



                          A S C I I   B R I N G S   C A S H

             HOW TO MAKE THOUSANDS OF DOLLARS BY USING YOUR PC TO CREATE
                 INFORMATION PRODUCTS THAT PEOPLE WANT TO BUY -- NOW!










                                  By Brian J. Baldie


                                     Naxos Press
                                   494 G  Loop  Rd.
                                Bow,  Washington 98232


                                    (206) 248-9876



















          DISCLAIMER


          "This report is designed to provide accurate and authoritative
          information with regard to the subject matter covered in it. It is 
          provided with the understanding that the publisher is not engaged
          in rendering legal, accounting, or other professional services.  
          If legal advice or other expert assistance is required, the
          services of a competent professional person should be sought"


          From a declaration of principles jointly adopted by a committee of
          the American Bar Association and a committee of Publishers and 
          Associations.
          1.0     INTRODUCTION


          This report is not intended to be a detailed manual on how to
          setup an run a publishing business. Rather, it has been researched
          and  formatted  as a creative report loaded with suggestions to
          get you started in the information selling  business--FAST! 


          A couple of quick pointers to start with:


               1.   We are in an information explosion, where we are being
          flooded from all sides with data from all kinds of sources.  Each
          information source is in competition with a very scarce resource
          -- TIME! With so little time, we often find information to be  a
          major source of anxiety. Information never seems to be complete.
          It often creates more questions than it answers.   


          To help reduce reader anxiety, always break your subject down into
          several modular component parts. Choose and answer one component 
          subject area very precisely. Your creation should be between 5 -
          20 typed pages( 5 - 10 is ideal). If the report exceeds 20 pages, 
          then the chosen subject is still too general. 


               2.   Review and examine other "How-to" books. Each chapter,
          even a paragraph can become a new report idea:


                    *    don't re-invent;
                    *    don't duplicate; but 
                    *    do divide, research/improve, and replicate.


               3.   Don't steal information.  It's against the law!
          Copyrights protect the actual words themselves. Facts cannot be 
          copyrighted! Simple rule: write your own story about the facts.
          Use multiple sources that support and confirm the same facts. If 
          someone allows you to copy information word-for-word -- get a
          release in writing! The same applies for the right to change part
          or  all of the information. For example, this report is not
          copyrighted, yet each purchase does include a signed and dated
          release form. Whereas, Reprint rights only allow you to duplicate
          the  exact information and requires you to display the original
          author's copyright (C) and address on every document you
          reproduce.

               4.   You are not an Information Broker! You are an
          information publisher and seller!  Consulting gets you one fee.  
          Replication gets you many consulting fee's. 
          2.0 MARKETING


          Marketing is the most important part of your information selling
          business. Marketing comes before you even have a business license. 
          Owning and operating your information business has very little
          meaning unless you can answer the following basic marketing
          questions.


               1.   Can you define your information product(s)?
               2.   Can you identify who your most likely customers will be
                    and is there a need?
               3.   Do you know how you're going to position the product(s)?
               4.   Can you list any other information options your
                    potential customers have available to them?
               5.   How are you going to make your product available to your      
                    customers? Are there multiple channels?
               6.   How are you going to advertise/promote?
               7.   Do you have enough -- CASH -- and other resources to
                    fund this enterprise?

          Traditional marketing theory would instruct you to focus on one
          market segment, a specific area of expertise, and minimize the 
          introduction of "me to" products. This is all very good advise
          when it comes to widgets, but isn't entirely the case for
          information  selling. If you are an expert in a specific area...
          GREAT, but don't let this limit the scope of your publishing. It's
          very important to recognize that you don't have to be an expert to
          be in the information business, but you do have to be organized
          and willing to do research.

          The purpose of this kit is to help you get started--FAST! For
          example, there isn't any copyright protection or restrictions to
          get in the way of your use of this material. Sell the kit under
          your own name. Change it, add to it, take parts from it, and then
          remarket it using your private label. In order to sell the kit you
          will need a marketing plan. As an example, I have included the
          plan I created for the kit. This plan could become a template for
          your products or used to market any part of this kit as you see
          fit.
                         MARKETING PLAN  "ASCII BRINGS CASH"


          WHAT INFORMATION DO I WANT TO CREATE AND SELL?


               1.   ASCII Brings Cash

                    a.   Toolkit
                    b.   Report sample 
                    c.   ASCII newsletter


          WHO ARE MY POTENTIAL CUSTOMERS & WHAT IS THEIR NEED?


               ASCII Brings Cash "Toolkit, reports, and newsletter"

               a.   IBM PC users (total market)  >40 MILLION
               b.   PC users that want to use their PC to earn money for
                    themselves  (broad segment).  1/5 of America now works
                    from home offices. 26 million households & 35 million
                    individual buyers with a total sales potential of $35 
                    billion. 4 million PC's in home offices (TAM  85% or 3.4  
                    million PC's). Mean number of people employed .... 1.7.
                    
                         Types of home business:
                          
                         34% Consulting (target TAM)
                         28% Word Processing (target TAM)
                         23% Desktop Publishing/Graphics (target TAM)
                         11% Independent Sales/Real Estate
                          9% Accounting
                          6% Communications/Transportation
                          5% Government 
                          4% Construction/Architecture
                          3% Manufacturing
                          3% Insurance
                         31% Other
                    ================
                      * 157%  (many perform more than one activity)

               The information explosion has created a real need for compact
               to the point information. There is no excuse for anyone to
               make a  poor decision from the lack of information. The
               problem with information is complexity. Information isn't a
               precise science. Many  factors can make one piece of
               information more or less accurate than two similar pieces of
               information. This in turn creates value  or the lack of
               value. One thing is for certain, long documents take time to
               read, are harder to understand, and have a much lower  level
               of retention. This problem explains the strong acceptance for
               over 100,000 newsletters in the United States alone. People
               need  up-to-date abstract information that usually can only
               be found from newsletters. Busy people don't have the time to
               wade through  lengthy books, magazines, or newspaper
               articles. Reports can serve the same purpose. The need is
               only limited by one's imagination.

               c.   PC users that want to create and sell information, but
                    are not sure how. This is a target segment. Estimate 
                    1 - 2% of TAM need help in some form... 34,000 - 68,000.
                    Strong need... test market of small classified ads
                    produced .12% of readership. Subscribers responded to:
                    MAKE UP TO  $50,000 CREATING INFORMATION PRODUCTS PEOPLE
                    WANT TO BUY -- IN YOUR FIRST YEAR... PART-TIME.
               d.   PC users that want to create their own information for
                    sale and have their own ideas, but need help getting
                    started. This is a niche market segment. 
               e.   PC users that need ideas for their own information for
                    sale and need help getting started. This is a niche
                    market segment. Estimate 1 - 2% of TAM need help in some
                    form... 34,000 - 68,000.
               f.   PC users that want information they can modify and
                    incorporate into their own product. This customer is
                    willing to pay a royalty or purchase the non-exclusive
                    rights. This is a niche market segment. Estimate 1 - 2%
                    of TAM need help in some form... 34,000 -68,000. Strong
                    need. This segment was offered a catalog that comprised
                    40 different information products. Only 4 products
                    offered reprint rights. As of this printing, 78% of
                    total sales requested reprint rights. 
               g.   Person that needs specific information and will
                    incorporate this information into their own work. This
                    is a very narrow  niche. Market size is unknown and
                    depends on the content of the report? This niche is good
                    for newsletters. Target a specific audience. For
                    example: "Learn how to use this amazing, yet simple 10
                    step formula to rid delicate plants of serious Aphid
                    infestations in less than four weeks!" This would target
                    gardening hobbyists that have Aphid problems, a very
                    narrow focus.

