January 2024 NEWSLETTER
ISSUE 25
A Message from the CEO Culture matters! Every company has a culture and a business model, regardless of its level of awareness. An ad hoc or jerry-rigged model impedes progress and creates waste. Likewise, a low-wattage culture can’t light up a company with results. A wavering culture produces dirty power filled with unpredictable spikes and surges. Failure to articulate core ideology risks brownouts or blown fuses all along our Strategic Path. Any of these conditions disrupts results. Our culture relies on the high standards and sound construction of our Strategic Path. A flawed or fragile cable limits throughput. When lofty intentions meet low bandwidth and breakdowns, then effectiveness and efficiencies are diminished by frustration. Business growth is stunted, and profits are constrained. On the other hand, people can thrive in a dependable, highly defined, strong corporate culture that is regularly communicated, reinforced, and monitored. Good things happen when the business model and culture are concisely integrated.
John Thedford, CEO
IN THIS ISSUE SLA Sales Q4 UpDate
2
As we embark on this journey into a new year, let’s remember our shared goals, celebrate achievements, and support one another in reaching even greater heights.
Webinar Training Schedule
2
Jewelry Training
3-6
Health & Wellbeing
7
Here’s to a successful and fulfilling 2024!
Promotions and New Hires
8
TOP STORES & TOP SLA’s
9-11
Store’s WOW Moments
12-22
Celebrations
23
Store Locations
24
Mission, Purpose & Values
25
SLA Sales Update Congratulations to our Top 20 SLA’s in Q4 The battle for the top spot was intense, but Joshuany Ocampo, WP1 closes out Q4 with highest sales at an impressive $284,795. Great Job! A big congratulations to the Top 20, who will enjoy additional commission percentages in the first quarter of 2024. Ranks 1 – 10 will earn 5% commission., while ranks 11-20 will earn 4% on their sales.
Webinar Training Schedule January 2nd 7 Basic Rules January 8th Loan Guarantee Cards January 15th It starts at the Loan Counter January 22nd Confidence in Qualifying January 29th The 3 W”s
Q4 Top 20 SLA’s 1. Joshuany Ocampo
WP1
$284,795
5%
2. Jose Pagan
OR7
$269,197
5%
3. Jeniffer Izquierdo
OR6
$175,132
5%
4. Juana Perez
HC2
$157,889
5%
5. Christopher Soto
HC3
$157,161
5%
6. Laura Ngo Pimentel
OR6
$150,894
5%
7. Nestor Heredia
OR7
$139,040
5%
8. Ricardo Maldonado
KM6
$133,702
5%
9. Francisco Droz
TP2
$133,318
5%
10. Alexis Areizaga
OR9
$128,888
5%
11. Angel Medina
HC1
$124,527
4%
12. Marta Santiago
KM4
$123,866
4%
13. Karla Torres
OR7
$123,278
4%
14. Luis Fernandez
HC1
$120,314
4%
15. Zoraima Blanco
KM1
$115,922
4%
16. Erika Villanueva
HC1
$115,450
4%
17. Aida Diaz Villegas
OR1
$115,190
4%
18. Leonel Oriz-tamayo
CA2
$112,912
4%
19. Cynthia Camacho
KM1
$108,369
4%
20. Mike Desamours
OR2
$107,073
4%
A Special shout-out to the MI1 team, as they continue to demonstrate their ability to be selling machines with all 3 associates selling over $200K each in Q4 Chanelly Estrada
MI1
$284,486
Estefania Rivera
MI1
$228,217
Heidy Mena-zamora
MI1
$217,081 2
Jewelry Training Romance Your Jewelry Customers ...and eliminate many price objections! Customers tend to focus on logical reasons to make a purchase, such as price and quality, but the driving force behind their decision often lies in emotional reasons. Incorporating romantic and descriptive words into your presentation will encourage your customers to focus on the gift, the recipient, and the occasion, rather than focusing on the cost. When you use descriptive terms combined with talking about the occasion and the recipient, you are focusing on Benefits and customers become emotionally involved and price becomes Charming Gorgeous Stunning secondary. When you only speak in terms of Features, such as 10k & 14k gold, your customer will focus on the item and the price and will shop around to find the best price. Say something like “How thrilled will she be when you put this Classic Past, Present, and Future Anniversary ring on her hand this Valentine’s Day?” Even though it’s Valentine’s Day, make sure to ask for the reason they are shopping and who they are shopping for since they may be shopping for a Birthday, Anniversary, Quinceanera, etc.
