mixreps: 2009

Subject: How to sell additional items at the booth by Dan Stuart NW Regional

I hope you all have a great Thanksgiving weekend and your upcoming shows are successful for you. Below this email is another email from my son Danny explaining the new Whole Nectar product. Some of you have already been selling it and had great success with it. Danny mentioned a few reps messages that he received after reps had a day or two of selling it. The story about Whole Nectar is now so much more powerful and reps are selling it much better than ever before. It’s organic and kosher, has no sugar and you can use less and get just as much protein. Best thing of all it taste better, no soy protein after taste. Try it, you will love it (read all information Danny sent below to become educated).

Many of you do not bother with the Whole Nectar, Spice or Mini Containers. So many of you complain when Ed and I book shows for you that you are worried you won’t make enough money to pay for your motel bill when doing a show. I know that seems crazy because you only have to sell one or two machines a day to cover your hotel but many of you don’t seem to have confidence in yourself that this will happen. I have reps all the time turn down a show for this reason. I know it seems crazy but reps do turn down shows because they don’t think they will sell enough machines to pay for their hotel and are afraid of just breaking even.

A few simple things could be said in your demonstration that would help you sell extra Mini Containers, extra Whole Nectar and extra Spice Blend for the soup. When watching the majority of you demonstrate you have these items in plain view but most of you don’t even mention them or you mention them briefly. I can hardly believe when a rep is asked “what different things does that little container over there do?” The rep responds “it just basically holds less and is better for small amounts, you can actually do everything in the container I’m showing that you can in that container. In fact even this large container will do small amounts.” Great answer if you don’t want to sell extra containers and make an extra $15 on a container sale. Those $15 add up, if you sold 3 extra containers a day that is nearly $50 toward your hotel bill isn’t it? This is what I would say if someone asked me the same question. “This is our new 32oz container made with the same high quality material as our 64 oz container I’m using now. What I like about our 32 oz container is it’s great for smaller amounts like if you are making a smoothie just for yourself. Another great advantage is when you have a party you can make strawberry daiquiris in one and pina coladas in the other so you can keep the drinks coming for your family and friends attending the party. At dinner time I like to make soup in one and dessert like a sorbet in the other. Kind of like having two different size pans in the kitchen, nobody has just one fry pan because it is just more convenient to have couple of things cooking at once. Really no different with the Vita-Mix. Now we do have a mini container with a different blade as well designed for grinding grain and kneading bread, that is this container here (show difference). The blade is a completely different design made for grinding grain like I have here, this flour was ground from whole wheat berries (show flour you have ground from whole wheat berries). You can actually grind grain, knead bread, make cakes, muffins, pancakes and other breads…..all the recipes are in the grain book that comes with the dry container. In fact I know some people that have all 3 containers. Our 64 oz comes with the machine, the mini wet and mini dry are both on sale at a much lower price than you will find online or through any other offer. Costco always has the best price during the road show event”. (to say this takes less than one minute and spending one minute to make an extra $15 is not bad pay).

Same thing for selling the Whole Nectar. I can hardly believe my eyes when I see all of you using it but not trying to sell it. It is so easy to sell especially now. Why do people like Bob and Sherry Bainbridge, Scott Guthrie, Diane Haworth, Mark Birkeland, Mark Byram, Jon Hardman and many others sell it so successfully plus these same people usually sell more machines better than most of you. You that don’t sell it are just throwing away $10,000 a year and I’m not kidding. The rep will add the smoothie mix to a recipe like ice cream and say “now I’m going to use this whole nectar smoothie mix and it is really great because it adds protein and makes my ice cream creamy without using dairy. Now you can use powdered milk if you like or real cream even but that adds lots of calories and I’m going to make this low calorie and dairy free. We sell the whole nectar here if you would like to try it.” That’s it?! Hard to believe and if you are selling the Whole Nectar this way chances are you are selling the Vita-Mix this way as well.

