很荣幸今天我能在这里与Charlene对话。Charlene在如新有大约31年了，是我的同事更是我亲密无间的朋友。

I’m privileged to have the opportunity to talk with Charlene today. She has been a part of Nu Skin for about 31 years. She is not only a colleague who hired and trained me at the company but also a cherished and old friend of mine.

 

记得在1995年，如新准备开拓韩国市场，当时我的领导告诉我，如果要去亚洲开拓业务的话，需要向一位对业务十分了解的同事学习，她就是Charlene（亚洲区域总裁）。如今，我们十分荣幸看到Charlene作为如新大中华区和东部市场的总裁，带领我们的业务蓬勃发展。当然，也十分感谢这次Charlene能作为我的英文翻译支持这次的活动圆满举行。

I remember back in 1995, Nu Skin was preparing to enter the Korean market. At that time, my supervisor told me that if I wanted to expand our business in Asia, I needed to learn from a colleague who had a deep understanding of the business, and that colleague was Charlene. It’s really a privilege to have Charlene as president of Greater China and the Eastern markets, and I just want to say thank you for leading this wonderful place. And, of course, thank you for providing support as my translator for this event.

 

另外，我还想感谢另一位同事，他就是Keynes Li（如新大中华北京代表处首席代表暨资深副总裁），想必大家对他都十分熟悉。他在如新中国还没有成立的时候就已经加入如新。也许大家平常不太见到Keynes，但其实他一直在默默为公司保驾护航，守护公司生存的命脉，所以他从事的是一项极具挑战的工作，哪怕表面上看起来他永远都是如此冷静和沉稳，但对于工作始终保持着热忱之心。

I’d also like to extend my appreciation to another colleague, Keynes Li. I’m certain he’s a familiar face to all. He became part of Nu Skin even before we set foot in China. While you may not frequently cross paths with Keynes, he has been steadfastly guarding the company and its core since its early days. This puts him in a notably demanding role. Despite his outward composure, he holds an unwavering passion for his work.

 

也许你们会问我：我在如新的未来是什么？我想跟大家分享一下自己的经历。我最早来到如新的时候，是21岁。我的家庭背景，是一个非常艰难的经济状况。我的父母他们原本住在大城市，但因为一共有八个孩子，太多孩子在大城市没办法生存，所以只能搬到更远的乡下。我从来没有坐过飞机，直到19岁那年去韩国，在那里做传教工作。从那开始我的眼界才真正被打开。因为在如新，让我们每个人都拥有了一个世界观，让我们意识到自己有幸成为地球公民的一员。

Some of you may be asking: what is my future? when I came to Nu Skin, I was 21 years old. I came from a fairly poor background. My mother and father had eight children and so they had to move to the rural area to raise us, because they didn’t have money to raise us all in the city. I had never been on an airplane before I went to Korea when I was 19 years old and started doing missionary work for the church. And my eyes were opened to this amazing global world that we are all living in. Nu Skin has truly opened my eyes to this amazing world that we all have the privilege to be a part of.

 

所以不论你是新加入如新的还是像Charlene一样陪伴如新很久的员工，在如新你都将拥有无限的机会，而这也正是我们今天分享的主题。但在我开始分享前，我想对所有今天在如新中国的同事们和家人们表达感谢。哪怕是在过去两年新冠疫情如此艰难的状况下，你们对公司坚定不移的信任和陪伴，帮助公司维持正常的运营和积极的业务推进，不论你们做了怎样的牺牲和贡献，相信大家都付出了很多努力，感谢大家。

So, whether you have just joined Nu Skin or have been working at Nu Skin for a long time like Charlene, you will have endless opportunities here. This is also the theme we will be sharing today. However, before I begin, I would like to express my gratitude to all my colleagues and the families who are here at Nu Skin China today. Even in the challenging circumstances caused by the COVID-19 pandemic over the past two years, your unwavering trust and companionship with the company have helped maintain normal operations and drive positive business progress. No matter the sacrifices and contributions you have made, I believe everyone has put in a lot of effort. Thank you all.

 

很多时候人们会问我，如新到底能贡献给世界什么？是很棒的产品吗？还是很棒的事业机会？或是很棒的公司文化？而对于这每一个问题，我的回答都是yes。但我认为最至关重要的一件事情是：我们让人们对生活有所向往，有所希望。我们的使命是要在世界各地凝聚一股善的力量，凭借酬报优渥的事业机会、不断创新的优质产品和充实积极的优良文化，赋予人们提高生活品质的力量。这也是我们每一个人的使命。

A lot of times people ask what Nu Skin offers to the world. Is it great products? Is it a great opportunity? Is it a great culture? The answer is yes, all of those things. But there’s something that’s more important than those. That is hope for a better life. Our mission is to be a mobile course for good by empowering people to improve life.