          MARKET POSITION STATEMENT


          This product is targeted for PC users that want to use their PC to
          earn money by creating information that other people will buy. 
          The kit is designed to teach the basics and provide pointers on
          how to add value to information by offering unlimited rights to 
          reuse or modify the information for personal use.

          Position: Sell reusable research information that has a
          considerably higher perceived value than an equivalent report that
          cannot be reproduced unless for personal use or in the exact form
          as the original.

          Reason: There are very few competitors. Most authors feel that
          their research is worth a large sum of money and in most cases,
          they are correct. Authors have worked months, even years
          developing their product. The thought of another person making
          money or taking credit for their work is very painful. One author
          wanted $150 just for the reprint rights for a five page report,
          plus his name and other product offerings had to be on each
          report. The report could not be altered in any way. The report
          sold for $4. Conclusion: He wasn't interested in selling the
          reprint rights.
          How to profit from this position: Keep the research time short.
          Find similar products and improve them, then replicate them. Price
          the  product where equivalent reports take 5 - 10 times more
          orders to achieve the same profit. Provide a continuous  stream of
          new reports to offset the overuse of older reusable reports.
          Strike agreements with other authors in order to reuse their 
          reports. 

          COMPETITION


          The most common alternative is reprint rights. In many cases an
          exact duplication is a perfect solution. In this case the customer 
          could elect to purchase solely on price. One method would be to
          counter with offering reusable rights for a lower cost than
          reprint rights. This would be a bad idea!. The best solution is to
          research the competitive product and improve upon it. Let the
          world know that your product is better and reusable!

          What-if the product is incomplete and the customer needs several
          sources to complete their own effort? In this case the researcher
          may opt to  gather and research their own information. To counter
          this possibility, the market strategy should encourage
          "INCORPORATION" into  existing work. The researcher can reduce his
          or her time-to-market by using the product as part of his or her
          own product.

          CHANNEL

               1.   The channel will be direct mail order sales.
               2.   The medium (in priority order) will be:

                    * Magazine classified's
                         * Home Office
                         * Inc
                         * Income Opportunities
                         * Success
                         * Bostonian, etc.,
                    * National daily newspaper classified
                         * USA Today
                         * National Classified Network
                    * Specialty catalogs/newsletters
                         * IWS
                         * Jackpot
                         * Opportunities Unlimited
                         * Book Dealers World
                         * Towers Club, etc.,
                    * Bulk mailing
                         * In-house list
                         * List broker 
                    * Magazine display ads
                         * Home Office
                         * Inc
                         * Income Opportunities
                         * Success
                         * Bostonian, etc.,
                    * Road show: radio, TV, reviews, etc.,

               3.   Specific reports will need to be targeted for the
          correct   audience. For example: "How to profit from buying and  
          selling used cars"  will not sell very well in Home   Office
          magazine.

          MEDIA SCHEDULE


                            * * *   W A R N I N G   * * *

          Need to be very careful. Information selling is very seasonal.

          Step 1.   Target magazines (street date). Use Classified
                    placements only:

                    Jan, Feb, Mar, Apr, May, Sep, Oct, Nov.

          Step 2.   Target the Dailies for Sunday during the Spring months.
                    Use Classified placements only.

          Step 3.   Target the specialty catalogs/newsletters year round.
                    Use Classified and display ad placements.

          Step 4.   Bulk mailing ... None. Use priority mail and prospect on
                    a daily basis. Intensity will follow the seasonal
                    curve. Send catalogs with inserts, sales letters, or
                    special offers.

          SEASONAL CURVE (as a % of forecast):


          JAN  FEB  MAR  APR  MAY  JUN  JUL  AUG  SEP  OCT  NOV  DEC
          ===  ===  ===  ===  ===  ===  ===  ===  ===  ===  ===  ===
           1    1    .8   .7   .6   .6   .3   .8   .9   .9   .8   .6

          CASH REQUIREMENTS

          Cash analysis is critical. More company's go down the drain
          because they focus on profit rather than cash flow in their early 
          stages. One can be making money, but still go out of business
          because of insufficient funds during a growth period. If the Net
          Cash is dropping -- watch out! Don't expect the Bank or a rich
          Uncle to bail you out at the last minute either. Money lenders are
          easy to find when you don't need them,  but hard to find when you
          really do need them! Expect to spend $500 to $1,000 in promotion
          and production every month during the first year. Revenue will be
          lean for the first 3 - 6 months, unless your product is hot. If
          you are on the right track... breakeven should be reached within
          six months and profits should steadily climb as you introduce more
          products. In simpler terms... you need about $3,000 before profits
          take over the responsibility for cash flow.

          PRICING

          Position: Price the product high enough to promote a higher
          perceived value than a report or 100 page booklet. Typical reprint
          rights for longer reports are around $15 - $25. The price needs to
          attract cost sensitive first-time buyers. Target ASCII Brings Cash
          at $24.95 including postage. Focus on the high-end pricing of
          longer reports.

          Target the ASCII Newsletter at $12/Mo. Just below the low-end of
          medium length reports.

          Costing: Placing most of the information on inexpensive 360k
          disks. This will be easier to produce than hardcopy reports.
          Inventory and  scrap will be virtually zero. An average of 125
          pages of Ascii text can be placed on one 360k disk without file
          compression. The  Newsletter will be about 10 - 15 pages and the
          rest will be for PageMaker files and advertising circulars in
          PageMaker format. Also provide the kit in hardcopy form as an
          option.

          ASCII Brings Cash + reusable rights:    *** Cost Estimate ***

               Hardcopy:      1.02
               9 x 12 env:    0.12
               Disk:          0.20
               Box:           0.23
               Labels:        0.05
               Postage:       1.21
                          ===========
                            $ 2.83 Gross Profit ===> $24.95 - $2.83 = $22.12          
                                                       (8.8 times cost)

          Newsletter + reusable rights:           *** Cost Estimate ***

               Hardcopy:      0.06 (average: promo material only)
               Disk:          0.20
               Box:           0.23
               Labels:        0.05
               Postage:       0.75 (average)
                          ===========
                              1.29 Gross Profit ===> $12 - $1.29 = $10.71           
                                                       (9.3 times cost)

          COLLATERAL MATERIALS

          Introductory material will be 400 DPI scanned (LogiTech) line art.
          Source material will be either clip art or line art drawn by a 
          local artist. All the copy and camera ready stats will be
          developed in-house using Windows 3.0, PageMaker 4.0, CorelDraw,
          and a 300 DPI LaserJet IIp printer.

          Introductory catalogs will use the same procedure, but will have
          selected areas enhanced with color through computer enhancement. 
          The catalog will be 28 lb news print, 16 pages, 2 color, 8.5 x 11,
          and weigh .76 oz. The weight is critical. This will allow one 8.5 
          x 11 insertion for specific promotions, such as ASCII Brings Cash
          or ASCII Newsletter. 
          Second phase promotion will use black and white photography, 1270
          DPI scanned halftones printed with a 133 line screen and 
          varnished.

