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USANA Reports Record First-Quarter Net Sales

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USANA Health Sciences Inc., a Salt Lake City, Utah-based health and wellness brand, has reported financial results for its fiscal first quarter ended March 31, 2018. Net sales were $292.0 million compared with $255.3 million in the prior-year period, or a 14.4 percent increase year-over-year.

Favorable currency exchange rates positively impacted net sales by $16.4 million for the quarter. Targeted product promotions offered by the company during the quarter contributed approximately $11 million to net sales, and the company’s launch of its new skincare line, Celavive contributed approximately $9 million in incremental sales for the quarter.

“We are off to a solid start to the year as we continue to see strong momentum in most of our regions around the world,” said CEO Kevin Guest. “The highlight of the quarter was our successful launch of the Celavive skincare line. We launched Celavive in every market except China, where we anticipate launching in the fourth quarter. The initial results from this launch show strong customer demand for this product line around the world. We also offered a targeted product promotion in China that benefited sales for the quarter.”

Net sales in the Asia Pacific region increased by 19.0 percent to $232.1 million for the first quarter of 2018. Within Asia Pacific, net sales:

  • Increased 19.8% in Greater China;
  • Increased 39.6% in North Asia; and
  • Increased 11.6% in the Southeast Asia Pacific region.

Sales growth in Greater China was primarily driven by a 4.9 percent increase in active Customers in Mainland China, while sales growth in North Asia resulted from 17.9 percent active customer growth in South Korea. Sales growth in Southeast Asia Pacific was driven by 27.3 percent active customer growth in Malaysia and 18.2 percent active customer growth in Singapore. The total number of active customers in the Asia Pacific region increased by 5.7 percent year-over-year.

Net sales in the Americas and Europe region for the first quarter of 2018 decreased by 0.6 percent to $59.9 million, and active customers in this region declined 8.6 percent.

“Each of our Asia Pacific regions reported double-digit sales growth in the first quarter,” continued Guest. “We’re pleased not only with our continued growth in China, but also with the double-digit sales growth we reported in several other markets, including South Korea, Malaysia, Australia and Singapore. In the Americas and Europe region, net sales decreased on a year-over basis, but increased sequentially.

“Active customer growth continues to be a challenge for us in this region and a major focus of our team. Several of our 2018 growth strategies are intended to help generate customer growth in this region, including the opening of four new European markets in mid-June. Although we are forecasting sales to be relatively modest in these markets initially, we believe that the excitement of entering these new markets will help generate momentum within the overall region and, most importantly, we’re pleased to be able to offer USANA products to more families across the globe.”

To read the full USANA first quarter report, click here.

Saladmaster Appoints Veteran Executive to Oversee Global Operations

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Fort Worth, Texas-based Saladmaster, a subsidiary of Regal Ware, has appointed Ayo Olaseinde as president, effective May 1, 2018. Olaseinde will be responsible for the global sales and operations of Saladmaster, which now extends to more than 40 countries.  He will report directly to Ryan Reigle, group vice president of direct sales.

Ayo Olaseinde

Olaseinde has more than 35 years of direct selling experience and has spent the past 14 years with Saladmaster. He has served as president of Saladmaster UK, Ltd. since 2016, in addition to overseeing the European, Middle Eastern and Africa (EMEA) markets. Under his leadership, the EMEA division has been one of Saladmaster’s fastest-growing divisions over the past 10 years. He has expanded the brand through distribution and development of Independent Authorized Dealerships, by helping people take advantage of the Saladmaster opportunity.

Olaseinde’s leadership has also led to Saladmaster UK, Ltd. being recognized multiple times by the Direct Selling Association UK as one of the top direct selling organizations in the country. It was awarded the Excellence Award in 2014 and was a finalist for the Company with Heart Award in 2016. Olaseinde also was personally awarded the prestigious Leadership Award in 2015.

Ryan Reigle

He has served on Saladmaster’s senior leadership team for the past four years and has the reputation of being a trusted leader. His wealth of knowledge in the business, along with his experience in various global markets, will be an asset that will continue to build upon Saladmaster’s more than 20 percent growth.

