Chapter Three - Usborne Books at Home

Transcription

Organiser
Handbook
Usborne Books at Home
Updated December 2014
Links to specific pages within this PDF document are shown in green text,
hyperlinks to useful websites are shown in blue underlined text and
email contact details are shown in orange underlined text
A Message from Peter Usborne
Usborne Books at Home has been one of the most vibrant
divisions of Usborne Publishing for 30 years.
Usborne Organisers can make lasting contacts with families
and schools which benefit everyone involved. Parents want
to know how Usborne can contribute to their children’s
education, teachers are eager for children to own and read
fascinating and stimulating books, and Organisers can build
up and sustain a loyal customer base for their business.
As an Usborne Organiser, you can reap big rewards through unlimited earnings,
books at special prices and lots of exciting incentives. I am delighted to welcome you
as an Organiser and wish you every success in your new business.
Best wishes,
Peter Usborne
Founder and Managing Director
Usborne Publishing
Usborne Books at Home reserves the right to change commissions, bonuses,
rates and any other information in the Organiser Handbook at any time.
The term ‘Head Office’ used in this Handbook refers to the Usborne Books at Home Office,
Unit 8 Oasis Park, Eynsham, Oxon, OX29 4TU. Tel: 01865 883731 Fax: 01865 883759
Email: [email protected].
It is an Organiser’s responsibility to make sure they
have read and understood the content of this Handbook.
1
Usborne Books at Home Handbook
Table of
contents
CHAPTER ONE
Your quickstart guide to Usborne
Getting started........................................................................................ 4
What you can offer hosts for holding a party.......................................... 7
How to take customer orders and payments ......................................... 8
The first steps to growing you Usborne business ................................ 12
Usborne online and company websites ................................................14
CHAPTER TWO
Building a bigger business
Building a team of your own................................................................. 17
Build an even bigger business.............................................................. 18
Usborne Books at Home Payment Plan at a Glance ....................... 19
CHAPTER THREE
Additional Usborne services
Additional services to schools.............................................................. 30
Working in the EU and BFPO................................................................ 36
CHAPTER FOUR
Important business information
General administration ..................................................................... 39
Company code of practice............................................................... 41
Glossary of terms.................................................................................. 51
Index..................................................................................................... 55
Chapter One
Your quickstart
guide to Usborne
3
Getting
started
Frequently Asked Questions
What do I need to know to get started?
In addition to the practical advice detailed in this handbook, your Mentor (the person
who recruited you) will help you with everything you need to support you in growing your
Usborne business.
If you are based outside the UK, please read ‘Working in the EU and BFPO’ for additional
information before you start (page 36).
How do I earn money as an Usborne Organiser?
• You can earn 24% Organiser commission from the total sales value of each order.
• You will also earn a monthly 2% Personal Sales Bonus if your sales exceed £1000 in
a month.
• You can earn 6% on the sales of anyone you recruit.
• You can earn even more commission through building your own Usborne Team.
What can I offer someone to encourage them to hold an Usborne party?
• You can offer party hosts 10% of the total party sales value in FREE books, plus a
FREE GIFT (see the latest Host Book offer on the Usborne Books at Home (USBAH)
website for details) plus one title at 50% discount for each qualifying future booking
made (up to a maximum of three).
• In your first weeks as an Organiser you can offer 20% of the total party sales value
in FREE books (see the ‘Home Party Benefits’ page in the ‘Selling books’ section of
the USBAH website for further details).
Who can I sell to?
• You can sell books to anyone who is not planning to sell them on to anybody
else. You must not sell to shops. You can also sell to schools as soon as you have
submitted your first six party orders.
What can I sell to customers?
• Any in-stock title or offer from the current Usborne catalogue and leaflets, plus any
special offers that are announced online.
4
How do I know what is in stock?
• A downloadable ‘real-time’ Excel stock list is available in Online Services. A master
stock list of currently unavailable Usborne titles is also uploaded onto the Stock
update page on the USBAH website at the beginning of every month. Throughout
the month, changes to this list are announced every Tuesday and Friday by 5pm on
the Stock update page on the USBAH website.
How do I place my orders?
• You should order books online in the ‘Online services’ section of the USBAH website
(log in using your Organiser number and password at www.usbornebooksathome.
co.uk and then click the link top right of the homepage to place an order).
Your Organiser number and password were sent to you in your welcome email.
Be careful NOT to order through the www.usborne.com website – you will not get any
commission or be able to order free books.
How do customers pay?
• They should give you payment with their order by credit/debit card, cheque (payable
to you) or cash. You then pay us online when you submit the order.
How do I get paid?
• Your customers pay you the full value of the items they have ordered. When you
enter the order online, you pay us the net value after deducting your commission,
leaving you with the balance.
• After the end of each month, we calculate the override commissions due to all
Organisers on their Personal Team Sales and we pay it into your bank account
(provided you have given us the details). We also send you a commission statement,
by email, explaining the amount due to you. The payment usually reaches your bank
account by the 15th of the following month at the latest.
When will customers get their books?
• Delivery takes up to seven working days from receipt of the order for UK residents.
What do I have to pay for?
There are some small charges for the following standard services:
• £2 towards the cost of the party host benefits package.
• £3.50 standard carriage charge for your order.
• £1.50 extra handling charge for orders with a sales value of less than £100.
5
There are further charges for the following optional non-standard services:
• £2 for submitting a customer cheque that is made payable to Usborne Books at
Home and not yourself.
• £2 for a credit/debit card payment processed without an accompanying order.
• £2 per copy (to a maximum charge of £10) for requesting duplicate commission
statements.
• £2 for delivering an order to an alternative address (i.e. an address that is different to
that on your Organiser account / home address).
Is there a minimum sales requirement?
In the unlikely event that you do not submit orders to the total value of £100+ within 12
weeks of joining Usborne, you will be invoiced for the difference between the price you
paid for the Starter Kit and the retail price.
6
What you can offer hosts for
holding a party
A party can be in someone’s home or it could be another type of event such as a
playgroup event. The benefits you can offer for holding an Usborne party are referred to
as ‘host benefits’. You must pass on all host benefits to the beneficiaries in full.
Party host benefits in summary
HOME PARTIES AND EVENTS:
For parties and events with a Sales Value of £100+, the host will receive the following:
• FREE Gift - There will usually be a choice of two host free gifts every month for the
host to select from.
• 10% in free books - The host is entitled to 10% of the total sales value in free
books. This is doubled to 20% for Organisers just starting their business. You can
find the relevant dates for this offer in your ‘Welcome to Usborne’ email.
• Additional books at 50% discount - For each future booking (to be held within six
calendar weeks of the event), the host may also order any item at 50% discount (up
to a maximum of three).
Organisers pay £2 towards party host benefits, whatever the value.
If you would like at any time to order books for yourself or a forthcoming event, or hold
a party at home you may do so, claiming both the home event host benefits (including
bookings bonus if relevant), plus your Organiser commission.
7
How to take customer
orders & payments
There are lots of ways to run a party or similar event and show customers your books you may have some ideas of your own, or your Mentor can suggest some.
When customers have made their choices you need to take their orders and payment.
The following section explains how best to do this.
Taking customer orders
During each Usborne event, give every customer an Usborne Customer Order Form
to complete.
• The bottom (blue) copy of the Customer Order Form should be retained by the
customer as a receipt.
• Always check the latest stock information on the most recent stock update blog on
the USBAH website on the day of an event, and update your stock list accordingly.
Once your order has been processed, changes to the order cannot be made
retrospectively.
When accepting payment by credit/debit card:
• If customers wish to pay by credit/debit card, ask them to complete the credit/debit
card payment slip on their Customer Order Form or you can accept a payment using
our mobile phone POS payment system. See the Mobile POS user guide for more
details in the ‘Tools and Downloads’ section of the USBAH website. • You may accept payment by MasterCard and Visa credit/debit cards, and Maestro
debit cards. These cards are identified by the symbols that appear on the payment
slip. (N.B. We do not accept payment by charge cards, such as Diners Club or
American Express.)
• All relevant details on the credit/debit card payment slips must be fully completed.
Incomplete or inaccurate details will make the payment invalid, which will delay the
order (please ensure a contact telephone number is given). The customer must sign
any alterations made on the slip.
You are legally obliged to keep a copy of all credit/debit card slips for a minimum
period of 18 months, in case of future queries. After this time, the slips should be
destroyed securely.
• File your credit/debit card slips away safely to ensure that afterwards you will be
able to balance money with orders.
• You must submit card details with the relevant order.
8
• Record all the card details correctly to avoid your transaction being rejected.
• Be extra careful when handling customer card payments. When accepting payment by cheque:
• If a customer is paying by cheque, ask for it to be made payable to you, not
Usborne Books at Home, otherwise you will incur a £2 charge.
When accepting payment by cash:
• If you accept cash for orders, you must ensure you keep accurate records of all
monies received, and be prepared to provide customers with receipts.
Submitting orders
Remember, An Organiser must not pay for another Organisers order (See page 39).
You must log-in to Online Services to place an order.
Log in at www.usbornebooksathome.co.uk using your Organiser Number and Password,
then click through to Online services the ‘Place your order’ link is situated at the top right
of the website homepage.
A step-by-step user guide on how to use Online services is available in the ‘Tools and
downloads’ section of the USBAH website.
• All free books, discounts & commissions are automatically calculated online for you.
• To ensure that your orders are included in the appropriate computed month (so as
to qualify for bonuses, promotion and/or incentives) you must submit your orders by
midnight on the last calendar day of the month.
• All orders placed by Organisers are given a unique ref number beginning with a ‘W’.
• Once you have placed an order, you will receive a confirmation email with full
details of the order. It is important to print off a copy of each online order email
confirmation and keep it with your records.
Carriage and delivery on all orders
Our UK carriage delivery charge is £3.50. All deliveries should arrive within seven working
days of placing your order, providing the order is placed before 3pm. This service
operates through a national carriage company and will require a signature on arrival.
There is an additional £2 non-standard charge for deliveries to an alternative address
(see page 6). All orders below £100 sales value incur an extra £1.50 handling charge.
