Show Me the Money! 214 Special Awards for Special Achievements Another type of incentive compensation is recognition and extra pay for special achievements of teams and individual members. One example is that of the Footloose Shoe Store chain, which instituted campaigns periodically to emphasize various aspects of its work. One campaign, for ex- ample, centered on increasing sales of "add-ons" (accessories for customers who have just pur- chased shoes at a store). The campaign, which lasted four weeks, began with rallies at a banquet hall in each region in which the chain operated. Staff members from all the stores in the region assembled in a party atmosphere, where food, balloons, door prizes, and music set the mood as the program was kicked off. Each store was designated as a team. Footloose announced that prizes would be awarded, includ- ing $2,000 to be divided among all the team members (both sales and support people) of the winning team. The salesclerk who made the most personal add-on sales in the region would receive $500, and the sales clerk who made the most add-on sales in each store would receive $100. The cam- paign was reinforced by weekly reports on the standings of each team and each salesclerk. Team Builder Tailor your incentive plan to what the company wants to accomplish. Create innovative programs that will motivate workers to help the company meet its goals. The result was not only a significant increase in accessory sales for that period, but an increase in regular shoe sales, attributed to the excitement and enthusiasm generated by the campaign. An- other party was held to present awards and recognize winners. Footloose runs three or four cam- paigns every year. Xerox is another company that adds financial reward to recognition. To encourage team participa- tion, special bonuses are given to teams that contribute ideas that lead to gains in production, quality, cost savings, or profits. Other examples of team incentives come from companies that have instituted total quality man- agement (TQM) programs. Special emphasis is placed on providing high quality products or services to customers. The objective is reinforced by offering financial rewards based on reducing the number of product rejects, gaining measurable improvements in quality, and increasing customer satisfac- tion. Perks In many companies, employees have been given perks --those little extras that may not seem like much, but they often are significant additions to the traditional compensation package.