SOUTHWESTERN ADVANTAGE SALES & LEADERSHIP PROGRAM
1855 1855
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THE SOUTHWESTERN ADVANTAGE “BUILDING PEOPLE” FOR OVER 160 YEARS Whether it’s a homework guide that helps a young child finally make great grades… or a program that teaches college students how to build a business, manage their time, make good money and overcome challenges… we are constantly “building people.” Here’s a brief history of how it all started…
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1968 1968
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2004 2004
OVER
2008 2008
240
2012 2012
CAMPUSES AROUND THE WORLD REPRESENTED IN 2020
-Our Mission-
Be the best organization in the world at helping young people develop the skills and characther they need to achieve their goals in life.
OVERVIEW The Southwestern Company was established in 1,855 in Nashville, TN where its International headquarter is still located.
The purpose of this meeting is to explain in details the Southwestern Sales & Leadership program. It will also be the opportunity to answer all your questions but the main objective is to find out if there is a match between you and the program: the program may be for you, you may not; you may be for the the program, it may not be for you.
OUR MISSION
The company run a Sales & Leadership Program since 1868 regrouping a network of over 125,000 alumni worldwide. 30,000 students from over 250 universities are interviewed each year- 2,500 students are selected. The Southwestern Family of Companies combined revenue in over $300 million/ year.
-Looking for Experience?-
Run your own business in the USA. Experience cold calling sales Door-to-Door
MEET
DEVELOP
MAKE
BUILD
& interact with thousands of families
interactive communication skills
a good first impression
confidence and a great self image
ROBERT KYOSAKI
DAVE RAMSEY
Businessman & Author
Radio Show Host & Author
Spend a year learning to sell. Even if you earn nothing, your communication skills will improve And it is priceless!
When hiring a prospect... having sold books for a couple of summers with Southwestern, I know they know how to sell. That a huge plus on a CV’
EXPERIENCE
-What You Get-
Money. Invaluable Lesson. An enticing Job Resume. And so much more....
TRAVEL Our training will bring you accross Europe and in the USA for the summer.
ADVANCEMENT Multi-Year Sales & Management Program
CHALLENGE Our Program provides with the exact challenges you need to build a career
EXPERIENCE Work in a total different business and social culture. Learn to adapt to a new environment.
MONEY How much you make in our program is entirely in your hands
ADVANTAGES
-Looking for Adventure?-
A new county, a new state, a new city- A new way of life. Every aspect of our program is an adventure.
RELOCATE to a different Continent & Country. You will probably travel more than you ever did!.
LIVE WITH A HOST FAMILY You will experience a new culture and new day-to-day life with a local family
We’ve been blessed this summer with Shari & Jey! They’ve been amazing host family to us and we’ve truly felt like at home with them. The laughter, happiness and every day support they’ve shared with us has been an unstoppable power for these long working days. We appreciate every single minute we could stay under your wings! Blanka & Michaela
EXCHANGE spend the summer with students from other universities and/or other countries
EXPERIENCE Get the skills that other people learn ‘on the job’- before you even start your career
TOUR Spend your final week of the summer traveling through the United States
ADVANTAGES
TOP INTERNSHIP
Recipient of 2019 Charles F. Kettering Award–The Top Rated Internship in the U.S.; WayUp Top 100 Internship in the U.S. (2019)
BEST IN BUSINESS
Twice named a “Best In Business” award winner by Nashville Business Journal for accelerated growth and community impact
PRODUCT PARTNERS
Product partners with National Geographic, Princeton Review, and McGraw-Hill; Books, websites, and apps designed by a national board of top educators to fit the needs of public, private, and homeschool curriculums
AVOID STUDENT LOAN DEBT
Each year, many students use their Southwestern Advantage experience to graduate with zero student loan debt. As of 2019, the average five-year cumulative income of US participants is $137,070- For more info: southwesternadvantage.com/disclosure
ETHICAL COMMERCE
An accredited and charter member of the Better Business Bureau of Middle Tennessee since 1961 with an A+ rating; Recipient of the BBB Torch Award for Ethical Commerce
DSA
Leading member of the Direct Selling Association, holding direct sales companies accountable to ethical business practices and DSA Code of Ethics; Past winner of the DSA Education for Life Award; Southwestern Advantage President Dan Moore elected to DSA Board of Directors
CLIENTELE
Approximately 150,000 families invest in Southwestern Advantage products each sum-
HIGHLIGHTS
- Grow with the Program and become the person you want to be...
A MULTI-YEAR PROGRAM YEAR 1
Learn about time management, goal setting, problem solving, learn how to sell.
Dita Prikrylova
Piers Bambridge
Stephen Fitzpatrick
Founder & Managing Director of Czechitas
Co-Founder & Managing Director of Pike & Bambridge
Founder & CEO of OVO Energy
Alan Morton
Ed Nash
Alex Krustev
Managing Director of SBR Consulting
Artist & Founder of Ed Nash Art
Co-Founder & Managing Director of Reputize
John Willis
Jason Walkingshaw
Josef Dvorak
Director at 2 Circles Northeast
Co-Founder & Partner at S.G.F.E Ltd
Country Manager at SBR Consulting
YEAR 2
Learn to train and lead other students by selecting, training & leading your own team.
YEAR 3
Learn how to lead and develop student managers & run an organization.
