USANA Distributors Overcharged For Product In Order To Fund Pyramid Scheme

UNITED STATES 

USANA ASSOCIATE PRICE LIST

VS

NBTY EQUIVALENT PRICE LIST

See what USANA products could cost if manufactured by a non-MultiLevel Marketing company.

View the PDF version of this article: 

USANA Distributors Overcharged For Product In Order To Fund Pyramid Scheme

By using USANA’s cost to manufacture each product and applying that same figure to NBTY’s costs, you can see how much more USANA charges it’s distributors for their products, which is primarily due to USANA’s very high distributor incentive expense (distributor commissions and bonuses). This also eliminates quality, potency, and pharmaceutical GMP differences the two companies might have by using the same manufacturing cost. See full detailed explanation at the bottom of this article.


USANA DISTRIBUTOR PRICE represents the discounted price USANA gives their distributors. (10% below preferred pricing)

NBTY DISTRIBUTOR PRICE represents the equivalent price if NBTY manufactured the same product instead.

USANA 2014 10K SEC Filing – Average Cost of Sales: 17.81%
NBTY 2014 10K SEC Filing – Average Cost of Sales: 54.29%
 
Approximated NBTY DISTRIBUTOR PRICE = (USANA DISTRIBUTOR PRICE * 17.81%) / 54.29%

	ITEM #	PRODUCT	USANA DISTRIBUTOR PRICE	NBTY DISTRIBUTOR PRICE Approximated
ESSENTIALS	107	MyHealthPak	Custom	Custom * 0.328%
	100	HealthPak	$108.00	$35.43
	101	Essentials	$44.06	$14.45
	101	Essentials Kosher	$44.06	$14.45
	101	Essentials Green	$44.06	$14.45
	102	Chelated Mineral	$14.81	$4.86
	103	Mega Antioxidant	$34.16	$11.21
	106	Mega Antioxidant without Vitamin K	$34.16	$11.21
OPTIMIZERS	109	Vitamin D	$17.96	$5.89
	110	Proflavanol C100	$35.96	$11.80
	120	Active Calcium	$17.06	$5.60
	121	Active Calcium Chewable	$22.46	$7.37
	122	BiOmega	$20.21	$6.63
	123	CoQuinone 30	$35.06	$11.50
	126	Ginkgo-PS	$29.65	$9.73
	128	Palmetto Plus	$22.01	$7.22
	129	PhytoEstrin	$18.86	$6.19
	131	Procosa	$27.90	$9.15
	134	Visionex	$28.31	$9.29
	141	Pure Rest	$14.36	$4.71
	143	Booster C 600	$28.31	$9.29
DIGESTION/DETOX	108	Probiotic	$23.36	$7.66
	111	Digestive Enzyme	$26.96	$8.84
	135	Hepasil DTX	$30.56	$10.02
	226	Fibergy Plus	$26.96	$8.84
MOTHER/CHILD	104	Body Rox	$20.25	$6.64
	105	Usanimals	$12.56	$4.12
	144	BiOmega Jr.	$15.26	$5.00
	151	BabyCare Prenatal Essentials	$44.06	$14.45
	165	Children’s Complete Duo	$22.46	$7.37
NUTRIMEAL	209	Nutrimeal Free, Protein Drink Mix	$26.96	$8.84
	202	Nutrimeal Chocolate Whey, Protein Drink Mix	$26.96	$8.84
	210	Nutrimeal Dutch Chocolate, Protein Drink Mix	$26.96	$8.84
	211	Nutrimeal French Vanilla, Protein Drink Mix	$26.96	$8.84
	212	Nutrimeal Wild Strawberry, Protein Drink Mix	$26.96	$8.84
SNACKS & BARS	236	Peanutty Bliss, Protein Snack	$27.86	$9.14
	235	Choco Chip, Protein Snack	$27.86	$9.14
	237	Fudge Delite, Protein Snack	$27.86	$9.14
	238	Berry Nutty™ Nutrition Bar	$35.96	$11.80
RESET	251	5-Day RESET Kit	$99.86	$32.76
	251	RESET Kit 4-Pack	$346.50	$113.68
ACCESSORIES	752	BlenderBottle	$5.36	$1.76
	754	Pedometer	$13.46	$4.41
	291	Pedometer / BlenderBottle Duo	$16.16	$5.30
REV3	138	Rev3 Energy	$28.76	$9.43
	139	Rev3 Energy Surge Pack	$28.76	$9.43
	139	Rev3 Energy Surge Pack	$47.70	$15.65
SKIN CARE	300	Gentle Daily Cleanser	$15.26	$5.00
	301	Hydrating Toner	$12.56	$4.12
	302	Daytime Protective Emulsion w/ SPF 15	$31.73	$10.41
	303	Night Renewal Crème	$30.15	$9.89
	304	Serum Intensive	$35.33	$11.59
	305	Perfecting Essence	$41.63	$13.66
	306	Eye Nourisher	$20.66	$6.78
	307	Rice Bran Polisher	$13.46	$4.41
	308	Nutritious Crème Masque	$15.26	$5.00
BODY & HAIR CARE	311	Energizing Shower Gel	$14.36	$4.71
	753	Shower Gel Pump	$0.23	$0.07
	312	Revitalizing Shampoo	$14.36	$4.71
	313	Nourishing Conditioner	$15.08	$4.95
	314	Firming Body Nourisher	$19.94	$6.54
	315	Intensive Hand Therapy	$12.15	$3.99
	391	Natural Loofah Glove	$4.05	$1.33
	391	Body Polishing Glove	$3.56	$1.17
	399	Natural Whitening Toothpaste	$7.47	$2.45
	760	Mirror	$4.95	$1.62
COMBINATION PACKS	350	Deluxe Pack w/ Perfecting Essence	$145.67	$47.79
	350	Deluxe Pack w/ Serum Intensive	$145.67	$47.79
	350	Deluxe Pack 4-Pack w/ Perfecting Essence	$382.50	$125.49
	350	Deluxe Pack 4-Pack w/ Serum Intensive	$382.50	$125.49
	351	Sensé Basic Pack	$72.90	$23.92
	351	Sensé Basic 4-Pack	$190.80	$62.60
	354	Sensé Hair & Body Pack	$67.95	$22.29
	360	Sensé Shower Pack	$37.80	$12.40

