1. 1- Retailing to Customers 2- Having other people in your team retailing to customers

2. YOU

3. Customer Herbalife Supervisor/ Distributor SponsorTabulator

4. Customer Supervisor/ Distributor SponsorTabulator Herbalife

5. 1- They are motivated 2- They gain confidence to call their friends 3- They have money in their pocket while they are building a team 4- They will duplicate a healthy business

6. 1 – Casual retail 2 – Professional retail Two kinds of sales

7. Business Nutrition Weight Management Skin Care

8. Total Customer Outer Nutrition Customer Inner Nutrition Custome r

9. Customer Base Step 1 – BuildingStep 1 – Building Step 2 – Establishing the Base (from 20 to 30 repeat customers)Step 2 – Establishing the Base (from 20 to 30 repeat customers) Step 3 – MaintenanceStep 3 – Maintenance

10. Step 1 – BuildingStep 1 – Building 1) We offer Free Hydrations to: a) People we know b) Their referrals Make 2 presentations a day: Your goal for the presentation: a) To assess interest & get referrals b) To get customers on inner or outer nutrition c) To add a new member to the team (distributor) (Make the general presentation, assess the interest in IN or ON and talk about the opportunity)

11. Presentation on Inner Nutrition Presentation on Outer Nutrition Business Presentation General Presentation Make two presentations a day:

12. Set the appointment Present all 3 (Products IN/ON and business opportunity) Understand interest & get referrals Be professional at each step of the production triangle :

13. How to conduct the general presentation: 1 – Talk about the industry 2 – Talk about the company 3 – Talk about Inner Nutrition 4 – Show actual results 5 – Does the prospect want to lose weight? If yes = introduce IN If not = do the hydration TOTAL PLAN General Presentation To identify the customer’s needs, do as follows:

14. Inner Nutrition Presentation If they want to lose weight: General Presentation

15. How to present the Inner Nutrition Product Line 1- Create a good ambiance 2 – Questions: Verify what the custmer wants, why they want it and if they are serious about managing their weight 3 – Explain the “nutrition problem” (unbalanced nutrition)

16. 4 – Tell them about the Company and the products 5 – Show results 6 – Talk about the time needed to get your weight under control and the weight maintenance time frame 7 – Close the sale

17. General Presentation Outer nutrition Presentation If they do not want to lose weight

18. How to begin a hydration: 1 – Product on half of the face 2 – Allow the client to feel the difference 3 - Product on the other half of the face 4 – Ask for referrals and close the sale To present Outer Nutrition, make the hydration

19. Inner Nutrition Presentation Outer Nutrition Presentation Business Presentation General Presentation Make two presentations a day:

20. Our goal is to have 20 to 30 repeat customers that purchase every month On reaching that, you will have: 1- 2500 PV – every month

21. MAIN GOAL: To generate a repeat customer base: In order to achieve this, we need to follow up with IN and ON customers On the follow up we need: 1- To help the customer get results 2- Make the customer feel special 3- Support the customer to establish new eating and skin care habits

22. 2 Presentations a day = 40 per month You will get an average of 2 new customers on IN and 12 new customers on ON. OBS.: An average of 30% of customers on ON become repeat customers that will place another order every 3-4 months. Customers on ON are normally committed until at least the end of the program. Use the “repeat customer plan” After approx. 6 months with 2 new IN and 12 new ON customers you accumulate: 10 repeat customers on IN that will re-purchase products every month, And 24 customers (12 customers per month x 6 months = 72 x 30% = 24 customers) on ON that... 6- 8 customers will re-purchase products each month (they replace the products every 3-4 months) In total, after approximately 6 months you will have: 16 repeat customers and 14 new customers per month. With the above you will have: 30 customers giving you an average of 70 VP each = 2500 VP (together with ON) With a profit of: $ 3,500 per month The Plan.

23. * Step number 1 is accomplished when you have built your “Elite House” D Wholesale 400 vp B New Customers Nº Customers IN: 2 Nº Customers ON: 12 980 vp A Personal Use 250 vp C Repeat Customers Nº Customers IN: 10* Nº Customers ON: 6* 1,120 vp House 2/12 +2500 v. p.

