GOING GLOBAL / MARKET OPPORTUNITIES AROUND THE WORLD
HY CITE / IMPACTING THE INDUSTRY
ZURVITA / ZEALOUS FOR CHANGE
WEDNESDAY, OCTOBER 11 & THURSDAY, OCTOBER 12
IRVING CONVENTION CENTER / IRVING, TEXAS
Join 500+ of your peers at the largest executive-attended event in the channel.
At DSU, we curate the best of the best. With 35+ 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.
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)
2 Days. 35+ Speakers. 500 Expected Attendance. 4 Panels.
2 Bonus Workshops. 150+ Direct Selling Companies.
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 AspenI 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, MannatechHOW 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 Scan to Register
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
NANCY BOGART Founder & CEO Jordan Essentials
DAVID BROWN Chairman & CEO ACTIVZ
HEATHER CHASTAIN Founder & CEO Bridgehead Collective
GRAEME CLEGG Executive Chairman New Image
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
ROGER MORGAN Founder & CEO pawTree
Learn from smart, innovative and nimble companies making notable gains in the Hispanic and Latino markets, both in the U.S. and abroad. Learn what sets them apart; what they value; and how they want to interact with direct selling.
Elevate your leadership strategies and outlook through a candid roundtable discussion with these iconic trailblazers, offering a glimpse into timeless wisdom and progressive foresight.
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
AL BALA CEO Mannatech
JESI CONDER Co-Founder & CEO ALIGN
ROGER MORGAN Founder & CEO pawTree
MELISSA THOMPSON Founder & CEO BELLAME
Following General Session on Wednesday, October 11, you and your team can choose from two bonus breakout Workshops.
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.
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!
Scan to Register
TO REGISTER AND LEARN MORE ABOUT THE DSU EVENT, VISIT DSU2023.COM
NANCY BOGART Founder & CEO Jordan Essentials DAVID BROWN Chairman & CEO Activz GRAEME CLEGG Executive Chairman New Image GORDON HESTER General Manager of Sales PM-International JESSE MCKINNEY Co-Founder & CEO Red Aspen 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 BRANDON WHITE Founder & CEO File Finder
DIRECT
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 B eth Douglass Silcox
Chelsea Hughes J enny Vetter
David Lee Travis Wilson
Sarah Paulk
TO ADVERTISE: advertising@directsellingnews.com
TO SUBMIT EDITORIAL COMMENT: editor@directsellingnews.com
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TO SUBSCRIBE: subscribe@directsellingnews.com
DIRECT SELLING NEWS
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InfoTrax
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Intoday’s fast-paced and compe��ve business landscape, where direct selling organiza�ons are
expanding – and in some cases, consolida�ng – their reach across the globe, efficiency and seamless opera�ons are paramount. Execu�ves understand that keeping their workforce content and mo�vated is essen�al for sustained success. Direct selling organiza�ons, in par�cular, are faced with the complexi�es of paying their independent distributors around the globe.
Payments need to be made �mely and securely through a solu�on with minimum overhead that caters to the diverse payment needs of all demographics, all while keeping in compliance with global regula�ons. Keeping the field engaged is a priority, and increasing internal efficiencies and reducing costs is key to business growth. Let’s explore ways to revolu�onize your payout strategy and elevate your business to new heights.
In the era of instant gra�fica�on, delayed payments can lead to dissa�sfac�on and disengagement among your distributors and affiliates. Your field wants to see their hard work translating into immediate rewards. With PayQuicker's instant payout solu�on, you can payout as o�en as you like – daily, weekly, monthly, or even hourly. Paying your field in real-�me not only boosts their mo�va�on and loyalty, but also enhances their overall experience with your organiza�on. With the ability to disburse funds instantly, you can keep your salesforce excited and mo�vated, fostering a culture of high-performance. Your field’s dedica�on to your organiza�on’s goals is bound to soar.
Direct selling organiza�ons thrive on their ability to connect with diverse audiences worldwide. However, managing payouts across different countries and currencies can be a daun�ng task. Tradi�onal methods o�en involve lengthy processes, high fees, and currency conversion complica�ons. PayQuicker’s advanced technology eliminates these challenges by streamlining your payouts in local currency with a global solu�on, ensuring that you receive the most cost-effec�ve channels to reduce corporate cross-border payout expenses. With our extensive global network of best-in-class providers, you can pay to 210+ countries and territories in over 40 currencies. Our intelligent payout rou�ng not only reduces inefficiencies and eliminates FX fees, but also allows you to adapt quickly to market changes and stay ahead of the compe��on.
Everyone has different preferences when it comes to receiving payments. Some might prefer bank transfers or paper checks, while others lean towards digital wallets or prepaid cards. PayQuicker offers a range of flexible payment methods, including branded debit cards, instant virtual cards, ATM cash, bank transfers, Apple/Google Pay, and more – all through our mul�lingual pla�orm. This customiza�on adds a layer of convenience and empowers your distributors to manage their finances in a way that works for them. By catering to their individual needs, you enhance their sa�sfac�on and strengthen reten�on. With PayQuicker, you're not just paying your distributors; you're providing them with a seamless financial experience.
Paying your field in real-time not only boosts their motivation and loyalty, but also enhances their overall experience with your organization.
Security and compliance are non-nego�able aspects of any financial transac�on. PayQuicker places a strong emphasis on data security and fraud preven�on, while maintaining regulatory compliance. With a pla�orm designed with bank-grade security measures, including robust encryp�on and mul�factor authen�ca�on protocols, PayQuicker ensures both your company’s and your field’s sensi�ve informa�on is secure from end to end. Reduce risk and eliminate liability with our automated KYC service that allows your distributors to easily onboard themselves to the system, relieving your team of the burden of iden�ty verifica�on and secure data collec�on. This level of protec�on not only gives your field peace of mind but also builds trust and ensures your payouts are processed smoothly without any disrup�ons.
Integra�ng and managing new solu�ons with your exis�ng business infrastructure can be a concern for business leaders. The administra�ve burden can eat into your resources and lead to opera�onal inefficiencies. That is why PayQuicker takes pride in its seamless integra�on and excep�onal customer service that provides support every step of the way, from onboarding and beyond. Our complete payment and debit card solu�on includes comprehensive program management with hassle-free deployment. Be up and running within days with a single bank applica�on and API integra�on or batch file upload op�ons. Our US and Canadian Tax Service is available to save your finance and accoun�ng teams the �me, money, and hassle of mee�ng IRS & CRA filing requirements. Your field is also taken care of with our full in-house mul�lingual support team available by phone, live chat, and email.
Our partnership with PayQuicker has allowed us to pay commission to our Presenters within three hours of making a sale, completely changing the traditional commission payment paradigm. As we continue to expand aggressively, PayQuicker has been there every step of the way. We cannot think of a better payment solutions partner than PayQuicker.
Derek Maxfield Founder & CEO, Younique
In a dynamic business landscape, where direct selling organiza�ons strive to outperform their compe�tors, PayQuicker's instant global payouts solu�on offers a revolu�onary way to enhance your payout process. From real-�me payouts and seamless cross-border transac�ons with enhanced security to flexible payment methods and unparalleled support, PayQuicker empowers you to provide an excep�onal experience for your payees while streamlining your opera�ons. By choosing PayQuicker, you're not just making payments - you're making a strategic investment in the growth and prosperity of your direct selling organiza�on.
Experience the future of payouts with PayQuicker. Contact us today to elevate your payout experience and drive unparalleled growth.
Visit
FALL IS HERE—it’s one of my favorite times of the year as we all turn our attention to spending time with family and friends and fun harvest activities. One of my favorite fall traditions is DSU. The timing of this event couldn’t be better—with everyone planning for 2024, it just makes sense to come together as a channel and share our best insights and strategies. I hope to see you all at DSU in Irving, Texas on October 11-12.
One of our most anticipated issues is always Billion Dollar Markets, where we give a comprehensive “state-of-thechannel” report by checking in on how the largest markets are performing, continent by continent based on data. There are 24 Billion Dollar Markets in the Americas, Europe and Asia combined. We think you’ll find some of the results of this year’s report surprising—and encouraging.
We’re supplementing our cover story with an article that serves as a primer on how you can best tap into different markets around the world, providing you with a blueprint of potential success. This issue also features our third article in the ongoing generational insights series from Heather Chastain.
We’re also putting two companies in the spotlight this month. I hope you check
out our features on Zurvita and Hy Cite. These companies have impressed us with their growth and dedication to the future of direct selling. You’ll learn a lot about commitment, innovation and strategy.
At DSN, we strive to be your daily resource for global news impacting the direct selling channel. Make sure to sign up for our free resources like the weekly dashboard email which delivers a week’s worth of news in a quick 15-minute read each Sunday. You can also sign up for free text alerts by becoming a member of our VIP Community where you’ll always get the top stories first and fast!
I can’t wait to see everyone at DSU later this month in Irving, Texas. Our team is working so hard to make this our best event ever—and we are so grateful to our speakers and panelists. I know you will leave DSU with game-changing ideas and insights to next level your business. If you haven’t signed up yet or would like to bring more of your team to DSU, visit dsu2023.com to register—we’ll see you October 11-12 in Irving, Texas!
All the best,
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n Natura &Co Considers Selling The Body Shop
n Tupperware Announces Debt Restructuring in Continued Turnaround Efforts
n Kannaway Acquires KZ1 to Catalyze Growth in Japanese Market
n O riflame Announces Savings Program to Increase Profitability
n WFDSA Releases 2023 Global Direct Selling Statistical Data Report
AT ITS TEN-YEAR ANNIVERSARY convention, themed “10 Years of YOU,” Younique announced the launch of its new Younique Brand Affiliate Pathway. This enhanced affiliate program is part of the company’s strategic initiatives to pivot the company toward “direct sales innovation,” which began in June 2022.
The company described the Younique Brand Affiliate Pathway as a “modern approach to business [that] is designed to make [the] Younique opportunity more approachable and effective.”
With this change, the Younique community now consists of three types of engaged users: customers, brand affiliates and brand ambassadors. While the former party plan model is no longer intact, the company stated that it is still a direct sales company and firmly emphasized that it “always will” be. The affiliate program’s objective, the company stated, is the same as the hostess rewards program—to grow networks.
USANA HOSTED ITS ANNUAL AMERICAS & EUROPE Convention in Salt Lake City, Utah, welcoming distributors for a deep dive into product education, in-depth trainings and a keynote from Erin King who spoke on the power of digital persuasion to elevate and transform businesses.
This year’s convention featured what the company called a “smaller, more intimate” format and had a strong focus on the science and innovation behind the company’s creation and formulation of its products.
“We are constantly researching and developing what we provide to our customers,” said Jim Brown, USANA President and CEO. “Nutrition is essential to a healthy life, and that is why USANA is committed to creating new and innovative products.”
THE DIRECT SELLING ASSOCIATION (DSA) hosted a meeting with Rep. Richard W. Allen (R-GA) as part of its Women’s Entrepreneurship Roundtable Series. The purpose of these roundtables is to give independent direct sellers from DSA member companies an opportunity to voice their concerns and share their experiences as entrepreneurs and small business owners.
At this meeting, two independent direct sellers from Georgia explained how their involvement in the direct selling industry has advanced their personal and professional lives.
“Connecting independent direct sellers with elected officials like Rep. Allen allows these entrepreneurs to share their interests first-hand with those who are making important policy decisions,” said Joseph N. Mariano, DSA President. “We appreciate Rep. Allen for taking time to help us continue the fifth year of this important series and providing the opportunity to share how entrepreneurship has impacted their lives with thriving businesses.”
