June 2024 Direct Selling News

GLOBAL CELEBRATION 2024

THE WORLD’S #1 DIRECT SELLING PLATFORM

CHARLIE SANBORN | VP OF SOFTWARE ENGINEERING, “ YOUNG LIVING

The Exigo commission run takes about a fifth of the amount of time that ours historically did.”

From a straight ROI perspective, we're going to get a very strong ROI going with Exigo. There are no ifs, ands, or buts about it.”

STEVE MCCARTHY | VP OF FINANCE/CORPORATE CONTROLLER,

RODAN + FIELDS

Working with Exigo helped us put all our international regions onto one platform where we could see all the activity in near real time.”

BILL JARM | PRESIDENT OF OPERATIONS, NEOLIFE

THE BRAVO AWARDS

Bravo Leadership Award Jeff Olson / Neora

Bravo Leadership Award Glenn Sanford / eXp

Bravo Excellence Award Nathan Moore

Bravo International Growth Award, Products PM-International

Bravo International Growth Award, Services Utility Warehouse

Bravo Growth Award, Products LifeWave

Bravo Impact Award Hy Cite

Bravo Impact Award Neora

Bravo Impact Award Red Aspen

Bravo Innovator Award Scout & Cellar

Bravo Global Good Award Mary Kay

Bravo Supplier Award Foley & Lardner

JUNE

FEATURES

32

DSU 2024: Learning from the Past. Celebrating the Present. Focusing on the Future. BY SARAH PAULK

Lifetime Achievement Award: Jerry Brassfield / Never Give Up BY DAVID LEE

58 140

Lifetime Achievement Award: Rick Goings/ A Powerful Belief in Human Potential BY DAVID LEE

Legacy Award: JR Ridinger / His Life in the Dash BY DAVID LEE

DEPARTMENTS

FOR YOU / FOR YOUR FIELD / Your Essential Monthly Motivation BY CHELSEA HUGHES

WORKING SMART / Solving Your Delivery Dilemmas BY IRENE SCHARMACK

DSN GLOBAL 100

4 AD INDEX // 7 FROM THE PUBLISHER // 11 INDUSTRY NEWS // 22 THE DSN GUIDE // 26 FORWARD THINKING // 151 DSA MESSAGE // 152 SUPPLIER DIRECTORY //

Direct Selling Partners Company

FOUNDER AND CEO

Stuart P. Johnson

CHIEF BRAND OFFICER

Shelley Rojas

PUBLISHER

Patricia White

STRATEGIC ADVISOR

Heather Chastain

EDITOR

Lisa Robertson editor@directsellingnews.com

NEWS EDITOR

Sarah Paulk pr@directsellingnews.com

CREATIVE DIRECTOR

Susan Douglass

ART DIRECTORS

Greg Luther J enny Paredes

PRODUCTION MANAGER

Virginia Le

PRODUCTION ARTIST

Megan Knoebel Ascencio

WEB MANAGER AND DIGITAL MARKETING

Laura Coppedge

COPY EDITOR

Laura Coppedge

BUSINESS DEVELOPMENT MANAGER

Jerilyn Taylor advertising@directsellingnews.com

DSN GLOBAL CELEBRATION–THE OSCARS OF DIRECT SELLING

BY LISA ROBERTSON

Direct Selling News (ISSN 15546470) is published ten times a year in January, March, April, May, June, July, September, October, November, and December by Direct Selling Partners, 5717 Legacy Drive, Suite 250, Plano, TX 75024. Periodicals postage paid at Lake Dallas, TX and additional mailing offices.

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D D There is POWER in Partnership>

What part of your business would benefit by bringing in outside expertise to help your team be more efficient and effective?

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

For your convenience, we have compiled a list of our display advertisers. When contacting these companies or those in our Supplier Directory (starting on page 152), please let all of our valued advertisers know that you saw them in DSN .

OUR PARTNERSHIP with DSN has allowed Momentum Factor to continue to solidify its place as the premier compliance monitoring and brand safety service provider in the direct selling industry. They have also helped us offer our suite of services to new clientele in an ever-expanding direct sales space.

—TRAVIS WILSON / Director of Business Development, Momentum Factor

Momentum Factor

512.690.2134 / MOMOFACTOR.COM

Exigo

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

i-payout

DISCOVER@I-PAYOUT.COM / I-PAYOUT.COM PAGE 1

Direct Selling Association Canada

+1 416-679-8555 / DSA.CA PAGE 12

Thatcher Technology Group

630-696-4545 / THATCHERTECH.COM PAGE 19

Momentum Factor

512-690-2134 / MOMOFACTOR.COM

PAGE 21

Quickbox

720-990-5642 / QUICKBOX.COM PAGE 24

Flight Commerce

813-277-0625 / FLIGHTCOMMERCE.COM PAGE 13

World Pay

GETINFO@FISGLOBAL.COM / WORLDPAY.COM PAGE 25

Teqtank

844-605-9624 / TEQTANK.COM PAGE 15

Metrics Global 702-757-9600 / METRICSGLOBAL.COM PAGE 17

Strategic Choice Partners 504-252-4500 / STRATEGICCHOICEPARTNERS.COM PAGE 29

Squire 801-225-6900 / SQUIRE.COM/NETSUITE PAGE 39

Nexio 877-551-5504 / NEX.IO PAGE 41

Association for Entrepreneurship 844-750-5927 / AFEUSA.ORG PAGE 125

Direct Selling Association 202-452-8866 / DSA.ORG PAGE 150

Katapult 407-915-9060 / KATAPULTEVENTS.COM PAGE 155

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

Our mission is to serve, educate and edify the channel with daily breaking global news, emerging trends and powerful stories, made possible through the generosity and support of our Premier Supplier Partners. Thank you for your dedication to the direct selling channel!

THANK YOU TO OUR SPRING EVENT SUPPLIER SPONSORS!

For information on how to become a Fall DSU Sponsor, email pwhite@directsellingnews.com.

Growing in the Field

A Truly Global Celebration!

SUMMER IS ALWAYS A SEASON OF CELEBRATIONS—a wonderful chance to gather with family and friends for graduations, weddings, reunions and so much more.

Here at DSN we got a jump start on celebrating in April with our annual Global Celebration held in conjunction with Direct Selling University. Each year, our super-sized June issue serves as our chance to recap everything we have learned and shared at DSU and every company and individual recognized at the Global Celebration. Now is the time where we can celebrate everything the channel and its top companies have accomplished. And it’s the perfect moment to also take a glance at what the future might hold.

This issue is power packed with recaps of Direct Selling University, the DSN Global Celebration, insights, trends and analysis of the Global 100 List as well as snapshot portraits of all 58 companies. We share in-depth coverage of all the Bravo Award recipients as well as our Lifetime Achievement and Legacy honorees.

We definitely super-sized this year’s celebration—it was an honor to recognize and reconnect with so many of the people and companies that make direct selling a unique and groundbreaking opportunity for millions of people around the world.

There is a lot to celebrate in the channel right now—and many optimistic indicators and exciting opportunities on the horizon for the remainder of 2024 and beyond. This issue is full of reasons why!

As we go to press with this issue, we are finalizing the plans for our inaugural DSU Europe event, happening June 4-6 in Tring, UK. This is a global industry, and our intent and commitment is to be the global news resource for direct selling executives, no matter where they are based. We are so excited to bring the one-of-a-kind DSU experience to a new audience. We hope it will be just the beginning.

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

Our sincere thanks and gratitude to each of you for helping to make DSU and the DSN Global Celebration such a success.

All the best,

Patricia White | Publisher | pwhite@directsellingnews.com

THANK YOU PLATINUM SUPPORTERS:

Monday, September 23Wednesday, September 25

Irving, Texas

FREE TO ALL ACTIVE CORPORATE DIRECT SELLING EXECUTIVES AND EVENT SPONSORS.

Save the date to join us live–and in person–this fall at the Irving Convention Center in Irving, TX!

STUART JOHNSON CEO, Direct Selling Partners, DSN & NOW Tech

HEATHER CHASTAIN Founder & CEO Bridgehead Collective

GORDON HESTER Chief Sales Officer, Americas PM-International

PITCOCK CEO Frequense

KINDRA HALL Storytelling Expert, Keynote Speaker and Best Selling Author

BRETT DUNCAN Co-Founder and Managing Partner Strategic Choice Partners

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

SANFORD CEO eXp Realty

STEPHEN WHITWELL Vice President, Field Development NeoLife

JOHN ADDISON Founder & CEO Addison Leadership Group

FALLQUIST CEO Think Energy

MEAIKE President Family First Life

SCHMIDT CEO & Owner LifeWave

MIGUEL A. BEAS Chief Sales Officer, President of Sales Zinzino

FREDRICK CEO Mannatech

MOOREHEAD Marketing, Brand Strategy & Direct-to-Consumer Industry Expert | Podcast Host

STEVANOVSKI Founder ACN

ADA CABELLERO Top Field Leader Vida Divina

GOODKIN Director of Product Development LiveGood

PERKINS Founder & CEO Healthy Home

VARVARO COO inGroup

RYAN

STEVE

SHAWN

BARB

GLENN

LANDEN

MICHAEL

DAVID

WAYNE

ROBERT

ANTHONY

To celebrate our 20th year of service, we’re making our 2024 events bigger and better than ever with two new additions!

NEW! Legal & Compliance

Workshop

This deep dive into legal and regulatory issues covers environmental concerns, packaging requirements, compliance and more! Additional registration is required and is free with your DSU registration.

NEW! Services Company Session

Tailored for service companies (e.g., financial, utilities, travel, etc.), this three-hour bonus session is available to all registrants. Registration is open!

Our Direct Selling University for Fall is the in-person event you don’t want to miss!

Visit DSNEvents.com/fall-2024 for speaker updates and more.

AI WORKSHOP

IDEAL FOR CSOs, CMOs, TRAINING AND CREATIVE TEAM MEMBERS

TUESDAY, September 24 in the Main Ballroom New Al Workshop focused on Sales, Marketing and Training hosted by Blake Mallen (Back by popular demand)

BLAKE MALLEN HOST

HEADLINES > 5

n Beautycounter Founder Buys Back Company

n PM-International Launches Storefronts in Italy

n Herbalife Completes $1.6 Billion Secured Refinancing

n The Beachbody Company Makes Fitness and Nutrition Programs Available Without Subscription

n DSA Canada Launches New Brand Identity

4Life Convention Honors Founder’s Life of Service

THE 4LIFE CONVENTION 2024: Vision, 4Life memorialized its founder Bianca Lisonbee’s life of service through a charity event and philanthropic initiative. Thousands of participants joined the Granite Education Foundation at the Salt Palace in Salt Lake City to assemble 2,000 snack kits for the Granite Education Foundation Food Assistance Program that will help students living with food insecurity. The group then tied fabric tassels on 1,500 fleece blankets that will be given to children in need as a holiday gift.

4Life Founder David Lisonbee and President and CEO Danny Lee also participated in the events.

“What a special moment this is to serve children in need with the 4Life family,” said Jenna Lisonbee, Director of Foundation 4Life.

MONAT Gives Back

MONAT GLOBAL CORP’S philanthropic entity, MONAT Gratitude Foundation, supported local Las Vegas nonprofits for the sixth consecutive year at its annual Reunion event. This year, MONAT Market Partners volunteered with local organizations Street Teens and The Just One Project, which support at-risk youth and provide food and resources to the Southern Nevada community.

MONAT volunteers also donated feminine hygiene products to Street Teens in honor of International Women’s Day, assembled food boxes for home-bound seniors and made a $5,000 donation to The Just One Project.

Riman Hosts Largest Annual Convention

RIMAN NORTH AMERICA hosted its 2024 Riman Annual Convention, welcoming more than 2,000 distributors. The event was the largest for the company to date and is a symbol, the company believes, of its enthusiastic reception following its grand opening in the North American market in March 2023.

Founder and Chairman Joong Hyun Ahn as well as Riman Korea CEO Young Su Hwang were in attendance to show support for the new North American market and to share the company’s latest innovation, Smart Farm, which positions Riman as a vertically integrated model for the brand’s medicinal herb and hero ingredient centella asiatica.

Farmasi Celebrates Grand Opening of Miami Headquarters

ISTANBUL-BASED FARMASI celebrated the grand opening of its new Miami headquarters. Farmasi influencers from more than 20 countries attended, as well as the General Consul of Turkey.

As part of the festivities, the company also launched its new nutrition gummies and limited-edition makeup line.

“Looking forward, Farmasi is set to continue our international expansion with the recent opening of operations in Peru and an upcoming landmark event in Rio de Janeiro [at] the first-ever Farmasi Arena,” a company official wrote in a statement. “These milestones underscore our ambition to lead in the global direct selling market.” DSN

INSIGHTS

FTC Votes to Ban Noncompete Clauses

The Federal Trade Commission (FTC) voted to approve a final rule banning noncompete agreements nationwide. The commission expects the ban will promote more than 8,500 new startups each year, boost worker wages and innovation, and will protect “the fundamental freedom of workers to change jobs.”

The FTC described noncompetes as an “exploitative practice” that prevents workers from starting new businesses or switching jobs, effectively forcing them to stay with their current employer, and estimates that 30 million workers (one in five Americans) are subject to a noncompete agreement.

“Noncompete clauses keep wages low, suppress new ideas, and rob the American economy of

dynamism, including from the more than 8,500 new startups that would be created a year once noncompetes are banned,” said FTC Chair Lina M. Khan. “The FTC’s final rule to ban noncompetes will ensure Americans have the freedom to pursue a new job, start a new business, or bring a new idea to market.”

With this new rule, a majority of existing noncompetes will no longer be enforceable, with the exception of those pertaining to senior executives.

The new rule takes effect 60 days after publication in the Federal Register.

Some legal analysts believe the rule, even though approved, could face resistance at the state level. DSN

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

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

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

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

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

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

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

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

Las Vegas Salt Lake City Singapore Dublin Mexico City

S ENE G EN CE

R EA L P EO PLE. R EA L STO RI ES.

For the full articles, visit directsellingnews.com/ announcements

EXECUTIVE ANNOUNCEMENTS

AMBER OLSON ROURKE

PRESIDENT, NEORA

Neora, LLC announced the promotion of Amber Olson Rourke to the role of President. A Co-Founder, Rourke previously led the company as Chief Sales and Marketing Officer and has been an integral part of developing the company’s growth strategies.

Rourke will continue to oversee the company’s marketing and sales initiatives in addition to contributing to the company’s vision for global growth and expansion.

TROY

HICKS

CHIEF OPERATING OFFICER, HERBALIFE

Herbalife Ltd. announced

Troy Hicks has been appointed Chief Operating Officer. Hicks joined Herbalife in 2013 as Vice President, Supply Chain Planning and has held a number of other senior roles, including Senior Vice President, Global Supply Chain and Executive Vice President, Worldwide Operations.

Hicks succeeds Frank Lamberti, who will now serve as Chief Commercial Officer.

SIMON DAVIES CHIEF FINANCIAL OFFICER, ISAGENIX

Isagenix International announced the appointment of Simon Davies to Chief Financial Officer. Davies brings more than two decades of experience within the wholesale and retail consumer products, travel and direct sales industries, with an expertise in financial management and analysis, tax structuring and compliance, operational strategy and controllership.

Davies’ appointment follows strategic shifts within the company’s executive team, including new board members and what the company calls “a new chapter in its strategic transformation.”

TROY HILTBRAND

SVP OF DIGITAL PRODUCT MANAGEMENT AND ANALYTICS, PARTNER.CO Partner.Co announced Troy Hiltbrand has been named Senior Vice President of Digital Product Management and Analytics. Hiltbrand brings two decades of experience leading technology and analytics teams within the direct selling industry.

“Data drives everything we do,” said Matt Linford, Partner.Co Chief Operating Officer. “We’re excited to have Troy on board with us to interpret the available data, giving us key insights to help us grow our business and increase the effectiveness of the tools and experiences we roll out for our Brand Partners worldwide.”

LEO PAREJA CHIEF EXECUTIVE OFFICER, EXP REALTY

eXp Realty announced

Leo Pareja, formerly Chief Strategy Officer, has been promoted to Chief Executive Officer. Pareja has more than two decades of real estate experience and has been a key leader in eXp Realty’s strategy development to increase value proposition for agents.

Pareja succeeds Glenn Sanford who will now focus his efforts on his role as Founder, Chairman and CEO of eXp World Holdings.

“Leo’s innovative and recognized industry leadership has elevated our agent-value proposition by reshaping referrals and lead-generation,” Sanford said. “His deep industry experience and influence on our community has been profound, and I trust that under his direction, eXp Realty will further fortify its competitive advantage and deliver unparalleled value to our agents, further cementing our position as a ground-breaking leader in the real estate industry.”

