My decade leading the WHO: dirty fights and steps toward universal coverage

first_img STAT+ is STAT’s premium subscription service for in-depth biotech, pharma, policy, and life science coverage and analysis. Our award-winning team covers news on Wall Street, policy developments in Washington, early science breakthroughs and clinical trial results, and health care disruption in Silicon Valley and beyond. Daily reporting and analysis The most comprehensive industry coverage from a powerhouse team of reporters Subscriber-only newsletters Daily newsletters to brief you on the most important industry news of the day STAT+ Conversations Weekly opportunities to engage with our reporters and leading industry experts in live video conversations Exclusive industry events Premium access to subscriber-only networking events around the country The best reporters in the industry The most trusted and well-connected newsroom in the health care industry And much more Exclusive interviews with industry leaders, profiles, and premium tools, like our CRISPR Trackr. About the Author Reprints Log In | Learn More Tags global healthpolicy [email protected] GET STARTED Unlock this article by subscribing to STAT+ and enjoy your first 30 days free! GET STARTED My decade leading the WHO: dirty fights and steps toward universal coverage center_img As a young doctor working in Hong Kong’s department of maternal and child health, I learned some lessons that would last me a lifetime. Trained by the British civil service, I absorbed the importance of discipline and a methodical approach to every task. But I always ran behind schedule in my appointments with patients because I spent time trying to find the root causes of illnesses that came as much from social circumstances as from microbes. I could cure a child with a severe respiratory illness, but when that child went home to a damp and moldy house, I knew I would see her again with the same illness.In 1994, when I became the director of Hong Kong’s department of health, I learned the lesson that it is wise to do whatever it takes to get government support on your side. My years of responsibility in that position cemented my belief that an integrated primary health care approach that puts people at the center is the cornerstone for an effective health system. That work also taught me to put my faith in people but to put my trust in the evidence. First Opinion What is it? By Margaret Chan June 20, 2017 Reprints Margaret Chan Departing WHO Director-General Margaret Chan Anja Niedringhaus/AP What’s included?last_img read more

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DiMe: Calling all who serve in digital medicine

