2014 TNT Fireworks Manual

PROCEDURES MANUAL
®
“CHAMPIONSHIP SEASON”
STAND AND TENT
TABLE OF CONTENTS
PREPARING FOR THE SEASON
1.............Welcome to TNT
2.............Staffing for Success
3.............Supply List/Notes
4.............Planning-Product Delivery
5.............Inside Layout/Setup
6.............Fire Marshal Inspection
7.............Tent Setup Checklist
8.............Stand Setup Checklist
RECEIVING & MERCHANDISING
9.............Product Delivery Information
10............Invoice-Sample
11-12.......Bill of Lading-Sample
13............Displaying for Success
14............Tips for Success
DAILY OPERATIONS
15............Credit Card Assistance
16-17.......Sales/Collection Form-Sample
SALES, SELLING, & SUGGESTIONS
18.................Perfect Sales Pitch
19-20............Selling Tips
21-22............Coupons/Promotions
23.................Code of Conduct
24.................Top Mistakes Made
25.................Area Manager Visits
PREPARING FOR RETURNS
26.................What to Bring
27.................Returning Product
28.................Return Center Reminders
Credit Card Machine
29.................TNT U / Fundraising Tips
Look for these Icons:
Ways to to improve your
bottom line and ways to
avoid mistakes to help
you make more $.
Helpful Tips...
STAND / TENT
PROCEDURES MANUAL
Welcome to TNT® FIREWORKS!!!
A new Fireworks Season is upon us! It is imperative
that you take a few minutes to carefully read this
manual and then ensure that all members of your
organization fully understand it. This manual will
save you time and money, as well as give you tips on
improving your fireworks sales.
TNT® FIREWORKS has to coordinate with many different
companies (delivery trucks, tent rental, and towing companies)
to ensure that you will have a successful selling season. When
the selling season starts, we all might have to be a little flexible
as even the best laid plans may have to change.
It is your responsibility
to have a good working knowledge
of this manual.
1
PREPARING FOR THE
SEASON
STAFFING FOR SUCCESS
A well-run store means that you have enough staff available to sell to each customer. Keep
your facility and merchandise looking well stocked and attractive. You are required to have
your store open and adequately staffed at least 12 hours per day.
Here is a guide of what TNT considers to be the minimum staffing levels needed to properly
operate your fireworks store:
Setup and Product Delivery Day........At least four people are needed to help unload and
inventory product, as well as merchandise and
decorate your store.
Opening to July 1st......................................A minimum of two people are required at all times. Plan
times for an extra person to be a “sign holder or waver”
near the street during busy traffic times. This will help
increase your visibility and SALES!
July 2nd..............................................................As sales begin to increase, add a third person from 12
noon until closing.
July 3rd and 4th...............................................A minimum of four workers are needed during the early
daytime hours. From mid-afternoon until closing, a
minimum of five workers should be present.
Packing for Return Center.....................A minimum of four people are needed to help inventory
and pack merchandise being returned and to clean up
your facility area.
More Staffing Tips:
• Train your workers! Have all workers view our training and product DVD’s and read
this procedure manual. All workers should be familiar with product performance and
prices. Confident workers make GREAT SELLERS!
• Make sure to match your workers with their skill strengths. There is a good job for everyone! You will need sellers, stockers, cashiers – even sign holders!
• Create a staff work schedule for your fireworks business.
• Have replacement workers lined up in case of illness or no shows.
YOUR BIGGEST SALES DAYS WILL TYPICALLY BE ON JULY 3RD AND JULY 4TH .
DO NOT CLOSE EARLIER THAN MIDNIGHT!
While we cannot guarantee what your sales will be if you are open these hours,
we can ABSOLUTELY guarantee ZERO SALES if you are closed!!!
2
SUPPLY LIST
__ Tape Gun and Clear Tape
__ Fire Extinguishers
__ Clipboard
__ Generator & Fuel
__ Plastic Sheeting
__ Trash Can/Bags
__ Box Cutter/Blade__ Pallets__ Flashlight
__ Extension Cords
__ Cash Register
__ Powerstrip__ Hasps/Locks
(Stands)
__ Bungee Cords
__ Magic Markers & Pens
__ Sand Bucket for Cigarettes
__ Stapler
__ Broom
__ Flood/Work Lights
__ Extra Decorations
__ Mason Twine__ Calculator__ Ice Chest
NOTES:
3
__ Water/Snacks
PREPARING FOR THE
SEASON
The following items may be needed in your store to make it a success. Many are common
household items that you already have or can borrow from family and friends. Be resourceful
and keep your overhead costs low!
PREPARING FOR THE
SEASON
PRIOR TO PRODUCT DELIVERY
Good planning is essential for a successful fundraiser.