9
When your order arrives
• Check off each item against your order confirmation email. In the unlikely event of an item being damaged or missing, email your query to
[email protected], writing ‘Order query’ as the subject heading.
Remember to always give your Organiser Number, online order reference and invoice
number with details of your query. Alternatively, you can telephone the Order Query Line
on 0845 7697324 between 9am and 5pm, Monday to Friday.
The order query service only deals with packing and delivery queries.
For all other queries you should contact your Mentor.
Returns
You may return goods to Usborne Books at Home for the following reasons:
• The goods are damaged (N.B. We do not replace damaged dust jackets).
• The goods have been sent out in error.
• You have resigned within 14 days of joining. • The goods have been returned to you by a customer within 14 days of delivery.
If a customer wants to return a book within 14 days of delivery, it is your responsibility to
return the book to us promptly and in a resalable condition.
Before returning goods, you must obtain prior authorisation from Head Office, and follow
these guidelines:
1. Telephone the Order Query Line on 0845 7697324.
Give your name and Organiser number, the stock codes of items to be returned,
the original online order number and the reason for return. You will then be sent a
Returns Form and a pre-paid returns label.
2. Complete the Returns Form in full. 3. Pack the items safely and securely, preferably using the original packaging.
Enclose the completed Returns Form, then post the returns package using the
pre-paid returns label.
4. The returned items will be inspected to check they are in a satisfactory condition.
5. If you are returning goods in perfect condition from a customer within 14 days of
delivery, you must include a copy of the Customer Order Form. On receipt of the item(s), a credit note for the value of the returned item will be entered on
your Usborne sales ledger account. An adjustment will be made to your Personal Sales
Volume, if appropriate.
10
Direct customer orders
1. Orders received on your behalf through your Personalised Organiser Website will
be processed and delivered directly to the customer. Direct customer orders are
given a unique reference number beginning with a C.
2. The Organiser whose Personalised Organiser Website generated the order will
receive 10% commission on each direct order, provided they are ‘active’.
3. The 10% Organiser commission will be added to any other additional commission
you earn (on top of your basic commission) and paid with commissions, either
through bank transfer or as a credit to your Usborne sales ledger account, after
the end of each month. Sales directly from customers will count towards all
incentives and sales volumes.
Sales Volume is the total value of all the items sold at your events in a computed
month, excluding (net) any discounts, monthly samples, stationery orders, and
host offers in that period. This is the amount on which you earn commissions.
Customers will be charged for carriage on all direct orders. Carriage charges are
detailed by us on the shopping basket section of your Personalised Organiser
Website.
4. There are no free books, discounts or host benefits on direct customer orders.
5. All direct order queries and returns will be dealt with by us through the Order
Query Line.
If a direct customer contacts you in the first instance, please either call us on their behalf,
or direct them to our Order Query Line on 0845 7697324. Or they can email Head Office
at [email protected].
11
The first steps to growing your
Usborne business
Earning by recruiting
other Organisers
As well as earning on your sales, you can earn
a permanent monthly 6% Mentor Bonus
(Illus. 1) on the sales of anyone you recruit.
(Illus. 1) Mentor Bonus
In this illustration, The Organiser will
pick up the 6% Mentor bonus on
the sales of A and B but not C (who
hasn’t achieved £100 sales).
To qualify for this bonus, both you and the
recruit must each submit a minimum £100
sales volume in the same month.
Signing up new Organisers
to your team
Organiser
100 PS
A
500 PS
B
100 PS
C
50 PS
You can either use an Agreement supplied in your starter kit, or if your recruit is not local
to you, they can download one from the Usborne Publishing website www.usborne.com
or your Personalised Organiser Website (if you have one).
Submitting new Organisers’ Agreements:
• Follow the guidelines on the Organiser Agreement.
• Make sure your new recruit reads the full Terms and Conditions, completes and
signs the Agreement correctly. Recruits must be over 18 years of age to join.
• Make sure your own details are completed in the ‘recruiter’ section of the
Agreement. Send in the top (yellow) copy to Head Office and give the bottom (white)
copy to your new recruit.
• Agreements can be submitted by post, or by fax on 01865 883759. Agreements
must arrive at Head Office by 2pm on a working day to be processed that day.
• Payment can be made by credit or debit card, or by cheque made payable to
Usborne Books at Home.
• We do not accept responsibility for Agreements which do not reach us, or which are
incomplete or incorrect.
To ensure that Agreements are included in the appropriate computed month, they need to
arrive at Head Office by 5pm on the last working day for each month. Faxed Agreements
must not be subsequently posted in. For full Recruiting regulations see page 40.
12
Submitting new Organisers’ Agreements:
• New Organisers will receive their welcome email including details of their Organiser
number & password within 24 hours of their Agreement being processed.
• On receipt of their Organiser number and password, orders can be placed
immediately.
• New Organisers will receive their Starter Kit within five working days (10-14 days for
European Organisers).
Working in schools
The schools market provides established Usborne Organisers the opportunity to generate
sales in a very dynamic and profitable marketplace.
All Organisers may sell in schools if they choose to, (for example PTA events), but to take
advantage of the school and library benefits packages, New Organisers must first achieve
a minimum of 6 x £100+ party orders. You will automatically be given access to full
details of how to use both the schools packages and the database as soon as you have
submitted these orders. Speak to your Mentor for more details.
13
Usborne online and
company websites
The following websites are operated and maintained by Usborne Publishing and
Usborne Books at Home in support of your business:
Usborne Publishing website
www.usborne.com
This is the global website for our parent company, Usborne Publishing. This site aims
to stream worldwide visitors quickly to the information they want about Usborne and is
specifically designed to attract and inform visitors about everything that Usborne Books
at Home can offer them.
Usborne Books at Home (USBAH) website
www.usbornebooksathome.co.uk
The USBAH website provides support and inspiration for Organisers, customers and
potential recruits. You will find the latest news and information, sales tools, ideas and
downloads to support you in growing your Usborne business.
Login using your Organiser Number and Password given to you in your ‘Welcome to
Usborne’ email to access the private ‘Tools and Downloads’ section and to be able to
view additional blog posts and information exclusively for your benefit and support.
Online services
https://orders.usbornebooksathome.co.uk/online/Login.php
You can place orders and view your order history within Online services which you can
access either by the link above or through the USBAH website. To enter Online services
from the USBAH website, simply log-in and then click on the ‘Place an order’ link at the
top right of the homepage.
It is essential that you keep a record of your Organiser Number and Password - keep
them safe by writing them in the spaces provided at the front of your Welcome Brochure,
as supplied with your Starter Kit.
14
The Online Marketing Package
The Online Marketing Package is an annual subscription to your own personalised
website as well as a monthly customer e-newsletter which is sent to your customers by
us, on your behalf.
When you place a standard order, an automated message will appear, giving you the
option to buy the Online Marketing Package. If the automated message does not appear
when you place an order, and you would like to purchase the Online Marketing Package,
please contact head office at [email protected].
Your purchase will give you one year’s subscription to the e-newsletter and one year of
website hosting. This can be renewed annually.
Personalised Organiser Websites
A Personalised Usborne Website will help promote your Usborne business, attracting
new recruits and generating sales online. Your website can be personalised in many ways
whilst still benefitting from the corporate branding, product marketing and technology
(including secure online shopping for your customers) provided by the company. Full
instructions on how to personalise and use your site are available online and when you
purchase a site.
Recruiting using your Personalised Organiser Website
Visitors to your site can join your team by completing the online sign-up form.
The recruit will be automatically allocated to your team.
To discuss this further, please talk to your mentor.
Online sales
Orders from Personalised Organiser Websites will be processed and delivered by the
company directly to the customer. You, as the site owner, will automatically receive 10%
commission on the sales value of these orders, provided you are an ‘active’ Organiser.
Sales directly from customers will count towards all incentives and sales volumes.
Customer Newsletter
The e-newsletter is personalised with your contact details, website links and social
media links but the content is managed by Head Office. The newsletter is sent to your
customers monthly (on your behalf) and any sales or interaction will be fed back to you.
Every subscribed Organiser will receive a link and login details to the newsletter ‘portal’
where you can upload the contact details of your customers and receive reports on what
activity the newsletter generated.
15
Chapter Two
Building a
bigger business
16
Building a
team of your own
Pathway to promotion
You can promote to Team Leader and substantially increase your earnings anytime after
joining as an Organiser using the following criteria:
Team Leader promotion criteria
Promotion to Team Leader occurs when:
• You and at least four Organisers whom you have
personally recruited achieve £1500 Personal Team
Sales or more in a computed month (Illus. 2). (Illus. 2)
Simplified progression
from Organiser status to
Team Leader
Organiser
• You and at least four of your recruits must each be
active in that month of promotion (each achieve at
least £100 Sales Volume in the month).
On Promotion to Team Leader you will receive a £100
Rank Advancement Bonus. This will be doubled to
£200 if you achieve promotion within three calendar
months from the end of the month in which you first
joined as an Organiser.
Organiser
Organiser
Following the month of promotion, you will be paid 5%
commission (Personal Team Bonus) on your Personal
Team Sales every month in which you achieve the
following:
Team Leader
• £100 Personal Sales
• £1500 Personal Team Sales*
Org
Org
Org
Org
• (Minimum) four ‘Active on File’* personal recruits
(*See pages 19-20 for definitions of these terms)
Team Leaders will also earn a Productivity Bonus of £100 in any month where their
Personal Team Sales is £3000 or more and they achieve payment criteria for Team Leader.
This Bonus is available to all Organisers of Team Leader status and above.
17
Build an even
bigger business
Encouraging others to promote
The following section provides information on how you can earn much bigger bonuses
once you have established your own Team.This section may look complicated, but you
don’t need to read it until you have started building a team of your own.
18
Usborne Books at Home Payment Plan at a Glance (Illus. 3)
Usborne Books at Home Payment Plan at a Glance (Illus. 4)
19
Definitions
The terminology used in explaining commission earnings is defined as follows:
Sales Volume - the total value of all the items sold at your events, excluding any Library
discounts, stationery orders, and host offers in that period. This is the amount on which
you earn commission.