first_imgWith that goal in mind, we are collaborating with connected technology experts — software engineers, designers, security researchers, citizen scientists, medical professionals, and more — to launch the Digital Medicine Society (DiMe), a professional organization for those from all disciplines that comprise the diverse field of digital medicine. From regulators to white-hat hackers, ethicists to engineers, and clinicians to citizen scientists, DiMe invites participation from all sectors to ensure that digital medicine realizes its full potential to improve human health. @eperakslis Newsletters Sign up for STAT Health Tech Your weekly guide to how tech is transforming health care and life sciences. About the Authors Reprints First OpinionDiMe: Calling all who serve in digital medicine BIO conference shines a brighter spotlight on digital health @iamthecavalry Tags Health IT It is essential that this new generation of medical professionals abide by the same “do not harm” ethos as traditional physicians. To support that goal, in 2016 researchers introduced the Hippocratic Oath for Connected Medical Devices, which outlines five principles for modernizing the oath with clear language, technically sound objectives, and more of a cybersecurity focus. The team behind the Hippocratic Oath for Connected Medical Devices, I Am The Cavalry, is a grassroots group of white-hat hackers who work collaboratively with industry and governments to address cybersecurity issues in areas such as health care, aviation, and transportation. The FDA has since taken notice. Its cybersecurity team now regularly attends DEF CON’s Biohacking Village, and has also issued pre- and post-market security guidance that incorporates many principles found in the Hippocratic Oath for Connected Medical Devices.No individual or group holds the key to a better health care system. That’s why we need to bring together expert clinicians, ethicists, regulators, engineers, cybersecurity professionals, and more. These groups bring their own sets of ontologies and ways of considering the world, and collaborations between them will create the best path for patients. From initiatives as simple as ensuring that everyone at the table is using the same definition of “validation” to defining adequate evidentiary frameworks for all end users of digital technologies, DiMe aims to engage, focus, and convene experts to contribute to activities that advance digital medicine for the greatest good.Our dependence on connected technologies has been increasing faster than our ability to safeguard ourselves. It’s time to bring together a principled group of digital medicine practitioners to ensure that the technologies we bring to market are worthy of the trust we place in them. We invite you to join us.Jen Goldsack is the interim executive director of the Digital Medicine Society and vice president of digital measurement at monARC Bionetworks. Beau Woods is a leader with the I Am The Cavalry initiative, a Cyber Safety Innovation Fellow at the Atlantic Council, founder/CEO of Stratigos Security, and runs the Biohacking Village: Device Lab at DEF CON. Eric Perakslis is a Rubenstein Fellow at Duke University, a lecturer in the Department of Biomedical Informatics at Harvard Medical School, and strategic innovation advisor at Médecins Sans Frontières. Eric D. Perakslis Please enter a valid email address. Leave this field empty if you’re human: Let’s say you’re a physician and you want to track your patient’s blood pressure remotely. How do you know which connected technologies are trustworthy and will allow your patient to direct how her data would be used and shared? Currently, it’s nearly impossible to know which, if any, digital health technologies have evidence to support their impact on patient and citizen outcomes and which ones might do harm.advertisement Related: @goldsackjen Beau Woods Jen Goldsack From smart pacemakers to diagnostic algorithms and digital therapeutics, medicine is becoming more digitized every year. Digital medicine tools offer the possibility of improved health outcomes, lower costs, and better access to care. But the evidence base for the safety and effectiveness of these new products has not kept pace with their development. Given the great divide between the promised benefits of digital medicine and its potential risks, we need to know — not just believe — that the tools we use are trustworthy.Organizations like the Food and Drug Administration are increasingly trying to convene clinicians, engineers, and others to work together on digital medicine technologies. In January, for example, the FDA announced a new initiative called #WeHeartHackers that encourages medical device manufacturers and security experts to work more collaboratively to bring better and safer products to market.But we need another key element for such communities to work together successfully: a professional society that brings technologists and data scientists into the fold to work alongside clinicians, researchers, and others within the traditional health care system.advertisement Adobe [email protected] By Jen Goldsack, Beau Woods, and Eric D. Perakslis June 5, 2019 Reprints Doctors are not trained to read end-user license agreements. Most engineers don’t work with patients every day to know how they’d use a digital health product. Experts from across different domains aren’t yet familiar enough with each other’s fields to embrace new paradigms. Regulators, payers, and safety-focused organizations require expert input from other disciplines to swiftly modernize their approaches to ensure that we are all able to safely reap the benefits that digital medicine may offer.To thrive, digital medicine requires an unprecedented level of interdisciplinary collaboration. Yet the field’s potential experts exist within many silos that have yet to sprout connections with colleagues across the health care-technology divide.To address these challenges, DiMe is developing custom research to build more evidence in the field, training practitioners to safely and ethically adopt these tools, and building out online and in-person communities for digital medicine practitioners to work together.DiMe joins two existing entities, the Digital Therapeutics Alliance, a trade association, and NODE.health, an evidence-based digital medicine organization, that have been forging ahead to support the companies and institutions that are bringing digital products to market. DiMe is aligning with these entities to provide a professional home for individuals working in digital medicine.last_img read more

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North Korea Attacks “Grave Threat” of 2+2 Actions

