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SEPTEMBER/OCTOBER 2017 contents WWW.PIPMAG.COM

THE RIGHT STUFF WHY THE LUXURY CATEGORY CONTINUES TO PLEASE 16 The Ever-Expanding Universe of Merchandise Incentives 12 By Alysa McKenna

POSITIVE DIRECTION HOW TO INNOVATE IN MANAGEMENT By Michelle Smith, CPIM, CRP 22 State of the Industry Shows Continued Growth 14

SOMETHING FUN FOR EVERYONE 28 What’s New in Rec & Sporting Goods Incentives?

UNIFYING EXTERNAL & INTERNAL BRANDS ALL THE BEST FOR YOUR BRIGHTEST STARS 34 Marketing, HR Experts Explain the Benefits to Your Bottom Line 37 40 POWER UP!: Electronics That Motivate MAKE IT A TREAT: Gourmet Food Incentives 6 FROM THE EDITOR The More Diverse, The Better 42 8 NEWS & NOTES THE INSIDER Distinctive Traits: Study Shows 43 Strategies of Top Companies

Web Exclusive This month on the Premium Incentive Products website: ‰ ENGAGING EMPLOYEES IN THEIR OWN HEALTH With health care costs continuing to increase every year, employers are finding that there’s no one strategy for success when it comes to health care. Finding new ways to engage employees through education and communication is one key. ‰ U.S. SALARY INCREASES HOLD STEADY; NON-CASH AWARDS CAN HELP WorldatWork’s annual Salary Budget Survey revealed that employers in the United States reported that the average 2017 total salary increase budget is 3 percent, the same as it has been for three years. But despite relatively flat salary increases, non-cash awards can help keep workers happy and engaged. Visit www.pipmag.com to read more!

PREMIUM INCENTIVE PRODUCTS (USPS 3496) is published bi-monthly and distributed free to qualified premium incentive ON THIS PAGE product buyers by Hennessy Communications, LLC, 800 E. Northwest Hwy, Suite 111, Palatine, IL 60074. Phone: (847) 705-6867; Fax: (847) 705-6878; E-mail: [email protected]. Periodicals postage paid at Palatine, IL and at additional mailing offices. Canon - PowerShot SX730 HS / see page 40 PHOTO COURTESY OF CANON Copyright©2017 Hennessy Communications, LLC. All rights reserved. Reproduction in whole or part without written permission is Links Unlimited - Ray Ban / see page 38 PHOTO COURTESY OF LINKS UNLIMITED prohibited. Subscription Rates: $50 per year in the United States, $75 in Canada, all other countries $100. For subscription Premstar - Ginsu / see page 39 PHOTO COURTESY OF PREMSTAR information, call (847) 705-6867. POSTMASTER: Send address changes to PREMIUM INCENTIVE PRODUCTS, P.O. Box 7370, St. Paul, MN 55107

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The More Diverse, The Better “Diversity: the art of thinking independently together.” WWW.PIPMAG.COM — Malcolm Forbes, entrepreneur and publisher SEPTEMBER/OCTOBER 2017 Modern organizations, whether multi- incentives, rewards and recognition into VOLUME 10 • NUMBER 5 national corporations or small business- the mix. PUBLISHED BY es, government agencies or nonprofits, Here again, you should bear in mind the require constant innovation and cre- diversity of your team. Even people who HENNESSY COMMUNICATIONS, LLC 800 E. Northwest Highway ative input from their people—leaders are vastly similar will not necessarily be Suite 111 and employees, partners and customers, motivated in the same way. People vary. Palatine, IL 60074 to truly succeed. But how do you maxi- When designing your incentives, rewards PHONE: 847-705-6867 mize that innovation and creativity? and recognition programs, you need to FAX: 847-705-6878 There are many ways to get from here keep this in mind. As always, one of the E-MAIL: [email protected] to there, but diversity is one crucial fac- keys to incentive program success is this: PUBLISHER & PRESIDENT tor that is often overlooked. You want Know your audience. PAUL HENNESSY your organization or business to get out Take, for example, recreation and sport- PHONE: 847-705-6868 of its comfort zone? You need people ing goods, which we cover in this issue on E-MAIL: [email protected] page 28. Recreation and sporting goods who aren’t like you, and who aren’t like VICE PRESIDENT each other. Instead of a feedback loop are an excellent choice for incentives and of the same information and ideas over rewards, because they give your audience CHRIS BELBIN E-MAIL: [email protected] and over again, when you foster a an opportunity to use their award in the diverse team, you’ll end up with myriad activities they enjoy the most. That’s a OPERATIONS MANAGER ideas and opinions, leading to more cre- great way to reinforce the good feelings SHARON RYNNE ative solutions. associated with the reward. But the activi- PHONE: 847-705-6867 As people, as social groups, as teams, ties we enjoy the most vary a great deal E-MAIL: [email protected] as businesses, as communities—we all from one person to another. One person’s EDITORIAL DIRECTOR do better when we open ourselves to pleasure is another’s pain. Some of us EMILY TIPPING alternate views and welcome diverse love biking and hiking, while others might PHONE: 847-963-8740 people and opinions. prefer some one-on-one basketball or a E-MAIL: [email protected] There’s even research to back it up. day tailgating before a big game. ASSOCIATE EDITOR McKinsey research found that compa- Diverse audiences need diverse DEBORAH VENCE nies that embrace diversity tend to be rewards. And when it comes to your E-MAIL: [email protected] more successful. McKinsey analyzed team, and your rewards, the more diverse, 366 public companies and found that the better. ART DIRECTOR those in the top quartile for Cheers! DALE DODSON racial and ethnic diversity E-MAIL: [email protected] were 35 percent more likely CONTRIBUTING WRITER to have financial returns RICK DANDES • BRIAN SUMMERFIELD above national industry medians. DIRECTOR OF WEB TECHNOLOGY So, if you want to suc- ROBERT G. BRASCHEL ceed, start by building a Emily Tipping E-MAIL: [email protected] diverse team and encourage Editorial Director SALES OFFICE input. To take things one [email protected] PAUL HENNESSY step further, incorporate 800 E. Northwest Highway Suite 111 Palatine, IL 60074 PHONE: 847-705-6868 FAX: 847-705-6878 E-MAIL: [email protected] CIRCULATION MANAGER SUE ACKERMAN PHONE: 651-292-0629 WE LOVE FEEDBACK! E-MAIL: [email protected] Let us know how we’re doing and what you’d like to read about in Premium Incentive Products by sending e-mail to [email protected].

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>> news & notes On the Go A look at who’s moving up, who’s expanding programs, and who’s been connection to iTunes servicing the B2B incentive and rewards market. recognized for outstanding achievements in the premium/incentive industry. Rymax Announces New Brand Partners Top Brands Announces the Vera Bradley Experience Rymax Marketing Services announced several new brand partnerships, Top Brands Inc. announced the launch of the Vera Bradley Experience including: smart luggage from Raden; cost-efficient smart watches from by Top Brands. This turnkey program is ready to maximize the potential iTouch; a wide variety of gourmet foods and gift baskets from Dean and of any event geared toward today’s modern, trendsetting woman. Vera Deluca; high-quality hand tools and power tools from Apollo Precision Bradley has always been known for colorful patterns, detailed quilting, Tools; desktop and mantel clocks from Chelsea Clocks; handcrafted innovation and femininity and is now merging that heritage with a true leather bags, accessories and luggage from Ghurka; seasonal outdoor tool brand experience sure to make a lasting impression. and power equipment from SnowJoe + SunJoe; foam-filled sleepers from CordaRay’s; and hair-straightening appliances from Dafni (through a new IMA Recognizes Industry Leaders partnership with PNY Technologies). The Incentive Marketing Association (IMA) recently honored two industry professionals. Brian Dunne, CPIM, managing director, Giftcard Celebrity Unveils New Feature for Celebrity Edge Consulting, was recognized with the Karen Renk Fellowship Award, and Celebrity Cruises revealed the next exciting feature on its newest ship, longtime IMA and Incentive Manufacturers Representatives Alliance Celebrity Edge, which debuts next year. Eden is a unique venue where (IMRA) member Pete Mitchell received the 2017 IMA President’s state-of-the-art design is fused into every element, including cuisine Award. served by “Edenists.” Links Unlimited Announces Brand Partnerships Bond Brand Loyalty Named a Leader in Loyalty Links Unlimited, a corporate channel supplier and fulfillment organiza- Bond Brand Loyalty announced that Forrester Research has recognized tion for many of the best brands in retail announced exclusive partner- it as a Leader in “The Forrester Wave Customer Loyalty Solutions, Q3 ships with two brands: Le Specs, an opening price point eyewear brand 2017.” Forrester states in the report that “Bond Brand Loyalty focuses on in the fashion channel; and Keysmart, the compact solution to your bulky experiences that drive brand loyalty.” key ring. Sodexo Partners IDFC Bank and RuPay Top Brands Adds Red Rock Outdoor Gear Sodexo, a leader in employee motivation and benefit services in India, Top Brands Inc. announced that it will be the exclusive supplier for Red announced the launch of Sodexo Premium Pass, a digital employee gift- Rock Outdoor Gear in the corporate gifts, incentives and promotional ing solution, in partnership with IDFC bank and National Payments products market. Corporation of India’s RuPay. The gifting solution has two variants: “Premium Pass – Celebrations” for gifting during festivals and special NGC Unveils iTunes Gift Card Service occasions; and “Premium Pass – Rewards” for ongoing employee and National Gift Card Corp., a B2B digital and physical gift card solution channel reward, and recognition programs. provider, just unveiled its web application programming interface (API)

GC Incentives Saves Up to 40 Percent of Overhead Costs for Incentives, Recognition GC Incentives, a 20-year-old incentive and recognition company, is focused on making it even easier for clients to offer high-value and appealing rewards that reinforce their brand without the costs associated with markups, shipping and fees. The firm, launched in 1997 as GiftCertificates.com, is driving that revolution with technology, an approach validated by the incentives industry. Gifts That Inspire At the same time, GC Incentives continues to evolve with new tools, according to Rick Buer, GC Incentives CEO. “If you look at our industry, everyone looks and sounds the same,” he said. “But after listening to our customers, we see an opportunity to shift our direction to offer even deeper integration to what customers are looking for, which is to embrace the benefits of technology without the restrictions and exorbitant costs attached to expensive platforms.” Serving the wellness, sales and marketing, human resources and automotive arenas, GC Incentives has produced a guide to high- light the ways a company can take full advantage of various incentive and recognition program options the firm offers. The “quick read” guide can be downloaded at: www.multivu.com/players/English/8127751-gc-incentives-employee-recognition-program/. In the meantime, GC Incentives is driving down costs for its clients in two ways: • Making an Application Program Interface the hub of its system, an initiative recently validated in Accenture’s “Technology Vision 2017” report. • Following the trend of consumers who are shifting their spending from brick-and-mortar retail to online by offering mobile experiences. “A warehouse filled with merchandise is how many in our industry fulfill employee incentive and rewards programs,” said Buer. “Companies can find themselves paying a premium of 20 percent or more over the cost of buying the exact same item online.” Buer said GC Incentives is focused on cutting out a significant part of the overhead costs—up to 40 percent –for its clients. “Ninety-five cents out of every dollar our customers spend on these programs goes to their people,” said Buer. “We believe that’s where the true engagement begins.” Acknowledging its roots in the gift certificate space, GC continues to offer more than 200 high-value merchant gift cards via the GC GiftPass featuring interactivity such as video and easy access via the recipient’s digital wallet.

