roadshow guidelines - herbalife guidelines page 1 this roadshow manual is designed to provide you...

ROADSHOW GUIDELINES

This Roadshow Manual is designed to provide you with basic guidelines for operating your Roadshow to maximise the effectiveness of your event.

What is a Roadshow and why participate? Roadshows are a highly visible medium that give you instant access to purchase-ready shoppers, exposure in premium high traffic locations and reach the right demographic. It is an exciting and high-exposure sales and marketing opportunity that’s just too good to miss. A Roadshow is an interactive medium, which will enable you to discuss Herbalife in an environment full of prospects - the perfect prospecting opportunity! It’s easy, just hire space and put yourself in the perfect position to create awareness and sales. It is the ideal way to meet with prospects face-to-face. Choosing the right venue:

• Research into possible venues/events. You could contact your local shopping centre, fairs (eg. bridal, health), events (eg. sports), convention centres and trade associations. Or look into state-wide events that published on your state’s tourism site (see appendix for list of state websites). Consider the cost (does it include GST), duration of hire, what time you can gain access, where can you store items, etc?

• Choose the right event and find out the

expected numbers/traffic. Remember, bigger events or shopping centres are not necessarily the best fit - make sure you know if the stands serve as the main attraction on the day or if they are simply there for atmosphere (concert, sports competition etc).

• Suitable events are considered irregular or

one-off activities; regular attendance at weekly or fortnightly markets or other venues may be considered as a fixed retail environment even though you may not actually be selling products at the venue – this could be a breach of the Herbalife Rules. Check with your upline for further info. Casual appearances at such locations may be acceptable.

• You must register your Roadshow with Herbalife. This ensures that you have specific permission to conduct the Roadshow and helps avoid any potential breach of the Herbalife Rules.

• Determine how much it costs to be an exhibitor,

if permits are needed and whether these are included in the price. Ask what promotional items are permitted, eg. using a sound system, wet or dry sampling etc.

Preparing for the Roadshow: • Great planning is the key to a successful

Roadshow! Choose products to sample that have a good fit with your target market (eg. Formula 1 sachets, Liftoff™, Protein Bars, Instant Herbal Beverage sachets, Roasted Soy Nuts, NouriFusion™ samples etc).

• The more time you spend on event admin, the

less time you have for customers and leads. Pre-packaged samples that are easy-to-use are much better, eg. Liftoff™, Protein Bars, Formula 1 sachets. Sampling shakes involves a great deal of time and regulatory complexity, so should be considered carefully.

• Find out the space you’ll be given, the layout of

the venue and what set-up you’ll need to create. Determine what promo materials (banners, booths, tents etc.) you can utilise from your local STS Coordinator or buy directly from a supplier. Check with the venue on restrictions (eg. for Westfield shopping centres, most promo material cannot exceed 1.4m in height).

• Determine how many people you are allowed to

have on your team on the day (some shopping centres or events will restrict the number of people manning your booth so make sure you know the maximum number). Remember team work makes the dream work!

• Familiarise yourself and your team with

Government Food Handling Guidelines. You can download these from your State Government’s website. You should ensure you have a copy of these on-site if you are going to sample product.

• Body Fat Scales are an ideal drawcard to

conduct Wellness Evaluations. See the appendix for more information.

Staging a Roadshow:

• Remember, quality over quantity. Focus on connecting with people by drawing them in with a free sample, such as Protein Bars, then start a conversation and invite them to participate in a free Wellness Evaluation. Ask customers questions and share a brief story or experience. Try to get customers talking about themselves.

• Go early and rehearse with your team what will happen when attendees arrive. Your group leader will determine the individual assignment of tasks.

• Keep your team fresh by rotating people from working the booth to working out on the floor. Do not bring guests behind the stand or eat in the area.

• Wear Team Herbalife or LA Galaxy apparel and button as agreed upon with shift group leader so that all Distributors are wearing the same outfit on the same day.

• Get leads! As you undertake the Wellness Evaluation with them, ask them to recommend friends or family who may also benefit from a Wellness Evaluation. As they sample the product, ask questions, take notes and star the strongest leads.

