www.comms-dealer.com
COMMENT
Legal
Matters
When money’s tight, which is a given in
many companies at the moment, how can
you attract and retain excellent people and
keep them motivated and rewarded? A
share option scheme could be the answer,
writes Martine Nathan, Senior Partner at
Martine Nathan
business legal specialist Teacher Stern.
I
n this economic In difficult times staff may It gets better because
climate share be quite happy, perhaps rather than income tax
option schemes more than happy, to (payable on bonuses),
have increased accept share options as a share sale proceeds are
in popularity because substitute for an increase in subject to the lower rate
they’re such a great way salary or bonus deals. Both of capital gains tax. With
of recruiting, retaining and employees and employers higher income rate taxes
incentivising staff. They win in the long term by share option schemes will
can also distinguish your keeping key players hungry become an even more tax
employment offering from to achieve. And there efficient way for businesses
that of your competitors. are tax savings too. Many to reward their staff.
Access to shares provides of our clients and their
a long-term incentive for employees have made Teacher Stern is writing a
key individuals to remain valuable savings on income column in each edition of
loyal, perform well and tax and national insurance Comms Dealer during 2010.
share in the company’s contributions by introducing For topical suggestions
success, especially as the share option schemes. or to register for legal
right to shares can be updates and forthcoming
structured to reflect the What happens when it seminars please email
success of the individual or comes to the day when a Martine Nathan: m.nathan
the company as a whole. company’s shares are sold? @teacherstern.com.

MOVE WITH THE TIMES, OR PREPARE TO BE MOVED
By Chris Burney, Head of Retail Sales new partners, or to
at Daisy: It is essential to move with consider what they
the times or find yourself on the scrap were asking for. Due
heap. Yet it is all too easy to carry on to recent acquisitions
working the same way without ever we had the cash
questioning our methods. Is this really the injection we needed
best option? Only 12 months ago, 95 per to do the latter.
Chris Burney
cent of Daisy’s channel partners wanted Just 12 months on, a major chunk of our
residual commissions. But in an uncertain business comes from our agent channel,
climate we suddenly found ourselves the door-to-door foot soldiers selling a
faced with an audience wanting upfront simple package of lines and calls for
commissions, which would enable them weekly upfront payments. It goes to show
to build up bigger sales forces on a self- that taking a pro-active stance in the
employed basis and take the cream off development and improvement of your
the top for themselves. We had a choice: business is vital if you want to stay ahead
To ignore the requests of our potential of the game.
n
To advertise in
contact The Sales Team on 01895 454425
www.comms-dealer.com COMMS DEALER MARCH 2010 17
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