EDUCATION UPDATE NEW THIS ISSUE. PRIMARY FOCUS Holiday Gift Sets. FEATURED RITUALS Instant Stress-Fix Ritual Elite Hydrating Holiday Ritual

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1 EDUCATION UPDATE NEW THIS ISSUE PRIMARY FOCUS Holiday Gift Sets FEATURED RITUALS Instant Stress-Fix Ritual Elite Hydrating Holiday Ritual TELL THE STORY Gifts of joy for all change lives in Nepal

2 PRIMARY FOCUS HOLIDAY GIFT SETS Gifts of Joy for All The holidays are the perfect time of year to encourage guests to give the gift of Aveda to family, friends and other important people in their lives. With holiday gift sets featuring limited-edition products and sizes at a variety of price points, there is something for everyone on your guest s holiday shopping list. Help guests say goodbye to the gift card and hello to the gift set and make holiday shopping personal again. The limited-edition gift sets on the next page feature certain products that are available only during this holiday season. We ve included some ideas for who might love to receive them, but we also know that like snowflakes, every guest is unique. One of the best things about the holiday gift sets is that they can be customized for anyone. Change Lives in Nepal Who would have thought that a simple gift could have such profound effects? Aveda s holiday gift sets have triple the giving power they give guests the products they love; they give the earth more trees; and they give the Nepal community a myriad of resources, including education. Giving is what the holidays are all about. Stuff guests will L VE (and the people of Nepal already LOVE): ü Features natural, handmade paper, hand-dyed with non-toxic pigments ü Helps 5,560 Nepalese children attend school ü Helps protect 34,000 acres of forest ü Helps fight climate change

3 PRIMARY FOCUS HOLIDAY GIFT SETS Give Soothing Features Shampure Hand and Body Wash and Body Lotion, $44 Give to the stressed teacher or the traveling father Give Refresh-Mint Features Rosemary Mint Shampoo, Conditioner and Body Lotion, $37.50 Give to the son with classic tastes or the loyal dog walker Give Smiles Features Nourish-Mint Rehydrating Mini Lip Glazes in Winterberry and Himalayan Snow, $19 Give to the daughter with braces or the spunky babysitter Give Twinkling Eyes Features Holiday Compact with Petal Essence Face Accents in Snow Lotus and Petal Essence Single Eye Colors in Snowcap, Gilded Sun, Nepali Night and Plum Twilight, $38 Give to the stylish older sister or the on-trend hair stylist Give Soft Hands Features Hand Relief in original, Rosemary Mint and holiday aromas, $27 Give to the night shift nurse, the card-carrying postman/woman or the new friend Give Baths of Beauty Features Beautifying Composition, Body Cleanser and Body Moisturizer, $52.50 Give to the deserving mother Give Warmth Features Holiday soy wax candle with a certified organic ginger, ginger lily and clove aroma, $39 Give to the burning-the-midnight-oil college student, the responsible house sitter or the old friend

4 SERVICE CYCLE ADVISORS & MENTORS CONFIRM Request permission to follow up with the guest. Because this is your first time using our new Dry Remedy Daily Moisturizing Oil (or other new product, sample or system), I d love to follow up with you after the holidays to see how it is working for you. When is the best time to contact you? CONNECT Thank the guest for coming in, and offer the Elite Hydrating Holiday Ritual or the Instant Stress-Fix Ritual. The holidays are upon us, which means that our hair and skin often lose moisture due to the colder, dryer weather. While you re here, I d love to give you a free sample of one of our newest products and show you how to apply it to achieve maximum hydration on your hair during the dry holiday season. Please, have a seat. OR Because you re short on time, I d love to treat you to a quick, 15-second moment of wellness to help relieve your holiday stress. PROVIDE SOLUTIONS Be prepared to make gift suggestions for everyone on the guest s list family members, friends, teachers, dog walkers, baby sitters, etc. Think about gift options at every price point, and offer impulse items to add to their purchase. We have some wonderful holiday gifts this year. I have the perfect gift I know (name of someone on guest s holiday shopping list) will love. DISCOVER NEEDS Elite Guests: Perform a hair care consultation using the Hair Care Consultation Tool. All Guests: Perform a holiday consultation to discover the guest s holiday shopping needs. How is your holiday shopping going so far? Who is left on your holiday shopping list? Tell me more about this person so I can recommend the right gift. What is your ideal price range for this gift?

