• Report: #77979
Complaint Review:

Scentura Creations Dba Universal Wholesale Distributors And Zirbel Enterprises, Inc.

  • Submitted: Sat, January 24, 2004
  • Updated: Sun, February 15, 2004

  • Reported By:Poway California
Scentura Creations Dba Universal Wholesale Distributors And Zirbel Enterprises, Inc.
6790 Top Gun Street, Suite 5 San Diego, California U.S.A.

Scentura Creations Dba Universal Wholesale Distributors And Zirbel Enterprises, Inc. RIPOFF, SCAM, DANGER, LIARS, NO ANSWERS, VAGUE, DISHONEST, FRADULENT, LIARS San Diego California

*UPDATE EX-employee responds: Scentura distributors: Justification is a powerful tool to make a person feel comfortable about scamming others

*UPDATE Employee: Great Bussiness. they didn't lie

*UPDATE Employee: Point by point rebuttal showing Scentura and Universal Wholesale Distributors, ran by Doug Zirbel, is a complete scam (86 pages!)

*Consumer Comment: Universal Wholesales is not a scam!

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On Tuesday 1/20/04 I went to my first interview. Everything you'll read or have read, you will see and hear if you go check out the company. Please, help me shut down this scam in my city. If anyone has any information to shut this company down, please let me know. You can email me at gomezl@rocketmail.com.

The ad in the San Diego Union-Tribune, Employment Section, Sunday, January 18, 2004 under the Managment Section reads

"Management/Asst Mgt/Sales

$62,000 PLUS

1st yr/No lie, after training, potential. Fashion industry
seeks 12-15 team-minded, self-motivated Guys & Gals to
become branch managers. No exper nec for 1-2 mo paid training. 858-554-1156"

DON'T BE DECEIVED!!!!!! You won't get answers, you'll ask if you get paid a salary after training and "Leslie" will say "sort of, you'll find out after training". And "Amy Su" will take care all of the insurance paperwork and takes care of everyone (yet you never see her and Leslie has no idea what her healthcare plan really is). Don't let her fool you.

Poway, California

This report was posted on Ripoff Report on 01/24/2004 01:19 AM and is a permanent record located here: http://www.ripoffreport.com/reports/scentura-creations-dba-universal-wholesale-distributors-and-zirbel-enterprises-inc/san-diego-california-92121/scentura-creations-dba-universal-wholesale-distributors-and-zirbel-enterprises-inc-ripof-77979. The posting time indicated is Arizona local time. Arizona does not observe daylight savings so the post time may be Mountain or Pacific depending on the time of year.

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#1 UPDATE EX-employee responds

Scentura distributors: Justification is a powerful tool to make a person feel comfortable about scamming others

AUTHOR: Jd - (U.S.A.)

I think your posting makes you look bad enough, that I really don't need a follow up. But there are some people out there who are naive and gullable, and may actually want to beleive with all their heart that the opportunity that you are peddling is real.
A good indication if someone is lying is two things:
1) Justification
2) Contradiction
You short posting manages to have both of these characteristics.
Your title is: "Great Bussiness. they didn't lie"
Yet you admit and justify the lies in the paper by writing:
"And it is not a fraud to lie in the paper. Many people do that."
So you are admiting that, like someone selling a lemon in the classifieds, that what you peddle in the classifieds is not 100% true? That this job opportunity you peddly is a "lemon job"?
>>you wrote:
"Secondly, I've already seen 5 people get their own office since I have been there(3 weeks).They kicked a*s that is why. The people who never get their own office are the people who like to say and want to stay in the position."

You mention these 5 people who just got their offices (which knowing Scentura distributors, and how you yourself, justify lying, is probably a completle, fabricated, lie) but how many people "blow out" how many people make it to their own office? Let me give you some statics from someone with probably more experience than you havein pitching perfume.

How long have you been in the Scentura business buddy? 10 years?

Right above this posting is someone who has been in the business ten years, Mike Barrick. Mike Barrick posted a lot of this info about the Scentura scam on older chat boards. These files can be found here:

type these three words: Scentura Mike Barrick

(August 9, 2003 posting)

Here is what most trainees look forward to (999 people in 1000 will leave worse off and never get their own office!), according to Mike Barrick:

""Alternative Marketing" and/or direct sales is awesome... but recruiting people on false pretenses knowing that 99% of them will leave the business in worse shape than they came, is not admirable. The 1% of people that truly make great money w/ Scentura are people that could make great money doing ANYTHING."

" 1 out of 1000 coming through the doors will make it to their own office ( 90% quit in the first 2-3 weeks). Of those that open an office, 25% will make it past a year. Of those who last a year, the majority of them will still struggle to pay the bills and keep up the appearance of being successful.

These figures are off the top of my head but are pretty accurate."

In reagrds to those who made it to an office, here is the real truth on what they look forward too:
Mike Barrick again:
"I know there are many young owners that have hung in long enough to have Perfume consigned to you by Scentura....and now are running an office and wondering when the money will start coming in. I know that you were under the impression that once you got your own office, the money would start flowing in just like it appears to be for your promoting owner ( who flashes settle up money at new recruits to appear wealthy).
Are you working 60+hours a week to barely pay your ads / rent/ secretary (if you can afford one)? Are you getting the "Fear of Loss" treatment from your promoting owner/Regional??
Have you figured this game out yet? You are a customer. Whatever level of your involvement.....you are a customer. If you have been engaged as a "management trainee" then you are a perfume buying customer of the sales office that you interviewed in. If you are an office owner, then congrats......you are now a customer of your promoting owner, Regional Manager, and Larry Hahn/Scentura. You are consigned perfume because there is such astronomical profit margin at each level that it justifies the consignor putting out a little risk to offer the goods to you and allow you to pay AFTER you sell."

