The Star's exclusive interview with USANA CEO Jim Brown and CCO Brent Neidig about the brand and how direct selling has evolved since they started 32 years ago.
USANA top executives were in Malaysia for the first ever USANA Live 2024 Asia Pacific Convention in Kuala Lumpur.
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USANA top executives were in Malaysia for the first ever USANA Live 2024 Asia Pacific Convention in Kuala Lumpur.
WATCH MORE: https://thestartv.com/c/news
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NewsTranscript
00:00 Hello and welcome to The Forum today. I'm Karyn Augustine, your host, and today we will
00:11 be placing the spotlight on one of the world's most successful companies in the health and
00:16 wellness industry. I am of course talking about the multiple award-winning USANA. And
00:22 joining us today we have Jim Brown, the CEO of USANA, as well as Brent Neidig, the Chief
00:28 Commercial Officer of USANA. Welcome and thanks for joining us today. Thank you, pleasure
00:33 to be here. For people who may have not heard of USANA or maybe they are uninitiated, can
00:38 you give us a little bit of a backstory about USANA? Yeah, USANA was founded about 32 years
00:44 ago in the United States. We're now in 25 different markets around the world. Our vision
00:51 is to be the healthiest family on earth and our mission is to empower the individual.
00:56 We have set a goal for ourselves to be one million families strong. Right now we're about
01:01 half that at 500,000 so it's an achievable goal but it is a stretch. When we look at
01:06 the company itself, we're all about our core values and those values are excellence, integrity,
01:11 community and health. But we want to expand the health and wellness industry throughout
01:16 the world and again achieve that healthiest family on earth. Can you tell us a bit about
01:20 how USANA started out? Yeah, so our founder is Dr. Myron Wentz and he's a scientist and
01:27 we again started 32 years ago and we branched out from basically the US into North America
01:34 and then have spread into Asia Pacific over that amount of time in the 25 markets. And
01:39 again, our focus is always having the highest premium science-based products with an opportunity
01:44 for people as well to grow financially. So science has always been at the heart of what
01:50 USANA does. Yes. And right now, more than 30 years on, what are the primary areas that
01:57 USANA is focusing on? Yeah, right now of course we'll always maintain our focus on science.
02:02 We want to continue to have products that people want to share and are premium and different
02:08 from other products around the world. Our focus really is on direct selling, that's
02:13 our business model and how we compete and our independent distributors, our associates.
02:18 We want to make sure that we arm them with the tools they need to be able to share the
02:22 vision and have people join and use our products and grow and continue to grow. In relation
02:28 to that, about the company, now it was established more than 32 years ago and how has it evolved
02:35 over the last three decades? Yeah, it's evolved in a few ways. First is, you know, going into
02:41 25 markets, we need to make sure that we're giving an opportunity from the product side
02:46 as well as the opportunity from an income or financial side. So evolution has happened
02:52 on each of those markets. Those markets are different. The requirements from regulatory
02:56 and legal requirements, we have to make sure we're in the best case scenario again to offer
03:01 that opportunity. So every time we add a market, we just added India to our portfolio last
03:07 December. We need to make sure that we're offering great products from the India standard
03:12 as well as that opportunity. So it's almost evolved as we launch different countries,
03:17 we have to make sure that we're relevant in those markets. And speaking of expanding,
03:22 what do you think are the greatest challenges in expanding internationally? Yeah, I think
03:27 the greatest challenges are also one of the biggest benefits and it's the people in those
03:31 countries, what their expectations are and how as a company we can meet and exceed those
03:37 expectations. So when they share the USANA story, there's something there that people
03:42 want to join us. So when we get into different cultures, different languages, we're in 25
03:48 markets with the language barriers can be immense. You go into a country like China
03:52 that has hundreds of dialects, it gets very complicated. So it's always trying to make
03:57 sure that we're matching what the people in that market need. And what do you think is
04:02 the most, when you start with the USANA story, that's one of the most essential things for
04:10 people who are just starting off. What is the most outstanding thing about that story
04:16 to you? What stands out about the story itself compared to maybe other brands? Yeah, I think
04:21 what sets us apart again is our science and the fact that Dr. Wentz is a scientist and
04:26 he founded the company. He's still involved from a science standpoint. He lets the executive
04:32 team run the company, but his heart is always in science and trying to make sure our products
04:36 meet his expectations. And I think people lead with that and they know that we're more
04:42 than just an opportunity. We're really believers in our products and to meet the needs of our
04:49 individual contractors around the world, we have to have those premium products. Do you
04:53 think that form of transparency in how much science goes into it and also the various
04:59 stages that you guys have for product testing and all that, do you think that plays a role
05:05 in the ability to motivate people to want to make things better with USANA in that sense?
