Final Intern Development Program

INTERN DEVELOPMENT PROGRAM

E-MIST INNOVATIONS

3456 ALEMEDA ST. FORT WORTH, TX 76126

DECEMBER 2, 2015

12/2/2015 Intern Development Program 1

INTERN DEVELOPMENT PROGRAM

Table of Contents

12/2/2015

Dear E-mist Intern,

I am sad to be writing you this letter because it means my time here is coming to a close. I am very excited for you and the amazing experience you are about to have. E-mist will be a great internship where you will learn, stretch your mind, be exposed to all aspects of a business, and become a member of the E-mist family. Your time here is valuable—your work is important and you will be able to come into the office and see your efforts being used directly to help develop the business. You are truly lucky to be where you are right now.


E-Mist Innovati

ons

Learning never ceases in the intern position at E-mist. As a member of the Marketing Department, being educated about your business and the target business is essential to the success of selling your product. Researching companies allowed me to be exposed to the structure of business and understand that every company is unique—from mergers to name-changes to franchises and independent contractors— being able to speak to these specific structures is crucial while marketing our product to their company. I learned how to identify and present knowledge that is necessary to the marketing of our product. As the intern I needed to be able to study these businesses and educate the Account Development Representative on this so that she is be able to use it as she proposes our product. Additionally, I worked with Microsoft Excel day-in and day-out, formatting data that is accessible to the whole company. E-mist took the time to inform me about all aspects of a company, they understand that I was here to develop as a business professional. They explained all the business tools they utilize from communication engines to business strategies. I was lucky enough to be welcomed to the weekly business meetings. I experienced the importance of communication within the business, grasped knowledge on the diverse roles within the business, and even contributed my expertise I learned throughout the week. Not only that but E-mist provided me with the opportunity to develop this Intern Program—a meaningful device for the well-being of their company.

E-mist values you and your time. This internship will provide you with opportunities that will be applicable in your development as a business leader. Good luck, work hard, and take advantage of the opportunity at your fingertips.

Sincerely,

Meg Powell

12/2/2015

Dear E-mist Intern,

If you love entrepreneurship and have been looking for something to be a part of that you can concretely contribute to, you have chosen the right company to intern for. Here, you won’t feel like an intern and your contribution will be much more than coffee at lunch time or stapling and filing papers. Here, you will be contributing to the beginning and continuation of something great that you will be able to say you were a part of. In very few other internships you will be able to work directly towards large company objectives and so closely with those at the head of them. You will receive the best guidance, support, and advice from the executive team and staff who you will get to work with in achieving company goals as well as your own personal goals.


E-Mist Innovati

ons

The effort you put in here will directly help grow E-mist across the nation and beyond in visible ways. You are not here to fill a space or hours. You are here to be a part of a team with set objectives and participate as an integral part of the process of growing a start-up. I encourage you to think less of it as an internship and more of it as a job those around you value your work just as much as any employees. I’ve seen my personal work directly influence how E-mist reps work which, in turn, changes the direction and growth of the company as a whole. To be able to do that as a twenty year old intern with no degree has been an absolute blessing of an experience. Those I have had the pleasure to work with here at E-mist have been beyond receptive of my ideas, suggestions, and even ask for my thoughts on impactful decisions that will change what direction E-mist goes.

Some advice I have is to forget about the term “intern” and take this as an opportunity to develop as a professional. Take this opportunity to utilize your strengths to better a company and build on your weaknesses because the environment you will be in here is one that will openly allow you to do both. I’ve learned so much about working in a close team environment and utilizing all resources to research a macro market for a brand new product to be introduced to. The skills and methods I’ve learned through working on this start up, I will carry throughout my career and can be applied to many future jobs and projects. Most importantly, I learned to think with the entire end-goal objective of the company in mind while doing daily research and tasks because, from my experience here, I know almost everything effects the direction of the company. I’ve learned to think strategically and abstractly when researching and analyzing the market for E-mist; always keeping in mind new ideas, implementations, and avenues E-mist can take in the future. It’s this sort of entrepreneurial mindset that I think is most important to develop while an intern at E-mist because it will not only lead you (and the company) to success here, but at any other company or project in the future.

