Terrapin Beer Company Sales & Marketing Internship Internship Title:

Sales & Marketing Intern

Mission of Internship: To prepare undergraduate or graduate students for entry level sales or marketing roles in the craft beer industry by providing a comprehensive understanding of the career management functions of a brewery and hands -on application of attained skills and knowledge. Employer Commitment: As an employer, Terrapin Beer Company recognizes the need for quality educational internships to aid students in their professional development. The content of this internship program has been specifically designed to maximize learning opportunities and instill in the intern(s) a holistic understanding of all facets of a functioning craft brewery as they relate to a sales job role. The learning objectives outlined in this program will prepare the intern(s) for immediate success in a sales role within the craft beer industry and are grounded in the daily realities that a craft beer sales representative will face in the market. Internship Program Learning Objectives: Develop career-based knowledge and skills: -Learn aspects of the craft beer industry by observing and assisting with daily business operations within the Sales & Marketing department, completing intern specific goals as denoted on the Internship Learning Agreement and by gaining ancillary knowledge acquired through a rewarding team-based work environment. Develop sound understanding of industry standards: -Gain holistic knowledge of craft beer standards and best business practices relevant to a Sales & Marketing role. Enhance verbal and written communication skills: -Understand written and verbal skills required to work effectively across functions and departments that work together with Sales & Marketing in order to achieve key company objectives. Personal Development: -Develop planning, organization and time management skills. -Strengthen interpersonal, professional and leadership skills. -Observe and participate in team meetings and shadow designated supervisor in relevant interoffice and external meetings, events and activities.

Internship Program Incentives: The selected intern will have the opportunity to experience, first hand, the application of careerbased theories, tools and resources. Once the program is completed, the intern will have acquired a level of relevant experience and will have a better understanding of career options that are available within both the field in which the internship occurred and the craft beer industry as a whole. The selected intern will participate in observations and shadowing of managerial staff and will have exposure to leadership within Terrapin Beer Company. The selected intern will have opportunities to closely observe departmental operations and strategy building sessions. The selected intern will develop general professional skills applicable to many business environments. Internship Schedule: The Sales & Marketing Internship schedule will be generally 15-20 hours per week and can include some evenings. It will also include observation of and participation in strategic business operations, team meetings and interdepartmental meetings/activities. Training: Training provided during this internship will generally occur during the internship schedule and will be directed by the designated supervisor for the intern with some guidance from other members of the department. Academic Credit: For attaining academic credit the intern will be solely responsible for ensuring coordination with the credit bearing academic institution and will also be responsible for submitting all required documentation. Evaluation: The intern will meet on a bi-weekly basis with his/her designated supervisor to discuss projects, progress and opportunities for additional exposure and learning. To the extent the intern is required to prepare any written product for purposes of obtaining academic credit the designated supervisor for the intern will provide opportunities to review such product with the intern. Terrapin Beer Company Expectations from Sales Intern:  Accountability: As a for-profit organization Terrapin Beer Company is devoting employee man hours to working with the Sales & Marketing Intern for his/her professional development and educational enrichment. In return Terrapin Beer Company expects the Sales & Marketing Intern to be prompt and on time for all scheduled learning opportunities and adhere to Terrapin Beer Company mission and values at all times. As the Sales & Marketing Intern will be interacting with the public as part of the internship, he/she will be a public face of the organization and professional, courteous customer service is expected at all times.  Organizational Critique: At the culmination of the internship Terrapin Beer Company expects the Sales & Marketing Intern to provide an organizational critique of the internship experience to the Human Resources Manager. As an organization, Terrapin Beer Company is continually seeking to improve in all areas and the quality and content of the internship program is no exception.

Qualifications: The qualified candidate will be a current undergraduate or graduate student with an interest in a sales & marketing role within the craft beer industry. Applicable majors relevant to a sales job role within the craft beer industry include Business, Management, Marketing, Accounting, Economics, Communications or Psychology. Other degree programs are subject to approval. The qualified candidate should possess strong attention to detail, accuracy, and dependability. Ability to manage multiple projects simultaneously. Excellent interpersonal and communication skills (written and verbal). Proficiency in Windows operating environment along with current Microsoft Office Suite database management and use of applications & researching via the Internet. Note: This internship is unpaid. The intern will not receive and is not eligible for any monetary or other form of compensation or benefits from Terrapin Beer Company for the duration of the internship. Additionally, the intern recognizes that the internship is for his/her professional benefit and that there is no future expectations or guarantee of full-time employment at the summation of the internship. STATUS:

