1. Working with Schools and Libraries Training
4/8/2019

2. We have access to all 1800+ Usborne and Kane/Miller titles.
4/8/2019

3. Usborne library bound books are no longer sold to any jobbers.
All but 3 Kane/Miller titles are no longer sold to jobbers.
Those 3 titles are Everyone Poops, Wilfrid Gordon McDonald Partridge, The Gas We Pass
4/8/2019

4. Become an Educational Consultant (EC)
Order your EC kit through OrderPro or Business Supply store
Tell your supervisor
Read EC manual, attend group trainings
Sign the code of ethics
Fax, scan, or mail back the signed code of ethics
Sign up for the EC training campaign – log into your MY UBAM page, go to training, training campaigns, educational consultants campaign
4/8/2019

5. I’m an EC, now what?
4/8/2019

6. Make Appointments Look for schools in your area that are not listed
Use the ‘Educational Services’ link on your “My UBAM” page to look up listed schools
4/8/2019

7. Maintain an Ethical Manner
Pass leads on to the listing Consultant
What to say… “I am already representing 7 other schools but I know your representative and they will take good care of you” (Thanks Tabatha Roach)
Don’t approach schools that are listed
What goes around comes around
4/8/2019

8. Get to know the school or library system
Find names of the Media Spec. Principal, Asst. Principals, Curriculum Coordinator, Reading Specialist & Dept. heads etc. (use school/district websites)
Ask for abbreviation meanings of faculty positions (e.g. EIP, CST)
Ask for referrals
Find out about vendor policies, if any
4/8/2019

9. Call to set up appointments
Find out names beforehand- use websites for school and district, or call and ask receptionist
Words to use on the call…”I’d love to stop in and show you our books to see if they meet the needs of your students”, “I’d like to introduce you to the titles and create a wish list so when you do have money then you’ll think of us” – words need to be quick and to the point
Offer choice of two specific times to meet, like scheduling a Home Show
Is she looking for specific subjects or deweys now? Fiction or non-fiction
4/8/2019

10. Listing a school Log into your MY UBAM page
Go to the “Educational Services” link
Go to “S/L List Form” & complete online
You may list up to 7 schools
You must keep minimum $350 net every 3 months to keep your schools listed.
You must post at least $200 in net sales annually to each listed schools to keep them
Refer to the EC manual for sales requirements to list more schools
4/8/2019

11. I have an appointment ! Now what ?
4/8/2019

12. Be Professional Dress appropriately
You are not just a ‘Stay at Home Mom’ doing this – this is your job
You are a salesperson
Be on time
4/8/2019

13. What to take… Take catalog for you and the media specialist
Take extra catalogs – for anyone that might pop in during your meeting
Sharpie pen
Notebook for notes & wish list
Bring books appropriate for the level
Ask beforehand if she is looking for particular items – bring those books
Calculator
log in information
Informational flyers for LFL, RFTS, C365, Secondary and BF
4/8/2019

14. What to do during your visit
Smile, relax and be friendly! She’s a book lover!
Go through the catalog from the beginning (start from the back if it is a Middle or High School)
Listen more than talk, let them drive the pace and allow them time to look and ask ?’s
Use sharpie to make wish list in catalog
Show samples
Emphasize the series not just the book
Point out previously purchased books – does she want duplicate copies? (If there was a past purchase – note those books in the catalog before you arrive)
4/8/2019

15. Ask how the school orders
Do they use online ordering?
Do they send their purchase request to the Principal or county or both for approval?
Do the titles need to be approved by a local school committee – possibly other teachers, parents and administration?
How long will that process take?
You aren’t supposed to know all this already- be sure to ask them the procedure
4/8/2019

16. Online Ordering
4/8/2019

17. www.EDCLibraryBooks.com website
Ideas to share with schools/libraries:
Schools have web based ordering
Committees/administrators can log-in and approve orders before submitted
Organizations can use credit cards and POs
Organizations can have multiple accounts
4/8/2019

