September 2023 Direct Selling News

FIVE STRATEGIES

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 in 2024 and beyond.

REGISTER FOR FREE TODAY AT DSU2023.COM

DSU DAY 1: WEDNESDAY, OCTOBER 11

9 AM – 5 PM (CT)

+ (NEW) TWO BONUS WORKSHOPS!

5:30 PM – 7:30 PM (CT)

DSU DAY 2: THURSDAY, OCTOBER 12

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

◆ Proven Strategies for Hispanic Market Success

◆ Legendary Leadership Panel

◆ Direct Selling Services Companies Panel

◆ A Bonus Growth Strategies Workshop

◆ 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.

—Landen 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!

DEBORAH K. HEISZ Co-CEO Neora

STUART JOHNSON CEO Direct Selling Partners, DSN and NOW Tech

GARRETT M c GRATH President ANMP

JOHN ALCALA CEO It Works!

JENN ASHBY Co-Founder Savvi

AL BALA CEO Mannatech

NANCY BOGART Founder & CEO Jordan Essentials

DAVID BROWN Chairman & CEO ACTIVZ

HEATHER CHASTAIN Founder & CEO Bridgehead Collective

GRAEME CLEGG Executive Chairman New Image

JESI CONDER Co-Founder & CEO ALIGN

BRIAN GILL CMO 4Life

JUDITH SANCHEZ LOPEZ General Manager Latin America PM-International

MADISON MALLARDI Co-Founder & CEO LimeLife by Alcone

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

VIVIAN MOKOME Entrepreneur/Philanthropist Longrich BioScience International

PAULO MOLEDO CEO & President Hy Cite

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

ROGER MORGAN Founder & CEO pawTree

ARMAND PUYOLT CEO & President Vida Divina

SHELLEY ROJAS Chief Brand Officer DSN

HANIEH SIGIRI Founder & CEO Qyral

RYAN THOMPSON President ACTIVZ

BRANDON WHITE Founder & CEO File Finder

PANELS:

Unveiling the Secrets to Service-Based Success: Insights and Strategies

Leaders share their wealth of experience, offering practical insights and strategies that have propelled their businesses forward.

Legendary Leaders Share Wisdom and Future-Forward Vision

Elevate your leadership strategies and outlook through a candid roundtable discussion with these iconic trailblazers, offering a glimpse into timeless wisdom and progressive foresight.

LEO PAREJA Chief Strategy Officer eXp Realty

ERIC REISDORF Chief Development Officer Ambit

ROBERT STEVANOVSKI Chairman & Co-Founder ACN

ANTHONY VARVARO COO & CFO inGroup

JONI ROGERS-KANTE Founder & CEO SeneGence

KEVIN GUEST Executive Chairman USANA

MARC ASHLEY President & COO Market America Worldwide | SHOP.com

STUART JOHNSON CEO Direct Selling Partners, DSN and NOW Tech

NEW! BONUS WORKSHOPS:

Following General Session on Wednesday, October 11, you and your team can choose from two bonus breakout Workshops.

Growth Strategies Workshop

Wednesday, October 11 | 5:30 PM - 7:30 PM (CT)

At the Workshop, you’ll get a deeper dive from companies of all stages and ages that have consistently excelled in recent years. Learn what’s working through individual presentations, panel discussions and the opportunity for live Q&A.

AI Edge Workshop: Tools and Techniques to Amplify Productivity and Save You Time

Wednesday, October 11 | 5:30 PM - 7:30 PM (CT)

Keeping up-to-date with AI is an ongoing challenge for any busy exec! Bring your laptops and questions to this hands-on immersive AI workshop where we take you through the latest tools and tips step-by-step.

Register today! DSU’s Fall Event promises an unmatched opportunity to network, learn and leave with a clear roadmap for 2024 and beyond!

NANCY BOGART Founder & CEO Jordan Essentials

DAVID BROWN Chairman & CEO Activz

GRAEME CLEGG Executive Chairman New Image

GORDON HESTER Chief Sales Officer of the Americas PM-International

JESSE MCKINNEY Co-Founder & CEO Red Aspen

ROGER MORGAN Founder & CEO pawTree

STUART JOHNSON CEO Direct Selling Partners, DSN and NOW Tech

HEATHER CHASTAIN Founder & CEO Bridgehead Collective

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

As the channel regroups post‑pandemic, DSN offers five strategies to maximize growth.

BY SARAH PAULK AND THE DSN STAFF

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 J enny Paredes

PRODUCTION MANAGER

Virginia Le

PRODUCTION ARTIST

Megan Knoebel Ascencio

WEB MANAGER AND DIGITAL MARKETING

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 Irene Scharmack

Chelsea Hughes B eth Douglass Silcox

David Lee J enny Vetter

Sarah Paulk

TO ADVERTISE: advertising@directsellingnews.com

TO SUBMIT EDITORIAL COMMENT: editor@directsellingnews.com

TO SUBMIT PRESS RELEASES: pr@directsellingnews.com

TO SUBSCRIBE: subscribe@directsellingnews.com

DIRECT SELLING NEWS USPS 23713 • ISSN 15546470

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 a vertical of great merchants and

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

PAGE INSIDE FRONT COVER

Metrics Global 702-757-9600 / METRICSGLOBAL.COM

PAGE 27

Momentum Factor 512.690.2134 / MOMOFACTOR.COM

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Nexio 877-551-5504 / NEX.IO

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NOW TECH 310-428-9936 / NOW-TECH.COM

PAGES 16, 39, 103

Flight Commerce

813-277-0625 / FLIGHTCOMMERCE.COM

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ADI Meetings & Events

321-423-7229 / ADIMEETINGS.COM

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Multi Image Group

800-523-2682 / MIG.CC

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

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Squire 801-225-6900 / SQUIRE.COM/NETSUITE

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Direct Selling Association 202-452-8866 / DSA.ORG

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PayQuicker 844-258-3006 / PAYQUICKER.COM

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Katapult 407-915-9060 / KATAPULTEVENTS.COM

PAGES 34, 35

WFDSA

WFDSA.ORG / WFDSA2023DUBAI.COM

PAGE 104

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

PAGE 23

Teqtank

844-605-9624 / TEQTANK.COM

PAGE 41

Jenkon 360-256-4400 / JENKON.COM

PAGE INSIDE BACK COVER InfoTrax 801-431-4900 / INFOTRAXSYS.COM

PAGE BACK COVER

Direct Selling’s Inflection Point

NOW THAT WE’RE COMING out of the dog days of summer, everyone is gaining focus and looking to the future. 2024 is on everyone’s agenda as we gather our teams to plan initiatives and strategies for the coming months.

At DSN, we strive to help you do just that by providing the insights and trends we’re hearing the most about—the strategies we’ve noted that can next level your business immediately. Growth, for many, has been hard to come by, and everyone is looking for a magic elixir. We’ve also noticed that many companies attribute this to a “return to normal” after the tumultuous times of growth during the pandemic. But we’re encouraging you to take a deeper, more nuanced approach. We talk about it in this month’s cover story where we offer five topics you need to emphasize right now as you plan for the coming year.

I’m also excited to share new research on the gig economy in a feature that clearly lays out what independent contractors think about direct selling and gig work in general. This issue also features our second article in the ongoing generational insights series from Heather Chastain.

Three companies take center stage in this month’s issue. First up, we celebrate

60 years of Mary Kay with a look at the company’s past, present and future. We check in with LegalShield as we spotlight their growth. And, finally, Kiwi-based New Image International shares their plans for global expansion.

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!

Everyone at DSN is excited and focused on next month’s DSU event in Irving, Texas. Learn from 30+ of today’s boldest and most innovating leaders and brands in the channel. Plus, two bonus workshops and unparalleled networking opportunities! I hope to see you October 11-12 in Irving, Texas— register now at dsu2023.com.

All the best,

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HEADLINES > 5

n The Avon Company Closes Operations in Puerto Rico and Caribbean

n DSA 2022 Growth and Outlook Survey Shows $40.5 Billion in Industry Retail Sales

n A mway CEO Says He Is “Bullish” on India Investment Plan

n F TC Cracks Down on Fake Reviews and Testimonials with Proposed Rule

n Younique Launches Enhanced Affiliate Program at 10th Anniversary Convention

PM-International Celebrates 30 Years with Sold-Out Stadium Audience

MORE THAN 15,500 REPRESENTATIVES

and VIPs attended PM-International’s World Congress event live in Mannheim, with more than 100,000 viewers attending online through the company’s streaming platform PM TV. The event included a celebration of the company’s 30th anniversary and a presentation by CEO Rolf Sorg, who addressed the sold-out stadium audience by sharing the company’s three decades of history and, along with his executive team, cast vision for the hybrid future of PM-International.

“The success of PM-International is only possible due to all of you,” Sorg said. “It is your consistency, focus and hard work. It’s not magic, but your discipline and ambition made it happen. Thank you so much.”

Plexus One Convention Hosts More than 5,000 Ambassadors

PLEXUS WORLDWIDE HOSTED ITS 2023 PLEXUS ONE CONVENTION, an annual three-day event, in Nashville, Tennessee. The more than 5,000 representatives in attendance received access to workshops, panels and educational presentations from keynote speakers, including John C. Maxwell and Valorie Burton.

“One Convention was focused on empowering our passionate Brand Ambassadors to help them reach new heights with their businesses,” said Gene Tipps, Plexus Worldwide Chief Executive Officer. “This annual event brings together thousands of leaders to connect, learn from one another and become inspired to take their entrepreneurial goals to the next level.”

Ruby Ribbon Debuts Virtual Shopping Experience at Annual Conference

RUBY RIBBON HOSTED ITS ANNUAL RUNWAY CONFERENCE in Atlanta, Georgia, welcoming more than 200 Ruby Ribbon Stylists for three nights of informative sessions, fun activities and an exclusive awards gala that celebrated the individual achievements of Stylists over the last year.

Dr. Rachel Talton, Founder & CEO of Synergy, and Nicki Keohohou, Co-Founder & CEO of the Direct Selling World Alliance, delivered keynotes throughout the conference that focused on trust and relationships.

The event also served as the launch of the company’s new resource RR Meets, a virtual shopping experience that allows Stylists to stream virtual events with live shopping, commenting, wishlist building and more. This debut accompanied the launch of a new business model for the brand called S.I.P., or Share, Invite, Present, which prioritizes the process of attracting, engaging and “wowing” potential customers.

Seldia Astra Awards 2023 Honors Avon and Mary Kay

THE SELDIA ASTRA AWARDS 2023

CEREMONY held in Brussels recognized the achievements of Seldia members who have led positive change for the industry, made a positive impact on the society and environment and empowered direct sellers to be successful.

The 2023 Astra Award winners included the Polish DSA, in the DSA, Services to Members category; Avon, in the Making a Positive Difference category; and Mary Kay, in the Continuing Education and Upskilling category.

“We congratulate the winners of the 2023 Seldia Astra Awards for their remarkable contributions to the direct selling sector,” said Beatrice Nelson-Beer, Seldia President. “Their efforts exemplify the spirit of excellence and innovation that drives our sector forward. By celebrating their achievements, we aim to inspire others to embrace best practices, continuously improve and make a positive impact in direct selling and the society at large.” DSN

WhatsApp Launches Channels, its New One-Way Broadcasting Feature

WHATSAPP, A PRIVATE MESSAGING APP used by more than two billion people worldwide, rolled out a new feature that some industry experts are viewing as the brand’s innovative twist on social media. Channels, a oneway broadcasting tool, will allow organizations, companies, sports teams and more to deliver updates, post polls and send photos, texts and videos to a wide audience.

Users can select channels to follow through the app’s searchable directory and also find new ones through invite links posted in chats, email and online. Unlike traditional social media, WhatsApp Channels will keep the phone numbers of admins and users private and invisible to each other, and followers won’t be able to see each other’s information. While the broadcast messages are not currently encrypted end-to-end, the company said it is exploring this as a future option.

