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.

1. INTERN PROJECT:
PRESENTED BY:
Miguel Betancourt Sam Cartwright
Julian Gadano Juan Hong
Tina Huang Yangzi Zhang
The Millennial Opportunity

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. 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. 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. Agenda
5
 Program Overview
 Benefits
 ICLs
 Students
 Cydcor
 Compensation Structure
 Implementation

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. Types of Internships
7
• Account Executive
• Sales Rep
• Recruiting & Marketing
• Enhances recruiting &
brand image
Program Overview Benefits Payment Structure Implementation

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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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
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. 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. 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. 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. 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. 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. Why Now?
25
 Innovation
 Millennials
 LinkedIn, College job boards
 Talent
 Map
 Recruiting – Sports

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. Q & A
27

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. 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. 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. 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. 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. 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. Ads Sample for Intern Recruiting
34
Program Overview Benefits Payment Structure Implementation