Scentsy Fundraising Training - A "Scentsational" Opportunity

Scentsy Fundraising
      Training
A “Scentsational” Opportunity

Introduction to Fundraising
Fundraising is the process of soliciting and gathering monetary contributions for a
specified cause or purpose. As a Scentsy Consultant, fundraising represents another
strategy for you to consider in operating and growing
your business. Although you will be donating your
time, resources and Commission to the organization
seeking fundraising support, there are many benefits
that make this business opportunity worthwhile.

Why Fundraising?
•   “Give More Than You Take” within your community
•   Reach people you normally would not meet
•   Develop a new customer base
•   Reach your personal and team goals
•   Very little out of pocket expense
•   Take advantage of host rewards

Donate My Commission – Are You Serious?
All fundraising participants have the potential to become a customer. Consultants are
giving up a short-term financial gain for a long-term financial reward as shown in this
simple comparison example:
      Fundraiser – Event Profit
       Customers     Avg. Sale       Commission (@ 25%)       Months        Total
           20          $25                   $6                 1           $125

Now let’s look at the potential profit of just 50% of the fundraising participants
becoming and staying your customer for a year:
      Future Customers – Annual Profit Potential
       Customers     Avg. Sale       Commission (@ 25%)       Months        Total
           10          $15                 $3.75               12           $450

Fundraising creates a perpetual revenue stream for your business. When factoring
in referrals and additional fundraising, your business can grow exponentially.

Which Organization Should I Help?
Scentsy fundraisers are perfect for any cause seeking a monetary contribution.
Supporting any organization is a personal decision. Scentsy recommends working
with an organization supporting a cause you are passionate about. Some types of
organizations you may want to consider are:

       Schools                               Animal Rescue
       Churches                              Service Groups
       Community Clubs                       Philanthropic Organizations
       Youth Sports

Contacting more than one organization may be necessary. If more than one
organization is interested, consider staging each fundraiser for different date
ranges to manage your sales, time commitment and resources.

Soliciting the Organization
How do I solicit the organization about fundraising?
Determine who in the organization makes decisions on fundraising events and contact
them directly. In most cases, your sales pitch will be directed to a senior member of
the organization:

        President                             Committee Chair
        Board Chairperson                     Owner or Manager
        Principal                             Coach

How should I present Scentsy as the “best” fundraising option to the organization?
Be prepared! Making a good first impression and fully explaining how you
will conduct the fundraiser are critical. This training will give you the tools
and strategies to be successful.

How Much Of My Commission Should I Contribute?
  This is a personal decision and involves many factors:

                                                             Cost /
            Financial                                       Benefit
            Situation                                       Analysis
                                   Donation
                                   Amount?
                                                           Charitable
             Rate                                              or
          Negotiations                                     Marketing
                                                            Expense

Most Consultants contribute between 10-30% of the fundraiser’s personal
retail volume (PRV).

Commission Donation Considerations
• Key Point: The IRS defines a “charitable contribution” as a giving event to a
  registered 501(c) organization. Consult your tax professional to determine if
  treating your commission as a donation or a marketing expense is best for you.

• Are you an Escential Consultant? Sell 1,000 in lifetime PRV to earn 25% commission.

• Any Consultant selling 2,000 in monthly PRV earns a 5% commission bonus.

• Sales qualify for Shooting Star, Scentsational Start and Incentive Trip requirements.

    Fundraising Collateral Cost           Quantity         Quantity         Quantity
                                             50              100              200
  Flyers, Envelopes and Order Forms        $28.00           $46.00           $92.00

Presenting to the Organization
What are the benefits to the organization of a Scentsy fundraiser?
• Fun, educational and financially rewarding
• Complementary safe fragrant products
• Free colorful and engaging product collateral
• Single point of contact for issue resolution
• Free shipping on most orders
• Orders are custom packaged, personalized and
  delivered by you
• Scentsy is a member of The Association of
  Fund-Raising Distributors & Suppliers (AFRDS)
Other ideas:
• Additional donation for every party booked
• Incentives and/or prizes for the participants
• Thank you basket to organization

Consultant Tools – Drive for Success
                   Fundraising Letter – Introducing Scentsy
                   On the workstation resources tab, Scentsy offers a letter
                   from Heidi and Orville that introduces Scentsy
                   and explains our products, their benefits and why a
                   Scentsy fundraiser makes sense.

Fundraising Flyer
Economical brochure displaying Scentsy’s core products.
Consultant alternatively may choose to use the catalog or
incorporate other Scentsy flyers (i.e. colligate warmers).

                   Fundraising Envelope
                   Business tool for capturing all customer orders and payments
                   by participant. The envelope also contains a pricing quick
                   reference guide and general instructions to assist the
                   participants.

Consultant Tools – Drive for Success Cont.
Fundraising Order Form
Convenient and cost-effective form to capture up to two orders.
This four part carbon form captures all customer personal and
order information to comply with federal regulations and
adequately supply a copy for the Consultant, Scentsy and the
customer through each stage of the order process.

                    Fundraising Fragrance Flyer
                    Downloadable form (Workstation Resources) providing
                    fragrance descriptions for the 80 seasonal catalog scents.
                    A laminated version (not fundraising specific) is also available
                    for sale through Scentsy Success in a 5 pack for $5.

Scentsy Forum & Workstation Resources
A wealth of fundraising tips, tricks and tools posted by Scentsy and fellow Consultants.

