Announcing the 2nd Annual
ZS Associates
INCENTIVE
COMPENSATION
CONFERENCE
‘08
ZS ASSOCIATES www.zsassociates.comIncentive compensation greatly affects sales force motivation and morale. When designed and implemented successfully, incentive plans propel sales force performance to higher levels. When done poorly, incentive plans can demotivate and misdirect the sales force, leading to missed opportunities and suboptimal performance.
As sales incentive professionals, we all want the latest ideas and best techniques to effectively manage our incentive pro-grams.
Please join us in Philadelphia for the
2nd Annual ZS Incentive Compensation
Conference.
The conference is an excellent opportunity for incentive compensation professionals working in the pharmaceutical, biotechnology and medical products industries to learn about and discuss the latest thinking on incentive compensation with in-dustry peers and ZS Associates thought leaders.
September 23 – 24, 2008
Crowne Plaza Philadelphia, Center City
Philadelphia, PA
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This was the best of any of the incentive compensation conferences I have attended. I have never seen as much frank discussion among the attendees.
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About the Conference
The 2nd Annual ZS Incentive Compensation (IC) Conference is a two-day event specifically for
profes-sionals who design and manage sales force incentive compensation plans for the pharmaceutical, biotechnology and medical products industries. The ZS IC Conference is a great opportunity to:
• Learn from incentive compensation leaders how they successfully manage their incentive programs • Share ideas with your peers on how to overcome your most difficult challenges
• Discuss best practices on timely topics that are impacting today's compensation programs
“From open to close, I was impressed. The roundtable discussion format that was facilitated by ZS managers was very useful and encouraged discussion. The cross section of participants brought varying experiences into these discussions and allowed for a more complete learning experience.”
—2007 Conference Attendee (Sales Incentives Manager)
Conference Schedule
Monday, September 22
7:00 pm Meet & Greet Cocktail Reception
All participants are invited to attend a casual pre-conference cocktail reception Monday evening in the Crowne Plaza 2nd floor conference area foyer. For those arriving on Monday, this will be an excellent opportunity to meet and interact with industry peers in a relaxed environment. Conference materials may also be picked up at this time.
>>Please RSVP for this event on the registration form.
Tuesday, September 23
9:00 am IC 101 (optional)
The IC 101 training session is offered before the conference for those who would like a re-fresher on the basics of incentive compensation as a prelude to the main conference program. >>Please RSVP for this event on the registration form.
11:00 am Welcome Address
Welcome address by Stephen Redden (ZS Incentive Compensation Practice Area Leader). 12:00 pm Lunch
1:00 pm Breakout Session 1
Breakout sessions will address incentive topics relevant for all incentives managers and give attendees the opportunity to share and learn from both ZS experts and industry colleagues. >>Please indicate on the registration form your top four breakout choices (see list on page 3). 3:00 pm Breakout Session 2
5:45 pm Social Outing: Philadelphia Phillies Baseball Game
ZS will host an evening at the world class Citizens Bank Park, home to the 2007 National League East Champions. Come watch the Phillies take on the Atlanta Braves from a private party suite on the exclusive Hall of Fame Club Level. Dinner and beverages are included and will be served at the ballpark. Transportation will depart from the hotel lobby at 5:45 pm. >>Please RSVP for this event on the registration form.
Wednesday, September 24
9:00 am Pay and Practice Trends
ORC Worldwide will lead a session on pay and practice trends for the pharmaceutical, biotechnology and medical products industries, based on survey information representing 85,000+ sales professionals and managers in these sectors (ORC is a global provider of HR and compensation services).
10:00 am Breakout Session 3
12:00 pm Lunch
1:00 pm Keynote Address
Keynote given by Prabha Sinha (ZS founder and co-author of The Complete Guide to Sales
Breakout Session Topics
Please select your top four breakout session choices and note them on the registration form. Based on interest, attendees will be placed in three of their top four choices.
Selection Breakout Session Description
A BullsEye! Setting Quotas That Hit the Mark What are the methodologies available to set quotas and how can they be evaluated for fairness and accuracy? What options exist when data is limited or unreliable?
B Does One Size Fit All? Which Sales Compensation Plan to Choose Introduction to various IC plan types such as goal, commission, matrix, etc. What are the key features of each, and what options exist? When should they be used—and when is it dangerous to use them?
C Plan Design for Medical Products Companies The incentive program can impact more than just sales revenue. For example, it can impact pricing or create an impediment to proper targeting and alignment. How can we address these important industry issues?
D Houston, We Have a Problem: Incentive Compensation for Product Launches Launch products present special challenges to incentive plan designers. What are the biggest issues? How can we overcome them to create a plan that excites the field while managing uncertainty?
E
IC Design for Managed Care & Other B-to-B Teams
Designing an IC plan for Managed Care and other B-to-B teams can be challenging due to complex selling processes and data limitations. What sales-based options are used, and how can MBO plans be
incorporated in a systematic and measurable way?
DESIGN
F Building for Tomorrow: Long Term Incentives
How can we use incentives (and other structures) to build and reward performance over time?
G State of Pharma/Biotech Sales Compensation: Key Survey Results Key findings from the Incentives Practices Research (IPR) Study. How does your firm compare to 53 other pharmaceutical/biotech companies?
H State of Medical Products Sales Compensation: Key Survey Results Key findings from the Incentives Practices Research (IPR) Study. How does your firm compare to 39 other medical products companies?