Best way to sell the Whole Nectar is one to always use it and never use powered milk in your ice cream. If you were fishing and the guy next to you was catching fish right and left you would use the same bait as he was wouldn’t you? Of course you would. Well the reps I talked about above rarely use powdered milk in their ice cream, they always use the soy and that is why they sell the soy package. You don’t sell the powdered milk so why on earth would you use it. The sorbet taste great with the soy unless you use too much and now it even taste better and it is organic so a much better story to tell and no sugar or rice flower, pure organic soy (wow this is powerful stuff you are adding in, much better story than dry milk). This would be my demo. “Now we will make you some non dairy, sugar free low fat ice cream. Let’s start with some sugar free pure juice concentrate, I use just a half of can or about 6 oz of Welch’s (or Dole) pure fruit juice concentrate. Make sure the can says “made from 100% pure juice”. I personally like the peach or the raspberry but they have many flavors. Orange juice concentrate and apple juice concentrate work well for this too. Now let’s add some fresh fruit. Half of a banana will add potassium and help with making my dessert creamy and let’s add a couple of fresh strawberries with the stem, just make sure you wash them good. The stems are much like a green vegetable and add fiber to our recipe. Sometimes it’s hard to get the kids to eat their veggies so I like to sneak in a few baby carrots, don’t worry you won’t taste them and the fiber is ground to a creamy consistency because of our high RPM motor. Now let add our non dairy creamer. I’m going to use something really special. This is ORGANIC SOY SMOOTHIE MIX called Whole Nectar made from Organic whole soybeans (non GMO) and its 100% Vegan. It contains no sugar and one small scoop contains 16 grams of protein, 2 grams of fiber and zero Cholesterol. Another added bonus is one scoop contains 50% of your daily requirement for Calcium. This small scoop is powerful stuff and it taste great (it really does with the new formula). Remember you want to try to get at least 40 grams of protein in your diet daily according to the experts so one small scoop of Whole Nectar Smoothie powder is a great start added to your smoothie or ice cream sorbet. We will add just one scoop to our recipe today. This not only adds protein and fiber but helps to smooth out the ice I’m going to add and gives our recipe a smooth creamy texture. Just wait this is going to be delicious and there is no dairy and very low fat for those of you that are very health conscious or want to be. If you would like to try some of the Whole Nectar Smoothie mix we have put a smoothie kit together for you here at Costco (just hold up the kit). It includes 2 cans of Smoothie Mix with a really nice recipe book that is included. Each can will make you 24 batches of ice cream sorbets or 24 smoothies, about a month’s worth. (Show a few of the recipes here). Again at Costco this kit is a much better price than you will find online and your satisfaction is guaranteed here at Costco (give price comparison here). 2 cans online is $60 plus $6 for the recipe book plus a little shipping and that is all included here for just $49.99 saving you nearly a $20 bill. Now let’s add ice. This will freeze our ingredients. The amount of ice you add will depend on the temperature of your other ingredients but a good rule of thumb is 2/3 ice to 1/3 thawed ingredients, just have a few extra ice cubes on hand if you feel your recipe is not thick enough. (now just do what you normally do with the tamper and tipping the container upside down when frozen). Look how creamy this is and again I used the Organic Whole Nectar Smoothie mix instead of cream making this one of the healthiest dessert you have ever tasted and it is delicious. Let’s try it”.

Now let’s talk about the spice blend. Many of you complain up a storm if you can’t find your shipment and it is not that you care much about selling it. You are complaining because you know your soup won’t taste as good and you will have to use an alternate spice so why in the heck aren’t you trying to sell it and make some extra cash. Very few of you get it but $5-$10 commission here and there makes a huge difference. Mini Containers, Soy, Spice it all adds up and you are fools if you aren’t trying to move these items, it is just cash in your pocket and best of all it makes your customer more successful at home. The pitch on the Spice (and I know you all use this because you have a fit if you can’t find it at Costco) is when making the soup “Now let’s season the soup. I’m going to use BLENDITUP SPICE BLEND. This seasoning is fantastic and makes the most delicious tortilla soup. As we all know the right seasoning is the trick to almost any recipe and the BLENDITUP SPICE BLEND is the perfect combination of spices, it is low sodium and no MSG. Sure you can use cumin, oregano, cayenne, paprika and many other spices to get this great taste but it is hard to combine all of this (show 6 or 7 different spices) or use a couple of dashes of this BLENDITUP SPICE BLEND and get perfect results (show Spice Blend). To make your soup PERFECT every time I highly suggest using this product available here during the road show at a discounted price. Now we all know Costco sells in bulk and this 3 pack is $8 less at Costco than it is on line. In fact a 2 pack will cost you nearly the same on line as a 3 pack here at Costco so give one away to your mother or mother in law. Anyone who loves to cook will love this spice and it is not available in grocery stores. Only $30 here at Costco and we give you 3 large bottles. This is also great for seasoning taco meat, eggs and anything else you want to give a great Southwest flavor to. Check out the website and print off this tortilla soup recipe I’m making here today. Now let’s finish up our soup recipe.” It really is this easy and that is what others are doing and pocketing an extra $10,000 a year. None of these reps complain about their hotel bill because they know selling the Vita-Mix is pure profit and the extra they make on selling these additional items more than pays for their hotel and food expenses while on the road. Take advantage of what Vita-Mix has done for you here, providing items so you can make additional income. It is so easy you just have to say a few additional words while you are selling the VM and it will make all your customers more successful using the VM so they won’t return them. Reps selling these items get far less returns than those of you who neglect to mention these products properly. It really is simple so take advantage of the extra income.

