Cashing in With Incentive Dollars: Bayard Sales Corp.

"All of our programs offer our dealers a choice of ways to qualify.This fall, I took 205 people to Paris for four days, then 'chunneled' them through the Channel Tunnel to London for two nights. To earn that trip, dealers could either buy a certain amount of the qualifying product outright or use incentive dollars.

"Our incentive dollars system, which I started about eight years ago, works this way: If a dealer specializes in vinyl, he might buy a pail of adhesive at $3 a pail. We the

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