July/August 2023 Direct Selling News

MEET THE YOUNG INNOVATORS SHAPING DIRECT SELLING’S FUTURE

INDUSTRY SUPERSTARS / COMPANIES WITH 3 YEARS OF CONSECUTIVE GROWTH

RISE OF THE AFFILIATES / 6 PROVEN STRATEGIES THAT REALLY WORK

ZINZINO / MAKING IT PERSONAL

FALL 2023 EVENT

WEDNESDAY, OCTOBER 11 & THURSDAY, OCTOBER 12

IRVING CONVENTION CENTER / IRVING, TEXAS

IGNITE YOUR BUSINESS AT DSU!

Join 500+ of your peers at the largest executive-attended event in the channel for a 2-day direct selling masterclass that will change how you think about the industry, your business and success.

At DSU, we curate the best of the best. With 30+ industry speakers and subject matter experts, we deliver laser-focused insights tailored to your needs. Leave feeling inspired, informed and equipped to fast-track your business strategies.

REGISTER FOR FREE TODAY AT DSU2023.COM

WEDNESDAY, OCTOBER 10

9 AM – 5 PM (CT)

THURSDAY, OCTOBER 11

9 AM – 1 PM (CT)

Connect with future-focused professionals and gain cutting-edge insights that can transform your business and career.

◆ Market Updates, Trends and Insights

◆ Generative AI How-To and Best Practices

◆ Enhanced Affiliate Marketing Progress and Insider Updates

◆ New DSN Digital Leadership Council Panel

◆ Direct Selling Services Companies Panel

◆ A Bonus Workshop: To be announced

◆ Priceless Networking and Energizing Ideation

And so much more!

Don’t miss this one—register today!

WHERE: IRVING CONVENTION CENTER

500 WEST LAS COLINAS BOULEVARD, IRVING, TX 75039 (10 MINUTES FROM DFW AND 20 MINUTES FROM LOVE FIELD)

WHO CAN ATTEND: DSU IS FOR ACTIVE DIRECT SELLING CORPORATE EXECUTIVES AND EVENT SPONSORS

“Just one idea we got from a DSU event has opened up a world of possibilities for us.

Jesse McKinney Co-Founder & CEO,

Red Aspen

“I would not miss the next DSU event because you never know what insights you’re going to get.”

—Landon Fredrick Chief Global Sales Officer & President,

Mannatech

HOW TO ATTEND: DSU FALL EVENT IS IN PERSON.

TICKETS: DSU IS A FREE EVENT THANKS IN PART TO THE SUPPORT AND GENEROSITY OF OUR DSN SUPPORTER COMPANIES AND SUPPLIER SPONSORS.

TO REGISTER AND LEARN MORE ABOUT THE DSU EVENT, VISIT DSU2023.COM

MEET THE SPEAKERS!

MORE TO BE ANNOUNCED!

WAYNE MOOREHEAD Marketing, Branding & Direct-to-Consumer Industry Expert | Podcast Host

STUART JOHNSON CEO Direct Selling Partners, DSN and NOW Tech

GARRETT MCGRATH President ANMP

JOHN ALCALA CEO It Works!

JENN ASHBY Co-Founder Savvi

AL BALA CEO & President Mannatech

NANCY BOGART Founder & CEO Jordan Essentials

HEATHER CHASTAIN Founder & CEO Bridgehead Collective

BRIAN GILL CMO 4Life

DEBORAH K. HEISZ Co-CEO Neora

MADISON MALLARDI Co-Founder & CEO LimeLife by Alcone

BLAKE MALLEN Billion-Dollar Brand Builder & Community Marketing Strategist | Podcast Host

TO REGISTER AND LEARN MORE ABOUT THE DSU EVENT, VISIT DSU2023.COM

ROGER MORGAN Founder & CEO pawTree

LEO PAREJA Chief Strategy Officer eXp Realty

ERIC REISDORF Chief Development Officer Ambit

SHELLEY ROJAS Chief Brand Officer DSN

HANIEH SIGIRI Founder & CEO Qyral

ROBERT STEVANOVSKI Chairman & Co-Founder ACN

ANTHONY VARVARO COO & CFO inGroup

BRANDON WHITE Founder & CEO File Finder

TYLER WHITEHEAD CEO Arbonne

BY SARAH PAULK

Meet the Young Innovators Shaping

BY BETH DOUGLASS SILCOX

DIRECT SELLING NEWS

Serving the Direct Selling and Network Marketing Executive Since 2004

A Direct Selling Partners Company

FOUNDER AND CEO

Stuart P. Johnson

CHIEF BRAND OFFICER

Shelley Rojas

PUBLISHER

Patricia White

STRATEGIC ADVISOR

Heather Chastain

EDITOR

Lisa Robertson editor@directsellingnews.com

NEWS EDITOR Sarah Paulk pr@directsellingnews.com

CREATIVE DIRECTOR

Susan Douglass

ART DIRECTORS

Greg Luther Jenny Paredes

PRODUCTION MANAGER

Virginia Le

PRODUCTION ARTIST

Megan Knoebel Ascencio

WEBMASTER

Laura Coppedge

COPY EDITOR

Laura Coppedge

BUSINESS DEVELOPMENT MANAGER

Jerilyn Taylor advertising@directsellingnews.com

PROGRAMS AND SUBSCRIPTION MANAGER

Nancy Ratcliff support@directsellingnews.com

Contributors

Heather Chastain Sarah Paulk

Chelsea Hughes Beth Douglass Silcox

David Lee Jenny Vetter

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TO SUBMIT EDITORIAL COMMENT: editor@directsellingnews.com

TO SUBMIT PRESS RELEASES: pr@directsellingnews.com

TO SUBSCRIBE: subscribe@directsellingnews.com

DIRECT SELLING NEWS

There is POWER in Partnership >

What part of your business would benefit by bringing in a supplier to help your team be more efficient?

D D

ELEGATING time-intensive business functions to highly skilled suppliers provides the breathing room to focus on unique skill gaps, like training team members on best practices, getting up to speed with new technology or customer service response that many organizations overlook.

For your convenience, we have compiled a list of our display advertisers. When contacting these companies or those in our Supplier Directory (starting on page 100), please let all of our valued advertisers know that you saw them in DSN .

emerge into

vertical of great merchants

alike.

have helped us grow and understand the industry and how we can better support the great companies in it.

—IRENE SCHARMACK / CEO, QuickBox Fulfillment

Exigo

214-367-9933 / EXIGO.COM

PAGES INSIDE FRONT COVER, 28

Metrics Global 702-757-9600 / METRICSGLOBAL.COM

PAGE 17

Squire

801-225-6900 / SQUIRE.COM/NETSUITE

PAGE 55

Momentum Factor

512.690.2134 / MOMOFACTOR.COM

PAGE 1

Thatcher Technology Group 630-696-4545 / THATCHERTECH.COM

PAGES 31, 45

Direct Selling Association

202-452-8866 / DSA.ORG

PAGES 98, 104

Katapult

407-915-9060 / KATAPULTEVENTS.COM

PAGE 10

Nexio 877-551-5504 / NEX.IO

PAGE 23

NOW TECH

310-428-9936 / NOW-TECH.COM

PAGES 14, 32, 58, 103

i-payout

DISCOVER@I-PAYOUT.COM / I-PAYOUT.COM

PAGE 37

Flight Commerce

813-277-0625 / FLIGHTCOMMERCE.COM

PAGE 15

Teqtank

844-605-9624 / TEQTANK.COM

PAGE 39

Jenkon 360-256-4400 / JENKON.COM

PAGES 30, INSIDE BACK COVER InfoTrax

801-431-4900 / INFOTRAXSYS.COM

PAGES 29, BACK COVER

the stage is yours we are producers

Katapult understands the importance of every element in your show. From general sessions and breakouts to city-wide branding and event management… we’ve got you covered.

Direct Selling’s Next Generation!

SUMMER IS HEATING UP at DSN—

we’re very excited to share our special July/August issue. I think this month’s magazine is jam-packed with articles covering some of the most pressing issues and important opportunities facing the channel.

I’m especially excited to share our inaugural 40 under 40 coverage. As the channel is changing to meet the needs of a younger field demographic and evolving customer shopping preferences, the face of the corporate office is changing as well. We’re highlighting that this month by profiling 40 young innovators who are shaping the future of the channel now and for years to come.

We also share two extended features this month. We take a look at six affiliate strategies direct selling companies are successfully implementing. Next we examine the direct selling companies that have enjoyed three years of consecutive growth through the pandemic and beyond. These are 16 companies with wisdom you can really use.

Our May issue gave a broad overview of how the three generations feel about direct selling. This month, we dig much deeper as we kick off our series looking at how Gen X, Millennials and Gen Z feel

about direct selling and how you can target each demographic successfully. We’re excited about the information Heather Chastain is sharing over this 10-part series. These are actionable insights you can use starting today!

This issue also includes an in-depth profile of Zinzino. And For You/For Your Field shares all the books, podcasts and tech we think will up your game.

At DSN, we strive to be your daily resource for global news impacting the direct selling channel. Make sure to sign up for our free resources like the weekly dashboard email which delivers a week’s worth of news in a quick 15-minute read each Sunday. You can also sign up for free text alerts by becoming a member of our VIP Community where you’ll always get the top stories first and fast!

I hope you are enjoying the summer and all it has to offer! And if you haven’t yet made plans to attend our Fall DSU event October 11-12 in Irving, Texas, you can register now at dsu2023.com.

All the best,

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HEADLINES > 5

n DSA Canada Hosts Day on the Hill 2023

n MyDailyChoice Launches Marketplace to Host House of Brands for Affiliates

n eXp Realty Launches AI Support Chatbot

n Herbalife Renews Partnership with Soccer Star Cristiano Ronaldo

n Medifast Exits Hong Kong and Singapore, Redirects Resources to Technology Investments

Mary Kay Celebrates 60th Anniversary with 60 Years of Stories

MARY KAY INC., as part of its 60th anniversary celebration coming up in September, encouraged independent beauty consultants from around the world to share their stories online using the hashtag #MaryKay60. The company also released a 40-minute podcast special featuring never-before-shared stories, interviews and insights into the life of Mary Kay Ash on May 12, Mary Kay Ash’s birthday.

“There’s so much excitement surrounding Mary Kay’s 60th anniversary,” said Nathan Moore, Mary Kay President of Global Sales and Marketing. “It’s a remarkable business achievement and speaks to the strength of our brand. But at its core, this truly is a celebration of our independent beauty consultants. Without their passion, entrepreneurship and giving spirit, we wouldn’t have made it six months—much less 60 years! Through the 60 Years of Stories campaign, we honor their journeys in the lead up to our big day.”

Gratitude

Invitational Hosts 144 Golfers

THE GRATITUDE INVITATIONAL welcomed 144 golfers from 45 direct selling companies for a day of “golf, fun and genuine relationship building” May 11, 2023. The invitational’s 25 sponsors, including GPS Capital Markets and ADI Meetings and Events, hosted the gathering at Thanksgiving Point Golf Club in Lehi, Utah as a way for the solution providers for the direct selling community to express gratitude and deepen professional connections.

“We’re thankful,” said Brian Brown, Founder of Partner Philosophy and organizer of the event. “Thankful to feed our families by solving problems and enabling growth for direct selling companies. We just expect people to come out to connect with friends old and new. It’s not about sales pitches; it’s about celebrating the meaningful relationships.” DSN

Joni Rogers-Kante credits her commitment to consistency, devotion to family, and abiding faith to achieving success as a business and family woman. Joni has paved a path toward a life of abundance, and she devotes her life to empower others to find theirs, too.

For Joni, her company SeneGence stands for more than its cutting-edge and highly desirable beauty products. Its causedriven purpose is to promote more women

in business and care for communities in need through its nonprofit. Not only has Joni built a rewarding global business, she is also changing lives closer to home. Joni passionately protects rights of independent entrepreneurs in the direct selling industry and works to improve the economic lifeblood in her home state of Oklahoma.

Joni believes accomplishment is unique for everyone, and we are all here with

our own important purpose. She says a fulfilling life is made with the four E’s: Earn, Evaluate, Evolve, and Explore. When we value and respect each other, we will all move forward together.

We are proud to partner with Joni and those like her who consistently prove that hard work and courage are rewarded with limitless possibilities. After all, people are our greatest strength.

1 in 3 Employees Say Work Is Negatively Impacting their Mental Health

NEW RESEARCH from the Society for Human Resource Management (SHRM) revealed that one in three U.S. employees say their job has had a negative impact on their mental health in the last six months. Of the 1,000 respondents, 30 percent reported that they have felt overwhelmed by their job and 20 percent say it has made them feel anxious at least once a week. Even more concerning, 27 percent of Gen Z workers said their job made them feel depressed at least once a week in the past six months.

As employers seek to address this crisis among their teams, it’s important for executive leaders to assess their employee assistance programs (EAPs) and mental health resources. More than half (59 percent) of employees said that their company offers too few mental health resources. Organizations who don’t prioritize these resources, the SHRM survey data showed, have employees who are less likely to describe their mental health as good (46 percent). Employees of companies who do create a company culture

that supports mental health were more likely to describe their mental health as good or excellent (74 percent).

What employees really want, according to the survey, is paid mental health days (58 percent) that go above and beyond regular sick leave, and 35 percent said they want free or subsidized virtual mental health services and mental health coverage as part of their employee health care plan. There are other, smaller steps that can make a big difference, including providing flexible scheduling (44 percent) and work breaks (32 percent).

Overlooking the importance of mental health is taking a toll on employees, but it is also undermining staff stability for brands. Of those employees who say their job has negatively impacted their mental health, 49 percent were more likely to be actively searching for alternate employment and 41 percent said they would likely leave their job if another employer offered them significantly better mental health benefits. DSN

Deloitte’s 2023 Study Shows Stress and Burnout Plagues Gen Z and Millennial Workers

THE 12TH EDITION OF DELOITTE’S Gen Z and Millennial Survey took a deeper look at how the last three years have impacted these generations in the workforce. Analyzing the responses of 22,000 individuals in 44 countries, the study revealed that, while progress has been made, these generations view their work as not having met their expectations for their desired work-life balance. Only 34 percent of Gen Z and 31 percent of Millennials are very satisfied with their current work-life balance.

Gen Z and Millennials are also dealing with inflation and a higher cost of living which has led more than half of

both age groups, 51 percent and 52 percent respectively, to live paycheck to paycheck, and 46 percent of Gen Z and 37 percent of Millennials have taken on a paying side job to help make ends meet—even though both desire better worklife balance and the option to reduce working hours.

These generations are also facing persistent stress and potential burnout, as 46 percent of Gen Z and 39 percent of Millennials said they feel stressed all or most of the time, and 23 percent and 30 percent respectively are struggling to disconnect from work, answering emails outside of normal working hours at least five days a week. DSN

EXECUTIVE ANNOUNCEMENTS

Amare Global has promoted Kent Wood to Chief Operating Officer (COO). Wood joined Amare in 2019 as Chief Financial Officer (CFO) and has been a vital member of the leadership team, particularly during the acquisition of Kyäni Inc. in 2022.

In this new role, Wood will oversee all global operations, including finance, supply chain, IT and legal, focusing on operational health and supply chain optimization. Wood will also continue fulfilling his responsibilities as CFO.

The Beautycounter Board of Directors announced Mindy Mackenzie as Interim CEO, succeeding Marc Rey.

“I am honored to serve as Beautycounter’s Interim CEO,” Mackenzie said. “Beautycounter’s founder Gregg Renfrew created the brand with a vision to change the beauty industry and make a positive difference in the world.

It’s exciting to build upon the company’s momentum to Raise Up Beauty and to continue its unwavering mission to get safer beauty products into the hands of everyone.”

As part of this transition, Beautycounter also announced Roberto Marques as the new Chair of the Board of Directors and Nicole Malozie as Chief Financial Officer.

ANNA MALMHAKE CHIEF EXECUTIVE OFFICER & PRESIDENT, ORIFLAME

Oriflame announced Anna Malmhake will succeed Magnus Brännström as Chief Executive Officer and President. Malmhake has extensive leadership experience working with several global consumer goods companies and joined Oriflame as a board member in 2014.

“Anna is a value-driven and result-oriented business leader, known for driving successful transformations, ”said Alexander Af Jochnick, Oriflame Chairman of the Board. “She has the perfect background to take over the baton after Magnus Brännström’s exceptional service to the company.”

KENT WOOD CHIEF OPERATING OFFICER, AMARE GLOBAL

MINDY MACKENZIE INTERIM CEO, BEAUTYCOUNTER

HERBALIFE ANNOUNCES LEADERSHIP SUCCESSION PLAN

Herbalife Ltd. shared the next step of its management succession process with the announcement of Mark Schissel’s retirement. Schissel joined the company 16 years ago as Vice President Enterprise Applications and eventually led the company as Chief Operating Officer. He will now assume a strategic advisory role to ensure a smooth transition and will continue to work on special projects for the company.

Frank Lamberti will succeed Schissel as Chief Operating Officer and will oversee product innovation and supply chain, digital content and infrastructure, distributor and sales analytics and back-office operations. Lamberti joined Herbalife in 2005 as Vice President of Investor Relations and has served in a number of roles, including Regional President of the Americas.

Additionally, Herbalife announced the expansion of Ibi Montesino’s role as Executive Vice President and Chief of Staff to encompass all global distributor facing business and employee management and relations. Rob Levy has also been appointed as part of this plan to Regional President of the Americas and will be responsible for all strategic, sales and marketing functions across the region.

