Can Rock Division Summer 2013PRE INTERVIEW

This is a just a quick pre-screening so that I can look at your application. If everything goes well here I’ll have you stay for the interview, ok?

REVIEW APPLICATIONHow did you hear about the position?What are you looking for? Full Time or Part Time? What do you want to do with your major? (If a student)Do you enjoy working with people? Are you a positive person?

*IF APPLICANT IS A STUDENTHow did you here about the openings? Are you looking for full time or Part time work for the summer?When are you finished with finals?When do you get home? . (out of area for school)What is your main goal in finding a summer job (income, experience or both?)

BUILD RAPPORT (Look at hobbies, school, etc)

Let me tell you about the job and make sure it’s something you’re interested in doing.

Basically, it’s a customer sales and service position working with people one on one, demonstrating our products, answering questions, and writing up orders. The products we work with are called Cutco, have you heard of it before? Cutco is the #1 brand of high quality kitchen cutlery in North America.

We don’t do any door-to-door, telemarketing, or cold calling. The only way our representatives can show Cutco is through a professional, preset appointment, with people that are already interested in seeing the product. It’s actually all through word-of-mouth, recommendations, and referrals so our reps are only showing friends of friends of friends of people they have already met and built a relationship with. So it’s a really warm environment and we are never seeing strangers.

We have a guaranteed pay, which is regardless of sales so there is no pressure involved, but we do have a commission pay, which gives our representatives an opportunity to make a lot more, which most of them do.

Scheduling is really flexible. Our reps work as little or as much as they want, depending on what their schedule allows for. If someone is in school or has another job, they can work part time around those hours. But if they have nothing else going on, they can work as full time as they want.

What our reps put into it is what they get out of it-it’s very self motivating and self paced.

Does that sound like something you would be interested in learning more about?

Next point should reference when their last exams are, which you asked earlier-if they are looking to start before/after or during exams

If you were accepted would you be able to work the first two weekends?

Great! Everything looks good here. I’d like to invite you to stay for the interview. It takes about 60-90 minutes. Did you allow yourself enough time? What I am going to do is go through the full details of the position, answer any questions you have and then we are going to meet for a brief one-on-one interview where I will be making my final decision. (have them sit outside where you want them to sit)

2012 Wind Up Interview

My name is ______________ and I am the Assistant Manager here;

I started in an interview just like this on my summer break from __________University. (if applicable)

I am responsible for the recruiting and training in the _________ area and also responsible for training and developing all of our managers throughout Southern Alberta.

We run a group interview because it saves time and is more relaxing

The position you are applying for is the sales rep position.Everyone in our company starts off at the same level.Even our CEO started off where you are now.Our reps promote themselves through the rep levels and then have an opportunity to advance in our management program.

I’m looking for: Positive, friendly people to work with our customers.I can teach anybody how to sell Cutco. Our program is simple. It’s not easy, but it’s simple. The Challenging part of the job is that our reps motivate themselves.As long as someone has a positive attitude and a strong work ethic, they’ll be

successful.

Now, we already have an incredible teamThis is the #1 District in Canada and has been for the past 13 years.

In order to keep a championship team alive, you need to add championship people.

So I’m looking for really positive, outgoing people to add to the team.

I’m also looking for future managers.We have 5 management positions currently available in this office and several

territories available for office managers.

I can take as few or as many reps onto the team as I want, so you are competing against yourself, not anyone else in the room.

So during the interview I want you to be professional, but at the same time--- relax, smile, and be yourself.Be confident and outgoing--- if you’re a little shy naturally--- just fake it for 45 minutes!

This is my only chance to get to know each of you so I want you to get involved.I’m going to ask lots of questions. Some are rhetorical, so humor me and answer them where others will be more challenging.

During the Interview, this is what I’ll be covering.

(Click Next)- The company, who we are an where we are going- The Products, Cutco – Top selling brand in North America. Only people who show it are our reps-Market and Sales Program. There is no door-to-door, telemarketing, cold calling, canvassing, nothing like that. - The only way our reps can show Cutco is through professional, preset appointments with people that are already interested in seeing the product. - Pay, We have a guaranteed rate of pay but also an incentive, which most representatives end up earning because of our product and training.

- Training, We provide full training for all our reps. And I’ll wrap up with some…- Perks. We work hard but play hard too. We have a lot of fun here.

If you have any questions I’ll just get you to jot them down because I will most likely check most of them off your list before I wrap up. If you do have any questions at the end then I will be more than happen to answer them for you.