KENDALL BONNER VICE PRESIDENT OF INDUSTRY RELATIONS, EXP REALTY

eXp Realty announced Kendall Bonner has been named Vice President of Industry Relations. Bonner is an attorney with more than a decade of real estate industry experience. In this new role, she will lead the development of strategic partnerships within the real estate sector, guide agents through marketplace shifts and advocate for the interests of the eXp community.

“Kendall’s deep industry knowledge and commitment to excellence are exactly what we need at a time of major industry transformation,” said Leo Pareja, eXp Realty CEO. “Her perspective as a leader and innovator will be invaluable in strengthening our relationships within the real estate community and enhancing our platform for agents.”

WENDY FORSYTHE CHIEF MARKETING OFFICER, EXP REALTY

eXp Realty announced Wendy Forsythe has been named Chief Marketing Officer. Forsythe brings more than twenty years of industry experience, including executive leadership roles at high-profile real estate companies where she developed and executed growth strategies that significantly increased brand recognition and market share.

As CMO, Forsythe will oversee eXp Realty’s marketing strategy, including brand management, digital marketing and public relations.

“Wendy’s extensive experience and passion for real estate marketing uniquely position her to lead our marketing strategies into a new era as we continue to expand globally,” said Leo Pareja, eXp Realty Chief Executive Officer.

DR. ANDREW KEECH

HEALTH SCIENCES

ADVISORY BOARD, 4LIFE

4Life welcomed Dr. Andrew Keech as the newest member of its Health Sciences Advisory Board. Dr. Keech holds a Ph.D. in Chemical and Process Engineering and has worked as the technical manager for the largest dairy cooperative in the US. He is also a member of the Institute of Professional Engineers of New Zealand, the Institute of Chemical Engineers in London, and the American Academy of Allergy, Asthma, and Immunology.

“Andrew has in-depth practical experience and scientific knowledge of dairy processing chemistry, technologies, and microbiology,” said Dr. David Vollmer, 4Life Chief Scientific Officer. “While working for Dairy Farmers of America, he oversaw new product development for whey protein products. His book about peptide immunotherapy qualifies him as a world expert on colostrum. We are excited he has joined 4Life’s HSAB.” DSN

THE GUIDE 2024

A CURATED RESOURCE TO HELP YOU FIND STRATEGIC BUSINESS PARTNERS SPECIALIZING IN DIRECT SELLING.

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

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

4 out of 5 retailers are worried about financial risks.

Direct sellers deserve lower-cost payment services.1 © 2024 Worldpay, LLC and its aff iliates.

Worldpay Push to Account gives direct selling retailers access to fast, transparent, and compliant payouts globally – delivered by a provider you know and trust.

Find out more at www.worldpay.com/payments/payouts

1 The Global Innovation Report, “Creating advantage in uncertainty”, 2023, FIS

Have It Your Way

Personalization Trends Shaping Customer Experiences in 2024

BY DAVID LEE

EAS CONSUMERS

INCREASINGLY seek curated experiences, image recognition emerges as a powerful tool for driving engagement and conversion.

COMMERCE IS WITNESSING A POWERFUL SHIFT in how brands interact with their customers. Personalization has emerged as a cornerstone of the customer journey, revolutionizing the way businesses engage with their audience. With an industry built on personal relationships, it’s imperative to explore the pivotal trends shaping personalization in 2024 and beyond.

Enhanced 1-to-1 Experiences

Brands are increasingly embracing a more personalized approach, transcending the conventional methods of customer engagement. The era of generic marketing tactics is giving way to authentic 1-to-1 connections, where brands tailor experiences based on individual preferences. With advancements in technology, these tailored interactions foster deeper customer relationships, driving long-term loyalty and brand affinity.

Mobile-Centric Personalization

The proliferation of mobile devices has transformed the way consumers shop and interact with brands. Despite the dominance of mobile commerce, many consumers feel their preferences are not effectively recognized. A growing share of ecommerce transactions now occur on mobile devices.

According to Tidio, mobile commerce sales are expected to account for 44 percent of all ecommerce sales by 2025. Location-b ased communication is a unique aspect of this approach. As an example, a store may send a discount via in-app push notification if a customer is close to a location.

Image Recognition

Innovations in image recognition technology are reshaping the landscape of personalization. Brands can deliver richer, more personalized experiences to their customers and analyze visual preferences and offer tailored product recommendations. As consumers increasingly seek curated experiences, image recognition emerges as a powerful tool for driving engagement and conversion.

AI-Powered Personalization

Artificial intelligence and machine learning technologies enable brands to analyze vast amounts of data and deliver hyper-targeted recommendations and experiences. They can recommend specific messages or offers for different demographics then analyze which ones were most effective.

6

KEY PERSONALIZATION STATS FOR 2024

97% of companies deliver personalized experiences (STATISTA)

90% of marketers think personalization significantly boosts profitability (THINK WITH GOOGLE)

90% of companies use AI to power personalization (SEGMENT)

76% of consumers say personalization makes them more likely to purchase, and 78% say it makes them more likely to repurchase (MCKINSEY)

71% of consumers expect personalized experiences (MCKINSEY)

Around 50% of consumers don’t trust brands to be responsible with their data (SEGMENT)

STRIKING THE RIGHT BALANCE between personalization and privacy remains a challenge for many businesses.

Data Privacy and Cookie-less Personalization

Amid growing concerns about data privacy, brands are reevaluating their approach to personalization. With increasing regulatory scrutiny and consumer awareness, there’s a shift toward first-party data and “cookie-less” personalization techniques. By prioritizing user privacy and leveraging first-party data, brands can deliver personalized experiences while earning customer trust. However, striking the right balance between personalization and privacy remains a challenge for many businesses.

Omnichannel Personalization

In today’s interconnected world, consumers expect seamless experiences across multiple channels and touchpoints. However, few brands have successfully implemented omnichannel personalization strategies, which often confuse the message and disengage customers. As consumers interact with brands across various devices and platforms, there’s a need for cohesive, integrated experiences. By leveraging data and technology, brands can create seamless, omnichannel experiences that resonate with individual preferences.

Digitization of Physical Spaces

Augmented reality and virtual reality are blurring the lines between physical and digital environments. By overlaying digital content onto physical spaces, brands can create immersive experiences tailored to individual preferences. Brands can increase engagement by making their customers feel in control of these experiences.

Individual Interactions

The shift from segment-based personalization to individualized experiences reflects a growing emphasis on understanding and meeting the unique needs of each customer. By leveraging data and technology, brands can create meaningful, personalized interactions that resonate on a deeper level. DSN

Today’s Direct Selling Company

Can’t Settle for Yesterday’s Advice

The opportunities for direct selling companies are greater than they’ve ever been. So are the challenges. Never before has the market demanded a higher level of innovation, simplicity and boldness. As you blaze new trails and evolve in response to the ever-changing market, are you making the most strategic choice for whom you partner with?

Services

Strategic Planning l Executive Management l Startup Launches

Compensation Plan Design l Marketing & Communications l Salesforce Development

Hispanic Marketing l International Development l Events & Show Production l IT Strategy

Digital Roadmapping l Promotions & Incentives l Customer Service

Video Production l Creative Services l Social Media Management

Financial Expertise l Keynote Presentations

Partners & Associates

SCP is made up of a team of direct selling experts, together representing more than 300 years of experience in direct selling. We surround every project with a customized team of Associates to provide the perfect approach for your project. From event support to global expansion, and everything in between, our team can deliver.

Clear Forecast

The Power of Predictive Modeling

BY DAVID LEE

MACHINE LEARNING

ALGORITHMS and natural language processing can extract valuable insights from data at an unprecedented scale and speed.

STAYING AHEAD OF THE COMPETITION requires more than just traditional strategies. AI-powered data analytics and predictive modeling are revolutionizing how companies build strategies from product development, logistics, marketing, market expansion and more.

Machine learning algorithms and natural language processing can extract valuable insights from data at an unprecedented scale and speed. By analyzing vast amounts of customer data, AI can identify patterns, trends and correlations that human analysts may overlook, allowing companies to make more informed decisions. For example, AI-powered sentiment analysis tools can automatically analyze social media conversations and customer feedback to gauge public opinion and sentiment around a company’s products or brand. By understanding how customers perceive their brand, direct selling companies can tailor their messaging and marketing efforts to better resonate with their target audience.

AI can also help direct selling companies better understand customer preferences and behavior through personalized recommendations. By leveraging recommendation engines, companies can deliver highly targeted product recommendations to individual customers based on their past purchase history, browsing behavior and preferences. This not only enhances the customer experience but also increases the likelihood of conversion and repeat purchases.

AI-driven predictive modeling can help anticipate customer needs and behavior. For instance, predictive analytics can forecast future demand for products based on historical sales data and market trends, allowing companies to optimize inventory levels and ensure they have the right products available when customers need them.

One area where AI is particularly transformative is customer engagement and communication. AI-powered chatbots and virtual assistants can handle routine customer inquiries and provide personalized support and assistance in real time. By automating these interactions, companies can improve customer satisfaction; reduce response times; and predict future issues to avoid.

Predictive modeling presents several challenges including the need for high-quality and up-todate data, as well as the time-consuming nature of gathering and organizing the proper data to build accurate models

AiSPECIFIC STRATEGIES

Here are three key strategies to maximize benefits of these technologies:

1 / INTEGRATE DATA SOURCES

Integrate data from various sources, including sales transactions, customer interactions and marketing campaigns, into a centralized data repository. This enables a holistic view of customer behavior and operations to identify opportunities and challenges more effectively.

Types of Predictive Models

CLASSIFICATION

Categorizes historical data into groups, predicting outcomes like lead conversion or email classification.

REGRESSION

Utilizes past data to predict continuous variables such as customer lifetime value.

CLUSTERING

Groups data based on shared attributes to forecast future behavior, like identifying potential market areas.

FORECASTING

Estimates future figures using historical data, such as predicting store inventory needs.

TIME SERIES

ANALYSIS

Predicts outcomes over future periods by analyzing historical and related data, like forecasting sales.

ANOMALY DETECTION

Identifies abnormal behavior or data points, aiding in fraud detection, for instance.

SOURCE: PECAN.AI

2 / EXPERIMENT AND ITERATE

Adopt a culture of experimentation and iteration when implementing AI technologies. The platforms should be treated as tools to engineer and train. By testing different approaches and strategies, identify what works best for the unique business needs and continually refine the processes to drive better results.

3 / EMBRACE AUTOMATION

AI technologies enable automation of repetitive tasks and processes, freeing up human resources to focus on more strategic goals. Direct selling companies should leverage AIpowered automation to streamline operations, improve efficiency, and enhance the overall customer experience DSN

BY SARAH PAULK

In its largest gathering of direct selling executives to date,

Direct Selling

University (DSU) offered two days of education and training sessions from the experts and thought leaders behind today’s most successful brands and marketplace movements. More than 40 speakers led thought provoking conversations covering a wide range of topics impacting the direct selling channel and broader marketplace, including the challenges and advantages of Artificial Intelligence (AI), omnichannel strategies and new approaches to healthy compliance in the wake of Neora’s historic win against the Federal Trade Commission.

THAT’S

WHY

WE HOST DSU.

We want to help leaders on their journey by offering practical takeaways and a-ha moments that they can take back to their teams.

STUART JOHNSON / CEO of Direct Selling Partners, DSN and NOW Tech

BLAKE MALLEN / billion-dollar brand builder and host of The Shift

“The channel is truly at a crossroads,”

said Stuart Johnson, CEO of

Direct

Selling Partners, DSN and NOW Tech. “Every executive in the room had at least two things in common: we’re all faced with big changes and we’re all having to make major decisions on a consistent basis. That can feel overwhelming and exhausting, but that’s why we host DSU. We want to help leaders on their journey by offering practical takeaways and a-ha moments that they can take back to their teams.”

Optimism Amid Uncertainty

This year’s DSU included the 15th anniversary of the DSN Global Celebration, featuring more awards than ever before as DSN recognized companies and executives for their sustainability efforts, revenue growth, positive impact on the channel and more. The much-anticipated DSN Global 100 List, which recognizes companies exceeding $100 million in annual revenue, was unveiled as well, followed by an after-party featuring the Free Radicals, a cover band led by USANA’s Executive Chairman Kevin Guest. In total, award recipients and speakers throughout the two-day event represented more than $50 billion in revenue.

Through it all, leaders and company founders expressed a confidence in the future of the industry, even amid a rapidly evolving market landscape, regulatory pressures and the looming uncertainties of AI.

“I’m cautiously optimistic about 2024,” Johnson said. “We’ve got to make things simpler, easier and focus on transparency. We have to be sharing and selling—be customer obsessed without forgetting to recruit—all while leveraging AI and being mobile-first. The channel has an opportunity to become more mainstream if we continue to tell our stories of powerful, exclusive products and a part-time, flexible opportunity in an honest and compelling way.”

GARRETT MCGRATH / EMCEE

GARRETT MCGRATH

AMBER OLSON ROURKE / Neora Co-Founder and President

}Amber Olson Rourke, Co-Founder and President, Neora, explained the importance of balancing high-tech with high-touch and shared the strategic ways Neora is using technology paired with personalization to create a frictionless shopping experience that drives sales and brand awareness.

}Anthony Varvaro, Chief Financial Officer and Chief Operating Officer, inGroup, highlighted how collecting and properly cleaning data can help companies manage risks; provide a competitive advantage; pinpoint fraudulent behavior; and predict customer behavior to deliver accurate financial forecasts.

from left: HEATHER CHASTAIN / Bridgehead Collective Founder and CEO; BERNADETTE CHALA / Arbonne Chief Legal Officer, General Counsel; KATRINA EASH / Winston and Strawn Law Firm Partner; DEBORAH K. HEISZ / Neora Co-CEO

BRANDON WHITE / Trevally Founder and CEO

THE CHANNEL HAS AN OPPORTUNITY to become more mainstream if we continue to tell our stories of powerful, exclusive products and a part - time, flexible opportunity in an honest and compelling way.

STUART

JOHNSON / CEO of Direct Selling Partners, DSN and NOW Tech

}Heather Chastain, Founder and CEO, Bridgehead Collective, analyzed the data and key insights from her generational study and illuminated the key areas where companies can make strides in meeting the unique wants and needs of each generation.

}Brandon White, Founder and CEO, Trevally, delivered a masterclass on AI, including the current landscape; practical ways companies can integrate it into their operations; and how these emerging technologies will impact the future of direct selling.

}Blake Mallen, billion-dollar brand builder and host of The Shift podcast, shared the top five most powerful industry-changing perspective shifts that he’s gleaned from his conversations with the channel’s thought leaders.

}Brian Dill, Vice President of US Sales, Norwex, detailed how Norwex strategically expanded its product line and mission to help the brand and field distributors evolve toward a bolder future.

}Brick Bergeson, Chief Revenue Officer, Color Street, listed the three categories—team leadership, international expansion management and go-to market strategies—that have been revenue and growth drivers for the company.

}Heather Chastain held a panel discussion with Bernadette Chala, Chief Legal Officer, General Counsel, Arbonne; Deborah K. Heisz, Co-CEO, Neora; and Katrina Eash, Partner, Winston and Strawn Law Firm, where they offered practical applications and best practices for how brands can build a healthy compliance strategy that withstands scrutiny and embraces the new blueprint provided by Neora’s win against the FTC.

MARK PENTECOST / IT WORKS! Founder and Chairman

}Crayton Webb, Owner and CEO, Sunwest Communications, leaned on his experience to share real-world steps for managing, protecting and improving online brand reputation.

}Greg Provenzano, President and Co-Founder, ACN, reflected on a lifetime of leadership to highlight how holding strong convictions; remaining unwavering in beliefs; and following up promises with action can transform brands into marketplace heroes.

}Jason Dorsey, President & Lead Researcher, Center for Generational Kinetics, used case studies and data to challenge executive teams to dig deeper and think differently when it comes to problem solving and accelerating engagement among consumers and distributors.

}Jesse McKinney, Co-Founder and CEO, Red Aspen, detailed how her team integrated text and email into their new Shopify strategy to create a significant boost in sales, increase average order size and positively impact the selling style of their brand ambassadors.

}John Addison, Board Member, Primerica, reminded attendees that company culture is a C-Suite responsibility and encouraged them to lean into a teamwork mindset that boosts morale.

JESSE MCKINNEY / R ed Aspen Co-Founder and CEO

from left: JENN ASHBY / Saavi Co-Founder; ASPEN EMERY / Bravenly Co-Founder and CEO; BARB PITCOCK / Frequense Founder and CEO; WAYNE MOOREHEAD / Direct Approach podcast host

}John Fleming, DSN Legend, Researcher and Author, as the original Editor-in-Chief of DSN, provided historical context for the magazine, from its humble but journalistic beginnings to the global media platform it has become today.

}Kenya Vergara, Global Marketing Director & Board Member, Omnilife, shared her family’s multigenerational strategy to connect with and honor the Latin community and Latin consumers through cultural understanding, honesty and customization.

