SALES DIRECTOR . Requirements • 30+ active team members • $4,000 unit production per
month Compensation • 9-13% Unit Commissions • Unit Bonus - Unlimited! • 9-13% Pers Team
Commissions • Pers. Recr. Bonus - $100 • Gifts, Recognition, & Travel • Wellness Bonus $750-$1800 • $300 Bonus on 3 Q. Recruits • $300 Bonus on Star Cons FUTURE SALES DIRECTOR__ Requirements • 8+ active pers. team members • You must be active Compensation • 9% or 13% personal team
commission • $50 team-building bonus CAREER CAR . Requirements • 12+ active pers. team
members • $4,500 monthly personal team
production • You must be active Compensation • 9% or 13% personal team
commission • $50 team-building bonus • Career Car or $375 per month TEAM LEADER . Requirements • 5-7 active pers. team
members • You must be active Compensation • 9% or 13% personal team
commission • $50 team-building bonus STAR RECRUITER . Requirements • 3-4 active pers. team
members • You must be active Compensation • 4% personal team commission • Eligible to begin earning $50
team building bonus SENIOR CONSULTANT . Requirements • 1-2 active pers. team
members • You must be active Compensation • 4% personal team commission
Future Director Gwen Marie
Judith Bartels Laura Brizuela Sue Clemens Diane Kenney
Lisa King
*Marilyn Overby Patti Richolson
Sherry Simmons Betty Thuestad
Star Recruiter Gina
Tapella
Althea Caldwell *Christel Graham
Kim Hetfleisch Deborah Johnson *Angelica Lucero *Keri Marcionetti
*Rose Meyer Demme Pluta *Petrina Rauzi *Nina Tapella
Angela Woolridge
Traditions ‘n’ TimeTraditions ‘n’ TimeTraditions ‘n’ Time December Results STROUD GO-GIVE January 2013 Issue
Lve Checks! 13% Love Checks
Ellen Becker - $637 Judi Tapella - $354
9% Love Checks
Stephanie Feldmann - $155 Kathy Schultz - $106 Gwen Marie - $105 Gina Tapella - $53
4% Love Checks
Gayle Thanepohn - $41 Ginny Murphy - $33 Marcie Wood - $32
Margie Thurow - $28 Debra Townsend - $24 Sandy McCarthy - $16 LaDonna Griffis - $10
Star Recruiter Kathy Schultz
Judy Adams *Karen Devine
Delynn Geistwhite Joni Gray-Janssen
*Nancy Hale Tasha Hayman Dee Dee Hurst *Regina Hubert
*Mary Kovar *Consuelo LaReau *Katiria Mayor-Pena
Gina O’Neill *Stephanie Quigley
*Carol Reams *Patricia Reddel *Susan Schultz
Kristi Snapp *Roberta
Stauffenberg *Diana Thompson Beverly Wilwohl
Team Leader Ginny
Murphy
Marilyn Brown *Denise Ellis *Judy Kestel *Judith Mroz
*Sheila Murphy Carol Norman
Terry Pilon Patricia Villanueva
Star Recruiter Rosemary Liggens
*Trini Acevedo *Amy Castaneda *Deborah Clauss
Maria Diaz Raquel Gallegos Maria Vergara
Team Leader Stephanie Feldmann
Leona Bernacchi Gretchen Fitzharris
*Kathy Hebert Angela Holloway
Emily Kerous Elizabeth Letsky Catherine West
Star Recruiter Carla Novak
Felicia Koonce Diane Miskulin
Cindy Novak
Star Recruiter LaDonna
Griffis
Barbra Butts Rosalyn Dressel
Mary Schmidt
Star Recruiter Gayle
Thanepohn
Mary Bromeland *Alicia Carson
Marge Thurow Shirley Truog
Congratulations!! We are excited to welcome Becker’s Bee-Utiful Bumblebees as a New Tapella Unit!!!
NEW DIRECTOR ELLEN BECKER!!
Ellen’s Team:
Judy Anderson Margaret Arnett
Staci Becker Nancy Birkmeier Carol Ann Burson
Kelly Covey Sonya Fillis Lisa Gentry
Julie Gianessi Kenzi Graber Amy Hamm
Susan Henderson Sue Hurd
Ann Jacobs Deborah love
Aimee Mattingly
Barbara Mullenix Anna Parker Nicole Rusk Lisa Snyder
Suzan Tisdale Debra Townsend
Tammy White
Queen of Sales
Stephanie Feldmann
Sales Court Stephanie Feldmann $1,428 Leona Bernacchi $1,208
Up in LightsUp in LightsUp in Lights Queen of Recruiting
Ellen Becker!
