Take a look at all the

Southwestern leadership
program has to offer.

Leadership
Southwestern

“Leadership is primarily a
high-powered right-brain activity.
It’s more of an art; it’s based on
a philosophy. You have to ask the
ultimate questions of life when you’re
dealing with personal
leadership issues.”
Stephen Covey
Leaders
Since 1868, The Southwestern Company
has prided itself on its leadership training program
for college students. Thousands have benefited
from this training, and many of our graduates have
gone on to be leaders in their respective fields
today.
The most important people in our company
are the student managers. They are the
cornerstone of the program, and without them, the
Southwestern Company simply would not exist.

If you want to get the most

out of your summers during college
in regards to experience and life
education, sell books!

Mike Peterson
Microsoft
SW Alumnus

1

Students enter the Southwestern program because
they want to grow. And the majority of that growth
comes not from their first summer with us, but from
their subsequent years of leadership training.
Leadership training with the Southwestern program
follows a natural progression. The foundation begins
with the second summer in a student’s career, as a
student manager. During this time we give the student
the opportunity to recruit and train their own team.
Leadership
“This Southwestern leadership
program is tried and true. At its heart are the
exceptionally dedicated and talented mentors who
nurture the whole person.They bring out the very
best in young people...inspiring the focus, the self
esteem, and the personal ethics needed in any and
all life pursuits.They give them real skills to help
them live real lives.”
Sheila W.
Elkins Park, PA
parent of SW student
These managers are able to grow into new leadership
positions over their college career. After graduation,
many students become field managers, also known as
Corporate Recruiters. They recruit full-time during
the school year and lead an organization on the
bookfield in the summer. Corporate Recruiters have
the opportunity to grow into different leadership roles,
with the possibility of becoming sales managers.
2

“Personally, I’m always ready to learn,
although I do not always like
being taught.”
Winston Churchill
“The book business teaches
you that you can do more than you thought,
and that you can work longer hours
than you thought, and achieve a level of
concentration that you probably haven’t
achieved before.”
Jeff Sessions
U.S. Senator--Alabama
SW Alumnus
3
Managers
What is a real leader? One definition says leaders
know where they’re going and can persuade others
to go with them.
The Southwestern program is unique. It is one of
the few places where a student can learn
to be a leader at a young age.
A leader is:
Self-Disciplined
If you wish to succeed in leading, managing, and
working with others--you first must learn to lead,
manage and work effectively with yourself.
The single most important quality of leadership is
self-discipline. That’s why what students do right
now is so important to their future...regardless of
what field they choose.
 “The experience he got over the last
year recruiting has been invaluable. The attitude he
took with him this May was that of a man with high
goals, determination, and an absolute joy to be back.”

Lisa and Joe W.

Warrington,VA
parents of SW student

A Motivator
This program has a 3-step motivational course. The
first summer students learn to motivate themselves
through learning how to sell and stay on a solid
schedule. The second summer they learn how to
motivate a team.
Subsequent summers involve learning to motivate
fellow leaders, run an organization, and delegate
responsibility.
A Recruiter
When college coaches recruit All-Americans from
high schools across the country and put them on
basketball courts, football fields and soccer fields
they are forming teams of top athletes. These
coaches are master recruiters. The Southwestern
leadership program offers students the opportunity to
become master recruiters themselves, while building
their own teams. Students learn how to recognize
potential in their peers and sell not a product, but the
Southwestern experience.
A great leader is a great recruiter.

What it means to be a
Student Manager 4

“One way to keep momentum is to
have constantly greater goals.”
Michael Korda
Growth
Southwestern student managers are entrusted with
a considerable level of autonomy which contributes
to the development of their life skills. But building
life skills is not exclusive to Southwestern.
What is unique about the Southwestern leadership
experience is that students are exposed to all
these success principles--and more--at
such an early age.

“I think the personal growth is

irreplaceable. And it’s not like you’re out
there by yourself. The thing I learned is that
there are so many people supporting you.
The people that support you all the way
through is what makes it worthwhile.”