          Third phase promotion will require 4 color separations.
          3.0  10 STEPS TO GET YOUR INFORMATION SELLING BUSINESS STARTED

          Step 1. Purchase and read the following manual:

          Starting and Operating a Business in [Your state]: A Step-by-step
          Guide.   Oasis Press, 300 North Valley Drive, Grants Pass, OR  
          97525.  Phone: (503) 479-9464.  

          This manual can also be checked out from the Public Library or
          purchased from just about any Book Store. Read each chapter and
          take notes on areas of concern or uncertainty.

          Step 2. Locate a good Certified Public Accountant ($80/Hr). Make
          an appointment to spend 1 - 2 hours with the CPA. This should 
          clear up all your notes. Ask the CPA to give and explain to you
          all the forms required to start a Sole Proprietorship. Remind the 
          CPA that you are moonlighting. Suggest that your employer is
          already paying for your estimated tax and FICA. This will keep you
          from  having to file taxes every quarter. Save every receipt and
          log all of your business miles. When you go to the post office,
          log the  miles. When you go to the printer, log the miles, etc.
          You're going to find that your business is a great tax deduction.
          For  example, all of your books and magazines are now research
          material. I spend in excess of $1,000 each year on books and
          magazines!

          Step 3. COMPANY NAME

          Think long and hard before you name your company. Think about
          where you want to take the company over the next 5 - 10 years.
          Will the name have a professional appeal or be suspect, such as
          "Xyz Enterprises?" Will it sound small, hard to pronounce, or hard
          to  spell? Are you going to promote High-Tech? For example, I
          picked Naxos (5 random letters) to support the sale of low cost
          macros for spreadsheets and other Windows based software. 

          Step 4. GENERATE YOUR ADVERTISING COPY

          A few suggestions for sales letters.

               *    Sell benefits not features.
               *    Your best offer/benefit always should be your headline.
               *    Offer benefits right in your very first paragraph.
               *    Make the copy "friendly" and talk about your customer
                    and not about yourself. Note: This is not easy to do. A
                    feature is talking about yourself and a benefit is 
                    talking to your customer. Remember! Your customer cares
                    about himself and what you can do for him. He isn't 
                    interested you... he doesn't even know you!
               *    Write copy that gets his attention, peaks his interest,
                    builds and creates desire, and then calls for action!
               *    Ask for the order:
                    *    Offer a discount, give a premium (something free),
                         offer a free trial period, set a time limit, offer
                         a guarantee, fast delivery, or free postage. Make
                         sure there is an easy order form!
               *    Don't forget to have a P.S. at the end of your letter. 
                    This should contain a powerful final offer or an
                    additional offer or guarantee.

               *    Reference Appendix C for sample sales letters.
               *    Reference Appendix B for sample classified ads.
               *    Clip and save sales letters, display ads, and
                    classified's where the headlines attract your attention
                    or in your opinion, offer excellent copy and layout.
               *    Look for long-run advertisements.

          Consider the use of Card Packs when writing your ad copy. Card
          packs are collections of loose postcards that are bundled in large
          groups and shipped in bulk shrink wrapped packages. This is a very
          inexpensive and effective form of mass marketing. Expect an
          average cost of $20 per thousand and a response rate around 1%.
          Use only packs that are sent to mail responsive names, not hotline
          names. No compiled lists!!!! Ask to be in the front of the pack. 
          Always show your price and ask for the order. Take checks. I'm
          amazed every day on the quality and credibility of my customers.
          Don't waste space on charge cards. The copy has to be hard hitting
          and very direct, due to space limitations. Your card is going to
          receive 1 - 2 seconds of your customers time.... THAT EQUATES TO
          ONE BOLD HEADLINE. THE HEADLINE NEEDS TO FOCUS ON A SPECIFIC
          BENEFIT THAT TRIGGERS THE NEED TO READ ON!

          Card Pack Directories:

               *    SRDS Card Pack Rates & Data Directory: 3004 Glenview
                    Rd., Wilmette, IL 60091; 800-323-4588.

          Consider using an electronic bulletin board when writing your ad
          copy. Write to CompuServe, The Electronic Mall, 5000 Arlington
          Centre Blvd, Columbus, OH 43220; 614-457-8600.

          Step 5.   CREATE YOUR PRODUCT

          See chapter 4.

          Step 6.   MARKET THE PRODUCT

          Ask 20 different marketing experts their opinion and you will
          receive 20 different opinions as to what the best method is for
          promoting information products.

          Let me ask you a very simple question. Which would you choose? Pay
          $50 for ten orders worth $200 or $50 for 1,000 leads generated
          from your ad?

          Two years ago, I would have taken the 1,000 leads... NOW I'll take
          the 200 bucks every time.

          I have spent 20 years producing and selling high tech electronic
          products using the two step method. Frankly, I'm no longer a
          strong believer in two-step marketing. Here are my reasons.

          First: the company sends out a fancy four color product brochure,
          company backgrounder, and the standard marketing sales letter. The
          customer calls or writes for additional information and pricing. 

          Second: a salesman makes contact and attempts to close the order.
          Average cost per lead is $60 - $120 or more. 

          Better than 50% of the calls can be screened on price and another
          30% can then be screened depending on the offer and finely 10% can
          be screened on timeliness of the delivery. Ninety percent of all
          responses are a waste of your customers time. Twenty years of this
          nonsense!

          Serious customer's don't bother to respond because they know that
          90% of the time it's going to be a waste of their time. They're
          being forced to make a cold call because they haven't got a good
          feel for cost, benefits, or delivery prior to making contact. For
          this reason, they search for solutions that won't waste their
          time.

          Two step systems make the marketing person look good and one step
          systems make the sales person look good. I prefer to have the
          sales person look good! This equates to fewer highly qualified
          leads, but generates more revenue.

          Target your program to get the order. Think of every question the
          customer is going to have and answer these questions as customer
          orientated benefits. Then tell him how much it's going to cost to
          receive these benefits.  Offer 24 hour service and shipments by
          priority first class mail. Identify the amount of postage. Fast
          response becomes your advantage. Information can be produced
          immediately from your computer if necessary. There will still be
          requests for additional information, but a whole lot more will
          order directly from your advertisement because you have satisfied
          most of their concerns.

          Step 7. PROCESS REQUESTS AND ORDERS

          A good computer database program is an absolute must. Without a
          quick method to sort through leads and existing customers you are
          simply throwing customers away. You don't have to spend a bundle
          to get a good database. Shareware products are now available that
          rival $400 high-end software. The following are available from
          Shareware Outlet, Inc., 713 110th Avenue Northeast, Suite 206,
          Bellevue, WA 98004; 206-454-1388; BBS 206-646-0886. All programs
          are $3.50 per disk.

               *    BO45 ADVERTISING RESPONSE MANAGER 1.0   
               *    BOO7 FORM MASTER 3.5
               *    B093 LIST MANAGEMENT SYSTEM 2.0  ** GREAT **
               *    B104 ZIPKEY 2.00E  ** FIND THE KITCHEN SINK **
               *    B136 THE POSTAL CONSULTANT 2.2S / UPS RATEMASTER 5.0S
                         NEVER USE A POSTAL OR UPS CHART AGAIN!
               *    DB019 ZEPHYR 1.0  ** RELATIONAL DATABASE FOR NON-
                         PROGRAMMERS
               *    DB024 FAST FILE 5.3   ** FAST ** ** ALL KINDS OF
                         CUSTOM EXTRA'S AFTER REGISTRATION! **
               *    DB010 PC-HYPERTEXT  ** AN ASCII FILE DATABASE
                         MANAGEMENT SYSTEM **  ** KEEP TRACK OF ALL YOUR
                         ASCII RESEARCH! **
               *    DB012 PC-FILE 5.01 ** THE KING OF SHAREWARE **

          Step 8.   KEEP GOOD RECORDS AND MANAGE YOUR CASH FLOW

          Take the time each month to manage your business records and to
          evaluate your marketing and financial performance.

