Subject: Attorney Ditches Court Room for Arbonne (front page Toronto Star)

Toronto Star


CAREER SHIFT

http://media.thestar.topscms.com/images/1b/e4/43f51e1f4027b43ab19f87f21808.jpeg

JIM RANKIN/TORONTO STAR

Lawyer Jennifer Maron, mother of three, is quickly climbing the ladder at Arbonne, a skin-care line that’s marketed like Tupperware.

Ditching courtrooms for cosmetics, lawyer embraces direct marketing

Aug 29, 2009 04:30 AM

David Graham
Fashion Editor

Bay Street lawyer Jennifer Maron worried how her colleagues might react to the news she was abandoning the rough-and-tumble world of the courtroom to sell skin-care products.

The 43-year-old mother of three was turning her back on a successful career to become an independent consultant for Arbonne International Inc. – a little-known line of beauty and nutrition products sold through a direct marketing program similar to Tupperware.

She took the plunge into direct sales in March, but the decision was a struggle.

"I'm a litigator, a trained professional and a health law specialist," she recalls thinking at the time.

Maron had trouble shaking the cliché of the annoying aunt who pressures beleaguered relatives and friends into purchasing things they don't particularly want or need.

"As a lawyer, I always felt I was in a prestige occupation. But there's a stigma associated with direct sales."

The transition began a year-and-a-half ago. While on maternity leave with her third child, someone introduced her to Arbonne. Until then, she used expensive, designer brands. "I thought I'd get better results if I spent more money," Maron says.

She was impressed with the product's natural and botanical properties as well as its environmentally conscious packaging.

But she never imagined herself in sales.

When the recession hit and news of budget cuts and layoffs dominated headlines, Maron wanted to help her family by going back to work. The same friend who got her using Arbonne suggested she come on board as a consultant.

"I was very critical in the beginning. I wasn't going to do parties."

Maron organized her first party in March, then a second and a third. Turns out, she's a natural.

Her success also benefits the friend who recruited her. Generally speaking, direct sales representatives earn commissions on the sales of those they recruit. At some companies, the levels are infinite, and that's when the earnings of those at the top reach astronomical numbers.

In her book The Women's Millionaire Club, Maureen Mulvaney chronicles the success of 21 women who earn as much as $20 million (U.S.) annually through home-based businesses. Maron says three of those women are associated with Arbonne.

Hard times are good for direct marketing companies to swell their sales staff. Apparently, in a depersonalized world of big box merchandisers and e-tailing, there's still room for Old School salesmanship.

And companies like Mary Kay, Avon, Tupperware and Pampered Chef are actively recruiting.

Lured by the potential income, flexible hours and the promise they will be their own boss, some men and (mostly) women are trying their hands at direct sales. Like Maron, they struggle to get past the embarrassment factor – the fear they will annoy people with their persistent pitches.

Certainly, in the beginning, family and friends will buy something because they feel obliged, says Ross Creber, president of the Direct Sellers Association of Canada.

But you have to get past the first hurdle and make the leap that turns an amateur into a professional.

The trick, Creber says, is to keep going.

According to the association, 81 per cent of direct sellers are married and 88 per cent are women, though Creber says more men are getting in on the action.

"There are no entry restrictions in this business – no age or education requirement. It's open to anyone who wants to give it a try. You get out what you put into it. If you treat it like a hobby, you will earn a hobbyist's income."

Of the 64 million direct sellers in the world, he says, 600,000 are in Canada.

Creber says 54 four per cent of the companies in his association report an increase in sales in 2009 over last year as well as an increase in recruitment, although direct marketing sales in the U.S. are reportedly down.

"Canada is a good market for direct sellers, particularly in rural areas."

Pampered Chef, the 30-year-old kitchen product direct marketer owned since 2002 by Warren Buffet, has new recruits host a 30-minute cooking show in which they prepare and cook an "easy but wow" dish and showcase the Pampered Chef tools used in its execution.

As well, they must buy starter kits of products to launch their careers, says Janice Gerol, vice-president and general manager of Canada and Mexico for the company.

"This is not a get-rich-quick scheme," she says.

Because earning potential is directly related to the effort put in, she says her company has a formula – "two shows a week will earn you $1,000 a month, four shows a week will earn you $4,000 a month."

It works out to about $25 an hour, she says, but concedes that four shows a week is a lot of work.

Creber admits that only very committed, ambitious people make six figures. Most people who enter the direct sales arena do not treat it like a serious business, he says.

"About 10 to 15 per cent of direct sellers are involved on a full-time basis."

