Woman to Woman

Social Science The People, Products, and Power of Personal care

The People

Who is a client/customer/consumer?

Women? Men? Democrat? Republican? Opera fan?

Consumer Research Those causal factors determining consumer behavior: –1 st Purchase –Repeat Potential –Frequency –Loyalty

Product Belief Product has: –50-90% Belief “They do work to some degree --- right?” “what else is there really except getting a new face?” –VERY high Causality in actual behavior – 95%+ –Modest to Low Barriers/Hindrances Relatively affordable – something for EVERYONE “I have always used products (facial moisturizer)” “Imagine how old I’d look if I didn’t use products!”

Vitamin Belief Vitamins has: –30-50% Belief “Everyone should take a multi-vitamin every day” “Vitamins work from the inside – out” –Modest to Low Causality in actual behavior – 20%+ –Modest Barriers/Hindrances “Everyone should do it, but laziness, cost, low-interest prevent people from taking care of themselves” “Vitamins are like flossing (only floss the ones you want to keep), but people can’t be bothered” “I take Vitamins, but NOT for my looks, are you kidding!”

Who is a Nu Skin Distributor?

Annie Londonderry Married with three kids under six. A sweater and a pearl- handed revolver. Up for adventure? You bet. “The most extraordinary journey ever taken by a woman”

Chairwoman of the board: In the know An information sharer A friend Influential A connector For example…

Connect and Customize

Education: Something for Everyone Sensory Selling Demo on the back of the hand Trend Selling Microdermabrasion trends Value Selling Cost of Microdermabrasion and other clinical alternatives Technology Selling Pumpkin enzymes: enzymes are hot resurfacing technology. Bentonite Clay: many products today claim to “purify” and “detox”

Will the Chairwomen of the Foot Board Please Rise: Let the Feet Speak

1.Identify and identify with your customer’s need. 2.Introduce the appropriate Nu Skin solution. 3.Educate your customer by supporting your recommendation with information. Creating an Experience

Supporting the Sale Handling Complaints and Difficult situations

Three Tips The whole story Echo back Offer choices (three is the magic number)

Stay Calm

The Products

All of the Good In 1984, Nu Skin began operations... Today, the Nu Skin opportunity makes great looking skin a reality for more people—every day!

Good Company From providing skin care products that protect the longevity and beauty of the skin to creating connections to communities through the Nu Skin Force for Good Foundation ™, Nu Skin holds the keys to living better longer.

Good People Employees and distributors with good values and good ideas see the opportunity offered by Nu Skin ® products.

Good Relationships The Nu Skin Professional Advisory Board is composed of dermatologists, ethnobotanists, nutritionists, and scientists that are unparalleled in the direct selling industry.

Nu Skin Center for Dermatological Research at Stanford University School of Medicine This important connection means Nu Skin is helping to discover advancements in skin care that will benefit everyone.

Tegreen 97 ® Study A Nu Skin/Stanford study shows Pharmanex ® Tegreen 97 ® has a positive impact on skin elastin levels.

Carotenoid Study A Nu Skin, Stanford, and Harvard study shows the impact of UV exposure on skin carotenoid (antioxidant) levels. Presented in a poster session at the annual meeting of the American Academy of Dermatology

Epoch ® and the Nu Skin Force for Good Foundation ™ A generous donation from the sale of every Epoch ® product supports the many humanitarian projects of the Nu Skin Force for Good Foundation. ™ Pediatric Cardiac Surgery Foundation (Thailand)

Good Ingredients We formulate with scientifically validated ingredients at efficacious levels to deliver promised benefits.

