The PhytoMatrix Product Sales and Training Guide has been created to assist you in understanding the product s intended use and to help you identify the different markets for which this product can be targeted. Once you ve determined the correct market segment (customer type), the guide will direct you in your communications and sales approach. This includes use of the most compelling language and benefits for each particular group. The contents of this guide are based on extensive market and product research, so we encourage you to familiarize yourself with it and include the information in your current sales strategy. This sales training guide is not intended as an advertising, marketing or promotional piece, and therefore should not be shared with your prospects. Mannatech provides other product materials suited to this purpose. Product Sales Training Guide PhytoMatrix
Product Sales Training Guide PhytoMatrix 2 Table of Contents: SECTION: TITLE: PAGE: 1. PhytoMatrix Overview 3 2. Who Is Our Target? 4 3. What Do They Want? 5 4. Who Is the Competition? 6 5. What Makes PhytoMatrix Caplets Better? 7 6. PhytoMatrix Packaging & Pricing 10 7. Overcoming Objections 11 8. FAQs 13
Product Sales Training Guide PhytoMatrix 3 1 PhytoMatrix Overview In alignment with Mannatech s Intelligent Supplementation SM philosophy and knowing that plant- or foodbased nutrients provide the best nutrition, Mannatech utilized decades of research to formulate PhytoMatrix caplets. Science suggests that vitamins and minerals in natural, plant-based forms may be absorbed and utilized more efficiently by your body. The nutrients in PhytoMatrix caplets are 100% natural, and the product contains no synthetic vitamins or minerals.* Mannatech's patent-pending PhytoMatrix supplement combines standardized levels of plant-derived minerals, natural vitamin complexes and a blend of other fully standardized phytonutrients, including: Broccoli Concentrate Cranberry Juice Concentrate Grape Pomace Extract Aloe Vera These phytonutrients offer powerful antioxidant protection for the body.* The PhytoMatrix caplets are formulated using a patented hydroponic technology, in which mustard sprouts are grown in a solution of highly concentrated minerals instead of soil. This allows for standardized levels of minerals to be taken up into the sprouts and bonded into a food matrix a "food" the body and cells may recognize and more effectively utilize.* Mannatech s PhytoMatrix caplets are a patent-pending blend of food-based vitamins, minerals and plantbased nutrients that help provide the foundational nutrition the body needs to maintain optimal health.* In addition to the above benefits, PhytoMatrix caplets also: Offer a natural, mixed tocopherol form of vitamin E, which is a form similar to that found in food. Offer mixed carotenoids, a superior form of vitamin A, which is a form similar to that found in food. Offer food-based vitamin complex. Are suitable for vegetarians. Are gluten free. *This statement has not been evaluated by the Food and Drug Administration. This product is not intended to
Product Sales Training Guide PhytoMatrix 4 2 Who is the target? Targeting Prospective Customers: As a business owner, your most valuable asset is your TIME. 1) Look for the signs that someone is either READY to buy, OPEN to buy, or think they might be interested. 2) Don t spend time on people who are either not even thinking about your product, or will never be interested. Target Prospects for PhytoMatrix Caplets: Mannatech s PhytoMatrix caplets are designed for adults seeking the benefits and protection of better nutrition. It has been recently reported that up to 68% of all Americans regularly take a multivitamin as insurance to offset a poor diet. 1 Survey data tells us that regular usage of dietary supplements begins at about age 18 and steadily increases with age. Those who are 45 years and older make up the largest percentage of users. 2 1. Global Market Growth for Dietary Supplements, www.naturalproductinsider.com 2. The Benefits of Nutritional Supplements, The Council For Responsible Nutrition
Product Sales Training Guide PhytoMatrix 5 3 What do they want? Understanding what motivates a consumer to buy a multivitamin product helps you have more effective dialogue about how PhytoMatrix caplets meet his or her needs and why he or she should purchase them. It also helps you tailor your communications based on the type of consumer you are speaking with. The age of the consumer often determines what he or she is looking for from a multivitamin: Consumers aged 20 45 Insurance against a poor diet With their busy lifestyles, they know they are not eating the right foods, but don t have the time, or motivation, to change habits. They want an easy way to fill their nutritional gaps. Energy They want to get the most out of their day without feeling sluggish, and support the body s ability to feel rested and refreshed. Consumers aged 45+ Overall health These consumers are looking to improve or maintain their quality of life. They are taking responsibility for their health to minimize the effects of aging. Energy Although aging, these consumers are not ready to slow down, and want the energy needed to perform daily tasks and enjoy life.
