Building your Enterprise

Building your Enterprise

A word from John D Ambra Managing Director We would like to take this opportunity to welcome you to the DMC Group and present you with an exciting opportunity to expand your skills on your pathway to a new career within a face-to-face sales and marketing environment. Our industry allows individuals from all ages and backgrounds the opportunity to find fulfilment through their own efforts and to express their talents to find personal satisfaction and financial independence with value far beyond their original motivation. We look forward to offering you a challenging, rewarding and exciting work environment with an energetic and motivated team as well as providing you with ongoing product training to assist in paving your way for a bright and prosperous future with our company. We value the skills, strengths and perspectives of our unique team members and are committed to building strong, collaborative and focused company representatives at all levels of the business. We are committed to greatness and, committed to helping each of our company representatives be the best they can be and ultimately achieve their goals. This guide is designed to provide an explanation as to the professional development opportunities available to Independent Contractors offered by the DMC Group, as part of the Appco Group s network of associated Marketing Companies.

What drives us Our Mission We are an ambitious and diverse Sales and Marketing Company that work with a unique portfolio of brands. We help introduce, advertise and sell all at the same time, without the use of conventional channels to reach a target audience. We look to increase market share, connect with our customer base and build our clients brands using face-to-face communication. The DMC Group also presents a carefully selected team of sales professionals, enviable opportunities to gain the skills required to build a career within the exciting world that is direct sales. We encourage our people to take pride in the work they do and have fun, with the knowledge that this in turn makes the customer experience more meaningful and the work more rewarding. Our Core Values Accountability and commitment to performance Pursue growth and learning Supporting team member excellence and happiness Expanding the art of possibility Committed to greatness Honesty, simplicity, and doing something you believe has real value Integrity Sense of urgency and motivation to action Our Clients The DMC Group values the relationship it has with its clients. With our proven track record and extensive marketing experience, we have developed a trusting relationship with our clients across a wide variety of industries. Our Goals The DMC Group The Beauty Group 4 offices Australia Wide 11 offices Worldwide 80 Independent Contractors 165 Independent Contractors $5 million annual turnover $16.5 million annual turnover Build strong, collaborative and focused individuals at all levels of the business. Establish a reputation as the industry leader in face-to-face sales and marketing. Expand our diverse brand portfolio to address the needs of Australia s diversity, from the young to our ageing population, and everyone in between.

Our industry involvement With nationwide representation, the DMC Group contracts to Appco Group to represent various industries and clients, all seeking a more direct route to market. These industries include: Support Media Telco Financial Services Home Services Sports Health Services Entertainment Energy Products Home Efficiency Our channels to market Residential Marketing Community-based marketing and customer acquisition with a clear advantage of targeting territory as required by clients Events-Based Marketing Kiosk, table sites and special event stands to maximise a collective market and audience Business to Business Marketing Targeted at SME (small to medium enterprises) where the client wishes to promote and secure customers and support.

The Impact of Appco s network......in Australia Over 1,100 Independent Contractors throughout Australia 1988 Appco founded in Sydney Raise over $100 million each year for not-for-profit clients in Australia Over1million Human Commercials TM across Australia every month Marketing Companies in each state & territory (except NT) Over 50,000 face-to-face presentations across Australia each day Utilise 3 channels to market - Residential - Business to Business - Events

and Worldwide Operating in 28 countries 800 Marketing Companies worldwide Across 5 continents In excess of 60 major clients across the globe Over 10,000 Independent Contractors worldwide Considered the most costeffective sales & customer acquisition model for our clients Since 1997, Appco Group has raised more than $1.5 billion on behalf of our not-for-profit partners worldwide

Enjoyment, not just work! We encourage our people to enjoy themselves in their daily work knowing very well that this makes the customer experience more meaningful and the work more rewarding. We realise people prefer that work be an enjoyable part of their life, and have modelled our business around encouraging contribution, celebrating success and collaborating with individuals and teams to assist them in achieving their potential. The DMC Group also understands that Social Responsibility is more than just a phrase and aims to provide its customers with a diverse brand portfolio that offers convenience and value for money. If travel and regional working opportunities interest you, events are held in various cities throughout Australia, with overseas trips also available to those who really shine. Over the past year, conventions, conferences and meetings have been held in most cities of Australia while some delegates have had the opportunity to visit India, United States, Greece and Singapore. By choosing to contract to the DMC Group, you are sure to develop some positive working relationships. Through regular team activities, the DMC Group makes a genuine effort to encourage these positive relationships using activities and events including, but not limited to: Bowling Go Karting Trivia nights Beach barbeques Restaurant nights