I wish you the best of luck and hope you enjoy your time here as much as I did!

Sophia Ellis

Company OverviewE-Mist is nothing short of a quantum leap in the performance and adaptability of electrostatic technology as the means to evenly apply liquid cleaners, sanitizers, disinfectants and other agents in the precise amounts to any surfaces people touch. In seconds with very little effort, charged particles will blanket every exposed side of every surface in a room to eradicate up to 99.999% of live pathogens.

Title Name

CEO George Robertson


President and COO Mark Stratton

Vice President Marketing and Sales Michael Bellotto

Chief Financial Officer Kent Bradshaw

Director of Sales and Operations Aletta Powell

Director of Clinical Services Brandi Whiteley

Director of Operations Eric Felldman

Regional Vice President- Central Niki Thompson


Regional Vice President- Atlantic John Parks

Account Development Representative Sydnie Smith

IT Manager Misael Linan

Executive Administrator Stephanie Norton

Vice President Integrated Solutions Dan Nestor


E-MIST PRODUCTS

1. Surface Management Systems (SMS)

Roller system

2. Advanced Surface Management System (ASMS)

Backpack System


Daily Tasks1. Check Email for updates 2. Research companies provided3. Present research and determine if the company is a top 1004. If yes, input company information into Top 100 excel Spreadsheet found on OneDrive5. Create a new workbook page for the Company in the Intern Excel Workbook on OneDrive6. Research Contacts for the company7. Input data into Intern Spreadsheet on OneDrive8. If not provided companies, Uncover potential companies, do research, and present information

to determine if you should go forward with the company


Intern Position Overview

Intern Objective Researching and Presenting accurate market information for use by E-Mist Sales Representatives

Market Research Collecting and Organizing Data Reporting to Account Development

Rep.

Intern Daily Tasks Research Prospective Companies Gather and Highlight Critical

Knowledge Present Meaningful Data Utilize Excel for Organization of

Information Determine Potential Prospective

CompaniesIntern Expectations Provide Accurate, Pertinent

Information 3 Contacts from each

region per company Discover Alternative Methods for

Information Gathering Organize Intelligently Work as a Team Member Think Outside the Box

Intern Directors Sydnie Robertson Aletta Powell

Research companies sourcesWhat to look for in a Company

Company industrieso Janitorial o Custodial

SIC and NAICS Codeso SIC: 7349o NAICS: 561720

Annual Revenueo $50-500 million

Square Feet Servicedo 25million +

Associationso BOMAo IFMAo ISSAo IREMo CETAo BSCAIo ARCSIo RFMAo Six Sigmao LEEDo SIMAo US Green Building Council

Where to Find Companies

Lead Ferret Bluesearch AMFIBI BOMA International Buyers Guide AOBA ISSA Buyers Guide

Step by step instructions attached



Company Research Example

About:

We are a privately owned company that started in 1975 (as Hospital Housekeeping Systems) serving a single hospital with a single service line. Today, we serve 350+ hospitals with multiple service offerings, including: Environmental Services, Culinary and Nutrition, Patient Flow, Facilities, Clinical and Biomedical Engineering, and Linen Utilization and Laundry Management. Our growth has been accomplished by identifying trends and strategic partnerships that generate new sources of revenue for our company and our clients, and by adding value to each customer we serve. In 2013, we changed our company name to HHS to represent the formalized gathering of our evolving service lines under one parent organization.

Mission: To be successful in identifying and serving our customers’ needs.

Vision: To be forward-thinking in creating solutions for our customers.

Solutions

Acute Care:

Providing a successful comfortable hospital stay is more than just treating an illness or administering care. It’s about maintaining a clean safe environment that supports recovery. It’s excellence and expert attention in every detail—right down to something as simple as the wheelchair ride across the hall. It’s the distinction between food and true nourishment. It’s about interconnected support service departments and seamless communication. HHS is committed to taking a holistic approach to healthcare support service—and for you, that means lower costs and a better patient experience. We’re inspired by your needs and challenges, and we have the solutions.

