Incentives and Recognition
Gillian Tierney
Vice President Human Resources
2011
Agenda
Company Overview
Philosophy
Incentive Programs
Recognition Programs
Taxes
Budget
Things to avoid
© Copyright 2007 Newmarket International Inc.
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About Newmarket International
Newmarket International, Inc. is the leader in
delivering group sales, catering and banquet
software solutions to the global hospitality
and entertainment industries
325+ employees worldwide with offices in
Portsmouth, California, London, Singapore,
and China
© Copyright 2007 Newmarket International Inc.
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Incentives vs. Recognition
Incentive:
Recognition:
something that
incites or tends to
incite to action or
greater effort
the acknowledgment
of achievement,
service, or merit
© Copyright 2007 Newmarket International Inc.
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Newmarket’s Philosophy
Incentives and recognition are tied to company
goals, values, customer service, and performance
© Copyright 2007 Newmarket International Inc.
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Incentive
Programs
EBITDA Bonus Program
Program for employees to share in NI’s success!
EBITDA--Earnings Before Income Tax, Depreciation
and Amortization expenses
EBITDA Profit Sharing Bonus for eligible employees
Eligibility—employees not in any other incentive or commission
program
New hires joining October 1st or earlier; pro-rated by start
date
% of base pay based on position
Bonuses paid if NI meets 100% of target
© Copyright 2007 Newmarket International Inc.
Other Incentives
Merit based salary reviews
Commission incentive for sales
President’s Club for Sales
Stock options
Contests
Green incentives
© Copyright 2007 Newmarket International Inc.
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Wellness Incentives
Biggest Loser Contest - $250 prize
$250 raffle to complete a HRA
Lower premium for High Deductible Health plan
© Copyright 2007 Newmarket International Inc.
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Rewards and Recognition
Programs
General Strategies
Tie to goals, values, service, and performance
Mix of core and new programs
Mix of management and peer recognition
Mix of public and private
Mix on monetary and nonmonetary
Rewards for fun
Celebrate Success
© Copyright 2007 Newmarket International Inc.
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People’s Choice Award
People’s Choice Award
Quarterly award to acknowledge an outstanding employee
Winner receives a 3 day trip
Nominated and selected by employees
Awarded at quarterly company meeting
© Copyright 2007 Newmarket International Inc.
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Peer/Manager Recognition
FWD Award
Employee recognition program
Aligned with company marketing theme
Employees complete FWD coupons to earn points
© Copyright 2007 Newmarket International Inc.
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FWD Awards
Each recognition earns 1 point for the following
prizes:
1st Point= NI FWD Key Chain
3rd Point= NI FWD Water Bottle
5th Point=NI FWD Hooded Sweatshirt
10th Point= Raffle for $250 Amex Gift Card
© Copyright 2007 Newmarket International Inc.
Give’ em the Pickle
Newmarket’s Customer Service Training Program
© Copyright 2007 Newmarket International Inc.
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Years of Service Awards
5 years - desk set and $50
10 years- clock and $100
15 years – crystal award and $150
© Copyright 2007 Newmarket International Inc.
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Management Recognition
Thank you
Private recognition
Events
Celebrate Wins Newsletter
© Copyright 2007 Newmarket International Inc.
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Rewards for Fun
½ day Fridays
Give A Ways
Company Meeting Games and Prizes
Family Events—Summer BBQ, Halloween
Free tickets to museums and other venues
Causal Dress Code
New baby blankets
© Copyright 2007 Newmarket International Inc.
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Rewards for Fun
Joy Gang
Monthly Employee Social/Fun Events
Roller skating
Bowling nights
Nacho Bar on Cinco de Mayo
Ice Cream Truck
Cooking/Baking contests
Bingo
Food, food, and more food
© Copyright 2007 Newmarket International Inc.
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Rewards for Giving
Newmarket provides employees with 2 volunteer days per year!
© Copyright 2007 Newmarket International Inc.
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Fringe Benefit Tax
We typically don’t tax:
Anniversary gifts for years of service
Meeting give-a-ways (sweatshirts, movie passes, etc..)
Prizes (water bottles, water country tickets, key chains)
Gift certificates
We typically tax high value awards such as:
Trips (People’s Choice, President’s Club)
High value sports tickets
High dollar cash awards
We make our best effort
© Copyright 2007 Newmarket International Inc.
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Budget and Management Buy In
© Copyright 2007 Newmarket International Inc.
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Things to avoid
© Copyright 2007 Newmarket International Inc.
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Thank you and questions
Table Discussion
What incentive and recognitions programs do you
already have in place?
What are your biggest challenges with incentive and
recognition programs?
What is one item you can take away from this
session today to implement at your company?
© Copyright 2007 Newmarket International Inc.
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Incentive & Recognition Programs
Karen Brieger
Bottomline Technologies
9,000+ Global
Portland, ME
Marlton, NJ
East Brunswick, NJ
Customers
Raleigh, NC
Alpharetta, GA
80 of the Fortune 100
70 of the FTSE 100
1,000+
Reading, UK
Employed
Linden,Germany
La Défense, France
Worldwide
Hertford, UK
London, UK
Hook, UK
Portsmouth, NH
Great Neck, NY
Wilton, CT
Offices in
US, EMEA &
Asia-Pac
NASDAQ:
EPAY
Revenue $189M
Melbourne, AUS
New Zealand
Guiding Principles
• Focus on Customers and Commit to Their Success
• Innovate, Communicate, Win and Grow
• Work With and For Each Other
• Do the Right Thing
• Create and Grow Sustained Business Value
• Be a Company of Which All Can Be Proud
C1 – First Class Customer Care
• Walk in the customers shoes
• ‘Know Your Customer’
• Grow our business through service excellence
• Identify business areas where C1 can have a bigger impact
• Ensure we have the skills and capabilities to effectively
communicate and execute against our C1 goals
Programs
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Thank you’s
“Happy Monday”
Newsletter
Employee of the Quarter
C1 Customer Execution Award
On-The-Spot Bonus
Project based bonus/rewards
Training opportunities
Programs
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Quarterly bonus (all levels)
Training opportunities
Challenging work opportunities
Equity Awards
Gift Cards
Wins!
Tenure – Only 10 year
Food!
Housekeeping
• Taxes
• Budgets
• Administration
Recommendations
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Different people, different motivations
Drive your culture
Thank you goes along way
Incent the right behaviors
Don’t be afraid to try
Incentives and Recognition
Dawn Barker
VP of Human Resources
About RiverWoods
RiverWoods is a continuing care
retirement community, located in Exeter,
NH. We have three campuses that enrich
the freedom of senior living while easing
the challenges of aging.
 475+ employees throughout the three
campuses.

