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Final draft pp

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This is the internship project that I created, along with my other peers, throughout my internship with Cydcor. I mostly concentrated in the mathematical and financial analysis of the project, however I greatly influenced the other sections as well.

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Final draft pp

  1. 1. INTERN PROJECT: PRESENTED BY: Miguel Betancourt Sam Cartwright Julian Gadano Juan Hong Tina Huang Yangzi Zhang The Millennial Opportunity
  2. 2. Setting the Table 2  What’s our story?  Personal experiences  What challenges we faced  Issues at hand  Who we talked to  Internal and external team members  What we set out to do  Recruiting, Retention, Millennials
  3. 3. Special Thanks To 3  Joel Mathlin & Suzzanne Fleet  Jeannie Finkel  Jessica Rossano & Donielle Brickner  Milad Hassani  Tara Cavallaro  Kevin Jacobs  Fengqi Shi & Monique Farrage  Lisa Stein & DeJuan Oliver  Jessica Pope  13 ICL Owners  Mentors & Supervisors
  4. 4. Executive Summary 4 Challenges •Attract Millennials – 25.84 years old (Active list on Merlin) •Increase Retention – 9 (Verizon B2B) to 26.48 (Century Link Res) •Improve Recruiting – ’14: 679,010 Interviewed. 63,465 New Starts Goals •Increase Headcount •Improve Brand Image Solution • Drive Recruiting Funnel • Increase Revenue • Internship Program
  5. 5. Agenda 5  Program Overview  Benefits  ICLs  Students  Cydcor  Compensation Structure  Implementation
  6. 6. Program Structure 6 Internship Program 10-Week Program Compensation Mentorship & Training Requirements All Majors Accepted No Sales Background Needed 10 Weeks Commitment 2.5 GPA Program Overview Benefits Payment Structure Implementation
  7. 7. Types of Internships 7 • Account Executive • Sales Rep • Recruiting & Marketing • Enhances recruiting & brand image Program Overview Benefits Payment Structure Implementation
  8. 8. Account Executive Recruiting & Marketing Benefits for ICLs 8 • Increase revenue • Increase headcount • Drive recruiting funnel • Enhance owner’s and recruiter’s productivity • Improve brand image • Bring fresh, eager energy into the office • Build or strengthen connection with local colleges Program Overview Benefits Payment Structure Implementation
  9. 9. Benefits for Students 9 Program Overview Benefits Payment Structure Implementation •Training & Mentorship program •Teambuilding & Leadership experience •Talent Acquisition •Interviewing Skills •Branding Skills • Compensation • Communication & Networking Skills • Organizational & Time Management Skills • Business Development & Management Skills • Exposure to Real World Business Account Executive Recruiting & Marketing
  10. 10. Average Revenue for Retention Period Calculation 10 19.03 days $205.73 /day $3,915.04 70 days $205.73 /day 50% $7,200.55 70 days $205.73 /day 75% $10,800.83 70 days $205.73 /day 100% $14,401.10 Program Overview Benefits Payment Structure Implementation Days Worked Average Rep Revenue Per Day 19.03 $205.73 *Summer 2014 Data ICL Revenue Example: AT&T B2B (1 Intern per ICL)
