In a bid to generate sales and instill loyalty among its third-tier resellers, Compaq has launched a new cash-back and prize giveaway incentive program.
Geared around the theme "Need for Speed", Compaq will provide $20 cash to individual sales representatives from smaller resellers on any sale of one of three product groups: ProLiant servers, StorageWorks DLT/SDLT tape drives or Uninterruptible Power Supply systems.
"We're really trying to create excitement in a slow market," said Nicholas Lynch, Compaq Australia's market development manager, industry standard servers.
Under the terms of the program, which are detailed on www.compaq.com.au/needforspeed, the manufacturer will also provide $50 cash back on the sale of merchandise from two product groups and $100 cash back on the sale of all three product groups to a single customer.
According to Lynch, the move is designed to get resellers thinking about a solutions sell rather than one-off sales of a single product. It is also Compaq's way of engendering a closer relationship with its resellers of between one and 10 staff.
"This is really the culmination of that focus over the past 18 months," Lynch said.
As well as the cash-back incentive, resellers go into a daily draw for one of several prizes to the value of $100 and are in the running for one of five "major" prizes including a trip for two to New Zealand.
Compaq has committed $31,000 to the three-month promotion.