1. The Accounts Department Goal Board M2L1 Support Hotline Live help is available outside of class at 678.402.0015 E-Mail Support Live help is available outside of class at support@aarons.com

2. How To Get Credit For This Course EXAMPLE

3. What You’ll Need Pencil Paper Calculator Brain

4. Topics Covered Review M2SP1 – Self-Paced How to Get Started Effective Goal Planning Filling Out the Goal Board Best Practices Review

5. Volunteer Store For demonstration purposes, I need a store to volunteer for us to use their numbers while going through some of the exercises during this course. Make sure you’re not shy about everyone seeing your numbers.

6. Review Goal Standard The level at which we are expected to operate, or a milestone for forward progression GOAL The minimum acceptable level of performance for a particular measurement STANDARD 100% 95%

7. Review 1 st Cycle 2 nd Cycle From the 1 st to the 15 th 1 st CYCLE From the 16 th to the EOM 2 nd CYCLE 1 st CYCLE 1 st to the 15 th of the month 2 nd CYCLE 16 th to the end of the month

8. Review 1st Bucket 2nd Bucket 3rd Bucket Contains customers that are 4-16 days non-renewed 1 st BUCKET Contains customers that are 17-31 days non-renewed 2 nd BUCKET Contains customers that are 32+ days non-renewed 3 rd BUCKET 1 st Bucket 2 nd Bucket 3 rd Bucket

9. Review Charge-Offs & Returns 1% or less for the month CHARGE-OFFS 3% or less for the month RETURNS C/O1% or less for the month C/O1% 4% RTN3% or less for the month RTN3%

10. Review W/O % Write-Off Percentage 2% or less for the month W/O %

11. Review NONs Points A non-renewed customer NONs Assigned based on the length of time a customer is non-renewed POINTS 1 st 2 nd 3 rd 2 points 5 points 10 points

12. AIC vs. ALIC Average Income per Customer Total Income ÷ Total Customer Count Includes non-renewal fees, truck (F/V) fees, and Aaron’s Service Plus. AICALIC Average Lease Income per Customer Total Lease Income ÷ Total Customer Count Includes ONLY lease payments Digital goal board will automatically calculate ALIC for you

13. Review Projected Revenue The total amount of all lease payments due in a particular month PROJECTED REVENUE

14. Starting Your Digital Goal Board BOSS ART RUN the Agreement Analysis to get…PROJECTED REVENUE RUN the Agreement Analysis to get…TOTAL CUSTOMER COUNT RUN the Customer Non-Renewal Count to get… OPENING COUNT FOR EACH BUCKET BOSS ENTER these fields in the digital goal board. POINT OUT that… ALIC for the 1 st, mid-cycle goals & end of cycle goals …update automatically when these figures are input. 1 2 3 4

15. Setting Daily Goals EXAMPLE: 1 st bucket 450 Customer Count1000 4501 st Bucket Count - 99 Mid-cycle Goal _____ 351 351 customers need to renew between the 1 st and the COB on the 8 th. 450 99 MID-CYCLE GOAL 9.99% of Total Customer Count MID-CYCLE GOAL 9.99% of Total Customer Count 1 2 3 4 OPENING COUNT FOR 1 st BUCKET From the Customer Non-Renewal Count Report in ART OPENING COUNT FOR 1 st BUCKET From the Customer Non-Renewal Count Report in ART

16. Setting Daily Goals 351 customers need to renew between the 1 st and the COB on the 8 th. Divide the # of customers that need to renew (351) by the number of working days. # RENEWALS NEEDED: 351 # WORKING DAYS: ÷ 7 __________ 50.1 or 50 50 customers need to renew each day to reach the mid-cycle goal of 99 non-renewals. From 450, each day should reduce by 50 customers. 1 WEDNESDAY THURSDAY FRIDAY SATURDAY SUNDAY MONDAY TUESDAY WEDNESDAY 450 400 350 300 250 200 150 99 -50 2 3

17. Day/Date Variations Consider the day of the week and other factors that may play a part on the ability of a customer to make their lease payments on time. AVGM/W + AVGF/Sa/1/3/15/Tax - AVG T/Th/Holidays 1 WEDNESDAY THURSDAY FRIDAY SATURDAY SUNDAY MONDAY TUESDAY WEDNESDAY 450 400 360 280 220 190 150 99 Set realistic goals by adjusting your numbers based on day/date variations. 2

18. Filling In Actuals 450 400 360 280 220 190 150 99 At the end of each day, enter the actual number of non-renewed customers. GOAL MET OR EXCEEDEDGREEN GOAL NOT METRED 1 2 Also, your daily revenue goals are automatically calculated for you. At the end of each day, enter the Actual MTD Revenue on the left side of the goal board. MTD ACTUAL REVENUE 399 356 275 210 191 145 97 $7,081 $15,003 $22,944 $30,118 $37,557 $43,059 $50,004 $7,114 $15,148 $22,987 $31,005 $37,422 $45,007 $51,536

19. Important Notes on Revenue 450 400 360 280 220 190 150 99 On the 1 st of each month, run the Revenue Report Summary in ART. This will give you the Actual MTD Revenue for Day 1. 1 2 On Day 2, run the Home Office GAP & Revenue Report in ART. This will give you the most accurate representation of your actual revenue month to date. 399 356 275 210 191 145 97 $7,081 $15,003 $22,944 $30,118 $37,557 $43,059 $50,004 $7,114 $15,148 $22,987 $31,005 $37,422 $45,007 $51,536 3 Each day afterwards, run the Revenue Report Summary in ART to get your MTD Revenue amount. GOAL MET OR EXCEEDEDGREEN GOAL NOT METRED

20. Field Visits There’s also a column to record the number of Field Visits per day. The daily goal for field visits is 30. GOAL MET OR EXCEEDEDGREEN GOAL NOT METRED 1 30 29 32 31 26 30 32

21. Getting Ready for 2 nd Cycle BOSS ART RUN the Agreement Analysis to get… TOTAL CUSTOMER COUNT (15 th ) RUN the Customer Non-Renewal Count to get… OPENING COUNTS (2 nd CYCLE) 1 2

22. Best Practices Review Use DIGITAL GOAL BOARD to automatically calculate your numbers Transfer your numbers to the DRY ERASE Set REALISTIC DAILY GOALS UPDATE DAILY KEEP HARD COPIES FOR 1 YEAR

23. Review and Questions ?

25. M2L1 EXAMPLE