Some more excerpts of what Mr. Barrick wrote:
"Most people will struggle to 30-40 bottles a week and the only person making any money is the office owner"
"Here is the problem.....Not many people would warm up to the idea of selling stuff on the street while virtually going broke ( more on this later), so the recruiting office owners have to make it sound extremely appealing. If they described it factually (like I have above ), they couldn't recruit enough people to stay afloat. They pitch the opportunity to all the recruits just like the sales people pitch the perfume to people on the streets. This is where the ethical boundary gets crossed. You have to put your own good before the well being of anybody else in order to be successful in this setting. Most that walk through the doors for an interview will never make a dime doing the perfume business, but you (as an office owner ) don't make any money telling new recruits the truth. You tell them all that they can do it if they make enough sacrifice, burn bridges with their family and friends who try to talk them out of it ( in effect, alienating them from everyone but other people in the perfume business), Put the blinders on taking all focus away from any "Pre Scentura" values/priorities and they can be successful."
"Every time I think of that time of my life, I am filled with shame and regret rather than pride. Yes, I was successful in that business but it was at the expense of others. Good people quit working for me (financially they had no choice), and I shunned them. That was what I was taught. Anyone that did Scentura for any period of time know the saying.." The weak fall by the wayside, while the strong survive". The lack of moral turpitude is what you can expect from your experience with Scentura Creations. Nobody cares about you.....It's all about money."
"Larry's revolving doors are no different only its you that's the kindling wood that keeps his fire burning. You'll quit too at some point......maybe in a month, or a year.......or maybe 10 years or longer. You will realize at some point that there are better ways to make good money without living off of other poeple's struggles."
Now, if you STILL think that Scentura is a good opportunity, and an ethical business, check out the 18 news and television articles, from across the country against this company:
Scentura 17
>>you wrote:
"If you go out one day and sell 30-40 bottles then Doug thinks to himself this people really knows how to talk to people and thats the kind of people who should run their own bussiness. Not wow he's a great sales person."
The point is that this person and Doug Zirbel benefit from every bottle of perfume their trainees sell. Scentura is a illegal pyramid scheme (this was confirmed by the Illinois court). Every bottle you sell, Doug gets a cut. So it is too this immoral person's financial benefit to say WHATEVER it takes to retain people. Through FFAAR, the lies about not needing a permit to peddle perfume, the $62,000 salary (there is no salary, it is 100% commision, and as Mike wrote, very, very few make any money doing this, only those at the top of the pyramid--like Doug Zirbel)
>>the Scentura distributor wrote:
"Thirdly, I was reading more about the girl who crashed her car. Sorry that happened but you had their product in your car, therefore you are responsible for it, no matter what. If you walk into a store and oops hit a 3,000 T.V. and it fell on the ground and it was an accident, think that store will just let you walk out. Um NO. Commen sence."
This is exaclty the type of dark, immoral, type of charaters that Scentura attracts. In reading this repsonse, you can tell this gentleman cares about only one person: himself. Money is king, lord and God. And he is willing to do anything to get it. Just as Mike Barrick wrote above. What price do others have to pay for your success?
>>>The Scentura distributor wrote:
"Fourly, Doug Zirbel is in the better bussiness."
The truth about the better business bureau.
Please read the newspaper and television articles that tell the real story about how every Scentura distributor runs:
Scentura 17
"He has a few streets named after him. He donates money so he is well known and respected. And it really pisses me off when I hear people think badly. No one is perfect. No one is not going to just hand a bussiness over to you. It's not an easy task and for those who stick with it and are willing to deal with the training until Doug thinks they are really then I say right on good for you. But if you quit because you couldn't handle it, that's your bad. I'm not quiting. I will be my own boss I will make millions and you know why, because i am not a quiter. I BELIVE IN MYSELF AND IN THE COMPANY." "
Dude, you are deluding yourself. I have 350 pages of testimonies against the company. Some of the people were in the business for 1, 2, 5, 10 years. All of them agree what a scam Scentura is. It is set up to make those above you rich.
Don't beleive me, read the 18 articles against Scentura.
Don't beleive me, read the testimony of mike Barrick, who was ten years in the business.
Don't beleive me, read the Illinois court case which established Scentura as a illegal fraud pyramid scam.
Don't beleive me, read the over 350 pages of testimonies against Scentura.
The chances of you succeeding are so incredibly small. And if you are one of those .25 of 1000 people that get an office At what cost is that success? What happened to your morals? Does it bother you at all how much you will have to lie to make money?
This is why distibutors like Doug disgust me so much, they have no scrupples, no morals, they use naive poor kids to sell their product, and if they fail, a well, their are plenty more who will respond to their deceptive ads. Money isn't everything what about dignity and pride in what you do everyday?
Go ahead and keep justifying your immoral lies. "Everyone does it", etc. etc. You sound to far gone to be rationally spoken too.
You are being used and manipulated, just like you do to those people that you train everyday. Your value is only in how many bottle of perfume you sell. Nothing more.
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#2 UPDATE Employee

Great Bussiness. they didn't lie

AUTHOR: Me - (U.S.A.)

When they post 62,000 in the paper, it is true. Once you get past the training. Everyone has to train in life, no one just goes to work and makes 62,000 in a month. Well regular people at least. Yearly 62,000 + . It should take 2 months of training. Then by a year you will be making 62,000 + . So they didn't lie about that. And it is not a fraud to lie in the paper. Many people do that. Look when people are selling cars they say it runs great, then you buy it and it turns out to be a peice of s**t. SO IT'S NOTHING NEW.

Secondly, I've already seen 5 people get their own office since I have been there(3 weeks).They kicked a*s that is why. The people who never get their own office are the people who like to say and want to stay in the position. You don't have to sell to get ahead. Being positive and motivated and being able to talk to groups of people is what they look for. If you go out one day and sell 30-40 bottles then Doug thinks to himself this people really knows how to talk to people and thats the kind of people who should run their own bussiness. Not wow he's a great sales person.

Thirdly, I was reading more about the girl who crashed her car. Sorry that happened but you had their product in your car, therefore you are responsible for it, no matter what. If you walk into a store and oops hit a 3,000 T.V. and it fell on the ground and it was an accident, think that store will just let you walk out. Um NO. Commen sence.

Fourly, Doug Zirbel is in the better bussiness. He has a few streets named after him. He donates money so he is well known and respected. And it really pisses me off when I hear people think badly. No one is perfect. No one is not going to just hand a bussiness over to you. It's not an easy task and for those who stick with it and are willing to deal with the training until Doug thinks they are really then I say right on good for you. But if you quit because you couldn't handle it, that's your bad. I'm not quiting. I will be my own boss I will make millions and you know why, because i am not a quiter. I BELIVE IN MYSELF AND IN THE COMPANY.

Oh ya by the way they are a rendition of famous designers. We buy fraganges like white diamonds by the bulk and get it cheaper for buying to much then we re-bottle and out them in our own box and sell it. We can't make the fragrance or re-sell it using the same box/name. It is a rendition.
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#3 UPDATE Employee

Point by point rebuttal showing Scentura and Universal Wholesale Distributors, ran by Doug Zirbel, is a complete scam (86 pages!)

AUTHOR: Jd - (U.S.A.)