SEVERAL WEEKS BEFORE PRODUCT DELIVERY
1. Staffing – Finalize the staffing and work schedules to confirm that all of your staff
members are committed to working their time slot. Remember to have a backup staffing
plan in case of illness or “no shows.”
2. Staff Training – Plan a training session with your staff regarding selling, customer service,
and their specific job duties. (Training DVD is a great resource.)
3. Supplies – Gather all of the necessary supplies. Make sure that generators and cash
registers are in proper working order well in advance of your opening date.
4. Permits and Paperwork – Work with your TNT Fireworks Area Manager to ensure that
you have done your part to complete any necessary paperwork for local permits and state
tax documents.
5. Credit Card Machines – Familiarize yourself with the TNT credit card machine. Study the
instructions that come with the machine. Take the machine to your location and run a $.01
test transaction to make sure it is functioning properly. Take time to train all who will be
using the machine. They need to know how to run transactions prior to opening the location. You do not want to be learning with your first customer. It is important that you know
how to run batch reports. Batch reports must be done nightly.
DAY BEFORE YOUR STAND/TENT DELIVERY
Stand/Tent Facility Preparation – Your TNT Area Manager may ask for help to prepare or “rope
off” the spot where your stand or tent will be placed the next day by our delivery professionals.
This will help eliminate delays due to parked cars left in our space. To rope off your spot:
1. Please inform the appropriate person that you are roping off the area.
2. Identify the correct spot by referring to the stand placement map provided by your Area
Manager. The spot may be marked with paint by your representative.
3. Use pallets, buckets, shopping carts, rope, or caution tape to secure the area. Don’t forget
to talk to the appropriate person before roping off the area in the parking lot.
4
PREPARING FOR THE
SEASON
AFTER STAND/TENT PLACEMENT
With your TNT® facility now in place, it is recommended you do the following before the
product arrives in order to make receiving your shipment a breeze.
1. Roll up side curtains or put up windows as instructed
at orientation.
2. Use the Stand/Tent Plan-O-Gram to help turn your
facility into a store.
3. Determine a Main Entrance/Exit as well as an Emergency Exit.
4. Setup and arrange tables in the tent.
5. Tent Operators, install bunting around the front
(shopping side) of tables, use tape not staples.
Stand Operators should wipe any dust off shelves
and sweep the floors.
6. Install bunting using twine and clear packing tape around perimeter of tent. Take time
to do your bunting correctly so it will last for your entire sale.
7. Setup safety zone outside entrance of the facility with sand buckets and pennants.
SIGNAGE AND DECORATING
As soon as your facility is placed, hang signage as early as
possible in order to increase exposure. Neat and attractive
signage will let shoppers know what is being sold and will
advertise specials.
1. No Smoking signs, fire extinguishers, age limit signs,
and permits should always be displayed before your
product arrives.
2. Consult your sign Plan-O-Gram. Hang all banners
on the outside of your facility. Bungee cords and
extra rope will help make the signs tight and look
professional.
3. Install pennants and American flags around the perimeter of your stand or tent.
4. Each day make sure all your signage is straight and properly secured.
5. No signs shoud be secured to side walls.
5
PREPARING FOR THE
SEASON
FIRE AND BUILDING INSPECTIONS
Inspections- Some cities require a scheduled Fire or Building inspection. If your area
requires you to call and schedule an inspection, your TNT Area Manager will provide you
with the necessary information. Some inspections will be pre-scheduled and some officials will stop by without notice. Either way, it is important for you to have all permits and
licenses posted and be familiar with local ordinances.
1. If you are required to call and set up an inspection, it is important to accomplish
this early. Some inspectors require at least 24–hours notice prior to the inspection
and they will not let you open until your stand/tent has passed the inspection.
2. During inspection, be courteous and allow inspectors to do their job.
3. Do not hesitate to call your Area Manager if the inspectors need additional
information or clarification.
Product Testing- If officials want to take some product for testing, they may do so:
However, they either need to pay for the product or give you an official receipt for the
retail value.
Displaying of Permits- You are required to display all licenses and permits. The
following must be visibly posted in the stand or tent for the entire selling season:
1. All State Licenses, Local Permits and Sales Tax ID Information
2. Age Limit and No Smoking Signs
3. Severe Weather Notice–Post this near your cash register. In case of bad storms or
dangerous winds, you and your customers need to seek safe shelter outside of your
facility until the weather improves. Evacuate all people and if there is time, take
your electronics such as cash register and credit card machine with you.
All other Permit Pack information provided by the
TNT Area Manager must remain in the facility and
available for review.
