MARK HANES, SENIOR REGIONAL SALES MANAGER, CENTRAL REGION

Rymax Marketing Services, Inc.

©2008 Rymax Marketing Services, Inc.

WHAT’S GOING #ON?WHAT’S GOING #ON?

…says it will cut 500 jobs…

… plans to announce lay offs of up to 24,000 employees…

… roughly 400 employees will be layed off due to cut backs…

… the company announced that 8,800 people would be cut from its workforce…

…to cut their budget by 8% across the board…

©2008 Rymax Marketing Services, Inc.

We Have a MANAGEMENT CRISIS

©2008 Rymax Marketing Services, Inc.

The key to management is “making work productive and the worker achieving.”

- PETER DRUCKER

©2008 Rymax Marketing Services, Inc.

360° PERFORMANCE REVIEW360° PERFORMANCE REVIEW

Virtually every occupation involves interacting with co-workers, customers, vendors, or suppliers.

This method gathers and considers input from a variety of people who interact with the employee.

©2008 Rymax Marketing Services, Inc.

BEST PRACTICESBEST PRACTICES

MYTH: What gets measured gets done.

FACT: What gets reinforced and recognized gets done – and gets done right!

©2008 Rymax Marketing Services, Inc.

BEST PRACTICESBEST PRACTICES

Do not extinguish negative behavior...... Instead, reinforce positive behaviors

©2008 Rymax Marketing Services, Inc.

360° OF RECOGNITION360° OF RECOGNITION

©2008 Rymax Marketing Services, Inc.

ENGAGE YOUR EMPLOYEESENGAGE YOUR EMPLOYEES

©2008 Rymax Marketing Services, Inc.

THE 3 CRUCIAL COMPONENTS THE 3 CRUCIAL COMPONENTS OF AN INCENTIVE PROGRAMOF AN INCENTIVE PROGRAM

111122223333

CommunicationMotivationReward

©2008 Rymax Marketing Services, Inc.

COMMUNICATIONCOMMUNICATIONThe Goal of Communication:

Keep Participants Engaged!

Communication Vehicle Options:

• Posters in High Traffic Area • Customized Program Website • Brochures - Outline Guidelines • E-mail Blasts • Strategic Advertising

Weekly, Monthly, Quarterly! Key Ingredient… Continual

©2008 Rymax Marketing Services, Inc.

MOTIVATIONMOTIVATION

Corporate Goals Become Personal Goals!

Company ABC implements a

Sales Incentive Program.

Company ABC wants to increase sales of product by 50%.

John realizes, through the pre-program

communication, that he can receive the golf

clubs he always wanted.

John is now motivated to increase his sales goals in

order to be rewarded.

John exceeds his goal and receive

new golf clubs!

11 22 33

4455

Everyone

Wins!!!

©2008 Rymax Marketing Services, Inc.

REWARDREWARD

The “Reward Experience” Should Include:

• Breadth of Reward Offerings

• Tangible Reward

• Perceived “Trophy” Value

• Quick & Direct Fulfillment

• Customer Service Availability

Remember: The Reward is Not Only the Item, But Rather the Entire Experience!

©2008 Rymax Marketing Services, Inc.

THE COMPONENTS IN ACTIONTHE COMPONENTS IN ACTION

Rymax internal “Be a Part of It!” Employee Recognition Program

Communication:NYC themed communication was produced and distributed to create hype and inform employees about the program.

©2008 Rymax Marketing Services, Inc.

THE COMPONENTS IN ACTIONTHE COMPONENTS IN ACTION

Communication:The NYC theme is carried out on posters, eblasts, and intranet posts relating to the program.

©2008 Rymax Marketing Services, Inc.

THE COMPONENTS IN ACTIONTHE COMPONENTS IN ACTIONMotivation:It’s important to keep the team motivated long after the program launch. If management gives up on the program, so do the employees.

• Regularly update departmental goals• Drive behavior by sending themed program reminders to keep employees motivated• Hang program posters in the office reminding everyone to “Be a Part of It!”

©2008 Rymax Marketing Services, Inc.

THE COMPONENTS IN ACTIONTHE COMPONENTS IN ACTION

Reward:Build up motivation with rewards that are useful and impressive.

©2008 Rymax Marketing Services, Inc.

GOALSGOALS

Types of Goals:– Corporate– Departmental– Service Awards

All goals should be Strategic, Measurable, and Obtainable!

©2008 Rymax Marketing Services, Inc.

MANAGEMENT RECOGNITIONMANAGEMENT RECOGNITION

©2008 Rymax Marketing Services, Inc.

PEER RECOGNITIONPEER RECOGNITION

By Nomination– Email respective managers– Managers decide how to award

points– Gives a voice to all levels of

employees

©2008 Rymax Marketing Services, Inc.

CASE STUDYCASE STUDY• Insurance Business– Micro/Macro Structure– 3 Corporate Objectives– 3 Departmental Objectives– 3 Individual Objectives

* Highest Production in Company History* Lowest Turnover in Company History

©2008 Rymax Marketing Services, Inc.

THE BUTTERFLY EFFECTTHE BUTTERFLY EFFECT

Even the smallest activity can create big change.

©2008 Rymax Marketing Services, Inc.

THE KAIZEN METHODTHE KAIZEN METHOD

Don’t try to change your stripes overnight – look at small, incremental successes and work towards it.

Change

Change

Change

©2008 Rymax Marketing Services, Inc.

CIRCLING BACK…CIRCLING BACK…

• Manage your Business• Utilize 360° of Recognition• Reinforce Positive Behavior• Establish Over-Arching Objectives• Implement a Powerful Combination of

Communication, Motivation, Reward• Always Keep in Mind...

©2008 Rymax Marketing Services, Inc.

©2008 Rymax Marketing Services, Inc.

QUESTIONS?QUESTIONS?