}Kevin Guest, Executive Chairman, USANA, encouraged leaders to focus on base hits rather than home runs to maximize their outcomes and help employees and distributors stay connected to the brand mission.

}Larry Thompson, DSN Legend & International Business Strategist, called on a lifetime of experience in the direct selling industry to emphasize the importance of adapting to the challenges of the current time while holding fast to the fundamentals and core principles the channel was built upon.

}Mark Pentecost, Founder and Chairman, IT WORKS!, expressed the importance of building the right team and then empowering them to take risks and make great decisions to stay on mission and drive vision.

}Meredith Berkich, President, LifeWave, encouraged leaders to live up to their role as the “dream keepers” for the countless entrepreneurs who turn to direct selling and the “playing to win” strategy LifeWave implements to create sustainable growth.

}Nick Johnson, Chief Field Operations Officer, Medifast and President, OPTAVIA, discussed the importance of disruption in order to stimulate progress and how analyzing and acknowledging consumer satisfaction should transform a company’s product offerings.

}Randy Matthews, Director of Sales, North Region, PM-International, identified three key strategies that have been pivotal to PM-International’s consistent success: effective pricing strategies; an emphasis on emotional engagement; and incentives that reflect a lifestyle-focused vision.

}Rudy Revak, DSN Legend, Founder and Chairman, Xyngular and PUREhaven, stressed the importance of investing in and supporting new distributors through personal and professional development.

}Sarah Shadonix, Founder and CEO, Scout & Cellar, talked about how her company wielded a unique spin on the omnichannel approach by making a retail-only product and inviting select distributors to become part-time sales managers to grow their customer base and drive brand loyalty.

}Shawn Meaike, Founder and CEO, Family First Life, shared his history of personal struggles to illustrate the value of transparency in helping others become leaders and advocated for solution-focused conversations.

}Stuart Johnson, CEO of Direct Selling Partners, DSN and NOW Tech, gave a state-of-thechannel address, sharing success stories of growth within startups and certain sectors; highlighting the potential challenges of regulatory pressure and technological advancements; and providing observations about where the industry is headed.

}Vanessa Gomez, General Manager, US and Dominican Republic, Immunotec, highlighted the importance of recognizing the diversity within the Latino and Hispanic community and the need for tailored approaches as companies seek to provide them with engagement and support.

}Will Templeton, Director of Global Brand, Sustainability and CSR, Amway, defined sustainability and environmental protection as a collective responsibility and called on industry leaders to assess their own global footprint and develop strategies that create accountability and catalyze positive action.

}Wayne Moorehead, host of The Direct Approach podcast, moderated a Startup Standouts panel with Jenn Ashby, Co-Founder, Saavi; Barb Pitcock, Founder and CEO, Frequense; and Aspen Emry, Co-Founder and CEO, Bravenly, to discuss how to select high-impact product portfolios; the value of learning from experienced mentors; and their modern approach to customer acquisition.

}Blake Mallen hosted an AI Edge Workshop, then participated in an AI Roundtable discussion featuring Brandon White, Art Jonak, President of North American Operations, Zinzino and Heather Chastain, to discuss how AI is revolutionizing the direct selling space and providing an efficiency boost for distributors through personalized experiences that are only enhanced by human connection. DSN

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SUPPORT THE FUTURE OF THE CHANNEL.

“

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

— JONI ROGERS-KANTE / FOUNDER & CEO, SENEGENCE

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

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

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

Build a better, more sustainable future for direct selling.

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

you need.

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

THE OSCARS OF DIRECT SELLING

HONORING THE CHANNEL’S

INNOVATORS, ACHIEVERS

BY LISA ROBERTSON

IT’S

BEEN A YEAR OF TRANSITION

as direct selling companies and distributors continue to refine and redefine what it means to participate in the channel. While revenues for many companies remained flat or declined, several companies did report remarkable gains. And companies across the industry continued to embrace and incorporate new methods of doing business to attract new people to the channel and to inspire current participants to expand their vision.

Direct Selling News held its 15th Global Celebration event on Wednesday, April 3, 2024 in Irving, Texas to recognize and celebrate the best of direct selling. It was an exciting night hosted by DSA Hall of Famer, Researcher, Author, DSN Legend, DSN Lifetime Achievement Honoree and former Publisher and Editor-in-Chief of DSN John Fleming and current DSN Publisher, Patricia White

Hundreds of people representing over 115 companies around the world attended in person. And thousands more watched the event via free livestream. Awards and honors were revealed in several categories, including two Lifetime Achievement Awards, a Legacy Award, the Bravo Awards and the DSN Global 100 List.

NATHAN MOORE / Recipient of the Bravo Excellence Award

The Bravo Awards

Each year the Bravo Awards recognize companies for outstanding achievement and excellence in areas of leadership and the highest percentage of revenue growth. Specialty awards are also given to individuals and companies for their achievements in and service to the direct selling channel.

The first awards of the evening recognized companies for their achievements.

DSN added a new award this year, the Bravo Supplier Award. This award honors supplier companies that uplift, support and contribute to the growth and evolution of the direct selling channel. This prestigious accolade is bestowed upon organizations that demonstrate exceptional innovation, expertise and unwavering dedication to the continuous advancement of the channel.

The inaugural winner was the Foley & Lardner Law Firm for their remarkable dedication and pivotal role in the Neora FTC case. Their unwavering commitment and expertise in navigating complex legal terrains not only upheld the principles of fair trade but also safeguarded the integrity of the direct selling channel. Through exhaustive research, strategic litigation and unwavering advocacy, Foley & Lardner demonstrated unparalleled diligence in ensuring justice and equity prevail.

The Bravo Global Good Award recognizes companies that take a proactive approach to environmental, philanthropic and social responsibility issues. This year the honor went to Mary Kay. As a beacon in the direct selling industry, Mary Kay has consistently demonstrated a proactive commitment to making a positive impact on communities worldwide. Through innovative sustainability initiatives, such as their commitment to renewable energy and eco-friendly packaging, Mary Kay has set a high standard for environmental stewardship. Their philanthropic endeavors support causes related to cancer research, domestic violence prevention and empowering women.

The Bravo Innovator Award recognizes direct selling companies that embrace and deploy emerging technologies and future-focused strategies that propel the channel forward. This year, the award was given to Scout & Cellar. As industry trailblazers, Scout & Cellar has implemented advanced data analytics to enhance customer experiences; leveraged artificial intelligence for personalized recommendations; and implemented groundbreaking omnichannel opportunities for their field.

DSN honored three companies with the Bravo Impact Award. The award recognizes the achievements of well-rounded companies that take a holistic, measured and incremental approach to growth, innovation and operational integrity and excellence. These companies are helping to lead the way forward in shifting the public perception of direct selling.

The first award went to Red Aspen. Red Aspen has set a high standard for ethical and sustainable business practices. Their strategic mindset of staying on trend and inclusive—catering to generational preferences to remain relevant with today’s Millennial and Gen Z customer base— underscores their innovative spirit and adaptability in a dynamic marketplace.

The second Impact Award honoree was Neora. The company has a long-standing history of operating with integrity. This solid foundation led to Neora’s landmark victory against the FTC, showcasing unparalleled tenacity and resilience–marking a legendary milestone in the history of direct selling. This triumph not only solidifies Neora’s position as a leader in the direct selling space but also demonstrates their unwavering dedication to ethical practices and industry advancement.

LOREN RIDINGER AND ANDREW WEISSMAN / Accepting the JR RIdinger Legacy Award

The final recipient of the Impact Award was Hy Cite. Hy Cite began as a modest garage startup, evolving over 65 years into a global powerhouse in high-end cookware and kitchenware. With a network of 10,000 independent distributors spanning 20+ countries, primarily in North and South America, Hy Cite prioritizes its 1,600 employees’ experience. Through strategic focus on employee satisfaction, product innovation and enhanced customer service, the company doubled its size in just three years, achieving remarkable double-digit revenue growth globally in 2023.

The domestic Bravo Growth Award celebrated the direct selling product-based company with the highest year-over-year revenue growth on the Global 100 List, LifeWave. Embarking on their journey in 1998, it took them 16 years to achieve an annual revenue of less than $20 million by 2018. However, that trajectory changed dramatically in 2019 with the launch of their groundbreaking hero product, X-39. Fast forward to 2023, and their growth trajectory defies expectations, catapulting to $370 million in annual revenue—a remarkable 50 percent year-over-year increase from the previous year. This phenomenal achievement marks an astonishing 2,000 percent growth rate over the past five years.

Two Bravo International Growth Awards were announced, one to a product-based company and one to a service-based company.

The product-based winner was no stranger to the Global Celebration stage. Luxembourg-based PM-International won the award for the fourth consecutive year. They achieved their first billion in their 26th year of business, then took only four years to reach $3 billion in 2023—a testament to their unwavering dedication and tireless pursuit of excellence. This remarkable growth amounts to an 18 percent increase of $450 million year-over-year growth.

Utility Warehouse won in the service-based category for the second consecutive year. As a publicly traded entity, their impact reverberates far and wide, demonstrating remarkable growth, soaring from just over $2 billion in 2022 to an impressive $2.9 billion in 2023—for a 38 percent year-over-year increase, with revenues approaching the $3 billion mark in the fiscal year 2023.

DSN also gave out three Bravo Awards recognizing individuals for their contributions to the direct selling industry.

The Bravo Excellence Award is reserved for executives with a long history of leadership, excellence and integrity. These individuals are champions of the channel and positive mentors to all who serve it. The Award was given to Nathan Moore, President of Global Sales and Marketing of Mary Kay. Nathan joined Mary Kay in 1995 as a staff attorney, was quickly promoted to General Counsel and the executive team and since 2017 has been leading the global marketing efforts of this 60-year old company.

Two Bravo Leadership Awards were given. This award recognizes outstanding achievement and exceptional leadership of a direct selling executive.

The first recipient was Jeff Olson, Founder and CEO of Neora in honor of his visionary leadership of the company through its seven-year legal battle with the FTC. Jeff’s mission in founding Neora was to build a company the right way—on a solid foundation with world-class products and a model hyper-focused on customer acquisition. This foundation allowed him to make the ultimate stand for this industry when the FTC tried to challenge him and emerge victorious.

The second Bravo Leadership Award was given to a true luminary in the real estate industry—Glenn Sanford, Founder and CEO of eXp World Holdings. As the driving force behind the largest independent real estate company globally, Glenn embodies visionary leadership, carving out a bold new path for the industry. No stranger to accolades, Glenn and team have already garnered several impressive awards in just the first few months of 2023, such as its seventh straight inclusion on Glassdoor’s prestigious list of Best Places to Work.

For more in-depth coverage of the Bravo Award winners, please see the expanded coverage starting on page 70.

The Global 100 List

One of the most eagerly anticipated announcements each year at the Global Celebration is the unveiling of the Global 100 List. This list determines the top direct selling companies in the world for 2023. Inclusion on the Global 100 has become a point of much-deserved pride.

The List offers a unique perspective on the global impact of the industry by recognizing companies’ revenue achievements. Recognition for each of these companies is the culmination of months of research and the cooperation of many individuals around the world. This list represents both private and public companies with more than $100 million in annual revenue for the 2023 year. This year’s list reflects 58 companies with combined revenue of nearly $64 billion dollars. Full coverage of the list as well as analysis on important and emerging trends can be found starting on page 122.

Legacy Award

Through the Legacy Award, DSN pays homage to the enduring legacy of revered executives, acknowledging their profound impact and enduring contributions. This year marks only the second time this award has been bestowed, as we honored the memory of the late JR Ridinger, Founder and CEO of Market America. With his beloved wife Loren by his side, JR embarked on a journey that revolutionized the landscape of online retailing. But beyond that, JR impacted countless lives by creating an opportunity that was both aspirational and attainable. He was a force of nature—someone who impacted so many lives by the way he lived his. To read more about JR’s enduring legacy, please see the full article on page 64.

JEFF OLSON / Recipient of the Bravo Leadership Award

Lifetime Achievement Awards

The DSN Lifetime Achievement Award is reserved for those whose profound contributions have left an enduring imprint on the channel. This year DSN honored two new inductees into this very exclusive club: Jerry Brassfield and Rick Goings.

Jerry joined direct selling at the age of 19 and went on to become the founder of NeoLife, mentoring industry legends like Jim Rohn, Rudy Revak and Larry Thompson along the way. Today, at 83, Jerry remains extremely active and rather than accumulating wealth, he’s now focused on giving more away. To read more about Jerry’s inspiring journey and career, please see page 52. Rick was recognized for his long career stewarding success at both Avon and Tupperware. His leadership philosophy has always focused on helping people become the best version of themselves. He hopes to be remembered for helping people shift their mindset to fully embrace what is possible. To read more about Rick’s illustrious career, please see page 58.

Turning up the Volume

Because of the momentous nature of this year’s event, DSN pulled out all the stops and had a live band on hand to next level the celebration. Led by USANA’s Executive Chairman Kevin Guest, the Free Radicals are a high-energy, high-octane world-class cover band. This group of talented musicians had the crowd dancing and singing along.

A Night to Remember

The DSN Global Celebration is the industry awards event of the year—a night designed to celebrate, inspire and motivate! If you missed the broadcast, you can catch a replay at DSNG100.com for a limited time.

Congratulations to the winners and thank you to the hundreds in the room and thousands of viewers worldwide. And a sincere thank you to all our Supporter Companies and Supplier Sponsors for helping DSN provide this night of celebration, recognition and camaraderie. DSN

LIFETIME ACHIEVEMENT AWARD

JERRY BRASSFIELD / NEVER GIVE UP

BY DAVID LEE

I

F THERE IS A THEME to Jerry Brassfield’s life and career, it’s certainly “never give up.”

He’s come a long way from entering the direct selling industry as a teenager to founding the company that would become NeoLife. As a boy, he suffered from severe asthma. His mom tried many different solutions but eventually went down a path of natural remedies that changed the trajectory of his life. “She didn’t give up because the doctors couldn’t help me,” he recalled. “She networked with friends and other people and found supplements.” Jerry remembered that they tasted horrible, but they worked.

JERRY BRASSFIELD “

I THINK ALMOST all selling now is relationship selling.

LIFETIME ACHIEVEMENT AWARD

FAST FORWARD A FEW YEARS to when he was introduced to direct selling. He had just turned 19, and his brother loaned him $48.50 (equivalent to about $500 today) to get started in a business. Through nearly two decades of successes and failures with that same company, Jerry got to see what could go wrong. He joined another direct selling company, however, because he still loved the model.

“Companies today are trying to do the same thing whether it’s pizzas or satellite TV—if you recommend somebody, they give you a break on your own monthly charges,” Jerry said. “And so, everybody’s trying to incentivize, but I think in the network marketing space, we’ve just figured out very, very effective compensation plans that cause people to want to share.”

Sticking Together

Most of Jerry’s distributor organization stayed with him through the ups and downs. NeoLife essentially was started as an extension of that original organization. “I think there’s a lesson to be learned there. You stick to it; you keep going; and you just refuse to give up. If I were to have a lesson for anyone, it’s you can’t hit the ball if you’re not swinging at it.”

Through the years, Jerry has developed a family tree of success stories that came out of his organizations and businesses. Industry legends such as Jim Rohn, Rudy Revak, Les Brown and Larry Thompson branch out from that tree. Seeing them go on to have incredible success is something he’s especially proud of. He’s always believed in the power of surrounding yourself with exceptional people. His brother Bob was one of those people, having played a key role in the company’s success. Today, NeoLife is in more than 50 countries, and Jerry has turned over day-to-day operations to his daughter Kendra as CEO. He remains very involved and regularly interacts with the distributor field.

JERRY BRASSFIELD “

IF I CAN LEAVE A LEGACY, it would be to leave profitable businesses that go on not only for the rest of my life, but the rest of their lives. And whatever comes out of that is used to help other people .

Taking Action

Jerry attributes a lot of his success and influence to the principle of taking action and learning along the way. “You only learn by doing. You don’t learn by sitting in a room. If you want to learn to swim, you can’t sit beside the pool for a month and get instruction every day on how to swim; how to breathe; how to kick; how to relax. You have to dive in. When you get in the pool, you’re still going to choke and get your lungs full of water. You’re gonna go under a few times before you succeed.”

He says success in the industry comes from empowering people to take action, not in bogging them down with too much training and instruction before they act. He says they should jump in the water and get going. “You learn from your failures and successes. You learn more from your failures because they sting, but doing and failing are important parts of how you learn.”

Through his experience, Jerry has seen the industry evolve but says the core of people and relationships is still there. So are the challenges. “We have individuals that promise unrealistic results—but all you have to do is find two people. There’s a lot to it and you learn gradually as you go through these steps, and you don’t over-promise.”

