ON-SITE GUIDE
ARLINGTON, VA | NOVEMBER 12–14, 2018 HYATT REGENCY CRYSTAL CITY
REGISTER TODAY! JUNE 2–4
2019 DSA ANNUAL MEETING
BE A EARL N Y BIR REG
D: ISTER N OW SAVE $100 & !
JW MARRIOTT AUSTIN AUSTIN, TX ANNUALMEETING.DSA.ORG
S C H E D U L E AT-A- G L A N C E
Monday, November 12
Wednesday, November 14
9:00 a.m. – 8:00 p.m.
Registration Open Regency Foyer
7:30 a.m. – Noon
Registration Open Regency Foyer
10:00 a.m. – 4:30 p.m.
Doing Business in Canada Seminar* Regency A
7:45 a.m. – 8:30 a.m.
Breakfast Buffet Regency Foyer
10:00 a.m. – 5:15 p.m.
Boot Camp* Conference Theater
8:30 a.m. – 11:00 a.m.
General Session III Regency E/F
10:30 a.m. – Noon
Supplier Advisory Committee** Roosevelt
11:05 a.m. – Noon
(4) Concurrent Workshops Various Locations
Noon – 5:30 p.m.
CIO Roundtable** Kennedy
Noon – 12:45 p.m.
Closing General Session Regency E/F
1:00 p.m. – 3:00 p.m.
Communications Committee** Jefferson
12:45 p.m. – 1:15 p.m.
Buffet Lunch Regency Foyer
1:00 p.m. – 5:00 p.m.
In-House Counsel** Regency C
2:00 p.m. – 4:00 p.m.
Industry Research Committee** Roosevelt
6:00 p.m. – 8:00 p.m.
Download the DSA Fall Conference 2018 app by following these simple steps:
Opening Reception Regency Foyer
Tuesday, November 13
1) Download the CrowdCompass by Cvent app from Apple or Google store
7:30 a.m. – 6:15 p.m.
Registration Open Regency Foyer
2) Search event: DSA Fall Conference 2018
7:45 a.m. – 8:30 a.m.
Breakfast Buffet Regency Foyer
8:45 a.m. – 10:30 a.m.
Opening General Session Regency E/F
10:30 a.m. – 10:45 a.m.
Networking Refreshment Break Regency Foyer
10:45 a.m. – 11:45 a.m.
(5) Concurrent Workshops Various Locations
11:45 a.m. – 12:15 p.m.
Buffet Lunch Regency Foyer
12:15 p.m. – 2:30 p.m.
General Session II Regency E/F
2:45 p.m. – 3:45 p.m.
(5) Concurrent Workshops Various Locations
4:00 p.m. – 5:00 p.m.
(5) Concurrent Workshops Various Locations
5:00 p.m. – 6:15 p.m.
DSEF Wine & Cheese Reception Regency Foyer
6:30 p.m. – 9:15 p.m.
Party Plan Council Dinner** Potomac V & VI
6:30 p.m. – 9:15 p.m.
Big Ticket Council Dinner** Potomac II
Event App Sponsored by:
3) Enter password: dsafall18 4) Complete by downloading event content
Please use the hashtag #DSAFC18 Text messages brought to you by:
To opt in, text “DSAFC2018” to 96000 and receive real-time alerts, conference updates and important information. (Message and data rates apply.) Event production brought to you by:
Badges brought to you by:
Thank you to our email promotional sponsor:
Wifi brought to you by: *Separate registration is required. **Committee members only, please.
TWITTER AND INSTAGRAM HASHTAG: #DSAFC18
3
EVENT MAP & HIGHLIGHTS
DSEF WINE & CHEESE RECEPTION TUESDAY, NOVEMBER 13 5:00 p.m. – 6:15 p.m.
OPENING RECEPTION MONDAY, NOVEMBER 12 6:00 p.m. – 8:00 p.m.
Workshops General Sessions & Workshop
4
DIRECT SELLING ASSOCIATION | FALL CONFERENCE 2018
PRE-CONFERENCE AGENDA
Monday, November 12 10:00 a.m. – 5:15 p.m.
Conference Theater
10:00 – 10:30 a.m.
Introduction to Direct Selling Carrie Charlick, Chief Executive Officer, Essential Bodywear
10:30 – 11:00 a.m.
A Crash Course in Direct Selling Law John Webb, Senior Legal Counsel for Policy, Advocacy, and Compliance, DSA
11:00 – 11:30 a.m.
What Is a Comp Plan and How Do I Get One? Emily Trainor
11:30 – 12:00 p.m.
Tech Toolbox Walter Noot, Chief Information Officer, USANA Health Sciences, Inc.
12:00 – 1:00 p.m.
Lunch
1:15 – 1:45 p.m.
Building Your Business—Internal Structure Gordon Hester, Global Consultant and Strategist, The Juice Plus+ Company, LLC
1:45 – 2:15 p.m.
Finance: It’s More Than Just a Budget! Asma Ishaq, Chief Executive Officer, Modere
2:15 – 2:30 p.m.