Phase 1 Development to Leader National Qualification Scheme Phase 2 Development to Team Leader Certificate III in Business (BSB30112) Certificate IV in Business Sales (BSB40610) Phase 3 Development from Team Leader to Assistant Owner Diploma of Management (BSB51107) Phase 4 Development from Assistant Owner to Owner-Partner Phase 5 Development from Owner-Partner to Managing Director

Personal & Professional Development Contracting to the DMC Group is so much more than delivering sales and marketing to the public! Independent Contractors have access to a Professional Development pathway which provides them the opportunity to further their knowledge and skills in the fields of sales and marketing. Enterprise Development Program (E.D.P.) A competencybased coaching and development program available to all Marketing Companies who contract to Appco Group Australia An Online Learning Program (On-LAP) has recently been implemented for Marketing Companies here in Australia Opportunities for Professional Development include, The Enterprise Development Program, Invitations to Conferences and Meetings, Mentoring and Coaching Opportunities, Online Learning & potential access to a nationally recognised qualification scheme via an external Registered Training Organisation. ICs who meet the national qualification criteria may enrol to undertake either a certificate 3 or 4 course, or a Diploma while also contracting to the DMC Group. Access to internal and external coaching and mentoring opportunities exist for ICs who demonstrate the desire to progress with the DMC Group. Conferences and Meetings are held regularly in each city. Interstate and overseas opportunities also exist to attend conferences. Maximising the Opportunity Sales Development Team Development Business Development

1 Sales & Marketing EDP Phase 1 Sales Skills Product Knowledge Customer Service Goal Setting & KPIs Cert III Business Sales (BSB 30110)* 2 Leadership EDP Phase 2 Coaching Skills Leadership Skills Team Management Cert III, IV in Business Sales (BSB 30110, BSB 40610)* Meet sales production criteria 3 Team Leader EDP Phase 3 Coordination of Sales Team Setting & Tracking KPIs Design & facilitate Sales Coaching Sessions Certificate IV in Business Sales (BSB 40610)* Dip. of Management (BSB 51107)* Meet sales production criteria 4 Assistant Owner EDP Phase 4 Effective Team Management Recruitment & Administration Skills Business Budgeting Finance Skills Certificate IV in Business Sales (BSB 40610)* Dip. of Management (BSB 51107)* Meet team size and sales production criteria

Steps to Developing your Enterprise 5 Owner Partner EDP Phase 5 Office Management Budgeting & Reporting Human Relations & Professional Development Effective Communication Skills Dip. of Management (BSB 51107)* Meet team size and sales production criteria 6 Managing Director Effective Management of small business Business Planning Mentoring team members Business legals Finances Dip. of Management (BSB 51107)* Meet team size and sales production criteria 7 Organisational Head Management & Coordination of multiple offices Organisational Meetings Business Coaching Hosting Organisational Meetings Meet team size and sales production criteria 8 Vice President Drive growth & development of business Coordinate & facilitate meetings & conferences Oversee organisations and divisions within business Meet team size and sales production criteria * Where state/national funding is available and eligibility criteria are met

Independent Contractor The foundation of the industry, and where all team members start, is in the role of Independent Contractor. Independent Contractors perform sales activities in their capacity as representatives of the one of the Marketing Company s many national clients. In addition to their direct sales activity, Independent Contractors provide outstanding levels of customer service in a team-based environment. Sales Skills Product Knowledge Customer Service Excellence What do Independent Contractors learn? Quality Control & Standards Effective Management of Time & Territory Legal Compliance & Guidelines Goal Setting & KPIs Opportunities for further development In addition to the knowledge and skills learned as an Independent Contractor, there is the opportunity for individuals who qualify to access qualifications through a National Registered Training Organisation*. This may incorporate; Certificate 3 in Business Sales (BSB 30110) * Where state/national funding is available and eligibility criteria are met

Leader Once essential sales skills are established and there is a consistency in sales performance, the Independent Contractor may elect to advance into Leadership. The Leader can further develop their enterprise by coaching other Independent Contractors in the basics of sales and customer service. Coaching Skills Goal setting for self & team What skills do Leaders learn? Leadership skills Structure & facilitate sales coaching sessions Managing a small team of people Opportunities for further development In addition to the knowledge and skills learned as a Leader, there is the opportunity for individuals who qualify to access qualifications through a National Registered Training Organisation*. These may include; Certificate 3 in Business Sales (BSB 30110) Certificate 4 in Business Sales (BSB 40610) * Where state/national funding is available and eligibility criteria are met