(Click Next)

COMPANY

- You are applying to be a part of Vector Marketing the Marketing arm of CUTCO cutlery.- Cutco started in 1949 and all of our products are manufactured in the states. Vector started in1985 and was bought by our founders – Erick Laine and Jim Stitt. - At the time Cutco was going out of business but these two really believed in the products and the opportunity so they invested everything they had into the company in an effort to turn things around. The first year we sold about $750 000. But we have come a long way since then. - Last year we did over $200 Million in sales.

A few highlights over the last 30 years

There are 7 regions in North America. In 1990 we expanded into Canada where there are now 5 divisions and you are applying to be a part of the CanRock division which consist of offices in Alberta, Saskatchewan and Manitoba. This is Joe – our national sales manager one of the first managers to come to Canada and helped build our region into the top average Region.

Vector found a lot of success working with students and recently in 2005 our student training program was incorporated into the class room at University of Calgary – in the Haskayne School of Business where they sell CUTCO for a semester as part of their class. It’s called the selling smiles program because all the profits from the sales are donated to the Children’s Wish Foundation and we’ve raised close to 200K from that program alone.

Even more recently in 2008 The Wall Street Journal wrote an article about us as a top job for students in the Summer time because of the skills they learn.

And where we are now is over $250 million and sales with close to 250 district offices across North America.

Market Data Why has Vector been flourishing? Well it all comes down to the quality of our people. There isn’t one type of person who does better then any other. We have people from all walks of life working with us CLICK

Some are University and College students, some are full time career professionals and some are grade 12 high school students but what appeals to them all about Vector is the opportunity to “design their life with products guaranteed forever.”

Because of the recent recession many people are finding supplemental sources of income to increase their overall revenue.

For students, tuition fees have more then doubled in the last 10 years and 65% of students now graduate university or college with debt. Does anyone know what the average student debt is? $28,186. It takes on average 14 years to pay off student debt

For this reason most students are looking for a job that can be flexible but also high pay. (Use your personal example- “I started with Vector as a student going to _______________ in (the year)”

I think students want a fun environment that they can work in with a chance to gain valuable skills for their future. - Many students also like the fact Vector offers scholarships as well.

And for many young professionals out there who have a degree or are out of school they lack the experience to qualify for meaningful full time employment. Any idea what percentage of recent graduates are not able to find a full time job in their chosen profession? Over 60%. According to the National graduate survey it can take as much as 1 to 3 yrs for students to start their first job upon graduation.

So for many recent grads and young professionals, Vector is a starting place, where they can pay off student debts or save for their first house, while also building their resume through our renowned training program. While some will go into management like I did, and some will become sales professionals, many just take this experience as a stepping stone to their future career.

Any idea what percentage of people between the ages of 15 - 24 do not have a job?It’s actually 85.3%. For this reason, Vector is the premiere opportunity for grade 12 students and higher to have meaningful work experience and save money for future educational careers. They also have opportunities for advancement within the company.

For example this is Glen Smyth he works out of our Ottawa office: he started with the company in 2011 while in grade 12, earned a #1 scholarship and has advanced in the company and is in training to run his own office after he finishes school this year.

Vector is a place where great people connect the dots from where they are to where they want to be, developing skills they can use for life.

Let me show you what our products are and what you would be doing if you were accepted into a position with us.

PRODUCT

Now let’s spend the rest of our time talking about what exactly you would be doing if you were accepted.

(Ask for a penny or get one from the drawer)

We have over 100 products in our line. Here’s just one. [SHEARS] (Brief explanation and uses For Shears)(Corkscrew Spiel) – Cut Penny.

What impressed you most? What I told you about the product, or what you saw it do?Seeing is believing, all of our products work that wellI’m not looking for sales people, I’m just looking for friendly, outgoing reps who can cut a penny and smile.

As long as our reps can smile and follow the program the products sell themselves.

Now let me show you the main product line, its Cutco, the World’s Finest Cutlery.Have any of you ever heard of Cutco before you applied for an interview?

This is our Blue Book. And this is what our reps use in their presentations. I’m going to show you a demo. So pretend you are the customer and I’m the rep.The first think our reps go through is the company page…- Made in the United States in Olean, NY

-We are the only high quality kitchen cutlery manufactured in the US.- First Cutco product was sold in 1949- Over 15 million satisfied customers

Everything is written on the page, so our reps don’t have to memorize anything.

Now before those 15 million people bought Cutco, many of them had low quality knives.

This is the problem we wanted to solve. (Show Junk knives page)Does this look familiar to you?

Most people have a drawer full of junky knives that build up over time.It’s really cheap in the short term but becomes really expensive in the long term

because it has to be replaced over and over. When I first started, I didn’t know the difference between a wooden handle and plastic

handle knife, but it’s all right here on the page.