Establishing a superior healthcare facility goes well beyond medical care itself—and even the most expert care relies on a strong foundation for its support. At HHS, we bring all the components of support service into harmony. We work from the ground up, from ensuring that your building’s structure is sound, to creating spaces and nutrition that foster recovery, to making sure each patient’s experience is


as uncomplicated as possible, and every detail in between. We know the importance of your time and resources, and we value them just as much as you do. Focus on helping people get better. We’ll do the rest.

Environmental Service Solutions Culinary and Nutrition Patient Flow Clinical and Biomedical Engineering Integrated Facilities Management Linen Utilization and Laundry Management Total Support Services

Environmental Services Solutions (EVS)

HHS Environmental Services (EVS) are tailored housekeeping and hospitality programs that ensure hygienic, safe, and efficiently managed spaces for patients, visitors, and staff.

Your Challenges: Ineffective cleaning systems and outdated technology lead to extended stays and readmissions caused by hospital-associated infections (HAIs), endangering patient safety and costing valuable resources. High team member turnover rates, lower patient satisfaction, and significant financial loss are only a few of the products of disjointed support services. Poorly trained, under-supported management teams create a reactionary inefficient EVS program that produces inconsistent results and harms the patient experience.

Solution: EVS isn’t just about meeting CDC standards—to us, that’s a given. To reduce the risk of HAIs and to cultivate the most pleasant atmosphere possible, we go beyond the basics of “clean” by using industry-leading practices and technologies, such as our new Total Surface Coverage program that leverages our exclusive partnership with SD Labs to give our partner facilities year-round protection from dangerous pathogens. We also understand that cleanliness is only part of an excellent patient experience. HHS integrates our housekeeping systems with other support service departments in order to open communication amongst departments for increased efficiency, a smoother patient experience, and, ultimately, more financial gain for you. We also employ a comprehensive training program to ensure that your onsite management and frontline teams are continually educated on best practices—not only for higher HCAHPS scores, but for a strong dedicated team that takes pride in its work.

Excellent Patient Satisfaction Outcomes

We apply our extensive experience in acute-care support services and hospitality, drawing on proven principles developed by Studer Group and team-building methodologies from the Disney Institute.

On average, within the first 12 months of implementing our programs, our acute-care hospital partners can expect to see an HCAHPS Top Box increase of seven percentage points with respect to patient room and bathroom cleanliness. After that, we continue to hone our service delivery for the patients at your facility, steadily improving your Top Box results.

Multi-tiered Infection Prevention Programs


Key Information: Environment, sterilization, cleaning, equipment, associations, processes, products, mission, vision, noted importance to their company, Six Sigma, Programs, partners, their industries, clients, services, standards

We approach our infection prevention by breaking it down into six components:

1. Changing the culture of the EVS team

2. Training the team

3. Using the right tools

4. Proactively communicating everyday

5. Validating results

6. Continually developing best practices

We are continually researching new methodologies and best practices to eliminate HAIs, and have introduced a Total Surface Coverage program that utilizes SD PRO, an antimicrobial created by our exclusive partner, SD Labs.

Customized Systems

We know that no two communities are exactly alike, and it is important that each housekeeping program be tailored specifically to the needs of each facility. Using data gathered from our partners, we have developed a master productivity schedule that identifies the time necessary to clean each area—down to the minute. This blueprint is the foundation of a successful housekeeping program.

Professional Onsite Leadership

Our experience has proven that a robust onsite management team positively impacts frontline team members, provides better service for hospital staff, visitors, and patients, and improves your financial performance.

Motivated Frontline Team Members

We provide each team member with the tools for success: industry-leading training and development programs, substantial company resources, and incentive programs ensure that they are motivated and rewarded for excellent work.

Performance Guarantees

We backup all our performance claims by establishing concrete benchmarks and goals for all elements of service.

Culinary and Nutrition

Our Culinary and Nutrition solutions bring a whole new standard to healthcare food service by offering quality patient-focused nourishment.

Your Challenges: When it concerns making a commitment to truly healthy food and lifestyle choices, it’s often hard to get skeptics on board. Lack of financial transparency can lead to money pocketed by external companies. Poorly planned uninteresting cafeteria and retail spaces reduce revenue and


****Research Potential Competition****

degrade the patient experience. Without proper communication between food service and other support service departments, food and other valuable resources are unnecessarily wasted.

