Dealers nationwide broke personal and company single-day sales records over the weekend by participating in Small Business Saturday. Since Dealers each run their own small businesses, families across the country were excited to “shop small” and directly support a small business owner by purchasing large packages of kids books as Christmas gifts. In its 5th and most successful year to date, Small Business Saturday is now solidified as the company’s biggest kids book sales day of the year, with most families buying multiple packages for their own children, friends, and extended family.
Everyone is always telling us to lose our “cool cards” before the summer, but we all know that’s a joke. It’s all about that summer SWagger. I mean, do you think Dave Kleifgen sells 200 units a day just because he smiles and has good turf? No. There’s more to it. SWag is the power-name of the game. The better your game, the more sales you make. And let’s be real, units and customers are the only things people really listen to in the recognition circle on Sunday anyway.
What makes me a credible source for what’s hot and what’s not? I’m in TD for Mort’s sake – I know hotness up close and personal. So, if you want to maximize your chances of catching the eye of a top producer at checkout, control a controllable: your book SWagger. Follow this list of What’s Hot and What’s Not for Summer ‘14.
It’s a sales AND LEADERSHIP program. Sales is hot and all, but you know what’s super hot – teaching rookies how to crank product like little mini-yous.
Guys, I can tell you that there is nothing sexier than being serenaded with tunes like ‘Wiggle Wiggle’ by Jammer and Pop, especially around Week 6 or 7. You can expect a longer goodbye hug on Sundays from bookgirls if you bring your guitar to the “PC.”
Girls, it’s time to step it up. We are collectively to blame for book hotties like Mike Ford, Charlie Winn, Chris Salata, Dan Milus, Eric Blaser, etc. leaving the bookfield. So throw away your crew necks and polos and go snag some cheap v-necks from Target or Old Navy. This will exponentially increase the amount of pump up calls you get from book guys, as well as your Facebook Likes from single dads.
A company-approved toy to record videos and take pics of all the random weirdness we see in and around people’s homes? Yes, please! Take advantage of this. Show off your collection at night to your roommates and on Sundays to the org.
Actions speak louder than words. This summer, impress followers and say “I’m hot” with a travel size bottle of Gold Bond powder in your cup holder next to that Mountain Dew. Staying dry helps your attitude, which helps your units, which is so hot you’ll need to apply more Gold Bond.
Sure most of us only use Facebook anymore for the chatting feature and to let our parents and grandparents see the selected parts of our lives that we allow them to see. So, since Facebook has been taken over by our parents and their friends, it’s perfect for summer selling. Crack into Mrs J’s good graces, and into her friend circle, and you’re gonna drop some bags. Meanwhile, follow me on Twitter & Insta for the real deal.
We all know the saying, “The bigger the shoe, the bigger the… (let’s say foot).” Well this summer it’s more like “The brighter the fanny pack, the bigger the cool card.”
“Go for the bag” can be used literally and metaphorically. Either way it means you’re taking some kind of action when the easier thing to do is to stay comfortable. Action cures fear and builds confidence. Confidence is hot. Go for the bag.
I can’t emphasize this enough: units are hot. If you’re working, you should hit PC at least once. Seriously, it’s not a big deal. Literally thousands of people have hit PC before. If you’re not hitting it, it’s because you lack book SWagger.
Boom! Zing! Ding Ding Ding! Skurrrt! Whatever noise you want to use, pepper them throughout your demo. It will make the kids laugh, and that will make Mrs J like you. When Mrs J likes you, she buys. Lots of customers? Lick your finger, touch that booty and say, “Tssssss” – because you’re hot.
The number of colors in your pen is like the number of followers you want behind you. One follower is fine. Two or more followers and it just gets awkward for everyone. “Mrs Jones, do you have a large wrap-around sectional couch where all of us can sit down?” Who uses green ink anyway? Gross.
Ok so if you actually take the time each morning to apply hair product, you are a d-bag, and automatically a low producer. Don’t try to pull off some Ryan Davis hair fad during the summer. It’s not cool on the Bookfield and you will just end up looking like a bad episode of Jersey Shore by your 2nd goal period.
You know who doesn’t have to deal with car problems their entire summer? Walkers and people who drive normal bookmobiles. Both groups are cooler than someone clanking up Mrs J’s drive in a bucket of rust. Remember the bookmobile Spade & Farley drove in Tommy Boy? Yeah, that’s you.
Nobody likes lugging a laundry basket full of Advantage books and an Adventure Library up to the family 25 miles out that was a weak MuFu, just to get the money objection again. So not hot. Cash people out and do like 1 day of delivs, at most. That’s hot. Exception: rookies; because they need to know what deliveries are like.
How can Mrs. Jones take you seriously as a college student if you’re stuck in 1998? Kevin Johnson is the only exception to this rule, and it’s because he sold a lot of units in his day and is now married with kids. Dads are allowed to wear cargo shorts. “But I need extra pockets for my granola bars!” Ugh. Please.
Nothing screams call 911 like living out in BFE and having an unexpected stranger pull up your drive at ten till 10 sprinting up to your door with a dark backpack full of danger. Set appointments for night. Appointments are cool, and they buy units like 90% of the time. Or just go home when it’s dark out so you can get into bed before midnight. Sleep deprivation is also not hot.
It’s an unfortunate reality for some of us. “What did you do on your 21st? I sold books door to door, drank a lot of water, and went to bed at a reasonable hour!” Not partying on your 21st is not hot, but that’s just how it is. And that’s ok, because it makes checkout that much better. Delay your gratification, Millenial!
You know who texts during the day? Low producers. Do you know why they’re low producers? Because they’re texting. Go to work and get units. “OMG just met a hot dad!”
