USANA Promotes Three to VP Roles

Three have advanced to vice president roles at USANA Health Sciences Inc., the nutrition company announced Thursday.

The past month has ushered in several leadership changes at USANA, beginning with the appointment of Kevin Guest as sole CEO. Guest formerly shared the role with Co-CEO Dave Wentz, who stepped down at the end of November. The company then named Jim Brown as President, in addition to his role as Chief Operations Officer, and hired on Walter Noot as Chief Information Officer.

Now, three executive directors have been promoted to vice presidents over their respective areas. Ashley Collins will serve as Vice President of Marketing and PR, Amy Haran as Vice President of Communications, and Howard Gurney as Vice President of Product Development Process.

“I have had the pleasure of working with these proven leaders for many years now and know firsthand their dedication and commitment to our employees, stakeholders, distributors and customers,” said Guest. “These talented and ambitious individuals have been essential in hitting key benchmarks within the company and will continue taking us to the next level of excellence.”

Collins, who has led USANA’s public relations and social media efforts, will now oversee the marketing and digital marketing teams as well. In 16 years with the company, she has contributed to major campaigns and helped to develop key relationships with athletes and celebrities, as well as USANA’s sponsorship of The Dr. Oz Show.

Heading up communications, Haran will draw upon 13 years of experience with the company. Her new responsibilities include leading digital communications for USANA’s 1,300 employees and 400,000 distributors, and providing guidance to the customer service, translation and content creation teams.

Gurney formerly served as executive director of quality systems and regulatory affairs, managing the company’s regulatory team. As vice president, he will continue to oversee these areas while orchestrating a wider effort to streamline the product development process.


After Doubling Research Investment, USANA Announces New R&D Hires

Photo: USANA’s research and development team (PRNewsFoto/USANA)

In the midst of ramping up its scientific research, USANA Health Sciences Inc. has announced three new additions to its research and development team.

The past year has seen the nutritional company double its investment in research, in pursuit of what it calls “precision health goals.” The latest round of hires includes Kevin Spelman, Ph.D., Executive Vice President of Research and Development. Spelman, a 29-year veteran of the natural products industry, also serves as an Advisor for the White House Commission on Complementary and Alternative Medicine.

“My mission, as Executive Vice President of the R&D department, is to continue in Dr. Myron Wentz’s footsteps and apply cutting-edge science to guide the production of the most advanced and efficacious products on the market,” said Spelman, whose research has focused on the molecular biology of brain and ovarian cancer, the immune system and chemical analysis of natural products.

Rachel Brewer, Ph.D., also is joining the Salt Lake City-based company as a senior scientist specializing in microbiome research. Brewer’s credentials include a study, conducted at the University of Alabama at Birmingham, on the impact of diet and nutrition on aging and longevity. Her work has garnered awards from organizations such as the American Society for Nutrition and the Society for Heart and Vascular Metabolism.

A second senior scientist joining the team, Steven Glidewell, Ph.D., brings expertise in genetics. Glidewell’s work in human medical genetics and genomics has ranged from studying the possible role of DNA variation in the development of diseases, to providing forensic analysis of DNA and other biological evidence.

“I’ve always wanted to be involved in unlocking the potential of genetics for personalization,” said Glidewell. “I’m thrilled USANA has given me the opportunity to apply my research towards optimizing nutritional health choices.”

USANA and Women’s Tennis Association Kick Off Aces for Humanity

Photo: USANA’s newest Brand Ambassadors in the WTA, Kristina Mladenovic and Alizé Cornet of France. (Photo by Getty Images) (PRNewsFoto/USANA)

USANA Health Sciences Inc. and the Women’s Tennis Association (WTA) are turning serves into service opportunities with the third annual Aces for Humanity campaign.

Beginning with this week’s BNP Paribas Open in California, Aces for Humanity guarantees a $5 donation to the USANA True Health Foundation for every ace—or serve untouched by an opponent—at Premier-level WTA events throughout the 2016 season. Nine WTA players, including recent additions Kristina Mladenovic and Alizé Cornet of France, currently represent USANA as Brand Ambassadors. Each time a Brand Ambassador serves an ace, the WTA will up its donation to $10.

