A N A C T I V E L I F E S T Y L E M A G A Z I N E
M AY J UNE 2008
10 Tips for
Leading your Team
(SEE PAGE 08)
Go from So-So,
(SEE PAGE 06)
STARTING FROM SCRATCH
in a New City
(SEE PAGE 14)
2008 ANNUAL EVENT
IN ATLANTIC CITY:
For Qualifying Details,
Visit your Online Business Center
There has never been a better time
to expand your Immunotec business.
Whatever your Immunotec goals,
this popular day of training can help
turn those goals into reality.
Join Regional Sales Directors
and local leaders for a full day
of success training. We will share
the simple Immunotec system
and explore strategies that will
help you develop your business
faster than ever before!
John Frederick Dr. Jimmy Gutman
Eastern U.S. Immunotec’s Resident
Regional Director Medical Expert
A N A C T I V E L I F E S T Y L E M A G A Z I N E
FOR MORE INFORMATION ON PRODUCTS OR SERVICES
DESCRIBED IN THIS MAGAZINE, PLEASE CONTACT:
FOCUS Immunotec’s bonded cysteine dietary supplement is available
is published by Immunotec Inc. in the U.S. as Immunocal® and in Canada as HMS 90®.
Editor: Mary Politis
Immunocal®, HMS 90®, PNT 200®, Prycena®,
Contributing Editor: Janice Scrim Immunotec Inc, and the Immunotec logo
www.immunotec.com are registered trademarks of Immunotec Inc.
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Message from the Editor Table of Contents
Does your profession deﬁne you? What do you FEATURES
say when people ask what you do for a living? 02 MÉLANIE CHARRON
Do you reply ‘Entrepreneur’? No single term & MAI NGUYEN –
can really deﬁne us; we are a fusion of qualities, A BUDDING BUSINESS &
A FLOURISHING FRIENDSHIP
morals, beliefs, past experiences, hobbies, and
relationships. We are a dynamic species that needs 05 MARKETING MANIA
to evolve in order to grow.
It has been said that the deﬁnition of a successful GO FROM SO-SO, TO SUPERB!
by MANON COURCHESNE
person is one that has the power to positively
change and inﬂuence people’s lives. In this issue, 08 LEAD YOUR TEAM TO SUCCESS
you will meet some incredible Distributor teams by JOHN FREDERICK
with their own recipes for success. Upon reading 10 IMMUNOTEC SPONSORS
their stories, one common message will spring to SPECIAL OLYMPICS
the surface – they have all found something that by KATHRYN STEPHENS
they love to do and are getting paid to do it. That
12 IMMUNOCAL/HMS 90:
golden thread that binds their relationship, be it WHEY ABOVE THE REST
friends, sisters, brothers, or spouses also helps by DR. JIMMY GUTMAN
them thrive in their businesses.
14 DISTRIBUTORS’ CORNER
Read Dr. Jimmy Gutman’s article on page 12 as he delves into whey protein, and its beneﬁts
15 INDUSTRY NEWS
and the fundamental importance of research within our industry. And take a couple of
minutes to ﬁll out our marketing survey on page 17. 16 BUSINESS BEAT
Mark your agenda: September 12 - 14 in Atlantic City! Our annual event entitled ‘Achieving 17 MESSAGE FROM THE PRESIDENT
Now... more than ever’ will be packed with business-building tools, training, and new 18 KAREN CULHNO & KIM ABRON –
product launches that you won’t want to miss. The qualiﬁcation period has begun and will TO MY SISTER’S SUCCESS
run from May 1 to July 31 – keep accumulating those points to qualify for the Gold or
20 WAYNE & HOLLIS HOLLOWAY –
Platinum package. TWO BROTHERS SET OUT
TO SOW THE SEEDS TO SUCCESS
One ﬁnal thought. As you continue to build your business, remember that life only demands
from you the strength that you already possess. I look forward to hearing about your 22 NATHANIEL & LAURA McCALLUM –
promotions to the next rank. LIFE PARTNERS,
BUIDING IT BIG!
Cover page photography: Richard Mayoff
02 18 20 22
They say opposites attract, and such is certainly the case for business partners, and friends,
Mélanie Charron and Mai Nguyen. Mélanie is a self-professed dreamer; a visionary with great ideas,
immeasurable expectations, and a perpetual desire to think bigger. Mai is a realist, a go-getter
with a technical touch who likes structure and planning. Together, these two women are setting an
extraordinary pace and marking the remarkable.
W What Mélanie and Mai do have in common is, of course,
Immunotec, and how the business opportunity was
presented to each of them at a time when they were looking
for greater fulﬁllment. Mélanie, 31, was a successful
business entrepreneur and Mai, 34, had dedicated herself
Gold Distributor, Mélanie is a regular at the Red Carpet,
Set the Pace, and Leadership School events. She actively
participates in promotions, leads regular meetings, has
quickly developed a team of over 500 Distributors and
customers – and is on the verge of going Diamond. Mai,
to her role as nurse, wife, and mother. While both young also a Gold Distributor, joined Immunotec in September.
women had ﬂourishing careers, the dreamer’s passionate By February, she had promoted to Gold, earned ﬁrst place
side remained unfulﬁlled, and the nurse wanted to explore in accumulating Action Bonus points, and qualiﬁed for
the preventative approach to health. Winter Fever bonus money. Mai’s February check totaled
more than $6,000.
Both Mélanie and Mai were carefully reluctant at ﬁrst
about network marketing. They researched the company Mélanie is Mai’s Sponsor, and says her approach to her
and the products, and when they were sufﬁciently convinced, business, as well as her team, is pretty straightforward.
they came on board, and began to make their mark. And “Each person in my organization has the responsibility
it was big. of helping those they come in contact with, as well as the
“Whether we are supporting
new Distributors or learning
new training skills together, it’s
important that we unite as a
group, we learn as a group, and
we recognize achievement
as a group.”
Mai and her daughter, June, at a local tradeshow
members of their own team. Everybody is created equal in our group,
each with his or her own strengths. Each player has their own dreams,
some big, some small; my role is to make sure they achieve them, no
matter their size,” said Mélanie.
As Sponsor, Mélanie continues to challenge Mai, each time setting
the bar a little higher, daring her to step out of her comfort zone –
and to dream – bigger. Each time, Mai rises to the challenge. “Mélanie
inspires me, and deﬁes me to develop on a personal level, as well as
professionally,” said Mai. “I have discovered things about myself that
I never knew were possible, and I am accomplishing things that I can
be proud of.”
