It's 1983 and civil war's broken out within Nutri/System. But while CEO Harold Katz fights his franchisees, his former colleague Jenny Craig has grand designs on Australia.
Craig wants to use Australia as a staging post on the way to becoming a U.S. heavyweight, but first she's got to convince women Down Under to diet like Americans. And that's going to be anything but easy.
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This is an unofficial transcript meant for reference. Accuracy is not guaranteed.
A note to listeners. The material in this episode covers the weight loss, industry and diet culture, which could be
upsetting for some people
episode also contains adult language. This
originally aired exclusively on wondering, plus in twenty twenty two,
the
January. Nineteen. Eighty three
in a large hotel conference room in philadelphia, neutral systems. Annual party is under way a degree
and of a lower sweatsuit spends the record as
go light swirl around the room, these working, but no one's dancing. Instead,
neutral systems, executives and franchisees stand on separate sides of the deserted dance at the bar
a neutral system executive rages at a franchise e who just ordered to cocktails you son of a
if you're trying to record company, you are the ones killing the business, your overpriced food is driving customers away. Why should I get gown
by you when I can buy the same food at half the price I didn't hear you
complaining when the money was just rolling in the now.
That you actually gotta get off your ass to get customers all you franchisees or whining like little babies. Its nine months
since neutral system bought the Gloria Marshall figures salon chain from jenny, craig back then
for system and its six hundred weight loss centres were flying high. Now it's a
this in crisis to protect its profits neutral system here,
the price of the diet food itself to its franchisees, pushing
to the brink of collapse. So
Franchisees now want to buy the food from other cheaper suppliers, but that would
they state neutral systems, profit
Zack you'd of arguing with the e at the bar clinches his fist
The two men are now almost knows too knows, but before either can throw a patch
another franchisees steps in pay are those are cocktails, turn back
the angry franchising breaks, eye contact with the executive picks up a cocktail,
who franchisees walk away as they do.
for system founder. Harold cats entered the room puffing on a cigar, disgust
at the empty dance floor in march
toward the dj. Stop them using star the room. Go silent.
cats, grabs the dj microphone and turns to the fore,
Josie's nutrisystem is a family, my family,
as some of you were trying to break up the family. That's not happening.
if you don't want to be in my family than I will buy you, the fuck out, all of you,
it neutral system, we are family,
system executives, applaud the franchisees frown the battle lines or now drawn
that is going to war against his own franchisees.
And, while this civil war rages neutral system,
competitors wheel,
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From wondering I'm David brown- and this is business wars-
The
on the last episode. Wait: watchers went from being housewives hobby too.
Multi million dollar division of heinz and neutral.
system, ceo, harold cat aids,
engendered craig millions for her figure salon chain.
As part of the deal. The craigs agreed to a two year not compete clause that prevent
From working for a rival anywhere in the world except australian
so the craigs hatched a plan to start a new diet business down under during that time, and then what
turn to america, to battle numerous system and wait. What this
is episode to up from down.
May nineteen eighty three melbourne, australia
side of suburban office building sit and jenny. Craig are waiting to see if the biggest bed of their lives will pay off. They get
three million dollars of their own money and move to
australia in the hope of
breaking back into the diet, business and now the moment of truth has come,
the first nine jenny, craig weight loss centres open for business across the city. This week, Jenny.
At her desk on the phone with a manager of a centre located in melbourne eastern suburbs,
customer inquiries. Did you get this morning.
Jenny, fiddles anxiously with her pearl necklace,
The news isn't good. Just just one com all morning.