Team Leader As their team develops - in both performance and size - a Leader can progress toward Team Leadership. Combined with achieving established criteria of sales for the team, the Team Leader can achieve this advancement by developing two Leaders within their own team - demonstrating the ability to coach and develop new team members to a stage where they can now perform effectively in personal sales and are also equipped to lead others. Coordination of a small to moderate sized team of I.C.s Delegation skills Establishing & achieving team targets for your team What skills do Team Leaders learn? Design & facilitation of coaching sessions Facilitation of team meetings Enhanced people management skills Monitoring and tracking of individual & team performances Maintaining performance standards within the team Opportunities for further development In addition to the knowledge and skills learned as a Team Leader, there is the opportunity for individuals who qualify to access qualifications through a National Registered Training Organisation*. These may include; Certificate 4 in Business Sales (BSB 40610) Diploma of Management (BSB 51107) * Where state/national funding is available and eligibility criteria are met

Assistant Owner Advancement to Assistant Ownership introduces talented Team Leaders to further management responsibilities. Through the Business Development Program pioneered by Appco Group, Assistant Managers will have access to specialised coaching and mentoring sessions, as well as invitations to National Meetings and Conferences held around Australia. The Assistant Owner is now on track to manage their own small to medium-sized company, and is welcomed into a network where they can access some of the best business minds in the industry. Effective management of a skilled sales team Enhanced people management skills Recruitment skills What skills do Assistant Owners learn? Administration skills Office Management skills Enhanced Communication skills Business Finance & Budgeting skills Further study toward a nationally recognised qualification In addition to the knowledge and skills learned as an Assistant Owner, there is the opportunity for individuals who qualify to access qualifications through a National Registered Training Organisation*. This may incorporate; Certificate 4 in Business Sales (BSB 40610) Diploma of Management (BSB 51107) * Where state/national funding is available and eligibility criteria are met

Owner-Partner Now in the final stage of developing and incorporating their company, the Owner-Partner manages a medium-sized sales team with consistent sales performance and profitability. The Owner-Partner has the opportunity to enter into a Marketing Services Agreement with Appco Group, providing them access to one or more clients within their existing portfolio. Having progressed through the Enterprise Development Program and met the criteria for each stage, the Owner-Partner is a great example of what can be achieved within this dynamic industry. Management of a sales & marketing business as a Sole trader, prior to their incorporation Business planning & team management skills What skills do Owner- Partners learn? Mentoring & guiding of team members Enhancement of team performance Legal guidelines for managing a small business Office Management skills Further study toward a nationally recognised qualification In addition to the knowledge and skills learned as an Owner-Partner, there is the opportunity for individuals who qualify to access qualifications through a National Registered Training Organisation*. This may incorporate; Certificate 4 in Business Sales (BSB 40610) Diploma of Management (BSB 51107) * Where state/national funding is available and eligibility criteria are met

Managing Director Having worked toward this goal for some time, the Assistant Manager is rewarded with the opportunity to manage their own company while securing a Marketing Services Agreement with the largest Direct Marketing Company in the world! Established with their own brand, and effectively managing a moderate to large-sized sales team, the Managing Director is now responsible for the success of his/her company along with the opportunity to represent some of Australia s largest organisations. Having progressed through the Enterprise Development Program, and met each of the team and sales criteria for each stage, the Managing Director provides a great example to others in the industry who also aspire to fulfil their potential. Management of a sales & marketing company Business planning & organisational development skills What skills do Managing Directors learn? Mentoring of key team members Maximising the performance of a sales team Business Finances & Budgeting skills Legal Compliance Further study toward a nationally recognised qualification In addition to the knowledge and skills learned as a Managing Director, there is the opportunity for individuals who qualify to access qualifications through a National Registered Training Organisation*. This may incorporate; Certificate 4 in Business Sales (BSB 40610) Diploma of Management (BSB 51107) * Where state/national funding is available and eligibility criteria are met

The Professional Developmen Independent Contractor IC Leader Team Leader Owner-Partner

t Journey Assistant Owner Managing Director

The DMC Group is independently contracted by Appco Group Australia Appco Group Australia Pty Ltd & the DMC Group Pty Ltd The DMC Group is engaged by Appco Group Australia Pty Ltd or its subsidiaries to work in the capacity of Independent Contractor and provides face-to-face marketing and promotional services. The relationship between the DMC Group and Appco Group Australia Pty Ltd or its subsidiaries is that of an independent contractor and nothing in the agreement/s entered into between these parties create or may be construed as creating a relationship or employer and employee, principles and agent or partnership.