TABLE OF CONTENTS
Part 1 INTRODUCTION Part 10 INCENTIVE PROGRAMS
Message from CEO, Mission Statement . . . .3 HRC,$50 Referral Rewards, Trip . . . . . . . . .59
Company History . . . . . . . . . . . . . . . . . . . . . .4 Super Start, Success Builders . . . . . . . . . . .60
Star Fleet Car Program . . . . . . . . . . . . . . . .60
Part 2 JEWELRY PRODUCT
Catalog, Jewelry Line, Care of Jewelry . . . . .5-7 Part 11 BUSINESS FORMS
Product Information/FAQ . . . . . . . . . . . . . . . .8-9 Contest Application Claim Form . . . . . . . . .61
Director Agreement, Business Cards . . . . . .61
Part 3 THE POWER PROGRAMS OF PARK LANE Guest List . . . . . . . . . . . . . . . . . . . . . . . . . . .61
Customer Program . . . . . . . . . . . . . . . . . . .10-11 Kit Replacement, Sample Order Form . . . . .62
Hostess Program . . . . . . . . . . . . . . . . . . . . .12-13 Customer/Hostess Exchange Form . . . . . . .62
Director Program . . . . . . . . . . . . . . . . . . . .14-15 Booking Award Claim Form . . . . . . . . . . . . .62
Success Builder Claim Form . . . . . . . . . . . .62
Part 4 GETTING STARTED Supply Requisition Form . . . . . . . . . . . . . . .62
Let’s Get Started . . . . . . . . . . . . . . . . . . . . .16 Absentee Order Form, Shopping Guide . . .63
Prepare to Prospect . . . . . . . . . . . . . . . . . .17 Business Opportunity Brochure . . . . . . . . . .63
Here’s What to Say . . . . . . . . . . . . . . . . . . .18
Preparing & Organizing Your Kit . . . . . . . . .19-20
Part 12 POLICIES & PROCEDURES
Part 5 WEʼRE IN SHOW BUSINESS! Unconditional Replacement Guarantee . . . .64
The Show . . . . . . . . . . . . . . . . . . . . . . . . . .21 Lost Earring Policy, Out-of-Stock and
Three Part Hostess Coaching Cycle . . . . . .22-24 Discontinued Merchandise . . . . . . . . . . . . . .65
Five Part Fashion Show Format . . . . . . . . .25-31 Commission Policy, Invalid Sales . . . . . . . . .66
The Wish List . . . . . . . . . . . . . . . . . . . . . . . .32-33 Standard Shipping Procedure . . . . . . . . . . .66
Sample Customer/Hostess Order Blank . . .34-35 Special Handling Single Show . . . . . . . . . .66
Follow Up . . . . . . . . . . . . . . . . . . . . . . . . . .36 Special Handling “Speedy Delivery” . . . . . . .67
Park Lane Gift Card . . . . . . . . . . . . . . . . . . .36-37 Sample Kit Procedure, Transfer Policy . . . . .68
Out-of-Area Referrals . . . . . . . . . . . . . . . . . .68
Part 6 BOOKINGS Referral & Split Recruit Policy . . . . . . . . . . .69
Categories of Bookings . . . . . . . . . . . . . . . .38-39 Experienced Manager Recommendation . . .70
The Booking Talk . . . . . . . . . . . . . . . . . . . . .39 Qualified Recruit, Promotion & Advancement70
Hostess Plan Review . . . . . . . . . . . . . . . . .40 Activity Requirement . . . . . . . . . . . . . . . . . .70
Overcoming Booking Objections . . . . . . . . .41-44 Use Park Lane Website & Logos . . . . . . . . .70
Credit Card Usage & Procedures . . . . . . . .71
Part 7 SPONSORING
Recruiting Talk . . . . . . . . . . . . . . . . . . . . . . .45 Part 13 PARK LANE FUNDRAISERS . . . . . . . . . . .72-74
Finding Prospects at Your Shows . . . . . . . .46
The Interview . . . . . . . . . . . . . . . . . . . . . . . .47 Part 14 DIRECT DEPOSIT . . . . . . . . . . . . . . . . . . . .75
Five “I” Recruiting Cycle . . . . . . . . . . . . . . .48
Part 15 ADVANCEMENT
Part 8 MYPARKLANE.COM Advance from Fashion Director to
Submitting Your Orders . . . . . . . . . . . . . . . .49 Branch Director, and to Region Manager
MyParkLane.com On-line agreement . . . . .50 and Area Manager . . . . . . . . . . . . . . . . . . . .76
Myparklane.com membership . . . . . . . . . . .51 Fashion Director Earnings Example . . . . . . .77
On-Line Order Entry . . . . . . . . . . . . . . . . . .52 Branch Director Earnings Example . . . . . . .78-79
Region Manager Earnings Example . . . . . .80-81
Part 9 F.S.I.B. Area Manager Earnings Example . . . . . . . .82-83
Submitting Shows using paper forms . . . . .53-58 Division Manager Earnings Example . . . . . .84-86
Part 16 USE OF INTERNET GUIDELINES . . . . . . .87
elcom e to... PART 1
A message from the CEO
Congratulations on your decision to join Jewels by Park Lane…
You are about to embark on an exciting and empowering adventure! For over fifty years,
Park Lane has provided people with the opportunity to own their own home-based jewelry
business. In your new venture you will have the freedom to set your own hours and arrange
your schedule to suit your lifestyle and family obligations. This is a career built on fun,
flexibility, fashion, and friends, yet allows you to determine your income. You can earn as
much as you want, as much as you need, as much as you can imagine! Part-Time…Full-
Time…”BIG-TIME”,…It’s up to you.
Scott C. LeVin
Our business offers much more than just financial reward; soaring self-confidence, personal
CEO of Sales growth, new relationships and a sense of accomplishment are often cited by directors as
benefits derived from their Park Lane experience. Your personality, coupled with our
extraordinary customer, hostess and director programs are a winning combination. Just add
enthusiasm and a positive attitude to Park Lane’s proven plan and you can realize a rewarding, profitable career.
The possibilities are limitless!
You have the support of experienced leaders at the helm of the company, as well as a network of talented
managers who are committed to helping you reach your goals. We look
forward to working with you and celebrating your achievements. Our entire Home Office staff, and I wish you
happiness, prosperity, and success in Jewels by Park Lane. Welcome!
Jewels by Park Lane’s mission is to provide a flexible, home-
based business opportunity whereby any person can enhance
their lifestyle and achieve financial independence.
Company commitment: To strive for excellence in jewelry design and quality,
to present generous customer and hostess award programs, and to offer our
representatives the most lucrative and rewarding profit/incentive plan in the
direct sales industry.
Shirley A. LeVin
Company Company philosophy: “By helping other people to achieve their dreams, the
goals you have set for yourself will become a reality.”
The American Dream realized!
Jewels by Park Lane was founded in Chicago in 1955 by Shirley and Arthur LeVin. Mere
teenagers, these two visionaries were among the pioneers of the home-based party plan
movement. Together, they started Park Lane the same year they were married. Arthur
designed Park Lane’s business plan while Shirley conducted countless shows in the homes of
women living in Chicago and the surrounding area. Shirley’s enthusiastic, vivacious
personality, coupled with the beauty of her jewelry collection, quickly established Park Lane
as a driving force in the party plan industry. As word spread, more and more people became
attracted to Park Lane’s lucrative opportunity. Recruiting soared and new cities, new states,
new regions were developed. The LeVins were now in the business of helping people enrich
In the late seventies, Shirley and Arthur’s son, Scott, joined the company. It was a natural
progression. From infancy, Scott had been exposed to the
excitement of party plan and surrounded by the phenomenon of Park Lane. The passion and
drive that Scott brought to Park Lane served as a new catalyst and under his guidance, the
Company expanded even further. Today, Scott, working in concert with his brothers and
sisters, are dedicated to the same
principles that their parents initiated over fifty years ago. The entire family’s mission is to
provide an extraordinary opportunity to people who want to be in business for themselves.
Recognized as the largest in-home direct sales
jewelry company in the world, Park Lane’s programs for their customers, hostesses and
representatives are the envy of the industry. The sense of pride one would expect to be
evident in a family-owned and operated business is the
hallmark of Jewels by Park Lane. The Company is dedicated to helping others realize
success; for today, for tomorrow, for the future.
Jewels b y Park L ane
• Founded in Chicago in 1955
• Family-owned and operated for two generations
• Celebrated 50 year anniversary in 2005
• Recognized as the leading jewelry party plan
• Unparalleled rewards for customers and hostesses
• Most generous profit program and contest incentives
• Offers extraordinary opportunity to people who want to
be in business for themselves
Company Contacts: Main phone number 800-621-0088
For contact by mail: Main Fax number 847-884-7064
Jewels by Park Lane, Inc. Commission Fax number 847-884-0432
100 E Commerce Drive General information - e-mail: email@example.com
Schaumburg, IL 60173 Customer Service - e-mail: firstname.lastname@example.org
Technical support - e-mail: email@example.com
the catalog... PART 2
Your primary business tool. PRODUCT
Although nothing can replace seeing, holding, and wearing Park Lane jewelry, your catalog is
designed to represent you even when you are not there. Beautiful photography, detailed item
descriptions, a thorough explanation of the customer Bonus plan and unconditional guarantee
are within the pages of your catalog. Additionally, the catalog presents the rewards of Park
Lane’s Five Star hostess program and provides insight into the benefits of a Park Lane career.
Your catalog is your all-inclusive business partner, so stock up! The minimal investment you
make in catalogs will pay off in the long run. Be sure to enter your name and contact
information on every catalog that you circulate so that the business it generates comes back to
A new catalog is launched at Convention in February of each year. Every month thereafter, a
brochure featuring new jewelry items is introduced as an addendum to the catalog. (Directors
may purchase samples of the new edition items and/or may earn them for free through the
Success Builders contest.)
The catalog contains different
categories of jewelry:
Regular in-line jewelry
The main collection of fashion jewelry/watches that is available for sale to customers. Regular line jewelry can be
selected by a hostess for free with her hostess credit and/or booking credit. (excluding watches) A hostess purchases
her half-price selections from “regular line” jewelry.
Hostess Only Collection
As the name indicates, only hostesses have the privilege of shopping in this section. The jewelry and watches in this
collection are discounted and may be purchased by a hostess at the discounted price indicated. If a hostess wishes to
use her free credit to shop in the Hostess Only collection, she must refer to the regular retail price of the jewelry
item(s)when redeeming her hostess credit. Note that hostess credit is applicable to JEWELRY items only. Watches in
the Hostess Only collection
CANNOT be selected with credit; they are for purchase only.
The watches in the catalog are available for purchase at regular price, EXCEPT those in the Hostess Collection which
are available to a hostess at a discounted price. Watches are unconditionally guaranteed for 30 days. $12 service
required for replacement.
Jewels by Park Lane periodically offers jewelry set with genuine gemstones such as topaz, amethyst, and garnet.
Usually such items are part of the Hostess Only collection. Refer to the current catalog and new edition brochures for
Three Booking Gifts
A section of the catalog is designated as the Three Booking Gift collection. Occasionally, photographs of Three Booking
Gift items will also be scattered throughout the catalog pages next to complementing regular in-line jewelry items. When
three bookings are held and qualified within 30 days of the original hostess’ show, you may order the hostess’ FREE
Three Booking Gift choice. ($15.00 director fee. See Forms section for instructions.) Samples are $20 per item (no
multiple orders for same item, please)
Special monthly/seasonal promotional items
Periodically, promotional jewelry and/or merchandise is offered for sale to customers who place an order for regular in-
line jewelry totaling a designated minimum amount. The promotional item is usually non-commissionable, but is offered
as an inducement to place a commissionable order. Promotional items are entered in the customer order form in the
Bonus Item section and, like other non-commissionable sales, promotional items do not add to the net sales of the show. 5
PART 2 PARK LANE…
PRODUCT We are all about the JEWELRY!
Jewelry defines your fashion personality.
Women are drawn to jewelry; it has magnetic appeal. Just like all clothing and
accessories, one never has quite enough jewelry!
Jewelry has the ability to lift your spirits, to make you look and feel good. If twenty
women all wore the same basic black dress, each would accessorize it differently.
Jewelry expresses mood, attitude, and state of mind. How do you feel today?
Feminine and demure, or chic and sophisticated? Tomorrow? Classic and tailored,
or maybe bold and daring? The jewelry you choose to wear makes a statement. Will
your jewelry say you are traditionalist or that you are a trendsetter? Casual or
elegant? Jewelry adds polish and pizzazz to your wardrobe and transforms clothing
into an outfit. Quite simply, jewelry pulls it all together!
Jewelry… the perfect gift.
When it comes to giving a present, “Say it with…JEWELRY”! Jewelry ranks among the top three gift items;
however, keep in mind that flowers wither and die, and candy is quickly consumed. Of the three, jewelry is the
only gift that has lasting sentimental value. It’s a present that is personal, but always in good taste. Jewelry has
always been the appropriate gift to commemorate a special event or occasion. When in doubt, give a gift of
jewelry; it is always appreciated!
What makes Park Lane jewelry unique?
• Experience… leading the way in fashion jewelry design for more than 50
• Unconditional replacement guarantee
• $12.00 Customer Bonus Items
• Exquisite styling and unique designs
• New jewelry selections each month
• Variety…something for everyone’s taste and budget
Classic - pearls, solitaire pendants, chain necklaces, delicate to moderate layering.
Career - tastefully-sized designs in both gold and silver; corporate correct attire and business appropriate.
Tailored bracelets, necklaces and earrings with just a touch of sparkle and/or color. Choose delicate to moderate
Casual - fun and colorful mixed mediums including beads, suede, leather, glass and acrylic accents.
Lightweight gold and silvertone styles. Mix and match layering.
Trendsetter – the hot new must-have look. The latest “IT” item worn by celebrities and featured in fashion
magazines. “No limit” layering!
Couture - Designer-inspired masterpieces. Often emulate the creations of famous fashion and jewelry
designers. Specialty gemstones and intricate detail and workmanship.
Special Occasion – Sparkle from here to there in glamorous “Red Carpet”-style, show-stopping jewelry
encrusted with genuine Swarovski crystals and/or genuine cubic zirconias. Pure luxury!
PARK LANE QUALITY JEWELRY
Park Lane jewelry is manufactured to strict specifications
with high quality materials. Whether you select jewelry in
goldtone or silvertone, heavy electroplating provides a rich
gleaming finish that rivals “the real thing”. The
unconditional replacement guarantee gives customers the
added assurance that their investment in high quality
jewelry is protected. Many of our items glisten and twinkle
with diamond-like brilliance. Park Lane uses Austrian
crystals, genuine cubic zirconias, and Swarovski crystals to
deliver sensational sparkle.
CARE OF FINE FASHION JEWELRY
Given the same loving care you would apply to precious metal and genuine
gemstone jewelry, your Park Lane jewelry will give you years of enjoyment. Jewelry should go on as
the final step of dressing, after using products such as soap, lotion, perfume and hair spray which
can potentially damage your jewelry’s finish.
Fashion jewelry is not crafted to withstand excessive use or abuse, so it should always be removed
when performing yard work, cleaning, showering, swimming, and participating in sports activities.
Remove rings before washing dishes and handling detergent, bleach, alcohol, and cleansers.
Some people have a high acidity level, allergies, or other skin condition that may react to metal.
They can, however, still accessorize by choosing items created from mediums such as lucite,
leather, fabric, wood, or pearls. They can also
consider items that won’t touch their skin such as brooches and pins or wear
necklaces under their collar and over their clothing.
When jewelry is not in use, store each item individually in a covered box to keep it dust-free, dry,
and to prevent tangling. To combat high humidity, placing a piece of chalk in your jewelry box(es)
will help to absorb moisture.
With proper care, your Jewels by Park Lane selections will offer years of enjoyment and beauty.
*New Item Descriptions They will change every six months, but the new
ones can be easily downloaded from the website and the separate new
pages reprinted. Supply Form #2170
*Numerical listing for the current catalog. Can be printed from the
download section. Supply Form #0255 revised every 6 months
*Ascending Price Order Listing Supply Form #2092.
Can be printed from the download section. Revised every 6 months
Product I nformation and
PRODUCT Frequently A sked Q uestions
WHAT IS THE JEWELRY “MADE OF”?
Usually the base metal is either brass or “jeweler’s white metal”. Earring posts are surgical steel. Most beads and
pearls are glass and will be specified as such. If not specified, they are usually Lucite or acrylic. Gemstones can
be faceted glass, genuine Swarovski crystals, or cubic zirconias. Additional components may be leather, enamel
epoxy, fabric, suede, shells, etc.
HOW ARE THE METAL JEWELRY ITEMS MADE?
A mold is created from an artist’s sketch. The mold is detailed and prepared for casting. Molten metal is poured into
the mold; when dry, the casted item is trimmed and polished. Next, the metal casting is attached to a rack of like
items. The rack is then submerged into a plating tank that contains a solution of real gold (or rhodium for silvertone
items), water, and chemicals. The items on the rack are simultaneously plated when bonding occurs as electrical
currents are passed through the tank.
HOW DOES THE QUALITY OF PARK LANE JEWELRY COMPARE WITH DEPARTMENT STORE
Our jewelry reflects the same, or in many cases surpasses the quality standards of comparable styles of fine fashion
jewelry found in upscale retail stores.
Park Lane applies very high manufacturing specifications by determining the mils of gold or rhodium (silver finish)
that will be in the plating solution and the length of time the items are in the “bath tank”. This stipulation helps to
insure a fine, durable finish. Our company has over fifty years of experience in the design and manufacturing of
jewelry. We know it is important to evaluate the specs for each style item. Rings and necklaces that are worn against
the skin require enhanced plating to provide optimum wear. Occasionally, you may see an item in a retail store that
closely resembles something in your Park Lane collection; however, it is likely that it has not been manufactured to
the high specifications to which Park Lane subscribes. Other features that set our jewelry apart are our unique
$12.00 Customer Bonus Item offer and our incredible Unconditional Replacement Guarantee; two perks not offered
by traditional jewelry sales venues.
WHERE IS THE JEWELRY MADE?
The manufacture of upscale fine fashion jewelry is a global endeavor. Many items contain several different
components, i.e. metal settings, findings and clasps, pearls, beads, enamel, crystals, cubic zirconias, straps, chain,
cord, etc. Park Lane seeks out the best quality, variety, and value. The origin of every item is different. For example,
an individual necklace may have a European design, be casted and plated in the USA, contain acrylic beads from
Germany, cords from Korea, crystals from Austria, and be assembled in Asia. Some items are wholly manufactured
in the US, while others are created and completed elsewhere.
WHAT ARE THE POSTS OF PARK LANE PIERCED EARRINGS MADE OF?
Surgical steel – the same metal used to manufacture surgical instruments. Surgical steel is hypo-allergenic.
IʼM ALLERGIC TO MOST METALS - I CAN ONLY WEAR REAL GOLD JEWELRY.
Suggested reply: “Many people who previously have had a reaction to regular costume jewelry have found they can
wear Park Lane fashion jewelry without incident. It’s worth a try; after all, we have an unconditional guarantee! If
you ears are sensitive to pierced earrings…we do offer some styles in clip. Or, you could continue to wear your
classic 14KT gold earrings and get the look of the latest accessory trends by selecting Park Lane necklaces, chains,
beads, and bracelets.”
DOES THE JEWELRY “TURN”?
Suggested reply: “No, not under normal conditions and use. Some people with a high level of acidity in their skin
know that their system reacts to metal. We suggest choosing accessories that are created with beads, pearls, and
fabric cord. Pins and long chains are also good alternatives to jewelry that rests against your skin. The best thing
you can do to preserve the beauty of your jewelry is to keep it clean and dry by wiping it with a soft polishing cloth
after wearing it and storing it covered in its box.”
WHAT ARE THE COMMON GEMSTONE CUTS?
Radiant – traditional round faceted stone. PART 2
Pear – oval at the base and pointed at the top; like a pear.
Oval – faceted oval stone with rounded ends. JEWELRY
Marquise – (pronounced mar-key) faceted slender oval that is pointed at both ends. PRODUCT
Emerald – rectangular with straight-line cut facets.
Princess-cut – a faceted square stone.
Asscher-cut – updated square-cut intricately faceted with outer edge facets “stepping up” to a raised “table” on the
top of the stone.
Baguette – (pronounced bag-ette) slender long rectangular stone with straight-line cut facets.
Pave – (pronounced pah-vay) The look of many tiny crystals set side by side. The stones may be placed into a fine
setting by hand, or pave can be applied by embedding many tiny stones are into a thin sheet of metal material and
then cutting the sheet to fit the item. Pave is also used to describe tiny crystals that appear to be “crushed” to cover
an area on the item.
Cabochon – (pronounced cab-a-shon) Usually oval, sometimes round. Not faceted; rather smooth, polished dome-
Briolette – (pronounced bree-oh-let) a 3-dimensional teardrop cut with multiple small square flat facets.
Optical-cut – A grid of shallow flat square cuts across the surface of the stone.
Cushion-cut – facets look like one radiant round inside another. Raised “table” on the top of the stone.
WHAT ARE SOME COMMONLY-USED MOUNTINGS OR SETTINGS?
Prong-set – Metal prongs or tips support the gem and hold it in place.
Bezel-set – The gem is flush with the rim or edge of the metal setting.
Pave-set – Multiple mini crystals are set side by side to create a sparkling surface.
Channel-set – a line of stones set side-by-side in a single row, usually within a metal “channel” setting.
WHAT IS ENAMEL EPOXY?
An enamel paint-like substance which may be applied by hand-painting or can be fused to the metal with heat.
It creates a smooth, high gloss colored surface.
HOW CAN I TELL IF A STONE IS A CUBIC ZIRCONIA OR AN AUSTRIAN CRYSTAL?
Check the setting. Most of the time, if there is an open back to the setting, the stone is a
WHAT IS THE DIFFERENCE BETWEEN A RHINESTONE, A CRYSTAL,
AND A CUBIC ZIRCONIA?
Rhinestone – The name is derived from the area in which these stones originated; a city along the Rhine river in
Germany. A rhinestone is a clear artificial gem made of hard glass. To create sparkle, rhinestones are coated on
their base with a silver mirror-like finish that reflects light. Usually rhinestones are found in vintage or antique jewelry.
Innovations in manufacturing have advanced the production of simulated gemstones beyond the rhinestone. Park
Lane’s collection contains Swarovski crystals and cubic zirconias.
Both crystals and cubic zirconias provide brilliant, diamond-like sparkle. Usually, the type of stone best-suited for use
is determined by the design of the item.
Crystal: The diamond-like radiance of a glass crystal is generated by the quality of the stone’s cut, placement of its
facets, and its lead content. Lead is the element in crystal that sparkles. Crystals can be clear like diamonds or
colored to resemble precious gemstones. When an item calls for crystals, Park Lane uses only the finest…
genuine Swarovski crystals (pronounced swa-ruff’-skee). Famous for their unmatched cutting techniques, the house
of Swarovski is revered worldwide as the premier Austrian crystal manufacturer.
