CRAFTING A BETTEN VARROT

摘要

In 2010, Action Pest Control in Evansville, Ind., sold an extra $300,000 in new business to existing customers. The following year, it sold $350,000. In 2012, the number jumped to $529,000. More than $600,000 is projected this year. The secret? An effective employee incentive program, said COO Keith Smith. When Smith joined the company in 2008, "referrals from our existing customer base were basically non-existent." Today, the firm's Partners in Growth program rewards technicians for sales from referrals. The program helped revenue jump 20 percent last year, he said.