Site Visit Guidelines We all know how important

We all know how important site visits are! • There is a lot involved

Long Term Planning Even before planning your visit, prioritize your customer accounts: • Largest

Before the Visit • Maintain customer contact throughout the year: An easy way to

Before the Visit Welcome Back-to-School Letters (Pages 3 -4)

Before the Visit • Check in with schools to see how they like any

Before the Visit Announce Your Arrival (Page 7)

Before the Visit Preparation: Samples! • Catalogs don’t sell product • Take advantage of

The Visit Take advantage of your setup area! (Page 10)

The Visit • Don’t try to squeeze large schools into a short visit and

The Visit • Make getting customer data a goal • Don’t forget leave-behinds and

Follow Up • Send copies of leads to India for data entry • Send

www. Scholastic. com/International. Sales • All handbook assets will be provided for you on

We hope this will help make your site visits easier and more successful!

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Site Visit Guidelines

We all know how important site visits are! • There is a lot involved and it can be overwhelming • We spoke to your colleagues and customers • The result is the new Site Visit Guidelines Handbook so that you can all have this crucial information in one, convenient place!

NEW! Site Visit Guidelines Handbook

Long Term Planning Even before planning your visit, prioritize your customer accounts: • Largest accounts based on revenue • Largest accounts with little recent activity • Best Prospects • Largest Book Club Accounts • Accounts from other NYO and ISC data

Before the Visit • Maintain customer contact throughout the year: An easy way to do this is to send a Welcome Back-to-School email to prospects and customers.

Before the Visit Welcome Back-to-School Letters (Pages 3 -4)

Before the Visit • Check in with schools to see how they like any Scholastic product they already use • IDENTIFY GAPS before you go to the school And the basics… • Set up an appointment with the school • Leave enough time for catalog and sample delivery! (4 weeks)

Before the Visit Announce Your Arrival (Page 7)

Before the Visit Preparation: Samples! • Catalogs don’t sell product • Take advantage of local distributors or hotels for storage (Pages 8 -9)

The Visit Take advantage of your setup area! (Page 10)

The Visit • Don’t try to squeeze large schools into a short visit and be respectful of your customers’ time. • Use your DPS skills to identify customer needs and present solutions • The majority of your time should be spent on Education and Library Product. • Consider a raffle to attract customers to interact with you

The Visit • Make getting customer data a goal • Don’t forget leave-behinds and your card • Remember to clean up after yourself

Follow Up • Send copies of leads to India for data entry • Send a Thank You email within 48 hours • Work with the Call Center to fulfill sample requests within 1 week. • Send sales proposals

Follow Up Thank you email (Page 13)

Planning Timeline (Page 14)

New Premiums!

www. Scholastic. com/International. Sales • All handbook assets will be provided for you on the International Intranet. • Don’t miss out on What’s NEW! Updates and Improvements are scheduled regularly. Contact Us! Edie Perkins: eperkins@scholastic. com Meghan O’Neill: meo’neill@scholastic. com Zoe Schweitzer: zschweitzer@scholastic. com

We hope this will help make your site visits easier and more successful!

Site Visit Guidelines