This is what I do
This will explain how I work and how I can help you grow your business profitably.
Business Model. I work with 6 clients at a time. My role and functionality ranges from a consulting VP Sales and Marketing, VP Sales, National Sales Manager and/or Broker Manager and any combination which best meets the needs of my client. I am not an officer of my clients' company. "Divide and conquer." Based on the sales and management expertise of my clients, we decide together where I can best apply my skill set to build profitable sales.
Skill Set. I have successfully launched 200 products over the last 41 years. I personally, with client personnel, closed key distribution on many products. The normal pattern is when I work with my national sales agencies (brokers) to gain full distribution by hiring, training, and leading that sales team. I have gained distribution into 15,000 - 50,000 U.S. stores on products like BreathRx, Endurox (owned by Joe Montana), SmartGuard, Ginsana, Hollywood Miracle Diet, Yeast Gard, Myclens, UrineOFF, Hero Nutritionals, Sinupret, and MG217 Psoriasis. I have also had success in Canada working with national brokers there.
Product Failures. I have had colossal product failures. I mention this because I typically learned more from failures than successes. I can share that learning with clients, so they avoid the mistakes I made.
Closing Accounts. I am exceptionally good at closing accounts. I always "ASK" for the order. A buyer's "NO" is usually a request for more info. I do not accept a "no response" from buyers. If a buyer expresses interest, then I relentlessly follow up until I get a purchase order, or a buyer says. "I am no longer interested, and this is why so please stop following up for now." Most categories are reviewed twice a year (one annual review where all SKUs are reviewed and one semi-annual review where poor performing SKUs are replaced). So, we are usually only 6 months away from the next review. It is common for me to follow up over 20 times with a buyer before I get a purchase order. Many buyers have told me had I not followed up 10-20 times, I would not have gotten their order because when they were finally ready to order, I was top of mind with them through constant follow up. Buyers tell me many companies give up after following up only 10 times or less. Effective follow up is a skill: persistence, a little humor, new relevant info, appropriate updates, etc. Since I only work with 6 clients at a time, I have the bandwidth for relentless follow up. I enjoy finding creative ways to follow up and don't let a buyer's delayed response discourage me.
Managing Brokers. I have great success managing brokers. I treat them with the proper respect they deserve. I motivate them. I acknowledge their success. I give them awards. I give them the training, tools and support they need to be successful. I give them feedback. I make them feel like a valuable part of my sales team. They want to work with me because they have made a lot of money with my successful lines.
ECRM. This is my sweet spot. Having successfully taken clients to 295 ECRM's, I know how to maximize the ECRM tools - pre, during and post ECRM to close accounts. I know how to develop a brief, razor-sharp, compelling "INCREMENTAL" Sales Presentation. Buyers have convinced me they are only interested in products that will grow their category incrementally because their bonus is based on profit growth. They love that I am always "Closing." After 295 ECRM's, 41 years in business and 200 successful products, I have developed excellent relationships with many buyers. Buyers won't buy just because it is me. But they will listen to my "incremental" sales presentation. I use the Constant Contact Marketing Platform to blitz the entire buyer market initially which lets me know when buyers open my email. I try to call buyers immediately when I see they opened my Constant Contact email, which has proven to be an excellent tactic to get buyers to agree to a Zoom or in-person appt with my client. Then I follow up relentlessly directly with these buyers. Buyers will respond to my email which I have had for 41 years. They will call me back. Many will ask me, "what is my latest greatest product" as they know my business model. Plus, I have always been front and center resolving problems, which they respect. ECRM uses my training videos to help new companies attending ECRM for the first time. Here is that ECRM link: https://ecrm.marketgate.com/Blog/2022/05/5-Essential-Topics-Brands-MUST-Cover-During-a-Buyer-Meeting
National Buyer Lists. I network with several major sources, so I have a complete listing of all US account buyers by category. I subscribe via a monthly fee to a national database service that captures buyer contact info. My lists are 95%+ accurate and updated regularly. So, I have access to all the buyers you will want to attack.
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If you would like to discuss, please contact me at johnjoy1@aol.com or 513 227 7191. Thank you. JOHN