VOLUME 2—ISSUE 6 JUNE 2022 The month of June kicks off loan growth season! Being ahead of your loan budget assures your store will achieve its’ monthly net income. We want to continue that momentum and seize all opportunities during this loan growth season by executing our loan qualification training throughout our stores. Every person that walks through your door has the potential to help you grow your business dramatically and increase the volume of new loans. Your existing customers can also help you grow your loans if you take the time to reach out to them. Have a conversation with your store team as well as current customers to find out what their current needs are. These days customer budgets are stretched to the limit and we want to assist those people who may need a little help paying their rent or mortgage, buying groceries and gas, paying their utility bills and maintaining their daily life.
If a customer comes in and needs $500, be sure to go through the four NEHA steps to properly qualify the loan to meet that need. If the customer doesn’t have sufficient merchandise to get them to the $500 they need, help them meet their need with additional collateral. The team that meets the customer’s needs the best WINS!
N = Determine your customer’s NEEDS - ask how much they need and what they need the money for.
E = Determine the customer’s EMOTIONAL attachment to the item - did the customer buy the item at a garage sale? Or, was it a gift from someone special?
H = Determine the customer’s HISTORY - take time to read the history in your computer system correctly. Do they typically pick up their loans? Are all loans current? Six active loans in 2 weeks and no payment are signs they may not be able to pay back the loans.
A = Determine customer’s ABILITY and WILLINGNESS to repay the loan. Does the customer want to pay-off the loan and do they have a job or other means to pay off the loan? Let’s kick off our loan growth season by flawlessly executing our loan qualification system and get ahead of our budgeted loan balances for the year while also meeting our customer’s needs! Be the best in the world at whatever you do for our families, our company and our customers! Go SMG team!!
June 2022—PAGE 2
John Thedford
Our company is founded on the principle of having “Excellence in Every Role”. We want the best people in the right role that will allow us to successfully achieve the goals of our business. With excellence everyone wins! In order to achieve excellence, each of us must be a “self-starter”. Self-starter attributes include being positive, flexible, service-oriented, conscientious, goal-oriented and a team player. And most of all, self-starters have INITIATIVE...they take the first step! Hone your self-confidence and believe that you can make worthy contributions to your workplace. Self-confident people typically possess a positive outlook, believe in their ability to make a significant contribution to their team. Project your service-oriented tendencies by staying alert to opportunities in your workplace and by putting your customers’ needs first. Put your conscientiousness on display by doing your very best with any task, project or transaction. A conscientious person pays attention to details and produces high quality work. They also work well with minimal supervision and don’t need reminders to get things done. Exude a team player attitude and work ethic by being respectful, showing initiative and working cooperatively with your fellow team members. Be a SELF-STARTER! Remember, Excellence in Every Role equals success for everyone! BEST IN THE WORLD AT WHATEVER WE DO!
John Thedford
June 2022 PAGE 3
June 2022—PAGE 4
I recently celebrated my 10 year anniversary with our company and took some time to reflect on where we’ve come from and where we are going.
GETHIN HUCKLE Chief Financial Officer Corporate
In May 2012, we had 8 brand new stores and we were caught in the scrap gold rush sweeping the industry. A decade later we have 20 mature stores, an amazing group of almost 150 team members, a set of robust systems and procedures and a fully-funded plan to expand rapidly to 100+ stores! My personal journey with our company has been even more dramatic, from reconciling paper bank statements on a picnic table in the hot, dusty backroom of the Cayman store to presenting our company and its’ remarkable achievements to the biggest players in the industry and beyond. While it can sometimes be frustrating to deal with the public’s misconceptions of our industry, the only thing better than educating 3rd parties about how we run our business (to Be the Best in the World at What We Do!) is to see firsthand the difference we can make to our customers and communities every day! One of my few regrets is that I’ve STILL not been to all of our stores, something I am looking forward to correcting very soon!
Joicelyn Henry has been with Cashwiz Grenada for 7 years and 8 months and is currently the Store Manager. Her store has been profitable for the last four months and Grenada is the first location to hit budgets for the month of May! WAY TO GO!! When asked what is the Best Advice she has ever received, Joicelyn said: “This is funny because almost all advice I’ve received has always been “the sky is the limit”, but with the addition of “the sky is the limit, but remember the ocean still has places that have not been discovered, so everything is in proportion”. This advice will forever live with me.
Her Top 3 Goals for 2022 • Become Top Store in the Company • Grow Option Book to $125,000 USD • Be Named Manager of the Year In her off time, Joicelyn is an athlete and enjoys family time and cooking.
JOICELYN HENRY Store Manager Grenada
June 2022—PAGE 5
Oraine has been with the company for 10 years and currently serves as the Assistant Manager at the May Pen branch in Jamaica. When asked what is the best advice he’s ever received, Oraine responded “Don’t do the work just for a salary, do it for the love of the job; that way it won’t feel like work, this is probably the best advice I’ve ever been given.”