Networking Break
2:30 – 3:00 p.m.
Social Media for Start-ups Scott Kramer, President and Chief Executive Officer, Multibrain
3:00 – 3:30 p.m.
Developing Your Independent Salesforce Heidi Leist, Founder and Chief Executive Officer, Lemongrass Spa Products
3:30 – 4:00 p.m.
Strategy Mapping Your Operational Systems Nancy Bogart, Founder and Chief Executive Officer, Jordan Essentials
4:00 – 5:00 p.m.
Wish I’d Known… Russ Fletcher, Chief Executive Officer, Xyngular Travis Wilson, President and Co-Chief Executive Officer, Noonday Collection
5:00 – 5:15 p.m.
Wrap-Up
TWITTER AND INSTAGRAM HASHTAG: #DSAFC18
5
T U E S D AY A G E N D A
7:45 – 8:30 a.m.
Breakfast Buffet
Regency Foyer
8:45 – 10:30 a.m.
Opening General Session
Regency E/F
8:45 – 9:00 a.m.
Welcome Remarks
DSA President Joseph Mariano and industry legend John Fleming kick off the event, which is designed to help direct selling leaders sharpen their competitive edge for 2019. They’ll share the latest innovations and most disruptive market forces relative to the channel, and provide an overview of the notable authors, researchers, speakers, and peers featured in the general sessions and workshops.
General Session Sponsored by:
John Fleming, DSA Hall of Fame and DSEF Circle of Honor Recipient Joseph Mariano, President and Chief Executive Officer, Direct Selling Association
9:00 – 9:30 a.m.
The Future of the U.S. Workforce as Seen from the Department of Labor
As much as half of the American workforce is projected to be composed of independent contractors within the next decade. U.S. Department of Labor Secretary Alexander Acosta knows direct selling and understands how distributors are helping to shape tomorrow’s labor force. Learn how the Trump administration and the Department of Labor are working to improve the labor market and protect independent contractors. The Hon. Alexander Acosta, Secretary of Labor, U.S. Department of Labor
9:30 – 10:30 a.m.
Leveraging Disruption to Transform Your Business for the 21st Century Companies that conquer disruptive market forces do so through deliberate business design decisions made by visionary leaders. Through ongoing research on the world’s most innovative companies, Mike Walsh has organized these decisions into seven strategic priorities that he will explore with you as a roadmap for your own agility strategy. You will gain a clear understanding of the megatrends shaping the future of business and consumer behaviors, and the lessons learned from successful Fortune 500 companies on leveraging disruptive innovation, adopting a data-driven mind-set and leading change through digital transformation.
Mike Walsh, Chief Executive Officer, Tomorrow, Bestselling Author of FUTURETAINMENT
THANK YOU to Our Production Partner
6
DIRECT SELLING ASSOCIATION | FALL CONFERENCE 2018
T U E S D AY A G E N D A
10:30 – 10:45 a.m.
Networking Refreshment Break
10:45 – 11:45 a.m.
Workshop Bank 1
Regency Foyer
A Reputation Transformed and Direct Selling’s Future: Implementation of the Direct Selling Consumer Protection Council COMMUNICATIONS AND LEGAL
REGENCY A
DSA is raising the bar for an ethical marketplace in the industry. Beginning in 2019, working with the Council of Better Business Bureaus, the Direct Selling Consumer Protection Council will serve as a third-party self-regulatory body for all direct selling companies. Key tenets of the program will be the application of standards in the areas of income representations and product claims made by companies and their salespeople regardless of DSA membership. Key executives responsible for developing and implementing this program will speak to the structure, standards and approach to becoming a premier self-regulatory body. Jared Blum, Code Administrator, Direct Selling Association Peter Marinello, Vice President, Council for Better Business Bureaus Dave Merriman, Executive Vice President, ACN, Inc. Lee Peeler, Executive Vice President, Council for Better Business Bureaus
Building a Compliance Culture: New Strategies to Make Compliance Your Competitive Advantage SALESFORCE DEVELOPMENT
CONFERENCE THEATER
Direct selling’s personal touch—one made directly from distributor to consumer—is unique among the array of touchpoints in any go-to-market strategy. While one-to-one contact from the millions of direct sellers to individual consumers is direct selling’s greatest advantage, it also poses our greatest vulnerability: our brands’ touchpoints are more out of management’s reach than ever before. Companies can build a compliance-oriented culture with a strategic balance of education, enforcement and encouragement. This session will explore how, in a world where compliance is vital to your reputation, companies can engage and empower their fields to get ahead while doing the right thing. Dick Laurin, Senior Director, Business Ethics, AdvoCare International, LP Delilah Navarrete, Director, Business Integrity Group and Corporate Affairs, Stream Dan Schwarz, Office of Global Compliance, Legal Department, Forever Living Products
Envisioning Your Future and Charting Your Course: Questions and Answers MARKETING
REGENCY C
Expanding on his main stage general session presentation, Mike Walsh and Al Bala will help participants find new ways to compete against market disruptors and reimagine their roles and reinvent the way they make decisions. Participants will have their questions answered by a leading Fortune 500 consultant with an expertise in charting company strategies for redesigning their approaches and ensuring they are primed to thrive in today’s highly dynamic market. Al Bala, Chief Executive Officer and President, Mannatech, Inc. Mike Walsh, Chief Executive Officer, Tomorrow, Bestselling Author of FUTURETAINMENT
TWITTER AND INSTAGRAM HASHTAG: #DSAFC18
7
T U E S D AY A G E N D A
10:45 – 11:45 a.m.
