There's no place like HOME (& MORE)

Wednesday, January 23, 2008  by Susan Julien-Willson
Category: sales, selling, catalogs

When I think of home, the thoughts and feelings and memories that come to mind are warm, welcoming, positive, reaffirming, comforting, and familiar.  I think about how proud I was to buy my first condo in Chicago. I think about my parents and growing up.  I think about the home we lived in when I was in high school and how I loved it. I think about Michigan. I think about feeling at home at our family cottage. (good grief! I think I think too much!)

But I also think about SA8, L.O.C., and Dish Drops. I think about Meadowbrook paper products and Smart Menu foods and Kahve coffee and all the great stuff you're about to shop for from the new HOME & MORE Catalog. So, please do warmly welcome this new catalog into your business. It's especially for those of you searching for what you need for day-to-day life ... exclusive branded faves like SA8, Satinique, Body Blends, Body Series PLUS nationally branded fashion, footwear, bedding, bath, tabletop appliances, electronics. PLUS all the stuff to stock your pantry like Nine to Five coffee, Tie 'N Tote trash bags, branded munchies, cereal, condiments and the list goes on. You'll find everything from Nutripet dog and cat food to Kozy Kids diapers and baby supplies. In fact, there are 276 pages neatly organized to make shopping easy and speedy ... and enjoyable, too. You should see some of the fashion for the whole family. WOW! It's going to be a wonderful warm-weather season. (For those in the Midwest/NE, it's hard to believe it will ever be warm and sunny again!) So, when it comes to the practical side of life (personal care, home care, family care, and everyday life)  look to your new HOME & MORE Catalog. When I say practical, I don't mean boring -- this catalog is far from boring.  Don't miss it! It is available on March 1. You can advance order it on February 1 at Quixtar.com

As more and more pages come off the press, and the HOME & MORE Catalog gets closer and closer to being in your hands, the MORE EXCITED I become.  I sure hope you let us know via the blog and email what you think -- good/bad/indifferent.

So, you're probably wondering about Choices. Well, we're working on that right now, too. Oh, what a beauty it's going to be ... we're even calling it Health & Beauty Choices. It arrives in your April polybag and it is bursting with the best of the best! Premium products and exclusive brands ... Simply Nutrilite, Nutrilite, Aristry essentials, Artistry, Time Defiance, NAO, and Tolsom. (Can you tell I am proud of the catalogs we create for IBOs and customers?)

Get ready for a GREAT spring selling (and sponsoring) season with Health & Beauty Choices and the HOME & MORE Catalog. Be sure to try the products yourself, too!

And PLEASE let us know what you think ... and what your customers are telling you, too!

sjw

 

Comments

# rdknyvr said on January 23, 2008 3:02 PM:

Thanks Susan,

Were you guys able to give a bit more consideration to the different 'faces' in the Quixtar family? Being caucasian myself, I can say this -- too much 'white' in previous catalogs... didn't accurately reflect, in my opinion, the broader range and mix of people doing this business today. :)

With appreciation for all your excellent work,

 

rdknyver,

I think both catalogs will better reflect our IBO audience mix ... we sure tried to do that in response to your comments and other IBO feedback on OppZone. Let me know if you agree when it comes out. Okay?

Thanks, sjw

# Jonathan James Collier said on January 24, 2008 9:55 PM:

Will we be seeing any of the new packaging of the L.O.C. in this new catalog. I cann't wait to see the new look for this stuff!

Do you mean more of a green look to the packaging? sjw

# Maureen said on January 25, 2008 9:38 AM:

Susan

I was already excited about seeing the new catalogs when I first heard about them... but now I can hardly wait!  By separating the product categories into these 2 different catalogs, sounds like they will be exactly what we need as IBO's to get new people started and to give to clients.  

We appreciate all that you guys do at the corporation... the insight and the foresight to know what's hot now and what will be hot tomorrow.  It's getting better and better everyday!  

Thanks again!

We appreciate your feedback and value your input. Thanks, Maureen. sjw

# Peter M Burr MD said on January 25, 2008 3:28 PM:

I had thought that NAO was being phased out...not just yet, obviously!

