VECTOR MARKETINGWELCOME TO THE INTERVIEW

WHAT YOU’RE APPLYING FOR

SALES REPRESENTATIVE POSITION

Everyone in our company starts here

Only promote from within

Advancement Opportunities

Field Sales Manager

Cutco Sales Professional

Sell Cutco Full-Time

Qualify for Company Trips

Great Income

Flexibility

Miles Tucker Annie Kaftan Marissa Gibbons Aaron Sahr Nic Ruiz

Advancement Opportunities (Cont.)

ASSISTANT MANAGERS

Help with office operations

Can be Full- or Part-Time

Leadership Opportunity

Fast Advancement Opportunity

Advancement Opportunities (Cont.)

BRANCH MANAGER

Position for College Students

Run an office May – August

Average Age: 18-21

Great resume’ experience

Lexi Osting Joe Frigolette Jessi Patterson Dan Rasper

Advancement Opportunies (Cont.)

DISTRICT MANAGER

Career Position

Business Owner/Entrepreneur

Trips, bonuses, great lifestyle

Average Age: 26 years old

Keyla Kendall Desiree Flynn Nate Reddick Mandy Reardon

WHAT I’M LOOKING FOR

POSITIVE ATTITUDE

STRONG WORK ETHIC

WHY?

Self-Motivated

Positive Attitude

Our Team

Hudson Valley-East Territory

Dutchess County Dominance

GOAL 2013:

$350,000 Sales

#1 New District Office in Mid-West Region

$50,000 for remainder of Fall.

Our Team (Cont.)

We are building our team.

I can hire whoever I want.

Interviewing against yourself, not the other applicants.

What we will cover…

COMPANY

PRODUCT

MARKET

SALES PROGRAM

PAY

TRAINING

PERKS

FINAL EXIT INTERVIEW

CUTCO in the classroom…

BUFFALO STATE UNIVERSITY’S EMPLOYER OF THE YEAR – 2008

REFERENCED IN 6 COLLEGE TEXTBOOKS

TAUGHT IN 5 CLASSES ACROSS THE UNITED STATES

Tips For The Interview:

WRITE DOWN ALL QUESTIONS

GET INVOLVED

ANSWER ALL OF MY QUESTIONS

Some easy, some challenging

BE PROFESSIONAL

BE YOURSELF

COMPANY – Vector Marketing

Exclusively markets CUTCO Cutlery and Ka-Bar products

Founded In 1981

3 Offices in Philidelphia

$750,000 in sales

2012

400+ Offices in every state

$253 Million in sales

COMPANY – Cutco Corporation

Established in 1949

All cutlery is made in Olean, NY.

750+ Employees

Average Employee Tenure

16 Years

COMPANY – Who We Work With

STUDENTS

NON-STUDENTS

CAREER PROFESSIONALS

COMPANY – What do our people want from us?

PAY

SCHOLARSHIPS

COLLEGE CREDITS

RECOGNITION

COMPETITION

EXPERIENCE

COMPANY - EXPERIENCE

USA TODAY - “Dime a dozen.”

How long does a manager look at a resume’?

University of Michigan Study

Where VECTOR comes in

Wall Street Journal – “#1 Stepping Stone Job”

President’s Club Award

PRODUCT – Cutco Cutlery

Kitchen Cutlery Sets

Specialty Knives

Accessories

Gadgets

Cookware

Gift Sets

Hunting/Fishing Knives

Sporting Knives

Garden Tools

PRODUCT (Cont.)

3 Types Of EdgesStraight Edges

Serrated Edges

Cutco’s Double-D Edge

PRODUCT (Cont.)

HOW MANY OUT OF 10 CUSTOMERS PURCHASE?

Closing Percentage

National Average = 60%

Office Average = 70%

WITH EXPERIENCE THE AVERAGES INCREASE

PRODUCT (Cont.)

AVERAGE ORDER SIZE

$250 Average Order

Payment Plans

2 Months

3 Months

5 Months

EXAMPLE:

$250 Order / 5 Months = $50 Per Month

No Interest – Ships Immediately

WITH EXPERIENCE THE AVERAGES INCREASE

MARKET

WHO BUYS OUR PRODUCT?

99% of our sales are from average Moms & Dads

Married, Middle-Aged, Middle-Income, Middle-Class Families

Median Household Income = $71,000

High Population: Rural & Urban

Different Seasons: Hunting, Fishing, Gardening, BBQ’s

AS THE ECONOMY HAS GONE DOWN, OUR SALES KEEP GOING UP! WHY?

Recession Proof Product: People eat at restaurants less and cook at home more.

AMERICAN-MADE

MARKET (Cont.)

WHY IS THERE SO MUCH DEMAND FOR CUTCO DURING SEPT. – DEC. MONTHS?

Hunting

Fishing

Tailgating

Thanksgiving

Gift Purchases for Holiday Season

THE FALL IS ONE OF THE BIGGEST TIMES OF THE YEAR FOR OUR COMPANY

SALES PROGRAM

WHAT IS THE MOST EFFECTIVE FORM OF ADVERTISING?

Word-Of-Mouth Advertising

Average 5-10 Recommendations per appointment.

