2011年12月20日年下午5:06，美乐家年销售额首次突破十亿美元。那一天下午，美乐家在美国俄亥俄州总部举行了一个庆祝活动，但是由于我白天上班，晚上六点多回到家才知道确切时间达到十亿每月的消息，当时网上实况转播的庆祝活动早已过去。
随后次日，美乐家在会员登陆后的网上发布了当时的庆祝活动录像，我晚上观看了全部活动，其中我最欣赏首席执行官范德士(Frank Vandersloot)的讲演，讲演中借此美乐家首创年销售十亿美元业绩的机会，简要回顾了美乐家的历史和发展，对所有美乐家忠实客户、美乐家的领导管理和工作人员、参与美乐家产品开发研究的科研开发人员，美乐家的合同原料生产厂商等表示了感谢。这是简要的一个历史的回顾，作为一名十几年的美乐家忠实消费者，我曾亲身目睹和体验了美乐家的发展、新的产品和发生的许多事件，对总裁提到许多人都十分熟悉，我曾经想立刻根据当时讲话的内容整理一博文，但因随后忙于回国的假期，这一愿望搁置起来。
2012年2月1日，范总裁的讲演在美乐家的官方博客中发表。这样我就有时间慢慢将这篇讲演整理成中文，以此作为一个历史的纪录。
What Does a Billion Dollars Mean?
十亿美元年销售额
意味着什么？
I’ve been asked what it means to reach our first $1 billion in annual sales. There are a few things that reaching this milestone means and a few things it doesn’t mean. It doesn’t mean we’ve arrived. We’ve got a long way to go. We’re still tiny compared to our competitors. Procter & Gamble did $80 billion in sales last year. Unilever and Johnson & Johnson each did about $60 billion. Consumer products, just in the United States alone, is a $400 billion industry, so we only have ¼ of 1 percent of the total market share. But that’s the good news! It means we’re only just getting started. And our future looks really bright!
有人问我，达到第一个年销售额十亿美元意味着什么？达到这个里程碑确实让我好好进行了一下思考。这并不意味着我们已经达到目的了，我们还有很长的路要走。与我们的竞争对手相比，我们还是非常微小和很不起眼的公司。宝洁公司去年的销售额是八百亿美元，联合利华和强生公司分别都是六百亿。在美国仅消费产业的年销售额为四千亿美元，而我们才仅仅有市场份额的0.25%。但是好的消息是，这意味着我们仅仅是刚刚开始，我们的未来有无穷的潜力。
But reaching our first $1 billion in annual sales does say quite a bit. It means our boat floats! It means our business model works! It means we can compete with the big guys and win! It means high quality is in high demand! Customers aren’t willing to sacrifice when it comes to wellness. It doesn’t matter what the price comparisons say; if you can’t produce a product that does what it’s supposed to do, you aren’t going to attract the customer. Melaleuca’s growth comes from the fact that when our customers become educated about our products, they won’t settle for anything else!
但是达到十亿美元意义重大，这意味着我们的航船启航了！这说明我们的商业模式的确有效！这说明高质量的产品有巨大的需求！当人们考虑到健康和环保时，消费者是不愿意作出牺牲的。无论用任何方式来比较产品的价格，如果你不能生产出所许诺功能的产品，你是不能吸引消费者的。美乐家销售量增长的事实是：当消费者真正学习了解到我们的产品后，他们是不会用其它产品来替代的！
Over 26 years, there have been literally hundreds of thousands of events and achievements that have led to our achieving $1 billion in sales this year. I could fill several books with the stories of everyday people who have made a difference in enhancing the lives of others. I’d like to mention just a few of those here.
