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T H I S I S

T H E

T I M E S

TODAYDONCASTER

summer2 0 1 5

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S U M M E R’S Stories...

OA S I S An illuminated palette fresh with strokes of bold color combines

with textural shapes creating graphic impressions. Asymmetric and

architectural lines prevail on tailored garments with crisp black and

white combinations. Balanced with softer intensities including floral

jacquards, alluring sheer stripe tunics and silk georgette in tiered

blouses and billowing maxi skirts, the options create flexible and

flattering looks with great importance.

B L AC K W H I T E C A N A R Y O R C H I DB L E AC H E DS A N D

B L AC K C A P R I S H R I M P TO B AC C OB L E AC H E DS A N D

TA J M A H A L Inspired by the “Jewel of India,” lightweight fabrics in summer

brights create elegant ensembles with modern appeal. Textural

jacquards, breezy linens and silk blends get an updated approach with

proprietary details like fine novel trims, glimmering printed sequins

and globally inspired prints. The striking silhouettes offer elevated

ease with high-impact style.

TRENDSS U M M E R 2 0 1 5

G O G LO B A L

S H E E R I L L U S I O N

Tropical & global prints harken thoughts of exotic getaways

to far off locales where energy is abuzz and relaxation is on

the daily itinerary. For Doncaster, floral oasis print enlivens

a luxe silk georgette blouse with peek-a-boo black trim and

alluring appeal. This print is also offered in a billowing maxi

skirt silhouette for breezy beachside styling with strappy

sandals and a solid silk tank. Floral print jacquard jackets create

the perfect occasion-worthy novelty item that also provides

polish to a casual look with white denim and sandals. Colorful

Taj Mahal Printed Cotton pants also embody fun, flattering

options for easy summer styling.

Technology continues to advance our lives and the

fabric and fashion industries are no exception. Mills are

seeing the effect of new weaving techniques allowing a

single fabric to float between transparency and opacity

within the same garment. This collection utilizes the most

advanced of these techniques on items like sheer stripe

tunics with ribbon and sheer illusion, as well as fine viscose

knits also adorned with strategic sheer stripes. A stunning

mosaic jacquard ensemble layers a graphic capri blue

print with sheer elements, lined in white for an overall

textural optic illusion that entices the eye and

speaks to modern luxury.

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SUMMER TRENDS

C O LO R B LO C K I N G

B L AC K & W H I T E

A trend designers still favor is Colorblocking-

alternating solids in graphic colorways that

mix and contrast for a bold aesthetic when

worn together. We see an angular peplum

dress pair white on top and black on bottom

for a flattering mix that feels fashion forward

and versatile. The colorblocking trend is also

employed on a longer jacket with canary

yellow and white denim stacked for an

eye-catching contrast that looks as cool

back to jeans as it does refined with a

coordinating pencil skirt for seasonal

office-wear.

Black and white are everywhere this season, from runways

to storefronts, creating bold looks that style mavens love

because they know it will never go out of fashion! For

summer, graphic black and white cuts an impressionable

shape on ensemble dressing like a wide leg pant with

impeccably tailored camisole featuring black trimmed

straps for a sleek silhouette that offers a resort sensibility.

We also see black and white mixed with a bold orchid

pink color in tiered silk georgette stripes on a tunic styled

with slim stretch leggings and strappy sandals, creating a

date-night look that impresses.

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SUMMER TRENDS

E M B R O I D E R Y & E M B E L L I S H M E N T

All over runways this season, we saw extraordinary

embellishments that elevate garments to

striking “must-haves.” We noted embroidery,

zippers, raffia trim, beading and sequins lend

importance to statement styles in unique

new ways. Here we see an embroidered

jacquard with a graphic geo print and

bursts of color from neon to canary

yellow and fuschia paired back to

capri blue textured linen knits for a

stunning look that speaks to one-of-a

kind elegance. Another updated

technique that utilizes modern fabric

technology is the art of printing a floral pattern on

a sequined blouse which is accented with with silk

georgette panels for glimmering shine that pairs to

sophisticated wide leg pants just as easily as it works back to

easy denim.

