1. finance
2. personal finance
3. lending
4. credit cards

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SoapMaker
2010-01
HANDCRAFTED
The Journal of
the Handcrafted Soapmakers Guild
The Media Is You: How Soapmakers Use
Branded Media To Clean Up In Sales!
by Donna Maria Coles Johnson, Esq.
Do you see anything missing from the title
of this article? Did you notice that the word,
“social” does not appear?
While all the rage today is about “social
media” and “social networking,” many people
are missing the most powerful point of all.
While socializing is integral to all business
success, creating branded media is even more
important because it leads to the social interaction that makes a business successful.
The Media Is You!
People want to hear from you! They want to
know your thoughts about anything that has
to do with your products. Ingredients, health
trends, beauty ideas, well-being, small business,
manufacturing processes, soapmaking oils,
cosmetics preservatives – whatever it is, you can
cover it with your own branded media, and you
can do it at least as well as just about any mainstream print magazine on the planet!
In This Issue
The Media is You . . . . . . . . . . . . . . . . . . . . . . . . . . . cover
From the President . . . . . . . . . . . . . . . . . . . . . inside cover
Beware of Internet Fraud . . . . . . . . . . . . . . . . . . . . . . . . 1
Welcome New Members . . . . . . . . . . . . . . . . . . . . . . . . . 2
Top 10 Essential Oils for CP Soap . . . . . . . . . . . . . . . . . 3
2010 Annual Meeting & Election . . . . . . . . . . . . . . . . . . 4
Soapmaker Certification Update . . . . . . . . . . . . . . . . . . 5
Quarterly Soapmakers' Luncheons . . . . . . . . . . . . . . . . . 7
In Memory of Trina Wallace . . . . . . . . . . . . . . . . . . . . . . 8
Branded media increases the value of your
company because intellectual property makes
your business more valuable and gives you
leverage to create new business opportunities.
It’s also search engine candy. Unique content
increases the visibility and value of your brand.
It shows customers you care about them and
are committed to enhancing their lives, not just
getting your hands on their credit card numbers.
Branded media also creates social opportunities that almost always lead to increased sales.
By sharing information that people cannot get
elsewhere, you create special niches for you and
your products. These niches can be leveraged
as people return time and again to learn about
your ideas and connect with like-minded people
who also value your contributions.
To do this effectively requires focus and the
disciplined and consistent execution of a strategic plan. This article provides tips to help you
do that. I’ve included case studies of soapmakers
who successfully use branded media to reach out
to their customers and increase sales.
It’s About Influence
To be successful in business, you must spread
the word about your products in ways that
influence people to buy them. Strategically
placed traditional print advertising does this,
but another way to influence people to buy your
products is to connect with them first-hand
(continued on page 9)
Contact Us
Handcrafted Soapmakers
Guild, Inc.
P.O. Box 5103
Portland, OR 97208-5103
Toll Free: (866) 900-SOAP
(866) 900-7627
Direct: (503) 283-7758
Fax: (503) 286-0236
E-mail: [email protected]
Board of Directors:
Leigh O'Donnell, President
[email protected]
Sr. Cathleen Timberlake,
Vice-President
[email protected]
Delores Harris, Secretary
[email protected]
Feleciai Favroth, Treasurer
[email protected]
Elaine Koronich
[email protected]
Maria Gelnett
[email protected]
Gillian DeConto
[email protected]
Links
Public Website
www.soapguild.org
Members Only Website
www.soapguild.org/login.php
Renew Membership
www.soapguild.org/renew
HSMG Blog
www.soapguild.org/blog
Member Forum
www.soapguild.org/forum
HSMG Store
www.soapguild.org/store
Journal Advertising
www.soapguild.org/journal.php
[email protected]
The Handcrafted SoapMaker is
a publication of the Handcrafted
Soap Makers Guild, Inc. published
for the HSMG membership.
Copyright 2010. All Rights Reserved.
Handcrafted Soapmakers Guild, Inc.
From the President
Sailors often use the terms "tempest" or "squall" to describe sudden,
violent storms at sea. These brief disturbances cause the ocean to
become filled with large and unpredictable waves, making it difficult
for a small craft to navigate for a short time.
As I write this the HSMG is about to execute the largest Annual
Conference in its history, the 2010 Conference in Denver, Colorado.
As you can imagine, behind the scenes we have a "tempest" of our own
as we prepare. There are so many details that go into an event of this
size and most of them are done in the thirty days prior to arrival. Many
people are behind the scenes, doing their parts to make the conference
successful. In the middle of the squall is our new Conference Chair,
Feleciai Favroth. Feleciai is doing a fantastic job, especially since her
first conference is also the largest conference we've ever had.
I know many of you are also feeling the stress of having a lot on
your plates at the moment. We, as handcrafted soapmakers, tend to
be busiest in the Spring and the Fall. I have been watching the status
updates from my fellow soapmakers on Facebook. Some of the updates
I've seen: making soap for Spring/Summer shows, growing herbs,
gardening, kidding season on goat farms, ordering supplies, redesigning packaging, redesigning shop — the list goes on and on. Couple
that with all of our other obligations, family, community, household...
How do we do it?
It's easy to sit way down in the water and watch those waves
towering over us and it's certainly easy to feel overwhelmed by it all.
One way to overcome and ride out the storm is to take each wave individually and try not to focus on ALL of them.
Focus first on the biggest one or the one that's about to break on
your head, get that one out of the way and move on. Remember, there
may some waves that you just shouldn't be riding at this time. Perhaps
you're being asked to volunteer for something else on top of your other
obligations — don't be afraid to say "no"! Possibly you can remove a few
items from your very full plate.
Pretty soon you'll find that you're not struggling to stay afloat any
more you're surfing and riding those waves into dry land. It starts to
become such an amazing feeling, once you start to cross items off your
to-do list. It's empowering, giving you energy to carry on and get the
rest of your tasks done. Use that power to keep going and you'll make
it to the shore before you know it.
Once you reach dry land, look around and take a deep breath.
Enjoy yourself and relax, you've definitely earned it! Don't stay too
long, soon it's time to grab that board and get back out there. Surfs up
Big Kahuna, time to hang ten once again!
Leigh O'Donnell, President
Beware of Internet Fraud
How to Detect Fraudulent Orders
If you've checked your email recently, you've probably been contacted by a scammer. Typically, you
see scams in the form of phishing, "you've won the
lottery", Nigerian scams asking for help with getting
money out of the country, chain letters, work-athome schemes and mystery shopper offers. Most fairly
educated internet users know these as scams and just
delete them. But what about when it's a potential sale
of your products?
