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A Program that Tells a Story

Client Overview

A Fortune 500 company headquartered in Richmond, Virginia is the leading distributor of medical and surgical supplies to the acute-care market and a leading provider of healthcare supply-chain management solutions.

Recognition Goals

  • Develop a recognition program that reinforced company culture through a “Teammate” approach.
  • Build a program around an internal story that relates to the culture of the company.
  • Expand upon the current program offering a more creative look and feel while lowering the overall budget.
  • Offer a robust product choice while including meaningful, symbolic awards that were “out of the box” in design and significance.
  • Create sales growth through an incentive program for sales executives.


  • The company service pin was redesigned with the “Family Circle” in mind; the never-ending bond and continuous growth of the organization’s teammates.
  • An inverted pyramid award was created around an internal story that symbolizes the teammates and clients at the top and the leaders below.
  • The entire program was delivered at a cost below previous budget with more creativity and added value.


  • The creativity and symbolism of the new awards have reinforced company culture and reaffirmed and strengthened the message of “Clients First.”
  • A sales incentive program was designed and implemented featuring company symbolism through a powerful sales excellence ring. This resulted in increased enthusiasm among the sales force to become one of the elite sales performance ring team-thus improving the bottom line.


"The team is always very helpful and understanding of our needs and expectations. They put "Estes" back into the program and reminded us of the meaning of the service award program. We are extremely happy with our partnership."

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