BI WORLDWIDE

September, 2012

Page 1

Our history
1950
Founder Guy Schoenecker starts BIW
as a jewelry and merchandise company
for promotional needs

1960-1970
Expands to include Travel and focuses
on Sales and Employee incentives

1980-1990
Employee recognition, Market Research
and events

1990 - 2000
Under Larry Schoeneckers leadership
- Quality, digital marketing, customer
loyalty, web based learning, coalition
marketing

2000-2010+
Australia |Canada | China | India | UK |
USA | Latin America*

Page 2

Our Logo
It's abstract.
The design engages the imagination. It
has been interpreted as a set of wings
and implies movement and upward
motion.

It ascends.
We are hired to help our clients increase
revenue, market share, or new
product/service activations. Business
leaders want things to go up.

It's lighthearted.
Whenever we engage participants through incentive, learning recognition
and reward programs - we design the
experience to be positive and fun.
Page 3

Our Mission

To produce measurable results for our clients by driving &

sustaining engagement with their employees, channel
partners & consumers.

Page 4

Creating a High Performance Culture

Page 5

Our Vision
BI WORLDWIDEs current revenue being $430,000,000 - To
have BI WORLDWIDE revenue of $850,000,000 by 2017.
To be our industrys thought leader in behavioral economics
& engagement.
To expand our business in North America, Europe, China,
Australia & India and open up in South America by 2015.
To be a very cool & fun place to work.

Page 6

Our Values

Service well done.

Innovate or perish.
Fast is better than slow. Action is better than talk.
Never give up.
In it for the long haul.
Play nice in the sandbox.
Change is inevitable... so get on with it.
Dont be cocky.
Help each other.
Its not all about us.
Work hard, play hard, celebrate.

Page 7

BI WORLDWIDE Overview

Synopsis
Privately held: $425 million in
sales
Global business improvement
company focused on:
employee engagement
sales and channel effectiveness
promotional marketing

Resources
More than 1,200 associates
Headquarters in: Australia,
Canada, China, India, United
Kingdom and United States
Global coverage of rewards
redemption through
partnerships

60+ years of experience

Awards & Certifications

Malcolm Baldrige National Quality
Award
ISO 9001:2008 Certified
SAS 70 Type II Audit
Telly Award Winner

Page 8

New York Festival Winner

Brandon Hall Silver Learning
Award
2011 HR Product of the Year
HR Executive Magazine

Our global presence

Headquarters
(full service design, implementation,
technology, customer service)

Regional Offices

Page 9

Minneapolis
Vancouver

Miami
London

Bangalore
Shanghai
Melbourne

Berlin

Chennai

Singapore
New Delhi

BIW Delivery Model

Cornerstone of our business approach

Four Core Principles:

Discovery

Design

Definition

Delivery

Understand the client

Understand the objectives
Understand the audience

Design a solution that

addresses the issues and
requirements
Design a creative
direction/theme/
promotional approach for
the opportunity
Design a look and feel
for everything connected
to the opportunity
Design program and then
pre-test the solution
Evaluate all pricing

Define and agree on the

details of the project
Define and agree on the
roles and responsibilities
Define and agree on
budgets
Define and agree on
timelines
Define and agree on
action items
Define and agree on
review dates

Manage and deliver on all

areas of the defined project
Manage all
agreed-upon supplier and
third-party contacts
Manage changes as
necessary
Ensure customer satisfaction
Conduct regular
reviews and updates
Manage the budget
Evaluate ROI

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Sample of BI WORLDWIDE Global Clients

Page 11

India market opportunity/Our objectives

Page 12

We are in India

Delhi
Sales/Servicing

Mumbai
Sales/Servicing

Bangalore
HQ

Chennai
Technology/Sales

Page 13

India Organization Bangalore | Chennai | Mumbai | New Delhi

Sales and BD
Bangalore, Delhi, Mumbai
Team of 4

Creative Team
Chennai
Team of 3

Admin/HR/Finance
/Support Staff
Chennai, Bangalore, Delhi
Team of 8

Technology and Development

Bangalore/Chennai

Client Services
Bangalore, Delhi
Team of 2

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Project
Management

Project
Development

Delivery
Team

Bangalore, Chennai
Team of 2

Chennai
Team of 22

Chennai
Team of 8

QA & QC
Chennai
Team of 8

What we do
Our mission is to produce measurable results for our clients by driving &
sustaining engagement with their employees, channel partners and consumers