Maron says she has what it takes.

She went into law because she wanted to make a difference. She stayed for the money. Likewise, now she's selling Arbonne because she believes in the product – and, like in her law career, she expects a solid return.

But she won't specify. All Maron will say about her income as a lawyer is that she was very successful.

Arbonne's appeal, she says, it that the products have to be replenished, so the potential for return customers is enormous.

She is networking aggressively and has already signed up a few spas. She participated in an Arbonne kiosk at the Rogers Cup and at the CNE, giving out free hand massages, samples and, of course, a follow-up phone call.

Maron is an executive district manager and wants to be an area manager by October, all of which means she is earning a small percentage of the sales of those under her.

By March, a year after giving her first party, she wants to be a regional vice-president. That would mean an expensive perk.

Regional vice-presidents in the Arbonne world drive white Mercedes Benz – any model, any year, buy or lease, as long as the cars are white – for which the company ponies up $1,000 a month.

Maron is keeping an eye trained on the recent dealings of none other than Donald Trump, who has said publicly that, if he had to do it all over again, he would not waste his time on real estate and instead go directly into direct sales.

His new Trump television network launches this fall, with a beauty line that Maron suggests is remarkably similar to Arbonne.

Press Release Announcing New Arbonne CEO

For Immediate Release

Arbonne Appoints Katherine Napier as New CEO
Former senior marketing and operations executive at McDonald's and Procter & Gamble tapped to lead global growth initiatives and strengthen the company's position as a leader in the direct selling industry

Irvine, CA - Arbonne International, LLC (Arbonne) today announced Katherine "Kay" Napier has joined the company as its new Chief Executive Officer. Napier will lead all key facets of Arbonne's global business while reinvigorating the company's focus on its core principles, established almost 30 years ago: To create products that are pure, safe and beneficial. Arbonne creates opportunities for people seeking meaningful financial, social, cultural and intellectual rewards; and encourages all members of the organization to contribute locally, nationally and internationally to the improvement of our ecological, social and cultural environment.

"Kay brings the vision, experience and insight required to lead Arbonne through its next phase of growth," said Ira Kleinman, Arbonne's Chairman. "Kay impressed us with her ability to leverage and build upon organizational strengths to drive success. While Kay has deep grounding in marketing and development, she also brings a high level of operating experience, which will be critical to Arbonne's long-term growth. We are very pleased to welcome her to the team."

"I consider it a privilege and a great opportunity to lead Arbonne's employees and Consultants worldwide at this important time for the company. There has never been a better time for the terrific combination of pure and beneficial products shared by motivated, talented women," said Napier.

Napier most recently held the position of Senior Vice President, Marketing for McDonald's. While at McDonald's, she led the reinvention of its Happy Meal business, directed the development of its "go active" product and marketing initiatives, and deepened the brand's connection with women and families through the roll-out of information about healthier living and the development of healthier product choices. Both were key elements of a highly-successful global repositioning effort. Critical to the success of those initiatives was Napier's close collaboration with McDonald's highly-developed network of independent franchisees. While at McDonald's, Napier also led the company's renewed growth in Europe, which resulted from stronger marketing direction, greater communication and collaboration across the continent and the development of new product offerings that better positioned the company on the leading edge of key consumer trends.

Prior to McDonald's, Napier retired from Procter & Gamble as Vice President, North America Pharmaceuticals and Corporate Women's Health and Vitality, culminating a 23 year career at the consumer products leader. Among her many accomplishments, Napier spearheaded the development and marketing of Procter & Gamble's Actonel osteoporosis drug, which transformed the company's pharmaceutical business. Napier also encouraged the company to place greater focus on women's health and well being, establishing a major retail women's health program and building business across product lines in health, beauty care, feminine protection and nutrition. Throughout her career, Napier has been guided by the principle that educated, driven women represent enormous untapped potential. The sales force she led at Procter & Gamble consisted of over one thousand representatives, with many women in leadership roles. Napier also credits much of McDonald's business turnaround to the leadership of the women's franchisee network, with whom she shared a close collaboration.

Napier earned a Masters of Business Administration from Xavier University and a Bachelor of Arts in economics and studio fine arts from Georgetown University. She currently sits on the Board of Trustees of Xavier University, as well as the Boards of Directors of both Hill-Rom Holdings and the Exact Sciences Corporation. Napier has also served on the Board of Directors of Alberto Culver, a beauty company, for the last three years.

