Part 1: Retailing According to Paul Zane Pilzer, a leading world economist who predicted the growth of the e- commerce industry, the fortunes of the future will be made in product distribution. The Baby Boomers obsession with health and nutrition products and fitness will create the next trillion dollar market. Ask your Customer which of the following benefits interests them most: 1. Convenience 2. Savings 3. Quality 4. 180-day satisfaction guarantee 5. Incentives Tips for Creating Customer : 1. Give a tour of the Amway Web Site 2. Ask which items interest them 3. Give samples 4. Use applicable online assessments 5. Hold a Nutrilite Expo 6. Coordinate an Artistry Spa Café 7. Conduct XS Energy sampling booths 8. Market Ribbon Gift Albums to businesses/individuals for incentives and gifts 9. Promote services 10. Explain Gift Registry: Baby Shower, Wedding, Birthday, Christmas, etc. 11. Gain increased knowledge at Amway.com The Customer Rule states that in order to obtain the right to earn a Performance Bonus on downline volume, an IBO must: Make not less than one sale to each of 10 different retail customers; or Have at least 50 PV of sales to any number of retail customers. IBOs who fail to meet at least one of the two CVR requirements will not receive his/her Performance Bonus differential payment (if a differential was earned). Instead, the Performance Bonus differential payment will be included in the first upline Platinum bonus payment. The non-compliant IBO will be advised of his/her bonus roll-up through his/her bonus statement. The qualified upline Platinum will be advised of the differential payment included in his/her bonus payment. The Platinum is requested to determine if the non-compliant IBO is entitled to receive such bonus under the Independent Business Ownership Plan and Rules of Conduct. Program Rules Auto-capturing and displaying of data apply to all IBOs in North America, including the U.S., Canada, Dominican Republic, Haiti, and MAC. Bonus roll-up applies to U.S. non-qualified Platinum IBOs only (based on annual qualification). Non-resident IBOs are subject to the same requirements as all others in the U.S. market. 1
Part 2: Grand Openings The grand opening concept is a way for you as a business owner to introduce invited guests to see the products associated with your business. A grand opening fulfills two goals of the business right away. First, it introduces guests to the wide array of quality products that are available through your business. Second, it gives guests the opportunity to learn more about the business concept itself. By using the Preferred Customer Cards (order code: PCC; available through BWW) you can gather information about your guests' interests, whether that be the products or the business opportunity itself. Tips for a Successful Grand Opening Your sponsor will bring a sampling of items from XS Energy drinks, Nutrilite drinks, bars, etc. Minimize interruptions by not serving refreshments or asking questions during the presentation. Wait until after the presentation is finished. Minimize distractions during the presentation by making arrangements for kids, pets, etc. Take the phone off the hook during the presentation! Introduce your sponsor as "a friend that is helping you get your business team started, and someone that you are very excited to be in business with". Your stamp of approval is important. When the presentation is finished put your stamp of approval on your sponsor and on the business by saying, "I'm really excited about this business, and I see some real potential here. I hope some of you see something for yourself, and I hope you decide to join me. I think it'll be fun to do this as a team." Scripts you can use to invite people to an open meeting: (1) Hello. This is. I only have a minute, what nights/days are you busy this week? (Answer: Monday and Friday) Great, Mary and I have started our own Internet-based business and we're having a Grand Opening on. We'd really like to have you attend so we can show you exactly what we're doing & what we'll be marketing on our websites. We've checked this out very thoroughly and we're convinced it's a great opportunity to get involved in the Internet marketing industry. I think once you see the whole program and the companies and products that we have access to online you'll be as impressed as we are! (2) Hello. This is. I only have a minute, what nights/days are you busy this week? (Answer: Monday and Friday) Listen, I'm really excited, I've just gotten started with an online business. I don't have to pay thousands of dollars in start-up fees, and I can run my business right from my computer. I see it as a way I can make some extra money, so I can (replace Sue's income, pay off bills, pay for college, etc.) It could be a way that you could (some dream that you know he/she has). We're having a Grand Opening on. We'd really like to have you attend so we can show you exactly what we're doing and what we'll be marketing on our websites. (3) Hello. This is. I only have a minute, what nights/days are you busy this week? (Answer: Monday & Friday) Do you shop online or know anyone who does? (Answer: Yes) Response: We have a website that is affiliated with a lot of different companies, like Office Depot, Barnes & Nobles, Sears, and many others, plus some great Exclusive items. We're having a Grand Opening on. We'd really like to have you attend so we can show you exactly what we're doing and what we'll be marketing on our websites. 2