Consultant Tools – Drive for Success Cont.
Fundraising Poster
Advertise your fundraiser with a convenient 8.5”x11” poster. Available
through Scentsy Success in a pack of 25 for $4.

                   Fundraising Button
                   Personally promote your fundraiser inside and outside
                   the organization you are supporting. Available
                   through Scentsy Success for $3 per button.

Thank You Card
Communicate your and the organization’s appreciation
for each donation while planting a seed with the customer
for future orders, parties and recruits. Available through
Scentsy Success in a pack of 100 for $9.

Consultant Tools – Drive for Success Cont.
 Personal Fundraising Letter
      This letter should be written, personalized and signed by you. It outlines
      anything you want to share with the organization about Scentsy or how you
      conduct a fundraiser (i.e. terms, pricing, prizes, etc.).
 Profitability Matrix
      This matrix can be part of the personal fundraising letter or kept separate.
      Ideally, the matrix should demonstrate current and growth fundraising
      projections for the organization:
   Participants  If everyone sold    If everyone sold    If everyone sold    If everyone sold
                        $25                 $50                $100                $150
Commission = 20% Sales Donation       Sales Donation      Sales Donation      Sales Donation
      25         $ 625 $ 125        $ 1,250 $ 250       $ 2,500 $ 500       $ 3,750 $ 750
      50         $ 1,250 $ 250      $ 2,500 $ 500       $ 5,000 $ 1,000     $ 7,500 $ 1,500
      100        $ 2,500 $ 500      $ 5,000 $ 1,000     $ 10,000 $ 2,000    $ 15,000 $ 3,000
      200        $ 5,000 $ 1,000    $ 10,000 $ 2,000    $ 20,000 $ 4,000    $ 30,000 $ 6,000

Consultant Tools – Drive for Success Cont.
Fundraising Agreement
The fundraising agreement is an optional contract between you and the organization.
This agreement should outline clear expectations, for you and the organization, at each
progressive step in the execution of the fundraiser. Consider the following items when
drafting your agreement:

    Consultant name and contact information       Organization’s contact (person) information
    Fundraiser start and end dates                Commitment to hold an open house / training
    Collateral to distribute per participant      Loan sample product (deposit required)
    Checks payable to Consultant or               Collect sales tax on orders
     organization
    Provide copy of order form to customers       Orders due by and delivery timing
    Proceeds do not include sales tax             Prizes awarded at Consultant’s discretion
    Profitability matrix                          Donation check timing

Overcoming Organizational Objections
Organizations can object for a variety of reasons. This objection follows a common
theme and offers several resolutions you can leverage:
Objection:
Other companies are offering a 50% profit from fundraising sales, why is your’s less?
Resolution:
1. Scentsy offers desirable, high quality and in some cases reusable products.
    Traditional fundraising products tend to be overpriced and oversold. Our
    products are new, exciting and reasonably priced. For this reason, Scentsy
    products will outpace the sales of other fundraising products.
2. Scentsy sells at a higher price point than most traditional fundraising products,
    therefore, the profit potential is much greater. For example, 50% on a $3 candy
    bar is $1.50 versus 20% on a $30 Scentsy warmer is $6.
3. Some fundraising companies charge you for collateral and / or for shipping. With
    Scentsy both of these potential costs are free (within the contiguous US).

Managing a Fundraiser
Let’s pretend you are managing a fundraiser in September. This timeline will help
you see the major steps and requirements necessary to launch and complete one
successfully:
Timeline       Fundraiser Steps
9/1             Start fundraiser.
                Gather participants to explain procedures and demonstrate products.
                Circulate sign-up sheet and hand-out fundraising packets.
9/1 to 9/19     Participants collect customer orders.
                Provide assistance and answer questions.
9/20            Close fundraiser and collect materials.
9/21 to 9/24    Deposit checks
                Order clarification and follow up.
                Start entering order(s) into the Workstation.
                Ship order(s) to yourself.

Managing a Fundraiser Cont.

   Timeline     Fundraiser Steps
9/25             Complete and submit order(s) to Scentsy.
9/26 to 10/15     Scentsy is picking, packing and shipping your order.
                  Make adequate room to store, package and group orders.
                  Personalize! Prepare packaging and marketing materials.
10/10 to 10/15    Commissions are paid.
                  Give donation check to organization.
10/18             Deliver customer orders.
                  Pick a convenient day, time and location for everyone.

Working with the Participants
Schedule and hold a meeting with the organization participants; this is very important
to the fundraisers success. In this meeting you should provide an overview of Scentsy,
our products, procedural expectations and answer any questions:
•   Sign up sheet and fundraising packets
•   Start and end dates
•   Fundraiser purpose
•   How to complete the order form, calculate
    sales tax and/or applicable shipping costs
•   When payment is due
•   Checks payable to whom
•   The importance of Thank You
•   Safety strategies for children
•   When orders will arrive
•   Your contact information
Optional Ideas
• Loaning mini testers
• Offer prizes

Preparing The Customer’s Order

• Personalize - dazzle, delight and impress!
• Show gratitude for their order.
• Share how much was raised for
  the organization.
• Provide helpful hints and suggestions.
• Include marketing materials for
  future orders (catalog, business card, etc.).

After The Fundraiser
1.    Personally deliver the donation check and congratulate the organization for
      the success of the fundraiser.

2.    Frank conversation with organization:
              • What went well and what did not?
              • Solicit for future fundraising business
              • Ask for a referral

3.    Follow up with each customer:
              • Future orders
              • Rewards for hosting
              • Joining Scentsy

Thank You
         &
Good Luck Fundraising