The Pharmanex Difference

by

Team Elite

Karen Johnson

The Birth of Pharmanex

15 years in the Pharmaceutical industry.

Identified need for quality control and standards in nutritional industry.

Achieved $50 million per year in sales.

Purchased by Pharmanex in 1998 for $135 million.

The Pharmanex Difference

• Over 125 PhD Scientists on Staff

• More than 150 Scientific Affiliations Globally

• University Affiliations Stanford, UCLA, Harvard, Columbia, Tufts, Purdue, Shanghai Medical University, Peking University and Beijing University

• Rigorous Discipline of 6S Quality Process A pharmaceutical approach to nutritional supplementation

Over 125 PhD level Scientists

Disciplines including

• Botany

• Natural Product Specialists

• Medicinal, analytical and process chemists

• Quality control specialists

• Biochemistry

• Molecular biology

• Pharmacology

• Toxicology

Pharmanex Scientific Advisory Board

Selection

To locate the botanicals with the most effective health- promoting properties, Pharmanex employs teams of experts from the United States and Asia. These teams conduct exhaustive research-compiling, reviewing, and summarizing historical use and current intelligence about a botanical's properties and health benefits. Pharmanex also conducts original research to identify new botanicals, coordinating with noted professionals at Purdue University, Kansas University, Columbia University, Scripps Research Institute, and Beijing University, among others. Only botanicals that pass extensive Pharmanex tests for authenticity, usefulness, and safety are considered.

Sourcing

Once Pharmanex decides to proceed with a particular botanical, a team investigates potential sources of the botanical and conducts exhaustive analyses on samples from each source. Sources may be domestic or international and may include Pharmanex cultivation areas in China and Chile. Pharmanex chooses suppliers based on the quality and concentration level of the active ingredient(s) present in samples from the supplier’s source.

Structure

Using state-of-the-art analytical techniques and working in collaboration with respected universities and laboratories in both China and the United States, Pharmanex conducts structural analyses of the natural compounds present in the selected botanical. These analyses isolate and purify specific chemical structures in standardized extracts, a critical step in ensuring a safe and effective botanical.

Standardization

Wide variations in active ingredients are characteristic of any botanical. For example, when Pharmanex analyzes potential Ginkgo biloba leaves, studies reveal the concentrations of active components will vary by as much as 300% depending on season, climate, soil, method of harvest, storage conditions, and processing. Pharmanex optimizes the active ingredients of a product through strict, proprietary standardization processes (to at least one relevant marker molecule). Each capsule of a Pharmanex product contains the same amount of each active ingredient.

Safety

Pharmanex is leading the way in establishing strict standards to ensure

the safety of its products. Scientists research and document the history of a product's use and safety. Pharmaceutical-grade tests for the presence of microbes, toxins, and heavy metals are carried out for all products. The active ingredient amount used is based on dosages found effective through clinical trials and is backed by published data on file at Pharmanex. Each product label details directions for use and contains appropriate warning information.

Substantiation

Pharmanex makes product claims that have been substantiated only through documented preclinical and clinical studies. Existing clinical data are reviewed, and when necessary, Pharmanex sponsors studies of its products. Data from some of these studies are subsequently submitted to major international journals for review. This adherence to scientific standards for substantiation helps make Pharmanex a leader in the natural healthcare product industry.

Scanner in Nutritional Research

1) Modify Formula

2) Feed to Test

Groups

3) Measure Results

4) Track Progress

Largest Nutritional Database

in the World

LifePak NanoLifePak Nano

• Enhanced Molecular Delivery

• Nano Encapsulation

• Patent Pending Formula

Benefits of LifePak Nano

•Nourishes and protects cells, tissues, and organs in the body with the specific purpose to guard against the ravages of aging each day of your lifespan

•Superior bioavailability with CR-6 LipoNutrients™ enhances uptake from the gut into the bloodstream and body for maximum anti-aging benefits

•Advanced anti-aging formula helps protect the body with key nutrients such as NanoCoQ10™ and nano carotenoids

•Helps maintain normal inflammatory responses in the body

•Feeds and helps protect the brain

•Offers superior DNA protection against damaging free radical attacks

•Protects cell health with an antioxidant defense network

•Helps protect cardiovascular health with a comprehensive blend of omega-3 fatty acids and other nutrients

•Provides comprehensive bone nutrition support

•Promotes healthy immune function

•Supports normal blood sugar metabolism

•Corrects nutritional deficiencies

•SCS certified

Pharmanex scientists have performed clinical trials which prove greater absorption of serum levels of Vitamins C and E and inhibition of LDL oxidation.

G3

Gac Juice (Momordica cochinchinensis)

Cili Juice

Siberian Pineapple

Chinese Lycium

Ingredients

With Highly Bio-Available Lipocarotenes™

Lycopene (g/g wet wt.)

31 41 54

2227

0

500

1000

1500

2000

2500

Tomato Watermelon Guava Gac aril

Ishida et al., J Agric Food Chem 52:274, 2004

70 times morethan tomatoes!

Vitamin C in Cili Fruit (mg/100g wet wt.)