Cubic Zirconia: A “CZ” is considered a simulated diamond because of its realistic clarity and brilliance. A genuine
diamond is formed in the earth as extreme pressure compresses carbon and other elements. A cubic zirconia is a
man-made gem that is manufactured in a laboratory by applying pressure to carbon and other ingredients, simulating
the process that takes nature eons to complete. During the process, dye can be injected to create different colored
gems. Cubic zirconias are then cut and faceted by hand, just like a genuine diamond. Cubic zirconias, like diamonds,
exude optimum sparkle when light is allowed to reflect and refract, therefore, usually CZs are mounted in open-back
settings. When an item has an opening in the back of the mounting, a cubic zirconia is often used as the gemstone.
Criteria similar to that used to rate a diamond is employed in evaluating a cubic zirconia; cut, clarity, and carat.
THE POWER CUSTOMER PROGRAM
PROGRAMS Jewels by Park Lane offers a unique shopping experience for customers and for guests at Park
OF PARK LANE Lane shows. All of the selections in our regular line have a single price per item. Prices range
from under $10 upwards to a small selection of items priced in the hundreds.
The majority of our items are priced well under $39 per item.
BONUS ITEM PLAN
Park Lane is known for a fabulous SAVINGS PROGRAM for customers known as “The
Matching Value Bonus Item”. This program allows the shopper to choose items that they
desire and then to select additional items EQUAL to their purchased items for a bonus item of
only $12 per item.
Here is how it works:
• If a customer’s order is $30 or more, (excluding tax and shipping), the customer may then choose any
ONE item equal (but not more than) the amount of their
purchase and pay only $12 + tax for the additional item, called a BONUS ITEM.
• If a customer’s order is $60 or more, (excluding tax and shipping), the customer may then choose any
TWO items equal (but not more than) the amount of the original purchase and pay only $12 + tax each
for the additional items, called BONUS ITEMS.
• If a customer’s order is $90 or more, (excluding tax and shipping), the customer may then choose any
THREE items equal (but not more than) the amount of the original purchase and pay only $12 + tax each
for the additional items, called BONUS ITEMS.
UNCONDITIONAL REPLACEMENT GUARANTEE
The UNCONDITIONAL Replacement Guarantee offers free replacement (or exchange) on
fashion jewelry within the first 120 days. The 120 days begins with the date stamped on the
customer order blank that comes attached to the jewelry order. The replacement guarantee on
watches is for a period of 30 days. After the 120 days period has expired, Park Lane will still
*replace a jewelry item for free; the only cost to the customer will be a small fee to cover
handling and transportation/insurance. The fee is currently $5 per jewelry item and $12 per
*Replacement only – Exchange for a different jewelry item is not allowed after 120 days.
*Replacement only – Exchange for a different watch item is not allowed after 30 days.
*Replacement guarantee is only valid while the item is still in stock.
The original validated order form must be submitted to Park Lane along with the item being
returned for replacement or exchange. This form proves the date of shipment to establish the
duration of the first 120 days.
Without the original validated order form, customers must use Customer/Hostess Exchange
Replacement Requisition form and submit replacement fee.
Cash refunds will not be given after 30 days from the date of the receipt. After 30 days, a
customer may submit an item for exchange only. Shipping charges are not refundable.
Directors are not authorized to accept returns. Customers should send jewelry items
10 Park Lane • 100 East Commerce Drive • Schaumburg, IL 60173
CUSTOMER PROGRAM THE POWER
OF PARK LANE
COMMISSIONABLE ITEMS VS NON-COMMISSIONABLE ITEMS
Items sold from Park Lane’s regular line are considered “commissionable” and a
*percentage (commission) will be paid to a director/manager upon the submission of orders for
regular in-line items. In regards to Star #3 of the Hostess Plan, any half-price items purchased
by a hostess will be considered commissionable and the
appropriate percentage will also be paid to a director/manager upon the submission of the
show containing the hostess order for half-price items.
There is no regular commission paid to directors/managers on items that are considered “non-
commissionable” items from Park Lane’s line. Those items can include any item for which a
“discounted” price is applied; such as, Thank You Awards, Hostess Only Collection , Customer
Bonus Items and any special “discounted” items offered to guests and hostesses at the
discretion of the company.
Currently, Park Lane does offer the opportunity to earn a percentage (commission) on non-
commissionable items. This program is called “New Year Cash Bonus”.
It is up to the discretion of Park Lane as to the availability of that program. Certain restrictions
*Refer to the Business Opportunity Brochure to determine the percentage of profit
(commission) that Park Lane offers to your respective level.
THE POWER hostess program
OF PARK LANE
FIVE STAR HOSTESS PLAN
Jewels by Park Lane offers a generous plan whereby any person (host/hostess) who coordinates a show
and/or collects orders for a director may benefit from Park Laneʼs Five Star Hostess Plan. A Hostess may
receive shopping credits and selected discounts based on the number of orders obtained and the number
of future bookings dated. A hostess becomes a partner with the director in that together, they can
demonstrate Park Lane jewelry to many people in order to obtain orders and bookings.
The following section is a detailed FIVE STAR HOSTESS PLAN EXPLANATION. Each of the Five Stars in the
plan will yield certain hostess benefits. Hostess selections earned on Stars One, Two, Three and Four should be
ordered with the show and will be delivered with the customer jewelry orders.
Hostess selections for Star Five booking awards should be ordered on the Booking Award Claim form after the
bookings are held. The form may be sent to Home Office independent of a show, or to expedite processing,
submit it with the FSIB of the corresponding booking. Many directors wait until the final booking is submitted to
claim the original hostess’ booking awards. (Booking awards must be claimed within 30 days of the last show.)
STAR ONE THANK YOU AWARDS
For holding a minimum qualified show of $175 net sales and returning a qualified guest list, a
hostess may choose one of the items featured on the cover of the current Five Star brochure for a
fee of $10.00 plus tax.
Directors create leverage by making the Thank You award contingent upon the prompt return of a
“qualified” guest list. A Director determines her definition of “qualified” and during coaching, writes it
down for the future hostess. Usually the director will require a specific number of names, addresses, and
Enter the Thank You Award selection and the $10.00 fee (and the tax) within the hostess order form in
the space provided for non-commissionable purchases.
STAR TWO: CUSTOMER ORDER CREDIT
The hostess earns $20.00 credit for free jewelry for each customer order obtained at the
show and for each absentee order. The hostess’ order form does not count for a $20 credit..
However, if the hostess places a separate customer order on her own show, she would receive $20
credit for free jewelry for the customer order. With at least TEN customer orders, the hostess may
receive the Instyle bracelet (available in jet, clear , or amethyst) as a FREE bonus gift.
The purchase of Hostess Only items, hostess half-price selections, the $10.00 Thank You award, and
previous hostess booking credit redemption DO NOT count as a customer order. Service items (such as
earring clutches, bracelet and necklace extenders) featured in the catalog are commissionable, however if
ordered alone on an order form, do not count as an order for the $20.00 credit or toward the FREE Instyle
A customer order must have at least one regular in-line jewelry selection from the main catalog to be
considered an order.
Free credit is not applicable at the *discounted price
The hostess uses her free credit allowance to choose merchandise at full retail price from the main catalog
line. “Hostess Only” collection jewelry (not watches) may also be selected with free credit only by referring
to the full retail value.
The discounted price applies only if the item is purchased. Watches cannot be selected with credit.
Should a hostess’s selections exceed the credit allowance, she may pay the difference. The overage will be
considered commissionable sales. However, if she does not utilize the full credit when selecting free credit
items, she may not “store” or “save” the unused credit. “What you don’t use, you lose!”
Enter the credit selections in the space provided on the Hostess Order Form.
12 The hostess pays tax and transportation on her free credit selections.
Hostess PROGRAM THE POWER
STAR THREE: HALF PRICE PRIVILEGE OF PARK LANE
A hostess may select up to four items from the regular in-line catalog collection. They may
be purchased at half the regular price listed in the catalog. The half-price option does not
apply to the Hostess Only collection.. Directors earn commission on half price purchases.
STAR FOUR: “HOSTESS ONLY” COLLECTION
This is a collection of exquisite items reserved exclusively for a hostess. They are
available to her at a greatly-discounted price. This collection is designed to motivate people
to host a Park Lane show. . Enter her selections in the non-commissionable section of the
Hostess Order Form. No further discount is allowed. Periodically other Hostess Only choices are
offered as a limited time special.
*A hostess may utilize her credit allowance when choosing Hostess Only selections at the full
STAR FIVE: BOOKING AWARD
Hostesses may earn a “Shopping Spree” by securing bookings from her show. There is a
credit attached to each booking dated as a result of her show. Once the booking has
been held, the credit may be redeemed by completing a Booking Claim Form and order
blank. Many hostesses prefer to accumulate the booking shopping credit and redeem it all at
once after the final booking.
For the first booking the hostess earns a $50 value shopping spree for $5.00 plus tax.
For the second she earns another $50 in shopping for $5.00 plus tax.
For the third booking the shopping spree jumps to $100 for $10.00 plus tax.
With a total of three bookings the total shopping spree value would be $200 for a fee of $20.00 plus
tax on the jewelry selections.
The program repeats when more than three bookings are obtained:
$50 for a fourth booking, $50 for a fifth, and $100 for a sixth booking
“Shopping Spree” credit may be applied to regular in-line catalog merchandise. “Hostess Only” jewelry
items (excluding watches) may be selected with shopping credit provided selection is made at the full
retail value listed.
All awards for bookings are ordered after the shows are held and qualified. (Minimum $175 net sales
Complete a Booking Award Claim form and an order form, attach applicable fees, transportation and
tax. Submit a claim form with the FSIB of the applicable show, or with the FSIB of the final booking.
(Booking Awards must be claimed within 30 days of the last show)
THREE BOOKING GIFTS
With three qualified bookings, dated & held, a hostess is awarded a Three Booking Gift as a bonus
gift from her director. Once a minimum of three bookings have been held within 30 days of the
original show, the director may submit the order for the item her hostess has selected. A $15.00
Director Fee applies. The director contribution fee of $15.00 must be submitted with the Booking
Award Claim form.
Note: while most of Park Laneʼs hostess program is “fee free” to directors, there is one
exception to be noted:
Director Contribution to Hostess Credit Award
When the total hostess credit allowance earned on Star 2 is under $80.00, the director’s commission
will be deducted $7.00. If the hostess credit allowance is $80.00 or more, the director’s deduction will
Director Contribution Waived
The director contribution fee for hostess credit will be waived provided nine (9) or more $12.00
Customer Bonus Items are sold and ordered on the corresponding show’s FSIB.
PROGRAMS Congratulations on becoming a Park Lane Fashion Director! Our powerful programs offer you
OF PARK LANE many opportunities to earn profits and build an independent business where you can design
your own business style, in fact design your own life style.
To begin, here is an overview of our Director Program:
• Your primary role will be to show jewelry samples and take orders.
• You may obtain orders at shows and individually (one-on-one).
• You may submit orders by mail, fax and on-line (myparklane.com)
• You can receive weekly profit checks.
• Most Directors set an initial goal of conducting 2-3 personal show per week; however,
you set your own schedule.
• A few of the most popular highlights of Park Lane’s style of business are
NO inventory investment, NO packing or delivering,
NO stocking of product and NO sorting or collecting.
Marketing Methods Are Unlimited
There are a variety of venues for offering your Park Lane jewelry:
• In-home shows
• One-on-one appointments
• Office Shopping
• On-line shopping
• Catalog sales
• Club/organization programs
• Expos, bridal/career fairs & trade show
• “Accessorizing Idea” shows and seminars
CREATING PROFITS IN YOUR BUSINESS
As your jewelry sample kit is valued at $1000 in retail jewelry selections, you will be able to start your business
from the time you first receive your kit. Fashion Directors may earn “profits” on the jewelry orders they submit to
Park Lane on a weekly basis. The initial percentage of profits offered through the Business Opportunity Plan is
30% paid on orders for regular in-line jewelry selections. You can set your own schedule and create greater profits
by scheduling more shows on a weekly basis.
The charts below will give you an idea of the profits that you can generate through personal shows.
FASHION DIRECTOR PROFIT EXAMPLE
RETAIL NET SALES YOUR PROFIT @ 30%
$300 show $90.00
$400 show $120.00
$500 show $150.00
director PROGRAM THE POWER
The more profits you desire, the more personal shows you will want to schedule. You OF PARK LANE
can set your own schedule and work around your family and possibly, your current job.
Consider the profit potential as you schedule your weekly shows:
SET YOUR OWN SCHEDULE
WEEKLY MONTHLY ANNUAL
# OF WEEKLY WEEKLY
PROFIT @ 30% EARNINGS
(50 WEEKS) PLUS
1 $ 300 $ 90 $ 360 $ 4500 Additional cash
2 $ 600 $ 180 $ 720 $ 9000 Bonuses
3 $ 900 $ 270 $1080 $13,500 Contest Awards
4 $1200 $ 360 $1440 $18,000
5 $1500 $ 450 $1800 $22,500
BRANCH DIRECTORS EARN EVEN MORE!
Park Lane’s program allows you to create greater profits as you build your business. Refer to the
Advancement section in this Guide to Success to find out more information on advancing to the Branch
Director level and giving yourself a pay raise!
The sky’s the limit! It’s up to you!
PART 4 let’s get started!
Let’s Get Started! You are now ready to actually begin your Park Lane experience! Park Lane
has ALL of the programs in place to help you succeed, but much of your success will also depend
on you! It is suggested that you take a few minutes to read Park Lane’s EZ Guide. This will give
you a quick overview of getting your new Park Lane business started.
The following suggestions are offered to help you not only START your Park Lane business,
but to SUCCEED at it!
Success is a daily decision!
• Follow Park Lane’s proven techniques.
• Take advantage of all training classes and meetings.
• Watch the Training Video and practice your show presentation
• Order the “Success System” CD and listen to it often.
• Carefully read all information and correspondence.
Thousands of Park Lane directors have built lucrative businesses, and so can you! Be confident that you have the
best customer specials, the most generous hostess credit plan, and the
highest profit potential in the industry!
Be proud of your jewelry, your program, and your company! Know that the path to success often times
begins with a positive attitude!
Enthusiasm is the “magic” inside you! It is difficult to say “no” to an enthusiastic person.
Always be cheerful, uplifting, excited, and enthusiastic and you will become a “people magnet”!
As a Fashion Director, it is important to “look” the part. Your appearance defines your self-image and establishes
your credibility as a “Fashion” Director. You never get a second chance to make a first impression. Your hair, nails,
makeup and clothing should be neat, attractive, and styled to flatter you. Evaluate your image and appearance as
you get ready to enter the fashion world of Jewels by Park Lane.
COMMITMENT AND SELF-DISCIPLINE
Commit to consistently work at your business by investing at least a few hours each day. Each week you submit
sales activity you will receive a profit check. Show your jewelry and take orders daily. On days that you don’t have
a home show scheduled, you can conduct one-on-one appointments for additional sales. Make follow-up calls,
contact leads, or phone a future hostess to encourage her and your business will grow! You can design your own
prepare to prospect GETTING
Your business is giving away FREE JEWELRY! To whom will you offer the opportunity to receive STARTED
a FREE accessory wardrobe? List everyone you can think of without pre-judging whether or not
they will book a show.
Even if they say “no”, they may refer someone to you who will say “yes”! Think about the
people in YOUR world.
Friends Children’s friends’ mothers
Neighbors (past and present) Children’s teachers, coach
Hostesses of past parties Banker
Business associates Women’s Organization
Co-workers Fashion-conscious people
Spouse’s co-workers/friends Travel agent
Church acquaintances Jewelry lovers
Real Estate Golf/Tennis/other sports
Lawyer Auxiliary - Sorority
Nail technician County club/Bridge club
Anyone in sales PTA/Scouts/Nursery school
Dress/Shoe store clerk
PART 4 here’s what to say...
STARTED To build a solid show line-up, begin with a base of at least six (6) dated shows.
Be enthusiastic! Contact each booking prospect using this dialogue as a guide.
Your goal is to date three shows next week and three shows for the following week.
Here is some suggested dialogue to help you get started: Suggested Dialogue
“Hi _____! This is _______! I am so excited! I’ve been accepted for a position as a
Director for Jewels by Park Lane! I’ll be representing gorgeous, high fashion jewelry
and I thought of you immediately!
I know how much you love beautiful things...And trust me, this jewelry is fabulous...
Fully guaranteed and very, very reasonable!
I am allowed to give $300 to $500 or more in FREE jewelry to people who have a few
friends or co-workers together for an in-home shopping show. It only takes a couple
hours, the guests have fun socializing while they shop, and they learn accessorizing
ideas and fashion tips!
To begin, I only need to schedule dates for two more shows. Would you like to receive a free $300 to $500 jewelry
wardrobe PLUS help me start my new business?”
When the response is “Sure, what would I have to do?” tell her you will come over, show her the jewelry, and
explain everything. Proceed to date the show in your calendar by following the procedure shown in “BOOKING
THE SHOW DATE” (following section) Then set an appointment to meet with her as soon as possible to review the
If she objects to hosting a home show, suggest an optional “type” of presentation such as an office show, an after-
work “Happy Hour” show at a local restaurant, co-hosting with a partner, or perhaps a club or organization
If it isn’t possible for your prospect to date a show at this time, ASK FOR A REFERRAL!
“Perhaps there is a way you can still help me start my business.
Who do you know that loves fashion and accessories?
They might host a show for the free jewelry! Or, you could put me in touch with someone who enjoys this type of
Have you even been invited to this type of party?
Who can you suggest? I’d really appreciate your help!”
BOOKING THE SHOW DATE
Control your schedule by ASKING questions
that bring about the type of response you desire.
“My start week in Park Lane is _______. Which day that week will be better for you, Tuesday
“Would a daytime show or an evening show work out best for you and your friends?”
“Which would you prefer, 7:00 or 7:30?”
Giving your prospective hostess a choice between two days or two different times brings about
a quick and decisive reply.
preparing your kit for the show PART 4
There are three
Three things you want to
accomplish each time you
present your jewelry:
SALES, BOOKINGS and RECRUITS.
The pattern of a Park Lane show is designed to achieve all three of these objectives without any one of them
overshadowing the other. By following the five-part show sequence, you can secure sales, date bookings for
future shows, and interest others in joining Park Lane. To get started, all you need is your jewelry kit and some
shows on your calendar.
Your kit is your very own “Business in a Bag”! Now that you have your own sample jewelry kit, there are some
things that you will want to do to prepare your kit for your initial shows!
Your kit contains the following contents:
• Your kit bag – always carry your jewelry in this lightweight bag.
• A table cloth – use this cloth to wrap up and carry the rollers of jewelry. You will also use the
cloth as a display cloth for showing the jewelry on a table at a show.
• A ring sizer – carry this handy metal ring sizer in the small pocket inside the kit bag.
• Rollers of jewelry – Carry the jewelry wrapped in the soft cloth rollers provided with your kit.
You will learn more about the art of unrolling the jewelry as a means of displaying the
• The jewelry – You have received samples of the best-selling, medium priced items from our
Additional items to consider adding to your kit bag
for to use at your shows:
• Current special promotional item or brochure
• Door prize(s) - Wrapped Gift(s)
• Hostess Packets
• $50 Hostess Rewards Certificates (HRC)
• Props to illustrate hostess plan/opportunity (Play
money, poster, flipchart & certificates)
• Wish List/Door Prize slips
• Special Show Date cards
• $50 Referral Reward certificates
• Catalogs and new edition brochures
Things you might want to add to • Customer and hostess order forms
your kit: • Extra Five Star Hostess Plans and extra guest lists
• A small hand mirror • Alphabetized Shopping Guide, Numerical and
• A velvet display board Ascemding Price List.
• A compact high-intensity light • Demonstration black glove (optional)
• A calculator • Roll of tickets for drawing incentives (optional)
• Date book
GETTING organizing your kit
It is important that you organize your kit before you conduct your first solo show. Most new directors are
very excited to have their own kit of jewelry samples. Here are some things to note in setting up your kit.
• Open up all of the rollers of jewelry, remove and discard any shipping tags that may be attached to the
jewelry. You may leave the earrings on cards for display purposes.
• Organize your jewelry by style and color. For instance, group ensembles together, group silver items
together and all gold items together.
• Take a few minutes to study the names of the jewelry. It’s easy to commit the names of the jewelry to
• You may write the names of the jewelry in each of your rollers and tuck a card in each roller. This will
help you to talk about the jewelry until you learn the names.
• Practice holding up the item and saying the name and you will soon know the names of your kit jewelry.
• Wrap the ensembles in the rollers. Place the groupings together as you would like to display them at
• As you prepare to wrap the rollers in the tablecloth, put the “daytime” and casual jewelry in the rollers
that you will show first, and continue on placing the ensembles in the rollers, saving the dressiest jewelry
for the last few rollers.
• As you accumulate additional jewelry, you will want to use a separate roller to contain your Hostess Only
• As you will accumulate additional jewelry in the future, take only a sampling of our jewelry line to show
and demonstrate. A good number to keep in mind is 60 items. It is suggested that you take no more
than 60 items to a show. As you accumulate additional jewelry, you will be able to alternate the rollers
that you take to a booking chain. Everyone loves to see NEW jewelry!
Once you have organized your jewelry
sample kit and your show materials,
you are ready for the next step –
We are in show business! Our product lends itself well to showing to small SHOW
groups of customers, with home-shows leading the way as the most effective
method of marketing our jewelry. There are many reasons why fashion shows
(parties) in the home are the most successful way of showing our product.
People feel comfortable in the home of a friend and your hostesses will be inviting
her friends to her home for a party! The home offers a more relaxed atmosphere
in which to conduct a show. A hostess who invites a guest list of friends and
relatives will most likely have a successful show.
Setting the date is just the beginning. To guarantee successful results, it is
important to plan with and prepare your hostess. Envision each booking as a
business venture with the hostess as your business partner.
GET READY TO COACH YOUR HOSTESS…
A hostess is a person who opens her home and hosts a jewelry show for you. She will invite her friends
and relatives to her home and you will bring your jewelry to show and to demonstrate. Our shows are
actually a mini-fashion show where guests get to model the jewelry and try on ensembles. Coaching the
hostess BEFORE her show motivates the hostess to work on advance guest orders and advance
booking dates. It also prepares her for a successful show. You are about to begin showing the hostess
the benefits of hosting a show for Park Lane. You will explain how to earn credits from our Five Star
Hostess Plan for FREE jewelry.
• Explain the special incentives she can qualify to receive.
• Build rapport with your future hostess.
• Create enthusiasm.
Nothing will encourage high attendance more than an enthusiastic hostess.
You will want to prepare a packet of information that will prepare your hostess for her show.
The following items are essential to a hostess packet. You may also include a Realize Your
Best brochure or a Makes it All Possible brochure.