first_img Facebook Twitter SHARE There are signs that North Korea is running into serious difficulties with its corn harvest Speaking at the ASEAN Regional Forum event in Hanoi today, a spokesman for the North Korean delegation described planned ROK-U.S. military exercises and new sanctions as a threat to the peace and security of the region and reiterated Pyongyang’s willingness to return to the Six-Party Talks.“Even as the international community’s concerns are growing, yesterday South Chosun (Korea) and the U.S. agreed to conduct military exercises and made their speech,” Ri Tong Il told reporters, referring to the results of the 2+2 meeting in Seoul. “This is not only a huge threat to the peace and security of the Chosun Peninsula, but the region as a whole.”“The President’s Statement pressed us to solve issues concerning the Chosun Peninsula through peaceful dialogue and negotiation,” he added. “This violates the spirit of that President’s Statement.”“We have already suggested a return to the Six-Party Talks,” Ri said, “and our position is unchanged.”However, Ri also demanded that North Korea be treated as an equal in negotiations, saying, “This is not about an attacker and a victim; we must have a normal dialogue to bring about results.”“The U.S. should make concrete steps toward engaging in dialogue if it is sincerely interested in ridding the Korean peninsula of nuclear weapons, rather than thwarting the atmosphere for dialogue with its military exercises and sanctions,” he added. North Korea tries to accelerate building of walls and fences along border with China RELATED ARTICLESMORE FROM AUTHOR News Newscenter_img News Entire border patrol unit in North Hamgyong Province placed into quarantine following “paratyphoid” outbreak North Korea Attacks “Grave Threat” of 2+2 Actions AvatarChris Green By Chris Green – 2010.07.22 4:00pm News last_img read more

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NYS Launches Media Campaign against Gender-Based Violence

first_imgFacebookTwitterWhatsAppEmail The National Youth Service (NYS) has launched a media sensitization campaign gender-based violence, to turn national attention to the problem and to ultimately, change behaviour.The campaign, which was rolled-out at a JIS Think Tank session on March 22, targets young people between the ages of 17 and 24, and will span a period of two to three months.Executive Director of the NYS, Rev. Adinhair Jones, told JIS News that the campaign is the third component of a larger gender sensitivity project implemented by the NYS and sponsored by the Canadian International Development Agency (CIDA) to the tune of $3.6 million.As part of the project, the NYS adjusted the curriculum of its training programmes to include issues related to gender relations in society. “We [also] had a national programme where we went to a number of communities throughout the island and engaged 1,300 young people in workshops on gender sensitivity,” Rev. Jones informed.The campaign will involve the delivery of gender-related messages through advertisements on radio and television, the production of a music video and a billboard on wheels.The strategies will highlight the historical issues in which gender-based violence is embedded, as well as its cause and effects. It is hoped that the approach will stimulate conversation among young people and others, while exposing them to socially healthy alternative behaviour and possible solutions to the problem.At the end of the campaign, the NYS will be carrying out surveys to determine the extent of its reach as well as its impact.“Gender-based violence, which is defined as any kind of act that causes harm, whether physical or psychological to another person, and results from a particular understanding of self in relation to members of the opposite sex, is surrounded by a lot of silence and denial,” said. Rev. Jones.“It is not something that people speak about readily,” he said, “and my suspicion is that it is not something that people recognize.” He attributed this to a limited exposure to the tools and information that would enable people to understand and analyse what was happening.Noting that the problem was not confined to Jamaica, Rev. Jones pointed out that one in five women worldwide have experienced gender-based violence, including physical violence. Additionally, he revealed that one in five women were victims of rape or attempted rape, while one in every three had experienced physical abuse and other kinds of abuse. And, while women were the main victims, Rev. Jones indicated that men also suffered at the hands of women.Lifelong mental health issues, as well as problems of co-dependency and poor socialization, were some of the spin-offs of gender-based violence, Rev. Jones explained, adding, “we can’t ignore the intergenerational impact that [it also] has”.Pointing out that domestic violence was the greatest expression of gender-based violence, Rev. Jones pointed out, “in our own Jamaican context, domestic violence accounts for almost 50 per cent of the homicides committed in the country.” He said this demonstrated that, “people who are well known to each other or have some form of relationship, are unable to resolve their conflicts appropriately and therefore end up in murder or some serious bodily or emotional harm.”The situation is more serious, he noted, “when we are not speaking about it and putting in place the kind of facilities and programmes to begin to assist persons to come to terms with it”.With respect to the pervasive nature of the problem, Rev. Jones established that the purpose of the NYS in carrying out this initiative, was to open up discussions and lay the groundwork for more comprehensive national programmes, to curb incidents of gender-based violence.Rev. Jones advised that effective responses to the problem “will have to utilize a multifaceted approach engaging all of the agencies that have contact, especially with women,” including health centres, hospitals, and schools.With 60 per cent of the population of Jamaica falling below 30 years old, the NYS finds it appropriate to reach the youth population with its message of healthy alternative behaviour to violence.The intent of the NYS is that the sensitization campaign “will stimulate major discussion within homes, but also within the corridors of power in Jamaica, where people have the capacity to make important social development decisions,” stated Rev. Jones. RelatedNYS Launches Media Campaign against Gender-Based Violence RelatedNYS Launches Media Campaign against Gender-Based Violence RelatedNYS Launches Media Campaign against Gender-Based Violencecenter_img Advertisements NYS Launches Media Campaign against Gender-Based Violence UncategorizedMarch 24, 2006last_img read more