In that sense, Jerry is a fan of industry regulation. He thinks it’s made the industry better overall, realizing that sometimes regulation goes too far and sometimes it doesn’t go far enough. He believes in selling products to customers who love them and a compensation plan that divides things up fairly.

Rooted in Principle

NeoLife has evolved its business tools in recent years focusing on online technology advancements in sales and recruiting, but Jerry sees them as just tools to enhance the core relationship nature of the industry.

“You can use these tools to further enhance and to accomplish results that you get from building personal relationships, but you can’t build a relationship that’s meaningful if you don’t get off the screen,” he explained. “I think almost all selling now is relationship selling. We as humans trust that person more than we trust advertising. People that try to skip relationship building don’t go very far.”

Jerry credits his Christian upbringing for laying the foundation for his business principles. He likes to think long-range instead of focusing on quick profits for today. “It’s a more conservative route of just making sure you’re telling the truth, and you’re building relationships. It’s not for me to say what I did that was great. It’s for somebody else to look at and try to figure it out.”

A Legacy That Keeps Giving

At 83, Jerry is grateful for his health and is still very active. Instead of trying to build more wealth, he’s working to give more away. He believes in helping people who need help and wants to be remembered for leaving behind businesses that ultimately help others.

“I would like to use whatever I’ve been blessed with, and I would like the people running the companies I founded to continue to distribute that wealth out to help other people. I think that’s what we’re here for. If I can leave a legacy, it would be to leave profitable businesses that go on not only for the rest of my life, but the rest of their lives. And whatever comes out of that is used to help other people.”

Jerry is honored to receive the Lifetime Achievement Award for his perseverance and influence that have helped mold the industry for more than six decades. “I’m very grateful and thankful to be recognized in this manner by my peers—by people who know what they’re doing. To have this honor, this is special.” DSN

LIFETIME ACHIEVEMENT AWARD

RICK GOINGS / A POWERFUL BELIEF IN HUMAN POTENTIAL

BY DAVID LEE

APROFOUND BELIEF IN HUMAN POTENTIAL has always driven Rick Goings in his decades-long impact as a direct selling executive. His leadership philosophy is centered on creating an environment where people can thrive and become the best versions of themselves. Combining that approach with a core focus on creating and understanding culture and his efforts that shifted attitudes in social responsibility, his lasting global influence has more than earned him the prestigious DSN Lifetime Achievement Award.

“

THE REAL

COMMON DENOMINATOR is the belief in human potential. RICK GOINGS

20-years old - US Navy

LIFETIME ACHIEVEMENT AWARD

RICK’S

LEADERSHIP

AND

IMPACT

ON O THERS is a hallmark of his life, beginning with his service in the US Navy. He was inspired by the strong and confident leaders he encountered, emulating those examples throughout his life. After the Navy, Rick founded a direct sales company selling home fire alarms that turned into a franchise business. He eventually sold his interest in the company and joined Avon in the mid 1980s.

There are certain qualities Rick has always looked for in people—things he says that cannot be measured cognitively: leadership, self-discipline, persistence, courage, resilience, enthusiasm, reliability, empathy, civic mindedness, endurance and resourcefulness. He believes the key is to help people determine which qualities they have and which ones they want to attain. “They can leverage the ones they have and work on the others.”

Revitalizing Avon International Markets

Rick’s ability to adapt to the world’s diverse cultures showcased a keen understanding of the human element in business. “Whether in the US, Europe, Asia, Latin America or other global markets, he championed cultural sensitivity, recognizing that success hinged on respecting and embracing societal nuances. In many ways he was ahead of his time, successfully tapping into the forces that drive people to fulfill their potential.

Rick remembers entering the German market that had been flatlined for 10 years. His core goal was to understand and revitalize the culture. “That’s not because they didn’t have talented people, but they had kind of given up hope. I had discovered that the people weren’t lazy—they just weren’t inspired. We had to figure out the best ways to inspire.”

He sketched out an idea for a morale campaign on a napkin focused on energizing hope for the future and understanding the cultural pride of tradition. The “Bright Future” campaign painted a promising vision of the future and gave people a goal to pursue.

“Within six months it went from double-digits down to strong double-digits up, because of the good things that were there: the brand and the people on the ground who were just looking for leadership,” Rick remembered. From Germany, Rick went to Hong Kong as a Group President to develop a leadership team for Asia-Pacific. A year later he was promoted to President of Avon, US and Canada.

Empowering Women at Tupperware

In 1992, Rick joined Tupperware Worldwide as President and quickly implemented his international experience to overseas markets. He is credited for bringing back the company’s popularity and reputation, and in less than five years, the vast majority of its then $2 billion revenues came from outside the US. Rick rapidly rose to Chairman and CEO of Tupperware Brands where he led the company for over two decades, becoming one of the longest serving public company CEOs ever.

Under his leadership Tupperware Brands received numerous awards and recognitions including Fortune’s World’s Most Admired Companies for eight consecutive years, Forbes America’s Most JUST Companies, Barron’s Most Sustainable Companies and Forbes America’s Best Employers.

He was one of the first leaders to recognize that the biggest difference between men and women having a competitive advantage is access to opportunity. He actively advocated for women and challenged gender biases globally, helping to reshape societal attitudes regarding women’s roles. He was a Champion for the United Nations HeForShe initiative and a member of the UN Women’s Leadership Advisory Council. “Leveraging the power of women became a passion of mine,” Rick explained.

“

CREATING AN OPERATING LANDSCAPE where people can fully in vest in themselves—I view that as a responsibility and an opportunity. RICK GOINGS

With Pope Francis at the Vatican

Leaving a Global Legacy

He recalled the findings of a Global Fairness Initiative study regarding the effects on women when involved in Tupperware. It found that women with access to technology in their Tupperware businesses were connecting with and helping other women. As their success blossomed their confidence grew, their attitudes shifted from “I’m not good enough” to “I am good enough” and even to “I am a leader!”

After 26 years with Tupperware, Rick retired in 2018. He is very proud that he and his outstanding global team created a wonderful working environment and culture for the salesforce of 3+ million and that the company grew to a $4 billion market cap under his leadership.

Rick’s involvement with the World Economic Forum, plus humanitarian organizations such as the United Nations and the Boys & Girls Clubs of America, helped shift global perceptions on socioeconomic opportunity and impact. He championed a shift from shareholder to stakeholder value and participated in discussions at the Vatican, urging a broader perspective that considers the health of the planet, communities and consumers. This advocacy helped lay the groundwork for a new era in business leadership.

His global accomplishments have been recognized by many. He was awarded the distinguished decree of “Chevalier (Knight) de la Légion d’honneur,” the highest French order of merit, both military and civil; the prestigious Marco Polo Award bestowed by the People’s Republic of China; the Boys & Girls Clubs of America’s Herbert Hoover Humanitarian Award; CEO of the Year by the Holmes Group; and The Sewall-Belmont House in Washington, DC bestowed their Voice for Women Award for his exemplary commitment to women’s economic empowerment.

World Youth Club af Soweto, South Africa

With my wife, Susan Porcaro Goings

Rick served two terms as Chairman of the Board of Governors of the Boys & Girls Clubs of America and is currently Chairman of the Board of Trustees of Rollins College; a member of the Advisory Board of the Global Peter Drucker Forum; a 20-year member of Yale’s Chief Executive Leadership Institute; and is a member of The Economic Club of Washington, DC.

As he reflects on what he’s given to the direct sales industry and how he wants to be remembered, Rick gravitates to the importance of helping people, especially shifting their mindset on what is possible and providing the atmosphere for people to fully realize their potential. He has applied that mindset throughout his illustrious career. “Creating an operating landscape where people can fully invest in themselves—I view that as a responsibility and an opportunity.”

“I cared about representing the right kinds of products and services—standards matter. But the real common denominator is the belief in human potential. Being a force for good, changing people’s attitudes from what their life is to what it could be. My career has been about planning that basic mindset and doing my best to create repeater stations of individuals who feel the same way.”

After retiring from Tupperware, Rick and his wife Susan Porcaro Goings founded the World Federation of Youth Clubs in 2019. It currently operates in 45 countries, with more than 3,600 clubs serving 400,000 youth, providing programs, personal and leadership development and family and community engagement.

DSN is proud to bestow the Lifetime Achievement Award to Rick Goings for his belief in the channel; his dedication to empowering others; and his vision for maximizing potential. DSN

JR RIDINGER / HIS LIFE IN THE DASH LEGACY AWARD

BBY DAVID LEE

EFORE THE INTERNET was widely available to the public, JR Ridinger envisioned a day when people would buy just about everything they needed and wanted online. He and his wife Loren founded Market America in 1992—years before shopping online was anywhere close to mainstream. It was truly a revolutionary concept more than 30 years ago. In 2010, the company acquired SHOP.com, and today is a global online retail giant with annual revenues topping $800 million.

“

HE SAW THE INTERNET before people even had computers.

LOREN RIDINGER

JR PASSED AWAY IN AUGUST 2022, but his undeniable, lasting impact continues to ripple throughout the industry and beyond, which is why he is more than deserving of this Legacy Award

“He was a big believer in community and that people would buy products from people that they know, love and trust. He was a visionary,” Loren shared. “He saw the internet before people even had computers. He told us that people would buy their shoes or clothes or vitamins online, and he was right. Thirty-one years later, we’re a true success story.”

Loren shared that online commerce was hard to imagine back in the early 1990s, but she knew JR was a master at following through and realizing a dream. “It was hard for us to understand it in the early days ourselves,” she said. “He would say, ‘People are gonna buy everything they could possibly want and need online.’ Back then, I used to think he was crazy. Almost all our sales are done online now, and it’s incredible.”

Instilling Belief in People

Market America’s tagline is Built on Product, Powered by People. One of JR’s core convictions was to empower others by instilling belief in them so they could do things they didn’t think were possible. Market America’s business was built on what any individual could actually do without having to build a massive team. Instead, it focused on identifying two people and achieving specific steps that led to a personal goal.

“What he wanted to do ultimately was create a plan that was based on realistic expectations,” said Andrew Weissman, Vice President. “As a result, we based the plan on what people had been proven to actually achieve, as opposed to what companies wanted people to do. Our whole system is based on what is in line with reality.”

Loren shared, “JR saw a hero in everyone, and he understood how to help others realize and maximize their potential. He worked with people who were willing to work and showed them how to get what they wanted. If people were willing to invest in themselves, he would invest in them.”

HE BELIEVED IN THE POWER OF PEOPLE — that the most powerful force in the world is people .

ANDREW WEISSMAN

“He believed in the power of people—that the most powerful force in the world is people,” Andrew remembered. “He combined all the technology with human connection and relationships. His superpower was seeing the potential in others and believing in others much more than they believed in themselves.”

“He entertained himself. JR thought he was funny, and he was,” Loren shared with a laugh. “He loved his family—he was very attached to me and the kids. He was fun. He worked a lot, but his work was his play. He was always making you believe that you were better than you ever thought you possibly were. And it’s one of the greatest gifts. And it’s one of the things I’ve missed the most about my husband—all the belief that he was putting in us.”

Understanding Industry Challenges

Seeing many distributors in the industry acquiring physical products before selling them, JR saw a future where the company stocked and shipped products. “He wanted to make it easier. He wanted to make it more attractive for people where the company would deliver and do all that heavy lifting for them,” Loren said.

Not only did he have strong views on the right way to run a people-first company, JR also held powerful beliefs on how the larger industry should operate. He was a believer in reasonable, healthy restrictions. Retail requirements with actual end customers were vital. Loren recalled that he made it a rule from the beginning that people had to submit and document retail receipts. “He wanted people to be able to buy product and sell it. He didn’t want them to be storing products in their garages. He wanted to be legitimately retail driven. He wanted people to buy the product because they loved and needed the product.”

The Lasting Legacy

JR had a well-known saying inside and outside of the industry: what are you going to do with the dash? “One of his big messages to people in our community was that they needed to do something with the dash, do something with the line between their birthdate and their death date. That little line would make such a difference for him.”

He passed away unexpectedly while on vacation with Loren after celebrating the company’s 30th year. Once Loren returned, she discovered documents JR had written that directed the trajectory of the company.

“I’m not sure when JR wrote the messages, but when I found them, it was clear he had been planning the blueprint for the next 15 to 20 years, as he did the first 30 years,” Loren said. “Those

messages provide exceptional detail regarding what to do in any number of circumstances the company may face in the future.”

Loren has revamped the company’s direction and mission with JR’s continued inspiration and guidance, even after his passing. “So many people stay in our business because they just love being part of a beautiful, uplifting community,” Loren shared. “We spend a lot of time helping people become the best versions of themselves by focusing on self development and helping people believe in themselves. I am back on the road again helping people, exactly where JR would be if he were still here with me. And because of JR’s vision, I’m able to do everything he left in those notes. I’m following his vision exactly to the tee.” DSN

LEADERSHIP AWARD

Jeff Olson / Mentor. Visionary. Fighter.

BY SARAH PAULK

THERE’S A REASON WHY JEFF OLSON, Neora Founder and Chief Executive Officer, was nicknamed “Damn the Torpedoes Olson” as a young man. Jeff is a determined leader, and when he feels that something he believes in is being threatened, he is committed to defending it.

This innate drive and personal belief system is why, when the Federal Trade Commission (FTC) began pursuing Neora and alleging false claims against the company in 2016, Jeff not only wanted to defend the company name, he wanted to prove with data-backed evidence that Neora was operating with integrity.

JEFF OLSON “

I FELT I WAS RIGHT from the beginning, and I wasn’t going to give up.

“It took me over a year to get my law firm committed,” Jeff remembered. “I had a meeting with our attorneys on the case and told them we were going to take this all the way. If I had lost, I would have appealed all the way to the Supreme Court. I felt I was right from the beginning, and I wasn’t going to give up.”

Jeff stayed the course and emerged from the arduous seven-year legal battle with a historic victory. But that is not the only way Jeff has proven to be a leader and trailblazer in the direct selling industry. He was a top field distributor in two separate companies and then went on to become the Founder and CEO of The People’s Network which eventually merged with LegalShield. All that before launching his dream company as the Founder and CEO of Neora.

Along the way he mentored many people that have gone on to become top trainers, field leaders and executives in the industry. Jeff has demonstrated thought leadership in this industry for decades—including being a driving force behind why tools, systems and a belief that personal development should be the foundation of every sales organization.

A Master Mentor

As a young executive, Jeff’s tenacity surfaced most noticeably when he found himself trying to solve problems by sheer force of will. This “beating his head against a wall,” as he describes it, only lasted so long before he discovered that shifting his approach could garner more success.

Climbing the corporate ladder became more about philosophy than action. As a seasoned veteran, mentoring now allows him to share that belief system with others.

“Mentoring is a lot like playing tennis,” Jeff shared. “You can’t play unless there’s another good player on the other side of the net. When you find someone who’s receptive to learning, it’s exciting. You can’t teach all the answers, but you can teach them about mindset and philosophy. And that can help them

navigate; solve problems; and shorten their learning curve.”

Make People Better is the three-word mission behind Neora, but it’s also the catalyst for Jeff’s life. Jeff is a well-known thought leader in personal development as the bestselling author of The Slight Edge and is the owner of Live Happy, the premier resource advancing the message of positive psychology.

“

THE WORLD HAS CHANGED dramatically, and we must go to it. We can’t wait for it to come to us.

JEFF OLSON

“The level of mentorship he has provided to the industry is unique,” said Amber Olson Rourke, Neora’s Co-Founder and President. “He’s a compassionate leader who never misses an opportunity to be available to the field. He doesn’t see himself any higher or more important than anyone else. He has the absolute loyalty of the people he leads because he’s right there with them and not above them.”

Empowering Leaders

Cohesion and macro-management are two of Jeff’s leadership priorities. Qualified, experienced talent deserves the latitude and freedom to complete tasks how they see fit. Jeff’s quarterly management meetings support this, and he ensures each gathering ends with an assigned list of action items for all teams. From there, staff members are expected to work together to complete projects and speak up if they hit a roadblock. Synergy outperforms silos, and Jeff has learned to release

the expectation that everyone will work the same way he does. The result has built a unified front and mutual admiration among co-workers.

“The reason I’m at Neora is because of Jeff,” said Deborah K. Heisz, Co-Chief Executive Officer. “He treats everyone with respect, and he genuinely wants everyone to succeed. He wants to help people grow, so that’s where he focuses his time and energy. He reminds us of who we are and brings us back to center a lot.”

Vision for the Future

Jeff prides himself on his ability to scout the horizon and identify where the market is headed in three to five years. In his opinion, the direct selling industry is better positioned now than it has ever been because of the explosion of ecommerce and direct-to-consumer shopping patterns. He believes there is a unique trust factor stemming from personal connections in direct selling that traditional ecommerce lacks.