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BEACHY WAVES

POWER PONY

BEAUTY FORECAST

Loose “undone” soft curls are a perfect look for summer— stylish,

but not fussy. To achieve easy, beach-inspired waves apply

your favorite heat protectant through your stands and a misting of

hairspray to help hold your style. Brush through product before

dividing your hair into sections no wider than 1”, wrap hair away

from your face around a vertical curling wand, held inverted so

the top points down. Hold for a 10 count and let the curl fall from

the wand, letting the curl cool in your hand for extra staying power.

After you’ve curled you’ve worked your way around your hair, curling

either all or a selection of hair, rake your fingers though the curls to

break and loosen them up— the messier the better- for a look that is

carefree and chic.

If you prefer to have your hair off of your face or want to

show off a gorgeous neckline, try a sleek, voluminous ponytail. Blow dry your hair so that it’s smooth and use

a flat iron to touch up any pieces that may need it before

applying a smoothing serum. Then, lift a section of hair at the

Style Sexy Hair 450° Product Heat Defense Hot Tool Spray

PTY 19mm Digital

Curling Wand

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S U M M E R 2 0 1 5

C O O L C O I F S

Allow us just a few moments to gush over what’s exciting and new in Beauty this

season, as featured in our Summer 2015 Lookbook. Specifically the trends we used

on our models’ hair, skin and nails that you can recreate yourself-

using the tips below!

crown and mist with hairspray before teasing the section, back-

combing the underside of hair. Choose where you would like your

part in the front and then pull your sleek straight hair back into a

ponytail, lightly brushing and smoothing the top of hair. An easy

trick to create a longer ponytail without extensions is to create

two ponytails. Instead of gathering your hair into one elastic, draw

a lower section into one elastic and a slightly higher section into

another right above it. Tada! A long, sleek ponytail.

S U M M E R B E A U T Y F O R E C A S T

Oribe Gel Serum

L’Oreal Paris Elnett Hairspray

It goes without saying that strenuous makeup routines go right

out the window as the temperatures rise, so the look for Summer is

lighter and very natural looking. This look can be achieved

with great products that let your true beauty illuminate with added

SPF to protect your skin. Start with a primer to refine pores and reduce

shine, then apply a foundation with a natural coverage and a matte finish to beat the heat.

For an added touch of color also use a matte bronzer without shimmer to keep the look

natural. For your legs and body, try a bronzing lotion for an instant glow that washes

off at the end of the night without the commitment of self-tanner.

NARS Pro-Time Pore Refining Oil Free Primer

Chanel Perfection Lumiere Velvet Foundation SPF 15

YSL Le Teint Touche Eclat Illuminating Foundation SPF 19

Tarte Amazonian Clay Matte Waterproof Bronzer

Caudalie Divine Legs

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S K I N - S A T I O N A L

GO BARE

S U M M E R B E A U T Y F O R E C A S T

The idea that you came in from a day at the beach, slicked on

some lipstick and ran out the door is divine however we all

know “making it look easy” requires a little

work. A pop of bright color

against bronzy skin is the perfect

update to try for Summer.

A matte red lip is all the rage this

season and looks striking balanced with more naturally

inspired makeup. However, if you’re a gloss devotee, no fear,

choose a pinky nude that will also update your “naturally

gorgeous” look for the season.Lipstick Queen Saint

Lipstick in Pinky Nude

Nails Inc The New White

in Whitehall

NAIL IT

Soft pinky-nude polished nails allow this season’s brightest colored clothing to shine and are never out of style. Keep your tips muted with hues like a barely there peach or a sheer blue grey crème. As for your toes, sandal season calls for something more vibrant- step out a little, experimenting with an orangey red.

LIP SERVICE

Nars Velvet Matte

Lip Pencil

Deborah Lippman’s Misty Morning

Dior Vernis Gel Shine and

Long Wear Nail Lacquer

in Glory

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M O U T H I N G O F F

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As inclimate weather struck across the country, Stylists were forced to get creative with their sales strategies because even in a polar vortex, the show must go on! As necessity is the mother of invention, Jennifer Langhart in Mason City, Iowa thought outside of the box to work with her #1 client who was stuck in sunny

Florida during her show. Jennifer has a smartphone and decided the best way to show this client, who also owns a smartphone, the line “in person” was to use facetime on their phones to work through the line with her “face to face.” Jennifer says, “She asked me to send her pictures via email. I texted back that we should do a FaceTime appointment at my show. She had already purchased some items from Spring at my Preview show, but had an upcoming trip to Europe...well ladies, this worked just great! We mixed and matched and I know her sizes.” Jennifer was able to pull the pieces from Spring 2015 that the customer had already ordered in preview, as well as pull some additional coordinating items that worked into a travel capsule for the client who would soon be

The best part about being a Doncaster Stylist is being a member of the Doncaster Family, where as a part of a nationwide league of extraordinary women and peers, we inspire each other daily. Each season we hear through the grapevine amazing stories of sales practices, techniques and triumphs that remind us what marvelous company we keep! Here we want to share some of those stories to highlight our Style Stars and inspire each-other to think outside of the box as you prepare your Summer shows and also

recognize the fabulous achievements of some of our finest.

