In my past few articles, I’ve been heavily focusing on why you should be selling creatine supplements. I’ve also explained how to use sales techniques, such as product sampling, to increase your monthly revenues. However, this month I’m taking a bit of a diversion, and for a good reason. You see, I want to make you aware of a growing problem in the supplement industry. And, I also want to show you how to protect yourself and your valuable clients from this epidemic. So what’s the big issue? It’s the growing number of supplements that either don’t meet label claims, or are laced with banned substances to make them work “better.”
It seems like every day the headlines are filled with stories about Professional and Olympic-level athletes in major trouble after using what they believed was a “clean product” only later to test positive for a banned substance. This means huge fines, ruined reputations, and sometimes spells a bitter and embarrassing end to a longstanding career. What if this athlete bought this product from you? In the end, your valuable reputation is on the line. So, the last thing you want is to blow it in the eyes of your clients by unknowingly selling them low quality or even bogus products…Without even knowing it!
Here’s another all-too-common scenario: You buy a product and get great results from it. But, the next time around, it just seems different for some reason. You don’t get the same pump. Maybe it tastes a little odd. Or, it has a different color. You start getting weird side effects. What exactly is going on? Hey, aren’t results what you’re really paying all that money for in the first place?
The biggest problem in the sports nutrition industry today is the fact that almost no one tests their products for impurities, to guarantee they meet label claims, etc. If they do, it is likely not on a consistent basis. To further back-up what I’ve just been sharing, take a look at this quote from a study published in Nutrition Outlook (April 2000): “Last year, more than 70% of manufacturers switched raw ingredient suppliers – 54% of them cited quality as why.”
Yes, this quote was from six years ago, but I can tell you from firsthand experience, things haven’t changed that much. So, why don’t more companies test? One word: Money. Testing products on a consistent basis is very expensive, and few companies are willing to shell-out the big bucks to do it. Look at it this way: Every product starts out with raw materials. Now, what if those raw materials are contaminated…Or, fake? If they aren’t tested properly – or even tested at all – the manufacturer won’t know…So, how on earth would you?
How do you protect yourself and your clients? You might think that an easy way is to simply stick with a reputable company. But, even they aren’t immune. I’d love to tell you this part was going to be easy, but it’s going to take a little homework on your part. Here are a few recommended steps:
1. First of all, never shop based on price alone, even for similar products. Price is only important when there is nothing else to consider, as you’ll soon see.
2. Second, have the company name their manufacturer, along with its address and contact information – should you ever want to check up on them.
3. Third, ask any company from whom you buy products to provide you with a “Certificate of Analysis.” These special forms are produced by the manufacturer to show what substances are present in a particular product. They should also show the testing that was performed on that particular batch. NOTE: There should be a line near the top that shows purity. Since nearly all products contain moisture, this number should fall just below or above 100% (e.g., 99.4% or 100.43%). If this number is exactly 100%, it is likely a fake.
4. Fourth, go to FDA’s website (www.fda.gov) and perform a search on the company in question. If they have any infractions, they will be listed there.
Take action and follow these four steps. Believe me, your clients (and your bottom line) will thank you for it.
For more information about product testing methods calll Brian Andrews at 1.800.659.3406, or email him atbandrews@aaefx.com. You can also download his new FREE book called “CREATINE: Industry Insider Secrets Revealed” atwww.aaefx.com. Or, simply contact him to have a printed copy mailed to you.
