Ertz Denis achieved success quickly after joining Immunotec as a distributor, hitting Gold rank within 3 months and Diamond rank within a year. He attributes his success to focusing first on friends and family, hosting home meetings, and maintaining close contact with his growing team of distributors. Ertz meets regularly with his leaders to discuss strategies and divides into groups to host additional meetings. He also emphasizes closing deals by having prospects sign agreements and following up on their questions. Ertz continues to support his growing organization across several cities through travel, availability, and commitment.

1. focus
I M M U N O T E C ’ S A C T I V E L I F E S T Y L E N E W S L E T T E R
VOLUME 2 NUMBER 8 AUGUST 2005
Teaming up for Success
Intent was Ertz Denis’ first goal as he began to climb the ladder of success
Ertz Denis signed up as a distributor in November 2003, hit Gold in three ways of finding new
months and Diamond a year later. Want in on his secrets of success? prospects and presenting
Read on… Immunotec’s products and
A PERSONAL TOUCH – Although his success began with a clear opportunity to them. The
intention - something Jim Britt always advises - Ertz knew the importance leaders put forth ideas and
of starting small. To launch his Immunotec career, he kept it close to home suggestions; then narrow
realizing that his first and best resources would be his friends and family; so down and adopt the best of
he introduced them all to Immunotec’s products and business opportunity. the proposed strategies for
growing their organization.
Ertz has proved his “first circle” strategy works and he still maintains that
After these productive
same touch. He hosts meetings at the homes of distributors and their
meetings, they branch off -
prospects; emphasizing to everyone the importance of home meetings as
dividing into groups of
a way to ensure that prospects are comfortable and in a non-threatening
two and hosting additional
environment.
meetings.
BUSINESS STRATEGIES – His sponsor, Rénald Plamondon, took notice
Also monthly, the organization holds a large conference-type meeting at
of Ertz’s efforts, saw his potential, and immediately decided to coach him. a hotel, where all the distributors invite new prospects. Knowing they will
A combination of hard work and productivity, along with strategic planning reap the rewards of a thriving organization, the team splits the costs of
is taking both distributors to the top. the hotel and ensures that prospects attend for free. And the “personal
Today, Ertz has over ten leaders in his organization, with whom he meets touch” aspect is never lost; they offer snacks and refreshments to all attendees -
regularly, “at least monthly,” he says. The team discusses the most effective a simple, but very effective tool says Ertz. Once everyone is comfortable
See TEAMING UP / Page 3
Your Key to a Better Business Xtra Sharp
A look at some “social” benefits that Immunotec’s training program has to offer Opportunity!
By Jim Britt
You just received an invitation to a big yearly event that one of your clients is throwing. Yahoo! Immunotec helps you “jump in
Not only SHOULD you go, but it’s also a chance to meet people and promote the ring” with Xtra Sharp professional
your Immunotec business. Sounds like fun... but before you even begin to feel pick-up man, Flint Hemsted
enthusiasm, a little voice inside your head whispers: “Wait a minute! You’ll walk
into that fancy ballroom and see nothing but strangers! They’ll all know each
When we think of
other, but no one will know you! Who will you talk to? What will
rodeos, the first
you say?”
things that probably
Sound familiar? Rest assured you are not alone! It’s uncomfortable to come to mind are
walk into a room full of strangers – especially when you want to cowboys, horses,
make a good impression. But it can also be one of the best opportunities and competition!
to promote your business. The benefits of being able to “work a Rightly so… but an
room” with ease and professionalism are tremendous! To be able to important aspect to
approach business prospects with a genuine enthusiasm and confidence the excitement is
does require training. making sure that the riders and horses are safe
If you aren’t able to walk up to people, smile, and put out your hand to and sound at the end of each ride. That’s where
say “Hi”, those opportunities may be lost forever. This is why Immunotec the pick-up man comes in!
offers a training program that will teach you the art of meeting people, Flint Hemsted grew up in a rodeo family, so it
asking the right questions, developing not only business, but relationship was in his nature to compete. He rode bulls for
skills, and much more. many years and enjoyed the competitions
Our programs help you develop the confidence to walk into any room tremendously. When it was time to retire however,
and shine - whether the event is a meeting, a fund raiser, a seminar, or a Flint knew that he could not give up the rodeo
See BETTER BUSINESS / Page 3 See OPPORTUNITY / Page 2

2. OPPORTUNITY / From the front cover
Xtra Sharp is a product that helps him maintain
the vital level of concentration required for
competition. The natural tonic keeps him
energized, focused, and alert because it “works
ATTENTION ALL
well to provide an immediate boost and provides
long-term effect too,” he says.
