final draft pp

INTERN PROJECT:

PRESENTED BY: Miguel Betancourt Sam Cartwright Julian Gadano Juan Hong Tina Huang Yangzi Zhang

The Millennial Opportunity

2

Setting the Table What’s our story?

Personal experiences

What challenges we faced Issues at hand

Who we talked to Internal and external team members

What we set out to do Recruiting, Retention, Millennials

3

Special Thanks To

Joel Mathlin & Suzzanne Fleet Jeannie Finkel Jessica Rossano & Donielle Brickner Milad Hassani Tara Cavallaro Kevin Jacobs Fengqi Shi & Monique Farrage Lisa Stein & DeJuan Oliver Jessica Pope 13 ICL Owners Mentors & Supervisors

4

Executive Summary

Challenges

• Attract Millennials – 25.84 years old (Active list on Merlin)

• Increase Retention – 9 (Verizon B2B) to 26.48 (Century Link Res)

• Improve Recruiting – ’14: 679,010 Interviewed. 63,465 New Starts

Goals• Increase Headcount • Improve Brand Image

Solution

• Drive Recruiting Funnel• Increase Revenue

• Internship Program

5

Agenda

Program Overview Benefits

ICLs Students Cydcor

Compensation Structure Implementation

6

Program Structure

Internship Program

10-Week Program

Compensation

Mentorship & Training Requirements

All Majors Accepted

No Sales Background

Needed10 Weeks

Commitment 2.5 GPA

Program Overview Benefits Payment Structure Implementation

7

Types of Internships

• Account Executive• Sales Rep

• Recruiting & Marketing• Enhances

recruiting & brand image


8

Account Executive Recruiting & Marketing

Benefits for ICLs

• Increase revenue

• Increase headcount

• Drive recruiting funnel

• Enhance owner’s and recruiter’s productivity

• Improve brand image

• Bring fresh, eager energy into the office

• Build or strengthen connection with local colleges


9

Benefits for Students Program Overview Benefits Payment

Structure Implementation

•Training & Mentorship program

•Teambuilding & Leadership experience

•Talent Acquisition

•Interviewing Skills

•Branding Skills

• Compensation • Communication & Networking Skills• Organizational & Time Management

Skills • Business Development & Management

Skills• Exposure to Real World Business

Account Executive Recruiting & Marketing

Average Revenue for Retention Period Calculation 10

19.03 days

$205.73/day

$3,915.04

70 days

$205.73/day

50% $7,200.55

70 days

$205.73/day

75% $10,800.83

70 days

$205.73/day

100%

$14,401.10


Days Worked

Average Rep Revenue Per Day

19.03 $205.73

*Summer 2014 Data

ICL Revenue Example: AT&T B2B (1 Intern per ICL)

Revenue Increase for ICLs

11


*Summer 2014 Data

$0.00

$2,000.00

$4,000.00

$6,000.00

$8,000.00

$10,000.00

$12,000.00

$14,000.00

$16,000.00

$18,000.00

Aver

age

Reve

nue

Campaign Group

Revenue Comparison

Total Rep Revenue Total Intern Revenue (50%) Total Intern Revenue (75%) Total Intern Revenue (100%)

*See details in appendix

12

Revenue Increase for Cydcor

$18,723.2

$9,171.9

$9,551.3

$9,551.3 221.5 $43.12

Bounty Stroke

Cydcor GP Per Day

# of Reps Per

Campaign

Daily Cydcor GP

Per Rep

$43.12 70 $3,018.5

Daily Cydcor GP

Per RepInterns Days

Worked

Total GP Per Rep

$3,018.5 11.75 $35,46

7

Total GP Per Rep

Avg # of ICLs Per

CampaignCydcor GP Per

Campaign(100% prod)

Cydcor Revenue Example:

AT&T B2B(1 Intern per ICL)


Cydcor GP Per Day

*Summer 2014 Data

13

Potential Profit for Cydcor

Interns perform at 50% of average rep productivity: $335,754.04

Interns perform 75% of average rep productivity: $503,631.07

Interns perform at 100% of average rep productivity: $671,508.09


Cydcor GP for all campaigns at 50%

Cydcor GP for all campaigns 75%

Cydcor GP for all campaigns at 100%

*Summer 2014 Data

If each ICL (for the 11 targeted campaigns) had an intern:

Drive Recruiting Funnel 14

Total Resume from Ads

Database Downloaded

Booked 1st

Showed 1st

Invited for 2nd

Booked 2ndShowed

2ndNew Start

s

Weekly Average Summer 2014

151

191

81

29

17

14

9

3

Recruiting FunnelPotential Increase by Interns (assuming 1 intern per office)