The partnership between the WTA and USANA extends back to 2006, when the nutrition company became the Official Health Supplement Supplier of the WTA. Since 2011, the global tennis organization has contributed more than $115,000 to the USANA True Health Foundation, which focuses on meeting both immediate and long-term needs of suffering populations.

All donations are funneled directly toward helping those in need, said foundation President Deb Jordan. “The support we have received through the WTA and our Brand Ambassadors has allowed us to help millions around the world, and we couldn’t be more grateful for their continued support and partnership.”

In 2015 alone, the charity provided $600,000 in meals around the world; $225,000 in disaster aid, vaccines and water purification tablets; and $155,000 worth of Usanimals multivitamins for orphanages and clinics. After Typhoon Yolanda devastated portions of Southeast Asia, the True Health Foundation also distributed $87,000 in materials to help survivors rebuild fishing boats. More than $50,000 in donations went to assist various organizations focused on educating disadvantaged children.

“I’m really impressed by USANA’s commitment to helping others and what the USANA True Health Foundation has accomplished over the past few years,” said USANA Brand Ambassador Caroline Wozniacki, who represents Denmark. “I’m proud to be part of this campaign and to help raise more awareness of their efforts.”

Direct Selling Companies Donate Millions in Gifts to TODAY Toy Drive

This holiday season direct selling companies have donated more than $15.4 million in cash and products to the TODAY Show Holiday Toy and Gift Drive, which supplies gifts to underprivileged children across the U.S.

The partnership with TODAY has been an initiative of the Direct Selling Assocation (DSA) for more than a decade. On Dec. 22, DSA Senior Vice President Melissa Brunton will appear on the show to thank the companies that participated and acknowledge the work direct selling entrepreneurs do for their communities throughout the year.

This month a handful of company executives have visited the TODAY set to present donations on behalf of their employees and salespeople. On Dec. 1, Thirty-One Gifts President and CEO Cindy Monroe delivered an assortment of products worth $5.5 million—one of the largest donations in this year’s toy drive. To date, the seller of functional bags, home organization products and accessories has contributed more than $36.4 million in products to the program.

“We are excited and honored to be part of the DSA’s toy drive support,” Monroe said in a statement. “Our charitable mission, through our philanthropic outreach Thirty-One Gives, is to assist organizations that empower girls and women, and strengthen families. The TODAY show makes it easy for us to enable our many sales consultants across the country to be involved with the donation too by selecting local charities where they can deliver the products.”

The following direct selling companies donated cash or products in this year’s toy drive:

•    Amway
•    Arbonne
•    Good Will Publishers
•    Initials Inc.
•    Jordan Essentials
•    Living Fresh Collection
•    Lulu Avenue
•    Mary Kay
•    Origami Owl
•    PartyLite
•    Shaklee
•    SpenserNation
•    Stampin’ Up!
•    Stella & Dot
•    Thirty-One Gifts
•    USANA Health Sciences
•    Vantel Pearls

USANA Boosts Earnings Outlook on Strong Q3 Results

USANA Health Sciences (USNA—NYSE) on Tuesday reported its fourth consecutive quarter of double-digit growth in sales, earnings and customer acquisition.

The health firm posted net income of $25.6 million in the third quarter, up 31 percent from $19.5 million a year ago. Diluted earnings were $1.92 per share, coming in 16 cents higher than the average estimate from analysts. The Utah-based company closed out the quarter with zero debt and $174 million in cash.

Revenue for the quarter rose 21.5 percent to $233.3 million, despite an $18.3 million hit from currency rates. Constant currency revenue increased 31.1 percent. The Asia Pacific region accounted for 72 percent of total sales, with 29 percent growth in the quarter. The Americas and Europe reported a 5.5 percent uptick in revenue. Globally, the company’s network of active sellers grew by 39 percent.

“While currency fluctuations negatively impacted our reported results, we generated strong local currency sales growth in nearly all of our markets,” Co-CEO Dave Wentz said in the company’s release. “Our results continue to be driven by our strategies for customer growth, which is our highest priority as we seek to improve the overall health and nutrition of our customers around the world.”

For the full year, management said it expects revenue of $915 million to $920 million, narrowing its previous guidance of $900 million to $920 million. The company expects earnings in the range of $7.25 to $7.35 per share, versus earlier guidance of $6.90 to $7.20 per share.