Concurrent to Olaseinde’s appointment, Ryan C. Reigle, president of Saladmaster, will transition to group vice president of direct sales, which includes the Saladmaster and Kitchen Fair brands. He also will be joining Regal Ware’s Board of Directors. Reigle will remain at the Fort Worth headquarters, and Olaseinde will office in Stafford, England, UK.

LifeVantage Opens Customer Program in 7 Countries

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LifeVantage has launched its Global Customer Program, which will provide distributors with the opportunity to sell the Sandy, Utah-based company’s products to customers in seven new markets.

Customers in five European countries—Austria, Belgium, France, Ireland and Italy—as well as the Dominican Republic and New Zealand are now able to purchase LifeVantage products through the company’s field distributorship on a “not-for-resale” basis.

It’s all part of a new initiative that will allow LifeVantage to build a stronger global customer base and expand strategically.

“Expanding our global footprint is one of the company’s highest priorities,” said LifeVantage CEO Darren Jensen. “But we need to do it in a clear and calculated way. This program will allow us to do that and better assess our longer-term investment strategy as it relates to the globalization of LifeVantage.”

“We’re really excited about the potential of this new program,” said LifeVantage Chief Sales Officer Justin Rose. “Being able to leverage our existing global footprint and our distributors’ networks in neighboring markets were two major considerations for us in establishing this program. Our plan is that these markets are just phase one and that we will be able to add other markets to the program as we go.”

The Global Customer Program is a customer-based program only. Based on the success of a given market, LifeVantage will be able to assess if a full market launch is in order. In the meantime, LifeVantage anticipates opening other Global Customer Program markets as circumstances dictate.

Avon Appoints Lori Bush to Board of Managers

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New York City-based New Avon has appointed Lori Bush to the company’s Board of Managers, effective immediately.

Bush is experienced in both the worlds of direct selling and consumer beauty products. From October 2007 through January 2016, she served as president and CEO of Rodan + Fields. During her tenure, the company re-launched under a social commerce model that grew to become a billion-dollar business and one of the largest skincare brands in the U.S.

Prior to Rodan + Fields, she served as president of Nu Skin, the global personal care division of Nu Skin Enterprises and held the positions of worldwide executive director of skin care ventures at Johnson & Johnson and vice president of professional marketing for Neutrogena. She currently serves on the boards of Ruby Ribbon, Viveve, Leo Holdings and Topic Pharmaceuticals Inc.

“Lori is one of the pre-eminent experts in the direct selling industry, and we are excited to welcome her to our board,” said Scott White, CEO and member of the board of New Avon LLC. “As we work to become the No. 1 social selling company in North America, Lori will be a great advocate for our efforts to build the Avon Representative experience of the future through digital advancements and the delivery of an innovative product portfolio.”

“We are thrilled to have Lori on the board of New Avon,” said Jack Stahl, chairman of the board of New Avon LLC.  “Lori brings a wealth of knowledge on how to run a successful direct selling business, as well as deep experience in the beauty and wellness space. Her forward-leaning point of view will be a great asset to our board as we continue to build and grow the Avon business in North America.”

Since her retirement from Rodan + Fields in 2016, Bush has continued her commitment to helping people live better, longer by speaking at direct selling and academic events and writing a number of papers dealing with health, beauty and women’s leadership. She co-authored the bestselling beauty and wellness book, Write Your Skin a Prescription for Change.

“I am very excited to join the board of New Avon and have long respected the company for pioneering the direct selling industry,” said Bush. “It is an incredible honor to work with the board and executive team to restore Avon to its iconic position and reach more women with the life-changing opportunity that Avon provides.”

Bush’s fellow members of the New Avon Board of Managers include Jack Stahl, chairman of the board, New Avon LLC; Chan W. Galbato, CEO, Cerberus Operations and Advisory Company, LLC; Ethan Klemperer, president, Cerberus Operations and Advisory Company, LLC; Susan Kropf, former president and chief operating officer, Avon Products Inc.; Michael Sanford, managing director and co-head of North American Private Equity, Cerberus Capital Management, L.P.; and Scott White, CEO, New Avon LLC.

Young Living Promotes Lori Burgher to Regional President of North America

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Young Living Essential Oils has promoted Lori Burgher to regional president of North America following a strong footprint in Canada.