If this is the problem have then that would make Cutco the solution.

Here we explain the 5 features that make Cutco the #1 rated Cutlery in the world (pull out petite carver)(Features and Benefits page)- Handle design-Made by the same guy who designed the seats for Porsche

o Also in the Museum of Modern Arts in NYC for its perfect ergonomic- Handle Material- made of thermo resin, which is similar to what is used in NFL helmets

and bowling balls. So its made for the wear and tear but it is also very durable and easy to clean.

- The type of steel we use is High Carbon Stainless Steel- it is the similar steel that doctors use in surgical instruments - Steel goes all the way through the handle for strength and balance.

The most important thing a consumer wants their knife to do is cut.Rope cutting demonstration- (serrated edge, straight edge, then Cutco) (Click Next and explain the straight edge (Click Next) , then the Serrated edge (click next, then click next again)

Explain the DD edge

A typical knife will stay sharp for 2-3 years before needing to be replaced. Each Cutco knife will stay sharp for 7-10 years.

But the best part about Cutco is the forever guarantee

Same guarantee as Rolls Royce, Rolex watches, Zippo lighters, and Craftsman tools. No other company has a better guarantee.

1. If anything ever happens to Cutco, the customer sends it back and it’s fixed or replaced for free.

a. Customers don’t need a receipt or proof of purchase and they can pass it down generation to generation.

2. After 5, 10, 15 years the customer can send back their Cutco and it’s sharpened and polished for free.

a. They never have to spend another dime in their entire life on knives.3. Misuse and abuse. For example is they used their knife as a screwdriver or to open

a can of paint and the end chipped off it would be replaced for half the retail value. 4. We also have a 15 day money back guarantee ---- reps like this point the best

because that way they know their customers will always be happy and confident with their decision. After trying the product its very rare anyone returns the product

Names and uses page = Here we name each tool in the main kitchen line and tell the customer what they are used for. Again, as a new representative just starting out I had no idea what any of these were for, but it’s all right here on the page …

Table knife and cut leather

We cut rope, leather, and penny, and smile and the products sell themselves

Our customers can buy individual pieces or they can buy sets.We have bigger sets for people that really like to cook.We also have smaller sets, depending on our customers’ needs (Skim smaller sets)

We have a huge line of gifts and accessories (Skim G+A)Fisherman’s solution. (don’t pass around)

Rated #1 fishing knife in Peterson’s fishing guide.Only people who can sell it, are our reps!

Pizza Cutter, Peeler, Cheese Knife, Hunting knife

Price-Point for Cutco-After taking a look through the catalogue and seeing a few of our products, would you say that this is a Wal-mart or Zellers brand? (definitely not)-Cutco is not a cheap product, but it is offered at a good value for our clients because of the quality and guarantee.

In terms of prices our products start at $25 and increase. We offer a lower price compared to the competition. It goes straight from the factory to the Customer’s home.

Who does that cut out? Middle man. No one to mark up the priceSo our reps make a lot of money selling the number one product in the world at a lower

price than the competition.Do you think that makes our reps happy? What about our customers?

If a customer wants to spend $50 – $100 with us are we ok with that? What if they want to spend $1000 to $2000? We like those customers. We do have orders that are that big but the typical customer spends around $250. (about the same as a text book or a rogers bill for a family.) Write that down it’ll be useful when we cover pay. How many of you feel if you showed CUTCO to someone who likes to hunt, fish or cook, they would buy at least one item from the product line?We find that 60% of people that see CUTCO do decide to place an order on their visit. So this gives our representatives a lot of confidence.

Our customers can pay in up to 5 payments, interest free. So if they buy $300 worth of Cutco and pays for it in 5 months = only $60 per month. Which is affordable for any family.

That’s pretty much the whole demonstration. It takes about 45 mins to 1 hour. Why does it take that amount of time with a customer? (demonstrations, getting to know the customer)Was there anything I did that was hard or complicated? If I brought someone who was less experienced up here to do the same demonstration. Would you have been any less impressed by the product? Why is that important? People like cutco because of what they see it do. Not the representative’s skills. I can train anyone to do this job but I want to pick the right people who will give a good first impression of the product and the company. Our product has been around for over 60 years. Do you think anyone has done any research on it?

Of course. I’m not going to go over every article that’s been written about us but I’ll show you a couple of the more recent and notable. We were featured in Consumers digest and a recipient of their best buy award We are About.com’s 2011 readers choice cutlery brand. We were featured on Discovery Channel’s How it’s made and on History Channel’s modern marvels as the sharpest knife you can find in a kitchen drawer. We were also featured on Dr. Phil last year where he gave his whole audience a set of Cutco. (Click Next)

Market

Our best customers are people who already own Cutco.They love it and always want to buy more.