THERMOMIX HOSTED more than 250 distributors from the US and Canada at its 2023 Annual Thermomix ROAR Conference: Round Up & Roar in Austin, Texas. At the event, the company emphasized a commitment to its US expansion strategy and announced plans to move its corporate headquarters from Thousand Oaks, California to Dallas, Texas by the end of 2023.
The company also announced a rebranded website and the brand’s first-ever US and Canadian loyalty program.
This announcement comes as the company experiences strong domestic momentum. US sales for Thermomix reached more than $30 million in 2022, up 28.7 percent from the previous year. Thermomix’s parent company Vorwerk, based in Germany, reported $4.1 billion in 2022 global sales. DSN
TEXAS US
THERMOMIX TO RELOCATE HEADQUARTERS FROM CALIFORNIA TO TEXAS
As part of its US expansion strategy, Thermomix announced plans to move its corporate headquarters from Thousand Oaks, California to Dallas, Texas by the end of 2023.
“Throughout the world, Thermomix is known for its incredible team of consultants,” said Fredrik Lundqvist, Thermomix CEO for the US and Canada.
“While a common denominator is a deep love for food and culture, each consultant brings something unique to the table by ways of their background and their experiences.”
QuiAri Founder and Chief Executive Officer Bob Reina announced the company has received its license to operate within South Korea. This is a significant step in the company’s continued global expansion efforts, which Reina announced would continue to be a major focus for the company throughout 2023.
QuiAri will offer a free mobile app, portal, self-replicating website, training guide, marketing videos and opportunity
presentations—all translated into Korean—to the South Korean market on launch day.
“This is an important milestone for QuiAri,” Reina said. “We are moving into the next phase of our growth and it’s going to be one of our biggest jumps. We envision a future where QuiAri products and opportunity are available not just in South Korea, but in every market throughout Asia as well as the rest of the world. Our business is 100 percent scalable and can easily handle any significant increase in demand. We keep proving ourselves time and time again all over the world. South Korea will be no exception. Welcome to the new #1. Welcome to QuiAri.”
USANA Health Sciences, Inc. revealed the next stage in its international expansion, announcing it will open operations in India in the third quarter of 2023. With this launch, the company will now be present in 25 markets.
“USANA’s expansion into India is our first new market in five years and provides an exciting and gratifying opportunity to introduce USANA’s world class health and wellness products to a new country, culture and demographic,” said Jim Brown, USANA President. “We have spent several years of extensive research and meticulous work to prepare for this expansion into India. We are confident that our products and business model are ideally suited for India, and we believe in our team’s ability to develop and grow this important market as we work toward our vision of creating the healthiest family on earth. While we are optimistic about the long-term growth opportunity that India presents, we also recognize that there will be learning opportunities as we serve an entirely new culture. As such, we will take a deliberate and diligent approach to launching this market and executing our long-term growth strategy.”
SHEIN AND FOREVER 21 announced a deal that will combine the fast-fashion competitors’ customer reach. As part of the joint venture, Shein will acquire a third of Forever 21’s operator, SPARC Group, and SPARC Group will take a minority stake in Shein.
This agreement will combine Shein’s online-based shopping model with Forever 21’s brick-and-mortar retail stores, giving Shein a larger presence in the US and more exposure to its target demographic of customers.
For the full article, visit directsellingnews.com/ insights
Having part ownership in SPARC will also give Shein data about merchandising strategies and insights that could help the company launch its own physical footprint, although a company spokesperson said the brand has no plans for its own retail stores. Shein has already announced plans to test a number of programs to attract new customers, including allowing customers to make returns in stores and marketing through popup shops. DSN
For the full articles, visit directsellingnews.com/ announcements
InGroup International has appointed Jovanska Taveras to the role of Legal Director. Taveras brings an extensive legal background to the role.
“Supporting inGroup’s rapid growth depends on key team members continuing to step up,” said Anthony Varvaro, inGroup Chief Operating Officer and Chief Financial Officer. “We appreciate Jovanska and Nanette’s strong leadership in the legal and compliance areas and look forward to them expanding their contribution to our executive team.”
InGroup International announced Nanette Evans will now serve as Compliance Director. Evans brings more than two decades of experience in legal and compliance to the company.
“I appreciate this opportunity to further apply my experience to inGroup’s diverse global Partner community,” Evans said. “We passionately protect the inCruises brand, and I will continue to perform my work in a compassionate and educationally focused way.”
Plexus announced the promotion of Carmen Wasserman to Vice President General Counsel and Chief Compliance Officer. Wasserman has 28 years of legal experience, including senior roles in the industry.
In this new role, Wasserman will function as a strategic advisor to the executive leadership team and will be responsible for developing and implementing the company’s legal strategy. This includes elevating compliance programs to industry-leading standards for ethical practices.
“Carmen’s deep knowledge and decisive leadership provide Plexus with immediate and long-term value,” said Chris Reid, Plexus Chief Legal Officer. “We look forward to her leading the way in this vital department.”
Herbalife Ltd. appointed Stephan Paulo Gratziani to the role of Chief Strategy Officer. Gratziani has worked as an independent Herbalife distributor for more than three decades and is a member of the company’s Founder’s Circle.
In this new role, Gratziani will work closely with the company’s senior leadership to advance key initiatives and strategies, enhance sales training programs, promote distributor engagement and identify growth opportunities.
“Through the tremendous business Stephan has grown across 70 markets as an independent distributor, he has proven himself as a highly effective strategist,” said Michael Johnson, Herbalife Chairman and CEO. “We are looking forward to Stephan bringing his skillset and distributor perspective to further innovate Herbalife as we modernize and move towards our next chapter of growth.”
Gratziani succeeds John DeSimone, who will now transition to the role of Special Advisor.
Partner.Co announced it has appointed Matt Linford as the company’s Chief Operating Officer. Linford brings more than two decades of experience in strategy, operations, finance and leadership to this position. Most recently, Linford has focused on driving large operational transformations.
In this new role, Linford will work to ensure overall company health and develop operational organization patterns that deliver quality customer and Brand Partner experiences.
“We are thrilled and honored to have Matt as part of our executive team,” said Darren Zobrist, Partner.Co CEO. “Bringing him on continues to strengthen what we’ve been hard at work creating, and I’m excited to see what he does while improving our operational organization.”
Partner.Co announced the appointment of Mark Patterson to the role of Chief Marketing Officer. Patterson brings more than two decades of experience in the direct selling industry to the role and previously worked to build a direct sales startup into a billiondollar company within five years.
Patterson will first work to define and design a brand guide for Partner.Co, distinguishing the importance of color, name and logo elements and develop assets for field leaders.
“We’ve been amazed at the speed and efficiency of the marketing team since Mark has taken the helm,” said Darren Zobrist, Partner.Co Chief Executive Officer. “We already had an incredibly talented team, now we have an incredibly talented team working at the speed of light.”
PM-International AG announced Gordon Hester has been named Chief Sales Officer Americas. Previously, Hester served as General Manager Sales USA, during which time his strategic and strong relationships with both internal stakeholders and external business partners played an integral role in establishing PM-International in the American market.
“Gordon has been an invaluable member of our team at HQ Americas as the General Manager Sales USA,” said Rolf Sorg, PM-International CEO and Founder. “His exceptional leadership skills, strategic acumen and unwavering commitment to excellence have played a significant role in our success and growth in the American market. Gordon’s promotion to Chief Sales Officer Americas is a testament to the confidence we have in his abilities.”
PM-International AG has promoted David Wensinger to Chief Operations and Finance Officer at the company’s Headquarters Americas. Wensinger served as General Manager of Finance and Operations in the United States and has played a pivotal role in the growth and success of the company.
In this new role, he will oversee and optimize the day-to-day operations of the company, driving operational efficiency and protecting customer satisfaction.
“This promotion reflects David’s exceptional leadership, extensive experience and valuable contributions to our organization,” said Rolf Sorg, PM-International CEO and Founder.
Immunotec Inc. announced the appointment of Luis Ascencio to the role of Chief Financial Officer. Ascencio is an experienced leader in the finance sector and has worked in private equity, investment banking, mergers and acquisitions, financial advisory projects and equity and debt transactions for boutique investment firms.
“As a company, we value the continued trust of our partners, and we are confident that this new addition to our leadership team will have a positive impact on the future of our company,” said Mauricio Domenzain, Immunotec Chief Executive Officer. DSN
A CURATED RESOURCE TO HELP YOU FIND
STRATEGIC BUSINESS PARTNERS SPECIALIZING IN DIRECT SELLING.
THE CHANNEL IS EVOLVING RAPIDLY—companies and executives must stay ahead of emerging trends and technologies to build for the future. But it can be time - consuming and hard to find the right suppliers to partner with.
That’s why we’ve developed The DSN Guide. In each issue, The Guide includes curated lists by category of expertise and service. These suppliers currently serve the channel—they understand the unique challenges and opportunities that come with direct selling and can help you implement your intiatives.
JANUARY/ FEBRUARY LEGAL & TAX
MARCH BRANDING & SOCIAL MEDIA SOLUTIONS
APRIL COMMISSION PAYMENT SERVICES
MAY DESTINATIONS & TRAVEL SOLUTIONS
JUNE DISTRIBUTION, FULFILLMENT & LOGISTICS
JULY/AUGUST SOFTWARE & TECHNOLOGY
SEPTEMBER EVENT PRODUCTION
OCTOBER INCENTIVES & RECOGNITION
NOVEMBER CREDIT CARD & PAYMENT SOLUTIONS
DECEMBER CONSULTING & EXECUTIVE SEARCH
ADI Meetings & Events Tempe, AZ adimeetings.com
Custom Travel Solutions Travelers Rest, SC customtravelsolutions.com
Disney Destinations Lake Buena Vista, FL disneymeetings.com/dcl
EA Dion Attleboro, MA eadion.com
iCentiviz Salt Lake City, UT icentiviz.com
Kendra Scott Austin, TX kendrascott.com
Morris Meetings & Incentives Salt Lake City, UT morrisincentives.com
Royal Caribbean International Miami, FL royalcaribbeanincentives.com
Dianna Crnkovich 321-423-7229
dianna@adimeetings.com
Phil Cochrane 212-287-7261
pcochrane@icentiviz.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.
When one company succeeds, the entire channel benefits. It’s with that sensibility in mind that we developed the DSN Supporter Program in 2022 and welcomed dozens of companies, representing billions in cumulative revenue, committed to helping this channel grow and enhance its relevancy.
Our mission is to serve, educate and edify the channel as the daily resource for breaking global news, emerging trends and powerful stories. With DSN, it’s easy for direct selling executives to stay informed, engaged and always one step ahead.
Your support helps DSN continue to provide relevant information, exposure, edification and education for companies and executives to help evolve the channel forward for the global community.
“
I appreciate DSN’s tireless work to report the news around direct selling, but also how they share the positive stories surrounding it. DSN is a reputable and powerful voice that always strives to edify the channel and highlight the direct selling companies that are doing the right things.
—JONI ROGERS-KANTE Founder & CEO, SeneGence
*For a complete list of benefits by level, visit directsellingnews.com/supporter
BY DAVID LEE
THE LIFE OF THE QR (QUICK RESPONSE) CODE has been a rollercoaster. Originally used to track vehicle parts for automotive manufacturing in the 1990s, they didn’t pop into the mainstream until the 2010s when cameraequipped mobile phones gained popularity.
QR codes found a new role in linking physical objects with online information. The mobile marketing possibilities exploded with codes added to flyers, business cards, signage, TV ads, magazines and many other forms of media. Mobile payments, event management, product information and security measures such as twofactor authentication also became practical uses.