TNT Fireworks has a stellar safety record! We work
hand in hand with local inspection officials to provide
them with any needed information they may request
and correct any deficiencies they bring to our
attention.
6
TENT SETUP CHECKLIST
AFTER DELIVERY OF
PRODUCT
________________ Reference Plan-O-Gram
________________ Reference Plan-O-Gram
________________
________________
________________
________________ Count Cases with Driver
Determine Entrances and
Exits
Bunt and Rope Off Outside
of Tent
Pallets Under Tables
________________ Sort Product in Tent
(Place on Pallets)
________________ Assemble Trays
________________ Signs
________________ Merchandise Tent
(Use Plan-O-Gram)
________________ Pennants
________________ Count Individual Product
________________ Create Safety Zone at Front
Entrance
________________ Arrange Tables
________________ Break Down Boxes
(Store for Returns)
________________
________________
________________
________________
________________
Bunt Interior Edges of
Tables
Display Permits and Fire
Extinguishers
Hang Inside Signs: Open,
No Smoking, etc.
Place Extension Cords
(Tape Overhead)
Trash Cans/Bags
________________ Generator (Gas and Oil)
________________ Trash Patrol
________________ Cash Register/Change
________________ Shopping Baskets/Bags
________________
Display Price Cards
________________ Place Extra Product on Pallets
Underneath Tables
________________ Generator
(Check : Gas and Oil )
________________ Trash Patrol
________________ Display Open Sign
[Some tasks require more than one person.]
7
PREPARING FOR THE
SEASON
PRIOR TO DELIVERY OF
PRODUCT
PREPARING FOR THE
SEASON
STAND SETUP CHECKLIST
PRIOR TO DELIVERY OF PRODUCT
________________ Reference (Items Needed) Checklist
________________ Signs: NO SMOKING, Age Limit, Hours of Operation
________________ Display Permits and Fire Extinguishers
________________ Create Safety Zone at Front Entrance with Pennants
________________ Place Extension Cords (Tape Overhead)
________________ Trash Cans/Bags
________________ Generator (Gas and Oil)
________________ Trash Patrol
AFTER DELIVERY OF PRODUCT
________________ Reference Plan-O-Gram
________________ Count Cases with Driver
________________ Sort Product (Place on Pallets)
________________ Merchandise Stand (Use Plan-O-Gram)
________________ Count Individual Product
________________ Break Down Boxes(Save for Returns)
________________ Cash Register/Change
________________ Display Price Cards
________________ Place Extra Product Underneath Shelving
________________ Generator (Check-Gas and Oil)
________________ Trash Patrol
________________ Display Open Sign
*Note: Some tasks require more than one person.
8
DELIVERY OF YOUR TNT FIREWORKS
Your appointed delivery time will be provided to you by your Area Manager.
1. The truck driver will provide you with paperwork that includes your INVOICE and BILL of LADING (BOL). These documents will tell what items you are being charged for and should have received. This paperwork may be attached to one of your pallets of merchandise.
2. The truck driver is only responsible for bringing the merchandise to the back of his truck. Your staff will be responsible for taking all merchandise from the truck to your stand or tent.
3. You will need 4 people to help with the truck unloading and set up. You will need:
- 1 person to check off the merchandise as it comes off the truck using the Bill of Lading
- 3 people to carry the product to it’s appropriate place.
4. After confirming you have received all of the cases indicated on the Bill of Lading, sign the paperwork and allow the truck driver to leave. If you are missing a case, please note that on the driver’s paperwork. Do not sign the driver’s BOL
until you have varified the cases received matches the quantity shown on the BOL.
Note all discrepancies on the BOL prior to signing.
Organizing Your Fireworks
You can limit the number of times you move your fireworks cases by putting them on pallets close to where they will be merchandised as shown on plan-o-gram. Never put fireworks on the ground – always use pallets!
Tents: Assortments (back of tent) / Fountains, Aerials, Rockets and Crackers (Middle)/ Novelties (front, near cash register)
Stands: Assortments (front of stand, left side) / Fountains, Aerials, Rockets and Crackers (Middle) / Novelties (Right side)
IMPORTANT! CONFIRMING YOUR INVENTORY! DO NOT SKIP THIS STEP!
1. Confirm that you have received all of your full cases before the truck driver leaves. This can be found on the first page of the Bill of Lading.
2. Open EVERY CASE in order to confirm that you have received the correct number of individual pieces in each case. This must be done within 24 hours in order to receive full credit.
3. Reference your INVOICE to confirm the
number of individual pieces you should have received.