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COVID-19 lockdown has mixed effects on smokers

first_imgCOVID-19 lockdown has mixed effects on smokers New Zealand’s COVID-19 lockdown had mixed effects on smoking behaviours, a University of Otago study reveals.Professor Janet Hoek.The results of the survey, undertaken by University of Otago, Wellington researchers Professor Janet Hoek, Dr Philip Gendall, Associate Professor James Stanley, Dr Matthew Jenkins and Dr Susanna Every-Palmer, have been published in the international journal Nicotine and Tobacco Research.Of the 261 daily smokers surveyed, 45 per cent reported increasing the number of cigarettes they smoked from an average 10 cigarettes a day to 16, Professor Hoek says.“That’s about two packs of cigarettes a week, which is a substantial and expensive increase.”The survey also revealed that among daily smokers about 16 per cent smoked fewer cigarettes and 39 per cent reported no change in their smoking habits.Similar changes in smoking behaviours were also seen during the Christchurch earthquake and research examining this event found increases in smoking were sustained after the earthquake.“For obvious reasons, the pandemic response focussed on preventing the spread of COVID-19. However, as we plan for other disease outbreaks, we have an opportunity to consider well-being more broadly,” Professor Hoek says.“The Government’s Smokefree 2025 goal needs to feature prominently in this planning as people who have quit smoking may relapse during times of stress, and these changes may persist beyond the precipitating crisis.“Developing outreach programmes to support people who have recently become smokefree, or who were embarking on quit attempts via cessation services prior to a crisis event, could help manage triggers that would otherwise promote relapse.”Dr Every-Palmer says people who felt distressed or lonely during lockdown were more likely to have smoked more. In fact, those who felt lonely or isolated almost all the time were more than three times more likely to increase their cigarette intake than those who were never lonely.“This finding was not related to whether people lived alone or with others, which suggests living alone is not necessarily the same as being lonely,” she says.“Future pandemic planning could also examine how people can retain feelings of connection.”Dr Gendall agreed.“Our findings extend our earlier mental well-being article and suggest interventions that help people feel connected could reduce the risk they will use smoking as a tool to manage stress.“To support these people, and help realise the Government’s smokefree 2025 goal, we need to explore how helping people feel connected in general, and able to access cessation support in particular, could be enhanced to suit pandemic situations,” he says. /Public Release. This material comes from the originating organization and may be of a point-in-time nature, edited for clarity, style and length. View in full here. Why?Well, unlike many news organisations, we have no sponsors, no corporate or ideological interests. We don’t put up a paywall – we believe in free access to information of public interest. Media ownership in Australia is one of the most concentrated in the world (Learn more). Since the trend of consolidation is and has historically been upward, fewer and fewer individuals or organizations control increasing shares of the mass media in our country. According to independent assessment, about 98% of the media sector is held by three conglomerates. This tendency is not only totally unacceptable, but also to a degree frightening). Learn more hereWe endeavour to provide the community with real-time access to true unfiltered news firsthand from primary sources. It is a bumpy road with all sorties of difficulties. We can only achieve this goal together. Our website is open to any citizen journalists and organizations who want to contribute, publish high-quality insights or send media releases to improve public access to impartial information. You and we have the right to know, learn, read, hear what and how we deem appropriate.Your support is greatly appreciated. All donations are kept completely private and confidential.Thank you in advance!Tags:Christchurch, covid-19, disease, earthquake, Government, lockdown, pandemic, pandemic response, Professor, quit smoking, relapse, research, Stanley, university, University of Otago, Wellingtonlast_img read more

