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How to build a successful direct sales business with Jerry Salerno of Discovery Toys

If you want to grow your business and haven’t yet considered the direct sales model, you should! Our guest for today’s episode, Jerry Salerno, is here to share with us the story of Discovery Toys and the benefits of the direct sales business model.

Jerry is CEO of Discovery Toys, a company that specializes in educational toys and learning products for newborns through school age children. Discovery Toys was launched in 1978 by Lane Nemeth, an early childhood educator who saw a need, invented a few products, and shared them with her friends.

Since then, Discovery Toys has used direct sales to become one of the most trusted brands in the toy industry – but it hasn’t come without struggle. Jerry shares how the company exploded in growth initially but then lost focus several years in. They ended up becoming known as “the best kept secret.”

In this episode, you’ll also hear about:

  • The advantages of the direct sales model over the retail model.
  • What are the characteristics of the ideal direct sales consultant?
  • Why investing in your people is crucial to your success.
  • The “3 Ps” of success in direct sales: what are they?
  • And so much more!

Jerry came to the company as a consultant in 2011 to help get them back on track after their downturn. He saw the incredible potential of this company to make children’s lives better, and he threw everything he had into it. In 2012, he became the CEO, and his mission now is to get the word out about Discovery Toys and bring it back from “best-kept secret” status.

The direct sales model has been key to the company’s success all along, and even more so now in the age of social media. Most people don’t buy anything these days without looking at reviews online. With direct sales, it’s the same thing – except you get to hear reviews of the product in person, at home parties, shows, and other events.

Jerry says direct sales is perfect for someone who is looking to generate a side income, or even develop a full-time income. And, for those who have a company and would like to expand, direct sales offers the advantage of slow, controlled growth. It also does not require Accounts Receivable because the sales are all COD. This means you don’t need a lot of capital to start a direct sales business.

There is so much more to this episode with Jerry, so be sure to click the PLAY button above or listen on iTunes to hear it all!


Have you thought about implementing the Direct Sales model for your business? Do you have a question for Jerry? Post it in the comments below – I'd love to hear from you!

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