4. Please call your local office to report any overage or shortage of individual pieces.
5. Please reference your PRODUCT CATALOG for more information about each item.
9
RECEIVING &
MERCHANDISING
Quick Steps For Unloading The Truck
The Invoice is the document that displays what you’re being billed for. It also
shows your group’s information and important information regarding the
product you received, such as the following: Item Number, Description, Retail Price, Unit of Measure, Unit Price, Quantity Shipped, and Extended Total.
(Which is the total dollar amount of each product on the order.)
PL
E
M
SA
The Unit Price is
the price you will
be billed for each
item at the end of
the season, or in
other words, your
cost.
**
The Retail Price is
the price you and
your group sell
each item for.
**
RECEIVING &
MERCHANDISING
Invoice
Your Invoice is an excellent tool to help make sure the correct price is marked on your price cards.
10
Bill of Lading
**
PL
E
M
SA
**
The # of Pieces
is in the case
count form.
11
RECEIVING &
MERCHANDISING
The first page of the Bill of Lading (or BOL) is a DOT document that displays
your group’s information at the top and shows the number of pieces that
should be on the order.
The remaining pages of the Bill of Lading show your specific information for
each item by case quantities. These pages allow you to mark any discrepancies between the product you are being invoiced for and the product you
receive.
PL
E
M
SA
Bill of Lading says that
2 cases were shipped,
you count 3, THIS IS
CALLED AN OVERAGE!!
**
Bill of Lading says that
4 cases were shipped,
you only count 3,
THIS IS CALLED A
SHORTAGE!!
**
RECEIVING &
MERCHANDISING
Bill of Lading (Additional Pages)
12
Follow the setup diagram outlined in your Plan-O-Gram. Based on the latest market
research your Plan-O-Gram shows you the proper way to layout your Stand or Tent.
1. Think “Low to High.” As listed and grouped on the Invoice (Assortments, MultiAerials, etc.), you need to arrange your product from the lowest priced to most expensive priced item according to category. Within these product sections, start with
the lowest priced items closest to the cash register and your most expensive items
furthest from the register.
2. Think “High and Tight.” Always display items in a way that makes the
shelves and tables look full. Have each
product stacked (high) in front and
close together in a (tight) fitting manner.
3. Use the invoice to check and double
check prices.
4. There are several items that are sold
as packs of 3 or 4, but the majority of
items are sold individually. If an item
seems too inexpensive, it should raise a red flag. If you have any doubts about
pricing, first refer to your invoice and price list and then call your Area Manager.
5. When opening cellophane wrapped items, do not use more than is required at that
time. The majority of the returned items must be in unopened packages.
Daily Routine
The following steps will help you maintain a successful business:
1. Keep all personal belongings safely stored and out of sight.
2. Always have ALL side curtains/windows up if you are open!
3. Keep the outside of the store looking neat and professional by picking up all trash.
Maintain straight and neat signage.
4. Keep product stocked and organized.
5. Communicate with the Area Manager. If you need anything, let your Area Manager
know and he or she will attempt to facilitate your needs as best as possible.
6. Periodically check on your generator fuel and oil.
7. Make daily bank deposits or obtain money orders (DO NOT keep large amounts of
cash at the location).
8. Batch out credit card machines each night. This is a good time to charge the
machine for the next day.
9. Maintain Daily Sales Log
10. Call in daily sales every day before midnight.
13
RECEIVING &
MERCHANDISING
DISPLAYING FOR SUCCESS
TNT TIPS
RECEIVING &
MERCHANDISING
1. First impressions are lasting. It is extremely important to set up your store
correctly and attractively.
2. Merchandise – keep all shelves/tables filled. (minimize back stock)
3. Keep fire extinguishers visible and in an easy to reach place according to local
regulations.
4. Keep the area in and around the store clean at all times. Remove trash daily.
5. Keep all extension cords overhead – this will prevent people from tripping over
them.
6. Have some plastic sheeting to cover merchandise during rain storms.
7. Make sure you have all of your price cards displayed. Each package has two sets
of cards (one for each side of the mirror image set up).
8. Tape the price cards completely over the top edge of the card to prevent them
from “curling.”
9. Break down all boxes and store under tables out of the customers view.
10.Do not forget to charge sales tax if you are required.
11.Complete your Daily Sales and Collection Forms at the end of each day of sales.
12.Your Insurance does not cover the THEFT or LOSS of merchandise or cash.
Strict inventory control and alert night watchmen are necessary.
13.Do not allow fireworks to be ignited in the vicinity. This may cause us to lose our
lease for the next year.
14.NO SMOKING and NO ALCOHOL. There should be absolutely no smoking and no
alcoholic beverages consumed in or near the store.
