For many years, Xerox had used sales incentive programs to help move product, increase dealer mind share, and reward desired behavior. Non-cash merchandise was the primary reward solution until the “cry for cash” caused them to move to a cash card that could be used virtually anywhere. Over time, channel structures and Xerox business strategies had become more complex. Disappointing sales caused Xerox to take a closer look at their incentive programs. They asked Maritz to help them understand why the current programs were not driving the behaviors they needed.

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