 

过去四年里，不仅仅是在中国，世界上各个角落都面临着这样一个情形，那就是人们对于未来仿佛失去了希望，对于光明的未来也失去了信心。这或许与我们每天打开电视新闻都会接收到一些负面信息相关。尽管如今市场在逐步恢复，经济在复苏，但大家内心依旧会充斥着不安。的确，这是个非常艰难的时刻。但我相信，只要我们保持希望，保持坚定的信念，一定会预见更美好的未来。

Over the last four years or so, as the world has really been struggling, and China’s economy has been struggling just like everywhere else in the world, people have kept on losing hope that the future will be bright. This may be related to the negative information we receive from the news on television every day. Despite the gradual recovery of the market and the economic revival, there is still a sense of unease within us. Indeed, this is a very difficult moment. But as long as we have hope, we will always find a way to make the world better.

 

面对市场如此多的就业机会和多样的选择，如今你们依旧选择了如新，想必对于你们来说如新总有与众不同之处。那我们到底跟别人有什么不同呢？我认为这最重要的就是我们拥有一个十分积极和正面的企业使命。

Faced with so many job opportunities and diverse choices, you have made the decision to be part of Nu Skin. It’s undeniable that Nu Skin has a unique significance for you. Now, what truly differentiates us from others? I believe the most significant aspect is our highly positive and forward-looking corporate mission.

 

我记得，在我第一次参加在美国举办的如新大会的时候，我们的创办人罗百礼先生在舞台上告诉大家：我们不招募或聘用，令人不愉快的人或者是没有道德的人。如今，如新在全球依旧坚持这样的信念，我们不与不良善者为友。因为我们希望，所有年轻人都能活出如新真正的价值来，我们相信，世界也需要如新。透过我们的产品能让人们看起来更美丽更健康；透过我们的事业机会，让人们的生活品质变得更好。

When I was in my first convention at the US, Mr. Blake Roney said: don’t hire or don’t recruit unpleasant or dishonest people. He said that on the stage of the convention. And we apply that same philosophy to Nu Skin, don’t hire unpleasant or dishonest people. We want our people to live the mission of Nu Skin. We believe that the world needs what we have. We truly believe that. We aim to enhance beauty and wellness through our products, and we elevate the quality of people’s lives by offering career opportunities.

 

明年将是如新集团创办的四十周年，四十年来，如新始终坚持善的使命，致力于帮助人们变得更美、更健康、生活更有品质。今年，也是如新中国二十周年。这二十年来，如新已经帮助了一部分人生活的更好更健康。记得在我们刚进入中国的时候，根本没有人知道如新。我们没有总部，也没有工厂，但是二十年后回过头来看我们今天的成就，从巅峰跌倒谷底再从谷底爬至巅峰，不管面临什么挑战，我们都屹立不倒。

Next year will mark the 40^th anniversary of Nu Skin. For nearly forty years, we’ve been helping people look, feel, and live their best. This year is Nu Skin China’s 20^th anniversary. Nu Skin, for 20 years, has been dedicated to helping people in China look, feel, and live better. When we first came to visit China, nobody knew Nu Skin. Back then, we didn’t have a headquarters or a factory. But now, look at us. And during these times of ups and downs, guess what? Nu Skin is still here.

 

我们都知道所有强大的公司，都会有这样一个历程，因为在强大公司的背后都会面临各种各样的挑战，而每一次的挑战，都是在帮助企业打下更坚固的基础，让企业变得更强壮。就好比一颗大树，当风雨越大的时候，这个树就会更坚韧，他的根也会扎的更深。所以这二十多年来，我们在中国实际上建立了一个非常扎实的基础。而现如今，这个基础已经打好了，我们需要做的就是持续成长。多年来，我们坚持在中国持续不断的投资。刚刚我也参观了即将落地的二期工厂，而这个工厂未来能够支持三到四倍的营业额增长，这也正是我们坚定持续投产的目标之一。

We’ve been learning that truly great companies have to struggle, and they struggle and grow again, and that’s what makes them stronger. Just like a tree, the stronger the wind blows, the stronger the tree roots. We’ve been building our foundation in China over the past 20 years. Now, we are ready to grow. We’ve been investing in China over the years. I just toured the soon-to-open Phase 2 factory. It will facilitate a three to fourfold increase in our revenue growth. This is also one of our firm and ongoing production objectives.