The Zirbel files, Here is all the collected info on Universal Wholesale Distributors from chat messages which agree, Universal Wholesale is a complete fraud (chat messages are in APPENDIX 1, BELOW, showing how Doug Zirbel has ruined people's lives).
Universal Wholesale Distributors 6790 Top Gun St # 5 San Diego, CA 92121 Original Business Start Date: March 1987 Mr. Douglas Zirbel President 858-554-1156 858-554-0952 Zirbel Enterprises Inc. Doris Cornejo, manager 858-554-1156 6790 Douglas Amysu Zirbel 1698 Aryana Drive Encinitas CA 92024-1293 760-634-3524 San Diego California Promoting owners: Peter Cousins and Teri Lierbergot (1998) [From: jcjdiaz@aol.com]
>>The Scentura apologist wrote:
First of all, you make commission off selling bottles and yes that is the only way you make money during your training. A lot of companies who do Sales do that. That is nothing new.
What is new' about Scentura is the fraudulent way that you get people to come and apply, you admit as much, And the reason they post something different then what they really do in the paper is because if you saw an ad for selling perfume you wouldn't of even gone to the interview.
So when you post $62,000 in the classifieds what does that mean? You are lying. Doug Zirbel is lying.
>>> The Scentura apologist wrote:
That's why Doug trains you first. And having to see bottles is one way. How are you supposed to train someone once you get your own place if you have no idea how to sell something yourself?
The entire training is scripted (APPENDIX 2), and it is replete with lies. Scentura distributors promise new trainees to be managers, to be owners of their own business, but the reality it is a sales position. Even after the very, very small minority, get their own office (APPENDIX 3) they will still be dropping perfume. And the chance of failure is incredible. (APPENDIX 3)
>>>> The Scentura apologist wrote:
He never said in your interview you were getting an hourly pay!!
So what does the $62,000 mean?
>>>> The Scentura apologist wrote:
They don't lie about anything.
Please refer to my out dated information on Scentura at:
and type:
I have 18 newspaper articles and 350 pages of testimonies that say this is a complete and total fabrication. Scentura distributors lie about practically everything!
>>> The Scentura apologist wrote:
You are just angry because you found out you had to sell something to make money and you were expecting to get paid for nothing. Doug Zirbel has donated a lot to the city of San Diego. There are even a few streets named after him because of it. There is no scam in this business. It's called work and some people like you Leean just wasn't meant for something like this.
I remember Josephine Vilasenor, a Chicago Scentura distributor, writing about how she is such an upstanding member of Chicago (See Note 3, below). I am sure there are some streets and buildings named after mob bosses in Chicago, that doesn't mean what they did was ethical, it simply means they paid money for a good reputation, in the hopes that it would counter all of their bad.
The person is mad not because they can't work, this person is mad for the same reason that hundreds of people, 350 pages of people's testimonies are mad: Scentura distributors are trained to and regularly lie to trainees using a standard script which was created by Larry Hahn.
How the Scentura scam works, for Doug Zirbel of Universal Wholesale Distributors and every distributor nationwide:
Larry Hahn, president of Scentura, created the concept of an independent contractor, which shields him legally from all of the unethical and illegal practices that Universal Wholesale and all other Scentura distributors participates in. (See Note 1, below) No matter how many lies and illegal tactics that Doug does, Scentura is shielded from legal persecution. Even though Larry came up with the entire fraudulent scheme (See Note 2, below)
A former distributor in Canada emailed me 120 pages of handouts he was given while training as a distributor. Since then I have begun typing up all of the inner organization documents. These documents show how the scam works, in detail. From the first interview, to giving advice on how distributors can weasel out of their leases, lie to the classifieds, lie to the business licensing department, lie to their landlords, and lie to their trainees. Doug Zirbel of Universal Wholesale Distributors uses the same exact tactics. It is all scripted, the entire trainee process. Anyone who wants these files please email me at notworld_perfume@yahoo.com I have began to type these Scentura PDF files, and they can be found at http://groups.yahoo.com/group/scenturainfo/ Doug uses the same misleading tactics. Large portions of this training manual can be found below. (Appendix 2, Below)
(Note 1):
I can document that the concept of the independent contractor license is the corner stone of this scam, dreamed up by Larry Hahn, president of Scentura, with newspaper articles which interview people in Hahn's business.
Who Wants To Be Rich? Larry Hahn: From Sleeping In A Car To A $5 Million Home.
E. Thomas Jr.. Atlanta Business Chronicle, Oct 5, 1987 v10 n19 p1(5):
WMI is the former name of Scentura:
None of their sales managers or salespeople, the people in the field, were on salary," says Gordan Gates, former WMI executive vice president. "They were all independent contractors."
The independent contractor concept "was preconceived before the first truck load was ordered in." Fucci says. "It was already planned out before we ever opened up."
Full article is located at: http://www.geocities.com/scamdocuments/media_reports.htm
Or, if Scentura closes down this link:
and type:
Scentura who wants to be rich
(Note 2):
Larry Hahn came up with the entire fraudulent scheme, the entire fraudulent training practice:
"Twenty-three years ago in Atlanta, Georgia, Scentura Creations, Inc. established a unique concept that provided an opportunity for people to be in business for themselves. By removing many of the barriers on the road to financial independence (lack of capital, education, or experience) Scentura Creations discovered a way the average person can realize the American dream of being his or her own boss."
From an Archive of the Scentura website: http://web.archive.org/web/19981111190335/http://www.scenturacreations.com/
(Note 3) http://www.seniors-site.com/fraud/1333.html
*APPENDIX 1: Chat messages about Universal Wholesale Distributors
*APPENDIX 2: Training guides for new distributors, showing how the training is scripted, and many of the lies that distributors use.
*APPENDIX 3: Why Scentura is a bad career move.
Chat messages about Universal Wholesale Distributors:
** I wrecked the car and went to the hospital. The manager came to pick up the perfume, threatened my mother for money, and then left without asking how I was doing. I was fired. ***
I started training 2 weeks after you did. We did a satellite in Missouri together. I was probably made out to be a WPS [weak Piece of Sh*t] by R, R & D [Rob Zirbel, Ricki Zirbel & Denny]. But I'll leave what REALLY happened for others that may be interested. Glad to hear all is going well for you.
I was fired by Designers International a Scentura distributor after I was involved in an automobile accident due to being flat broke, being awake since 7 am the morning before and having to drive 15 hours just to try to get home because I had no money to stay anywhere else. Since I was the manager for the satellite I was responsible for keeping the unsold bottles of perfume.
When I wrecked the perfume was in the trunk of my car. Several bottles were broken. It was only when I didn't show up for work on that Monday that the owners found out I was in a hospital just across the state line.
One of them came and got the perfume, made my mother pay them $20 for each damaged bottle to keep them from suing me for theft of property. Meanwhile I'm laying up in ICU with multiple broke bones and not once did they ask how I was doing. Did they ask how the other girl that was with me was? NO! Plain and simple, I was fired because I was in the hospital and didn't report for work, I couldn't very easily turn in the perfume in from the hospital now could I? The doctors had me so drugged up, I couldn't tell anyone to call the special 1-800 # they gave me to call and let them know what had happened.

Of course since it wasn't turned in on Monday like in the fake contract I signed they considered it to be stolen. I know that just makes a whole lot of sense, NOT! That was THEIR words not mine.

**** The only person making any money is the office owner****

Posted by Mike Barrick on April 21, 2001 at 16:40:32:

In Reply to: Re: I was in the Business for 10 Years and know ALL the GOOD, BAD and the UGLY!! posted by Kim on April 21, 2001 at 01:34:11:

I didn't see your post to me prior to posting my earlier response. I see you worked in the business although it doesn't sound like you were an owner or at least not yourself a regional manager.

The time when people made money hand over fist was well before perfume came along and I think on that point we can agree. At one point, the people on the street actually made real good money and that's the key. Whether they stayed or left, got into an office or not, they still had a job at face value which paid pretty good.

People could go sell flatware and gla*sware, pots n pans out of the back of their nasty old van and make $200-$300 a day if they were decent at all. Perfume came along and even if one sold 100 bottles in a week....( and I have done 100 club almost 100X ), they would likely make about $500-$600 for the week.

Most people will struggle to 30-40 bottles a week and the only person making any money is the office owner......and that's if the office owner is making money because Larry has them paying somewhere around $10 per bottle. This was a much better opportunity when the people on the street could make good money and office owners could make $10-$15 per piece that their office did. Doing 300 a week was "real good" money then but now days it MIGHT provide a living.

I too have a pretty good idea of how many people became literal millionaires from WMI ( it doesn't compare to the internet btw ), and I also have a pretty good idea of how many people have become millionaires from Perfume/Scentura....and aside from Doug Zirbel, I believe just about all the perfume millionaires were millionaires before perfume came along.

You clearly think very highly of yourself and your "sarcastic" and elitist posts are very offensive. I can only a*sume that is your intention?
From: svetah@home.com Svetlana Hodges
I attended an employment seminar yesterday, during which we were told the following by Doug Zirbel (the owner):
1. That he's the 5th richest man in America.
[I searched the Forbes list, they must have overlooked him.]

2. His wife (Amy Sue) is a company executive.
[Actually, his MIDDLE NAME is Amysu].

3. The perfume's we would sell are NOT renditions, but actually Chanel, Oscar de la Renta and Givenchy products (without the label).
[Obvious B.S.]

4. That "Anyone" could easily "NET" $60,000 per in their first year [A quick calculation reveals this would require the sale of 50 bottles per day, 5 days a week at the 7.00 commission].

5. That this type of sale is exempt from state sales tax. [It's NOT, and the seller would be breaking the law].

Clearly, this company attracts potential salespeople by telling lie after lie. They make money mostly through the sale of perfume to compassionate relatives and friends who don't want to see the new-hire fail. No benefits, no company support, no advertising - we even have to bring our own office supplies.