Getting the sale, especially a big sale, is a good
thing. However, any sale, especially a big sale, that
ends up unpaid is disheartening and damaging to your
business. Making sure that every sale is valid and not
fraudulent is important to your bottom line and the
survival of your business.
Signs of a Fraudulent Order
There are certain warning flags that indicate an
actual or potential order is fraudulent. Keep watch for
the following signs.
Vague "feeler" email: Often a potential scammer
will first send a vague email to feel you out. The email
may come from a free email account (gmail, yahoo or
hotmail). Typically it asks for pricing or if you accept
certain credit cards but does not mention the products
or quantities they are interested in. They often, but
not always, ask if you ship to a foreign country.
Rush delivery: Many fraudulent orders come with
the proviso that the order be shipped overnight, by
Global Express mail or air freight. Not surprising if
they are using a stolen credit card — they have to get it
shipped out before the card is reported!
Large quantity of high priced items: Fraudulent
orders placed through eCommerce shopping carts
are often for an unusually high quantity of one item,
particularly a higher priced item. For example, 10
identical gift baskets or 25 of one type of soap. If you
get the order and think, "What in the world are they
going to do with that?", then you should check into it
further before shipping the order.
by Marie Gale
Different shipping and billing name or address:
There are plenty of valid reasons for there to be a
different billing and shipping name or address, but it
can also indicate a fraudulent order.
If the order is for a gift basket ordered and paid
for by Bill Smith and going to Martha Smith with a
"Happy Birthday, Mom" card, that's logical and probably not fraudulent.
However, if the order is placed by one person, the
credit card is in the name of a different person and it's
being shipped to Saudi Arabia, then you'd better check
it out.
Billing address and phone don't match: If the area
code for the phone number is in one state and the
billing address is in a different state, that can be a red
flag.
Phone number not provided or isn't good: If the
customer doesn't provide a phone number, that's a
bad sign. If you try to call the customer to verify any
information and the phone number is bad, that's also
a major warning flag.
Credit card AVS doesn't match: When you process
the credit card (if the order gets that far), the address
and/or zip code doesn't match, that's a sign that there
might be something wrong.
Check hasn't been received or isn't cleared: "The
check is in the mail" is sufficient warning to hold
the shipment until the check is received AND clears
through your bank.
Payment by Bankwire: If a customer, particularly
an international customer, wants to make payment by
bankwire, it may be an attempt to get your banking
information. On the other hand, a bankwire is the
best way to receive funds if the order is questionable.
Never give out your regular checking or savings
account number. Instead, open up a separate account
with the minimum amount and receive the bank
transfer to that account.
(continued on page 16)
1
Welcome
New Members!
Nada Al Wabel
The Smalley Soap Garden
Sandra Alexander
Amy Allahdadi
Raven & Hare
Karen Allard
The Greatest Soap
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To Nourish The Soul
A diverse selection of pure,
handmade and natural soaps,
bath and body products for
self-indulgence or wonderful gifts.
www.latheredup.com
Mary Allen
Soap Solutions
Kim Archuleta
Kim's Soap Box
Jennifer Bahney
SavonClaire Soaps
Kathy Ball
Craig Banker
Surf City Soaps
Angel Banks
The Body Kraze
Kathleen Barnard
Barbara Berry
The Pampered Goat
Birgit Biehl
Simply Birgit
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2
Top 10 Essential Oils
for CP Soap
Not too long ago, I began to realize that there
are some essential oils that are crucial to me for
Cold Process Soap Making. Even though I occasionally use oils that are not on this list, without
these oils I would be hard pressed to make amazing
soap at an affordable price.
The reasons that I use/choose these oils time
and time again are:
• The scent carries through very well,
• They are reasonably priced
• Many of them blend well with each other
to create a wide variety of scents.
Top 10 Essential Oil List
There are hundreds of essential oils available
on the market, most of which can be used in soap.
Here's my Top 10 Essential Oil List:
1. Lavender (.7 oz)
2. 5-Fold Sweet Orange (.5 oz)
3. Petitgrain ( .5 oz)
4. Lemon (.9 oz)
5. Litsea Cubeba (.5 oz)
6. Spearmint (.5 oz)
7. Lime (.9 oz)
8. Peppermint (.5 oz)
9. Rosemary (.5 oz)
10. Anise (use .5 oz)
The amount listed by the name is the recommended amount per pound of oil/fat in your soap
batch. We'll talk about how to calculate the amount
to use in a moment.
by Lori Nova
Combinations
One of the great things about this set of essential oils, is that they can be combined together
to create literally hundreds of possiblities! My
favorite COMBINATIONS with these ten Essential Oils are:
• Lemon & Litsea Cubeba
• Lavender & Litsea Cubeba
• Lavender & Any Citrus (Orange, Lemon,
Lime, etc.)
• Lavender & Any Mint
• Lavender & Rosemary
• Rosemary & Lemon
• Rosemary & Spearmint
• Lime & Spearmint (aka "Mojito")
• Anise & Lavender
• Anise & Sweet Orange
• Petitgrain & Sweet Orange
• Peppermint & Lemon
• Peppermint & Spearmint (aka "Doublemint")
Calculating the Amount to Use
If you are using only one essential oil, the
recommended amount to use per pound of oil/
fat is listed in the Top 10 list.
If you are blending the essential oils, take
the number of pounds of oil/fat in your recipe
and divide by the number of essential oils being
used. Use the result and multiply it by the recommended amount for each essential oil.
Remember - these are guidelines for CP Soap
and only a place to start. After making your first
batch, you can adjust the amounts until you find
exactly the scent you are looking for.
•
Lori Nova is a member of the Handcrafted Soapmakers Guild and has been a speaker at past HSMG Conferences. She
owns and operates the Nova Studio, in Point Richmond, California, home of the Original 2-Day Soapmaking Boot
Camp and a variety of classes on making all types of soaps and bath/body products. For more info, see Lori's blog at
thenovastudio.blogspot.com or her website at www.thenovastudio.com.
3
Welcome
New Members!