 

过去一段时间，关于“如新关闭线下门店，而更多投入到数字化市场“这个话题被广泛热议，一部分人认为这是如新市场策略变革的举措，但实际上，线下门店能够更真实的建立如新与消费者的连接，这点如新深信不疑且从未想去改变。但我们始终相信公司的使命，坚持在全球各地凝聚一股善的量。所以面对科技变革，消费者需求更新迭代的当下，人们在变美变健康的道路上也需要更灵活和自由的方式。

Lately, there has been extensive discourse surrounding the topic of “Nu Skin’s decision to close offline stores and increase focus on the digital market.” Some view this as a shift in Nu Skin’s market strategy. However, the truth is that offline stores provide Nu Skin with a means to establish a more authentic rapport with consumers. This is a fundamental belief of Nu Skin, one that has remained steadfast and unchanged. But we believe in our mission – to be a global force for good. In the current era of technological change and evolving consumer demands, people also require more flexible and liberated ways on the path of pursuing beauty and wellness.

 

对于中国市场的14亿人口，每个人都想要变美变健康，但我们更希望看到的是，只要口袋里有一部手机，他们就可以随时开启“如新人生”。但这样的愿景是需要一点点建立起来的，这是一个逐步学习和成长的过程。尽管如新在世界上存在将近40年，在中国已有20年，而我也陪伴了如新28年，但我认为，如新的未来才刚刚开始。

There are 1.4 billion people in China, and all of them want to look, feel, or live better. As long as they have a mobile phone in their pocket, they have their own particular part to play. We will take this opportunity to 1.4 billion people, and this will happen one person at a time, with technology assisting every single person to do that. Nu Skin has been here for 40 years, and has been in China for 20 years. I’ve been here for 28 years in this company, but I think we are just getting started.

 

相信在座的大家对如新的Empower Me战略已经非常熟悉了。用一句话来解释，就是：为我们彼此提供力量，按照我们的方式为您开启光明的事业前景（Power me and power you to build your business to our way）。因为我们每一生产出来的产品都是在赋能人们有更好的生活。每一个承诺、每一个计划、每一个激励措施都能增强人们改善生活的能力。所以如新一直强调的Empower Me实际上就是Empower You（赋能你），每一个在如新的你都能找到自己的成功之路。

I believe all of you present here are already quite familiar with Nu Skin’s EmpowerMe strategy. To sum it up in one sentence: Empower me and empower you to build your business our way. Every product we build, it powers people to have a better life. Every promise, every program, every incentive empowers people to improve lives. So, what Nu Skin has consistently emphasized with EmpowerMe is essentially Empower You. Every individual within Nu Skin can find their own path to success.

 

那么，也许有人会问我：Ryan，如果我是从事财务相关的工作，既不生产产品也不在科技研发团队，那我怎样才能赋能别人，给他们带来更好的生活呢？而我的答案是，每一个在如新的人，不论你在哪个部门，每一个人的付出都能带动如新更好的运转。对于财务部门的同事来说，你们的工作实际上是在确保我们能够把钱用在对的地方，当我们需要资源的时候，我们会去找财务的同事，而他们所做的正是赋能别人（Empower People）的事情。对于合规或法务部分也是一样的，你们的工作看似与其他人没有太多接触，但是你们的工作就是确保公司能够安全费合法合规的运营下去，这也是至关重要的。所以今天的你，不论来自哪个部门，我都希望大家清楚的知道自己对于公司都是非常有意义的存在，每个人所做的事情都会给别人带来希望。也许你们会感觉自己就像是一个小小的螺丝钉，但其实我们是一个很大很大的组织，遍布全球近50个市场，是一个致力于赋能和改善人们生活的一个团体，而你正是其中至关重要的一员。所以不论你是如新的新朋友还是已经在这里二十多年的老朋友，我希望我们可以一起成长，一起让这个世界变得更好。

Now some of you may be saying: well, Ryan, that sounds good. But I am in finance. How do I empower people to improve lives. I’m not building products. I’m not building programs. I’m not in the technology. I want to help. The answer is, every single person in this room is helping the Nu Skin machine to work. Our finance teams make sure that every priority and resource is budgeted and founded to empower people to improve lives. The same applies to the compliance and legal departments. Although your interactions with others might seem limited, your role is to ensure the company operates safely and within legal boundaries. This responsibility is also crucially important. No matter what you do today, or what your job is, you are empowering people to improve lives. So, I would ask you every day to show up and give your best. You might sometimes feel like a small screw in the machine. However, in reality, we are part of a very large organization, with our presence spanning nearly 50 markets worldwide. We are a collective dedicated to empowering and enhancing people’s lives, and you are an integral part of this mission. Whether this is your first year or your twentieth year with Nu Skin, I hope you will stay here, and you will continue to grow with the company and make the world a better place.