30 45 71

2500

0

500

1000

1500

2000

2500

Mandarin Orange Kiwi Cili

60 times morethan oranges!

Zeaxanthin in Chinese Lycium (g/g wet wt.)

18

800

0100200300400500600700800900

1000

Yellow Corn Ch.Lycium

40 times more thanyellow corn!

Beta-Carotene (g/g wet wt.)

48 76 79

718

0

100

200

300

400

500

600

700

800

Spinach Carrot Sw.Potato Gac aril

Ishida et al., J Agric Food Chem 52:274, 2004

10 times morethan carrots!

Recorded Benefits• Increases energy• Anti-aging properties• Promotes eye health• Strengthens Immune System• Fights cancer• Improves circulation• Regulates cholesterol• Promotes Prostate health• Facilitates optimal bioavailability of key nutrients• Promotes skin health• Promotes vascular health• Promotes wound healing• Protects skin from UV damage• Fights heart disease• Prevents stroke• Stabilizes blood pressure• Promotes better digestion• Promotes prostate health• Bolsters immune system• Promotes liver health• Eases headaches• Promotes sexual health• Promotes vitality

LifePak… the First Supplement with all 3 Certifications!

• NSF (www.nsf.org)– Exhaustive formulation & toxicology analysis– FDA, cGMP, NSF, ANSI compliance

• BSCG (www.bscgi.org)– Free from 80+ banned substances by IOC,

WADA, USADA, NFL, NCAA

• ConsumerLab.com (www.consumerlab.com)

– Ingredient verification– Only MVMS to test and pass in 6 categories

Next Up

Successful Scanning

by

Team Elite

Terry Fossum

Successful Scanning

Your ADR Closing Rate should be50–80% or more,

or you NEED to hone your skills!

Successful Scanning

You need to internalize how CRITICAL this is!

Successful Scanning

You are NOT there to:Scan people

Get the word outLet people know what their score is

Begin with the end in mind.

You ARE there to:GET PEOPLE ON LIFEPAK/G3

IT’S THE RIGHT THING TO DO!

Steps to Successful Scanning

1. Establish Rapport2. Importance of Antioxidants3. Importance of Score4. Their score5. Nano/G36. Program Benefits7. 3-Point Close8. Follow up

Establish Rapport

Eye ContactSmile

Make them feel comfortable

This is your chance to let them know you’re a human – not just a salesman

DO NOT GET WRAPPED UP IN

INPUTTING DATA!

The Importance of Antioxidants

What are free radicals?What do they cause?

Where do they come from?What are antioxidants?

KEEP IT SIMPLE

Importance of Score

SCORE

A 50,000 to 100,000+ = Optimal

B 40,000 to 49,000 = Good

C 30,000 to 39,000 =

Moderate

D 20,000 to 29,000 = Weak

F 10,000 to 19,000+ = Poor

Emphasize importance of score first

THEN tell them their score

Nano/G3

Dr Jones found a product he believes in so much, he’s taking it, and he’s actually letting his patients get it at the Doctor’s Discount!

Would you like to find out more about it?

Pharmanex is a RESEARCH company

LifePak Comparison chart

Program Benefits

Everything SCIENCE says you needDoctor’s cost

Every 6th month it’s FREEShipped directly to doorstep

Free Scans every 30 days (save $30 more!)Money-back guarantee

3 Point Close

- Get the supplement the Doctor takes at his cost

- Free scan every 30 days to monitor your progress

- And if it doesn’t work for you, you get your money back

Why not give it a try?

To me:

Final Close

Which address do you want it sent to, home or office?

Critical Follow up

Set up the follow up scan NOW

You MUST give them the ADR Instruction Sheet

Follow up phone call SAME DAY to make sure they take the product that night, or within 4 days if

sent through mail.

Next Up

Training Health Care Professionals

by

Diamond Executive

Dr. Glenn Williams, D.C.

Critical

A poorly trained officeis handicapped from the start…

And set up for a lack of success

Critical

A well trained officeis empowered from the start…

And will feel OWNERSHIP in the program.

Critical

YOU MUST TAKE CHARGE!!!

Critical

You MUST have a ‘Point Person’ in the office – someone who is passionate about

the program, and in charge.

The HCP MUST be an integral part of the

process!

Program Goals

GOAL #1:  Provide a tremendous benefit to your patients.   GOAL #2:  Initial Target:  Enroll at least 35 patients on LifePak Automatic Delivery (ADR). 

GOAL #3:  Continue enrolling patients on LifePak Automatic Delivery (ADR).

GOAL #4:  Retain patients on Automatic Delivery.

Step by Step Cookie-cutter approach

Go to

www.HCPTraining.com

and select ‘Click Here to Begin Your Training’

to accomplish the following steps:

12 Steps to Success

STEP 1:  View the 20 minute Training DVD.

STEP 2: NEW! Join the HCP email update list! 