Our customers are typically 30 – 60 years old and married. Why is that?- They cook (students get by with a fork and a microwave) - Stable income

As our reps advance they might get into business gifts where companies buy Cutco engrave it and give it away to clients or employees. We also have a fair and show team that handles all the home shows in the area where people come up and buy CUTCO at the booth.

We have seasonal markets as well. Why do you think this is a great time of year for CUTCO?

A lot of cooking happens around holidays and long weekends, Easter coming up -Gift Business - is year round, summer coming-BBQ’s, gardening, Mom’s/Dads Day, Weddings

With the current economy, lots of sales companies are struggling but here at Vector the last few years have been our biggest years ever. Why are we growing despite the economy?1) People are eating out less and cooking more!2) Cutco is a great investment, it lasts forever!

Sales Program

I want to spend some time talking about the day-to-day responsibilities of the position for our reps.-As you know we work on an appointment basis only. (Click Next)-“our reps meet with people where it is most convenient for them, which is either in their home so they can try the product in their own kitchen, or if it is not possible for the rep to go to the customers home because they live out of town, then they meet virtually either over the phone or on skype, which I’ll explain more about later.”-Our reps only meet with a customer when there’s an appointment scheduled, so the customer has already agreed to have the rep stop by.-Obviously we don’t have our reps walk down the street knocking on doors with a bag of knives.(Click Next)

The number of appointments our representatives will do is based on three things: 1) Availability (full-time students work a different schedule than people working as a career) 2) Financial Objectives (working for spending money vs. supporting a family) 3) Work Ethic (people who want to work hard will naturally do more appointments)

-Our Part-Time representatives will conduct between 1 and 3 appointments a day on the days they work, and on a weekly basis they will do in the range of 5-7 appointments (give or take).-Other representative’s who work a more Full-Time schedule have nothing stopping them from doing as many appointments as they like. In some cases 30-40 appointments in a week when they are looking to hit a goal or earn more money. For the most part they look to consistently do 15-25 apppointments.

c. There are no quotas, no minimums or maximums as reps schedules can change from week to week.

Now I want to talk about who representatives show Cutco to.

What is the most effective form of advertising? (WORD OF MOUTH)People spend thousands on a friend’s recommendation. (car, computer, movies)Many students even pick their classes that way. Think about this:

1. We use only word of mouth advertising.2. Have an extremely high quality product3. Guaranteed forever4. People trust people that they know.

So at the end of every presentation our reps ask our customers who they know that would be nice enough to take a quick look at Cutco.

Who do you think a customer would be able to recommend?Family, Friends, Neighbors, or Co-workers

Our customers will give an average of 2 customer recommendations.

To show you how simple this is… How many contacts does the average family have in their address book? (100-200+)So do you think many customers would have a hard time coming up with 4 or 5 recommendations? (No Way)

That’s why we have many of our reps average 5,10, or more recommendations per customer.

As our representatives are cleaning up, they ask the customer to contact the 2 that they think would be the most interested. We also let them know if 2 of their friends are interested in taking a look, we are going to give them a free piece of Cutco. Do you think the customer gets pretty excited about that? So who does our advertising for us?

This way our representatives always have permission to call before they contact them and nly call people that definitely want to see them.

Let’s talk about how a rep gets started.

Our reps go through training, which I will explain in a little bit. But after training our reps are asked to practice what they’ve learned. So who do you think our reps would be more comfortable practicing with, people they don’t know or people they are more familiar with. Why do you think that is? Most of our reps have never done a job like this before so they feel a lot more comfortable when they can practice their presentation with people they know first. IF they were to start off with a stranger for the first time how do they feel? (nervous) If they make a mistake with someone they know is it the end of the world? (no) They can practice and use their notes.

Let me explain how I (or PR name) got started. I (or PR name) was a student at the time so who do you think my first practice presentation was with?(parents) Yes. I (or PR) saw my parents. My neighbor and, my two friend moms and my aunt.I (or PR) had to call my aunt jack to set up a time to go see her so I (or PR) call her up and say “Hi aunt Jackie it’s _______. I (or PR name) just started a new job and I (or PR name) need to practice what I (or PR name) do with people that I (or PR name) know. I (or PR name) get paid to do it so you don’t have to buy anything. Can I (or PR name)come see you on _____ or is ______ better? What do you think my (or PR name) Aunt says? (sure)

At the end of the presentation I (or PR name) ask my aunt for references. I (or PR name) say“Aunt Jackie this is where you can help me out. I (or PR name) get paid every time I (or PR name) show CUTCO and I (or PR name) can only show it to people I’m (or PR name)referred to, who do you know that would like to see CUTCO not necessarily buy but at least look because I (or PR name) get paid if people buy or not?”