About Arbonne

Founded in 1980, Arbonne's mission has been to develop and distribute skin care products with a Swiss heritage that are pure, safe and beneficial. Known for its best-selling, revolutionary anti-aging skin care products, Arbonne has grown to include a full line of personal care products, all available through its network of Arbonne Independent Consultants. Arbonne markets its products exclusively through Arbonne Independent Consultants doing business in the United States, Canada, Australia and the United Kingdom.

For more information, please visit www.arbonne.com.

The names of actual companies and products mentioned herein may be the trademarks of their respective owners.

7-Day Detox Cleanse

I am currently breastfeeding and am finding it hard to lose weight! My baby will be 1 in December and that is my goal for the breastfeeding... I can't wait to kick start my weight loss with the 7-Day Detox Cleanse from Arbonne! I have heard such wonderful things about it and I know that if you want to lose weight or just to feel better this is the product for you!!!

Package Design Magazine Article

FROM THE EDITOR
Eyes on the Prize
Arbonne's FC5™ Line Captures Translucent Allure in Short Order

By Ron Romanik

With nearly one million independent sales "consultants," Arbonne markets its dozens of lines and hundreds of skin care, cosmetic, and nutritional products. Arbonne uses a variety of taglines to promote that its products are unparalleled in quality, purity, safety and beneficial results, such as "pure. safe. beneficial." Fresh off their National Training Celebration in Las Vegas in April, where 8,000 attendees crowded the MGM Grand in Las Vegas, the independent sales force is armed with the new FC5 lines of fruit- and vegetable-enhanced hydration products for the skin and hair.

The FC5 line from Arbonne features "Fresh Cell" technology that keeps real fruit and vegetable cell nutrients fresh until applied to the skin or hair. Arbonne listened closely to its independent sales consultants when developing the launch of 14 FC5 products and packages in a short 14-week time span.

The flagship Arbonne line is the anti-aging NutriMinC® RE9® line packaged in orange and gold. Gregory Chambers, v.p. of product quality and package development, explains that whereas the RE9 line helps reverse the signs of aging, the FC5 products help pause the signs of aging.

The brand and packaging were designed to be more fun and contemporary while catering to the expectations of the potential consumer. Though the packages never appear on shelves at retail, the Arbonne staff understands that its packaging still must perform at a high level in every aspect to meet the expectations of its independent sales consultants. "I believe this is much more difficult as far as scrutiny," says Chambers. "It's really magnified."
FC5 = five fresh cell fruits and vegetables

The proprietary science of FC5 captures the potent extracts of five fruits and vegetables—kiwi, strawberry, mango, pumpkin, and carrot—for their specific moisturizing, nourishing, or cleansing properties. Mark Patterson, director of creative services, decided early on to downplay the fruit aspect on the packaging, using only a small image of a single fruit (or vegetable) on the secondary package instead of overwhelming the FC5 brand. "It's a more serious line than that," Patterson explains.

The colors were chosen to express the fresh, cooling sensation to match the experience during use of the product. Patterson explains the colors of blue, teal, and acid green evoke water shades, ocean elements, and vibrant energy. Though the three colors are not necessarily seen together frequently, they are very harmonious while also separate. "It also helps tell that freshness story we're trying to tell," says Patterson.

Mark Dalea, packaging engineer, tested and sourced the packaging components for the launch. The design team went with glossy secondary boxes, but the bottles and tubes have a decidedly matte finish and tactile experience, along with graphics that reflect classic elements refreshed with a modern sensibility. "The packaging really supports the product and the innovative Fresh Cell technology," Dalea explains.

Patterson views the success of the new FC5 package designs as expanding Arbonne's range. "FC5 can appeal to a younger crowd but not turn off the older crowd," says Patterson.
Formulating a plan

With the short time line of the project, many aspects of the launch had to be conducted in parallel. Dalea says the challenge was to look high-end, but still hit a good price point. Patterson agrees, adding, "We had to take advantage of trends already in the marketplace. We weren't going to sacrifice design, and it was my job to make the packaging be as sophisticated and advanced as the science."

One aspect was to line up Arbonne's suppliers, manufacturers, and printers early and make sure they could, as Dalea says, "Get it in the right package for the right price." For instance, the designers traveled to the technical center of Arbonne supplier to nail down how the target blue color and translucence of the jar resin would be achieved.

Usually, it would have been a trial-and-error process over weeks. "Now, we get the team together and get on a plane and go," says Chambers. "We stay there until we get it done."