18. How to set up accounts for www.EDCLibraryBooks.com
To set up the log in information on your accounts…
go to “Web Sales Admin” and then “S&L Acct Management”  
You will set up an “account” for your listed schools
Click “setup” next to the school name
Choose a discount and submit (no discount recommended)
Go back to the “S&L Account Management” link and click on it
Scroll down to the bottom of the page and set up your “Log-in” information for your school/library’s EDCLibraryBooks.com website
4/8/2019

19. Discounts… 3 Options Don’t always offer it
Offer a discount to get an initial sale or to encourage ordering - if necessary
Set a higher minimum to earn discount
You can set up a discount code for online ordering when you set up your school accounts
3 Options
Option 1 in OrderPro is Full Retail
Earn 25% commission
Option 2 in OrderPro is 20% off
Earn 17% commission
Option 3 in OrderPro is Free Shipping
Earn 20% commission
4/8/2019

20. Ask how the school pays for purchases
School credit card?
Grant money?
Local school purchase order?
County purchase order?
Purchase Order (PO) is basically a promise to pay for the order after it arrives.
4/8/2019

21. Ask for leads
Within the school – grade level representatives, reading specialists, science specialist, foreign language, ESOL, special needs, PTA programs
Other schools – media specialists are a close knit group
4/8/2019

22. Other services we offer
Books for classrooms
Book Fairs
Reach For The Stars
Booths at festivals/PTA nights
Literacy for a Lifetime
Leveled Book Rooms
Leveling – AR, Reading Counts, Lexile and Fountas/Pinnell
4/8/2019

23. Do they want processing?
4/8/2019

24. What is Processing? Barcodes Spine Labels
Data Disk with Records (Title, author, Dewey Decimal for each book)
Book pockets, card cataloging
4/8/2019

25. Attached vs. Unattached Processing
4/8/2019

26. Attached Processing
Books wait at home office for processing to arrive from MediaLog – then H.O. attaches and ships to the school
Titles may go OS or even OP while waiting for the processing
Normally takes 3-4 weeks before the books ship – therefore 3-4 weeks before you get your sales credit
4/8/2019

27. Unattached Processing
Books usually ship hours from receipt of your order.
MediaLog ships processing separately to school in 2-4 weeks. Invoice includes books & processing.
The books will arrive before the processing!
They will receive processing on titles that go OS.
You receive sales credit when the books are shipped.
4/8/2019

28. Organizing your S&L Info.
Keep a folder for each school
Keep up with past sales – using OrderPro and/or past electronic invoices
Notebook for leads - take lots of notes
Binder of information from S&L site
Dewey numbers & copyright dates
Top 50 sellers, etc.
Leveling
4/8/2019

29. Customer Service is key!
Ask when is the best time to call or drop off their order.
Don’t wait for them to call you – they are busy. It’s your job to call them.
Visit with them at least twice a year.
Work the whole school…
4/8/2019

30. Remember…
Ask who else in the school would benefit from Usborne and Kane/Miller books?
*Special Needs *Foreign Language
*Leveled Book Room *Science Specialist
*Head Start *Reading Specialist
*Gifted *PTA
Ask for abbreviation meanings of faculty positions
Ask for referrals
4/8/2019

31. Teacher Lounge Setups
Can coordinate through school receptionist, or Media Specialist
Ask to put an invitation in each mailbox
Set up as early as you can, be there when teachers arrive
Meet everyone you can, set appts, sell and take orders/PO’s on the spot
Stay the day or the morning, leave books overnight if okay with everyone. Post the hours you’ll be around on the door.
4/8/2019

32. Other Ideas
Educator Open House
4/8/2019

33. Holiday Gifts
4/8/2019

34. 4/8/2019

35. S&L Highlights Become an Educational Consultant
Check Listings & Make Appointments
Keep a professional image, you are UBAM
Find out ordering/payment procedures
Get exact specs for processing
Ask for leads in the school
Provide impeccable Customer Service
4/8/2019

36. 4/8/2019