December 2023 Direct Selling News

DSN

DIRECT SELLING NEWS

VOLUME 19 / ISSUE 10

DECEMBER 2023

Give Yourself the AI Edge The Potential & Pitfalls of

Artificial Intelligence GROWING FORWARD / TOP TAKEAWAYS FROM DSU OMNILIFE / A NEW GENERATION OF LEADERS ISAGENIX / TRANSFORMATION INSIDE AND OUT

Proven. Powerful. Performance.

The leader in commissions, back office and eCommerce software and services.

Email sales@exigo.com or scan to schedule a demo.

SUPPORT THE FUTURE OF THE CHANNEL. “

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.

— J O N I R O G E R S - K A NTE / FOUNDER & CEO, SENEGENCE

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.

Build a better, more sustainable future for direct selling /

BECOME A SUPPORTER TODAY. TO LEARN MORE about exclusive DSN Supporter Program Benefits and how you can become a part of the DSN family of Supporters, visit directsellingnews.com/supporter or contact support@directsellingnews.com

DSN

DIRECT SELLING NEWS

The news you need.

The name you trust.

In order to protect the integrity of the Supporter Program for all participants, DSN reserves the right to deny, suspend or discontinue Supporter benefits to any company undergoing published legal actions or regulatory disputes (including any settlements of such).

THANK YOU! Join the DSN Family of Supporters to build a better, more sustainable future for direct selling /

BECOME A SUPPORTER TODAY. TO LEARN MORE about exclusive DSN Supporter Program Benefits and how you can become a part of the DSN family of Supporters, visit directsellingnews.com/supporter or contact support@directsellingnews.com

DSN

DIRECT SELLING NEWS

The news you need.

The name you trust.

In order to protect the integrity of the Supporter Program for all participants, DSN reserves the right to deny, suspend or discontinue Supporter benefits to any company undergoing published legal actions or regulatory disputes (including any settlements of such).

C O N T E N T S D EC E M B E R

2 0 2 3

74

F E AT U R E S

Compensation in Direct Selling B Y H E AT H E R C H A S TA I N

Growing Forward B Y S A R A H PA U L K W I T H B R E T T D U N C A N

Insights from the Outside B Y L I S A R O B E R T S O N

36 54 64

SPOTLIGHTS

International Focus: OMNILIFE A New Generation of Leaders B Y J E N N Y V E T T E R

Isagenix

Transformation Inside and Out

80

B Y J E N N Y V E T T E R

74 80 DEPARTMENTS F O R YO U / F O R YO U R F I E L D /

68 Your Essential Monthly Motivation B Y C H E L S E A H U G H E S WORKING SM ART /

86 Shift from Proprietary Software to Third-Party Solutions

B Y J AC K FA R R I S

I N EV ERY ISSU E 8 AD INDEX // 11 FROM THE PUBLISHER // 13 INDUSTRY NEWS // 24 THE DSN GUIDE // 28 FORWARD THINKING // 91 DSA MESSAGE // 92 SUPPLIER DIRECTORY //

6 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

DSN

DIRECT SELLING NEWS

Serving the Direct Selling and Network Marketing Executive Since 2004 A Direct Selling Partners Company FOUNDER AND CEO

Stuart P. Johnson

CHIEF BRAND OFFICER

Shelley Rojas PUBLISHER

Patricia White S T R AT E G I C A D V I S O R

Heather Chastain EDITOR

Lisa Robertson editor@directsellingnews.com

44

NE WS EDITOR

Sarah Paulk pr@directsellingnews.com C R E AT I V E D I R E C T O R

Susan Douglass ART DIREC TORS

Greg Luther

Jenny Paredes

PRODUCTION M ANAGER

Virginia Le

PRODUCTION ARTIST

Megan Knoebel Ascencio W E B M A N A G E R A N D D I G I TA L M A R K E T I N G

Laura Coppedge

COVER STORY

COPY EDITOR

Laura Coppedge

GIVE YOURSELF THE AI EDGE

BUSINESS DEVELOPMENT M ANAGER

Jerilyn Taylor advertising@directsellingnews.com PROGR A MS AND SUBSCRIPTION M ANAGER

Nancy Ratcliff support@directsellingnews.com Contributors Heather Chastain Brett Duncan Jack Farris Chelsea Hughes David Lee

The Potential and Pitfalls of Artificial Intelligence

Blake Mallen Sarah Paulk Lisa Robertson Jenny Vetter

BY SAR AH PAULK WITH BL AKE MALLEN

Direct Selling News (ISSN 15546470) is published 10 times annually by Direct Selling Partners, 5717 Legacy Drive, Suite 250, Plano, TX 75024. Periodicals postage paid at Lake Dallas, TX and additional mailing offices.

TO ADVERTISE:

POSTMASTERS please send change of address to 5717 Legacy Drive, Suite 250, Plano, TX 75024.

T O S U B M I T E D I T O R I A L C O M M E N T:

Subscription Rate: Free to direct selling and network marketing executives; all others in USA and Canada $50.

All subscriptions must be paid in US dollars. ©2023 Direct Selling News All rights reserved. Material may not be reproduced in whole or in part in any form without written permission.

No statement in this publication is to be construed as a recommendation to buy or sell securities or to provide investment advice.

Direct Selling News 5717 Legacy Drive, Suite 250, Plano, Texas 75024 / Phone: 800-752-2030 directsellingnews.com

DSN DIRECT SELLING NEWS

advertising@directsellingnews.com editor@directsellingnews.com TO SUBMIT PRESS RELE ASES:

pr@directsellingnews.com TO SUBSCRIBE:

subscribe@directsellingnews.com DIRECT SELLING NEWS

USPS 23713 • ISSN 15546470

There is POWER in Partnership > What part of your business would benefit by bringing in a supplier to help your team be more efficient?

“

D

of our display advertisers. When contacting these

OUR PARTNERSHIP with DSN has allowed Momentum Factor to continue to solidify its place as the premier compliance monitoring and brand safety service provider in the direct selling industry.

They have also helped us offer our suite of services to new clientele in an ever-expanding direct sales space.

companies or those in our Supplier Directory

—T R AV I S W I L S O N / D i re c t o r o f B u s i n e s s

(starting on page 92), please let all of our valued

D e ve l o p m e n t, M o m e n t u m Fa c t o r

ELEGATING time-intensive business

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

For your convenience, we have compiled a list

advertisers know that you saw them in DSN.

Momentum Factor 512.690.2134 / MOMOFACTOR.COM

8 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

Exigo

214-367-9933 / EXIGO.COM INSIDE FRONT COVER

Momentum Factor 512-690-2134 / MOMOFACTOR.COM PAGE 1

Metrics Global

Squire

Nexio

Katapult

702-757-9600 / METRICSGLOBAL.COM PAGE 21

877-551-5504 / NEX.IO PAGE 23

801-225-6900 / SQUIRE.COM/NETSUITE PAGE 49

407-915-9060 / KATAPULTEVENTS.COM PAGE 53

Bridgehead Collective

Thatcher Technology Group

954-397-4855 / BRIDGEHEADCOLLECTIVE.COM PAGE 26

Direct Selling Association

Strategic Choice Partners

Jenkon

630-696-4545 / THATCHERTECH.COM PAGE 12

NOW TECH

310-428-9936 / NOW-TECH.COM PAGES 14, 43, 95

Flight Commerce

813-277-0625 / FLIGHTCOMMERCE.COM PAGE 15

i-payout

DISCOVER@I-PAYOUT.COM / I-PAYOUT.COM PAGE 19

504-252-4500 / STRATEGICCHOICEPARTNERS.COM PAGE 27

Quickbox

720-990-5642 / QUICKBOX.COM PAGE 31

202-452-8866 / DSA.ORG PAGE 90

360-256-4400 / JENKON.COM INSIDE BACK COVER

InfoTrax

801-431-4900 / INFOTRAXSYS.COM BACK COVER

Teqtank

844-605-9624 / TEQTANK.COM PAGE 33

d i r e c t s e l l i n g n e w s . c o m 9

PREMIER SUPPLIER PARTNER

2 0 2 3

THANK YOU TO OUR PREMIER SUPPLIER PARTNERS!

Our mission is to serve, educate and edify the channel with daily breaking global news, emerging trends and powerful stories, made possible through the generosity and support of our Premier Supplier Partners.

Thank you for your dedication to the direct selling channel!

THANK YOU TO OUR FALL EVENT SUPPLIER SPONSORS!

For information on how to become a Spring DSU Sponsor, email jtaylor@directsellingnews.com.

/ FROM THE PUBLISHER /

Give Yourself the AI Edge IT’S HARD TO BELIEVE DECEMBER IS HERE! This is such a busy time of year, and I hope yours is spent enjoying traditions with your friends and families!

Here at DSN we are gearing up to celebrate our 20th year—we have a lot of new and exciting things planned including more global coverage, bigger events and a few other surprises too. Thank you for being a part of our success story, and we look forward to many more years in service of this industry we all love.

Our cover story this month is an exciting—and timely—one. We take a deep dive into all things AI including tools and strategies you can immediately integrate into your business and feel an equally immediate impact from. This tech is rapidly evolving, and it’s our hope that this article inspires you to get ahead of the AI curve!

Other features this month include a comprehensive look back at key takeaways from our Fall DSU event. In addition to our summary coverage, we asked consultant Brett Duncan for his thoughts on the best insights from DSU. In yet another feature, Brett—along with Heather Chastain, Paul Adams and Wayne Moorehead—share their “insights from the outside.” As leading

channel consultants, this group sees and hears it all—they are breaking it down in the pages of DSN and on the Direct Approach podcast for all of us to enjoy.

We’re also putting two companies in the spotlight this month. International standout OMNILIFE and industry stalwart Isagenix have intriguing stories to share as both companies have gone through recent C-Level transitions. This issue also features our fifth article in the ongoing generational insights series from Heather Chastain.

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!

Have a happy and blessed holiday season and a safe and prosperous new year!

All the best,

Patricia White | Publisher | pwhite@directsellingnews.com @directsellingnews

@dsnofficial

@DSNUpdate

Follow our LinkedIn Page

Text us 1+ (214) 239-3043 d i r e c t s e l l i n g n e w s . c o m 1 1

T H A N K YO U P L AT I N U M SUPPORTERS:

ai164502465131_PM-International_4c.pdf

1

16/02/2022

16:17

PREMIER SUPPLIER PARTNER

2 0 2 3

T H A N K YO U PREMIER SUPPLIER PA R TN E R S:

ASCEND The Future is Today Ascend is a headless microservice based platform which empowers direct selling organizations with robust compensation, genealogy and incentive functionality Distributor Tools CMS

Web Hooks Event Bus

Digital Commerce

Shopify

Taxes

Big Commerce

LMS

Social Tools Compliance Email, SMS, Messenger Features

Compensation/Genealogy E-Commerce Workflow/Next Best Action Distributor Backoffice Industry-leading CMS

Payouts Mobile Apps Payments Technical Features

Cloud-based On Demand, Scaleable Microservices Webhooks

Call to learn about the future today!

866.698.3848 thatchertech.com

/ INDUSTRY NEWS /

The Month in News Affecting Our Channel 15 / Top 5 News Watch 16 / Events 18 / Insights 20 / Executive Announcements 24 / The DSN Guide

T H E U LT I M AT E P L AT FO R M FO R E M P OW E R I N G D I ST R I B U TO R S

NOW’S COMPREHENSIVE

Improve Performance with Our New, User-Friendly Learning Management System!

TRAINING AND SALES

Learn Anywhere, Anytime:

ENABLEMENT SOLUTION IS TURNING DISTRIBUTORS INTO TOP PERFORMERS!

Access training materials on-the-go with our mobile-responsive design.

Empower Distributors to learn at their own pace, from any device.

Deliver Support:

Meet your Distributors where they are.

Deliver tailored content for every stage of the journey.

Meet Compliance: Deliver courses, education, and training that keeps your field informed of regulatory requirements.

Simplify Growth:

Streamline training, manage the learning experience, while focusing on your growth goals.

Transform Performance: REVOLUTIONIZE THE DISTRIBUTOR EXPERIENCE GET A DEMO TODAY!

Increase Distributor engagement from day one, accelerate rank advancement, and turn new recruits into top performers.

NEWS W AT C H

5

TOP

HEADLINES > n DSA Applauds Neora’s

Compliance Efforts n BODi Announces Growth Game Plan

n AdvoCare Partners with Influencer

Marketing Platform LTK n Southwestern Family of Companies

Announces Publishing Realignment n USANA Reports $213 Million in Q3

Net Sales

d i r e c t s e l l i n g n e w s . c o m 1 5

/ INDUSTRY NEWS /

E V E N T S

EVENTS LifeVantage 2023 Convention Unveils Next Phase of LV360

L

IFEVANTAGE CORPORATION hosted its annual Global Convention in San Antonio, Texas, welcoming more than 2,000 consultants from around the world. The event offered recognition, product reveals and consultant trainings, as well as the debut of the next phase of its strategic transformation LV360. The new Evolve Compensation Plan will now include a Fast Track Reset Incentive to invite consultants to focus on the future, 90 days at a time, and enjoy bonuses typically only available to new consultants.

“Earlier this year we began the rollout of our LV360 transformation initiative, which also includes a new customer loyalty program, Rewards Circle; business tool enhancements; and the launches of new, innovative, scientifically-backed products, among others,” said Steve Fife, LifeVantage President and CEO. “We knew the evolution would be popular, but we never anticipated the wild success and energy surrounding this company transformation. It is palpable. We are moving into 2024 with unmatched advancements and a team whose momentum and determination appears unstoppable.”

1 6 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

DSA Brings Together Direct Sellers and Policymakers

T

HE DIRECT SELLING ASSOCIATION (DSA) hosted its annual Legal & Regulatory Seminar in Washington, D.C., bringing together policymakers and regulators, former senior government officials and legal experts for an informative discussion on data privacy, an economic analysis of compensation structures and the current legal, regulatory and compliance trends within the direct selling industry.

“Our annual Legal & Regulatory Seminar showcases the reason that DSA is located in Washington, D.C.,” said Joseph N. Mariano, DSA President and Chief Executive Officer. “Direct selling is engaged in one of the most active regulatory times in our history.

This meeting could not have come at a better time to bring together these officials with company General Counsels, compliance professionals, top law firms and industry partners.

We look forward to providing continued opportunities as these challenges are navigated over the coming years.”

QNET Celebrates 25th Anniversary

Q

NET HOSTED a double convention in Penang, Malaysia in celebration of its 25th anniversary. More than 20,000 participants from more than 20 countries attended the events, which featured product launches and demonstrations, training sessions and guest appearances from Bollywood celebrities.

