Smart Business Magazine, Jan 2012
Feature Herbalife Ltd G R O W I N G PAINS B Y M A R K S C O T T HERBALIFE STALLED OUT HALFWAY TO ITS 5 BILLION SALES GOAL IT WAS UP TO DES WALSH TO FIGURE OUT WHY AND DEVELOP A STRATEGY OF BEST PRACTICES THAT WOULD REINVIGORATE THE SALES PROCESS 44 Smart Business January 2012 Des Walsh was looking for a boost This boost would not come from one of the products offered by Herbalife Ltd a 4500 employee nutritional products company that seeks to help people live more active and healthy lives Rather Walsh was looking to provide a boost to Herbalifes mediocre sales figures In the three years prior to Walshs arrival as company president in January 2010 net sales had been flat lingering right around either side of 22 billion In 2009 the company registered 23 billion Our founder had a vision for Herbalife to become a 5 billion retail company Walsh says of company founder Mark Hughes That was a core vision he had laid out many years ago For this new management team as we embraced the value and vision of the companys legacy we adopted that same challenge We worked with our leaders to try to figure out how do we grow the business Walsh had a bunch of places he could look to discover this elusive boost Herbalife is a global brand that markets and sells its products through a network of more than 19 million independent distributors in 70 countries around the world
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