See BETTER BUSINESS / Page 3 See OPPORTUNITY / Page 2

VOLUME 2 NUMBER 8 AUGUST 2005

focusI 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

Ertz Denis signed up as a distributor in November 2003, hit Gold in three

months and Diamond a year later. Want in on his secrets of success?

Read on…

A PERSONAL TOUCH – Although his success began with a clear

intention - something Jim Britt always advises - Ertz knew the importance

of starting small. To launch his Immunotec career, he kept it close to home

realizing that his first and best resources would be his friends and family; so

he introduced them all to Immunotec’s products and business opportunity.

Ertz has proved his “first circle” strategy works and he still maintains that

same touch. He hosts meetings at the homes of distributors and their

prospects; emphasizing to everyone the importance of home meetings as

a way to ensure that prospects are comfortable and in a non-threatening

environment.

BUSINESS STRATEGIES – His sponsor, Rénald Plamondon, took notice

of Ertz’s efforts, saw his potential, and immediately decided to coach him.

A combination of hard work and productivity, along with strategic planning

is taking both distributors to the top.

Today, Ertz has over ten leaders in his organization, with whom he meets

regularly, “at least monthly,” he says. The team discusses the most effective

ways of finding new

prospects and presenting

Immunotec’s products and

opportunity to them. The

leaders put forth ideas and

suggestions; then narrow

down and adopt the best of

the proposed strategies for

growing their organization.

After these productive

meetings, they branch off -

dividing into groups of

two and hosting additional

meetings.

Also monthly, the organization holds a large conference-type meeting ata hotel, where all the distributors invite new prospects. Knowing they willreap the rewards of a thriving organization, the team splits the costs ofthe hotel and ensures that prospects attend for free. And the “personaltouch” aspect is never lost; they offer snacks and refreshments to all attendees -a simple, but very effective tool says Ertz. Once everyone is comfortable

You just received an invitation to a big yearly event that one of your clients is throwing.

Not only SHOULD you go, but it’s also a chance to meet people and promote

your Immunotec business. Sounds like fun... but before you even begin to feel

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

other, but no one will know you! Who will you talk to? What will

you say?”

Sound familiar? Rest assured you are not alone! It’s uncomfortable to

walk into a room full of strangers – especially when you want to

make a good impression. But it can also be one of the best opportunities

to promote your business. The benefits of being able to “work a

room” with ease and professionalism are tremendous! To be able to

approach business prospects with a genuine enthusiasm and confidence

does require training.

If you aren’t able to walk up to people, smile, and put out your hand to

say “Hi”, those opportunities may be lost forever. This is why Immunotec

offers a training program that will teach you the art of meeting people,

asking the right questions, developing not only business, but relationship

skills, and much more.

Our programs help you develop the confidence to walk into any room

and shine - whether the event is a meeting, a fund raiser, a seminar, or a

Teaming up for SuccessIntent was Ertz Denis’ first goal as he began to climb the ladder of success

Your Key to a Better BusinessA look at some “social” benefits that Immunotec’s training program has to offerBy Jim Britt

See TEAMING UP / Page 3

Xtra SharpOpportunity!Yahoo! Immunotec helps you “jump inthe ring” with Xtra Sharp professionalpick-up man, Flint Hemsted

When we think of

rodeos, the first

things that probably

come to mind are

cowboys, horses,

and competition!

Rightly so… but an

important aspect to

the excitement is

making sure that the riders and horses are safe

and sound at the end of each ride. That’s where

the pick-up man comes in!

Flint Hemsted grew up in a rodeo family, so it

was in his nature to compete. He rode bulls for

many years and enjoyed the competitions

tremendously. When it was time to retire however,

Flint knew that he could not give up the rodeo

life. So he found a new calling that is just as

challenging; he became a professional pick-up

man. Flint is the man who risks injury to get

the cowboy back to safety, and catches the

bucking horse to lead it out of the arena once

the ride is complete. Sound dangerous? It is!

But as Flint puts it, “it’s my job!”

Some professions require more “swiftness” than

others. In this line of work, Flint needs exceptional

timing and absolute concentration - one wrong

move and his life is in jeopardy! His reflexes

need to be sharp as each situation is different

and it’s a new challenge every single time he

dashes in for a pick-up. Flint counts on being in

great physical shape to keep him up to speed

and out of harm’s way.