Mélanie insists that one of the most important elements of a strong,
united team is energy and synergy. “One of the ways I ensure that my
team is strong is by attending events. Whether we are supporting new
Distributors or learning new training skills together, it’s important that
we unite as a group, we learn as a group, and we recognize achievement
as a group.” And both Mélanie and Mai insist that prevention is the
key to growing old healthily, as opposed to simply growing old.
This closely-knit support system has been a positive inﬂuence for Mai,
allowing her to initiate and keep the fast pace she has demonstrated
thus far. And, she says, the business tools are designed to train
Distributors to think, act, and sell like business people – and quickly.
“The Success Guide has been an incredible resource for me,” said Mai.
“Not only has it helped me set short and long-term goals, but it has
explained how to reach them. It’s the kind of tool that makes sure that
anybody who wants to succeed, will succeed.”
As with any rising Distributor, Mélanie and Mai have had their share
of questions along the way. And they did what they tell their downline
to do – they talked to their Sponsor or upline. “Lucien Labarre and
Céline Plourde have been incredible role models for us,” said Mélanie.
“They provided us with the foundation of our principles that have
grounded our team and allowed us to prosper. They were patient when they
needed to be, and they pushed us when we needed the encouragement.”
Mélanie and Mai met outside of Immunotec, but developed their
close business partnership while on a spiritual journey and traveling
on a route to self-discovery. They are a deﬁnite force to be reckoned
with – but more importantly, they are proof that great leaders are
created every day, that powerful women can excel in an industry
with no glass ceiling, and that friendships can blossom in the most
Director of Marketing
In our continual effort to develop new products and
improve existing ones, we are conducting a survey
to get your feedback on our ﬂagship products,
Immunocal/HMS 90 and Immunocal Platinum. You
will find a copy of this same survey in your
Business Center, under the Product Resources tab, where
we invite you to ﬁll it in and submit your comments.
Your feedback is important to us, so please take a
couple of minutes to provide us with this valuable
1. How many of your customers are currently taking: 4. On average, how many Immunocal/HMS 90
Immunocal/HMS 90 Immunocal Platinum pouches do your customers take a day?
1-10 1 4
11-20 2 5+
5. On average, how do your customers prepare their
Immunocal or Immunocal Platinum?
Random shaker cup
2. What percentage of your customers are: Immunotec shaker cup
Male _____% Female _____% Stirred in a glass with a fork or spoon
0 - 12 yrs _____% Immunotec mixer
13 - 18 yrs _____% In food (i.e. yogurt, applesauce, smoothie etc)
19 - 25 yrs _____% Other, please specify ____________________
26 - 40 yrs _____%
6. Please rate Immunocal & Immunocal Platinum
41 - 50 yrs _____%
on the following features/attributes:
51 - 64 yrs _____%
Excellent Good Average Needs
65 - 74 yrs _____% Improvement
75 yrs + _____% Cost
3. In your opinion, who is most likely to purchase Size
the following products? Check all that apply. Count
HMS 90 Platinum Quality
Health conscious people Convenience
Somewhat healthy people Design of
People with health issues 7. If you could make one change to Immunocal,
Senior citizens (65 years+) what would it be?
People with speciﬁc health
challenges or diseases 8. If you could make one change to
Other ________________ Immunocal Platinum, what would it be?
“Feedback and encouragement
are the prime motivators of success.”
Go from So-So,
Regional Sales Director, Eastern Canada Division
As they say, successful sponsorship is the result of a process, rather than a random event. Once
you’ve sponsored, it’s not the end of the job, but rather the beginning!
E Everything you do to support your downline can be
summarized in this idea: I succeed by helping others succeed!
By partnering with your new Distributors and showing
them how to prospect, recruit, train and develop other
If your new Distributor is eager to build his Immunotec
business and makes himself available to learn more, then
work on a plan with him to achieve his ﬁrst important step:
Distributors, their business grows and so does yours. Showing others how to do what you do is an ongoing
process. Taking the time to model best practices provides
Understand that you cannot grow your business with
you with many opportunities to communicate, build
Prospecting and Recruiting alone… you need Training
relationships, and train your new Distributors.
and Developing also. Why?
We have found that great Sponsors, who personally embrace
P.R. = Brings new Distributors to your ongoing learning and training through role modeling,
Immunotec business perform more successfully and more often meet their goals
T.D. = Develops Distributors and dreams.
and supports duplication Take the time to model your best practices for your new
Distributors in order to develop an ongoing relationship
Get Distributors INCLUDED quickly! as mentor and coach, and to ensure that the industry’s best
Get Distributors TRAINED quickly! practices are spread throughout all of the Distributors in
Get Distributors PAID quickly! your other generations. How?
Qualify their Goals and Time Training and coaching are two ways you can help your
Discuss how much money they want to earn in their ﬁrst Distributors acquire the knowledge, skills, and work habits
month, in three months, in six months, in a year and even they need to reach their goals.
ﬁve years from now.
What’s the Difference between Training and Coaching?
Discuss their commitment: how bad do they want/need When you train, you are educating on speciﬁc knowledge or
it? How much time per week are they willing to commit skills, such as packaging your story, 3-way calling, asking for
to building their business? referrals, following-up, prospecting, recruiting and more.
Good training is more than presenting information in a to ride a bicycle without falling at least a couple of times.
lecture format. Training can also occur while conducting Scraped elbows and knees are a necessary part of the
your personal business. learning process. Parents help the process along by providing
If the topic is a skill, explain it and then model or show the encouragement. “Learning to ride a bicycle simply by studying
Distributor how to do it. Then, encourage the Distributor a manual – even a very good manual that describes the
to practice the skill with you. trial-and-error process is basically impossible.” The same is
true in our business, on the battleﬁeld, or on the playing ﬁeld.
If the topic is a concept or knowledge, explain the
Feedback and encouragement are the prime motivators of
information and ask questions to ensure that s/he
success. Without adequate feedback you will not be able to
understands you, for example:
fully develop the professional capacity of your team.
“Does that make sense?”
“What questions can I answer for you?” Be the Leader You Are Looking For.