 

最后，我想再次对大家表示感谢。感谢大家在过去很长一段时间里自己以及家人的无私奉献和支持，感谢有你与如新一起接受挑战，一起变得更强大。

I want to say one last thing, and that is thank you. Thank you for your sacrifice over the last few years. It’s been difficult. Your family and you have sacrificed, and we are all stronger together.

 

【Q&A环节】

[Q&A session]

 

Q1：中美关系是一个非常敏感的话题，有的同事曾疑问，自己和家人（关于中美关系）都会有一些担心，毕竟我们身在一个美资企业，那么身为CEO您怎么看待这件事？

Q1: The China-US relationship is a topic of great sensitivity. When it comes to this subject, some of our colleagues and their families have concerns, particularly due to our association with an American company. As the CEO, how do you perceive this situation?

A1：四年前，我曾跟当时的商务部副部长王先生有一次会面。当时王先生问了我同样的问题，而我给出的答案是：我们不会介入政治，我们作为一个商业团体，我们只希望两国政府能够友好。并且我并不把如新定义为一家美国公司或者中国公司，我认为如新是一家致力于凝聚世界各地的善的力量，以提升人们生活品质的企业。我们是一个单纯的商业团体，也是一个聚焦全球的团体，我认为我们共同的信念比我们的生意更重要，所以不论面对怎样的商业环境我们总会找出自己的生存之道。

A1: Four years ago, I had a meeting with Mr. Wang, Vice Minister of the Ministry of Commerce. He asked me the same question. My answer was: “We don’t get into politics. We just hope the two governments will get along. We don’t consider ourselves a US company. We don’t consider ourselves a Chinese company. We consider ourselves to be a global force for good company that unites people around the common purpose of empowering people to improve life. We are a purely business-oriented entity with a global focus. I believe our shared conviction transcends our business identity. Hence, regardless of the prevailing business landscape, we will always find our way.”

正是基于这几次的会谈，王先生给国务院提交了一份报告，这对如新在中国市场的发展带来很大帮助，更加深了中国政府对如新的认知：一家在中国扎扎实实发展业务的公司，一家遵纪守法的公司。

After these meetings, Mr. Wang submitted a report to the State Council, which greatly assisted Nu Skin’s development in the Chinese market and further enhanced the Chinese government’s perception of Nu Skin – a company that has firmly developed its business in China and abides by laws and regulations.

 

Q2：非常开心Ryan肯定了法务和合规的同事，我们常常在工作上，不得已要否定大家的计划或者想法。我很好奇，当Jeff Moore（首席合规官暨企业风险副总裁）他们否定你的时候，你是什么感觉呢？

Q2: I am very happy that Ryan has expressed appreciation for the colleagues in legal and compliance. Due to our roles, we sometimes have to deny your plans or ideas. I’m curious, how do you feel when Jeff Moore and the others deny your proposals?

A2：我来举一个赛车的例子，赛车的时候，我们就是在不断地踩油门和踩刹车，在这中间取得一个平衡，然而这个动作是很频繁的。当你在赛车的时候，油门和刹车都是一样重要，缺一不可的。如果大家刹车不会好好运用的话，就会很危险，你的车可能打滑甚至翻转，然后你就有可能送命。但是如果你不踩油门，你哪里也去不了。起初我一直认为，我们的业务团队、经销商团队是踩油门的人，法务、商德和合规是踩刹车的人。一直到15年前，当时我住在日本，负责日本市场，我的认知改变了。

A2: I’d like to share car racing as an example. In racing, you ride with both feet, you push the gas with your right foot, the break with your left, because in racing you have to constantly add gas or hit the brake pedal. What you learn when you race is that the brake pedal is as important as the gas pedal. If you don’t use the brake pedal properly, your car spins out of control and you can crash and die. If you don’t use the gas pedal, you can never go anywhere. So for the first 15 years, I always thought sales was the gas pedal. And then compliance was the brake pedal. Until I had a very important lesson 15 years ago while living in Japan.

