Paperly's Starter Kit: Different is Okay

Paperly's Starter Kit is different. Different can  sometimes feel good, but other times different can feel unsettling. I thought I'd take a moment to explain the rational behind Paperly's "different" Starter Kit.

The Past

Originally, Paperly's Starter Kit was $249. Wow! That was a big investment for a new Consultant. However, the Kit was full of samples, printouts of training & promotional materials, 2 different catalogs, etc. Unfortunately, the Kit was a big, heavy, cumbersome mishmash that didn't meet the needs of the Consultants for a number of different reasons:

• It was too expensive. The $249 price tag prevented too many from joining Paperly.
• The training & promotional materials were outdated almost as soon as they arrived on the new Consultant's doorstep. Paperly needed a more timely and accessible repository of documents.
• But most importantly, the samples were too generic. Sure, it's nice to receive a platter in a Floral design personalized with "Jane Doe". But what if the Consultant didn't like Florals?  Or didn't like the font we chose?  Or worse - what if her customers don't like Florals? Not surprisingly, the generic samples didn't generate the passion and enthusiasm from the new Consultants we had hoped.

We knew we had to make a change.  But equally as important, we knew we had to make Paperly different so that it would standout from the crowd.

The Present

In January 2012, Paperly launched its current Starter Kit and we believe it solves all 3 of the problems listed above: price, timeliness and passion.

• Paperly's Starter Kit is now only $99. We stripped away the extraneous pieces but retained everything critical for new Consultants to start and grow their Paperly business.
• Paperly's training & support documents are now available instantly online. As soon as a new Consultant enrolls, they can login to their Virtual Office and immediately begin reviewing critical training documents such as Paperly's "12-Week Roadmap to Success". Plus, we are no longer terrified of included an outdated promotion into the Kit; instead, it's always online and accurate.
• Most importantly, we removed many of the generic samples and instead began offering new Consultants "40% off for 40 Days".  Now Consultants can choose the exact product they want, in the exact design they want, with the exact personalization they want. We have found Consultants are 100x more passionate about a sample when it reflects their personal style.

We are confident the ability to personalize the Starter Kit with the exact products a new Consultant wants makes Paperly sufficiently different. Yes, sometimes it's unsettling to a new Consultant - i.e. "I now need to choose my samples?"  But all in all, we are VERY proud of Paperly's current Starter Kit.  And yet... in order to remain ahead of the curve, Paperly has further plans for what it offers new Consultants.

The Future

Paperly's Starter Kit needs to continue to evolve. The "40% off for 40 days" promotion has been a huge hit, so I expect to keep it.  And yet, I want to include additional samples into the Kit.  For example, it makes sense to include a Paperly-branded key chain or bag tag, doesn't it? And instead of single sheets of Paperly's notepads, we probably should include entire notepads, right?  Also, we could add some timeless promotional & training materials - such as Hostess Rewards, the Commission Plan, etc. - and not worry about these documents becoming extinct instantly.

In conclusion, I am confident Paperly's Starter Kit will always be a bit unique, but will always far exceed its primary purpose: To help Consultants start and build their Paperly business. In the end, I'm okay with being different.

- Jay Rudman, CEO, Paperly

In 2011, Produce... Don’t Just Consume

I’m a bit tardy on my New Year's resolutions. Perhaps my first resolution should be, "Don't procrastinate when it comes to writing Paperly's blog!" Putting that minor character flaw aside, one of my New Year's resolutions can be summed-up as, "produce... don’t just consume".

What does that mean? It might be best explained with a few examples:

• Reading a book, albeit one of my favorite pastimes, is consuming. Writing a book, journal or letter is producing. Writing produces ideas, creates tangible and everlasting artifacts, and leaves something for future generations (kids, grandkids and great-grandkids) something to ponder.
• Living in Chicago is consuming. Contributing to Chicago is producing. I love Chicago for its beaches (not during the winter though!), its architecture, its fine dining and its cultural attractions. However, to be a productive member of Chicago's community, I need to contribute: e.g. join the school board, volunteer at a shelter, have Paperly sponsor a neighborhood event, etc.
• Working for a company is consuming. Starting a company is producing. Creating a company offers the owner hope for a better life, provides employees a financial means, and can significantly impact the surrounding community positively.

Tying this back to Paperly (which I undoubtedly need to since this blog is supposed to be about Paperly ;) joining Paperly as a Consultant is an amazing first step towards producing rather than consuming. As a Consultant, you run your own business, you manage your own work-life balance, you generate self-income and you earn tremendous satisfaction by helping others find their perfect personalized product. All are examples of producing. In fact, being a Paperly Consultant might just be the perfect encapsulation of producing rather than consuming.