And who could she recommend me to?

The average referrals is 2 so I (or PR name) now have 10 new people to call. Obviously I’m (or PR name) the one who contacts these people. Why do our reps call them instead of using a telemarketer or a secretary to do that? Ever had a telemarketer call you? What do you do? (hang up) So our reps don’t get the same response when they call. When I (or PR name ) call my/her Aunt’s neighbour I (or PR name) just said

“Hi I was over see your neighbour, my Aunt Jackie and she referred me to you because she thought you might want to take a look at what I do. I get paid just to show you so you don’t have to buy anything. Could I come over on Tuesday at 2 or would 7 be better? What do you think she says?Now we might not see everybody because not everyone will be available for the days we want but if I (or PR name) just see 7 of these people. What will I (or PR Name) ask each of these people for? (referrals)

When I (PR name) sees these 7 people I (or PR name) would have 14 more recommendations. And when I (PR name) see atleast 10 of these people, she will have 20 new people to call and it builds from there. The challenge our reps have isn’t who to see but

how to see every one they get personally recommended to. So they focus on the best people and they are trained on how to do that.

This is how someone would start with us if they only knew 3 people in Calgary. If they knew 10 people they could start with 10. If they know 50 they can start with 50. They would just have more people to select from. (add in examples, Kristine Gick, Jessica Johnson, Megan Kurcwal, Zach Kalthoff, Jesse Wilhem, Joey Whitelegge)

“all of our reps start with people they know and build from there. If a rep is from the area, they usually start with mostly in home demonstrations. If they are not from here, they start with mostly virtual demos. The virtual demo is the exact same demo as the in home one, so reps don’t need to learn two separate presentations, it just walks through an online version of the blue book while the customer is on the phone or on skype.

Another advantage of the position is the representatives are independent contractors which means they get to work the area and the schedule that they want

In terms of the schedule some reps prefer to work a 9 to 5 schedule Monday to Friday. Who would they see during the day? (housewives, retirees, shiftworkers)Other people such as students prefer to work evenings and weekends. Have you ever wanted a day off before but were unable to get it in a previous job?

Our reps plan out their schedule at the beginning of the week and if a rep wants to take a day off or a few days for that matter they can plan for it and just schedule their appointments around it.

Have any of you wanted more hours at a job but were unable to get it?Our reps don’t have that problem because if they want to make more money they just schedule more appointments. In some cases a rep may even work 6 or 7 days in a week because they have a financial goal to hit.

Our reps also work the area that they wantWhere do you think most reps want to work? (closer to home) And If a rep see’s people they know in their area where do you think most of their referrals will be? (same area) So our reps mostly work in their area similar to the way a real estate of financial planner does. However there are no territory restrictions. Some representatives like to travel, For example (give out of town example) Our reps are treated like guests in a customer’s home because it’s a preset appointment which makes it very comfortable and relaxed.

Our reps are not responsible for deliveries. When a customer orders all our reps do is write up the order and bring it into the office here we make sure the products are shipped out the customers from our home office in Oakville.

Lets get into pay, It’s a little more technical so I recommend taking a few notes on it.

PAYThe simple principle behind our pay program is What you put in is what you get out.Our pay is weekly. There are two parts to the pay program Guaranteed and incentive, Our reps are paid the higher of the two but not both. I’ll explain the guaranteed pay first.

The guaranteed base pay is $16.25 plus we add $2.75 for travel time so it’s $19 per appointment.

Presentations take about an hour, but we schedule them every 90 min or 2 hrs.If a rep is writing up a $1000 order, or getting 30 recommendations, or getting fed a steak dinner, do you think they mind spending an extra few mins?

But if they see someone who already owns Cutco and they already know what they want, and they can be in and out in 30 minutes with an order, it’s still a presentation.

So for example a part time rep doing 5 to 10 presentations for the week would be guaranteed $95 – 190.

A typical full time rep doing 15 – 25 demos a week would be Guaranteed $285 - $475 regardless of any sales. Again there are no quotas, no minimums, no maximums. If a rep sells nothing they are guaranteed that amount. These are guidelines. Some reps will do more and some will do less.

There are 3 qualifications to the guaranteed pay:1. Over 252. Either husband or wife must have a FT job. 3. Demos are one on one, by household. No group demos.

