Intern Capstone Project

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University Of Arizona *

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Management

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Apr 3, 2024

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INTERN CAPSTONE PROJECT Our mission statement at Tom James Company consists of six parts. Over the course of your 8 week internship, you’ll be expected to complete the following five parts on your own time. There is a recommended schedule below to help you manage your time and complete the project to the best of your ability. Tom James Company is in the people business. We provide opportunity for our people and serve the needs of our customers by creating a product of great value. Commitment to quality underlies all of our actions and plans. Our focus is on meeting our customers’ increasing demand for convenience and providing world class service … over a long period of time. We are committed to growth … for growth sustains our efforts and ensures our opportunity. We operate with integrity as it is the cornerstone of our relationships with customers, vendors, and one another. EARN A TRIP TO NASHVILLE IN MARCH 2024! 1. Finish Capstone Project a. Turn in via Google Form by March 8, 2024 2. Attend all Small Group Calls 3. Exceed Name Entry Expectation 4. Attend Both In-Person Workshops 5. Show character, coachability, work ethic & ambition

Part One: TAKE THE STAIRS Mission Statement: Tom James Company is in the people business . Type of Project: Read & Analyze Expected Duration: 5 Hours Score: ______/20 Scorer: Abby Roche, Training Manager Take the Stairs is a short book written by Rory Vaden, who worked for Southwestern, a Tom James sister company. After fully reading through the book and highlighting noteworthy parts, please take some time to answer the following questions. 1. In relation to the Principle of Sacrifice, list out 5 activities that you’ll start doing that you’ve known you should be doing: 1. Networking 2.Learning a new skill 3.Reading regularly 4.Healthy Eating 5.Daily Exercise 2. In relation to the Principle of Commitment, why is failing not an option for you? Failing is not an option for me because I am committed to my goals and dedicated to achieving them. I understand that failure is a natural part of the learning process, but I believe that with persistence, hard work, and a positive attitude, I can overcome any challenges that come my way. I am committed to pushing through obstacles, learning from my mistakes, and ultimately achieving success in whatever I set out to do. 3. In relation to the Principle of Action, fill in the blanks: a. If you want to know what someone really believes in, just look at their actions and decisions . b. Success is never owned, it is only rented - and the rent is due every day . 4. What do you think about the concept of DTPTFTFT? Create your ideal work schedule as a full time employee on another sheet of paper. To me, DTPTFTFT is a powerful reminder to push through my doubts and fears by focusing on the small steps I can take today. It's about acknowledging that some days will be harder than others, but by doing just a little bit more than what feels comfortable, I can make progress towards my goals. What does your weekly ideal schedule look like? 1 Friday per month off? Quarterly Weekend trips? 2 10-day vacations a year? My ideal weekly schedule includes working Monday to Friday from 8:00 AM to 5:00 PM, with evenings for personal time. Saturdays are for exercise and leisure, while Sundays involve planning and relaxation. I'd take one Friday off per month for a long weekend, enjoy quarterly

weekend trips, and have two 10-day vacations a year for travel and relaxation. This balance allows for work, personal time, and regular breaks to recharge. Part Two: WEALTH ACCUMULATION PROJECTIONS Mission Statement: We provide opportunity for our people and serve the needs of our customers by creating a product of great value. Type of Project: Analyze & Project Expected Duration: ½ Hour Score: ______/10 Scorer: Abby Roche, Training Manager Below is a scenario for gaining stock at Tom James and determining its potential worth. This scenario has been simplified and while it is fairly accurate, it does not completely define our stock opportunity. To read about our stock in its entirety, go to tjsecured.com and click on the drop down in the top right corner, then ‘Net Worth’. Scenario #1: You’ve been at Tom James as a full time partner for 1 year and just hit President’s Club. As a result of hitting PC, you received $37,000 worth of Tom James’ stock. If the value per share is currently $18.95, how many shares do you have? 1952.50 Starting Number of Shares:1,951 Starting Value per Share: $18.95 Assumed Annual Growth Rate: 15.01% How much is this stock worth upon your retirement? 1952.50 shares x $18.95 = $37,000 = current value $37,000 x 1.1501 = 42,553.70 = value in 1 year {value in 1 year} x 1.1501 = 48,941.01 = value in 2 years Hit the = button on your calculator the number of years you’ll work until retirement. Remember that you’re already 2 years in, so if you intend to retire in 45 years, hit the = button 43 more times. How much is this stock worth upon your retirement? ____________________

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Scenario #2: This chart projects how much leadership income you can make based on your directs’ sales, and their directs’ sales. Calculate the following: 1. Tier 1 Leadership: a. You have 1 Direct in Selling Months 00-24 averaging 84 units per month. b. You have 1 Direct in Selling Months 25-36 averaging 104 units per month. c. You have 1 Direct in Selling Months 37-48 averaging 125 units per month. 2. Tier 2 Leadership: a. Your direct (from 1b) has 2 Directs in Selling Months 25-36 averaging 84 units per month. How much is your total leadership income per month? 3,262.00 How much is your total annual leadership income? 39,144.00