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2017 IMA Circle of Excellence Winners Recognized Five IMA member companies and their incentive partners were • Solterbeck with Optus – Employee Incentive Program Award honored with seven Incentive Marketing Association (IMA) Circle of • Solterbeck with Westpac – Employee Recognition Award Excellence Awards at the recent IMA Summit. • Lyoness Management Americas – Social Responsibility Awards The IMA Circle of Excellence Awards identify and recognize outstanding examples of successful sales, loyalty and employee engage- The IMA Circle of Excellence judges and sponsors who give their ment programs designed to help improve business. Both the compa- time and support to make it possible to recognize and honor the ny and the incentive marketing partner are recognized. The 2017 great work of IMA members include: winners each received new one-of-a-kind rewards. “Businesses today are looking for every advantage, whether it’s • Judges: Paul Hennessy, publisher, Premium Incentive Products creating a highly engaged workforce, improving customer loyalty or magazine; Leo Jakobson, executive editor, Incentive Magazine; Rich increasing sales. These Circle of Excellence winners have shown a Killian, CPIM, president, RK Incentives; Cindy Mielke, director, mar- panel of industry leaders that they have the expertise to help busi- keting and sales operations, GC Incentives; Mike Murrell, presi- nesses meet and exceed their business goals,” said Mike Landry, IP, dent/publisher, Sales & Marketing Management Magazine; Rex Circle of Excellence chair and vice president, special markets, Tumi. Remigi, global awards director, O.C. Tanner; and Melissa Van Dyke, “When you look at the results, it quickly becomes clear there is no president, Incentive Research Foundation ‘one size fits all’ approach to rewards and recognition. It’s about • Sponsors: Incentive Concepts; Pelucida; and Xuma acknowledging and appreciating people in ways that inspire higher performance.” Personalization and customization are important elements of suc- The winners include: cessful reward and recognition programs. This year’s new Circle of Excellence Award, created and provided by Pelucida Glass, truly rep- • Power2Motivate with PFU (EMEA) – Consumer Offer/Branding resents the IMA and customization. Each hand-blown glass award Program/Customer Loyalty Award and Sales Incentive Award contains a unique, one-of-a-kind mix of all the colors of the IMA • HMI Performance and Incentives with Eaton – Dealer/Distributor brand. Incentive Award (tie) Stay tuned for our November issue, where we’ll report more of the • Incentive Solutions with Ferguson, A Wolseley Company – details of the award-winners successful programs. PIP Dealer/Distributor Incentive Award (tie)

IRF Releases Report on Mitigating Risk in Meetings & Incentives

The Incentive Research Foundation released the white paper, “Mitigating Risk in Modern Meetings and Incentives,” an analysis of critical findings reported in the “2016 Event Disruption Study.” The white paper explores disruption mitigation strategies for meetings and incentives and provides insights on how partners prepare for and handle disruptions. Meeting planners reported that disruptive incidents, happening with increasing frequency, include many weather-related phenomena, public enemies such as wars and ter- rorism, the business partner’s mistakes, and the client’s lack of cooperation. Planners estimated they now spend up to 25 percent of their time planning for potential disruptions, and nearly 40 percent of the planners expect that their time and effort to plan for disruptions will increase somewhat in the next two years. “The ‘2016 Event Disruption Study’ demonstrates that disruptions are a very real part of doing business in the meeting and incentives industry,” said Melissa Van Dyke, IRF president. “With the white paper, ‘Mitigating Risk in Modern Meetings and Incentives,’ we’ve highlighted the research and actionable insights that meeting planners and their partners can use to plan for and respond to disruptions.” The ‘2016 Event Disruption Study’ was completed in 2016 by University of South Carolina professors Haemoon Oh, Ph.D., and Miyoung Jeong, Ph.D. There were 18 interviews and 266 electronic responses. Event planners were surveyed on all events they had planned in 2015 and 2016. Critical findings on risk mitigation measures discussed in the white paper focus on effective planning, lessons learned during disruptions, and the importance of vendor trust and cooperation. Insights addressed in the white paper include:

• More than 90 percent of planners said their companies require contingency plans—with 54 percent requiring them for all events and 37 percent for some events. • Planners’ confidence level about planning for disruptions is 79 percent. • Almost half of the planners (49 percent) have switched at least one business partner due to the partner’s poor handling of disruptions. • Nearly 70 percent of planning companies provide guidelines or assistance for planning for disruptions. • The Internet is the most frequently used resource when planning for disruptions. • Nearly half (49 percent) of planning companies or planners actively communicate to their attendees about potential disruption situations and suggested action. • The destination has been changed at least once by 68 percent of planners because of perceived risk or disruptions. • Roughly 70 percent of planners required waivers for either both the attendee and guest together (34 percent) or the attendee and guest separate (34 percent). • When a disruption occurred, 57 percent of planners either agreed or strongly agreed with the partner’s readiness or capacity to handle disruptions. • Planners listed strong relationships and cooperation with vendor partners as the most needed resource for disruption planning. • When evaluating what built trust within the vendor partner relationship, a vendor partner’s cooperative behavior had the strongest impact (64 percent).

For more information, visit www.theirf.org.

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© 2017 Canon U.S.A., Inc. All rights reserved. Canon, EOS, PIXMA, PowerShot, and VIXIA are registered trademarks of Canon Inc. in the United States and may also be registered trademarks or trademarks in other countries. Certain images and effects simulated. >> guest column By Alysa McKenna

Alysa McKenna is Marketing Manager for Rymax Marketing Services Inc., a full-service loyalty marketing provider in the incentive industry solely focused on creating programs and events to drive ROI through brand name rewards. For more than 20 years organizations partnered with Rymax have seen an increase in employee performance and retention, customer loyalty and overall revenue. For more information, visit www.rymaxinc.com. The PURSEuit of Happiness Why the Luxury Category Continues to Please Program Participants

gal can never have too many handbags. reward options. This is what started the shift toward handbags, jewel- There’s the everyday bag, which changes with each new ry and other luxury items. A season. Then, as the rise of the e-com channel and discount retailers grew There’s the “night on the town” bag, which is just about large enough stronger, luxury brands began to seek—and today continue to seek— to hold keys and a cell phone. new outlets to sell and distribute their products, which further pro- There’s the evening bag, which is necessary for any black tie or pelled the popularity of handbags (and other luxury goods) within the cocktail function… incentive world. You see where this is headed. So why do handbags and luxury goods see so much success in our When selecting an item for herself, the answer to the question, “do I programs? It’s because consumers love “trophy items”—items of need another handbag?” is rarely the point for a woman. Wanting and stature of which they can be proud. Items like handbags will always needing are entirely different things. have a place in rewards programs because name brand products give The question of wanting vs. needing frequently arises when speak- rewards participants a trophy value that is long-lasting. And also ing about redemption trends. Some participants redeem for items of because, well, as we’ve already established, a girl can never have too necessity, while others shop for items of aspiration. As a marketer, the many handbags. ability to be nimble is critical. Realize that the trick to satisfying your Highly recognizable brands like Michael Kors and Kate Spade are total audience is having a rewards portfolio that plays to both sides of doing really well in our programs right now because the fashion-con- the spectrum. scious consumer seeks out names that they know and trust. In terms For the past 20 years, Rymax has maintained a very robust client of style, everything old is new again. Trends fade and then reappear. base, with audiences that vary greatly both demographically and geo- So items like backpacks and signature-styled handbags are really pop- graphically. Because of that, we’ve been able to gain valuable insights ular. There has also been a resurgence in our programs of iconic into the redemption habits and patterns of rewards participants at all brands like Coach and MCM. different levels. Timepieces are also experiencing a rebirth. Trending brands like We realized early on that there is no such thing as “one size fits all” Breitling always remain an item of aspiration, but a new generation of when it comes to rewards. We saw an opportunity to eradicate the watches is growing within both the technology category—with the cliché “gold watch” methodology and pioneer new categories of birth of smartwatches, and the ath-leisure category—due to the popu- Luxury Goods: A Feel-Good Experience Deloitte’s fourth annual Global Powers of Luxury Goods report, titled “The New Luxury “However, premium quality remains a ‘must have’ and consumers retain a keen eye for crafts- Consumer,” examines and lists the 100 largest luxury goods companies globally, based on pub- manship and hand-made products.” licly available data for consolidated sales of luxury goods in fiscal year 2015 (financial years Other key findings from the report include: ending within the 12 months prior to June 30, 2016). It also discusses key trends shaping the • Luxury goods sales growth up: Sales for the world's 100 largest luxury goods companies luxury market and provides a global economic outlook. grew by more than 3 percentage points in FY2015. Most currencies weakened significantly The top three luxury companies globally are: against the U.S. dollar, which benefited many multinational companies based in other regions, which experienced favorable currency effects, driving up reported sales. In the Top 100, only six • LVMH Moet Hennessy-Louis Vuitton SA (Louis Vuitton, Bulgari, Emilio Pucci, DonnaKaran, companies reported double-digit sales decline in FY2015; half of these were jewelers, the prod- TAGHeuer) uct sector which continued to experience volatile demand. • Compaigne Financiere Richemeont SA (Cartier, Van Cleef & Arpels, Montblanc, Chloe) • Italy is once again the leading luxury goods country in terms of number of companies, while • The Estee Lauder Companies Inc. (Estee Lauder, M.A.C., Aramis, Clinique, Aveda, Jo France has the highest share of sales: With 26 companies in the Top 100, Italy has more than Malone) double the number based in France. However, the predominantly family-owned Italian companies Emerging consumer markets are driving luxury market growth around the world. In China, are much smaller, with average luxury goods size of $1.3 billion, which is around a quarter of the Russia and the United Arab Emirates, the percentage of consumers claiming to have increased average $5.1 billion luxury goods sales for the French companies. their spending in the past five years was 70 percent, compared to 53 percent in the more mature • Companies in the multiple luxury goods sector nearly double sales growth compared to the markets, which include the European Union, the United States and Japan. previous year and lead profitability, while bags and accessories continues to be the fastest “The essence of luxury is changing from an emphasis on the physical to a focus on the expe- growth sector. riential and how luxury makes you feel,” said Vicky Eng, retail sector leader, Deloitte Global. larity of fitness trackers. audience with a wide variety of trending products that excite and The takeaway here is that regardless of the category, regardless of motivate today’s consumer. changing trends, the common denominator in a successful program is Remember, the goal of a loyalty program is to fuel customer hap- perceived value. It’s critical that the rewards offered in incentive pro- piness and encourage retention. No single product or brand will grams are highly desirable. At Rymax, we insist that our programs evoke the same response across all demographics, so give your offer products with high brand equity and the “latest and greatest” rewards participants plenty of options and let them dictate what models. It’s crucial to design a program that strategically targets its they crave. PIP © 2017 TUMI, INC.