Burgher has played a critical role in helping the Lehi, Utah-based essential oils company enhance the member experience in Canada with new sales tools and innovative ways to resolve pain points quickly, which resulted in a 55 percent increase in sales.

“Lori is an entrepreneur at heart,” said Jared Turner, Young Living president and chief operating officer. “Her passion to lead and mentor leaders in our membership to build meaningful relationships with their customers has contributed to explosive growth in Canada last year. She has a unique ability to approach marketing and problem solving with creative gusto, and I have no doubt that she will continue to help Young Living meet its business initiatives and continue to grow in North America.”

Before being named general manager of Canada, Burgher joined Young Living in 2016 as director of marketing and communications, where she substantially increased sales, social engagement and brand recognition across the Canadian marketplace. With more than 23 years of sales and marketing expertise, Burgher previously held several positions with Travel Alberta and creative agencies that supported SunRype and Honda Motor Company.

Mannatech Aiding Malnourished Children in South Africa with 271,000 Meals

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Mannatech, Inc., the Coppell, Texas-based global health and wellness company, will be preparing more than 250,000 meals for children in South Africa who are facing malnutrition.

The meal packing event will take place at Mannatech’s upcoming annual convention, MannaFest, in conjunction with its partnership with Mission 5 Million (M5M) and Kids Around the World’s OneMeal program. In this volunteer effort, hundreds of Mannatech independent sales associates from around the world will work shoulder-to-shoulder to assemble these protein-rich meals.

“By serving for an hour or two at this fun, hands-on service event with our Mannatech team, we’ll have a huge, positive impact on the lives of thousands of children in South Africa,” said Mannatech CEO Al Bala.

The meal assembly will include Mannatech’s PhytoBlendTM product, a plant-based powder that mixes easily into a variety of foods such as soups, rice and porridge. It contains more than 20 vitamins and minerals to help promote and maintain good health and vitality.

“This is all possible through our partnership with Mannatech and their incredible associates and customers,” said M5M’s Executive Director, Sarah Bowen. “For every $100 spent on Mannatech products, a one-month supply of PhytoBlend powder is donated to help nourish a child in need, but this meal assembly program at MannaFest is an even bigger demonstration of love. It is wonderful, and we are grateful to Mannatech for it.”

Herbalife Announces Self-Tender Offer Seeking to Purchase up to $600 Million of Its Common Shares

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Herbalife Ltd. has commenced a “modified Dutch auction” self-tender offer to purchase in cash up to an aggregate $600 million of shares of its common stock at a per share price not greater than $108.00 nor less than $98.00 (the “tender offer”).

The closing price of Herbalife’s common shares on the New York Stock Exchange on April 17, 2018, the last full trading day before the commencement of the tender offer, was $103.02 per share. The tender offer is scheduled to expire at 5 p.m. EST, on May 16, 2018, unless the offer is extended.

The Los Angeles-based company believes that the repurchase of shares pursuant to the tender offer is consistent with its long-term goal of maximizing shareholder value. The board of directors evaluated the company’s operations, financial condition, capital needs, regulatory requirements, strategy and expectations for the future and believes that the tender offer is a prudent use of the company’s financial resources. The board determined that a tender offer is an appropriate mechanism to return capital to shareholders that seek liquidity under current market conditions and allows shareholders who do not participate in the tender offer to share in a higher portion of the company’s future potential.

The full terms and conditions of the tender offer are discussed in the Offer to Purchase, dated April 18, 2018, and the associated Letter of Transmittal and other materials relating to the tender offer that Herbalife filed with the Securities and Exchange Commission.

The tender offer is not contingent upon obtaining any financing. However, the tender offer is subject to a number of other terms and conditions, which are described in detail in the Offer to Purchase.

The company is currently soliciting shareholder approval of a previously announced two-for-one stock split. If approved at Herbalife’s Annual General Meeting of Shareholders to be held on April 24, 2018, the company expects the common shares will go ex-dividend on the New York Stock Exchange on May 15, 2018. The Depository Trust Company is expected to allocate split share entitlements on May 17, 2018 (the day after the tender offer is scheduled to expire). Accordingly, when completing the Letter of Transmittal shareholders should specify the total number of common shares they are tendering on a pre-split basis.

Sunrider Launches in Korea

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Photo: Seoul, South Korea.