Personal Team Sales (PTS) (Illus. 5) - See below.
(Illus. 5) Personal Team Sales (PTS)
PTS includes your personal sales plus
the personal sales of all Organisers
in your personal team, on all levels,
down to but excluding the next
Leader and their team.
100 PS
TL A
500 PS
1,800 PTS
A
500 PS
850 PTS
100 PS
B
100 PS
C
50 PS
D
100 PS
E
200 PS
D
50 PS
100 PS
A computed month - the timescale on which monthly commissions and bonuses are
worked out. The computed month runs from the 1st of the month until midnight on the
last calendar day of the month.
Active Organiser - for promotion and payment purposes, an active Organiser is defined
as one who personally submits and pays for a proper and valid order of at least £100
sales volume, either as a result of orders taken from bona fide customers, or in advance
of an anticipated event.
For you to promote to any level, a minimum of four of your personally recruited Organisers
must also be active in the month your promotion occurs.
Active on File (AOF) - for Organisers to count in an upline Leaders personal team, they
must achieve £100 Sales Volume in a computed month, in a rolling three month period
to remain AOF. If an Organiser ceases to be AOF in any three month period, they can
re-activate by achieving £100 Sales Volume in a subsequent month, within a rolling 12
month period.
Downline - all your first line recruits, plus all their first line recruits and so on, ad infinitum.
Total Title Sales (TTS) - includes your personal sales plus the personal sales of all
Organisers in your downline down to but excluding the Total Title Sales of an Organiser
with the same (or higher) title as yourself.
20
Qualifying Legs (Illus. 6) - each Organiser in your first line (personally recruited by you) is
a separate leg. A qualifying leg is one which contains anywhere downline (which may or
may not be your first line), a Team Leader (or above) who has qualified for payment in the
month.
(Illus. 6) Qualifying Legs
In this illustration, the Leader has five individual legs. Legs 1, 2, 3 and 5 count as
qualifying legs as there are qualified leaders somewhere within that leg.
Team Leader or above
Qualified
1
2
3
Qualified
Not Qualified
Not Qualified
Qualified
Qualified
Qualified
Not Qualified
Qualified
4
5
Not Qualified
Qualified
Not Qualified
Not Qualified
Qualified
N.B. Should any of the first line Leaders leave the business, all the Leaders in
that particular leg would still only count as one qualifying leg for future payment
qualification (E.g. should the Team Leader at the top of leg two leave the business,
the four Team leaders below would still only count as one qualifying leg).
Generation - a generation is the first qualified Team Leader (or above) in a leg. The
second generation is the next qualified Team Leader (or above) in that same leg & so on.
Override Commissions and Bonuses - Override commission is the amount of
commission payable to an Organiser at the end of a computed month, in addition to the
basic 24% (20% for School or Library Discount sales).
21
Team Building Bonus Level 1 (TBB1) (Illus. 7) - When one of your recruits promotes to
Team Leader (or above) you will earn 6% TBB1 on the Personal Team Sales of your 1st
Generation TL, provided that both you and they qualify for Team Leader Commission.
(Illus. 7) Team Building Bonus 1
In this illustration, TL A will earn
6% TBB1 on the Personal Team
Sales of TL B (shaded).
Unencumbered Sales (Illus. 8) - Where two or more Organisers are using the same sales
to promote to Team Leader status in the same month, each promoting Team Leader has
to have a minimum of £1,000 Personal Team Sales outside of the downline promoting
Team Leader For example, if Organiser B is downline of Organiser A, Organiser A has to
have a minimum of £1,000 ‘unencumbered’ Personal Team Sales to be promoted.
(Illus. 8) Unencumbered Sales
In this illustration Organiser A has achieved £1200
PTS outside the Personal Team Sales of Organiser B.
Both A and B would be promoted in the same month.
22
Group Leader promotion criteria and
payment
Promotion to Group Leader takes place
when, as a Team Leader:
(Illus. 9) Simplified progression from
Team Leader to Group Leader
• Your Total Title Sales is £5000+ in
a computed month
• And two of your first line personally
recruited Organisers have qualified
as Team Leaders (Illus. 9)
• And you have achieved £200
Personal Sales
• And you qualify as a Team Leader
in the month.
At least one of your new Team Leaders must have promoted in the month(s) prior to your
promotion and must qualify as a Team Leader in your month of promotion.
On Promotion to Group Leader you will receive £250 Rank Advancement Bonus.
• Following the month of promotion and every subsequent month where you qualify
for payment as a Team Leader, your Total Titles Sales is £5000+ and you have two
qualifying (they achieve status criteria) Team Leader Legs, you will be eligible for
Team Building Bonus Level 2 (TBB2), which is 2% paid on the Personal Team
Sales of all qualifying Team Leaders on your second generation (Illus. 10).
TBB2 is in addition to all the bonuses which you are entitled to as a Team Leader.
(Illus. 10) Team Building Bonus 2 (Group Leader)
In this illustration, GL A will earn 6% TBB1 on the Personal Team Sales of TL B, C &
GL B and will ALSO earn 2% TBB2 on the Personal Team Sales of TL D & TL E.
23
Divisional Leader promotion
criteria and payment
Promotion to Divisional Leader takes
place when, as a Group Leader:
Group Leader to Divisional Leader
• Your Total Title Sales is
£15000+ in a computed month
• And four of your first line
personally recruited Organisers
have qualified as Team Leaders
(Illus. 11)
• And you have achieved £200 Personal Sales
• And you qualify as a Team Leader in the month
At least three of your qualifying Team Leaders must have promoted in the month(s) prior
to your promotion and must qualify as a Team Leader in your month of promotion.
On Promotion to Divisional Leader you will receive £500 Rank Advancement Bonus.
for payment as a Team Leader, your Total Titles Sales is £15000+ and you have
four qualifying (they achieve status criteria) Team Leader Legs, you will be eligible
for Team Building Bonus Level 2 (TBB2), at the higher rate of 4% paid on the
Personal Team Sales of all qualifying Team Leaders on your second generation
(Illus. 12).
TBB2 is in addition to all the bonuses which you are entitled to as a Team Leader.
(Illus. 12) Team Building Bonus 2 (Divisional Leader)
In this illustration, DL A will earn 6% TBB1 on the Personal Team Sales of every 1st
Generation Leader (including DL B) and will ALSO earn 4% TBB2 on the Personal
Team Sales on every 2nd Generation Leader. This would also include GL B and TLs
D, E and F.
24
Executive Leader promotion
criteria and payment
Promotion to Executive Leader takes
place when, as a Divisional Leader:
Divisional Leader to Executive Leader
• Your Total Title Sales is
£25000+ in a computed month
• And eight of your first line
personally recruited Organisers
have qualified as Team Leaders
(Illus. 13)
• And you have achieved £200 Personal Sales
• And you qualify as a Team Leader in the month
At least seven of your qualifying Team Leaders must have promoted in the month(s) prior
to your promotion and must qualify as a Team Leader in your month of promotion.
On Promotion to Executive Leader you will receive £1000 Rank Advancement Bonus.
for payment as a Team Leader, your Total Titles Sales is £25000+ and you have eight
qualifying (they achieve status criteria) Team Leader Legs, you will be eligible for
Team Building Bonus Level 3 (TBB3), at 2% paid on the Personal Team Sales of all
qualifying Team Leaders on your third generation (Illus. 14).
TBB3 is in addition to all the bonuses which you are entitled to as a Divisional Leader.
(Illus. 14) Team Building Bonus 3 (Executive Leader)
In this illustration, EL A will earn 6% TBB1 on the Personal Team Sales of every 1st
Generation Leader, 4% TBB2 on the Personal Team Sales on every 2nd Generation
Leader and 2% TBB3 on the Personal Team Sales on every 3rd Generation Leader.
25
As an Executive Leader you can also qualify for the following additional bonuses:
Executive Productivity Bonus of 1% of your Total Title Sales when those sales reach
£40,000+ in a computed month.
Executive Leader Bonus of 0.5% on the Total Title Sales of an Executive Leader who
has promoted out from your downline. This bonus is only paid on one generation of
promoted Executive Leaders (Illus. 15).
(Illus. 15) Executive Leader Bonus
In this illustration, EL A will earn 0.5% Executive Leader Bonus on the Total Title
Sales of EL B (shaded).
26
Compression
The payment plan uses compression at all levels from Team Leader Commission upwards
in order to pay the maximum commission possible.
Unqualified volume is compressed up into the qualified volume for payment only.
Volume is not compressed for qualification, only for bonus payment after qualification.
(Illus. 16) Compression
As applied to Personal Team Sales
TL A
1,500 PTS
TL B
1,000 PTS
O
O
O
O
In the above illustration TL B’s
Personal Team Sales would be
compressed and added to TL A’s
£1500 Personal Team Sales for
bonus payment only. TL A would
therefore receive 5% Personal
Team Bonus on £2500.
.B. The sales would NOT be
N
compressed to allow TL A to
qualify for payment.
(Illus. 17) Compression
As applied to Team Builder Bonuses
YOU
Qualified
‘Paid As’ Team Leader or above, earn PTB
NL Q
‘Paid As’ Team Leader or above, earn PTB
LQ
‘Paid As’ Team Leader or above, earn TBB1
NLQ
‘Paid As’ Team Leader or above, earn TBB1
LQ
‘Paid As’ Group Leader or above, earn TBB2
LQ
‘Paid As’ Executive Leader or above, earn TBB3
NLQ
NLQ
LQ
Outside of Payline
In the above illustration the Leader at the
top of the downline is assumed to be an
Executive Leader (EL) receiving Team
Building Bonuses on three generations of
leaders.
The Personal Team sales of the
leaders who have not qualified (NLQ) is
compressed up into the Team sales of
the leaders who have qualified (LQ) for
payment only.
27
Information relating to promotions and payments
All Leaders must meet the Team Leader minimum structure and sales in order to receive
any of the Leader Bonuses.
• A computed month is the timescale on which monthly commissions and bonuses
are worked out. The computed month runs from the 1st of the month until midnight
on the last calendar day of the month.
