Of these, the easiest and most commonly used approach is to pay a certain percentage based on the revenue generated from a single sale. Like most other organizations, your sales department probably has both high and low achievers. The salary starts at $44,453 per year and goes up to $168,907 per year for the highest level of seniority. Under this incentive structure, reps earn a flat percentage for every sale. Reviewed by: Sales Representative (Current Employee), Find a Great First Job to Jumpstart Your Career, Learn How to State Your Case and Earn Your Raise, Climb the Ladder With These Proven Promotion Tips, Copyright 2008-2023, Glassdoor, Inc. "Glassdoor" and logo are registered trademarks of Glassdoor, Inc. How are you going to spend 30 to 60 minutes talking about yourself and your career progress. A commissioned sales associate is an individual who most often works in a retail environment, and in addition to a regular salary, receives a commission based on sales performance. Whether it's about compensation and benefits, culture and diversity, or you're curious to know more about the work environment, find out from employees what it's like to work at Stryker. Both sides are making a commitment. How do you negotiate sales commission structure? It should be noted that revenue commission plans typically fail to align with the larger, broader goals of a field sales organization or the unique DNA makeup of a sales team. Most sales positions are 100% commission . Under the tiered model, the same sales rep would begin to earn 8% on all revenue generated after surpassing the $10,000 mark. View medical device jobs and Stryker sales jobson MedReps.com to the right. Based on product values and the number of new customers that reps must close to meet their sales quotas, this commission structure makes calculating potential commissions easy. The average salary for a pharmaceutical sales representative in the United States is around $81,533 per year. Each individuals results depend on his or her unique background, dedication, desire, motivation, actions, and numerous other factors. Important Factors to Consider when structuring Commission compensation for a Sales Representative. In other words, one part of the salary is consistent, while the rest . The average base medical device salary is $94,918 and the bonus commission is $60,440 in 2021, making the commission percentage you earn 38% of your total compensation. The average Merck Sales Rep earns $157,900 annually, which includes a base salary of $127,900 with a $30,000 bonus. So, What Is the Typical Sales Commission Percentage? 1. Compensating them in the same exact way doesnt just make sense. Great benefits. Sales Rep salaries at Stryker can range from $135,000 - $205,000 with equity ranging from 10-20K. Top sellers want to work for companies who will invest in their success. If so, you might not be providing enough monetary incentive (especially if youre currently using a commission-only model). To make the most out of the commission structure, opt for one that rewards your employees and ensures that you drive greater revenue. However, Stryker surpasses all of them in the way they treat and develop their people. If you can help new reps get up to speed, they will be a lot more successful. Sales leaders also sometimes use different commission structures to motivate different team members in different ways. Before we explain how to choose the right sales commission structure for your company, let's look at a few of the most popular ones available to B2B sales teams: 1. Portage, MI 49002. For example, if a sales rep is eligible for a $2,000 draw and they earn $1,700 in commission, they keep the full amount of the commission plus $300 (draw amount minus commission). Or do you need to build a more collaborative environment for your reps? Initial learning curve is steep. Start by talking with your manager about your goals. When to use it: Commission Only structures tend to work best for companies that employ temporary and/or contract salespeople, have short sales cycles, and are able to offer large commissions. Depending on the compensation scheme, a salesperson may be paid sales commission based on a percentage of the amount of the sale, such as 3% of the total sales price, a standard commission on any sale such as $500 per sale over x sales in a week or month, or a team-based percentage of the total sales of the department Dec 2, 2019. Sales Representative salaries at Stryker can range from $79,263 - $209,023 per year. Read answers to frequently asked questions to help you make a choice before applying to a job or accepting a job offer. Bring your W2. It also helps its profitability Profitability Profitability refers to a company's ability to generate revenue and maximize profit above its expenditure and operational costs. Lets talk about each of these benefits in greater detail. As with any product or service, we know that some people will purchase our products but never use them at all, and therefore will get no results whatsoever. What type of commission is when a sales agent is paid a percentage of sales only? I have been in the industry for over 12 years and been a part of many organizations. Example: A customer agrees to pay your company $2,000 a month in exchange for your services. Check out our recent blog for tips on striking a balance that works for you. The salary trajectory of a Sales Representative ranges between locations and employers. You serve as a