“I have worked with Frank, Ibi and Rob at various points during their careers and I have complete trust in them,” said Michael O. Johnson, Herbalife CEO. “I know they will bring wisdom, passion and hard work to these roles. I’m proud and excited to be on their team.”

EXp Realty is strengthening its regional presence through newly expanded leadership roles within Latin America and the Caribbean.

Victor Goytia, who has successfully led eXp Puerto Rico for more than two years, will now also oversee Panama and the Dominican Republic as Director.

Virginia Restrepo, who joined the company last year as Director of Chile, will now also lead brokerage operations in Colombia.

“We are thrilled to announce these leadership updates as we enhance our agent-centric growth efforts across the region with the world’s leading agent value proposition,” said Meghan Kelley, eXp Realty Vice President, Global Operations. “The Caribbean and Latin American region has proven to be a diverse market with tremendous growth opportunities and these leadership updates strategically represent our desire to expand an already strong presence in the region. Victor and Virginia have proven leadership skills and unique skill sets that will help to drive growth in these key countries.”

EXP REALTY STRENGTHENS LEADERSHIP TEAM IN LATIN AMERICA AND CARIBBEANS

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CHARLA GERVERS

VICE

J.Hilburn has named Charla Gervers to the role of Senior Vice President of Sales and Marketing. Gervers has more than two decades of experience in senior leadership within the direct sales industry and has successfully worked in the nutrition, skincare and beauty, energy, travel services and apparel industries.

“We are thrilled to welcome Charla Gervers to our team, as her impressive track record of success and inspiring leadership across different companies and geographies will undoubtedly bring tremendous value to J.Hilburn,” said Stein Ove Fenne, J.Hilburn CEO. “With Charla’s expertise, we are confident that we can continue to expand and thrive in the years to come.”

MICHAEL ALLEN PRESIDENT & DIRECTOR OF JAPAN, LIFEVANTAGE

LifeVantage Corporation has appointed Michael Allen as President and Director of LifeVantage Japan. Allen brings more than three decades of experience in the Asia-Pacific region to the role, as well as executive experience working within the direct selling industry.

“Michael joins us at a pivotal time as our LV360 strategic transformation initiatives, including our new, modern consultant compensation plan, Evolve, and customer loyalty program roll out to Japan’s dynamic leaders and culture,” said Kristen Cunningham, LifeVantage Chief Sales Officer. “His broad, deep experience in the region, including his time transforming other businesses, solidifies him as the right leader for this growing LifeVantage market. We are so pleased to have him on the team.”

KEVIN HERBERT EXECUTIVE VICE PRESIDENT & PRESIDENT OF NORTH AMERICA, NATURE’S SUNSHINE

Nature’s Sunshine named Kevin Herbert as Executive Vice President & President of North America. Herbert brings experience in the consumer packaged goods and omnichannel categories and will be responsible for building a high-performance team focused on driving sustainable growth, expanding the company’s specialty retail and digital footprint and building the next generation of nutrition health practitioners.

“We are pleased to have someone with Kevin’s caliber leading our North America team,” said Terrence Moorehead, Nature’s Sunshine President and Chief Executive Officer. “His proven track record of creating high-performing teams, building omni-channel strategies and delivering sales growth will play an important role across the North America business.”

SENIOR

PRESIDENT OF SALES AND MARKETING, J.HILBURN

SARAH HENNING ENERGY DIRECTOR, UTILITY WAREHOUSE

Utility Warehouse (UW), a multiservice utility provider in the UK, announced Sarah Henning has been named the new Energy Director.

Henning has previous industry experience, including roles as Commercial Finance Director and Chief Commercial Officer at other energy companies. In this new role, Henning will lead commercial performance and energy supplier partnerships and cast vision for UW’s overall energy strategy.

“It’s great to welcome Sarah to UW,” said David Walter, UW Chief Commercial Officer. “Sarah knows the energy world inside out, and so when we started looking for a new energy director, it felt like a natural fit. As UW aims to help a million additional customers save on their household bills over the next four to five years, Sarah will help lead us on that journey.” DSN

with Direct Selling Companies

THE GUIDE

A CURATED RESOURCE TO HELP YOU FIND

STRATEGIC BUSINESS PARTNERS SPECIALIZING IN DIRECT SELLING.

THE CHANNEL IS EVOLVING RAPIDLY—companies and executives must stay ahead of emerging trends and technologies to build for the future. But it can be time - consuming and hard to find the right suppliers to partner with.

That’s why we’ve developed The DSN Guide. In each issue, The Guide includes curated lists by category of expertise and service. These suppliers currently serve the channel—they understand the unique challenges and opportunities that come with direct selling and can help you implement your intiatives.

SEPTEMBER EVENT PRODUCTION

OCTOBER INCENTIVES AND RECOGNITION

NOVEMBER CREDIT CARD AND PAYMENT PROCESSING SOLUTIONS

DECEMBER CONSULTING AND EXECUTIVE SEARCH

Would you like to be included in The DSN Guide? Contact Jerilyn Taylor (jtaylor@directsellingnews.com) for more information. Companies featured in The Guide have been in business for a minimum of two years and are verified to be working with direct selling companies. Companies appearing in The Guide are not endorsed by DSN. The Guide is provided strictly as a resource. It is each company's responsibility to verify and investigate providers and services.

SOFTWARE, TECHNOLOGY SOLUTIONS, APPS & SOCIAL MEDIA SERVICES

AMI San Francisco Bay, CA

ByDesign Technologies Tampa, FL

Cheddar Up Denver, CO

Cinchshare Melbourne, FL

EXIGO Dallas, TX

FieldCheck by FieldWatch (Momentum Factor) Austin, TX

Flight Commerce Tampa, FL

InfoTrax Spanish Fork, UT infotraxsys.com

Jenkon Vancouver, WA jenkon.com

Krato Scottsdale, AZ krato.com

Margo Apex, NC

MultiSoft Cape Coral, FL

NOW Technology Plano, TX

Rallyware Mountian View, CA

S4DS Software for Direct Selling Miami, FL s4ds.com Socialsales.io Plano, TX

Thatcher Technology Group Naperville, IL

Trinity Software Inc Arlington, TX trinitysoftware.com

Xirect Software Solutions Orem, UT xirectss.com

Mike Christensen (801) 431-4900 mikec@infotraxsys.com

Robert Cavitt (360) 256-4400 solutions@jenkon.com

428-9936 ami@now-tech.com

Dave Siembieda (866) 698-3848

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Renewed HQ

Top 4 Trends Changing the Corporate Environment

BY DAVID LEE

THE WORKPLACE EXPERIENCE has rapidly evolved over the last few years. Employee expectations, disruptive technology and organizations’ willingness to be more flexible have shaken up the traditional approach to building a corporate environment. Here are four hot trends relevant to direct selling companies.

1/ WELLNESS AND MENTAL HEALTH

In the “personal development program with a comp plan” industry, corporate employees can get overlooked, with so much energy and resources pouring into developing the distributor field. But focusing on the wellbeing and mental health of employees is a bigger priority than ever. Human resources departments have evolved far beyond just people management. A Surgeon General report on Mental Health and Wellbeing shows that 81 percent of workers want workplaces that support mental health. According to SelectHub, “there’s a 22 percent gap between employer and employee perceptions of wellbeing at work, as well as a strong correlation between toxic work cultures and burnout.”

81% OF WORKERS WANT WORKPLACES THAT SUPPORT MENTAL HEALTH.

TOP TRENDS

SOME COMPANIES are utilizing coworking office spaces for employees who don’t live near headquarters.

Revitalizing employee wellbeing can come in many forms. Some companies offer in-house counseling or reimburse the cost for a certain number of outside counseling sessions per year. Offering healthy snack options in break areas, a dedicated gym or workout room, and individual quiet rooms also are becoming norms in the corporate space. Some companies are even offering in-office massages or hosting fitness challenges with prizes awarded for different accomplishment levels

2/ SKILLS OVER DEGREES

More companies are focusing their hiring criteria based on skills rather than degrees. Data from research firm Remote shows that skill-based hiring is up 63 percent compared to a year ago. “Making hiring decisions based on experience, attitude and value-match rather than focusing on specific academic achievements advances equality and opens up the playing field for talented individuals from a range of different backgrounds,” states a blog post on the firm’s website.

A study by the Burning Glass Institute shows that online job listings requiring a college degree dropped from 51 percent in 2017 to 44 percent in 2021. Focusing on relevant skills broadens the talent pool and allows for more diverse backgrounds and perspectives. Prospective employees also can illustrate their skills with online portfolios or performing sample tasks before hiring. Many can stay up to date with evolving skills and technologies just as well or even more so than degreed candidates. A skills-based strategy is also more meritocratic than focusing on degrees, which in many cases could be outdated based on when they were acquired

PILLARS OF CORPORATE WELLNESS

n PHYSICAL HEALTH

n MENTAL WELLBEING

n FINANCIAL FITNESS

n SOCIAL HEALTH & COMMUNITY SERVICE

n SAFE WORKPLACE

n HEALTHY CULTURE

Source: The Healthy Organization

3/ THE FUTURE IS FLEXIBLE

According to a Zippia report, 74 percent of U.S. companies are using or planning to implement a permanent hybrid work model. But flexibility doesn’t just mean working remotely or with a hybrid schedule. It also includes restructuring the traditional work week. Some companies opt for four days a week, even if it means longer days. Some employees are willing to work some weekends if it means they get to choose which weekdays they are off.

“Work flexibility is clearly something desired by all segments of workers,” says a Forbes article. “This is not just a benefit in a tight labor market. We need to ask ourselves what new work rhythms can we create that will allow flexibility for all workers?”

Technology is a huge driving force for a more flexible work experience. Digital communication options from emails to chat groups to video streaming, task-based project platforms such as Asana, file-sharing platforms, and even virtual avatars are becoming a normal experience no matter what percentage of a workforce is in-office or remote.

OF U.S. COMPANIES USING OR PLANNING TO IMPLEMENT A PERMANENT HYBRID WORK MODEL

74 % INCREASE OF SKILL‑BASED HIRING COMPARED TO A YEAR AGO

63 %

Flexibility can also influence the design of the physical workplace. This could include a more open office setting, stand-up desks, various options for workstations, mobile devices and digital signage for collaboration. Some companies are even utilizing coworking office spaces for employees who don’t live near headquarters. The traditional cubical rows and closed-door offices for management are fading fast.

4/ LIGHTING A CAREER PATHWAY

Direct selling companies do a terrific job of laying out goals, specific action steps and detailed compensation for the field. But are you laying out a similar path for your corporate employees? Business News Daily says that just 25 percent of employees feel confident about the career opportunities at their companies. A Gartner report showed that 44 percent of HR professionals think their companies don’t offer compelling career paths.

Highlighting internal career options can be just as important as compensation when it comes to employee retention. This doesn’t always mean climbing the corporate ladder, but also providing opportunities to evolve skills and encouraging employees to provide value in ways outside of their core job duties. It can also include pathways to professional and personal development through training programs, books, online courses or workshops. These opportunities might be less visible for hybrid or remote workers. Some companies have created “employee experience” managers to help facilitate this. They also help employees find innovative ways to connect to the company and coworkers DSN

Just Send Me a Text

5 SMS Strategies for Direct Selling Companies

BY DAVID LEE

TEXTING HAS EVOLVED from being a marketing tool to an overall customer service strategy. Direct selling companies can implement these five SMS strategies to attract, communicate with and retain more customers.

1/ 10-Digit-Long Codes (10DLC)

A 10-digit-long code is a local phone number, so it appears as more natural than traditional five- or six-digit codes or an 1-800 number. These numbers are less likely to be blocked and more likely to be recognized by customers. Local numbers (with the area code) need to be registered with a wireless carrier. “The primary purpose of 10-digit-long code is to regulate SMS marketing to reduce spam and create more trust and transparency between businesses and consumers,” notes SalesMessage.com.

2/ SMS for Customer Service

Customers are becoming more used to the convenience of texting instead of calling to resolve issues. According to eWeek, 52 percent of people would likely text with a customer support rep if given the option. SMS can be used to answer questions, send appointment reminders or order updates. These can be customized to include the customer’s name and other information.

52% OF PEOPLE WOULD LIKELY TEXT WITH A CUSTOMER SUPPORT REP IF GIVEN THE OPTION.

3/ Targeted Landing Pages

Texting is a great way to send links to targeted landing pages that focus on one product as opposed to a traditional website what can be a headache to navigate with products irrelevant to the customer. Link-shortening services such as Bitly help reduce character count.

4/ Automation on the Rise

Automated texts can still be personalized to customer segments or specific customers just like emails. This keeps the more conversational aspect of texting while saving time. Advancement with chat bots and language models have made automation easier and more effective. Automation can be used to follow up with new customers; remind them their next subscription order is coming up; and offer a discount for customers who haven’t ordered in a while.

5/ A Tool for Retention

Texting may seem impersonal, but it’s being used for building customer relationships with its potential for two-way conversations. It’s often faster and more convenient than calls or online chats. There’s no hold time or waiting to receive a response. The overall experience matches today’s customer expectation. DSN

TEXT

IN NUMBERS

n 1 in 3 consumers check their text notifications within one minute of receiving a text

n 51% of customers reply to a text message within 1-2 minutes

n More than half of consumers check their text messages 11 times a day or more

n In 2022, 70% of consumers opted in to receive texts from businesses

n 61% of consumers say they want the ability to text a business back

n In 2022, 55% of businesses text their customers

n The majority of businesses report SMS click-through rates between 20-35%

Source: SimpleTexting.com

M X Z

GENERATIONAL INSIGHTS

/

PERCEPTIONS OF DIRECT SELLING

ACTIONABLE INSIGHTS AND OPPORTUNITIES

FROM THE FIRST‑EVER DIRECT SELLING GENERATIONAL ENGAGEMENT STUDY.

BY HEATHER CHASTAIN

IRECT

SELLING HAS BECOME AN INCREASINGLY POPULAR AVENUE for individuals to start their own businesses and earn income. To gain a comprehensive understanding of the perceptions surrounding direct selling, the Direct Sales Generational Engagement Study was conducted by Bridgehead Collective and carried out by The Center for Generational Kinetics, led by President Jason Dorsey.

In this first-of-its-kind study, Bridgehead Collective chose to partner with the Center for Generational Kinetics, which has led more than 100 research studies in all major industries. Their seminal annual study, The State of Gen Z, formed the basis for the best-selling book, ZConomy and has been consistently featured in national and global media including The Wall Street Journal, New York Times, CNN and many more.

I set out to discover America’s perceptions of entrepreneurship, the gig-economy and—more pointedly—direct selling. Statistical significance was of ultimate importance in this analysis, so the study represents a wide-sweeping sample that is reflective of America, with an equitable mix of genders, demographics, employment status, education levels and location that allows for a 97 percent confidence level. This study aimed to explore the attitudes, motivations, limitations and beliefs about starting a business in America, as well as uncover perceptions of direct selling, recruiting strategies, onboarding methods, distributor retention and preferred payment structures.

5 5+%

OF AMERICANS HAVE A POSITIVE OR VERY POSITIVE PERCEPTION OF DIRECT SELLING

Perceptions Around Starting a Business

WE DESIGNED the study to provide actionable insights across 10 key categories:

n Perception of Industry and Channel

n Recruiting and Prospecting

n Motivations and Decision Criteria

n Onboarding and Getting Started

n Training

n Compensation and Value Proposition

n Recognition

n Incentive Trips and Events

n Retention

n Duplication and Role of Team Building

In this series, we will be digging deeper into each of these categories, starting right now with Perception of Industry and Channel.

The good news (and alternative title for this article) is “They Don’t Hate Us.”

I say that somewhat tongue-in-cheek given what have felt like pretty significant headwinds on our category, industry, who we are and even what we call ourselves. The data tells a different story. But before we get into that, let’s just review what the study showed about starting a business in general.

The study revealed that half of Americans expressed interest in starting their own businesses within the next five years. Younger Millennials, in particular, showed a significantly higher likelihood (63%) of pursuing entrepreneurship. Men were also more inclined (59%) compared to women (41%), and individuals with a graduate degree showed the highest likelihood (71%) of venturing into entrepreneurship. Furthermore, 76% of Americans expressed a desire to own their own business within the next three years, with younger Millennials exhibiting the highest aspiration rate (83%).

That’s a lot of potential new people interested in doing what we do. But what kind of business? Interestingly, approximately 42 percent of Americans reported having considered working in the direct selling industry. Notably, Gen Z (18-26) and younger Millennials (27-35) displayed a greater inclination towards direct selling, both in terms of considering it as a career option and actively working within the industry.

WOW STAT: 60% of Americans think owning their own business is harder than being an employee at a business.

But what about direct selling? We have long heard about the negative perception this channel has, particularly among the next generation of direct sellers.

Again (sensing a theme here?) the data tells a different story. But in an industry that has been playing the “name game” for quite some time (direct selling, social selling, digital selling, affiliate marketing, referral marketing, social marketing and

WHAT IS YOUR PERCEPTION OF EACH OF THE FOLLOWING TYPES OF DIRECT SELLING BUSINESSES OR CATEGORIES?

[ BY GENERATION / TOP TWO BOX / VERY POSITIVE AND SOMEWHAT POSITIVE ]

n

n

n

on and on), so we decided to test them all! Which of these, if any, had a negative perception and which did not.

