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July 2009

News Briefs

Be Our Guest With The Motivation Show’s Preferred Buyer Program

The Motivation Show Preferred Buyer Program is an exclusive opportunity for qualified buyers of merchandise incentives, recognition awards, promotional products, gift cards and business gifts to visit North America's largest incentive, recognition and meetings industry event. Enjoy complimentary accommodations and other benefits in exchange for meeting with key suppliers. Preferred Buyers will receive the following benefits:

• Two nights accommodation in an official Motivation Show participating hotel
• Local round-trip transfers between O'Hare or Midway airport, official hotels and McCormick Place
• Complimentary Exhibit Hall registration for all three days
• Complimentary Full-Conference registration to attend any education session of your choice
• Personalized schedule of eight 30-minute dedicated appointments with program sponsors
• Access to the exclusive Preferred Buyer Lounge on the exhibit floor, providing refreshments and Internet access
• Access to hospitality functions and networking events sponsored by participating organizations.

There are a limited number of Preferred Buyer openings, so don't delay – apply now! It takes just 10 minutes to complete the application at: www.motivationshow.com/attendees-imra.php

Note: Qualified applicants who do not receive Preferred Buyer status will receive complimentary Exhibit Hall registration ($20/$40 value) and a 50% discount off of the Full-Conference registration (a $145 value!). The deadline to apply online is July 30, 2009. Contact Kim Lebel, Program Director at Klebel@heiexpo.com or call 630-929-7937. For complete information on Motivation Show schedules, speakers and special events, go to: www.motivationshow.com.

Industry Veteran Michael Hadlow Heads New Technology Company

Michael Hadlow, a leader in the incentive field, is President and Chief Executive Officer of Engagement Technology LLC, a new company founded to operate the Corporate Rewards Exchange and Incentive Business Exchange online reward and engagement services.

As President and Chief Executive Officer, Hadlow will be in charge of all aspects of the company's development and operation based in Atlanta, GA, and will have a major equity stake in the new firm. Engagement Technology operates two related technologies – the Corporate Rewards Exchange, an online bulk-buying service for the corporate rewards business; and the Incentive Business Exchange, which includes the Solata Engagement Manager platform for supporting sophisticated communications portals for incentive programs and the Universal Rewards Platform to help incentive and marketing companies maximize the effectiveness of their rewards programs using the vendors of their choice. These systems are designed to significantly increase the effectiveness of engagement strategies for companies large and small by creating a more efficient and effective marketplace for the sale of rewards and by providing a powerful communications platform organizations can use to better engage their target audiences.

"I believe that the emerging field of engagement provides a significant opportunity for the incentive business, and that technology will play a critical role in helping organizations of all sizes build closer relationships with their key customers, distribution partners and employees," says Hadlow. "This new company is being formed not only to make it easier and more efficient for incentive and marketing companies to provide their customers with powerful solutions, but also to help educate corporate America about a relatively unknown field that can play a key role in helping businesses improve financial performance."

Hadlow has extensive experience in the incentive industry, most recently as President and Chief Executive Officer of Atlanta-based USMotivation. He has remained active in the incentive industry as a trustee of the Incentive Research Foundation (IRF). During his ten-year involvement with the organization, he has chaired the Research Committee, served as a two-term President and currently chairs the Marketing Communications Committee. He was also a founding trustee of the Forum for People Performance Management and Measurement (affiliated with Northwestern University) and served on the board from 2000-2007.

IRF Invitational Blooms in the Desert

Incentive magazine Senior Editor Leo Jakobson filed the following report from the Incentive Research Foundation's 16th Annual Incentive Invitational in Palm Springs:

Nearly 400 top-level suppliers and buyers came together in Palm Springs, CA, Incentive Invitational for four days of networking, fundraising and, of course, research and discussions about the state of the industry. While the event's roundtables have been growing steadily for several years, the topics and the timing certainly gave a sense of urgency this year. The first, Incentive Travel: Making the Business Case for the 'New Economy,' kicked off with some sobering words from IRF Chief Research Officer Rodger Stotz, who noted a few facts from the latest IRF Pulse Survey, performed in March and released in Palm Springs. "We've allowed others – the media, the government – to establish our brand," Stotz said of the incentive industry, adding that when the survey's respondents were asked how to best communicate the value of the industry's offerings, the top answer was explain and educate about the value and return on investment of incentive programs. The second roundtable focued on adapting to the new reality. One participant said he had been "meeting with executives I've worked with for 15 years to toughen them up," and suggested reminding them that "those 20 people going to Monaco kept us from having to lay off 50 people." Other tables' conclusions included the need to educate without being defensive, the need to avoid the competitive bloodletting of a race to the bottom on price, and the need to focus on educating procurement departments. For more on the IRF and the Incentive Invitational, go to: www.theirf.org

