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Easy $ell For Some,

the Home-Party Biz Makes Big Sense

By TEQUITIA ANDREWS

Photo: Tara Paulitz, a consultant with jewelry company Silpada Designs, can spend more time with her family, including daughters Catherine (left) and Lilly. After fighting breast cancer, she also uses her business as a way to spread the word about the importance of breast self-checks. (Photo: Frost)

Are you a working mother who would rather work part time than full time? Maybe you’re an at-home mother who sees the ideal scenario as not working outside the home at all. Either way, according to a Pew Research Center study, you’re among a growing number of mothers who would prefer not to work full time, compared to 1997.
It’s no wonder, then, that home-party sales companies like Pampered Chef, Creative Memories and Discovery Toys appeal to mothers.
For many moms, owning a home-party business has provided the perfect way to balance work and family all under one roof. It gives them the opportunity to spend more time with family, work their own schedule and make a good living.
According to the Direct Selling Association, more than 14 million people make money through in-person and online direct sales. Of that, more than 80 percent are women.
Low Start-up Cost
Unlike franchises or building a business from the ground up, home-party businesses require very little money to get started. Average start-up costs range from $50 to $300. Some require no money at all.
That was the convincing factor for Henrico mom Anita Resnick, an independent consultant with PartyLite, which sells candles and candle accessories.
“The company gives you everything you need to get started for free—a start-up kit worth $350 which has all of your paperwork, order forms, invitations and candle samples—all of it for free,” she explains.
Resnick, who works full-time as an administrative assistant, has been with PartyLite for five years. She was introduced to the company when she attended a friend’s sales party.
“I had another friend who was a consultant who was making more money with PartyLite than she did as a teacher for 13 years with a master’s degree,” says Resnick. “I was working two part-time jobs at the time. I wanted to do something that I could make a little money and have fun doing it. I didn’t have anything to lose.”

Flexibility
One of the biggest appeals of the home-party business is how flexible it is. “My favorite part of this business is [that] I make my own hours,” says Angela Gray, a Discovery Toys consultant. “If my kids are sick, I don’t have to take time from work. I’m already home.”
As a consultant for Discovery Toys, Gray sells educational toys, books and games for children. She is able to conduct her business calls and other duties while her children nap. When she has to attend an event or party, she schedules them when her husband is available to watch the children.
Most moms who work outside of the home try to schedule family time around their work hours. With this type of home business, it’s often the other way around. “I schedule my parties around my family’s needs,” say Makita Johnson, a consultant for Passion Parties.
“At the beginning of the month, I set days that I am willing to do the parties. If someone wants to book a party on one of my family days, I simply decline and offer another day. Family comes first.”
Some moms make their business into a family affair.Resnick’s teenage daughter and husband often help her put together packets and pick up party supplies. Gray’s husband is also a Discovery Toys consultant. “This way he knows how the company works and can help out at events,” she says.