Welcome Unit Members!!
NEW CONSULTANT RECRUITED BY: Judy Anderson Ellen Becker Staci Becker Ellen Becker Nancy Birkmeier Ellen Becker Deborah Clauss Rosemary Liggens Susan Henderson Ellen Becker Sue Hurd Ellen Becker Anna Parker Debra Townsend
CONGRATULATIONS TO ELLEN BECKER AND BECKER’S BEE-UTIFUL BUMBLEBEES!!
The Bee-Utiful Bumblebees officially ‘take flight’ at their debut DATE: Sunday, February 10th TIME: 2:00 - 4:00 p.m. PLACE: “The Cabin”, 21869 Illinois Rt 9, Tremont, IL ATTIRE: MK Business Attire COST: $2 per consultant, guests free. Cake & coffee reception. RSVP to your director.
CONGRATULATIONS TO ELLEN…..SHE IS ON TARGET FOR HER CAR!!!! (Qualifying months Dec.-Jan.-Feb.-March)
Dear Tapella Twinkles,
I am thrilled to welcome Ellen Becker and her team as a new Tapella unit! Ellen has been my personal recruit for 34 years. We have experience many of life’s challenges together. This year was especially challenging for Ellen to complete directorship. She unfortunately lost both of her parents doing her qualifications to become a unit. I am so proud that she went on to finish the goal that she had in her heart for a number of years. I hope many of you can attend the debut on Feb 10th to meet her wonderful unit and celebrate their victory!
This is the final 6 months of the Celebration of the 50th Anniversary! What are you committed to do with these 6 months in tribute to Mary Kay and her dream?
We need to earn our 18th Pink Cadillac and build our unit to a $650,000 Unit Club again! We can do that by adding 10 new Red Jackets! Have you seen the new Red Jackets? We want to share the information about the best opportunity in the world with all of our favorite people! We want to build our unit to it’s biggest numbers to achieve these goals! I know that you have a dream inside that is wanting to get out! Let me know how I can assist you with that goal!
We have Pacesetters and Career Conference coming up soon. Be sure and get enrolled to learn the skills that you need to advance. Seminar is August 4-7th It is going to be unbelievable!! You need to plan to go now! Save your money and work on being a Star for Awards Seating! I believe in you and I can’t wait to see what is in store for you this unbelievable year!
You are loved,
Never Stop Dreaming
BIRTHDAYS 3 - Betty Thuestad 4 - Ann Rahrig 5 - Karen Rozwalka 6 - Rosalinda Cruz 6 - Gretchen Fitzharris 6 - Judith Mroz 7 - Maria Vergara 9 - Carol Vice 12 - Rosalyn Dressel 14 - Felicia Koonce 14 - Valerie Krueckeberg 17 - Stacie Anstead
19 - Angela Holloway 19 - Paula Noreiko 21 - Deborah Clauss 22 - Vicki McDonald 22 - Marilyn Overby 25 - Alyssa Gifford 25 - Kristi Snapp 26 - Jennifer Case 28 - Carol Reams
ANNIVERSARIES 27 yrs. - Marge Thurow 24 yrs. - Judith Bartels 23 yrs. - LaDonna Griffis 23 yrs. - Frances Farish 20 yrs - Dee Dee Hurst 17 yrs. - Mary Bromeland 15 yrs. - Susan Schultz 15 ys. - Ann Rahrig 10 yrs. - Keri Marcionetti 9 yrs. - Debbie Sterr 7 yrs. - Tasha Hayman 7 yrs. - Judy Street
7yrs. - Judith Mroz 6 yrs. - Patricia Reddel 5 yrs. - Felicia Koonce 3 yrs. - Betsy Alexander 3 yrs. - Beverly Wilwohl 3 yrs. - Delynn Geistwhite 2 yrs. - Jennifer Case 2 yrs. - Chris Dunworth 2 yrs. - Angelica Lucero 1 yr. - Doris Carlson 1 yr. - Itzhel Qadri 1 yr. - Vania Rodriguez 1 yr. - Jennifer Barello
FEBRUARY BIRTHDAYS & ANNIVERSARIES
WINNING WEEKS