24. 14 10 Step 2 – Establishing a base of 30 repeat customers Use the “repeat customer plan” to reach 30 customers a month. (As your repeat customer base grows, you might reduce the number of presentations and focus on building your organization, but you must keep at least 30 customers buying products every month). 1 New Customers Repeat Customers

25. 15 2 30 Step 2 – Establishing a base of 30 repeat customers New Customers Repeat Customers

26. 25 5 3 30 Step 2 – Establishing a base of 30 repeat customers New Customers Repeat Customers

27. 30 0 4 Step 2 – Establishing a base of 30 repeat customers New Customers Repeat Customers

28. Step 3 – Maintenance. Maintaining a base of 30 customers who place orders every month (not all customers will re-purchase their products every month. Remember, you need to have 30 customers that re-purchase their products each month. Therefore, you need to have at least 80 active customers.)

29. Repeat Customer Plan: The repeat customer plan will help you understand customer needs and provide a means for you build a repeat customer base. Therefore, while you build your base you will have more time, higher earnings and a healthier business.

30. Objective with ON customers: 1)That the customer will stay with me forever 2)That the customer will add additional products to their orders 3)That the customer will use IN products 4)That the customer’s family will use the products (ON and IN) 5)That the customer will refer other customers 6)That the customer will learn about the business opportunity

31. Objectives with IN customers: 1)That the customer will have the results they expect 2)That the customer will refer other customers 3)That the customer will use ON products 4)Educate the customer to develop good nutritional habits, so they will use our products forever 5)That the customer’s family will use the products (IN and ON) 6)That the customer will learn about the business opportunity

32. Total Customer Customer ON Customer IN

33. Therefore we need: 1.Information on the customer 2. A good relationship with the customer 3. To create new habits for the customer 4. Provide information and attractive promotions Total Customer IN or ON Customer Former Customer Did not Purchase Interest Data Base

34. We will use: 1.“Customer Follow up Chart”, “Customer Guide”, booklet “Look Young” etc. 2.Follow up Program - “Herbal System” 3.Phone contact 4.Mailing (Post Cards and information flyers) 5.Personal visits 6.Promotions and promotional material 7.Dinners “Nutrition and Life Quality” 8.Business binder and Herbalife System

35. Fixed Script – ON Customers The fixed script includes scripts for letters and calls, designed to achieve the objectives with the customers On the presentation day: a) Complete the customer service/follow up chart b) Leave the “Look Young” leaflet and the interest sheet After the purchase: 3 rd day – Phone call a) Check the usage of the products /sequence / enjoying it / questions b) Confirm if they have told their friends c) Tell them about the post card he/she will get with H$ (“Herbal cash”) to be used on the next purchase d) Tell them you will contact them again in approx. 10 days 7 th day – Post Card a) Saying thanks for the order, H$ (“Herbal Cash”) and expire date

36. 15 th day – Phone Call a) Check if the post card was received b) If yes, questions on the discount of H$ (“Herbal Cash”) c) Ask about their product results d) Tell them that they will be kept informed on the indications e) Tell them they will be kept informed on company news and that you are available for them to contact Send letters from month 1 up to 12 (one every 30 days)

37. Fixed Script – IN Customers On the day of the presentation a) Complete the customer service/follow up chart b) Leave “Customer Guide” Call on days 3, 7,14 & 21 (using the Herbalife career manual to place the call) Visit & deliver products 2 days prior to them running out Send IN letter from month 1 up to 12 (one every 30 days)

38. Personal Script Use the personal script for personal service targeted at the customer’s needs Call before their other products have finished Call before their Herbalife products have finished Call on their birthday Send a post card or letter on special promotion days Call before the H$ (Herbal Cash) expires Invitations for the “Nutrition and Quality of Life” dinner Promotional letters

39. 8 people on the plan = GET 32 people on the plan = Millionaire 80 people on the plan = President