“We are immensely proud of the empowering ecosystem we’ve nurtured, grounded in our core philosophy of RYTHM—Raise Yourself To Help Mankind,” said Malou Caluza, QNET CEO. “As we commemorate this significant milestone, we also cast our eyes forward to a future filled with promise and potential. With our commitment to innovation, sustainability and global community-building, QNET is poised to not only adapt but thrive in the dynamic landscape of wellness and lifestyle, offering unparalleled opportunities for entrepreneurship and personal development to individuals around the world. Here’s to the next chapter of impacting lives positively and promoting holistic wellness as we continue this remarkable journey together.”

DSA Hosts Roundtable for Women Entrepreneurs

T

HE DIRECT SELLING ASSOCIATION (DSA) Women’s Entrepreneurship Roundtable Series held a meeting with Senator Ted Budd, inviting six direct sellers from his home state of North Carolina to discuss the direct selling value proposition and how it has positively impacted their families and communities. Participants shared how the flexibility and built-in community inherent to direct selling makes it a good fit for military families.

Between them, four direct selling companies were represented.

“It was great sitting down with small business owners from across North Carolina to hear how they are positively impacting the state’s economy,” Senator Budd said. “The spirit of entrepreneurship they bring to the state where individuals can start a flexible, low-cost business that becomes an integral part of their communities is commendable. I look forward to continuing supporting policies that will facilitate their growth in the United States Senate.” DSN

d i r e c t s e l l i n g n e w s . c o m 17

/ INDUSTRY NEWS /

I N S I G H T S

INSIGHTS

For the full article, visit directsellingnews.com/ insights

Employee Happiness Depends on Good Managers

P

OOR MANAGEMENT IMPACTS every metric for success. Employees who begin to dread work because of unhealthy working conditions, unclear expectations or an unpleasant boss become unhappy employees who ultimately disengage from their work. When that happens, profitability dips and talented employees begin to look for new opportunities.

Gallup’s State of the Global Workplace: 2023 Report revealed that 23 percent of employees were engaged at work in 2022—the highest level since 2009. The flip side is that more than half (59 percent) of employees are quiet quitting, meaning they put in the minimum effort required and feel disconnected from their work.

This report also revealed a new trend: 18 percent of employees are now loud quitting. These workers are so frustrated with the expectations or culture at their workplace—a disenchantment often derived from broken trust between employee and employer—that their actions actually harm the organization.

There are a number of factors creating this employee dissatisfaction, including record-high

1 8 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

stress (44 percent), but employers who don’t make an effort to improve their workplace environment or management style may soon find themselves without staff to fulfill their operations. More than half (51 percent) of workers said they are actively seeking a new job.

According to the poll, however, most disgruntled employees know what needs to change in their workplace, and 85 percent of those changes were related to culture, pay and benefits and wellbeing.

Employees reported that they wanted management changes like more autonomy, greater respect, clarity around goals and stronger guidance.

The Gallup poll results illustrate that there are easy productivity gains for employers who are willing to make even small adjustments to their leadership style. In fact, it reported that 70 percent of team engagement is attributable to the manager.

If your company’s profitability or team morale is suffering, Gallup says there is one clear strategy: “Change the way your people are managed.” DSN

i-payout leads the global payments industry for pay ins and pay outs.

Since 2007, we have designed a customer journey for our clients and their payees to deliver customized, white-labeled, integrated solutions that go beyond our customers’ needs and expectations. Let’s journey together.

O Ins and r uts of ment P ocessing y a P

Pay In

s Intellige nc ines s e Bu

Credit Cards

Data Visualization

Debit Cards

Local Payment Methods

Pay Out

Global Payments

Customer Demographics

Future Trends

Instant Payouts

Low-Value Rails

Loyalty

Branded White Label Solutions

Multi-Currency

Modern Payment Experience

Risk Management

Tax Reporting

Customized

Online Payments

Spendback Cross Channel Global Payments

LET’S CONNECT

Fraud Tools

866-218-4668

KYC/AML

Risk Tools

Multi-Currency

discover@i-payout.com

www.i-payout.com

/ INDUSTRY NEWS /

E X E C U T I V E

A N N O U N C E M E N T S

For the full articles, visit directsellingnews.com/ announcements

EXECUTIVE ANNOUNCEMENTS

TUPPERWARE ANNOUNCES NEW CEO

NEW EXECUTIVE COMMITTEE

BRYON ELLINGTON

JUSTIN WILSON

CHIEF LEARNING OFFICER,

CHIEF REVENUE OFFICER,

Tupperware Brands Corporation announced that Laurie Ann Goldman has been named President and Chief Executive Officer, effective immediately.

Goldman succeeds Miguel Fernandez, who will no longer serve as Director of Tupperware’s Board of Directors.

Goldman brings more than three decades of leadership and brandbuilding experience as CEO of companies within and outside of the direct selling space, and is known for her ability to transform companies into category leaders.

Groupe Rocher, the parent company for Arbonne, unveiled its new operational organization. Included in this structure is a new Executive Committee whose leaders will be tasked with improving the group’s profitability; ensuring the group meets its financial commitments; and preparing for the future.

This new committee is led

by Jean-David Schwartz, the group’s CEO, and includes:

E X P R E A LT Y

R A I N I N T E R N AT I O N A L

eXp Realty announced the appointment of Bryon Ellington to the newly created role of Chief Learning Officer. Ellington brings more than two decades of experience in real estate and coaching to the role and will now be responsible for developing agent-driven training and coaching.

“Bryon’s dedication to agent success aligns perfectly with our values, and he excels at driving growth and new revenue streams,” said Glenn Sanford, eXp Realty Founder and CEO. “Under his leadership, eXp Realty will become the leading brokerage in training, with a focus on delivering the best education and resources to help our agents excel.”

Rain International has appointed Justin Wilson to the role of Chief Revenue Officer. Wilson has almost three decades of experience including growing startups into multimillion-dollar businesses.

Wilson has held a number of roles within the company, most recently as Senior Vice President of Global Sales.

“We are so excited to have Justin join our team at Rain,” said Byron Belka, Rain International Founder and CEO. “With extensive experience in both corporate and in the field, we are confident that Justin’s leadership will be instrumental in empowering individuals and communities to embrace a healthier and more fulfilling lifestyle.”

n Bris Rocher n Jeanne Renard n Laurent Delaurière n Stanislas Duthier n Vincent Taglioni n Guillaume Darrousez n Jennifer Orlando n Joffrey Chartier n Stéphanie

Marnat‑Chastenet n Matthieu Gomart n Alexandre Rubin

2 0 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

SENEGENCE

REAL PEOPLE. REAL STORIES. Joni Rogers-Kante credits her commitment to consistency, devotion to family, and abiding faith to achieving success as a business and family woman.

Joni has paved a path toward a life of abundance, and she devotes her life to empower others to find theirs, too.

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

Las Vegas

Salt Lake City

Singapore

in business and care for communities in need through its nonprofit. Not only has Joni built a rewarding global business, she is also changing lives closer to home.

Joni passionately protects rights of independent entrepreneurs in the direct selling industry and works to improve the economic lifeblood in her home state of Oklahoma.

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

Dublin

Mexico City

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

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

/ INDUSTRY NEWS /

E X E C U T I V E

A N N O U N C E M E N T S

DEVON BURKE

JULIE CABINAW

SUSAN BROWN

CLAIRE V. GROEN

VICE PRESIDENT OF

HEAD OF MARKETING,

V I C E P R E S I D E N T, H E A D

CHIEF HUMAN RESOURCE

MARKETING, RAIN

THERMOMIX

O F G LO B A L C O R P O R AT E

OFFICER, HERBALIFE

Thermomix has appointed Julie Cabinaw to the role of Head of Marketing for the US. Cabinaw brings a combination of experience in the food and beverage, direct sales, marketing and technology sectors and is known for disruptive innovations in marketing and field support.

In this new role, Cabinaw will lead marketing strategy and oversee Brand, Customer, Field, Digital Marketing and Culinary & Recipe Development departments.

C O M M U N I C AT I O N S ,

Herbalife has appointed Claire V. Groen as the company’s new Chief Human Resource Officer.

Groen has extensive C-Suite experience within the direct selling industry and almost three decades of experience in the consumer goods and professional services sectors.

In this new role, Groen will lead Herbalife’s global human resource strategy, including employee engagement and culture, talent acquisition, organization design and development, diversity and inclusion, employee relations, leadership development, employee education and training, compensation and benefits, and human resource information systems. DSN

I N T E R N AT I O N A L

Rain International announced it has named Devon Burke as the company’s new Vice President of Marketing.

Burke has more than a decade of experience working with leading direct selling companies and specializes in communication, sales campaigns, events and retention.

“Devon’s exceptional track record improving customer experience and her dedication to excellence make her the ideal choice to lead our marketing efforts,” said Byron Belka, Rain International Founder and CEO. “We are confident that her expertise will not only enhance our customer experiences but also drive our mission forward.”

2 2 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

HERBALIFE

Susan Brown has been named Vice President, Head of Global Corporate Communications for Herbalife. Brown will now oversee corporate reputation and lead the internal and external communications strategy.

Brown brings more than two decades of strategic, corporate and crisis communications experience in both domestic and international markets.

P LU G

I NTO

T HE

POWER OF CHOICE Take control of your payments strategy Orchestrate payouts to your distributors Optimize your transactions to grow your revenue Maintain flexibility in the ever-changing world of payments

Curate your custom direct sales payment strategy Nexio was purpose-built to solve the payment problems direct sellers face. Our unified platform simplifies the complexity of the payments industry and helps you design forward-thinking strategies.

Simplifying, optimizing, and scaling our business and yours.

We’re excited to announce we are consolidating brands with our parent company, Complete Merchant Solutions (CMS). Consolidating our services under the Nexio brand enables us to simplify processes and optimize the services we provide.

nex.io/power

>

/ INDUSTRY NEWS /

T H E

D S N

G U I D E

NEW IN 2023:

THE

GUIDE A C U R ATE D R E S O U RC E TO H ELP YO U FI N D

STR ATEG I C B U S I N ES S PARTN ER S S PEC IALIZI N G I N D I R EC T S ELLI N G.

T

2024 I S S U E

C ATEG O RY

J A N U A RY/ F E B R U A RY

LEGAL & TAX

MARCH

HE CHANNEL IS EVOLVING RAPIDLY—companies and executives

APRIL

COMMISSION PAYMENT SERVICES

M AY

DESTINATIONS & TRAVEL SOLUTIONS

JUNE

DISTRIBUTION, FULFILLMENT & LOGISTICS

J U LY/A U G U ST

SOFTWARE & TECHNOLOGY

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

BRANDING & SOCIAL MEDIA SOLUTIONS

S E P TE M B E R

EVENT PRODUCTION

understand the unique challenges and opportunities that come with direct selling and can help you implement your intiatives.

2 4 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

O C TO B E R

INCENTIVES & RECOGNITION

NOVEMBER

CREDIT CARD & PAYMENT SOLUTIONS

DECEMBER

CONSULTING & EXECUTIVE SEARCH

{

T H I S I S S U E’ S F E AT U R E D C AT EG O RY

}

C O N S U LT I N G F I R M S & EXECUTIVE SEARCH COMPANIES C O M PA N Y

Adams Resource Group Dallas, TX

Bridgehead Collective Celina, TX

C3 Executive Search VA & CA

Dan Jensen Consulting Vancouver, WA

Direct Sales Experts Orlando, FL

Driggs Search International South Jordan, UT

Hanna Shea Executive Search Chandler, AZ

IMPACT This Day Clearwater, FL

Strategic Choice Partners Flower Mound, TX

Think Box

Tempe, AZ

DSN

DIRECT SELLING NEWS

WEBSITE

ADDITIONAL C O N TA C T I N F O R M AT I O N

adamsresourcegroup.com

Paul Adams paul@adamsresourcegroup.com 940-465-1590

bridgeheadcollective.com

Heather Chastain linkedin.com/company/bridgehead-collective

c3executivesearch.com

---------------

danjensen-consulting.com

---------------

directsalesexperts.com

---------------

driggssearch.com

---------------

hannashea.com

---------------

impactthisday.com

---------------

strategicchoicepartners.com

Brett Duncan brett@strategicchoicepartners.com 469-955-4002

thinkboxhq.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. d i r e c t s e l l i n g n e w s . c o m 2 5

Experienced. Passionate.

Battlefield Tested.

At Bridgehead, we’re obsessed with delivering extraordinary, successful outcomes for our clients and partners. Whether we’ve been invited to support your existing team or spearhead a new initiative, our entrepreneurial spirit ensures we’ll approach your business as if it were our own.

bridgeheadcollective.com

“Fortune favors the bold.”

The future of direct selling belongs to those willing to be bold.

Is your company committed to making bold moves?

BOLD MOVES

ccessful A Roadmap for Su (and beyond) 4 2 0 2 in g in ll e S t Direc

Watch the Video.

Get the Book.

ncan Written by Brett Du Partners Strategic Choice

Reserve Your Copy at StrategicChoicePartners.com/ BoldMoves

Grab your FREE copy of the new book by Brett Duncan!

FO R WA R D

T H I N K I N G

/

D I G I TA L

S TO R Y T E L L I N G

8

Storytime Effective approaches to master the art of digital storytelling

A

BY DAVID LEE

TTRACTING ATTENTION WITH ONLINE CONTENT can be challenging, but digital storytelling continues to be one of the most effective strategies for generating a loyal customer base and strengthening field retention. Here are eight key strategies to elevate your brand narrative.

1/ CREATE A CONSISTENT

BRAND NARRATIVE Consistency is the cornerstone of successful brand building. Know your audience and understand their pain points. A cohesive brand narrative that permeates all your digital storytelling develops trust, which can be an uphill battle in direct selling. Whether it’s the tone of your content; the visual elements; or the underlying message, ensure that your brand identity remains unwavering across all platforms. Consistency leads to familiarity, and familiarity leads to trust.

2 8 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

WHETHER IT’S the

tone of your content; the visual elements; or the underlying

message, ensure that

your brand identity

remains unwavering

across all platforms.

KEY

S T R AT E G I E S

y r o t s r u l o a n o s r e p D N BRA 3/ CREATE INTERACTIVE CONTENT 2/ BE EMOTIONALLY RESONANT

People are bombarded with messages, and they’re looking for emotional connection through all the noise. Infusing emotions into your stories creates a powerful bond with your audience.

Whether it’s the joy of a customer or distributor success story; the empathy in understanding their challenges; or the inspiration drawn from your brand’s journey, emotional resonance is the secret sauce of effective storytelling. Craft narratives with relatable, real people and situations that conjure emotions, forging a deeper connection with your audience. It’s difficult for people to leave a company and brand they have formed a connection with.

The digital landscape is not a one-way street.