We keep track of everything using a qualified presentation report (show QPR). Our reps list the names number and address of the people they saw for the week on the form along with what they sold and hand it in with their orders once a week. Its like a time card for them. Obviously there is a high degree of trust involved but if we thought a rep was just jotting down false names and numbers, what could we do? Spot check and that’s how we keep track of base pay.

THE WAY THE INCENTIVE PAY WORKS is through career sales and its cumulative, Again our reps get the higher of the two but not both.

Our reps start off at 10% of all orders from 0 - $1000. What is our average order size again? So our reps make 10% of 250 which is … ?

$25. So here (point to base pay) our reps are not pressuring their customers into buying But here (point to incentive) our reps have incentive to do a great job on their presentation because when they sell, they make more!

At their first $1000 in sales, our reps are promoted to 15%.

By the way, how many average orders of $250 does it take to hit the first promotion? (4 average orders)

So it takes about 5-7 presentations. Most of our reps hit it in their first week in the position, a lot hit it in their first weekend (use example), and some even in their first day (use example).But even if it takes over a week or a few weeks, it doesn’t matter because once they hit that level, they are at 15% and higher, it never goes backwards, it can only get higher.

At 4k in sales, they are bumped up to 20%. 20% of 250 is $50. So they are making twice as much as when they first started.

At 7500, they are bumped up to 25% At 12k, they are bumped up to 30%

30% of $250 is $75So our reps are doing the same thing here as when they first started except they are making 3 times as much since they have been around longer

It never goes backwards, so if a rep leaves for holidays or for some personal reasons at 25 or 30%, they come back over their next break at that same level, or they can continue part time around classes, wherever they go to school.

How fast someone gets to the top pay level is up them and how hard they work. For a part time rep it usually takes about 4 months of consistent work and for a full time maybe 2 months. But we have had reps hit as quickly as 10 days (give high flyer example)

So they made over $2,000 in their first week and then were at 30% from then on.

It’s not a get rich quick program, but if our reps do the right things, they can make a lot of money right away. What they put into it is what they get out of it

We also have our bonus levels of 40, 45, and 50%I won’t go into detail on those here but I will if you are accepted into training

So at the end of every week, our reps get whichever side is higher, the base pay or the incentive pay.

The base pay is a safety net so when our reps are at their first few levels, they aren’t pressuring their customers into buying. But when they are at the higher levels, they don’t care about the base pay because they are making a whole lot more.

Our reps typically make more than the base pay; otherwise we wouldn’t guarantee $19, would we? (no, we would offer a lower amount)

TRAINING

The training is designed for people with no prior experience, so we teach from the basics.

We try to keep it very simple, there are 3 phases to the training.

The first phase is the training seminar.It’s only 3 half days held here in the office. 50% of the training teaches our students about the products50% teaches our students how to work with customers and presentation skills they’ll use for the rest of their lives.

Reps practice with each other and build confidence.

Reps are not paid to attend the seminar, which is why we keep it as short as we do.However they don’t pay anything (no tuition fees), and we cover all their books and supplies.

If we wanted our reps to be perfect, we would have them here for a month, but We’d rather have them start making money right away, while they are getting experience in the field.

2) Paid Practice Appointments-As soon as representatives have completed the seminar, they can start with their first Practice Appointments. - Who do our reps practice with again? (family friends etc.) - They get paid for each of these appointments whether there’s a sale or not. -We pay our reps the same even though these are training appointments, because even though a customer doesn’t have to buy anything, what do you think often happens once they try our product? (they buy)-Also, they will know other people that can take a look at the product and will give the rep recommendations.-Some people start with only a few Training Appointments if they are not from the area, whereas other people prefer to practice with more people they know before they show recommendations.-Either way, they will be equally successful in the position, and we train them on how to do this properly.

3) We also have Ongoing Training- This is what separates us from many other sales companies is that we continue to train and improve our people on an on going basis.

i) We have Advanced Training- After a reps first 5 to 10 appointments we have them come back to the office to review things and we can teach them more to enhance their skills.

ii) Field Training - Newer representatives to go on an appointments with someone who is more experienced then them -They get a chance to meet someone else on the team and ask them questions.

iii) 1 on 1 personal CoachingAll our reps are assigned leaders on the team that they can check in with on a daily basis. They can even meet with that person face to face in the office to go over goals or tips to be more effective on the team.

iv) We also have Team Meetings - These are once a week and everyone looks forward to getting together. - Representatives turn in orders, and pick up supplies. - We recognize our top people and our top representatives help run the meetings, so they are always learning something. v) Conferences and Division Meetings -These are high-level functions where the whole division or region gets together. They get to learn from some of the best people in the business and our team really enjoys the competition with other offices. -Our next conference is coming up on _____________

PERKS

The biggest perk when our reps first start is our sample kit. If all we gave our reps were pictures how well do you think they would do? (not well) That’s why we give each of our reps $429 worth of Cutco for their demos.Why do you think we want our reps to have so much product?