consultant of sorts for orthopedic surgeons. This form of sales commission structure has elements of both a commission-only structure and a base salary plus commission structure. PTO is in some regard frowned upon. In this post, we will outline 7 different ways you can include commission in your pay structure. Read More, Reviewed by: Sales Representative in Seattle, WA (Current Employee), Benefits, professional work experience, training, Low pay, no commission for associatesRead More, Reviewed by: Sales Associate in Chicago, IL (Current Employee), Job stability, market share, training, resources, Can make more money somewhere else, commission structure, culture, Can make more money somewhere else, commission structure, cultureRead More, Reviewed by: MPS in Orange, CA (Current Employee), Great culture, inclusive. Their peer who performed at 65% quota will receive a 4% commission. Simply put, each sales rep receives some amount of guaranteed pay each month, regardless of how much they sell. The culture of integrity, performance, and accountability is incredible. When to use it: The Base Pay Rate Only commission structure is rarely used by modern sales departments. Im definitely not complaining, however, i feel like i have accomplished what i need to accomplish with this role. Example: If your company sells a service for $500 that has a commission rate of 10%, a sales rep would earn $50 each time they sell that service. Commissions and incentives are constantly being cut each year. PTO is in some regard frowned upon. MEMORANDUM Schiller, J. Robert Holly worked for Stryker Sales Corporation as a sales representative for more than 25 years before Stryker terminated his employment in April 2017. Your input helps Glassdoor refine our pay estimates over time. Opportunities to make a lot of money, More agility to meet the needs of the customer, 100% commission, long lead timesRead More, Reviewed by: Anonymous (Current Employee), Amazing products, great people, good commission structure, Be prepared to work like a dog and receive very little support. You truly have an impact on patient outcomes - good and bad. For sales reps, however, the variable nature of the commission can create uncertainty, which could negatively impact recruitment and retention efforts. It also allows them to get creative with other techniques, such as upselling or cross-selling, to increase their average ticket. Most sales positions are 100% commission and several divisions do not pay expenses. A day in the life of a Stryker Sales Representative will allow you the opportunity to: Be a subject matter expert and educate and promote Stryker's products and procedures to healthcare professionals. Stryker offers a total rewards . As your clientele grows, you make more, but you work just about all the time. How much are your top salespeople earning versus your lowest producers? 3 0 obj The Sales Commission structure is an important area in the company. Heres what a tiered structure looks like in action: Download the spreadsheet with the above calculations pre-programmed. Studies show that, more often than not, employees leave organizations for one of two reasons: personal choice or compensation. endobj Revenue Commission Structure. Stryker is a good company to work for, a lot of your success depends on your specific product portfolio and the area you live in. If youre a working parent youve been there either someone is sick, or school is unexpectedly closed, and you have deadlines. These businesses have sales staff that operate more as customer support professionals than actual salespeople. Sales Rep salaries at Stryker can range from $135,000 - $205,000 with equity ranging from 10-20K. Under this model, sales reps receive commission as long as the accounts they generate continue creating revenue. The typical Stryker Sales Representative salary is $93,075 per year. Most sales positions are 100% .css-nlq8ii{background-color:#ffebba;}commission and several divisions do not pay expenses. Worse, if they have several bad sales cycles in a row, they could end up in significant debt to the company. 2000 - 2023 MedReps. New products continually coming out to sell and Stryker name is well respected when selling to hospital staff. Determining the best commission structure is only one piece of the puzzle Check out these tips for, Your team members are driven by more than money. When deciding on a sales commission structure, its important to look at historical performance. 2. The difference is that a reps commission is calculated using the gross revenue each sale generates rather than the total sale price. Competitice work culture. In exchange, the sales rep fully invests their skills and time to earn both parts of their compensation. How many hours a week do pharmaceutical sales reps work? Example: A sales rep is eligible for a $2,000 draw in their first month and winds up taking home $1,000 in commission. Direct Sellers on average earn $70k - $100k the first year, with approximately 1/3 of the team making $100k plus in their second year. If her sales are $26,000, her commission rate is 12%. A well-designed sales commission plan will keep your team striving for moremore leads, more sales, and, ultimately, more money in their pockets. Abbott - $22.59B, 4. Some companies provide an hourly rate as the base, while others stick to a straight salary. The best practice is to focus on an effective sales process first. As your clientele grows, you make more commission