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
• Quality control specialists
Disciplines including
• Biochemistry
• Botany
• Molecular biology
• Natural Product Specialists
• Medicinal, analytical and • Pharmacology
process chemists • 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 2) Feed to
Formula Test
Largest Groups
Nutritional
Database in
the World
4) Track 3) Measure
Progress Results
LifePak 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
Ingredients
Gac Juice (Momordica cochinchinensis)

Cili Juice

Siberian Pineapple

Chinese Lycium

With Highly Bio-Available

Lipocarotenes™
 Lycopene (µg/g wet wt.)
2500
2227
2000

1500
70 times more
1000 than tomatoes!

500

31 41 54
0
Tomato Watermelon Guava Gac aril

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

 Vitamin C in Cili Fruit (mg/100g wet wt.)
2500 2500

2000

1500
60 times more
1000 than oranges!

500
30 45 71
0
Mandarin Orange Kiwi Cili
Zeaxanthin in Chinese Lycium (µg/g wet wt.)
1000
900 800
800
700
600
500 40 times more than
400 yellow corn!
300
200
100 18
0
Yellow Corn Ch.Lycium
 Beta-Carotene (µg/g wet wt.)
800
718
700
600
500
10 times more
400
300
than carrots!
200
100 76 79
48
0
Spinach Carrot Sw.Potato Gac aril

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

 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
 Next Up

Successful Scanning
by

Team Elite
Terry Fossum
 Successful Scanning

Your ADR Closing Rate should be

50–80% or more,
or you NEED to hone your skills!
 Successful Scanning

You need to internalize how CRITICAL

this is!
 Successful Scanning
Begin with the end in mind.
You are NOT there to:
Scan people
Get the word out
Let people know what their score is
You ARE there to:
GET PEOPLE ON LIFEPAK/G3
IT’S THE RIGHT THING TO DO!
 Steps to Successful Scanning

1. Establish Rapport
2. Importance of Antioxidants
3. Importance of Score
4. Their score
5. Nano/G3
6. Program Benefits
7. 3-Point Close
8. Follow up
 Establish Rapport

Eye Contact
Smile
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

Emphasize importance of score first

THEN tell them their score

A 50,000 to 100,000+ = Optimal

B 40,000 to 49,000 = Good SCORE
C 30,000 to 39,000 =
Moderate
D 20,000 to 29,000 = Weak
F 10,000 to 19,000+ = Poor
 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 need

Doctor’s cost
Every 6th month it’s FREE
Shipped directly to doorstep
Free Scans every 30 days (save $30 more!)
Money-back guarantee
 3 Point Close
To me:
- 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?

 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 office

is handicapped from the start…

And set up for a lack of success

 Critical

A well trained office

is 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 Success
STEP 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 Success
STEP 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 TRAINING
or
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 month

Best testimonial of the month.
Anything you or they can think of!

Prize can be 30 minute massage

More 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!
 Remembe r:

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!
 Getting Started
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 Solutions
Access to Specialized Training

Lease an S2 SCANNER!
90% 1 year buy-back policy
 SIMPLE
SIMPLE. .. .. .4-STEP
4-STEPSET-UP
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
 Proven Business Model
• 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!
 Return
Returnon
onInvestment
Investmentin
in11Day
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
 1 Year’s Income from 1 Event
st
1 Year’s Income from 1 Event
st
• 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).
 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
 Dr. Glenn Williams, D.C.
Lori Hart
Ask the Health Care Professional