二十六年来，曾经有过成千上万的事件和取得的成就，正是这些点滴积累才引导我们达到今天的年销售额十亿美元的台阶。这里面有许多普通人的故事，他们通过相互帮助，使得许多普普通通人的生活发生了天翻地覆的变化，这里请让我列举其中数位。
I’d like to thank those who threw in with us in the beginning. We only had a few products back then, and they all smelled like Melaleuca Oil. Yet they were great products, and these pioneering Marketing Executives saw the potential. Some of them are no longer with us; they’ve since passed on. But many of them are still with us. We wouldn’t be here without them! Joe and Sandy Wise, Jim Rathjen, Carlos and Ellen Galves, Elizabeth Lindberg, Kathy Street, and Judy Alexander were some of our very first Marketing Executives. They blazed the trail for others.
我非常感谢从我们创业就与我们在一起这些人们，当时我们只有数个产品，但这些产品中都有茶树油，都是非常好的产品。美乐家的先驱市场开发者看到了发展的美好前景，他们中间有些人已经离开了我们，他们已将他们的火炬传递了下去。还有许多人现在还与我们在一起。如果没有他们，就不会有我们的今天！Joe和Sandy Wise夫妇，Jim Rathjen, Carlos和Ellen Galves一家，Elizabeth Lindberg, Kathy Street, Judy Alexander等，他们都是我们最早的市场开发者，他们为后来者点燃了光明之灯。
上图是我拍摄2012年1月美乐家《领导人在行动》杂志上刊登的最初美乐家八个产品。2007年美乐家进入中国大陆市场时就有100多种优质健康和环保的家用产品。
Melaleuca’s first Executive Directors were Rob and Sherri Dias, Gwen and Wayne Winters, Ron and Camille Frasure, and Evan and Analyn Frasure.
美乐家的第一批执行总监是Rod和Sherri Dias夫妇，Gwen和Wayne Winters夫妇，Ron和Camille Frasure夫妇，Evan和Analyn Frasure夫妇。
I’d like to thank some of our very first employees who threw in with us in the beginning. Employees like Billie Farnes, Kathi Rowberry, Dennis Otteson, Ruby Pearrell, Joe Suk, Bill Scott and Vivian Hamblin all played a huge role in our beginnings.
我借此机会感谢美乐家最早的员工，Billie Farnes, Kathi Rowberry, Dennis Otteson, Rudy Pearrell, Joe Suk, Bill Scott, Vivian Hamblin等，他们在美乐家的创业期起了非常关键性的作用。
Members of the management team who’ve made a tremendous difference come to mind: Leroy Cox, Mike Zundel, Ken Horiszny, Steve Coggin, Jeff Hill, Jeff Wasden, Ken Sheppard, Noel Jenkins, Johnny Morgison, Chris Nelson, Lewis Rasmussen, and so many, many others.
在此我还想到我们管理层的许多成员，他们的勤奋工作使得美乐家发生了天翻地覆的变化：Leory Cox, Mike Zundel, Ken Horiszny, Steve Coggin, Jeff Hill, Jeff Wasden, Ken Sheppard, Noel Jenkins, Johnny Morgison, Chris Nelson, Lewis Rasmussen等。
Our current management team: McKay Christensen—we wouldn’t be here today if it weren’t for McKay Christensen—he’s worked harder and longer and has a better work ethic than anybody I’ve known, and he’s led the sales and growth effort. Also, Jerry Felton, Jann Nielsen, Cole Clinger, Todd Sorenson, Ryan Nelson, Scott Hollander, Tom Knutson, Rick McKirahan, Damond Watkins, and their wonderful teams.
我们现在的管理团队：首先是McKey Christensen，如果没有他我们就不会有今天的成就，他是我所见过最为勤奋和努力工作的领导者，他负责销售的工作一直保持着不断增长的劲头。我们卓越的管理队员还有：Jerry Felton, Jann Nielsen, Cole Clinger, Todd Sorenson, Ryan Nelson, Scott Hollander, Tom Knutson, Rich McKirahan, Damond Watkins等。
Russell Paley was Melaleuca’s first Corporate Director. He paved the way for others to follow—what an amazing accomplishment! Since then, many others have achieved Corporate Director and advanced even higher: Gregory and Sheri Lagana, Mary Martha and Jim McCune, Kirstin and Bruce Newby, Guillermo Covarrubias, Jeff and Maureen Miller, Mark and Myrna Atha, Rebecca and Chip Connor, Michelle and Lance Smith, Kim Cherveny, Alan and Sondra Pariser, Rafael and Monica Rojas, and, of course, the one and only Ed Bestoso.