05:13 Yeah, so we're here in Malaysia at an Asia Pacific convention. We also have a global
05:18 convention that we have in Salt Lake City and in that facility, we can show our manufacturing
05:24 and that's the heart of the people who come. They want to go tour and look at the science,
05:29 look at our lab, look at our machines to really get belief in the fact that what we say is
05:34 in our products are really there and that they can count on USANA always having the
05:39 most premium products in the world. I think we spoke about this earlier about the edge
05:44 and there's so many brands in today's world, especially when it comes to wellness and nutrition,
05:49 but what do you think, apart from the science, what do you think stands out about USANA?
05:55 I think it's the company's mission and trying to really make a difference in the world.
05:59 Another area that we have, we have a USANA foundation, it's our charity and we're in
06:03 30 plus countries, we're trying to make a difference. We have a program called Garden
06:08 Towers and it's really the ability and a small footprint to grow vegetables and we're taking
06:13 that across the world to try and help countries that are really struggling with food and even
06:19 income opportunities to be able to grow their own vegetables. It sets us apart as well and
06:25 we want people to join USANA because they want to be part of something bigger and be
06:29 part of the family.
06:30 So like a community would you say?
06:32 Yes, definitely a community is a great way to describe it.
06:34 Of course science and innovation has always been at the core of what USANA does. What
06:39 do you feel are some of the most groundbreaking products that USANA has come up with over
06:45 the last couple of years?
06:47 So you look at our portfolio, we have 50 plus products and then we have skin care products
06:52 and food products, but we really have a couple of products that are the ones that are outstanding
06:56 that most people lead with and they're both multivitamins and one of them is our Cell
07:01 Essentials and another one is a My Health Pack which is sort of the same but it's in
07:05 an easy format that you can carry. Those are the ones that people will lead with and that
07:09 gives you what you need in general to be healthier and then we have optimizers that really address
07:14 different areas of your body. So most people put together either Cell Essentials or a My
07:19 Health Pack with an optimizer to then have something that meets the needs of that customer
07:24 at the time.
07:25 So it's very personalized in a way.
07:28 Yes.
07:29 I'll just move to Brent for a while. So Brent, I have read that you are one of the youngest
07:35 members of USANA's management team. So what I'm curious to know is what are some of the
07:42 shifts in attitude when it comes to health and wellness that you've observed?
07:48 I am young, but that's not a bad thing. As I've been able to travel all over the world,
07:55 I've been with USANA for 18 years and I've been able to go to nearly all of our markets
08:00 around the world. It's been interesting to see the shift in people's ideology towards
08:05 nutrition and wellness over the last 20 years. We saw a massive shift during COVID that there
08:12 was this tremendous amount of care and concern that people were placing on their health and
08:18 it didn't matter if you were old, middle-aged or young. People now realize health is something
08:24 I must control, I must take ownership over and I must do something about in order to
08:29 improve my health span. So that's a shift that I think we haven't really seen over the
08:35 last couple of decades.
08:36 Right.
08:37 Is that more and more people are really concerned about their health and they want to take control
08:42 over their own destiny. It's been an interesting shift to watch.
08:47 What strategies does USANA employ to adapt and appeal to this evolving preferences of
08:55 the younger generation?
