Two hundred and forty one years ago, the Continental Congress created our Navy to defend the principles and the values that this nation stands for ... Since the inception of the all-volunteer force in 1973, Navy Recruiting Command has continued to support what the Congress created and envisioned and to ensure the Navy continues to flourish by delivering the right Sailors to the Fleet at the right time. Navy recruiters continuously seek out the best and the brightest young men and women who possess a fresh blend of highly technical, innovative and futuristic skills and abilities, vitally important as our Navy continues to support U. S. global interests in more innovative and imaginative ways. The truth is, recruiting young men and women for enlisted, officer candidate, and officer status in the active and reserve components of the Navy continues to be a challenge. Why is recruiting a challenge, and what can you do to help? I would like to spend the next few minutes answering these two questions. (Next slide). Revised December, 2016

The Navy Recruiting Organization 50 States, Europe, and Asia But first, let me tell you a little about Navy Recruiting Command (NRC). Headquartered in Millington, Tennessee, NRC is located just north of Memphis on board Naval Support Activity Mid-South. Nationwide, Navy Recruiting covers the entire United States with twenty-six (26) Navy Recruiting Districts (NRDs) commanded by two (2) Navy Recruiting Regions. Today, nearly 6,000 active and reserve military, civilian and contract employees make up the command. Of those, approximately 4,500 active and reserve officer and enlisted Sailors man more than 1,400 recruiting stations and centers throughout the U. S., Guam, Japan, Puerto Rico, London, Germany and Italy. You can see how widely dispersed Navy recruiting really is across the United States, and for most areas of the country, Navy recruiters are the only visible face of the Navy. Two Regions, 26 Districts, 1,400 Stations, 65 MEPS, NORU, and Reserve Unit. Recruiting stations also in Guam, Japan, Puerto Rico, and Italy.

Average Recruiter Breakdown Enlisted recruiters (as of Dec 2016) 3,326 active enlisted recruiters 637 reserve enlisted recruiters Officer recruiters (as of Dec 2016) 156 active officer recruiters 155 reserve officer recruiters 229 Active/Reserve enlisted officer recruiters The number of active and reserve enlisted and officer production recruiters currently totals 4,503. This is the average daily number of field production recruiters throughout the U. S., Guam, Puerto Rico and Europe. Working out of their individual Navy Recruiting Station (NRS or NORS), these recruiters call on more than 25,000 public and 6,000 private high schools nationwide. Additionally, they access over 2,700 two-year colleges and 2,500 four-year colleges. Approximately one hundred fifty NROTC units are located on U. S. college campuses. (Next slide).

Total Force (FIT vs. FILL) Our Objectives Total Force (FIT vs. FILL) Highly-Qualified Sailors Diversity Chaplains Medical Officers Special Warfare (SEALS) Nuclear Engineers Future Sailors in Delayed Entry Program Navy Recruiting’s main objectives: First, increase the quality of the total force by aggressively seeking qualified Sailors in approximately 72 total enlisted rating groups and 67 officer designator groups in the active and reserve, with emphasis being placed on specific areas: Officer and Enlisted diversity, Medical Officers, Chaplains, SEALs, Navy Special Warfare, Navy Special Operations, Special Warfare Combatant-Craft Crewmen, Explosive Ordnance Disposal, Diver, Hospital Corpsmen, Reserves, Women in Non-traditional Ratings (Master-at-Arms and Seabees). Second, in order to smooth the flow of recruits into boot camp, NRC maintains a healthy pool of young men and women in the Delayed Entry Program (DEP). Management and mentorship of the future Sailors in DEP is critical. Third, NRC continues to provide needed support to our great nation and forward operational demands by meeting the mission requirements for the other ratings that support NSW/NSO missions. (Next slide).

Looking Forward... In Fiscal Year (FY) 2016 the NRC Active Component (AC) mission accession number is set at 32,000 enlisted and 2,178 officer; the Reserve Component (RC) goals are 7,079 enlisted and 1,300 officer for a Total Force goal of 42,557. Regardless of whether the economy is doing well or not, the Navy and each of us in recruiting continue to recruit highly motivated individuals to serve a cause greater than themselves. Our end-strength number, the number of Sailors we are allowed to have serving every year, is mandated by Congress and we are given objectives to reach based on those end-strength numbers and the needs of the Navy. Examples include our increased need for personnel in the medical fields, nuclear engineering, and naval special warfare and special operations. (Next slide). For FY 2017: goal is 32,000 Active Component (AC) mission enlisted and 2,178 officers Reserve Component (RC) mission accession number is set at 7,079 enlisted and 1,300 officer.