Solution: HHS Culinary and Nutrition solutions is more than just delivering a meal to patients during their hospital stay—it’s giving them the nutritional support to get better faster and empowering people as advocates of their own health. HHS is proud to offer community health education and activities to get the public participating in a healthy lifestyle. We’re always open about where your spending is going, and give you the rebates you deserve. It’s also important to us to create as little waste as possible—and with consistent effective communication, we reduce the chance that quality products will go unused.

Patient Flow

HHS Patient Flow solutions help move patients through your facilities with less wait time, less confusion, and less stress.

Your Challenges: Extended patient wait times for admission and discharge leave patients frustrated—and increases the number of patients who choose to seek treatment elsewhere. Clinical and technical staff satisfaction is impacted when patient flow isn’t streamlined and they spend less time providing clinical care for patients. Inefficient patient transportation processes reduce the number of daily procedures being performed in radiology, operating rooms, and other hospital areas.

Solution: HHS Patient Flow combines cost-effective, cutting-edge technology through our proprietary BedWatch patient throughput software with proven management systems to ensure patients are moved through the facility with greater ease. This means more open schedules and an increase in satisfaction for clinicians and staff, more time for procedures, an increase in hospital revenue, reduced team member turnover and patient wait times, and a better patient experience, door-to-door.

Clinical and Biomedical Engineering

HHS Clinical and Biomedical Engineering solutions support patient care and enhance the use of healthcare technology, keeping the equipment you’ve invested in performing as it should.

Your Challenges: Managing complex multi-vendor, multi-point communication hierarchies that increase confusion, cost, and repair times. Lack of national benchmarks and buying power for pricing on parts and services. Insufficient throughput of preventive and corrective maintenance activities. Lack of updated technology that addresses equipment use, lifecycle costs, and real time locations.

Solution: Our programs are tailored to meet your specific objectives and to bring total transparency to the clinical and biomedical engineering process—not just to better serve your patients, but to maximize the ROI on your capital investments. We bring best-of-breed management systems and quality assurance through HHS’s Clinical Peer Review methodology to ensure that all projects and initiatives are done right, on time, and on budget.

Integrated Facilities Management

We support patient care by enhancing the use of healthcare technology through proper engineering, consultation, evaluation, operation, and disposition techniques. Our program is designed to extend the life of specialized structures and building systems while improving the Environment of Care.


Your Challenges: Facilities deemed unsafe or noncompliant with standards are at risk for joint commission fines, write ups, and building shutdowns. When benchmarks for contracts or purchased services aren’t in place, it contributes to overpaying for services rendered. Lack of sustainable practices wastes valuable resources and can negatively impact the surrounding community. Ineffective sales platforms and lack of global awareness regarding healthcare assets reduces your ROI during divestment.

Solution: Our facility management solutions bring traditional best practice approaches to managing healthcare facilities as well as unique and immediate high impact strategies. We directly affect your bottom line through our proprietary Operational Activism© systems, all while enhancing the Environment of Care. Whether opening a brand new hospital, or operating an established facility, we ensure that your investments are being maximized.

In the current complex and changing healthcare environment, it is paramount to protect, produce, and recoup revenue while extending the life of specialized structures and building systems. We create soft savings, guaranteed hard savings, and even create significant new and predictable investment recovery streams through expert facilities management.

Our program is all about transparency, thereby changing complex multi-vendor, multi-campus, multi-point in-house programs into a single point of contact for all requests, at all times, from any location, and any device. Simply put, your team members and administrators will all be kept apprised of each step in your specific processes.

We also bring unique solutions such as:

Enhanced Asset Management© (view current auctions)

Ours is the only program of its kind in the nation, employing a statistical method—along with a sales support platform—designed to maximize investment recovery for healthcare assets. Our cutting edge, proprietary method ensures the most capital for your assets.

The method: Using scenario modeling to produce predictable outcomes for asset valuations and realizations, HHS uses the Towers Method©—which has been refined since 2001—to statistically project the final value of large portfolios of completely different classes of assets over a given period of time.