Users could create their own custom QR codes with code generator applications. Codes linked to URLs, videos, contact details, geographic coordinates and more. Many different industries incorporated them into marketing and customer communication. The goal was to connect with customers by leveraging the on-the-go, alwaysavailable power of mobile devices.
QR CODES HAVE SEEN A
750% INCREASE IN DOWNLOADS
SINCE SPRING 2020.
Due to their odd square design with uniquely arranged dots and the fact that most cameraequipped devices required the use of a QR code reader app, widespread use faded. However, technology advancements and social changes in the last few years propelled QR codes back into the mainstream aligning with the rise of augmented and virtual reality. Phone cameras now have an innate ability to read QR codes and pull up URLs just by pointing the camera at the
QR CODES marry the physical with the digital to create an on-going and interactive experience.
code. It eliminates the need to type in long URLs. Codes are permanent as long as the encoded link still works.
These innovations have opened doors to interactive experiences and enriched the role of QR codes in connecting the physical and digital realms. Codes today are often created with branding such as a logo in the center or incorporating on-brand color schemes. Now we see them in restaurants, digital travel tickets,
BASED ON A SEPTEMBER 2020 S TATISTA SURVEY OF US AND UK CUSTOMERS ,
1/ Social Media Profiles / Connect all your social media platforms in a single QR code.
2/ Targeted Landing Pages / Product-specific landing and lead-capture pages are becoming more popular in direct sales. Use specific codes for specific pages and messages.
3/ Print Ads and Signage / Create a scavenger hunt at an event; link to a coupon for a product sample or discount; or use them for promotional handouts.
4/ Product Packaging / Link to ingredients, recipes, health tips, how-to videos or even special product messaging. Create an experience!
5/ Digital Business Cards / Physical business cards are going digital, instantly creating a phone contact including all relevant contact info.
6/ Wi-Fi Access / Allow people to automatically connect to your network in an office or at an event without typing a long password.
7/ Onsite Payments / People love options when it comes to payments. Faster payments are ideal for events. A QR code can even link to more pay options.
8/ Branded Gear / Add QR codes to shirts, water bottles, bags and other branded swag that encourages people to learn more.
9/ Product Presentations / Benefits-focused presentations or demonstrations are core to direct selling. Product marketing materials can link to presentation videos.
10/ Augment Storytelling / Videos of testimonials can be linked to product packaging, marketing materials or event signage to enhance the messaging experience.
32%
31.8%
HAD SCANNED A QR CODE WITHIN THE LAST WEEK.
HAVE SCANNED A QR CODE ON A CONSUMER PRODUCT IN THE PREVIOUS SIX MONTHS.
on digital billboards, product packaging, pay systems, movie posters, event tickets, in-store offers and so much more. They marry the physical with the digital to create an on-going and interactive experience. Pizza Hut’s Newstalgia (New + Nostalgia) augmented reality campaign featured limited-edition pizza boxes with QR codes linked to an online AR Pac-Man game.
Today, QR cards can hold up to 7,000 characters, allowing for more detailed and complex storage. According to Bitly, QR codes have seen a 750 percent increase in downloads since spring 2020. A September 2020 Statista survey of US and UK customers found that 32 percent of those surveyed had scanned a QR code within the last week, and 31.8 percent said they have scanned one on a consumer product in the previous six months. Many onsite businesses such as restaurants began incorporating the codes linking to things such as digital menus. We see them everywhere, and customers are incorporating them into their everyday lives DSN
U GMENTED REALITY (AR) AND VIRTUAL REALITY (VR) TECHNOLOGIES are transforming the way businesses engage with their customers. In the realm of video marketing, AR and VR videos have emerged as powerful tools to create immersive experiences and captivate viewers at a new level. They transport viewers into a virtual world and provide interactive and personalized experiences. These technologies are constantly in flux, so keeping up with how they are evolving business and customer interaction is key. Here are five AR/VR video marketing applications to consider leveraging.
AR/VR videos offer a unique opportunity for businesses to transport viewers into a virtual world, allowing them to experience products, services or virtual tours in a more realistic and memorable way. Businesses can go beyond traditional video content and create interactive experiences blending physical and virtual worlds.
Car manufacturers use AR/VR for virtual test drives, allowing potential buyers to explore features and putting them in the driver’s seat without ever leaving their homes. This experience fuels curiosity and offers a unique way for customers to visualize themselves interacting with the product.
NIKE’S AR sneaker campaign generated 32% more sales of the shoe model and 22% more visitors to the website during the AR experience.
Traditional video marketing often struggles to capture and retain viewers’ attention. However, AR/VR videos have the power to captivate audiences by offering a more interactive and engaging experience. Viewers are active participants rather than passive observers, resulting in increased engagement and longer interaction times. Companies can let customers try on clothing and makeup or visualize furniture in their own space. This interactivity helps customers make more informed decisions and helps reduce hesitation.
AR/VR videos provide businesses with a cutting‑edge approach to stand out from the competition and create a lasting impression on their target audience. By incorporating these technologies into their marketing strategies, brands can show they are innovative and forward thinking. AR/VR videos attract attention and generate buzz, leading to increased brand visibility and awareness.
When customers have a memorable and immersive experience with a brand, they are more likely to share it with their networks, amplifying the brand’s reach and potentially attracting new customers. A Nike’s AR sneaker campaign involving dance artists allowed customers to preview shoes. It generated 32 percent more sales of the shoe model and 22 percent more visitors to the website during the AR experience.
AR/VR technology allows businesses to deliver personalized experiences tailored to each viewer’s preferences and interests. By collecting data on viewer behavior and preferences, businesses can create customized AR/VR videos that cater to individual needs. For instance, a travel agency can use VR to offer personalized virtual tours based on a customer’s travel preferences or showcase specific destinations they are interested in. Events can be previewed by immersing yourself in the experience from a specific perspective.
Texting may seem impersonal, but it’s being used for building customer relationships with its potential for two way conversations. It’s often faster and more convenient than calls or online chats. There’s no hold time or waiting to receive a response. The overall experience matches today’s customer expectation. DSN
GENERATIONAL
ACTIONABLE INSIGHTS AND OPPORTUNITIES
FROM THE FIRST‑EVER DIRECT SELLING GENERATIONAL ENGAGEMENT STUDY.
BY HEATHER CHASTAIN
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.
IT’S IN THIS SECTION of the study that we start to see an incredibly powerful trend emerge from our younger generations (Gen Z and Younger Millennials).
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 Onboarding and Getting Started. As we shared in last month’s issue, the news surrounding all generations is that EACH generation is radically different in how they want to be prospected, talked to and approached about direct selling opportunities. We highlighted that a “One Size Fits All” approach simply doesn’t work anymore, especially when talking about the words we use in our opportunity materials; what we include (or don’t!) in our starter kits; and everything in between.
As we now move to the insights on Onboarding and Getting Started, this theme continues. If you’re following this series, you will recall that last month I promised you SHOCKING insights from this section of the study—and I meant it.
It’s in this section of the study that we start to see an incredibly powerful trend emerge from our younger generations (Gen Z and Younger Millennials). Through their responses, these generations consistently show that they are experiencing a disproportionate amount of insecurity in their ability to perform successfully. Throughout their responses, there is this underlying belief that they:
n Do not possess the skills necessary for success;
n Are looking for physical samples of the products they’re promoting;
n Crave a “trusted guide” to help them be successful.
And—as part of these shocking results—they really, really, really want these interactions to happen in person, NOT online. Now, before you fall to the floor, they do consider a 1:1 video chat as being “in person”. But still…pretty surprising!
In fact, the top three types of onboarding that would make all Americans feel most welcomed, accepted, comfortable and prepared to build their business are:
WHICH TYPE OF ONBOARDING WOULD MAKE YOU FEEL MOST WELCOMED AND PREPARED TO BUILD YOUR BUSINESS IN DIRECT SELLING? [ BY TOTAL; RANKED #1 /#2 /#3 ]
I am introduced to a mentor or trainer to help me get started I receive a welcome or starter package from the company with everything I need to learn and get started
I receive samples of the products or services so I can use them immediately
Being introduced to a mentor or “trusted guide,” followed at equal preference by receiving a physical starter pack as well as sample of the product being promoted topped the list across generations.
ACTION ITEM: The word “mentor” is a bit heavy. Everyone wants one, but younger generations don’t think they can be one. “Trusted Guide” emerged as the most compelling way to reference an “upline” or a “sponsor.” If you are focused on Gen Z or Younger Millennials—update your language.
Now, when it really gets interesting is when we probed deeper on exactly how each generation preferred to interact and work with their “trusted guides” and mentors as they were getting started. Not gonna lie… this one (as the Gen Z say) had me shook!
Completely counter to what I thought, Gen Z (52%) and Younger Millennials (51%) prefer to experience onboarding all or mostly in person significantly more than older generations.
In fact, 27 percent of Younger Millennials preferred to have their onboarding ALL in person vs. online vs. just 15 percent of Gen X.
That’s HUGE. And potentially transformative.
When we start to think through the trends that so many of us have followed of doing all onboarding training online or LMS automated systems or digital “learn-as-you-go” solutions, and then spend all our strategic offsite time trying to understand why our getting started programs aren’t as successful as we hoped they would be….well, here’s a clue as to why!
Even when you put all the generations together, we see that over 75 percent of all people want to be onboarded at least half (if not more) online.
So…what’s the action item? This one is a little more complicated, because it crosses over into your sphere of influence as a company, not your span of control. As direct selling executives, we LOVE our span of control. Because then we can be doing something. Something to put in a deck; show our bosses; present to the board.
But this action item requires you to use your influence. To encourage leaders, sponsors, guides and uplines to adopt in-person onboarding and training as their primary vehicle to success. Remember, virtual still counts as long as it is 1:1! Point to the data. But, more importantly, appeal to their heart.
The reason for this preference comes from an incredibly relatable place. A place of insecurity. How many of us can identify with feeling unsure, ill-prepared and uncertain about the path ahead? My
Just remind your field of this and encourage simple and duplicable systems to facilitate in-person, one-on-one training that recognizes each individual for where they are; what they want; and that shows them how to best get there.
Nothing particularly shocking there, right? These are things we have been talking about for decades in this industry. You should pay attention to the top one as that “confidence” thing has many applications in how we transform our businesses. However, I think the real story is in the fourth response. Very close in ranking to number three, but perhaps the most instructive for us. The highestranking motivator, after the obvious ones, was this:
Honestly, how many of us really market this opportunity as a way to make money JUST by selling? I know, I know…need to fill the leadership pipeline…drip on everyone…sell mostly as a gateway to recruiting…I’ve given the speeches!
But what I really, really want you to see is that over a third of everyone surveyed put THIS in their top three reasons that would motivate them to recruit. And, when we look at Younger Millennials, that jumps to 46 percent.
Then we started to dig into what would motivate each generation to get started in talking with others about their direct selling business. The Holy Grail, right? No need to answer, I know it’s the Holy Grail. Well, here are the top three answers on the board: 41%
That’s crazy. And scary. And powerful.
ACTION ITEM: Really, really look at how you are training and supporting onboarding messages. Support the idea that referring friends and family isn’t just the first step, but a powerful way to build a business.
WHAT WOULD MOTIVATE YOU TO GET STARTED TALKING WITH POTENTIAL CUSTOMERS ABOUT YOUR DIRECT SELLING BUSINESS? [ BY TOTAL; RANKED #1 /#2 /#3 ]
Confidence in my knowledge of the product or services
Tools to help me share the products, services and opportunities
Already personally like and use the product or services
Knowledge that I can just sell and don’t have to build a team if I don’t want to
OF AMERICANS :
WOULD WANT TO R ECEIVE SAMPLES OF THE PRODUCT IN THE STARTER KIT.