5 FEATURED RITUALS INSTANT STRESS-FIX RITUAL Offer this quick, stress-relieving ritual to guests who don t have much time to spend. SUPPLIES Stress-Fix Concentrate Tester DO Apply two drops of Stress-Fix Concentrate to the guest s palms, and instruct them to rub their hands together. Instruct the guest to cup their hands together and place them in front of their nose. Instruct the guest to close their eyes and take three deep breaths of the Stress-Fix aroma. With each exhale, tell the guest to imagine they are exhaling the stress from their body. SAY Because you re short on time, I d love to treat you to a quick, 15-second moment of wellness to help relieve your holiday stress. ELITE HYDRATING HOLIDAY RITUAL SUPPLIES Dry Remedy Daily Moisturizing Oil Tester and Sample Nourish-Mint Renewing Lip Treatment Tester Limited-Edited Winterberry Nourish-Mint Rehydrating Mini Lip Glaze Tester Limited-Edition Himalayan Snow Nourish-Mint Rehydrating Mini Lip Glaze Tester Other Aveda Lip Product Testers Eye Smudger Flax Sticks Professional Makeup Brush EXPAND THE EXPERIENCE DO Apply one drop of Dry Remedy Daily Moisturizing Oil to the back of the guest s hand. Invite them to experience the texture and aroma. Divide the guest s head into two sections for even application. Apply one drop of Dry Remedy Daily Moisturizing Oil to your palms, and emulsify the product in your hands. Smooth the product through the first section of hair, from mid-lengths to ends. Repeat on the opposite side. Apply more product as needed depending on the texture and dryness of the guest s hair. Educate the guest on the proper at-home application of the product. See scripting at right. SAY I m going to give you a free sample of a new product launching in January called Dry Remedy Daily Moisturizing Oil. This product instantly softens, moisturizes and restores dry hair. Let me show you the proper way to apply the product. Guests with fine/medium, straight hair: Shampoo, condition and blow-dry your hair. When your hair is completely dry, divide it into two sections. Apply one drop of the product to your hands, emulsify it and smooth it through the first section, from mid-lengths to ends. Repeat on the opposite side. Guests with medium/coarse, wavy/curly hair: Shampoo, condition and towel-dry your hair, and divide it into two sections. Apply one drop of the product to your hands, emulsify it and rake it through the first section, from mid-lengths to ends. Repeat on the opposite side. Blow-dry or diffuse your hair. When your hair is completely dry, divide it into two sections again. Apply another drop of the product to your hands, emulsify it and smooth it through the first section, from mid-lengths to ends. Repeat on the opposite side. Use the residual oil left on your hands to smooth the hair on your crown to add shine and tame flyaways. After you have performed the Instant Stress-Fix Ritual, perform a lip-focused Makeup Ritual using the limited-edition Nourish-Mint Rehydrating Lip Glazes in Winterberry or Himalayan Snow, or choose a different color based on the guest s preference.

6 TELL THE STORY GIFTS OF JOY FOR ALL CHANGE LIVES IN NEPAL Our holiday gift sets are made with handmade paper from Nepal. Aveda s purchase of this beautiful paper helps families living there. These families can buy food and clothing, repair their homes, send their children to school and save for the future. More than 4,900 people were hired to make more than 1.4 million sheets of paper for our holiday gift sets. That s a lot of lives changed. team to-do s REVIEW PRODUCT KNOWLEDGE Holiday Gift Sets (pre-made, custom, impulse) Dry Remedy Daily Moisturizing Oil role play how to Perform the holiday consultation Make holiday gift suggestions at every price point Offer and perform the Instant Stress-Fix Ritual and Elite Hydrating Holiday Ritual Educate guests on the appropriate at-home application of Dry Remedy Daily Moisturizing Oil Tell the Story: Gifts of joy for all change lives in Nepal Request permission to follow up through the Above and Beyond Program