Perks work

Entrepreneur, May, 1999

Give your part-timers a good reason to give you their best.

Part-time employees are an essential segment of the work force for many businesses, but it's not always easy to keep them motivated. They often do low-level work, may not have much opportunity for advancement and are frequently ignored by full-timers. But regardless of how many hours someone works each week, as an employer, you're entitled to get the maximum benefit from the time people spend on the job.

So how can you keep part-timers enthused and productive? Linda C. Haneborg, vice president of marketing and public relations for Express Personnel Services in Oklahoma City, offers these tips:

* Introduce new part-timers to your full-time staff. "It's important to build a foundation for part-time employees just as you do for full-timers," says Haneborg. "Give them a tour of your facility, and explain what your company does, what its goals are and what your vision is."

* Provide benefits. Make your part-time employees eligible for the same benefits full-timers receive, such as insurance, vacation and tuition reimbursement. Most companies prorate their benefits based on hours worked - usually a minimum of 20 - so what part-timers receive is comparable to what is given to full-timers.

* Train them. Everyone needs to be adequately trained to do their job, no matter how many hours they work. Provide ongoing training to enhance and expand their skills beyond basic job knowledge, and to groom part-timers for eventual full-time positions.

* Create an inclusive environment. "You need to create an atmosphere that makes part-timers feel they're as worthwhile and productive as full-time employees are," says Haneborg. If you give gifts at holidays or recognize birthdays for full-timers, do so for part-timers as well. Invite part-timers to participate in company social events, sports teams and incentive programs. Encourage them to participate in safety and quality programs.

* Develop career paths. Although many part-timers choose to work on a temporary basis because it suits their needs, a significant number of them are looking for advancement opportunities. Take the time to find out what their skills and goals are, and, if possible, develop a plan for growth within your company that will let them use their skills and meet their goals, Along these lines, you can also help them avoid burnout and reduce your turnover if you give part-timers a variety of tasks and not limit them to "grunt" work.

RELATED ARTICLE: Holding Back

How to give customers more by selling them less

Should you sell something to a business customer just because they want it - even though you know what they're asking for may not be the best way to meet their needs? Absolutely not, says John Broer, director of Strictly Speaking, a corporate training and consulting firm in Sylvania, Ohio. "We have to put the customer's agenda before our own," he says. "The old school of 'Shove it out the door at all costs' is being replaced by a more cooperative philosophy of 'This is what you need, and when you need more, we've built the kind of relationship that you'll come back to me.'"

This idea is especially important for businesses that supply retailers. Today's savvy suppliers not only get to know their customers, but take the time to educate them on how to get the most out of their products and services.

Suppliers can increase customer loyalty among retailers by doing such things as assisting with inventory management, helping customers identify their consumption patterns to reduce spoilage and avoid having excess cash tied up in inventory, providing training on proper storage and handling, offering sales and marketing advice, and participating in joint promotions.

But it all begins with educating the customer about your willingness to do these things. "You have to find innovative ways to differentiate yourself," Broer says. "Vendors need to make a concerted effort to help their customers be more effective. Building a strong relationship with the customer and creating a mutual reliance makes for long-term business and effective growth."