Workshop Bank 1 (cont.)
Tax Workshop Sponsored by:
2018 Tax Cuts and Jobs Act (TCJA) Panel TAX
REGENCY D
The historic Tax Cuts and Jobs Act has made major changes to areas of the tax code and may have an impact on your company’s independent contractors. Hear from leading experts about what your salesforce should know now and for next year’s filings. Joe DePetris, Jr., Certified Public Accountant, One Source Tax Management LLC Patrick Hollrah, General Counsel, Coalition to Promote Independent Entrepreneurs
The Amazon Effect TECHNOLOGY AND OPERATIONS
REGENCY B
So much about the future is unclear, but one thing is not: direct selling’s No. 1 competitor for customers is online retailing. Obvious as this may seem, a more in-depth examination reveals the steady convergence of retail and direct selling to be a more nuanced dynamic requiring attention. This session will explore this dynamic, as well as the strategies direct sellers are employing to compete in the age of same-day delivery, 24/7 availability, and instant online gratification. Join as we build upon a conversation that began on the main stage of last year’s Fall Conference and discuss new strategies to be deployed in 2019. Tom Hall, Senior Director of Business Development, Canada Cartage Logistics Solutions Sebastian Leonardi, President and Chief Business Strategist, DSXgroup, LLC Alan Luce, Senior Managing Principal, Strategic Choice Partners, LLC Michael Solomon, Ph.D., Professor of Marketing, Saint Joseph’s University
11:45 – 12:15 p.m.
Buffet Lunch
Regency Foyer
Queue up with your peers and help yourself to a fabulous buffet lunch. Network with new and old friends before heading to our second general session.
THANK YOU to Our Lunch Sponsor
8
DIRECT SELLING ASSOCIATION | FALL CONFERENCE 2018
T U E S D AY A G E N D A
12:15 – 2:30 p.m.
General Session II
Regency E/F
12:15 – 1:00 p.m.
Next-Generation Direct Selling: Building the Enterprise to Compete in Today’s Brave New Competitive and Disruptive World
General Session Sponsored by:
Direct selling’s greatest competitive challenges no longer originate from within our community. The emergence of technology-laden, cash-infused gig economy players is a new breed of competitor unlike any we’ve ever seen. As marketing and sales channels converge in new ways, companies are rethinking who they are and how they operate from the ground up. In this session, LifeVantage CEO Darren Jensen will share how he and his team are addressing the convergence of channels to create the next-generation direct selling enterprise. In addition to exploring new thinking for ensuring distributors’ early wins, increasing average market basket size and ensuring increasingly regularized purchases, this session will establish new strategies for developing distributor leadership, driving increased engagement and maintaining long-term loyalty. Darren Jensen, President and Chief Executive Officer, LifeVantage Corporation
1:00 – 1:30 p.m.
Building a Brand that Engages Customers in the Wild New World of Marketing
Conventional marketing strategies are built upon predictability, stability and the comfort in knowing that we can “understand” our customer yesterday, today and tomorrow. We love to put people into categories, often into super-neat dichotomies, and call it a day. But now many of these categories are crumbling. Today’s customer is part of the “postmodern” era that rejects traditional boundaries and labels, and direct selling marketers and distributors need to get in front of these changes. Led by Michael Solomon, a thought-leader who literally wrote the book on understanding consumers, this session will help you get inside your customers’ heads so you can anticipate and satisfy their deepest and most pressing needs today and tomorrow. Explore what it means to tear down long-standing walls that separate you from your customers, including: Me vs. We Offline vs. Online Producer vs. Consumer Work vs. Play Body vs. Things Michael Solomon, Ph.D., Professor of Marketing, Saint Joseph’s University
TWITTER AND INSTAGRAM HASHTAG: #DSAFC18
9
T U E S D AY A G E N D A
1:30 – 2:15 p.m.
Panel Discussion: Three Biggest Challenges and Three Biggest Successes
One of the greatest values of DSA membership is the opportunity to learn firsthand from other members to avoid reinventing the wheel. We’ve assembled a panel of direct selling leaders to share the lessons learned from their greatest achievements and biggest challenges. Joan Hartel, Chief Executive Officer and Founder, Vantel Pearls Ryan Napierski, President, Nu Skin International Travis Wilson, President and Co-Chief Executive Officer, Noonday Collection
2:15 – 2:30 p.m.