  11. 11. Revenue Increase for ICLs 11 Program Overview Benefits Payment Structure Implementation *Summer 2014 Data $0.00 $2,000.00 $4,000.00 $6,000.00 $8,000.00 $10,000.00 $12,000.00 $14,000.00 $16,000.00 $18,000.00 AverageRevenue Campaign Group Revenue Comparison Total Rep Revenue Total Intern Revenue (50%) Total Intern Revenue (75%) Total Intern Revenue (100%) *See details in appendix
  12. 12. Revenue Increase for Cydcor 12 $18,723.2 $9,171.9 $9,551.3 $9,551.3 221.5 $43.12 Bounty Stroke Cydcor GP Per Day # of Reps Per Campaign Daily Cydcor GP Per Rep $43.12 70 $3,018.5 Daily Cydcor GP Per Rep Interns Days Worked Total GP Per Rep $3,018.5 11.75 $35,467 Total GP Per Rep Avg # of ICLs Per Campaign Cydcor GP Per Campaign (100% prod) Cydcor Revenue Example: AT&T B2B (1 Intern per ICL) Program Overview Benefits Payment Structure Implementation Cydcor GP Per Day *Summer 2014 Data
  13. 13. Potential Profit for Cydcor 13 Interns perform at 50% of average rep productivity: $335,754.04 Interns perform 75% of average rep productivity: $503,631.07 Interns perform at 100% of average rep productivity: $671,508.09 Program Overview Benefits Payment Structure Implementation Cydcor GP for all campaigns at 50% Cydcor GP for all campaigns 75% Cydcor GP for all campaigns at 100% *Summer 2014 Data If each ICL (for the 11 targeted campaigns) had an intern:
  14. 14. Drive Recruiting Funnel 14 Total Resume from Ads Database Downloaded Booked 1st Showed 1st Invited for 2nd Booked 2nd Showed 2nd New Starts Weekly Average Summer 2014 151 191 81 29 17 14 9 3 Recruiting Funnel Potential Increase by Interns (assuming 1 intern per office) 75.5 95.5 40.5 14.5 8.5 7 4.5 1-1.5 Program Overview Benefits Payment Structure Implementation *Summer 2014 Data
  15. 15. Drive Recruiting Funnel 15 Program Overview Benefits Payment Structure Implementation Example: AT&T B2B Average Rep Rev $205.73 Days Worked 19.03 Total Revenue $27,405 Average Cydcor Profit $ 43.12 Total Profit $ 5,744 Days Worked 19.03 *Summer 2014 Data Potential Profit Increase for 1 ICL Potential Profit for Cydcor from 1 ICL Total Weeks 7 Total Weeks 7 Revenue increase assuming 1 intern per ICL, intern brings 1 new start per week for 7 weeks Total Revenue $27,405 Recruiter Cost $7,527.66 Rep Cost $1077.29 Total Profit $18,800
  16. 16. Drive Recruiting Funnel 16 Program Overview Benefits Payment Structure Implementation Revenue increase assuming 1 intern per ICL, intern brings 1 new start per week for 7 weeks *Summer 2014 Data Total Profit Increase for ICL per Campaign $18,800.35 $12,854.48 $26,725.71 $21,785.38 $13,189.85 $9,277.16 $6,667.93 $3,832.08 $2,342.51 $5,030.36 $14,143.54 $- $5,000.00 $10,000.00 $15,000.00 $20,000.00 $25,000.00 $30,000.00 AT&T B2B AT&T U- Verse Century Link Res Direct Energy US B2B Direct Energy US Residential QUILL Spark Energy Residential Star Energy T-Mobile Verizon B2B Verizon FIOS II Potential Cydcor Profit $1,672,206.27
  17. 17. Intern starts with % (acceptance rate = 1 – rejection rate) of commission before hitting leadership and gets 100% commission after hitting leadership Complete 10 week program (Tier 1 completed) – Letter of recommendation & Potential college ambassador offer Build a team with at least 1 rep hitting leadership (within 1 month after the internship) - $100 per rep Compensation Structure -Account Executive 17 Intern gets paid as regular rep Option A (Tier System): Option B : Program Overview Benefits Payment Structure Implementation Tier 2 Tier 3Tier 1