Stephanie Feldmann $684 Stephanie Feldmann $503 Carol Ann Burson $467 Rosemary Liggens $442 Leona Bernacchi $435 Leona Bernacchi $406 Leona Bernacchi $367 Carol Ann Burson $305 Rosemary Liggens $278 Stephanie Feldmann $155 Diane Kenney $149 Stephanie Feldmann $86 Diane Kenney $69
Marge Thurow $1,147
Spotlight Performers! Highest Reorder
Rosemary Liggens $442
Highest Class
Stephanie Feldmann $377
Highest Week
Marge Thurow $1,147
Highest On The Go
Leona Bernacchi $115
$100 Day Winner
Stephanie Feldmann
Carol Reams, Leona
Bernacchi, Sharon Lichthardt, Carol Norman & Laura
Dilworth received a special gift for letting me know she
read the newsletter
PCP / DIALING FOR DOLLARS Rosemary Liggens $442 Rosemary Liggens $278 Carol Ann Burson $277 Carol Ann Burson $199 Diane Kenney $149
Carol Ann Burson $105 Stephanie Feldmann $86 Carol Ann Burson $86 Stephanie Feldmann $79 Stephanie Feldmann $76 Stephanie Feldmann $74 Diane Kenney $69 Stephanie Feldmann $50 Stephanie Feldmann $40 Carol Ann Burson $40 Stephanie Feldmann $31 Carol Ann Burson $28 Carol Ann Burson $22 Stephanie Feldmann $18 Stephanie Feldmann $18 Carol Ann Burson $15
Marge Thurow $108
CLASSES & FACIALS Stephanie Feldman $377 Leona Bernacchi $320 Stephanie Feldman $274 Leona Bernacchi $200 Leona Bernacchi $191 Stephanie Feldman $87 Leona Bernacchi $60 Marge Thurow $40
ON THE GO SALES Leona Burnacchi $115 Leona Burnacchi $107 Leona Burnacchi $59 Stephanie Feldmann $34
ONLINE/WEB SALES Leona Bernacchi $155 Stephanie Feldmann $74 Stephanie Feldmann $31 Stephanie Feldmann $18
HOLIDAY OPEN HOUSE Marge Thurow $1,149
Follow Through Elite Executive NSD Emeritus, Dalene White, once conducted an interesting experiment. She called the Stock Exchange to ask the price of one ounce of gold. Next she weighed out one ounce of “pink tickets” (carbons of her customers’ sales receipts) and began calling these customers for reorders. At the end of the day, the profit from those sales was greater than the value of an ounce of gold! In calling her customers, she effectively proved the wisdom of follow through.
Updated through 1/18/13 Contest Dates: 12/16/12 to 3/15/13
Consultant Whls Amt In Qual. Rec.
Need for Sapphire
Need for Ruby
Need for Diamond
Need for Emerald
Need for Pearl
Kuypers, Martha A. $1,302 $498 $1,098 $1,698 $2,298 $3,498
Feldmann, Stephanie $981 $819 $1,419 $2,019 $2,619 $3,819
Marie, Gwen $865 $935 $1,535 $2,135 $2,735 $3,935
Schultz, Kathy $822 $978 $1,578 $2,178 $2,778 $3,978
Tapella, Judi $697 $1,103 $1,703 $2,303 $2,903 $4,103
McCarthy, Saundra K. $635 $1,165 $1,765 $2,365 $2,965 $4,165
Fitzharris, Gretchen M. $602 $1,198 $1,798 $2,398 $2,998 $4,198
Thanepohn, Gayle N. $600 $1,200 $1,800 $2,400 $3,000 $4,200
Truog, Shirley M. $538 $1,262 $1,862 $2,462 $3,062 $4,262
Kenney, Diane M. $458 $1,342 $1,942 $2,542 $3,142 $4,342
Murphy, Virginia L. $402 $1,398 $1,998 $2,598 $3,198 $4,398
Mid Year Standings
Tapella Family Awards 2012-2013
UNIT SALES COURT
TAPELLA SUPER SALES CT $24,000 Retail & above
Head Table Seating at Awards Banquet, SurPrize gift
Go-Give Princess Court $20,000
NATIONAL SALES COURT
$36,000 Retail - Choice of Company
Gift
NATIONAL RECRUITING COURT
24 Qualified - Diamond Bee Ring
TAPELLA FAMILY SALES COURT $18,000 Retail
TAPELLA FAMILY RECRUITING COURT
6 Qualified
ANNUAL MISS GO-
GIVE
Beautiful Heart
Money Bar Pins: Gold Tone Bar Pin with Retail
Sales of $4,000-$20,999
Crystal Bar Pin with Retail Sales
of $21,000+
QUEEN OF SALES
QUEEN OF RECRUITING
prize
Stephanie Feldmann #1 YTD Sales
Ellen Becker #1 YTD Recruiting
Court of Recruiting No. of Seminar Qual. Recruits.