STEP 3:  Make copies of this Training Manual for the entire staff

STEP 4:  Read through training guide - How to do a successful scanner event - Study scripting - How to sign up patients on auto delivery - Read Q & A’s       

12 Steps to SuccessSTEP 5:  Watch the BioPhotonic Scanner video clip STEP 6:  Click the ‘Antioxidant’ Tab to learn about Antioxidants -listen to online audio antioxidant explanation 

STEP 7:  Learn about the Pharmanex Difference                                   

STEP 8:  Learn how the Antioxidant Scanner works                              

12 Steps to SuccessSTEP 9:  Review the Patient Education Tools                    STEP 10:  See how much you learned!  Print and take the quiz 

STEP 11:  Visit your "my office" to track patient accounts etc. -www.pharmanexusa.com - My office - User name/password (set up with Pharmanex) - My volumes and genealogy

STEP 12: Go to HCP Training and Tour in Provo.

Make sure they ‘get it’’

IN PERSON TRAININGor

ON THE PHONE TRAINING

Make sure they understand: Antioxidants, the Pharmanex Difference, and the

Scanner. Go over the Scanning Script. Answer any and all questions.

Make sure they ‘get it’

If possible, do in-house training for the ENTIRE STAFF.

BE PREPARED TO ANSWER QUESTIONS/OBJECTIONS

These are good. This gives you the opportunity to handle them, so they’re not

a problem in the future!

On Going Support

Just because you have them trained, doesn’t mean that’s the end of it.

You have to continue working with them, following up, calling them AT LEAST

every couple of weeks.

On Going Support

Help them run ongoing contests:

Most improved score of the monthBest testimonial of the month.

Anything you or they can think of!

Prize can be 30 minute massageMore ideas in the Training Manual

Teach them to have Testimonial Boards with Pictures, starting with the Doctor’s and Staff’s testimonials!

On Going Support

Get on the NEW

Health Care Professional Email List

at

www.HCPTraining.com!

Remember:

If done right, we can greatly improve the patients health, increase the staff’s

take home pay, and create residual income streams that can last for LIFE!

Let’s do it right!

Order Products & Scan Certificates

Initial Order $5,500 “Health Care & Wellness Professional Package”

Contains: 1000 Scan Certificates

(Charging $30 per scan, creates an ROI of $30,000)Also contains product for first 20 Patients

$1000 of other Product SolutionsAccess to Specialized Training

Lease an S2 SCANNER!90% 1 year buy-back policy

Nothing to lose, everything to gain!

Order Products & Scan Certificates

Initial Order $5,500 “Health Care & Wellness Professional Package”

Contains: 1000 Scan Certificates

(Charging $30 per scan, creates an ROI of $30,000)Also contains product for first 20 Patients

$1000 of other Product SolutionsAccess to Specialized Training

Lease an S2 SCANNER!90% 1 year buy-back policy

Nothing to lose, everything to gain!

Getting StartedGetting Started

SIMPLE . . . 4-STEP SET-UP

1. Purchase Health Care Professionals Pkg.

2. Enroll Auto Delivery Rewards (ADR)

3. Launch Event in your Business/Practice

4. Implement Program into your Daily Operation

SIMPLE . . . 4-STEP SET-UP

• Staff Training & Support• Product & Technical Support• Marketing & Promotional Materials• Requires very little HCP/Staff time• Less explanation necessary• Product shipped directly to patient

from Pharmanex• Pharmanex takes care of billing, back

office - everything!

Proven Business Model Proven Business Model

Return on Investment in 1 Day

• Scan 60 Patients @ $30/Scan = $1,800• Assume 40 go on the program (ADR)• Sell Product from Initial Inventory to 15 (avg. $150) = $2,250• Other 25 get 1st order shipped (avg. $130) @ 15% commission = $485• $10 Scanner Bonus for generating ADR = $200

– (assume 2 scanners; ½ on doctor’s)• $20 bonus for all new ADR accounts set up (X40) = $800 (paid after 2nd month)• Total collected on 1ST DAY = $5,535• Less $750 fee to senior partner for scanner launch and training: - $750• Net to Practice or Business: $4,785

• Monthly income on 40 ADR’s (@$130) $5,200 mo sales x 21% = $1,092 per month to practice ongoing (in 1st year = in excess of $12,000 on first 40 patients

Return on Investment in 1 Day

• With 40 patients on an average order of $130, the volume of sales for the second month forward will be $5,200. Commission paid (at 21% for this volume) would be $1,092 per month, generating $12,012 additional income over the next 11 months.

• Total earned in 1st year for one days scanning event: Day 1/Month 1: $4,785 Months 2 through 12: $12,012 Total First Year’s Income from One day scanning event: $16,797

• (Additional Income will be derived from rescans on these 40 patients during the first year.)

• Adding two new patients per week over the next year would add 100 more patients, generating an additional $35,000 of income annually. Based on this scenario, the scanner lease payments would be refunded each month (min. of 5 new ADR’s/mo. on a scanner

certified product).

1st Year’s Income from 1 Event

1st Year’s Income from 1 Event

In Summary• Company with a Mission• Scientific Validation

– Clinical Trials• Credibility

– 3rd party validation• Exclusive Measuring

Tool (scanner)• Unique products that

work• Total Wellness Program

satisfying demands of your patients & clients

• New Profit Center

Dr. Glenn Williams, D.C.Lori Hart

Ask the Health Care Professional