Encourage engagement through interactive content. Leverage polls, quizzes, surveys and other participatory storytelling formats to involve your audience in the narrative. People want to feel like they are part of building a brand they love.

Direct selling is still a relationship business, and interactive content transforms your storytelling into a conversation. Engage your audience in a dialogue; listen to their responses; and adapt your narrative based on their feedback.

d i r e c t s e l l i n g n e w s . c o m 2 9

FO R WA R D

T H I N K I N G

/

D I G I TA L

S TO R Y T E L L I N G

4/ UTILIZE MULTIPLE PLATFORMS

S I X WAYS T O REPURPOSE BLOG CONTENT

You can’t just pick one platform these days because your customer base is using several.

Be an omnichannel storyteller across various platforms, including social media, blogs, podcasts and video channels. Each platform offers unique strengths and caters to different audience preferences. A strategic mix ensures that your brand message reaches a broader audience, maximizing your impact and visibility.

Repurpose a longer YouTube video for shorter Instagram Reels or TikTok videos. Take specific points from a blog post and turn them into an Instagram carousel.

5/ LEVERAGE USER-GENERATED CONTENT 1 / CREATE A YOUTUBE

4 / CREATE A

VIDEO turning how-to

DOWNLOADABLE EBOOK

posts into visual guides

for long-form blog content

with graphic-heavy pieces.

with educational value.

2 / CREATE A SLIDESHARE

5 / EXTRACT THOUGHT

to turn your words

LEADERSHIP QUOTES

into an easy-to-

for quote graphics for

digest presentation.

image‑based social posts.

Authenticity is currency in today’s online commerce. Incorporate user-generated content into your digital storytelling by sharing customer testimonials, reviews and stories that highlight real experiences. This not only builds authenticity but also involves your audience in the narrative.

Encourage customers to share their success stories or creative uses of your products, turning them into co-creators of your brand story. This still gives you control over what is published but leverages the creativity and genuineness of your loyal customer base.

3 / CREATE AN

6 / CREATE A PODCAST

6/ SHOWCASE BEHIND-THE-SCENES

INFOGRAPHIC using

EPISODE using the blog

important stats and data

text as a script to go

to share on social media.

deeper on the topic in a conversational form.

SOURCE: HUBSPOT

3 0 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

CONTENT Peel back the curtain and take your audience behind the scenes of your company. It’s all about humanizing your brand and being vulnerable. Introduce the people who help keep everything running; showcase your company culture; and provide a glimpse into your dayto-day operations. Record a day in the life of the founder; show what all goes into preparing for the national convention; or follow a product from manufacturing to packaging to shipping.

Even show some of the mistakes along the way and how they were corrected. This transparency fosters a sense of connection and trust.

PEEL BACK the curtain and take your audience behind the scenes of your company.

It’s all about humanizing your brand and being vulnerable.

7

/ TELL STORIES ACROSS THE CUSTOMER JOURNEY The customer journey is not a One-Size-Fits-All experience. Tailor your stories to different stages of the customer journey. Craft content that attracts new customers; nurtures leads; and retains existing ones. Personalize the storytelling experience based on where your audience is in their relationship with your brand. This targeted approach enhances the relevance of your narratives and deepens the engagement at each stage. Customers feel as if you are speaking to them individually and meeting their needs where they are.

8/ MEASURE AND ADJUST

Your storytelling data is your compass. Use analytics and feedback to measure the effectiveness of your efforts. Pay attention to metrics such as engagement, click-through rates and conversion rates. Analyzing this data provides valuable insights into what works and what needs refinement. It gives you a peek into the mind of your customers, showing you what is and isn’t important to them. And sometimes, this is a big surprise. Embrace a culture of continuous improvement by iterating your storytelling strategy based on feedback and performance metrics, ensuring that your narratives evolve with the changing dynamics of your audience and the market. DSN

d i r e c t s e l l i n g n e w s . c o m 3 1

FO R WA R D

T H I N K I N G

/

P R O D U C T

S A M P L I N G

Sample This

Product sampling is now mainstream.

P

BY DAVID LEE

RODUCT SAMPLING is becoming a normal and effective way for larger manufacturers and retailers to attract and keep customers. While sampling is nothing new to the direct selling channel, it’s shifting the customer experience in mainstream commerce.

The Product Sampling Study by Arbitron and Edison Media Research reveals the impact of sampling on purchasing decisions. One third of customers make a purchase of a sampled product in the same shopping trip, and 47 percent are willing to buy a sampled product in the future. The Event Marketing Institute reveals that 81 percent of consumers approach a brand’s display for a free product, surpassing the 54 percent drawn in by a special discount. This highlights the significance of free product offerings in attracting consumer interest and increasing conversion likelihood.

As consumer behavior shifts, companies are adjusting their product sampling strategies.

Leveraging digital and at-home channels, including click-and-collect QR codes, digital kiosks, mobile apps and direct-to-consumer sites, has become pivotal for driving brand awareness. Despite a rise in online shopping, the majority still make in‑store purchases, necessitating new approaches to product sampling that encourage discovery and impulse purchases.

32 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

47%

O F CON SU M ERS A RE W I L L I NG TO BU Y A SA M PL ED PRODU CT I N THE F U TU RE.

Coca-Cola’s transition from in-store experiential sampling to inserting energy drinks into online grocery pick-up orders exemplifies an innovative strategy. Major retailers like Walmart, Kroger and Giant Eagle offer curbside sampling programs, while third-party on-demand delivery services like Instacart integrate sampling into customer orders.

Walmart has gone even further by hosting drivethrough sampling events, such as a Mother’s Day event with goody bags and QR code interactions for deeper engagement.

QR C O D ES H AV E E ME RG ED A S A F L EXI BL E TOOL FOR PRODU CT S AMPL I N G , S E RVI N G A S A N EDU CATI ON A L M EDI U M .

QR codes have emerged as a flexible tool for product sampling, serving as an educational medium. Customers can scan codes for additional information, discounts and virtual assistance.

Shelf-tag technology, tested by retailers like Native Sun and Raisin Rack, allows for touchless aisle browsing through QR codes, enriching the customer experience with content like educational videos and documents.

In the beauty industry, sampling is a major part of the decision-making process, with 50 percent of shoppers stating that complimentary samples inspire purchases. Arcade Beauty’s Abeo digital sampling platform targets qualified customers through social media ads, allowing them to select samples for direct delivery.

Direct-to-consumer channels enable companies to establish direct relationships; personalize experiences; and run their own sampling programs. Pipcorn offered the option for customers to send a free sample to a friend when purchasing directly from their website. KIND Healthy Snacks and Heinz utilize their websites to offer free samples as part of subscription sign-ups, showcasing innovative strategies to deepen customer relationships, engender goodwill and foster brand loyalty.

The evolving landscape of consumer behavior necessitates a combination of digital and in-person sampling strategies, emphasizing free product offerings to inspire purchases and build lasting connections with customers. DSN

d i r e c t s e l l i n g n e w s . c o m 3 3

Are you ready for a year of knowledge, growth and unparalleled networking opportunities?

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.

2024 marks DSN’s 20th Anniversary!

Join us as we celebrate monumental milestones with the biggest and best events yet.

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: $179/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

Scan to Register and visit DSNevents.com for updates.

April 2024

Register Today!

20th Anniversary Spring Celebration Events Irving, Texas

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.

April 3 and 4, 2024 / Two Full Days of DSU 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.

April 3, 2024 / Annual DSN Global Celebration: Dinner, Awards + Live Music 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.

G E N E R AT I O N A L I N S I G H T S

A N

E X C L U S I V E

D S N

S E R I E S

M ZX GENER ATIONAL INSIGHTS /

C O M P E N S AT I O N AC TION A B LE IN S IG HTS A N D OPP ORTU N ITIE S

D

FROM THE FIR ST‑E VER D IREC T S ELLING G ENER ATIONAL ENGAG EMENT STU DY.

BY H E AT H E R C H A S TA I N

3 6 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

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

M E E T T H E G E N E R AT I O N S

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

G E N E R AT I O N

AGE

Gen Z

18 - 26

Younger Millennials

27 - 35

Older Millennials

36 - 43

Gen X

44 - 55

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.

d i r e c t s e l l i n g n e w s . c o m 37

G E N E R AT I O N A L I N S I G H T S

A N

E X C L U S I V E

D S N

S E R I E S

OUR YOUNGEST RESPONDENTS, GEN Z (18-26), shared that the belief that they are part of a cause or movement would absolutely convince them to stay at a direct selling business after

W

the first three months.

E 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 are digging deeper into each of these categories, focusing this month on all things related to Compensation and Value Proposition.

As we shared consistently throughout this series, the news surrounding all generations is that EACH is radically different in how they want to be prospected, talked to and approached about direct selling opportunities. We have highlighted that a “One-Size-Fits-All” approach simply doesn’t work anymore, and that insight continues when it comes to compensation plans and the overall value proposition that each generation sees in direct selling.

3 8 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

Money Changes Everything

Last month highlighted the methods, channels and types of training preferred by each generation. The stand-out insight was the need for a clear, simple roadmap for success. Something that outlines the prescriptive steps to take—but not in any way taking away from the authenticity and spontaneity of a successful direct seller.

The insights we gleaned around compensation were likely the most shocking to me. I mean—really— of all the things I thought each generation could agree on, money would have been at the top of my list. How complicated is money?

The more, the better, right?

Not necessarily.

But let’s start first with what each generation does agree on. We chose to structure this part of the study around what each generation would need to feel like their experience with direct selling was “worth it.” We chose this language because it speaks both to overall satisfaction as well as a judgement on reward vs. effort, a key to retention.

The first question we asked was around what would absolutely convince them to stay at a direct selling business after the first three months. As you might expect… all generations agreed that the number one reason (by a landslide) was getting paid and receiving money in my account.

WHAT WOULD ABSOLUTELY CONVINCE YOU TO STAY AT A DIRECT SELLING BUSINESS AFTER THE FIRST THREE MONTHS? [ BY TOTAL; RANKED #1/#2/#3 ] Getting paid and receiving money in my account

55%

Seeing the product or service work in my own life

39%

Feeling like I’m getting a good sense of what it takes to build the business

35%

But what was surprising was when you start to dig into the second and third choices. That’s where the generations diverge in a practical AND philosophical way.

Lending a Helping Hand

84%

OF GEN XERS REPORTED THAT SEEING THE PRODUCT OR SERVICE WORK IN THEIR OWN LIFE WAS A CRITICAL ELEMENT TO REPRESENT A BRAND.

Our youngest respondents, Gen Z (18-26), shared that the belief that they are part of a cause or movement would absolutely convince them to stay at a direct selling business after the first three months. The vast majority of this audience listed this reason as the #2 or #3 for their loyalty.

ACTION ITEM: Let your charitable light shine. So many of us have great causes at the heart of what we do, and there are entire articles to be written about the collective impact our channel has around the world. But how much do we emphasize this to our newest representatives? Before you skim to the next paragraph after mentally checking this one off in your mind as an “of course we do”….you might want to check! d i r e c t s e l l i n g n e w s . c o m 3 9

G E N E R AT I O N A L I N S I G H T S

A N

So…what about our Gen Xers and Older Millennials? Well…they had a more practical affirmation for their #2 and #3 things that would absolutely convince them to stay….and it had to do with proof.

Eighty-four percent of Gen Xers reported that seeing the product or service work in their own life was a critical element to their ability to continue to represent a brand. That’s significant—and significantly more than their younger counterparts.

4 0 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

S E R I E S

Radical differences emerged when we asked all respondents “how much money would you have to make per month in direct selling to absolutely convince you that it’s worth it.” Me, in all my Gen X smugness, was pretty sure I knew the answer. After all, I’ve long preached that “if the number you’re talking about doesn’t have a comma in it, it’s not a big enough number.”

Well, turns out I was right…but not for everyone.

Not by a long shot.

Older generations are significantly more likely than younger generations to believe direct selling is worth it if they make $1,000 or more per month, but younger generations are significantly more likely than older generations to be convinced that direct selling is worth it if they make between $250-$499.

That’s it. Between $250-$499 is the sweet spot for them—vastly different than reflected in the older generations.

Show Me the Money

I’m talking one question—via text—sent asking for a scale of 1-10. Think what you could learn.

Those that are 6-10 are happy with the product?

You’ve just reminded them of that fact. For those who enter 1-5, think of the incredible opportunity you now have to reach out; show them how much you care; how much you believe in your product; and how important their experience is to you.

And if you’re feeling under-resourced—utilize AI tools to save some execution time.

Okay, so that’s the start of the value proposition—what would convince me to stay?

Again, while divided on the second and third choices…all generations were united in their declaration that money topped the list.

How much money? That’s where it gets REALLY interesting.

D S N

The Magic Numbers

We did a blind sample of 15 top direct selling companies last July—all of whom have donated more than $1,000,000 to causes they care about.

Only two of them shared any information with us as part of the join flow, starter kit, welcome messages, getting started, onboarding or recognition in the first 90 days. Only two. Ensure that you are promoting your cause; celebrating the successes; and showing new folks how they can easily get involved, sooner rather than later!

ACTION ITEM: Survey new representatives in the Older Millennial and Gen X category within 90 days of joining to ensure they are seeing and feeling the benefit of the product in their own lives! Sounds simple but think how powerful it is.

E X C L U S I V E

HOW MUCH MONEY MONTHLY WOULD MAKE DIRECT SELLING “WORTH IT” TO YOU? [ BY GENERATION ]

10%

13% 12% 13%

<$250

$250 to $499

31% 33% n GEN Z [18-26]

n YOUNGER MILLENNIALS [27-35]

n OLDER MILLENNIALS [36-43]

n GEN X [44-55]

Further digging into the data shows that when you talk about an income opportunity of more than $1,000 per month, especially early in the business, younger generations are more than just nonplussed…they are turned off. Their “scam-dar” goes up, and they can’t get to YouTube fast enough to search “Is insertyourcompanynamehere a scam?”

And guess what they find then? Nothing good.

Don’t look, it will just depress you.

39%

45%

ACTION ITEM: Tone all discussion of income down. Way, way down. Phrases like “supplemental income” are your friends. There is no need to give anything other than a realistic picture of what they can reasonably expect to earn in their first few months…along with, of course, a fair picture of the significant effort that they will have to put forth to achieve it.

We only have things to be proud of here, fellow direct sellers! Really. Not only is a modest discussion of income—paid only through the sales of products to end customers—the gold standard of compliance right now, it has the added benefit of being the right thing to do and the shining prize of also being EXACTLY what the next generations want to hear.

What’s in It for Me?

And make no mistake the next generations are looking for additional income opportunities no matter how big or small. Throwback stat from the first in this series: 76 percent of all Americans would like to own their own businesses in the next three years.