For companies, particularly those with an international presence where WhatsApp has an

even stronger market share, this new Channels feature is an opportunity to reach untapped audiences and connect with customers in a fresh way. Additionally, WhatsApp is intentionally designing Channels for businesses and entrepreneurs, saying: “We also believe there is an opportunity to support admins with a way for them to build a business around their channel using our expanding payment services as well as the ability to promote certain channels in the directory to help increase awareness.”

Channels is currently available for select organizations in Singapore, Colombia, Ukraine, Chile, Malaysia, Egypt, Peru, Kenya and Morocco, while the company tests the functionality and user experience of the new feature. As it expands to additional markets in the coming months, WhatsApp Channels could be a powerful resource for direct sellers to consider as they seek to expand product awareness, grow their organizations and strengthen customer relationships. DSN

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UK DSA Study Shows 36% Increase in People Joining Direct Selling in Q1 2023

NEW DATA FROM THE UK DIRECT SELLING ASSOCIATION (UK DSA) highlights a significant increase in the number of people joining direct selling brands during the first quarter of 2023. During this time, there was a 36.4 percent boost, which the association attributes primarily to the pressures of inflation, the rising cost of living and the need for people to find flexible ways to increase their household income.

The UK DSA estimates that 500,000 people in the UK work within the direct selling industry as independent salespeople, with almost two-thirds (64 percent) turning to the opportunity as a side

hustle. On average, direct sellers in the UK earn $605 a month.

“Direct selling is a retail channel that traditionally performs well in challenging economic times— not least because people look for flexible ways to boost household income without incurring additional costs, such as commuting or childcare,” said Susannah Schofield OBE, Direct Selling Association Director General. “This, combined with people choosing to treat themselves to lower cost luxuries during times of financial uncertainty—the Lipstick Effect—is expected to drive sales in the sector in 2023.” DSN

EXECUTIVE ANNOUNCEMENTS

For the full articles, visit directsellingnews.com/ announcements

MARI LOLI SÁNCHEZ CANO BETTERWARE DE MÉXICO, BOARD OF DIRECTORS

Betterware de México, S.A.P.I. de C.V. has appointed Mari Loli Sánchez Cano to its board of directors. With her addition, the board now includes 11 members, eight of whom are independent directors.

Mari Loli joined Jafra Mexico in 1991, which Betterware acquired in April 2022 and became president of the company in 2007.

“We are very pleased to welcome Mari Loli to our Board,” said Luis G. Campos, Betterware Executive Chairman of the Board. “She is a proven leader with over 32 years of experience within Jafra and 16 as Jafra’s CEO. We look forward to benefitting from Mari Loli’s expertise in business and market development. She has exceptional strategic capabilities; her experience is expected to be highly valuable to Betterware Group.”

TRAVIS GARZA JUICE PLUS+, GLOBAL CEO

Juice Plus+ announced the appointment of Travis Garza as the company’s new Global Chief Executive Officer. Garza is an industry veteran, with more than two decades of experience driving strategy, growth and innovation within leading direct sales and health and wellness companies in 27 countries.

“The work that Juice Plus+ does quite literally changes the lives of people all around the world—not many other companies can claim that—that’s why I’m delighted that I can now call Juice Plus+ home,” Garza said.

Garza succeeds Jay Thompson, who served as Interim Global CEO.

DAVID SOKOLOWSKI TRANONT, VICE PRESIDENT OF TECHNOLOGY

Tranont announced David Sokolowski has been named Vice President of Technology. Sokolowski brings more than 25 years of experience in information, security and technology and 16 years of experience within the direct selling industry.

“David is joining Tranont at a pivotal time as we expand our technology investment and infrastructure,” said Tranont President and Co-Founder Scott Bland. “We know the importance of our online experience as we look to expand into international markets and further our growth. We look forward to leaning on his experience to better position ourselves for the future.”

Partner.Co announced Lucy West has been named Vice President of Field Development. West brings experience working with the market’s general manager in Indonesia to catalyze the redevelopment efforts there; was instrumental in establishing a sales consultant presence in Thailand to increase sales and growth; and assisted in the Korea, Vietnam, Australia and Spanish-speaking US markets.

“Lucy’s impact has been immediate and will be longlasting,” said Partner.Co CEO Darren Zobrist. “We’ve been impressed with her work ethic and all she’s been able to accomplish in such a short amount of time. We are thrilled to have such a talent on our team. We’ve seen Lucy’s work elsewhere, and, aside from knowing she already embodies the Partner.Co ethos, she has the skills and knowledge necessary to help bring Partner.Co to the next level.”

dōTERRA announced the appointment of Jeff Singer to the role of Chief Operating Officer. Singer will now join the company’s Executive Council and oversee operations and support the company’s mission. Singer brings more than two decades of leadership experience for major brands in the US and Middle East, including working as CEO at both Nasdaq Dubai and Dubai International Financial Center.

“With over two decades of experience in senior management and executive roles, Jeff brings invaluable experience to support dōTERRA’s strategic mission and vision for the company,” said Corey Lindley, dōTERRA Chief Executive Officer. “Jeff will be instrumental in building upon dōTERRA’s strong foundation and increasing our operational capacity as we triple our business.”

Arbonne International announced that Jen Orlando has been promoted to Chief Executive Officer.

Orlando rejoined the Arbonne executive team in March as Chief Growth & Innovation Officer and held the title of Chief Sales Officer for the company from 2019-2021.

Orlando succeeds Tyler Whitehead, who resigned to pursue other opportunities, and her appointment follows organizational changes at Arbonne’s parent company, Groupe Rocher.

“Jen brings a strong track record of business growth and a disciplined background in sales and transactional building with a passion for Arbonne’s sales field, employees and future,” said JeanDavid Schwartz, Groupe Rocher CEO. “We are confident she is the right person to lead the company as we continue to innovate, grow and maximize the business opportunities Arbonne offers.”

LUCY WEST PARTNER.CO, VICE PRESIDENT OF FIELD DEVELOPMENT

JEFF SINGER DŌTERRA, CHIEF OPERATING OFFICER

JEN ORLANDO ARBONNE, CHIEF EXECUTIVE OFFICER

PM-International announced Wolfgang Klaer has been promoted to Chief Administrative Officer. Klaer joined PMInternational in 2003 as Assistant to Founder and CEO Rolf Sorg and has held a number of additional roles, including Area General Manager. Through these roles, Klaer has demonstrated what the company described as “a strong understanding of the sales dynamics and trends, decisively influencing the company’s international expansion.”

“We are thrilled to see Wolfgang Klaer taking over more responsibility at PM-International,” Sorg said. “His vast experience and proven leadership skills bring big value to our team that will help us to accelerate our global sales development even more as well as drive innovation and growth in our HR strategies.”

LegalShield announced the appointment of Vanessa Davis to its executive team. As Vice President, Product Management, Davis will head product development and implementation, while providing members and partners with products, services and experiences that support the company’s mission.

Davis is a legal services technology veteran who has held a number of senior corporate leadership roles in product creation and implementation.

“Vanessa has an outstanding track record of delivering meaningful and impactful legal products that members love and use,” said Warren Schlichting, LegalShield Chief Executive Officer. “And I look forward to working with her to build upon our existing culture of innovation and discovery at LegalShield.”

Mannatech welcomed Steven Lee Elder to the role of Senior Vice President of Sales and Marketing. Elder will now lead and implement the company’s global sales and marketing initiatives, strengthen and grow its brand presence and drive sales growth.

Elder brings more than 15 years of executive experience in the direct selling and consumerfocused industries.

“We are delighted to welcome Steve to the Mannatech family as our Senior Vice President of Sales and Marketing,” said Landen Fredrick, Mannatech President and Chief Operating Officer. “His extensive knowledge of the industry, combined with his strong leadership skills, will undoubtedly propel our company to new heights. We are confident that his strategic insights and associatecentric approach will accelerate our growth and help us achieve our long-term objectives.”

STEVEN LEE ELDER MANNATECH, SENIOR VICE PRESIDENT, SALES AND MARKETING

VANESSA DAVIS LEGALSHIELD, VICE PRESIDENT, PRODUCT MANAGEMENT

WOLFGANG KLAER

PM-INTERNATIONAL, CHIEF ADMINISTRATIVE OFFICER

Partner.Co welcomed David Liddicoat as the company’s new Chief Financial Officer. Liddicoat brings more than 25 years of finance experience and has worked within a number of sectors, including the software industry.

In this new role, Liddicoat will focus on aligning the company’s financial infrastructure with its growth trajectory and provide a data-driven approach to inform strategic investments necessary for long-term success and expansion. Liddicoat announced plans to introduce departmental budgets to ensure corporate leaders are accountable for their financial performance and foster a financially disciplined culture.

“We are confident that with the addition of David to our leadership team, Partner.Co will continue to thrive and reach new heights,” said Partner.Co Chief Executive Officer Darren Zobrist. “The strategic vision, financial expertise and business acumen that David brings will undoubtedly contribute to the company’s future success.”

JAMES D. THOMAS

SKIN, CHIEF FINANCIAL OFFICER

Nu Skin Enterprises, Inc. announced James D. Thomas has been named Executive Vice President and Chief Financial Officer. Previously, Thomas served as Nu Skin’s Interim CFO for the past four months and as the company’s Chief Accounting Officer since 2019. He joined Nu Skin in 2010 and has played an important role in the company’s mergers and acquisitions strategy.

“Based on his extensive experience, James has a deep understanding of our operations and the ability to strategically align our financial resources to support our current business as well as our vision for the future,” said Ryan Napierski, Nu Skin President and CEO. “He brings strong leadership and solid financial expertise to our senior management team as we continue to execute on our strategy and transformation.” DSN

NU

DAVID LIDDICOAT PARTNER.CO, CHIEF FINANCIAL OFFICER

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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.

2023 ISSUE CATEGORY

OCTOBER INCENTIVES AND RECOGNITION

NOVEMBER

CREDIT CARD AND PAYMENT PROCESSING SOLUTIONS

DECEMBER CONSULTING AND EXECUTIVE SEARCH

ADI Meetings & Events Tempe, AZ adimeetings.com

Cornerstone American Fork, UT cornerstoneav.com

IHN Productions Dallas, TX ihnpro.com

L!ve Cincinatti, OH gowithlive.com

Katapult Winter Springs, FL katapultevents.com

Milestone Meetings Scottsdale, AZ milestonemeetings.com

Mills James Productions Columbus, OH millsjames.com

Morris Meetings & Incentives Salt Lake City, UT morrisincentives.com

Dianna 321-423-7229

dianna@adimeetings.com

Erik Johnson 407-915-9060

erik@katapultevents.com

Multi Image Group (MIG) Boca Raton, FL mig.cc 561.994.3515 marketing@mig.cc Switch St. Louis, MO switch.us

Bartha Columbus, OH bartha.com

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.

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At Your Service

How AI‑powered shopping next levels the customized experience.

BY DAVID LEE

THE ONLINE SHOPPING EXPERIENCE continues to evolve rapidly, and staying on top of effective trends is crucial to understanding what consumers expect and need. Aggregated products, review summaries and the ability to quickly compare details are all being streamlined

Microsoft has introduced a range of AI-powered shopping tools to enhance the shopping experience for consumers using the new Bing search engine and Bing AI chatbot in the Edge sidebar. One of the key features is the automatic aggregation of products within each category. Users can effortlessly compare similar items and review product specifications, facilitating customized buying guides.

MICROSOFT HAS INTRODUCED a range of AI‑powered shopping tools to enhance the shopping experience for consumers using the new Bing search engine and Bing AI chatbot in the Edge sidebar.

The tools provide direct information on where to buy, with Microsoft earning an affiliate fee for each transaction. While this evolution could streamline the search and shop experience, it could negatively impact independent editorial content and affiliate marketing and avenues such as blogs and review sites.