84 % 84 %
SAY IT’S IMPORTANT THAT THE STARTER KIT INCLUDE THE ACTUAL PRODUCT.
I think coverage of this topic “Onboarding and Getting Started” would be 100 percent incomplete without the mention of our insights on Starter Kits, so let me scratch that itch!
This was just as shocking as anything we have covered so far because—like many of you—I have been totally involved in all those “digital-first” initiatives and plans to move to a “digital starter kit.” Frankly, positioning this as something we believed the next generation wanted as opposed to the cost-savings initiative it really was! But, I digress.
The data is EXTREMELY clear.
Almost 90 percent of all generations say definitively that a physical starter kit with samples of the products they will be selling is essential to their success. 90 percent.
And that group that we think would prefer that digital starter kit we have been working so hard on perfecting?
87 % 89 % 51 %
OF AMERICANS WOULD RATHER HAVE A STARTER KIT THAT’S COMPLETELY DIGITAL (ONLINE INSTRUCTIONS, DIGITAL VIDEOS, Q&AS, ETC.).
SAY RECEIVING A STARTER KIT WOULD BE ESSENTIAL TO BUILDING A BUSINESS AS A DISTRIBUTOR IN DIRECT SELLING.
WOULD WANT TO RECEIVE PHYSICAL MERCHANDISE THAT REPRESENTS THE BRAND IN THE STARTER KIT (SHIRTS, HATS, WATER BOTTLES, ETC.)
Not what you thought, right?? This was so surprising to me and, frankly, super encouraging
ACTION ITEM: Eliminate digital-only starter kits, focus instead on how you can create a physical starter pack that helps instill product experience, product confidence and tangible evidence that your product is relevant and amazing!
Please look out for next month’s article where we tackle the ever-popular and all-important topic of Training. How does each generation want to be trained? What works the best? What have you double-downed on that is really the LEAST successful. All that and more in next month’s feature article! DSN
WANT TO KNOW HOW ATTRACTIVE YOUR COMPANY IS TO EACH GENERATION? Scan here to schedule your Generational Attraction Assessment today, complimentary for DSN Gold and Platinum Supporters.
With 20+ years of cross-functional experience in direct selling, Heather Chastain brings a solid understanding of sales, marketing, technology, manufacturing, operations and C-Suite challenges as well as a strong collaborative and relational style of leadership to the table. Heather has held executive roles at Shaklee, Arbonne International, Celebrating Home and BeautiControl. Heather also serves as the Strategic Advisor at DSN and is the Founder & Chief Executive Officer of Bridgehead Collective.
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Look no further than the DSN 2024 Events Calendar your exclusive pass to a world of relevant insights and practical takeaways! We’re thrilled to present a lineup proactively developed to empower, inspire and elevate your business strategies and organizational development.
As the leading global news resource for direct selling executives, we know what’s happening now, what’s happening next and what you need to be paying attention to— and we plan to deliver all that to you through an ever-expanding and evolving mix of in-person events and webinars.
2024 marks DSN’s 20th Anniversary! Join us as we celebrate monumental milestones with the biggest and best events yet. CEO FORUM DEEP DIVE
April 2, 2024 / CEO Forum Meeting (invitation-only event)
The channel’s premier mastermind group. Twice a year, a select group of direct selling’s top executives meet for an invitation-only, candid, no-holds-barred gathering where we tackle the issues, opportunities and trends shaping direct selling. No notes are taken, no cameras allowed—this is your chance to talk with candor and confidence with your peers about what’s REALLY happening in the channel.
Don’t miss an extraordinary experience as we commemorate two decades of success, learning and innovation with our biggest and best DSU ever!
DSU is the channel’s largest gathering of direct selling corporate executives, laser-focused on the entire community’s growth, well-being and future. It’s an educational masterclass-style event with a TED-style show flow held bi-annually in the US. More than 500 corporate direct-selling executives register, representing more than 150 companies.
Once a year we come together as a community for an evening to celebrate and honor the legacy of achievement and the innovators laying the foundation for a future of boundless possibilities. In 2024, we’re adding live music following the award ceremony to elevate the celebration like never before!
A free Live Stream is available of the awards portion of the evening for everyone across the globe to share in the achievements and celebration.
Access:
◆ CEO Forum (invitation-only event)
◆ DSU is free for all active direct selling corporate executives and event supplier sponsors.
◆ The Annual DSN Global Celebration: $149/per person.
*DSN Supporter companies receive a set number of complimentary tickets to the Global Celebration determined by support level. Become a Supporter and view benefits at directsellingnews.com.
◆ The Global Live Stream is free to everyone, including distributors. Streaming is available on directsellingnews.com
For more information and updates visit: DSNEvents.com
BY BETH DOUGLASS SILCOX
BOTH THE DIRECT SELLING INDUSTRY AND SELLERS —PRE SSURE WITH NO SINGULAR CAUSE, YET PRESSURE THAT LOOMED HEAVILY OVER THE GLOBAL LANDSCAPE.
Gains realized during the pandemic era started to normalize, while global inflation brought about obstacles and opportunities. Increasing competition from a widening array of income opportunities like home delivery, ride‑sharing and other gig driven employment applied increasing pressure to the direct selling channel.
Yet, the World Federation of Direct Selling Associations, celebrating its 45th anniversary with a publication called WFDSA Stats, reported, “Overall, the global retail sales landscape has demonstrated resilience and positive growth during the above mentioned period, showcasing the industry’s ability to adapt and flourish even amidst challenging circumstances.”
1 / THE AMERICAS REPORTED MOSTLY FLAT OR NEGATIVE GROWTH
While most markets, including the US held steady, Canada declined drastically. Outliers Colombia and Argentina had remarkable gains.
2 / ASIA IS A STORY OF BIG LOSSES BEING OFFSET BY BIG GAINS
The volatility and uncertainty of countries like China stood in sharp contrast to emerging markets such as Vietnam, India and Malaysia.
3 / EUROPE IS ALSO A MIXED BAG
Russia continues to be hindered by war and uncertainty with another year of large losses, but there is good news elsewhere— specifically Italy and Germany.
As has been our tradition for 13 years, Direct Selling News once again utilized the painstaking global industry statistics offered up by WFDSA to create a synopsis of the state of the global direct selling industry and list the Billion Dollar Markets. So, what does WFDSA’s global survey show for 2022? The overall global trend remains positive for the direct selling industry despite a slight dip in last year’s global sales. WFDSA cites three consecutive years of global sales growth and 2022 sales that surpassed both the pre pandemic level of $168,117 million ($168.1 billion) in 2019 and 2020 pandemic sales of $172,147 million ($172.1 billion) as evidence.
These gains and optimism hold true with or without the inclusion of China, whose turbulent industry conditions and statistical inclusion impacts global sales figures. In 2022, China continued to experience widespread lockdowns and a governmental zero COVID policy.
OVERALL, the global retail sales landscape has demonstrated resilience and positive growth during the above-mentioned period, showcasing the industry’s ability to adapt and flourish even amidst challenging circumstances.
While post pandemic pressure is easing, members of the Asia/Pacific region anticipate another challenging 12 24 months, Jeoff Mulham, President of the Australian DSA noted in WFDSA Stats.
Direct selling regional market sales across the world mirrored global economic performance in 2022. Sukanda Chunhachatrachai, head of DSA Thailand, told WFDSA Stats, “Despite a decrease in sales, many companies have responded by quickly adapting to new trends and making good use of tools like social media, digital marketing and online marketplaces.”
DSA member companies in Germany reiterated the importance of adaptability during a time of heightened global political tensions, an energy crisis and supply chain disruptions. 2022 was a time for creative thinking, and it seems Europe’s direct selling industry fared better than that region’s ecommerce, which declined by 7.5 percent, Frederic Billon, Secretary General of the French Direct Selling Association, noted.
“Per the USDSA, direct selling fared better than some sectors and not as well as other sectors resulting from numerous factors, but what is clear is that direct selling revenue remains higher than the levels reported in pre pandemic 2019. This is an important indicator of the vibrancy and resilience of the direct selling channel. Not unlike the economy in general, direct selling is still adjusting to the buying patterns and consumer expectations patterns in the post pandemic economy,” WFDSA reported.
Note: All WFDSA data have been rounded throughout.
WFDSA reports global estimated retail sales of $172.8 billion (Constant US Dollars) for 2022, a decrease of 1.5 percent under 2021.
This figure reflects the global marketplace including the volatile China market. However, it has become WFDSA practice to offer up dissected totals that eliminate the volatility of the China market. Therefore, excluding China, global estimated retail sales for 2022 were $157.3 billion. Sales between 2019 and 2022 jumped 9.4 percent with a three year compound annual growth rate (CAGR) of 3 percent for that period.
Regional sales performance in 2022 consistently lagged behind 2021. Estimated retail sales in The Americas were down 3.2 percent. Europe as a whole fell 1.1 percent, as did Africa/Middle East with a decline of 13.3 percent. South and Central America emerged as a regional bright spot experiencing growth of 2.5 percent, and Asia/Pacific kept steady up 0.2 percent.
The status of the global industry, as measured by the three year CAGR showed a decline of 1.5 percent for the 2019 2022 timeframe and follows a static growth rate in 2020.
PER THE USDSA, direct selling fared better than some sectors and not as well as other sectors resulting from numerous factors, but what is clear is that direct selling revenue remains higher than the le vels reported in pre-pandemic 2019.
Very little positional shifting took place in the largest of the Billion Dollar Markets in 2022; however, there was minimal movement in the lower rungs. Three of the top five Billion Dollar Markets struggled with the United States, China and Japan all experiencing losses. Rounding out the top five, South Korea and Germany posted growth of 7.4 and 6.6 percent, respectively. Beyond the top tier, 2022 proved a tough year for smaller Billion Dollar Markets, too. Russia, United Kingdom and Canada registered near or above 20 percent losses. Significant growth was rare, but was seen in Vietnam, Argentina, Colombia, Malaysia and India.
Of the 24 Billion Dollar Markets, the United States leads global retail sales at 23 percent of the global market, followed by South Korea, 11 percent; Germany, 10 percent; China, 9 percent; Japan, 7 percent; Malaysia, 5 percent; Brazil, 4 percent; Mexico, 3 percent; France, 3 percent; and Taiwan 3 percent. All other reporting markets comprise the remaining 22 percent of global sales.
WFDSA reports nearly five million fewer independent representatives participated in direct selling worldwide in 2022 than in 2021. All told, 114.9 million participated in 2022. But this number represents a return to pre pandemic levels after millions rushed to join the industry in 2020 and 2021. Global Sales Representative growth remains flat between 2019 and 2022. With the exclusion of China, however, slight growth of 1.1 percent was seen during this time.
The Americas—North and South/Central—reported a combined $65.2 billion in estimated retail sales in 2022. While this region experienced a fall of 3.2 percent in year over year sales, the three year CAGR held strong at 4 percent. The Americas represents 38 percent of global direct selling sales.
Seven Billion Dollar Markets are included in the North and South/Central America region. Wellness and Cosmetics run nearly even in their product category popularity at 29 and 27 percent, respectively. Household Goods and Durables remains third at 13. Nearly 29.9 million independent representatives affiliated with direct selling brands in 2022. That’s a drop of some 2.5 million people.
Regional data for the Americas reported together. However, the Americas are split here to better understand each of the distinct markets.
Scan here for the full report.
THIS COLLABORATIVE, GLOBAL DATA COLLECTION EFFORT of the World Federation of Direct Selling Associations and local direct selling associations and their member companies around the world, depicts the state of the global direct selling industry for 2022.
