new merchandiser
BASICS
WELCOME + OVERVIEW WHAT DO E S I T ME A N TO B E A M E R C H A N D I S E R ? Becoming a Merchandiser is an incredible opportunity to get real-world, hands-on experience to help you achieve your career dreams - all while doing something you love, on your own terms. During the recruitment process, each Merchandiser is selected for her creativity, confidence, and own unique personality. She is then entrusted to represent Chloe + Isabel in her community and to her social network.
A C HLOE + I SA BE L M E R C H A N D I S E R I S : * Fashion-loving * Socially-savvy * Entrepreneurial * An influencer * The face of c+i * A brand ambassador * The heart + soul of our brand
B E YOUR BU SI NE SS As a Chloe + Isabel Merchandiser, you represent our brand and your business in everything that you do. Our most successful Merchandisers find ways to incorporate running their business into their day-to-day lives.
be creative. be confident. be you.
Welcome to the Chloe + Isabel family! We know you’re as excited as we are, and can’t wait to launch your business. All of the tools that you need can be found right here in the “Getting Started” section of the c+i Academy. Work with your region’s leaders to set your goals, and then develop a strategy to meet (or even exceed!) them.
HE R E A R E SOME TIPS
f rom our M e rch andi ser s and Sales Team: * Look the part: Women want fashion advice from someone who is put together and exudes her own personal style! Show off your fashion savvy and advertise your business by wearing your c+i jewels, whether you’re running to the grocery store or having drinks with the girls. * Be prepared: Always carry business cards, lookbooks, and other business supplies with you. You never know when the opportunity will present itself to make a sale or network with a new connection! Practice talking about your c+i business so that you’re comfortable discussing it anytime, anywhere, to anyone. * Know your stuff: To be a successful Merchandiser, product knowledge is key. Use the materials found in the “Our Brand + Jewelry” section of the c+i Academy to become a well-versed jewelry expert. * The Daily 5: Dedicate five minutes every day to reaching out about your business. Post on social media, send a follow-up text to a customer who made a recent purchase, or write an email to a prospective pop-up shop host. * Maintain your Constant Calendar: Keep your calendar booked with in-person pop-up shops, working one to two months in advance to ensure consistency in your business. Take advantage of special monthly host incentives, found in the “Latest Updates” section of the c+i Academy, to book a pop-up shop on short notice, and add additional revenue to your month!
For Chloe + Isabel Merchandiser use only. Do not redistribute.
new merchandiser basics
1
YOUR SUPPORT SYSTEM
Always remember that you’re in business for yourself, but not by yourself. We want to see you succeed, and we’ll be here for you every step of the way!
1) THE SA LE S T E A M: We have built a multi-tiered support structure to support you as you develop a successful business. For a listing of your regional leaders, check out the Regional Contact Guide, found in the “Business Tools” section of the c+i Academy. * What are SDMs? Sales Development Managers are members of our corporate sales team. The SDM is responsible for overseeing the success of their region. This includes everything from coaching Merchandisers and working with newly promoted tracking, to leaders sales goals. * What are SDAs? Sales Development Associates are members of our corporate sales team. Each region has its own SDA, focused on helping new Merchandisers launch their businesses and achieve their initial goals. Your SDA is your go-to resource during your first 60 days. * What are MMs? Merchandise Managers are leaders within our Merchandiser community. After three or more months of exemplary sales, a Merchandiser may apply for or be recommended to take on the role of MM. MMs mentor Merchandisers, helping to enable their continued success and development, and earn a commission on their team sales. You’ll be introduced to your MM or DMM after your first 30 days.
cheers from the sales team
* What are DMMs? Divisional Merchandise Managers are leaders within our Merchandiser Community. Recognized for finding success as a Merchandise Manager, while maintaining their personal sales as a Merchandiser, DMMs have advanced leadership skills and lead a team of Merchandise Managers and Merchandisers.
2) THE CA RE T E A M: Our Care Team is second-to-none! They’re here to assist you with everything from customer service issues to tech-related questions. Here’s how to reach them: * Call (866) 488 6505 Monday through Friday from 8am to 5pm PST * Submit a case at www.chloeandisabel.com/contact * Email merchsupport@chloeandisabel.com * Read our Merchandiser FAQ in the “Getting Started > FAQ + Policy” section of the c+i Academy
care
* Read our customer FAQ at www.chloeandisabel.com/faq (continued on next page)
be creative. be confident. be you.