• Promotions take effect from the beginning of the following month e.g. if you achieve
promotion in March, you will be promoted to the new status with effect from the first
‘computed’ working day of April. You cannot count someone as ‘status-qualified’ in
your downline in the month of their promotion, only in subsequent qualifying months.
• At Team Leader, Group Leader, Divisional Leader and Executive Leader status,
you must achieve the Team Leader payment criteria to be paid any of the override
bonuses and commission (other than Mentor Bonus).
• Commission payments for Team Leader status and above are only payable from the
month following promotion, provided the appropriate criteria are achieved e.g. if you
achieve promotion to Team Leader in March, you are eligible for Team Leader status
and commission from April onwards.
• Personal Sales Bonus (2% on your personal sales if they exceed £1000), however, is
paid in the month you achieve it.
• All extra commissions (overrides) and bonuses can only be paid or awarded if the
Organiser (of whatever status) to whom the commission is due has achieved the
required personal Sales Volume that month. (£100 for Team Leader, £200 for Group
Leader and above) The exception is Mentor bonus, where the personal sales of the
recruit and the recruiter need only be £100+, regardless of status.
• Any adjustments to commission payments (for example refunds) will be made within
the same month wherever possible. The company can not, however, guarantee that
adjustments requested on the last working day of the month will be actioned in time
to be applied to that month’s commission payment.
• Any bonus or commission payments under £20 will be accumulated on your
Usborne account until they exceed £20, then paid to you.
Your “Usborne account” is the sales ledger account you hold at Usborne Books at Home
and School. This is not a bank account. If you wish to have override commissions paid
into a UK or EU bank account fill in the ‘Organiser commission payment instructions’ form
attached to your ‘Welcome to Usborne’ email and send it to Head Office.
All payments made to UK accounts will be in sterling and payments to EU accounts will
be in Euros. Alternatively, you can request the form from Head Office by emailing mail@
usbornebooksathome.co.uk.
28
Chapter Three
Additional
Usborne services
29
Additional
services to schools
When can I start selling to teachers and
holding School Book Fairs
Once you have submitted six £100+ party orders, you can start working in schools if you
choose to, using our special schools and libraries benefits packages.
Once you have submitted your six qualifying orders, when you next go online to place any
order, you will automatically be offered the schools package option.
You may of course offer the standard party host benefits to a school and you must check
each individual school or establishment on our schools database (see below) before you
offer the following schools and library packages to them as another option.
What can I earn, working in schools?
• For School events you can earn 20% Organiser commission from the total sales
value (School events are usually much larger in value than home events). • For Library Discount orders you can earn 20% Organiser commission from the total
sales value (gross order value less discount).
Our School and library benefits packages are designed for school book fairs, and for
larger orders from schools on which schools would normally expect a discount. These
packages are heavily subsidised by us, and this subsidy is reflected in your commission
on those orders.
How does the schools database work?
Only individual establishments that are held on our schools database, (which is called
‘SPIRIT’) are eligible for our School and Library benefits. An establishment might not just
be a school, it could be a funded educational project or establishment (e.g. Sure Start).
Below is a guide to the types of establishments that may be on the SPIRIT database.
To use the School and library benefits packages, your individual school or establishment
must be specifically listed on our database. To find out if it is, simply go into Online
services and start placing a ‘dummy’ order – your school will be matched by postcode
and if it is not on SPIRIT it will be rejected. If it is rejected, you can still sell to that
establishment, but you can only offer party host benefits.
30
List of establishment types that qualify for the schools and libraries benefits
packages if held on SPIRIT
BFPO Full Age Schools (5-18)
Local Authority Offices (inc. Education)
BFPO Middle Schools (8-13)
Libraries (Headquarters)
BFPO Nurseries (2-6)
Libraries (Regional Headquarters)
BFPO Primary Schools
School Library Services
BFPO Secondary Schools
Middle School (8-12)
Specific Subject Schools & Colleges
Middle School (9-13)
English as a Foreign Language Schools
Nursery Company Head Office
Tutorial Colleges
First School (4-8/9)
Hospital Schools
Infant School (4-7)
Independent 6th Form Colleges (16-19)
Junior School (7-11)
Independent Full Age Range Schools (4-16)
Nursery School (2-5)
Independent Junior/Senior Schools (7-16)
Primary School (4-11)
Independent Junior/Senior Schools (7-18)
Nursery Unit based at a School Site
Independent Pre Preparatory (4-7)
6th Form College (16-19)
Independent Full Age Range Schools (4-18)
Secondary School (11-18)
Independent Prep Schools (4-10/11)
Grammar Schools (11-18)
Independent Nursery Schools (1-5)
Secondary High School (14-18)
Independent Prep Schools (4-13/14)
Secondary Lower School (11-14)
Independent Senior Schools (11-18)
Secondary School (11-16)
Independent Senior Schools (11-16)
Special School (all ages)
Junior High/Academy with 6th Form (4-18)
City Technology College (11-19)
Junior High/Academy no 6th Form (4-16)
Sure Start Children’s Centre
Libraries (Branch)
Learning and Skills Council
Please note:
All orders that you enter as school and library events must be proper and valid orders for
those establishments only. You may use such orders to order reasonable and relevant
stock in advance for a specific school event if necessary. You may not use or add on to
these orders or benefits packages for any other reason.
31
What can I offer qualifying schools
and establishments?
School and library benefits
Usborne offers schools the following specific benefits, subject to them being a qualifying
establishment (see previous page):
1. School Free Books package
For school events such as book fairs and sponsored reads.
School Free Books package
Value of initial order
Free Book Commission
Minimum value of books
school will receive
Over £600
£360+ (60%)
£360+ (60%)
£250 - £599.99
£75+ (30%)
£75+ (30%)
£100 - £249.99
£10+ (10%)
£10+ (10%)
• Organisers pay 4% of the retail price of the free books for school orders (to a
minimum value of £4) towards school free books.
2. Library Discount package
For school libraries, other libraries and some similar educational organisations and
establishments.
Library Discount package
Gross Value of Sales
Discount
£600
30%
£250 - £599.99
20%
£120 - £249.99
10%
• Library Discount orders, which offer discounts of up to 30% to schools, libraries and
some other educational organisations.
Does Usborne do anything else to support my success in schools?
Using the SPIRIT database, we regularly profile and select schools and market offers to
them. We always encourage schools to order these offers through Usborne Organisers
(who, in schools, we generically refer to as Usborne Representatives) and we only offer
the library discounts package (above) to establishments who do so.
32
All our Marketing offers to schools are posted on the USBAH website before they are
sent, so that you have the opportunity to look at them and then immediately approach
your schools to promote the offer and your discounts personally.
Schools invoicing system (UK only)
(Only applicable to School and/or Library orders)
Many schools source funding for books from local LEAs etc and prefer to be invoiced
when they place an order with an Organiser.
When can a school be invoiced for an order?
If an Organiser contacts a school that wants to place an order but is not prepared to pay
the Organiser in advance and the Organiser cannot, or does not wish to fund the order
themselves, or if the school will only deal direct with Usborne Books at Home and School. How the Usborne schools invoicing system works
The following applies only to school orders which are obtained by an Organiser and is
only available to UK schools. Usborne Books at Home will invoice the school directly and
be responsible for collecting payment, on the following terms:
• A school is required to send an official order (book title(s), code(s), RRP and number
of copies), preferably with a Purchase Order Number, on headed paper to the
Usborne Books at Home office by post or fax.
• The order confirmation must have the Organiser’s account number clearly stated
and should provide the school’s full contact details, including the address to which
the invoice and subsequent delivery, should be sent.
• Head Office will then process the order, which will be delivered DIRECT to the
school, and send a VAT invoice requesting that payment be made within 30 working
days from the date of the invoice.
• Any order processed through the schools invoicing system will be treated as a
Library Discount order only and the appropriate discount value applied.
• Orders processed through the schools invoicing system are not eligible for the free
books commission package.
33
How to guarantee you earn commission on invoiced school orders
Once we receive payment for an order, we will only credit an Organiser’s account with the
relevant volume and 20% school library order commission on the net value of the order
minus the relevant administration & delivery charges (see below), on the following terms:
• You MUST submit a School Order Advice Note (available to download from the
USBAH website) by post or fax, PRIOR to the office receiving the school order
confirmation.
• The School Order Advice Note will then be matched up with the school confirmation
of the order when it arrives in the office, and the appropriate amount of commission
will be credited to your Usborne account once full payment has been received.
School Order Advice Note guidelines
Complete the form in full, giving as many of the school contact details as possible,
including delivery details and the Purchase Order Number.
Tip: A courtesy call to the school to obtain the order number after your initial meeting will
demonstrate the professional service you give and act as a reminder for them to send
order confirmation to the Usborne Books at Home office.
It is imperative that we have the right delivery address for the school/library as orders will
be delivered directly.
Make sure the person who places the order AND the person who will be sending the
school order confirmation (they are not always the same person) have your correct
contact details and includes them on ALL correspondence - do not leave the chance
open for you to miss out on earning commission.
Administration and delivery charges for school invoicing
• An administration fee of £2 will be charged to the Organiser for each order
processed through the Schools Invoicing system.
• Standard delivery charges apply to invoiced orders.
Charges will automatically be deducted from your total commission before being credited
to your account.
34
Important invoicing information
• It is your responsibility to ensure that the School Order Advice Note is submitted to
the office BEFORE the order confirmation is received from the school. • If we do not receive a School Order Advice Note for an order processed via Schools
Invoicing, or if the school does not acknowledge contact with an Organiser, we will
not pay commission on the order.
• Head Office will NOT back date commission payment for an order if the Advice Note
comes in after the school/library order confirmation. • No commission will be credited to an Organiser until payment for an order is
received from the school.
• Any late payment from a school will be followed up by the Usborne Books at Home
office. Organisers should not follow up payment for an invoiced order.
• Once payment has been received, a schools invoice will be entered on to your
account detailing the total order value and commission earned (minus administration
and delivery charges).
35
Working in
the EU and BFPO
In addition to the services and benefits detailed in this Handbook, Usborne offers the
following services and information to support Organisers who live and work outside the
United Kingdom.
