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to protect your business in Q5

VIEWS: 9 PAGES: 33

									  To protect your business and
  earnings in 5Q




5Q Retention & Contact Programme
C17-C4 2010/2011
The words “you’re invited” evoke an immediate
             emotional response.

  Warm, welcoming, intriguing . . . this simple
    phrase opens the door to possibilities.

When something exciting is happening, everyone
 wants to be invited! And Avon’s most exciting
         year ever is starting right now
Objective

• ‘You’re Invited is the first activity to set the foundations in place for a
  fantastic 125th Year! The programme is designed to minimise activity
  drops and improve Representative retention, therefore protecting your
  earnings, as we move from 2010 into the New Year by:
    • Driving active Representatives and retention through segmented
       contact by ASMs and SLs
    • Maximising key marketing initiatives to encourage Representatives
       to serve more customers
Agenda
• Contact during 5Q
• C17 ,C18 & C1 priority contact
• C2-4 priority contact
• Scripts / Templates to support your 5Q contact
• Planning for you and your team
• ‘You’re Invited’ Programme
   • Activation
   • Field Activities
   • Incentives
• Brochure energy – marketing support
• Your 5Q planners
• Summary
5Q Contact
Why is contact critical in Q5?


• Find out what is going on in your team to give you
  best platform to start 2011 – no surprises!
• Retain the order count you work so hard for
• Share key messages with and support your
 Representatives and Sales Leaders
Critical Information

• Make sure you have all your essential dates/times
  - Condensed Campaigns
  - Last Posting dates
  - Internet
  - Delivery Schedules
• Read 1st Qtr Guide on the Sales Leader Website
C17, C18 & C1 Priorities
Task                                             Tools                          Outcome


Your Downline Sales Leaders keep in contact      Website, ALM, Hello Tomorrow   Ensure everyone understands the incentives, their contact
and support them                                                                priorities and how the contact will support their business as
                                                                                well as how to use the appropriate business tools, e.g ALM
Pre Order management                             Reports                        On time order

Inactives                                        SMA, OM website                Re-activation or replacement
                                                                                Request customer list
Your Downline Sales Leaders, contact for their                                  Appoint replacement in current campaign to re-canvass- extra
inactive update                                                                 order
                                                                                Coach Sales leaders on how to get replacements and customer
                                                                                lists
Held orders                                      OM                             Released on time orders


LOA 1-6                                          SMA report                     Support on how to work the short campaigns
                                                                                Update customer list
No Brochures                                     SMA report                     Advanced notice of Representative leaving
                                                                                Coach Sales Leaders to follow up
LOA 7-18                                         Alpha listing                  Support on how to work the short campaigns
                                                                                Update customer list
                                                                                Get Sales Leaders to replicate
Alternate orderers                               Alpha listing                  Sell incentives to ensure an order every campaign

Posters                                          OM - Website                   Can they internet or phone?
                                                                                Coach to use the internet
President Club – C17 & C18 only                  Alpha listing                  Ensure achievement in Campaign 18
Contact Priorities – C2 – C4
• Your Downline Sales Leaders
      •   Ensure everyone understands the incentives, their contact priorities and how
          the contact will support their business as well as how to use the appropriate
          business tools, e.g ALM
      •   Emphasis needs to be placed on the replication with their downline teams
•   2nd Inactives
•   1st Actives
•   LOA 1-6
•   No brochures
• LOA 7-18
• Alternate orderers
• Posters
                         LOA 1&2 are your sole responsibility.
           There will be support for LOA 3-24. Full details on the next slide
2011 Reactivation
Telecontact Programme
Objectives
• To increase Representative order activity in 1Q.
• Encourage activity during shortened selling periods.
• Increase Representative average order.