75.5

95.5

40.5

14.5

8.5

7

4.5

1-1.5


*Summer 2014 Data

15

Drive Recruiting Funnel Program Overview Benefits Payment


Example: AT&T B2B

Average Rep Rev

$205.73

Days Worke

d

19.03

Total Revenu

e

$27,405

Average

Cydcor Profit

$ 43.12

Total Profit

$ 5,744

Days Worked

19.03

*Summer 2014 Data

Potential Profit Increase for 1 ICL

Potential Profit for Cydcor from 1 ICL

TotalWeeks

7

Total Weeks

7

Revenue increase assuming 1 intern per ICL, intern brings 1 new start per week for 7 weeks

Total Revenu

e

$27,405

Recruiter Cost

$7,527.66

Rep Cost

$1077.29

Total Profit

$18,800

16

Drive Recruiting Funnel Program Overview Benefits Payment


Revenue increase assuming 1 intern per ICL, intern brings 1 new start per week for 7 weeks*Summer 2014 Data

Total Profit Increase for ICL per Campaign

AT&T B

2B

AT&T U

-Ver

se

Centu

ry Li

nk R

es

Direct

Energ

y US B

2B

Direct

Energ

y US R

eside

ntial

QUILL

Spar

k Ener

gy Res

identia

l

Star

Ener

gy

T-Mob

ile

Verizo

n B2B

Verizo

n FIOS I

I $-

$5,000.00

$10,000.00

$15,000.00

$20,000.00

$25,000.00

$30,000.00

$18,800.35

$12,854.48

$26,725.71

$21,785.38

$13,189.85

$9,277.16 $6,667.93

$3,832.08 $2,342.51

$5,030.36

$14,143.54

Potential CydcorProfit

$1,672,206.27

17

Intern starts with % (acceptance rate = 1 – rejection rate) of commission before hitting leadership and gets 100% commission after hitting leadership

Complete 10 week program (Tier 1

completed) – Letter of recommendation &

Potential college ambassador offer

Build a team with at least 1 rep hitting

leadership (within 1 month after the

internship) - $100 per rep

Compensation Structure-Account Executive

Intern gets paid as regular rep

Option A (Tier System):

Option B :


Tier 2 Tier 3 Tier 1

18

Account Executive PayProgram Overview Benefits Payment


$0.00

$2,000.00

$4,000.00

$6,000.00

$8,000.00

$10,000.00

$12,000.00

$14,000.00

Aver

age

Rep

Pay

Campaign Group

Cost Comparison

Tier System Full Commission


19

Option A:• Intern gets paid minimum wage (Differ by

state)• Average bonus per “Like”= $5

Option B:• Hourly pay by minimum wage


Compensation Structure- Recruiting & Marketing

*Summer 2014 Data

20

Recruiting & Marketing Pay

*Summer 2014 Data

$0.00

$2,000.00

$4,000.00

$6,000.00

$8,000.00

$10,000.00

$12,000.00

$14,000.00

Aver

age

Pay

Campaign Group

Cost Comparison

Current Average Pay ($550/Week+Bonus) Minimum Wage+Bonus Minimum Wage


21

Attraction & Retention StrategiesProgram Overview Benefits Payment


Why would they choose us?• No experience required• Opportunity to build a team• Harvard Business Review: Millennials’ Interests

• 40% claimed that becoming a leader was “very important”• 53% said a mentorship program would help them be more

productive

Why would they stay? • Culture • Training program• Mentorship• Unique leadership experience

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Pilot ICLs ListICL Owner Campaign

Michael Palomba AT&T U-VerseJonathan Perry AT&T U-Verse

Melissa White Quill

Alex Kantor QuillNathan Stanton Quill

Sarah Horning QuillDuran Kelly Verizon FIOS II

Tri Vo Century LinkPaula Silveira T-Mobile EIP

*Elijah Medge T-Mobile EIP*Christopher Butte Verizon B2B

*Ken Lear AT&T B2B* Showed Interest

23

Playbook for ICL OwnersProgram Overview Benefits Payment


• Mentorship• Feedback• Team Bonding• Leadership

Development

• Evaluation Form• Letter of

Recommendation• College Brand

Ambassador

• Legal Check• Goal Setting• Training• Office etiquette• Payment Structure

• Research Colleges• Create Ads• Post Ads• Interviews

Recruiting

Onboarding

During Internship

Off

B

oarding

OnboardingDuring InternshipOff BoardingRecruiting


24

Internship Program: Sample Schedule


Monday Tuesday Wednesday Thursday Friday

68-8:15 Mentorship

8:30–9 Sales Skills Training

1-2pm Intern & Mentor Lunch

78-9am Business Management Workshop

9-5pm Shadow a Leader

88:30-9 Territory Management Training

9-5pm Field

98-8:15 Mentorship

8:30-9 LID Class (Leaders in Development)

108-9am Business Development Workshop

138-8:15 Mentorship

9-5pm Field

148:30-9 Organizational Skills Training

9-5pm Field

158-8:30 Sales Strategy Training

9-5pm Field

168-8:15 Mentorship

8:30-9 LID Class (Leaders in Development)

178-9 Leadership Development Workshop

Hit Leadership!!!!

