Incentive - May 2008 - (Page 8) MAY 2008 www.incentivemag.com EDITOR’S NOTE Solutions For Tough Times ou don’t have to read the latest headlines to know that there is a recession going on. And the media industry—especially traditional media, like television, radio, magazines and newspapers—has seen ad revenue drop considerably. Even Incentive magazine is not immune. But there’s also an upside. In our cover story, “How to Save Media,” writer A.E. Smith points out that online advertising is up, and to compete in the current market some companies are taking a more strategic approach to selling. The story starts on page 16. One of our cover subjects, Scott Andrews, is helping those companies. He started MediaAscent to sell reward programs to media companies. He says to survive, media salespeople will have to become consultants, and by having an effective rewards program, companies can help salespeople make these changes by rewarding behavior—rather than just sales figures. In Rob Carey’s story, which starts on Jennifer Juergens with Michael Stevenson of South page 28, “Make a Second-Half Rally” we African Airways enjoying business class to Johannesburg also touch on the economy. Incentive while reading their favorite magazine; look for Juergens’ experts say firms can adjust their programs upcoming story on South Africa to get the most out of 2008 in this down Photo taken with a Sony Cyber-shot DSC-H7 economy. You’ll see how. You’ll also see what’s happening to the budgets and management of sales incentive programs in our latest original research, the 2008 Sales IQ Report. That starts on page 36. New this month, Incentive welcomes guest columnist Christi Gibson, the executive director of Recognition Professionals International (RPI), formerly NAER. Her column, called Recognition@Work (page 38) will focus on workplace issues, and online Gibson will answer questions at www.incentivemag.com/recognition. Gibson is also featured in our Incentive Interview this month (page 22). Editorial and Executive Offices 770 Broadway, New York, NY 10003-9595 (646) 654-4500, Fax (646) 654-7650 Group Publisher Daniel J. Corcoran Y EDITORIAL (646) 654-4500 Editor in Chief Jennifer Juergens (646) 654-4485 Senior Editor Leo Jakobson Managing Editor Alex Palmer Associate Editor Anne Marie D. Lee Online Editor Stacy Straczynski Contributing Editor Julie Barker Editor at Large Jeanie Casison Special Projects Director Karen Gines Research Director Nancy Lazarus ART Art Director Jennifer Ruf (646) 654-7704 PRODUCTION Production Manager Anita Wise (646) 654-7298 CIRCULATION, SUBSCRIPTION & ADDRESS CHANGES (847) 763-9050, Fax (847) 763-9037, E-mail iv@halldata.com LIST RENTAL Postal info (845) 731-2731, E-mail info (845) 731-3854 REPRINTS Mike Shober (800) 290-5460 x129, incentive@theYGSgroup.com PERMISSIONS & LICENSING Barbara Grieninger (646) 654-4675, barbara.grieninger@nielsen.com MEDIA KIT www.managesmarter.com/mediakits ADVERTISING Associate Publisher Monique Agaliotis (646) 654-7638 Central Midwest Marvel Jasnoch (507) 663-1480 Great Lakes Region Jason Wafalosky (610) 792-2481 West Coast Peter Edmunds (714) 963-3499 Travel only-Southeast, NY/New England, Caribbean, and International Ad Director Jeff Bush (239) 481-6544 Travel only-Hawaii Sharon Freeark (626) 578-0700 MARKETING Marketing Director Robert Kuwada (646) 654-5159 Marketing Associate Jennifer Ginsberg (646) 654-7210 Enjoy the issue. Jennifer Juergens Editor in Chief jennifer.juergens@nielsen.com President: Greg Farrar • Senior Vice President, Human Resources: Michael Alicea • Senior Vice President, Marketing: Mark Hosbein • Senior Vice President, Finance: Derek Irwin • Senior Vice President, Entertainment: Gerry Byrne • Senior Vice President, Marketing, Media & Visual Arts: Sabrina Crow • Senior Vice President, Retail: David Loechner • Senior Vice President, Online: Linda McCutcheon • Senior Vice President, Building & Design: Joe Randall • Senior Vice President, Central Services: Mary Kay Sustek • Vice President, Licensing: Howard Appelbaum • Vice President, Manufacturing & Distribution: Jennifer Grego • Vice President, Audience Marketing: Joanne Wheatley 8| Incentive | May 2008 | incentivemag.com http://www.incentivemag.com http://www.managesmarter.com/mediakits http://www.incentivemag.com/recognition http://incentivemag.com
