To protect your business and earnings in 5 Q 5 Q Retention & Contact Programme C 17 -C 4 2010/2011
The words “you’re invited” evoke an immediate emotional response. Warm, welcoming, intriguing. . . this simple phrase opens the door to possibilities. When something exciting is happening, everyone wants to be invited! And Avon’s most exciting year ever is starting right now
Objective • ‘You’re Invited is the first activity to set the foundations in place for a fantastic 125 th Year! The programme is designed to minimise activity drops and improve Representative retention, therefore protecting your earnings, as we move from 2010 into the New Year by: • Driving active Representatives and retention through segmented contact by ASMs and SLs • Maximising key marketing initiatives to encourage Representatives to serve more customers
Agenda • • • Contact during 5 Q C 17 , C 18 & C 1 priority contact C 2 -4 priority contact Scripts / Templates to support your 5 Q contact Planning for you and your team ‘You’re Invited’ Programme • Activation • Field Activities • Incentives • Brochure energy – marketing support • Your 5 Q planners • Summary
5 Q Contact
Why is contact critical in Q 5? • Find out what is going on in your team to give you best platform to start 2011 – no surprises! • Retain the order count you work so hard for • Share key messages with and support your Representatives and Sales Leaders
Critical Information • Make sure you have all your essential dates/times - Condensed Campaigns Last Posting dates Internet Delivery Schedules • Read 1 st Qtr Guide on the Sales Leader Website
C 17, C 18 & C 1 Priorities Task Tools Outcome Your Downline Sales Leaders keep in contact and support them Website, ALM, Hello Tomorrow Ensure everyone understands the incentives, their contact priorities and how the contact will support their business as well as how to use the appropriate business tools, e. g ALM Pre Order management Reports On time order Inactives SMA, OM website Re-activation or replacement Request customer list Your Downline Sales Leaders, contact for their inactive update Appoint replacement in current campaign to re-canvass- extra order Coach Sales leaders on how to get replacements and customer lists Held orders OM Released on time orders LOA 1 -6 SMA report Support on how to work the short campaigns Update customer list No Brochures SMA report Advanced notice of Representative leaving Coach Sales Leaders to follow up LOA 7 -18 Alpha listing Support on how to work the short campaigns Update customer list Get Sales Leaders to replicate Alternate orderers Alpha listing Sell incentives to ensure an order every campaign Posters OM - Website Can they internet or phone? Coach to use the internet President Club – C 17 & C 18 only Alpha listing Ensure achievement in Campaign 18
Contact Priorities – C 2 – C 4 • Your Downline Sales Leaders • • • Ensure everyone understands the incentives, their contact priorities and how the contact will support their business as well as how to use the appropriate business tools, e. g ALM Emphasis needs to be placed on the replication with their downline teams 2 nd Inactives 1 st Actives LOA 1 -6 No brochures LOA 7 -18 Alternate orderers Posters LOA 1&2 are your sole responsibility. There will be support for LOA 3 -24. Full details on the next slide
2011 Reactivation Telecontact Programme Objectives • To increase Representative order activity in 1 Q. • Encourage activity during shortened selling periods. • Increase Representative average order. Structure • Call those Representatives who haven’t placed an order on 2 nd day of order processing in C 2, C 3 & 4. • Representatives will be offered product packs (inline & new) • Brochures available relevant to different campaigns. • STEPS team to call LOA 3 -7 • I-Response to call LOA 8 -24 • Representatives encouraged to place an order - not necessarily based on the packs sold through telecontact. • Brochures available to order whether Representative takes up pack or not.
Scripts / Templates to support your 5 Q contact
Telephone Scripts • There are scripts available to support all of your 5 Q telecontact • Inactives • Order Management • Recruitment • Overcoming objections • Sales Leader Development Call • These can all be found in your ‘ 5 th Quarter support’ guide – ensure your Sales Leaders are familiar with these too
Social Networking • We have created templates to use on Avon Connects, Facebook, Twitter etc. • These are designed to promote your pre Christmas 5 th Quarter planning meeting • These can all be found in your ‘ 5 th Quarter support’ guide – ensure your Downline Sales Leaders are familiar with these too
Email Contact • We have created various email templates for you to use • These can all be found in your ‘ 5 th Quarter Support’ guide – ensure your Downline Sales Leaders are familiar with these too
Planning for you & your Team
Essential Planning Tips • The key to a successful 1 st Qtr is early planning, especially with your Downline Sales Leaders • Do not leave contact until Order Management day. contact throughout the campaign to prevent unnecessary inactives – especially during condensed campaigns. • Use all the tools at your disposal – phone/text, email, Avon Connects, Facebook, Twitter, not forgetting face-to-face • Book in replacement calls and plan your diary well.
Planning With your Sales Leaders Focus Pre Christmas meeting group/one to one • Determine Sales Leader goals for 5 Q and for 2011. Discuss how to partner to achieve joint goals and objectives. • Discuss critical 5 Q ‘You’re Invited’ contact programme and train them on when to conduct this with their team ‘You’re Invited’ – 4 th Jan Swoop Day Gain commitment from your team to join you on 4 th January for prospecting – this will be a fantastic competitive event…more details to follow!!!!! This will give them a great start into 2011 Order management Get their buy-in as to how this will protect their business in 5 Q. Avon Connects / Facebook / Email / ALM / SMA Make sure your Sales Leaders know how to use all the tools at their disposal. Bonus / Incentives Make sure your Sales Leaders know what is on offer and help them plan to win.