If anyone is interested, I've posted Mr. Zirbel's home address and telephone number:
Douglas Amysu Zirbel (So much for the wife!)
Be careful, this just sounds like one more multi-level parasitic scam operation.

http://seniors-site.com/fraud/1560.html HankB@hotmail.com
Ok Listen up people, I live and work in San Diego. When I was 17 I heard about the Zirbels.
I got a "job" with them (this consisted of no more than soliciting strangers in the streets and just about anyone else that would listen to your pitch).
Their "training course" was nothing but under-handed sales tactics along with "don't take no for an answer" mentality. These people ARE scam artists.
See for yourself, at any given time their work force consists of nothing more than a few unknowing teens, and numerous uneducated working-class nobodies, desperate to make a quick buck.
FACTS: You get NO company support.
You get NO benefits of any kind.
You are charged up front by your pals Doug and Amy for the fake perfume you end up having to pawn onto sympathetic friends and family.
You don't even get compensated for the gas you use when they send you on selling sprees outside of San Diego.
They are NOT members of the Better Business Bureau.
They prey on people in bad financial situations, and con them into thinking they'll get their own office someday and be rich and successful. All by just selling a few bottles of FAKE cologne and perfume (I know, I still have some)

So to all you would-be perfume entrepreneurs, I can only offer this advice: Know what you are getting into, before you're in too deep. Many people have different opinions about this company. So do some research and realize that they are more crooked that a barrel of snakes.
From : (Jan 2004)
I think your page and information is very accurate and wonderful. I wish I knew more about the internet back in 98 when I wasted a year of my life with Scentura, opening my own business only to fail. I was trying to find some stuff on my promoting owners thinking there is no way they have not reports on them, I know a few people that opened businesses the same time as me, were going to have FOX undercover in Boston, investigate. I have yet to come across anything about them, but a few about their promoting owner, Doug Zirbel out of CA. My promoting owners were Peter Cousins and Teri Lierbergot ( spellling). I now wonder if anything they said was true and if they really had money. They were one of the regional who actually did not work in the Field anymore, I am curios though. If you ever come across anyone who mentions these names would be great to touch base with some of the people I knew and see what they are doing.
For more recent Scentura training scripts, and the ones below that I have typed, please see:
*First Interview
*Second Interview
*Phone Script
*34 page guide for new distributors
First Interview (Page 18)

Set up

*no gum

*clean desk

*set up straight and at edge of chair

*don't doodle

*have Observe L' Essence ads in waiting room

Greet interviewees by standing up and shaking their hand firmly and look them in
the eye:

Have interviewees fill out application form.

1st Interview

(Will's version)

Hi. My name is Will.

Your name is _________________?

First of all, I'm just the manager here. The manager of Canadian operation will
be interviewing Thursday. Call me back between 5:00 and 5:15 to see if you have
been selected for the second interview.

I want to tell you a bit about the company. We are a wholesale fragrance
company looking for 8-10 branch managers to run our locations. The company is
called Scentura Creations. Have you ever heard of it?

We're from Atlanta Georgia and we are currently doing a multimillion-dollar
expansion in Canada. There are 500 offices in the U.S. We currently have about
20 offices in Canada. We're kind of like Price Club or Wal-Mart- wholesale you
know! What is that telling you? We need offices! We need managers to fill these
positions. Have you ever been a manager before? Have you ever trained anybody
before? Great!

There is a training program that used to be 60 to 90 days but we've cut it down
to 5 to 7 weeks. The reason we cut it down is because we cannot handle all the
volume in this office.

The training consists of three phases:


-you get to know the product

-to businesses, retailers, salons

-no door to door to homes like Avon

-no telemarketing and you DON'T HAVE TO BUY ANYTHING


-You train 3 to 4 people and evaluate how they do and we evaluate you


-hiring, firing, phones, banking, inventory, paperwork (you know, the things
you like doing)

You will earn $200-$500/week during your training period.

Basically what you are here for is what I am doing but in another office
location after the training program.


1) Do you have any goals in life? (Short term/long term)

2) Do you have any words that might describe yourself?

3) Are you trainable?

4) Can you train others?

5) Do you like working with people?

Great! Call me between 5:00 and 5:15
You have a good attitude. Don't call me-I'll see you here (at the distribution
center) Thursday at 12:00 sharp and you will be interviewed by the Canadian
Operation Manager, Time Homan.

Bring a pen, note pad and dress office like. Be prepared to be asked a couple of
questions. Good luck!
OR outline (page 21)
Welcome and intro--self, background, May 1 start, etc.

Not for Everyone.

Talk about company --History, Future, pay, etc.

What we are not:

-Amway, Kirby, Equinox, etc.

-Multi-level, Network Marketing, Vertical Marketing

-Friends and Family

-Don't have to purchase anything>>>>look for relief

Only investment is time and effort

We are:

-Largest fragrance company in the world.

-19 foreign countries

-900+ offices worldwide

-21 years in business

-opening the central U.S. and needs managers to run them

-Also opening the Lincoln Area-plenty of opportunity

-In perfume business since 1987-prior to that sold everything:


-----pots and pans


-Fragrances are a consumable product vs. others.

-Companies fail for two reasons:

-Poor capital

------Mr Hahn worth >$300MM

------Outbid Madonna and Rod Stewart for house in Bellaire

------Capital not a problem

-Poor management- more on that in a minute

Not looking for delegators-looking for people that will roll up their sleeves
and show their people how the job is done.

The company does not hire based on:





-7 out of 10 college grads get job that needs HS diploma


Q? How many of you here have worked for someone that didn't know what they were
doing? We breed all of our own.

-Remember the second reason companies fail? If we train our own to our
standards, how can we possibly fail?

-Changed to fragrances because it's consumable


-Means nothing

-How determined are you?

-Jackie story 63 yrs old

-John story 22 yrs old

Three characteristics that we are looking for:

-Good attitude- needed if others are to work for you.

-Hard working-define Hard working vs. smarter

-Willingness to learn-Are you trainable?

Four phases to Training Program:




-Administrative-talk about later

Education on perfume industry

-1250 products on the market

-50-100 introduced each year

-73 last September

-Takes $20 - $50 MM to launch each fragrance

-1 out of 5 makes it

-Ones that make it last about 6 months.

-$4.85 billion dollar a year industry in U.S.

Mr. Hahn discovered that the top 40-50 fragrances are the true money makers-so
that's what we deal with

Top 40 fragrences are the same the world over:





-They all carry the same magazines and the same ads

-Different languages, but the same message

Economy not really an issue-In San Diego, welfare check day is one of the
biggest day for sales.

Black Monday--anyone remember it? Perfume was the only thing to make money that
day--Everyone uses it!

Mr. Hahn predicts that this year we will out perform all others combines.

New fragrance=new market


How many have seen this before?

Are you familiar with this?

Go to K-mart--aisles of this stuff in many different flavors

-How many of you don't know what this is?

Mark Larcey was fired from the marketing department of Yves St. Laurent--26
years old and owns the company

-How did he do it?

-How did he get away with it?

If you like Giorgio You'll love Primo

-Don't you think Giorgio would sue him?

-He's selling the fragrance

Giorgio was bought by Avon for $100 MM

-Primo doing $62 MM a year

Amazing this stuff sold:

-Don't smoke until dry

-Warning-inhaling could be harmful or fatal

-Not breathe?????

-Contains butane and propane.

It sold because it saves you money- A lot of money

Still skeptical

-Consumer reports highlights

Economy-small business opportunity in 93

-#1 is pretender perfumeswhy?

----market already exists-designer ads

----Inexpensive-everyone can now afford to wear it

----Can't tell the difference

Scentura renditions

-Not synthetic

-No warnings needed

-Only perfume company that doesn't test on animals

-Offered in eau de perfum strength vs. toilet water

-Advertised in popular magazines-credibility.

-Advertising costs not added to bottle cost

-Repeat business from consumable product

-Not single sale.

Designer= $10 a stroke

Liz Taylor, Michael Jackson, George Michaels, Cher (Though there was a slight
image problem) -Even Elvis had one out not long ago.

-Mike Ditka's Iron Man Fragrance

Mark Larcey found out that there aren't any patent laws on fragrances$5 billion
dollar a year industry and there aren't any patent laws.

Giorgio sells for $180 an ounce and primo sells for $7 - People don't want to
pay the priceFragrance can't be patented because it changes on each
individual-reacts differently with each person's body chemistry.

-On you it might last 2 hours

-On you it might last 2 days

-I couldn't put x' on you and it would smell great

-On you it would stink-no offense!!

The only thing they can patent is the bottle, box and name

Look what he did:



-If you like, You'll love

It's fair to compare in business

Why does Pepsi always challenge coke? Pepsi invites the comparison in their
taste tests because Coke was out first:

-Pepsi has more sugar in it

-Blindfolded person will choose sweeter taste.