When Immunotec Executive Diamond distributor,

Sandi Walper, spotted the pick-up man last

year, she immediately thought of Xtra Sharp as

the product to give Flint that extra edge that he

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.

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

well to provide an immediate boost and provides

long-term effect too,” he says.

Immunotec is proud to be sponsoring Flint,

and equally proud, he sports the Xtra Sharp

logo on his shirt, truck, and trailer. Flint is very

happy to tell everyone he meets about Xtra Sharp

and its beneficial effect. And he certainly gets a

lot of exposure - by the end of the year, Flint

will have racked up over 100 performances.

What a terrific way to showcase Xtra Sharp!

You can benefit from this promotional campaign!

It’s easy to do… consult Flint Hemsted’s Rodeo

Schedule for 2005 and find out how you can sell

some Xtra Sharp at the rodeo event near you.

Rent a booth, corral some display space –

whatever it takes. When spectators see

Immunotec’s own pick-up man in Xtra Sharp

action, your sales will get an energy boost!

Want to be a vendor at one of the rodeos where

Flint will be appearing? Most rodeos have a

Web site where you will find vendor information –

just do a search and locate the URL. The Web

not your style? Contact the local organizing

committee by phone. Just call “information”,

ask for the rodeo by name… and you’ll be dialing

your way to an Xtra Sharp business opportunity

in no time.

f • o • c • u • s

OPPORTUNITY / From the front cover

2

When you need to kick the energy level up a notch, you can

always count on Xtra Sharp Energy Tonic for not only an

immediate boost, but for its long-lasting and long-term effect.

The formulation of Xtra Sharp is unique – a natural

“tonic”, prepared with an ingredient list of well-known

herbs and minerals. Most energy drinks do not offer

the same benefits; the majority of them are unhealthy

because they are “empty calorie” drinks, loaded with

sugar and caffeine.

The Xtra Sharp “tonic” is an agent that supports proper body functioning

for peak performance and ongoing power - physically and mentally. It provides

you with a surge of energy while benefiting your body’s systems. Most energy

drinks are just that - a sugary drink. They may energize you, but they do so

because they contain high amounts of sugar, caffeine, and sodium. Sure

caffeine and sugar can give you a boost… but lacking vital substances to

sustain you, they will have you crashing as fast as they hauled you up!

Immunotec examined the need for an energy drink - with substance - and

addressed it with a healthy alternative; one that gives you a surge of energy,

but also supports and benefits your overall health.

When formulating Xtra Sharp, Immunotec took into consideration the

many causes of fatigue such as poor diet, stress, illness, environmental

sources, etc. These factors are destructive because they not only contribute

to a lack of energy and vitality, but also impair proper bodily functions.

Xtra Sharp is designed to go far beyond a short-lived fixer-upper by providing

lasting effects. An exclusive blend of herbs and minerals makes up the

Xtra Sharp solution to overcome fatigue, provide energy and vitality, and

promote good health. Its potency supplies an immediate boost and fosters

lasting energy… so you can take on the demands of today’s fast-paced world.

An exceptional assortment of six essential minerals - potassium, magnesium,

iron, iodine, phosphorus, and calcium – and 21 herbs that are fast-acting

to revitalize your mind and body. Unlike any other, this formulation

offers your body what it needs.

So maximize your total wellbeing in a safe and natural way! Xtra Sharp is

the answer for strength and vitality, so the “I’m too tired” excuse just

doesn’t cut it anymore. Taken daily, Xtra Sharp is a natural, low-calorie

way to find your edge!

Have Xtra fun this summer – make Xtra Sharp a part of your day!

Summer with an Xtra Edge?Need a supplement to help put that Xtra bounce in your step? Wish granted!

ATTENTION ALLDISTRIBUTORS!

Here’s your chance for a fabulous and exciting opportunity… “partner” with Flint Hemsted and join inon the rodeo fun!

Attend one of these exciting rodeoperformances and take advantage ofthis opportunity for some Xtra Sharpexposure!

