Document 6490096

TABLE OF CONTENTS
Part 1
INTRODUCTION
Part 10
INCENTIVE PROGRAMS
Message from CEO, Mission Statement . . . . . . . . .3
HRC,$50 Referral Rewards, Trip . . . . . . . . . . . . . .58
Company History . . . . . . . . . . . . . . . . . . . . . . . . . . .4
Super Start, Success Builders,
Star Fleet Car Program . . . . . . . . . . . . . . . . . . . . .59
Part 2
JEWELRY PRODUCT
Catalog, Jewelry Line, Care of Jewelry . . . . . . . . . .5-7
Product Information/FAQ . . . . . . . . . . . . . . . . . . . . .8-9
Part 3
Part 11
BUSINESS FORMS
Director Agreement, Business Cards,
Guest List . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .60
THE POWER PROGRAMS OF PARK LANE
Kit Replacement, Sample Order Form,
Customer Program . . . . . . . . . . . . . . . . . . . . . . . .10-11
Hostess Program . . . . . . . . . . . . . . . . . . . . . . . . . .12-13
Customer/Hostess Exchange Form,
Director Program . . . . . . . . . . . . . . . . . . . . . . . . .14-15
Contest Application Claim Form,
Booking Awrd Claim Form
Part 4
GETTING STARTED
Success Builder Claim Form
Let’s Get Started . . . . . . . . . . . . . . . . . . . . . . . . . .16
Supply Requisition Form . . . . . . . . . . . . . . . . . . . .61
Prepare to Prospect . . . . . . . . . . . . . . . . . . . . . . .17
Here’s What to Say . . . . . . . . . . . . . . . . . . . . . . . .18
Part 12 POLICIES & PROCEDURES
Preparing & Organizing Your Kit . . . . . . . . . . . . . .19-20
Jewelry Replacement Guarantee . . . . . . . . . . . . .62
Lost Item Policy, Out-of-Stock/
Part 5
WE’RE IN SHOW BUSINESS!
Discontinued Merchandise . . . . . . . . . . . . . . . . . .63
The Show . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .21
Commission Policy, Invalid Sales,
Three Part Hostess Coaching Cycle . . . . . . . . . . .22-24
Standard Shipping Procedure . . . . . . . . . . . . . . . .64
Five Part Fashion Show Format . . . . . . . . . . . . . .25-31
Special Handling, “Speedy Delivery” . . . . . . . . . . .65
The Wish List . . . . . . . . . . . . . . . . . . . . . . . . . . . . .32-33
Sample Kit Procedure, Transfer
Sample Customer/Hostess Order Blank . . . . . . . .34-35
Policy, Out-of-Area Referrals . . . . . . . . . . . . . . . . .66
Follow Up . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .36
Referral & Split Recruit Policy . . . . . . . . . . . . . . . .67
Park Lane Gift Card . . . . . . . . . . . . . . . . . . . . . . . .36-37
Experienced Manager Recommendation,
Part 6
BOOKINGS
Qualified Recruit, Promotion &
Categories of Bookings . . . . . . . . . . . . . . . . . . . . .38-39
Advancement, Activity Requirement,
The Booking Talk . . . . . . . . . . . . . . . . . . . . . . . . . .39
Use Park Lane Website & Logos . . . . . . . . . . . . . .68
Hostess Plan Review . . . . . . . . . . . . . . . . . . . . . .40
Credit Card Usage & Procedures . . . . . . . . . . . . .69
Overcoming Booking Objections . . . . . . . . . . . . . .41-44
Part 7
Part 13
PARK LANE FUNDRAISERS . . . . . . . . . . . . . . . .70
Part 14
VITALITY PRODUCTS . . . . . . . . . . . . . . . . . . . . .71
Part 15
ADVANCEMENT
SPONSORING
Recruiting Talk . . . . . . . . . . . . . . . . . . . . . . . . . . . .45
Finding Prospects at Your Shows . . . . . . . . . . . . .46
Five “I” Recruiting Cycle . . . . . . . . . . . . . . . . . . . .47
Part 8
MYPARKLANE.COM
Submitting Your Orders . . . . . . . . . . . . . . . . . . . . .48
MyParkLane.com On-line agreement . . . . . . . . . .49
Advance from Fashion Director to
Branch Director, and to Region Manager
and Area Manager . . . . . . . . . . . . . . . . . . . . . . . .72
Myparklane.com membership . . . . . . . . . . . . . . . .50
Fashion Director Earnings Example . . . . . . . . . . .73
On-Line Order Entry . . . . . . . . . . . . . . . . . . . . . . .51
Branch Director Earnings Example . . . . . . . . . . . .74
Additional Advancement Opportunity . . . . . . . . . . .75
Part 9
F.S.I.B.
Submitting Shows using paper forms . . . . . . . . . .52-57
.
.
.
o
t
e
m
o
c
l
e
W
PART 1
INTRODUCTION
A message from the CEO
Congratulations on your decision to join Jewels by Park Lane…
Welcome aboard!
You are about to embark on an exciting and empowering adventure! For
over fifty years, Park Lane has provided people with the opportunity to own
their own home-based jewelry business. In your new venture you will have
the freedom to set your own hours and arrange your schedule to suit your
lifestyle and family obligations. This is a career built on fun, flexibility, fashion, and friends, yet allows you to determine your income. You can earn
as much as you want, as much as you need, as much as you can imagine!
Part-Time…Full-Time…”BIG-TIME”,…It’s up to you.
Scott C. LeVin
Company
Executive Officer
Our business offers much more than just financial reward; soaring self-confidence, personal growth, new relationships and a sense of accomplishment are often cited by directors as benefits derived from their Park Lane
experience. Your personality, coupled with our extraordinary customer, hostess and director
programs are a winning combination. Just add enthusiasm and a positive attitude to Park
Lane’s proven plan and you can realize a rewarding, profitable career. The possibilities are limitless!
You have the support of experienced leaders at the helm of the company, as well as a network
of talented managers who are committed to helping you reach your goals. We look
forward to working with you and celebrating your achievements. I and our entire Home Office
staff, wish you happiness, prosperity, and success in Jewels by Park Lane. Welcome!
mission statement
Jewels by Park Lane’s mission is to provide a flexible, home-based business opportunity whereby any
person can enhance their lifestyle and achieve financial independence.
Shirley A. LeVin
Company
Co-founder
Company commitment: To strive for excellence in jewelry design and quality, to present generous customer and hostess
award programs, and to offer our representatives the most lucrative and rewarding profit/incentive plan in the direct sales
industry.
Company philosophy: “By helping other people to achieve their dreams, the
goals you have set for yourself will become a reality.”
3
PART 1
Company history
INTRODUCTION
THE COMPANY…
The American Dream realized!
Jewels by Park Lane was founded in Chicago in 1955 by Shirley and Arthur LeVin.
Mere teenagers, these two visionaries were among the pioneers of the home-based
party plan movement. Together, they started Park Lane the same year they were married. Arthur designed Park Lane’s business plan while Shirley conducted countless
shows in the homes of women living in Chicago and the surrounding area. Shirley’s enthusiastic, vivacious personality, coupled with the beauty of her jewelry collection,
quickly established Park Lane as a driving force in the party plan industry. As word
spread, more and more people became attracted to Park Lane’s lucrative opportunity.
Recruiting soared and new cities, new states, new regions were developed. The LeVins
were now in the business of helping people enrich their lives. As Shirley and Arthur set
out to build their company, they began building their family as well. Over the years they
had eight children... children destined to become the next generation of Jewels by Park
Lane.
In the late seventies, Shirley and Arthur’s son, Scott, joined the company. It was a
natural progression. From infancy, Scott had been exposed to the excitement of party
plan and surrounded by the phenomenon of Park Lane. The passion and drive that
Scott brought to Park Lane served as a new catalyst and under his guidance, the Company expanded even further. Today, Scott, working in concert with his brothers and sisters, are dedicated to the same principles that their parents initiated over fifty years ago.
The entire family’s mission is to provide an extraordinary opportunity to people who
want to be in business for themselves. Recognized as the largest in-home direct sales
jewelry company in the world, Park Lane’s programs for their customers, hostesses and
representatives are the envy of the industry. The sense of pride one would expect to be
evident in a family-owned and operated business is the hallmark of Jewels by Park
Lane. The Company is dedicated to helping others realize success; for today, for tomorrow, for the future.
Jewels b y P ark L ane
• Founded in Chicago in 1955
• Family-owned and operated for two generations
• Celebrated 50 year anniversary in 2005
• Recognized as the leading jewelry party plan
• Unparalleled rewards for customers and hostesses
• Most generous profit program and contest incentives
• Offers extraordinary opportunity to people who want to
be in business for themselves
Company Contacts:
For contact by mail:
Jewels by Park Lane, Inc.
100 E Commerce Drive
Schaumburg, IL 60173
4
Main phone number 800-621-0088
Main Fax number 847-884-7064
Commission Fax number 847-884-0432
General information - e-mail: info@jbpl.org
Customer Service issues - e-mail: cs@jbpl.org
Technical support - e-mail: techsupport@jbpl.org
the catalog...
Your primary business tool.
PART 2
JEWELRY
PRODUCT
Although nothing beats seeing, holding, and wearing Park Lane jewelry in person, your
catalog is designed to represent you even when you are not there. Beautiful photography, detailed item descriptions, and a thorough explanation of the customer Bonus Item plan and unconditional guarantee are within the pages of your catalog. Additionally, the catalog presents
the rewards of Park Lane’s Five Star hostess program and provides insight into the benefits of
a Park Lane career. Your catalog is your all-inclusive business partner, so stock up! The minimal investment you make in catalogs will pay off in the long run. Be sure to enter your name
and contact information on every catalog that you circulate so that the business it generates
comes back to you!
A new catalog is launched at Convention in February of each year. Every month thereafter, a
brochure featuring six or seven new jewelry items is introduced as an addendum to the catalog.
(Directors may purchase samples of the new edition items and/or may earn them for free
through the Success Builders contest. See Incentives Programs section for details.)
The New Edition brochures can be inserted into catalogs as addendum pages. The following
February, a new catalog is designed by adding new jewelry and incorporating some of the
items that were introduced in the past year’s monthly edition brochures. Some of the jewelry
pictured in the current catalog will be removed and some will be carried over to the new
catalog collection.
The catalog contains different
categories of jewelry:
Regular in-line jewelry
The main collection of fashion jewelry/watches that is available for sale to
customers. Regular line jewelry can be selected by a hostess for free with her
hostess credit and/or booking credit.
A hostess purchases her half-price selections from “regular line” jewelry.
Hostess Only Collection
As the name indicates, only hostesses have the privilege of shopping in this section. The jewelry and
watches in this collection are discounted and may be purchased by a hostess at the discounted price indicated. If a hostess wishes to use her free credit to shop in the Hostess Only collection, she must refer
to the regular retail price of the jewelry item(s)when redeeming her hostess credit. Note that hostess
credit is applicable to JEWELRY items only. Watches in the Hostess Only collection CANNOT be selected with credit; they are for purchase only.
Watches
The watches in the catalog are available for purchase at regular price, EXCEPT those in the Hostess
Collection which are available to a hostess at a discounted price. Watches are unconditionally guaranteed for 30 days. $12 service charge is required for replacement.
Genuine gemstones
Jewels by Park Lane periodically offers jewelry set with genuine gemstones such as topaz, amethyst,
and garnet. Usually such items are part of the Hostess Only collection. Refer to the current catalog and
new edition brochures for current selections.
Three Booking Gifts
A section of the catalog is designated as the Three Booking Gift collection. Occasionally, photographs of
Three Booking Gift items will also be scattered throughout the catalog pages next to complementing regular in-line jewelry items. When three bookings are held and qualified within 30 days of the original hostess’s show, you may order the hostess’s FREE Three Booking Gift choice. ($15.00 director fee. See
Forms section for instructions.) Samples are $20 per item (no multiple orders for same item, please)
Special monthly/seasonal promotional items
Periodically, promotional jewelry and/or merchandise is offered for sale to customers who place an order
for regular in-line jewelry totaling a designated minimum amount. The promotional item is usually noncommissionable, but is offered as an inducement to place a commissionable order. Promotional items
are entered in the bottom of customer order form in the Bonus Item section and, like other non-commissionable sales, promotional items do not add to the net sales of the show.
5
PART 2
JEWELRY
PRODUCT
PARK LANE…
We are all about the JEWELRY!
Jewelry defines your fashion personality.
Women are drawn to jewelry; it has magnetic appeal. Just like all
clothing and accessories, one never has quite enough jewelry!
Jewelry has the ability to lift your spirits, to make you look and feel
good. If twenty women all wore the same basic black dress, each
would accessorize it differently. Jewelry expresses mood, attitude,
and state of mind. How do you feel today? Feminine and demure, or
chic and sophisticated? Tomorrow? Classic and tailored, or maybe
bold and daring? The jewelry you choose to wear makes a statement.
Will your jewelry say you are traditionalist or that you are a trendsetter? Casual, bohemian, or elegant? Jewelry adds polish and pizzazz
to your wardrobe and transforms clothing into an outfit. Quite simply,
jewelry pulls it all together!
Jewelry… the perfect gift.
When it comes to giving a present, “Say it with…JEWELRY”! Jewelry ranks among the top three
gift items; however, keep in mind that flowers wither and die, and candy is quickly consumed. Of
the three, jewelry is the only gift that has lasting sentimental value. It’s a present that is personal,
but always in good taste. Jewelry has always been the appropriate gift to commemorate a special
event or occasion. When in doubt, give a gift of jewelry; it is always appreciated!
What makes Park Lane jewelry unique?
• Experience… leading the way in fashion jewelry design for more than 50
years
• Unconditional replacement guarantee
• $12.00 Customer Bonus Items
• Exquisite styling and unique designs
• New jewelry selections each month
• Variety…something for everyone’s taste and budget
Classic - pearls, solitaire pendants, chain necklaces, delicate to moderate layering.
Career - tastefully-sized designs in both gold and silver; corporate correct attire and business
appropriate. Tailored bracelets, necklaces and earrings with just a touch of sparkle and/or color.
Choose delicate to moderate layering.
Casual - fun and colorful mixed mediums including beads, suede, leather, glass and acrylic accents. Lightweight gold and silvertone styles. Mix and match layering.
Trendsetter – the hot new must-have look. The latest “IT” item worn by celebrities and featured
in fashion magazines. “No limit” layering!
Couture - Designer-inspired masterpieces. Often emulate the creations of famous fashion and
jewelry designers. Specialty gemstones and intricate detail and workmanship.
Special Occasion – Sparkle from here to there in glamorous “Red Carpet”-style, show-stop6
ping jewelry encrusted with genuine Swarovski crystals and/or genuine cubic zirconias.
Pure luxury!
PARK LANE QUALITY
Park Lane jewelry is manufactured to strict specifications
with high quality materials. Whether you select jewelry in
goldtone or silvertone, heavy electroplating provides a rich
gleaming finish that rivals “the real thing”. The unconditional replacement guarantee gives customers the added
assurance that their investment in high quality fashion
jewelry is protected. Many of our items glisten and twinkle
with diamond-like brilliance. Park Lane uses both Austrian
crystals and genuine cubic zirconias to deliver sensational
sparkle.
PART 2
JEWELRY
PRODUCT
CARE OF FINE FASHION JEWELRY
Given the same loving care you would apply to precious metal and
genuine gemstone jewelry, your Park Lane jewelry will give you years of enjoyment.
Jewelry should go on as the final step of dressing, after using products such as
soap, lotion, perfume and hair spray which can potentially damage your jewelry’s
finish.
Fashion jewelry is not crafted to withstand excessive use or abuse, so it should always be removed when performing yard work, cleaning,
showering, swimming, and participating in sports activities. Remove rings before
washing dishes and handling detergent, bleach, alcohol, and cleansers.
Some people have a high acidity level, allergies, or other skin condition that may
react to metal. They can, however, still accessorize by
choosing items created from mediums such as lucite, leather, fabric, wood, or
pearls. They can also consider items that won’t touch their skin such as brooches
and pins or wear necklaces under their collar and over their clothing.
When jewelry is not in use, store each item individually in a covered box to keep it
dust-free, dry, and to prevent tangling. To combat high humidity, placing a piece of
chalk in your jewelry box(es) will help to absorb moisture.
With proper care, your Jewels by Park Lane selections will offer years of enjoyment
and beauty.
New Item Descriptions They will change every six months, but the new
ones can be easily downloaded from the website and the separate new
pages reprinted.
Numerical listing for the current catalog. Can be printed from the
download section. Form #0255 revised every 6 months
Ascending Price Order Listing Item #2092.
Can be printed from the download section. Revised every 6 months
7
PART 2
JEWELRY
PRODUCT
Product Information and F requently Asked Q uestions
WHAT IS THE JEWELRY “MADE OF”?
Usually the base metal is either brass or “jeweler’s white metal”. Earring posts are surgical steel. Most
beads and pearls are glass and will be specified as such. If not specified, they are usually Lucite or
acrylic. Gemstones can be faceted glass, genuine Swarovski crystals, or cubic zirconias. Additional
components may be leather, enamel epoxy, fabric, suede, shells, etc.
HOW ARE THE METAL JEWELRY ITEMS MADE?
A mold is created from an artist’s sketch. The mold is detailed and prepared for casting. Molten metal
is poured into the mold; when dry, the casted item is trimmed and polished. Next, the metal casting
is attached to a rack of like items. The rack is then submerged into a plating tank that contains a solution of real gold (or rhodium for silvertone items), water, and chemicals. The items on the rack are
simultaneously plated when bonding occurs as electrical currents are passed through the tank.
HOW DOES THE QUALITY OF PARK LANE JEWELRY COMPARE WITH DEPARTMENT STORE
COSTUME/FASHION JEWELRY?
Our jewelry reflects the same, or in many cases surpasses the quality standards of comparable styles
of fine fashion jewelry found in upscale retail stores.
Park Lane applies very high manufacturing specifications by determining the mils of gold or rhodium
(silver finish) that will be in the plating solution and the length of time the items are in the “bath tank”.
This stipulation helps to insure a fine, durable finish. Our company has over fifty years of experience
in the design and manufacturing of jewelry. We know it is important to evaluate the specs for each style
item. Rings and necklaces that are worn against the skin require enhanced plating to provide optimum
wear. Occasionally, you may see an item in a retail store that closely resembles something in your Park
Lane collection; however, it is likely that it has not been manufactured to the high specifications to
which Park Lane subscribes. Other features that set our jewelry apart are our unique $12.00 Customer Bonus Item offer and our incredible Unconditional Replacement Guarantee; two perks not offered
by traditional jewelry sales venues.
WHERE IS THE JEWELRY MADE?
The manufacture of upscale fine fashion jewelry is a global endeavor. Many items contain several different components, i.e. metal settings, findings and clasps, pearls, beads, enamel, crystals, cubic zirconias, straps, chain, cord, etc. Park Lane seeks out the best quality, variety, and value. The origin of
every item is different. For example, an individual necklace may have a European design, be casted
and plated in the USA, contain acrylic beads from Germany, cords from Korea, crystals from Austria,
and be assembled in Asia. Some items are wholly manufactured in the US, while others are created
and completed elsewhere.
WHAT ARE THE POSTS OF PARK LANE PIERCED EARRINGS MADE OF?
Surgical steel – the same metal used to manufacture surgical instruments. Surgical steel is hypo-allergenic.
IʼM ALLERGIC TO MOST METALS - I CAN ONLY WEAR REAL GOLD JEWELRY.
Suggested reply: “Many people who previously have had a reaction to regular costume jewelry have
found they can wear Park Lane fashion jewelry without incident. It’s worth a try; after all, we have an
unconditional guarantee! If you ears are sensitive to pierced earrings…we do offer some styles in clip.
Or, you could continue to wear your classic 14KT gold earrings and get the look of the latest accessory trends by selecting Park Lane necklaces, chains, beads, and bracelets.”
DOES THE JEWELRY “TURN”?
Suggested reply: “No, not under normal conditions and use. Some people with a high level of acidity
in their skin know that their system reacts to metal. We suggest choosing accessories that are created
with beads, pearls, and fabric cord. Pins and long chains are also good alternatives to jewelry that rests
against your skin. The best thing you can do to preserve the beauty of your jewelry is to keep it clean
and dry by wiping it with a soft polishing cloth after wearing it and storing it covered in its box.”
8
WHAT ARE THE COMMON GEMSTONE CUTS?
Radiant – traditional round faceted stone.
Pear – oval at the base and pointed at the top; like a pear.
Oval – faceted oval stone with rounded ends.
Marquise – (pronounced mar-key) faceted slender oval that is pointed at both ends.
Emerald – rectangular with straight-line cut facets.
Princess-cut – a faceted square stone.
Asscher-cut – updated square-cut intricately faceted with outer edge facets “stepping up” to a raised “table” on
the top of the stone.
Baguette – (pronounced bag-ette) slender long rectangular stone with straight-line cut facets.
Pave – (pronounced pah-vay) The look of many tiny crystals set side by side. The stones may be placed into a
fine setting by hand, or pave can be applied by embedding many tiny stones are into a thin sheet of metal material and then cutting the sheet to fit the item. Pave is also used to describe tiny crystals that appear to be
“crushed” to cover an area on the item.
Cabochon – (pronounced cab-a-shon) Usually oval, sometimes round. Not faceted; rather smooth, polished
dome-like stone.
Briolette – (pronounced bree-oh-let) a 3-dimensional teardrop cut with multiple small square flat facets.
Optical-cut – A grid of shallow flat square cuts across the surface of the stone.