“What do those mean for shoppers? Saving time, saving money and easily finding products you might not have known you needed,” noted an

article on ZDNet. “Previously, searching a general term like ‘work from home supplies’ would bring up links to already published online guides. But with this new feature, Microsoft’s AI will compile a list of things a remote worker might use; compare similar products and models; and give details and pricing on those products.”

The AI-generated review summaries condense online product reviews, so users don’t have to wade through lists of irrelevant reviews. With a simple query to Bing Chat in Edge, users can obtain valuable insights from consumer sentiments. Price Match is another powerful new tool allowing users to request price matches, even after prices drop. The list of collaborating retailers is set to expand over time.

The Shop app by Shopify has an AI-powered chat-based feature (Shop.app/ai) that helps users find products, answers questions and even presents frequently asked questions to help users determine the specific products and solutions they’re looking for.

For example, when searching for a “greens supplement,” the app presents three options with brief descriptions and purchasing links with product images. It also asks follow-up questions users can click on such as “Which greens supplement has the most nutrients?” then recommends a product with a brief description. The experience feels like a personalized assistant helping users focus on their unique needs and questions without pushing irrelevant products. The feeling of having a conversation is key.

“AI-powered conversational commerce aims to further personalize the shopping experience,” shared an article by VentureBeat. “With access to a wealth of data, AI assistants can learn about a customer’s preferences, making it easier to find products that they will love. Such personalization is limited with traditional ecommerce platforms, which rely on generic product recommendations.”

This chat-based shopping is referred to as Natural Language Understanding (NLU) and even mimics a customer’s tone or speaking pattern. Combing augmented reality and virtual reality in the near future could humanize the experience even more.

“Together, these technologies can trick your eyes, ears and brains into believing that you’re standing right next to that shopping assistant, or even your favorite celebrity, talking about things to buy or not,” said Gupshup CEO Beerud Sheth in the VentureBeat article. “Going shopping with friends will have a whole new meaning when those ‘friends’ are virtual shopping agents.” DSN

THE SHOP APP BY SHOPIFY has an AI‑powered chat based feature that helps users find products, answers questions and even presents frequently asked questions to help users determine the specific products and solutions they’re looking for.

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You Don’t Say

AI voice applications for direct selling

BY DAVID LEE

EMPOWERED BY machine learning and neural networks, AI-powered voice cloning is a rapidly evolving technology generating lifelike human speech and customizable voices. With high-powered text-to-speech platforms that emulate the intricacies of the human brain and deep learning capabilities that capture nuances like pitch, tone and speed, AI voice cloning has many applications for business communication and marketing across the direct sales channel.

Using lifelike voices, businesses can effortlessly produce high-quality audio content without the need for professional voice actors. This can save time and offer flexibility in content creation for podcasts, video scripts, narration, translation and much more. Some tools can edit out the unnecessary “ums” or pauses, while others provide voice audio from complete scripts. “Make sure the script you are using is clear and concise, as this will make it easier for the voice-over generator to understand and produce accurate speech,” advised Spector.com. “Use the generated voice-over in a way that sounds natural and professional, this will make it hard for listeners to tell that the voice is generated.”

By converting text into spoken words using generated voices, businesses can offer an enhanced audio experience for their audience. Narrating text such as policies and procedures; distributor training; the option of having online text read to you; or

66% OF CUSTOMERS EXPECT COMPANIES TO UNDERSTAND THEIR NEEDS AND EXPECTATIONS.

having a voice guide you through details of a compensation plan can provide various audiences with choices to consume important content.

Several companies are dabbling in the virtual reality and augmented reality world, creating online avatars for employees and distributors used for meetings and presentations. Voice cloning can be used to further customize these avatars. For example, someone could select a specific avatar and voice when watching a business presentation. Some voice platforms can seamlessly translate into other languages while maintaining the same voice. This allows for localized content with authentic pronunciation with diverse audiences, breaking down language barriers especially when expanding internationally.

Virtual customer service is another area in which voice cloning can be used. According to Hubspot, 66 percent of customers expect companies to understand their needs and expectations. This means a personalized

experience. Virtual customer service representatives with natural-sounding voices can handle customer inquiries; provide product information; and even assist in troubleshooting common issues. This can also be implemented in the form of an online chat where the agent guides the customer to the solution in a step -by-step, personalized way.

There are some potential downsides to this technology. Some voice generation can create awkward pauses or slight cadence misalignments, creating an overall robotic sound. Others don’t pronounce some words correctly, especially unique product names or words that can be pronounced different ways. There is a potential for misuse or abuse of cloned voices, leading to fraudulent activities such as deep-fake voice impersonations. Regulating the use of voice cloning among the distributor field will be a new frontier, and the corporate side will need to determine the most effective applications in line with company policies DSN

VOICE CLONING TOOLS TO CHECK OUT

n ElevenLabs: Realistic voice cloning

n Descript: Voice cloning and video/podcast editing

n Resemble AI: Real-time voice cloning, text-to -speech converter

n WaveNet: Synthesized text-to-speech

n Rephrase AI: Build custom avatars

n Amazon Polly: Customized voice plus banks of lifelike voices

n Respeecher: Voice cloning for filmmakers and game developers

n Hour One: Build virtual twins with cloned voices

n Colossyan: Customize avatars that look and sound like you

M X Z

GENERATIONAL INSIGHTS /

RECRUITING & PROSPECTING IN 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.

HOW

74 %

PREFER TO LEARN FROM SOMEONE THEY KNOW ALREADY WORKING IT

73 %

PREFER TO LEARN FROM A VIDEO OR SERIES OF YOUTUBE VIDEOS

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, focusing this month on Recruiting and Prospecting as well as Motivations and Decision Criteria. As we shared in last month’s issue, the news surrounding all generations is that their perception of our industry is actually far more positive than we sometimes think it is.

One Approach Does Not Fit All

An element that was a recurring theme in this study was how differently each generation responded to each key insight area. On one hand, that shouldn’t be surprising. However, I am struck by how often we, as an industry, tend to approach all prospects and distributors with one voice, one message, one point of view.

The data shows that a radically different approach is required. Each generation has distinct (and often competing) preferences, decision criterion and motivators. These differences were on full display when considering recruiting and prospecting.

The study took a comprehensive look at all facets of sponsoring including probing each generation for where, how, from whom and in what forum they wanted to hear about the earning opportunities that we provide.

We started first with finding out how comfortable each generation was learning about direct selling opportunities across a whole range of different scenarios. Options for them to rank included: a discussion with a friend or family member already involved; video or series of videos on YouTube; automated on-demand portal; group discussions; in-person meetings as well as several others.

Not surprisingly, the highest ranked selection with 74 percent of all generations choosing it as their top answer was learning about the business from someone they know already working it. BUT, coming in just one percentage point behind, was—wait for it—learning about the opportunity from a video or series of YouTube videos. When you isolate just Gen Z and Younger Millennials that increased to the top spot by a wide margin with over 85 percent of those generations indicating that was their preferred choice.

ACTION ITEM: Take a hard look at your YouTube channel. Don’t have one? Start one now!

COMFORTABLE EACH GENERATION IS LEARNING ABOUT DIRECT SELLING OPPORTUNITIES

WHAT BENEFITS OF BEING A DISTRIBUTOR IN DIRECT SELLING WOULD MOST INFLUENCE YOU TO GET INVOLVED NOW?

[ BY TOTAL; RANKED #1 /#2 /#3 ]

What Really Moves the Needle

The least preferred place to meet? A full 35 points behind the number one choices: meeting one-on-one or in a small group in a coffee shop or restaurant. This beloved and much-trained-upon method was deemed “old-school” and “cringey” across the board.

ACTION ITEM: Scrub your training materials for suggestions to schedule a 1:1 in person as a great prospecting tool. Maybe five years ago, but not today!

Then, we looked to understand what tools or resources they would find most helpful when first making the decision to join. This was intended to get us all some answers for how to best create/ re-create those opportunity “leave-behinds.” Turns out, the highest scoring item for conversion was a one-to-three-month written roadmap for success That was more pivotal in any decision making than success stories, income claims and projections, videos, brochures or even product samples. The only generation that didn’t rank this first was Gen Z. They wanted to see examples of people in their age range that had found success. So—sort of the same principle—but they wanted that roadmap to come from someone they could consider a peer.

ACTION ITEM: Ditch the opportunity brochure. Create a one-page roadmap to success instead.

Okay, so every generation has now been approached and provided with a roadmap for success…but what are they really looking for from us? We asked them what the biggest benefit was that they saw in direct selling. Again, the number one reason was sort of obvious—make extra money, of course! But second and third were a virtual tie between having control over when and where they worked and getting paid weekly. Weekly pay is a key benefit and decision driver.

Bringing up the bottom of that list were some old-school favorites that we may want to rethink how much we focus on, such as getting to attend celebrity events, keynote speakers and the opportunity to get recognized for their success.

WOW STAT: 75% of all generations and 92% of Younger Millennials were more likely to join a company that supported a social cause that they believed in and pointed to that as a key decision factor.

So, what will help them make that final decision? There are two major drivers that showed up as factors that would OVERCOME any skepticism they might still feel over joining.

1. A cost to get started UNDER $100

2. Generating sales and income in first month of business

BY UNDERSTANDING these generational perspectives, you can tailor your approaches to attract, engage and retain distributors effectively.

This “less than $100” showed up clearly in all generations but particularly for Millennials.

ACTION ITEM: Take a look at those starter packs and your overall cost of entry. In all cases— regardless of generation—having an option less than $100 is critical for success.

Stay Focused (and Stay in Touch)

The Direct Sales Generational Engagement Study, conducted by Bridgehead Collective, sheds light on the perceptions of direct selling across different generations. It reveals varying levels of interest and motivations among different age groups; highlights effective recruiting strategies; emphasizes the importance of onboarding and retention strategies; and explores 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.

Next month we will walk you through Onboarding and Getting Started and share the shocking (yes, I said shocking) insights on how each generation—especially those Young Millennials and Gen Zers—want to engage with your company. I promise you it’s not how you think! DSN

WANT

YOUR

TO KNOW HOW ATTRACTIVE

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

GIG

BY BETH DOUGLASS SILCOX

AZZ ERA MUSICIANS MAY HAVE COINED THE PHRASE “GIG” when they raised their instruments at speakeasies, but getting paid on a per-job basis for part-time work wasn’t new then, and it isn’t new now.

HOW MANY GIGS?

THREE KEY TAKEAWAYS

1 / GIG WORKERS’ “WHY” VARY WITH AGE AND STAGE OF LIFE

Younger workers are in it for extra “mad” money. Mid-lifers need it to pay bills. Seniors enjoy their chosen gig and may be in it primarily for passion, not profit.

2 / THE MAJORITY WORK MULTIPLE GIGS

Sixty percent of respondents work more than one gig—and there are so many to choose from. Direct selling needs to double down on keeping pace with other options.

3 / GIG WORKERS AREN’T LOOKING FOR CAREER INCOME

A successful gig for many means a few hundred dollars a month—not a few thousand. Flexibility and freedom in when and how they work matter more.

THE LAUNDRESS WHO took in wash over a century ago. The kid mowing yards all summer. The freelance consultant doing taxes on the side. The temp employee filling a short-term manufacturing job—it’s all gig work.

Gig work quietly churned as barely decipherable economic white noise for decades. Its financial impact for workers was real and put food on the table and plumped rainy day savings. But it took technology—specifically the internet—to supercharge, modernize and legitimize gig work, ultimately creating the gig economy.

Early internet-based, tech-platform driven companies like Uber and Lyft, that disrupted the traditional transportation model by engaging people from all walks of life and enticing them to earn money using underutilized assets they already owned, sparked a phenomenon that’s grown to engage 60 million people.

To get here, modern gig workers transported not only people, but dinner, groceries and whatever else they needed from a retail store to their home. The COVID-19 pandemic shut things down; workplace behavior and locations changed; and the population grew increasingly mobile—all of which catapulted the popularity of gig work.

Today, the gig economy is an umbrella term broken into subsets like “sharing economy,” “on-demand economy” and “platform economy.” It’s a channel mechanism that effectively and efficiently links gig workers and customers.

