Archive for May 2010

Changing Lives— Real Commitment or Marketing Spin? Celebrating 35 Years of Purpose

The direct selling industry prides itself on providing the opportunity for anyone to change their life. I am proud of many aspects of our industry. After nearly 20 years, I remain steadfast in my belief that no other industry provides the opportunity we do for any individual, regardless of their background, personal or financial situation, to create the business and life they desire. We change lives on a bigger scale and more frequently than any other industry. And while I believe this to be true, I challenge all of us to look at ourselves and our organizations to consider what our real commitment is beyond the vehicle for change. Is providing the vehicle enough?

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Herbalife at 30 Gearing Up for ‘The Herbalife Decade’

Herbalife Founder Mark Hughes was a visionary, but when he opened the trunk of his car to sell the first bottles of Formula 1, he probably had no idea that the company would grow to be one of the best-known direct selling companies in the industry, conducting business in 72 countries worldwide.

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Gold Canyon Is Answering the Prayers of Children

Grace’s story is similar to so many others Gold Canyon Founders Curt and Karen Waisath have heard: It starts with a happy family. Mom and Dad are working. The kids are healthy. Then, suddenly, a child falls ill. Tests are conducted. A diagnosis is returned. Lives are changed forever.

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Letter from John Fleming, May 2010

Our cover story this month probes how important it is to understand the changing demographics of America, with a focus on the Hispanic segment. As we assigned and reviewed the story, including thoughts from the executives we interviewed, it became apparent that we would also share information smaller companies may appreciate. Larger companies always have internal market-research departments that make significant investments to stay abreast of changes in the marketplace. However, smaller and newer companies that are not yet ready to invest extensively might be well-served by what we share.

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Hispanic Entrepreneurship

The increasing prominence of the Hispanic population in the United States and the issues of importance to them have already had a significant impact on the nation’s political debates, commercial climate and on the wider society. A large population of millions of legal immigrants of Hispanic descent, and millions more who are in the country illegally, have created a volatile mix of issues, including immigration policy, labor issues and social welfare questions. Marches on Washington, a looming congressional debate on immigration reform and dual-language customer service menus are all indications of the growing prominence of this key demographic in the American marketplace.

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Follow-Up: The Success Recipe Salespeople Don’t See

Most salespeople understand that they need to get on the phone, yet days, months, even years go by (yes, years!) without them following up with their customers. Why? The challenge is that they do not know how to do it and they do not truly understand why. As an expert in the field of sales training and having worked with CEOs and thousands of direct sellers, I believe that the answer to improving sales, decreasing attrition and increasing profits is found in an often-overlooked success recipe all great marketers implement: follow up.

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Direct Selling: Consumer Centricity Personified

Building millions of customer relationships, one sales leader at a time.

It would be difficult to find a company that didn’t believe it had its customers’ best interests at heart. In an age of “consumer centricity” and customer relationship management (CRM), most companies have incredible amounts of data on their customers and prospective customers. We have the ability to reach out to finely honed segments of the population to acquire new customers, form relationships with them and nurture those relationships. Social networking, blogging and all forms of online interaction lead to even more data segmentation and strategizing, so it’s no wonder companies believe they have their customers’ needs and wants front and center.

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