The Grand Slam Hit
With the core of their new direct-selling venture established, Jay and Rich next set about figuring out what kind of product to sell. It was an important decision and one they discussed at length. After watching Nutrilite’s battle with the FDA, the partners knew they didn’t want to move into an industry that was highly regulated. They also didn’t want to get involved in anything that had to be explained, that required a lot of training, or that required convincing the consumer that he or she needed it. “A Nutrilite sale required a one-hour presentation to convince the potential customer of their need for dietary supplements,” Jay said. “Our new product line had to be something everyone knew they needed” and could be sold with a minimum of effort.23
What was something that everyone needed and used every day and always had to buy when it ran out? Something that they understood and recognized the need for immediately and that didn’t require a lot of effort to sell? They kept kicking around ideas.
Then it hit them. Of course. It was so simple, so logical. Why hadn’t they thought of it before?
Soap! They would sell soap.