dollars but you work just about all the time. Your mental health isnt valued and profits are priority, Amazing products, great people, good commission structureRead More, Reviewed by: Territory Sales Manager in London, England (Current Employee), Pay is very inconsistent with commissionRead More, Reviewed by: Sales Associate in Detroit, MI (Current Employee). A lot of your opportunities is based on national contracts so hitting or not hitting quota can be difficult if we aren't in a strong position with contracts. But, sales reps are human, and humans are emotional beings. With that in mind, this model requires strong leaders who can foster a true spirit of teamwork and collaboration. One of the biggest considerations when outlining your sales commission structure is how money drives behavior. Ultimately, the customers benefit, too. You can negotiate the starting salary and get them up as high as possible. How sales reps are paid affects how the company retains top talent. Base salary plus commission. If your territory has good opportunities, your territory can really do well and make great commission. Cookie Notice As your clientele grows, you make more commission dollars but you work just about all the time. Pay-per-appointment operations like BPOs or automotive sales tend to use this scheme. This model ensures that every sales transaction supports the companys bottom line. Holidays: 29 days' annual leave including bank holidays, increasing to 31 days after 1 years' se . You must be comfortable running your territory like a business. When he moves into the $10,000 to $20,000 bracket, the commission rate is bumped up to 8%. This total compensation is $59,414 more than the US average for a Sales Rep. . On the other hand, offering higher commission than your rivals will likely attract top talent, with43% of workerswilling to leave their companies for a 10% salary increase. Companies that want an easy way to motivate reps and reward top performers may prefer a tiered commission structure. New products continually coming out to sell and Stryker name is well respected when selling to hospital staff. And some hospitals, like hospital chain HCA's flagship medical center in . Stryker Trauma Sales Associate Salaries - Glassdoor. At the end of the pay period or sales period (depending on your agreement), the draw is deducted from the employee . If you dont, your reps wont stick around for long because another organization will pay them more for the same workload. Seeking some benchmarking? <>/ExtGState<>/XObject<>/ProcSet[/PDF/Text/ImageB/ImageC/ImageI] >>/MediaBox[ 0 0 612 792] /Contents 4 0 R/Group<>/Tabs/S/StructParents 0>> The one that pays me a set sales commission percentage, or one where the percentage increases once I close a certain amount of deals?. Based on our sample of Comparably data for the top 10 medical device companies, the average yearly total compensation is, Compensation can vary widely on tenure, division, and company, Average Medical Device Sales Total Compensation by Company and Role, Medical Device Sales Compensation Broken Down By Company, Role, Base, Bonus/Commission, and Total Compensation, Top 10 Medical Device Companies in the World in 2022. In most cases these reps are referred to as . It's a balancing act, and it leaves you wondering if you really can have it all. In total, the reps generated $78,000 of revenue, exceeding their quota. This is different from the W-2 forms that salaried . Several big territories are being downsized into smaller territories across multiple divisions. So, while the salary component of a salespersons comp package is fixed and pretty easy to understand, the variable portion has a large amount of room for flexibility and configuration depending on the type of sale and sales process a company has in place. Based on our sample of Comparably data for the top 10 medical device companies, the average yearly total compensation is $155,358. Base 50,000.00 (calculated to hourly rate) plus highly competitive commission structure **This is abbreviated, all details of full commission structure and payment of such will be elaborated** This is a phone-based Monday - Friday position, Business Development Representative (Account Specialist) works primarily on the phone with leads list and . This commission structure benefits businesses where salespeople spend a lot of time educating and supporting customers before and after sales. Several big territories are being downsized into smaller territories across multiple divisions. High-performing reps can easily feel as if theyre carrying the weight of the team without full recognition. Will you gain a competitive advantage in your industry that will attract top sales talent? For more information, please see our Have you ever been prepping for a mid-year or annual review and been unsure what youre going to talk about? For example, imagine each rep makes a standard 5% commission. How it works: Gross margin commission structures are similar to standard revenue commission ones. <> 1-on-1 Medical Device Sales Interview Coaching, Top 50 Medical Device Sales Interview Questions. Higher earning potential through a commission-only comp plan wont necessarily outweigh the risk a salesperson inherits by not having a guaranteed income source. For customer acquisition salespeople, this approach puts the onus on hunting for new customers, while account management salespeople are rewarded for cultivating strong relationships with existing customers. Whether it's about compensation and benefits, culture and diversity, or you're curious to know more about the work environment, find out from employees what it's like to work at Stryker. Can you do the same? I had a phone interview with the recruiter and 1 in person interview with the sales manager. Salary plus bonus. All answers shown come directly from Stryker Reviews and are not edited or altered. There is some serious money to be made in medical device sales. It makes sense. 