Case Study: Build New Business & Increase Productivity

Company:

GEICO Direct

Objective:

Motivate GEICO Direct reps to increase sales during a two-month period.

Details:

GEICO launched a NASCAR themed sales contest for their employees. Each region hosted a kickoff rally, distributing “GEICO 500” caps, flags and mini tire-pressure key chains. Prizes ranged from stadium seats to smart mugs and race fan kits. For 2 months, GEICO awarded race-themed promotional items and scratch cards to their employees for every sale. Grand prizes of $1,000 cash were presented to the team member in each region who showed the greatest increase in productivity.

Results:

New business increased 9.4%
Productivity increased 14.3%

 

Geico
Source: Promotional Products Work, 2014.

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