THE LUNCHBOX DRIVE - mytupperware.bizmytupperware.biz/dir062/webtuppcomHP.nsf... · The Lunchbox...

THE LUNCHBOX DRIVE

An exciting new initiative brought to you by

Lunchbox Drive Manual 1

Introduction

The Lunchbox Drive

The Lunchbox Drive is an exciting initiative that will help us access areas where we have:

• Low penetration or even no Demonstrator presence • New housing areas • Areas of low party activity

The lunchbox range is ideal to help us broaden our access and increase our sales per household. Environmental Focus The Lunchbox Drive also supports the environmental focus of many schools in their endeavour to reduce waste by promoting ‘Garbage Free Lunch Days’. Every child, Mum and Dad, needs a lunchbox; we can provide the quality, size and shape to suit every need. Health Focus With items such as our Sandwich Keeper Plus, families can prepare and pack healthy, nutritious and well-balanced lunches for the whole family, helping to fight childhood obesity. Save Time and Stress Avoid that early morning rush by preparing in advance and even freezing. How does the School gain? Like a Fundraising Party, demonstrators will reward the school with 10% of all sales, plus $10 for every additional Demonstration booked. High Sales and Profit for appointed Demonstrators The potential business this can generate is enormous! Accessing hundreds of families with a ‘common cause’ to generate funds for the school, could result in thousands of dollars in sales. PLUS – the only expenses for Demonstrators are the Lunchbox Drive Flyers and Order Forms – no need to send out catalogues to each family or provide games gifts, Thank You Gifts or Host Gifts. Simply reward the school with 10% of sales and $10 per party booked.


Table of Contents

♦ Lunchbox Drive Objectives 3

♦ Training Vision – DVD 4

♦ A letter of introduction is sent to schools 5

♦ School receives letter 9

♦ Demonstrator makes telephone contact with school 10

♦ Demonstrator meets with school LBD representative 12

♦ Lunchbox Drive Checklist for Schools 14

♦ Flyer, newsletter and Order Form sent to parents 15

♦ School sends reminder after one week 16

♦ Orders and payments come in to school 17

♦ School checks orders and payments received 18

♦ School fills out Order Summary Sheet 19

♦ Order cut off date 20

♦ Arranging to collect orders & Summary Sheet 21

♦ Collect orders, Summary & credit card payments 22

♦ Delivery 23

♦ Discussing future opportunities 24

♦ Demonstrator letter of thanks to School 25

♦ Distributor sends letter of thanks to school 26

♦ Contacting schools by telephone 27


Lunchbox Drive Objectives

1. Further expand Tupperware’s penetration in Australia and New Zealand

2. Increase sales per household

3. Introduce more households to Tupperware product range via Lunchboxes

4. Open up new access channels for Sales Force

5. Create opportunities for add-on sales and consistent repeat business

6. Offer the Sales Force a systematic, professional and consistent approach to Fundraising

7. Educate stranded customers on the relevance of Tupperware’s product line-up


Training Vision - DVD

A Lunch Box Drive DVD has been produced and included in this training

program to support the training of the Sales Force in conducting LBD’s.

The DVD is a standard ‘Plug and Play’ format that allows the user the

flexibility of using their computer or their television to view training vision.

Simply insert the disc and select section 1 to start the vision from the

beginning.

Alternatively, select any one of the relevant sections as listed below to

commence viewing from that point.

The program has been divided up into the following 6 sections.

♦ Initial call

♦ Meeting school Contact

♦ Processing Orders

♦ Follow up call

♦ Collecting the Orders

♦ Delivery day.

When viewing individually or in training group this allows the facilitator to

play the entire vision or search for the relevant subject.


A letter of introduction is sent to Schools

The first step in implementing the Lunchbox Drive is the letter of

introduction, which may be sent from Distributors or

experienced Demonstrators to identified local schools. This

letter outlines a brief explanation of the Lunchbox Drive and

how it works, information about the range of lunchboxes

available, benefits to the school, and other benefits including

Lifetime Guarantee and environmental statement. The letter

should be sent out on Distributor letterhead. All Distributors

have received a copy of this letter. See attached sample.