          Make changes, find ways to improve your products and services.

          Try new things and experiment. Use small tests to verify your
          ideas. Improve systems and ideas generated by your competitors.
          Put your money in the best possible places, don't stick with the
          norm.

          Project the future flow of your cash. Use spreadsheets to
          determine/guess the possibility of future cash problems.

          Step 9.   FIND AND MARKET NEW PRODUCTS ON A CONTINUOUS BASIS

          Don't wait for the completion of your own products to introduce
          new information products. Keep looking for people that will be
          willing to sell or author new products for you. This is where your
          fortune is going to come from!

          Step 10.  CONSTANT SEARCH FOR NEW METHODS TO MARKET YOUR PRODUCTS

          Always be looking for new ways to market your information.

               *    Co-op ads and mailers.
               *    Big Mails.
               *    Per order ads.
               *    Buy remnant ad space.
               *    Sell advertising along with your own; start your own
                    classified ad company. (See free sample newsletter
                    report ASC_0519.TXT).
               *    Sell several versions of your product.
               *    Create a product catalog.
               *    Develop a self-mailer or use standard formats offered by
                    the major bulk mailing fulfillment company's.
               *    Develop a post card that meets the postal requirements,
                    yet packs close to one 8.5 x 11 circular into a 19 cent
                    mailer. (See free sample newsletter report
                    ASC_0531.TXT).
               *    Use a unique border on small 1 - 3 inch classified
                    display ads. Draw attention to YOU! This could out
                    pull a full page display ad for a fraction of the 
                    cost.
               *    When you find a hot subject area that you are an expert
                    in... create a newsletter to serve the need. Or use the
                    newsletter to promote your products. Newsletters create
                    very high response rates.

                    *    Publishing Newsletters, Howard Penn Hudson --
                         Revised Edition, ISBN 0-684-18954-2, Macmillan
                         Publishing Co., 866 Third Ave., New York, NY
                         10022.
               *    Bounce-backs: offer additional products when you ship
                    orders.
          4.0  9 STEPS ON HOW TO WRITE AND PRODUCE YOUR FIRST "HOW-TO"
               REPORT.


          STEP 1.  Think positive! Think can do, not can't do! Believe that
          you can do anything if you put your mind and body into it! You 
          don't have to be a gifted writer to be able to create and sell
          money-making reports, but you do have to be persistent and focus
          on  gathering and organizing "How-to" facts.

                    Remember, every How-To book or Report is a wealth of
                    short precise report ideas. The products table of
                    contents becomes your idea machine! Another great
                    idea machine is a common dictionary.

                     A    S I M P L E    I D E A    M A C H I N E

          Locate a Websters Dictionary. Start with the letter "A". Use the
          dictionary to generate "general"  subject areas that you can then
          break down into precisely focused 5 - 10 page topics. Here's how.

          Ask the question "WHAT DO PEOPLE WANT AND DESIRE?"


               People Want To Have: 

                    Advancement, Bait(ways to catch fish), ...,Security,
                    Self-control, Self-esteem, Xyz, etc.,   

               People Want To Do: 

                         Accomplish something, Ballooning (hot air), ...,
                         Start their own business, Xyz, etc.,

               People Want To Be: 

                         Appreciated, Better people, ..., Successful, Xyz,
                         etc.,.

          Personally, I use this method to brainstorm and then I narrow my
          list by testing each idea against what is currently popular or 
          subjects that remain constant over long periods of time. 

          STEP 2. Research.  Research takes time and your success depends on
          effective use of your off-hour time. Sitting in front of the TV 
          with a Beer in your hand is not good use of your time. You must
          allocate at least two hours everyday to work on your information 
          business. Two hours each day... minimum! Before you fall off of
          your chair, the simple fact is, somehow the work has to get done
          and you're going to have to do it!

               *    Find a quite place to perform research and writing.
               *    Get rid of all the junk and clutter in the work   
                    area.
               *    Make an outline before you start (this will dramatically
                    improve your use of time. Make sure the outline is 
                    directed at your target audience. The outline must
                    solve their problem by following your exact steps. The
                    outline must achieve your readers desired objective.

               *    Outlines should layout exactly what problems your
                    reader wants to solve. A typical outline might look as
                    follows:

                    1.   Introduction
                    2.   How-to
                    3.   Support data
                    4.   Conclusion/short review of what has been     
                         accomplished
                    5.   Promotion (hype on other products they can buy    
                         from you)

               *    You don't have to sequentially follow the outline. Pick
                    the fun stuff first. This will promote momentum.
               *    Keep it short. Under 20 pages, if possible.
               *    Ask... What information do I have? What information do I
                    need to find?
               *    Where do I find information?  See appendix A.
               *    There will be many times that you will need to contact
                    other professionals or institutions for advice or
                    permission. Use a standard request form. Send the
                    dated request. If within 2 - 3 weeks there isn't a
                    response, file the a duplicate request (for your
                    protection) and quote the source in your work. Don't
                    copy the authors work.

          Step 3. Create a schedule for completion. Without a schedule and a
          deadline, you will never get done! A sample schedule outline is
          shown below.

               *    Information gathering
               *    Information organization
               *    Writing and additional gathering
               *    Prelim graphics/illustrations if required
               *    Production
               *    Make/buy decision
               *    Can I produce the end product on my PC?
               *    Will it be cheaper to get a large quantity produced at a 
                    print shop or major printer/publisher?
               *    Are there any service bureau requirements?
               *    Layout design?
               *    Paste ups?
               *    Typesetting?
               *    Camera work?
               *    Halftones?
               *    Separations? 
               *    Release to market
               *    First shipments


               *    Saving time and money should be a major objective for
                    each work. Composition should be done on a good word
                    processor that has a spell checker and can export in
                    ascii format. I have used many windows based
                    wordprocessors and frankly any DOS based version gets
                    the job done faster. Pagemaker 4.0 now has a story and
                    spelling capability that has really improved its
                    performance, but DOS gets the job done--FASTER!
               *    Proof Reading and editing: get someone else to review
                    your work. A local college is a great low cost source 
                    for quality checking. Proofing can be as little as $1.00
                    per page.
               *    Desktop typesetting and layout: Use Pagemaker 4.0... no
                    further comment!
               *    Scanned images: Use the tool that best fits your
                    audience. The cost for high quality is negligible
                    when it comes to incorporating photography, but it does 
                    limit your ability to produce the same quality at home
                    for customers that need fast response. Most high-end
                    print shops can provide scanned resolutions up to 2500
                    DPI for $10 - $15 per image.

          Step 4.   Production can be accomplished in many ways, but the
          focus should be on using your computer. Try to create products
          that don't require fancy typesetting or scanned images unless you
          plan to offer a high-end newsletter. You want the ability to run
          off a copy or a floppy disk and have it in the mail the same day.

