campaign 11-12 2013 update version dated: march 29 th,2013

Campaign 11-12 2013 Update

Version Dated: March 29th,2013

… and realize your dreams

… and make more money right now

… and create a brighter tomorrow

… and build your own security

… and build your retirement

… and be your own boss

… where you're in business for yourself, not by yourself

… and start a business with no limits

22

…

Continued Supports to Engage Field

A month-long recruitment drive in C11 & C12 with the goal of achieving 80,000 Additions through intense field activation and aligned incentives.

Recruiting Environment1

Recruiting & Marketing Supports2

Rewards and Incentives3

Training4

Advertising and PR5

New Representative Retention Supports

7

3

Tracking Tools on Chatter and SMO

6

Event dates and locations

There are a number of ways SYTA recruiting events may be booked:

– Media Star are available to book 1 or 2 venues per District within a $250 total budget. You should already had submitted your selections.

– Media Star are available to book a number of events per District (dependent on location and availability) at our Avon Advantage Partners, including Sprint and T-Mobile.

Event dates and locations will be communicated starting in April. District Managers will be aware of all events 7-10 days prior and these will be communicated directly to DSMs via Media Star.

In addition, District Managers are encouraged to book their own recruiting events to help reach their C11 & 12 goals.

4

An Avon Recruiting EnvironmentA conducive recruiting environment to drive energy, professionalism & fun

Avon logo equipment and apparel – Use your C4/C5 SYTA Tent

– An instructional set up video is posted on the SMO

– Avon branded materials were supplied in C1 and C2 manager shipments

15 aprons, visors and pins Clipboards and 1 tablecloth

– Magic Buses in select Divisions Bus will be pre-stocked with additional samples and

product displays

AVON branded apparel can be purchased at Town & Country

5 Note: Complete list of shipped items summarized on slides 23-25

DSMs need to source for a 6 ft table and ensure that tent is secured and weighted down

Tip!Tip!

Recruiting Supports

Support tools to be leveraged at recruiting events

Supporting literature will include:

Sent in C8 & 9 Manager shipments:

– 150 additional brochures each campaign

– Each District will receive15 additional appointment kits per campaign

• No additional kit requests will be honored

6

Ensure your Sales Leaders order their brochures, Appointment kits & Explore Avon kits in their C9 & C10 orders. Just for SYTA Appointment kits: delayed billing available. Appt kits ordered in C9/TS C11 will be billed in C10/TS C12 and payment due C11/ TS C13; kits ordered in C10/TS C12, Bill in C11/ TS C13, payment due in C12/ TS C14)

Tip!Tip!

Note: Complete list of shipped items summarized on slides 23-25

Recruiting Supports

Support tools to be leveraged at recruiting events

– Recruitment bookmarks

• Available for purchase through Town and Country

• Can also be personalized and printed from yourAVON.com

–Explore Avon Kits

– Shipped directly to DSMs the week of 3/25:

• 50 Explore Avon envelopes

• 50 order forms

• Recommended complete kit content: envelope, 1 order form, 2 brochures, samples

• Also available for Sales Leaders to purchase online through Town and Country

7 Note: Complete list of shipped items summarized on slides 23-25

SYTA Recruiting Sample Bundle

1 million beauty samples for 850 Districts

• 900K Skin So Soft Bug Guard Single Towelettes

• 100K Pro Line Eraser Single Packettes

• Ship in C8 Manager Shipments

• (!) Supplement Sampling with an exclusive SYTA Recruiting Sample Bundle District Sales Managers should encourage Sales Leaders participating at events to place an order via paper commitment for the bundle.

– Exclusive SYTA Recruiting Sample Bundle» ONLY for SYTA Leadership participants» LIMIT: 1 bundle per Representative in C9/C10

– 11 units / 245 pieces*» Flor Violeta Scent Strip Box» Untouchable Scent Strip Box» Untouchable VOCs» Avon Elements Skincare Packettes

» Cost: $16, Value $28.50

8 *Avon reserves the right to substitutes the samples included in the bundle.