98% of population uses 4 things everyday:


-Toilet paper


-Fragrance (Deodorant, Perfume, Cologne)

Of these:

-Toothpaste, toilet paper and soap sell for $2

-Giorgio $180 and ounce vs. Primo at $7

Q? Have you ever been on a date where the guy or gal accused you of wearing a
fake? I'm going home

-Not going to happen

Training program (Page 26)

Four phases





1. Marketing:

-Need to learn the product

-Need to learn how to market product

-NoDon't go door-to-door

-Business to business

-Retail outlets

-Wholesale distribution


-Special events


----F.F.A.A.R. going to know and want some


Q? Why not go door to door?

-Avg. two incomes per household

---No one home

---If they are probably unemployed = no $ anyway

Business to business

-2000 companies doing it

-Laundry and dry cleaning services


-Interior design and decorating services

-Tailors (Office story)

-Business to business is more cost efficient

----Lower overhead than mall spot

----Savings reflect in product cost

2. Trainer

-Train new people in class

----Practice/Mistakes on my people before your own

----Opportunity to see how you work with people

---------If they don't like you =Won't work for you

3. Supervision

-First taste of management

-Control inventory

-Manage Cash

-Satellite trip

-Manage time

-Teach classes

4. Administration

-You want this part right??



---Inventory tracking

---Cash and asset management

---Trainee personal problems

------Sick kids

------Broken cars

------Dental visits really golf course visits.

Training designed to prepare you to manage an office of 8-10 people and several
thousand dollars worth of company assets.

No investment required!! You don't buy a management position with us.

After training. We provide office within 5-10 mins from your home

-Explain why

We turn on the lights and the phones, give you your desk, furniture, train your
people for you and set you on the path to making $30-$50K your first year in the


Q? Wondering how you get paid??? Lets go over it.

$28.00 per bottle

$8.00 to salesperson

$8.50 to manager

$2.00 to Distribution Center and the remainder to Scentura for: production,
advertising and operation of the company

During training

-Earn between $200 - $500 a week

---Completely up to you

---Some will earn $200 their first night here

Won't get rich in training- We won't let you

-Don't want you comfortable during training

-Not hiring salespeople yet-hiring managers

-Get through it and hire/train people

-Open office for expansion effort

Manager's pay:


8 people x 5 bottles per day = 40 bottles per day

40 x 6 days = 240 per week

240 x 4 weeks =960 bottles per month

960 x 12 months = 11,520 bottles per year

Q? What is the manager's cut??

$8.50 x 11,520 per year = $97,920 a year with just 8 people

Q? How many want to manage 8 people for that kind of money????

Q? How many can see a six-figure income in your second year??

I canThat's why I'm here, doing what I do

Q and A



Final Personal Interview (End, page 28)
Scentura PHONE SCRIPT from the 97 pages that a former Scentura distributor
emailed me.
Phone Script
Good morning, _________!!
Hi, I'm calling about your ad
Great, What's your name?
Okay, John, my name is _____________, you're looking for something full time,
Great John, As I said my name is _____________, What I'm doing is setting up
interviews, so you can come in and discuss the various positions available with
my boss, and see which one, if any, might be right for you. Now I have times
available today at 1:00 or at 3:00, which one can you make?
3:00 is fine.
Great, John, do you have a pen and paperI'll give you directions (Give
And John, What's your phone number?
Great, John, if you have any trouble finding us give me a call, again my name is
________________, if not, I look forward to seeing you at 3:00, sharp!
Job Description (only if they ask)
We're an international wholesale company currently expanding in the
_______________ area; my boss is looking for some sharp people to manage our new
Note: Appointment times: Check with the inside management staff for current
interview times.
Phone interviews--common objections
Is this sales?

I'm sorry, were you looking for sales?I thought you were calling about the
management positions.

Well, we're really looking for management people right nowThe boss can't
accept any salespeople until he trains managers.
How much does this pay?

The boss offers about five different rates of pat, depending on which position,
if any, you're accepted for...he goes over all the details in the interviewNow,
which time can you make it in, 1 or 3?
what do you sell?

The company manufactures and distributes fragrances, but he's really looking
for managers right now.
Do you require experience?

Any you have may be helpful, but he does all of his own training, and it is
earn while you learn.
Phone interviews--Basic guidelines
* Always be up! Enthusiasm is contagious.
*Answer every call.
*Don't be afraid to put someone on holdbut only after you have gotten their
name and given yours.
*If they ask too many questions, put them on hold. Always come back with, Okay,
now what time can you make it in, 1 or 3 If they're sharp and you don't know
how to handle it, get help.
*Set up the interview for as soon as possible, that same day if possible.
*Always give proper and thorough directions, use landmarks.
*Call no-shows to reschedule.
*As an owner, be sure to listen and evaluate your people.
*Be the boss! Remember, they called you.
*As an owner, be sure to listen and evaluate your people.
*Remember, the key is to get their interest and bring them in for an interview:
I don't knowall I know is we have a lot of fun and make a lot of money. You
can handle that, right?
*Just like in the field, be assumptive.
*Don't play Godyou don't know who can or can't do this!

34 page training guide for new managers:
I just finished typing the 34 chapter guide that Scentura distributors give to
new managers.

This was originally sent to me as a PDF file by a guy in Canada, and this file
and another is avaible to anyone who asked.

The other file is much larger, and contains all the steps and training tactics
of the first and second interview. If anyone would like to help me type the
other guide out, or scan it and change it to type, please let me know.


We have 2 Scentura pdf files from a former employee. These files explain all of
the dirty tricks and lies that Scentura distributors are encouraged to use.
This would be a great file to print and send to your local newspaper, and also
to the rental owner that rents property to Scentura.
Yet another way to close this fraudulent company.
PLEASE EMAIL ME ( greatkenhere@y... ) and I will give you a site you can
download the entire Scentura files.
Index of the "Main" file (first of two Scentura files)
Excerpts from book:
(Main .pdf file Size: 835 KB ):

1. Find an office space [Entire chapter below]

(Teaching new Scentura distributors how to lie to their new landlords)

2. Moving into your office [Entire chapter below]

3. Decorating your office [Entire chapter below]

4. Insurance for Atlanta [excerpts of this chapter are below]

5. Your own living space

6. The secretary

7. Newspaper ads

8. The interview

9. 2nd interview

10. Day of observation

11. Weekly schedule

12. Manager meetings

13. Doing the morning meeting

14. Developing manager and owners

15. Road trips

16. Retention

17. Excuses, blowouts and friendship

18. Creating loyalty and friendship

19. Rallys

20. Money management

21. Yearly income

22. Problems with police

23. How to dress

24. Burns

25. Nut book and Atlanta pay-in

26. Sharing space with another owner

27. Moving before lease expires and landlord problems (another way that

distributors can cheat landlords)

28. Paying taxes

29. Drugs, thieves, and old dogs

30. 25 Good morning meetings

31. Handling pressure and stressing out

32. Opening money
Request for assistance in building this web page
Index of the "Main" file (first Scentura file)

Excerpts from book:

Chapter 1: Find an office space
(Teaching new Scentura distributors how to lie to their new landlords)

Before you can open (Find an office Space)

Look for a location in the city or area you want to be in and start by driving
around the local business parks. Write down the addresses and phone numbers of
spaces that look good to you. Also write down agent's names as they can also
help you in your search. Also check local newspapers.

Next, go to a telephone and call and ask about the spaces you are interested in.
Questions you should ask:
1. How many square feet does the space have? (You need 700-1200 sq. ft. - NO
2. How many office in the space? (You need a minimum of 4, including the
reception area. A large closet for storage also.)
3. What is the monthly rent? (Under NO circumstances should you rent a space for
more than $750/mtn. -$700 is better.)
4. How many months FREE rent are they offering? (It is generally acceptable to
get a 1 mth. FREE for each year of the lease that you sign for. You should not
sign for less than a 1 yr. Lease or more than 3 years. In some areas of the
country you may not get any FREE rent but in others people have gotten up to 6
months. The rule of thumb is ask for twice what they offer you originally. You
can always come down.
5. What does it cost to move in? You want to know how much money you'll need up
front for rent and deposits. This can also be negotiated down. Example: They ask
for first and last months rent, plus damage deposit equal to one months rent for
a total of $21000 on a $700/monthy office. First, ask them to eliminate the
damage deposit altogether or at least get it reduced to $200. Remember
everything is negotiable.
6. How many parking spaces will you get?
7. What time does the building open and when do most of the tenets arrive? This
is important because our salespeople are generally a little loud and it is
preferable that we leave around the time others arrive so as not to cause a
8. Are the utilities included in the price? (Try to get these included since
they can add $150 a month to the price. Be sure and give this consideration.)
After you have gathered the information make an appointment to see the property
if everything sounds good.
See as many properties as you can so you can get the best space and location
available. By the way, don't rent in a ghetto just because the rent is cheap,
that can only to other problems.