4% 3%

11% 7% 27%

29% 19%

n AMOUNT OF COMPENSATION

n FLEXIBILITY OF SCHEDULE

n PERSONAL INTEREST IN GIG

n HOW FREQUENTLY YOU GET PAID

n PAYMENT METHOD

n PAYMENT ACCOUNT SECURITY

n NONE OF THESE ARE IMPORTANT TO ME

And it is BIG! It’s economic estimate is $1 trillion annually in the U.S. with an average growth rate of 16-17 percent (aggregated consensus from multiple sources). Projections say 100 million gig workers will pursue primarily part-time income using pay-forperformance criteria by 2027.

But to be clear, gig workers certainly aren’t just shuttling people to the airport or delivering dinner any longer. They likely never were.

“The gig economy is very broad, and that’s one of the reasons why we feel it behooves study. Because sometimes we think we understand, but there’s so much more to it,” John Fleming, long-time advocate of the direct selling industry, author and founder of the Ultimate Gig Project, shared.

Fleming and Dr. Robert A. Peterson, a former Vice President of The University of Texas at Austin, who holds the John T. Stuart III Centennial Chair in Business Administration and served on an advisory committee to the U.S. Census Bureau, set out to uncover more about the gig economy. Their efforts, The Future of Work: Insights Into the 2023 Gig Economy Workforce, are available now.

Who is in the Gig Economy. And Why. Two surveys of self-identified gig workers— conducted by the Ultimate Gig Project, the first in 2020, pre-pandemic with 1,001 respondents and the second, post-pandemic in 2023 with 2,019—offer insight into the worker pool’s diversity; the work they perform; and their earnings expectations and spending habits. Linear trends have emerged showing the diverse nature and rapid growth of the gig economy itself, which have major implications for business, government and society.

This is the only known gig worker study—stretching beyond very defined subsets, like Uber, Lyft or 1099 workers—to include multiple categories within the gig economy. Additional surveys are expected in late 2024.

“When we do research, we are not trying to provide answers as much as we are attempting to stimulate thinking,” Fleming explained. And The Future of Work: Insights into the 2023 Gig Economy Workforce gives the direct selling industry a great deal to mull over.

So, who are the gig workers leading this gig economy? What do they do and what do they want? And how might direct selling best capitalize on this phenomenon?

“There is no average gig worker. People talk about the economy. Yes, it’s out there. It’s a trillion dollars. Yes, we’ve got 60 million people, but there’s no average gig worker. They all enter with different motivations and different behaviors, so there are different subsets. They’re in there for different reasons,” Dr. Peterson said.

“ There is no average gig worker. They all enter with different motivations and different behaviors.

—DR. ROBERT A. PETERSON

Defining the Gig Economy and Its Participants

GROWING FOUR TIMES FASTER than the traditional economy, gig work and gig workers are evolving. The desire for flexibility and freedom is strong and new research indicates the only real commonality is the need for more money.

The Future of Work: Insights into the 2023 Gig Economy Workforce provides a glimpse at a diverse and ever-changing worker group. Here are some key points to ponder from that recently published research.

n No specific gig activity dominates the gig economy. Fewer than 1-in-12 pursued a platform-based ride sharing gig in 2023.

n Online platform-based gigs are just one segment, despite attracting the majority of media attention.

n Female gig workers expect to earn less than their male counterparts (and do). The underlying reasons are numerous, complex and explainable.

n Despite the need for more money, a not insignificant proportion of the gig workforce engages for reasons not associated with pay.

n There is little distinction between primary and secondary gigs for those who pursue multiple gigs in terms of the nature of the gig, time spent or earnings received.

WANT TO LEARN MORE? Scan here to view the full report, sponsored by PayQuicker.

HAT You Should Be Asking Yourself and Your Team W

1/ What does work look like in the future? Flexibility and freedom have a lot to do with how people want to live and relate to their families. How might direct selling better meet societal expectations and change?

2/ The gig economy is a phenomenon that doubled between 2018 and 2023. Why has the gig economy outpaced direct selling since 2015?

3/ Gig workers are average Americans. Who they are; how they participate; how many gigs they work; their earnings expectations; and how they spend their money can influence how direct selling companies recruit them. Should direct selling modify its messaging? If so, how?

4/ Why do 60 percent of gig workers participate in multiple gigs? They pursue flexibility, freedom, work/life balance and earnings to meet household expenses. Can direct selling help meet their needs?

5/ Direct selling is a subset of the gig economy but captures only three percent market share. How might direct selling improve and position itself to gain market share? Is it worth it? Can direct selling simultaneously offer gig work and a career opportunity?

GIG WORK BY THE NUMBERS >

The youngest gig workers, 18-34, are doing deliveries, earning extra spending money. Household bills may not be a priority for their paychecks. But those midlife gig workers, 35-54, now rely on gig work to meet household bills. And that’s a definite change since 2020, when most gig workers socked earnings away for retirement, savings or investments. The over-55 group tends to like their gig—so they stay with it. For them, it may be less about the money and more about staying active.

Gig workers report satisfaction with the flexibility and freedom associated with the work as well as the pay, reporting that earnings exceeded their expectations upon entering the workforce. And they tend to stick around, too.

The starkest change between 2020 and 2023 was in the number of gigs in which these workers participate. One was enough three years ago, but today it’s common for people to participate in multiple side hustles, while maintaining a similar number of work hours. Food delivery gigs have nearly doubled. This indicates a change in the structure of the gig economy, as well as an opportunistic work force. The norm is now three or more gigs.

Sixty percent of people now work multiple gigs, which Fleming said is likely the result of a couple things: mastering the work and wanting more of it or branching out to similar work because they have flexibility and freedom.

While gig economy predictions get dicey, today’s reality is that people continue to join its ranks. But Dr. Peterson warns that current growth rates cannot go on forever.

“Just mathematically, as it grows bigger, it’s got to also grow slower. Because there’s a limit in terms of the number of people that are out there in the population. So, if you look at a cap of 100 million people as potential gig workers (2027 projection), that might be it. And when we get to that, we’ll see a plateauing in terms of growth.”

Capitalizing on the Gig Work Phenomenon

This seems to indicate a timeliness factor associated with how best to utilize gig workforce data within the business world and inside the direct selling industry.

“Choice is prevalent, and there are so many choices out there. It’s one of the things that we should pay attention to because the traditional, industrial-economy work ethic has changed, and employers are finding it more and more difficult to get people into a nine-to-five job. Flexibility and freedom are new choices, and people are going to continue to look at those choices,” Fleming explained. “Direct selling practitioners really need to pay attention to that because it might lead to redefining how and what we offer.”

For years, the direct selling industry has watched the gig phenomenon grow, believing that direct selling was something more than a gig—which it arguably is. But misunderstandings about the breadth and depth of the gig economy may have stopped direct selling’s decision makers from fully capitalizing on the gig work phenomenon. After all,

today’s gig worker, as defined by this new research, could be direct selling’s newest prospect.

In the 2020 survey, six percent of self-identified gig workers declared themselves to be direct sellers. That number is now down to three percent. Why?

“From our point of view, direct selling is a subset of the gig economy. So, it’s not a matter of should direct sellers become gig workers? They are gig workers. If you look at the broader definition, the gig economy includes independent contractors in many different formats. But sometimes we narrow that definition too much in accordance with our own perception,” Fleming said.

Direct selling’s biggest challenge may be in positioning itself as more relevant in the marketplace. The industry offers extraordinary

SURVEY DEMOGRAPHICS & PARAMETERS

This two-phase survey, one pre-COVID and one post - COVID, included the following:

Geographical distribution very closely followed distribution of U.S. state populations, age 18 and older, including the District of Columbia

All respondents received common “core” questions, and those responses are the primary focus of the findings report. A secondary focus is a set of unique, selective questions and responses from 2023. Participants read from a list of illustrative gig activities and were asked about their work in these areas in the past 12 months. Individuals answering positively were asked about how many gigs in which they participated and were then shown a list of 14 gig categories as well as “other” to which they logged their responses.

“

Flexibility and freedom are a new choice, and people are going to continue to look at those choices versus tradition and rigidity.

—JOHN FLEMING

products and services, but relevance is also about perception. And that, Fleming believes, is the industry’s big opportunity.

Firms like Upwork are growing because people from all walks of life are looking to be in more control of their work. That mirrors direct selling. But would these Upwork gig workers—who prioritize flexibility and freedom—really respond to “career” pitch messaging? Do selfdefined gig workers want a “career”? Could direct selling’s “career” messaging need an update to attract a new kind of prospect?

Relevancy. Fulfillment. Perception.

The gig economy has all but ignored career earnings talk. Yet it has given people who want to put in more time the ability to earn more. The satisfaction rate is high among gig workers. People love what they do and there is no over promise.

Less than 10 percent of gig workers are interested in career-type incomes, which start roughly at $2,000/month. A great percentage are satisfied with $300, $400 or $500 per month, so long as they are able to work when and how they want.

And with technology making it much easier for people to do so many things in the gig economy, why shouldn’t direct selling be one of those gigs? Could it be time to shake out the complexities and multiple gig restrictions in direct selling and simplify?

“If we believe we’re that good—and I certainly think we are—then perhaps we need to look at repositioning our proposition—maybe speaking a little differently about who we are and what we do as well as taking steps to eliminate the adversarial attitudes that many segments have for the way we conduct business,” Fleming said. “The gig economy doesn’t make promises. They basically offer you a possibility, and then you become engaged. Then they reward you on performance. It’s really up to you. If you do the work, you’re going to get paid. And this gig economy has triggered how we think about all forms of work.”

And it’s that type of wide-spread disruption that creates opportunity for the direct selling industry. Direct sellers could argue that they were the first gig workers. On paper, the “why”s of so many direct sellers—flexibility, time freedom, earnings potential—read like a gig work must-have list.

USAGE OF TAGLINED LOGO S

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.

To be the best at customer acquisition and retention in a marketplace that demands it, yet failing to compellingly convey that story—when there’s so much potential—is a contradiction and challenge worth exploring. If direct selling, as a subset of the gig economy, can simplify and easily show gig prospects the aggregate benefits from the customers they help influence and acquire who then continue to purchase the products, it can only gain ground.

The tagline "AUDIT.TAX.ADVISORY" on ly accompanies the logo in cir cumstances where context requires c larification about what Squire 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 PE RSPECTIVE ONLY) of the Squire logo because the subpage content t hroughout the site provides adequate co ntext to visitors.

“We have so much room to improve and position ourselves, so the public—the marketplace if you will—can better understand who we are; what we do and how much we have to offer,” Fleming said. DSN

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

Treat the secondary tagline like it’s part

logo

I lead Squire’s sales tax team,

SHARA SUMNALL SALES TAX SPECIALIST

· TAX ADVISORY

THE Inflection Point

BY SARAH PAULK & THE DSN EDITORIAL STAFF

E’RE EXPERIENCING a return to normal. Does this phrase sound familiar?

The pandemic brought an unexpected boom to the direct selling industry. Many companies saw revenue increases and incredible growth. As the pandemic has eased, so too has that explosive growth. Only 18 companies made our 2023 list of companies who experienced three consecutive years of revenue growth. And overall, the industry saw the beginning of a decline in total retail sales at the end of 2022.

It would be easy to assume that these numbers reflect a natural market correction—one that doesn’t signify a decline in progress or relevancy, but rather a return to pre-pandemic levels. After all, U.S. direct selling revenues reached $40.5 billion in 2022, which is a decline from 2021, but still a sizeable increase from $35.2 billion in 2019.

The problem with this theory is that consumer spending hasn’t followed this trajectory. In July, Deloitte released its State of the U.S. Consumer report, revealing that retail sales were up 31.6 percent from pre-pandemic levels and non-store sales were up 69 percent. Consumers are buying—particularly in discretionary categories—so why aren’t direct selling revenues reflecting that boost?

5% U.S.