The Future of Direct Selling in the U.S.

by Andrea Tortora

Click here to order the October 2015 issue in which this article appeared or click here to download it to your mobile device.

Direct selling in the United States is undergoing a transformation fueled by innovative approaches rooted in classic business practices. The power generators leading the way for direct selling as a channel of distribution can be found in what Direct Selling News has identified as the upper middle market: those companies with annual sales roughly between $300 million and $1 billion.

Because most direct selling companies are privately held and many decline to disclose their financial results, it is difficult to create a definitive list. Our research honed in on a group of more than 30 U.S.-based companies, most of which are experiencing significant growth. Some of them are on the cusp of reaching $300 million, and some likely have recently passed the $1 billion mark. But together they are critical to direct selling’s competitiveness and future. They tend to be among the fastest growing when it comes to revenue, and they account for a large slice of the job creation pie.

An in-depth analysis of this group reveals a high level of consistency when it comes to executing on key common strengths. The ability of these companies to focus in on products, customers, serving their salesforce and creating a culture that reinforces a sense of family put them on track to shape the future of direct selling in the U.S.

Companies emphasize each area in different ways, but in general these leaders:

  • Harness data. The upper middle market knows how to mine the data it has to gain insights that lead to more and better sales. Executives train leaders and consultants to use data to open doors that might otherwise remain closed.
  • Stay true to classic business practices. Technology and social media do not replace person-to-person interactions, they complement them. Upper mid-market firms build relationships with customers that maintain the consultant-client affiliation but also allow the customer to have a connection with the company itself.
  • Use compensation plans that span all levels of engagement. To cultivate trust and long-term relationships, comp plans are created to appeal to new customers, product enthusiasts, fierce advocates and influencers—all the way up to the entrepreneur who is all in. Payments also follow a more modern schedule.
  • Foster an entrepreneurial spirit. Consultants are allowed and encouraged to go far with personal marketing (think YouTube videos) while maintaining brand identity. Companies deliver superior and frequent training and messaging to make this happen.
  • Maintain a laser-focus on selling. The sale of a product, a group experience or an opportunity all lead to more sales, which generate positive results.

No matter the specific approach, one thing all upper middle market companies excel at is …

Click here to read the full article at Direct Selling News.



Eco-Friendly Direct Selling Brands Make Major Strides in Sustainability

In the spirit of Earth Day and Arbor Day—both occurring this week—DSN is spotlighting some of the ways direct selling companies are taking a sustainable approach to business. Click through to learn more about the eco-friendly initiatives happening daily across the industry.

  • The Arbor Day Foundation has named Mary Kay Inc. the recipient of its 2015 Promise to the Earth Award for its tree planting and conservation efforts. The cosmetics brand is a corporate partner of the foundation, alongside organizations such as Disney, FedEx and Toyota. Through its Pink Doing Green campaign, Mary Kay has committed to planting 1 million trees around the world, achieved zero landfill status at eight of its facilities, powered its Dallas-area facilities with renewable energy, and saved millions of gallons of water.
  • Avon Products Inc. announced Wednesday that its Healthy Forests, Beautiful World fundraising program has topped $7.5 million in donations for global reforestation efforts. The New York-based company partners with The Nature Conservancy and World Wildlife Fund to support the critically endangered rainforests in Brazil and Indonesia. In its announcement, Avon also introduced an Earth Day tote bag available to U.S. customers. For each bag sold, Avon will donate $2 to Healthy Forests, Beautiful World.
  • Sustainability is the mission of Viridian Energy, a renewable energy provider based in Connecticut. This week the company released its annual Sustainability Report, reviewed by Ernst & Young, on the environmental benefit of its products. For example: Since Viridian’s founding in 2009, it has helped customers avoid 5 billion pounds of CO2 emissions, the equivalent of recycling more than 35 billion plastic bottles. The company has also organized dozens of local cleanup and planting projects across the country through its Earth Month campaign.
  • On Thursday USANA Health Sciences Inc. announced its new Climate Registered status, meaning the company has measured its carbon footprint, with third-party verification, and reported the data through The Climate Registry. The reporting enables USANA to gauge its environmental impact, identify inefficiencies and anticipate future regulation. Through its ongoing USANA Green initiative, the Salt Lake City-based company is also saving 2.67 million gallons of water a year, cutting a third of its greenhouse gas emissions, recycling 50 percent of its waste and more.

