Event Sales Success & XS: Jason Pittenger & Jason Wesley, IBOs

Can by can, event by event, a pair of IBOs with a shared passion for XS Energy Drinks—and the profits that they can generate—are making a mark on the weekend athletic scene in and around Charleston, South Carolina.

Jason Wesley and one of his associates, Jason Pittenger, have created major sales, and an increasingly loyal following, over the past few months at soccer tournaments and other events.

They typically sell the 8.4oz drinks for $2.50 a can, typically selling anywhere from 80 to 150 per event.

XS is not the only product they offer. Rounding out their booth are Nutrilite products, such as Twist Tubes, Sports Drinks and Energy Bars. XS Energy Drinks, however, tend to attract the most interest, said Wesley.

“We also get a lot of leads from people who want to buy the product afterwards,” said Pittenger. “We have raffles for prizes like a mixed-case 12-pack of XS, XS Energy shirts, (international soccer star and Nutrilite spokesman) Ronaldino posters, jerseys and a soccer ball with the Nutrilite logo on it.”

“It’s great when we convert people from other energy drinks like Red Bull,” said Wesley. “Once people see the great quality of what’s inside XS drinks, and then they taste it, then it’s no contest, really.”

Wesley and Pittenger have developed tips for others to learn from their experience on the retail frontlines.

Among their pieces of advice:
• Select a spot where you can set up your booth so that it is in the midst of heavy traffic without getting in the way of the main event. Wesley and Pittenger have XS tents, banners, tables, and an assortment of marketing materials that attract attention and interest.

• Figure out an individual’s flavor preferences before choosing which one to offer as a sample.
“I tell people if you like Cherry Coke, you’re going to love our XS Cherry Blast,” said Wesley. “But I personally don’t care for Cherry. And if they don’t like a certain flavor, it doesn’t make sense to offer that. My goal is to make sure that their first impression is a good one.”

*To ensure the most carbonation possible, wait till someone is in front of you before you crack open a can. Besides, there’s something almost thrilling about that can-opening sound, right?

• By using the Cran-Grape & Electric Lemon Blast! Energy Mixers you can help reduce your drink-sampling investment. Fill two dispensing coolers with water and ice, then add 1 part Mixer to 8 parts water. An example would be 1 liter Mixer to 8 liters of water/ice. Adjust for best taste.

• Be creative in working out an agreement with the event organizer.
“We like to add value to the director before the tournament by offering to give all the referees water and fruit during the tournament,” Pittenger added. “By taking care of the referees, we get to educate all the referees about our products while offering a service to benefit everyone involved.”

• Don’t dilute your sales focus by aggressively prospecting people. If someone shows interest in becoming an IBO, then follow up later.
“This is not the place for you to be prospecting everybody,” said Wesley. “You are there as a vendor.”
“We’re looking long-term,” Wesley added. “These people go to multiple tournaments and we give them our schedule for the rest of the year so they know where we’ll be. If they really like the product, either as a customer or as a potential IBO, you have that built-in follow-up.”

• Be prepared to tell people where they can purchase more XS.
When individuals ask Pittenger where they can buy the drink, he tells them: “We market at events like this and you can buy it online on our site…here is our website information”.

• Gather contact information, use it solely for the purpose you have stated, and follow up within 72 hours.

• Be great ambassadors for XS and Amway Global.
Follow the event sales requirements that Amway Global has laid out, and remember that you are representing brands that go beyond your individual business.

“I tell people, `If you don’t like it, I will buy it back from you,” said Wesley. “Every single time they try it, they absolutely love it.”

So what’s your Retail Sales story? Got one…please send it to us at success@xsgear.com