 

By calculating USANA's estimated cost to manufacture each of their products, we can have NBTY manufacture the same exact product at USANA's estimated cost and determine what a distributor could pay if purchased from NBTY rather than USANA. This reveals how USANA distributors are paying way too much for USANA product so USANA can fund their pyramid scheme (see associate incentive expense below).

Example:
USANA HealthPak sold to their distributors for $108
It costs USANA approximately $19.24 to manufacture the HealthPak ($108 * 17.81%)
Now have NBTY manufacture the same exact product and have it cost them $19.24 to manufacture
NBTY could sell the HealthPak to their distributors for only an estimated $35.43 ($19.24 / 54.29%)

Why should USANA distributors be overcharged and left holding the bag?

USANA	10-K 2014 SEC Filings
Dollar value in thousands	Value	% of Net Sales
Net Sales	$790,471	100.00%
Cost of Sales	$140,794	17.81%
Associate Incentives (Commissions & Bonuses)	$349,044	44.16%
Selling, General and Administrative (SG&A)	$184,531	23.34%
Advertising (part of SG&A)	$4,942	0.63%
Research and Development (part of SG&A)	$5,128	0.65%
Earnings from Operation	$116,102	14.69%
http://www.sec.gov/Archives/edgar/data/896264/000104746915002349/a2223703z10-k.htm
NBTY	10-K 2014 SEC Filings
Dollar value in thousands	Value	% of Net Sales
Net Sales	$3,205,778	100.00%
Cost of Sales	$1,740,417	54.29%
Advertising, Promotion and Catalog	$202,754	6.32%
Selling, General and Administrative (SG&A)	$952,533	29.71%
Goodwill & Intangible Asset Impairment Charges	$207,334	6.47%
Earnings from Operation	$102,740	3.20%
http://www.sec.gov/Archives/edgar/data/70793/000104746915008748/a2226563z10-k.htm

