SUGGESTED PRICE $9.95 THE MAGAZINE OF THE INCENTIVE MARKETING ASSOCIATION CANADA – COUNCIL SUMMER 2007 ALSO IN THIS ISSUE: MARKET SEGMENTATION Know thy end-user FROM OBJECTIVE TO DELIVERY Research puts Boomerang Tracking in the driver’s seat READING, WRITING… REWARDING PM 40801507 Back to school season excellent marketing opportunity for the Canadian incentive industry w w w. i ma c an ada .
CANADIAN INCENTIVE MAGAZINE – THE MAGAZINE OF THE INCENTIVE MARKETING ASSOCIATION CANADA – COUNCIL IN SIDE 12 14 THIS ISSUE VOLUME 3 NUMBER 1 FEATURES 12 MARKET SEGMENTATION Know thy end-user DEPARTMENTS 6 PRESIDENT’S NOTE By Lynda Gallant 8 INDUSTRY NEWS 10 WHAT’S HOT? By Laura Byrne Paquet By Ian Tizzard 14 FROM OBJECTIVE TO DELIVERY Research puts Boomerang Tracking in the driver’s seat 16 IMA-CC NEW MEMBER NEWS By Jodi Ferguson 18 IMA-CC SURVEYS By Ian Tizzard 43 INCENTIVE CALENDAR 4
CANADIAN INCENTIVE MAGAZINE ANNUAL BUYERS’ GUIDE – THE ANNUAL GUIDE OF THE INCENTIVE MARKETING ASSOCIATION CANADA – COUNCIL 22 22 CONSULTANTS / SHOW MANAGEMENT 24 FULFILLMENT HOUSES / SUPPLIERS 25 GIFT CERTIFICATE / GIFT CARD COMPANIES 32 INCENTIVE HOUSES 34 INCENTIVE TRAVEL 35 MANUFACTURERS 39 REPRESENTATIVES 40 SALES PROMOTION AGENCIES CANADIAN IN CENT IVE MAGAZINE BUYERS’ GUIDE W W W. I M A C A N A D A .
PRESIDENT’S NOTE Incentive to Navigate s I write this message for the Annual Buyers’ Guide, the summer has arrived and vacation planning is in high gear. Not only will it be a busy time for holidays with your family and friends, but it will be a key time to start thinking about the upcoming fall/winter season. While that seems a long way off, it will be upon us before we know it and hopefully this issue will help you in that respect.
INDUSTRY NEWS Citi Acquires Ecount, Inc. CITI MARKETS AND BANKING ANNOUNCED THAT IT HAS ACQUIRED Ecount, Inc., the leading provider of corporate prepaid card solutions, based in Conshohocken, Pennsylvania. Ecount’s products will be integrated into Citi’s global transaction services business, strengthening the firm’s cash management platform for corporations, financial institutions and governments.
INDUSTRY NEWS SITE Partners with Incentive Travel Exchange THE SOCIETY OF INCENTIVE & TRAVEL Executives (SITE) announced it has entering a partnership with the Incentive Travel Exchange event owned and managed by Questex Media Group, Inc. The Incentive Travel Exchange is an invitation-only, appointment-based event catering exclusively to the incentive travel market. The formula brings together North American buyers with pre-qualified suppliers and consists of prearranged one-to-one meetings.
WHAT’S HOT? Reading, Writing… Rewarding Back-to-school season an excellent marketing opportunity for the Canadian incentive industry By Ian Tizzard ow can the incentive market not capitalize on the back-to-school season? Parents need a reward after having the kids all summer long, and kids heading to another year of achievement could use a treat or two to help keep them motivated. Some programs target students directly – marketers enter university and college along with students every year.
WHAT’S HOT? recipients use the cards. “The cards drive spending right back to the store that provided it.” Newcomb says good program results come from “planning an event and building a program around it,” an outlook that makes almost anything a marketing opportunity. “But back-toschool is a good time for our cards to be used, matching a seasonal need,” he adds. “And that resonates well with people’s desire to see students move forward.
MARKETSEGMENTATION Y ou probably have an exhaustive amount of demographic information about your clients: how old they are, where they live, what they do, how much they earn and, most importantly, what they like. But do you have the same sort of information about your employees? When you’re designing or revising an incentive program, your employees are your clients–and it’s just as important to understand them if you want to motivate, inspire and retain them.
By Laura Byrne Paquet KNOW THY END-USER detailed, open-ended questionnaire that sensitively collects information the company needs to design a satisfying trip, without impinging on employees’ privacy. BE FLEXIBLE “Respect your participants. Give them breadth of choice,” says Shapansky. Employees at Elevate’s client companies collect Aeroplan® miles that can be exchanged for a range of rewards, including travel, merchandise and services.
