Pay for Performance

We think it’s high time DMSRetail weighed in on the subject of Pay for Performance compensation plans.

First, let’s dispel the myth that Pay for Performance compensation plans work against a great shopping experience. This is simply not true.

In fact, quite the opposite is true. A solid, uncomplicated Pay for Performance compensation plan will enhance the shopping experience.

Those who believe the myth, do not see the big picture.

They think that the moment you offer rewards for selling, then you will have in-store fighting in the presence of the customer; that customers will be hounded by one sales person after another, and a whole host of other disastrous events taking place.

To be clear, we do understand that there are badly managed, insufficiently trained, unprofessional sales people who will, in fact, cause problems if allowed to.

Of course, as is the case with any group, there could be some bad apples and if those bad apples are allowed to continue to degrade the shopping experience for the customer then, yes, that would be a serious concern.

But what, and who, would really be at fault in those cases? Certainly not the compensation plan…probably management.

And, if management can’t correct situations like the ones mentioned above, they probably have other issues as well….probably quite a few, in fact!

Rather than dwelling on what can go wrong …let us look at the extraordinarily huge benefits to be enjoyed when a solid Pay for Performance compensation plan is properly in place.

Speaking of compensation, here’s a list of guys who very likely make (or made) considerably more money than many of their teammates: David Beckham, LeBron James, Wayne Gretsky, Sidney Crosby, Magic Johnson, Michael Jordan, Derek Jeter, Diego Maradona and Kevin Durant.

What do they have in common? They’re superstars in the world of sports, of course.

Every team needs superstars.

If everyone was paid the same amount, with no opportunity to make more, those who are more skilled or talented – and those who are willing and able to push themselves really, really hard – might go elsewhere in search of the money that is commensurate with their abilities.

Or, they may end up easing up their own performance and becoming just ‘one of the team’.

If there’s no reason to push their performance level, investing blood, sweat and tears as they say, then why do it? Of course, there are some emotional reasons and they’re very valid. But those don’t necessarily last.

In other words, the best, brightest, top – whatever you want to call it – want to be paid what they’re worth. It’s quite natural and there’s absolutely nothing wrong with that.

People who are against Pay for Performance compensation plans obviously don’t believe top performers should be rewarded accordingly; they don’t think that top performers should have the opportunity to be paid any more than bottom, or mediocre, performers. This thinking is most definitely flawed.

Almost certainly, you agree with the fact that highly skilled, top performing athletes should be rewarded more handsomely than their less skilled, lower performing teammates.

The same is true in business.

There are all kinds of sales people; with different skill levels. Some have a stronger drive to succeed than others.

Some have a talent for engaging the customer and building rapport far better than others are able to do.

Some are more dedicated to the success of the team and company than others.

Some want to make as much money as they can, as quickly as they can.

There are very few sales people, working in retail stores, who don’t think money is important.

Money may not be a motivator for people earning at the higher end of the pay scale, but it certainly is a motivator for the majority of those who are at the lower end.

A team of sales people, working in a retail store, can be likened to a sports team. The teammates will never all be the same. There will always be those who are better, or who work harder, at whatever the pursuit – be it sports or business.

Top performers should be compensated for what they’re worth so it stands to reason that we must figure out how to manage the ‘team’ and the ‘customer shopping experience’ in an environment where there is a Pay for Performance compensation plan in place.

No one says this is easy, but it will likely be easier and, certainly, won’t be any more difficult than managing these things under any other plan.

Managing your sales force and your customer’s shopping experience is a big job regardless of anything else you’re doing.

But, if you start with the premise that all of your sales people will be professionals with the best interests of the customer and the company in mind at all times and if you recruit the best people and ensure they get the training they require, then a Pay for Performance compensation plan is the only way to go.

All of your results, in anything you do – any plan, any process – will depend heavily on the ability of the Store Manager, or business owner to manage effectively.

If you do not manage effectively, hire well and train properly, you’re doomed anyway – it doesn’t matter how you compensate people.

Some think that it is more difficult to manage and to get great results – to provide the customer with an amazing shopping experience and, thus, get more sales – when a Pay for Performance compensation plan is in place when, in fact, the reverse is true.