This is a collection of individual market data in local currency figures, which are converted into US dollars using current year constant dollar exchange rates to eliminate the impact of currency fluctuation. All statistics are based on estimated retail sales and in some instances may be restated using actual sales data as they become available. Statistics for some markets represent direct selling association member companies only and not the entire industry in that country. Other statistics are WFDSA research estimates. All statistics expire June 2024.
WFDSA Stats reported compilation of data takes more than 5,000 person hours to complete with independent third party vendor, Paul Bourquin of The Cadmus Group, responsible for direct contact between DSAs/member companies handling the data to ensure it remains completely confidential. Without strict confidential protocols, none of this work would be possible.
After two years of pandemic conditions that drove sales skyward, 2022 brought a post pandemic normalization and decline of 6 percent to North America as it posted $65.2 billion in sales with a year over year loss of 3.2 percent.
US global sales share remained at 23 percent, and the $40.5 billion in sales generated solidified its number one ranking in the world marketplace. While year over year sales dropped by 5 percent, the US CAGR is 4.8 percent.
Canada’s pandemic era sales growth of 26 percent posted in 2020 all but slipped away with 2021’s flat performance and 2022’s decline of 18.4 percent. Nearly $2.6 billion in sales posted in 2022 with a CAGR of 0.8 percent.
Cosmetics gained ground as a product category of choice, leaping from 14 percent in 2021 to 35 percent in 2022. Wellness followed closely at 34 percent and Household Goods and Durables at 18 percent.
Independent representative numbers for North America continued their decline following pandemic highs with a regional total of 15.7 million independent representatives. 14.6 million partner with companies in the United States and 1.1 million in Canada.
The South/Central America countries of Brazil, Mexico, Colombia, Peru and Argentina told a mixed story which included high end sales performance, flat lines and losses.
Argentina continues its trend of top end sales growth and posted a 58.1 percent increase. While it’s important to note the highly inflationary aspects of Argentina’s market, these increases continue to stand out and represent a country CAGR of 65.3 percent. Colombia’s growth was also notable at 7.9 percent. After Brazil experienced a sizeable downturn in sales performance in 2021, losing nearly $800 million in sales, 2022’s statistics showed flat‑line performance.
South/Central America’s estimated retail sales were up 2.5 percent over 2021 at $22.1 billion with a regional CAGR of 3.1 percent.
Individual country market statistics are: Brazil ($7.4 billion, 4 percent of global market, 0.2 percent CAGR), Mexico ($5.9 billion, 3 percent of global market, 0.8 percent CAGR), Colombia ($2.3 billion, 10.5 percent CAGR), Peru ($2.1 billion, 0.2 percent CAGR), and Argentina ($1.9 billion, 65.3 percent CAGR). Inflationary economies like Argentina typically report restated data later in the year.
Cosmetics and Personal Care products once again dominated regional sales at 57 percent, but continued trending slowly downward since 2017’s 67 percent high. Wellness ranked second at 17 percent, while Clothing and Accessories slotted third at 11 percent. Independent representative numbers declined by some 700,000 in 2022, reported at nearly 14.2 million.
A NEWCOMER to the Billion Dollar Markets list last year, Vietnam showed its strength with a fifth year of double-digit growth and ranked 21st.
More than 6.5 million independent representatives left the ranks of direct selling companies in 2022, but 67.6 million remain affiliated and sell primarily Wellness (42 percent) products. Cosmetics and Personal Care (21 percent) and Household Goods and Durables (20 percent) are also popular.
As in years past, China continues to impact Asia/ Pacific’s regional statistics due to its population size, turbulence in the direct selling marketplace and post pandemic recovery. For the fourth consecutive year, China’s estimated retail sales have fallen year over year. Down 8 percent, China posted $15.8 billion in sales in 2022, representing a compression of more than 40 percent since 2018 when the country seemed poised to overtake the number one ranking of Billion Dollar Markets. It remained fourth for the second year with a CAGR of 13.6 percent. Independent representative numbers fell slightly below 3 million.
A newcomer to the Billion Dollar Markets list last year, Vietnam showed its strength with a fifth year of double digit growth and ranked 21st. Vietnam produced estimated retail sales of $1.2 billion in 2022 and reported a CAGR of 19.3 percent.
Eleven Billion Dollar Markets are located in the Asia/Pacific region and comprise 41 percent of the global retail sales for 2022. $71.5 Billion in estimated retail sales were generated in 2022, representing an increase of 0.2 percent. While static in nature, this growth represents the first regional increase in five years, when Asia/Pacific boasted 48.7 percent of global retail sales. The region’s overall growth remains negative at 1.7 percent for 2022.
The Asia/Pacific market is enormous and intricate in nature, thus innately volatile due to cultural, environmental and governmental differences. For example, China’s continued descent contrasts sharply with significant growth in country markets like India, South Korea, Malaysia and Vietnam. Smaller emerging markets like Kazakhstan and New Zealand, not members of the Billion Dollar Markets List, are also increasing sales. In fact, Asia/ Pacific was the only regional market worldwide that experienced growth, albeit a slight 0.2 percent, in 2022.
South Korea’s 2022 sales growth led the Asia/ Pacific market at 7.4 percent and generated $18.5 billion in sales, which solidified their second ranking on the Billion Dollar Markets List. India’s growth of 5.4 percent has normalized and represents the fifth consecutive year of expansion. Malaysia came on strong generating $8.6 billion in sales, 5.6 percent year-over-year growth and a 9.8 percent CAGR. After a rebound year in 2021, Australia lost ground dropping 7.8 percent. Japan and Thailand are in decline, as are The Philippines and Indonesia. Taiwan posted flat figures in 2022.
Asia/Pacific Billion Dollar Markets data reports as follows: Australia ($1.2 billion, 1 percent CAGR), China ($15.8 billion, 9 percent global market share, 13.6 percent CAGR), India ($3.2 billion, 13.3 percent CAGR), Indonesia ($1.4 billion, 2.2 percent CAGR), Japan ($11.6 billion, 7 percent, 3.6 percent CAGR), South Korea ($18.5 billion, 11 percent, 5 percent CAGR), Malaysia ($8.6 billion, 5 percent, 9.8 percent CAGR), Philippines ($1.2 billion, 5.1 percent CAGR), Taiwan ($4.6 billion, 3 percent, 3.1 percent CAGR) and Thailand ($2.3 billion, 5.1 percent CAGR) and Vietnam ($1.2 billion, 19.3 percent CAGR).
NORTH
$43.1 BILLION
4 35% Wellness
4 14% Household Goods & Durables
4 12% Cosmetics/Personal Care
4 12% Financial Services
4 6% Utilities
4 5% Clothing & Accessories
$30 BILLION
4 15% Wellness
4 14% Home Improvement
4 13% Household Goods & Durables
4 12% Cosmetics/Personal Care
4 9% Foodstuffs/Beverages
4 9% Utilities
4 7% Home Care
4 5% Financial Services
4 5% Books/Toys/Stationery SOUTH
$22.1 BILLION
4 57% Cosmetics/Personal Care
4 17% Wellness
4 11% Household Goods & Durables
4 9% Clothing & Accessories
REST OF EUROPE
$4.6 BILLION RUSSIA
4 42% Cosmetics/Personal Care
4 37% Wellness
4 9% Household Goods & Durables
4 6% Home Care
UNITED KINGDOM
4 46% Wellness
4 40% Cosmetics/Personal Care
4 9% Clothing & Accessories
NOTE: WFDSA SALES DATA ROUNDED.
ASIA-PACIFIC $71.5 BILLION
4 42% Wellness
4 21% Cosmetics/Personal Care
4 20% Household Goods & Durables
4 6% Books/Toys/Stationery
FRANCE, GERMANY, ITALY AND POLAND comprise the EU Billion Dollar Markets and reported $30 billion in estimated retail sales for 2022, an increase of 1.8 percent.
The whole of Europe is responsible for 20 percent of global direct sales. This includes countries inside and outside the European Union. Six countries qualify as Billion Dollar Markets. Europe experienced a decline of 1.1 percent in 2022 with estimated retail sales of $34.7 billion and a regional CAGR of 1.6 percent.
2022 statistics show 12.6 million independent representatives, a drop of just over three million since 2021. Of those, 6 million reside within the European Union and 6.5 million in the Rest of Europe. By category, 18 percent of products sold in Europe are designated Wellness (15 percent, EU); Cosmetics and Personal Care (15 percent, 12 percent EU); Home Improvement (13 percent, 14 percent EU); and Household Goods/Durables (12 percent, 13 percent EU).
France, Germany, Italy and Poland comprise the EU Billion Dollar Markets and reported $30 billion in estimated retail sales for 2022, an increase of 1.8 percent. The subregion has a CAGR of 1.6 percent.
The news was good out of Germany and Italy, reporting gains in 2022. Germany led 6.6 percent year over year, posting $18 billion in estimated retail sales and establishing a CAGR of 3.1 percent. At $2.9 billion in sales, Italy’s year over year increased 3.9 percent with a CAGR of 1.2 percent.
France and Poland did not fare so well in 2022, suffering declines of 5 percent and 6.8 percent, respectively. France reported sales of nearly $4.6 billion with a CAGR of 2 percent, while Poland sales dropped to $1 billion they hang on to a positive CAGR of 2.8 percent.
/ EUROPEAN UNION & THE REST OF EUROPE /
The outlook in the Rest of Europe is a mixed bag with Russia in decline by 22.6 percent in 2022, reporting $1.7 billion in estimated retail sales and a CAGR of 7.3 percent. But despite losses of 21 percent in the United Kingdom, they brought in $1.2 billion in sales for 2022 and hold tight to a 21.2 percent CAGR thanks to back to back years of growth in the pandemic era.
Product category reporting is unreliable for the Rest of Europe as a whole; however, 42 percent of Russia’s 3.9 million independent representatives sell Cosmetics and Personal Care products, while Wellness is the focus of 37 percent. United Kingdom reports 46 percent Wellness and 40 percent Cosmetics and Personal Care. There are just over 400,000 independent representatives affiliated with direct selling companies in the UK. DSN
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.
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.”
I lead Squire’s sales tax team, keeping direct-selling companies compliant with state and local tax laws. Our industry-specific approach includes nexus determination and tackling the challenges of sales tax calculations, registrations, filings, and related issues, such as exemption certificate management. I’m an expert in multi-state sales and use tax issues.
logo
SHARA SUMNALL SALES TAX SPECIALIST
TAKING A BRAND international is a big step for any company. New markets mean new customers, expanded audiences and unique opportunities to try out products that might not be a fit for the original hometown fans. Not to mention, exposure to new cultures and ways of life can be inspirational for product development teams eager to serve the needs and wants of new demographics. Gaining ground internationally can add revenue and stockholder value and build traction abroad that can bolster the domestic team when sales at home turn stagnant. These benefits come at a steep cost, however, for brands who don’t do their homework.
“You really only get one chance to launch a market,” said Wayne Moorehead, marketing expert and host of DSN’s Direct Approach Podcast. “If you don’t launch it right, a lot of times you can’t swing back around to fix it. You have to walk away for a while and let the dust settle.”
Building a global brand name that carries an honorable reputation and a healthy balance sheet requires commitment, staying power and an understanding of the unique expectations and regulations within each country and specific region. What’s more, brands need to have an appreciation and respect for the local culture and take into account how their presence could have a positive or negative impact on the people there. That means investing in local talent who can serve as a boots‑on the ground guide for the home office, while also skillfully leading the international headquarters.
doTERRA Chief Executive Officer Cory Lindley points to the importance of having a home office leadership presence in newly planted markets to synthesize the brand’s mission and values with the needs and ideas of international satellite locations. This is a vital component to a healthy international launch. Investing in an ex pat is an expense that many companies tend to shy away from, Lindley says, but sending them to help launch the brand abroad, then supporting them when they repatriate, is a key component to doTERRA’s global expansion success.