In fact, 83 percent of those reported they would choose direct selling if they knew they could make $500 of extra income each month. Imagine if your conversion rates were 83 percent? Your retention rates? That would be needle-moving action—and all for just being transparent, realistic and honest at every opportunity.

WOW STAT: 83 percent of Americans would get involved in direct selling if they knew they could make $500 of extra income each month.

So we’ve established that money is the primary driver—not empty promises of too much money—just a reasonable amount of income for a reasonable amount of effort. But compensation is so much more than just the calculations of overrides and commissions. We have long known the power of using cash bonuses, gifts, travel, experiences and other goodies to round out the full compensation package to ensure each of our sellers feels motivated and inspired each month.

d i r e c t s e l l i n g n e w s . c o m 41

G E N E R AT I O N A L I N S I G H T S

A N

E X C L U S I V E

D S N

S E R I E S

WHICH PERFORMANCE INCENTIVES WOULD MAKE YOU FEEL MOST VALUED AS A DISTRIBUTOR IN DIRECT SELLING? [ BY TOTAL; RANKED #1/#2/#3 ]

Cash bonuses or rewards for reaching different goals

56%

Getting to go on a trip to somewhere fun & bring a guest Tickets to events or experiences (concerts, sporting events, etc.)

37% 32%

Thank You Very Much

This study probed into exactly what types of performance incentives would make them feel most valued. The top three had a wide margin of victory over all other choices.

There is a really interesting distinction. Cash bonuses for a goal-based incentive trumped “consistent and predictable selling percentage” as a topper!

ACTION ITEMS: Take a look at the front end of your compensation plan. Is there a simple and easy way to break up your initial selling commission into a combination of flat selling percentage and cash bonuses for milestone achievement? A change here may be simpler and easier than you think and could help you tap into this timely and powerful motivator. Next, trips are increasingly table stakes.

Ensure you aren’t overlooking the value of trips and experiences if you don’t already have them in place. And if you do, make sure you are making recognition hay out of it.

Too often, our trips become like wallpaper— rarely commented on during the actual earning period. Make sure you don’t get complacent with promotion of your incentive trips (especially if the earning period is over a year) and ensure that you are keeping those Instagram-able experiences front and center with your field. Remember…it’s only a big deal if we make it a big deal.

So that covers the compensation and “what makes it worth it.” Next month we jump into all things recognition. Bored with your recognition? Most of your field leaders are, too. We’ll share what is really motivating each generation. 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.

42 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

ACCELERATE CONVERSIONS WITH POWERFUL SALES ENABLEMENT TOOLS Transform the way your Distributors engage with prospects and close deals. Our E-Commerce

Solution delivers exceptional

customer experiences and achieves unmatched sales results!

Provide your Distributors a simple way to share an offer and let a

Fully Optimized Check-Out experience seal the deal!

Convert 4X Faster than traditional methods with no need to overhaul your existing e-commerce store!

GET A DEMO

AND A FREE EVALUATION OF YOUR EXISTING CHECKOUT EXPERIENCE

C O V E R

S TO R Y

/

T H E

A I

E D G E

Give Yourself the AI Edge

4 4 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

The Potential & Pitfalls of

Artificial Intelligence

BY SARAH PAULK

d i r e c t s e l l i n g n e w s . c o m 4 5

C O V E R

S TO R Y

/

T H E

A I

E D G E

T

HERE ARE FEW INNOVATIONS that rival the potential impact of budding Artificial Intelligence (AI). In the same way the internet upended everyday communications and ultimately became the shared platform for everything from shopping to entertainment, AI is now poised to shift the traditional paradigms that leaders depend on to succeed in business.

4 6 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

THREE KEY T A K E A W AY S

1 / IT’S NEVER TOO LATE TO START

Because this technology is so new and constantly evolving, no one is an expert on all things AI. But don’t let the opportunity pass you by—find ways to incorporate it into your business.

2 / IT’S NOT A REPLACEMENT FOR MANPOWER

AI shouldn’t be seen as a way to replace employees, but it can help them be more efficient and productive. There is still the need for a strong human component within this artificial world.

3 / THE TECHNOLOGY HAS SHORTCOMINGS

M

ACHINE LEARNING AND AI improve and develop exponentially faster than any analog or human‑driven technology could, so understanding AI means leaving room for relentless advances, changes and new offerings. This is the undeniable challenge that most leaders have become accustomed to when it comes to implementing new tech. It is constantly reinventing itself. With AI, however, this evolutionary process is supercharged.

New apps, platforms and tools emerge weekly, daily, even hourly, as this trailblazing technology builds upon itself.

While the potential is exciting— the pitfalls are real. Data and security breaches are possibilities, so companies should not enter sensitive data into AI engines.

Change like this typically solicits two reactions—acceptance or rejection. While some executives see AI as jet fuel for the engine of their business that can propel them further, faster, others may see it as exciting but scary— something that is to be feared until we know how to better control it.

d i r e c t s e l l i n g n e w s . c o m 47

C O V E R

S TO R Y

/

T H E

A I

E D G E

“

AI IS REALLY PRACTICAL; ridiculously low cost; and highly effective. We’re at a time when we can give our team what feels like superpowers.

— B L A K E M A L L E N / B i l l i o n - D o l l a r B ra n d B u i l d e r a n d Ho s t o f D S N ’s D i re c t S e l l i n g S H I F T Po d ca s t

It’s Not Too Late

An argument could be made for both of these responses. But the truth is, most people are already utilizing and relying on AI without even realizing it. Siri schedules our appointments; Netflix learns whether we like rom coms or horror movies; Waze keeps us from getting lost; and our Apple Watches keep track of our steps. The forward motion of this technology is already in place. Regardless of whether leaders within the direct selling industry choose to embrace AI or not, an undeniable movement is underway. From this point on, AI will bring a competitive edge that simply can’t be replicated through traditional practices. The remaining time direct selling companies can stay relevant and competitive without AI is dwindling.

The only remaining question is how long will you wait?

4 8 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

Technology moves so quickly that it can be easy to feel behind. The good news is that the experts in this field are not lightyears ahead of everyone else.

The technology is so new and fresh that the learning curve is still solidly in place.

More than that, expertise in this field isn’t necessarily the goal. Leaders don’t need to become savants in AI and its many iterations. They simply need to adopt a few simple ways to wield it and let the technology do the work for them. There is no need to know the nuts and bolts behind every platform.

There is growing concern that implementing AI will eliminate jobs and downsize employment opportunities. But Blake Mallen, Billion-Dollar Brand Builder and Host of DSN’s Direct Selling SHIFT Podcast, believes that instead of replacing humans, AI is a toolbox that can be used instead to inspire and equip the team members already in place in a way that amplifies their natural gifts while minimizing the impact of tedious tasks that slow down progress.

“AI is really practical; ridiculously low cost; and highly effective,” Mallen said. “We’re at a time when we can give our team what feels like superpowers.”

Get a sales tax expert on your team

SHARA SUMNALL SALES TAX SPECIALIST

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

What AI Can (and Can’t) Do Typically, when new technology breaks onto the scene, companies need a dedicated staff member who can gain expertise in that field, and then bring accommodations to the organization in a way that makes sense for the business as a whole. With this next generation of AI, that learning gap has USAGE OF TAGLINED been eliminated.

LOGOS “Now there’s no-code tools,” shared Brandon The tagline "AUDIT.TAX.ADVISORY" only accompanies the logo in White, AI expert and File Finder Founder and CEO. circumstances where context requires clarification about what Squire can do “That means they haveforwritten an interface that you current and potential customers can interact with on top(theofaudience). the actual technology, For example, and itsuse AI and what that allows you to do Squire.com is basically subsequent web pages feature the onetagline version (HIGHER tools like you would a browser or a word processor.”

PERSPECTIVE ONLY) of the Squire logo because the subpage content throughout the site provides adequate context to visitors.

On the other hand, if the team attends a national financial trade show where Squire should differentiate itself from a neighboring financial software company, then trade show banners need to include the tagline, “Audit-TaxAdvisory.”

Treat the secondary tagline like it’s part

exemption certificate management.

I’m an expert in multi-state sales and use tax issues.

LEARN MORE

One-tagline version of full color logo

Secondary-tagline version of full color logo

SQUIRE.COM ( 801 ) 225-6900

AUDIT · TAX · ADVISORY

One-tagline version of white logo 2022_DSN_Shara_QuoteAd.indd 1

d i r e c t s e l l i n g n e w s . c o m 4 9 3/7/22 3:48 PM

C O V E R

S TO R Y

/

T H E

A I

E D G E

“

DON’T TRY TO TAKE AI and stick it in your business.

Figure out where your problems are today, and then see if AI can fix those.

— B R A N D O N W H I T E / A I e x p e r t a n d Fo u n d e r & C EO, F i l e F i n d e r

This user-friendly format doesn’t mean that AI doesn’t require supervision. ChatGPT, for instance, is a language model that pulls from pre-existing information online to provide responses. That can be incredibly resourceful—as long as it’s building answers based on correct information, rather than corrupt sources. There is still the need for a strong human component within this artificial world.

For now, AI particularly shines when it comes to customer service, data analytics and work flow automation, but the niche is rapidly evolving. New companies and platforms are popping up every single day that are utilizing the power of GPT-4 to pre-write prompts for users that will provide the results they are looking for.

All of these AI tools can save time, meet a tailored set of needs and deliver output far beyond the norm for capacity—as long as leaders lean into strategy first before rushing into total AI adoption.

“Identify the problems in your business first,” White said. “Don’t try to take AI and stick it in your business. Figure out where your problems are today, and then see if AI can fix those.”

5 0 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

There's an AI for That BLAKE MALLEN RECOMMENDS

8 A I TO O L S T H AT TA K E T H E H E A V Y L I F T I N G O U T O F E V E R Y D AY B U S I N E S S TA S K S .

n Otter.ai Zoom and Meeting Note Taker Voice-to-text transcription software that uses AI to turn voice conversations into searchable and shareable notes.

TRY IT > Keep track of meetings without writing a word, then receive an actionable to-do list that can be sent to attendees. Take a picture of a whiteboard or presentation slide at an event during a recording, and it will insert it in line with the postmeeting transcript.

n ChatGPT Content Creation and Automation AI language model that generates content that mimics human-like text responses.

TRY IT > Reply to customer questions across social media; convert customers with generated emails that increase click-through rates; develop personalized training materials and scripts; and enhance customer service with a 24/7 customer support messaging platform.

n Manychat Chat Marketing Drive sales even while on autopilot.

n HeyGen Video Creation Create videos using a library of AI avatars that support lip-syncing in more than 20 languages.

TRY IT > Unleash a custom avatar complete with cloned voices; create a talking photo using only a portrait and text; produce studio-quality voiceovers.

n Metricool Social Media Simplified Automate social media plans based on measurable analytics.

TRY IT > Identify and analyze social metrics; streamline posting across all social platforms; enable content planning; monitor what content is getting the most traction; and manage ads.

n ViralFindr Content and Competitor Research Platform Find the best-performing content, viral posts and top influencers online.

TRY IT > Research high-performing content, study trends, determine what content works and generate content ideas.

TRY IT > Capture interested leads; drive sales and conversations online; automatically add customer contact info to a company database; engage with and attract customers.

n Tango How-To Guide Creator Automatically document processes into a step-by-step interactive walkthrough.

TRY IT > Document and create step-by-step tutorials, then share with a link or export by pdf.

n Gamma Flawless Presentations Fast A fresh take on slide presentation preparation with user-friendly design.

TRY IT > Create dynamic and visually appealing presentations without having to focus on formatting; utilize nested cards, publishing and analytics to engage with the audience; and add embedded GIFs, videos, charts and websites to documents, slide decks and webpages.

d i r e c t s e l l i n g n e w s . c o m 5 1

C O V E R

S TO R Y

/

T H E

A I

E D G E

“

WE BELIEVE THAT AI can be used in the metaverse to increase productivity and cultivate creativity.

— G L E N N S A N F O R D / Fo u n d e r & C EO, e X p Re a l t y

AI Success Stories eXp Realty Founder and CEO Glenn Sanford was one of the first executives within the direct selling industry to leverage the power of AI, describing his strategy approach as being “obsessed with the future to improve the present.” From the company’s virtual eXp World, which gives agents and employees their own avatars that can interact and attend meetings in a virtual campus, to its latest model, Luna, which leverages GPT-4 to assist agents with daily tasks; provide 24/7 tech support; and create brand compliant content generation, eXp is heavily focused on how AI can be used to free up agents’ time to focus on the most critical tasks in their businesses.

“Luna is just our first step toward using AI to empower agents,” Sanford said. “We believe that AI can be used in the metaverse to increase productivity and cultivate creativity. Looking forward, we have AI tools coming out in Frame for meeting summaries, surfacing relevant content during conversations and even improving accessibility for hearing- and sight-impaired users.”

High-performing entrepreneurs looking for their next venture already know the power of AI. Companies looking to attract these momentum builders embrace the robotic prowess of AI that allows users to scale quicker than would be possible without the propulsion of this technology to support them. There seems to be no limit to the potential and possibilities that AI presents the business world, but White wants leaders to remain optimistically aware of the pitfalls and shortcomings this technology presents.

52 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

“A word of caution,” White explained.

“Unless you are running your own AI large‑language model internally, be careful about putting your data into the AI system.

The back end to these tools is ChatGPT, and if you read the fine print, it is sending that data back into their engine, which means your competitors can use that information. So, you do want to be careful. If there’s sensitive information, you do not want to put it into these engines.” DSN

production / management / design / creative / incentives

Katapult Events truly understands the significance of every single element within your event. Crafting experiences that resonate, we ensure that each moment is transformed into something extraordinary. Your show, our expertise – together, we make every moment matter.

+

visit us at: katapultevents.com

we are your event partner

F E AT U R E

/

D S U

5 4 D I R E C T S E L L I N G N E W S |

FA L L

R EC A P

DECEMBER 2023

DSU 2023 /

G ROW I N G FO RWA R D T W O D AY S O F M ASTERCL ASS INSIGHTS, NET WORKING AND MORE

BY SARAH PAULK

d i r e c t s e l l i n g n e w s . c o m 5 5

F E AT U R E

/

D S U

FA L L

R EC A P

“

FOUNDERS AND LEADERS have to be willing to experiment, to change, to try new things in order to remain relevant and prepared for the future. DSU gives us all a chance to be a student and to learn.

— S T U A R T J O H N S O N / C EO o f D i re c t S e l l i n g Pa r t n e r s , D S N a n d N OW Te c h

D \

GARRETT MCGRATH / President, ANMP

IRECT SELLING

EXECUTIVES FROM ALL OVER THE WORLD gathered in Irving, Texas to learn from two days’ worth of keynotes, case studies and actionable insights delivered by 35 presenters and enjoyed networking and connecting with C-Suite leaders from the industry’s top powerhouse brands at the fall Direct Selling University 2023 event.

