pharmanex successful scan
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Implement scanner, Successful scan, followup and Pharmanex productTRANSCRIPT
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