They may be making a jewelry purchase for status or prestige or just to treat themselves. Whatever the occasion, use descriptive terms in your sales presentation to appeal to your customers emotions, you will get fewer objections, and close more sales! Awesome Becoming Breathtaking Brilliant Captivating Charming Classic Contemporary Cool Dazzling Delicate Elegant Exceptional Exciting Exquisite Extraordinary Eye-catching Fire Fabulous Gorgeous Graceful
Handsome Impressive Lustrous Magnificent Memorable One of a Kind Prestigious Radiant Rare Rich Smashing Spectacular Stunning Stylish Tasteful Timeless Traditional Unique Unusual Vibrant 3
Jewelry Training Put It On and Make More Sales All Retail Studies show that when customers touch, hold and wear items they are considering purchasing, they are far more likely to buy it. When showing a bracelet to a customer, always open it and hold it near their wrist to put it on them; it is natural for the customer to move their wrist closer to you when you do this. When showing a chain, don’t ask them to try on; say something like… ”Here, try this on. It’ll look great on you!” Then get the counter mirror so the customer can see it on themselves. If a man is shopping for a female, get one of our female Team Members to “model” it for them, so they can picture it on the recipient. Using these types of techniques will increase the customers emotional attachment, makes their shopping experience more fun, and absolutely increases the odds that they will buy the item! Now go put some jewelry on your customers and make more sales! Greg Weiss Director of Jewelry Operations 4
Jewelry Training JANUARY BIRTHSTONE - GARNET
Garnets are most often red but are also found in a wide range of beautiful colors, including orange, yellow, purple, vibrant green and color change varieties. The name “garnet” originates from the Latin word “granatus”, meaning “pomegranate,” due to the similar red color. Garnets have been used since the Bronze Age as gemstones and abrasives. This gemstone was popular with the pharaohs of ancient Egypt and of the clergy and nobility of the Middle Ages. Signet rings in ancient Rome featuring garnet were used to stamp the wax that secured important documents. Some believe the garnet birthstone brings the wearer good health, wealth, and happiness. This gemstone was used as a talisman for protection both by warriors going into battle and those who wanted to ward off pestilence and plague. The African continent supplies much of the world’s garnet, with garnet also found in Southern California, Myanmar, Brazil, Iran, Afghanistan, Pakistan, India and Sri Lanka, as well as other countries. While traditional red Garnet is generally good for everyday wear, it is not as hard and durable as ruby, sapphire, diamond and should be worn with care. Greg Weiss, GG (GIA) Director Jewelry Operations
Jewelry Training pics from Freeport & Nassau Bahamas. 5
Jewelry Training Jewelry Training Schedule 2024 Jan 1st - Appraisals/Sell Jewelry Jan 8th - PR @SJ3/Manati/PO1 Jan 16th & 17th - Annual Meeting Jan 18 & 19th - Management Camp / Miami Jan 22nd - OR/KM/St Cloud/VS @OR1 Jan 29th - Appraisals/Sell Jewelry Feb 5th - TP/HC/MT @Auburndale Feb 12th - Appraisals/Sell Jewelry Feb 19th - Management Camp Feb 26th - Appraisals/Sell Jewelry *Subject to change
SHOW ME THE MONEY $637,000 SOLD with a Net Profit of $415,000!
Greg Weiss, Director of Jewelry Operations can help your store sell high end diamonds, high end watches, designer jewelry, aged jewelry, reclaimed melee & more!
2023 Standout Sales
• KM2 $71,088 Sale with $56,088 profit • OR7 $50,000 Sale with $45,000 profit • ST VINCENT $58,350 Sale with $49,875 profit • OR5 $14,000 Sale with $7,000 profit • BY1 $12,000 Sale with $11,305 profit 6
Health & Wellbeing
2024 recipe for a healthy you. You need 3 daily WINS: A Physical WIN:
A Mental WIN:
A Spiritual WIN:
Walking
Reading
Praying
Running
Writing
Meditating
Lifting
Creating
Studying
Swimming
Learning
Growing
Be a complete winner!
7
PROMOTIONS Hector Lopez De Victoria Gonzalez Store Manager - OR4 Stephen Dames Store Manager - TC2 Zoraima Blanco Key Holder - KM1
WELCOME TOTHETEAM! We are excited to welcome our new team members!