What you see with standard compensation plans – where everyone makes pretty much the same and no one has an opportunity to make more – is a group of employees who are just minding the store, taking care of tasks, answering customer’s questions, etc.

With a solid Pay for Performance compensation plan in place, you will not see all of your sales people congregating around a cash desk or hiding near the back of the store or completing a task with their heads down; you won’t see sales people pointing the customer in the direction of whatever it is they’re looking for.

You will see sales people building rapport with customers…actually showing some care and concern for the customer who arrives in the store. You’ll find the product knowledge of your sales people is pretty sharp.

And they will try very, very hard to make their sales targets in a professional and non- threatening way because, remember, you hired professionals and trained them well and managed them effectively.

The customer’s shopping experience will be better, not worse. The sales people win, the customers win and the company wins.

Here is a tried and true formula for increasing your sales: Put a solid, uncomplicated Pay for Performance compensation plan in place and manage effectively.

PS: If you need help with compensation plans, please send an email to [email protected]

PPS: DMSRetail’s Ultimate Retail Success Collection approaches everything from a performance perspective and contains a wealth of information about how to manage effectively.

An Exciting Year

An Exciting Year

It started in late 1965. After being energized by the Goldwater campaign of 1964, I decided to find a way to make my voice heard. The vehicle I chose was the Western Kentucky University Young Republicans. At their organizational meeting, I spoke out in favor of Goldwater conservatism. The leadership had different ideas, but they seemed to want to pacify me so I was elected treasurer of the organization.

In the latter part of the 1960’s and throughout much of the 1970’s, the College Young Republicans and the regular Young Republicans were taken over, on the national level at least, by conservative forces. It was not, however, without a fierce internal struggle. On the state level in Kentucky and other areas, the moderate forces still continued to rule. This movement forced its ideas upward to the regular party apparatus until it emerged into the Reagan Revolution of the 1980’s. Many famous individuals, both moderate and conservative, cut their teeth in these wars. Donald Lukens, Paul Manafort, and Roger Stone dominated the conservative side while Karl Rove held down the moderate fort.

At a club meeting in November of 1965, I was introduced to Joan Ramey, a Young Republican activist from Owensboro. She said her group was looking for someone to oppose Louis DeFalaise as state chairman of the College Young Republicans. The moderates were presently in control, and DeFalaise was their heir apparent. I volunteered myself for the fight. She immediately sent me to Lexington to meet some University of Kentucky students who would be running my campaign. The leader of the UK group and my campaign manager was Eric Karnes. He was an extremely impressive individual. Eric was knowledgeable, convincing, and always in control. Mark Skillern was a good friend of mine at Western. He was a scholarly and intellectual type who provided me with advice on a variety of matters. Another Western supporter, but not really a friend, was Tom Evans. Tom considered himself a protégé of Congressman Tim Lee Carter whose conservative credentials were highly suspect. Tom was an excellent speaker, and if you didn’t believe it, all you had to do was ask him. He thought he was the second coming of William Jennings Bryan.

In January of 1966 I attended a Lincoln Day Banquet in Owensboro. There I met Louie Nunn who had come close to being elected governor in 1963; he would later be elected to the office in 1967. He told me he would be donating $300 to my campaign, but it would be done in secret. Also in January I attended a Lincoln Banquet in Louisville where former Vice President and future President Richard Nixon was the guest speaker. It was all pretty exciting. Tom gave one of the preliminary speeches and was praised by Nixon. In February I traveled to Murray to attend a meeting of the Murray State University Young Republicans. The group and its chairman, Alan Youngman, pledged its support for my candidacy.

At the College YR Convention, held in Louisville in March, DeFalaise and I made joint appearances in front of various college delegations. After two or three such meetings, Mark told me I needed to be more combative and challenging. He said, “You need to fight.” Up to that point I had merely been agreeing with everything my opponent said. Afterwards I tried to frame the contest as urban vs rural or small colleges vs big universities. My main opposition came from the leaders of the University of Louisville and the University of Kentucky. The key to winning was securing the support of Jack Will who headed Tri-College Club which included Bellarmine and two small female colleges in the Louisville area. Eric worked tirelessly behind the scenes to make this happen. Another critical figure was Ron Meredith of Georgetown College. He was well respected throughout the state and a good friend of Joan. A meeting was arranged between the two of us, and it was very cordial. Terry Loyd of the Henderson Community College was not a major force at the convention, but he was a very likeable supporter and became a friend. I mention him because he stuck with me the next year through thick and thin.

