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Materials to Take on an Itinerary.– Have all
materials that may be needed been anticipated and
obtained? Materials to consider taking on an itinerary
include the following:
Collateral material (take-ones, pamphlets,
giveaways)
Enlistment screening test (EST) material
Blank prospect cards
Prospect cards on prospects to be interviewed
Blank kits
School folders, ASVAB results, school lists
Local map of the area (if the map on the back
of the itinerary data card is hand drawn or
incomplete)
Press releases for local or school newspapers
Films or other material requested for schools
or other target market centers
Public service announcement (PSA) spots
Advertising items such as posters and window
cards
Applicant processing forms that could be
required from the area to be visited such as
police checks or birth verifications
The itinerary data card itself
IS THE RECRUITER KNOWN IN THE
AREA?— When the same recruiter appears in the area
week after week, he or she generally becomes well
known. Observe how the recruiter is greeted at
stopping points. Does it seem that a genuine rapport
has been established? Does the recruiter know
appropriate background information on points of
contact? Is it evident that there is more than a passing
interest both on the part of the recruiter and the point
of contact?
REFERRALS.— Notice how the recruiter
approaches the subject of referrals. Does the recruiter
draw a picture of the type of individual the Navy is
looking for or just ask for names? Ideas to help the
recruiter increase referrals can be found in chapter 6.
PDC ACTIVITY.— Does the recruiter take
advantage of PDC opportunities or seem to walk right
by the potential prospects? Check for PDC training
methods in chapter 6.
TIMING.— Compare the timing on the itinerary
data card to the time actually spent. Are arrivals and
departures on schedule? Do times seem to be realistic?
PDC opportunities.
5-19
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