Janet Bitner
Grandma's Home Brewed Soap
Carol-Ann Blakeway
Ripplemead Handcrafted Soaps
Kristen Bowen
Patricia Bowen
Kimberly Brinkworth
Country Comforts LLC
Melissa Burgess
Cheeky Maiden Soap Co
Jan Burhans
Grafton Mountain Soap Works
Edmond Burks
Suzzanne Marie Bushaw
Western Bee Company
Beth Byrne
Soap and Garden
Dana Callahan
Rose Carbajal
Theresa Carrington
You and Me Soaps
Gayle Cary
A Little Something Wicked LLC
Michelle Chew
Painted Sky Soap
Samantha Clark
SUDS Handmade Soap Co
David Clark
Saturday Night Bath Soap Co.
Elise Clark
Saturday Night Bath Soap Co.
Pam Clark
Clark Creations LLC
Andrea Cochran
D'AndiCraft
Jennifer Combs
Paloma Bath & Body
Shelley Conklin
Bella Shell
Linda Connelly
Dingledairy
Deann Crain
Enchanting Charms Bath N Body
Kara Crowley
Natalia Cruz-Pineda
enJabonArte
Deborah Dana
Vegan Soap Kitchen
Janey Davies
Scrubology Soap Co
Sharon DeRigo
BCakes LLC
Shannon DeVaul
Sweet Teagan's
4
2010 Annual Meeting & Election
The Handcrafted Soapmakers Guild 2010 Annual Meeting will be held during
the 2010 Conference at the Inverness Hotel and Conference Center in Denver,
Colorado on May 1st (Saturday) over lunch. All members, whether or not registered
for the conference, are welcome to attend and participate. There is no charge to
attend the Annual meeting — it is a right of every member to attend if they want.
The complete agenda of the 2010 Annual Meeting is available in the Members Only
Website.1
Elections ­— Board of Directors
The current terms for Sr. Cathleen Timberlake, Elaine Koronich and Gillian
DeConto will expire on June 30, 2010 so there will be an election to fill those
seats. The 2010 Nominating Committee has nominated Sr. Cathleen Timberlake
(for relection), Barb DeLosSantos and Donna Pixton-Hacker as candidates. The
full report of the Nominating Committee is available online in the Member Area
Website2.
Proposed Bylaw Revisions
The Policies, Procedures and Bylaws Committee has suggested three revisions
to the HSMG Bylaws: 1) Addition of membership category of "Retired"; 2) Making
the appointment of a Parliamentarian optional (rather than required); 3) Correction of when members must be notified of election results. The full text of the
proposed revisions is available in the Member Area Website3. The Bylaws may only
be amended if passed by two-thirds (2/3) of those voting.
Elections — Nominating Committee
In addition to nominating candidates for the Board of Directors, the Nominating Committee is responsible for nominating candidates for the next year's
Nominating Committee. This year Elaine Koronich, Kelly Bloom, LaShonda
Tyree, Jackie Thompson and Marie Gale have been nominiated as candidates for
the 2011 Nominating Committee (which needs three members). Additional nominations will be taken from the floor at the meeting.
Other Business
If a recommendation for a member to be awarded Honorary Lifetime Member
status has been received, it is presented to the membership and voted on at the
Annual Meeting. Details on Honorary Lifetime Membership are included in the
HSMG Bylaws, available online.
Any member may bring business before the Annual Meeting. To add something
to the agenda, inform the HSMG Secretary by email at [email protected].
Matters may also be heard from the floor during the "New Business" portion of the
meeting.
1 www.soapguild.org/member/annual-meeting-2010.php (login required)
2 www.soapguild.org/docs/member/2010-NomComReport.pdf
3 www.soapguild.org/docs/member/2010-ProposedBylawRevisions.pdf
Soapmaker Certification Update
Over the past three years, the HSMG has been
developing and gradually implementing the Soapmaker Certification Program. The General Plan
was approved at the 2007 Annual Meeting.
The Guild undertook this activity to encourage
and promote the highest professional standards
among HSMG members. The Program also presents criteria by which members can measure their
soap making knowledge and skill, creates a centralized repository for industry-standard information
and resources, and provides a communication
venue for members to share their expertise.
The Certification Program benefits the handcrafted soap making industry as a whole by establishing an industry-wide standard of excellence in
soap making. Achieving these certifications will
benefit the member as it demonstrates dedication
to professional standards and builds credibility
with customers.
The exams are offered only to members of the
HSMG and are entirely voluntary.
There are two testing tracks: Cold Process/Hot
Process (CP/HP) and Melt and Pour (MP). Each
track has three levels of testing: Basic, Advanced,
and Master. The details of the different levels and
topics to be covered at each level are covered in the
General Plan of the Certification Committee.1
Advanced Soapmaker
The Advanced Soapmaker Certification was
unveiled at the 2009 Conference and so far 14
soapmakers have been certified at the Advanced
Level for either CP/HP or MP soapmaking.
Like the Basic Soapmaker Certification, the
Advanced Certification Levels have a written
examination consisting of 20 questions covering
soapmaking skills, terminology, safety, labeling and
good manufacturing practices.
In addition, the soapmaker must make and
submit a recipe and bar of soap based on specific
oils and guidelines for evaluation. The soap and
recipe are graded on number of factors.
If the soapmaker receives a grade of 85% or
better on both the written exam and the soap/
recipe evaluation, the soapmaker passes the
Advanced Certification Level.
A soapmaker must be certifed at the Basic Level
before seeking Advanced Level Certification.
Master Soapmaker Certification
Master Soapmaker Certification Program will
be unveiled at the 2010 Conference. The Master
Soapmaker Exam consists of four parts:
Part 1: To assess the soapmaker’s skill in handcrafted soapmaking processes by submitting soap
samples and documents in accordance with exam
Basic Soapmaker
criteria. Appropriate samples will be required from
First released at the 2008 Conference, the
each process.
initial level of Certification is Basic Soapmaker
Part 2: To assess the soapmaker’s knowledge of
(CP/HP or MP), covering soapmaking skills, termisoapmaking raw materials, chemistry, formulation,
nology, safety, labeling and good manufacturing
practices at a basic level. The examination consists and creative techniques by completing short essays
of 20 multiple choice questions covering the topic on a selected group of topics for each process.
areas. Passing grade is 85% (17 out of 20 questions
Part 3: To assess the soapmaker’s application
correctly answered). So far nearly 100 soapmakers of soapmaking skill and knowledge by proposing
have passed either the MP or CP/HP Basic Soapa research project that expands handcrafted soapmaker Exam.
making best practices; then conducts research and
reports the results in a formal paper.