Improved Nu Skin 180° ® —Results in 7 days In a 10 day usage study, the new Nu Skin180° ® System delivers results equivalent to or better than the original Nu Skin 180° ® System. Results were equivalent in three areas (fine lines, wrinkles, moisturizing) Results were superior in four areas. (elasticity, texture, brightness, mildness)

Nu Skin Tri-Phasic White™ Essence Spot Treatment Study 30 female subjects, ages years applied Tri-Phasic White Essence twice per day for 12 weeks: Overall irregular coloration decreased by 27% Select irregular coloration decreased by 31% 5% reduction in the intensity of specific spots

Tru Face™ Revealing Gel/Polishing Peel ™ Synergistic Benefits Study Study subjects applied Tru Face™ Revealing Gel twice daily and Polishing Peel ™ three times the first week then twice per week for eight weeks. Synergist benefits were statistically greater than either product alone: Statistically significant improvement in pore size Greater improvement in overall appearance. Accelerated improvement in facial texture.

Sole Solution ™ Foot Study More than 100 participants applied Epoch® Sole Solution™ twice daily for 12 weeks. 95% of participants said they would purchase and use Epoch® Sole Solution™ Foot Treatment. 70% of participants saw a visible improvement..

Good Product Values Daily Skin Care Skin Treatment Ethnobotanical Skin Care

Fitzpatrick Scale of Skin Types

Understanding the Portfolio Core Daily Systems Customized Solutions Total Care and Skin Complements

Core Daily Systems

Nutricentials ™ Skin health Helps you obtain and maintain skin health and longevity.

Nu Skin 180 °® Anti-Aging Skin Therapy System Signs of Aging addresses signs of skin aging caused by biological and environmental aging factors.

NU SKIN ® TRI-PHASIC WHITE ™ The scientific method for brilliant skin Nu Skin ® Tri-Phasic White ™ Discolored Complexion Targets skin discolorations, uneven skin tone, and overall discolored complexion.

© 2004 Nu Skin ® Nu Skin Clear Action ™ Problem Skin Treats present acne, prevents future acne, diminishes signs of past acne.

Customized Solutions Advanced Treatments and Technologies Environmental Defense Masks and Scrubs Hydrate and Replenish

Advanced Treatments and Technologies Tru Targeted Treatments are advanced formulas designed to address multiple signs of aging Some examples include: Signs of Aging Tru Targeted Treatments Dull, rough texture Polishing Peel™ Tired, stressed skin Galvanic Spa™ System II

Environmental Defense Some examples include: Environmental damage and future aging—protection Celltrex™ CoQ10 Complete Essence Environmental damage and future aging—repair Celltrex™ Ultra Protect your skin against skin damaging free radicals with powerful antioxidants

Masks and Scrubs Some examples include: Skin requires extra moisture Creamy Hydrating Mask Skin requires intense purification Glacial Marine Mud ™ Clay Pack Deep Cleansing Masque Skin requires exfoliation Facial Scrub

Hydrate and Replenish Some examples include: Eyes need extra hydration Intensive Eye Complex Skin requires rich moisturization Rejuvenating Cream Skin requires light, soothing moisturization Enhancer

Beyond Face Care Core Daily System 1)Choose your Core Daily System based on your primary skin concern. Customized Solutions 2) Target additional skin concerns with specific products designed to address individual needs. Beyond Face Care Nu Skin ® body, hair, and oral care complete the total skin care routine. Color cosmetics and fragrance add the final complement.

Nu Colour ® —Bringing the Best of Nu Skin ® to Color

Body, oral, and hair Care

Epoch ® Offers age-old ethnobotanical solutions from cultures around the world.

The Power of Personal Care

Skin Care is compelling The skin care category is growing in size… Skin Care: 55 billion globally Personal Care: 230 billion globally

Skin Care is Complex Estee Lauder alone owns more than ten skin care and cosmetics companies. It’s everywhere. It’s everyone.

Skin Care is Confusing Confusion CompellingComplex Over-consumption Incapacitation

Incapacitation & Over-consumption

Customization is Key Mass market backlash The Irony of corporate customization: Nike Levi’s Intellifit

Connect and Customize

Cross-Divisional Selling

+ = Longevity Cross-Divisional Synergies Live better, longer… +

So grab your sweater and your pearl-handed revolver… Biker Chicks Rule!