Please note: The reference, in the letter, to page numbers to view the range of lunchboxes will vary with each new issue of the Catalogue. Distributors and Demonstrators will need to be amend this reference with each new Catalogue release.

Copies of the colour product flyer and order form should also be

included with the letter. Examples of these are also attached.

Demonstrators with an established relationship with a particular

school may feel that they do not require the introductory letter.


Copy of Letter to Schools TUPPERWARE – HAVE YOUR LUNCH IN US! Tupperware has been in Australian kitchens for over 42 years, ensuring that your food stays fresh and tasty for as long as possible. We’ve helped minimise your use of plastic wrap in the home, now we want to help keep your lunches waste free and as fresh as they were just made. Everyone knows that packing your lunch can save you substantial dollars and help to keep your children healthy, but did you know it could actually make your school money? Tupperware would like to introduce you to “The Lunchbox Drive” fundraising plan. Through sales of our Lunchbox range, your school will earn 10% of all sales, plus a bonus $10.00 for any Tupperware parties booked. Meet the Tupperware Sandwich Keeper Tupperware Sandwich Keepers are fun, functional, environmentally friendly are available in a range of sizes and colours and come with Tupperware’s famous lifetime guarantee. For further information on the Sandwich Keeper range please turn to page 10 in the catalogue enclosed. Sandwich Keepers are popular with ‘big kids’ too, whether you’re packing a bagel or a Baguette Tupperware has the perfect solution to your lunchtime needs, so don’t be surprised if families order two or three – with so much variety in the range there’s a Sandwich Keeper to suit everyone and every lunch. A useful fundraiser to make your school $$$ Not only does Tupperware take away life’s little hassles in the kitchen, but it makes fundraising easy. Tupperware supplies a flyer and order form, fulfils the orders and delivers them packed and named for distribution to students or classes within two weeks. All you have to do is distribute the lunchbox flyer and order form (sample attached) with your school newsletter and ensure they are returned by the closing date you choose. Tupperware can accept cash, cheque or major credit cards so there’s no fossicking around for spare change. So, what do YOU need to do? It’s as easy as making a date to hold your lunchbox drive, so talk to your Tupperware representative today. Thanks for taking the time to find out about this exciting opportunity; we look forward to talking to you soon. Kind regards, Insert name here


Example of Flyer


Example of Order Form


School receives Letter of introduction Upon receipt of the letter, it is anticipated the School will; either

pass it on directly to their fundraising coordinator (this will be

the case in most small schools), or present the letter for

discussion at their next school council meeting. A follow up call

from the Demonstrator a couple of days after sending the letter

is strongly recommended. It may be appropriate for the

Demonstrator to offer to attend the next School Council meeting

to briefly present the details of the Lunchbox Drive to Council

members.


Demonstrator makes telephone contact with school

It is important for this call to be made within 7 days of the School being sent the introductory letter. The main objective of the initial call is for the Demonstrator to introduce them to the School Lunchbox Drive contact and make an appointment to go through the details If the contact is an employee at the School it is a good idea to schedule this introductory phone call before lessons start in the morning, during recess/lunch time or just after lessons finish in the afternoon, to minimize any disruptions to your contact and ensure their full attention. Important details to establish at this point are:

• Who will be the ongoing Lunchbox Drive contact, as this could be different to the person who registered?

• Correct spelling of School name and address. • What timeframe the School has in mind for their Lunchbox

Drive. • Number of students/families at the School as this will

determine the amount of point of sale material required for inclusion in the Newsletter.

• What day is their Newsletter sent home to families (very important if the timing is close)?

• The School’s objectives – what are they hoping to achieve from the Lunchbox Drive, how much money are they hoping to raise, for what and by when?

When making this call, Demonstrators should have examples of an Order Form, Flyer, Order Summary Sheet and newsletter ‘word choices’ close at hand, as they may be asked questions regarding the supporting literature.


Example of word choice for school newsletter

In most cases, schools will produce their own advertisement for

the Lunchbox Drive. The ‘word choice’ example below is

provided simply as a suggestion for schools requiring

assistance in this area.