I don’t care. Why? Because I meet hot dads all the time – I’m working, not texting. I’ve got people to outsell and you’re obviously one of them.
It’s over. We’re done with that one. It’s been drilled into people’s ears more times than ‘Get Lucky’ and ‘Blurred Lines’ put together. Pick a new word!
This is ‘Merica. We’re ‘Mericans selling in ‘Merica. You will dress as obnoxiously patriotic as humanly possible. Go Hans Schlegel-style and rock a red white and blue mullet wig. Shoot some bottle rockets out of your fanny pack. Put a handful of mini flags in an Abe Lincoln tophat. Flag pattern sunglasses. If you don’t look like national anthem puked on a bald eagle then you’re doing it wrong.
Hope this has been helpful. Now use that SWagger to produce this summer. See ya in the Pacesetter.
If you haven’t had a Bookcrush yet, chances are you’ve only been to an info session so far. Anyone who’s been in the book biz for more than a minute will inevitably find themselves experiencing one or more of the following 10 types of infatuations. They’re about as certain as summertime car problems or sunburn on a walker.
The 10 types of crushes you will experience in your book-selling career:
They understand you, inspire you, look into your eyes and listen intently as you tell them about your goals, dreams, and fears. They remembered your name in the info session. You may even want him/her without even knowing it yet, but soon you will.
Chances with them: 20-30%, there has been success in this arena for some, but it’s rare since your student manager generally “doesn’t see you that way.”
Whether it’s Dan after he inspires you to tears, Ryan for his dry humor and loud wardrobe, Haley after her display of innovation and adorable curls, or KJ’s cow impression—these leaders always leave you wanting more [to fantasize about while you’re on the bookfield].
Chances with them: .001%, unless you’re also one of them and you’re both single; or if they are Ryan (If Ryan, 100%)
Usually around week 4-5, when they hit PC for the first time—you look at them boxing someone out during recognition and realize… they are the most glorious preternatural person in the world — and then you spend the rest of your summer trying to impress them.
Chances with them: 10-20%, A tough one, as they are probably involved in a higher level crush already, but if your sales are up and you’re moderately attractive, you may catch them in a number 9 scenario [don’t skip ahead].
Maybe it’s someone in your org, maybe someone in another org who you practiced with in the parking lot and later added on Facebook, maybe even your co-OL; but the flirtatious pump up calls (“Have a great day!” “No, YOU have a great day.” “No, YOU have a great day…”) increase in frequency and excited anticipation as the summer goes by. All of a sudden week 10 you are ending your conversations with “I love you,” and beating them in sit-downs becomes your main motivation during the day. In fact, you’ve even taped a decorative notecard to your steering wheel as a constant reminder.
Chances with them: 80-100% — WARNING: Precarious phase of booklove because 1) Bookgoggles (feelings often disappear after checkout) and 2) if they beat you in UNITS, you lose many attractive points. Unit-based love = slippery slope.
“He/She just gets me.” You’ve thought it ever since you were sitting in the student union back at campus. You felt like they connected with you better than anyone at college does, and you just click with them. Of course, they have to hide their favoritism for you by treating everyone equally… but you know what the real deal is.
Chances with them: 2-5%, it’s happened a handful of times since 1868. But just know that it requires a real SICAR (Serious Intense Committed Adult Relationship).
Bookpeople at their peak physique, romantic island atmosphere, cocktails in bathing suits, all you can eat tacos, it’s all a recipe for finding love in a hopeless place.
Chances with them: 100% at the swim up bar, 100% on the beach at sunset, 100% on the dance floor at the club, 100% if you produced more units than they did.
They’re beautiful, blonde, they have an accent, they produce units, and you’ll never meet their parents because they live in a mountain town in Slovenia. What more can you ask for?
Chances with them: 20%, They may allow you a 3+ hour conversation on a couch at the Renaissance, maybe a kiss goodnight, but they tend to stick with people their side of the ocean. No harm in trying, though.
You shared the same recliner during the advanced sales part, shared some laughs in the hot tub, even shared a glass of OJ at the pancake breakfast. These quick but passionate isolated get togethers usually produce one or two attempted long-distance relationships. You could be part of that — and potentially even become Facebook official. If FBO is too hot and heavy for you, at least you two will be able to keep it on the DL with Snapchat.
Chances with them: 70-90%, Chances increase with any increase in the unit/team number goals you two discuss for next summer (WARNING: Scenario 8 runs the risk of becoming a scenario 4 unless you take it to the next level and become a SICAR before sales school).
You don’t know what love is until you spend that one glorious 13 hour work day with this person of the opposite sex during week 5. So many shared experiences and inside jokes! Remember the quote from that one mom in the cul-de-sac? That hilarious dog we saw? The 3:00 roll we did on their front lawn? You shared your granola bar with me… I love you.
Chances with them: 100% if you have a burger day, 90% if 90 units, etc…
Usually the final phase of booklove that also tends to phase you out of the book world. One day you meet an attractive stranger that not only sold books (like you!), but also now has a big boy job and sometimes a come from behind success story (just like the ones your DSM always told!). With your shared beliefs, principles, and experiences, you get along better with them than any of those weak hollow souls who never went door to door. Likely candidate for real SICAR, maybe eventual book wedding and book babies.
Chances with them: 40-80%, Largely depending on whether or not you are planning yet another victory lap around the bookfield.
So there you have it, kids. 10 crushes to phase in and out of during your book career. Once you’ve checked them all off your list, you’ll know the confusing satisfaction of a bunch of failed goal-distracting relationships that finally ended in a SICAR. Happy bookloving!
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