District 1567 Shining Stars

1. District 1567Shining Stars New Representative Training

2. Value of a Beauty Customer Skincare Customer:Color Customer: Cleanser $10.00 Foundation $9.00 Toner $10.00 Blush $7.50 Day Cream $24.00 Eye Shadow Duo $8.50 Night Cream $24.00 Brow Shadow $5.00 Eye Cream $18.00 Face Powder $7.50 __________ Eyeliner $5.00 Total $86.00 Mascara $6.00 Percentage 40 % Lip Liner $5.00 Earnings $34.40 Lipstick $7.00 _________ Total $60.50 Percentage 40% Earnings $24.20

3. Value of a Beauty Customer Daily Needs Product: • Shower Gel $5.00 Earnings Proposition: • Deodorant $ .99 Value of One Customer =Approx. $1000 Yearly • Fragrance Body (The typical Customer will buy these products 5 times a year) Cream $10.00 • Hand Lotion $1.99 20 Customers = $20,000 (Yearly Sales) • Shampoo $3.49 At a 40% Commission Rate = $8,000 earnings • Conditioner $3.49 • Hair Gel $3.99 • Hair Spray $3.99 • Nail Polish $3.95 • Fragrance $22.50 _______________________ • Total $59.39 • Percentage 40 % • Earnings $23.76

4. Which Salespeople Are Getting The Business? ..…Calling Back Does It! 48% of Salespeople make 1 call and quit. 25% of Salespeople make 2 calls and quit. 15% of Salespeople make 3 calls and quit. 88% of all Salespeople quit after 1, 2 or 3 calls. 12% of Salespeople keep calling. The 12% who keep calling are doing 80% of the business. Yet it was discovered that 60% of the merchandise was purchased at the fifth call or after. Moral - Even the most difficult prospect can be sold if called on regularly.

5. Brochures are a Great Investment in your Business Buy 50 BrochuresBuy 100 Brochures 50 Brochures $13 100 Brochures $19 Demo Products $15 Demo Products $15 Samples $ 5 Samples $ 5 _______________________ _______________________ Investment $33 Investment $39 18 Customers (1/3 of 50) 35 Customers (1/3 of 100) X $20 avg.order X $20 avg. order $360 at 35% earnings = $700 at 40% earnings = $126 in earnings$280 in earnings $126 earnings $280 earnings - $ 33 investment - $ 39 investment $93 in actual earnings $241 in actual earnings

6. Which would you rather earn? Buy 50 brochures = $93.00 earnings OR Buy 100 brochures = $241.00 earnings By spending an extra $6.00 your additional earnings are $148.00. The choice is up to you!!!!!!!!

7. INCREASE CUSTOMERS:Which actions will become part of your plan to increase Customers? ___ Ask Customers for referrals. ___ Call Back. ___ Leave a personal note or letter for potential Customers. ___ Use first week of Campaign to find new Customers. ___ Call on working Customers on Saturday’s or evenings. ___ Re-canvas territory. ___ Engage Helpers. ___ Sell to businesses. ___ Carry a box or bag of products that you can sell for $1.00 (deodorant, lip balms, soaps, hand cream, etc.). ___ Host parties. ___ Other ideas:

8. Increase how much each Customer buys from you:Which actions will become part of your plan to increase how much you sell to each Customer? ___ Increase the number of Beauty Products your Customer Buys. ___ Use 3 easy Techniques: - Link Selling: Linking one or more products to each other. - Add on Selling: Suggest related products. - Cross-Category Selling: Bridge customer to other products. ___ Create your own bundles. ___ Become a Beauty Advisor. ___ Leave samples for each person in household. ___ Carry demos in a basket to attract attention. ___ Host Home Parties. ___ Suggest that Customers use their Credit Card to pay for products. ___ Order extra products for instant selling. ___ Offer Customer discounts or free gifts for large orders. ___ Other Ideas:

9. Demo Reinvestment Plan The Demo Reinvestment Plan is based upon selling your demonstration products after using them to encourage sales. Then take the money from the sales and reinvest in future demos. The following is a sample of a single demo investment: Demo Resale Price Investment(Brochure Price) 1st Camp $ 4.17 $ 6.97 2nd Camp $ 6.97 $ 11.91 3rd Camp $ 11.91 $ 19.85 4th Camp $ 19.85 $ 33.08 5th Camp $ 33.08 $ 55.13 This will show how much money you will have to reinvest in the following campaign.