FROM OBJECTIVE TO DELIVERY W CANADIAN IN CENT IVE hen executives with Boomerang Tracking Inc. were considering implementing an incentive program, they could have just reached in a hat and tried any ol’ program. Instead, they did their research, took their time and the strategy paid off with a significant jump in sales of their stolen-vehicle tracking devices. The company’s blueprint for success was the food for thought at the Incentive Marketing Association – Canada Council’s Power Breakfast in May.
RESEARCH PUTS BOOMERANG TRACKING IN THE DRIVER’S SEAT with a one-year term and 1,000 points for the Level 2 unit with a fiveyear term. It was also important not to oversell the luxury unit at the expense of the Level 1 unit, so the points were calibrated between the two products and raised to 400 to 1,200 points, respectively. The next step was choosing the type of reward a dealer could get – cash, gift certificates or something from a points catalogue system.
IMA–CC NEW MEMBER NEWS Incentive by Design New system puts incentive programs in the customers’ hands By Jodi Ferguson founding member of IMA Canada has launched an exciting and innovative new software product that will allow its users to design their own in-house rewards programs on demand. Carlton Group Inc. is a relative newcomer to the Canadian incentive market, having launched its first online application in 2000. Since then, the company has grown exponentially, adding dozens of blue chip clients.
IMA–CC NEW MEMBER NEWS Integrated Management Systems (IMS) is a managed software application which can be customized to each client’s particular application. It allows for incentive and recognition, online training, online promotions and sales force automation. The incentive and recognition module can be engineered to focus on consumer, employee or sales initiatives. Online training is linked to the incentive and recognition module for employees who perform well in online training.
IMA–CC SURVEYS June Survey Results In June, the Incentive Marketing Association-Canada Council ran its fourth quarterly online survey. Previously, the surveys focused on the incentive industry in general. This time, the survey put Canadian Incentive Magazine under the microscope. By Ian Tizzard T hank you to all those who participated in the survey. Your efforts help us improve every aspect of the Canadian incentive marketplace – expect it to get bigger and better.
IMA-CC SURVEYS Readers look to the advertising in Canadian Incentive Magazine for new products and services they can offer. High-visibility ads also give incentive market players new ideas and encourage diverse opportunities for growth and cooperation throughout the chain from supplier to end-user. The comment on feature stories reflects our view of the strength of this element of Canadian Incentive Magazine.
WHO WE ARE For many years, suppliers and service providers in the Canadian incentive and performance improvement marketplace have lacked the benefits of a unified voice that is solely focused on the needs of the industry as a whole. Now they do! OPEN THE DOOR Join the IMA Canada-Council TODAY! IMA Canada-Council is a strategic industry group under the umbrella of the U.S.-based Incentive Marketing Association (IMA) – the leading voice of the North American incentive industry.
WHY JOIN IMA CANADA-COUNCIL? • Save 30% on Access RepLink and/or RepLink Data Centre – a $2,500 savings! • Save 20% on advertising rates in Canadian Incentive Magazine, Canada’s leading industry publication, plus a free listing in Canada’s only Incentive Buyers’ Guide • Free member listing in the IMA Canada and US Web directories, plus a listing in the IMA International Guidebook • Automatic voting membership in IMA-US – a $450.
CONSULTANTS / SHOW MANAGEMENT Ethos Enterprises Inc. Ideas at Work! Strategies for Success! Powerful Play Experiences 4984 Cherry Street Stouffville, Ontario L4A 7X4 P: (416) 399-9223 F: (905) 473-9725 E: info@ethos.ca W: www.ethos.ca C: Joseph Sherren, CSP, HoF, President Joe’s sessions will not only motivate your audience to action, they will give solid skills that can be implemented in the workplace immediately. His presentations are sharp, energetic and produce positive, lasting change.
1000-355 Burrard Street Vancouver, B.C. V6B 2G8 P: 1-877-900-5010 F: (604) 552-8588 E: info@cherylcran.com W: www.cherylcran.com C: Cheryl Cran, President Incentive meeting options include keynotes, leadership retreats, seminars and coaching. Cheryl Cran helps companies grow through their leaders. Cheryl has worked with many organizations as a speaker for incentive events to provide content, education and motivation for your most valuable asset - your people. Find out more at www.cherylcran.com.
FULFILLMENT HOUSES / SUPPLIERS Black Diamond Incentives Ltd. Harrison Hot Springs Resort & Spa Warner Music Canada 219 Connie Crescent, Unit #8 Concord, Ontario L4K 1L4 P: (905) 760-2525, ext. 23 / TF: 1-800-561-0606 F: (905) 760-2106 E: brianwilks@bdincentives.com W: www.bdincentives.com C: Brian Wilks, Vice President & COO Black Diamond Incentives Ltd. has been in the premium and incentive industry for more than 50 years.
