Customer Incentives: Tired Tactics or Strategic Tools

With the economic downturn in 2008, the customer base of most businesses in the US has dramatically changed, perhaps forever. Your customers are now more focused on how they spend their money and are seeking the best value for their spend. This requires businesses to develop appropriate actions including incentives to put their business in a position to garner that spend.

As a result, the use of incentives especially coupons has grow geometrically over the past few years for both B-to-C and B-to-B businesses. During this session Gary will discuss these customer incentives which have gained new momentum in the last few years including the types of incentives used, who uses incentives to make purchase decisions, how to best target customers and distribute these incentives, as well as, the financial implications for your business. Join Gary for a discussion of how these ‘tired old tactics’ have gained renewed usage and can be applied to your Strategic Business Planning.
Gary Yost spent 30 Years in Sales and Marketing with consumer products companies Bristol-Myers, Reckitt Benckiser and media giant Valassis.  At Valassis he served as the VP, Marketing, CMO and General Manager of One-to-One Products, and finally the President, International Media Properties. Currently, Gary is an Independent Consultant.