Tupperware Lunchbox Drive A Tupperware Lunchbox Drive Fundraising Brochure and Order From have been sent home with your Newsletter this week. Please feel free to show all your family and friends as the more lunchboxes sold, the more money raised for the school. When purchasing from the range of Tupperware Sandwich Keepers for your children or other family members, 10% of all sales go directly to the school. Not only do you get a quality product, you also help save littering around our school. All Tupperware Lunchbox Drive orders and payments should be returned to the school by: ____________________________________________


Demonstrator meets with school representative

This is the time to start building a strong relationship with the School community. A professional, friendly approach along with a genuine focus on helping the school achieve it’s objectives through the Lunchbox Drive will ‘open the door’ to future opportunities. When conducted well, it will build trust and encourage schools to explore other Tupperware Fundraising options through you, their preferred Demonstrator. At this meeting the Demonstrator should run through the ‘mechanics’ and timeframes of the Lunchbox Drive. Points to cover at this meeting:

• Discuss School’s Fundraising objectives

• Ask what the usual school involvement is for fundraising

activities

• Discuss student reward system for participation i.e. house

points

• Give some examples of how they can achieve their

objectives;

i.e. 100 families x average $30 order plus 2 bookings =

$320

• Confirm dates for Flyer/Order Form to go home to parents

• Suggest a reminder to parents after 1 week

• Confirm cut off date for orders to be received by School

• Show samples of Flyer, Order Form, newsletter word

choices, envelope label, products and Catalogue

• Discuss display options for product samples


Meeting with school contact continued • Leave required amount of literature, checklist and samples if time is close

• Discuss payment details and talk through Order Summary

Sheet – offer to show school secretary if necessary

• Encourage school to follow their usual payment collection

system

• Discuss additional Fundraising opportunities at this point,

only if initiated by School representative – keep focus on

Lunchbox Drive

• Explain how networking for outside orders and securing

additional bookings will benefit their Fundraising efforts

• Ask for their permission to call periodically to see how they

are tracking and whether they require additional literature

• Explain that customers are able to purchase other regular

range items and arrange for replacements. Suggest they

encourage these people to contact the Demonstrator

directly for assistance

• Confirm delivery date, time and location details

• Mention photo opportunity at delivery date

• Ask if they have any questions or require further help at

this point

• Ask for a backup contact in case they are unavailable

• Thank them for their time and assure them of

Tupperware’s commitment to helping them make their

Lunchbox Drive a success.


Example of Lunchbox Drive checklist for schools

Tick Action required Date

A Lunchbox Drive Literature received a Flyers

a Order Forms

a Order Summary Sheet

a Summary Continuation Sheet

a Newsletter Advertisement Example

a Catalogues

a Posters

a Samples for Display (if appropriate)

a Newsletter, Flyer and Order Form sent to parents

a Reminder notice sent to parents

a Order cut off date

a Demonstrator collects orders and copy of Summary Sheets

a Delivery Date

Your Tupperware Demonstrator:


School sends out Flyer and Order Form with newsletter

The school sends out their newsletter along with the Lunchbox

Drive flyer, order form and a return of order/payment envelope.

They will most likely wish to include some word choices in the

newsletter to advertise the LBD. This could be based on

samples provided by Tupperware or of their own design.

Many schools have their own generic payment envelopes for

use by parents. These are often utilised for excursions, after-

school hour’s care and other school payments. The school may

or may not be willing to use these for the Lunchbox Drive order

and payment return. As an alternative, Tupperware has

provided a template for a sticker to place on envelopes. Some

may wish to print this template directly onto the envelopes.

Example of Suggested Envelope Sticker Name of School……………………………………………………. Name of Student…………………………………………………… Class……………………………….House………………………… Payment Type Cash Bankcard Visa M/Card Date…………………… Amount Enclosed $…………………… Please place your Tupperware Lunchbox Drive Order and Payment in this envelope and return to School with your child by the date stated in the Newsletter.