Part 3: Basics Prioritize Your Buying The products you purchase through Amway fit into three categories: Exclusives, Essential Home and Partner Stores. Exclusives are manufactured or marketed exclusively by Amway. The savings and profits are the greatest in this category because they are only shared by the IBO and the corporation. Partner Stores are brand name companies that already have an Internet presence. EXCLUSIVES: $3 = Approximately 1PV PARTNER STORES: $4.00 - $16.00 = Approximately 1PV ( posted within 60 days) The key to maximizing volume is to focus first on the Amway Exclusive (core-line) products. These are the consumables you are already purchasing over and over again. Exclusives yield the highest profit per dollar and repeat volume. Therefore, always make sure you take care of your core-line product needs first. These would include Artistry skin care and cosmetics products, Nutrilite vitamins and supplements, and the Legacy of Clean family of home care products. Ordering Tips The following information is designed to answer any ordering questions you might have. Our goal is to help you get your business up and running as soon as possible! It all begins with making your personal circle work and getting your product education started. As always, if you have any questions, please ask your business coach or Platinum IBO. How To Order 1. Online: Amway.com 2. By phone: (U.S.) 1-800-253-6500 OR (Canada) 1-800-265-5470 3. Call your upline Payment Options Telephone and Electronic Orders: You may use your VISA, MasterCard, Discover, American Express or Debit card. Upline Orders: Make arrangements to pay by check or cash. 3
Achieving 100PV EAT 100PV Eating 100PV is easy! Everybody drinks and eats every day. Most people today have busy lifestyles that demand convenience foods and beverages. We all need nutritious, delicious drinks, bars, and supplements. Product categories like XS Energy and Nutrilite offer a variety of convenient foods and beverages that provide great taste and nutrition and help you power up your business with speed and ease! USE 100PV One of the great advantages to having your own business is being able to shop from your own store. After all, the hundreds of thousands of products available through Amway can meet almost any consumer need, and the list continues to grow. And, the Customer Satisfaction guarantee makes shopping from the site virtually risk-free! Beauty Women s Skin Care Men s Skin Care Acne Skin Care Makeup Hair Care Jewelry Fragrances Personal Care Oral Care Bath & Body Hair Care Sun Care Women s Skin Care Men s Skin Care Acne Skin Care Home Laundry & Apparel Care Household Cleaners Housewares Furniture & Accents Household Storage Bedding & Bath Air & Water Major Appliances Garage & Yard Trash Bags & Paper Products Light Bulbs Batteries & Blank Media Patio & Garden Pets Luggage Electronics Home Audio Portable Audio Car Audio & Video Cameras & Camcorders Computers DVD Players Office & Communications Televisions Satellite TV & Radio Apparel Men s Women s Children s Shoes Jewelry & Watches Baby Diapers & Wipes Formula & Food Furniture Child Safety Strollers Storage Toys Gifts For Her For Him For Teens For Kids For Baby Women s Jewelry Fragrances For the Home Partner Stores Target, Sears, Office Depot, Franklin Covey, Wireless MarketPlus, Baby Universe 4
Market 100PV According to Paul Zane Pilzer, a leading world economist who predicted the growth of the e- commerce industry, the fortunes of the future will be made in product distribution. The Baby Boomers obsession with health and nutrition products and fitness will create the next trillion dollar market. Ask your Customer which of the following benefits interests them most: 1. Convenience 2. Savings 3. Quality 4. Money-Back Guarantee 5. Incentives Customer Rule The Customer Rule states that in order to obtain the right to earn a Performance Bonus on downline volume, an IBO must: Make not less than one sale to each of 10 different retail customers; or Have at least 50 PV of sales to any number of retail customers. IBOs who fail to meet at least one of the two CVR requirements will not receive his/her Performance Bonus differential payment (if a differential was earned). Instead, the Performance Bonus differential payment will be paid to the