The platform: Honed over the past 25 years, the sales platform achieves price realization through exposure to a worldwide market of buyers pre-screened for slated assets via online auction, private sale, and equipment trade desks. The expected prices are guaranteed by HHS many months in advance. Pre-sale processes allow for assets to be inventoried, loaded for viewing, and claimed within the healthcare system before sale. Assets can also be donated to your qualified organizations through the system at no cost. In this regard, transfer of liability is achieved to conforming system standards rather than local preference or relationship. Should no sale or donation occur, HHS can manage the salvage process through our sustainable integrated waste stream programs.

Linen Utilization and Laundry Management


HHS Linen Utilization and Laundry Management programs are designed to educate staff on this valuable commodity, proactively monitor usage, and ultimately help you save tens of thousands in annual linen costs.

Your Challenges: Extra weight and linen reject credits means that time, money, and resources are wasted on reconciling your invoice overcharges. Without efficient management of incoming linens, your EVS department becomes overburdened by linen delivery overflow. Linen availability is a source of frustration for clinical staff who are focused on patient care.

Solution: Linen is a valuable commodity in healthcare and our programs pinpoint cost savings opportunities and create a culture of sustained linen awareness across all clinical and support service departments. A reduction in consumption with an increase in availability increases clinical and technical staff satisfaction.

Senior Living:

From the moment we drive through your gates, we realize and respect that we are entering your residents’ homes. With that always in mind, we are honored to serve by providing a safe, clean environment that promotes a high quality of life. From creating personalized home environments for residents to offering nutritious meals for staff, visitors, and residents, to making sure your campus is structurally safe and sound, we’ve got you covered.

Establishing a superior senior living community goes well beyond resident care – even the most expert care relies on a strong foundation for its support. At HHS, we bring all the components of support service into harmony. We work from the ground up, from ensuring that your building’s structure is sound, to creating spaces and nutrition that foster well-being, to making sure each resident’s experience is as comfortable as possible, and every detail in between. We know the importance of your time and resources, and we value them just as much as you do.

Housekeeping Services

Our housekeeping services include tailored housekeeping and hospitality programs to ensure hygienic, safe, and efficiently managed spaces for residents, visitors, and staff.

Your Challenges:

A poor first impression caused by an inattentive housekeeping team can threaten the potential for new residents.

Lack of communication with residents leads to unmet resident expectations, with the ultimate issue being lower resident satisfaction and significant financial loss.

Insufficiently trained and unsupported management and the implementation of improper systems can be the cause for failed audits and reports.


Solutions: An engaged team combined with a system-proven housekeeping program ensures your community will appear like a showplace. Resident interviews will allow residents to have their rooms cleaned to their specifications, further emphasizing our focus on ensuring residents feel at home. Recruiting, hiring, and training high quality management and hourly team members is paramount in providing confidence that your community is safe and up to regulatory compliance.

Multi-tiered Infection Prevention Program

All of our systems, programs, and processes are geared toward creating a safe environment. Our proactive approach to infection prevention is the foundation of the services that we provide, and we break our program down into seven components:

1. Changing the culture

2. Training the team

3. Using the right tools

4. Proactively communicating

5. Ensuring proper cleaning chemical protocols

6. Validating results

7. Continually developing best practices

Customized Systems

We know that no two communities are exactly alike, and it is important that each housekeeping program be tailored specifically to the needs of each individual senior living community. With this in mind, we begin each new partnership with a comprehensive, onsite start up. A strong departmental blueprint is the foundation of a successful housekeeping team.

Our systems are built to meet and exceed survey guidelines. Each team member must know how to systematically clean each and every area of the community, and must implement this system each and every day. Since the HHS approach is designed to be systematic and ensure success, we always begin training by starting over from square one. This will eliminate any erroneous information and bad habits that have been developed.

Motivated Frontline Team Members

HHS works to set department grades for training instructors. This will allow frontline team members the opportunity for career development. We always looks for frontline team members who show a willingness and ability to “step up” into supervisory roles. Trained supervisors are assigned to run special project crews, weekend supervision, substitute for assistant managers, and may even attend the HHS management training program in Houston, Texas. We are proud of the many examples of hourly team members who have advanced into HHS management careers.