Detailed Explanation:

As a distributor, your job is to retail product to customers and the reward is a decent profit margin on the sale. However, USANA has chosen to make commissions and bonuses (distributor incentives) the primary reward. USANA pays commission to distributors who have generated "Group Sales Volume" points from product purchases made by either preferred customers or downline distributors. As a result of USANA's compensation plan, USANA pays out 43.5% of their sales as distributor incentives, which is reported in USANA 2014 10-K SEC filings. To put in perspective, the HealthPak sells to USANA distributors for $108. From that, $46.98 is used to pay commissions, which does not go toward the distributor who retails product, but rather primarily to those with the largest downlines.

This enormous expense forces USANA to drastically raise the price their products are sold to their distributors to the point distributors cannot realistically retail the product, not to mention preferred customers get the product at the same price distributors get it. This causes distributors to focus on selling a business opportunity and recruit new distributors rather than selling product. In order for distributors to participate in USANA’s compensation plan or contests, you must personally purchase over $100 worth of product every four weeks. Unfortunately, even though USANA pays out almost half of their net sales as distributor incentives, the vast majority of distributors never earn a profit and only a few at the top of the distributor network hierarchy make enough to recognize a profit. The result is a pyramid scheme. The more distributors in one's downline, the more commission one is likely to receive. Because distributors are required to personally purchase product, commissions are almost guaranteed to those who joined earlier and are higher up the chain.

Now that you have a basic understanding of the distributor incentives as a percentage of USANA's net sales, we must now look at USANA's average cost to manufacture the product. This is known as the "cost of sales" and is reported in USANA's 2014 10-K SEC filings as 17.81%, which consists of expenses related to raw materials, labor, quality assurance, and overhead costs directly associated with the production and distribution of the product. So a $108 HealthPak is estimated to cost USANA $19.24 to produce. In other words, USANA sells the HealthPak to their distributors at 5.6 times their cost to manufacture and produce that HealthPak.

In contrast, dietary supplement manufacturer NBTY is not a multilevel marketing company. According to their 2014 10-K SEC filings, NBTY’s cost of sales represents 54.29% of the net sales. As a result, NBTY sells product to their distributors at only 1.8 times their cost to manufacture. One glaring difference is that they do not have a very large distributor incentive like USANA does. If the same HealthPak product was manufactured at NBTY at the same cost of $19.24 as it did with USANA, then NBTY would be able to sell it to their distributors for an estimated $35.43 instead of USANA's $108 price tag.

By removing the focus of recruiting an endless chain of distributors (in what I believe is a massive pyramid scheme) by greatly reducing or eliminating altogether the distributor incentives, product sold to USANA distributors could be much more affordable and allow distributors to retail the product for a substantial profit margin. In fact, if USANA distributors purchased the HealthPak for $35.43, they could resell it for a 100% profit margin and it would still be much cheaper than the $108 USANA distributors currently pay.

This document shows all USANA products sold in the United States, the price USANA distributors pay for each product from USANA (MultiLevel Marketing company), and the estimated price distributors could pay if the same product was instead manufactured and distributed by NBTY (non-MultiLevel Marketing company).

USANA May Have Made Half a Billion Dollars In Sales From Conducting Illegal Multi-Level Marketing In Mainland China

USANA May Have Received at Least $440 million From Illegal Sales in Mainland China Since 2007

It may be that by secretly recruiting hundreds of thousands of Chinese Nationals as USANA distributors, which violates China's direct selling laws and possibly the Foreign Corrupt Practices Act (FCPA), USANA may have received $440 million from illegal sales in mainland China since 2007. USANA is a Multi-Level Marketing (MLM) company that makes most of its revenue from the product purchased by their sales reps also known as distributors. Mainland China has banned MLM, but that has not stopped USANA from recruiting China's citizens. USANA has hidden this information from investors, auditors, and regulators.