14
CHECKLIST
$100 in the following:
$25 in ones
$15 in fives
$20 in tens
$20 in quarters $10 in dimes $6 in nickels $4 in pennies
• This amount should be an adequate change supply during the week. For
weekends, increase the change supply to $150. On July 1st, increase it to
$300.
• Suggestion: Be careful about breaking a $100 bill early in the day and
depleting your change supply.
Credit Card Machines
CREDIT CARD ASSISTANCE NUMBERS
___________--___________--______________
***Always call the TNT Credit Card Assistance line
before calling the machine manufacturer***
• For instructions, see the manual provided
with your credit card machine.
• Batch out your machine EACH night and place
receipts in transaction order for that day
with the batch report in the provided
envelopes.
YOU MUST HAVE ALL SIGNED
RECEIPTS TO RECEIVE CREDIT
15
DAILY OPERATIONS
STARTING CHANGE
When closing each night you will fill out your “Daily Sales and Collection Form.” Before
completing, be sure to total your cash in the register and batch your credit card machine.
EXAMPLE 1
SA
M
PL
E
**
This example shows the group took in more cash than
credit card sales. This is the most common occurance
having a positive cash amount at the end of the day.
**
DAILY OPERATIONS
DAILY SALES AND COLLECTION FORM
When sending in payments, make sure you have your
LOCATION NUMBER & ACCOUNT NUMBER on
the check or money order. This will help prevent any
lost or mis–posted payments to your account.
16
DAILY SALES AND COLLECTION FORM
**
S
AM
PL
E
**
This example shows the group had a high volume of
credit card transactions. This results in a negative
amount of cash, so there is no amount due to TNT for
this day. You should still call in net sales as always.
17
DAILY OPERATIONS
EXAMPLE 2
DAILY OPERATIONS
THE PERFECT SALES PITCH
HERE ARE SEVERAL SURE FIRE TIPS WHEN SELLING TO EVERY CUSTOMER!
1. GREET EACH CUSTOMER with a FRIENDLY SMILE.
2. Let the customers know this is a FUNDRAISER for your group/cause.
3. Introduce the PRICE CARDS with RATING SYSTEMS and some of your FAVORITE ITEMS.
This will show a touch of customer service that they would not receive in another fireworks sales location.
4. Point out BUY ONE GET ONE FREE ITEMS and ASSORTMENTS – show the VALUE and
ITEM COUNTS in ASSORTMENTS! Hint: Most TNT packages also have pictures and descriptions of the product performance.
5. Ask questions to help guide your customers in their selection of the best show possible.
“Are you having a party with kids?” “How much are you looking to spend?” “How do you
plan to end your show?” Suggest a GRAND FINALE ITEM.
6. GROUP SELL – When selling to a customer, talk a little louder than normal. You can sell to
all customers at once.
7. Politely give customers time to look around and then follow up with “Do you
have any questions on certain items?” This is also a great time to mention...
TNT’s “NO DUD GUARANTEE” and our exclusive safety “Glo-Fuze!”
8. ADD-ON SALES – If you get customers to buy one more item… an extra $5 sale on an
average of 700 customers would increase your sales by $3500! The worst thing they can
say is “no thank you”.
Pop-Its, Smoke Balls, Sparklers... Keep these and similar novelty
items near the register. As customers go through check out these
impulse purchase items will increase your overall sales!
THE MORE PRODUCT YOU SELL, THE MORE MONEY YOU MAKE!!
18
A FEW MORE TIPS TO HELP YOU SELL MORE
2. At the register, always offer last minute add on items such as pop-its or sparklers.
Be sure to thank your customer for shopping with you and encourage SAFETY when
lighting off fireworks.
3. Create excitement at your facility by playing your product DVD. Customers love to
see the performance of the fireworks and it will help you sell more.
4. Always use descriptive words to talk about each product and performance.
Great Sales Phrases:
• This has maximum powder allowed by Law.
• Best bang for your buck
• Best Value for your money
• Lots of beautiful purple effects – that’s the most expensive color to produce in
fireworks.
• You will be the HERO of your block party if you buy that BIG Assortment.
Descriptive Sales Words: Aerial, Amazing, Awesome, Bright, Brilliant, Colorful, Dancing, Deafening, Dramatic, Exciting, Exploding, Fantastic, Glimmer, Intense, Massive, Psychedelic, Shining, Shrieking, Screaming, Stunning, and Vibrant
19
SALES, SELLING &
SUGGESTIONS
1. Make sure you are selling a PERFECT SHOW or a fireworks “COMBO”. Each customer
should be offered an Assortment, Finale, and Novelty items such as Sparklers or PopIts. Similar to the fast food concept, you should always be selling a TNT Combo!