Structure
• Call those Representatives who haven’t placed an order on 2nd day of order
  processing in C2, C3 & 4.
• Representatives will be offered product packs (inline & new)
• Brochures available relevant to different campaigns.
• STEPS team to call LOA 3-7
• I-Response to call LOA 8-24
• Representatives encouraged to place an order - not necessarily based on the packs
  sold through telecontact.
• Brochures available to order whether Representative takes up pack or not.
Scripts / Templates to support
your 5Q contact
Telephone Scripts
• There are scripts available to support all of your 5Q
  telecontact
    • Inactives
    • Order Management
    • Recruitment
    • Overcoming objections
    • Sales Leader Development Call
• These can all be found in your ‘5th Quarter support’ guide –
  ensure your Sales Leaders are familiar with these too
Social Networking

• We have created templates to use on Avon
  Connects, Facebook, Twitter etc.
• These are designed to promote your pre Christmas
  5th Quarter planning meeting
• These can all be found in your ‘5th Quarter support’
  guide – ensure your Downline Sales Leaders are
  familiar with these too
Email Contact

• We have created various email templates for you to
  use
• These can all be found in your ‘5th Quarter Support’
  guide – ensure your Downline Sales Leaders are
  familiar with these too
Planning for you & your Team
Essential Planning Tips
• The key to a successful 1st Qtr is early planning,
  especially with your Downline Sales Leaders
• Do not leave contact until Order Management day.
  contact throughout the campaign to prevent
  unnecessary inactives – especially during
  condensed campaigns.
• Use all the tools at your disposal – phone/text,
  email, Avon Connects, Facebook, Twitter, not
  forgetting face-to-face
• Book in replacement calls and plan your diary well.
  Planning With your Sales Leaders


Focus
Pre Christmas meeting group/one to one     • Determine Sales Leader goals for 5Q and for 2011. Discuss
                                           how to partner to achieve joint goals and objectives.
                                           •Discuss critical 5Q ‘You’re Invited’ contact programme and
                                           train them on when to conduct this with their team

‘You’re Invited’ – 4th Jan Swoop Day       Gain commitment from your team to join you on 4th January for
                                           prospecting – this will be a fantastic competitive event…more
                                           details to follow!!!!!
                                           This will give them a great start into 2011
Order management                           Get their buy-in as to how this will protect their business in 5Q.



Avon Connects / Facebook / Email / ALM /   Make sure your Sales Leaders know how to use all the tools at
SMA                                        their disposal.
Bonus / Incentives                         Make sure your Sales Leaders know what is on offer and help
                                           them plan to win.
Meeting with your team

• Our 125th year will be our most exciting yet
• Set the foundations in place by meeting with your
  team
  • Cascade 5th Q Contact Programme
  • Understand their 2011 goals
  • Have they changed since joining Sales Leadership?
  • What is their earnings / status goal?
  • Help them identify activities and timescales for
    achievement – follow through campaignly
  • Ensure they are fully equipped with all of the relevant
    information to get 2011 off to a flying start
Brochure Energy / Marketing
Support
Brochure




• Role:
   • Execute customer experience of ‘You’re invited’
• Communications Objective
   • Varies by campaign (see summary energy – e.g the Avon
     Challenge / be a smart shopper)
• What’s new?
   • Landing/Intro spread in each campaign
   • Dedicated space to highlight/feature key You’re Invited in
     brochure
   • CCP
HT



• Role:
   • Highlight key energy that will be featured as part of the
     programme
• Communications Objective
   • How to build and maintain customer base across December and
     January
• What’s new?
   • Landing/Intro spread in each campaign
   • Dedicated space to highlight key energy that will be in brochure
   • You’re invited packs – great prices for featured energy
Brochure Energy – Campaign 1
Objective: activity & retention
                     Brochure Energy                                            HT
      You’re Invited….. To feel gorgeous / to party         Pull through the brochure energy with a
     this Christmas / to try the Avon challenge etc          sales/educational spin. Always set up a
                                                          intro page telling them what’s coming in the
                                                             campaign. Dedicate additional space to
                                                              support Rep and focus on key energy
C1   • You’re invited to…. Buy into our amazing digital   • Key message. How to build / maintain
     camera – yours for only £25 when you spend           business through our 5Q programme
     £7.50 across the brochure
                                                          • Feature energy in brochure plus also highlight
      - Brochure COBO at the front of book – you’re       what’s coming up in C2/3 (special reference to
     invited to….                                         CCP in)
     • You’re invited to…..5 key energy points            • Diamond Event Rep Pack
     highlighted on landing spread – drive activity
     across brochure in store openers / great deals
     - Bubble Baths / ½ price Colour / Skincare
     Beauty Gift / Special deal /communication to
     drive interest
     • Communicate the CCP coming in the next
     campaign

