SPECIAL REPORT VARIABLE DATA PRINTING -- Compensating Digital
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There is an overcapacity for certain types of print processes such as web and sheetfed, but digital printing is the fastest growing segment in the industry. Thus, target pricing and incentives for beating target price are a viable option for digital sales compensation plans.
Likewise, a small telephone survey of digital printers by the Digital Printing Council (DPC) reveals that most companies do not have an incentive plan for the non-sales work force. Of those that did, the plans were similar to "spot bonuses" or are part of a general profit sharing plan. One printer said that time off was a more effective incentive for his people than cash bonuses.
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