Come from a position of strength and leadership. Don’t
When you coach, you help Distributors apply what has been build for them. Build with them! Lead by example! Now
taught, and help them stay on track to reach their set goals.
is the time to build leadership in your organization toward
In the book, Formula 2 + 2, by Douglas B. Allen and
, the Annual Event. Embrace the Immunotec system and get
Dwight W. Allen, it says that it’s almost impossib to learn
impossible your Distributors off to a fast start every time!
All You Need to Know
about Immunocal Platinum.
Now at the Reduced Price of $2.50.
Order your copies while quantities last!
“Build the strengths of each team member
and your team becomes stronger.”
Lead your Team
Regional Sales Director, Eastern U.S Division
Whether you are an Executive Diamond Distributor or just starting out with your ﬁrst few
recruits, you’re a leader. As you develop your team toward success you’ll likely recall and imitate
the leaders you have been around throughout your life. Good leadership is important for success;
frankly it’s nearly impossible to experience success without someone somewhere exhibiting
good leadership skills.
Good leaders are always looking to improve their leadership
skills. Here are 10 tips for leading your team to success!
Communicate clear goals.
It’s important that goals be reasonable but not
6 Spend time with performers.
Work with team members who are willing to take
direction and action. If you develop others to be
better and stronger, your team will grow.
necessarily easy to achieve. Connect your team to the
action steps that will enable your goals to be achieved
and you’ll have a high performance team.
7 Roll up your sleeves.
How you spend your time sends a strong message.
If the leader stops working, the team won’t be far
behind. You have great influence on the success
2 Appreciate each individual’s contribution.
Everyone who contributes to the team’s success is
important! Team members will stay connected to the
team if they are appreciated. 8 Acknowledge effort and positive action.
When you give praise for effort, the effort will be
repeated. Repeated effort will accomplish results.
3 Always have a positive attitude.
It’s easy to captain a ship in calm seas; it takes leadership
Results will fulﬁll goals!
to help your team through a challenge. Don’t get off
track when something goes wrong or problems arise. 9 Do what you say.
Don’t make commitments you can’t keep. Your team
is counting on you.
4 Focus on each person’s strengths.
Build the strengths of each team member and your
team becomes stronger. Embrace the diversity of 10 Communicate the success of your team.
Let everyone know when positive action is taken and
skills and enable each team member to ﬁnd their own results are achieved. It’s encouraging to hear good
unique standing. news, and no news in this case is bad news.
5 Listen carefully.
There’s a big difference between really understanding
and just knowing what was said. Try and put yourself
Find an organization that is developing leaders and you’ll
ﬁnd a successful and growing organization. Take every
opportunity you can to exhibit good leadership and watch
into the situation your team member is describing. your team grow!
BUSIN our ONLIN
fo r f u E S S C E N T E
ll even E
t d et a R
IMMUNOTEC’S ANNUAL EVENT
Atlantic City, New Jersey… September 12 to 14, 2008
e place is Atlantic City. e time is now! e reason is you!
is one weekend will give you the clarity, the conﬁdence, the training and tools to achieve…
NOW MORE THAN EVER!
Delegate Package: $175 CAD/USD How to Accumulate Points to
(Must be purchased by all attendees)
With the Delegate Package, you’re invited to the Welcome Qualify for an Enhanced Package:
Reception on Friday night, business meetings on Saturday and
Sunday, as well as breakfast and lunch on both days. ACTIVITY POINT VALUE
Sponsor a new customer with a minimum
order of 100 PV
Enhance Your Delegate Package by
qualifying for one of two exciting packages! Sponsor a new ImmunoDirect
customer with a minimum order 2 POINTS
(See Choices 1 and 2) of 100 PV
Qualiﬁcation Period: May 1 - July 31, 2008
Sponsor a new Investor Distributor 4 POINTS
Enhanced Qualiﬁcation Packages Sponsor a new Venture Distributor 10 POINTS
Gold Package (60 points) Promote to Silver, Gold, Diamond or
Enjoy FREE hotel accommodations and Executive Diamond promotion§
entry to the Gala Awards evening for you
and your spouse! Personally-enrolled Distributor promotes§
(silver or higher)
Promotion§ of Distributors on
Platinum Package your second and third levels by NEW! 5 POINTS
(100 points for 1 person, sponsorship (silver or higher)
140 points for 2 people) Legs that are used for promotion must be
hotel accommodations, personally-sponsored.
and entry to the Gala Awards evening!
Purchase a Delegate Package in May,
earn 5 points towards a qualifying package!
(maximum 5 points per distributorship)
VIP Cocktail Party
e top ﬁve qualiﬁers at each rank** along with all
President’s Circle qualiﬁers will be invited to attend a
VIP cocktail party with President and CEO Jim Northrop.
**Minimum rank of Venture; rank is determined on start of
the Qualiﬁcation Period.
*Airfare includes round trip economy-class airfare from a major airport near the qualiﬁer’s
place of business as determined by Immunotec. It also includes ground transportation
Gala Awards between the event and the airport. Qualiﬁers must have all required travel documents
(e.g. valid passport) prior to departure. Travel route and transportation will be arranged
For $100 you can join us at the Gala Awards evening without by Immunotec at its sole discretion. Distributors who qualify for airfare must ﬁnalize their
travel arrangements with Immunotec in writing no later than the end of the day Friday,
qualifying with a package†. August 22, 2008.
†Space at the Gala Awards evening is limited; qualiﬁers
will get priority seating. Packages available for purchase only ®
as space permits.
Director, Public Relations and Special Events
Imagine the moment. It is bitter cold and the enormous ﬂakes of snow that are swirling around
your head make your cheeks tingle as they land. The air around you is electric with the sounds of
the cheering crowd, and while the noise is deafening, you can still pick out your mother’s voice
above all the others. And then the anthem begins, and you lower your head to receive the golden
medal that will forever remind you that on this day, you competed, and you were the very best.
A Achievement is always sweet, but perhaps more so when
the life you face on a daily basis includes the extra
challenges that come with an intellectual disability. So, it
is with particular pride that Immunotec participated as a
sponsor in Special Olympics 2008 National Games,
held recently in historic Quebec City. As
outﬁtter for the Law Enforcement Torch Run,
Immunotec’s logo and branding got
outstanding exposure as a team of forty-ﬁve
police ofﬁcers from across Canada raised
awareness for Special Olympics.