Torrance, California-based Sunrider International recently held a grand opening ceremony celebrating the launch of the company’s new direct selling model in Korea. Dr. Tei-Fu Chen, founder of Sunrider, presided over the ceremony that was held in the Sunrider Building in Seoul, South Korea.

The event included a ribbon-cutting ceremony to commemorate the opening of newly renovated office space dedicated to support IBOs starting their Sunrider business. Established as Sunrider Direct Korea, the new venture was recently approved for entering into association with the Korea Special Sales Financial Cooperative Association (KOSSA), before obtaining a multilevel sales license from the City of Seoul.

The ceremony was attended by more than 100 people, including Dr. Reuben Chen, vice president of business development at Sunrider USA, and special guests Jaewoon Yoo, chief director of KOSSA, and Hyesoo Shin, president of Marketing News Corp.

In his greeting, Jaewoon Yoo said, “It’s a rare occasion for me to attend the opening ceremony of a newly launched company, but I was impressed by Sunrider’s commitment to the Korean market, and by the way the company values authenticity, profit sharing, product innovation, quality control and trust.” He added, “We, as KOSSA, will provide the utmost support to Sunrider toward its pursuit of achieving great success in the Korean market.”

“The IBO business will be a new opportunity for everyone, and it will be an opportunity to share your love of Sunrider’s excellent products by introducing them to others,” said Dr. Chen. “It will also serve as an opportunity to generate financial rewards through Sunrider’s business opportunity.”

YouCam Partners with Amway for an Innovative AR Shopping Experience

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Photo: Amway Artistry at New York Fashion Week

Perfect Corp., a San Jose, California-based developer of the YouCam Makeup app, has initiated a global partnership with direct selling giant Amway for the launch of a mobile application to enhance the consumer shopping experience for their beauty brand Artistry.

Through the use of YouCam Makeup’s award-winning augmented reality (AR) beauty try-ons, Artistry can now connect and engage with its salesforce and consumers in a new way. The instant true-to-life trials simplifies the shopping experience allowing consumers to discover and experiment with products through a tap of their phone.

“We are thrilled to partner with Artistry to elevate their customer shopping journey by integrating YouCam technology to best serve their customer needs,” said Alice H. Chang, CEO of Perfect Corp. “YouCam’s AR and AI innovations will help Artistry connect and engage with consumers in a faster, convenient, and more effective way, driving sales and creating an all-together better customer shopping experience.”

The Artistry Virtual Beauty App experience features more than 150 global makeup SKUs, which shoppers can test, discover and purchase instantly, along with the brand’s best-selling skincare products. Personalized skincare product recommendations based on user skin concerns will be available through the integration of YouCam’s artificial intelligence technology and the Artistry skin assessment.

“The Artistry Virtual Beauty App is a fun and engaging way to bring an entirely new experience to how our Amway Business Owners try, share and sell Artistry products,” said Kelli Templeton, vice president of global beauty for Artistry. “Partnering with YouCam puts the beauty counter right in the hands of our business owners and their customers for personalized beauty recommendations.”

The global rollout will launch in Korea this month, with Japan, Thailand and United States markets to follow throughout 2018. The Artistry Virtual Beauty app can be downloaded for free in the App Store and Google Play.

Founded in 1958 by an entrepreneurial husband and wife team, the Artistry™ portfolio features skincare, makeup, and holistic beauty solutions that are infused with nature, perfected by science and personalized for each woman’s individual needs.

Mary Kay to Hold Leadership Symposium to Celebrate Founder’s Centennial Birthday

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Dallas, Texas-based Mary Kay Inc. will commemorate the centennial anniversary of Mary Kay Ash’s birthday by hosting a leadership symposium benefiting The Mary Kay Foundation.

The event, “Leading with Authenticity and Purpose: The Timeless Leadership Lessons of Mary Kay Ash,” will be held on May 2.  The symposium panel will feature Mary Kay Inc. executives Sheryl Adkins-Green, chief marketing officer; Anne Crews, vice president of public affairs; Nathan Moore, president, Mary Kay North America; and Julia Simon, chief legal officer and corporate secretary. They will share how they have successfully applied the principles of Ash’s best-selling book Mary Kay on People Management to inspire exceptional results.