Our Competitive Advantage
In 2017, some 18.6 million people were involved in direct selling in some capacity. Of that, 5.5 million described themselves as full- or part-time business builders. Yes, the times, they are a-changing, but one thing is clear: smart entrepreneurs and businesspeople are embracing our direct selling model as the go-to pathway for success. In the words of Roger Barnett (Shaklee), we offer everyone the opportunity to engage in a noble profession—we inspire, empower, educate and encourage people so that they can achieve their full human potential. We face unprecedented disruption from online retailers and emerging gig economy players that now emulate our tried-andtrue business principles. Today, we need to do what we’ve always done better than ever before: empower our people with the greatest competitive advantages and the latest automation and technology innovations to ensure their success as America’s Original Entrepreneurs. Joseph Mariano, President and Chief Executive Officer, Direct Selling Association
2:45 – 3:45 p.m.
Workshop Bank 2
A Communications Game-Changer: The Direct Selling SRC and the Future of Reputation Management and Crisis Planning/Response Strategies COMMUNICATIONS
REGENCY C
Direct selling communicators are not strangers to instances of a public relations crisis. How companies respond can mean the difference between emerging with a brighter image or suffering significant damage to your brand and corporate reputation in ways that undermine market value. The newly ratified Direct Selling Self-Regulatory Council (SRC) adds a new element to be considered by communications professionals. As an entity overseen by the highly credible Council of Better Business Bureaus/Advertising Self-Regulatory Council (CBBB/ASRC), communicators need to understand this initiative’s potential implications for their public relations crises and management planning. This session will explore the possible considerations corporate communications leaders will make as they approach crisis management strategies. It will also examine how companies in other industries have woven similar programs into the fabric of their crisis management and planning initiatives. Lindsay Bomar, Senior Communications Manager, AdvoCare International, LP Cindy Droog, Head of Marketing, Amway North America Peter Marinello, Vice President, Council for Better Business Bureaus Brian Wommack, President, Communications, Council for Responsible Nutrition
10
DIRECT SELLING ASSOCIATION | FALL CONFERENCE 2018
T U E S D AY A G E N D A
2:45 – 3:45 p.m.
Workshop Bank 2 (cont.)
Independent Contractor Status: Direct Selling’s Lynchpin Issue, and Where We Stand Among the Gig Economy Disruptors LEGAL
REGENCY A
Independent contractor status is vital to the direct selling industry. Recent legal decisions have challenged longheld standards. Learn about those settled and pending cases that will impact your company and salesforce. Legal experts provide updates on federal and state cases impacting the status of direct sellers as well as administrative actions that could affect the status of our salesforce. Jeff Babener, Principal Attorney, Babener & Associates/SourceNet Group Bernadette Chala, Senior Vice President, General Counsel, Arbonne International, LLC Brent Kugler, Partner, Scheef & Stone, LLP Jeremy Smuckler, Vice President General Counsel, Corporate and Global Markets, ACN, Inc.
Seizing Our Competitive Advantage through Social Selling MARKETING AND SALESFORCE DEVELOPMENT
REGENCY E/F
Social selling on Facebook, through Messenger, on Instagram and beyond: it’s here. While social media platforms have evolved to accommodate what we do, few direct selling companies have kept pace with these new developments. Field training programs that empower distributors to make the most of these programs are sparse. An even smaller number of companies have developed social selling strategies that take advantage of social media environments’ most recent evolution. Direct selling must seize the moment or risk squandering the future of this significant opportunity. In this session, we will: Examine the rollout of social selling on Facebook and a range of additional platforms Discuss why now is our “make or break” moment for ensuring that social media can live up to its promise for the direct selling channel Explore what companies must do to make sure that social selling is accepted by the technology platforms and consumers alike Scott Kramer, President and Chief Executive Officer, Multibrain
Distributorships and Audit Red Flags: What They Are, How to Spot Them and How to Navigate the Audit Process TAX
REGENCY D
Tax Workshop Sponsored by:
No one wants them, but audits are inevitable. Learn strategies from leading experts about preparation for potential audits, how to respond during an audit and how to manage the aftermath of an audit. Al Bala, Chief Executive Officer and President, Mannatech, Inc. Eric Marchant, Vice President, Compliance, Assistant General Counsel, LifeVantage Corporation Christine Martin, Sales Engineer, Avalara
TWITTER AND INSTAGRAM HASHTAG: #DSAFC18
11
T U E S D AY A G E N D A
2:45 – 3:45 p.m.
Workshop Bank 2 (cont.)
Tech Innovation TECHNOLOGY AND OPERATIONS
REGENCY B
Today’s independent contractors have more choices than ever before, and the allure of gig economy players’ flash-and-dash apps have required direct selling to raise the technology bar. Whether you’re an Uber driver or user, you’re just one simple tap away from your next job or ride. For direct selling to compete in this new normal, innovative technology platforms that empower your sellers and operations to be more nimble and automated must be front and center. This session will feature tech innovations with significant impacts for their companies in areas including mobile technology, back office/business support and customer/sales support. Keith Bower, Information Technology Director, Scentsy, Inc. Arturo Coto, Vice President, Technology and Support Services, Noonday Collection Sebastian Leonardi, President and Chief Business Strategist, DSXgroup, LLC
4:00 – 5:00 p.m.
