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How To Develop a Worldwide
The development and implementation of a successful distributorship
program for your product must be the result of careful planning
and implementation. When you select a product, your choice should
be based upon your knowledge of how it will be marketed, and
who will be your target audience. You may have the greatest bargain
in the world, but it will be of no value to you if you don't
know who's going to buy it or how you are going to get the word
out about it.
To make a fortune selling a new product you must be able to
produce or buy your product for pennies and sell it for dollars.
Also, you must do some preliminary market research to determine
who will buy your product, asking yourself, "How much will
the majority of this market be willing to pay for the product?"
For the sake of our discussion, let's say that you've written
a "How To" manual addressing the achievement of $100,000
a year by compiling and selling mailing lists. You check with
a number of printers and get a production cost of $1.50 per book
in lots of 1,000. You figure that with sharp advertising you
can sell a million of these books at $10 per copy, but that advertising
will cost you $1.50 per book. Thus, the basic cost of your book
is $3 per copy. Even though you will probably be the primary
seller of most of your books, you must realize that it will take
you an awfully long time to move out a million copies by yourself.
It will keep you busy 25 hours a day, 8 days a week working alone.
Thus, the sensible thing to do is recruit as many other people
as you can to help do the selling. This means setting up a distributor
To construct a successful, money-making network you must make
it worthwhile for other people to sell your product. You have
to offer a percentage of the sales price on each book the distributor
sells for you. Generally, this is about 50% for each single copy
sold, 60% when purchased in quantity lots of 25 to 99 copies,
and 75% when
purchased in lots of 100 copies or more. Your biggest success
will come as you shave your own profit per book to a minimum
when you have other people doing the work for you. Although this
will lower your profit per piece, the total profit created by
volume sales will more than compensate for the difference.
Let's return to our example of a book that costs you $1.50 to
produce in lots of 1,000. For people who buy from you in lots
of 100 copies, you could cut your profit to $1 per book, selling
it to them for $2.50 per book. The dealer is then responsible
for all the advertising and promotion, as well as the actual
selling. If you plan to dropship the books to the dealer's customers
and to provide selling materials, you may choose to decrease
the dealer discount you offer, or to implement a dropship fee
to cover yourexpenses for this service.
Setting up your distributor program will require the development
of advertising copy and a sales kit for the sellers. Thus, you
should make up a series of "Dealers Wanted" ads and
place them in as many different publications as possible. The
national opportunity magazines are the best place to advertise
for dealers. Remember, the ad should be a call for dealers, distributors,
and independent extra income seekers. Do not try to sell your
product in this ad. Use it only to enlist or recruit people to
sell for you. Remember, the more you run your ad and the greater
variety of publications in which
you run it, the larger the response you'll see and the larger
the network you'll develop for marketing your book. You'll lose
your shirt attempting to recruit sales people via direct mail,
and you'll never make any headway with only a "Dealers Wanted"
insert in each book you sell. If you want sales people you must
advertise for them.To convert interested opportunity seekers
into bonafide sellers of your product you'll need a dynamic sales
letter and seller's kit to send out in response to the inquiries
your ad produces. This kind of sales letter is usually four pages
in length, printed on 11 by
17 inch paper and then folded in half, book style. However, if
it takes 10 pages to sell the prospect on the idea of becoming
a distributor for you, use the amount of space and paper necessary.
In addition to your sales letter you should have at least three
camera-ready ads that the opportunity seeker can use to advertise
your product. These should include a classified ad, a one-inch
display ad, and a larger 2-column by 3-inch ad with blank spaces
insertion of the dealer's own name and address. Also include
at least one full-page camera ready circular for use as an original
in printing direct mail circulars. If you've written your sales
letter properly, that's all there is to it. Some people charge
an "up-front" dealers' registration fee. We don't recommend
this as such a charge immediately eliminates a great many people
who might want to at least try to sell the product for you, but
are not willing to pay to sell for you.
Some sellers charge $1 to $5 for details and complete dealership
set-up to offset the cost of the initial seller's kit and postage.
We recommend you use this method at the start. If you offer your
program for nothing, you'll get as many responses from curiosity
seekers as from bona fide prospects. If you charge for the dealership
set-up, you should include a sample of your product. For the
more elaborate sales kits promoting expensive products, most
people ask for a deposit that is refunded after a certain number
of sales are made by the dealer. Any charges above $5 should
not be mentioned in your "Dealers Wanted" advertisements,
but held over and fully explained in your sales letter.
These are the nuts and bolts of setting up a dealer/distributor
network and getting other people to sell your product for you.
You can make it happen! Begin only after you have thoroughly
laid out your plan. Do not place your first ad recruiting dealers
have examined every angle, determined the size and viability
of your market and produced your sales literature and promotional
packets. Proceed only as you can affordthe advertising costs
from the profits of your product sales.
It's simple, easy, and it can make you rich! You had to have
real interest to have ordered this report. We hope it has motivated
you with the entrepreneurial spirit and that you act on it!
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