Marketing Arbonne to

1. Marketing Arbonneto Day Spas & Salons By ENVP Valerie Edwards

2. When approaching Spas & Salons • Get to know basic information on business • Spa or Salon • Commission or Booth Rental • Skincare, Spa Products, Cosmetic lines already carrying ( do research on what they have for comparison) • If at all possible, use their services beforehand ( get a pedicure or manicure, massage, cut, etc..) This gives you opportunity to build relationships & get a contact persons info

3. Verbiage for Scheduling Appointment • Ask for owner or manager • Example #1: “ Hi, my name is Valerie Edwards, did I catch you at a good time? I am calling because I talked with “Mary” your massage therapist while I had a massage last week & she mentioned that you would be open to meeting me with so I could share with you a little about a Swiss Formulated, Botanically-based Product line I market. Its called Arbonne, have you heard of it? If I could set up a time to meet with you for about 10 minutes, I would love the opportunity to bring you by some information as well as an array of some of our full size products. This way you can sample our product lines for a few days to get a good idea of what our products are like. Is there a day of the week or time that would be best for you to meet?”

4. Verbiage for Scheduling Appointments • Ask for an owner or manager • Example #2: “ Hi my name is Valerie Edwards with Arbonne. I am calling because I market a Swiss formulated & botanically based product line that consists of everything from Anti-aging skincare for men & women, Detox Spa products, as well as many other botanically based health & wellness product lines. Our company is called Arbonne International. I was hoping that I could set up a time to meet with you for about 10 minutes to give you some information on our company & products; as well as leave a few full size products for you to demo for a few days. I wanted to explain to you how you can use Arbonne’s products & business to partner with your salon/spa to help you increase sales & provide you will multiple streams of income. Is there a day of the week or time of the day that you could fit me in?”

5. Verbiage for Scheduling Appointments • Ask for an owner or manager • Example #3: Hello, my name is Valerie Edwards and I am calling because I have been to your salon and noticed that you offer spa services. I actually market a 30 year old, Prestige, Swiss formulated, & botanically-based product line that is sold in 4 countries. It’s called Arbonne, have you heard of it? In these economic times, I know people are looking for ways to supplement their income and I would love the opportunity to show you how you can use our products to provide you with ways to partner with your business with Arbonne and to provide you with multiple streams of income. Is there a particular time of day or week that I could meet with you for about 10 minutes so that I can give you some information & leave you with some full size products to demo? This will allow you a chance to take a look & see if this would be something that would be a good fit for you & your business?”

6. Initial Appointment: Be Prepared • Schedule an appointment to meet with owner or manager for 10 minutes • Dress Professionally • Have an Informational Packet ready to give to person you are meeting with ( Include: Salon & Spa Brochure, Product Line Overview, Product Catalog, Preferred Client vs Consultant Benefits Sheet, Is this Business for you Flier, EOA’s of VPs in same profession, 3- M Sheet) • Have a Demo Basket or Pamper Basket of product lines to leave with them for a few days ( bring calendar to set up pick-up & follow-up appointment) • Include Re-9 Advanced Skincare System, as well as Body & Neck Products. Include an array of products from Detox Spa line. • Make sure all products have been sanitized, you need to include spatula’s if the products are in tubs, & you need make sure you have stickers on the bottles so they know that they are tester or demo sets. If you are sampling the Re-9 Advanced line, be sure to put Step by Step stickers on the tops of the bottles.

7. At appointment • Be sure to bring your calendar so that you can schedule a follow-up appointment with them • Go through the packet of information with them as well as the product lines that you are leaving. Let them know that you would like to meet with them again after they have had a chance to sample the products & go through the information you are leaving. • Ask lots of questions so you can help show them how Arbonne could help their business.( Remember that typically their business is their “baby” & you want to be respectful of that. It is just as important to remember that they too are human & are also going to work everyday trading time for money. They are going home in the evenings to their family & they want to be able to live life the way they choose and have the income to be able to do that.)

8. Example of Salon Brochure

9. At Appointment • Explain to them how they can use Arbonne to partner with their business • Selling Retail ( You can purchase products & get anywhere from a 35% discount up to an • Signing up Preferred Clients & building a client base of walking Arbonne Ambassadors that continue to reorder on their own but their business would continue to get paid on each purchase. Explain how PC’s can get a 20% discount on their products • Residual Income through override commissions made by sponsoring others who want to build a business as well. • They can do this by sponsoring each stylist & the stylist could sponsor their own clientele as well as friends & family. This would still benefit the salon/spa. Even if the stylist leaves & starts their own business or works elsewhere, they are still making money on that stylist as long as that stylist continues to renew.