• Initiate a follow-up. Before customers leave, hand them a gift bag of samples with a postcard or flyer and tell them you’ll be contacting them shortly to follow up. Suggested Lead Generation Method:

Offer free Protein Bar sample

Obtain free Personal Wellness Analysis (see appendix)

Free gift bag containing sample(s) (if more than one referral provided)

Following-up:

• Following-up is the most important step to build your customer base and increase your product sales. It’s best to contact the leads within 24 to 48 hours. If you have too many leads to contact, don’t feel overwhelmed - if you have a downline, give them some names to contact.

• Talk to your upline about what to say to customers during your follow-up.

• Track your results such as sales, website hits, calls returned, numbers of new customers and Distributors.

• Document successes and failures immediately or you might forget. This will help you spend your time more efficiently at your next event and the same event the following year.

• Share your results and photos with the Sales Dept. within one month of the Roadshow’s conclusion – total number of completed Wellness Evaluations and referrals etc, as well as the results of any successful follow-ups. Refer to Appendix for form.

“There’s pennies

in the sale but a fortune

in the follow-up” Jim Rohn

General Rules: • Distributors should be present for the entire

duration of their designated slot. If they need to leave for a short period of time, please notify the group leader. Absence for more than 30 minutes from the stand would mean they are forfeiting their right to participate.

• Unregistered or unassigned Distributors are not

allowed inside the booth and are not allowed to participate at any time. This includes distributing flyers or prospecting within the vicinity of the venue.

• All Distributors are not allowed to pre-advertise

or to make personal appointments to meet leads at the Herbalife booth.

• Be sure to tell people that you are a Herbalife

Independent Distributor and not a company employee. Make it clear to the prospect that he/she has been assigned to you and that all queries, clarifications and future dealings should be directly with you.

• Check whether the prospect has been previously

introduced to the company. If so, do not pursue the lead further and ensure that he/she goes back to the person who previously introduced him/her to the company.

• Family members registering interest should be

assigned to the same Distributor. Do not sample to children unless explicit permission has been given by the parent or guardian.

• Ensure that nutritional information is supplied

with all samples (eg. supply a protein snack flyer with a protein bar sample) and that the prospect is made aware of the nutritional content.

• The selling or display of products is not

allowed. Familiarise yourself with the Herbalife Sales & Marketing Plan Rules, in particular the Displaying and Selling of Products.

• Flyers are not allowed to be handed out

outside of the booth area at any time unless the venue specifically permits it.

• Gloves are to be worn at all times when

handling food. Please also make sure that you adhere to any Food Handling Guidelines – you should have a copy available at the booth.

• The venue organisers will not be responsible

for any loss or damage, so please remember to secure your personal, as well as any company, belongings.

Roadshow Checklist:

□ Identify your venue, check availability and cost of space.

□ Seek approval from your upline TAB Team member(s)

□ Ensure you have adequate public liability insurance.

□ Submit Roadshow Registration form to the Sales Dept. at least 5 working days prior to the start date.

□ Familiarise yourself with any local Council and Government Regulations.

□ Ensure you have sufficient qualified Distributors who are available to staff the Roadshow and do not exceed the maximum number of people allowed in the venue.

□ Arrange the appropriate support material; banners, literature and product etc.

□ Communicate to all participants arrival times, shift times, required clothing, rules etc.

□ Conduct Roadshow according to the Rules as laid out in this Manual

□ Share your results and photos with the Sales Dept. within one month of the Roadshow’s conclusion.

Supplies Checklist (choose all those which apply):

□ Protein Bars (citrus lemon)

□ Formula 1 samples

□ Instant Herbal Beverage samples

□ Liftoff

□ NouriFusion samples

□ Herbal Aloe samples

□ Protein Snack Flyer

□ Formula 1 Flyer

□ Liftoff Sample Card

□ NouriFusion Sample Card

□ Shake Recipe Flyer

□ Lean Protein Estimator

□ Product Information Guide

□ Mini Product Brochure

□ Healthy Living Magazine

□ Today Magazine

□ Food Handling Guidelines

□ Gift bags

□ Branded clothing (Team Herbalife or LA Galaxy)

□ Lose Weight Now buttons

□ Body Fat Scales & spare batteries (see Appendix for ordering details)

□ Branded items (banners etc)

□ Furniture (eg. ottoman cubes)