(Ties are broken by commission.)
CONSULTANT Sem.
Qual Rec
Need for Tapella Rec. Ct
1 Ellen Becker 2 4 2 Gwen Marie 2 4 3 Kelly Covey 1 5 4 Debra Townsend 1 5
Court of Sales YTD
ON-TARGET MONEY BARS
CONSULTANT Retail In Thru December
MONEY BAR GOAL
Whls Need-ed by 6/30
1 Stephanie Feldmann $12,704 $36,000 $23,296 2 Ellen Becker $10,876 $36,000 $25,124 3 Gwen Marie $7,465 $18,000 $10,535 4 Kelly Covey $6,687 $18,000 $11,313 5 Virginia L. Murphy $6,635 $18,000 $11,365 6 Marilyn J. Brown $6,425 $18,000 $11,575 7 Debra K. Townsend $6,386 $18,000 $11,614 8 Gretchen Fitzharris $6,217 $18,000 $11,783 9 Marjorie Thurow $4,931 $12,000 $7,069 10 Kathy Schultz $4,814 $12,000 $7,186 11 Karen McManamon $4,531 $12,000 $7,469 12 Leona R. Bernacchi $4,147 $11,000 $6,853 13 Tammy L. White $4,025 $11,000 $6,975 14 Mary C. Schmidt $3,922 $11,000 $7,078 15 Betty A. Thuestad $3,424 $10,000 $6,576 16 Rosemary S. Liggens $3,087 $10,000 $6,913 17 Shirley M. Truog $2,975 $9,000 $6,025 18 Patricia A. Jordan $2,958 $9,000 $6,042 19 Carol Ann Burson $2,895 $9,000 $6,105 20 Diane M. Kenney $2,792 $8,000 $5,208 21 Gayle N. Thanepohn $2,609 $8,000 $5,391 22 Martha A. Kuypers $2,477 $7,000 $4,523 23 Julie K. Gianessi $2,452 $7,000 $4,548 24 Elaine H. Joneson $2,388 $5,000 $2,612 25 Saundra K. McCarthy $2,293 $5,000 $2,707 26 Maria Vergara $2,262 $5,000 $2,738 27 Melissa Mercier-Hyde $2,224 $5,000 $2,776 28 Tacia M. Boyer $2,133 $5,000 $2,867 29 Carol M. Norman $2,111 $5,000 $2,889 30 Sarah Nafziger $2,102 $5,000 $2,898
50th ANNIVERSARY CONSISTENCY Contest WON earrings in December!
Ellen Becker Leona Bernacchi
Marilyn Brown Carol Ann Burson
Kelly Covey Stephanie Feldman Gretchen Fitzharris
Gwen Marie Ginny Murphy Mary Schmidt
Betty Thuestad Marge Thurow
Debra Townsend
WON necklace & earrings set in December!
Betty Thuestad Julie Gianessi
Rosemary Liggens Karen McManamon
On Target to win Necklace in Jan. when you order $200+ whls in Jan.
Sonya Fillis Sarah Nafziger
On Target to win Earrings in Jan. when you order $200+ whls in Jan.