FLINT HEMSTED’S 2005 RODEO SCHEDULE

DATE LOCATION PERFORMANCES

July 1-4 St. Paul, Or 5

July 8-10 Chino, CA 3

July 13-17 Salimas, CA 5

July 23-24 Santa Rosa, CA 2

July 30-31 Hillsboro, Or 2

Aug. 6-7 Grace, ID 2

Aug. 13-14 Truckee, CA 2

Aug. 17-21 Canby, OR 5

Aug. 24-28 Bremerton, WA 5

Sep. 2-4 Walla Walla, WA 3

Sep. 8-11 Puyallup, WA 5

Sep. 23-25 Poway, CA 3

Oct. 1-2 San Dimas, CA 2

Oct. 14-16 Central Point, OR 3

Oct. 22-23 Tucson, AZ 2

Oct. 25-30 Pasadena, TX 8

ATTENTION ALLDISTRIBUTORS!

f • o • c • u • s

and enjoying the evening, Ertz and his team

members introduce the Immunotec story,

products, and opportunity.

SEAL THIS DEAL – The successful distributor

understands that an important

aspect of signing people up is

“closing the deal”. If a person feels

they need more time to think

about it, he says, it is crucial to give

them a copy of the agreement

form in order for them to clearly

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.

There are no pressure tactics with

Ertz, but as his focus is on recruiting, he will go

out of his way to support a new distributor.

LESSON IN GEOGRAPHY – Ertz’s organization

is extensive; with leaders in Ottawa, Miami,

New York, and Boston. His strategy is the same

in all cities: duplication. He has set up distributors,

all simultaneously working towards the same

goal, and is amazed how “in this business, when

word gets around, it’s a positive thing”. As word

got out about Immunotec, his organization

grew significantly over a relatively

short period of time.

His success is a direct outcome of

his dedication. Ertz makes time

for all his downline organization;

he travels to oversee his distributors

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

and makes it a point to be available.

He takes calls - from his leaders or any potential

prospect - from 6:00 a.m. to midnight, 7 days a

week, 365 days a year! Now that’s leading by

example!

The support and commitment he offers to his

team are passed on - it’s also the way his

distributors treat new sign-ups and prospects.

Everyone practices the Ertz Denis brand of

communication… and productivity.

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.

BETTER BUSINESS / From the front cover

TEAMING UP / From the front cover

3

one-on-one encounter. The more training you attend, the

more you learn these crucial skills, and the faster your business

will grow. Here are just some of the benefits you’ll receive…

YOU’LL LEARN TO DEVELOP YOUR ATTITUDE

Your attitude is the starting

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

for attracting prospects and

pleasant experiences.

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

substantial second incomes.”

Remember, it’s not about YOU, it’s about your audience. Tell them things

that will secure THEIR interest. You have one minute to capture someone’s

attention. One minute to sell yourself and get them to listen. Also

remember to always carry your business cards and make sure they convey

the professional image you care to be remembered by.

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?”

YOU’LL LEARN TO BECOME A NETWORKER

Becoming a “networker” will become the single

most important thing you can learn and put into

practice in order to grow your Immunotec business.

Networking offers diverse benefits from finding

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

know, but rather who knows you.

BOTTOM LINE: Attend or take advantage of every

training program available to grow your business.

We want you to succeed!

‘‘

‘‘

‘‘ ‘‘networking

offers diversebenefits from

finding businesspartners to

making newfriends

PARTNERS:PARTNERS:

• Claire Belfort • Lionel Guerrier

• David Hyacinth • Allourds Dor

• Sarah Roland • Edith Jacques

• Emilianne Sama

in thisbusiness,

whenword getsaround,

it’s a positive

thing

Construction UpdateAs construction of our new building continues with

final touches to the outer structure and the entrance,

crewmen have “moved in” for some interior design. The work is

progressing exactly as planned. In just a few months, you will be able

to see your new Head Office - inside and out!

…can anyone say RED CARPET?

FOCUSis published by: Immunotec Research Ltd.

Editor: Kathryn Stephens

Contributing Editor:Eevet Khoury

Chuck Roberts, President

John Andrique, V.P. Purchasing

Travis Bond, Executive V.P.

Sales & Marketing

Gustavo Bounous, M.D., Dir. R & D

Jim Britt, V.P. Sales & Training

Jacques Cohen, V.P. International

Wulf Dröge,Ph.D., Snr V.P., R & D

John H. Molson, V.P. R & D

Richard Patte, Executive V.P.

Cynthia Pincombe, V.P. Medical

FOCUS welcomes your contributions, including trainingideas, business-building tips,comments and suggestions.

Where appropriate, kindly include a photo.

Please e-mail your ideas to:

Immunocal® and HMS 90® areregistered trademarks ofImmunotec Research Ltd.

