Frigidaire Appliance University

Challenge:

To develop a cost-effective program to train third-party sales staff and use their expertise to help Frigidaire’s sales growth.

Solution:

• Develop an on-line training platform that enabled sales staff to sign up, take courses and exams on their own free time.
• Sales staff were rewarded for taking and completing the exams.
• Integrate the spiff program into the training platform so sales staff could enter their spiffs on-line.
• Scratch would also be responsible for fulfillment of all rewards (training and spiff). 

Results:

• 2,295 individuals have signed up to date; target was 1,000 for 2006.
• Over 41,000 exams have been taken and successfully completed.
• Over $350,000 has been earned in exam rewards for 2006.
• Many sales staff request more courses so they can learn more about the products.
• Redemption has been near flawless with a significant reduction in both misredemption and slippage.