2. SHOW THEM THE MONEY How To Find Money To Pay For The Products You Sell. Presented by: Joel D. Schaffer, MAS Soundline - CEO Selling Marketing On Par With Other Mediums

3. 4 YEARS AS A DISTRIBUTOR 3 YEARS WITH A DIRECT HOUSE 30 YEARS AS A SUPPLIER A- 0-1 YEAR B – 2-5 YEARS C- 6-10 YEARS D- 11 PLUS

4. TO CHANGE YOUR PROSPECTING PARADIGM.

5. METHODS OF PROSPECTING COLD CALLING - WARM CALLING KNOCK ON DOORS DIRECT MAIL/DIRECT RESPONSE TELEPHONE ELECTRONIC

6. Customer The distributor calls the “suspect” to make an appointment Distributor ‘RING’-’RING’

7. THEY ARE MEAN

8. YOUR OVERTURE IS POOR

9. NO GENUINE NEED

10. THEY HAVE A VENDOR

11. THEY HAVE NO TIME FOR YOU

12. THEY ARE NOT THE BUYER

13. THEY’VE JUST BOUGHT

14. THEY’RE AFRAID TO BUY DECISIONS MAKE ME NERVOUS

15. THEY ARE DUMB

16. THEY HAVE NO MONEY So, let’s get them some and get them the order

17. UNLOCK THE VAULT TO CO-OP MONEY FROM 6000 PLUS CORPORATEPARTNERS

18. Tapping Into Co-op Funds Getting co-op funds allows you to get a third party to pay for some or all of the cost of the promotional product you are selling. You become much more than a “vendor” as you can “show your client” the money and source(s) of funding.

19. The ART of calling ……. Good morning Mr. Johnson: Knowing you are a person who wants to increase sales and profits, I need about 5 minutes of your time to show you how my company can help you increase sales and customer loyalty and it may not even cost you a penny to accomplish this incredible goal. How about Tuesday at 9:00 or Wednesday at 4:30 ?”

21. A CASE HISTORY –Carriage House Restaurant The prospect was a department store restaurant. They wanted to increase traffic and were interested in using a premium, but they told their sales representative that “they had no money”. To overcome this objection the sales rep suggested that the restaurants’ vendors participate in the program. After contacting the brands the restaurant uses, funding was received from SANKA and Jell-O. The money allowed the sale to be made.

22. WHERE CO-OP DOLLARS ARE TRADITIONALLY SPENT

23. F.S.I.

24. A financial relationship between a manufacturer and its dealer or distributor, whereby both parties share in the cost of the advertising or promotion of the manufacturer’s product by the distributor. DEFINITION “CO-OP ADVERTISING”

25. Based upon annual sales volume It is an allowance It is in an account You use it, or loose it

26. Total Guesstimated Value of Available Funding GREATER THAN 50 BILLION DOLLARS PER ANNUM 6,000 x annual wholesale business $ - x- “? %” = available funds

27. BRAND NAME STORE NAME CO-OP MONEY PAYS FOR A PEN A tire shop purchases pens to distribute to fleet managers. The barrel has their imprint while the cap has the tire manufacturer’s imprint. 1000 pens @ $2.00 each = $2,000 total Manufacturer pays 60% = $1,200 (less) Store pays 40% = $ 800 (pay)

28. www.nationalregisterpublishing.com

29. www.co-opsourcebook.com

32. Don’t sweat a bad economy, do something different

43. TRICKLE DOWN THEORY Motivate your customers to motivate their suppliers to allow co-op spending on promotional products. RESULT Add billions of dollars to our marketplace shared by distributors and suppliers

45. Customer Distributor Distributor calls “suspect” to make an appointment” ‘RING’-’RING’

46. DECEMBER 31, 2004 – 11:59 PM Just a note to say “I did it” joel@soundline.com