Lee Allen
Legacy Financial Services
SW Alumnus

5
 “When my little boy came back,
he was no longer my little boy, he was a self
confident (although he never had any trouble with
that), responsible, respectful, hard-working young
man. I was thrilled with the way he handled himself
and others around him...including me.”
Michelle W.
Elizabeth City, NC
parent of SW student
“Southwestern gave him the training,
the organization instruction and the pier group
associations that took up where we left off. The result
has been truly phenomenal. My son’s future is so much
brighter than so many of his fellow high school and
college friends, and he has really just begun to crack
the surface.What I truly believe is that he wouldn’t
have even had ‘that surface to crack’ had it not been for
Southwestern and how they invested in him.”

Benton W.
Franklin,TN
parent of SW student

Personal Management Personal Growth

“Why am I a student manager? I learned how to “One of the best things about being a student
manage and motivate others. Through the process, manager is going back to campus in the fall and seeing
I learned how to manage myself. I’m going to be a the changes in people after selling books. You don’t
teacher, and I feel that regardless of what field--parent, see that when you’re with them all summer. They
teacher, business--having these traits is what it takes to carry a different attitude, and a different confidence.”
be successful in life.” Micah Puncochar, Peace Corp, SW Alumnus
Sara Coalwell, 5th Grade Teacher, SW Alumnus

Leadership Principles
“My first summer exposed me to the principles of how
to be successful long-term. Being in the program as a
student manager gave me a chance to engrain those
principles by teaching them to others. It also helped
to be around positive mentorship at a young age.”
Roger Smith, SBR, SW Alumnus

Personal
Growth 6

“I’ve known many of these young
people, and our part of the United
States is just populated with presidents
of companies, leaders of sales teams,
and leaders of the community, who
are men and women who spent
their summers selling books with
Southwestern.”
Lamar Alexander
U.S. Senator--TN
“With the money I’ve made
so far working with Southwestern any
additional expenses during school have all been
paid for. I opened up a retirement account; I have a little
over $10,000 invested so far. My car is completely paid
off and I’ve been able to travel with friends to Las Vegas,
I spent fifteen days in Europe for spring break last year,
and I’ve been able to donate money to charity too,
so it’s been pretty cool.”
Rewards
Because of the Southwestern program, many
graduate from school debt-free. This is a new
concept...for students and their parents.
Returning as a student manager brings with it
increased profitability for two reasons:
Greater Sales Experience.
A student manager’s strength lies in the ability to
build on skills from the previous summer. This
experience leads to an increase in selling profit
from summer to summer.
Recruiting and Leading a Team.
Student managers also add to their profits by
recruiting and leading a team of students. The
average management profit increases over the
summers as they train their teams to recruit
as well.

Travis
University of Minnesota
7 SW student
 “It’s really character building. It really does pay
dividends and they are very much more
competent when they come back.”

Peter and Judith N.

United Kingdom
parents of SW student

What’s possible!
Leadership Profit
Selling Profit
Leadership Profit

ProfitProfit
Leadership Profit

Selling Profit

Total Profit

$34,000 Selling Profit

$24,000 Selling Profit
$21,709 Total Profit

$44,988 Total Profit

$78,955 Total Profit

Leadership
$44,955 Selling
$16,000

$20,988
$6,000

$6,000

$5,709
$0

First Summer* Second Summer* Third Summer* Fourth Summer*

(1st summer of 2,000 personal (2nd summer of 4,000 personal (3rd summer of 6,000 personal (4th summer of 8,000 personal
units, with no team) units with a team of 3 who sell units with a team of 7 who sell units with a team of 10 who sell
4,200 units) 9,800 units) 14,000 units)

*Actual profits will depend upon

Financial
Rewards
the students’ actual results.