DIRECT RETAIL SALES ($B) $35.5 $34.9 $35.4 $35.2 $40.1 $42.7 $40.5

DSEF Growth and Outlook Study

As the research shows in The Future of Work: Insights into the Gig Economy Workforce, the gig economy is growing four times faster than the traditional economy. However, the number of gig workers representing direct selling has decreased from 5.2 percent to 2.3 percent. The DSEF Growth and Outlook Study shows an eight percent decline in the number of direct sellers in 2022.

At Direct Selling News, we believe the direct selling industry is in, perhaps, one of the most important Inflection Points in its entire 100+ year history. The term inflection point originated as a mathematical description depicting that moment when the curve of a graph changes direction moving up or down. A point when business leaders must proactively address the future of their brands and the relevancy they bring to market.

What we are experiencing is not a return to normal; it’s a critical moment to address the channel’s strengths and opportunities to evolve forward. A time to determine if next year’s P&L sheets will reflect a positive shift in momentum or another year of steady decline?

DSN worked closely with channel advisors, executives and analysts, compiling five strategies to help companies understand the current state of their business so they can more effectively position themselves for growth.

THREE KEY TAKEAWAYS

1 / RETAIL SALES ARE UP, PARTICULARLY FOR DISCRETIONARY PURCHASES

Direct selling sales are flat or down. We must look at why we aren’t seeing the same boost and identify how we can going forward.

2 / DIRECT SELLING COMPANIES MUST WORK TOGETHER TO OVERCOME STEREOTYPES

You don’t have to be a bad actor to get a bad reputation. Our channel will always benefit from consistent, constant transparency.

3 / DIRECT SELLING COMPANIES SHOULD FOCUS ON BRAND IDENTITY AND EXPERIENCE, NOT OPPORTUNITY Rethink any marketing strategy you have that focuses on team building, transformational earnings and other outdated notions. They simply don’t land with today’s consumers and entrepreneurs.

We must be candid and honest about where the channel has been and is. The so-called normal of 2019 doesn’t exist anymore. This is a critical moment in time where companies have two choices. Stay in a state of comfort and complacency and expect similar results. Or, let go of what was and move forward with open, innovative minds and embrace evolution to build for the future.

Ultimately, the choice is yours. But the time has come to make that choice.

1 / Dig into the Data

It’s time to take a brutally honest look at the statistics surrounding the last few years. The drastic bump that most of the industry enjoyed during 2020 and 2021 was not typical, nor does it appear to be continuing. Allowing this data set to incorrectly inform future projections and strategies prevents companies from reaching their full potential.

It is imperative that companies dig into their historical information to genuinely understand the impact the pandemic had on their most important statistics. The priority must be to look for trends that indicate future habits; identify key patterns; and discover exactly what behaviors your fields are engaging with today—successfully and perhaps not-so successfully.

2 / Avoid Being a Regulatory and Compliance Target

The channel has to work together. Clean, simple and transparent are the obvious antidotes to a tough regulatory environment, but no one company or brand can turn the tide in the industry’s favor to heal decades of reputational damage.

“We have got to make ourselves unimpeachable,” said Heather Chastain, Founder and CEO of Bridgehead Collective, a consulting firm for the direct selling industry. “You don’t have to be a bad actor in the channel to gain a bad reputation. Take a look at the transparency of your programs, incentives and compensation plans and eliminate any loopholes or obfuscation. We have to be on a mission for transparency.”

Larry Steinberg, chair of the Buchalter Law Firm’s MLM Practice Group agreed, “Now is as good a time as ever to refocus your business plan on retail sales, a robust preferred customer program and communications with your field about the importance of compliance. There is ongoing rulemaking activity in the business opportunity, earnings claim and restrictive covenant areas. Staying under the radar is becoming increasingly more difficult, and the stakes are higher than ever.”

Eliminate hidden fees. Make it simple to opt out of an auto-ship agreement. Communicate with the field about the importance of compliance. Use dollar amounts instead of points to pay commissions and achieve bonuses. Do whatever it takes to communicate that your product and opportunity can withstand a critical eye. When in doubt, choose transparency.

WE HAVE got to make ourselves unimpeachable.

HEATHER CHASTAIN / Founder of Bridgehead Collective, a consulting firm for the direct selling industry

3 / Understand Changes in the Marketplace

Today, customers want a seamless shopping experience that is transparent from end-to-end. They want to engage with companies who deliver on their promises with little-to-no barrier to entry, frictionless experiences, minimal clicks, streamlined shopping cart processes and reward incentives that are attainable and delightful. If there are 17 hoops to jump through to get the prize, you’ve missed the point—and you’ve likely lost a loyal customer.

Zooming out a bit, digital fluency is crucial. Consumers, particularly younger generations, expect everything from first impressions to shopping, purchasing and delivery, to have a simple, yet impressive, responsive digital component. The way people buy is now staggeringly influenced by a brand’s digital footprint, even if they ultimately buy in person or in a retail environment.

Shoppers are still spending, but only where and how they want to shop. The direct selling product

ELIMINATE HIDDEN

FEES. Make it simple to opt out of an auto-ship agreement. Do whatever it takes to communicate that your product and opportunity can withstand a critical eye.

and customer proposition must be on point and at the same level or greater than massive online platforms like eBay and Amazon.

The growth of ecommerce is proof of the concept that people are shopping differently. The growth and use of the digital platform provides an opportunity to compete with any brand, at any time, through people who love what they are experiencing and desire to share with others what was shared with them.

Make sure your products and platform serve today’s customer in meaningful, memorable ways that will make them want to come back time and time again—and bring their friends along with them.

4 / Challenge Old Mindsets

For decades, the direct selling industry has positioned itself as a massive, team-building opportunity. Marketing messages traditionally lauded the six-figure earner, the luxury car bonus and a certain lifestyle to spark interest. Not so much today.

“Gen Z and Millennials don’t respond to that like generations before them did,” Chastain said. “They are more interested in making an extra $250 or $500 a month to supplement additional income streams and rarely have an interest in building a downline, much less lead a team.”

Chastain and her company Bridgehead Collective recently released a first-ever research study conducted with Jason Dorsey on the impact of Gen Z and Millennials on the marketplace including specific implications for direct selling.

Businesses and brands are more than their compensation plans, but it’s imperative to analyze whether the incentive and payout structures in place are truly meeting consumer and distributor demands. Take a deeper look at the touchpoints that could move customers from casual purchasers to loyal repeat buyers.

Direct selling companies should be thinking of themselves as brands first. If you still think your compensation plan is the most important way you can attract new customers and prospective independent contractors to your company, it may be time to change your mindset and the language you use to position yourself in the marketplace.

5 / Be Mindful of Chasing Trends

Identify what needle you’re trying to move and then put straightforward, clear strategies in place to deliver those results.

“Be really thoughtful about the buzzwords you use to describe your strategic decisions,” Chastain said. “Some companies are saying they are jumping on the affiliate trend, but are they really? Or are they just simplifying the front end of their compensation plans?”

Consider how your culture supports ordinary people who want to participate in your company’s unique niche and mission. Grow your customer base to boost revenue, rather than investing in a few top team-building leaders. And—above all else— cultivate a brand identity, shopping experience and product story that sparks love, loyalty and longevity in the hearts of shoppers.

THE DRASTIC BUMP that most of the industry enjoyed during 2020 and 2021 was not typical, nor does it appear to be continuing.

SMART AND STRATEGIC COMPANIES aren’t focusing on what they see in the rear-view mirror. They are focused on the road ahead— what’s working today and how to build for the future.

SCAN HERE for Gen Z and Millennial generational insights on direct selling.

Straightforward Strategies Win

There appears to be a clear direction that industry analysts and experts agree will move the channel in the right direction: streamlined, transparent operations focused on selling quality, high-value products and services.

A focus on the fundamentals of brand building means a focus on everything—not just commissions or compensation plans, but incentives, recognition, gifts—everything. If that sounds like it might dig into the bottom line, that’s because it likely will. But the payoff, Chastain says, is well worth it.

“Find profitability elsewhere,” she said. “The dated approach to compensation plan design may be costing the company too much as it attempts to be relevant in a very different marketplace. Refocus your energy on delivering quality content. Be ruthless with the products that earn a spot in your lineup. When you focus that kind of efficiency within your company, it will free up the few margin points you need to support a simple, generous combination of commissions, incentives, recognition and community for affiliates, distributors and customers.”

A lot has changed since early 2020. Smart and strategic companies aren’t focusing on what they see in the rear-view mirror. They are focused on the road ahead—what’s working today and how to build for the future.

Believing that the industry’s recent dip in overall numbers is simply a “return to normal” means buying into a strategy of a pandemic era when nothing was truly normal—not the economic landscape, not shopping habits, not everyday life.

We can all agree that there will be geopolitical challenges domestically and globally as we move forward. But in spite of those uncertainties, direct selling decision makers must look to the future based solely on current market conditions and best practices, free from outdated models, ideals and traditions.

As company leaders prepare to make strategic plans for 2024, they will have to decide if this will be the year the direct selling industry participates in an evolution that will make it more relevant and accessible for the months, years and decades to come. DSN

60

YEARS of MARY K AY

FROM ITS FIRST pink palette to today’s sophisticated skincare, Mary Kay is an iconic American brand. Ryan Rogers, CEO and grandson of Mary Kay Ash, celebrates the ongoing legacy of the company’s trailblazing founder and casts his vision for the next 60 years.

BY SARAH PAULK

60 60

YEARS of SUCCESS

1968

Mary Kay goes public and the company uses proceeds from the IPO to expand its manufacturing and distribution capabilities; Mary Kay buys her first pink Cadillac

1963

Mary Kay Ash founds

Beauty by Mary Kay with her children

Ben, Marilyn and Richard

In the 1960 s and beyond,

seeing a Coupe de Ville the color of lipstick—which General Motors later named Mary Kay Pink Pearl—was like spotting a symbol of financial freedom and entrepreneurship in the wild. These eye-catching cars have become an American icon, much like the founder of Mary Kay Inc. herself.

1971

Mary Kay Inc.

launches in Australia, the company’s first international subsidiary and first market in the Asia Pacific region

1976

Mary Kay Inc. becomes one of the first companies on the New York Stock Exchange to be chaired by a woman

1969

The first five pink Cadillacs are awarded

1972

A fleet of pink inventory delivery trucks debuts in the U.S. and, like the pink Cadillacs, becomes instantly recognizable on highways

1981

Mary Kay Ash’s autobiography debuts, selling more than 2 million copies to date

1980

The company debuts its customized skincare products formulated for different skin types; Mary Kay launches in Argentina

The Early Years

Beauty by Mary Kay, as it was originally named, was a scrappy, no-frills operation that required long hours and a family effort to get the business off the ground. And while every startup has challenges, growing a startup in the 1960s had its own set of peculiar barriers—particularly if you were a woman.

“As a woman, it was difficult for her to raise capital,” said Ryan Rogers, Mary Kay Chief Executive Officer and the grandson of Mary Kay Ash. “Even after she found success, when she was ready to buy her first luxury car, she was told to bring her husband back to close the deal.”

Mary Kay Ash, along with her children Ben, Marilyn and Richard, founded her namesake company in 1963 with the goal of designing an opportunity that could change the future for women. Since then, the company has undergone a number of pivots and innovations, but has steadfastly held to the original vision Mary Kay laid out when she built the family company with her own life savings.

That car dealership experience was a defining moment for Mary Kay. She left and decided on Cadillac, in part because they agreed to paint her car to match her makeup compact, but also because the new car dealership treated her with respect. It was an experience that would shape the company’s approach to customer service— and a guidepost to follow when the company went public five years after launch.

