CASE STUDY - Rewarding Retail
Cavanaugh created an on-line incentive program for Johnson & Johnson to incent members of a
third party contract selling organization charged with selling J&J products into retail chains.
The program was called Rewarding Retail where participants earned points for meeting sales goals
and could redeem those points on-line for merchandise at various levels. There were nearly 200
incentive items to choose from. The program worked so well that J&J extended it to another one of
its contract selling partners.