Submitting EU Orders
All overseas orders should be paid for in pounds sterling by credit card or sterling debit
card (Debit cards must have been issued in the UK).
Please note: The titles in our catalogue and leaflets are in pounds sterling and have no
Euro prices: we want Organisers to be free to set their own exchange rates when selling
books to customers.
When placing orders, you MUST ensure that the country the parcel is being delivered
to is entered in the Postcode field, and the postcode/zipcode is entered within the
main address, as the country must be the last line of the address. Also check that the
corresponding country has been selected from the dropdown menu.
For BFPO Organisers
The British Forces Post Office (BFPO) provides a mail service to serving British forces
personnel and their families worldwide. All BFPO Organisers are required to pay a fixed
charge of £5 per order. On all orders to a BFPO address, you must include the following
CM Account Number as part of the address: CM ACCOUNT NO: 850001 and ensure that
the country code is BFPO. Please use HA4 6DQ as the postcode.
Carriage and delivery on all orders
Delivery to European Union addresses takes between 10-14 working days. Delivery is
operated by a national/international carrier and requires a signature on arrival. On the following page is the Usborne Books at Home overseas postage rates. Speak
to your Mentor or visit the USBAH website for full non-UK administrative information.
Alternatively email Head Office at [email protected] if you have any
queries regarding these rates.
Payment of any import duties levied and custom charges are the responsibility of the
Organiser.
Please note that all Starter Kits sent to the countries listed on the following page will
be subject to a minimum delivery charge, so if you are an EU/BFPO Mentor, please
take this into consideration when promoting the kit price to potential recruits.
36
EU & BFPO Carriage Costs
Parcel Destination
Fixed Charge
% of
Order Value
Minimum
Charge
Maximum
Charge
BFPO
£5
-
-
-
Austria
-
20%
£15
£40
Belgium
-
10%
£8
£25
Czech Republic
-
20%
£20
£50
Denmark
-
10%
£12
£40
Eire
-
10%
£8
£25
Finland
-
20%
£15
£40
France
-
10%
£8
£25
Germany
-
10%
£8
£25
Greece (Mainland only)
-
20%
£25
£75
Hungary
-
20%
£20
£50
Italy
-
20%
£12
£40
Lithuania
-
20%
£20
£50
Luzembourg
-
10%
£8
£25
The Netherlands
-
10%
£12
£40
Poland
-
20%
£20
£50
Portugal
-
10%
£12
£40
Romania
-
20%
£20
£50
Slovakia
-
20%
£20
£50
Slovenia
-
20%
£20
£50
Spain (Mainland only)
-
10%
£12
£40
Sweden
-
20%
£15
£40
Switzerland
-
20%
£25
£75
Please allow a minimum of 10 working days for delivery.
Parcels will be delivered via courier and will require a signature on arrival.
Order Query Line
Usborne offers a dedicated EU Order Query Line - 0044-1865-883166.
37
Chapter Four
Important business
information
38
General
administration
General rules
All Organisers should be aware that they cannot pay for another Organiser’s order. The
following message appears on the payment screen whenever card details are entered:
Please note, an organiser cannot pay for another organiser’s order. If you do so,
the order volume will be calculated as zero. Please remember that customer card
details must only be entered on the relevant order which relates to the goods the
customer has purchased.
Whenever we discover an Organiser paying for another Organiser’s order, our policy
will be to telephone the Organiser on whose account the order has been submitted and
ask them why the order was paid for (either in part or in full) by another Organiser. If
we cannot make contact with the Organiser immediately we will allow a maximum of 2
working days for them to reply. After 2 days we will have to reach a decision based on the
information available to us.
If we receive a satisfactory explanation, we will advise the Organiser not to allow any
future orders to be paid in this way but will not take any further action.
However, if we do not receive a satisfactory explanation, or if we believe that the order
has been submitted at the request of an upline or another Organiser who stands to
benefit in some way (e.g. via promotion, payment qualification or incentive qualification)
then we will zero the volume without further notice. The relevant uplines will be advised
once the volume adjustment has been made.
If the order is discovered in the current month then it will not count towards any upline
commissions for that month.
If the order is discovered at or after the month end then we reserve the right to rescind
any promotion which requires the volume from the order in question and to adjust the
commissions for that month accordingly. If necessary this adjustment will be made via the
Organiser’s Usborne account rather than delay commission payments to all Organisers.
If the discovery is made some time later we reserve the right to demote retrospectively
any Organiser whose promotion was secured by the volume of an order paid for by
another Organiser and/or to disqualify them from any relevant incentives where the order
volume has counted towards their qualification.
39
Recruiting rules
1. You may recruit within the United Kingdom and Channel Islands, and in selected
EU countries and anyone with a BFPO address (visit the ‘USBAH overseas’
Training area within ‘Tools and Downloads’ on the USBAH website for details).
2. Recruits must be over 18 years of age on the date of joining.
3. Only one kit per household/address is allowed.
4. Previous Organisers, or other household members, may not rejoin until four
months after their withdrawal, nor can anyone at your address, nor a member of
your immediate family, nor yours or their partners, unless with the full and prior
agreement of the company.
5. A recruit must register using his/her home address (e.g. a teacher can join as an
individual but not on behalf of his/her school). 6. Usborne reserves the right to refuse an application to join or rejoin without giving
reason.
Incentive rules
The following rules apply to all Usborne BAH incentives, unless otherwise indicated:
1. All incentives will be based on Personal Sales and/or Personal Team Sales (as
defined on page 53) for the incentive period.
2. Cut-off dates for computed figures will be as published in the relevant Incentive
Criteria to be found on the USBAH website.
3. For travel incentives, Usborne will pay for travel from the UK point of departure
(unless otherwise stated). Organisers living outside the UK will be deemed to start
their travel from their point of entry into the UK.
4. Usborne will not be responsible for incorrect or late orders, payments, or
Agreements, which may affect incentive results.
5. Where an incentive refers to an order or an event, this means an order with a
minimum sales volume of £100. 6. Where an incentive refers to a recruit, the recruit will not count until their first
order of £100 or more total sales value has been submitted. The company deems
a recruit to be a bona fide Organiser who intends to build a business a selling
Usborne books. The company exceptionally reserves the right to decide on
performance if that is the case.
7. The company reserves the right to amend the details and/or dates of any
incentive, prize or event, as a result of extenuating circumstances. These may
include over subscription, extreme weather & any other issue that the company
deems relevant.
8. The company reserves the right to refuse an incentive prize to anyone who, in the
company’s opinion, has contravened incentive rules or requirements, or who has
not adhered to the company’s Code of Practice or terms of their Agreement.
40
Company Code of Practice
Usborne Books at Home is a division of Usborne Publishing; a highly reputable and
respected company of global standing. As such, every Usborne Organiser is expected to
comply completely with the terms and conditions of this handbook and their Agreement
and to conduct their business in a respectful and professional way in line with that
standing and reputation. This includes conduct towards customers, colleagues and
company members.
The company reserves the right to deem persistent failure to comply with these
requirements to be a fundamental breach of the Organiser Agreement and will inform an
Organiser of any such breach in writing before proceeding with subsequent action, which
may include termination of their Organiser Agreement.
Usborne Books at Home is an award-winning member of the Direct Selling Association
(DSA, www.dsa.org.uk). As an Organiser representing a member company, you must
abide by their code.
Before any company is admitted into the DSA it must undergo investigation to establish
that its reputation, reliability and standards of fair dealing can be depended upon.
On becoming a member, the company is required to comply strictly with the DSA’s Code
of Practice.
The DSA Code protects both the seller and the customer from being mistreated or
cheated. You can obtain a copy of the full Code of Practice from the DSA website or by
writing to the DSA, Enterprise House, 30 Billing Road, Northampton, NN1 5QD. The DSA Consumer Code reminds you that good consumer practice makes good
business sense: your sales success will be enhanced by giving accurate answers to
customers’ questions, readily accepting a clearly-expressed wish of the customer not to
make a purchase, and being respectful and courteous at all times.
As an Usborne Organiser you are not allowed to promote or sell any other books or
similarly competitive products while representing Usborne, nor to recruit anyone else to
do so. Failure to comply with this code of conduct is considered by the company to be
prejudicial to the company’s interests (as per the current Organiser Agreement).
Usborne Organisers should identify themselves as such, and must not represent any
other similar product at the same time. Furthermore, Usborne Organisers may not
promote any other business or product using the brand, goodwill, product, or any
marketing material, service or incentive provided by Usborne, whether free or otherwise.
1. “Similarly competitive” should be construed as any product that, although not
branded as such, might reasonably be considered by a passing customer as being
part of the Usborne range - e.g. cards, games, toys, pre-school activities.
While other more unlikely items (e.g. home-made crafts, telephonics) might not be
judged to be “similar”, in the company’s opinion they may still be incompatible
and/or prejudicial to the brand of Usborne, under the terms of the Organiser
Agreement and Handbook.
41
2. “At the same time” may be construed by the company as being for the duration of
your being a part of Usborne Books at Home and School, not necessarily just at
the same event.
An Organiser must not sell Usborne products through or to any retail outlet, including
online outlets, whether hosted by yourself or a third party. The only exception is if you
have an official Personalised Organiser Website, and you are compliant with all Usborne
copyright and trademark regulations in all areas of your Usborne business.
As an Organiser you must make it clear in any dealings with third parties (including
advertising) that you are an Independent Usborne Organiser. You must not imply in any
way that you are Usborne Publishing Ltd or that you are an employee, representative or
agent of Usborne Publishing Ltd.
As an independent business person it is your responsibility to comply with any and all
relevant legislation, including that which is specific to the region or country in which you
operate as an Usborne Organiser.
Usborne copyright and trademark policy incorporating Social Media & online
The Usborne copyright and trademark policy ensures that both Usborne Books at Home
and Usborne Organisers are represented correctly and professionally.
It applies just as much to all online outlets (including but not limited to non-Personalised
Organiser Websites, social networking sites, Blogs, forums and chat rooms) as it does to
offline, traditional business practice.
As a publisher, copyright and trademarks are a very valuable part of our business.