FINAL CLOSE FOR ADDITIONAL ITEMS YOU HAVE FORSALE: One rep puts it best. “The Vita-Mix is a great machine and will do great things for you at home but I want you to be successful when you get the machine home so I’m going to tell you to not only purchase good quality produce to put in your Vita Mix but to make great tasting soups, smoothies and sorbets and be successful at it I feel you need these 4 very important ingredients besides fresh fruits and vegetables (then he puts these four ingredients in front of the customer on the counter). Juice Concentrate for the sorbet is critical (Dole or Welch’s), a good quality Bullion (Knorr or Better than Bouillon) for the soup along with Blenditup Spice Blend and the Whole Nectar Organic Smoothie mix. I can’t sell you the bouillon or the juice concentrate but it is available in your local grocery store and sometimes here at Costco but I can help you out with the Spice Blend and the WN organic smoothie mix and both at a greatly discounted price. Of course you can use other spice and other soy protein mix but none have the quality and taste of the ones I sell here at the booth. The spice has no MSG and made with the finest ingredients and replaces several spices. The WN Smoothie mix is organic with no added sugar or artificial sweeteners like so many have. Both are the highest quality just like the Vita-Mix. So what do you think can I put a VM in your cart? Would you like to add the Blenditup spice and the Smoothie Mix to your purchase? We also have a great price on our new 32 oz container as well, remember we have one with a special blade for grinding all grains and it comes with a bread book. With today’s special pricing it really is a small price to pay to improve your health and the health of your family. There is nothing like eating more fruits and vegetables and all the things I have showed you today will help you do just that.”

