Direct Selling News June 2020

VOLUME 16 / ISSUE 6

JUNE 2020

GL OB AL 100 C E L E B R AT I N G T H E T O P D I R E C T S E L L I N G C O M P A N I E S AROUND THE GLOBE

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& THANK YOU 2020 SPONSORS PLATINUM SPONSORS

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C O N T E N T S J U N E

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DSN AWARDS

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Bravo Leadership Award

Carl Daikeler: Beachbody’s Visionary Problem Solver

BY BET H D OUGL A S S S I L C OX

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60 DSN GLOBAL 100

By the Numbers 2020 DSN Global 100: The List Global 100: Company Profiles Global 100: FAQs Global 100: DSN Celebration

Bravo Leadership Award Orville & Heidi Thompson: That Scentsy Spirit

BY BR I T TA N Y GL E N N

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Bravo Growth Award

Medifast/OPTAVIA: Celebrates Healthy Habits and Exceptional Growth

BY J EN NY VE T TER

44 46 49 59 60

ONE VOICE

90 Smarter Segmentation W O R K I N G S M A R T/

How to keep your sales force inspired and engaged using better segmentation.

B Y W I LL A C K ER MAN

IN EVERY ISSUE 8-9 AD INDEX // 11 FROM THE EDITOR // 13 INDUSTRY NEWS // 26 FORWARD THINKING // 96 DSA MESSAGE // 98 VENDOR DIRECTORY //

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JUNE 2020

5/18/20 9:23 AM

Serving the Direct Selling and Network Marketing Executive Since 2004 A SUCCESS Partners Company

FOUNDER AND CEO

Stuart P. Johnson PUBLISHER AND EDITOR IN CHIEF

Todd Eliason teliason@directsellingnews.com MANAGING EDITOR

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COPY EDITOR

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Melinda Bogoslavsky mbogoslavsky@directsellingnews.com CONTRIBUTORS

J.M. Emmert Brittany Glenn David Lee

Beth Douglass Silcox Jenny Vetter

COVER STORY

THE WAY F ORWA RD

This is a time for leadership.

BY TODD ELIASON

Direct Selling News (ISSN 15546470) is published monthly by SUCCESS Partners, 5800 Democracy Drive, Suite 100, Plano, TX 75024. Periodicals postage paid at Plano, TX and additional mailing offices.

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

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& Thank you to all our 2020 Supplier Sponsors

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5/18/20 8:16 AM

FROM THE PUBLISHER Our 11th Annual Global 100 Was One for the Ages!

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ACH YEAR, the Direct Selling News team works with companies around the world on this special project, and it has become our signature research endeavor. The goal from the outset of the project 11 years ago was to foster a greater level of transparency within the direct selling community, in turn supporting its growth as a channel for distributing goods and services while simultaneously promoting entrepreneurship.

Since the live event of the 11th annual DSN Global 100 Celebration in Dallas was canceled due to the COVID-19 pandemic, we presented a special video broadcast on our website on the evening of April 1. We appreciate all of you who tuned in from all over the world. We were thrilled to receive notes and texts from many who were happy to see that we continued the event, even if it was done virtually.

We are especially grateful to the many gracious sponsors who stepped up to make our 11th annual Global 100 Celebration a huge success!

The DSN Global 100 had previously listed 100 companies, ranging from $60 million to over $10 billion in revenue each year. This year the 2020 list took on a new look, acknowledging 50 companies achieving more than $100 million in revenue for 2019. This was due to the many factors putting pressure on our channel over the past few years, and we knew a reevaluation of the list was necessary. The purpose of the Global 100 list remains the same: to showcase the true impact of this channel on people’s lives as well as the economic impact direct selling companies make on the communities they serve.

At our Global 100 Celebration, we also had the opportunity to present some special recognition: • Best Places to Work in Direct Selling — See the 11 honorees on page 63 • Bravo Growth Award—OPTAVIA saw sales increase from $301 million in 2017 to $501 million in 2018 to $713 million in 2019—$200 million growth in each of the past two years.

• Bravo Leadership Award—We presented two awards for leadership. The first went to Orville and Heidi Thompson, Co-Founders and Co-CEOs of Scentsy.

• Bravo Leadership Award—The second award went to Carl Daikeler, CEO of Beachbody.

Check Out Our Digital Version of DSN. Given so many are now working from home, we have made the magazine available online to complement our printed issue. For a link, go to the home page (halfway down) on DirectSellingNews.com.

All the best,

TODD ELIASON | PUBLISHER AND EDITOR IN CHIEF | teliason@directsellingnews.com FOLLOW US ONLINE:

@directsellingnews

@DSNUpdate

Join our LinkedIn Group

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5/18/20 8:16 AM

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5/19/20 5:32 PM

IN THIS ISSUE 14

T HE MON T H IN NE W S A F F E C T IN G O UR C H A NNE L

Leading Off

WFDSA Postpones World Congress M A IN S T OR Y by Br e t t A . Blake

SYS TEMS M A K E SUCCESS MORE PREDIC TA BLE

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Mary Kay Pledges $10 million to Globlal COVID-19 Support

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What will the Post COVID-19 New Normal Look like?

ow do you overcome the requirement of having to rely on parttime people? You create simple systems that anyone can follow.

Most of us like to hear and want to believe that people are the most important asset of a company. It seems like I was taught in my very first business class that good people are the key to success in business. We hear experts like management consultant James Kerr say, “The people in your company will ultimately determine the success or failure of your business,” and we begin nodding our head in agreement.

This fact was drilled so deeply into my management

mind that it came as a jaw-dropping, headscratching shock to learn that McDonald’s was founded based on the McDonalds brothers’ virtual surrender to their belief that they wouldn’t be able to consistently hire good people.

THE BIRTH OF MCDONALD’S SYSTEM According to Michael Gerber’s account of the founding of McDonald’s in his book The E-Myth Revisited, Richard and Maurice McDonald realized that they could not attract excellent workers to help them in their restaurant. So they closed down their first restaurant and started over.

This time they redesigned

their operations to allow below-average employees to produce consistently highquality products. Ray Kroc eventually discovered the brilliance of that philosophy, and the golden arches have become one of the most recognizable brands in the world.

The idea of creating systems that others could duplicate to deliver a consistently highquality product gave birth to the franchise industry. That industry, built on the effective use of systems, has grown to account for approximately …

To read the full news feature, scan the QR Code, or visit http://bit.ly/DSNQR

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T H E Y S A ID I T !

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Is Working from Home the Future of Work?

I believe that every great success in direct selling can be traced to the use of a simple system.

—BRETT A. BLAKE, Strategy Consultant, Speaker and Author w w w . d i r e c t s e l l i n g n e w s . c o m 1 3

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5/18/20 9:21 AM

I N D U S T R Y N E W S For full article visit

directsellingnews.com /category/news/

News in Brief

New Avon Debuts Digital Catalog

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ew Avon announced that the iconic Avon brochure will be updated to showcase a digital refresh. The digital initiative allows Avon to improve the selling experience for Avon Representatives throughout North America in an easier, more streamlined process.

It also addresses the company’s continuous improvement to protect the planet.

Avon Representatives can customize their Avon catalog and experience for shoppers allowing them more room to promote their business.

Seamless sharing will let all users share any page or content via social, email or SMS. Now Representatives can consult with their customers and sell products digitally anytime, anywhere.

Avon’s paper brochure will still be available.

Plexus CEO Donates Remainder of 2020 Salary to Employees

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lexus Worldwide® CEO Tarl Robinson will donate his salary and bonuses for the remainder of 2020 as an extra bonus to the 400+ Plexus employees.

As an essential business, Plexus has not furloughed any employees as a result of the global crisis. “I am sincerely grateful to Plexus employees across the organization, especially those who continue to show up every day to ensure products are being shipped on schedule,” said Robinson.

WFDSA Postpones World Congress

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mid concerns over the coronavirus pandemic, the World Federation of Direct Selling Associations (WFDSA) has postponed this year’s World Congress XVI until March 2021.

In a message posted on the WFDSA website, Magnus Brännström, WFDSA chairman, and Suchada Theeravachiraku, chairperson of WFDSA WCXVI Working Committee and Thai Direct Selling Association, said the decision was “in solidarity with governments, countries and organizations which are affected by COVID-19.”

According to WFDSA, all participant registrations will remain valid for the new dates, and all sponsor and partner contributions will be credited to next year.

“WFDSA would like to thank all our participants, sponsors and partners for understanding the need to take these necessary steps to postpone the event until next year,” said Brännström. “We very positively look forward to seeing you in Bangkok next year and together sharing a successful congress.”

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Kannaway CEO Honored

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lake Schroeder was honored as the Top CEO of the Year by the International Association of Top Professionals (IAOTP).

Schroeder was selected for the award for his leadership, creativity and dedication to the direct selling industry.

Since he became CEO of Kannaway, the company’s revenues have grown from $2 million in annual sales to nearly $70 million in annual sales.

IAOTP honorees are distinguished based on their professional accomplishments, academic achievements, leadership abilities, longevity in the field, other affiliations and contributions to their communities.

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I N D U S T R Y N E W S For full article visit

directsellingnews.com /category/news/

Amway Builds Face Shields

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Avon Supports Domestic Abuse Survivors During Pandemic

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s part of its #IsolatedNotAlone campaign, Avon Products Inc. is uniting with its sister brands Aesop, The Body Shop and Natura to galvanize its networks and call on governments to keep domestic violence front of mind and ensure support services have funding.

The #IsolatedNotAlone campaign is raising awareness of the domestic abuse epidemic

exacerbated by isolation during the global COVID-19 crisis.

“As the Natura &Co group, we strive to be the best beauty company for the world. This is a landmark moment as the whole Natura &Co family comes together for the first time to create meaningful impact in this acute moment of need,” said Angela Cretu, CEO of Avon.

mway’s newly organized Rapid Prototyping Team has taken on an initiative: building frames for face shields.

“I’m so proud of what we do at Amway,” said Randy Betz, Prototype Team Manager. “No one’s ever gone through anything like this, and we have the right people with the right equipment in the right place to do the best job we can for our community. You never know, one of us or a family member could be in a hospital bed, so we are honored to volunteer talent and resources to help.”

They are also working to understand how Amway could assist with ventilator support and finding additional ways to spend their strength on others.

Mary Kay Inc. Pledges $10 Million to Global COVID-19 Support

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ary Kay Inc. has contributed nearly $10 million to help slow the spread of the COVID-19 pandemic and support frontline workers.

“The wide-ranging impact of this pandemic on our economies, populace and the world at large may not be truly known for some time,” said David Holl, chairman and chief executive officer of Mary Kay Inc. “But here’s what we’re sure of right now: people are suffering, and an unprecedented crisis requires everyone’s support. It’s our responsibility to help those affected by this virus—either directly, like our frontline workers, or indirectly, like women and children impacted by the alarming uptick in domestic violence cases.”

Mary Kay Inc., has taken the following actions targeted at supporting global and national relief efforts: Supporting the Frontlines: • Refocused global manufacturing efforts on the production and donation of essential items only.

• Donated hand sanitizer to: the Pan American Health Organization, Regional Office for the Americas of the World Health Organization (PAHO/WHO), CARE (an international humanitarian agency), Personal Care 1 6 D I R E C T S E L L I N G N E W S |

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Products Council (PCPC) and Feeding America healthcare systems and hospitals in the top ten hardest hit cities in the United States.

• Joined the World Economic Forum’s new COVID Action Platform created with the support of the World Health Organization.

• Local support for areas surrounding Mary Kay’s global headquarters and manufacturing facility.

Supporting Domestic Violence Prevention and Response Needs: • The Mary Kay FoundationSM (United States) announced the opening of COVID-19 grant relief applications, offering unrestricted monetary grants for domestic violence shelters in need.

• Donated hand sanitizer to nearly 500 domestic violence shelters across the United States.

• Instituto Mary Kay (Brazil) donated to the NGO Fala Mulher so the organization could buy the necessary prevention equipment (such as hand sanitizer, gloves and masks) to ensure the continuity of care for survivors of domestic violence. DSN

JUNE 2020

5/18/20 1:06 PM

Insights

News Impacting Our Channel

Lead Better Remote Meetings (The following was written by Mary Mesaglio and appeared on gartner.com.)

C

OVID-19 changed the way so many people work. Mary Mesaglio from Gartner offers great advice about the technical challenges of remote work.

All meetings are not created equal.

Each type of meeting requires a different approach. For example, a team meeting requires one approach and a 1:1 quite a different one.

One important caveat before we begin: everybody’s different. It’s our experience that remote working tends to exacerbate personal and cultural differences. Leaders need to be cognizant of that.

So, take the tips below and expect to personalize and change them according to what you and your team need. One size definitely does not fit all in remote work environments.

REMOTE MEE TINGS 101: E X A M I N E T H E C U LT U R E In a remote environment, meetings are your lifeline, your connection, your glue to the rest of the team. You don’t need in-person meetings to create social cohesion as long as you run fun, unsoul-destroying remote ones.

A good rule of thumb is that if the in-person meeting is terrible, the remote version of the same will be exponentially more so. This means that, in a remote working environment, the way you run meetings becomes crucial to the productivity and cohesion of the team.

Advice on how to run good meetings remotely: 1. Consider if you even need a meeting.

2. Make meetings shorter and plan for distractions including, but not limited to kids, pets, spouses or technical glitches.

3. Consider unconventional meeting lengths. Make meetings 50 minutes long instead of an hour, or 20 minutes rather than a half an hour.

4. Reduce the meetings that include a dozen attendees or more.

5. Eliminate “admire the problem” meetings where everyone gets together to talk about the problem but not do anything productive.

6. As a leader, be cognizant of the fact that cultural differences get significantly exacerbated in remote situations; for example, how long a certain culture is comfortable with silence.

Different kinds of meetings are affected in different ways by remote work.

TEAM MEETINGS As a leader, your goal in a team meeting is not only to inform. Your job is to make the team meetings as valuable as possible, which means making them a vector for social cohesion, as well as a place where hard decisions are made, especially now.

So, use team meetings to cement relationships, get people talking and provide a space for all-way

communication, especially during a time of crisis. But in addition, decide as a team that you are going to disagree, talk about the elephant in the room, make tough decisions and keep moving forward through this crisis.

INDIVIDUAL MEETINGS In this time of crisis, employee isolation is a real worry. Make sure you have meetings with each of your team members often. Let them set the cadence. Some people find more than once every two weeks is invasive and unnecessary, and others need multiple calls per week. Especially now, you might need to increase your individual meeting cadence to ensure everyone is okay and feels included.

C ONSIDER T H AT R EMO T E WORK IS HARDEST FOR NEW EMPLOYEES They cannot rely on casual encounters or lunch in the cafeteria to cement new relationships. Pay special attention to anyone who is new to the team and is suddenly working remotely. You might need to have more meetings with new workers or set up meetings between them and teammates proactively.

Remote work can be difficult, and remote work during a pandemic has its own set of needs. Ensure that your meetings are inclusive, effective, and well-run to reduce frustration and build team camaraderie during challenging times.

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5/18/20 9:22 AM

I N D U S T R Y N E W S For full article visit

directsellingnews.com /category/news/

What Will the Post-COVID “New Normal” Look Like?

(The following was written by Rodger Dean Duncan and appeared on Forbes.com.)

S

teve Jobs, the genius behind much of Apple’s rampup to become one of the most profitable companies on the planet, said innovation is the ability to see change as an opportunity, not as a threat.

Another really smart guy named Steve has plenty to say on the subject. He’s Steve Brown, author of The Innovation Ultimatum: How Six Strategic Technologies Will Reshape Every Business in the 2020s.

In a previous column he talked about the innovation hyperdrive that’s frequently spawned by challenging circumstances. Here he discusses what he expects in the next “new normal.”

Rodger Dean Duncan: All the disruption associated with COVID-19 is causing people to challenge their basic assumptions about careers, the workplace, their use of technology, and many related issues. When the health crisis passes, what do you expect the “new normal” to look like?

Steve Brown: As a recent piece of graffiti in Hong Kong proclaims: “We can’t return to normal, because the normal we had was precisely the problem.” COVID-19 has been called “the great pause,” a time for reflection and introspection.

With clear skies over Los Angeles for the first time in 30 years, existential threats felt by many for the first time in generations, and enforced quiet time at home, people everywhere are reassessing their values and what’s truly important to them.

Stripped of the comfortable illusion of being in control, consumers will move to reassert control over their lives in ways big and small. Pantries will be kept stocked. Savings rates will increase. Consumers will ask more questions about where products come from, how safe food is to eat, and what it took to produce and ship goods to their homes. Business travel will drop, perhaps permanently, and digitization efforts will rapidly accelerate, as the increased use of telehealth, online education, and home grocery shopping have ably illustrated.

Our ability to cope with and respond to challenges like COVID-19 is woefully inadequate.

We must strengthen global institutions and build a pandemic-ready healthcare system and pandemic-ready industries that can adapt rapidly and continue to operate under stress. For example, manufacturers should embrace the hyper-flexible Industry 4.0 approach, both to compete globally and so they can retool rapidly to deliver emergency equipment at scale when needed.

Duncan: Are you optimistic about the future?

Brown: My answer is an emphatic “Yes!” Before COVID-19 turned the world upside down, we were already on track for an incredible decade of innovation and business transformation— more in the next decade than the last 40-50 years. The pressure cooker effect of pandemic will accelerate this pace.

Six technologies—artificial intelligence, blockchain, sensors, autonomous machines, augmented reality, and 5G and satellite constellation networks will combine to create incredible new products and services, revolutionize business operations, elevate human work, and serve customers in new ways. We are a resilient, adaptable, and innovative species.

Our future remains bright. And, working together, we will make it so.

Duncan: What can we learn from the current crisis to help us prepare for the next major disruption in our lives?

••

Brown: We need to build a far more resilient world. Bill Gates has warned us to expect pandemic perhaps every generation.

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I N D U S T R Y N E W S For full article visit

directsellingnews.com /category/news/

Is Working from Home the Future of Work?

(The following was written by Richard Eisenberg and appeared on Forbes.com.)

O

ne effect of the coronavirus pandemic has been a huge increase in the number of Americans working from home. The question is: How many of them will be able to do it when the COVID-19 crisis fades?

An early-April 2020 MIT survey of 25,000 American workers found that 34 percent of those who’d been employed four weeks earlier said they’re currently working from home.

Combined with the roughly 15 percent who said they’d been working from home pre-COVID-19, that means nearly half the U.S. workforce might now be remote workers. And that’s also true, the researchers say, for workers 55 and older.

Working from home can boost employee productivity, improve work/life balance and foster better mental health (not to mention reduce pollution from commuters).

Federal and state governments have offered grants and loans to businesses needing to upgrade their remotework technology, according to the Rockefeller Institute of Government, the public policy research arm of the State University of New York.

S K E P T I C I S M A B O U T A P O S T- P A N D E M I C W OR K-F ROM-HOME W OR L D Some were dubious about whether jobs would get done if employees weren’t in sight, onsite. That’s a concern many still apparently have.

In a March survey of HR execs by the Gartner IT research firm, 76 percent said the top employee complaint during the pandemic has been “concerns from managers about the productivity or engagement of their teams when remote.”

Schulte calls these concerns part of “the facetime culture” of the workplace (as opposed to a FaceTime culture), where you need to show your face in person and where unplanned “hallway moments” can lead to work assignments.

Researchers have also demonstrated that face-to-face work teams perform better than virtual ones in creative assignments. During the Future of Work webinar, co-host Henry Grabar of Slate attributed this to what’s known as “psychological safety.” It’s about feeling comfortable expressing ideas with your co-workers.