She hangs disheartened. This isn't what the craigs expected
They imagined overweight. Australian women would be banging on their doors by now. Until the end
craig centres open
straight had never had access to american style diet centres that sell you everything you need to lose weight under one roof
the only serious rival in australia was whitewashed, but whitewash
This requires dieters two way: everything they eat. The craigs believed their diet
The light line of pre packaged portion, controlled meals,
be a slam dunk for people who don't want the hassle of weighing every meal
and there's more bad news said
Craig answers his phone australia's department
health is on the line, MR crank. We need to discuss the vitamins you're importing. Is it correct that you are planning to sell packets of mixed vitamins and minerals, including
selenium jenny, craig centers aren't just selling food
also selling supplements to ensure customers get the nutrients they need when dieting,
yes, that's right, then I must inform you that you cannot sell those packets. What why felling vitamins and mixed packets is prohibitive,
as ridiculous. They all end up in the same place. When swallow. This isn't a debate to Mister Craig. I felt you can't fell threeam. Only pharmacists can do that. If you distribute those package, I would
shut your centres down. Why are you only telling us this now this
Bringing our vitamins from the u s is almost here: where are
we have told you? Instead, we only learned about your plans from your advertisement. You failed to check that what you were doing was okay. This is the consequence of that failure
unable to sell their packets of vitamins and minerals and australia. The craigs
Look into sending them back to america, but battle
Asked another seventeen hundred dollars so
The crags tell the ship carrying the pills to dump them into the sea.
In the months that follow jenny, craig
situation, does not improve much customer
it's trickle in, but nowhere near expectations, but rather than cut
back operations, they
press ahead faster
I believe the problem is that australians are unfamiliar with the diet centre concept
They get a one point: five million dollar line of credit from a bank; instead,
opening jenny craig centres nationwide.
by going national quit the craig
hope to overcome the unfamiliarity while raising the bar for entry for any future competitors. Soon, jenny
Craig centres are springing up across australia back
tv adds filled with before and after photos of people who lost big with Jenny craig, but jenny, craig weight loss revolution rolls on
to celebrate the opening of our three new centres, jennings offering use
the daughters of the program at all centers and here's proof that Jenny's concept really works, because I look like a little darryl with legs. I think it's made me a better person, a happier person
We set a section as on: u s coming down in interest saws, jenny, craig
clean becomes a household name in Australia and customer numbers start taking up
but while Craig finally catches on in australia back in america way,
Watchers is evolving.
its january nineteen. Eighty four and peak season for the weight loss businesses under way. The first
eggs of the year or make or break for the diet companies as they fight to win over the new year's resolution crowd and this year wait watch,
enters the fray with the biggest overhaul of its diet. Since its power
Jeanne night, ich invited six pounds over for coffee and module on twenty one years ago, because way rogers
It was the hardest thing about losing weight is waiting. We created a quick start. It's a brand new weight, watchers plan to safely help you lose weight quicker than before in the very first weeks with you easier than ever menu plans. Why wait start on quick start now? You won't get discouraged because we'll have to get the result at quickstart.
Designed to give customers noticeable results in the first two weeks making
more likely that they'll keep attending whitewash your meetings. It also
gives dieters more choice, now
Instead of having to have an apple with lunch, die
can swap it for half a banana, more peaches and quick start
Helps wait, watchers, expand globally by adapting. The
to local food preferences, but wait washers, isn't just fixing the
it. It also wants to claw back the market share. It lost a lean cuisine so
launched a line of frozen dessert and high
english actress in weight, watchers member lynn red grave to be there.
Said the brand. When I was very little, it was now eat your veggies, or you can have that when I got crafty it was only just finished. If I can have, then then after eighteen indulgent years, I had to say a sad goodbye to desserts some diet. Now I can eat weight, watchers cheesecakes with bright red strawberries, moist weight, watchers carrot, cake, jammed with raisins and all the other define weightwatchers to touch without having to make a deal about veggies and without the fat
The red grave adds low calorie desserts and new diet options. Reignite in
Kristen wait, watchers and you
revenue smash through the half a billion dollar barrier, but as
Wait: watchers prospers, neutral system, withers
may nineteen eighty four philadelphia
in his lavish office, neutral systems, war, weary, ceo, Harold cats, lights,
lee charm cigar.
