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Use Report Program
Each month, the district should provide ZSs with
an updated copy of the REPORT program printout
which is a shipping list. ZSs should verify their
shippers by name with each RINC. Most districts use
a DEP update sheet that the member fills out to
answer updated BEERs questions. These can be
checked off against the REPORT printout as they are
received.
Interviewing Potential Attrites
Potential attrites must be brought to the attention
of the RINC, ZS, and NRD chain of command as
soon as they are identified. An interview should be
scheduled starting with the RINC and advancing up
the chain of command, if required. Before you meet
with a potential attrite, carefully review all
blueprinting information available on the P-card and
talk with the recruiter of record. When talking with
potential attrites, calmly ask open-ended questions to
determine the nature of the problem. Determine what
assistance the recruiter is providing. Do not attempt
to overcome any objections over the phone. You need
to schedule a face-to-face meeting. On meeting with
the potential attrite, continue to blueprint to determine
if the problem can be resolved. You may have to use
stronger than usual blueprinting techniques at this
point as some potential attrites have had a change in
eligibility that they may not want to reveal. Review
want, need, and dominant buying motive. People’s
priorities and plans do change. For example, the DEP
member may have originally been sold on travel and
excitement but now has decided that an education is
more important. Use sales techniques to resell and
remotivate the potential attrite. Coercion should never
be employed to save a shipper.
DEP Events
Monthly DEP meetings are required and should be
used for training and referral generation. Other events
can add to the effectiveness of your DEP. The
following ideas are only a start. Have your recruiters
suggest what events they might like to conduct. Then
ask the DEP personnel what activities they would like
to be a part of.
DEP FAMILY NIGHTS.– DEP family nights
have proven to be an asset to DEP programs. A
meeting is held with all DEP members and their
families are invited. Topics that are normally covered
include recruit training, Red Cross emergency liaison,
educational benefits, pay and allowances, medical and
dental benefits, and referral recognition programs.
Guest speakers might include the chain of command,
recruit company commanders, Red Cross military
representatives, health benefits advisors, and recent
recruits who are home on leave. Invited guests can
include undecided prospects and their families,
educators, or potential COIs. Serve refreshments and
make the presentation as organized and professional as
possible. These family nights can go a long way in
calming the fear of the unknown in the minds of DEP
members and their families.
After a detailed
discussion of DEP advancements for referrals, don’t
be surprised if parents start calling with names and
numbers. They may realize the advantage of the
advancement more clearly than their offspring. These
DEP family nights are most effective as zone
functions if logistics will permit. This increases
attendance, creating confidence in numbers. It also
provides more efficient use of guest speakers.
CENTER OF INFLUENCE EVENTS.– Funds
are available for the entertainment of COIs. Invite
COIs who have been helpful as well as those you are
beginning to cultivate.
Civic and business leaders,
educators, members of professional groups, groups of
prospective Navy applicants, high school coaches,
media representatives, high school or college students
identified as leaders, and other influential groups all
qualify for invitation to COI events. Approval for
COI events must be obtained in advance from the
cognizant Commander, Navy Recruiting Area
(CNRA). No event should exceed $1,000, with a per
person limit of $7 for breakfast, $8 for lunch, and $11
for dinner. Contractors must agree not to charge for
no-shows.
A Navy disbursing office will make
payment directly to the vendor for approved events.
Recruiters may not fund these events themselves and
seek out-of-pocket-expense (OPE) reimbursement.
REGULAR DEP EVENT.– Regular DEP events
are informal gatherings that require advance approval
by the cognizant CNRA. DEP functions are limited
to a maximum of $500, not to exceed $8 per person.
As with COI events, purchase orders are required for
contracting regular DEP events, contractors must agree
not to charge for no-shows, and all payments are
made directly to the vendor by a Navy disbursing
office. Immediate family members are authorized a
one-time attendance at regular DEP events requiring
funding.
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