08:57 I think not only the younger generation, but middle-aged and older people, everyone is
09:01 always constantly shifting. As people progress throughout their life, their ideas and their
09:08 desires, their needs continually change. And with the pace of technology nowadays, that
09:15 change is becoming more and more rapid. So as a company, it's our opportunity to try
09:21 to meet those consumers where they're at and address the needs of those consumers as they
09:27 age from adolescence all the way till the end of their life. So our main focus is to
09:37 number one, meet the consumer where they're at. As Jim mentioned, we've got a very robust
09:41 product offering. One of our key technologies in our product is called InCelligence. And
09:47 this technology is unique to USANA. It's patented. And through our deep commitment to science,
09:54 our scientists have been able to come up with this unique blend of ingredients that are
09:58 specifically tailored for every individual. When you consume those products, it creates
10:03 a reaction within your cells to create a response to help prevent you from creating major issues
10:10 in your body in the future. It's a remarkable technology and it's something that we really
10:14 care deeply about. So in the product space, one of the areas that we're really focused
10:18 on is ensuring that every market's offering is unique to that market. We're in 25 countries
10:27 and markets around the world. And the more you start to grow internationally, the harder
10:34 it becomes in order to develop products that are specific to Malays, that are specific
10:40 to the Chinese, that are specific to the Indians, and specific to Western cultures. So what
10:46 we've tried to do internally is completely change the way that we develop product and
10:51 ensure that we're always seeking market feedback and market voice of customer and our distributor,
10:57 our key partners, to understand what it is that their needs are, the consumers that they're
11:02 servicing, so that we can develop products that meet those needs. So would you say you're
11:06 working backwards in that sense where you're going to the consumer first and then finding
11:11 solutions for it? We're always looking at market research, market intelligence. We have
11:16 a very robust research and scientist team who are constantly looking at new formulations,
11:22 new products, new ingredients. Those are two very important pillars, the market research
11:28 and what our research and development team is doing. But the third, and I think arguably
11:33 the most critical, is the voice of our distributor and consumer. And that, we have to get that
11:38 from the front line. And as we incorporate that into these other two elements, we can
11:42 really create a very robust product offering. Speaking of going global, we're going through
11:51 pretty unprecedented times in terms of geopolitical issues and economic downturn and all these
11:57 things. So I was just wondering, what measures does USANA devise in order to maintain its
12:04 competitiveness in the market? Geopolitics is a tricky thing, and if we could control
12:11 it, we would hopefully ask for a more peaceful time around the world. But it's something
12:17 we can't control. You can only try to work within the system. I think the fortunate thing
12:21 for USANA is that the product and the opportunity that we provide is relevant in every country,
12:29 in every market around the world. It doesn't matter what the government situation is like,
12:34 it doesn't matter what the economic situation is like, everyone cares about health and they're
12:39 looking for ways to improve their situation. So I think that's a strategic strength for
12:46 USANA as we've entered all these 25 markets, as we look to expand further around the world,
12:52 is that we're providing an offering and an opportunity that really is not political,
12:57 really is immune to economic downturns and distress. And as long as we continue to provide
13:04 a strong value proposition, which we do, we feel that it's going to continue to be relevant
13:10 now and in the future. Have your marketing approaches changed throughout these conditions,
13:17 these very challenging times? I touched on it briefly about product development, but
13:22 in terms of marketing, sales strategies, we're doing better to empower each of our regional
13:31 sales leaders and our market leaders so that they have the resources that they need in
13:37 order to act nimbly and quickly to the rapidly changing situation on the ground. Historically,
13:43 we've been very focused and centralized in our headquarters back in the United States.
13:48 We're trying to divest that and put more authority and responsibility within the market's hands.
13:55 They know the market better, they are on the ground, they have the relationship with the
14:00 consumer and with our key partners, our distributors, and through that very rapid communication,
14:05 they can develop their own marketing content, use the social channels that work best within
14:11 the market. So sort of localize it if you can. Exactly.
14:14 Okay. Nusana has been honored quite a number of prestigious awards in terms of honors over
14:21 the years, including one of the top rated direct selling brands. I think you guys have
14:25 won it a couple of times. When it comes to the landscape of direct selling, we've seen
14:31 fluctuations over time. At one point in time, people didn't really want to be associated
14:36 with direct selling, and then it has changed through the years. So I'm curious, what are
14:42 your observations regarding the perception of direct selling when it comes to today's
14:47 market? Has it changed in any way? I think it's always changing. Direct selling's
14:53 been around for over 100 years, and I believe it'll be around for another 100 years. The
14:59 reason why I believe direct selling is so compelling of an opportunity is because regardless
15:05 of the era which you live, regardless of your age, people are always looking to people they
15:11 trust, people they know, for recommendations. The most basic principle, that's what direct
15:16 selling is, is you're sharing what it is that you love, what it is that you care about,
15:21 with people that you love and care about. And that's why direct selling's powerful,
15:25 because there's that connection. You would never sell something to a friend that would
15:29 be harmful to your friend, right? And that's what makes direct selling very compelling.