USANA is allowed to conduct MLM business in Hong Kong, which has a population of about 7 million. USANA has also purchased a company called Babycare, which has a direct selling license in mainland China through Single-Level Marketing, which means there are no downlines or commissions paid to any upline members. Since 2009 USANA's revenue for Hong Kong began increasing at a very rapid pace, which outpaced any of their other markets. The number of distributors they reported each quarter was such that 1 in every 100 Hong Kong citizens would have to be a USANA distributor, which was absurd since the ratio of USANA distributors in the United States is about 1 in every 3600 people. USANA's sales in Hong Kong peeked to $48.5 million in the fourth quarter of 2012. Since then, there has been a sharp decline in Hong Kong Sales at the same time a sharp increase in Babycare sales. As of last quarter (Q2-2012) USANA made only $15.4 million from Hong Kong. This is a substantial decline in sales, yet USANA has simply brushed it off as an expected decline as members join Babycare in mainland China rather than USANA in Hong Kong.

What's the big secret you may ask? In order to circumvent foreign laws, USANA recruited Chinese Nationals into USANA and had them register using a fake address in Hong Kong ("Room 1906 Kwong Yat House" for example). This way all of the Chinese citizens appear to be residing in Hong Kong when in fact they lived in areas such as Beijing. They did not join to spend $1000 USD (¥ 6100 CNY) on vitamins because they simply wanted the product (otherwise they would have been Preferred Customers), but joined as distributors so they can participate in MLM, which China considers is a pyramid scheme. Many if not most of them joined with a "3-business center" plan, which means they were sold the idea that they can maximize their profits if they start with the ability to create a bigger downline. Again, all of this is outlawed in mainland China, but that didn't stop USANA from swindling about $440 million from China. But remember, according to USANA these Chinese distributors reside in Hong Kong using the same phoney address!

The evidence that Chinese Nationals signed up as USANA distributors in Hong Kong can be found within the genealogy reports from those distributors who are their upline. The following link was a genealogy report from an upper level USANA distributor who had thousands of Chinese Nationals in their downline. USANA has since blocked the link, but here it is for historical record.
http://www.usana.com/DlmXlsServlet.xls?savedReportId=32397555
I have retained a copy of this document however:  www.mlmpyramid.com/USANA_32397555.xls

The Appearance That Babycare Has Been Growing at a Rapid Rate During The Last Several Quarters May Be Nothing More Than The Manipulation of Number.

USANA has claimed Babycare is growing in mainland China. However, it may be nothing more than the transfer of sales from Hong Kong to Mainland China. Sales that were once attributed to USANA's Hong Kong market is now simply being reported in Babycare. USANA's auditor KPMG LLP should investigate the sales that were once reported as Hong Kong and now seem to be reported as Babycare. So the whole notion that USANA is “growing” its Babycare subsidiary may not be true.

On USANA's last quarter's conference call, Dave Wentz was asked where he projects Hong Kong's sales should stabilize (in light of the rapid decline in sales). Dave Wentz responded with the following (my emphasis in bold highlight):

"Well, Hong Kong's a fairly small market, population wise. And so we believe it will be -- I mean, if you were to compare it to other markets at the same population size, we expect it to be more successful than a number of them. But there will be a level that hits it right, that matches the market size and the number of leaders that we have there. But a lot of focus has moved from Hong Kong to China, as we all know, and that's where a much bigger opportunity is." - Seeking Alpha Transcript

It would seem to me that Dave is trying to justify Hong Kong's declining sales and distributor numbers. He should have simply told investors the truth that Hong Kong's numbers have been grossly overstated for the last several years because the sales were actually from mainland China instead of Hong Kong. Now what if we interpolate the sales from 2007 to the last quarter and consider anything above that line to be from mainland China? I choose 2007 because of evidence that shows Chinese Nationals being recruited into USANA since 2007 using a phoney address as seen in the genealogy report I referenced above.

USANA has been telling investors and stock analysts that Babycare has picked up business in China. However, this might not actually be true. I believe USANA is simply transferring the reported sales from one territory to another to make it appear as if business is growing in China. As you can see, Q1-2013 is the start at which Babycare sales started to sky rocket. This may actually simply be the transfer of reported sales from one market to another. Notice that Hong Kong decreases by almost the same amount Babycare China increases.

