1. Gift With Purchase

2. Customer Requests When is your next gift? I received a postcard and I want my gift and my Wrinkle Smoother I just purchased $150 and I want 3 gifts. I saw you had a GWP; What are the two cheapest things I need to buy to get the gift?

3. Objectives How to implement a strategy to make GWP profitable How to offer services and know what to say to build sales and increase clientele

4. Purpose of GWP Introduce new customers to Merle Norman and entice existing customers to try new products

5. GWP STRATEGY 1.T.L.C. Event 2.Sell goods vs. gift 3.Offer a follow up appt. to every customer

6. T.L.C. Event Why: Target Loyal Customers and reward them with the CC/GWP before advertising When: 1 Week prior to GWP What : Offer Makeup Lesson Service, preview and try on Color Collection, get a gift

7. T.L.C. Execution Print Top Loyal Customers List- –MN POS- customers who shopped 3 or more times in previous 12 months. Create Appointment Goal Create Studio Schedule

8. Invitation Phrase “ I would like to invite you to our VIP week! We’ll be conducting special makeup lessons previewing the Color Collection. I’ve set aside appointments between ___ &___ (give dates), what day is good for you?”

9. Sell goods vs. GWP Why: Increases sales and profits. Maintains Smart Steps Service standards When: During GWP What: Offer Service and ask questions based on customer request

10. Customer types Know about gift Don’t know about gift

11. Direct Request for GWP “ Thank you for stopping in for the Gift! What products in the gift most excited you?” Ask a question or offer service based on her response

12. Follow up Service Event Why: Increase Studio traffic and develop loyalty When: After GWP, for 2 weeks What: Offer a Service, follow up on GWP and products purchased

13. Types of Follow Up Book appointments Phone calls Email

14. Invitation Phrase “Part of your gift today is a complimentary facial service between ___&___(give dates). What day would you like to return for this service?”

15. Optional Phrase “I would like to follow up with you to make sure you are getting the best results from your products. When and how can I reach you?”

16. Follow-Up Execution Contact customer to confirm appointments 24/48 hours in advance. Train staff on service to offer

17. Gift With Purchase