TUMISPECIALMARKETS.COM • 800 669 3181

>> guest column By Michelle M. Smith, CPIM, CRP Named one of the most influential women in the incentive industry, Michelle M. Smith, CPIM, CRP, is an accomplished international author, speaker and strategist. She’s Past-President of the FORUM at Northwestern University, President Emeritus of the Incentive Marketing Association, Vice President of research for the Business Marketing Association, and Vice President of marketing for O.C. Tanner.

How to Innovate in Management

ight now, your company likely has 21st-century Internet- aggregate employee effort—to get more out of individuals than one enabled business processes, mid-20th century management might expect by providing them with the appropriate tools, incen- R processes, all built atop 19th-century management principles. tives and working conditions, and to compound those efforts in While no company would put up with a 1940s-era phone system, or ways that allow them to achieve together what they cannot achieve forgo the efficiency-enhancing benefits of modern technology, that’s individually. exactly what you’re doing when you fail to exploit the potential to This heralds a future in which the work of managing will be per- transform the way the work of management is accomplished. formed by “managers” less and less. Activities will still need to be I suspect your leadership team has a point of view about your com- coordinated, individual efforts aligned, objectives decided upon, pany’s strategic direction, but do they have a point of view about knowledge disseminated, and resources allocated, but increasingly, your company’s management direction? Is there a consensus in your this work will be distributed out to the periphery. company around the ways in which the technology of management will need to be reinvented in the years to come? What, in broad From Inspiration to Execution strokes, will be the new and distinguishing characteristics of our management system five years from now? How will the way in which The only way to build a company that’s truly fit for the future is to we manage give us a competitive advantage? build one that’s fit for employees as well. The most bruising contests in the future won’t be fought along the lines that separate one com- A Broad Vision Is Needed petitor or business ecosystem from another, but will be fought along the lines that separate those who wish to preserve the privileges and A broad vision is important for several reasons—it helps to legit- power of the bureaucratic class from those who hope to build less imize grassroots innovation, gives the innovation a focal point, and structured and less tightly managed organizations. serves notice to those who reflexively defend the status quo. Here are the essential building blocks to becoming a management While the familiar tools and methods of management were invent- innovator, adapted from “The Future of Management” by Gary ed to solve the problems of control and efficiency in large-scale Hamel: organizations, more contemporary thinkers envision management serving a more general objective—multiplying employee accom- 1. The Courage to Lead plishment. The goal of management is to first amplify and then You can’t build a management advantage unless you have the guts

E YE IVE AR FI

L Y I M T I N T A E R D WAR to tackle problems others are too timid or too shortsighted to take on. To build a capacity for relentless management innovation, you The only way to build a company that’s must be willing to ask, “What new management challenge, if mas- tered, could give us a unique performance advantage?” truly fit for the future is to build one that’s fit for employees as well. 2. An Inescapable Conversation Management innovation must become an inescapable topic—a part of every serious discussion about your company’s future. Get capacity for fast-paced management innovation, you must hold inter- people thinking about how they can turn management itself into a nal process owners responsible for breakthrough innovation too. competitive advantage—commit to a bold goal; deconstruct your Like line executives who are held accountable for the health of their orthodoxies; embrace powerful new principles; and learn from pos- product pipelines, corporate staffers need to be held accountable for itive deviants. Identify the institutions or systems that embody the their management innovation pipelines. capacities you’re hoping to build in the company: To this end, the most important question a leader can ask a department head is this: What share of your budget and headcount is • If we wanted to create a company that’s good at experimenta- focused on initiatives that could help our company build a decisive tion, what would we do differently? management advantage? Are we generating a robust flow of new • If we wanted to build a company that is as restlessly innovative management ideas and experiments? Are we experimenting broadly as Silicon Valley, how would our management processes need enough? Are there any innovation blind spots? Are our experiments to change? bold enough? Do they represent a significant departure from the management practices of our competitors? Which experiments If you can help employees understand that history is not destiny, should we scale up now, which should we abandon, and which need and create occasions for them to question their hand-me-down to go through another round or two of development? In aggregate, beliefs, you’ll soon have an army of allies ready to help you build a will this portfolio of experiments enhance our company’s financial company that’s fit for the 21st century. performance? Will it move the needle? 3. A Focus on Causes, Not Symptoms 5. Permission to Hack To cure a crippling disease, drug researchers have to uncover the Perhaps the most important thing you can do to help your compa- genetic flaws or disease mechanisms that cause the malady. The ny reinvent its management processes is to give employees and man- same is true for organizational “diseases”—the incapacities that agers the opportunity to “hack” those processes. Create a forum in stem from our inherited management beliefs. Here, too, a painstak- which everyone in the company is free to suggest alternatives to the ing analysis of first causes is essential to inventing a cure. Check for management status quo. Ask, “What management practice or behav- these enemies of adaptability: a lack of “genetic diversity” among ior does most to drive really great people out of our company?” Or, executives if most have spent their entire career in one industry; and “Which of our management practices does the most to destroy a restrictive tangle of standard operating processes that make it employee initiative?” impossible for employees to proactively respond to changing cir- There is a deeper, nobler reason to take on the challenge of man- cumstances. agement innovation—and an historic opportunity. This is your opportunity to build a 21st century management model that truly 4. Accountability elicits, honors and cherishes employee initiative, creativity and How many of your leaders feel personally responsible for helping passion. Do that and you’ll have built an organization that’s fully the company build a bona fide management advantage, rather than human and fully prepared for the extraordinary opportunities that just focusing on compliance and efficiency issues? To create a lie ahead. PIP

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People just aren’t as interested in “stuff” these days. They want That seems to pass for conventional wisdom around some incen- unique, memorable experiences like exotic vacations or nights out at tive programs these days. However, if you talk to the companies that big theatrical productions. Or they want the opportunity to help out do rewards fulfillment, you’ll quickly discover that merchandise, a worthy cause they care deeply about. Or they just prefer overall, is as popular today as it’s ever been. The land- the flexibility of cash and gift cards. By Brian Summerfield scape has shifted considerably over the past few years,

16 SEPTEMBER/OCTOBER 2017 PREMIUM INCENTIVE PRODUCTS If you talk to the companies that do rewards fulfillment, you’ll quickly discover that merchandise, overall, is as popular today as it’s ever been.

around the world? Both have undeniable appeal, but nearly everyone would likely choose the latter. Or how about this: a new set of state- of-the-art golf clubs, or a new set of state-of-the-art golf clubs plus a weekend getaway to Pebble Beach? “Giving an award winner a personalized shopping experience either through an experiential event or an online redemption program is very popular right now,” said Chad Glamann, a marketing manager for Top Brands, a supplier of name-brand corporate incentives. “Empowering the award winner by giving them options is a very strong motivator and allows them to feel like they’re more involved. One of the coolest opportunities we recently had was providing a selection of Vera Bradley duffels that were used as gifts at a movie premiere because one of the stars of the film carried the same product onscreen.” “Merchandise incentives are really strong because you need that kind of ‘sticky’ factor in rewards and incentives programs, whether it’s customer loyalty, sales incentives or employee engagement,” said Allyson Krichman, senior director of product sales at Rymax Marketing Services Inc. So, which kinds of products are stickiest of all? Read on to find out. Meet the Jetsons

In the animated sitcom “The Jetsons,” the eponymous family from a far-off future use all sorts of gadgetry to keep their lives in order, from household appliances that run themselves to Rosie the robot maid. It seems as though we’re on the verge of living that kind of lifestyle with the arrival of hyper-connected, multifunction technologies powered by automation and artificial intelligence. (However, talking dogs and flying cars that turn into briefcases when you arrive at work still seem to be out of reach.) though—and sometimes in surprising, counterintuitive ways. Those technologies are popular in both merchandise incentives So, what’s different? Everything. From the kinds of products that and general retail. First and foremost among them are Amazon Echo resonate with incentive program participants to the ways in which products that come equipped with Alexa, the company’s artificially those products are presented, this space is going through some sig- intelligent personal assistant software. If you have the right setup, nificant changes. One example: Merchandise incentives today are these devices can control everything from the temperature of your often “enhanced” with something else, whether it’s a memorable refrigerator to the temperature of your bath. They can also purchase experience or more merch. products for you, manage your home media systems and schedule “We hear a lot about people wanting experiences versus things, but appointments. And they do all of that without a word of complaint. there’s something satisfying and lasting about physical merchan- “The Amazon Echo can do all kinds of things, from playing music dise,” said Becky Sawicki, director of special markets at JURA Inc., in the morning to helping kids with their homework,” said Scott a provider of upmarket coffee machines. “The best incentives com- Kooken, president and owner of corporate fulfillment company bine both sides of the equation.” Links Unlimited. To use JURA as an example, which of these would you find to be Apart from the Amazon Echo line, which tech and electronics more of an incentive: a high-end coffee maker, or a high-end coffee products are most popular right now? Essentially, anything that can maker and a basket filled with gourmet whole bean coffees from connect with the Amazon Echo or comparable technologies like

PREMIUM INCENTIVE PRODUCTS SEPTEMBER/OCTOBER 2017 17 nary arts and home design. At a time when Martha Stewart “Over the past 20-something years, we’ve really seen a shift in redemption, which mirrors what’s going on in retail trends,” and Mario Batali are media Krichman explained. “Years and years ago, the redemption patterns were around 70 to 75 percent for anything that plugged in. Now, moguls, cooking and home more people are going toward home and fashion. We’re definitely seeing a rise in those areas.” entertaining items are among This has led to a rise in anything related to epicurean delights, from deep fryers to coffee makers. the hottest retail goods. And “Our JURA automatic coffee machines create the gourmet experience of Swiss coffee culture in your own kitchen,” Sawicki said. that popularity has definitely “Few categories have the broad appeal of gourmet coffee, which is popular with men and women of all generations. We’re also seeing carried over into the merchan- increased interest in our Capresso coffee makers, espresso machines, grinders, iced tea makers and frothers.” According to Krichman, one reason many of these items are so dise incentives space. Demand popular in incentives programs is that they give people a creative outlet. is high for products in the culi- “It’s a different approach to DIY,” she said. “Several years ago, people were into tools and trying to build stuff. But who’s really building nary arts and home design. these days? This allows people who aren’t going to paint or sculpt or something like that to do something a little bit creative.” Another reason they’re in demand is within incentives programs is that people aren’t as willing to spend their own money on them, par- ticularly since they often own some version of those products already. “In incentive programs, people will spend for certain things in Apple and Siri. home categories that they wouldn’t want to spend cash for,” she said. “In the electronics category, we are seeing a lot of interest in “That’s where we’ll see a lot of people get their cutlery or replace cer- Bluetooth devices like portable speakers and smart home and home tain cookware that they got when they registered before getting mar- automation accessories,” Glamann said. “Smart home products were ried. When they’re getting cookware, for example, they’re upgrading one of the most talked-about categories at this year’s CES to Viking brands. They could’ve gotten something similar to that [Consumer Electronics Show] and will continue to be a hot category piece of cookware they’ve had since college, but now they’re upgrad- in the incentive industry for years to come. We already have products ing themselves to the ‘grown-up’ version.” like the Incipio CommandKit Wireless Smart Power Strip that lets an award winner remotely control their home appliances through their Status Symbols smartphone and is even compatible with Siri. Bluetooth speakers and headphones are really trending right now, especially since the There’s another reason why that hypothetical married couple latest iPhone only connects to audio devices wirelessly. Products would want Viking cookware, Krichman explained. Even if neither of like the Braven Balance, which combine portability and rich sound them are great cooks or enthusiastic foodies, that brand signifies all in a waterproof exterior, have been really popular.” refined cultural tastes. Though it doesn’t represent a category per se, Kooken predicted that the future of this category would belong to this notion of brand consciousness represents an undeniably signifi- non-analog, connected tech—that is, devices that perform at least a cant rising trend in merchandise incentives. few different and useful functions and also have the ability to link The most important “status symbol” product category right now with other, similar devices. And companies that keep track of what’s might be handbags—“anything with a logo on it, whether it’s Michael trending here and integrate that into their incentives programs will Kors, MCM or the Coach brands,” as Krichman said. She added that be better able to motivate their employees. backpacks by Totes and a few other select manufacturers are in “We always keep an eye out for up-and-coming technologies,” he demand. added. “It’s all about getting the highest-quality products out quick- In the sporting goods category, golf gear is perennially the “status ly.” symbol,” Kooken said. And right now, there may be no hotter brand Keeping up with all that can be a challenge, but Glamann sees it as than Parsons Xtreme Golf, or PXG. The latest in design and engineer- an appealing one. ing, a set of PXG clubs retails for nearly $3,000. That’s a steep price “Product innovation will continue to drive the merchandise incen- to pay, but the “cost” is softened somewhat when it becomes some- tive market forward,” he said. “One of the most frequent questions thing that can be redeemed with points in a sales contest. we get from our customers is ‘What’s new?’ The electronics and tech- No matter which category you’re considering, it is well known and nology category is always going to continue to surprise us with the respected brand names that deliver the kind of status symbol that latest gadget or device that takes the populace by storm, but we will turns a piece of merchandise into a trophy. also continue to see innovations in other categories. That’s the fun thing about this business—seeing all of the unique and innovative Merch Is Here to Stay ways that products evolve and change year after year.” Merchandise incentives have evolved a great deal over the past Home Sweet Home several decades, and certain products might not be as popular as they once were. But as long as people need and want “things”— At a time when Martha Stewart and Mario Batali are media moguls, whether those are computers, music players, saucepans, serving cooking and home entertaining items are among the hottest retail trays, purses or kayaks—merch will retain its appeal on the whole. goods. And that popularity has definitely carried over into the mer- “Employee recognition programs have come a long way from the chandise incentives space. Demand is high for products in the culi- days of trophies and plaques,” Sawicki said. “Strategically selected

