1. EZ P RESCHOOL B OOKFAIRS Kelly George Sherri Shropshire

2. Would you like to give preschools free books? Would you like to help families get these wonderful books in their childrens’ hands? Would you like to increase your customer list? Would you like to earn Home Office Challenges monthly? Do you like repeat business? Do you want to supplement your home show schedule? Do you want to go on a Hawaiian cruise with Usborne?

3. EZ Book Fairs are for you!!

4. H OW DOES AN EZ B OOK F AIR MATCH YOUR GOALS AND EXPECTATIONS ? Staffing Availability: Only time required outside of home for weeklong book fair is on first day for setup and wish lists and last day of book fair breakdown. (3-6 hours) Other time is time at home making up wish lists, placing orders, and bagging orders for delivery. Inventory: Best part is you DON’T need a lot. This is an order- only event (vs. cash and carry) Single title for display. Variety for all ages and older siblings not enrolled at school. (We have about 50, although number can vary based on what you have)

5. H OW DOES AND EZ B OOK F AIR MATCH YOUR GOALS AND EXPECTATIONS ? Profit Goals You earn minimum 17% commission on bookfairs. Count towards sales on One Step at a Time rewards, HOC awards, and sales to become supervisor. Other Business Goals Great way to increase customer list! Sales towards incentive trips. (HAWAIIAN CRUISE) Daycares/preschools get free UBAM books with no shipping charge! No need for large inventory. Repeat business.

6. S OUNDS G REAT ! N OW WHAT D O YOU D O ? Finding a preschool (they are everywhere…) Phone book local paper Drive around Making the call Speak to director, usually a very busy person. Sample script: Hi, I am _____ with Usborne Books. Are you familiar with Usborne Books?

7. W HAT DO YOU DO ? T HE PHONE CALL Are they working with an Usborne consultant? (Only schools with Kindergarten and above are listed. Important to ask to learn if there is already a consultant working with this preschool.) If yes, your reply should be “Great, I’m glad to hear that you are being serviced. Best of luck on your future events. Good-bye. If no…then you can say, I am a local rep with Usborne Books and I would like to come by for about ten minutes to show you a sampling of our books and tell you how you can get these wonderful educational books for free. Do you have time tomorrow morning that I could stop by? How about ten??

8. W HAT DO YOU DO ? T HE 10 MINUTE APPOINTMENT Show up on time! Keep appointment to 10 min. Five books to show that meet school’s curriculum. Jobs People Do, ie. Fred the Firefighter Touchy Feely, ie. That’s not my… Picture Book, ie. The Butterfly Art, ie. I can draw animals Beginner, ie Tadpoles and Frogs These books are less than $10 Quality binding and paper Colorful, double page spread, etc. Hand them to director so she can love on them!!!

9. S ETTING E XPECTATIONS Folder with flyers I don’t read these but do have them available for viewing during appointment. Why Usborne Books? Book Fairs tailored to your needs! ---I reiterate that I do all the work. I explain that this is an order only bookfair. They will have their books in two weeks! (I try to turn it around in ONE!) All of my EZ preschool book fairs have gone over $500. They average over $1000. NO SHIPPING/HANDLING CHARGE. They get UP to 50% FREE of ANYTHING IN OUR CATALOG. I provide posters, parent letters and stickers to advertise. The Book Fair Schedule – I walk them through the week. Really my only time is there on the first day when I set up the display and help the older children with their wish list. (Available on ReadingisaGift.com)

11. WHY USBORNE BOOKS?

12. ABC B OOK F AIR S CHEDULE

13. F LYER – B OOK F AIR S CHEDULE

14. The Parent Letter – lets parents know that there will be a book fair. I like longer RIAG letter for first bookfair and then shorter ones for subsequent book fairs. Sample wish list for the child – Try to keep 10 of 15 titles below $10 so everyone that wants to can participate CLASSROOM WISHLIST - VERY IMPORTANT You want the director or individual teachers to make out their wish lists ahead of time so you can post them in the classrooms. Then, parents have an opportunity to buy a book that the teachers will be using in their classrooms. I also place a label in the book showing that the book was donated by the student for the book fair. Duck reminder to go home on Thursday with students. I also post these around the school.