YEAR 4
Join the graduate program, become a full-time employee/ Career with SW Families of Company.
ALUMNI
-Stand Out From the Crowd-
Learn & Develop transferable communication skills to open doors to future opportunities Problem-solving skills ATTRIBUTE % OF RESPONDENTS
Problem-solving skills
82.90%
Ability to work in a team
82.90%
Communication skills (written)
80.30%
Leadership
72.60%
Strong work ethic
68.40%
Analytical/quantitative skills
67.50%
Communications skills (verbal)
67.50%
Initiative
67.50%
Detail-oriented
64.10%
Flexibility/adaptability
60.70%
Technical skills
59.80%
Interpersonal skills (relates well to others)
54.70%
Computer skills
48.70%
Organizational ability
48.70%
Strategic planning skills
39.30%
Creativity
Ability to work in a team
82.90% 82.90%
MONEY IS TEMPORARY— Communication skills (written) EXPERIENCE AND SKILLS Leadership LAST A LIFETIME Strong work Youethic will get an experiential education— Analytical/quantitative skills skills and knowledge not Communications skills (verbal) taught in a classroom
68.40%
Initiative
67.50%
Detail-oriented
64.10%
HOW ARE YOU SETTING Flexibility/adaptability
60.70%
YOURSELF Technical skills APPART FROM YOUR PEERS? Interpersonal skills (relates well to others) Doing something different Computer skills distinguishes you.
80.30% 72.60%
67.50% 67.50%
59.80% 54.70% 48.70%
Organizational ability
48.70%
Strategic planning skills
39.30%
DEMONSTRATE Creativity
29.10%
UNIQUE EXPERIENCE & WORK Friendly/outgoing personality ETHIC
27.40%
Tactfulness
22.20%
29.10%
Entrepreneur skills/risk-taker
19.70%
Friendly/outgoing personality
27.40%
4.30%
Tactfulness
22.20%
Entrepreneur skills/risk-taker
19.70%
Fluency in aATTRIBUTES foreign languageYOU MASTER MAY OTHERWISE NOT BE EXPOSED TO
Fluency in a foreign language
4.30%
Source: Job Outlook 2018: National Association of Colleges and Employers https://www.naceweb.org/store/2017/job-outlook-2018/
SKILLS
Direct attributes you will gain through the Southwestern Advantage Sales and Leadership program Indirect attributes you will gain through the Southwestern Advantage Sales and Leadership program
-Transferable Communication Skills that you are gaining at Southwestern Advantage. Let’s Get Specific...
VERBAL
EXTRACTING DETAILS
ACTIVE LISTENING
PROBLEM SOLVING
IDEA EXPRESSION
DEVELOPING RAPPORT
explaining intangible benefits of products
quickly building trust with a stranger
FACILITATING GROUP DISCUSSION
COOPERATION
expressing new ideas to thousands of families face-to-face asking families questions that determine specific educational needs
leading meetings and training sessions
DEALING WITH DOUBT
asking questions that get to the core of a prospect’s issue independently thinking on your feet without the help of a supervisor
achieving significant goals with people of different backgrounds & personalities
helping both prospects and co-workers past hesitations or concerns
TEACHING
NEGOTIATING
DELEGATION
helping co-workers understand a new concept
finding mutually beneficial terms in a professional setting
empowering a co-worker with new responsibility
PERCEIVING NONVERBAL SIGNALS
interpreting body language in a selling situation
giving technical advice that directly improves a teammate’s performance
EXPRESSING NONVERBAL SIGNALS
COLLABORATION
connecting with people using constructive body language
being involved in decisions that positively impact the growth of an organization
PERSUADING
PLANNING AND RESEARCH
successfully converting a stranger into a client within 30 minutes
COACHING
conceptualizing future needs and proactively offering solutions.
SKILLS
Charles Parkin
+447835217161; cgjparkin@gmail.com EMPLOYMENT AND PROFESSIONAL EXPERIENCE October 2014 - present: MVF Global - digital marketing, lead generation company, London. Business Development Manager - given complete responsibility for developing new verticals in the U.S.A.. One of two people sent to found U.S. office in Austin, Texas. Increased office by 250% since arrival in July 2015. Comfortably exceeded revenue targets while selling to U.S.A. from U.K. office. December 2008 - September 2014: Southwestern Advantage – a leading American-based direct sales organisation. Recruited and trained students for personal organisation alongside personal selling. Training and recruitment were UK-based. Relocated to USA for summer sales period, worked in Indiana; Maryland; Indiana; Colorado; and California each summer respectively. 2008 - 2011 worked part-time during university academic year. 2011 was promoted to full-time Sales Manager. •
Increased own sales each year consistently from $29k in year one to $100k in year six, simultaneously growing group sales to over $450k in year six. This included generating a $9k monthly residual revenue stream.
•
Grew from sole dealer to manager of 15 dealers with four managers. Personally responsible for advertising; PR; prospecting; interviewing; selection and training of all dealers in group.
•
Extensive U.K. and U.S. training and experience in sales; bookkeeping; public speaking; time management; and management of personnel.
•
Over 2,000 cold-calls and 1,500 sales presentations per summer. Responsible for inventory control; order processing; accounting; PR and delivery.
•
Number one salesperson in U.K. 2012, 2013 and 14; fourth in 2012, third in 2013, first in 2014 out of 300-person International Group.