Immunotec Research and theImmunotec logo are registeredtrademarks owned by Immunotec Research Ltd.

The statements made throughoutthis issue have not been evaluatedby the FDA or Health andWelfare Canada. The productsare not intended to diagnose,cure, prevent or treat any disease.

IMMUNOTEC BY THE NUMBERS

Thursday, 9:00 p.m. ET/PT888-957-2222

Gutman’s Medline1st/3rd Wednesday, 9:00 p.m. ET/PT 888-957-2222

Prycena Call 2nd/4th Wednesday, 9:00 p.m. ET/PT888-957-2222

Business Briefing CallAvailable 24/7 888-593-3777

Audio/Fax on Demand System888-830-4040

Internetwww.immunotec.com

E-mail

Printed in Canada

immunotecresearch@immunotec.com

immunotecresearch@immunotec.com

Health / Wealth Call

ORDER YOUR EXTRA COPIES OF FOCUS ON-LINE OR BY CONTACTING OUR CUSTOMER SERVICE DEPARTMENT.

We’re talking about the next President’s Award -

a chance to sail away in style, aboard the

magnificent Royal Caribbean Majesty of the Seas!

On October 31st, 2005, twenty-six hard-working

distributors - and their significant others - will

have the chance to visit the tropical isles of Paradise Island, Cayo Cay, and

Key West. What better way to reap the rewards of your efforts than to enjoy

the luxury of an all-inclusive cruise get-away and have the opportunity to

learn from Immunotec’s President? Don’t miss out on this spectacular cruise!

For complete details on how to qualify for this year’s President’s Award,

consult the flyer in your online back office. Working now could mean

cruising later!

Who Doesn’t Enjoy Cruising?Life is about setting goals… and your next goal should beto go cruising with Immunotec President, Chuck Roberts!

Market LeadersMOST RECENT DIAMOND PROMOTIONS

RONALD COMRIEROB NORRISFREDDY J. WEST

MOST RECENT GOLD PROMOTIONS

CLEMENTINA CARSWELLBARRY FULTZJABNEL GASTONREBECCA GASTONALEX GOPKALODEAN HAGOPIANDAVID D. HERMANANN MATTHIESMARIO PETRACCONEKELLY SOHEVA TAPALESCHRYSTOPHER VON ANGERSBACH

MOST RECENT SILVER PROMOTIONSNANCY AUBINMARI SUE BAGAMICHELE CHIKHILUCKENSON E. CINEUSVIVIAN G. CLARKCONSTANCE DESROCHERSPAUL DESGRANGESMARIE DRESSLERCLARA DUVERGERSUSAN J. EMBRESFREDERICK B. ENTENMANNWILLIE L. FARMERDALLAS FOLEYJOSEPHINE FOOMILARA FORTUNATJAMES A. GIEGTRACEY E. GRAHAMROY EDWARD GUTIANJOWILLIAM HALLESTHER JEAN-LOUISCARLINE JEAN-PIERREPAT LAWRENCEMONIKA LEWISLILYBELL LLAVORE

SYLVIA LOZINMIKE LUTESANN MASSEYNEIL P. MATTHIESABRAHAMO. MENDOZALIGAYA MENDOZALAURIE MEYERSMICAH MORRISFRED MOSSNORA NAGATANIJAMES DAVID NILSONDENISE O’CONNORNATHAN OLSONRITA RAINVILLESUSAN J. REIMERJEAN-PIERRE RICHARDALAIN RIVESTCHANTAL SAVARDTRACY A. SCHOONOVERPIERRE TAYLORLILIANNE THOMASSHIRLEY VIGNEAULTSANDRA D. WILLIAMSJOHN WOOD

ANN MATTHIES EVA TAPALESDAVID D. HERMAN

ALEX GOPKALO DEAN HAGOPIANREBECCA GASTON

BARRY FULTZFREDDY J. WEST JABNEL GASTON

New and ImprovedCompensation

Immunotec is committed to rewarding you for the

hard work and dedication that you devote to your

Immunotec business because we never fail to

understand that our success stems from your success.

Enhancements were made to the Compensation

Plan in June… and are now reflected in a

“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!

STOP THE PRESSES! As we go to print, we are excited to

announce the first two distributors who will join Chuck Roberts aboard

the President’s Award cruise with their companions. Congratulations to

Jean-François Viau (below left) and Jim Spencer (below right)! Bon Voyage!