Music City plays host to converters attending the Flexographic Technical Assn.'s annual conference and exhibition.Read more
Folding carton and corrugated converters will find equipment displays and educational opportunities in die-cutting, foil stamping, embossing, and more.Read more
How well do you understand the relationship between your films and your corona treater?Read more
EVOH allows conversion from foil and metallized film laminations to co-extruded barrier films.Read more
News | New Products
The iAmp2 amplifier reportedly saves set-up time and simplifies web tension measurement
The reports shows the material known as nylon has a number of applications, including some found in the converting industry
ECG seminar will feature a wide range of topics and break-out sessions
The Novamelt location in Germany, where hot melt p-s adhesives are produced, is expected to play a key role in the integration of the two companies
According to a study from the Corrugated Packaging Alliance, shipping in corrugated containers saves 10.4 percent annually compared to RPCs
The 2015 North American Paperboard Packaging Competition, which recognizes excellence through the entire converting process, is accepting entries
A recent show in China was the occasion for the introduction of the modular ‘Concept’ and a carbon fibre chamber doctor blade
Directories | Reports
PFFC brings you exclusive White Papers from our online sponsors.
Visit Kelly on Static from Static control expert Dr. Kelly Robinson, president of Electrostatic Answers; Kelly has 27+ years of experience in problem-solving and consulting.
Visit Tim's Web Lines to handle and wind your paper, film, foil, and similar products. Take advantage of Tim’s 25+ years just like over 100 converters have.
Visit Mark's Coating Matters from fluid coating expert Mark D. Miller; Process improvement and project management for precision roll-to-roll coating applications.
Visit Marketing Mojo for dynamic marketing insights from Stephanie Millman that inspire new ideas on how to stay on top of your customer’s mind.
Visit Yo’s Yarns to share the thoughts, impressions, experiences, and news that impact the converting industry. . . or anything else that happens to be on her mind!
Visit Tom's Poly Ploys, where Tom will be writing on various topics that the typical polymer processor would encounter on the job.
- August 22, 2013
Let’s remove some of the insanity from the sales process. We have a very different customer these days thanks to changes in online resources. It’s time to rethink how you approach the market with incentives for your frontline sales force. Are your commission structures actually promoting behaviors that keep your revenue growth stagnant?
First, double-check your sales model. Commissions need to promote behaviors you want your salespeople to execute. What percent of sales growth is tied to new products or services versus reorder of existing ones? It’s human nature to sell what you are comfortable with, but the point of having a professional sales team is to push the bounds of your customers' comfort zone and move them into higher efficiencies and/or quality with your new technology. If the commission is the same on new and existing products, it’s much easier for a salesperson to have a customer reorder product instead of stretching him/her to purchase the new technology. There are issues with new technology that justify the increased commission… education, cost justification, challenges of new installation, and more. External sales teams should focus on new product sales, experiencing high commission incentives for selling new technology and low commission incentives for reselling existing products, which can be handled by more of an order-taker skill set.
Stop motivating your expensive field sales team with incentives to be “order takers.” Spread incentives wider than field sales, but keep that frontline team lathered in income potential. Top salespeople should make more money than their managers if your incentive structure is properly set up. If done correctly, you will slow down the craziness of trying to grow sales by doing the same things you’ve always done and increase organic, sustainable long-term growth with properly motivated sales and marketing team members.