Similarly, Chambers says that they sought the help of on another component supplier for tooling, decorating, caps, and pump refinement to optimize packaging performance. "We rely heavily on our suppliers," Chambers happily admits, explaining how thoughtful planning easily saved weeks of time and effort in the production cycle. The goal was to make the package production aspect of the launch as foolproof as possible at the end.

"We had one shot to get it right," says Patterson.

Using white as one of the base colors on the FC5 products also made the packages easier to color match. Patterson was pleased with the way the packages alternate, in a fashion, between using white as a base or as an accent. "That way, it's easier to nail it on the first or second time," says Dalea.

A design element not seen here is the printed interior surface of the product boxes. A single pass of a single color was used to create a watery interior, as if the boxes were filled with liquid. Like the exterior of the boxes, the graphic has a wavy water line. The color has a gradation to a more saturated print at the bottom of the box interior. Chambers explains that the cost difference for this added pass was minimal compared to the bonus surprise element experienced by independent sales consultants and consumer end-users.
Marketing a concept

Most of the graphic design strategies are conceived and planned in-house at the Arbonne corporate headquarters in Irvine, CA, while some of the design execution is outsourced to design firms. They back up their design directions with focus groups that confirm that they are going down the right path

For the launch of the FC5 products, Arbonne embarked on a "Road Tour" that hit 25 cities in 10 weeks. They traveled with a 48-foot semi truck with cosmetic booths inside. Linda Melillo, product manager for the FC5 line, worked closely with the marketing team with the first and foremost priority of communicating "hydration" and "fruit and vegetable cell nutrients" that are both fresh and potent.

"This line is all about pausing the signs of aging," explains Melillo. "We wanted to communicate the freshness with the scent." She is pleased with the white radiance and colorful vibrancy of the packaging, and also pleased with the formulation of the all-natural scents. Arbonne tested the scents against major retail brands with hundreds of consumers at the Mall of Americas in Minneapolis, MN, and the response was overwhelmingly positive.

Melillo explains the scent for the hair and body FC5 products as fresh citrus with top notes of Valencia oranges, Satsuma limes, Chinese mandarin, and middle notes of blood oranges, white grapefruit and Italian bergamot. Bottom notes include crystallized ginger and mate tea leaves. The face products have a slightly different scent with added apple notes and reduced mandarin notes. The response from the independent sales consultants, who are predominantly female, has been enthusiastic.
Sustainability with functionality

Arbonne is also taking a proactive approach to more sustainable packaging. The company has long had eco-friendly practices such as no animal testing and vegan-certified products. The FC5 line uses recyclable plastic components, FSC-certified board, and vegetable-based inks.

"We tried hard to listen to the consumers and give them what they want," says Dalea. "We're thinking about the environmental impact as well as the consultants needs. That's a path that we're trying to focus on."

Patterson says that it is the little things that can make a big difference in how consumers respond to the functionality of a package. "We really tried to think about form and function here," he maintains. For instance, the team put shampoo and conditioner in different container shapes with steady bases, so that in the shower it is easier for users to use and tell them apart. Also, every FC5 product has some translucence, so the user knows when it is time to reorder.

The Arbonne design team also compiled a healthy amount of different research findings to determine the appropriate sizes of the packages, including surveying current salon package sizes. The key question became "What are potential customers expecting?" The packages are not any prescribed supply for a specific number of days or weeks, but rather an average of typical usage rates for 30 to 45 days.

The project team went with airless pumps on the pump packages for the benefit of evacuating all of the product. For a quality product, consumers expect that they will be able to access every drop. "The pump was the No. 1 performance issue we had to address," admits Chambers. Once the formula consistency was determined for each product, the supplier refined the pumps to perform optimally.

Ron Romanik
Editor-in-Chief
ron.romanik@stmediagroup.com

Arbonne in the news...

Check this out!

http://www.myfoxchicago.com/dpp/money/Network_marketing_sales_consultant

Cashing In with Network
Marketing

Updated: Monday, 08 Jun 2009, 7:24 PM CDT
Published : Monday, 08 Jun 2009, 7:24 PM CDT

When the economy took a hit, so did Warren Preis's auto repair shop on Chicago's North Side. "We're definitely down in volume not like what it was." So to make extra money, Preis started selling for Arbonne International.

It's a health and beauty products company that relies on a network of sales consultants who recruit other consultants. The more sales people Preis recruits, the bigger his earning potential.

"I've heard that it's pretty obnoxious, it could be a lot of money it could be 6 digits a year."

If you think this sounds like a pyramid scheme...you're not alone..but UIC marketing expert Charles King says its legit.

"That's a industry that is very powerful, very credible but most of our consumers don't understand anything about it." The business model is called network marketing...or multi-level marketing.