RiverWoods’ Philosophy
Incentives and recognition are tied to our
commitments and core values. They are
an expression of the relationship shared
between residents and staff.
 Our commitment to staff and residents to
encourage personal growth and remain at
the forefront of excellence in senior
living.

Incentives
Wellness Incentives

The goal of the program is to create
opportunities for everyone to achieve
their optimal health and well being.
Everyone’s wellness journey looks
different and RiverWoods wants to help
each employee on their journey by
providing resources and support to help
them achieve their optimal health.
Wellness Incentives

Each employee has the opportunity to earn
$275.00 over the fiscal year, July 1, 2011 to
June 30, 2012.
◦ $50.00 for having your annual physical and
“knowing your numbers” (all employees)
◦ $75.00 for completing the Harvard Health
Questionnaire (benefits eligible employees)
◦ $100.00 for Dream Activity/Employee Physician
Initiative (all employees)
◦ $50.00 Participation in Get Fit in May 5k Event or
another like event (all employees)
Incentive in Action
Wellness Incentive Challenges
Human Behavior
 Everyone is motivated by something
different
 Payroll/Taxes
 Communication

Financial Incentives
Based on our compensation philosophy
 Offered based upon goals and business
objectives.
 For some positions base plus bonus
 Exceptional Job
 Snow Bonus
 Above and beyond

Recognition
Gold Level Service
Employees are nominated by anyone in
community
 Employee Committee
 Service Recognition Awards
 Gold Level Service Awards

Gold Level Service
Recognized at Quarterly All Employee
Meeting
 Nomination read by manager
 Annual Recognition Dinner

Instant Recognition
Available in various areas throughout
communities
 Small note cards
 Anyone can recognize someone else
INSTANTLY!

Departmental Recognition
ES Week/Prizes and Games
 Nursing Week
 Pat on the Back
 Hand written notes
 Private Recognition

The Power of Thank You
Leadership Development
 Positive Work Environment

Years of Service
Quarterly All Employee Meetings
 One Year – pin/certificate
 Five Years – item from employee store
 Ten Years - $100
 Fifteen Years - $250

Thanksgiving
$20.00 Market Basket Gift Card
 Letter from CEO
 Can donate to a local food bank

Informal Recognition
Cornerstone of our communities
 Relationship between residents and staff
 Celebrate each other

Fringe Benefit Tax
Gross up wellness incentives and RW
pays the tax, run incentives through
payroll
 We do not tax other awards/incentives

Budget and Management Buy-In
Each department has budget for
recognition
 HR develops organization’s budget
 Management buy-in, link between
mission/culture

Challenges
Link incentives and rewards with what the
organization’s goals/strategy is
 Everyone is an individual
