HistoryIn February 1980, Mark Hughes began selling the original Herbalife weight loss product from the trunk of his car. Hughes often stated that the genesis of his product and program stemmed from the weight loss concerns of his mother, whose death he attributed to an eating disorder and an unhealthy approach to weight loss. Adopting the multi-level marketing system for distribution and growth, the company attracted thousands of distributors who sold its products door-to-door or through word-of-mouth, shunning commercial distribution in retail stores.
The company\'s slogan, "Lose Weight Now, Ask Me How", became a marketing theme for distributors, featuring heavily on badges, flyers and posters. Early methods to recruit distributors included seminars, which would feature distributors giving health and weight loss testimonials on the Herbalife products and a keynote address by Hughes. By 1982 Herbalife had reached USD 2 million in sales and had expanded into Canada.
In 1985, the California Attorney General sued the company for making inflated claims about the efficacy of its products. The company settled the suit for USD 850,000 without admitting wrongdoing.[6] In 1986 Herbalife became a publicly traded company on the NASDAQ, and in 1996 Herbalife reached USD 1 billion in annual sales.
Mark Hughes died at age 44.[7] The Los Angeles County Coroner autopsy results ruled that the entrepreneur had died of an accidental overdose. The company continued to grow after his death and in 2002 was acquired by Whitney and Co LLC and Golden Gate Capital for USD 685 million, who took the company private again.[8]
In April 2003, Michael O. Johnson joined Herbalife as CEO following a 17-year career with The Walt Disney Company, most recently as president of Walt Disney International.[6] On 16 December 2004, the company had an initial public offering on the NYSE of 14,500,000 common shares at $14/share. 2004 net sales were reported as USD 1.3 billion. In April 2005, the company celebrated its 25th anniversary with a four-day event attended by 35,000 Herbalife Independent Distributors from around the world. In August 2005, Dr. Steve Henig joined the company as Chief Scientific Officer, responsible for product research and development. In 2008, President and COO Greg Probert resigned after it was reported that he had not completed the degree requirements for the MBA he claimed on his resume.[9]
4. Herbalife Today
• In business for 29+
years
• 40+ million clients
• 70+ countries
• Billions in annual
sales
• Industry leader in a
growth industry
4
5. Advisors
• Today, Herbalife has a great team of
advisors, including:
• Dr. David Heber Director of U.C.L.A.
Center for Human Nutrition,
Chairman of the Herbalife Scientific &
Medical Advisory Boards
• Dr. Louis Ignarro, Nobel Prize winner
in Medicine for his Nitric Oxide
research, developer of Niteworks
5
6. Medical Advisory
• Dr. Luigi Gratton
Vice President,
Medical Affairs and Education,
Board Certified in Family Medicine
6
7. Michael O. Johnson
• Michael O. Johnson
Chief Executive Officer
Herbalife International
• Former President of
Walt Disney International
• Accomplished tri-athlete
7
9. Cellular Nutrition and the
Power of Protein
• Combining Cellular Nutrition and the Power of Protein
makes ShapeWorks™ unique.
• Cellular Nutrition helps ensure the nutrients your body
needs daily are absorbed and delivered throughout your
body at the cellular level.
• The Power of Protein means, your customers can
manage their weight by:
1. Controlling their hunger
2. Maintaining their lean body mass
9
18. Morning & Afternoon Goals
Morning
•Learn about Reference Points
•Learn about Products
•Package Your Story
Afternoon
•Effective Retailing
•Follow Up and
Customer Service
•Recruiting
•The Marketing Plan
•Your Next Steps
18
20. Reference Points
Reference Points are used
to answer these questions:
•Are the products safe?
•Who can use the
products?
•How to use the
products?
20
21. Questions and Objections
• 90% Opinion
• 10% Facts
• How to respond:
“I don’t know about that.
All I know is
____________”
21
22. Facts
•Your Story
•Other People’s Stories
•The Herbalife Story
•29+ years in business, here to
stay
•40 million people have
successfully used
the products
•In 70+ countries and expanding
•Billions in sales
•Positioned for rapid growth
22
23. General Laws About Food
The laws that govern food are:
•Mega-dosing – We are
prohibited from putting too
much of any one ingredient
in a product.
•Labeling laws – The label
must indicate any
conditions that may prevent
a person from using this
product.
23
24. What the Body Needs
The body’s daily needs
according to the American
Medical Association are:
• Protein • Minerals
• Carbohydrates • Fats and Oils
• Vitamins • Herbs
24
25. We Don’t Eat Well
• 70% of all deaths are
from:
Heart Disease
Cancer
Stroke
• 50% of these deaths are
diet related.