Betty Thuestad
On Target to win Necklace in Feb. when you order $200+ whls in Jan. &
$200+ whls in Feb. Judy Anderson Staci Becker
Nancy Birkmeier Mary Bromland Jennifer Case Sue Clemens Ruth Donahue
Lisa Gentry Julie Gianessi
Joni Gray-Janessen LaDonna Griffis Kim Hetfleisch
Angela Holloway Sue Hurd
Ann Jacobs Deborah Johnson
Patti Kelleher Diana Kenney
Emily Kerous Martha Kuypers
Karen McMananmon Mary McNulty
Melissa Mercier-Hyde Barbara Mullenix
Carol Norman Gina O’Neil Anna Parker
Nicole Robbins Nicole Rusk
Patricia Ruzich Michelle Salato Kathy Schultz
Karen Shoulfer Kristi Snapp Lisa Snyder
Sarah Stewart Gayle Thanepohn
Shirley Troug Carole Vice
Patricia Villanueva Margie Warren Beverly Wilwohl
When you place $200+ in wholesale orders for 3 consecutive months, you will receive this Timeless Classic Swarovski Pendant with gold or silver chain. Choice of colors: pink, topax, sapphire, purple, black. (*choose your color)
You will receive the Matching Earrings for your second 3 consecutive months of $200+ whls orders. (*choose your color)
This inspirational bracelet will be awarded after the third 3 consecutive months of $200+ whls orders. (*choose your color)
For the fourth 3 consecutive months of $200+ whls orders, you will be recognized at the Tapella Awards Banquet and be able to pick a jewelry selection from the Director’s Shopping Spree! OR… you may select this ring!
Thanks for being such a consistent part of our Unit. You are the glue that holds our unit together and moving forward. Consistency is the key to all of your GOALS! Make your decision to have all 4 pieces of this beautiful jewelry set! Stretch even farther and become a Four Quarter Star this Anniversary year! 7/1/12 - 6/30/13.
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Here are some new habits to consider for 2013: Warm chatter 5 people each week. Call until you book 1 appt each day. Call 1 prospect each day. Make 3 recruiting attempts per wk. Listen to 1 motivational tape each day or
read 1 chapter from a book. Call 1 current customer each day. Dress up in Mary Kay image each day &
perfect your personal makeup habits. Sell 1 item each day. Set aside 1-half hour/hour or more each
day to work your business. Say a daily affirmation out loud to yourself.
Share your goal with 1 person a day. Memorize 1 MK script each month and
practice it at least 3 times a wk.
When setting big goals in the New Year, your weeks can turn into a bustle of activity. At the end of the week, make sure to tally how many Income Producing Activities you completed. Big goals give us something to strive for, reach for, grow towards. Challenge yourself not only to set a goal this January, but also to choose a minimum that you WILL do no matter what! By working Full Circle, all of the above will probably happen. Choose one as your minimum must!
What is your minimum? Many inspiring queens’ of sales stories begin with, “I wouldn’t let my‐self go to sleep each night un l I sold a ___ (fill in miracle set, cologne, etc...).” Many consultants and directors in the Court of Sharing say they held at least 1 sharing appointment each day. Tracking successful directors and na onals, I’ve found that most have a small, achievable daily personal goal they don’t miss. They usually have many other goals as well, but there is always a minimum that they don’t miss which gets them out of bed each day and helps them stay focused on IPA’s.
Choose your “I won’t let a single week go by with‐out”: Passing out 7 cards Ge ng 5 New Leads Ge ng 5 Referrals from Current Customers (or at skin
care classes & new appointments) Bringing 1 Guest to Each Mee ng &
Event Booking 3 Classes Holding 1 Class Holding 1 Interview
Is Gold Medaling a Goal of Yours?! Inch By Inch, It’s a Cinch!
GOALS
Permit no one to dissuade you from pursuing the goals you set for
yourself. - Ralph Bunche
The way to achieve your goals in life is to put everything you have into
what you want and cut out everything else. - Emily Bennington and Skip Lineberg
Ongoing Company Promotions: What are you
working towards
Mary Kay Dates to Remember:
Jan. 21: Martin Luther King Jr. Day. Postal Holiday Jan. 30: Last day of month for consultants to place phone orders (until 10 CST) Jan. 31: Last business day of the month. Last day of the month for consultants to
place online orders (until 9pm CST). Orders & agreements submitted by mail or dropped off at the branches must be received by 7pm local time to count toward this month’s production. Online agreements accepted until midnight CST.
Feb. 2: Registration opens for the first week of Career Conference 2013 (March 15-16).