•
Highest producing team in International Group in 2013; won Organisational Leader of the Year in 2013 out of top 19 international managers.
November - December 2011: Hargreaves Services plc – an energy services support group, N.E. England. Group Finance department. •Reported to Group FD. Placement led to offers of permanent work at Hargreaves. •Research into new markets. October 2007 - April 2008: audit internship with KPMG, London. •Won KPMG “Encore Award” for exceptional performance. •Exposure to large variety of clients and their business. Overall understanding of how different models run and market their products. •Given responsibility to delegate tasks - exposure to basic management principles. 2005-2010: The Gala Theatre and Cinema - part/full time during academic year/holidays. Training in customer relations and maximising sales revenue. Managed and trained new employees in sales and stewarding responsibilities. EDUCATION University of Manchester, 2008-2011: BA(hons), economics. Durham School, 2002-2007: A-Levels: 2 As (English and Economics), 1 B (Geography). GCSEs: 7 As, 3 Bs.
Gain experience that stays with you for life
CV-RESUME
Josef Dvorak
Senovzne Namesti 23, Praha 110 00 TEL: +420 601 584 634 E-MAIL: jdvorak@sbrconsulting.com
EMPLOYMENT AND PROFESSIONAL EXPERIENCE 2015-current
Country Manager Sales Performance Consultant–SBR Consulting Prague,CzechRepublic
At SBR Consulting part of Southwestern Consulting, we work with many fast-growing companies who are looking to build their Business Development capabilities and support their expansions Southwestern Consulting is a globally recognized management-consulting firm that delivers measurable and sustainable financial benefits to its clients by developing and installing processes and programs to rapidly improve sales operations. Some of our clients that have enjoyed a significant ROI through partnering with us are Google, Oracle, Ebiquity, Rackspace, BIPB, T-Systems, Verizon, Sungard AS, Thomson Reuters, Xerox, KPMG, Arup, Aecom, Gumtree, ERA, Morgan Stanley, Merrill Lynch, Wells Fargo, Cazenove and Shroders. This demonstrates our broad business development optimization, transformation and innovation capabilities that help create and embed sustainable sales cultures.
2010-14 • • • • • •
Recruited, trained, managed and motivated over 300 salespersons for direct sales Organized and directed weekly sales meetings and individual conferences Attended over 1,000 hours of award winning advanced sales and management training Improved public speaking skills trough teaching in seminars on recruiting and sales Responsible for public relations development in Czech Republic and Slovakia Ran a 90- people Sales organization with a turnover of about $640 000 in 4 months in 2014
2006-10 • • • •
Sales Manager - Southwestern Adv. Nashville, TN, USA Graduate training program
Salesperson and Student Manager - Southwestern Adv. Nashville, TN, USA Sales & Management internship each summer, 3-month period
No.8 First Year Salesperson out of 900 in International Division, personal sales of $28,000 Promoted to Student Manager 2007 – recruited 10 team members, Top 10 Companywide Awarded Spencer Hays Leadership Award (company’s top recruiting award) in 2007 Trained and managed over 5 Top First Year Dealers in International Division
HONORS AND ACTIVITIES • • • •
Top First Year Dealer Award in 2006 (No.8 out of 900 in International Division) Top Experienced Dealer in 2007, 2008, 2009, 2010, 2012, 2013 Top Manager (No.1 student team in International Division) every year since 2008 Ran 2 half Marathon and 1 Marathon
IT Skills: Excellent operational knowledge of Windows and Office - Word, Excel, Outlook and PowerPoint Interests: Investing, Motivational reading and listening, Keen traveler and sportsman Language skills: English – fluent (TOEFL certificate), German – lower intermediate EDUCATION 2003 - 2009 University of Economics in Prague- International Trade (Masters)
Gain experience that stays with you for life
CV- RESUME
-Calling all self-motivated individualsHow much you make lies quarely on your shoulders
2019 average gross income for Southwestern Advantage participants:** 1st-time participant: $ 7,017.74 2nd–time participant*: $ 14,245.91 3rd–time participant*: $ 21,232.74 4th–time participant*: $ 22,141.92 5th–time (or more) participant*: $ 58,436.04 * reflects pers. profit & Management pay ** http://southwesternadvantage.com/disclosure
MONEY
Running a small business in college is not for everyone.
NEITHER IS STUDENT LOAN DEBT Four year degrees now come with an average of nearly $30,000 in student loan debt.* Our program began in 1868 as a way for young people to afford a higher education. The same opportunity exists today. *https://www.cnbc.com/2019/05/20/how-much-the-average-student-loanborrower-owes-when-they-graduate.html
These are a few Southwestern Advantage participants who have recently graduated with zero student loan debt
-How The Money WorksWhat do I need to Sale to Make Money?
Sets sold per day (Math Books)
1 Cust./ day
2 Custs./ day
3 Custs./ day
Profit per day
$109.30
$218.60
$327.90
Days Worked
72
72
72
$7,869.60
$15,739.20
$23,608.80
$2,600
$2,600
$2,600
$5,269.60
$13,139.20
$21,008.80
1 Cust./ day
2 Custs./ day
3 Custs./ day
Profit per day
$8
$16
$24
Days Worked
72
72
72
Monthly Profit
$576
$1,152
$1,728
Profit per Year (80% retention)
$5,529.60
$10,598.40
$16,588.80
Grand Total (Books & Subscriptions)
$10,799.20
$23,737.60
$37,597.60
Gross Profit Expenses Net (Take Home)
SW Advantage Residual Profit
MONEY
-Do you feel fit for the experience?-
Ask Yourself: why do students do well? Is this a good learning system? Do you feel up to the challenge and run your own business with us?
