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Sales & Channel Loyalty Case Study Team-based Programs Drive Results in a Retail Environment Audience Retail store employees and management

Objectives n

Increase employee retention.

n

Increase sales revenues and profits.

Strategies & Tactics Strategy: Use peer pressure and encouragement to engage team members and improve employee performance and satisfaction. Tactics: Implemented a team-based structure to align store employee actions with store objectives while encouraging peer-to-peer reinforcement. On a monthly basis, each store’s year-over-year sales percentage was compared to the store’s trend percentage. Exceeding the trend by 6% earned all retail clerks award points. If the stores achieved a variety of monthly goals, retail store managers earned points. To help reduce turnover, a 60-day qualifier was required for award redemption. Strategy: Share and maintain an open dialogue with employees regarding performance expectations. Tactics: Created a communications campaign which addressed store improvement areas and program rules. Communications were designed for unique aspects of a retail environment including: posters, interactive CD-ROM, banners and brochures.

6.3%

5.5%

INCREASE

REDUCTION

6.3% sales increase, surpassing program goal

5.5% reduction in management turnover

“We appreciate the relationship with ITA Group throughout the years. It only gets better and better as we get to know more people.” - Client’s Marketing Support Manager

INCREASED

INCREASED

Stores not meeting program goals saw an increased level of associate turnover when compared to stores meeting goal

Stores saw an increase in average transaction amount compared to pre-program numbers

TURNOVER

TRANSACTION

Learn more of our story at itagroup.com. About ITA Group We create and manage events, incentives and recognition programs that align and motivate your people. ITA Group has operations in Atlanta, Boca Raton, Chicago, Dallas, Des Moines, Detroit, Indianapolis, Los Angeles, Minneapolis, Philadelphia, San Francisco and the greater New York City area.

5I07C5-012

ITA Group®, the associated design/logo and Driven by Loyalty® are registered service marks of ITA Group, Inc. All rights reserved.

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ITA Group Case Study - Retail Sales Incentive 1.1