Student Management program

More than just selling books...

Since 1868, Southwestern

has prided itself on its leadership

program for college students. Thousands have benefited from this training, and many of our graduates have gone on to be leaders in their respective fields. The most important people in our company are the would not exist. Students enter the Southwestern Program because they want to subsequent years of

Student Managers. grow. And

They are the cornerstone of the program, and without them Southwestern simply

the majority of that growth comes not from their first summer, but from their

leadership training.

We are proud of these Student Managers. We will work with them closely to continue those core values that have brought us into our second century: developing character, fostering respect, encouraging aspirations and expecting

challenge.

Welcome!

Welcome

The key to getting started down the path of being remarkable in anything is to simply act with the intention of being remarkable. If you want a better than average life, you cant simply go with the flow and get it. most people do just that: they wish for an outcome but make no intention-driven actions towards that outcome. Stop wishing and start doing! You decide how you want things to be, and you make it happen. learn how to be whom you want to be through recruiting, managing and leading. We provide the tools, training and organization to help you get there. We are: Friends @ Work Breaking Records Bringing out the Best Growing Leaders Stretching reality to fit our Goals Setting the standard: Higher, Faster, Stronger Welcome to E1 Student Management!

chris Adams CEO-Division17

Higher, Faster, Stronger

History

of Southwestern
The Southwestern Publishing House moves to Memphis, TN. First plane flight at Kitty Hawk by the Wright brothers.

H i s To rY

Reverend J. R. Graves establishes The Southwestern Publishing House in Nashville, TN.

Invention of the lightbulb.

1855

The Civil War begins.

1861

1867

Southwestern begins its Summer Program

1868

1878

The Southwestern Publishing House moves back to Nashville.

1879

1903

Southwestern is sold to Times-Mirror Corporation. First man on the moon.

Jerry Heffel becomes President of Southwestern.

Book sales in Canada begin.

Peep Vain sells books. (1990-1993)

1969

Spencer Hays becomes President of Southwestern.

1973

1980

Southwestern employees repurchase company from Times-Mirror. Southwestern/Great American Incorporated, SWGA Inc. Spencer Hays becomes Executive Chairman of SWGA Inc. Ralph Mosley named Chairman and CEO of SWGA Inc.

1982

1986

1987
E1 Division starts

1990

SWGA Inc., Div 17

H i s To rY

World War I begins.

J. B. Henderson becomes President of Southwestern.

World War II begins.

Southwesterns Student Program celebrates 100 years.

P. B. Jones becomes President of Southwestern.

1905

1914

1918

1921

1935

1939

1960

1968

Southwesterns Student Program celebrates 50 years.

Dortch Oldham and Fred Landers spend their first summers selling books.

Dortch Oldham becomes President of Southwestern. Dortch and Fred Landers lead Southwestern through a decade of tremendous growth.

Southwestern starts selling educational software.

Southwesterns Student Program celebrates 135 years.

Southwestern celebrates its 150th anniversary.

300 students from the Baltics.

1996

1997

2001
8 Estonians, 1 Latvian & 1 Lithuanian start SW Baltics.

2003

2004
100 students from Estonia.

2005

The 100th anniversary of the modern Olympics.

Dan Moore becomes President of Southwestern.

2007

2009

New books SW Advantage

2011

Tartu University Number 1 worldwide.

What it means
Personal Growth

to be a Student Manager
For most people SW summers do not get easier - they themselves just get stronger. When you feel like you cannot go on, but cannot go back either - thats when you grow! Southwestern gives you the opportunity to constantly challenge yourself. There are always things you can learn, new people to compete with, new things to overcome. Whether its your 2nd or 22nd summer, you will be stretched.

B e i n g A s T u d e n T m A n Ag e r

Money
Southwestern gives you the opportunity to make and save money. You can also learn how to invest and plan your finances from people who are successful at it. Average 5 year total income before expenses is more than $100,000.

BuildinG a Business
If you want a future as an entrepreneur, SW is one of the best things you can do! You get all the responsibility and opportunity of managing a sales part of the business without the worries of product development and customer service followup. And as you grow in the business you will have opportunity to run your own organization. SW is a great business whether the economy is up or down - you can always just knock on more doors to succeed.

Cv and exPerienCe
Having several successful summers will make your CV look great and stand out. SW gives you the skills most organizations look for: communication and sales skills, organizational skills, recruiting skills. You learn about time management, the ability to work independently and handle pressure, public speaking, finances - the list of topics is long! And you will learn from people who have done the same thing.

B e i n g A s T u d e n T m A n Ag e r

travel
Most students want to travel and explore different countries but often they lack the necessary funds. Heres whats cool about Southwestern trips - you can WIN them! As a first year there are 2 trips you can win. As student manager you can win 2 more. And as a sales manager you travel 8-12 times a year to all kinds of locations with most trips fully paid for! As an extra bonus you get to travel with great people. Not to mention 5 star hotels that are all-inclusive!