Absentee Order Form
Five Star Hostess Plan
Stamped envelope to mail guest list to director
Invitation sample (and a few extra)
Wish list or Shopping Guide
Information/Brochure of any extra hostess offers
$50 Hostess Reward certificate (HRC)/optional
$50 Referral Reward certificate
*The catalog you give your hostess can be enhanced with stickers, highlighted, and contain an
Absentee Order Form stapled inside. the back cover of the catalog has a space for your name
and phone number.Using an address/telephone label can also be affixed to the back cover.
Monthly edition brochure(s) of the new issue of jewelry can be inserted inside the catalog.
three part coaching cycle
SHOW Coaching your hostess for her show is a very important part of the Park Lane
BUSINESS success system. Spending quality time with your hostess and helping her to
prepare for a successful show can make the difference between an average
show and an extraordinary show. A partnership exists between you and your
hostess. It is your job to make sure that she receives EVERYTHING that the
company is offering to hostesses. Your relationship with your new hostess
begins when the show is booked. Jewels by Park Lane has an effective
coaching cycle that starts when you meet your hostess and culminates at
the time of the show.
THE SHOW HOSTESS
PART ONE Initial Coaching
The initial coaching is initiated at the time the booking is obtained. Be brief and keep it simple. Be enthused and
thank her for helping the hostess to receive her booking awards (if the booking date was obtained at a show). One
of the goals of coaching is to build a rapport with your hostess as you will both be working towards a common goal
– a successful show!
• Begin by asking the hostess to provide you with a copy of a completed guest list. Give the hostess a Five Star Hostess
Plan and explain Star #1 – the Thank You Award – explain that your hostess may select any item on the front cover of the
Five Star Hostess Plan for a mere $10 fee just for submitting a “qualified guest list” to you within three days.
• Explain the requirements of a “qualified guest list” and have her pre-select her Thank You Award. Record the item in your
datebook. Suggestion: A qualified guest list should have at least 15 names of potential invitees and should be returned to
you within 3 days.
• You may wish to provide a self-addressed stamped envelope and mailing labels on which the hostess can write the guests’
addresses. She may also want to fax you the list.
• You will want to suggest that your hostess immediately call her friends and tell them about the show. The phone call from
the hostess will be the personal invitation and the mailed invitation (which will follow in the mail) can serve as the reminder.
• Suggest that she keep the catalog you are providing in her Hostess Packet for herself. Instead of showing the catalog to
her friends, suggest that she tell them that they simply must come and see the jewelry in person. This way, the guests will
not pre-judge the styles or prices. Once the guests try on the jewelry at the show, they will fall in love with their personal
choices! She can use the catolog to show to friends that cannot attend her show, for the purpose of obtaining an outside
order in advance of the show.
• Arrange a personal coaching appointment within a few days* to meet with her in person to plan her show. (*If the show is
booked several weeks in advance, plan the personal coaching appointment for about ten to twelve days before the show
PART TWO PERSONAL COACHING (“Home Coaching”)
A personal coaching time is the most vital portion of the coaching cycle. This is a time to visit PART 5
the hostess in her home. Making a pre-visit to her home will allow you to familiarize yourself WE’RE IN
with the location of her home. You will be able to discuss the necessary preparations for the SHOW
show. This is also a chance to get to know your hostess better. Building a relationship with
your hostesses is an important step in the recruiting process. Your hostess may become more BUSINESS
interested in the Park Lane opportunity as she becomes more familiar with you and with our
• The Personal Coaching time should be scheduled approximately ten to twelve days in advance of the show
• Bring the remaining contents of the hostess packet and explain each form (If you have not already given the
packet to your hostess).
• Review the Five Star Hostess Plan, pointing out the advantage of securing pre-show bookings and absentee
• Establish a free jewelry credit goal for your hostess. You may want to say, “Let’s go for at least $300 in FREE
• Let her “shop” from your jewelry as well as the catalog and have her pre-select the items she would like to earn.
• Circle her choices on an Alphabetized Shopping Guide or write them on a Wish List and retain the information
until her show is held.
• In your date book or calendar, record the Three Booking Gift she has selected. You can use this item to
encourage people to book for her. Fill out a sample order on the Absentee Order sheet. Insert the absentee
order form in her catalog. Give her a fold-over invitation, so she can reference it for phoned-in orders.
• You may want to offer a special gift from you if she obtains at least five outside orders and/or a booking in
advance of her show.
Note: Some of the hostess awards are standard while others can be offered at the discretion of the director.
To avoid misinterpretation, explain any extra offers/specials and the requirements the hostess must meet
• Offer to stop by and pick up the guest list if you have not yet received it. She may also, fax it, mail it or scan it
and e-mail it to you. It is important for her to over-invite because generally about half the guests are able to
attend. An average guest list should be 15 to 20 names. If the list is sparse, make suggestions using the
booster on the reverse side. If time allows, your hostess can help you complete the invitations and you can mail
them when you leave her home.
• Tell the hostess that her phone call to each invited guest will do wonders in building attendance. It gives her a
chance to show enthusiasm for the jewelry and to endorse the company.
• Suggest that she encourage each attendee to bring a “jewelry-lover” as a guest. Point out that often it is the
“friend” that is the first to date a show!
• Ask the hostess which area of her home she is planning to use for the show. Does she have a folding table?Is
there adequate lighting, or could an additional lamp be added?
• Is there an outlet to plug in your display lamp?
• Suggest that she serve simple refreshments. If she asks for suggestions, you might suggest a pot of coffee and
a plate of cookies. Her friends will be more apt to book if it doesn’t look like a lot of work.
• Suggest waiting until the shopping and ordering times are over before inviting guests to have refreshments.
This will allow you to finish the orders as quickly as possible and conduct the drawing(s) in a timely manner in
case anyone has to leave early.
• Offer the Park Lane opportunity to your future hostess. Compliment her. Tell her why you feel she would make
a good director. Leave her with a recruiting brochure such as “Makes it All Possible” or Realize Your Best”.
• Ask her to help “talent scout” for directors. Who does she know that she could recommend? She could earn $50
in free jewelry for suggesting someone who meets the director qualification requirements. (Referral Reward
• Contact your manager for assistance when you secure recruit leads, and invite the prospect to the next
After coaching, send a “Hostess Reminder” letter on which you have written a personal note reinforcing your enthusiasm about
The time you invest in personally coaching a hostess will pay off. You are building a solid foundation for a successful show.
If, however distance or time does not allow for Personal Home Coaching, cover more of the details during Initial Coaching.
Follow up by telephone to encourage her. Make sure every hostess feels appreciated and important. Take care of your
business and it will take care of you!
PART THREE LAST MINUTE COACHING
WE’RE IN Keep in touch with your hostess between the time of the personal coaching appointment
and the date of the show. Let her know that you are excited about her show. Check with
SHOW her on the progress of any advance absentee orders and any pre-arranged booking
BUSINESS dates. She will have been talking with her friends and you will want to encourage her to
keep in touch with the invited guests, conveying the excitement of the approaching show
date. Arrive at the show early enough to arrange your display. A suggested arrival time is 30 minutes
before the time the show is to begin. At this time, you can write up any advance orders that she has
secured. Allow a few extra minutes to chat with your hostess and place her at ease. Look like a
successful Fashion Director; appropriately dressed and tastefully accessorized.
Give your hostess these last minute reminders just before the guests arrive.
1. Politely remind her to wait until the end of the shopping time and ordering time to serve refreshments.
This keeps the show on schedule and helps to finalize the orders and bookings.
2. Tell her you want the guests to feel comfortable. To create an informal atmosphere, ask her to
comment on the items she likes when you present them. Ask her to be enthused over the Three
Booking Gift she is working for. (If you have the item, you may want her to wear it throughout the show.)
3. Ask her to lead the way to the display table at the end of the show when you announce the
shopping/try-on time. If she starts the shopping, her friends will feel more comfortable trying on the
4. Ask her to stay at the display table during the try-on time and help you to assist her friends in looking
up jewelry names to add to their Wish Lists. When you leave the table to start writing orders, ask her to
remain there to help the guests who are still shopping.
•The hostess is coached and wearing Park Lane jewelry.
•Your supplies are organized.
•Your display table is ready; table cloth, high intensity light and rollers of jewelry set to one side. All of
your jewelry is contained in the rollers which will be unveiled during your jewerly presentation. There
are no catalogs on the table or anywhere in sight.
•Light is directed to aim at the jewelry as you present it.
•Props, decorations, posters, tickets, gifts and prizes are ready, if used at your show.
Before the guests arrive, ask the hostess for her catalog and start transferring the Absentee
Orders onto customer order blanks. Put her catalog in your briefcase to avoid having it
circulate among the guests. Do not distribute catalogs until after you have completed your
show and it is time to shop. Passing out catalogs before or during the show will take the
guests attention away from what you are saying. Keep the focus on the jewelry!
Begin within 15 minutes of the time indicated on the invitations. As the guests begin to arrive,
you and/or the hostess can give each guest a Wish List. Let the show begin!!
FIVE PART PARK LANE SHOW PRESENTATION PART 5
AT A GLANCE SHOW
FIVE PART SHOW FORMAT
1. Opening Talk 5 minutes
2. Presentation of the Jewelry 30 minutes
3. Booking/Recruiting Talk 5 minutes
4. Shopping/Try-On Time 30 minutes
5. Order Conditioning & Closing 30-60 minutes
The FIVE PART PARK LANE SHOW FORMAT is a time-tested format and is guaranteed
to produce a successful show. Each part is designed to produce results that will help
you build your business. Each part will lay the foundation for sales, bookings and
recruit prospects. Sales, booking dates and recruit prospects are the goals of a Park
Lane Show. Here are a few suggestions to consider BEFORE you conduct your first
• Watch the training video that you received along with your kit. The video will emphasize the 5
parts of the show.
• In addition to the effectiveness of the five part sequence, each presentation should be
sprinkled with “SEEDS”. A sales seed, or a booking/recruiting seed is an idea or thought that
you plant within the minds of your audience members. Continually repeating seeds three or
four times during your show helps the idea to “sink in”.
• Choose the seeds you will use, write them on a card and insert the note into the roller of
jewelry that pertains to the seed. Here are some examples of “seeds”:
1. SALES SEED - “________“ necklace is one of our best-sellers. It would be a perfect choice
to go with those pendants and enhancers you want!”
2. BOOKING SEED - “Last week every one of my three hostesses selected (say a current item
from the Thank You Gifts) as their “Thank You” award. Then they used their free credit to collect
enhancers and complementing earrings. They built an entire wardrobe around one item for
free in just one evening!”
3. RECRUITING SEED - “Before Park Lane, I attended a friend’s show just like you are this
evening. I fell in love with “_________”. When I joined Park Lane, I was so excited to find it was
in my sample kit!”
five part show format
SHOW PART ONE: THE OPENING TALK
Open the show by introducing yourself and thanking the hostess for hosting the show.
BUSINESS Have the guests introduce themselves. As an ice-breaker, you can use an “introduction
game” (the Name Game) to establish an informal atmosphere. (Examples illustrated on the
Provide a brief overview of the company, the jewelry, and the customer, hostess, and director benefits.
Initially, you may want to use a small cue card to remind you of the points to cover, or you may want to
implement a flip chart. Keep it simple and brief; approximate five minutes after introductions. Here is an
suggested outline for the Opening Talk:
1. Welcome everyone and introduce yourself
2. Thank your Hostess
3. Introduction game for guests
4. Company background
5. Variety, craftsmanship & quality of jewelry
6. Reasonable prices - Unconditional Replacement Guarantee
7. Three ways to obtain Park Lane jewelry:
“Good” way: Purchase -Bonus Item explanation & example
“Better” way: Hostess a show- Free jewelry wardrobe & special benefits
“Best” way: Become a director-We are expanding in this area.
Part-time hours/full-time earnings
8. Wish List explanation
9. Ask guests to remove their jewelry; they are “the models” for tonight’s show.
Below is a detailed version of the Opening Talk. You will want to use some of the suggested
verbiage listed below:
1. “Good evening and welcome! My name is ___________ and I’ll be your Park Lane Director for
2. “I’d like to thank ___________for coordinating tonight’s show and for inviting me to present Jewels by
Park Lane’s jewelry collection to you”.
3. “So that we all get acquainted, let’s go around the room and introduce ourselves. Tell your name and
choose a flattering adjective to describe yourself that begins with the first letter of your name. For
example; my name is Ellen, and I am Enthusiastic! Then as each of you takes a turn, you must
repeat those that went before you!
(Or ‘use a flattering adjective to describe our hostess’)”
4. “Let me tell you about my Company. Jewels by Park Lane was founded in 1955. We have been in
business for over five decades showing the finest in high fashion and designer jewelry. Jewelry is our
only product...we are the experts!”
5. “We offer a wide variety of jewelry...Something for everyone’s taste!
• Jewelry for children, men and teenagers...Jewelry for every woman’s wardrobe.
• Fun and trendy casual line. As a fashion-forward company we stay on top of the latest
• Classic, tailored designs in gold tone, silver tone and a selection of pearl designs.
• Couture collection captures the look of the finest genuine jewelry.
• We use the finest finishes, brilliant Austrian crystals, Swarovski crystals and cubic zirconias.”
five part show format WE’RE IN
6. “Not only is Park Lane jewelry reasonably-priced, every item is backed by Park Lane’s SHOW
unconditional replacement guarantee. When tonight’s order arrives, a validated receipt BUSINESS
will be clipped to your package. Save it to prove your purchase amount and the date.
For a period of 120 days, should you need to return an item for exchange or replacement, simply send the item
and the receipt directly to Park Lane. The item will be replaced absolutely free!
Even after the 120 days has expired, Park Lane’s unconditional replacement guarantee continues. Any item
will still be replaced for free. The only cost to you after the 120 days will be a small fee to cover handling and
7. “There are three ways to obtain Park Lane jewelry...
A GOOD way, a BETTER way, and the BEST way!
Be a Customer
A GOOD way is to purchase the jewelry.
Park Lane offers a “Bonus Item” to every customer who selects merchandise totaling $30 or more. Make your
selections and we total your order. You may then select ONE MORE ITEM that is priced equal to your total, for
just $12.00! That’s a matching value item for only twelve dollars more!
For example say your selections total $42.00. You may now choose any in-line catalog item that is priced up to
$42.00 and it is yours as a bonus for just $12.00 (plus tax)!
Even better, place a minimum $60.00 order, and you may take two bonus items, each equal in value to your
order total for $12.00 each. We even offer TRIPLE bonus items! With a minimum $90.00 order you may choose
THREE matching value items for $12 each! (Give another example of a higher order or display a poster as a
Be a Hostess
Placing an order tonight is a GOOD way to save on the items you want right away. We offer an even BETTER
way if you would like to build an entire jewelry wardrobe.
That BETTER way is FREE! Tonight you will probably see a lot of jewelry that you’d like to own. If you see
more than you want to purchase all at once, think about coordinating a show of your own. It’s easy to do and
my hostesses usually receive $300 to $500 in free jewelry! Think about planning a fun ‘ladies night out’ with
Become A Director
A GOOD way is to buy our jewelry. A BETTER way is to receive it free! But BEST way to get it all is to
become a Park Lane director. We are in an expansion campaign in this area and we are looking for people
who want to make great money working with fun and fashion! If you or someone you know might enjoy
hearing more about a part-time business like this please let me know and I’ll give you some information to take
8. Wish List Instruction
In a moment I will have (hostess’ name) distribute a Wish List to each of you. This is not an order form...It’s
just a list that you can use to jot down the names of the jewelry items you like, so that you can narrow down
your choices later.
As I show you each item, I will tell you its name. Write it on your list if it is something you like. Later, when I
pass out the catalogs, it will make it much easier for you to look up the prices if you have the names written on
your Wish List. Our jewelry prices are listed alphabetically, by name. The more items you write on your wish
list, the more you will be able to take advantage of your customer savings program.
OK...let’s get ready to look at the jewelry! You are the models tonight, so please remove the jewelry you have
on so that we can dress you in Park Lane!
WE’RE IN five part show format
PART TWO: PRESENTATION OF THE JEWELRY
BUSINESS By following Park Lane’s procedure you can realize high sales, a good booking average, and
generate recruiting interest at each show. However, there is no substitute for personality and
enthusiasm. Sell yourself! Ask to observe the shows of other successful directors and managers. Then practice
your presentation to make it the best it can be!
USE THE ROLLER METHOD
After organizing your kit using the cloth rollers to contain the various ensembles, you will be ready to “present”
your jewelry during this part of the show. Rather than having the jewelry spread out and uncovered when the
guests arrive, an effective presentation technique is to create suspense by keeping the jewelry “under wraps”.
Unveiling special ensembles one at a time showcases them and gives enthusiasm a chance to build throughout
your presentation. Consider the apparel of each guest as they arrive. What do you have in your kit to
complement their attire?
As you unroll each roller and reveal the jewelry, one ensemble at a time, ask each guest to come forward and
model an ensemble. Simply show some items, briefly describe, and name. Some items may just be placed on the
display for guests to discover during the shopping time.
Other items are excellent for demonstration. Using a velvet neckline, you can show how long pearls can be worn
in different ways. Present the versatility of a long rope chain. Demonstrate “framing” and clip on an earring or pin
as an enhancer. The more ways one item can be worn increases its value in the eyes of a customer. Presenting
jewelry accessorizing ideas and fashion tips makes your show more interesting, informative, and fun. When
guests enjoy themselves, they are more apt to be open to hosting a show for their friends.
Gradually presenting your ensembles will help you to stay organized and, if you tuck a reminder note in each roller
or tray, you will remember to plant sales, booking and recruiting seeds.
PART THREE: THE BOOKING TALK / THE RECRUITING TALK
So far you have only planted seeds suggesting that they think about booking a show. Now, it’s time to present a
three minute explanation of the benefits on becoming a hostess.
Here are several different options for illustrating Park Lane’s hostess plan. Your manager will teach you additional
• Count out play-money representing each “star” of the 5 Star Hostess plan.
• Have a guest hold a tray on which you place jewelry representing the amount of credit given on each “star”.
• Have the guests turn over their Wish List to the Door Prize side. Ask them to write in the blank area to keep a
running tally of hostess benefits as you explain each “star”. When you have finished, ask them to answer “Yes”
to the booking question.
Here are several options for sharing the Park Lane opportunity.
• Present your Park Lane “commercial”. This can be your Park Lane story.
• Use the “Flip Chart” to share the Park Lane opportunity. (Purchase from the supply department or download
• Talk about the advantages of joining Park Lane; no investment, no delivery, weekly profits, free training and
show them your Park Lane kit bag; your “Business in a Bag”.
• Pass out the $50 Referral Reward certificate and ask them to recommend someone who might be good in Park
Lane; tell them that they can recommend themselves!
five part show format WE’RE IN
PART FOUR: TRY-ON / SHOPPING TIME
“In a minute, you can come up and try on jewelry. But first, I want to explain how to use the catalogs (or the
alphabetized shopping guides) that will be up at the table. You may see other items that you like in the catalog or
on the table. Add them to your Wish List. Remember, it’s merely a “possibility” list...not your order form.
To look up an item, go to the index in the back of the book. Items are listed alphabetically by name. Write the price
on your Wish List next to each item. REMEMBER, you may find that the most expensive items will be $12 bonus
I do not expect you to write your own order. That’s my job. I’ll be around to assist you individually with your order
form. Just show me your Wish List and I’ll help you determine the best price possible on the items you want most.
Please remove the jewelry you modeled and place it back on the table. Come on up and try on anything you like.
It’s time to go shopping!”
Remain at the table repeating the names of items, making suggestions for combinations, and giving fashion tips.
During this time, you may be asked questions about your Park Lane business. Often this type of questioning is
indicative of the guest’s interest in the opportunity. Here are some common “recruiting-interest” questions and
“HOW OFTEN DO YOU DO SHOWS?”
“That’s the beauty of this business. Each director decides their own schedule. Personally, I like to hold two or
three shows a week, but I can always speed up my calendar if I need extra money. Likewise, I can slow down if I
want to take time off. It’s great being your own boss!
Have you ever thought about doing something like this?”
“HOW DO YOU REMEMBER THE NAMES OF ALL THAT JEWELRY?”
“I love my jewelry! Actually, you can almost see the name in each item! For example, “______” can be used with
so many of the pendants and enhancers. Park Lane’s training makes it easy. They teach you everything you need
to know and there’s always someone to help. It’s such a fun business.
Have you ever thought about trying something like this?”
“DO YOU EARN MUCH MONEY DOING THIS?”
“To start, most directors earn $80 to $100 per show. That’s around $30 an hour. Working just part-time, two to
three shows a week, a Director’s average check for the week ranges from $150 to $350.
Would you be interested in some information about our program?”
“DID YOU HAVE TO BUY ALL THIS JEWELRY?”
“A starter sample kit is valued at around $1,000. Actually, since I got my sample kit I’ve earned most of the
additional jewelry for free! If you’re a jewelry-lover, this is the business to be in!
Have you ever thought about trying something like this?”
five part show format
SHOW PART FIVE: ORDER CONDITIONING AND CLOSING
BUSINESS During the first four parts of the show you planted seeds for sales, bookings and recruits.
In the fifth part of the show, you will see the seeds blossom into results.
Start order conditioning as soon as the first guest leaves the display table and resumes her
seat. Remind the hostess to replace you at the table.
The Four Steps Of Order Conditioning and Closing
1. Determine the guest’s order and bonus items
2. Obtain payment.
3. Ask the guest to book a show.
4. Approach the guest about the opportunity.
STEP ONE: The Order
Approach the guest, and take a seat next to her. Lower your voice and the guest will respond in the
same tone. This keeps the conversation private while discussing her order, and asking her about
booking. Smile and say:
“How are you doing on your Wish List, Mary? May I help you with your order?”
“Are you finding everything, Mary? May I help you with your order?”
“May I take a look at your Wish List, Mary? Let me see if I can help.”
Examine the list and start calculating. Total everything and say:
“Mary, if you were to choose everything on your Wish List, the total would be $98.00, and then, you
would be able to go through the book and choose any item up to $98.00 for just $12.00.How would that
In this case, you could offer the customer TRIPLE bonus items because they placed a minimum $90
order. Continue by saying, “In fact, I’ll go one better. If you do order the $98.00 total, I’ll let you choose
THREE ($98 value) bonus items for $12.00 each!
If the guest responds, “OK, that will be fine”, proceed to enter the items on an order form. If the guest
replies “I’m afraid I can’t spend that much”, then show her the Wish List and make another suggestion
reducing the number of items.
“Now these items would come to $52.00. Then you could choose a $52 item as your $12 bonus.
How would that be?”
When she agrees on the items to be purchased, help her determine her $12 bonus item(s). Enter them
on an order form, total everything and ask:
STEP TWO: Obtain Payment
“Your total comes to $72.12, Mary. How would you like to take care of this tonight, cash, check,
Park Lane accepts Visa, MasterCard, Discover and American Express. If the guest is not prepared to
pay for her order, suggest a minimum deposit of 50%. Record the payment and give her the customer
copy of the order form.