  18. 18. Account Executive Pay 18 Program Overview Benefits Payment Structure Implementation $0.00 $2,000.00 $4,000.00 $6,000.00 $8,000.00 $10,000.00 $12,000.00 $14,000.00 AverageRepPay Campaign Group Cost Comparison Tier System Full Commission *See details in appendix
  19. 19. 19 Option A: • Intern gets paid minimum wage (Differ by state) • Average bonus per “Like”= $5 Option B: • Hourly pay by minimum wage Program Overview Benefits Payment Structure Implementation Compensation Structure - Recruiting & Marketing *Summer 2014 Data
  20. 20. Recruiting & Marketing Pay 20 *Summer 2014 Data $0.00 $2,000.00 $4,000.00 $6,000.00 $8,000.00 $10,000.00 $12,000.00 $14,000.00 AveragePay Campaign Group Cost Comparison Current Average Pay ($550/Week+Bonus) Minimum Wage+Bonus Minimum Wage *See details in appendix
  21. 21. Attraction & Retention Strategies21 Program Overview Benefits Payment Structure Implementation Why would they choose us? •No experience required •Opportunity to build a team •Harvard Business Review: Millennials’ Interests •40% claimed that becoming a leader was “very important” •53% said a mentorship program would help them be more productive Why would they stay? •Culture •Training program •Mentorship •Unique leadership experience
  22. 22. Pilot ICLs List 22 ICL Owner Campaign Michael Palomba AT&T U-Verse Jonathan Perry AT&T U-Verse Melissa White Quill Alex Kantor Quill Nathan Stanton Quill Sarah Horning Quill Duran Kelly Verizon FIOS II Tri Vo Century Link Paula Silveira T-Mobile EIP *Elijah Medge T-Mobile EIP *Christopher Butte Verizon B2B *Ken Lear AT&T B2B * Showed Interest
  23. 23. Playbook for ICL Owners 23 Program Overview Benefits Payment Structure Implementation •Mentorship •Feedback •Team Bonding •Leadership Development •Evaluation Form •Letter of Recommendation •College Brand Ambassador •Legal Check •Goal Setting •Training •Office etiquette •Payment Structure •Research Colleges •Create Ads •Post Ads •Interviews Recruit ing Onb oard ing Du rin g Int ern shi p Onboarding During Internship Off Boarding Recruiting *See details in appendix
  24. 24. Internship Program: Sample Schedule 24 Program Overview Benefits Payment Structure Implementation Monday Tuesday Wednesday Thursday Friday 6 8-8:15 Mentorship 8:30–9 Sales Skills Training 1-2pm Intern & Mentor Lunch 7 8-9am Business Management Workshop 9-5pm Shadow a Leader 8 8:30-9 Territory Management Training 9-5pm Field 9 8-8:15 Mentorship 8:30-9 LID Class (Leaders in Development) 10 8-9am Business Development Workshop 13 8-8:15 Mentorship 9-5pm Field 14 8:30-9 Organizational Skills Training 9-5pm Field 15 8-8:30 Sales Strategy Training 9-5pm Field 16 8-8:15 Mentorship 8:30-9 LID Class (Leaders in Development) 17 8-9 Leadership Development Workshop Hit Leadership!!!! June 2016
  25. 25. Why Now? 25  Innovation  Millennials  LinkedIn, College job boards  Talent  Map  Recruiting – Sports
  26. 26. Deliver the “Experience” 26  Difficulty vs. Reward  Peace Corps, Teach for America, Doctors without Borders  Successful people who started in Sales  Chris Pratt, John Paul DeJoria, Sara Blakely  Not that much experience needed
  27. 27. Q & A 27
