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“Arbonne Skin Basics”BY Candace Keefe

Senior Vice President of Product Developement and Field Events

Hello, I am Candace Keefe Senior Vice President of Product Development and Field Events at Arbonne International, and welcome to the Arbonne University.

• The Skin

What you are learning about today is going to be about the skin. Now, if you followed the modules to get here, you’ve learned in module one about the Arbonne Difference. Now we are on module two, The Skin, and I am a fi rm believer that an educated consumer makes a wise choice. We all know that cleansing the skins and moisturizing the skin is good, but why? Let us learn what is happening to us through the aging process and then the decision is very simple. When you can provide a product that combats all of the factors in the aging process to include just the ticking of time and the environment’s exposure, then you can make a wise choice.

Then you will see that Arbonne is indeed that wise choice.

Let’s get into the skin. Understanding the basic functions of the skin will allow us to move to the next learning level and why the skin reacts to negative and positive infl uences in our en-vironment. We now know that skin is a very active organ, I mean the skin itself, is a function-ing organ of the body its like your heart, and your kidneys. We want to take good care of our internal organs, but remember, one of the biggest and largest functioning organs is the outside layer that’s actually protecting those organs. We want to put as much emphasis there as we do on every other organ in our body.

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The skin is approximately 18 square feet and it weighs about 8 pounds. Now that’s a lot of skin mass and you really want to take care of it. And again, because it is infl uenced by so many factors as we age, I kind of laugh since I say from the minute we’re born to the minute we die we are in a constant stage of deterioration. Which doesn’t sound very good, but it is an immutable law of the universe that matter deteriorates, and we are nothing more than matter. We want to make sure that we take care of our skin like any other part of our body to ensure that we get the most out of it and we get longevity.

• Important Function

The most important functions of the skin are protection, temperature regulation, sensation and secretion. Now I know that doesn’t sound very glamorous, but the reality is that the skin is the protection mechanism for our bodies. It not only secrets toxins and gets rid of them, but it take moisture in from the environment to support suppleness. So we have to understand how dynamic an organ this is.

• Each Square Inch

Each square inch of skin contains 65 hairs and 95 to 100 sebaceous glands. Those are our oil regulators. There are 78 yards of nerves too. Now imagine 78 yards bundled into one square inch with 20 yards of blood vessels. So you see, it’s a very active organ, with 650 sweat glands, 9,500,000 cells, 1,300 nerve endings, which record pain, 19,500 sensory cells, 78 sen-sory apparatuses to record heat, and 13 to record cold. Everything we touch, feel, from tingly to hot to cold, to sweating which is important for us to secret toxins, this is what the purpose of what the skin is.

We really want to take care of it. Our skin is a functioning organ. It is a vital organ. It protects all of our internal organs.

• Waging a War Against Time

Let’s talk about waging the war against time, where you need to know the enemy. It’s the fi ght when prevention and protection are key to a youthful appearance. A comprehensive skin care approach can address both Intrinsic Aging and Actinic Aging.

Let’s talk about those and the aging process. Changes in the skin inevitably happen as years pass. I previously talked about that deterioration of matter. It is a natural order of life. Matter changes at all ages, as do we. From the minute we are born to the minute we die we are in a

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constant state of deterioration.

As I go through this, I want you to visually think about an apple. An apple has an outside skin; it has matter or fl esh on the inside. If that apple falls from a tree, how long do you think that apple lasts? And keep this in your mind-when it’s exposed to the environment, you might get three or four days out of it.

If that apple is picked, it’s protected. It’s kept in a dark, cool, dry place, you can actually get about six months out of that to get it to market. I want you to keep this in mind as we talk about the process of aging, how we can protect it from the environment, why we can extend the lifes-pan of it.

Another important thing to think about as you age is how collagen and elastin production slows down a dramatic 65% between the ages of 28 and 80. Now collagen and elastin are what make up the strength and elasticity of our skin. They are what gives us that spring in our skin, so we want to make sure that we do everything we can to protect and slow down that decrease of collagen and elastin.

The other important thing to remember is that the thickness of the skin decreases a staggering 6% every ten years. Thin skin has a poor ability to hold and retain moisture, so when we talked about moisturization summaries and the long-term ability for the skin to hold and retain mois-ture, we are in essence talking about keeping the skin at it’s maximum thickness, and it’s natu-ral ability to hold and retain moisture. So again, in that aging process this is one of those factors we want to address.