18 SEPTEMBER/OCTOBER 2017 PREMIUM INCENTIVE PRODUCTS

Merchandise incentives have evolved a great deal over the past several decades, and certain products might not be as popular as they once were. But as long as people need and want “things”—whether those are computers, music players, saucepans, serving trays, purses or kayaks— merch will retain its appeal on the whole.

gifts will be valued and appreciated over time, making them a strong motivational investment. Client gifting programs rely on merchandis- ing incentives for the same reason: They can touch someone’s life in a meaningful and memorable way. We expect merchandise incentives to increase in importance over time. As communication outlets grow and proliferate, it’s getting harder and harder to make a lasting impression on people. What better way to get attention than putting desirable merchandise in their hands?” Glamann agreed. “Merchandise rewards are a great fit for any type products and what they can do. of incentive program and have been proven to have a more powerful “It’s really important to think about what’s trending in retail and be motivating factor than cash,” he said. “Having a firm grasp of the able to change with the times,” she said. “We don’t just have things demographics of the program will definitely aid in creating a rock- people can redeem online. We’re able to bring that merchandise to solid merchandise rewards offering.” people. Even though retail is ‘dogging,’ we’re so fortunate in the That notion of understanding people’s desires and how those incentive industry that we can bring those products to people so they evolve over time is critical for the success of any incentives program can see it, feel it and get that fun interaction. In the incentive chan- that includes merchandise, Krichman said. That means doing things nel, we’re fortunate to be able to do what retail increasingly can’t do like going to all sorts of industry-specific trade shows and reading anymore. We bring brands to people who don’t necessarily think publications and research that point to trends in retail. It also means about it.” PIP proactively showing program participants the latest and greatest

4 Oddly Popular Categories in Merchandise Incentives

They’re the outliers. The exceptions that prove the rule. These items—all available via merchandise incentive programs—go against the trends outlined in this article. But they’re relatively successful in spite of that, according to Allyson Krichman, senior director of product sales at Rymax Marketing Services.

• Small, mobile printers for printing photos from your phone: Despite the fact that printers in general are among the least sexy products to redeem, these specialized devices perform a valuable service—allowing people to print out hundreds of photos from their phone before it dies. • Vinyl albums from contemporary musicians and modern record players: From the “everything old is new again” file, these products have improved sound quality from their precursors. • Karaoke machines for home use: Krichman said few people would spend cash on this fun item, but often splurge on it in incentives programs. • Vacuums with specialized filters and air-purification systems: Rising awareness about air quality and allergens have led to an interest in these appliances.

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10:02 AM Positive Direction State of the Industry Shows Continued Growth

Industry pros concur that the state of the incentive industry is continuing to move and grow in a positive direction. “As our 2016 outlook study showed, the industry is still positive and growing. The IRF has tracked the net optimism score (NOS) of the incentive travel and gift cards/merchandise side of the market since 2008. Net optimism shows the number of individuals who feel the economy is having a positive impact less the number saying it is having a negative impact on programs,” said Melissa Van Dyke, president of the Incentive Research Foundation. Net optimism for the incentive travel and gift card/merchandise sides of the market was at 26 percent and 14 percent respectively in late 2016. “These are still positive showings, but they are down from highs of 40 percent or more over the past two years,” Van Dyke said. “Net optimism correlates highly with budget growth. So, we anticipate the market to continue to grow, but at a slower rate perhaps than in the past few years.” Richard Blabolil, president of Marketing Innovators International Inc., in Rosemont, Ill., added that the economy is allowing companies to invest in their employees. “Although the return on investment is more pro- nounced in good times, investing in your greatest asset, your people, is equally as critical in hard times,” he said. “The upswing in the economy (wage growth and corporate performance) allows for more perceived risk taking. Companies can test programs, contests and award schemes to engage employees and channel partners. There is more room for trial and error in positive economic environments.” A Positive Direction

For sure, the industry is moving in the “right direction,” Blabolil said, “Because Corporate America, the buyers, are moving in the right direction. “Companies are aggressively pursuing employee engagement strategies, and partners in our industry are responding with new ideas—mobile platforms, a

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22 SEPTEMBER/OCTOBER 2017 PREMIUM INCENTIVE PRODUCTS

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[email protected] 978-357-0442 bowers-wilkins.com Behavioral Economics explores why people sometimes make irra- opinions, etc. tional decisions, and why their behavior does not always follow tra- “Programs are about inclusion and addressing the individuality, ditional economic models. team dynamics and subtleties of ‘the person’ in programs,” Blabolil “Over the past few years, interest in these topics has grown signif- said. “Therefore, the design and then award mix is about addressing icantly as incentive professionals sought a scientific approach on choice and variety, but at a level that makes decision-making by the how to effectively motivate people and modify their behavior,” Smith award-winner plausible, inspiring and rewarding, rather than compli- noted. cated and ominous.” “The conventional approach (that rewarded behaviors are repeat- All awards have merit—from merchandise, gift cards and prepaid ed) supposes that tangible rewards and punishments are solely suffi- cards to travel and experiential events. cient to drive the desired employee performance or consumer “The IRF studies are integrating science and intellectual compo- choice,” Smith said. “While an extrinsic approach is serviceable and nents with the emotional appeal of awards,” Blabolil said. “Creativity relevant, Behavioral Economics posits that an overreliance or sole and accelerated performance comes from program design, trusted focus on extrinsic motivators is based upon an in incomplete under- intent and meaningful, relevant rewards.” standing of human motivation and therefore inefficient.” “Because behavioral economics recognizes that 70 percent of Significant Awards human decision-making is emotional (as opposed to rational), it proves to be a more useful tool than traditional economics in helping Experts say various types of non-cash awards are important in program designers understand what actually motivates people, why incentive programs today. some incentives are more effective than others, and how they can “Our research shows that all types of non-cash awards including strategically apply these principles in their programs,” she said, travel, gift cards, award points, merchandise and electronic cards are adding that incorporating proven techniques from behavioral eco- all important parts of an organization’s non-cash rewards strategy. nomics into motivation programs produces a competitive advantage Eighty-one percent of all businesses using non-cash rewards use and higher levels of employee productivity, engagement and reten- more than one award type,” Van Dyke said. tion compared to programs that rely solely on monetary incentives. Over the past 20 years, according to the Incentive Federation, Companies have a variety of types of people in their employ- there has been a dramatic jump in the number of U.S. businesses ment—multiple generations, cultures, ethnicities, beliefs, styles, using non-cash rewards, rising from 26 percent of all U.S. businesses

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LURB134_17 deeply comprehend what’s important to their employer, and to Over the past 20 years, defend the very deeply held belief that they’re good at what they do and have chosen the right organization for employment. These are all according to the Incentive powerful drivers of engagement and reinforce the basic principles of recognition and incentive program design. Federation, there has been a “But,” she noted, “How do incentive and recognition professionals decide which rewards to use and how exactly to use them?” dramatic jump in the number Factors such as a person’s age, profession and background all play into the impact a reward has on them. However, Smith added, for an of U.S. businesses using non- effective campaign, incentive professionals also should give careful consideration to these subtle but significant variables adapted from “How to Effectively Harness Behavioral Economics to Drive cash rewards, rising from 26 Employee Performance and Engagement” by the IRF: percent of all U.S. businesses • Ease of Selection: Incentive programs should focus on using nudges to make the reward system user-friendly and to maximize the in 1996 to 84 percent of all program’s emotional impact. Emotionally compelling rewards hit the mind harder, are remembered longer, produce quantifiably better U.S. businesses in 2016. results and influence the internal brand the most. • Reward Type: Employers need to move beyond programs that rely solely on monetary rewards, but instead use a variety of rewards in strategic combination to complement each other. Award programs should offer tangible awards and formal recognition more frequently, in 1996 to 84 percent of all U.S. businesses in 2016, as indicated in the while using experiential rewards (trips or spa treatments) more spar- IRF’s 2017 Trends Study. ingly. The latter tends to deliver more intense happiness, while the Awards support the integrity and intent of the incentive program. former serves as a permanent reminder of appreciation. “The design of the program builds on the trust and authenticity of • Motivation Type: Consider rewarding top-performing teams as the relationship between the company and the employee,” Blabolil opposed to using a system in which team members all compete for a said. “The awards amplify this by being meaningful and relevant to single reward. In today’s workplace, cooperative incentives are more the recipient. The mix of merchandise, gift cards, and individual trav- effective and valuable than competitive incentives. Also, don’t under- el delivers the ‘last mile’ of the experiential journey.” estimate the value of rewards that reinforce internal (intrinsic) moti- Today, there are fewer incentive designers who rely solely on tan- vation, which creates a long-lasting desire to perform well by gible rewards in driving behavior and optimal performance. increasing the recipient’s self-esteem by establishing a sense of pur- “Instead, program designers recognize the importance of both pose, fueling a desire to live up to expectations, or helping the recip- intrinsic and extrinsic motivation, and this is what’s driving the ient master new skills. And celebrating reward-earners publicly has increased interest in Neuroscience,” Smith said. measurable, favorable effects on productivity. “In a single instance of giving an award, an organization allows the • Personalization: Who does the recognizing and how personal- recipient to acquire status (and potentially goods or services), to ized or public that recognition is can have an impact on the recipi- bond with their team or the person giving the recognition, to more ent’s emotional response and, ultimately, their productivity. One per-