SALES, SELLING &
SUGGESTIONS
CUSTOMER SERVICE
There is no one more important to your store than YOUR CUSTOMER. Therefore, nothing
is more important than your CUSTOMER SERVICE. If you treat your customers right, they
will return year after year. Below, we have listed some suggestions that we feel will help
you give your customers GREAT CUSTOMER SERVICE.
1. FUN– First and foremost, HAVE FUN! Buying fireworks is a fun experience and selling
them should be, too! If you are having fun, then so will your customers. The more enthusiasm you project, the more enthusiasm your customer will feel. This will make them
feel more comfortable and more interested in what you have to say.
2. GREET– As noted previously, greet every customer with a great big “WELCOME TO TNT
FIREWORKS!” This will put your customer at ease and allow you to tell them about any
specials you are running without seeming “pushy”.
3. QUALITY– Let them know you only have top quality products and a “NO DUD’s
Guarantee.”
4. THANK YOU– After the sale is final,
don’t forget one of the most important
features of customer service – tell your
customer “Thank You.” Even if they did
not buy anything their first visit, it may
encourage them to come back.
NOTES:
20
COUPONS, PROMOTIONS AND GIVEAWAYS
ENTER TO WIN DRAWINGS AND SWEEPSTAKES
Create excitement by inviting each of your shoppers to fill out an entry form to be eligible
for our drawings and sweepstakes. Those who enter will be eligible to win a box of fireworks from the drawing that you will hold at your store on the morning of July 3rd.
We have great contests for our stand/tent operators to collect the most names and win
prizes. Don’t miss out! From the names and information we collect, TNT will send great
money saving coupons and emails a few times during the year. Rest assured, TNT Fireworks NEVER sells any of the entry information.
BUY ONE GET ONE FREE ITEMS
TNT Fireworks brings excitement and great value to
our shoppers by offering a variety of Buy One Get One
Free items. You will be able to identify these items on
your price list, price cards, and on your invoice.
How do you make profit on these items?
You will still be making your normal profit percentage
on these items! For example: If an item is $2.00 buy
one get one free ($1.00 each), your unit cost for these
items will only be .80¢.
Assortment Packs with Giveaway Items:
By selecting attractive price points and added value
giveaways, we build our pricing and marketing programs to bring value to your customers. You will be able to identify the items that are part
of the Assortment Pack with Giveaway by looking at your price cards and your price list.
Make sure you hold back enough giveaways to go with your assortments.
AM I PAYING FOR THE GIVEAWAY ITEMS?
If you participate and giveaway the approved items with assortments, you will receive a
wholesale unit credit (your cost, not retail) when you pay your final bill at the Return
Center.
21
SALES, SELLING &
SUGGESTIONS
TNT Fireworks introduces innovative sales and marketing initiatives to our fundraising
program to bring value and excitement to the end consumer and to make your fundraising
sales higher.
SALES, SELLING &
SUGGESTIONS
COUPONS
TNT Fireworks Coupon Policy:
1. Limit one coupon per household accepted per visit.
2. Photo copies or duplicate copies of coupons will not be accepted.
3. Coupons should be completely filled out with Customer information if
applicable.
4. Coupons must be in original condition with no modification.
5. Coupons must be cut neatly and must be in their entirety.
6. Competitor coupons may be honored for like item and value. If a like item
is not available we will honor competitor coupons for a value of up to $20
OFF a $100 purchase. Accepting any other competitor coupons must be
authorized by the local Area Manager.
Return Center Coupon Credit Policy:
1. To receive a credit at the Return Center for coupons accepted, the
stand/tent operator must agree to and follow all terms of the TNT Fireworks
Coupon Policy.
2. TNT Fireworks location operators are prohibited from distributing,
manufacturing, or providing equipment on site for printing and or distribution of coupons to shoppers at the stand/tent. The intent of the TNT
Coupon Program is to use the coupons to draw new shoppers into the
location to make a purchase.
3. Coupons must be turned in at the Return Center appointment time. They
must be counted and in good order. No COUPONS will be accepted after
the Return Center appointment.
4. All coupons will be audited at Return Center. If the TNT Coupon
Policy has been violated in anyway, ABSOLUTELY NO CREDIT will be
given to the stand/tent operator for coupons submitted for redemption.
22
SALES, SELLING &
SUGGESTIONS
CODE OF CONDUCT FOR EACH LOCATION
You will be running a temporary retail business for a short time period. To ensure
your fundraiser is a success, we all want to make sure that we are doing our best to
operate in a professional manner. Here are expectations from both TNT Fireworks
and the property owners from whom we lease our locations:
We are Guests: We are guests on these properties. Remember, we want to be
invited back next year!