“Now, our office back here at corporate after 15 years is full of people who have lived and worked in various markets around the world and who understand the cultural sensitivities and how to support those markets,” he said.
1 / SOUTH AMERICAN MARKETS OFFER GROWTH POTENTIAL
Several markets on the continent are thriving. Keys to success include embracing digital tools and mastering complex supply chain issues.
Due to a variety of peculiarities in France’s regulatory environment, foreign companies entering the market have distinct advantages. Travel, CBD and nail art are strong growth sectors.
Fewer regulations and a young demographic eager to learn about the opportunity are two strong positives for the region; skincare and weight loss are the top categories.
As executives consider making the leap into new international markets, Direct Selling News considered five regions—North America, South America, Africa, Asia and Europe—to assess the opportunities and challenges presented in each, taking into account the trends, dynamics and statistics provided by the 2022 World Federation of Direct Selling Associations (WFDSA) annual publication.
The United States continues to be the largest direct selling market opportunity in the world. Last year, direct selling in the US brought in sales exceeding $40 billion, an amount that represented almost two thirds (62%) of all sales in both North and South America combined and just shy of a quarter (23%) of sales worldwide.
For companies founded in the US, having a healthy customer base domestically may seem obvious, but it is an essential ingredient to an international strategy.
“You need to have a strong US presence,” Lindley said. “So many companies run international before they’ve really strengthened their home market presence. You have to be successful in your home market. doTERRA operates around the globe, but the US is still by far our largest market and twice as big as any international market for us.”
In Canada, where revenues reached $2.5 billion in 2022, the opportunity is similarly inviting and one that Direct Selling Association (DSA) Canada President Peter Maddox describes as very similar to the US.
“Canada is a consistent and strongly performing direct selling opportunity and will reward companies that prepare well and operate ethically,” Maddox explained. “As with many other markets around the world, Canadians are seeking extra income to counter the effects of high interest rates, high inflation and stagnating wages—direct selling is perfectly positioned to capitalize on this need.”
The Canadian market has a relatively high regulatory requirement, and Maddox cautions leaders to pre plan their entry and to tap into local expertise to avoid pitfalls, including the complex logistics of serving a relatively small population (40 million people) across a vast landmass.
In 2024, Maddox predicts Canadians will be eager to embrace the use of video live shopping tools and affiliate and influencer programs, but advises US companies against the temptation to copy and paste their product lines into a Canadian launch.
“Although there are similar tastes and expectations, entering Canada with the same products and marketing as those utilized in the US rarely works well,” Maddox said. “Some level of Canadian ization is recommended.”
CANADA IS a consistent and strongly performing direct selling opportunity and will reward companies that prepare well and operate ethically.
PETER MADDOX / Direct Selling Association (DSA) Canada President
As in the US and many other markets, ecommerce giants like Amazon (Mercado Livre) have provided significant competition for independent distributors in South America, resulting in flat sales for Brazil, the second largest market in the Americas.
There were standout countries, like Argentina, a region that saw a 58 percent increase in 2022 over 2021. This boost must be tempered, however, with the fact that inflation in the area was near 100 percent as well. Colombia, Peru and Argentina all saw sales exceeding $1 billion and local experts say that distributors who are willing to branch out into relying on digital tools and embrace a new way of reaching audiences will see more success than those who do not. Similarly, companies who support their distributors through smart supply chain management and on time product delivery fare far better than competitors who put this region on the back burner.
THERE WERE standout countries, like Argentina, a region that saw a 58% increase in 2022 over 2021.
For companies looking to establish or grow their presence in Europe, Jerome Freytag, a consultant for direct selling companies in Europe, says France should be the most logical next step. Although the country holds a complex regulatory environment, France’s legal ecosystem is generally favorable toward direct selling, and the DSA in France (Federation de la Vente Directe, or FVD) is a powerful resource for newcomers.
“France has the strongest DSA in the world, with 130 members,” Freytag said. “It is a great place to share best practices and learn fast. The team at FVD do a fantastic job promoting the industry.”
There are a number of peculiarities about working in the direct spelling space in France, including the requirement of a specific status called Vendeur à Domicile Indépendant, or VDI, which requires direct selling companies to be in charge of applicable tax withholdings for their independent contractors. But even this complexity has a benefit in that it is an attractive recruiting tool.
“While French direct selling companies attract a lot of distributors, they are immature on numerous aspects,” he said. “Companies from abroad will likely outperform them.”
As for what products are expected to be hot in France in 2024, Freytag says travel services, CBD infused products and nail art top the list.
The Asia Pacific region is a billion dollar market powerhouse, boasting almost half of all billion‑dollar markets in the world. Overall, this region saw estimated retail sales of $71.5 billion in 2022, of which South Korea and China make up a significant portion.
“Asia is a significant part of our business currently and will continue to be a growing part of our strategy moving forward. Asia remains one of the most robust and fastest growing regions in the world for direct selling. We plan to continue to play a big part in this growth,” shared Rod Taylor, CEO of New Image International.
These markets are not without challenges and the lingering effects of the pandemic and government‑enforced lockdowns led to eight of the region’s markets to decline last year. China, in particular, saw an eight percent decline last year, with retail sales reaching $15.8 billion.
While the continent of Africa is not home to any billion dollar markets, overall, Africa and the Middle East experienced retail sales of $1.4 billion dollars. The last few years have been difficult for the region and sales were down by 13.3 percent, but local experts believe the horizon for the region is full of opportunity.
“Direct selling is still relatively new in the African market,” said Vivian Mokome, entrepreneur, founder and global speaker in South Africa. “It is only now that people are slowly warming up to the business model. We now have numbers that show the model works, and Africans are generally aggressive when it comes to an idea that is working.”
Mokome points to Nigeria and South Africa as being particularly receptive to the direct selling opportunity, and products in the categories of skin care and weight loss are moving well. The challenge in this region has more to do with logistics, customs and shipping issues creating significant road blocks. Once established, however, these obstacles subside.
“The regulations are not as strict in comparison with Europe and America,” Mokome said. “And we have numbers here: six out of ten people are living in poverty. Young people are unemployed and looking for job opportunities. Direct selling is a real option for them.”
FRANCE HAS the strongest DSA in the world, with 130 members. It is a great place to share best practices and learn fast. The team at FVD do a fantastic job promoting the industry.
“JEROME FREYTAG / consultant for direct selling companies in Europe
WITH AI-POWERED TECHNOLOGY, executives can discern potential target audiences, key marketing strategies and product categories that might be trending in an international area.
Getting the details right can sound daunting, and while an international branch is not a project to take on lightly, there are new digital hacks that can help lower cost and risk. With AI powered technology, executives can discern potential target audiences, key marketing strategies and product categories that might be trending in an international area. One quick search in ChatGPT can generate product pitches in a brand specific voice translated for international markets or deliver information regarding regulatory laws in unfamiliar regions. For instance, a ChatGPT search asking if CBD products would sell well in South Korea returns information about stringent laws surrounding the level of THC in products; import/export regulations; and important licenses and permits necessary for distributors. In one minute, executives have crucial information about the barriers to entry for free. Add to that AI backed resources like Craiyon, a free AI image generator, and executives can create stock imagery for international markets without ever leaving the home office.
Every unique culture deserves its own customized launch, and there is no one size fits all approach or guidebook for opening up in a new market. That’s why it’s critical to make the effort beforehand to understand the nuances of a location before making the leap. And while AI can smooth that process and even make it more cost effective, there are no shortcuts for long term commitments.
“A key element for us to be able to succeed globally is that we take a long term approach,” Lindley said. “We’re not the same level of success in every market around the world, but once we enter, we’re there for the long term. I think that’s the attitude you need to take. Are you ready to stand behind this for the long term? If not, you really shouldn’t be going to that market.” DSN
A KEY ELEMENT for us to be able to succeed globally is that we take a long-term approach .
CORY LINDLEY / doTERRA Chief Executive Officer
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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 60+ 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.
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Challenging Industry Norms with Melissa Thompson, Founder and CEO of BELLAME
MELISSA’S PASSION for social entrepreneurship and 30+ years of industry experience allowed her to build a thriving community of 100,000 followers before even launching BELLAME—a five -year- old luxury brand focused on skincare and cosmetics. At BELLAME, Melissa takes a modern approach to strategic decision making and caters to today’s social entrepreneurs.
IN THIS EPISODE Melissa candidly shares how and why BELLAME is challenging industry norms and embracing digital platforms to stay ahead of the curve. Melissa also shares the behind-the -scenes story of why they merged affiliate and network marketing strategies.
Introducing the Direct Selling SHIFT Podcast with Blake Mallen
IN THIS SPECIAL EPISODE, Wayne checks in with Blake Mallen, host of DSN’s newest podcast Direct Selling SHIFT. This is DSN’s first podcast fully focused on the field. Blake shares his goals and vision for the podcast and gives an enlightening sneak peek into what’s on tap.
BLAKE AND WAYNE share their insights and experiences in a candid and interesting discussion on what distributors are looking for, how the home office can best partner with them and what the future of direct selling might be.
Unleashing the Power of AI with Blake Mallen, President of Prüvit and Podcast Host
BLAKE IS A billion-dollar brand builder, community marketing expert and President of Prüvit. With over two decades of field ownership and executive experience in the direct selling industry, Blake has an innate ability to turn ideas into iconic healthy lifestyle brands. He’s also the host and strategist of Direct Selling SHIFT podcast presented by DSN.
IN THIS EPISODE Blake shares how AI can catapult businesses to their full potential including an enlightening discussion on the two facets of AI and its economic impact as well as a candid conversation on its potential ethical dilemmas.
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!
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 Billion-Dollar Brand Builder, Community Marketing Expert & Host / Direct Selling SHIFT
DSN’S NEWEST
PODCAST— HOSTED BY BLAKE MALLEN DELIVERS INSPIRATION, EDUCATION AND PURPOSE TO THE FIELD .
THOSE WHO support me will support me anyway. Those who laugh are going to laugh anyway. So, I put myself in a place where I just did the thing. I limited that mindset of people pleasing.
After every episode, Blake will give you his key takeaways in a follow-up podcast, helping you maximize and optimize the information in practical action items you can implement right away. SHIFT Summaries drop every Monday following a guest appearance.
THIS IS the most special time to be in network marketing because all the negatives are gone. Our job is to start a conversation. You can reach out through social media, jump on a zoom and say let’s get started.
DON’T MISS AN EPISODE!
Scan the QR code or subscribe wherever you listen to podcasts. New episodes drop every Monday.
VERYTHING 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 HUGHESFirst Round knows a thing or two about turning startups into successful corporations and founders into skillful CEOs. First Round has gleaned a wealth of knowledge and shared it via First Round Review, a website committed to letting experts speak directly to the reader about their biggest business insights. Each article highlights strategies and tactics you can use to improve your company and career on topics such as self-awareness, scaling and product-market fit.
Everyone loves a good story. And while “storytelling” is a popular marketing buzzword, it also happens to be a powerful tool that can help you persuade, teach and inspire. In Unleash the Power of Storytelling, author Rob Biesenbach lays out a five-step roadmap for crafting your stories, plus six ways to ensure their relevance. It’s a “how-to” guide that will teach you scientific reasons why stories work, story structure, the role of emotion, delivery tips and much more.
FULL FOCUS
Now is the perfect time to get a jump on your goals for 2024. The Full Focus Goal Setting Course is a science-based, self-paced program designed to be completed in less than a week. With five lessons comprised of several short videos, you can do the course as you have time or in one sitting.
