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To protect your business and earnings in 5Q

To protect your business and earnings in 5Q. 5Q Retention & Contact Programme C17-C4 2010/2011. The words “ you’re invited ” evoke an immediate emotional response. Warm, welcoming, intriguing . . . this simple phrase opens the door to possibilities.

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To protect your business and earnings in 5Q

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  1. To protect your business and earnings in 5Q 5Q Retention & Contact Programme C17-C4 2010/2011

  2. The words “you’re invited” evoke an immediate emotional response. Warm, welcoming, intriguing . . . this simple phrase opens the door to possibilities. When something exciting is happening, everyone wants to be invited! And Avon’s most exciting year ever is starting right now

  3. Objective • ‘You’re Invited is the first activity to set the foundations in place for a fantastic 125th Year! The programme is designed to minimise activity drops and improve Representative retention, therefore protecting your earnings, as we move from 2010 into the New Year by: • Driving active Representatives and retention through segmented contact by ASMs and SLs • Maximising key marketing initiatives to encourage Representatives to serve more customers

  4. Agenda • Contact during 5Q • C17 ,C18 & C1 priority contact • C2-4 priority contact • Scripts / Templates to support your 5Q contact • Planning for you and your team • ‘You’re Invited’ Programme • Activation • Field Activities • Incentives • Brochure energy – marketing support • Your 5Q planners • Summary

  5. 5Q Contact

  6. Why is contact critical in Q5? • Find out what is going on in your team to give you best platform to start 2011 – no surprises! • Retain the order count you work so hard for • Share key messages with and support your Representatives and Sales Leaders

  7. Critical Information • Make sure you have all your essential dates/times • Condensed Campaigns • Last Posting dates • Internet • Delivery Schedules • Read 1st Qtr Guide on the Sales Leader Website

  8. C17, C18 & C1 Priorities

  9. Contact Priorities – C2 – C4 • Your Downline Sales Leaders • Ensure everyone understands the incentives, their contact priorities and how the contact will support their business as well as how to use the appropriate business tools, e.g ALM • Emphasis needs to be placed on the replication with their downline teams • 2nd Inactives • 1st Actives • LOA 1-6 • No brochures • LOA 7-18 • Alternate orderers • Posters LOA 1&2 are your sole responsibility. There will be support for LOA 3-24. Full details on the next slide

  10. 2011 Reactivation Telecontact Programme Objectives • To increase Representative order activity in 1Q. • Encourage activity during shortened selling periods. • Increase Representative average order. Structure • Call those Representatives who haven’t placed an order on 2nd day of order processing in C2, C3 & 4. • Representatives will be offered product packs (inline & new) • Brochures available relevant to different campaigns. • STEPS team to call LOA 3-7 • I-Response to call LOA 8-24 • Representatives encouraged to place an order - not necessarily based on the packs sold through telecontact. • Brochures available to order whether Representative takes up pack or not.

  11. Scripts / Templates to support your 5Q contact

  12. Telephone Scripts • There are scripts available to support all of your 5Q telecontact • Inactives • Order Management • Recruitment • Overcoming objections • Sales Leader Development Call • These can all be found in your ‘5th Quarter support’ guide – ensure your Sales Leaders are familiar with these too

  13. Social Networking • We have created templates to use on Avon Connects, Facebook, Twitter etc. • These are designed to promote your pre Christmas 5th Quarter planning meeting • These can all be found in your ‘5th Quarter support’ guide – ensure your Downline Sales Leaders are familiar with these too

  14. Email Contact • We have created various email templates for you to use • These can all be found in your ‘5th Quarter Support’ guide – ensure your Downline Sales Leaders are familiar with these too

  15. Planning for you & your Team

  16. Essential Planning Tips • The key to a successful 1st Qtr is early planning, especially with your Downline Sales Leaders • Do not leave contact until Order Management day. contact throughout the campaign to prevent unnecessary inactives – especially during condensed campaigns. • Use all the tools at your disposal – phone/text, email, Avon Connects, Facebook, Twitter, not forgetting face-to-face • Book in replacement calls and plan your diary well.

  17. Planning With your Sales Leaders

  18. Meeting with your team • Our 125th year will be our most exciting yet • Set the foundations in place by meeting with your team • Cascade 5th Q Contact Programme • Understand their 2011 goals • Have they changed since joining Sales Leadership? • What is their earnings / status goal? • Help them identify activities and timescales for achievement – follow through campaignly • Ensure they are fully equipped with all of the relevant information to get 2011 off to a flying start

  19. Brochure Energy / Marketing Support

  20. Brochure • Role: • Execute customer experience of ‘You’re invited’ • Communications Objective • Varies by campaign (see summary energy – e.g the Avon Challenge / be a smart shopper) • What’s new? • Landing/Intro spread in each campaign • Dedicated space to highlight/feature key You’re Invited in brochure • CCP

  21. HT • Role: • Highlight key energy that will be featured as part of the programme • Communications Objective • How to build and maintain customer base across December and January • What’s new? • Landing/Intro spread in each campaign • Dedicated space to highlight key energy that will be in brochure • You’re invited packs – great prices for featured energy

  22. Brochure Energy – Campaign 1 Objective: activity & retention CCP = Customer Continuity Programme

  23. Brochure Energy – Campaign 2 Objective: activity & retention CCP = Customer Continuity Programme

  24. Brochure Energy – Campaign 3 Objective: activity & retention CCP = Customer Continuity Programme

  25. Lets remind ourselves of the extra rewards / incentives to go for….

  26. Sales Leaders • Prosper with PC • Top 20 Trip • Drive Your Dream 2010/2011 • BDB • 4Q Power of Avon • Strong 5th Q contact can impact all of the above.

  27. Customer C18 & 1 1 prize draw For every £12 the customer spends in brochure 18 & 1 they will receive an entry into a prize draw. Prizes- Up to £5k cash & lipsticks Over 1000 prizes to give away Representative C17 & 18 Representatives gain 1 entry into a prize draw for every 5 customers they have entering the competition Prizes- 15 x £1k cash prizes Cash for Christmas Competition

  28. Your 5Q Planners

  29. December Planner

  30. January Planner

  31. February Planner

  32. Summary of your support materials • 5th Q Deck – Website • 5th Q support guide – scripts & templates – website • Dec – Feb Planners – website • Telecontact pack details / ordering process – to be communicated soon

  33. Summary • We know that a strong base gives us an advantage for a successful year – let’s make our 125th the most successful yet! • Use the tools available to support your contact • Cascade to your downline Sales Leaders

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