□ Clipboards

□ Pens

□ Wellness Evaluation forms (see Appendix)

□ Results form (see Appendix)

□ Referral forms (see Appendix)

□ Tape Measure

□ Notepad

□ Diary (for making appointments)

□ Camera

□ Disposable gloves

□ Hand sanitiser

□ Disinfectant wipes

□ Cleaning spray & cloth

□ Chopping board & knife

□ Disposable plates

□ Toothpicks & container for disposing of used ones

□ Bin & bin liners

*** We thank your for your support in adhering to these guidelines which will help us to maximise the effectiveness of Roadshows in the promotion of the Herbalife brand and products. Should you have any queries or concerns please contact the Australia and New Zealand Sales Department: Australia Phone: (08) 8351 0230 Email: S&[email protected] New Zealand Phone: 0800 437 225 Email: S&[email protected]

***

APPENDIX

Useful links

- State Event listings 7 Roadshow Registration Form 8 Results Form 9 Referral Form 10 Step-by-step guide to conducting a Wellness Evaluation 11 Wellness Evaluation using Lean Protein Estimator 12 Wellness Evaluation Answers & BMI Chart 14 Wellness Evaluation using Tanita Scales 15 Interpreting Tanita Scales Readings 16 Tanita Healthy Ranges 17 Tanita Scales Order Form Australia 18 Tanita Scales Order Form New Zealand 19 Public Liability Insurance Information Form 20 Public Liability Insurance Order Form 23 Westfield Shopping Centres information

USEFUL LINKS STATE EVENT LISTINGS:

ACT www.visitcanberra.com.au NSW www.visitnsw.com.au/events NT www.tourismnt.com.au/events QLD www.queenslandholidays.com.au/events VIC www.visitvictoria.com/events SA www.southaustralia.com/events TAS http://events.development.tas.gov.au/Events/Controller/index.asp WA www.westernaustralia.com/uk/Things_to_See_and_Do/Events/Pages/Events.aspx

ROADSHOW REGISTRATION FORM

Organisers Details: Name: __________________________________________________________________________________ Distributor ID#: _______________________________ Team Status: __________________________________ Phone: _______________________________ Mobile: __________________________________ Email: __________________________________________________ Exhibition Details: General Information on the Exhibition / Venue: _____________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ Exhibition Date: _______________________________ Duration: __________________________________ Time: (from) _______________________AM (to) ________________________PM Participants Details: 1) Name: _________________________________ Distributor ID#: _________________________ 2) Name: _________________________________ Distributor ID#: _________________________ 3) Name: _________________________________ Distributor ID#: _________________________ 4) Name: _________________________________ Distributor ID#: _________________________ 5) Name: _________________________________ Distributor ID#: _________________________ 6) Name: _________________________________ Distributor ID#: _________________________ If you have any additional participants please submit a second or third form completing only the “name” in the “personal details” section and the remaining participant’s details in the “participant details” section. On completion of the registration form please either fax or email to Herbalife sales no less than 5 working days before the commencement of your Roadshow. Australia: Fax: (08) 8234 4029 or Email: S&[email protected] New Zealand: ph: (08) 8234 4029 or Email: S&[email protected]

ROADSHOW RESULTS FORM

Organisers Details: Name: __________________________________________________________________________________ Distributor ID#: _______________________________ Mobile: __________________________________ Exhibition Details: General Information on the Exhibition / Venue: _____________________________________________________________ __________________________________________________________________________________________________ __________________________________________________________________________________________________ Exhibition Date: _______________________________ Duration: _________________________________ Estimated Visitors: _______________________________ Members in Team: _______________________________ Total number of leads collected: (Wellness Evaluations) Total number of referrals collected:

1st Month 2nd month 3rd month

1st week

2nd week

3rd week

4th week

1st week

2nd week

3rd week

4th week

1st week

2nd week

3rd week

4th week

No. of Customers

No. of Distributors

No. of Consultants

No. of Success Builders

No. of Supervisors

Total Retail after Roadshow (RM):

Total Volume Points :

Please complete the above table and send in your results on a monthly basis for three months following your Roadshow. These results are to be sent to; Australia: Fax: (08) 8234 4029 or Email: S&[email protected] New Zealand: ph: (08) 8234 4029 or Email: S&[email protected]