What I want you to know is the the sun causes 90% of all of the visual signs of aging. So what I am telling you is that 90% of the visible signs of aging can be avoided if in fact protection and prevention are incorporated into your daily skin care regimen.

When we talk about that apple, I want you to think about that often as we go through this. When that apple falls from the tree and is exposed to the environment and the sun for up to four days it is completely deteriorated. This is free radicals at work, this is exposure to the environment, and the oxidative processes going on that are natural. You can take the same apple and keep it out of the sun and the environment, you can get a much longer life span out of it.

• Intrinsic Aging

Let’s talk about intrinsic aging, which is that 10%, of non-exposure. Intrinsic aging is simply the ticking of time, it is hereditary and it is genetic. On the other hand actinic aging is exposure to the sun and the environment, which is 90% of aging, which we can avoid but 10% is just going

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to happen due to heredity and genetics. In general, the darker their skin is the less visible aging will take place. Darker skin has higher levels of melanin, which has its’ own natural defense and protection against the environment. Thicker skin also does not age as fast, so when you formu-late products you want to take a comprehensive approach to attach both the intrinsic and the actinic aging factors.

• Actinic Aging

Let’s talk about actinic aging again. 90% of the visible signs, directly related to the sun. I am a victim of this, I love the sun, I love being in the sun and I have always been a fi rm believer than tan fat is better than white fat. I am a very fair skinned person and I think I look better with a tan. But I am in fact a victim of exposure to the sun. I have wrinkling and sagging skin from that. I have discoloration, I have unsightly pigmented spots and I have thinner skin. This is simply a by-product of exposing myself to the sun, so I know it’s avoidable and I also know that in using a skin care regimen that is comprehensive against these factors, I can indeed make my skin look better.

• Wrinkles

Enough about me I know the mistakes I’ve made in my life. Let’ talk about wrinkles, how deterio-rates, and how skin follows a biological timeline by decades of life.

In your 20s, your fi rst wrinkles appear around your eyes and lips. I think it’s funny that this is when we get a personality! I always thought I had a personality, and I didn’t think I got it at 20! But from smiling, from laughing, from crying, that repetitive movement is when we fi rst start to see small lines and wrinkles around our eyes and lips.

In our 30s, our skin becomes less resilient as elastin declines allowing gravity to take hold. Re-member earlier in this discussion we talked about collagen and elastin declining 65% in produc-tion from age 20 to 80. This is when we start to see the effect of that. The skin gets less resilient in our 30s.

In our 40s, elasticity begins to diminish. Skin loses its memory and becomes less resilient to snapping back. Again repetitive movement such as frowning, squinting, or smoking, form the fi rst really permanent deep lines in wrinkles and you start really see this take hold in our 40s. Keep in mind, thinning skin, 6% every 10 years, and 65% decline in elastin and collagen between 20 and 80.

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Now after your 40s, we hit our 50s and normal-aging changes become apparent. Gravity is cer-tainly a key factor here; gravity combined with the decrease in elastin and collagen cause skin and muscle to sag. Gravity also causes the tip of the nose to droop and the ears to elongate. Now I know that is a pretty picture but I am fascinated because I remember when I was small child looking at my grandfather, he had the longest earlobes I had ever seen in my life and now I understand why. It’s a by-product of gravity pulling on skin that’s losing elastin and collagen.

• Intrinsic Aging

Another important factor in intrinsic aging is the loss of bone mass. Look at your skull if the skin is pulled away from it; it’s made up of bone. Now if bone mass is shrinking, the very protective mechanism of skin on the outside doesn’t shrink with it, so that creates sagging and all of this is a by-product of time.

I want to go back and re-affi rm to you only 10 % of the visible signs of aging are due to these aging factors. The rest is exasperated by 90% which is the exposure to the sun and the environ-ment, so again the most important factors in a skin care regimen are protection and prevention. Keep in mind that apple we talked about.

• Aging and Skin Care

Okay, let’s talk about the very foundations and principles of formulation before we go into our her-itage. I talked about this a little earlier how we use oil-in-water emulsions. I am going to take you on a little visual trip: again, imagine a fi shing net, how what the collagen and elastin is, the skin is made up of this elastin, that fi shing net. You take that fi shing net and you take you take it out onto the beach and it’s sitting there dry without fl oating in water. It really isn’t an effective fi shing net is it? It has to be fl oating in water to catch the fi sh. Imagine that like your skin the elastin grid is catching the collagen to make up the ground substance and giving your skin strength and texture.

