8/9/2019 Us Dsn Nov06

1/4

Volume 2, Issue 11 November 2006 Serving the Direct Selling and Network Marketing Executive

2006 Direct Selling News. All Rights Reserved. Material may not be reproduced in whole or in part in any form without written permission.

Out of disease and early death grew the dream for direct sellerUSANA. The Utah company develops, manufactures andsells a range of nutritional and personal-care products intendedto optimize health. USANA has been so successful in its missionthat in 2005Business Week placed it third in its list of HotGrowth Companies, andForbes ranked it fifth among Best SmallCompanies. Its financial success shows that the company lives up toits sloganAdvancing Health, Redefining Freedomfor its 145,000distributors and to customers in 12 countries who buy its products.

Founder and Chairman Dr. Myron Wentz saw his father die of heart disease and his mother fight cancer. Degenerative diseasewas a frequent and unwelcome visitor throughout his extended

family. The young Wentz responded by committing himself tolife-giving work. After pursuing advanced health-sciences degreesand achieving success as a researcher, he took the step that wouldhelp advance health worldwide. He founded USANA, a companywhose very name means true health.

Its nutritional and personal-care products are sold directly to some76,000 preferred customers and through the direct sellers it callsassociates. An international company, USANA has direct sellers inthe United States, Canada, Australia, New Zealand, Hong Kong, Japan, Taiwan, South Korea, Singapore, Mexico and the UnitedKingdom. In October USANA announced it has received its businesslicense in Malaysia, one of the worlds top 15 direct selling markets. Itwill begin operations there in the first quarter of 2007.

In a world of pharmaceutical and surgical responses to cancer, hearproblems and other degenerative diseases, Dr. Wentz chose nutrition ahis weapon. I became convinced that the single most effective thing could do to prevent and even reverse degenerative disease was to givbodies proper nutrition to resolve the essential nutrient deficiencies oour modern diet and counteract the free-radical damage from our toxenvironment that is overwhelming our antioxidant defense systems, says.

From its inception, USANA was different from most nutritional-supplement companies. One of the key differentiating characteristicis that USANA is a company founded and based on science, saysKevin Guest, the companys Executive Vice President of Marketing.

Cellular nutrition is the key. If we have healthy cells, well be healthThat principle resonates with our associates as they share the USANmessage with others. From a scientific perspective, Dr. Wentz, ourPh.D.s, scientists, in-house labs, testing, new developments andinnovative productsall are very attractive.

Do It RightUSANA emphasizes the importance of providing the right ingredi

in its supplementsin the correct amounts, in the right balance and ithe correct formsfor all age groups. What you see in the supermaris shelves and shelves of vitamins and supplements, Guest says. Socompanies offer a wide variety of products. But USANA offers acomplete and balanced approach to nutrition, not a shopping cart. Ou

USANA: Prescription forPhysical and Fiscal Health

by Barbara Seale

USANA nutritional pro

8/9/2019 Us Dsn Nov06

2/4

Volume 2, Issue 11 November 2006 Serving the Direct Selling and Network Marketing Executive

group of scientists and nutritionists has put together a system of nutrition that takes the guesswork out of it. We even have a potency

guarantee. As people take our flagship product, Essentials, they getthe essential nutrients that the cells of the body need to be healthy astrong. They get a wide variety of vitamins, minerals and antioxidathat promote proper cellular health.

Dr. Wentz began USANA in 1992, and the Essentialsproducts line was the first the company developed. It hasbeen joined by USANA Optimizers and Macro-OptimizerOptimizers are an extensive selection of state-of-the-art nutritional products that enable customers to tailortheir nutritional program to meet their individual needsbased on their age, sex, lifestyle and other considerations.Some products in the Optimizers product line supportcardiovascular health. Others support skeletal/structuralhealth, digestive health, and more. Optimizers include thecompanys Active Calc ium products, which contributeto strong bones, as well as Ginkgo-PS for brain function.Macro-Optimizers are nutritional foods that include mealreplacements, snack bars, energy drinks and other productThe companys newest product is TenX Antioxidant Blasa fruit bar containing apples, blueberries, strawberries,raspberries and other USANA-unique ingredients. USANAclaims that, ounce-per-ounce, TenX provides 10 times theantioxidant power of even the best juice products on themarket and the equivalent of two servings of fruit.