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By Emily Tipping

28 SEPTEMBER/OCTOBER 2017 PREMIUM INCENTIVE PRODUCTS for Everyone What’s New in Rec & Sporting Goods Incentives?

Last year, the Incentive Research Foundation conducted an in- “What makes it so appealing,” he added, “is that is has a broad base depth study that examined people’s preferences in how they appeal to all generations, young and old. …If you want exercise gear, received rewards, as well as which rewards they liked best. And if you want fan gear—there’s something there for everybody.” while you might think there were some predictable demographic “When you’re talking outdoors, it’s all about fun!” said Warren trends, what the study seemed to turn up was this: People vary. And Weaver, director of national sales, Zane’s Inc. “In today’s increasingly everyone is unique. hectic lifestyle, the ability to disconnect and enjoy the outdoors is a The things that motivate us the most as individuals motivate us the huge benefit that people really crave. Making sports and recreation most because they suit us. As individuals. And it seems that there’s part of your assortment allows your customers and employees the no other category that highlights this as starkly as the recreation and ability to get that vehicle to transport them out of the daily grind and sporting goods market. into the world of fun.” Just about everyone has a favorite pastime or two, or three, that “Any award that promotes a healthy lifestyle and encourages fall into this category. But take a group of 10 people, and you most award winners to get outside and unwind is a powerful motivator,” likely will find 10 unique ways of engaging with the world through said Chad Glamann, marketing manager, Top Brands Inc. “The phys- recreation and sports. One person might love to play golf and enjoys ical benefits associated with sporting goods is already well known, tailgating. Another might be an avid hiker and birdwatcher. And but the emotional and mental boosts associated with spending time another might love to play a game of hoops with the kids before tak- outdoors cannot be overlooked. Giving award winners products that ing off for a bike ride along a local trail. enable them to get outside, unplug and destress is very enticing.” One of the reasons why rec and sporting goods maintain continu- What’s more, you’re providing gear, whether entry-level or a step ous appeal as rewards and incentives is just this: There really is up, that people often won’t spend money on until they have to. something for everyone. Whether it’s golf clubs or camping gear, backpacks for hiking or a And what’s interesting is, this has become more true over time. brand-new cooler to take to the game, many people aspire to have Especially when you consider athletic gear, the target audience has something better than what they’ve got. expanded vastly in the past decade or two. Many items in this part of the market can be expensive, which “It used to be, the target market was limited to much younger peo- makes them a great fit for inspiring performance. “On the loyalty and ple,” said Dennis Borst, president and COO of Patriot Marketing incentive side,” said Scott Kooken, president, Links Unlimited, “if Group. “But in the 21st century, everyone, even your grandma, has a you have a possibility of not using your own money to get one of pair of athletic shoes. these products, it’s a big motivation. It’s something you’re going to use, especially if you’re an avid fan. Camping, golf, tennis—none of cans, you’ll have plenty of space for refreshments for a whole group those sports or recreational activities are cheap. The aspirational of people, and they’ll stay cold for up to five days. Once you arrive, side is a good fit for any type of incentive or loyalty program.” the Have-A-Seat™ lid will ensure you always have a place to sit and relax. And the cup holders molded into the lid will keep your cold Hot and Cold drink close while you enjoy the day. After you’ve trekked your way back, the leak-resistant drain makes it easy to empty any excess So, what’s currently a hot item? Something cold. water, so you’re ready for your next off-road adventure. “One of the hottest categories in sporting goods right now are high- Camping items are also trending right now, as more people discov- end, rotomolded coolers,” Glamann said, “What really started out as er the great outdoors. “Camping-related products also continue to a niche product for the serious outdoor enthusiasts has exploded in redeem at a high rate in online incentive programs,” Glamann said. popularity, and you are now seeing these coolers everywhere, from “We have had a lot of success creating camping packages that give backyard barbecues to tailgating parties.” an award winner almost everything they need to enjoy a weekend Top Brands, he said, recently partnered with KYSEK to bring its outdoors with family and friends.” Ultimate Ice Chest to the incentive market, and the company is see- Whether out for a day hike or for an overnight camping trip, a good ing a lot of demand. backpack will come in handy. Outfitted with PHOTO Kooken agreed, adding that insulated steel water bottles are also a COURTESY serious hardware and versatile storage OF LINKS growing category. “You see new companies jumping in and existing UNLIMITED options, the Oakley Kitchen Sink companies adding those,” he said. “…It’s almost a fashion statement. Backpack, available through Links If you look at S’well, they have 100 different colors, so you pick the Unlimited, is a complete package with bottle that you want.” heavy-duty appeal. Whether taking a day trip The idea behind S’well, he said, was a bit different, because the or extended excursion, specialized pockets product was developed with the idea that you’d no longer buy bot- inside and out organize items, while abra- tled water. “That idea was more for the environment,” Kooken said, sion-resistant fabric keeps them safe, includ- “but the product competes.” ing shoes and most 17-inch laptops. “Those plastic mold injection coolers keep ice cold for five to Equipped with a hard media-player compartment and reinforced clip seven days,” he added. While they were traditionally made for and zip closures, the Kitchen Sink Backpack blends toughness, style campers who needed to keep things cold for around a week, he said, and diverse function ideal for the unpredictable day. “… now you see it in people’s back yards for a party. Fishermen find Available through Zanes, the cabin-style Eureka Jade

PHOTO COURTESY them useful, too.” Canyon is a four-person tent that pro- PHOTO COURTESY OF COLEMAN You can blaze a trail to anywhere and take vides vertical walls for maximum interior OF ZANES along some cold food and drinks with a space, wall-sized windows for maximum Coleman® 55-Quart Rugged 55 A/T ventilation and the added amenities of the Wheeled Cooler. This all-terrain cooler can Elluminate system and the E! Media go as far off the beaten path as you can with Center only from Eureka. The steel and its telescoping handle and 8-inch oversized, aluminum frame combination provides off-road wheels that give you 75 percent ultimate durability and the large opening more ground clearance than a Coleman® makes for an easy in and out. The bathtub cooler with 6-inch wheels. For the rare occasions when the wheels wrap-up floor minimizes ground-level seams and there’s even an won’t cut it, the rugged EZ-Lift™ swing handles make it easy to carry exclusive Eureka power port that allows you to bring an outdoor- your cooler in the roughest of conditions. Large enough to hold 84 grade electrical power cord into the tent. For campers who love the great outdoors, but wish it There are a ton of recreational didn’t bite so much, Zanes offers the Thermacell Camp Lantern and Insect Repeller. This camp activities that appeal to people of lantern effectively repels mosquitoes, black flies and other biting insects by creating a 15-by-15-foot zone of all ages and skill levels. Fishing, protection for bug-free comfort. Its bright 300-lumen PHOTO COURTESY OF ZANES light runs for 50 hours on its highest setting and makes bicycling and camping are three it a great addition to the serious camper’s gear. Ideal for categories that have a really use while you are camping, hunting and fishing. The lantern and its components have been evaluated by the EPA for safe- wide-reaching audience. ty as well as its effectiveness. “According to the 2017 North American Camping Report, millenni- als now make up 38 percent of the 75 million active camper households in the United States, and more than 1 million new households have started camping since 2014,” Glamann said. “With more people is at a standstill. Manufacturers are continually introducing some- spending time outdoors every year, sporting goods and recreational thing new, providing continual sources of new inspiration for partic- equipment will help to fulfill that need. Families that take part in out- ipants who want to upgrade. door activities together pass that enthusiasm down to their children, In golf, for example, “… unless you really have some disposable helping to grow the next generation of outdoor enthusiasts.” income, you’re not updating your clothes, your clubs, your bag and your shoes every year,” Kooken said. “If you have the opportunity to From Entry Level to Leveling Up upgrade, most people take that.” One way to upgrade, Cavallari said, is to jump on the new trend Speaking of growing enthusiasts, you should keep in mind that the that incorporates analytics into your game. “There are watches that level of experience among your participants in any given sport or track your stats and a golf glove that’ll track your swing,” he said. “It activity could vary widely. Offering ways for newcomers to get start- has a great look and tracks your yardage, all your shots, how many ed is important, as is providing ways for the more experienced to times you were out of bounds and so on.” “level up.” Technology, he said, is a big trend. As an example, Wilson has “There are a ton of recreational activities that appeal to people of all developed a connected football and basketball. Tools like this help ages and skill levels,” Glamann said. “Fishing, bicycling and camping people hone in on what they’re doing right and wrong, enabling them are three categories we see that have a really wide-reaching audience. to improve their game. “If you can identify specifically what it is Brands like Eagle Claw offer fishing kits perfect for the beginner, as you’re not doing well and work on that,” Cavallari said, “it’ll make it well as sophisticated rod and reel combos for the experienced angler.” more enjoyable in the long run.”

Whether for beginners or experienced players, said Chris Cavallari, PHOTO COURTESY Cycling is a great example of a sport and global business director, Zero Friction, kits like this, which combine OF EPIC INTERNATIONAL pastime that provides an easy entry for various items one needs for a favorite sport or pastime, are becom- those just getting started, as well as ing more popular. “You create a greater value when you combine dif- many, many ways to upgrade for those ferent things,” he said. “It’s not something you can find in the store. who want to get more serious. For example, for golfers, we provide balls, tees and gloves together For those who just want a simple, as a kit. And those have been doing really well.” easy and fun cruise, the Schwinn At the same time, Kooken added, no recreational activity or sport Costing & Women’s Perla 26- Cycling is a great example of a Get Fit Some folks don’t aspire to get out onto the trail for an adventure or sport and pastime that provides an to up their golf game. All they want is some exercise, and the incen- easy entry for those just getting tive market has plenty of options for everyone here, too. With the Nautilus Bowflex Max Trainer® M5, started, as well as many, many available through Rymax, you can save time with the breakthrough 14-minute Max Interval workout, ways to upgrade for those who or choose from nine other pre-programmed workouts for longer sessions. Either way, you’ll get a great want to get more serious. cardio workout with an ultra-smooth, low-impact motion, and burn up to 2.5 times more calories. The M5 has: computer-controlled resistance, PHOTO COURTESY OF RYMAX Bluetooth smart technology, premium grips, backlit display, target-zone monitoring and a inch 7-Speed Classic Cruiser Bicycle, from Epic International, compact design that fits almost any space. is a great option. These are classic cruisers with hand brakes, a For those who prefer to get their spring seat for comfort and an upright riding position. The look is game on to get fit, Silverback’s NXT 50-inch Portable completed with coordinating fenders. The steel frame and fork con- Basketball System, available through Incentive struction ensures durability, while alloy linear pull brakes offer Concepts, combines performance features with great smooth stopping power. This bike features 26-inch cruiser whitewall value. The stabili-frame steel frame substructure offers tires with alloy rims, full fenders and a Schwinn® 7-speed rear PHOTO unmatched stability, while the infinity edge wrap- COURTESY OF derailleur with twist shifters. Wide cruiser handlebars and a INCENTIVE around backboard edge design ensures ultimate Schwinn® wide cruiser seat with springs offer a comfortable ride. CONCEPTS playability. The NXT’s ergomove wheelbarrow lift The Perla features a rear carrier for added convenience. and roll design conquers rough terrain, making a For those who want to step up their riding skills, there are many game of hoops possible just about anywhere. ways to roll. Road bikes, hybrid bikes and mountain bikes are all And when you’re all done working out, the Gaiam options for those who want to get a little more serious about their Restore Deep Tissue Foam Roller available cycling. through Rymax is designed to work deep lay- For mountain bikers, the Titan Alpha 24, available through ers of tissue while withstanding repeated use. Bike USA, is a 24-speed full-suspension mountain bike—the perfect Its unique wave-like texture and firm hollow