Credit card usage: The merchant fee of 4% of the amount charged will be deducted from the Director’s
commission on orders that are mailed / faxed to Home Office. The 4% credit card fee is waived on
orders that are submitted online through the myparklane.com gold or platinum membership.
five part show format WE’RE IN
STEP THREE: Ask To Book.
Smile, be enthusiastic, sincerely compliment her, and ask her to book a show.
“It was great to have you here tonight, Paula. Your outfit was perfect for modeling the jewelry!”
“I’m glad I was able to meet you tonight, Paula. Your sense of humor sure added a lot to everyone’s fun!”
“Your Wish List is one of the longest I’ve ever seen...You sure love jewelry! Why don’t we plan a show to get you
the rest of the items you want!”
“You’re so much fun! I loved meeting you, Paula!”
After the compliment, approach to date a show by asking “either/or” questions.
“I would love to plan a show with you! Not only would it help Mary, but with you as the hostess, it would be FUN!
If we were to work together to put on a show, would you have it at home, at your office, or maybe an after-work
happy hour party?”
“Would the end of this week work out, or would next week be better?”
“Is 7:00 OK, or is 7:30 better for you?”
Set the date, record it in your date book, and write it on a Five Star plan. Give her the Five Star and a guest list,
and ask her if she can stay for a while so you can get all the people who book shows together for an explanation
of a few details.
STEP FOUR: Approach to recruit.
Before you move on to condition the order of another guest, approach her about the opportunity and/or ask if she
has anyone she can refer to you.
“You’re so much fun! I can’t wait until your show! Paula, you have such a great personality, have you ever thought
about doing something like this? You would be so good at it! With your enthusiasm, you’d be perfect as a Park
If the prospect hesitates or objects, try responding with the “FEEL, FELT, FOUND technique.
“I know how you FEEL. Initially I FELT the same way. But, after going to a training meeting I FOUND that...”
Offer the prospect a Realize Your Best brochure or CD. Invite her to the next meeting. If a meeting is not
scheduled for that week, tell her you will mention her to your manager because you think she would be great at
As soon as all the orders have been completed, quickly tally the number of orders including absentee orders and
calculate the total hostess credit. Put all the door prize slips together and announce that you are about to draw for
a prize/gift. The special drawing from the director referrals can also be done at this time. Just before you draw,
close the show by saying:
“I want to thank everyone for coming and a special thank you to Mary for hosting this party.
I had a great time meeting you all...special people like you make my job FUN!
I want to let you know where Mary stands so far. She already has over $180 in shopping credit, plus a $60 Thank
You Award. She also has $100 more in booking credit!
What she really needs is just ONE MORE BOOKING. One more booking will add an extra $100 in shopping credit
PLUS one more booking will also mean that she will earn that Beverly Hills ring I showed you as her Three
So please think about it over dessert. If anyone else decides to host a show, just let me know, or Mary, Okay?
Now, let’s draw for the winner of the Door Prize!”
PART 5 GETTING THE MOST FROM “THE WISH LIST”
WE’RE IN The Wish List serves as a work sheet for show guests to determine potential choices for
SHOW their order. Ask your hostess to distribute one to each guest just before the show begins.
After your Opening Talk and before introducing the first jewelry item, explain the Wish List
to the guests.
“As I show you my jewelry, I’ll be telling you the name of each item. When you see an item
or ensemble that you like, write its name on your Wish List. Then later, you’ll have a list of
your favorites so you can easily look up the prices. The Wish List IS NOT your order form.
It’s merely your work sheet. You can always add to or subtract from the list, so jot down ALL
the items that appeal to you for yourself… or possibly for gifts! And one more thing… Sue
has a roll of tickets for a special drawing we’ll hold later. The more excited you get about
adding to your Wish List, the more tickets she’ll give you! Ready to start?”
Proceed through your jewelry presentation encouraging guests to add names to their Wish
List. Later in the show, just BEFORE you invite the guests up to your display table to try-on
and shop provide the final instructions for the Wish List.
“I know that you’ve started your Wish List with the items I’ve shown so far. As you shop at
my table and look through the catalog, continue to write down the names of any additional
items you are considering. We can add and subtract from the list, but it gives me a starting
place to show you the best way for you to save the most money. Remember, this is only a
work sheet; not your order form. And, keep our $12.00 Bonus items program in mind. I will
be around to help each of you and to write your order for you so that I can explain how you
can get the most jewelry for the money!
After the Try-on Shopping time, as the first guests return to their seats and appear to be near
completing their Wish Lists, begin approaching each person individually to initiate the Order
The first step of order conditioning is to determine the guest’s order. With your date book,
pen/pencil, a catalog, price listing, and a calculator, approach a seated guest, smile, take a
seat next to her, and reach for her Wish List while saying, “May I help you with your Wish List?”
Take note of the items she selected. It indicates the style of jewelry that appeals to her. As
you fill in any missing prices on the items on her list, comment on her choices. “I see you like
the new trends in earrings.” or, “Ah, you’re a glamour-girl! I love sparkle too!” “So obviously,
you favor golden jewelry?” She may ask questions. She may want your opinion. Be friendly
and helpful and make suggestions while you total the prices of EVERYTHING on her list.
Yes, add up everything to arrive at a grand total. At least, that’s the way to start. Why? Two
reasons. First, it is insulting to “assume” that she cannot purchase everything on her list.
Second, ask yourself, “What’s a better deal? What’s a better bargain?... a $50 item for $12.00,
or a $200 item for $12.00?” Look at it another way. Let’s say a customer listed a $30 item,
a $20 item and a $50 item. If you add the $20 to the $30 item to total a $50 order and then
offered the $50 item as a $12.00 bonus, the customer would only realize a $38 discount.
However, by adding the $20, $30, and $50 item together to total $100, the customer would
be entitled to three $100 value bonus items for $36.00 more. End result would be a $264.00
savings. Easy to see which is a better “deal”!
The two biggest mistakes made in structuring an order is to prejudge the buyer and to try to
“finesse” an order that will give her the most expensive item on her list as her bonus item. If she PART 5
doesn’t want to purchase ALL the items on her list, she will surely tell you so once you total the
So, you start by quickly tabulating a grand total and then smile and say, “Sue, if you were to take
everything you listed, it would be $212.00, and you would THEN be able to go back through the
catalog and select THREE MORE ITEMS valued up to $212 EACH and take them as bonuses for
just $12.00 each… that would be an extra $636 in jewelry value for just $36.00 more! How would THAT be?”
Typically there will be two types of responses.
1. “Wow! You mean I could get three of those ___ bracelets for $12.00 each? I could give one to my mom and
one to my mother-in-law as Mother’s Day gifts, and still have one for myself! OK, that’s great!”
2. “Oooh, I just can’t spend THAT much.”
When you get the first response, write the order, collect payment, and proceed to Step Two of Order Conditioning
(suggest she book a show).
When you get the second response, say, “No problem. Let’s revise the selections.” Now is the time to lower her
total and work the order to allow her the highest priced item(s) on her list as $12.00 Bonus Items. Rework the
totals and say, “How about if you selected these three items to make the ensemble complete. That would be
$96.00. Then you could take these three as $12.00 Bonus Items?” She agrees. Write the order. Collect the
payment. Then say, “I’d love to give you the rest of the items on your list. Let’s plan a show together and you’ll
have these plus a whole lot more!” You are now in Step Two of Order Conditioning.
Move from guest to guest to assist them in determining their order. Orders may change as you work with each
guest. Sometimes the guest will want to add onto their order to achieve a higher total to be eligible for the Bonus
Items they are striving for. You can show them items that complement their selections, refer to your ascending
order price list for the amount they need to spend, and/or suggest the purchase of a Gift Card. Be flexible and
helpful. If their shopping experience with you and Park Lane is a pleasant one, they will be your customer again
and again. And THAT is your objective. You want every customer to remember YOU and Park Lane each and
every time they are in the market for new jewelry! Now hold that drawing and send one of your happy customers
home with a special gift!
BUSINESS SAMPLE A SAMPLE B
Customer Order Customer Order
Form without Form with
credit card credit card
Order charged to a Credit Card
Completely fil out the charge portion of the order form. The form must be signed
by the customer.
(If the customer does not charge their order, remove the perforated charge
information portion of the order form.
SAMPLE C SHOW
Hostess Order Form
Jewelry selected with free credit is recorded in the first section of the order form.
Half-price items are recorded in the second section. “Hostess Only” purchases are recorded in
the third section.
The first and second sections are added together while the third section is
follow-up after the show
Following up with a hostess and the show guests AFTER the show can bring
BUSINESS about some additional business. Here are the types of situations which can
result in additional orders and bookings:
• Follow up with a guest who did not place an order
• Follow up with a guest who was invited but was not present at the show.
• Follow up and call any guest who placed an absentee order. This guest might want to
have a private showing or book a show for more jewelry.
• Call any guest that showed interest in dating a show, but did not make a firm
• Send the hostess a thank you note. Remind her that she will still receive credit for
additional bookings, dated and held within 30 days of her show.
• Call the hostess AFTER she delivers the jewelry to her guests to see if there was any
further booking interest.
• Re-date the hostess for next season!
The park lane gift card
Ever had a “big-spender” at your show, but they wanted so much that they
needed extra time to think and figure out their order? … Or a jewelry-lover that
popped into the hostessʼ home, but couldnʼt stay? How about a customer who
was in search of the perfect Park Lane present, but wasnʼt sure what jewelry
the intended recipient would like?
The solution to all the above, is a Jewels by Park Lane Gift Card. Available in
any denomination, $10.00 or more.
When your customer wishes to purchase a Gift Card, they complete an order form; pay the tax, and the initial
insurance/transportation. At the point of sale, the Gift Card purchaser is entitled to select matching value bonus
item(s) provided their order totals $30.00 or more.
·The standard insurance/transportation fee must be paid on an order for a Gift Card. It covers the processing of
the card and the accompanying catalog as well as the shipping on the purchaser’s matching value bonus item(s).
Whether ordered to use as a present, or for their own future use, the customer’s Gift Card is “activitated” at the
office with the specified monetary amount, slipped into a beautiful, diamond-shaped silver metallic sleeve, and
returned to them accompanied by a catalog and a blank order form. The Gift Card will have a computerized-code
number so that it may be redeemed with the company on the paper order form, applied to a faxed or phoned-in
order. The redeeming
customer simply provides the card number, and the amount of their order is deducted from the card automatically.
The balance, if any, remains on the card and does not expire.
The park lane gift card WE’RE IN
The Gift Card informs the recipient that the purchaser has paid the sales tax. The recipient’s only
cost will be the insurance/transportation fee and any overage (plus tax on any overage). BUSINESS
In addition to sales at shows, consider the limitless
ways to market Gift Cards.
Here are a few suggestions:
· Employer gifts to secretary / assistant / staff
· Employee incentive rewards
· Fundraiser – Easy for kids as well as adults!
· Men’s Organization
· Women’s Club
· Customer order “leverage”. A customer wishes to obtain a certain
priced item as their bonus item, but their order total isn’t up to the
amount they need to spend. They may purchase a gift card in the
amount that will increase their order to the level it has to be (minimum
$10.00) and then redeem the card at a later date.
With this super enhancement, Park Lane provides you with the
means to create and capture additional sales opportunities.
IMPORTANT FACTS ABOUT GIFT CARDS
· Are for sale only. May not be issued with hostess credit.
· Count as an order for the hostess.
· Cannot be selected as a $12.00 bonus item.
· Are available in any amount, $10.00 or more.
· Must be paid in full at the time of order. No COD’s.
· May be paid for by credit card.
· May be selected along with an order for jewelry and combined to arrive at the
· Cannot be used to select ‘Hostess Only’ merchandise.
· Commission is paid on the base amount of Gift Cards at the time of sale.
When redeemed, if the customer exceeds the amount of the card by $10.00 or
more, the director will be paid on the overage.
Gift Cards must be redeemed directly through the Company by mail, fax, or telephone.
They cannot be redeemed at a show and/or through a Director because commission and
hostess credit were previously issued at the original point of sale. Directors in the field cannot
debit the card, therefore cards may only be redeemed by the Company.
WE ARE IN THE “BOOKING BUSINESS”!
Bookings will make you a STAR! In Park Lane, we are in the “BOOKING BUSINESS”!
We are in the business of securing booking dates! Bookings are the “life blood” of our
You offer a valuable service to today’s consumer...
In-home / In-office shopping with personal customized attention.
The following are different types of “bookings” (datings/appointments) you can acquire.
A “booking” is a time, a date, and a place to show your jewelry! There are various
venues that will allow you to show your jewelry best. Your Park Lane business will work
best when you can work with a hostess; someone who agrees to open her home or
business, invite a few friends together, serve a light refreshment and allow you to show
your jewelry! This “show” setting is optimum for a successful show. In Park Lane, we
have various forms of bookings and terms that we use to differentiate between the
types of shows that we may conduct. Below are a few definitions of booking types:
Entice show guests to schedule their own show by explaining the Five Star Hostess plan and hostess
specials. Make guests aware of the booking awards their hostess is working for and how they can help
her by “booking” a show in their home or office.
Advertise by wearing your jewelry everywhere you go! Turn a compliment into future business by
explaining how they can earn jewelry for free by hosting a show. Talk about what you have to offer and
you will consistently add new chains of shows to your calendar.
Although gathering absentee orders to create a “show” is allowed, catalog bookings will never replace
“live” shows. They can, however, generate additional sales. First, book as many “live” shows as
possible. Then, as a final approach, ask the prospect to work on a catalog show. Review the customer
bonus plan, order-taking, and payment requirements with the catalog hostess. Set a deadline to collect
the orders, payment, and hostess credit selections.
Suggest a one-on-one showing to a person who resists hosting a show. Private “personal” showings
appeal to many professionals who need jewelry but have limited time to entertain and prepare for a
show. To increase the results of a personal appointment, suggest that the client invite a couple friends /
associates to join her for an informal showing.
When the majority of a hostess’ guests will be people she works with, it may be more convenient for her
to host the show at her office. Suggest an after-work party or a lunchtime “stop and shop.” Suggest a
“Ladies Night Out” which could be held after work, at the office or a restaurant nearby.
PARTNER SHOWS (Dual Hostess Shows)
Sometimes a guest hesitates to book because he/she feels that they don’t know enough people, their
home is too small, they are afraid that they will fail to hold a successful show, etc. By suggesting that
they host a show along with a friend, you reduce their concern and increase their confidence. They
know that a friend will be working hand-in-hand with them to share in the responsibilities. Credit for a
dual show is calculated as if it is a single booking, they can divide the awards or each hostess can earn
EXPOSITIONS AND FAIRS
Seize every opportunity for exposure. See people and let people see you! Set up a display at a booth
and talk to people about Park Lane as they pass by. Smile, be friendly and enthusiastic. As they
approach to fill out a drawing slip, engage them in conversation. Most business generated from a
fair/expo will be secured after the event by calling the leads on the drawing slips. Following up
IMMEDIATELY after the event is a key component for success.
THE BOOKING TALK
As explained in Part 5, the “Show Business” section, there is a time slot in the show sequence to talk
about the advantages for a guest to book a show. That is the third part of the show sequence.
Remember that we are in business of “securing booking dates”! During this section, you can say
something like, “by now, I am sure that you may have seen lots of jewelry that you like; perhaps more
selections that you intend to order tonight (today). This is known as the “assumptive” approach; that is
to say, you are assuming that the guest will be ordering and you want them to think about booking a
show to obtain everything that they like. You are “planting the seed” for them to consider hosting a show
of their own. Directors in Park Lane, will eventually want to prepare a “three minute commercial” for
booking a show. This is the time in the third part of the show sequence where they introduce the idea of
hosting a show to receive lots of free jewelry. Park Lane suggests that by doing a booking talk at this
time, you merely “suggest” the idea of booking a show. A goal that you should have for each guest is to
“buy AND book”! You will want each guest to place an order AND book a show. That is the ideal
combination and entirely possible when you harness the power of the Hostess Plan.
Here is an example of what you might say as a “booking commercial”:
“By now, I am sure that you may have seen lots of jewelry that you like; perhaps more selections that
you intend to order tonight (today). So why not consider becoming a Park Lane hostess!! It’s so easy!
A pot of coffee...a plate of cookies. Just invite a few friends in and you can earn an entire wardrobe of
new accessories! Dating a show adds tremendously to _(hostess name)__’s credit for her free jewelry.
Why not plan a “ladies’ night out” with friends, fashion, and FUN! I do office shows as well as home
shows. We can plan a fundraiser or a fashion show for a club or organization. Or, you may want to co-
host a party with a partner. On question number three (of the Door Prize slip) you can indicate what
sounds best to you. Later, when I’m helping you with your order, I can give you more information and
REVIEW THE HOSTESS PLAN
BOOKINGS You might, at this time, also want to review the FIVE STARS of our hostess plan. This is
a time where you can give more specific information about the ways that a hostess may
earn free jewelry. You can pass out the Five Star Hostess brochure or simply review the
five parts to the plan. Here is some suggested verbiage:
Star One is the ‘Thank You’ Award. “Just return the guest list to me within three days, and you can choose
one of these designer items for just $10.00! Some of the items are valued over $89.00! Just a qualified
list and you’ll receive your favorite item for only $10.00!”
Star Two rewards the hostess with $20.00 in credit for every single order! “Absentee orders count as
well as orders placed at the show. For example, if this was your show, you would receive (count the
guests) 8 orders X $20.00 each......that’s $160.00; plus say you had four orders from friends and co-
workers who were not able to attend. That’s another $80.00... for a total of 12 orders equaling $240 in
free shopping credit!
All you have to pay is the tax! You can go shopping throughout the catalog and choose your favorite
items absolutely free!
You can also earn a Instyle bracelet (jet, clear, or amethyst) as your bonus gift for reaching the TEN
Star Three automatically offers you, your choice of any four in-line items at HALF-PRICE!
“On Star Four, you may make up to four selections from the fabulous ‘Hostess Only’
collection of jewelry and watches featured in a special section in the back of our catalog. (Show
examples of this collection - items and/or photos). As a hostess you have the privilege of shopping at
the special discounted price! Be sure to ask me how to qualify to receive items from our exclusive
‘Hostess Only’ collection”.
The Fifth Star rewards a hostess when her guests decide to date their own shows. “When three of you
hold a show in your home or office, our hostess will qualify for a $200 shopping spree for just $20.00,
plus your choice of a Three Booking Gift”. (Show examples of this collection - items and/or photos.)
For her first booking, we award a hostess $50 for a $5.00 fee. For the second
booking, she receives another $50 for $5.00. And when the third show is held, the
award is another $100 for just $10.00! Fifty plus fifty plus one hundred...That’s $200 in
shopping after three bookings are held!”
Remember, that we are in the business of “promoting” booking dates. One show
should at least yield THREE new bookings. You will want to keep this formula in mind
for continued success: One show = three bookings! In other words, you should work
with your hostess and guests to produce at least THREE new dated bookings within
30 days of the original show. This way, you will help your hostess received
EVERYTHING Park Lane offers a hostess AND you will help yourself to create a
continued source of shows!
LEARNING TO OVERCOME “Booking Objections” PART6
When doing a show and approaching people to book with you, it’s important to remember BOOKINGS
to expect some objections. These people aren’t necessarily saying ‘‘no’’ to you, but they are
explaining a reason that they think could stand in their way of having a successful show.
One of the biggest reasons people hesitate to book is that they are afraid their show won’t
be up to their, or your expectations.
Our job is to alleviate the fears of the potential hostess and let her know that in spite of whatever she
thinks would be a problem, we can still have a show. The truth of the matter is that with Park Lane’s
generous incentives, even a show that barely qualifies will net our hostess a very nice amount free jewelry.
Often, if a show is less than average as far as dollar amount, chances are a booking will come from it that
could lead you into a vast expanse of new volume, or a recruit could be generated from that show ... so
any show, large or small, is certainly worth
To build confidence and to become a proficient ‘‘booker of shows’’, it’s a good idea to become familiar with
the most common reasons people hesitate to book. Remember, for instance, if a prospect says, ‘‘I’m too
busy’’, what she is really saying is, ‘‘If I wasn’t so busy, I’d have a show.’’ Or, ‘‘We’re going to be out of town.’’
In this instance what you should hear is, ‘‘If I weren’t going out of town, I’d love to have a show. If you are
hearing the positive side of her objection, it will be much easier for you to help her come up with a solution.
Also, some objectives can be avoided by addressing them during your booking talk. For example: ‘‘One
of the courtesy services I provide for all my busy hostesses is to send a lovely invitation to each of the
people on your guest list for you.’’
Following is a list of the most common reasons some people hesitate to book, and appropriate responses
you can learn, to help them see that you can work with them to select a time for them anyway.
1. IʼM TOO BUSY...
I’m happy to hear that, for I’ve found that busy people always get things done. You know right now I only
need two (2) more shows to win a trip - one large one and one small one. Do you think you could have
just a small show? You could still earn a lot of free jewelry and help out our hostess and me at the same
Note: You may want to make a little small talk and find out what she’s ‘‘too busy’’ doing. Perhaps she
normally works part-time and for the next week. she’s putting in full-time so is feeling overwhelmed. If she
knows she doesn’t have to date for the immediate week, she may be more receptive. If she already works
full-time, perhaps you could suggest an evening show, a happy hour show (5:00 to 7:00) or a weekend
show. If she’s too busy to put her home in order before the show or to prepare refreshments, you could
suggest a co-hostess show with one of her friends, particularly if she came with someone to this show.
The show could be at her friend’s home and she could provide a simple dessert to serve. Be sure to let
her know that you will help by sending out the invitations.
2. WEʼRE GOING OUT OF TOWN...
‘‘Oh, how wonderful! Are you going to go someplace exciting? Are you going on vacation or a business
trip?’’ (Be interested in plans because generally people love to talk about themselves.) ‘‘How long will you
be staying?’’ (By finding out how long she will be out of town, you can then suggest a time for her show
when she gets back.) ‘‘Let’s see, since you will be gone for about 3 weeks, and I’m sure you’d like a few
days to unpack and do some laundry, etc. why don’t we tentatively schedule you for ______________. By
dating tonight, I can give our hostess credit
for your booking. Would the beginning of the week or the end of the week work best for you, etc.’’
NOTE: The main thing here is to let her know you can work around her schedule so both she and the
hostess from this show can benefit.
3. I REALLY DONʼT KNOW ANYONE TO INVITE...
PART 6 Note: Here you might want to ask her if she belongs to any clubs, a church, or if she’s met
BOOKINGS anyone in her neighborhood. Sometimes, we get this response if she is attending a show
with many ladies present and she may be feeling that she, too, would be required to have
a house-ful. We need to assure her that even a few people around a kitchen or dining room
table would be terrific.
‘‘I can’t think of a better way to meet some people than to have a small fashion show in the comfort of your
own home. You could invite a few neighbors or the mothers of some of your children’s friends. Maybe your
children’s teacher would be interested. I know most teachers wear jewelry. Perhaps your hairdresser would
be interested, since fashion is an important aspect of the beauty business. Also, perhaps you could invite
one or two of the ladies from your church. They would probably appreciate getting to know you better too.