For Chloe + Isabel Merchandiser use only. Do not redistribute.
new merchandiser basics
2
YOUR SUPPORT SYSTEM 3) THE COMMU NI T Y: One of the best things about being a Chloe + Isabel Merchandiser is being part of our community! You’ll receive support from your fellow Merchandisers, as well as from our Sales Team. Now that you’ve signed up as a c+i Merchandiser, you’ll be added to your region’s Merchandiser-only Facebook group, where you’ll be able to get to know and learn from your fellow Merchandisers.
4 ) THE C+ I ACA D E MY: The c+i Academy curriculum will support you from day one through to new leadership opportunities and advanced skill-based trainings. We’re constantly working to deliver new and innovative training materials, so continue to visit all sections of the c+i Academy throughout your career as a Merchandiser.
5 ) C ORPORAT E COMM UN I C ATI O N : You’ll hear from us as we launch new programs, announce sales and promotions, and share updates from the Corporate Office. * The Chirp, our weekly Merchandiser newsletter, is sent every Thursday and includes sales tips, incentive information, DIY ideas, Merchandiser recognition, community announcements, and more. * We periodically send Merchandiser Alerts to update you on important news and announcements affecting our Merchandiser Community. Recent Merch Alert topics have included c+i’s involvement in National Breast Cancer Awareness Month, an invitation to sign up for the National Team Call, and new feature releases on our website (www.chloeandisabel.com). * The Communication Center, found at the top of your stats page, is updated regularly with incentives and other announcements so that you don’t miss a thing! Each time the Communication Center messages are updated, the Communication Modal will pop up to inform you of the latest updates!
be creative. be confident. be you.
For Chloe + Isabel Merchandiser use only. Do not redistribute.
new merchandiser basics
3
YOUR c+i CONTACTS
We’re here to support you! Use this regional contact guide when reaching out for help.
R EGIONAL SA LE S CON TAC TS
T EAM NORT HWEST
T EAM NORT HEAST
CAMPU S RELATI O N S
Contact your Sales Development Manager if you’re not linked up with a Merchandise Manager, and you’ll receive advice, help with goal setting, and guidance on any unanswered questions!
Jensine Reyes, SDM m: (415) 300-6920 e: jensine.reyes@chloeandisabel.com
Janine Bruno, SDM m: (917) 833-2237 e: janine.bruno@chloeandisabel.com
C USTOME R SE RV I CE / C A R E TE A M
Jennie Nau, GEM Program Specialist m: (917) 804-8644 e: jennie.nau@chloeandisabel.com
T EAM SOUT HWEST
T EAM M ID AT LAN TI C
For your customers with questions about shipping, orders, returns/exchanges, and the lifetime guarantee. * customercare@chloeandisabel.com
Elizabeth Ross, SDM m: (936) 554-9278 e: elizabeth.ross@chloeandisabel.com
* Phone: (866) 488-6505 * Fax: (415) 692-1382
Nora Demick, SDM m: (313) 333-9636 e: nora.demick@chloeandisabel.com
T EAM M IDWEST
* Hours: M-F 7am-7pm PST
M ERC HAND I SE R SU PP O RT For your questions about your online office, account, pop-up shop entries, orders, billing, paychecks, and jewelry. * merchsupport@chloeandisabel.com
Victoria Pritchard, SDM m: (316) 218-8749 e: victoria.pritchard@chloeandisabel. com
LEADERS H I P Tanya Green, Senior Manager, Leadership Coaching + Development m: (305) 509-1990 e: tanya.green@chloeandisabel.com
REGION AL S ALES CO N TACTS TEAM CO LO R KEY
T EAM SOUT HEAST
* Phone: (866) 488-6505 * Fax: (415) 692-1382 * Hours: M-F 7am- 7pm PST
be creative. be confident. be you.
Megan Spicer, SDM m: (561) 801-5687 e: megan.spicer@chloeandisabel.com
For Chloe + Isabel Merchandiser use only. Do not redistribute.
new merchandiser basics
4
YOUR STARTER KIT + MORE
Now that you’ve purchased your Starter Kit, you’re ready to launch your business! Whether you’ve selected the Essential Bestseller Kit or the Deluxe Bestseller Kit, you have invested in a complete business.