Clean Up:
Manners:
Age Limits:
Security:
Merchandise:
The area in and around your facility is to be kept neat, clean and
free of trash. Trash dumpsters that belong to other businesses
are NOT to be used unless you have permission.
Be a good neighbor. No loud music and absolutely
NO DISCHARGE OF FIREWORKS on the property.
It is the policy of TNT Fireworks to not allow stand/tent
organizations to sell fireworks to anyone under the age of 16.
(Check with your TNT Representative as local laws and regulations in your area may be different.)
Your staff members running your cash register must be at least
18 years of age or older.
Your store MUST BE ATTENDED at all times once the product is
delivered. YOU ARE RESPONSIBLE FOR YOUR PRODUCT! It is
your responsibility to protect your merchandise and stand/tent
facility at all times.
Your merchandise needs to remain on site at all times and you
may only sell product sent to you from TNT Fireworks Fundraising
Division. If it is not on your TNT invoice, it should not be in your
facility.
23
SALES, SELLING &
SUGGESTIONS
TOP MISTAKES MADE
You can make certain mistakes that will cost you money. By following the procedures outlined in
this manual and using common sense, you can greatly reduce mistakes and, thus increase your profits.
BEWARE THESE ARE THE MOST COMMON PROFIT KILLERS!
1. CLOSING EARLY.
A good rule of thumb is to close no sooner than 30 minutes AFTER your host
store closes. This will give employees a chance to stop by after work. Never close prior to 10:00 PM
early in the season. After 10:30 – 11:00 PM, wait minutes AFTER the last customer has left your store
before you think of closing. Staying open as late as the city allows on July 4th and December 31st is a
must. Remember… extended hours increases profits!!
2. UNDER STAFFING. See Page 2 for guidelines. Two people are required at all times and during busy
times additional workers are required. DO NOT LIMIT SALES BY SHORT STAFFING!!!
3. UNDER STOCKED. Use the Plan-O-Gram to properly merchandise the store. Always keep the
shelves or tables filled with product. Constantly check to see that the “labels” are facing the front and
that the product is neatly arranged. As you sell out of certain items, fill in empty spots with something
else. (don’t forget to change price card) NEVER have an empty area. NOTE: In tents, when you get low
on product remove tables and reduce the selling area.
4. UNDER CHARGING. Double check the price!!! You are NOT charged according to the price cards!
You are charged according to your INVOICE from TNT FIREWORKS. If a price card is incorrect, then
change it and notify your Area Manager. Pay attention to the BUY ONE GET ONE FREE items. Check all
invoice prices and MAKE SURE you are collecting the correct amount from your customers. It is the
operator’s responsibility to verify prices. NO CREDIT WILL BE GIVEN FOR SELLING ITEMS AT THE
WRONG PRICE.
5. THEFT. Keep watch over the Cash & Fireworks! When it gets busy someone may try to walk out of
the store with small items or a large assortment package. Always have someone posted near the entance/exit. Don’t allow customers to shop with “shopping bags” from another business. Offer to hold
their bags at the checkout counter. Offer them a basket to hold the small items they wish to purchase. 6. INVISIBILITY. Make sure you use flags, have great lighting, and use decorations. Add a personal
touch to your store and be creative!!
7. LACK OF ENTHUSIASM. Your customers can tell if you or any member of your group appears to
be too “bored or annoyed” to greet and help them.
BE A SMART FUNDRAISER!!!
24
YOUR TNT FIREWORKS AREA MANAGER VISITS
After your inventory arrives, your Area Manager will stop by and reconcile your
shipment and collect a form with any overages or shortages. Additionally, he or she
will give you pointers and tips for making sure your sales facility is merchandised well
and your sales staff is trained to sell! We all know that an attractive, well merchandised
stand or tent with great sales people is a winning combination.
25
SALES, SELLING &
SUGGESTIONS
Periodically, your TNT Area Manager will visit your location. This provides an
opportunity for information exchange, questions answered, and problems solved.
PREPARING FOR RETURNS
PREPARING FOR RETURNS
WHAT TO BRING TO YOUR RETURN CENTER
1. All unsold product – This does not include product broken into less than one returnable unit
2. All damaged product including duds
3. Tent Operators Only – Return all vinyl signs – (This does NOT include bunting, pennants.)
4. Return Forms - Completed Inventory List and Bill Of Lading
5. Any empty boxes you have
6. Copy of Daily Sales Forms from each day’s sales
7. At least two Blank Checks to complete your payment
8. Credit card machine, batch reports & receipts in white envelopes
9. Coupons
FOLLOW THESE STEPS
TO PROCESS YOUR RETURN
COUNTING YOUR MERCHANDISE
1. Use your Return Center Catalog to determine the amounts you can
return.
