We are developing innovative coffee blends and combining them with a lucrative business model for entrepreneurs looking to diversify their income and achieve financial freedom. Our model will revolutionize, or "evolutionize", the coffee industry. Let Javita become your opportunity for life.
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Javita Business Presentation
1.
2. Why do you need this opportunity?
• Immediate income
• Job security
• Family
• Time freedom
• Developing a long term le
residual income
3. Job Security
• Unemployment rate = 9.1%
• Unemployed = 13.9 million
• Long-term unemployed = 6.2 million
• Not included in unemployment
– Involuntary part-time 8.5 million
– Marginally attached = 2.2 million
4. Credit Card Debt
• Average credit card debt = $14,743
• Average interest rate = 13.5%
• Total credit card debt = $800 billion
• 610 million credit cards = 3.5 / per person
5. Housing
• Homes have traditionally been our largest and
safest investment
• 2 million homes in foreclosure
• 11 million borrowers underwater
• Home values down 40%
6. What is Your Why?
• Is your cash
flow secure?
• Is your family’s
future protected?
• Do you have
enough to retire?
• Are you
enjoying life?
7. Convergence of Two Markets
Coffee Market
• $100+ billion global market
• 3 billion cups consumed daily
• 2nd
most traded commodity
• 2nd
most consumed beverage
worldwide
2010 Direct Sales
● Generated over $125 billion
revenue
● 150 countries
● 75 million men and women
8. Who is Javita?
Javita is a direct-selling company
that develops and markets great-
tasting, instant gourmet coffee.
Launched June 1, 2011
Already running like a
5 yr old company
9. Javita CEO
• 10 years in Private Industry
– PricewaterhouseCoopers
• 17 years in Direct Sales Industry
– Rexall (CFO)
– Unicity (President, CFO, COO)
– Waiora (Founder, CEO, President)
• Extensive international
experience
Stan Cherelstein
10. Javita's Leadership Council
Diversity from the beginning
● Phillip LeBlanc
● Korey Johnson
● James Dickerson
● John Harmeza
● Donna Valdes
Committed to creating a culture of teamwork and success
built on principals of respect and integrity
Javita's Leadership Council
11. Why Coffee?
•
It gives you energy
•
It helps you think
•
It keeps you alert
•
It’s easy to talk about
•
It’s simple to share
Numerous benefits to coffee:
12. Protects against breast cancer
Source: Breast Cancer Research Journal
“Women who drink five or more cups of coffee
are 57% less likely to develop estrogen
receptor-negative breast cancer than women
who drink less than a cup a day.”
Reported by MSNBC
13. Wards off stroke
Source: Stroke: Journal of the American Heart Association
“Women who drank one or more cups of coffee a
day were 25% less likely to have a stroke than
women who drank less than a cup of coffee a day.”
Reported by ABC NEWS
14. Reduces risk of diabetes
Source: Journal Diabetes
“Having four cups of coffee a day can slash a
women’s risk of type 2 diabetes by 54%.”
Reported by Harvard School of Public Health
15. “The human equivalent of four to five cups of
coffee a day seemed to produce beneficial brain
effects in studies using mice.”
Improves brain function
Source: Journal of Alzheimer’s Disease
Reported by University of South Florida
16. Our Coffee
Just add water. Great hot or cold.
•
South American Arabica and
Robusta beans
•
Masterfully blended
•
Slow roasted to perfection
•
Micronized and extracted to lock
in nutrients, flavor and freshness
•
Infused with herbs
•
Provides great health benefits
17. Based on Ayurveda
• Bacopa monnieri
• Gotu kola
• Green tea
Infuses three herbs used in natural medicine
for thousands of years in Asia.
18. Medicinal Herbs
Bacopa Monnieri
Used as brain tonic to
improve mental clarity.
Gotu Kola
Used to enhance memory development,
learning and concentration.
Green Tea
Used as stimulant and to improve
mental processes.
