2. Help Us Move the World with REACH FOR THE STARS ! A Reading Incentive Program Sponsored by USBORNE BOOKS AT HOME Session One

3. Reading is the key that unlocks the mind ! In a world where only 1 out of every 10 adults walk into a bookstore, we need to HELP our children learn to LOVE books ! Reach for the Stars will put fun, educational books in the hands of our children !

4. My RFTS Results Please note…. I have worked on RFTS in inner city of Springfield, MA. This area is majority minority with 100 % FREE lunch at all schools. About 55 % of the city lives in poverty level. The average family income for a family of 4 is $28,824. I am now doing 7 RFTS yearly ….. Six of them are at various Elementary Schools in Springfield.

5. Pottenger Elementary School, Springfield, MA February 200089 students collected $2,300 February 2001 116 students collected $2,700 February 200295 students collected $3,245 February 2003 REBOOKED EVENT Heritage Academy, Longmeadow, MA May 200023 students collected $1,000 October 2000 37 students collected $1,200 October 200141 students collected $1,557 October 2002REBOOKED EVENT Beal Elementary, Springfield, MA January 200187 students collected $2,100 January 200261 students collected $2,238 January 2003REBOOKED EVENT Glickman Elementary, Springfield, MA March 200137 students collected $1,434 March 200245 students collected $1,590 March 2003REBOOKED EVENT Mary Lynch Elementary, Springfield, MA October 200170 students collected $2,392 January 2003REBOOKED EVENT Talmadge Elementary, Springfield, MA January 2002 107 students collected $3,873 January 2003REBOOKED EVENT Mary Walsh Elementary, Springfield, MA October 2002BOOKED FIRST EVENT

6. Reach for the Stars is the BEST PROGRAM Usborne Books at Home offers !

7. First Session Today’s Training is in TWO parts.  An explanation of what RFTS is.  How to explain RFTS to other people.  How to call schools/organizations to begin the process.  How to get an appointment.  What to bring to the appointment.  How to “get” RFTS booked ! Second Session  Hints on how to run your RFTS program.  Formulas, formulas, formulas…..  How to write it up on Order Pro.  How to close RFTS and rebook the event successfully !

8. What EXACTLY is Reach for the Stars ? Is a pledge based reading incentive program which returns every cent pledge back to the organization ! This is a 110 % return …..AND CAN BE HIGHER ! What could be better ?

9. Reach for the Stars is very, very flexible. Where ever there are groups of children….. ….there are stars to be reached ! Elementary SchoolsMiddle Schools High Schools Home School Groups Church / Temple Youth Groups Preschools / Day Cares Boy / Girl ScoutsOrganizations The possibilities are ENDLESS !

10. Concept of Reach for the Stars A group of children will participate in a READ-A-THON in which they will raise money to purchase Usborne Books. We will give the organization back 110 % (or more) in the form of Usborne Books. The books will be split between the organization and the children. This can also be done as a CASH FUNDRAISER.

11. Goals and Pledges “Children Read” Elementary + age program 30 minutes a day for 10 days for a total of 300 minutes “Read to Me” Early Years Program 15 minutes a day for 10 days for a total of 150 minutes Pledges are collected from friends and family. Pledges range in any amount ! They can be per minute read or FLAT donation.

12. Program Options Book Bonanza School or organization is taking ENTIRE amount collected in USBORNE BOOKS. They will receive a total of 110 % back. You can offer an additional incentive award program with an additional 10 % more in the form of incentives or prizes with a minimum amount of pledges. There are TWO different types of programs ! 110 % in the form of Usborne Books Incentive Award Program …. Additional 10 % in prizes  With a minimum of $1,000 in pledges

13. Program Options Fundraiser The organization receives part of the money collected as funds and the other portion of the money is used to purchase Usborne Books. For example…. 30 % CASH and 70 % Usborne Books You can add an additional 10 % in INCENTIVES to be used as prizes or additional books. ____ % CASH and _____ % Usborne Books = 100 % Incentive Awards Program to be used as prizes  With minimum of $1,000 in pledges

14. Possibilities for different types of incentives ! You are giving the school back everything in Usborne Books. You are offering incentives to the students to increase participation. I usually change these incentives yearly – to get students excited ! I usually spend the entire 10 % on EXTRA INCENTIVES ! Student who reads the most per grade level gets a prize. 10-10-10 Challenge Students get 10 sponsors – each sponsor pledges them $10.00 – the student reads for 10 nights ! Classroom with the most participation will win a pizza party !