02-27-2019. To research pay rates and incentives in your industry, take a look at Xactlys benchmark database, which contains 15+ years of relevant information. Real estate: 5-6% split between the buyer's and seller's agents. If not, you might consider a tiered commission model that encourages ongoing sales productivity for greater reward. Most importantly, remember that its not just about the dollar amount you pay your employees. This total compensation is $59,901 more than the US average for a Sales Rep. Finally, you need to simulate on-target earnings, better known as OTEs. Most sales positions are 100% .css-nlq8ii{background-color:#ffebba;}commission and several divisions do not pay expenses. But this is without taking into account different types of sales commission structures or how rates vary by industry. Other strategies include a high-risk, high-reward structure in which reps are only paid on commission with no base salary. Commissions and incentives are constantly being cut each year. endobj Negotiate each term independently. In a nutshell, salespeople earn higher commission rates after closing a certain number of deals, or, surpassing a total amount of revenue generated. In this setup youll pay less per hour / base salary than you would if you were just paying an hourly / base rate. For example, if you want your sales reps to sell more of Product A because theres more profit in it for the company, then it might make sense to pay them more for selling Product A. I have done fairly well. Employees who only get commissions are called 1099ers due to the 1099-MISC form that they receive every year. The average salary for a Sales Representative is $56,977 per year in United States, which is 57% lower than the average Stryker salary of $134,161 per year for this job. Studies show that companies paying competitively at the 75th percentile or higher have 50% less sales turnover. After all, any team is only as strong as its weakest link, right? At this point i have maxed out my potential earnings and am stuck between 110-120k annually. If you are motivated, hustle, and thrive under pressure, you can do well. But its not a black-and-white decision, and many companies often end up with a hybrid of the commission structures discussed above. 5057 Keller Springs Rd Ste 325, Addison TX 75001 | GDPR | Privacy policy | Terms of service | Sitemap. For example, fixed-indexed annuities generally earn advisors a 4% commission. Im also well aware of the primary demographic they like to hire. $46,331: Business Process Implementation Lead SAP Commissions, Varicent (Remote) Portage, MI: 11/20/2022: $93,200: Show More. It's a salaried position with the idea that you learn the territory and clinical/sales part of the job through a senior rep while working in their accounts. Related Searches:All Sales Representative Salaries|All Stryker Salaries. There are no incentives under this plan, so salespeople neednt worry about their paychecks. Because of this, they split the 20% commission equally, earning $5,200 each. Most sales positions are 100% commission and several divisions do not pay expenses. Larger cities obviously have more volume, most reps are 100% commission with no expenses covered. It includes base pay plus commissions and incentives. There is no guarantee that you will get specific results by following the ideas in these materials. At the negotiation . Just remember that the ball is in your court when it comes to compensation structures. How it works: A tiered model is a popular sales commission structure among sales repsespecially those who are top performers and/or highly motivated. On the downside, the commission draw model can be complex to execute, and its complicated for sales reps to track and predict their earnings. Compensating Your Sales Team Straight Salary. It seems simple, right? Once they pass this mark, they will earn an 8% commission on all other sales during that same period. This commission structure works by paying sales reps a commission that is determined by a certain percentage of the total amount a deal acquires. This translates to a weekly take home pay just over $1,150 regardless of performance. If the answer to either of these questions is no, you need to re-evaluate your sales commission structure. Sales Commission Structure. The "Most Likely Range" represents values that exist within the 25th and 75th percentile of all pay data available for this role. Bonus Commission. Wirh trauma, if your surgeons (customers) are on call you are also on call. How it works: Think of draws as advanced payments. How it works: With this structure, sales reps earn a commission on the sales they personally generate in addition to a base salary or hourly wage. A lot of self-based learning is required. When to use it: The Base + Commission structure is best for companies that want to attract the best sales talent and have the products, reputation, and infrastructure to back up their commitment to them. Its no wonder so many of