If you have never been to the annual TIA Conference, you are missing out. Beth Carroll will be a featured speaker at the event ALL 4 DAYS! So you won't want to miss her seminars listed below.
The preliminary program is available here to help you plan ahead and get the most from your time at the event.
Swing by Booth #301 or catch Beth Carroll in action!
Wednesday, April 10th
7:30 am - 2:30 pm
Using Organization Structure & Compensation to Drive a Greater Sense of Urgency (Located in Coral Sea 1)
A common complaint among brokerage owners is that their employees do not have enough of a sense of urgency. There are many possible reason for this problem, but two of the most common are poorly defined roles and poorly designed and managed compensation plans. This seminar will look at the different organization models in use by brokers that help improve role clarity, and the various pros and cons of each for different situations. It will also review the different compensation approaches (there are far more options than just a straight commission plan!) and give you ideas for different methods you can use to increase the sense of urgency among your staff, and drive more profits to your bottom line.
Thursday, April 11th
12:00 pm - 2:00 pm
Networking Lunch (Located in Oceana Ballroom 6-7)
Grab lunch and join Beth Carroll at 12:45 for Alternatives to Using a "Straight Commission" - A deep dive for options when you want to pay your employees "a piece of the action" While it is still common for brokerages to pay their sales employees using a straight commission model (e.g., 25% or 30%), many brokerages are moving away from this model and using various alternatives. This lunch workshop will explore the ways salary can be (and should be) considered in terms of total compensation (from a draw, to a straight 1.x coverage model, to a true salary plus incentive) as well as going into detail in terms of the various alternatives to straight commission plans (tiered plans with retroactive or marginal rates, goal-based commissions, matrices, etc).
Friday, April 12th
2:00 pm - 2:30 pm
Bounties and Bonuses – Alternatives to a Commission Approach To Pay (MercuryGate Learning Lab)
If you participated in the networking luncheon, you learned all about the different ways you can pay a commission plan, but there are even MORE options than paying reps a % of profit or a % of revenue. You can use a goal-based incentive, piece rate incentives (a bounty) or an MBO/SSO type plan. This short learning center session will explain the pros and cons of using a goal-based incentive vs a commission, and provide some examples of different methods you can use to calculate and delivery pay to your staff.
Saturday, April 13th
12:30 pm - 1:00 pm
Incentive Compensation & Pay Scales – How Do You Know If You are Paying Enough (MercuryGate Learning Lab)
The talent market is red hot after 2018, with record low unemployment and some record payouts for freight brokers based on high freight rates, how do you know if you are keeping up with the market and how do you understand the data? This fast paced learning session will review the TIA compensation survey and provide you with the necessary tools to understand the data, know what it does and doesn’t tell you, and most importantly, enable you to use the data to manage your compensation costs so you don’t over or under pay the market.