Product Sales Training Guide PhytoMatrix 6 4 Who are we competing against? Understanding what multivitamin products our competitors offer helps you educate your prospects on why PhytoMatrix caplets are better. Competitors of PhytoMatrix caplets cross both the MLM and retail channels. Channel MLM Competitor Quixtar Nutralite Double X Quixtar Daily Multivitamin Shaklee Vita-Lea Herbalife Formula 2 Multivitamin Complex Usana Essentials Pharmanex LifePakNano Pharmanex Life Essentials Nature s Sunshine Super Supplement Retail Centrum One-a-Day MegaFoods One Daily Garden of Life Living Multi, Vitamin Code Walmart Multivitamin Sam s Club Multivitamin Costco Multivitamin
Product Sales Training Guide PhytoMatrix 7 5 What Makes PhytoMatrix Caplets Better? Key Benefits: The benefits of PhytoMatrix caplets are like those of no other single multivitamin: The natural nutrients are easier on the stomach and are absorbed and utilized more fully by the body than many of the ingredients found in other multivitamins. This gives you the confidence that you re getting the maximum health benefits.* The standardized concentration of minerals provides a high amount of nutrients in a small daily serving. The nutrients in PhytoMatrix caplets: Support the production of natural energy with a full complement of B vitamins and magnesium and chromium* Support healthy bones with calcium and vitamin D and C* Support skin cell renewal with vitamin A and zinc* Supports a healthy immune system with vitamins A, C, E, B 6 and folic acid and minerals such as zinc, copper and iron* Offer protection from free radicals that can damage healthy cells and contribute to the aging process* Contribute to the maintenance of healthy blood sugar levels already within the normal range with vanadium and a high-potency amount of chromium* Support breast health with vitamin A and folic acid* Contribute to the support of healthy eyesight with vitamins A, C, E, niacin and zinc* The Hydroponics Process: The superior benefits of PhytoMatrix caplets are made possible through a patented process that Mannatech has secured exclusive rights to. Traditional agricultural systems grow plants in solid forms of support such as soil and peat moss. The mineral content of soils can vary by region and may be affected by environmental conditions. For PhytoMatrix caplets, Mannatech employs a process known as hydroponics, whereby we grow Indian mustard plants in a mineral solution to ensure the amount of nutrients absorbed in the plants tissues. *These statements have not been evaluated by the Food and Drug Administration. This product is not intended to
Product Sales Training Guide PhytoMatrix 8 Why is this important? Food sources like Indian mustard provide nutrients in their most natural form, so they can be readily absorbed and used by the body. The hydroponic process also ensures standardized concentrations of essential minerals that may be missing from your diet and can be provided in a daily serving of just four tablets.* Key Ingredients: Unlike those of many other multivitamins, the nutrient sources of PhytoMatrix caplets are natural, recognizable fruits and vegetables. No unpronounceable chemicals! *These statements have not been evaluated by the Food and Drug Administration. This product is not intended to
Product Sales Training Guide PhytoMatrix 9 How to Use: Just two daily servings of PhytoMatrix caplets can provide the body with the nutrients it needs for optimal health!* Adults take 2 tablets twice daily with meals. People who are pregnant, nursing, taking medication, have a health condition or are planning a medical procedure should consult a health professional before use. *This statement has not been evaluated by the Food and Drug Administration. This product is not intended to
Product Sales Training Guide PhytoMatrix 10 6 PhytoMatrix Packaging & Pricing Packaging: Pricing: Mannatech s PhytoMatrix caplets are a premium, high quality product, priced at $41.75 for a onemonth supply. Compared to many other premium multivitamins, particularly in the MLM channel, PhytoMatrix caplets are very competitively priced.