SALES PROGRAM

Who does the typical customer recommend?

Friends

Family

Neighbors

Co-Workers

Between friends, family, neighbors, and co-workers…How many contacts do you think the AVG. family has?

HUNDREDS

SALES PROGRAM (Cont.)

HOW IT WORKS

Alexis Hidalgo: Shows product.

“Who do you know who would be nice enough to take a look?”

Customer gives recommendations a “heads-up” phone call, e-mail, or text message.

SALES PROGRAM (Cont.)

HOW IT WORKS (Cont.) P P P5 5 5

15 Apptsx 5 Recos.

= 75 Recos.x 5 Recos.

= 375 Recos.x 5 Recos.

= 1,875 Recos.

SALES PROGRAM (Cont.)

FLEXIBILITY & CONTROL

LOCATION

No Boundaries

5-10 Mile Radius from where rep lives

Virtual Demo

Transfer to other offices

SALES PROGRAM (Cont.)

FLEXIBILITY & CONTROL

SCHEDULE

Part-Time = 7 Appts/Week 1/Day on Avg.

Full-Time = 15-20 Appts/Week 3/Day on Avg.

Reps can schedule appointments whenever they want.

PAY

Two-Sided Pay Scale

Base Pay

Incentive Pay

Reps are paid weekly

Direct Deposit

Paper Check

PAY – Base Pay

$13.50/Base-Appt.

Appointments last approximately 1 hour.

Some less, some more.

EXAMPLES:

10 Appointments x $13.50 Base Pay

$135.00 Guaranteed

20 Appointments x $13.50 Base Pay

$270.00 Guaranteed

30 Appointments x $13.50 Base Pay

$405.00 Guaranteed

QUALIFIED CUSTOMER:1) At least 25 years old2) Employed Full-Time3) 1-On-1 (No Group Demos)

$13.50 X 20

appts = $270 Base Pay

Rep Sells $1000Rep Earns $100 on Incentive

Either/Or Whichever is Greater Rep is paid: $270 Base Pay

PAY – Example: Rep 1 – 1st Week

$13.50 X 20

appts = $270 Base Pay

Rep Sells $3,000Rep Earns $400 on Incentive

Either/Or Whichever is Greater Rep is paid: $400 Base Pay

PAY – Example: Rep 2 – 1st Week

$13.50 X 20

appts = $270 Base Pay

Rep Sells $6,000Rep Earns $1,000 on Incentive

Either/Or Whichever is Greater

Rep is paid: $1,000 Base Pay

PAY – Example: Rep 3 – 1st Week

PAY – Incentive Pay

10% X $250 Avg. Order= $25.00 1k 15% X $250 Avg. Order =

$37.50 3k 20% X $250 Avg. Order =$50.00 6k 25% X $250 Avg. Order =$62.5010k 30% X $250 Avg. Order= $75.00

PAY – Incentive Pay (Cont.)

GET TO 30% AS QUICKLY AS POSSIBLE $2,000 Cumulative Income

Work Part-Time, Earn Full-Time

PAY – Incentive Pay (Cont.)

PART-TIME EXAMPLE:

7 Appointment

s X 60% Sales = 4 Sales

4 Sales X $250 Avg.

Order= $1,000 in

Sales

$1,000 in Sales X 30%

Commission= $300.00

Income

PAY – Incentive Pay (Cont.)

FULL-TIME EXAMPLE:

15 Appointments X 60% Sales = 10 Sales

10 Sales X $250 Avg.

Order= $2,500 in

Sales

$2,500 in Sales X 30%

Commission= $750.00

IncomeBONUS LEVELS: 40%, 45%, and 50% Commissions.

TRAINING

Designed specifically for people without prior experience

Split into 3 Phases

PHASE 1: INITIAL SEMINAR

3 Consecutive Half-Day Sessions (In the office)

Learn The Basics

Practice the presentation with other Trainees

Trainees are provided with ALL materials needed.

PHASE 2: Paid Practice Presentations

Who would a brand new representative, who just completed training, feel most comfortable practicing on NEXT?

Family

Friends

Neighbors

PHASE 2: Paid Practice Presentations

Reps paid to do practice presentations with people they are comfortable with.

Confidence

Feedback

“There’s no pressure to buy anything.”

Reps begin building their base of recommendations.

P P P15 apptsx 5 recos.75 recos.

PHASE 2: Paid Practice Presentations (Cont.)

In-Home Presentation

Virtual-Online Demo

Reps without transportation.

Customers out of the area.

PHASE 3 – Ongoing Training

P.D.I. = Personal Daily Interaction

Q.P.R. = Qualified Presentation Report

P.C. = Personal Consultations

F.T. = Field Training

Weekly Team Meeting

T.N.O. = Team Night Out

Conferences

PERKS

SAMPLE KIT PROGRAM

Valued at $270

No Deposit/Down Payment

TAX ADVANTAGES

Independent Contractor

SCHOLARSHIPS

INTERNSHIP CREDITS

FUN

INCENTIVE TRIPS

RESUME’ EXPERIENCE

OFFICE EXPERIENCE