AIR MILES Corporate Incentives American Express Incentive Services Bass Pro Shops 2000 Argentia Road Plaza II, Suite 107 Mississauga, Ontario L5N 1V8 P: (905) 819-6878 / TF: 1-888-819-6878 F: (905) 819-4490 E: tony.morra@airmilesincentives.com W: www.airmilesincentives.com C: Tony Morra, Director, Sales AIR MILES Corporate Incentives gives businesses the opportunity to use AIR MILES® reward miles as incentives for meeting performance objectives.
GIFT CERTIFICATE / GIFT CARD COMPANIES Best Buy Canada Ltd. 8800 Glenlyon Parkway Burnaby, B.C. V5J 5K3 TF : 1-866-721-GIFT (4438) TFF: 1-866-559-5885 E: giftcards@bestbuycanada.ca W: www.bestbuycanada.ca Best Buy is Canada’s fastest-growing specialty e-tailer of consumer electronics and personal computers and entertainment software.
GIFT CERTIFICATE / GIFT CARD COMPANIES Giftcertificates.ca (Head office), 4259 Canada Way, Suite 225 Burnaby, B.C. V6E 1G5 P: (604) 417-0432 F: (604) 415-1591 (Eastern sales office), 3300 Bloor Street W. 10th Floor, West Tower Toronto, Ontario M8X 2X2 P: (416) 734-1257 C: James Dawe, Sales Director E: corporatesales@giftcertificates.ca W: www.giftcertificates.ca Giftcertificates.ca provides efficient, reliable, cost-effective reward fulfillment of gift cards and certificates for your reward program.
95,000 gift ideas. One card for all of them. Take the guessing out of gift giving. The Canadian Tire Gift Card Program is perfect for rewarding employees or saying thank you to valued clients. Our Gift Cards are accepted at more than 450 stores, 400 service centres and 250 gas bars across the country. And they can be used on everything from candle holders to power tools. Gift Cards are available in values of $10, $25, $50 and $100, and we offer volume discounts on multiple card purchases.
GIFT CERTIFICATE / GIFT CARD COMPANIES Marriott Individual Incentives Pier 1 Imports® One Marriott Drive, Dept. 95523 Washington, D.C. 20058 P: (301) 380-8220 / TF: 1-800-835-7754 F: (301) 380-1137 E: marriott.incentives@marriott.com W: www.marriott.com/incentives C: Maria Hughes, Sales/Marketing Manager Marriott individual incentives never leave employees stranded for inspiration! Inspire productivity. Improve morale. Reward loyalty.
INCENTIVE HOUSES Adcentives Cotton Candy Inc. #102-7311 Vantage Way Delta, B.C. V4G 1C9 P: (604) 952-5555 / TF: 1-877-948-1469 F: (604) 952-4567 W: www.adcentives.ca C: Jennifer Young, President Experience the synergy of truly personalized service; dedication to providing exactly the right products and services to fulfill your company’s unique objectives. Promote your company, attract new customers and nurture your existing client relationships with inventive incentive and creative marketing programs.
R&D Corporate Services Limited 99 Atlantic Avenue, Suite 402 Toronto, Ontario M6K 3J8 P: (416) 531-1531 / TF: 1-888-6POINTS (764687) F: (416) 531-5855 / TFF: 1-888-329-3343 E: jason.fisher@iloverewards.com W: www.iloverewards.com C: Jason Fisher, Director, Sales and Marketing Established in 1995, I Love rewards is an industry leader and provider of points-based incentive marketing programs for Fortune 1,000 companies.
INCENTIVE TRAVEL Canadian Rocky Mountain Resorts Suite 900 – 600 6th Avenue SW Calgary, Alberta T2P 0S5 P: (403) 781-8131 / TF: 1-800-661-1367 F: (403) 410-7406 E: info@crmr.com C: Brian Slot, Corporate Sales Manager Buffalo Mountain Lodge is the ideal venue to refresh and be inspired. The luxurious lodge has five unique meeting rooms which may accommodate up to 120 participants, and 108 guest rooms.
Express Gift Baskets Inc. Globalforce 350 de Lourain West, Suite 203 Montreal, Quebec H2N 2E8 P: (514) 939-0245 F: (514) 939-0695 E: infocanada@americanapparel.net W: www.americanapparel.net C: Jackie Iannotti, Marketing American Apparel. Made in downtown LA. Vertically integrated manufacturing. With more than 150 styles, all of American Apparel’s fabrics are printable, heat transferable and can be embroidered. Contact the Canadian Distribution Centre at (514) 939-0245 or at infocanada@americanapparel.