Day

1 Day

2 Day

3 Day

4 Day

5 Day

6 Day

7 Day

8 Day

9 Day 10

Day

1 Day

2 Day

3 Day

4 Day

5 Day

6 Day

7 Day

8 Day

9 Day 10

REFERRAL FORM

Referred by: ___________________________ Distributor name: ___________________________ Date/Time ___________________________ Name _____________________________________________ Telephone Number _____________________________________________ E-Mail _____________________________________________

Name _____________________________________________ Telephone Number _____________________________________________ E-Mail _____________________________________________

Name _____________________________________________ Telephone Number _____________________________________________ E-Mail _____________________________________________ Name _____________________________________________ Telephone Number _____________________________________________ E-Mail _____________________________________________ Name _____________________________________________ Telephone Number _____________________________________________ E-Mail _____________________________________________

STEP-BY-STEP GUIDE TO CONDUCTING A WELLNESS EVALUATION

Step 1 Ask if someone if they might like to participate in a free Wellness Evaluation. (You can also draw them in by offering a free Protein Bar sample) Step 2 Ask whether the prospect has ever heard of Herbalife before or been previously introduced to the company. If already introduced, do not pursue anymore but entertain just the same and make that sure he/she goes back to the person who introduced him/her to the company. Step 3 Ask them their personal details and fill in the top section of the Wellness Evaluation form. Conduct your evaluation using Body Fat Scales or Lean Protein Estimator (LPE) method. If using LPE, proceed to step 6. Step 4 Put the prospect’s personal Height and Age into scales. Then ask them to step on to the scales (ensure they have removed their socks and shoes or the readings will not be accurate) and obtain the weight and body fat reading whilst they are still standing on the scales Step 5 Ask them to step off the scales and then press each button in turn to obtain the other readings. Step 6 Compare these results with the Healthy Ranges and/or BMI charts. Step 7 Show them your pitch book (if you have one) or go through a Product Information Guide saying that you can provide them with further information on nutrition and weight management. Step 8 How did they feel about the results and is there some area of the results that would like to address? Recommend a Herbalife Programme targeted towards their specific needs. Step 9 Ask if they would like to receive FREE samples from Herbalife’s weight management and nutritional product range if they can recommend up to three of their friends who would be interested in our cutting edge products! Step 10 Cross promote! Invite them to a Herbalife Opportunity Meeting, a Weight Loss Challenge or a Nutrition Club. Step 11 You keep the Wellness Evaluations for follow-up - ensure that you have all the details you need including email address and phone number. You may wish to email them their results as part of your follow-up.

PERSONAL WELLNESS EVALUATION

Name: _______________________________________________________________________________________________ Address: _______________________________________________________________________________________________

_______________________________________________________________________________________________ Phone: ________________________________ Mobile: _______________________________________ Email: __________________________________________________ What are your reasons for having a wellness evaluation today? _________________________________________________________ ________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________ Do you have any specific health and wellness goals? __________________________________________________________________ ________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________ Height: ______ Weight: ______ Age: ______ BMI: ______ Protein Factor range: ________ Calories burned per day: ________ Resting metabolic rate (calories burned at rest): ___________

Do you eat more meals with poultry, lean meat, fish and plant (soy) proteins rather than steaks, roasts and other red meats?

Yes □ No □

Do you eat a variety of colourful fruits and vegetables, and do you eat at least five servings of vegetables and two of fruit a day?

Yes □ No □

Do you consume primarily wholegrains (100% wholewheat bread and pasta, brown rice) rather than regular pasta, white rice and white bread?

Yes □ No □

Do you eat ocean-caught fish at least three times a week?

Yes □ No □

Do you avoid the intake of fried foods, dressings, sauces, gravies, butter and margarine?

Yes □ No □

Is your digestive system free of indigestion or irregularity?

Yes □ No □

Do you get a minimum of 30 minutes of exercise three to five days a week?

Yes □ No □

Do you maintain a stable and appropriate weight?

Yes □ No □

Do you usually have time to prepare balanced meals, rather than takeaways or eating on the run?

Yes □ No □

Do you stay away from fizzy drinks and typical snack foods throughout the day and after dinner?

Yes □ No □

Are you free of water retention and bloating?