Companies like Amway, Mary Ky and Pampered Chef operate the same way. They allow you to be your own boss. You sell at your own pace and best of all, can never be fired. King believes safety net jobs like these will become an economic necessity.

"I argue that in the next decade were going to be working on a two income model not two family incomes, but two incomes per person."

But before you join a network marketing company do your homework.

Experts advise that you research the company and make sure belongs to the direct selling association. It imposes strict standards for these companies.

Direct sales (like Avon, Mary Kay) offer recession-proof jobs

check out this article....

http://www.usatoday.com/money/industries/retail/2009-05-13-direct-sales-jobs-recession-unemployment_N.htm

Some good advice from ENVP Deanna Osborne

We’ve dealt with the economy and discovered that not only are we one of the few companies in the US that is predicting growth in 2009 but that we are also able to meet the needs of thousands of families who have seen their incomes, 401K’s, retirement plans, investments etc decline or disappear. Now we are faced with a possible flu pandemic which appears to be gaining ground globally. My husband, Dr. Chris Osborn came home from the office today and reported to me that their office saw 2 probable cases of H1N1 flu(swine flu). That is what has prompted this email to you. I wanted to point out that Arbonne has some great products that really do make a difference when people are dealing with the flu. These are items that you may want to recommend to your clients or even have some on hand in case. The list is based on personal and clinical experience.

Flu Necessities:

1. Protein Powders….this may surprise you but we believe Arbonne’s protein shakes are a great “emergency preparedness product”. They are a perfect food source, have an expiration date of about 2 years out and are the most bang for your buck when you just can’t get out of the house. Protein is essential to support the immune system. This product also has Omega 3 essential fatty acids, CoQ10, alpha lipoic acid and more! All of which boost the immune system and fight infection.

2. Remedy Line…. especially the Get well Soon to boost immune system, the Herbal Vapor Soak and Vapor Rub. This is a respiratory flu and the Vapor Soak and Rub can help with respiratory symptoms like stuffy nose, chest congestion etc.

3. NRGGO3 Fizz Tabs. Many of you have heard the story of my husband who had the flu in Feb of 2008. He felt terrible and I recommended that he take the Fizz tabs. They had just been launched by Arbonne and I had the flu while on a ski trip. I used them and didn’t miss a single day of skiing. I fixed him a fizz tab drink, went to the grocery store and when I arrived back he met me at the door..as a different person. He said, “ In fifteen minutes I went from being on the floor, feeling like I had been hit by a truck to feeling normal”. He took a load of fizz tabs to work the next week as the flu continued to spread.

4. Detox Spa line….This is one of my favorite lines. While at NTC Peter shared with us some statistics on the Detox Line. One was that it increased the immune system. Through increasing circulation(the Stimulate part) you can help your body to heal more quickly and release endorphins that help you to feel better.

5. Detox Tea is great for sore throats and helps your body eliminate toxins from the kidney and liver. I give this to my kids when they have a high fever and are taking Motrin or Tylenol to bring the fever down. Motrin is metabolized by the kidney and Tylenol by the liver.

6. Hybrids…..No better overall defense. Complete nutrition in a packet. We’ve got all the bases covered with this product.

7. A new product that I must add to my list but that I not available until May 15^th is the Clear Advantage Dietary Supplement. I’m excited about the reformulation of this product. It now contains CoEnzyme Q10 and Reveratrol in addition to Vitamin C and E and some other ingredients. Resveratrol is something that plants can make to fight off infections that are bacterial, viral and fungal. Arbonne says in their literature that it boosts the immune system. Both Resveratrol and CoQ10 are great for the heart as well but that is not our focus here.

These are my favorites. I’m sure there are others that could be added. We don’t know what direction this thing will go but we are being told we will likely be dealing with it for awhile. The key to treatment for this flu is to get a prescription for Tamiflu within 48 hours of symptom onset. Most people start with a headache, fever and body aches. To get a prescription at this point you have to visit your doctor so they can culture you. If the flu continues to spread they will likely start calling the prescription in. If someone in your family is diagnosed with the flu, the close family contacts can take Tamiflu to prevent infection with the virus. You guys know I’m not big on drugs but in this case I would take it. We want everyone to be happy and healthy. If it comes down to the point that it is not in our best interest to visit the grocery store where there will be germs on cart handles and the kids say “Hey mom, what’s for dinner?!” The answer becomes, “Arbonne Protein Shake! Would you like Chocolate or Vanilla?!”

Love you guys!