On the morning of the voting, I noticed a large number of delegates were wearing “I’m for Larry” stickers. One of them was Terry. Joan had provided the money, and Eric had done the organizing. All I had to do was not make any mistakes. Before the voting, both DeFalaise and I addressed the entire convention. I tried to imitate the style of Richard Nixon by being very grave and serious. Everything went well, and I was elected. Needless to say, I was on cloud nine.

During the campaign, DeFalaise said a constitution was needed for the organization. I agreed with this suggestion, and in my year as chairman, I oversaw the drafting of such a document. The delegates gathered in Owensboro for this purpose. The only thing I remember about the meeting was a serious disagreement I had with Jack Will. I can’t even remember the details of the disagreement, but he got his feelings hurt and was very upset. He was so incensed that he got the Tri-College Club to pass a censure resolution against me.

Another idea I took from DeFalaise was the organization of “Cooper Clubs.” John Sherman Cooper, a Republican senator from Kentucky, was up for reelection in 1966. I put DeFalaise in charge of this project and helped him with some of the details. To be honest, the project seemed to be some type of harebrained public relations gimmick. It pretty much existed only on paper. I wasn’t too enthused about Cooper since he was one of the more liberal senators, Republican or Democratic, Kentucky has ever had. However, I wanted to do what I could to secure his reelection since my name had been submitted by Joan to be an intern in his office. In the end it didn’t matter as Ron Meredith was the one who got the job. Someone told me I was not selected because the senator’s staff found some old letters I had sent to his office that were critical of him. It was true, and I don’t regret a word that was written. Anyway, Ron was a good guy, and I was glad for him.

As the college chairman I was automatically a member of the regular Young Republican Board. I submitted a resolution that the organization go on record as supporting the reunification of Germany. The idea was met with fierce opposition and tabled. Apparently the Board could not foresee what lay ahead in 1990.

There was a lawyer in Bowling Green by the name of Ray White. He and other Republican leaders in the community volunteered their services as unofficial advisors to the college group. I used to stop by his office and “shoot the breeze” on various matters, mainly politics. He told me Cooper and Kentucky’s other senator, Thruston Morton, sometimes hit the bottle a little too much. He said Morton once greeted a group of tourist in a drunken stupor. Ray was a bit of a moderate and was later elected as a state senator. Knowing him as I did, it was somewhat surprising that years later I noticed he was leading a group that was fighting against legalized gambling and abortion rights in Kentucky.

Back at Western, the conservative faction that I headed nominated Mark Skillern to replace Mike Houston, the moderate, as chairman. Mark’s running mate was Tom Evans. The attempt failed as Houston was reelected. Tom, however, was elected vice chairman when the moderate running for reelection to that office withdrew because of academic deficiencies. Tom then began to ingratiate himself with the moderates, and he was lost to the conservative cause. He later became the moderate candidate to replace me as state chairman, and his opponent was none other than Eric Karnes, my former campaign manager. Tom said some very harsh things about me during the campaign.

The Evans-Karnes contest was a red hot war. At the convention Mark and I almost got into a fight with Mike Houston. During the confrontation Mike said something which stuck with me. He said, “You guys have it right here” as he pounded his heart. Later I came close to fisticuffs with Alan Youngman who had transferred to UK and was a supporter of Eric. This situation had nothing to do with politics; it was personal. To his credit Alan did well in life although he did not exactly maintain his early brand of conservatism. He had a distinguished career in the armed forces and was eventually appointed Adjutant General of the Kentucky National Guard by Paul Patton, a Democratic governor. After retiring from that position in 2017, he made some rather disparaging remarks about President Donald Trump.