Table of Contents Feed for the Digital Edition of Incentive - May 2008 Incentive - May 2008 Contents Editor's Note: Turn to Incentives in Hard Times In The News: At IMRA Conference, Trade Show Talk; In Utah, Team-Building Trauma Cover Story: Can Incentives Save the Media Business? Incentive Interview: Our New Columnist, Christi L. Gibson Case Study: Architecture Firm WESKetch Builds a Recognition Plan Incentives in a Recession: Advice on Adjusting Your Plan Office Bullies: The Scourge of the Workplace Can Be Reined In Original Research: Incentive Sales IQ Report Recognition@Work: Stop Driving Your Top People Away Incentive Primer: Ways to Foster Creativity in Your Organization Travel News Puerto Rico: Shining Star's Trendy Makeover Mexico: Cancun and Cabo Still Have It Potentials Here and Now Luggage and Leather Goods Gift Cards: F&B Advertiser Index Last Word: Stanley Bing Gives Wimpy Bosses a Nuggie Incentive - May 2008 Incentive - May 2008 - Incentive - May 2008 (Page Cover1) Incentive - May 2008 - Incentive - May 2008 (Page Cover2) Incentive - May 2008 - Incentive - May 2008 (Page 3) Incentive - May 2008 - Incentive - May 2008 (Page 4) Incentive - May 2008 - Contents (Page 5) Incentive - May 2008 - Contents (Page 6) Incentive - May 2008 - Contents (Page 7) Incentive - May 2008 - Editor's Note: Turn to Incentives in Hard Times (Page 8) Incentive - May 2008 - Editor's Note: Turn to Incentives in Hard Times (Page 9) Incentive - May 2008 - In The News: At IMRA Conference, Trade Show Talk; In Utah, Team-Building Trauma (Page 10) Incentive - May 2008 - In The News: At IMRA Conference, Trade Show Talk; In Utah, Team-Building Trauma (Page 11) Incentive - May 2008 - In The News: At IMRA Conference, Trade Show Talk; In Utah, Team-Building Trauma (Page 12) Incentive - May 2008 - In The News: At IMRA Conference, Trade Show Talk; In Utah, Team-Building Trauma (Page 13) Incentive - May 2008 - In The News: At IMRA Conference, Trade Show Talk; In Utah, Team-Building Trauma (Page 14) Incentive - May 2008 - In The News: At IMRA Conference, Trade Show Talk; In Utah, Team-Building Trauma (Page 15) Incentive - May 2008 - Cover Story: Can Incentives Save the Media Business? (Page 16) Incentive - May 2008 - Cover Story: Can Incentives Save the Media Business? (Page 17) Incentive - May 2008 - Cover Story: Can Incentives Save the Media Business? (Page 18) Incentive - May 2008 - Cover Story: Can Incentives Save the Media Business? (Page 19) Incentive - May 2008 - Cover Story: Can Incentives Save the Media Business? (Page 20) Incentive - May 2008 - Cover Story: Can Incentives Save the Media Business? (Page 21) Incentive - May 2008 - Incentive Interview: Our New Columnist, Christi L. Gibson (Page 22) Incentive - May 2008 - Incentive Interview: Our New Columnist, Christi L. Gibson (Page 23) Incentive - May 2008 - Incentive Interview: Our New Columnist, Christi L. Gibson (Page 24) Incentive - May 2008 - Incentive Interview: Our New Columnist, Christi L. Gibson (Page 25) Incentive - May 2008 - Case Study: Architecture Firm WESKetch Builds a Recognition Plan (Page 26) Incentive - May 2008 - Case Study: Architecture Firm WESKetch Builds a Recognition Plan (Page 27) Incentive - May 2008 - Incentives in a Recession: Advice on Adjusting Your Plan (Page 28) Incentive - May 2008 - Incentives in a Recession: Advice on Adjusting Your Plan (Page 29) Incentive - May 2008 - Incentives in a Recession: Advice on Adjusting Your Plan (Page 30) Incentive - May 2008 - Incentives in a Recession: Advice on Adjusting Your Plan (Page 31) Incentive - May 2008 - Office Bullies: The Scourge of the Workplace Can Be Reined In (Page 32) Incentive - May 2008 - Office Bullies: The Scourge of the Workplace Can Be Reined In (Page 33) Incentive - May 2008 - Office Bullies: The Scourge of the Workplace Can Be Reined In (Page 34) Incentive - May 2008 - Office Bullies: The Scourge of the Workplace Can Be Reined In (Page 35) Incentive - May 2008 - Original Research: Incentive Sales IQ Report (Page 36) Incentive - May 2008 - Original Research: Incentive Sales IQ Report (Page 37) Incentive - May 2008 - Recognition@Work: Stop Driving Your Top People