Unpaid Intern, 200 hours per semester

HOURS:

Vary per week

PRIMARY SUPERVISORS:

Jeremiah Shepherd - Human Resources Manager Various members of the Sales Staff

Internship Learning Agreement To be completed by Intern and then signed by Intern & Field Supervisor. Directions: Write 3-5 professional development goals. Under each of the goals record the related tasks, outputs or projects which will help you reach your professional development goal. All goals and related outputs must relate to the degree program the student is participating in. The tasks/projects listed below should take approximately 200 hours to complete. Goal 1 A B C D Goal 2 A B C D Goal 3 A B C D Goal 4 A B C D Goal 5 A B C D Intern’s Signature_______________________________________ Date__________________________ HR Manager’s Signature__________________________________ Date__________________________

Allocation of 200 Hours for Internship Preface: Careful consideration of the needed knowledge, skills and abilities unique to a sales & marketing-based role within the craft beer industry was undertaken in order to formulate the allocation of the hours listed below. Company Division Sales        

Number of Hours

120 Participate in beer festivals for experience with customer relations. Plan and host a beer dinner at an off-site restaurant. Participate in meetings with distributors, wholesalers and chain accounts. Plan and set-up off-site promotional events at independent bottle shops around the greater Athens area. Participate in Sales Team Conferences to gain cognition of strategic planning for quarterly forecasts and future product releases. Gain cognition of and experience with navigating the three-tier distribution network. Experience with relationship-building with key accounts in order to sustain profitable partnerships. Experience with generating and processing sales invoices.

Marketing 30  Experience with creating press releases and press kits for promotional events.  Experience with ordering and disseminating point-of-sales merchandise to key on- and offsite accounts.  Sponsorship vetting.  Experience with promoting Terrapin Beer Company events and products through social media.  Act in a public relations role for Terrapin Beer Company Sales Analysis 10  Experience with entering sales data in Terrapin Beer Company database.  Participate in conference calls with sales team for forecasted production needs based off of sales orders.  Product release planning with the Marketing Department to ensure product availabilities. Accounting/Financial 10  Experience with processing both accounts payable and accounts receivable for sales orders.  Processing expense reports from the sales team.  Creating and updating pricing worksheets for the sales team to utilize.  Perform inventory adjustments to ensure availability of products.

Tour & Private Events 15  Learn all facets of the Terrapin Beer Company tour experience and how they relate to sales and customer service.  Experience with navigating the legal requirements for planning and hosting events.  Tour and event planning and preparation.  Experience with managing the operational components of the tour experience and providing exemplary customer service. Production & Logistics 15  Gain cognition of bottling operations and timeframe needed to manufacture craft beer.  Gain experience with logistical support for sales which includes processing BOL’s, pulling orders, modifying orders, scheduling for shipments, off-site distributor inventories and arranging for transportation back to Terrapin Beer Company of outdate beer. Total Sum of Hours = 200

Time Log for Weekly Internship Assignments Date

# of Cumulative Hours 5

Work Performed

8/19/2013

# of Hours 5

8/25/2013

4

9

*Example – met with Regional Sales Manager and assisted in planning session for meeting with key distributors for new product launch.*

This form will be completed in an Excel format and used by the intern to log his/her weekly hours and work outputs.

Internship Organizational Critique At the completion of the internship please complete the following and turn it in to the Human Resources Manager for review. Please note that this is a requirement of the internship and aids Terrapin Beer Company in their continual developments at creating an industry-leading internship experience. Name: Semester of Internship: Department of Internship: 1. How would you rate the overall quality of the internship experience? Great Good Average Below Average

Poor

2. Would you recommend the Terrapin Beer Company internship program to other prospective students? Yes No Unsure 3. Do you feel the experiences and knowledge that you gained from this internship adequately prepares you for a successful entry into the craft beer market? Yes No Unsure 4. Please describe how the Terrapin Beer Company internship experience helped you develop your professional skill set. Please list the specific skills that you have developed as a result of the Terrapin Beer Company internship experience.

5. Please provide a thorough critique of the Terrapin Beer Company internship program by assessing the strengths and weaknesses.

6. Please identify areas of opportunity within the Terrapin Beer Company internship program (a minimum of 3) and offer ideas on how to improve upon them for future internship experiences.

7. Please provide a 3-5 year career development plan for how you desire to grow and develop in a sales & marketing role within the craft beer industry.