It’s not your mother’s Tupperware. Just ask Kevin Farrell of Studio City, the No. 1 salesperson for the company in the U.S. and Canada for the fourth consecutive year. Unlike the distant past when housewives looking for a little extra income were the major sales engine for the legendary housewares company, men and women from all walks of life are getting into the act these days – literally. Farrell is a former theater actor who has had starring roles on TV shows such as “My Name is Earl,” “Veronica’s Closet” and “Gilmore Girls.” To sell Tupperware and bring in an annual six-figure income, Farrell dresses in drag and becomes the character “Dee W. Ieye” who packs them in at Tupperware “parties,” some of which he does to benefit charities. How did he get this gig? A friend suggested Farrell attend one of his Tupperware parties to see if wanted to join the company. “It took a little time before I gave it a try. At first I just felt it was an opportunity to make some extra money because with acting you never know when you might get a paycheck,” said Farrell. Farrell, who had no sales training, was given a starter kit, manual and DVD from the company, but he admits he did not really go over the material. He wanted to develop his own technique to sell the product. “My background as an actor probably helped because I was use to being in front of an audience and commanding attention,” he said. He decided to use a character he created, affectionately called “Dee W. Ieye” which is derived from the acronym D.W.I, otherwise known as the citation for “Driving While Intoxicated.” Farrell, who dresses in big blond hair, big black lashes, red as red-can-be-lips, and a pair of “daisy dukes,” works 16 parties per month. He receives 25 percent of the revenues from the products sold and the host gets 20 percent of the sales that translate into credits toward Tupperware items they want to buy. Most of the parties net $1,000 or more in sales. Does one need an act these days to sell Tupperware? Not necessarily, said Farrell. “I know my product and I use Dee as a vehicle to show the features and benefits of Tupperware, but it really is about convincing people what they need for their home, so I think there is a real salesmanship underneath it all.” Exceeding expectations Linda Lloyd in Irvine recently hosted her second event with Farrell. The parties usually attract between 25 to 40 people. She admits these parties with Farrell exceeded her expectations for a Tupperware party. “The parties that Kevin gives, pretty much everyone orders. I definitely feel that it is because of Kevin’s approach. Kevin is a true entertainer. He totally engages the audience and presents the product in a humorous, yet informative, manner. Quite honestly, I don’t know that I would ever consider having a party with another representative,” Lloyd said. Although Farrell devotes more than 40 hours a week to selling Tupperware and helps to train other salespeople, he still managed to make time for a co-starring role on the TV series “Chuck” that aired this January. “But, I am happy to be back on the road selling the perfect gift…Tupperware,” he said. Farrell’s territory covers mostly Southern California. But he also holds parties in his home state of Ohio and pretty much anywhere his clients want him to give his show. The parties need to have at least 30 people. He said he normally sells 90-95 percent of the available product. At one private home show in Dublin, Ohio, with 60 people attending the event, Farrell sold $5,000 in Tupperware. “I think Tupperware parties are still popular because it is a great product with a great reputation. Over 60 years of quality. Girls remember it from their Mom’s kitchen and their Mom’s Mom’s kitchen. It’s a wonderful bonding for women and they get a night out with friends,” said Farrell. Increase in downturn When the economy took a downturn, Farrell said a lot of multi-level companies showed a huge increase in their sales forces because people who could not get a job turned to companies like Tupperware. “The most important fact with multi-level marketing, you do not have to go to school to be a salesperson. If you have the ability, these companies give you the opportunity to make extra money,” he said. Wendy Spadaro of Shoreline Enterprises has been with Tupperware for 20 years. Her company is the second level up in the multi-level marketing company where she manages over 150 consultants across the United States. Farrell is one of her directors. Tupperware has a global sales force of 2.4 million in almost 100 countries Over the years, Spadaro has seen Tupperware make changes to accommodate its sales force and new customers. “A few years back they instituted a new compensation program which gave everyone a better opportunity to make more money,” she said. “When I started, corporate would watch their salespeople and then picked who they liked to move up; it was not on an achievement basis. Now, you can grow your sales, recruit new people and not wait to be chosen to achieve your goals.” The company has jumped on the “going green” bandwagon by developing a line of eco-friendly products and items that can be used for low-fat cooking. “We talk with hosts to learn what they need and the type of products that appeal to their party guests. We have products that range in price from $7 to $1,000,” Spadaro said. Spadaro claims the typical salesperson is no longer the “stay at home housewife” who just wanted to make a little extra money. Tupperware attracts doctors, lawyers, men and women from every income level. “We have about ten to twelve consultants who have created amazing characters for their parties, but the majority of consultants do traditional parties to sell the product,” she said. “Although Tupperware has always been a very conservative company, I think individuals, like Kevin, have opened their eyes to diversity, not only opened their eyes but now they embrace it. When they saw how much they sold, it was hard to ignore. There are many different ways to sell Tupperware.” Having goals As a director, Farrell was eligible to enter a Director’s Sale Program that extends for 18 months. They are given goals at monthly intervals to reach and when their numbers are maintained and they “better their sales,” they receive a bonus. Farrell chose a Pontiac convertible as his prize. Since many Tupperware consultants host fundraiser parties for local charities, Farrell likes being able to share his good fortune by donating his time and commission…and still sell Tupperware. At one fundraising event for Friends of Dorothy that benefits AIDS Services of Orange County, Farrell sold $7,000 in Tupperware. On February 4, Kevin (as Dee W. Ieye) will appear in a “down-home,” Tennessee Tupperware Show that will benefit the Covina Center for the Performing Arts for the community of Covina and the San Gabriel Valley. Farrell feels he could probably sell any type of product, but would not be interested if he had to leave “Dee” behind. “I love playing this character. I love being in a group of women and sharing this experience. And I get to party for a living. How great is that,” he said. Farrell plans to continue to sell Tupperware products, but he is working on a few projects using the “Dee” character outside of the Tupperware arena. “But I will always keep to my Tupperware Party roots even if I get my own T.V. show, I will still want to do parties,” he said.
Actor Dons Wig, Nails to Get Tupperware Party Started