Special Olympics has been “enriching
the lives of individuals with an intellectual
disability through sport” since its beginnings
in Soldiers’ Field in Chicago in 1968. Today over
2.5 million people in 180 countries around the world
participate in the games. Multiply that number by all of the
coaches, volunteers and family members that are touched
by the organization and you will begin to understand the
global reach of Special Olympics.
Organizers of this year’s Torch Run wanted to make the
Final Leg an unforgettable event for both the participants
“It is with particular pride that
Immunotec participated as a sponsor in
Special Olympics 2008 National Games.”
and the media. The torch traveled from Montreal to Quebec
Marc with his mom, Jocelyne
aboard the Train of Hope, a Canadian National train used
only very selectively. This train was unique indeed, branded
with Torch Run signage and sporting the Immunotec logo,
thanks to the talents of Gold Distributor, Normand Boulianne. Marc LeBlanc is the middle son of Jocelyne and Dan LeBlanc. Dan is
Team members proudly ran through a number of cities en Senior Director, Supply Chain Logistics at CN; Jocelyne, a dietician by
route to Quebec, and in a spectacular ﬁnale, the ﬂame was training, is a busy and committed stay-at-home mom. At nineteen, Marc
transported across the St. Lawrence River in an ice canoe. leads a busy life; going to school, interning for possible jobs, and hanging
A key member of the organizing team is Immunotec out with friends at Friday night dances. Marc is different from his brothers;
Executive Diamond Distributor, Rénald Plamondon, a he has an eye for beauty and is a commissioned painter. He loves music,
30 year veteran of the CN Police who has been actively loves to socialize, is a neat freak – and a Special Olympics athlete.
involved with Special Olympics for 10 years. Count the
When their son was diagnosed with Down Syndrome and a number of
number of Immunotec Distributors and customers who
health challenges at birth, life for the LeBlanc family took an unexpected
were involved in the Torch Run and you will understand
turn. Relocating to Quebec when Marc was ﬁve, they speciﬁcally chose a
Rénald’s philosophy of integrating his Immunotec business
community where Marc could be integrated in a regular school program.
into all aspects of his life. The only non-police vehicle in
Today, he attends a “regular” high school with a life skills program for
the Final Leg was Rénald’s Immunotec-branded truck with
special needs teenagers.
Gold Distributor Normand Robert in the driver’s seat.
Later, membership had its privileges as Venture Distributor As his peer group matured and began to participate in a variety of
and provincial police ofﬁcer charged with the protection different activities, the diversity impacted Marc’s friendships and his
of dignitaries, François Allard, gained special access into parents sought out an activity where Marc could have fun and be part of
Quebec’s legislative assembly for the Immunotec team. a community; Special Olympics was a perfect ﬁt.
The LeBlanc family
Now in his sixth season, Marc participates in indoor hockey, downhill skiing
and track and ﬁeld. He has developed new skills, learned the importance of
good sportsmanship and has challenged himself to excel. The opportunity
to take part in this year’s Torch Run was a once-in-a-lifetime experience
for Marc… and his parents. Said Dan, “Thank you to Immunotec for its
support of the wonderful group of police ofﬁcers in their Olympic Torch
relay. The experience that Marc, Jocelyne and I lived in Quebec City was
Jimmy Gutman, MD
So often we are asked how Immunocal/HMS 90 ﬁts into the world of dairy science and whey
proteins. Let’s examine this rapidly expanding ﬁeld and see how these products are truly unique.
M Many milk derivatives and whey products exist on the
marketplace for health-conscious individuals. These
products are extremely variable in their protein content,
their concentration, the amount of denaturization
negligible fat and lactose per serving. Whereas whey protein
“concentrates” usually contain between 70-85% protein
with signiﬁcant levels of fats, lactose, and often many toxins
that accompany these. It contains sub-families of proteins
(damage to the original protein structure), the actual types with the highest levels of glutathione precursors (building
of proteins present, and other factors which play important blocks) available. The unique way that Immunotec extracts
these proteins intact (undenatured) in their natural form
roles in the effectiveness of the product (see sidebar).
accounts for our ability to deliver high levels of cystine and
Immunocal is a protein isolate. Whey protein “isolates” are cysteine to the cell. It was Dr. Bounous who ﬁrst described
of the purist form, being between 90-98% protein with the importance of keeping these fragile proteins. These
“The ﬁeld of natural health care products will
only truly advance if it is based in real research
and quality control. Use the products that are
legitimately proven and patented to be effective.”
techniques are not employed by other manufacturers whose products
have been seriously degraded by the time they reach your body. Notice
that you will generally not ﬁnd warnings against heating other proteins,
because they are most often already seriously broken down.
During the manufacturing process, both the fat and lactose content
are removed. This allows even the most lactose-intolerant individual
to consume our product safely. For those rare people who have a true
allergy to milk proteins, it must be noted that up to 80% of these people
are allergic to the protein called “caseine”. Caseine is not a protein
that we desire as a glutathione precursor and the amount found in CONCENTRATION OF PROTEIN
Immunocal is in the range of 1-2%. Isolate = 90%+ concentrate = 70-90%
Of critical importance is the biological activity associated with the
proteins involved. The vast majority of whey proteins are not tested TYPES OF PROTEIN
for this factor. The research most of these companies use as “scientiﬁc Glutathione precursors vs. caseine
references” for their product are in fact done by Dr. Bounous and his
team toward the development of Immunocal. Whether any of these DEGREE OF DENATURIZATION
products actually work or not has been anybody’s guess because they Immunocal proteins not broken up
have not withstood the test of real research. Dr. Wulf Dröge has picked
up the torch and has taken Immunocal research to previously unforeseen FAT CONTENT
heights, demonstrating the effectiveness of Immunotec’s whey protein Immunocal “fat-free”
technology in most highly regarded scientiﬁc journals.
The ﬁeld of natural healthcare products will only truly advance if it is LACTOSE CONTENT
based on real research and quality control. Use the products that are Immunocal “lactose-free”
legitimately proven and patented to be effective. Be comfortable that you
and your clients are taking advantage of the highest quality supplements BIOAVAILABILITY
available to ensure health and longevity. The old adage “you get what Very high in Immunocal
you pay for” holds true in this realm as well. Skimping on your health
and physical and mental performance is not recommended. BIOLOGICAL ACTIVITY
My approach to evaluating a natural product is akin to how a real estate Very high in Immunocal
agent evaluates a property. The only difference is that the agent uses the
motto “Location, location, location” – I stand by “Research, research TOXIN LOAD
and research!”. Immunocal/HMS 90 is the only whey product that Immunocal far below industry standards
fulﬁlls all of these criteria.