Part Three: RECRUITING BRAINSTORM Mission Statement: Commitment to quality underlies all of our actions and plans. Type of Project: Write Up Expected Duration: 2 Hours Score: ______/30 Scorer: Abby Roche, Training Manager Scenario: You are a recruiter at Tom James and you’re working with a prospective Sales Professional who is curious about Tom James. They’ve expressed to you that their biggest concern is financial security. Take what you know about Tom James’ culture, pay & opportunity, and pitch the Tom James Sales Professional position to them in a 1 page write-up (double spaced, 12 pt font). Absolutely! Here's a revised pitch without using the phrase "allow me to introduce you": As a recruiter at Tom James, I understand the importance of finding a career that offers both financial stability and personal fulfillment. I'm excited to share with you the incredible opportunity available as a Sales Professional at Tom James. At Tom James, our culture is centered around our core values and principles. We prioritize personal growth and ethical practices, creating a supportive environment where your success is our priority. When you join Tom James as a Sales Professional, you'll have the opportunity to earn a substantial income. Our competitive compensation package includes a base salary and generous commissions, rewarding your hard work and dedication. You'll also have the chance to build your own business and clientele, leveraging our entrepreneurial model. With our global presence of over 92 locations worldwide, you'll have access to a diverse market, allowing you to expand your reach and maximize your earning potential. In summary, Tom James offers a unique opportunity for you to achieve both financial success and personal growth. If you're ready to take the next step in your career and join a company that values integrity and excellence, Tom James is the perfect fit for you.

Part Four: SALES PROJECTIONS Mission Statement: We are committed to growth … for growth sustains our efforts and insures our opportunity. Type of Project: Analyze & Project Expected Duration: ½ Hour Score: ______/10 Scorer: Abby Roche, Training Manager Scenario #1: Unit – This is what we measure everything on. What is a Unit? 1 unit = $417 Commission- This is the money you earn from selling. Commission dollars are based on how many units you sell. Booked Units – This means the number of units you sell. Remember, a unit is $417. So, if you sell someone $1,000, to figure your unit number it would be $1000/417 = 2.39 units. So that means you are at 2.39 Booked Units. Collected Units – These are the units that you get paid on in months 3 through the rest of your career. Example- You are in month 6 and you sell 100 units you will get 50 Collected Units from that 100 Booked Units. Let’s say in month 6 you sell 100 Units and you deliver 25 units of clothing to clients you sold in month 5. How many collected units would that be? You always get half of the booked units. So in this case, you booked 100 units so that means you collect 50 units. You collected the balance for all of the clothes you delivered. This is where the 25 units collected from delivering clothing comes from. So, the total number of collected units in month 6 would be 75 units. That is how Booked and Collected Units work. You’re a Sales Professional that just sold 150 units and delivered 60 units worth of clothing. How many units do you get paid on? 150 / 2 = 75 + 60 = 135

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If you get paid $70 per unit, how much did you get paid before taxes that month? $9450 Scenario #2: Last month, you sold 84 units, had 25 transactions, and 7 new clients. What was your UPT (Units per Transaction) last month? 84 / 25 = 3.36 Let’s say you focus on adding a few pairs of ready-made shorts to each order this month and increase your UPT to 4.4. How many units would you sell, if you kept 25 transactions? 25 x 4.4 = 110 units Now let’s say that you also want to increase your daily names entry, resulting in 10 new clients and 28 transactions this month. At a 4.4 UPT, how many units did you sell? 28 x 4.4 = 123.2 units There was also a really awesome bonus this month! Your quota is 53 units. Based on the chart below, how much cash did you take home in bonuses only this month? How many TJ Bucks (used for clothing allowance, stock, etc.) did you earn? __________

Part Five: CLIENT RETENTION BRAINSTORM Mission Statements: Our focus is on meeting our customers’ increasing demand for convenience and providing world class service … over a long period of time. We operate with integrity as it is the cornerstone of our relationships with customers, vendors, and one another. Type of Project: Projection Expected Duration: 30 Minutes Score: ______/30 Scorer: Abby Roche, Client Retention Specialist & Internship Coordinator Projection: Let’s assume an important goal of yours is to build an income of $250,000 per year. If you make about $70 per unit, and the average client spends 6.5 units per year, how many clients do you need in 1 year to build that income off of solely sales? $250,000 / $70 = 3571.43 units to sell 3571.43 / 6.5 units per client = 549 clients How many total clients per month would you need to reach that goal in 1 year? 549 clients / 12 = 46 How many total clients per month would you need to reach that goal in 2 years? 549 clients / 24 = 23 How many total clients per month would you need to reach that goal in 3 years? 549 clients / 36 = 15

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