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Intelligence and Security Act review brought forward

first_imgIntelligence and Security Act review brought forward Hon Andrew Little The Government will bring forward an independent statutory review of the Intelligence and Security Act 2017 as a result of the Royal Commission of Inquiry into the terrorist attack on Christchurch masjidain report.“The report from the Royal Commission included four specific recommendations to strengthen our intelligence and security legislation, these being:Reviewing all legislation related to the counter-terrorism effort;Requiring publication of and public submissions on the National Security and Intelligence Priorities and an annual threatscape report;Strengthening the role of the Parliamentary Intelligence and Security Committee;Adding a reporting requirement for direct access agreements that allow an intelligence and security agency to directly access certain databases.“The review was scheduled in law to start after September 2022. We will make a technical law change so that it will be able to start after 1 July 2021,” Lead Coordination Minister for the Government’s Response Andrew Little says.“The independent statutory review will consider current threats to national security and whether the legislation can be improved to ensure it continues to be clear and effective, as well as considering issues with the Act that were raised by the Royal Commission.“Families of the shuhada and the wider public will have the opportunity to express their views on issues related to national security and the matters raised by the Royal Commission about the legislation. Any changes to the Act resulting from the review will have a full Select Committee process,” Andrew Little said.The review will be conducted by two independent reviewers appointed by the Prime Minister. The Ministry of Justice will be responsible for supporting the review. /Public Release. This material comes from the originating organization and may be of a point-in-time nature, edited for clarity, style and length. View in full here. Why?Well, unlike many news organisations, we have no sponsors, no corporate or ideological interests. We don’t put up a paywall – we believe in free access to information of public interest. Media ownership in Australia is one of the most concentrated in the world (Learn more). Since the trend of consolidation is and has historically been upward, fewer and fewer individuals or organizations control increasing shares of the mass media in our country. According to independent assessment, about 98% of the media sector is held by three conglomerates. This tendency is not only totally unacceptable, but also to a degree frightening). Learn more hereWe endeavour to provide the community with real-time access to true unfiltered news firsthand from primary sources. It is a bumpy road with all sorties of difficulties. We can only achieve this goal together. Our website is open to any citizen journalists and organizations who want to contribute, publish high-quality insights or send media releases to improve public access to impartial information. You and we have the right to know, learn, read, hear what and how we deem appropriate.Your support is greatly appreciated. All donations are kept completely private and confidential.Thank you in advance!Tags:Attack, Christchurch, Commission, Counter-terrorism, GCSB, Government, intelligence, justice, legislation, Minister, National Security and Intelligence, New Zealand, NZSIS, Prime Minister, royal commission, Royal Commission of Inquiry into the Terrorist Attack on the Christchurch Mosques, securitylast_img read more

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Review of Mayoral and Councillor Allowances