Immunocal will reject if antibiotics present
News & Info
Welcome to Distributors’ Corner, a section of the magazine where new Distributors look to veteran
Distributors for business advice and guidance. Do you have questions about your Immunotec
business? Ever wonder what the best way to approach a new prospect is, or what the best follow-up
procedures are? Ask some of our ﬁeld leaders, who have achieved Gold level and above, and have
gained solid business experience and a proven track record of success.
QQ: Susan Hartman, an Investor Distributor from Ontario
asks: “I’m a new Distributor and I’ve just moved to a new city.
I’ve joined a couple of local community centers, but am
having trouble meeting people. What are some creative ways
Q: Dona Tignall, an Investor Distributor from Georgia
asks: “In addition to three-way calls, my team also practices
telephone conference calls where over twenty people can
be on the line at the same time. It has been very successful.
that might help me make new contacts and build my business?” What are some other technological tools that allow you to
AA: Patricia Busch, a Gold Distributor from New Jersey
answers: “Dear Susan, I can certainly understand your
challenge in getting oriented in a new place, however, this
contact and converse with many people at the same time?”
A: Bruno Landry, a Gold Distributor from Quebec
answers: “Dear Dona, technological advancement is
situation actually has a big plus side! You now have the amazing, isn’t it?! I believe very strongly in three-way
advantage of being the new kid on the block! Use this! Tell calling; as far as I’m concerned, it’s our most important
everybody that comes within three feet of you that you business tool! I always recommend doing a three-way call
are new to the area and you will soon see most people will with a new Distributor, especially while following the same
love reaching out to you. Ask for their advice on places to PowerPoint presentation; it’s professional, and it’s also very
shop, things to see, and you’ll soon ﬁnd an opportune time visual. I have also started incorporating web meetings into
to lead the conversation to what you do for a living. My our platform – and they are equally beneﬁcial! There are
advice is to take advantage of your situation and watch the many companies which specialize in this kind of virtual
positive effect it can have on starting a business! meeting that can have 2, 10, 20 or 30 people listening to
the same business opportunity presentation or training
My next suggestion would be to do the obvious. Look
seminar. My Sponsor as well as my downline love this new
for groups of like-minded people that you can join. It
way of keeping connected, especially since most of us are
sounds like you are already starting to do this. Find out
part-timers and have very busy schedules. We often use
what business people do in the area and do it also! Your
web meetings to do business and product training. They are
local Chamber of Commerce or other similar networking
very efﬁcient, little time is lost, and we can attend from the
groups are ideal places to start. Look for places to establish
comfort of our own homes! It’s also very duplicatable, and
real relationships. Be willing to volunteer and be helpful and
what we like to call a real home business! Good luck!
you’ll ﬁnd lots of contacts, and maybe even a new friend!
Send your questions to Janice Scrim at firstname.lastname@example.org
Your Success Guide is going to be your most important and they will be directed to one of our ﬁeld leaders and could
business tool. Step 3, “Talk to People”, found on pages 10-16, be featured in one of our upcoming Focus editions.
is full of concise examples on what to say and how to say
it. Start practicing your skills so that some of this new
language rolls right off your tongue. “Who do you know?”
will soon become your favorite question!
And remember, you are not alone! You are in business for
yourself, but not by yourself! You have a Sponsor and an
upline, and there is always somebody who can help you get
started successfully. Find these people, use their knowledge,
and you’ll be off and running before you know it. This is a
team! Welcome aboard!”
The Direct Selling Association (DSA) has been successful in
its arguments that a proposed Federal Trade Commission
(FTC) rule, known as the “Business Opportunity Rule” that
would have essentially forced American sellers of a business
opportunity to wait seven days before signing-up a new
prospect, was too broad in its scope and would
have disadvantaged legitimate direct sales and
multilevel marketing companies.
Originally designed to protect consumers from bogus
business opportunities, requirements of the new rule would
have included forcing sellers of a business opportunity to
make certain disclosures and would have required a seven-day
waiting period before a prospective buyer could sign a
contract. The rule caused real concern for business-building
Distributors who saw it as an unnecessary impediment to
Imagine the scenario: the Distributor plans a business
opportunity meeting, books a hotel room, invests time and
money in promoting the event, trains his team to make
presentations, gets a great turn-out and a very positive
response to his sell. Members of the audience are asked if they
would like to sign up as Distributors and ten enthusiastic
individuals raise their hands. The air is electric as the
meeting leader says: “Terriﬁc! I’ll call you in a week and
we’ll ﬁnalize the paperwork.” Drop off rate? Signiﬁcant.
In its statement, the FTC allowed that “the burdens (of
the initial rule) that would be imposed upon legitimate
business operations would not appear to be justiﬁed by
possible beneﬁts to consumers.” Legitimate direct selling
companies, such as DSA member organizations, will
now be exempted from the revised rule. Joseph Mariano,
DSA Executive Vice President, pledges to continue to monitor
developments and work with both member companies and
the FTC until the process reaches a conclusion.
Immunotec President Jim Northrop received news of
the revision with satisfaction. A former Chairman of the
DSA Board of Directors, Northrop is a strong supporter
of the association’s advocacy role. “I am glad to hear that
Immunotec Distributors will not be disadvantaged by
an over-zealous regulation and that the DSA has been Immunotec’s commitment to ethical
successful in its lobbying efforts on their behalf,” he said.
“Immunotec’s commitment to ethical business practices business practices and superior customer
and superior customer service are cornerstones of our
service are cornerstones of our success.
success. Add in our excellent products and you have an
offering that is extremely beneﬁcial for consumers.”
News & Info
Regional Sales Director, Eastern U.S Division
WORKING THROUGH PRICE OBJECTIONS There are many reasons why customers object to a price,
Anyone who represents a product line will come across here are a few:
customers who express concern over the price of a product. 1. Customers often don’t understand the value of our
As Distributors of Immunotec products you want to be products, and therefore don’t really know what a good
ready to help potential customers if they are concerned price would be.
about our price. 2. Customers may not have a reference point since they do
not shop for our product line. They know when gasoline
or milk prices are too high, but have no comparisons to
make with Immunocal/HMS 90.
