Pallets-to-Profits XS Success Story: Charlie Durso

Like his favorite baseball team, the New York Yankees, Charlie Durso always finds a way to win.

So it's only fitting that with XS Energy's recent Pallets-to-Profits program, in July he offered free tickets to Yankee Stadium for those IBOs who moved at least 20 cases of the drink during the month.

Sixteen qualified to take in the Aug. 8 game against the arch-rival Boston Red Sox—which the Yanks won handily.

Setting the stage for such a memorable experience reflects Durso's recognition of the value of investing in high-achieving IBOs.

"It's been going excellent," Durso said. "We are much more competitive in the marketplace with the pallet price. And I often shave a few more dollars off the price to make it even more competitive."

"That may come out of my pocket," he continued, "but it comes back to me in terms of additional money through the performance bonus schedule."

Platinum IBOs receive a $15,000 business when they qualify all 12 months of the fiscal year, Durso noted, so they more than recoup whatever investment they make in passing along lower-priced incentives to IBOs in their organizations.

In August, outside of the Pappalardo team that represents his biggest leg, Durso's organization saw numerous new pins broken. He estimated that there were 120 1,000 PV legs and above, including 32 at the 2,500 PV level and 16 at the 4,000 PV level, bolstering the numerous IBOships that wrapped up their Q-12 Platinum years.

"If I'm making money and my downline ain't making money, that's not good," he said. "If people aren't making money in your business, you're not going to have a business. You've got to push down every benefit you have. That's what we've got to learn to do."

The many support materials on the XSGear.com website "are an extremely important part of the process," Durso said, from banners, barrels and tents to other tools that professionalize your presentation.

"All of that is an important investment in being in your own business," Durso said. "You've got to make the investment so that you can make the money."

Durso is also excited about the growth in XS Smoothie Sales that members of his team are pursuing, at events like soccer and lacrosse tournaments.

On Sept. 4, the Saturday of Labor Day weekend, Durso organized an even bigger bash than the Yankees incentive. He rented a cruise boat for four hours and filled it to capacity with 150 fired-up IBOs. To qualify, each needed to do at least 150 PV in August, with a minimum 50 PV coming from XS.

As the cruise journeyed throughout Long Island's South Bay, they had an abundance of food—and all the XS they could drink—and were entertained by Vladimir, one of the top DJs in the country. "The weather was absolutely gorgeous," said Durso.

"The water was like glass. There wasn't a cloud in the sky and we had an absolute blast."

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