If you like, when we send out the invitations, we can invite everyone to bring a friend. That way you can
meet other people too. Actually, if you even had just a few people around your kitchen table, ‘‘I’d love it. It
would be like an evening off for me and I can still give tonight’s hostess credit.’’ (Proceed to narrow it down
to the date, time, etc.)
4. MY HOUSE IS TOO SMALL...
Note: Generally we get this response if the home where tonight’s show is being held is quite large. Your
prospect may feel inadequate, so again, you must make her feel like what she has to offer is exactly what
‘‘Well, we could do one of two things ... either we could just have a few people around your kitchen table,
or if you’d rather, perhaps you and one of your friends could go together on a show and it could be at her
home and you could provide the dessert.’’ (If this isn’t acceptable, why not give her a catalog and encourage
her to have a catalog show, especially if she works in an office or place where there would be a lot of
prospects for outside orders. Let her know you could give her the same amount of beautiful jewelry for her
catalog show as if she had a live show. When dating a catalog show, it’s imperative that you do a thorough
job of Home Hostess Coaching so she knows exactly what to do and has the proper tools to do it.)
5. MY HUSBAND WONʼT LET ME...
Note: The first thing to do here is to find out exactly what her husband objects to. Maybe, he’s worked hard
all day and finds it inconvenient to be booted out of his favorite TV spot for the evening. Perhaps he has
an objection to people being invited to his home to ‘‘buy’’. Maybe, his wife has had other shows and had
an undesirable experience or not received enough merchandise to make it worth her while. Whatever the
case may be, once you know his real objection, it’s easier to find a solution to the problem. You could
suggest having it at a time he’s not home so his privacy isn’t interrupted, or again to have a show with a
friend at the friend’s home, or a catalog show.
‘‘He won’t let you! Why does he object to your having a few ladies in your own home?’’ (Wait for her
response) ‘‘Oh! I can understand that. Well why don’t we see if there is some way we can work around this
because I know you’d love to earn $200 to $300 in free jewelry and help our hostess too. Maybe we could
have your show during the day or on an evening your husband plans to be gone anyway. Perhaps we
could have your show in the living room if he likes to have the family room to himself. Why don’t we have
it at a friend’s home... surely he wouldn’t mind that. (These are all responses that you can make. If her
husband objects to inviting people into his home to buy, you might say the following...) ‘‘Let me ask you
Sally, did you purchase anything tonight that you didn’t want? I certainly hope you didn’t feel any pressure
to buy tonight!’’ (Usually, they assure you that ‘‘Oh no’’ they didn’t. So you can go on to say...) ‘‘Well, your
friends will only buy if they choose also. Generally, if someone isn’t in a position to make a purchase, they
don’t attend so don’t worry about that. I will make sure your friends feel comfortable about their visit to a
fashion show at your home and that they get the most for their money too!’’
6. WEʼVE HAD SO MANY PARTIES IN OUR NEIGHBORHOOD ALREADY...
Note: First of all, this is a good sign because it means the people there are very receptive to PART6
home show shopping and they love to do this kind of entertaining. Secondly, there probably BOOKINGS
haven’t been any jewelry shows and even if there were, rest assured, jewelry wouldn’t have
been Park Lane quality!
Great! It sounds like your friends love this type of entertainment. Maybe I could do something
a little unique at your show such as showing some attractive scarf ideas, etc. Since your friends enjoy parties,
they’ll love coming to a Park Lane show and shopping to their heart’s content and receiving the personalized
attention that they can only receive at a home show. The best thing to do though, would be to date it as soon
as possible before someone else in the neighborhood books.’’
7. MY FRIENDS DONʼT HAVE ANY MONEY...
Note: People have a tendency to judge other people’s pocketbooks by their own so it’s important to turn this into
‘‘You know Sally, that’s why Park Lane is so perfect because we have jewelry for absolutely everyone’s taste
and everyone’s pocketbook. The specials we have enable people to have our jewelry without spending a fortune.
Why, even our most expensive pieces can be purchased for only a few dollars when utilizing our super savings
plan so we can really appeal to the price conscious consumer. Actually, you’d be saving your friends money by
them to shop at your home. If there was more in our line that they wanted but couldn’t afford, perhaps they
could be booking for you and Park Lane’s generous booking allowances could be yours, while your friends
could receive our generous hostess allowances. Besides, we’d have a great time!’’
8. ITʼS HARD TO GET US ALL TOGETHER AT ONE TIME BECAUSE MY FRIENDS AND I
WORK DIFFERENT SHIFTS...
Note: This is a perfect prospect for a catalog show or perhaps a weekend show. Also, you might try bringing the
show to them. If they work an 11:00 p.m. to 7:00 a.m. shift, for example, perhaps you could set up ‘‘open house
style’’ in the lounge or cafeteria as one shift retires and the new shift begins. Your contact person or hostess
could let her friends know in advance so they could come to work a bit early to see your display and place their
orders before their shift started.
9. WEʼRE REMODELING AND MY HOME IS A DISASTER...
Note: This could be the exact reason many of her friends might enjoy coming to her home when the project is
completed. ‘‘Oh! How exciting! Which room(s) are you re-doing? What colors are you decorating in?’’ (Be
interested in her project and let her tell you about it. Most people love talking about their home.) ‘‘How long
have you been working on it? I’ll bet you’ll be glad when you can put your things away again.’’ (Many times by
asking questions, you can tell when they anticipate finishing the project so you can proceed with the solution...)
‘‘Well Sally, I’ll bet your friends would love to see your lovely kitchen when it’s finished so why don’t we have a
celebration party when your remodeling project is completed. Let me give you time to get rid of the sawdust and
the boxes and to get your things all organized. Why don’t we date your fashion show for either _____________
or ____________.’’ If this isn’t acceptable, you might again suggest the co-hostess idea or a catalog show.
10. NONE OF MY FRIENDS REALLY WEAR JEWELRY...
Note: At least not that she knows of. Perhaps she hasn’t seen them go to the office or out for the evening. Or,
maybe they haven’t had an opportunity like a Park Lane jewelry fashion show to become acquainted with what
jewelry can do for them.
‘‘Well, what a wonderful opportunity for them to have a chance to see how it can make them both look and feel
better. Generally, the reasons people don’t wear jewelry are either because they don’t have much or what they
do have is outdated and they no longer like it. Maybe, they don’t feel they go places to warrant wearing beautiful
jewelry. Park Lane jewelry is so very versatile that it can be worn for everyday and with even the most casual
outfits. Also, it really does make one feel better about their appearance because Park Lane jewelry always
brings compliments. Nothing makes my day better than when someone compliments me on my appearance.
Why don’t we have a little Park Lane get-together so your friends can preview our jewelry. Surveys show that
jewelry is among the top 3 gift items and I’m sure your friends have occasions that they need gifts. You’d be doing
them a big favor by introducing them to Park Lane’s quality jewelry.’’
11. WHENEVER I HAVE HOME PARTIES, THEY NEVER TURN OUT...
PART 6 Note: It’s important to identify with this prospect and realize if we were in her shoes, we’d
BOOKINGS feel the same way. But remember that when she says ‘‘they don’t turn out’’... by whose
standards?? With many direct sales companies, you need a mega show in order to get
even a token of appreciation so perhaps her shows were fine, but she still didn’t benefit
very much. Our aim is to show her how even with a small show, she will gain many beautiful
‘‘Oh Sally, my Park Lane shows are so much fun and the people just love the jewelry. I’ll really help you
have the most pleasant and rewarding show possible. I will make sure everyone of your friends has a
beautiful invitation. Also, I’ll spend time with you prior to your show to teach you how to have the most
successful show possible. We call that Hostess Coaching and I’ll give you all the tips and hints I’ve learned
to make your show exactly what you want it to be.’’
12. MY SCHEDULE IS SO CRAZY, I DONʼT KNOW WHEN I CAN BOOK.
LET ME THINK ABOUT IT AND CALL YOU...
‘‘I know just what you mean Sally and I think that is a great thought. But, I’ve got an idea!
Let’s set a tentative date and then when you get home and check your schedule, call me and we’ll firm it
up. Or, better yet, since my schedule is really crazy, let me call you. By setting the date tonight (even
though it’s tentative), I can count it for our hostess. I am flexible though and I promise if the date you
selected won’t work, we can certainly reschedule it the beginning or the end of the week? Etc.
THESE ARE PERHAPS THE MOST FREQUENT USED OBJECTIONS YOU WILL HEAR.
It is important that you don’t feel personally rejected when customers hesitate to book. When putting
yourself in their place, you will remember times when you didn’t book as a home show guest and probably
not even remember why. Many times it’s simply the mood we are in ... sometimes we are overwhelmed with
situations in our lives, while other times we are very receptive and excited to book. The ladies at your
shows are just the same. Whether they book or don’t book depends largely on if we do a fun and
informative show and if we can sell ourselves, but if we have done all that and a prospect still doesn’t
book, then perhaps she is just not receptive and another time and place will find her in a different frame
Never push, but always cheerfully and sweetly overcome any objections by being helpful, not overbearing.
Never make anyone feel guilty for not booking, only that they will be missing out on an ‘‘opportunity of a
lifetime’’. Remember, that being a hostess and earning all the free jewelry that she can possibly earn is
like ‘‘winning a sweepstake!’’ Truly, there are not many opportunities that a woman can earn so much for
so little and have fun doing it.
Many of these objection responses can be used for other objections because the general format is the
same. Become familiar with these and at ease using them and your bookings will double and triple. Don’t
take the first objection or even the second as a “no’’. Be helpful and courteous and book, book, book.
There are several kinds of shows you can suggest and one or more will fit into any situation you come
1. Regular fashion show
2. Co-hostess fashion show
3. Catalog show (absentee order show)
4. Multiple hostess fashion show (usually done at your own home or a local restaurant and involves
anyone who would like to earn free jewelry but cannot do any of the first three.)
We are in the Park Lane business of obtaining PART 7
SALES, BOOKINGS AND RECRUITS! SPONSORING
Recruiting or sponsoring others is an important part of your Park Lane business!
Sharing the Park Lane opportunity with your family, friends, hostesses and show
guests is something that will become quite natural as you build your business.
Sharing the perks of Park Lane will be an important part of the show outline. You will want to
prepare a “recruiting commercial” that you can share at each and every show. Be ready to
share a 3-5 minute information talk about the highlights of the Park Lane program with the
guests at your show. Here are some suggestions for The Recruiting Talk:
THE RECRUITING TALK
Present your opportunity “commercial”. Advertise that you are looking for new Park Lane directors. Assume that
each guest may know someone for whom Park Lane would be perfect or someone who would be perfect for Park
Lane. (The “someone” might even be themselves!) The “Designing Your Presentation” part of the Success System
provides additional suggestions. (Order Success System CD from the supply department)
Use the $50 recruit Referral Reward certificate to encourage guests to recommend someone to Park Lane. Take a
wrapped prize for a “referral” drawing for those who recommend a director candidate, or give extra “tickets” for the
main drawing. They can write their referral on a $50 Referral Reward certificate or on the Door Prize slip.
Have them fill in the top of the Door Prize slip with their name, address, phone, etc. Wait until they complete the
section before you continue.
(Referring to the Wish List) “Question number one is my favorite topic...my Park Lane business! Right now Park
Lane is in an expansion campaign in this area and the surrounding communities. We are looking for new
directors. I’d like to ask you to help me” talent scout.”
This is a fabulous job that can easily fit into any schedule because it’s flexible. You’re in business for yourself, so
you decide the hours you want to work. A lot of our directors have a full-time job, so they do Park Lane part-
time...just one or two times a week. Even as brand new directors they are earning an average of $90 to$100 or
more each time they hold a show. That’s just the beginning! It’s easy to step up the ladder and step up your
You may want to utilize the Park Lane Flip Chart (Order from the supply department, sku#9954,$5.00 each) You can easily “flip”
through the pages of the Flip Chart and create interest in finding out more about Park Lane. You could say:
“Please help me. Think about who you know that might be interested in a part-time position with Park Lane.
• Who do you know who....
• Has an enthusiastic personality…
• Has a flair for fashion and glamour.
• Is a jewelry-lover.
• Has too much MONTH at the end of their money.
• Needs to earn more income than their full-time job pays.
• Would like to be their own boss.
• Would like to win travel trips, diamonds, designer clothes and coats.
• Has experience in this type of sales.
• (We consider experienced people for placement into management positions.)
For every name you refer you will receive extra chances in the drawing. You can even recommend yourself!
Should the person you refer join and qualify as a Park Lane director, you will be awarded a $50 shopping spree!
Recommend one qualified director...receive $50 in free jewelry. Recommend two people and you’ll get $100 in
FREE jewelry. Recommend three people who qualify and you’ll receive $150 in free credit!
When you refer someone, of course you’re not obligating them. Actually it’s a compliment that you think they’d
make a great Fashion Director!”
PART 7 YOU WILL FIND RECRUIT PROSPECTS
AT YOUR SHOWS!
Ask for, and expect feedback. Who do they know? Keep making suggestions. Tell them
that you will give them program information to take home. Encourage questions about
your job....or make statements like:
“It’s really easy to get started. Actually, the company sets you up with a complete jewelry sample kit
that you own after you conduct about two average shows. There’s no inventory investment. No jewelry
No packing, sacking, delivering or collecting...the company handles all the deliveries. All you do is show
the jewelry. There are so many extras, perks, prizes, awards and recognition. You will make a lot of new
friends. It’s great to be around positive, uplifting people. This is your own home-based business where
you are in control...you call the shots!”
FOLLOW UP ON YOUR RECOMMENDATIONS!
What to say to the Recruit Recommendations:
“Hello —prospect’s name—. This is —your name— with Jewels by Park Lane. How are you?”
“This week / last night—at my fashion show, a mutual acquaintance of ours, —recommender’s name—recommended that I call
you. She thought you might be interested in Jewels by Park Lane and what we have to offer.”
“She said that you”...
• have a warm, bubbly personality!
• have a real flair for fashion!
• are enthusiastic and a real people-person!
• had mentioned that you were looking for a part-time job.
• love jewelry!
• have experience in direct sales.
“Our company is in an expansion campaign in your (this) area. We are looking for fashion directors.
Are you currently working outside the home?” “Full-time or part-time?”
Continue to talk with the prospect about her work experience, family, etc. Ask questions. Try to identify how Park Lane may be
able to fill her needs.
If she has small children...
“Our opportunity is flexible. You can customize your schedule to work around your family obligations.”
If she already has a job...
“That’s fine. Many of our directors work elsewhere full-time, and do Park Lane on the side. In fact, most of us find that we can
make more money in Park Lane part-time than we do in our full-time jobs.”
If she says she can’t sell or she has never done anything like this before...
“I understand how you feel because initially I felt the same way. But, I found that it was really easy to follow the training, plus
everyone is very supportive and helpful.”
“I would love to meet you and show you our line and share the details of our program. I can bring you a catalog and some
literature about the company. Then, if you like what you see and hear we can take it from there, okay?”
“If we were going to get together this week, which would be better for you, Wednesday or Friday? Are you available during the
day, or would early evening be more convenient? Would you like me to come to your home, or meet you at a nearby restaurant?”
Attempt to schedule your meeting at a time and location where you will not be interrupted.
Remember, that there are people everywhere who would LOVE to hear about Park Lane. Take every
opportunity to share the Park Lane Opportunity! Share Park Lane with others and reap the rewards!
The Interview PART 7
Once you have a prospect that is interested in Park Lane, the next step is to present the
information about Jewels by Park Lane and its programs. The interview is an organized
presentation of the Park Lane opportunity. The opportunity is best offered in a one-on-
one setting, often conducted in the home of the prospect. The interview should provide
basic information about Jewels by Park Lane; the company background, the product, the
customer and hostess programs and the director programs, benefits and perks. The prospect will need
all of this information in order to make an informed decision regarding joining Park Lane.
The Park Lane opportunity can also be presented in a group setting, with the local manager sharing the
Park Lane programs to a number of prospects at one time. An easy way to learn how to share Park
Lane with others is to use the “Realize Your Best” booklet. This booklet could also be referred to as
“The Park Lane Story”. The interview would begin with getting to know your prospect and creating a
rapport between the prospect and the interviewer. Then, using the “Realize Your Best” booklet, and in
the following order, begin to share about;
• The history of the company
• The jewelry product and the guarantee
• The Customer Bonus plan
• The Five Star Hostess Plan
• The Director program
• Marketing methods for Park Lane jewelry
• Profit potential & advancement opportunities
• Prizes and Perks of the program
• How to start with a sample kit
• More about the opportunity
At the conclusion of the interview, the Park Laner conducting the interview should show samples of the
Park Lane jewelry collection. Then proceed to asking for a decision. Sometimes all you have to ask is,
“When would you like your first profit check?” Upon receiving an affirmative response, move on to the
“Start Up Plan”
It is suggested that guidelines for starting up the prospect’s new business be provided. The new
prospect, once accepted into Park Lane will need guidance in order to begin his/her new venture. This
time for the new person could be compared to an “apprenticeship” program. The “Start Up Plan” will
provide guidelines so that the new Park Lane recruit knows how to best begin his/her business. The
guidelines should include:
• Complete the informational interview
• Complete the Director Agreement, select sample kit and pay registration fee.
• Make a list of friends and acquaintances that might like to see the jewelry and help a friend start a
• Select a date for an “Introductory” Show
• Help organize 6 bookings to be held by the new director within an approximate two-week to three-
week time frame. Incentives offered to friends, the introductory show and the support of the
recruiter/manager will easily solidify a calendar of a minimum 6-booking line-up of shows.
• Attend the next training class.
• Attend the next Park Lane Opportunity Meeting.
By following the aforementioned guidelines, the new prospect will easily and successfully move into the
world of Park Lane and to experience fun, free jewelry, profits and the beginnings of a new career.
Read and review the following section, “The Five “I” Recruiting Cycle for an overview and summary of
the entire sponsoring process.
PART 7 JEWELS BY PARK LANE 5 “I”
The 5 “I” program is Park Lane’s RECRUITING CYCLE. Learn this
cycle and repeat it regularly. This is the success formula by which
you can “guarantee” a new recruit a successful start. Teach your
team how to use this cycle in starting their new recruits.
INTEREST –This is the first step, whether you are dating a show or creating interest in a recruit
prospect. Explain how to create interest- obtain names & phone numbers-set personal
appointments to preview jewelry. Interest can be created by wearing the jewelry. It can also be
created by becoming experienced in making friends, networking and seeking people who might
like to do what you do.
INTERVIEW – Learn how to share the Park Lane Opportunity by using the “Realize Your Best”
booklet. Tell the story and show the jewelry. Bring the interview to a close and utilize the “Start
Up Plan” to help the new recruit program their calendars for success. The “Start-Up Plan” will take
the new recruit, step-by-step, through the process of how to start their new Park Lane career and
how to set up a plan for success. The new recruit should be guided through the “Start-Up Plan”.
Spending time with the new recruit in scheduling the first month will be time well spent. A new
recruit deserves clear direction and guidance. Success will follow.
INTRODUCTORY SHOW –Explain that the introductory show is conducted for new recruit by a
manager. The new recruit is to be coached as a hostess and may enjoy the free hostess credit
plus the profits from the show sales (first $500 will satisfy the cost of the kit) Goal is maximum
sales ($500+ net sales) and 6 bookings to be dated within the first 2-3 weeks of new recruit’s
calendar. Agreement is to be sent to the company along with the first show(s)
INITIAL TRAINING CLASS – This is an organized class which is held for new recruit’s after the
introductory show has been held, the qualifying sales have been obtained and minimum 6
bookings have been dated. The class should be taught by the lead manager and held weekly at
the same time and in the same place each week. Class should take approximately 3 hours and
covers customer, hostess & director programs. Also covered is how to conduct a 5 part show. New
recruits should learn how to write up or submit on-line a customer order and a hostess order.
The new specials for the current month should be reviewed. End with a challenge of what is
happening for the current month. Kits should be issued at the end of this class to qualified
INITIAL PAPERWORK CLASS – This class should take place about a week after the ITC. Cover
just the basics of the paperwork; processing a show (including completing the FSIB/ order
summary form), explaining myparklane.com on-line order-entry system, completing a customer
exchange form, a contest form, tracking and claiming the super start program. Don’t overload
new directors with paperwork. Set up a “contact” time for new directors to talk weekly with the
SUBMITTING YOUR ORDERS
Jewels by Park Lane will process your orders on a daily basis (Monday-Friday) as received. It is
advisable to submit orders and shows as soon as possible for a variety of reasons:
• Customers are anxious to receive their jewelry, so orders should be submitted immediately to avoid
any delays and customer disappointments.
• It is the duty of every director to advise the hostess that you will be collecting any monies due on
orders at the show and closing her show immediately after it is held.
• Submitting orders and shows on a regular basis is good time management and will ensure that
jewelry is received in a timely manner by guests/hostesses.
• By submitting orders/shows immediately, you will receive profit checks sooner.
• All orders in by midnight Wednesday CST (commission day) of any week will be included in the profit
checks sent out by the company on Friday.
Learn to close your shows as soon as possible after they are held. This will ensure rapid processing by
the company. You may submit your shows and your orders on a daily basis, as opposed to saving them
up and submitting them weekly.
There are a variety of ways to submit orders and shows to Park Lane.
You may mail your orders.*
Your may fax your orders.*
You may enter your orders on-line via myparklane.com (preferred method).Either Gold or Platinum
membership in myparklane.com entitles you to enter orders on-line.
If you are a myparklane.com PLATINUM subscriber, customers may place orders directly on your
“webpage” at any time. You will automatically be paid a commission on any orders placed through your
*A 4% credit card usage fee applies and will automatically be
deducted from the Director.
COM Agreements for Fashion Directors can be entered on-line.
After clicking “new F.S.I.B.”, the first page (shipping information) offers the
option of submitting an Agreement.
Simply check the box marked “Director Agreement” and complete the required information. The
Agreement will be submitted after the show is successfully submitted.
NOTE: If the corresponding F.S.I.B. is also the Intro Show, the box marked “Intro Show” MUST BE
CHECKED. On-Line agreements are for Fashion Directors only. All levels of management and all
promotions, require a faxed/mailed Agreement.
myparklane.com PART 8
The Internet is invaluable in building your Park Lane business. The basic internet
portal is called the “Field Interface” which is available FREE to all representatives.
All Park Laners should obtain their log-in and password as soon as their agreements
are submitted so they may access the Field Interface. In addition to the free Field Interface,
Park Lane’s website offers two premium levels of technology tools to enhance and increase
business by offering order submission, e-mail and personal, company sponsored, Park Lane
The Free Field Interface access includes:
• The Park Lane catalog
• Current Director, Customer & Hostess specials
• Current programs listed in the “Week at a Glance” section.