In addition to individual presentations from leading executives, the event featured a number of expert panel discussions that focused on practical strategies for service‑based companies; visioncasting from industry legends; a behind-the-scenes guide to designing a successful affiliate program; and how to respectfully engage the massive market potential found within the Hispanic and Latinx population.

“The direct selling channel changed my life when I was introduced to it at age 15,” said Stuart Johnson, CEO of Direct Selling Partners, DSN and NOW Tech. “I love this channel. I want to see us grow and prosper, and I am optimistic about where we’re going. Founders and leaders have to be willing to experiment, to change, to try new things in order to remain relevant and prepared for the future. DSU gives us all a chance to be a student and to learn.”

5 6 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

THE NEXT LEADING EDGE Neora’s landmark victory against the Federal Trade Commission—announced just days before the event— was one of this year’s highlights. Deborah K. Heisz, Co-CEO, and Jeff Olson, Founder and CEO, spoke from the stage about the importance of the ruling as well as the long-term impact it will have not only for their company, but for all direct selling companies.

“I cannot tell you how excited I am that our ruling, our victory, came out right before this event so we could share it with the DSU audience,” Heisz said. “It was a privilege—believe it or not—to be part of the fight, because I believe in this industry, in our independent brand partners, and in the entrepreneurial opportunity. I know that millions of people’s lives would have been impacted negatively had we lost.”

The event also offered a deep dive into hot topics including the use of Artificial Intelligence, or AI. Billion‑dollar Brand Builder Blake Mallen, host of DSN’s The Direct Selling SHIFT podcast, and Brandon White, File Finder Founder and CEO, led a workshop

From left: PAULO MOLEDO / CEO & President, Hy Cite JUDITH SANCHEZ LOPEZ / General Manager Latin American, PM-International BRIAN GILL / CMO, 4Life LYNNE COTÉ / President & CEO, Princess House HEATHER CHASTAIN / Founder & CEO, Bridgehead Collective MADISON MALLARDI / Co-Founder & CEO, LimeLife by Alcone

that gave a glimpse into the potential for how AI can be used to amplify efficiency and productivity.

Their informative class showed how rapidly the AI landscape is changing and improving—and why direct selling executives need to be on the leading edge of this radical shift.

Together in forums, presentations and face-toface conversations, executives and experts shared their unique experiences and insights to help raise the bar for the industry as a whole.

“I can’t think of another industry where executives share their strategies, best practices, challenges and opportunities with so much candor and transparency to help and benefit the entire channel,” Johnson said.

}Armand Puyolt, Vida Divina CEO and President, shared his simple approach to help people learn to sell and how leaders can leverage that skill to build a multinational presence. }Blake Mallen, Billion-Dollar Brand Builder and Host of DSN’s Direct Selling SHIFT podcast, detailed AI’s potential to give companies an innovative advantage and invited leaders to listen to the SHIFT podcast where he spotlights field leaders who are not only living out the channel’s opportunity, but helping others do the same. }Brandon White, File Finder Founder and CEO, shared his expert perspective on where AI is headed and the thousands of new iterations that can make leading and growing a company more efficient and effective.

d i r e c t s e l l i n g n e w s . c o m 57

F E AT U R E

/

D S U

FA L L

R EC A P

“

I CAN’T THINK of another industry where executives share their strategies, best practices, challenges and opportunities with so much candor and transparency to help and benefit the entire channel.

— S T U A R T J O H N S O N / C EO o f D i re c t S e l l i n g Pa r t n e r s , D S N a n d N OW Te c h

BRANDON WHITE / Founder & CEO, File Finder

JEFF OLSON / Founder & CEO, Neora

}Brian Gill, 4Life Chief Marketing Officer, offered four ways 4Life is reaching the Hispanic community and how US-based companies can adjust their platforms and approaches to better meet this demographic’s needs. }David Brown, ACTIVZ Chairman & CEO, told the ACTIVZ story, explaining the purpose behind their products and how they found success within the Latinx market. }Deborah K. Heisz, Neora Co-CEO, recounted Neora’s recent victory against the Federal Trade Commission and detailed how their robust compliance efforts and commitment to following regulations kept them on the right side of the law.

5 8 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

}Graeme Clegg, New Image International’s Executive Chairman, told the story of how he developed the New Image product line to save his own life and how science-backed products are the key to proactive healthcare. }Hanieh Sigiri, Qyral Founder and CEO, dared attendees to fearlessly experiment to find hidden potential and innovation that could help their companies grow. }Heather Chastain, Bridgehead Collective Founder and CEO, detailed the results of her cross-generational research that serves as a direct selling roadmap for how to reach customers and distributors of every age.

From left: HEATHER CHASTAIN / Founder & CEO, Bridgehead Collective GORDON HESTER / Chief Sales Officer of the Americas, PM-International GRAEME CLEGG / Executive Chairman, New Image International DAVID BROWN / Chairman & CEO, ACTIVZ NANCY BOGART / Founder & CEO, Jordan Essentials VIVIAN MOKOME / Founder & CEO, Vivian Mokome Projects

}Jeff Olson, Neora Founder and CEO, offered a behind-the-scenes look at the David-andGoliath-sized battle Neora recently won against the Federal Trade Commission. }Jenn Ashby, Savvi Co-Founder, defined the critical importance of community in network marketing and how to design a win-win culture of communal alignment between leaders and field representatives. }John Alcala, It Works! CEO, shared his three field-centric leadership pillars: simplicity breeds success; culture is the glue uniting distributors and corporate executives; and effective communication leaves room for listening. }Judith Sanchez Lopez, PM-International General Manager Latin America, delivered insight into the $3 trillion Hispanic and Latinx market opportunity.

}Madison Mallardi, LimeLife by Alcone Co-Founder & CEO, highlighted the importance of a well-planned succession strategy and how preparing the field for change is crucial to orchestrate seasons of seamless transitions. }Nancy Bogart, Jordan Essentials Founder and CEO, encouraged attendees to recognize when their teams are operating in high stress and how setting boundaries and taking ownership can help executives lead well through adversity. }Paulo Moledo, Hy Cite CEO and President, affirmed the company’s singular commitment to the direct selling model and the growth they have experienced because of their dedication. }Roger Morgan, pawTree Founder and CEO, shared case studies of how his company has learned to fail fast in order to find quality solutions that deliver results. }Shelley Rojas, DSN’s Chief Brand Officer, shared exciting insights on what’s next for the brand as it gears up for its 20-year anniversary celebration and new plans for even bigger (and better) events going forward.

d i r e c t s e l l i n g n e w s . c o m 5 9

F E AT U R E

/

D S U

SUPPORTER COMPANY

FA L L

R EC A P

JONI ROGERS-KANTE / Founder & CEO, SeneGence

BENEFIT!

Supporter Company employees can access DSU content at directsellinguniversity.com

}Vivian Mokome, Founder and CEO of Vivian Mokome Projects, cast vision for the market opportunities to be found in Africa and emphasized the importance of accountability for network marketing companies who choose to launch there. }Stuart Johnson and Heather Chastain hosted a panel discussion among Nancy

Bogart, David Brown, Graeme Clegg and Gordon Hester, PM-International Chief Sales Officer of the Americas, to share their proven growth strategies—including developing a revenue-focused mindset; building a nimble infrastructure; fostering loyalty; hiring the right people; and taking ownership of manufacturing and research and development.

}Blake Mallen and Brandon White offered a peek behind the curtain at the potential and possibilities available through the ever-evolving tools and techniques presented by AI in their masterclass workshop. }Stuart Johnson held a panel discussion with legendary industry leaders Joni Rogers‑Kante, SeneGence Founder and CEO, Kevin Guest, USANA Executive Chairman and Marc Ashley, Market America Worldwide | SHOP.com President and COO, who offered their collective experiences navigating the many evolutions the channel has and is experiencing, including omnichannel and affiliate options; the progression of compensation plans; and communication and management strategies to better connect with field leaders.

6 0 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

}Heather Chastain led a panel discussion with Lynne Coté, Princess House President and CEO, Brian Gill, Paulo Moledo and Judith Sanchez Lopez, who shared growth drivers within the Hispanic and Latinx market, including designing faster bonuses; tailoring product offerings to focus on fragrance and color; appointing Hispanic or Latinx leaders to the company’s executive and communications teams; and customizing communications to be written by Spanish-speaking content creators. }Wayne Moorehead, Marketing, Brand Strategy and Direct-to-Consumer Industry Expert and Host of DSN’s Direct Approach Podcast, hosted a panel discussion with Al Bala, Mannatech CEO, Jesi Conder, ALIGN Co-Founder and CEO, Roger Morgan and Melissa Thompson, BELLAME Founder and CEO, to discuss how an effective affiliate program can help companies remain relevant to the next generation of social entrepreneurs; deliver another tool for reaching new audiences; and offer compensation options for those who want to focus solely on selling. }Stuart Johnson led an on-stage discussion with Angela Loehr Chrysler, ACN Chief Development Officer, Leo Pareja, eXp Realty Chief Strategy Officer, Eric Reisdorf, Ambit Chief Development Officer and Anthony Varvaro, inGroup COO & CFO, to discuss how their service-based companies found momentum during the pandemic era and the strategies they are using now to propel them toward the future. DSN

7

N OT E F R O M T H E E D I TO R I A L S TA F F

We’re excited to include these insights from industry expert Brett Duncan. Look for more content from Brett in the coming months on the pages of DSN.

TOP

TA K E A W AY S FOR E XECUTIVES

F R O M D S U FA L L 2 0 2 3

BY BRETT DUNCAN

A

S ALWAYS, DSU WAS JAM-PACKED WITH AMAZING CONTENT FROM

AMAZING SPEAKERS. My notebook was crammed with all kinds of great ideas, helpful stats and interesting

approaches worth considering for my own business. I learned something new from every single presenter.

But how do you turn all of that learning into action? The key is to pin down a handful of revelations that rose to the top, and then do something with them! In an effort to help us all take action, whether you were there or not, here are the next steps I would encourage any executive to take, inspired by Fall DSU 2023. >

d i r e c t s e l l i n g n e w s . c o m 6 1

F E AT U R E

/

D S U

FA L L

R EC A P

JOHN ALCALA / CEO, It Works!

1 / Get Serious About the

Hispanic Market

The most blatantly clear takeaway from DSU was a lot of companies growing in the US have one thing in common: a commitment to the Hispanic market. This was a key point in about four different presentations. Whether you decide to target the Hispanic market or not, every executive needs to be intentional about how you’re thinking about this market, both globally and especially in the US.

2 / Simplify until It Hurts

John Alcala, CEO of It Works!, reminded us of just how much distributors have on their plates…and that’s before we add all of our stuff (promotions, incentives, announcements, launches…) to the mix!

We all talk about simplifying our business, but do we really do it? To experience the kind of simplicity that actually prompts growth and duplication, you’ve got to shed some of the secondary “stuff” that only gets in the way for the average distributor. Go find it and do something about it.

3 / Experiment, Learn and Adapt

pawTree Founder and CEO Roger Morgan walked us through a few scenarios where the company identified a problem; came up with a possible solution; and launched quickly. Some worked well; some didn’t; and some only worked within very specific circumstances, but not others. The takeaways from his specific examples were helpful, but the biggest takeaway is this: am I tracking everything I do well enough to know if it works and why? And then do I keep iterating to see the improvement?

62 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

4 / Compare Your Business to Neora

A huge perk of DSU was hearing from Founder and CEO Jeff Olson and Co-CEO Deborah K. Heisz from Neora about their journey in their case against the FTC. The work they’ve done is so vital for every single one of us—both in terms of validating what we do and also shedding light on how we should do it. But in Stuart Johnson’s words, “If you’re still doing things the wrong way, this is not a win for you!” Deb shared some of the elements of Neora’s business (like 80 percent of those who buy from them are Customers and receive no commission) that strengthened their case. It’s in no way the hard‑and‑fast rule that must be followed, but if you need a standard to compare yourself against, it sounds like we just got a new one.

5 / Start Using AI

(whether you want to or not!)

I’ll admit I’ve been slow to jump on the AI bandwagon. It can feel a bit overwhelming to understand. And it can feel like “just one more thing,” when I’ve already got enough “things” in my life. But after listening to Blake Mallen and Brandon White talk about how they’re putting AI to use right now, I realized my excuses hold little weight compared to the unbelievable benefits that can come from incorporating AI into how I work and live. Rather than figure it all out, I’m simply dedicating 15 minutes a day to using AI in some form or fashion. It’s the only way I’ll learn it and appreciate it. Maybe you should, too.

BLAKE MALLEN / President, Prüvit

6 / Success Is in the Segmentation

No single speaker focused on segmentation as a topic, but many alluded to it. Bridgehead Collective’s Founder and CEO Heather Chastain’s generational research certainly shines a bright light on the need for us to segment what we do. The panel on affiliate programs (and how different each program is) certainly showcases how companies are trying to segment the opportunity in new ways. We even learned of the differences among segments within the Hispanic market. We can all do a better job of segmentation. Whatever is holding you back—technology, resources, know-how, WHATEVER!—let’s make 2024 the year we do something about it.

7 / What We Do Still Matters

Vivian Mokome, Founder and CEO of Vivian Mokome Projects, shared a heartfelt reminder that direct selling changes lives…and, in her estimation, can change continents! She sees direct selling as a prominent force for change in Africa. We must evolve as a channel and respond to the market in terms of what it wants and how it wants it. But we cannot lose sight of the actual life changes that have occurred and continue to occur, no matter how tempted we may be to downplay it in the midst of so many changes.

Remind yourself of the greater good your company pursues and provides regularly. There’s no other fuel like it.

Were there more takeaways at DSU? You bet!

This is just a starting place. If you were there, think back to the points above in context of your own experience and determine what makes sense for your company. If you weren’t there, this list can still prompt extremely helpful conversations for your team. And bring them to DSU 2024! DSN

2024 MARKS DSN’S 20TH ANNIVERSARY Register now for DSN’s biggest and best events ever!

APRIL 2024 Spring DSU April 3-4, 2024 / Irving, Texas JUNE 2024 DSU Europe June 5-6, 2024 / Tring, UK OCTOBER 2024 Fall DSU October 23-24, 2024 / Irving, TX

SCAN HERE to register or visit DSNevents.com for more information.