Using the latest research in goal achievement, this system helps you define a clear path and follow exact steps to arrive at your destination—as Full Focus states it’s “like Google Maps for your goals.”
In this entertaining and informative TEDx Talk, interpersonal intelligence expert Vanessa Van Edwards explains how we as humans are contagious. From body language and tone of voice to emotions and energy, we rub off on others— whether we realize it or not. This means we have the power to influence how we’re perceived and how others feel when they’re around us. Van Edwards uses scientific studies to illustrate why this is so and how we can make a memorable, positive impact on those around us.
“Daddy, is tomorrow Saturday?” When Sam Crowley’s young daughter asked this question, he realized she really meant, “Daddy, will you have time for me tomorrow?” Crowley quit the corporate grind to spend more time with family and pursue his passions. As an executive turned coach, speaker and author, Crowley’s biggest project has been his prolific podcast, Every Day is Saturday, which inspires listeners to have the best day ever. Since launching in 2006, it has achieved over 20 million downloads!
Rated as one of America’s Best Sales Speakers in 2023, Victor Antonio is also an author and founder of Sales Velocity Academy. He puts his experience as an international trainer to work by pumping out an impressive stream of content—most notably via his YouTube channel, which hosts educational podcasts, trainings and live streams...over 1,600, to be exact! Topics are timely and practical, such as how to close virtual meetings and how to handle being ghosted. DSN
Instead of worrying about what you cannot control, shift your energy to what you can create. —ROY T. BENNETT
WORDS TO L EAD BY:
IN RECENT YEARS, many companies in the direct sales industry have evolved to reach the expanding categories of distributors today. They aim to attract the part timers, the side hustlers and the gig economy set, offering opportunities designed for any and everyone. But could the traditional distributor approach—one that encourages full-time attention to reach unlimited opportunity—be what the industry needs? Hy Cite CEO Paulo Moledo believes that it is.
FOUNDED:
1959
HEADQUARTERS:
Middleton, WI
TOP EXECUTIVE:
Paulo Moledo, CEO
PRODUCT CATEGORY:
Cookware and Kitchenware
Hy Cite was founded in 1959 by Peter O. Johnson, Sr. and flourished as a family-owned-and-operated premier cookware business for over sixty years. Still family-owned and still flourishing, Hy Cite ushered in a new era in 2022 with the appointment of Paulo Moledo as CEO. His transition into the role was years in the making—the realization of a meticulously designed transition plan that commenced when he joined the company as Senior Vice President of Strategy in 2019
“Even though we are not a public company, we have a board of directors; we have an external board; and they felt that for the future of the company, they needed to start planning for a transition,” Paulo explained. “They looked for somebody that could come and do that very carefully with the owner of the company. We had outside help, with everything really, really detailed and carefully executed. And I believe it’s a case that could be studied by many companies on how to do a transition from a long-term CEO to a new one. My first six months, I was just learning about the business and developing a four-year strategic plan. When that plan was approved, I started taking operational responsibilities and executing that plan.
Erik Johnson was the CEO for three years out of those four but fully supporting. And I was managing the day-to-day more and more as time passed.”
Paulo’s plan was ambitious, centered on doubling the company’s size within four years—a milestone he accomplished a year ahead of schedule, in 2022. Last year, he launched a new four-year strategic plan that would support the company’s exceptional growth through new product development, stronger product marketing and enhanced customer service. Both Paulo’s original four-year plan and the plan he’s currently executing include an overarching corporate priority for Hy Cite: the employee experience.
“Our number one priority is the employees. Hands down,” Moledo shared. “We tell everybody— we tell the distributors that the employees are our number one priority. We have more than 1,600 employees today. And we believe that if they are engaged, empowered to make the right decisions, if they have the tools to do their job, they will always do the right thing for the company. We’ve invested a lot in giving employees an amazing work environment, it will drive that sense of belonging. Our engagement score among the employees last year was 92 out of 100. Our employees really enjoy working with us. We have a very high retention, and I believe that’s one of the secrets of making our company successful.”
Our number one priority is the employees. Hands down.
—PAULO MOLEDO / Hy Cite CEO
While Paulo’s leadership and strategic plans represented a new direction for Hy Cite, he’s quick to point out one critical aspect that has remained the same, something he’s proud of and committed to more than ever: Hy Cite’s dedication to the direct sales model.
“We’ve stayed the same in terms of being true to the channel,” he said. “We never play with the channel. We’re committed to direct selling as the exclusive channel for our distributors and customers. There’s no other way for a customer to get our products other than direct selling.”
Hy Cite offers high-end cookware and kitchenware exclusively through its network of 5,000 distributors operating in eight countries across North and South America. These distributors are primarily full-time business owners, as the company only recruits entrepreneurs looking for a full-time opportunity. These distributors are often family members within multi-generational businesses that are built and passed on as they grow. While many peers in the industry offer multiple entry points—affiliate sellers, part-time consultants, etc., Hy Cite focuses exclusively on the type of seller that historically made direct sales a worthwhile, lifelong opportunity. No starter kits, no recruiting bonuses and no inventory purchases. Nothing happens without a sale at Hy Cite.
“
We want to show what the potential is for an entrepreneur who wants to be part of direct selling.
—PAULO MOLEDO / Hy Cite CEO
“We stayed true to the earning opportunity above all else,” he said. “We try to recruit full-time independent distributors. We want entrepreneurs that will come and will be fully committed and dedicated to the opportunity. In order to have low churn among the distributors, you need to be committed to them, because otherwise they won’t be committed to you. We expect every single person that joins to make a meaningful income from month one. We don’t want people coming and going. We want stability. We want to grow by double digits every year. We have a retention of above 80 percent after the first year. I don’t need to recruit to grow because I have a very stable base of distributors that know how to sell.”
In August, the company introduced a new brand identity for Hy Cite. The updated colors, imagery and design choices are fresh and modern, revealing a new aesthetic for the company. Royal Prestige, the company’s product line, has long had its own unique branding, so this new brand launch is specific to Hy Cite as a corporate entity. Giving Hy Cite a new look and feel was an important step in pursuing Paulo’s larger goal of impacting the entire direct selling industry.
“We have a big dream,” he shared. “We want to influence the entire channel. We want to be visible to influence direct selling as an industry. The industry has changed over the years. It became this ocean of people coming in and leaving so quickly that they never experienced what direct selling is and is capable of offering. We want to show what the potential is for an entrepreneur who wants to be part of direct selling.”
He believes Hy Cite’s nurturing business model and meaningful earning opportunity attracts committed and loyal entrepreneurs and that this approach can serve as a model for others, making the channel stronger and even more impactful.
“Hopefully we’re going to motivate other people to double down on the channel rather than looking for alternative ways of selling,” he said. “That’s one key message that we want to put out there. We believe in the channel. We are committed where we need to work with others to promote the channel. I can see people asking, ‘Who are these guys?’ And we are ready to answer that question. We are a company that will not push inventory into the field. We are a company that will respect customers first and foremost. We are a company with a 50-year warranty on our cookware line that we honor. And— last but not least—we are a company that will treat employees above the average and that will strive to keep those employees with us long term. We are a company that believes in direct selling the way it’s meant to be.” DSN
BY CHELSEA HUGHES
EVERYONE LOVES A GOOD GLOW-UP. And as makeovers go, Zurvita’s is particularly extreme. Originally launched in 2008 to a room of 300 people, Zurvita began with service-based products. It was in 2011, when Zeal for Life was introduced, that Zurvita launched into exponential growth. Now nearly a decade later, despite management changes, a global pandemic and technology pitfalls, a new era of leadership with a united team and passionate field have prevailed and pivoted to take Zurvita on its next phase of success.
FOUNDED: 2008
HEADQUARTERS: Irving, TX
TOP EXECUTIVE:
Jay Shafer, Founder and CEO
PRODUCTS: Health and Wellness
Zurvita was founded on three founding principles. First and foremost, to build an organization that would honor and glorify God and His Son, Jesus Christ. Second, to develop a company with humble leadership. And finally, to create an environment where people could win at every level.
In 2011, Zurvita entered the health and wellness arena, with the unique proposition of Zeal for Life, a clean nutritional powdered drink featuring stabilized rice bran and gamma oryzanol. “We decided to make a significant impact on people from all walks of life by offering clean, nature-based products and life-changing opportunities, where anyone can succeed,” recalled Jay Shafer, Zurvita’s Founder and CEO.
“Zeal is an all-in-one nutritional drink mix that combines essential vitamins, superfoods, adaptogens, antioxidants and botanical extracts in one simple solution—and it gets results,” said Dr. Scott Vanlue, Chairman of Zurvita’s Scientific Advisory Board. “It’s one of the most comprehensive functional food supplements on the planet, filling inevitable gaps in your diet—like nutritional mortar for your health.”
These incredible benefits began generating incredible results. Zurvita consultants loved the product and so did their customers. And just like that, Zurvita had found a way to help people win.
We decided to make a significant impact on people from all walks of life by offering clean, nature‑based products and life ‑ changing opportunities, where anyone can succeed.
—JAY SHAFER / Founder and CEO
“
With health and wellness being an extremely crowded space. Through extensive research and clinical trials, they found product differentiation through the incredible health benefits of a surprising ingredient: stabilized rice bran. And through its proprietary and delicious formula, Zeal for Life was birthed.
“When rice bran is amended with the key functional compound gamma oryzanol, the combination offers diverse benefits and supports the body in a variety of ways,” explained Scott. “This includes overall cardiovascular health, cholesterol management, immune function, antioxidant activity, blood glucose control and weight management.
While rice bran contains over 100 balanced nutrients like oils, fibers and proteins, gamma oryzanol is a uniquely rich source of antioxidants and anti-inflammatories.”
Known as “stabilized rice bran,” the rice bran and gamma oryzanol combination is an unstoppable superfood that is the driving force behind Zeal. A peer-reviewed, published clinical trial showed that in just 28 days of drinking Zeal twice daily, 85 percent of people felt better, with a 23 percent increase in vigor and energy and improvements to overall mood. Fatigue was down 10 percent; anger was down nine percent; and anxiety was down 11 percent.
“The study showed that Zeal is an ideal foundational food, offering an impressive combination of health-boosting ingredients per serving, including 56 whole food nutritional elements and over 120 vitamins, minerals and antioxidants,” said Scott. “In fact, we tested it and noted it would take 55 pills to replace the nutritional power of one single scoop of Zeal.”
“With the success of Zeal, we made stabilized rice bran the golden thread in all our functional-food clean nutritional products; Zeal, Zundora, Zurge and our Zurvita Protein all spotlight the benefits of rice bran as a unique differentiator. Zurvita is the only company in the world that offers this unique approach to maximizing rice bran’s tremendously diverse benefits,” added Jay.
While Zeal remains the company’s flagship product, many other successful products have been added to the lineup since 2011. However, this year has been particularly busy for Zurvita, with the launch of three innovative products featuring stabilized rice bran as an essential ingredient:
n ZUNDORA is a blackberry-flavored collagen gel packed with exclusive, powerful ingredients that help restore skin to its youthful glow. The proprietary nutrient complex features Verisol hydrolyzed collagen peptides, which are clinically proven to improve the health of hair, skin and nails; reduce wrinkles; and increase skin elasticity as well as exclusive golden tomato extract, Lumenato.
n ZURGE is a proprietary coffee blend that sharpens memory and increases mental clarity with potent ingredients that support brain health. In addition to stabilized rice bran, Zurge’s exclusive blend includes CognatiQ®: a natural, patented extract which is clinically proven to increase focus while reducing brain fog. It also includes Coffeeberry Cascara, also known as the coffee superfruit. Finally, Zurge includes Lion’s Mane Mushroom, which is the only mushroom clinically shown to support nerve growth for cognitive and neurological health.
n ALL-NATURAL ADVANCED PROTEIN FORMULA contains 20 grams of isolate and concentrate whey, as well as pea protein and superfoods like stabilized rice bran. This science-backed protein formula is available in both chocolate and vanilla flavors. It accelerates metabolism to help burn calories, controls appetite to help you feel fuller longer, helps maintain healthy blood sugar levels and speeds muscle recovery after a workout.