“The pandemic accelerated the gig economy and the pace of ecommerce massively,” Jeff explained. “If we want to be successful, we have to quit sitting in our corner and expect people to play like we do. Those days are over. It’s time to get in alignment with the way people are buying and working. The world has changed dramatically, and we must go to it. We can’t wait for it to come to us.”

As for his own future, Jeff hopes to be known as the guy who helps create systems and environments where people are empowered to become the best versions of themselves. After seven years of playing defense in court, he’s looking forward to switching to offense where he can invest his energy in expanding Neora’s footprint, distributor base and product portfolio. And with the knowledge that the business model he created in 2011 is now the new legal precedent, he plans to lean even harder into helping it grow and flourish.

DSN is proud to recognize Jeff Olson with the Bravo Leadership Award, recognizing his decades of tenacity, integrity and motivation. He has made a lasting impression on this industry in more ways than one—and is very deserving of this honor. DSN

Glenn Sanford / Visionary, Transformative Leadership

BY DAVID LEE

GLENN SANFORD’S ASCENT from tech entrepreneur to real estate visionary epitomizes the power of innovation, resilience and forward-thinking leadership. As the Founder, Chairman and CEO of eXp World Holdings, the parent company of eXp Realty, he has redefined the traditional brokerage model and cultivated a culture of empowerment and collaboration that has propelled eXp to unprecedented success.

“DOING SOMETHING CRAZY long enough until eventually it didn’t become crazy—that really speaks to what leadership is.

GLENN SANFORD “

Glenn’s entrepreneurial journey began with a passion for technology and a knack for identifying emerging trends. He believes that “the best way to predict the future is to invent it,” a mantra that powers his entrepreneurial spirit and innovative mindset.

From his early ventures in developing accounting software to founding an ecommerce and logistics company in 1998, Glenn demonstrated a keen understanding of the digital landscape and its potential to disrupt traditional industries. However, it was his transition into real estate in the early 2000s that would mark a pivotal moment in his career. Recognizing the inefficiencies and limitations of traditional brokerage models, he set out to revolutionize the industry by harnessing the power of technology and innovation.

Launching for the Future

Glenn launched eXp Realty in 2009 with 24 agents and a bold vision: to create a cloud-based brokerage that transcended geographical boundaries and empowered agents to thrive in a digital age. The company quickly gained momentum, attracting top talent drawn to its innovative business model and agent-centric approach.

The infrastructure empowered real estate agents with more flexibility, avoiding traditional overhead costs and stagnant physical office locations. The company was uniquely positioned for the radical shift to virtual and remote work during the COVID-19 pandemic. While most businesses were learning to operate at a distance, eXp kept humming, operating with the collaboration, flexibility and transparency the company had built up for more than a decade.

Glenn explained his approach to innovation. “In 2009, we successfully launched the cloudbased, agent-centric brokerage model, which is now the model for many newer brokerage firms across the industry. As we iterate on the agent value proposition, our focus is to modernize our infrastructure for the next generation of real estate agents. Our cloud-based model and solid financial foundation enable us to continue investing in synergistic products and technologies that lay the groundwork for the future, while delivering an enhanced agent experience today.”

A Stake in the Game

Agents at eXp Realty are not just employees; they are shareholders and stakeholders in the company’s success. Through innovative equity programs and revenue sharing initiatives, agents have a vested interest in the company’s growth and profitability, creating a sense of ownership and alignment that sets eXp apart from its competitors.

Glenn says the goal was to build the most agentcentric brokerage that offered meaningful ownership in the brokerages they were part of and to provide a viable path to potential retirement for the vast majority of agents—closing a major gap he saw when he entered the industry. He believes eXp continues to deliver on that promise that was made to agents back in 2009.

Under Glenn’s leadership, eXp has experienced exponential growth and expansion. The company went public on the Nasdaq in 2018, signaling its emergence as a major player in the real estate industry. Since then, the company has continued to scale its operations, attracting thousands of agents and expanding into new domestic and international markets.

Between 2015 and 2018, the company experienced over 100 percent year-over-year growth. By 2019, eXp agents numbered 25,423, and by 2020, that figure surged by 63 percent to reach 41,313, then grew to 89,156 agents as of the third quarter of 2023. Facing economic downturns, the company still outperformed the market by 43 percent during the third quarter of 2023.

In the fourth quarter of 2020, eXp experienced a 122 percent increase in revenue. Then, in 2021, revenue more than doubled, growing $2 billion to $3.8 billion—an incredible 111 percent increase. The company came in at number four on the 2023 Direct Selling News Global 100 List, with a reported annual revenue of $4.3 billion.

In 2022 and 2023, eXp was awarded Bravo Growth Awards, which goes to companies with the highest percentage of revenue growth year-overyear. Also in 2023, the company was included on Glassdoor’s prestigious list of Best Places to Work list for the seventh straight year, ranking 22 out of 100 in the US Large Company category.

Always Improving

One of the hallmarks of Glenn’s leadership is his commitment to innovation and continuous improvement. By leveraging cutting-edge technology and data analytics, eXp is able to provide agents with best-in-class tools and resources to enhance their productivity and effectiveness.

Known for its interactive app and online campus, eXp announced in February a shift to an even more immersive experience for agents. Entering “exp.world” in a web browser or even a VR headset will take them to a personalized 3D environment to create an avatar, conduct meetings, network and take classes. Conversations in different languages can be translated with captions in real time.

Additionally, Glenn’s emphasis on education and professional development has helped eXp agents evolve along with rapidly-changing economic and technology environments. Through comprehensive training programs, mentorship opportunities and networking events, agents have access to the knowledge and support they need to succeed in their careers.

Looking Ahead

Glenn remains focused on driving growth and expanding impact on the real estate industry. With plans to further diversify its offerings and expand into new verticals, eXp is poised to continue disrupting the status quo and shaping the future of real estate.

His leadership journey is a testament to the transformative power of vision, innovation and perseverance. Through eXp, he has not only revolutionized the real estate industry but also empowered thousands of agents to thrive in a digital world.

In early April, eXp Realty named a new CEO, while Glenn will remain as Founder, Chairman and CEO of eXp World Holdings. It’s a fitting close to one industry-changing chapter in his illustrious career— and serendipitous timing to receive this year’s Bravo Leadership Award.

Upon receiving the award, Glenn reflected back on the creation of eXp and its disruption in the industry that many then viewed as crazy, closing by saying, “Doing something crazy long enough until eventually it didn’t become crazy—that really speaks to what leadership is.” DSN

Nathan Moore / The Power of Prioritizing Others

BY JENNY VETTER

THOUGH HE NEVER WORKED with her directly, Nathan Moore was deeply impacted by Mary Kay Ash and the values she imparted into her namesake business. As a teenager, his friend’s father worked directly for Mary Kay Ash and spoke highly of her—as a person, leader and co-worker.

Nathan remembered that positive impression when he was presented with the opportunity to leave one of his first legal positions and join Mary Kay. He joined the company in 1995 as a young staff attorney, but gradually shifted to working with the independent sales force—a move that would permanently define his career. His perspectives on work, leadership and impact expanded dramatically as he became deeply immersed in the field—what he found to be “the best part of the business.”

I BELIEVE that prioritizing and empowering others is crucial for individual and collective team success.

NATHAN MOORE “

Called to Serve Others

“When I started my career at Mary Kay in my twenties, it was about me and what I could achieve,” Nathan shared. “The longer I worked here and engaged with the sales force, the more I began to experience a true joy for the work being done. I learned a valuable lesson from Mary Kay Ash: the importance of prioritizing others. Unlike conventional business teachings, Mary Kay’s emphasis on others’ success stood out to me. It wasn’t something typically taught in business school. By shifting the focus from oneself to others on the team, I witnessed greater success.”

From his early roles in the legal division of Mary Kay, Nathan grew in responsibility to eventually serve in a series of expanding leadership roles,

including Chief Legal Officer and Region President of North America. Since 2017, he’s led sales and marketing for all Mary Kay’s markets across the world as President, Global Sales and Marketing. His three decades of leadership at Mary Kay have equipped him to serve the direct selling industry in leadership as well, inspiring his work with both the Direct Selling Educational Foundation and the Direct Selling Association itself.

Enriching Lives, Empowering People

He’s experienced both the industry’s evolution and that of Mary Kay, but in all that’s changed he believes the mission and values that have grounded Mary Kay’s success over six decades have remained the same.

“At Mary Kay, much has changed, but our mission has remained constant,” he said. “I think that is also true of our industry. We go by: ‘Stay true to who you are but challenge how you do who you are.’

A key to Mary Kay’s 60 years of success has been in embracing technology while never wavering from who we are at our core. We’ve stayed laserfocused on our mission—Enriching Women’s Lives. I absolutely love how our industry impacts lives. I tell my team frequently that we all should be grateful to have such meaningful work. The decisions we make can greatly influence the lives of our Independent Beauty Consultants and their families! I’ve seen and heard personal stories of life-changing, family-tree altering experiences.”

Paying It Forward

Whether he’s inspiring the leaders on his team, those in the broader industry or his own children, Nathan leans on the wisdom that guided Mary Kay Ash’s personal leadership style. He’s seen how empowering others has as much impact on the leader as it does on the people he serves.

“As my team and responsibilities grew, I remained committed to ensuring their success, however they defined it,” he explained. “This principle is something I’ve passed on to my sons embarking on their careers. I believe that prioritizing and empowering others is crucial for individual and collective team success.”

As a new generation of direct selling leaders steps up to guide the industry in a new chapter, Nathan encourages them to hold fast to Mary Kay’s focus on others’ success over your own. And his experience has taught him that this happens best when leaders are actively in tune and connected to the people they serve.

“At an industry event very early in my career, I heard the great Rich DeVos from Amway say that there is no substitute for being in the field,” he shared. “And I couldn’t agree more. Actively seek every opportunity to engage with the sales force and offer your assistance wherever possible. Regardless of your position within an organization, find a way to immerse yourself in front-line interactions with the sales force, work or even volunteer to help with sales force events. You will gain invaluable insights; develop meaningful relationships; and learn what the business is all about.”

Congratulations to Nathan on his well-deserved Bravo Excellence Award. We’re honored to celebrate his success, his legacy and the impact his leadership has had on our industry. DSN

PM-International / Steadfast and Stellar Growth

BY JENNY VETTER

FOR PM-INTERNATIONAL, 2023 was a year to remember. The company not only celebrated its 30th anniversary but announced its biggest financial milestone to date: reaching $3 billion in annual sales. DSN is thrilled to add to the celebration by honoring PM-International with the Bravo International Growth Award, which recognizes direct selling companies outside of the United States that achieve significant financial growth that year.

Founder and Chief Executive Officer Rolf Sorg and his leadership team announced the $3 billion milestone in February of this year, equally proud to mark this moment as they were to celebrate three decades of solid, consistent growth.

BY 2027, we are focusing on achieving $5 billion in annual sales and climbing to #5 on the DSN Global 100 List.

ROLF SORG / Founder & CEO “

Three Decades of Growth

“This revenue milestone is the result of 30 years of consecutive growth and careful financial planning,” Rolf shared. “We focused on our core competencies and a commitment to premium quality and strategic expansion planning, resulting in solid growth and the digitalization of our sales tools. We’ve stayed true to our values as a family business and focused on our long-term vision of market leadership in the development and distribution of high-quality products for health, fitness and beauty. We’re proud to offer our partners a fresh perspective; act as their reliable business partner; and keep evolving with them through economically challenging times.”

Originally a cosmetics business, PM-International quickly evolved into a health and wellness company following its debut in 1993 with the launch of the FitLine brand of weight management products. Today, the company’s portfolio includes health and wellness products that address nutrition, anti-aging and fitness, shared by a field of hundreds of thousands of distribution partners around the globe.

Its FitLine brand continues to inspire new applications for the company’s exclusive NTC® or Nutrient Transport Concept. This method brings nutrients where they are needed, when they are needed—to the cellular level, from inside and out. Rolf and his team have prioritized continuous investment into the research and development of this concept, constantly improving the existing FitLine brand and releasing new FitLine products.

Three Decades of Leadership

Solid, stable growth has been a hallmark of PM-International and one Rolf and his team strive to maintain through strategy and steady leadership. Over its history, the company has sold 900 million products in 71 countries; filed for 70 patents for its products and applications; and supports a growing global customer base. While he’s incredibly proud of PM-International’s past, Rolf is excited about what’s next for the organization—especially a new, multifaceted goal that’s already inspiring his leaders.

“Now we are focusing strongly on building further sustainable growth,” he shared. “Our next goal is already set, and we refer to it as ‘Go Five.’ By 2027, we are focusing on achieving $5 billion in sales and climbing to #5 on the DSN Global 100 List.”

A Promising Future

This goal is grounded in a vision that includes opening new markets, like its most recent additions in Bulgaria and Belgium, as well as continued investment in technology, research and the company’s global partners. As PM-International continues to take its products around the globe, Rolf and his team hope to impact not only their own company but the direct selling industry at large, making entrepreneurship accessible and appealing to people in the US and beyond. He believes direct selling allows people to build businesses with both freedom and fun—and with limitless opportunities, exactly as he did as a student many years ago.

“This business model was a perfect fit for my approach to things, which I still stand by today, namely: the more productive a person is, the more they should earn,” Rolf explained. “PM-International is a unique opportunity for people to make a free-will decision for self-employment with no risk; freedom to choose your work time; and the ability to have a lot of fun creating instant extra income. We offer long-term development opportunities, fun at work and a supportive environment. The positive mindset of our distribution partners and the promotion of togetherness is certainly a unique thing and makes our PM family something very special.”

Three decades of growth and opportunity serve as a solid foundation for the next chapter at PM-International. Rolf’s commitment to his long-term vision has taken the company this far and inspires his team to work towards impressive new milestones. Congratulations to Rolf and all the leaders at PM- International for this well-deserved honor. DSN

Utility Warehouse / A Case Study in Growth and Innovation

BY SARAH PAULK

AS THE UNITED KINGDOM’S only genuine multiservice provider, Utility Warehouse (UW) has become a market leader.

With high customer satisfaction rankings and discounted service offerings, its positive reputation and word-ofmouth marketing led the company to reach the one million customer milestone in early 2024, positioning it to take on the country’s legacy energy providers.

OUR SIGHTS ARE now firmly set on doubling the size of the business from one to two million customers through a combination of our market - leading services and offering customers the opportunity to earn an extra income as a UW Partner.

STUART BURNETT / Co-Chief Executive Officer

This rapid growth has resulted in UW receiving the prestigious honor of being named a DSN Bravo International Growth Award winner for the service sector for the second consecutive year. This accolade is given to the international direct selling company with the highest revenue growth yearover-year in both product and service categories.

In tandem with this momentum and recognition, UW also ascended the DSN Global 100 List, ranking seventh this year—an improvement from its already impressive ranking last year of tenth place. This year’s results are in line with its multiyear trajectory of strong customer growth. This is an extraordinary accomplishment in and of itself, but it’s made all the more astonishing when considering that all of this progress happened in only one country.

Humble Beginnings

Originally a modest company that operated from a pub in Henley-on-Thames just outside of London, then known as Telecom Plus, UW launched its then flagship product the Smart Box, which plugged into phone sockets and routed calls to networks at a cheaper rate, in 1997. Since then, the company has expanded to offer energy, broadband, mobile and insurance products and services to its customers. In addition to built-in savings, UW also streamlines services, allowing customers to stop wasting time and money by combining many services into one single monthly bill, removing the hassle of multiple accounts, passwords and interactions with providers. Utility Warehouse has even created a way to provide savings opportunities to its customers when they make purchases outside of the UW ecosystem.

The UW Cashback Card offers customers up to 10 percent cashback when they use the card through the program’s participating retailers and one percent on other expenditures at non-retail partners depending on the number of UW services taken. Cashback earned is then applied as credit to the customer’s UW bill. More than 430,000 cardholders have already signed up to save through this program.

A Powerful Opportunity

The key to UW’s exponential growth is its word-of-mouth Partner model and competitive pricing. Customers who enjoy savings can become a UW Partner, meaning they refer and sign-up new customers and earn an income in return—up to £250 per referral and a recurring monthly income over time. With more than one million customers and counting, UW is on track to continue this momentum into the future.

“Passing the one million customer milestone was a huge achievement for us and testament to our innovative business model,”

said Stuart Burnett, Utility Warehouse Co-Chief Executive Officer. “It shows that people are looking for a genuinely different way to manage their household bills, particularly with the cost-of-living remaining high. Our sights are now firmly set on doubling the size of the business from one to two million customers through a combination of our market-leading services and offering customers the opportunity to earn an extra income as a UW Partner.”

DSN congratulates Utility Warehouse on its phenomenal year and its second Bravo International Growth award. DSN

GROWTH AWARD

LifeWave / Evolution is Everything

BY JENNY VETTER

EXPLOSIVE GROWTH. A fresh vision. Twenty years of groundbreaking inventions.