BRETT DUNCAN specializes in helping direct selling companies evolve into modern social selling models while still maintaining the culture and essence of who they are and what makes them different. He is Co‑Founder and Managing Partner of Strategic Choice Partners, a business development firm that helps direct selling companies take their next steps.

d i r e c t s e l l i n g n e w s . c o m 6 3

F E AT U R E

/

I N S I G H T S

F R O M

T H E

O U T S I D E

INSIGHTS FROM THE

OUTSIDE The Direct Approach podcast, hosted by

Wayne Moorehead, has quickly become a trusted resource for industry executives. Every two weeks, Wayne and his guests share their thoughts on the channel, examining what’s new, what’s now and what’s next in a frank and lively exchange.

BY LISA ROBERTSON

6 4 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

O

ne recent episode took this to the next level— and we wanted to make sure DSN’s readers had a chance to engage with this incredibly valuable information. Wayne was joined by a trio of

EVER WONDER WHAT

industry experts: Paul Adams, Owner of Adams

expert consultants think

Resource Group; Bridgehead Collective Founder

about the channel?

These highlights unwrap that mystery, giving you and your teams priceless insights from the outside.

and CEO Heather Chastain; and Brett

Duncan, Co-Founder and Managing Partner of Strategic Choice Partners.

Ever wonder what expert consultants think about the channel? These highlights unwrap that mystery, giving you and your teams priceless insights from the outside. Wayne and his guests took a deep dive into the secrets of direct selling success: key shifts in messaging; the challenges that legacy companies must navigate; identifying the channels most valuable differentiators; the magic of simplification; and the significance of the recent Neora win. They also looked inside the channel’s crystal ball to predict what the future might hold.

With decades of experience working in various roles with direct selling companies, and as leading consultants, their expertise provides an invaluable resource for all industry executives.

W AY N E M O O R E H E A D / Host of DSN’s Direct Approach Podcast

d i r e c t s e l l i n g n e w s . c o m 6 5

F E AT U R E

/

I N S I G H T S

F R O M

T H E

O U T S I D E

PAUL ADAMS / Owner of Adams Resource Group THE CONSULTS AGREE: what the channel offers is something Young Millennials and Gen Z want. But it’s often packaged in a way that doesn’t resonate with them.

Key Shifts in Messaging The consults agree: what the channel offers is something Young Millennials and Gen Z want. But it’s often packaged in a way that doesn’t resonate with them. Some of the key factors that this demographic is looking for include being able to monetize their influence on social, being a part of a community or movement and creating multiple streams of income. Sound familiar? What they don’t want is to build and manage a team. What’s inside the box remains enticing and relevant. It’s how the box is wrapped that has lost its charm. Promises of big money read as a scam—they are looking for multiple income streams and lower expectations for supplemental income.

Legacy Company Challenges There exists within legacy companies a generational pull to not acknowledge or change to reflect the key shifts noted above. Direct selling must adapt to these changes or become irrelevant. It’s important to acknowledge that well-established field leaders found success doing things traditionally. It’s not realistic to expect them to embrace wholesale change without support and empathy. The work to facilitate this transition needs to come from the home office. It should be corporate’s role to steward this change by supporting established field leaders while still soliciting new ones. It’s also important for these established companies to own the often misguided and misleading messaging of the past and set more realistic expectations going forward.

6 6 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

H E AT H E R C H A S TA I N /

BRETT DUNCAN /

Bridgehead Collective

Co-Founder & Managing Partner

Founder & CEO

of Strategic Choice Partners

Direct Selling’s Value Props

Future Forward

There is true alignment on what direct selling’s differentiators are. So what are the things that direct selling needs to lean into? Culture and community in the form of personal development, connection, mentorship and guidance. The channel has also taken huge strides in offering real products and services that people want. And sharing products with friends, family and followers is increasing in importance in purchasing decisions. Direct selling is the ultimate example of people selling to people in an authentic, organic way—free of gimmicks, scripts and pretension and full of genuine excitement and enthusiasm.

The group all agreed that more acquisitions and consolidations are on the horizon. They were also united in their opinion that FTC scrutiny will not be going away, and companies must make sure their values and practices align with the measuring stick provided in the Neora ruling. A final future insight was the need for companies to embrace the current culture and climate of change, including a laser focus on customer acquisition; offering real products with real value; and bringing new and younger people into the industry. DSN

Keep It Simple Customer experience continues to become more and more important as direct selling competes directly with DTC brands. The experience of onboarding also becomes more and more vital as aspiring entrepreneurs have multiple options on where to put their efforts. Direct selling tends to build unnecessary complexities into processes. The experts are united in their belief that those complexities come at a cost.

There can be no extra steps, funnels or hoops to jump through. How to pay; how to join; how to get paid all must be streamlined and simplified.

What the Neora Ruling Really Means The most important thing about the Neora ruling, according to the experts, was that it proves the model can be validated. The caveat to that is that if you aren’t doing the right things, this isn’t a victory for you.

The Neora ruling will not lift regulatory scrutiny, but it will provide a blueprint for what companies need to achieve. Executives must familiarize themselves with the ruling and ask themselves the hard questions about whether their companies would hold up to the same scrutiny.

Listen to This!

WE’VE JUST SCRATCHED THE SURFACE of the insights and insider tips shared in this episode.

It’s an hour and a half you and your team simply can’t afford to miss.

Scan the QR code below to hear the episode in its entirety and to subscribe to Direct Approach and the full lineup of DSN podcasts.

d i r e c t s e l l i n g n e w s . c o m 6 7

D E PA R TM E N T

E

/

FO R

YO U

/

FO R

YO U R

F I E L D

F or 6Y ou 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 HUGHES

A I TO O L /

DeepL

DeepL is a machine translation service that uses advanced AI to translate text from one language to another. Initially launched in 2017, DeepL has developed neural networks that allow their technology to translate 31 languages even more accurately than Google Translate! The text translation function is free but limited. Membership starts at under $10 per month for professional usage features, such as unlimited text translations, data security, file translations and team administration—a convenient option for translating assets in house.

CO U R S E /

APP /

Ecsell Institute

FlightView Whether traveling for business or pleasure, tracking your latest flight information across

Even the best leadership team needs ongoing training

various airlines and destinations can be a

to stay at the top of their game. Enter the Ecsell

huge frustration. As the leading provider

Institute: a leadership training and professional

of digital flight information, the FlightView app tracks 96 percent of commercial flights

growth program that utilizes a unique approach called

from its extensive flight status database

“The Coaching Effect.” By turning your leaders into

of over 980 airlines. Using only your travel

coaches, Ecsell’s program encourages development of

date, airline and flight number, FlightView provides all pertinent information about your

the entire team. The organization leverages more than

roundtrip, including departure and arrival

a decade of research to pinpoint behaviors that create

times, terminals, gates, flight status, weather,

top leaders; track and measure leadership ability; and

flight duration and even aircraft.

6 8 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

offer personalized tools for improvement.

“

F or Y ou6r F i e l d WORDS TO LEAD BY:

You can’t go back and make a new start, but you can start right now and make a brand-new ending. — J A M E S R . S H E R M A N

AU D I O B O O K /

Be Useful: Seven Tools for Life

BY ARNOLD SCHWARZENEGGER

What does it take to become the world’s greatest bodybuilder? The world’s highest‑paid movie star? The leader of the world’s sixth‑largest economy? Arnold Schwarzenegger knows. Despite being raised in poverty in rural Austria, Schwarzenegger reached incredible heights by following seven simple rules. Rooted in his father’s life philosophy, the Terminator himself narrates this insightful audio book that shares how to “Be Useful” through clear vision, big thinking, hard work, direct communication, resilient problem-solving, open-minded curiosity and a

BOOK /

The Mountain Is You: Transforming Self-Sabotage Into Self‑Mastery

BY BRIANNA WIEST

Unfortunately, self-sabotage happens to the best of us. According to international bestselling author Brianna Wiest, coexisting but conflicting needs generate self-sabotaging behaviors— resulting in resistance to change. Wiest uses the classic mountain metaphor for facing life’s challenges, but first we have to process trauma, build resilience and determine how we show up for the climb. Wiest illustrates practical ways we can get out of our own way and master ourselves—an appropriate strategy for achieving goals in the New Year.

commitment to giving back.

YO U T U B E C H A N N E L /

Grow Your Business with Instagram ELISE DARMA

Help your field grow their businesses by learning from Elise Darma, a social media educator who specializes in Instagram marketing. Darma releases a video on her YouTube channel every Tuesday with timely insights on topics like content, algorithm updates, leveraging AI and increasing reach.

With an audience of over 370,000 across 79 countries, Darma can easily help your field become strategic Instagram marketers. DSN d i r e c t s e l l i n g n e w s . c o m 6 9

28K+ Unique Downloads

and Still Growing Strong THE DIRECT APPROACH WITH WAYNE MOOREHEAD— CANDID AND INSIGHTFUL CONVERSATIONS ABOUT TODAY’S EVOLVING CHANNEL. SINCE LAUNCHING in June 2021, the Direct Approach podcast has been providing direct selling executives an in-depth look at the biggest challenges facing the channel—and unique solutions for tackling them.

Wayne and the rest of the DSN family would like to thank our growing audience and the 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.

70 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

Here’s a snapshot look at recent episodes!

[ EPISODE 65 ] Building Thriving Communities: Insights from Industry Experts

Paul Adams, Heather Chastain

and Brett Duncan

GET READY for an episode like no other!

With decades of experience working in various roles within direct selling companies and as consultants, Paul Adams, Heather Chastain and Brett Duncan have unique perspectives from the outside looking in that offer valuable insights into the industry’s current state and future prospects.

IN THIS EPISODE Wayne and his guests take a deep dive into the secrets of direct selling success. Plus they’ll share their top takeaways from DSU—including what Neora’s win signifies for the channel.

[ EPISODE 66 ]

Mastering Adaptability: Rudy

Revak’s Key to Sustainable Success

RUDY REVAK is the Founder and Chairman of Xyngular and Owner and Chairman of Pure Haven Essentials.

He was honored with the 2023 DSN Lifetime Achievement Award. His story serves as a testament to the importance of adaptability and continuous development both in business and life.

IN THIS EPISODE Rudy provides a masterclass on the pillars of direct selling success: finding common ground, the importance of personal development and passion and the need for constant change and growth.

NEVER MISS AN EPISODE —2023 has been 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!

Subscribe to the Direct Approach Today. d i r e c t s e l l i n g n e w s . c o m 7 1

IT’S TIME

MAKE THE SHIFT TO

“

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.

New episodes drop every Monday!

Onyx Coale

“

SheriLynn Alcala

IN TRADITIONAL BUSINESS

MAKE AN IMPACT! There are

we’re taught it’s about what

people that need what you have.

you know—but in network

There are people only you can

marketing it’s all about what’s

reach. Leave a footprint.

“

duplicatable.

SHIFT Summaries

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 other Monday following a guest appearance.

SUBSCRIBE TODAY!

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

d i r e c t s e l l i n g n e w s . c o m 73

I N T E R N AT I O N A L FO C U S

O M N I L I F E

I NTE R N ATI O N A L FO C U S /

OMNILIFE: A New Generation of Leaders

BY JENNY VETTER

74 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

T

HROUGHOUT HISTORY AND AROUND THE WORLD, entrepreneurs have

dreamed big; taken risks; and built strong, lasting businesses that have inspired like‑minded men and women to join them. As our global community grows and our understanding of direct selling in other countries and cultures expands, we’re honored to share the stories of our international peers and colleagues. In this inaugural International Company Spotlight, we have the privilege of highlighting the exceptional work at OMNILIFE, a health and wellness company with decades of influence in Latin America and beyond.

d i r e c t s e l l i n g n e w s . c o m 75

I N T E R N AT I O N A L FO C U S

O M N I L I F E

OVER NEARLY three decades, Jorge grew OMNILIFE into an international powerhouse, expanding from Mexico to other countries throughout Latin America, North America, the Caribbean

“

WE’VE implemented cutting-edge technology along with permanent research work, merging the latest ingredients with the experience we have for over 32 years.

O

— K E N YA V E R G A R A / D i re c t o r o f O M N I L I F E - S E Y T Ú G l o b a l M a r ke t i n g

76 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

and Europe.

VER THIRTY YEARS AGO, Jorge Vergara and Maricruz Zatarain were introduced to a selling concept that would not only profoundly change their family’s life but the lives of millions. As they built their first network marketing business and learned how impactful the model could be for their family and friends, they dreamed of launching their own direct selling company. That dream became reality in 1991 with the launch of OMNILIFE de Mexico.

Over nearly three decades, Jorge grew OMNILIFE into an international powerhouse, expanding from Mexico to other countries throughout Latin America, North America, the Caribbean and Europe. As his company grew, Jorge’s children grew right alongside it. Son Amaury Vergara and daughters Kenya Vergara, Yelena Povaguina and Uma Vergara were frequent guests on stage of OMNILIFE’s concert-like events, joining their father; learning from his legacy; and growing as leaders themselves.

FOUNDED:

1991 HEADQUARTERS:

Guadalajara, Jalisco, Mexico TOP EXECUTIVES:

Amaury Vergara / Chairman of the Board and General Director of the OMNILIFE Group Kenya Vergara / Director of OMNILIFE-SEYTÚ Yelena Povaguina / Executive Director of Financial Control Diego Calderon / Executive Director of Multi-Development P R O D U C T C AT E G O RY:

Health and Wellness

For many years, Jorge and his family were the faces of OMNILIFE, inspiring distributors around the world to follow their example and build dreams of their own that could last for generations.

Following Jorge’s death in 2019, the broader OMNILIFE family of distributors and employees mourned alongside with Jorge’s children—they also wondered how the company would transition into a new generation of leadership. Amaury was appointed Chairman of the Board and General Director of the OMNILIFE Group; Kenya took on the role of Director of OMNILIFE-SEYTÚ; and Yelena was appointed Executive Director of Financial Control. While they had grown up in OMNILIFE and had learned many lessons from their father, the siblings were only in their twenties—very young compared to distributors who had been building their businesses for decades.

Today, under the council’s leadership—Amaury, Kenya, Yelena and Diego Calderón—OMNILIFE operates in 21 countries; supports more than seven

million distributors; and serves millions of customers worldwide. What began with one foundational product, a multivitamin drink called OmniPlus (known today in the US as OML Plus), has expanded to a product line of different ready-to-drink and powered nutrition products, as well as a beauty and personal care line.

“We were born as a nutritional supplement company based on multi-development and a lifestyle full of health and economic stability,” Amaury shared. “Our philosophy of being People Taking Care of People is reflected in the abundance in health and economy of our OMNILIFE distributors with whom we share the mission of being in the cupboards of every family to share wellness and abundance around the world.”

d i r e c t s e l l i n g n e w s . c o m 7 7

I N T E R N AT I O N A L FO C U S

O M N I L I F E

PASSION AND POSSIBILITIES As he built and expanded OMNILIFE from Mexico to countries around the world, Jorge was always dreaming of new possibilities—from new products to new business ventures to new opportunities for the entrepreneurs he inspired. The OMNILIFE Group is comprised of over thirty companies, including Club Deportivo Guadalajara, the most popular football club based in Guadalajara nicknamed Chivas.