Navy Enlistment Policy 95% High School Diploma Graduates 70% Above average score on the Armed Forces Qualification Test (AFQT) Must pass Navy physical fitness and body fat standards Must not have offensive tattoos Must have no significant legal issues Must meet additional standards for specific job (rating) While the Department of Defense standards for High School Diploma Graduates (HSDG) is 90%, Navy’s is 95%. For the Armed Forces Qualification Test (AFQT) DoD wants 60% of recruits to be in the top half of scores, but Navy’s goal is 70%, reflecting our need for highly capable Sailors. NRC has adjusted these standards to improve the quality of its future recruits. Simply stated, NRC standards are tougher and higher than DoD’s. The Navy wants the best and brightest. (Next slide).

Non-Prior Service Recruiting Market The national recruiting market continues to shrink. A large part of our target market (17-24 year old men and women) is not qualified to serve because of conduct, academic (low AFQT scores), medical, and legal issues leaving NRC a pool of approximately one-third that are recruitment eligible. Of those recruitment eligible, approximately 30 percent are propensed toward military service. With the annual DOD recruiting mission (Army, Navy, Marine Corps & Air Force) at more than 140,000 ... that does not leave a sufficient pool of propensed and qualified individuals to meet NRC recruiting requirements. NRC recruiters must spend a significant amount of time reaching out to the less propensed group of potential recruits. With the national recruiting market continuing to shrink, a large portion of our target market is not qualified to serve because of conduct, academic (low AFQT scores), medical, and legal issues leaving NRC a pool of only one-third that are recruitment eligible. Of those recruitment eligible, approximately 30 percent are propensed toward military service. With the annual DOD recruiting mission (Army, Navy, Marine Corps & Air Force) at more than 140,000 ... that does not leave a sufficient pool of propensed and qualified individuals to meet NRC recruiting requirements. NRC recruiters must spend a significant amount of time reaching out to the less propensed group of potential recruits which is no easy task. (Next slide). It is not enough to just recruit those propensed … Navy Recruiters must interest the non-propensed. Source: Lewin Group Study for disqualifying factors.

Recruiting Remains Challenging Findings indicate major recruiting challenges: Decrease in qualified potential recruits Decreased personal propensity and self-efficacy Fluctuating national unemployment rate Decrease in influencers The bottom line is that recruiting the nation’s best and brightest definitely continues to be a challenge. Here is why... Combat Support Operations have increased the requirement for special ratings. At the same time, the pool of eligible prospects is shrinking, the unemployment rate continues to fluctuate (currently 4.6% - affecting all recruiting resources) and the propensity to recommend military service remains low. The combination of these elements makes recruiting a difficult challenge and requires a concerted effort from the entire recruiting team, to include active, reserve, and retired personnel (influencers).

Influencer’s Role Navy Recruiting success is due to the support we receive from citizens who influence young Americans including: Parents and siblings Educators, veterans, and youth workers Friends of the Navy (FON) organizations such as: The Navy League Fleet Reserve Association Navy Club of the USA Centers of Influence (COIs) are vital to the future of our Navy Education, war, and a shrinking veterans pool are some of the major concerns of today’s influencers. A very big part of Navy Recruiting success is the support we receive from citizens who influence young Americans, i.e., parents, siblings, educators, veterans, youth workers and various Friends of the Navy (FON) organizations such as Navy League, the Fleet Reserve Association and Navy Club of the USA. These Centers of Influence (COI’s) like each one of you, are vital to the future of our Navy. More often than not “Influencers” such as yourselves will choose to recommend service in the military as a result of your own views on education, war, and the economy. Let’s look at some ways that you can help. (Next slide).

What can you, as an influencer, do to help? Share your knowledge and experience with students, peers, and local organizations. Contact a local recruiter in your area and offer your assistance. Help recruit quality today and build for the future. As “Influencers” you must get out in your communities and talk to everyone. Share your knowledge and experience with students, peers and local organizations. Make a phone call to or e-mail the local recruiter in their area and offer your assistance. You may not realize the real value that you provide to these young officers and petty officers. Just by making this contact, you provide them with an invaluable resource. (Next slide).