“When you work online, it can be harder to read people,” Grabar said. “So, you see a kind of self-censorship.” Added Schulte: “It takes skill to communicate in a remote setting.”

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And, before the pandemic, some employers just didn’t have the tech chops to allow remote work.

W H AT EMP L O Y ER S MIGH T D O ONCE C O V ID-19 FA DE S But now that work-from-home has been shown to be possible for millions of workers, odds are that when the COVID-19 crisis is over, more employers will let some employees do it some of the time.

“Once businesses and individuals invest in the fixed costs of remote work,” the MIT researchers wrote in their recent report, “they may decide to stay with the new methods.”

Partly, that will be because staffers demand it after having worked remotely successfully. Partly, it’ll be to reduce the cost of the employer’s real estate.

But employers also know that not every worker will want to work from home, either due to tech issues or the lack of sociability. In Buffer.com’s Nine State of Remote Report, 19 percent of remote workers called loneliness their biggest struggle with working from home and 17 percent cited collaborating and/or communication.

And employers also know that managing remote workers takes work.

So, rather than having either an everybody works in the office policy or an everybody works from home one, look for a hybrid of the two.

A New York Times article on “tomorrow’s workplace” just quoted RXR Realty Chief Executive and Chairman Scott Rechler as saying: “There could be A teams and B teams working [remotely] different days.”

And in the post-pandemic offices, look for employees to be sitting further away from each other than in 2019—with bottles of Purell on every floor. DSN

JUNE 2020

5/19/20 3:04 PM

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5/18/20 9:23 AM

I N D U S T R Y N E W S

Executive Announcements

STEPHEN JONES, Kannaway President JANNE HEIMONEN, Kannaway Managing Director, International Kannaway announced that two of its leading executives have been promoted.

Chief Marketing Officer Stephen Jones has been promoted to the position of president; and Janne Heimonen, managing director, Europe, has been promoted to managing director, International.

“Over the past three years, Stephen has added tremendous value to our executive team as chief marketing officer and we are more than confident that he has the passion and talent to take our company to the next level in his new role,” said Kannaway CEO Blake Schroeder. “He has helped us create a more cohesive brand message that tells consumers and partners alike our mission and our dedication to providing worldclass CBD products and education around the globe.”

Janne Heimonen joined Kannaway in 2019, bringing more than 25 years of leadership and sales experience in the direct selling industry, fulfilling roles in both European and U.S.-based companies. Since Heimonen joined Kannaway, the company has achieved multiple milestones in international growth, including opening Kannaway in Russia.

“I have a passion for direct selling and the rights of consumers to look after their own health and wellness,” said Heimonen. “Hemp is a real gift to people around the world and I’m excited to help Kannaway, a company with an impressive history of pioneering the market, play a big role in the comeback of this wonderful plant.”

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TUPPERWARE INTRODUCES NEW EXECUTIVES Tupperware Brands Corporation announced an organization redesign aimed at driving longterm sales and profitability growth, along with the appointments of three new executives to the leadership team.

President and Chief Executive Officer Miguel Fernandez has taken the first steps to execute upon the planned restructure of the company.

According to the company, the new executive hires announced bring the necessary skills and experience to help execute the turnaround plans in the nearterm and its growth strategies for the long-term.

Patricio Cuesta has been named executive vice president and president, Commercial, Worldwide.

His team will be responsible for establishing and leading the global commercial focus.

Luis Vazquez has been named senior vice president, Sales & Marketing. Vazquez will lead the implementation of streamlined compensation models, enhanced customer experience, and accelerated product innovation as well as rapidly implement digital tools and increase our brand presence.

Hector Lezama has been named senior vice president, Expansion & Turnaround Markets, where he will lead the implementation of turnaround strategies for identified markets in the Tupperware Brands portfolio that are positioned for growth and expansion.

“I am excited to welcome three seasoned executives, whom I’ve worked with in the past, and am confident will bring tremendous energy, experience and passion to this organization,” said Fernandez. “Our new structure is designed to simplify business models, drive business growth, leverage our global infrastructure and maximize stakeholder value.”

JUNE 2020

5/18/20 8:16 AM

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l W W W. P R O G R E S S I V E L A B S .C O M

5/18/20 8:16 AM

I N D U S T R Y N E W S

KEITH HALLS, Elevacity CEO Elevacity®, U.S., LLC appointed Keith Halls as chief executive officer.

“I have three focus areas as I expand my role at Elevacity,” said Halls. “I plan to work on expanding the distributor opportunity, introducing new, innovative products and creating the ultimate working environment for our employees. We are transitioning from a small company into a large one and have put together a well-qualified and seasoned team to lead the charge. I am grateful to be a part of that team.”

Recently recognized for its growth in the Direct Selling News Global 100 list, Elevacity has more than 500,000 customers across the U.S. The company is preparing for more growth to additional geographic markets by ensuring its sales force is supported while the U.S. faces a global pandemic.

“We are pleased to make this announcement as Keith Halls is one of the most admired and effective leaders in the network marketing industry. He is going to lead an energetic and experienced corporate team at the perfect time to spearhead our expansion,” said SHRG CEO John “JT” Thatch.

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MARCO BRANDOLINI, Tupperware VP of Commercial EMEA Tupperware Brands Corporation has announced Marco Brandolini as the company’s vice president of Commercial for Europe, the Middle East and Africa (EMEA).

Brandolini will be responsible for leading the Commercial business in EMEA, addressing sales trends by simplifying business models across the region, enhancing the distributor and sales force experience, and identifying opportunities to expand consumer access to the brand in Europe.

“I am excited to welcome Marco to our leadership team. As we are building a new Tupperware to drive long-term sales and profitability growth, I know from having worked with Marco previously that he has the experience and passion we need to guide our EMEA business to growth,” said Miguel Fernandez, president and chief executive officer of Tupperware Brands.

“He is the right executive to complete our Commercial leadership team, and I look forward to his contributions to support our turnaround plans in the near term and growth strategies for the long term.”

DR. LUIS N. PACHECO, Plexus Medical Advisory Board Plexus Worldwide welcomed Dr. Luis N. Pacheco, FAAFP, to its Medical Advisory Board.

Pacheco is an award-winning family physician who has spent his career advancing family and public health.

He has received numerous awards and recognition for his accomplishments including recognition from The American Diabetes Association; The National “Head Start” Educational Program; America’s Top Doctors; Outstanding Teacher Awards from the University of Southern California School of Medicine; and AOL Digital City Top Doctors USA. “Dr. Pacheco will add an important perspective to Plexus’ Medical Advisory Board with his highly recognized experience in family medicine,” said Tarl Robinson, CEO and founder of Plexus. “He has spent his career helping families live healthier lives, and I look forward to seeing how his expertise will advance our mission to do the same.”

As a member of the Plexus Medical Advisory Board, Pacheco will help guide product development using his experience as a Board-Certified medical doctor in both Family Medicine and Sports Medicine. DSN

JUNE 2020

5/18/20 8:16 AM

FOSSIL GROUP INCENTIVES / INCENTIVES@FOSSIL .COM

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5/18/20 8:16 AM

F O R W A R D T H I N K I N G

SOCIAL MEDIA

Brand U

The rising trend of direct sellers building their personal brand online

SHARE YOUR PERSONAL LIFE WITH YOUR AUDIENCE SO PEOPLE CAN SEE WHO YOU ARE AND WHAT YOU’RE ABOUT.

W

HEN BUILDING their direct sales business online, should independent distributors promote a company, or the products and services upfront, or is it more effective to brand themselves first?

Current online trends point to the latter. We’ll look at how this works without violating common policies, and see what top third-party industry trainers Ray Higdon and Tanya Aliza have to say about the value of direct sellers branding themselves.

“Had I not started building my personal brand back in 2010, I would not have the same amount of success that I do today,” says Tanya, who creates online content helping direct sellers effectively build their brand.

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What to focus on: There are essentially two options for direct sellers to build their personal brand—focus on the product or service, or the business opportunity.

There’s no right or wrong answer. Most people make this decision based on what they are most passionate about. Deciding what to focus on helps shape the message and develop a clear plan for content, such as social media posts, videos, blog posts, etc.

One approach is to build a customer base first and then find those who have a natural interest in building the business side.

JUNE 2020

5/18/20 9:36 AM

Identifying a passion: “An audience senses passion,” Tanya says. She suggests writing down what you’re most excited to talk about or create content around. For example, if the business is in the health and wellness industry, talk about fitness, nutrition and exercise.

Those more passionate talking about income, freedom or lifestyle should probably focus on the business side. Content can include sharing success stories, interviewing field leaders, offering business-building tips and illustrating company culture through photos and videos.

Benefits of personal branding: Some of the biggest benefits of direct sellers branding themselves online include focusing on bringing genuine value to their target market, developing a long-term mindset, growing a following, and discovering how to solve problems with the company’s products or services.

Ray Higdon says it this way: “Focus on education, focus on value, focus on things that you can offer for people to help educate them, possibly about your product, possibly about your service or whatever it is that you’re engaged in.”

Putting value into the marketplace also helps build trust while allowing direct sellers to create context around the benefits of certain products or services instead of talking specifically about those products or services.

Making the transition to products, services or opportunities: Current trends in personal branding center on generating curiosity and piquing interest through compelling storytelling, sharing results, and offering solutions around specific problems. Of course, the goal is to build a customer base or grow a distributor team. Making that transition often involves mentioning a product or service as a possible solution to those problems.

Tanya gives this example on her website of a possible approach: “Hey, if you’re interested in learning more about how I’ve monetized my passion for health and wellness, fill out this form below, and I’ll be happy to chat with you and show you what I’m doing.”

Companies can still provide corporate-approved assets such as images, video clips and infographics, allowing the distributor field to use them as tools to build their personal brand. DSN

10

Tanya Aliza’s T OP 10 Personal Branding Tips

}BRAND YOUR

PERSONAL NAME KEY POINT: “Things change, but YOU won’t.”

}KNOW YOUR TARGET AUDIENCE KEY POINT: “Everything I do in my marketing, branding and selling revolves around my target audience—not me!”

}BE SUPER SPECIFIC WITH YOUR TAG LINE/ SLOGAN KEY POINT: “You have to tell them what they’re going to get, and it’s a good idea to include how you’re going to make their life better.”

}HAVE PROFESSIONAL LOOKING YET FUN PICTURES OF YOU! KEY POINT: “This is what catches people’s eye and what makes you stand out from the crowd as a credible figure that people will listen to.”

}WHAT DO YOU WANT TO BE KNOWN FOR? KEY POINT: “Just pick one or two things that you are either good at now, or want to be good at, and become the EXPERT in that niche!”

}YOUR STORY! –

BE THE EXPERT KEY POINT: “How can your story relate to your target audience?”

}BE YOURSELF AND ACCENTUATE YOU KEY POINT: “Share your personal life with your audience so people can see who you are and what you’re about.”

}BE CONSISTENT KEY POINT: “Your brand isn’t going to be built overnight, but with consistent action, it will get built faster.”

}GET OUT THERE KEY POINT: “The more people can see you in front of them, the more they start to recognize your brand.”

}THINK LONG TERM KEY POINT: “Brands are not built overnight, but the entrepreneurs that draw a line in the sand and make it happen no matter what… are going to be the ones that make it BIG with their brand!”

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5/18/20 9:37 AM

F O R W A R D T H I N K I N G

TOOLS

Adapt and Thrive How companies are adapting their marketing and communication during the coronavirus pandemic

S

tella & Dot Stimulus Plan Stella & Dot founder and CEO Jessica Herrin appeared on a Facebook Live video detailing a stimulus plan for infusing “$100,000s of additional dollars” in extra bonuses for company Ambassadors. New Ambassadors could receive a virtual kit for free with a purchase over a four-day period.

“These are extraordinary times, and we’re taking extraordinary measures to serve our mission of helping people earn income, working from home,” Herrin said.

“As we see the news, we think of the people worried about financial stability. We know we can help. We really think of ourselves as more of a mission. We are more of a community than a company. We exist to help women be financially fierce.”

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Royaltie’s “Pay What You Can Afford” Option Royaltie, which offers a multi-faceted digital marketing platform, launched a “pay what you can afford” option to help small businesses affected by the pandemic that didn’t have an online presence. They also offered a 50 percent discount for new customers as well as a three-month discount for former customers who wanted to reactivate their accounts.

“We thought that was a good way to demonstrate how serious we are about being of service at this time and adding real value to the community,” company founder Justin Belobaba said in a video. Corporate leaders also covered tips on how small and home businesses can market themselves online during a global crisis and how to prepare for when it’s over.

Le-Vel Honors Frontline Thrivers Fitness and wellness company Le-Vel shared customersubmitted photos and messages of doctors, nurses and other healthcare professionals, many wearing the company’s signature THRIVE Premium Lifestyle DFT patch. One social media post of a photo collage showed Le-Vel distributors holding one-word signs that spelled out the message “Be The Light Stay Home And We Will Thrive.”

Bringing Beachbody Home Beachbody offered its streaming fitness service, Beachbody on Demand, free for 14 days. P90X workout creator Tony Horton conducted live workouts with his wife from their home. Ted McDonald, who helped create the yoga video in P90X2, held live yoga classes on Instagram.

Ambit Energy Relief Campaign Electricity and natural gas provider Ambit Energy set up GoAmbit.com/Relief and GoAmbit.com/ AmbitWorksTogether to support consultants and customers in need. The company offered customers the ability to extend payment deadlines and to break up payments.

To help keep consultants connected while they had to physically be apart, the#AmbitWorksTogether hashtag was used across social accounts. The company encouraged consultants to post pictures and videos of themselves describing how their Ambit business has helped them stay connected and supportive. DSN

“

These are extraordinary times, and we’re taking extraordinary measures to serve our mission of helping people earn income, working from home.

—JESSICA HERRIN, Founder and CEO, Stella & Dot

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5/18/20 9:38 AM

F O R W A R D T H I N K I N G

MUST READS SYSTEMS SCALE: EIGHT SIMPLE SYSTEMS THAT IGNITE GROWTH

By Brett A. Blake

S

ystems Scale was written for direct selling leaders—field and corporate, and for many, it will completely change the way you think about leading and will show you how to create an organization that can grow quickly. If you want to grow, stop looking for great people and start providing your people with great systems.

The perfect systems can make below-average people extraordinarily successful. Franchisers know that you can plug anyone into a great system, and they will succeed. Therefore, you can scale with great systems faster than you can scale with great people.

Order today from Store.DirectSellingNews.com

UPSTREAM: THE QUEST TO SOLVE PROBLEMS BEFORE THEY HAPPEN

By Dan Heath (Avid Reader Press/Simon & Schuster)

S

o often in life, we get stuck in a cycle of response. We put out fires. We deal with emergencies. We stay downstream, handling one problem after another, but we never make our way upstream to fix the systems that caused the problems. Cops chase robbers, doctors treat patients with chronic illnesses, and call-center reps address customer complaints. But many crimes, chronic illnesses, and customer complaints are preventable. So why do our efforts skew so heavily toward reaction rather than prevention?

Upstream probes the psychological forces that push us downstream—including “problem blindness,” which can leave us oblivious to serious problems in our midst.

And Heath introduces us to the thinkers who have overcome these obstacles and scored massive victories by switching to an upstream mindset.

ATOMIC HABITS: AN EASY & PROVEN WAY TO BUILD GOOD HABITS & BREAK BAD ONES

HAVE A LISTEN

By James Clear

N

o matter your goals, Atomic Habits offers a proven framework for improving— every day. James Clear, one of the world’s leading experts on habit formation, reveals practical strategies that will teach you exactly how to form good habits, break bad ones, and master the tiny behaviors that lead to remarkable results. DSN

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JUNE 2020

5/19/20 3:35 PM

INTERNATIONAL COMMERCE SIMPLIFIED

International technology platform and logistics solutions for direct sellers.

globalaccess.com

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5/18/20 8:18 AM

T H E WAY

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JUNE 2020

5/18/20 9:33 AM

F OR WA R D THIS IS A TIME F O R L E A D E R S H I P

B Y T O D D E L I A S O N

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5/18/20 9:33 AM

C O V E R

S T O R Y

/

T H E

W A Y

F O R W A R D

“

Our way of life had hit a brick wall.

In the span of a few days, hotels and retailers shuttered, airplanes were grounded, offices fell silent.

W

E ARE AT A UNIQUE MOMENT IN TIME, one that will undoubtedly change the way we live and the way we do business in the future. Our way of life had hit a brick wall. In the span of a few days, hotels and retailers shuttered, airplanes were grounded, offices fell silent. Leaders scrambled to secure their supply chains, keep worried employees motivated to work, and looked to evaluate strategic plans that have been years in the making from falling apart.

Just know that all of us here at Direct Selling News are mindful of the challenges you face in your daily lives. Please know that our thoughts and prayers are with you, your employees, your distributors and your families.

Throughout the past year, the editors at Direct Selling News have had no shortage of topics to talk about. Never before have we seen such a year that has so dramatically impacted the future of direct selling, which was reflected in this year’s Global 100 List.

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JUNE 2020

5/19/20 4:24 PM

2019 S TA R T ED W I T H THE CHINESE GOV ERNMENT ’S 100 DAY RE V IE W OF THE HE A LTH M A RK E T. T H AT RE V IE W NEG AT I V ELY IMPAC T ED SE V ER A L OF T HE W ORLD ’S L A RGE S T DIREC T

F I R S T, T H E N U M B E R S (2019 RE VENUE) Of the 50 companies in the ranking, only six grew by 100 million from 2018 to 2019. And only two of the Top 10 companies had increases in revenue (Coway and Ambit Energy).

However, of the companies ranking 11 through 25, seven had increases, and of the companies ranking 25 through 50, fifteen had increases in revenue.

While there were challenges in 2019, 48 percent of the companies recognized tonight grew year over year.

SELLERS.

E VENTS IMPAC TING 2020 G100 LIST Here are some of the happenings that got our attention that certainly impacted growth in virtually every part of the world. I think the following were on everyone’s list: }China’s 100-Day Review 2019 started with the Chinese government’s 100-day review of the health market. That review negatively impacted several of the world’s largest direct sellers.

Whether or not the government came knocking, all direct selling companies were on edge, and financials took a hit. Earnings at USANA, Nu Skin and Herbalife Nutrition, three of the industry’s largest publicly traded companies, fell significantly—between 8 percent and 25 percent for the first quarter. Hopes were high that business would rebound once the review period ended in April. Still, sales continued to fall dramatically in quarter two, resulting in all three companies resetting expectations for the second half of 2019. w w w . d i r e c t s e l l i n g n e w s . c o m 3 5

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C O V E R

S T O R Y

/

T H E

W A Y

F O R W A R D

E S T I M AT E D P E R C E N TA G E O F THE E XISTING WORK FORCE IN

40%

THE U.S. ENGAGING IN GIG WORK , REPRESENTING OVER 50 MILLION PEOPLE.

}FTC, AdvoCare & Neora Perhaps the most headline-grabbing examples that happened in 2019, unfortunately, were FTC related.

In October, AdvoCare and its former chief executive officer agreed to pay $150 million and be banned from the multilevel marketing business to resolve Federal Trade Commission charges. The FTC charged that the company operated an illegal pyramid scheme that deceived consumers into believing they could earn significant income as “distributors” of its health and wellness products. Then one month later, Neora sued the FTC for changing the rules, hours later the FTC announced they were suing Neora as well. }Gig Economy’s Continued Growth The explosive growth of the gig economy may have caught us by surprise. Supported by the innovative use of technology and a very effective approach to serving the consumer, the gig economy’s growth has captured the attention of marketplaces in virtually every mature market in the world.

