1. M ARK H ANES, S ENIOR R EGIONAL S ALES M ANAGER, C ENTRAL R EGION Rymax Marketing Services, Inc.

2. ©2008 Rymax Marketing Services, Inc. W HAT ’ S G OING #O N ? …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…

3. ©2008 Rymax Marketing Services, Inc. We Have a M ANAGEMENT C RISIS

4. ©2008 Rymax Marketing Services, Inc. The key to management is “making work productive and the worker achieving.” - P ETER D RUCKER

5. ©2008 Rymax Marketing Services, Inc. 360° P ERFORMANCE R EVIEW 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.

6. ©2008 Rymax Marketing Services, Inc. B EST P RACTICES MYTH: What gets measured gets done. FACT: What gets reinforced and recognized gets done – and gets done right !

7. ©2008 Rymax Marketing Services, Inc. B EST P RACTICES Do not extinguish negative behavior...... Instead, reinforce positive behaviors

8. ©2008 Rymax Marketing Services, Inc. 360° OF R ECOGNITION

9. ©2008 Rymax Marketing Services, Inc. E NGAGE Y OUR E MPLOYEES

10. ©2008 Rymax Marketing Services, Inc. T HE 3 C RUCIAL C OMPONENTS OF AN I NCENTIVE P ROGRAM 11 22 33 Communication Motivation Reward

11. ©2008 Rymax Marketing Services, Inc. C OMMUNICATION The 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

12. ©2008 Rymax Marketing Services, Inc. M OTIVATION 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! 1 2 3 45 Everyone Wins!!!

13. ©2008 Rymax Marketing Services, Inc. R EWARD 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!

14. ©2008 Rymax Marketing Services, Inc. T HE C OMPONENTS IN A CTION 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.

15. ©2008 Rymax Marketing Services, Inc. T HE C OMPONENTS IN A CTION Communication: The NYC theme is carried out on posters, eblasts, and intranet posts relating to the program.

16. ©2008 Rymax Marketing Services, Inc. T HE C OMPONENTS IN A CTION Motivation : 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! ”

17. ©2008 Rymax Marketing Services, Inc. T HE C OMPONENTS IN A CTION Reward: Build up motivation with rewards that are useful and impressive.

18. ©2008 Rymax Marketing Services, Inc. G OALS Types of Goals: – Corporate – Departmental – Service Awards All goals should be Strategic, Measurable, and Obtainable!

19. ©2008 Rymax Marketing Services, Inc. M ANAGEMENT R ECOGNITION

20. ©2008 Rymax Marketing Services, Inc. P EER R ECOGNITION By Nomination – Email respective managers – Managers decide how to award points – Gives a voice to all levels of employees

21. ©2008 Rymax Marketing Services, Inc. C ASE S TUDY Insurance Business – Micro/Macro Structure – 3 Corporate Objectives – 3 Departmental Objectives – 3 Individual Objectives * Highest Production in Company History * Lowest Turnover in Company History

22. ©2008 Rymax Marketing Services, Inc. T HE B UTTERFLY E FFECT Even the smallest activity can create big change.

23. ©2008 Rymax Marketing Services, Inc. T HE K AIZEN M ETHOD Don’t try to change your stripes overnight – look at small, incremental successes and work towards it. Change

24. ©2008 Rymax Marketing Services, Inc. C IRCLING B ACK … 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...

25. ©2008 Rymax Marketing Services, Inc.

26. Q UESTIONS ?