Workshop Bank 3
Multichannel Management: Challenge or Success—What the Research Shows COMMUNICATIONS AND SALESFORCE DEVELOPMENT
CONFERENCE THEATER
Today, few companies can increase sales without both an online and an offline route to market. In this workshop, Dr. Sandy Jap will discuss what channel benefits customers seek from online and offline channel formats, how this applies to the millennial segment, and the challenges associated with getting your organization ready for a multichannel world. Learn how multichannel strategies impact your independent contractors’ economic performance in terms of annual income, profits and sales and what types of organizational support contribute to economic performance and satisfaction. Sandy Jap, Ph.D., Sara Beth Brown Endowed Professor of Marketing, Emory University
Practical Implications Working with an Independent Contractor Salesforce LEGAL
REGENCY A
Keeping updated on the status of independent contractor law is important, but how do those legal decisions really apply to your company? Attorneys dive into the practical implications of legal guidance and other issues specific to direct selling and our companies’ interactions with the salesforce. Topics will include contracting clauses, proselytizing, and non-compete agreements. Jane Fergason, Partner, Foley Gardere L.L.P. Lori Jablczynski, Director and Senior Counsel, Labor and Employment, New Avon LLC Todd Martin, Assistant General Counsel, AdvoCare International, LP
12
DIRECT SELLING ASSOCIATION | FALL CONFERENCE 2018
T U E S D AY A G E N D A
4:00 – 5:00 p.m.
Workshop Bank 3 (cont.)
Defeating the Disruptors and Finding Our Competitive Advantage in Our Brave New World MARKETING
REGENCY C
As the online retail threat continues to grow ever more palpable, breakthrough marketing initiatives that empower our distributors to build the next generation of loyal consumers is an area where direct selling can outpace the competition. This presentation will explore the winning strategies that direct selling innovators are using to sharpen their competitive edge. Workshop attendees will learn about new marketing approaches that companies are using to create new opportunities for themselves and their distributors. Kris Crimmins, Director of Creative Design, Scentsy, Inc. Tim Hays, Vice President, Marketing Strategy, Scentsy, Inc. Brandon Palazzolo, Account Manager, Amway
U.S. Supreme Court Wayfair Decision: Tax Compliance Strategies How and Now TAX
REGENCY D
Tax Workshop Sponsored by:
Sales tax collection has always been an important compliance issue for direct sellers. With the recent, dramatic overturning of the physical presence standard by the U.S. Supreme Court, changes in sale tax collection are guaranteed. With a new nexus standard, learn how the states may change the process and your obligations and ways to stay ahead of those challenges. Colt Passey, Strategic Alliance Manager, Avalara
Best Practices to Prevent Shipping Costs from Eroding Your Margins TECHNOLOGY AND OPERATIONS
REGENCY B
Over the past decades, UPS and FedEx ground service rates have increased an astonishing 79%, while air service has increased by a whopping 95.5%. These figures do not include the infamous Dimensional Weight pricing changes of 2011 and 2015…ouch! With many suppliers still trying to adapt their current business strategies to accommodate old General Rate increases, it’s time to equip yourself with the best practices to help mitigate these carriers’ seemingly never-ending price hikes. This session will explore the strategies direct selling companies are employing to increase their shipping speeds—and margins—to compete in today’s “need-it-today” customer expectation world. Terry Nashif, Vice President of Business Development, Visible Supply Chain Management
5:00 – 6:15 p.m.
DSEF Wine & Cheese Reception
Regency Foyer
Join the direct selling family in the Regency Foyer to meet the DSEF Academic Fellows who are helping to advance insights about the direct selling channel. Help us in thanking the DSA Suppliers that have supported DSEF throughout the year, especially those who have met the DSEF Chair’s Double Down Challenge.
TWITTER AND INSTAGRAM HASHTAG: #DSAFC18
13
W E D N E S D AY A G E N D A
7:45 – 8:30 a.m.
Breakfast Buffet
Regency Foyer
8:30 – 11:00 a.m.
General Session III
Regency E/F
8:30 – 9:00 a.m.
Top Five Things to Know about Direct Selling’s Ethics Program
The Direct Selling Self-Regulatory Council will be a revolution for direct selling in 2019. Learn about the new third-party approach to ethics and self-regulation and how its monitoring and enforcement efforts will ensure high levels of consumer protection on an industry-wide basis, provide a venue for additional oversight, and nurture confidence in our companies and salespeople. Joseph Mariano, President and Chief Executive Officer, Direct Selling Association
9:00 – 9:25 a.m.