Oraine’s Top 3 Goals for 2022 1) Professional Growth: to be in a position that enables me to coach and develop my teams with the knowledge I have gained over the last 10 years to reach their full potential.
Oraine Fagan Assistant Manager May Pen Jamaica Region
2) Do more in terms of practical and technical skills, with the intention that I may be better able to serve the company in different capacities and at higher levels. 3) Last but not by any means least, to continue on my journey of growth here at Cashwiz. In getting to know Oraine, he was asked:
•
What is the greatest accomplishment in your career so far? The compilation and publication of the Cashwiz In-Store Testing Manual has been my greatest career accomplishment to date. It represents my growth and overall knowledge of the business, and it also speaks to my ability to take initiative and act on ideas.
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What would your coworkers be surprised to know about you? It would come as a shocker to my co-workers to know that I am quite shy. They see me in my people person character every day in our workspace it may seem that I am generally that person all the time, but outside of that space, I am more reserved and quiet.
•
What do you enjoy doing outside of work? Outside of work I take time for family and friends. I like to have a little fun and recreation, and I always try to use the web to my advantage trying to acquire a new skill set, in addition to my downtime watching soccer and Formula One races.
Wilmar has been with the company for over 5 months serving as Armory Specialist. When asked what is the best advice he’s ever received, he advises “If you fail to plan, you plan to fail!” Wilmar’s Top 3 Goals for 2022 are to be #1 in all metrics, live a healthier lifestyle and travel to the islands! What is Wilmar’s greatest accomplishment in his career thus far? “In my loan career, I once operated a store for a competitor and achieved the most growth over prior year in Florida.” In his leisure time, Wilmar enjoys grilling and road trips with his family!
Wilmar Mazo Armory Specialist USA Region
June 2022—PAGE 6
Abiann Gayle, Sales Associate, was selected by Region Bahamas/Cayman/TCI as the featured team member for the month of May. Abby has been with the company for six months. Abby is always the first to greet customers and assists her fellow teammates in the closing of a sale and protection plans. She is #1 in productivity for the month of May! She portrays energy when answering the phone and is always inviting customers to come to her store. She is helpful, never says “no”, looks for ways to always be pleasant and positive with whomever she meets. Abiann is always willing to support the store and is always available to work on her day off as needed. Her superb customer service aligns with our company vision. Abiann Gayle Sales Associate Bahamas/Cayman/TCI
Abiann advises that the “Best Advice She Has Ever Received” is to never give up as you will be surprised how far you can go! Her greatest accomplishment in her career thus far is selling more than $10,000 a week! Top 3 Goals for 2022 1) Reach one year with the company 2) Sell $40,000 a month 3) Advance from Sales Associate Fun facts about Abiann: her co-workers would be surprised to know that she loves food and enjoys
Aldronie Desdunes Top End-of-Month Sales Associate Kingston, Jamaica Region
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JUNE 6 - Circle of the Sale (Part 2)
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JUNE 13 - Circle of the Sale (Final)
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JUNE 20 - Knowing Your F&B
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JUNE 27 - It’s All in the Presentation
June 2022—PAGE 7
$TORE RANKING$ MAY 2022 TOP 3 STORES IN NET REVENUE vs. BUDGET
$ Over Budget
% Over Budget
$15,056
24%
Jamaica, May Pen
$5,830
20%
#3 Florida, Kissimmee
$9,069
17%
#1 Bahamas, Freeport
#2
LAYAWAY BALANCE AND DEPOSIT TOP 10 - MAY 2022
GOOGLE REVIEWS TOP 10
1
Georgetown, Cayman
$370,613
1
Florida, Kissimmee
714
2
Florida, Kissimmee
$247,076
2
Florida, St. Cloud
650
3
Florida, St. Cloud
$172,154
3
Barbados, Bridgetown
403
4
Bahamas, Freeport
$166,838
4
Florida, Pleasant Hill
396
5
Florida, Pleasant Hill
$163,847
5
Jamaica, Kingston
371
6
Bahamas, Nassau
$92,247
6
Jamaica, Montego Bay
353
7
Barbados, Oistins
$88,643
7
Jamaica, May Pen
255
8
Antigua, St. John’s
$81,059
8
Barbados, Oistins
240
9
Dominica, Roseau
$78,273
9
Grenada, St. George’s
230
Jamaica, Montego Bay
$66,100
10
Bahamas, Freeport
157
10
June 2022—PAGE 8
Ricardo Maldonado Kissimmee, FL
Josue Santiago Guerrero Poinciana, FL
Kevin Ramos Omelda Kissimmee, FL
Jessenia Rosado Morales Kissimmee, FL
$45,734
$43,753
Ruben Perra Kissimmee, FL
$41,072
Wilmar Mazo St. Cloud, FL
$39,772
Austin Reyes St. Cloud, FL
$37,474
$32,717