19. •
Exactly what you expect from
your coffee plus so much
MORE
–
MORE energy
–
MORE alertness
–
INCREASED performance
•
It is coffee evolved
Javita’s coffee is “a smart idea”
20. Long-Term Product Strategy
Complete line of unique coffees infused with
natural ingredients providing benefits:
• Weight loss
• Bone & Joint
• Immune
• Other:
–
Instant green tea
–
Hot chocolate
23. Immediate Income
•
Retail Profits
•
FastStart
•
Top 10 Growth Bonus
Types of IMMEDIATE income:
Types of RESIDUAL income:
•
Team Commissions
•
Chairman Bonus Position
•
Managers & Directors Bonus
•
Global Bonus
•
Rank Advancement Bonus
•
Rank Matching Bonus
Types of BONUS income:
24. FastStart
•
Paid weekly
•
Two-level payout
–
Paid on the first order of ALL
Members you personally enroll
–
Also paid on the first order of
Members they personally
enroll
FastStart period starts Monday
and ends Sunday at midnight.
To qualify to earn FastStart, you must
have a 100 PV order or 50 PV AutoShip.
FASTSTART PAYOUT
Initial
Order
Enroller
Enroller’s
Enroller
Business
Pack $120 $30
Starter
Pack
$20 $5
25. Team Commissions
•
Paid monthly
•
21 Ranks
•
Earn 4% on ALL volume up to 14 levels
•
Only two legs required
•
Must have 100 PV personal
order or 50 PV on
AutoShip to be eligible
26. Rank Advancement & Matching Bonus
The RAM Bonus recognizes a Member’s ascent
through the Javita Compensation Plan.
•
A Personal Bonus
•
A Matching Bonus
There are two components to the Rank
Advancement & Matching (RAM) Bonus:
27. Rank Advancement & Matching Bonus
•
Earning potential of up
to $500K
•
Based on rank attained
and time taken to
achieve rank.
PERSONAL Bonus:
28. Rank Advancement & Matching Bonus
•
Rewarded for helping Members
you personally enroll achieve
rank
•
Pays on EVERY Member
you personally enroll
up to 50% of the earned
bonus amount
MATCHING Bonus:
32. Javita’s Business Pack
•
$599 (a $980 value)
•
16 boxes of coffee
•
100 Sampler Cards
•
Javita coffee tumbler
•
Javita Member Kit
33. Why Join with the Business Pack
•
Inventory to start massive action sampling to
build your Javita business
●
384 Javita samples
●
100 sample sleeves
•
Maximize your income
–
$120 Fast Start bonus
–
Rank Advancement Bonus
–
Rank Adv Matching Bonus
–
If members you enroll don’t buy the Business
Pack you earn no Matching Bonus
•
Set the example for your team
34. Why Join with Business Pack
Total first year investment is less than
many other companies expect you to
pay in your first order!
All Business Builders get started with a
$599 Business Pack and sign up for a
$70 monthly Auto Ship
Total year one investment only
$1,500
With paying less than ½ now!
36. Javita Member Kit & Benefits
•
Javita Welcome Letter
•
Javita Company Profile
•
Javita Compensation Plan
•
Javita Flash drive
(Policies & Procedures,
Forms, FAQs, PowerPoints,
Member logo, etc.)
•
Wholesale pricing
•
FREE website
37. Which Pack is Right For You?
Business
Pack
Starter
Pack
Boxes of Javita Coffee 16 2
Total Sticks of Javita Coffee 384 48
Fast Start Earnings $120 $20
Comprehensive Back Office
Javita Branded Tumbler
Javita Thumb Drive
Javita Retail Website
100 Javita Sampling Sleeves
Access to Rank Advancement Bonus
(up to $500K)
Access to RAM Matching Bonus (up to
$250K on each personal)
Cost $599 $99
38. Why Javita Makes Sense
• Javita’s coffee tastes great and
is easy to share
• Javita’s business is based on
sharing samples not selling
• Javita’s financial opportunity is
fair and lucrative
●
Ideal for full-time and
part-time entrepreneurs
●
Built on simple philosophy
of Teamwork
39. Why Javita’s Opportunity is Great?
•
Coffee is easy to talk about.
•
The Compensation Plan pays well.
•
The product is easily shared.
•
Getting started is affordable.
•
The product tastes great and is versatile.
•
Product is easily registered in international markets.
•
Discounted AutoShip will keep people ordering.
•
Compensation Plan only requires two legs.
•
The Rank Advancement & Matching Bonus
•
The Company knows how to execute with excellence.