C URR EN T PR AC TIC E
I What Does Everyone Else Do? How do other industries such as high-tech, finance and transportation manage their incentive programs? What can we learn from them and incorporate into our own plans?
J
Incentive Program Management: Best Practices for Small Sales Forces (less than 500 reps)
Managing a motivational incentive program is about more than just designing a good plan and paying people on time. In this session specifically focused on running incentive programs for small/mid-sized sales forces, learn about techniques and practices to run a highly effective incentive program.
K
Incentive Program Management: Best Practices for Large Sales Forces (more than 500 reps)
Managing the incentive program within a larger sales organization has its own set of challenges. What are the key strategies for staying aligned with the rest of the organization? How can you best manage the full process while also being aware of the details?
L Under the Microscope: Pharma Data Sources and Overcoming Recent Challenges Incentive compensation relies heavily on sales data for generating goals and measuring performance. What are the typical data challenges we face and best practices for overcoming the complexities?
M Sunshine on a Rainy Day: How to Manage Uncertain Forecasts Quota plans are often only as good as the forecast. How can we minimize the impact of incorrect forecasts without undermining the plan’s motivational impact? How should we handle post-hoc adjustments?
N
ROI of IC: Return on Incentive Compensation Investment
Have you ever wondered the degree to which the IC plan is an effective investment of time and money? Learn about new research by ZS Associates that analyzes this question by combining the compensation plan design with rep profile information and sales response relationships.
O
Driving Motivation: IC Communications
It’s not enough to build a great incentive plan—the field needs to know about it! What are some good techniques for rolling out new incentive plans? How can we keep the excitement level (and understanding) high after the initial excitement of the compensation plan roll-out fades?
PROG R A M ADMI N ISTR ATIO N P
IC Administration for Medical Products Companies
Medical products companies are increasingly purchasing outside software packages to manage their incentives administration, or are outsourcing the administration process entirely. What are the best practices with compensation administration solutions and what are the trade-offs and benefits of looking outside?
2007 Conference Attendees
The 2007 IC conference included attendees from the following companies. (Note: the 2007 conference was
limited to pharmaceutical and biotechnology participants only.)
Abbott Laboratories Noven Pharmaceuticals Allergan Ortho Biotech Products, Inc.
AstraZeneca Ortho-McNeil Janssen AstraZeneca Canada Otsuka America Pharmaceutical, Inc.
Bayer HealthCare, Diabetes Care Div. Ovation Pharmaceuticals Biogen Idec P & G Pharmaceuticals Bristol-Myers Squibb Pfizer
CV Therapeutics Schering-Plough
Daiichi Sankyo Schering-Plough Animal Health Eisai, Inc. Solvay Pharmaceuticals Eli Lilly & Company Stiefel Laboratories Gilead Sciences Takeda Pharmaceuticals
GlaxoSmithKline Teva Pharmaceutical - Neuroscience Jazz Pharmaceuticals Ther-Rx Corporation
Medicis Pharmaceuticals Upsher-Smith Laboratories, Inc. MedImmune, Inc. Watson Pharmaceuticals Merck & Company, Inc. Wyeth Pharmaceuticals
Hotel Reservations
Conference attendees should make reservations directly with the Crowne Plaza Philadelphia, Center City. Please request the ZS program rate of $195/night for the ZS Conference being held September 23 – 24. To assure this rate, reservations must be made by September 5.
Crowne Plaza Philadelphia, Center City
1800 Market Street Philadelphia, PA 19103
www.crowneplaza.com/philadelphia-centercity
800.227.6963 Reservations (Book by Sep 5 for ZS rate.)
215.561.7500 Direct 215.561.2556 Fax
The Crowne Plaza is approximately 30 minutes from the Philadelphia International Airport and is located just blocks from the Pennsylvania Convention Center, Amtrak’s 30th Street Station and Philadelphia’s historic sites and attractions including the Philadelphia Museum of Art, Liberty Bell, National Constitution Center, Independence Hall and upscale shopping in Rittenhouse Square.
Additional Program Information
For more information, please contact the program coordinator, Geri Small, at 267.402.5427 or email ICConference@zsassociates.com.
2
ndAnnual ZS Incentive Compensation Conference
Registration Form
Date: September 23 – 24, 2008
Location: Crowne Plaza Philadelphia, Center City
Registration Fee: $1,200 (If three or more people register as a group, the registration fee is $1,000/person.)
Registration fee includes conference materials, meals, Meet & Greet cocktail reception and Phillies game. For additional details please contact Geri Small at 267.402.5427 or ICConference@zsassociates.com.
Attendee Confirmation
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Yes, I plan to attend — please send invoice via e-mailMONDAY,SEPTEMBER 22
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I plan to attend the Meet & Greet Cocktail Reception (7:00 pm – 9:00 pm) TUESDAY,SEPTEMBER 23□
I plan to attend the IC 101 session (9:00 am – 10:30 am)□
I plan to attend the Phillies baseball game (5:45 pm – 10:00 pm)Please list the four breakout sessions you would most like to attend by entering the session letters from page three in the table below:
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No, I won’t be able to attend, but please keep me informed of future programsName: __________________________________________ Title: __________________________________________ Company: __________________________________________ Address: __________________________________________ __________________________________________ __________________________________________ Telephone: __________________________________________ Fax: __________________________________________ Email: __________________________________________
Please fax this registration form to ZS Associates at 267.402.5428.
Your registration will be confirmed via email.