3. It’s all a game. You might call it a hobby. Some customers
just love to negotiate. In some cases they are just testing
you to see if you want to play the negotiating game.
Here are some tips on working through price objections:
1. Validate the objection, but don’t apologize or act
uncomfortable. Our product line is truly remarkable
and well worth it.
“I understand your concern about our price, I’ve been
able to help quite a few customers understand the value of
2. Ask questions to gain understanding. You will need to
know more before you offer a solution.
“Do you know of any similar products that perform like ours?”
“How much do you think our product should cost?”
3. Offer a solution that will help change the customer’s
perspective. Give the customer some comparables and
help them see why our products are the better choice.
“Our product will cost a couple dollars per day to improve
and maintain your immune system, how much is that worth
to you? Since Immunocal is food for your immune system
you should consider our product as part of your family’s
nutritional (food) budget.”
How does Immunocal compare with:
Cup of specialty coffee
Bag of chips
2 soft drinks
“How much is it worth to you to improve your immune
system and reduce the risk of illness for you and your family?”
4. Ask for the purchase again. Once you’ve helped the
customer understand the value of our product ask again
if they are ready to get started.
“I look forward to the opportunity to
bring the Immunotec family together to
recognize accomplishment, learn from
our collective experience, announce some
Message exciting developments, and have fun.”
from the President
Teamwork is the overriding theme of this month’s Focus and,
in my experience, teamwork is the core element to successfully
growing our kind of business. The essence of teamwork is to
have everyone “singing off the same song sheet.” That is, having
a clear and consistent set of objectives and a straightforward plan
to achieve those objectives.
Together, we have a huge opportunity to grow the Immunotec
business during the next months and years… this enterprise
literally has the potential to be a $500 million company in
North America, with even greater opportunity internationally. In
order for us to achieve that goal, we need to capture the hearts
and minds of many, many more Distributors, showing them how
to use Immunotec as a vehicle to achieve their dreams and goals.
This requires all of us to educate them about our simple success
system, which will allow them not only to succeed themselves,
but also to readily show others how to succeed. Immunotec’s
success structure includes the Success Guide, Leadership Schools,
and Set the Pace events. Those who are following the system
and are actively engaging in sponsoring events on a local basis
are experiencing growth exceeding 20% this year. I would urge
everyone to embrace this simple approach, recognizing that this
is a “face to face” business where we can sponsor many people
who are looking for ways to enhance their life, both in terms of
wellness and wealth.
I am delighted to announce this year’s annual event being held
in Atlantic City. I look forward to the opportunity to bring the
Immunotec family together to recognize accomplishment, learn from
our collective experience, announce some exciting developments,
and have fun. I hope that each and every one of you will plan to be
there with us and I look forward to meeting those of you whom I
have not yet met, and reconnecting with those of you I have.
On a ﬁnal note, there are only two months remaining to qualify
for the 2008 President’s Circle cruise. Looking at past years, some
people have achieved the trip goal in less than two months.
Apply the system and join me in the Caribbean in November!
The cruise is the icing… the cake is building a winning team
which will provide you with group growth and residual income
for months and years to come.
James A. Northrop
President & CEO
“When you get everyone uniﬁed,
moving, and in action, it’s very powerful.
Then when you add the training and
the tools, you have the team and
knowledge to build an impressive business.”
To My Sister’s
Kim Abron’s husband knew he was going to lose his sight. Doctors told Kelvin by age 40 he
would lose his vision, and at age 41, he did. But Kim, a Gold Distributor from Massachusetts,
diligently continued her search for an all-natural product that could improve her husband’s
lifestyle, and maybe, just maybe, his sight.
“We had tried everything from acupuncture, chiropractic “My sister was coming to California, partly to visit me, but
treatment, Chinese tea – but nothing helped to improve mostly to attend the Leadership School that was being held
the degenerative cells in his eyes,” said Kim. “We knew he in the area,” said Karen. “I decided to attend part of the
would not regain total vision, but we hoped that part of event to be able to spend some time with Kim, but when
his central vision would return. About ﬁve months after I started learning about the products and the business
starting Immunocal/HMS 90, there were signs that our opportunity, something just clicked.”
hopes were not in vain.”
Within days of Leadership School, Karen signed-up as a
With hope in their hearts, Kim, and Kelvin still legally Distributor, started networking with the guidance of her
blind but now with partial central vision in his right eye, sister and Sponsor, and held two meetings. She proceeded
embarked on their Immunotec business and began telling to promote to Silver, then Gold, earning $1,000 in Moving Up
everyone about their story. Karen Culhno, Kim’s sister, was bonus money, as well as over $2,400 in Action Point bonus
one of those people. money. Her ﬁrst check was more than $3,500.
Inspired by the Jim Rohn CD, Kim describes how reaching “I never go to the gym without inventory – especially
out to her family, and telling each person about the Xtra Sharp,” said Karen. “If someone is impressed with my
products and the business opportunity has had an impact weight training, I tell them about a great product, and maybe
on her success. “When you get everyone uniﬁed, moving, even invite them to one of my weekly meetings. It’s important
and in action, it’s very powerful,” Kim said. “Then when to continue to invite new people to your meetings – it keeps
you add the training and the tools, you have the team and them fresh – and it keeps your business growing.”
knowledge to build an impressive business.” So now family dinners include much chatter about their
individual Immunotec businesses. And while Kim is a
Karen insists that you have to be ready and willing to make
Gold Distributor in Massachusetts and Karen is a Gold
this kind of commitment, admitting that she herself was Distributor in California, they are brought closer together
reluctant at ﬁrst. As she began to develop her Immunotec by similar challenges, grand goals, and the Immunotec
business along with her already busy career as a real estate dream. For now, the sisters are focused on one image:
agent, Karen’s passion for ﬁtness created one of many target sailing off into the sunset on a beautiful cruise ship – with
audiences to help her build her business fast: people who all expenses paid – and nothing but sea, salt, and sun
are into ﬁtness and athletics. between them and their next adventure.
Kim Abron and Karen Culhno
Two Brothers Set Out
to Sow the
Hollis Holloway Wayne Holloway
When Wayne Holloway realized that he was making $36,000 a year, working four hours
a week as an independent Distributor, he resigned from his job as a design engineer at
the local power company and made a commitment to his Immunotec business, boosting
his hours to 20 per week. His earnings grew to $72,000 within the ﬁrst year.