15:34 I think perception does change over time, and that fluctuates with media and with the
15:39 situation in each respective market. We believe firmly in direct selling, and we believe that
15:45 it will continue to be a compelling opportunity for people all over the world, not only to
15:50 improve their health, but to also improve their financial situation. I've been able
15:54 to travel to so many countries around the world and see first hand how many people's
15:58 lives have been touched and changed through this opportunity. Not only do you provide
16:03 health and wealth, but you can also provide this wonderful community, which I think in
16:07 this day and age is so important. We lack this interpersonal connection as we spend
16:13 all day on our cell phones and on screens. That's why we're here in Malaysia, is to create
16:17 this wonderful event where people from 11 different countries around the region can
16:21 come here and have a fantastic weekend. It's what people need.
16:25 How have you guys, I mean you've got 25 markets around the world, how have you fostered that
16:29 sense of community among your associates? Yeah, I think even internally with 25 markets
16:36 and we have a big footprint in the US, we have a big footprint in China, but a lot of
16:40 our markets have much smaller teams and there's a distance. So again, like I talked about
16:45 earlier, what we really concentrate is our core values and who we are as a company and
16:50 building that community. And this event is great for the associates who've come in, our
16:56 sales people around the world, but as well as the 100 plus employees that are here. We
17:01 want to build community, build belief with them as well. It's always a challenge, right?
17:07 But you know, when we talk about direct selling, we talk about everything. What USANA can do
17:11 is be ethical and have our right beliefs and systems in place. And that's about all we
17:17 can control, right? We can't control what other people do, but it's very important to
17:21 us to be someone to look up to. Speaking of the convention itself, could you
17:27 just give us a bit of a background about USANA's conventions in general? Why is it such an
17:33 important event in the USANA calendar? We've grown so big. We used to have one international
17:39 convention a year and that was held in Salt Lake City, Utah, where our headquarters are
17:44 but as our presence in Asia Pacific has grown, we've felt that there's a need once again
17:48 to localize. There's so many, there's a big Chinese community here and a Korean community
17:55 and for a lot of those people to try to make it to the United States every year is not
17:59 very feasible. So we can bring the event and the party to the people. So we have this Asia
18:05 Pacific convention each year. China is also an extremely large market for USANA and we've
18:11 been able to create an annual convention in China. We actually just came from there this
18:16 last week where we had 17,000 people from across China attending this event. So as we
18:23 localize these events, then people who are like-minded, who share similar cultures, language,
18:28 backgrounds and beliefs can come together and enjoy this USANA community, which we think
18:33 is so powerful and it really does change people's lives. Yeah, I think it really is a growth
18:38 opportunity. You know, the associates come in for belief, motivation, to get leadership
18:43 advice, but one of the things that really is effective is for them to network with other
18:48 markets to find out what's working, maybe what's not, but it is an opportunity to learn
18:53 and then use that for themselves to grow their business as well. So on stage when we get
18:58 up there, someone will talk about the fact that this is an opportunity to network. Please
19:03 take the time to find one, two or three new relationships to build upon and understand
19:08 what's making their business very successful. I mean, we've already talked a little bit
19:13 about it, but we live in such a connected world, but yet we're all very disconnected.
19:20 So if you're from a small village in Thailand and you're part of USANA, and you maybe don't
19:25 know that many people in your area that are part of USANA, but yet you come to this event
19:30 and you see a mother from Korea who has completely transformed her life and you hear her story,
19:37 it really has a way of inspiring you. And then you share this event with 9,000 other
19:41 people and you realize, I'm part of something much bigger than myself, and there's all these
19:46 people who share in a similar belief system as me. It really is a powerful experience.
19:50 There's a great sense of belonging in that sense. What was the reason behind choosing
19:56 Malaysia to host this year's Asia Pacific Convention?
20:01 Well, Malaysia is the best, right? That's why we came here. Malaysia is one of USANA's
20:06 strongest markets, and we see a tremendous opportunity for Malaysia in the future. We
20:13 have very high expectations for the growth of the market here. And by bringing our event
20:18 here, it's showing our belief and trust in this market to continue to grow. You see here,
20:23 we also have the number one combination dietary supplement brand award for Malaysia. Our product
20:29 is very well received here. We've got a lot of momentum and it just is only right and
20:33 fitting to bring our event here. And this is the first time you're hosting
20:37 it in Malaysia? Yeah.
20:39 Okay. USANA has of course made some huge impacts in Asia, Asia Pacific and also China. You
20:46 just entered India as well. And it was recognized as the number one vitamin dietary supplement
20:51 brand in the Philippines last year. And most recently at the Korean Medical Healthcare
20:56 Awards where USANA snagged up quite a few awards as well.
21:00 What makes this particular region such an exciting space for USANA?
