1. Welcome to Corporate and Hospital Book Fairs Workshop Presenter: Ruth Danforth, Supervisor

2. Corporate Book Fairs Research Create targets Use resources Make a plan and work it

3. Corporate Book Fairs Cold Calls Understand what you can offer Who to ask for When to call What to say

4. Corporate Book Fairs Before you pick up the phone Smile Don’t sound like a script Your confidence will come through

5. Corporate Book Fairs What to say Sample script with volunteer

6. Corporate Book Fairs Decisions to be made 1. Usborne representation Be on site You collect monies from sale 2. Off-site representation Setup and take down “Working” company contact (responsible)

7. Corporate Book Fairs The Appointment 1. Bring canvas bag with books 2. Be on time and be professional 3. Ask necessary questions (handout) 4. Take notes while interviewing 5. Follow-up with confirmation and Book Fair Agreement

8. Corporate Book Fairs Timeline of events 1. 1 to 3 Months Prior (teaser article) 2. 2 Weeks Prior (emails, posters, E-Fair) 3. Day of Sale (directional signs, re-email)

9. Hospital Book Fairs 1. Community event 2. Determine WHO your contact is: (volunteer coordinator, umbrella foundation) 3. Providing employees with a service

10. Hospital Book Fairs Satellite Clinics Incorporate clinics within county Bin of Books (see handout) Courier system

11. Hospital Book Fairs Appointment, Cold Calls, Phone Prep Same information as corporate book fair Other Benefits Payroll deduction

12. Hospital Book Fairs Obstacles Other vendors Help with the book fair Consultants in your group Ask a friend Hospital volunteers

13. Hospital Book Fairs Publicity Newspaper coverage Photo shoot (see sample) Cable TV network Local churches Schools (Elementary – High School) Step Signs Door-to-door to businesses

14. Corporate and Hospital Book Fairs Advantages to these markets Increased exposure Other fundraising opportunities Self-confidence Fits nicely into your Usborne business Elevates your outlook on your business

15. Corporate and Hospital Book Fairs Thank you for coming! Questions?