S T Y L E S T A R S

J E N N I F E R L A N G H A R TMason City, Iowa

jetting off on vacation. By adding the orchid bow belt as well as a longer black Doncaster jacket she had from a prior season, she paired these pictured items for mixing and matching to create a number of gorgeous looks that packed easily together. Jennifer was able to really sell our beautiful spun silk sweaters by noting that Armani had nearly the exact same style in the store for a great bit more $$$. It’s always nice to remind our clients the value and on-trend styles they are able to shop with their Doncaster Stylists! By getting a little inventive and making the technology she had on hand work for her, Jennifer didn’t skip a beat with one of her best clients and now this customer will be enjoying her fabulous ensembles overseas, giving European style some Doncaster competition.

S T Y L E S T A R S

Our fellow Stylists impress us day to day with their inspiring motivation but sometimes a Stylist has such an impressive sale that we have to ask “Wow, how did she do that?!” Shaun Humphries from Provo, Utah

did just that this Spring with a $20,000 sale! (I know, pick up your jaw before continuing reading…) After hearing this, we had to speak with her to find out just how she works and how she was able to make such an incredible achievement. Shaun says her positive mental prep philosophy starts from the very beginning.

“Each season before I place any calls, I buy beautiful stationary that matches the quality of our fabric and write a heartfelt thank you note for last season’s purchase. To get in the mood I listen to motivational speaker Zig Zigler and really feel love and gratitude for my clients. Next I think ‘How can I help my client? How can these beautiful clothes give them confidence to go out and share their gifts with the world?’ I don’t mind calling if I think I am helping my wonderful clients achieve their goals as I achieve mine.”

Shaun also created a fun social event, an afternoon tea, so while calling to invite customers to the tea, she is also able to make an appointment for her show. It’s always nice to take the edge off of the appointment booking if you have built a true, friendly relationship with the client and have more than just business to talk about.

S H A U N H U M P H R I E SProvo, Utah

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S T Y L E S T A R S

Shaun has worked with the amazing $20,000 client before. She lives a very social life and her clothing needs span from travel, business, church and beyond so Shaun is able to cater to all areas of this sartorial lifestyle. Shaun says “Our relationship is more important than her buying clothes. I tell her I want her to go in her closet and say ‘I Love Shaun Humphries!’ Instead of ‘I can’t believe Shaun Humphries talked me into something I will never wear.’ I always give her a gift that money can’t buy, for example I am in the Mormon Tabernacle Choir so I always give her tickets to our concerts.”

And Shaun’s gifting is actually a key to her success in finding new customers as well. Most of her new customers are referrals from other existing customers- who she gives a $100 gift certificate to Doncaster for any new referral who spends at least $400. With this system, the payoff is well worth a new relationship with a client who may spend a lifetime shopping with her.

Shaun also incorporated another inspired idea into her approach recently, she hosted a workshop called “What makes women become more beautiful with age?” that touched on crafting your appearance from the inside out, building confidence. Shaun sent out invitations to everyone she had in her rolodex and some people that came were lapsed customers. The seminar was then actually picked up by her local NBC station on the nightly news and made for a very inspiring story! You can check it out on Youtube by searching “Your Life Health with Shaun Humphries” and we recommend you do- it’s a great segment and a true reflection of Shaun’s approach to her business, by achieving her personal goals as she helps others achieve theirs.