Perhaps this idea of producing versus consuming is too provocative? Maybe it's an oversimplification of the Golden Rule, "It is better to give than to receive"? Regardless, I am going to work hard in 2011 (and hopefully beyond) to produce. And I think the world just might be a better place if everyone tries the same.

Happy 2011 to you and yours.

Regards,

Jay Rudman, CEO * Co-Owner, Paperly

Comparing Commissions

The feedback from Consultants regarding Paperly's new Commission & Career Plan, which is still relatively new (we just launched it on 09/01/10), has been overwhelmingly positive. And yet, I still occasionally hear from folks interested in joining Paperly, "Why are Paperly’s commissions limited to 26% when I see other direct selling companies offering 30, 40 even 50%?" Nothing could be farther from the truth!

1. Paperly's average party size in 2010 neared $450. I believe the industry average is closer to $350. Clearly, larger parties means larger commissions, so be sure to ask other companies what their average part size is.
2. Paperly’s Consultants do not need to carry inventory. Instead, Paperly's products are personalized and drop-shipped. No inventory means no additional investment beyond the Starter Kit. This is not true for most other companies. They need to offer a higher commission rate, because their Consultants need to re-invest in additional samples and inventory. Therefore, do not looking solely at raw commissions. Instead, you need to calculate your "return on investment" – i.e. how much you make versus how much you spend.
3. Paperly’s 26% is merely its base rate. Many of Paperly's Consultants earn substantial bonuses (up to 12%) by hitting achievable personal sales targets. Also, the 26% does not count the additional commissions a Consultant can earn: e.g. downline commissions (up to 6%) and team/generation bonuses (up to 8%).
4. Lastly, when I helped build Paperly's commission plan, I was adamant that a Consultant could be successful via (i) personal sales, (ii) building a team or (iii) both. I talk to Consultants every day and I know each ticks differently: some like to sell, some like to recruit… and that’s perfectly okay with Paperly. Please be wary of any direct selling company that requires you to recruit as the only way to be successful.

All that said, I think Paperly’s Plan is VERY competitive. Don't be blinded by looking solely at base rates, because so many other factors go into your final payout. Truly, the best advice I can offer when you’re trying to compare commission plans is: Find a company and product that you absolutely love, share your passion with everyone you know, and you’ll likely be very successful.

Happy Holidays,

Jay Rudman, CEO * Co-Owner, Paperly

A Note to Husbands

Not all of Paperly’s Consultants are wives, but many are.  And near the top of the list of things I inevitably hear from potential female Consultants is, "Let me discuss this with my husband."

As a husband myself, I completely agree.  After all, I too would want to discuss Paperly before my wife became a Consultant.  (Hypothetically, of course, since my wife, Cindy, is a co-owner of Paperly already!)  The wife-husband conversation makes perfect sense.

However, I NEVER hear from the husband directly.  I only get his thoughts through the wife.  And so, I thought I’d write this blog entry as a note to all the husbands out there.