Russel Paley是美乐家第一位企业总监，他的惊人成就为后来着打开了大门！从此之后，许多人接踵达到并超越了这一最高的目标：Gregory和Sheri Lagana夫妇，Mary Martha和Jim McCune夫妇，Kirstin和Bruce夫妇，Newby, Guillermo Covarrubias, Jeff和Maureen夫妇，Miller, Mark和Myrna Atha夫妇，Rebecca和Chip Connor夫妇，Michelle和Lance Smith夫妇，Kim Cherveny, Alan和Sondra Pariser夫妇，Rfael和Monica Rojas夫妇，还有我们独特著名的Ed Bestoso。
We have six Corporate Directors outside North America including Tony Wu, John and Angela Chen, Wesley Wei and Sheri Hsieh, William Shen and Wendy Wong, Melissa Lin and James Wu, Jun Yan and Tracy Yei, Amy Jiang and James Chen, and Mayumi and Kazumi Fuchigami. Their leadership has been extremely valuable to us! They showed that it can be done. Now hundreds of thousands are following in their footsteps.
在北美之外地区，我们有数位企业总监：Tony Wu, John和Angela Chen夫妇，Wesley Wei和Sheri Hsieh夫妇，William Shen和Wendy Wong夫妇，Melissa Lin和James Wu夫妇，Jun Yan和Tracy Yei夫妇，Amy Jiang和James Chen夫妇，Mayumi和Kazumi Fuchigami夫妇。他们的领导才能是我们的宝贵财富！他们告诉我们这是可以做到的，现在成千上万的人们正跟随他们的足迹前进。
In the many countries outside North America we have a group of incredible General Managers including: John Liu (Taiwan), Nelson Kot (China), Fiona Ho (Hong Kong), Hiro Morikawa (Japan), Grace Park (Korea), Kim Rawson (United Kingdom, Ireland, and the Netherlands), Mohan Varadarajalu (Singapore), Tai Tolman (Malaysia), and Ben Riley (Australia and New Zealand). Each of these General Managers has an incredible team of dedicated employees, and they are enhancing lives all over the world.
在北美之外的许多国家和地区，我们有非常出色的总经理们：台湾的John Liu，中国大陆的Nelson Kot，香港的Fiona Ho，日本的Hiro Morikawa，南韩的Grace Park，英国、爱尔兰和荷兰的Kim Rawson，新加坡的Mohan Varadarajalu，马来西亚的Tai Tolman，澳大利亚和新西兰的Ben Riley。这些总经理们都有一群出色的敬业员工，他们正在帮助世界各地的许多家庭得到富足。
We wouldn’t be here today without many of the research scientists who have found natural solutions that are better alternatives than what you can find in the grocery store. They’ve helped bring to Melaleuca a collection of amazing natural wellness products. I just want to thank a few specifically: David Mitchell, Doug Rooney, Robert Bernston, Dr. Larry Wang, Dr. Donald Lehman, Dr. Suk Cho, Dr. John Folts, Dr. Francis Tsao, Dr. Jim Kurtz, Dr. Alex Rabovsky, Dr. Garry Buettner, Dr. Andrei Komarov, Jeremy Ivie, and Becky Zehntner.