$27,893
Yanique Spence Montego Bay, Jamaica
$23,665
Abiann Gayle Georgetown, Cayman
$23,035
Tena Wilson March Montega Bay, Jamaica
$19,563
June 2022 PAGE 9
first impressions last a long time
is everything—
make it positive
be generous, give smiles unconditionally
what customers think of you after the transaction active listening, understanding take action, always exceed the
and positive responses
customers’ expectations your personal commitment to your pledge to great
make a difference
service and teamwork
your actions affect everyone in
believe in your ability to
our organization
make a difference
June 2022—PAGE 10
Renee East Sales Associate Portmore, Jamaica
Shanique Broderick Sales Associate Kingston, Jamaica
Shanise Stewart Sales Associate May Pen, Jamaica
Jonn Shepherd Sales Associate Freeport, Bahamas
Ingrid Jones Sales Associate Cayman Islands
Lasonta Maynard Manager in Training Bridgetown, Barbados
Kamel Whyte Store Manager Portmore, Jamaica
Dameisha Price Sales Associate Bridgetown, Barbados
Darlene Pagan Sales Associate Florida, St. Cloud
Danielle Sturrup Manager in Training Nassau, Bahamas
Shanique Wright Assistant Manager Nassau, Bahamas
John Redinger Sales Associate Florida, Pleasant Hill
Duane Bell Sales Associate Kingston, Jamaica
Jerome Hanson Manager in Training Mandeville, Jamaica
Rheba Cummings Lead Sales Associate Grenada
Tashara Pilgrim Lead Sales Associate Bridgetown, Barbados
June 2022—PAGE 11
Service Anniversaries Alison Verni Corporate June 21 - 1 Year Austin Reyes St. Cloud, Florida June 11 - 4 Years Marilyn Vasquez St. Cloud, Florida June 11 - 4 Years Kamala Kydd St.Vincent, Kingstown June 20 - 6 Years
Bradley Leacock St.Vincent, Kingstown June 23 - 8 Years
JEWELRY TRAINING
Brenon Victor - June 4 Zavier Joseph - June 4 Aldronie Desdunes - June 6 Jerome Hanson - June 8 Nanci Wynn - June 18 Melissa Pelecanos-McIntosh - June 24 Ethline Wilner - June 28 Athaton Daniel - June 30
June 2022—PAGE 12
How Can Loss Prevention Strategies Help Your Business?? When we think about loss prevention, our thoughts usually go to security cameras and burglar alarms, instead of bottom line and store culture. Loss Prevention is an organized effort to reduce losses of any type of revenue. These losses can come from shoplifting, employee theft, administrative errors, and inventory damage. To prevent these losses, it is important to implement strategies to combat losses in your store. Here are a few strategies that can help: Team Member Training – explain that we care about our team members and want them to work in a safe environment. If a team member sees or hears something that does not seem right, they need to feel comfortable enough to let someone in management know. Alarms and Surveillance Systems – are your alarms and surveillance systems working properly? Are your cameras clean and angled correctly? Having a functional system is extremely important, it is there to help if ever needed. Store Culture – are you creating a culture where your employees feel like a member of the team and believe in our company’s VISION and CORE VALUES? A happy team member can lead to great success for the store by protecting your assets. Managers - are you on the sales floor, behind the loan counter assisting your team members if needed, and observing their performance? The best way to see if employees are on the right track and protecting the stores assets is by being on the floor and being involved in the store’s operations; you cannot manage from the office. All successful managers are present and involved on the sales floor. I challenge you this month to implement at least one of these strategies at your store and create awareness. Knowing loss prevention strategies can protect you bottom line and develop a culture of happier and invested employees. Let’s all make loss prevention our job.
Jennifer Kanistras
June 2022—PAGE 13
OUR VISION To be the largest and most profitable chain of pawn stores in the world.
Your Corporate Support Team John Thedford—Chief Executive Officer Gethin Huckle—Chief Financial Officer David Johns—VP of Human Resources Joe Genovese—VP of Operations
PURPOSE To be the best at whatever we do because our family, customers, community and company deserve it.
CORE VALUES • • • •
•
Great Teams! Excellence in Every Role! Green and Clean! Open Culture of Trust and Accountability! Celebrate Our Accomplishments!
Keith Sexton, Director, Corporate Development Jennifer Kanistras—Director, Corporate Administration Greg Weiss - Director, Jewelry Operations Samantha Miller—Human Resource Generalist Chyna Broderick - Sr. Recruitment Coordinator Alison Verni—Controller Nanci Wynn—Accountant
Leslie Matthews—Payroll Accountant Debbie Smith—Bookkeeper Jackie Garcia—Training Coordinator Linda Pawlicki—Newsletter Editor
Corporate Office 625 Main Street Windermere, Florida 34786 (321) 424-5919