1 www.soapguild.org/docs/member/CertificationProgram.pdf
5
Welcome
New Members!
Camille Dean
Beth DeAntonio
Erin Denham
Khaled Diab
Earth Goodness LTD
Charity Doornbos
Christina Dudley
Capricorn Soap Company
Laura Durkee
Artemisia Herbals
Dawn Eckhardt
Marcy Felicito
Earthtones Holistic
Products & Services LLC
Thess Fenner
Fern & Berry
David Fisher
Christiane Fortin
La Savonnerie Christiane Fortin
Selena Franklin
Soap By Selena
Melissa Fremin
Rhonda Frye
Jane Frye
Certification (continued from page 6)
Part 4: To assess the soapmaker’s awareness of the larger picture of soap
and soapmaking beyond handcrafted soap by writing a report on a topic
related to commercial soapmaking/soapmakers, markets, regulations, etc.
This exam will be administered by a Master Certification Judges Panel.
Each part is scored according to a point system, and all parts must be passed
in order to become certified as a Master Soapmaker. It is anticipated that
candidates could take 1 to 2 years to complete this certification.
Certification Exam Availability
It is the HSMG's intention to make all the examinations available to all
members, regardless of their location or ability to travel. There are several
ways to take the exams.
The Basic and Advanced Certification Examinations are available at the
HSMG Annual Conference every year and may also be taken in your local
area under the supervision of a proctor. Master Level testing details will be
posted after they are released at the 2010 Conference. Full details on how to
make arrangements to take a Certification Examination are available in the
Members Only Website2.
2 www.soapguild.org/member/certification-overview.php (login required)
6
Quarterly Soapmakers'
Luncheons
San Diego, CA — For over two years now,
HSMG Member Kerri Mixon has been hosting
quarterly free Soapmakers' Luncheons in San
Diego, California. Held on the 3rd Sunday of
January, April, July and October, these luncheons
are intended to introduce handmade natural soap
to the public, to motivate soapmakers, and to serve
as a network for anyone interested in handmade
natural soap.
The general agenda for each meeting includes
attendee introductions, beginning and advanced
soap making techniques, and coupons and gifts.
In addition, there are guest speakers on a variety
of topics. For example, at the April 2010 meeting,
Karen Moore of Cibaria Soap Supply will discuss
the various carrier and base oils to make soap,
and Terra Williams, an Internet Business Consultant, will be speaking about soap branding and
marketing strategies.
At every meeting, HSMG membership
brochures are available for those interested in
joining the HSMG.
To provide information about the luncheon,
Kerri created a webpage on her website1 and sends
out beautiful 4-color postcards to promote the
events.
Kerri Mixon is the owner of Pallas Athene Soap
and Certified-Lye and the driving force behind the
Natural Soap Directory. She is a Patron Member
of the HSMG, has been a member since 2003
and frequently attends and/or volunteers at the
HSMG Annual Conference.
Kerri's Soapmakers' Luncheons provide excellent promotion of handcrafted soap and the
HSMG and give soapmakers an opportunity to
"talk soap" for an afternoon. Well done, Kerri!
1www.pallasathenesoap.com/luncheon.html
On-Line Marketing
Make Your Website Sell!
www.Search-Engine-Friendly.com
Talk to an Expert
Free Initial Consultation
Call Now!
(541) 572-2569
7
Welcome
New Members!
In Memory of
Carrie Garvin
Trina Wallace
1957 - 2010
Under the Willow
Becky Gentile
Locust Groves
Tina Gilbert
LusciousBubbles
Gene Goldring
Maryellen Grebin
Sandollar Soy and Spa
Amy Greco
La Dolce Vita Soap
Sydney Green
Farmer Jane Soap
Brenda Greuel
The Conscious Bath Company
Eileen Hackett
Lezli Hall
Heart for Country
Jennifer Hardaway
Klean Bath & Body
Christine Hardeman
Christine's Handmade Soap
Diane Hartwick
Anna Mabel Soap & Candle Co
Rachel Hawkins
Poop Soap, LLC
Kristy Hebert
Flambeaux Candle Company LLC
Ashleigh Heidelberg
Ashleigh's Essence LLC
Anne Herrington
Golden Soaps and Lotions
Jennifer Hickman
On March 28, 2010, Trina Wallace, soapmaker, owner (with her husband, Bill) of SnowdriftFarm.com, and long-time supporter and
member of the HSMG, passed away after a long
battle with ovarian cancer.
In the 1990's, Trina and Bill launched
SnowdriftFarm.com, providing ingredients,
packaging and sage advice to soapmakers and
those making handcrafted cosmetics. In the
years since, SnowdriftFarm.com has become an
important supplier to our industry.
An early member of the HSMG, Trina
shared her knowledge with others as a speaker
at several HSMG Annual Conferences and
was an avid supporter of the handcrafted soap
industry.
Trina was an extraordinary woman who was as passionate about soapmaking and handcrafted cosmetics as she was for life. She will be missed by
all who knew and loved her.
SnowdriftFarm.com will continue under the able guidance and expertise
of Bill Wallace and Trina's niece, Robyn Ann Yewell.
Kittredge Candles
Carole Hinds
Nicole Holzaepfel
Get your labeling right the first time!
Woodapples Essentials LLC
Andee Howard
Brian Huffman
Gudonya Soap and Spa LLC
Mary Humphrey
Annie's Goat Hill
Ann Jagger
Greywinds Limited
Fred Johnson
The Soap Creek Company
Cindy Jones
2nd Edition
Soap & Cosmetic
Labeling
How to Follow
THE RULES AND REGS
Explained in Plain English
by Marie Gale
Sagescript Institute, LLC
Carol Jones-Rodgers
Farah Jumshyd
Fenja Inc
Sevi Kay
Smiling Leaf LLC
Mary Kearns
Herban Lifestyle LLC
8
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Getting the labeling right isn't very
complicated... but it is very detailed.
Whether you’re an old hand or a newcomer to the
business of soap and cosmetics, you’ll find the
information presented in this book clear and easy to
understand. Soap & Cosmetic Labeling is an excellent,
plain English guide through the maze of labeling
regulations from many different agencies and a
definite must for any soapmakers reference library.
The 2nd Edition includes more examples and pictures
and a completely new additional chapter dealing with
soap labeling options, clarifying and debunking some
common myths and misconceptions.
Order your copy today!
www.ForSoapmakers.com/book
The Media is You (continued from page 1)
yourself. Today, this is not only easy; it’s also fun.
