FIND SELECT HIRE. Strategies for Finding College Partners and Establishing Relationships

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2 FIND SELECT HIRE Strategies for Finding College Partners and Establishing Relationships In general, colleges have a less-than-favorable view of car sales as a career. By educating the colleges about the opportunities of a career in car sales with a Honda dealership, we hope to correct that belief. The following are questions, tips and checklists that will better enable you to approach your local college for recruitment and find graduates to fill your Sales Consultant roles. Community Presence, Four-Year College or Community College Start by thinking of your dealership s presence and its relationship to your community. If there are several colleges or universities in your area, which one would be best to partner with and why? Which school is closest to the dealership? Which one is most neighborhood-y? Draw a 50-mile radius around your dealership to consider who your clientele is. Which school s graduates will make the best fit with your clientele?

3 Your Relationship with Colleges, Alumni Affairs, Coaches Now that you ve decided on a school, here are some questions to ask yourself: Do you currently have a relationship with the college? Do you or does anyone on your dealership team have a relationship with its alumni association or any of its coaches? Has your dealership previously participated in a career fair at the college? Tip If you answered yes to any of the above, the relationship can serve as a critical starting point to establishing your recruiting association with your local college. If you answered no, our Fast Track Advisor can offer you the help you need to make that connection. Community Presence, Four-Year College or Community College Again, your Fast Track Advisor can help with establishing relationships with businesses and colleges. Contact an advisor with questions or for help setting up appointments. Building a College Recruitment Plan Now that you ve identified the college you want to work with, you ll need to build your recruitment plan. The following offers some tips and insights on how to do it. Deciding on a Student Profile Ask yourself, whom do I want to recruit? Who are the graduates who will work best in my dealership? Who are the ones who will work hardest, and get the most results? Consider and research the following Majors Athletes On-Campus Associations

4 Use the checklist below to begin defining the type of person you want to recruit. MODELING YOUR BEST EMPLOYEES Who are your best employees and why? What qualities have they brought to your workforce? What is their background? What was their major? Their college associations? Were they athletes? Tip: Start Wide/Choose & Focus Though you ve now surely got some ideas about the kind of graduate you want to recruit, we recommend that you: Start by casting a wide net Consider several Sales Consultants from different majors and/or associations, so as to get a variety Then narrow your options and choose the one that s the best fit for you and your dealership

5 Building a College Relationship A few things are critical to do before building the relationship with your chosen college, if you haven t already done so: Learn Their Placement Structure/Process Find out the lay of the land at the college. What are the different colleges, e.g., undergrad, business school, etc.? What about the college s different departments? Its organizations? Social groups? And what is the best way to introduce your dealership to one or several of them, if you haven t already done so? Choose One Career Center Within a University Many universities have several career centers on campus for their different colleges. Figure out which one is best for your recruiting needs. Which one has the graduates that you re looking to recruit? Find One Primary Contact Research the college s career counselors, starting at the director level. What are their different responsibilities with regard to post-graduate job placement? Which one is the conduit from the college to the workforce? Make inquiries about your recruiting who would be the best director to speak with? Stick with that one contact for the duration of your recruiting. Should you need an introduction to another of the on-campus colleges, ask if that key contact will facilitate an introduction for you.

6 Setting Up and Conducting the Meeting Call the college s placement director and ask if you can set up an appointment to meet, or else ask if it would be possible to speak with staff for key majors Ask if you can also bring along key dealership personnel to the meeting, including your DSM and a Fast Track Advisor, so as to fully explain the program and its needs Ask how long your meeting with be, so that you can tailor your presentation to the amount of time allotted, as well as to the placement director and their specialty The Meeting: What to Let the Placement Director Know It s the day of the meeting. Below is a list of some critical things that you need to do: Be ready to provide the college with full details about Honda Fast Track, including the program s overview, the program objectives and its key elements. If necessary, write yourself a script so that you can be sure to cover all the key points you want to make Explain how Fast Track can help grow defined careers for grads in sales, finance, service, sales management or general management that will move them toward success Share with them Fast Track success stories, as well as success-oriented data from Maritz Show the college s placement director the Fast Track Career Path Graphic pictures can maximize the effect of what you re saying Inform them that Honda values work/life balance and flexible work schedules for its Sales Consultants Let them know about all the ways in which Honda supports its Sales Consultants with immersive training programs, coaching and mentoring Define for your contact the types of candidates you re seeking Prepare a series of FAQs with bullet points, objectives and success stories, so you can spell out answers to questions the director will surely have Finally, discuss with them any on-campus opportunities to recruit, including Job Fairs, Career Days, athletics departments, minority and veterans affairs offices, etc. By the end of the meeting, have a plan in place with the college to post jobs, connect with students and participate in recruiting events and opportunities