Cushion-cut – facets look like one radiant round inside another. Raised “table” on the top of the stone.
PART 2
JEWELRY
PRODUCT
WHAT ARE SOME COMMONLY-USED MOUNTINGS OR SETTINGS?
Prong-set – Metal prongs or tips support the gem and hold it in place.
Bezel-set – The gem is flush with the rim or edge of the metal setting.
Pave-set – Multiple mini crystals are set side by side to create a sparkling surface.
Channel-set – a line of stones set side-by-side in a single row, usually within a metal “channel” setting.
WHAT IS ENAMEL EPOXY?
An enamel paint-like substance which may be applied by hand-painting or can be fused to the metal with heat.
It creates a smooth, high gloss colored surface.
HOW CAN I TELL IF A STONE IS A CUBIC ZIRCONIA OR AN AUSTRIAN CRYSTAL?
Check the setting. Most of the time, if there is an open back to the setting, the stone is a
cubic zirconia.
WHAT IS THE DIFFERENCE BETWEEN A RHINESTONE, A CRYSTAL, AND A CUBIC ZIRCONIA?
Rhinestone – The name is derived from the area in which these stones originated; a city along the Rhine river in
Germany. A rhinestone is a clear artificial gem made of hard glass. To create sparkle, rhinestones are coated
on their base with a silver mirror-like finish that reflects light. Usually rhinestones are found in vintage or antique
jewelry. Innovations in manufacturing have advanced the production of simulated gemstones beyond the rhinestone. Park Lane’s collection contains Swarovski crystals and cubic zirconias.
Both crystals and cubic zirconias provide brilliant, diamond-like sparkle. Usually, the type of stone best-suited
for use is determined by the design of the item.
Crystal: The diamond-like radiance of a glass crystal is generated by the quality of the stone’s cut, placement of
its facets, and its lead content. Lead is the element in crystal that sparkles. Crystals can be clear like diamonds
or colored to resemble precious gemstones. When an items calls for crystals, Park Lane uses only the finest…
genuine Swarovski crystals (pronounced swa-ruff’-skee). Famous for their unmatched cutting techniques, the
house of Swarovski is revered worldwide as the premier Austrian crystal manufacturer.
Cubic Zirconia: A “CZ” is considered a simulated diamond because of its realistic clarity and brilliance. A genuine diamond is formed in the earth as extreme pressure compresses carbon and other elements. A cubic zirconia is a man-made gem that is manufactured in a laboratory by applying pressure to carbon and other
ingredients, simulating the process that takes nature eons to complete. During the process, dye can be injected
to create different colored gems. Cubic zirconias are then cut and faceted by hand, just like a genuine diamond.
Cubic zirconias, like diamonds, exude optimum sparkle when light is allowed to reflect and refract, therefore,
usually CZs are mounted in open-back settings. When an item has an opening in the back of the mounting, a
cubic zirconia is often used as the gemstone. Criteria similar to that used to rate a diamond is employed in evaluating a cubic zirconia; cut, clarity, and carat.
9
PART 3
THE POWER
PROGRAMS OF
PARK LANE
CUSTOMER PROGRAM
Jewels by Park Lane offers a unique shopping experience for customers and for guests at Park
Lane shows. All of the selections in our regular line have a single price per item. Prices range
from under $10 upwards to a small selection of items priced in the hundreds.
The majority of our items are priced well under $39 per item.
BONUS ITEM PLAN
Park Lane is known for a fabulous SAVINGS PROGRAM for customers known as “The Matching
Value Bonus Item”. This program allows the shopper to choose items that they desire and then to
select additional items EQUAL to their purchased items for a bonus item of only $12 per item.
Here is how it works:
• If a customer’s order is $30 or more, (excluding tax and shipping), the customer may
then choose any ONE item equal (but not more than) the amount of their
purchase and pay only $12 + tax for the additional item, called a BONUS ITEM.
• If a customer’s order is $60 or more, (excluding tax and shipping), the customer may
then choose any TWO items equal (but not more than) the amount of the original
purchase and pay only $12 + tax each for the additional items, called BONUS
ITEMS.
• If a customer’s order is $90 or more, (excluding tax and shipping), the customer
may then choose any THREE items equal (but not more than) the amount of the
original purchase and pay only $12 + tax each for the additional items, called
BONUS ITEMS.
UNCONDITIONAL REPLACEMENT GUARANTEE
The UNCONDITIONAL Replacement Guarantee offers free replacement (or exchange) on fashion
jewelry within the first 120 days. The 120 days begins with the date stamped on the customer
order blank that comes attached to the jewelry order. The replacement guarantee on watches is
for a period of 30 days. After the 120 days period has expired, Park Lane will still *replace a jewelry item for free; the only cost to the customer will be a small fee to cover handling and transportation/insurance. The fee is currently $5 per jewelry item and $12 per watch.
*Replacement only – Exchange for a different jewelry item is not allowed after 120 days.
*Replacement only – Exchange for a different watch item is not allowed after 30 days.
*Replacement guarantee is only valid while the item is still in stock.
The original validated order form is to be submitted to Park lane along with the item being returned
for replacement or exchange. This form proves the date of shipment to establish the duration of
the first 120 days.
Without the original validated order form, customers must use Customer/Hostess Exchange Replacement Requisition form and submit replacement fee.
Cash refunds will not be given after 30 days from the date of the receipt. After 30 days, a customer may submit an item for exchange only. Shipping charges are not refundable. Directors are
not authorized to accept returns. Customers should send jewelry items directly to:
Park Lane • 100 East Commerce Drive • Schaumburg, IL 60173
10
CUSTOMER PROGRAM
COMMISSIONABLE ITEMS VS NON-COMMISSIONABLE ITEMS
PART 3
THE POWER
PROGRAMS OF
PARK LANE
Items sold from Park Lane’s regular line are considered “commissionable” and a
*percentage (commission) will be paid to a director/manager upon the submission of
orders for regular in-line items. In regards to Star #3 of the Hostess Plan, any halfprice items purchased by a hostess will be considered commissionable and the
appropriate percentage will also be paid to a director/manager upon the submission of
the show containing the hostess order for half-price items.
There is no regular commission paid to directors/managers on items that are considered “non-commissionable” items from Park Lane’s line. Those items can include any
item for which a “discounted” price is applied; such as, Thank You Awards, Hostess
Only Collection , Customer Bonus Items and any special “discounted” items offered to
guests and hostesses at the discretion of the company.
Currently, Park Lane does offer the opportunity to earn a percentage (commission) on
non-commissionable items. This program is called “New Year Cash Bonus”.
It is up to the discretion of Park Lane as to the availability of that program. Certain restrictions apply.
*Refer to the Business Opportunity Brochure to determine the percentage of profit
(commission) that Park Lane offers to your respective level.
11
PART 3
THE POWER
PROGRAMS OF
PARK LANE
hostess program
FIVE STAR HOSTESS PLAN
Jewels by Park Lane offers a generous plan whereby any person (host/hostess) who coordinates a show and/or collects orders for a director may benefit from Park Laneʼs Five
Star Hostess Plan. A Hostess may receive shopping credits and selected discounts based
on the number of orders obtained and the number of future bookings dated. A hostess
becomes a partner with the director in that together, they can demonstrate Park Lane jewelry to many people in order to obtain orders and bookings.
The following section is a detailed FIVE STAR HOSTESS PLAN EXPLANATION. Each of the
Five Stars in the plan will yield certain hostess benefits. Hostess selections earned on Stars
One, Two, Three and Four should be ordered with the show and will be delivered with the customer jewelry orders.
Hostess selections for Star Five booking awards should be ordered on the Booking Award Claim
form after the bookings are held. The form may be sent to Home Office independent of a show,
or to expedite processing, submit it with the FSIB of the corresponding booking. Many directors
wait until the final booking is submitted to claim the original hostess’ booking awards. (Booking
awards must be claimed within 30 days of the last show.)
STAR ONE THANK YOU AWARDS
For holding a minimum qualified show of $175 net sales and returning a qualified guest list, a hostess may choose one of the items featured on the cover of the current Five Star brochure for a fee of
$8.00 plus tax.
Directors create leverage by making the Thank You award contingent upon the prompt return of a “qualified” guest list. A Director determines her definition of “qualified” and during coaching, writes it down for
the future hostess. Usually the director will require a specific number of names, addresses, and telephone numbers.
Enter the Thank You Award selection and the $8.00 fee (and the tax) within the hostess order form in the
space provided for non-commissionable purchases.
STAR TWO: CUSTOMER ORDER CREDIT
The hostess earns $20.00 credit for free jewelry for each customer order obtained at the
show and for each absentee order. The hostess’ order form does not count for a $20 credit..
However, if the hostess places a separate customer order on her own show, she would receive $20
credit for free jewelry for the customer order. With at least TEN customer orders, the hostess may
receive the “Remembrance” ring or earrings as a FREE bonus gift.
The purchase of Hostess Only items, hostess half-price selections, the $8.00 Thank You award, and previous hostess booking credit redemption DO NOT count as a customer order. The jewelry pouches, the lucite boxes, and the service items (such as earring clutches, bracelet and necklace extenders) featured in
the catalog are commissionable, however if ordered alone on an order form, do not count as an order for
the $20.00 credit or toward the FREE Remembrance ring or earrings.
A customer order must have at least one regular in-line jewelry selection from the main catalog to be considered an order.
Free credit is not applicable at the *discounted price
The hostess uses her free credit allowance to choose merchandise at full retail price from the main catalog
line. “Hostess Only” collection jewelry (not watches) may also be selected with free credit only by referring
to the full retail value.
The discounted price applies only if the item is purchased. Watches cannot be selected with credit.
Should a hostess’s selections exceed the credit allowance, she may pay the difference. The overage will be
considered commissionable sales. However, if she does not utilize the full credit when selecting free credit
items, she may not “store” or “save” the unused credit. “What you don’t use, you lose!”
Enter the credit selections in the space provided on the Hostess Order Form.
12
The hostess pays tax and transportation on her free credit selections.
Hostess PROGRAM
STAR THREE: HALF PRICE PRIVILEGE
A hostess may select up to four items from the regular in-line catalog collection. They may
be purchased at half the regular price listed in the catalog. The half-price option does not
apply to the Hostess Only collection.. Directors earn commission on half price purchases.
PART 3
THE POWER
PROGRAMS OF
PARK LANE
STAR FOUR: “HOSTESS ONLY” COLLECTION
This is a collection of exquisite items reserved exclusively for a hostess. They are available to her at a greatly-discounted price. This collection is designed to motivate people to
host a Park Lane show. . Enter her selections in the non-commissionable section at the bottom of the Hostess Order Form. No further discount is allowed. Periodically other Hostess Only
choices are offered as a limited time special.
*A hostess may utilize her credit allowance when choosing Hostess Only selections at the full RETAIL price.
STAR FIVE: BOOKING AWARD
Hostesses may earn a “Shopping Spree” by securing bookings from her show. There is a
credit attached to each booking dated as a result of her show. Once the booking has
been held, the credit may be redeemed by completing a Booking Claim Form and order
blank. Many hostesses prefer to accumulate the booking shopping credit and redeem it all at
once after the final booking.
For the first booking the hostess earns a $50 value shopping spree for $5.00 plus tax.
For the second she earns another $50 in shopping for $5.00 plus tax.
For the third booking the shopping spree jumps to $100 for $10.00 plus tax.
With a total of three bookings the total shopping spree value would be $200 for just a fee of $20.00
plus tax on the jewelry selections.
The program repeats when more than three bookings are obtained:
$50 for a fourth booking, $50 for a fifth, and $100 for a sixth booking
“Shopping Spree” credit may be applied to regular in-line catalog merchandise. “Hostess Only” jewelry
items (excluding watches) may be selected with shopping credit provided selection is made at the full
retail value listed.
All awards for bookings are ordered after the shows are held and qualified. (Minimum $175 net sales
show)
Complete a Booking Award Claim form and an order form, attach applicable fees, transportation and
tax. Submit a claim form with the FSIB of the applicable show, or with the FSIB of the final booking.
(Booking Awards must be claimed within 30 days of the last show)
THREE BOOKING GIFTS
With three qualified bookings, dated & held, a hostess is awarded a Three Booking Gift as a bonus
gift from her director. Once a minimum of three bookings have been held within 30 days of the original show, the director may submit the order for the item her hostess has selected. A $15.00 Director
Fee applies. The director contribution fee of $15.00 must be submitted with the Booking Award Claim
form.
Note: while most of Park Laneʼs hostess program is “fee free” to directors, there is one exception to be noted:
Director Contribution to Hostess Credit Award
When the total hostess credit allowance earned on Star 2 is under $80.00, the director’s commission
will be deducted $7.00. If the hostess credit allowance is $80.00 or more, the director’s deduction will
be $9.00.
Director Contribution Waived
The director contribution fee for hostess credit will be waived provided seven (7) or more $12.00 Customer Bonus Items are sold and ordered on the corresponding show’s FSIB.
13
PART 3
THE POWER
PROGRAMS OF
PARK LANE
director program
Congratulations on becoming a Park Lane Fashion Director! Our powerful programs offer you
many opportunities to earn profits and build an independent business where you can design your
own business style, in fact design your own life style.
To begin, here is an overview of our Director Program:
• Your primary role will be to show jewelry samples and take orders.
• You may obtain orders at shows and individually (one-on-one).
• You may submit orders by mail, fax and on-line (myparklane.com)
• You can receive weekly profit checks.
• Most Directors set an initial goal of conducting 2-3 personal show per week; however, you set
your own schedule.
• A few of the most popular highlights of Park Lane’s style of business are
NO inventory investment, NO packing or delivering,
NO stocking of product and NO sorting or collecting.
Marketing Methods Are Unlimited
There are a variety of venues for offering your Park Lane jewelry:
• In-home shows
• One-on-one appointments
• Office Shopping
• On-line shopping
• Catalog sales
• Fund raisers
• Club/organization programs
• Expos, bridal/career fairs & trade show
• “Accessorizing Idea” shows and seminars
CREATING PROFITS IN YOUR BUSINESS
As your jewelry sample kit is valued at $1000 in retail jewelry selections, you will be able to start
your business from the time you first receive your kit. Fashion Directors may earn “profits” on the
jewelry orders they submit to Park Lane on a weekly basis. The initial percentage of profits offered
through the Business Opportunity Plan is 30% paid on orders for regular in-line jewelry selections.
You can set your own schedule and create greater profits by scheduling more shows on a weekly
basis.
The charts below will give you an idea of the profits that you can generate through personal
shows.
FASHION DIRECTOR PROFIT EXAMPLE
14
RETAIL NET SALES
YOUR PROFIT @ 30%
$300 show
$400 show
$500 show
$90.00
$120.00
$150.00
director PROGRAM
The more profits you desire, the more personal show you will want to schedule. You can
set your own schedule and work around your family and possibly, your current job. Consider the profit potential as you schedule your weekly shows:
PART 3
THE POWER
PROGRAMS OF
PARK LANE
SET YOUR OWN SCHEDULE
# OF WEEKLY
SHOWS
WEEKLY
PERSONAL
SALES
WEEKLY
PROFIT @ 30%
MONTHLY
EARNINGS
ANNUAL
EARNINGS
(4 WEEKS)
(50 WEEKS)
1
$ 300
$
90
$ 360
$ 4500
2
$ 600
$ 180
$ 720
$ 9000
3
$ 900
$ 270
$1080
$13,500
4
$1200
$ 360
$1440
$18,000
5
$1500
$ 450
$1800
$22,500
PLUS
Additional cash
incentives
Bonuses
Contest Awards
BRANCH DIRECTORS EARN EVEN MORE!
Park Lane’s program allows you to create greater profits as you build your business.
Refer to the Advancement section in this Guide to Success to find out more information
on advancing to the Branch Director level and giving your self a pay raise!
The sky’s the limit! It’s up to you!
15
PART 4
GETTING
STARTED
let’s get started!
Let’s Get Started! You are now ready to actually begin your Park Lane experience! Park Lane
has ALL of the programs in place to help you succeed, but much of your success will also depend
on you! It is suggested that you take a few minutes to read Park Lane’s EZ Guide. This will give
you a quick overview of getting your new Park Lane business started.
The following suggestions are offered to help you not only START your Park Lane business,
but to SUCCEED at it!
Success is a daily decision!
• Follow Park Lane’s proven techniques.
• Take advantage of all training classes and meetings.
• Watch the Training Video and practice your show presentation
• Order the “Success System” cassette tapes/CD and listen to them
often.
• Carefully read all information and correspondence.
POSITIVE ATTITUDE
Thousands of Park Lane directors have built lucrative businesses, and so can you! Be confident
that you have the best customer specials, the most generous hostess credit plan, and the
highest profit potential in the industry!
Be proud of your jewelry, your program, and your company! Know that the path to success
often times begins with a positive attitude!
ENTHUSIASM
Enthusiasm is the “magic” inside you! It is difficult to say “no” to an enthusiastic person.
Always be cheerful, uplifting, excited, and enthusiastic and you will become a “people magnet”!
IMAGE
As a Fashion Director, it is important to “look” the part. Your appearance defines your self-image
and establishes your credibility as a “Fashion” Director. You never get a second chance to make a
first impression. Your hair, nails, makeup and clothing should be neat, attractive, and styled to flatter you. Evaluate your image and appearance as you get ready to enter the fashion world of Jewels by Park Lane.
COMMITMENT AND SELF-DISCIPLINE
Commit to consistently work at your business by investing at least a few hours each day. Each
week you submit sales activity you will receive a profit check. Show your jewelry and take orders
daily. On days that you don’t have a home show scheduled, you can conduct one-on-one appointments for additional sales. Make follow-up calls, contact leads, or phone a future hostess to encourage her and your business will grow! You can design your own business schedule.
16
prepare to prospect
Your business is giving away FREE JEWELRY! To whom will you offer the opportunity to receive
a FREE accessory wardrobe? List everyone you can think of without pre-judging whether or not
they will book a show.
Even if they say “no”, they may refer someone to you who will say “yes”! Think about the
people in YOUR world.
Friends
Children’s friends’ mothers
Neighbors (past and present)
Children’s teachers, coach
Relatives
Dentist/Doctor/Nurse
Hostesses of past parties
Banker
Business associates
Women’s Organization
Co-workers
Fashion-conscious people
Spouse’s co-workers/friends
Travel agent
Church acquaintances
Jewelry lovers
Waitress/Waiter
Spa/Aerobics
Real Estate
Golf/Tennis/other sports
Lawyer
Auxiliary - Sorority
Nail technician
County club/Bridge club
Hairdresser
Alumni
Anyone in sales
PTA/Scouts/Nursery school
PART 4
GETTING
STARTED
Dress/Shoe store clerk
17
PART 4
GETTING
STARTED
here’s what to say...
To build a solid show line-up, begin with a base of at least six (6) dated shows.
Be enthusiastic! Contact each booking prospect using this dialogue as a guide.
Your goal is to date three shows next week and three shows for the following week.
Here is some suggested dialogue to help you get started: Suggested Dialogue
“Hi _____! This is _______! I am so excited! I’ve been accepted for
a position as a Director for Jewels by Park Lane! I’ll be representing
gorgeous, high fashion jewelry and I thought of you immediately!
I know how much you love beautiful things...And trust me, this jewelry
is fabulous...
Fully guaranteed and very, very reasonable!
I am allowed to give $300 to $500 or more in FREE jewelry to people
who have a few friends or co-workers together for an in-home shopping show. It only takes a couple hours, the guests have fun socializing while they shop, and they learn accessorizing ideas and fashion tips!
To begin, I only need to schedule dates for two more shows. Would you like to receive a free $300
to $500 jewelry wardrobe PLUS help me start my new business?”
When the response is “Sure, what would I have to do?” tell her you will come over, show her the
jewelry, and explain everything. Proceed to date the show in your calendar by following the procedure shown in “BOOKING THE SHOW DATE” (following section) Then set an appointment to meet
with her as soon as possible to review the show details.
If she objects to hosting a home show, suggest an optional “type” of presentation such as an office
show, an after-work “Happy Hour” show at a local restaurant, co-hosting with a partner, or perhaps
a club or organization fundraiser.
If it isn’t possible for your prospect to date show at this time, ASK FOR A REFERRAL!
“Perhaps there is a way you can still help me start my business.
Who do you know that loves fashion and accessories?
They might host a show for the free jewelry! Or, you could put me in touch with someone who enjoys this type of entertaining...
Have you even been invited to this type of party?
Who can you suggest? I’d really appreciate your help!”
BOOKING THE SHOW DATE
Control your schedule by ASKING questions
that bring about the type of response you desire.
“My start week in Park Lane is _______. Which day that week will be better for you, Tuesday
or Thursday?”
“Would a daytime show or an evening show work out best for you and your friends?”
“Which would you prefer, 7:00 or 7:30?”
18
Giving your prospective hostess a choice between two days or two different times brings about
a quick and decisive reply.
preparing your kit for the show
ITʼS SHOWTIME!
There are three
objectives...
PART 4
GETTING
STARTED
Three things you want to accomplish each time you present your
jewelry:
SALES, BOOKINGS and RECRUITS.
The pattern of a Park Lane show is designed to achieve all three of these objectives without any
one of them overshadowing the other. By following the five-part show sequence, you can secure
sales, date bookings for future shows, and interest others in joining Park Lane. To get started, all
you need is your jewelry kit and some shows on your calendar.
Your kit is your very own “Business in a Bag”! Now that you have your own sample jewelry kit,
there are some things that you will want to do to prepare your kit for your initial shows!
Your kit contains the following contents:
• Your kit bag – always carry your jewelry in this lightweight bag.
