INTERNATIONAL If you’re interested in expanding your USANA

business throughout the world, you’ve come to

EXPANSION
the right place. Expanding your business outside
of your current home country can be exciting,
and also daunting. This resource will tell you what
BROCHURE you need to know to grow internationally and
help you decide if this option is right for you. It
highlights general information about International
Expansion. For more specific market information,
visit the country pages on the International
Expansion page on USANAtoday.com.

“It’s not the location that determines your success, but YOU!” —Simon Chan, 3-Star Diamond Director
SHOULD YOU EXPAND INTERNATIONALLY?

How can you tell if moving beyond your country’s boundaries is something you should do? Entering international
markets can lead to a world of possibilities, but it can also be challenging due to language barriers, time differences,
cultural differences, and managing a team from afar. However, if done correctly, it can be rewarding and yield great
opportunities within USANA’S BUSINESS STRUCTURE.

It would be wise to consider expansion when you are building a solid business and consistently earning in your home
market. Remember that this is a long-term commitment. It requires additional investments of time and energy as well
as high-quality prospecting and training skills. If your current network is already exhausted, it may also be an option
to consider. The ‘Benefits of International Expansion’ section details a few perks that can result.

“It was premature for us when we first expanded internationally into Japan. We have no regrets though. Everything
we go through teaches us something valuable. We would have been wiser to establish more contacts before moving
across the globe. However, we had wonderful experiences in Japan, the people were incredible to us. México was right
on target, though it took more effort than we initially thought. It was consistent building and travel over years of effort,
but every time we are in México we feel at home. We are grateful that USANA gave us the opportunity to share the
products and business with so many friends around the globe!”
—Dr. Paige Hunter, 2-Star Diamond Director

“The timing was right for us to expand. I didn’t have children at the time, and we were able to travel as a family. We also
had established a very solid business locally to justify the expense and time it would take to travel and build overseas.”
—Zachary Ross, 10-Star Diamond Director
BENEFITS OF INTERNATIONAL EXPANSION

• Growth Opportunities
USANA has a positive reputation in several countries. By starting your business in another country, entirely new
prospecting pools become available. It can allow your business to be taken to the next level.

• Seamless System
Thanks to USANA’s seamless Binary Compensation Plan and core USANA products in each market, USANA
Associates can work all over the world and still receive the same outstanding benefits from their sales efforts.

• Cultural Experience
What better way to immerse yourself into a culture than to work and do business in another country? Expansion
will provide both excitement and diversity.

• More Expansion
Successful new markets lead to more new markets, including ones the Associates may have additional
contacts in. Let us know which additional markets you have contacts in. E-mail the compliance department at
USANAcompliance@us.usana.com to suggest a new market you would like to open.

“Expansion brought many successes. Choice. Adventure. Personal growth. Incredible relationships. Increased
residual income. Lots of beautiful memories. What more could we ask for? When done well, expansion offers the
world on a platter. But remember, work is still involved.”
—Dr. Paige Hunter, 2-Star Diamond Director
WHICH MARKETS ARE AVAILABLE?

• United States • Philippines

(includes Puerto Rico and the Caribbean) • Thailand
• Canada • France
• Australia • Belgium
• New Zealand • Colombia
• United Kingdom • Preferred Customer Markets
• Netherlands Austria
• Hong Kong Germany
• Japan Ireland
• Taiwan Italy
• Korea Luxembourg
• Singapore Spain
• México Romania
• Malaysia

“After we decided to expand, we found it is more effective to establish connections in your local market that can
lead you to your international business. For example, before we traveled to Korea we built a local team of Korean
Associates in Los Angeles. This provided us a strong foundation and many leads and connections while living in
Korea. With technology today, there are many ways to prospect and market your business internationally. You can
use this technology to present, train, and mentor your team without having to spend weeks or months living in the
foreign country.”
—Zachary Ross, 10-Star Diamond Director
GETTING STARTED

• Have a Strong Foundation

Prior to building in another market, it is advisable to have a strong home country business. Having a sturdy
foundation in an existing market will allow you to work in the new market and stay financially strong while doing
it. It will set you up for success. You’ll also already understand the tools and products well enough, as well
as the work ethic necessary, to successfully build a stable international business. Those skills can be utilized
in expanding to the new market, and you won’t have to worry that your existing business will be negatively
affected when you come back.

• Pre-travel Arrangements and Organization

Plan and prepare as much as possible in your home market before leaving to work in a new market. This
includes setting up meetings, contacting prospects, getting to know the new staff, and understanding the
culture. Completing a lot of the legwork in your home market will save valuable time and money while being
more effective. Pre-travel preparation will help you appear more prepared and professional to your prospects.
Find out when meetings or events are taking place in the country you are visiting—these events can help you
prospect and network. If you’re excited to travel and start prospecting, be sure to plan ahead, travel safely, and
focus on a few cities instead of trying to travel everywhere at once. Keep in mind that you still have a business
back home; it’s important to balance international expansion with your home market.
• Commit
Building internationally requires commitment. To be successful, you must commit to the new market, and not
give up after setbacks. This is especially true as you begin to find team members in the market. New Associates
will need continued support, visits, and mentoring, especially when you are first starting. The commitment
requires energy and money, but the new team members will feel your support and be willing to devote more to
the success of the business.