Charm is an investor
specializes in buying and fixing ailing franchise businesses and cats once
him to buy neutral system cats who spent eight
months said war with his own franchisees. Every attempt to broker peace has failed
now the franchisees or suing neutral system, so they can be
diet, food from cheaper suppliers. The info
having his killed, neutral systems, growth,
It sales and profits to slide cats
sits down behind his gigantic desk and levels of charm.
I've had enough its clear to me that I can't you
pass this fight without giving the franchisees more control over my business, and
I can't live with that by me out.
charm knowledge is already
and his homework. He thought
neutral systems, cord diet, business is solid. The problem as he sees it, is its wasteful spending and site
businesses like the money losing Gloria Marshall figure salons. I approve
your candour and I want to buy
willing to pay nine dollars a share evaluation of eighty seven million dollars. It's a big discount on them
five hundred million dollars neutral system was worth two years ago. Charm waits for the push back, but cats doesn't blink dan.
charm sinks back into his chair, but
one thing I need from you first and what's that
settle with the franchisees. I can't
neutral system if the head office and the franchise easier at each other's throats. So that's what cats does? He agrees to cut
price of the food neutral system cells to franchises ngo
them more say in the business. In return
The franchisees drop their anti trust suit.
brief moment theirs
peace in the neutral system, kingdom, but then
the companies latest quarterly results arrive. The company
spacing an annual loss of seventeen million dollars it stock
dives below the eight dollar more choice.
Immediately downsizes is offer cats.
allows to shovel and vows to fix the business himself like cats,
is about to discover there's another challenge headed his way from down under
Jenny Craig is coming
to america.
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The.
January nineteen, eighty five jenkins town pennsylvania.
Neutral system founder, Harold cats, sit sit, is enormous, desk
a smouldering cigar planet in his mouth. He stares at the battle plan in front of him,
it's a plan to reshape neutral system and its scope,
hold onto an amtrak, napkin cats, looks
the man behind the plan. Donald Mccullough
thirty nine year old, former pizza hut exec with crows feed around his eyes,
management you,
a fire. My people
These guys are your friends and family, but but they're, not professionals. They help me build my company.
no doubt and what you ve done is impressive. You had the vision and drive to build this business. I dont have
very few businessmen do but
we business hits a crisis at some point when
happened a neutral system. Your managers word equipped to deal with it. Cats checks the next bullet point on a napkin.
financial control,
is non negotiable. These office
are beautiful and all but wasteful same
As for the corporate jet cat scan
since at the model of neutral systems, corporate jet on his desk that jets guy
from status symbol to millstone. But the thought of
using. It still hurt cats moves on.
innovative marketing new products, the cuts in
I want to change of the advertising. I'm unthinking. We pay radio dj to join the neutral system, diet and share their experience with listeners cats.
this forward in nods from a color to go on on the product side.
We need to refresh the program. You saw how quick start
people excited about way. Watches again, will the same thing.
happen when we introduce pan peter Peter new,
exciting products can work wonders who cats grants and checks?
final bullet points on the napkin
franchising relations
see. You made peace with a franchisees, but the bitterness remains.
beyond a relationship is just you sending them invoices neutral.
system needs to show them. Some love
in better training for their instructors, inspections of their centres, inspections at
like a way to start another fight. It doesn't have to be
constructively. They can improve relations. That's also why you can't led this turnaround. Cats looks up
his back in his chair and puffs his cigar, he knows, mccall is right, is too much bad
blood between cats in the franchisees. It's why care,
since now looking for someone to replace him as ceo, he blows
cloud of smoke into the air and nods yeah. I get it
so you want to be sea or this place or what mccullough smiled. I do
but on one condition. If I fixes business, I want the
She knew by the company cats row
his cigar between his fingers. He didn't expect that demand
cats, almost soul, neutral system a few months ago. So he figures wine on ok, you got your action.
Welcome to the neutral system family.