The growth of the gig economy has created more choices available to those interested in part-time work, and the estimates are that close to greater than 40 percent of the existing workforce in the U.S. is engaging in gig work, representing over 50 million people in the U.S. alone.

Some estimates here in the U.S. indicate that up to 80 percent of the workforce may be interested in part-time work. All of this is happening during a time of low unemployment here in the United States.

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JUNE 2020

Lessons from the Lockdown

“

A Free Resource for Direct Selling Executives

The explosive growth of the gig economy may have caught us by surprise.

There’s nothing normal about our new norms. Direct selling was already changing at a breakneck pace. Now, not only have those changes accelerated, but everything we had planned for needs to be recalibrated, or scrapped entirely.

There’s no best practices to refer to.

No proven method to follow.

We’re all facing uncharted territory.

What’s the Best Next Step When You Don’t Have a Map? We’re creating and collecting some of the most timely insights from within the direct selling channel, and making it all available in our Lessons from the Lockdown section on our website. Articles, surveys, examples and even interviews … you’ll find it all at StrategicChoicePartners.com/lockdown.

Whether you’re surging into double digit growth or screeching to an unprecedented halt, we can help.

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Tap into Lessons from the Lockdown now at StrategicChoicePartners.com/lockdown

5/19/20 4:38 PM

C O V E R

S T O R Y

/

T H E

W A Y

F O R W A R D

GOING F OR WA RD IN 2020 At the end of the year, the world first heard of the coronavirus. Over the past few months, its spread has not only halted activity for many direct selling companies but also prompted countries to close their borders to travelers and shut down government agencies.

Most direct selling companies are now embracing the need for a strong strategic focus on customer acquisition and retention. This focus will serve us well as we incorporate our unique attributes of relationship building and community in the digital and the social commerce strategies that will reposition the original form of gig work into, perhaps, the ultimate form of gig work.

The future of direct selling will be determined by the evolution of the distribution channel and business opportunity. History has taught us that the future rewards those who pursue a path to relevancy and leadership in the marketplace. The mantra for this new decade must be that we are a customer-centric industry. We build strong retail bases, and the opportunity seekers follow.

Here are a few insights to mull over as we finish out the rest of 2020: 1} The Channel is Showing Growth As a nation, we are now 90 days into an unprecedented “work from home” doctrine and adjusting to all the changes and challenges it has brought to our personal and professional lives. The economy as a whole is reeling, but an informal survey conducted by SUCCESS Partners is showing some positive signs.

The survey includes talking with 50+ leading direct selling companies for a snapshot overview of how the industry is faring in the current climate. In these conversations with executives, there are ten top-performing companies on track to set all-time records in the month of May. The survey states these companies are necessarily using a different selling system or model, but they are flexible enough to pivot to growing their customer and distributor base remotely.

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With over 22 million Americans having filed for unemployment in recent weeks, companies—along with their sales force—have been able to help those people earn alternative income sources. “Who better to rise to the occasion and provide that opportunity than the direct selling channel?” states the article.

2} Product Claims & COVID-19 Seeing that the industry is growing is a great sign, but nothing will kill this growth faster than misleading product claims. As the COVID-19 pandemic continues to wreak havoc in the medical and business

“

The future of direct selling will be determined by the evolution of the distribution channel and business opportunity.

YOUR DIRECT SALES FULFILLMENT NEEDS,

FULFILLED.

→ 11 FULFILLMENT CENTERS coast-to-coast → DSA MEMBER serving 15 direct selling companies → 1–2 DAY DELIVERY to 98% of the U.S. → MILLIONS of B2C orders fulfilled every month → SCALABLE to support long-term growth, post-convention surges, and monthly subscription peaks

→ EASY INTEGRATION with Exigo, Magento,

InfoTrax, NetSuite & other commerce platforms

Download our helpful paper: Direct Sales Fulfillment: 5 Keys to Success at sales@AmwareLogistics.com

AmwareLogistics.com/direct

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5/19/20 4:41 PM

C O V E R

S T O R Y

/

T H E

W A Y

F O R W A R D

community, direct sales companies face the added pressure of ensuring that their independent sales representatives are not seeking to boost sales by making unauthorized health claims related to the coronavirus. “Statements that imply or expressly claim that a product can treat or alleviate COVID-19 symptoms will almost certainly invite immediate regulatory scrutiny. With the FTC’s heightened scrutiny of the direct selling channel, direct sellers can ill afford the reputational damage (and certain adverse regulatory enforcement action) that would result if a company (or its independent salespeople) seeks to capitalize on the current pandemic by making unsubstantiated health claims,” says Brent Kugler, a Partner for Scheef & Stone.

The DSA and DSSRC issued a joint press release stating the same thing, cautioning direct selling companies and their independent sales forces from making claims. “During these dynamic times, it is of paramount importance that we maintain the integrity of the direct selling space and be especially cognizant of any and all product claims and business opportunity representations,” said Eric D. Reicin, President and CEO, BBB National Programs. “Since product claims made by sales force members are attributable to direct selling companies themselves, our direct selling self-regulatory division, DSSRC, reminds all direct selling companies to educate their sales force members about best practices with respect to health-related product claims.”

In less than a week of these warnings, the FTC issued warning letters to several direct selling companies to remove and address claims that they or their participants are making about their products’ ability to treat or prevent coronavirus disease or about the earnings people who have recently lost income can make, or both.

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

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JUNE 2020

5/18/20 9:35 AM

“

Statements that imply or expressly claim that a product can treat or alleviate COVID-19 symptoms will almost certainly invite immediate regulatory scrutiny.

— B RE NT KUG LE R , Par tner, Scheef & Stone

“MLMs and other companies that distribute their products through networks of distributors are responsible for the product and earnings claims those distributors are making,” said Andrew Smith, Director of the FTC’s Bureau of Consumer

Protection. “During this health and economic crisis, we are on the lookout for false income claims for work-at-home opportunities, in addition to spurious health claims that products can treat or prevent COVID-19.”

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C O V E R

S T O R Y

/

T H E

W A Y

F O R W A R D

“

The FTC has previously sent a number of warning letters about health claims related to the coronavirus pandemic. Still, this group of letters is the first to also include warnings related to claims about potential earnings related to the economic fallout from the pandemic.

The letters refer the companies to the agency’s guidance for MLMs, reminding them that they are responsible for the claims made by their members and representatives, and advising the recipients that they and their members must immediately cease making all claims that would be false or misleading.

This is a critical time for our channel to continue to educate our sales force on the dangers of product and income claims. We don’t want 2020 to mirror the events of last year.

3} The Immediate Future Will Take Leadership What happens in the next six months will be crucial in the decisions we make with our companies as well as our channel. It will need leadership to keep our channel moving forward, relevant and in step with the ever-changing customer behaviors.

In a recent article penned by industry veteran Brett Blake, he says the COVID-19 pandemic has presented us with what might be the most unique business experience of our careers, one we are all trying to wrap our minds around from a public health perspective. He says, “…my experience leading several companies through very difficult crises has left me thinking, What would I do if I were leading a company 4 2 D I R E C T S E L L I N G N E W S |

DSN_0620_CoverStory_TheWayForward.indd 42

What happens in the next six months will be crucial in the decisions we make with our companies as well as our channel. right now? This is a moment in time when ‘work from home’ companies should be thriving or, at the very least, preparing to thrive. Whether your company is in ‘crazy growth’ like the company of one executive I recently spoke with, or in ‘survival’ mode, this is a time for leadership.”

In their video acceptance speech for the 2020 DSN Bravo Leadership Award, Orville & Heidi Thompson stated that the titles we hold in our various direct selling companies mean something: They should be more than being the people who make the big bucks or the people who get the credit for growth. Leaders don’t exist without others. You don’t lead yourself. Leaders lead people. They lead them to a happier, healthier place. They help people embrace the growth mindset. They help people adopt a sense of childlike wonder, embrace contagious optimism, develop relationships of love connection and kindness, find hope in a troubled world, and see the light of a better life in a better world. DSN

JUNE 2020

5/18/20 9:36 AM

A boutique investment banking, business development and corporate finance advisory firm with a primary focus on the direct selling vertical.

Stuart Johnson, the Founder and Chief Executive Officer of SUCCESS Partners and Direct Selling News, is a cofounder of the new firm. Transformation Capital’s experience and relationships are unmatched within the direct selling community.

SERVICES OFFERED INCLUDE: • Buy side and sell side M&A advisory • Equity and debt financing • Proprietary transactions • Joint venture and partnership opportunities • Institutional advisory

The firm has quickly established itself as a significant resource for direct selling industry participants and is actively engaged in the marketing of potential transactions in excess of $700 million.

Visit us on the web at: www.transformationcap.com or contact our partners directly as follows: info@transformationcap.com | 214-308-6020

Stuart Johnson, Partner | spj@transformationcap.com Ryan Bright, Partner | jrb@transformationcap.com

DSN_0620_CoverStory_TheWayForward.indd 43

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LIS T RE V ENUE

By the Numbers

N

OW IN OUR ELEVENTH YEAR of compiling research for

the DSN Global 100 list, we are always fascinated by the many insights into the depth and breadth of the direct

TOTAL LIST

$54.2B

Companies 1 – 10

$35.5B

Companies 11 – 20

$11.0B

Remaining 30 Companies

$7.74B

16 =

NUMBER OF COMPANIES OVER $1 BILLION

selling channel. The companies on the list each year represent such a giants. The breadth of products and services represented includes

TOP $100 MILLION GROW TH CLUB

nearly every category imaginable, such as health and wellness, clothing,

PM-International

$276M

beauty and skin care, travel and leisure, food and beverage, energy,

Medifast, Inc./OPTAVIA

$213M

financial services, housewares and CBD/hemp products.

Atomy

$160M

Coway

$129M

Arbonne International

$128M

Vestige Marketing

$107M

Color Street

$101M

variety of development, from fast-growing newcomers to the pioneering

Below we have created graphic representations of a few insights into our tremendous channel of distribution that this year’s list reveals.

TOP 20 U.S. Amway

$8.40B

Herbalife Nutrition

$4.90B

Nu Skin Enterprises

$2.40B

Tupperware Brand Corp.

$1.80B

Ambit Energy

$1.32B

Jeunesse Global

$1.10B

USANA Health Sciences

$1.06B

Medifast, Inc./OPTAVIA

$714M

Arbonne International

$672M

Team National

$651M

Scentsy, Inc.

$472M

Plexus Worldwide

$467M

MONAT Global

$388M

Nature's Sunshine Products

$362M

WorldVentures

$335M

Hy Cite Enterprises, LLC

$306M

ARIIX

$230M

LifeVantage

$226M

Pure Romance

$225M

Color Street

$220M

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

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JUNE 2020

P E R C E N TA G E

101 COMPANIES

OF

T H AT G R E W YEAR-OVERYE AR FROM 2 0 1 8 T O 2 0 19

48.5%

7COMPANIES

$100 MILLION FROM 2018

GREW BY

$

TO 2019

NUMBER OF MID-MARKET COMPANIES = 14

($300 MILLION TO $999 MILLION)

14 Yanbal International

$885M

Medifast, Inc./OPTIVIA

$713.7M

Arbonne International

$672.4M

Team National

$651M

Miki Corp.

$504.6M

Scentsy, Inc.

$472M

Plexus Worldwide

$467.5M

MONAT Global

$387.8M

Faberlic

$384.8M

Nature's Sunshine

$362.2M

WorldVentures

$334.9M

Fordays

$308.6M

Hy Cite Enterprises, LLC

$306M

Vestige Marketing

$301.8M

$100M =

2019

REVENUE

5/18/20 9:31 AM

% TOP 10

HIGHEST GROW TH PERCENT

Color Street

84.81%

MyDailyChoice/Hempworx

70.00%

Vestige Marketing

55.30%

Immunotec

49.37%

2 TOP 10 COMPANIES

42.45%

Medifast, Inc./OPTAVIA ASEA

41.77%

PM-International

33.12%

+ Arbonne International

23.59%

Atomy

13.90%

Hy Cite Enterprises, LLC

11.39%

7 COMPANIES

OF THE

RANKING

11‑23

REPORTED

REPORTED INCREASED REVENUE

INCREASED REVENUE

TOP BILLION DOLLAR CLUB 1

Amway

USA

$8,400,000,000

2

Herbalife Nutrition

USA

$4,900,000,000

3

Avon Products, Inc.

UK

$4,760,000,000

4

Vowerk & Co. KG

Germany

$4,230,889,000 $3,660,000,000

$100 MILLION 2019 REVENUE

5

Natura &Co

Brazil

6

Coway

South Korea

DIRECT SELLING COMPANIES)

7

Nu Skin Enterprises

USA

$2,400,000,000

+ (NON-REPORTING U.S.-BASED

$2,589,774,384

u 4Life

u Melaleuca

8

Tupperware Brand Corp.

USA

$1,800,639,000

uACN

u Neora

9

Oriflame Cosmetics

Switzerland

$1,474,463,000

u Beachbody

u New

Avon

u Beautycounter

u New

U Life

10

Ambit Energy

USA

$1,314,888,000

u Bemer

u Norwex

11

Atomy

South Korea

u Cabi

u Pampered

12

Pola, Inc.

Japan

u doTERRA

u Paparazzi

u Forever

u Prüvit

13

Belcorp Corp.

Peru

$1,170,000,000

14

PM-International

Germany

$1,110,105,000

15

Jeunesse Global

USA

$1,100,000,000

16

Telecom Plus Plc

UK

$1,084,983,806

17

USANA Health Sciences

USA

$1,060,000,000

Living

Chef

u Isagenix

u Rodan+Fields

u It

u SeneGence

Works!

u JuicePlus+

u Shaklee

u Kyani

u Sunrider

u Kynect

(Sream)

uThirty-One

u LegalShield

u Unicity

u Le-Vel

uVida

u LuLaRoe

uYoungevity

u Market

uYounique

u Mary

America

Kay

Gifts

$1,307,154,966 $1,240,000,000

Divina

uYoung

Living

15

COMPANIES RANKING 25‑51

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

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The 2020 DSN Global 100 Ranked by net sales in 2019

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JUNE 2020

5/18/20 12:08 PM

Top 10

Net sales in U.S. dollars

+ percent from 2018

1 Amway USA $8.40B -4.5% 2

Herbalife Nutrition USA $4.90B —

3

Avon Products Inc. UK $4.76B -14.5%

4

Vorwerk & Co. KG Germany $4.23B -1.6%

5

Natura &Co Brazil $3.66B -0.2%

6 Coway

South Korea $2.59B +3.6%

7

Nu Skin Enterprises USA $2.40B -10.4%

8

Tupperware Brand Corp. USA $1.80B -10.0%

9

Oriflame Cosmetics Switzerland $1.47B -5.1%

10

Ambit Energy USA $1.31B +0.7%

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5/18/20 8:13 AM

D S N

G L O B A L

/

1 0 0

T O P

2019 NET SALES

RANK COMPANY

C O M P A N I E S

COUNTRY

RANK COMPANY

2019 NET SALES

COUNTRY

11

Atomy*

$1.3B

South Korea

33

New Image Group

$243M

New Zealand

11

Pola Inc.

$1.24B

Japan

34

Naturally Plus

$242M

Japan

12

Belcorp Ltd

$1.17B

Peru

35

ARIIX

$230M

USA

13

PM-International

$1.11B

Germany

36

LifeVantage

$226M

USA

14

Jeunesse Global

$1.10B

USA

37

Pure Romance

$225M

USA

15

Telecom Plus Plc

$1.08B

UK

38

Color Street

$220M

USA

16

USANA Health Sciences

$1.06B

USA

38

Menard Cosmetics

$220M

Japan

17

Yanbal International

$885M

Peru

40

NONI by NewAge

$200M

USA

18

Medifast, Inc./OPTAVIA

$714M

USA

41

Giffarine Skyline Utility Co.

$198M

Thailand

19

Arbonne International

$672M

USA

42

KK Assuran

$193M

Japan

20

Team National

$651M

USA

43

ASEA

$170M

USA

21

Miki Corp.

$505M

Japan

43

MyDailyChoice/HempWorx

$170M

USA

22

Scentsy Inc.

$472M

USA

44

Immunotec Research Ltd

$162M

USA

23

Plexus Worldwide

$467M

USA

46

Mannatech Inc.

$158M

USA

24

MONAT Global

$388M

USA

47

Southwestern Advantage

$138M

USA

25

Faberlic

$385M

Russia

48

Elepreneurs

$135M

USA

26

Nature's Sunshine Products Inc.

$362M

USA

49

Usborne Books & More

$119M

USA

27

WorldVentures

$335M

USA

50

Xyngular

$108M

USA

28

Fordays

$308M

Japan

29

Hy Cite Enterprises, LLC

$306M

USA

30

Vestige Marketing Pvt. Ltd

$302M

India

31

Noevir Co. Ltd

$286M

Japan

32

Farmasi

*NOTE: A submission from Atomy of South Korea was received after the DSN Global 100 video was filmed. Atomy would have come in at No. 11. While we are not renumbering the ranking presented on April 1, 2020, we are including

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

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$250M

Turkey

Atomy as it was part of the Global 100 last year.

JUNE 2020

5/18/20 8:13 AM

1

AMWAY

2019 NE T S A LES:

$8.40 billion

USA Amway is a direct selling business based in Ada, Michigan. Its top-selling brands are Nutrilite vitamin, mineral and dietary supplements, Artistry skincare and color cosmetics, eSpring water treatment systems and XS energy drinks, all sold exclusively by Amway Business Owners.

COUNTRY:

2018 R ANK :

1

$8.80 billion S A L E S M E T H O D : Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Nutrition and Wellness; Skincare and Cosmetics; Energy Food and Beverage; Air and Water Treatment; Home Care C O U N T R I E S : 100 P R I M A R Y M A R K E T S : China; USA; Korea; Japan; Thailand; Taiwan; India; Russia; Malaysia; Hong Kong S A L E S P E O P L E : 1 million E M P L O Y E E S : 15,000 H E A D Q U A R T E R S : Ada, Michigan E X E C U T I V E S : Steve Van Andel; Doug DeVos; Milind Pant Y E A R F O U N D E D : 1959 W E B S I T E : www.amway.com 2018 NE T SALES:

4

V ORWERK & CO. KG

$4.23 billion C O U N T R Y : Germany Vorwerk’s core business encompasses both the production and sale of high-quality household products and cosmetics (JAFRA Cosmetics).

Vorwerk always seeks direct contact to the customer, be it through direct selling, via its own e-shops or its Vorwerk stores in good inner-city locations. The Vorwerk family also includes the akf bank, Vorwerk flooring and its sister group, HECTAS. 2019 NE T S A LES:

2018 R ANK :

5

$4.30 billion S A L E S M E T H O D : Party Plan C O M P E N S A T I O N P L A N : Single-Level P R O D U C T S : Appliances; Clothing and Accessories; Cosmetics; Home Decor; Kitchenware; Personal Care C O U N T R I E S : 60 P R I M A R Y M A R K E T S : USA; Mexico; Europe; China S A L E S P E O P L E : 599,073 E M P L O Y E E S : 12,320 H E A D Q U A R T E R S : Wuppertal, Germany E X E C U T I V E : Reiner Strecker Y E A R F O U N D E D : 1883 W E B S I T E : corporate.vorwerk.com/en/home 2018 NE T SALES:

2

HERBALIFE NUTRITION

2019 NE T S A LES:

$4.90 billion

USA Herbalife Nutrition is a global company that has been changing people’s lives with great nutrition products and a proven business opportunity for its independent distributors since 1980.