15. What to use for incentives ? I always change this year to year … but here are some of the things I have done. 10-10-10 Challenge – Choice of 4 different Kid Kits ! Kids who have READ the most in each grade – Hotshot ! The question that always comes up ? Do you give EACH child who read a book ? NO ! The child MUST bring in pledge money to get a book. If they bring in less than $1.00 they choose from a Hot Shot. Typically, I have less than three children who have brought in less than $1.00. If the child READS – but doesn’t have pledge money – I usually give them a pencil and eraser prize for reading ! However, I have not had more than one or two children per RFTS who does this !

16. Who to call first ? Anyone you have a name for from a LEAD ! Principals Reading Specialists Librarians Directors Lead Teachers PTO Presidents Personally, I mention RFTS at every home show and booth I do. I try to get any name of a person at a school. THEN, I begin with this person because we have a common bond. (the person who gave me their name) I try to make contact BEFORE I send out any information. This is my personal choice. The BEST time to reach most people at a school is about 1 hour BEFORE school begins.

17. What to say ? Keep it short and simple !  Introduce yourself and that you are with a USBORNE BOOKS  Ask them if they are currently working with an Usborne Consultant  Tell them Usborne has an EXCITING, NEW program called Reach for the Stars, a read-a-thon, that is sweeping America by storm !  Tell them Usborne gives back 110 % in the form of Usborne Books  Tell them that this is NO FUSS to them, that you do most of the work !  Ask them if you can send them some information about the program  Make an appointment for 15 minutes in 10 days to go over the program in person and explain it in a bit more detail

18. What to send ?  Cover Letter  Brochure that introduces RFTS  Sample Calendar (of when I want to do their RFTS program)  And I usually send the “Home and School” flyer – and add a label that states …. “This is a portion of our books – we have over 1,100 titles !” Samples of all these flyers are in the “National Convention” booklet. There are also many different copies from many different people on the FTP site !

19. How do I make the calendar ?  I keep myself in “control” of my calendar.  I have found the BEST time for this program AT SCHOOLS where I live is in January and February because those are “quiet” months are the schools.  Look for any “special” days ! Examples are …. Turn off TV Week, Literacy Week, Week of the Young Child…. Possibilities are endless.  I figure out when I want to END the program and go backwards.  My programs usually takes 4 - 5 weeks to complete – start to finish !  I have NOT run more than 2 RFTS at one time – YET !

20. You’re in…. Now what ? The meeting…. Keep it short and simple !  Share the successes of other RFTS in various parts of the country. There is a “success list” on the FTP site. Feel free to use mine also !  Emphasize that there is LITTLE that the school does ! This is a huge part of getting in ! Schools are so busy with other things !  If they don’t know Usborne Books – bring a SMALL selection.  Determine the type of RFTS program and percentages  Go over incentives programs  Set the calendar  Get a “Program Agreement” (contract) signed !  Make sure it is clear what is the consultant’s responsibilities and the schools’ responsibilities !

21. Is it worth all the time and expense ?  This is a REPEAT program that schools will run year after year !  This will get you into schools in a different market than bookfairs !  AND after you have done these you will have a relationship with the school that could turn into an “in” for bookfairs ! I have experienced this recently.  At least 25 % commission !

22. Coming up in the …..Second Session Hints on how to run your RFTS program. Formulas, formulas, formulas….. How to write it up on Order Pro. How to close RFTS and rebook the event successfully !

23. Eva Goldstein, Presenter 413-747-0623 Luvthesebks@att.net