“Innovation is one of our most important pillars,” Kenya explained. “We’ve implemented cutting-edge technology along with permanent research work, merging the latest ingredients with the experience we have for over 32 years. We understand that our products are a tool to transform the health and life of each distributor, so it will always be our goal to invest in offering the best products since the most important thing for us is that each person sees the results and benefits as soon as they consume them.”

Jorge’s legacy of evolution is alive and well, as Amaury, Kenya and the next generation of OMNILIFE leaders are also committed to growth and change—not only for distributors, but for the company’s product line as well.

78 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

“OMNILIFE’s main focus is multi-development, a system in which lifestyle is transformed through personal growth to achieve success and abundance in an integral scope: health, professional and economic,” Amaury explained. “This is because OMNILIFE was projected from the beginning as a company that would not only help with health but also to develop in all aspects of life.”

LEGACY AND LONGEVITY After years of transition, from new generational leadership to navigating a global pandemic, the OMNILIFE family is excited about this new season of growth and breakthrough. More customers are trying OMNILIFE products than ever before, often through a distribution method that has become the standard in Latin America but feels novel in the United States: OMNILIFE stores (distribution centers).

“

FOR 32 YEARS, we have distinguished ourselves as a strong company that offers a solid career plan, innovative products and the multi-development to improve in all areas of life.

—A M A U RY V E R G A R A / C h a i r m a n o f t h e B o a rd a n d G e n e ra l D i re c t o r o f t h e O M N I L I F E G ro u p

With the experiential interaction of an Apple store but the convenience of a grocery store, customers can get a feel for OMNILIFE products in person and then purchase either by becoming a distributor or through a sale linked to one of the top distributors in that area. With stores throughout Latin America and 19 stores and counting in the United States, OMNILIFE has found great success through this model. In fact, 50 percent of the company’s US sales are through OMNILIFE stores. In Mexico, that figure is over 90 percent.

In the States, these stores aren’t the only new development for OMNILIFE. In March 2023, the company broke ground on a new corporate office, warehouse and manufacturing plant located in Allen, Texas and expects to open its doors in Q2 2024.

“We have two manufacturing plants,” Amaury shared. “We have one in Guadalajara (one of the largest in the world in food supplements), and another in Cali, Colombia, to supply South America.

Now we are building another one in the United States to supply the entire North American market.

Likewise, in Barcelona, Spain, we have commercial allies, and we foresee a lot of growth in the European community.”

As OMNILIFE expands to more households throughout the world, this new generation of leaders honors Jorge’s vision of improving people’s lives through both lifestyle and opportunity, but they’re also ushering in a new chapter of the company’s story.

“We’re excited about our philosophy, our values and the future we envision,” Amaury shared. “We must remember where we come from to know where we are going, and we want to continue transforming lives with an even more avant-garde vision. For 32 years, we have distinguished ourselves as a strong company that offers a solid career plan, innovative products and the multi-development to improve in all areas of life. The most important thing for us is to be the vehicle for anyone with the burning desire to transform their reality.” DSN

d i r e c t s e l l i n g n e w s . c o m 79

C O M PA N Y

S P OT L I G H T

8 0 D I R E C T S E L L I N G N E W S |

/

I S AG E N I X

DECEMBER 2023

ISAGENIX /

Isagenix: Transformation Inside and Out

I

BY JENNY VETTER

T’S BEEN A SEASON OF TRANSITION and transformation at Isagenix, but this health and wellness leader feels stronger than ever and believes that the best is yet to come—not just for their customers, field and leadership—but for the entire direct selling industry.

FOUNDED:

2002 HEADQUARTERS:

Gilbert, AZ TOP EXECUTIVES:

Sharron Walsh / Chief Executive Officer Joshua Plant, Ph.D. / Chief Scientific Officer P R O D U C T C AT E G O RY:

Health and Wellness

d i r e c t s e l l i n g n e w s . c o m 81

C O M PA N Y

S P OT L I G H T

/

I S AG E N I X

“

THERE IS SO MUCH. There is abundance. There is enough for all of us to do well. And when one company does well, it’s encouraging for everybody else.

— S H A R R O N WA L S H / C h i e f E xe c u t i ve O f f i ce r

Committed to Legacy Every founder-owned company faces the possibility of an ownership change at some point in its story, and Isagenix is no exception. After founding Isagenix in 2002, Jim and Kathy Coover led their company for over twenty years, building a business that they hoped would last long after their leadership.

“When Jim and Kathy founded Isagenix, it was always with a view that it would become a legacy company,” shared Sharron Walsh, Isagenix Chief Executive Officer. “The legacy is really about the people who’ve built Isagenix—the field—that they can pass it on through their family, and that this company can continue to thrive and exist when we are all long retired. Looking for a new ownership structure that supported that legacy view was really, really important for us.”

In early 2023, Isagenix leadership announced that they’d found what they were looking for and had restructured the company’s ownership, transitioning majority ownership to key financial stakeholders. The news was exciting for the entire Isagenix community and had been years in the making, but those years had also been filled with criticism from an unexpected voice—peers within the direct sales industry.

82 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

“It was a challenging time,” Sharron shared.

“But it was the right time. So, now we have this freedom that it’s all behind us. But there was a lot of talk, a lot of speculation, and unfortunately it was inside our own industry. It was the companies and people inside the industry that made it so unnecessarily painful for us. The external voices, the fearmongering—it was a challenge for the field.

People should have been rooting for us, not trying to tear us down.”

The disappointment and frustration only inspired Sharron, her team and leaders in the field to work harder to change the industry from the inside out.

“I hope that the corporate leaders and the field leaders understand that we truly are all in this together,” Sharron explained. “There is so much.

There is abundance. There is enough for all of us to do well. And when one company does well, it’s encouraging for everybody else.”

Guided by Science Isagenix sprints into this new season with a new ownership that financially and strategically supports the company’s vision, as well as fresh energy from both leadership and the field. All of this “new-ness” is grounded by the consistency of Isagenix’s science and the proven results of its product line. Historically, the company has focused on weight loss as an entry point to better health. Today, the complete Isagenix catalog addresses a more holistic view of health with products that address a range of health goals from stress management to healthy aging to immunity and more.

“The foundation that put Isagenix on the map was a wonderful and revolutionary way of helping individuals lose weight,” explained Joshua Plant, Ph.D., Isagenix’s Chief Scientific Officer. “When we go back 20 years, that was a very strong motive for a lot of individuals, that was the beacon that showed them that they were healthy or not. As a society, we’ve matured and learned health is a little bit more of an abstract component than just your waist size.

And Isagenix is evolving in that area to make sure that we too understand that wellbeing is more than that. We’ve done over 18 different clinical studies and where these are evolving to is showing that individuals who embrace the Isagenix system not only lose weight and increase lean muscle mass but also have a higher quality of life, meaning they feel more full; they feel happier; they feel more satisfied.” d i r e c t s e l l i n g n e w s . c o m 8 3

C O M PA N Y

S P OT L I G H T

/

I S AG E N I X

While the original 30-Day Reset continues to be a bestseller for Isagenix, a new favorite emerged in recent years that now represents 30 percent of the company’s business. The Collagen Elixir™ was launched in 2020 and quickly appealed to the company’s customer base because of its convenient, ready-to-drink shot format—and the fact that it had exceptional clinical data.

“Independent researchers were able to show that this product actually stimulates your own collagen production; diminishes the appearance of fine lines and wrinkles; evens skin tone; and improves moisture,” Joshua shared. “It was a remarkable study. In fact, it’s one of the only studies that I’ve come across where all the participants compared to the placebo actually had a benefit.”

For the last four years, Isagenix has been developing a product that the team believes will forever change the wellness space—a new take on the multivitamin. Multivitamins have been a facet of the health and wellness industry the better part of the last 100 years with very little evolution. They represent more business than weight loss products by a long shot.

8 4 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

“

INDIVIDUALS WHO EMBRACE the Isagenix system not only lose weight and increase lean muscle mass but also have a higher quality of life, meaning they feel more full; they feel happier; they feel more satisfied.

— J O S H U A P L A N T, P H D / C h i e f S c i e n t i f i c O f f i ce r

Isagenix boils down to three simple things: simple, proven and natural. The products are designed to make a customer’s life simple. Isagenix has invested millions of dollars in partnering with universities for clinical studies; this allows universities to research and publish the research about the products without any bias, regardless of the outcomes of the studies.

Whether the results are good or bad, results are published and proven. Isagenix focuses on natural, high‑quality, no-compromise, functional ingredients.

And they are just getting started.

Grounded by Culture Navigating an ownership transition amidst challenging industry chatter on the heels of a global pandemic would be overwhelming to most field teams, but these obstacles have only strengthened the already tight-knit culture at Isagenix.

“Coming out of what already was a challenging period in everybody’s life, we entered into a process that the average associate doesn’t understand— restructuring and reorganizing your capital structure and what a transfer of ownership would mean.”

Sharron shared. “It was a challenge for them.

But we’ve always been very transparent with our leadership, so they understand what it is we’re doing. And to their credit, they really endured, stayed focused, looked after their teams, and we came through it in great shape.”

To usher the Isagenix field into this exciting new chapter, Sharron recruited one of the company’s most successful leaders and brought her into a corporate role as Head of Field Training and Development. Industry veteran Lisa DeMayo stepped into this new position in September 2023 after building her Isagenix business for over 11 years

and growing through the leadership ranks with another direct sales company for a decade before that. An accomplished author and speaker, she’ll be using her experience to support and grow leaders at every level in the field.

While the company is already known for its generous compensation program, Isagenix recently released a new leadership incentive program that encourages aspiring leaders to grow.

“Instead of being developed by our sales and promotions teams, I went to the analysts that have been driving, building and analyzing our compensation plan for years,” Sharron said. “I asked them if you could build a program that really rewarded people who were in the trenches building today, what would it look like? They put together something that I think is going to be a foundational program for people joining Isagenix and also for people that have been with us for a long time. I’m most excited about watching that play out. I’m seeing people win again.”

The field response to this new incentive program has been incredible, adding to the momentum that’s been building at Isagenix since the ownership transition was finalized early last year. DSN

d i r e c t s e l l i n g n e w s . c o m 8 5

W O R K I N G

S M A R T

/

S O F T WA R E

S O LU T I O N S

Shift from Proprietary Software to Third‑Party Solutions

BY JACK FARRIS

/ EXIGO

I

N TODAY’S swiftly changing business environments, the race to stay competitive and grow faster is unrelenting. Companies are on the hunt for strategies that will not only keep them in the race but ideally, a stride ahead. A pronounced shift that has come to the fore recently is the migration from their own proprietary homegrown software solutions to third-party alternatives.

This transition isn’t unusual; it’s fueled by several compelling factors including the allure of enhanced efficiency, cost-effectiveness, scalability and access to more cutting-edge technologies than available within their own teams and resources. Even General Electric (GE) ventured into creating its proprietary software, Predix, to tap into the Industrial Internet of Things (IoT) realm, only to encounter a financial quagmire. This tale illuminates the perilous terrain of homegrown software ventures.

8 6 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

BY EMBRACING TOP‑TIER THIRD‑PARTY SOLUTIONS, COMPANIES CAN HARNESS THE PROWESS AND EXPERIENCE OF SPECIALIZED SOFTWARE VENDORS.

1/ Enhanced Efficiency and Focus

A SMARTER SOLUTION For direct selling companies that do move out of software development and embrace best-in-class third-party solutions, it acts as a lever, propelling them into a realm of streamlined operations, financial prudence and a technological leg-up.

There are advantages tied to this strategic shift, shedding light on how it’s catalyzing companies to not just stay afloat but sail deftly in the everchanging waters of direct selling.

Why the shift towards third-party solutions? With the right teams and people at the helm, it can be a strategic maneuver to drive enterprise companies forward. Here is a look at what lies ahead.

Embarking on the journey of developing and sustaining proprietary software solutions often morphs into a labyrinth of time-consuming and resource-draining endeavors. Companies may find themselves allocating hefty resources to software development, sidetracking attention and resources from their core competencies. The General Electric (GE) example serves as a cautionary tale.

According to reports, GE’s digital missteps cost the company billions, illustrating the perilous financial precipice that accompanies homegrown software ventures. Conversely, by embracing top-tier third-party solutions, companies can harness the prowess and experience of specialized software vendors—enabling the streamlining of operations; curtailing development time; and recentering focus on core business pursuits. This metamorphosis catalyzes enhanced efficiency and productivity. d i r e c t s e l l i n g n e w s . c o m 87

W O R K I N G

S M A R T

/

S O F T WA R E

S O LU T I O N S

2

/ Cost Effectiveness The financial toll of constructing and sustaining proprietary software solutions is often a bitter pill to swallow. Companies must invest in skilled developers, infrastructure, routine maintenance as well as hardware and software updates.

Alternatively, third-party solutions unfold as a cost-effective oasis. By capitalizing on pre‑existing software platforms, enterprises dodge the upfront financial bullet tied to development and infrastructure. Moreover, third-party solutions predominantly operate on a subscription-based model, bestowing companies with the liberty to pay for merely the features and services they need. This cost-sensitive model empowers companies to redistribute their resources and funnel investments into other pivotal business domains.

3/ Scalability and Flexibility

The trajectory of growth and evolution of companies invariably transforms their software requisites. Proprietary homegrown solutions may stumble in matching the stride of escalating demands and intricacies of the distributors and customers. Third-party solutions, however, are crafted to embody scalability and flexibility— adapting effortlessly to evolving trends and requirements; accommodating user loads; and melding with other software systems seamlessly.

This scalability and flexibility liberate companies from the shackles of software infrastructure limitations, positioning them to swiftly respond to market stimuli and outpace competitors.

8 8 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

4/ Access to Cutting-Edge Technologies

The digital times we are navigating are marked by a blistering pace of technological advancements. Keeping pace with contemporary advancements poses a challenge for companies anchored to proprietary software solutions.

Third-party vendors, however, are stationed at the vanguard of technological innovation. Their hefty investments in research and development ensure their offerings are imbued with the latest technological upgrades—encompassing artificial intelligence, machine learning and data analytics. By adopting best-in-class third-party solutions, companies unlock the gateway to these technologies without the necessity for extensive in-house development. This capability empowers companies to leverage sophisticated tools and capabilities, fueling innovation, honing decision making and securing a competitive edge.