Usborne Publishing Ltd takes any breach extremely seriously and will, without
fail, request compliance, and in the case of failure to implement that compliance,
enforce the relevant laws wherever necessary.
As representatives of Usborne Books at Home, Organisers should present themselves
professionally and within the company Code of Practice, and should adhere to this policy
when conducting activities, related to the Usborne businesses, day-to-day and online.
Key points of the copyright and trademark policy
Usborne Intellectual Property:
• The name ‘Usborne’: The words “Usborne”, “Usborne Books at Home”, “Usborne
Books at Home and School” and “Usborne Books for Schools” are legally registered
trademarks of Usborne Publishing Ltd and cannot be used as any part of an
Organiser’s business name, printed marketing, website address, email address or a
profile name or title on any website, social networking site, chat room or forum.
• Balloon logo: The Usborne balloon logo is a legally registered Trademark of
Usborne Publishing Ltd and therefore cannot be used by an Organiser for
advertising/marketing purposes (including profile images on any website, social
42
networking site, chat room or forum) either offline or online unless it is through
a Personalised Organiser Website or Organiser Templated Advert (available to
download from the USBAH website), or permission has been granted in writing by
Head Office.
• Farmyard Tales Yellow Duck: The Yellow Duck (Farmyard Tales) logo is a legally
registered trademark of Usborne Publishing Ltd and therefore cannot be used
by an Organiser for advertising/marketing purposes either offline or online unless
permission has been granted in writing by Head Office.
• Images: Covers, illustrations and spreads from Usborne books remain the
copyright of Usborne Publishing Ltd and as such cannot be copied, tampered with,
reproduced in another form, transferred or adapted, without prior written permission
from Head Office.
• Blogs, forums chat rooms and social networking websites: Nicknames, profile or
group names and profile images must not suggest that you are Usborne Publishing
Ltd (or any division thereof; including Usborne Books at Home) or that you are an
employee, representative or agent of Usborne Publishing Ltd. Usborne Intellectual
property and copyright works may not be reproduced without prior written
permission from Head Office.
Exceptions: You are permitted to use the title “Independent Usborne Organiser”
and the “Independent Usborne Organiser” logo in certain situations. Please read
the “Independent Usborne Organiser Policy of Use” document and guidelines for
individual social media platforms, available in the ‘‘Tools and Downloads” section of
the USBAH website.
You are permitted to share covers, illustrations and spreads so long as they have
been posted from any of Usborne Publishing’s or Usborne Books at Home’s official
social media channels. e.g. if Usborne Books at Home posts a special offer on the
official Facebook page, or new titles announcement, you are allowed to share this
with your networks. You are also permitted to share Usborne covers and spreads,
if the images appear on usborne.com or usbornebookathome.co.uk and have not
been altered in any way by yourself.
Applying the copyright and trademark policy:
Advertising
• Use of Intellectual Property: Use of Usborne Intellectual Property to advertise an
Organiser’s business through any online outlet (including but not limited to online
auctions, and through social networking sites) other than a Personalised Organiser
Website, is not permitted, unless prior written permission from Head Office has
been given.
If permission is given, all promotional material/advertising is the responsibility of the
Organiser, except for website company profiles, which must (again) be approved by Head
Office. Permission (if granted) will be only in the specific instance for which the request
was made.
43
• Templated Adverts: The downloadable Organiser Templated Advert has been
created for Organisers to use when placing an advert in published material. These
professionally-branded files include a branded logo, text, background image, and
editable contact details. These files must only be used for this purpose. If you wish
to use these components or any Usborne Intellectual Property for other purposes,
you must seek prior written permission from Head Office.
• Tools and Downloads: Usborne Books at Home has also created a library of
‘branded’ items, available to download and use from the USBAH website.
Organisers are free to use these files to promote their businesses and do not need to
seek prior, written permission.
Usborne Books at Home will not book or subsidise payment for an Organiser’s advertising.
Organisers are not permitted to advertise their Usborne business on a national level
through any magazine, publication or website.
• National events: Large national trade events require prior written permission before
an Organiser can book a stand.
You must seek permission from Head Office to exhibit, well in advance of the event
date. If permission is given, all promotional material/advertising for the exhibition is
the responsibility of the Organiser, except for website company profiles, which must
be approved by Head Office.
This material must be in accordance with the Usborne copyright and trademark
policy. You must inform Head Office with the website entry deadline (if applicable),
well in advance of the show date(s).
Usborne Books at Home will not book or subsidise payment for an Organiser’s event.
• Online advertising: Use of Usborne Intellectual Property to advertise an Organiser’s
business through any online outlet other than a Personalised Organiser Website,
online auctions, and through social networking sites is not permitted, unless prior
written permission from Head Office has been given. If you are using the advert to
recruit, you MUST include the DSA statutory Wealth Warning which reads as follows:
It is illegal for a promoter or a participant in a trading scheme to persuade anyone to
make a payment by promising benefits from getting others to join a scheme. Do not
be misled by claims that high earnings are easily achieved.
Websites and online content
• Personalised Organiser Websites: Extensive copyright material, including covers
and spreads from the complete Usborne catalogue, is available for you to use online
through a Personalised Organiser Website. In no instance is this material permitted
to be reproduced on a non-templated website or any other website.
• Selling Usborne books online: Organisers are only permitted to sell Usborne
products online through Personalised Organiser Websites. Selling Usborne products
through any other online outlet, online auctions, and through social networking sites
and non-Usborne websites is not permitted.
44
• Posts, tweets, online comments: Should a post, tweet or online comment made
by yourself breach any of the terms of our Social media policy, we reserve the right
to ask you to remove said article.
• Non-Usborne websites: None of the Usborne Intellectual Property may be used on
non-Usborne websites, including metatags, search engine banners or links to nonUsborne websites. Organiser Agreements must not be made available to download
from a non-Usborne website.
• Non-Usborne website domain names, addresses and URLs: The use of the
words “Usborne”, “Usborne Books at Home and School”, “Usborne Books for
Schools” or any misspelling thereof, such as “Usbourne” in a non-Usborne website
domain name, address and URL is not permitted.
• Reviews: Organisers can supply reviews of Usborne books to publications,
websites and other related media. If images are required, you must seek permission
from Head Office at least one week in advance of any copy deadlines.
• Organiser quotes: For marketing purposes, Usborne Books at Home reserves
the right to use success stories, quotes (including those made on company social
networking pages or profiles) or articles submitted by Organisers and to edit them
accordingly to meet editorial and website requirements.
Social Networking sites:
Social media is becoming, arguably, the most important and powerful tool brands have
to understand and reach consumers online. Networks such as facebook and twitter are
filled with users describing exactly what their likes and dislikes are, what they want to see
and what they want to do. And whilst social media sites will never replace the experience
or benefits of actually of putting a book in someone’s hands at a party or event, the
interaction they can provide between you and your customers, friends, family and fans is
both invaluable… and free!
Please follow us on all our official pages and share with your friends and colleagues...
Facebook: www.facebook.com/UsborneBAH
Twitter: www.twitter.com/usborneBAH
Youtube: www.youtube.com/user/USBAH
Pinterest: www.pinterest.com/usbornebah
LinkedIn: www.linkedin.com/company/841433
These accounts are administered by the Usborne marketing team on behalf of the
company and all Organisers.
The purpose of these accounts includes:
• To develop an USBAH community online
• To share ‘Hot of the Press’ news to Organisers and USBAH fans
• To generate excitement & enthusiasm around the books and USBAH opportunity.
45
Some best practice guidelines for Organisers
We ask that Organisers adhere to the following best practice guidelines at all times:
Social media etiquette
1.To guarantee that questions or communications Organisers wish to raise with the
Usborne Team (relating to your business) are answered speedily and to your
satisfaction, we ask that Organisers contact the office via email (mail@usborne
booksathome.co.uk) rather than using the official facebook page or twitter feed.
2.In order to allow visitors to the official facebook page to feel welcome, we ask that
all Organisers do not post direct links to your own business pages on the USBAH
facebook page – this may only serve to overwhelm visitors. Please refrain from
promoting your own business in the blog comments but use the share icons instead
to share content.
3.Recruiting on facebook - Our official page already attracts many recruiting leads.
The Usborne Team passes these leads onto Organisers via our Leads Scheme, to
be distributed to Team Usborne Members. We respectfully ask that Organisers do
not contact leads on our facebook page as multiple responses to enquirers may
frustrate or offend.
Security and Legal Issues:
Usborne Books at Home reserves the right to ensure that confidentiality and its reputation
are protected. If you wish to use a personal profile on a social network site, forum, or blog
to promote your Usborne business, we ask that you consider the following:
• In the interests of protecting the Usborne brand, which we have built collectively
over the years as a name parents can trust absolutely for their children, you
must refrain from using the Company name on any personal networking site in
conjunction with any picture or information that may be deemed to be even slightly
inappropriate in this context.
• Ensure you do not conduct yourself in a way that is detrimental to the Company
and take care not to allow your interaction on these websites to damage working
relationships between fellow Organisers, members of staff and the public at large.
• Ensure that you are security conscious and take steps to protect yourself from
identity theft, e.g. by restricting the amount of personal information you give out.
Social networking websites allow people to post detailed personal information such
as date of birth, place of birth and favourite football team, which can form the basis
of security questions and passwords.
• Ensure that no information is made available that could provide a person with
unauthorised access to the Company and/or any confidential information from social
networking websites.
46
Various legal claims can arise from inappropriate use of the system.
Therefore particular attention should be paid to the following:
• Consider the tone and content of your email, ‘post’ or tweet and whether it is likely
to offend. Communications relating to or on behalf of your Usborne business must
not be used to harass others, contain political or religious views, must never be
discriminatory or contain any defamatory or other illegal material. You can be sued
by any individual or organisation that considers such information to be defamatory.
• E-mail communications are now considered as legal documents and can be used as
evidence in a court of law.
• You must refrain from recording any confidential information regarding the Company
on any social networking website.
• Choosing a ‘trading name’ for your Usborne business: Be mindful of existing
companies’ names intellectual properties when choosing a name for your company
(both online and offline). You must not use any name that legally belongs to (or is
considered to be similar to) an established company or brand.
