Unit Leader Workshop November 12 2011 1

Unit Leader+ Workshop November 12, 2011 1

Program Overview ♥ Who does what? Who gets what? 2

2012 Theme Begins in 5 Q C 1 - C 3 (TS 3 – TS 5) Let’s prepare our Representatives for a year of. . . 1 Q – I ♥ Beauty 2 Q – I ♥ Family 3 Q – I ♥ Fashion 4 Q – I ♥ Giving and giving back 3

Primary Objective by Audience Representatives (excluding PC+ and UL+) • Drive order count Top Sellers (PC+) • Drive sales Sales Leaders (UL+) • New additions (All) • Maintain Active Representative count (UL+) 4

5 Q Representatives—including Training Leaders, excluding PC+ and UL+ C 1’ 12 -C 3’ 12 (TS 3’ 12 -TS 5’ 12) Simple to explain, simple to understand • C 1: Place $50+ order and receive a business card/slim wallet • C 2: Place $50+ order and receive brochure sticker bookmarks • C 3: Place $50+ order and receive a travel mirror 5

5 Q Top Sellers (PC+) C 1’ 12 -C 3’ 12 (TS 3’ 12 -TS 5’ 12) Focus on consistency with our Top Sellers—same concept as current Meet Me In The Big Apple incentive • C 1 – C 3: Meet cumulative sales from prior year same campaigns* and earn an I ♥ Avon set: • I ♥ Avon jewelry pin by Diane Katzman • Same I ♥ Avon items (3) as Representatives who place a $50+ order Top Seller Add-on —exceed cumulative prior year sales by $150 and earn the above set and the I ♥ Avon tote bag *Top Sellers will be given minimum Sales Targets if they do not have a base minimum from PY based on their membership levels. 6

5 Q C 1’ 12 -C 3’ 12 (TS 3’ 12 -TS 5’ 12) Sales Leaders* (All) • Recruit a total of 3+ Representatives LOA 1 $50+ order during the three Campaigns, receive the I ♥ Avon tote bag with an *All Representatives that recruit during this timeframe, even if for the first time 7

5 Q C 1’ 12 -C 3’ 12 (TS 3’ 12 -TS 5’ 12) Sales Leaders - UL+ • Achieve same first generation Representative count in C 3’ 12 as C 19’ 11 and earn an I ♥ Avon set: • Branded flash drive with launch and planning materials • Same I ♥ Avon items (3) as Representatives who place a $50+ order Sales Leader UL+ Add-on – When a Sales Leader earns the incentive both ways (through Leadership and PRP), she will receive I ♥ Avon jewelry pin 8

5 Q Flash Drive Contents • A 2 A Bonus Video! • At-A-Glance Energy Grid • Selling More Training • Prospecting Training • New Skincare Conversation Cards 9

Program Objective: Drive – Retain – Grow ♥ Plan your work, then work your plan! 10

Who can help you reach your goals? • Titled Upline • Candidates and Training Leaders • Top Sellers – PC+ • Non PC+/UL+ Representatives 11

Use Your Sales Report… … to determine your contact strategy Let’s take a look at the Sales Report 12

Reach Out and Follow Up ♥ The fortune is in the follow up and the follow through 13

How will you contact your Representatives? Reach-out Methods: • I ♥ Avon Top Seller Meeting • I ♥ Avon Call • Sales Meeting 14

Top Seller Group Meeting Invite Top Sellers without an upline (PC+ and A Tier) to group meeting before Thanksgiving Conduct meeting week of November 28 th Meeting Agenda • Welcome • Recognition • Program Overview* • Call to action *PPT and Script provided for download on SMO 15

Calls Week of November 28 th Open Connect Share Wrap-up “Hi [name], thank you for taking the time to chat with me today about your business. ” “How have you liked the new holiday giftables that have rolled out the last few Campaigns? ” “What products are favorites with your customers? ” “Tell me what products you have been using? ” “What was your Customer response to the Anew Genics? Step into Sexy? Q 5 Program and Rewards • Receive I ♥ Avon items(C 1 – C 3) when you place a $50+ order • Receive the tote bag when you have 3+ LOA 1 $50+ orders over the three Campaigns! Call to action and schedule follow-up 16

Calls - Prepare for Contact To prepare for reaching out, review each Representative’s performance in DLM 17

Take note of. . . Review the following information: • • • Cycle-to-date sales Campaign average award sales Number of Orders Number of Brochures ordered and demos purchased Returns/free replacements history Review goals/average sales needed per campaign and total sales needed Where is recognition due? Where can you offer mentoring and coaching for improvement? 18

Calls and Follow-up ERC Meetings Tips • Start the conversation by revisiting their dreams and goals • Congratulate her successes and ask for updates on her family, pets, etc. • Discuss recent selling experiences • Discuss expanding her business • Highlight/review the benefits and incentives of Q 5 • Give Details of earnings and payment due dates • Close with an Action Item 19

Sales Leader Support Materials Your. AVON. com • Top Seller Meeting PPT and Script • Incentive Flyers – Sales Leaders, Top Sellers, Representatives • Contact Tracking Form 20

Plan Your Calendar Give yourself and your Representatives the appropriate amount of time. . . • Top Seller Group Meeting – 30 minutes • I ♥ Avon Call – 15 minutes (including prep time) • Follow-up Calls – 5 minutes – 21

Fill Your Calendar Take out your calendar • Conduct UL+ Conference Call – within 48 hours • UL+ Workshop – before Thanksgiving • Top Seller Invitations to meeting – before Thanksgiving (calls and emails) • Top Seller Group Meeting – Week of November 28 th • I ♥ Avon Calls – Begin December 1 st 22

Plan Your Calendar Sunday Monday Tuesday Wednesday Thursday Friday Saturday 1 2 3 4 5 6 November 7 8 9 10 11 12 13 14 15 16 17 18 19 ← UL+ Workshops & Send Top Seller Invitations → 20 21 22 23 24 25 26 ← UL+ Workshops & Send Top Seller Invitations → 27 2011 28 29 30 ← Top Seller Group Meetings → December ← I ♥ Avon Calls → 23

Follow Up After initial contact, everyone should be contacted at least one more time during Q 5 • Reminder Email with promotional flyer • Follow-up call to connect, check status and encourage participation 24

Get Into Activity ♥ Your Input and Output are Directly Related. . . 25

Track your activity. . . Available on the SMO 26

Track your LOA 1 Orders Use your DLM order report to identify new Representatives submitting orders 27

Track Your Progress Use DLM to identify your starting base (C 19’ 2011) and current qualified recruits. 28

Key Learnings Let’s Reflect and Discuss. . . What are your “take-aways” from this Workshop? • Are you excited? • What will you do first? • Who will you turn to for support? Do you have any questions about the reach out methods and how to determine the best one for a Representative? What questions do you think your Sales Leaders will have when you present this program at your UL+ Workshop? 29