first_imgReview of Mayoral and Councillor Allowances At its meeting of 18 May 2021, Council resolved to give notice that the review has commenced and is now seeking community input into the review.Allowances are set by the Minister for Local Government and Strathbogie Shire is a Category 1 municipality – Small Rural Council.At its May Council meeting, Council resolved in principle to retain allowances at their current levels, which are:Mayoral allowance: $62,884 allowance plus $5,973.98 allowance equivalent to the superannuation guarantee of 9.5%Councillor allowance: $21,049 allowance plus $1999.66 allowance equivalent to the superannuation guarantee of 9.5%.Submissions from the community are now sought in accordance with section 223 of the Local Government Act 1989 in relation to this allowance review.Have your sayTo make a submission online visit our Share Strathbogie engagement hubSubmissions are also encouraged via – /Public Release. This material comes from the originating organization and may be of a point-in-time nature, edited for clarity, style and length. View in full here. Why?Well, unlike many news organisations, we have no sponsors, no corporate or ideological interests. We don’t put up a paywall – we believe in free access to information of public interest. Media ownership in Australia is one of the most concentrated in the world (Learn more). Since the trend of consolidation is and has historically been upward, fewer and fewer individuals or organizations control increasing shares of the mass media in our country. According to independent assessment, about 98% of the media sector is held by three conglomerates. This tendency is not only totally unacceptable, but also to a degree frightening). Learn more hereWe endeavour to provide the community with real-time access to true unfiltered news firsthand from primary sources. It is a bumpy road with all sorties of difficulties. We can only achieve this goal together. Our website is open to any citizen journalists and organizations who want to contribute, publish high-quality insights or send media releases to improve public access to impartial information. You and we have the right to know, learn, read, hear what and how we deem appropriate.Your support is greatly appreciated. All donations are kept completely private and confidential.Thank you in advance!Tags:community, council, Government, Internet, local council, Local Government, Minister, online, Strathbogie, Strathbogie Shire Council, superannuation, Victoria, visitlast_img read more

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Acclaimed video-art installation on display this weekend only

first_img The 13th annual Brakhage Center Symposium will exhibit Kissing Point (Revisited) by video artist Peggy Ahwesh, featuring two distinct videos that together create a friction of both style and concept at the ATLAS Center’s Black Box Experimental Studio on March 11 and 12. The exhibit features two distinct videos that together create a friction of both style and concept. If you goWho: Open to the publicWhat: Kissing Point (Revisited)When: Saturday, March 11, and Sunday, March 12, 10 a.m. to 5 p.m.Where: ATLAS Center, Black Box Theatre”Kissing point” is a little-known concept used to articulate the geographic junctures where the two territories of Israel and Palestine make contact or overlap, indicating points of geopolitical contention.”Erotic undertones flavor the meaning of the term [kissing point], offering the potential of interaction and a flirtation with ‘the other,’ giving these junctures a psychological dynamic and more than a bit of ironic interplay,” Ahwesh says.The title piece “Kissing Point” is a 15-minute split-screen video that pairs footage from inside and around West Bank tunnels with an Israeli bypass road and its environs.Shot during the early hours of the morning, the camera methodically snakes through these aseptic, nearly empty spaces, sometimes forced to stop and double back because of roadblocks or other physical limitations.Shot mostly at night, street scenes of shopping and men at work are situated as part of the bewildering network of void zones and semi-porous borders that make up this landscape.Ahwesh commented on the piece: “The nighttime skies and landscapes on the physical and political edges of the territory are empty, haunted, and surreal . . . one’s expansive sense of wanderlust is controlled by the limitations of division . . .”The second video, titled “Lessons of War,” is presented on monitors and details several episodes from the Israeli-Gaza conflict of 2014.The video footage is lifted from a YouTube channel that renders the news in animation—fantastic, imaginative and several protective layers away from reality—which Ahwesh re-purposed to comment on society’s short memories, the reductive narrative of the news and the uneasy detachment one has from distant violence.The exhibit is free and open to the public from 10 a.m. to 5 p.m. on Saturday, March 11, and Sunday, March 12. Share Share via TwitterShare via FacebookShare via LinkedInShare via E-mail Published: March 8, 2017 center_img Categories:ExhibitsEvents & Exhibitslast_img read more