The company offers high-quality, sciencebacked products, sold in over 90 countries by entrepreneurial distributors who provide oneon-one coaching and a supportive community that inspires their customers to embrace a healthier, more active lifestyle.

COUNTRY:

2018 R ANK :

3

$4.90 billion S A L E S M E T H O D : Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics; Food and Beverage; Personal Care; Wellness C O U N T R I E S : 94 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : 735,000 E M P L O Y E E S : 9,500 H E A D Q U A R T E R S : Los Angeles, California E X E C U T I V E : John Agwunobi Y E A R F O U N D E D : 1980 S T O C K S Y M B O L : HLF—NYSE W E B S I T E : www.herbalife.com

2018 NE T SALES:

5

N ATURA &CO

2019 NE T S A LES:

$3.66 billion

Brazil Natura &Co is a portfolio of global brands that includes Natura, Aesop, The Body Shop and, as of January 2020, Avon Products Inc. The company is purpose-driven, united to nurture beauty and relationships for a better way of living and doing business and committed to making positive social, economic and environmental impact.

COUNTRY:

2018 R ANK :

6

$367 billion Person to Person C O M P E N S A T I O N P L A N : Single-Level P R O D U C T S : Cosmetics; Personal Care C O U N T R I E S : 100 P R I M A R Y M A R K E T: Brazil S A L E S P E O P L E : 6.3 milion E M P L O Y E E S : 40,000 H E A D Q U A R T E R S : São Paulo, Brazil E X E C U T I V E : João Paulo Ferreira Y E A R F O U N D E D : 1969 S T O C K S Y M B O L : NTCO3—São Paulo W E B S I T E : www.naturaeco.com

2018 NE T SALES: SALES METHOD:

3

AVON PRODUCTS INC.

$4.76 billion United Kingdom Avon Products is the company that for more than 130 years has proudly stood for beauty, innovation, optimism and, above all, for women. Avon products include well-recognized and beloved brands such as ANEW, Avon Color, Avon Care, Skin-So-Soft, and Advance Techniques.

2019 NE T S A LES: COUNTRY:

*Avon Products, Inc. was purchased by Natura &Co in January 2020.

2018 R ANK :

2

$5.57 billion Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics; Personal Care C O U N T R I E S : 70 P R I M A R Y M A R K E T: Brazil S A L E S P E O P L E : 5.5 million E M P L O Y E E S : 25,000 H E A D Q U A R T E R S : Northamptonshire, England E X E C U T I V E : Angela Cretu Y E A R F O U N D E D : 1886 W E B S I T E : www.avon.com

2018 NE T SALES: SALES METHOD:

6

C OWAY

$2.59 billion South Korea A leader in the life-care service sector, Coway products range from cosmetics and home care products to home wellness appliances, including water purifiers, air purifiers, bidets and water softeners.

2019 NE T S A LES: COUNTRY:

2018 R ANK :

8

$2.5 billion Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Home Appliances; Home Care; Cosmetics COUNTRIES: 3 P R I M A R Y M A R K E T: Asia S A L E S P E O P L E : Not available E M P L O Y E E S : 4,700 H E A D Q U A R T E R S : Seoul, South Korea E X E C U T I V E : Hae-Sun Lee Y E A R F O U N D E D : 1989 S T O C K S Y M B O L : 021240—SEO W E B S I T E : www.coway-usa.com

2018 NE T SALES: SALES METHOD:

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NU SKIN ENTERPRISES

2019 NE T S A LES:

$2.4 billion

USA Nu Skin develops and distributes innovative consumer products, offering a comprehensive line of premium-quality beauty and wellness solutions. The company builds upon its scientific expertise in both skin care and nutrition to continually develop innovative product brands that include the Nu Skin® personal care brand, the Pharmanex® nutrition brand,and the ageLOC® anti-aging brand.

7

$2.68 billion Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics; Personal Care; Wellness C O U N T R I E S : Asia, Americas, Europe, Africa, Pacific P R I M A R Y M A R K E T: China S A L E S P O E P L E : 54,760 E M P L O Y E E S : 4,900 H E A D Q U A R T E R S : Provo, Utah E X E C U T I V E : Ritch Wood Y E A R F O U N D E D : 1984 S T O C K S Y M B O L : NUS—NYSE W E B S I T E : www.nuskin.com

2018 NE T SALES: SALES METHOD:

10

A MBIT ENERGY

2019 NE T S A LES:

$1.31 billion

USA Ambit Energy is an international multi-level marketing company that provides electricity and natural gas services in energy markets in the USA, Japan and Canada that have been deregulated.

14

$1.3 billion S A L E S M E T H O D : Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Electricity and Natural Gas Services COUNTRIES: 3 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : 558,989 E M P L O Y E E S : 450 H E A D Q U A R T E R S : Dallas, Texas E X E C U T I V E : Curt Morgan Y E A R F O U N D E D : 2006 W E B S I T E : www.ambitenergy.com

2018 NE T SALES:

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

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TUPPERWARE BRANDS CORP. $1.80 billion

USA Tupperware is a global direct seller of innovative, premium products across multiple brands and categories through an independent sales force. Products include design-centric preparation, storage and serving solutions for the home.

COUNTRY:

2018 R ANK :

9

$2.0 billion Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Beauty; Personal Care; Storage; Serving C O U N T R I E S : 100 P R I M A R Y M A R K E T: Asia S A L E S P E O P L E : 2.9 million E M P L O Y E E S : 13,500 H E A D Q U A R T E R S : Orlando, Florida E X E C U T I V E : Miguel Fernandez Y E A R F O U N D E D : 1946 S T O C K S Y M B O L : TUP—NYSE W E B S I T E : www.tupperware.com

2018 NE T SALES: SALES METHOD:

11

ATOMY

$1.3 billion C O U N T R Y : South Korea Atomy is a Korean network marketing company that was founded in 2009. Its business motto is “Absolute Quality Absolute Price” and main products are health supplements, skincare products, cosmetics and diverse consumer goods.

2019 NE T S A LES:

COUNTRY:

2018 R ANK :

8

2019 NE T S A LES:

COUNTRY:

2018 R ANK :

P R O F I L E S

2018 R ANK :

20

$1.15 billion S A L E S M E T H O D : Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Clothing and Accessories, Cosmetics and Personal Care, Food and Beverage, Home Décor; Kitchenware and Appliances, Wellness C O U N T R I E S : 14 P R I M A R Y M A R K E T: South Korea S A L E S P E O P L E : 5 million E M P L O Y E E S : 400 H E A D Q U A R T E R S : Gongju, South Korea E X E C U T I V E : Han-Gill Park Y E A R F O U N D E D : 2009 W E B S I T E : www.atomy.kr

2018 NE T SALES:

9

O RIFLAME COSMETICS

$1.47 billion Switzerland Oriflame is a beauty company selling direct in more than 60 countries. Its wide portfolio of Swedish, nature-inspired, innovative beauty products is marketed through approximately 3 million independent Oriflame Consultants.

Respect for people and nature underlies Oriflame’s operating principles and is reflected in its social and environmental policies. Oriflame supports numerous charities worldwide and is a co-founder of the World Childhood Foundation.

2019 NE T S A LES: COUNTRY:

2018 R ANK :

11

$1.55 billion Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics; Personal Care, Wellness C O U N T R I E S : 60 P R I M A R Y M A R K E T: Russia S A L E S P E O P L E : 3 million E M P L O Y E E S : 6,400 H E A D Q U A R T E R S : Schaffhausen, Switzerland E X E C U T I V E : Magnus Brännström Y E A R F O U N D E D : 1967 W E B S I T E : www.oriflame.com

2018 NE T SALES: SALES METHOD:

11

POLA INC.

$1.3 billion Japan Founded by Shinobu Suzuki, Pola has earned a global reputation for its high-quality skincare, hair-care and cosmetics products as well as its commitment to supporting women in their pursuit of more satisfying lifestyles.

2019 NE T S A LES: COUNTRY:

2018 R ANK :

16

$1.24 billion Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics; Skincare; Personal Care; Nutrition C O U N T R I E S : 13 P R I M A R Y M A R K E T: Not available S A L E S P E O P L E : 150,000 E M P L O Y E E S : 1,326 H E A D Q U A R T E R S : Tokyo, Japan E X E C U T I V E : Hiroki Suzuki Y E A R F O U N D E D : 1929 W E B S I T E : www.pola.co.jp

2018 NE T SALES: SALES METHOD:

JUNE 2020

5/18/20 8:12 AM

12

B ELCORP LTD.

2019 NE T S A LES:

$1.17 billion

Peru Belcorp is a multinational with more than 50 years of experience in the beauty industry.

It operates under three channels: direct sales, retail and e-commerce. Thanks to direct sales, its main channel, more than 860,000 Latin American entrepreneurs achieve their economic independence through the sale of beauty and personal care products of the brands L’Bel, Ésika and Cyzone, from Belcorp.

COUNTRY:

2018 R ANK :

19

$1.16 billion Person to Person C O M P E N S A T I O N P L A N : Single-Level P R O D U C T S : Cosmetics; Personal Care C O U N T R I E S : 14 P R I M A R Y M A R K E T S : Colombia, Peru and Ecuador S A L E S P E O P L E : 866,000 E M P L O Y E E S : 7,209 H E A D Q U A R T E R S : Lima, Peru E X E C U T I V E : Erika Herrero Bettarel Y E A R F O U N D E D : 1968 W E B S I T E : www.belcorp.biz 2018 NE T SALES: SALES METHOD:

15

T ELECOM PLUS PLC

$1.08 billion C O U N T R Y : United Kingdom Telecom Plus, which owns and operates the Utility Warehouse brand, is the UK’s only fully integrated provider of a wide range of competitively priced utility services spanning the communications, energy and insurance markets. Members benefit from the convenience of a single monthly statement, consistently good value across all their utilities and exceptional levels of service.

2019 NE T S A LES:

2018 R ANK :

21

$1.09 billion S A L E S M E T H O D : Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Services COUNTRIES: 1 P R I M A R Y M A R K E T: United Kingdom S A L E S P E O P L E : 43,111 E M P L O Y E E S : 1,387 H E A D Q U A R T E R S : London, England E X E C U T I V E : Andrew Lindsay Y E A R F O U N D E D : 1998 S T O C K S Y M B O L : TEP—London W E B S I T E : www.utilitywarehouse.co.uk

2018 NE T SALES:

13

P M-INTERNATIONAL

$1.11 billion C O U N T R Y : Luxembourg PM-International develops and distributes premium, cutting-edge products for health, fitness and beauty through its brand FitLine®.

2019 NE T S A LES:

2018 R ANK :

24

$834 million Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics; Personal Care; Wellness C O U N T R I E S : 40 P R I M A R Y M A R K E T: Germany S A L E S P E O P L E : 31,576 E M P L O Y E E S : 670 H E A D Q U A R T E R S : Schengen, Luxembourg E X E C U T I V E : Rolf Sorg Y E A R F O U N D E D : 1993 W E B S I T E : www.pm-international.com

2018 NE T SALES: SALES METHOD:

16

USANA HEALTH SCIENCES

2019 NE T S A LES:

$1.06 billion

USA USANA Health Sciences, Inc. is one of the largest publicly held direct-selling nutrition, personal health and wellness companies in the world. It was founded in 1992 by Myron W. Wentz. Ph.D. and since that time, has developed and manufactured high-quality, science-based nutritional and personal care products with a primary focus on promoting long-term health and wellness.

COUNTRY:

2018 R ANK :

18

$1.19 billion S A L E S M E T H O D : Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics and Personal Care; Food and Beverage; Wellness C O U N T R I E S : 24 P R I M A R Y M A R K E T: Greater China S A L E S P E O P L E : 291,000 E M P L O Y E E S : 1,914 H E A D Q U A R T E R S : Salt Lake City, Utah E X E C U T I V E : Kevin Guest Y E A R F O U N D E D : 1992 S T O C K S Y M B O L : USNA—NYSE W E B S I T E : www.usana.com

2018 NE T SALES:

14

JEUNESSE GLOBAL

$1.10 billion USA Jeunesse® is a global youth enhancement company with a mission to positively impact the world by helping people look and feel young, while empowering them to unleash their potential. The company’s exclusive skin care and nutritional products form a comprehensive Y.E.S. Youth Enhancement System™. Jeunesse utilizes a cutting-edge platform to share innovative products, training and support through 34 fully operational offices to markets in 146 countries.

2019 NE T S A LES: COUNTRY:

2018 R ANK :

13

$1.46 billion Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics; Personal Care; Wellness C O U N T R I E S : 146 P R I M A R Y M A R K E T: Asia Pacific S A L E S P E O P L E : 674,419 E M P L O Y E E S : 735 H E A D Q U A R T E R S : Lake Mary, Florida E X E C U T I V E S : Randy Ray and Wendy Lewis Y E A R F O U N D E D : 2009 W E B S I T E : www.jeunesseglobal.com

2018 NE T SALES: SALES METHOD:

17

YANBAL INTERNATIONAL

$885 million Peru Yanbal International is a beauty company with more than 52 years of successful experience offering premium-quality cosmetics and bijouterie products in 10 countries of America and Europe, inspiring thousands of women worldwide to discover their full potential to achieve their dreams. With a sustainable approach, Yanbal operates every day to generate a positive societal impact in the world.

2019 NE T S A LES: COUNTRY:

2018 R ANK :

22

$994 million Party Plan C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics; Personal Care C O U N T R I E S : 10 P R I M A R Y M A R K E T: Peru S A L E S P E O P L E : 400,000 E M P L O Y E E S : 4,552 H E A D Q U A R T E R S : Lima, Peru E X E C U T I V E : Janine Belmont Y E A R F O U N D E D : 1967 W E B S I T E : www.yanbal.com

2018 NE T SALES: SALES METHOD:

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MEDIFAST INC./ OPTAVIA

2019 NE T S A LES:

$714 million

USA OPTAVIA lifestyle brand is a community that is creating Optimal Health through a network of Independent Health Coaches.

These Coaches provide support and personal encouragement to help Clients safely and effectively reach and sustain a healthy weight and adopt healthy habits.

31

$501 million Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Health and Wellness COUNTRIES: 1 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : 27,200 E M P L O Y E E S : 464 H E A D Q U A R T E R S : Baltimore, Maryland E X E C U T I V E : Dan Chard Y E A R F O U N D E D : 1981 S T O C K S Y M B O L : MED—NYSE W E B S I T E : www.medifastinc.com

2018 NE T SALES: SALES METHOD:

21

MIKI CORP.

2019 NE T S A LES:

32

$498 million Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cleaning; Nutritional; Skincare COUNTRIES: 3 P R I M A R Y M A R K E T: Japan S A L E S P E O P L E : Not available E M P L O Y E E S : 280 H E A D Q U A R T E R S : Osaka, Japan E X E C U T I V E : Toshikazu Kadota Y E A R F O U N D E D : 1966 W E B S I T E : www.mikiprune.co.jp

2018 NE T SALES: SALES METHOD:

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$672 million

USA Arbonne International, LLC creates personal care, beauty and wellness products crafted with premium plant-based ingredients.

Arbonne’s healthy living product philosophy and entrepreneurial business opportunity foster a positive mind-set. The brand core values are empowerment, transparency and sustainability, with the vision that everyone can flourish by being good to themselves, their community and the planet.

COUNTRY:

2018 R ANK :

28

$544 million Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics; Personal Care; Wellness COUNTRIES: 6 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : 359,874 E M P L O Y E E S : 621 H E A D Q U A R T E R S : Irvine, California E X E C U T I V E : Jean-David Schwartz Y E A R F O U N D E D : 1980 W E B S I T E : www.arbonne.com

2018 NE T SALES: SALES METHOD:

22

2019 NE T S A LES:

Japan Operating in Japan, Taiwan and Malaysia, Miki Corp. markets nutritional products, skincare and a range of household detergents.

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ARBONNE INTERNATIONAL

S CENTSY INC.

$505 million

COUNTRY:

2018 R ANK :

19

2019 NE T S A LES:

COUNTRY:

2018 R ANK :

P R O F I L E S

$472 million

USA Scentsy is a direct selling company and international leader in home and personal fragrance, offering stylish, innovative and customizable product designed to Warm the Heart, Enliven the Senses and Inspire the Soul.

COUNTRY:

2018 R ANK :

34

$449 million Party Plan C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Appliances; Cosmetics; Home Decor; Kitchenware; Personal Care C O U N T R I E S : 12 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : 1471,000 E M P L O Y E E S : 1,050 H E A D Q U A R T E R S : Meridian, Idaho E X E C U T I V E S : Orville and Heidi Thompson Y E A R F O U N D E D : 2004 W E B S I T E : www.scentsy.com

2018 NE T SALES: SALES METHOD:

20

T EAM NATIONAL

$651 million USA Team National provides membership savings on products and services in more than 20 industries, including factory direct pricing on home furnishings and more.

2019 NE T S A LES: COUNTRY:

2018 R ANK :

26

$734.5 million Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Clothing and Accessories; Food and Beverage; Services; Wellness COUNTRIES: 1 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : 35,500 E M P L O Y E E S : 61 H E A D Q U A R T E R S : Davie, Florida E X E C U T I V E : Angela Loehr Chrysler Y E A R F O U N D E D : 1997 W E B S I T E : www.teamnationalusa.com 2018 NE T SALES: SALES METHOD:

23

P LEXUS WORLDWIDE

$467 million USA Plexus Worldwide is a leading health and happiness company featuring health and wellness products that enable people to improve their lives and well-being. With hundreds of thousands of independent business owners (“Ambassadors”) worldwide, Plexus is among the largest direct sales companies in the USA. The combination of Plexus products and opportunities help individuals to meet their health-wellness and financial goals.

2019 NE T S A LES: COUNTRY:

2018 R ANK :

30

$527 million Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics; Personal Care; Food and Beverage; Wellness COUNTRIES: 5 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : 519,664 E M P L O Y E E S : 398 H E A D Q U A R T E R S : Scottsdale, Arizona E X E C U T I V E : Tarl Robinson Y E A R F O U N D E D : 2008 W E B S I T E : www.plexusworldwide.com

2018 NE T SALES: SALES METHOD:

JUNE 2020

5/18/20 8:12 AM

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M ONAT GLOBAL

$388 million USA Since 2014, MONAT has been carving a distinct niche in the hair care and direct selling markets by taking a holistic approach. In 2019, MONAT introduced a naturally based skin care line.

35

FABERLIC

$385 million Russia Faberlic is Russia's largest direct seller with its own production facilities and R&D. The company offers a wide range of products from cosmetics to home care, apparel and wellness.

2018 R ANK :

33

N ATURE’S SUNSHINE PRODUCTS INC.

$362 million USA Nature’s Sunshine Products is a natural health and wellness company that markets and distributes nutritional and personal care products. The company manufactures most of its products through its own state-of-the-art facilities to ensure the highest quality, safety and efficacy in its products.