His brother Hollis, who had recently retired, saw Wayne’s growing business, and came
on board with the goal of supplementing his pension. As Hollis’ business grew, so did
his goal, eventually revising it to save his entire monthly pension and live solely off his
“It’s about crafting a message that is going to grab attention, while remaining focused.
The brilliant thing is that the Success Guide explains exactly how to do that.”
— Hollis Holloway
Seeds to Success
As with many other Distributors, Wayne’s product results Closing a sale has become one of Wayne’s strong
were what really propelled him, and indeed Hollis, into the points, having recently realigned his approach on the
business. Wayne suffered from chronic asthma for over recommendation of one of Immunotec’s most recent
30 years, was dependent on an inhaler four times a day, and additions to the sales team, John Frederick. “Before,
was often burdened with bouts of bronchitis. when I did a follow-up phone call I’d say something like:
‘What do you think of the products you received?’ Now I
“I never went anywhere without my inhaler,” said Wayne.
say: ‘I’m phoning to answer any questions you might have
“But soon after I started taking Immunocal/HMS 90, I was
about (name the product(s) received) so there is no delay in
called on a business emergency, and in my haste to get to
enjoying ______ ﬁll in the blank with: the beneﬁts of more
the scene, I neglected to bring my inhaler. When I returned
energy/stamina/responsive immune system…’ It’s a great
to my ofﬁce hours later, I saw my inhaler on my desk,
way to tailor your approach to each individual person,” said
and it was at that point that I realized that my health was
the Diamond Distributor who lives in Georgia.
improving.” Shortly after, with the support of his doctor,
Wayne stopped using his inhaler for his asthma. The brothers are both very enthusiastic about the
Jim Rohn CD that was recently added to Immunotec’s Basic
When Hollis, a Gold Distributor living in Florida, began
Distributor Kit, and recommend it regularly to their teams
his Immunotec career, he turned to his younger brother
as a motivational tool. Another favorite is the Success Guide
and Sponsor, for advice and guidance. But over the
Companion CD, used to recruit new Distributors. “A lot of
years, Hollis has developed into an equally strong leader,
the time, prospects have not had a chance to listen to the
travelling across North America to attend corporate events,
CD. My approach is to tell them, ‘I know you’re busy, and I’ve
while hosting meetings, building a successful team, and
listened to the CD so many times, I can tell you exactly what’s
becoming, gradually, a role model for Wayne.
on it. Let me summarize the details for you,’” said Hollis.
Hollis says an important key to his success has been a
For Wayne and Hollis, their Immunotec business is a
tightly-packaged business and product story, emphasizing
numbers game. They say it’s about reaching out, “sowing
the importance of keeping both short and simple. “It’s
and reaping” they say, because eventually, eventually, you
about crafting a message that is going to grab attention,
will talk to the right person – and that’s what building a
while remaining focused,” said Hollis. “The brilliant thing
successful business is all about.
is that the Success Guide explains exactly how to do that.”
“Before, when I did a follow-up phone call I’d say something like:
‘What do you think of the products you received?’ Now I say:
‘I’m phoning to answer any questions you might have about (name the
product(s) received) so there is no delay in enjoying ______ ﬁll in the blank
with: the beneﬁts of more energy/stamina/responsive immune system…’
It’s a great way to tailor your approach to each individual person,”
— Wayne Holloway
Laura & Nathaniel McCallum
“In this business, we’ve always felt that
we’re in business for ourselves, but not by
ourselves, and we want to make sure that our
downline feels the same way.” Big!
Laura McCallum was always exhausted. No matter how much she slept, it didn’t matter – she felt
like she was running on empty. When her friend Andrea told her about Immunocal/HMS 90
she was desperate for an all-natural solution, and so Laura agreed to try the product.
Her product results were so dramatic that she jumped at by ourselves, and we want to make sure that our downline
the opportunity to attend an Immunotec meeting to ﬁnd feels the same way,” said Laura.
out more. By the time she got home, she had also learned
Supporting their growing teams is important to the couple,
of the business opportunity, and her enthusiasm convinced
who say they split their time between recruiting, coaching,
Nathaniel to get started as a Distributor right away.
and training. “Enabling your Distributors to succeed is
“Laura had such an amazing turn-around,” Nathaniel said. critical. Whether you’re phoning them to tell them about
“She went from having no energy to feeling like she did an ongoing promotion, or explaining the importance
when she was in her 20’s. Then when Laura got home from of starting with an Action Pack and autoship, keeping in
the meeting she told me all about the business. I was hooked.” regular contact with your Distributors is what’s going to
Nathaniel joined last August and went Venture in September. keep your team healthy,” said Nathaniel.
Then in January, he attended the Costa Mesa Leadership School.
In less than two weeks, Nathaniel promoted to Silver, then Laura and Nathaniel embrace their new life in Arizona
Gold, earned $1,000 in Moving Up bonus money, achieved
third place in Action Bonus points, and added nine new
Distributors to his downline. His check in January jumped
to over $3,000, almost 10 times what he had made the
“Leadership School was such an amazing turning point for
me,” said Nathaniel. “The gel for me was learning how to
work with my upline, trusting that when I put my hand up,
there will be someone there to help.” Nathaniel also practiced
and mastered three-way calling, and eventually adopted
these calls as one of his most-often used business tools,
saying that a third person adds credibility and validation.
While his wife, Laura, remained on the sidelines, she was
learning the business right alongside her husband. In
February she decided to not only be Nathaniel’s support
system, but his business partner.
“I felt alive for the ﬁrst time in such a long time – it was
invigorating,” said Laura. “Watching Nathaniel build his
business, and seeing him become successful so quickly The husband-wife duo devotes about ten hours a week to
inspired me to want to get involved as a Distributor, not their Immunotec business, and while they work as a
just as his wife. As soon as I joined, I got the training team, they each have their own goals. For Nathaniel, his
and I learned the business strategies ﬁrst hand – and I immediate goal is to ﬁnish qualifying for the upcoming
felt excited!” cruise, being just mere points away. For Laura, who is just
beginning, she says she’s focused and ready, and going for
Together, Nathaniel and Laura are focused on supporting
their growing team in a variety of ways. They stay in
constant communication with a weekly, brief newsletter Hopefully by the time we meet them on the cruise ship in
that reinforces the system and duplication. “In this business, November, they will have accomplished both – and will
we’ve always felt that we’re in business for ourselves, but not already have new goals in mind.