Reminder to parents after one week

Encourage the school to send out a reminder notice to parents

one week after the order forms and flyers are sent home with

the newsletter. Parents are very busy and often forget when

forms are due to be returned to their school. Sometimes the

initial newsletter may go astray or just unread, so a reminder is

really a vital step in the Lunchbox Drive sequence.

The Demonstrator may wish to offer help with this step either by

providing the notice to be attached to the newsletter and/or by

assisting with the collation to minimize work for the School.

This step should be discussed at the initial meeting with the

School representative.


Orders and payments come into school Most schools have their own tried and tested method of collecting and processing orders. Sometimes the children will take their orders and payments directly to the School office or a specified member of staff. Other schools may have the children hand them in to their classroom teacher to be processed directly by them or sent on to the office as a class lot. It is important for Demonstrators to encourage the School to follow their usual methods. Schools need to feel comfortable not to change any system that has been working perfectly well for them. The orders will generally come in over the period between the first newsletter being sent to parents and the order cut off date. Some schools may ask for an extension to allow additional orders to come in. This should be discouraged. It is very important to explain the implication this would have on the delivery date. Parents who have sent in their orders on time will be expecting their products to arrive on the originally specified date and may experience inconvenience if this is changed. However, if it is considered appropriate to extend the order collection period, a courtesy notice must be placed in the newsletter, or sent home as a note at the earliest possible opportunity, advising parents of the new timeframe and giving them the option of having their products delivered on the originally advertised date if required. All things considered, we advise Demonstrators to strongly discourage schools from altering original timeframes. A better alternative would be to offer a future Lunchbox Drive or other fundraising event as one of their bookings.


School checks orders and monies received

The person nominated by the School to process orders and payments will be given an Order Summary Sheet along with one or more Order Summary continuation sheets, depending on the School size. These enable the School to record the $ value and payment method of each order received, along with the students name and class or house for any reward system (usually house points). Whilst these are very straightforward and self-explanatory, it would be ideal for the Demonstrator to discuss them with this person directly. This will, in most cases, give the Demonstrator another contact within the School and reduce the chance of errors or misunderstandings occurring. Most schools also have a policy in place regarding the collection and banking of cash payments. Again, it is important to allow the School to follow their usual procedure. They generally do not want cash lying around and will bank these payments into a special account until delivery day. A cheque for the total cash payments would then be given to the Demonstrator. This payment, together with the sum of all credit card payments, will make up the total retail amount for the School’s Lunchbox Drive orders. The Order Summary sheet also provides the School with a valuable tool to track their progress with the Lunchbox Drive. They may also use it to see which house or class are collecting the most orders, most bookings or highest $ amount, encouraging some fun competition.


School fills out Order Summary Sheet The Summary Sheet is similar to a Log Book sheet and serves the same purpose. It simply makes it easier for the School to keep track of their orders and payments as they come in. There is also room to record the child’s grade or house for house point rewards. The School can also see how easy it is to earn bonus commission by securing additional bookings. The Continuation Sheet allows for larger numbers of orders to be recorded.

Demonstrator:Unit:

School Sales $

Address: Bookings

Contact Name: No. of orders

Fundraiser Style CommissionGifts/Prizes

$$ Order/payment OrderOrder total Cash C/Card Other Date received Delivered

Bonus $$'s Earned Date$10.00$20.00$30.00$40.00$50.00$60.00

Delivery made: Full Payment made:

LUNCHBOX DRIVE - ORDER SUMMARY SHEET

Bookings

Commission/Prizes Awarded Signed by School:

Please note: cheques can only be accepted at time of order placement. Cheques need to be made out to your Demonstrator.

Address

Mob/Fax:Date of Fundraiser:

Delivery Scheduled:

Payment Method

Signed by Demonstrator

Phone no:Mob/Email:

Class/House

School Phone no:

Student nameDate collectedBy demonstrator

Name

Demonstrator:Unit:

School Sales $

Address: BookingsContact Name: No. of orders

$$ Order/payment OrderOrder total Cash C/Card Other Date received Delivered

Delivery made: Full Payment made:

Student nameDate collectedBy demonstrator

Signed by Demonstrator

Phone no:Mob/Email:

Class/House

School Phone no:Mob/Fax:

Date of Fundraiser:Payment Method

Commission/Prizes Awarded Signed by School:

Please note: cheques can only be accepted at time of order placement. Cheques need to be made out to your Demonstrator.