Yes □ No □

Do you have the energy and focus you need to meet your daily challenges?

Yes □ No □

Do you drink at least eight glasses of water a day?

Yes □ No □

Are you getting your recommended daily allowance of calcium? (Men <70 & Women <50 = 1000 mg; Men >70 & Women >50 = 1300 mg)

Yes □ No □

Are your blood pressure, triglycerides and bad cholesterol levels in the normal range?

Yes □ No □

WELLNESS EVALUATION ANSWERS 1. Do you eat more meals with poultry, lean meat, fish and plant (soy) proteins rather than steaks,

roasts and other red meats?

White meat of chicken or turkey and ocean-caught fish provide less fat and saturated fat than most cuts of red meat or pork. It is important to eat more of these ‘better-for-you’ meats rather than high-fat meats such as hot dogs, steaks and roasts, and to balance your proteins by eating some plant proteins such as soy every day. 2. Do you eat a variety of colourful fruits and vegetables, and do you eat at least five servings of

vegetables and two of fruit a day?

It is important to eat at least five servings of vegetables and two servings of fruit per day to get the fibre, vitamins and minerals these foods contain. Eat a wide range of different-coloured fruits and vegetables to get a variety of phytochemicals and antioxidants only found in plants that help keep you healthy. 3. Do you consume primarily wholegrains (100% wholewheat bread and pasta, brown rice) rather

than regular pasta, white rice and white bread? Processed and refined grains provide mainly starch as empty calories. It is important to get wholegrain baked goods so that you get all the goodness from whole grains including the vitamins, fibre and protein found in these important foods. 4. Do you eat ocean-caught fish at least three times a week? Ocean-caught fish have healthy fish oils that may help to reduce the risk of heart disease when eaten as part of a healthy diet. They are also generally lower in fat than other meats and can help you maintain a healthy body weight. 5. Do you avoid the intake of fried foods, dressings, sauces, gravies, butter and margarine? Fried foods, dressings, gravies, sauces, butter and margarine add lots of calories and saturated fat to your diet even when eaten in small amounts. Since it is difficult to control the portions you eat, it is best to avoid these foods as much as possible. 6. Is your digestive system free of indigestion or irregularity? Being regular is important in order to eliminate toxins from your body. Indigestion or irregularity can be reduced by eating at least 30 grams of fibre per day from fruits, vegetables and wholegrains, drinking six to eight glasses of water per day and reducing stress through mild exercise or meditation. 7. Do you get a minimum of 30 minutes of exercise three to five days a week? Getting exercise that stimulates your heart at least three to five days per week for a least 30 minutes will help keep your cardiovascular system healthy, help maintain a healthy body weight and can help reduce stress. 8. Do you maintain a stable and appropriate weight? Maintaining a healthy and appropriate weight can be achieved with regular exercise and by following a diet that is based on low-fat proteins, fruits, vegetables and controlled portions of wholegrain foods. Many people go through cycles of weight gain followed by quick weight loss, which can lead to loss of lean tissue and reduced metabolic rate. 9. Do you usually have time to prepare balanced meals, rather than takeaways or eating on the run? With our busy lives, it is tempting to pick up prepared foods or fast foods, and we often eat while we are doing other activities. There are many convenience items, such as pre-washed salad greens, frozen vegetables, pre-cut fruits and quick-cooking poultry portions that make healthy meals quick to put together.

10. Do you stay away from fizzy drinks and typical snack foods throughout the day and after dinner? Snacking on healthy fruits and vegetables is one thing, but high-fat, high sugar treats are foods people may turn to out of stress, boredom or habit. Try replacing these foods with healthier snacks, or enjoy a hot cup of tea to help you relax. 11. Are you free of water retention and bloating? Excess weight can sometimes simply be retained water. Bloating and swollen ring fingers are clues that this may be happening, and it is important to maintain normal water balance. 12. Do you have the energy and focus you need to meet your daily challenges? We all want to perform at our best during the day. Regular exercise and stress management can help you sleep better and feel rested and energised for the day. 13. Do you drink at least eight glasses of water a day? If you wait until you are thirsty before you drink water, you may already be slightly dehydrated. Your body requires water for many functions, and being well hydrated helps keep your skin and other tissues healthy. 14. Are you getting your recommended daily allowance of calcium? (Men <70 & Women <50 = 1000mg; Women >50 & Men >70= 1300 mg) Calcium is important for bone health, and also helps to keep blood pressure in check. The best dietary sources are low-fat dairy products and calcium-fortified foods. Since most people don’t eat enough servings of dairy products daily, a combination of foods and supplements is often needed. 15. Are your blood pressure, triglycerides and bad cholesterol levels in the normal range? Elevated blood pressure, triglycerides and cholesterol can put you at risk for cardiovascular disease. Regular exercise and a low-fat diet rich in plant foods, fibre and healthy fats from fish can help control these factors.