Marketing Supports for Recruiting Events

– Activation supports per district (shipped direct to DSMs)

• 1 SSS Bug Guard Plus & Avon Sun+ Merchandiser

– Use the full-size products sent in your C8 Manager Shipments to fill the display:

» Bug Guard travel size pump (Expedition and Picaridin)» Bug Guard regular size pump (Expedition and Picaridin)» Bug Guard Bonus size pump (Expedition and Picaridin)» Bug Guard Aerosol (Expedition and Picaridin) » Bug Guard Cool & Fabulous Lotion» Bug Guard Gentle Breeze Lotion» Bug Guard Anti-Itch Spray » Avon Sun Body Lotion » Avon Sun Face Lotion » After Sun Aloe Ice Gel» Avon Sun Body Mist will be sent in C9 orders (in-branch 4/5)

• 25 SSS Bug Guard Dare to Compare Tearpads

(50 sheets/pad)

• 15 “Bug Me About Bug Guard” Buttons

• 4 SSS Bug Guard / Avon Sun+ Tote Bags

9

Tearpads

Buttons

Merchandiser

*Avon reserves the right to substitutes the samples included in the bundle.

E-commitments

10

Digital and Social Media supports for Representatives to download and share on their social media channels PLUS a comprehensive Bug Guard and Avon Sun online destination to draw Customers in to shop with Avon.

Get Summer-Ready with Avon!

Social Media Avon Apps will

include new widgets to support Bug Guard and Avon Sun

yourAvon.com Avon.com Hello Summer

Destination for how to incorporate Bug Guard in every day summer activities o Update 4x during

summer season

Marketing Digital Supports

11

Digital Activation Tool Kit to share Bug Guard & Avon Sun with Consumers

Printable Bug Guard 101 Chart

Summer Camp

Checklist

New Say Yes to Avon Incentives coming soon…

12

A Cascade of Training Supports

13

Recruiting, Keeping and Building your Business – Part 1

Recruiting, Keeping and Building your Business –

Part 2Planning

Objectives Driving Retention

and Activity Leveraging tools

and processes for retention

Prep / activities Week of March 4–

FTMs deliver to DSMs at Division Staff Meetings

Week of March 11– US Training delivers Regional Webinar for Sales Leaders

Objectives Driving Recruiting

and Lead Conversion

Mini workshops to practice Modeling words and actions for events

Prep / Activities Week of March 18 –

Review Materials with RSLs and DVMS

March 22 – TTT For FTMs

March 25 – April 19 – DSMs to deliver mini workshops for C11/12 teams

Objectives Evaluate people and

locations for C11/12 execution

Event Preparation materials delivered to Field

Prep / Activities Week of March 11 –

Planning deck and tools delivered field

Week of3/29 - Binder and preparation deck for C11/12 delivered to field

Rallies

Objectives Executing rallies to

engage Sales Leaders for events with recognition, tools and training

Prep / Activities Week of March 29

Materials delivered to DVMs

Week of April 8 – Rallies begin

Advertising and PR: National Recruiting TV & Digital Advertising

New Representative Recruitment TV ad called “Slow Dance” will launch on 4/15 (General Market & Hispanic) and will feature an emotional story about a Representative and her customer who had never worn red lipstick before.

Rich media digital banners will launch in late April to further support recruitment, including an execution where potential leads can submit their name & email through the ad banner to get more information on becoming a Representative.

Re-designed SellAvon.com & VendeAvon.com websites will launch on 4/15 with a new user experience.

“Call to Action” on TV ads will drive to the new SellAvon.com site (or VendeAvon.com for Hispanic) with the option of:

– Filling in the lead form– Self-appointment to become an Avon Representative– Learning more about selling Avon, what life is like as a Representative

(including product information) and & keys to success TV schedule for :30 Commercials:

– Q2» General Market: April 15th - May 19th » Hispanic: April 15th - June 16th

– Q3» General Market: August 5th - September 8th » Hispanic: July 29th - Sept ember 15th

14

Enhanced feature of the “Event Finder” Tool in C11-12!

– DSMs will now have the option of including a contact name / telephone number for each of their events

Advertising and PR: “Event Finder” Tool

The C11-12 “Event Finder” tool will be created on a unique Landing Page hosted on the SellAvon site to

– Help potential Representatives or Customers find an Avon event closest to their zip code

– Enable potential Representatives to choose to self-appoint online through the normal process

Potential new Recruits and Customers will be driven to the SellAvon site from:

– National recruiting TV commercials

– Links in our existing paid search recruiting and banner ads

DSMs will be able to submit additional recruiting events to this site by completing a template on SMO

Representatives and Customers will be able to share events on their Facebook wall and request for a “remind me!” email to be sent 24 hours before the scheduled event

