Rainbow Over the Rainbow to Booths Janet Gindin & Deb Blencowe Usborne Convention June 12, 2004 Janet Gindin & Deb Blencowe Usborne Convention June 12, 2004

Steps to the Rainbow Scheduling Booths Booth Layout Obtaining Stock Supply Checklist Staffing the Booth Closing Booth

Scheduling Booths Find booths by networking Follow Booth Policy –Page 94 Consultant Manual –60 Days /60 Miles Call Booth Organizer –Cost/ Hours/ Insurance / Sales Allowed –# of Attendees/ # of Exhibitors –Other Book Sellers –Discounts Allowed?

Creative Marketing Debs tips to getting booths CHEAP!! Cash option bookfair 30% on $1,000 = $ Ask for book vendor rate Offer to go where ever they have an space that needs traffic Offer to come in at last minute on no shows

Booth Layout Do you need to order? –Tables –Electricity –Carpet/ Mats Display materials –Racks/ Shelves Determine amount of books needed –Cash/Carry –Take Orders

Obtaining Stock ~ UBAH Inventory Instructions from HO Key Points –Order 3 weeks before event –Can keep out for 30 days –$ Amount varies by amount of time with company Deb Santmeyer Contact at HO

Obtaining Stock ~ Others Borrowing from other consultants Written expectations Replacing Inventory Care of Books

Supply Checklist Create a Supply Checklist – fits your needs Who brings what? –Bags /Order Forms / Flyers / Lead Slips –Recruiting / Specials / Business Cards –Banners / Bank

Staffing the Booth Multiple consultants Count set-up/tear-down time in booth time Divide evenly if all put in booth cost Building Team –Pay for Booth / Use profit towards booth –IF booth paid for divide by hours worked Split additional profit Sales credit

Closing Booth When closing a booth between consultants 3 separate points… Money / Leads / Sales Credit

Splitting Money Divide Evenly Pull Original Bank out after first day Multi-day show best to do daily –Credit cards –Checks –Cash End of show only last day needs to be divided

Leads People you have direct contact –Initial in top right corner –Make notes on back –If purchase at booth make note Even split –Deb has more than Janet –Deb selects those she wishes to release

UBAH variations Different ways to handle show sales credit –Janets method –Debs method

Janets Inventory Decide just how much inventory is to be taken Each person brings an equal amount - discuss titles to be put out The inventory becomes "ours" at the point of setting up the show

Janets Inventory Total sales divided by the people working who brought in inventory Each person subtracts that amount from what was brought in Remainder of inventory is then divided amongst the people who brought the inventory

Janets Inventory Consultant wants CERTAIN BOOKS TO TAKE HOME Negotiable IF –brought by that person –others are willing to give up certain titles

Deb Inventory Each Person comes with their inventory in OrderPro All books are labeled with gold labels At end everyone takes home their books. Even Sales split

Deb Inventory Reimburse other consultant for titles Allow for title substitution Dollar amount is calculated

Deb Inventory Sale of $3,000 ~ $1,500 Each Sales Credit Example 1 –We sell $2,000 of Janet, $1,000 of Deb –Deb owes Janet a $500 re-order. Example 2 –We Sell $500 of Janet, $500 of Deb & $2,000 of Inventory from HO –Each turn in order with $1,000 in books –Deal with own books themselves.

~ Pots of Gold ~ Tips from Supervisors Never sit down!! Stand up and engage people in conversation when they walk past the booth Always look busy Have some sort of a register to win box out to get leads. Comment on the children in strollers and share a board book with them.

~ Recruiting Pots of Gold ~ Tips from Supervisors Be prepared to recruit someone Recruiting information MUST be accessible Ask people in your booth Have you ever thought of doing something like this yourself? Blow up the monthly recruiting flyer to have displayed in your booth

~ Recruiting Pots of Gold ~ Tips from Supervisors Talk to as many people as you can Make sure to write down their names Put the kid kits in the front of the booth

~ Recruiting Pots of Gold ~ Tips from Supervisors Give an incentive if a person signs up at the booth –$15 in free books from the inventory as an example –Consultant price on their order that day –Put the order in for them in their name

~ Pots of Gold ~ Tips from Supervisors BOOTHS ARE GREAT PUBLICITY

Questions Slides will be available on Monday