(Potential Consultants: Feel free to print this out and hand it to your husband prior to your conversation with him.)

~~~~~~

Dear Husband of Potential Paperly Consultant,

My name is Jay Rudman and I’m the CEO and Co-Owner of Paperly.  Because I know you have questions prior to your wife joining our remarkable team of Consultants, I thought I’d try to answer some of your most common questions up-front.

1. Happy to answer all of your questions!  The very first thing I want you to know is, “please don’t be shy.”  This is a *big* decision, a family decision, and I’m happy to answer all of your questions.  Simply call or email me (773.661.1357 or jay@paperly.com) and I’ll reply directly and honestly.  It’s important for you to know that Paperly is a family-based business, and therefore, we try to be as open and honest as possible. So please call/email and ask.  We’re happy to answer.

2. No, Paperly is not going to steal your money.  I can say this, because I’m a husband too… husbands can be a bit cynical.  We husbands believe that all *big business* is out to steal money from *regular folks*.  Maybe other businesses (although I’m a bit more optimistic than most), but certainly NOT Paperly.  We’re in business to ensure our Consultants are successful.  When they’re successful, Paperly will be successful too.  Honestly, our Consultants, Hostesses and Customers come first.  So bluntly, no – we’re not going to steal your money!

3. Yes, Paperly does offer a real earning opportunity.  It would be ridiculous for us to say, "join Paperly and earn $1 gazillion in 1 week."  Anyone can see through that sham.  But Paperly does offer a real earning opportunity.  Commissions can be significant on both personal and team sales.  Candidly, Paperly is too young to have $100,000+ Consultants yet, but I see no reason why that couldn’t happen someday soon.  And wouldn’t it be nice to say your wife was the first?

4. What happens if it doesn’t work out?  Paperly has worked very hard to be a member of the Direct Selling Association (dsa.org) which requires a very stringent buyback policy. Please read Paperly’s at www.Paperly.com/policy-statement.asp.  In short, Paperly will repurchase re-sellable contents of your wife’s Starter Kit within the first 12 months at 90% of the price paid by her.  Of course, this completely glosses over the fact that the Starter Kit is such a minimal investment to start with, especially the potentially unlimited upside.  Nevertheless, Paperly's buyback policy does remove some uncertainty.

Of course, there are many, many more questions that you may have, and again, I’m happy to answer them one-on-one (773.661.1357 or jay@paperly.com).  But before concluding this letter, please appreciate the passion, the enthusiasm and the desire your wife has towards wanting to be successful with Paperly.  I humbly request that you let her try; she’ll likely erase all your doubts within days.

Regards,

Jay Rudman, CEO * Co-Owner, Paperly

Why We Do What We Do

One of the first questions I ask folks interested in becoming a Paperly Consultant is - logically, “Why are you interested in becoming a Consultant?” Their responses vary from “I’m looking to earn some additional income” to “I need something that better balances work and family”. Interestingly, Consultants never volley my question back to me. Nonetheless, I think it’s important to share with you why I run Paperly.

First, I love stationery. I hope that passion is evident in everything I do. When you love your product, you’re never “selling”. Instead, others are simply swept-up by your passion.

Second, I love helping others. In the past, I’ve owned and operated other businesses, but they were all transactional. Paperly is unique. It’s not about the transaction, it’s about helping others. Paperly’s new Consultants are typically never-before entrepreneurs, who are opening a new business often for their first time, so they can build a better life for themselves, and often their family. Rightly, they’re scared and lack confidence. I love helping new Consultants reach their potential. Inevitably, they blossom as they discover that they truly can be successful!

Lastly, and probably most importantly, I’ll share with you a few words my 9-year old daughter recently wrote (please ignore any errors in grammar or punctuation):

"I admire my dad because: He opened his own business Paperly. Not many of my friends parents have opened their own business. My dad is wonderful in many ways and running and owning Paperly is just one of many."

The lessons my children are learning by watching their dad start and grow a business are immeasurable. Each day, my daughter and son (who is 6 years old) ask about Paperly. They love to provide their opinions on Paperly’s products. They love to visit the office. They love asking about our new Consultants. They simply love being part of the Paperly process.

So why do I run Paperly? Because I want to teach my children, by example, the pleasure of working hard with the hopes of succeeding. That truly is the best reason to do what I do.

Regards,
Jay Rudman, CEO * Co-Owner, Paperly

Money matters, but it’s not the only thing

To date, the #1 reason Consultants have joined Paperly is because they love our products.  The #2 reason is that they’re looking for a fun, stay-at-home business that isn’t overly saturated in their area.  Not until you get to #3 does the word “income” or “money” start to appear.

As Paperly’s co-owner, I’m VERY pleased to know that folks are joining Paperly for the right reasons!  After all, if my Consultants are not passionate about our products, then their “selling” of Paperly’s stationery is essentially a farce, and ultimately, that Consultant will fail.

That said, even though money is #3 on the list, it does matter.  As Paperly’s CEO, I need to ensure Consultants see the rewards of their efforts… and fast.  Thus, Paperly has begun the complex task of reviewing its compensation plan.  To me, Paperly’s comp plan needs to achieve the following 3 objectives:

1. Enable the “Seller” to succeed

Not every Paperly Consultant wants to recruit or manage a team.  Many simply enjoy selling Paperly’s products.  As such, I need to help these Consultants earn a very competitive commission on their personal sales, plus reward them with significant bonuses when they exceed reasonable targets.

2. Let the “Leaders” thrive

Some Consultants want to share their passion for Paperly with others.  They relish sponsoring others.  They love the challenge of building, managing and leading a team.  As such, I want these Consultants to earn a commission on the success of their direct recruits, their recruits’ recruits, and so on.  To me, a team leader spends a significant portion of her time cultivating her team, and therefore, needs to be rewarded when her team succeeds.

3. Provide plenty of “Known Surprises”

What’s a “known surprise”?  Imagine joining Paperly, reviewing the comp plan, and seeing that one day, you may earn a $100 bonus when X or Y occurs.  Sure, you know that bonus exists, but you forget about it, because you’re too busy falling in love with your Starter Kit and booking parties.  Then, a month or two pass, and you see in your commission check an extra $100 because you achieved X or Y.  Wow!  What a wonderful surprise, even though you knew it existed.  To me, a Consultant needs a constant shot of such surprises – often known but forgotten – that makes her smile and say, “yahoo!”

All 3 of these objectives will underlie Paperly’s future comp plan.  We’re confident it’ll enable Paperly to continue its torrid growth.  Personally, I can’t wait to start writing bigger and bigger commission checks to my Consultants.

Regards,

Jay Rudman, CEO * Co-Owner, Paperly