2. All damaged product must be inventoried separately.
3. Use the Returns Worksheet to count your unsold usable product.
4. Write your damaged product on the last page of your Returns
Worksheet.
5. You MUST have your returns counted and your Returns Worksheet
filled out!
PACKING YOUR BOXES
1. Use a tape gun and clear packing tape to reassemble your
original boxes.
2. Pack all like items in one case. For example, do not pack one
Texas Cyclone in one case and pack two other Texas Cyclones
in another case.
3. Try to fill each case completely. For example, do not pack one Texas Cyclone by itself.
4. Pack Damaged Product together in a box or boxes by themselves.
5. Use the back of your Price cards to label your boxes. List on the card the quantity of each item in
the case and tape to the box. Please do not write on the boxes.
COMPUTING YOUR PAYMENT
1. You should have already sent in payments via UPS. You will need to bring a blank check in order to complete your payment. Some customers will need an additional blank check for sales collection. Check with
your Area Manager for details on your location. The amount of your payment will be computed after your
product has been inventoried and entered in the computer.
2. Please note that NO CASH will be accepted.
3. You should bring a copy of your Daily Sales Forms, including those sent in via UPS.
4. We must know for certain the check number and check amount of the payments you have
already made in order to accurately settle your account.
26
RETURNING YOUR PRODUCT
PREPARING FOR RETURNS
1. MAKE SURE YOU HAVE ACCURATELY COUNTED AND PACKED YOUR MERCHANDISE! If your merchandise is not properly counted and packed, you will
be asked to recount and repack your returns.
2. You should already have a scheduled time and date to return your merchandise.
PLEASE BE ON TIME! If you are late, we will go on to the next appointment!
3. The TNT Representative will recount your returns. Your totals will then be
transferred to the location specific Return Form for your location. Someone
from your group must be present during this process!
4. Sign and date your Return Forms for your location.
5.The TNT Representative will calculate
your Returns and payments made to
determine the tentative status of your
account. Remember, we will collect 5%
OVERPAYMENT on your account.
6.Don’t forget that you will also pay
your credit card merchant fee, rental
of your credit card machine, insurance,
and promotional fees at this time. PAYMENT MUST BE MADE AT RETURN CTR!
27
PREPARING FOR RETURNS
RETURN CENTER REMINDERS
CREDIT CARD MACHINE AND PAPERWORK
1. You must return your machine in its original packaging with all its original parts.
2. You will need to turn in all signed copies of the receipts in the provided white envelopes, with the totaled amount written on the outside of each envelope. You must
have both your batch reports and signed receipts in order to receive credit.
3. You will find additional credit card information and instructions in the black
information binder you receive at TNT University.
4. DO NOT send any credit card receipts or batch reports via UPS!!!
5. YOU MUST FOLLOW ALL PROCEDURES OUTLINED IN YOUR CREDIT CARD
AGREEMENT IN ORDER TO RECEIVE FULL CREDIT FOR YOUR CREDIT CARD
RECEIPTS!!!
COUPONS
• Bring all coupons received to the Return Center. DO NOT send them via UPS.
SHORTAGE FORMS
Remember that you must have a shortage form signed by your Area Manager in
order to receive credit for any shortages. Please bring signed form
to the Returns Center.
********* PLEASE NOTE *********
THE RETURN CENTER PAPERWORK IS NOT THE FINAL
SETTLEMENT OF YOUR ACCOUNT!
This is the tentative ending balance of your account. The official status of your account
will be reflected on your statement from Corporate Headquarters in Alabama. Remember
to bring any paperwork that will be helpful to process your account. The more organized
and prepared you are, the quicker your paperwork will be completed. It would also be
helpful for the person who has been handling your finances to come to the Return Center.
The final statement of your account, along with a check for any amount you have overpaid, will be mailed to you within 30 days of the RETURN CENTER APPOINTMENT.
28
Join TNT Fireworks
SELL MORE WITH ON LINE TRAINING!
TNT Fireworks, an industry innovator has now added a Bonus Training Feature to our
stand/tent sales program. You and your group can now access ONLINE TRAINING
in addition to regional TNT University Training Orientation that your group will attend.
GO TO TNTU.TNTFIREWORKS.COM
( WWW. not required )
•Get your staff trained early!
Learn great tips to increase
•sales.
NEW 2014 Procedure
•View
Manual.
Extra training compliments of
•TNT
University.
•Test your Knowledge!
GO ONLINE BEFORE
YOUR SALE BEGINS
LOGIN ID
LOCATION NUMBER
PASSWORD : sparkler
29
®
CALL TOLL FREE
1-866-868-3953
www.TNTFireworks.com