Dress sharp when you go to see the property, the landlord is sizing you up as
well. If you're driving an old jalopy with bald tires and burning 6 quarts of
oil a day, then park down the street, you won't get the space if the landlord
sees you pull up in front of the building.

When you get inside, the landlord will start to ask you questions and you must
be prepared to give the proper answers and appear to be a knowledgeable business

Questions they will ask:

1. How long have you been in business?

You: "Three years." (Never say less or they will think you are a flake.)
2. What kind of business are you in?

You: "I'm a wholesale bottle distributor. I just need a local office to contact
our clients in this area." If you tell him what you really do he'll probably
have a heart attack.
3. Do you have a financial statement?

You: "When I fill out the application I can give you all the references you
4. How many parking spaces will you need?

You: "How many will you give me?" (Make sure you have enough parking on the
street if you don't get enough spaces.)
5. Who are your customers?

You: "Retail stores and some small business."
6. What's your annual income?

You: "It's been good, we've been growing every year."

(A polite way of saying "none of your business")
7. Do you have any partners?

You: "No." (If you have a partner and they go to look at the office with you
don't let your ego get in the way of signing a lease. If you say you have a
partner they will want them to sign also. This can cause problems later. One of
you can be the owner and the other introduced as a manager. The person with the
best credit history should sign as the owner.)
8. Where's your office now?

Give him the address of the office you are promoted from and act as though it
was your office. Say this is a satellite office.
While in the office ask questions about if they'll replace the carpeting, what
the neighbors are like, how flexible are they on the terms and monthly rent. Ask
if they'll put your name on the door or put up a sign for you.

Try to get any left over office furniture from a previous tenant thrown in with
the deal. My first office provided me with free furniture my first 5 years in

All of the above may be taking place with the actual owners. (this person will
show you several locations.)
Once you decide on the location you want, call the landlord or agent up and tell
him you'd like to discuss the possibility of renting the office.
You should already have a credit app. Filled out that you picked up the first
time you saw the space. *Put down three of our other offices as references as
suppliers and one as a landlord for the office you were promoted from.

Be sure and call the owners from these offices and tell them what you listed
them as: Bottle supplier, box supplier, sprayer assembly and landlord.
State on the app that each one gives you $5000-$10,000 a month credit line.
Always list your previous address from where you were promoted as your current
business address when filling this out. You can use your promoting owners bank
and his account number as your bank reference if he will allow you to do this.
It will not affect him in anyway, it will just show that you were operating with
a business account previously. If he will not let you use his acct. name, then
open your own business account at least two weeks before you look for office
*To open a business account in California you must file a factious business name
statement with a local newspaper and after you get you certificate from them you
can take it to the bank and open an account under the name listed in the
fictitious statement.
1. Start out by asking for a slight reduction in the monthly rent.
2. Ask for new carpeting, new paint, sign on the door or anything else you can
think of.
3. Remember the more you ask for the more you'll get. Sometimes you get
surprised and they give you everything you ask for. DON'T BE AFRAID TO ASK.
4. But give and take a little, don't be a jerk or you won't even get the space.
5. Once you've agreed on everything sign the lease and give them the deposit.


Excerpts from book:


The next step is to get the office set up. The first thing you have to do is
call the phone company and have your phones scheduled to be put in your new
A. Call a communication company listed in the Yellow Pages to get phones leased
or bought. You will need to know the kind of system before calling the phone co.
When you get the cheapest available be sure you get at least 2 lines on your
phone to handle calls. 3 is okay also. You should have 3 phones in the office.
They also have used phones for sale in the classified section of the newspaper.
(Is this guide written before the ma bell telephone monopoly was broken

B. Call the phone co. to get the lines put in and the juice turned on.

C. Get a business account opened up at a nearby bank. If you are waiting on your
fictitious business statement, then just open a checking account under your name
until you can get the business account open.

D. Go to the state board of equalization and apply for a sellers permit under
you r business name. You should be listed as a wholesaler since your salesmen
buy from you and they collect the tax. When they ask you how much money you
think you'll be taking in, simply say a few hundred a month since you can't
really know yet. Take it on good advice that's the best way to answer that
question at this time.

E. Go to the city hall and apply for a business license.


Excerpts from book:


Decorating the business office


1. First, find come furn. from a used office supply store and negotiate the best
price you can.
A. You'll need: 2 desks, file cabinet, 15 folding chairs, 2 executive desks and
a magazine stand.
This is the bare minimum. You can add more as time and money allow.

Make the office look as sharp as you affordably can, that first impression is
extremely important.
Many things can be done for little or no money. Plants always look good and
brightly colored designer posters are cheap. Your personal favorites like Motley
Crue posters are not the best choices (This guide was written in the early
80's?--editor) . You want to look like a business office, not a college dorm.
Remember, if you rent a huge office space because its cheap it will look shabby
unless you can afford to fill all that space with lots of furniture and
**One of the best places to find cheap office furniture is in the newspaper
under "Used Office Furniture" or look under auctions for businesses that are
going under and selling everything. You can pick up great stuff for pennies on
the dollar.
Once your office is properly set up make sure it stays neat and clean. Nothing
turns people of more than dirt, piles of paper everywhere and a generally trashy
Another iron clad rule is that absolutely no smoking be allowed in the office.
It looks dirty and irritates the hell out of people who don't smoke. If you
can't handle this, then consider another business. It's a small price to pay for

Some people have actually been stupid enough to try and live in their offices-
Don't Even Think About It.
B. Put up a "75" Club Plaque and a "100" Club Plaque. Recognition is the key to
out business.
C. Put up a cow bell to be rung when someone comes in with more than 10 out of
the boat. It's juicey.
D. Put in a stereo for enthusiasm. Music motivates people. Put in a VCR and TV
to show the company film on. If you don't have the money for these, then take
the one out of your living room and put it in the offices. Pay the price.
E. Keep a few magazines for people to read while waiting for an interview.
F. Put up a grease board to write the production figures on. These are cheap to
buy from a Home Improvement Center or hardware store.

G. A large map of your local area is very important for people to see as a guide
for picking territory. AAA gives them free to members.
Setting up a file system is critically important. Not doing this will really get
you in the shits and it's so simple. I've seen dozens of owners with
applications, bills, and pay-in slips stuffed all together in one big drawer.
They usually go out of business fairly soon.
Here is a list of the tags you should have with each holing its proper duplicate
copy and bill filed away. You may add a few if necessary but these are required:
1. Paid Bills

2. Unpaid Bills

3. Master copy of the New Dealer Packet

4. Business License

5. Weekly sales charts

6. Atlanta Invoices

7. Consignment Forms

8. Office lease

9. Job Apps.

10. 9 Step Cards

11. Office Test

12. Morning Meetings

13. Promotional Certificates

14. Pay-In slips

15. Current Salespeople

16. Old Salespeople (Keep in old drawer by itself somewhere.)

17. Atlanta Nut Book

18. Savings book on Salesmen

19. Bad Checks
Just setting up a filing system with these few tags on the file and putting the
appropriate forms in each will give you a great sense of organization, take my
word. Always keep your money bag and check book locked in a draw by itself. No
one should handle the money but YOU.

Excerpts from book:

Chapter 4: Insurance from Atlanta

4. Insurance From Atlanta

Prior to decorating your office you need to get your consignment form signed
with Atlanta and your merchandise ordered.