Product Sales Training Guide PhytoMatrix 11 7 Overcoming Objections Objection: I eat healthy, exercise regularly and take good care of myself. I don t need a multivitamin. Response: Even if you eat healthy, it is very difficult to get all the vitamins and minerals your body needs everyday, simply from food. A dietary supplement fills the gaps created by a less than perfect diet. You may also be interested to know that studies suggest there has been a decrease in the overall nutritional quality of our food. The fruits and vegetables we eat today are often picked before they are ripe, then processed and shipped long distances before they even get to the produce aisle in the grocery store. Therefore, many of the nutrients may be inadequate, and your food may not be as healthy as you think it is. That s why Mannatech developed PhytoMatrix caplets. They were designed specifically to provide the essential vitamins and minerals that may be missing from our diets, in a form our bodies recognize as food, for maximum efficacy. Everyone, regardless of their health status, can benefit from better nutrition.* Objection: Your PhytoMatrix caplets are too expensive. I can get multivitamins much cheaper at the grocery store. Response: Yes, that s true. But are they quality multivitamins that your body can absorb and use? Many of the cheaper brands of vitamins use inferior ingredients. Our bodies may not effectively absorb and digest these cheaper materials, so much of the multivitamin passes right through the body, instead of being absorbed and used. In this respect, you re actually wasting money! With PhytoMatrix caplets, you can be confident that the food-based nutrients are being effectively used by your body, which is more cost effective in the long run. Remember the old adage you get what you pay for!* *This statement has not been evaluated by the Food and Drug Administration. This product is not intended to
Product Sales Training Guide PhytoMatrix 12 Objection: I need a multivitamin that provides more calcium (or calcium and magnesium). Response: Most of the calcium sources found in multivitamin/mineral products are not plant or food sourced. Science/studies suggest that only a limited amount of non-plant or non-food derived calcium sources can be adequately absorbed into the body. The PhytoMatrix caplets contain plant-sourced minerals and may be absorbed and utilized more efficiently by your body. Furthermore, calcium cannot be adequately absorbed in large quantities. It should be taken in divided daily servings in order to ensure adequate absorption.* Objection: I m reading the label of one of your competitors. They provide well over 100% of the RDA for every nutrient. Many of the nutrients in PhytoMatrix caplets provide less than 100% RDA. I should just take the multivitamin that provides me with the maximum amount of nutrients. Response: Just because a product has more than the RDA does not mean it will provide you with the nutrition you need. Some vitamins include megadoses of nutrients to try to compensate for their inability to be most effectively absorbed by the body. With PhytoMatrix caplets, your body may absorb lower levels of the natural-sourced nutrients better than it can absorb higher levels of nutrients from other sources. Greater absorption means maximum health benefit.* Objection: So you re telling me natural is better for me. Many of your competitors have natural ingredients, and they re cheaper too. Response: There s a huge difference between a multivitamin that has natural ingredients, and one that is naturally sourced, like PhytoMatrix caplets. Many competitors try to position themselves as natural. They do this by adding fruit or vegetable extracts to their products, which is no different from sprinkling kitchen herbs and spices on the vitamin and calling it natural. At the end of the day, the multivitamin is still not all-natural, and may not be used effectively by the body. The nutrients in PhytoMatrix caplets are 100% plant and food-sourced, so your body recognizes it as food, which means it can be effectively absorbed and used for maximum health benefit.* *These statements have not been evaluated by the Food and Drug Administration. This product is not intended to
Product Sales Training Guide PhytoMatrix 13 8 FAQs Q: How do PhytoMatrix caplets compare with Phyt Aloe supplement? A: Mannatech s PhytoMatrix caplets are designed to provide standardized amounts of essential vitamins, minerals and phytochemicals. Our Phyt Aloe supplement is comprised of fruit and vegetable extracts and is not standardized. The Phyt Aloe supplement is formulated to simulate small servings of fruits and vegetables, but does not provide the vitamin, mineral, and phytochemical content of PhytoMatrix caplets. Taking both PhytoMatrix caplets and Phyt Aloe supplement together may increase the benefit to your health, but one product does not replace the other.* Q: Why does the calcium and magnesium in PhytoMatrix caplets have lower Daily Value percentages than the product s other minerals? A: Because calcium and magnesium concentrations are limited in plant tissue, and the recommended Daily Values of these minerals are several hundred milligrams each, including 100% Daily Value (DV) of calcium and magnesium from only plant sources would require many grams of plant material. This would result in an unreasonably large serving amount of several large tablets. Therefore, the calcium and magnesium in PhytoMatrix caplets have lower DV percentages than the product s other minerals, but are still adequate for efficacy.* Q: What are phytochemicals, and what does standardized phytochemicals mean? A: Phytochemicals, sometimes referred to as phytonutrients, are chemical compounds derived from a plant source. Many phytochemicals can have a beneficial effect on health. Standardized phytochemicals means that the active ingredient is delivered using a quality-controlled process so that you are ensured of receiving a consistent amount with every serving. Q: Why is there notation on the label stating that dicalcium phosphate is not a preferred source of calcium? A: The primary source of calcium in PhytoMatrix caplets is red algae (Lithothamnium ssp.). However, dicalcium phosphate, an ingredient used for creating the caplet, also contributes some amount of calcium. Regulations require that we disclose this information, but Mannatech wants the consumer to know that we do not feel that is a beneficial form of calcium. Please note that the red algae calcium source in PhytoMatrix caplets does provide a more beneficial form of calcium. *These statements have not been evaluated by the Food and Drug Administration. This product is not intended to