LUNCHBOX DRIVE - ORDER SUMMARY CONTINUATION SHEET


Order cut off date

The order cut off date would have been predetermined at the

meeting between the Demonstrator and School representative.

As mentioned previously, if it looks as though other orders may

come in later than the cut off date, it may be advisable to

suggest a follow up Lunchbox Drive at a future date. This will

give the School a booking and will prevent holding up the

advertised delivery date. Alternatively, the School may be

interested in exploring another medium such as a

Demonstration or ‘Stop and Shop’ to complete their Tupperware

fundraising program.


Demonstrator contacts school to arrange collection of orders

A follow up call should be initiated by the Demonstrator on or just before the order cut off date. Although the timeframe for collecting the orders and summary sheets would have been discussed at the initial meeting with the School contact, a follow up call is still important at this stage. When making this follow up call, some points to consider are:

• Be enthusiastic and positive about their progress

• Re-confirm order cut-off date

• Arrange date and time to collect orders and a photocopy of

the order summary sheets

• Confirm that all orders have paid in full

• Re-confirm delivery date, time and location

• Mention photo opportunity at delivery time. When

discussing this it is important to know that the school will

need to send out a notice to parents asking for permission

for their child to be photographed. Schools are generally

aware of this. Without signed permission forms the

photographs cannot be forwarded to Tupperware or used

by the Demonstrator in any way.

• Mention thanking staff and parents in a future newsletter

• Remind them to follow their usual procedure for handling

the cash payments – these are payable on delivery day

• Ask whether there are any demonstration leads or product

enquiries requiring a follow up call


Demonstrator collects orders and copy of the Summary Sheet

Some important points to cover when collecting the orders:

• Ensure that the School and Demonstrator agree on the

total $ value of the Lunchbox Drive orders

• Check off the c/c payments with the School representative

• Demonstrator and School representative both initial the

‘Date Collected by Demonstrator’ column on Order

Summary Sheet - this confirms the date and $ amount

taken in credit cards

• Confirm the outstanding cash balance to be paid by the

School on delivery day – this would usually be paid to the

demonstrator by a cheque from the School

• Inform School who the cheque should be made out to for

this remaining amount

• Demonstrator confirms the commission amount they will

be awarding the School on delivery day

• Demonstrator confirms what name the commission cheque

is to be written out to

• Demonstrator takes all orders and a photocopy of the

Order Summary Sheet for processing

• Leave copy of the Order Summary Sheet for their records

• Re-confirm delivery details

• Thank School and congratulate them on their

efforts/results


• Delivery is made as scheduled It is important for the delivery to be made on time, on the originally scheduled date. Delivery should include all orders and replacements. If any products are on back order, a Delayed Delivery Docket should be attached to the customer’s order and a copy left with the school contact for their records. We suggest encouraging the School to take a photo of the children with their lunchboxes. Remember, the Demonstrator may only photograph the children who have returned their signed permission forms. The School pays the Demonstrator the remaining amount required to make up the full Lunchbox Drive payment. Most schools would raise a cheque for this balance. The Demonstrator then awards the School the commission payment earned from the Lunchbox Drive. It is important to follow this payment sequence. If the School simply deducts the commission amount earned from the amount they give to the Demonstrator, it may feel as though they are paying rather than receiving At this point, it is important for both the Demonstrator and the School representative to agree on the following:

• Total delivery of Tupperware has been received • Full payment has been made by School to Demonstrator • Total commission payment has been made by

Demonstrator to School • Any additional items such as replacements have been

delivered Once agreement has been reached, the bottom of Order Summary Sheet should be signed by both the School representative and Demonstrator to confirm that the delivery process has been completed.