Its line of patent-pending, personal-care products, which the

company calls Sens, accounts for about 13 percent of USANAs saThe line includes preservative-free products ranging from skin cleaand toners to a rice-bran polisher and hand-and-cuticle cream. Wefound that there werent many preservative-free products in the marGuest says. The skin is the largest organ of the body. The Sens linworks on cellular nutrition and health from the outside in. Healthy sis important to the overall health of the body.

Uncompromising StandardsThroughout its international operations, USANA is committed to

high standards for all its products. The formulas of USANAs 50-plproducts are as close as possible to the original U.S. formulations, nmatter where theyre sold. And the company will only sell efficacio

products, regardless of a countrys standards. It delayed entry intoTaiwan for several years because that countrys regulations only allo60 mg. per day of vitamin C in supplements. USANA entered theTaiwan market only after these restrictions were changed. WhileUSANA will modify product taste, pill sizes and some formulas, thwont change a product to the point of undermining the companyshealth focus.

The integrity of the company and its products must be in place,Guest says. We dont want to enter a market and just sell sand, evthough we could make money doing that. We want to deliver thehigh-quality nutritional products that our customers have always beaccustomed to receiving through USANA. Our tagline is NutritionYou Can Trust. That trust is one of the most valuable assets we own

From Death emergeD a LiFe Force

The USANA dream started with the death of Foundernd Chairman Dr. Myron Wentzs father. When Dr. Wentz

was 17, his dad died from a heart attack at the too-youngge of 57. My fathers death was one of the most trau-

matic events in my life, he says. I think that put a markn methat I was denied a father at a young age.

Mr. Wentz was revered in his rural hometown of Napoleon,N.D. It seemed that everybody in that area had been theecipient of my fathers help or generosity, or they simply hadgreat deal of admiration and respect for him, Dr. Wentz says.I think that made it even harder to lose him at such a young

ge. But as far back as I can remember he suffered from heartdisease, having to go to hospitals and long-term care facilities.

Dr. Wentz also saw other family members fight degenera-ive disease, including his mother, who fought and survivedreast cancer in her 60s. Cancer and heart disease alsolaimed aunts and uncles on both sides of his family.

He decided to fight. Not just for himself and his family,ut for millions. Dr. Wentz educated himself, working his

way through college and earning degrees in biology/pre-med, microbiology and, finally, a doctorate in microbiologyrom the University of Utah in Salt Lake Citya school hehose because it boasted one of the strongest immunology

departments in the country. Rather than going the routef medical school and being a front-office practitioner, I

wanted to create scientific solutions, Dr. Wentz says, torovide the tools for medicine, rather than just use them.

Armed with academic credentials and appropriate experience,Dr. Wentz started a one-man business, Gull Laboratories. Inust two and a half years he developed several FDA-approvedmedical diagnostic tests for viral diseases that doctors andhospitals around the world now use. But Dr. Wentz wantedmore. He wanted to prevent disease through nutrition. I knewmy knowledge and expertise in growing human cells coulde used to design an advanced nutritional system that could

help improve peoples health and quality of life, he says.

Out of that desire grew USANA. Since 1992, it hasreated breakthrough approaches to nutritional well-ness using the same level of scientific expertise, technicalrilliance and dedication that Dr. Wentz employed inioneering viral diagnostics. Dr. Wentzs accomplish-

ments have been driven by his urgent sense of mission.

I have always felt that time is too short for methat life isoo short for what I feel I need to get done, he says. I wasoo late to help my father. I was too late to help my mother.But I think I am making contributions that are now allowingeople to live the way they were intended to live: in health. Ihink I am helping people live their lives to the fullest withouthaving them cut short by premature death or illness.

8/9/2019 Us Dsn Nov06

3/4

Volume 2, Issue 11 November 2006 Serving the Direct Selling and Network Marketing Executive

2006 Direct Selling News. All Rights Reserved. Material may not be reproduced in whole or in part in any form without written permission.

We have to live up to that trust with our associates and customers aroundthe world.

USANA follows pharmaceutical good manufacturing practices(GMPs) as the basis for its quality-assurance program. PharmaceuticalGMPs are federally mandated guidelines designed to ensure the qualityof pharmaceutical products. Though nutritional companies in theUnited States are only required to follow the less-stringent GMPs forfood products, USANA uses the stricter pharmaceutical guidelines togovern its manufacturing operations. This comprehensive approach toproduction guarantees that nutritionalformulas are complete, balanced, effective,safe and convenient to use.

