A Star online performance from MAN ERF and Capital Incentives

Background
Since 1999, MAN ERF, providers of commercial vehicles, buses, coaches and industrial engines to operators and companies in the UK has been running Star Performance, a successful employee incentive scheme designed and implemented by Capital Incentives & Motivation.

Objectives
Although successful, MAN ERF wanted to develop the Star Performance brand, reduce the level of paperwork and audit and give participants the chance to see performance data in real time so commissioned Capital Incentives to design and operate an interactive web based version of Star Performance.

The company’s objective for the 2003 incentive scheme was to promote sales of new and used vehicles and associated finance products by offering a fair and equitable reward programme.  The company was also going through the merger of MAN and ERF at the time and needed to keep employees motivated.

Solution
Capital Incentives & Motivation designed a fully automated e-solution which was simple to understand and administer, reduced the level of paperwork, minimised administration in the dealerships and reduced outsourced costs.  For participants the web based solution showed performance data in real time and made targets and achievements public creating more competition between individuals, dealers and regions.  In addition, it gave managers access to new participants, historical performance analysis, awards pending and the ability to increase award levels according to business leads.

The format of the Star Performance incentive scheme consisted of “Stars” being awarded to sales executives for product and service sales, which were accrued over the incentive period against a set target.  Awards were paid in the form of credits on each sales executive’s personal Capital Incentives’ Incentive Award Card, which allowed recipients to spend their rewards in over 20 million Visa outlets worldwide.

Top performing sales administrators received quarterly Capital Bond voucher awards.

Dealerships were segmented into regional leagues and top performing league winners received a personal holiday budget to spend with Capital World Travel.

Results
The Star Performance incentive scheme proved to be a huge success for MAN ERF:-

The Sales Director at MAN ERF comments, “Using an online system brings together our nationwide sales force.  It has also enhanced our reputation as a cutting edge company.  The Star Performance scheme has been a success and the programme’s flexibility has kept the scheme – and the sales team’s enthusiasm – buoyant and fresh.

Furthermore, the range of awards on offer including individual travel, group travel, Capital Bond vouchers and the Incentive Award Card complements the unique proposition that is Star Performance."