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04/21/231
Working with Schools and Libraries
Training
04/21/232
We have access to all 1800+ Usborne
and Kane/Miller titles.
04/21/233
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
04/21/234
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
04/21/235
I’m an EC, now what?
04/21/236
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
04/21/237
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
04/21/238
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
04/21/239
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
04/21/2310
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
04/21/2311
I have an appointment ! Now what ?
04/21/2312
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
04/21/2313
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
04/21/2314
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)
04/21/2315
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
04/21/2316
Online Ordering
04/21/2317
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
04/21/2318
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
04/21/2319
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
04/21/2320
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.
04/21/2321
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
04/21/2322
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
04/21/2323
Do they want processing?
04/21/2324
What is Processing?
Barcodes Spine Labels Data Disk with Records (Title,
author, Dewey Decimal for each book)
Book pockets, card cataloging
04/21/2325
Attached vs.
UnattachedProcessing
04/21/2326
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
04/21/2327
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.
04/21/2328
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
04/21/2329
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…
04/21/2330
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
04/21/2331
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.
04/21/2332
Other Ideas Educator Open House
04/21/2333
Holiday Gifts
04/21/2334
04/21/2335
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
04/21/2336