6

THE SHIFT TOWARDS THIRD-PARTY

/ Risk Mitigation Proprietary software requires tribal knowledge and legacy headcount. Oftentimes, homegrown software was envisioned and structured by teams that are no longer working for the enterprise company, leaving single points of human capital failure to drive the foundation of their entire software program. Leveraging current technology that is available via subscription ensures that an IT team is always integrating industry-standard solutions.

SOLUTIONS IS NOT MERELY A FLEETING TREND, BUT RATHER A COGENT STRATEGY DESTINED TO DRIVE BUSINESS SUCCESS IN THE MODERN ERA.

5/ Integration and Collaboration

The essence of seamless integration and collaboration among diverse software systems cannot be overstated. Proprietary homegrown solutions often stumble at the altar of compatibility and integration capabilities, culminating in data silos and inefficiencies. On the flip side, premier third-party solutions are engineered to meld with a spectrum of software platforms, facilitating a smooth data continuum and collaboration across varied departments and systems. This integration capability bolsters communication, data sharing and decision-making processes, engendering a more cohesive and efficient work ambiance.

OPTIMIZED. EFFECTIVE. PROACTIVE. The metamorphosis from proprietary homegrown software solutions to third-party alternatives for the enterprise marks a significant stride towards an optimized business model, encompassing heightened efficiency, cost-effectiveness, scalability, access to the cutting-edge technologies and seamless integration.

As the business landscape is in a state of perpetual evolution, the adoption of best‑in‑class third-party solutions emerges as a cardinal strategy in propelling companies forward. This strategic pivot not only equips enterprises to remain competitive, agile and innovative but also lays the foundation for navigating the evolving market landscape with a keen sense of foresight and adaptability. Through this lens, it’s unequivocal that the shift towards third-party solutions is not merely a fleeting trend, but rather a cogent strategy destined to drive business success in the modern era. DSN

JACK FARRIS has over 30 years of experience in building global sales and leadership teams through both organic and acquisition growth, primarily for private equity-backed software companies. In addition, Jack was founder or principal partner in three companies, within three different industries, with successful investor/PE exits. d i r e c t s e l l i n g n e w s . c o m 8 9

JANUARY 15–17 . LAKE BUENA VISTA, FL JANUARY 15–17 . LAKE BUENA VISTA, FL

CHART YOUR CHART YOUR COURSE TO COURSE TO DISNEY’S YACHT CLUB RESORT

DISNEY’S YACHT CLUB RESORT

Reward yourself and your key team players with a new conference experience designed to move Reward yourself and your key team players with a beyond the same old stories and hype.

GENE new conference experience designed to move RA C OUNS L beyond same oldwith stories andselling’s hype.

EL Get downthe to business direct G

COMPENERA+

IANCL leading movers and shakers as you set OULN RC S E E Get down to business with direct selling’s T R COMPEATESL + new resolutions and establish daily rituals L JARNE. 1 IANCE leading movers and shakers as you set TR7 to chart your course for growth and E– A1T8 S new resolutions and establish daily rituals J A innovation.

N .

17–18 to chart your course for growth and innovation.

Fun, sun, and learning await this January in sunny Florida!

Fun, sun, and learning await this January in sunny Florida! today, and get ready to push the boundaries of Register what you know to head toward a bright new horizon.

Register today, and get ready to push the boundaries of what you know to head toward a bright new horizon.

dsa.org/start

THANK YOU TO OUR SPONSORS

innovation THANK YOU TO OUR SPONSORS

innovation

As to Disney properties/artwork: © Disney.

As to Disney properties/artwork: © Disney.

dsa.org/start

D S A

M E S S AG E

/

A New Year of Executive Education

L

OOKING AHEAD to the coming year, the future is promising and filled with potential.

As December arrives, the holiday season and the dawn of a new year are upon us. It’s a time for reflection, both on the journey we’ve embarked upon over the past years and the remarkable transformations that have taken place in the direct selling industry throughout 2023.

Since January, more than 1,000 executives from DSA member companies have actively participated in DSA executive education events hosted in various cities across the United States. Additionally, thousands more have engaged in online learning and informative webinar sessions.

Participating in DSA’s executive education programs is not just a wise move; it’s the cornerstone of protecting our incredible industry from regulatory overreach. It equips leaders with a vision, strategy and insights.

A shining example of the value of this executive-to-executive education is Neora’s recent legal victory over the FTC. The sales, marketing, technology, operations and finance best practices that are the basis of the court’s ruling continue to be central to DSA’s education initiatives.

MELISSA K. BRUNTON Senior Vice President, Education & Meeting Services, DSA

#COMMUNITY #STRONGERTOGETHER

The DSA START Summit is just around the corner from January 15-17, 2024 at Disney’s Yacht Club Resort in Lake Buena Vista, FL. This isn’t your average event; this is where leaders will go beyond the usual stories and hype to gain fresh insights into the best practices that drive compliant sales, marketing and operational strategies.

We’ve also got an entire series— DSA ENGAGE Conferences. Each is a deep dive into the latest issues and topics, offering ample opportunities for high-level networking and executive engagement.

From the Sales Conference in March, hosted by USANA Health Sciences, Inc., to the Technology + Operations Conference in June, hosted

by Scentsy, Inc. Together with the Legal + Regulatory Conference in October and the Finance + Payments Conference in November, this coming year is set to be an exciting array of knowledge, insights and connections that will empower you to seize opportunities and take your success to new heights.

The path to a brighter, more prosperous 2024 starts with the DSA Executive Education 2024 Series. We’re excited; we’re motivated; and we can’t wait to see you there because your success is our success. And together, we’re going to light up the future like never before! DSN d i r e c t s e l l i n g n e w s . c o m 9 1

I-PAYOUT 540 NE 4th Street Fort Lauderdale, FL 33301 866-218-4668 discover@i-payout.com i-payout.com Since 2007 i-payout has been the leading payment choice for pay out and pay in solutions. We pride ourselves on exceptional service paired with integrated and customized solutions.

LACORE PAYMENT TECHNOLOGIES

900 Wilmeth Road McKinney, TX 75069 info@lacoretechnologies.com lacorepayments.com LaCore Payment Technologies is a payment platform designed to support direct selling companies globally. Our services include: Global connectivity to 150 countries in 50 currencies, including direct connectivity to most alternative payment types, secure tokenization, customized fraud solutions, including our proprietary Fraudhawk™, advanced reporting tools, and online dispute management.

92 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

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.

C R E D I T C A R D/ PAY M E N T P R O C E S S I N G

PAYQUICKER

STRATEGIC CHOICE PARTNERS

METRICS GLOBAL, INC 1160 N. Town Center Drive, Ste. 100 Las Vegas, NV 89144 702-757-9600 info@metricsglobal.com metricsglobal.com We are the industry’s leading payments partner, long-established advocate, and problem-solver. Our unified commerce & payments platform will connect you to a global marketplace, enable your international expansion strategy, and fuel your exponential growth plans. Let us show you how.

NEXIO 727 N 1550 E, 3rd Floor Orem, UT 84097 877-551-5504 nex.io

2201 Long Prairie Road, Ste. 107-316 Flower Mound, TX 75022 407-891-9265 strategicchoicepartners.com SCP offers the most holistic consulting services specific to direct selling companies today. We’ve worked with more than 70 companies over the last three years alone, and served more than 250 years collectively in the industry.

Nexio simplifies and accelerates payment processing in the Direct Sales Industry. Nexio offers swift deployment to distributors, streamlined payment operations and seamless integration with software solutions allowing you to navigate payment complexities with ease and confidence.

MINER GROUP LLC

AMWARE FULFILLMENT

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.

D I S T R I B U T I O N / F U L F I L L M E N T/ LO G I S T I C S

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.

C O M M I S S I O N PAY M E N T S E R V I C E S

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

C O N S U LTA N T S /M A N A G E M E N T

SQUIRE

CU STO M S C LE AR AN C E , E XP O RTS , LO G I STI C S

C O M M I S S I O N PAY M E N T S E R V I C E S

A C C O U N T I N G S O F T WA R E /S E R V I C E S

SUPPLIER DIRECTORY

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.

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.

LACORE LOGISTICS 900 Wilmeth Road McKinney, TX 75069 214-817-4802 lacorelogistics.com LaCore Logistics provides distribution and order fulfillment services. Our highly automated distribution center provides both domestic and international direct-to-consumer shipping solutions. We offer omni-channel fulfillment solutions ranging from marketplace fulfillment for leading marketplaces to businessto-business fulfillment for leading retailers.

“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!”

ADI MEETINGS AND EVENTS 6380 Silver Sage Dr, Park City, UT 84098 Tempe, AZ, 85252 321-423-7229 dianna@adimeetings.com adimeetings.com ADI meetings is a women owned global corporate incentive travel, meetings, and event management company. We curate once-in-a-lifetime experiences for your attendees, connecting top achievers to your brand while understanding and meeting the needs of your industry.

KATAPULT EVENTS 5840 Red Bug Lake Rd, Ste. 140 Winter Springs, FL 32708 407-915-9060 katapultevents.com Fresh. Exciting. Bold. Your field deserves the best and we help you deliver. Out-of-the-box creative production with experienced show management. We execute on budget and make you look AMAZING!

EVENT PRODUCTION

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

E X E C U T I V E R E C R U I TM E N T

GLOBAL ACCESS

QUICKBOX

INCENTIVES/RECOGNITION

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.

D I S T R I B U T I O N / F U L F I L L M E N T/ LO G I S T I C S

1615 Clark Blvd.

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

EVENT M ANAGEMENT

CANADA CARTAGE LOGISTICS SOLUTIONS

EVENT PRODUCTION

D I S T R I B U T I O N / F U L F I L L M E N T/ LO G I S T I C S

TO BE INCLUDED IN THE SUPPLIER DIRECTORY, EMAIL ADVERTISING@DIRECTSELLINGNEWS.COM

MULTI IMAGE GROUP 1701 Clint Moore Road Boca Raton, FL 33487 800-523-2682 mig.cc Founded in 1979, Multi Image Group (MIG) is a women-owned, family-run creative event production company fueled by innovators, strategists, and technologists who craft custom live, hybrid & virtual experiences for some of the world’s biggest brands.

HANNA SHEA 844-344-7177 hannashea.com Since 2007, Hanna Shea Executive Search has been the go-to search firm in support of the direct selling industry.

Hanna Shea finds top talent for companies in need of building or improving an executive leadership team for organizational success.

E.A. DION, INC. 33 Franklin McKay Road Attleboro, MA 02703 800-445-1007 eadion.com Dion’s jewelry solutions are perfect for career path, sales & recruiting, corporate anniversaries and incentive travel recognition awards.

d i r e c t s e l l i n g n e w s . c o m 93

M A R K E T I N G/ B R A N D I N G

LEGAL AND COMPLIANCE

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.

BYDESIGN TECHNOLOGIES 9503 Princess Palm Avenue Tampa, FL 33619 813-253-2235 bydesign.com Award-winning social commerce software for affiliate, influencer, MLM, party plan, and social retail companies. Our turnkey back-office solutions include Wayroo, delivering advanced commerce, comment selling, and payment solutions.

S O F T WA R E / T E C H N O LO GY S O LU T I O N S

ROYAL CARIBBEAN INTERNATIONAL

S O F T WA R E / T E C H N O LO GY S O LU T I O N S

INCENTIVES/RECOGNITION

SUPPLIER DIRECTORY INFOTRAX SYSTEMS 1875 S. State Street, Ste. 3000 Orem, UT 84097 801-431-4900 infotraxsys.com Software & SaaS solutions for startup, emerging, and global direct selling companies. See our ad on the back cover.

MOMENTUM FACTOR

EXIGO

JENKON

4801 Spicewood Springs Road Ste. 250 Austin, TX 78759 512-690-2134 momofactor.com

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

201 NE Park Plaza Dr., Ste. 220 Vancouver, WA 98684 360-256-4400 jenkon.com

The leader in commissions, back office and eCommerce software and services. The global leader in cloud-based Platform-as-aService (PaaS) for direct selling companies.

An open framework for billion-dollar giants to startup companies. Exigo supports MLM, Party Plan and Affiliate models, operating in single global markets.

Jenkon’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.

NOW TECH

FLIGHT COMMERCE

5717 Legacy Drive, Suite 250 Plano, TX 75024 310-428-9936 now-tech.com

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

THATCHER TECHNOLOGY GROUP, LLC

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.

Global Operations Management Software.

Advanced Comp Plan Programming. Sales Force Backoffice & Automation. Web Site Design & Replication.

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.

9 4 D I R E C T S E L L I N G N E W S |

DECEMBER 2023

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.

REVOLUTIONIZE YOUR DISTRIBUTOR MARKETING STRATEGY AND SCALE YOUR BUSINESS FASTER!

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

revolutionize Distributor marketing!

Distributors can quickly generate unique, tailored content Reaches all types of audience segments with the right messages Applies machine learning (LLM) for personalized outputs Ensures compliance through Momentum Factor’s ‘Field Check’ technology

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

PROVEN TECHNOLOGY FROM A TRUSTED PARTNER WITH 35 YEARS OF DIRECT SELLING EXPERIENCE SCHEDULE A DEMO TODAY!

JUNE 5-6, 2024 Tring, UK

EUROPE

DSU GOES

GLOBAL DSU Europe—A DSN First!

Tring, UK

Announcing the first-ever Direct Selling University (DSU) Europe event! This event is a unique collaboration that aims to deliver the same exceptional value-focused programming and experience for European direct selling executives that DSU events are known for in the US. June 4, 2024 / CEO Forum (invitation only) Evening Networking Reception June 5, 2024 / Full Day of DSU Evening Networking Reception June 6, 2024 / Half Day of DSU

ACCESS: ◆ DSU is free for all active direct selling corporate executives and event supplier sponsors.

Scan to Register.

Visit DSNevents.com for more information.

ABOUT DSU DSU is the channel’s largest gathering of direct selling corporate executives, laser-focused on the entire community’s growth, wellbeing and future. It’s an educational masterclassstyle event with a TED-style show flow held bi-annually in the US and attended by 500+ corporate direct selling executives representing more than 150 companies.

WHAT:

A two-day DSU in-person event, free to active corporate direct selling executives.

WHEN:

June 4-6, 2024

WHERE:

Pendley Manor Tring, UK

Congratulations on an Epic Dubai World Congress!

Where Global Leaders Shared Vision & Strategies for the Future

Jenkon Congress Platinum Sponsor Wishes Everyone a Happy & Prosperous 2024 DSA UAE DIRECT SELLING ASSOCIATION OF UAE

www.wfdsa2023dubai.com

www.dsauae.ae

www.jenkon.com

ECOMMERCE FOR PROS Shop like the pros with the power of InfoTrax plus Big commerce.

Configure a custom experience that really fills the stockings….

Request a Demo