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5 Tips for Designing Effective Incentive Compensation Programs

first_imgFacebook Share Pinterest ReddIt TAGSExpert EditorialIncentive Compensation Programswine clubWISE Academy Twitter Linkedin AdvertisementBy WISE AcademyOften we are asked about tasting room staff incentives for wineries and best practices for a program. An Incentive Compensation Program (ICP) is a tool used to motivate and compensate a sales professional to meet goals or metrics – over a specific period of time – to help achieve business goals. When well designed, an ICP should pay for itself.  Based on the many conversations and our research, here are five tips for designing a program that works.1. Reward the Right Things – Tie incentive compensation to all the key performance aspects of the Tasting Room Professional’s job.A quality ICP should focus your tasting-room team members on the full DTC Triple Score (wine sales, wine club sales and contact data capture).For the best results, we encourage having a blend of individual performance (so super stars are motivated to stay) as well team performance incentives (to avoid sales sharks).If the ICP is paid out based on team performance, be sure to always post individual performance as well to motivate (and attract more of) the super stars.  Winners want to see their name at the top of the leader board. People who are not comfortable being held accountable for sales will not like this at all, and that is OK.  They will go find another job that is a better fit.2. Link Pay to Results– Base incentives on measurable, quantifiable results. Establish performance goals that are attainable with hard work, but not too easily achieved. There should be a challenge.It’s good to have an umbrella portion paid annually based on all the success of all DTC channels (TR, events, club, phone & web) to promote the importance of TR team’s critical role in selling wine club memberships and gathering more names to fuel the online and phone channels.  Basically to reward everyone for playing well together.Dollars paid per club member should create goal congruence by escalating by club, based by price point.  For example if a 3 bottle club pays $15, then the 6 bottle club should pay $30 and the 12 bottle club should pay $60 per new member. We’ve seen dollars paid per new club member from as low as $10 to as high as $120, depending on the club.3. Establish Milestones – Measure your winery’s recent performance and establish relevant goals for improvement.Measure what matters, post performance visually, teach what the numbers mean and celebrate successes as you go.  A great book on the power of this approach – called Open-Book Management – is The Great Game of Business, written by Jack Stack. A wonderful guide to measuring and sharing numbers that matter.In addition to total sales, total new club members and total names captured, be sure to also talk about conversion rates and average order size metrics.  This will allow those who work part-time to still measure their success and have pride about their own performance vs. group progress.Agree on one book of record – usually the winery POS system – which should be available to all team members so that they can access to see how they are doing on a given day, week, month.4. Focus on the Long Term – Since the wine club is typically the most consistent, largest revenue stream, getting and keeping club members is extremely important. Additionally, continuing to grow your mailing list /database of your customers is equally important for long term growth of the business.Club: Best practice is to pay team members individually for wine club sign ups (and allow/ plan for sharing) then have a kicker that everyone benefits (i.e., everyone gets another $1 or $2 per member sold all month) by when monthly new club membership goals are exceeded.  This promotes great camaraderie and support among team members.Club: We are starting to see additional winery incentives based on tenure – or other total wine club membership goals – as well to motivate TR staff to continue to treat club members as VIPs when they visit the winery.Contact Data: We’ve seen wineries pay anywhere from $0.10/name to $1.00/name.  Web sales metrics will calculate the average value / email name for each winery.  Those will give you some guidelines of what makes sense for you brand.Contact Data: Start by having data capture contest with wine prizes.  Engage the team in finding many different ways to effective capture more names.Contact Data: Once you move the needle (raise your contact data conversion rates) you’ll establish your “new normal.”  Then you can roll into an individual ICP program, structured similar to club ICP but with a smaller $ / name.5. Tie it All Together – By tying incentive compensation to desired performance, you can identify, motivate and retain your most valuable employees.There should be no limit (ceiling) to the ICP.  The best sales people think in terms of “you don’t limit my compensation and I won’t limit your sales.” Effective sales ICP are structured so they are self-financing.  Meaning you are not paying out much (if anything) until the budget has been exceeded.  It is the incremental sales that should fund the ICP.If you have multiple locations, hopefully you can establish the same structure across all properties, although the dollar amount paid per new member will vary based on the different club price points.  When you pay (immediately or at time of one or more shipments) and penalties for early drop outs (if any) should be consistent.We are seeing more and more wineries implementing ICPs beyond wine club sign ups. Don’t be afraid of this performance-based culture change.  When managed wisely it really works and will pay for itself – implementing a well thought out ICP can be rewarding on many levels.Expert Editorialby WISE Academy WISE Academy (Wine Industry Sales Education) offers a comprehensive curriculum designed specifically for wine industry professionals. Built from a belief that direct- to-consumer (DTC) results are the key to success in the wine industry, WISE offers the only wine industry education, training and certification program dedicated to DTC sales and marketing. All WISE classes and on-site coaching workshops enhance the expertise of DTC sales and marketing professionals while igniting their passion for producing the kinds of measurable results that lead to winery success.Our courses and workshops are available in three different levels to meet the needs of everyone in the wine industry – from new industry enthusiasts to seasoned direct sales managers to winery CEOs.Founded in 2008, the WISE Academy is led by Chairman Lesley P. Berglund, a wine industry DTC pioneer and serial entrepreneur.  Complete course catalogue and services descriptions are available online at www.WineIndustrySalesEducation.com, or for more information, call (877) 740-WISE (9473).Advertisement Email Home Wine Business Editorial Expert Editorial 5 Tips for Designing Effective Incentive Compensation ProgramsWine Business EditorialExpert Editorial5 Tips for Designing Effective Incentive Compensation ProgramsBy Expert Editorial – September 30, 2015 51 0 Previous articleIt’s Wine Wednesday; Put on Your Slippers and Pour Yourself a Glass of Wine and Meet the Characters of “Sipping with Slippers”Next articleNapa’s New and Only Urban Wine District Kicks Off the Holiday Season with a “Holiday Wine Hunt” Expert Editoriallast_img read more

