Cases: Individual Incentives Work

In 1994, Dunhill Staffing Systems, the Woodbury, NYbased placement firm for temporary and permanent personnel, decided to restructure and refocus its franchise operations, which are the core of its business. The process would take the 45-year-old company two years to complete. During that time, Dunhill's growth ground almost completely to a halt.

"There was very little emphasis on the sale of franchises," recalls Peter Erbe, Jr., Dunhill's director of new business development. In the

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