15. P ARENT L ETTER – R EADING IS A G IFT

16. F LYER - B OOK F AIR L ETTER ---L ONGER

17. S AMPLE W ISH L ISTS FOR S TUDENTS (I NF -2)

19. S AMPLE W ISH L IST FOR S TUDENTS (A GE 3)

21. S AMPLE W ISH L IST P RE K/4 Y. O.

23. S AMPLE W ISH L IST – S CHOOL A GE

25. C LASS R OOM W ISH L IST

27. C LOSING THE DEAL ! Have a couple dates in mind for a book fair and ask which they would prefer. Once you have set a date, advise that you will drop off catalog and wish list for teachers/director. Tell them that you’ll be back for their wish list one week prior to book fair.

28. P REPARATION Two weeks before: Give catalog(s) to director for school to list wish list. Suggest 10 books per classroom. Give them laminated posters to hang in visible locations. Set up e-fair for every preschool book fair. Prepare children’s wish list with books for copying and put wish list books on classroom list. The more book fairs per season…the better Talk to school and confirm parent letters go home the week before. Confirm what time you will be in on Monday morning.

29. I T ’ S B OOK F AIR W EEK ! Setting up for success Be on time What to wear Make copies of wish lists at school Get roster for each class to include all students. Set up Display. Set up time with teacher for story and make out wishlists. Take 15 books for age of classroom for wishlist.

30. I NEXPENSIVE D ISPLAY I DEA Empty boxes Crates Baskets Multiple levels Binder with information on: Catalog Extra order sheets Home show flyer Recruiting flyer Reach for the Stars Literacy for a Lifetime

31. O RGANIZING IT ALL Wishlists Teacher Gifts Gift certificates

32. M AKING THE M OST OF YOUR T IME Connecting with Parents & Staff Parent night Pick up & drop off times Follow-up calls Re-booking & follow-up Rebook when you deliver books. At least, find out which month school prefers. Follow-up. Call director and call customers!

33. A F EW W ORDS O N … Filling Your Calendar Can do one weekly E-Fairs Always set up an e-fair to combine with your bookfair Customers can select ship with school order or ship directly Splitting Orders Free Books Cash Options – The Numbers 15/750 – 20/2000 – 25/3000 – 45 – 36 – 1.5 – 1.25

34. C ASH O PTIONS – T HE NUMBERS Cash Benefit Book Fair Calculations needed for OPOL: Cash option ($750 minimum) - divide total sales by 1.5 to determine amount to submit in RETAIL section; submit remainder of books in FREE BOOKS section. Your commission with the cash option will vary depending on the cash benefit you give to the organization. There is 45% total to split on book fairs exceeding $750 in sales. This means that if you give 20% cash to the organization, you will keep 25% of total sales in commission. If you give 30% cash to the organization, you will keep 15% of total sales in commission. Book fairs with retail sales less than $750 have 36% total to split between commission and benefit payment. The net sales from a cash option book fair are less than the net sales from a free books option, so don't give away too much of the total percentage. Your commission should be higher than the company standard 20/17% due to the loss in sales credit. Combination option (10% cash & 25% books) - calculate the total amount of books needed (total sales + free books), then divide this total by 1.5 to determine amount to submit in RETAIL section; submit remainder of books in FREE BOOKS section. Your commission with the 10%/25% combination option is 20.6% of total sales. You can calculate any combination by simply doing it as a three step calculation. All calculations assume the total amount of books needed (retail sales + free books) is at least $750. First, take the amount of free books they have chosen and double it. This is the retail amount needed to provide the free books. Second, subtract this retail amount from the total amount of retail sales. This is the retail amount that will be used to calculate their cash benefit. You have the same 45% on this portion of the sales to split between commission and cash benefit. Determine the percentage you will provide to the organization, and multiply it with this portion of the sales. The calculations needed to submit in OPOL are the same as the standard 10%/25% combination option.

35. Books & Cash Combination Options Supplies Posters – laminated Duck stickers Payments Credit card, checks, and cash Building Your Sample Selection Host your own show

36. Who is ready to do some Preschool Book fairs?????

37. Questions?