MANUFACTURERS HTnaturals Martin Ross Group Inc. Northern Gifts Ltd. 1307 Venables Street Vancouver, B.C. V5N 2G1 P: (604) 255-5005 / TF: 1-866-436-7869 F: (604) 255-5038 E: info@htnaturals.com W: www.htnaturals.com C: Jason Fissif, President/Founder HTnaturals manufactures corporate promotional wear and fashion apparel from such innovative fabrics as hemp, bamboo, soy and organic cotton. HTnaturals’ corporate customers include Volkswagen, Universal Music and Starbucks.
MANUFACTURERS Replogle Globes 2801 South 25th Avenue Broadview, Illinois 60155 P: (708) 343-0900 / TF: 1-800-275-4452 F: (708) 343-0923 / TFF: 1-800-445-6237 E: jquinn@replogleglobes.com W: www.replogleglobes.com C: Jane Quinn, Sales Manager Replogle Globes Inc. is celebrating 76 years of manufacturing distinctive quality world globes. We offer two shipping locations in North America: Broadview, IL for decorated product and Mississauga, ON, for globes not requiring logo decoration.
Mundy Sales Incentives Inc. Rose & Macdonald Sales Agents Inc. 149 Roncesvalles Avenue P.O. Box 44 Toronto, Ontario M6R 2L3 P: (416) 913-7864 F: (416) 913-7870 E: info@703promo.com W: www.703promo.com C: Allan Abanilla, President 703 Promotions specializes in promotional products and incentives programs. We connect vision directly to business goals and needs. We explore innovate and effective ways to make your business grow and prosper. We unlock creativity to make ideas work for maximum impact.
SALES PROMOTION AGENCIES 1st Impressions Corporate & Sports Wear 86 Queen Street North Kitchener, Ontario N2H 2H5 P: (519) 571-9004 F: (519) 579-2957 E: jmerriam@istimpressions.ca C: Joe Merriam 1st Impressions Corporate & Sports Wear Inc. is a Kitchener, Ontario-based distributor of corporate, school and team apparel. 1st Impressions is also active in the sales of promotional products, premium & incentives, plant/office safety awards and sports team/individual recognition awards and trophies.
d’Oro Creations Direct Hit Promotions 250 Shields Ct., Unit 1 Markham, Ontario L3R 9W7 P: (905) 415-8020 TF: 1-87-PREMIUMS (1-877-736-4867) F: (905) 415-8024 E: webinquiry@commericalmarketing.com W: www.commercialmarketing.com C: Victor Arluk, President One of Canada’s leading providers of promotional products and services for more than 20 years! Hottest products! Worldwide sourcing. Web driven incentive and awards programs and company stores.
SALES PROMOTION AGENCIES Fulcher Marketing Inc. MAXAD Promotional Marketing Proforma Urban Peddler Promotions 420 Avon Crescent Oakville, Ontario L6J 2S9 P: (905) 849-0099 / TF: 1-877-699-5224 E: info@fulmark.ca W: www.fulmark.ca C: Dan Fulcher, President Fulcher Marketing Inc. provides promotional advertising products and business gifts, custom printed or embroidered with your logo/company information. We source products from hundreds of manufacturers in Canada, U.S.A. and abroad.
INCENTIVE CALENDAR for 2007–2008 August 20–22 October 22–24 March 9–13 May 6–8 IncentiveWorks Toronto, Ontario www.meetingscanada.com Employers of Excellence National Conference Las Vegas, NV www.hr.com The Exhibition Show 2007 Las Vegas, NV www.exhibitornet.com ASI Philadelphia Philadelphia, PA www.asishow.com April 7–10 May 7 National Conference on Operations & Fulfillment Orlando, FL www.ncof.com TOPS – Travelling Optimum Promotional Show Vancouver, B.C. www.promocan.
BEYOND CASH AMERICAN EXPRESS INCENTIVE SERVICES American Express Incentive Services provides business-to-business reward solutions including storedvalue cards, American ExpressR Gift Cheques and a Web-based reward management tool.
BEYOND CASH HOME HARDWARE Home Hardware Stores has more than 1,000 locations across Canada that offer a complete range of both hardware stores and building centre products. Lumber, tools, paint, plumbing and electrical supplies and an extensive selection of building materials are available, along with housewares, sporting goods, automotive items and lawn and garden supplies. Furniture for the household is also available at our Home Furniture Store. For more information, go to www.homehardware.ca.
BEYOND CASH SEARS CANADA INC. Sears gift cards make the perfect thank you, reward or incentive. By giving a Sears gift card you allow the recipient to choose from all Sears has to offer: clothing, electronics, travel and lots more. For more information on our gift card program, including volume rebates and customization options, please give us a call at 1-866-297-5306 or email us at gftcert@sears.ca.