25
26. DoctorsSay
• 70% of all doctor visits are
from patients with diet-related
conditions.
• The #1 complaint is fatigue.
26
27. To Lose Weight:
Follow a 3-2-1 daily plan
• 3 times a day, take your
supplements.
• 2 shakes – personalized.
• 1 colorful meal.
*Add protein snacks as needed.
27
28. To Maintain Weight:
Follow a 3-1-2 daily plan
• 3 times a day, take your
supplements.
• 1 shake – personalized.
• 2 colorful meals.
*Add protein snacks as needed.
28
29. To Gain Weight:
Follow the 3 Times a Day Plan
• 3 times a day, take your
supplements.
• 3 shakes – personalized.
• 3 colorful meals.
*Eat before drinking your shake so that
you don’t fill up too fast.
29
30. The American Diet
American Diet Herbalife
High Sugar Low
High Fat Low
High Salt Low
High Calories Low
Low Protein High
Low Fiber High
30
31. Obesity
•65% of the population is overweight.
•15% of children between the ages of 6 and 19
are overweight.
31
36. CELLULAR NUTRITION
It’s as easy as 1-2-3
•Formula 1 Nutritional Shake
Mix
•Formula 2 Multi-vitamin
•Cell Activator
36
37. CELLULAR NUTRITION
The Foundation of Wellness
• Herbalife’s Cellular Nutrition provides the elements every body
needs daily to maintain good health. *
• Herbalife’s products are scientifically formulated to target cells in
specific tissues, organs and/or body systems such as the heart,
liver, eyes, skin and brain. *
• Complete nutrition helps to protect cells against the harmful
effects of stress, pollution and toxins to reduce the risk of disease.
• Vitamin supplements have been shown to improve immune
function, and studies suggest that generous intake of vitamins &
minerals may reduce the risk of heart disease, cancer and
osteoporosis. *
* These statements have not been evaluated by the FDA. This product is not intended to diagnose, treat, cure or prevent any disease.
37
45. WEIGHT MANAGEMENT
Personalized
PROTEIN PLUS
These kits add the following
products to QuickStart,
Advanced, and Ultimate:
• Formula 3 Personalized
Protein Powder
• 750g Formula 1 replaces
550g canister
45
46. WEIGHT MANAGEMENT
Personalized
PROTEIN SNACKS
• NEW Protein Bars Deluxe
• Protein Drink Mix (formerly
HPLC Shake Mix)
• Beverage Mix packets
• Soup Mix
• Protein Bars
• Roasted Soy Nuts with
Cardia® Salt
46
48. TO LOSE WEIGHT
It’s as easy as 1-2-3
Follow a 3-2-1 daily plan
• 3 times a day, take your supplements.
• 2 times a day, drink a personalized shake.
• 1 time per day, eat a colorful meal.
* Add protein snacks as needed.
48
49. TO MAINTAIN WEIGHT
It’s as easy as 1-2-3
Follow a 3-1-2 daily plan
• 3 times a day, take your supplements.
• 1 time per day, drink a personalized shake.
• 2 times a day, eat a colorful meal.
* Add protein snacks as needed.
49
50. TO GAIN WEIGHT
It’s as easy as 1-2-3
Follow the 3 Times Daily plan
• 3 times a day, take your supplements.
• 3 times a day, drink a personalized shake.
• 3 times a day, eat a colorful meal.
* Add protein snacks as needed.
50
82. Retailing Strategies
•Expanding your Circle of
Influence
•Button Response
•Presentations
(ex. house parties)
•Surveys
•Advertisements
(ex. flyers, etc.)
•Samples
82
83. Use
•Use the products
•The best advertisement for
Herbalife is your passion for
the products and the
success you have achieved.
83
84. Wear
•Continue your Circle of
Influence list.
•Wear your button.
•Use surveys.
•Advertise.
•Keep and provide
samples for potential
customers.
•Use sales tools.
84
85. Talk
•Button response.
•Make presentations.
•Hold house parties.
•Know your stories and
facts and be ready to
discuss them.
85
86. Button Response
•Are you serious about your goal?
•How much weight do you want
to lose?
•What did you try before?
•Why didn’t that work for you?
•When would you like to get started
losing that weight?
86
87. Don’t Sell. Share.
The most important
retailing tool is your own
passion for the products
and the opportunities.