BOOKS, WEBSITES & APPS
Designed to prepare kids for school in a fun way; Developing both classroom knowledge & life skills.
DEMONSTRATION Do you feel confident you are able to demonstrate these products to prospect families?
COMMON CHALLENGES
Parents get frustrated helping with homework; Methods have changed; ‘If you don’t use it, you lose it’; Web searches include unreliable sources
PRICE What would be a fair price for these if you were to buy them for yourself or your family?
THE PRINCETONE REVIEW
is the #1 at getting students into top colleges; The College Entrance Advantage is based on the same methodologies used in Princeton Review classrooms
THE SOUTHWESTERN GLOBAL ACADEMY
is the world’s most comprehensive system of apps and websites dedicated to educating preschoolers through parents
TUTOR ON BOOKSHELF & COMPUTER
helping students to complete their assignments faster and with better grades.
30 If you show these to 30 families per day, how many do you think will buy?
YES/NO Do you feel you can handle the NOs and rejection? The YES provides the money but the NOs provide the experience!
ARE YOU QUALIFIED? Hard Work: Schedule/Effort; Coachable; Independent; Self Starter; Fun & Positive Person
QUALIFICATIONS
-What is everyone’s feeling about these?-
Our Educational Ressources are designed to cover the full length curriculum and are designed by a national board of teachers and tutors.
CUSTOMERS
The Selection Process is a 10-day period to learn more about the programme by asking questions, researching company materials and speaking to people who have already participated. It also gives the manager the opportunity to learn about your qualities and suitability for the programme.
The Final Interview is the opportunity for the prospects to present and sell themselves on why they should be suitable for the programme as well as what top qualities they would bring to a top team. At this stage, a Parent Support Letter and 3 short essays will be due.
J-1 Visa Application Once selected the prospect is invited to apply to a J-1 Work & Travel Visa to be elligible to work in the USA through our partner Global Educational Concepts. Official paperwork required by the US Department of States and program fee will need to be arranged before being interviewed at the local US Embassy.
Pre Summer Training A successfull summer requires some quality training including oneto-one meetings on campus with local managers, weekly team meetings with other future participants as well as occasional team building and training events. A full calendar of events is communicated in the fall.
STEPS OF THE SUMMER
Sales School The summer officially starts with Sales School, a 6-days intensive training where the participant will be taught the core success principles. This renowned training is some of the best a student can receive and many companies around the world pay thousands of dollards to have their top employees benefit from similar training.
Sales Area Then, participants settle in to their Sales Area. They have the opportunity to shadow first hand a student manager to learn how to improve throughout the summer. Daily calls with the management team are also scheduled.
Sunday Meetings The entire team meet on Sundays, sometime with other teams in the area and get some great training and technical tips in order to adjust and improve their summer performance. These are followed in the afternoon by fun, cultural and relaxing activites to experience the USA from deep inside.
Check-In
This is a key part of the summer internship. Upon the completion of their sales (12 weeks average), student participants head back to Nashville (TN) to complete their Business Records and receive their first pay check for their effort during the summer (not including residual payments credited monthly).
STEPS OF THE SUMMER
The Management Program was designed to help students develop skills in life. optimized when a participant is returning for several as a student manager. Thus, the dealer will be invited further management training throughout the year with and exciting events.
It is fully summers to attend some fun
The Awards Evening Once everyone have completed their summer internship and are back in their home country, participants are invited to attend the Awards Banquet with their family. The evening is a fun way to recognize each participants and their achievements from the summer.
The Sizzler Trip The top students of the program have the opportunity to qualify to a luxury trip to an exciting and sunny destination (former trips includes Mexico, Egypt, Morocco, Canary Islands) also know as Sizzler.
The Great Recruiters Gateway a.k.a. Sizzler’s Big Brother. GRG is a bonus option for the Management Team to qualify to the trip through the achievement of set requirements is a luxury location (Panama, Azores Island, Cuba, Columbia, Jamaica) with the attendance of the CEO or president of the company.
STEPS OF THE SUMMER
ARAILYM AMIRTAY
MARYNA MEDVEDIEVA
Kazakhstan
Ukraine
Schedule & Hard Work
Skills
Southwestern is more than just an internship, It is a lifetime experience compressed in the 3 little months of the summer. It is a place you are born again as a persistent, unstopable & unshakable individual, ready to face any challenges I highly recommend it to any motivated students aching for success!
The Southwestern Advantage was the most fullfilling experience a student can obtain from any Internship... It allowed to develop so many transferable sales & leadership skills and habits (emotional sale, goal setting) in such a short time. The best part is the huge sense of accomplishment I had when being invited to join the leadership team.
BLANKA ADAMOVA
ANGEL KARPATOV
Czech Republic
Bulgaria
Personal Development
Entrepreneurship
Nothing is more important than learning real life skills from real life experiences. Southwestern Advantage is the most challenging job that students can choose, however it is so worth it. The best way to learn is from other people and meeting thousands of people all year round, especially during the summer, really makes you grow personally and professionally.