Social Network
One of the less obvious benefits of this type of business is the social network that consultants can build. Moms have an opportunity to make friends and meet women from all walks of life.
Tammy Stewart, a Powhatan mom who is a consultant with Home Interiors, also runs a family daycare in her home. She got into the home party business as a way to get some “me time” with other adults.
Free training in the business is typical. Consultants meet with district leaders regularly to learn about new products, get marketing ideas and exchange support. Resnick says that the team members in her district have been very supportive.
“It’s comforting to know that there are other moms like you in this business who know what it feels like trying to make calls to clients in between dinner [and] bath time,” she says.
For others, like Tara Paulitz, a consultant for Silpada Designs, this kind of social support has been a saving grace. Last October, Paulitz was diagnosed with invasive ductal carcinoma, the most common form of breast cancer found in women.
Throughout her chemotherapy treatment she continued working in her business. “It gave me something to do when I felt powerless,” she explains.
Paulitz and her husband came up with an idea to donate the proceeds from her personal shows to the VCU Massey Cancer Center. Many of the hostesses of those parties were cancer survivors or had friends who were cancer survivors. It gave Paulitz an opportunity to share her story with others and spread awareness on the importance of doing breast self-checks every month. She even gave out breast-check cards to hang in showers.
Paulitz was able to raise over $15,000. Thankfully, her cancer is now in remission. She continues to donate 10% of her earnings for the VCU Massey Cancer Center.
Enormous Earning Potential
Another major benefit of working in this industry is possibility of making full-time pay while working less than 20 hours a week. Many moms in this business are able to realize their goals of becoming a stay-at-home mom, paying for private school education for their children, and earning a six-figure income.
However, this type of success does not happen overnight.
“Some women get into home-based businesses thinking the money will just roll in. And it can, but you have to work for it,” warns Johnson. “Nothing in life comes free. Like any type of business, in order to be successful you have to be willing to work.”
Not only can you earn a commission from personal sales, but you can also earn a percentage from the sales of someone that you recruit into the company. You have the ability to be promoted to a leadership or supervisory position for a district, depending upon the number of recruitments.
In addition, most home-party companies offer luxury incentives that consultants can earn based on their personal sales, such as free products, trips and new cars. Paulitz, for example, has earned all-expense-paid trips to Cabo San Lucas, Aruba and Maui.
When Paulitz began what she thought would be a short-term stint as a consultant for Silpada Designs, her goal was to earn enough money to buy a china cabinet for her dining room. She ended up earning enough to put on a new deck and three years later has made enough to pay for her daughters’ tuition at St. Catherine’s School in Richmond.
“If you have the belief and are willing, then you can succeed,” says Paulitz. “Your income is in direct proportion to the work you put into it.”
Not for Everyone
Although the benefits of owning a home-party business are appealing, it may not be suited for everyone. People who are introverted, unable to be their own taskmaster and cannot handle rejection will not do well in this type of business.
“You have to really be self-motivating,” says Gray. “You have to be outgoing and willing to talk to people.”
One common pitfall for home-party businesses is the competitiveness in the market. Depending on the company, there are likely to be several consultants in one area. An over-saturation of the market can directly affect your success in the business. You’ll have to think of creative ways to make your business stand out above the rest. That may mean more work than you bargained for.
Stewart admits that she struggles with trying to find new clients. “You have to work it to get new clients and you have to always be on the lookout for potential customers.”
Many people fail in this industry because they don’t take themselves or the business seriously. “Business hours are flexible but not optional,” warns Paulitz. “Talk regularly with your customers, do your follow-up calls and remember never to take rejection personally.”
Another pitfall may be selling items that you’re not passionate about. If you don’t like candles or are not into scrapbooking, then chances are you won’t want to sell them either.
Look Before You Leap
People interested in becoming home-party consultants should take several precautions.
• Research thoroughly. Before investing in any home business opportunity, run some “background checks” on the company. Many companies out there take advantage of people through work-at-home scams. Learn the difference between legitimate opportunities and work-at-home schemes.
Contact the Direct Selling Association, a trade organization that regulates the practices of its members, for information on a company. You can also contact Small Office, Home Office Jobs (SOHOJobs) for a listing of websites, companies and individuals who have been busted or received numerous complaints.
• Is there a market for your product? You may be fortunate to find a unique home-party business, but consider the potential clientele. Choose a product that appeals to a broad range of people, not a select few.
• Read the fine print.
Comprehensively look over your contractor’s agreement. Understand that some companies require minimum monthly sales. Make sure you are willing to meet them, or you could end up having your business suspended.
• Talk to consultants. Ask questions about customer service support, commissions and trainings. Get a clear picture of how this business will work for you.

Get the Party Started Direct Selling Association (202) 452-8866 dsa.org Small Office, Home Office Jobs Website lists a variety of work-at-home jobs, not just sales businesses. The  website listed describes work-at-home scams to avoid. www.sohojobs.org/scams.html

Tequitia Andrews lives in Petersburg, Va. She writes about marriage and family issues.

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