如果没有我们的许多科研科学家，我们也不可能取得今天的成就，他们从大自然中发明了许多配方，使得我们的产品胜过超市的同类产品，他们给我们带来了一系列奇妙的天然环保产品。这里我特别列出其中数位：David Mithcell, Doug Rooney, Robert Bernston, Larry Wang博士，Donald Lehman博士，Suk Cho博士，John Folts博士，Francis Tsao博士，Jim Kurtz博士，Alex Rabovsky博士，Garry Buettner博士，Andrei Komarov博士，Jeremy Ivie, Becky Zehntner等。
We wouldn’t be here without many dedicated suppliers and farmers who’ve grown their crops exactly how we’ve asked them to grow them without pesticides and without herbicides, so we could get the most effective ingredients. We have amazing business partners all over the world who understand our mission and work with us to bring it to pass.
我还要感谢众多的敬工敬业的供应商和农民，他们也帮助我们达到今天的业绩。他们按照我们的要求种植有机作物，不使用任何杀虫和除草剂，使得我们的产品具有最有效的成分。我们现在在世界各地有非常有能力的生意伙伴，他们理解我们的使命，并且和我们共同努力去实现这一使命。
I’d like to give special thanks to Allen and Connie Ball who have been a tremendous support through the years. And a very special tribute to Roger Ball, who first had the idea to bring tea tree oil to the United States. But most of all, I want to say a special thank you to my lovely wife, Belinda. She is an amazing woman of great strength. I’m grateful that my children have also supported me and Melaleuca for the last 26 years. I pay tribute to my son Brian, who worked so hard and contributed so much over the years to Melaleuca. I’m so proud of him in so many ways.
我借此机会要特别感谢Allen和Connie Ball夫妇，他们多年来为我们提供了大力支持。我要向Roger Ball表示特别的敬意，他最初提出设想将茶树油介绍到美国。在此我最特别感谢的是献给我的爱妻Belina，她给了我最有力的支持。我非常感激我孩子们在过去的二十六年里一直支持着我和美乐家，我要向我的儿子Brian表示最感激的敬意，他曾是那么努力地工作，多年来给美乐家作出了巨大的贡献，我特别以他为自豪。
Most of all I’d like to say “thank you” to our loyal customers—all 800,000 of you who buy our products month after month. Every single customer was referred by another customer. It is amazing to me that we are changing the way the world shops for wellness products. I want to mention one other thing that is important to me. The traditional way to measure a business’ success is by dollars. But our mission is: To enhance the lives of those we touch by helping people reach their goals . You know, our business shouldn’t be measured by dollars. The more accurate way to measure our business is by the number of lives enhanced. And because of you, Melaleuca has enhanced hundreds of thousands of lives. We are really proud of that!
最后，我要说的是：谢谢你们，美乐家最忠实的八十多万名客户，你们月复一月地购买美乐家的产品。所有美乐家的客户都是通过一传一的介绍方式成为我们的忠实消费者。让我感到最振奋人心的是我们正在全球改变健康和环保产品的销售模式。我要在此说明另一个非常重要的事情，传统衡量一个公司成功的方式是采用金钱的方式，但我们的使命是：助人达成目标，共享美好未来。你们知道，我们的公司不应该是用金钱来衡量的，衡量我们公司更为准确的方式是得到帮助的人们的数量。正是因为你们，美乐家帮助成千上万的人们，我们非常以此为自豪！
When I look at our growth chart, that’s what I see—I see lives enhanced. I see people living better lives and people helping other people. We’ve got a culture of everybody helping everyone, whether they benefit themselves or not. And I want to say thank you to all of the leaders over the years who’ve helped us foster that culture.
当我看到我们公司的增长图示，我看到的是得到帮助的人们。我看见人们的生活更好，人们相互帮助。我们已经创建了一个相互帮助的文化。我要谢谢你们所有的带领人，多年以来，你们帮助我们培养助长了这一文化。
Sincerely,
衷心地敬上，
Frank
范德士
January 2012
2012年1月
这是我去年购买的超值套装，52件实产品（不包括辅助如空瓶子等），家庭清洁、个人护理、医药、护肤、健康营养和健康小吃及饮料等，价值$299加元。这只是美乐家350种产品中的一部分。
参考
- 美乐家官方博客的原文
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