15

Will be in English and Spanish

Advertising and PR: PR and Media Toolkit

The Avon PR team will nationally promote Avon’s earning opportunity and Say Yes to Avon, which will help raise awareness across the country

The PR and Media Toolkit is a step by step guide, giving DSMs the tools and tips to increase word of mouth and attract more people to Avon and your local events

The guide includes local media and social media tips

16

Advertising and PR: Representative Blog

Say Yes to Avon Tumblr blog

Generates interaction and engagement targeting Sales Leaders, Representatives and Customers

Showcases best practices by sharing photos, videos and quotes from “Say Yes to Avon” recruiting events around the country

17

Nominate a social media champion in your District to create social media posts and send in photos, quotes, blogs to [email protected] to be featured online!

Tip!Tip!

Tracking Tools on

The Team USA page on Chatter with key communication tools to share, information and best practices among DVMs / DSMs

“Yes-o-Meters”– Updated daily to track additions performance

Shown at a District (sorted by mail plan), Division, Regional & National level (with direct link from SMO)

Campaign-based, registers when contract entered

In addition to standard SMO reporting

Testimonials and Best Practices – Regular tips and advice from DVMs and DSMs at SYTA events

18

Ensure you and your teams get into the habit

of regularly visiting mobile-friendly Chatter and read and comment on posts

Tip!Tip!


19

LOA 1 LOA 2 LOA 3 LOA 4 LOA 5 LOA 6

C11 C12 C13 C14 C15 C16New Representative Email Series

Sample Bundle (LOA 1 or 2 ≥ $50 order)

Elements Super Earner

Avon Pin Incentive

Avon Business Card Incentive

Avon Tote Bag incentive

Welcome Call from DA

More details on next slides….


New Representative retention tools include but are not limited to:

New Representative welcome email series designed to improve retention & engagement

– Step by step, bite-sized pieces of information to quickly activate new Representatives

– Set of 13 emails targeting LOA 0-6 (other emails reduced)

– Topics include getting started, placing first orders, delivering orders, setting up personal web pages and much more

20

Email

Click through

New landing page on yourAVON.com

1 - Getting New Representatives Started

2 – Placing Your First Order

3 – Using the Online Address Book

4 – Delivering Your First Order

5 – Building Your Personal Online Webpage

6 – Focus on New Sales Opportunities

7 – Emailing Your Customers

8 – Maintaining Your Sales Momentum

9 – Personalizing Your Customers’ Experience

10 – Grow Your Customer Base

11 – Marketing Yourself Online 12 – Perfecting Your Sales Strategy 13 – Using all of Your Resources


21

New RepresentativeRetention Supports

New Representative retention tools include but are not limited to:

New Representative Sample Bundle (approx. value $8)

– All C11 or C12 appointments who place a $50 and above LOA 1 or 2 order

– Receive cross-category product samples

– 2 forms of communication to all Sample Bundle qualifiers:

Invoice message

Training note card dropped into order box

Avon Elements Mass Skincare

– Super Earner Flyer

• Use tickets to drive purchases of Avon Elements in C13

• In C13, all NEW Representatives LOA 0 - 4 will be eligible to participate in this special Avon Elements Super Earner offer

22


Detailed post-event tracking of new recruits and leads for follow up

“Ready, Set, Grow” LOA 1-6 incentives based on award sales and recruiting

– $500 in LOA 1-3: Avon Pin

– $1,000 in LOA 1-6: Tote Bag

– 1st Recruit in LOA 1-3 with $100 order: Biz Card Holder

Increased field touch points for new recruits– Welcome call from DA

Special earning opportunity on Elements product

23

And more to follow…!

Timeline for when you will be receiving all your tools and supports for C11-12

Managers can expect to receive four shipments to support their C11-12 recruiting efforts. Support materials will be shipped as follows:

24

C8 Manager Shipments Order (3/28 – 4/10)

Bug Guard Single Towlettes + Pro Line Eraser Single Packette samples

150 incremental C11 Brochures

2 boxes of assorted gift items to use at discretion (~20 items)

Note: Trendsetter DSMs will also receive increased brochure quantities in their C11/C12 (TS C13/14) shipment

Shipment 1Shipment 1

1) Allocation based on individual District goals and no additional kit requests will be honoredNote: If you have problems with your Manager Shipments, please contact Diana Ferrari at 770-271-6261 or email

[email protected]

