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DEI2 Steve Nickelsen: New Trends in Compensation – Getting Past “Percentage of the Gross”

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Product Description

(Recorded Webinar)
Presenters: Steve Nickelsen of Nickelsen Partners and Chris Harrell of Chris Harrell Consulting
Original Air Date: September 8, 2011
Program Length: 110 minutes

What are the new compensation alternatives? What will motivate Gen “Y”? What if they don’t like your lollypops? Possible friction between Gen “Y” and current Gen “X” managers? With Special Guest and Gen “Y” Consultant – Chris Harrell.

Almost since the beginning of auto retailing, the pay plans have been “a percentage of the gross profit.” It is just not working as well as it did before (if it every really performed). With 70 million Gen “Y” in the workforce, their seemingly quirky attitudes and expectations cry out for a “new way” to pay and manage your managers and your sales staff. So, what kinds of pay plan changes are successful, forward-thinking dealers bringing into play? And will these new compensation models help you reach your goals?

You will learn:
Why “percentage of the gross” is not working as well as it used to
How to identify clear-cut goals in your compensation planning
How you can balance the needs of newer Gen “Y” sales staff with very different needs of older generation staff members
Case Studies of several dealerships that have tackled this challenge and a report on their successes and progress
Exactly what does motivate Gen “Y” and how does differ from traditional showroom command and control models
Why this new generation doesn’t respond to traditional “Help Wanted” ads – and some samples of ads that do work
Why this generational change may pose the biggest challenge to car dealers in decades

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DEI2 Steve Nickelsen:  New Trends in Compensation – Getting Past “Percentage of the Gross”

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