WE MAKE IT EASY for you to run your own business by providing you with everything you need to get started: * The c+i Academy provides you with the tools and training you’ll need to launch your business and earn back your initial investment (and more!) in your first month.
* And, of course, c+i jewelry! Inside your Starter Kit, you’ll find a carefully curated selection of bestselling Chloe + Isabel pieces that reflects a variety of styles, trends, and price points.
* Your customizable online boutique enables you to curate your own assortment of jewelry, creating a unique online shopping experience for your customers.
»» The Essential Bestseller Kit includes 14 of our all-time favorite pieces, from the casually chic to the simply sophisticated.
* The Social Marketing Center provides you with all of the marketing resources needed to build your online brand and promote your business. * Your virtual Online Office allows you to stay on top of all the details of your business, from customer profiles, orders, and returns, to sales, earnings, and credit - no matter where you are!
»» The Deluxe Bestseller Kit includes all of the jewels from the Essential Bestseller Kit as well as six of our luxe, statement-making pieces.
Get to know the names and prices of each of the pieces in your Starter Kit before your first pop-up shop. More information about the jewelry (including product care) can be found in the “Our Brand + Jewelry” section of the c+i Academy.
»» All Starter Kits also include our gift to you, the exclusive Chloe + Isabel Merchandiser branch necklace in gold!
* An assortment of essential business supplies, including one package of our current lookbook, which showcases both c+i essential collections and the most recent seasonal collections; one package of order forms; one package of wishlists; our branded c+i jewelry roll, for easy and stylish transport of your Starter Kit; and a c+i branded tote bag.
be creative. be confident. be you.
For Chloe + Isabel Merchandiser use only. Do not redistribute.
new merchandiser basics
5
HOW DO I EARN COMMISSIONS?
Chloe + Isabel combines cutting-edge technology with a revolutionary social retail model to provide a lucrative opportunity for our Merchandisers. You will earn commissions two ways:
1) IN- P E RSON SA LE S:
2) ONLINE SALES:
* Pop-up shops: Pop-up shops are the hottest trend in the brick-and-mortar retail world, and c+i is taking it one step further. For a Chloe + Isabel Merchandiser, “popping up” at the home of a friend or family member is like opening a shortterm physical storefront for her business. Pop-up shops enable you to make money, gain new and repeat customers, meet new hosts, and practice your styling, selling, clienteling, and merchandising skills. * Small business partnerships: There’s no limit to where you can pop up! Every business in your community is a potential partner: from salons and spas, to fitness clubs and golf courses, to local boutiques, and more. Partnering with a small business is a great way to expand your network, build brand recognition, and connect with your community.
* Online orders: As you build your brand, you’ll find that social media marketing is an effective, innovative, and creative way to engage with your customers and promote your business to a targeted market. Build marketing campaigns online, using the marketing materials that c+i provides and/or materials you create yourself, to drive customers to purchase directly through your Online Boutique. * “Shop-As” orders: Once you’ve developed strong relationships with your customers, you may find that they’ll ask you to help them place orders. This is a great opportunity to provide a superior level of customer service, as well as to make additional styling suggestions. As a Merchandiser, you may place orders on behalf of your customers. (A helpful how-to video is found in the “Getting Started > Your Online Office” section of the c+i Academy.) * Online pop-up shops: Online pop-up shops are limited-time online events designed to drive traffic to your online boutique. Many successful online popup shops include a host that is outside of the Merchandiser’s local community. Drawing from outside networks is known as affiliate marketing, and is a proven way to gain customers in another network, expand your sales opportunities, and reward your host for directing traffic to your online boutique.
Our most successful Merchandisers recommend having at least one in-person pop-up shop before moving on to an online pop-up shop. Popping up in person makes it easier to build personal connections and interact with your customers when you’re just getting started.
be creative. be confident. be you.
For Chloe + Isabel Merchandiser use only. Do not redistribute.
new merchandiser basics
6
MERCHANDISER COMMISSIONS
As a Merchandiser, you earn a 25-40% commission on all net sales, whether they are completed in-person or through your online boutique. The c+i Merchandiser opportunity enables you to benefit from a flexible work environment that fits within your lifestyle.
