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| HOME MEETINGS |
Company: Adelphia Communications Programs:
Employee Incentive/Recognition Objective:
Adelphia had grown substantially through acquisition over the last few years
and, with that, the company acquired a number of different compensation and
incentive plans along the way. It was found that sales were reported
differently, as well. Adelphia wanted to unify their culture and at the same
time motivate a diverse group of salespeople to achieve company goals. As a part
of that effort, an organization-wide incentive program was implemented for
customer sales and service representatives responsible for cable and telephone
services (Digital and PowerLink products). This target audience, primarily men
and women in their 20's and 30's, was located in large and small call centers
around the country. The company created the Adelphia Ka-ching Debit Card, a
universally accepted Visa card that was funded at the end of each month with
cash. The program, aptly named "Ka-ching", was introduced with a video
that featured the company founders and owners and several celebrities from VH-1
and The TV Food Network screaming "Ka-ching" with the sound of the
cash register in the background. Participants earned cash that was loaded onto a
debit card each month, as a reward for selling premium channels and other
products. Additionally, each month, the Adelphia president conducted a
sweepstakes drawing for merchandise and travel awards and a grand prize of a
Chrysler PT Cruiser. Participants earned entries for the drawings based on their
performance at or above goal each month: the higher the performance level, the
greater the number of entries. The program was promoted via a custom Web site
and monthly performance statements.
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