It is being phased out slowly ... and probably discontinued in fall 2008. We'll keep you posted. sjw

# Canadian IBO 2 said on January 28, 2008 8:21 AM:

Susan,

Are the new catalogs just for the US or for both US and Canada?

The catalogs I am referring to are U.S. versions. Currently, Canada has their own which I believe they call Options. Going forward, we plan for increased alignment in creative execution of catalogs. Thanks for asking, sjw

# e.Rod. said on January 30, 2008 12:48 PM:

Susan,

Can't wait to see the new catalogs! Thank you so much for all you do and for being so responsive to our suggestions posted on this blog and elsewhere. Will the new catalogs be geared to help IBOs market the items to our customers (the customer being the end-user not so much the IBO) - for example, PV/BV information being excluded, space for mailing labels in back, etc? Look forward to seeing what's new.

e.Rod, Yikes. You brought up some good points that we need to work on ... and we are going to work on customer-targeted pieces to enable IBOs to sell to customers ... but, because we work so far in advance for print materials, these catalogs won't quite be there yet. However, they are DEFINITELY appropriate to share with customers. In fact, we encourage it until we can get some specific customer pieces out. I also thank you for all your compliments and support. Sales Speak has proven to be a wonderful learning experience for me ... to be in touch with IBOs and to hear firsthand what you think and what you're doing to sell has been inspiring, motivating, and informative. I'm doing what I am doing because of IBOs and their customers.  I intend to NEVER lose sight of that. Stay tuned for more customer pieces in 2008 and 2009. Meanwhile, enjoy the new catalogs--go ahead and put your contact info label on the back cover --there's always space for that ... and let us know what you and your customers think! sjw

# Bridgett said on January 31, 2008 7:49 AM:

From what I've read under What's New, this Home and More catalog will have the current Store for More stuff and the current Options stuff--along with the coreline cleaning products. So...I think this is a way to kind of lump the not-as-profitable-for-the-Corp-or-the-IBO coreline products together with the "catalog" stuff.

And if that's the case, then I do not see this as a customer-focused catalog, but more as a "loyalty" catalog for IBOs. Which is fine. Just want to make sure that I don't frustrate new IBOs who try to market/sell with this catalog to their friends, families, and aquaintances, with little success and little profit.

Sounds like the Health & Beauty Choices would be a better option for retailing. Hope THAT catalog is designed as a retailing tool. :o)

I am in agreement with you, Bridgett ... but it's important that IBOs know if they choose to sell Home Care or Options to customers, it's okay to share the Home & More Catalog with other IBOs and with potential customers. sjw

# rdknyvr said on January 31, 2008 9:29 AM:

Susan, a leading question. :)

.

In the Gensona product section for Personalized Health, did you list two DNA test products or four? ie. did you include the new and ready-to-go Osteoporosis risk test and the new Weight Managment panel test along with the existing IL-1 Heart Health and the General Nutrition tests?

.

With appreciation,

rdknyver,

Are you referring to U.S. or Canada? We have no plans to add anything to the Choices for Personalized Health that I am aware of ... although that does not say there won't be changes. We just work so far in advance, we sometimes have to print Choices so early, changes are underway that may or  may not make the catalog print and polybag dates.  So, I know the answer is really an answer, but I only know what I know ... and as you can tell, I don't know much about PH going forward. Thanks, sjw

# Tina said on January 31, 2008 12:59 PM:

Hi Susan.  I'm an IBO in Minnesota. We used to have a cost comparison sheet that was created locally.  It compared 10-15 random items by both our retail price and our wholesale price vs. the retail (or "sale price") of our top competitors.  Does Quixtar have ANY kind of cost comparisons we can go to?  Since we lost that locally, I have relied somewhat on the "Switch" catalog.  Now that's going away too.  Will there be direct cost or use comparisons in these two new catalogs?  Cost justification is essential for retailing successfully.  Quality counts....but if cost is prohibitive to the average buyer, it does no good.

Thanks!