Industry Pioneer Connelly Dies at 83

John Edward Connelly, a larger-than-life figure, a pioneer in the premium and incentive industry, creator of riverboat dining cruises in Pittsburgh, New York and St. Louis, and "the man who sold Missouri on legalized gambling," according to the St. Louis Post-Dispatch, has died. He was 83. Mr. Connelly made and lost several fortunes, and what he didn't lose, he gave away. In Missouri, he leaves behind an industry that last year did $1.6 billion in business and employed 11,658 people at 12 casinos across the state, paying $428 million in taxes and fees to state and local governments. The Pittsburgh Post-Gazette reported that Mr. Connelly made his first million dollars by supplying banks with dinnerware that they could use to lure new depositors. Fortune magazine once called him "the godfather of make-a-deposit, get-a-toaster bank marketing." In 1958, he purchased the first of five excursion boats that would make up his popular Gateway Clipper Fleet, and he later introduced Las Vegas-style action to the heartland by bringing blackjack and craps to Iowa on a riverboat. He formed President Casinos and pioneered gambling in the Midwest in the early 1990s, and was once on the Forbes magazine list of 400 wealthiest Americans. In 1986, Mr. Connelly developed "Apples for the Students,"' a computer giveaway program used by Giant Eagle supermarkets and other firms. The supermarkets provided computers to schools that could not afford them in exchange for cash-register tapes of customer purchases. "I can honestly tell you I have never met anybody like him in my entire life," Connelly's longtime friend and lawyer, Henry Gusky, said. "There has never been another person like John." To read more, click here.

Travel Leadership Summit Convenes in DC September 16-17

The recession is taking its toll on the incentive travel business, and the problem is compounded by the aftermath of the Swine Flu outbreak and the attacks on the meetings and events business earlier this year. The industry has lost billions of dollars in cancellations, and communities across the U.S. have lost jobs. The U.S. Travel Association is fighting back by focusing on the economic impact of travel. The Travel Promotion Act (S. 1023/H.R. 2935) is once again on the move, advancing through both the House and Senate, and has the support of President Obama and Cabinet officials. Things are slowly improving, but the industry needs your help. Register now for the U.S. Travel Association's Travel Leadership Summit on September 16-17 in Washington, DC and join hundreds of your colleagues who will call upon Congress to enact the Travel Promotion Act and underscore the importance of the travel business to our economy. Attendees and delegates will meet face-to-face with members of Congress, receive legislative briefings and hear from policymakers and guest speakers. Summit events will be held on September 17 at the Hyatt Regency Washington on Capitol Hill. Optional caucus and delegation events are traditionally held the evening prior. For more information, contact Melissa Gong at (202) 408-2137 or mgong@ustravel.org.

PMA Assists Philip Morris with Victory in Gift Card Case

The Promotion Marketing Association has announced a major victory for the industry in a decision handed down June 2 by the United States Court of Appeal for the 9th Circuit. The Court reversed a lower court decision which had held that California's Gift Certificate law applies to on-pack proofs of purchase issued by Philip Morris in connection with its Marlboro Miles loyalty program. The lower court held that the Marlboro Miles were gift certificates, and therefore should have had an expiration date printed thereon, as required under California law. If not reversed, the lower courts decision would have had far-reaching consequences for the promotion industry and the ability to offer loyalty programs where "points" are obtained through purchases of products. In order to avoid an obligation to accept such points in perpetuity, an expiration date would have had to be printed on each point "certificate" in capital letters in a 10-point font. It now appears safe for companies to continue to offer point certificates in connection with a loyalty program, without fear that doing so will violate California's gift certificate law.

Chase Launches Proprietary Rewards Program

Chase Card Services, a division of JPMorgan Chase & Co., recently announced the launch of Ultimate Rewards, available on Chase Freedom cardand the new Chase Sapphire card. Cardmembers can view rewards activity, earn bonus points for shopping, redeem points, book entire travel itineraries and search for and reserve a restaurant through a single, comprehensive website that provides maximum simplicity and ease of navigation. Chase is providing superior incentive and consumer reward fulfillment with Ultimate Rewards. Through its provider relationships, Chase is purchasing Amazon.com sourced inventory and leveraging Amazon fulfillment services. Cardmembers can enjoy real-time access to millions of reward options from today's latest electronics models to house wares to sporting goods to outdoor equipment and more. Chase and Amazon also have a long-standing partnership since 2002 with the launch of the Amazon.com Rewards card.