21:07 I'll speak from China's perspective. The last eight years I've been working in China and
21:13 trying to grow that business. China for decades has had a one child policy. So you have two
21:18 parents, four grandparents, six adults who pour every ounce of their energy, time and
21:26 resources into the development of this one child. You want to give that person every
21:30 opportunity for them to be successful in their life. You want to give them the best education.
21:35 You want to give them the best health. And part of that is making sure that they're supplementing
21:39 properly. Similarly, as a parent, you also want to make sure that you have the best opportunity
21:44 as well. So you want to supplement yourself. I think there's this strong sense of care
21:48 and concern for themselves and for their family members. And so there's this really strong
21:53 desire to find the best supplement out there to support their efforts. And naturally, our
22:00 quality is so high. We take so much pride in self-manufacturing and having unique and
22:05 differentiated products that it's just received such high recognition and awards all over
22:10 Asia, China especially. We feel very proud of what we've accomplished.
22:15 You're talking about self-manufacturing earlier. Do you feel that that is one of the things
22:19 that stand out about USANA?
22:20 Yeah, I think it really does. I mean, we don't manufacture all of our products, but we right
22:24 now about 75% are self-manufactured. And it's an ability for the company to control its
22:30 quality, its R&D, make sure that we are making the products to our standards, which are very
22:35 high. Of course, those standards meet the FDA, the TGA in Australia, the CFDA in China.
22:42 So we're adhering to all the regulations, but our standards are very high. And if you're
22:46 doing it yourself, you can control costs, you can control logistics, and the whole list
22:50 goes on. The products that we don't do ourselves are usually something we've introduced, and
22:55 it's just not big enough yet to do. But over time, in my perfect world, we produce everything.
23:00 During COVID, there was a tremendous amount of disruption to global supply chains, to
23:05 manufacturing plants. And we were very fortunate, the fact that we do self-manufacture, that
23:11 we were able to continue to produce throughout all of COVID so that we could continue to
23:14 supply our customers around the world. That's incredibly important for us. If you're going
23:19 to trust, if you've bought into the belief of supplementing your nutrition through a
23:23 supplement, you need to take it daily, and you need to take it for a long time. You can't
23:28 afford to go six months or a year without taking the product. So that's a key strategy
23:34 for USANA is to control its quality and its destiny through self-manufacturing.
23:39 And you saw that difference during the COVID period.
23:41 Absolutely.
23:42 So early on, we were talking about how long USANA has been around, 32 years, and how we'd
23:49 say the heart of it is science and also direct selling. So one of the questions I have is,
23:56 what is the key to longevity with USANA? How have they stayed above the competition for
24:02 so long?
24:03 Not many companies make it 30 years. And I think that's a testament to many things. First
24:08 and foremost is the vision of the company to create health. Second is the product and
24:15 how effective the product is and how unique and differentiated it is. And I think third
24:19 is the compellingness of our direct selling opportunity that we provide.
24:23 If you look at just employees for the company, the employee average tenure is close to 10
24:31 years, which means that's quite high. And the reason being is that it's such a great
24:35 place to work. The community, everyone that is there, they bought into the vision, they
24:39 bought into the values, they've had their lives changed through the products, and they've
24:44 grown healthier. So employees stick around. And that goes to the same thing for our distributors,
24:49 our trusted partners, is when they come on board, number one, they get attached to the
24:55 vision and that really has affected them. And they really want to go out and not only
24:58 change their own health, but the health of their family members, their friends, and their
25:02 community. And as they go out and share, they realize that they can actually be quite successful
25:06 in this business. The product is effective. And like I said before, in order for that
25:13 product to really be long-term effective, you have to take it every single day, every
25:17 single month, every single year. We found that when customers take our product for a
25:21 year, they typically never stop taking the product because it's made such a difference
25:27 to their lives. And for that reason, that's helped our distributors to be able to grow
25:31 very sustainable businesses that have been able to grow and grow and grow and really
25:37 provide a career opportunity for these people all over the world. I think that's one of
25:43 the competitive advantages for USANA is, one, the uniqueness of our opportunity, and then,
25:48 two, the competitiveness of the product. It creates sustainability and encourages people
25:54 to stay for a very, very, very long time. Speaking of sustainability, USANA does have
26:00 quite a number of initiatives when it comes to environmental governance and social aspects
26:08 of things. So I think one of the interesting things is that Newsweek was actually named
