12/14/2015 1 Working with Schools and Libraries Training.

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Working with Schools and Libraries

Training

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We have access to all 1800+ Usborne

and Kane/Miller titles.

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Usborne library bound books are no longer sold to any jobbers.

All but 3 Kane/Miller titles are no longer

sold to jobbers.Those 3 titles are Everyone Poops, Wilfrid Gordon

McDonald Partridge, The Gas We Pass

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Become an Educational Consultant (EC) Order your EC kit through OrderPro or

Business Supply store Tell your supervisor Read EC manual, attend group trainings Sign the code of ethics Fax, email scan, or mail back the signed

code of ethics Sign up for the EC email training campaign

– log into your MY UBAM page, go to training, training campaigns, educational consultants campaign

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I’m an EC, now what?

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Make Appointments

Look for schools in your area that are not listed

Use the ‘Educational Services’ link on your “My UBAM” page to look up listed schools

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Maintain an Ethical Manner Pass leads on to the listing ConsultantWhat to say… “I am already representing 7

other schools but I know your representative and they will take good care of you” (Thanks Tabatha Roach)

Don’t approach schools that are listed

What goes around comes around

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Get to know the school or library system

Find names of the Media Spec. Principal, Asst. Principals, Curriculum Coordinator, Reading Specialist & Dept. heads etc. (use school/district websites)

Ask for abbreviation meanings of faculty positions (e.g. EIP, CST)

Ask for referralsFind out about vendor policies, if any

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Call to set up appointments

Find out names beforehand- use websites for school and district, or call and ask receptionist

Words to use on the call…”I’d love to stop in and show you our books to see if they meet the needs of your students”, “I’d like to introduce you to the titles and create a wish list so when you do have money then you’ll think of us” – words need to be quick and to the point

Offer choice of two specific times to meet, like scheduling a Home Show

Is she looking for specific subjects or deweys now? Fiction or non-fiction

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Listing a school Log into your MY UBAM page Go to the “Educational Services” link Go to “S/L List Form” & complete online You may list up to 7 schools You must keep minimum $350 net every 3

months to keep your schools listed. You must post at least $200 in net sales

annually to each listed schools to keep them

Refer to the EC manual for sales requirements to list more schools

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I have an appointment ! Now what ?

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Be Professional

Dress appropriately You are not just a ‘Stay at Home

Mom’ doing this – this is your job You are a salesperson Be on time

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What to take… Take catalog for you and the media specialist Take extra catalogs – for anyone that might

pop in during your meeting Sharpie pen Notebook for notes & wish list Bring books appropriate for the level Ask beforehand if she is looking for particular

items – bring those books Calculator www.EDCLibraryBooks.com log in information Informational flyers for LFL, RFTS, C365,

Secondary and BF

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What to do during your visit Smile, relax and be friendly! She’s a book

lover! Go through the catalog from the beginning

(start from the back if it is a Middle or High School)

Listen more than talk, let them drive the pace and allow them time to look and ask ?’s

Use sharpie to make wish list in catalog Show samples Emphasize the series not just the book Point out previously purchased books – does

she want duplicate copies? (If there was a past purchase – note those books in the catalog before you arrive)

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Do they use online ordering?Do they send their purchase request to

the Principal or county or both for approval?

Do the titles need to be approved by a local school committee – possibly other teachers, parents and administration?

How long will that process take?You aren’t supposed to know all this

already- be sure to ask them the procedure

Ask how the school orders

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Online Ordering

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www.EDCLibraryBooks.com

websiteIdeas to share with schools/libraries: Schools have web based ordering Committees/administrators can log-in and

approve orders before submitted Organizations can use credit cards and

POs Organizations can have multiple accounts

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How to set up accounts for www.EDCLibraryBooks.com

To set up the log in information on your accounts… go to “Web Sales Admin” and then “S&L Acct

Management”   You will set up an “account” for your listed schools Click “setup” next to the school name Choose a discount and submit (no discount

recommended) Go back to the “S&L Account Management” link and click

on it Scroll down to the bottom of the page and set up your

“Log-in” information for your school/library’s EDCLibraryBooks.com website

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Discounts… Don’t always offer it Offer a discount to get an initial sale or to

encourage ordering - if necessary Set a higher minimum to earn discount You can set up a discount code for online

ordering when you set up your school accounts

3 Options Option 1 in OrderPro is Full Retail

Earn 25% commission Option 2 in OrderPro is 20% off

Earn 17% commission Option 3 in OrderPro is Free Shipping

Earn 20% commission

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Ask how the schoolpays for purchases

School credit card? Grant money?

Local school purchase order?County purchase order?

Purchase Order (PO) is basically a promise to pay for the order after it

arrives.

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Ask for leads

Within the school – grade level representatives, reading specialists, science specialist, foreign language, ESOL, special needs, PTA programs

Other schools – media specialists are a close knit group

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Other services we offer Books for classrooms Book Fairs Reach For The Stars Booths at festivals/PTA nights Literacy for a Lifetime Leveled Book Rooms Leveling – AR, Reading Counts, Lexile and

Fountas/Pinnell

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Do they want processing?

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What is Processing?

Barcodes Spine Labels Data Disk with Records (Title,

author, Dewey Decimal for each book)

Book pockets, card cataloging

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Attached vs.

UnattachedProcessing

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Attached Processing Books wait at home office for

processing to arrive from MediaLog – then H.O. attaches and ships to the school

Titles may go OS or even OP while waiting for the processing

Normally takes 3-4 weeks before the books ship – therefore 3-4 weeks before you get your sales credit

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Unattached Processing Books usually ship 24-48 hours from receipt

of your order. MediaLog ships processing separately to

school in 2-4 weeks. Invoice includes books & processing.

The books will arrive before the processing! They will receive processing on titles that go

OS. You receive sales credit when the books are

shipped.

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Organizing your S&L Info. Keep a folder for each school Keep up with past sales – using

OrderPro and/or past electronic invoices

Notebook for leads - take lots of notes Binder of information from S&L site

Dewey numbers & copyright dates Top 50 sellers, etc. Leveling

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Customer Service is key! Ask when is the best time to call or

drop off their order. Don’t wait for them to call you –

they are busy. It’s your job to call them.

Visit with them at least twice a year. Work the whole school…

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Remember…

Ask who else in the school would benefit from Usborne and Kane/Miller books?

*Special Needs *Foreign Language*Leveled Book Room *Science Specialist*Head Start *Reading Specialist*Gifted *PTA

Ask for abbreviation meanings of faculty positions

Ask for referrals

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Teacher Lounge Setups Can coordinate through school

receptionist, or Media Specialist Ask to put an invitation in each mailbox Set up as early as you can, be there when

teachers arrive Meet everyone you can, set appts, sell

and take orders/PO’s on the spot Stay the day or the morning, leave books

overnight if okay with everyone. Post the hours you’ll be around on the door.

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Other Ideas Educator Open House

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Holiday Gifts

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S&L Highlights

Become an Educational Consultant Check Listings & Make Appointments Keep a professional image, you are

UBAM Find out ordering/payment procedures Get exact specs for processing Ask for leads in the school Provide impeccable Customer Service

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