2019 NE T S A LES:

$435 million S A L E S M E T H O D : Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Personal Care COUNTRIES: 3 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : 200,000 E M P L O Y E E S : 442 H E A D Q U A R T E R S : Doral, Florida E X E C U T I V E S : Rayner Urdaneta, Stuart MacMillan Y E A R F O U N D E D : 2014 W E B S I T E : www.monatglobal.com

$463 million Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Clothing and Accessories; Cosmetics and Personal Care; Home Décor; Kitchenware and Appliances; Home Care; Wellness C O U N T R I E S : 40 P R I M A R Y M A R K E T: Russia S A L E S P E O P L E : 2.27 million E M P L O Y E E S : 2,483 H E A D Q U A R T E R S : Moscow, Russia E X E C U T I V E : Alexei Nechaev Y E A R F O U N D E D : 1997 W E B S I T E : www.faberlic.com

27

2019 NE T S A LES:

28 2019 NE T S A LES:

29

COUNTRY:

COUNTRY:

COUNTRY:

2018 R ANK :

2018 NE T SALES:

2018 NE T SALES:

WORLDVENTURES

$335 million USA WorldVentures is a privately held company that sells travel and lifestyle community memberships providing a diverse set of products and experiences. The company’s goal is to help Independent Representatives, DreamTrips Members and employees achieve more fun, freedom and fulfillment in their lives.

WorldVentures uses the direct sales model to go to market with active Representatives and members worldwide.

2018 R ANK :

38

$377 million Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Leisure; Educational COUNTRIES: 1 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : 104,368 E M P L O Y E E S : 471 H E A D Q U A R T E R S : Plano, Texas E X E C U T I V E : Wayne Nugent Y E A R F O U N D E D : 2005 W E B S I T E : www.worldventures.com

2018 NE T SALES: SALES METHOD:

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F ORDAYS

$308 million Japan Fordays offers a wide range of dietary supplements and cosmetic products to more than 300,000 loyal members. The company places a strong emphasis on new product development and is currently in the process of expanding its business globally.

2018 R ANK :

37

$385 million Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics; Personal Care COUNTRIES: 1 P R I M A R Y M A R K E T: Japan S A L E S P E O P L E : 327,000 E M P L O Y E E S : 276 H E A D Q U A R T E R S : Tokyo, Japan E X E C U T I V E : Keiko Wada Y E A R F O U N D E D : 1997 W E B S I T E : www.fordays.jp

2018 R ANK :

40

$365 million Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics; Personal Care; Wellness C O U N T R I E S : 44 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : 495,000 E M P L O Y E E S : 1,000 H E A D Q U A R T E R S : Lehi, Utah E X E C U T I V E : Greg Probert Y E A R F O U N D E D : 1972 S T O C K S Y M B O L : NATR—NASDAQ W E B S I T E : www.naturessunshine.com

2018 NE T SALES: SALES METHOD:

HY CITE ENTERPRISES, LLC

$306 million USA Hy Cite Enterprises helps people better nurture their families by creating exceptional kitchenware and making it attainable to all through its internal financing services. Its main cookware line, Royal Prestige, is sold in nine core markets by independent Distributors who chose to make this a full-time opportunity.

2019 NE T S A LES:

48

2018 NE T SALES:

2018 R ANK :

SALES METHOD:

2018 NE T SALES:

$275 million Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Home Décor; Kitchenware; Appliances C O U N T R I E S : 24 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : 40,287 E M P L O Y E E S : 1,087 H E A D Q U A R T E R S : Middleton, Wisconsin E X E C U T I V E : Erik S. Johnson Y E A R F O U N D E D : 1959 W E B S I T E : www.hycite.com SALES METHOD:

JUNE 2020

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30

VESTIGE MARKETING PVT. LTD.

2019 NE T S A LES:

$302 million

India Vestige Marketing Pvt. Ltd. is a direct selling company dealing in world-class health and personal care products. Vestige believes in empowering its members with the opportunity to lead their lives on their own terms with the motto of spreading wealth through wellness.

COUNTRY:

2018 R ANK :

63

$194 million S A L E S M E T H O D : Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics; Food and Beverage; Home Care; Personal Care; Wellness; Air Purifier COUNTRIES: 5 P R I M A R Y M A R K E T: India S A L E S P E O P L E : 2.7 million E M P L O Y E E S : 574 H E A D Q U A R T E R S : New Delhi, India E X E C U T I V E : Gautam Bali Y E A R F O U N D E D : 2004 W E B S I T E : www.myvestige.com

2018 NE T SALES:

33

NEW IMAGE GROUP

$243 million C O U N T R Y : New Zealand New Image provides research, manufacturing and direct marketing of anti-aging, wellness and beauty products.

2019 NE T S A LES:

2018 R ANK :

52

$231 million Party Plan C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics; Personal Care; Food and Beverage; Wellness M A R K E T S : 20 P R I M A R Y M A R K E T S : Vietnam, Malaysia, Philippines S A L E S P E O P L E : 265,000 E M P L O Y E E S : 460 H E A D Q U A R T E R S : Auckland, New Zealand E X E C U T I V E : Graeme Clegg Y E A R F O U N D E D : 1984 S T O C K S Y M B O L : NEW—NZX W E B S I T E : www.newimageasia.com 2018 NE T SALES: SALES METHOD:

31

NOEVIR CO. LTD.

2019 NE T S A LES:

$286 million

Japan Committed to innovation and natural ingredients, Noevir researches, develops and manufactures effective skincare products that help women around the world enhance their natural beauty.

COUNTRY:

2018 R ANK :

47

$277 million Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Skincare; Body Care; Nutritional Supplements; Cosmetics COUNTRIES: 8 P R I M A R Y M A R K E T: Japan S A L E S P E O P L E : 180,000 E M P L O Y E E S : 1,017 H E A D Q U A R T E R S : Tokyo, Japan E X E C U T I V E : Takashi Okura Y E A R F O U N D E D : 1964 S T O C K S Y M B O L : 4928—TYO W E B S I T E : www.noevirholdings.co.jp

2018 NE T SALES: SALES METHOD:

34

NATURALLY PLUS INC.

2019 NE T S A LES:

$242 million

Japan Naturally Plus is a global healthcare company promoting wellness and healthy living. The company strives to deliver the very best to the world. Since launching in Japan, Naturally Plus has grown exponentially throughout the world.

COUNTRY:

2018 R ANK :

51

$236 million S A L E S M E T H O D : Party Plan C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics; Food and Beverage; Personal Care; Wellness C O U N T R I E S : 114 P R I M A R Y M A R K E T S : Japan, Taiwan, Hong Kong, Korea, Singapore, Malaysia, Indonesia, Thailand, Philippines, Vietnam, Brunei, USA S A L E S P E O P L E : 257,289 E M P L O Y E E S : 391 H E A D Q U A R T E R S : Tokyo, Japan E X E C U T I V E : Takaaki Nagoshi Y E A R F O U N D E D : 1999 W E B S I T E : http://npusainc.com 2018 NE T SALES:

32

FARMASI

$250 million Turkey FARMASI is an international beauty and personal care manufacturer and direct seller.

The company was founded by Dr. Cevdet Tuna. Located in Omerli, Istanbul, where it is surrounded by green forests and amazing nature, FARMASI has more than 1,000 products. The production plant consists of five different high-tech equipped integrated factories: personal care, make-up, fragrances, plastics and laminated tubes.

2019 NE T S A LES: COUNTRY:

2018 R ANK :

N/A

N/A Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics and Personal Care, Food and Beverage, Home Care, Wellness C O U N T R I E S : 27 P R I M A R Y M A R K E T: Turkey S A L E S P E O P L E : 1,000,000 E M P L O Y E E S : 1,400 H E A D Q U A R T E R S : Istanbul, Turkey E X E C U T I V E S : Sinan Tuna & Gokhan Ceylan Y E A R F O U N D E D : 1950 W E B S I T E : www.farmasi.com

2018 NE T SALES: SALES METHOD:

35

A RIIX

$230 million USA ARIIX is a unique and disruptive international opportunity company that creates efficacious, toxin-free products developed through collaboration with worldrenowned experts and marketed through independent representatives.

2019 NE T S A LES: COUNTRY:

2018 R ANK :

57

$220 million Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics; Personal Care; Food and Beverage; Home Care; Servcies; Wellness C O U N T R I E S : 22 P R I M A R Y M A R K E T: Asia S A L E S P E O P L E : 70,500 E M P L O Y E E S : 320 H E A D Q U A R T E R S : Bountiful, Utah E X E C U T I V E : Fred Cooper Y E A R F O U N D E D : 2011 W E B S I T E : www.ariix.com

2018 NE T SALES: SALES METHOD:

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L IFEVANTAGE

2019 NE T S A LES:

$226 million

37

PURE ROMANCE

2019 NE T S A LES:

USA LifeVantage Corp. is a pioneer in nutrigenomics, a new science dedicated to biohacking the human aging code. The company is engaged in the identification, research, development and distribution of advanced nutraceutical dietary supplements and skin care products, including Protandim®, TrueScience®, Petandim for Dogs, Axio® Smart Energy Drink mixes, PhysIQ and Omega+.

COUNTRY:

2018 R ANK :

P R O F I L E S

60

$203 million Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics; Personal Care; Wellness C O U N T R I E S : 13 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : 62,029 E M P L O Y E E S : 208 H E A D Q U A R T E R S : Sandy, Utah E X E C U T I V E : Darren Jensen Y E A R F O U N D E D : 2003 S T O C K S Y M B O L : LFVN—NASDAQ W E B S I T E : www.lifevantage.com

2018 NE T SALES: SALES METHOD:

$225 million

USA Pure Romance is the world’s largest direct seller of relationship enhancement products.

Its premier line of bath, wellness and intimacy products are marketed through a network of 30,000 Consultants in the USA, Canada, Australia, New Zealand and South Africa.

COUNTRY:

2018 R ANK :

50

$237 million Party Plan C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Relationship Enhancement; Personal Care; Wellness COUNTRIES: 5 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : 28,450 E M P L O Y E E S : 145 H E A D Q U A R T E R S : Cincinnati, Ohio E X E C U T I V E : Chris Cicchinelli Y E A R F O U N D E D : 1993 W E B S I T E : www.pureromance.com

2018 NE T SALES: SALES METHOD:

38

C OLOR STREET

$220 million USA Color Street is a creative beauty brand with limitless possibilities that believes in supporting and empowering a person’s spirit and individuality. In June 2017, Color Street launched with 62 nail strip designs to choose from. Today, there are more than 110,000 Color Street Stylists joined across the country.

Collections are introduced every month and are often tied to seasons, holidays or specific nonprofit organizations and causes Color Street supports through the company’s philanthropic efforts.

2019 NE T S A LES: COUNTRY:

2018 R ANK :

78

$119 million Party Plan C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Nail Strip COUNTRIES: 1 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : 58,000 E M P L O Y E E S : 330 H E A D Q U A R T E R S : Clifton, New Jersey E X E C U T I V E : Fa Park Y E A R F O U N D E D : 2016 W E B S I T E : www.colorstreet.com

2018 NE T SALES: SALES METHOD:

38 2019 NE T S A LES:

40 2019 NE T S A LES:

41

COUNTRY:

COUNTRY:

COUNTRY:

MENARD COSMETICS

$220 million Japan Menard Cosmetics is one of the largest cosmetics brands in Japan. The company focuses on premium brand cosmetics and high-quality customer services, “seeking true beauty” in daily living. Menard works to ensure products that are safe, effective and potent for customers.

2018 R ANK :

55

$226.5 million Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics; Skincare; Body Care; Fragrances C O U N T R I E S : 28 P R I M A R Y M A R K E T: Japan S A L E S P E O P L E : Not available E M P L O Y E E S : Not available H E A D Q U A R T E R S : Nagoya, Japan E X E C U T I V E : Junichi Nonogawa Y E A R F O U N D E D : 1959 W E B S I T E : www.menard-cosmetics.com

2018 NE T SALES: SALES METHOD:

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N ONI BY NEWAGE

$200 million USA NONI by NewAge markets products made from the noni plant. The company provides solutions to health, beauty, and financial freedom with the blessings of Tahiti, brand products and its business/income opportunity.

2018 R ANK :

54

$230 million S A L E S M E T H O D : Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Wellness; Skin Care; Personal Care C O U N T R I E S : 60 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : Not available E M P L O Y E E S : Not available H E A D Q U A R T E R S : American Fork, Utah E X E C U T I V E : Brent Willis Y E A R F O U N D E D : 1996 W E B S I T E : www.noninewage.com

2018 NE T SALES:

GIFFARINE SKYLINE UNITY CO.

$198 million Thailand Founded by a team of Thai medical doctors and pharmacists, Giffarine was created to provide a wide range of quality products with high importance placed on honesty and responsibility to its members and consumers.

2019 NE T S A LES:

2018 R ANK :

66

$181 million Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics; Food and Beverage; Home Care; Personal Care; Wellness C O U N T R I E S : 40 P R I M A R Y M A R K E T: Thailand S A L E S P E O P L E : 720,000 E M P L O Y E E S : 2,500 H E A D Q U A R T E R S : Bangkok, Thailand E X E C U T I V E : Nalinee Paiboon Y E A R F O U N D E D : 1996 W E B S I T E : www.giffarinethailand.com

2018 NE T SALES: SALES METHOD:

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42 2019 NE T S A LES:

43

2019 NE T S A LES:

43

COUNTRY:

COUNTRY:

COUNTRY:

K K ASSURAN

$193 million Japan Selling exclusively in Japan, KK Assuran’s products address skincare issues for the Japanese population. The company relies on traditional person-to-person contact for sales of cosmetics, soaps and detergents.

2018 R ANK :

62

$195 million S A L E S M E T H O D : Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Beauty; Cosmetics; Skincare COUNTRIES: 1 P R I M A R Y M A R K E T: Japan S A L E S P E O P L E : 500,000 E M P L O Y E E S : 410 H E A D Q U A R T E R S : Fukuoka, Japan E X E C U T I V E : Takaaki Higashi Y E A R F O U N D E D : 1994 W E B S I T E : www.assuran-info.com

2018 NE T SALES:

ASEA

$170 million USA ASEA offers products that utilize molecules native to the human body that enhance vital cellular functions. ASEA’s patented redox signaling technology boosts the body’s natural cellular renewal and communication process, improving total body health and allowing every system of the body to function better.

2018 R ANK :

77

$120 million Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Health and Wellness C O U N T R I E S : 33 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : 75,000 E M P L O Y E E S : 240 H E A D Q U A R T E R S : Pleasant Grove, Utah E X E C U T I V E : Charles Funke Y E A R F O U N D E D : 2010 W E B S I T E : www.aseaglobal.com

2018 NE T SALES: SALES METHOD:

MYDAILYCHOICE/ HEMPWORX

$170 million USA MyDailyChoice is a health and wellness company focused on putting the needs of affiliates and customers above the bottom line.

The HempWorx brand was launched in 2018.

2019 NE T S A LES:

2018 R ANK :

86

$100 million Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Hemp-Based Products; Cannabidiol Oil (CBD) Products; Oral Nutritional Sprays COUNTRIES: 1 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : 60,000 E M P L O Y E E S : 70 H E A D Q U A R T E R S : Las Vegas, Nevada E X E C U T I V E S : Josh & Jenna Zwagil Y E A R F O U N D E D : 2014 W E B S I T E : www.mydailychoice.com

2018 NE T SALES: SALES METHOD:

44

IMMUNOTEC RESEARCH LTD.

$162 million USA Immunotec is a nutritional products company with product lines focused on building the immune system. The company’s flagship product, Immunocal, touts over 40 years of scientific research, with numerous patents in the USA and Canada, and over two million lives touched.

2019 NE T S A LES: COUNTRY:

2018 R ANK :

76

$120.5 million S A L E S M E T H O D : Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Health and Wellness C O U N T R I E S : 10 P R I M A R Y M A R K E T: USA and Mexico S A L E S P E O P L E : 240,287 E M P L O Y E E S : 296 H E A D Q U A R T E R S : The Woodlands, Texas E X E C U T I V E : Mauricio Domenzain Y E A R F O U N D E D : 1996 W E B S I T E : www.immunotec.com

2018 NE T SALES:

_______________________ World Class

RECOGNITION For World Class

PERFORMANCE

_______________________

www.eadion.com Call 1-800-445-1007 for a distributor near you. w w w . d i r e c t s e l l i n g n e w s . c o m 5 7

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M ANNATECH INC.

2019 NE T S A LES:

$158 million

USA Mannatech Inc. is the founder of the M5M (Mission 5 Million) Foundation, the pioneer of Glyconutrition, and the global innovator of naturally sourced supplements based on Real Food Technology® solutions.

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$173.5 million Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Cosmetics and Personal Care, Wellness C O U N T R I E S : 25 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : 200,000 E M P L O Y E E S : 248 H E A D Q U A R T E R S : Flower Mound, Texas E X E C U T I V E : Alfredo Bala Y E A R F O U N D E D : 1993 S T O C K S Y M B O L : MTEX—NASDAQ W E B S I T E : www.mannatech.com

2018 NE T SALES: SALES METHOD:

49

USBORNE BOOKS & MORE

2019 NE T S A LES:

$119 million

SOUTHWESTERN ADVANTAGE

USA Usborne Books & More markets and sells children’s books as a division of Educational Development Corporation. Usborne books are high-quality, innovative, lavishly illustrated books in all genres including activity, fiction, and internet-linked non-fiction titles.

USA Established in 1855, Southwestern Family of Companies is one of the largest, oldest private corporations in Tennessee. Southwestern Advantage is the oldest direct selling company in the nation. It helps young people develop the skills and character they need to achieve their goals in life. The independent dealers sell educational products to families to help offset their educational expenses.

COUNTRY:

2018 R ANK :

59

$209 million Person to Person C O M P E N S A T I O N P L A N : Single-Level P R O D U C T S : Leisure and Educational COUNTRIES: 3 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : 1,670 E M P L O Y E E S : 60 H E A D Q U A R T E R S : Nashville, Tennessee E X E C U T I V E : Henry Beford Y E A R F O U N D E D : 1855 W E B S I T E : www.southwestern.com

2018 NE T SALES: SALES METHOD:

80

E LEPRENEURS

$135 million USA Elepreneurs is a direct selling company with a Nutraceutical product line that is easy to share and sample. Its distributors focus on sharing products. By doing so, they concentrate on the customer. The company’s goal is to provide the ultimate opportunity for anyone and everyone.

2019 NE T S A LES: COUNTRY:

2018 R ANK :

N/A

N/A Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Wellness COUNTRIES: 4 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : 100,000 E M P L O Y E E S : 85 H E A D Q U A R T E R S : Plano, Texas E X E C U T I V E : Keith Halls Y E A R F O U N D E D : 2017 W E B S I T E : https://elevacity.com

2018 NE T SALES: SALES METHOD:

X YNGULAR

$108 million USA Xyngular is an innovative and dynamic health and wellness direct sales company that had a specific direction and purpose from its beginning. The company is dedicated to empowering change in people's lives by offering exceptional nutritional products and rewarding opportunities.

$118 million Party Plan C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Leisure and Educational COUNTRIES: 1 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : 29,100 E M P L O Y E E S : 189 H E A D Q U A R T E R S : Tulsa, Oklahoma E X E C U T I V E : Randall White Y E A R F O U N D E D : 1989 S T O C K S Y M B O L : EDUC—NYSE W E B S I T E : www.myubam.com

COUNTRY:

82

2018 R ANK :

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50

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2019 NE T S A LES:

COUNTRY:

2018 R ANK :

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2019 NE T S A LES:

COUNTRY:

2018 R ANK :

P R O F I L E S

$109 million S A L E S M E T H O D : Person to Person C O M P E N S A T I O N P L A N : Multi-Level P R O D U C T S : Wellness COUNTRIES: 7 P R I M A R Y M A R K E T: USA S A L E S P E O P L E : 16,698 E M P L O Y E E S : 146 H E A D Q U A R T E R S : Lehi, Utah E X E C U T I V E : Russell Fletcher Y E A R F O U N D E D : 2009 W E B S I T E : www.xyngular.com

DIRECT SELLING NEWS WOULD LIKE TO CONGRATULATE THE COMPANIES OF THE 2020 GLOBAL 100!