26:16 USANA for the America's Most Responsible Companies in 2024, which is quite recently. So could
26:22 you maybe tell us a bit about some of the initiatives that you've conducted over the
26:27 years? Yeah, sure. ESG has become very powerful, and
26:31 it's in the news, and it's something that's driving a lot of companies to do the right
26:35 thing. We've always thought at USANA that we were doing the right thing anyway, but
26:39 it's so interesting to see, especially with the newer generation coming up, how important
26:44 what the company does and what it represents and how it does it is to them. They want to
26:49 be part of a community. Great products is important, but they want to make sure the
26:53 company is someone they want to stand behind and share. So our ESG efforts, we have a whole
26:58 program involved. We look at it in three areas, people, product, and planet. So from the people
27:03 side, we want to make sure that we're very diverse. We have all cultures and demographics
27:07 involved in our own people that we hire as employees, but as well as the associates that
27:13 come in. We want to be very open-minded and invite everybody to join USANA. Product, we've
27:17 talked about a lot, right? They have great products, but how are they produced and where
27:21 do the nutrients come from is very important to us as well. And then planet. Reducing our
27:26 footprint. When we go and do tours at our Salt Lake facility, we show our solar panels
27:31 that are helping charge up our batteries, and we have battery-operated cars, and the
27:36 list goes on. But we want to reduce our footprint in the world. We have a report that we update
27:43 every year. It's an annual report, almost 50 pages, that shows all the steps. Very proud
27:48 of that. It's an expectation in today's world, and we want to stay at the forefront of that.
27:53 Has it affected the way people view USANA for the youth to join the company looking
27:58 at your sustainable efforts? Yeah, I think it really has. Even when we're hiring someone
28:04 now, people take a look at your company to see exactly how you scored, their scorecards
28:09 now, and they want to make sure that they want to join the company as an employee and
28:13 make a difference. And it goes to our associates that are at this convention as well. They
28:17 want to make sure when they're sharing that product that they're proud of the product
28:21 and it's different, but they're also proud of the company. So I think it's very important
28:25 to make sure that you're being very diverse in how you look at things, and the people
28:29 that you bring on is a representation of the company, and we want it to be very, very vast.
28:34 What would you say are some of the most outstanding initiatives that USANA has taken in terms
28:40 of their ESG efforts? Yeah, you know, when we look at it, it's very tough in our environment
28:45 when we look at our products, right? Most of our products come in a plastic container.
28:51 So we've reduced the size of those containers, we've gotten material that is recyclable.
28:57 That's going to be an ongoing challenge, and it goes through everything, even our shipping.
29:01 Smaller boxes, less fillings inside, things that we're going to go into the waste, we
29:05 want to make sure we're not doing it, and use as much recycled material as well. But
29:10 I think the most important thing is our overall program, and it's vast. Like I said, it's
29:14 about a 50-page report that goes through people, planet, and products to make sure we are very
29:21 systematic and strategic on the initiatives that we put into place. I think that's all
29:26 the time we have for today, and I'm sure there's a lot more for you to share, and a lot more
29:33 of your associates will be looking forward to some of the things you have to share over
29:36 the next couple of days. Before we end, what can people expect at this year's convention?
29:43 High energy, a lot of outstanding speakers that were brought in. We want to showcase
29:49 not only our executives that we have from around the company, but really highlighting
29:55 our phenomenal distributors that we have, and the difference they've made in their respective
30:00 markets. We also have some Olympic athletes that are going to be here with us today. I
30:05 don't know if you know this, but we have one of arguably the most amount of Olympic professional
30:11 and elite athletes of any company in the world that have partnered with us because they trust
30:18 in our product. So at all these events, we love to showcase our athlete partnerships,
30:23 and we've got the Paris Olympics that are coming up right around the corner, and we're
30:27 very excited to see what they do. So there's going to be a lot of energy, a lot of excitement,
30:32 great speakers, great content. We've got a very large expo area where people can go and
30:36 experience, so you definitely don't want to miss out on an event like this. I think it's
30:40 really exciting that there's going to be some athletes here that people might not have the
30:47 chance to ever meet. Absolutely. Okay, well, that brings us to the end of today's discussion.
30:53 A big thank you to Jim Brown, as well as Brent Nydik for joining us today, and for sharing
31:00 your valuable insights on USANA. Thank you very much for joining us, and we hope you'd
31:05 enjoyed all the perspectives and information here on the show today. So remember, if you
31:10 want to stay connected with us more, just stay tuned, and until next time, stay healthy
31:16 and stay inspired. Thank you.
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