• Information and images on the Internet are subject to copyright protection; therefore
do not download any material that could be considered copyright
e.g. other company logos, text extracts.
Permission for advertising and marketing
Permission requests should be sent to [email protected] FAO the
Marketing Team with ‘Permission request’ as the subject heading, before any copy has
been passed on to the external party. Requests should be made well in advance of the
copy deadline and no later than one week before the final copy deadline.
Head Office will not consider requests that are submitted after this time.
Copy of the proposed advertising/marketing material should be attached to each request. Each permission request will be treated on its own merits. Usborne Books at Home
reserves the right to grant or refuse a permission request, without giving reason and if due
notice is not received.
It is in your interests to contact us with requests far in advance of copy deadline.
Please note: Permission to use Usborne Intellectual Property is granted on a projectby-project basis. If you wish to use Usborne Intellectual Property again for further
advertising/marketing, you must submit a permission request for each instance. 47
Data Protection
You may not use any personal details, including email addresses or telephone numbers,
of any Usborne customer or Organiser for sales or marketing purposes without their
express prior permission.
Insurance
You may have to inform your insurers of your new business to make sure your existing
cover is not affected. Check that your home contents insurance will cover the maximum
amount of books that you are likely to store there.
If you use your car to carry around stock, go to meetings or events and visit potential
recruits, you may have to adjust your insurance to cover business use (you do not have to
pay ‘commercial traveller’ rates).
Public Liability Insurance
As part of Usborne Publishing, Usborne Books at Home has Public Liability Insurance,
but this covers the company only and not individual Organisers, who are self-employed.
As an independent Organiser, it is your responsibility to assess the risk and to take out
appropriate insurance to cover your business.
Public Liability insurance for Usborne Organisers is available from a reputable insurance
broker. Find out more on the USBAH website (see ‘Useful links’ in the ‘Tools and
Downloads’ section) or you can make you own arrangements if you prefer.
Taxes
As an Organiser you are an independent business person and are liable to pay your own
taxes, National Insurance contributions and VAT, should your income be high enough. It is
your responsibility to find out if you are liable to pay tax, VAT or National Insurance.
You should check the current levels of income at which you have to pay tax and National
Insurance contributions. The Tax Office and Department of Social Security will tell
you what those levels are. If you are doing well, or if you have another job as well as
Organising, then you may be eligible to pay.
At the time of writing you have to pay VAT when your yearly turnover (not profit) exceeds
£79,000 (as at 01/04/13). Contact the Customs and Excise office if you think you may be
liable or to check whether the threshold has changed.
If your total income from Usborne Books at Home and any other source exceeds your
personal allowance, you may be entitled to claim relevant expenses incurred against
your income. If you have any doubts we suggest that you consult an accountant or your
Inspector of Taxes. You can ask your local Tax Office to send their ‘Starting in Business’
booklet.
48
Remember, it is your responsibility to find out if you are liable to pay tax, VAT or
National Insurance. You are required to register as self-employed within three
months of starting your own business. If you are concerned, contact all the above
offices and make sure you keep records of all transactions.
Stopping accounts
In the event of a payment from you being rejected, Head Office will telephone/email you,
advising you of the problem and asking you to rectify it within seven days.
If you do not reply within seven days, you will receive a reminder advising you that your
Usborne account will be stopped unless we receive payment within seven days.
If you still do not reply, you will receive a third and final letter advising you that your
Usborne account has been stopped and that, unless we receive payment in full within
seven days, legal action will be taken.
Status change and resignation
Status change
Once you reach Team Leader status or above, you must achieve the appropriate status
payment criteria at least once in a rolling period as follows:
Team Leader – rolling three months
Group Leader – rolling three months
Divisional Leader – rolling four months
Executive Leader – rolling six months
If for any reason you do not achieve the payment criteria for your status during the
relevant period, you will be re-classified to the status at which you were last paid, with
effect from the beginning of the following month. This could be more than one Leader
level.
The effect of such a re-classification is merely a change of status: you will not lose any
of your downline (all of your first line recruits, plus all their first line recruits and so on, ad
infinitum).
In all cases you will be immediately eligible to promote again, subject to the usual
promotion criteria. You will not be eligible for Rank Advancement Bonus on re-promotion.
In the unlikely event that you wish to give up your status voluntarily, you must notify Head
Office in writing. The change in your status will take effect from the beginning of the
computed month following receipt of notice (e.g. requests received between 1st May and
31st May inclusive will result in a change of status with effect from the beginning of the
computed month of June).
In the unlikely event of an Organiser joining Usborne Books at Home and School and not
submitting orders to the total value of £100+ within 12 weeks of joining, the Organiser will
49
be invoiced for the difference between the price they paid for the Starter Kit and the retail
price. On receipt of payment for the Starter Kit, the Organiser’s Usborne account will be
closed.
Resignation
You may resign as an Organiser by informing Head Office in writing. Your details will then
be removed from our records in the month following receipt of your written resignation,
and any Organisers you have recruited will henceforth move to your original Recruiter
(who will not be eligible for the Mentor Bonus as this only applies to personal recruits).
Any commission payments due will be paid at the next due date, less outstanding debts
(if applicable).
With regards to the resigning Organiser’s immediate upline: All leaders beneath the
resigning Organiser will count as one qualifying leg only for future payment qualification.
(Please see Illus. 6 for details).
If you give written notice of resignation within 14 days of joining Usborne your payment
will be refunded provided the Starter Kit is returned promptly and in complete and
resalable condition.
If you give notice after 14 days of joining and have not submitted any sales, we will
invoice you for the difference between the price you paid for the Starter Kit and the retail
price, plus a £10 administration charge as per the terms and conditions of your Organiser
Agreement.
If you give notice after 14 days of joining but have submitted £100+ sales, you are entitled
to keep your Starter Kit. If you give notice after 14 days of joining and have submitted
£100+ sales and wish to return the Starter Kit, we would issue a refund of the original
Starter Kit payment less the £10 administration charge.
Please note: In order to keep our administration efficient, we will automatically withdraw
without notice any Organiser who has submitted less than £100 sales in any one month in
a rolling 6 month period (effective 1st January 2015).
An Organiser who has resigned or been withdrawn may not rejoin until at least four
months after withdrawal, and neither can any individual from the same household/
address, nor any immediate family member.
Upon resignation you must immediately cease to use any Usborne Intellectual Property
and/or to refer to yourself as an Usborne Organiser. You must immediately destroy all
Usborne marketing materials held by you, including electronic files.
Your rights upon resigning are detailed on the Organiser Agreement.
To summarise:
If you give notice of resignation within 14 days of being accepted as an Organiser, you
are entitled to a full refund of all monies paid. If you give notice after this period you are
entitled to a full refund less the administration charge.
Refunds will only be given on goods returned in a saleable condition.
See the Terms and Conditions of your Organiser Agreement for full details.
50
Glossary of terms
Active Organiser - For promotion,
payment and incentive criteria purposes,
an active Organiser is defined as one who
personally submits and pays for a proper
and valid order of at least £100 sales
volume, either as a result of orders taken
from bona fide customers, or in advance of
an anticipated event.
Active on file (AOF) - For Organisers to
count in an upline Leaders personal team,
they must achieve £100 Sales Volume in a
computed month, in a rolling three month
period to remain AOF. If an Organiser
ceases to be AOF in any three month
period, they can re-activate by achieving
£100 Sales Volume in a subsequent month,
within a rolling 12 month period.
Compression - Ensures that you earn the
most commission possible from the sales
in your downline. Unqualified sales volume
is compressed up into qualified sales
volume for payment only.
Computed month - The timescale on
which monthly commissions and bonuses
are worked out. The timescale is from the
first calendar day of the month to midnight
on the last calendar day of the month.
Copyright - The exclusive right to produce
copies and to control an original literary,
musical or artistic work, granted by law.
Customer - Someone who orders or
buys Usborne books from an Usborne
Organiser.
Agreement - Contract between an
Organiser and Usborne Books at Home
and School.
Customer Order Form - A form on which
a customer details his/her individual order
and submits to his/her Usborne Organiser.
BFPO - British Forces Post Office.
Customer Newsletter - A monthly
personalised newsletter that is sent out to
your customers.
Bonus Qualification - Achieving the
criteria required to be paid the monthly
bonuses your status entitles you to.
Booking - The date of a future Usborne
event.
Business stationery - Products which
enhance an Organiser’s ability to promote
and sell Usborne books.
Commission statement - A statement
giving details of override commission,
which is emailed to qualifying Organisers
approximately two weeks after a computed
month. No statement is sent if extra
commission is nil.
Cut-off times and dates Daily cut-off times are:
• 2pm for new Organiser Agreements,
which should be posted or faxed to
Head Office.
• 3pm for orders.
To ensure your Agreements are included in
the appropriate month, they must arrive by
5pm on the last working day of the month.
Orders must be submitted by midnight on
the last calendar day of the month.
51
Direct customer order - When a customer
orders directly from Usborne Books at
Home and School, through a Personalised
Organiser Website.
Direct Selling Association (DSA) - The
association for direct selling companies
which protects and promotes its member
companies, and ensures the highest
level of business ethics and service to
consumers.
Downline - All your first line recruits, plus
all their first line recruits and so on, ad
infinitum.
EU Countries - Member countries of the
European Union. See page 36 for list of EU
countries in which you can recruit and sell.
First line - All Organisers recruited by you
personally.
Generations - The first generation is the
first qualifying leader in a leg. The second
generation is the second qualifying leader
in the same leg.
Gross order value - The total value of
items on a Library Discount order, before
any discount has been deducted.
Head Office - The Usborne Books at
Home office.
Home event - An Usborne event held in a
private venue, where books are sold.
Host - Someone who holds an Usborne
Books at Home event, and benefits directly
from the sales at that event.
Library Discount - When organisations are
offered discounts of up to 30%.
Mentor - An Organiser who introduced
another Organiser to Usborne Books at
Home and School, and whose name is
on the new Organiser’s Agreement as the
Recruiting Organiser.
