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Hands up for Success, Stuart Johnson and the VideoPlus Europe Team

Recruitment and sales are two of the most important elements for any direct selling organisation, from start-up to a more established company. VideoPlus, which offers innovative solutions to all these needs, has seen tremendous growth in Europe as DSOs find their way through the recession.

VideoPlus takes seriously its responsibility to the direct selling industry, never more so than in today’s global recession. While supporting individual companies, the management team constantly looks for ways to give back to the industry with which it has been involved for 25 years.

Marinda Chaplin, Vice President, VideoPlus Europe...here to help

That is the message from Vice-President Marinda Chaplin, who moved from the US in 2009 to accelerate the business development plans in Europe. Expecting to be away from home for one year, she met and married her industry executive husband and decided to stay!

The European story began a few years previously when VideoPlus (VP) recognised the need for a permanent base on the continent to enable them to better support existing clients. Marinda at that time was working for VP in strategic client development from offices in New England, embedded with global beauty giant Avon in New York.

She told Direct Selling News Europe: “VideoPlus was being asked more and more to support US-based companies in their European activities and there was a feeling we weren’t really tapping into the potential that existed. Companies like ACN, with whom we have a strong relationship, wanted us to support their European market needs just as we had been supporting them for years in the US. This led eventually to the opening of a VideoPlus Europe (VPE) office in Poland.”

Inside the Warehouse

Having been with the company for about six years, Marinda took on her new role in VPE’s existing sales and marketing office in the UK, one of the largest direct selling markets in Europe. She works proactively with existing and new clients, bringing energy and enthusiasm that remain as high as when she began her direct selling career with German company Vorwerk 15 years ago.

The last two years have exceeded expectations as DSOs turn to the expertise and inside knowledge that VPE offers. Tomasz Okowiak, VPE General Manager based in Warsaw, has been with the company since its inception. He said: “Our challenge has been to keep up with clients’ growth despite the difficult economic conditions. We have been very fortunate in developing new business which is also an investment in the future wellbeing of the industry. However we remain focused on our long-term partnerships with clients and providing value-added solutions.”

To keep up with demand, the Polish-based team has grown to 30 and at the start of this year they moved to a facility four times the size of the original. The combined team, comprising the original staff who started with VPE five years ago along with new people who have joined them during the period, has an unrivalled breadth of knowledge and experience. “Their strength and dedication is second to none,” added Tomasz.

The client services department, managed by Justyna Bakowska, is bi-lingual with several team members speaking three languages, such as Igor De Gregorio who is fluent in English, Polish and Italian. Sylwia Kowalska has been there since the start, providing tremendous support to some of VPE’s largest clients.

In line with plans and strategies devised by Marinda with clients, the team produces a wide portfolio of tools and materials including starter kits for distributors, magazines and journals, videos, CDs, DVDs and the latest ‘DualDisc’ technology – CD on one side and DVD on the other.

They work in many languages and can turn a project around quickly if required. For example, a customised video can be briefed, produced, copied and delivered in just a few weeks if necessary. The recurring theme is personal testimonials, allowing successful distributors to share their story to inspire others. “We believe strongly in the power of testimonials, which are proven to be a highly effective tool. Available in print and digital format, videos are especially popular with clients as they can be posted on a company website or cascaded via social media channels, making it a much more emotional message when you see and hear the genuine personal story direct from the distributor’s perspective,” explained Marinda.

In addition, VPE provides manufacturing, fulfilment and distribution of distributor kits to over 20 countries in western and eastern Europe for selected clients. VPE can offer competitive pricing and efficiency because it is able to combine shipping volume and have strong strategic partnerships with logistics company UPS.

Polish Facility

Demand for their specialist personal development, educational tools and sales aids has risen against the background of recession as DSOs strive to make progress. Some companies are even choosing to launch new operations, asking VideoPlus to advise in a consultancy role. This is another aspect to the business, built on vast experience with all the top companies over many years. This gives them a broad view of the industry that can be invaluable to a start-up as well as to more established companies.

This is a free service, seen as an investment not only in the relationship with clients but in the industry as a whole. Similarly, VideoPlus University is an educational event for sharing best practices and innovative solutions, hosted free of charge exclusively for industry executives who can share, discuss and learn from each other. Launched five years ago, and held primarily in the US, these one or two-day events attract over 600 delegates. These comprise only DSO executives with no suppliers or outside attendees, making it the only event of its kind where executives can be completely open and candid among themselves. The next one is in April 2012 in association with the SUCCESS Symposium. Details can be found on http://www.videoplusuniversity.com.

“Our business is not just about giant projects or big budgets,” said Marinda. “It’s about supporting the industry and building strategic partnerships where we can truly understand our clients’ specific needs and add value.” Ultimately her role is to identify the best way to support distributors and enable them to develop a productive and rewarding self-employed business that forms the foundation of sustainable and profitable growth for themselves and for their DSO.

For Marinda it is supporting distributors’ needs that makes her job so satisfying. “I am fortunate to work with clients who are both colleagues and friends in an industry that allows people from any background to achieve their dreams,” she said. “It may be a cliché to talk about achieving dreams, but I am proud to be part of a company whose purpose is to provide the support tools that help turn these dreams into reality – through hard work and steady persistence.

“From a personal perspective coming to Europe has far exceeded my expectations also. I have achieved so much more than I imagined and it has been life changing both for myself and my 16-year-old daughter. Not only did I meet and marry my husband, I am enjoying the culture, meeting so many different people and learning to appreciate the diversity of European life.”

Recent projects include…

• Production/localisation of 50 videos in 21 languages for Amway Europe
• Launch of new recruitment magazine for Oriflame Russia at Moscow conference for 25,000 delegates; VideoPlus wrote the content and managed design, photography, printing and delivery; the magazine also incorporated a recruitment DVD
• Manufacturing, fulfilment and distribution of European distributor kits and/or components for ACN, Kyani, MonaVie, Nikken, Oriflame, Scentsy, Vemma and others
• Production of a promotional video for the Polish Direct Selling Association featuring interviews with executives from Avon, Herbalife, Betterware and DSA executives
  
• Co-sponsor of the Seldia (formerly FEDSA) conference in Warsaw
  
• Attendance at the World Federation of Direct Selling Associations regional conference in Istanbul