But, as my colleague takes the helmet neutral system in the east, jenny craig
bringing a taste of australia to the west coast
its february nineteen, eighty five, and in los angeles,
daily antennas champion John newcomers introducing tv viewers to the newest diet on the block get. I I'd like to introduce america to the guinea. Craig white lost method that has met with incredible success down under I've. Seen the results for myself and believe me, it really work is what are my fellow austrian have to say about it and cook until a tiger. I couldn't think anything
in tat idea. It's two years since jenny, craig open for business in Australia, she's.
now got one hundred centres there and they are making
millions of dollars, millions that
shield used to bulldoze her way into the american market, for starters,
he's opened thirteen weight loss centres in los angeles, but
Just as in australia
craigs debut, is met with indifference. This
It's not because people are unfamiliar with diet centres. It's because there too familiar with them
There are thousands of diet, centres, nationwide and
Craig is up again
entrenched, rivals like physicians, weight, loss, diet centred, and
neutral system to stand apart. Jenny cry
build itself as the
strategy and weight loss revolution, but few
organs are swayed by that granting any
fewer recognise the aussie tennis pro in the company's ads. So
Sid and jenny, Craig look for a fresh angle,
bring in. U s. Surgeon general doctors see every coop as a consultant to give
diet more legitimacy. They offer customers, free gifts and pay hollywood actor elliot gould to endorse the diet
none of it works. But then
said craig has an idea
Instead of selling customers diet food in cannes in pouches, jenny, craig centres will
sell frozen meals, they can microwave
summer nineteen. Eighty six jenny,
frozen cuisine line, goes on sale. The promises
better tasting, more convenient meals with
actually zero prep time give.
Craig powerful edge over its rivals,
as dieters flock to Jenny Craig? The company opens more and more centres, but
less. The craig spend a lot of money up broad it'll. Take you.
Here's to go nash.
Toby nineteen, eighty, seven orange county, California.
In a meeting room and marrow lynch west coast office and exhaust
Jenny and said craig take their seats, they ve.
I spent a week on the east coast on a relentless road, showed a drum up interest in the company's ip yo on the new york stock exchange and next week
they'll do the same again for the west coast investors, but before they said,
the western leg of their tour
their under writer at mirror. Lynch has summoned them for an emergency meeting. Jenny said thanks for coming in
I wanted us to talk in person because I have
news, for you said
things forward in nervously, rubs his beard, bad news,
as you know, investors are nervous after the stock market crash earlier this month. Interest
ip owes generally is fallen off a cliff, a paint, look flashes,
And since face
he's long dreamed of running a company listed on the new york stock exchange and now.
feelers chance slipping away.
What are you saying that it's over there that the ideal can go ahead? Now? I am suggesting we lower the asking price for your stock. I'm thinking
ten dollars a share, the craigs look at each other
ten dollars a share means the ip will raise fifty eight million dollars. That's
twenty nine million dollars less than the craigs hope to raise jenny. Craig pipes up that feels LAO said
I don't like the idea was worth it at that price. Sid knowledge
three I'd rather wait until the markets more receptive,
the under or not
I understand so to confirm you only
Actually, I appeal yes, cancel the appeal.
The failed ip o is a blow to jenny, craigs rapid growth plan, but they dont abandon it. Instead,
company bank rosy expansion itself, its slower.
but with diet mania at an all time, high. The companies
short on cash,
jenny. Craig is less than five years old.
And zooming towards annual revenues of half a billion dollars
still way behind neutral system lucy
oh don, Juan, but colleagues back of the napkin turnaround plan, pull the company out of its downward spiral, colored fixes the fundamentals and then
buys out founder, Harold cats in us
sixty nine million dollar leverage to take over now,
neutral system, generates more than seven hundred sixty million dollars in sales every year, but that
still far behind market leader way, watchers with its refreshed,
diet programme and low calorie frozen dessert waned
It is now the third
fastest growing unit of heinz generating sales of more than a billion dollars a year.
