School and Library Sales : School and Library Sales Where the $ IS
How to GET IT!
School Sales : School Sales When to start -- anytime don’t make excuses
Where to start – the Front Door
How to start– With a letter, a catalog, sample books
Tools : Tools Solid books for Elementary
Solid books for Middle School
Competitive Book Fairs /RFTS! Superior Sales Services
Library Processing
Literacy for a Lifetime
No Back Orders*
Staff Lounge Shows
Slide 4 : Exclusive Rights – no Jobbers
Kane Miller product line would, effectively immediately, be unavailable to jobbers and wholesalers, including Amazon. What does this mean to you? It means you can approach schools and libraries and not be closed out or undercut in price. This is the most significant event since announcing that the school and library market would be distributed through Usborne Books (at Home) & More.
But... today we are announcing an additional benefit to our direct sales force, Usborne Books & More. Effective today, CONSPIRACY 365 will be an exclusive product of Usborne Books & More and will not be sold through retail stores.
Randall White
What to do? : What to do? No Jobber will admit this. YOU MUST tell every Media Specialist and school
You must convey a sense of urgency
You must convince the buyer of YOUR commitment and their access to you
You must make the follow-up calls
Where to Begin : Where to Begin Online – get names, addresses, make a plan
Verify that the school is not listed
Put together packets for each of your target schools
Practice your words – JUST DO IT
Walk in with a purpose – confidence gets you in the door, competence keeps you there
Who : Who Start with secretary
If she likes you—you are in, if you make her an enemy– you are dead on arrival
She controls the Staff Lounge Media Specialist
Reading Specialist
Gifted Specialist
PTO/PTA fund raising chairman
Principal
Specialty teachers – art
What to take : What to take Letter of intro
Catalogs
Key books
flyers Books I like:
Math Dictionary
Science Encyclopedia
Older readers
IR readers
Art Skills
History IL books
Discovery Series
Keys to the $ : Keys to the $ Everyone will say there is no money-BALONEY
Most will say they have their fund raisers planned/they use Scholastic/too late etc-Baloney
Many will be hard to see-Persevere
Overcoming Objections : Overcoming Objections No money
Scholastic
Won’t see you – 6 times average Take the scraps—no back orders, last minutes orders, small amounts
Commercial Free bookfairs, no contract, rep on site, one day –week, fit into another event