7 The Meeting: What Recruiting Opportunities Exist? When meeting with the placement director or officer, ask them what the process is for outside vendors to recruit graduates? Also ask them what recruiting opportunities exist on campus? Career Fairs: What are the dates of their career fairs and would it be possible to attend with your dealership s Honda booth? If so, see below to order a Fast Track Job Fair kit. Job Description Posting: Would it be possible to post job descriptions for your Sales Consultant jobs, and where? What kind of ad will the career center allow, so that you or someone at your dealership can provide it: paper flyers? digital? both? Career Days: Does the college have Career Days, and when are they? Is it possible to give a talk about Honda opportunities or have a booth? In-Classroom Opportunities: Does the college have in-classroom opportunities? Would you be allowed to make a presentation to a class of students? How long could that presentation be? Would Honda Fast Track Student Aptitude Testing be allowed on campus? Explain the benefits of this program to your chosen college placement director. The checklist below will help you keep track of the recruiting opportunities your college has to offer OPPORTUNITY Date(s) Career Fair Career Days Athletics Dept Visit Veterans Affairs Offices Contacted Minority Affairs Office Contacted Job Description Posted In-Classroom Speaking Engagement

8 Maintaining Continuous Activity Career Fairs and More Once you ve had your first meeting with the college placement director, it s important to maintain continuous contact with them over the year to come. Engage with Selected College Departments Department-Specific Career Centers: Again, target department- or college-specific career centers for Fast Track recruits. Examples include the Economics Department and the Marketing Department. Department Heads or Professors from Target Majors: Department heads and professors from the same target majors are also sources of information for possible recruits. Athletics Department or Coaches: Athletics departments and/or coaches often have good information regarding possible upcoming recruits. Use the following checklist to help make sure you make continuous contact with college staff Attend Career Fairs Meet with Department Chairs Meet with Professors Meet with Coach(es) Meet with Veterans Affairs Staff Meet with Minority Affairs Staff Fall Spring

9 Connect with Student Groups Fraternities & Sororities: Check for a list of on-campus organizations and call to ask if they d be amenable to such posts from Honda on-site. Veterans Affairs Offices: Contact these offices to see if they d be interested and willing to post Honda recruitment announcements or flyers. Minority Service Affairs Offices: The college s Minority Service Affairs Office can put you in touch with minority students and grads who can act as a bridge between your dealership and a local community. Schedule Career Fairs: Keep abreast of the college s career-fair schedule regarding: Participation in Career Days Posting job descriptions Subscribing to job-posting sites Use the following checklist to help ensure you make continuous contact with student groups Meet with Fraternities Meet with Sororities Meet with Other Student Groups Attend Career Fair Attend Career Days Date(s)

10 Showcasing Your Successes College Publications: Stories in campus newspapers and blogs can highlight your dealership s recruitment efforts and can feature recent grads at their new workplace. Feature Stories: Stories placed in the local press can also feature Fast Track and explain its benefits. Social Media: Regular social-media posts about recruitment deadlines and the latest from the dealership should feature links to the dealership website, as well as PDFs of applications. Office Décor, Letters and Awards: Dealership décor should feature Fast Track banners and graphics to raise awareness of the program with clients and the community (see below for Fast Track Job Fair Kit Ordering Process). The checklist below will help you track all the recruiting communications your dealership uses throughout the year COMMUNICATION Job Board Posting Facebook Posting LinkedIn Posting Other Social Media Articles for College Publication Articles for Local Media Office Décor Showcasing Your Recruiting Success Stories

11 Expanding Recruiting Efforts Once you ve successfully completed a first recruiting round for Fast Track, you ll be inspired to replicate what has worked and to build your base for ideas and contacts: Expand to Other Colleges: Broaden your client base by furthering your dealership s reach for different graduates, skill sets and talents. Replicate your initial success by sticking with your tried-and-true strategies. Expand to Other Community Sources: Develop a grass-roots campaign to other community sources, such as: Churches: As above, consider contacts you or one of your associates might have in those groups and ask them about recruitment within their organization. Associations: Same. Please consider contacts you or one of your associates might have in those groups and ask them about recruitment within their organization. Retiring Police & Firefighters: Folks in these groups are often looking for part- or full-time work, post-retirement from their service. Internships: Consider an unpaid internship program for students as a feeder for future Fast Track recruitment. Use the follwing checklist to schedule and track your community recruiting efforts OPPORTUNITY Date(s) Church: Church: Church: Local Association: Local Association: Local Association: Retiring Police or Firefighters Internships

12 Recruiting and Selecting Future Dealer Sales Consultants Fast Track has a wide array of materials available to ensure your success. Job Description Samples: The following job description lets potential grads and community members know that you re seeking Sales Consultant candidates. Post this description at regular intervals, detailing: (Job Descriptions to Come) (Job Descriptions to Come) (Job Descriptions to Come) (Job Descriptions to Come) Who We Are: Include the story of your dealership, its accomplishments and its needs. Who Are You? Explain the type of Sales Consultant you re seeking, their accomplishments, their abilities and talents, and the type of team that you have at the dealership. Career Fairs: If necessary, assign the regular posting at community events to a point person in your dealership in order to: Schedule Local Career Fairs Post Job Descriptions Subscribe to Job-Posting Sites Career Fair Kits: Fast Track hiring materials include newly developed job-fair booths, online videos and other collateral.