first upline IBO who is compliant with the CVR Rule. Program Rules Auto-capturing and displaying of data apply to all IBOs in North America, including the U.S., Canada, Dominican Republic, Haiti, and MAC. Bonus roll-up applies to U.S. non-qualified Platinum IBOs only (based on annual qualification). Non-resident IBOs are subject to the same requirements as all others in the U.S. market. Auto-Capture Amway will automatically capture CVR information for the orders listed below. Orders placed by a registered Customer. These orders will be uniquely identified so that at least 10 different retail customers can be counted accordingly for the referral IBO. At least 50 PV of sales does not require uniqueness; hence, every order placed by a Customer will count toward CVR PV and IBO Cost. Other retail sales must be registered with the customer name and address in the Customer Sales Activity (CSA) & Receipt tool. The customer's address must be different from the IBO's address. 5
Part 4: Skin Assessment Skin Assessment Basics What is Skin Assessment? Using the Skin Scope, various issues of the skin are illuminated using black light technology. A trained Skin Care Consultant can use a Skin Scope to make recommend product solutions for skin issues identified by their client. Note: A Skin Scope is not to be used for diagnosing or treating medical conditions. Only licensed physicians diagnose and treat any and all medical conditions. What does skin assessment do for your clients? Assists in identifying skin issues that are not readily visible, such as blemishes, congestion, and dehydration. Issues that may be visible on clients with lighter skin are clearly illuminated on clients with darker skin, using the Skin Scope s black light technology. Allows a trained Skin Care Consultant to recommend skin care options for clients. Contains a magnifying mirror, which reveals skin issues to the client. Seeing is believing, and the magnifying mirror is an invaluable tool in motivating a client to actively participate in his or her own skin care routine. What does skin assessment do for your business? Helps to generate profitability through the marketing of ARTISTRY skin care products. Adds to your credibility as a trained skin care consultant. Assists you in developing an ongoing business relationship with your clients, as together you develop short-term and long-term solutions to their care needs. What do I need in order to get started? Information: Learn the basics of the science behind the skin, and how to properly determine skin types Recognition: Become familiar with the skin issues that the Skin Scope makes visible Education: Get to know ARTISTRY products, and which to recommend for each client s skin type and skin issues. Repetition: Look at as many faces with the Skin Scope as you can before working with your first paying client. The more faces you see, the more confident, proficient, polished and professional you will become. 6
The Science Behind Skin Assessment The Skin Scope employs the physics of Ultra Violet Type-A direct and fluorescent imaging to reveal skin issues, for the purpose of skin assessment and follow-up with the client. The Nature of Visible and UV Light In this section, we ll discuss the similarities and differences of various wavelengths of light. Waves of light are just like waves in water only much, much shorter. Ultra Violet waves lie just above the visible light range. Infrared waves are associated with heat and lie just below the visible spectrum. There are differences between UV-A, UV-B, and UV-C wavelengths: (One nm means one Nano Meter which equals one thousand millionth of a meter.) UV-A light in the range of 320 to 400 nm is considered safe. Our UV-A bulbs are specified at 320 to 350 nm and considered very safe. As a comparison, the UV-A range of 350 to 400 nm is considered safe for sun tanning. UV-B light is in the 280 to 315 nm range and considered dangerous for sun tanning and causes burns. Don t use these bulbs! UV-C light falls in the 200 to 280 nm range and is used to kill germs. This light is very dangerous especially to the eyes. Don t use these bulbs either! The Skin Scope uses only completely safe UV-A light. This is the type of Black Light that is seen in shopping malls, bowling alleys, and even your children s rooms. The high power UV-A bulbs use a wavelength of 320 to 350 nm which is in the Safe Black Light range. Do NOT change the UV-A bulbs or use UV bulbs that are not authorized. The Science of Fluorescent Ultra Violet Imaging on Skin UV light passes through the outer layer of skin because the epidermis is transparent just like visible light passes through a clear window. The dermal skin layer lies deeper and absorbs the UV energy. Products in the dermis react differently as they absorb the UV energy. For example: Skin pores in the dermis can appear as orange spots in the Skin Scope viewer because they absorb UV energy and emit orange light that is shifted lower in frequency. Direct UV imaging does NOT show the skin pores in the dermis. Instead, the direct UV light activates minerals and other elements deep within the underlying skin pores. That light is then reflected from the layer below, which allows you to interpret the various colors as skin issues. 7