PHOTO COURTESY choice for ATB enthusiasts. It comes core structure stimulates blood flow to target OF BIKE USA equipped with many upscaled compo- and soothe your aches faster. nents, including a 21.5-inch Alloy PHOTO COURTESY OF RYMAX frame, Hualaifu suspension fork, Just for Fun double wall alloy rims and hubs, Of course, there’s also the whole other side of the market, designed quick release stem and seat post, for those who love to take part in their favorite sports and pastimes Shimano derailleur and Shimano from the sidelines. alloy shifter set, and disc brakes. “This time of year, fan gear for the colleges of course is huge,” For those who have everything Borst said. “And now that football will be starting we’ll see a lot of they need, providing a new look can be inspiring, and there redemptions there. There’s a lot of great fan gear at Champs.” are plenty of options in this area, as well. For the ultimate football fan, Wilson offers “The popularity of outdoor gear that favors a more tactical design the Super Bowl 52 Football. Since the first and finish like backpacks and sling packs from Red Rock Outdoor Super Bowl, the cities have switched and the Gear has surged in recent years,” Glamann said. “These sporting contenders have changed, but one thing has bags have a variety of sizes and configurations and have a rugged not. The Wilson Football. It’s the only football ‘tacti-cool’ look that sets them apart from the crowd.” PHOTO COURTESY OF WILSON found on the field at each Super Bowl. The Another thing to keep in mind is that, well, gear wears out. People night the AFC and NFC Champions are crowned, Wilson’s veteran who love to hike will need new hiking boots. People who love to golf team of skilled craftsmen and women begin to make Wilson Super will need new tees, balls and gloves. Bowl footballs by hand. As fans across the world gear up for the “There’s a lot of replenishment,” Cavallari said. And because golf Super Bowl, bound for big things, Wilson Football is honored to par- gloves aren’t terribly pricey items, many award recipients can elimi- ticipate in the latest of a longstanding tradition of milestones, Super nate painful decisions and get one of everything. Bowl LII. For example, he said, color is a big trend. There’s plenty of white golf PHOTO COURTESY And, for those who just want something OF INCENTIVE CONCEPTS gloves. “What we have is in six colors, and we can put together a col- fun to do on the patio or in the yard, there orful kit of gloves, giving people something different and exciting.” are even more options. From Incentive For those who are looking to replace their gloves or just get a bet- Concepts, the Triumph Sports Triumph Zero Friction has part- ter pair than they had before, Tumble is a large-scale version of the classic nered with Johnny Miller to create the revolu- tabletop game of block stacking and stack tionary Motion-Fit glove. This glove offers the same crashing. It features 54 giant wood blocks to universal fit technology along with a compression fit make up a tower 27 inches tall and 9 inches that molds to your hand for a guaranteed fit. The glove square. The blocks are made of all natural is made from a combination of Cabretta leather and wood, and it can be carried in the convenient storage bag. spandex, which stretches and compresses to each hand for a taut fit, eliminating the friction caused from Use Your Knowledge a loose or stretched glove, allowing for a greater feel, PHOTO COURTESY OF ZERO FRICTION more comfort and better shot accuracy. Now that you know what a wealth of fun sporting and fit gear is out

32 SEPTEMBER/OCTOBER 2017 PREMIUM INCENTIVE PRODUCTS there, how do you put it all together? dles, we have the flexibility to hit different price points for a variety “Rec and sporting goods are a great fit for any health and wellness of milestones.” initiative,” Glamann said. “Having a product assortment that ties in “Obviously, wellness makes a ton of sense for sports and recreation with the push to adopt a healthy lifestyle really helps to reinforce the gear, but we also see great success in years of service and safety, as goals of the program. these items are feel-good and typically long-lasting,” Weaver said. “We also have had a lot of success with outdoor packages in years- “They provide an aspirational, getaway token for those recipients.” PIP of-service programs. With packages like our Wenzel camping bun- Fun for All & All for Fun!

Ready to give everyone a new way to have fun? Work with the following companies, which offer items specifically for the premium Rymax Marketing Services Inc. 973-808-4066 and incentive market. www.rymaxinc.com/pip

Bike USA Inc. 972-839-9254 Top Brands 800-431-2127 www.bikeusainc.com www.top-brands.com

Coleman 303-726-9796 Wilson 502-588-7268 www.coleman.com www.wilson.com

Epic International 513-984-5590 Zane’s 203-483-2622 [email protected] www.zanesinc.com

Incentive Concepts 888-862-9283 Zero Friction 630-317-7700-x105 www.incentiveconcepts.com www.zerofriction.com

Links Unlimited 866-465-4657 www.linksunlimited.com

PREMIUM INCENTIVE PRODUCTS SEPTEMBER/OCTOBER 2017 33 Unifying External a

By Rick Dandes

34 SEPTEMBER/OCTOBER 2017 PREMIUM INCENTIVE PRODUCTS nd Internal Brands

Marketing, HR Experts Explain the Benefits to Your Bottom Line

Standing out in the ever more competitive and crowded global mar- Defining Your Brands ketplace by establishing an external brand identity is a business requirement for increased sales, profits and success. The company leadership defines the brand promise, mission, But equally as important to the bottom line, say marketing and vision and values, ideally in conjunction with employees as a collab- human resource experts, is the aligning of that established external orative effort, based on what the customer wants, Ozer said. brand with a corporate internal brand: “Something that encapsulates Marketing establishes the external brand using whatever resources the values and culture of a company and ultimately represents them it deems appropriate, said Mike Ryan, senior vice president, client to the outside world,” explained Robert Passikoff, founder and pres- strategy, Madison Performance Group, New York City. But ultimately ident, Brand Keys, of New York City. “You need to have alignment the internal brand is going to be defined by people. “There are some between whatever the internal brand is and the external communica- companies that come right out and say something like, ‘Our organi- tion points that you express.” zation is built upon values like integration and customer focus,’” An internal brand, your corporate character, is also very much a fac- Ryan said. “But an internal brand is defined and reinforced on a day- tor in keeping a talent pool alive, thriving and growing. In many cases, to-day basis by the workforce, their attitudes and actions.” employees will base their decision to stay, to go or to contribute based In a really healthy organization the internal brand reflects the upon how contented they are within the work environment. external voice in the marketplace. Employees have become an essential component of branding, and That’s right, agreed Jennifer Lumba, chief marketing officer, brand experiences are now largely shaped by the workers on the Rideau Recognition Solutions Inc., Montréal, Québec. An internal front lines who interact daily with customers and must meet their brand is really a synonym or an expression of that corporate culture. ever-rising expectations, noted Alysa McKenna, marketing manager, It’s what connects employees, regardless of role, location, language Rymax Marketing Services, Pine Brook, N.J. “Successful brand man- or tenure. agement requires fuller and more consistent engagement among the people inside and outside your company, both those who experience The Importance of Alignment the brand and those who represent it.” Any marketing efforts, from new partnerships to brand launches No matter how much marketing your organization might do, at the and ongoing reinforcement, must first be introduced internally to end of the day it is your people who deliver your brand, Lumba ensure that each and every employee of the corporation recognizes explained. “Your external brand and internal brand cannot be consid- and embraces the change, McKenna said. Employees are closely tied ered two separate entities. Instead they should be considered symbi- to brand touch points, from customer service, to the sales force, to otic, unable to exist without each other. The extent to which employ- the distribution team. All your employees, no matter what they do at ees own and feel connected to the internal brand will have a direct your company, should be capable of communicating the brand value correlation on how they deliver service to the end customer regard- proposition. Your employees play a critical role in the brand experi- less of their role within the company. Alignment = United Vision = ence because of these brand touch points. Their responsibility is to Common Goals = Consistent Delivery of Brand.” actively deliver on the brand promise. They also rank higher in pub- Companies that ignore or underestimate the importance of internal lic trust than a company’s public relations department, as consumers branding do so at their own risk, as it could undermine behavior, trust employees more. communication and even marketing efforts, suggested McKenna. “In “In the past few years,” McKenna said, “more companies have some cases,” she said, “it may be that the employees do not believe emphasized a policy of understanding internal mechanics by devel- in the brand and feel completely disengaged or, worse, antagonistic oping mandatory training programs, as well as establishing incentive towards the corporation. In other cases, employees do not compre- programs to promote and encourage their efforts.” hend what you have promised to the public and, therefore, work at Employees need to be educated about the brand, devoted to what cross purposes.” it stands for and able to see its values emulated through company If employees do not have confidence in the organization itself, then culture,” McKenna said. Consistency within translates to consistency it becomes very difficult for them to convince the buyers to purchase in the external market, and by having an effective internal marketing the company’s products and services, McKenna said. “It is crucial strategy you create authoritative brand ambassadors, encourage that your employees understand and embrace everything about the employees to embrace brand values, which results in working brand, from its positioning to its values to its purpose.” towards the same goals, and develop an effective and powerful rep- Ensuring ongoing alignment, however, can be tricky business. Try utation amongst your customers. a couple of things. You can use communications, training and recog- It is critical, added Ira Ozer, founder and president, Engagement nition programs to let people know not only what the internal brand Partners, Chappaqua, N.Y., that the internal brand deliver on the is supposed to be, but more importantly, what their roles should be promises of the external brand, or there will be a disconnect in serv- in the overall scheme. Teamwork and customer focus are terms fre- ice quality and delivery, with the result being employee disengage- quently used by firms to describe their internal culture, but it is ment and consumer distrust and lack of loyalty. “The brand then important to help employees understand how exactly they can con- becomes more of a commodity than an experience to the customer, tribute through what they do every day, Ryan said. “Examples of that and profit margins erode and the negative spiral continues,” he said. will be different by job code. But it’s important to try and break it