DISTRIBUTORS!
Here’s your chance for a fabulous and exciting
Immunotec is proud to be sponsoring Flint, opportunity… “partner” with Flint Hemsted and join in
and equally proud, he sports the Xtra Sharp on the rodeo fun!
logo on his shirt, truck, and trailer. Flint is very Attend one of these exciting rodeo
happy to tell everyone he meets about Xtra Sharp performances and take advantage of
and its beneficial effect. And he certainly gets a this opportunity for some Xtra Sharp
lot of exposure - by the end of the year, Flint exposure!
will have racked up over 100 performances.
What a terrific way to showcase Xtra Sharp! FLINT HEMSTED’S
life. So he found a new calling that is just as
challenging; he became a professional pick-up You can benefit from this promotional campaign! 2005 RODEO SCHEDULE
man. Flint is the man who risks injury to get It’s easy to do… consult Flint Hemsted’s Rodeo
Schedule for 2005 and find out how you can sell DATE LOCATION PERFORMANCES
the cowboy back to safety, and catches the
bucking horse to lead it out of the arena once some Xtra Sharp at the rodeo event near you. July 1-4 St. Paul, Or 5
the ride is complete. Sound dangerous? It is! Rent a booth, corral some display space – July 8-10 Chino, CA 3
But as Flint puts it, “it’s my job!” whatever it takes. When spectators see July 13-17 Salimas, CA 5
Immunotec’s own pick-up man in Xtra Sharp July 23-24 Santa Rosa, CA 2
Some professions require more “swiftness” than July 30-31 Hillsboro, Or 2
action, your sales will get an energy boost!
others. In this line of work, Flint needs exceptional
timing and absolute concentration - one wrong Want to be a vendor at one of the rodeos where Aug. 6-7 Grace, ID 2
move and his life is in jeopardy! His reflexes Flint will be appearing? Most rodeos have a Aug. 13-14 Truckee, CA 2
Web site where you will find vendor information – Aug. 17-21 Canby, OR 5
need to be sharp as each situation is different
just do a search and locate the URL. The Web Aug. 24-28 Bremerton, WA 5
and it’s a new challenge every single time he
dashes in for a pick-up. Flint counts on being in not your style? Contact the local organizing Sep. 2-4 Walla Walla, WA 3
great physical shape to keep him up to speed committee by phone. Just call “information”, Sep. 8-11 Puyallup, WA 5
and out of harm’s way. ask for the rodeo by name… and you’ll be dialing Sep. 23-25 Poway, CA 3
your way to an Xtra Sharp business opportunity
When Immunotec Executive Diamond distributor, Oct. 1-2 San Dimas, CA 2
in no time.
Sandi Walper, spotted the pick-up man last Oct. 14-16 Central Point, OR 3
year, she immediately thought of Xtra Sharp as Oct. 22-23 Tucson, AZ 2
the product to give Flint that extra edge that he Oct. 25-30 Pasadena, TX 8
needs. Before he could say “hee haw”, she
sponsored him with some products. And he too
became an immediate Xtra Sharp fan! Flint had
tried other “energy drinks” before, but they gave
him the “jitters”… not a desired effect for
anyone, let alone a rodeo professional.
Summer with an Xtra Edge?
Need a supplement to help put that Xtra bounce in your step? Wish granted!
When you need to kick the energy level up a notch, you can When formulating Xtra Sharp, Immunotec took into consideration the
always count on Xtra Sharp Energy Tonic for not only an many causes of fatigue such as poor diet, stress, illness, environmental
immediate boost, but for its long-lasting and long-term effect. sources, etc. These factors are destructive because they not only contribute
The formulation of Xtra Sharp is unique – a natural to a lack of energy and vitality, but also impair proper bodily functions.