Many years ago USANA began recruiting Chinese Nationals from mainland China into their multilevel marketing compensation plan in Hong Kong. China's direct selling law forbids multilevel marketing from being conducted. So what USANA did is have those from China's mainland sign up using a phoney residential address in Hong Kong.

It's one thing if a few rogue USANA associates were breaking the law by signing up people from mainland China. It's another thing for USANA to knowingly circumvent China's laws and have them all share the same phoney address in Hong Kong when they sign up. This may be a violation of the Foreign Corrupt Practices Act. The extent of this violation isn't about a couple dollars from a few bad associates. In fact, it may be closer to $440 Million over the last 6 years that actually is the direct result of Chinese Nationals in mainland China who were illegally participating and conducting a multilevel marketing scheme within their country.

USANA has in the past stated that an undisclosed amount of people from mainland China are purchasing product from Hong Kong for their own personal use and not building a USANA business. Then over the last year, USANA has stated that they have a new policy that restricts people from purchasing USANA product from outside their own market. So those from mainland China are not suppose to purchase USANA product from Hong Kong anymore. USANA has also stated that they are shifting their focus from Hong Kong to Babycare in China. They also admitted that some of those who were signed up in Hong Kong will now be signed up in Babycare in China.

Why Did So Many of USANA's Hong Kong Full-Time Leaders Vanish?

USANA distributors who are able to obtain at least 10,000 sales volume FROM their downline (5000 points on their left leg and 5000 on their right leg) each week for 4 consecutive weeks are given titles such as Gold Director, Ruby Director, Emerald Director, Diamond Director, and Star-Diamond Director. USANA labels this class of distributors as “FULL-TIME DISTRIBUTORS”. Anyone beneath this ranking USANA classifies as only “PART-TIME DISTRIBUTORS”.

Reading USANA's recruiting material one may believe there are a lot of distributors with these high rankings. Those that reach this level can be making $50,000 in commission to over $1 million in commission per year. USANA has had over 2,000,000 distributors since they began in 1992. Over the last several years I have collected data of USANA distributor leadership rankings. As of June 2014 there are only about 3141 USANA distributors in the world that are a rank of Gold Director or higher (full-time), which is an unknown fact that is not disclosed to investors or even new distributors before or after they sign up. Interestingly, over the last two year 531 FULL-TIME USANA distributors have dropped out or have been terminated. Remember, these are distributors who are highly ranked, collecting thousands if not millions in commissions from USANA (approximately $38 million each year according to 2006 US Associate Earnings Documents).

The bigger eye opener is that out of the 531 Full-Time distributors that have left, 378 of them are from Hong Kong alone! 12 Diamond, 7 Emerald, 59 Ruby, and 300 Gold Directors have been removed from Hong Kong and possibly transferred to Babycare. If these members were making the kind of commissions their USANA rank suggests, and they were kicked out of USANA and turned into Babycare Distributors, what incentive would keep them as Babycare distributors if they are all of the sudden going to be collecting no commission at all? Remember, Babycare distributors cannot make a commission from other participants purchases because they cannot have a downline. Yet, Babycare sales and associates have been skyrocketing along with the fact the percent of distributor incentives to net sales did not dramatically change from the loss of all these high ranking USANA distributors that USANA would no longer supposedly be paying commissions to.

Where Are The Regulators?

So what's going on here? I believe USANA auditors need to investigate this issue and get to the bottom of it. I believe the Federal Trade Commission (FTC) needs to also open an investigation into the “PAYMENT FOR REFERRAL” plan USANA has implemented world wide which pays a referral commission to anyone who recruits Chinese Nationals into Babycare and receives commissions from their purchases, even though Babycare distributors are forbidden to participate in MLM. I also believe the SEC needs to open an investigation into USANA's possible violation of the Foreign Corrupt Practices Act by circumventing China's laws by having thousands their citizens sign up using a phoney address to participate in USANA's Multilevel Marketing scheme which may be responsible for over $440 million dollars in funds from the citizens in mainland China.