          Fancy fonts and graphic images take a long time to be processed by
          laser printers and this can slow your production down. 

          If your hard copy product takes off ( > 10 copies per day ), then
          a trip to the print shop is in order.

          Step 5.   Packaging. I suggest that you keep it very simple. 

               *    Package your disks in protective floppy disk mailers.
                    Mailers:  $ .19 ea/50 pack 
                    360k 5.25 DS/DD floppy disks:  $ .23 ea/500 pack
                    Source: MEI/MICRO center 800-634-3478
               *    9 x 12 white envelop: .12 ea/500 pack found at any
                    office supply house.
               *    Labels: Create your own custom shipping labels using
                    Pagemaker and a graphics package such as CorelDraw. I
                    use Avery 5197 labels and produce 5 - 10 sheets at a
                    time on my laser. A box of 70 sheets will produce 840
                    labels for a per label cost of $.05 each. A good source
                    for 4 x 2 7/8 address labels is The Business Book, One
                    East 8th Ave., Oshkosh, WI 54906; 800-558-0220.

          Step 6.   Stock a variety of stamps.

                    *    $.29 on 500/roll stock
                    *    $.23 on sheet stock
                    *    $ 1  on sheet stock
                         *    1 oz = .29
                              2 oz = .52 (.29 + .23)
                              3 oz = .75 (.29 + .23 + .23)
                              4 oz = .98 (.29 + .23 + .23)
                              5 oz = 1.21 ($1 + .23)
                              6 oz = 1.44 ($1 + .23 + .23)
                              7 oz = 1.67 ($1 + .23 + .23 + .23)
                              8 oz = 1.90 ($1 + $1)
                              9 oz = 2.13 ($1 + .29 + .29 + .29 + .29)
                              10 oz= 2.36 ($1 + $1 + .23 + .23)
                              11 oz= 2.59 ($1 + $1 + .23 + .23 + .23)

          Step 7.   Determine the total production and worst case shipping
          cost for your information product. Review pricing for any
          competitive products. Differentiate the benefits of your product
          from that of the competition. Can you price the product for better
          than eight times cost? If not, review ways to improve your cost
          before simply increasing your price. Make sure that your price
          matches the perceived value that you want your customers to feel
          when they read your ad copy.

          Step 8.   Determine where you are going to test market your
          product first. Some advise. It's getting harder and harder to get
          the public to respond to direct mail. This has been the trend that
          I have seen over the last five years. The cost of mailing rockets
          up while the response rate keeps going down per 1000 mailed.
          Direct mail should be used to build a client list over a long
          period of time. I recommend that you stay away from direct mail
          for the first year of your business. It's very easy to become
          discouraged when your approach fails. Let me give a few real life
          examples. 

          A few months ago I mailed a direct mail package consisting of a
          four page four color glossy brochure, a six page PC Magazine
          editor's choice reprint, and a two page sales letter to 13,465
          Local Area Network Managers. The response was less than .7
          percent. The mailing cost just under $9,000 and produced a cost
          per lead of just over $90. We had mailed the same material on
          other occasions with much better results, but what-if this was
          your first mailing?

          Recently I mailed 500 flyers promoting a new 900 service to a
          targeted group of opportunity seekers. The same list source had
          performed at an average level on a prior mailing, so I used the
          same source again. I received over 20 percent non-deliverable mail
          and absolutely "zero" responses! The mailing cost me $260 and 5
          hours of labor. What-if this was your first mailing?

          I recommend that you use classified advertising in periodicals to
          test market your product. Your ad will reach buyers much more
          effectively than by direct mail. They are looking for you, not you
          looking for them!

          If you're prospecting for leads, then use the two step marketing
          approach and request that they send for additional information.

          To pre-qualify your leads ask for $1.00 to cover postage and
          handling. This will reduce the number of leads by removing the
          tire kickers from the lead count.

          Many mail order experts suggest that asking for more than $10 in
          one step marketing will not pull orders. I have tested this theory
          several times and I feel that the new limit is somewhere between
          $15 and $25. I have offered several products where I ask for $10
          with a $5 option. I have yet to sell just the $10 report. People
          send a personal check for $15. As of this writing, I'm testing the
          $25 barrier with a cassette option.

          Here is my position. Two ads run in the same magazine. One
          promotes an opportunity, asks for $1,  uses 4 lines, and costs
          $108 per insertion. The second promotes unlimited reprint rights,
          asks for $15, uses 6 lines, and costs $180 per insertion. Test the
          interest for the product with the $1 ad. If it pulls well, run the
          one step ad. It's worth the $72 to attempt a close on first
          contact. I never run an ad for less than three insertions. If the
          ad pulls, each insertion does better than the last. Many people
          watch to see if the ad keeps running before responding.

          Step 9.   Package and ship your information the same day.
          CONCLUSION

          You have arrived at the point where it's time to start making
          money from your information business. You now know how to:

               *    replicate information,  and how replication is better
                    than re-invention;
               *    market your information products and why marketing is
                    the most important part of your information selling
                    business;
               *    sell unlimited rights and why selling unlimited rights
                    will out perform equivalent copyrighted reports;
               *    price your information product so that it matches your
                    customers perceived value;
               *    use 10 simple steps to get your business started;
               *    use 9 simple steps to write and produce your first
                    report with unlimited rights.

          This is just the beginning. There are many things that we all
          still need to learn to be successful in the information business.
          The nice thing about information is that you can make money while
          you learn.

          There are many ways to increase the profitability of your
          business.  You will start by offering your first report.  Then you
          will offer a second, perhaps, even a catalog or newsletter. After
          you gain experience you can sell other people's products (without
          rights) in a catalog that you produce in house and mail to your
          customer list.

          Finally, when your list becomes large enough, you could start a
          newsletter reporting on the topic which built the list in the
          first place.  Newsletters are very profitable.  All you need to be
          successful is your customer list and access to large amounts of
          editorial material.

          Your customer list is an ideal starting point for such a
          newsletter.  Creating reports has shown you where to find the
          sources you need for the editorial materials.

          Another profit center from your list is to rent it out.  You need
          at least 10,000 names to do this successfully.  You can start
          selling your list as a specialty list when it reaches 1,000 names.
          It will take you 2 to 4 years to acquire the larger list of names,
          but you can earn as much as $1/year/name renting your list. 
          Imagine! $10,000 or more per year for printing labels.

          When you're finished with your first product, please tell me about
          it. I'm always interested in new material. There! You have your
          first customer.... I can be reached at: Naxos Press,  Attn: Brian
          Baldie, 494 G  Loop Rd, Bow,  WA  98232; (206) 428-9876

          I congratulate you on your new journey and I look forward to
          hearing from you soon!


                                 A P P E N D I X   A

                                  RESEARCH RESOURCES


          Sources of information will vary depending on what you're writing
          about. For this reason, I suggest that you produce a standard 
          request for information letter. This appendix offers a few sources
          that will help you gather research material for your information
          products.