Another fabulous Doncaster Stylist who is thinking outside of the box and her geographic restraints is Jeannette McNeil. Jeannette has been selling Doncaster since 1996 when she lived in California and had a thriving business. In 2010 when she and her husband moved to Tennessee to be closer to their grandchildren, she thought “I love the product, and the

company, and I want to keep my California business going.” So she doesn’t let the distance get in the way! Prior to moving, Jeannette informed all her customers that she would continue to come back to California for four shows every year and would be readily available by phone

J E A N N E T T E M C N E I LMount Juliet, TN

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S T Y L E S T A R S

and email. She also made an arrangement with a tailor she trusted to continue working with her and her clients. Jeannette uses all forms of communication to keep in touch with clients and keeps active relationship with them from a distance. Her strategy includes:

· 4 weeks prior to showtime: She emails clients to ask them to “Save the Date” and mark their calendars and asks for date and time preferences for appointments.

· 3 weeks prior to showtime: Jeannette mails printed invitations with beautiful imagery to give them a hard copy with the details of her show as well as to give them something to put on their desk as a reminder of Doncaster.

· 2 weeks prior to showtime: She sits at her desk dressed in Doncaster and starts “Dialing for Dollars” on the phone. She catches up with clients, confirms appointments and continues to do this through the end of her show to ensure she sees as many clients as possible. If a client can’t make it to a show, she still chats with them to find out what’s going on in their life so they still feel connected. That way, when Jeannette assumes they want to hear from her and are glad to receive her call, the customer feels the enthusiasm comes across in her calls.

· Jeannette also throughout the year provides fashion tips and information via email three times a month. She uses the Diary of Style but also personalizes her own emails with trends and tips so customers feel she is their go-to on all things fashion. If they come to her with a question, she responds within 24 hours with an answer. This type of customer service only strengthens the bond she has with her clients and places her as their professional fashion contact.

In building her business, it is all about connection for Jeannette. She has continued to grow her California business even while living in Tennessee by using referrals and marketing herself with several strategies. She uses social outings like tennis, book groups, bridge and volunteer organizations to meet potential friends and clients. Then, she uses professional networks like Business Networking International, City Chambers of Commerce and Women in Business. Last but not least, she places ads in two different papers that appear in twice yearly special editions that they produce about women in business. These varied customers then come in to shop and outfit all the various aspects of their lifestyles, event, business and casual. Jeannette says she is a good listener and pays attention to when they are traveling, when they have events in

S T Y L E S T A R S

their life and what they need to add to or replace in their wardrobe. She then caters to those needs and even helps with closet organization to edit and refine a customer’s wardrobe, always donating the clothing that no longer works in that wardrobe.

Jeanette says her passion for the business and Doncaster is strong because “My clients know I have a genuine love for my business. Plus, Doncaster is an important part of who I am and my clients know they are wearing a quality product from a strong, honest company. My success is made possible by Doncaster and I am grateful for this opportunity.”

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Another Stylist who amazed us this season, and every season, is Linda O’Briant who managed to also reach a jawdropping achievement. She sold $87,000 in her two week Spring show to 36 clients! We, of course, had to hear from her and try to key in on her secrets to success, hoping she’d share her wealth of knowledge and never-ending motivation

with you. Linda says she thinks of herself as a “Showgirl…lights, camera, action when that doorbell rings…always working the room…encore please!” We love her energetic approach but as every showgirl knows, practice makes perfect and the hard work goes in long before the curtain- or rolling rack- goes up.

After contacting customers via email and facebook, she makes her appointment phone calls, which she stresses are most important, two or three weeks out from her show, always confirming at least five each day. She says “that way you break it up and by showtime, you have about 75 appointments.” And they’re not all that easy- even this season Linda was met with 42 “NOs” but was able to stay positive throughout, soldiering on and “turning the ‘NOs’ into ‘ON It!” She mentioned luckily they weren’t all in a row and when she feels like she is on a run of “NOs” she then calls a tried and true shopper who she know will get her confidence and energy back on track. She says “Successful people have all the challenges and disappointments that unsuccessful people have but they keep doing what they do and make it look easy.” She reminds us that persistence is key! She tells clients she always needs just a “yes” or a “no” if they’ll come to her show and then always thanks them for the courtesy of responding.

L I N D A O ’ B R I A N THigh Point, NC

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S T Y L E S T A R S

While some of her clients are returning clients, some of them were new ones that she had been cultivating for a long time. One single mother had admired our clothes from afar for a very long time while putting her kids through college and now that they are finished with school, she emailed Linda and came in. The new client rewarded herself by placing a great Spring order and is excited to shop Summer as well! Linda says “She reminded me why I love this business. That is something I say to all my clients when I finish an appointment with them, along with a big hug ‘Thank you for reminding me why I love my business!”