8

“The quality of a person’s life is in
direct proportion to their commitment
to excellence, regardless of their
chosen field of endeavor.”
Vince Lombardi
“What a ride. It is a great place
to see what you’re made of...and the
employers love it.You can run circles
around your interviewers.The real world
has nothing on this summer work.”
Stuart P.
Encore Credit Corp. Wholesale Rep.
SW Alumnus
9
Resume
Southwestern student managers work hard to make
themselves marketable. They are doing something
vastly different from the rest of the college crowd.
While any kind of summer work experience is
better than none at all, in a career job interview few
students can say that each summer they:
-Received professional sales and leadership training
-Relocated and ran their own business hundreds of
miles from home
-Called on 3,000+ families each summer
-Worked over 75 hours per week each summer
-Learned to recruit, manage, and motivate a team of
students
-Developed a growing sales organization while
balancing the academic and social demands of their
college careers
“Several interviewers told me they
doubted whether they could have done
during their college years what the typical
Southwestern student does. That definitely
builds confidence during an interview.”
Daniel Andrzejek
Lone Performance Inc. Sales Director
SW Alumnus
 24040 North Cascade ANGELA L. BRUC
Rd, Cascade, IA 52
033 cell: (563) 580-5709
K
angelabruck@hotmail
EDUCATION .com

August 2007
IOWA STATE UNIV
ERSITY, Ames, IA
Masters of Science,
May 2004 LORAS Mechanical Engineer
COLLEGE, Dubuqu ing
e, Iowa
Bachelor of Science,
Electromechanical En
• Financed 100% gineering, Honors De
of college tuition an gree
d expenses
ENGINEERING RE
LATED EXPERIEN
2005-2007
IOWA STATE UNIV
CE
ERSITY, Ames, IA
Research Assistant
(September 2005 – Au
• Developed a res gust 2007)
earch plan and comp
Molecular-Weight Po leted experiments on
lyethylene as a functi friction and wear pro
• Gained proficien on of polymer crysta perties of Ultra-High
cy in operating Scan llinity
Optical Microscope ning Electron Micro
, Differential Scannin scope, Microtribomete
• Gave weekly pro g Calorimeter and the r, Profilometer,
gress presentations to ir calibration techniqu
• Co-authored thr major professor and es
ee articles submitted research colleagues
Teaching Assistant for publication in pro
(September 2005 – Ma fessional journals
• Instructed six lab y 2006)
oratory sections of M
• Responsible for E 370: Engineering
explaining material Measurements and Ins
• Assigned and gra concepts, answering trumentation
ded lab exercises an questions, and troub
d formal reports leshooting
BUSINESS EXPERI
ENCE
2001-2007
THE SOUTHWES
TERN COMPANY
Corporate Recruite , Nashville, TN
r / Organizational Le
• Recruited, traine ader (September 20
d, managed, and mo 04-September 2007)
• Developed mana tivated 13 sales peop
gerial and public spe le for personal sales
• Facilitated meeti aking skills through teams
ngs throughout the ye 300 hours of addition
• Responsible for ar on advanced sales, al training
weekly sales meeting leadership, and mana
• Personal Retail s an d individual conferen gement
Sales of over $255,00 ces on the selling fie
• Maintained excel 0 in 3 summers (18 ld
lence and improveme % average yearly gro
• Relocated to Texa nt in personal sales wh wth)
s, Wisconsin, and Pe ile managing an org
Student Manager / nnsylvania for the sum anization
Salesperson (May 20 mers
• Established succes 01 -September 2004)
s principles through
• Executed all ord direct sales (positive
ering, inventory, acc attitude, goal setting,
• Attended over 40 ounting, sales, and de self motivation)
0 hours of training in livery of product
• Personal Retail advance sales and ma
Sales of over $185,00 nagement
• Relocated to Pe 0 in 4 summers (40%
nnsylvania, Texas, an average yearly growt
d California for the h)
summers
HONORS AND AC
TIVITIES

SOUTHWESTERN
COMPANY
• Top Experienced
Dealer (top 5% of all
• Top First Year De salespeople) – 2007
aler (top 5% of over , 2006, 2005, 2004,
• Gold-Seal-Gold 1800) – 2001 2003, 2002
Award (working 80+
LORAS COLLEG hrs/wk all summer)
E – every summer
• Denso Internatio
nal America, Inc. Sc
• Loras Mock Trial holarship
Team (#5 nationally
• Alpha Psi Omeg , 2002) – named Ou
a Theater Fraternity tstanding Attorney an
• Engineering Cl – President 2003, Vi d Witness
ub, Math Club, and ce-President 2002
VOLUNTEER WOR Loras Players
K
• African Leaders
hip, Maria House, Ca
tch a Rising Star Me