Excellent Resident Satisfaction Outcomes


Our approach in managing what is important to your residents is consistent with the manner in which we came to understand your outsourcing expectations. We ask, we listen and we respond with a personalized plan. Within the first month of service, each Illinois and Alabama resident will be interviewed in regard to housekeeping special requests. We will document and implement those special requests, interviewing each new resident at their first housekeeping service.

Getting to know individual residents and understanding their specific needs and comfort levels allows us to build a service program that produces a positive impact on resident satisfaction. The better we know and understand each resident, the better we can serve and accommodate their every need.

Professional Onsite Leadership

A vital aspect of our program is our emphasis on getting direct feedback from residents about their satisfaction with the cleanliness of their environment. Our management team implements a rounding schedule that involves all housekeeping managers. Our team will be rounding the community to speak with residents every day to evaluate our performance.

Dining Services

HHS Dining is more than just delivering a meal to residents—it’s giving them the nutritional support and empowering people as advocates of their own health.

Your Challenges:

Without fresh nutritious food, residents have more difficulty healing and maintaining a healthy lifestyle.

Monotony in menus makes mealtime less exciting, thus lowering residents’ desires to attend meals and engage socially.

Inconsistent systems and disciplines leads to lowered resident satisfaction as well as unnecessarily wasted food.

Solution: Providing residents with locally sourced food appropriate to their diet supports healthy living. Creating tailored menus specifically for the resident population, rather than a corporate template, attracts residents out of their rooms for social dining. Room Service Ambassadors help to cut down on miscommunication, allowing residents to see the same person for 12 hours and order directly from them.

Integrated Communities Management

Community care starts with a strong foundation – literally. HHS makes sure that your building’s structure is sound, safe, and built-to-last.

Your Challenges:

Ineffective preventive and corrective maintenance plans for all assets under management results in unnecessary loss of revenue.


Escalating costs of services and utilities with no end in sight.

Residence renovations and campus improvements rely on local knowledge of existing staff.

Solution: Computerized maintenance management systems encompassing all assets provide complete visibility to all stakeholders—on any device, at any time. National benchmarks and group purchasing guarantee financial transparency and responsible management. In-depth project management that includes project controls for estimating and scheduling ensures that projects are delivered on time, and on budget.

We help you take care of your community from top to bottom; from protecting equipment and surrounding structure to even assisting in shutting a community down. In the current complex and changing healthcare environment, it is paramount to protect, produce, and recoup revenue while extending the life of specialized structures and building systems. We create soft savings, guaranteed hard savings, and even create significant new and predictable revenue streams through expert management.

Our program is all about transparency, thereby changing complex multi-vendor, multi-campus, multi-point in-house programs into a single point of contact for all requests, at all times, from any location, and any device. In other words, your team members and administrators will all be kept apprised of each step in your specific processes.


Research Contacts SourcesWhere to Look Desired Contact Titles

Company Website Facilities Manager Lead Ferret Cleaning Services Director LinkedIn Director of Operations White pages Environmental Specialist Yellow pages Custodial Manager Facebook Janitorial Manager Twitter Site Manager Pinterest Area Supervisor Reverse email search Custodial Proposal Google Company and Title Press Release Hoovers website *Step by step instructions attached Jigsaw.com Data.com Ecorporateoffices.com Emails for Corporations Register.com Snapbird Bizapedia.com

Organization and Excel Format:


How To: Research What are we researching?

Companies that specialize in janitorial, building maintenance, and property management.o Normally servicing healthcare, hospitals, schools, corporate offices, public areas,

etc. o Keywords: maintenance, janitorial, facility management, disinfection,

sanitization, infection control, cleaning services. Where are they?

We are currently focused on companies headquartered in the Atlantic and Central regions (often with offices in multiple states)

Will be moving into Mountain Pacific soon Could be international as well but based in the US

Who are we looking for?

The “influencers” within the company Who has the purchasing power Who has the decision making power Who our reps would be personally selling E-mist to These contacts are different for every company Key roles:

o Regional Operations Managero Purchasing Directorso Regional Area Managerso Area Managerso Account Directorso “Business Development” executives o “Sustainability” executives

The Top 100:

In OneDrive, you’ll find a filed called the “Top 100 Contract Cleaning Company Initial Targets”. In it, you’ll see a tab for each region. Within each tab, you’ll find a list of companies with their headquarter city, web address, employee size, additional locations, SIC and NAISC codes, revenue, square feet serviced per day, and associations they belong to.