Delivering HealthFor Dr. Wentzs vision of improving

world health to reach fruition, he had to domore than develop great products throughworld-class manufacturing processes.He needed a way to put the products inas many hands as possible. He realizedthat the usual retail distribution methodswouldnt accomplish his goal.

Before my product would ever make itinto the home of consumers, it would haveto be sold to a national distributor whowould mark up the product and pass italong to a regional distributor, who would

again mark it up and sell it to a retailer oranother distributor, who would mark it upyet again to be finally sold to the consumer,Dr. Wentz says.

Retailers wanted a cheap product, andmost didnt care what compromises were required to meet their pricepoint. But Dr. Wentz cared. I am a scientist, not a marketer, he says. Ihad no interest in making supplements like those currently available. Icommitted to myself, at that point, that I would never sacrifice the qualityof the products for profits. If I couldnt produce what science determinedto be the most beneficial to the body, I would take the money I earnedin my previous business dealings, and devote my time and attention tosomething else.

When Dr. Wentz was introduced to network marketing, he saw itwould be the most effective way to get his products to consumers. Ihave no question that I made the right decision by launching USANAthe way we did, he says. Not only has it delivered true health toconsumers, but it has also delivered true wealth to our associates.Through no other avenue of marketing could I have achieved the kindof organization we have today in the USANA family.

Fighting Childhood MalnutritionFor Dr. Wentzs vision of improving world health to actually come

true, he knew he needed to provide his products to those who couldntafford them. To do that, USANA partnered with Childrens HungerFund. CHF is a nonprofit organization that Forbes.com listed as the

only U.S. charity to hold a 100 percent rating in all three of its ratingcategoriesCharitable Commitment, Fund Raising Efficiency and

Donor Dependency. Because CHF shares its mission of reinforcing thimportance of good nutrition from an early age, USANA makes everyeffort to support the organization through charitable giving and produdonations. More than 99 percent of all CHF revenue goes to programserving children in need.

The malnutrition of children is an urgent issue, Guest says. USAhas an outstanding childrens vitamin called Usanimals that could hel

meet those needs. We offer our associates theopportunity to donate either products or cash, andwe encourage them to automatically donate montWere currently in Africa, Romania, Ukraine, ElSalvador and Mexico, where malnutrition is soprevalent. Weve been able to get Usanimals tothousands of children and help get them back onthe path to proper nutrition. USANA nutritionalsupplements help balance local diets among thoseserved by CHF.

USANA also incorporates fund raising into itsauto ship ordering system. Customers are invitedto add $10 to their auto ship order to help supplybasic nutrition for an entire family suffering frommalnourishment and hunger. Getting more andmore of those $10 donations from people everymonth creates an ongoing source of income forChildrens Hunger Fund, rather than with a

fund-raiser, where you might raise a few hundredthousand dollars, but its a one-time deal, saysUSANA President Dave Wentz. We get peopleon auto ship who donate every four weekspayi$10 every four weeks for a childand that create

a stronger, more reliable cash flow that allows the Fund to be moreeffective. To date, USANA and their associates have donated morethan $3 million to CHF. Thats proof how $10 a month can make adifference, adds Wentz.

In addition, Dr. Wentz has supplied the funding for medical centersin Cambodia and Uganda. The Wentz Medical Centre and Laboratoryopened June 2005 in Ggaba, Uganda, and serves children and familieGgaba and the surrounding areas. The team at the Medical Centre has

had an impressive start, providing more than 2,500 doctor visits to 1,people in the community in its first six months.In Cambodia, CHF has identified a network of orphan homes a

community centers dedicated to providing health and nutrition tochildren in their areas. USANA provides nutritional supplements help balance local diets, and Dr. Wentz recently funded the buildinof a medical center in Cambodia to serve the children within thisgrowing network.

Our relationship with USANA has enabled us to provideseveral thousand children with daily nutritional supplementssays a statement on CHFs Web site. Many of these childrenhave endured health issues due to malnutrition and otherailments. We have experienced incredible health improveme

Dave Wentz, USANA President, and Dr. Myron Wentz, USANA Founder and Chairman

8/9/2019 Us Dsn Nov06

4/4