G ETTING PA I D Chloe + Isabel uses Chase debit cards as our paperless payroll system to ensure that Merchandiser commissions are paid out in a timely and convenient manner. Sales generated during a calendar month are paid on the 5th of the following month. For example, all sales made from January 1-31 would be credited to your Chase debit card on February 5th. * When the 5th of the month falls on a weekend, you will be paid on or before the Monday immediately following the 5th. * Commissions are paid on net sales, i.e. total sales volume, less any returns or refunds. Once you’ve signed up as a Merchandiser, Chase will process the request for your new pay card and ship it directly to you. Your Chase debit card will arrive approximately two weeks after you purchase your Starter Kit. This delay does not affect your commission payments. If your card has not arrived after two weeks, reach out to the Care Team.
your own personal c+i commision card
be creative. be confident. be you.
Merchandisers earn 25% commission on sales up to $799, 30% on sales between $800-$2999, and 35% on sales above $3000. See below for a sample breakdown of commissions earned:
TOTAL SALES/ M ONT H
C OM M ISSION %
MO N TH LY EARN I N G S
AN N UAL EARN I N G S
$500
25%
$125
$1500
$1000
30%
$300
$3600
$2000
30%
$600
$7200
$5000
35%
$1750
$21000
$10000
35%
$3500
$42000
LIFET IM E M I LESTO N E AWARDS M ERC HAND ISER LIFET IM E SALES $10,000 $20,000 $30,000
AWA RD $100 cash bonus $250 cash bonus 40% commission on all sales
Cash bonuses will be paid on the fifth day of the calendar month following achievement of the milestone. Forty percent commission will take effect on the first day of the calendar month following achievement of the $30K milestone.
For Chloe + Isabel Merchandiser use only. Do not redistribute.
new merchandiser basics
7
YOUR FAST START
Your your with your
60-day Fast Start Program begins the day you purchase Starter Kit! During your Fast Start, you’ll work closely your region’s Sales Development Associate to launch Chloe + Isabel business.
T HE GOALS
T HE PERK S
The overall goals of your Fast Start Program are:
We encourage you to take advantage of the perks of your Fast Start Program and expand your collection of jewelry during your first 60 days. Our most successful Merchandisers tell us that they are constantly adding new pieces to their collections.
* Make money * Earn credit for free jewelry * Establish a customer base * Build your online brand * Start growing your skill set
}
all in your first 60 days!
See below for a sample breakdown of reward credit earned and how you can use them to grow your collection:
TOTA L FA ST STA RT S A L E S
REWARD C RED IT EARN ED
= $$ IN FREE JEWELRY
$1000
$200
$200
$2000
$400
$400
$3000
$600
$600
$4000
$800
$800
$5000
$1000
$1000
Etc.
Etc.
Etc.
be creative. be confident. be you.
Reward credit = free jewelry! The Fast Start Program gives you the opportunity to earn unlimited reward credit at an accelerated rate. Reward credit is used to expand your collection with additional pieces of jewelry and to purchase business supplies at no cost to you. Here are the details: * Earn double reward credit - $200 in reward credit for every $1000 in sales * There is no limit to the reward credit you can earn during your first 60 days * Reward credit is awarded each time you hit a $1000 sales milestone during your first 60 days * Reward credit expires one year from the date it is issued After your Fast Start ends, you will continue to earn reward credit on a monthly basis, proportional to your total monthly sales. You earn $50 in reward credit for every $500 in sales, and your sales counter on your Stats Page resets to $0 on the first of each month.
For Chloe + Isabel Merchandiser use only. Do not redistribute.
Shop with your New Merchandiser 50% off discount! While the Starter Kit is a strong place to begin building your collection, the more jewelry you have for pop-up shop guests to try on, the more you’ll sell! During the first 30 days of your Fast Start Program, you receive 50% off of your personal purchases so that you can quickly expand your collection. * Note that the 50% off discount is limited to one of each item, and expires at 11:59pm EST 30 days after the day you purchased your Starter Kit. The 50% discount will be automatically applied at check-out. * From day 31 on, you will be eligible for our standard Merchandiser discount of 30% off all purchases. During seasonal launches, you’ll have the ability to shop the new collections at 50% off for a period of two weeks. * For more information about expanding your collection, see “Step Five: Expand Your Jewelry Collection” in Seven Steps for Success. A how-to video can be found in the “Getting Started > Video Library” section of the c+i Academy.
new merchandiser basics
8