FEEDBACK
Spiff or Spoof? What incentives have worked — or not worked — in your store?
Spiff: “We sat down and defined team monthly sales goals for our store. If we achieve them, we would do a ‘Team Dine Out Night’ at a local eatery. Surprisingly, the team grew together and bonded better after these events. The cost was picked up by the shop.”
Spoof: “We tried an incentive plan where we placed an inside salesper- son on a percentage basis of total sales plus an hourly wage. While the results weren’t exactly negative, they were mixed at best.” — Don Crawford, Swamp Pop Sound Shop, Orange, Texas
Spiff: “Week in and week out, I have a three-tiered incentive plan based on sales versus the
same week of last year. Lower than last year’s sales equals 12-percent gross margin, same as last year equals a 15-percent gross margin, and target goal above last year equals 18-per- cent gross margin plus a $100 bonus if they hit the monthly target goal.”
Spoof: “We tried a few sales games to move out-of-plan products. Like five-card poker, when you sell a specific product, you draw a card. Then, when you get five cards, you can redeem them for a gift card, etc. It wasn’t too successful.”
— Jeff West, Benchmark Audio, Springfield, Ill. Spiff: “I give the guys quarterly bonuses for several different performance categories:
sales, attendance, no damage, no comebacks for install-related reasons, proper check-ins and cleanliness of the store. This seems to work really well, and gives them a lot of incentive to make sure things are done correctly and keep the store organized and clean.” — Jon Murphy, SoundWorks Car Audio, Anchorage, Alaska
Spoof: “We set volume targets with the incentive being that if staff members reach them, then they get to leave early on Saturday. The problem is that guys seem to rush through the sales and don’t give customers the attention they deserve. They are also probably leaving some accessory sales on the table because they are trying to move on to the next customer.” — Antoine Sinclair, A/V Mobile Sound and Security, North Baldwin, N.Y.
Spiff: “We offer a monthly sales bonus. If the store hits $85,000, then salespeople get one
percent of their sales. At $100,000, they get 1.25 percent, and so on. The catch is they have to be above 60-percent gross profit margin.”
— Bader Hijaz, Soundz Good Stereo, Oxnard, Calif. Spoof: “We’ve tried to use different incentives to move old products, but it’s been hit-and-
miss for our store. If it’s a product they have had bad luck with or just doesn’t perform, then it is hard to get them to sell it no matter the spiff.”
— Jamie Lewis, Sounds Fast, Bend, Ore. Property of
President Chris Cook
chrisc@merausa.org 8 Mobile Electronics August 2012 ®
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