• A table cloth – use this cloth to wrap up and carry the rollers of jewelry. You will also use the
cloth as a display cloth for showing the jewelry on a table at a show.
• A ring sizer – carry this handy metal ring sizer in the small pocket inside the kit bag.
• Rollers of jewelry – Carry the jewelry wrapped in the soft cloth rollers provided with your kit.
You will learn more about the art of unrolling the jewelry as a means of displaying the jewelry.
• The jewelry – You have received samples of the best-selling, medium priced items from our
in-line collection. You have also received at least one item from our exclusive Hostess Collection.
Things you might want to add to
your kit:
• A small hand mirror
• A velvet display board
• A compact high-intensity light
• A calculator
• Pens
• Date book
Additional items to consider adding to your kit bag
for to use at your shows:
• Current special promotional item or brochure
• Door prize(s) - Wrapped Gift(s)
• Hostess Packets and coaching cassettes/CDs:
“Partners in Presentation”
• $50 Hostess Rewards Certificates (HRC)
• Props to illustrate hostess plan/opportunity (Play
money, poster, flipchart & certificates)
• Wish List/Door Prize slips
• Special Show Date cards
• $50 Referral Reward certificates
• Catalogs and new edition brochures
• Customer and hostess order forms
• Extra Five Star Hostess Plans and extra guest lists
• Alphabetized Shopping Guide, Numerical and Ascemding Price List.
• Demonstration black glove (optional)
• Roll of tickets for drawing incentives (optional)
19
PART 4
GETTING
STARTED
organizing your kit
It is important that you organize your kit before you conduct your first solo show. Most
new directors are very excited to have their own kit of jewelry samples. Here are some
things to note in setting up your kit.
• Open up all of the rollers of jewelry, remove and discard any shipping tags that may be
attached to the jewelry. You may leave the earrings on cards for display purposes.
• Organize your jewelry by style and color. For instance, group ensembles together,
group silver items together and all gold items together.
• Take a few minutes to study the names of the jewelry. It’s easy to commit the names of
the jewelry to memory.
• You may write the names of the jewelry in each of your rollers and tuck a card in each
roller. This will help you to talk about the jewelry until you learn the names.
• Practice holding up the item and saying the name and you will soon know the names of
your kit jewelry.
• Wrap the ensembles in the rollers. Place the groupings together as you would like to
show them at your show.
• As you prepare to wrap the rollers in the tablecloth, put the “daytime” and casual jewelry
in the rollers that you will show first, and continue on placing the ensembles in the
rollers, saving the dressiest jewelry for the last few rollers.
• As you accumulate additional jewelry, you will want to use a separate roller to contain
your Hostess Only jewelry.
• For future reference, as you will accumulate additional jewelry in the future, take only a
sampling of our jewelry line to show and demonstrate. A good number to keep in mind
is 60 items. It is suggested that you take no more than 60 items to a show. As you accumulate additional jewelry, you will be able to alternate the rollers that you take to a
booking chain. Everyone loves to see NEW jewelry!
Once you have organized your jewelry sample kit
and your show materials, you are ready for the
next step –
SHOW BUSINESS!
20
the show
We are in show business! Our product lends itself well to showing to small groups of customers,
with home-shows leading the way as the most effective method of marketing our jewelry. There
are any reasons why fashion shows (parties) in the home are the most successful way of showing
our product. People feel comfortable in the home of a friend and your hostesses will be inviting
her friends to her home for a party! The home offers a more relaxed atmosphere in which to conduct a show. A hostess who invites a guest list of friends and relatives will most likely have a successful show.
Setting the date is just the beginning. To guarantee successful results, it is important to plan with
and prepare your hostess. Envision each booking as a business venture with the hostess as your
business partner.
PART 5
WE’RE IN
SHOW
BUSINESS
GET READY TO COACH YOUR HOSTESS…
A hostess is a person who opens her home and hosts a jewelry show for you. She will invite her
friends and relatives to her home and you will bring your jewelry to show and to demonstrate. Our
shows are actually a mini-fashion show were guests get to model the jewelry and try on ensembles. Coaching the hostess BEFORE her show motivates the hostess to work on advance guest
orders and advance booking dates. It also prepares her for a successful show. You are about to
begin showing the hostess the benefits of hosting a show for Park Lane. You will explain how to
earn credits from our Five Star Hostess Plan for FREE jewelry.
• Explain the special incentives she can qualify to receive.
• Build rapport with your future hostess.
• Create enthusiasm.
Nothing will encourage high attendance more than an enthusiastic hostess.
Hostess Packet
You will want to prepare a packet of information that will prepare your hostess for her show.
The following items are essential to a hostess packet. You may also include additional material such as a cardboard ring sizer, money collection envelope, extra absentee order sheets
and a recruiting cassette tape.
Catalog*
Absentee Order Form
Five Star Hostess Plan
Guest list/labels
Stamped envelope to mail guest list to director
Invitation sample (and a few extra)
Wish list or Shopping Guide
Information/Brochure of any extra hostess offers
$50 Hostess Reward certificate (HRC)/optional
“Enjoy The Best of All Worlds” brochure
$50 Referral Reward certificate
*The catalog you give your hostess can be enhanced with stickers, highlighted, and contain an
Absentee Order Form stapled inside. the back cover of the catalog has a space for your name
and phone number.Using an address/telephone label can also be affixed to the back cover.
Monthly edition brochure(s) of the new issue of jewelry can be inserted inside the catalog.
21
PART 5
WE’RE IN
SHOW
BUSINESS
three part coaching cycle
Coaching your hostess for her show is a very important part of the Park Lane success system.
Spending quality time with your hostess and helping her to prepare for a successful show can
make the difference between an average show and an extraordinary show. A partnership exists
between you and your hostess. It is your job to make sure that she receives EVERYTHING that
the company is offering to hostesses. Your relationship with your new hostess begins when
the show is booked. Jewels by Park Lane has an effective coaching cycle that starts
when you meet your hostess and culminates at the time of the show.
INITIAL
HOSTESS
COACHING
PERSONAL
COACHING
CONDUCT
THE SHOW
LAST
MINUTE
HOSTESS
COACHING
PART ONE Initial Coaching
The initial coaching is initiated at the time the booking is obtained. Be brief and keep it simple.
Be enthused and thank her for helping the hostess to receive her booking awards (if the booking
date was obtained at a show). One of the goals of coaching is to build a rapport with your hostess
as you will both be working towards a common goal – a successful show!
22
•
Begin by asking the hostess to provide you with a copy of a completed guest list. Give the hostess a
Five Star Hostess Plan and explain Star #1 – the Thank You Award – explain that your hostess may select any item on the front cover of the Five Star Hostess Plan for a mere $8 fee just for submitting a
“qualified guest list” to you within three days.
•
Explain the requirements of a “qualified guest list” and have her pre-select her Thank You Award. Record
the item in your datebook. Suggestion: A qualified guest list should have at least 15 names of potential
invitees and should be returned to you within 3 days.
•
You may wish to provide a self-addressed stamped envelope and mailing labels on which the hostess
can write the guests’ addresses. She may also want to fax you the list.
•
You will want to suggest that your hostess immediately call her friends and tell them about the show.
The phone call from the hostess will be the personal invitation and the mailed invitation (which will follow
in the mail) can serve as the reminder.
•
Suggest that she keep the catalog you are providing in her Hostess Packet for herself. Instead of showing the catalog to her friends, suggest that she tell them that they simply must come and see the jewelry
in person. This way, the guests will not pre-judge the styles or prices. Once the guests try on the jewelry at the show, they will fall in love with their personal choices! She can use the catolog to show to
friends that cannot attend her show, for the purpose of obtaining an outside order in advance of the
show.
•
Arrange a personal coaching appointment within a few days* to meet with her in person to plan her
show. (*If the show is booked several weeks in advance, plan the personal coaching appointment for
about ten to twelve days before the show date.)
•
You may wish to give her a “Partners in Presentation” hostess coaching cassette/CD.
•
Give her an “Enjoy the Best Of All Worlds” brochure. She may be interested in joining the business!
PART TWO PERSONAL COACHING (“Home Coaching”)
A personal coaching time is the most vital portion of the coaching cycle. This is a time to visit the
hostess in her home. Making a pre-visit to her home will allow you to familiarize yourself with the
location of her home. You will be able to discuss the necessary preparations for the show. This is
also a chance to get to know your hostess better. Building a relationship with your hostesses is an
important step in the recruiting process. Your hostess may become more interested in the Park
Lane opportunity as she becomes more familiar with you and with our programs.
PART 5
WE’RE IN
SHOW
BUSINESS
• The Personal Coaching time should be scheduled approximately ten to twelve days in advance
of the show date.
• Bring the remaining contents of the hostess packet and explain each form (If you have not already given the packet to your hostess).
• Review the Five Star Hostess Plan, pointing out the advantage of securing pre-show bookings
and absentee orders.
• Establish a free jewelry credit goal for your hostess. You may want to say, “Let’s go for at least
$300 in FREE jewelry.
• Let her “shop” from your jewelry as well as the catalog and have her pre-select the items she
would like to earn.
• Circle her choices on an Alphabetized Shopping Guide or write them on a Wish List and retain
the information until her show is held.
• In your date book or calendar, record the Three Booking Gift she has selected. You can use this
item to encourage people to book for her. Fill out a sample order on the Absentee Order sheet.
Insert the absentee order form in her catalog. Give her a fold-over invitation, so she can reference it for phoned-in orders.
• You may want to offer a special gift from you if she obtains at least five outside orders and/or a
booking in advance of her show.
Note: Some of the hostess awards are standard while others can be offered at the
discretion of the director. To avoid misinterpretation, explain any extra offers/specials
and the requirements the hostess must meet to qualify.
• Offer to stop by and pick up the guest list if you have not yet received it. She may also, fax it,
mail it or scan it and e-mail it to you. It is important for her to over-invite because generally
about half the guests are able to attend. An average guest list should be 15 to 20 names. If the
list is sparse, make suggestions using the booster on the reverse side. If time allows, your hostess can help you complete the invitations and you can mail them when you leave her home.
• Tell the hostess that her phone call to each invited guest will do wonders in building attendance.
It gives her a chance to show enthusiasm for the jewelry and to endorse the company.
• Suggest that she encourage each attendee to bring a “jewelry-lover” as a guest. Point out that
often it is the “friend” that is the first to date a show!
• Ask the hostess which area of her home she is planning to use for the show.
Does she have a folding table?
Is there adequate lighting, or could an additional lamp be added?
• Is there an outlet to plug in your display lamp?
• Suggest that she serve simple refreshments. If she asks for suggestions, you might suggest a
pot of coffee and a plate of cookies. Her friends will be more apt to book if it doesn’t look like a
lot of work.
• Suggest waiting until the shopping and ordering times are over before inviting guests to have refreshments. This will allow you to finish the orders as quickly as possible and conduct the drawing(s) in a timely manner in case anyone has to leave early.
• Offer the Park Lane opportunity to your future hostess. Compliment her. Tell her why you feel
she would make a good director. Leave her with an Opportunity cassette or show her the Opportunity video.
• Ask her to help “talent scout” for directors. Who does she know that she could recommend? She
could earn $50 in free jewelry for suggesting someone who meets the director qualification requirements. (Referral Reward certificate)
• Contact your manager for assistance when you secure recruit leads, and invite the prospect to
the next opportunity meeting.
After coaching, send a “Hostess Reminder” letter on which you have written a personal note reinforcing your enthusiasm
about her show.
The time you invest in personally coaching a hostess will pay off. You are building a solid foundation for a successful show.
If, however distance or time does not allow for Personal Home Coaching, cover more of the details during Initial Coaching
and give her a “Partners In Presentation” CD. Follow up by telephone to encourage her. Make sure every hostess feels appreciated and important. Take care of your business and it will take care of you!
23
PART 5
WE’RE IN
SHOW
BUSINESS
PART THREE LAST MINUTE COACHING
Keep in touch with your hostess between the time of the personal coaching appointment
and the date of the show. Let her know that you are excited about her show. Check with
her on the progress of any advance absentee orders and any pre-arranged booking
dates. She will have been talking with her friends and you will want to encourage her to
keep in touch with the invited guests, conveying the excitement of the approaching show
date.
Arrive at the show early enough to arrange your display. A suggested arrival time is 30
minutes before the time the show is to begin. At this time, you can write up any advance
orders that she has secured. Allow a few extra minutes to chat with your hostess and
place her at ease. Look like a successful Fashion Director; appropriately dressed and
tastefully accessorized.
Give your hostess these last minute reminders just before the guests arrive.
1. Politely remind her to wait until the end of the shopping time and ordering time to serve
refreshments. This keeps the show on schedule and helps to finalize the orders and
bookings.
2. Tell her you want the guests to feel comfortable. To create an informal atmosphere, ask
her to comment on the items she likes when you present them. Ask her to be enthused
over the Three Booking Gift she is working for. (If you have the item, you may want her to
wear it throughout the show.)
3. Ask her to lead the way to the display table at the end of the show when you announce
the shopping/try-on time. If she starts the shopping, her friends will feel more comfortable
trying on the jewelry.
4. Ask her to stay at the display table during the try-on time and help you to assist her
friends in looking up jewelry names to add to their Wish Lists. When you leave the table
to start writing orders, ask her to remain there to help the guests who are still shopping.
•The hostess is coached and wearing Park Lane jewelry.
•Your supplies are organized.
•Your display table is ready; table cloth, high intensity light and rollers of jewelry set to one
side. All of your jewelry is contained in the rollers which will be unveiled during your jewerly presentation. There are no catalogs on the table or anywhere in sight.
•Light is directed to aim at the jewelry as you present it.
•Props, decorations, posters, tickets, gifts and prizes are ready, if used at your show.
Before the guests arrive, ask the hostess for her catalog and start transferring the Absentee Orders onto customer order blanks. Put her catalog in your briefcase to avoid having it
circulate among the guests. Do not distribute catalogs until after you have
completed your show and it is time to shop. Passing out catalogs before or during the
show will take the guests attention away from what you are saying. Keep the focus on the
jewelry!
Begin within 15 minutes of the time indicated on the invitations. As the guests begin to arrive, you and/or the hostess can give each guest a Wish List. Let the show begin!!
24
FIVE PART PARK LANE SHOW PRESENTATION
AT A GLANCE
FIVE PART SHOW FORMAT
1. Opening Talk
2. Presentation of the Jewelry
3. Booking/Recruiting Talk
4. Shopping/Try-On Time
5. Order Conditioning & Closing
PART 5
WE’RE IN
SHOW
BUSINESS
5 minutes
30 minutes
5 minutes
30 minutes
30-60 minutes
The FIVE PART PARK LANE SHOW FORMAT is a time-tested format and is guaranteed to produce a successful show. Each part is designed to produce results that
will help you build your business. Each part will lay the foundation for sales, bookings and recruit prospects. Sales, booking dates and recruit prospects are the
goals of a Park Lane Show. Here are a few suggestions to consider BEFORE you
conduct your first solo show:
• Watch the show video/CD that you received along with your kit. The video will
emphasize the 5 parts of the show.
• In addition to the effectiveness of the five part sequence, each presentation should be
sprinkled with “SEEDS”. A sales seed, or a booking/recruiting seed is an idea or thought
that you plant within the minds of your audience members. Continually repeating seeds
three or four times during your show helps the idea to “sink in”.
• On the “DESIGNING YOUR PRESENTATION” cassette you will hear a variety of “seed”
examples. Choose the seeds you will use write them on a card and insert the note into
the roller of jewelry that pertains to the seed. You can order the set of Success Cassettes/CD’s directly from the company. Here are some examples of “seeds”:
1. SALES SEED - “‘Your Way’ necklace is one of our best-sellers. It would be a perfect
choice to go with those pendants and enhancers you want!”
2. BOOKING SEED - “Last week every one of my three hostesses selected (say a current
item from the Thank You Gifts) as their “Thank You” award. Then they used their free
credit to collect enhancers and complementing earrings. They built an entire wardrobe
around “Your Way” for free in just one evening!”
3. RECRUITING SEED - “Before Park Lane, I attended a friend’s show just like you are
this evening. I fell in love with “Your Way”. . When I joined Park Lane, I was so excited to
find it was in my sample kit!”
25
PART 5
WE’RE IN
SHOW
BUSINESS
five part show format
PART ONE THE OPENING TALK
Open the show by introducing yourself and thanking the hostess for hosting the show. Have the
guests introduce themselves. As an ice-breaker, you can use an “introduction game” (the Name
Game) to establish an informal atmosphere.
(Examples illustrated on the CD.)
Provide a brief overview of the company, the jewelry, and the customer, hostess, and director benefits. Initially, you may want to use a small cue card to remind you of the points to cover, or you
may want to implement a flip chart. Keep it simple and brief; approximate five minutes after introductions. Here is an suggested outline for the Opening Talk:
1.
2.
3.
4.
5.
6.
7.
Welcome everyone and introduce yourself
Thank your Hostess
Introduction game for guests
Company background
Variety, craftsmanship & quality of jewelry
Reasonable prices - Unconditional Replacement Guarantee
Three ways to obtain Park Lane jewelry:
“Good” way: Purchase -Bonus Item explanation & example
“Better” way: Hostess a show- Free jewelry wardrobe & special benefits
“Best” way: Become a director-We are expanding in this area.
Part-time hours/full-time earnings
8. Wish List explanation (See detailed Wish List explanation in Part 5 )
9. Ask guests to remove their jewelry; they are “the models” for tonight’s show.
Below is a detailed version of the Opening Talk. You will want to use some of the suggested verbiage listed below:
1. “Good evening and welcome! My name is ___________ and I’ll be your Park Lane Director for
tonight”.
2. “I’d like to thank ___________for coordinating tonight’s show and for inviting me to present Jewels by Park Lane’s jewelry collection to you”.
3. “So that we all get acquainted, let’s go around the room and introduce ourselves. Tell your name
and choose a flattering adjective to describe yourself that begins with the first letter of your
name. For example; my name is Ellen, and I am Enthusiastic! Then as each of you takes a
turn, you must repeat those that went before you! (Or ‘use a flattering adjective to describe our
hostess’)”
4. “Let me tell you about my Company. Jewels by Park Lane was founded in 1955. We have been
in business for over five decades showing the finest in high fashion and designer jewelry. Jewelry is our only product...we are the experts!”
5. “We offer a wide variety of jewelry...Something for everyone’s taste!
•
Jewelry for children, men and teenagers...Jewelry for every woman’s wardrobe.
26
•
Fun and trendy casual line. As a fashion-forward company we stay on top of the latest
fashion trends.
•
Classic, tailored designs in gold tone, silver tone and a selection of pearl designs.
•
Couture collection captures the look of the finest genuine jewelry.
•
We use the finest finishes, brilliant Austrian crystals and cubic zirconias.”
five part show format
6. “Not only is Park Lane jewelry reasonably-priced, every item is backed by Park Lane’s unconditional replacement guarantee. When tonight’s order arrives, a validated receipt will be
clipped to your package. Save it to prove your purchase amount and the date. For a period of
120 days, should you need to return an item for exchange or replacement, simply send the
item and the receipt directly to Park Lane. The item will be replaced absolutely free!
PART 5
WE’RE IN
SHOW
BUSINESS
Even after the 120 days has expired, Park Lane’s unconditional replacement guarantee continues. Any item will still be replaced for free. The only cost to you after the 120 days will be a
small fee to cover handling and shipping.”
7. “There are three ways to obtain Park Lane jewelry...
A GOOD way, a BETTER way, and the BEST way!
1.Be a Customer
A GOOD way is to purchase the jewelry.
Park Lane offers a “Bonus Item” to every customer who selects merchandise totaling $30 or
more. Make your selections and we total your order. You may then select ONE MORE ITEM
that is priced equal to your total, for just $12.00! That’s a matching value item for only twelve
dollars more!
For example say your selections total $42.00. You may now choose any in-line catalog item
that is priced up to $42.00 and it is yours as a bonus for just $12.00 (plus tax)!
Even better, place a minimum $60.00 order, and you may take two bonus items, each equal in
value to your order total for $12.00 each. We even offer TRIPLE bonus items! With a minimum
$90.00 order you may choose THREE matching value items for $12 each! (Give another example of a higher order or display a poster as a visual aid.)
2. Be a Hostess
Placing an order tonight is a GOOD way to save on the items you want right away. We offer an
even BETTER way if you would like to build an entire jewelry wardrobe.
That BETTER way is FREE! Tonight you will probably see a lot of jewelry that you’d like to
own. If you see more than you want to purchase all at once, think about coordinating a show
of your own. It’s easy to do and my hostesses usually receive $300 to $500 in free jewelry!
Think about planning a fun ‘ladies night out’ with your friends!
3. Become A Director
A GOOD way is to buy our jewelry. A BETTER way is to receive it free! But BEST way to get
it all is to become a Park Lane director. We are in an expansion campaign in this area and we
are looking for people who want to make great money working with fun and fashion! If you or
someone you know might enjoy hearing more about a part-time business like this please let
me know and I’ll give you some information to take with you.”
8. Wish List Instruction
In a moment I will have (hostess’ name) distribute a Wish List to each of you. This is not an
order form...It’s just a list that you can use to jot down the names of the jewelry items you like,
so that you can narrow down your choices later.
As I show you each item, I will tell you its name. Write it on your list if it is something you like.
Later, when I pass out the catalogs, it will make it much easier for you to look up the prices if
you have the names written on your Wish List. Our jewelry prices are listed alphabetically, by
name. The more items you write on your wish list, the more you will be able to take advantage
of your customer savings program.