Aurelius Ransom Albert Aucoin Frederick Cox Joseph A. Diaz Jacques Morin Régis Ouellet
Diamond Gold Silver Silver Silver Silver
Distributor Name Title Distributor Name Title
AURELIUS RANSOM Diamond ALEX LARSON Silver
ALBERT AUCOIN Gold ROBERT LABERGE Silver
RACHEL BOSWELL Gold SIMON LALIBERTÉ Silver
ANN BROWN Gold MOLINY LEDOUX Silver
KEVIN BROWN Gold LOUISE LÉGARÉ Silver
VIVIEN CHANTANOP Gold JACKIE LEGAULT Silver
VIOLETTA MOVSESYAN Gold DONNA LITTLE Silver
MAI NGUYEN Gold DAVID LOPEZ Silver Ilona Parker
PIERRE NOLET Gold KIM THUY LY Silver Silver
ANDREA STOVALL Gold WANDA MALFARA Silver
SUSAN TRIGONIS Gold BARBARA MARCUS Silver
FOLAKE AKINDE Silver RUZANNA MARTIROSYAN Silver
TERESITA ASTEL Silver SHELLY MARTYN Silver
MARK BOBOROSKY Silver HALYNA MASHTALIR Silver
VALERIE BOGLEY Silver ROBERT MIDDLETON Silver
JOHANNE BOIVIN Silver JULIE MINOGUE Silver
GÉRARD BOYER Silver JACQUES MORIN Silver
BEN JR. BROWN Silver RÉGIS OUELLET Silver
Kim Thuy Ly
CHARLOTTE BYNOE Silver ILONA PARKER Silver
GARY CASHE Silver RODOLFO EMILIO PATINO CONDE Silver
FREDERICK COX Silver THÉRÈSE RABY Silver
CECILIA CURAMENG Silver CHANTAL ROY Silver
PIERRE DALPÉ Silver CÉCILE ROYER Silver
STEVEN DAVIS Silver PEGGY SCHNELL Silver
ANDRÉE DESJARDINS Silver TANYA SHEWCHUK Silver
YANNICK DESLOGES Silver MAUREEN STAFFORD Silver
JOSEPH A. DIAZ Silver JOHANNE TRÉPANIER Silver
MICHEL DIONNE Silver CHRISTINE VILLENEUVE Silver
FELICIA DIVINITY Silver KATHERINE A. WAGONER Silver Johanne Trépanier
SUSAN FEIL Silver MICHAEL WALKER Silver Silver
JOHN M. GARNER Silver REGINA ZADOROGNUK Silver
PROMOTED IN JANUARY TO SILVER: FERNANDE CORRIVEAU
FEBRUARY MOVING UP
Barbara Caccarile Fernande Corriveau Karen Culhno Denis Guy Jean-Marie Lagacé Nathaniel McCallum
Distributor Name Amount Distributor Name Amount
BARBARA CACCARILE $2,500 CATHERINE OWENS $750
KAREN CULHNO $1,000 RICHARD PERKINS $750
NATHANIEL McCALLUM $1,000 JAMES BOYLE $250
CAROLE BABIN $750 GILLES CHARTRAND $250
ROBERTA FRYE $750 FERNANDE CORRIVEAU $250
FEBRUARY MOVING UP – cont’d
Distributor Name Amount Distributor Name Amount
HAROLD B. DAILY JR. $250 RICHARD MIRON $250
RICHARD DORIA $250 ANTHONY NARINE $250
JOAN FOSTER $250 DONG VAN NGUYEN $250
CECIBEL GOLLER $250 JAMES W. PATTERSON $250
ALEXANDRIA GRANDBERRY $250 SABINA RABAEVA $250
DENIS GUY $250 KAREN ROGERS $250
YOCASTA HAHN $250 BRIDGID SANDLER $250
DR. GREG KURULIAK $250 AURELIO SIENES $250
JEAN-MARIE LAGACÉ $250 BRUCE WATSON $250
DANIEL MALFARA $250
FEBRUARY ACTION BONUS – TOP THREE
Mai Nguyen Vivien Chantanop Qi Jiang
Distributor Name Total Points Amount
MAI NGUYEN 133 $3,876.75
VIVIEN CHANTANOP 115 $2,326.05
QI JIANG 96 $1,550.70
FEBRUARY WINTER FEVER
Lioubov Anachkova Marie-P. Corriveau Sylvain Dion Bruno Landry Barbara Marcus R. Martirosyan
Distributor Name Amount Distributor Name Amount
VIVIEN CHANTANOP $800 AURELIUS RANSOM $400
MAI NGUYEN $800 CÉCILE ROYER $400
FOLAKE AKINDE $400 CHRISTINE VILLENEUVE $400
TERESITA ASTEL $400 KATHERINE A WAGONER $400
MARK BOBOROSKY $400 LIOUBOV ANACHKOVA $200
VALERIE BOGLEY $400 CORAZON ARABACA $200
GÉRARD BOYER $400 VOLODYMYR BARBA $200
Cécile Royer KEVIN BROWN $400 ILIA BASKIN $200
KAREN CULHNO $400 MARC BEAUMIER $200
CECILIA CURAMENG $400 FERNANDE CORRIVEAU $200
PIERRE DALPÉ $400 MARIE-PAULE CORRIVEAU $200
ANDRÉE DESJARDINS $400 VIRGINIA CRIST $200
YANNICK DESLOGES $400 SYLVAIN DION $200
FELICIA DIVINITY $400 JORGE DOMINGUEZ $200
ANNA DROZD $400 ROBERTA FRY $200
ROBERT LABERGE $400 MICHÈLE LACOMBE $200
SIMON LALIBERTÉ $400 BRUNO LANDRY $200
ALEX LARSON $400 PAULINE LAREAU $200
MOLINY LEDOUX $400 GÉRARD LECLERC $200
LOUISE LÉGARÉ $400 CLAUDE L'ESPÉRANCE $200
DAVID LOPEZ $400 LEROY R LEWIS $200
WANDA MALFARA $400 MARYSE PERREAULT $200
BARBARA MARCUS $400 TELMAN SHAMAILOV $200
RUZANNA MARTIROSYAN $400 AURELIO SIENES $200
JULIE MINOGUE $400 YULIA STRACHKOVA $200
JACQUES MORIN $400