Timeline for when you will be receiving all your tools and supports for C11-12

Managers can expect to receive four shipments to support their C11-12 recruiting efforts. Support materials will be shipped as follows:

25

C9 Manager Shipments Order (April 11- April 24)

Incremental C11 Appointment Kits1 (15 per District)

An additional 150 C12 brochures


C10 Manager Shipments Order (April 25 – May 8)

Additional C12 appointment kits (15 per District)


Direct Shipment (March 28 – April 10)

Town & Country – 50 Explore Kits– 250 Order Forms – Bug Guard Activation Kits


Summary: Continued supports to engage the field

26

Recruiting EnvironmentTentsAvon logo apparel*Magic Bus in selected Districts

1

Recruiting & Marketing SupportsBrochuresAppointment kits Recruiting bookmarks *Prospecting flyers *Explore Avon kitSamples for recruiting

2

Rewards and IncentivesDSM/DVM incentiveSales Leader Incentive

3

TrainingPlanning DeckRecruiting, Keeping & Building Your BusinessRallies

4

Advertising and PR National Recruiting TV Ads “Event Finder” tool on SellAvon Event and media toolkitSay Yes To Avon Blog

5

Tracking Tools on ChatterYes-o-Meter tracking dashboardBest practice sharing and tips

6

New Representative Retention SupportsNew Representative Welcome email seriesSample bundle with $50 MOVDetailed tracking of new recruits and leads“Ready, Set, Grow” LOA 1-6 incentive

More details to follow…

7

26

Passion, Passion, Energy & Energy & Account-Account-ability!!!ability!!!

* available for purchase through Town and Country

DSM Activities

27

DSM Pre-Launch Activities: March

Pre-launch

March

28

Plan, Activate & Train!

DSM Pre-Launch Activities: March-April

Ensure you & your team have the right tools and materials!

Pre-launch

March-April

29

DSM Shipments

Ensure you have received all four shipments before your first event (see slides 23-25 for complete list of shipments)

Contact Manager Shipments if you are missing items

Recruiting Materials

Print & prepare all recruiting materials you want to have at your recruiting events (e.g., recruiting bookmarks, Explore Avon kits, Lead Survey Cards, Bug Guard Merchandise)

Sales Leader Preparation

Ensure your SLs are ordering their brochures & appointment kits

– Instruct SLs to order adequate C11 appointment kits and brochures with their C9 orders (4/10 – 4/24 depending on mailplan)

– Instruct SLs to order adequate C12 appointment kits and brochures with their C10 orders (4/24 – 5/8 depending on mailplan)

Encourage your SLs to print & prepare Explore Avon kits to support recruiting

Submit commitment forms for sample bundles from each member of your core SL team. (No later than 4/9 )

Suggested number of kits your SLs should have on hand will be

provided

Pre-launch DSM Pre-Launch Activities: First 2 weeks of April

Make final preparations; Engage, Excite & Mobilize your teams!

30

Finalize Plans

Partner with your DVM to confirm / validate execution plans for C11-12

Finalize comprehensive plan to ensure achievement of your District’s C11-12 Additions plan, apart from “Say Yes to Avon” events & bus tours if applicable

Schedule post-event Lead Calling parties and group training contacts (cluster Districts together for training where feasible)

Develop a contingency plan should some of your District events underperform

Leadership Rallies

Host Leadership Rallies to finalize execution plans, generate excitement & gain final commitment from your SLs

Ask your SLs to help identify other great prospecting locations to fill in between the scheduled “Say Yes to Avon” events

Drive Traffic to your Events

Activate your local media plan to drive traffic to & increase coverage of your recruiting events

Encourage your SLs to “spread the word” and invite Leads to attend an event near them

Plug into the Network

Visit your Chatter groups (Team USA, Division) regularly to learn from and share best practices with other DSMs across the country on how they are ensuring success for their recruiting events & bus tours

Beg. April

DSM Launch Activities: April - May During launch

April- May

31

Mobilize Teams

Ensure you are mobilizing your entire District to get behind the “Say Yes to Avon” recruitment drive, not just at the events

Contact all your core SL teams to ensure they are adequately prepared before each recruiting event (e.g., schedule, meeting place, what to bring, what to do)

Keep the Momentum

Continue to execute your local media plan to generate additional “word of mouth” and coverage for ongoing recruiting events

Keep in close contact with your core SL teams to ensure they are still engaged and motivated to support your events

Remind SLs to participate in your post-event Lead Calling parties

Join the “Say Yes to Avon” Community

Visit Chatter regularly for daily reporting on progress against your District goal, as well as your performance relative to other Districts

Send in photos & videos from your recruiting events and engage with your SLs through the [email protected] blog

Activate your Contingency

Plan

Activate your contingency plans as necessary, continuously track the variance to your District stretch goals

Organize Lead calling parties with your SLs to drive incremental traffic to events

Mobilize & keep the energy high!