Away (Page 38) Incentive - May 2008 - Recognition@Work: Stop Driving Your Top People Away (Page 39) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 40) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 41) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 42) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 43) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 44) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 45) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 46) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 47) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 48) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 49) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 50) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 51) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 52) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 53) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 54) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 55) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 56) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 57) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 58) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 59) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 60) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 61) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 62) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 63) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 64) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 65) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 66) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 67) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 68) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 69) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 70) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 71) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 72) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 73) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 74) Incentive - May 2008 - Incentive Primer: Ways to Foster Creativity in Your Organization (Page 75) Incentive - May 2008 - Travel News (Page 76) Incentive - May 2008 - Travel News (Page 77) Incentive - May 2008 - Travel News (Page 78) Incentive - May 2008 - Travel News (Page 79) Incentive - May 2008 - Travel News (Page 80) Incentive - May 2008 - Puerto Rico: Shining Star's Trendy Makeover (Page 81) Incentive - May 2008 - Puerto Rico: Shining Star's Trendy Makeover (Page 82) Incentive - May 2008 - Puerto Rico: Shining Star's Trendy Makeover (Page 83) Incentive - May 2008 - Puerto Rico: Shining Star's Trendy Makeover (Page 84) Incentive - May 2008 - Mexico: Cancun and Cabo Still Have It (Page 85) Incentive - May 2008 - Mexico: Cancun and Cabo Still Have It (Page 86) Incentive - May 2008 - Mexico: Cancun and Cabo Still Have It (Page 87) Incentive - May 2008 - Mexico: Cancun and Cabo Still Have It (Page 88) Incentive - May 2008 - Mexico: Cancun and Cabo Still Have It (Page 89) Incentive - May 2008 - Potentials Here and Now (Page 90) Incentive - May 2008 - Potentials Here and Now (Page 91) Incentive - May 2008 - Potentials Here and Now (Page 92) Incentive - May 2008 - Luggage and Leather Goods (Page 93) Incentive - May 2008 - Luggage and Leather Goods (Page 94) Incentive - May 2008 - Luggage and Leather Goods (Page 95) Incentive - May 2008 - Gift Cards: F&B (Page 96) Incentive - May 2008 - Gift Cards: F&B (Page 97) Incentive - May 2008 - Advertiser Index (Page 98) Incentive - May 2008 - Advertiser Index (Page 99) Incentive - May 2008 - Advertiser Index (Page 100) Incentive - May 2008 - Advertiser Index (Page 101) Incentive - May 2008 - Advertiser Index (Page 102) Incentive - May 2008 - Advertiser Index (Page 103) Incentive - May 2008 - Advertiser Index (Page 104) Incentive - May 2008 - Advertiser Index (Page 105) Incentive - May 2008 - Last Word: Stanley Bing Gives Wimpy Bosses a Nuggie (Page 106) Incentive - May 2008 - Last Word: Stanley Bing Gives Wimpy Bosses a Nuggie (Page Cover3) Incentive - May 2008 - Last Word: Stanley Bing Gives Wimpy Bosses a Nuggie (Page Cover4)
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