2. Pennington & Associates Manufacturer’s representatives and wholesaler of industrial air and fluid power products 17 State Territory 4 Outside Sales 3 Inside Sales/CSR 4 Admin/Acc/Ship

3. Why a selection tool? 1 Salesperson resigned, 20 percent of revenue at risk No established recruiting/selection process No track record of hiring outstanding salespeople in this industry Took the following steps: Identified a headhunter with track record in my industry Realized that I needed a process in place to protect the large investment which I was about to make

4. Why did you Choose Talent Plus? Recommended by a member of my personal Board of Advisors with 10+ year history of using Talent Plus Proven track record - In business over 20 years working with large corporations to small Our selection process needed a structured interview component Their approach makes $en$e Training refines talent but does not create it Hire as is; if you get a change, it’s a bonus

5. Our path to implementation We were actively recruiting an outside salesperson Establish baseline: 2 Outside salespeople were first to be interviewed Results provided me with an understanding of why these 2 were successful in sales Executive interview Rest of staff went through Customer Service interview Now had talent map for entire organization which could be used for selection, promotion and development Established corporate culture that we would not hire anyone who lowered the talent of the group Talent Plus analyst worked with me to gained understanding of my company, which has been used to evaluate all new hires

6. Talent Intensity Index ® Top Performer line Contrast Performer line Candidate’s line

7. Talent Intensity Index ® View applicant talent… …against Talent Benchmark ® …

8. Mapping for Successful Selection …against your team View applicant talent… …against Talent Benchmark ® …

9. Mapping your Current Team Steve Jean MikeArthur Mary Take another look… …same people… …different perspective

10. Results -- Incumbent Many of the staff were of course skeptical of the interviews as I had only owned the business for 10 months when we implemented this process Talent Plus process includes feedback directly to the employee. To a person, every employee was impressed at how closely Talent plus mapped out their talents and personality. While no immediate changes were made as a result of this process, one employee was identified as being extremely resistant to change which lead to other reasons for dismissal

11. Results -- New hires Have hired 4 people in past 15 months, 3 still with company 2 Outside sales 1 Inside sales 1 Project Manager In depth discussions with Talent plus prior to these hires provided me with an incredible understanding of their personality traits and talents. To the point of knowing who will turn in their sales reports on time or late!

12. If I had to do it again….. I would, and quicker