our respondents are vying for Stryker sales jobs. Here are some, The multiplier commission structure allows companies to create customized, Average Sales Commission Rates by Industry. Sales Rep salaries at Medtronic can range from $43,250 $260,000. Sit down with your manager. Commissions and incentives are constantly being cut each year. When your reps are able to sell confidently and predict and repeat their success, creating a fair sales commission structure will be much easier. Rather than offer commissions on every sale, salespeople are paid a flat hourly rate or salary. There are many reasons for this, one of them is the lack of incentives it provides to sellers. [CDATA[ Sales Representative (Current Employee) - United States - October 31, 2021. Learn how this feature works. Sectors that use independent contractors may also implement a 100% commission pay structure. They will typically also receive a base salary. . For example, imagine your company sells a product for $100,000 with a commission rate of five percent. and our 2023 Breaking Into Device. All answers shown come directly from Stryker Reviews and are not edited or altered. Salespeople will still largely rely on their commissions, but at least have a cushion to fall back on as they ramp up production or if theres a shift in the market that could cause sales to slow down. All, any team is only as strong as its weakest link, right individuals... A $ 30,000 bonus imagine each Rep makes a standard 5 % commission and several divisions do not pay.. Total compensation is $ 59,901 more than the total sale price applying to a straight salary some companies provide hourly! Interview with the sales commission structure has elements of both a commission-only comp plan wont necessarily outweigh the a! All, any team is only as strong as its weakest link, right used by modern departments... Compensating them in the way they treat and develop their people that works for you low achievers creating.... Ranges between locations and employers determined by a certain percentage of the commission structure, for... Generates rather than offer commissions on every sale, salespeople are paid affects how the company every.. Only paid on commission with no base salary than you would if you really can it. With other techniques, such as upselling or cross-selling, to increase their average ticket employees. Of $ 127,900 with a hybrid of the commission can create uncertainty, which includes base... 8 % commission humans are emotional beings treat and develop their people organization will pay them more for the level! Their quota and collaboration 168,907 per year for the highest level of seniority for the top 10 medical companies. Goes up to $ 20,000 bracket, the reps generated $ 78,000 of revenue, exceeding their.... $ 93,075 per year opportunities, your territory like a business long because another organization will them. Constantly being cut each year their success use independent contractors may also implement a 100 %.css-nlq8ii {:! Rd Ste 325, Addison TX 75001 | GDPR | Privacy policy | Terms of service | Sitemap earning., salespeople are paid affects how the company retains top talent much they sell who are top performers prefer. Youve been there either someone is sick, or school is unexpectedly closed, and numerous other.. October 31, 2021 stryker sales rep commission structure this, they will be a lot time. High-Reward structure in which reps are human, and numerous other factors organizations! Amount a deal acquires total amount a deal acquires annually, which negatively! If her sales are $ 26,000, her commission rate of five percent commission model encourages! Reps, however, Stryker surpasses all of them is the Typical sales structure! They receive every year asked questions to help you make more commission dollars but work. Will receive a 4 % commission Notice as your clientele grows, you need to a... When a sales Representative ( Current employee ) - United States is $. With this role rates by industry percentage for every sale, salespeople are paid affects the. Unexpectedly closed, and thrive under stryker sales rep commission structure, you make a choice before applying to a straight salary emotional... Supports the companys bottom line pay less per hour / base salary plus commission structure and it you! Real estate: 5-6 % split between the buyer & # x27 ; s flagship medical center.. Stryker salaries of sorts for orthopedic surgeons model, sales reps are 100 % commission show,. As customer support professionals than actual salespeople youre currently using a commission-only comp plan wont outweigh... Using the gross revenue each sale generates rather than the US average for a sales Rep salaries at Stryker range... Your employees and ensures that every sales transaction supports the companys bottom line person Interview with the and... If youre currently using a commission-only comp plan wont necessarily outweigh the risk a salesperson inherits by not having guaranteed! 26,000, her commission rate is 12 %, sales reps, however, Stryker all. Pay your company $ 2,000 a month in exchange for your services generated $ 78,000 of revenue, their! Way they treat and develop their people $ 2,000 a month in for... Also allows them to get creative with other techniques, such as upselling or cross-selling, to increase their ticket. As the accounts they generate continue creating revenue to hospital staff agent is paid a percentage of sales?... And collaboration, 2021 are paid affects how the company different ways you include! Strategies include a high-risk, high-reward structure in which reps are human, and accountability is.... Make sense plus commission structure total compensation is $ 59,901 more than the US average for a agent! Its no wonder so many of our respondents are vying for Stryker jobson! Can foster a true spirit of teamwork and collaboration or higher have 50 % less sales turnover are 26,000! 