Insights from Motivation Strategies e-News

Wiki on Enterprise Engagement Launched!

We are pleased to announce that the field of Enterprise Engagement is now officially represented on Wikipedia. The entry provides all parties both inside and outside the industry with an all-inclusive source of background and research for clients and others who are interested in better understanding this emerging field of business operations and the vital role played by incentive programs, rewards and recognition. Check it out at: http://en.wikipedia.org/wiki/Enterprise_Engagement

Coming Up In Motivation Strategies Magazine

The Debut of Engagement Strategies:
Rebranding and Refocusing on a Broader Vision

Beginning with a Special State of the Industry Report this month, Engagement Strategies Magazine will be the new name for the print and electronic editions of Motivation Strategies. ESM will continue to be published five times a year in print and as a monthly e-mail digest, as well as via RSS feed and online at www.engagementstrategiesonline.com starting in July. Engagement Strategies Magazine will cover engagement in all its various forms and functions, from Research, Leadership, Motivation and Technology to Products, Programs, Destinations and Communications – a comprehensive approach focused on maximizing performance and profits through people. Stay tuned!

News From Selling Communications Inc.

Hebert Named Social Media Editor at SCI

Paul Hebert has been named Social Media Editor for Selling Communications Inc. Paul will be responsible for making sure that all of the valuable content being created by Selling Communications Inc.'s media and marketing partners is being disseminated through key leading social networking sites, including Linked In, Twitter and Wikipedia. Hebert is the Managing Director of I2I (http://www.i2i-align.com/), an influence consultancy that helps companies align the behavior of their employees, channel partners and consumers with the goals and objectives of the company. Paul has a unique combination of expertise on motivation and incentives, authors the highly rated blog Incentive Intelligence (http://www.incentive-intelligence.typepad.com/) and has extensive experience in social media. He has been quoted in USATODAY, has published whitepapers and articles for HRM magazine, is a contributing author on the Fistful of Talent blog, is a monthly columnist for Incentive magazine and contributed to the premier issue of Loyalty 360.

Incentive Business Exchange Broadens Industry’s Reach

The Incentive Business Exchange (IBE) is a cooperative effort of the nation's leading brands, their incentive fulfillment companies and Solata Technologies that is specially designed to help incentive and marketing firms provide full-service solutions to companies with smaller budgets. This new online tool helps incentive and marketing companies easily set up highly personalized points programs for their clients. The system includes an automated function that creates targeted reward programs using any desired reward or vendor, along with a component that manages end-to-end redemption, fulfillment and tracking. IBE is only available to incentive and marketing companies, and includes an optional service providing these companies with expert assistance with design, execution and measurement of their client programs.

Rodger Stotz, Program Managing Consultant for IBE and Former Managing Consultant at Maritz, supports the core mission of the Incentive Business Exchange. "Numerous attempts have been made to create do-it-yourself incentive program services for the corporate market," he says. "They have never worked, because it's difficult to efficiently provide expertise and support to smaller users. In order to take advantage of the growth opportunities in our business, we need a legion of professionals serving all volume levels of the marketplace just like in the direct marketing and advertising fields. I look forward to helping IBE partners bring state-of-the start thinking to smaller programs."

About Selling Communications Inc.

Selling Communications, Inc. is a fully integrated, target marketing, media and technology agency that improves results for clients by focusing on the people who matter most. We can help your business grow and save you money by targeting key prospects, getting their permission and strategically integrating your marketing and sales communications with the specific audiences most likely to affect your business performance.

Take advantage of these SCI services to improve your business development:

• Results Marketing Agency Solutions: Identify and get permission to communicate with the people who matter most through an integrated program rooted in permission-driven databases, direct mail, e-mail, Web sites, brochures, newsletters, public relations and sophisticated telephone sales that produce results. Go beyond the traditional sales and marketing approach by providing useful information and resources to build better, more measurable relationships.
  
  
• Target media: Build your brand and bring it directly to your power buyers through our stable of established niche print and online magazines in the sales, marketing and meetings fields (including this newsletter), the Sales Marketing Network at Info-now.com and SMERF Meetings Journal.
  
  
• Integrated Communications Technology: Build permission-based databases through Solata software to effectively communicate with the people who want to hear from you and precisely track the results in real time. Solata is also available to other media companies and marketing agencies seeking to profit from integrated, permission-based marketing and communications.

For more information on Selling Communications, its products and services, contact Jim Kilmetis at 914-591-7600, ext. 229 or send an e-mail to jkilmetis@sellingcommunications.com.

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