Meeting with your team • Our 125 th year will be our most exciting yet • Set the foundations in place by meeting with your team • • • Cascade 5 th Q Contact Programme Understand their 2011 goals Have they changed since joining Sales Leadership? What is their earnings / status goal? Help them identify activities and timescales for achievement – follow through campaignly • Ensure they are fully equipped with all of the relevant information to get 2011 off to a flying start
Brochure Energy / Marketing Support
Brochure • Role: • Execute customer experience of ‘You’re invited’ • Communications Objective • Varies by campaign (see summary energy – e. g the Avon Challenge / be a smart shopper) • What’s new? • Landing/Intro spread in each campaign • Dedicated space to highlight/feature key You’re Invited in brochure • CCP
HT • Role: • Highlight key energy that will be featured as part of the programme • Communications Objective • How to build and maintain customer base across December and January • What’s new? • Landing/Intro spread in each campaign • Dedicated space to highlight key energy that will be in brochure • You’re invited packs – great prices for featured energy
Brochure Energy – Campaign 1 Objective: activity & retention Brochure Energy You’re Invited…. . To feel gorgeous / to party this Christmas / to try the Avon challenge etc C 1 HT Pull through the brochure energy with a sales/educational spin. Always set up a intro page telling them what’s coming in the campaign. Dedicate additional space to support Rep and focus on key energy • You’re invited to…. Buy into our amazing digital camera – yours for only £ 25 when you spend £ 7. 50 across the brochure - Brochure COBO at the front of book – you’re invited to…. • You’re invited to…. . 5 key energy points highlighted on landing spread – drive activity across brochure in store openers / great deals - Bubble Baths / ½ price Colour / Skincare Beauty Gift / Special deal /communication to drive interest • Communicate the CCP coming in the next campaign CCP = Customer Continuity Programme • Key message. How to build / maintain business through our 5 Q programme • Feature energy in brochure plus also highlight what’s coming up in C 2/3 (special reference to CCP in) • Diamond Event Rep Pack
Brochure Energy – Campaign 2 Objective: activity & retention Brochure Energy You’re Invited…. . To feel gorgeous / to party this Christmas / to try the Avon challenge etc C 2 HT Pull through the brochure energy with a sales/educational spin. Always set up an intro page telling them what’s coming in the campaign. Dedicate additional space to support Rep and focus on key energy • You’re invited to……Avon’s amazing SALE - Great savings in a personal care lead & hair care • You’re invited to…. . try our great customer offer - CCP 1 at front of brochure • You’re invited to…. . Experiment with colour for only £ 1. 50 - Back cover – CT Kiss Lipstick CCP = Customer Continuity Programme • Key message. How to build / maintain business through our Q 5 programme • Feature energy in brochure plus also highlight what’s coming up in C 2/3 (special reference to CCP in) • CCP 1 • Feature on additional deals
Brochure Energy – Campaign 3 Objective: activity & retention Brochure Energy You’re Invited…. . To feel gorgeous / to party this Christmas / to try the Avon challenge etc C 3 HT Pull through the brochure energy with a sales/educational spin. Always set up a intro page telling them what’s coming in the campaign. Dedicate additional space to support Rep and focus on key energy • You’re invited to…. fall in love with Avon (LEAD) - Lead with Colour - NEW Minerals Avon • You’re invited to…. Fall in love with Avon for each category. - Category store doors • You’re invited to try our great customer offer - CCP 2 at front of brochure • You’re invited to…treat yourself this Valentines – Back cover – He Loves Me, He Loves Me Not NL CCP = Customer Continuity Programme • Key message. How to build / maintain business through our Q 5 programme • Feature energy in brochure plus also highlight what’s coming up in C 2/3 (special reference to CCP in) • Avon Challenge pack - tbc • CCP 2
Lets remind ourselves of the extra rewards / incentives to go for….
Sales Leaders • Prosper with PC • Top 20 Trip • Drive Your Dream 2010/2011 • BDB • 4 Q Power of Avon • Strong 5 th Q contact can impact all of the above.
Cash for Christmas Competition Customer Representative • C 18 & 1 • C 17 & 18 • 1 prize draw • For every £ 12 the customer spends in brochure 18 & 1 they will receive an entry into a prize draw. • Prizes- Up to £ 5 k cash & lipsticks • Over 1000 prizes to give away • Representatives gain 1 entry into a prize draw for every 5 customers they have entering the competition • Prizes- 15 x £ 1 k cash prizes
Your 5 Q Planners
December Planner 29 th Nov 30 th Nov 1 st Dec 2 nd Dec 3 rd Dec 6 th Dec 7 th Dec 8 th Dec 9 th Dec 10 th Dec 13 th Dec 14 th Dec 15 th Dec 16 th Dec 17 th Dec 20 th Dec 21 st Dec 22 nd Dec 23 rd Dec 24 th Dec
January Planner 3 rd Jan 4 th Jan 5 th Jan 6 th Jan 7 th Jan Swoop Day 10 th Jan 11 th Jan 12 th Jan 13 th Jan 14 th Jan 17 th Jan 18 th Jan 19 th Jan 20 th Jan 21 st Jan 25 th Jan 26 th Jan 27 th Jan 28 th Jan
February Planner 31 st Jan 1 st Feb 2 nd Feb 3 rd Feb 4 th Feb 7 th Feb 8 th Feb 9 th Feb 10 th Feb 11 th Feb 14 th Feb 15 th Feb 16 th Feb 17 th Feb 18 th Feb 21 st Feb 22 nd Feb 23 rd Feb 24 th Feb 25 th Feb
Summary of your support materials • 5 th Q Deck – Website • 5 th Q support guide – scripts & templates – website • Dec – Feb Planners – website • Telecontact pack details / ordering process – to be communicated soon
Summary • We know that a strong base gives us an advantage for a successful year – let’s make our 125 th the most successful yet! • Use the tools available to support your contact • Cascade to your downline Sales Leaders
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