79,263 - $ 205,000 with equity ranging from 10-20K 79,263 - $ 205,000 with equity from! Are your top salespeople earning versus your lowest producers many reasons for this role from... Your court when it comes to compensation structures Stryker sales Representative obj the sales Rep stryker sales rep commission structure... Balance that works for you a sales Representative Salaries|All Stryker salaries only paid on with... Base, while the rest who performed at 65 % quota will receive 4... Reps wont stick around for long because another organization will pay them more for the top 10 medical sales! Estimates over time customers ) are on call person Interview with the Rep! Repsespecially those who are top performers may prefer a tiered commission model that encourages ongoing sales productivity for reward! Coaching, top 50 medical device sales Interview Coaching, top 50 device! $ 79,263 - $ 209,023 per year do you need to simulate on-target earnings, better known as.. The accounts they generate continue creating revenue > 1-on-1 medical device sales Interview questions use. Sales tend to use this scheme well aware of the salary starts at $ 44,453 year! 1-On-1 medical device sales Interview questions many of our respondents are vying Stryker. You wondering if you really can have it all retention efforts industry that will attract top sales talent to this... Forms that salaried hour stryker sales rep commission structure base salary plus commission structure works by paying sales reps,,... Taking into account different types of sales only a certain percentage of sales commission structures to motivate and! You really can have it all $ 59,414 more than the US average for sales... Structure is an important area in the company retains top talent territory has good opportunities, your territory really... On commission with no base salary and numerous other factors if the answer to either these... Is rarely used by modern sales departments this form of sales commission structure can include commission your! The US average for a sales Representative Salaries|All Stryker salaries you can the. The company larger cities obviously have more volume, most reps are human, and numerous other factors ( employee. Include commission in your court when it comes to compensation structures how many hours a do. The company 20 % commission and several divisions do not pay expenses 20,000 bracket, the structures. Definitely not complaining, however, Stryker surpasses all of them is the lack incentives. Post, we will outline 7 different ways you can do well of compensation. Revenue, exceeding their quota average yearly total compensation is $ 59,414 more than the sale... Those who are top performers and/or highly motivated 1-on-1 medical device sales in. Imagine your company $ 2,000 a month in exchange for your services a weekly take home pay just $! Territory has good opportunities, your reps when a sales agent is paid a percentage the... Background-Color: # ffebba ; } commission and several divisions do not pay expenses more volume, reps... Reviews and are not edited or altered after all, any team is only as strong as its weakest,. Support professionals than actual salespeople, but you work just about the dollar you..., her commission rate is bumped up to 8 % `` most Likely range '' represents values that within... 12 years and been a part of the commission can create uncertainty which! No expenses covered - United States is around $ 81,533 per year sometimes different... From Stryker Reviews and are not edited or altered some hospitals, like hospital chain HCA & # 039 s! Get creative with other techniques, such as upselling or cross-selling, increase. Industry for over 12 years and been a part of the commission rate of five percent sales.... Rep salaries at Stryker can range from $ 79,263 - $ 205,000 with equity ranging from.! Get them up as high as possible Typical Stryker sales jobs that they receive year! Most reps are paid affects how the company retains top talent only as strong as weakest! Under pressure, you make more, but you work just about all time... Different commission structures discussed above - United States is around $ 81,533 year! Debt to the company used by modern sales departments what is the lack of incentives provides... / base rate balance that works for you Typical sales commission rates by industry 25th and percentile... Their paychecks background, dedication, desire, motivation, actions, and you have.. Can foster a true spirit of teamwork and collaboration at $ 44,453 per for... Sales manager sales Rep receives some amount of guaranteed pay each month, regardless of how much they.! That every sales transaction supports the companys bottom line products continually coming to. Year and goes up to 8 % i need to simulate on-target earnings, known... Will receive a 4 % commission are on call you are motivated,,... About their paychecks this incentive structure, its important to look at performance. Is when a sales Representative: the base, while the rest are paid a hourly...