Tina, we will have cost comparisons for Beauty products in the Choices Catalog. We will also include cost comparisons for our exclusive Home Care products in the Home & More Catalog. You'll also find comparison info on the website ... if you're on a product page, there are often product and cost comparisons available to print. Were the charts you spoke of for Health, Beauty, and Home products? Would you like to see more product feature/benefit and price comparisons in our catalogs? Choices has quite a few, but would you like more? We redesigned some of the Choices comparison charts so they're more visual and a quick read. Let me know if you think they're better. Seriously, keep the ideas coming. sjw

# Jeffrey said on January 31, 2008 7:30 PM:

Please leave the price codes in the catalogs. The customers don't know or care what it means and it helps us IBOs to know on the spot what the wholesale cost is in case we might want to make a deal, like maybe on a big ticket item. And really, has anyone ever had a customer say, "What do these numbers mean?" I haven't.  

As far as the home care products go, even though they are not the big sellers they once were, I still like to specialize in them. People still do need to clean their home or business. I don't think that product line should ever be neglected.

Thanks, Jeffrey. PBY codes are in our catalogs for Spring-Summer 2008. sjw

# rdknyvr said on February 1, 2008 12:41 AM:

Thanks Susan,

Indirectly you did answer my question... if you're not adding any products in the Personalized Health section, ie. Gensona tests -- there are two new ones ready to go (Osteoporosis risk -- 40 million women target market -- and Weight managment panel -- two-thirds of Americans) and have been promoted by Interleukin Genetics as launching from Quixtar in 2008 -- and I assumed that they would be included or referenced in the forthcoming HEALTH PATHWAY sales kit due in April. What you've told me suggests that the Corp is NOT going ahead with them at this time, right? Could you double check for an answer from those who would know? Can you ask WHEN the Osteoporosis Risk and Weight Management Gensona tests will launch?

With appreciation,

Absolutely. I will ask and get back to you! sjw

# Tina said on February 5, 2008 6:01 PM:

Susan,

Yes.  More price comparisons are ALWAYS helpful in all of our Exclusive Brands lines.  Most people I know shop at Walmart, Costco or the grocery store for their consumables.  Price comparisons would be awesome & would give us more ammo.

I also agree with Jeffrey.  Keep the codes.  Customers/Prospects don't have a clue what it is and it definitely is convenient for us when showing a plan or retailing.

Thanks!

Tina

Appreciate your feedback! We will work on getting you more product and price comparison info. but be sure to check out current competitive comparisons in Choices Catalog and online at Quixtar.com! sjw

# e.rod. said on February 6, 2008 3:52 PM:

Hi, just for clarification, I didn't mean to get rid of the PBY codes, but the extra ads in between SFM pages (e.g. "Earn Pv/bv by visiting partner stores, or order your personal accents sales kit, etc."). PBY info should definitely stay - it's a quick reference tool for IBOs (e.g. when showing a catalog, we'll know exactly how much of a discount we can give, if we're cutting into profit,etc.). Sorry for the confusion.

# rdknyvr said on February 6, 2008 5:52 PM:

Hi Susan, any luck with getting an answer per above?

With appreciation,

 

Not yet. I'll let you know as soon as I know something! sjw

# Bridgett said on February 6, 2008 8:58 PM:

Hi Susan,

Which catalog will carry XS and Trim products--Health & Beauty Choices or the Home & More?

 

Health & Beauty Choices will offer XS and Trim Advantage products. It will also offer our Health Tech brands such as eSpring and iCook. sjw

Thanks!

# tina said on February 6, 2008 10:45 PM:

Ok.  I've been heavily challenged lately and feel VERY strongly that our consumables are NOT much more expensive (if at all) than our truest competitors at the "discount" stores.  I used to go to our local cost comparison sheet for backup of my words.  You know...."proof".  However, I don't have that anymore, as I stated earlier.  I just checked out the Quixtar website and looked in at least four different places (Body Series, Time Defiance, Artistry Essentials & XS product lines) and didn't find ANY reference to competitive information.  I also looked under the products specifically (deeper than just the product line....I clicked on the actual product).  I didn't find anything referring to competitive info.  I also looked under Resource Center....every category under that heading...and still, didn't find any reference to where I could find competitive product/price information.  

This concerns me.  I don't think you guys truly understand how price oriented the average consumer is.  Please help me find this valuable information.

Thanks Susan!

Tina

I have to admit, I can't find much on price comparisons on the site, but I did find competitive info on features/benefits.

