Many IMARK members and suppliers are reporting a “lukewarm” economy in many parts of North America.
As always, economic conditions will be what they will be—and they are out of everyone’s control. Nevertheless, IMARK members and manufacturers are striving to meet the 2017 sales and profit goals that were set earlier this year or in late 2016.
IMARK members, suppliers and reps can and do enhance sales, profits and commissions through the skillful use of IMARK marketing and sales development programs.
GainShare YTD Status Report—New and Improved!
Just in time for the second half of 2017, IMARK Group has updated the GainShare section of the IMARK website. The updated GainShare program page features new icons to click for program information. This information spurs GainShare success, which directly leads to profit enhancement for members, share growth for IMARK suppliers and increased commissions for sales reps—a win-win-win!
1) The YTD Status Report for members has been improved in two significant ways:
- We’ve added a payout tier column that shows purchase targets/projected payouts to successful members at each level of a GainShare program with a multi-tier payout structure.
- In addition to the green, yellow and red signals used to indicate member progress, we’ve added an orange indicator for members between 80 percent and 89.9 percent of the pace toward attainment of the 2017 GainShare purchase goal.
2) IMARK members can click on “Mid-Year Planning Update” to develop GainShare mid-year planning updates. Members will earn 2017 platinum points based on the number of plan updates they complete. The deadline to complete the updates is Oct. 27. We encourage members, suppliers and reps to use this activity to spur face-to-face discussions with key partners regarding products to buy, sell, train, promote and merchandise.
3) Click on the “$5mm Challenge” icon to view a list of more than 60 IMARK suppliers offering a Group Growth incentive to the members of IMARK Group. Collectively, members can earn millions of rebate dollars when the group succeeds with these suppliers. IMARK members who are named the top five purchasers (in the AAA, AA and A size categories) will earn an extra share of the rebate when the overall group meets or exceeds the annual purchase target with a particular supplier.
4) Members can click on the “What if we hit 100%?” icon to view a hypothetical rebate payment if a member were to achieve the precise purchase goal for all 2017 GainShare programs. This is a great reminder of what is at stake.
We would be remiss not to mention the IMARK Gateway to Growth sales promotion. Through July YTD, IMARK members have purchased more than $200 million worth of Gateway to Growth products. The Circle of Honor playoffs are now underway. They conclude on Aug. 30. The top 30 point-earners in the AAA, AA and A size categories will advance to the finals, which will be held during the fourth quarter of 2017.
All IMARK members, suppliers and reps are encouraged to use these programs to drive productive joint sales-building activities.
Reminder: The IMARK Lighting/Controls Sales Training will be held in Baltimore, Maryland on Oct. 4-5. With 30 percent of member remittances to IMARK Group going to lighting and control products, these are arguably the most dynamic product categories served by our channel. Make sure your sales reps take advantage of this rare opportunity to learn how to sell energy-efficient solutions to any type of customer. The benefits of this sales training will last a lifetime.
See page 65 of this issue for information on the IMARK Lighting/Controls Sales Training and Product Expo.