To order merchandise all you have to do is show proof of insurance for you
office and get $15,000 worth of coverage on the premises and make Scentura
Creation the loss payee of the policy. Call every insurance carrier in the phone
book and tell him you've been in business for at least one year or they won't
insure you.
After you found the cheapest policy tell them to bill you quarterly and for the
agent to call Atlanta and notify them you have coverage.
Once this is done you can place tan order - start by ordering around 700 pieces
or whatever they want to give you for an opening order.
After you have placed your order, make sure you call the following day to see if
it was actually shipped. Chances are they did not ship the order. There is
always a problem and Atlanta routinely puts a hold on most orders. Never assume
it will be automatically sent out. You will be sadly disappointed. Simply do
what they tell you to clear the order and don't bother b*tching. Continue this
procedure throughout your career. It's the system.


Request for assistance in building this webpage
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You may find an apartment before you open an office or soon after, but make sure
you pick a location close to your work as soon as possible. Do not try to
commute long distances in heavy traffic to work, it will mentally drain you
before you even get the day started.
In the beginning you will probably have to share an apartment with whoever you
open your office with, but that's okay, you can keep them juiced up and it's an
inexpensive way to get started. Remember, REDUCE YOUR OVERHEAD. Don't try to be
a big shot in the beginning, plenty of time for that later.
This arrangement should be kept this way for a minimum of three months. Make
sure you keep an extra amt. from the sales of each person living with you for
their rent. If you let them keep all their profit and then ask for the rent at
the end of the month you'll get a BIG surprise. They won't have the money.
Managing the money will make sure all of you have a roof over your head.
Remember, people don't blow out it they have no place to go. In this particular
arrangement do not have anyone living with you who is not in the business (NO
If you already have your own place close to where you get promoted, then none of
the above will apply to you.

Hire a secretary the first week you are open. Many people have tried to save
money by not having a secretary. They don't last long in the business.
The secretary makes you look like a legitimate business, and, if trained
properly, can be a tremendous asset. Plus it allows you more time to spend in
the field making sales and money.
Pay them the going rate for a person their age in your area comparable to what
they got paid previously. We pay our secretary $40 / Day.
Tell her what her duties are, like posting the books, scheduling interviews,
greeting the people, etc.
He sure to inform her that she's not to date people in the office. This can lead
top big problems, which we won't go into at this time.
If you're smart, you'll show your secretary how to do the interview and she can
interview on Thursday by herself in the office. This will give you new trainees
for Friday and won't take you out of the field on Thursday.
When your doing over 200/sals a week you will need to be in the office full time
organizing activities, contests, preparing mgrs. For new promotions, etc. But
don't become an EXECUTIVE, if your sales drop below 200, get back in field. Let
your secretary know she is a part of the company family and is a part of the
company functions.
Below is the phone interview we teach our secretary, yours might vary somewhat,
but this defiantly works:
Phone: Ring, Ring
Secretary: Seaside Scents (Whatever your company name is)
Interviewee: Is Mary in? (The name in your ad)
Secretary: No, she's not in now. Were you calling about the ad in the paper?
Interviewee: Yes, can you tell me something about the job?
Secretary: Sure, first of all, what's your name?
Interviewee: Fred
Secretary: Okay Fred, Our office is in Los Angeles, where do you live?
Interviewee: I live in Culver City.
Secretary: Are you working at the present time?
Interviewee: No.
Secretary: I'd be happy to set you up for an interview, but the only time I can
squeeze you in is at 11:00 or 2:30. Which time is best for you?
Interviewee: 11:00, but can you tell me a little more about the job first?
Secretary: Sure, we're a manufacturer of designer fragrances for men and women
and we're opening new offices in the area and they're interviewing for their
management training program. Now get a pencil and I'll give you the address.
Interviewee: OK.
You may have to schedule more interview times if necessary.
Be enthusiastic on the phone, make sure your secretary is enthusiastic, don't
miss any calls (Someone should always be in the office Mon-Thur. I've heard of
people who let the phone ring and went to lunch with the secretary. Don't
laugh, it's happened.), Don't waste time with negative people and don't be late
for the interview.

Newspaper ADS
When you get your office open, one of the first things you should do is find out
who regularly takes you ads at the paper and invite that person to lunch.
Later, if you have any problems, this person will stick up for you and make sure
your ads gets places. They will take a personal interest, since you're probably
the only person all year who took them to lunch.
Do this early on, not later when the paper has refused to take your ads for some
obscure reason.
Check all the newsstands in front of coffee shops to see what papaers people in
the area read. Some of the small local papers for towns close to you are
excellent to advertise in also. They are usually inexpensive and can produce
great results.
Make sure that nay paper you sue on a regular basis is delivered to your office.
Check the placement of the ad and make sure everything is correct. Newspapers
very often make mistakes.
One owner placed the same ad for three weeks and complained recruiting was slow.
When I went to check his ad the phone number was incorrect. He never bothered
to look at the paper. I can't even remember that owner's name now. Get the
Make sure you advertise 52 weeks out of the year. You should NEVER miss a week
for advertising. No EXCEPTIONS.
We try to keep our advertising expenses to no more than $140 / week. This is
sufficient to produce good results if you plan carefully. Some days are better
than others to advertise on. Find out which ones work best in your area.
The advertising costs in my first office was $40 a week. That's what I call a
good profit margin.
When you write your ads use catchy titles to get the persons attention, but
don't pitch the people, like: World's Greatest Opportunity.
Always mention that training is provided, as most of the people we hire are
unskilled and want to be trained. Give your ads some thought, they bring in
your juice.
Included after this are samples of ads that have been effective in the past.
You may change them to suit your needs.

The Interview
Make sure you look your best on the days you are interviewing. (Read the section
on How to Dress).
Normally, I do mass interview (Telling everybody at the same time what we do)
twice a day, at 11:30 and 2:30. However, if you are getting lots of calls, then
you might have to add 1 or 2 time slots. I fins it is fairly easy to mass
interview about 10 people at a time, besides, having them all in the room when
you speak creates a little competition for the job.
After I tell them what we do, I bring each one info my office individually for a
private interview.
3 Min. MASS INTERVIEW: (This will vary with your promoting owner.)
Hi, how's everyone doing today? What I'm going to do is explain to everyone at
the same time exactly what we're doing and what we're looking for, then I'm
going to speak with each one of you individually, ok?
First of all, our Company is home based in Atlanta, GA and we're in the
fragrance business. We manufacture designer fragrances like men's cologne,
ladies perfume, etc.
We've been in the business for 12 years and have about 120 offices across the
country and what we'd like to do is open another 6 to 8 offices in this area, so
what we're doing is interviewing for our management program.
The reason our company has done so well is that we've taken the top 20 designer
fragrances in the world that sell for about $60 to $100 and sell them for only
$20. The reason we can do this is because there are tremendous profits in the
perfume business.
It only costs about $1.50 to make those fragrances, regardless of who the
designer is.
The first thing we want to do on the management training program is teach the
people we hire about the sales and marketing end of the business. That means
teaching the person how to talk with someone face to face at their place of
Not telephone sales, not retail sales, but face to face. That doesn't mean we
want to teach them the basics.
Starting in the second week of the training we want to teach them to learn how
to manage other people. We want to see if they have the leadership qualities
and abilities we're looking for.
If they do, and they do a good job, then we want to make them a partner in the
business and let them share in the profits of the business, which have been
exceptionally good the past few years.
That's the reason I've been hanging around for about 6 years now and will
probably keep hanging around. I like making a lot of money, and I'm just
looking for someone else who likes having fun and making a lot of money also.
If they've got a good attitude, then I don't mind training them. That's it in a
nutshell. These are just preliminary interviews. I'm going to select a few
people for second interviews.
I'm looking forward to speaking with everyone, unless you were looking for
something else like aeronautical navigation, pest control or undertaking work.
If you were, feel free to leave, you won't hurt my feelings, otherwise, like I
said, I'm looking forward to speaking with everyone.
At this time I then bring each person into my office for a brief interview and
1. What interests you most about what I've said so far?
2. would you say you were an ambitious person?
3. What kind of income would you like to make within 2 or 3 years?
4. Why do you think one person gets ahead in life and another does not?
5. What's the hardest thing you have ever done?
6. Do you think you can learn how to talk to someone face to face at their place
of business.
7. If I said to go buy a brand new car and to pick out anything you wanted,
money was no object, what would you pick?
8. (Acceptable person) Okay, you've got a good attitude. I'm picking out a few
good people for a second interview and if you can be back here at 3:00 this
afternoon, I'd be happy to speak with you a second time. OK Terrific, see you
then in about an hour.
9. (Unacceptable person) OK, you've got a good attitude. What I'm doing now is
just a preliminary interview then, I'm going to call back the people we select
for a second interview between 6:00-6:30 to let them know when the 2nd interview
will be scheduled. Will someone be home between 6:00 and 6:30. Okay, if your
name is on the list, then we'll let you know. (These people are never called.)
The alternative to doing a second interview today is telling the people you'd
like them to call at 4:30 to see if their name is on the list. The ones that
call are definitely serious about the job. You can then schedule them for a
second interview the following day.
One of the most important thing to do while interviewing is to be a likeable
person and listen to the response they give you to your questions. Don't try
and sell them on what a great opportunity this is. This approach never works.
Be nice, but make sure you are in control and asking the questions.

