ALEXANDRIA, VIRGINIA (August 27, 2001) – Graphic arts firms attempting to get a handle on how to pay their sales staff for new jobs and repeat orders, as well as provide attractive offers to keep work flowing finally have snapshot into this arena with Sales Compensation and Incentive Plans Samples from the Industry, a new publication released by the Printing Industries of America (PIA), Incorporated. The new publication, produced in conjunction by PIA’s Printing Industry Financial Executives Section (PIFE), the Sales and Marketing Executives Section (S&ME), and the Human Relation Department, becomes available at Print ’01, September 6-13, McCormick Place, Chicago, Illinois. In the forward to the to the Study, Tom Stubbs, chairman of the PIFE Advisory Council, and Mike Oslund, S&ME Advisory Council chairman, write, "It amazes us that a publication such as this one has not been published before. Apparently, no printing-related association or oganization has taken on the task of publishing sample sales compensation plans directly from the graphic arts industry." Stubbs and Oslund continue: "Many associations and organizations have published countless books and articles on how to write and administer these plans, but no one has given true examples. Instead of starting with a blank piece of paper, the user of this book has a template to work from. This publication of sample sales compensation plans gives the reader language to start with so he or she may apply the principles from all the ‘how-to’ books and articles." Stubbs, vice president and chief financial officer of Stevens Graphics, Incorporated, Atlanta, Georgia, explained the reason behind creating Sales Compensation and Incentive Plans Samples grew out of repeated committee discussions on how to address the topic. Oslund is sales manager for Bolger Concept to Print, Minneapolis, Minnesota. Much of the publication provides sales compensation and incentive plans broken down by company size. The ranges include the following: one-50 employees, 51-100 employees, 101-250 employees, and firms employing 250 or more employees. The 92-page publication also includes a chapter titled Customer Service Representative Compensation and Incentive Plans, an appendix that details the questionnaire, descriptions of PIFE and S&ME, a list of other PIA and Graphic Arts Technical Foundation (GATF) publications and a colophon. The publication contains a variety of commission plans for a range of differently structured companies. It further provides compensation rates based on different profit margins and sales dividends. The cost to PIA/GATF members is $99, and the non-member price is $199. Further ordering information is as follows: ISBN 0-88362-383-8 PIA Catalog No. 1730 First Edition First Printing, September 2001 Orders to: PIA/GATF Orders PO Box 1020 Sewickley, Pennsylvania 15143-1020 Phone (U.S. only): 800/662-3916 Phone (Canada only): 613/236-7208 Phone (all other countries): 412/741-5733 Fax: 412/741-0609 Online: The GAIN Bookstore Table of Contents Foreword...vii Introduction...1 Sales Compensation and Incentive Plans by Company Size...3 1–50 Employees...3 51–100 Employees...21 101–250 Employees...37 250+ Employees...73 CSR Compensation and Incentive Plans...83 Appendix: Call for Sales and CSR Compensation and Incentive Plans...85 About S&ME...89 About PIFE...89 About PIA...90 About GATF...90 Publications of Interest from PIA/GATF...91 Colophon...92