convinced you that having Elite status is the ONLY way to fly, you’re probably asking how do I get there? You can try to earn the status one flight at a time or if you have a large amount of travel scheduled for a short period of time inquire about an “Elite Challenge”.

Many airlines offer an elite-level challenge that will allow you to quickly qualify for elite level status – all you need to do is call the frequent flyer customer service number and request to participate. There is usually a charge to participate and it won’t be easy, but you’ll see immediate benefits upon completion.

Happy Travels from FUSION!

A Word of Caution: Picking the Right Performance Improvement Company

2011-07-25T08:22:00.000-07:00

When evaluating potential suppliers, watch out for “packaged programs,” inexperienced suppliers and companies where performance improvement is not the core competency.

Your organization, situation, needs, objectives and challenges are unique. A pre-packaged, self-contained, ready-to-go program is highly unlikely to address all of your needs. If it doesn’t, the results of your program will be diminished.

Ad agencies, sales promotions agencies, travel agencies and premium vendors are not performance improvement experts, no matter how vehemently they insist otherwise.

As you evaluate options to growing and improving your business, keep in mind that “What gets measured and rewarded gets done!” Custom performance improvement solutions are an integral part of any strategy that seeks to maximize measurable results.

The best place to start is with a full service performance improvement company. They have the intellectual capital, the experience, the expertise in management, reporting and communications, and they know what works best and what doesn’t!

FUSION Performance Marketing has been in the performance improvement industry for 30+ years. Learn more about our company on the FUSION Website.

5 Essential Elements of Successful Incentive Travel Programs

2011-07-18T08:20:00.000-07:00

Criteria for selection and earning the reward are directly tied to the company’s business objectives
Communication about the program and the progress participants make towards goals is clear and consistent
Design of the travel program – including unique and exciting destinations, interactive sessions and leisure time for earners – adds to overall excitement
Executives and key managers act as hosts to reinforce the company’s commitment to the reward program and recognition
Company keeps detailed records to prove productivity of earners and contributions to the company’s financial performance

What are the benefits to an Incentive Travel Program?

Positive organization culture
Employee recognition
Retention of top performers
Drives desired behaviors to meet or exceed financial and non-financial objectives
Participants tend to perform better and stay with the company longer

Reference: Severt, Kimberly Ph. D and Deborah Breiter, Ph.D. “Anatomy of a Successful Incentive Travel Program.” IRF White Paper. www.TheIRF.org. January 5, 2010.

What are the FUSION Solutions?

2011-07-11T08:52:00.000-07:00

Incentive Awards – with purposeful rewards along the path and recognition upon achievement, FUSION’s incentive awards can be the fuel that powers that journey. From sales programs to employee recognition programs and distributor incentives, FUSION can design the perfect incentive to meet our client’s needs.

Meetings & Incentive Travel – Here is where FUSION moves you in its most complete and practical application. We have a proven approach that results in obtaining the most value from your meeting or event. We take event marketing and planning to a new level with our expertise in sourcing and contracting, travel registration, air travel services, on-site operations and post-program services!

Creative Communications – FUSION believes in using creativity to motivate employees. Our team creates a momentum within your audience with stimulating messages that entertain, engage and maximize participation.

Experiential Marketing – we create a custom, hands-on approach that engages consumers in real-time and in the real world. In a unique environment, immersed in your brand, consumers are encouraged to learn about your products and the value they hold. Consumers have the opportunity to LIVE the brand experience, overall increasing brand awareness!

Performance Platforms – FUSION offers clients web-based solutions designed to address the challenges they face daily. By engaging their employees, sales force, distribution channel or customer with a comprehensive performance improvement program powered by FUSION’s incentive technology, our clients see immediate results.

Learn more about the FUSION Solutions.

The Best Time to Buy Airline Tickets

2011-07-05T07:59:00.000-07:00

Whether you’re a business traveler or planning your next meeting and incentive travel programs, there is ALWAYS a best time to buy your airline tickets. Last minute web fares offer incredible savings IF you can pick up and go within a few days. For the rest of the world, a little more planning is required. Here are a few tips to help you find the lowest fares:

Early Bird Gets the Good Seat – make sure to book in advance! 45 days in advance for domestic travel and 60 days in advance for international travel should allow enough time to reap the savings.
Late Night Surfing – booking your fares late at night can pay off. Airlines have been known to offer reduced fares when traffic to their website is slow. Check midweek or after 10pm to find some amazing short-term fare sales.
Technology is your friend - sign up for fare sale alerts, use a fare aggregator such as Kayak or Sidestep to search multiple websites at once or use a website like Farecast to try predicting if the fare will go up or down.

And one last word of advice for our travelers, EVERYONE wants to travel during the holidays. The only “best” time to book a holiday flight is before everyone else does!

Happy Travels!

- FUSION’s Air Travel Services Department

11 Incentive Trends for 11'

2011-06-27T08:29:00.000-07:00

5) EXTRAVAGANCE VS. NECESSITY – 33% of IRF participants saw a switch from international to domestic travel and a reduction in the length of trips. Americans are redefining “necessity.”

7) NON-CASH RECOGNITION ON THE RISE – less than 40% of companies worldwide will increase their variable pay for employees. There is now a strong interest in the use of non-financial motivators.

FUSION Performance Marketing always looks at what trends will be effecting the future of the incentive industry and capitalizes on new opportunities to grow your business based on these trends.

Welcome

2011-06-22T08:54:00.001-07:00

Welcome to FUSION Performance Marketing’s Social Network! Join us for our social revolution of performance improvement and travel incentive companies and the industry as a whole. Get incentive industry insights, information about FUSION and helpful tips and guidance for successful incentive programs.