Friends and relationshiPs

Southwestern gives you the opportunity to: work with great mentors; have great peers to compete with, and enjoy your time with; the opportunity to introduce new people to the program, and to watch them learn & grow as you lead them. Many of these relationships will last through-out your life, and be amongst the best connections you ever have.

The Year of
KiCKoFF MeetinG

a Student Manager
sM MeetinGs / Fy MeetinGs
Did you like last years FY meetings? Now you will be organizing them! Its a great way to learn public speaking and presenting. SM meetings are similar to Sunday meetings in the summer: your weekly dose of recognition, motivation and sharing ideas with other leaders. In the past we have had alumni guest speakers and some video training as well.

B e i n g A s T u d e n T m A n Ag e r

Fall seMinar
The first meeting of the new season and a great place to get to know other SMs! We spend a weekend learning about recruiting, team-building, and principles of time and money management. Sauna, sports, and fun is a must! A one-day seminar where you will learn from our successful alumni, and might meet Mr. Adams as well. Also, you will get some new ideas on recruiting and team-building.

reCruitinG and worKinG with your sM

You will learn how to build your own team of friends by following your SM or SL. A great photo album is your #1 recruiting tool.

GrG triP
The queen of SW trips (king being EXPLOSION), it will take you to some 5* hotel in an exotic destination! You win this by recruiting a team of 10 that sells at least 5,000 units. Hawaii, Brazil, Caribbean, Panama these have all been recent GRGs!

awards Banquet
Dress up and enjoy the limelight as you receive all those prizes you worked so hard for in the summer. A great time to introduce your SM to your parents, and have fun at the (in)famous afterparty as well.

Grs in usa
A great chance to visit Nashville without a bookbag! Three days filled with excellent speakers, motivation, new ideas and a chance to PC Americans. Also, great discounts at the mall and a black-tie gala dinner for the Freddies.

exPlosion triP

B e i n g A s T u d e n T m A n Ag e r

siZZler
Also known as Thai Delight, it is the King of SW Trips! Have you seen Hangover 2? Our trip is even wilder ;) Win it by growing at least 2,400 units over your previous summer. Sun, fun and 100+ cool students! All-inclusive! Need we say more? Make sure you get your face on the Sizzler video...

GriZZler
Unofficial SW ski/snowboard trip. There is a rumor that you can even win a free trip, but talk to your DSL about that ;)

BiG MeetinG
A one-day seminar to get out of Sizzler mode and back to school/team building mode. You will learn more about recruiting through referrals and some advanced time-management ideas. Also, top B manager recruiters (thats you!) share their success stories.

Base day
Weekend in the woods... Remember it last year? Was it fun? It is your challenge to pay it forward & make it better than last year!

sPrinG KnoCK
This annual charity event has been a great success FY students get their first experience knocking on doors, and together we raised over $26,000 in one day in 2011!

exPlosion seMinar
Get ready to have an explosive next summer. Need to improve technically? Want to get tips about emotional preparation? Or just hang out with P-club producers? This is it!

ol traininG
The lite are selected to be OLs, & receive extra training in summertime management and leadership, along with guidance on how to prepare logistics for their organization in the upcoming summer.

Parent CoFFee
Chance for FYs parents to meet our managers, flip through the books and get to know what their kids got themselves into. Good coffee and cookies on the house ;)

10

Challenge

and

Personal Growth

PersonAl groWTH

if you could start your summer all over again, would you do some things differently? of course you would! And the cool thing about sW is that you have the opportunity to learn from your mistakes. do not start looking for something easier to do the only way to grow is to challenge yourself!

life does not get easier, but you do get stronger!

When I was selling books, every day on the field seemed like the toughest day of my life. Now, several years after my last summer, I use the skills I learned then daily in my interaction with customers and employees. My business partner and I learned how to motivate ourselves, persist and lead during our SW career. And we owe most of our success to that.
lANe VIluMetS

What if you dont like that picture in the mirror? You have two options not to look at the mirror anymore, or make a commitment to change and get better. Just beware not looking in the mirror does not change the picture! it is our mission to build character in young people, and building character means not giving up until you reach your goals.

The bookfield is like a mirror it shows both your strengths and your weaknesses.