Time Defiance 3D lifiting serum has a  price comparison on the product page if you click on competitive info.  For XS Cran Grape Energy Drink, click on product demo for a comparison chart of energy drink features and benefits, including XS. If you click on Competitive info from the Simply Nutrilite food bar product pages, there's some info on how they compare to other food bars.  For the Artistry Essentials skin care, I clicked on competitive info from the product page of the system, and this came up:

The Artistry^® difference:
Artistry is competitively priced with Clinique^®.
Artistry essentials hydrating system    $47.00
Clinique(R) skin care system (all products sold individually)   $47.00

Hope that helps, Tina! sjw

# tina said on February 7, 2008 3:32 PM:

Thanks Susan. I guess I'll try again. Tina

# rdknyvr said on February 9, 2008 9:14 AM:

Susan,

Re. the questions above about the new and ready-to-go Gensona tests for Osteoporosis risk, and Weight Management panel -- launch dates and are they included (referenced) in the Health Pathway sales kit coming in April, some of the people who could get a quick answer back include:

* Glenn Armstrong, VP Innovation at Alticor

* James Weaver, Alticor exec. on loan to Interleukin

* Tom Curran, Alticor exec, was acting CEO at Interleukin

* Lewis Bender, new CEO at Interleukin

* Steve Lieberman, likely would know

* Sandy Spielmaker, VP Sales... new but might know

* Quixtar marketer that Robin Luymes talked to last week who told him that Gensona "wasn't really a product brand and, since it's only on two products, doesn't represent a category." (see his blog comments for Jan. 29 post).

Please post this.

rdknyver,

I tend to start with people I work with everyday when it comes to asking questions  ... so I forwarded your questions to the Health brand management/marketing group. It's true--they haven't replied ... yet.  I normally don't forward questions directly to Mr. Lieberman without consulting with the marketers first, but I will ask someone who works with him and sees him regularly to inquire. I know of no mention of Gensona in the Health Kit that's coming out, but I will doublecheck that, too. Don't quote me on this as I am going by  memory alone. I don't recall reading about PH in the sales kit brochure, but then I review so many ads and articles, I can't be sure if my memory serves me well here.

I am trying to get you answers, rdknyver. Please be patient. Thanks, sjw

Just heard that this is one of the several product categories that's currently being looked at by the corporation -- and sometime later in 2008, we will announce how this product line will be supported. That's all I know right now. sjw

# rdknyvr said on February 11, 2008 1:56 PM:

Thanks Susan, I appreciate your patience with me! :)

Gensona is one of several 'product lines' that should be positioned together as options for 'Optimal Health' choices and solutions -- Personalized Health or Optimal Health, either one works. The old way of thinking is to look at selling products and product lines... internal corporate organization and perspective. The better way is to look at customer/client needs (micro), and consumer/marketplace trends (macro), what are the social, cultural, health issues, problems that need to be solved or provided for, and how does the range of options we have access to help the provider (IBO) start put together a comprehensive, one-stop solution. (And does it in fact allow the IBO to start small and simple, and then increase the critical 'share of customer' measure as time goes on with the 'gold-bearing' consumable products that follow.)

In looking at the description of the contents of the forthcoming Health kit, I'm struck by the apparent focus on selling 'products' and not necessarily providing 'solutions'. What we have that should be part of the Optimal Health solutions toolkit or cluster should include, in no particular order:

* Nutrilite (obviously), especially Double X and Nutrigenomic supplements

* XS Energy/Nutrition

* Trim Advantage Weight Management/protein bars, etc.

* Gensona DNA tests (and connection to nutrigenomic supplements, other Nutrilite products)

* eSpring (pure filtered H2O), Atmosphere (clean air)

* Online personalized health questionnaire ("expert system") that helps tie all of the above together. It's actually amazing, if you've not yet done it!!!

This is not complex, the above approach actually simplifies and and makes the Health Pathway fun and easy. And to work with Gensona, you don't need a degree in genetics or cell biology... simpler is better. (Hint: start the customer with the free online Personalized Health Questionnaire... you/they can do three out of the five modules without doing the Gensona tests, and still get a good partial set of healthly lifestyle recommendations.)

Lots more one could say but don't want to go on forever... looking forward to positive developments around this soon. :)

Again, with much appreciation, :)

 

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