OK...let’s get ready to look at the jewelry! You are the models tonight, so please remove the
jewelry you have on so that we can dress you in Park Lane!
27
PART 5
WE’RE IN
SHOW
BUSINESS
five part show format
PART TWO PRESENTATION OF THE JEWELRY
By following Park Lane’s procedure you can realize high sales, a good booking average, and generate recruiting interest at each show. However, there is no substitute for personality and enthusiasm. Sell yourself! Ask to observe the shows of other successful directors and managers. Pick
up additional tips from the “Designing your Presentation” cassette tape and the Park Lane Jewelry
Collection video. Then practice your presentation to make it the best it can be!
USE THE ROLLER METHOD
After organizing your kit using the cloth rollers to contain the various ensembles, you will be ready
to “present” your jewelry during this part of the show. Rather than having the jewelry spread out
and uncovered when the guests arrive, an effective presentation technique is to create suspense
by keeping the jewelry “under wraps”. Unveiling special ensembles one at a time showcases them
and gives enthusiasm a chance to build throughout your presentation. Consider the apparel of
each guest as they arrive. What do you have in your kit to complement their attire?
As you unroll each roller and reveal the jewelry, one ensemble at a time, ask each guest to come
forward and model an ensemble. Simply show some items, briefly describe, and name. Some
items may just be placed on the display for guests to discover during the shopping time.
Other items are excellent for demonstration. Using a velvet neckline, you can show how long
pearls can be worn in different ways. Present the versatility of a long rope chain. Demonstrate
“framing” and clip on an earring or pin as an enhancer. The more ways one item can be worn increases its value in the eyes of a customer. Presenting jewelry accessorizing ideas and fashion
tips makes your show more interesting, informative, and fun. When guests enjoy themselves, they
are more apt to be open to hosting a show for their friends.
Gradually presenting your ensembles will help you to stay organized and, if you tuck a reminder
note in each roller or tray, you will remember to plant sales, booking and recruiting seeds. You will
find “seed” suggestions on the “Designing your Presentation” CD.
PART THREE THE BOOKING TALK / THE RECRUITING TALK
So far you have only planted seeds suggesting that they think about booking a show. Now, it’s
time to present a three minute explanation of the benefits on becoming a hostess.
Here are several different options for illustrating Park Lane’s hostess plan. Your manager will
teach you additional ideas.
• Count out play-money representing each “star” of the 5 Star Hostess plan.
• Have a guest hold a tray on which you place jewelry representing the amount of credit given on
each “star”.
• Have the guests turn over their Wish List to the Door Prize side. Ask them to write in the blank
area to keep a running tally of hostess benefits as you explain each “star”. When you have finished, ask them to answer “Yes” to the booking question.
Here are several options for sharing the Park Lane opportunity.
• Present your Park Lane “commercial”. This can be your Park Lane story.
• Use the “Flip Chart” to share the Park Lane opportunity. (Purchase from the supply department
or download from website)
• Talk about the advantages of joining Park Lane; no investment, no delivery, weekly profits, free
training and show them your Park Lane kit bag; your “Business in a Bag”.
• Pass out the $50 Referral Reward certificate and ask them to recommend someone who might
be good in Park Lane; tell them that they can recommend themselves!
28
five part show format
PART FOUR TRY-ON / SHOPPING TIME
“In a minute, you can come up and try on jewelry. But first, I want to explain how to use the catalogs (or the alphabetized shopping guides) that will be up at the table. You may see other items that
you like in the catalog or on the table. Add them to your Wish List. Remember, it’s merely a “possibility” list...not your order form.
PART 5
WE’RE IN
SHOW
BUSINESS
To look up an item, go to the index in the center of the book. Items are listed alphabetically by
name. Write the price on your Wish List next to each item. REMEMBER, you may find that the
most expensive items will be $12 bonus items!
I do not expect you to write your own order. That’s my job. I’ll be around to assist you individually
with your order form. Just show me your Wish List and I’ll help you determine the best price possible on the items you want most.
Please remove the jewelry you modeled and place it back on the table. Come on up and try on
anything you like. It’s time to go shopping!”
Remain at the table repeating the names of items, making suggestions for combinations, and giving fashion tips.
During this time, you may be asked questions about your Park Lane business. Often this type of
questioning is indicative of the guest’s interest in the opportunity. Here are some common “recruiting-interest” questions and suggested responses.
“HOW OFTEN DO YOU DO SHOWS?”
“That’s the beauty of this business. Each director decides their own schedule. Personally, I like to
hold two or three shows a week, but I can always speed up my calendar if I need extra money.
Likewise, I can slow down if I want to take time off. It’s great being your own boss!
Have you ever thought about doing something like this?”
“HOW DO YOU REMEMBER THE NAMES OF ALL THAT JEWELRY?”
“I love my jewelry! Actually, you can almost see the name in each item! For example, “Your Way”
can be used with so many of the pendants and enhancers. Park Lane’s training makes it easy.
They teach you everything you need to know and there’s always someone to help. It’s such a fun
business.
Have you ever thought about trying something like this?”
“DO YOU EARN MUCH MONEY DOING THIS?”
“To start, most directors earn $80 to $100 per show. That’s around $30 an hour. Working just parttime, two to three shows a week, a Director’s average check for the week ranges from $150 to
$350.
Would you be interested in some information about our program?”
“DID YOU HAVE TO BUY ALL THIS JEWELRY?”
“A starter sample kit is valued at around $1,000. Actually, since I got my sample kit I’ve earned
most of the additional jewelry for free! If you’re a jewelry-lover, this is the business to be in!
Have you ever thought about trying something like this?”
29
PART 5
WE’RE IN
SHOW
BUSINESS
five part show format
PART FIVE - ORDER CONDITIONING AND CLOSING
During the first four parts of the show you planted seeds for sales, bookings and recruits. In the
fifth part of the show, you will see the seeds blossom into results.
Start order conditioning as soon as the first guest leaves the display table and resumes her seat.
Remind the hostess to replace you at the table.
The Four Steps Of Order Conditioning and Closing
1. Determine the guest’s order and bonus items
2. Obtain payment.
3. Ask the guest to book a show.
4. Approach the guest about the opportunity.
STEP ONE: The Order
Approach the guest, and take a seat next to her. Lower your voice and the guest will respond in
the same tone. This keeps the conversation private while discussing her order, and asking her
about booking. Smile and say:
“How are you doing on your Wish List, Mary? May I help you with your order?”
“Are you finding everything, Mary? May I help you with your order?”
“May I take a look at your Wish List, Mary? Let me see if I can help.”
Examine the list and start calculating. Total everything and say:
“Mary, if you were to choose everything on your Wish List, the total would be $98.00, and then, you
would be able to go through the book and choose any item up to $98.00 for just $12.00.How would
that be?”
In this case, you could offer the customer TRIPLE bonus items because they placed a minimum
$90 order. Continue by saying, “In fact, I’ll go one better. If you do order the $98.00 total, I’ll let you
choose THREE ($98 value) bonus items for $12.00 each!
If the guest responds, “OK, that will be fine”, proceed to enter the items on an order form. If the
guest replies “I’m afraid I can’t spend that much”, then show her the Wish List and make another
suggestion reducing the number of items.
“Now these items would come to $52.00. Then you could choose a $52 item as your $12 bonus.
How would that be?”
When she agrees on the items to be purchased, help her determine her $12 bonus item(s). Enter
them on an order form, total everything and ask:
STEP TWO: Obtain Payment
“Your total comes to $72.12, Mary. How would you like to take care of this tonight, cash, check,
charge?”
Park Lane accepts Visa, MasterCard, Discover and American Express. If the guest is not prepared
to pay for her order, suggest a minimum deposit of 50%. Record the payment and give her the
customer copy of the order form.
Credit card usage: The merchant fee of 4% of the amount charged will be deducted from the Director’s commission on orders that are mailed / delivered to Home Office. The 4% credit card fee is
waived on orders that are submitted online through the myparklane.com gold or platinum membership.
30
five part show format
STEP THREE: Ask To Book.
Smile, be enthusiastic, sincerely compliment her, and ask her to book a show.
PART 5
WE’RE IN
SHOW
BUSINESS
“It was great to have you here tonight, Paula. Your outfit was perfect for modeling the jewelry!”
“I’m glad I was able to meet you tonight, Paula. Your sense of humor sure added a lot to everyone’s
fun!”
“Your Wish List is one of the longest I’ve ever seen...You sure love jewelry! Why don’t we plan a
show to get you the rest of the items you want!”
“You’re so much fun! I loved meeting you, Paula!”
After the compliment, approach to date a show by asking “either/or” questions.
“I would love to plan a show with you! Not only would it help Mary, but with you as the hostess, it
would be FUN! If we were to work together to put on a show, would you have it at home, at your office, or maybe an after-work happy hour party?”
“Would the end of this week work out, or would next week be better?”
“Is 7:00 OK, or is 7:30 better for you?”
Set the date, record it in your date book, and write it on a Five Star plan. Give her the Five Star and
a guest list, and ask her if she can stay for a while so you can get all the people who book shows
together for an explanation of a few details. (This will be the Initial Hostess Coaching segment of
the coaching process in Part 5)
STEP FOUR: Approach to recruit.
Before you move on to condition the order of another guest, approach her about the opportunity
and/or ask if she has anyone she can refer to you.
“You’re so much fun! I can’t wait until your show! Paula, you have such a great personality, have
you ever thought about doing something like this? You would be so good at it! With your enthusiasm, you’d be perfect as a Park Lane director!”
If the prospect hesitates or objects, try responding with the “FEEL, FELT, FOUND technique.
“I know how you FEEL. Initially I FELT the same way. But, after going to a training meeting I
FOUND that...”
Offer the prospect a Realize Your Best opportunity CD. Invite her to the next meeting. If a meeting
is not scheduled for that week, tell her you will mention her to your manager because you think she
would be great at Park Lane!
As soon as all the orders have been completed, quickly tally the number of orders including absentee orders and calculate the total hostess credit. Put all the door prize slips together and announce
that you are about to draw for a prize/gift. The special drawing from the director referrals can also
be done at this time. Just before you draw, close the show by saying:
“I want to thank everyone for coming and a special thank you to Mary for hosting this party.
I had a great time meeting you all...special people like you make my job FUN!
I want to let you know where Mary stands so far. She already has over $180 in shopping credit,
plus a $60 Thank You Award. She also has $100 more in booking credit!
What she really needs is just ONE MORE BOOKING. One more booking will add an extra $100 in
shopping credit PLUS one more booking will also mean that she will earn that Beverly Hills ring I
showed you as her Three Booking Gift.
So please think about it over dessert. If anyone else decides to host a show, just let me know, or
Mary, Okay? Now, let’s draw for the winner of the Door Prize!”
31
PART 5
WE’RE IN
SHOW
BUSINESS
GETTING THE MOST FROM “THE WISH LIST”
The Wish List serves as a work sheet for show guests to determine potential choices for their
order. Ask your hostess to distribute one to each guest just before the show begins.
After your Opening Talk and before introducing the first jewelry item, explain the Wish List to
the guests.
“As I show you my jewelry, I’ll be telling you the name of each item. When you see an item
or ensemble that you like, write its name on your Wish List. Then later, you’ll have a list of
your favorites so you can easily look up the prices. The Wish List IS NOT your order form.
It’s merely your work sheet. You can always add to or subtract from the list, so jot down ALL
the items that appeal to you for yourself… or possibly for gifts! And one more thing… Sue
has a roll of tickets for a special drawing we’ll hold later. The more excited you get about
adding to your Wish List, the more tickets she’ll give you! Ready to start?”
Proceed through your jewelry presentation encouraging guests to add names to their Wish
List. Later in the show, just BEFORE you invite the guests up to your display table to try-on
and shop provide the final instructions for the Wish List.
“I know that you’ve started your Wish List with the items I’ve shown so far. As you shop at
my table and look through the catalog, continue to write down the names of any additional
items you are considering. We can add and subtract from the list, but it gives me a starting
place to show you the best way for you to save the most money. Remember, this is only a
work sheet; not your order form. And, keep our $12.00 Bonus items program in mind. I will
be around to help each of you and to write your order for you so that I can explain how you
can get the most jewelry for the money!
After the Try-on Shopping time, as the first guests return to their seats and appears to be near
completing their Wish Lists, begin approaching each person individually to initiate the Order
Conditioning process. (See Guide to Success.)
The first step of order conditioning is to determine the guest’s order. With your date book,
pen/pencil, a catalog, price listing, and a calculator, approach a seated guest, smile, take a
seat next to her, and reach for her Wish List while saying, “May I help you with your Wish List?”
Take note of the items she selected. It indicates the style of jewelry that appeals to her. As
you fill in any missing prices on the items on her list, comment on her choices. “I see you like
the new trends in earrings.” or, “Ah, you’re a glamour-girl! I love sparkle too!” “So obviously,
you favor golden jewelry?” She may ask questions. She may want your opinion. Be friendly
and helpful and make suggestions while you total the prices of EVERYTHING on her list.
Yes, add up everything to arrive at a grand total. At least, that’s the way to start. Why? Two
reasons. First, it is insulting to “assume” that she cannot purchase everything on her list.
Second, ask yourself, “What’s a better deal? What’s a better bargain?... a $50 item for $12.00,
or a $200 item for $12.00?” Look at it another way. Let’s say a customer listed a $30 item,
a $20 item and a $50 item. If you add the $20 to the $30 item to total a $50 order and then
offered the $50 item as a $12.00 bonus, the customer would only realize a $38 discount.
However, by adding the $20, $30, and $50 item together to total $100, the customer would
be entitled to three $100 value bonus items for $36.00 more. End result would be a $264.00
savings. Easy to see which is a better “deal”!
32
The two biggest mistakes made in structuring an order is to prejudge the buyer and to try to “finesse” an order that will give her the most expensive item on her list as her bonus item. If she
doesn’t want to purchase ALL the items on her list, she will surely tell you so once you total the
order.
So, you start by quickly tabulating a grand total and then smile and say, “Sue, if you were to take
everything you listed, it would be $212.00, and you would THEN be able to go back through the
catalog and select THREE MORE ITEMS valued up to $212 EACH and take them as bonuses for
just $12.00 each… that would be an extra $636 in jewelry value for just $36.00 more! How would
THAT be?”
PART 5
WE’RE IN
SHOW
BUSINESS
Typically there will be two types of responses.
1. “Wow! You mean I could get three of those ___ bracelets for $12.00 each? I could give one to
my mom and one to my mother-in-law as Mother’s Day gifts, and still have one for myself! OK,
that’s great!”
Or …
2. “Oooh, I just can’t spend THAT much.”
When you get the first response, write the order, collect payment, and proceed to Step Two of
Order Conditioning (suggest she book a show).
When you get the second response, say, “No problem. Let’s revise the selections.” Now is the
time to lower her total and work the order to allow her the highest priced item(s) on her list as
$12.00 Bonus Items. Rework the totals and say, “How about if you selected these three items to
make the ensemble complete. That would be $96.00. Then you could take these three as $12.00
Bonus Items?” She agrees. Write the order. Collect the payment. Then say, “I’d love to give you
the rest of the items on your list. Let’s plan a show together and you’ll have these plus a whole lot
more!” You are now in Step Two of Order Conditioning.
Move from guest to guest to assist them in determining their order. Orders may change as you
work with each guest. Sometimes the guest will want to add onto their order to achieve a higher
total to be eligible for the Bonus Items they are striving for. You can show them items that complement their selections, refer to your ascending order price list for the amount they need to spend,
and/or suggest the purchase of a Gift Card. Be flexible and helpful. If their shopping experience
with you and Park Lane is a pleasant one, they will be your customer again and again. And THAT
is your objective. You want every customer to remember YOU and Park Lane each and every time
they are in the market for new jewelry! Now hold that drawing and send one of your happy customers home with a special gift!
33
PART 5
WE’RE IN
SHOW
BUSINESS
SAMPLE A
All information must be printed and complete
All information must be printed and complete
100 East Commerce Drive
www.jewelsbyparklane.com
Schaumburg, IL. 60173 CUSTOMER ORDER FORM
100 East Commerce Drive
www.jewelsbyparklane.com
Schaumburg, IL. 60173 CUSTOMER ORDER FORM
NAME Sandy Price
DATE
10/03/07
TEL.
847-681-1951
CITY / STATE Addison, IL
CITY / STATE Elgin, IL
ZIP CODE 60101
DATE
10/03/07
TEL.
847-232-1772
ZIP CODE 60120
E-MAIL
E-MAIL
HOSTESS NAME Susan Jackson
HOSTESS NAME Susan Jackson
YOUR DIRECTOR IS: Patti Lane
ITEM
#
ITEM NAME
YOUR DIRECTOR IS: Patti Lane
TEL. 847-239-1449
LENGTH
SIZE
- Specify NK, BR, CE. PE, Ring
COLOR
PRICE
1 8298 Aqua Glow Pierced earrings
X
X
16.00
1 8444 Aqua Glow Bracelet
X
X
22.00
 NET SALES
BONUS ITEM (S)
QUAN
NAME Deanna Gorman
ADDRESS 3882 Columbia Way
ADDRESS 543 Windom Drive
QUAN
SAMPLE B
ITEM
#
ITEM NAME
1 8917
REG.
PRICE
- Specify NK, BR, CE. PE, Ring
Fanta-sea Bracelet
LENGTH COLOR
SIZE
$38 X
X
12.00
ITEM NAME
TEL. 847-239-1449
ORDER TOTAL  Net + Bonus Items
122027 - 6
TOTAL NO. OF ITEMS
3
YOU SAVED $
SALES TAX (If Any)__________%
7.0
50.00
3.50
INSURANCE AND TRANS.
5.50
SUBTOTAL
59.00
59.00
0
AMOUNT PAID
BALANCE DUE
THIS SECTION FOR CHARGES ONLY
DIRECTOR
F.S.I.B.#
AUTHORIZATION NO.
† VISA † MASTERCARD † DISCOVER
TEL. (
X
G
20.00
X
S
20.00
 NET SALES
50.00
BONUS ITEM (S)
ITEM
#
QUAN
ITEM NAME
NAME (print)
TEL. (
BILLING ADDRESS
TOTAL NO. OF ITEMS
4
YOU SAVED $
THIS SECTION FOR CHARGES ONLY
)
YELLOW - GUEST COPY
Customer Order
Form without
credit card
information.
LENGTH COLOR
SIZE
$30 X
X
BONUS
PRICE
12.00
BONUS ITEM TOTAL
12.00
ORDER TOTAL  Net + Bonus Items
62.00
SALES TAX (If Any)__________%
7.0
4.34
INSURANCE AND TRANS.
5.50
SUBTOTAL
AMOUNT PAID
71.84
71.84
BALANCE DUE
0
† VISA † MASTERCARD † DISCOVER
Patti Lane
200134-5 TOTAL AMOUNT
123456
AUTHORIZATION NO.
CARD
NO.
ZIP CODE
PINK - DIRECTOR COPY
122027 - 6
See reverse side
CARDHOLDER'S SIGNATURE
WHITE - ORDER FILLING COPY
F.S.I.B. NUMBER
F.S.I.B.#
EXP. DATE
CARDHOLDER'S INFORMATION (Must be completely filled in and signed to process credit card)
REG.
PRICE
- Specify NK, BR, CE. PE, Ring
1 8284 Espana Necklace
CID#
DO NOT AUTHORIZE
CHARGES FOR E-SHOWS!
CARD
NO.
PRICE
BR 10.00
1 8028 Cherish Bracelet
DIRECTOR
)
TOTAL AMOUNT CHARGED
COLOR
30"
1 8028 Cherish Bracelet
BONUS ITEM TOTAL
F.S.I.B. NUMBER
LENGTH
SIZE
- Specify NK, BR, CE. PE, Ring
1 8412 Soft Suede Necklace
38.00
BONUS
PRICE
ITEM
#
QUAN
TEL. (
CHARGED
847 ) 239-1449
71.84
CID#
DO NOT AUTHORIZE
CHARGES FOR E-SHOWS!
5 6 7
See reverse side
0 0 0 0 0 1 0 1 0 1 0 1 0 1 01
EXP. DATE 08/10
CARDHOLDER'S INFORMATION (Must be completely filled in and signed to process credit card)
Deana Gorman
Columbia Way
Deana Gorman
CARDHOLDER'S SIGNATURE
NAME (print)
TEL. (
BILLING ADDRESS 3882
WHITE - ORDER FILLING COPY
PINK - DIRECTOR COPY
847 ) 232-1772
ZIP CODE 60120
YELLOW - GUEST COPY
Customer Order
Form with
credit card
information.
Order charged to a Credit Card
Completely fil out the charge portion of the order form. The form must be signed
by the customer.
34
(If the customer does not charge their order, remove the perforated charge
information portion of the order form.
PART 5
WE’RE IN
SHOW
BUSINESS
SAMPLE C
All information must be printed and complete
100 East Commerce Drive
Schaumburg, IL. 60173
www.jewelsbyparklane.com
HOSTESS ORDER FORM
HOSTESS NAME Susan Jackson
DATE 10/03/07
ADDRESS 100 Pleasant Avenue
TEL. ( 773 ) 239-3311
CITY / STATE Chicago, IL.
ZIP CODE 60613
YOUR DIRECTOR IS: Patti Lane
TEL. ( 847 ) 239-1449
CREDIT SELECTIONS
QUAN
1
1
1
1
ITEM
NO.
ITEM NAME Specify NK, BR, CE, PE, Ring
SIZE
LENGTH
COLOR
8224 Rock-on bracelet
10093 Mandalay Necklace
10095 Mandalay Pierced Earrings
10094 Mandalay Bracelet
*TOTAL HOSTESS CREDIT SELECTIONS
HALF PRICE ITEMS
QUAN
ITEM
NO.