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Frequently Asked Questions About the Global 100 Ranking

WHY DID DSN START THE GLOBAL 100 LIST ?

DSN created the Global 100 list to acknowledge the achievements of direct selling companies and to provide a clear picture of the magnitude of the channel. Just as every credible channel ranks its players—through Inc. 500, FORTUNE 500, and Forbes’ lists—DSN wanted to show the public what a viable and credible channel direct selling is.

WHO USES THE GLOBAL 100 LIST ?

The DSN Global 100 list offers a unique perspective on the global impact the channel has on economic and social levels. It provides a scope of learning not only for direct selling companies, but also for researchers, investors and those seeking opportunities within the channel. When DSN began the ranking in 2010, it was committed to creating a fair ranking that would showcase a transparent channel, thus providing credibility and consumer confidence as well as research support for those desiring information on direct selling companies.

WHAT RESE ARCH PROCESS IS UTILIZED TO PRODUCE THE GLOBAL 100 R ANKING? The identification of the companies to include in the DSN Global 100 list is the culmination of months of research and the cooperation of many individuals throughout the world.

Wherever possible, the DSN team seeks out public records and documents for publicly traded companies. Additionally, the team reaches out to the private companies that may qualify for the ranking, asking them to certify their net revenue. Research begins in December and continues through to the publication of the Global 100 list. To fully reflect the global reach of direct selling, each year, DSN has been able to extend the boundaries of research by working with research partners, including China-based World Direct Selling Research Institute, to obtain information on international companies.

HOW IS PRIVATELY HELD COMPANY DATA COMPILED? Nearly four-fifths of the DSN Global 100 data is derived from privately held companies. Most of this data comes from the companies themselves, which submit a revenue number validated by the CEO and certified by a qualified agent, and when they submit they enhance the value of the channel’s strategic objective to showcase a much more transparent business model. These companies could have chosen not

to participate; however, their cooperative spirit, which so exemplifies this unique channel, makes the Global 100 ranking possible.

WHAT RE VENUE NUMBER DOES DSN ASK FOR IN THE RESE ARCH PROCESS? To participate in the DSN Global 100, a company need only submit a net revenue number validated by the CEO and certified by a qualified agent. DSN does not request confidential financial documents. DSN respects the financial privacy of all direct selling companies, asking that a company only reveal the annual revenue number that will allow it to be placed in the ranking.

WHAT IS THE PURPOSE OF THE RE VENUE CERTIFICATION FORM (RCF)?

In an effort to further ensure the integrity of the Global 100 list, DSN instituted the Revenue Certification Form, or RCF. The RCF requires all private companies to have their revenue number validated by the CEO and certified by a qualified agent (either at the applicant company or an outside independent source). DSN believes any company performing in a manner warranting identification and recognition as one of the Global 100 companies would proudly share its revenue number in a manner deemed fair to all.

WHY ISN’T VALUE-ADDED TA X INCLUDED IN THE RE VENUE NUMBER? The ranking criteria is net sales revenue from direct selling operations before commissions and without value-added tax.

The VAT, from DSN’s perspective, is certainly an integral part of the salesperson’s life; however, it is not a part of the corporate revenue as we track it.

WHY AREN’T SOME COMPANIES I KNOW OF ON THE LIST ?

There are both nationally and internationally based companies worthy of recognition in the DSN Global 100 ranking that do not appear on the list. If you do not see a specific company it could be that (1) the company was contacted but declined to participate, (2) the company did not respond to requests, or (3) the company did not submit information in time. Each year, new companies come onto the radar screen and every attempt is made to connect with them. DSN w w w . d i r e c t s e l l i n g n e w s . c o m 5 9

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The 11th annual event was one for the ages.

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JUNE 2020

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S

INCE THE LIVE EVENT of the 11th annual DSN Global 100 Celebration in Dallas was canceled

due to the COVID-19 pandemic, DSN presented a special video event on their website on the evening of April 1. It was co-hosted by DSN Publisher and Editor in Chief Todd Eliason, as well as John Fleming, who is a member of the DSA’s Hall of Fame and recipient of the DSN Lifetime Achievement Award.

As it does every year, the Global 100 celebrates the accomplishments of companies that continue to demonstrate extraordinary levels of success; those

that have achieved tremendous year-over-year growth; and those that have broken through as newcomers to the ranking.

“What is obviously different in previous years is our delivery of the Global 100,” said Todd Eliason, DSN Publisher & Editor in Chief. “We canceled our live event in order to keep everyone safe, including the many direct selling executives that typically attend. However, we chose not to cancel the Global 100 Celebration because we believe it’s important and relevant to continue the tradition of highlighting the very best in direct selling. We are at a unique moment in time, one that will undoubtedly change the way we live and the way we do business in the future.”

The DSN Global 100 list offers a unique perspective on the global impact of the industry on economic and social realms. It provides a range of mutual learnings not only for industry members but also for researchers, investors and—most important—those seeking opportunities within the industry.

>

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TODD ELIASON Event Co - Chair, Publisher and Editor in Chief, DSN

“

We are at a unique moment in time, one that will undoubtedly change the way we live and the way we do business in the future.

—TODD ELIASON, Publisher & Editor in Chief, DSN

2019 BEST PL ACES TO WORK IN DIREC T SELLING ANNOUNCED During the first portion of the video presentation, Eliason announced the winners of its annual Best Places to Work in Direct Selling.

This is the fifth year that DSN has offered this look at direct selling workplaces. This article was designed with four goals in mind: } To spotlight the channel as a positive job-creating engine; } To recognize and honor companies that have created positive work environments and become employers of choice; } To identify and share best practices with the wider direct selling community; and } To provide valuable feedback and data to participating companies that will assist them in measuring levels of employee satisfaction and engagement.

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Since choosing the best places to work in our channel is by no means an easy task, DSN once again teamed with Quantum Workplace to measure, analyze, and select the best places to work. This year, 11 companies were honored: 5x Winners } Nu Skin, Team National 4x Winners } Jeunesse, LifeVantage and Xyngular 3x Winner

} USANA

100 (BASED ON 2019 RE VENUES)

2x Winners } MONAT, Scentsy and Total Life

Changes

A FEW INSIGHTS FROM THIS YE AR’S LIST:

1stx Winners } MODERE and SeneGence

50 companies

representing nearly $53 billion

in revenue B R AV O AWA R D W I N N E R S Eliason tossed the hosting duties over to Fleming, who went on to announce the DSN Bravo Award winners for outstanding achievement and excellence in areas of leadership and revenue growth year-over-year.

The Bravo Growth Award winner went to Medifast subsidiary OPTAVIA. One of the fastest-growing health and wellness communities. This Baltimore, Maryland-based company saw sales increase from $301 million in 2017 to $501 million in 2018 to $713 million in 2019—$200 million growth in each of the past two years. It is the company behind one of the fastest-growing health and wellness communities.

Based on nearly 40 years of experience.

Its community of thousands of independent coaches teaches clients to develop holistic, healthy habits through products and clinically proven plans, the Habits of Health Transformational System and comprehensive support from a community of likeminded people.

“This recognition is truly a reflection of our amazing coach community that tirelessly propels our mission—and in turn—our growth,” said Nick Johnson, President of OPTAVIA. “I’d be remiss if I didn’t thank them for their work as change agents and champions for clients throughout their transformation journeys.

From the start, our coach community has always been the lifeblood of OPTAVIA. Now, 35,000 people strong, they’re the champions of our mission, and what differentiates us in a crowded market.”

48 percent of companies grew year-overyear from 2018 to 2019

2 of the top 10 companies reported increased revenue

Six companies grew by $100 million from 2018 to 2019

Companies ranking 11-25,

seven

reported increased revenue

Companies ranking 25-50, 15 reported increased revenue

JOHN FLEMING Event Co - Chair, D SA Hall of Fame Recipient and Ambassador to DSN w w w . d i r e c t s e l l i n g n e w s . c o m 6 3

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NICK JOHNSON Pre sident of OP TAVIA

DSN also presented two awards for leadership. The first Bravo Leadership Award winner went to Orville and Heidi Thompson, Co-Founders and Co-CEOs of Scentsy. This husband and wife team began their business out of a shipping container in 2004. In just seven years, their company grew to over half a billion dollars. Then they were broadsided by copycat retail products, and the company began consecutive years of decline.

Throughout it all, these two leaders stayed transparent, sharing the details of their struggles and how strategy tied to the company’s values set them on the road to recovery. They regained their brand and their confidence by taking slow, steady and deliberate actions to return to their cultural authenticity.

“We’d like to take this opportunity to thank Direct Selling News for this honor,” said the Thompsons.

“At this time of unprecedented disruption, we are proud to be part of direct selling. Our industry proves that as our economy shuts down, direct sellers get to work. For years we have talked about how direct selling is the original social network. Now we can add we are the original work-from-home workforce. The whole world can learn from direct selling.”

The second BRAVO Leadership Award went to Carl Daikeler, CEO of Beachbody. In 1998 he cofounded the Santa Monica-based health and fitness company to support others with their fitness goals as well as to find a solution for the obesity epidemic.

Since then, the company has redefined in-home exercise with its fitness and weight-loss solutions, ondemand workouts and popular Coaching Network.

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Daikeler’s goal to create the largest community of health and fitness-related peer support in the world continues to win over millions of satisfied customers.

In the past few months, his company has created virtual workout groups for the entire family due to the coronavirus pandemic and has made available free workout classes for kids.

“Obviously, these are pretty interesting times to be a leader in, and to lead a company through,” said Daikeler. “We’re certainly working hard at Team Beachbody to help our field feel compelled to help people through these times. It’s going to be a time where having some financial independence and options are going to be key things for people, and I think that’s something the direct selling industry, in particular, is unique at providing.”

ORVILLE AND HEIDI THOMPSON Co-Founders & Co-CEOs of Scentsy

CARL DAIKELER CEO of Beachbody

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A NEW T WIST ON THE LIST The DSN Global 100 had previously listed 100 companies, ranging from $60 million to over $10 billion in revenue each year. This year the 2020 list took on a new look, acknowledging 50 companies achieving more than $100 million in revenue for 2019.

“Due to the many factors putting pressure on our channel over the past few years, we knew a reevaluation of the list was necessary,” Eliason says.

“The purpose of the Global 100 list remains the same: to showcase the true impact of this channel on people’s lives as well as the economic impact direct selling companies make on the communities they serve.”

For the eighth consecutive year, Ada, Michiganbased Amway claimed the top spot as No. 1 direct seller in the world, with $8.4 billion in revenue in 2019. This 60-plus-year-old global giant maintains a large portfolio of some the world’s best-selling

brands, including Nutralite vitamin, mineral and dietary supplements, Artistry skincare and color cosmetics, eSpring water treatment systems, and XS Sports Nutrition and Energy Drinks. More than 3 million Amway independent business owners offer 450 unique products in 100 markets and territories throughout the world.

Los Angeles-based Herbalife Nutrition moved up one spot to claim No. 2 on the list with $4.9 billion in revenue in 2019.

London-based Avon Products, Inc. took the No. 3 spot (down from No. 2 last year) on the DSN Global 100 list, with $4.76 billion in revenue in 2019.

DSN thanks all the companies that willingly participated in the Global 100 as well as the dedicated team of researchers who helped present the remarkable achievements of direct sellers around the globe. DSN

CONTACT SALES payquicker.com solutions@payquicker.com

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Visionary Problem Solver Beachbody’s Carl Daikeler Earns Bravo Leadership Award

BY BETH DOUGLASS SILCOX

I

T IS 1998 IN CALIFORNIA. GYMS POP UP ON EVERY CORNER, NEW FITNESS GADGETS FLY ONTO THE MARKET, exercise equipment infomercials flood TVs, and Carl Daikeler’s mentors ask tough questions. What makes you think the world needs another fitness company?

Where’s the opportunity?

“I said the idea is that whoever can make the living room, the garage, or the spare

bedroom as effective and maybe, even more, gratifying a place to work out as the gym is going to create billions of dollars of opportunity,” Daikeler remembers.

That was the premise when he and partner Jon Congdon founded Beachbody.

As Daikeler chatted about his company and career from his California home in early March, the world was changing by the hour and Beachbody’s premise seemed increasingly on point.

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“HERE WE FIND OURSELVES in this pandemic in 2020, and I can honestly say it has never been more valued than right now. This concept of making fitness gratifying at home is very powerful,” Daikeler says.

Over two hundred million people in North America don’t have a gym membership.

They lack a good approach to proper nutrition for wellness and weight loss that is scalable to the entire family. As Co-Founder and CEO, Daikeler’s mission goes beyond selling them a product like Shakeology™ or a subscription to Beachbody On Demand digital workout platform. He leads 350,000 distributors—for whom they coined the term “coaches”—who build self‑esteem, provide a service of accountability for people who actually want to get results, and to help anyone and everyone achieve their goals to be healthy and live fulfilling lives.

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This concept of making fitness gratifying at home is very powerful.

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S TA R S A L IGNE D W I T HOU T HIS KNOWING Once, a twenty-something Carl Daikeler settled into the producer’s chair inside a TV production truck at the Army vs. Syracuse football game. His first job out of college. He called the nationally televised halftime show countdown and nailed the production job. He had skills. It was a big step toward his dream of someday producing the Olympics. But something didn’t feel right when he climbed out of the truck to the roar of the fans as the players were returning to the field.

“Literally, the first day of my dream job, and I thought to myself, ‘This is not what I want to do. This is just covering the activities of others. That’s not what I want to do. I want to influence people and solve problems,’” Daikeler remembers.

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I think whenever you look in the rearview mirror, the path looks obvious. But at the time, it was anything but obvious that I would be the CEO of a company whose mission is to help people with their health and fitness.

— CARL DAIKE LE R , Co - Founder, Chairman and Chief E xecutive O f f icer

outside the boxes. Both Daikeler’s grandfathers were inventors and great salesmen. His parents co-owned the Bucks County Playhouse, a summer-stock theatre in Pennsylvania, where the business side of the creative process—the marketing challenge of getting people to buy tickets every summer—drew Carl in at a young age. In his teens, he was cutting his teeth in television production at his high school’s full-color TV studio—an oddity in the late 1970s.

“I think whenever you look in the rearview mirror, the path looks obvious. But at the time, it was anything but obvious that I would be the CEO of a company whose mission is to help people with their health and fitness,” Daikeler says.

But stars had aligned without his knowing. All that was missing was a problem to solve, and Daikeler didn’t have far to look. The now 30-something firmly disliked exercise and “eats like a second-grader.”

When he daydreamed aloud about creating a workout that would take just ten minutes a day he suspected he could get in shape that way. As it turned out, lots of people could relate.

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MEDIA PRODUCTION T HE INF O ME R C I A L WAY The infomercial market in the 90s was huge, and Daikeler was poised to contribute. The idea was simple: Create a short workout video–10 minutes at most–to get fit at home on your own time. A video series would emerge, but the first was :08 Min Abs, produced for TelAmerica Media in 1994.

“We created that for next to nothing and sold over two million of them for $19.95. That was the beginning of my creating product to help me solve my own problem,” he says.

In 1998 Daikeler and partner Jon Congdon started a new company called Beachbody and had a blockbuster fitness program in their sights with a

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$500,000 angel investment. After a string of early successes, they launched P90X, a three-month intensive fitness boot camp program, without cash for celebrity endorsements so they featured their own before and after pictures into their infomercials for ‘founders’ credibility.

For nearly a decade, Beachbody had millions of customers getting in shape with P90X, Brazil Butt Lift, and later, Insanity. Through self-discipline and eating right, customers turned into walking billboards for Beachbody’s fitness program success.

Everyone wanted in on the secret to getting fit when a “beachbody” walked into the room. But lingering on the fringes was a dynamic of customer false-starts or no-starts at all. People bought in but didn’t follow

through. That didn’t sit well with Daikeler.

In 2007, an evolution in Beachbody thinking was underway. As Daikeler tells it with a wink, “We wandered into [direct selling] and found out it was an industry.”

B R I D G I N G M U LT I P L E S A L E S CHANNELS “How was a guy like me—a guy that hates fitness and hates eating vegetables—able to have the discipline to be one of the very first transformation stories for P90X? It’s because I had a financial incentive. So, we thought, what if we could provide a financial incentive to customers, so that for the ones that struggle, they will have a financial incentive just like I did?” he asked. w w w . d i r e c t s e l l i n g n e w s . c o m 7 1

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I would love nothing more than what we do as an industry to be the thing that easily picks up the slack, so people can instantly start creating an income for themselves by being of service directly to people.

— CARL DAIKE LE R , Co - Founder, Chairman and Chief E xecutive O f f icer

And with that, Beachbody leaped into multi-channel sales and created a brand-new financial incentive for its customers.

Traditionalists would bristle at Beachbody’s new business strategy, objecting to perceived channel conflicts between customers and the company’s existing and very successful direct marketing business. An affiliate structure with commissions wouldn’t help the person beyond the initial transaction, and that’s the leverage they really wanted. So, Beachbody devised a win/win.

Coaches from the network marketing side bring customers in and form Beachbody On Demand (BOD) groups from their own warm markets. Likewise, the company generates direct marketing leads and attaches them to qualified Coaches. Those leads/customers have the social support virtually of someone who has been through Beachbody’s program, understands how it works and can provide accountability.

“That’s a value proposition to both sides of the market. The customer gets the benefit of a coach, and the coach gets the benefit of the lead. We don’t sell it to them. We just give it to them because we want to help that customer get results,” Daikeler says.

“That’s an innovation that has not always been completely understood by the industry or even by our coaches. Now that we’re 12 years in the industry, I think it has set a new benchmark for how multiple sales channels can actually complement each other,” Daikeler says.

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And now, in the midst of an unprecedented world health crisis, there are new industry benchmarks to set. Daikeler muses aloud about how direct selling companies would love 100 percent of distributors engaged and creating financial rewards and contributing to the customers that they serve.

“In an environment like right now, where we’re going to see widespread unemployment and it’s going to spike, I would love nothing more than what we do as an industry to be the thing that easily picks up the slack, so people can instantly start creating an income for themselves by being of service to people. But that means they need to be more than just a sales channel,” Daikeler says. “We need to help them get results.” DSN

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T SCENTSY, THERE IS A SPECIAL, HARD-TODEFINE QUALITY THAT CHARACTERIZES THE COMPANY’S LEADERS, CONSULTANTS AND EMPLOYEES. It’s a common spirit that exists among the people of Scentsy and is defined by their

aspirations and values in kind. It’s an infectious ethos that calls them to succeed and grow to their utmost potential. This enchanted essence is sometimes referred to as “Scentsy Spirit.”

“Scentsy Spirit is important to us and to our consultants,” says Orville Thompson,

Scentsy CEO. “Our Consultants say Scentsy Spirit is hard to define, but easy to feel. It means something to them, and we really try to protect it.”

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WHAT ANCHORS THIS SPIRITED CULTURE IS THE HUSBAND-AND-WIFE TEAM of Orville and Heidi Thompson, owners of the directselling giant, Scentsy, and the recipients of this year’s Bravo Leadership Award, an honor that recognizes those whose exceptional leadership qualities have propelled their company to extraordinary new heights.