Americans have the most positive perception of:

n Digital Marketing (60%)

n Referral Marketing (58%)

n Direct Selling or Direct Selling Industry (55%)

Did you see that….55+ percent of all Americans have a Positive or Very Positive perception of Direct Selling. The only category of business that scored less than 50 percent positive was MultiLevel Marketing, but we can’t really pretend to be surprised by that, can we?

This is great news, everyone. That means that we don’t have as much resistance to the very language that describes what we do as we may have thought.

Where it really gets interesting is when you break it down by generation. Younger generations, especially younger Millennials, have a significantly more positive perception of all direct selling businesses or categories tested compared to older generations.

HALF OF AMERICANS expressed interest in starting their own businesses within the next five years.

And look at those Younger Millennials—across the board—significantly more positive than any other generation about our industry. No matter what we call it.

So, ultimately what does this mean? Words matter. Precise positioning of our opportunity, using language that resonates based on the specific and targeted generation you are trying to attract can radically improve the effectiveness of your messaging and your results.

Next month we will explore the ever-critical world of Recruiting and Prospecting and learn how each generation wants to hear about your business opportunity: in what setting, with what technology and using what words!

Spoiler alert: Digital is not the all-powerful solution we tend to think it is with the younger generations!

Words That Resonate

The Direct Sales Generational Engagement Study— conducted by Bridgehead Collective—shed light on the perceptions of direct selling across different generations. It revealed varying levels of interest and motivations among different age groups; highlighted effective recruiting strategies; emphasized the importance of onboarding and retention strategies; and explored the significance of community in fostering success as a direct selling distributor.

By understanding these generational perspectives— and using the information to precisely position all facets of your business—you can tailor your approaches to attract, engage and retain distributors effectively. DSN

WANT TO KNOW HOW ATTRACTIVE YOUR COMPANY IS TO EACH GENERATION? Scan here to schedule your Generational Attraction Assessment today, complimentary for DSN Gold and Platinum Supporters.

With 20+ years of cross-functional experience in direct selling, Heather Chastain brings a solid understanding of sales, marketing, technology, manufacturing, operations and C-Suite challenges as well as a strong collaborative and relational style of leadership to the table. Heather has held executive roles at Shaklee, Arbonne International, Celebrating Home and BeautiControl. Heather also serves as the Strategic Advisor at DSN and is the Founder & Chief Executive Officer of Bridgehead Collective.

BECOME A DSN SUPPORTER

OUR CHANNEL IS AT A PIVOTAL MOMENT IN TIME

When one company succeeds, the entire channel benefits. It’s with that sensibility in mind that we developed the DSN Supporter Program in 2022 and welcomed dozens of companies, representing billions in cumulative revenue, committed to helping this channel grow and enhance its relevancy.

Our mission is to serve, educate and edify the channel as the daily resource for breaking global news, emerging trends and powerful stories. With DSN, it’s easy for direct selling executives to stay informed, engaged and always one step ahead.

Your support helps DSN continue to provide relevant information, exposure, edification and education for companies and executives to help evolve the channel forward for the global community.

“

I appreciate DSN’s tireless work to report the news around direct selling, but also how they share the positive stories surrounding it. DSN is a reputable and powerful voice that always strives to edify the channel and highlight the direct selling companies that are doing the right things.

JONI ROGERS-KANTE Founder & CEO, SeneGence

*For a complete list of benefits by level, visit directsellingnews.com/supporter

BY SARAH PAULK

THE RISE OF THE AFFILIATE MODEL

SIX UNIQUE WAYS COMPANIES HAVE IMPLEMENTED THIS NEW STRUCTURE AND FOUND SUCCESS.

AFFILIATES don’t grow their business through recruitment and team building. Instead, they focus on lead generation, customer loyalty and partnership with brands.

THERE IS NO LONGER a cookie cutter template for what equals success in direct selling. The channel’s once predictable, duplicatable system, is now populated with an array of infrastructures, each designed with the goal of expanding reach and attracting new customers.

For some brands, this new structure has involved earning a footprint in the ecommerce space by taking ownership of their Amazon storefronts and presence online. For others, remaining relevant has included the addition of retail and brick-and-mortar partnerships.

But one option continues to rise to the surface as a common pattern: the enhanced affiliate model.

Many direct selling leaders have begun to consider integrating or launching an enhanced affiliate model as part of or in addition to their existing brands. In fact, in a recent Direct Selling News survey of 45 direct selling companies, more than two-thirds of participants (67 percent) said they were at least considering how they could adapt and incorporate an enhanced affiliate model into their existing structure.

67% OF DIRECT SELLING COMPANIES SURVEYED ARE CONSIDERING

HOW TO INCORPORATE AN ENHANCED AFFILIATE MODEL INTO THEIR EXISTING STRUCTURE.

THREE KEY TAKEAWAYS

1 / TEAM BUILDING IS NOT THE ONLY GAME IN TOWN

A main benefit of affiliate models is that money can be made without focusing on recruitment. Instead, they focus on lead generation, customer loyalty and partnership with brands.

2 / SIMPLIFYING THE COMP PLAN IS A STRONG BENEFIT

Complicated and confusing comp plans have long been a pain point for the industry. An easily understandable, straightforward plan can attract new recruits.

3 / PARTNERING WITH AFFILIATES BREEDS SUCCESS

Setting up the structure is not the final step to building a successful program. Ongoing support through digital marketing and shared strategies help them grow and prosper.

The Top 6 Affiliate Strategies

What is an affiliate model? Simply put, businesses offer affiliates a commission when they refer customers to their products or services. Businesses generate revenue that they couldn’t have reached otherwise, and affiliates make money on something they are already using or sharing.

The key difference this structure offers is that affiliates don’t grow their business through recruitment and team building. Instead, they focus on lead generation, customer loyalty and partnership with brands. Today, direct selling companies who have successfully completed this transformation typically reside in one of six categories.

1/ No Direct Selling History

This is the basic affiliate model structure. These companies pay commissions on revenue generated from sales, but they also can offer a tiered affiliate model that offers commissions to affiliates for sales made from another affiliate they referred, including SellHealth, Builderall, Market Health, Organica Naturals, Intechra Health and service-based companies like Fiverr, ClickFunnels, Travelpayouts and Grammarly.

While none of these companies would consider themselves a direct selling operation, all of them are running an enhanced affiliate model structure, some with tiers that extend two generations.

2/ Optimized Front-End Direct Selling Models

USANA, 4Life, pawTree and BELLAME have all implemented this new compensation model approach into their existing structures. With this method, those interested have the option to join as an affiliate whose sole task is to sell, but at any point in their affiliate journey, they also have the option to sign up as a business builder or direct selling distributor.

pawTree, who announced this switch in the first quarter of 2023, pointed to it as the most efficient way to attract and retain a new segment of marketers who don’t lean into traditional direct selling messaging.

“The lynchpin for long-term sustainable growth is getting lots of people making $300 to $500 a month in a reasonable amount of time with a reasonable amount of effort,” said Roger Morgan, pawTree Founder/CEO. “We want to help them make enough money, faster, so that they stick with it.”

USANA created a new position on the company’s compensation plan called “affiliate,” a product sharer and brand influencer who earns a 20 percent sharing bonus on all sales.

“It’s really creating a whole new customer segment target for your company,” said Jeannie Price, USANA Executive Vice President of Sales. “We have a separate portal, a simplified website. We’ve created sharing tools and assets for them and use a completely different communication approach with our affiliates than our distributor base.”

4Life, who also chose to optimize the front end of their compensation model, wanted to

reimagine its legacy programs to maintain its competitive nature and generational relevance. They developed Preferred Customer incentives including free shipping, wholesale pricing, loyalty points, bonus products and instant discounts. Affiliates also have access to a Rapid Rewards program that pays builder bonuses, new rank recognition, incentive trips and more.

At the beginning of 2022, BELLAME was taking note of how fluid the entrepreneurship landscape was becoming and developed proprietary lead capture and lead generation tools that an established affiliate marketer would expect. They removed startup fee barriers, making it free to join for anyone, regardless of whether they were interested in being an affiliate or building a business and removed qualifications to earn money.

“Whatever label you use—affiliate marketer, digital marketer—we knew we needed to make room for it,” said Melissa Thompson, BELLAME Founder/CEO. “They enjoy the entire compensation model. And we never charge one penny—not a sign-up fee, transaction fee, renewal fee or tool fee. We have been able to attract people who are not normally interested in our industry at all.”

“

It takes courage, but this blue ocean opportunity is real. This is the new decade and phase of this industry.

—AL BALA / Mannatech Chief Executive Officer

3/ The Standalone Sister Company

This avenue is a way for existing direct selling companies to start a new entity as a wholly owned subsidiary offering a new brand and an affiliate compensation model separate and apart from the existing legacy company while leveraging the established brand’s powerful reputation, expertise and logistical strengths.

Mannatech led the way with this “best of both worlds” approach through the formation of a subsidiary that will serve as its innovation hub. Trulu, the new resulting brand, is expected to build upon the legacy company’s existing strengths, utilize operational assets and enhance relevancy.

This new subsidiary offers a complimentary pathway to support growth in customer acquisition and retention, revenue, profits and value but does not diminish or detract from the company’s investment in direct selling.

“We will continue to transform certain aspects of the current model, however, our investments in Trulu will not distract from our responsibilities to Mannatech,” shared Al Bala, Chief Executive Officer. “It takes courage, but this blue ocean opportunity is real. This is the new decade and phase of this industry.”

4/ The Hybrid Startup

Eliminating confusion is the key focus of this strategy. Most of these brands have some connection to the direct selling industry and have decided to start an entirely new venture using the tiered affiliate model as the backbone of their business.

For ALIGN Co-Founder and Chief Executive Officer Jesi Condor, her experience as a leader in the sales field taught her what worked and what didn’t when it came to compensation.

“I would always look at my check and it averaged out to three percent,” Condor said. “My question was always ‘Why is there this giant chart of complication for me to ultimately earn three percent?’ So, what we tried to do was eliminate that confusion. Our entire comp plan is volume-based; it’s very simple. Simplifying comp plans provides the transparency and trust that we’re trying to establish.”

Amanda Tress, Founder/CEO of FASTer Way to Fat Loss, developed her health and fitness-focused affiliate program with a customer journey that offers the opportunity to grow from a six-week orientation program to a VIP monthly membership and, ultimately, a certified coach. Coaches have the chance to earn 50 percent commission on their new client signups and 50 percent commission on their clients’ VIP monthly membership fees. They can also help their clients become certified coaches and earn 10 percent of their sub-affiliate sales.

Tress builds loyal customers through micro-influencers, called Ambassadors, who pitch strategic micro-commitment campaigns, like a $19.99 lead magnet that requires minimal time and investment. “What we’ve found is that micro-influencers truly do not care about a recurring revenue model,” Tress said. “They simply want that one-time commission on the front end.”

5/ The Relaunched Affiliate Model

These companies have transitioned completely out of direct selling and are fully embracing the affiliate structure as their sole mode of operations. SimplyFun announced this switch in February of this year, saying it would phase out its existing direct sales model to instead focus on a new affiliate program that offers affiliates a ten percent commission on purchases made through their personalized link and bonuses of up to 25 percent commission based on their total monthly sales.

Pure Romance announced this change in May 2023 stating it was “shifting away from the multi-level sales model” in favor of an omnichannel approach now that only one percent of its consultants were receiving downline commissions.

But the most experienced leader in this path is undoubtedly AdvoCare, who, as the result of pressure from and litigation with the Federal Trade Commission (FTC), switched to a direct-toconsumer, single-tier marketing compensation plan. Today, the company has found that its affiliate incomes are five times higher than they were in 2018, before this switch, and that affiliates say they feel less pressure with the removal of team building as a requirement for growth.

“I know that we are not all the same, and we did go through it in a way that I would not wish upon my worst enemy,” said Christina Helwig, AdvoCare Senior Vice President, Sales and Marketing. “At the same time, we found success. Sometimes you take a little risk and find traction. At the end of the day, leaning into our customers has resulted in success— not only for our distributors, but for our brand.”

6/ The Rapid-Fire Test and Launch Model

Messaging in direct selling can feel sluggish as executive teams work to spread the communications like a game of telephone, passing it through the top leaders who then share it with their downline.

“In the traditional direct selling world, marketing teams work really hard to define their messaging and create all the collateral to launch to the field,” said Paul Adams, President and Owner of Adams Resource Group. “Then, when launched, it takes quite some time to get the messaging into the hands of the field. Does this take weeks? Months? What if it didn’t work as well as expected? That is a lot of time lost.”

Enhanced affiliate marketing whittles down that message refinement process to create a leaner, more responsive communications tool. Within 30 days or less, a new website, shopping cart and product can be exposed to a large group of potential affiliates, assuming that the pay structure is already in place. No genealogy, no lengthy IT integration, no games, training sessions or long-term commitments necessary. This makes it simple to test the efficacy of a message, then adjust, refine and adapt.

“

Simplifying comp plans provides the transparency and trust that we’re trying to establish.

—JESI CONDOR / ALIGN Co-Founder and Chief Executive Officer

Opening up a new domestic market or expanding internationally might cost seven figures with a traditional direct selling template, but with the enhanced affiliate approach, leaders can test the market on a trial basis at a fraction of the cost. By advertising in that market and then paying affiliates to get involved, companies can cheaply assess if the market is warm for a certain product or messaging style.

“What we have found is that when affiliates and potential affiliates with past experience in direct sales are no longer enticed by the long-term business building model, they are very interested in leveraging their existing network of followers and offering products they believe in,” Adams said. “It’s very clear with affiliate marketing—if you can sell something, you can earn something.”

Brave New World

As brands seek to optimize their offerings for the next generation of consumers by making the direct selling model more appealing, the most powerful behavior the industry possesses is knowing how to create a movement that spreads like wildfire. But that magic only happens when combined with the critical elements of connection and community.

Even as the industry considers how it can integrate and embrace the enhanced affiliate model, it is imperative that it remembers how to craft a sense of belonging for and connection between its affiliates, distributors and customers. DSN

USAGE OF TAGLINED LOGO S

The tagline "AUDIT.TAX.AD VISORY" o n ly accompanies the logo in c i r cumstances where context requires c larification about what Sq uire can do for current and potential customers (the audience).

For example, Squire.com and its subsequent web pages featu r e the onet agline version (HIGHER P E RSPECTIVE ONLY) of the Sq uire logo because the subpage content t hroughout the site provides adequate c o ntext to visitors.

On the other hand, if the team attends a national financial trade show where S q uire should differentiate itself from a n eighboring financial software c o mpany, then trade show banners n eed to include the tagline, “Audit- TaxA dvisory.”

Treat the secondary tagline like it’s part

I lead Squire’s sales tax team, keeping direct-selling companies compliant with state and local tax laws. Our industry-specific approach includes nexus determination and tackling the challenges of sales tax calculations, registrations, filings, and related issues, such as exemption certificate management. I’m an expert in multi-state sales and use tax issues.

SHARA SUMNALL SALES TAX SPECIALIST

· TAX ADVISORY

“ It’s very clear with affiliate marketing—if you can sell something, you can earn something.

—PAUL ADAMS / President and Owner of Adams Resource Group

MEET THE YOUNG INNOVATORS SHAPING DIRECT SELLING’S FUTURE

BY BETH DOUGLASS SILCOX

NOW Technologies’ rapid developments are keeping up with growing trends; Recently integrating with ChatGPT to revolutionize Distributor marketing!

Distributors can quickly generate unique, tailored content

Reaches all types of audience segments with the right messages

Applies machine learning (LLM) for personalized outputs

Ensures compliance through Momentum Factor’s ‘Field Check’ technology

Our mission is to enhance the Distributor experience; guiding the right actions with the biggest impact. Connect with us to learn more about the power of NOW!

REVOLUTIONIZE YOUR DISTRIBUTOR MARKETING STRATEGY AND SCALE YOUR BUSINESS FASTER! PROVEN

CONSTANT MARKETPLACE CHANGE KEEPS THE FOCUS OF MOST DSN CONTENT ON HOW COMPANIES

RISE ABOVE CHALLENGES. We interview founders and C-Suite executives to talk about industry trends and progress, shifting business models and compensation plans, rebranding and tech and compliance and product development. The list goes on and on.

Less frequently, do we feature the young, corporate standouts who so prominently figure in getting all those things done. But that changes with this issue, as DSN recognizes—for the first time ever—a group of innovative trailblazers, whose contributions push their companies’ trajectories upward, while reshaping the direct selling channel for the rest of us.

More than two dozen companies answered the call to nominate their most accomplished achievers under the age of 40, who exemplify the kind of leadership skills and innovation that best represents the future of the direct selling channel.

And to that end, we proudly present the 2023 DSN 40 Under 40—a group of youthful standouts, who are rockstars in their current roles—vocal champions of direct selling with just the right balance of knowledge and enthusiasm to ultimately lead the industry.

Their day-to-day contributions help their organizations navigate the changing marketplace and they constantly impress. It matters not what field these stellar people represent—be it IT, marketing, training/field development, product development, customer service, HR or even the C-Suite itself—each has won the admiration and respect of their peers and bosses, alike.

MORE THAN two dozen companies answered the call to nominate their most accomplished achievers under the age of 40, who exemplify the kind of leadership skills and innovation that best represents the future of the direct selling channel.