          ON-LINE INFORMATION DATABASES


                         ADP NETWORK SERVICES
                         AUTOMATIC DATA PROCESSING, INC
                         175 JACKSON PLAZA
                         ANN ARBOR, MI 8106
                         (800) 521-3166
                         (313) 769-6800

                         BRS/SEARCH, BRS/BRKTHRU, AND BRS/AFTER DARK
                         BRS INFORMATION TECHNOLOGIES
                         1200 ROUTE 7
                         LATHAM, NY  12110
                         (800) 227-5277
                         (518) 783-7251

                         COMPUSERVE INFORMATION SERVICE, INC
                         5000 ARLINGTON CENTRE BLVD
                         COLUMBUS, OH 43220
                         (800) 848-8990
                         (614) 457-8650

                         DATA RESOURCES
                         DATA RESOURCES, INC
                         24 HARTWELL AVE
                         LEXINGTON, MA 02173
                         (617) 863-5100

                         DIALOG, KNOWLEDGE INDEX, DIALMAIL
                         DIALOG INFORMATION SERVICES
                         3460 HILLVIEW AVE
                         PALO ALTO, CA 94304
                         (800) 334-2564
                         (415) 858-3719

                         DOW JONES NEWS RETRIEVAL SERVICE
                         BOX 300
                         PRINCETON, NJ 08540
                         (800) 522-3567
                         (609) 452-2000

          ON-LINE INFORMATION DATABASES  (continued)


                         EASYNET
                         TELEBASE SYSTEMS, INC
                         763 W. LANCASTER AVE
                         BRYN MAWR, PA 19010
                         (215) 526-2800

                         INFOSERVICE
                         I.P. SHARP ASSCOCIATES, INC
                         SUITE 1900
                         2 FIRST CANADIAN PL
                         TORANTO M5X 1E3
                         CANADA
                         (800) 387-1588
                         (416) 364-5361

                         MCI MAIL
                         1133 19TH ST NW
                         WASHINGTON, DC 20036
                         (202) 872-1600

                         NEWSNET
                         NEWSNET, INC
                         945 HAVERFORD RD
                         BRYN MAWR, PA 19010
                         (800) 345-1301
                         (215) 527-8030

                         THE SOURCE
                         SOURCE TELECOMPUTING CORP
                         1616 ANDERSON RD
                         MCLEAN, VA 22102
                         (800) 336-3330
                         (703) 821-8888

                         VUE/TEXT
                         VUE/TEXT INFORMATION SERVICES, INC
                         1211 CHESTNUT ST
                         PHILADELPHIA, PA 19107
                         (800) 258-8080
                         (215) 665-3300




          INFORMATION SOURCES  (MAGAZINES & NEWSLETTERS)


          The resources that are listed below are not common to the average
          reader, but are important to anyone in the research business.


                         AIM NETWORK
                         ASSOCIATED INFORMATION MANAGERS
                         1776 E JEFFERSON ST
                         ROCKVILLE, MD 20852
                         (301) 231-7447


                         ACCESS: MICROCOMPUTERS IN LIBRARIES
                         DAC PUBLICATIONS
                         3354 30TH ST
                         SAN DIEGO, CA 92104

                         ADVANCED TECHNOLOGY LIBRARIES
                         KNOWLEDGE INDUSTRY PUBLICATIONS, INC
                         701 WESTCHESTER AVE
                         WHITE PLAINS, NY 10604
                         (800) 248-5474
                         (914) 328-9157

                         ELECTRONIC LIBRARY, ELECTRONIC & OPTICAL REVIEW
                         LEARNED INFORMATION, INC
                         143 OLD MARLTON PIKE
                         MEDFORD, NJ 08055
                         (609) 654-6266

                         INFORMATION BROKER
                         BURWELL ENTERPRISES
                         5106 FM 1660 W
                         SUITE 349
                         HOUSTON, TX 77069
                         (713) 537-9051

                         INFORMATION TIMES
                         INFORMATION INDUSTRY ASSOCIATION
                         555 NEW JERSEY AVE NW
                         SUITE 800
                         WASHINGTON, DC 20001
                         (202) 639-8262

                         LIBRARY HI-TECH NEWS
                         PIERIAN PRESS
                         BOX 1808
                         ANN ARBOR, MI 48106
                         (313) 434-6409

                         INFORMATION ON CD-ROM

                         COMPACT DISCLOSURE
                         DISCLOSURE INFORMATION GROUP
                         5161 RIVER ROAD
                         BETHESDA, MD 20816
                         (301) 951-1300

                                 A P P E N D I X   B


                                SAMPLE CLASSIFIED ADS


          MAKE UP TO  $50,000 CREATING INFORMATION PRODUCTS PEOPLE WANT TO
          BUY -- IN YOUR FIRST YEAR... PART-TIME. $1 FOR INFORMATION

          MOONLIGHT USING YOUR PC TO CREATE INFORMATION PRODUCTS PEOPLE WANT
          TO BUY. SEND $10 FOR COMPLETE JAM-PACKED TOOLKIT (INSTRUCTIONS,
          ADS, FLYERS & UNLIMITED REPRINT RIGHTS). ADD $5 FOR INFORMATION ON
          5.25/ASCII.

          HOW TO DO "HOW-TO" (BOOKLETS AND BOOKS, THAT IS). SEND $10 FOR THE
          FACTS YOU NEED TO PRODUCE A MONEY-MAKING HOW-TO-BOOKLET OR BOOK
          THAT REALLY TELLS YOUR READERS HOW TO DO WHAT YOUR TITLE PROMISES.
          START CREATING INFORMATION PRODUCTS PEOPLE WANT TO BUY--NOW!

          HOW TO MAKE MONEY BUYING PRE-FORCLOSURE PROPERTIES BEFORE THEY HIT
          THE COURTHOUSE STEPS. SEND $10 FOR DETAILS ON HOW TO MAKE BIG
          MONEY IN PRE-FORECLOSURE PROPERTIES. NEW WORKSHOPS HAVE SPRUNG UP
          RECENTLY CHARGING AS MUCH AS $5,000 FOR A WEEKEND PROVIDING THIS
          KIND OF ADVICE. WHY PAY 5G'S WHEN YOU CAN GET THE DETAILED STEPS
          RIGHT HERE?

          NOW! YOU CAN CREATE AND SELL YOUR OWN MONEY-MAKING PROFESSIONAL
          AUDIO "HOW-TO" TAPES. YOU WILL BE ASTONISHED--WHEN YOU LEARN HOW
          TO CREATE YOUR OWN INEXPENSIVE HIGH-QUALIY MASTERS. IT'S 100 TIMES
          FASTER, 10 TIMES EASIER AND TWICE AS PROFITABLE TO WRITE A SCRIPT
          THAN A BOOK! DO YOU SOUND BAD ON TAPE? DON'T WORRY.... THERE'S A
          WAY AROUND THAT TOO! PRODUCE YOUR OWN TAPES FOR LESS THAN $1.50
          AND SELL THEM FOR $16. SEND $10 FOR ALL THE FACTS AND "HOW-TO"
          INSTRUCTIONS. ADD $16 AND RECEIVE A 30 MINUTE TAPE, AD SLICK, AND
          UNLIMITED DUPLICATION RIGHTS--THAT YOU CAN SELL!

          KEEP $16 PROFIT ON EVERY $18 ORDER! YES! IT IS NOW POSSIBLE FOR
          YOU TO START AND OPERATE YOUR OWN INFORMATION SELLING BUSINESS ON
          A SHOESTRING. CREATE AND SELL INFORMATION THAT PEOPLE WANT TO
          BUY--NOW! SEND $1 FOR INFORMATION OR SEND $10 FOR THE JAM-PACKED
          TOOLKIT.