The great thing about the Southwestern Advantage summer is that we run our own business & really get to take responsability to make it successful. I learnt how to stay motivated throughout the process and what it tales to be successful. Personal Development is one of the most important things I have achieved from my summer.
TESTIMONIALS
-Building People - Building a BusinessBenefits from having Leadership Training at a young age
SELF-DISCIPLINE Success in Leadership & Management requires to learn how to lead, manage and work effectively by yourself. The single most important quality of leadership is SELF DISCIPLINE. What students do right now at a young age is so important, regardless of what field they choose. For this reason, the management program witrh Southwestern creates the right path to a successful career.
A MOTIVATOR The program has a 3-steps motivational course. In their first summer, students learn to motivate themselves by learning how to sale on a solid schedule. The second summer, they learn to lead and motivate a team while developing their own sales skills. Subsequent summers involve learning to motivate fellow leaders, run an organization and delegate responsabilities while pursuing their sales development.
Spencer Hays, our late Executive Chairman, famously said, “You don’t build a business. You build people, and people build a business.” In their second year and beyond, Students learn in-depth how to lead their peers through the intense challenges and rewarding experiences that our program offers. Student Leaders receive extensive and proven personal mentorship from someone who has “been there, and done that.” They are carefully selected, not only for their expertise, but for their dedication to helping young people develop the skills, and the character, they need to achieve
LEADERSHIP
SPENCER HAYS (1936-2017) You can’t teach what you don’t know, and people won’t follow where you won’t go.
-Undergraduate? Start your career with us-
Become an employees, lead a sales organization and earn stock options, insurance and full benefits before graduation.
EMIL TSVETKOV
TIM SAKHAUTDINOV
DISTRICT SALES MANAGER
ASSOCIATE SALES LEADER
In my opinion, being a Sales Manager is the best transition from university to the real world. It is amazing to have so many friends all over the world and be able to travel so much. I love having a flexible schedule and being paid what I am worth. It is tough but extremely worth it.
Being a Sales Manager gives you access to the best personal and professional development training, The company provides a true mentorship and support to mature your development and character. It definately is the most rewarding experience you have access to as a young professional while being able to impact others.
DID YOU KNOW? Southwestern Family of Companies has been recognized by Nashville’s leading newspaper, The Tennessean as a “Top Workplace”
CAREER
-Southwestern AdvantageA Member of Southwestern Family of Companies Sometimes an internship can create an opportunity at one company. Our program creates opportunities throughout an entire family of companies and a worldwide network of alumni. All students who perform well in our program are guaranteed interviews with our family member companies after graduation.
Southwestern Family of Companies—20+ companies serving businesses and consumers through financial services, consulting, real estate, fundraising, insurance, direct sales, executive placement, and more. Southwestern Advantage is the founding company, providing America’s oldest entrepreneurial program for university students. Graduates of the program continue its growth and also provide an extraordinary talent source for other members of Southwestern Family of Companies.
CAREER
-Business IncubatorHelping Young People and Entrepreneurs
SOUTHWESTERN BUSINESS DEVELOPMENT CENTER Our vision is to add five or more new companies to our family each year for the next thirty years. Our business development center provides the resources to create entrepreneurial opportunities for individuals who prefer to run a company rather than go to work for one. Recently launched companies:
Established 2019
Established 2019
Established 2019
Established 2019
Established 2019
SOUTHWESTERN CAREER SERVICES
Established 2019
Established 2019
Established 2019
CAREER
- Community Impact -
A History of Giving Back to communities in need
In 2011, our ‘Share The Advantage’ initiative began, seeking out organizations and individuals who are dedicated to impacting communities with long-term solutions. Share The Advantage allows students to donate a small portion of their profits to a service project during their annual incentive trip or to organizations in their hometowns. Over the years, the initiative has helped 26 organizations including a school in Cancun (mexico) but also regular financial and moral support to Castello Do Sal in Cape Verde, SOS Villages d’enfants in Agadir (Morocco) and Sofia (Bulgaria), Orphenages in Hurghada (Egypt) or Dum Tri Pani (providing universal support to children in need) in Prague (Czech Republic).