Building a
ntoring Program

Resume` 10

“A leader takes people where they
want to go. A great leader takes people
where they don’t necessarily want to
go, but ought to be.”
Rosalynn Carter
Recruiters
Every year more than a million students graduate
from college.
New college grads who have to compete with an
experienced, seasoned workforce are intimidated.
They are oftentimes faced with unappealing options
when they begin looking for a job. They can:
-Grab the first job that comes along because of
financial pressure to pay back loans
-Stay in school perpetually
-Settle for a job for which they are overqualified
-Go back and live at home with their parents

Because of this, Southwestern has developed a

pre-professional training program to help students
make a successful transition from
college to career.

“What I learned most through being a corporate

recruiter is how to connect with people and build
relationships. This is what I do everyday in my
business. The people that I talk to are buying
million dollar homes. The first sale you have to
make is to sell yourself..”

Allen Ware
Hampton Lake Realty
SW Alumnus

11
 “Most Dads would like to see their kids
grow up and leave the nest, and my daughter
did just that. She not only left the nest, but
provided for herself and proved herself worthy to
go out into the world and make a future
for herself.”

Frank and Audrey D.

Maple Ridge, Canada
parents of SW student

Field Management offers: Southwestern corporate recruiters find they are

-Free time in the fall--many graduates choose to
travel abroad
-A strong financial base--average income working 6
to 8 months is $20,000+
-Health insurance
-Allowances for Great Recruiters Seminar expenses
-Profit sharing
-Training for advanced management and
communication skills
-Training for advanced recruiting skills
-A year dedicated to career job or graduate school
searching
more marketable and more prepared than ever
to go into the workforce with skills such as: the
ability to build relationships, do oral presentations,
communicate effectively over the phone, stay
organized, and coach others.
Corporate recruiters have a unique opportunity
to impact others, provide direction for college
students at a critical time in their lives, and teach
others what they’ve been taught.
With opportunities to travel, work alongside
incredible, motivated people, and utilize
Southwestern’s Career Placement Services, the field
management program is a great pre-career option
for many college graduates.

Field
Management
Program 12
 Managers
“Try not to become a person of Being a district sales manager is Southwestern’s
best career opportunity.
success but rather try to become a
person of value.” It’s a career where sales managers can make a
positive difference in the lives of people...where one
can grow professionally, financially, and personally...
Albert Einstein
from which the greatest rewards come from seeing
the type of people students become as they mature.

The path to district sales manager is not an easy

one. It requires discipline, extraordinary self-
motivation, and a willingness to see young people
not as they are, but as they can become.

“What I have seen Southwestern do for

myself and other students is that it gives you
a peer group that are really ambitious and
have goals beyond college.”

Virgie Sandford
District Sales Manager
Sold for 9 summers

13
 “The management and support staff
of the Southwestern Company is driven by their
desire to speak into the lives of college students a
message of a quality work ethic and achievement.
Their encouragement and mentoring bring values
that are lacking among today’s young adults.”
Pam C.
Franklin,TN
mother of SW student
The rewards are great: every district sales manager
has an opportunity for ownership in the company, a
steadily growing profit-sharing investment account
(funded entirely by the company), and an outstanding
income opportunity.
What does a district sales manager do? Terms like
counselor, teacher, coach, motivator, and results-
achiever come to mind. Working professionally with
university students provides an opportunity to make a
genuine difference during some of the most turbulent
years of their lives.
Southwestern Sales
Management
“The more we were exposed to the
training and management the more we were
impressed on the life principles instilled through
Southwestern. It was definitely a big challenge, but
because of that an unbelievable confidence builder.
On top of that Keith was able to pay for school.”
Barry and Susan S.
Winston-Salem, NC
parents of SW student
In helping them develop and internalize universal
success habits, sales managers prepare graduates to
make significant and positive contributions to their
chosen fields of endeavor, whatever and wherever
those may be.
It is more than a career. It is an opportunity to
experience firsthand the truth so clearly enunciated
by Sir Winston Churchill:
“What you get enables you to make a living. But
what you give--that’s what makes a life.”
14