VIDA ACHUNDSADA

SENIOR MANAGER, BUSINESS RELATIONS / NORTH AMERICA

AS SENIOR MANAGER, Business Relations for Mannatech North America, Vida Achundsada exemplifies outstanding leadership and a depth of understanding for direct selling that drives growth and fosters success within the organization. Vida’s passion, drive and relentless pursuit of success in her primary role of leading and supporting Associates and leaders from both the U.S. and Canada garners the respect and admiration of colleagues and peers alike.

But Vida also dedicates her energies to the Direct Selling Association of Canada, where she serves as a distinguished representative and holds a position on its Board. Her appointment reflects her longstanding commitment to the industry, as well as her proactive nature in shaping its future.

“She has proven herself to be a dynamic and influential leader, actively seeking innovative solutions and spearheading positive change,” said Patricia Anthe, Vice President North America, Mannatech. “She embodies the spirit of the next generation of leaders in direct selling.”

“One of the main challenges in direct selling is overcoming negative perceptions and addressing regulatory and legal complexities. Direct selling companies need to work more towards building trust, educating the public about ethical practices and ensuring compliance with various laws and regulations,” Vida shared. “Companies can tap into the global demand for entrepreneurial opportunities and consumer products by leveraging digital platforms and providing convenient online purchasing options.”

JOHN ALCALA CEO

DIRECT SELLING inspires John Alcala because you don’t need specific qualifications, levels of education or experience or to be the most talented. “You only need the grit and determination to change your current situation,” he said.

John experienced the power of direct selling first-hand, working as a top field leader for It Works!. He and wife, SheriLynn spent seven consecutive years in the Top 10 prior to joining the corporate team and John becoming CEO.

“If not for this man (It Works! Founder Mark Pentecost) coming into my life nine years ago, I would have never believed there was more for my life. His belief in his vision for his life and his family’s legacy made me believe that I was made for more. I couldn’t be more blessed to have a mentor and friend that pushes, challenges and believes in me the way he does. He is the GOAT in this industry,” John said.

A methodical, strategic and passionate leader with a big heart, John is always interested in hearing other people’s perspectives and learning from them. He trusts the talents of his corporate team which adds positivity to the work culture. Hendrik Cloete, Chief Financial Officer said that John always puts people first and knows that—as a result—everything good will follow.

SHERILYNN ALCALA

HEAD OF FIELD STRATEGY

AT 30, SheriLynn Alcala was a stay-at-home mom with two babies in diapers, when she clicked “join now” on the It Works! site and changed her and husband, John’s, life course. Now, they have checked off more dreams before 40 than most accomplish in a lifetime, thanks to nearly a decade in the field and some “out-of-the-box” thinking by the company’s founder.

Founder Mark Pentecost tapped two of his best field leaders—John and SheriLynn—to run the company earlier this year. “Now part of the corporate team, I’m excited to help our field change the trajectory of their lives. This channel doesn’t discriminate; it is for anyone and everyone willing to show up and work!” Sherilynn said.

Resilient, SheriLynn understands setbacks are part of the journey—merely learning opportunities for growth. She’s mastered stepping outside her comfort zone, taking risks and putting in the effort to make things happen. “She doesn’t wait for opportunities to come to her but goes out and creates the opportunities,” Kate Martin Carlson, Vice President of Marketing and Sales, shared.

“I believe more companies could benefit from hearing the field perspective because the goal is the same for both sides: to sell life-changing products and grow our sales force. I’m so excited to share my perspective, knowledge and insight. We are better together!” SheriLynn said.

FOR MORE THAN a decade, Uzma Azim has been the face of technology at Neora, collaborating to bridge gaps between challenges and technological solutions, something she finds deeply satisfying. “I find fulfillment in leveraging the power of technology and innovation to streamline manual tasks, enabling both myself and my team members to devote our attention to more engaging and fulfilling work.”

“Uzma has a very valuable gift of explaining very complex IT ‘speak’ to actionable steps across all departments,” Beth Hisey, Director of Marketing, shared.

Proof is the recent, successful Neora website revamp, where Uzma and her team were tasked with a heavy workload and short deadlines, while balancing usual day-to-day demands. The project was important to bring more ease and a better user experience for customers, brand partners, as well as prospects.

Software development experience early in her career—and the desire to learn more—led to a graduate degree in computer science by 2016, which was instrumental to her flourishing career, growth and advancement at her first direct-selling experience at Neora.

There, she met a remarkable mentor in Deborah Heisz, Co-CEO of Neora and CEO/Co-Founder of Live Happy. “With her vast oversight of various business domains, there is always something new for me to grasp and learn. Her guidance and mentorship have been invaluable in shaping my professional growth,” Uzma said.

UZMA AZIM SENIOR DIRECTOR OF INFORMATION TECHNOLOGY

BETHANY BALSDON

DIRECTOR OF GLOBAL MARKET PARTNER EXPERIENCE

BETHANY BALSDON GREW UP in direct selling, inspired by stories of “fearless” women who chose the industry and changed their lives with hard work and perseverance. That’s how she knew her own potential was limitless.

MONAT Global is Bethany’s fourth direct selling partner, having joined in 2015 during the company’s Canada launch. She is lead strategist for main stage global salesforce event content. Bethany also leads a team in design, implementation and integration of recruiting and retention tools, programs and assets for 450,000 Market Partners which contributes to retention and activity.

“She is a value- and results-driven communicator, skilled at directing multiple training and sales initiatives while delivering results on primary objectives. Bethany is known for developing enduring and trusting internal and external relationships,” shared Ray Urdaneta, CEO, MONAT Global.

Catherine Scott, Vice President of Global Field Development and Bethany’s mentor, pushes her to be bold and taught her how to unapologetically hold a seat at the table while leading with kindness. “While working under Catherine, I had my first child. She models what being a stellar businesswoman and mother can look like. I would certainly not be where I am today or on this list without her,” Bethany said.

ALEXANDER BOGART

DIRECTOR OF MEDIA AND TECHNOLOGY

THE DYNAMIC ENVIRONMENT of direct selling inspires Alexander Bogart to adapt, continually improve and be open to acquiring new skills. He said that’s why he gets up in the morning, and in challenging times his type of innovation and creativity profoundly impacts operations.

When Alexander stepped in to cover the extended absence of a co-worker diagnosed with a brain tumor, despite having his own workload to manage, CEO/Founder/President Nancy Bogart shared that, “He carried the load with an outstanding attitude, showing remarkable dedication and commitment to his colleagues and our organization.”

Alexander brings expertise and experience in video production, web and graphic design, as well as 15 years coordinating and executing direct sales events and conferences. But it’s his eagerness to learn and willingness to expand his skill set that make him a go-to resource for assistance and support across multiple departments.

Addressing a wide range of needs excites Alexander. “I find joy in streamlining operations and improving logistics to support our home office team. Helping bring impactful marketing strategies to life; executing successful events; and enhancing our brand’s visual identity are all areas where I can make a positive impact. Having a diverse skill set allows me to provide comprehensive support and contribute to the success of our company.”

LAURA BRANDT PRESIDENT

AS A THIRD GENERATION direct sales businesswoman, Laura Brandt feels a deep sense of responsibility to carry the opportunity and empowerment torch forward. Direct selling impacted the lives of her family and nurtured her entrepreneurial spirit, igniting a desire to make a meaningful difference in the lives of others.

“I am particularly passionate about the direct sales space as it has granted me the privilege of meeting and building relationships with diverse individuals from all walks of life,” Laura explained.

When Mark Bennett, Chief Business and Legal Officer, hired Laura, he told her he would train her to take his job. “I thought it would take three-plus years, but it only took her 18 months,” he shared. “Laura is one of the brightest minds in the business I have ever met. She’s level-headed, a voice of reason and a natural born leader. She wasn’t given the title of President, our employees treated her like the president, she made decisions like a president, and she had the ‘presidential’ respect of our vendors and brand partners before she ever received the title.”

Misconceptions and stereotypes can create hurdles for the direct selling industry and Laura believes the best way to overcome is to educate the public about legitimate and ethical practices and to build a strong industry reputation based on transparency and integrity.

IAN CHEN DIRECTOR OF BUSINESS RELATIONS

IAN CHEN’S CAREER spans four network marketing companies including starting one in China. At Mannatech, Ian is an invaluable asset driving growth in the North America Chinese market. He demonstrates unwavering dedication and works tirelessly with field leaders.

“I greatly admire his remarkable ability to forge and nurture relationships with our distributors. He understands the importance of establishing strong partnerships and setting mutual goals, all while effectively balancing his responsibilities as a corporate employee,” Patricia Anthe, Vice President North America, Mannatech shared.

“My two years as a distributor in the field revealed so much of what network marketing is about. I wouldn’t exchange those two years with any other experience,” Ian explained. “Working hand-in-hand with some of the most accomplished leaders in network marketing inspires me just about every day. In the age of automation, what distinguishes us as humans are those fundamental elements of friendship, love, happiness and a sense of belonging.”

His innovative mindset, coupled with an eloquent and effective communication style and unwavering reliability, allows Ian to spearhead new initiatives and consistently deliver outstanding results.

“The biggest challenge in this industry is the constant change in both regulatory environment and technology. The opportunity of the future lies in the younger generations. Companies will have to adapt to culture and consumer preferences of those generations which are evolving over time,” Ian said.

VIVIAN CHUNG‑PATTERSON VICE PRESIDENT GLOBAL MARKETING

VIVIAN CHUNG‑PATTERSON HAS A keen eye for detail that makes her successful in creating 360-degree marketing plans that produce actual results. In her role with Partner.Co spearheading global marketing operations, events, social media and communications efforts, she exhibits exceptional leadership in both managing and motivating teams and efficiently launching new products and services on an international scale.

“Her commitment to delivering high-quality work is unwavering, and her dedication to the company is second to none. Vivian’s unwavering effort and expertise have contributed tremendously to the successful launch of Partner.Co,” CEO Darren Zobrist said.

With a background in communications, including being the youngest person at 24 ever hired by Hearst Publications’ Hong Kong Division to media liaison with prestige, luxury-brand clients like Christian Dior, she learned early on that being successful is tied directly to one’s own effort and motivation.

From her tenure with Hearst, too, she learned to develop and maintain the highest marketing standards for every project, and to teach those skills to others. When they created special ads for Christian Dior, for example, she said, “I’d sit at the print shop for days to ensure every batch of stock paper was the exact same weight and the same shade of white, and I’d reject every print that was darker/lighter than the approved color.”

IN FOUNDING Green Compass, Meredith Cook became a mission-driven leader of an all-natural, holistic brand of quality hemp products. But for her, it was always about making a greater impact and building a passionate community empowered to share and heal. Her vision, leadership skills and personal passion solidify a strong corporate mission and purpose that’s felt in every aspect of the business, including R&D, formulating, manufacturing and distribution.

“She leads with purpose, gratitude and compassion—never straying from her commitment to people, whether that be consumers, advocates or employees,” Lori Burgher, CMO, said.

“I’ve always seen the value in bringing people together around shared passions. There is power in connecting people,” Meredith shared. “If you are passionate, you can have success. And success looks so different for everyone, which is incredible to see. At the end of the day, you just have to care enough to show up and share.”

Following the pandemic’s shift away from in-person gatherings, Meredith committed to a “hybrid” business building opportunity that meets people where they are. “But I will never shy away from bringing people together! The energy and excitement that comes when our advocates gather and share their experiences is so contagious, and it always fills my cup.”

MEREDITH COOK PRESIDENT

BRANDON CRADDOCK

BRANDON CRADDOCK BRINGS a quiet, calm demeanor and a lead-by-example management philosophy to a fast-paced, deadline driven environment at Ambit Energy, where he’s consistently advanced his skills in video creation, social media trends, website design and mobile technology to help define a life-long learning culture.

Closely tied to that pursuit of learning is Brandon’s constant reinforcement and insistence that Ambit’s creative team is most effective when it engages and listens to field leaders about what works and what doesn’t.

“He does all of this with a keep-your-cool, laid-back, never-ruffled style—always ready to step up and get the job done,” shared Eric Reisdorf, Chief Development Officer. “When I suggested Brandon to my management team as our nominee, the positive response was swift and absolutely unanimous.”

This former ad agency art director crossed to direct sales 12 years ago, bringing a consumer mindset and ability to relate that he’s since distilled into easily digestible best practices for consultants.

He feels the gig economy changed how people think about entrepreneurship, creating simple ways to earn extra income. “Direct selling is honestly no different and has many advantages over other gigs out there. It’s our job to make direct selling simple and accessible and to educate entrepreneurs and future business owners about those advantages,” Brandon explained.

ARIELLE DOTHARD

NOVAE IS Arielle Dothard’s first direct selling foray, but she embraced its culture and mission Day One. CEO/Founder/President Reco McCambry said Arielle is a major piece of the puzzle that keeps the company moving.

“There is no problem that our executive team brings to a meeting where she is involved that we don’t have a list of possible solutions within 24 hours. Competency is one thing, but having a great attitude and being just as eager as ownership to succeed is everything! That’s Arielle’s MO!” Reco said.

Arielle is a thinker and problem solver who is constantly pushed to expand her knowledge. She believes much of her success ties to her ability to adapt, learn and implement.

“I’m blessed to have leadership I can look to for direction whenever I need it. I’m able to talk through mistakes and turn them into learning experiences— and turn the good ideas into tangible results by proactively working through potential holes. They’ve really provided a safe space for me to learn and be inspired,” Arielle said.

Applying creativity and knowledge to function helps Arielle build a solid foundation for her family, something she aims to continue in the next decade. “I’d like to be in a position where I can use the knowledge I’ve gained and pour into others so that they can build steady foundations for themselves,” she said.

DIRECTOR OF DIGITAL MARKETING

DIRECTOR OF OPERATIONS

KENTON ENGEL

NETWORK MARKETING is at an inflection point, where many platforms and technologies are shifting. For a Chief Strategy Officer like Kenton Engel, there’s little better than bringing innovations to bear in a well-established industry and disrupting it.

A well-educated man, who holds two master’s degrees as well as a PhD in pediatrics, Kenton also spent a decade digitally marketing sports nutrition products. “In my career, I have generated almost $300M in quantifiable and trackable digital sales; I have founded or co-founded four brands, all of which became 8-digit revenue earners; and I did all of this while pursuing full-time studies.”

“Kenton has been instrumental in finding key markets and technologies to help expand our Awakend Nation blueprint,” Rodney James, Awakend Founder and CEO, said. “He played a critical role in our partnership with innovative third-party technologies that have helped grow our business.” That includes a new app and integration, as well as review of all compliance-related materials.

Legitimacy, Kenton believes, is the industry’s biggest challenge with its historical legacy that’s roundly negative. “But with all obstacles come equivalent opportunities; meaning that the newest generations of direct selling brands have an opportunity to be forces for positivity; to be innovative product developers; and to lead the way in digital marketing that is fundamentally honest.”

STEFANI GREEN

OF PR AND COMMUNICATIONS

STEFANI GREEN LEVERAGES her experience in fashion, food, fitness and beauty to help energize Arbonne’s future. “I have a solid understanding of the marketplace and I am intrigued by its evolution. I spent my longest tenure at Mattel working on the Barbie brand, and Barbie has had a huge influence on my career,” she said.

While Arbonne is her first direct selling position, Stefani finds the entrepreneurial spirit motivating and inspiring. She loves the initiative and tenacity the industry requires, including in her role collaborating with partners across the industry.

Joining less than two years ago during a major transition, with new leaders and a new corporate structure, Stefani jumped into the role eager to connect Arbonne to new consumers and media through conversation and exposure.

“Stefani took the opportunity to create synergy across business units, build excitement with consumers and employees and truly reignited the brand’s place in culture and with media,” shared CMO Jorden Bell. Stefani integrated Arbonne’s communications strategy to consider multiple stakeholders and launched a PR campaign at New York Fashion Week resulting in 15 high-profile editorial placements and a 15 percent increase in organic story engagement and total impressions on IG Stories. Brand awareness, she said, is the biggest industry challenge and opportunity.

“Through empowering messaging and increased accessibility, we can transform direct selling to be more understood and highly desired.”

DIRECTOR

CHIEF STRATEGY OFFICER

JEFF HARWOOD FINANCE DIRECTOR

JEFF HARWOOD IS A STALWART and true team player, someone who is constantly sharpening the saw, brainstorming and assisting across departments as well as always going the extra mile to support distributors, Ryan Mumford, Vice President of Finance, shared.

A Utah State and Disney Institute grad, Jeff’s business administration, leadership, employee engagement and quality service schooling helped during an unorthodox new hire training at Activz. When the boss’s wife had a baby in his first week, Jeff dug in.

“I chose to take upon myself my own training, learn the ways of the business and make myself an extremely valuable asset to the company, to not stop until I had figured things out. Even though I was suddenly thrust straight into the fire, I consider that one of the best moments in my career and what influenced me to get to where I am today,” Jeff explained.

His exceptional diligence “is invaluable while launching new markets, releasing new technology improvements or simply reorganizing a department,” Mumford said.

“It’s amazing to interact with so many people that want to increase their value and develop themselves into something great,” Jeff said. “I learned a long time ago that it’s better and more fulfilling to lift others and discovered that by doing so, they in turn lift you.”

ASHLEE HEADLEE ALWAYS dreamed of starting her own direct selling company and creating an authentic community, so she is living her wildest dreams and is the most fulfilled she’s been in her entire career.

“I instantly fell in love with all the elements of this industry. I’ve spent the last 11 years working and consulting for companies ranging from billion-dollar brands to start-ups. The fact that I got to take all the knowledge gained over these years and create my own company in this channel is a bit surreal,” Ashlee said.