Illuminating the Path to a New Gold Standard in Self-Regulation: An Address by the Federal Trade Commission
Consumer protection is a shared responsibility. As expectations for transparency and corporate responsibility continue to evolve, so too must the approaches industries use to improve the marketplace for the ultimate benefit of consumers. A key staffer from the Federal Trade Commission will address conference attendees and provide guidance to the industry on how to ensure continued compliance with legal and regulatory standards, and offer insights on the interplay between the Commission, direct selling firms and marketplace standards. Explore the elements for self-regulation excellence and discuss strategies to ensure effective consumer protection and education as well as rigorous accountabilities for companies. Lois Greisman, Associate Director in the Division of Marketing Practices, Federal Trade Commission
9:25 – 10:25 a.m.
Salesforce Development in an Increasingly Competitive Economy
Join DSA Industry Research Committee members as they present key findings from two new studies: DSA’s 2018 National Salesforce Study and Evolving Marketplace Study on Salesforce Development. This new research will provide you with actionable insights into the following: The Socioeconomic Environment: Recap of external trends that compete with direct selling Salesforce Demographics: Better understand who direct sellers are today and how they’ve changed since the last salesforce study in 2016 The 3 life stages of an independent representative: 1. Enrollment: Improve your company recruitment messaging during a time of full employment to compete for sellers in the gig economy 2. Selling and Sponsoring: Better understand what motivates representatives to join and stay involved in direct selling and how you can tailor your distributor programs to meet the specific needs of the salesforce 3. Renewal: Focus on metrics and programs that drive retention Segmentation—A Sneak Preview Key takeaways & insights Judy Jones, WFDSA Industry Research Committee Chair, Amway Jeffrey Kaufman, Ph.D., DSA Industry Research Committee Chair and Director, Customer and Field Insights, Isagenix International Jesse Stamm, National Field Development Director, Pampered Chef Monica Wood, Vice President, Global Consumer and Member Insights, Herbalife Nutrition
14
DIRECT SELLING ASSOCIATION | FALL CONFERENCE 2018
W E D N E S D AY A G E N D A
10:25 – 10:40 a.m.
Lessons from Retail
The National Retail Federation is reporting overall traditional retailers are set to see an increase in sales for 2018–2019. This session will take a deep dive on what is driving that growth—from e-commerce pop-up shops and destination malls to retailers finding ways to stay relevant and top of mind for their customers—to understand what’s really behind today’s retail market. Mark Mathews, Vice President, Research Development and Industry Analysis, National Retail Federation
10:40 – 11:00 a.m.
The Future Is Yours: Using Artificial Intelligence to Disrupt the Disruptors
Machine learning is driving change: Over the next decade, artificial intelligence (AI) won’t replace managers, but managers who use AI will replace those who don’t know how to make it work for their organization. One of DSA’s most requested speakers, Dr. Haya Ajjan, is back by popular demand to explore how the sales industry is on the brink of transformation by AI. During this session, Dr. Ajjan will lead attendees into the future by helping them understand how AI can provide social selling insights, serve as a digital administrative assistant, optimize conversations with customers to streamline CRM and more! This is a can’t-miss session that will make your company and salesforce a sales disruptor in this era of disruption. Haya Ajjan, Ph.D., Associate Professor of Management Information Systems, Elon University Robert Cavitt, Chief Executive Officer, Jenkon
11:05 – Noon
Workshop Bank 4
Update of Actions by the Federal Trade Commission LEGAL
REGENCY A
Legal experts discuss recent trends by the Federal Trade Commission and their impact on direct selling companies, including recent enforcement actions and the January 2018 Business Guidance Concerning Multi-Level Marketing. Panelists will also share their thoughts on the newly installed FTC commissioners and any changes companies may see in their business by the new Commission. Tom Cohn, Director and Senior Counsel, Sales and Marketing, New Avon LLC Meghan Rissmiller, Partner, Hogan Lovells US LLP John Villafranco, Partner, Kelley Drye & Warren LLP
TWITTER AND INSTAGRAM HASHTAG: #DSAFC18
15
W E D N E S D AY A G E N D A
11:05 – Noon
Workshop Bank 4 (cont.)