Being a Student Manager is totally different from being a FY. After my first summer I thought I was almighty and had learned a lot but actually I still have a lot to learn even after 5 summers in the business. As a student manager you start to understand more about selling, learning how to recruit and leading people. You have a chance to help other people change their lives, just like your SM helped you. And you will be a part of the community of the sharpest and most successful students. If you only work one summer, you might not get to know all the great people who could become your good friends and mentors. MAdlI ReMMelkooR

11

Were you a Top FY? Time to become Top experienced. didnt sell sizzler? Time to grow!
But sales skills are only one part of what you will learn - recruiting, time management, public speaking, finances - the list of things you will learn is long! And you have people teaching who have been in your situation and have done the same thing. Southwestern is filled with people who were not instant successes, but just kept on working and improving themselves. Like Andrus Albi, selling 0 units his first week and hitting Mort some summers later. Or Tnu Hiielaid, being kept in sales school an extra week because of his bad Anglish and becoming a sales manager later.

PersonAl groWTH

HoW FAr cAn You go?

What I really love about the Southwestern internship, being a former sportswoman, is that Southwestern is more like a sport than a job: it just never gets boring as long as you continue to learn and grow and strive to get better. Just like it is almost impossible to run a perfect race, it is almost impossible to have a perfect human interaction.there is always room for improvement and thats what keeps it interesting. Selling is very frustrating when you are not good at it, kind of like playing ice-hockey or kick-boxing for the first time.We all dont like the things we are bad at. But being good in sales almost doesnt feel like a job at all.We create our own income level, having fun with people all day long. Because what is selling really, other than connecting with people? MARet SAAt

We do sell books in Southwestern, but the most I have learned is through recruiting. It is so much fun to sit down with students and ask them questions about why we should select them to this program.You can really learn how to ask good questions and how to listen. And after you have put together your dream-team, then you can learn how to train them and motivate them. Its like you can be a part of something really big and you can influence other peoples lives. It is the best feeling when a student looks at you at the end of the summer and you can see that you really changed something in his/her life for the better! JANAR SAVIIR

12

I have a friend who works in a business incubator where new businesses can get help and support to grow and develop into fully competitive units. As I look back, I can say that Southwestern is like an incubator for new entrepreneurs and leaders.You get all the support and knowledge from the company, and at the same time you can apply that to a much smaller environment. And you have other people (Sls and SMs) who are very experienced and supportive, from whom you can learn and ask for advice almost any time. then eventually youll face the real world where business knowledge costs money, business consulting and motivational training cost enormous money, and very rarely are all of your co-workers excited about the work they are doing. Get as much as you can out of this incubator while you are there. I can promise it wont be comfortable and easy when you are out on the bookfield, but its part of the training and it pays off in the long term, thats for sure!
AIVA ozolINA

PersonAl groWTH

learning to sell is like learning how to make your dreams come true. Its pretty hard to achieve any goal: getting a loan, building a good team, getting a promotion, introducing new ideas... if you dont know how to sell. Selling is all about communication. If you know how to introduce an idea quickly, correctly and based on reality, you will be successful. You can be twice as smart as einstein was, but if you cant pass on your knowledge efficiently to others, all the wisdom will be useless. learning how to sell is probably one of the most important things you can do, to get rich in life and have success in your career or in business. If theres no selling, there will be no buying, & therefore no products or services. ReMo JeoRG

13

PersonAl groWTH

I used to play competitive volleyball in high school and kind of missed the feeling of competing at university. this was one thing I really enjoyed in SW - it is like competitive sport: there are records to break, competitors, rankings and you can see how good you really are. But the fun part is that while competing you also make a ton of money. Much more than regular athletes would make. did you know that the prize money for winning a tour de France stage is 8,000? there has been only one estonian ever who achieved that (Jaan kirsipuu). But in my 5th summer I made more than 3 times that amount - and I had fun doing it. JAAk RooSAARe

Before my first SW summer I had been in latvia and Germany, and I used to ask for money from my parents. After my second summer with SW I had travelled to six more countries (one of them being India!) and made more money than both of my parents combined. during selling, when it is hard, you may start to think how nice it would be just to sit in an office and drink coffee all day long. But during the recruiting season (when you actually do sit in an office) you realize again how cool it is to challenge yourself and grow. It is not possible to get bored in SW - you are forced to grow by competition (you do not want to get your ass kicked by your own rookie :)
PRIIt MRtIN

14

CV and

Experience
the best thing on your CV would be that you have management experience.Why? I quote:I started working with Johnson and Johnson two years ago as a sales representative and soon after was promoted to a managerial position, which is not that common in a big corporation.- Sanita Pukite, sold books for 4 summers.
thats why! tIMo AleSte