Tens of thousands of people paid hundreds of dollars to partner with our parent company in the travel business, and $49.95 a month to support it. This investment enabled them to have a powerful booking engine where people could book their travel accomadations: airline tickets, hotel rooms, rental cars, vacations, cruises, tickets to plays all of these things. It was amazing because our Economy had shifted from Brick and Mortar to Click and Order.
Point out stores…variety, diversity…
Now most of you are saying …why would you give something away? How smart is that? Well lets ask AOL! They used this strategy to grow from 250 thousand users to 8 million user in less than 4 years!! And they only gave out 1 month of free service! What do you think will happen when ours is free forever!!!! Folks this is a no brainer!! Everyone can give something away for free…AND get paid for it???? OMG!!
So we have been talking about positioning you to GIVE AWAY FREE E-commerce Business Centers. Listen to this. Not only will this person receive a free e-business center from you They will also earn 30% of the commissions received by Zamzuu on all purchases made through their business. These are purchases they are more than likely making anyway! For example, deoderant, toilet tissue, tickets to movies, travel, vacations, shopping through walmart, macys, best buy, home depot, target..etc. Imagine you having the ability to give someone a biz…with vendors and products they use anyway…and they get paid for it? Who would say no that?
With this brand new reveloutionary business model everybody wins!! Customers often get discounts, coupons, free shipping, cash back…all on the something that they are already doing!! And the folks you give then bizness centers to are called free agents!! And they will earn 30% of the commissions!! Amazing!
Our company even has an incredible opportunity for you to make some additional money and to earn back your investment and to take part in marketing websites. In addition to having your very own Internet Business Center you can create and partner with IBC owners all over the world! And…get paid for it! Associate Referral Program
Picture-filled text with reflection (Basic) To reproduce the text effects on this slide, do the following: On the Home tab, in the Slides group, click Layout , and then click Blank . On the Insert tab, in the Text group, click Text Box , and then on the slide, drag to draw the text box. Enter text in the text box, select the text, and then on the Home tab, in the Font group, select Franklin Gothic Heavy from the Font list, select 36 from the Font Size list, and then click Bold . On the Home tab, in the Paragraph group, click Center to center the text in the text box. On the Home tab, in the Font group, click Character Spacing , and then click More Spacing . In the Font dialog box, on the Character Spacing tab, in the Spacing list, select Expanded . In the By box, enter 2 . Under Drawing Tools , on the Format tab, in the WordArt Styles group, click the arrow next to Text Fill , and then click Picture . In the Insert Picture dialog box, select a picture and then click Insert . Under Drawing Tools , on the Format tab, in the WordArt Styles group, click Text Effects , point to Reflection , and then under Reflection Variations select Tight Reflection, touching (first row, first option from the left). Under Drawing Tools , on the Format tab, in the WordArt Styles group, click Text Effects , point to Bevel , and then under Bevel click Angle (second row, first option from the left). To reproduce the background on this slide, do the following: Right-click the slide background area, then click Format Background . In the Format Background dialog box, click Fill in the left pane, select Gradient fill in the right pane, and then do the following: In the Type list, select Linear . Click the button next to Direction , and then click Linear Down (first row, second option from the left). In the Angle box, enter 90% . Under Gradient stops , click Add or Remove until three stops appear in the drop-down list. Also under Gradient stops , customize the gradient stops that you added as follows: Select Stop 1 from the list, and then do the following: In the Stop position box, enter 64% . Click the button next to Color , and then under Theme Colors click Black, Text 1, Lighter 5% (sixth row, second option from the left). Select Stop 2 from the list, and then do the following: In the Stop position box, enter 65% . Click the button next to Color , and then under Theme Colors click Black, Text 1, Lighter 5% (sixth row, second option from the left). Select Stop 3 from the list, and then do the following: In the Stop position box, enter 100% . Click the button next to Color , and then under Theme Colors click Black, Text 1, Lighter 25% (fourth row, second option from the left).
