Volume 3, Issue 5, May 1999

The Annual IPS Million Dollar Rolodex

I always liked Yeats, but especially chose this quote to stress the ‘theme’ of this month’s newsletter. That theme is "who you know."

It always seemed to me that the reason Aristotle Onassis was able to snag Jackie Kennedy had a little more to do with his money than his good looks. Anyway, to the extent he knew business – and he did know business – he claimed the ‘secret’ to business success was knowing something nobody else knows.

Along those lines, one of the biggest untapped resources of knowledge, information, ‘inside secrets,’ tips and all around good advice is each other. Similarly, one of the biggest challenges, frustrations, irritations and overall business headaches is wanting to do something...being ready to do something...even almost being ready to do something, and not knowing where to turn/who can help/who you can trust/who’s really good.

And, likewise, it’s just as important to know who’s not good, who’s not trustworthy and who’s going to waste your time and your money.

Over the last couple of months, I’ve asked IPS members to ‘cough up’ their contacts. I’ve also thrown in quite a few of my own personal contacts and contacts from my marketing colleagues. Originally, I was going to make this "IPS Million Dollar Rolodex" available for a small fee.

No longer. The ‘shortcuts’ and good ideas you’ll find on these pages were too good to hold back. (I will update this every spring. I’m expecting more IPS members to ‘cough up’ their contacts from their own rolodexes between now and then!)

Note: I urge you to print this newsletter, read it through once with highlighter in hand. Keep it handy. Turn to it often. (And make notes about who you’re going to contribute from your rolodex when I ask you next year).

IMPORTANT: Over the years, I have negotiated a discount for IPS members from some of these vendors/contacts--not all, but some. Be certain to identify yourself as a member of IPS/friend of Michael Jans.

If they do not offer a discount, suggest they contact me.Finally, if you have any additions, comments or observations, don’t wait to tell me. As you know, I try to make each issue of the ProfitMaker a ‘keeper,’ so I will add ‘mini-additions’ to the "IPS Million Dollar Rolodex" throughout the year. Thanks!

Additional notice: (1) Some of these contacts are mine. Some are referred by other IPS members. They do not have my endorsement, unless specifically noted. (2) I/we cannot take responsibility for any purchasing decisions you make or the performance of any of these companies/individuals. (3) If any information is outdated, changed or inaccurate, please be courteous enough to let me know so we can change it for next year.

Introduction

Over the years, many of our relationships have worked. Plenty have not. The ‘whys’ usually fall into two categories: 1) Lots of vendors are bad, bad, bad. The truth is, most people don’t know how to run a business. 2) We didn’t nurture the relationship enough.

Yes, I really believe whether we want to or not, long-term vendor relationships need to be taken care of and paying your bill on time doesn’t seem to be enough. Ongoing communication and good old-fashioned nurturing go a long way (just like carrier relations).

Marketing colleagues of mine meet weekly with their three key vendors, just as if they were employees. We’ve given away ‘Merchant of the Year’ awards, and always remember our key vendor partners at Christmas.

What I’m getting at, is if you want these relationships to work, make a personal commitment to make that happen.

The Rolodex!

• Introduction
• Associations
• Trade Shows
• Audio/Video Duplication
• Lettershops: Printing, stuffing, folding, folding, stamping, mailing
• Printers
• Advertising Illustrations and Commercial Art
• Celeberty Spokespersons
• Leads and Lists
• Telemarketing
• Ad Specialities
• Employment Related
• Copywriters
• Financial Services Marketing
• Insustry Information
• Closing Sales
• Industry Consultants
• Networking
• MGAs
• Software
• Internet
• Workers' Comp
• Telecommunications
• Menu of Services from Insurance Profit Systems