CASTING CALL:

1. CASTING CALL: LEAD ROLE Maria Smalley Educational Consultant & Supervisor 2004 UBAH National Convention Tulsa OK

2. How to Get the Roleof My Dreams • Research the Part! • Get My Credentials in Order! • Request Audition! • Rehearse! Rehearse! Rehearse! • I’m On! • The Call Back!

3. Research the Part! • Consult my Up-Line • Review all available info on UBAH Book Fairs • Reading is a Gift program website • Chat Logs/Training Logs • FTP Site • Message Boards • Determine schools/organizations to approach • Research Prospects • Peruse school’s/organization’s website • Become familiar with major areas of grade-level study (e.g., Google search: state curriculum) • Identify decision-maker

4. Get My Credentials in Order! • Become an Educational Consultant(required to work with K-12 public and private schools or libraries) • List school(s) I plan to approach(Check Educational Services website to make sure school isn’t listed) • Get a UBAH website • Convenient 24/7 ordering for S&Ls • E-Fairs • On-line catalog • Wish Lists

5. Request Audition! • Call the decision-maker • Introduce myself • Ask them • Are you currently being serviced by an Educational Consultant with Educational Services and Usborne Books? • Are you familiar with Usborne Books? • Share what I can do for them! • Superior, personalized service! • Direct sales • Book raisers • Fundraisers • Teacher Appreciation Events • Request 20-30 minute meeting to share details

6. Rehearse! Rehearse! Rehearse! • Prepare Reading is a Gift PR material • Program Benefits • Success Stories • Sample documents/materials • Benefits of Working with Me! • About EDC • Write your own script and Practice! Practice! Practice!

7. I’m On! • Meet with decision-maker • Smile! Maintain and share positive, enthusiastic attitude! • Ask questions • How many students in school/organization? • How many Book Fairs held each year? • What is the format (cash & carry versus orders)? • What are the typical retail sales? • Is a preview period held? • Will parent volunteers help everyday? • What did you like/dislike about your last Book Fair? • What are your expectations for your next Book Fair? • How would you like the proceeds? (cash, books, both, %)

8. I’m On! (cont.) • Briefly share content of PR materials addressing specific “hot topics” in answers to questions (I can . . . I will . . . You get . . .) • Share E-Fair option • Share a few, age-appropriate POPULAR product samples (include a Kid Kit) • Determine next step (e.g., schedule event, meet with larger group, call next week)

9. The Call Back! • Review the outcome of the first meeting • Revisit wants, needs and expectations (I understand that . . .) • Ask if any additions or revisions

10. The Call Back (cont.) • Present program details tailored to school’s/organization’s wants, needs and expectations (include proposed schedule) UNDER PROMISE AND OVER DELIVER!!! • Advertise early and often – Folder flyers; newsletters • Teacher letter and wish lists • Parent letter – Preview days • Set-up • Student preview – Students prepare wish lists • Parent letter/reminder – Shopping days • Students go shopping! • Pack-up; return site to pre-Book Fair condition or better! • Determine FREE book and/or cash proceeds • School/organization selects FREE books, if not already done • Final order placed • Books received, labeled, sorted, bagged, delivered

11. The Call Back (cont.) • Ask for and answer questions • Choose event dates – best if coincides with at least one evening event (e.g., science fair, technology night, family reading night, art show) • Complete Reading is a Gift Book Fair Agreement • Share your enthusiasm and appreciation for the opportunity to service them!

12. I Got the Part – Now What? • Working with the Cast and Crew! • Dress Rehearsal! • Opening Day! • The Final Curtain Call! • And the Award Goes to . . .

13. Working with the Cast and Crew! • Meet with the Book Fair Chair • Define the communication strategy(i.e., format, frequency, content) • Design requested master documents • Determine display layout and logistics (Consult Up-Line and other successful consultants) • Table and/or floor racks and/or books stacked on tables • Customer flow • Books arranged by age, price or topic • Determine and order inventory(Consult Up-Line and other successful consultants) • Order agreed upon materials(e.g., brochures, posters, stickers, order forms)

14. Dress Rehearsal! • Set-up inviting display! • Walk through logistics of preview and shopping days • Provide orientation for volunteers • Address last minute challenges

15. Opening Day! • Be available to all throughout event! • Maintain positive, supportive, helpful attitude – ALWAYS!!

16. The Final Curtain Call! • Promptly take down display • Provide total retail sales and options for proceeds • Finalize FREE books and need for cataloguing products • Place final order • Provide invoice for payment • Request letter verifying $$$ Book Fair was held • Sort, bag and deliver books • Send Thank You note • Provide results announcement for display and distribution

17. And the Award Goes to . . . ME!!! • Check-in with teachers, media specialist and BF chair(s) 1-2 weeks after books are delivered • Are they satisfied? • What did they like most? Least? • Any recommendations for improvement? • Would they like additional titles or copies? • Remind them that I am happy to service any future needs • Proudly and enthusiastically thank the decision-maker for the opportunity to share Usborne Books • Schedule release of Reading is a Gift 2!

18. Closing Credits • Encouraging and Supportive Up-Line • Ray and Amy Engler, Supervisors • Paul and Shelley Morrissette, Supervisors • Tom and Nancy Ann Wartman, Executive Supervisors • Raleigh NC area supervisors and ECs, especially • Debbie Burget, Supervisor • Courtney Roberts • Carolyn Brown • Amy Strasser • Smalley Dream Believers, especially • Heidi Fusik • Linda Hall • Donna Michell • Joanne Yow

19. THANK YOU!!THAT’S A WRAP!!