          MAKING MONEY HAS NEVER BEEN EASIER! MAKE $16 PROFIT ON EVERY $18
          ORDER BY SELLING INFORMATION PRODUCTS THAT PEOPLE WANT TO
          BUY--NOW! SEND $1 FOR INFORMATION OR SEND $10 FOR THE JAM-PACKED
          TOOLKIT.

          HOW TO MAKE A WHOLE LOT MORE THAN $1,000,000 WRITING,
          COMMISSIONING, PUBLISHING AND SELLING "HOW-TO" INFORMATION. SEND
          $1 FOR INFORMATION.

          HOW TO PRODUCE EVERY SINGLE KIND OF MARKETING COMMUNICATION YOU'LL
          EVER NEED TO USE. GETS PEOPLE TO RESPOND IMMEDIATELY. SEND $1 FOR
          INFORMATION.

          HOW TO CREATE CLASSIFIED AND SMALL SPACE ADS THAT GET YOUR
          PROSPECTS TO RESPOND... AND WHAT TO DO WHEN THEY DO! SEND $5 FOR
          REPORT.
                    GREAT HEADLINES FROM THE PAST AND THE PRESENT 

          Change or add a few words and these winners could become your
          headlines!

                               TO BUSY EARNING A LIVING
                                  TO MAKE ANY MONEY

                                THEY SHOCKED US, THEY
                             OUTRAGED US. THEY DIDN'T DO
                          ANYTHING WRONG -- THEY JUST DID IT
                                        FIRST

                        WHAT WOULD YOU RATHER DO THIS EVENING:
                                       WATCH TV
                               OR MAKE SOME REAL MONEY?

                                  IF YOU CAN LICK A 
                                STAMP -- YOU CAN LICK
                                 YOUR WEIGHT PROBLEM!

                               67 REASONS WHY IT WOULD
                               HAVE PAID YOU TO ANSWER
                               OUR AD A FEW MONTHS AGO

                               RIGHT AND WRONG FARMING
                            METHODS -- AND LITTLE POINTERS
                           THAT WILL INCREASE YOUR PROFITS

                                 THEY LAUGHED WHEN I
                                   SAT DOWN AT THE
                                 PIANO -- BUT WHEN I
                                   STARTED TO PLAY!

                              WHAT'S YOUR BEST CHANCE TO
                              MAKE MONEY IN REAL ESTATE
                             TODAY? THE ANSWER BELOW MAY
                                    SURPRISE YOU.

                               7 WAYS LONG DISTANCE CAN
                              KEEP YOUR HEAD ABOVE WATER

                                 HOW TO PAY ZERO TAX

                              THE 5 MOST COSTLY MISTAKES
                             IN BUSINESS -- HOW MANY ARE 
                                YOU MAKING RIGHT NOW?

                              IF YOU CAN READ AND WRITE 
                              SIMPLE ENGLISH, I'LL SHOW 
                                 YOU HOW TO MAKE REAL
                                 MONEY SELLING WORDS

                                 BANKING SECRETS THAT
                              BANKS DON'T WANT PUBLISHED

                              12 SPECIAL TAX STRATEGIES
                             THAT ARE MAKING DOCTORS RICH

                                 A P P E N D I X   C


                                 SAMPLE SALES LETTERS


                            IMAGINE... YOU COULD BE MAKING
                          UP TO $50,000 CREATING INFORMATION
                             PRODUCTS PEOPLE WANT TO BUY

               Now it's easy to start your own computer based Business!


          Mr. Jack Smith
          1234 Best Street
          Any Town, NY 12345

          Dear Mr. Smith,

               Have you been searching for the right opportunity to start a
          profitable PC based business?

               Your search is over!

               But first, lets be realistic. For most of us, there is no
          "easy way" to make money unless we win the lottery.

               Despite the many claims that you will run across, it takes an
          investment of both time and money to build wealth!

               BUT THERE IS A WAY TO MAKE A SUBSTANTIAL AMOUNT OF MONEY 
                      USING YOUR PC YEAR AFTER YEAR -- IF YOU'RE 
                           WILLING TO PUT FORTH THE EFFORT!

               Information professionals like yourself, have special
          knowledge that other people are willing to pay large amounts of
          money for. 

               How much? 

               You can earn thousands of dollars a day regularly---even
          become an information millionaire.

               I write "How-To" reports of all kinds, all of which I create
          using an IBM PC, Desktop Publishing Software and a laser printer.
          I'm in the business of showing other people how to do things...
          all kinds of things --- and so can you.  

               Why will your information products sell like hotcakes?
          What-if you offered to sell unlimited rights to information people
          want and would pay to get?  Rights to information that requires
          research, lots of research, that takes time to organize, create,
          and publish. 

               People quickly understand and recognize the extra value, when
          they read  "Royalty Free", "Unrestricted Use", or "Modify For Your
          Own Use". 

               I want to let you in on a little secret. The value-added
          jumps geometrically when you offer your customer unrestricted
          information rights. 

               5 page report (no rights)                $1.00 -   $5.00
               5 page report (reprint rights only)      $5.00 -  $15.00
               5 page report (unlimited rights)        $15.00 - $150.00

               The best part is that for every $15 sale you get to keep $13.

                            DOES THIS PEAK YOUR INTEREST?  

          ASCII BRINGS CASH is a jam-packed report that will show you how
          to:

               *    create information reports even if you're not an expert
                    or a writer;

               *    use 10 simple steps to successfully start your
                    information business;

               *    use 9 simple steps to create and produce your first
                    information product;

               *    use your PC to research and create information
                    that people want to buy--NOW;

               *    be making money within weeks by regenerating the sample
                    reports, circular's and classified ads that pull
                    orders--Fast! 

               Ascii Brings Cash provides everything you need:   Marketing
          methods, report ideas, desktop publishing requirements, sources,
          production, and advertising.... all the tricks-of-the-trade for a
          quick start... not a cold start!   

               Imagine... each sample (even the kit) can be modified for
          your own unlimited use! 

               There are no restrictions! 

               All the information is supplied on ASCII formatted IBM 360k    
          5 1/4" disk. Sample circular's are 8 1/2 x 11 camera ready, just
          add your Company name and address.  

               MAKE NO MISTAKE: Your information business will not start
          automatically.  In order to get off to a fast and profitable
          start, it requires the solid "How-to" pointers that are jammed
          into Ascii Brings Cash.

                    ORDER YOUR COPY OF ASCII BRINGS CASH -- TODAY
                         AND START EARNING MONEY WITHIN WEEKS

                               JUST $19.95 PLUS $5 p&h

          Sincerely,

          Your Name
          Title,  Company

          P.S. If you order within the next 10 days you will receive FREE, a
          sample copy of "Ascii Reports", a monthly Newsletter on disk.
          Subscribers receive unlimited reprint rights. A $15 value -- FREE!
          Only if you act NOW!




                            IMAGINE... YOU COULD BE MAKING
                          UP TO $50,000 CREATING INFORMATION
                             PRODUCTS PEOPLE WANT TO BUY

               Now it's easy to start your own computer based Business!


          Mr. Jack Smith
          1234 Best Street
          Any Town, NY 12345

          Dear Mr. Smith,


               A few weeks ago you responded to the following classified ad:

               MAKE UP TO $50,000 CREATING INFORMATION PRODUCTS PEOPLE
               WANT TO BUY --- IN YOUR FIRST YEAR... PART-TIME.