BODY MASS INDEX

% Body Fat __________% Basal Metabolic Rate __________ kcal % Total Body Water _______% Metabolic Age __________ yrs Muscle Mass __________ kg Bone Mass __________ kg

Physique Rating 1 2 3 4 5 6 7 8 9 Visceral Fat Rating _________

Name _____________________________________________ Address _____________________________________________ City/State _____________________________________________ Telephone Number _____________________________________________ E-Mail _____________________________________________ Age ____________ years Sex Male □ Female □ Height ____________ cm Hours of Exercise / Week ____________ hours Weight ____________ kg

Date _____/_____/20_____ What is missing from your life in order for you to achieve health and well-being? __________________________________________________________________________________________________________________________________________________________

What Does Wellness Mean?

Personal Wellness Evaluation using bio-electrical impedance analysis:

It is all about feeling better and

looking better

Mark Hughes, Founder of Herbalife

Wellness is all about waking up every morning with enough time, energy and freedom to live life as you wish.

Anonymous

The condition of good physical and mental health, especially when maintained by proper diet, exercise, and habits.

American Heritage Dictionary

INTERPRETING TANITA SCALE READINGS: Body Fat %

Too much or too little body fat can put your health at risk. This highly accurate monitoring technique shows you in seconds if you are in the healthy range based on your age, sex and height. Use regularly to see the effect of your diet and exercise programme. This will motivate you to follow a healthy lifestyle and keep within the healthy range.

Body Water % Helps you understand how your body's composition changes as your hydration levels change. It is important to drink plenty of water a day to stay healthy (minimum of 2 litres/3½ pints per day).

Bone Weight / Mass Indicates the weight of bone mineral in the body. The development of muscle tissue has been shown to encourage stronger, healthier bones. It is important to develop and maintain healthy bones through plenty of exercise along with a calcium rich diet.

Muscle Mass Displays the amount of muscle in the body. For every extra pound of muscle gained the body uses approximately 50 extra calories a day. Any user who experiences a change in their muscle mass should monitor and adapt their calorie intake accordingly. Because muscle is denser than fat, monitoring muscle mass gives a more accurate understanding of a person's overall composition and changes in their total body weight.

Basal Metabolic Rate Indicates the number of calories your body burns when at rest. Unlike other methods of calculating BMR, Innerscan Fitness takes the amount of muscle in your body into account, giving a more accurate picture of your dietary requirements. Your BMR will tend to decrease as you get older – you can help prevent this through a regular routine of cardiovascular exercise and increased activity.

Metabolic Age Rating Your BMR starts to decrease after the age of 17 and the metabolic age rating indicates what age level your body is currently rated at. The results range guide covers ages between 12 and 50 years old.

Visceral Fat Rating

Visceral fat surrounds the internal organs in the stomach/trunk area of your body. High levels of visceral fat increase the risk of high blood pressure, heart disease and type 2 diabetes. Monitoring your results can help you adjust your lifestyle to stay in the low risk range. The Visceral Fat Healthy Range shows if the amount of visceral fat you have is healthy.

Physique Rating Describes your overall physique or body shape by examining the balance between the amounts of body fat and muscle in your body.

Athlete Mode For people who do more than 10 hours a week intense exercise and who have a resting heart rate of under 60 beats per minute.

Herbalife has negotiated discounted rates at Westfield Shopping Centres. If you would like to enquire into availability please contact Herbalife Sales directly on: Australia: ph: (08) 8154 0230 or Email: S&[email protected] New Zealand: ph: (08) 8154 0230 or Email: S&[email protected] Please be aware of the following locations, traffic, price and loadings detailed on the following page:

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