我当时的主要任务是让这个市场的业绩增长，在此之前，日本市场的业绩连续7年下滑。所以我当时的主要任务是去那里加油门。我开始踩油门以后，发生了什么呢？车子开始摇晃，并且失去控制。当时这个危机出现的时候，我去找了对我来说，又是敌人又是战友的人，Brian Muir（首席合规官暨副总裁），就是我们合规团队的负责人，问他我要怎么办。这么多年，对我来说，我是踩油门的人，Brian一直是踩刹车的那个人，我们处于比较对立的立场。在这样的情境下，Brian可以说，这个事跟我不相干，两手一摊说我不知道。但是他没有，当天是周五，他告诉我，他周一的时候会到。他把电话一挂，马上定了机票，上了飞机，礼拜天到达，然后周一早上便可以跟我并肩战斗。在此之后，Brian跟我在日本待了6个月，并肩作战，创建了一个比较平衡的模式，是一个健康成长商业模式。

And I was responsible for growing the business because it had been in a seven-year decline when I got there. So, my job was to push the gas pedal. And as soon as I got that, what happened? The car started to spin and was out of control. So at the time, I called my friend Brian Muir (he’s the head of compliance), and I said what do I do? Because for many years, while I had been the gas pedal, Brian had been the brake pedal. Brian could have just told me “see you.” He didn’t do that. It was Friday and he said, “I will be there Monday.” He jumped on a plane that night and he got here Sunday night, and was in the office Monday morning to support me. Over the next six months, he and I together build a new model that we call healthy sustainable growth, not just growth, but healthy sustainable growth together.

从这件事情之后，我便认为，我和Brian、或是我和Chayce（首席法律顾问暨执行副总裁）是为了公司健康可持续的成长而并肩作战的真正的伙伴，我们之间的关系更像是特斯拉汽车的模式，踩下一个地方，即可以加油，也可以刹车，我认为我们是融合在一起的。所以我们在中国也是一样，我们正在中国建立一项长期的事业，我们要做同样正确的事情，业务部门和法务、合规等职能部门，不是对立的两方，而是相融合的，是真正并肩作战的合作伙伴，要一起建立一个长期持续稳健发展的市场。

So ever since then, I have always felt that Brian and I, or Chase and I, are true partners in healthy sustainable growth. I don’t see them as a brake anymore and I am the gas. Who has a Tesla? They have what’s called regenerative braking in the Tesla: when you push the gas or you let out the gas, it breaks for you. You only need to drive the car with one peddle. We are building a business for the long-term in China. We will do the right thing to build healthy sustainable growth as partners, true partners.

 

Q3：虽然我们一直践行齐心协力的全球团队，但中国跟全球还是有一定差异的。所以我们想了解，在未来，总部会允许中国有多大空间的差异化或者是本地化？

Q3: While we have always been one global team, there are still certain differences between China and the rest of the world. Therefore, we would like to understand, in the future, to what extent will the headquarters allow Nu Skin China to implement differentiation or localization?

A3: 在当下这个全球化的世界，我们应该采取全球化的视野和思维，而执行和行动趋于本地化。我们作为如新人，践行着“齐心协力的全球团队”这个价值，当我们思考时，我们要站在全球视角，但我们执行时，需要去适应当地市场，本地化思考。有的时候，我们可以趋于本地化的去运作，但有的时候，我们需要有全球思维和视角。

A3: In this increasingly global world, we have to think of two minds: think global, act local. For us as Nu Skin, we are one global team. We should start thinking global, but when we execute, we need to think local. So sometimes, we will be localized, and other times we can do global or we should start adopting a global mindset.

 

Q4：我们看到中国市场的增长已经开始恢复了，我想问，我们后续有新市场的开拓计划吗？

Q4: I’m interested in learning whether Nu Skin has any upcoming plans for expanding into new markets in the future?

A4：首先，我们应该从中国自 2019 年以来首次恢复增长这一事实开始整个讨论。我们对此表示祝贺。我认为，中国的增长越多，公司的整体表现就越好。中国是我们体系中非常重要的一部分。

A4: First of all, we should’ve started the whole discussion with the fact that China has returned to growth for the first time since 2019. So, congratulations on that! And I think the more that China grows, the better the company does as a whole. China is a very important part of our system.

我们会继续加大在中国的投资，大家知道，我们现在有新的工厂准备开放。同时，如新是个全球公司，我们在全球有近50个市场，而全球有200多个国家，所以我们还有很大的发展空间。但我们现在的目标还是主要聚焦在现有的市场，致力于如何把这近50个市场做好做强，做到非常成功。等到我们足够坚实以后，也许若干年后，我们会去考虑开拓像印度等这样的新兴市场。

So, we will continue to increase investment in China. As you know, we have built a very large factory. And I think as a company, we’ve always grown through international expansion. We are in 50 countries today, but there are 215 countries in the world, so we have a lot more room to grow. But I think our goal right now is to stay focused on “let’s be very, very successful in the markets we are in.” And we will look to the future, maybe in the next few years in India and other markets like that. But we need to be very focused for now.