13 Career Fair Kit Options Dealers and DSMs can request one or several kits, which will let you promote the dealership and Honda s Fast Track opportunity. 8-ft. Fast Track Indoor Career Fair Kit, designed in bright colors for college campuses, includes: Back wall display: 90 x 90 2 banners: 36 x Fast Track tri-fold brochures 60 origami automobile brochures 1 Fast Track-branded table drape PRICE: $1,675 No Customization $1,800 With Dealer Name Pricing does not include sales tax or shipping 8-ft. Corporate-Style Career Fair Kit, which has a more conservative design, includes: Back wall display, 90 x 90 2 banners, 36 x Fast Track tri-fold brochures 60 origami automobile brochures 1 Fast Track-branded table drape 60 infographics PRICE: $1,675 No Customization $1,800 With Dealer Name Pricing does not include sales tax or shipping

14 HondaFastTrack.com Honda Dealership Sales Careers Work with Honda Fast Track to help us help you place your graduates in successful careers within your community. American Honda Motor Company is a technology leader that builds world-class automobiles, jet aircraft, marine and power equipment, and even humanoid robots. Our Honda Automotive Retail Dealers are excited to welcome the next generation to our team. We foster an environment that values contributions from all levels and provides mentorship, training and ongoing career coaching from Honda professional consultants to help new team members succeed. Visit HondaFastTrack.com for more information. Start your career with Honda Retail Dealers and help us shape the future of automotive sales. A career with Honda Retail Dealers is a unique opportunity to combine technological and online insight while working with real people as they make one of the biggest purchases of their life: investing in a new car. Your path begins with immersive training at an American Honda Corporate Facility an experience that will shape the course of your career for years to come. Visit HondaFastTrack.com for more information Career Fair Kit Options 10-ft Outdoor Career Fair Kit offers your recruits and guests protection from the elements in iconic Honda blue and features Honda Fast Track branding. Includes bright colors and a fresh design for collegerecruitment events: 1 10 x 10 pop-up canopy with 10 backdrop 60 Fast Track tri-fold brochures 60 origami automobile brochures 1 Fast Track-branded fitted table cover 60 infographics PRICE: $1,675 No Customization $1,800 With Dealer Name Pricing does not include sales tax or shipping Tri-fold Brochure: Get the word out. Show how Honda Fast Track benefits all stakeholders, student graduates, colleges and Honda dealers. This tri-panel mailer helps future Sales Consultants make the crucial transition from classroom to a career in Honda automobile retail sales. Honda Fast Track Dealership Sales Careers offers college students valuable career opportunities in the automotive industry. Quantity: 60 included in each kit

15 sales volume IMPROVES with tenure. RECRUITING PARTNERSHIPS + Dealerships + Colleges + Community New, engaging job-fair resources Fast Track website tool A defined career path Improve turnover in the first 6 months from 58% to 50%. Inspiring the next generation of Honda Sales Associates Work/life balance of NEW Sales Associates leave in the first 6 months. we could find, train and on-board new hires, offering them not just a job, but a CAREER? by creating partnerships between dealers and colleges to attract college graduates. COMPREHENSIVE TRAINING Personal training and support from managers Improves sales skills and product knowledge More focus on Honda philosophy Coaching & mentoring NEW Honda sales every 6 months. ON-BOARDING 6-month development program Manager s Coaching Guide Social mediabased support Training & support Career Fair Kit Options Origami Automobile Brochure: Informational and fun, too! These brochures give students a preview of their future with Honda and encourage them to get involved. Fold some up for display at your career-fair booth and leave some unfolded as take-aways. Origami Car Brochure Quantity: 60 included in each kit Career Path Graphic: Today s job candidates are always on the lookout for potential growth opportunities. Show them everything a Honda dealer has to offer with the Career Path infographic. Quantity: 60 included in each kit c Tip: Contact David Gonzalez at David_Gonzalez@ahm.honda.com or to place your Job Fair kit order. Allow at least two weeks for delivery. If you re ordering a customized kit with your dealership name, allow at least three weeks for delivery American Honda Motor Co., Inc.