But the diet rush of the nineteen eighties
Bout to derail
june
Nineteen eighty eight mobile alabama
an ambulance races towards the hospital. We are its lesson,
half an hour since patty Alan collapsed in a movie theater,
The battle to save her life is on
as the paramedic in the back tries to revive the driver. Radios ahead. We aren't twenty three year old woman with a suspected harder ribby on
I will add to your blood
will reveal the cause and that irregular heart beat a lack of potassium
all attempts to save her fail.
Two days after being rushed into the yard. Alan dies
the medical examiner tributes her death to a viral infection, but some suspect the culprit may be the rapid weight loss programme. She was put on by the
I sent her. She joined six weeks earlier in an attempt to shed
de pounds before her wedding day.
This is no isolated case across amerika people,
dieting themselves into the hospital. Soon these patients
their families and congress
will join forces with a common purpose to take down,
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March night
Ninety the office civil law firm in miami attorney
Bird furies on the phone trying to end
car quickly
No, no ma am thank you for asking us to represent. You know
no you're, not alone in this. Our phones have been jammed all week with people who have bad experiences, just like yours theory
glances at the red lights on his office phone, thereby,
in urgently reminding him that
More colors are waiting to speak with him I'll be in touch yet by now. Yes, yes, yes, ok, Bob! I fear
cut. The call takes a gulf of is now called coffee takes another call
Sorry for the delay. I understand you wanna join those seeking justice from neutral system.
The oral listens as the collar tells her story.
a few days ago, he and another attorney filed nineteen lawsuits against neutral system on behalf
dieters, who claimed the company's weight loss programme damage their gall bladders ever since
people have been calling in seeking rep
contagion. They ve all got
similar stories to tell
stories about how neutral system helped them shed pounds fast, but then they developed serious gallbladder problems. Many heads,
gall bladders removed
the system says it's not to blame. It argues overweight.
But are at greater risk of gallbladder disease and the cause, isn't it diet.
Customers weight and it's not
us neutral system.
Wait lost centres, promising fast results are also feeling the heat and the pressure
Thirty three billion dollar industry is about to intensify march
nineteen, ninety washington, d c,
Four congressional subcommittee, the mother of a thirteen year old girl, wipes a tier from awry. The cheerleading coach told my girl. She was too fat for the team. She was devastated, so we took her too.
chris quick weight loss. Organ representative run widen interjection, that's
weight loss clinic correct. Yes, there clinics nearer
and coral gables, we paid them fifteen hundred dollars and their diet. My girl
She ended up having gallbladder surgery because of it
had I known. There were risks like that she could have stated happily plump child for the rest of her life, but the man
from coral. Gables isn't testifying alone today later
A new for system customer shares her story.
Ass, twenty eight pounds in two months, just like they promised, but then I felt
self doubled over in excruciating pain. I was
to the hospital I had to undergo emergency surgery to remove my gallbladder, there was no
anything wrong with my gallbladder. Before they need
told me there were any risks represent
widen shakes his head in disbelief
What we are hearing today is that many products peddled in these commercial weight loss clinics aren't
I stayed with little or no scientific proof of their safety or effectiveness. Often the so called
councillors at these clinics are under trained. Lay people who operate with.
medical supervision, the next day
newspapers nationwide run the horror stories heard on capitol hill, fuelling a backlash against the diet. Trade weight loss come
these get hit with lawsuits from every direction customers flee,
the federal trade commission cracks down on the industry's advertising practices, demanding that before and after claims come with warnings that the result shown aren't typical cons,
more affairs investigators posing as customers report that diet centres make false. Health claims refused
discuss the dangers of rapid weight loss and
lead people into thinking. The lost pounds will stay off, despite the overwhelming evidence that dieters usually regain most of the weight. They lose diet companies
clouding neutral system and jenny, craig form of trade.
Sosius to defend themselves, but wait
cheers refuses to join instead. Wait watchers
publicly slams the association as a lobby group for com
it with big problems.
wait, watchers turns the controversy into a boom
may be in the weight loss business, but it makes most
its money from people attending meetings, not from selling food direct to its customers,
watchers members, make their own meals, in contrast,
weight. Loss centres like jenny, craig and neutral system, make all
all their money from selling dieters they're ready to eat meals and as that
diet centres take a pounding. The strain starts to show.