Sleepless Nights in the Era of Disruption, and Finding Answers to Help Us Rest Easy: A Panel of CMOs and CSOs MARKETING AND SALESFORCE DEVELOPMENT
REGENCY C
We all know them: those niggling questions that arise at 3:00 a.m. to rob us of sleep. Am I addressing the full customer experience? Are my sales resources equipping my distributors with the tools they need to succeed? Am I measuring marketing initiatives against meaningful KPIs? Do I even understand my consumer anymore? Today’s dynamic market has left all sales and marketing professionals—from functional area manager to C-suite leader—with these questions and more. Join this session to learn how Chief Marketing Officers (CMOs) and Chief Sales Officers (CSOs) from leading direct selling companies have developed strategies for overcoming the challenges they’ve faced so you can put their experience to work for you and your company. Asma Ishaq, Chief Executive Officer, Modere Dan Macuga, Chief Communications and Marketing Officer, USANA Health Sciences, Inc. Justin Rose, Chief Sales Officer, LifeVantage Corporation
A View from the IRS TAX
REGENCY D
Tax Workshop Sponsored by:
Hear from a career IRS leader within the Small Business/Self-Employed Division about issues of concern to your individual direct sellers. Equip your salesforce with the tools that ensure they comply with the labyrinth of rules and regulations faced by all small businesses: good record-keeping techniques, how to respond to inquiries and audits and avoiding mistakes. Learn the latest on Schedule C filings, including office-in-the-home deductions, record-keeping, business deductions, retirement incentives and recent SBSE activities that are helping small business owners and providing you with valuable information for your company and its salesforce. Edwin Smith, Virginia Territory Manager of SBSE Exam, Internal Revenue Service
The Biggest Challenges Facing IT Leaders Today TECHNOLOGY AND OPERATIONS
REGENCY D
Driven mostly by digitization, new technologies and rapidly increasing data volumes, modern IT professionals face a growing set of challenges. Gone are the days of merely keeping the lights on and updating operating systems. Scaling and keeping pace with today’s dynamic market remains a challenge: the speed of tech advancements is running at an exponentially increasing rate, making it possible that today’s next-generation technology could be obsolete before it’s even deployed. The most successful CIOs recognize that modern IT departments must deliver business value and drive innovation, and that genuinely strategic IT deployed to carry out a business strategy is the backbone of any successful business. Join this session to explore the biggest challenges facing IT departments today, including: Using data for your competitive advantage Enabling consistent innovation Balancing security with accessibility Finding appropriate talent Merging old and new tech Robert Cavitt, Chief Executive Officer, Jenkon Curt Craig, Vice President, Information Technology, Mannatech, Inc. Walter Noot, Chief Information Officer, USANA Health Sciences, Inc.
16
DIRECT SELLING ASSOCIATION | FALL CONFERENCE 2018
W E D N E S D AY A G E N D A
Noon – 12:45 p.m. Closing General Session Noon – 12:45 p.m.
Regency E/F
Selling and Sponsoring: Direct Selling’s Key to Sustained Growth
Hear from Cindy Monroe, leader of one of direct selling’s leading party plan companies, as she shares the story of how her company—once known as a hyper-growth superstar—emerged from subsequent years of declining sales and has now regained a strategic growth trajectory thanks to a mission and values-driven commitment to selling, sponsoring and retention. She’ll reveal how the success of Thirty-One Gifts comes from 15 years of sponsoring and selling in a way that supports the industry’s new self-regulation principles. Listen in as she shares why now is the time to optimize your membership with DSA. Cindy is excited to share how the new self-regulation guidelines not only help the direct selling channel, but how they will help your company live out your mission and values. Cindy Monroe, Founder and Chief Executive Officer, Thirty-One Gifts
12:45 – 1:15 p.m.
Buffet Lunch
Regency Foyer
Queue up with your peers and help yourself to a fabulous buffet lunch. Network with new and old friends one last time before heading home from the conference.
WIN A CRUISE Enter our door prize drawing and you could win a 7-day cruise for two sponsored by Carnival!*
*Drawing takes place during our closing general session. Must be present to win.
TWITTER AND INSTAGRAM HASHTAG: #DSAFC18
17
EXHIBITOR LISTING
Disney Destinations
Acquire BPO
Booth Number 4
Booth Number 13 Business Consultants, Order Entry, Integrated Communications Solutions Contact: Aleks Bogdanovski aleks.bogdanovski@acquirebpo.com
Cruise Incentives, Hotels/Resorts
Booth Number 18
Elegant Packaging Packaging Services
Contact: Heather Robyak heather@idstc.com
Contact: Keith Thomas keith@elegantpackaging.com
Fulfillment Services, Distribution Services/Shipping, Import/Export, Inventory Management/Warehouse Storage, Packaging Services, Transportation
IMN
Booth Number 9
Contact: John Ricketts jricketts@canadacartage.com
Gig Economy Group
Cenveo
Catalogs/Directories, Direct Mail, Printing/Binding
Marketing/Branding Consultants, Training Consultants, Internet Marketing/Social Media Services, Consultant Business Tools, Sales Aids, Training Materials, Virtual Training, Database Management, Mobile Apps, Software