1985

Mary Kay Inc. returns to private family ownership

1995

The Mary Kay Building, the company’s new global headquarters in Addison, Texas, opens; Mary Kay launches in China

1989

A corporate recycling program, the company’s first of many environmental sustainability initiatives, is established

2001

Mary Kay Ash passes away on her favorite holiday, Thanksgiving, and is succeeded by her son and co-founder Richard R. Rogers

2008

The company begins “Green Manufacturing” and recycles more than 600 tons of waste

1999

Mary Kay

InTouch® connects Independent Beauty Consultants with online businessbuilding tools and education

2003

Mary Kay celebrates 40 years with more than 1 million independent sales force members in more than 30 markets worldwide

“Mary Kay did not like making business decisions based on quarterly earnings reports and the whims of investors,” Rogers said. “She always said that P & L should stand for ‘people and love and not profit and loss.’”

A leveraged buyout in 1985 allowed her to buy the shares back and return the company to private, family ownership—a decision that remains in effect today.

2012 TimeWise® Repair

Volu-Firm® launches, becoming the most successful product launch in company history

2013

Mary Kay celebrates 50 years and donates $500,000 in grants to more than 150 charities worldwide

201 8

Mary Kay celebrates 55 years with the opening of Richard R. Rogers Manufacturing/R&D Center (R3) in Lewisville, Texas

2020

Mary Kay Inc. commits almost $10 million to global COVID-19 support; Mary Kay Inc. is listed as one of “America’s Best Employers for Diversity” by Forbes magazine for the second year in a row

Recognizing Success

Mary Kay was operating in an era of business dominated by men, but she pushed against the limitations that society wanted to place on her. She leaned into becoming a good listener and motivator for her team and developed new ways to empower sales leaders. At her annual recognition events, which she called Seminars, she presented women with luxury rewards that honored their efforts in tangible ways. Incentive trips and glamorous prizes are now commonplace among direct selling companies, but half a century ago, recognition of that type wasn’t the norm. She was a trailblazer, forging a path that other women business leaders could follow and revolutionizing the recognition structure of the industry.

“When Mary Kay herself first became a direct seller for an encyclopedia company, her first sales prize was a fishing pole and that solidified the importance of recognition in business,” Rogers said. “It’s not uncommon to see successful women in sales, business or entrepreneurship today. However when Mary Kay Ash was starting her business, it was extraordinarily unique.”

202 1

Forbes ranks Mary Kay Inc. #128 on its list of America’s Best Mid-Sized Employers

202 3

Ryan Rogers, grandson of Mary Kay Ash, succeeds David Holl as CEO

The pink car was a symbol: Mary Kay Ash was breaking through the glass ceiling on her own terms. And she wanted to empower women entrepreneurs to drive their path to success.

Taking Mary Kay Global

That first pink palette, with five eye and lip colors, blush, mascara and an eyebrow and eyeliner pencil, evolved to include a wide array of cosmetics and skin care. Along the way, the company expanded internationally into markets in Latin America, Europe and Asia-Pacific, embracing global growth to present its products and business opportunities to new customers around the world. Each audience required a personalized model, and Mary Kay Inc. focused on manufacturing its own products to ensure the quality was consistent for each market.

AN ENDURING LEGACY W

E ASKED several female leaders of direct selling companies to share how Mary Kay Ash inspired and empowered them to build their companies.

I HAVE SO MUCH GRATITUDE and respect for her vision, passion and belief system. She is the ultimate testament that when your intentions are built on an authentic desire to transform lives, the impact you’re capable of having is beyond measure.

—ASHLEE HEADLEE / Awakend Founder & Chief Program Offic er

MARY KAY ASH HAS BEEN one of my greatest inspirations, especially as a former top-earning field leader who has transitioned into an ownership role. Her powerful legacy is still impacting the direct selling industry and lives on through those of us proud and honored to follow in her footsteps.

—DANELLE MEOLI / Awakend Founder & Chief Sales Officer

MARY KAY ASH WAS AN INDUSTRY TRAILBLAZER, audaciously breaking barriers in a world dominated by male CEOs. Her relentless commitment to female empowerment and her forward-thinking profoundly impacted our landscape, paving the path for companies like BELLAME and female CEOs like me.

—MELISSA THOMPSON / BELLAME Founder & CEO

MARY KAY ASH WAS NOT ONLY a trailblazer for female financial empowerment, but for building women’s confidence through beauty and how we treat each other. At LimeLife we borrowed her concept of the ‘invisible sign’ around everyone’s neck that says ‘make me feel important.’

—MADISON MALLARDI / CEO LimeLife by Alcone

MARY KAY ASH BLAZED A TRAIL for women to be entrepreneurs long before this was a well-accepted idea. She certainly put direct sales on the map as a viable option for women around the world, and she did it with her own unique style and flair that will not be forgotten!

—AMBER OLSON ROURKE / Neora Co-Founder & Chief Sales & M arketing Officer

OLBALI STRIVES TO BE AS ICONIC, elegant and legendary as Mary Kay. Mary Kay has shown me that I do not have to compromise my brand in order to be successful. Thanks to Mary Kay, I have the courage to make Olbali bold and beautiful.

—COURTNEY ADELEYE / Olbali Founder & CEO

MARY KAY ASH FOUNDED HER COMPANY because she was passed over for a promotion in favor of a man. From that moment, she knew that she wanted to empower other women and did it in a unique way. Qyral’s consultants are doing something new and different, like Mary Kay consultants did decades ago.

—HANIEH SIGARI / Qyral Founder & CEO

MARY KAY ASH DIDN'T JUST MAKE WAVES as a female founder, she parted the seas and paved the way for generations to follow. She's an incredible source of inspiration to so many, and we're so lucky to have her as an example as a woman, entrepreneur and a light to our industry.

—JESSE MCKINNEY / Red Aspen Co-Founder & CEO

MARY KAY ASH’S VISION FOR OPPORTUNITY, love of people and power to inspire have left a legacy that continues to improve lives around the world. She inspires me to lead with the intention that what we’re building at Scout & Cellar will be around long after we’re all gone.

—SARAH SHADONIX / Scout & Cellar Founder & CEO

MARY KAY’S LEGACY SERVES as a testament to the passion, perseverance and transformative impact of direct selling businesses. Her profound influence on the industry has opened doors for women entrepreneurs and served as a guiding light for companies like Young Living.

—MARY YOUNG / Young Living Founder & CEO

“We have thrived by using a customized approach to creating and selling what women want in various parts of the world,” Rogers said. “Our hyperfocus on technology and the development of apps and sales tools that make it easier for our sales force to manage their businesses has also been critical. Every day, we build on the solid foundation Mary Kay provided and focus diligently on our sales force and customer experience to ensure it is always classy and excellent—a true representation of our founder.”

The Next 60

Like Mary Kay Ash, the Mary Kay brand is a pioneer in its own right. The company implemented an eightstory completely automated storage and retrieval facility, earned a Guinness World Record title for “Largest Makeup Painting” and was one of the first companies on the New York Stock Exchange to be chaired by a woman. At the turn of the millennium, the brand leaned into online business building tools and education and has continued to pursue cuttingedge technology to advance the communities and opportunities within Mary Kay.

“I want Mary Kay to be a company that remains loyal to my grandmother’s values while maintaining excellence in our product offering, speed to market, technology and availability in more markets around the world,” Rogers said. “As glorious as the last 60 years have been, I believe our brightest days are ahead.”

The Mary Kay way is to put people first—or, as Mary Kay Ash was known to say—“Pretend every person you meet has a sign around their neck that says, ‘Make me feel important.’” It’s a quote that runs through Rogers’ mind often as he leads his grandmother’s legacy into the future. He, like the countless number of independent sales consultants, customers and employees that Mary Kay Ash impacted in her lifetime, has experienced firsthand the lasting effect of her kind and warmhearted style of leadership.

“One of my fondest memories is of the inscription she wrote to me in one of her books,” Rogers said. “She said that someday I would run her company. And here I am. I plan to make her proud.” DSN

25K+ 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 57 ]

Openminded Entrepreneurial

Leadership with Roger Morgan, Founder & CEO of pawTree

ROGER LAUNCHED pawTree in 2014 by combining two passionate and powerful industries” the $100+B pet industry and the $40+B social selling industry. His vision is to create a world where both pets and people thrive. pawTree has over 2,000 affiliates in all 50 states and has won numerous awards including being named on of Inc.’s 5000 Fastest Growing Companies.

IN THIS EPISODE Roger talks about their future-forward philosophy and cutting-edge strategies to attract and retain the next gen of sellers. Plus he shares his thoughts on the power of keeping an open mind and the art of experimentation and adaptation.

[

EPISODE 58 ]

Leading with Purpose with Marc Ashley, President and COO, Market America Worldwide | SHOP.com

AS THE DRIVING force behind Market America Worldwide | Shop. com’s corporate operations, Marc collaborates closely with the Executive Board and Management Group on significant company initiatives and growth strategies. The company offers an extensive array of health, wellness, skincare and beauty products.

IN THIS EPISODE Marc discusses many important topics facing the channel including experiential learning, technology integration, fostering team collaboration, diversity in decision making, the intricacies of successional planning, brand protection and the power of AI.

[

EPISODE 59 ] Creating Brand Connections with Brian Gill, CMO of 4Life

BRIAN BELIEVES that “everything is boring” and loves the challenge of engaging an ever-distracted audience of customers and affiliates. He brings focus and freshness to the brand by creating an exceptional experience through impeccable communication and compelling visuals. Brian believes the connection between a company’s brand and affiliates’ brands is the key to differentiation, loyalty and long-term success.

IN THIS EPISODE Brian discusses the concepts of brand connection and attraction marketing and how companies can compete against the gig economy. He also shares 4Life’s success in the Hispanic market and dives into what they do differently to engage this rapidly growing market.

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!

IT’S TIME TO MAKE THE SHIFT

MY GOAL FOR THE SHIFT is to offer a safe and inspiring environment where direct selling high performers and experts can openly share their most powerful shifts helping to accelerate their business and our channel today.

—BLAKE MALLEN / Host, Direct Selling Shift

DSN’S NEWEST

PODCAST— HOSTED BY BLAKE MALLEN DELIVERS INSPIRATION, EDUCATION AND PURPOSE TO THE FIELD .

DSN is known for its laser focus

on educating and providing value to the executives that lead the channel through reputable, trustworthy journalism and the research they need to future‑proof their businesses. But we also recognize and admire the tenacity and contributions of the field. Distributors are the heart, soul and lifeblood of the channel. They’ve taken a leap of faith and built their own businesses by sharing products and services they love.

With that in mind, we are excited to announce the newest addition to our family of podcasts, Direct Selling Shift, hosted by Blake Mallen, which launches this month.

The Shift expands the DSN brand in a new direction by actively engaging directly with the channel’s largest audience…distributors, consultants and promotors for the first time. The launch of this podcast brings the visibility, credibility and reach of DSN to the distributor community. A special, sneak peek will debut Wednesday, September 13, then new episodes will drop every other Monday beginning September 18.

Direct selling is in a constant state of rapid change. There is a real need for new solutions to the complex dynamics and problems facing the industry.

This is the specific need that The Shift is uniquely positioned to fill. As Host Blake Mallen explained, “My goal for The Shift is to offer a safe and inspiring environment where direct selling high performers and experts can openly share their most powerful shifts helping to accelerate their business and our channel today.”

About The Host

Blake, a billion-dollar brand builder and community marketing expert, is the perfect person to bring this content to fruition. With over two decades of field ownership and executive experience in the direct selling industry, Blake is passionate about the power of potential and works with companies and communities to make the shifts needed to discover and develop theirs.

A Powerful Platform

Making The Shift a part of the DSN media family of podcasts, print and digital publications and research initiatives also gives DSN an opportunity to connect directly with a global audience of distributors. Executives around the globe already look to DSN for trends, news, predictions and insights into the channel’s future. The launch of The Shift brings the same resources to the field.

As DSN Founder and CEO Stuart Johnson explained, “We will be celebrating our 20th anniversary next year. And for two decades we have taken our commitment to direct selling and the executives that lead it very seriously. It’s always been my goal for DSN to share stories of companies doing things the right way; leading by example; exploring new technologies; and acting with integrity. We also want to share those same types of stories but with a field focus. The Shift is the best way to help anyone in direct selling—from new distributors to seasoned leaders—learn, grow and thrive in a rapidly evolving environment. I have no doubt this podcast will quickly become a go-to resource for independent distributors in today’s digital world of direct selling.”