Picture-filled text with reflection (Basic) To reproduce the text effects on this slide, do the following: On the Home tab, in the Slides group, click Layout , and then click Blank . On the Insert tab, in the Text group, click Text Box , and then on the slide, drag to draw the text box. Enter text in the text box, select the text, and then on the Home tab, in the Font group, select Franklin Gothic Heavy from the Font list, select 36 from the Font Size list, and then click Bold . On the Home tab, in the Paragraph group, click Center to center the text in the text box. On the Home tab, in the Font group, click Character Spacing , and then click More Spacing . In the Font dialog box, on the Character Spacing tab, in the Spacing list, select Expanded . In the By box, enter 2 . Under Drawing Tools , on the Format tab, in the WordArt Styles group, click the arrow next to Text Fill , and then click Picture . In the Insert Picture dialog box, select a picture and then click Insert . Under Drawing Tools , on the Format tab, in the WordArt Styles group, click Text Effects , point to Reflection , and then under Reflection Variations select Tight Reflection, touching (first row, first option from the left). Under Drawing Tools , on the Format tab, in the WordArt Styles group, click Text Effects , point to Bevel , and then under Bevel click Angle (second row, first option from the left). To reproduce the background on this slide, do the following: Right-click the slide background area, then click Format Background . In the Format Background dialog box, click Fill in the left pane, select Gradient fill in the right pane, and then do the following: In the Type list, select Linear . Click the button next to Direction , and then click Linear Down (first row, second option from the left). In the Angle box, enter 90% . Under Gradient stops , click Add or Remove until three stops appear in the drop-down list. Also under Gradient stops , customize the gradient stops that you added as follows: Select Stop 1 from the list, and then do the following: In the Stop position box, enter 64% . Click the button next to Color , and then under Theme Colors click Black, Text 1, Lighter 5% (sixth row, second option from the left). Select Stop 2 from the list, and then do the following: In the Stop position box, enter 65% . Click the button next to Color , and then under Theme Colors click Black, Text 1, Lighter 5% (sixth row, second option from the left). Select Stop 3 from the list, and then do the following: In the Stop position box, enter 100% . Click the button next to Color , and then under Theme Colors click Black, Text 1, Lighter 25% (fourth row, second option from the left).
Picture-filled text with reflection (Basic) To reproduce the text effects on this slide, do the following: On the Home tab, in the Slides group, click Layout , and then click Blank . On the Insert tab, in the Text group, click Text Box , and then on the slide, drag to draw the text box. Enter text in the text box, select the text, and then on the Home tab, in the Font group, select Franklin Gothic Heavy from the Font list, select 36 from the Font Size list, and then click Bold . On the Home tab, in the Paragraph group, click Center to center the text in the text box. On the Home tab, in the Font group, click Character Spacing , and then click More Spacing . In the Font dialog box, on the Character Spacing tab, in the Spacing list, select Expanded . In the By box, enter 2 . Under Drawing Tools , on the Format tab, in the WordArt Styles group, click the arrow next to Text Fill , and then click Picture . In the Insert Picture dialog box, select a picture and then click Insert . Under Drawing Tools , on the Format tab, in the WordArt Styles group, click Text Effects , point to Reflection , and then under Reflection Variations select Tight Reflection, touching (first row, first option from the left). Under Drawing Tools , on the Format tab, in the WordArt Styles group, click Text Effects , point to Bevel , and then under Bevel click Angle (second row, first option from the left). To reproduce the background on this slide, do the following: Right-click the slide background area, then click Format Background . In the Format Background dialog box, click Fill in the left pane, select Gradient fill in the right pane, and then do the following: In the Type list, select Linear . Click the button next to Direction , and then click Linear Down (first row, second option from the left). In the Angle box, enter 90% . Under Gradient stops , click Add or Remove until three stops appear in the drop-down list. Also under Gradient stops , customize the gradient stops that you added as follows: Select Stop 1 from the list, and then do the following: In the Stop position box, enter 64% . Click the button next to Color , and then under Theme Colors click Black, Text 1, Lighter 5% (sixth row, second option from the left). Select Stop 2 from the list, and then do the following: In the Stop position box, enter 65% . Click the button next to Color , and then under Theme Colors click Black, Text 1, Lighter 5% (sixth row, second option from the left). Select Stop 3 from the list, and then do the following: In the Stop position box, enter 100% . Click the button next to Color , and then under Theme Colors click Black, Text 1, Lighter 25% (fourth row, second option from the left).