The guest moderator for the event will be awarding-winning Fox 4 News anchor/reporter Clarice Tinsley. With major investigative reporting awards to her credit, including the prestigious George Foster Peabody Award, Tinsley had the unique privilege of knowing Mary Kay Ash personally and will be able to bring a unique perspective to the conversation.

The Mary Kay Foundation is dedicated to finding a cure for cancers that affect women and to end domestic violence. Since its inception in 1995, the foundation has granted more than $74 million to support organizations committed to ending domestic violence and finding cures for cancers affecting women.

Mary Kay Ash was born May 12, 1918, in Hot Wells, Texas, and died November 22, 2001. She began her eponymous company, Mary Kay Cosmetics, in 1963 with $5,000.

Regal Ware Inc. Acquires Coffee and Tea Press Company ESPRO

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Kewaskum, Wisconsin-based Regal Ware has acquired ESPRO®, the manufacturer of premium coffee and tea presses and accessories located in Vancouver, British Columbia.

ESPRO will become a division of Regal Ware and continue to operate in Vancouver under the ESPRO brand name. The company’s founders, Bruce Constantine and Chris McLean, will continue with the ESPRO business, with Constantine leading as president and McLean serving as senior product development engineer.

“ESPRO remains committed to elevating the coffee and tea experience with advanced technology and premium quality,” said Constantine. “Joining the Regal Ware family will allow us to move our technology agenda forward a lot faster.”

According to Regal Ware, the philosophy of both companies is built on innovation and quality in the food and beverage industries. The acquisition of ESPRO provides Regal Ware with a premium brand in the beverage category, while providing ESPRO with additional working capital for a domestic and international growth strategy.

“We are pleased to add the ESPRO line of premium coffee and tea presses and accessories to our portfolio of brands, enhancing our line of innovative kitchen products,” said Jeff Reigle, president and CEO of Regal Ware. “The addition of the ESPRO product line will build upon our passion to strengthen families globally creating memorable experiences and traditions around the table. Our cookware is crafted to provide superior results in the kitchen and make cooking more enjoyable; ESPRO will complement this by bringing the best cup of coffee and tea to every table.”

Cookware by Regal Ware is sold under a variety of brand names through direct-to-the­ consumer channels, including Saladmaster®, Kitchen Fair®, Lifetime®, Classica®, and Royal Queen®. In addition to American Kitchen® Cookware, Regal Ware recently unveiled its latest brand, 1919 Cookware™, which will be available online and in select retail locations in late June.

Rodan + Fields Named No. 1 Skincare Brand in the U.S. and North America in 2017

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Rodan + Fields, a dermatology-inspired skincare brand, has been ranked the No. 1 skincare brand in North America (defined by Euromonitor as Canada and the United States) and the No. 1 skincare brand in the U.S. in 2017.

This is the San Francisco-based company’s second consecutive No. 1 rating in the U.S. as tracked by Euromonitor International Ltd., which publishes the world’s most comprehensive market research on the skincare industry.

Dr. Katie Rodan and Dr. Kathy Fields, both Stanford-trained dermatologists, founded Rodan + Fields with the mission of giving consumers the best skin of their lives. As the No. 1 fastest-growing Beauty and Personal Care brand in the U.S. in 2017—a category that includes color cosmetics, bath and shower, hair care, sun care, oral hygiene, and baby and child products—the brand is differentiating itself in skincare with a high-tech, high-touch business model. The female-led company achieved more than $1.5 billion in revenue in 2017 thanks to its innovative skincare products, disruptive consumer connected commerce model and powerful Independent Consultant Community.

“We are incredibly honored to be the number one skincare brand in the U.S. for two consecutive years, and now, in North America,” said Diane Dietz, president and CEO, Rodan + Fields, “This is a testament to our products that deliver visible results, our personalized, direct-to-consumer approach and the entrepreneurial power of our Consultant Community. We look forward to the continued momentum and sharing our life-changing skincare with more consumers globally.”

Chief Financial Officer Chris Newman added, “The company continued its strong growth trajectory in 2017, with double-digit growth and revenue upwards of $1.5 billion. As an industry disruptor, we project double-digit growth for the next five years, and expect to continue to be a global leader pushing the boundaries of skincare and social commerce.”