Eric was victorious, and the college group remained in conservative hands as it did in subsequent years. When Louie Nunn was elected governor, Eric became a part of his administrative staff. However, I heard from a reliable source that Eric was abruptly fired for doing something displeasing to the governor. As far as I know he has not done anything of political importance since the 60’s. I find this a bit strange in that he had immense organizational and intellectual talent.

Joan Ramey became the campaign manager of Doug Ford who ran a losing race for Congress against William H. Natcher in 1966. Doug and Joan later married and divorced. Also in 1966, she ran unsuccessfully for the state chairmanship of the regular Young Republicans. After 1966 Joan disappeared from the political scene; she passed away earlier this year. Louie DeFalaise was elected state representative in the 1970’s, and was appointed as a U. S. Attorney in the 1980’s by President Reagan. Reagan also appointed Ron Meredith to be a district court judge. Sadly, Ron passed away in the 1990’s when he was still a relatively young man. Tom Evans was elected in the late 60’s as state chairman of the regular Young Republicans. Afterwards, he did nothing of note from a political standpoint. Mark and I lost contact after college. I don’t know what happened to him, but I’m sure he was successful. He was one of the more compassionate and intelligent persons with which I have ever been associated. As for me, I still love politics, and I am as conservative as ever. Reagan and Trump are my heroes. However, I have not been actively involved in political organizations since that brief journey in 1966.

I received a bachelors degree in 1967 and a masters degree in 1971 from Western Kentucky University. I taught school for 44 years. One year was spent at Fordsville High School, 17 at Ohio County High School, and 26 at Trinity High School in Whitesville. The subjects I taught were government, history, and English. At Trinity I also served as coach, athletic director, and dean of students. I fancy myself a fairly good writer, and my main interests are sports and politics.

7 Most Common Strategies Involved by Expert Writers in Research Paper.

Writing a good work paper is an art itself! And it is not only for advanced scholars, but also for professional research paper writers because it is all about noting down the findings, helping to advance the empirical knowledge, and contributing to the literature.

What Is a Research Paper?

A Research paper is a piece of academic writing that includes in-depth analysis or interpretation based on the individual study. And it can also say to be a paper for scholars which contains the results of their original research.

Who Is a Research Paper Writer?

The person who prepares the scholarly paper does organizing, researches, and presents the pieces of information for the analysis.

He has the responsibility of doing immense exploration on a particular topic. He is usually known as the Lead Author.

Professional writers use the following steps or strategies while they write.

Seven Common Strategies Used by Professionals in Research Paper Writing Are as Follows:

Choose Brainstorming Keywords
US academic writers choose a topic for doing research. Then after picking the theme, assign their word to a class. And write brainstorming words on that allocated subject for at least ten days.

Make notes from Library
The library has always been the favorite place for writers in the US. So, the second strategy for effective paper writing is to choose your topic as the keyword and search out the database of library for general information. Choose newspapers and textbooks for your help.

Do Free Write-Ups
In this strategy, pen down your knowledge onto a paper, the thoughts, ideas, facts, and everything you know about the topic.

Re-read your writings and choose secondary keywords for making subtopics.

Do Final and Intense Analysis
Now, as you got your keywords, topic, and subtopics. You should find various sources you can use in your document, search in the books, hit journals, and magazines, and take online help and expert help from US Universities like Stanford, California, and Harvard. And do not forget to prepare the notes.

Making An Outline
After getting all the research material for your draft. You could put it into a structure. So, prepare an outline with the help of notes or from the findings.

Final Paper Writing
Okay, so here the main plot of your document begins! Just take help from your knowledge, notes, and outline, and start writing your Final Research Paper. Just make sure you follow the basic structure which includes introductions, body( topics, subtopics, paragraphs, transition), and conclusion. At times, you might feel that you need research paper help but, at that moment do not forget to use your creativity with words, it enhances your work paper.

Proofreading and Revision
It is the last strategy or step that each Lead US Author uses while writing. You could simply read the content again, look over it for consistency, structure, grammatical errors, and citation issues, make the necessary corrections and then submit it after assuring all your final research paper components are correct.

Final Word :

US students can compose their academic papers and get good grades by using these strategies given by research paper writers. You need not wait until the last minute is our final piece of advice. It refers to each stage of the procedure. Many tasks and uncertainties can come up when writing a research report.