Picture-filled text with reflection (Basic) To reproduce the text effects on this slide, do the following: On the Home tab, in the Slides group, click Layout , and then click Blank . On the Insert tab, in the Text group, click Text Box , and then on the slide, drag to draw the text box. Enter text in the text box, select the text, and then on the Home tab, in the Font group, select Franklin Gothic Heavy from the Font list, select 36 from the Font Size list, and then click Bold . On the Home tab, in the Paragraph group, click Center to center the text in the text box. On the Home tab, in the Font group, click Character Spacing , and then click More Spacing . In the Font dialog box, on the Character Spacing tab, in the Spacing list, select Expanded . In the By box, enter 2 . Under Drawing Tools , on the Format tab, in the WordArt Styles group, click the arrow next to Text Fill , and then click Picture . In the Insert Picture dialog box, select a picture and then click Insert . Under Drawing Tools , on the Format tab, in the WordArt Styles group, click Text Effects , point to Reflection , and then under Reflection Variations select Tight Reflection, touching (first row, first option from the left). Under Drawing Tools , on the Format tab, in the WordArt Styles group, click Text Effects , point to Bevel , and then under Bevel click Angle (second row, first option from the left). To reproduce the background on this slide, do the following: Right-click the slide background area, then click Format Background . In the Format Background dialog box, click Fill in the left pane, select Gradient fill in the right pane, and then do the following: In the Type list, select Linear . Click the button next to Direction , and then click Linear Down (first row, second option from the left). In the Angle box, enter 90% . Under Gradient stops , click Add or Remove until three stops appear in the drop-down list. Also under Gradient stops , customize the gradient stops that you added as follows: Select Stop 1 from the list, and then do the following: In the Stop position box, enter 64% . Click the button next to Color , and then under Theme Colors click Black, Text 1, Lighter 5% (sixth row, second option from the left). Select Stop 2 from the list, and then do the following: In the Stop position box, enter 65% . Click the button next to Color , and then under Theme Colors click Black, Text 1, Lighter 5% (sixth row, second option from the left). Select Stop 3 from the list, and then do the following: In the Stop position box, enter 100% . Click the button next to Color , and then under Theme Colors click Black, Text 1, Lighter 25% (fourth row, second option from the left).
Picture-filled text with reflection (Basic) To reproduce the text effects on this slide, do the following: On the Home tab, in the Slides group, click Layout , and then click Blank . On the Insert tab, in the Text group, click Text Box , and then on the slide, drag to draw the text box. Enter text in the text box, select the text, and then on the Home tab, in the Font group, select Franklin Gothic Heavy from the Font list, select 36 from the Font Size list, and then click Bold . On the Home tab, in the Paragraph group, click Center to center the text in the text box. On the Home tab, in the Font group, click Character Spacing , and then click More Spacing . In the Font dialog box, on the Character Spacing tab, in the Spacing list, select Expanded . In the By box, enter 2 . Under Drawing Tools , on the Format tab, in the WordArt Styles group, click the arrow next to Text Fill , and then click Picture . In the Insert Picture dialog box, select a picture and then click Insert . Under Drawing Tools , on the Format tab, in the WordArt Styles group, click Text Effects , point to Reflection , and then under Reflection Variations select Tight Reflection, touching (first row, first option from the left). Under Drawing Tools , on the Format tab, in the WordArt Styles group, click Text Effects , point to Bevel , and then under Bevel click Angle (second row, first option from the left). To reproduce the background on this slide, do the following: Right-click the slide background area, then click Format Background . In the Format Background dialog box, click Fill in the left pane, select Gradient fill in the right pane, and then do the following: In the Type list, select Linear . Click the button next to Direction , and then click Linear Down (first row, second option from the left). In the Angle box, enter 90% . Under Gradient stops , click Add or Remove until three stops appear in the drop-down list. Also under Gradient stops , customize the gradient stops that you added as follows: Select Stop 1 from the list, and then do the following: In the Stop position box, enter 64% . Click the button next to Color , and then under Theme Colors click Black, Text 1, Lighter 5% (sixth row, second option from the left). Select Stop 2 from the list, and then do the following: In the Stop position box, enter 65% . Click the button next to Color , and then under Theme Colors click Black, Text 1, Lighter 5% (sixth row, second option from the left). Select Stop 3 from the list, and then do the following: In the Stop position box, enter 100% . Click the button next to Color , and then under Theme Colors click Black, Text 1, Lighter 25% (fourth row, second option from the left).