“tonic”, prepared with an ingredient list of well-known Xtra Sharp is designed to go far beyond a short-lived fixer-upper by providing
herbs and minerals. Most energy drinks do not offer lasting effects. An exclusive blend of herbs and minerals makes up the
the same benefits; the majority of them are unhealthy Xtra Sharp solution to overcome fatigue, provide energy and vitality, and
because they are “empty calorie” drinks, loaded with promote good health. Its potency supplies an immediate boost and fosters
sugar and caffeine. lasting energy… so you can take on the demands of today’s fast-paced world.
The Xtra Sharp “tonic” is an agent that supports proper body functioning An exceptional assortment of six essential minerals - potassium, magnesium,
for peak performance and ongoing power - physically and mentally. It provides iron, iodine, phosphorus, and calcium – and 21 herbs that are fast-acting
you with a surge of energy while benefiting your body’s systems. Most energy
to revitalize your mind and body. Unlike any other, this formulation
drinks are just that - a sugary drink. They may energize you, but they do so
offers your body what it needs.
because they contain high amounts of sugar, caffeine, and sodium. Sure
caffeine and sugar can give you a boost… but lacking vital substances to So maximize your total wellbeing in a safe and natural way! Xtra Sharp is
sustain you, they will have you crashing as fast as they hauled you up! the answer for strength and vitality, so the “I’m too tired” excuse just
Immunotec examined the need for an energy drink - with substance - and doesn’t cut it anymore. Taken daily, Xtra Sharp is a natural, low-calorie
addressed it with a healthy alternative; one that gives you a surge of energy, way to find your edge!
but also supports and benefits your overall health. Have Xtra fun this summer – make Xtra Sharp a part of your day!
2 f•o•c•u•s

3. TEAMING UP / From the front cover
and enjoying the evening, Ertz and his team in all cities: duplication. He has set up distributors,
members introduce the Immunotec story, all simultaneously working towards the same
products, and opportunity. goal, and is amazed how “in this business, when
SEAL THIS DEAL – The successful distributor word gets around, it’s a positive thing”. As word
understands that an important got out about Immunotec, his organization
‘‘
aspect of signing people up is grew significantly over a relatively
“closing the deal”. If a person feels in this short period of time.
His success is a direct outcome of
team are passed on - it’s also the way his
they need more time to think
about it, he says, it is crucial to give business, his dedication. Ertz makes time
distributors treat new sign-ups and prospects.
Everyone practices the Ertz Denis brand of
them a copy of the agreement
form in order for them to clearly
when for all his downline organization;
he travels to oversee his distributors
communication… and productivity.
word gets
understand what they are signing
up for. But when that’s done,
follow-up and communication are
key elements. It’s important to
find out what is holding a prospect
back, address their questions or
concerns, and offer a solution.
around,
it’s a
positive
thing
‘‘ in every region. He also continues
to consult with his upline leaders,
Rénald Plamondon and Michel
Brazeau, from whom he gets “a lot
of support”.
PRODUCTIVITY – He provides his
contact information to everyone
BIGGER GOALS – Ertz continues to practice
intent. Four of his leaders plan to attain the
Diamond level within six months. He supports
all of their efforts because their success is what
will move him up to Executive Diamond - a title
he aspires to hold by the end of 2005.
There are no pressure tactics with
PARTNERS:
and makes it a point to be available.
Ertz, but as his focus is on recruiting, he will go He takes calls - from his leaders or any potential • Claire Belfort • Lionel Guerrier
out of his way to support a new distributor. prospect - from 6:00 a.m. to midnight, 7 days a • David Hyacinth • Allourds Dor
LESSON IN GEOGRAPHY – Ertz’s organization week, 365 days a year! Now that’s leading by • Sarah Roland • Edith Jacques
is extensive; with leaders in Ottawa, Miami, example!