It is amazing what kind of skills you are able to learn and master while being a Student Manager. time management, money management, team building, task management, leadership, communication. You can add it to your CV, which will make you more employable or if you are planning to become an entrepreneur, these will get you better results whatever field you are in. Attending the seminars to learn those principles outside SW costs a lot of money and you will get only theory. Here you can get theory and master it through practice under a world class mentor (your dSl and SM), and it is all for free ;) only thing you need to do is work. eRkI kukk

public speaking, time management, money management, organizing meeti

ple, self motivation, managing sales statistics, connecting with people, presenting, asking questions, building relationships

c u r r i c u l u m V i TA e

15

Karin Oras
nmme tee 71, 11311 tallinn EducatiOn 2011) university of tartu (2008 June Private law from Faculty of law, specialization in Master`s degree

c u r r i c u l u m V i TA e

karinoras@gmail.com +372 507 9241

associate ry 2008) university of tartu (2002 Janua sales lea omics and Business administration este southw der (200 rn Compa 6 - 2010) Bachelors degree from Faculty of econ ny (2451 a ip studies trium way, ialized in Marketing and leadersh spec recruiting nashville, t rams and training ip training Prog n, united organizatio Final theses effectiveness of leadersh states of a Personally nal leaders merica) led a 65 pe and studen rson sales sales organi t managers organizatio zation of 13 n in estoni nasium (1999 2002) people gene responsib a and in th Hugo treffner`s Gym rated $204 ilities for th e states ge 4,8 out of five 000 in reta e growth an Silver medal graduate, grade point avera developing il busine d deve sa
les techniqu es an lopment of the sa

d sales talk les group Organiz s, improvin g teamwor additiOnal traininGs 2009 , 2008,uthw ) ational leader (s k so (october 2006, 2007 estern Com ummer 2 sales leaders` Kickoff Meeting pany (2451 006; sum s, sharm el sheikh, Crete atrium way mer 200 in su southwestern Company, Crete, las vega , nashville, 7) off the new recruiting season mmer 2007 relocated tn, united seven day leadership training to kick states of a innt mmer to alabama, su merica) 2006 reloca usa and le public relations, strategic manageme ted to ohi aded a sale how to train young leaders, Sale orga o, usa and s organizatio aries and setting new sgoalsnizations gene leaded a sa n of 16 sale the corporate leaders, season summ rated $250 Meeting Planned sa les orga speopl ,000 le s territory , di in retail bu si nization of 13

ss in summ

er 2009

salespeopl rected plac ness and m e ement, orga ore than $1 , tud ) ill 2005, 2006, 2007, 2008s2009ent Ma nized and 00,000 in gr sales Managers` Getback (apr nager (s held weekl oss profit southweste y sales mee eptembe , Sofia, Paris rn Compa tings r 2004 Europe-1, Prnu, Tallinn, Laulasmaa ny (2451 a May 200 ws trium way, 7) weekend meetings for mid-term revie Personally nashville, t recruited, tr lts, applying new ideas n, united ained and m states of a Person setting new goals, follow-up on resu otivated 22 merica) pean sales managers ally trained 18 stud first time sa ctive to strengthen cooperation of euro ent Manag have worke obje les people, ers and 2 o d with and including nr rganizationa trained 4 first year Partic ) l leaders student in , 2006, 2007,ated to2009ipated in starting sout 43 sales people of my reloc 2008, Estonia 20 nal leader training (april 2005 student M hwestern C Organizatio anagers ey) Krakow, Poland for th (turk ompanys Po altar, Faro (Portugal), BeldibiGave over 20 pres ree month lish division europe-1, Palermo, sicilia, Gibr entations an s to recrui t a direct sa d interview seven day leadership training seminar les team in ed 120 peop spring 2007 sa gers in the organization le vating younger leaders and manales represe leading and moti ntative (s so skills egic planning uthwestern ummer 2 Money and time management, strat Company 004 su (2451 atriu mmer 20 m way, nas relocat 2009 09) hville, tn, G 2006, 2007, 2008, ed to ) eorgia, Flor 2004, 2005, united stat ida, ohio an established school training seminar (June es of amer sales advanced sa d 3 times in s of america ica) essee, united state les, succes alabama , ranked in ess southwestern Company, nashville, tenn s and motiv usa and ra to ing and runn a direct sales businp hundred out of ational prin n a direct Personally uctivity sales busine Five day seminar in personal selling ciples thro nearly 2500 ra ugh direct ss nr 18ve maximum prodnk First year sa sales yourself and your sales team to achie and generated $4 ed: lespeople Motivating nerate ofit summer 2009 in Ala nr 11 2008 2009 d $45 000 in gross ary 2005, 2006, 2007,and ge,nerate) bama profit sum Great recruiters seminar (Janu d $38 000 mer 2008 state of e in gross pr in A essee, united withinsthreamerica months am in a different culturalmm onment labama ofit su envir hwestern Company, nashville, tenn sout er 2007 in leading a direct sales team ong all 1000 expe Alabama rienced stud six day seminar about recruiting and B ents in the nced sales training usinEss aw Company Public speaking and adva ards Gold aw ard (6 tim es) For working ExpEriEncE 75+ hours spencer a week for Hayes a ) lawyer (2011 12 weeks nime 5, tallinn, Estonia) ward law Firm arvisto & Koch (tor For recruitin g, training Explosio and motivat n award ing a person (2 times) al sales team For excelle of 11 sales nt sales pr Great re people (200 oduction. C cruiters 5) ancun, Mex Getaway ico (2005) For lead , Goa, in ing and trai ning a team dia (2007) nr 14 and ge 6 000 in gr oss pr 5 times