COMMUNITY
COMMUNITY
Prague Office: Czech Republic Senovazne namesti 23 Praha 1, 11000 Telephone: +420 601 584 634 Email: jdvorak@sbrconsulting.com
To#whom#it#may#concern,# # I# started# working# with# The# Southwestern# Company# in# 2007# following# an# unimpressive# first# business# and# travel# experience# abroad# in# Ireland# the# previous# summer.# My# main# goal#was#to#learn#English#and#I#did#not#realize#what#I#truly#signed#for.# # Following# a# successful# first# summer# in# California,# I# was# invited# back# to# join# the# leadership#team#and#started#recruiting#an#organization#as#a#Student#Manager#from#the# University# of# Economics# in# Prague,# Czech# Republic.# With# a# growing# organization# from# the# Czech# Republic# from# my# recruiting# efforts# the# following# 2# years# as# a# student# manager,#I#have#been#offered#a#position#as#a#FullKTime#employee#in#2010.# # I#fulfilled#the#full#time#position#until#2014#and#grew#my#sales#organization#to#a#total#of#90# dealers# from# the# Czech# Republic,# Slovakia,# Moldova# and# Poland# delivering# about# $400,000#wholesale#in#educational#products#to#American#families.# # The# Southwestern# Company# equipped# me# with# the# skills# and# confidence# needed# to# transition#to#Sales#Consultancy#with#SBR.# # I# believe# that# my# experiences# and# skills# gained# through# the# programme# benefited# me# enormously# and# continue# to# do# so.# To# summarise# I# would# say# the# 3# major# areas# the# programme#impacted#me#in#my#career#were:# # Joining& The#graduate#job#market#continues#to#be#an#extremely#competitive#arena,#and#to#stand# out# you# have# to# have# done# something# distinctive# and# challenging.# # Southwestern# not# only# gives# the# opportunity# to# do# something# unique,# but# to# continue# to# do# more# challenging#roles#in#subsequent#years.##Top#employers#will#want#graduates#who#are#not# stagnant#but#show#a#commitment#and#hunger#to#grow.##The#Southwestern#experience# will#allow#you#to#interview#with#the#top#recruiters#in#each#field#of#employment.# # Starting&with&Impact& Having# a# job# is# good,# being# noticed# and# seen# as# a# role# model# for# peers# is# something# completely# different.# # When# I# joined# consulting,# projects# were# scarce# and# many# graduates#had#difficulty#getting#roles.##Through#my#SW#experience#I#knew#that#hard#work# and#attitude#would#do#more#for#me#than#anything#else.#My#project#manger#saw#this#in# me#and#gave#me#a#series#of#ever#more#challenging#roles#as#he#saw#my#potential.##In#the# same#time#many#of#my#peers#failed#to#get#on#to#projects#or#refused#to#get#involved#in# things#they#did#not#think#were#worthwhile.##The#team#attitude#harboured#at#SW#meant#
ALUMNI
Prague Office: Czech Republic Senovazne namesti 23 Praha 1, 11000 Telephone: +420 601 584 634 Email: jdvorak@sbrconsulting.com
that# I# progressed# far# quicker# by# working# harder,# with# the# right# attitude# in# extremely# challenging#conditions#and#was#identified#as#a#role#model#for#further#graduates.# # Progression& Southwestern#alumni#generally#possess#all#the#characteristics#required#to#make#it#to#the# very# top.# # Presentation# skills,# self# motivation,# team# working,# the# ability# to# influence# people#and#communicate#to#a#variety#of#different#audiences#will#count#above#anything# else#in#the#business#world.# # When#I#think#of#Southwestern#alumni,#the#one#facet#I#see#above#all#others#is#their#ability# to#lead#and#perform#independently.##Given#a#task,#they#have#the#skills#and#a#proven#track# record#of#facing#the#problem,#thinking#around#it#and#implementing#the#solution#without# the#need#for#supervision.##These#are#the#kind#of#people#I#select#for#my#teams.# # Conclusion& I# would# recommend# the# Southwestern# programme# to# anyone# who# wants# to# be# challenged,#has#the#motivation#to#make#a#difference#and#wants#to#be#put#in#a#role#where# they#will#be#required#to#tackle#problems#head#on.##The#experiences#learnt#will#last#a#life# time#and#provide#a#spring#board#to#success#in#what#you#choose#to#do#in#your#career#and# life.# # However# despite# strongly# recommending# the# programme,# it# is# not# suitable# for# everyone.##The#commitment#to#a#summer#is#not#to#be#taken#lightly#and#will#be#one#of#the# most#difficult#things#you#will#do.## # My# advice# is,# if# you# are# selected;# commit# yourself# whole# heartily# to# the# programme.## Rather#like#a#couple#of#years#a#go#when#I#drunkenly#agreed#to#run#a#marathon.##I#knew#it# was# going# to# be# painful# and# hard,# but# I# resolved# myself# there# and# then# to# finishing# it,# whatever#it#took.##After#that#decision,#I#knew#in#my#mind#I#was#going#to#finish#it,#and#that# every#bit#of#subsequent#training#would#just#make#it#that#little#bit#easier.#When#I#crossed# the#line#I#remembered#something#I#thought#of#a#lot#in#my#SW#days#–#Pain#is#temporary,# glory#is#forever.# # I# never# regretted# Southwestern# as# it# provided# an# opportunity# for# me# to# show# the# leadership# and# potential# within# myself,# and# that# is# something,# that# once# you# have# achieved#once,#you#will#never#want#to#stop#doing.### # # Josef#Dvorak#
ALUMNI