Mobile POS - You can take credit/debit
card payments using the Mobile POS
app which you can downlaod (for free) on
your smart phone. Payment is confirmed
instantly and customers can be emailed
receipts for their purchases.
Net - The amount remaining after all
relevant deductions have been made.
Organiser - An independent selling
representative of Usborne Books at Home
and School, who may additionally hold
promoted status, e.g. Team Leader.
Organiser Number - Your personal
number which identifies you as an Usborne
Organiser. This number should be quoted
on all correspondence with Head Office.
Organiser Password - your personal
Usborne password which allows you
access to the USBAH website and online
ordering services.
Override commission - The amount of
commission payable to an Organiser at the
end of a computed month, in addition to
the basic 24% (20% for school or library
sales).
Packing List - A list of packed items which
is included in every delivery from Usborne
Books at Home to the Organiser.
Personalised Organiser Website - A
professionally-branded Usborne website
that Organisers can buy to promote,
advertise and market their Usborne
business.
Personal Sales - The total value, by
order, of all the items sold at your events,
excluding any Library discounts, stationery
orders, and host offers in that period.
This is the amount on which you earn
commission.
52
Personal Sales Bonus - 2% bonus paid
when your personal sales exceed £1000 in
any computed month.
of Customer Specials, stationery and host
items in that period. This is the amount on
which you earn commission.
Personal Team Sales (PTS) - Includes
your personal sales plus the personal sales
of all Organisers in your personal team, on
all levels, down to but excluding the next
Leader and their team.
School event - An Usborne event held in
a school, where books are sold to pupils,
parents and teachers.
Productivity Bonus - £100 paid to a leader
of any status when their Personal Team
Sales exceeds £3000 in any computed
month.
Promoting-out - When an Organiser (of
whatever status) promotes to a level equal
to, or higher than, their Mentor’s level.
Promotion - This happens when an
Organiser moves up to the next status
level. Promotion is usually achieved
through recruiting.
Qualifying - An Organiser who qualifies
for status payment/criteria in a computed
month.
Qualifying Legs - Each Organiser in your
first line is a separate leg. A qualifying leg
is one with a qualifying leader in it an any
level.
Rank Advancement - Promotion to the
next leader status.
Recruiting - Actively introducing and
signing up new Organisers to Usborne
Books at Home and School.
Rolling Period - A group of months used
to determine activity.
Runaway Success - An incentive for new
Organisers to get their business off to a
successful start.
Sales Volume - The total value of all your
personal sales in a computed month,
excluding any Library Discounts, orders
Starter Kit - The selection of books and
business stationery that an Organiser buys
when joining Usborne Books at Home to
start their business.
Stock code - Each title or item of
stationery has a unique five-digit reference
number, that can be found in the
catalogue, on leaflets and online.
Team Usborne - A prestigious club
offering business-boosting benefits
for Members, including leadership
training, exclusive business tools and the
opportunity to attend special luxury events.
Team Usborne seasons are January to
April, May to August and September to
December.
Templated Advert - A library of
professionally-branded Usborne files
for Organisers to download and use for
advertising and marketing purposes.
Title Maintenance - Retaining your title by
achieving the payment criteria for that title.
Title Qualify - Achieving the title for the
first time (promotion).
Total Title Sales - Includes your personal
sales plus the personal sales of all
Organisers in your downline down to
but excluding the Total Title Sales of an
Organiser with the same (or higher) title as
yourself.
Trademark - The legally protected and
officially registered name or other symbol
of a company used to distinguish its
products from a competitor’s.
53
UK - England, Scotland, Wales, Northern
Ireland and all small British islands,
excluding the Channel Isles.
Unencumbered Rule - Where two or
more Organisers are using the same sales
to promote to Team Leader status in the
same month, each promoting Team Leader
has to have a minimum of £1,000 Personal
Team Sales outside of the downline
promoting Team Leader For example,
if Organiser B is downline of Organiser
A, Organiser A has to have a minimum
of £1,000 ‘un-encumbered’ sales to be
promoted.
Usborne account - An Organiser’s sales
ledger account with Usborne Books at
Home and School. This is not a bank
account.
Username - Together with the password,
the username gives access to additional
content on the USBAH Website as well as
Online Services (to be able to place orders)
Welcome email - an email sent to a
new Organiser, on acceptance of an
Organiser’s Agreement. This email
contains the recipient’s Organiser Number
and Password, and Runaway Success
completion dates.
Upline - Your immediate upline is the
person who recruited you. Beyond that is
their Mentor and beyond that their Mentor
and so on.
USBAH Website - The dedicated Usborne
Books at Home website for Organisers,
customers and potential recruits.
54
Index
A
credit card payment
active (Organiser) 17, 20, 51
by customer 5, 8, 36
active on file 17, 20, 49, 51
by Organiser 12
Agreement, Organiser 12, 15, 41, 45, 50, 51
customers 1, 4, 5, 8, 9, 11, 15, 41,
45, 48, 51
B
Customer Newsletter 15, 51
benefits
Customer Order Form 8, 10, 51
host 7
online 11
school 13, 30, 32
library 13, 30, 32
BFPO 4, 36-40, 51
bonus(es) 4, 12, 17, 18, 21-28, 49, 51, 53
booking(s) 51
cut-off dates 40, 51
D
data protection 48
delivery charges
UK 5, 9, 34, 35
non-UK 36-37
Divisional Leader 19, 24
C
downline 20-29, 49, 51, 52, 53
carriage 5, 9, 11, 36, 37
downloads 12, 14, 34, 43, 44
cash 5, 9
DSA (Direct Selling Association) 41, 52
catalogue 4, 36, 44, 53
cheque 5, 9, 12
Code of Practice 40, 41, 42
code, stock 53
commission
host 7
online 11
Organiser 4, 5, 15, 17, 20-28, 50, 51
override 5, 21-28, 51, 52 schools 30-36
computed month
9, 11, 12, 17, 20, 21, 23-26, 28, 49, 51
copyright 42-47, 51
E
earnings
increasing your 12, 17-28
European Union 36-37, 52
event(s)
home 7, 52
host 7, 52
library 32
national 44
school 13, 30, 32
Executive Leader 18, 25-26, 27, 28, 49
F
first line 20, 21, 23, 24, 25, 49, 52
55
Form(s)
non-UK
Customer Order 8, 10, 51
carriage 37
returns 10
orders 36-37
future bookings 7
recruiting 40
G
O
Gross order value 30, 52
order(s)
Group Leader 23, 28, 49
delivery of 5, 9, 10, 34, 35, 36
direct customer 11, 51
payment 5, 8-9
submitting 9
H
half-price items 7
host(s) 7, 11, 20, 30, 52
benefits 7, 11, 30
Order Form, Customer 8, 10, 51
Order Query Line 10, 11
I
(EU) 37
incentive(s)
Organiser
Agreement 12, 15, 41, 45, 50, 51, 54
insurance 48
Number (your) 5, 9, 10, 14, 52
invoice 33-35, 50
Password (your) 5, 9, 14, 52, 54
Personalised Website 11, 15, 42, 44, 52
rules of 40
K
Override commission 5, 21-28, 51, 52
kit 6, 12, 13, 14, 36, 40, 50, 53
L
P
packing list 52
Leaders, Team 17, 20, 21-28, 49, 50, 52
leaflets 4
payment 5, 8, 9, 12, 17-28, 33, 34, 36,
44, 48, 49, 50, 52
Library Discount 20, 21, 30, 32-33, 52
Agreements 12
cash 5, 9
cheque 5, 9, 12
credit cards 8, 12, 36
M
Mentor 4, 8, 10, 12-13, 15, 28, 36, 52-53
bonus 12, 28, 50
Mobile POS 8
N
National Insurance 48, 49
non-standard services 6
Personal Sales Bonus 4, 28, 53
Personal Team Sales 17, 19, 20, 22, 23, 24, 25, 40, 53
Personalised Organiser Websites
11, 15, 42, 44, 52
policy, copyright and trademark 42-44, 51,
53
promotion 9, 17-28, 49, 53
56
Q
Team Building Bonus 22, 23, 24, 25, 27
Queries
Team Leader 17, 21-28, 49, 52
Order Query Line 10, 11
Team Usborne 46, 53
Order Query Line (EU) 37
Templated Advert 43, 44, 53
Tools and Downloads 8, 9, 14, 43, 44
R
total sales value 4, 7, 30, 40
Rank Advancement Bonus
17, 19, 24, 23, 25, 49, 53
re-classification 49
Recruiter (see Mentor)
recruit(s) 4, 12, 15, 28, 40, 41, 44, 46, 48,
49, 50
recruiting rules 40
resignation 49-50
Total Title Sales 18, 20, 23, 24, 25, 26, 53
trademark 42, 43, 44, 53
training 40, 53
U
Unencumbered sales 22, 54
Unencumbered rule 54
returns 10
Usborne Books at Home 1, 6, 9, 10, 12, 14,
15, 48, 49, 50, 51, 52, 53, 54
rules
website 4, 14, 54
incentive 40
Peter Usborne 1
recruiting 40
Usborne Publishing 1, 12, 14, 41, 42, 43,
48
S
sales 4-7, 12, 13, 15, 17-28, 30, 32, 40, 41,
48, 50, 51
sales value, total 4, 7, 30, 40
Sales Volume 10, 11, 12, 15, 17-28,
40, 51
V
VAT 33, 48-49
W
website
school
USBAH 4, 5, 8, 9, 14, 33, 34, 36, 40,
43, 44, 45, 46, 48, 52, 54
benefits 30-32
School event(s) 13, 30, 31, 32, 53
Starter Kit 6, 12, 13, 14, 36, 40, 50, 53
stationery, Business 11, 20, 51, 52, 53
status 17, 22-25, 28, 49-50, 51, 52, 53, 54
stock 4, 8, 31
codes 10, 53
list 5
information 5, 8
Company 14
Personalised Organiser Website
11, 12, 15, 42, 43. 44, 52
Welcome email 5, 13, 54
Please note that page numbers highlighted in bold
are indicated as being the main point of reference
for that particular index entry.
T
tax 48-49
team, building a 17-27
57

Chapter Three - Usborne Books at Home

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