For David Schmidt and LifeWave, the company he founded to share his inventions with the world, there’s so much to celebrate. As the company marks its 20th year in business, David and his team are grateful for LifeWave’s biggest year yet, reaching over $400 million in sales in 2023.

DSN was honored to recognize that success with the Bravo Growth Award, accepted by LifeWave President Meredith Berkich and members of the Utahbased leadership team, at the Global Celebration in April. “It takes a village.” said Meredith, “We couldn’t have accomplished this without our global teams, and of course, our passionate Brand Partners who seek to meet the needs of people in their communities by finding ways to improve life quality.”

I’M INCREDIBLY EXCITED about our new technology and what that’s going to mean for our ability to transform lives for the better.

A Lightbulb Moment

DAVID SCHMIDT / Founder & CEO “

A proven and award-winning inventor, David launched LifeWave in 2004 following the development of a career-shifting invention—a new kind of phototherapy that could stimulate the skin with light to elicit a cellular response that creates more energy. This technology was originally the result of a project David was developing for the US Navy to improve energy and stamina for Navy SEALS aboard submarines.

LifeWave’s initial light-focused health product grew to a product line of patches that targeted specific health concerns and conditions—from fatburning to energy to sleep and more. This “patch chapter” was just the beginning for LifeWave, as David continued to innovate and invent new and exciting products for the company.

“It has evolved over time,” David explained. “We started as a patch company and then evolved into a health technology company. Now we’re a life technology company. If I had a recommendation for an owner of a network marketing company, I would say that evolving a business is so critically important to success.”

Staying a Step Ahead

This continuous evolution is the driver behind the company’s most recent success, coupled with a well-executed strategy that was ten years in the making. Around 2008, David and his team began a ten-year journey of investing over $4 million into stem cells and regenerative medicine.

This path led to over 70 patents, new applications for light therapy and a pipeline of compelling intellectual property. By 2018, LifeWave was ready to go to market with the most successful of those innovations, and that launch changed everything. The company went from $20 to $40 million in sales in 2018 to $63 million in 2019 and has continued to grow, reaching nearly $400 million in 2023—that’s a truly remarkable 2,000 percent increase from 2018 to 2023.

While the company evolved, its focus on the original LifeWave technology remained consistent, which David points to as just one key to the company’s success, along with infrastructure development.

Future Focused

“It’s about remaining focused on your flagship product and resisting the temptation of coming out with other products,” he shared. “It’s essential to keep the focus on the one thing that drove you to success and then to build an infrastructure in your manufacturing, customer service, order fulfillment and marketing that is going to be able to sustain the growth.”

He continued, “In the past, we didn’t have the manufacturing capacity for a $600 or $700 million company. Today, we have manufacturing capacity for a $1.2 billion business. When it was obvious where we were going with our trajectory at the end of last year, we invested another $4 million in manufacturing equipment. And by the end of this year, we’ll be able to support a company doing about $1.8 billion annually. Our management team likes to have a huge cushion so that if we doubled in size this year, we could handle it without any issue.”

But infrastructure doesn’t appear on its own. David packed his team with experienced manufacturing experts who could see the same future that he did and make the changes LifeWave would need to grow when the time came. Some of those plans were developed in 2010, many years before this current season of growth had arrived and included automation capabilities that expanded LifeWave’s capacity.

Today, equipped with the manufacturing capabilities to produce LifeWave products on a massive scale, David is looking to the next chapter of his company’s story that has inspired yet another evolution. And he couldn’t be more excited to share it with the world.

“I’m incredibly excited about our new innovations and what that’s going to mean for our ability to transform lives for the better,” he shared. “We’re evolving from being a lifestyle company, to an anti-aging company, to a stem cell company, to a life technology movement.”

LifeWave’s recent Bravo Growth Award win is a fitting recognition for an inspiring season for the company. Meredith said, “We are grateful to our Founder, David Schmidt, and our Executive Board, while recognizing the incredible efforts of the team at DSN. We are thankful for all they do to champion this greatest of opportunities—where ordinary people can experience the extraordinary”.

Congratulations to David, Meredith and all the leaders at LifeWave for this welldeserved honor! DSN

Hy Cite / A Recipe for Success

BY CHELSEA HUGHES

THIS YEAR, DSN is pleased to recognize Hy Cite as the winner of a Bravo Impact Award. This award honors the achievements of companies that take a holistic, measured and incremental approach to growth, innovation, operational integrity and excellence. As an industry leader that embodies these traits and more, Hy Cite is on the path to accomplishing the brand’s ambitious vision: to redefine the direct selling industry for the better

The Right Ingredients

Founded in 1959 by Peter O. Johnson, Sr., Hy Cite began as a garage startup built on a foundation of core values and a handful of cookware and kitchenware products. Now, 65 years later, Hy Cite offers its high-end products exclusively through its network of 10,000 independent distributors and has direct operations in eight countries in North and South America. It has grown into one of the top direct selling companies in the world—and an influencer in the industry. Hy Cite’s President and CEO, Paulo Moledo, attributes a large part of the organization’s success to unique perspectives and growth strategies.

“We are purists when it comes to the direct sales channel,” Paulo explained. “We are committed to keeping direct selling as our exclusive distribution channel, because we believe in the entrepreneurship opportunity for our independent distributors. They provide amazing personalized service to customers of our exceptional kitchenware products which generates customer demand. And corporately, we are committed to producing innovative, ever-evolving tools and services for our distributors.”

As much as the company emphasizes excellence, innovation and growth, Hy Cite’s leadership team knows that the secret to reaching these goals is through strong relationships, which results from operational integrity. “At Hy Cite, we know that not much can be achieved alone; therefore,

trusting each other is paramount,” said Paulo. “Our employees are our priority number one. Why? We believe that happy, engaged, empowered, trained and well-equipped employees will always do the right thing to support the businesses of our independent distributors. We unabashedly place the most value on people and relationships over everything else—starting at the home office, and branching out from there.”

Cooking up a Plan

WE HAVE AN AMBITIOUS TEAM with lots of goals and dreams. But for us, two things never change: employees as our #1 priority, and direct sales as our exclusive model and channel.

PAULO MOLEDO / President & CEO

In 2019, the executive team at Hy Cite recognized the need for a strategic shift that would help secure the future of the company, hiring Paulo as Senior Vice President of Strategy. He became President just six months later and his appointment to CEO came in 2022, after an extensive training and transition period. Focusing on the employee experience, followed by the independent distributor earning potential, new product development, stronger product marketing and enhanced customer service, Paulo has helped to maintain Hy Cite’s historic sustainable growth: 13 percent CAGR since 2013 and an 86 percent growth since 2019.

Another milestone Hy Cite completed last year is an enterprise-wide rebranding project, which introduced a modern new image for the company.

“The new brand is gorgeous, but I also appreciate our explicit commitment to our industry expressed through our new slogan: ‘Direct Selling, The Way It’s Meant to Be!’ There’s no other way for a customer to get our Royal Prestige kitchenware products other than through direct selling. We want entrepreneurs to maximize the earning opportunity, and we are fully committed to their success,” Paulo shared. “We value stability and have a very low churn rate. We never play with the channel. We believe that’s the way it’s meant to be.”

Serving Up Success

What’s next for Hy Cite? “In 2024, we will continue to do what we have been doing for decades: be a great employer for our incredible team of over 1,600 employees. We will also focus on helping our independent distributors be successful, launch a few exciting new products and keep winning in Brazil,” Paulo said. “We have an ambitious team with lots of goals and dreams. But for us, two things never change: employees as our number one priority, and direct sales as our exclusive model and channel. It all goes back to relationships built on trust.”

By continually seeking out new opportunities for growth, investing in innovative products, maintaining a strong commitment to integrity and striving for excellence, Hy Cite has been able to establish themselves as a leader in the industry. With a solid foundation built on these key principles, Hy Cite is well positioned for continued success in the years to come. Paulo concluded, “We’re so grateful for this award. I see it as recognition for the value of our company’s mission—and remaining true to it since the very beginning of Hy Cite 65 years ago. This honor motivates us to stay on track and keep investing in the channel.”

Congratulations to Paulo Moledo and the entire Hy Cite team on their Bravo Impact Award DSN

Neora / When David Beats Goliath

BY SARAH PAULK

NO COMPANY had more long-term impact on the health of the channel this year than Neora. After a seven-year battle of David and Goliath proportions with the Federal Trade Commission (FTC), Neora emerged victorious in a precedent setting win that will serve as the guidepost for legitimate direct selling companies in the future.

Neora’s litigation experience was a pressure cooker that came with great cost, but Deborah K. Heisz, Neora’s Co-Chief Executive Officer, said the executive team was committed to standing their ground.

“We refused to settle for something that would hurt the people that built Neora with us. It would have been easier and cheaper to settle, but it never even crossed our minds as an option we would consider.”

But Neora’s victory is only part of the story. The company was uniquely suited for this fight because of the visionary way that it was built.

The New Gold Standard

The model Neora launched with is the same one it leads with today. And that model starts with quality products. “We’ve always been focused on bringing exceptional products to market,” explained Co-Founder and President Amber Olson Rourke. “We wanted to build a large, loyal customer base— customers that would want our products however they were distributed.”

“We built a customer acquisition model from the beginning,” agreed Jeff Olson, Founder and Chief Executive Officer. “We knew we had built Neora the right way. I believed the facts and the law would ultimately be on our side.”

Those facts included that customers with no interest in selling were designated that way. While individuals who wanted to sell products or build teams were identified as Brand Partners. Setting up these distinct categories was crucial in the win against the FTC.

While Neora’s landmark win does not provide protections for the entire industry, it has become the new gold standard and sets a clear legal precedent— something that has been elusive until now.

A customer-first approach, in-demand products and clear labels for who is making product purchases is the new template for success and regulatory safety that every other company in the industry will undoubtedly seek to emulate moving forward.

THIS VICTORY ALLOWS US to feel very secure in where we’re going; how we’re going to get there; and the model we’re doing it in.

AMBER OLSON ROURKE / C o- Founder & President

“Having a strong customer base gives you a floor that does not exist if you are only dealing with just business builders,” Deborah shared. “For every new Brand Partner, we get a significant number of customers that continues to grow as the Brand Partner builds a book of business. A strong customer base who loves your products is what leads to longevity.”

Go Time

On this side of the legal victory, the company is eager to switch from playing defense to offense and focus on strategies that will catalyze growth. Investments in its ecommerce experience are priority as is expanding its product line and footprint around the world. The company recently acquired ACN Korea and is transparent that it is eager to look for growth in even more markets in the future, characterizing Neora’s current mantra as Go Time.

“This victory allows us to feel very secure in where we’re going; how we’re going to get there; and the model we’re doing it in,” Amber said. “Our team and our field leadership showed resilience as we endured the trial and all that it entailed. Now, we’re going to be able to take that same team and energy and resilience and apply it to growth. There’s truly no stopping us.”

It’s a sentiment powerfully echoed by Jeff. “I started this company because I wanted to make people better. I wanted to show everyone how to build a company the right way—one that brought value to the marketplace without all the gimmicks and games and fees. The ruling gave that to me. It gave me a louder voice, and it made our model the standard bearer for the industry.”

Grit, Integrity and Determination

It’s no surprise that Neora is a recipient of the Bravo Impact Award. It recognizes companies that take a holistic, measured and incremental approach to growth, innovation and operational integrity and excellence.

Jeff’s mission in founding Neora was to build a company the right way—on a solid foundation— with world-class products and a model focused on customer acquisition. This foundation allowed him to make the ultimate stand for this industry when the FTC tried to challenge him.

Congratulations to Jeff, Deborah, Amber and the entire Neora team on their Bravo Impact Award win. DSN

Red Aspen / It’s All about “Her”

BY JENNY VETTER

FOR THE FOUNDERS of Red Aspen—Jesse McKinney, Genie Reese and Amanda Moore—everything they do, dream about and put into action is for “her.”

“Our mission is to inspire women to stand up, stand out and stand together,” Co-Founder and CEO Jesse McKinney shared. “Because 99 percent of our Brand Ambassadors are women, we refer to ‘her’ as it relates to our mission. Our impact is how we can grow her business. It’s how we can assist her. How we can make things better for her. How we can create opportunities for her. How she can work with us. Our impact really at the end of the day, is setting her up for success.”

Red Aspen was recently honored with the Bravo Impact Award, which honors the achievements of companies that take a holistic, measured and incremental approach to growth, innovation and operational integrity and excellence. The company’s incredible work in 2023 to serve and equip “her” through thoughtful, strategic initiatives perfectly captures the spirit of this award.

Equipping Her to Succeed

Every product that Red Aspen releases is inspired by “her” and the customers she serves. In 2023, the company launched over 500 individual SKUs through weekly releases and larger drops throughout the year. Leaders receive these products before they launch through Red Aspen’s early access program, giving them extra time to take photos and dream up the best ways to share them with their customers.

“We release products weekly to keep it fresh for her,” explained Genie Reese, Co-Founder and Chief Strategy Officer. “We do that to keep her engaged— so she feels like she has something new and exciting to talk about. She can do it from home. She doesn’t have to get a babysitter. It’s easy to demo on social media. It’s easy to explain. It’s easy to train on.”

Today’s Red Aspen portfolio features nails, makeup, skincare, lashes and tanning products, giving “her” countless salon-quality beauty solutions she can easily share in person and online.

Empowering Her to Grow

The Red Aspen mission nourishes the roots of the company, bearing fruit in everything from product development to leadership opportunities. In The Treehouse, Red Aspen’s corporate headquarters, the mission directly impacts the 65+ women who work there.

“Ninety-three percent of the individuals who work at Red Aspen are women,” said Amanda Moore, Co-Founder and Chief Growth Officer. “We have women that are driving forklifts. We have women who are leading teams. People ask us if we only hire women—and we don’t! But because of our mission and because of who we are, we tend to attract female applicants who want to be a part of our corporate culture and mission.”

Committed to helping team members stand up, stand out and stand together, Red Aspen offers opportunities for growth through its college internship and leadership programs. Current team members have access to the company’s RAMP initiative, which stands for Red Aspen Management Program. Designed and led by Red Aspen leaders across the company, this program focuses on improving leadership skills for both new and experienced leaders and managers. Field leaders are empowered as well, through training and leadership resources online and “in-person” via Red Aspen’s leadership campfire Facebook group. “The whole purpose of leadership campfire is to ignite passion and spark purpose,” Amanda explained. “We have weekly topics that are centered around leadership. It’s fun to empower people and watch them soar.”

“

OUR IMPACT IS how we can grow her business. It’s how we can assist her. How we can make things better for her. How we can create opportunities for her.

JESSE MCKINNEY / Co-Founder & CEO

Inspiring Her to Serve

Every year, the entire Red Aspen community unites around a shared word that inspires action over the next twelve months. For 2023, that word was serve and it rippled across the company in tactical ways, informing everything from how leadership served team members, to how the field served their customers—but it also inspired Red Aspen to serve others.

To celebrate the company’s birthday in October and support Breast Cancer Awareness month, every team, both in the home office and the field, had the opportunity to give with a breast cancer focus. Teams chose the initiatives and organizations to support, and collectively they donated $30,000.

As Jesse explained, “We thought that we could write a check and donate money to a breast cancer organization, or we could include all of the various teams that we have here at Red Aspen. We donated $30,000—but the money wasn’t from us, it was from the teams. They got to choose who they wanted to donate the money to. As long as it had a breast cancer focus, we donated on behalf of that specific team, which was really exciting and really wonderful.”

Congratulations to Jesse, Genie, Amanda and the entire Red Aspen team on their well-deserved Bravo Impact Award! DSN

Scout & Cellar / Live for Today, Care for Tomorrow

BY JENNY VETTER

SCOUT & CELLAR doesn’t just pursue innovation, the company was born from it.

When Sarah Shadonix launched her Clean-Crafted™ wine company in 2017, she pushed against the wine industry’s norms and set off on a path that would disrupt them forever.

“Six years ago, they told me this model would never work—they all thought I was crazy,” she shared. “But now it’s a totally different response from traditional wine companies. They’re like, ‘this is genius!’”

Naturally Transparent

And they’re not wrong. Sarah and her team have flipped the script on how wine is produced, sold and enjoyed—forever shifting one of the oldest industries on the planet. Scout & Cellar pioneered wine that’s both better for you and better for the earth, curating vintages that are grown in healthy soil, made without artificial processing aids or added sugars. This Clean-Crafted Commitment goes even further, providing a Soil-to-Sip Report™ that discloses ingredients, nutritional content, lab-testing results and in-depth product details. Today, this commitment now underlies new food and beverage products at Scout & Cellar, including non-alcoholic wines, coffee, olive oil and vinegar.

“We’re delivering products that you already love, but purer than you know them,” Sarah explained. “Because the food system that delivers it to you otherwise is broken.”