As a mother, mentor, yogi, wellness advocate and business owner, Ashlee’s passion for people shines as she helps them wake up and remember how incredibly powerful they truly are. She’s the visionary behind three main pillars to abundant living that work synergistically with Awakend products, programs, tools and technology.

Ashlee feels the direct selling industry has been on the forefront of revolutionary for decades but has also experienced a copy-and-paste philosophy of highlighting the same things over and over again. She hopes to create a new model for the future.

“I believe people are looking for more. More connection. More truth. More authenticity. More. This industry—out of all industries—is primed and so capable of providing more on a life-changing scale,” Ashlee shared.

ASHLEE HEADLEE CHIEF PROGRAM OFFICER

SOFTWARE DEVELOPMENT is Kenneth Hernandez’s playing field. He’s spent over a decade on the technology side of healthcare, entertainment, hospitality and direct selling, executing roles like senior software engineer, software architect and chief technology officer.

“I have worked with a variety of companies in the direct selling space, in multiple industries with a variety of compensation plans, all of which have helped me succeed in this channel,” Kenneth said.

“Not only is Kenneth a master at coding he is an excellent problem solver and leader. He embodies the core mantra of our founders to constantly grow and improve and his team exudes this principle as well,” CMO Doug Corrigan shared.

He believes the key to creating a brighter future for direct selling rests on education, innovation and values. A mentor who has a positive influence on Kenneth is inGroup’s Co-Founder Frank Codina. “Frank has not only been a mentor with my career but in life as well. His business and leadership values continue to inspire me,” Kenneth shares. The biggest opportunities exist in connecting the world through technology. “We are witnessing our partner teams span many countries, and we have never seen a time where we can connect with people so easily,” Kenneth said.

KRISTI HUDSON

VICE

PRESIDENT, ASSOCIATE MARKETING AND INCENTIVES

KRISTI HUDSON JOINED LegalShield at 19. Since then, she’s gained diverse experience in customer service, data analytics, membership retention and leading agile development projects. Three years ago, she earned a promotion to VP and recently finished an M.A. in strategic communication and digital strategy from the University of Oklahoma.

Driven by a strong work ethic, Kristi thrives on tackling challenges head-on with her exceptional problem-solving abilities. High expectations equal her belief in her team’s capabilities. Actions, she said, are more powerful than mere words. So, she rolls up her sleeves to work alongside them, prioritizing teamwork because the best ideas and outcomes stem from collaborative efforts.

“I was honored to receive the Employee of the Year award at LegalShield. This award recognized my leadership and project management during the launch of the company’s brand to LegalShield, along with all-new associate marketing sites and web commerce sites. That award hangs in my office today and remains one of the biggest highlights of my career,” shared Kristi.

She gives a special shoutout to Don Thompson, President of LegalShield’s network division, as an outstanding teacher; is inspired by legacy founders like Madame C.J. Walker for creating success on their own terms; and admires Red Aspen’s founders for their empowerment of women.

KENNETH HERNANDEZ CHIEF TECHNOLOGY OFFICER

TAMILA KERIMOVA SENIOR VICE PRESIDENT AND GENERAL MANAGER

TAMILA KERIMOVA PROUDLY said “yes” to big geographic moves early on, working in Moscow, Cairo and Lagos. That global perspective informs her current role driving MONAT Europe’s spring 2023 marketing opening in France and welcoming new Market Partners at a first-ever Parisian event. “I love Europe!” she said.

Her “cultural map” encompasses Europe, Africa, parts of the Middle East and the Commonwealth of Independent States region in a career spanning just under a decade. To be a global leader means living in and understanding other cultures. “Learning more about Asian direct selling and adding that experience will allow me to create a truly global profile,” shared Tamila.

“It’s no surprise that her career focus is on people empowerment and business development,” said Ray Urdaneta, CEO, MONAT Global.

Strong management, communications skills and a hands-on mentality makes Tamila adept at setting up, managing and coaching multi-functional international teams focused on revenue.

Part of the bridge generation, who experienced social media’s rise but remembers life before, Tamila explained that, “Appearing on this list is a great opportunity to highlight why diversity in both age and background is so important across leadership. We are living in times of great change. To thrive and succeed requires keeping an open mind, maintaining a strong vision and not getting distracted by trends.”

ELISA KURZBAN DIRECTOR OF OPERATIONS

ELISA KURZBAN’S RESILIENCE extends beyond her professional role. Elisa is a boxer, underscoring her ability to overcome obstacles and rise above adversity—a characteristic she brings to work with her every day.

An MIT undergrad in mathematics provided a strong analytical foundation, but the draw to problem solve in the real world meant seeking an MBA from the prestigious Wharton School of Business. Elisa now enjoys engaging with people directly and tackling stimulating business problems for Qyral, where she finds the proximity to technology and innovation and the immediate, positive impact on customers’ lives exciting.

“Groundbreaking endeavors necessitate visionary thinking, as well as a strong and scalable operational foundation. Elisa has exemplified these qualities, ensuring that our company remains resilient and capable of handling rapid growth,” shared Hanieh Sigari, Qyral’s Founder and CEO. “Her resourcefulness is unmatched, and she consistently provides creative solutions to any problems that arise. Elisa’s enthusiasm and adaptability have been instrumental in conquering unique challenges.”

Elisa is thankful for the guidance and support she’s received. “Hanieh’s mentorship provides me with a unique opportunity to learn from her diverse experiences as a biochemist, mom, entrepreneur and advocate for longevity and healthcare. Our mentor/mentee relationship is a source of motivation, encouragement and invaluable knowledge, making it incredibly valuable in my journey at Qyral and beyond.”

MATTHEW KUZIO

CHIEF

FINANCIAL OFFICER AND DIRECTOR OF PEOPLE SERVICES

NO JOB IS TOO BIG or too small for Matthew Kuzio. Finance, HR, IT challenges, custom resource planning systems, even replacing paper towels and stocking snack drawers.

“No matter the problem, Matt is always ready to assist anyone at Red Aspen in need of help in a quick timeline and with a smile on his face. He adds a priceless sense of humor to the Red Aspen office and is truly such a joy to work with,” CEO/Founder Jesse McKinney said.

Matt’s an adaptive, positive team player with international development, business finance and renewable energy backgrounds, who believes direct selling is “one of the most democratic and inclusive forms of capitalism.”

His operational, entrepreneurship and tech experience stem from ventures in Mongolia, where he founded and managed a climate-focused micro-finance program and partnership with the United Nations and Asian Development Bank to produce energy-efficient products like heating stoves and insulated yurts locally to combat pollution.

Matt’s passion for startups took root and he came state side, eventually landing at Red Aspen. “As a growing startup, I love how fast we move. It feels like every six months my role evolves into something new. We continually work to evaluate our practice, and the challenges associated with building that momentum are epically fun to solve!”

ERIN LOKTEFF DIRECTOR OF OPERATIONS

ERIN LOKTEFF DELIVERS inspiration in everything she does. In fact, Amanda Moore, Co-Founder/ Chief Operations Officer calls her “coach” and says Erin manages Red Aspen’s largest team with grace, grit and good, old-fashioned fun.

Previously a teacher and athletic coach, shaping young women and men of strength, dependability and reliability comes as second nature to Erin. She thrived through nearly three years of hypergrowth by using a results-driven communications style to train and develop a 30+ member shipping team, while elevating operational function with forward-thinking planning and order projections.

“I am inspired by the concept that not all success has to look the same. Each of us has a life that is unique to us, with its own heartbeat and its own source of air. Direct sales provides a means to find that source of air for ourselves,” Erin said.

Erin loves that Red Aspen is female owned and 95 percent female run. “We are modeling for a community of not only strong female leadership, but also showing that traditional gender roles are antiquated.”

Jesse, Erin shared, is “a big idea thinker, goofy and infectiously positive” with a silver lining always in her sights—someone who always leaves the right amount of pause time to allow for response. “Jesse’s compassion has allowed me to develop and grow as a leader.”

WORKING BY her family’s side, Madison Mallardi learned to value community and take care of loyal customers. By the time she was 21, Madison ushered in a new era at the family’s professional make-up company, and in just four years LimeLife by Alcone achieved over $100 million in sales.

She’s literally had her hands in everything— operations, product development, finance, sales, customer care, branding and marketing. She’s addressed every problem, found solutions and driven forward-thinking strategies to retool her grandfather’s company.

“She has a maturity well beyond her years to stay calm under pressure; respond and never react; and ensure that the best path is taken. She is also incredibly fun and funny and can be seen late at night with our sales field dancing or playing beer pong,” said Michele Gay, Chairwoman.

“It is not one person that can make a company great but a community of people, who love a company just as much as their CEO. I think direct sales is the only industry where you can witness such a phenomenon,” Madison shared.

So far, over 100,000 people have said “yes” to the LimeLife opportunity with commission pay outs over $200 million. “I have no idea where this road is going to take me, but I know I am only getting started!” Madison said.

AMANDA NEUMANN SETS A NEW standard not only for BELLAME’s future but also for today’s entrepreneur industry by masterfully crafting experiences of appreciation for their Brand Partners. They are made to feel important, valued and seen— all while capturing the essence of BELLAME’s brand and mission.

“Amanda’s unmatched commitment to BELLAME’s events, marked by meticulous planning and attention to detail is unlike anything I have personally seen in my 30 years in this industry. She delivers a world-class, unforgettable event,” said Melissa Thompson, Founder/CEO.

There’s never a dull moment in events, especially at a start-up brand, but Amanda’s loved planning since she ordered free Disneyland brochures and charted pretend vacations as a child. In college, she connected with Make-A-Wish Greater Los Angeles working in events and development, then moved on to travel the world in bartending competitions, for which she earned a place in the Top 50 Bartenders in the U.S.

“Everything I’ve done has gotten me to where I am now. Working for BELLAME has been a blessing. I love getting to curate each event and experience for our Brand Partners. I keep setting the bar higher and higher,” explained Amanda. “I am excited to see where this journey takes me and look forward to the growth and achievements that lie ahead.”

MADISON MALLARDI CEO

AMANDA NEUMANN DIRECTOR OF EVENTS

JAZLYN OLMEDO

SENIOR PEOPLE SERVICES LEADER

JAZLYN OLMEDO HAS DRIVE, skill, a positive outlook on life and a passion for her career that shines every day. In three years at Red Aspen, she’s worked full time, served as a graduate assistant in STEM and diversity research at Boise State University and completed a master’s degree in organizational performance and workplace learning.

She injects a true passion for creating an inclusive workspace, brand and community that fosters a welcoming environment at Red Aspen’s Treehouse and with Brand Ambassadors, for which Jazlyn leads a voluntary group through annual product, promotion and campaign planning through the lens of diversity and inclusion efforts, CEO/ Founder Jesse McKinney shared.

“Overseeing our People Services team and creating a workplace that is fun, welcoming and supportive for all our employees is very rewarding in itself. Additionally, I find leading our Philanthropy and Beauty Inclusion Council program to be inspiring and fulfilling—to lead such positive change and continue making Red Aspen a leading company in both the beauty and direct selling industries while carrying out our mission and values,” Jazlyn said.

Red Aspen is Jazlyn’s first direct selling experience, and her role will continue to evolve as the company grows. That excites her. “We have so many goals and ideas to continue serving our reps and are consistently courageous to pursue those.”

INTERNATIONAL VICE PRESIDENT OF MARKETING

JESSICA PAPE IS THE ultimate team player, who brings talent, skill, fierce loyalty, positivity and a witty sense of humor that keeps everyone at NeoLife International on their toes. She joined the company just before a major rebrand and name change and now finds herself leading a digital transformation and brand refresh.

“It’s exciting to have the ability to drive new brand initiatives. Evolving the visual elements that represent NeoLife and differentiating ourselves from the competition at this significant time in our 65-year history is a challenge I find thrilling,” Jessica said.

Having built a part-time NeoLife business and ranking up to director, Jessica coalesces that field experience with a unique understanding and passion for the industry. “She loves serving our field and makes every decision with their best interests in mind—all with a goal of equipping them with tools and support to make a positive impact,” CEO Kendra Brassfield shared.

Kendra introduced Jessica to direct selling, and now Jessica relies on and values her mentorship. “Kendra has been instrumental in my personal and professional development. She has a remarkable ability to instill self-belief and uncover and amplify strengths. Kendra challenges me to step out of my comfort zone, identifies areas for improvement and enables me to think more creatively.”

JESSICA PAPE

LAUREN PAUL

CHIEF BRAND OFFICER

IT TAKES a very strong leader to understand the needs of a start-up company like Olbali, and Lauren Paul is just that sort. “Lauren is not afraid to roll up her sleeves and get the job done by any means necessary,” said Courtney Adeleye, CEO/Founder.

According to Lauren, helping women learn to market and brand themselves fills her with excitement. “There’s so much untapped potential out there. So many talented women who are afraid to put themselves out there and take a step into the spotlight.”

“I’m able to unlock a whole new world of possibility for these women, simplifying marketing and providing them with the tools they need to take that critical first step outside their comfort zones,” Lauren said of the presentations, video and graphic content she and her team create.

With her creative vision and eye for detail, she has transformed Olbali into a stand-out company and ensures every aspect of the brand reflects the right messaging and values. She approaches each project with a heart of servitude—a reflection of her nursing background—and is motivated by making every consumer feel like family.

“Lauren brings happiness to the entire team with her ability to build a great working environment around her, ultimately transforming the way Olbali approaches marketing,” said Courtney.

STRATEGY SENIOR MANAGER

SOMETIMES WHEN posting a job description, HR is aware there’s a slim chance they find a perfect fit. But then there’s a candidate like Natalia Potter, who joined Red Aspen last year and Genie Reese, Co-Founder/Chief Strategy Officer, considers a “unicorn.”

A results-driven specialist with a decade of experience in international business projects, product development and online sales, Natalia exceeded Red Aspen’s best-case scenario. She’s phenomenal at tackling existing challenges, implementing efficient work processes and successfully identifying new growth opportunities.

Hardworking, dedicated, organized, fun and professional, Natalia oversees the entire product development process from ideation to launch, including ensuring that every product adheres to Red Aspen’s “clean beauty” standards and single-handedly developing an ordering timeline to combat the worst supply chain issues.

The world of direct selling is new to Natalia, who is a Japanese translator, was educated in Japanese economics and gained product development and project management experience working in Japan for six years.

“I love seeing the reactions of our brand ambassadors when we launch new products,” shared Natalia. “Our team spends a lot of time concepting, designing and formulating products. And seeing the process all come together with such excitement at the end, so many social media posts about the new products and great feedback is really rewarding.”

NATALIA POTTER

PRODUCT

JULIANA ROCHELLE DIRECTOR OF PRODUCT DEVELOPMENT

JULIANA ROCHELLE EARNED amazing global knowledge in brand marketing and product development at L’Oreal for a decade before transitioning to Neora in 2021. “She brings innovation and a keen eye for market trends. Juliana is fearless, collaborative, forthcoming and insightful,” Beth Hisey, Director of Marketing, said. Her skills as a collaborator with Neora’s formulation partners means Juliana is constantly testing and pushing the team to go further.

“I absolutely love what I do!” Juliana said about the exciting and fulfilling freedom she has to develop products that respect a disruptive innovation pace. “A lot of times in this industry you see companies growing mechanically. Here, I’m not tied to a specific launch window that a retailer pushes on me, so I have the freedom to work with R&D labs and push a formula until I know I have hit something that delivers outstanding results, no matter how long it takes.”

Juliana said of her boss and mentor, Amber Olson Rourke, “She has such a clear vision of what her brand needs to stand for and the non-negotiables of her consumer base, and it has helped me greatly to transition into this new industry. It’s easier to work for someone that shares your same values and vision.”

AMBER OLSON ROURKE

CMO/CO-FOUNDER

AMBER OLSON ROURKE IS A FORCE at Neora—a passionate creator, marketer, mentor and visionary. She’s a tireless, natural-born leader, who cares about her work, home office teams and the field she supports, empowering people to “own what we do and learn from it—and her,” shared Beth Hisey, Director of Marketing.

After earning a BA in business marketing from University of Florida, Amber began her career in marketing/advertising, which was invaluable to learning how to craft a compelling story and create a brand that resonates with consumers. She also owned and operated a medical spa, giving her an up-close, small business perspective.

Amber has an amazing eye for details—from graphic design layouts to messaging to comp planning. She boils big concepts down into a language that suits her audience and provides direction with clear, actionable steps. Always on top of social trends, marketing perspectives and changes in relationship marketing, Amber’s never afraid to try something groundbreaking. “Her inherent intuition of the business is enviable and admirable,” said Beth.

Her future? According to Amber, the path is clear. “Continuing to evolve Neora to meet the ever-changing landscape of how people want to work and shop. And continuing to be an example to my three girls that they can achieve anything they want with hard work fueled by belief and passion.”

BRITTAN SANDERS

DIRECTOR OF VISION AND STRATEGY

BRITTAN SANDERS CLIMBED the field ranks to lead thousands and earned PaperPie’s prestigious President’s Award. She transitioned to corporate last year and spearheads growth efforts that will impact literacy and learning along with content creation and curation for social media.

After a decade of teaching in the classroom, Brittan is now a direct selling model champion, full of innovative ideas to which her creativity knows no bounds. Gracefully juggling the responsibilities of wife and mother of three, she’s a customer of PaperPie books with immeasurable product knowledge and insight she translates into usable tools.

