E        Y        E                O         N
                                                                                               eoa      A         R        B        O         N         N     E

                                LADDER TO SUCCESS
            My husband Tom and I have owned our tanning salons since
       1994 — starting with one and building to three by 1999. We found
       that the business had financial highs and lows and we needed
       something to supplement our income other than the tanning
       business. Some salons try to complement their core business by
       adding products and services like hair, nails, cell phones, vacation
       packages and so on. Skin was our business, so we decided to focus
       on skin care to enhance our traditional services. We contacted a
       company that offered skin care products and they agreed to set us
       up. After a week went by, we were re-contacted and told that they
       would not allow us to sell their products. Why? Because there was
       a hair salon not very far from us that already offered their products
                                                                                                                                                                         kathe ray
       and they had the local territory. Doors open and doors close, some-                                                      Independent Consultant; Regional Vice President
       times for the better.
                                                                                                                                                   Kathe Ray Region; Novi, MI
            That is when we discovered Arbonne. About a week later, an
       Arbonne Consultant came into my salon and after learning about
                                                                                                                  all of them, just some of them, and sat silently in the back row. In
       the quality of the products and the integrity of the company, I signed
                                                                                                                  September of 2001, Carol Bowdell sent out a training flyer. The
       up with a large order. I then did what most salon owners do: I put
                                                                                                                  guest speaker would be Kathy Lutz. Without asking me, Tom signed
       the products on the shelf to see what would happen. Initially, I was
                                                                                                                  me up and then told me afterward. I was furious that he had done
       happy with its success in the salon. I was a tanning salon owner and
                                                                                                                  this. Of course, if he had asked, I would have flatly declined. I had
       tanning was my stock and trade while skin care was only a side line.
                                                                                                                  plenty of excuses to fall back on. For one, I was still breastfeeding
       Meanwhile, Tom started to look at Arbonne as a separate business.
                                                                                                                  and emphasized the point that I couldn’t go for the sake of the baby.
       Occasionally, he would suggest that I get more involved with the
                                                                                                                  Tom replied that he would bring the baby to me at breaks and
       Arbonne business because he thought it had greater potential. He
                                                                                                                  lunch. Then I resorted to: I could not go because I had nothing to
       was greeted with a resounding, “No! I am not going to do this
                                                                                                                  wear. As a tanning salon owner, I wore shorts and
       business! I am a tanning salon owner.” He would reply, “Okay,
                                                                                                                  tennis shoes every day. He simply told me to go out and buy
       okay, just asking”
                                                                                                                  whatever I needed. After that remark, how could I possibly refuse?
             This went on for more than four years. Every once in awhile,
                                                                                                                  He had already sent in the money and had a fix for every reason I
       Tom would ask again and would receive the same, “No! I am not
                                                                                                                  could think of not to go. Bottom line, I did not want to waste the
       going to do this business, so stop asking.” To appease his persistent
                                                                                                                  money he had spent, so I went.
       requests, I started attending Carol Bowdell’s monthly meetings, not                                                                                                               continued ...

Kathe with team and NVP Carol Bowdell at NTC 2003 Nashville
Front, L-R: DM Judy Szmansky, AM Sherry Potts and Consultant Wendy Hoekstra                                 Kathe and Arbonne President, Rita Davenport, at
Back, L-R: AM Alicia Dunbar, DM Jeanette Hall, Kathe, Consultant Shelly Komaromi, DM Yvonne Jutis and       Rita’s home for the Area Manager Celebration.
NVP Carol Bowdell.

                                                                                                                                                              Kathe with Arbonne Sr. VP Product Development
                                                                                                                                                              & Marketing, Candace Keefe at a Lansing ses-
                                                                                                                                                              sion training.
                                                                                                                                                                                                      REGIONAL VICE PRESIDENT
Kathe’s team in Georgia. L-R: DM Linda Schuler, Lisa Baskins, Kathe, Cynthia London, Alexis Ledford and                      The family’s Mercedes-Benz.
Sarah Stephens.

                                      success strategy:                                                             I was already a District Manager. I had been a District before

  “                Succeeding in this business is 10% what you know and
             90% loving what you do and working with people. So spend
                                                                                                              got it, lost it, then got it again without really planning anything. Right
                                                                                                              then and there, I made the commitment to focus more on Arbonne.

               10% of your time learning and spend 90% with people.                                           In January 2002, Tom and I began a plan to get off the tanning lad-
                                                                                                              der. I realized right away that the key to this business was
                                                                                                              building an awesome team, for they would be the support we
              Kathy Lutz’s Presentation was about fear the fear, of success and                               needed on every step of our climb toward Arbonne success.
          of doing something different. It really hit home with me. I started                                       After finally reaching RVP, it became evident that we could not

                                                                                                                                                                                                                    The testimonials in this story reflect the actual experience of an individual, are anecdotal only, and may be atypical.
          thinking that maybe that was the reason I was so                                                    have climbed it without each and every rung of the ladder. Bear in
          reluctant to do more with Arbonne. Maybe I was afraid of doing                                      mind, a ladder is useless without all the steps in place working
          something different because it would diminish everything I had put                                  together in mutual benefit. With that thought, I would like to thank
          into our tanning salon business. Was I on the wrong ladder of                                       my entire team for being part of my life. I am so blessed to know
          success? At the training session break, I was so excited. As he said                                each and every one of you. I would like to personally thank the
          he would, Tom brought four of our six kids to see me at the lunch                                   Managers on my team: AM Alicia Dunbar, DM Judy Szmansky, AM
          break. (Did I mention that we have 6 kids? Jason 21, Derek 19,                                      Sherry Potts, DM Yvonne Jutis, DM (AM-in-Qualification) Linda
          Emma 15, Joe 14, Garrett 4 and Katherine 2.) When Tom saw me                                        Schuler, DM Jeanette Hall, DM Dana Meador and DM Kelly
          he knew that the Arbonne light bulb had finally turned on.                                          Murphy-Smith. My next goal is that every one of you gets your very
               Over the next few months I truly started thinking about being a                                own Mercedes-Benz! I cannot wait to celebrate with you! I would
          small business owner. I had always believed that the American                                       also like to thank Rita Davenport, Petter Mørck, Candace Keefe and
          Dream was to own your own business. After almost eight years of                                     everyone at the Home Office — you are all incredible. And special
          owning our own tanning business, I began to reevaluate our dream.                                   thanks to all Arbonne Consultants who have stretched out a helping
          Some dream it turned out to be. We worked long hours, put up all                                    hand here and there to help us all win — you are all the best!
          the money to start and stay in business and went through the roller                                       Our mission is to work with other people who are tired of the
          coaster of highs and lows involved in taking such a risk. Most of the                               rat race and want more freedom in their life. Whether it is someone
          money earned went to taxes, rent or payroll. If an employee didn’t                                  who works a J.O.B. or owns a small business (just another J.O.B.
          show up for work, we had to drop everything and work as their                                       where you cannot give two-weeks’ notice), we want to help them
          backup. If anything else went wrong, the buck stopped with us. In                                   understand that there are other options. We are told that to own
          the long run, the investment was high but the return was low. This                                  your own business is the be-all and end-all. But that just isn’t true.
          enlightening conclusion gave me the open mind I needed to pursue                                    We all deserve more than that — we all deserve Arbonne!”
          Arbonne at full speed.

                                                                                         With husband, Tom,
                                                                                         on the cruise.                                     Parade of Champions
                                                                                                                                            winner, NTC 2003            Jason, Derek, Emma and Joe.
       Garrett and Katherine Ray.                                                                                                           Nashville.

                                                                                                                                                                               EYE ON ARBONNE

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