10. Commission vs Booth Rental • When someone is paid commission then typically its up to the owner or manager what products they want to sell in salon/spa • If the stylist is a booth renter than its up to them to decide what they want to sell. I recommend that once the owner or manager is on board than you schedule a time to meet with all of the staff, including booth renters & commission paid stylist. Present to them your Arbonne presentation, explaining how they can benefit by signing on themselves under the salon & make residual income. • If commission stylist wants to build a business with Arbonne but cant afford to purchase products to have in stock, if the owner is okay purchasing up front & letting the stylist sell from shelves, make the 35% commission vs the typical 10% that they get paid..then encourage that. Otherwise the commission stylist can just let her clients know that they place orders on Mondays & Fridays & make sure you get their money up front to pay for the orders. Then if the client signs up as a client just to pay retail, make sure the stylist does that online & gets the client their Client ID # so they can go online & make future purchases. • If the owner really gets the bigger picture of the business model & wants to really go for it, they will be okay with the commission stylist signing on their own clientele & making the 35% commission from products that they sell.

11. Support System • Training available for staff ( you can do product training as well as show them how to go online to look up ingredients. • You can even put together a product manual with individual product pages to show what's in the products, etc.. • In the past I have also typed up a recommended for page that goes through what to recommend for psoriasis, eczema, acne, menopausal symptoms, age spots, dandruff, etc… • Type up a step by step process for signing up a client, preferred client, consultant, placing orders online, calling in orders, downloading paperwork • Find a go-to person that you can train to show them a system of keeping track of all clients using Arbonne’s products. You can use the client/PC follow-up sheets that we have in the Key to Success binder. • Stay in touch with the salon/spa each week to make sure everything is going okay • Product Launches to market products • Give them ideas on themed open houses, Girls Night Outs, Mother/Daughter parties, Health & Wellness from Inside out Presentations. • Using demo kits at each station to have stylist rotate around to clients & set up follow-up appointments to close. They can use sample packs to. • Have Before & After Pix at stations so clients can look through them while they are processing their hair, etc. • Have Spa use products with treatments • Ability to have you to help them get displays set up & give them ideas on how to market products • Go through business aides that they can purchase • Give them ideas on how to set up products that fit within Arbonne’s policies & procedures

12. When signing up Salon • Make sure you find out if they want to sign up individually under their own SS# or do they want to sign up under their business name. If they want to be signed up under their business name you will need to have the forms needed to do that. You can get these forms off the download forms & then Information & Documents Needed for Business Applications link. • It is VERY important to make sure that you have looked through the forms & know what to put on each section. If they want to be sales tax exempt you will have to have a copy of their sales tax exempt certificate as well as follow any instructions on the business application section. It is MUCH easier if they just sign up individually under their own SS # & then pay taxes when they order so they don’t have to fill out all of the other paperwork. In Canada they have to have an ID Card in order to be sales exempt. ( they will know what that is) • Recommend that they do the RSVP. Explain that it is a 50% discount. They will also be eligible for a FREE product as well as be able to take advantage of the hostess special through the Arbonne Invite Program. Show them the recommended starting orders for salons; Salon Option A & B. • If they need help with what products to purchase, help them by telling them what the top selling products are: RE-9 Advanced, Detox, Arbonne Cosmetics, etc.. They will also need business aides

13. Examples of Salon A & B Options

14. Once products arrive • Make sure owner/manager contacts you so you can help them set up the products for display • Most salons/spa’s typically are use to being serviced, so you will need to make sure that you do that. It is more work for you at the beginning, but in the long run it will be beneficial if they really grasp the business model & start working it seriously. • Keep stylist & owner in the loop of any local functions in area that they can plug into.

15. Sponsoring Salons are “sprinkles” on your “cupcake” • It is important to remember that our primary reach out methods are group presentations ( whether small or large), one-on-one appointments ( whether leading with products or business), & Opportunity Presentations. • Anything else that you do will “supplement” your business. Do not make salons your primary focus. • People will do business with those they know like & trust

16. Work on Verbiage to use • “ I am expanding my business in Toronto” • “ I market a Swiss formulated, botanically-based” • “ I would love to show you how you can partner Arbonne with your business” • “In these economic times people are looking for additional streams of income” • “ Arbonne can be your plan B, until it comes to a time when you are ready to retire from your job & it can become your Plan A.” • “ With Arbonne, you are in business for yourself, but not by yourself” • “What is so great about Arbonne is we have multiple reach out methods & multiple streams of income to fit the goals of any profession, gender, & background.” • “ What is your back-up plan if something happens & you can no longer work at your salon/spa?” • “ You can work your Arbonne business full-time or part-time, but but working your business now you can start building a business that takes care of you when you need it the most.”

17. Remember………….. • People will do business with those they know like & trust • Ask for referrals • Get the name of the go-to person for that salon/spa • If you treat your business as a business you will get a comma paycheck, if you treat your business as a hobby..you will get a hobby paycheck