That’s why it is so important to have moisture in your skin. You need to have water to fl oat the elastin to hold the collagen and proteins in place, to give your skin a fi rm appearance.

When you look at the skin care through the Arbonne line, we have what you call oil-in-water emul-sions. We use both phases to create the perfect environment for a strong fi shing net, the elastin, to increase promotion and production of collagen, which is that ground substance that’s the pro-teins that are made up within that structure to give your skin a fi rm appearance. It is really impor-tant in the formulation process that you take this into consideration.

The other thing is that thinning skin doesn’t hold water and moisture as well. So you want to be able to increase the skins ability to hold water. Keep that net fi rm and strong enough to hold and

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support collagen and ground substance. That’s what the formulization process is all about.

Now let’s talk about our heritage a little bit, because we have come from a very important foun-dation. We have grown with time a technology and I think it is important as a listener to under-stand where we started and where we are today, and the fact that we have never deviated from our principles: Pure, safe, benefi cial, all based on herbal and botanical principles. But we were not ignorant to the changing times and the advancements in technology. We have been able to piggyback on our foundation where we start and get us to where we are today, which is a pretty great place.

• Basics

Let’s look at the basics. When we fi rst started and Arbonne products came into the market place 26 years ago, we were based on herbal and botanical principles. As we learned earlier, an herb has everything it needs to survive in the environment: Complete amino acid profi le, complete vitamin and mineral profi le, and a trace mineral profi le. It has everything it needs to survive, so the very foundations of our formulations, 26 years ago, were that and provided ex-treme benefi ts.

• Beyond the Basics

As we moved through time, we learned that we could take those very same herbs and botani-cals, and create synergistic blends, to create the desired effects. We took the next step with technology. When you saw biohydrion, biomap bourn, we were able to combine herbs and bo-tanicals to perform a specifi c way, in the case of oil control. With extremely sensitive dry mature skin, we were we were able to enhance moisturization, never deviating from our foundation of herb and botanical, but getting smart about using specifi c ones to perform specifi cally in skin care lines.

The next step was we looked at active components. This is when sun protection factor be-came very important, this is when acne products were brought into the market place, and this is when OTC became a very important part of a skin care regimen (over-the-counter drugs). Regulations by the FDA guarantee that specifi c claims using specifi c technologically-advanced ingredients to perform specifi c actions, that with active components are part of our skin care regimen. This is when we could make SPF factor claim this is when we could make acne claims, but they were all heavily regulated. Our products are technologically advanced and are very specifi c to controlling certain skin issues. We never deviated and we never left that path of base, foundation, herbal, botanical, but we were able to include active components as regu-lated by the FDA to perform specifi c actions. In this case, we are fi ghting against acne, and adding a sun protection factor.

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Now here we are today, and I have to tell you, it’s probably the most exciting to have been a part of it for as long as I have, because I have seen us grow and be able to incorporate all this won-derful technology that has happened over the last 26 years, and the advancements that really truly provide products that perform. To give the benefi ts the consumer expects, never deviating from that herbal, botanical foundation. To a heritage that is so important and so valuable be-cause it does work. Tacking on top active components and advancements in technology, to give you the greatest delivery system, to put ingredients in there that truly do perform, and the visual effects on the skin, and giving you a product that is cutting edge and technologically advanced – that is where we are today.

• Summary

I think the thing that I am proudest of is never moving off that foundation: Herbal and botani-cally based, pure, safe, benefi cial, following all of the safety studies, following all of the voluntary effi cacy studies, everything that Arbonne puts into its proprietary formulations. It is a wonderful place to be today, and I know our future holds only more benefi ts.

• Conclusion

This concludes module 2 of the Arbonne University of Product Knowledge. I hope what you have learned here is: Why? Why you need great skin care, the process of aging, actinic and intrinsic, knowing the difference between the two, and how we can combat the visible effects of both. Why Arbonne formulates its products to address those needs. This is the why and how we have come through the years in formulating proprietary formulations that address all of these. Start-ing with the fundamentals: Herbs and botanicals, advancing all the way to technology where we have incorporated some pretty cutting-edge stuff, to give you products that work. I appreciate you taking the time to listen and learn about our fabulous Arbonne products.