with excelle OtHEr nt sales pr inFOrM oduction. tu atiOn rks and Cai cos (2005) Fluent in en glish and es tonian, basi a and B ca c russian tegory driv ing license Internationa l Certificate of Padi advan ced open Competenc e for Opera water div tors of Plea ing license sure Craft

16

Making Money
PersonAl sAles managers make money by buying books from southwestern at wholesale and selling them to customers at retail. Thats what you are doing this summer. The margin is around 40%. each book has been assigned a unit value, and each unit represents $7 profit to you. All business expenses and living expenses are paid by students themselves. The top earners are featured in the sW superstars book every year.

as a Student Manager
Cool idea to start building your net worth - save and invest 50% of all the money you make. If you cannot do it this year, then just sell more next year!

moneY

4 ways OF MaKinG MOnEy as studEnt ManaGEr

TeAm deAler discounT For leading and managing teams, students can earn a bonus called dealer discount (dd). it is paid to the student manager of the team based on the paid for units of that team. The dealer discount is 15% of the wholesale value of books sold (Wholesale = units x $9.67). That is $1.45 for every unit the team delivers. BAse deAler discounT students who have been in the business for several years and have built a base also get paid on the people they recruited during previous years, and everyone who has been recruited by those people. The bonus is paid on the combined units all those students deliver, and the amount paid depends on the total number of units delivered. The dd is paid out as a cascade: base leader pays to the people direcTlY under them, and they in turn pay to those who are under them. it is a good idea to build a base with several legs. comPeTiTions during the summer and the recruiting seasons, students have the opportunity to win: trips, cash prizes and various items, for work stats and results achieved. some competitions are by dsl group: some are organized for the whole company.

17

5yEar plan ExaMplE:

1st summer 2nd summer 3rd summer 4th summer 5th summer
moneY

units teaM units Base units total dealers

1,200

2,000 2,400 4

2,800 3,200 4,400 9

3,600 4,000 13,200 18

4,400 4,800 22,000 27

PERSONAL: 1,200; 2,000; 2,800; 3,600; 4,400 TEAM: 3,4,5 and 6 FYs x 800 units avg

BASE: 1/3 return; FY avg 800; SM avg 2,000

FirsT summer: sell 1,200 units. learn about schedule, but make a ton of mistakes as well. Finish what you started and prepare to come back with a vengeance. second summer: Because you really want to win level 2 sizzler, you recruit 3 people. 1 or 2 might go cold, but you will get couple more in the spring and finish with 3 person team that sells oK. You increase and hit the growth Award. THird summer You come back and get 4 people. But now you have a manager to work with. You help her recruit a team of 3 and increase her sales.
8,400 i - $8 400 ii - $17 481 iii - $26 555 iv - $41 461

60,000 22,024

45,000

10,459 6,962 5,802 2,313 4,642 3,481 14,000 19,600 0 v - $59 786 25,200 30,800 15,000 30,000

Personal

teaM

Base

FourTH summer: Another increase in sales brings you gold growth Award! And 5 ppl in team = Presidents club in recruiting. And you have 3 managers now! By the end of the summer you should have achieved sl level and become oFl or Asl. (but just barely). FiFTH summer: Another increase means diamond growth Award. now you have more time to recruit and you get 6 people. These are mostly strangers so you really learn about recruiting. You now have 5 managers with you so total group size is 27 people.

"Cool idea to start building your net worth - use your summer profit for living expenses, and save your dealer discount for down-payment to buy a house!"

18
1st suMMer 2nd suMMer 3rd suMMer 4th suMMer 5th suMMer

oWn sAles (uniTs) ProFiT in dollArs (1 unit = $ 7) TeAm (# oF FYs) FY AVerAge sAles (units) ToTAl TeAm uniTs deAler discounT (team sales*1.45) sms in Your grouP FYs in sms TeAms (team size 3) mAnAgers sAles (2,000 units average) FYs sAles (800 units average) Your grouP uniTs ToTAl BAse uniTs (your units + group) BAse discounT (depends on group size) ToTAl income 5 suMMEr tOtal incOME Your TiTle TriPs You geT

1,200 $ 8,400

2,000 $14,000 3 800 2,400 $3,480

2,800 $19,600 4 800 3,200 $4,640 1 3 2,000 2,400 4,400 10,400 $2,313 $26,553 $153 677 ol sizzler