ITEM NAME Specify NK, BR, CE, PE, Ring
1 10142 Margarita Ring
1 8154 Rock on Pierced Earrings
SIZE
COLOR
LENGTH
8
QUAN
=
+
+
=
=
=
z
z
z
ITEM
NO.
z
SIZE
LENGTH
ITEM NAME
COLOR
1 8120 Rock on Necklace
1 6743 Finesse Bracelet
1
REMEMBRANCE RING (10 orders)
#1 + #2
$101.98
TOTALAMOUNTPAID
B+E
- $101.98
TOTALAMOUNTDUE
C+F
=$0
HALF
PRICE
39.50
310.50
21.74
5.50
337.74
270.00
67.74
67.74
0
YOUR
COST
8.00
24.00
S
FREE
HOSTESS ONLY TOTAL (NON-COMM.)
SUBTOTAL
271.00
31.00
8.50
TOTAL HALF PRICE SELECTIONS
CREDIT & HALF PRICE TOTAL
A SALES TAX (If Any) 7%
122027-6
INSURANCE & TRANSPORTATION
SUBTOTAL
to exceed Total
TOTAL NO. OF ITEMS
9 *NotHostess
*LESS HOSTESS CREDIT
Credit
Selections
SUBTOTAL #1
TOTAL SALES TAX A + D $________
B AMOUNT PAID
C BALANCE DUE
THANK YOU AWARDS & HOSTESS ONLY ITEMS
F.S.I.B. NUMBER
PRICE
37.00
88.00
58.00
88.00
D SALES TAX (If any)______%
z
SUBTOTAL z
E AMOUNT PAID
z
F BALANCE DUE
z
#2
+
=
=
32.00
2.24
34.24
34.24
0
Hostess Order Form
Jewelry selected with free credit is recorded in the first section of the order form.
Half-price items are recorded in the second section. “Hostess Only” purchases are
recorded in the third section.
The first and second sections are added together while the third section is
calculated separately.
35
PART 5
WE’RE IN
SHOW
BUSINESS
follow-up after the show
Following up with a hostess and the show guests AFTER the show can bring
about some additional business. Here are the types of situations which can result in additional orders and bookings:
• Follow up with a guest who did not place an order
• Follow up with a guest who was invited but was not present at the show.
• Follow up and call any guest who placed an absentee order. This guest might want to
have a private showing or book a show for more jewelry.
• Call any guest that showed interest in dating a show, but did not make a firm commitment.
• Send the hostess a thank you note. Remind her that she will still receive credit for additional bookings, dated and held within 30 days of her show.
• Call the hostess AFTER she delivers the jewelry to her guests to see if there was any
further booking interest.
• Re-date the hostess for next season!
The park lane gift c ard
Ever had a “big-spender” at your show, but they wanted so
much that they needed extra time to think and figure out their
order? … Or a jewelry-lover that popped into the hostessʼ home,
but couldnʼt stay? How about a customer who was in search of
the perfect Park Lane present, but wasnʼt sure what jewelry the
intended recipient would like?
The solution to all the above, is a Jewels by Park Lane Gift Card. Available in any denomination, $10.00 or more.
When your customer wishes to purchase a Gift Card, they complete an order form; pay the tax,
and the initial insurance/transportation. At the point of sale, the Gift Card purchaser is entitled to
select matching value bonus item(s) provided their order totals $30.00 or more.
·The standard insurance/transportation fee must be paid on an order for a Gift Card. It covers the
processing of the card and the accompanying catalog as well as the shipping on the purchaser’s
matching value bonus item(s).
Whether ordered to use as a present, or for their own future use, the customer’s Gift Card is “activitated” at the office with the specified monetary amount, slipped into a beautiful, diamond-shaped
silver metallic sleeve, and returned to them accompanied by a catalog and a blank order form.
The Gift Card will have a computerized-code number so that it may be redeemed with the company on the paper order form, applied to a faxed or phoned-in order. The redeeming
customer simply provides the card number, and the amount of their order is deducted from the
card automatically. The balance, if any, remains on the card and does not expire.
36
The park lane gift card
The Gift Card informs the recipient that the purchaser has paid the sales tax. The recipient’s only
cost will be the insurance/transportation fee and any overage (plus tax on any overage).
PART 5
WE’RE IN
SHOW
BUSINESS
In addition to sales at shows, consider the limitless
ways to market Gift Cards.
Here are a few suggestions:
· Employer gifts to secretary / assistant / staff
· Employee incentive rewards
· Fund-raiser – Easy for kids as well as adults!
· Men’s Organization
· Women’s Club
· Customer order “leverage”. A customer wishes to obtain a certain
priced item as their bonus item, but their order total isn’t up to the
amount they need to spend. They may purchase a gift card in the
amount that will increase their order to the level it has to be (minimum
$10.00) and then redeem the card at a later date.
With this super enhancement, Park Lane provides you with the
means to create and capture additional sales opportunities.
IMPORTANT FACTS ABOUT GIFT CARDS
Gift Cards:
· Are for sale only. May not be issued with hostess credit.
· Count as an order for the hostess.
· Cannot be selected as a $12.00 bonus item.
· Are available in any amount, $10.00 or more.
· Must be paid in full at the time of order. No COD’s.
· May be paid for by credit card.
· May be selected along with an order for jewelry and combined to arrive at the
order total.
· Cannot be used to select ‘Hostess Only’ merchandise.
· Commission is paid on the base amount of Gift Cards at the time of sale.
When redeemed, if the customer exceeds the amount of the card by $10.00 or
more, the director will be paid on the overage.
VERY IMPORTANT!
Gift Cards must be redeemed directly through the Company by mail, fax, or telephone.
They cannot be redeemed at a show and/or through a Director because commission and
hostess credit were previously issued at the original point of sale. Directors in the field cannot
debit the card, therefore cards may only be redeemed by the Company.
37
PART 6
WE ARE IN THE “BOOKING BUSINESS”!
BOOKINGS
Bookings will make you a STAR! In Park Lane, we are in the “BOOKING BUSINESS”!
We are in the business of securing booking dates! Bookings are the “life blood” of our
business.
You offer a valuable service to today’s consumer...
In-home / In-office shopping with personal customized attention.
The following are different types of “bookings” (datings/appointments) you can acquire.
A “booking” is a time, a date, and a place to show your jewelry! There are various venues
that will allow you to show your jewelry best. Your Park Lane business will work best
when you can work with a hostess; someone who agrees to open her home or business,
invite a few friends together, serve a light refreshment and allow you to show your jewelry!
This “show” setting is optimum for a successful show. In Park Lane, we have various
forms of bookings and terms that we use to differentiate between the types of shows that
we may conduct. Below are a few definitions of booking types:
SHOW BOOKINGS
Entice show guests to schedule their own show by explaining the Five Star Hostess plan
and hostess specials. Make guests aware of the booking awards their hostess is working
for and how they can help her by “booking” a show in their home or office.
CREATIVE BOOKINGS
Advertise by wearing your jewelry everywhere you go! Turn a compliment into future
business by explaining how they can earn jewelry for free by hosting a show. Talk about
what you have to offer and you will consistently add new chains of shows to your calendar.
CATALOG BOOKINGS
Although gathering absentee orders to create a “show” is allowed, catalog bookings will
never replace “live” shows. They can, however, generate additional sales. First, book as
many “live” shows as possible. Then, as a final approach, ask the prospect to work on a
catalog show. Review the customer bonus plan, order-taking, and payment requirements
with the catalog hostess. Set a deadline to collect the orders, payment, and hostess
credit selections.
PERSONALS
Suggest a one-on-one showing to a person who resists hosting a show. Private “personal” showings appeal to many professionals who need jewelry but have limited time to
entertain and prepare for a show. To increase the results of a personal appointment, suggest that the client invite a couple friends / associates to join her for an informal showing.
OFFICE SHOWS
When the majority of a hostess’ guests will be people she works with, it may be more
convenient for her to host the show at her office. Suggest an after-work party or a
lunchtime “stop and shop.” Suggest a “ladies Night Out” which could be held after work,
at the office or a restaurant nearby.
38
PARTNER SHOWS (Dual Hostess Shows)
Sometimes a guest hesitates to book because he/she feels that they don’t know enough
people, their home is too small, they are afraid that they will fail to hold a successful show,
etc. By suggesting that they host a show along with a friend, you reduce their concern
and increase their confidence. They know that a friend will be working hand-in-hand with
them to share in the responsibilities. Credit for a dual show is calculated as if it is a single
booking, they can divide the awards or each hostess can earn separate credits.
PART 6
BOOKINGS
FUND-RAISERS
Clubs, churches, schools and organizations can earn cash instead of credit by hosting a
Park Lane fund-raiser. The company allows a cash award equal to 15% of the net sales
instead of hostess credit. Directors may decide to contribute additional cash from their
commission/profits if the fund-raiser hits specific goals established by the director. The
approach to organizing each fund-raiser should be customized to the group. Ask your
manager for assistance when planning your first fund-raiser. Refer to Part 13 for more information on Fund Raisers.
EXPOSITIONS AND FAIRS
Seize every opportunity for exposure. See people and let people see you! Set up a display at a booth and talk to people about Park Lane as they pass by. Smile, be friendly and
enthusiastic. As they approach to fill out a drawing slip, engage them in conversation.
Most business generated from a fair/expo will be secured after the event by calling the
leads on the drawing slips. Following up IMMEDIATELY after the event is a key component for success.
THE BOOKING TALK
As explained in Part 5, the “Show Business” section, there is a time slot in the show sequence to talk about the advantages for a guest to book a show. That is the third part of
the show sequence. Remember that we are in business of “securing booking dates”! During this section, you can say something like, “by now, I am sure that you may have seen
lots of jewelry that you like; perhaps more selections that you intend to order tonight
(today). This is known as the “assumptive” approach; that is to say, you are assuming that
the guest will be ordering and you want them to think about booking a show to obtain
everything that they like. You are “planting the seed” for them to consider hosting a show
of their own. Directors in Park Lane, will eventually want to prepare a “three minute commercial” for booking a show. This is the time in the third part of the show sequence where
they introduce the idea of hosting a show to receive lots of free jewelry. Park Lane suggests that by doing a booking talk at this time, you merely “suggest” the idea of booking a
show. A goal that you should have for each guest is to “buy AND book”! You will want
each guest to place an order AND book a show. That is the ideal combination and entirely
possible when you harness the power of the Hostess Plan.
Here is an example of what you might say as a “booking commercial”:
“By now, I am sure that you may have seen lots of jewelry that you like; perhaps more selections that you intend to order tonight (today). So why not consider becoming a Park
Lane hostess!! It’s so easy! A pot of coffee...a plate of cookies. Just invite a few friends
in and you can earn an entire wardrobe of new accessories! Dating a show adds tremendously to _(hostess name)__’s credit for her free jewelry. Why not plan a “ladies’ night out”
with friends, fashion, and FUN! I do office shows as well as home shows. We can plan a
fundraiser or a fashion show for a club or organization. Or, you may want to co-host a
party with a partner. On question number three (of the Door Prize slip) you can indicate
what sounds best to you. Later, when I’m helping you with your order, I can give you more
information and show options.”
39
PART 6
BOOKINGS
REVIEW THE HOSTESS PLAN
You might, at this time, also want to review the FIVE STARS of our hostess plan. This is a
time where you can give more specific information about the ways that a hostess may
earn free jewelry. You can pass out the Five Star Hostess brochure or simply review the
five parts to the plan. Here is some suggested verbiage:
“Star One is the ‘Thank You’ Award. Just return the guest list to me within three days, and
you can choose one of these designer items for just $8.00! Some of the items are valued
over $89.00! Just a qualified list and you’ll receive your favorite item for only $8.00!
Star Two rewards the hostess with $20.00 in credit for every single order! Absentee orders count as well as orders placed at the show. For example, if this was your show, you
would receive (count the guests) 8 orders X $20.00 each......that’s $160.00; plus say you
had four orders from friends and co-workers who were not able to attend. That’s another
$80.00... for a total of 12 orders equaling $240 in free shopping credit!
All you have to pay is the tax! You can go shopping throughout the catalog and choose
your favorite items absolutely free!
You can also earn a Remembrance ring or earrings as your bonus gift for reaching the
TEN order level.
Star Three automatically offers you, your choice of any four in-line items at HALF-PRICE!
On Star Four, you may make up to four selections from the fabulous “Hostess Only” collection of jewelry and watches featured in a special section in the back of our catalog.
(Show examples of this collection - items and/or photos). As a hostess you have the privilege of shopping at the special discounted price! Be sure to ask me how to qualify to receive items from our exclusive “Hostess Only” collection.
The Fifth Star rewards a hostess when her guests decide to date their own shows. When
three of you hold a show in your home or office, our hostess will qualify for a $200 shopping spree for just $20.00, plus her choice of a Three Booking Gift. (Show examples of
this collection - items and/or photos.)
For her first booking, we award a hostess $50 for a $5.00 fee. For the second booking,
she receives another $50 for $5.00. And when the third show is held, the award is another $100 for just $10.00! Fifty plus fifty plus one hundred...That’s $200 in shopping after
three bookings are held!”
Remember, that we are in the business of “promoting” booking dates. One show should at
least yield THREE new bookings. You will want to keep this formula in mind for continued
success: One show = three bookings! In other words, you should work with your hostess
and guests to produce at least THREE new dated bookings within 30 days of the original
show. This way, you will help your hostess received EVERYTHING Park Lane offers a
hostess AND you will help yourself to create a continued source of shows!
40
LEARNING TO OVERCOME “Booking Objections”
When doing a show and approaching people to book with you, it’s important to remember to expect some objections. These people aren’t necessarily saying ‘‘no’’ to you, but they are explaining a reason that they think could stand in their way of having a successful show. One of the
biggest reasons people hesitate to book is that they are afraid their show won’t be up to their, or
your expectations.
Our job is to alleviate the fears of the potential hostess and let her know that in spite of whatever
she thinks would be a problem, we can still have a show. The truth of the matter is that with Park
Lane’s generous incentives, even a show that barely qualifies will net our hostess a very nice
amount free jewelry. Often, if a show is less than average as far as dollar amount, chances are a
booking will come from it that could lead you into a vast expanse of new volume, or a recruit
could be generated from that show ... so any show, large or small, is certainly worth having.
PART 6
BOOKINGS
To build confidence and to become a proficient ‘‘booker of shows’’, it’s a good idea to become familiar with the most common reasons people hesitate to book. Remember, for instance, if a
prospect says, ‘‘I’m too busy’’, what she is really saying is, ‘‘If I wasn’t so busy, I’d have a show.’’
Or, ‘‘We’re going to be out of town.’’ In this instance what you should hear is, ‘‘If I weren’t going
out of town, I’d love to have a show. If you are hearing the positive side of her objection, it will be
much easier for you to help her come up with a solution. Also, some objectives can be avoided
by addressing them during your booking talk. For example: ‘‘One of the courtesy services I provide for all my busy hostesses is to send a lovely invitation to each of the people on your guest
list for you.’’
Following is a list of the most common reasons some people hesitate to book, and appropriate
responses you can learn, to help them see that you can work with them to select a time for them
anyway.
1. I’M TOO BUSY...
I’m happy to hear that, for I’ve found that busy people always get things done. You know right
now I only need two (2) more shows to win a trip - one large one and one small one. Do you think
you could have just a small show? You could still earn a lot of free jewelry and help out our hostess and me at the same time.’’
Note: You may want to make a little small talk and find out what she’s ‘‘too busy’’ doing. Perhaps she normally works part-time and for the next week. she’s putting in full-time so is feeling
overwhelmed. If she knows she doesn’t have to date for the immediate week, she may be more
receptive. If she already works full-time, perhaps you could suggest an evening show, a happy
hour show (5:00 to 7:00) or a weekend show. If she’s too busy to put her home in order before
the show or to prepare refreshments, you could suggest a co-hostess show with one of her
friends, particularly if she came with someone to this show. The show could be at her friend’s
home and she could provide a simple dessert to serve. Be sure to let her know that you will help
by sending out the invitations.
2. WE’RE GOING OUT OF TOWN...
‘‘Oh, how wonderful! Are you going to go someplace exciting? Are you going on vacation or a business trip?’’ (Be interested in plans because generally people love to talk about themselves.) ‘‘How
long will you be staying?’’ (By finding out how long she will be out of town, you can then suggest
a time for her show when she gets back.) ‘‘Let’s see, since you will be gone for about 3 weeks,
and I’m sure you’d like a few days to unpack and do some laundry, etc. why don’t we tentatively
schedule you for ______________. By dating tonight, I can give our hostess credit
for your booking. Would the beginning of the week or the end of the week work best for you, etc.’’
NOTE: The main thing here is to let her know you can work around her schedule so both she and
the hostess from this show can benefit.
41
PART 6
BOOKINGS
.3. I REALLY DON’T KNOW ANYONE TO INVITE...
Note: Here you might want to ask her if she belongs to any clubs, a church, or if she’s met
anyone in her neighborhood. Sometimes, we get this response if she is attending a show with
many ladies present and she may be feeling that she, too, would be required to have a houseful. We need to assure her that even a few people around a kitchen or dining room table would
be terrific.
‘‘I can’t think of a better way to meet some people than to have a small fashion show in the
comfort of your own home. You could invite a few neighbors or the mothers of some of your children’s friends. Maybe your children’s teacher would be interested. I know most teachers wear
jewelry. Perhaps your hairdresser would be interested, since fashion is an important aspect of
the beauty business. Also, perhaps you could invite one or two of the ladies from your church.
They would probably appreciate getting to know you better too. If you like, when we send out the
invitations, we can invite everyone to bring a friend. That way you can meet other people too. Actually, if you even had just a few people around your kitchen table, ‘‘I’d love it. It would be like an
evening off for me and I can still give tonight’s hostess credit.’’ (Proceed to narrow it down to the
date, time, etc.)
4. MY HOUSE IS TOO SMALL...
Note: Generally we get this response if the home where tonight’s show is being held is quite
large. Your prospect may feel inadequate, so again, you must make her feel like what she has
to offer is exactly what you want.
‘‘Well, we could do one of two things ... either we could just have a few people around your
kitchen table, or if you’d rather, perhaps you and one of your friends could go together on a
show and it could be at her home and you could provide the dessert.’’ (If this isn’t acceptable,
why not give her a catalog and encourage her to have a catalog show, especially if she works
in an office or place where there would be a lot of prospects for outside orders. Let her know you
could give her the same amount of beautiful jewelry for her catalog show as if she had a live
show. When dating a catalog show, it’s imperative that you do a thorough job of Home Hostess
Coaching so she knows exactly what to do and has the proper tools to do it.)
5. MY HUSBAND WON’T LET ME...
Note: The first thing to do here is to find out exactly what her husband objects to. Maybe, he’s
worked hard all day and finds it inconvenient to be booted out of his favorite TV spot for the
evening. Perhaps he has an objection to people being invited to his home to ‘‘buy’’. Maybe, his
wife has had other shows and had an undesirable experience or not received enough merchandise to make it worth her while. Whatever the case may be, once you know his real objection, it’s easier to find a solution to the problem. You could suggest having it at a time he’s not
home so his privacy isn’t interrupted, or again to have a show with a friend at the friend’s home,
or a catalog show.
‘‘He won’t let you! Why does he object to your having a few ladies in your own home?’’ (Wait
for her response) ‘‘Oh! I can understand that. Well why don’t we see if there is some way we can
work around this because I know you’d love to earn $200 to $300 in free jewelry and help our
hostess too. Maybe we could have your show during the day or on an evening your husband
plans to be gone anyway. Perhaps we could have your show in the living room if he likes to have
the family room to himself. Why don’t we have it at a friend’s home... surely he wouldn’t mind that.
(These are all responses that you can make. If her husband objects to inviting people into his
home to buy, you might say the following...) ‘‘Let me ask you Sally, did you purchase anything
tonight that you didn’t want? I certainly hope you didn’t feel any pressure to buy tonight!’’ (Usually, they assure you that ‘‘Oh no’’ they didn’t. So you can go on to say...) ‘‘Well, your friends will
only buy if they choose also. Generally, if someone isn’t in a position to make a purchase, they
don’t attend so don’t worry about that. I will make sure your friends feel comfortable about their
visit to a fashion show at your home and that they get the most for their money too!’’
42
6. WE’VE HAD SO MANY PARTIES IN OUR NEIGHBORHOOD ALREADY...
Note: First of all, this is a good sign because it means the people there are very receptive to
home show shopping and they love to do this kind of entertaining. Secondly, there probably haven’t
been any jewelry shows and even if there were, rest assured, jewelry wouldn’t have been Park Lane
quality!
PART 6
BOOKINGS
Great! It sounds like your friends love this type of entertainment. Maybe I could do something a
little unique at your show such as showing some attractive scarf ideas, etc. Since your friends enjoy
parties, they’ll love coming to a Park Lane show and shopping to their heart’s content and receiving
the personalized attention that they can only receive at a home show. The best thing to do though,
would be to date it as soon as possible before someone else in the neighborhood books.’’
7. MY FRIENDS DON’T HAVE ANY MONEY...
Note: People have a tendency to judge other people’s pocketbooks by their own so it’s important
to turn this into a positive.