• On-line contest claim form submission
• Downloadable forms and supplies
• A supply section with ability to order supplies on-line
• Training information
• Travel Trip Information
• Convention information and registration forms
• A place to check for order status
Gold Membership ($50 annual subscription)
• Field Interface Access
• Online Order Submission
• ELIMINATE the 4% credit card surcharge by using on-line order processing
• Viewable Web Page with contact information (does not include “Shop with Me” feature)
• Online Invitations
Platinum Membership ($150 annual subscription)
• Field Interface Access
• Online Order Submission
• ELIMINATE the 4% credit card surcharge by using on-line order processing
• Personal Website Listing on Jewelsbyparklane.com
• Premium Website where customers may use “Shop with Me” feature
• MyParklane.com email address
• 500 Free Business Cards
• Online Invitations
• Special Executive Privilege – Sr. Division & Vice-Presidents – Free samples of monthly
customer and hostess incentives
These are just a few highlights of the Jewels by Park Lane web site. The single, best feature of
the site is the on-line order entry, which allows order entry, on-line, day or night! Entering
shows and contest claim forms on-line makes good business sense given that many people
are juggling a family and a full-time job while working Park Lane into their busy lives. It’s fast,
accurate and a real time-saver in today’s busy world!
HOW TO ENTER YOUR "FSIB" ON-LINE
1. Login to your myparklane account at www.myparklane.com.
2. Click on button on “order entry” up top.
3. To create a new ORDER, click the "NEW ORDER" button on the navigation bar at the
top of this page.
4. The first form that will appear is "Shipping Info":
a. Enter Shipping Info in appropriate boxes.
b. Click on drop-down button to choose shipping method.
c. Enter your shipping address. This will automatically calculate tax on each individual order that is added to
this order based on shipping address.
d. Check your information, and then click on "Update Shipping Info" button.
5. The second form that will appear is "Customer Details":
a. Enter Customer Info (Please make sure to enter all customer info, this is for our back order system.)
b. Enter Product Selections (these are the regular price items) using the Item number. If the Item number is
not known, click on the "?" and select the item number from the menu. The item name and price will
automatically be filled in once the Item number is entered.
c. Enter Monthly Specials, Bonus Items, and Gift Cards in the same way.
d. The Total Due will change as you enter each item.
e. Click on the Payment Type and enter appropriate information:
Supplied credit card only- use this option if the hostess/customer is paying for his/her individual order with
their personal credit card.
Bulk credit info only- use this option if entire order is being paid by one credit card.
Both- use this option if payment is a combination of the above.
f. Check if all information is correct. Then click on "Update Customer Details with Payment" button. A blank
form will appear so you can enter next customer's information. Once all customers' orders are entered,
checked and updated, click on "Hostess Details" button at the top of the page. If you need to go back to a
customer's order, click on that customer's name where it appears next to the '"Add New Customer" button.
DO NOT USE green "back arrow'" in tool bar.
6. The third form that will appear is "Hostess Details".
a. If you do not have a hostess order to enter, click on "No" button.
b. Fill in the hostess information and show date. Hostess credit will automatically update for you. Click
"Additional Allowance" button if applicable. A show must be at least $175 net to qualify
for any hostess credits.
c. Enter Credit Selections, Half Price Items, Monthly Hostess Specials, Thank You Awards, Hostess Only
Items, and Full Price Hostess Only Items using the same procedure as entering Customer Orders in the
d. Enter payment information using same procedure as for Customer Orders.
e. Check if all information is correct. Then click on "Update Hostess Details with Payment".
7. The fourth form that will appear is the "Booking Claim Form". This form is submitted only if you are claiming
booking awards based on a previous show, and the product is to be shipped with this FSIB. If you are not
submitting a Booking Bonus order, click "No" and proceed to Orders Review.
a. Fill in requested information for Shopping Spree Amounts, Credit Selections, or Three Booking Gifts.
b. List the show information for shows that you have held within 30 days of the original hostess' show.
c. To continue and save your information click “Update booking claim payment”.
8. Order Review
a. Review your completed Customer / Hostess / Booking orders. Double check that all the information is
correct before continuing to the Process Tab.
9. Process Cards & Complete Order
Clicking this tab does not submit your order, you still need to click Process cards at the bottom of this page.
a. Comments / Notes - Enter any additonal information for the order department here.
b. Bulk Credit Card - If bulk was chosen on any order blanks, you will enter bulk credit card information here.
c. Process Cards - by clicking this button all charges will be processed. Once the process button is clicked,
52 the system will run supplied cards and then the bulk credit card.
COMPLETION OF AN F.S.I.B. PART 9
(Fashion Show Information Blank - Order Summary)
Follow these steps to complete the summary form for submitting your show using paper
forms. There is an example of the summary form shown on page 54. Follow the numbered
steps to enter the necessary information before you submit your show.
Complete your customer and hostess order blanks and proceed to enter the information on
the FSIB according to the steps.
Once you have entered all of the information, submit the TOP three copies of the FSIB (with
the margin attached) along with top copy of the customer and the hostess order blanks.
Submit a money order for the funds you are submitting. Order forms and money order
should be inserted in a Park Lane “green & white” show mailing envelope and sent directly
to Park Lane.
STEP 1 - Complete the “Mail To” section. If the hostess is not home during the day, she
may choose to have the show mailed to a different address (work, neighbor, relative) so
that someone can sign for the delivery. If the address is a box number, you must also
provide a street or road name to insure that the carrier will accept the package for delivery.
STEP 2 - Enter the show date or, if you are submitting (direct) non-show orders, enter the
date you made the sale in the “Date of Show” section.
STEP 3 - Orders will automatically be shipped as soon as possible. If an order needs
special processing for rush delivery, boldly indicate your request both on the FSIB and in
the “Delivery Date Requested” section. Extra Director fees apply for Next Day or Second
Day and Priority Mail delivery requests.
STEP 4 - Enter the “Number of Order Forms” including all customer and hostess order
blanks. Order packers double check this number against the individual packages in the
STEP 5 - Enter the hostess information on line 1.
a. Non-Commissionable - Total all Hostess Only purchases and special hostess
promotional item purchases from the third and fourth section at the bottom of the hostess
order form. Enter the price only. Tax and insurance & transportation should be entered in
their own corresponding column.
b. Amount at Retail - Enter the credit and half price total from the first total line of the
second section of the hostess order form.
c. Tax - Add together the tax paid on all sections of the hostess order form(s) and enter the
d. Transportation and Insurance - Enter the $5.50 fee. The hostess pays this only once on
the original hostess order. If additional hostess forms are used, the fee can be crossed off.
If, however, the hostess places a customer order at her own show, she does pay the
customer $5.50 transportation & insurance fee.
e. Indicate the total deposit paid by the hostess on her hostess order(s) in the column
marked Down Payment.
Step 6 - Beginning with the hostess (line one of the FSIB), and continuing with PART 9
each individual customer, enter the name, address, and telephone number in the
respective column. The top section as well as the order section of every
individual customer order form must be completely and accurately filled in with all F.S.I.B.
customer, hostess and director information to validate the guarantee. Crossed-
out detail and correction fluid will invalidate the guarantee.
STEP 7 - Transfer the totals from each guest order and enter them in the appropriate columns.
a.Non-Commissionable Item - Enter the total of the individual customer’s $12.00
bonus item(s) plus any other non-commissionable special purchase offer when
b. Amount At Retail - Net (*star) sales total excluding tax, transportation &
insurance and bonus items.
c. Sales tax - Enter the total.
d. Transportation & Insurance - Indicate total paid.
e. Down Payment - Indicate the total amount paid. If payment was made by credit
card, mark a “C” in the margin to the right. Double check to verify that the
amount due indicated on the customer order form matches that guest’s line on the
STEP 8 - Total each individual column. Use the following “double-check formula”
to proof your addition.
PREPAID SHOW DOUBLE-CHECK - Add together the totals of these columns:
Non-Commissionable + Amount at Retail + Tax + Transportation & Insurance.
The total should equal the total of the hostess credit “used” plus the down payment total.
COD SHOW DOUBLE-CHECK - Add together the totals of these columns:
Non-Commissionable + Amount at Retail + Tax + Transportation & Insurance.
The total should equal the total of the hostess credit “used” plus any remaining money due on
the order forms of the hostess and guest/customers.
STEP 9 - After determining that your figures are correct, bring the totals down to the
summary section in the bottom right quadrant of the F.S.I.B.
a. Enter Amount at Retail on the first summary line marked “Total”.
b. Under “Less Hostess Credit” enter the amount of hostess credit offered or
used, whichever amount is lower. Hostess credit that is not used toward
jewelry is forfeited. It cannot be saved and it cannot be applied towards tax or
c. Subtract line 2 from line 1 and enter the remainder which is the net sales
(star total) on line 3.
d. On line 4, record the total from the Non-Commissionable column.
PART 9 e. One line 5, record the total of the Tax column.
F.S.I.B. f. On line 6, record the total of the Transportation & Insurance column.
g. On line 7, enter the total of lines 3, 4, 5, and 6.
h. On line 8, enter the total credit card payments.
i. Subtract line 8 from line 7 and enter this subtotal on line 9.
j. On line 10, enter the amount of payment other than credit card charges.
Note that this amount must be remitted with the F.S.I.B. by money order or
k. Subtract line 10 from line 9 to arrive at “Money Order Total Due”.
If the show is prepaid (paid in full) this amount will be “zero”. If there is a
balance due, the show will be shipped to the hostess who will pay the post
man when the show is delivered. The U.S. Post Office collects this amount
plus a small “Money Order fee” to cover their cost* of handling the payment
transaction between the hostess and Park Lane.
(*The Post Office remits the C.O.D. payment to Park Lane in the form of
postal Money Order.)
To double-check; total the amount due on all order forms. It should equal the
C.O.D. amount the hostess will need to pay for the delivery.
STEP 10 - Indicate how you arrived at the amount of credit you offered your hostess.
a.Special Allowance – known as the HRC (Hostess Reward Certificate). When authorized PART 9
by Park Lane directors may offer extra credit to a hostess for a small fee. If applicable,
enter the amount offered as a “special allowance”. To determine the total hostess award,
add this extra amount to the order credit earned on Star 2. F.S.I.B.
Hostess Extra Credit (HRC)
If you offer a hostess extra credit you must send the applicable fee with the show. Attach a
separate check for the fee. Do not combine the fee with the show down payment. Maximum extra credit
allowed is $100 (for $10 fee) per hostess.
Amount of extra credits Enclose Fee of:
$ 50.00 $ 5.00
Star 2 Credit - Do not give the hostess $20 customer credit for her own hostess order.
Customer order credit is awarded only on customer orders!
b.Guest Allowance - Enter the credit earned on Star 2 by multiplying the number of guest orders by $20.00.
The hostesses order for Hostess Only and half-price purchases DOES NOT count as a guest order for a
STEP 11 - Enter the dates of bookings obtained at this show next to the name of the future hostess in the
far left-hand column. Write in additional bookings as well. The hostess can also receive credit for bookings
she obtains after the F.S.I.B. is closed and submitted.
STEP 12 - Complete the Director Information section in the bottom left-hand corner. This information
determines commission, promotion, and contest credit.
STEP 13 - Remove and discard the perforated charge card section from the bottom of any order blank that
is not paid by credit card. Only leave the slip attached if the order is charged to a credit card.
STEP 14 - Leaving the binding attached to the left side of the form, remove the back copy and for your
records. Stack the top three copies of the F.S.I.B., each original customer order form and the hostess
order form with the show payment (certified check or money order). Write the number assigned to the
F.S.I.B. on the check.
If you are paying for a portion of or the entire show with your own or your hostesses credit card, complete
one of the blank charge slips you removed from the order forms and staple it to the top of the stack of forms
and money order.
STEP 15 - Fold the F.S.I.B. Enclose payment and order blank. Place in a green and white order envelope.
If a previous hostess is redeeming booking awards, complete the claim form, booking credit/gift selection
order form, and payment and slip into the envelope as well. Do not enter previous hostess booking award
information anywhere on the F.S.I.B.
IMPORTANT: Only one F.S.I.B. allowed per envelope. Separate payment must be enclosed with each
show/F.S.I.B. Do not send one single payment to cover several shows because F.S.I.B.s are separated
during opening and processing.
STEP 16 - Fold the Director copy of the F.S.I.B. around the pink Director copies of each order form, the
Money Order receipt, and your copy of the guest list and Wish List/Door Prize slips. Place in a Show Tally
envelope and file alphabetically or by date of show.
F.S.I.B. Write-Up Reminders
• One show per mailing envelope.
• Separate payment for each F.S.I.B. Write F.S.I.B. order number on the
check/money order / credit card slip.
• DO NOT run photo copies of an F.S.I.B. to submit different show orders.
The same pre-printed form number cannot be assigned to more than one
• When submitting orders that must reach Park Lane for a contest/promotion
deadline, do not count on the express overnight service of the US Post
Office. Frequently this service has disappointed directors who pay the fee
to the P.O., however their package/envelope does not reach Park Lane
• UPS, Airborne, Federal Express service have proven to be the most
reliable for overnight and two-day express service.
• The only address that should be used for shipping or mailing to Home
PARK LANE, INC.
100 E. COMMERCE DRIVE
SCHAUMBURG, IL 60173
Telephone: (847) 884-9999
FAX Line: (847) 884-7064
HOSTESS REWARD CERTIFICATE (HRC)
The HRC is an extra reward for your hostess that you can offer to obtain extra results ABOVE & PART 10
BEYOND the standard hostess benefits. The HRC certificate is worth an extra $50 in free jewelry
(for a $5 processing fee) to your hostess who accepts one of the following suggested
• Obtains outside orders in advance of her show, from guests that may not be able to attend her PROGRAMS
• Selects and dates her show from one of your “special dates”; that is a date that is pre-selected by you, the
director. The date may be within a week and the HRC is the incentive for the hostess to date a show as soon as
• Obtains a booking date for you IN ADVANCE of her show.
• Other challenges that you may give to your hostess.
The HRC is an amount (offer $50 or 2 certificates for a maximum of $100) that is added to the amount of free
jewelry that is earned at the conclusion of her show. The $5 processing fee per $50 HRC may be passed along to
the hostess, as long as it is mentioned at the time of offering the HRC.
$50 REFERRAL REWARD CERTIFICATE
The $50 Referral Reward certificate is a great way for you to meet new prospects that you may
sponsor into Park Lane. This recruiting certificate is offered to a guest or hostess when she
provides a name of someone that might be interested in Park Lane. The $50 free shopping
credit is claimed after the referral joins Park Lane and submits the qualifying sales. Someone,
such as a guest or a hostess, MAY refer themselves. An order is written for the $50 free
jewelry and submitted with the Referral Rewards certificate. Sales tax & shipping should
accompany the order for $50 free jewelry.
Jewels by Park Lane offers EVERYONE the opportunity to travel FREE 2 times per year. By sharing
the Park Lane Opportunity with others, you may qualify for a travel trip for one or two people to
selected vacation spots. Park Lane travel trips are the ultimate prize for sponsoring others into Park
Lane. The destinations are both domestic and foreign. Many times, there are alternate prizes
available if travel does not fit into your schedule. Many Park Laners have found that once they go on a
Park Lane trip, they never want to miss another one!
PART 10 SUPER START
Park Lane’s SUPER START program rewards new Directors for their
achievements EACH month for their first SIX months in business. This is
INCENTIVE a self-tracking program and there are two prize levels each and every
PROGRAMS Level One – Submit $1000 (net+non-commissionable) personal sales
and earn $200 in jewelry of your choice.
Level Two – Submit $2000 (net+non-commissionable) personal sales and earn $400 in
jewelry of your choice PLUS a display package of business aids.
Level Two - Submit $1000 in sales + introduce ONE new recruit and earn $400 in
jewelry of your choice + a display package of business aids.
During your first six months as a new recruit, you have an opportunity to earn free
jewelry and business merchandise on the SUPER START program by reaching Level One OR Level
Two. The jewelry and business aids must be claimed monthly, after the conclusion of each month.
Refer to the Super Start brochure for complete details. Claim selections monthly on a Contest
Application Claim Form or submit claim form on-line.
The Success Builders program is a monthly incentive contest designed to be self-
tracking and easy to achieve. The first four award levels allow every Park Laner to earn
free catalogs, free jewelry and designer outfits on a monthly basis. The program begins
with the first commission date (Wednesday) of each calendar month and ends on the
final commission date (Wednesday) in that same month. Your personal sales (net +
non-commissionable) will allow you to qualify for these prizes and gifts. Refer to the
Success Builders brochure for further details. It is suggested that you submit a Success
Builders claim form at the completion of every month, thereby claiming the levels that
you have achieved in the concluding month. (See Success Builders brochure for complete details.)
STAR FLEET CAR PROGRAM
Park Lane offers everyone the opportunity to earn a monthly bonus. By sponsoring
others into Park Lane, you could qualify for an extra bonus of $240-$480 every
month. The Star Fleet program has a personal recruiting goals of 3, 4 or 5 qualified
personal recruits per month.
This is a great way to build your business and build your income;
by sharing the Park Lane Opportunity with others.
(See Star Fleet brochure for complete details.)
3 personal qualified recruits = $240
4 personal qualified recruits = $360
5 personal qualified recruits = $480
In this section, you will find a list of forms that can be used to PART 11
assist you in working your business. There are also claim forms
for incentives earned by hostesses and directors. Some of the
claim forms you will use can be found on-line on the Park Lane
website: www.jewelsbyparklane.com in the representative
section/field interface/on-line form submission.
Contest Application Claim Form
Contests and incentives may be claimed by completing the form and sending to the Home
Office. Other than the on-line forms, faxing the form is the fastest way to submit it. Park Lane’s
fax number is: 847-884-7064. Contests and incentives must be claimed within 30 days in order
to ensure the validity of the claim.
It is important to submit an application for any prizes, incentives or contest awards where
specific information regarding your selections must be provided to the Company; such as, sizes
of designer outfits, choice of travel trip or alternate prize, or choice of jewelry for the Super
You do not need to submit a Contest Claim form for periodic contests that Park Lane
offers, such as Top Performance Weeks, Foundersʼ Weeks, etc. The Company
generates a list of winners and will provide the prizes to the winners, either by mail or
will present the prizes at Convention.
Director Agreement – Each person that becomes a Park Lane representative must submit a
Director Agreement. The agreement should be submitted as soon as the new Director is ready
to start Park Lane. All spaces must be completed legibly and in block print. The reverse side
of the form is to be completed with the new Director’s initial six dated bookings prior to
submission. This form may be printed from the “download” section of the Field Interface
section of the Park Lane website.
Business Card Order Form – Business cards may be ordered on-line only. The order form is
located in the Field Interface under “Tools and Resources / On-line forms”.
Guest List – The Guest List form is given to a hostess for completion. The Guest List has
instructions for your hostess that will help reinforce the verbal coaching you have given her.
There are guest list suggestions and a check list that will help to ensure a successful show.
You will want your hostess to complete the Guest List and return it to you as soon as possible,
so that you can send reminder invitations to her friends and
relatives. This form may be printed from the “download” section of the Field Interface section of
the Park Lane website.
Personal Kit Item Replacement Requisition - This is the form that you will submit if
you need to replace an item from your personal jewelry kit for any damage that may have
occurred. You will have 30 days from the time you receive your kit to send in an item for
BUSINESS replacement. This form may be printed from the “download” section of the Field Interface
FORMS section of the Park Lane website. After 30 days, there is a $5.00 handling fee for
Jewelry Sample Order Form – As a representative, you have the option of ordering one sample of a
regular in-line item at a 60% discount, one sample of any Three Booking Gift for $20 and one sample of
any “Hostess Only” item for the discounted hostess price listed in the catalog. Use this form to place
your order. You may not order duplicates of any item. This form may be printed from the “download”
section of the Field Interface section of the Park Lane website. To be eligible, a director must be active
within the previous month.
Customer/Hostess Exchange Form – This form is used when returning an item for exchange from a
hostess or a customer. If an exchange is necessary, the item is to be sent to Park Lane along with the
validated receipt (the Customer/Hostess Exchange Form as printed on the flip side of the receipt) and a
fee of $5 if outside of the 120 day guarantee period. If needed this form may be printed from the
“download” section of the Field Interface section of the Park Lane website.
Booking Award Claim Form – This form is used when ordering the Booking Award (“Shopping Spree”)
and the Three Booking Gift award for the hostess that has dated bookings from her show. The awards
are earned for the bookings that are held within 30 days of the original show. All claim forms must be
submitted within 30 days of the last booking. The form is to be accompanied by the hostess order form
and the appropriate amount due in order to process the order. This form may be printed from the
“download” section of the Field Interface section of the Park Lane website. Booking Award claim forms
may also be processed on-line, when attached to an F.S.I.B.
Success Builders Claim Form - The prize levels earned on the monthly Success Builders program may
be claimed on this form. There are a number of levels to this contest and the form should be submitted at
the conclusion of each month, claiming all of the levels that you have achieved. This form may be printed
from the “download” section of the Field Interface section of the Park Lane website. This form may also be
processed on-line. NOTE: Success Builders level 3 (New Edition Jewelry Awards) is automatically sent to
qualifiers on a monthly basis.
Supply Catalog Requisition Form – This is the form on which you can order business supplies from
Park Lane. You may shop from the supply catalog that is in your kit packet and use this form to order
supplies. You may mail or fax your order form.
You may also order supplies on-line by accessing the Park Lane website:
www.jewelsbyparklane.com and clicking on the “supply” tab. You will find all of the supplies offered by
Park Lane to help you work your Park Lane business. This form may be printed from the “download”
section of the Field Interface section of the Park Lane website.
ABSENTEE ORDER FORM
This is a handy fold-out worksheet that allows your hostess to take orders BUSINESS
before her show is held. There may be invited guests that cannot attend FORMS
the scheduled show date and may want to place an advance order. Use this
ABSENTEE ORDER FORM to enter the order, the bonus items, sales tax, insurance
and transportation fee and to record the credit card information, if order is to be paid by
credit card. Park Lane accepts MasterCard, Visa, Discover & American Express. There
are complete instructions for hostesses and information on the unconditional
replacement guarantee included on the Absentee Order Form.
The Shopping Guide is an alphabetized price listing that contains the current in-line
jewelry selections included in the current catalog(s). Each item is listed alphabetically,
indicating the page number where the item can be found in the catalog, the size and
color choices and the item number. The Shopping Guide is handy to use when
coaching a hostess, as the director can record the choices the hostess makes for free
jewelry. The director would record the items by circling the items the hostess likes and
wants as her free jewelry earned through the Five Star Hostess Plan. Making choices
for free jewelry before the show will save time after the show. With hostess’ choices for
free jewelry completed, this will allow the director to close the show immediately. The
Shopping Guide may also be used by the guests during Part 4 of the show; the
Shopping Time. Simply give each a guest a Shopping Guide and a pen when they
arrive at the jewelry table to begin shopping and trying on the jewelry. As the guests
make their selections, ask them to circle their choices. The director then uses the
Shopping Guide to write the customer’s order.