3,600 $25,200 5 800 4,000 $5,800 3 9 6,000 7,200 1,3200 20,800 $10,459 $41,459

4,400 $30,800 6 800 4,800 $6,960 5 15 10,000 12,000 22,000 31,200 $22,024 $59,784 Asl sizzler grs sl Kickoff $28,984 $65,906

moneY

1,200

4,400 $0 $17,480 B-manager sizzler

$8,400 FY sizzler

oFl sizzler grs (sl Kickoff) sl Kickoff $16,259 $30,930

inVesT TeAm And BAse discounT 10 % AnnuAl groWTH $ in inVEstMEnts aFtEr 5 suMMErs summer cHecK minus summer eXPenses ($5,000) monTHlY moneY in Home counTrY (8 months) Your Age (and how your investments grow) Value of your investments @ 10% / year, starting selling aged 19

$0 $0

$3,480 $3,828

$6,953 $11,859 $65,906 $14,600 $1,825 40 $333,119

$3,400 $425

$9,000 $1,125 30 $128,432

$20,200 $2,525 50 $864,026

$25,800 $3,225 60 $2,241,060

BoNuS MAteRIAl! This table doesnt include continuity income from SWADV/SKWIDS ONLINE subscriptions.

19

What if you graduated university and you plan to start your career in your field of study? It might still make sense to go and sell books for one more summer! Why? Because you can save and invest all the money youd make. entering the workforce means you wont need that money to pay for your studies. It can make a big difference down the road. If you sell 3,000 units in your extra summer and your expenses are $5,000, you would get a check for $16,000. Invest that @10% and by retirement that money will grow to $876,000! Now thats a smart way to invest a summer ;)
Jol etIeNNe

moneY

SW has helped me to become financially independent & helped me to go through school without the need to take a loan. Ive had the chance to travel and enjoy things that a lot of my friends cannot. After my fourth summer with Southwestern I was able to buy myself a decent apartment in the centre of tartu. I can say that SW has helped me to prepare, both financially and emotionally, for real life more than university ever could.
MAdIS RAud

20

Building a Business
spencer hays is famous for saying: you cant build a business. you build people and those people build the business.

in Southwestern

Building A Business

This, in essence, is what southwestern is all about we are not in the book business (although we do sell books), we are in the people business. lots of students have big dreams of building businesses and becoming entrepreneurs. in reality, most of them never realize their dreams. Why? Because they lack discipline, capital and people skills. Take it as a test before you invest your hard-earned dollars in your business ideas you did work hard for that check, didnt you? can you build a self-sustaining sales organization in southwestern and become a sales manager? if not, why not? The answer to that question will save you lot of stress and money down the road. Building a successful business is definitely harder than becoming a Sales Manager!

In order to have the best chance to succeed building your own business, you should master these skills: SAlES + $$$ MAnAgEMEnT: Did you get a BIg check? rECruITIng: Have you built a grg team? lEADErSHIP: Have you been a successful Ol?

over 90% of businesses started never make it and of those that do, most of them end up not as a business but as a job for the founder. so make sure that you have perfected your people skills, have a lot of discipline and nice chunk of capital now you are ready to take on the world! And you might discover that instead of messing with product development, accounting, legal, customer support, advertising etc, you actually prefer to partner with southwestern to build your business. As a dsl you run your own company, and use sWs resources for help. And you are not alone, but surrounded by a great peer group who have done it before. You have less stress, more free time with your family, and you make enough money to start investing in other peoples businesses too!

21

Building A Business

Building a successful company requires even more dedication and hard work than being successful in SW summer. It doesnt take much talent to be successful your first summer. Just do what your SM tells you! But the real lessons come through recruiting teams. I sold books for 3 summers and recruited a total of 13 students. It was sometimes frustrating to sit in cafeterias and call people up for presentations but I made some great friends doing it and the money I made helped my buy my first rental property. As a business owner I have to sell and recruit every day - and because of SW I am much better at it! kAlle ARoN

My business is to sell Fortumo mobile payment system to developers in uSA and europe. the decision makers there are usually a little bit more busy than a typical mom in the summertime. Southwestern taught me to go over, around, through or under the community gate, do five approaches, and if you dont get in from the front door use the window!
RAIN RANNu

If you are working, you need to be experienced in three essential skills to become financially free. Those three skills are: LEADERSHIP, MANAGEMENT and SALES AND MARKETING.