When I invite the people back for a second interview I usually schedule a time
about a half hour after the last afternoon interview. This way, if I run into
someone good at that time I ask them to stay over for a 2nd interview.
I start out by showing the company film, then when the film is over I take the
people into the juice room and use the board to write the following information:
1. The first thing I do is explain the base income is $30,000, but my first year
I made $121,000. This lets them know the potential.
2. Secondly, I go over the 3 part training briefly:
A. Sales and marketing

B. Managing other people

C. Managing money.
3. Then they are told they have to learn how to handle rejection so I know I
have a strong person.
A. This means seeing 300 people a day. Even if 290 say NO, we know 10 will say
4. Next, I explain how we see the people by drawing a sample intersection on the
board and showing what working territory correctly means.
5. Afer doing this I ask if anyone cannot handle what I've mentioned so far. No
One Quits Here)
6. Then I hold up a NO SOLICITING sign and ask who in the room would not go
through a door with this sign on it.
To those who say they wouldn't go through the door I ask them what they would
say to me if I walks into their business if a NO SOLICITING sign were on their
door and said, Excuse me, I saw your sign on the door, but I've got a Rolls
Royce convertible outside and my boss said give it to the first person who could
come up with $500 cash. Obviously the person would not tell me to leave, which
means you don't know what a person wants unless you ask. If you have something
they want, they forget the sign.
7. Then I explain what the money would be for managing 5 people with a $4
override during training. The among should be approx. $1,000 a week.
8. After this I explain the $30,000 base with a signed contract and that they
have 90 days to make a decision whether they would want $30,000 or a percentage
of the profits the office generates. (No One has ever asked for the $30,000.)
9. These are the final questions I ask:
A. Does this sound like the sort of business you'd be interested in?
B. What do you feel you could offer to the position somebody else might not be
able to?
C. Is this the amount of money that can get you to put in the hard work that it
takes to get ahead?
D. Do you think you're strong enough to handle the rejection part?
E. Okay, I think you might be right for the position, so I'm going to give you a
chance. What I want you to do is come on here tomorrow for your first day at
8:30. Dress casual and comfortable but wear a tie. I'm going to let you go with
one of the guys or girls and just observe for your first day. All you'll do is
watch, at the end of the day the person you went with will give me a report on
you, if it's a good report, you'll be given a written exam on what you observed,
if you pass, then you'll be in a position to be offered a spot on the management
training program. If the person is still working I invite them back as soon as
they their job. I do not invite them before hand.

When the people show up at 8:30 I have the secretary greet them and have them
sit down. At about 8:45 I come out and show them the perfume film done on Good
Morning America. Afterward, I hand each one an 8-steps card and go over each
point with them.
Immediately afterward, I go into the morning meeting room to do 5 or 10 minutes
on production, contests, upcoming events, a little motivation and a reading of
the riding list.
When the meeting is over I introduce each manager to the trainee they will be
riding with.
Sometimes, if we are short on cars I send the trainer in the trainees car. This
is not the best thing to do, but sometimes it is unavoidable. If the trainer is
especially strong, I have him take two trainees who have cars in case one is
negative and wants to drive back to the office, then they can get in the other
trainees car.
The managers and trainees are instructed not to bring trainees back to the
office since it totally disrupts their say. If they are having a difficult time
with a trainee, then I tell them to call me and I make a judgment call as to
whether or not I think they should be brought back.
As soon as they come back, sometime between 5:30 and 6:00 they are given the
written test.
After I review the test and ask a few questions, they're hired. Make sure you
rign the bell and introduce them to everyone in the office. Make a big deal out
of it, they can go anywhere to be ignored. This it their shot for success.
These are my final questions at that interview.
1. (Review the test first) Do you think you would have the nerve to do what you
did today?
2. How many bottles could you let go of on the average once you got the hand of
things? (They usually say 5-15)
3. How many people do you think I could count on you to supervise someday?
(They usually say 5-15.)
4. I then explain how much money they would make if they could manage 5 people
doing only 5 sales each on a daily basis. The answer is $78,000.
5 sales times $20/bottle = $100 / person

5 people times $100 = $500 / daily

$500 / day times $100 = $3000 / wk

$3000 / wk. times 52 weeks = $156,000 / yr.

$156,000 / 2 (Overhead) = $78,000 / yr. NET
5. After this I ask if they're ready to do the hard work it takes to make this
kind of money? What do you think the answer is?
6. *** At this point I have them sign the consignment form and give them a new
dealer packet.
7. When I give them a new dealer packet I flip it over and explain the money the
first month.
A. 6 sales a day = approx. 40 / week

40 times $5 =$200. Manage 2 people and get $4 O.R. on each on a day, that would
be $80 / day in override.
8. Then, they meet everyone and the manager is instructed to get their phone
number and call them that evening.

8:00-9:00 - Fill orders, manager meeting, prepare trainees, do the morning
meeting, etc.
9:00-11:30 Check newspaper ads, call anyone who didn't come in, Book interviews,
post previous days sales (should be done by the secretary), prepare bank deposit
figure Atlanta Pay-In (Not doing the pay-in on time will put your order on
hold), call regional manager, make sure office is vacuumed and cleaned by the
11:30-12:30 INTERVIEWS
12:30 Send secretary to bring lunch back to office.
12:30-2:30 Run errands. (Bank deposit, printing, etc.)
2:30-3:00 INTERVIEW
3:00 or 3:30 2ND INTERVIEW Show company film and give classroom training if you
have more
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#4 Consumer Comment

Universal Wholesales is not a scam!

AUTHOR: Concerned - (U.S.A.)

First of all, You make commision off selling bottles and yes that is the only way you make money during your training. Alot of companys who do Sales do that.That is nothing new. Secondly, Leslie most likly didn't want to tell you what her health plan is because that may be none of your concern. Thirdly,Amy Sue is in the office three times a week. If you stick out the training you will get what you were promised. But how is someone supposed to give you a bussiness to run if you have no expericance. That's why Doug trains you first. And having to see bottles is one way. How are you supposed to train someone once you get your own place if you have no idea how to sell something yourself? He never said in your interview you were getting an hourly pay!!And the reason they post something different then what they really do in the paper is because if you saw an ad for selling perfume you wouldn't of even gone to the interview. They don't lie about anything. You are just angry because you found out you had to sell something to make money and you were expecting to get paid for nothing. Doug Zirbel has donated alot to the city of San Diego. There are even a few streets named after him because of it. There is no scam in this bussiness. It's called work and some people like you Leean just wasn't meant for something like this.
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