It’s a sentiment shared by Blake. “Whether they are utilizing a more traditional approach or embracing the affiliate model, it’s my hope that the listeners and I will learn best practices together in a fun and accessible format. I can’t wait to get the discussion going and build a thriving community through this podcast!”

Discover the Direct Selling SHIFT Podcast

DON’T MISS AN EPISODE! Scan the QR code or subscribe wherever you listen to podcasts. New episodes drop every other Monday, starting September 18.

For You6

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

BY CHELSEA HUGHES

APP / In Your Face: Meeting Reminder

MARTIN HOELLER

Inspired by a co-worker who consistently ran late to meetings, app developer Martin Hoeller created In Your Face: Meeting Reminder as a way to ensure that calendar notifications would not be easily missed. The app links to your calendar and pushes a full-screen reminder to your computer before your meeting—making it impossible to miss. It also detects video conference links in your calendar, providing easy access to virtual meetings. Custom alerts for critical tasks can also be added.

WEBINAR / Business Accelerator Training

MICHAEL HYATT

After finding balance in his chaotic life as CEO of a $250 million publishing company, Michael Hyatt realized the innovative system he created could positively impact the lives of other leaders. So, Hyatt launched Full Focus, a corporate training and strategic planning company that helps the C-Suite “achieve extraordinary results without compromising their most important values.” Full Focus offers a wealth of insightful content for free; including 5 Building Blocks to a Company that Runs Itself and 5 Keys to Run Your Business Without Your Business Running You.

BOOK /

The 5 Languages of Appreciation in the Workplace: Empowering Organizations by Encouraging People

GARY CHAPMAN & PAUL WHITE

Based on the New York Times bestseller The 5 Love Languages, this book is a bestseller in its own right—having sold over 450,000 copies! The 5 Languages of Appreciation in the Workplace helps you identify how your staff feels most recognized at work. Authors Gary Chapman and Paul White outline how to improve morale with your team, create a more positive environment and increase employee engagement— simply by speaking your employees’ appreciation languages.

For Your Field

PODCAST / The $100 MBA Show

OMAR ZENHOM

Named one of the top business podcasts in the world by Forbes, Fast Company and Time, Inc., The $100 MBA Show offers short, actionable business lessons to aspiring entrepreneurs. Creator and host Omar Zenhom believes that anyone can start and run a business with the right information—and this podcast delivers! Not only does Zenhom publish a new business lesson five days a week, but he has curated his most popular episodes into collections.

YOUTUBE CHANNEL / Motivation Ark

With over 1.2 million subscribers and nearly a billion total views, Motivation Ark is a prolific YouTube channel that serves up inspiration and education from high achievers. Videos mash up original voiceover content from coaches and creators like Oprah, Jordan Peterson and Steve Harvey and display the words in subtitles over beautiful video imagery. The result? A moving motivational montage that pushes you to win. This vault of personal development gold provides a great way for your field to start their day.

AUDIO BOOK / Virtual Selling: How to Build Relationships, Differentiate and Win Sales Remotely

MIKE SCHULTZ, DAVE SHABY AND ANDY SPRINGER

Thanks to the pandemic, business that was once face-to-face has largely become screento-screen. In order to succeed in the industry, distributors must now adapt to the world of remote sales. Virtual Selling offers practical advice and techniques to build rapport online, run effective virtual meetings, deliver powerful virtual presentations, boost productivity and much more. This audiobook will take your field step-by-step through mastering the medium and help them reach their sales goals without relying on in-person meetings. DSN

“

Example is not the main thing in influencing others. It is the only thing. —ALBERT SCHWEITZER

Building Momentum at LegalShield

BY JENNY VETTER

FINDING THE BALANCE OF HONORING and evolving is every legacy organization’s greatest challenge. With five decades of service to its name, LegalShield has found it, celebrating the essential legal services it’s given to more than 1.8 million members (4.5 million individuals) and finding new, innovative ways to serve them. With a new corporate brand, a newly appointed CEO and an exciting new vision, LegalShield has built fresh momentum for the next 50 years.

FOUNDED: 1972

HEADQUARTERS: Ada, Oklahoma

TOP EXECUTIVE: Warren Schlichting, CEO

PRODUCTS: Legal Services

Access for All

Since its inception, Pre-Paid Legal Services, Inc. (PPLSI) has been dedicated to breaking barriers in the American legal system and providing support for those who need it most. The company launched this mission in 1972 by offering legal services related to vehicle accidents, in a time where legal services were costprohibitive for the average American household. But LegalShield Chief Executive Officer Warren Schlichting reminds us that most basic legal services still aren’t accessible to most consumers

“We sell something people really need: affordable access to the full representation of their rights,” he explained. “Here’s just a couple of common struggles: a staggering 65 percent of individuals in the U.S. lack a basic will. In this country, 70 percent of credit collection cases end in default due to lack of legal representation, and countless couples and families face important decisions without the guidance of an attorney. LegalShield can address these and many more issues for about a dollar a day.”

LegalShield is thriving, and our collective efforts are driving us towards a future filled with success and fulfillment.

—WARREN SCHLICHTING / LegalShield CEO

PPLSI is the parent company of two unique brands: LegalShield, which offers pre-paid legal service plans for individuals, families and small businesses and IDShield, offering privacy management services. Today, the company is home to approximately 650 corporate team members, 6,000 partner lawyers and a national field of 250,000 active associates, all working together to ensure that every day Americans can afford access to legal services

“We recognize that the legal system can be complex and intimidating, leading many people to avoid seeking legal assistance due to cost and perceived inaccessibility,” explained Warren. “Our

mission is to collaborate with technology and our partner lawyers to demonstrate that LegalShield offers a superior, more accessible path to legal solutions, just like Windows or the MacOS make computers accessible and easy to use for hundreds of millions.”

LegalShield’s prepaid plans start at $24.95 per month for individuals and families with a suite of additional plan add-ons so consumers can customize the legal services they need. For small businesses, plans start at $49 per month, or aspiring entrepreneurs can work with LegalShield to help them start new businesses.

Powerful Stories, Exceptional Results

Warren joined the company in December 2022, eager to bring his deep C-Level experience to the direct sales industry—a new frontier for the seasoned executive.

“What attracted me was LegalShield’s Net Promoter Score (NPS),” he explained. “The company had an NPS score that was up there with Starbucks and Southwest Airlines. This was an NPS score that was multiples of any of the best NPS score I’d ever had in the past. And I fell in love with the mission—I have never experienced such a mission-based culture.”

One of his biggest tasks when he took the helm of LegalShield was achieving the balance of honoring all that the company had become over five decades in business and identifying areas where it could grow. The latter is Warren’s specialty.

“I’m the guy with the adjustable wrench in the belt,” he laughed. “I like fixing stuff, so if it’s not broken, then you probably shouldn’t bring me to the party.”

Warren’s focus is making sure that all four of the company’s sales channels are firing on all cylinders. From the beginning, LegalShield has embraced different sales strategies to connect with its consumer audience. In the 1980s, founder Harland Stonecipher adopted direct selling as a tool to engage people through transformative stories and relationship building. By the 2010s, LegalShield had added a direct-to-consumer channel to the business. Today, the company works through four sales channels: business-to-business; direct-toconsumer; direct selling; and Primerica, a white label product.

“There’s a renewed sense of moving forward,” Warren shared. “We’ve gotten three out of four of our channels growing at the same time, and I want all of them to grow at the same time.”

While new to the direct sales industry, Warren recognizes the incredible power of stories and has been immersing himself in associate and customer stories since he stepped into LegalShield’s top leadership role. Just as founder Harold Stonecipher’s own story of needing affordable, accessible legal services served as the foundation of what the

I’m the guy with the adjustable wrench in the belt. I like fixing stuff, so if it’s not broken, you probably shouldn’t bring me to the party.

—WARREN SCHLICHTING / LegalShield CEO

company would become, today’s associate stories continue to make a powerful impact.

“Our network associates are an amazing asset,” Warren shared. “Through their narratives, we can share with prospects the true impact LegalShield can have on one’s life. These stories—told person to person—showcase the power of our mission and demonstrate our unwavering commitment to making a positive difference.”

Warren believes the mission and profound impact LegalShield makes in people’s lives are compelling differentiators for prospective associates, but the differences don’t stop there. Attractive incentives, rewarding compensation and invaluable mentorship also draw new prospects to the company.

“I was just blown away by the opportunity,” he said. “They are so many people who wouldn’t have had this opportunity if they’d gone and tried to get a job at a big bank or a consulting firm, and yet they’re making really nice incomes—some of them extraordinary incomes. If you want to work; if you’re willing to be mentored and listen and be coached, you can do extraordinarily well. I love that piece. It’s democratic. It’s diverse. It’s America.”

Legacy Mission, Inspired Vision

Armed with an adjustable wrench, a listening ear and a collaborative vision, Warren is excited to be telling the next chapter of LegalShield’s story.

“Our vision is to revolutionize how the law is accessed and experienced by selling remarkable products that truly make a difference in people’s lives,” he shared. “With an unwavering commitment to innovation, we will continue to push boundaries; leverage technology; and deliver unparalleled legal solutions to meet the evolving needs of our customers.”

With exciting associate events, training and incentive opportunities on deck for this year, along with enhanced technology and innovative solutions in development, Warren is confident that LegalShield will remain at the forefront as both a business opportunity and consumer partner.

“With a clear plan taking shape and a focus on our customers, we are poised for great progress,” shared Warren. “Our mission serves as the foundation for everything we do, unlocking countless opportunities for our network associates. As we continue to forge ahead, supported by our community of members and partners, there is so much to look forward to. LegalShield is thriving, and our collective efforts are driving us towards a future filled with success and fulfillment.” DSN

New Image: Kiwi Ingenuity on a Global Stage

BY JENNY VETTER

EW ZEALAND’S UNTOUCHED

WILDERNESS, preservation efforts and focus on sustainability have generated a demand for its products around the world. Beyond its clean and green reputation, this island nation is known for its innovation and pioneering spirit, as Kiwis have creatively tackled the challenges of New Zealand’s isolated location in the world for over 183 years. New Image founder Graeme Clegg has captured both facets of the New Zealand story— purity and creativity—in the company he’s built over 40 years, sharing the power of New Image’s products and opportunity throughout the world.

FOUNDED: 1984

HEADQUARTERS: Auckland, New Zealand

TOP EXECUTIVES:

Graeme Clegg, Founder & Chairman Rod Taylor, CEO

PRODUCT CATEGORY: Health and Wellness

A New Zealand Story

If you ask Graeme Clegg, New Zealanders are the first to see the sun each day

“There’s no such thing as the top of the world and the bottom of the world,” he shared. “We’re conditioned from the day we are born. For example, the sun rises in the east and sets in the west, but of course it doesn’t. The world rotates. Sometimes, we’re conditioned to accept things which are not realistic but we believe.”

The New Image founder learned early on that the status quo way of looking at the world just wasn’t for him. His story is a classic New Zealand tale: Kiwi farm boy turned world-record-holding sheep shearer, who eventually purchased his own farm. But long days of arduous work weren’t getting Graeme to the financial success he’d been aspiring to. He found himself working for a bank, spending all his energy on paying the mortgage on the farm. As he worked, he also watched his younger brother and both of his parents fight and tragically lose battles to cancer.

“That was a wakeup call,” Graeme remembered. “The realization was that genetically I was likely to also be a victim of the Grim Reaper. I took the knowledge that I’d learned from my sheep farming.

I often wondered whether we were guided by nature as to what we should eat. The mission of New Image is to make the world aware again that we’ve got this special life force, this special substance that Mother Nature gave us.”