10. $ DON’T RETURN $$$ EARN! • As you know, the Avon Guarantee is unique in the direct sales industry. You can return products which do not meet your Customer’s satisfaction. • You can sell Avon products with full confidence that you (or your Customers) never need to be “stuck” with products. However, there are often more benefits to be gained from keeping and reselling a new, unused product than returning it for credit. You will save the charge for postage and build your earnings. • If you are experiencing a high rate of returns in your business, please contact your District Sales Manager for help, as you don’t want to lose your Instant Credit privileges.

11. $ DON’T RETURN $$$ EARN! Here are some creative alternatives to help you • Carry a basket of returned items labeled “Special Sale” when delivering orders. • Make a list of “Red Tag” items, include the prices, and enclose in every customer’s order. • Customer grab bag or surprise pack – select items, place them in an Avon bag, label with category or type of products, seal the bag. Allow customers with a $10 order the chance to buy the bag at one price. • Use products for Helpers to demo with Customers. Use products as an enticement for someone to become your helper or as incentives for Helpers who reach a goal. • Use the product for a “prize drawing” for customers who place a certain size order (Set your own minimum). • Make a “Customer Club” punch card. After eight purchases, the Customer gets a FREE surprise product, or use the card to draw for prizes. • Generate more sales by allowing new or potential Customers to use products as a “free at home trial” product.

12. Use the right toolsWhich actions will become part of your plan to use the right tools? ___ Order extra brochures and use them to get new Customers. ___ Maximize Demo’s – use the Demo Reinvestment Plan. ___ Create Lumpy Brochures. ___ Instead of returning products, offer them as super sellers. ___ Follow-up on samples left with Customers. ___ Give Customers samples in product categories they are not currently using. ___ Pursue Fundraising Opportunities. ___ Other Ideas:

13. How to use the Buyers Club Card • Use with new and established customers – or as a door opener. • Easy to use and encourages repeat sales. • In the “IF YOU PURCHASE” area, write a dollar amount. • Where the card says “YOU ARE ENTITLED TO”, write in any prize, discount or any other motivating idea you may have. • Write in the Customers name and expiration date. • The Customer must make 10 purchases totaling the Dollar amount you have determined. • Write in “Redeemable Through Date”. Try to keep it within a reasonable timeframe. (5-10 campaigns) • Let the Customer know that you are keeping track of his or her purchases. • Each time you see the Customer, write the amount of his or her purchase in the correct box. • Giver your Customer an extra Buyer’s Club Card for a friend

14. Go The Extra MileWhich actions will become part of your plan to go the extra mile? ___ Offer an Avon Gift Registry. ___ Send personal thank-you notes to new Customers. ___ Offer Lay-aways – pay 50% down and the balance in a specified time period. ___ Give small products as a birthday gift. ___ Offer free gift wrapping. ___ Keep records of important dates for your Customers. ___ Call and remind your Customers when a favorite product is on special ___ Other Ideas:

15. AVON GIFT REGISTRY How the Avon Gift Registry Works: Ask your Customer to give you the names of acquaintances and the occasions they would give them gifts, along with the approximate amount he or she would spend on each. File your Customer’s card under the month in which he or she would need the gift. Representative will then pull the card one month ahead of time and go through current brochure to make suggestions to the Customer. Call your Customer and make suggestions and then follow up for the order. (You might offer free gift-wrapping)

16. ACHIEVING PRESIDENT’S CLUB • Start where you are right now and decide where you want to go! • What do you want to achieve: • ____ $10,100 President’s Club Goal • ____ $20,200 Honor Society • ____ $38,000 Rose Circle • ____ $66,500 David H. McConnell Club • ____ $112,000 President’s Council • ____ $280,000 President’s Inner Circle • How Can You Make It Happen? • Start with a Winning Attitude • Set a Goal • Create a Plan • Use the Right Tools • Commit to going the Extra Mile • Winning Attitude • Believe you can. Take the steps that will get you there and you will achieve!