Demonstrator discusses follow up opportunities with the school

Once the Lunchbox Drive commission payment has been presented to the School, this may be a good opportunity to discuss building on the relationship now established. This is certainly not the time to go in like a ‘bull at a gate’, however if the School has done well with their Lunchbox Drive they will be most receptive to exploring other Tupperware fundraising opportunities at this time. Some other initiatives to discuss with the School representative:

• Demonstration for staff

• Permanent display in school shop with books/uniforms or

in canteen

• Upcoming school event such as fete, barbeque, working

bee, Parent/Teacher interviews etc

• Referrals to associated kinders or after-hours care facilities

• Mothers groups or Parents and Friends committees

• Orientation day

• Half yearly or annual Lunchbox Drive event

• Enrolment packs

It is important for the Demonstrator to present these opportunities to the School as a service rather than a pressured obligation. This is where having determined the School’s objectives at the initial meeting will come in very handy.


Demonstrator sends a letter of thanks to their school contact

After completing the delivery, sending the School a

personalised thank you note would be a wonderful finishing

touch.

As mentioned in the objectives of the Lunchbox Drive, this

initiative is designed to open up new access channels for

Demonstrators and create opportunities for add-on sales and

consistent repeat business.

Focusing on helping the School to achieve their objectives and

providing excellent, professional service throughout the

Lunchbox Drive will build a strong relationship between the

School and their preferred Demonstrator. This relationship

offers incredible potential for the Demonstrator to build their

Tupperware business, at the same time strengthening the

Tupperware Brand in the eyes of the community. “Top of mind.”


Distributor sends a letter of thanks to the school

Distributors complete the sequence by sending a letter of

thanks, on their letterhead, to schools that have participated in

the Lunchbox Drive with one of their Demonstrators. This letter

should also invite the schools to send copies of any Lunchbox

Drive photographs, along with a brief testimonial. These

submissions will enable Distributors to evaluate the success

and simplicity, or otherwise, of the initiative from the School’s

perspective.

Having Lunchbox Drive success stories available for Sales Meetings, the website or ‘Aware’ magazine will provide a strong incentive for other schools to participate in similar events with Tupperware, as well as encouraging less confident Demonstrators to get out there and give this new initiative a go!


Contacting Schools by Telephone Following are some suggested word choices for contacting schools, after sending introductory letters, and overcoming possible objections. Demonstrator calls school “Hello, my name is …. I am calling from Tupperware. I am just calling to make sure you received the Lunchbox Drive Fundraising letter, which was sent to your fundraising coordinator a few weeks ago. Have you seen the letter or do you know who this would have been forwarded to?” Demonstrator speaks to fundraising coordinator “Hello, my name is… I am calling from Tupperware regarding the Lunchbox Drive Fundraising literature we sent out to your school. The registration cut off date is approaching and I thought I would check to see if your school would be interested in participating or whether you require any more information.” If the school is interested, proceed with the Lunchbox Drive as outlined in the Manual and encourage the school to register with your Distributor. If they do not wish to participate, attempt to determine why. Demonstrator “We appreciate that sometimes the timing is not convenient. For our information, would you mind letting me know why this fundraising initiative was not attractive to you on this occasion? This information is very useful for our Marketing department.


Wrong time of year… “You can register now and hold the Lunchbox Drive at any time to suit your needs” Have already set Fundraising agenda for the year…. “Would you be interested in looking at this for next year?” Did not sound appealing…. “The potential for schools from the Lunchbox Drive is fantastic, I can give you a couple of examples of how your school can benefit if you would like me to.” It sounds like too much work…. “Well actually, I will do the work for you. All the school needs to do is send home the Lunchbox Drive Flyer and Order Form with the newsletter. We have a special summary sheet to make it really easy to process the orders and payments as they come in, and the deliveries come in already individually packaged for each child in class lots. The 10% of sales and bonus dollars for bookings can really mount up. Would you be interested in hearing some more information about how the Lunchbox Drive works, it really is very simple?” Previous bad experience…. “The Lunchbox Drive concept and process has been developed to be really simple and effective for schools. You do not need to have a demonstration with the Lunchbox Drive if you don’t want to. We provide you with a very professional package of Flyers, Order Forms, Posters and even newsletter word choices to support this initiative. There is minimal involvement required by the school and the rewards can be fantastic. Would you like me to give you some more information about how the Lunchbox Drive works?”

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