Branded Media Delivers Influence
Elissa Klaver, founder and owner of Salus in
Manitou Springs, Colorado, says that she regularly
earns new customers after connecting with them
personally online at her branded FaceBook Page.
“Once they put a face to the company, and have
their pre-buying questions answered, they are easily
converted into customers,” Elisa says.
DIY Public Relations and
Advertising
Some soapmakers use branded media in such
systematic ways that they virtually eliminate all
public relations and/or advertising expenses.
Anne-Marie Faiola at Brambleberry, a Bellingham, Washington, supplier of soapmaking
supplies, attributes her company’s double-digit
growth in 2008 to use of branded media. “Instead
of print advertising, we use our blog1, SoapQueen.
TV2 and other branded media outlets to connect
with customers and increase sales.”
Some companies that never used much print
advertising in the first place also see the value of
this strategy. Lori Beach at Canterbury Cabin3
in New York says that a single wholesale account
generated through her branded FaceBook page4
resulted in a 15% increase in sales in two months.
Susan Svec of Susan’s Soap and More in
Scurry, Texas, enjoys increased sales from her blog.
Regular blogging drives traffic to her website and
keeps customers updated on new products, which
she says translates into sales.
Not only can effective use of branded media
replace or supplement traditional advertising,
it can also minimize or even replace traditional
public relations services. Susan Svec says, “Beauty
(continued on page 10)
1 http://soap-queen.blogspot.com
2 http://www.youtube.com/user/soapqueentv
3 http://www.canterburycabin.com
4 http://bit.ly/bkecPU
Turn Face Time Into Sales
Elissa Klaver at Salus offers 3 ideas for turning her
Twitter1 and FaceBook2 connections into sales:
Use FaceBook to ask other soapmakers about
themselves and their businesses.
Your FaceBook updates are accessible by your friends
and the other soapmakers's friends. As these conversations occur, and others see them, more people find
out about you and what you do. This leads not only
to new soapmaking friendships, but also naturally, to
new customers as well.
Reply to people who ask questions about you
and your products.
For example, if someone on Twitter asks you a question, your answer will obviously help the person who
asked, but your reply will also expose hundreds or
even thousands of people (depending on the collective number of followers you both have) to your
products.
Use interesting captions for your FaceBook
status updates and Tweets.
For example, instead of “XYZ soap is on sale today,”
try something fun and informative. For example,
“Learn how we make our luxurious Organic Artisan
Soaps,” with a link to your blog or website where
people can find more information.
1http://twitter.com/salus
2 http://bit.ly/cr9mC9
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9
Welcome
New Members!
Diana Keefe
Skinplicity
Susan Kennedy
Swampfires, Inc
Amber Keown
Three Acre Ranch Soaps
Shiela Keyes
Millie Khatri
Caravanserai
Donna Kilgour
Janice King
Felton Farms Soap Company
Amanda Konieczny
Veve's Handmade
Vicki Korpa
Mountaintop Handmade
Creations, LLC
Denise Kowal
Robert Kuivenhoven
Farmington Soap Works
Keith Larkin
Barbara Larson
Ann Larson
Lujos
Robert Laskowski
Second Nature Aromatics
Maureen Leverich
Natural Treasures, LLC
Lisa Lewis
Cackleberry Apiary
The Media is You (continued from page 9)
bloggers have found me through my blog,
and review my products as a result,” says
Susan. “I dabble with Twitter, YouTube
and Flickr,” says Susan, “But my blog and
online newsletter produce tangible results.”
Mary Humphrey of Annie’s Goat Hill
Hand Crafted Goat Milk Soap5 in Leesburg, Ohio, publishes at least one newsletter a month. “My last newsletter generated sales from six customers within three
hours of publication,” she says.
“The more communication, the better,”
says Mary. “My blog generated 30% of my
sales in 2009,” she continues. “Customers
who buy products at retail stores find me
on FaceBook, and they bring their friends
along.” Mary uses Twitter6, though she
has not traced as many sales from that site.
Mary says that combined use of different
outlets produces a “domino effect” that
keeps things flowing in the right direction.
(continued on page 12)
5 http://www.anniesgoathill.com
6 http://twitter.com/anniesgoathill
Megan Lisica
Tea Tree Soap Company
Lynda Louka
Sacred Earth Soaps & Sundries
Guillermo Martinez Lechuga
International Bio-Genesis
Hal Mayes
Alabu Inc
Dorian McCarron
Snuggle Up Soap Company
Jeannette Mille
High Country Crafts
Laura Miller
Inspired Soap Works Limited
Jeannette Miller
High Country Crafts
Erin Mitmoen
Homemade Indulgence
Yvonne Moore
Adonai Roi Annointing Oils, LLC
Briana Moore
Nest, LLC
Systems Are Critical
Avoid the temptation to simply show up now and then, when you feel like it, at your
FaceBook Page, blog or Twitter. Instead, create a publication schedule. (The media is you,
remember!!?) For example, every Monday morning between 9:00 and 10:00, I host “Indie
Business Roll Call” at the Indie Business FaceBook Fan Page1 . The goal is to encourage
small business owners to inspire and encourage each other as they show up for weekly
roll call, just like first responders do.
If someone is overwhelmed or ill, encourage them. If someone has exciting news to
share, celebrate with them. I encourage everyone to leave their Fan Page link so people
can check them out. I see accountants meeting people who need their services, and I
see people’s fan bases growing because they meet each other during roll call.
I repeat the roll call week after week, on the same day at the same time. It’s part of my
system so I don’t have to think about it. I just do it. I also host FaceBook Fridays, where
we discuss how to maximize FaceBook as a marketing tool, and Work-Out Wednesdays,
where we share our fitness challenges and successes.
Think about a topic that your customers are keenly interested in. Then create a routine
way to use branded media to connect with them around that topic. The possibilities are
endless!
Susan Ng
Naturally Susan's LLC
10
1 http://facebook.com/indiebusinessfans
Welcome
New Members!
Kathleen Notaro
Little Egg Harbor Soap
Jay Morrow
Leslie Mueller
Mary Novak
Paul Olivier
Carrie Olivier
Meida Ollivierra
Meida's Gourmet Aromatics
Joan Orr
Shadow Seven Ranch LLS
Julia Otto
South Hampton Soap Co LLC
Darla Packwood
Richard Pang
Kudos Design Ltd
Christine Papke
The Media Is You (continued from page 12)
Delores Harris of Daisy May Natural Soap7 in Brooklyn, New York, says
that customers who buy her soaps at Park Slope Farmer’s Market in Brooklyn
say that they read her Tweets8 and posts at her blog9 to learn when she’ll be at
the market. Delores says that her Twitter account also led to an invitation to
teach soapmaking classes at The Learning Annex in New York.