Easier to sell when they have the product to showAlso we want our reps to use CUTCO because the more familiar they become with it the better they will do on their presentations.

Now, our reps don’t have to buy the Product, but most reps do because we have a really great discount.

If they want to buy their kit, it’s theirs forever- they never have to buy another knifeAlso—as long as they have their kit, they are always a Cutco rep so they can continue selling Cutco for many years even when they are in another job in their field.

What is a normal discount for an employee at a retail store? 15%, 20% tops?We give 75% discount so its only $99 + tax if they want to buy the sample kit.

That is due by the 3rd day of Training, either Cash, check, or credit card.

Most of our reps put it on a credit card, because if they put it on a card, when does the statement come in the mail? (end of the month)

By that point, the rep will have received their first couple of paychecks so they use that to pay off their card.

They can also just borrow the kit. In that case, they put down a 25% security depositIt’s that same amount $99+tax which is also due by the 3rd day of Training, just as if they were buying it.

But, instead of keeping the kit, they just return it when they are done working, and what

shows up on their next paycheck? ($99)

It’s a safe way the company knows they are getting the kit back and the rep knows they’re getting the deposit back.

Now when some reps first start they might think “I don’t have $99, that’s why I’m here for the job”

So they would need to borrow the money from a friend or family member to get the kit. Our reps get paid their first week based on their first 3 days-after trg?, so they are paid right away and they don’t have to wait two or three weeks to pay their friend back. In fact most of our reps make a lot more than $100 their first weekend, so they have no problem giving that person a portion of their first check.

So our reps don’t have to decide right away if they want to keep it or not because the deposit is the same amount. When they are done working, they can decide to keep the knives to return them and get the deposit back.

Product-Another perk is the product. Our representatives like the fact that they can be completely honest and not have to exaggerate the quality.

Pay Program-The next obvious perk is the pay. Our representatives have the security of the base pay and the opportunity to earn more with the incentives. Not just incentives though. We have cash prizes, trips (company trip to Hawaii this year), and local functions like Limo nights out that our reps get excited about qualifying for.

Philanthropy/CharityVector does give back a lot, and I think that’s important that people are part of organizations that do give back to their community. We work with the Childrens’ Wish Foundation and the Front Row Foundation. The Front Row Foundation is an organization that takes people from all ages, not just kids, with life threatening illnesses and puts them right in the front row of their dream event. Whether it’s a conference or concert. Whatever that may be, they get the front row experience. (a few examples of what we have done- we have sent people Musicals – Jersey Boys, Neil Diamond Concert up to the Rugby world cup in New Zealand.)

Advancement-Our representatives also have the opportunity to advance into a leadership position in the company.-The Assistants we have now will be opening up their own offices, and we’re looking to replace them.-We will have people start now that will earn an opportunity to advance into an Assistant position next summer.-They will be taught how to interview and train people, and you can imagine how that looks on a resume.

Experience-In my opinion, the biggest perk is the experience our representatives gain.-After all, what are most employers looking for? (experience)-It’s difficult for people to get a job without experience, and you can’t get experience without a job.-It’s a Catch 22 that many younger people are in.-Most resumes look exactly alike, some interviewers call this the common 4: retail, restaurants, labour jobs, or office work. Jobs that everyone has done or can do. -Our representatives get the type of experience that does stand out, and will help them in any career they might choose to pursue in the future.-For example: We have Engineering students that gain communication, business and sales skills the make the difference when applying for a consulting position, project leader or running their own firm. (ex. Mateo)-Education students enhance their confidence in public speaking and the ability to build relationships with parents of their students, due to the demographic of our target market.-Science majors going into research find the sales skills invaluable because the need them to get grant money to fund their research.  -Some science majors go into Med School and being able to communicate and build rapport sets them apart form the average doctor/nurse and makes them a great doctor/nurse.  IT students acquire the skill set to do more than programming, they set themselves apart with their communication skills-which opens the door to consulting, sales and running their own business. -Also, the majority of positions that Business students start with after they graduate involve sales. Whether business-business or business-consumer, having practical sales experience is an asset.  With Vector they also develop skills in growing and maintaining a clientele base and managing their own schedule.