Skin Types Each of your clients is unique, and a great deal of care is needed to determine their skin type and the recommended skin care routine that best suits them. Begin by asking the client about his/her skin to determine any skin issues they frequently experience. Examine the skin carefully. Look at the T-Zone (forehead, nose and chin) as well as the cheek and eye area to assist in determining your client s skin type. Characteristics of each skin type or condition: Normal Skin Uniform texture and pigmentation A clear soft, supple appearance No oily sheen or dry spots A well-balanced secretion of oil and moisture Few or no blemishes or lines Small pores Normal-to-Dry Skin T-zone (forehead, nose and chin area) appears taut, fragile and dull. Forehead is prone to flaking and fine lines. Pores are fine and blemishes are rare. Cheek and eye areas prone to flaking. Fine lines are common around eyes and mouth. Normal-to-Oily Skin T-zone tends to have an oily sheen with enlarged pores, especially around the nose. Blemishes are common. Skin around the cheek and eye areas appears soft and supple. Minimal lines around eyes and mouth. Sensitive Skin Sensitive skin is easily irritated, prone to stinging, itching, redness and blotchiness. Commonly reacts to environmental stresses and other substances that touch it. Sensitive skin can be normal-to-oily or normal-to-dry. Note: Sensitive skin is not a skin type. Sensitive skin can be normal to dry or normal to oily. Combination Skin Usually oily in T-zone with congestion Will also have dry areas on the face Recommendations depend on the client s age and amount of clogged pores 8
Skin Issues & Recommendations How to recognize the three Skin Types NOTE: A Skin Type is the type of skin you were born with OILY SKIN Looks like: Red or pink areas DRY SKIN Looks like: White appearance of the skin COMBINATION SKIN - both oily skin and dry skin on the face Looks like: Red or Pink areas of oiliness with white or light purple areas of dryness. Oily skin is usually seen in the T-Zone. Probable causes: Not using a moisturizer; seasonal weather changes; using the wrong type of product for ones skin type. Combination skin is not a naturally-occurring skin type, it is caused by external factors. 9
CONGESTION clogged pores Congestion can take three forms: Black heads a mass in an obstructed oil gland Papules pimples that have not come to a head Pustules pimples that have a head Congestion can appears as: Bright yellow or orange dots: Blackheads Dark purple spots: Papules Bright yellow or orange dots surrounded by a dark purple spot: Pustules Localized congestion - Bright yellow or orange patches, usually occurring from the bottom of the nose and down or along the hairline Congestion has several possible causes: Inadequate cleansing just using water Using soap creates a waxy buildup Stripping away too much oil during cleansing Environmental stresses, dead surface cells, and anxiety Constantly touching hands to the face Hair resting on the face Note: Closed pores are invisible to the naked eye and are generally a sign of dry skin. Normal pores are slightly visible and are free from congestion. Oily pores are easily seen with the eye and denote active oil glands. DEHYDRATION dryness of any area of the skin due to lack of moisture Looks like: Lighter purple areas Probable causes: Not using a moisturizer Not enough fluid intake Stripping too much moisture from the skin during cleansing 10
DEAD SKIN Looks like: White flakes, usually in patches Probable causes: Not using products that exfoliate the skin Cold weather extremes DARK CIRCLES Looks like: Dark purple area, usually around the eyes Probable causes: Aging skin Thin skin PIGMENTATION freckles, age spots, hormonal mask, acne scarring Looks like: Dark brown spots Probable causes: Sun exposure SUN DAMAGE Looks like: A cluster of pigmentation, usually irregular in shape and appearing randomly on the face. May be darker than pigmentation. Probable causes: Too much sun exposure over a period of time MOLES Looks like: Darker brown spot, generally regular in shape and recognizable both under and out of the Skin Scope. NOT to be confused with Pigmentation & Sun Damage. 11