“Our mission is to be the best
organization in the world at helping
young people develop skills and
character they need to achieve their
goals in life, and to build multiple and
unparalleled career opportunities
within our company.”
“Selling books for four summers
while a student at Ohio University almost seems
like a dream now, and building a thriving investment
firm within Southwestern is a new dream coming true
every single day. Just a few years into it, we are already
in the top 2% of the more than 1,200 investment
practices that broker trades through Raymond James
Financial Services, Inc.”
Jeffrey T. Dobyns, CFP, CLU, ChFC
Southwestern Investment Services
SW Alumnus
15
Careers
Southwestern is one of America’s most successful
private companies, built by, led by, and owned primarily
by graduates of our summer internship program. After
students successfully complete the internship program,
with the recommendation of their manager they will
have a choice of careers in fields such as sales, sales
management, accounting, finance, marketing or IT in
one of our diverse companies. Some students also
qualify to build their own company using the capital,
support and resources of our business incubator.
Southwestern also provides Career Placement
Services for students in our program. Consultants
assist graduates in resume preparation, interviewing
workshops, career counseling, career placement,
graduate school counseling and graduate school
application preparation. No matter what field students
are looking into, Southwestern is the perfect first step
to any career path.
 t o h e lp b u il d skills anofd
ity er
An opportur nin an unlimited numstbing
characte ts, and to make a la .
studen rence in their lives
diffe

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16
 Statistics show preliminary projections for 2008.
Actual profits will depend on their personal, team, and
natural units to be determined after checkout.
(Annuals and web site profits are not included.)

OMAR IRIBE - University of California, L.A.

Summer Profits: $44,000
Team Dealer Discount: $16,875
Organizational Discount: $36,928
(TOTAL FROM RECRUITING in 2008: $53,803)
TOTAL FROM 2008: $97,803

JESSICA TAIT - Simon Fraser University

Summer Profits: $24,000
Team Dealer Discount: $22,500
Organizational Discount: $11,115
(TOTAL FROM RECRUITING in 2008: $33,615)
TOTAL FROM 2008: $57,615

DIMITRY TOUKHCHER - University of British Columbia

Summer Profits: $49,000
Team Dealer Discount: $5,625
Organizational Discount: $16,605
(TOTAL FROM RECRUITING in 2008: $22,230)
TOTAL FROM 2008: $71,230

JORAN KOSTERMAN - University of British Columbia

Summer Profits: $22,000
Team Dealer Discount: $1,125
Organizational Discount: $0
(TOTAL FROM RECRUITING in 2008: $1,125)
TOTAL FROM 2008: $23,125
17
 JARED HOLLAND - Simon Fraser University
Summer Profits: $39,000
Team Dealer Discount: $6,750
Organizational Discount: $3,375
(TOTAL FROM RECRUITING in 2008: $10,125)
TOTAL FROM 2008: $49,125

JEN KWAN - University of British Columbia

Summer Profits: $24,000
Team Dealer Discount: $0
Organizational Discount: $0
(TOTAL FROM RECRUITING in 2008: $0)
TOTAL FROM 2008: $24,000

KIBOS BUSCOVICH - University of California, Berkeley

Summer Profits: $34,000
Team Dealer Discount: $9,000
Organizational Discount: $10,140
(TOTAL FROM RECRUITING in 2008: $19,140)
TOTAL FROM 2008: $53,140

ROBIN HOARE - British Columbia Institute of Technology

Summer Profits: $39,000
Team Dealer Discount: $7,875
Organizational Discount: $3,960
(TOTAL FROM RECRUITING in 2008: $11,835)
TOTAL FROM 2008: $50,835

Examples
Student
18
 Southwestern Company
2451 Atrium Way
P.O. Box 305140
Nashville, Tennessee 37214
888.602.7867
www.southwestern.com
RL-2010LM