EMPLOYEE

SALES

CONSUMERS

Build Employee Engagement

Drive Sales & Channel performance

Create customer preference

Page 15

Consumer Marketing
Give your CONSUMERS what they want and need

Identify your
best Customers
and build Loyalty
and Repeat Sales

Page 16

Loyalty Marketing
Interactive Promotions
Branded Merchandise

Privileges Program

Sales & Channel Effectiveness

Give your SALES CHANNEL the tools they need to succeed
Sales Incentives

Build an efficient
Partner
eco-system
that fosters Trust
and
Profitability

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Distributor / Reseller Programs

MDF & Co-op Management
Lead Generation
Research & Analytics
Communication

Employee Engagement & Motivation

Give your employees more than a paycheck
Employee Rewards & Recognition

Improve
employee
Productivity,
Satisfaction &
Retention

Service Anniversary Awards

Referral Programs
Mobile Engagement
Wellness Programs
Safety Programs

Page 18

Rewards Fulfillment Capability

Catalogue
designing
basis
program
audience

Catalogue with Over 1500 items

Rewards
Procurement
& Quality
check

MIS
Preparation

E-commerce tie ups enabling

quick TAT

Fulfillment
Management
Packaging &
Dispatch
Management

Warehousing
of items
Offline &
Online
redemption

Page 19

Alliances with logistic partners,

LFRS, B2B partners

Innovative technology

G4/G5 employee recognition / Sales incentives

PURL Personalized URL for nominations/anniversary
ME Service anniversary platform
MAX Channel incentives
Goal Quest Sales incentives
AwardsLinQ Catalog technology

Proven, robust, industry leading technology

Page 20

Incentives/Loyalty needs in India are evolving with companies slowly

realizing the importance and advantages of such strategies

India current
scenario

Wave II

Wave I

B2B

B2E

B2C

Discounting based
approach, no
targeting
Mostly routine
Annual
outings /
celebrations
Simple consumer
schemes

Increase channel excitement

Advent of points based
schemes

Greater need to motivate

employees / emphasize
companys goals & values
Greater demand for choice

Wave III
Demand for personalization of rewards
Greater element of experience
Greater use of recognition
Demand for solutions to track & monitor
the effectiveness of R&R schemes

Advanced use of technology (mobile)

Greater usage of predictive analytics
Rewards to become more of a key
differentiator

Greater tier-ization and

segmentation of customers

Source:
Page 21 Company interviews, secondary research, analysis

Rise of experiential loyalty

programs

21

companies, both across manufacturing and services, are investing in various

loyalty/incentive programs

Type

Incentives

Loyalty

Major Industries
FMCG

0.5% 2% of sales

BFSI: Insurance, Credit Cards, Mutual Funds

1% - 1.5% of sales

IT

0.25% - 0.75% of sales

Retail: Apparel

0.5% - 1% of sales

Retail: Grocery

0.25% - 0.5% of sales

BFSI: Credit card companies

Hotels & Airlines

Recognition

Typical Spends On
Programs1,2,3,4

1% - 2% of sales
0.2% - 0.3% of sales

Services (IT / ITes, BFSI)

Rs 1100 / employee / year

Manufacturing (Auto, Engineering)

Rs 275 / employee / year

Note :
1. For actual costs incurred, does not indicate provisioning
2. Does not include initial set up costs, includes administration, communication and fulfillment costs includes spends on travel as part of incentive / loyalty
3. Dedicated incentive travel budget has been excluded
4. Excludes discounts that would be given as part of regular schemes / sales
5. B2E spends are for white collar workers, excludes spends on parties

Page 22

Market scenario at a closer level

Edenred
Redbox Rewards
NetCarrots
Payback
E-commerce websites
Rewards 360
Benefits Plus
Many local players

Rewards
fulfillment

Cartesian consulting
Cequity
Rideau
LoyaltyOne
Aimia

Loyalty
Consulting,
Analytics,
Tech

Loyalty,
incentives
And
Recognition

Edenred
Aimia
NetCarrots
Grassroots
Solutions Integrated
BIW
MyPerks/BenefitsPlus/QuadMo

Competition amongst full service

companies has increased

Page 23

Technology that will differentiate us

Tech Platforms Stack for India

Me

Channel
Mid size business

G4/G5
Lite

Page 24

MerchLinq

Service
Anniversary

G4/
QA

Max/Rev

G4/G5
recognition

Employee

Large size
business

The Power of
Recognition

Page 25

Impact on Employee Performance

Page 26

Source: Corporate Executive Board

Page 26

How BI WORLDWIDE
Can Help

Page 27

Creating a High Performance Culture

Page 28

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Recognition Framework

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Trends in Global Programs

Consider differences for reward mix

Encourage work/life blending
Drive manager responsibility for recognition
Provide individual choice in rewards
Utilize price parity for awards by country
Align phases with localization needs
Allow personalization

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