How to Run Successful Incentive Schemes - Hardcover

Fisher, John G

Hardcover

ISBN 10: 0749443960 ISBN 13: 9780749443962

Publisher: Kogan page, 2005

Synopsis

The biggest asset for any organisation is a well-motivated workforce. Motivation breeds productivity which in turn generates profit: the key to a healthy future. But how many employees ever reach their potential at their place of work? Almost everyone has the capacity to perform better, and it is a shrewd manager who recognises that performance improvement programmes should be part of any long-term business plan.

Clearly set out, this third edition offers practical advice for any manager or director wishing to construct an effective motivation programme or incentive scheme for staff, salespeople or distributors. The topics covered include: the profit potential, the 'human audit', constructing the programme, building the budget, rewards effectiveness, flexible benefits, incentive travel, measuring performance, recognition systems.

Using relevant case histories from around the world, this new edition of How to Run Successful Incentive Schemes now contains updated information in keeping with the latest developments on the Internet and new software advances. Now endorsed by the Institute of Sales Promotion as a recommended text, it is a must-have primer for anyone with the responsibility for improving performance at work.

About this title

About the Author

After taking a degree in languages at Oxford, John G Fisher started his business career in direct marketing and the insurance industry before establishing one of the country's leading performance improvement agencies. He specialisesin employee incentives, staff communication and conference/event planning. He is a regular columnist in the marketing press.

From the Inside Flap

FRONT FLAP:

The biggest asset for any organization is a well-motivated workforce. Motivation breeds productivity, which in turn generates profit: the key to a healthy organization. But how many employees ever reach their potential at their place of work? Almost everyone has the capacity to perform better, and it is a shrewd manager who recognizes that performance improvement programmes should be part of any long-term business plan.

Clearly set out, this new edition of How to Run Successful Incentive Schemes offers practical advice for any manager wishing to construct a motivational scheme for staff, sales people or distributors. The topics covered include the profit potential, the "human audit", constructing the programme, building the budget, rewards effectiveness, flexible benefits, incentive travel,
measuring performance and recognition systems.

Filled with case studies from around the world as well as updated information in keeping with the latest developments on the internet and new software advances, and now endorsed by the Institute of Sales Promotion as a recommended text, this is an essential guide for anyone involved in employee performance improvement.

REAR COVER:

"An essential reference source for any manager."

Institute of Directors News

"John Fisher s book is an invaluable guide to reaping that
essential harvest of improved performance."

Robert Heller, founding editor of Management Today
and business management expert

"No one covers the ground so clearly and succinctly."

Rob Davidson, Senior Lecturer in Business,
Travel and Tourism, University of Westminster

This revised third edition, which is now endorsed by the Institute of Sales Promotion, includes up-to-date and relevant information for anyone who has the responsibility for developing employee performance and maximizing profit potential. How to Run Successful Incentive Schemes covers all aspects of performance improvement in a comprehensive and accessible way, including:

The profit potential;
The "human audit";
Constructing the programme;
Building the budget;
Does more money motivate?;
Flexible benefits;
Incentive travel: everyone s top reward;
Tangibles: merchandise;
Tangibles: vouchers and services;
Events;
Measure, monitor, mirror;
Recognition systems;
The future of incentives.

How to Run Successful Incentive Schemes is a must-have for managers, HR professionals, and academics and students alike.

REAR FLAP:

After taking a degree in languages at Oxford, John G Fisher started his business career in direct marketing
and the insurance industry before establishing one of the country s leading performance improvement agencies. He specializes in employee incentives, staff communication and conference/event planning. He is a regular columnist in the marketing press and is the author of How To Beat Your Competitors, How To Run a Successful Conference and E-Business for the Small Business, all published by Kogan Page.

Excerpt. © Reprinted by permission. All rights reserved.

1. The profit potential

Improving performance

Where should you begin?

Specific incremental profit

2. The human audit

Human audit guidelines

Company performance

Personnel inventory

Digging deeper

Understanding job roles in detail

Recruiting the decision makers

Taking an overall view

Testing your presentation

3. Constructing the programme

Motivation theory

Performance improvement in practice

Isolating the objectives

Quantitative objectives

Incentive techniques for individual participants

Variations for team participants

The middle-band concept

How long should the incentive programme last?

Rules and regulations

Tiered reward systems

4. Building the budget

The concept of incremental profit

Cost headings

5. Does more money motivate?

Basic salary

Salary plus commission

Performance-related pay (PRP)

Money - the worst motivator

6. Flexible benefits

Benefits as security

Benefits as loyalty incentives

The stages of effective communication

Tax, insurance and financial planning issues

Administration

Is choice of benefits motivational?

7. Incentive travel: everyone's top reward

Extraordinary rewards

Promising the earth

Making incentive travel different

Trends in incentive travel

Individual incentive travel

Significant product factors

Other means of transport

Forward planning of destinations

8. Tangibles: merchandise

Merchandise catalogues

Invent your own catalogue!

9. Tangibles: vouchers and services

Advantages of vouchers

Redeeming features: 'universal' vouchers

Disadvantages of vouchers

Administration

Voucher promotion

'Designer awards'

Developing technology

10. Events

Meetings and conferences

Hosted weekend incentives

Group activities

Staff parties

11. Measure, monitor, mirror

Measure

Monitor

Mirror

12. Recognition systems

Why recognition works

Types of corporate recognition

Club concepts

Distributor clubs

Frequent buyer/loyalty programmes

Informal recognition

13. The future of incentives

Edition details

• Publisher: Kogan page
• Publication date: 2005
• Language: English
• ISBN 10: 0749443960
• ISBN 13: 9780749443962
• Binding: Hardcover
• Edition number: 3
• Number of pages: 256