“Brittan has a pulse on what can take us to the next level and is willing to put forth the effort to make it happen. She works tirelessly, digging in alongside her peers and team members until the job is done,” shared Heather Cobb, Chief Sales and Marketing Officer.

No two days look the same with infinite projects, events, marketing campaigns and leadership strategies. “I cannot express how excited I am for the season ahead of us—the clarified mission, the cohesive and current branding and the energy, joy and passion it has brought to and rekindled in our Brand Partners,” Brittan said. “But I truly think the most fulfilling thing is to see a child’s world change because of a PaperPie product.”

ANDREW SCHMIDT

MANAGING DIRECTOR / NORTH AMERICA

ANDREW SCHMIDT’S LEADERSHIP of a global discretionary incentives redesign was applied across 100 countries and impacted a million plus Amway business owners. He partnered with CEO Millind Pant strategizing a plan through 2029, which catalyzed growth in emerging markets. Then he spearheaded product sell-through visibility and performance trend enhancements, digital tool development and product price-point strategies to better meet customer and ABO needs.

“Andrew is an architect of lasting change—setting organizational pace at the front and leading at the grassroots,” Cynthia Droog, Vice President, Global Communications shared. “His energy is limitless and inspiring—he races against only himself in pursuit of improving the lives of others. We are proud to have a leader like Andrew at Amway.”

It’s the fundamental appeal of direct selling to the human spirit that inspires and excites Andrew to work closely with both corporate and the field. “The working partnership that we have is a source of excitement and fulfillment every day. We are working together to make the Amway business better in real time.”

Watching his mentor, John Parker, during his decade with Amway has taught Andrew what it means to genuinely listen to distributors, be humble and always approach contentious discussions as opportunities for collaboration. “His leadership is an example I aspire to emulate every day,” Andrew explained.

BLAKE SHAVER

DIRECTOR OF BUSINESS DEVELOPMENT

BLAKE SHAVER’S ABILITY TO foster close working relationships with both Brand Ambassadors, as well as internal and external stakeholders, is pivotal in driving key, new business growth at Plexus Worldwide. His strategic role oversees the development and implementation of sales enablement tools, campaigns, acquisition and loyalty programs, incentives and promotions.

“Blake is the total package—a strategic and innovative leader with strong interpersonal skills and the ability to influence others at all levels and across roles. He sets the bar for work ethic and leadership accountability by being a role model for others at Plexus and in the field,” shared Joanna Gonos, Director of Internal Communications and PR.

Future focused and results oriented, Blake doesn’t settle for the status quo. Instead, he blazes the trail in an industry this former personal trainer admits caught him by surprise. He credits great people and perpetual learning for propelling his career and now enabling him to call the industry home.

Blake explained what he feels are the channel’s biggest challenges and opportunities. “Staying relevant without losing who we are. It’s important to keep up with technology and continually innovate our approach to the business model. The heartbeat of this channel is people and relationships. I believe it’s what makes us truly special.”

AMBER SNOW

DIRECTOR OF DIVERSITY, EQUITY AND INCLUSION

FOR MORE THAN a decade, Amber Snow’s changemaker prowess has ensured Amway’s approach to employee engagement and culture is thoughtful, impactful and results driven. As one of few diversity, equity and inclusion leads in the industry, Amber blazes a path for other companies to follow with her strong communication and dynamic leadership skills.

From developing brilliant strategy that helps Amway engage meaningfully and impact lives positively to leader advocacy, training and development, hiring and talent processes, inclusion networks, education and awareness, community engagement and data-driven goals and accountability, Amber ensures the company creates a diverse culture.

“Each day is dedicated to integrating diversity and inclusion in every role she’s faced at Amway,” shared Cindy Droog, Vice President, Global Communications.

“We are creating a system designed to bring equity to all, especially those who’ve had systemic barriers to success in a corporate environment,” Amber shared. “Being able to embed diversity, equity and inclusion into our everyday business practices and create a corporate culture that represents all voices is what gets me up each morning.”

For Amber, the biggest industry challenge and opportunity is one and the same. “It’s that we are reliant on the most powerful, yet unpredictable, thing in the world: people!”

DIGITAL ART DIRECTOR

AS DIGITAL ART DIRECTOR for The Happy Co., Sheila Tran’s role brings together the best of artistic expression and strategic impact. “I can shape and elevate the visual identity of the company, playing a key role in capturing the attention and imagination of customers and driving sales through compelling digital experiences. Witnessing the tangible results of my work, such as increased sales, brand recognition and customer loyalty, can be incredibly rewarding,” Sheila explained.

Proactive doesn’t do Sheila justice—she’s constantly looking for ways to improve, whether through branding or user experiences. Sheila possesses all the qualities employers look for in the perfect employee, Clare Holbrook, The Happy Co.’s Chief Marketing Officer explained. “Her flair for graphic design is incredible. Her creativity shows up in everything she touches. Sheila is innovative and has a never-ending flow of ideas.”

Continuous growth, innovation and making a significant impact in the digital space—that’s what Sheila intends for her career. “Embracing emerging technologies, leading creative teams, collaborating strategically with cross-functional teams, enhancing user experiences and contributing to the industry as a thought leader. By pursing these objectives, I aim to make a lasting impact in the digital creative space, drive business success and continue to evolve as a dynamic and innovative professional.”

KEVIN TRASK CHIEF FINANCIAL OFFICER

KEVIN TRASK CAME ABOARD Awakend as a start-up—cold, without previous relationships with its founders. It’s a testament to his proficiency and ability to cultivate trust that he was elevated to CFO in six months.

He’s passionate about establishing strategic growth metrics and KPIs, while maintaining operational and initiative funding liquidity. This strategic vision enabled more than $25 million in sales in the first six months.

“This can be a very delicate balance when overseeing the financial health of any company, but more precarious with a startup, where every penny is acutely analyzed, measured and planned,” said Justin Rose, Awakend President.

An actively licensed CPA, he audited small and large, private and public companies including direct selling companies, while in public accounting. His skills transferred easily and said rejoining the industry has created new opportunities to learn and develop.

From a “finance guy” perspective, without the common goal of generating brand loyalty among younger generations, Kevin said, “We will find our industry contracting in the coming years and decades.”

However, there’s immense industry opportunity in providing a successful landing place for people looking for a side hustle. “They start to see the returns on their money and time investments, then we can attract top leaders to come and grow with us,” Kevin explained.

SHEILA TRAN

KARA TROUSDALE

CHIEF COMMERCIAL OFFICER

KARA TROUSDALE COMES TO Beautycounter following a successful career at Amazon. This outside perspective gives Kara a modern, fresh approach. She prioritizes strong listening, collaboration and partnership building. And—in short order—she has modernized Beautycounter’s highly competitive compensation plan and has been a positive influence to all.

“While this is my first job in direct selling, many principles I learned at Amazon apply to Beautycounter. Two that have been most helpful include ‘Customer Obsession’ and ‘Working Backwards.’ At Amazon, you are trained to always listen to the customer and work backwards to create the products and tools that meet their needs. I have applied this at Beautycounter and encouraged my colleagues to do the same. Some of the strongest insights have come directly from listening to the team that knows our business the best—our Beauty Advocates.”

It’s an approach that is making a difference. Her colleagues shared that, “She embraces all that is so special about the direct sales channel and pairs this with strong ideas on how to innovate, making her a unique leader with a competitive edge. Kara is not someone who stops at simply executing with excellence, she lifts up and inspires others along the way and has the incredible ability to drive this positive influence to her team and ultimately inspire the entire industry.”

JAVIER URDANETA’S TIRELESS DEDICATION, leadership and initiative helped him build an operations team from scratch when he was still in his twenties, and he’s since piloted MONAT through fast growth, industry-wide slowdowns, international expansion and a pandemic.

Long before he was aligning day-to-day MONAT activities, supervising systems and process enhancements saving millions, improving customer service and increasing revenue, Javier’s parents gave him an insider’s look at the industry. “I’ve been able to see and experience first-hand the dynamics of working in the field, working with people and witnessing how the industry transforms lives,” he said.

Ray Urdaneta, CEO, MONAT Global, believes Javier to be the face of direct selling’s future—a man highly effective at managing cross functional team relationships, constantly learning and gaining insight to optimize operations. “His team always works ‘with’ him and not ‘for’ him.”

“No day is ever the same. I’m involved in multiple areas, each with its own unique processes and challenges which keeps everything very dynamic! It also provides me with a 360-degree view of the business,” Javier said.

Adapting to realities of post-pandemic life poses challenges, but opportunities await as the industry adapts to Gen Z and leverages new AI technology. “When it comes to AI, companies need to engage now or be left behind,” Javier said.

JAVIER URDANETA CHIEF OF STAFF

LU URDANETA

CHIEF CULTURE OFFICER

HAVING GROWN UP in the industry, Lu Urdaneta was a child at her first “rally” with her father. His hunger for life and determination to make things happen, even when they seem impossible, inspired her. “He is a man of his word, honest, passionate and family focused…He shows me every day with his lived example that records are set to be broken and that everything is possible when you believe.”

Lu began work in the industry at 16. Today, she is a guardian of MONAT’s all-important brand voice, leading the family-focused mission; recognizing and developing an all-embracing organizational culture of love, care, unity and gratitude; and reaching out in philanthropy and community engagement through MONAT Gratitude, whose donations top $7 million to fund over 100 community service initiatives to date.

“Lu has inspired a global grassroots movement of giving, making a positive impact on communities around the globe,” Ray Urdaneta, CEO, MONAT Global, said.

“It is my goal to ensure that our culture shines through in everything we do, everywhere we go and to keep a strict focus on these values throughout MONAT,” Lu shared. “It’s often overwhelming to see how kind, generous and determined the MONAT Market Partners are when it comes to supporting those in need.”

TIFFANY WOJTKIEWICZ, CO FOUNDING VP of Sales and later Chief Revenue Officer, grew ONEHOPE Wine from 0 to over 250,000 cases, helping place them among the top 200 wineries by volume in the U.S. Today, she leads as President.

“A true channel believer, Tiffany’s goal is democratizing opportunity for diverse peoples and enabling them to break into the wine business. Under her direction, ONEHOPE built one of the wine industry’s most innovative and scalable platforms,” Jake Kloberdanz, Co-Founder, said.

After 15 years, she still comes to work every day excited about growing the brand, bringing purpose to all and working with her Co-Founders, who she names as her greatest mentors. “I cherish the built-in network that we have…always ready to listen, support and challenge each other as well.”

“I oftentimes refer to her superpower of aligning ONEHOPE’s executive team as ‘keeping the band together.’ She inspires our community to be better and more productive. Tiffany is an incredible leader,” Jake explained.

Tiffany’s leadership has not only helped the brand scale in size, but grow its impact. The company, which donates 10% back to a customer’s cause of choice, has proudly donated over $9 million supporting 40,000 nonprofits. “We are changing the world with every bottle sold,” noted Tiffany. DSN

TIFFANY WOJTKIEWICZ PRESIDENT/CO-FOUNDER

INDUSTRY SUPERSTARS:

3 Consecutive of Growth

DIRECT SELLING COMPANIES WHO EXPERIENCED REVENUE GROWTH THROUGH THE PANDEMIC SHARE THEIR STRATEGIES FOR SUCCESS AND THE STEPS THEY’RE TAKING NOW TO PREPARE FOR THE FUTURE.

BY SARAH PAULK

Business as usual was forever changed in 2020.

Years

THE PANDEMIC, with its supply chain nightmares, quiet quitting epidemic and what felt like endless uncertainties, shifted many workplace paradigms seemingly overnight. In the three years since, it has been common for even the most well-known brands to flounder amid the challenging economic environment.

But these circumstances have also revealed rising stars and leaders within the direct selling industry. These top brands proved through their pioneering and strategic responses how to build and maintain momentum in the midst of circumstances that no executive had ever faced before, and their examples will now play an influential role in the decisions that shape the industry moving forward.

DSN looked at the approaches, behaviors and trajectories of 17 companies (including four publicly traded ones) within the channel who experienced three consecutive years of revenue increases—from 2020 to 2022—through the pandemic and beyond, to discover what the industry can learn from these trailblazers.

TRANSPARENCY became the antidote to it all. From transportation delays to global supply chain issues, we were completely open with all our stakeholders.

—MELISSA THOMPSON / BELLAME Founder & CEO

Building Trust through Transparency

Pandemic Puppies and Other Unique Growth Opportunities

The pandemic was a boon for some industries, like suppliers of hand sanitizers and disinfectants but a dramatic bust for others, like hospitality providers. For direct selling companies who built momentum during this time, discovering the unique needs created by living life in a pandemic, and then wielding the pre-existing advantages of the direct selling model, was a major force for maintaining stability and capitalizing on untapped revenue potential.

“For many businesses, the effects of COVID were headwinds that shut them out of business,” said Roger Morgan, pawTree Chief Executive Officer. “For pawTree, the effects of COVID were tailwinds. There were definitely a lot of people who got new puppies, but people were also home more, spending time with their pets and being more attentive to the issues that our products could address. On top of that, we had already moved away from in-person events as our predominant way of sharing and selling, so our field had the tools and habits they needed in place. And one of our greatest tailwinds was that we are an onlinesales-only company. That was a well-established trend before COVID, so when people shied away from retail and buying off of physical shelves, we weren’t negatively impacted by that weakened distribution channel.”

Uncertainty was the predominant theme in the early months of the pandemic. Where to source materials to maintain inventory; how to navigate international COVID regulations; and when it would be wise to come back to the office were all questions without clear answers in the beginning. Distributors and customers alike needed to be presented with a clear vision for what life could be like on the other side of these extraordinary obstacles, while also receiving assurance that their company had their best interests at heart.

For Amare Global, leaning into compassion and kindness was the first step to creating a safe environment for its team members and has also played a key role in integrating Kyäni, which it acquired in September 2022, into its legacy of bringing mental wellness to the world.

“Our company name and primary core value is love,” said Jared Turner, Amare Global Chief Executive Officer. “At Amare, we want our corporate employees and field organizations to feel loved, inspired and valued. We are focused on operationalizing love throughout our organization to create a community and culture of belonging and support.”

Without a lengthy shared history to fall back on, reassuring the field and customers was even more challenging for young companies, but BELLAME saw it as an opportunity and a way to build transparency and trust from the ground up.

“When COVID hit, we were only 19 months old, so we were still new to our industry, our vendors and our field,” said Melissa Thompson, BELLAME Founder and Chief Executive Officer. “The biggest corporations were closing their doors all around us, so we had a lot to prove. The challenge of uncertainty, however, became an optimal opportunity to build trust within all facets of our business. Transparency became the antidote to it all. From transportation delays to global supply chain issues, we were completely open at every turn. Doing so allowed us to build trust, which has brought amazing opportunities our way.”

Transparency and a continual feedback cycle have been essential components of inGroup’s phenomenal growth. As Chief Operating Officer Anthony Varvaro explained, “Our year-over-year growth is due to a subscription model that has a high perceived and real value to our Members. Our existing Members continue their memberships and new Members continually join. We continually refine the membership and partnership opportunities and incorporate feedback that we take in from our Members and Partners to give more value and more earning opportunities, resulting both top-line and bottom-line growth.”

Building trust with customers has helped Utility Warehouse experience exponential revenue increases, the company ranked #10 on the DSN Global 100 list this year.

THREE KEY TAKEAWAYS

1 / TRANSPARENCY BUILDS TRUST

Uncertain times call for certain, steadfast leadership. These growing companies shared the struggles, challenges and opportunities openly and honestly with the field, building loyalty.

2 / DIGITAL DRIVES GROWTH

Companies that lead with a digitalfirst mindset are experiencing steady growth. Digital tools and an online-only building models have become positive differentiators and strong draws.

3 / AFFILIATE MODELS OFFER OPPORTUNITY

One overwhelming truth in this postpandemic culture is the need to adapt and evolve. Embracing new business models and opportunities kept these companies one step ahead.

“Our partners are growing more and more confident in what we are offering, and they are recommending Utility Warehouse to their friends and families in increasing numbers,” said Stuart Burnett, Utility Warehouse Co-CEO. “By doing so, they are earning meaningful additional incomes that are helping them meet the growing pressures on their personal finances.”

The Secret Sauce

ELEVEN INDUSTRY THOUGHT LEADERS SHARE THEIR GO TO REVENUE GROWTH STRATEGIES.

Learning to Love Remote Work Culture

Remote work seemed like a fantasy for employees and a nightmare for employers pre-2020. Today, office culture has shifted. Forced closures and social distancing measures gave executives a crash course in remote management, but those who rose to the top learned to not only accept but also embrace and expand upon this new reality.

“Although our corporate team works remotely from across the globe, I feel more connected with them than I did when I had teams report to an office daily,” Thompson said. “It is amazing how efficient and productive our workflow has become.”

Surprisingly, distance has drawn the leaders of these growing companies closer. Morgan says the efficacy and happiness of his pawTree team can’t be attributed to one specific action, but rather a wide range of efforts to make sure they are appreciated and well-equipped. They’ve been innovative and thoughtful in their approach including inviting the management team to participate in incentive trips; giving raises to make sure team members are appropriately compensated; and ensuring a good awareness of the division of responsibilities across departments.

Digital-First Is Key

It can be easy to forget what it was like in 2020, before a pandemic-induced virtual world took over the sales and marketing approach for most companies. The brands who stood out among their peers were those that were already leaning heavily into creating a digital experience for their customers and distributors.