87
88. Follow Up & Customer Care
•Be consistent about staying in contact
with all your current and potential
customers.
•Ask for referrals.
•Remember that every customer is a
potential Distributor.
Pennies in the sale, a fortune in the
follow-up!
88
89. The Value of a Customer
“One well-taken-care-of customer could
be more valuable than $10,000 worth of
advertising.”
–Jim Rohn
89
91. Things That Keep a Customer
Happy
•Accurate information that
is up-to-date
•Value for the money
•Products that give results
•Being remembered
•Products on hand
•A friendly, can-do attitude
91
92. The Price of Health
ShapeWorks™
Big Mac Meal Nutritional Shake Mix
(Big Mac, Reg Fries, (ShapeWorks™ Shake Mix, 8oz Skim
Reg Coke) Milk, 2oz Strawberries)
$3.99 $1.70
Calories 1,260 Calories 180
Calories from fat 500 Calories from fat 10
92
93. Customer Contact Days
1 to 3
•Call your customers and ask:
How is your energy level?
How is your appetite?
How are you making your shakes?
93
94. Customer Contact Days
7 to 14
•Call your customers and ask:
How is your energy level?
How is your appetite?
Have you weighed or measured
yourself?
Has anyone noticed how good you
are looking?
94
95. Customer Contact Day 25
•Call your customers and ask:
Have you weighed and measured yourself
recently?
Would you like to get an additional shake
flavor for
next month?
Are there any additional products you need?
Has anybody noticed that your looks have
improved?
Would you like to reorder for next month?
95
98. Creating Opportunities
•Wear your Button • Provide Samples
• Advertise • Make Presentations
(ex. Flyers, etc.)
• Wellness Evaluations • Use DVDs
• Share HBN • Hold House Parties
98
99. Button Response
• Are you serious? (About making extra
money)
• How much money would you like to
make?
• What have you tried in the past?
• Why did that not work for you?
• If I can show you a simple way to earn
______________ without interfering
with what you’re doing, would you be
interested in taking
a look?
99
100. Support Your Downline
Once you have a team,
supporting that team is
crucial. If your downline
Distributors are happy and
productive, everyone
benefits.
100
102. Ways to Find Support
• Refer to your Product Catalog
or the Product Hotline for product
information.
• Inner Nutrition: 801-526-8461
• Outer Nutrition: 801-526-8467
• Refer to your Career Manual or
your Product Catalog to find
information about the Marketing
Plan.
• Call your sponsor or your upline
TAB team member with any
questions you may have.
102
103. Ways to Give Support
• Participate in 3-way
conference calls to model
and support retailing
strategies.
• Participate in house or
shake parties to
demonstrate techniques
and ensure success.
• Call your Sponsor or Tab
Team member with any
questions you may have.
103
104. Ways to Support Your Downline
Distributors
• Patiently answer questions.
• Be available to clearly explain the
Marketing Plan.
• Participate in 3-way conference
calls to model and support
retailing strategies.
• Serve as a support always, but
especially when your downline
is new.
104
110. Fully Qualified Supervisors
Eligible to receive:
•50% retail profit
•Up to 25% wholesale profit
•Monthly bonuses
Attend special workshops and
trainings
110
111. Qualify for Supervisor
•Retail your way there.
•Recruit your way there.
•Purchase inventory to have on hand.
•Combination of above.
111
112. World Team
•10,000 Volume Points at 50% in
one month.
•2,500 Volume Points at 50% in
four consecutive months.
•500 Royalty Override Points in one
month.
112
113. Earn Royalties
50%
First Level
5% Supervisor
Success Builder
1,000 VP order 42%
5% Second Level
Supervisor
Third Level
5% Supervisor
25%
113
120. Make a Plan
Your 90 Day Plan is
simply one day
repeated 90 times.
120
121. Work Your Plan
• Commit to and make daily
calls.
• Have three retailing
and recruiting methods.
• Follow up with your
existing customers.
• Don’t give up.
Persistence pays!
121
122. Teach to Teach
• First step: Teach others what you’ve
learned.
122
123. Teach to Teach
• First step: Teach others what you’ve
learned.
• Second step: Teach others to teach
others what you’ve learned.
123
124. Quick Start Set Up
• Make people feel welcome.
• Provide Herbal Concentrate.
• Play the Herbalife DVD or video.
124
125. Quick Start Topics
• Herbalife History
• Stories (Product & Income)
• Reference Points
• Button Response
• Basic Programs and Products
• Marketing Plan
• Next Steps
125