The Secret to Incentive Program Success: Incentive ROI that makes bean counters smile!

Incentive programs aren’t new. For years, incentives have been used to motivate employees, dealers and customers. But CFOs and purchasing managers now scrutinize incentive programs because they can adversely affect production, fulfillment, and accounts receivable. An incentive program is like a garden hose. Twist the faucet, the water shoots out. But lots of garden hoses have cracks. You don’t want an incentive program that leaks like an old garden hose. Bob Dawson, a nationally recognized expert on incentive return on investment (ROI), brings a unique perspective to incentive program management. His book shows you how to approach incentive programs as an investment rather than just throwing money at ill-chosen merchandise and trips. The book is filled with true stories of programs that succeeded using Dawson’s method and many that failed without it. A running case study shows how Dawson helped a manufacturer earn substantial returns on their incentive program investment.

Bob Dawson is the founder of The Business Group, Inc., an incentive marketing consulting firm. With over twenty years experience in the incentive industry, Bob is a recognized expert in the field of Return on Investment for incentive/motivation programs. Bob is actively involved in the ongoing research for the incentive/motivation industry, serving as a member of the Board of Trustees for The Incentive Research Foundation and as Chairman of the Research Committee for The IRF.