“Do not fall into the trap of ‘the grass is always greener on the other side.’ What that means is, we have a tendency to
think it is easier anywhere other than where we are. For example, many Americans think USANA is much easier in Asia
but at the same time, Asians think USANA is much easier in America. We tend to think the ‘other way’ or the ‘other area’
is easier when, in fact, the best opportunity and your acre of diamonds is in your backyard.”
—Simon Chan, 3-Star Diamond Director
TIPS TO REMEMBER

• Find a Mentor
Learn from the best! Find someone who has expanded internationally and seek his or her advice and counsel.
• Create a Contact List
Make a list to build a strong group of leaders in the country before taking the trip. People who have already built
in that country or who have connections there are ideal.
• Network via Video Chat
Meeting virtually first will save time and money before traveling.
• Become an Expert
o On USANAtoday, review the market page for the country under Prospecting/International Expansion. If you
have additional questions, contact that market’s local office.
o Be knowledgeable about the products and allowable health claims. Not all products are available in every
market. Find out what is available and the specific claims that you are able to make about those products.
They are almost always a little bit different in each country.
o Know the local office. Know where the office is located, the will-call schedule, the meeting room availability,
and the local staff names and their titles. Our international staff will welcome you with open arms and provide
you with invaluable support.
o Be familiar with the local online country tools. Explore USANAtoday.com, eApprentice, and the DVDs, and
see what resources are available in each market.
o Know the payment and commission options. They vary depending on each market.
• Be Aware of the Language and Culture
Try your best to be familiar with at least one of the local languages before setting out on your business-building
journey. You do not have to be fluent, but knowing some key words and phrases will impress the local people
and give you credibility and respect. Being familiar with local customs will increase your communication and
business skills.

“One of the great challenges of expanding for me was the language barrier. There were some times I needed to hire a
translator to be my assistant. I also hired a language tutor to teach me the local language. The unfamiliarity with local culture
was another trial I needed to overcome. To help me, I kept an open mind and made an effort to adapt to different cultures.”
—Rita Hui, 13-Star Diamond Director
FAQS

WHAT ARE THE QUALIFICATIONS TO EXPAND INTERNATIONALLY?

Any active Associate is able to broaden their business. As long as you are able to
support your team while being in another country, you are set to go!

WHAT ARE THE START-UP COSTS?

There are no start-up costs. The only cost is what you have already spent to
establish your current USANA business.

HOW ARE EXCHANGE RATES APPLIED AND TAXES REGULATED?

Local exchange rates and taxes will be applied.

WHICH PRODUCTS ARE AVAILABLE FOR INTERNATIONAL EXPANSION?

Check the shopping cart for each market to see product availability. Be aware
that some products may have different formulas based upon each market. Refer
to the market’s sales tools for more detailed information. For further inquiries,
contact the market you are interested in. Contact information can be found on
USANAtoday.com under Company/Contact Us.

HOW DO I BEGIN MY USANA BUSINESS?

Please check the specific market pages on USANAtoday under Prospecting/
International Expansion for detailed information. For further inquiries, contact the
market you are interested in.

“The key to overcoming obstacles is persistence. It seems trite, but persistence is the key to building internationally. Many
go in wanting to blaze new trails. The trails we created with deep roots took time and dedication.”
—Dr. Paige Hunter, 2-Star Diamond Director
FAQS

IS THERE A DIFFERENT COMPENSATION PLAN FOR EACH MARKET?

In general, USANA’s Binary Compensation Plan is consistent across most
markets. There are minor differences in some markets that you can easily learn
about through sales tools and by asking Distributor Services.

ARE THERE DIFFERENT POLICIES AND PROCEDURES FOR EACH MARKET?

Please check each market’s Policies and Procedures for exact differences. It can
be found under Company/Policies and Procedures on USANAtoday.

WHAT TRAINING AND TOOLS ARE AVAILABLE TO HELP ME?

Contact the local office and explore the market pages on USANAtoday.com to
see which training materials are available.

“Having enough strong leaders in your own country that will be able to continue developing the business while you
develop in other countries is a great tool to have. The key is to increase your leadership skills and to make sure you can
create leaders who will also be able to create leaders. You must know people on your team who have relatives of friends in
the new country who really want to develop actively before going there. You must know how to use video chat, webinars,
and other resources.”
—Isabelle Wilson, Emerald Director

WHERE CAN I GET MARKET SPECIFIC INFORMATION?

Visit each market page on USANAtoday.com under Prospecting/International
Expansion. You can also check out the local market page on USANAtoday.com
by changing the locale on the bottom right-hand corner of the page where it says
“Change Market.”

WHO DO I CONTACT IF I HAVE QUESTIONS?

All contact information can be found on USANAtoday.com. Under Company/
Contact Us, select the market you are interested in.
ASSOCIATES CROSSING BORDERS

ASSOCIATE NAME HOME MARKET FIRST EXPANDED ALL EXPANDED

MARKET MARKETS
Simon & Kelly Chan United States of Malaysia Canada, Malaysia,
and Scott McGee America Singapore, Philippines,
France, Japan, Taiwan,
Hong Kong, Thailand,
Belgium, New Zealand,
Australia, United Kingdom,
China

Rita Hui Hong Kong Taiwan Taiwan, Singapore,

Japan, Malaysia,
Philippines,
Thailand, China

Zachary Ross United States of Australia All markets
America

Isabelle Wilson Canada France USA, México, France,

Belgium, Netherlands,
United Kingdom,
Romania

Daniel & Dr. Paige United States of Japan México, Canada,

Hunter America Malaysia, Philippines