PREMIUM INCENTIVE PRODUCTS SEPTEMBER/OCTOBER 2017 35 down so people can understand and act upon it.” They do that by developing a powerful emotional connection to the Another way to ensure ongoing alignment, Lumba said, is to under- products and services you sell. Without that connection, employees stand that your internal brand is not just words on a website or intranet are likely to impair the expectations set by your marketing team. and that the internal brand is supported by all levels of management. Meanwhile, when you consider that most employees, especially “Leadership must be held accountable,” Lumba said, “and to hold young employees, value what they see exhibited by their colleagues them accountable you need to have the necessary metrics and have and co-workers more than what senior management is telling them identified the associated key performance indicators by which you from the top down, it’s very important to have a social recognition are going to measure the success of internal brand adoption.” component where you are reinforcing individuals as role models to All strategic planning should start with the question, How is this a particular type of behavior. That will help a brand come alive and plan going to strengthen our brand? And after plan implementation, stay alive. managers should be leveraging their analytics capabilities to measure degree of success on delivering on the brand promise to employ- End Results: What’s In It for You? ees and end clients. Ryan suggests yet another way to measure success: “Do it the same Happy, engaged and loyal employees are more productive, more way marketing measures the impact of the brand, through measures customer-focused, and stay with their companies longer. like customer acquisition costs and long-term customer value. “They are also going to be advocates for the company,” Ryan said. Human resources “should measure the impact of the brand in terms “And when you look at where your internal brand is most vulnerable, of not only supporting some of those measures like customer satis- it is in some of the new social networking sites that have emerged, faction externally, but also how customer satisfaction is manifesting like glassdoor.com. So, it is very important that you think of your itself internally via employee engagement, loyalty to the company, recognition program as one that is going to help employees feel good whether or not people are staying longer or if are they advocating for about their connection to the company, which ultimately will trans- potential employee candidates to join the company.” late into them saying positive things outside of the organization.” All of those things are measures that HR can take advantage of to As an organization, you really have no control over what an make sure their internal brand is aligned. employee says after work hours, so the only way you can possibly influence them is to make sure they are satisfied and happy with Can Incentives & Recognition Help? their work arrangement. Recognition, Ryan said, “is a great way of making sure that everything stays aligned.” Yes. Absolutely, said Ozer, incentive and recognition programs can Only the harmonization of corporate, product and employer brand- help. “Delivering on a brand promise should be part of all employees’ ing ensures that everyone involved contributes to a unified brand everyday behaviors, but in reality it often takes lots of extra effort to experience, together raising the brand’s value, said Michelle Smith, achieve it, especially during busy times. So incentives and recogni- vice president, marketing, O.C. Tanner, Salt Lake City. “Behind this tion programs are crucial to recognizing above-and-beyond perform- success lies strong employer branding—and companies having ance, as well as innovative suggestions to improve the customer strong employer brands tend to outperform those that don’t.” experience, while in many cases reducing costs.” Not every company must be a leader in all three brand-manage- These programs will not only reinforce the right behavior, but they ment disciplines, Smith continued, “but they must achieve a basic will also help you, through social recognition, to make real life role command of each, as they discover how to differentiate themselves models out of people that are living the brand every day. in the areas important to their business. Only then will they achieve “Having done research on incentive programs and how that influ- more integrated and consistent brand experiences. The era of unified ences behavior, I know it can be very effective in strengthening the branding is dawning, and employer, corporate and product branding internal brand,” Passikoff added. “The kinds of things you can devel- will only grow more closely integrated. op in a rewards program internally, whether for sales or perform- “Unified branding works when executives in charge of HR and the ance, end up being very powerful mechanisms for companies.” brand disciplines make it their common goal, and have the courage It has been proven that having more satisfied employees results in and flexibility to work together,” she said. more satisfied customers. “So you are able to see increases in terms Companies willing to cross organizational boundaries and experi- of efficiencies inside, which result in actual, measurable returns on ment with this approach will discover the proven benefits of a uni- investment,” Passikoff said. Having a strong core of employees, he fied brand. Those that don’t move in this direction risk falling behind continued, is critical to your company’s success because they are the their more integrated and nimble competitors, Smith said. PIP very people who can make the brand come alive for your customers.

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36 SEPTEMBER/OCTOBER 2017 PREMIUM INCENTIVE PRODUCTS All the Best for Your Brightest Stars

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38 SEPTEMBER/OCTOBER 2017 PREMIUM INCENTIVE PRODUCTS READY FOR THE WEATHER BE BOLD Revel in the weather in The North Face Men’s This bold men’s watch is designed with a stain- Resolve 2 jacket, a weatherproof rain jacket less steel case and bracelet and a cabochon that features a breathable mesh lining and crown. The bold blue dial features lumibrite adjustable hood that stows inside the collar. hands and markers, a day and date calendar It is waterproof, featuring an impenetrable and dual time function. The bezel includes a moisture barrier to guarantee dryness. Wind world time function featuring 25 time zones. protection limits air penetration and reduces Radio-controlled, Radio Sync Solar Dual Time the windchill factor. And lightweight fabrics receives radio signals to precisely adjust the help regulate body temperature. time and calendar signal reception and result PrEmco: 303-771-2942 indicator. Powered by any light energy, its solar www.gopremco.com cell is energy-efficient with a 6-month power reserve once fully charged. No battery change is required. 100M water resistant. $595 sEiko: 800-545-2783 www.seikousa.com/corporate-gifts

CUTTING EDGE ALL-IN-ONE This stylish “All-in-One” Ginsu knife sets have been a mainstay in the cutlery Toshiba mini component industry for more than 90 years, when they were system is a perfect audio labeled as some of the sharpest knives on the market. solution for any environ- Fast-forward to today, and Ginsu is still one of the ment. This system comes best-known cutlery brands on the market. Regardless complete with a CD player of which Ginsu knife set you choose, you will find changer, a digital FM PLL quality craftsmanship, balanced design and sharp digital radio, Bluetooth wireless audio streaming, USB playback/input, large LED dis- blades that are sure to last. play and remote control. To top it off, it has stereo speakers built into a woodgrain case PrEmstar: 732-851-6002 with a stainless steel grill. Audio line-in. Power output: 15W x 2 channels and compati- [email protected] ble with CD/MP3/CD-R/CD-RW. toshiBa sPEcial markEts: 732-925-6937 [email protected]

KEEP IT COLD It’s the product that started it all, KYSEK® The Ultimate Ice MORE THAN MEETS Chest! Engineered using the THE EYE latest cooling technology and Inside the compact Sony RX 100 IV is cutting-edge features, this cool- the world’s first 1-inch stacked back- er maximizes frigid tempera- side illuminated Exmor RS® CMOS tures to keep your goods colder sensor at 20.2 megapixels—a longer. Featuring DuroCold™ remarkable advance in image shoot- construction, a cutting board ing possibilities. Use it to reveal the lid, BearClaw™ combo lock plate and bottle opener and ZeroSkid™ non-slip feet, this wonders of up to 40x super slow is one rugged cooler. motion, super-high-speed 1/32000 toP Brands: 800-431-2127 second anti-distortion shutter and www.top-brands.com handy 4K clips. Now explore super-speed imaging beyond human vision. sony www.sony.com/motivation

ELEVATE YOUR EXPERIENCE TUMI elevates your travel and business experience with Alpha 2, the pinnacle of design innovation, engineering, functionality and performance. For European journeys and beyond, this exceptional international carry-on features an innovative front lid, which allows you the freedom to separate specific items from others, opening for quick and immediate access to your travel items. This convenient, compact wheeled case is designed to meet the carry-on size requirements for travel within Europe and Asia. It’s also perfectly suitable for one- to two-day domestic trips. tumi: 800-669-3181 www.tumispecialmarkets.com

PREMIUM INCENTIVE PRODUCTS SEPTEMBER/OCTOBER 2017 39 Power Up!: Electronics That Motivate

KNOCK, KNOCK See, and speak to, visitors at your door from anywhere EASY CLEANING using the free Yale Look app for iOS or Android. The The iRobot Roomba 690 Vacuuming Yale Real Living® Look Door Viewer™ with Wi-Fi has Robot navigates to clean under furniture a motion detector and doorbell so you’ll receive an and around clutter. The patented, 3-State alert on your smartphone when someone is at the front Cleaning System picks up dust, pet hair door. Engage in two-way communication with your vis- and large debris like cereal. Just press itors to let them know when you’ll be home and view a CLEAN or schedule Roomba on the go with timeline history with photos and video to see recent the iRobot HOME app. activity. Links UnLimited: 866-465-4657 Rymax: 973-808-4066 [email protected] www.rymaxinc.com/pip

NICE CATCH Capture subjects near, far SOUND ALL AROUND and in-between with the Deep. Loud. And immersive, too. PowerShot SX730 HS digital SoundLink® Revolve Bluetooth® camera’s powerful 40x Optical speakers deliver true 360-degree Zoom. Take shots of epic sound for consistent, uniform cover- moments with Zoom Framing age. These wireless speakers are Assist when using longer durable, water-resistant and easy to focal lengths. Let’s not forget grab and go—with a rechargeable about those all-important battery that plays all day. The best- selfies, too—the new 180- performing SoundLink® Revolve+ degree tilt-type screen can face all the way forward to put you in the center of the frame. lasts up to 16 hours, while the Share your photos and videos right away with built-in wireless connectivity including Wi-Fi®, SoundLink® Revolve plays for 12. NFC and Bluetooth®. Bose: 888-862-9283 Canon: 866-50-Canon www.incentiveconcepts.com www.usa.canon.com/corporategifts

ON THE GO HERO5 Black is the most powerful and easy-to-use GoPro ever, thanks to its 4K video, voice control, one-button simplicity, touch display and waterproof design. Smooth stabilized video, crystal-clear audio and pro-quality photo capture combine with GPS to make HERO5 Black sim- ply the best GoPro. And when it’s time to edit and share, HERO5 Black automatically uploads footage to your GoPro Plus cloud account to provide easy access on your phone. Then, you can create amazing videos automatically with Quik™, the GoPro editing app. PRemCo: 303-771-2942 www.gopremco.com

40 SEPTEMBER/OCTOBER 2017 PREMIUM INCENTIVE PRODUCTS PUSH YOURSELF START TALKING Push your workout to the next level with The Braven BRIDGE is Bose® SoundSport® Pulse wireless head- the business traveling phones. Designed with a built-in heart rate companion that enables sensor, they make it easy to track your per- loud, clear and echo- formance without missing a beat of your free wireless conference music. The StayHear®+ Pulse tips are calls without dropouts or designed to stay secure—even during intense feedback even in noisy set- workouts. And they’re sweat- and weather- tings. Features dual built-in resistant with a battery life of up to five hours noise canceling microphones, cus- per charge. tom HD audio drivers that provide inCentive ConCePts: 888-862-9283 rich room-filling sound, ultra-luxurious www.incentiveconcepts.com aluminum and genuine leather and compatible with Facetime, iChat, Skype and other applications. toP BRands: 800-431-2127 www.top-brands.com

CLIMATE CONTROL The Nest Learning Thermostat automatically INSTANT PRINTS adjusts as your life and the seasons change. Celebrating its 80th anniversary, Polaroid reboots Just use it for a week and it programs itself. its iconic instant camera line with the new POP™ Nest shows you how much energy you use instant print digital camera. Its built-in, ink-free every day in Energy History and every printer produces vibrant, 3-by-4-inch photo prints month in your Home Report. So you can with the Polaroid retro-style border. Photos can be see when you use more energy, like on enhanced with borders, filters, drawings, hand-writ- weekends or Monday nights, and how to ten messages and digital stickers. Users can further use less. Now the Nest Thermostat does edit, share and print shots via the free Polaroid app something new. It’s called Farsight, and it for iOS and Android™ devices. The camera takes lights up to show you the temperature, weath- 20-megapixel photos and 1080p/720p HD video, er or time. You can even choose a digital or ana- accommodates a microSD™ card up to 128GB, and log clock face. Farsight is big and bright on the features a 3.97-inch LCD touchscreen display. Wi- beautiful display—you can see it from across the room. Fi® connectivity, image stabilization, auto timer, Rymax: 973-808-4066 low light performance, mic and speaker. Available in black, white, blue, pink, yellow and green. www.rymacinc.com/pip Ca GLoBaL: 201-563-6724 [email protected]