Your Message, Your Media
These examples show that producing your own media works. Forget the
word “social,” and just consider the media aspect of things.
Mary’s online newsletter functions just like a magazine. It is published
regularly and contains information about Mary, her farm and the products
she makes and sells there. Neither Martha Stewart nor Hearst Publications
are involved, but that doesn’t matter. It’s branded content that reaches
people who are interested in what she has to offer.
Nourish Bath and Body
Melanie Paradise
A Fragrant Paradise
Ana Parker
Ampour
Judy Patrick
7 http://www.daisymaynaturalsoap.com
8 http://twitter.com/DaisySoapGirl
9 http://daisymaynaturalsoap.blogspot.com
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The Media is You (continued from page 12)
Anne-Marie’s videos are like television shows.
They’re not on Discovery Channel or NBC,
but who cares? They’re media she creates, owns
and controls, and it reaches her customers in a
personal way.
Elisa, Susan, Delores and Lori also enjoy
new business opportunities as a result of using
branded content on their blogs, on Twitter and
on FaceBook.
You Can Do This!!
Now that you’ve seen some examples of how
other soapmakers use branded media to positively
influence people about their products, it’s your
turn! This 5-step action plan will get you started:
Step 1: Describe what’s great about your
products. This will take some time --- don’t short
change yourself by rushing. Descriptions like
“smells good,” or “works well” are no good here.
Dig deep into the heart of your products and
record what makes them unique.
Step 2: Describe your perfect customers. This
may require more than one description if you have
different lines of products. Separate each line and
describe the people who are perfectly suited to buy
it. In one of my radio show interviews10, author
David Meerman Scott calls these people “buyer
personas.” Whatever you call them, describe them
so you know exactly what types of people you are
trying to reach with your ideas.
Step 3: Listen. This is vital. Once you know
what’s great about your products, and who is best
suited to buy them, go where they are and listen.
This may be on Twitter, or it may be at a mom’s
online forum. Choose three locations to start,
and just listen to what is being said. What are
their main life concerns? What are their likes and
dislikes? What matters to them? What problems do
they have that you can solve?
After you listen, and not before, share your
ideas, thoughts, questions and solutions naturally.
Don’t be pushy or sales-y. This will turn everyone
(continued on page 14)
10 http://bit.ly/bnBaUj
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13
Welcome
New Members!
Susan Penner
Greenfield Soap Co
Patricia Pennington
Kathyrn Peterson
Anna Mabel Soap & Candle Co.
Tamarra Piccolo
Ceder Creek Soaps
Cheryl Pitts-Williamson
Pitts Inc
Dana Pleshe
Holly Port
Lotion Bar Cafe
Adrienne Powell
Holistic Creations
Rebecca Present-Thomas
Soap Loft Creations
Carol Pryor
Mimi's Soaps
Katherine Quinones
Anderik Candles
Maryellen Race
Whiskey City Soap Company
Sarah Radonich
Mock Pink Designs
Diane Ravens
Appalachian Bee Farm
Alicia Reaves
Kellie Reid
Kellies Kreationz
Nancy Reinhard
LaviShea LLC
James Renda
Soap-On-A-Rope.com
Heidi Ritter
Sunset Pines LLC
Beth Robinson
Castle Company
Sr. Hope Rodenborn
Monastery Creations
Melissa Rosenheck
Concord Soap Company, LLC
Laurie Rossa
Woodstock Soap Co
Michele Rosta
Funky Chunks LLC
Arthur Sanchez
Natures Art
Siddharth Sanganeria
Lakshmi International, LLC
Liana Schade
Susan Schier
Laura Schier
Cathy Schotte
Thousand Hills Bath Company
14
The Media Is You (continued from page 14)
Donna Maria Coles Johnson is an
attorney, award-winning homebased business advocate, and the
host and producer of Indie Business
Radio and Indie Business TV. She is
one of HSMG’s first members and
a popular presenter and keynote
speaker at HSMG conferences. Donna
Maria is the author of “Making
Aromatherapy Creams & Lotions”
and the founder and CEO of the Indie
Beauty Network. She hosts #BeautyChat on Twitter and blogs at http://
www.indiebusinessblog.com. Her
signature “The Media Is You” program
is fast becoming a trusted training
resource for small business owners.
off. Always go into this with the
idea that you have something to offer
that will enhance people’s lives. Be
authentic and transparent. Do not be
brash, and definitely do not enter the
conversation with a sense of entitlement.
Step 4. Systematize. In addition
to participating in conversations
generated by others, start some yourself using your own branded media
outlets. Your FaceBook Page and
your blog are the best places to start.
Write a weekly article about an essenA native of Washington, DC, Donna
tial oil you use in your products. A
Maria lives temporarily in Charlotte,
NC, with her husband and their two
weekly video could answer questions
children.
posed by your customers. (Don’t use a
customer’s name without permission.)
Host a weekly radio show, as I do at Indie Business Radio11. With systems,
you don’t have to wonder what to do next. This produces built-in efficiencies
that are very valuable for your business.
Step 5. Share. Like any good publisher, share content over and over
again. All major magazines do this with “best of issues,” which are repeats of
popular articles from years past. Remember, the media is you!
For example, if you publish and Tweet a popular blog post this week,
re-post it on Twitter next month to generate even more comments. Cut and
paste an especially interesting blog post onto a favorite social networking site.
You'll be astounded at how many new people will find it even years later.
Get Your Media Mindset On!
With a little planning and a new “media mindset,” you will find yourself
creating content that inspires and entertains your customers throughout the
year. They will thank you by helping you spread the word and by logging into
your shopping cart so they can bring some of the fun home to enjoy firsthand.
Do you have questions about how to be your own best media outlet? I’ve
answered tons of them in “The Media Is You” category at my blog12. Feel free
to add your comments and post your questions there so we can continue to
learn and grow together!
11 http://indiebusinessradio.com
12 http://www.indiebusinessblog.com
15
Welcome
New Members!
