Ivan Feinseth: Hi. Thank you for taking my questions. And can you give me a little bit of color on some of the products that are really selling well? Where do you see opportunity? Like, for example, during the winter, are you doing exceptionally well, let’s say, in immune boost products? And also, what going forward, new key growth areas are you targeting?
Jim Brown: Yes. I mean when you have mentioned it, right, the last couple of weeks of China, and we said it before, we are a little bit higher in volume and demand than expected. And that goes back to the COVID environment where they opened up. So, products that are immunity or overall health, we saw a pickup on that, and we saw multiple times the normal amount. So, that’s backed off a little bit when we look at the China New Year, and we are going to decide and see where it’s going after that. So, we are excited about it, but kind of hesitant to see what it’s going to do throughout the year. And then on new products, and we have talked before, one of the big things that we do is we launch new products and usually around one of our big events, and we talked about them.
We have two in Asia Pacific or one in Asia Pacific or one in China beginning of this year. And then we have another event in August for the Americas, and that’s where we would roll out more new products at that point in time. And for us, we are looking at innovation. We are looking at delivery methods and the science that’s out there to make us €“ or help us make those decisions.
Kevin Guest: And then Ivan, you had asked about some of these other areas. And hopefully, you picked up in our release that we are a little bit more forward on the talking of international markets. And maybe Jim, just high level comment, I know we can’t talk about the market, but rough timing to some of these other stuff.
Jim Brown: Yes. So, for the new market, again, we have a plan on when we will announce that and it would be at one of our major events. And we are looking at probably the fourth quarter for a launch of the new market. We have been doing work literally the last 1.5 years to get prepared. When we do this, you have to go in and register, find the right people to run the market. And we have been very successful, excited about the talent that we brought on for that market. So, we will see it. It won’t have a huge impact on this year, and we will look at a bigger impact in €˜24, but that’s creates excitement through the field. They like that opportunity throughout the company to move forward. And we are excited about the announcement. We just €“ we are just not ready to announce it right now.
Ivan Feinseth: And then what products are your associate sellers saying they are seeing the strongest demand for? And also, what are they €“ like feedback from their customers? Are they getting that things they are looking for?
Doug Hekking: Yes. I think it’s at least with us, Ivan, it’s a fairly common theme. I think obviously, in the heightened COVID period, as Jim commented on, we have seen really a high demand for products that are designed to support immune function. We saw that as we first entered COVID and saw the spike in volume. And we think €“ and you have commented several times in conversations we have had that people are more engaged and interested in their health. But in general, overall health and well-being, they are exercising more. They are taking a more holistic approach to their health, and supplementation is a big part of that. And so we have seen stuff has been fairly consistent. We are always getting different feedback on new product offerings, and we are trying to continue to go back and formulate that and really respond. But we are definitely €“ we have got our ear to the pavement and listen to what the consumers are telling us.
Jim Brown: Yes. And another area of focus for us is the affiliate program. We talked about that. That’s a new way to earn as well as to introduce products. So, we are looking at products that fit that model really well, where an influencer and affiliate could talk about them and show them and their price in that realm to be effective with that program. So, you will see some products this year come out that are specifically designed for that affiliate program.
Ivan Feinseth: Then one last question, I mean, sadly, if we weren’t in the pandemic of COVID, we would be focusing on the pandemic of diabetes, which is just going to continue to get worse unless people to address many of the dietary issues. So, what type of opportunity do you see there? Are you working on that? And then also the other area of sleep seems to be €“ sleep supplements in that area, there seems to be a lot of demand. And that all comes together with sleep and wellness as well as being managed by diet, the same thing with diabetes can also €“ diet is a key part of managing that. Can you give some thought or comment on that?