In close I can’t emphasize enough how easy it is to make an extra $10,000 a year for those of you who work full time. Part time sales reps will make over $5000 extra cash a year. Danny is cutting checks all the time for $600-$800 for just one show and that doesn’t count the spice or the extra containers. Many of you make an extra $10,000 a year just on the Soy Protein and with the new look container and now being all organic it will be much easier to sell because the story is now so much better. There really is no reason to not do what I have told you above. Many of you won’t even get to this paragraph but if you do would you please email me and tell me what you think? I am here to make you more money and keep you happy selling for VM. There are so many now days looking for a job and all of you have a great job making in excess of $300-$400 per day. You can work more just by asking and we will do our best to find you another show or you can work less. You all take vacations whenever you want. Many of you split the days with the other rep (not recommended but we know you do it) and you are still making great money demonstrating 5 hours approximately per day. If you both stayed at the booth and the rep not demonstrating told the story on the additional items I know you would sell a boat load and increase your income tremendously. Most of you won’t do that but you can tell the story during your demo and increase extra item sales by 50% or possibly double or triple your extra item sales. The other day Toni Sutherland and my son John contacted Danny saying this new Smoothie Mix is flying off the shelf now with the new look and new recipe (now being organic). Toni sold 9 kits and John sold 5 kits in his first 4 hours of the day. Chase Hansen who never was a real fan of the Smoothie Mix text Danny and made some very nice comments and so did Isaac Smith. Danny read me comments from many of you now on the band wagon. I’m telling you selling these items is like shooting fish in a barrel, you can’t miss if you will just tell the story and use these items in your demo. You should never use powdered milk, never use other spice and use the mini container in part of your demo to grind grain or just make a smaller smoothie. I was talking to another Regional the other day and he mentioned how the late Brian Aldred (he passed away a couple of years ago from complications of diabetes) used the Soy Protein to start a demonstration to those customers that already had a VM. He would say “so you say you have a VM? Great, then you know what a great machine it is. Have you tried our new smoothie mix? It is fantastic, let me make you some ice cream with it.” He would go onto demo and make the ice cream drawing a crowd. Not only did he sell a kit he many times sold a VM to those who walked up while he simply showing off the WN Smoothie mix. This is what you all need to do. There are now so many VM owners out there and if you are polite, show them what else you have to offer like mini containers, spice and smoothie mix you will not only talk these older customers into some of the other products you will most likely draw a crowd and the older customers who love their VM will talk new customers into a machine. This really does work ( I guarantee it and I would like some of you to share your stories with me and I will start a blog of success stories) but not if you are lazy and take the woe is me attitude that so many of you seem to take. The reps that have a great attitude and are just happy to be working for VM and have such a great job (so many are out of work now days) always seem to do well at their shows no matter what we did in the past. So many of you are concerned about door count and just want to share with me what a poor location you have and how the door count is so low. I worked many different Costco’s and I never once asked what the door count is. What does it matter, all that matters is you do demo after demo rather you are demonstrating to one or twenty you have a chance of selling a machine or two. If you don’t demo you have little chance and so many of you won’t demo to one person walking by. I recently visited Jared Olsen in a Costco in CA. He didn’t know I was there and he did two demos in a row before a person walked up. That is right he did a demo to no one, and on the 2nd demo a customer came up to try his smoothie. He sold one on the 2nd demo too. He just knows if he keeps demonstrating sales will come and he averaged over 20 machines a day in that store (he sold 30 the last day). The next time we did that store I sent in different reps, they were good reps too. I know they don’t do demo’s just to do demos and they sold 10 per day, still good but nothing near what Jared did per day. Jared gets it and works hard and makes great money. The thing I liked most even though no one walked up to watch him his enthusiasm was like 20 people were watching him. Sure it is acting but he knows what works and does it. Now you might think Jared doesn’t sell much soy, spice or containers. Well he sells out of soy and spice at nearly every show. Why is this? He talks about it that is why. He does nothing special, he just works hard and puts a smile on his face while he does it. All of you can do it. I know you have the talent, I’ve seen it. When you demonstrate many of you do a great job but you neglect to suggestive sell and neglect to demo to just anyone. This will cost you big time. Please share your successes and I will post them to everyone. Let’s help all be successful. I wish all of you luck this holiday season and don’t forget to read about the new Whole Nectar Soy product below. I will also send it separately. Thanks. Dan Stuart (see below)
From: mixsoninc@msn.comTo: dstuart@vitamix.comSubject: Whole NectarDate: Fri, 20 Nov 2009 12:50:21 -0700
All Sales Reps,

A few words about some exciting improvements in our formula...or how we made a good thing even better.

Whole Nectar is celebrating it's 10th anniversary and we're proud to say we've developed a loyal following of smoothie lovers of all types. Over the years we've made small changes to our unique formula when better ingredients became available. But on our 10th anniversary we're announcing our biggest and best improvement ever - our new organic blend. This blend is the only whole food, organic, protein powder on the market.

Why go organic?
People may debate the health benefits of organic vs. non-organic. We're sure that debate will go on for some time. However, many prefer organic and our prime reason for changing to our new organic formula is simple - it tastes better. A milder creamier blend that brings out the flavor of your smoothies without the protein taste...after all, that's what everyone wants.

Why no sugar?
Whole Nectar original blend had a small amount of sweetener to balance out the flavor. It was never a sweet tasting mix like so many flavored protein powders, but the hint of sugar added to the overall taste. Whole Nectar Organic has such a mild flavor that no sugar was needed. Zero, zip, none.

Why is the container smaller?
By eliminating some ingredients that were strictly for flavor enhancement or texture purposes, Whole Nectar became a more condensed protein and calcium source. It now takes only 4Tbs. of Whole Nectar to get a meal’s worth of protein, rather than 5 Tbs. Our smaller container has almost the same number of scoops than the old size (24 scoops to 27).

Anything else…?
Whole Nectar is proud to now be Kosher Certified along with its USDA Organic designation.

If you have any questions about Whole Nectar or just want to talk smoothies please give me a call. I look forward to hearing from you. Please email me at mixsoninc@msn.com or contact me on my cell @ 435-215-9101.

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Monday, November 23, 2009

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