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Dear Pete, I am writing to express the gratitude I have for my life experience in the Southwestern Company Dear Pete, over 10 summers on the book field. I was initially attracted to the chance to earn uncapped commission in the USA over a summer job – develop sales skills, self-discipline, expand my horizons and life experience. However in reality, what I am writing to express the gratitude I have for my life experience in the Southwestern Company I learnt was considerably more in depth and lasting. over 10 summers on the book field. Dear Pete, So what does this actually mean? How does direct, family to family, prospect to prospect, door to I was initially attracted to the chance to earn uncapped commission in the USA over a summer job – door sales achieve these things in such a short period? develop sales skills, self-discipline, expand my horizons and life experience. However in reality, what I am writing to express the gratitude I have for my life experience in the Southwestern Company I learnt was considerably more in depth and lasting. The way I see it, by the time we are at higher education, we are used to comfort zoning. We have over 10 summers on the book field. friends, relationships, a level of social confidence, some achievements such as exams and sports. We So what does this actually mean? How does direct, family to family, prospect to prospect, door to I was initially attracted to the chance to earn uncapped commission in the USA over a summer job – have energy in abundance, a level of support from our parents and the state (if we are lucky). We door sales achieve these things in such a short period? develop sales skills, self-discipline, expand my horizons and life experience. However in reality, what are told its ok to enjoy this time of our lives, we are supposed to. Nothings that serious – it’s all The way I see it, by the time we are at higher education, we are used to comfort zoning. We have I learnt was considerably more in depth and lasting. disposable, all replaceable. Its ok to fail, we are winners anyway. In fact, no one ever really tells us friends, relationships, a level of social confidence, some achievements such as exams and sports. We no. So what does this actually mean? How does direct, family to family, prospect to prospect, door to have energy in abundance, a level of support from our parents and the state (if we are lucky). We door sales achieve these things in such a short period? We attend the pre-summer training. This team seems pretty cool. The guy training me seems to are told its ok to enjoy this time of our lives, we are supposed to. Nothings that serious – it’s all have his life sorted. The holidays look great. Sign me up. disposable, all replaceable. Its ok to fail, we are winners anyway. In fact, no one ever really tells us The way I see it, by the time we are at higher education, we are used to comfort zoning. We have no. friends, relationships, a level of social confidence, some achievements such as exams and sports. We After our week of training in Nashville we are pumped. We have been inspired more than ever, and have energy in abundance, a level of support from our parents and the state (if we are lucky). We we now feel we can achieve anything. We get out to the field and we get to work. We focus on the We attend the pre-summer training. This team seems pretty cool. The guy training me seems to are told its ok to enjoy this time of our lives, we are supposed to. Nothings that serious – it’s all activity we can control – hours, demos, attitude. Then somehow self-doubt creeps in – what if I don’t have his life sorted. The holidays look great. Sign me up. disposable, all replaceable. Its ok to fail, we are winners anyway. In fact, no one ever really tells us sell anything today? What if no one’s buying? We start to believe the negative influences of others. After our week of training in Nashville we are pumped. We have been inspired more than ever, and no. We tank. We sell nothing for 3 days straight and work out that hourly, we are almost working for we now feel we can achieve anything. We get out to the field and we get to work. We focus on the free. We feel despair, upset, angry, blameful of others. We attend the pre-summer training. This team seems pretty cool. The guy training me seems to activity we can control – hours, demos, attitude. Then somehow self-doubt creeps in – what if I don’t have his life sorted. The holidays look great. Sign me up. It’s at that moment we understand for probably the first time in our lives the fundamental principle sell anything today? What if no one’s buying? We start to believe the negative influences of others. that binds all entrepreneurs that cannot be read in a book, cannot be taught, and cannot be ignored. We tank. We sell nothing for 3 days straight and work out that hourly, we are almost working for After our week of training in Nashville we are pumped. We have been inspired more than ever, and If it is to be, it’s up to me. There is no safety net. What I want to do is quit and go home. But if I am free. We feel despair, upset, angry, blameful of others. we now feel we can achieve anything. We get out to the field and we get to work. We focus on the going to finish what I started then it’s not about what I want to do, it’s about what I must do to activity we can control – hours, demos, attitude. Then somehow self-doubt creeps in – what if I don’t It’s at that moment we understand for probably the first time in our lives the fundamental principle survive, learn the ropes, and eventually thrive in a results only environment. sell anything today? What if no one’s buying? We start to believe the negative influences of others. that binds all entrepreneurs that cannot be read in a book, cannot be taught, and cannot be ignored. We tank. We sell nothing for 3 days straight and work out that hourly, we are almost working for If it is to be, it’s up to me. There is no safety net. What I want to do is quit and go home. But if I am free. We feel despair, upset, angry, blameful of others. going to finish what I started then it’s not about what I want to do, it’s about what I must do to survive, learn the ropes, and eventually thrive in a results only environment. It’s at that moment we understand for probably the first time in our lives the fundamental principle
that binds all entrepreneurs that cannot be read in a book, cannot be taught, and cannot be ignored. If it is to be, it’s up to me. There is no safety net. What I want to do is quit and go home. But if I am going to finish what I started then it’s not about what I want to do, it’s about what I must do to survive, learn the ropes, and eventually thrive in a results only environment.
