Virginia Firm Touting Resource Kit As Small-Business Lure Banks Can Use

An Alexandria, Va., company is pushing a small-business resource kit for banks to use as a marketing tool.

The kit, "Ten Keys to Sales and Financial Success for Small Business," consists of two videos, a book, and planning software. Small-business expert Ron Torrence wrote the book and speaks in the video cassettes, which deal with profit management and marketing and sales efforts.

Wave Communications, the company that produced the kit, pitched it to companies when it first came out last year. But now the company is seeking customers among banks that may want to use it as a relationship builder, said president James W. Jacobsen.

"Banks can use this as a retention tool," he said.

So far, six bank customers have used the product. Mr. Jacobsen said he is negotiating with other institutions.

F&M National Corp., Warrenton, Va., used the kit as a lure for a small- business seminar it held last fall. The bank distributed about 125 copies to attendees.

"We used it as a complimentary gift for businesses that attended the seminar," said a spokeswoman. "We were very pleased with the package."

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