October, ninety ninety one, the new york stock exchange,
jenny, Craig walks through the trading floor, dressed head to toe
black chanel,
it's four years later than planned, but today jenny, craig in court,
raided, will debut on the stock market
jenny and her husband, said pass traders who stack piles of gin
Craig meals on their counters
One shouts at the couple yo jenny, alas, fourteen
Thanks to you, a couple stare up at the electorate
stock tickers. Circling the trading floor there in lights is
aim of their company said, looks dewey. I'd
It's actually happening is in it.
going to own a public company
opening bell, rings: jenny.
Stock opens at twenty two dollars value
the business at five hundred million dollars.
It rises to twenty six than twenty nine.
King devaluation beyond six hundred fifty million. In the first hand,
our of trading.
jenny and Sid's network has increased
Thirty nine million dollars
the high times, don't last jenny,
eggs, doc peaks in january nineteen money too and thence
to slide
tighter rules on weight, loss ads and worry
about the safety of diet programmes, frightened investors,
october, nineteen ninety two a year on from its stock market, debut Jenny Craig
Doc is worth half
of what it was at the idea and the company
revenue in profits are tanking, but wild.
any craig shrinks neutral system comes. Undone
may ninety. Ninety three people,
pennsylvania,
numerous systems modest headquarters, there's panic a few hours ago. The banks for close
and froze the company's asset sums
damn of already left the building. Others sit at their deaths.
reeling from the news. A law
a few or fielding the dilution of calls from frantic neutral system franchisees
you, don't understand, we can't send you any more food. The bank
shutting down, but I only have
or five days of building stock. What what happens when that runs out? If I have no food I've, no customers are out. We are we finish
I don't know what to say we're.
To find a way out of this. All you, and I can do is hang tie.
the employer, looks at the boardroom, see
o donnell mccullough and his top executives are in there with the blinds drawn trying
secure a last minute rescue package, but time
is not on their side tomorrow. The bank
see. Court will decide the company spade
true systems fall has been rapid.
Four years ago, the company was on fire with
evans racing towards one billion dollars a year. The scrap between
founder Harold cats and the franchisees is
distant memory. Now neutral system is dying, its being
Ok, bye, hundreds of gallbladder law suits and
federal, add rules at the same time.
Consumers are shifting away from a narrow focus on diet towards the boy.
Our concept of health.
and neutral systems rivals are all
eddie circling like vultures way.
Watchers is wrapped up its at jenny, craig and
its neutral system customers to switch for free.
other weight. Loss centres are also crumbling. There.
Scares and recession of frightened
customers away. The future
for the diet. Business seems bleak, but then
the industry hears about a new miracle weight loss pill.
It sounds like the perfect way to get customers back through the doors and it'll have
People coming in droves trouble is this pill.
turn out to be a killer.
The next episode neutral
system gets resurrected, wait block
scores with points
jenny, craig endless
america's sweetheart
from wondering this is episode to diet, wars for business ward,
a quick note about recreations you ve been hearing. In most cases we can't know exactly what was said: those scenes of drama decisions, but their based on historical research. If you'd like to read more about Jenny craig, we recommend the jinni craig story by any craig. I'm your
david ground, Tristan Donovan wrote this story. Voice
acting by Michel, filippi and nickel. A barber Karen low is our senior producer and editor edited and produce
by Emily frost.
Sound designed by kyle randal are produced.
his dave shilling. Our executive producers are jenny, lauer beckman and martial louis for wondering I am lindsey, graham hostile, wonder
show business boomers in our latest series. American business tightened sam walden,
comes out a semi retirement determined to take back control of his company and move walmart to the next level, listen to business,
First on amazon, music or wherever you get. Your pont
Transcript generated on 2023-03-30.