‘‘You know Sally, that’s why Park Lane is so perfect because we have jewelry for absolutely everyone’s taste and everyone’s pocketbook. The specials we have enable people to have our jewelry without spending a fortune. Why, even our most expensive pieces can be purchased for only a few dollars
when utilizing our super savings plan so we can really appeal to the price conscious consumer. Actually, you’d be saving your friends money by allowing
them to shop at your home. If there was more in our line that they wanted but couldn’t afford, perhaps they could be booking for you and Park Lane’s generous booking allowances could be yours,
while your friends could receive our generous hostess allowances. Besides, we’d have a great time!’’
8. IT’S HARD TO GET US ALL TOGETHER AT ONE TIME BECAUSE MY FRIENDS AND I
WORK DIFFERENT SHIFTS...
Note: This is a perfect prospect for a catalog show or perhaps a weekend show. Also, you might
try bringing the show to them. If they work an 11:00 p.m. to 7:00 a.m. shift, for example, perhaps you
could set up ‘‘open house style’’ in the lounge or cafeteria as one shift retires and the new shift begins. Your contact person or hostess could let her friends know in advance so they could come to work
a bit early to see your display and place their orders before their shift started.
9. WE’RE REMODELING AND MY HOME IS A DISASTER...
Note: This could be the exact reason many of her friends might enjoy coming to her home when
the project is completed. ‘‘Oh! How exciting! Which room(s) are you re-doing? What colors are you decorating in?’’ (Be interested in her project and let her tell you about it. Most people love talking about
their home.) ‘‘How long have you been working on it? I’ll bet you’ll be glad when you can put your
things away again.’’ (Many times by asking questions, you can tell when they anticipate finishing the
project so you can proceed with the solution...)
‘‘Well Sally, I’ll bet your friends would love to see your lovely kitchen when it’s finished so why
don’t we have a celebration party when your remodeling project is completed. Let me give you time
to get rid of the sawdust and the boxes and to get your things all organized. Why don’t we date your
fashion show for either _____________ or ____________.’’ If this isn’t acceptable, you might again
suggest the co-hostess idea or a catalog show.
10. NONE OF MY FRIENDS REALLY WEAR JEWELRY...
Note: At least not that she knows of. Perhaps she hasn’t seen them go to the office or out for
the evening. Or, maybe they haven’t had an opportunity like a Park Lane jewelry fashion show to become acquainted with what jewelry can do for them.
‘‘Well, what a wonderful opportunity for them to have a chance to see how it can make them both
look and feel better. Generally, the reasons people don’t wear jewelry are either because they don’t
have much or what they do have is outdated and they no longer like it. Maybe, they don’t feel they go
places to warrant wearing beautiful jewelry. Park Lane jewelry is so very versatile that it can be worn
for everyday and with even the most casual outfits. Also, it really does make one feel better about their
appearance because Park Lane jewelry always brings compliments. Nothing makes my day better
than when someone compliments me on my appearance. Why don’t we have a little Park Lane gettogether so your friends can preview our jewelry. Surveys show that jewelry is among the top 3 gift
items and I’m sure your friends have occasions that they need gifts. You’d be doing them a big favor
by introducing them to Park Lane’s quality jewels.’’
43
11.
PART 6
BOOKINGS
WHENEVER I HAVE HOME PARTIES, THEY NEVER TURN OUT...
Note: It’s important to identify with this prospect and realize if we were in her shoes, we’d feel
the same way. But remember that when she says ‘‘they don’t turn out’’... by whose standards?? With
many direct sales companies, you need a mega show in order to get even a token of appreciation so
perhaps her shows were fine, but she still didn’t benefit very much. Our aim is to show her how even
with a small show, she will gain many beautiful jewelry items.
‘‘Oh Sally, my Park Lane shows are so much fun and the people just love the jewelry. I’ll really
help you have the most pleasant and rewarding show possible. I will make sure everyone of your
friends has a beautiful invitation. Also, I’ll spend time with you prior to your show to teach you how
to have the most successful show possible. We call that Hostess Coaching and I’ll give you all the tips
and hints I’ve learned to make your show exactly what you want it to be.’’
12. MY SCHEDULE IS SO CRAZY, I DON’T KNOW WHEN I CAN BOOK. LET ME THINK ABOUT
IT AND CALL YOU...
‘‘I know just what you mean Sally and I think that is a great thought. But, I’ve got an idea!
Let’s set a tentative date and then when you get home and check your schedule, call me and
we’ll firm it up. Or, better yet, since my schedule is really crazy, let me call you. By setting the date
tonight (even though it’s tentative), I can count it for our hostess. I am flexible though and I promise
if the date you selected won’t work, we can certainly reschedule it the beginning or the end of the
week? Etc.
13. THESE ARE PERHAPS THE MOST FREQUENT USED OBJECTIONS YOU WILL HEAR. It is
important that you don’t feel personally rejected when customers hesitate to book. When putting yourself in their place, you will remember times when you didn’t book as a home show guest and probably not even remember why. Many times it’s simply the mood we are in ... sometimes we are
overwhelmed with situations in our lives, while other times we are very receptive and excited to book.
The ladies at your shows are just the same. Whether they book or don’t book depends largely on if
we do a fun and informative show and if we can sell ourselves, but if we have done all that and a
prospect still doesn’t book, then perhaps she is just not receptive and another time and place will find
her in a different frame of mind.
Never push, but always cheerfully and sweetly overcome any objections by being helpful, not
overbearing. Never make anyone feel guilty for not booking, only that they will be missing out on an
‘‘opportunity of a lifetime’’. Remember, that being a hostess and earning all the free jewelry that she
can possibly earn is like ‘‘winning a sweepstake!’’ Truly, there are not many opportunities that a woman
can earn so much for so little and have fun doing it.
Many of these objection responses can be used for other objections because the general format is the same. Become familiar with these and at ease using them and your bookings will double
and triple. Don’t take the first objection or even the second as a “no’’. Be helpful and courteous and
book, book, book.
There are several kinds of shows you can suggest and one or more will fit into any situation you
come across...
1. Regular fashion show
2. Co-hostess fashion show
3. Catalog show (absentee order show)
4. Multiple hostess fashion show (usually done at your own home or a local restaurant
and involves anyone who would like to earn free jewelry but cannot do any of the first
three.)
44
We are in the Park Lane business of obtaining
SALES, BOOKINGS AND RECRUITS!
Recruiting or sponsoring others is an important part of your Park Lane business!
Sharing the Park Lane opportunity with your family, friends, hostesses and show
guests is something that will become quite natural as you build your business.
Sharing the perks of Park Lane will be an important part of the show outline. As
stated in Part 5, “Weʼre in Show Business”, you will want to prepare a “recruiting
commercial” that you can share at each and every show. Be ready to share a 3-5
minute information talk about the highlights of the Park Lane program with the
guests at your show. Here are some suggestions for The Recruiting Talk:
PART 7
SPONSORING
THE RECRUITING TALK
Present your opportunity “commercial”. Advertise that you are looking for new Park Lane directors.
Assume that each guest may know someone for whom Park Lane would be perfect or someone
who would be perfect for Park Lane. (The “someone” might even be themselves!) The “Designing
Your Presentation” cassette provides additional suggestions. (Order cassettes/CD from the supply
department)
Use the $50 recruit Referral Reward certificate to encourage guests to recommend someone to
Park Lane. Take a wrapped prize for a “referral” drawing for those who recommend a director candidate, or give extra “tickets” for the main drawing. They can write their referral on a $50 Referral Reward certificate or on the Door Prize slip.
Have them fill in the top of the Door Prize slip with their name, address, phone, etc. Wait until they
complete the section before you continue.
(Referring to the Wish List) “Question number one is my favorite topic...my Park Lane business!
Right now Park Lane is in an expansion campaign in this area and the surrounding communities.
We are looking for new directors. I’d like to ask you to help me” talent scout.”
This is a fabulous job that can easily fit into any schedule because it’s flexible. You’re in business for
yourself, so you decide the hours you want to work. A lot of our directors have a full-time job, so
they do Park Lane part-time...just one or two times a week. Even as brand new directors they are
earning an average of $90 to$100 or more each time they hold a show. That’s just the beginning!
It’s easy to step up the ladder and step up your earnings!
You may want to utilize the Park Lane Flip Chart (Order from the supply department, sku#9954,$5.00 each) You can
easily “flip” through the pages of the Flip Chart and create interest in finding out more about Park
Lane. You could say: “Please help me. Think about who you know that might be interested in a
part-time position with Park Lane.
• Who do you know who....
• Has an enthusiastic personality…
• Has a flair for fashion and glamour.
• Is a jewelry-lover.
• Has too much MONTH at the end of their money.
• Needs to earn more income than their full-time job pays.
• Would like to be their own boss.
• Would like to win travel trips, diamonds, designer clothes and coats.
• Has experience in this type of sales.
• (We consider experienced people for placement into management positions.)
For every name you refer you will receive extra chances in the drawing. You can even recommend
yourself! Should the person you refer join and qualify as a Park Lane director, you will be awarded
a $50 shopping spree! Recommend one qualified director...receive $50 in free jewelry. Recommend two people and you’ll get $100 in FREE jewelry. Recommend three people who qualify and
you’ll receive $150 in free credit!
When you refer someone, of course you’re not obligating them. Actually it’s a compliment that you
think they’d make a great Fashion Director!”
45
PART 7
SPONSORING
YOU WILL FIND RECRUIT PROSPECTS
AT YOUR SHOWS!
Ask for, and expect feedback. Who do they know? Keep making suggestions. Tell them
that you will give them program information to take home. Encourage questions about
your job....or make statements like:
“It’s really easy to get started. Actually, the company sets you up with a complete jewelry
sample kit that you own after you conduct about two average shows. There’s no inventory
investment. No jewelry to stock.
No packing, sacking, delivering or collecting...the company handles all the delivery. All
you do is show the jewelry. There are so many extras, perks, prizes, awards and recognition. You will make a lot of new friends. It’s great to be around positive, uplifting people.
This is your own home-based business where you are in control...you call the shots!”
FOLLOW UP ON YOUR RECOMMENDATIONS!
What to say to the Recruit Recommendations:
“Hello —prospect’s name—. This is —your name— with Jewels by Park Lane. How are you?”
“This week / last night—at my fashion show, a mutual acquaintance of ours, —recommender’s name—recommended that I call you. She thought you might be interested in Jewels by Park Lane and what we have to offer.”
“She said that you”...
• have a warm, bubbly personality!
• have a real flair for fashion!
• are enthusiastic and a real people-person!
• had mentioned that you were looking for a part-time job.
• love jewelry!
• have experience in direct sales.
“Our company is in an expansion campaign in your (this) area. We are looking for fashion directors.
Are you currently working outside the home?” “Full-time or part-time?”
Continue to talk with the prospect about her work experience, family, etc. Ask questions. Try to identify how Park
Lane may be able to fill her needs.
If she has small children...
“Our opportunity is flexible. You can customize your schedule to work around your family obligations.”
If she already has a job...
“That’s fine. Many of our directors work elsewhere full-time, and do Park Lane on the side. In fact, most of us
find that we can make more money in Park Lane part-time than we do in our full-time jobs.”
If she says she can’t sell or she has never done anything like this before...
“I understand how you feel because initially I felt the same way. But, I found that it was really easy to follow the
training, plus everyone is very supportive and helpful.”
“I would love to meet you and show you our line and share the details of our program. I can bring you a catalog
and some literature about the company. Then, if you like what you see and hear we can take it from there,
okay?”
“If we were going to get together this week, which would be better for you, Wednesday or Friday? Are you available during the day, or would early evening be more convenient? Would you like me to come to your home, or
meet you at a nearby restaurant?”
Attempt to schedule your meeting at a time and location where you will not be interrupted.
Remember, that there are people everywhere who would LOVE to hear about Park Lane. Take every
opportunity to share the Park Lane Opportunity! Share Park Lane with others and reap the rewards!
46
JEWELS BY PARK LANE 5 “I”
RECRUITING CYCLE
PART 7
SPONSORING
The 5 “I” program is Park Lane’s RECRUITING CYCLE. Learn this
cycle and repeat it regularly. This is success formula by which you
can “guarantee” a new recruit a successful start. Teach your team
how to use this cycle in starting their new recruits.
INTEREST –This is the first step, whether you are dating a show or creating interest in a
recruit prospect. Explain how to create interest- obtain names & phone numbers-set personal appointments to preview jewelry. Interest can be created by wearing the jewelry. It
can also be created by becoming experienced in making friends, networking and seeking
people who might like to do what you do.
INTERVIEW – Learn how to share the Park Lane Opportunity by using “Realize Your Best”
booklet. Tell the story and show the jewelry. Bring the interview to a close and utilize the
“Start Up Plan” to help the new recruit program their calendars for success. The “Start-Up
Plan” will take the new recruit, step-by-step, through the process of how to start their new
Park Lane career and how to set up a plan for success. The new recruit should be guided
through the “Start-Up Plan”. Spending time with the new recruit in scheduling the first
month will be time well spent. A new recruit deserves clear direction and guidance. Success will follow.
INTRODUCTORY SHOW –Explain that the introductory show is conducted for new recruit
by a manager. The new recruit is to be coached as a hostess and may enjoy the free hostess credit plus the profits from the show sales (first $500 will satisfy the cost of the kit) Goal
is maximum sales ($500+ net sales) and 6 bookings to be dated within the first 2-3 weeks
of new recruit’s calendar. Agreement is to be sent to the company along with the first
show(s)
INITIAL TRAINING CLASS – This is an organized class which is held for new recruit’s after
the introductory show has been held, the qualifying sales have been obtained and minimum
6 bookings have been dated. The class should be taught by the lead manager and held
weekly at the same time and in the same place each week. Class should take approximately 3 hours and covers customer, hostess & director programs. Also covered is how to
conduct a 5 part show. New recruits should learn how to write up a customer order and a
hostess order. The new specials for the current month should be reviewed. End with a
challenge of what is happening for the current month. Kits should be issues at the end of
this class to qualified directors.
INITIAL PAPERWORK CLASS – This class should take place about a week after the ITC.
Cover just the basics of the paperwork; processing a show (including completing the FSIB/
order summary form), explaining myparklane.com on-line order-entry system, completing
a customer exchange form, a contest form, tracking and claiming the super start program.
Don’t overload new directors with paperwork. Set up a “contact” time for new directors to
talk weekly with the lead manager.
47
PART 8
MYPARKLANE.
COM
SUBMITTING YOUR ORDERS
Jewels by Park Lane will process your orders on a daily basis (Monday-Friday) as received. It is advisable to submit orders and shows as soon as possible for a variety of
reasons:
• Customers are anxious to receive their jewelry, so orders should be submitted immediately to avoid any delays and customer disappointments.
• It is the duty of every director to advise the hostess that you will be collecting any
monies due on orders at the show and closing her show immediately after it is held.
• Submitting orders and shows on a regular basis is good time management and will
ensure that jewelry is received in a timely manner by guests/hostesses.
• By submitting orders/shows immediately, you will receive profit checks sooner.
• All orders in by midnight Wednesday CST (commission day) of any week will be included in the profit checks sent out by the company on Friday.
Learn to close your shows as soon as possible after they are held. This will ensure rapid
processing by the company. You may submit your shows and your orders on a daily
basis, as opposed to saving them up and submitting them weekly.
There are a variety of ways to submit orders and shows to Park Lane.
You may mail your orders.*
Your may fax your orders.*
You may enter your orders on-line via myparklane.com (preferred method).Either Gold or
Platinum membership in myparklane.com entitles you to enter orders on-line.
If you are a myparklane.com PLATINUM subscriber, customers may place orders directly
on your “webpage” at any time. You will automatically be paid a commission on any orders placed through your “webpage”.
*A 4% credit card usage fee applies and will automatically be
deducted from the Director.
48
PART 8
myparklane.com
Agreements for Fashion Directors can be entered on-line.
MYPARKLANE.
COM
After clicking “new F.S.I.B.”, the first page (shipping information) offers the
option of submitting an Agreement.
Simply check the box marked “Director Agreement” and complete the required information. The
Agreement will be submitted after the show is successfully submitted.
NOTE: If the corresponding F.S.I.B. is also the Intro Show, the box marked “Intro Show” MUST BE
CHECKED. On-Line agreements are for Fashion Directors only. All levels of management and all
promotions, require a faxed/mailed Agreement.
49
MEMBERSHIP CHOICES
PART 8
FREE MEMBER-
MYPARKLANE.
COM
• View and print on-line: customer/ hostess/ director specials, monthly new issue brochures, contest
flyers, and The Network
• Order supplies on-line
• Check product status using Outlist
GOLD MEMBER- ($50/yr fee)
• View and print on-line: customer/ hostess/ director specials, monthly new issue brochures, contest
flyers, and The Network
• Order supplies on-line
• Check product status using Outlist
• Instant on-line FSIB submission
• Save, store & finish FSIB's at your convenience
• Approve credit card orders automatically
• Track shipment and delivery information
• Unlimited email support
• Phone support for FSIB related questions
• ELIMINATE the 4% credit card surcharge by using on-line order processing
PLATINIM MEMBER- ($150/yr fee)
• View and print on-line: customer/ hostess/ director specials, monthly new issue brochures, contest
flyers, and The Network
• Order supplies on-line
• Check product status using Outlist
• Instant on-line FSIB submission
• Save, store & finish FSIB's at your convenience
• Approve credit card orders automatically
• Track shipment and delivery information
• Unlimited email support
• Phone support for FSIB related questions
• ELIMINATE the 4% credit card surcharge by using on-line order processing
• Receive benefits of www.jewelsbyparklane.com on-line representative search via name or zip
code
• Personalized myparklane.com web page
• Personalized myparklane.com email address
• Personalized business cards – a $50 value
• SPECIAL EXECUTIVE PRIVILEGE- Sr. Division & Vice-Presidents –
Free samples of monthly customer and hostess incentives!
50
HOW TO ENTER YOUR "FSIB" ON-LINE
1. Login to Rep Area at www.myparklane.com.
2. Click on "FSIB Login" button on left sidebar.
3. To create a new FSIB, click the "New FSIB" button on the navigation bar at the
top of this page.
4. The first form that will appear is "Shipping Info":
a. Enter Shipping Info in appropriate boxes.
b. Click on drop-down button to choose shipping method.
c. Enter your local sales tax rate as a decimal such as 6.75 (do not use the percent % symbol).
This will automatically calculate tax on each individual order that is added to this FSIB.
d. Check your information, and then click on "Update Shipping Info" button.
PART 8
MYPARKLANE.
COM
5. The second form that will appear is "Customer Details":
a. Enter Customer Info
b. Enter Product Selections (these are the regular price items) using the Item
number. If the Item number is not known, click on the "?" and select the
item number from the menu. The item name and price will automatically
be filled in once the Item number is entered.
c. Enter Monthly Specials, Bonus Items, and Gift Cards in the same way.
d. The Total Due will change as you enter each item.
e. Click on the Payment Type and enter appropriate information:
Supplied credit card only- use this option if the hostess/customer is paying
for his/her individual order with their personal credit card.
Bulk credit info only- use this option if entire order is being paid by one credit card.
Both- use this option if payment is a combination of the above.
f.
Check if all information is correct. Then click on "Update Customer
Details with Payment" button. A blank form will appear so you can enter
next customer's information. Once all customers' orders are entered,
checked and updated, click on "Hostess Details" button at the top of
the page. If you need to go back to a customer's order, click on that
customer's name where it appears next to the '"Add New Customer" button.
DO NOT USE green "back arrow'" in tool bar.
6. The third form that will appear is "Hostess Details".
a. If you do not have a hostess order to enter, click on "No" button.
b. Fill in the hostess information and show date. Hostess credit will
automatically update for you. Enter "Special Allowance" from the drop
down if applicable. A show must be at least $175 net to qualify for any
hostess credits.
c. Enter Credit Selections, Half Price Items, Monthly Hostess Specials,
Thank You Awards, Hostess Only Items, and Full Price Hostess Only
Items using the same procedure as entering Customer Orders in the
previous step.
d. Enter payment information using same procedure as for Customer Orders.
e. Check if all information is correct. Then click on "Update Hostess
Details with Payment".
7. The fourth form that will appear is the "Booking Claim Form".
This form is submitted only if you are claiming booking awards based on
a previous show, and the product is to be shipped with this FSIB. If you are not
submitting a Booking Bonus order, click "No" and proceed to Orders Review.
a.
Fill in requested information for Shopping Spree Amounts, Credit Selections, or
Three Booking Gifts.
b. List the show information for shows that you have held within 30 days of
the original hostess' show.
51
PART 9
COMPLETION OF AN F.S.I.B.
(Fashion Show Information Blank - Order Summary)
F.S.I.B.
Follow these steps to complete the summary form for submitting your show using paper
forms. There is an example of the summary form shown on page 52. Follow the numbered
steps to enter the necessary information before you submit your show.
Complete your customer and hostess order blanks and proceed to enter the information on
the FSIB according to the steps.
Once you have entered all of the information, submit the TOP three copies of the FSIB (with
the margin attached) along with top copy of the customer and the hostess order blanks.
Submit a money order for the funds you are submitting. Order forms and money order
should be inserted in a Park Lane “green & white” show mailing form and sent directly to
Park Lane.
STEP 1 - Complete the “Mail To” section. If the hostess is not home during the day, she
may choose to have the show mailed to a different address (work, neighbor, relative) so
that someone can sign for the delivery. If the address is a box number, you must also provide a street or road name to insure that the carrier will accept the package for delivery.
STEP 2 - Enter the show date or, if you are submitting non-show orders, enter the date you
made the sale in the “Date of Show” section.
STEP 3 - Orders will automatically be shipped as soon as possible. If an order needs special processing for rush delivery, boldly indicate your request both on the FSIB and in the
“Delivery Date Requested” section. Extra Director fees apply for Next Day or Second Day
delivery requests.