Part 5: Ditto Scheduled Order Service Ditto Basics DITTO Scheduled Order Service is a nationally-acclaimed program that truly sets Amway apart. DITTO allows you to create your own store, customized to deliver what you want, when you want it! Schedule all of the items you are already using to come when YOU want them to come. Before your order ships, Amway will send you an email so you can add, delete or adjust quantities. DITTO is available to IBOs and Customers. DITTO allows you to: - Manage a monthly budget more effectively - Game plan to meet business goals - Create a consistent, predictable PV baseline - Place a quick order by copying items from your DITTO to your Cart - Frees up time to do other things Every IBO should use the DITTO Phases, starting with at least 100PV monthly because this is where the bonuses start. This gives you the credibility you need to properly promote DITTO to your group, increasing the likelihood that others will duplicate your actions. DITTO frees up the time previously spent at competitive stores to re-invest in your own business. In other words, instead of spending your time maintaining your shopping habits, invest your time into a service that will accomplish that for you. Use that freed up time to create a better future for yourself by building your business. Your attitude when getting a new IBO or Customer started should be that DITTO is really the only ordering option. Make the DITTO profile a part of the IBO Getting Started Right process, so that their DITTO profile is set up just as soon as they are registered. Recommendation: Set up your profile to process at the beginning of the month. This establishes your PV baseline, giving you the entire month to work toward your next goal! 12
Ditto Phases PHASE 1: Length: 0-1 month in the business Goals: 1. Have a minimum of 100PV process on DITTO monthly. (It is recommended to process your DITTO the first of the month to facilitate predictable business volume and allow maximum time each month to reach your volume goals.) 2. Create a large personal consumables store inventory on DITTO (food, household goods, personal items, gifts, etc.) Process: Step 1: Create your DITTO profile Log onto Amway.com. Click on the DITTO link on the home page (top navigation). You can create DITTO profiles for yourself (and your retail customers) by entering the specific product SKUs directly. You can also add to your DITTO profile as you are shopping on Amway.com. When you enter a quantity for the product you want, you can click Add To Ditto or Add To Shopping List. Simply select the DITTO profile you wish to add the product to. When you select a DITTO profile you will see each product you've added to your DITTO, and have the opportunity to select how often this product will be shipped to your home. For a NEW DITTO, confirm the information on steps 1-2 to create your DITTO profile. For Existing DITTO or Step 3 of a NEW DITTO, enter the quantities for each product for the months you expect to need each product and click on: Update Order (note: there may be more than one version' of a product listed so that you can select the one you use). For a NEW DITTO, complete the remaining steps to complete your DITTO profile. Congratulations, you are finished! Step 2: Get educated on our exclusive products Take online Health Assessments on Amway.com Establish goals for Customer volume and promote DITTO to new Customers during this phase PHASE 2: Length: 1-3 months in the business Goals: To have Eagle (300+ PV married, 150+ PV single) processed monthly on DITTO (predictable business volume) Process: Go through the Quick Product Checklist (see Phase 1) and select any product categories that need adding. Review orders you may have placed in addition to your DITTO each month, to evaluate if additional products or quantities need updating. 13
Consider adding Ribbon gift albums to your DITTO for gifts you will need during the year (birthday, anniversary, Mother's Day, Father's Day, etc.) Establish a Customer base on DITTO the first of every month (50PV or more if needed for Eagle volume) (consider offering an incentive to Customers to have x' products on DITTO the first of the month) PHASE 3: Length: 2-6 months in the business (and beyond) Goals: 1. To be utilizing DITTO to its fullest potential and minimizing any extra ordering of your basic consumable items for your Health, Home or Self. 2. Eagle (300+ PV couple, 150+ PV single) processing monthly on DITTO (predictable business volume) Process: Revisit the process in Phase 2 to ensure all products you use are on DITTO Review and update any quantities to accurately reflect what you will need each month As new products come out that you want to purchase, FIRST add them to your DITTO profile (Consider 1st Dibs - see mentor for details) To expand DITTO profile, consider adding 1-2 new items monthly for personal use and educational/promotional value In the event you need to place a Quick Order for items on your DITTO, here is the process: 1) go to your DITTO profile 2) select the items you need ordered using the box to the left of the description 3) click Add To Shopping Cart' 4) proceed with order placement Orders of $750 or more receive FREE SHIPPING 14