How business, doctors and journalists prey on your food anxieties I

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United Dominion Industries Unless you're a constipated horse, aloe juice probably won't cure your ailments . But a lot of people don't know that, <strong>and</strong> this has made Rex Maughan very rich . Jan Ver Hagen, UDI's eh7ef operedng ofFicer "I'li be like Pac•Man, nibbiing at costs ." Bridge . After years of losses, Dominion Bridge brought in someu'hat less than $20 million ; Holl<strong>and</strong> used the proceeds to help keep debt down to a minimum . While Holl<strong>and</strong>, now 56, restructures the corporation, Chief Operating Officer Jan Ver Hagen looks after the daily operations . Hired a« ay last year from Emerson Electric, where he was vice chairman, Ver Hagen, 57, says his goal is to increase United Dominion's 8 .5% operating margin to 11 .5% in 1997 <strong>and</strong> its 12 .7% return on equin, to 15% by 1999 . Grins Ver Hagen : "I plan to be like Pac-Manendlessly nibbling away at costs ." The results show . Last year United Dominion's sales rose 11%, to $2 billion, <strong>and</strong> such is the operating leverage in the comparrv that net income jumped 56°%, to $62 million, SI .55 a share . With the sale of its service <strong>business</strong>es, United Dominion's revenues will probably remain around S2 billion this year ; but earnings may climb another 23%, to around $1 .90 a share . The folks who run United Dominion have no regrets about having pulled out of Canada's stagnant econome, burthev do «ish chey hadn't lost Giddings & Lewis along the way . The moral of this story is : It's not enough to know where you're going . You'd better have a good plan for getting there, too. m dccoafltNGTO Phoenix <strong>business</strong>man Rex Maughan, Alex<strong>and</strong>er the Great conquered the East African isl<strong>and</strong> of Socotra to obtain its aloe plants to soothe his soldiers' Nrounds . Never mind that Socotra is 1,500 miles southeast of dte southernmost point of Alex<strong>and</strong>er's conquests . Historv isn't Rex Maughan's <strong>business</strong> . Peddling products with supposed medicinal qualities is his <strong>business</strong> . Maughan, who is in his late 50s, is founder <strong>and</strong> sole owner of Phoenixbased Forever Lis, ing Products International . Forever Li ving sells deodorants, toothpaste, laundry detergent <strong>and</strong> three dozen other p roduas, nearly all of%chich contain estract ofaloe, a cactuslike succulent plant common to some desert areas . Half his <strong>business</strong> comes from a single product, drinkable aloe gel, a tart extract that looks like pineapple juice <strong>and</strong> tastes like turpentine . A quart ofthis stuff retails for ^J .14 .95 . People drink it straight or mixed with fruit juices. Forever Living also does a big <strong>business</strong> in bee pollen, which some people are persuaded cures hay fever (Foaaes, Apr . 24) . Forever Living is one of what are called multilevel sales organizationsor ppramids . These outfits recruit armies of fidl-time <strong>and</strong> part-time salespeople, who instead of working on com mission typically buy the products <strong>and</strong> then sell them at a profit .Acharao teristic of such outfits is that more money %i•orks its way to the top of the pyramid than stays at the bottom . The big money is notin selling the stuff, but in recruiting people to sell [Ite stuff . A new salesperson at Forever Livin g Forever ~_Iving's orcduc .s Rex Maughan says his distributors moved close to $1 billion worth . 98 Forbes e August 14, 1995 i http://legacy.library.ucsf.edu/tid/agf97d00/pdf 4 __ ~
"With the Optra line, Lexmark has exceeded HP in quality <strong>and</strong> value, analysts say." -nt Mrrm n, LAN rm Es "Lexmark is ;iving Hewlett-Packard [Co.J a run for the money <strong>and</strong> will definitely capture some more market share with these printers. "-Marco Boer, International Data Corp . eAdd in the stunning quality of the PostScript 1,200 dpi prints <strong>and</strong> you have an all-around office workhorse or a powerful personal printer ." -PC Magazine, 11/22/94. W opra Fami(y © xsc+~L\e I 1995 W I N i 00 Opna Lx "Lexmark's new Optra series of 12 <strong>and</strong> 16 ppm network laser printers set new st<strong>and</strong>ards for print quality, network capabilities, media h<strong>and</strong>ling <strong>and</strong> price/performance <strong>and</strong> represent a serious attack on HP's market dominance in network printing ." -John Mclntyre, BIS Strategic Decisions, quoted in LANT Times . "The 1200 dpi Lexmark Optra R boasts the best printing this side of typesetting with true grays, flawless hairlines, <strong>and</strong> crisp reverse type right down to 4 points ." -Eric Knorr, PC World . Optra R February 7995 "The end result of the [industrial designJ team's work is arguably the best-looking laser printer in the industry . . .from a feature st<strong>and</strong>point, the Optra line is unsurpassed. "-Charles LeCompte, The Hard Copy Observer . "The Optra family is a breakthrough. Lexmark has not only introduced new /es,>/r nFrocn/e,tinn nt n romorb„hlc mirr-{~ut ~~'e the whole Optra package is a remarkable deal . " Angele Boyd International Data Corp. es o . ~/h Iv ./w e,l/wė.,l For more information about the award-winning quality of the true 1200 dpi' Optra' laser printer family by Lexmark, call 1 800 891-0411, ext . 322 . LEXM Aoc-\ncwc Tiir: ART OF PeuartNa 1zJOd .l~jIreeaEdl . I .ry .,~ p . Jes.HlRr.teenpr:L .,.eevnmtl'epennaslu'orcoGYrlpmo~unWe,Le%nLFpCLII .IcIwWuMY0uI5C90olzappmve]GC~aIItyVnK
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