During launch DSM Day-before-Event Checklist:

Event Set Up 6-ft Table (not included in manager shipment)

Table cloth

Tent ( bring help to set up – it’s heavy! Please secure )

Music (e.g., iPod + speakers)

Money bag with change (for $10 appointment fee)

April- May

Recruiting Tools Brochures (remind your SLs to bring brochures)

Appointment Kits (remind your SLs to bring kits)

Business Cards (remind your SLs to bring their business cards)

Pencils & Pens

Clipboards

Printed copies of Lead Tracking Form

Laptop

Printed 3-question Survey (optional)

Recruiting Bookmarks

Prospecting flyers

“Explore Avon” Kits

Marketing Supports Samples

Bug Guard Activation Display

Easel-backed poster

Elements “Super Earner” flyers

Recruiting Apparel Aprons, visors & pins utilized for C4-5

events. Also available for purchase in Town and Country. (Coordinate with your SLs to synchronize dressing at the events)

32

During launch

DSM Post-Event Activities:April - M

ay

33

Track Leads & New Recruits

Collate and track list of leads and new recruits attained from each event; Enter leads on the Leads Tracking Tool on DSM’s computer after each “Say Yes to Avon” event *

Instruct your DA to reach out to all new recruits to welcome them to the District

Closely track new Recruit performance (activity) in your LORA report

Host post-event lead-calling parties with your SLs

Monitor SL Engagement & Event Success

Track SL attendance & performance at each of your recruiting events

Reward SL performance with gifts that you received in your C8 Manager Shipment

Identify “Local Heroes” and share their success stories & recruiting tactics with your other SLs to inspire them at upcoming events

Partner with your SLs

Work with your SLs to:

– Follow up to convert leads obtained from events– Drive attendance for new recruit group training contacts– Remind their new recruits to place their first order– Remind their new recruits about the sample bundle opportunity– Remind their new recruits about the “Ready, Set, Grow”

LOA 1-6 incentives

Welcome, Engage & Retain new Recruits!

*Refer to FAQs for more details on Lead tracking process

DSM Calendars

34

DSM CalendarFirst 3 weeks of April

LEGEND:

Pre-launchApril

SL activation

Staff Meetings

Training

Logistics

Tasks

35 1) Refer to your District Planning Worksheet

Sunday Monday Tuesday Wednesday Thursday Friday Saturday

April 1 2 3 4 5 6

7 8 9 10 11 12 13

14 15 16 17 18 19 20

Division Staff Meetings

Division Leadership Rallies

Division Leadership Rallies

75% of event venues booked

100% of event venues booked

All e-commitment forms for Sample Bundle are due!

C8 Manager’s Shipment Delivery window

C8 Manager’s Shipment Delivery windowC9 Manager’s Shipment Delivery

window


DSM CalendarLast 2 weeks of April


April 21 22 23 24 25 26 27

28 29 30

LEGEND:

April

SL activation

Staff Meetings

Training

Logistics

Tasks

36

C10 RPS1 Last day OTOS

Say Yes to Avon recruiting events begin!




During-launch

DSM CalendarFirst 3weeks of May

LEGEND:

MaySL activation

Staff Meetings

Training

Logistics

Tasks

37


May 1 2 3 4 5 6

7 8 9 10 11 12 13

14 15 16 17 18 19 20




During-launch

DSM CalendarLast 2 weeks of May


May 13 14 15 16 17 18 19

20 21 22 23 24 25 26

27 28 29 30 31

LEGEND:

During-launch

May

SL activation

Staff Meetings

Training

Logistics

Tasks

38


Last Day of Say Yes to Avon recruiting events

Success is built upon strong

partnership between DSMs and Sales Leaders…

…Leverage FMP and partnerships with your Sales

Leaders to achieve our 80,000 National Additions goal!

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campaign 11-12 2013 update version dated: march 29 th,2013

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