Feb. 3 Super Bowl Sunday Feb. 5: Registration opens for the second week of Career Conference 2013
(March 22-23 and March 24-25); Income tax meeting Feb. 5-7-9 Chicago Pacesetters Feb. 10: Ellen Becker unit Debut Feb. 11: Girls Night out Feb. 14: Valentine’s Day. Feb. 18: President's Day - Postal Holiday. Feb. 19 Techno Diva Markelz Office Feb. 26 Brush Clinic Feb. 27: Last day of month for consultants to place phone orders (til 10pm CST). Feb. 28: Last business day of the month. Deadline to register for Career
Conference 2013. Career Conference Moving On Up Challenge ends. Last day to qualify for Glitter and Gold Luncheon. Last day of the month for consultants to place online orders (until 9pm CST). Agreements accepted online until midnight CST.
WORDS OF WISDOM FROM MARY KAY ASH: The most valuable gift you could give your children is not money, but instead it is the ability to think positively. The money will soon
be gone, but the ability to think positively will go on to help your children be a success throughout their entire lives.
Top 5 Reasons to Attend Career Conference:
1. Value vs. Cost– what you gain by attending is priceless. 2. Bonding Time– This is a terrific time to build relationships
with your Sales Director, unit members and others. 3. Idea Sharing– Take what’s working for others and imple-
ment in your own Mary Kay business. 4. See it First– Be among the first to see, touch and learn
about upcoming products, sales-building tools and other company initiatives.
5. Celebrate– Revel in your successes so far and aspire to set new goals to help catapult you to greater success!
TRAINING LOCATION: MINOOKA OFFICE.
MINOOKA OFFICE 408 W. Mondamin
Every Saturday Basic Training 9am-Noon Orientation Session I Booking & Skin Care Class Tips
Every Wed. Skin Care Class - 7:00-9:00pm, must RSVP
PLEASE PARK ON THE LEFT SIDE OR BACK OF THE
BUILDING
IMPORTANT INFO. FOR WOMEN OF THE MILLENNIUM!!!
1. My business phone is 815-467-5077 2. You can fax summaries to me at 206-350-7953 NEW!! 3. My email address is: [email protected] or [email protected] 4. My website address is: www.juditapella.com - password: jt
MEETING FORMAT SR. CONSULTANTS - dress in black & white for special seating;
COMMERCIAL LADY - sign up to do a commercial at each meeting; STAR CONSULTANT RECOGNITION each qtr will be pictured on the wall at the meeting.
MARK YOUR CALENDAR Meetings every Tuesday, 7:00 - 8:30 p.m.
MEETING INFO: Jan. 22 Beginning a New Year Jan. 29 Kiss and Tips on Valentines
Sales Feb. 5 Income Tax Information Mtg Feb. 11: Girls Night Out Feb. 19: Techno Diva Markelz Office Feb. 26: Brush Clinic SPECIAL EVENTS Feb. 5-7-9 Chicago Area Pacesetters
- AM and PM Classes Bensenville
Feb. 10 Ellen Becker Unit Debut Mar. 22-23 Career Conference
Schaumburg Aug. 4-7 Pearl Seminar, Dallas - 50th
Anniversary
Wednesday Training - 7 pm - RSVP Jan. 23 Linda Good, Brush Clinic Jan. 30 Becki Hackett, Glamour
Workshop Feb. 6 Diane Gentile Feb. 13 Lucy Ortiz Feb. 20 Tami Dinelli Feb. 26 Barb Miller Saturday training - 9 am - 12 noon RSVP Jan. 26 Lolita Cleveland Feb. 2 Lucy Ortiz Feb. 9 Marcia Vazquez Feb. 16 Tami Dinelli Feb. 23 Susan Hohlman
Judi Tapella Executive Senior Sales Director 114 E Pioneer Dr Minooka, IL 60447 Phone: 815-467-5077 Fax: 206-350-7953 NEW!!
2013 GOAL: $650,000
JAN. DEADLINES: Last day for phone orders: Jan. 30th Last day for online orders (until 9pm) : Jan. 31st
You can assign your order to me after 9 pm: Jan. 31st
$650,000 — OUR GOAL JUNE MAY APRIL MARCH FEB. JAN. $46,259 DEC. $41,237 NOV. $45,909 OCT. $41,054 SEPT. $39,226 AUG. $27,886 JULY
ACTUAL YTD TOTAL $241,571
Happy New Year!!
W
JJ
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