Janine Shea
Chez Shea Natural Products LLC
Margot Shea
Shea Design
Gary Simmons
Cold Creek Farm
Juanita Slagerman
Morning's Mist Country Store
Jessica Slawa
Soap After Dark
Paula Smith
Rhonda Smith
Two Chicks Soaps & Wicks
Phyllis Smith
The Maine Soapsmith
Sabrina Smith
Integrated Spa
Richard Spina
Beverly Farms Soapwerks, LLC
William Stedcke
Soap Maker
Carolyn Steele
Hedge Wizards
Carol Steinhauser
Blueberry Fields LLC
Albertje Stewart
Logcabin Bath Products
Caitlin Stricker-Chapman
The Snake River Soap Company
Barbara Stull
Sunflower Valley Designs
Beware (continued from page 1)
Desperate attempt to get the tracking number: If customer pushes for the
order to be shipped by a particular shipper and then seems way too desperate to
get the tracking number, it could be a fraudulent order. Sometimes scammers use
the actual billing and shipping address for a stolen credit card and then try to use
the tracking number to get the package re-routed. I had my first case of this several
months ago (luckily the order hadn't shipped when the request came in).
Basic Fraud Prevention
There are some good business practices that will prevent most fraudulent orders
and make sure you get paid in a timely fashion.
Get full information from your customer: Make sure that when you take an
order through your shopping cart or over the phone that you get full information
from the customer, including billing and shipping address, email, phone, and
payment information. If you are talking to the customer on the phone, note the
caller ID if possible and see if the name/number match what the customer is telling
you.
Don't ship until the check clears: As a general precaution, any orders paid by
check should be held until the check clears and the funds are in your bank account.
A valid customer with a valid order will understand if you won't ship until the
payment clears.
Any "bank checks" (a check written by the bank on behalf of a customer) should
be held until cleared as well. Sophisticated scammers have counterfeited bank
checks, which can sometimes even get paid by the supposedly issuing bank. It may
not be until later, when an audit is performed that the counterfeit check is found —
at which time they would probably come to you to get the funds back.
(continued on page 17)
16
Beware (continued from page 16)
If you are concerned that a bank check (or other
check) might be counterfeit or fraudulent, you can
call the bank on which it is drawn to verify that the
account exists. Although the bank is unlikely to tell
you if there is enough money in the account to cover
it, but you can always ask.
With some diligent searching on the internet, you
can find the phone number even for international
banks. Remember the time zone differences1 when
calling, and call during regular business hours.
Get the Card Verification Number: The card verification number is a 3 or 4 digit number on the back
of the card that is not imprinted on the magnetic strip.
Since most fraudulent orders are from stolen credit
card numbers (not the actual card) requesting the card
verification number can reduce fraud. Most online
shopping carts can be set to require the verification
number and most credit card processing systems use it
to verify the order.
1http://www.timeanddate.com/worldclock/search.html
30%#)
Remember, however, that you are not allowed to
store the verification number. If you do take the verification number as part of the order, be sure to remove
the information from your online database in order to
comply with credit card security protocols.
Check the credit card AVS: Credit card processors check the street number and zip code to see if
they match what is on file for the credit card (AVS
= Address Verification System). If payment is by
credit card, check the AVS to make sure it matches.
If you receive payments through an on-line gateway,
make sure the AVS is checked when the credit card is
processed and that you can access the information.
Generally, if it looks otherwise okay, then it's a
judgment call; if there are other red flags, don't ship
the order until the validity of the payment is verified.
Some online merchants won't ship any order if the
address doesn't match; others will ship anyway. If you
use an on-line credit card processing gateway, you may
(continued on page 18)
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New Members!
Barbara Stull
Sunflower Valley Designs
Jennifer Sulligan
Little Batch Botanicals
Kathrin Sunde
Gronn Sape
Mae Swindal
Maezies Handcrafted Soaps
Rachel Sylvester
Blue Moon Elise
Carina Tan
Kayasoap & Bodycare
Lysandra Taylor
Darcy's Botanicals, LLC
Tanya Thomas
New Directions Aromatics Inc
Tami Thornton
Beehive Soap and Body Care LLC
Kimberley Tobojka
Scentral Mass Soaps
Ronette Torres
SoapDiggs
Gina Treece
Gina's Goat Milk Soap
Alyssa Truckenbrod
Kristy Truesdale
Botanicals From Above
Grace Ubiera
SF Shine
Jeanine Van Voorhees
Hummingbird Soap Works
Elaine Vechorik
Sturgis Soap Factory LLC
Coleen Veraldo
Sudsations
Mary Vernier
Mary's Green & Clean
Handcrafted Soap
Grace Vitale
Truly Namaste
Lisa Volta
Volta Soap
Susan Vrazel
Nancy Walker
Lauri Walters
Superior Body Products
Jessica Walton
Body Eclectic Skin Care
Jingjing Wang
Deborah Ward
Natures Garden Supplies
Victoria Ward
The Third Daughter MicroSoapery
Michele Wassell
Sassy Soapworks
18
Beware (continued from page 17)
have the option to automatically reject any payment where the AVS doesn't match.
Whether or not you automatically decline credit card payment when the AVS
doesn't match is a judgement call - it could possibly reject a few valid orders.
Check for declined credit card payments: If the order is through your shopping
cart and was declined several times before finally going through, it could indicate
that the person tried multiple credit cards. In this economy, that could just mean
that their cards are maxed out, but it could be a scammer trying multiple stolen
credit cards until one finally goes through.
Require large international orders be paid in advance by bank wire: If you
do get a large international order that you think is valid, still make sure that the
payment comes in. International checks take a long time to clear; using a wire (to
a safe account, not your main account!) is faster and more secure. A valid international customer will understand and be willing to work with you.
Only ship to the billing address on international orders: For international
orders, if you decide to ship them, only ship to the billing address unless you have
a good reason to do otherwise.
Advanced Fraud Protection
There are also some more advanced ways to check out an order. If an order has
one or more of the above warning signs, then it's a good idea to dig as deeply as
possible until you are comfortable with shipping the order out. There are quite a
few tools available to you to research the validity of the customer and order.
Reverse phone and address check: Reverse lookups2 check an address or phone
number and tells who is connected to it. If the information matches, that's a good
sign. If it's not listed, it gives you additional information, but don't rely on a
reverse lookup alone. The information in the databases can be 1 to 18 months old
and some data is just not included at all. (The author's address, for example, was
not listed in several of the databases, although she's lived there for 10 years.)