Contact: Jerry Young jerry.young@cenveo.com
Contact: Yak Gertmenian Yak.gertmenian@outhink.com
Booth Number 21
Booth Number 8 Compensation Consultants, Commission Payment Services, Order Entry, Consultant Business Tools, Computers/Computer Systems, Database Management, Genealogy/ Compensation Management Systems, Software, Web Design, Integrated Communications Solutions
Contact: Patti Long patti.long@disney.com
Booth Number 7
Canada Cartage Logistics Solutions
IDSTC
Booth Number 20
Internet Marketing/Social Media Services, Consultant Business Tools, Sales Aids Contact: Jan Combs jan_combs@reyrey.com
InfoTrax Systems, L.C. Booth Number 14
Compensation Consultants, Genealogy/Compensation Management Systems, Internet Services, Software, Integrated Communications Solutions Contact: Kajsia McCoy kajsiao@infotraxsys.com
Iacono Production Services, Inc. DirectSalesMobile.com Booth Number 11
Business Consultants, Mobile Apps, Software Contact: John Misko misko@directsalesmobile.com
Booth Number 6
Meeting Planners, Production Services, Tradeshow Production/Services, Marketing/Branding Consultants, Video Services Contact: Leslie Blye lblye@iaconoproductions.com
Jenkon
Booth Number 5 Consultant Business Tools, Genealogy/ Compensation Management Systems, Internet Services, Mobile Apps, Software, Web Design Contact: Robert Cavitt robert.cavitt@jenkon.com
18
DIRECT SELLING ASSOCIATION | FALL CONFERENCE 2018
EXHIBITOR LISTING
Mills James Productions
Planet
Booth Number 1
Meeting Planners, Production Services, Video Services Contact: Rodrick Pauley rpauley@mjp.com
Booth Number 12 Financial Services, Mobile Merchant Services
Thatcher Technology Group, LLC
Contact: Jill Raftery jraftery@planetpayment.com
Genealogy/Compensation Management Systems, Software, Web Design
Booth Number 3
Contact: Richard Schubkegel rschubkegel@thatchertech.com
Miner Group LLC
SAP
Booth Number 10
International Market Consultants, Import/Export, Cosmetics/Skincare/ Personal Care Products, Food/Food Supplements, Household Items Contact: Rafael Miner rafaelm@minergroup.net
Booth Number 19 Commission Payment Services, Order Entry, Genealogy/Compensation Management Systems Contact: Kevin Markl kmarkl@calliduscloud.com
Visible Supply Chain Management Booth Number 2
International Sourcing Consultants, Fulfillment Services, Distribution Services/Shipping, Import/Export, Inventory Management/Warehouse Storage, Packaging Services, Transportation Contact: Mike Christensen mike.christensen@visiblescm.com
Nuvei
Booth Number 17 Credit Card Services, Financial Services Contact: Scott Fitzpatrick sfitzpatrick@globalonepay.com
REGENCY E/F ENTRANCE/EXIT
REGENCY D ENTRANCE/EXIT
REGENCY C ENTRANCE/EXIT
6
4
2 3
5
LUNCH DESSERT 7
B
B
FF
S
N
21
11
18
10
ET
19
9
BU
FF
S
20
8
ET
17
12
IO AT TR IS
F&
BU
1
G RE
F&
13
14
CE FI IT F O EX CY CE/ N GE AN RE NTR E
REGENCY A ENTRANCE/EXIT
RS
O AT EV
S
CA
R TO LA
ES
EL
TWITTER AND INSTAGRAM HASHTAG: #DSAFC18
19
T HA N K YOU TO OUR SPONSORS!
TM
20
DIRECT SELLING ASSOCIATION | FALL CONFERENCE 2018
H S . T S E B ER. V E
. W O
“
How do you make an event so impactful that it literally energizes people? It’s about creating “WOW” moments, yes, but also about crafting messages that resonate well beyond the event. Mills James can help you transform conventional event agendas into compelling event narratives. While supporting you with everything under one roof – event, video, creative, graphics and streaming – to make your job easier. Find out more at millsjames.com/dsa
er, g a n Ma pany s t m en r Ev ech Co o i T en - S e 500 tun For
NOTES: ____________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________ ___________________________________________________________________________________________________
Cloud Software Solutions
Global, Mobile &Social Go with the
+1 360 256 4400
World Leader
jenkon.com
PARTNER WITH INDUSTRY LEADERS IN GROWING YOUR BUSINESS AND REVENUES GLOBALLY
DEDICATED SUPPORT
At Nuvei, we love Direct Selling companies. In fact, we built an entire network to better serve them. It’s what we do. Our payment experts have a long history in the direct selling space and provide custom-tailored solutions that help our partners thrive and enable them to service their customers and distributors more effectively.
SCOTT FITZPATRICK
VISIT BOOTH #17 to learn more on how we help Direct Selling companies succeed in transforming social commerce into global revenue.
EXPAND GLOBALLY ACCEPT 100+ CURRENCIES INCREASE CONVERSIONS
866-296-0443 sfitzpatrick@nuvei.com SINCE 2003
PAVING THE WAY TO GREAT PARTNERSHIPS nuvei.com
BUILDING BETTER BUSINESSES. TOGETHER.
We are Nuvei. The first-ever community of payment experts. Built by entrepreneurs, for entrepreneurs, we produce fully-supported payment solutions designed to promote and advance our partners’ success. Our goal is to create bigger and better payment opportunities for all – paving the way to great partnerships. Nuvei is a registered ISO of Wells Fargo Bank, N.A., Concord, CA and Wells Fargo Bank, N.A Canadian Branch, Toronto, ON, Canada; a registered ISO of Esquire Bank, Jericho, NY; a registered ISO/SP of Westamerica Bank, Santa Rosa, CA; and a registered MSP/ISO of Elavon. MasterCard is registered trade mark of MasterCard International Incorporated. ® Trademark of Interac Inc.