-Robert Kiyosaki-

22

Levels to achieve

in Southwestern

cAreer leVels

FIrST YEAr DEAlEr (FY) description: Prepare yourself to handle selling books in the usA. learn salestalks, importance of attitude and schedule. improve your english. learn business management. expectations: Finish the summer, win sizzler - 1,200 units. earn: $5,000+ check Trips: sizzler i (1,200 units), sizzler ii (2,000 units) and ViP trip (5,000 units). STuDEnT MAnAgEr (SM) description: learn how to schedule school and sW at the same time (part time job). Bring a team of 3-5 friends, go through all the stages of recruiting and follow-up. expectations: Bring a team of 3-5 from warm methods, keep your grades up, get yourself and FYs ready for summer. Have a team that sells over 3,000 units and hit growth (sizzler) yourself (+800 units). earn: $10,000 summer check + $4,000team bonus = $14,000+ income Trips: sizzler i (+800 units), sizzler ii (+1,600 units), ViP trip (+2,400 units). great recruiters getaway trip to south America for team of 10+ that sells over 5,000 units or team that sells over 10,000 units. OrgAnIzATIOnAl lEADEr (Ol) description: run a summer org and survive! ;) learn about: delegating, motivating, teaching, coaching & focusing. Prepare yourself, your team and your managers for the summer. learn what it means to build a business and be a leader. start building your base. expectations: run an org with people on sizzler and sms returning (10,000+ units). Bring a 5+ person personal team, recruit people you do not know. do over 50 presentations. Have a team that sells over 5,000 units and hit growth (sizzler) yourself (+800 units again). earn: $15,000 summer check + $7,000 team bonus + $2,000 base bonus = $24,000+ Bonuses: All expenses paid one week long training in Turkey/greece on leadership (sl Training) Trips: same as sm. SAlES lEADEr (Sl) Description: Work in southwestern as a professional leader. learn how to motivate others and how to balance coaching others with your own sales. recruit full time and possibly recruit in a foreign country. Take part in monthly leadership seminars all over the world. Take your sales to the next level and lead by example. Expectations: run several orgs with people on sizzler and sms returning (10,000+ units). Bring a 5+ person personal team, recruit full time in a foreign country. do group presentations and teach others. grow your base to 13,000 units (oFl); 22,000 units (Asl); 44,000 units (Fsl) and 74,000 units (dsl). Earn: $20,000 summer check + $5,000 team bonus + $10,000 to $100,000+ base bonus = $35,000++ Bonuses: All expenses paid training meetings in us (grs) and around the world (Turkey, egypt, spain). Trips: sales manager of the year (same destination as grg) + dsl Trip ($10,000 and you choose where you go!)

23

cAreer leVels

Both of my parents are teachers and I really like teaching and coaching. But seeing my parents career, there are two big drawbacks of being a public school teacher - your salary is fixed, and many students are not motivated to learn. thats why I really enjoy working as a Sales Manager - I get to coach the most motivated young people out there, while my income depends 100% on our groups results. As an additional bonus I like that I can involve my family and take them on trips paid by Southwestern. our son Jako is not quite 2 yet but he has already been to:turkey, egypt, Spain and uSA. I am very thankful that Jako is growing up surrounded by all those hard-working I-can-do attitude bookpeople. JAAk RooSAARe

Being a Sl with Southwestern is a great opportunity. It isnt really a job, but its not your own company either. It has the best of both worlds: support from SW and your director group from one side, and opportunity plus responsibility to get as good results as you want from the other.this means you have a flexible schedule, but you probably work hard because of competition. It means that you make good money, but probably save a good percentage of it because you hang out with students and dont buy expensive toys yet. It means you learn a lot, but have fun at the same time. It means you can connect business and social life in a way that very few people can. once you try this, you will never really want to go to work for another corporation. And the great thing is, you dont have to - those Sls who are ready to move on are welcome to stay within Southwesterns group of businesses, or start their own in partnership with SW. ANdReS & keRtu MRtIN

24

Southwesterns best career opportunity:

cAreer leVels

Sales Manager

A career in which you can make a positive difference in the lives of people... in which you can grow professionally, financially and personally... from which the greatest rewards come in seeing people mature and make their own contribution to the world: this is what a career as a Sales Manager at Southwestern is all about. in an era of global economic turmoil, one common criticism of managers is that they are out of touch... unaware of what their people are going through... poor motivators. Yet in southwestern, every single Associate, Field and district sales manager sold books and recruited teams successfully for several summers. They earned their positions not through potential but through a solid track record of accomplishment. The path to sales manager is not an easy one. To travel it requires ability, discipline, extraordinary self-motivation, and a willingness to see young people not as they are, but as they can become. Yet the rewards are great: every sales manager (Asl, Fsl, dsl) has an opportunity for ownership in the Company, a steadily growing profit-sharing investment account (funded entirely by the company) and an outstanding income opportunity. What does a District Sales Manager do? Terms like counselor, teacher, coach, motivator, results-achiever come to mind. Working professionally with university students provides an opportunity to make a genuine difference during some of the most turbulent years of their lives. in helping them develop and internalize universal success habits, sales managers prepare graduates to make significant and positive contributions to their chosen fields of endeavor, whatever and wherever those may be.