WE’VE PLACED A SUBSTANTIAL FOCUS on driving stability in customer retention rates, and with customer satisfaction metrics at all-time highs, we’ve seen retention return to and hold at normal levels. We continue to take steps to mitigate cost pressures, drive efficiency and build financial resilience into our model. We’re already seeing some of the impact of that work begin to play out, and while it will take some time to work through our business cadence, we remain highly confident in both the long-term efficacy of our model and our prospects for stable and sustainable growth.

—DAN CHARD / Medifast Chairman & Chief Executive Officer

I THINK THIS COMES DOWN TO investment and innovation—in product development and how we connect with people; the quality and surety in our supply chain; and great analytics to support decision making. A key part of our success is our commitment to and involvement with up-to-date health and nutrition research. This provides a solid foundation for our new product development and ensures that we are producing the highest quality health and nutritional products available in the world today.

—GRAEME CLEGG / New Image Chairman & Founder

IT WAS PRECISELY IN THE PANDEMIC that the strength of PM-International was revealed. While other companies suffered major setbacks or even had to close their doors, PM-International quickly adapted and played to its own strengths: the ability to make quick decisions as a family-owned company; enough financial cushion to easily buy up necessary raw materials; and an innovative nature which helped us adapt our communication tools at lightning speed.

—WOLFGANG KLAER / PM-International General Manager International Sales and Support

ONE OF THE QUESTIONS WE ASK OURSELVES is ‘If you were going to launch a company to compete with your own brand, knowing what you know, what would you do?’ If you’re not willing to act on that answer and make exciting changes that might rock the boat, someone else will.

—ROGER MORGAN / pawTree Chief Executive Officer

OUR GROWTH DIDN’T COME WITHOUT CHALLENGES. We were able to prosper virtually when we were talking about our products and services, but we struggled to build relationships virtually. For us, returning to live events has brought a lot of energy and enthusiasm to the field and has been key to our continued growth.

—DON THOMPSON / LegalShield President, Network Division

OUR INNOVATIVE PRODUCTS and incredible earnings opportunity are beyond valuable, however, the key to our continued growth is rooted in the behavior of servant leadership. Even in our highly digital world, we are focused on serving our Brand Partners and building relationships. I personally host a Skype Chat, seven days a week, with my top 65 leaders and sellers. Unscripted, regular live Zooms for constant communication, transparency and collaboration. Without a doubt this is what fuels our growth.

—MELISSA THOMPSON / BELLAME Chief Executive Officer and Founder

THE KEY DRIVERS FOR OUR MOMENTUM since 2020 have been to prioritize and focus on as many interpersonal touchpoints as possible. We encouraged small gatherings and culture building events just to get people together. We rolled out our first in-person ACTIVZ Academies and ACTIVZ schools throughout our largest market, Mexico, which had a remarkable spillover affect into our secondary markets. Focusing on building strong relationships throughout the field and especially with mid-level leaders on up, we’ve greatly benefitted from the unity that’s been created

—RYAN THOMPSON / Activz President and Co-Founder

AMARE IS A TRUE PIONEER of the mental wellness movement, and we have an excellent team that is committed to providing clinically researched products that encourage a baseline of both physical and mental wellness and resilience. We are seeing the marketplace respond by rewarding the company with triple-digit growth. We operate in 50 countries worldwide, and believe people everywhere are seeking the solutions we offer. We have a goal of reaching one million homes within the next five years and are well on our way to achieving this milestone.

—JARED

TURNER / Amare Global Chief Executive Officer

OUR SECRET SAUCE IS REALLY our agent-centric model, which was designed to withstand varying market conditions. This uniquely positions us to continue investing in our future and iterating on our industry-leading agent value proposition. From the beginning, we have always believed that when you put the agent first, the rest will follow. And in our case, it truly has. It is why we continue to thrive when many of our competitors are not.

— MICHAEL VALDES / eXp Realty Chief Growth Officer

I WOULD HAVE TO SAY OUR BUSINESS MODEL IS OUR SECRET SAUCE. The model is continually adjusting itself to market conditions and provides the perfect balance of recurring and new revenue to guide it through all market conditions. It’s the business model that ensured inGroup made it through the COVID years with constant sales and has allowed it to leverage the recovery at a phenomenal rate.

—ANTHONY VARVARO / InGroup Chief Operating Officer

OUR SUCCESS IN 2022 reflected the value of guidance that our sales force brings to middle-income families and the important role they play in encouraging clients to take action. For three consecutive years, Primerica has issued more than $100 billion in term life insurance face amount. And while inflation and market volatility created headwinds, our representatives successfully helped their clients invest $10 billion in 2022 toward their future financial goals.

— GLENN WILLIAMS / Primerica Chief Executive Officer

eXp CONTINUES TO be an attractive model for leading teams and independent brokerages because we solve for their pain points.

— MICHAEL VALDES / eXp Realty Chief Growth Officer

EXCEPTIONAL DIRECT SELLING COMPANIES WITH 3 YEARS OF CONSECUTIVE GROWTH

“Our brand was born through an audience of online followers long before anyone knew we were creating a single product,” Thompson said. “When the pandemic locked us all into a purely digital world in 2020, it was a space that we were quite comfortable inside. Having custom built our own digital platform, commission engine and back office, we were able to put our energy and resources into creating sophisticated marketing tools that made sharing our brand easy.”

Consumers and distributors have accepted the use of digital tools and an online-only business model at a rapidly accelerated pace since 2020. The companies that saw revenue momentum

used this opportunity to not only double down on their existing digital infrastructure, but also scale new innovations, like PM-International, who implemented PM DirectCash, which pays online sales income immediately to distributors; and FASTer Way to Fat Loss and eXp Realty, both of whom tapped into powerful lead generators.

“eXp Realty is building on the momentum of the past several years by ensuring we always remain on the cutting-edge of technology so we can continue to deliver on our agent value proposition,” said Michael Valdes, eXp Realty Chief Growth Officer. “We have a robust set of resources that help drive agent success at each step of the real estate journey

WE ARE ALWAYS looking into ideas for incentives and trips and retreats because they are such an important component of our mutual continued success.

AMANDA TRESS / FASTer Way to Fat Loss, Founder & CEO

while simplifying their business with our futurefocused technology. Today, eXp continues to be an attractive model for leading teams and independent brokerages because we solve for their pain points. And we offer better compensation options, including our competitive split, cap and equity opportunities.”

The Rise of the Affiliate Model

Looking to the future, many of these leading companies are deciding how they can prepare now for the next big wave of change that waits on the horizon. For pawTree, that means taking a fresh look at its own mode of operation and considering ways it can outsmart competitors from outside of the industry that are eager to encroach on its market share.

“Complacency is the kiss of death,” Morgan said. “You’re always tweaking and turning dials, continuing to stay in a state of hunger for learning and understanding the consumer and the seller. All of that has pointed us to an affiliate sales program.”

Switching to an affiliate-based model has become a pattern that many industry powerhouses have already begun to adopt. For them, it’s a way to give field leaders the marketing campaigns and tools that provide the financial benefits of a network marketing opportunity without sacrificing the community of support that the channel is known for.

“This affiliate model movement sparked with the onset of the pandemic. However, it has continued to evolve and gain momentum over the past three years,” Thompson said. “Pioneering a new business model is an ever-evolving movement—one that we believe will not only maintain our momentum in the years to come, but that of our entire industry.”

At FASTer Way to Fat Loss, Founder and CEO Amanda Tress credits the affiliate model with her company’s continued success. And that success is impressive. Q1 2023 was the company’s best since launching in January of 2016, and March was their biggest month ever—they paid 46 percent more in commissions to affiliates in March than they did in February.

FASTer Way offers two tracks in their affiliate program: Certified Coaches and Ambassadors. The Ambassadors are primarily bloggers and social media influencers who simply refer the program to their followers and receive a one-time commission for their efforts. Certified Coaches go through an in-depth FASTer Way certification course that equips them to run their own FASTer Way businesses, accompanying their clients throughout their journey. They therefore have multiple opportunities to earn on each client.

Whatever path an affiliate chooses, Tress recognizes the importance of nurturing the relationship. “Right after launch I was so focused on the products and the client experience, I realized I had been neglecting our Ambassadors and Certified Coaches. The strength of that relationship is key. We are always looking into ideas for incentives and trips and retreats because they are such an important component of our mutual continued success.”

Preparing for the Next Big Thing

The last three years have been a lesson in flexibility. The companies that have continued to succeed have proven how to stay true to the industry’s DNA, while being willing to explore new and innovative ways to serve their customers and distributors. No matter the compensation plan or sales model, this blending of the old with the new has served as a way for brands to stay nimble and relevant as well as served as guardrails for those at the helm who have masterfully led their companies to growth during a season of aggressive change.

“Digitization will bring many simplifications and savings in handling day-to-day business and will make it possible to reach masses of people and work without limits,” said Wolfgang Klaer, PM-International General Manager International Sales and Support. “But virtual customer assistance can never and will never take the place of a direct customer contact. Direct sales is a person-to-person business. This will always remain the case, and it should.” DSN

22K+ Unique Downloads and Still Growing Strong

THE DIRECT APPROACH WITH WAYNE MOOREHEAD

CANDID AND INSIGHTFUL CONVERSATIONS ABOUT TODAY’S EVOLVING CHANNEL.

SINCE LAUNCHING in June 2021, The Direct Approach podcast has been providing direct selling executives an in-depth look at the biggest challenges facing the channel—and unique solutions for tackling them.

Wayne and the rest of the DSN family would like to thank our growing audience and the 50+ executives and guests for their candor and participation.

MEET THE HOST Wayne Moorehead has deep experience in marketing and brand strategy. He has applied his expertise and passion to help companies (from startups to Fortune 100) define, communicate and activate their brands. Wayne’s rare blend of experience and success has shaped his philosophy on effective growth strategies, and he believes the future of the channel will blend the best of direct selling with the best of direct-to-consumer.

[ EPISODE 54 ] Strategies for Global Growth with Corey Lindley, Founding Executive and CEO of dōTERRA

COREY HAS been engaged in the global world of direct selling for more than three decades, living and working in Hong Kong, Japan, China, Australia and the United States. He has held C-Level senior positions for two billion-dollar-plus direct selling companies, including dōTERRA, which he is a founding partner of. He has played a key role in guiding the company’s global business and in ensuring the board’s strategic vision is implemented.

IN THIS EPISODE Corey shares his thoughts on building a successful global brand strategy; staying product-focused; and instilling values throughout the company and the importance of customer personalization.

[ EPISODE 55 ] Empowering Women and Building an Iconic Brand with Nathan Moore, President of Global Sales and Marketing, Mary Kay

NATHAN JOINED Mary Kay as an entry-level attorney and in seven years was named Chief Legal Officer, holding that position for 13 years. His global responsibilities include Legal Resources, Corporate Affairs and Corporate Communications. Nathan has a passion not just for Mary Kay, but for the direct selling industry and has served as Chairman of the Direct Selling Educational Foundation and the Direct Selling Foundation.

IN THIS EPISODE Nathan shares his inspiring journey from growing up near the company’s headquarters to becoming a key executive. He discusses topics ranging from leadership and mission-driven approaches to the power of simplicity and staying relevant in the beauty industry.

[

EPISODE 56 ] Unlocking the Power of Segmentation with Heather Chastain, Founder

& CEO of Bridgehead Collective

WITH 20+ years of cross-functional experience in direct selling, Heather brings a solid understanding of sales, marketing, technology, manufacturing, operations and C-Suite challenges as well as a strong collaborative and relational style of leadership to the table. Heather serves as the Strategic Advisor at DSN and is the Founder & Chief Executive Officer of Bridgehead Collective.

IN THIS EPISODE Heather discusses the importance of precise messaging and segmentation in direct selling. She and Wayne delve into the surprising insights and perceptions about the industry revealed by her recent firstof-its-kind generational research study for direct selling.

NEVER MISS AN EPISODE —2023 has launched another year of insights, tips, takeaways and action items provided by some of the most notable names in the channel. If it’s impacting direct selling, Wayne and his guests will be talking about it on The Direct Approach. New episodes drop every other Thursday—make sure to subscribe!

Here’s a snapshot look at recent episodes!

For You6

BY CHELSEA HUGHES

Repair Manual

BY DENNIS PRAGER

Has someone’s sour attitude ever ruined your day? Equal parts personal development and moral philosophy, Problem

(or lack thereof) influences everyone around us. Based on this premise, best-selling author, lecturer, nationally syndicated talk show host and columnist Dennis Prager thoughtfully proves that happiness isn’t just a soughtafter state of being—it’s a moral obligation. This book will increase your self regarding the outlook you project to your team, resulting in a happier organization.

Leveling Up with Eric

will help you level up your business skills and master the game of life. The channel covers various business topics, including digital and NFT marketing and features exclusive interviews with today’s leading entrepreneurs, including Codie Sanchez, Alex Hormozi, Leila Hormozi, Neil Patel and more. The mission? Provide insightful content designed to help you grow one percent better every day.

the busiest schedules. With access to summaries of over 200,000+ books, podcasts, articles and more on every topic under the sun, you can learn anything, get inspired, build habits and generally become smarter in just a few minutes a day!

VERYTHING we think you (and your field) should be reading, listening to and utilizing in order to stay engaged, informed and one step ahead.

For Your Field

SOCIAL MEDIA PLATFORM / TUVU

Effective social media marketing is increasingly challenging for small business owners with minimal to no advertising budget. That’s because 42 percent of the content in your newsfeed is paid! So, unless you run Facebook ads, your posts are not even guaranteed to be seen. Enter TUVU, a new social media platform that serves up a totally ad-free experience, among other perks. For the direct seller, this means posts are guaranteed to be seen by your network.

AUDIO BOOK / Uncertainty: Turning Fear and Doubt into Fuel for Brilliance

BY JONATHAN FIELDS

When we dare to create, fear and anxiety can follow closely behind. How can we overcome those emotions and succeed? Author, lawyer, speaker and serial entrepreneur Jonathan Fields knows how… He signed a lease for a yoga studio in the heart of New York City—the day before 9/11. This experience helped him develop an innovative approach for transforming doubt and fear into catalysts for innovation and achievement. Fields draws on his vast personal experience, scientific research and actionable techniques to chart a path forward.

PODCAST / Social Media Marketing Podcast

HOSTED BY MICHAEL STELZNER

Founder of the Social Media Examiner, the “world’s largest social media marketing resource,” Michael Stelzner helps millions of businesses discover how to leverage digital marketing to connect with customers, drive traffic, generate awareness and increase sales. Stelzner also hosts the Social Media Marketing Podcast, which has been published weekly since 2012. Through interviewing experts and relating his personal experiences, Stelzner offers new strategies and practical tips to help improve the listener’s marketing knowledge. DSN

May we think of freedom not as the right to do as we please, but as the opportunity to do what is right. —WINSTON CHURCHILL

The Proof Makes It Personal at Zinzino

BY JENNY VETTER

IRECT SELLING HAS ALWAYS BEEN PERSONAL . Even as our culture embraces more and more technology, direct sellers continue to find ways to make every connection a personal one. Both inside and outside of our industry, health and wellness companies have worked to make their products more personal, too, addressing the dozens of specific issues and challenges their customers face. But Scandinavian sensation Zinzino has made health and wellness more than personal—they’ve made it personalized.

FOUNDED: 2005

HEADQUARTERS:

Gothenburg, Sweden

TOP EXECUTIVES:

Dag Pettersen, CEO

Ørjan and Hilde Sæle, Founders

PRODUCTS:

Health and Wellness

The Power of Proof

Founded in 2005 by direct sales veterans Ørjan and Hilde Sæle, Zinzino is tackling one of the biggest shortfalls of the health and wellness industry—proof. Of the thousands of nutritional systems, supplements and products on the market, surprisingly few have proven results. Many companies may point to lab testing or clinical trials, but Zinzino’s founders expected more. Alongside their portfolio of nutritional supplements, weight management products and scientific skincare, the company offers innovative blood testing to provide customers with personalized data they can use to spend their wellness dollars wisely

“We offer the power of knowledge and peace of mind,” said Zinzino CEO Dag Pettersen. “Our scientific health tests reveal unique insights about your body. We have the product that can put an end to the guessing game, and we offer cost-effective solutions to the lifestyle-related health challenges that affect 97 percent of the global population. Test, don’t guess, is the name of the game.”

Currently, Zinzino offers three blood tests.

1/BalanceTest: A comprehensive test that measures the levels of omega-6 and omega-3 fatty acids in the blood. A healthy balance of these two fatty acids is essential for maintaining overall health and wellbeing.

2/Vitamin D Test: A test that assesses vitamin D levels, identifying potential deficiency that can be addressed through diet, sunlight exposure or supplementation.

3/HbA1c Test: A blood-sugar-level test that includes a type 2 diabetes assessment, along with personalized recommendations for diet, activities and exercise.

All three tests are simple, confidential, at-home dried blood spot tests that customers can order online or through a Zinzino partner. Once completed, customers send blood tests to Oslo-based Vitas Laboratories, an independent GMP-certified laboratory that analyzes the dried blood sample and

Thirty years from now, taking a blood test before changing your diet or exercise regimen will go without saying.

—ØRJAN SÆLE / Founder

provides confidential results. From there, customers can make educated decisions about lifestyle and diet changes and nutrient supplementation, either through Zinzino’s line of products or any company they choose.