BUSINESS OPPORTUNITY BROCHURE
The Business Opportunity brochure is Park Lane’s compensation plan. The profit
potential for each level of Park Lane’s success ladder, from Fashion Director up to Vice-
President, is described in detail. The requirements to move to the next level are also
included in the Business Opportunity brochure for each level. In addition, there is a
summary of our main Awards and Recognitions programs. On the back of the Business
Opportunity Brochure, there is a glossary & clarification section that provides more
details on industry-specific terms and important guidelines. Usually, this form is used
with someone in Park Lane after they have started their new career or with someone
that has had previous sales/party plan experience.
Unconditional Replacement Guarantee - For Customers and Hostesses
(For complete information, read the guarantee as it appears in the catalog
POLICIES & and on the back of the order form)
The “UNCONDITIONAL” replacement guarantee offers free replacement (or
exchange) on fashion jewelry within the first 120 days. The 120 days begins with the
date stamped on the customer order blank that comes attached to the jewelry order.
The replacement guarantee on watches is for a period of 30 days.
After the 120 day period has expired, Park Lane will still replace* a jewelry item for free;
the only cost to the customer will be a small fee to cover handling and
The fee is currently $5.00 per jewelry item and $12.00 per watch.
*Replacement only. Exchange for a different jewelry item is not allowed after 120 days.
*Replacement only. Exchange for a different watch item is not allowed after 30 days.
Note: Do not refer to Park Lane’s guarantee as a “lifetime guarantee”. Promoting
product as “guaranteed for a lifetime” places unrealistic expectations on the jewelry.
The validated order form is to be submitted to Park Lane along with the item being
returned for replacement or exchange. This form proves the date of shipment to
establish the duration of the first 120 days.
Without the validated order form, the replacement fee is always required.
Guarantee Policy - For Director’s Samples, Prizes, etc.
When a Director submits a retail order in their own name as a customer or hostess, the
unconditional guarantee as described above is in effect. The Director should retain the
validated order form that comes attached to their order.
A 30 day free replacement guarantee is offered for jewelry/watches issued in a kit, as
an award, or as new item samples. The replacement fee will apply after 30 days.
Replacement only (not exchange) is allowed on Director kit, award, sample and
promotional jewelry items. Once replacement stock is depleted on any of these items,
credit cannot be issued, and the item(s) CANNOT BE EXCHANGED for current in-line
The item can be implemented by the director as promotional jewelry, sold at discount,
or used for their own personal wardrobe.
Lost Earring Policy
In the event a customer or hostess loses an earring, they may replace their lost
earring for half the original price, plus tax, plus the replacement fee described
above if 120 days has expired. The lost item replacement is not commissionable
and must be requested on a “Customer/Hostess Replacement Form” (JBPL-058).
This form, along with the remaining earring, validated receipt, and payment should be sent to
Park Lane’s customer service department.
Park Laneʼs back-order system is automated for electronically submitted orders. In order for
this system to be successful, the correct and complete name, e-mail, address, City, State, and
Zip Code fields are required on all customer and hostess order blanks. This information is
captured in a bar code on the top of the order blank and electronically scanned.
The validated order blank indicates when an item is temporarily out of stock. When the
backordered item is shipped, an e-mail message is automatically generated informing your
customer that their item has been shipped.
This system is for electronically submitted orders only. Please know that if a backorder postcard
is received with a mailed or faxed order, it needs to be mailed back to Park Lane with
PART 12 Commissions
Unless otherwise stated, commissions, overrides, bonuses, contests, programs, and
POLICIES & promotion requirements are based on the orders entered and processed each week on
Wednesday. Monthly and annual programs are based on the sales processed on
PROCEDURES Wednesdays within the respective month and/or the year.
Sales received at Home Office without a minimum 50% deposit will not be posted until the C.O.D.
amount is collected from the Post Office and received at Park Lane.
Sales credited to a director and subsequently returned for refund will be deducted from the applicable
Submitting Your Orders
If you are mailing your F.S.I.B. envelopes to Park Lane, be sure to have them weighed
individually and affix the correct postage. If you are meeting a deadline and want to
guarantee that your orders are processed on a specific Wednesday commission closing
date, we recommend that you use one of the following services:
United Parcel Service (U.P.S.) 1 800 457 4022
Federal Express 1 800 238-5355
Airborne 1 800 325-1015
DO NOT request to have paper supplies or paid in full shows shipped to a P.O. Box.
A street name and number must be provided.
Shipping and Delivery
Standard Shipping Procedure
Orders submitted with a C.O.D. balance will be shipped via the U.S. Postal Service. Orders submitted
with payment in full (“Prepaid”) will be shipped via U.P.S.
Special Handling - Single Show Order
You may request special handling to expedite the delivery of a show or individual order for an additional
fee. Allowing time for the order to be processed and packed, you may request that it be shipped:
• “Next Day Delivery” for a $30.00 fee (paid in full shows only).
• “Second Day Delivery” for a $15.00 fee (paid in full shows only).
• “Priority Mail for a $10.00 fee (C.O.D. shows only).
E-show directions: Choose Next Day or Second Day options from the “special shipping” drop down
box on the shipping page. The $15.00 and $30.00 shipping fees are automatically added to the show
When requesting “second day”, “next day” or Priority Mail delivery for individual shows, please
allow at least 2 to 4 business days for processing PRIOR TO SHIPMENT.
Next Day $30.00
Special Handling —”Speedy Delivery” - Batched Group Order
“Speedy Delivery” is our special service that ships multiple, individual POLICIES &
shows, batched to a single address. This service is often implemented PROCEDURES
during the holiday season but is available anytime throughout the year.
Usually, shows are shipped directly to the hostess as it eliminates delivery time, thereby
keeping our business-style time efficient. However, when the “speedy delivery” service
is needed, please note the details below:
• There will be no additional charge for a Second Day Speedy Delivery provided there
are at least 35 individual customer order forms (not counting the hostess).
• There will be no additional charge for a Next Day Speedy Delivery provided there are
at least 70 individual customer order forms (not counting the hostess).
• Speedy Delivery is for show orders only!
• When entering speedy delivery shows on-line, simply use the “Speedy Delivery” option
in the drop down box on the shipping page. You then must indicate who the shipment
is going to.
• Mailed or Faxed shows need to be clearly marked, “Speedy Delivery” indicating the
manager’s name to whom the shipment is being sent.
• Please note that it may take 24 to 48 hours for processing/batching speedy
PART 12 Recruiting and Sponsoring
POLICIES & Sample Kit Procedure
PROCEDURES Complete the “Agreement”. Attach a money order or complete the credit card
section. Personal checks will not be accepted for kit payment. The agreement
is a legal document, therefore changes cannot be made once the agreement reaches
Home Office. The original agreement must be mailed (not faxed) for the signatures to be
considered legally valid. (This is preferred but not demanded.)
Unless otherwise stated, the qualification amount for a new recruit is always $1,000 net
plus non-commissionable sales received in Home Office by the fourth commission date
after the recruit’s start date. Start date is the commission date the first personal sales are
processed. Unless otherwise stated, recruits must fully qualify to count for any contest.
Make an original and two copies of the agreement. One copy for the new recruit, one
copy for your records, and the original is forwarded to Home Office.
Kits are shipped UPS ground delivery. Allow extra time for kit orders that arrive at H.O. on
Wednesday commission days. Managers may have the kit shipped directly to the new
director, but it is advised that the kit be delivered to the manager for issuance at the training
class once the booking lineup is verified. Upon request a standard kit may be shipped
“Second Day” delivery for an additional $30.00 fee.
We suggest that each sponsor maintain a close working relationship with their recruits to
assist them in the development of their business. By sharing your time, talent, experience,
and enthusiasm with others, your organization will flourish and you will be respected as a
A request for transfer to another organization will be considered in either of the following
• A person who wishes local management support may be transferred by the current
manager after a move to a different geographic region.
• It has been six months since the Director’s last activity.
Recruiting Outside Your Geographic Region
If you interest a prospective recruit in the Park Lane opportunity, but need assistance in
closing, you can forward the information to the Company and the lead will be passed on
to a manager in the prospect’s area. The manager will to schedule an interview,
conduct an intro show, and arrange a training class. When the agreement is executed,
ask the new recruit to enter your name as the sponsor, and you will receive recruiting
credit for all applicable contests.
If more than one person refers or recommends a recruit prospect, the new recruit will
determine who was responsible for sponsoring them.
REFERRAL AND SPLIT-RECRUIT POLICY
There are several ways to recruit/refer a friend or acquaintance to Park Lane. PROCEDURES
It’s fun to share and it’s natural to want your friends to hear about Park Lane too!
· You may directly recruit anyone within a “common-sense” geographic area, which can be defined
as an area accessible to meetings and trainings. When you recruit locally, you receive full
recruiting credit for all contests and when you are promoted to Branch Director level or above, you
will receive full override on the sales of your recruit.
· If you refer someone outside of your geographic area, you may submit the name and phone
number to Home Office. Home Office will make sure the person you have referred is contacted
by the manager geographically closest to your referral. For this type of referral, you will receive
any and all of the recruiting credit currently being given for contests however override will be paid
to the local manager who interviews, signs, trains and works with the recruit.
· If you are at the level of Branch Director and above, you may qualify for the benefits of the “split-
recruit” program by following these steps:
1. Contact an interested person anywhere in the United States.
2. Interview your prospect. Be certain that your prospect has received and reviewed all Park Lane
programs and has made a firm decision to join Park Lane.
3. Have your prospect complete a Park Lane Agreement and attach the registration fee & kit-
shipping fee. Park Lane MUST receive a completed application, including all fees, before your
prospect can be assigned to a local manager.
4. Leave the “Immediate Manager Name” section BLANK and write “split recruit” on the top of the
agreement. The recruit must be assigned by the Company to qualify as a split. Submit the
completed Agreement and the appropriate registration fees to Home Office. At the time the
application is submitted, the prospect should be ready and waiting to date an Introductory Show
with a local manager.
5. Home Office will assign the new recruit to the manager geographically closest to them. The
assigned manager is to conduct an introductory show and train the new recruit. Once assigned,
the new recruit will be categorized as a “split recruit”. Their first $500 in net sales will NOT be split
as it satisfies the kit cost. After the initial $500, their future sales and the override on their future
sales will be split between the local manager (as assigned by the Company) and the original
recruiter (Branch level or above).
The procedure for the split recruit program MUST be followed EXACTLY in order
to qualify a prospect as a “split-recruit”. Split recruit program applies to the
FASHION DIRECTOR level only. There is no need to contact Home Office; all
details should be handled in writing on the agreement. Park Laners, feel free to
submit recruit referrals and/or split recruit candidates anywhere in the
Experienced Management Recommendation
PART 12 By recommending a qualified experienced candidate for direct appointment to a
management position within Park Lane, you can qualify for a weekly recommendation
POLICIES & bonus on the sales of the new manager and their organizational sales. Refer to the
Business Opportunity brochure for details on the current Management
PROCEDURES Recommendation program. Please send any names of people you would like to
recommend that have past or current direct sales/party plan management experience
to the Home Office. You may e-mail details about your recommendation to PR@jbpl.org.
Most contests require that a new recruit “qualify” before their sponsor can count them for contest
credit and/or promotion.
Unless otherwise specified, a “qualified” recruit is one who submits $1,000 in net plus non-
commissionable sales processed within four Wednesday commission dates following the Wednesday
commission date on which their first sales were processed (sales processed on five consecutive
• The Wednesday commission date on which the first sales (personal or group) are processed is the
start date of the new recruit.
• A former Park Lane director / manager may be considered a new recruit provided it has been six
months or more since their last commission date and they re-start with a new kit, satisfy the kit cost
and go on to qualify with $1,000 net/non-commissionable sales within four commission dates following
their start date.
Promotion / Advancement
Upon meeting the requirements for advancement to the next level, a Promotion Application must be
completed and forwarded to Home Office. Home Office will verify and process the promotion within
two commission dates following the receipt of the application. Contact your upline manager for further
Directors must remain personally active with minimum personal net sales processed each month
following the conclusion of a contest through the scheduled presentation of the award, cash, and/or
trip departure. (General policy applies to all contests. See respective contest for specific details.)
USE OF PARK LANE OFFICIAL WEBSITE
(see page 87 for terms and conditions for internet use)
There are certain restrictions regarding the use of Park Lane’s official sites; myparklane.com,
www.jewelsbyparklane.com and jbpl.org. Refer to the “Conditions of Use” section of
www.jewelsbyparklane.com site to view restrictions. You are expressly denied the right to use,
download or copy to an internet site, distribute via e-mail or otherwise use the business materials,
logos, artwork, trademarks and internet content from the Park Lane sites without express written
Representatives may not use commerical internet sites, such as E-Bay and other similar
websites, as a primary business option. For clarification of the primary activites and
acceptable marketing methods of a Park lane representative, please review the terms of the
Jewels by Park lane Director Agreement in regards to marketing procedures, unauthorized
use or duplication of trademarks or copyrighted materials, and re-pricing of product.
All Park Lane representatives have agreed to the terms and conditions of the Park Lane Director
CREDIT CARD AUTHORIZATION PROCEDURE
DO NOT AUTHORIZE CHARGES FOR ORDERS ENTERED ON-LINE!
Prior to faxing or mailing an order, the Director is required to obtain telephone authorization for
customer and hostess credit card charges. Jewels by Park Lane accepts Visa, MasterCard, and
Discover Card. PROCEDURES
Use a touch-tone telephone to obtain credit card authorizations.
1. Complete the top and the bottom of the order form
2. Enter the credit card number in the spaces provided. Visa, MasterCard, and Discover
numbers have 16 digits.
3. Enter the 3 digit CID number. When obtaining approval, a prompt will ask for this CID
number. This three digit number is printed on the back of the credit card.
You must have this CID # to obtain a charge approval.
4. Check the expiration date to be certain that the card has not expired, and will not expire by the time the order
reaches Home Office.
5. Do not make an authorization call more than 3 days before mailing the show / order to Home Office.
6. Place the call and listen carefully to the prompts. You will be given the information only once. When entering
information take your time and be careful not to make an error. You are accessing a customer’s credit card
7. Double check each order form to make certain all information is complete and legible.
VISA/MASTERCARD AUTHORIZATION PROCEDURE
• Dial 1-800-741-5705. The call will be answered by an automated system.
• Enter Jewels by Park Lane’s merchant number: 1 779 135 720 1750. Press the # KEY.
• Enter the customer’s credit card number. Press the # KEY.
• Enter the card expiration date as a four digit number.
For example, February 2012 would be entered as 0212. Press the # KEY.
• Enter the dollar amount of the charge. Press the # KEY.
You will now be given the authorization number. Listen carefully; it will only be stated once. (In some areas,
pressing the star* key will repeat the authorization number.)
• Enter the authorization number on the order blank in the space provided on
the charge ticket.
DISCOVER CARD AUTHORIZATION PROCEDURE
For Discover Card, use the same procedure but dial: 1-800-347-1111.
Enter the Discover Card merchant number: 6011-0170-1451-112.
Communication with Discover Card is verbal.
AMERICAN EXPRESS AUTHORIZATION PROCEDURE
For on-line ordering, simply enter American Express credit card information WITHOUT
pre-authorizing the transaction.
To pre-authorize American Express credit card transactions, phone 1-800-528-2121 from a touch-tone telephone.
Follow the automated instructions in order to get the six digit authorization number. You will be asked to enter the
credit card number, the dollar amount (rounded to the nearest dollar), and the “Merchant Number”.
Jewels by Park Lane’s merchant number is 3121543946.
Jewels by Park Lane
PART 13 Puts the FUN back in FUNdraising!
Jewels by Park Lane recognizes and promotes the importance of giving back! Let Park
Lane help touch the lives of others through our Fundraiser programs.
CONCEPT OF FUNDRAISERS
In today’s economy, fundraising events have become fundamental to the existence of many
organizations, clubs and groups as well as our schools and churches. For effective fundraising, it is
important to have a product that has mass appeal. Jewelry has a universal application and it is easy
and fun to sell! Everyone loves jewelry!
Park Lane’s fundraisers offer jewelry that is attractive and well-priced to please every type of shopper.
Organizations that have done fundraisers in the past have typically used the same products, from year
to year. Using jewelry as a fundraiser product will bring a new look and an excitement to any
CHOOSE YOUR ORGANIZATION!
Make a list of the various organizations in your city, especially paying special attention to the women’s
groups. In most areas, there are women’s sororities, women’s branches of Kiwanis, Lions, and Elks
Club, There are also sports leagues, cheerleading teams, band mothers, PTA, and women’s and teen
girls church groups. As a Park Lane director, you may already be associated with an organization that
would welcome an opportunity to present jewelry as the product of choice for this fundraising season.
There is an obvious goal of conducting a fundraiser; that of raising money for a worthy cause.
Determining the amount of money an organization wants to generate at a particular time is a good way
to approach the process of a fundraiser. How much money does a group want to raise? Is it $500,
$1000? Or is it $5000, or more? Having a specific goal that you want to generate will give you a
starting place. It also shows that you are serious about helping the cause of the organization. Lastly, by
knowing the dollar goal, the members of the organization are more likely to “get behind” the fundraising
efforts and help to achieve the goal.
APPROACHING THE ORGANIZATION
A good way to get started on a fundraiser is to determine who in the organization is in charge of
fundraisers. Get to the right person; the decision-maker! Either make an appointment to explain the
Park Lane fundraiser style or send a letter and follow up with a visit to present information and show a
sampling of our jewelry line. Once the needs of the organization have been determined and the
financial goal has been established, a style of fundraising can be selected from the options shown
VARIOUS FUNDRAISING STYLES
Once an organization has been identified for a fundraiser, there are various styles that will ensure a
• Option 1 – Order taking – Members can show the fundraising brochure to friends, family and
neighbors to take orders. Set a number or goal for the number of orders each member should
accumulate and by what date.
• Option 2 – Members have own jewelry show – Organize members as hostesses who have their own
show, in their own home or as team shows. Each of these separate shows is part of the larger
fundraising picture for the organization. The bookings from these shows can also be fundraising shows
or can be personal shows for the director.
• Option 3 – Have a BIG fashion show – a dazzling event! The models can be selected to model from
the organization members. The audience of attending members and their guests place orders.
Select your style depending on the size of the organization and their goals.
A number one goal with any fundraising event is to raise money for a good cause.
Additionally, there are additional benefits for a Park Lane director that regularly conducts PART 13
Fundraising events. As we are in a people business, doing a fundraiser is a great way to FUNDRAISER
widen a field of contacts; getting to know new people that are members of an
organization will revitalize your pool of prospects for shows, bookings and future recruits.
While the goal is to raise money for a worthy cause, a director’s cause of earning a
weekly profit check benefits, too.
Find out the fundraising yearly calendar for your organization of choice. Keep your contacts current and
be sure to connect with the organization from time to time, so when the time is right, it will be easy to
step up the process of communication and move right into the fundraising mode for the next fundraiser.
Further information about fundraiser orders including a sample letter and FAQs can be found in the
Field Interface section of the Park Lane website.
Park Lane offers two different fundraiser programs
each tailored to your fundraising needs.
Using Park Lane’s fundraiser brochure makes your fundraising project easier than ever. Items
featured in the fundraising brochure are some of the top selling selections in Park Lane’s catalog
and are the only items that may be ordered. The customer bonus program, monthly specials nor
hostess credit are allowed. All items are ordered at full price as 50% of all sales are returned to
the organization. In fact, a check for 50% of the net sales will be sent to the organization within
one week of order submission. Regular commission and full over ride will be paid on the net sales.
Only charities having a Federal Tax ID Number (sometimes called an Employee Identification
Number) may utilize Park Lane’s 50% fundraiser program. This number must be submitted on
the fundraiser order form as Park Lane’s accountants verify all charities before the fundraiser
order can be processed. If the organization is also State Sales Tax exempt, a copy of their State
Sales Tax Exemption letter must be sent (fax, mail or e-mail) to Home Office before the fundraiser
order can be processed.
How to submit your 50% Fundraiser
Submitting an on-line 50% fundraiser:
The on-line Fundraiser Order Entry screen can be found in the “Forms” section of the Field
Interface. Enter all fundraiser information, shipping and then the individual customer orders.
Charge payments may be made on individual order blanks or on a bulk credit card. The individual
customer orders will be shipped to the specified address with a computer generated, validated
Mailing a 50% fundraiser:
After compiling the completed fundraiser forms, you will need to fill out guest order blanks for
each individual customer. Mail the fundraiser order form, guest order blanks and full payment to
Home Office. Order blanks will be validated and attached to individual orders. All individual orders
will be shipped to the address indicated on the fundraiser form. Note: if the organization is State
Sales Tax Exempt, a copy of their exemption letter must accompany the submitted show.
This fundraising program utilizes the entire Park Lane jewelry line and most resembles a
PART 13 jewelry party where guests may take advantage of all bonus items and customer specials.
FUNDRAISER In lieu of hostess credit awards, the organization receives 15% of the total net sales as a
cash donation. To provide an incentive to increase volume, many directors choose to
donate a percentage of their commission to the organization in addition to the 15%. You
may offer this fundraiser program to any organization. Note: If the organization is State Sales Tax exempt,
a copy of their State Sales Tax Exemption letter must be sent (fax, mail or e-mail) to Home Office before
the fundraiser order can be processed.
How to submit your 15% Fundraiser
Mailing or faxing a 15% fundraiser order
After compiling all the guest order blanks and full payments:
• Complete all guest information on the FSIB as you would for a regular show. There will be no Hostess
listed and no Hostess Order Form submitted.
• Put an "X" in the “ORGANIZATION” box, which is located below the guest information section.
• Enter the total amount of commissionable sales in the "Amount at Retail Price" column.
• Multiply the total net sales by .15 (or 15%). Enter this amount as "Hostess Credit". This is the amount
that the organization will receive.
• Subtracting the 15% will then determine the net sales. Continue to complete form as with any regular
• Mail or fax the FSIB, guest order blanks and full payment as you would a regular FSIB. Immediately
send the 15% remaining funds to the organization.
Submitting an on-line 15% fundraiser order:
After compiling all the guest order blanks and full payments:
• Enter your 15% fundraiser order as if it were a non-fundraiser show. However, you will not submit a
hostess order or booking claim form.
• On the "Process CC" form, you must put "FUNDRAISER SHOW- 'Amount Due' is donation amount" in
the comments section. This will alert customer service that this is a fundraiser show.
• Multiply the total commissionable sales by .15 (or 15%). Deduct this amount from the total amount due.
The remaining 15% will show up as "Amount Due" when the FSIB is submitted. Customer service will
place the 15% amount due in the hostess credit line which will lower the net sales by 15%, making the
adjusted total amount due $0.00.
• The director pays that 15% amount withheld to the organization by check or cash.
• In the event that all individual orders were paid in full by credit card, Park Lane will mail a check to the
organization for 15% of the net sales. You will be paid on the adjusted net sales. (Total amount of
commissionable sales less 15% will be the adjusted net sales.) Remember to put “Fundraiser Order”
in the comments section.