90 Days of Direct Selling – Day 82


USANA Health Sciences Inc.

2013 Net Sales: $718 million

Country: USA

USANA Health Sciences develops and provides the highest-quality science-based health products distributed internationally through direct selling, creating a rewarding financial opportunity for independent associates, shareholders and employees.


2012 Rank: 20
2012 Net Sales: $649 million
Sales Method: Person-to-person
Compensation Structure: Multi-level
Products: Wellness
Markets: 19
Salespeople: 265,000
Employees: 1,426
Headquarters: Salt Lake City, Utah
Executive: David Wentz
Year Founded: 1992
Stock Symbol: USNA—NYSE

USANA Posts Record Q3 Profit

USANA Health Sciences Inc. (USNA—NYSE) announced a record profit of $19.5 million, or $1.47 EPS, when it released its third quarter earnings statement after the market closed on Tuesday. Earnings increased by 16.4 percent, compared with $16.8 million during the prior-year period with EPS beating estimates of 10 cents, according to Zacks Investment Research. Earnings per share for the quarter increased by 26.7 percent, compared with $1.16 in the third quarter of 2013.

For the third quarter of 2014, net sales increased by 10.5 percent to $191.9 million, compared with $173.7 million in the prior-year period. This beat estimates by $1.4 million. The increase in net sales was driven by overall associate growth of 18.8 percent, which was generated by the company’s Asia Pacific region.

The increase in earnings per share was attributable to higher net earnings and a lower number of diluted shares outstanding due to the company’s share repurchases during 2014. Weighted average diluted shares outstanding were 13.3 million as of the end of the third quarter of 2014, compared with 14.4 million in the prior-year period.

During the quarter, the company repurchased approximately 1.1 million shares under its authorized repurchase program for a total investment of $76.6 million.

2014 guidance includes consolidated net sales between $780 million and $790 million, versus the previous outlook of between $770 million and $790 million, and earnings per share between $5.85 and $5.95, versus the previous outlook of between $5.50 and $5.65.

Read the full results here.

How USANA Became One of America’s Best Workplaces

For the sixth consecutive year, USANA Health Sciences has appeared on Outside magazine’s list of America’s “Best Places to Work.” The Salt Lake City-based company has also been named one of “Utah’s Best Companies to Work For” six times by Utah Business magazine. That kind of employee satisfaction doesn’t happen by accident. To get an inside look at the USANA culture, DSN reached out to Mike King, USANA’s Executive Director of Human Resources for North America and Europe.

DSN: How do you carry USANA’s mission of building healthy lifestyles over to the corporate office?

MK: USANA is known around the world for its mission of providing people with the opportunity to achieve “true health and true wealth.” That mission begins with our employees, who receive active encouragement to improve their health and numerous opportunities to advance their current and future financial situation. USANA employees can also count on a fun, open and community-focused workplace, managed by people who are committed to acting on employees’ ideas and concerns.

DSN: Is there a philosophy that guides USANA’s approach to dealing with employees?

MK: When USANA rebranded itself in 2012, its motto—Everything We Do Helps You Love Life and Live it™—became the focus of everything it does, including keeping its corporate employees happy.

We know that happy employees are more likely to work harder and enjoy what they do, which is why we encourage our employees to live their lives to the fullest and do what they love. USANA continues to strive to create a positive and engaging work environment by providing employees the tools they need to lead healthy, productive lives. That includes benefits such as a fully equipped gym, wellness consulting, monthly massages and an employee café stocked with affordable, fresh food.

DSN: How would you describe your corporate culture?

MK: USANA employees make up a true community with an open and caring culture, backed by a supportive management team and numerous opportunities to make a difference in the world.

We also strongly believe in celebrating our employees for their achievements and recognizing them for their hard work and dedication to USANA through special lunches, corporate summer parties at the local amusement park, and our annual Employee Awards gala.

The full interview with King will run in DSN’s 90 Days of Direct Selling print coverage.