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What Does Selling Premium Wines Mean?

first_imgPinterest AdvertisementLast week’s blog talked about the different categories that wine may fall into both by price and quality. The next few blogs are going to focus on what it takes to produce higher price, higher quality wines. Today we are going to talk about the Premium wines, which encompasses four categories; Popular Premium, Premium, Super Premium and Ultra Premium. These wines range in price from $10-15 for Popular Premium, up to $30-40 for Ultra Premium. However, each of these categories uses the word Premium One of the definitions of the word Premium is “of exceptionally quality,” so if you talk about selling premium wines, your customers are expecting quality products. You job is to give them quality.Within your winery you may have wines that fall into two or three of the premium price categories, with a lighter white or rosé being less expensive than a more robust, barrel aged red. So differentiation between the wines and the reasons for pricing them as you do is important, as customers may not know why some wines are more expensive or less expensive than others. Be ready to explain those differences.In this broader category of Premium wines, you may also deal with a variety of customer types. Customers may be looking for very different things. Some may be looking for bargains (a good yet inexpensive wine), others are looking to pay more for something that will impress their friends, while others believe that in order to get a “premium” wine, they have to pay a certain price. Just like your wines all your customers are different, so as with all customer interactions it’s important to find out their individual wants, needs and desires. This will help you create a place in their memories for your wines and winery.Another consideration is (of course) customer service. The higher price your wines, the greater the expectations of your customers for a good experience during their visit, especially if you charge for tasting, as most wineries do these days. Attention to the customer and to the details of the experience should be high on your list when you are selling Premium wines.Next week Luxury wines.A tip of the glass from me to youE Columnby Elizabeth “E” Slater, In Short Direct MarketingA recognized expert in the fields of direct marketing and sales in the wine marketplace. Slater has taught more wineries and winery associations how to create and improve the effectiveness of their direct marketing programs and to make the most of each customer’s potential than anyone in the wine industry today.Follow E on twitter @esavant and facebook. ReddIt Facebook TAGSE ColumnElizabeth Slater Twitter Advertisement center_img Home Wine Business Editorial E Column What Does Selling Premium Wines Mean?Wine Business EditorialE ColumnWhat Does Selling Premium Wines Mean?By Elizabeth Slater – July 11, 2018 1630 0 Linkedin Email Share Previous articleKim Marcus and James Molesworth Assume New Tasting Responsibilities for California WinesNext articleLong Meadow Ranch Expands National Sales Team with Two Appointments Elizabeth Slaterlast_img read more

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