Team-As I’ve mentioned before here in Calgary we are currently the #1 Office in Canada.-The reason for our success is the quality of the people we work with. We have all different types of people that work here in this office, some are shy and some are outgoing but something I’ve noticed as a manager is that there isn’t one type of person that does better than another. -Our reps really enjoy working in a positive goal orientated atmosphere and enjoy being able to contribute to something that is larger than themselves. -We have some important goals this year, and while we are always looking for leaders and hard workers, everyone on our team plays an important role.-That is why it is important that the right people are added to our team.

Wrap-Up

Those are the details of the position. -I know we covered a lot of information, so I’ll give you a minute to take a look through the notes you’ve taken.-If you do have any questions, please write them down in your notes, and I will cover them when we meet 1-on-1

As I mentioned before, I’m going to meet with each of you briefly for a final 1-on-1 interview

where I will be making my decision on each of you.-It will only take me 3-5 minutes to decide; I’m a good judge of character and know what I’m looking for.-If you are not offered a position, please don’t take it personally. I believe anyone could do well here if they were trained properly and worked hard, but we have a lot of people applying and we don’t get the opportunity to work with everyone.-If you are offered a position, congratulations and I look forward to getting to know you better during training.

I have a form I need each of you to fill out before I meet with you.-The first seven questions are simple YES or NO questions. The last three, I’d like you to fill out completely.-Part of my decision today will be based on your responses to these questions, so take your time.-As you are filling this out I’ll start meeting with you. Don’t be afraid of who I’m seeing first or last it doesn’t have any determination on who is getting the position today. Either way you will leave with some information on the company today and some paperwork.

-At the bottom you’ll see a space asking if you know anyone looking for work. We are still looking to add great people to our team. If you need to get your cell phone out to get a few of your friends’ numbers that’s fine. Now I can’t guarantee them a position but I can guarantee them an interview.

-When you’re done writing, please be polite & professional and not disturb other people while they are finishing their form. You can read a magazine or sit tight & I will meet with you in a few minutes.

(FLIP ON THE RADIO)

NOTES: Look for any negative responses (NO’s) or people that are hesitant to check the 7 th question as YES. Send the NO’S into your office. Spread everybody out and seat them appropriately (anyone hesitant should be in the back where they won’t disturb anyone even if they do leave).

POST1. So ____________, did I answer all of your questions?2. What did you like most about the program?

Review answers on Acceptance Criteria Sheet

3. How do you think the experience of working with Vector will help you as a ______________ major?

4. Why do you think you would be great for the job? 5. So with the right training, do you see yourself doing well?6. Who do you think you would start off with? (Practice appointments)

(Bring up any concerns you may have--- “My one concern is _____ how would you work around that? {no car, not from area, another job, etc})

AcceptanceWell, after an hour of watching everyone in the interview I can get a pretty good idea of who will fit in best here.

Here’s what I like about you…(Give a personal reason why you like them)Eye contact, confidence, answering questions, enthusiasm, etc.

I think you would do really well here.

You seem like the type of person who will…. (get along great with customers, have an easy time building your customer base, bring a great work ethic to the job, take your position seriously, take a lot of pride in your training, have a blast working with Cutco, etc)

I feel very confident about my decision and I’m going to give you a shot and say “congratulations, you got the job!”

I want to give you some take home material, and set you up with the training times.Set up training times Go over reminders (OLT has a different leaving piece)

AFTER ACCEPTING THEM IF APPLICANT IS LOOKING TO START AFTER EXAMS TRY TO GET THEM IN EARLY OR IF WANTS TO KEEP PART TIME JOB-TIPS BELOW

Exams-Student*Encourage them to get their training out of the way as soon as possible so that they can have more flexibility during exams or more time to work after exams are finished, they could start right after exams are done.* “SOFT SELL and if they insist they cannot start training until after exams them schedule them for a later seminar”

Part Time Joba. We can start you on a part time basis, that way you can have a dual income and

still keep your other job.b. Once you get the hang of Vector you may consider making the switch to something

more involved. c. Welcome to the team.d. Don’t try setting up appointments or selling the products. I’ll teach you everything

you need to know, step by step.

By the way, when you go home and tell your parents about the job--- if they have heard of Cutco they will be really excited for you. But, if they haven’t heard of Cutco before--- they might think you’re a little weird.

Tell them to join the club, my mom thought I was going to be on a street corner dressed in a trench coat with blades slinging down the side!

Once they see your presentation, they will be your biggest supporters.

Have them check out the “Skills for Life” brochure and the website.

If they have any questions after checking these out, have them give me a call