Abigail Rodriguez Torres (SLA) - Haines City 3, Florida Sandra Carbacas Baldiris (SA) - Cayman Island Rohan S. Hinds (SLA) - Miami 1, Florida Shaira A. Marquez Roman, (TLA) - Caguas Título 2, Puerto Rico 8
DECEMBER TOP 5 STORES IN NET REVENUE #1
MIAMI 1
Store Manager: Eloy Estrada
$234,938
#2
HAINES CITY 1
Store Manager: Joe Baldyga
$167,833
#3
WEST PALM 1
Store Manager: Jihad Saadeh
$156,319
#4
KISSIMMEE 4
Store Manager: Evelyn Martinez
$146,207
#5
ORLANDO 7
Store Manager: Jonathan Franco
$140,626 9
DECEMBER
TOP 5 SALES & LENDING ASSOCIATES IN SALES
#1
Jose Pagan Orlando 7, Florida
$133,258.18
#2
#2
Joshuany Ocampo West Palm 1, Florida
$106,453.49 Rivera #3 Estefania Miami 1, Florida
$94,410.07
Mena-Zamora #4 Heidy Miami 1, Florida
$85,354.91
#5
Chanelly Estrada Miami 1, Florida
$80,830.17 10
DECEMBER
TOP 5 SALES & LENDING ASSOCIATES IN PRODUCTIVITY Ocampo #1 Joshuany West Palm 1, Florida
$243,246.36 Pagan #2 Jose Orlando 7, #2 Florida
$189,928.23 Santiago Arroyo #3 Marta Kissimmee 4, Florida
$173,327.67 Luz Araiza-Pena
#4 Orlando 5, Florida $145,429.01 Fernandez #5 Luis Haines City 1, Florida
$141,541.88 11
GREEN AND CLEAN
12
2023 SALVATION RED KETTLE SEASON
13
ANNIVERSARY CELEBRATIONS
14
CONTEST WINNERS ! AND LA CENTRAL.
WINNER
15
CONTEST WINNERS
16
CONTEST WINNERS
’s
17
SANTA VISITS
18
COMMUNITY OUTREACH
19
IN THE NEWS
20
IN THE NEWS
21
PANAMA NEWS
22
CELEBRATIONS
Blanco, Zoraima Jules, Greg Almanzar, Jonathan De Pena Apolito, Virginia M Reyes Alverio, Yashira Ortiz, Katherine Reyes Sanchez, Jose R Fraiha Torrealba, Samira Jimenez-Peraza, Edgardo Thedford, John Lafleur, Justin R DeLeon, Michael Hale Rivera-Cruz, Daniel Grullon, Kennibel Anaya, Jacqueline N. Olan Beltran, Gissel Montalvo Beauchamp, Edgar
Batista, Nelson Gonzalez, Daniel Aquino, Alexsandra Perez, Blanca Diaz, Emilio Jules, Greg Agosto, Michael Nunez, Karina Perez, Javier Medina, Angel E Ramos-Olmeda, Kevin Martinez, Evelyn Mena-Zamora, Heydi Wynn, Nanci Smith, Deborah Soto Lois, Paola M. Fontaine, Antoine
14 yrs 14 yrs 14 yrs 14 yrs 13 yrs 12 yrs 11 yrs 10 yrs 10 yrs 10 yrs 10 yrs 9 yrs 9 yrs 9 yrs 9 yrs 7 yrs 7 yrs
01/01 01/01 01/05 01/06 01/08 01/08 01/08 01/08 01/09 01/10 01/10 01/11 01/12 01/14 01/15 01/15 01/18
Thorpe, Saidah Diaz Rodriguez, Adrian N Gomez, Alberto Rene Aquino, Alexsandra Colon Suarez, Yaidimar Agosto Jauridez, Michael Linares, Jaret Irait Heredia, Nestor Spence, Yanique Cooper, Bernard Irizarry Alvarado, Otto Drummond, Keanna Febles, Angelis Nicole Duarte, Jose A Santana, Egnis Burgos Navarro, Sherly A.
Cedeno Calderon, Sheila 5 yrs Scott, Shakira 4 yrs Domingo, Jose Joaquin 4 yrs 4 yrs Santiago, Marta K 4 yrs Sanchez, Luis 3 yrs Ambuslery, Vanessa 2 yrs Genovese, Joseph A 2 yrs Jusino, Coralys 2 yrs Lopez, Edwin J 2 yrs Acosta, Ricky S Garcia Feliu, Jacqueline 2 yrs 2 yrs Kanistras, Sarah J 1 yrs Martinez, Juan Emir 1 yrs Masso Lopez, Teresita 1 yrs Pagan Matias, Axel E 1 yrs Diaz Mejias, Abraham 1 yrs Camacho, Cynthia
01/19 01/19 01/20 01/21 01/21 01/24 01/25 01/26 01/27 01/28 01/30 01/30 01/30 01/31 01/31 01/31
Grant-Bucknor, Tashana 1 yrs Cruz, Nemesis Zoe 1 yrs Grullon, Kennibel 1 yrs
23
24
OUR MISSON
To be the largest and most profitable chain of pawn stores in the world.
Corporate Office Address:
2600 Lake Lucien Dr., Suite 116 Maitland, Florida 32751 Tel: (407) 478-7296
OUR PURPOSE
To be the best at whatever we do; because our family, customers, community & company deserve it.
CORE VALUES Great Teams Excellence in Every Role Green and Clean Open Culture of Trust and Accountability Celebrate Our Accomplishments 25