• Emilianne Sama
New York, and Boston. His strategy is the same The support and commitment he offers to his
BETTER BUSINESS / From the front cover
‘‘
one-on-one encounter. The more training you attend, the YOU’LL LEARN TO BECOME A NETWORKER
more you learn these crucial skills, and the faster your business
will grow. Here are just some of the benefits you’ll receive… networking Becoming a “networker” will become the single
most important thing you can learn and put into
YOU’LL LEARN TO DEVELOP YOUR ATTITUDE offers diverse practice in order to grow your Immunotec business.
Your attitude is the starting
benefits from Networking offers diverse benefits from finding
point. It is the mechanism
that turns on or shuts off the
flow of ideas that can bring
forth your success. With
the right attitude, you’ll
become a powerful magnet
finding business
partners to
friends
‘‘ business partners, to meeting people with influence,
to making new friends, and more. Entering into a
networking relationship with someone can provide
many opportunities. Remember it’s not who you
making new BOTTOM LINE: Attend or take advantage of every
know, but rather who knows you.
for attracting prospects and training program available to grow your business.
pleasant experiences. We want you to succeed!
Your attitude toward your prospects will
determine their attitude toward you, the
products, and the business.
YOU’LL LEARN TO PLAN YOUR INTRODUCTION
You should have a planned and practiced self introduction that is clear
and well-delivered. Tailor this introduction for the event you are attending.
I call it an “elevator speech” because you should be able to deliver it in the
amount of time it takes to travel between two or three floors in an elevator.
Short and to the point!
EXAMPLE: “I have my own business… I show people how to develop
Construction Update
substantial second incomes.” As construction of our new building continues with
Remember, it’s not about YOU, it’s about your audience. Tell them things final touches to the outer structure and the entrance,
that will secure THEIR interest. You have one minute to capture someone’s crewmen have “moved in” for some interior design. The work is
attention. One minute to sell yourself and get them to listen. Also progressing exactly as planned. In just a few months, you will be able
remember to always carry your business cards and make sure they convey to see your new Head Office - inside and out!
the professional image you care to be remembered by. …can anyone say RED CARPET?
YOU’LL LEARN TO ASK QUESTIONS AND LISTEN
Being a good conversationalist doesn’t mean doing all the talking. It
includes mostly listening. Ask open-ended questions - those that cannot
be answered with a “Yes” or “No” - and the conversation will last much
longer, be more comfortable, and you’ll learn more about the people
you’re meeting and their needs.
EXAMPLE: “What type of work do you do?”
“What do you like most about your job?”
f•o•c•u•s 3

4. Who Doesn’t Enjoy Cruising? Market Leaders
Life is about setting goals… and your next goal should be
to go cruising with Immunotec President, Chuck Roberts! MOST RECENT DIAMOND PROMOTIONS
RONALD COMRIE
ROB NORRIS
We’re talking about the next President’s Award -
FREDDY J. WEST
a chance to sail away in style, aboard the
magnificent Royal Caribbean Majesty of the Seas!
On October 31st, 2005, twenty-six hard-working MOST RECENT FREDDY J. WEST BARRY FULTZ JABNEL GASTON
distributors - and their significant others - will GOLD PROMOTIONS
have the chance to visit the tropical isles of Paradise Island, Cayo Cay, and CLEMENTINA CARSWELL
Key West. What better way to reap the rewards of your efforts than to enjoy BARRY FULTZ
JABNEL GASTON
the luxury of an all-inclusive cruise get-away and have the opportunity to REBECCA GASTON REBECCA GASTON ALEX GOPKALO DEAN HAGOPIAN