Naturally Inclusive

Scout & Cellar was recently honored with the Bravo Innovation Award, which recognizes direct selling companies that embrace and deploy the emerging technologies and future-focused strategies that propel the company forward and serve as an inspiration of what’s possible. The company’s approach to producing Clean-Crafted products is wildly innovative on its own, but its unique perspective on reaching and delighting customers across sales channels deserves celebration as well.

“We believe so strongly in our Clean-Crafted Commitment, what it stands for and what it brings to the table, that we want to make it accessible to as many people as possible,” explained Jennifer Knott, Scout & Cellar’s Chief Communications Officer. “Our retail strategy is driving brand awareness so that all of us—our consultants, our team members, the community of consumers that we serve—have the opportunity to grow and thrive, maximizing our impact.”

SARAH SHADONIX / Co-Founder & CEO “

Naturally Forward Thinking

WE’RE DELIVERING PRODUCTS that you already love, but purer than you know them.

Scout & Cellar brands are shared through consultants in the company’s traditional direct sales channel, but there’s more. Its Scout Wild® brand of wines is available in Target, Total Wine and several other retailers. Through its Scout Wild Ambassador Program, consultants can share the Scout Wild brand with their favorite restaurants and businesses, earning referral bonuses in the process. Additionally, in the spring of this year, the company announced a new sales platform its calling Scout & Cellar Selections, that will feature products from Scout & Cellar brand partners.

“Think of it like a marketplace,” Sarah explained. “No other direct selling companies do that at scale. It gives our consultants a meaningful opportunity to be a part of other brand stories. It extends the credibility of not only our brand, but also the direct selling industry.”

The company’s innovations today are exciting—but what about tomorrow? For Sarah, Jennifer and the team, tomorrow is inspiring nearly everything they do.

“One of the things that I’m the most excited about this year is the idea of live for today, care for tomorrow.” Jennifer shared. “We live for today because today is precious. That’s where the whole idea of bringing people together to share a bottle of wine and an experience is so impactful. But then there’s also the notion that we need to care for tomorrow because if we don’t, tomorrow’s not going to become today, right? We want our loved ones and the people that are going to come after us to have those same experiences. We want to seize the moment and do it responsibly.”

This focus on sustainability is put into action at Scout & Cellar at every point in its processes—from working with farmers to cultivate healthy soil; bottling in lighter weight glass; sourcing natural cork stoppers; working with a wine fulfillment partner who offsets 100 percent of the carbon emissions from the company’s shipments and—most notably—applying for B Corp Certification.

From ground-breaking initiatives across sales channels to the company’s foundational and inspiring approach to leaving the earth better than they found it, the team at Scout & Cellar embodies the heart of this award. Congratulations to Sarah, Jennifer and the entire Scout & Cellar community! DSN

Mary Kay / A Legacy of Care

BY JENNY VETTER

THROUGHOUT HER CAREER, Mary Kay Ash prioritized giving back and serving others, weaving generosity into the fabric of her company and inspiring the foundations that bears her name. Her legacy continues, inspiring today’s generation of Mary Kay leaders to further her commitment to serve women and families around the world. This year, we are honored to present our Bravo Global Good Award to Mary Kay for the company’s consistent support of environmental, philanthropic and social responsibility issues.

MARY KAY’S FOCUS on philanthropy was the same that she had in business—she was dedicated to empowering women.

SHERYL ADKINS-GREEN / Chief Experience Officer

Caring about Women

“Mary Kay’s focus on philanthropy was the same that she had in business—she was dedicated to empowering women,” shared Sheryl AdkinsGreen, Chief Experience Officer at the company.

“Today, we focus on five main philanthropic areas: improving the lives of women by providing entrepreneurship education and support; supporting research on cancers that affect women; conducting research and supporting organizations that combat domestic violence; and ensuring we are making the world a better place through sustainability efforts at Mary Kay while supporting environmental organizations.”

Mary Kay is changing lives globally through four unique company-sponsored foundations: Mary Kay Ash Foundation in the United States, Mary Kay Ash Charitable Foundation in Canada, Instituto Mary Kay in Brazil and five programs and funds set up in partnership with Mary Kay China. Additionally, through the company’s Pink Changing Lives commitment, Mary Kay is improving the lives of women and their families by linking arms with many partner organizations, donating over $17 million since 2008.

Caring about the Planet

Mary Kay’s commitment to environmental sustainability is demonstrated tangibly in several ways, including the company’s use of 100 percent biodegradable packing materials made from corn and potato starch and the 100 percent renewable energy that powers Mary Kay’s headquarters and manufacturing facilities. These manufacturing facilities in the US and China also operate as zero landfill sites. But the company’s environmental focus is only one part of Mary Kay’s commitment to sustainability.

“Today at Mary Kay, our Environmental, Social and Governance (ESG) strategy weaves business excellence, product stewardship, responsible manufacturing, women’s empowerment and social impact to their growth,” Sheryl explained. “We have a commitment to intentional and sustainable initiatives to address global challenges threatening future generations. Our ESG strategy is vital because it represents a holistic approach to doing business that prioritizes not just financial gains but also positive impacts on the environment and society.”

Just as Mary Kay Ash made helping women everywhere her mission, the company’s philanthropic efforts—from its commitment to a more sustainable future to serving those in need—are designed to enrich women’s lives and empower them to create change in the world.

Mary Kay celebrates the women leading the company’s impactful work in every area of sustainability, including water stewardship, conversation, ocean restoration, the empowerment of women in STEM fields, cancer research, global entrepreneurship and gender equality research. As Mary Kay continues to uplift women, the company is changing communities and culture, bringing its founder’s values to life in new ways.

Caring about the Future

“I’m proud of our values-centered culture,” Sheryl shared. “Our enduring commitment to timeless values such as treating others with respect and integrity; making people feel valued; and adhering to the golden rule, reflects the essence of Mary Kay Ash’s vision. These values transcend borders and cultures, shaping our actions and impact on a global scale.”

Mary Kay’s sustainability efforts are not only a reflection of its founder’s values, but a proactive, hope-filled promise to women and families everywhere. The company’s sustainability program thoughtfully aligns with the United Nations’ Sustainable

Development Goals, empowering Mary Kay to participate as part of a broader movement to care for our world. With accomplishments to celebrate from last year and a fresh slate of sustainability goals ahead, Mary Kay remains focused on new ways to serve and steward in 2024.

“In 2024, we look forward to an exciting announcement with the Arbor Day Foundation, as well as continuing our efforts in responsible water use and conservation,” Sheryl said. “Building on our success, we aim to implement more advanced water-saving technologies and practices across our operations. Enhancing our water stewardship not only reflects our commitment to environmental sustainability but also supports our broader goal of empowering women and communities through improved access to clean water.”

Congratulations to Mary Kay for this Bravo Global Good Award and many thanks for your commitment to caring for this world we share, as well as the millions of women you inspire. DSN

Foley & Lardner / Justice for All

BY CHELSEA HUGHES

THIS YEAR, DSN DEBUTED A NEW AWARD that honors the companies that serve as incredible partners to the direct-selling industry. This award recognizes supplier companies that uplift, support and contribute to the evolution and growth of the direct selling channel.

In recognition of its successful defense of Neora in an epic victory against the Federal Trade Commission (FTC), the inaugural winner of the new Bravo Supplier Award is Foley & Lardner. Foley is not new to the industry. It has been representing direct selling companies for over 40 years.

THE DIRECT-SELLING CHANNEL has had longevity because the model is effective. However, to remain successful, direct selling companies must operate in a proper—and legal—manner.

ED BURBACH / Chair of Foley & Lardner’s Government Solutions Practice

The Dream Team

For seven years, Neora battled allegations brought by the FTC that the company was operating as a pyramid scheme, among other claims—including income, means and instrumentalities, product and agency. In September 2023, Neora made history when it became the first US direct selling company to triumph over the FTC’s pyramid scheme claims in a court trial since Amway’s administrative law win in 1979.

Foley & Lardner represented Neora in this landmark case, with Edward (“Ed”) Burbach serving as Neora’s Lead Counsel throughout the seven-year battle. As the chair of Foley’s Government Solutions Practice and co-chair of its State Attorneys General Practice, Burbach was uniquely qualified to oversee the defense.

Before joining Foley, Ed was appointed by now-Texas governor, Greg Abbott, as his original deputy attorney general for litigation, Ed served as Texas’ lead litigator and supervised all of Attorney General Abbott’s 11 civil litigation divisions, including 250 attorneys, 600+ employees and a $35 million budget. It was in this role that he was first exposed to the direct selling industry—ironically by investigating and bringing claims against them. Ed and his national team specialize in State Attorneys General and FTC investigations and claims. Over the last 30 years, Ed has litigated a broad range of regulatory investigations and claims for clients, including those in retail, direct sales, health care, Medicaid, antitrust and corporate. So, when Neora needed a partner to fight the federal

government, Ed and Foley stepped up as the David to the FTC’s Goliath.

Landmark Lessons

The court not only ruled in Neora’s favor, but it rejected every claim. This overwhelming loss for the FTC was an unbelievable win for the direct selling industry in terms of adding credibility and proving legitimacy. However, there are several important lessons other companies can learn from this historic ruling.

n Be prepared. “Despite losing to Neora, it’s important to realize that the FTC will not stop pursuing direct selling companies. Your company may one day be the target of the FTC or other legal actions,” Ed warned. “Be prepared by adopting and implementing governing documents with robust compliance.” Examples of these documents include policies and procedures, compensation plan and advertising policies.

n Play defense. “The biggest challenges for Foley and our clients were the tactics undertaken by the FTC,” Ed stated. “The FTC has a policy of not sharing their evidence before filing suit. There is no federal law defining a pyramid scheme and the FTC has not adopted a definition through rulemaking. Instead, it tried to move the industry with non-binding Staff ‘Guidance’ and litigation.” It’s thus essential for businesses to have their ducks in a row and try to understand the FTC’s latest expectations.

n Get involved. Due to their disdain and distrust of the channel (likely fed by the actions of bad apples in the industry), the FTC has made the entire industry a target. Per Ed, “Direct selling businesses need to stay apprised of the actual law and the FTC’s actions to better protect their rights. It is very important for the channel to be involved in the FTC’s rulemaking to create clearer legal standards.”

The Final Verdict

After their win, Neora is seeking an award of $5.8 million—merely a portion of their attorneys’ and experts’ fees and expenses—from the FTC under the limitations of the Equal Access to Justice Act. “We hope that if the award is made, it will encourage more open discussions with the FTC prior to suit,” Ed said. “The direct selling channel has had longevity because the model is effective. Even in this world of artificial intelligence and social media, humans still enjoy connecting with other people and would rather buy from those they know. However, to remain successful, direct selling companies must operate in a proper—and legal—manner.”

Ed also noted that having a client like Neora made the fight easier. “I would like to thank Neora and Jeff Olson for putting their trust in Foley & Lardner and being willing to fight the good fight. The live courtroom testimony of Founder and CEO Jeff Olson, Co-CEO Deborah Heisz, Co-Founder and President Amber Olson Rourke and Director of Compliance Sandra Davis was outstanding.”

He also noted the invaluable contributions of his team. “My colleagues provided excellent support throughout the 3.5 years of investigation and over four years of litigation in three federal court venues—Chicago, Trenton and Dallas. Special recognition to those also on my top-notch trial team, Craig Florence, Rob Johnson and Michelle Ku, as well as trial support from John Sepehri, Stephanie McPhail and Nita Overton.”

On behalf of the industry at large, DSN would like to congratulate and thank Ed and the entire Foley & Lardner team for their significant and historic contribution to the direct selling channel. DSN

THE 2024 DSN GLOBAL 100

RANKED by NET SALES IN 2023

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BY THE NUMBERS

NOW IN OUR 15TH YEAR of compiling research for the DSN Global 100 List, we are continually amazed by the many insights it provides into the depth and breadth of the direct selling channel. The companies featured on this list each year, from fast- growing newcomers to the pioneering giants, are a testament to the industry’s achievements and progress.

The breadth of products and services represented includes nearly every category imaginable: health and wellness, clothing, beauty and skincare, travel and leisure, food and beverages, energy, financial services, housewares and many others.

On these two pages, we have created graphic representations of a few highlights and insights that this year’s list brought to light.

TOP 20 US COMPANIES

20 = NUMBER OF MID-MARKET COMPANIES

THE COMPANIES AT A GLANCE

THIS YEAR’S DSN GLOBAL 100 LIST acknowledges 58 companies achieving more than $100 million in annual revenue for 2023. /

DSN appreciates and congratulates all the companies that willingly participated in the Global 100 as well as the dedicated team of researchers who helped compile and chronicle the remarkable achievements of direct sellers around the globe. >

1

AMWAY

2023 NET SALES: $7.70 billion

COUNTRY: USA

Amway is an entrepreneur-led health and wellness company based in Ada, Michigan. It is committed to helping people live better, healthier lives—across more than 100 markets worldwide. Top-selling brands are Nutrilite™, Artistry™ and XS™—all sold by entrepreneurs who are known as Amway Business Owners.

2022 RANK: 1

2022 NET SALES: $8.10 billion

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Beauty, Food & Beverage, Fragrance, Health & Wellness, Fitness, Home Care, Home Decor, Kitchenware & Appliances

MARKETS: 100+

PRIMARY MARKETS: China, USA, South Korea, Japan, Thailand, Taiwan, India, Russia, Malaysia, Hong Kong

SALESPEOPLE: 1,000,000+

EMPLOYEES: 15,000+

HEADQUARTERS: Ada, Michigan

EXECUTIVE: Miland Pant, CEO

YEAR FOUNDED: 1959

WEBSITE: amwayglobal.com

4 EXP REALTY

2023 NET SALES: $4.30 billion

COUNTRY: USA

eXp is one of the world’s fastest-growing real estate brokerages. All real estate professionals are connected through a unique cloud-based platform. eXp is breaking boundaries through a highly competitive compensation package and a global community of agents, leadership and partners.

2022 RANK: 4

2022 NET SALES: $4.60 billion

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Tiered PRODUCTS: Real Estate Services

MARKETS: 24

PRIMARY MARKET: USA

SALESPEOPLE: 87,000+

EMPLOYEES: Not Available

HEADQUARTERS: eXp World, an all-virtual campus

EXECUTIVE: Glenn Sanford, Founder

YEAR FOUNDED: 2009

STOCK SYMBOL: EXPI-NASDAQ

WEBSITE: exprealty.com

2

NATURA &CO

2023 NET SALES: $5.30 billion

COUNTRY: Brazil

Natura &Co is a global purpose-driven group made up of iconic beauty companies: Avon, Natura and The Body Shop. Operating in more than 100 countries, with over 2,900 stores, 35,000 employees and over 7.6 million representatives and consultants, Natura believes in challenging the status quo to promote positive economic, social and environmental impact.

2022 RANK: 2

2022 NET SALES: $6.91 billion

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Single-Level

PRODUCTS: Beauty, Clothing & Accessories, Home Care

MARKETS: 100+

PRIMARY MARKET: Brazil

SALESPEOPLE: 7.7 million

EMPLOYEES: 35,000

HEADQUARTERS: São Paulo, Brazil

EXECUTIVE: João Paulo Brotto Gonçalves Ferreira, Group CEO

YEAR FOUNDED: 1969

STOCK SYMBOL: NTCO3-Sáo Paulo WEBSITE: naturaeco.com

5

VORWERK SE & CO. KG

2023 NET SALES: $4.20 billion

COUNTRY: Germany

The Vorwerk SE & Co. KG family enterprise was founded in 1883. The holding company’s registered office is in Wuppertal, Germany. Vorwerk’s core business encompasses both the production and sale of high-quality household products (primarily the Thermomix® kitchen appliance and Kobold vacuum cleaner).

2022 RANK: 5

2022 NET SALES: $4.10 billion

SALES METHOD: Party Plan

COMPENSATION STRUCTURE: Single-Level PRODUCTS: Home Care, Home Decor, Kitchenware & Appliances, Services MARKETS: 60+

PRIMARY MARKETS: USA, Mexico, Europe, China

SALESPEOPLE: 100,000+

EMPLOYEES: 9,000

HEADQUARTERS: Wuppertal, Germany

EXECUTIVE: Dr. Thomas Stoffmehl, Speaker of the Executive Board

YEAR FOUNDED: 1883

WEBSITE: vorwerk.com

3

HERBALIFE NUTRITION

2023 NET SALES: $5.10 billion COUNTRY: 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 highquality, science-backed products, sold in over 90 countries by entrepreneurial distributors who provide one-on-one coaching.