Ranked at No. 22 on the Direct Selling News 2020 Global 100 list—with revenue of $472 million in 2019—Scentsy is the industry-leading direct seller of scented products, including wax warmers. The home-and-personal-fragrance market leader boasts nearly 134,000 consultants and more than 1,000 employees who work out of the company’s home office on a campus of 73 acres in Meridian, Idaho, or in other facilities around the globe. On average, Scentsy manufactures 238,000 products per day, including fragrance and décor for home and travel; wax warmers; essential oil diffusers; scented plush toys; laundry and cleaning products; personal care; and pet care.

“It hasn’t always been easy, and we’ve had our ups and downs, but we have always been anchored by our culture,” says Heidi Thompson, Scentsy Co-CEO. “A key aspect of great leadership is to see yourself as the steward of a culture, not the owner of a business. We see ourselves as stewards of Scentsy-ness.”

Scentsy Spirit sometimes manifests as the Thompsons’ intuitive approach to decision-making, always with the ethos of contributing more than they take. “Often, Orville and Heidi purposefully bypass conventional business strategy in exchange for opportunities for the greater good,” says Christopher Johnson, Scentsy Chief Technology Officer. “Their positivity and creativity instill hope, aspiration, and belief in all of us.”

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A C AT E G OR Y CR E AT OR More than 15 years ago, before Scentsy was officially launched by the Thompsons on July 1, 2004, Orville and Heidi were cash-strapped and looking for a business opportunity. Earlier that year, they met two ladies who had just founded a fledgling company named Scentsy at a home and garden show.

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“The real brilliant idea of Scentsy was taking two things that existed—candle wax and potpourri For example, Squire.com and its subsequentunder web pagesafeature the onewarmers—and bringing them together single tagline version (HIGHER PERSPECTIVE ONLY) ofand the Squire brand and sold as a system,” Orville says. Heidi logo because the subpage content throughout the siteFounders, provides adequate Orville give credit for that idea to Scentsy’s context to visitors.

Kara Egan and Colette Gunnell, the ladies from On the other hand, if the team attends whom they bought the company.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.”

One-tagline version of full color logo

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Treat the secondary tagline like it’s part of the logo but secondary in focus to the logo itself.

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We see ourselves as stewards of Scentsy‑ness.

— HEIDI THOMPSON, Scentsy Co-CEO

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By 2004, the Thompsons had bought Scentsy—on a wing and a prayer, and a promise of future royalties—and the rest is history. Today, the Thompsons are known and loved as category creators for their innovations in both the direct-selling and fragrance industries. What began as a bright idea—combining wax and warmers together in a single system—evolved into a unique line of scented products, many of which have been copycatted by big box stores and other retailers.

“We were the first to use innovative materials, the first to use glass, the first to use terra cotta, the first to use sandblasted porcelain,” Orville says. “We’re always trying new techniques and materials to fulfill our mission to sell creative, artistic, high-quality products.”

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I think that executive leaders have the responsibility of flow– money flow, people flow, product flow, idea flow.

— ORVILLE THOMPSON, Scentsy Co-CEO

As the market-leading design innovator, Scentsy stays one step ahead. “We don’t look at others for inspiration on how to design our products,” Heidi says.

“We always look to innovate; to be authentic.”

For the past several years, the Thompsons have led Scentsy to new growth through product licensing, partnering with household names like Major League Baseball, Mossy Oak, Jelly Belly®, Disney, Marvel and Star Wars. “We want to be the sought-after company in our category for brands like Disney to partner with,” Orville says.

Lindsay Randolph, Scentsy Chief Creative Officer, whose professional career includes serving in positions at industry-leading companies such as Mattel, Disney and now Scentsy, says Heidi and Orville have been exceptional role models for her personally as well as professionally.

“As partners in life as well as business, they bring a complementary perspective to every situation,” Lindsay says. “The successful outcome of this ideal collaborative partnership is like nothing I have experienced throughout my professional career.”

THE RUDDER AND THE SAIL As a couple married for almost 30 years, Heidi and Orville Thompson have a harmonious way of being in the world. The two seem to function as one. Their easy banter back and forth, their way of finishing each other’s sentences, and their utter lack of affectation, make them well-loved leaders in the direct selling industry.

Although they do not have separate functions— they both make decisions in all areas of running the company—Heidi tends to be naturally more cautious and circumspect. At the same time, Orville gravitates toward a forward-looking vision. Together, they make a harmonious whole.

“I’m the rudder, and he’s the sail,” Heidi says, referring to her husband. “I’m the realist, and Orville’s the optimist. We’ve worked together every day for the last 15 years. It has brought us closer together and melded us into one very well-rounded individual.”

As leaders at the helm of Scentsy’s ship, Orville and Heidi take their responsibilities seriously and with great respect for the people who depend on them. “I think that executive leaders have the responsibility of flow—money flow, people flow, product flow, idea flow,” Orville says. “We manage all of those different flows, and that empowers others to actually move the company forward.” w w w . d i r e c t s e l l i n g n e w s . c o m 7 9

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We are committed to contributing more than we take.

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One of the wise ways Heidi and Orville protect Scentsy and its people has been to plan for a “black swan”—an unpredictable event that is beyond what is normally expected and has potentially severe consequences, according to Investopedia. Of course, the black swan came to the world in the form of the coronavirus pandemic—an event that rocked many businesses to their core. The Thompsons, however, were prepared at a time when many businesses weren’t.

“One of the principles we go by is we never spend this year’s money,” Heidi says. “When coronavirus came, we did not have any question about whether we would be able to pay our employees. That’s because we have all of last year’s profits and the year before that’s profits still in the business.”

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A N INSP IR AT ION T O O T HER S Heidi and Orville motivate and inspire Scentsy’s consultants in the field and employees at the corporate office, simply by being who they are and mirroring the qualities of great leadership to those around them. “We are committed to contributing more than we take,” Heidi says. “When people realize that, they want to reciprocate.”

At a company event, the Thompsons are the kind of executive leaders who will spend hours of their time talking to consultants, taking pictures with them, and listening to their stories. The real-life proof of their leadership is captured by the sentiments others use to describe how the Thompsons inspire people to achieve their best.

“Heidi and Orville Thompson consistently affirm the worth and potential of those they lead,” says Deb Bowden, Scentsy Vice President of Consultant Development and Training. “They inspire us to see it in ourselves and, as a result, achieve better results.”

It’s this kind of selfless giving that characterizes Orville and Heidi Thompson and ensures Scentsy will lead the industry for years to come. “To truly have a great direct selling company, those who run it need to have a deep capacity to love others,” Orville says.

“It is difficult to run a direct selling company if it is about you.” DSN

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Medifast/OPTAVIA Celebrates Healthy Habits and Exceptional Growth OPTAVIA is the running-on-all-cylinders-engine propelling its parent company.

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BY JENNY VETTER

S THE MEDIFAST/ OPTAVIA CORPORATE TEAM GATHERED ON the iconic platform at the New York Stock Exchange to ring the market’s opening bell on March 2, 2020, they were ready to celebrate more than just exceptional growth. The team dedicated

the bell ringing to the more than 30,000 Independent OPTAVIA Coaches responsible for the brand’s incredible success.

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SINCE 1981, MEDIFAST HAS BEEN A TRUSTED LEADER IN THE HEALTH AND WELLNESS INDUSTRY.

“WE WERE THRILLED to share this moment with our OPTAVIA Coaches,” says Dan Chard, Medifast’s Chief Executive Officer. “Our Coaches help Clients break cycles of unhealthy habits that have perpetuated for many years—for individuals, for families and for communities. This is what drives us forward every day and ensures we’ll be relentless in our mission for the long-term.”

Direct Selling News is pleased to acknowledge the company’s accomplishments and to present Medifast/OPTAVIA with the BRAVO Growth Award for achieving over $200 million in growth in both 2018 and 2019.

THE MOMENTUM Since 1981, Medifast has been a trusted leader in the health and wellness industry. Throughout the years, its physician-developed line of packaged meals, snacks and shakes have been shared through clinicians, weight loss centers and independent Coaches as well as directly to consumers online.

NICHOLAS JOHNSON Pre sident of OP TAVIA

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We were thrilled to share this moment with our OPTAVIA Coaches.

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The launch of the OPTAVIA brand in 2017 presented a renew focus for Medifast—a more holistic message about wellness that went beyond its plans and products. OPTAVIA combines OPTAVIA products, called Fuelings, with simple tools to develop other essential facets of wellness: hydration, motion, sleep, mind and surroundings. The result is a well-rounded program that encourages full transformation through the adoption of one healthy habit at a time, setting the brand apart in the crowded health and wellness space.

“People are frustrated with fad diets, unused gym memberships and companies that promise quick fixes,” explains Chard. “We believe complex problems require holistic solutions. Our approach combines clinically proven plans and scientifically developed products with the ongoing support of OPTAVIA Coaches to help deliver long-term, sustainable success for our clients.”

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People are frustrated with fad diets, unused gym memberships and companies that promise quick fixes.

We believe complex problems require holistic solutions.

— DAN CHARD, CEO, Medifast

Take Shape For Life, had grown steadily to over 12,000 Coaches from its start in 2002 until re-launching as OPTAVIA in 2017. In OPTAVIA’s first two years, Coaches more than doubled, growing to an organization of over 30,000. Even more growth was yet to come, as the company expanded globally. “[In 2019] the OPTAVIA movement went global, beginning with the Asia-Pacific region, as we successfully expanded into Hong Kong and Singapore,” reports Chard. “This growth enables us to impact more lives than ever before.” (continued on page 88)

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S THE COVID-19 PANDEMIC CONTINUES TO AFFECT ALL AREAS OF LIFE, the company is uniting behind Healthy

Habits For All, it’s philanthropic initiative, to support communities in need by: Matching up to $20,000 in donations to No Kid Hungry® to ensure that children who rely on free and reduced-price lunches at school don’t suffer from a lack of healthy food during this time.

Partnering with the East Harbor campus of the Living Classrooms Foundation to provide funding for laptops for local students to use during this season of distance learning.

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(continued from page 86) THE COMMUNIT Y Honoring Coaches at the NYSE bell ringing was more than just a sign of appreciation. Nicholas Johnson, President, Coach and Client Experience shares just how integral OPTAVIA’s Coaches are to the company’s tremendous growth.

“Our success has been—and continues to be—powered by our OPTAVIA Coaches,” he says.

“Combined with an effective health and wellness program, they enable us to fulfill our mission of offering the world Lifelong Transformation, One Healthy Habit at a Time®. They continue to be the lifeblood of our program.”

However, the rapid growth of OPTAVIA’s independent Coaches had effects beyond the company’s balance sheet.

“In 2019, we faced operational execution challenges in technology and supply chain that affected the quality of the experience our OPTAVIA Coaches and clients have come to expect,” shares Chard. “We were able to identify the challenges and take quick action to address these issues. We’ve made solid progress in returning the Coach and client experience back to previous levels.”

With new strategies in place to support a growing field and client base, OPTAVIA is more committed to their Coaches than ever.

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Our success has been – and continues to be – powered by our OPTAVIA Coaches.

—NICHOLAS JOHNSON, President, Coach & Client Experience, Medifas t /OP TAVIA

“As our Community has continued to grow and expand, we’ve intensified our focus on establishing a superior Coach and Client experience,” says Johnson.

“This ranges from the interaction a Coach or Client has with our call centers to the moment a Client receives their first package. Our strategy remains the same: to deliver a repeatable business rhythm for our field organization, which includes consistency in initiatives, events and training opportunities.”

As Coaches inspire Clients and live out a mission to transform lives, the company launched a new opportunity for the Coaching Community to share OPTAVIA’s holistic look at wellness at a local level.

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“In September of 2019, we introduced a new event, Healthy Habits For All Week,” explains Johnson.

“Healthy Habits For All is our philanthropic initiative and extends the work our OPTAVIA Coaches do every day to bring healthy habits to even more people.

[During this week], thousands of volunteers from the OPTAVIA Community and beyond joined forces to invest in the health and wellness of their local communities. They dedicated their time to service activities that aligned with Healthy Habits For All’s mission—from providing nutritious meals to those in need to assembling bikes that inspire healthy motion.”

THE FUTURE As the company shifts its attention from expansion to sustaining what they’ve grown, OPTAVIA is poised to enter its next phase, with new products on the horizon, developed with valuable insight from OPTAVIA Coaches.

“We partner with our Field Leaders at key milestones during product development to drive

adoption, excitement and momentum for new products,” explains Chard. “We will continue to drive program development and innovation through expansion into additional healthy habits—such as nutrition, hydration, sleep, movement and aging.

We’ll support these habits not only through products but also with education and the support of a Coach and Community.”

Chard and his team are ready for the next chapter of Medifast/OPTAVIA, looking to take advantage of all that they’ve learned in this season of explosive growth and rapid expansion.

“2019 was a transformative year where we laid the foundation for global expansion, built the systems and infrastructure to support significant future growth and demonstrated that our growth model is sustainable long-term,” says Chard. “We’re at an important point for our business as we develop from fast acceleration into a more mature business.” DSN

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Smarter Segmentation How to keep your sales force inspired and engaged using better segmentation B Y

W I L L

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FTER SPENDING the better part of a decade in the direct selling channel industry, I’ve been witness to the onslaught

of negative press that has come our way. Some of it we have earned, but it is far from deserved. I’ve seen this channel change lives for the better. It creates life-long friendships, takes ordinary people, and turns them into leaders and successful entrepreneurs. So why does direct selling get such a sour response? What can be done to show how much direct selling organizations and our distributors can be a powerful force for good?

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What limits us from being able to inspire a larger base of superstars, of leaders who can pass their gift to others at rates we wish we could see?

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T COMES DOWN TO HOW WE TREAT PEOPLE AND THE COMMUNICATIONS WE PROMOTE. Let’s look at the incredibly common industry messages circulating around the internet: be your own boss, freedom from everyday constraints, win trips, cars, riches beyond dreams, joy! While these messages are achievable, it’s often reached by only a few.

WORDS, INCENTIVES CAN LOSE THEIR LUSTER We attempt to motivate, but daily life responsibilities tend to get a higher priority and rightly so. We do our best to inspire with our words and incentives, yet it fades faster than we’d like—incentives are so hard to achieve and complicated to understand. We train to help, but to learn skills, it requires repetition, consistency and focus.

We also don’t have the time, staff or ability to reach as many as we’d like.

We also share conversations about our connection to our distributors, but really, for most of us, it’s only the top performers whom we can call out by name. How do you think that makes someone who knows they can be a star feel? We all knew Kobe Bryant was going to be a star the moment he set foot on the NBA court for the first time. His performance was a matter of dedication, but it also included coaching to help elevate his abilities beyond what he could do on his own.

So how about our field? As an industry, direct sales lead with an annual churn rate reported to be as high as 84 percent, while according to the U.S. Bureau of Labor Statistics, all other industries it tracks range between 2.3 – 27 percent annually. Our churn rate has always been an issue. What limits us from being able to inspire a larger base of superstars, of leaders who can pass their gift to others at rates we wish we could see? How can we identify future performers or those who may be in their last days before they realize they are no longer interested and take care of them, so their passion remains?

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USING

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S E G ME N TAT I O N , YOU C AN IDENTIF Y GROUPS W ITHIN YOUR DIS TRIBU T OR, PREFERRED CUST OMER AND CUST OMER GROUPS SM A R T SE GME N TAT ION DI V E S DEEPER The good news is, the answer is right in our face. It’s by using segmentation better, smarter. The channel has been using segmentation for years to better differentiate customers from the business builders.

This has been helpful to a point, but we need to dive deeper. Segmenting by distributor (and their title), customer and sometimes preferred customer leaves a very narrow view of what can be done. It also hurts our ability to reduce the churn rate to where it could be, because we continue to do what our e-commerce and gig economy competitors abandoned years ago: deploy a one size fits all approach for all groups.

With distributors, we start everyone in a fast start program. Every leader gets the same incentives. The incentive path is hard to understand and difficult to attain. The reality is, these programs are tailored for us, the business, and don’t tap into the passions and motivation drivers of the distributors. We are training and pushing our people to do what we wish they would do versus what is actually best to maximize their experience. Sure, it works for a few, but it doesn’t address the many who don’t want to follow a path to leadership. This can create a lot of frustration and discontentment with the lower ranks, who feel slighted, not appreciated, and eventually leave the business.

What the industry needs is a better segmentation model. This is done by using AI or machine learning to better place distributors and customers into the defined target groups. We can then target those who are ready to start fast, those who are ready to push on to the next level, as well as those who are ready to emerge as your next top leader.

WHO ARE

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T O B E C O MIN G Y O U R NE X T S TA R W I T HIN T HE IR F IR S T 90 D AY S IF DONE WELL .

D ATA R E V E A L S CL UE S When you’re able to use data to identify consistent behaviors, needs and styles based on how the field interacts with both your brand and teams, it can help drive a connection with your field, and they’ll bond with you because of it. Netflix, Amazon, Uber all use smart segmentation to drive results most businesses dream about. This is how they’ve achieved 500 percent more growth in the last ten years than the direct sales industry.

Using smart segmentation, you can identify groups within your distributor, preferred customer and customer groups who are on the path to becoming your next star within their first 90 days if done well.

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Messaging to the right person with the right message at the right time when they’ll be most responsive to it can change their perception dramatically by giving them simple, actionable steps.

>

After watching the AI work to cluster more than 20 million distributors into segments, what I’ve learned is the better you can customize your communication (make it personal)—be it an email, a promotion, training, or a comp plan to what a particular person needs to hear, to feel comfortable to take the next step—the more likely they will open it, click and act. This creates a feeling of mentorship and that you’re taking a personal interest in helping them reach their goals within your program.

Messaging to the right person with the right message at the right time when they’ll be most responsive to it can change their perception dramatically by giving them simple, actionable steps.

At the end of the month, they’ll find they’re at the very top of the mountain you’re trying to get them to climb. They’ll feel accomplished. They’ll be ready to do it again.

So, what’s the bottom line? Smart segmentation works. Personalization works. DSN

WILL ACKERMAN IS THE VP OF PRODUCT AT DIRECTECH LABS. THE USABILITY INSIGHTS, CRM PROGRAMS AND CONTENT DIRECTION ON THE SITES HE’S LED HAVE ALSO GARNERED RECOGNITION AS PART OF FORBES.COM’S “BEST OF THE WEB” AND INTERNETRETAILERS. COM TOP ECOMMERCE SITES.

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TEACHING TOMORROW’S BUSINESS LEADERS DSEF Fellows Make a Difference for Direct Selling More than 190 DSEF Fellows are changing the way direct selling is taught in universities across the US by using the Foundation’s teaching content, research

“The DSEF pedagogical support materials address real-world, timely marketing practices.

I especially like the CUTCO/Vector ‘The Cutting Edge of Quality’ video case. It not only highlights a successful approach to disintermediation and direct selling, it reinforces the importance of sales as the sole driver of creating revenues in any firm.

DR. LOU PELTON Associate Professor of Marketing University of North Texas

“As a DSEF Fellow, I was able to develop a teaching case that connected my research interest in effectuation and social entrepreneurship with the founders of Trades of Hope. As a bonus, many students were introduced to the direct selling distribution channel as an avenue for social entrepreneurship.

DR. CHRISTINE MOLLENKOPF-PIGSLEY Assistant Professor & Program Director Applied Organizational Studies Minnesota State University Mankato

and case studies. Here’s what they have to say about how DSEF benefits students and direct selling.

“My students have pointedly benefited from DSEF case materials. The Big Data video is highly insightful and garners substantial discussion. The Cocoa Exchange case, particularly the related video, is wonderful for discussing corporate social responsibility, women’s empowerment and direct selling.

