Case Study: Destination XL Group boosts sales and customer service with Varicent Incentive Compensation Management

How DXL Elevated Customer Service with Varicent

Destination XL (DXL) is a Canton, MA–based specialty retailer of big-and-tall men’s apparel with over 250 stores and ecommerce operations. Facing limited product choices for its customers, DXL set out to expand stores and elevate the shopping experience, and recognized that motivating its 1,800 sales associates required a far more sophisticated, item‑level compensation model than the spreadsheets they were using.

DXL selected Varicent Incentive Compensation Management and deployed the cloud solution in four months, replacing manual calculations with automated, auditable incentive plans that account for item‑level sales and complex scenarios like cross‑store returns. The result: faster, compliant payroll processing and clearer pay transparency for associates, increased units sold per transaction through better cross‑selling, reduced HR/payroll workload, and measurable behavior changes that improved customer service.

Destination XL Group

Stacey Jones

Vice President of Human Resources Operations