               You're obviously looking for the right opportunity to start a
          good business and make big profits -- or you wouldn't have
          answered my ad, right?

               First, lets be realistic. There is no "easy way" to legally
          make money except the lottery. Despite the many claims that you
          will run across, it takes an investment of both time and money to
          build wealth!

               BUT THERE IS A WAY TO MAKE A SUBSTANTIAL AMOUNT OF MONEY
               USING YOUR PC YEAR AFTER YEAR -- IF YOU'RE WILLING TO PUT
               FORTH THE EFFORT!

               If you are honest-to-God serious about your success and want
          to start making money for yourself now, then "ASCII BRINGS CASH"
          is just for YOU. Information professionals like yourself, have
          special knowledge that other people are willing to pay large
          amounts of money for. How much? You can earn thousands of dollars
          a day regularly---even become an information millionaire.

                                  ASCII BRINGS CASH

               I write "How-To" reports of all kinds, all of which I create
          using an IBM PC, Desktop Publishing Software and a laser printer.
          I'm in the business of showing other people how to do things...
          all kinds of things --- and so can you.  Unlike other business
          opportunities that you may have investigated, your information
          products will sell like hotcakes! Why?  Simple!  Information takes
          allot of time to research, organize,  create, and publish. This
          costs money!  
               But what if you had the information people want and would pay
          to get? People will recognize the extra value you provide if they
          can incorporate your information into their work or product.
          Everyone quickly understands the key words "Royalty Free",
          "Unrestricted Use", or "Modify For Your Own Use". 

               I want to let you in on a little secret. The value-added
          jumps geometrically when you offer your customer unrestricted
          information rights. 

               5 page report (no rights)                $1.00 -   $5.00
               5 page report (reprint rights only)      $5.00 -  $15.00
               5 page report (unlimited rights)        $15.00 - $150.00

               Whereas, the average how-to book has 200 - 400 typeset pages
          and ranges from $12.95 - $39.95, takes 1 - 2 years to create,
          requires an inventory investment of $23,000 - $35,000, and book
          sales of at least 4,000 copies just to breakeven! You not only
          breakeven, but make a profit on the very first sale. In fact, you
          will average about  1,400% ( or as they say "14 times" ) profit on
          every 5 - 20 page report you create and sell!

                            DOES THIS PEAK YOUR INTEREST?  

               ASCII BRINGS CASH will provide you with the tools you need,
          even if you're not an expert or a writer, this toolkit will show
          you  how to use your PC to research and create information that
          people want to buy--NOW!  You'll learn that "Special How-To"
          reports can be produced using your PC for less than $2 and sell
          like hotcakes for $15... you keep $13!

               You'll be making money within weeks by regenerating the
          sample reports, circular's and classified ads that pull
          orders--Fast!  Each sample can be modified for your own unlimited
          use! There are no restrictions! Even the kit! Everything you need:  
          marketing methods, report ideas that will get you started--Fast,
          desktop publishing requirements, sources of supply, production,
          and advertising.... all the tricks-of-the-trade for a quick
          start... not a cold start!    

               All the information is supplied on ASCII formatted IBM 360k 5
          1/4" disk. Sample circular's are 8 1/2 x 11 camera ready, just add
          your Company name and address.  

               MAKE NO MISTAKE: Your information business will not start
          automatically. It will require the solid "How-to" information and
          pointers that are jammed into ASCII BRINGS CASH to get you off to
          a fast and profitable start.

                    ORDER YOUR COPY OF ASCII BRINGS CASH -- TODAY
                         AND START EARNING MONEY WITHIN WEEKS

                               JUST $19.95 PLUS $5 p&h

          Sincerely,

          Your Name
          Title,  Company

                                 A P P E N D I X   D


                             GENERAL RESOURCE INFORMATION




          The Self-Publishing Manual
          by Dan Poynter
          Para Publishing
          P.O. Box 4232
          Santa Barbara, CA  93101
          1-800-PARAPUB

          Self-Publishing to Tightly-Targeted Markets
          by Gordon Burgett
          Communications Unlimited
          P.O. Box 6405
          Santa Maria, CA  93456

          Writer's Utopia Formula Report
          by Jerry Buchanan
          Distributed by TOWERS Club
          P.O. Box 2038
          Vancouver, WA  98661

          How To Avoid the 22 Costly Mistakes
          (The Beginner Always Makes) In Mail Order
          by Jerry Buchanan
          Distributed by TOWERS Club
          P.O. Box 2038
          Vancouver, WA  98661

          How to Start Publishing Newsletters
          Distributed by TOWERS Club
          P.O. Box 2038
          Vancouver, WA  98661

          The Gale Encyclopedia of Associations
          Reference desk
          Your local library

          The Oxbridge Directory of Newsletters
          Reference desk
          Your local library

          TARGET MARKETING Magazine -- A Freebie for Direct Mail Marketers
          P.O. Box 12827
          Philadelphia, PA  19108

          SCORE
          Service Corp of Retired Executives
          Small Business Administration
          1129-20th St., NW
          Washington, DC  20036

          The Catalog of US Print Office
          Superintendent of Documents
          P.O. Box 37000
          Washington, DC  20013-7000

          Knowing Where To Look The Ultimate Guide To Research
          By Lois Horowity
          Reader's Digest Books
          1507 Dana Ave.,
          Cincinnati, OH  45207
          ($15.95 + 2.50 S&H)

          "The Desktop Publisher's Legal Handbook"
          A comprehensive Guide To Computer Publishing Law
          Nova Publishing Co.
          1103 West College St.,
          Carbondale, IL  62901
          $19.95 ppd.

          Tested Advertising Methods
          by John Caples
          Prentice Hall
          Englewood Cliffs, NJ
          ISBN 0-13-906891-0

          The Greatst Direct Mail Sales Letters of All Time
          Dartnell, Chicago
          Richard S. Hodgson

          Create The Perfect Sales Piece
          by Robert W. Bly
          John Wiley & Sons
          605 Third Ave.
          New York, NY  10158
          ISBN 0 471-82525-5

          Finding Facts Fast
          by Alden Todd
          "72" Wm. Morrow & Co.
          105 Madison Ave.
          New York, NY  10016

          Publishing Agreements
          A Book of Precedents
          Edited by Charles Clark
          New Amsterdam Books
          171 Madison Avenue
          New York, NY  10016

          Do-It-Yourself Marketing Research
          by George Breen and A.B. Blankenship
          Mc Graw-Hill
          1221 Avenue of the Americas
          New York, NY  10020
          ISBN 0-07-007446-1

          Publicity for Books and Authors
          by Peggy Glenn
          Aames-Allen Publishing Co.
          1106 Main Street
          Huntington Beach, CA  92648-2719
          (714) 536-4926

          Building A Mail Order Business:  A Complete Manual for Success
          by William A. Cohen
          John Wiley & Sons
          605 Third Ave.
          New York, NY  10158
          ISBN 0-471-81062

          How To Choose a Winning Title:
          A Guide for Writers, Editors, & Publishers
          By Nat G. Bodian
          ORYX Press
          2214 North Central
          Phoenix, AZ  85004
          ISBN 0-89774-540-X

          Money-Making Moonlight Marketing --Free Lit--
          Naxos Press
          494 G Loop Rd
          Bow, WA 98232
          (206) 428-9876