Gain experience that stays with you for life
ALUMNI
1 Pitstruan Place, AB11 5AS, Aberdeen T: 01224 228 068 www.2circlesnortheast.com
1 Pitstruan Place, AB11 5AS, Aberdeen T: 01224 228 068 www.2circlesnortheast.com
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Dear Pete, I am writing to express the gratitude I have for my life experience in the Southwestern Company over 10 summers on the book field. I was initially attracted to the chance to earn uncapped commission in the USA over a summer job – develop sales skills, self-discipline, expand my horizons and life experience. However in reality, what We revert to our training and we keep going. Things pick up and eventually the week pays off slowly. I learnt was considerably more in depth and lasting. We meet the rest of the team on Sunday and swap war stories. It all seems so trivial but not at the Dear Pete, back of our mind we know the butterflies are there. They will always be there. The sea of rejection So what does this actually mean? How does direct, family to family, prospect to prospect, door to awaits us every day but we learn how to handle that fear. We make it through this first summer and door sales achieve these things in such a short period? even have some money left over. We have even made it on the incentive trip and that turns out to I am writing to express the gratitude I have for my life experience in the Southwestern Company be one of the best and most deserved experiences of our lives. We develop a great bond with our The way I see it, by the time we are at higher education, we are used to comfort zoning. We have over 10 summers on the book field. colleagues and we come back with a small team of friends to share in the experience. Friends who friends, relationships, a level of social confidence, some achievements such as exams and sports. We I was initially attracted to the chance to earn uncapped commission in the USA over a summer job – see the change in us and want to experience the same. have energy in abundance, a level of support from our parents and the state (if we are lucky). We develop sales skills, self-discipline, expand my horizons and life experience. However in reality, what are told its ok to enjoy this time of our lives, we are supposed to. Nothings that serious – it’s all We then learn about management. How is it possible for people to promise so much and constantly I learnt was considerably more in depth and lasting. disposable, all replaceable. Its ok to fail, we are winners anyway. In fact, no one ever really tells us let us down? How do some people promise so little yet defy all odds and achieve great things? How no. So what does this actually mean? How does direct, family to family, prospect to prospect, door to can some people be so dishonest with themselves? And round and round the cycle of learning goes. door sales achieve these things in such a short period? We attend the pre-summer training. This team seems pretty cool. The guy training me seems to If your reading this, then you’re hopefully beginning to understand that these principles and have his life sorted. The holidays look great. Sign me up. The way I see it, by the time we are at higher education, we are used to comfort zoning. We have fundamentals of dealing with people are not taught in school from a book. They are taught in friends, relationships, a level of social confidence, some achievements such as exams and sports. We competitive sport to an extent but unless you have been a professional sportsman, then you’ve After our week of training in Nashville we are pumped. We have been inspired more than ever, and have energy in abundance, a level of support from our parents and the state (if we are lucky). We never had to rely on the response of others for your own livelihood. In short, the best place to fast we now feel we can achieve anything. We get out to the field and we get to work. We focus on the rd are told its ok to enjoy this time of our lives, we are supposed to. Nothings that serious – it’s all sector, exploration, track our life experience, regardless of whether you want to go into business, 3 activity we can control – hours, demos, attitude. Then somehow self-doubt creeps in – what if I don’t disposable, all replaceable. Its ok to fail, we are winners anyway. In fact, no one ever really tells us medicine or social work, is taking part in 3-5 summers (or longer) with the Southwestern company sell anything today? What if no one’s buying? We start to believe the negative influences of others. no. summer programme. You will be years ahead of your fellow graduates when the time comes, and We tank. We sell nothing for 3 days straight and work out that hourly, we are almost working for your confidence, options and horizons will be in abundance. free. We feel despair, upset, angry, blameful of others. We attend the pre-summer training. This team seems pretty cool. The guy training me seems to have his life sorted. The holidays look great. Sign me up. Over the 10 years since leaving southwestern I have managed to achieve financial abundance, meet It’s at that moment we understand for probably the first time in our lives the fundamental principle the woman of my dreams and marry her, gain success as a sales manager and latterly as business that binds all entrepreneurs that cannot be read in a book, cannot be taught, and cannot be ignored. After our week of training in Nashville we are pumped. We have been inspired more than ever, and owner, create a profitable software start up business, invest in property, train and work with other If it is to be, it’s up to me. There is no safety net. What I want to do is quit and go home. But if I am we now feel we can achieve anything. We get out to the field and we get to work. We focus on the salespeople, suppliers, business partners and agents, raise an adopted teenager, help family when going to finish what I started then it’s not about what I want to do, it’s about what I must do to activity we can control – hours, demos, attitude. Then somehow self-doubt creeps in – what if I don’t they have needed it, sit on the board of a charity, run marathons, compete in martial arts survive, learn the ropes, and eventually thrive in a results only environment. sell anything today? What if no one’s buying? We start to believe the negative influences of others. competitions, play on amazing golf courses, snowboard in amazing resorts, go on amazing holidays We tank. We sell nothing for 3 days straight and work out that hourly, we are almost working for around the world and lead an incredibly diverse and enviable life. free. We feel despair, upset, angry, blameful of others. I would like to think I could have done this on my own, but that’s not possible. The people who have It’s at that moment we understand for probably the first time in our lives the fundamental principle influenced me the most (outside of my wife and family) have been my colleagues from that binds all entrepreneurs that cannot be read in a book, cannot be taught, and cannot be ignored. Southwestern and without that kind of influence all of the above would have be a lot harder to If it is to be, it’s up to me. There is no safety net. What I want to do is quit and go home. But if I am achieve, if at all. going to finish what I started then it’s not about what I want to do, it’s about what I must do to John Willis survive, learn the ropes, and eventually thrive in a results only environment.
Gain experience that stays with you for life 1 Pitstruan Place, AB11 5AS, Aberdeen T: 01224 228 068 www.2circlesnortheast.com
2 Circles Communications Northeast Global House, 88a Regent 1 Pitstruan Place, AB11Quay, 5AS, Aberdeen AB11 5AS, Aberdeen T: 01224 228 068
T: 01224 228 068
ALUMNI
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outhwestern taught me the skill of creating and manifesting a vision for my own life by setting high goals, using positive self-talk, and holding myself accountable. DUSTIN HILLIS CEO OF SOUTHWESTERN FAMILY OF COMPANIES