       CCP = Customer Continuity Programme
Brochure Energy – Campaign 2

Objective: activity & retention

                     Brochure Energy                                             HT
      You’re Invited….. To feel gorgeous / to party          Pull through the brochure energy with a
     this Christmas / to try the Avon challenge etc          sales/educational spin. Always set up an
                                                           intro page telling them what’s coming in the
                                                              campaign. Dedicate additional space to
                                                               support Rep and focus on key energy
C2   • You’re invited to……Avon’s amazing SALE              • Key message. How to build / maintain
                                                           business through our Q5 programme
      - Great savings in a personal care lead & hair
     care                                                  • Feature energy in brochure plus also highlight
                                                           what’s coming up in C2/3 (special reference to
     • You’re invited to….. try our great customer offer
                                                           CCP in)
     - CCP1 at front of brochure
                                                           • CCP1
     •You’re invited to….. Experiment with colour for
     only £1.50 - Back cover – CT Kiss Lipstick            • Feature on additional deals




       CCP = Customer Continuity Programme
Brochure Energy – Campaign 3
Objective: activity & retention

                        Brochure Energy                                            HT
        You’re Invited….. To feel gorgeous / to party this         Pull through the brochure energy
           Christmas / to try the Avon challenge etc                 with a sales/educational spin.
                                                                   Always set up a intro page telling
                                                                      them what’s coming in the
                                                                    campaign. Dedicate additional
                                                                  space to support Rep and focus on
                                                                               key energy
C3
     • You’re invited to….fall in love with Avon (LEAD)           • Key message. How to build /
                                                                  maintain business through our Q5
     - Lead with Colour - NEW Minerals Avon
                                                                  programme
     • You’re invited to…. Fall in love with Avon for each
                                                                  • Feature energy in brochure plus also
     category.
                                                                  highlight what’s coming up in C2/3
     - Category store doors                                       (special reference to CCP in)
     • You’re invited to try our great customer offer - CCP2 at   • Avon Challenge pack - tbc
     front of brochure
                                                                  • CCP2
     • You’re invited to…treat yourself this Valentines – Back
     cover – He Loves Me, He Loves Me Not NL


       CCP = Customer Continuity Programme
Lets remind ourselves of the
extra rewards / incentives to
go for….
Sales Leaders

• Prosper with PC
• Top 20 Trip
• Drive Your Dream 2010/2011
• BDB
• 4Q Power of Avon


• Strong 5th Q contact can impact all of the above.
Cash for Christmas
Competition
Customer                               Representative
• C18 & 1
                                       • C17 & 18
• 1 prize draw
                                       • Representatives gain 1
• For every £12 the customer
                                         entry into a prize draw for
  spends in brochure 18 & 1 they
  will receive an entry into a prize     every 5 customers they
  draw.                                  have entering the
• Prizes- Up to £5k cash & lipsticks
                                         competition
    • Over 1000 prizes to give         • Prizes- 15 x £1k cash prizes
      away
Your 5Q Planners
December Planner
29th Nov   30th Nov   1st Dec    2nd Dec    3rd Dec


6th Dec    7th Dec    8th Dec    9th Dec    10th Dec


13th Dec   14th Dec   15th Dec   16th Dec   17th Dec


20th Dec   21st Dec   22nd Dec   23rd Dec   24th Dec
January Planner
3rd Jan    4th Jan     5th Jan    6th Jan    7th Jan

           Swoop Day

10th Jan   11th Jan    12th Jan   13th Jan   14th Jan


17th Jan   18th Jan    19th Jan   20th Jan   21st Jan



25th Jan   25th Jan    26th Jan   27th Jan   28th Jan
February Planner
31st Jan   1st Feb    2nd Feb    3rd Feb    4th Feb



7th Feb    8th Feb    9th Feb    10th Feb   11th Feb



14th Feb   15th Feb   16th Feb   17th Feb   18th Feb



21st Feb   22nd Feb   23rd Feb   24th Feb   25th Feb
Summary of your support materials



• 5th Q Deck – Website
• 5th Q support guide – scripts & templates – website
• Dec – Feb Planners – website
• Telecontact pack details / ordering process – to be
  communicated soon
Summary

• We know that a strong base gives us an advantage
  for a successful year – let’s make our 125th the
  most successful yet!
• Use the tools available to support your contact
• Cascade to your downline Sales Leaders

								
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