DIRECT DEPOSIT PART 14
Jewels by Park Lane offers Direct Deposit for your paycheck. If you are
familiar with this process, you already know how convenient it is. We
encourage you to take advantage of it as it will guarantee that funds from DEPOSIT
your weekly paycheck are available within two business days of the auto
deposit. Every Friday, Park Lane mails OR E-MAILS commission checks. Direct Deposit
ensures that your funds will be available on Tuesday (Holidays may delay funds by one
day). With Direct Deposit, there’s no more waiting for a check, no more driving to the
bank to deposit your check, no more wondering how big your check is going to be! If
you opt for Direct Deposit, you will be notified by email on Friday, all of the information
that would normally be on your check stub. You will no longer receive a check or the
check stub information by mail.
1. Print out the AUTHORIZATION AGREEMENT FOR AUTOMATIC DEPOSIT, which is
available in the download section of the Field Interface area on the website.
2. All information requested must be filled in. And the form must be signed and dated to
3. Pictured below is a sample check which shows you where to find the Transit/ABA
number and Account number on your check.
4. You must attach a voided check from your checking account or a voided deposit slip
from your savings account to the form. Please be sure that you write VOID across
the front of the blank check/deposit slip before attaching it to the form. The following
are NOT acceptable: starter checks, altered checks, and deposit slips for checking
5. Please allow up to two weeks for activation.
6. Mail (do not fax) the completed form and voided check to Jewels by Park Lane,
100 E. Commerce Dr., Schaumburg, IL 60173 attn: Commissions Dept.
PART 15 REALIZE YOUR BEST WITH JEWELS BY PARK LANE
ADVANCEMENT Expand your income by ascending the Ladder of Success. There is no limit to how far and how fast
you can grow in your Park Lane business. Consistently follow the proven path and programs and
you can make your dreams a reality! As you move up Park Lane’s Ladder of Success, you will find
that there are more opportunities awaiting you; opportunities for additional paths of profit and avenues for personal
growth. As you share the Park Lane Opportunity, you will be growing your business!
Jewels by Park Lane sponsors incentive contests throughout the year offering managers many opportunities to obtain
exciting awards in addition to weekly profit checks.
Success Builders is a monthly, personal sales contest that offers Directors and Managers an opportunity to earn free
catalogs, Gift of the Month, free monthly new edition jewelry, and designer clothing (See Success Builder Brochure
Star Fleet is a personal/group recruiting contest that allows Park Laners to earn $240, $360, or $480 per month. (See
Star Fleet Brochure for details.)
The following five potential earnings examples for the levels of Fashion Director, Branch Director, Region Manager,
Area Manager & Division Manager are included to give you an overview of earnings possibilities when all avenues
of the compensation plan are utilized. Remember, these are only examples of earnings potential and the results will
vary depending on the size of the group, the number of new recruits and other factors that will affect results.
As a Fashion Director you will earn 30% on your commissionable retail net sales. As you move up the
Park Lane ladder you will earn a higher personal commission on each rung; as much as 50% on your
retail net sales.
As soon as you reach $5,000 in personal net sales, send an application to Home Office claiming your
first “raise” from 30% to 32%. Or, an even faster route to higher commission is by sharing the
opportunity with another person.
PROMOTE TO BRANCH DIRECTOR
By sponsoring a new Park Lane director and personally conducting at least four shows within the same
month, you can qualify for promotion to Branch Director. Branches earn 35% personal commission plus
a weekly override of 5% to 10% on the retail net sales of their group Fashion Directors. The more your
team produces, the higher the percentage you will earn.
PROMOTE TO REGION MANAGER/AREA MANAGER
After promoting to Branch Director, set your sites on Region manager ($6000 personal / group net sales
monthly for two consecutive months) or double-promote to Area by averaging five personal shows a
month for two consecutive months and within those two months build a team of five new (at least two
personal) group recruits. As an Area you will earn high override on your recruits. Area managers enjoy
a personal commission base of 40% and can qualify for as high as 50%.
Build your organization, inspire others to develop their leadership skills and you can advance to Sr.
Division, Sales Vice-President, Company Vice President and beyond. By sharing your opportunity with
others and helping them succeed, you assure your own success!
See the “Business Opportunity” compensation plan for complete details about profit potential in the
Jewels by Park Lane program.
FASHION DIRECTOR (continued) PART 15
30% Commission paid weekly on personal star total (net sales)
32% Commission paid upon reaching $5,000 person star total (net sales)
(must be applied for upon attaining $5,000)
FASHION DIRECTOR EARNINGS EXAMPLE
(Min. $500 net shows are used in all examples)
30% commission paid weekly on personal net sales
32% commission paid upon reaching $5,000 in personal net sales (must be applied for)
Example with 3 weekly shows:
Total potential weekly earnings $450.00
Total potential monthly earnings $1,950.00
Total potential yearly earnings $23,400.00
Example with 5 weekly shows:
Total potential weekly earnings $750.00
Total potential monthly earnings $3,250.00
Total potential yearly earnings $39,000.00
Advancement to Branch Director:
Fashion Directors advance to Branch Director by having four (4) personal shows processed on
the commission dates in a calendar month PLUS sponsoring one new recruit who starts within
the same month. (The recruit must fully qualify with $1,000 personal net/non-com sales within
their first five weeks.)
35% commission paid weekly on personal net sales
5% commission paid weekly on group net sales of $1.00 - $399.99
6% commission paid weekly on group net sales of $400.00 - $799.99
7% commission paid weekly on group net sales of $800.00 - $1,199.99
8% commission paid weekly on group net sales of $1,200.00 - $1,999.99
10% commission paid weekly on group net sales of $2,000.00 and over
At least two (2) minimum $175 net personal shows or one personal new recruit
start must be processed on the Wednesday commission dates within a month to
be eligible to earn overrides and bonuses the following month.
BRANCH DIRECTOR EARNINGS EXAMPLE
(Min. $500 net shows are used in all examples)
3 shows @ $500 ea x 35% commission $525.00
Three (3) Fashion Directors each holding 3 shows
($4,500 net group volume) = override $386.00
Total potential weekly earnings: $911.00
Total potential monthly earnings $3,947.67
Total potential yearly earnings $47,372.00
Advancement to Region or Area Manager:
Branch Directors advance to Region by developing two (2) Branch Directors PLUS averaging
$6,000.00 personal/group net sales volume each month for two consecutive months.
Branch Directors may double promote to Area by having ten (10) personal shows PLUS five (5)
qualified personal/group recruits within a two month period. At least two (2) of the five (5)
recruits must be personal.
UNLIMITED EARNING OPPORTUNITY
Jewels by Park Lane offers rewarding career opportunities that are virtually
unlimited in three important areas – Personal Growth, Business Growth, and Income Potential.
A Branch Director who is striving to move ahead by meeting the promotion requirements on
Park Lane’s success ladder can do so quickly by offering the people in their group the same
opportunity that was extended to them.
When other team members are inspired to desire your Park Lane position, your personal
business goals for growth will be achieved. There are absolutely no limitations on the heights
you can reach, if you help enough people attain their goals and fulfill their ambitions and
During the building period, a Branch Director candidate may reach a lateral position prior to the
parent Branch Director meeting full qualification for Region. Jewels by Park Lane compensates
the parent Branch Director with an override commission of two percent (2%). The two percent
(2%) bonus will be computed on the commission dates of a calendar month.
To qualify, the parent Branch Director needs personal and group volume of $500 per week. The
2% will be paid only on the weeks that the parent Branch qualifies. Jewels by Park Lane will
count as much as 50% of lateral Branch’s volume towards the promotion to Region Manager.
The Branch Director opportunity is a very important leadership post in Jewels by Park Lane.
Fashion Directors look first to their Branch Director for leadership.
LEAD BY EXAMPLE! Be consistent in personal selling and recruiting. Strive to conduct two (2)
or more personal shows per week so you will average eight shows per month. Remember,
“EIGHT WILL MAKE YOU GREAT!”
Use this powerful Park Lane motto to build by maintaining a central group of EIGHT OR MORE
Fashion Directors at all times. This will insure you a source of Branch Director candidates that
you can inspire as you work to elevate to the next level. LEADERS CREATE ENERGY IN
OTHERS BY INSTILLING PURPOSE.
PART 15 REGION MANAGER
35% commission paid weekly on personal net sales
Personal Volume Bonus:
Weekly Personal Volume $300 = $25 Bonus
Weekly Personal Volume $600 = $50 Bonus
6% override paid weekly on net sales of Central Fashion Directors
6% override paid weekly on net sales of Branch Director’s and their
Weekly Group Volume Bonuses: (excludes personal volume)
Weekly Group Volume $1,000 = $ 30 Bonus
Weekly Group Volume $1,500 = $ 65 Bonus
Weekly Group Volume $3,000 = $130 Bonus
Weekly Group Volume $4,500 = $195 Bonus
Weekly Group Volume $6,000 = $260 Bonus
Weekly Group Volume $7,500 = $325 Bonus
Weekly Group Volume $9,000 = $390 Bonus
Weekly Group Volume $10,500 = $500 Bonus
Weekly Activity Bonus:
4 Branch Directors with $200 Group Volume each = $25 Bonus
8 Branch Directors with $200 Group Volume each = $50 Bonus
At least two (2) minimum $175 net personal shows or one personal new recruit
start must be processed on the Wednesday commission dates within a month to
be eligible to earn overrides and bonuses the following month.
ADVANCEMENT TO AREA OR DIVISION MANAGER
Region Manager advances to Area Manager in two consecutive months by having ten (10)
personal show PLUS five (5) qualified personal/group recruits. A minimum of two (2) of the five
(5) recruits must be personal.
Region Managers may double promote to Division manager by developing four (4) Branch
Directors and averaging $10,000 personal and group star total (net sales) volume for two (2)
consecutive months. (No more than 50% of the overall required volume for Division promotion may
come from one (1) sub manager and group.
UNLIMITED EARNING OPPORTUNITY
During the building period, if a sub manager reaches a lateral position prior to the Region
meeting full qualification for Division, Jewels by Park Lane’s Management Development Bonus
Program compensates the parent Region with an override commission of two percent (2%).
To qualify for the bonus, the parent Region needs personal and group volume of $1,000.00 per
week (excluding promote-up manager’s volume).
REGION MANAGER EARNINGS EXAMPLE
(Min. $500 net shows are used in all examples)
2 shows @ $500 ea x 35% commission $350.00
Personal Volume Bonus: $50.00
a) Three Fashion Directors in central group each holding two shows
6 shows = $3,000 group volume at 6% override $180.00
b) Two Branch Directors holding 3 shows each
6 shows = $3,000 group volume at 6% override $180.00
c) Two Branch Directors (from above) having 2 active Fashion Directors,
who each have 2 shows, 8 total shows = $4,000 at 6% override $240.00
Weekly Group Volume Bonuses:
Group Volume total $9,000.00 to $10,499 = $390.00
Weekly Activity Bonus:
4 Branch Directors with $200 Group Volume each = $25
8 Branch Directors with $200 Group Volume each = $50
Star Fleet Bonus
$240.00 Averaged over four (4) weeks $60.00
Total potential weekly earnings: $1,450.00
Total potential monthly earnings $6,283.34
Total potential yearly earnings $75,400.00
40% commission paid weekly on personal net sales
10% extra commission paid providing the Area Manager meets the following,
two part monthly criteria:
1) Minimum $2,500.00 personal net sales processed on the commission dates within a calendar month.
2) Minimum eight (8) additional Park Laners within the Area Manager’s organization, active with a minimum
of $175.00 each in personal net sales.
• All sales must be submitted with a minimum 50% down payment.
• Personal sales and group sales requirements begin with orders processed on commission dates within
the calendar month.
• The base commission of 40% will be paid weekly. The additional 10% (equaling 50%) will be paid on the
first commission date of the following month, providing the Area Manager meets the above criteria.
10% override paid weekly on net sales of Central Fashion Directors
6% override paid weekly on net sales of Branch Director’s Personal/Group Volume
3% override paid weekly on net sales of Region Manager’s personal/Group Volume
At least two (2) minimum $175 net personal shows or one personal new recruit start must be processed
on the Wednesday commission dates within a month to be eligible to earn overrides and bonuses the
$2,000.00 bonus paid on annual personal and group net sales of $100,000.00
$5,000.00 bonus paid on annual personal and group net sales of $150,000.00
$10,000.00 bonus paid on annual personal and group net sales of $250,000.00
ADVANCEMENT TO DIVISION MANAGER
An Area may advance to Division by averaging $10,000 personal and group star total (net sales) volume each
month for two consecutive months or by developing three (3) first generation Area Managers.
The parent Area may count the volume of all breakaway Areas within their entire payline (three generations deep)
as well as the volume within their own central Area organization toward their promotion sales volume
Have four (4) developed Branches, Regions or Areas in entire group. (May be a combination of any level)
No more than fifty percent (50%) of the overall volume required for promotion may come from one sub-group.
All qualifying sales must be in Home Office by the last commission date of the Division candidate’s second
Division candidate must complete an Application for Promotion. The form must be signed by the parent manager
and sent to Home Office for approval
No announcement should be made in the field regarding the Division’s promotion until approved by Home Office.
UNLIMITED EARNING OPPORTUNITY
During the building period, if a sub manager reaches a lateral position prior to the Area meeting full qualification
for Division, Jewels by Park Lane’s Management Development Bonus Program compensates the parent Area with
an override commission of two percent (2%).
To qualify for the bonus, the parent Area needs personal and group volume of $1,000.00 per week (excluding
82 promote-up manager’s volume).
AREA MANAGER EARNINGS EXAMPLE
(Min. $500 net shows are used in all examples)
2 shows @ $500 ea x 50% commission $500.00
a) Four (4) Fashion Directors in central group each holding two shows
8 shows = $4,000 group volume at 10% override $400.00
b) Two (2) active Branch Directors each holding 2 shows
4 shows = $2,000 volume at 6% override $120.00
c) Two (2) active Branch Directors with two (2) active
Fashion Directors in each branch holding 2 shows each
8 shows = $4,000 group volume at 6% override $240.00
d) One Region Manager and their group holding a total of ten (10) shows
10 total shows = $5,000 at 3% override $150.00
Star Fleet Bonus
$240.00 Averaged over four (4) weeks $60.00
Averaged over 52 weeks $192.00
Total potential weekly earnings: $1,662.00
Total potential monthly earnings $7,202.00
Total potential yearly earnings $86,424.00
PART 15 DIVISION MANAGER
45% Commission paid weekly on personal star total (net sales)
15% Override commission paid weekly on net sales of Central Fashion Directors
8% Override commission paid weekly on net sales of Branch Directors and their groups
5% Override commission paid weekly on net sales of Region Managers and their groups
3% Override commission paid weekly on net sales of first generation Area Managers and their groups
providing the Division Manager has one (1) personal $200 net sales show or $1,000 or more in group
sales excluding Area’s group and personal net sales.
6 qualified group shows (excluding Area’s group and personal net sales).
3% Override commission paid weekly on net sales of second generation Areas and their group
providing Division Manager has twelve (12) qualified group shows (excluding any Area’s group and
personal net sales).
At least two (2) minimum $175 net personal shows or one personal new recruit start must be
processed on the Wednesday commission dates within a month to be eligible to earn overrides and
bonuses the following month.
MONTHLY SALES BONUS
$500.00 Monthly bonus paid on personal and group net sales of $10,000 EXCLUDING Area’s group
and personal net sales. Bonus is based on personal and group net sales appearing on the
commission dates within the respective calendar month.
$500.00 Monthly bonus paid on personal and group net sales of $15,000 INCLUDING 1st generation
Area’s group and personal net sales. Bonus is based on personal and group net sales appearing on
the commission dates within the respective calendar month.
MONTHLY RECRUITING BONUS
$500.00 Monthly recruiting bonus paid each month there are ten (10) new personal and/or group
recruits received in the calendar month who each have $1,000.00 net/non-commission sales received
by the fourth commission closing date following their start date. All orders must have 50% or more
deposit to count toward bonus.
Potential Earnings Example
(Min. $500 net shows are used in all examples)
2 shows @ $500ea x 45% commission $450.00
1 Personal FD Intro Show @$500 x 15% override $75.00
6 FD x 1 show ea = $3,000 x 15% override $450.00
Br/Group (4 Br/6 active) submitting 10 total group shows = $5,000 x 8% override $400.00
Area/Group (1 Area/4 active) submitting 6 total group shows = $3,000 x 3 % override $90.00
Weekly Sub-Total $1,465.00
Over 10 Qualified Recruits = $500.00 monthly ($115.39/wk) $115.39
Over $10,000 PV/GV = $500.00 monthly ($115.39) $115.39
Star Fleet Bonus Check = $360 monthly ($83.08/wk) $83.08
TOTAL POTENTIAL WEEKLY EARNINGS $1,778.86
TOTAL POTENTIAL MONTHLY EARNINGS $7,708.40
TOTAL POTENTIAL YEARLY EARNINGS $92,500.72
ADVANCEMENT TO SENIOR DIVISION MANAGER
A Division Manager may advance to the Senior Division level by averaging $30,000 personal
and group net sales volume each month for two consecutive months.
Have eight (8) developed managers in entire group.
No more than fifty percent (50%) of the overall volume required for promotion may come from
All qualifying sales must be in Home Office by the last commission date of the Senior Division
candidate’s second qualifying month.
Senior Division candidate must complete an Application for Promotion. The form must be
signed by the parent manager and sent to Home Office for approval
No announcement should be made in the field regarding the Senior Division’s promotion until
approved by Home Office.
UNLIMITED EARNING OPPORTUNITY
During the building period, if a sub manager reaches a lateral position prior to the
Division Manager meeting full qualification for Senior Division, Jewels by Park
Lane’s Management Development Bonus Program compensates the parent Division with an
override commission of two percent (2%).
To qualify for the bonus, the parent Division needs personal and group volume of $1,000.00 per
week (excluding promote-up manager’s volume).
Jewels by Park Lane offers the most rewarding career opportunities. The opportunities
available are virtually unlimited in three important areas:
PERSONAL GROWTH BUSINESS GROWTH INCOME POTENTIAL
Each Division who is venturing upward on Park Lane’s success ladder and endeavoring to
meet promotion requirements must offer other Park Laners in the group the same opportunity
that was given to them.
Conduct two (2) or more personal fashion shows per week or average eight per month.
Start one (1) personally recruited Fashion Director each week.
Promote one (1) Fashion Director to Branch Director level each month.
By following the Success Guidelines above, a Division will qualify for both sales and recruiting
bonuses each month.
These suggested guidelines will assist you in building your business. Jewels by Park Lane
stands ready to assist you in any reasonable way in the development of your business.
Lead by example! Be self-motivated and positive at all times. Set the pace for your entire
USE OF INTERNET GUIDELINES PART 16
Primary Business Options: INTERNET
Representatives may not use commercial internet sites, such as E-Bay and other
similar websites, as a primary business option. JBPL does not endorse nor support selling
JBPL product through any method other than the approved methods. For clarification of the
primary activities and acceptable marketing methods of a Park Lane representative, please
review the terms of the Jewels by Park Lane Director Agreement for approved marketing
procedures, information about unauthorized use or duplication of trademarks or copyrighted
materials, and pricing of product.
TERMS AND CONDITIONS FOR INTERNET USE:
A representative’s website must clearly state that it is not the official Jewels by Park Lane
(JBPL) website and must not appear similar in appearance to the
official JBPL website.
A link to the official JBPL website must be clearly available on a representative’s website.
A representative must choose a website domain name that does not imply that it is an official
The primary purpose of a representative’s website must be to promote her (his) business by
informing visitors about the business opportunity, not to sell product. A visitor should be
directed to the representative’s myparklane.com page to purchase product.
A representative’s website should be designed to enhance JBPL products and JBPL’s company
Information, photographs, videos, or images may not be copied directly from the JBPL website
for use on a representative’s website. (see “Conditions of Use” on the JBPL website for
Secondary Business Options:
JBPL does not endorse nor support selling JBPL product through any method other than the
approved methods; however, if a representative chooses to supplement her (his) JBPL
business by offering JBPL product for sale on any website or on a commercial website such
as EBay (or other auction site), product must be offered for sale at the regular retail price. Any
reference to price must state the regular retail price. A discounted price may be noted only
when accompanied by information about the JBPL customer bonus plan or the JBPL Five Star
The JBPL guarantee will not be valid on products sold via the internet through a site other
than the official JBPL website. This must be clearly noted as part of the product description.
The above Terms and Conditions are per Jewels by Park Lane Agreement
paragraphs 7, 12, and 15. Violation of these Terms and Conditions will result in
action by the Jewels by Park Lane Board of Directors.
As featured in “Empowering Women” magazine:
Dawnette Dobrick, Sue Mruz, Dianna Shurtz, Juanita Garcia and Julyn Panicola.
While the income is amazing, my career in Park Lane has given me so much more than financial freedom.
There is a renewed sense of self-esteem and confidence that comes from being encouraged and rewarded;
knowing you are respected and appreciated by the company for whom you work. I’ve met so many amaz-
ing, inspiring people through Park Lane. This business offers a way for women to turn their lives around; to
overcome adversity and reinvent their lives. My passion is my purpose; and my purpose is to show others
how they, too, can realize their dreams.
Just $200 extra income a week; that’s all I was looking for when I started Park Lane eight years ago. When
I saw how quickly THAT happened I realized it was time to establish some new goals. I decided that the two
trip contests Park Lane offers each year were a good place to start. Sixteen vacations later and an ever-
growing six-figure income is proof that, with Park Lane, there is no limit to what one can accomplish. En-
joying financial security is a great feeling, but the freedom to spend more time with family and my
grandchildren is priceless.
At first, I thought Park Lane was just too good to be true. In 20 years of experience in direct sales, I had never
seen such generous compensation and incentive programs. Almost immediately, I was earning more than
I had at any other time in my 20 years in the business. My team and I were soaring! On top of all the suc-
cesses arrived yet another amazing moment! At the National Convention, MY name was drawn as the win-
ner of a recruiting contest! The prize was a brand new Mercedes-Benz! Jobs just don’t get any better than
Park Lane has provided me and my family with success and riches beyond our wildest imagination. We’ve
been able fulfill dreams we could never have enjoyed by working at a 9-to-5
traditional job. I should know; I was a seamstress in a factory when I discovered this opportunity. Now, I hold
an executive position in Park Lane and I’m earning more than $50,000 a month. I thank God for placing this
magnificent opportunity in my path. I feel compelled to tell everyone I meet about Park Lane so they can
enjoy this life-altering, life-enriching experience for themselves.
I left the corporate world to be a stay-at-home mom and raise my two boys; they are a joy, but being home
24/7 doesn’t provide any outlet. My sister encouraged me to try Park Lane. I was not a “jewelry person” but
it would get me out of the house for a few hours a month, there was nothing to lose, and it looked like fun.
Fast-forward to today. As a single parent, I’ve created a financially-secure lifestyle for myself and my sons
and have witnessed countless other women do the same. I enjoy the flexibility of being in business for my-
self and the support and perks from Park Lane are non-stop!
Oh, and I am now, a true “jewelry person”!