June 2016

25

Why Now? Innovation Millennials

LinkedIn, College job boards Talent

Map Recruiting – Sports

26

Deliver the “Experience”

Difficulty vs. Reward Peace Corps, Teach for America, Doctors

without Borders Successful people who started in Sales

Chris Pratt, John Paul DeJoria, Sara Blakely Not that much experience needed

27

Q & A

28

Appendix Financial Analysis (by Campaign)

Potential Revenue Increase for ICLs Potential Revenue Increase for Cydcor Expenses

Sample Ad for Recruiting Survey

Question List Result and Analysis

College Map and Infographic Playbook for ICL Owners Interview Questions and Notes

29

Average Revenue per Rep

Campaign GroupDays

Worked Average Rep Revenue

Per Day Total Rep Revenue AT&T B2B 19.03 $205.73 $3,915.04 AT&T U-Verse 18.34 $177.21 $3,250.03 Century Link Res 26.48 $212.36 $5,623.29 Direct Energy US B2B 19.13 $236.78 $4,529.60

Direct Energy US Residential 20.19 $161.26 $3,255.84 QUILL 15.45 $167.57 $2,588.96 Spark Energy Residential 9.64 $218.62 $2,107.50 Star Energy 18.17 $95.57 $1,736.51 T-Mobile 15.38 $109.79 $1,688.57 Verizon B2B 9 $213.55 $1,921.95 Verizon FIOS II 19.72 $177.96 $3,509.37

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Average Revenue of Account Executive Intern

Campaign Group Total Intern

Revenue (50%) Total Intern

Revenue (75%) Total Intern

Revenue (100%) AT&T B2B $7,200.55 $10,800.83 $14,401.10 AT&T U-Verse $6,202.35 $9,303.53 $12,404.70 Century Link Res $7,432.60 $11,148.90 $14,865.20 Direct Energy US B2B $8,287.30 $12,430.95 $16,574.60 Direct Energy US Residential $5,644.10 $8,466.15 $11,288.20 QUILL $5,864.95 $8,797.43 $11,729.90 Spark Energy Residential $7,651.70 $11,477.55 $15,303.40 Star Energy $3,344.95 $5,017.43 $6,689.90 T-Mobile $3,842.65 $5,763.98 $7,685.30 Verizon B2B $7,474.25 $11,211.38 $14,948.50 Verizon FIOS II $6,228.60 $9,342.90 $12,457.20

31

Revenue Increase for Cydcor

Campaign Group

Average Cydcor Revenue Weekly

(50%)


(75%)


(100%) AT&T B2B $1,509.24 $2,263.85 $3,018.47 AT&T U-Verse $1,683.30 $2,524.94 $3,366.59 Century Link Res $433.89 $650.84 $867.78 Direct Energy US B2B $1,891.09 $2,836.63 $3,782.17 Direct Energy US Residential $1,545.50 $2,318.25 $3,090.99 QUILL $803.75 $1,205.63 $1,607.51 Spark Energy Residential $1,794.10 $2,691.15 $3,588.19 Star Energy $45.48 $68.23 $90.97 T-Mobile ($376.09) ($564.13) ($752.17)Verizon B2B $1,423.88 $2,135.83 $2,847.77 Verizon FIOS II $1,659.10 $2,488.65 $3,318.19

32

Cost for Account Executives

Campaign Group Option A (Tier System)Option B (Full Commission)

AT&T B2B $3,467.24 $3,962.70

AT&T U-Verse $4,187.05 $4,301.50

Century Link Res $4,779.16 $4,950.40

Direct Energy US B2B $5,383.66 $5,672.80 Direct Energy US Residential $4,853.82 $5,076.40

QUILL $4,181.18 $4,557.00

Spark Energy Residential $4,432.22 $4,547.20

Star Energy $4,653.74 $5,291.30

T-Mobile $5,712.61 $6,186.60

Verizon B2B $1,772.35 $1,820.70

Verizon FIOS II $4,724.21 $4,937.80

33

Cost for Recruiting & Marketing

Campaign Group Current Payment Option A Option B

AT&T B2B $8,827.66 $7,527.66 $4,200.00

AT&T U-Verse $10,068.75 $8,768.75 $4,200.00

Century Link Res $12,064.67 $10,764.67 $4,200.00 Direct Energy US B2B $9,671.54

$8,371.54 $4,200.00

Direct Energy US Residential $9,436.84

$8,136.84 $4,200.00

QUILL $9,139.74 $7,839.74 $4,200.00 Spark Energy Residential $8,758.33

$7,458.33 $4,200.00

Star Energy $8,250.00 $6,950.00 $4,200.00

T-Mobile $9,418.20 $8,118.20 $4,200.00

Verizon B2B $9,489.20 $8,189.20 $4,200.00

Verizon FIOS II $10,331.01 $9,031.01 $4,200.00

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Ads Sample for Intern RecruitingProgram Overview Benefits Payment