Ready for the Challenge Navy Recruiting Command stands ready to meet the challenges of the future Achieve Fit – Right person, right job, at the right time Communication is key Connect to the market through the Navy Brand and Social Media Use information technology to help our Future Sailors “Influencer” help = Recruiting success Navy Recruiting Command stands ready to meet the challenges of the future … but your help as an influencer is a vital part of that mission. Obviously, when the economy is in a downturn, some people who would not have normally considered the Navy as a first-choice re-think the opportunity to serve and we eagerly encourage them to do so. But unlike a civilian company that may focus on tightening its belt to improve the bottom line, our focus is to ensure we recruit the best young people this nation has to offer. We have to do that and maintain our high quality in order to remain this nation's and the world's preeminent sea power. Just as our government is working hard to preserve the economy and stabilize the American financial system during this time, we in recruiting are working hard to provide stable, secure, job opportunities to those who qualify. One dynamic that has impacted our recruiting mission is the increase in retention Navy-wide. This is certainly due in part to the current economic environment, but it also reflects the opportunities and challenges we enjoy as Sailors. Communication is key. Together, with your help and the help of influencers like each of you around the country, Navy recruiting will continue to successfully meet its mission, recruiting the best and brightest to become Future Sailors in service to our great nation and the United States Navy of the 21st Century. (Next slide).

Contact 1-800-USA-NAVY (1-800-872-6289) www.navy.com www.facebook.com/NavyRecruiting Here are a few valuable sources of information to assist you and those you influence. Thank you all for your dedication and service. 1-800-USA-NAVY (1-800-872-6289) www.navy.com www.elnavy.com www.facebook.com/NavyRecruiting www.cnrc.navy.mil

Backup Slides to follow End Backup Slides to follow

Navy Recruiting Acronyms AFQT - Armed Forces Qualification Test BOY DEP - Beginning of Year (fiscal year) DEP DEP - Delayed Entry Program FMAM - February-March-April-May – Tough Recruiting Months FTS - Full Time Support (sailors of the Navy Reserves on full-time active duty) IRR - Inactive Ready Reserve JAMRS - Joint Advertising Market Research and Studies MEPS - Military Entrance Processing Station NAT - New Accession Training – Non-Prior Service Reservists (previous NPSB) NORS - Navy Officer Recruiting Station NOSC - Naval Operational Support Center NRD - Navy Recruiting District NRS - Navy Recruiting Station RPM – Rating Phasing Matrix (Compares ratings for monthly/yearly goal) PS – Prior Service PST - Physical Screening Test (Physical Fitness Test required for Special Operations) RTC - Recruit Training Command SPECWAR - Special Warfare WIN-R - Women In Nontraditional-Ratings Recruiting, like many other specialized commands has its own jargon. Example: Navy Full Time Support (FTS) sailors are members of the Navy Reserves who perform full-time active duty, receiving the same pay, allowances, and benefits as active duty members.

Articulate Navy’s Mission The mission of the Navy is to maintain, train, and equip combat-ready Naval forces capable of winning wars, deterring aggression and maintaining freedom of the seas. What we do as a Navy does is articulated in the Maritime Strategy. 15

Maritime Strategy Core Capabilities Forward Presence Deterrence Sea Control Power Projection Maritime Security Humanitarian Assistance & Disaster Response Our brand is directly tied to the maritime strategy America’s Navy. Our mission of maintaining, training and equipping combat-ready naval forces, deterring aggression, winning wars and maintaining freedom of the seas remains the same. Our security, stability and seapower focuses on opportunities – not threats; on optimism – not fear, and on confidence – not doubt. Current maritime strategy elevates Humanitarian Assistance & Disaster Relief to core elements of maritime power. We’ve always done this, but now we’ll plan to do it. Maritime strategy was shaped through a partnership with the American people. The American people want us to remain strong; they want us to protect them and our homeland, and they want us to work with partners around the world to prevent war. 16

www.navy.com or www.elnavy.com Contact 1-800-USA-NAVY (1-800-872-6289) www.navy.com or www.elnavy.com www.facebook.com/NavyRecruiting www.facebook.com/USNavyLife 17 17