  28. 28. Appendix 28  Financial Analysis (by Campaign)  Potential Revenue Increase for ICLs  Potential Revenue Increase for Cydcor  Expenses  Sample Ad for Recruiting  Survey  Question List  Result and Analysis  College Map and Infographic  Playbook for ICL Owners  Interview Questions and Notes
  29. 29. Average Revenue per Rep 29 Campaign Group Days Worked Average Rep Revenue Per Day Total Rep Revenue AT&T B2B 19.03 $205.73 $3,915.04 AT&T U-Verse 18.34 $177.21 $3,250.03 Century Link Res 26.48 $212.36 $5,623.29 Direct Energy US B2B 19.13 $236.78 $4,529.60 Direct Energy US Residential 20.19 $161.26 $3,255.84 QUILL 15.45 $167.57 $2,588.96 Spark Energy Residential 9.64 $218.62 $2,107.50 Star Energy 18.17 $95.57 $1,736.51 T-Mobile 15.38 $109.79 $1,688.57 Verizon B2B 9 $213.55 $1,921.95 Verizon FIOS II 19.72 $177.96 $3,509.37
  30. 30. Average Revenue of Account Executive Intern 30 Campaign Group Total Intern Revenue (50%) Total Intern Revenue (75%) Total Intern Revenue (100%) AT&T B2B $7,200.55 $10,800.83 $14,401.10 AT&T U-Verse $6,202.35 $9,303.53 $12,404.70 Century Link Res $7,432.60 $11,148.90 $14,865.20 Direct Energy US B2B $8,287.30 $12,430.95 $16,574.60 Direct Energy US Residential $5,644.10 $8,466.15 $11,288.20 QUILL $5,864.95 $8,797.43 $11,729.90 Spark Energy Residential $7,651.70 $11,477.55 $15,303.40 Star Energy $3,344.95 $5,017.43 $6,689.90 T-Mobile $3,842.65 $5,763.98 $7,685.30 Verizon B2B $7,474.25 $11,211.38 $14,948.50 Verizon FIOS II $6,228.60 $9,342.90 $12,457.20
  31. 31. Revenue Increase for Cydcor 31 Campaign Group Average Cydcor Revenue Weekly (50%) Average Cydcor Revenue Weekly (75%) Average Cydcor Revenue Weekly (100%) AT&T B2B $1,509.24 $2,263.85 $3,018.47 AT&T U-Verse $1,683.30 $2,524.94 $3,366.59 Century Link Res $433.89 $650.84 $867.78 Direct Energy US B2B $1,891.09 $2,836.63 $3,782.17 Direct Energy US Residential $1,545.50 $2,318.25 $3,090.99 QUILL $803.75 $1,205.63 $1,607.51 Spark Energy Residential $1,794.10 $2,691.15 $3,588.19 Star Energy $45.48 $68.23 $90.97 T-Mobile ($376.09) ($564.13) ($752.17) Verizon B2B $1,423.88 $2,135.83 $2,847.77 Verizon FIOS II $1,659.10 $2,488.65 $3,318.19
  32. 32. Cost for Account Executives 32 Campaign Group Option A (Tier System) Option B (Full Commission) AT&T B2B $3,467.24 $3,962.70 AT&T U-Verse $4,187.05 $4,301.50 Century Link Res $4,779.16 $4,950.40 Direct Energy US B2B $5,383.66 $5,672.80 Direct Energy US Residential $4,853.82 $5,076.40 QUILL $4,181.18 $4,557.00 Spark Energy Residential $4,432.22 $4,547.20 Star Energy $4,653.74 $5,291.30 T-Mobile $5,712.61 $6,186.60 Verizon B2B $1,772.35 $1,820.70 Verizon FIOS II $4,724.21 $4,937.80
  33. 33. Cost for Recruiting & Marketing 33 Campaign Group Current Payment Option A Option B AT&T B2B $8,827.66 $7,527.66 $4,200.00 AT&T U-Verse $10,068.75 $8,768.75 $4,200.00 Century Link Res $12,064.67 $10,764.67 $4,200.00 Direct Energy US B2B $9,671.54 $8,371.54 $4,200.00 Direct Energy US Residential $9,436.84 $8,136.84 $4,200.00 QUILL $9,139.74 $7,839.74 $4,200.00 Spark Energy Residential $8,758.33 $7,458.33 $4,200.00 Star Energy $8,250.00 $6,950.00 $4,200.00 T-Mobile $9,418.20 $8,118.20 $4,200.00 Verizon B2B $9,489.20 $8,189.20 $4,200.00 Verizon FIOS II $10,331.01 $9,031.01 $4,200.00
  34. 34. Ads Sample for Intern Recruiting 34 Program Overview Benefits Payment Structure Implementation

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