Picture-filled text with reflection (Basic) To reproduce the text effects on this slide, do the following: On the Home tab, in the Slides group, click Layout , and then click Blank . On the Insert tab, in the Text group, click Text Box , and then on the slide, drag to draw the text box. Enter text in the text box, select the text, and then on the Home tab, in the Font group, select Franklin Gothic Heavy from the Font list, select 36 from the Font Size list, and then click Bold . On the Home tab, in the Paragraph group, click Center to center the text in the text box. On the Home tab, in the Font group, click Character Spacing , and then click More Spacing . In the Font dialog box, on the Character Spacing tab, in the Spacing list, select Expanded . In the By box, enter 2 . Under Drawing Tools , on the Format tab, in the WordArt Styles group, click the arrow next to Text Fill , and then click Picture . In the Insert Picture dialog box, select a picture and then click Insert . Under Drawing Tools , on the Format tab, in the WordArt Styles group, click Text Effects , point to Reflection , and then under Reflection Variations select Tight Reflection, touching (first row, first option from the left). Under Drawing Tools , on the Format tab, in the WordArt Styles group, click Text Effects , point to Bevel , and then under Bevel click Angle (second row, first option from the left). To reproduce the background on this slide, do the following: Right-click the slide background area, then click Format Background . In the Format Background dialog box, click Fill in the left pane, select Gradient fill in the right pane, and then do the following: In the Type list, select Linear . Click the button next to Direction , and then click Linear Down (first row, second option from the left). In the Angle box, enter 90% . Under Gradient stops , click Add or Remove until three stops appear in the drop-down list. Also under Gradient stops , customize the gradient stops that you added as follows: Select Stop 1 from the list, and then do the following: In the Stop position box, enter 64% . Click the button next to Color , and then under Theme Colors click Black, Text 1, Lighter 5% (sixth row, second option from the left). Select Stop 2 from the list, and then do the following: In the Stop position box, enter 65% . Click the button next to Color , and then under Theme Colors click Black, Text 1, Lighter 5% (sixth row, second option from the left). Select Stop 3 from the list, and then do the following: In the Stop position box, enter 100% . Click the button next to Color , and then under Theme Colors click Black, Text 1, Lighter 25% (fourth row, second option from the left).
Picture-filled text with reflection (Basic) To reproduce the text effects on this slide, do the following: On the Home tab, in the Slides group, click Layout , and then click Blank . On the Insert tab, in the Text group, click Text Box , and then on the slide, drag to draw the text box. Enter text in the text box, select the text, and then on the Home tab, in the Font group, select Franklin Gothic Heavy from the Font list, select 36 from the Font Size list, and then click Bold . On the Home tab, in the Paragraph group, click Center to center the text in the text box. On the Home tab, in the Font group, click Character Spacing , and then click More Spacing . In the Font dialog box, on the Character Spacing tab, in the Spacing list, select Expanded . In the By box, enter 2 . Under Drawing Tools , on the Format tab, in the WordArt Styles group, click the arrow next to Text Fill , and then click Picture . In the Insert Picture dialog box, select a picture and then click Insert . Under Drawing Tools , on the Format tab, in the WordArt Styles group, click Text Effects , point to Reflection , and then under Reflection Variations select Tight Reflection, touching (first row, first option from the left). Under Drawing Tools , on the Format tab, in the WordArt Styles group, click Text Effects , point to Bevel , and then under Bevel click Angle (second row, first option from the left). To reproduce the background on this slide, do the following: Right-click the slide background area, then click Format Background . In the Format Background dialog box, click Fill in the left pane, select Gradient fill in the right pane, and then do the following: In the Type list, select Linear . Click the button next to Direction , and then click Linear Down (first row, second option from the left). In the Angle box, enter 90% . Under Gradient stops , click Add or Remove until three stops appear in the drop-down list. Also under Gradient stops , customize the gradient stops that you added as follows: Select Stop 1 from the list, and then do the following: In the Stop position box, enter 64% . Click the button next to Color , and then under Theme Colors click Black, Text 1, Lighter 5% (sixth row, second option from the left). Select Stop 2 from the list, and then do the following: In the Stop position box, enter 65% . Click the button next to Color , and then under Theme Colors click Black, Text 1, Lighter 5% (sixth row, second option from the left). Select Stop 3 from the list, and then do the following: In the Stop position box, enter 100% . Click the button next to Color , and then under Theme Colors click Black, Text 1, Lighter 25% (fourth row, second option from the left).