It is more than a career. It is an opportunity to experience firsthand the truth so clearly enunciated by sir Winston churchill: What you get enables you to make a living. But what you give - thats what makes a life.

DSLs in Europe1

25

cAreer leVels

Jol etienne

Andres Mrtin

kertu Mrtin

Veiko Roos

Jaak Roosaare

Ranol kasevli

Working with Southwestern has been awesome. there are many things I have gained from Southwestern over the years: friends, travelling, financial freedom, experience, success principles. But there is one thing that definitely stands out: there are not too many places where you can help people grow and at the same time get paid very well. While being a dSl I can play a part in the success of the people I work with and that is the most rewarding and satisfying thing of all. VeIko RooS

I came to Southwestern to sell books only for one summer back in 2004. I wanted to do something different, get a good experience working abroad and I wanted to make money. I thought I got it all in my first summer, but Im glad and thankful that Veiko and Chris invited me back for the next summer. theres so much more in SW - things I didnt see my first summer - you learn more and more every summer, you earn so much more and the lifestyle is the best.You are working 7 months a year and you travel, have fun and party with successful people for other 5 months. And best of all - everybody can become a dSl if they just work hard. RANol kASeVlI

26

T r AV e l

Europe1 travels...
We have had seminars in:
France, Spain, Portugal, England, Germany, Italy, Crete, LasVegas, Nashvegas, Bulgaria, Finland, Cyprus,Tunisia, Egypt,Turkey, Estonia, Latvia, Lithuania.

Sizzlers in:

Gambia,Tenerife, Gran Canaria, Egypt.

VIP-trips in:

Mexico, India, Egypt, Costa Rica, THAILAND (2011)

Great Recruiters Getaways (GRG) in:

Cancun (Mexico),Turks and Caicos, Panama, Brazil, Hawaii, Costa Rica, RoATAN (HoNDuRAS) 2011!!!

DSL trips in: Ski-trips in:

CapeVerde,Thailand, Australia, Hawaii, CARIBBEAN ISLANDS 2011!!!

Sweden, Finland, Slovakia.

I love working with SW people.their way of life is work hard when work is needed; play hard when you can take time off. Having meetings where we learn a lot together and enjoy relaxing events like snowboarding with other sales leaders, makes SW a perfectly balanced career. MARk MetSlA

27

T r AV e l

Get excited! VIP-trip was the coolest trip I have ever been on! Check out those hot top-producer men... Id rather be rich than pretty but why not both? :d MARet SAAt

28

Hanging out a whole week with top Producers in Nashville downtown, and gaining all the enthusiasm & excitement from speakers gave me a lot of confidence to do well in my upcoming summer. A real investment considering all the new friends I made, and belief I got in myself & how well I could actually do in Southwestern. kAdRI JGI on GRS

T r AV e l

there are not a lot of ways to work in an international company, and travel to the uS in the middle of winter break to meet the President of your company for a glass of champagne, while just being a college student. I really enjoy the life that Southwestern offers: lots of challenge and growth with my best friends! MARelle NuRMSAlu on GRS

I love the fact that I work together with young talented people so we can also have a good time during off-hours! the Southwestern Sales Manager team is like friends at work. the cool thing about Sl trips is that we also get to know the top executives: President, CFo & Ceo when they come to join us in Paris or Milan. MARet SAAt on Sl-trips

29

I really liked the idea of having a chance to learn management and leadership principles from our company President. lots of uS companies spend hundreds of thousands dollars to learn from SW Consulting what we learn for free. As well having a chance to run a semi-marathon with other Sls, Chris and Dan. eRkI kukk on Sl-trips

T r AV e l

I thought that GRG would be just another very cool trip, but it was something totally different too! Its one thing to travel with other SW students, but to travel with people who have recruited 10-20+ teams every summer, and sold themselves more than 10,000 units that is something you will remember for the rest of your life! It is very rewarding to go somewhere most people never get to go: to see the Panama canal, play golf with the President himself, or go hiking through the rainforest. JANAR SAVIIR on GRG

30

T r AV e l

Sizzler 2010, Egypt

SL Kickoff 2010, Turkey

VIP-trip 2009, India

31

SL Kickoff 2008, Bulgaria

GRG 2003, Turks and Caicos

GRG 2009, Cancun

T r AV e l

VIP-trip 2009, India

Sizzler 2010, Egypt

SL Kickoff 2010, Turkey

Sizzler 2010, Egypt

GRG 2010, Brazil

Higher, Faster, Stronger

w w w. s o ut hwe st e r n.c om