learn from Immunotec’s President? Don’t miss out on this spectacular cruise! ALEX GOPKALO
For complete details on how to qualify for this year’s President’s Award, DEAN HAGOPIAN
DAVID D. HERMAN
consult the flyer in your online back office. Working now could mean ANN MATTHIES
cruising later! MARIO PETRACCONE DAVID D. HERMAN ANN MATTHIES EVA TAPALES
KELLY SOH
STOP THE PRESSES! As we go to print, we are excited to EVA TAPALES
announce the first two distributors who will join Chuck Roberts aboard CHRYSTOPHER VON ANGERSBACH
the President’s Award cruise with their companions. Congratulations to
Jean-François Viau (below left) and Jim Spencer (below right)! Bon Voyage! MOST RECENT SILVER PROMOTIONS
NANCY AUBIN SYLVIA LOZIN
MARI SUE BAGA MIKE LUTES
MICHELE CHIKHI ANN MASSEY
LUCKENSON E. CINEUS NEIL P. MATTHIES
VIVIAN G. CLARK ABRAHAM O. MENDOZA
CONSTANCE DESROCHERS LIGAYA MENDOZA
PAUL DESGRANGES LAURIE MEYERS
MARIE DRESSLER MICAH MORRIS
CLARA DUVERGER FRED MOSS
SUSAN J. EMBRES NORA NAGATANI
FREDERICK B. ENTENMANN JAMES DAVID NILSON
New and Improved WILLIE L. FARMER
DALLAS FOLEY
DENISE O’CONNOR
NATHAN OLSON
Compensation JOSEPHINE FOO
MILARA FORTUNAT
JAMES A. GIEG
RITA RAINVILLE
SUSAN J. REIMER
JEAN-PIERRE RICHARD
Immunotec is committed to rewarding you for the TRACEY E. GRAHAM ALAIN RIVEST
ROY EDWARD GUTIANJO CHANTAL SAVARD
hard work and dedication that you devote to your
WILLIAM HALL TRACY A. SCHOONOVER
Immunotec business because we never fail to ESTHER JEAN-LOUIS PIERRE TAYLOR
understand that our success stems from your success. CARLINE JEAN-PIERRE LILIANNE THOMAS
PAT LAWRENCE SHIRLEY VIGNEAULT
Enhancements were made to the Compensation
MONIKA LEWIS SANDRA D. WILLIAMS
Plan in June… and are now reflected in a LILYBELL LLAVORE JOHN WOOD
“mini-makeover” to the graphic representation
that is sure to prove beneficial to all distributors!
The new and improved “Comp Plan” graphic
is simplified, more aesthetically pleasing, and
easier to follow; and it highlights all the various
ways you can maximize your earnings. Consult the new Compensation
Plan chart to learn the basics about your commission structure, and for
insight on how to participate in the numerous Bonus pools.
You’ll find the new Compensation Plan chart in the Basic Distributor Kit,
in your online back office, and the Fax on Demand system.
Immunotec and you… fostering your success!
ORDER YOUR EXTRA COPIES OF FOCUS ON-LINE OR BY CONTACTING OUR CUSTOMER SERVICE DEPARTMENT.
FOCUS FOCUS welcomes your The statements made throughout IMMUNOTEC BY THE NUMBERS
is published by: contributions, including training this issue have not been evaluated
Immunotec Research Ltd. Health / Wealth Call
ideas, business-building tips, by the FDA or Health and
Thursday, 9:00 p.m. ET/PT
comments and suggestions. Welfare Canada. The products
Editor: Kathryn Stephens 888-957-2222
are not intended to diagnose,
Contributing Editor: Where appropriate, cure, prevent or treat any disease. Gutman’s Medline
Eevet Khoury kindly include a photo. 1st/3rd Wednesday, 9:00 p.m. ET/PT
888-957-2222
Chuck Roberts, President Please e-mail your ideas to: Prycena Call
John Andrique, V.P. Purchasing immunotecresearch@immunotec.com 2nd/4th Wednesday, 9:00 p.m. ET/PT
Travis Bond, Executive V.P. 888-957-2222
Immunocal® and HMS 90® are
Sales & Marketing Business Briefing Call
registered trademarks of
Gustavo Bounous, M.D., Dir. R & D Immunotec Research Ltd. Available 24/7
888-593-3777
Jim Britt, V.P. Sales & Training
Immunotec Research and the Printed in Canada Audio/Fax on Demand System
Jacques Cohen, V.P. International Immunotec logo are registered 888-830-4040
Wulf Dröge, Ph.D., Snr V.P., R & D trademarks owned by
Immunotec Research Ltd. Internet
John H. Molson, V.P. R & D www.immunotec.com
Richard Patte, Executive V.P. E-mail
Cynthia Pincombe, V.P. Medical immunotecresearch@immunotec.com