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Understanding the Impact of Avon Rewards - Coggle Diagram
Understanding the Impact of Avon Rewards
What is the purpose of Avon Rewards
The purpose of Avon Rewards is an engagement program, that focuses on the rep and building long term engagement
Yes it is the primary way reps earn
But it also the platform for how we help reps understand what they get from Avon
Establishes a direct link between the size of my sales and what I get - such as delivery, brochures etc
it also provides an engagement opportunity - a reason to engage with reps
example is what UK do with their quarterly facebook events
It gives us a reason to be in contact with reps regularly
provides reps with recognition - it says we see them
Yet we attempt to the measure in terms of does it work or does it not
and when we say does it work we really mean does it magically turn around sales over night
Approaching it like this implies there is another option, that we scrap this and do something completely different
but that isnt really an option
therefore we need to change our mindset
we make statements like
it doesnt work
it doesnt have an impact
it is costing too much
Are reps engaging?
Sales - Brochure Price Sales
Do we see bumps at the quarterly thresholds?
If yes, how does get reflected on a monthly basis?
Do we see the stretching occurring in third month?
Do we see reps ordering in more months in the quarter?
consecutive?
If they are growing sales are they selling more units or higher price per unit?
Does this vary by the type of categories that reps buy into?
Are they changing their category mix?
Do we see reps who have been with us less than one year behaving differently to a similar cohort 12 months ago
Same reps one year on, how does their behaviour compare?
those who have been with Avon less than 2 years, 3-5 and 5 plus
Those who were already digital
Those who have started
Those who are traditiaion
Contacts
Open rate of emails
Do we have call to action?
Avon On
Those who look at Avon Rewards info v those who do not
Events
What can we measure?
Rep Satisfaction
How is it changing?
What is the link between rep sat and sales?
Profitability
Rep Earnings
How has this changed?
Who is earning more
how does that deliver to Avon
Who is earning less
Cost to Avon
What are the actual costs we are incurring and how are they different to pre-agp
Net to Avon
This is a separate picture of how we are engaging
Benefits
Delivery
Are reps using these?
What is the percieved value?
Brochures
Are these used?
Do we see differences between those who use and those who do not?
how does this vary by type of digital rep
Samples
Do we see difference in those who use?
Does this vary by the category mix of reps
What is the role of the sales leader?