SOUNDS GREAT Bowers & Wilkins P5 Wireless headphones combine fantastic sound and luxurious materials with advanced PRINT IT OUT Bluetooth® streaming for an unrivaled acoustic perform- Lifeprint 2x3 Hyperphoto Printer for iPhone ance. Based on the drive units developed for the award- and Android is a Bluetooth photo and video winning P7, the P5 Wireless’ drivers are designed with a printer for iPhone and Android that allows diaphragm like that of a traditional speaker. This achieves you to print and share photos with friends more precise, more pistonic movement and amazing and family all over the world. Named “Best sound quality. Plus, P5 Wireless boasts an incredible 17 ZINK Printer” by Digital Trends, Lifeprint hours of battery life between charges. Logo on case is uses Augmented Reality to make your photos available. come to life like magic in your hands. We BoweRs & wiLkins: 800-370-3740 call this ‘Hyperphoto.’ Lifeprint film requires www.bowers-wilkins.com no ink and is powered by ZINK Technology. Links UnLimited: 866-465-4657 [email protected]

EASY LISTENING This powerful Sharp Subwoofer System features a classic five-CD tray and tape cassette tray for a variety of entertainment options. Full-logic cassette deck lets you play your classic cassette tapes. Digital AM/FM tuner with 40 presets lets you set your favorite channels for one-touch recall. Bluetooth wireless audio streaming from smartphones/iPhone, tablets/iPad and other compatible devices. Includes stereo speakers with 2 x 5 1/8-inch woofer and 2-inch tweeter, plus 110W subwoofer to create a rich, dynamic soundscape. Headphone jack, audio line-in and USB. CD-RW, CD- R, WMA and MP3 compatible. Multi-function remote gives you total wireless control from your easy chair. shaRP sPeCiaL maRkets: 732-925-6937 [email protected]

PREMIUM INCENTIVE PRODUCTS SEPTEMBER/OCTOBER 2017 41 Make It a Treat: Gourmet Food Incentives

DELIVER AN EXPERIENCE GO FOR THE GOLD Omaha Steaks® has a wide variety of gourmet selections that make an excellent If you want to make an impression, go for choice for employee and client gifts. Their the gold. Godiva’s new Gold Keepsake tin famous steaks, seafood, poultry, sides and is filled with individually wrapped desserts are sure to be enjoyed by all and Belgian milk and dark truffles. It’s the leave lasting memories. Shop the corporate perfect gift for sharing, and your recipients gift guide online for your business gifts, or will delight in the decadent flavors of this just ask for more gourmet ideas. Bulk gifts tasty gift. and custom certificates also available. Godiva: 866-888-6095 omaha SteakS: 800-228-2480 [email protected] www.omahasteaks.com/pip

PALATE PLEASER A palate pleaser for the whole ADD SOME SAUCE family, you can get everyone’s Head Country sauces are the all-star favorites all in one package with cast of sensational flavors, perfect for the Shark Bite Sampler. From the making any meal more mouthwatering cheese and summer sausage and memorable. There’s a reason folks appetizers to the cinnamon have served their sauce for decades. almonds for dessert, the Sampler The Head Country 4-Piece BBQ Giftpack is great for grilling, parties, cor- includes: three 18-ounce jars of Bar-B- porate events and more. The Q sauce—Original, Hickory Smoke and package includes: one 7-to-9- Hot; and one 6-ounce shaker of All pound Half Spiral-Sliced Ham; Purpose Championship Seasoning. one 3-to-3.5-pound Beef Brisket, fully cooked; two 5-ounce Original Summer Sausages; two Perfect for all BBQ lovers. 5-ounce Garlic Summer Sausages; two 5-ounce Cheddar Summer Sausages; two 7-ounce top BRandS: 800-431-2127 Echo Valley Old Fashioned Garlic Cheese Spread; 1/3-pound Cinnamon Roasted Almonds’ www.top-brands.com and one box of Deluxe Crackers. echo valley meatS: 800-994-0083 www.echovalleymeats.com

ELEGANT TASTE THE SWEETEST GIFT The latest release in the Waterford Sweet Innovations’ fresh daily made Elegance collection features a offerings, such as the Four Stack focused assortment of Optic Fine Holiday Tower (includes all products Crystal Stem Pairs (one “big” red, shown) are the perfect idea for the one “crisp white,” one Champagne discerning gift-giver. A family-owned Flute, one Coupe), a coordinating manufacturer, Sweet Innovations’ Optic Carafe (that could be a stand- high-quality European-style choco- alone as well) and a DOF pair. Optic lates are featured in numerous gour- Fine Crystal is a developing trend met department stores throughout and serves as a relevant addition to the country. The Promotional line, the extremely popular Waterford Sweet Innovations, delivers across Elegance range. Designed with versatility in mind, the Elegance Optic Fine Crystal is an Continental North America. excellent choice for daily use, with its relaxed yet elegant feel. Sweet innovationS: 800-969-3500 $100 (Carafe); $70 (Stem Pairs); $60 (DOF Pair) wwRd: 800-933-3370 www.sweetinnovations.com

42 SEPTEMBER/OCTOBER 2017 PREMIUM INCENTIVE PRODUCTS >> the insider By Deborah L. Vence Distinctive Traits Study Shows Strategies of Top Companies

recent study from the Incentive Research • Strong belief in rewards and recognition: Top- they were fully leveraging the performance data Foundation (IRF) revealed what success- performing companies were over 20 percent more produced by their program using analysis and A ful companies are doing differently when likely to assert that their non-cash reward pro- insights to guide decisions. it comes to non-cash rewards and recognition. grams were effective recruitment, retention and • Integrated communications: Integrating the The IRF Incentive Benchmarking Survey, along engagement tools. Top-performing companies rewards and recognitions into broader organiza- with the white paper, “Ten Things Top Performing were also over 30 percent more likely to believe tion communications is key for top performing Companies Do Differently,” showed that top-per- that their non-cash reward and recognition pro- companies: 77 percent with employee programs forming companies are more likely than average- grams effectively influence behavior. said their programs were integrated into broader performing businesses to use non-cash rewards • Strong executive buy-in: Respondents at top- company communications, 78 percent said like- and recognition programs to reward their sales- performing companies were 35 percent more likely wise for channel programs, and more than 80 per- people (90 percent), employees (88 percent) and than those at average companies to agree that their cent said likewise for sales programs. channel partners (81 percent). Top-performing executives believe non-cash rewards and recogni- • Excellent support: Top-performing companies companies also think about, design and support tion are a critical tool in managing company per- also are statistically more likely to give their their programs differently. formance. rewards and recognition programs a rating of “The Incentive Benchmarking Survey revealed a • Consolidated program: Though many top-per- “excellent” in the following categories: participa- wealth of best practices for human capital invest- forming companies (more than 40 percent) indicat- tion, budget, manager buy-in, staffing support and ments from truly exceptional companies,” stated ed that they had multiple programs running across corporate goal alignment. PIP Melissa Van Dyke, president of the IRF, in an the company that were designed and managed August press release. “To be considered a top per- under a common purpose, top-performing compa- former for this study, companies met benchmarks nies were significantly more likely to have a single in revenue, growth, customer ratings and employ- program for their entire company. ad index ee ratings. Of the 900 companies reviewed, only • Income-based budgets: Regardless of program 300 organizations made the cut.” types, more than half of respondents from top-per- Some insights from the study include the follow- forming companies stated that their organizations ADVERTISER PAGE ing: top-performing companies have higher pay- calculate their budgets bottom-up (based on outs; top-performing companies have a stronger income, using a percentage of anticipated sales ALTEC LANSING 12 belief in non-cash rewards and recognition; top- income, product/operating income, or employee BOSE COVER 4 performing companies have strong executive buy- income to calculate their budgets). Across pro- in for non-cash rewards and recognition. gram types, top performers were twice as likely as BOWERS & WILKINS 24 The vast majority of top-performing companies average companies to use income-based budget- (93 percent) reported that their executives are ing. BULOVA 5 strong supporters of non-cash rewards and recog- • Higher payout: Top-performing companies CANON U.S.A. INC. 11 nition as a competitive advantage for the organiza- have higher payouts in their programs than aver- tion; and top performing companies focus on age companies do. For example, the typical sales FOOT LOCKER 30 reach, not exclusivity. While 56 percent of top-per- person in a top-performing company can expect to forming companies had said they prioritize reach earn $3,916 in non-cash rewards versus $2,749 in FUJIFILM 23 for both employee and sales programs, only 36 per- average companies. HAMILTON BEACH BRANDS 14 cent and 28 percent of average companies said so • Goal-focused design: Top-performing compa- respectively. nies were more likely than average companies to INCENTIVE CONCEPTS 26 Besides using non-cash rewards, top-performing favor goal-based structures in their programs. Only companies, as defined by the latest research with 57 percent of average-performing companies used LINKS UNLIMITED 25 Intellective Group, needed to have four character- sales-based quota programs while 80 percent of MOVADO GROUP, INC. COVER 2-3 istics: top-performing companies did. While 55 percent of • High revenues: $100 million or more in average companies used goal-based programs for NAMBÉ 8 their employees, almost 70 percent of top-perform- revenue. NIKON, INC. 7 • Good growth: greater than 5 percent revenue ing companies did. growth or stock price growth. • Focus on reach: When asked whether their OMAHA STEAKS 27 • Excellent customer ratings: greater than 90 non-cash program design was structured with the percent customer retention or greater than 90 per- goal of rewarding and recognizing the truly excep- PMC 15 tional performers (exclusivity), or if it was struc- cent customer satisfaction and greater than 5 per- PREMCO 29 cent new customer acquisition rate. tured with the goal of each participant receiving a • Excellent employee ratings: greater than 90 recognition or reward in the program (reach), top PREMSTAR 19 percent employee satisfaction ratings or greater performers were statistically more likely to say than 90 percent employee retention and less than “reach” regardless of program type. SEIKO WATCH CORP. 9 • Leveraged analytics: Top-performing compa- 10 percent top performing employee turnover year SONY ELECTRONICS, INC. 21 over year. nies are more effectively moving beyond reporting to leveraging analytics. More than three-quarters TOP BRANDS, INC. 31 In terms of what those companies do differently of all respondents at top-performing companies than other businesses regarding non-cash rewards using non-cash reward and recognition pro- TUMI 13 and recognition, the following are 10 distinctions: grams—regardless of program type—indicated

PREMIUM INCENTIVE PRODUCTS SEPTEMBER/OCTOBER 2017 43 Don’t give them a reward. Give them an experience.

Inspire your customers and motivate your top performers with Bose® products.

NEW ® SOUNDLINK REVOLVE BLUETOOTH® SPEAKER

For more information, please contact: USA: 1-888-862-9283 • [email protected] • incentiveconcepts.com Canada: 1-905-831-3364 • [email protected] • somcan.com

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