Call the credit card issuer: Call the credit card issuer to see if the information
from the order matches the information they have on account. They typically say
"yes" or "no" (but won't give out any other information). Occasionally a credit card
payment will be approved, but if you call you'll find out it's a stolen credit card that
hasn't entered the system yet.
To get the name and phone number for the issuing bank, call your credit card
merchant service and ask them (they can look it up based on the first 6 digits of
the credit card number) or call the credit card issuer directly.3
Google everything! You can Google the person's name, address, phone number,
business name and email address. You'd be surprised and what you might get! If
the person is a known scammer, others may have reported it. You also might find
something that makes you feel the order IS valid.
2www.whitepages.com, www.411.com www.phonenumber.com
3 American Express 1-800-528-5200; Discover Card 1-800-347-2000; Visa/MasterCard 1-800-228-1122
(continued on page 19)
Beware (continued from page 18)
If you discover the person is a Real Estate Agent, then
it might make sense that they are ordering 10 gift baskets.
Use Google Maps4 Google Maps is the next best thing
to being there. Look up the billing and shipping address
to see if it's reasonable for a person to travel that distance
to receive their order. Use the satellite image or street
views to see if the addresses look like what they should
be. If the shipping address is a place of business, does the
building look like it's a business? If the shipping address
is in a port town, does the location look like it may be a
shipping company?
I once got a questionable order, and checked it on
Google maps. The order was for a large quantity of identical items (who needs 25 foot creams?). Google maps
showed the address to be a suite in an office building in a
"bad" section of a large city, and the name of the company
indicated it was an export company. A subsequent phone
call and email were not returned, and when the order was
not shipped the customer didn't seem to care.
Look up the email address: Email addresses can
be useful to help determine if an order is legitimate. A
scammer tends to avoid email addresses that can be easily
linked to them (so they can remain untraceable). Most
fraudulent orders come from free email address providers
like hotmail, yahoo, gmail, or aol, but they are also used
by millions of people who place valid orders online.
An email address from an ISP (internet service
provider) like optonline, Comcast, Road Runner, or
Verizon usually is attached to an actual account, making
it more difficult to create an untraceable account. If the
email address is a government (.gov) or military (.mil)
one, they are much more difficult to fake. Business emails
are usually as legitimate as the business is.
For unfamiliar email address types, you can copy the
end of the email address and paste it in your browser to
see what shows up. For example, if the email address is
[email protected], copying and pasting
“ElectronicCommerce101.com” into your browser will
show you the website attached to the email. If it appears
to be a valid website, you know that the email is coming
from someone associated with this website. If nothing
else, in the event there is any problem you could contact
4 maps.google.com
(continued on page 20)
19
Welcome
New Members!
Valerie Watson
Jack and Jill Scrub
Mary Weeks
Belle Journee
Diana Wegh
Canyon Spirit Soapworks
Tracey Weir
Gretchen Wetzel
Filthy Farmgirl
Alana Wike
Jason Wilhelm
Rope Soap
Donald Wilson
Wilson's Soap Co
Glenda Wilson
Calliebuck Soap Company
Cynthia Witt
Angela Wood
Cayman Scents Ltd
Beware (continued from page 19)
the company that owns the
website to track down who
placed the order.
IP Address Check:
The IP address is the
address of the server that
the customer is using to
connect to your website.
If your shopping cart
collects IP addresses, check
them!5 If the IP address is
in Nigeria, and they want
the order delivered to an
address in Miami, the
order should be checked
out more carefully.
Keep in mind that
sophisticated thieves can
Second Bloom Inc.
Ann Wooledge
spoof IP addresses to make
Wingsets
them appear local and that
Kay Worden
the IP addresses for some
Annie's Herb Basket
internet service providers
Dana Yates
Syd & Mimi's
show the location of their
primary server (which may
be in a different location than the person connecting
through that service provider). For example, the
author's IP address tracked back to a different (but
nearby) city to the actual billing address.
Deborah Wood
Customer Service
In any business, customer services is a major factor
in your success. It's important to find the right balance
between servicing your potential customers and
still not getting sucked into time-wasting exchanges
concerning potentially fraudulent orders.
When you get a "feeler email" you have to decide
if and how you are going to respond. With some
experience (and seeing the commonality between
certain requests) you'll probably be able to identify
the scam requests and will feel comfortable deleting
them. However, if you are unsure, replying with your
international shipment policies and making payment
5 www.ipchecking.com; www.geobytes.com/ipLocator.htm
www.whatismyip.com/tools/ip-address-lookup.asp.
20
options very clear will usually deter a scammer from
continuing, while still providing a real customer with
the information he needs. They are looking for the
easy mark, and if you obviously don't fill the criteria,
they'll move on.
If you get a questionable order, you can always
call the person and talk to them in person. Inability
to reach the customer on the phone or a disconnected phone number tells you the order shouldn't be
processed. However, if it IS a valid order, the customer
may be impressed with the high level of customer
service, giving you a more dedicated customer who is
likely to reorder in the future.
Protect your business
Small fraudulent orders, if they get past all your
fraud checks, can be upsetting and annoying, but
aren't likely to collapse your business in the long run.
On the other hand, a large fraudulent order can be
potentially devastating to a small business.
Getting the proverbial "big order" is exciting and
will boost your business into a whole new level. On
the flip side, a big order that isn't paid for could potentially put you OUT of business.
If you are contacted about a large order, particularly
an international one, get all the customer information
and while you are working out the details of the order,
check it every which way from Sunday using every
advanced fraud detection tool you have. Get a written
contract spelling out exactly what is expected of each
party. If you have reservations about it, consider
getting a deposit up front. Not only does that commit
the customer, it gives you funds to work with.
Even if you require payment in full before the
product is shipped, carefully consider whether you
should make a lot of product or invest money for
personnel, ingredients or equipment just to fulfill one
order. Be realistic about your orders and capability.
Even if an order is big and valid, if it doesn't
fall within your vision of your business, think carefully about changing your vision to fit the order.
Remember, this is YOUR business. You have the right
to decide not to take an order if you want. Always
protect your vision and your business!
A special
Thank You! to the
2010 Conference
Sponsors!
Handcrafted Soapmakers Guild, Inc.
PO Box 5103
Portland, OR 97208-5103
Diamond Sponsor
www.essentialwholesale.com
OilsbyNatureInc.
PRSRT STD
US POSTAGE
PAID
PORTLAND, OR
PERMIT #3540