And Linda’s showgirl approach often has her tap dancing through appointments when it gets very busy. Normally she only sees one client at a time but one of her best customers brought a friend who was visiting and after two hours and a lot of fancy footwork between them, she had two great sales. Both women found something to wear to the Kentucky Derby- with Linda even lending her own hat to her fabulouse new customer for the Derby!

Despite all the successes, some of the biggest challenges Linda faces are customers who are hesitant to shop because of their personal body issues, as well as the returns she may see afterwards due to them. She overcomes these by working closely with the customers on fit and emphasizing that “Life does not wait on the weight” and she tells them about Doncaster’s “clothing diet- just come put yourself into one of our miracle pants and see the miracle yourself.” She then offers to cover the alterations herself when/if they do lose some weight. She says it’s important to listen and get to know the customer’s style so that you can put them in the things that will fit and flatter them right off the bat. If something isn’t working she says “Let’s take it off and get into something more your style.”

Once a sale is made, she has a sign hanging near her checkout noting “Let’s be Sure, Return Cure” prompting them to ask about the sign, allowing Linda to remind them that “reckless returning dilutes the time invested, drives up the cost of goods and service” and then stress how valuable the customers time is as well, creating a responsible ordering environment.

Another new strategy Linda tried recently was partnering with a wedding planner and bridal boutique in town. They work on referrals to one another and Linda is excited to offer fabulous event-worthy clothing to all members of the bridal & wedding party from the showers leading up to the big day itself. She’s very excited to see where this venture will go and with each new exciting opportunity, remembers why she loves her job in the first place. She said her son paid her the highest compliment after hearing of her amazing achievement this season, he said “And you made it look easy!” And isn’t that what every showgirl does? “We are in it to win it in style. No matter the drama, I am dancing as fast as I can to stay steps ahead.”

2 0 1 5 F A S H I O N A N D B U S I N E S S F O R U MJune 22 - 23, 2015 · The Fairmont, Dallas, TX

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S U M M E R 2 0 1 5

S U M M E R 2 0 1 5

P R O D U C T C A L L S

P R O D U C T C A L L S

March 17th, 24th & 31st 1:00 pm EST

April 6th, 13th, 20th & 27th1:00 pm EST

March 18th7:00 pm EST

April 8th7:00 pm EST

1-866-244-8528 C O D E : 2 0 2 8 6 1

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U P D A T E S

S A L E S I N C E N T I V E S

H E R E ’ S T O A W O N D E R F U L S U M M E R 2 0 1 5 S E A S O N !

D O N C A S T E R . C O M

• We have updated Doncaster.com to include a Style # search bar at the top right side of the page for Stylists to utilize when placing orders and searching for a garment. To use this function, you must be logged in with your Stylist User ID and Password as you would normally to place orders. This should aid in the process of finding the garments you would like to include in an order.

• We will be continuing with the VIP Access web model for Summer. Instructions for obtaining access for a VIP Client can be located on insidetanner.com under “Marketing” and “Spring” in the “Great Tips” section.

I N S I D E T A N N E R . C O M

We are happy to also announce that we are working on simplifying and streamlining the content of insidetanner in order to make navigating easier. This will be updated soon but in the meantime, please logon to take a look at all that is available at your fingertips from Postcards and Imagery to Sales Projections and Orders. S U R V E Y S

In an effort to continually forge a line of clear communication from the Sales Force to all Doncaster departments, beginning with Summer 2015, we ask that each Stylist complete a quick survey at the end of their show week. This will cover topics from Product, Reference Guide, Lookbooks, etc and will be reviewed at the end of each week and season in order to best extract information and reviews on all topics, allowing for optimal improvement in all areas. We look forward to hearing from you and receiving your feedback!

Customer Growth Incentive – Established and New

Fall 2015 Shopping Spree Drawing

District Goal Incentive

Referral Bonus Incentive

FAB Room Incentive – Established and New

Please also note the current and ongoing list of incentives listed below. For more information on each, log onto insidetanner.com and look under

“Recognition” and “Agency Incentives.”

M A R K E T I N G & S A L E S U P D A T E S

This Is WhatLuxury Looks Like.

TODAY

This is

D O N C A S T E R 2 0 1 5

T H E D O N C A S T E R T I M E S