STEP 4 - Enter the “Number of Order Forms” including all customer and hostess order
blanks. Order packers double check this number against the individual packages in the
carton.
STEP 5 - Enter the hostess information on line 1.
a. Non-Commissionable - Total all Hostess Only purchases and special hostess promotional item purchases from the third and fourth section at the bottom of the hostess order
form. Enter the price only. Tax and insurance & transportation should be entered in their
own corresponding column.
b. Amount at Retail - Enter the credit and half price total from the first total line of the second section of the hostess order form.
c. Tax - Add together the tax paid on all sections of the hostess order form(s) and enter the
total.
d. Transportation and Insurance - Enter the $5.50 fee. The hostess pays this only once on
the original hostess order. If additional hostess forms are used, the fee can be crossed off.
If, however, the hostess places a customer order at her own show, she does pay the customer $5.50 transportation & insurance fee.
e. Indicate the total deposit paid by the hostess on her hostess order(s) in the column
marked Down Payment.
52
F.S.I.B.
PART 9
F.S.I.B.
SAMPLE
53
PART 9
F.S.I.B.
Step 6 - Beginning with the hostess (line one of the FSIB), and continuing with each individual customer, enter the name, address, and telephone number in the respective column. The top section as well as the order section of every individual customer order form
must be completely and accurately filled in with all customer, hostess and director information to validate the guarantee. Crossed-out detail and correction fluid will invalidate the
guarantee.
STEP 7 - Transfer the totals from each guest order and enter them in the appropriate
columns.
a.Non-Commissionable Item - Enter the total of the individual customer’s $12.00
bonus item(s) plus any other non-commissionable special purchase offer when
applicable.
b. Amount At Retail - Net (*star) sales total excluding tax, transportation &
insurance and bonus items.
c. Sales tax - Enter the total.
d. Transportation & Insurance - Indicate total paid.
e. Down Payment - Indicate the total amount paid. If payment was made by credit
card, mark a “C” in the margin to the right. Double check to verify that the
amount due indicated on the customer order form matches that guest’s line on the
F.S.I.B.
STEP 8 - Total each individual column. Use the following “double-check formula” to proof
your addition.
PREPAID SHOW DOUBLE-CHECK - Add together the totals of these columns:
Non-Commissionable + Amount at Retail + Tax + Transportation & Insurance.
The total should equal the total of the hostess credit “used” plus the Down {ayment total.
COD SHOW DOUBLE-CHECK - Add together the totals of these columns:
Non-Commissionable + Amount at Retail + Tax + Transportation & Insurance.
The total should equal the total of the hostess credit “used” plus any remaining money due
on the order forms of the hostess and guest/customers.
STEP 9 - After determining that your figures are correct, bring the totals down to the summary section in the bottom right quadrant of the F.S.I.B.
a. Enter Amount at Retail on the first summary line marked “Total”.
b. Under “Less Hostess Credit” enter the amount of hostess credit offered or
used, whichever amount is lower. Hostess credit that is not used toward
jewelry is forfeited. It cannot be saved and it cannot be applied towards tax or
transportation.
c. Subtract line 2 from line 1 and enter the remainder which is the net sales (star
total) on line 3.
d. On line 4, record the total from the Non-Commissionable column.
54
e. One line 5, record the total of the Tax column.
f. On line 6, record the total of the Transportation & Insurance column.
PART 9
F.S.I.B.
g. On line 7, enter the total of lines 3, 4, 5, and 6.
h. On line 8, enter the total credit card payments.
i. Subtract line 8 from line 7 and enter this subtotal on line 9.
j. On line 10, enter the amount of payment other than credit card charges. Note
that this amount must be remitted with the F.S.I.B. by money order or certified
check.
k. Subtract line 10 from line 9 to arrive at “Money Order Total Due”.
If the show is prepaid (paid in full) this amount will be “zero”. If there is a balance
due, the show will be shipped to the hostess who will pay the postman when the
show is delivered. The U.S. Post Office collects this amount plus a small “Money
Order fee” to cover their cost* of handling the payment transaction between the
hostess and Park Lane.
(*The Post Office remits the C.O.D. payment to Park Lane by purchasing a Money Order.)
To double-check; total the amount due on all order forms. It should equal the
C.O.D. amount the hostess will need to pay for the delivery.
55
PART 9
F.S.I.B.
STEP 10 - Indicate how you arrived at the amount of credit you offered your hostess.
a.Special Allowance – known as the HRC (Hostess Reward Certificate). When authorized by Park
Lane directors may offer extra credit to a hostess for a small fee. If applicable, enter the amount
offered as a “special allowance”. To determine the total hostess award, add this extra amount to
the order credit earned on Star 2.
Hostess Extra Credit (HRC)
If you offer a hostess extra credit you must send the applicable fee with the show. Attach a separate check for the fee. Do not combine the fee with the show down payment. Maximum extra
credit allowed is $100 (for $10 fee) per hostess.
Amount of extra credits
Enclose Fee of:
$ 50.00
$ 5.00
$100.00
$10.00
Star 2 Credit - Do not give the hostess $20 customer credit for her own hostess order.
Customer order credit is awarded only on customer orders!
b.Guest Allowance - Enter the credit earned on Star 2 by multiplying the number of orders by
$20.00. The hostesses order for Hostess Only and half-price purchases DOES NOT count as a
guest order for a $20 credit.
STEP 11 - Enter the dates of bookings obtained at this show next to the name of the future hostess in the far left-hand column. Write in additional bookings as well. The hostess can also receive
credit for bookings she obtains after the F.S.I.B. is closed and submitted.
STEP 12 - Complete the Director Information section in the bottom left-hand corner. This information determines commission, promotion, and contest credit.
STEP 13 - Remove and discard the perforated charge card section from the bottom of any order
blank that is not paid by credit card. Only leave the slip attached if the order is charged to a credit
card.
STEP 14 - Leaving the binding attached to the left side of the form, remove the back copy and for
your records. Stack the top three copies of the F.S.I.B., each original customer order form and the
hostess order form with the show payment (certified check or money order). Write the number assigned to the F.S.I.B. on the check.
If you are paying for a portion of or the entire show with your own or your hostesses credit card,
complete one of the blank charge slips you removed from the order forms and staple it to the top
of the stack of forms and money order.
STEP 15 - Fold the F.S.I.B. Enclose payment and order blank. Place in a green and white order
envelope.
If a previous hostess is redeeming booking awards, complete the claim form, booking credit/gift
selection order form, and payment and slip into the envelope as well. Do not enter previous hostess booking award information anywhere on the F.S.I.B.
IMPORTANT: Only one F.S.I.B. allowed per envelope. Separate payment must be enclosed with
each show/F.S.I.B. Do not send one single payment to cover several shows because F.S.I.B.s are
separated during opening and processing.
STEP 16 - Fold the Director copy of the F.S.I.B. around the pink Director copies of each order
form, the Money Order receipt, and your copy of the guest list and Wish List/Door Prize slips.
Place in a Show Tally envelope and file alphabetically or by date of show.
56
F.S.I.B. Write-Up Reminders
• One show per mailing envelope.
PART 9
F.S.I.B.
• Separate payment for each F.S.I.B. Write F.S.I.B. order number
on the check/money order / credit card slip.
• DO NOT run photo copies of an F.S.I.B. to submit different show
orders. The same pre-printed form number cannot be assigned
to more than one show order.
• When submitting orders that must reach Park Lane for a contest/promotion deadline, do not count on the express overnight
service of the US Post Office. Frequently this service has disappointed directors who pay the fee to the P.O., however their package/envelope does not reach Park Lane overnight.
• UPS, Airborne, Federal Express service have proven to be the
most reliable for overnight and two-day express service.
• The only address that should be used for shipping or mailing to
Home Office is:
PARK LANE, INC.
100 E. COMMERCE DRIVE
SCHAUMBURG, IL 60173
Telephone: (847) 884-9999
FAX Line: (847) 884-7064
57
PART 10
INCENTIVE
PROGRAMS
HOSTESS REWARD CERTIFICATE (HRC)
The HRC is an extra reward for your hostess that you can offer to obtain extra results ABOVE &
BEYOND the standard hostess benefits. The HRC certificate is worth an extra $50 in free jewelry (for a $5 processing fee) to your hostess who accepts one of the following suggested
challenges:
• Obtains outside orders in advance of her show, from guests that may not be able to attend her
show.
• Selects and dates her show from one of your “special dates”; that is a date that is pre-selected
by you, the director. The date may be within a week and the HRC is the incentive for the hostess
to date a show as soon as possible.
• Obtains a booking date for you IN ADVANCE of her show.
• Other challenges that you may give to your hostess.
The HRC is an amount (offer $50 or 2 certificates for a maximum of $100) that is added to the
amount of free jewelry that is earned at the conclusion of her show. The $5 processing fee per
$50 HRC may be passed along to the hostess, as long as it is mentioned at the time of offering
the HRC.
$50 REFERRAL REWARD CERTIFICATE
The $50 Referral Reward certificate is a great way for you to meet new prospects
that you may sponsor into Park Lane. This recruiting certificate is offered to a
guest or hostess when she provides a name of someone that might be interested
in Park Lane. The $50 free shopping credit is claimed after the referral joins Park
Lane and submits the qualifying sales. Someone, such as a guest or a hostess,
MAY refer themselves. An order is written for the $50 free jewelry and submitted
with the Referral Rewards certificate. Sales tax & shipping should accompany the
order for $50 free jewelry.
TRAVEL TRIPS
58
Jewels by Park Lane offers EVERYONE the opportunity to travel FREE 2 times per year.
By sharing the Park Lane Opportunity with others, you may qualify for a travel trip for one
or two people to selected vacation spots. Park Lane travel trips are the ultimate prize for
sponsoring others into Park Lane. The destinations are both domestic and foreign.
Many times, there are alternate prizes available if travel does not fit into your schedule.
Many Park Laners have found that once they go on a Park Lane trip, they never want to
miss another one!
SUPER START
Park Lane’s SUPER START program rewards new Directors for their
achievements EACH month for their first SIX months in business. This is a
self-tracking program and there are two prize levels each and every month:
Level One – Submit $1000 (net+non-commissionable) personal sales and
earn $200 in jewelry of your choice.
Level Two – Submit $2000 (net+non-commissionable) personal sales and
earn $400 in jewelry of your choice PLUS a display package of business
aids.
OR
Level Two - Submit $1000 in sales + introduce ONE new recruit and earn
$400 in jewelry of your choice + a display package of business aids.
PART 10
INCENTIVE
PROGRAMS
During your first six months as a new recruit, you have an opportunity to
earn free jewelry and business merchandise on the SUPER START program by reaching
Level One OR Level Two. The jewelry and business aids must be claimed monthly, after
the conclusion of each month.
Refer to the Super Start brochure for complete details. Claim selections monthly on a
Contest Application Claim Form or submit claim form on-line.
SUCCESS BUILDERS
The Success Builders program is a monthly incentive contest designed to
be self-tracking and easy to achieve. The first three award levels allow
every Park Laner to earn free catalogs & free jewelry on a monthly basis
and designer outfits, on an every other month basis. The program begins
with the first commission date (Wednesday) of each calendar month and
ends on the final commission date (Wednesday) in that same month. Your
personal sales (net + non-commissionable) will allow you to qualify for
these prizes and gifts. The sales levels are $1000, $2000 & $3000. Refer
to the Success Builders brochure for further details. It is suggested that
you submit a Success Builders claim form at the completion of every
month, thereby claiming the levels that you have achieved in the concluding month. (See page 60)
STAR FLEET BONUS
Park offers everyone the opportunity to earn a monthly bonus.
By sponsoring others into Park Lane, you could qualify for an
extra bonus of $240-$480 every month. The Star Fleet program has a personal recruiting goals of 3, 4 or 5 qualified personal recruits per month. This is a great way to build your
business and build your income; by sharing the Park Lane
Opportunity with others.
(See Star Fleet brochure for complete details.)
3 personal qualified recruits = $240
4 personal qualified recruits = $360
5 personal qualified recruits = $480
59
PART 11
BUSINESS
FORMS
In this section, you will find a list of forms that can be used to assist you in working your business. There are also claim forms
for incentives earned by hostesses and directors. There is a description of each form and a copy of the form is provided for
easy identification. Some of the claim forms you will use can be
found on-line on the Park Lane website: www.jewelsbyparklane.com in the representative section/field interface/on-line form
submission.
Contest Application Claim Form
Contests and incentives may be claimed by completing the form and sending to the Home
Office. Other than the on-line forms, faxing the form is the fastest way to submit it. Park
Lane’s fax number is: 847-884-7064. Contests and incentives must be claimed immediately in order to ensure the validity of the claim.
It is important to submit an application for any prizes, incentives or contest awards where
specific information regarding your selections must be provided to the Company; such as,
sizes of designer outfits, choice of travel trip or alternate prize, or choice of jewelry for the
Super Start contest.
You do not need to submit a Contest Claim form for periodic contests that Park
Lane offers, such as Top Performance Weeks, Foundersʼ Weeks, etc. The Company generates a list of winners and will provide the prizes to the winners, either
by mail or will present the prizes at Convention.
Director Agreement – Each person that becomes a Park Lane representative must submit a Director Agreement. The agreement should be submitted as soon as the new Director is ready to start Park Lane. All spaces must be completed legibly and in block print.
The reverse side of the form is to be completed with the new Director’s initial six dated
bookings prior to submission. This form may be printed from the “download” section of
the Field Interface section of the Park Lane website.
Business Card Order Form – You may order your business cards from Park Lane with
the business card order form or as part of the myparklane.com on-line order entry program. This form may be printed from the “download” section of the Field Interface section
of the Park Lane website.
Guest List – The Guest List form is given to a hostess for completion. The Guest List has
instructions for your hostess that will help reinforce the verbal coaching you have given
her. There are guest list suggestions and a check list that will help to ensure a successful
show. You will want your hostess to complete the Guest List and return it to you as soon
as possible, so that you can send reminder invitations to her friends and
relatives. This form may be printed from the “download” section of the Field Interface section of the Park Lane website.
60
Personal Kit Item Replacement Requisition - This is the form that you will submit if you
need to replace an item from your personal jewelry kit for any damage that may have occurred You will have 30 days from the time you receive your kit to send in an item for replacement. This form may be printed from the “download” section of the Field Interface
section of the Park Lane website.
PART 11
BUSINESS
FORMS
Jewelry Sample Order Form – As a representative, you have the option of ordering one
sample of a regular in-line item at a 60% discount, one sample of any Three Booking Gift
for $20 and one sample of any “Hostess Only” item for the discounted
hostess price listed in the catalog. Use this form to place your order. You may not order
duplicates of any item. This form may be printed from the “download” section of the Field
Interface section of the Park Lane website. To be eligible, a director must be active within
the previous month.
Customer/Hostess Exchange Form – This form is used when returning an item for exchange from a hostess or a customer. If an exchange is necessary, the item is to be sent
to Park Lane along with the validated receipt and the Customer/Hostess Exchange Form
and a fee of $5 if outside of the 120 day guarantee period. This form may be printed from
the “download” section of the Field Interface section of the Park Lane website.
Booking Award Claim Form – This form is used when ordering the Booking Award
(“Shopping Spree”) and the Three Booking Gift award for the hostess that has dated
bookings from her show. The awards are earned for the bookings that are held within 30
days of the original show. All claim forms must be submitted within 30 days of the last
booking. The form is to be accompanied by the hostess order form and the appropriate
amount due in order to process the order. This form may be printed from the
“download” section of the Field Interface section of the Park Lane website. This form may
be processed on-line, when attached to an F.S.I.B.
Success Builders Claim Form - The prize levels earned on the monthly Success Builders
program may be claimed on this form. There are a number of levels to this contest and the
form should be submitted at the conclusion of each month, claiming all of the levels that you
have achieved. This form may be printed from the “download” section of the Field Interface
section of the Park Lane website. This form may be processed on-line. NOTE: Success
Builders level 2 (New Edition Jewelry Awards) is automatically sent to qualifiers on a monthly
basis.
Supply Catalog Requisition Form – This is the form on which you can order business
supplies from Park Lane. You may shop from the supply catalog that is in your paper
packet and use this form to order supplies. You may mail or fax your order form.
You may also order supplies on-line by accessing the Park Lane website:
www.jewelsbyparklane.com and clicking on the “supply” tab. You will find all of the
supplies offered by Park Lane to help you work your Park Lane business. This form may
be printed from the “download” section of the Field Interface section of the Park Lane
website.
61
PART 12
POLICIES &
PROCEDURES
Unconditional Replacement Guarantee - For Customers and Hostesses
(For complete information, read the guarantee as it appears in the catalog and on
the back of the order form)
The “UNCONDITIONAL” replacement guarantee offers free replacement (or exchange) on fashion jewelry within the first 120 days. The 120 days begins with
the date stamped on the customer order blank that comes attached to the jewelry
order.
The replacement guarantee on watches is for a period of 30 days.
After the 120 day period has expired, Park Lane will still replace* a jewelry item
for free; the only cost to the customer will be a small fee to cover handling and
transportation/insurance.
The fee is currently $5.00 per jewelry item and $12.00 per watch.
*Replacement only. Exchange for a different jewelry item is not allowed after 120
days.
*Replacement only. Exchange for a different watch item is not allowed after 30
days.
Note: Do not refer to Park Lane’s guarantee as a “lifetime guarantee”. Promoting
product as “guaranteed for a lifetime” places unrealistic expectations on the jewelry.
The validated order form is to be submitted to Park Lane along with the item
being returned for replacement or exchange. This form proves the date of shipment to establish the duration of the first 120 days.
Without the validated order form, the replacement fee is always required.
Vitality jewelry is guaranteed to be free of manufacturing defects and is guaranteed for 120 days. Replacement / Exchange is not available after 120 days.
Guarantee Policy - For Director’s Samples, Prizes, etc.
When a Director submits a retail order in their own name as a customer or hostess, the unconditional guarantee as described above is in effect. The Director
should retain the validated order form that comes attached to their order.
A 30 day free replacement guarantee is offered for jewelry/watches issued in a kit,
as an award, or as new item samples. The replacement fee will apply after 30
days.
Replacement only (not exchange) is allowed on Director kit, award, sample and
promotional jewelry items. Once replacement stock is depleted on any of these
items, credit cannot be issued, and the item(s) CANNOT BE EXCHANGED for
current in-line jewelry.
The item can be implemented by the director as promotional jewelry, sold at discount, or used for their own personal wardrobe.
62
Lost Earring Policy
In the event a customer or hostess loses an earring, they may replace their lost
earring for half the original price, plus tax, plus the replacement fee described
above if 120 days has expired. The lost item replacement is not commissionable
and must be requested on a “Customer/Hostess Replacement Form” (JBPL-058).
This form, along with the remaining earring, validated receipt, and payment should
be sent to Park Lane’s customer service department.
PART 12
POLICIES &
PROCEDURES
Out-Of-Stock and Discontinued Merchandise
In the event an item is unavailable (permanently discontinued or temporarily outof-stock), the customer will receive a postcard credit slip in their order. The card
notifies the customer of the situation and asks them to make a choice of selecting
an alternative item or, if the item is temporarily out-of-stock, they may indicate
that they prefer to wait until their original selection is restocked. Either way, the
customer must complete the card and return it to Park Lane for processing. The
customer simply enters their address on the card, marks their choice, and drops
the postage-paid card in the mail.
When Park Lane receives the card, the customer’s preference will be entered in
the computer. A mailing label will be generated and the customer’s alternate selection will be shipped. If the customer indicated that they wish to wait for their
original selection, it will be shipped to the customer address indicated on the card
as soon as it is back in stock.
At the close of her show, make your hostess aware of this procedure so that cards
are not overlooked and discarded by the customer.
63
PART 12
POLICIES &
PROCEDURES
Commissions
Unless otherwise stated, commissions, overrides, bonuses, contests,
programs, and promotion requirements are based on the orders entered and processed each week on Wednesday. Monthly and annual
programs are based on the sales processed on Wednesdays within the
respective month and/or the year.
Invalid Sales
Sales received at Home Office without a minimum 50% deposit will not
be posted until the C.O.D. amount is collected from the Post Office and
received at
Park Lane.
Sales credited to a director and subsequently returned for refund will
be deducted from the applicable contest.
Standard Shipping Procedure
Orders submitted with a C.O.D. balance will be shipped via the U.S.
Postal Service. Orders submitted with payment in full (“Prepaid”) will be
shipped via U.P.S.
Special Handling - “Speedy Delivery” Single Show Order
You may request special handling to expedite the delivery of a prepaid
show or individual order for an additional fee. Allowing time for the
order to be processed and packed, you may request that it be “Next
Day Delivery” for a $30.00 fee. “Second Day Delivery” may be requested for a $15.00 fee.
E-show directions: Choose Next Day or Second Day options from the
“special shipping” drop down box on the shipping page. The $15.00
and $30.00 shipping fees are automatically added to the show total.
When requesting “second day” or “next day” delivery for
individual shows, please allow at least 2 to 4 business days for
processing PRIOR TO SHIPMENT.
Next Day $30.00
64
Special Handling —”Speedy Delivery” - Batched Group Order
“Speedy Delivery” is our special service that ships multiple, individual shows,
batched to a single address. This service is often implemented during the holiday
season but is available anytime throughout the year. Usually, shows are shipped directly to the hostess as it eliminates delivery time, thereby keeping our businessstyle time efficient. However, when the “speedy delivery” service is needed, please
note the details below:
• There will be no additional charge for a Second Day Speedy Delivery provided
there are at least 35 individual customer order forms (not counting the hostess).