That special substance is colostrum—the thick, nutrient-rich fluid produced by mammals, including humans, in the first few days after giving birth. Often referred to as “liquid gold” for its concentration of protective nutrients, antibodies, growth factors and immune-boosting qualities, colostrum is essential for newborn mammals’ survival. Colostrum is only produced for those first three days before the mother produces a consistent supply of milk for her baby. Graeme had witnessed the power of colostrum in rearing sheep and cows, as he’d seen that infant animals would die without this essential substance protecting them from the multitude of viruses and bacteria causing serious infections.

COVID exposed the deficiencies in many governments’ reactive health care systems. The focus needs to evolve to proactive health care as everyone should be incentivized to manage their own health. Antibodies from colostrum have been scientifically proven to reinforce the immune defense systems for better protection.

The mission of New Image is to make the world aware again that we’ve got this special life force, this special substance that Mother Nature gave us.

—GRAEME CLEGG / FOUNDER AND CHAIRMAN

A Clear Path for Success

Motivated by his family health history and the realization that simply working harder on the farm wasn’t going to achieve the financial results he wanted, Graeme harnessed that famous Kiwi ingenuity and began charting his own course

“A friend of mine told me I was working the wrong plan,” he explained. “I was taught in school that if you worked hard, you’d become rich. But my friend told me that was bad advice, that I was using physical muscle and not mental muscle. It woke me up to the power of wealth creation and the power of productivity and the power of your mind. I had heard about direct marketing. And I thought, well, now this is a very interesting way of having an experience and then sharing it with other people. I also noted that the distribution system harnessed the power of leverage or geometric growth. Multiplying effort. Building a network and rewarding customers to get customers made a lot of sense.”

Graeme launched New Image in 1984 with bovine-based colostrum products designed to support the immune system. Today, New Image offers a complete collection of colostrum products, including both powders and capsules, as well as a nutrition line, weight management products and natural beauty products. All products are scientifically validated ensuring consumers get maximum benefits

An Expanding Global Presence

Network marketing industry professional Rod Taylor joined the company in 2020 as CEO, following leadership roles at Herbalife, Nutrimetics and Amway in Australia and New Zealand. He believes that New Image’s rich history significantly sets the company apart in an industry often dominated by American dream stories.

“One thing that strikes me about New Image is that it’s as much a direct selling story as it is a great Kiwi or New Zealand export story,” he shared.

One thing that strikes me about New Image is that it’s as much a direct selling story as it is a great Kiwi or New Zealand exporting story.

—ROD TAYLOR / CEO

NEW IMAGE currently operates in 18 countries across three continents, with a field team of over 215,000 New Image Members. 1.5 million customers a day use a New Image supplement or beauty product.

Kiwi-Powered Innovation

“There’s a lot of appeal, especially in the key Asian markets, like Malaysia, Vietnam and Taiwan where there’s a lot of demand and appreciation for quality New Zealand-made food products. We don’t have too many direct selling stories coming out of New Zealand, so it becomes quite unique from that standpoint. Initially launching in New Zealand and then Australia, Graeme then expanded into the Asia Pacific region. The company is currently focusing on global expansion to share our business opportunity and our wonderful product solutions to many more people—which is really part of Graeme’s and New Image’s mission, to change the lives of people around the ‘world.’”

New Image currently operates in 18 countries across three continents, with a field team of over 215,000 New Image Members. In 2022, the company acquired beauty and skincare company Nutrimetics from Tupperware Brands, expanding New Image’s presence in Australia, New Zealand and France, with additional plans for Germany and the United Kingdom. Currently, the team is working on plans for opening New Image in South Korea, a country they know will have a strong demand for their New Zealand products. Plans are also underway for launching New Image and Nutrimetics into Greece. In conjunction with new country openings, New Image is also exploring the possibilities of colostrum in sports nutrition, which would launch an entirely new category for New Image

“Sports nutrition is a major growth category globally,” Rod shared. “And Australia is the fourth largest sports nutrition market in the world, behind United States, Brazil and Germany. New Zealand is around number 10, which is phenomenal when you think of the relatively small size of the population.”

Early on, Graeme realized the inspiring and humbling power of stories, as he shared his own personal experience using colostrum-based products and listened to thousands of New Image Members share theirs. He’s worked with scientists around the world to study the power of colostrum and discover ways to preserve its nutrients and bio-actives so it can be collected, processed and shared. But according to Graeme, New Image is only beginning to explore the possibilities of this powerful, natural alternative to traditional medicine. It’s truly his life’s work—and a perfect example of the innovation New Zealanders are known for.

“We’ve looked at the best that nature has to offer, and we’ve reviewed the most effective marketing system in the world today,” he said. “We’re making a difference and leaving a legacy—this is our ‘WHY.’ I’m a firm believer that the human body is genetically engineered to live to 120 years. At 83 years of age, I’m only two thirds of the way through my life. So, I’m still setting 20- and 30-year goals. I believe if you’ve got a purpose, then you’ll have a long life. But if you haven’t got a purpose, then you’re limiting your lifespan.”

As the company continues to evolve and expand, it’s clear that Graeme’s legacy of promoting health, vitality and a better quality of life will endure. With his vision and determination, Graeme exemplifies the Kiwi spirit of innovation, expanding New Image from a colostrum-inspired dream in a remote corner of the world to a global leader in health and wellness. But Graeme is quick to remind the rest of the world that New Zealand is anything but remote.

“At New Image we have a map of the world, and it’s got New Zealand at the top! That’s another example of conditioning of the mind. The world is round so it depends on where it is approached as to where the top and bottom are!” DSN

Building Brand Identity With Every Box

Discover how the right packaging solutions can elevate your brand.

BY IRENE SCHARMACK

DIRECT SELLING has opened many new doors for customers and online shoppers alike.

BY SELLING DIRECTLY to your customers, you offer not only convenience but greater information and education. This way, your customers can purchase the right product(s) for their needs. Selling directly also allows you to create a deeper connection with your customers. And, every interaction is an opportunity to build a stronger relationship. The enhanced relationship can then lead to future sales and even recommendations or positive reviews for your products and brand—a win-win for you and your customers.

Of course, you’re not the only one vying for your customers’ attention. Direct selling has opened many new doors for customers and online shoppers alike. And with increased opportunity comes increased competition. So, standing out is more important now than ever before. There are just so many choices!

GETTING NOTICED continues throughout every stage of the process, including every notification, every order, every package opened and every response to questions, issues or concerns.

Getting noticed may start with having an inviting, friendly, efficient buying experience online. But it continues throughout every stage of the process, including every notification, every order, every package opened and every response to questions, issues or concerns.

Fortunately, you don’t have to go through this process alone.

The Power of Packaging

The right packaging allows you to demonstrate your company’s quality and personality with every delivery. It starts by visualizing your customer opening the box, which allows you to understand how to arrange the items for the most positive customer experience.

Product packaging can also further your branding and help you deliver inviting marketing materials. When done well, it can save your company costs, reduce waste and lower the return rate.

In other words, product packaging not only delivers a personal touch, it helps set you and your brand apart to give you a leg up on your competition.

The Power of Partnering

Partnering with the right fulfillment center puts you back in the driver’s seat and gives greater control over every package to provide:

n Full customization, so your customers will know the product is from you and your unique brand.

n Support with a dedicated client services manager who understands you, your business and your goals and can provide personal attention to help you optimize strategy; discover improvements; and even uncover cost savings.

n Greater control over how your brand is presented. For instance, branded packaging, marketing materials, custom inserts and add-ons can help you direct how your products are presented and unleash a powerful unboxing experience that leaves a lasting impression.

n Real-time visibility with state-of-the-art technology that’s easy to navigate so you can see and understand customer insights. Keeping a finger on the pulse of your customers allows you to better understand their needs and what it takes to best serve them.

n Flexibility, allowing you to quickly adjust to sales spikes (such as during successful promotions, relevant holidays, etc.) or other changes.

n Speed in shipping as the marketplace now sees anything longer than two days as “slow.” Look for companies with multiple warehouses and quick shipping speeds.

BRANDED PACKAGING, marketing materials, custom inserts and add‑ons can help you direct how your products are presented.

POSITIVE UNBOXING EXPERIENCES are another way to keep your customers coming back for more—and spreading the word about your company, values and personality.

The Power of a Positive Customer Experience

Positive unboxing experiences are another way to keep your customers coming back for more—and spreading the word about your company, values and personality. Finding the right fulfillment center should help you achieve your brand’s goal and help you:

n Delight your customers with an accurate and inviting unboxing for every order to drive brand loyalty.

n Decrease costs by keeping shipments as light and small as possible while maximizing the quality and feel. That way, your material and postage costs won’t eat away at your profit margin.

n Optimize shipping and logistics to save postage costs while enhancing delivery times.

Logistics isn’t just a cost center. It’s a powerful way to drive revenue and sales to cement your customer relationships and promote long-term— even lifelong—customer relationships.

In today’s business climate, ecommerce and direct selling are always evolving, and your fulfillment should too. Create a true partnership that constantly works to improve processes, efficiencies and packaging experiences. DSN

IRENE SCHARMACK is an esteemed leader and CEO of QuickBox Fulfillment. With a wealth of industry experience spanning over 25 years, Irene’s strong operations background has been instrumental in establishing QuickBox as a trusted name in the fulfillment industry.

DON'T MISS THESE FALL EVENTS!

DSA

SEPTEMBER 18-19

WASHINGTON, DC

Join us for a Board of Directors reception & dinner before the meetings.

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.

Advocacy Advances in 2023’s First Six Months

DURING THESE SUMMER MONTHS, DSA Government Affairs has been hard at work engaging with the regulators that shape the consumer protection and independent contractor policies profoundly impacting on our channel.

There have been notable advocacy accomplishments in the last few months. Although these achievements seem small if viewed independently, they combine to set up our businesses for success. As summer fades and we turn toward fall’s new opportunities, I’d like to take a moment to acknowledge 2023’s accomplishments that have increasingly contributed to an even stronger position for the direct selling channel.

Two ongoing rulemakings at the Federal Trade Commission (FTC) are the channel’s hottest topics. With the Commission considering rules on how direct sellers can talk about the income earned and requiring a burdensome disclosure document to start a direct selling business, the industry needs to stay engaged.

The association supported language in legislation that funds the FTC stating that the Commission cannot proceed with these rules until certain requirements are met. The combination of funding and oversight regarding these rules makes clear that the industry is being proactive. These efforts do not replace the association’s ongoing dialogue with senior FTC officials, including Commissioners.

The perennial issue of protecting the independent contractor status of our salesforce has also made advances. Rep. Tim

ior Vice President, Government Affairs & Policy, DSA

Walberg (R-MI) publicly supported legislation to define direct sellers as independent contractors. This legislation working concurrently with an ongoing rulemaking at the United States Department of Labor has been a major focus.

Beyond Washington, D.C., DSA has made an impact in the states.

In New Jersey, DSA not only opposed legislation that would have placed burdensome requirements on direct sellers but also convinced the sponsor to withdraw the bill. In Rhode Island, DSA’s efforts were instrumental in defeating legislation that would have imposed a $50 fee on all independent contractors and required a disclosure document.

These accomplishments are significant. The association is especially cognizant that many companies are laser focused on growing sales following a tumultuous three years. However, they reveal fertile ground for members to step up engagement in the association by offering salesforce for ongoing events with members of Congress and a particularly robust calendar of educational opportunities.

I urge you to visit DSA.org and register for Direct Selling Day on Capitol Hill (September 20), and DSA Legal & Regulatory Seminar (September 20-22). I look forward to seeing each of your companies represented at these events. As we focus our goals and activities for the remainder of 2023 and plan for 2024, we hope you are as excited as we are to join your friends, colleagues and peers this fall as we continue our vital work on behalf of direct selling. DSN

BRIAN BENNETT

Sen

DIRECTORY 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.

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

201 NE Park Plaza Dr., Ste. 281 Vancouver, WA 98684 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.

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 TECHNOLOGY FROM A TRUSTED PARTNER WITH 35 YEARS OF DIRECT SELLING