These are the top companies we have discovered and done baseline research for so far. They are “on our radar”, so to speak, for the representatives to try to get sales meetings with. Now that we know what company they are, it is necessary to find out who we’re looking for- Lead Research.


Step One: Setting up your spreadsheet:

1. Pull a company name from one of the regions in the Top 100 spreadsheet. 2. Open a new workbook and a blank spreadsheet.3. Name the spreadsheet the name of the company.4. Format the spreadsheet like this example:


Step Two: Initial starting places:

Look on the company website for an “executive team” or “our staff” page. Look up the company name on Lead Ferret and see if there are any names listed. Search the company name on LinkedIn and see if employees are linked together. Use another business research site such as Bizapedia, Aihit, Manta, etc. to find a few top

names or locations. For example, when you find at least one employee on LinkedIn that is within the company you’re researching, usually in the “People Also Viewed” side bar, there are more employees linked.

Here is an example of a search on Manta.com. It lists the CEOs name which you can then take to LinkedIn to find more employees connected there.

Step Three: Building out your spreadsheet:

Start putting names you find from your initial searches into the formatted spreadsheet. Fill in more details such as position name and region from information on LinkedIn or a

company page.


Here’s an example of the details you can take from a LinkedIn search: Title, Location, whether or not they still work for the company, and a description of what they do. This description can be helpful for determining whether they are in a place to make a purchasing decision, if they can get us in contact with who we need to reach, and how strong of a contact they are within the company.

Sometimes we just an initial search you will come across an email address or phone number.

Fill out as many names and roles as you can find with as much detail from your initial search:

Like the example above, you may not have contact information yet but it is important to have an idea of what roles and people are within the company.

Most of these companies are large and have multiple offices; try to get at least three contacts per regional office you can locate so we have a lot to work with in each area.

If you come across a description of duties of a position, it is helpful to add it as a comment on the cell of that position title so we know who is in charge of what moving forward.

Searching for Direct Contact Information:

Once you’ve got a good list of management and possible decision making contacts, you’ll need to fill in direct email and phone numbers.

It’s best to first look for personal phone or personal business numbers and then use office numbers if you come to a dead end.

Lead Ferret:

Lead Ferret is an option for finding initial contact information per company. Go to leadferret.com and set up an account to begin searching. On the main search page, it is most effective if you search by company name to get a list

of potential contacts.


On a contact information page, make sure it is the same company you are researching as there are many with similar names.

It is also helpful to cross-check employee’s names that come up on a Lead Ferret search by looking them up on LinkedIn to make sure they still work for the company and the information is not out dated; sometimes it is.

If they are not on LinkedIn, try a google search.

Email addresses - the grassroots way:

Another good starting place is the “contact us” page or section of the company’s website:

o Sometimes, they will have direct contact information for the individuals you are looking for and some will only have “contact us” general office information available.

o You will usually find something like “infomation@__.com” or “sales@___.com” like the example below:

This is usually an office administrator or auto-response email and is not an executive’s personal contact but it is useful!

Most individual employee emails will have the same ending as the company email listed on the website.


o Take “@cushwakenm.com” and use it to search for other contact emails buy google searching just the ending in quotation marks to return a strict result of just that:

It will return emails with that ending that you can see match the contacts you’ve collected:

Like here, in some cases, the contact’s personal phone number will be with the email and you can go ahead and copy this into the worksheet as well.

You will also learn the company email address format and use it to find other contact’s email addresses as most are the same.

From here you can look up individuals name plugged into the format and see if you find a match and more information.

Phone Numbers:

Often times once you have a personal email address, it is easy to find a phone number that has been saved somewhere along with it.

An easy way to do this is to lookup the email address you have for the contact in parenthesis on Google so it looks for documents that mention that email specifically.

It will lead you to pages where that individual has left their contact info and usually includes phone numbers.

For example, here Ann Stahley from Cushman and Wakefield left her personal information

at the bottom of a lease brochure. Strictly searching her email on Google will lead you to pages like this.