• There will be no additional charge for a Next Day Speedy Delivery provided there
are at least 70 individual customer order forms (not counting the hostess).
• Speedy Delivery is for show orders only!
• When entering speedy delivery shows on-line, simply use the “Speedy Delivery”
option in the drop down box on the shipping page and put the manager’s name
(who the shipment is going to) in the “Comment” section.
• Mailed or Faxed shows need to be clearly marked, “Speedy Delivery” indicating the
manager’s name to whom the shipment is being sent.
• Please note that it may take 24 to 48 hours for processing/batching speedy
shipments.
PART 12
POLICIES &
PROCEDURES
E-show directions for speedy: All orders to be sent in a Group Speedy MUST
have the “Group Speedy” option chosen from special shipping instructions AND
have the Manager’s name listed in “Comments” such as, “Jones Speedy” or
“Collins Speedy”. (Mailed or faxed orders need the same information.) The weekly
deadline for receipt of individual shows to be shipped in a “Group Speedy” is
Wednesday at midnight.
65
PART 12
POLICIES &
PROCEDURES
Recruiting and Sponsoring
Sample Kit Procedure
Complete the “Agreement”. Attach a money order or complete the credit card section. Personal checks will not be accepted for kit payment. The agreement is a legal
document, therefore changes cannot be made once the agreement reaches Home
Office. The original agreement must be mailed (not faxed) for the signatures to be
considered legally valid.
Unless otherwise stated, the qualification amount for a new recruit is always $1,000
net plus non-commissionable sales received in Home Office by the fourth commission date after the recruit’s start date. Start date is the commission date the first personal sales are processed. Unless otherwise stated, recruits must fully qualify to
count for any contest.
Make an original and two copies of the agreement. One copy for the new recruit,
one copy for your records, and the original is forwarded to Home Office.
Kits are shipped UPS ground delivery. Allow extra time for kit orders that arrive at H.O.
on Wednesday commission days. Managers may have the kit shipped directly to the
new director, but it is advised that the kit be delivered to the manager for issuance at
the training class once the booking lineup is verified. Upon request a standard kit
may be shipped “Second Day” delivery for an additional $30.00 fee.
We suggest that each sponsor maintain a close working relationship with their recruits to assist them in the development of their business. By sharing your time, talent, experience, and enthusiasm with others, your organization will flourish and you
will be respected as a leader.
Transfer Policy
A request for transfer to another organization will be considered in either of the following situations:
A person has moved to a different geographic region and wishes local management support.
It has been six months since the director’s last activity date.
Recruiting Outside Your Geographic Region
Referrals
If you interest a prospective recruit in the Park Lane opportunity, but need assistance in closing, you can forward the information to the Company and the lead will
be passed on to a manager in the prospect’s area. The manager will to schedule
an interview, conduct an intro show, and arrange a training class. When the agreement is executed, ask the new recruit to enter your name as the sponsor, and you
will receive recruiting credit for all applicable contests.
If more than one person refers or recommends a recruit prospect, the new recruit
will determine who was responsible for sponsoring them.
66
PART 12
REFERRAL AND SPLIT-RECRUIT POLICY
There are several ways to recruit/refer a friend or acquaintance to Park Lane. It’s fun
to share and it’s natural to want your friends to hear about Park Lane too!
· You may directly recruit anyone within a “common-sense” geographic area, which
can be defined as an area accessible to meetings and trainings. When you recruit locally, you receive full recruiting credit for all contests and when you are promoted to
Branch Director level or above, you will receive full override on the sales of your recruit.
· If you refer someone outside of your geographic area, you may submit the name
and phone number to Home Office. Home Office will make sure the person you have
referred is contacted by the manager geographically closest to your referral. For this
type of referral, you will receive any and all of the recruiting credit currently being
given for contests however override will be paid to the local manager who interviews,
signs, trains and works with the recruit.
· If you are at the level of Branch Director and above, you may qualify for the benefits
of the “split-recruit” program by following these steps:
1. Contact an interested person anywhere in the United States.
2. Interview your prospect. Be certain that your prospect has received and reviewed
all Park Lane programs and has made a firm decision to join Park Lane.
3. Have your prospect complete a Park Lane Agreement and attach the registration
fee & kit-shipping fee. Park Lane MUST receive a completed application, including
all fees, before your prospect can be assigned to a local manager.
4. Leave the “Immediate Manager Name” section BLANK and write “split recruit” on
the top of the agreement. The recruit must be assigned by the Company to qualify as
a split. Submit the completed Agreement and the appropriate registration fees to
Home Office. At the time the application is submitted, the prospect should be ready
and waiting to date an Introductory Show with a local manager.
5. Home Office will assign the new recruit to the manager geographically closest to
them. The assigned manager is to conduct an introductory show and train the new
recruit. Once assigned, the new recruit will be categorized as a “split recruit”. Their
first $500 in net sales will NOT be split as it satisfies the kit cost. After the initial $500,
their future sales and the override on their future sales will be split between the local
manager (as assigned by the Company) and the original recruiter (Branch level or
above).
POLICIES &
PROCEDURES
The procedure for the split recruit program MUST be followed EXACTLY in order to
qualify a prospect as a “split-recruit”. Split recruit program applies to the FASHION DIRECTOR level only. There is no need to contact Home Office; all details should be
handled in writing on the agreement. Park Laners, feel free to submit recruit referrals and/or split recruit candidates anywhere in the United States!
67
PART 12
POLICIES &
PROCEDURES
Experienced Management Recommendation
By recommending a qualified experienced candidate for direct appointment to a
management position within Park Lane, you can qualify for a weekly recommendation bonus on the sales of the new manager and their organizational sales. Refer
to the Business Opportunity brochure for details on the current Management Recommendation program. Please send any names of people you would like to recommend that have past or current direct sales/party plan management experience
to the Home Office. You may e-mail details about your recommendation to
PR@jbpl.org.
Qualification
Most contests require that a new recruit “qualify” before their sponsor can count
them for contest credit and/or promotion.
Unless otherwise specified, a “qualified” recruit is one who submits $1,000 in net
plus non-commissionable sales processed within four Wednesday commission
dates following the Wednesday commission date on which their first sales were
processed (sales processed on five consecutive Wednesdays)
• The Wednesday commission date on which the agreement and the first F.S.I.B.
sale are processed is the start date of the new recruit.
Promotion / Advancement
Upon meeting the requirements for advancement to the next level, a Promotion Application must be completed and forwarded to Home Office. Home Office will verify and process the promotion within two commission dates following the receipt of
the application. Contact your upline manager for further details.
Activity Requirement
Directors must remain personally active with minimum personal net sales processed
each month following the conclusion of a contest through the scheduled presentation of the award, cash, and/or trip departure. (General policy applies to all contests.
See respective contest for specific details.)
USE OF PARK LANE OFFICIAL WEBSITE
There are certain restrictions regarding the use of Park Lane’s official sites; myparklane.com, www.jewelsbyparklane.com and jbpl.org. Refer to the “Conditions
of Use” section of www.jewelsbyparklane.com site to view restrictions. You are expressly denied the right to use, download or copy to an internet site, distribute via
e-mail or otherwise use the business materials, logos, artwork, trademarks and
internet content from the Park Lane sites without express written permission.
Representatives may not use commerical internet sites, such as E-Bay and other
similar websites, as a primary business option. For clarification of the primary activites and acceptable marketing methods of a Park lane representative, please
review the terms of the Jewels by Park lane Director Agreement in regards to
marketing procedures, unauthorized use or duplication of trademarks or copyrighted materials, and re-pricing of product.
All Park Lane representatives have agreed to the terms and conditions of the
Park Lane Director Agreement.
68
CREDIT CARD AUTHORIZATION PROCEDURE
DO NOT AUTHORIZE CHARGES FOR ORDERS ENTERED ON-LINE!
Prior to submitting an order, the Director is required to obtain telephone authorization for customer
and hostess credit card charges. Jewels by Park Lane accepts Visa, MasterCard, and Discover
Card.
Use a touch-tone telephone to obtain credit card authorizations.
PART 12
POLICIES &
PROCEDURES
1. Complete the top and the bottom of the order form
2. Enter the credit card number in the spaces provided. Visa, MasterCard, and Discover
numbers have 16 digits.
3. Enter the 3 digit CID number. When obtaining approval, a prompt will ask for this CID
number. This three digit number is printed on the back of the credit card.
You must have this CID # to obtain a charge approval.
4. Check the expiration date to be certain that the card has not expired, and will not expire by the
time the order reaches Home Office.
5. Do not make an authorization call more than 3 days before mailing the show / order to Home Office.
6. Place the call and listen carefully to the prompts. You will be given the information only once.
When entering information take your time and be careful not to make an error. You are accessing a
customer’s credit card account.
7. Double check each order form to make certain all information is complete and legible.
VISA/MASTERCARD AUTHORIZATION PROCEDURE
• Dial 1-800-741-5705. The call will be answered by an automated system.
• Enter Jewels by Park Lane’s merchant number: 1 779 135 720 1750. Press the # KEY.
• Enter the customer’s credit card number. Press the # KEY.
• Enter the card expiration date as a four digit number.
For example, February 2008 would be entered as 0208. Press the # KEY.
• Enter the dollar amount of the charge. Press the # KEY.
You will now be given the authorization number. Listen carefully; it will only be stated once. (In
some areas, pressing the star* key will repeat the authorization number.)
• Enter the authorization number on the order blank in the space provided on
the charge ticket.
DISCOVER CARD AUTHORIZATION PROCEDURE
For Discover Card, use the same procedure but dial: 1-800-347-1111.
Enter the Discover Card merchant number: 6011-0170-1451-112.
Communication with Discover Card is verbal.
AMERICAN EXPRESS AUTHORIZATION PROCEDURE
For on-line ordering, simply enter American Express credit card information WITHOUT
pre-authorizing the transaction.
To pre-authorize American Express credit card transactions, phone 1-800-528-2121 from a touchtone telephone. Follow the automated instructions in order to get the six digit
authorization number. You will be asked to enter the credit card number, the dollar amount
(rounded to the nearest dollar), and the “Merchant Number”. Jewels by Park Lane’s merchant number is 3121543946.
69
PART 13
FUNDRAISER
Park Lane Fundraisers
Fund-Raising for clubs or organizations offer exposure and potential high profit. The general policy is, in lieu of hostess credit awards, the organization can receive 15% of the
total net sales in cash back, to benefit the philanthropy of their organization.
Fundraisers are a tremendous way to boost your Jewels by Park Lane business. Not only
does the charitable organization benefit, you will experience large profits at the same
time you are helping a worthwhile charity/organization. These few guidelines will insure
success for your next fundraiser.
Benefit to organization – 15% of net sales (total before $12 Bonus items)
This 15% is given to the organization at the time the show closes, in lieu of hostess
credit..
If the Fashion Director chooses to donate matching or additional donations from her show
profits, that amount will be donated after the Fashion Director receives the profit check
for the show.
Benefit to Fashion Director – Fashion Director commission (profit) is paid on the remaining 85% of the net sales.
Fashion Director submits show to the Park Lane Home Office with a notation in the comments section online that it is a fundraiser and 15% has been contributed to the organization or charity (name the charity/organization).
The order forms represent 15% more than the accompanying funds (15% was paid to the
organization/charity at the close of their show).
SUGGESTIONS:
Use the current catalogs as the source of jewelry orders
Contact churches, schools, societies, memorial foundations, scholarship funds, guilds,
athletic teams, children’s organizations (Boy Scouts, Camp Fire Girls),
Conduct a small fashion show using the current Park Lane styles as a way of facilitating
orders from members of an organization.
Shipping and Delivery
Submitting Your Orders
If you are mailing your F.S.I.B. envelopes to Park Lane, be sure to have them weighed individually and affix the correct postage. If you are meeting a deadline and want to guarantee that your orders are processed on a specific Wednesday commission closing date,
we recommend that you use one of the following services:
United Parcel Service (U.P.S.)
1 800 457 4022
Federal Express
1 800 238-5355
Airbourne
1 800 325-1015
DO NOT request to have paper supplies shipped to a P.O. Box. A street name and number must be provided.
70
THE POWER OF THE BIO-ION
VITALITY PRODUCTS... JEWELRY AND HEALTH
PART 14
VITALITY
Many people have reported amazing results from wearing bio-ion jewelry; everything from increased energy and flexibility, to an improved
golf swing, to weight loss to chronic pain relief...and more.
Vitality products are available for purchase at retail list price only. Vitality products cannot be selected at a discount, as hostess half-price
awards, with hostess or booking credit, or by customers as $12.00
Bonus Items.
Jewels by Park Lane does not promote Vitality necklace as a replacement to traditional medical treatment and is not meant to diagnose,
treat, mitigate or prevent any disease or medical condition, and is not
meant to replace the diagnosis or prescribed treatment of a medical
doctor. If you are experiencing health impairment symptoms, you
should consult a physician.
VITALITY NECKLACE and BRACELET...
• Will count as a customer order for hostess credit.
• Entitles a customer to equal value, regular in-line items as $12 Bonus
Items.
• May not be selected with hostess credit or booking shopping spree
credit.
• Is not available to hostesses as a half-price selection.
• Specify the Vitality item ordered with a description of the necklace or
bracelet, smooth flat link (18 1/2 inches) or bold curb link (21 inches),
its item number and price.
• Must be entered on a separate customer order form (not on the same
form as in-line jewelry) and attached to a separate F.S.I.B.
Change the pre-printed F.S.I.B. number to end in a dash eight (—8).
• Is guaranteed for 120 days for manufacturing defects ONLY. Jewels
by Park Lane’s standard “unconditional guarantee” is not applicable.
• Personal commission on the sale of Vitality merchandise is 20%.
• Sale of Vitality merchandise counts toward personal and group net
sale totals.
• Coupons, credits, and any customer offers do not apply.
71
PART 15
ADVANCEMENT
REALIZE YOUR BEST WITH JEWELS BY PARK LANE
Expand your income by ascending the Ladder of Success. There is no limit to
how far and how fast you can grow in your Park Lane business. Consistently
follow the proven path and programs and you can make your dreams a reality! As
you move up Park Lane’s Ladder of Success, you will find that there are more opportunities awaiting you; opportunities for additional paths of profit and avenues for
personal growth. As you share the Park Lane Opportunity, you
will be growing your business!
FASHION DIRECTOR
As a Fashion Director you will earn 30% on your commissionable retail net sales. As you
move up the Park Lane ladder you will earn a higher personal commission on each rung;
as much as 50% on your retail net sales.
As soon as you reach $5,000 in personal net sales, send an application to Home Office
claiming your first “raise” from 30% to 32%. Or, an even faster route to higher commission
is by sharing the opportunity with another person.
PROMOTE TO BRANCH DIRECTOR
By sponsoring a new Park Lane director and personally conducting at least four shows
within the same month, you can qualify for promotion to Branch Director. Branches earn
35% personal commission plus a weekly override of 5% to 10% on the retail net sales of
their group Fashion Directors. The more your team produces, the higher the percentage
you will earn.
PROMOTE TO REGION MANAGER/AREA MANAGER
After promoting to Branch Director, set your sites on Region manager ($6000 personal /
group net sales monthly for two consecutive months) or double-promote to Area by
averaging five personal shows a month for two consecutive months and within those two
months build a team of five new group recruits. As an Area you will earn high override on
your recruits. Area managers enjoy a personal commission base of 40% and can qualify
for as high as 50%.
Build your organization, inspire others to develop their leadership skills and you can advance to Sr. Division, Sales Vice-President, Company Vice President and beyond. By
sharing your opportunity with others and helping them succeed, you assure your own success!
See the “Business Opportunity” compensation plan for complete details about profit potential in the Jewels by Park Lane program. .
72
FASHION DIRECTOR
PART 15
ADVANCEMENT
Commission
30% Commission paid weekly on personal star total (net sales)
32% Commission paid upon reaching $5,000 person star total (net sales)
(must be applied for upon attaining $5,000)
Contests
Jewels by Park Lane sponsors incentive contests throughout the year offering Fashion Directors many opportunities to obtain exciting awards in addition to weekly profit checks.
Success Builders is a monthly, personal sales contest that offers directors an opportunity
to earn free catalogs, free monthly new edition jewelry, designer clothing, and special annual awards. (See Success Builder Brochure for details.)
Super Start is a personal sales & recruiting contest that offers new directors the opportunity to earn free kit supplements during each of their first six months.
FASHION DIRECTOR POTENTIAL EARNING EXAMPLE
Based on shows with an average star total (net sales) of $450.00
EXAMPLE WITH THREE WEEKLY SHOWS:
$1,350.00 personal star total (net sales) at 30% commission
$405.00 weekly profit
$405.00 weekly profit x four weeks
$1,620.00 monthly profit
$405.00 weekly profit x fifty-two weeks
$21,060.00 yearly profit
EXAMPLE WITH FIVE WEEKLY SHOWS:
$2,250.00 personal star total (net sales) at 30% commission
$675.00 weekly profit x four weeks
$675.00 weekly profit x fifty-two weeks
$675.00 weekly profit
$2,700.00 monthly profit
$35,100.00 yearly profit
ADVANCEMENT TO BRANCH DIRECTOR
Fashion Directors advance to Branch Director by having four (4) personal shows
processed on the commission dates in a calendar month PLUS sponsoring one new recruit who starts within the same month. (The recruit must fully qualify with $1,000
personal net + non-commissionable sales within their first five weeks.)
73
PART 15
BRANCH DIRECTOR
ADVANCEMENT
COMMISSION
35% Commission paid weekly on personal star total (net sales)
OVERRIDE
5% Override commission paid weekly on group star total (net sales) of $1.00 - $399.00
6% Override commission paid weekly on group star total (net sales) of $400.00 - $799.99
7% Override commission paid weekly on group star total (net sales) of $800.00 $1,199.99
8% Override commission paid weekly on group star total (net sales) of $1,200.00 $1,999.99
10% Override commission paid weekly on group star total (net sales) of $2,000.00 and
over
(Override % is paid on sales increments as shown above)
CONTESTS
Jewels by Park Lane sponsors incentive contests throughout the year offering Directors
many opportunities to obtain exciting awards in addition to weekly profit checks.
Success Builders is a monthly, personal sales contest that offers Directors an opportunity
to earn free catalogs, free monthly new edition jewelry, designer clothing, and special annual awards. (See Success Builder Brochure for details.)
BRANCH DIRECTOR POTENTIAL EARNING EXAMPLE
All shows below are based on an average of $450.00 star total (net sales) each.
To be eligible for override and bonuses, a Branch Director is required to submit two (2)
personal, minimum $175 net sales shows or have one personal recruit start during the
commission dates in any given month.
Earning example represents the three avenues of Branch Director income.
1. Personal Commission
2. Override Commission
3. Monthly Star Fleet payment averaged over a four (4) week period.
Three (3) personal shows x $450.00 (average net sales each)
star total (net- sales)
$1,350.00 personal star total (net sales) at 35% commission
Six (6) Fashion Directors holding two (2) shows each
total (net sales)
Branch Director override commission
TOTAL WEEKLY PROFIT
TOTAL MONTHLY PROFIT
TOTAL YEARLY PROFIT
74
$1,350.00 Personal
$472.50 Weekly profit
$5,400.00 Group star
$476.00 weekly profit
$948.50
$4110.17
$49,322.00
ADDITIONAL BRANCH DIRECTOR ADVANTAGE
Star Fleet Bonus Program (See brochure for details)
PART 15
ADVANCEMENT
ADVANCEMENT TO REGION OR AREA
Branch Director advances to Region by developing two (2) Branch Directors PLUS
averaging $6,000 personal/group star total (net sales) volume each month for two
consecutive months.
Branch Directors may double promote to Area by having ten (10) personal shows
plus five (5) qualified personal/group recruits within a two month period. At least
two (2) of the five (5) recruits must be unencumbered.
UNLIMITED EARNING OPPORTUNITY
Jewels by Park Lane offers rewarding career opportunities that are virtually unlimited in three important areas – Personal Growth, Business Growth, and Income
Potential.
A Branch Director who is striving to move ahead by meeting the promotion requirements on Park Lane’s success ladder can do so quickly by offering the people
in their group the same opportunity that was extended to them.
When other team members are inspired to desire your Park Lane position, your
personal business goals for growth will be achieved. There are absolutely no limitations on the heights you can reach, if you help enough people attain their goals
and fulfill their ambitions and dreams.
During the building period, a Branch Director candidate may reach a lateral position prior to the parent Branch Director meeting full qualification for Region. Jewels
by Park Lane compensates the parent Branch Director with an override commission of two percent (2%). The two percent (2%) bonus will be computed on the
commission dates of a calendar month.
To qualify, the parent Branch Director needs personal and group volume of $500
per week. The 2% will be paid only on the weeks that the parent Branch qualifies.
Jewels by Park Lane will count as much as 50% of lateral Branch’s volume towards the promotion to Region Manager.
The Branch Director opportunity is a very important leadership post in Jewels by
Park Lane. Fashion Directors look first to their Branch Director for leadership.
LEAD BY EXAMPLE! Be consistent in personal selling and recruiting. Strive to
conduct two (2) or more personal shows per week so you will average eight shows
per month. Remember, “EIGHT WILL MAKE YOU GREAT!”
Use this powerful Park Lane motto to build by maintaining a central group of
EIGHT OR MORE Fashion Directors at all times. This will insure you a source of
Branch Director candidates that you can inspire as you work to elevate to the next
level. LEADERS CREATE ENERGY IN OTHERS BY INSTILLING PURPOSE.
75
NOTES: