Bell Team Teleconference – Outline of program with Peter Haines - January 21, 2010
Questions posed to Peter by David and highlights of this program:
1) Who is Peter Haines, and what does Peter do at AMSOIL? How long have you been at AMSOIL?
Who is Peter Haines? I’m a happily married man with a family of 3. I’ve known my wife, Sarah since 2nd grade but we’ve only been married 12 years. Sarah has had her own independent court reporting business for 19 years. We have an 8 year old dynamo of a son named Parker, who is now in 2nd grade. I’m in my third year of coaching baseball in the summer and basketball in the winter. My personal hobbies include; hunting, fishing, down-hill skiing and reading.
Professional Education: BS in Chemical Engineering from UND
Professional Lubricants Experience: 25 years direct experience in the lubricants industry. Pre-AMSOIL (18 years) Technical Services Engineer Technical Services Manager Regional Sales Manager Divisional Sales Manager General Sales Manager VP Sales & Marketing Worldwide
Technical Experience:
Providing technical applications and engineering support In-field equipment conversions Technical writing Product investigations Field test set up and management
Sales & Marketing Experience:
Direct sales experience at all levels Mom & Pop operations to Fortune 500 Companies Training distributors, sales representatives, sales managers, marketing managers, sales order processing personnel, telemarketing Developing, preparing, implementing and presenting sales & marketing programs and campaigns and proposals. Train, motivate, direct and support straight commission sales force Teach sales and marketing skill sets to people at all skill and experience levels
What does Peter do at AMSOIL? I joined AMSOIL in October 2002. 1 Due to having a non-compete in the oil business I started my AMSOIL career as Director of Filtration Products with an objective of developing the aftermarket side of the AMSOIL business. I hired and trained staff you might be familiar with like Richard Holappa and Karl Dedolph so we’d have a continuation of our filtration and aftermarket initiatives.
When my non-compete was over I launched AMSOIL’s Dealer Sales Group as Director of Sales hiring and training Rob Stenberg, Steve LePage, Tim Golden and Peter Markham. I took over responsibilities for AU with an objective of creating an enhanced, sales- focused itinerary, to include development of a program to constantly update all content. During this time we also launched the Dealer Sales Meeting initiative and we all hit the road to bring more AMSOIL information to the field for Dealer benefit. You still see the results of this activity today with the current round of Commercial Sales Meetings being hosted and presented by Karl Dedolph.
Over time I was promoted to VP-Sales. A short time later I was asked to develop an international sales program. I did this in conjunction with my other sales responsibilities and after some time was promoted to VP-Sales & International. I am happy to report that AMSOIL’s international sales activity experienced triple digit growth under my leadership.
That brings us to today. We’ve hired another person to lead the international sales effort so that I can refocus full energy on growth of the AMSOIL business here in North America – the world’s largest economy. I am operating with the new title VP-Technical Sales.
o I have hired and am training a team of professionals to provide enhanced Dealer support for large qualified commercial business. o In addition this team is actively engaged in AMSOIL branding through active and aggressive participation in a wide variety of industry groups where we get engaged in committee work that directly impacts entire industry sectors (i.e. Technology & Maintenance Council of the American Trucking Association). o We are also working to bring AMSOIL to the attention of OEM’s. o I actively participate in AU, DJ Meetings, all internal new product committees and am continually on the hunt for additional ways to enhance the AMSOIL Dealer opportunity. o As a sidebar I am still leading the efforts to establish AGGRAND natural liquid organic fertilizers to large agri-business on a global scale.
2) Why is the AMSOIL company, products and business so good? What about the future? Are the management and leadership of AMSOIL solid for the future?
Why are the AMSOIL company, products and business so good? This gets us right down to the nitty-gritty of AMSOIL success. The reason the company, products and business are so good is because Al Amatuzio had the foresight and wisdom to launch an MLM-based Dealer program.
2 It was Dealer sales & marketing success that provided AMSOIL the revenue for continued reinvestment into AMSOIL products, 1st-class lubricant technologies, manufacturing excellence and world-class R&D.
Today, 38 years later, we have successful Dealers that have earned millions of dollars … and we’re still growing!
We have a company that remains true to its Dealer infra-structure and that has not sold its Dealer network down the road based on the lure of large national retail.
We have a company that is uniquely positioned to move forward and capture an ever- larger part of the marketplace.
We have products & programs Dealers can use to develop their very own diverse business base, a business that can withstand economic upheavals and market swings and still come out on top.
What about the future? I sincerely believe the future of AMSOIL is bright indeed. Let me provide you some specific reasons why:
AMSOIL Dealers can fill a technical void left by the major oil companies when, through mergers and acquisitions, they were forced to reduce and even exit the direct-service sector of the lubricants marketplace. What does this mean to you as AMSOIL Dealers?
o 15-20 years ago big oil had tens of thousands of trained field service representatives who worked directly with major oil company distributors providing unparalleled customer service and support.
o Today this dynamic force has been severely reduced to the point where our big oil competition is essentially a bunch of order takers at the distributor level. They don’t have the drive or ambition of AMSOIL Dealers and are not operating at a customer service or support level that is anywhere near where they used to be.
AMSOIL’s business model for Dealers includes regional distribution – and its expanding. This means AMSOIL Dealers have more product availability at a local level to service their customers than at any time in prior AMSOIL history.
o AMSOIL is also not burdened by multiple tiers of distribution, each tier of which must get their 30% gross margin.
o Instead AMSOIL Dealers are afforded the opportunity to essentially operate as factory-direct distributors only 1-tier removed from the corporate level.
3 o This means your product pricing is competitive and often better than what big oil is offering … and there is no artificial price inflation to cover the costs associated with multi-tier product distribution.
o Tie in the service factor AMSOIL Dealers can provide and it becomes very obvious that we … you … can tackle any market you desire with a concentrated effort.
In addition, AMSOIL recently equalized all the programs so that AMSOIL Dealers can operate in commercial markets, competitively and decisively. AMSOIL Dealers demonstrated their abilities to penetrate and successfully sell into the retail market. So, AMSOIL stepped up to the plate and enhanced the Commercial Program so that AMSOIL Dealers are better positioned than ever to capture an essentially untapped market.
o And, as intimated at AU, and the DJ Convention, and at the current Commercial Sales Dealer Meetings – there is an entire segment of the commercial market that is lacking in customer service and support.
o By focusing on small to mid-sized commercial accounts Dealers can not only offer fantastic products at a fair and justifiable price – but Dealers can fill a service void that today is essentially non-existent from big oil.
Lastly you asked; are the management and leadership of AMSOIL solid for the future?
Yes, the management and leadership of AMSOIL are rock-solid for the future.
Al Amatuzio still comes to work each and every day.
Alan Amatuzio, my supervisor, continues to provide corporate management, direction and leadership, especially pertaining to his fierce emphasis on providing products of un- paralleled quality and performance.
And Dean Alexander continues his leadership efforts of providing overall general management and direction.
AMSOIL also has in place a second management tier of Vice Presidents helping to support this top tier of management:
o Peter Haines: VP-Technical Sales o Kevin McBride: VP – Marketing & Communications o Scott Davis: VP-Operations o Greg Sandbulte: VP- International Business
4 We are also very fortunate to have a brilliant cross-section of management at the Director level, and overall a dedicated staff that works hard each and every day to help you make the AMSOIL Dealer opportunity a great one. In short we have created an internal talent pool of management that has as its focus the overall growth and well-being of AMSOIL & the AMSOIL Dealer business opportunity.
3) What could the AMSOIL business opportunity do for Dealers just getting started today or for veteran Dealers who decided that now is the time to get started? Considering the unstable economic times for the last couple of years, do you think now would be a good time to be in the AMSOIL business for a person who wanted to earn extra income?
This is a very good question David and one that deserves great attention because the reality is AMSOIL Dealers, both new and veteran, need to feel good about their AMSOIL business relationship. So you asked:
What could the AMSOIL business opportunity do for Dealers just getting started today or for veteran Dealers who decided that now is the time to get started? Let’s break this question down to its two essential elements or segments; New Dealers just getting started & Veteran Dealers who have finally decided that now is the time to get started.
New Dealers just getting started: What the AMSOIL business opportunity represents for Dealers in this category is financial independence and a degree of freedom the working masses have never enjoyed
Veteran Dealers who have finally decided that now is the time to get started: Regardless of whether a Dealer is new or a veteran – the real key to AMSOIL business success is within the heart and soul of each individual AMSOIL Dealer. There is an old saying here that really applies;
“There are people that talk about making things happen … there are people that watch things happen … and there are people that make things happen.”
Everyone participating in tonight’s event should ask themselves RIGHT NOW the very hard, but very real question …
Q. “Do I want to be a talker?” o If you keep talking then it means you’re not listening and you’ll never launch your AMSOIL business. Talk is cheap. In the final analysis only action counts.
Q. “Do I want to be watcher?” o Being a watcher means you lack self-confidence. You’ve overcome the hurdle of talking, and now instead you are watching and looking for something. Look inside yourself. Ask yourself if you want to reward yourself for your efforts … or do you simply want to keep watching other people achieve what you could achieve if you simply started doing instead of watching.
Q. “Do I want to make things happen?” 5 o This is the action phase. No success was ever derived by simply talking or watching. You have to take action and “make” things happen for yourself so you can benefit. Each of you has within you the ability to make things happen. My dad used to tell me:
“Peter, every man has within him the ability to do great things. Your touchstone is challenge. No matter what your field of endeavor you possess within you the ability to do great things. This is the reason men build bridges, climb mountains and do a thousand other things that manifest personal achievement and satisfaction. The trick my son is to DO IT! Don’t’ just talk about doing it. DO IT! Don’t waste your time watching others do what you want to do. Instead take that step, accept the risk eyes wide open, and DO IT!”
This encouragement from my father had a profound impact on me. I have since spent my life doing what I like to do … and giving it my best.
David, the second part of your question was:
Considering the unstable economic times for the last couple of years, do you think now would be a good time to be in the AMSOIL business for a person who wanted to earn extra income?
If you’re making an excuse that these are tough economic times, or making any other excuses for not pursuing your AMSOIL dream … then you should be ashamed of yourself. You’re letting down all our fore-fathers who fought and died to create the free, democratic society that is the free-enterprise system of the United States of America. You don’t have to fight a war to be successful selling AMSOIL. You don’t have any risks other than your own self-doubts. All successful AMSOIL Dealers, be they new to the business or veterans ready to get serious, share one thing in common – they made a conscious decision to cast aside their doubts and fears and just DO IT.
As a Bell Team member you are lucky. You have David & Carol as your personal business coaches. They’ll help you if you’re serious about helping yourself. They have recognized that they can’t help you if you aren’t as interested in you as they are.
So we come full circle back to the simple fact that if you are looking at our tough economic times – and you are scared to take immediate action – recognize that your AMSOIL business is precisely the mechanism you need to engage to roll through the tough times and make them good times. You’ll never regret it.
4) What are the various approaches to operating this business? Where can someone learn more about these various business models? Is it mandatory to be a “sales” type person or a “mechanical” type of person to be successful in AMSOIL?
What are the various approaches to operating this business?
There are 6 basic Dealer approaches at AMSOIL:
Personal Retail Sales (PRS) 6 Catalog Customers (CR) Preferred Customer Program (PC) AMSOIL Dealer Program (DLR) Commercial Account (CA) Program Retail-On-the-Shelf (ROTS) Program
For more explicit insight on each of these programs and for insight on AMSOIL’s overall philosophy go to the Training Tab in the Dealer Zone and click on it. This opens up a series of sub-titles. You can click on any one of the sub-titles to access a wealth of pertinent Dealer information, including:
Dealer Home Study Series Voice-over PowerPoint Presentations Field Sales Tools (FSTs) Business Development Tools (BDTs) Fear Factors/Overcoming Sales Objections Marketing Plan & Programs Philosophy AGGRAND Report for Dealers Selling AGGRAND Field Sales Tool
Where can someone learn more about these various business models? You will have to talk with your RSM. They can send you a summary of the various successful AMSOIL business models, with details, since this document is not available on the DZ. I will mention that if you attend AU … then you already have this information! The successful AMSOIL business models your RSM can provide you insight on include:
Internet Business Model Trade Show Business Model ROTS / Full Service Business Model Home Warehouse / MLM Business Model Commercial Account / Professional Rep Business Model PC Development Business Model
Is it mandatory to be a “sales” type person or a “mechanical” type of person to be successful in AMSOIL? The answer to this is no. I think most people possess a certain degree of mechanical aptitude – whether it’s been exercised or not is person dependent. From a sales perspective one of the most important attributes you must possess is belief. People you call on or talk to can tell right away if you really believe in what you are telling them. So you have to use the AMSOIL products and develop your own stories and successes and then share them with other people because it is the truth.
5) How does a Dealer know which path to follow and which prospects to pursue? What about the FST, webinars and VOPP items? Where are these available to a new Dealer?
How does a Dealer know which path to follow and which prospects to pursue? Start with what you feel comfortable with. For example you may not be as adept working trade shows as David 7 and Carol are – so if you aren’t, start with one of the other approaches. The important thing to remember, however, is you have to “reach” … you have to get out of your comfort zone … you have to DO IT.
What about the FST, webinars and VOPP items? FST’s, webinars and VOPP’s are all training tools to better prepare you for sales success. Look at it like practice. All professionals have a certain degree of practice they have to conduct to do and be their best. This is precisely why you have winning teams and losing teams. Those that practice the hardest and reach for new levels are the teams that win.
The same philosophy applies to your sales. If you don’t practice expect sub-standard results. If you do practice, however, you will find you reach that “comfort zone” quicker, that you are more at ease while talking to that prospect, and that you will earn the right to ask for an order.
Where are these available to a new Dealer? You have many resources available to you at AMSOIL including: The Dealer Zone … which is your personal reference source, especially the Training section. You have your up line DJ … who can offer you guidance and support. AMSOIL offers you significant and intense training and experiences at AU. At the DJ level … your attendance at annual DJ meetings is a “must do” event. You also need to attend any Dealer training series being offered by AMSOIL. A great example is the current Commercial Sales training being brought to you around the country in cities close to you, by Karl Dedolph.
6) What are the best ways to learn this business? What training tools does AMSOIL offer? We’ve already discussed tools to a great extent so let’s talk about the best way to learn this business – which is get started. And if you have started, then the best advice I can offer is to work your business harder. The tools and literature AMSOIL offers you for your use do no good sitting on the shelf. No sales are made by individuals sitting in the recliner at home. Instead of watching TV for 2 hours – try studying these tools. I encourage you to attend trade shows locally, and if possible, attend in conjunction with someone that is experienced at working these type events. It’s a great way to troll for prospects and an even greater way to learn. The old adage … practice makes perfect is as true today as it has always been … which means you are on target if you get out on the street and TRY.
7) Should all serious Dealers attend AMSOIL University? If a Dealer has been to AU before, should he go again? Why? Should a spouse attend the classes, too? Are there any reasons to register now instead of later? When and where is AU 2010? Can a Dealer register on the website or by calling the order line?
Should all serious Dealers attend AMSOIL University?
Yes. If you are serious about making money, attend AU … you won’t regret it.
8 If a Dealer has been to AU before, should he go again? Why?
The best advice AMSOIL’s savviest Dealers can offer is to attend every year. Why? There is something about a learning environment steeped in fellowship and energy that brings an individual to a new level of performance. Dealers that attend AU each and every year move on to higher degrees of success and income.
Should a spouse attend the classes, too?
Your spouse is your partner – they should attend. Maybe they aren’t supportive as yet because maybe you haven’t engaged and made any significant money. Bring your spouse to AU and you will put them in a position to engage with other spouses and hear about the successes and progress of others – and role the spouse is playing with these successes. It will enhance your spousal support, and in fact you may learn that your spouse is even more adept at picking up on new ideas and methods to sales success than you are. AMSOIL is a family thing.
Are there any reasons to register now instead of later?
Register now so you make the commitment. If you delay you will always find 100 reasons why the timing isn’t right. Instead you must accept that now is the time to register if you are serious about making money and improving your life.
When and where is AU 2010?
May 16-20, 2010 in Duluth, MN at the Duluth Entertainment & Convention Center referred to as the DECC. Look for the big AMSOIL banner hung over the front entrance to the building located adjacent to IH-35 in downtown Duluth. This is not far from the world headquarters of AMSOIL INC and there will be tours of the manufacturing and warehouse facilities held during AU week.
Can a Dealer register for AU on the website or by calling the order line? Yes.
8) How about the Dealer Meetings happening all over the country led by Karl Dedolph? What will a Dealer learn by attending these meetings, and is it okay to attend more than one? Where is there more information about these meetings?
How about the Dealer Meetings happening all over the country led by Karl Dedolph?
These are must attend events. Dealer feedback on presentation content and immediate usability has been nothing short of spectacular.
What will a Dealer learn by attending these meetings, and is it okay to attend more than one?
9 You will learn all about Commercial sales, why you should pursue sales in the commercial market, what to focus on for sales success, tools that are available for your use, the list of benefits goes on and on.
Karl is a seasoned sales professional who can and will offer you sage advice related to Commercial Sales that you can leave the meeting with and put into immediate action. I recommend you attend as many meetings as possible as you will learn something new at each meeting. Repetition is the mother of learning!
Where is there more information about these meetings?
Go to the DZ under the Training Tab and click on “2010 Dealer Sales Meetings”. Here’s what’s remaining so you still have time to plan and attend:
AMSOIL Dealer Meeting - Bloomington Thursday, January 28th 7:00-9:00 PM Donaldson Company, DCI Auditorium 2001 W. 94th St Bloomington, MN 55431 800-374-1374
AMSOIL Dealer Meeting - Phoenix Thursday, February 4th 7:00-9:00 PM Crowne Plaza Phoenix Airport, Desert 45 Room 4300 East Washington Street Phoenix, AZ 85034 602-286-1122
AMSOIL Dealer Meeting - Indianapolis Saturday, February 13th 6:00 – 8:00 PM Crowne Plaza at Historic Union Station, Grand Central Room 123 West Louisiana Street Indianapolis, IN 46225 317-236-7467
AMSOIL Dealer Meeting–Washington DC Thursday, March 11th, 2010 7:00 – 9:00 PM Crowne Plaza Hotel, Tysons Corner-McLean 1960 Chain Bridge Rd McLean, VA 22102 703-893-2100
AMSOIL Dealer Meeting – Louisville, KY Saturday, March 27th 6:00 – 8:00 PM Holiday Inn Louisville SW, Preakness Room
10 4110 Dixie Highway, Louisville, KY 40216 502-448-2020
9) How do you learn how to be a successful sales person? Could you recommend some books or tapes on sales? Is it worth going to a Dale Carnegie Institute training program? How about Toastmasters?
How do you learn how to be a successful sales person?
Go out and sell. You have to try. You have to practice. You have to engage. You have to DO IT!
Could I recommend some books or tapes on sales?
I don’t know where to start. I constantly Google the internet on topics interesting to me – and read, read, read. Sales are kind of a personal thing. A book or tape that works for me may not work for you. Right now I am reading Jeffrey Gitomer’s : “Little Black Book of Connections”. It is all about networking and contact development. It’s my 3rd time thru it but every time I see things from a different perspective.
Is it worth going to a Dale Carnegie Institute training program?
I’ve attended and believe it helped me. For those of you that are new to sales its great training on how to think on your feet.
How about Toastmasters?
Here again the ongoing training you receive if you participate in Toastmasters is essential because toastmasters teaches you to deliver short concise messages. This is critical because you learn to quickly and adeptly establish yourself in front of others. And, since the sale is often made during the first 30-seconds of interaction with another, thinking quickly on your feet only helps you close more sales..
10) When approaching a business to become an AMSOIL Commercial or ROTS Account, what is the best way to do this? Could you give us an example of the RIGHT WAY as well as the WRONG WAY to do this?
When approaching a business to become an AMSOIL Commercial or ROTS Account, what is the best way to do this?
I believe preparation is the key to success regardless of whether or not you are calling on a ROTS or Commercial prospect. You have to be prepared to talk about a product and/or program.
Don’t be scattered and talk about everything – stay focused on a product.
11 You can always change to a different product based on reaction but you must be focused and share with the prospect a product they can clearly see will benefit their operation.
You also have to use the tools, the literature and magazine articles and other “props’ that enhance and support your story.
Could I give you an example of the RIGHT WAY as well as the WRONG WAY to do this?
One basic fact of selling is you have to talk about what the prospect wants and needs to hear versus what makes you excited.
Many a sale is lost when you waste time talking about what excites you versus what excites your prospect.
The right way to do this is develop approaches that talk to and address their areas of concern. For instance you want to present products and programs that make their life easier.
If you make it complicated you will lose them and they’ll view your offering as something that will take too much time, energy and effort.
Instead provide examples on how they can benefit, and how you have helped others achieve longer drains, or improved performance, or enhanced equipment uptime & reliability … or a host of other direct benefits.
11) If you were a brand new AMSOIL Dealer, just getting started, and, of course, David & Carol Bell were your sponsors, what would be your approach to this business? What would be your income goal for one year, 5 years and even 10 years out?
If I were a brand new AMSOIL Dealer, just getting started, and, of course, David & Carol Bell were your sponsors, what would be my approach to this business?
I like equipment so I would start on Commercial Sales. There are many problems with equipment and very few people that can talk to these problems and provide alternative solutions. I like this type scenario, there is a void, and I’d go after filling that void with Peter Haines and AMSOIL products.
I would also make it a point to talk to 3 different people every day about purchasing AMSOIL products at wholesale cost and saving 25-30% over retail pricing. Of course I’m talking about the PC Program. It works and I’d have a chance to upgrade my PC’s to Dealers. PC’s are also self-servicing, and usually willing to talk.
12 I would also make sure to develop my own AMSOIL website. This is critical in today’s marketplace, and it gives you a place to send prospects and customers alike to for tips on using AMSOIL products to their benefit.
What would my your income goal for one year, 5 years and even 10 years out?
As you know David I am a classic “Type A” personality and have often been described as assertive and aggressive. Attendees at AU know that every year we provide averages of the total number of different type customer’s top AMSOIL Dealers service. You can get this list from your RSM if you’ll just ask.
I would use this list of averages to set goals for the number of PC’s and Dealers I plan to sponsor.
I would use this list to develop a targeted number of ROTS and Commercial accounts I need to develop as customers.
And, of course, I’d develop my personal website – you have to have a web presence in today’s business arena.
My personal income goals would be:
Year 1: $75,000 Year 5: $250,000 Year 10: $500,000+
12) What is the ultimate financial potential for a Dealer in the AMSOIL business? Could you give us some average income numbers for Direct Jobbers in this business? Is it getting easier and faster to build a successful and profitable AMSOIL business? Why?
What is the ultimate financial potential for a Dealer in the AMSOIL business?
I can honestly say you are only limited financially by your personal efforts and ambition. There is no end in sight as far as Dealer earning potential and there is a lot of market left to sell to.
Many veteran AMSOIL Dealers will tell you their personal income keeps growing and continues to exceed their expectations. David, hasn’t this been the experience of you and Carol?
Could you give us some average income numbers for Direct Jobbers in this business? I don’t have these actual numbers tonight – but we could have the RSM’s update them and provide them to David so he can share with each of you. Or, you could attend AU in May and hear directly from Dean on this.
13 Is it getting easier and faster to build a successful and profitable AMSOIL business? Why?
Believe it or not – it is getting easier to build your AMSOIL business. There are many reasons for this.
The consolidation of the major oil companies has helped because they can no longer offer the customer centric service and support they used to. So AMSOIL Dealers can fill this void.
Additionally we continue to gain credibility daily with AMSOIL’s internet presence and marketing. AMSOIL is simply everywhere … even international inquiries tell us that they learned of AMSOIL via the internet. So the AMSOIL web presence really helps.
Add to this that the AMSOIL of today still maintains clear product quality and performance advantages when compared to our competition.
Lastly, and what I believe to be one of the real critical factors, is that AMSOIL remains the only oil company that offers its Dealers a viable and time-proven MLM program. You can be an entrepreneur, do business your own way, and still maintain a relationship with a company that is a leader in its field.
What AMSOIL products do you use in your own vehicles, and what have been your results by using the products? How important is it for Dealers to actually use all of the products in their own vehicles? How do you feel about the By-Pass Oil Filter?
What AMSOIL products do I use in your own vehicles, and what have been my results by using the products?
I use in-development motor oil in my personal vehicle, a 2004 Chevy Avalanche which has over 105,000 miles service on it. I use AMSOIL Ea oil filters, and have installed an Injen Air Intake system. I use ATF and 75W-90 in the Drivetrain.
In my wife’s Toyota Highlander I run #SSO, the 0W-30 Motor Oil.
I have several off-road vehicles (a 1979 Ford F-150 Pick up and a 1972 M1A52 Military Police Jeep). In these vehicles I run almost every product AMSOIL has. Since I spend so much time in water and mud I constantly change fluids out, and use whatever we have left over from production runs.
In my snowmobiles I run Interceptor, and in my ATV’s the Formula 4-stroke.
Every piece of equipment I have has AMSOIL in it including; lawnmowers, chain saws, weed eaters, edgers and tractors.
And, I take the full array of ALTRUM nutritional supplements – as do my wife and son.
14 I also use AGGRAND products on my lawn, gardens and crops.
How important is it for Dealers to actually use all of the products in their own vehicles?
With all due respect if you aren’t using AMSOIL personally you ought to be ashamed of yourself. If you use the products you have stories to tell – which is an important first step. But it goes beyond that because if you don’t use the products then you don’t believe … and prospects won’t become customers because they’ll see right thru you.
How do I feel about the By-Pass Oil Filter?
I feel really good about bypass filters. I love the bypass filter. I have even taken one to lunch! Listen where there’s soot or the need for safe extended oil drains there is a need for bypass oil filtration.
I worked directly with Karl Dedolph to create a non-brand specific Recommended Practice for the American Trucking Association entitled: “Qualifying questions for secondary aftermarket filtration devices”. This document is now available for use by any fleet member of the American Trucking Association – and you guessed it, the benefits of AMSOIL’s bypass filtration fit nicely into the qualifying questions.
13) Where do you see AMSOIL headed over the next 10 years? Is there a bright future for Dealers who are just now getting started? Are there enough customers still out there who do not know about AMSOIL?
Where do I see AMSOIL headed over the next 10 years?
I see AMSOIL being 3-4 times its size today and an even more decisive warrior in the lubrication technology field.
Is there a bright future for Dealers who are just now getting started?
Yes … there is a very bright future indeed. Synthetic lubricants have come of age and are generally accepted as superior in quality and performance around the globe. Synthetics offer significantly higher and better environmental advantages.
Are there enough customers still out there who do not know about AMSOIL?
Yes there are. Even here at corporate HQ’s I meet people every week that don’t know who AMSOIL is or about our products. That same scenario extends across the US. The synthetics market is still a very small part of the overall lubes market, generally considered to comprise less than 6% of the total market. So – we just need to get after it and grab our fair share … and then some! 15 14) If you listed the common traits among the most successful AMSOIL Direct Jobbers, what would be your top 5?
Belief … in oneself, the products and the company
Commitment … to sharing with others how they can benefit
Dedication … to themselves, their family and the business … every day
Ethical … in how they work and support their fellow AMSOIL Dealers and how they conduct business in the marketplace
Have fun … successful AMSOIL DJ’s all realize they have something real and tangible to offer and that they can get paid for bringing this to other people’s attention – so they have fun with it each and every day.
15) Are there items or activities that Dealers and Direct Jobbers should avoid in this business? What and why?
Avoid other people and Dealers who tell you what you “can’t” do. They’ll drag you down into their own miserable and unfulfilling existence.
Avoid second guessing what you do or don’t know. Many an unsuccessful dealer convinces themselves they need to first learn more before they can talk to other people. Just start talking to people every day.
Avoid dressing like the average Joe … wear AMSOIL clothing. It will attract people and inspire questioning … all of which means you have a chance to sell.
Avoid making excuses about why you can’t attend Dealer Meetings, AU and the DJ Convention. They are just that … excuses. Self-doubt and excuses never sold any oil.
Avoid hitting people representing Royal Purple and Lucas. Maybe they just don’t realize they represent a lousy product line.
16) If an AMSOIL Dealer or DJ is not making much money, or enough money, what would you say are the primary reasons for this?
The primary reasons I believe Dealers or DJ’s aren’t making the money they ought to be making include:
16 Self-doubt. It is by far the biggest limiter. Who cares if you never sold before. If you can talk – you can sell. If you use the products you’ll have stories you can tell … no story – no sale.
They are listening to people tell them what they can’t do versus affiliating themselves with “can-do” people. This is an easy trap so be wary and move on. After all … at the end of the day how much do these negative people really care about you and your family and your business?
Another trap is Dealers get stuck in a rut where they believe their approach is so good they don’t’ have to try other approaches or business types – or listen to anyone else’s ideas or thoughts. This will kill your growth and income. Recognize there are always ways to improve and make more money … if you’ll try.
17) Is there a “shortcut” to success in AMSOIL? What is it?
Actually, I think there is a short-cut to sales success at AMSOIL. Here it is… do something! Get off your butt and exercise your right to reward yourself thru your efforts. You’ll never look back.
18) What about the new Polymeric Grease recently introduced by AMSOIL, and what about the new film on this product? If you were a Dealer, would you invest in one of these new grease demonstration machines for $600.00? Could a Dealer earn much money selling grease?
What about the new Polymeric Grease recently introduced by AMSOIL, and what about the new film on this product?
The new AMSOIL off-road grease is excellent. It was designed to take on directly a major player in the grease market, Caterpillars off-road grease. You really need to take some time and learn all about this grease. A great place to start is right off of the AMSOIL website where a complete overview and description is offered.
Here’s what comes to my mind as far as critical applications for this grease:
u-joints ball-joints rod ends king pins shackle pins bucket pins articulation joints
PRODUCT DESCRIPTION:
17 AMSOIL Synthetic Polymeric Off-Road Grease (GPOR1, GPOR2) combines an over-based calcium-sulfonate complex thickener and proprietary synthetic polymeric technology to provide outstanding performance in heavy duty off-road applications. This synthetic technology helps give AMSOIL Off-Road Grease tenacious cling ability and maximum pound-out resistance over extended service intervals, even in wet environments.
EXTREME IMPACT RESISTANCE:
Greased components in heavy equipment are subjected to serious abuse.
Virtually all heavy-duty off-road equipment operates under heavy-load conditions.
The extreme impact common to off-road equipment forces all of that heavy load (pressure) onto places where the equipment pivots, relying on the grease to prevent metal-to-metal contact.
Lesser quality greases cannot withstand the load and are pounded out of the impact area.
When this pound-out occurs, heavily loaded components are left unlubricated, which can result in metal-to-metal contact and extreme amounts of wear.
AMSOIL Off-Road Grease’s exclusive synthetic polymeric technology provides exceptional adhesion (ability to cling to components) and cohesion (ability to cling to itself) properties.
It is engineered to resist pound-out better than other greases in heavily-loaded, extreme-pressure applications and stay in place longer, providing outstanding lubrication over extended service intervals and reducing the detrimental effects of missed grease points.
5% Moly-Fortified to Meet CAT Requirements:
AMSOIL Synthetic Polymeric Off-Road Grease is heavily fortified with moly for maximum wear protection to meet Caterpillar’s requirement for pin and bushing applications.
Its high Timken OK load and excellent four-ball wear and four-ball weld test results are proof of its exceptional load-bearing capacity.
Extended Service Life, Excellent Value:
AMSOIL Synthetic Polymeric Off-Road Grease provides serious severe-duty performance over extended service intervals.
18 It resists pound-out and significantly reduces the amount of grease ejected during repetitive pounding action. AMSOIL Synthetic Polymeric Off-Road Grease reduces grease consumption by up to 50 percent.
Its superior pound-out resistance combined with extended service intervals and superior protection result in reduced lubricant, labor and equipment-replacement costs.
Excellent Water Washout Resistance:
Greased components on heavy equipment are frequently exposed to water.
AMSOIL Synthetic Polymeric Off-Road Grease resists water washout to maintain the external seal on greased components and help prevent water and other contaminants from entering wear-prone areas.
In short AMSOIL Off-Road Grease provides superior performance, protection and longevity in heavy-duty, off-road applications.
If you were a Dealer, would you invest in one of these new grease demonstration machines for $600.00?
Seeing is believing! Anyone who sees the AMSOIL grease demonstration knows that what you “see” is priceless. Plus, grease consumers know that when the grease is pounding out of their critical componentry their equipment is not receiving protection.
So is a $600 investment in a grease demo machine worth it? ABSOLUTELY! Prospects can see precisely what you are talking about. They get visual stimulation that you augment with your product description and sales pitch. I’m confident that I could pay for my investment in one of the grease demo units with one weeks grease sales results.
Could a Dealer earn much money selling grease?
I spent 18 years of my life selling grease and gear oil. There is a need, a void if you may, that once again AMSOIL Dealers can fill. It’s also a product that is a consumable – meaning it needs to be constantly applied. So if you want to move some volumes – and make money while you do it – sell AMSOIL grease.
19) What is your opinion of the opportunities for Dealers working with AGGRAND fertilizer? Is it possible for a Dealer to build a large business around selling mainly AGGRAND?
I believe every AMSOIL Dealer should be selling AGGRAND. There are many reasons for this but one that immediately jumps to mind is that unlike oil, chemical fertilizer prices did NOT drop in 2009. In fact chemical fertilizer pricing is expected to continue an upward trend. This means today you are in a unique position to sell AGGRAND organic fertilizers – and do so at a price point below traditional chemical fertilizer pricing. 19 What this also means is that perhaps for the first time in history, organic fertilizers are cost competitive with traditional chemical fertilizers on a “commercial scale” … and they don’t do the damage traditional chemical fertilizers do. This means AGGRAND is cost effective to sell into large commercial applications!
Consider the product line up that AMSOIL has to offer:
o 4-3-3 AGGRAND Liquid Organic Fertilizer
o 0-0-8 AGGRAND Natural Kelp and Sulfate of Potash Organic Fertilizer
o 0-12-0 AGGRAND Liquid Organic Bonemeal
o AGGRAND Liquid Lime
Understand Organic vs. Chemical Fertilizers: One of the most critical things to remember is that when you apply chemical fertilizers to the soil you are feeding the plant. When you apply AGGRAND you are feeding the soil and building healthy soil. Building healthy soil is the most important thing commercial farmers & growers can do to ensure success. Why is this?
Because when you build a healthy soil it means you are providing soil life (microbes, worms, fungi) with the “materials” and the “environment” they need to do their jobs
Healthy soils are loaded with Organic Material.
Here’s a sales tip for you: If Organic Material isn’t replenished soil health declines. Substituting synthetic chemical fertilizers for Organic Material may “feed” the plants … but it “starves” the soil.
Here is an N-P-K Chemical Analysis Sales Tip: I have successfully sold AGGRAND products around the globe. Interestingly enough there is one question that always comes up:
“How do I know organic fertilizers will work for my crops and if they do – how can they do so well when the N-P-K analysis is so low (4-3-3) versus the higher N-P-K analysis of chemical fertilizers (like; 60-30-30 or some other high N-P-K analysis)?
20 I have one simple but explicit response to this question and that is to provide them a “Manure Analysis” for comparison. Why do I do this? Well, if I were to ask you if you believe that spreading cow manure on your fields will help your crops grow – you’d respond yes. So, I show them the N-P-K analysis of AGGRAND 4-3-3 versus all common manure types.
And guess what? AGGRAND 4-3-3 Liquid Organic Fertilizer has an overall better N-P-K analysis than any manure we are compared against. I have provided a copy of this to David who will share it with you in his notes recapping this teleconference.
Manure N-P-K Competitive Comparison Comments Source %
Chicken 3 – 1 – 1 Strong smell / Don’t use fresh on young plants, it will burn the stem and roots
Llama and/or 4 - 0.6 – 2 Must compost before using / No widespread source / Alpaca Never home- always at shows
Cow 3 - 0.5 – 2 Can be very moist / Laborious collection process / Farmers can’t seem to get enough
AGGRAND 4 – 3 - 3 Nice wintergreen smell / Well balanced / Can use on pre-emergent, young & developed plants
Horse 2.5 - 0.5 – 1 May contain lots of weed seeds (they only have one stomach) / May increase need for herbicides
Rabbit 5 – 3 – 2 Strong smell / Must compost before using / Very tough to catch & harvest
Sheep 3.5 – 0.5 - 2 Mild smell / Difficult to source in US & Canada / Plus, traditionally they are free range
As an AGGRAND liquid organic fertilizer specialist you should also recognize that water is becoming scarcer every year due to an increasing population base and irrigation. As we speak irrigation consumes 2/3 of the world’s fresh water supply. I ask you, “When will we reach the point of water scarcity … and how will this impact dry chemical fertilizer inputs?” The clear solution is the AGGRAND product line. AGGRAND liquid organic fertilizers offer crop sustainability, moisture retention & yield solutions by improving the soils fertility & beneficial organic material.
Consider this … chemical fertilizer requires huge amounts of fossil fuels to produce and apply. By fossil fuels I am talking about the basic fact that chemical fertilizers are made from crude oil by-products. As oil prices increase so do the prices for Chemical fertilizers.
Chemical fertilizer prices doubled from 2006 to 2007.
They doubled again from 2008 to 2009. 21 AGGRAND pricing has seen only marginal price increases over this same time - so today the AGGRAND product line can range from 15 to 60% below standard chemical fertilizer prices – making it a lucrative time to sell AGGRAND.
Should commercial growers consider a change to AGGRAND? YES!
By commercial growers I am talking about no longer just selling to small green houses and individuals, I am talking about selling AGGRAND to large agri-business.
It can and is being done.
Large agri-business can reduce chemical inputs and costs, and supplement their fertilization program with lower cost “Organic Inputs” like AGGRAND, and improve soil fertility while enhancing drought & pest resistance, while meeting or exceeding their crop yield requirements.
Let’s not forget … Mother Nature has been successfully using organic fertilization techniques in a sustainable program that has lasted for millions of years! AGGRAND 4-3-3 really works!
AGGRAND Benefits Summary:
• AGGRAND yields stronger, healthier & greater nutritional yield plants & crops
• AGGRAND helps crops develop greater resistance to disease, drought and insect attack … while concurrently developing a nutrient-rich soil.
• AGGRAND delivers equal or improved crop yield.
And Here’s a SALES TIP: Even if crop yields were slightly reduced – farmers lose nothing thanks to organic products commanding premium pricing in the marketplace!
But there are even more benefits to using AGGRAND:
• AGGRAND products are priced right so you can and will lower overall fertilizer input costs per acre.
• AGGRAND allows growers to lower overall input costs … even if they continue some chemical input use for nitrogen supplementation, you will still lower overall costs.
Here’s another SALES TIP: Don’t forget … consumers have been slow to switch from petroleum to synthetic oil … just like they are slow to switch from chemical to organic fertilizers!
And the benefits of AGGRAND just keep growing: 22 • AGGRAND stops chemical burn and contamination of groundwater & all waterways.
• AGGRAND products are safe for workers … flora … fauna.
• AGGRAND will NOT offend any “green organizations”.
In conclusion diversify your AMSOIL business portfolio ... Think AGGRAND! An AMSOIL Dealer could build an entire business around AGGRAND product sales … and many are doing so as we speak tonight.
20) What final advice or words of wisdom would you like to share with the Bell Team of DJ’s and Dealers listening in tonight?
David, I have been doing quite a bit of talking tonight. Hopefully one thing has gotten thru … and that is that I truly believe in the quality and performance attributes of the AMSOIL product line – and that includes ALTRUM and AGGRAND and our impressive line-up of aftermarket products.
I believe that sales is a noble profession and that true professionals can take the AMSOIL Dealer opportunity and build a business and lifestyle that will be the envy of everyone they know.
I have often been asked why I’m not a Dealer. I think we all choose our life courses. I like to help people realize their dreams. The fact is over the last 7-8 years I have helped Dealers sell millions and millions of dollars worth of AMSOIL products – and I’m not done yet!
I enjoy immensely studying and learning new things and then sharing those things with other people. Working at AMSOIL corporate affords me those opportunities.
I am also fiercely protective of the AMSOIL Dealer network and firmly believe that no other oil company in the world can offer its street team what AMSOIL can offer you.
Let me end by emphasizing what I started with – namely that each and every AMSOIL Dealer participating in tonight’s event needs to make a personal commitment right now to stop making excuses and start selling.
You won’t sell everyone you talk to – but I assure you if you approach every opportunity with the mind-set that you are going to talk to them and earn the right to ask for an order – you will enjoy immeasurable success and have a fun and full-filling life each and every day.
A great big Texas THANK YOU to Peter Haines from the Bell Team for a great job!
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