Filling in Physical Addresses:

Getting a physical address per contact helps determine at which offices key contacts are located for when we are in the process of setting up meetings.

Sometimes, when searching individuals using their emails or phone numbers, you may get home or personal addresses.

It is better to look at the area, city, or region they are located and try to determine which office address they would be located at.

The easiest way to do this is to look at the company’s regional office or headquarters addresses and use the correlating address closest to the area they are listed in on LinkedIn, Lead Ferret, or a google search. Tips:

o Most top executives (CEOs, CFOs, etc.) will be using the headquarters physical address.

o “Regional” titled executives will have an address other than the headquarters address.

o Site managers, area managers, and project managers likely also correlate to a regional office address closest to them.

Additional Company Information:

As you go through the process of filling out the lead spreadsheet, you will likely come across a lot of information about the company you’re researching. It is important to collect as much relevant information as you can about company focus, management structure, and industry trends.

Company Focus: o Going through the company’s website and taking a look at what they feature as

their specialties or advantage is important.o They may focus on healthcare, schools, or “clean room” cleaning.o Print out any pages with information like this to file.


Here, you can see Pristine Environments, Inc. has particular expertise in aerospace maintenance and data “clean room” services. You would print out the pages with information to keep.

Management Structure: o Something that can help us determine who the ideal contacts are and what area of

the company we are in contact with is understanding the management structure. o A good starting place is to look on the company website for an “our team” page to

determine who top management is.o On LinkedIn, you can usually see through someone’s past positions posted how

internal structure works:

Industry Trends: o While researching and going through company websites, you’re going to notice

reoccurring trends; here are just a few examples: Sustainability/ “Green Cleaning”

US Green Building Council/LEED Certification Green Seal approval

“Cleanroom” cleaning Associations memberships:

BOMA- Building Owner and Managers Association ISSA- International Sanitary Supply Association IREM- Institute of Real Estate Management


IFMA- International Facility Management Association CETA- Cleaning Equipment Trade Association BSCAI- Building Service contractors Association International ARCSI- Association of Residential Cleaning Services

International RFMA- Restaurant Facility Management Association IEHA- International Executive Housekeepers Association

o Any information on these and your company you come across can be printed out.o Once you are finished with contact and company research, you will compile and

file this information so it is on hand when we have everything we need to know about the company when we get in contact with them.

o Remember, you are the only one doing the initial research on the company, so gather the information a representative would need to know.

Other Companies:

If you come across smaller companies in the areas you’re researching, take note of their names and print out a few pages of their website- we don’t want to rule them out completely.

Give these to Sydnie to be filed under “travel lists” (companies to visit while travelling) for the representatives.

Here are some example logos you’ll see frequently:

Bid Lists, Governments Files, and Attendee Lists: While you’re finding contact information, you may open documents that are official bid

lists from cities and government institutions as well as conference sign in lists. They will have the contact information for plenty of other janitorial companies similar to

the one you’re researching. Save these! Bookmark them; you will likely find contacts for other companies you will

research on them as well. These give us an idea of who the larger companies are in each area and discover new

companies and contacts.


When your Lead Spreadsheet and Research is complete for a company:

Email:

After you’ve filled out as many important leads as possible in your workbook and gathered enough information to give a clear picture of the company, email Sydnie letting her know you’re done with lead research and include few important details about the company.

The subject should be the company name so we can easily find it and refer to it. Organize it in a brief outline; think of it as an “elevator pitch” for the company. It can be shorter or longer depending on how much specific information you think should

be included. There is an example email on the next page.

Example Email:


Filing your research:

Once you’ve completed

everything and written an email, print out the email, organize anything you’ve printed out for the company, and bring it over to Sydnie to make a file.

Put the company name on the file tab and which region it is located in. Put the printed out email that you’ve outlined your research in on top of the other

information. File alphabetically in the filing cabinet, ready to be pulled out and used for contacting

these companies!


You’re ready to start your time as an E-mist Intern! Good luck!

Meg Powell Sophia Ellis

TCU Class of 2018 TCU Class of 2017

E-mist Intern 2015 E-mist Intern 2015


Documents

Final Intern Development Program