KEY GOALS:
Improving sales and relationships with customers whilst motivating and retaining quality staff.

CHALLENGES:
Hoover Australia had created their own incentive programme for their internal staff. They focused on sales only and the measurement they employed was designed to measure performance of individuals against their own targets. Regrettably, their systems were not developed properly and the measures were incorrect, creating a de-motivated team, which saw Hoover say goodbye to some of its most successful sales people.

EVT's APPROACH:
EVT reviewed Hoover’s business to gain a proper understanding of what would make a difference and what was needed to make the business grow. We visited the customer base, spent time with the sales force in the field and spent time with the accounting department to understand the reporting systems.

This programme accurately measured all elements of the business and truly recognised achievements on an on-going basis. EVT launched a team based incentive focusing upon store display, training and specific product sales.

OUTCOME:
Hoover accredited EVT for producing a most successful performance improvement programme focusing on the processes necessary to improve the business. During the course of the programme over 3 years, Hoover’s market share rose from 29% to 69% and this was totally attributed to EVT’s incentive programme.