“Having a personalized health plan is pure logic,” Dag shared. “Getting proof that it’s working should be too. Our scientific health tests reveal unique insights about your body. Our proprietary range of nutritional supplements and biotech skin nutrients help you to manage every part of it.”

BalanceOil, a blend of wild-caught fish and olive oils, was the company’s first product in 2007 and remains a cornerstone of the portfolio, inspiring a full line of Balance products that work to achieve a healthy omega-3 to omega-6 ratio. Zinzino has found that many people from every part of the world don’t have a healthy omega balance—and they have the numbers to show for it. This summer, the company reached a major milestone, analyzing over one million BalanceTests.

While personalized testing is a huge leap forward for the industry, Founder Ørjan Sæle believes it will be the new normal in the health and wellness space because people want to make educated, informed decisions about their healthcare. “Thirty years from now, taking a blood test before changing your diet or exercise regime will go without saying,” he said.

“Health is such a personal matter and leaving it to chance makes no sense when there are solutions out there that tell you exactly what your body needs.”

Building Thought Leadership Through Test-Based Nutrition

In 2019, Gabriele Helmer joined as Chief Marketing Officer at Zinzino. She was previously a member of the Board of Directors and has 20 years of experience in building international brands from leading marketing positions at companies like General Mills and Beiersdorf.

Together with the key stakeholders of the company and her team, she was defining the essence of the brand and the core offering including a complete rebranding of the packaging, evolving from an average nutritional bottle design to clean, eye-catching colors and design for both supplement bottles and test boxes.

This new packaging needed to stand out on social media but also shine on crowded office shelves, as health practitioners were beginning to stock Zinzino products for their patients. The fresh designs gave the entire line a cohesive story that could easily be shared by Partners, simply by reading the brand story book or by sharing content on social media.

What if we treat North America like a startup inside of this publicly traded company?

—ART JONAK / President of North America Operations

“By achieving one million analyzed BalanceTests we can clearly solidify our test-based nutrition strategy and bring several brand benefits for the Zinzino brand. We have unique data and insights from our large blood test database which give us a competitive advantage, credibility and brand trust,” explained Gabrielle. “Since our product concept is valid for 97 percent of the world’s population, a global brand reach is what we are striving for. By conducting research, sharing insights and educating the public, we can be a true thought leader in our industry.”

An American Startup

After launching in Norway in 2005, Zinzino expanded steadily throughout Europe, reaching 100,000 customers worldwide in 2016 and listing on Nasdaq First North in 2017. Today, Zinzino is available in over 100 markets around the world, with a corporate team of 220 employees and a fastgrowing field of 20,000 independent distributors called Partners.

Though the company officially entered the American market in 2014, Zinzino’s brand presence on this side of the Atlantic grew slowly. As American direct sellers expanding internationally are aware, opening a new market with a different language, culture and outlook on health and wellness is no easy task. Enter industry leader Art Jonak in 2019.

Art and Ørjan Sæle were already longtime friends when Ørjan suggested that Art should take a BalanceTest to check his omega balance.

“I thought I would do really well,” Art laughed. “I mean, I eat healthy. My wife does an amazing job of bringing healthy food into the household. I do the same thing. I was taking one of the most expensive omegas in the United States and my score was 20:1. And then I took a second test, and I was 20:1. So that was the journey—I got into balance, testing 120 days later and I was like, there’s something here.”

Today Art serves as President of North America Operations. Over the last three years, he’s shifted Zinzino’s approach to the North American market from international newcomer to American startup.

“I thought what if we treat North America like a startup inside of this publicly traded company,” he shared. “The market was small enough, the field was small enough where we could move quickly. We could launch something; review it; fix it; and launch it again.”

Partners as Owners

Simplifying Zinzino’s brand story for an American audience of both customers and prospective Partners continues to be one of the team’s main objectives, as business in North America steadily expands—from negative 12 percent growth in 2018 to 13 percent growth in 2019 to 58 percent growth in 2020 to 24 percent in 2021 and 51 percent in 2022. This trend represents a steady growth of partners along with an organic growth amongst health practitioners resulting in a continuously expanding customer base. For prospective Partners, the possibilities are endless, since Zinzino is still hard at work building brand awareness here.

“Though the team has operated Zinzino in North America as a startup, the company’s deeply rooted global culture shines through, as Partners here

have access to the Scandinavian-based products, corporate team and innovative compensation plan as Partners around the world.

“We have a unique collaboration between corporate and field because our culture is reflected in our owner structure,” Dag said. “Every Zinzino Partner can do the exact same thing as our founders and owners. This is a unique structure, an opportunity that most direct sales companies won’t offer. The culture we have is something that we need to protect and be proud of and share with as many as we can.”

This unique culture is just one more way Zinzino is making its work personalized, serving a world in need of individualized solutions that allow every person to make educated decisions about how they live and work.

“This growing interest in hard facts and being able to make informed decisions about your personal, long-term health creates an enormous business opportunity as well,” Dag shared. “Megatrends tend to do that. And we are the pioneers, driving the movement.” DSN

DON'T MISS THESE FALL EVENTS!

DSA

SEPTEMBER 18-19

WASHINGTON, DC

Join

DIRECT SELLING DAY ON CAPITOL HILL

SEPTEMBER 20

WASHINGTON, DC

Direct sellers will get the opportunity to tell their stories and engage in conversations with elected o cials and sta .

LEGAL & REGULATORY SEMINAR

SEPTEMBER 20-22

WASHINGTON, DC

Where DSA’s policy insights lead to practical business applications for a range of executives.

Fresh Perspectives

THE SUMMER IS A TIME FOR FRIENDS, family and fun, and DSA ENGAGE: Fresh Perspectives proved to be the perfect way to kick off the season.

We all left Scottsdale feeling refreshed and focused, prepared to enjoy the ensuing dog days and begin to plan for the months leading to 2024—and that glow we all felt was entirely by design.

I’m a believer in the power of seeking the perspectives of the leaders who are shaping the channel’s future. By responding to a DSA call for input, executives shared insights into the most significant challenges and topics for which they sought solutions. The result was one of recent memory’s most exciting and innovative speaker lineups.

The 11 direct selling leaders—CEOs, senior executives, DSEF Fellows and DSA Supplier Partners—who spoke from the main stage and led workshops in Scottsdale were just where it started.

A world-class lineup of 10 outside speakers offered fresh perspectives that prompted creative conversations. These speakers shared visionary leadership insights and proven strategies for achieving growth in our challenging times, to what it means for a company to embrace a philosophical commitment to ensuring positive customer and salesforce experiences as a driving force behind corporate growth.

Beyond the main stage presentations, attendees engaged in three banks of five topical workshops held throughout the twoday meeting. Topics included AI technology, Gig Economy, next-gen marketing, affiliate

Senior Vice President , Education & Meeting Services, DSA

marketing, compensation plan changes and social media strategies.

Networking opportunities included the Golf Tournament, 19th Hole Lunch Honoring Board members, the Grand Open Desert Zen Den Reception, Lunch & Learn Discussions featuring 20 supplier- and speaker-led table topics and the 2023 DSA Awards Gala.

Marking a first for DSA ENGAGE , DSA held two Silent Auctions, the first of which included an assortment of global travel packages, must-have technologies and jewelry donated by the channel’s most trusted supplier partners. The second auction—complete with items that included products and premium sporting events—was donated by direct selling companies with proceeds benefiting the DSA PAC.

DSA thanks every direct selling company and loyal supplier partner that stepped forward to make DSA ENGAGE: Fresh Perspectives a success. We are already developing our fall event lineup—get ready to mark your calendars!

The DSA Legal & Regulatory Seminar and Direct Selling Day on Capitol Hill are scheduled for the same week as the DSA and DSEF September board meetings, with Hill Day beginning on September 19 and the seminar running from September 20-22.

The Women’s Leadership Retreat, scheduled for October 2023 in Tulsa, OK, will be generously hosted by Joni Rogers-Kante for the third year. DSA VISION 2024: Sales & Marketing Conference will take place in early December 2023. The date and location are currently being finalized.

Have a great summer—we’ll see you in September. DSN

MELISSA K. BRUNTON

SQUIRE

1329 South 800 East Orem, UT 84097 801-515-0977

squire.com

For nearly 50 years, Squire & Company has provided financial excellence and NetSuite expertise for clients in the Direct Selling industry. We offer personal service, responsiveness, and expertise in all areas.

PAYQUICKER

400 Linden Oaks, Suite 320 Rochester, NY 14625 844-258-3006 payquicker.com

PayQuicker is the leading global payout provider to direct selling organizations. Instantly make secure and compliant payouts to your field in local currency across the globe with our award-winning solution that provides the largest selection of flexible and modern spend options.

METRICS GLOBAL, INC

1160 N. Town Center Drive, Ste. 100 Las Vegas, NV 89144 702-757-9600

info@metricsglobal.com

metricsglobal.com

We are the industry’s leading payments partner, long-established advocate, and problem-solver. Our unified commerce & payments platform will connect you to a global marketplace, enable your international expansion strategy, and fuel your exponential growth plans. Let us show you how.

I PAYOUT

540 NE 4th Street Fort Lauderdale, FL 33301 866-218-4668 discover@i-payout.com i-payout.com

Since 2007 i-payout has been the leading payment choice for pay out and pay in solutions. We pride ourselves on exceptional service paired with integrated and customized solutions.

STRATEGIC CHOICE PARTNERS

2201 Long Prairie Road, Ste. 107-316 Flower Mound, TX 75022 407-891-9265 strategicchoicepartners.com

SCP offers the most holistic consulting services specific to direct selling companies today. We’ve worked with more than 70 companies over the last three years alone, and served more than 250 years collectively in the industry.

NEXIO

727 N 1550 E, 3rd Floor Orem, UT 84097 877-551-5504

nex.io

Nexio manages the chaos of payments offering:

• Faster roll out for distributors or partners

• Simplifies payment processing for corporations

Nexio does this by being integrated with the majority of back-office software solutions in the Direct Sales Industry.

LACORE PAYMENT TECHNOLOGIES

900 Wilmeth Road McKinney, TX 75069 info@lacoretechnologies.com lacorepayments.com

LaCore Payment Technologies is a payment platform designed to support direct selling companies globally. Our services include: Global connectivity to 150 countries in 50 currencies, including direct connectivity to most alternative payment types, secure tokenization, customized fraud solutions, including our proprietary Fraudhawk™, advanced reporting tools, and online dispute management.

MINER GROUP LLC

11905 Sara Road Laredo, TX 78045 956-712-8842 minergroup.net

Miner Group LLC offers solutions for the Mexican Market! For over 30 years, we have helped companies expand to or optimize their operations in Mexico. We offer product and ingredient evaluations, customs clearance, regulatory compliance, label translations, and logistic services for the Mexican market.

AMWARE FULFILLMENT

4505 Newpoint Place

Lawrenceville, GA 30043

866-888-2999

Sales@amwarelogistics.com

amwarelogistics.com

Handle fulfillment for many direct sellers. DSA member with 15 fulfillment centers, nationwide, for 1–2 day ground delivery to 95% of U.S. population. Offer comprehensive B2C fulfillment services, including complex kitting, plus discounted parcel shipping based on our large volume of freight.

COMMISSION PAYMENT SERVICES

CONSULTANTS/MANAGEMENT

CREDIT CARD/PAYMENT PROCESSING

CUSTOMS CLEARANCE, EXPORTS, LOGISTICS

DISTRIBUTION/FULFILLMENT/LOGISTICS

CANADA CARTAGE LOGISTICS SOLUTIONS

1615 Clark Blvd. Brampton, ON Canada L6T 4W1 905-564-2115 x2 canadacartage.com

CCLS is your gateway to turn-key e-commerce sales and distribution in Canada. With fulfillment centers across Canada, our pick, pack and ship options, and real-time inventory visibility, we will help your business grow. We are NHP Site Compliant, Health Canada licensed, and GMP Compliant.

QUICKBOX

11551 E 45th Ave. Unit C. Denver, CO 80239 720-990-5642 quickbox.com

“Whether your products are headed direct to your end customers’ doorstep, to a big box retailer, or to an Amazon warehouse, QuickBox will help you deliver a seamless experience that keeps your customers coming back for more!”

HANNA SHEA

844-344-7177

hannashea.com

Since 2007, Hanna Shea Executive Search has been the go-to search firm in support of the direct selling industry. Hanna Shea finds top talent for companies in need of building or improving an executive leadership team for organizational success.

GLOBAL ACCESS

2889 Ashton Blvd, Ste. 350 Salt Lake City, UT 84070 877-811-8108

globalaccess.com

International expansion expertise and technology and logistics solutions that grow clients’ businesses and brands around the world.

KATAPULT EVENTS

5840 Red Bug Lake Rd, Ste. 140 Winter Springs, FL 32708 407-915-9060 katapultevents.com

Fresh. Exciting. Bold. Your field deserves the best and we help you deliver. Out-of-the-box creative production with experienced show management. We execute on budget and make you look AMAZING!

E.A. DION, INC.

33 Franklin McKay Road Attleboro, MA 02703 800-445-1007 eadion.com

Dion’s jewelry solutions are perfect for career path, sales & recruiting, corporate anniversaries and incentive travel recognition awards.

LACORE LOGISTICS

900 Wilmeth Road McKinney, TX 75069 214-817-4802

lacorelogistics.com

LaCore Logistics provides distribution and order fulfillment services. Our highly automated distribution center provides both domestic and international direct-to-consumer shipping solutions. We offer omni-channel fulfillment solutions ranging from marketplace fulfillment for leading marketplaces to businessto-business fulfillment for leading retailers.

MULTI IMAGE GROUP

1701 Clint Moore Road Boca Raton, FL 33487 800-523-2682 mig.cc

Founded in 1979, Multi Image Group (MIG) is a women-owned, family-run creative event production company fueled by innovators, strategists, and technologists who craft custom live, hybrid & virtual experiences for some of the world’s biggest brands.

ROYAL CARIBBEAN

INTERNATIONAL

1080 Caribbean Way Miami, FL 33132

Royal Caribbean International’s Corporate Sales Team 800-345-7225 (SELECT 2, THEN 1) royalcaribbeanincentives.com

ICONIC SHIPS. EPIC ADVENTURES. ULTIMATE EVENTS.

Royal Caribbean® transforms events into the ultimate productivity paradise. Impress your attendees with epic venues, vibrant restaurants, onboard thrills and beautiful destinations.

SUPPLIER

DIRECTORY

MOMENTUM FACTOR

4801 Spicewood Springs Road

Ste. 250 Austin, TX 78759

512-690-2134

momofactor.com

Momentum Factor is a leading digital risk management firm specializing in online compliance monitoring and global online reputation management services for the direct selling industry. Our passion and mission are to protect companies from the brand and regulatory risks associated with online and social media technologies.

NOW TECH

5717 Legacy Drive, Suite 250 Plano, TX 75024 310-428-9936

now-tech.com

With over 35 years of industry experience, NOW Technologies is the premier provider of mobile tech tools designed to grow revenue and recruiting for our Direct Selling clients. The NOW platform provides powerful features such as sampling, social selling solutions, smart alerts, prospecting tools, content management, and onboarding & training capabilities.

BYDESIGN TECHNOLOGIES

9503 Princess Palm Avenue Tampa, FL 33619

813-253-2235

bydesign.com

Award-winning social commerce software for affiliate, influencer, MLM, party plan, and social retail companies. Our turnkey back-office solutions include Wayroo, delivering advanced commerce, comment selling, and payment solutions.

EXIGO

1600 Viceroy Dr., Suite 125 Dallas, TX 75235 214-367-9933

exigo.com

The leader in commissions, back office and eCommerce software and services. The global leader in cloud-based Platform-as-aService (PaaS) for direct selling companies. An open framework for billion-dollar giants to startup companies. Exigo supports MLM, Party Plan and Affiliate models, operating in single global markets.

JENKON

915 Broadway Street, Ste. 400 Vancouver, WA 98660 360-256-4400

jenkon.com

Jenkon’s stability from five decades of award-winning innovation continues to be the answer for direct sellers worldwide. Jenkon is now evolving digital commerce with the new JoTLive Shopping platform and the JoT Affiliate & Social Influence Manager.

FLIGHT COMMERCE

1208 E. Kennedy Blvd., Ste. 222 Tampa, FL 33602 813-277-0625 flightcommerce.com

Global Operations Management Software. Advanced Comp Plan Programming. Sales Force Backoffice & Automation. Web Site Design & Replication.

THATCHER TECHNOLOGY GROUP, LLC

55 Shuman Blvd., Ste. 350 Naperville, IL 60563 866-698-3848

thatchertech.com

Thatcher Technology Group provides Sales Force, Compensation and Incentive Management Software for the Direct Selling Industry.

INFOTRAX SYSTEMS

1875 S. State Street, Ste. 3000 Orem, UT 84097 801-431-4900 infotraxsys.com

Software & SaaS solutions for startup, emerging, and global direct selling companies. See our ad on the back cover.

XIRECT SOFTWARE SOLUTIONS

686 E 110 S Unit 104 American Fork, UT 84003 385-448-1800

xirect.com

Scalable software from startup to enterprise. Your delivery expert in Commissions Calc / Consulting, Replicating Websites, E-Commerce, Reporting, Promotions, Localization, Multi-Currency, and more- The Perfect Cloud-based Direct Selling Software Partner!

MARKETING/BRANDING

SOFTWARE/TECHNOLOGY SOLUTIONS INGREDIENTS AND MANUFACTURING

SOFTWARE/TECHNOLOGY

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