DR. WILLIAM F. CRITTENDEN Professor, International Business and Strategy Northeastern University

1667 K Street, NW, Suite 1100, Washington, D.C. 202-452-8866 • info@dsef.org • www.dsef.org

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DSA ENGAGE 2020 @Home

hese past weeks, we have seen the nation begin to reopen.

Retailers, restauranteurs, and a wide variety of businesses are attempting new approaches to accommodate customers who have entirely new expectations.

Yet, for direct sellers, the wind is at our back: the global health crisis did not close the channel.

Rather, direct selling companies have proven our channel’s versatility and agility as consumers come to accept distributors as local, independent business owners within their communities.

Companies have found new ways to empower their distributors through virtual meetings with company founders and leaders. Party plan companies have developed new merchandising approaches that have taken virtual, in-home parties to a new level. We have all sharpened our focus on the need to provide the insights and tools that help ensure distributors properly characterize product and earnings claims.

Direct selling’s agility has empowered the millions of independent distributors to continue serving their customers and communities from their homes across America and the globe.

And as we approach DSA ENGAGE 2020: Direct Selling’s @Home #GlobalCommunity Experience, we all have so many new insights to share.

DSA ENGAGE 2020 @Home will continue the DSA team’s efforts to ensure that member companies and their independent sales force remain armed with the resources they need to deal with the current crisis. The event aims to help us all envision how we, as a community and as individual brands, will work in the changing environment that lies before us.

The event will kick-off on June 4, with a solution-based expo featuring the industry’s

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

#COMMUNITY #STRONGERTOGETHER

premier supplier partners and 20+ on-demand educational sessions.

Then, on June 9, individuals can tune in as we live-stream three-hours of industryled content.

Inspiring messages to help us reset and reimagine will be delivered from industry favorites Amanda Gore and DeWitt Jones along with keynote presentations and CEO discussions offering insights from leaders about the range of approaches their companies have taken.

The event will also offer topical sessions led by company executives and their teams on the areas of digital transformation, social media, legal and compliance strategies, and finding the resonant messages that make sense with these unprecedented times.

DSA ENGAGE Educational Sessions on Demand will include newly produced company case studies presented by DSA member company executives, supplier-led solutions sessions, Direct Selling 101/Boot Camp sessions, and recordings from the popular VISION 2020: DSA Sales & Marketing Conference 2019.

DSA knows that in the age of social distancing, and as our nation works toward getting back to business, virtual events such as DSA ENGAGE 2020 @Home are a necessity.

We also know that these virtual experiences are only temporary and that they will never replace in-person events. These are indeed extraordinary times.

We have learned and continue to learn so much. We have adapted and continue to evolve.

Now it’s time to ENGAGE, and I hope you join us so that we can envision what’s next and help ensure that our #GlobalCommunity is #StrongerTogether. DSN

JUNE 2020

5/18/20 8:15 AM

The Power of Print. [ WHAT CLIENTS ARE SAYING ]

“

COLLABORATING with SUCCESS Partners for six consecutive years and 11 issues to date on our Essential Oils magazine is a secret weapon in our member (customer) engagement and retention strategies. We love how the magazine represents our brand and supports our product benefits and overall value proposition efforts. Working with the creative team at SUCCESS Partners is a seamless and easy experience every time.

They are a true partner and experts at producing beautiful, engaging content that works.

— WAY N E MO O R E H E A D / YO U N G L I V I N G C M O

Let’s kickstart a custom publication to help create & differentiate your content & marketing strategies.

Contact us to set up a call with our team.

We’ll share 15+ years of best practices along with an overview of the process and options.

LE T’S CONNEC T. REQUEST A C ALL TODAY! info@successpartners.com / 1.800.752.2030 / successpartners.com

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HYPERWALLET SYSTEMS INC.

575 Market Street, Ste. 3650 San Francisco, CA 94105 877-687-4602 www.hyperwallet.com

Pay the planet with Hyperwallet. Branded commission solutions, global payout choice, distributor support tools, loyalty programs, and more.

INTERNATIONAL PAYOUT SYSTEMS INC.

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

More payment options in 150 countries via the most flexible and customizable software solution. Unbeatable pricing.

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PAYQUICKER 400 Linden Oaks, Suite 320 Rochester, NY 14625 844-258-3006 www.payquicker.com Instantly make secure and compliant global payouts to your distributors in local currency with PayQuicker’s fully customizable, client-branded solution. We offer secured bank accounts with prepaid debit cards, virtual cards and more—all through a single point of integration.

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

AccountingSuite tracks orders, inventory, and projects in the cloud. Our affordable Direct Seller Edition is perfect for individual sellers or companies may buy in bulk at a discount to include in a seller package to create another revenue stream.

C O M M I S S I O N P AY M E N T S E R V I C E S

ACCOUNTINGSUITE 600 California Street, 12th Floor San Francisco, CA 94108 888-328-8275 www.accountingsuite.com

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

C O M M I S S I O N P AY 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

Vendor Directory COMPLETE MERCHANT SOLUTIONS

727 North 1550 East 3rd Floor, Orem, UT 84097 877-267-4324 www.cmsonline.com Complete Merchant Solutions (CMS) is a full-service US merchant account provider representing multiple banks. CMS safely and securely supports many types of payment processing for direct selling companies.

PROPAY INC.

METRICS GLOBAL, INC

3400 N. Ashton Blvd., Ste. 200 Lehi, UT 84043 888-227-9856 www.propay.com

1160 N. Town Center Drive, Ste. 100 Las Vegas, NV 89144 888-891-5445 www.metricsglobal.com

Reliable global payments. Pay distributors in USD or local currencies and accept payments from them. Bank deposits & custom debit cards.

Grow your business globally with cash advances, mobile payments, multi-currency processing, global gateway & more. 99% client retention!

STRATEGIC CHOICE PARTNERS

2201 Long Prairie Road, Ste. 107-316 Flower Mound, TX 75022 407-891-9265 https://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.

PLANET 600 Old Country Road Ste. 207 Garden City, NY 11530 561-859-0903 www.planetpayment.com A global leader in cross border and international payments with expertise serving the Direct Sales Industry. Planet supports 100+ payment methods via a single integration with the industry’s best payment acceptance solution for Greater China.

D E S T I N AT I O N S / E V E N T V E N U E S

Global processing in 150+ international currencies. Direct JCB integration.

Encryption & Tokenization. Micro merchant and mobile solutions.

A2B FULFILLMENT 150 Stewart Parkway Greensboro, GA 30642 866-843-3827 www.a2bf.com Since 2001, a2b Fulfillment has been helping companies work smarter by outsourcing business support services, including order fulfillment, customer care, and valueadded solutions. Its same-day fulfillment philosophy ensures that customers aren’t waiting, and its one-call customer service resolution standard keeps them coming back.

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

PROPAY INC. 3400 N. Ashton Blvd., Ste. 200 Lehi, UT 84043 888-227-9856 www.propay.com

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

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

TO BE INCLUDED IN THE VENDOR DIRECTORY, CALL 1-800-279-5249

GLOBAL ACCESS 9815 S. Monroe Street, Ste. 510 Salt Lake City, UT 84070 877-811-8108 www.globalaccess.com International expansion expertise and technology and logistics solutions that grow clients’ businesses and brands around the world.

DISNEY DESTINATIONS

AMWARE FULFILLMENT

STALCO INC.

P.O. Box 10,000 Lake Buena Vista, FL 32830-1000 321-939-7129 www.disneymeetings.com

4505 Newpoint Place Lawrenceville, GA 30043 678-377-8585 Sales@AmwareLogistics.com www.AmwareLogistics.com

64 Bakersfield Street Toronto Ontario M3J 2W7 647-367-2459 ext. 200 www.stalco.ca

World-class convention hotels in destinations around the world. Discover the magic of Disney for your meetings, events or incentives.

EXPERIENCE COLUMBUS 277 W. Nationwide Blvd., Ste. 125 Columbus, OH 43215 614-222-6121 www.experiencecolumbus.com A 20,000-seat arena and 100+ unique restaurants surrounding our convention center makes Columbus feel custommade for direct selling conventions. With arts, live music and more, there’s always something to do in the capital of under-theradar cool.

Handle fulfillment for 5 of the DSA top 100 companies. DSA member with 15 fulfillment centers, nationwide, for 1-2 day delivery to 98% of the U.S. Offering discount parcel solutions, kitting, same-day shipping, and a full menu of value-added services.

CANADA CARTAGE LOGISTICS SOLUTIONS

1615 Clark Blvd.

Brampton, Ontario L6T 4W1 905-564-2115 x2 www.canadacartage.com/logistics Single Source Solutions, Order to Delivery B2C Solutions, On-Time Order Fulfillment, Real-Time Inventory Visibility, NHP Site Compliant, SOP/GMP Compliant, and locations across Canada.

Stalco is your Canadian Distribution partner for all your requirements, including: regulatory approvals and management, importation (tracking and customs clearance), fulfillment (kitting, pick and pack, shipping), same day order processing, 2-4 day tracked delivery, and returns management.

VISIBLE SCM 5160 Wiley Post Way Salt Lake City, UT 84116 385-355-8840 www.visiblescm.com Choose Visible for efficient fulfillment processes and market-leading customer experience. Benefit from multi-carrier solutions, high-volume shipping rates, custom packaging, fulfillment, and a real-time inventory management system— with a 99.84% order accuracy rate.

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Verst offers robotic picking, 99% order accuracy, 6.5+M sf scalable warehousing space, air/rail-served, 1-2 days to over 85% of the U.S. Services include pick-pack, labeling, kitting, and custom packaging.

Our Business Is… An Extension of Your Business

BARTHA 600 N. Cassady Avenue Columbus, OH 43219 800-363-2698 www.bartha.com PMS 70% Black

PMS 7686

Excite & ignite your direct sales force by using Bartha­—the highest quality event production and staging company nationwide!

INCENTIVES/RECOGNITION

KATAPULT EVENTS 5840 Red Bug Lake Rd, Ste. 140 Winter Springs, FL 32708 407-915-9060 www.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!

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MULTI IMAGE GROUP 1701 Clint Moore Road Boca Raton, FL 33487 800-523-2682 www.mig.cc A full-service event production company specializing in helping DSA’s tell their stories. Creativity + Technology = Unforgettable Experiences.

INCENTIVES/RECOGNITION

300 Shorland Dr., Walton, KY 41094 800-978-9307 www.verstlogistics.com

E VENT PRODUCTION

VERST E COMMERCE FULFILLMENT

E XECUTIVE RECRUITMENT

E VENT PRODUCTION

E-COMMERCE FULFILLMENT

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

HANNA SHEA

FOSSIL GROUP

1835 W Chandler Blvd 103, Chandler, AZ 85224 844-344-7177 www.hannashea.com

901 S. Central Expressway Richardson, TX 75080 469-730-7619 www.fossil.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.

Fossil Group is a global watch company specializing in the innovation and design of watches, wearables, jewelry, and leather goods. Our owned brands include Fossil, Michele, Misfit, and Skagen, and licensed brands, Armani Exchange, Diesel, Emporio Armani, kate spade new york, Marc Jacobs, Michael Kors, Misfit and Tory Burch.

ATLANTIS PARADISE ISLAND

ROYAL CARIBBEAN INTERNATIONAL

1000 S. Pine Island Road Plantation, FL 33324 800-722-2449 www.AtlantisBahamas.com/meetings Create lasting memories for your top producers. Reward & WOW them with a resort experience nestled in the world’s largest open air aquarium.

1080 Caribbean Way Miami, FL 33132 Royal Caribbean International’s Corporate Sales Team 800-529-6916 www.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.

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40+ years of quality manufacturing of nutritional formulas specializing in capsules and powders. FDA registered and 3rd party UL certified facility.

SOCIALSALES.IO 2024 W. 15th St., Ste. F-324 Plano, TX 75075 214-659-1549 hello@socialsales.io www.socialsales.io Convert your social fans into paying customers. Our global SaaS platform includes the tools your sales force needs to succeed in today’s social selling environment. Scalable to fit any sized organization from startups to large global enterprises.

S O F T WA R E / T E C H N O L O G Y S O L U T I O N S

3131 Story Road W Irving, TX 75038 972-518-9660 www.progressivelabs.com

MOBILE APPS & COMMERCE

PROGRESSIVE LABORATORIES

DIRECTSCALE 350 South 400 West, Ste. 225 Lindon, UT 84042 801-701-3285 www.directscale.com Scalable software for your company and your sales force that’s delightful and easy to use.

SUCCESS PARTNERS

SUCCESS PARTNERS

DIRECTECH LABS

5800 Democracy Drive, Suite 100 Plano, TX 75024 800-752-2030 www.successpartners.com

5800 Democracy Drive, Suite 100 Plano, TX 75024 800-752-2030 www.successpartners.com

SUCCESS Partners is a full-service agency that creates strategies and solutions for direct selling companies to strengthen their brand, engage customers and boost their bottom line.

GROW NOW! The SUCCESS Partners’ NOW app drives results for direct selling companies making it incredibly simple to connect, communicate and convert. A mobile system designed for maximum duplication that promotes customer acquisition activityNOW. Contact us for a demo today!

929 Colorado Ave Santa Monica, CA 90401 310-730-1246 CustomerCare@directechlabs.com www.directechlabs.com

SMART OFFICE SOLUTIONS, INC.

217 N. Westmonte Drive, Ste. 1007 Altamonte Springs, FL 32714 800-891-8601 www.SmartOfficeSolutions.com Your mobile strategy should be as smart as the phone in your pocket. Make a powerful statement about the value of social networks and personal connections with the SmartMobile app. Transform every share, text, call, and email into a positive sales and recruiting result.

S O F T WA R E / T E C H N O L O G Y S O L U T I O N S

MOBILE APPS & COMMERCE

MARK E TING/BR ANDING

M A NUFA C T UR ING/ P R OD . DE V E L OP ME N T

TO BE INCLUDED IN THE VENDOR DIRECTORY, CALL 1-800-279-5249

The AI-powered messaging and analytics platform. Be a better opportunity in the gig economy. Actionable dashboards and automated opportunities that get your field and customers engaged into measurable action anywhere in the world.

BYDESIGN TECHNOLOGIES

EXIGO

9503 Princess Palm Avenue Tampa, FL 33619 813-253-2235 www.bydesign.com

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

Award winning SaaS solutions including Geneology Management & Commissions, Inventory, Replicated Websites, Premier Rep Tools, Branded Mobile App, Virtual Parties, E-vites, Hostess Rewards, Bookings, Social Sharing, Promotions, & Shopping.

The global leader in cloud-based Platformas-a-Service (PaaS) for direct selling companies. An open framework for billiondollar giants to startup companies. Exigo supports MLM, Party Plan and Affiliate models, operating in single global markets.

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

INTERNATIONAL DIRECT SELLING TECHNOLOGY CORP.

1208 E. Kennedy Blvd., Ste. 222 Tampa, FL 33602 800-803-7144 www.idstc.com

Global Operations Management Software.

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

MW2 DIRECT 2033 Gateway Place, 5th Floor San Jose, CA 95110 408-573-6310 www.mw2consulting.com/direct Combine the Magento Platform with powerful social and direct selling features available in the MW2 Direct platform.

Solving Digital Transformation for direct selling with personalization, party management, influencer marketing, commission, analytics.

NEXIO 727 N 1550 E, 3rd Floor Orem, UT 84097 1-877-551-5504 www.nexiohub.com Nexio manages the chaos of payments offering: • Faster roll out for distributors or partners • Simplifies payment processing for corporations

TA X S E R V I C E S

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

S O F T WA R E / T E C H N O L O G Y S O L U T I O N S

TO BE INCLUDED IN THE VENDOR DIRECTORY, CALL 1-800-279-5249

S O F T WA R E / T E C H N O L O G Y S O L U T I O N S

S O F T WA R E / T E C H N O L O G Y S O L U T I O N S

Vendor Directory

JENKON 203 SE Park Plaza Drive, Ste. 250 Vancouver, WA 98684 360-256-4400 www.jenkon.com Corporate & Sales Force software for 21st century world-leaders in global direct selling. Cloud-based & on-premise solutions are available.

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THATCHER TECHNOLOGY GROUP, LLC

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

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

TOOLS, RECRUITING & TR AINING

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

XIRECT SOFTWARE SOLUTIONS

686 E 110 S Unit 104 American Fork, UT 84003 385-448-1800 www.xirect.com Scalable software from startup to enterprise. Your delivery expert in Commissions Calc / Consulting, Replicating Websites, E-Commerce, Reporting, Promotions, Localization, Multi-Currency, and more- The Perfect Cloud-based Direct Selling Software Partner!

SOVOS 200 Ballardvale Street, 4th Floor Wilmington, MA 01887 1-800-334-1099 www.sovos.com Save time and money with a smarter tax information reporting solution. Sovos solutions keep up with regulatory changes, perform TIN verifications, and automate your organization’s entire 1099 and 1042-S federal and state reporting process.

SUCCESS PARTNERS 5800 Democracy Drive, Suite 100 Plano, TX 75024 800-752-2030 www.successpartners.com SERVICES THAT SPARK GROWTH. From sampling and physical starter kits to digital marketing, we’ve got you covered.

We serve by working alongside you to design, develop, and deliver solutions that benefit you, your distributors, and your customers.

JUNE 2020

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JUNE 4–9 #STRONGERTOGETHER DIRECT SELLING’S @HOME #GLOBALCOMMUNITY

EXPERIENCE When direct sellers come together—whether online or in-person— ideas are sparked and strategic insights take shape.

KEYNOTE PRESENTERS

This is the power of ENGAGE. As we approach DSA ENGAGE 2020: Direct Selling’s @Home #GlobalCommunity Experience, we have all conceived new ways to inspire, empower, and engage during these past few weeks.

Direct selling’s agility has empowered the millions of independent distributors to continue serving their customers and communities from their homes across America and the globe.

JEAN-DAVID SCHWARTZ

Arbonne International, LLC

Join us June 4-9 at engage.dsa.org for a virtual experience as we share what we’ve done and the insights we’ve gained as we envision our path forward.

IBI MONTESINO

Herbalife Nutrition

CEO PANELISTS

MAGNUS BRANNSTROM

ROGER BARNETT

Oriflame Cosmetics

Shaklee Corporation

KEVIN GUEST

USANA Health Sciences, Inc.

PLUS INSPIRATIONAL CONTENT FROM

CINDY MONROE

Thirty-One Gifts

DEWITT JONES

RYAN NAPIERSKI Nu Skin Enterprises

JONI ROGERS-KANTE SeneGence International

AMANDA GORE

THANK YOU TO DSA’S 2020 ENGAGE SUPPLIER PARTNERS FOR THEIR GENEROUS SUPPORT:

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The Power of NOW

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NEW Features • Video Commerce: Live or pre-recorded • Integrated E-commerce suite • Customer shopping app and much more!

Put the power of NOW to work for your business, your distributors and your customers!

REQUEST A DEMO! CONTAC T US TODAY app@successpartners.com / 1.800.752.2030 / successpartners.com

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Now the world can be yours.

5/18/20 8:00 AM

GO AS MANY ROUNDS AS POSSIBLE You and your teams log a lot of hours to manage commissions, orders, and customers. When distributors are counting on you to get them the info they need, mediocre software just doesn’t cut it. Partner with FlexCloud to get your commission data from the fastest and most accurate provider in the industry and beat your personal best. Contact us today for a demo.

Learn how a better business starts here: www.info.infotraxsys.com/flexcloudwhitepaper

801.431.4900 | infotraxsys.com

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VOLUME 16 ISSUE 6

DIRECT SELLING NEWS

DirectSellingNews.com