“We’re committed to bringing our customers the most powerful ingredients and superfoods available,” said Dr. Van Lue. “Our products have built a following with those eager to share the goodness of better health. People are seeing their health restored, building healthy habits and ultimately sharing wellness with others. The testimonials and results I hear are incredible. It’s truly humbling.”
With the success of the Zeal line, we made stabilized rice bran the golden thread in all our food‑based products.
—JAY SHAFER / Founder and CEO
From the beginning, Zurvita’s founders sought to implement their core values in the field and beyond. “Our first founding principle is about honoring and glorifying God,” explained Jay. “We do that by loving on people, which is key to an incredible culture internally and through our thousands of Consultants within Zurvita. Our mission is to empower people to believe in themselves and take control of their health and happiness. “We strive to be a company of provision, for our consultants to provide for their families, put food on the table, pay their mortgage, etc. We want our customers to achieve better health—and, as we do this, we give back. That is the foundation of our Zeal for Meals initiative. Our goal is to feed one million and beyond.”
Globally, it’s estimated that 10 percent of the world’s population—about 828 million people—go to bed on an empty stomach each night. “Our goal is to provide one million meals to hungry families,” said Jay. “To reach this goal, we’ve partnered with SERV International. Through this program we donate three meals for every Zeal canister sold, and in May we added Zundora and Zurge as giveback products as well. Zeal for Meals is our effort to give back to the community—locally and globally—by fighting hunger and providing other life-giving services to those in need.”
Zeal for Meals is dedicated to bringing hope and healing to communities like Turkana, Kenya. As a pastoral community, they depend on rain to keep their livestock alive, but a five-year drought
has caused dehydration, starvation and death. “Our teams recently went to Turkana. We brought food, shelter, medical help and the word of God to the locals,” explained Jay. “We were able to give them hope. Our entire Zurvita family made it possible. Our philanthropic mission is to feed hope and spread compassion. So we are looking to expand our partnership with SERV International beyond feeding the hungry. Our field is a very kindhearted community. Every time we hit 200K meals, we will also be sponsoring a child from House of Hope in addition to the feeding the hungry.”
To date, Zurvita has provided over 900,000 meals to communities in need and is inching closer to their million-meal goal.
Having reinvented themselves, overcoming major changes and garnering some really big wins over the last decade, Zurvita’s team is proud of how far they’ve come and is driven to keep the momentum going.
“Staying faithful to our founding principles has enabled our success,” said Jay. “Zurvita continues to be a family-owned brand led by faith that aims to provide a way for others to transform lives with an easy and accessible way to better health.”
Just this last year Zurvita has expanded their product portfolio and introduced a new antioxidant collagen gel with exclusive and clinically tested ingredients in its beauty blend formula and a brain-health coffee featuring Lion’s Mane Mushroom.
The team has focused on their strategic growth pillars, and a new VIP Perks Loyalty Program was introduced at their national Convention, Zurvita Fest, this past May. It has quickly garnered incredible results, especially towards retention and reorder rates, helping the field keep happy and engaged customers.
“We are consistently driving toward positive change, so our focus will always be on loving people and impacting lives for the better,” concluded Jay. “We know we are in the relationship business. When we keep our field and our customers as top priority, together we will thrive.” DSN
Real solutions that protect you and your field.
BY TRAVIS WILSON / MOMENTUM FACTORAN UNAUTHORIZED SELLER is any third party that is not associated with your company and resells your products without your permission.
WITH THE massive increase in participation from everyday people in online marketplaces such as Amazon and Walmart, direct sellers are scrambling to prevent the unauthorized sale of their products online.
Indeed, the problem snowballs each year as more and more end-user customers search out direct sales companies’ products at the best price. Experts estimate that companies are facing billions of dollars in losses as marketplaces continue to profit handsomely from the enablement of gray market sales.
As the number of product listings and sellers become overwhelming, many direct sellers are spending a fortune in time and money trying to remove them.
UNAUTHORIZED
SELLING often takes place on Amazon, which does not discriminate between official and unofficial sellers of products.
Unauthorized sellers battle with companies for consumer dollars, and customers look for the quickest, cheapest way to get the product on their do orstep. This severely impacts a direct seller’s bottom line and—most importantly—hurts the field, as they often cannot compete with the cut-rate prices found online.
An unauthorized seller is any third party that is not associated with your company and resells your products without your permission. This could be an individual, a former distributor, a group of sellers or even an entire business. And it is easy for them to maintain some level of anonymity, at least on the consumer-facing side of online marketplaces.
The selling often takes place on Amazon, which does not discriminate between official and unofficial sellers of products. Selling on Amazon in the US does require users to meet some basic guidelines and provide information such as Tax ID and State Tax ID but does not generally prioritize filtering out unauthorized sellers. It’s somewhat of a free-for-all, which is the perfect way for these sellers to make a payday from your product.
Part of the reason these sellers are so prolific is because the asking price for the product is often marked lower than your company’s Minimum Advertised Price (MAP), which means that the “Buy Box”—the box denoting Amazon’s highestrated item in the search category—could go to the unauthorized listing.
Being that a high percentage of shoppers look for the “Buy Box” when deciding between two sellers, this is a big deal. They are usurping customers from you; lowering the price of your product; and deterring potential buyers from your official listing, while hurting the sales efforts of your field and thus your bottom line.
Secondly, the unauthorized sellers are the ones responsible for the quality of product they resell, which is often below quality standards put in place by your company. This can lead to negative reviews that result in a drop in customer loyalty, support and consumer trust.
In the end, you could experience damage to your online reputation and pricing integrity; hurt your overall business; and negatively impact your field’s ability to enroll and sell.
As a result of the shift in consumer behavior, service firms have proposed solutions. One early solution-centered legal remedy: identifying sellers; tracing product sales; and ultimately sending legal demands to discourage them from reselling the company’s products.
Another solution threatened an unauthorized seller’s bread and butter—their online store—by using Amazon’s policies against them, including intellectual property and other brand protection mechanisms, while using an escalating series of threats to press them to drop the listings.
A more recent approach that has stopped these sales centers around an attempt to “out-Amazon” Amazon itself. It is the “if-you- can’t-b eat-’emjoin-’em” approach: build an official corporate store; advertise it heavily; and get the official site ranked on Amazon so you capture most of the sales.
However, this tactic competes with the field. Every sale that happens on Amazon is one that is not happening through distributors.
The whole point of the direct sales model is to build sales volume through a distributed workforce of independent representatives. Selling online is contrary to the model itself; it is the opposite of selling through a networked direct selling workforce.
Typically, fewer than 75 percent of listings and sellers end up being removed, and just one underpriced listing will compete with your field.
FEWER THAN 75% OF LISTINGS AND SELLERS END UP BEING REMOVED, AND JUST ONE UNDERPRICED LISTING WILL COMPETE WITH YOUR FIELD.
<75%
SINCE COMPANIES
cannot trust entities such as Amazon to do so, self-advocacy is the most valuable tool.
The only way to stop the negative impact of unauthorized listings is to remove all of them. Period. Since companies cannot trust entities such as Amazon to do so, self-advocacy is the most valuable tool. Explore solutions that are tailored with the direct selling industry in mind and have a proven track record of eliminating all unauthorized sellers. Companies can then follow with legal avenues. However, cleaning up their unauthorized sales problems must take a proactive, multi-faceted approach.
1/ There will always be a small segment of customers who will buy on Amazon—the goal is to fulfill those sales without driving additional sales to Amazon.
2/ Remove all unauthorized sellers from the platform.
3/ Ensure all listings are at MAP or above (otherwise customers will buy at the lowest price).
4/ Be transparent with your field about your efforts to reduce unauthorized sales and push sales back to them.
5/ Engage experts with a proven track record of helping companies with these issues.
To assuage the frustration of distributors, companies whose strategy against unauthorized sellers competes with their field may elect to pay a portion of online sales to distributors through a bonus pool in their compensation plan—removing all unauthorized sellers and pushing sales back to distributors, where they belong. This will win the day with the field—showing distributors that the company did not “give in” to Amazon and instead fought to protect their businesses. In short, direct sales companies expend substantial resources to build brand awareness and develop quality products for distributors to sell. Unauthorized sellers can destroy a company’s field success, perception of quality and even its overall reputation. DSN
TRAVIS WILSON heads up all business development initiatives for Momentum Factor. A finance executive in the direct sales industry since 2016, Travis brings a wealth of experience to his position at the firm. His industry expertise uniquely allows him to understand specific customer needs and provide compliance solutions.
Come together with your colleagues and peers from across the channel at the Disney Yacht Club Resort, and get the tools you need to facilitate smooth sailing ahead!
Reward yourself and your key team players with a new conference experience designed to move beyond the same old stories and hype.
Get down to business with direct selling’s leading movers and shakers as you set new resolutions and establish daily rituals to chart your course for growth and innovation.
This limited attendance summit will include platinum supplier partners to enhance your knowledge and ability to share with your peers.
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Register today, get ready to push the boundaries of what you know to head toward a bright new horizon.
FOR OVER 110 YEARS, the Direct Selling Association (DSA) has been at the forefront of our industry to protect, serve and promote the effectiveness of member companies and the independent businesspeople they represent. Your membership matters, and your engagement with DSA has been paramount to the channel’s success. DSA is your Association, and our collective power is indisputable. Together, we have managed a challenging business climate. Many have reported recruiting, supply chain and shipping costs as areas of focus.
Direct selling’s $40.5 billion in retail sales during 2022—together with our 6.7 million entrepreneurs who sell on a part- or full-time basis— demonstrates how demand for direct selling products and services has continued to illustrate the channel’s strength.
DSA’s ENGAGE event and webinar series, Social Media Day, Direct Selling Compliance Professional Certification Program (DSCP-CP) and other education and networking opportunities will continue to engage the broadest range of channel leaders to sharpen our competitive edge. DSA’s 2023 Growth & Outlook Report found 2022 sales to have remained higher than the pre-pandemic revenue reported in 2019.
The Association’s work to create even stronger bonds with regulatory agencies, together with our efforts to protect independent contractors, continues to make advances in Washington, D.C. and statehouses across the nation.
• DSA-supported language has been included in legislation that funds the Federal Trade Commission (FTC). The language states
that the Commission cannot develop rules governing how direct sellers discuss income earned or require disclosure documents until certain requirements are met.
• Rep. Tim Walberg (R-MI) publicly supported legislation to define direct sellers as independent contractors, laying a solid marker for the unique status of our channel’s salesforces to be recognized.
• 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.
Because DSA members are subject to the Association’s self-regulatory requirements, they do not need to register annually with the Montana Securities Commissioner’s office. I invite non-members with questions about this annual Montana requirement to contact me at nburke@dsa.org.
2023 Active Membership Renewals will launch during the coming month, with a deadline of March 15, 2024, to pledge your company’s dues and reaffirm your commitment to DSA’s Code of Ethics. If your company is neither a member nor an applicant, we hope it will be your New Year’s resolution for 2024 to apply! DSA looks forward to continuing to work in shaping the channel’s future and continuing to fight to protect independent contractors. Please contact me directly with any questions. DSN
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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!”
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.
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.
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!
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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