2022 RANK: 3

2022 NET SALES: $5.20 billion

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level PRODUCTS: Cosmetics, Food & Beverage, Personal Care, Health & Wellness MARKETS: 95

PRIMARY MARKET: USA

SALESPEOPLE: 4.5 million

EMPLOYEES: 11,000+

HEADQUARTERS: Los Angeles, California

EXECUTIVE: Michael O. Johnson, CEO

YEAR FOUNDED: 1980

STOCK SYMBOL: HLF-NYSE WEBSITE: herbalife.com

6

PM-INTERNATIONAL

2023 NET SALES: $3.03 billion

COUNTRY: Luxembourg

PM-International develops and distributes premium, cutting-edge products for health, fitness and beauty through its own brand, FitLine®.

2022 RANK: 8

2022 NET SALES: $2.55 billion

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Beauty, Health & Wellness, Fitness

MARKETS: 71

PRIMARY MARKET: Germany

SALESPEOPLE: 61,735

EMPLOYEES: 950+

HEADQUARTERS: Schengen, Luxembourg

EXECUTIVE: Rolf Sorg, Founder & CEO

YEAR FOUNDED: 1993

WEBSITE: pm-international.com

7

UTILITY WAREHOUSE

2023 NET SALES: $2.99 billion

COUNTRY: United Kingdom

Utility Warehouse is the UK's only fully integrated provider of a wide range of competitively priced utility services spanning the communications, energy and insurance markets. Customers benefit from the convenience of a single monthly statement, consistently good value across all their utilities and exceptional levels of service.

2022 RANK: 10

2022 NET SALES: $2.03 billion

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Services MARKET: 1

PRIMARY MARKET: United Kingdom

SALESPEOPLE: 59,000+

EMPLOYEES: 2078

HEADQUARTERS: London, United Kingdom

EXECUTIVE: Andrew Lindsay, Co-CEO

YEAR FOUNDED: 1997

STOCK SYMBOL: TEP-LON WEBSITE: uw.co.uk

10 SUNRUN

2023 NET SALES: $2.26 billion

COUNTRY: USA

Sunrun is a leading home solar panel and battery storage company. Sunrun connects homes to the cleanest energy, providing security and peace of mind.

2022 RANK: N/A

2022 NET SALES: $2.32 billion

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level PRODUCTS: Solar Services

MARKET: 1

PRIMARY MARKET: USA

SALESPEOPLE: Not Available

EMPLOYEES: 8,500+

HEADQUARTERS: San Francisco, California

EXECUTIVE: Mary Powell, CEO

YEAR FOUNDED: 2007

STOCK SYMBOL: RUN-NASDAQ

WEBSITE: sunrun.com

8 COWAY

2023 NET SALES: $2.90 billion

COUNTRY: 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.

2022 RANK: 6

2022 NET SALES: $2.90 billion

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Home Appliances, Home Care, Cosmetics

MARKETS: 5

PRIMARY MARKET: Asia

SALESPEOPLE: Not Available

EMPLOYEES: 4,781

HEADQUARTERS: Seoul, South Korea

EXECUTIVE: Jangwon Seo, CEO

YEAR FOUNDED: 1989

STOCK SYMBOL: 021240-KRX

WEBSITE: cowaymega.com

11

NU SKIN ENTERPRISES

2023 NET SALES: $1.97 billion

COUNTRY: USA

Nu Skin Enterprises is a leading beauty and wellness company, powered by a dynamic affiliate opportunity platform. The company helps people live, look and feel their best with products that combine the best of science, technology and nature. Nu Skin is committed to sustainability.

2022 RANK: 9

2022 NET SALES: $2.23 billion

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Beauty, Health & Wellness, Fitness

MARKETS: Approximately 54

PRIMARY MARKETS: USA, China

SALESPEOPLE: 44,059

EMPLOYEES: Approximately 3,800

HEADQUARTERS: Provo, Utah

EXECUTIVE: Ryan Napierski, President & CEO

YEAR FOUNDED: 1984

STOCK SYMBOL: NUS-NYSE

WEBSITE: nuskin.com

9 PRIMERICA FINANCIAL SERVICES

2023 NET SALES: $2.81 billion

COUNTRY: USA

Primerica is uniquely positioned to understand the needs of their clients because their Representatives are Main Street families, just like the clients being served. Primerica assists clients in meeting their needs for term life insurance, which it underwrites, as well as mutual funds, annuities and other financial products, which it distributes primarily on behalf of third parties.

2022 RANK: 7

2022 NET SALES: $2.72 billion

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Financial Services

MARKETS: 2

PRIMARY MARKET: USA

SALESPEOPLE: 129,000+

EMPLOYEES: 2,381

HEADQUARTERS: Duluth, Georgia

EXECUTIVE: Glenn J. Williams, CEO

YEAR FOUNDED: 1977

STOCK SYMBOL: PRI-NYSE WEBSITE: primerica.com

12 ATOMY

2023 NET SALES: $1.71 billion

COUNTRY: South Korea

Atomy is a South Korean network marketing company that was founded in 2009. Its business motto is “Absolute Quality Absolute Price.” Atomy’s primary products are health supplements, skincare products, cosmetics and diverse consumer goods.

2022 RANK: 12

2022 NET SALES: $1.54 billion

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Beauty, Food & Beverage, Health & Wellness, Fitness, Home Decor, Kitchenware & Appliances

MARKETS: 27

PRIMARY MARKET: South Korea

SALESPEOPLE: Not Available

EMPLOYEES: 767

HEADQUARTERS: Gongju, South Korea

EXECUTIVE: Han-Gil Park, Chairman

YEAR FOUNDED: 2009

WEBSITE: atomy.kr

13 VIVINT

2023 NET SALES: $1.70 billion COUNTRY: USA

Vivint offers customizable security packages and flexible financing options that give customers the opportunity to personalize their own state-of-the-art smart home package.

2022 RANK: N/A

2022 NET SALES: $1.68 billion

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Security Services

MARKETS: 2

PRIMARY MARKET: USA

SALESPEOPLE: Not Available

EMPLOYEES: 5,750

HEADQUARTERS: Provo, Utah

EXECUTIVE: David Bywater, President & CEO

YEAR FOUNDED: 1999

WEBSITE: vivint.com

16

AMBIT ENERGY

2023 NET SALES: $1.09 billion

COUNTRY: USA

Ambit Energy provides electricity and natural gas services in deregulated markets across the United States, primarily marketed through a direct sales channel of Independent Consultants. Based in Dallas, Texas, the company is focused on being the finest and most-respected retail energy provider in America, offering cost-effective choices for today’s energy consumer.

2022 RANK: 14

2022 NET SALES: $1.25 billion

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Electricity & Natural Gas Services

MARKET: 1

PRIMARY MARKET: USA

SALESPEOPLE: 600,000+

EMPLOYEES: 625

HEADQUARTERS: Dallas, Texas

EXECUTIVE: Eric Reisdorf, President & General Manager

YEAR FOUNDED: 2006

WEBSITE: ambitenergy.com

14 WORLD FINANCIAL GROUP

2023 NET SALES: $1.30 billion COUNTRY: USA

World Financial Group provides financial services via life insurance, retirement strategies and wealth-building strategies. WFG’s mission is to help individuals create the life they want while protecting their loved ones and planning a financial legacy.

2022 RANK: N/A

2022 NET SALES: N/A

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Financial Services

MARKETS: 2

PRIMARY MARKETS: USA, Canada

SALESPEOPLE: 73,719

EMPLOYEES: 500

HEADQUARTERS: Johns Creek, Georgia

EXECUTIVE: Todd Buchanan, President

YEAR FOUNDED: 2001

WEBSITE: worldfinancialgroup.com

15

MEDIFAST / OPTAVIA

2023 NET SALES: $1.10 billion COUNTRY: 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 to adopt healthy habits.

2022 RANK: 11

2022 NET SALES: $1.60 billion

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Health & Wellness

MARKETS: 3

PRIMARY MARKET: USA

SALESPEOPLE: 60,900

EMPLOYEES: 500+

HEADQUARTERS: Baltimore, Maryland

EXECUTIVE: Dan Chard, CEO

YEAR FOUNDED: 1981

STOCK SYMBOL: MED-NYSE

WEBSITE: optavia.com

17

BETTERWARE GROUP

2023 NET SALES: $965 million

COUNTRY: Mexico

Betterware is the leading direct-to-consumer company in Mexico focused on creating innovative products that solve specific needs regarding organization, practicality, spacesaving and hygiene within the household.

2022 RANK: 17

2022 NET SALES: $820 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Home Care, Home Decor, Kitchenware & Appliances

MARKETS: 2

PRIMARY MARKET: Mexico

SALESPEOPLE: 1,302,360

EMPLOYEES: 955

HEADQUARTERS: Jalisco, Mexico

EXECUTIVE: Andres Campos Chevallier, CEO

YEAR FOUNDED: 1995

STOCK SYMBOL: BWMX- NASDAQCM

WEBSITE: betterware.com.mx

18 USANA HEALTH SCIENCES

2023 NET SALES: $921 million COUNTRY: USA

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

2022 RANK: 15

2022 NET SALES: $999 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Beauty, Food & Beverage, Health & Wellness, Fitness MARKETS: 25

PRIMARY MARKET: Greater China

SALESPEOPLE: 483,000

EMPLOYEES: 839

HEADQUARTERS: Salt Lake City, Utah

EXECUTIVE: Jim Brown, CEO

YEAR FOUNDED: 1992

STOCK SYMBOL: USNA-NYSE

WEBSITE: usana.com

19

ORIFLAME COSMETICS

2023 NET SALES: $811 million

COUNTRY: Switzerland

Founded in 1967, Oriflame Cosmetics is an international social selling beauty company present in over 60 markets, with a wide portfolio of Swedish, nature-inspired, innovative beauty and wellness products sold and marketed through approximately 2.5 million Oriflame Brand Partners.

2022 RANK: 16

2022 NET SALES: $987 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Beauty, Food & Beverage, Fragrance MARKETS: 60+

PRIMARY MARKETS: CIS and Europe

SALESPEOPLE: Not Available

EMPLOYEES: 4,715

HEADQUARTERS: Schaffhausen, Switzerland

EXECUTIVE: Anna Malmhake, CEO

YEAR FOUNDED: 1967

WEBSITE: oriflame.com

22 SCENTSY

2023 NET SALES: $579 million COUNTRY: USA

Scentsy is a Forbes-recognized direct-selling leader known for connecting people through fragrance worldwide. Scentsy delivers richly scented wickless candles, wax warmers, diffusers, oils, home, pet products and body products through independent Consultants who share their Scentsy-product passion via home and virtual selling.

2022 RANK: 18

2022 NET SALES: $759 million

SALES METHOD: Party Plan

COMPENSATION STRUCTURE: Multi-Level PRODUCTS: Fragrance, Home Decor, Kitchenware & Appliances MARKETS: 15

PRIMARY MARKET: USA

SALESPEOPLE: 187,377

EMPLOYEES: 1,270

HEADQUARTERS: Meridian, Idaho

EXECUTIVE: Dan Orchard, President & Interim CEO

YEAR FOUNDED: 2004

WEBSITE: scentsy.com

20 REAL BROKERAGE

2023 NET SALES: $ 689 million

COUNTRY: USA

The Real Estate Experience company has a vision in which home buying and selling is a simple and enjoyable experience for everyone. Their innovative approach should solve problems, create efficiencies and change the way people buy and sell homes.

2022 RANK: N/A

2022 NET SALES: $382 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level PRODUCTS: Real Estate Services MARKETS: 2

PRIMARY MARKETS: USA and Canada

SALESPEOPLE: 13,650

EMPLOYEES: 159

HEADQUARTERS: New York, New York

EXECUTIVE: Tamir Poleg, Co-Founder & CEO

YEAR FOUNDED: 2014

STOCK SYMBOL: REAX-NASDAQ

WEBSITE: onereal.com

23 HY CITE ENTERPRISES

2023 NET SALES: $570 million COUNTRY: 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. Hy Cite’s main cookware line, Royal Prestige, is sold in nine core markets by independent Distributors who choose to make this a fulltime opportunity.

2022 RANK: 24

2022 NET SALES: $508 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level PRODUCTS: Home Decor, Kitchenware & Appliances MARKETS: 9

PRIMARY MARKET: USA

SALESPEOPLE: 25,904

EMPLOYEES: 1,668

HEADQUARTERS: Middleton, Wisconsin

EXECUTIVE: Paulo Moledo, President & CEO

YEAR FOUNDED: 1959

WEBSITE: hycite.com

21

OMNILIFE

2023 NET SALES: $633 million

COUNTRY: Mexico

A leader in the market of nutritional supplements and cosmetics through Independent Distributors who bring Omnilife products to the final consumer. Omnilife provides an opportunity to improve their quality of life. The company has two manufacturing plants: one located in Mexico and the other in Colombia.

2022 RANK: 20

2022 NET SALES: $584 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level PRODUCTS: Beauty, Food & Beverage, Fragrance, Health & Wellness, Fitness MARKETS: 21

PRIMARY MARKET: Mexico

SALESPEOPLE: 1,645,225

EMPLOYEES: 3,384

HEADQUARTERS: Zapopan, Mexico

EXECUTIVE: Amaury Vergara, CEO

YEAR FOUNDED: 1991 WEBSITE: omnilife.com

24 LEGALSHIELD

2023 NET SALES: $546 million COUNTRY: USA

LegalShield believes that every human deserves a secure life and just treatment under the law. That’s why the company is building a future where every person can live without worrying about how they’ll afford legal services or respond to identity theft. LegalShield and IDShield empower people to defend themselves against injustice and secure their future.

2022 RANK: 23

2022 NET SALES: $542 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Services MARKETS: 2

PRIMARY MARKET: USA

SALESPEOPLE: 243,000

EMPLOYEES: 871

HEADQUARTERS: Ada, Oklahoma

EXECUTIVE: Warren Schlichting, CEO

YEAR FOUNDED: 1972

WEBSITE: wearelegalshield.com

25

BEACHBODY/BODI

2023 NET SALES: $527 million

COUNTRY: USA

Beachbody (now BODi) offers a comprehensive approach to at-home health by combining world-class fitness, nutrition and support—a proven formula that has helped millions of people completely transform their lives—physically, mentally and financially. The company was founded by Carl Daikeler and Jon Congdon with the mission of helping people achieve their goals and enjoy healthy, fulfilling lives.

2022 RANK: 19

2022 NET SALES: $692 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Health & Wellness

MARKETS: 4

PRIMARY MARKET: USA

SALESPEOPLE: 400,000+

EMPLOYEES: 908

HEADQUARTERS: Santa Monica, California

EXECUTIVE: Carl Daikeler, CEO

YEAR FOUNDED: 1998

STOCK SYMBOL: BODY-NASDAQ WEBSITE: bodi.com

28 FARMASI

2023 NET SALES: $440 million

COUNTRY: Turkey

Farmasi is an international beauty and personal care manufacturer, retailer and direct selling company. In 2010, Farmasi’s board of directors decided to enter the Multi-Level Marketing world with the goal of changing people’s lives so that even ordinary people can achieve their dreams.

2022 RANK: 28

2022 NET SALES: $428 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Beauty, Health & Wellness, Fitness

MARKETS: 35

PRIMARY MARKET: Turkey

SALESPEOPLE: 400,000

EMPLOYEES: 2,000

HEADQUARTERS: Istanbul, Turkey

EXECUTIVE: Sinan Tuna, CEO

YEAR FOUNDED: 1950

WEBSITE: farmasi.com

26

FAMILY FIRST LIFE

2023 NET SALES: $503 million COUNTRY: USA

Family First Life is an insurance marketing organization that partners with the top insurance carriers across the country. This allows customers more options and ensures the best coverage.

2022 RANK: N/A

2022 NET SALES: N/A

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Insurance Services

MARKET: 1

PRIMARY MARKET: USA

SALESPEOPLE: Not available

EMPLOYEES: Not available

HEADQUARTERS: Uncasville, CT

EXECUTIVE: Shawn Meaike, President & CEO

YEAR FOUNDED: 2013 WEBSITE: familyfirstlife.com

29

POLA INC.

2023 NET SALES: $433 million

COUNTRY: Japan

Founded by Shinobu Suzuki, POLA has earned a global reputation for its high-quality skincare, haircare and cosmetics products as well as its commitment to supporting women in their pursuit of more satisfying lifestyles.

2022 RANK: 21

2022 NET SALES: $548 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Cosmetics, Skincare, Personal Care, Nutrition

MARKETS: 10

PRIMARY MARKET: Asia

SALESPEOPLE: 150,000+

EMPLOYEES: 1,300+

HEADQUARTERS: Tokyo, Japan

EXECUTIVE: Miki Oikawa, President

YEAR FOUNDED: 1929

STOCK SYMBOL: 4927-JP

WEBSITE: pola.co.jp

27

NATURE’S SUNSHINE

2023 NET SALES: $445 million

COUNTRY: USA

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

2022 RANK: 29

2022 NET SALES: $422 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Cosmetics, Personal Care, Wellness

MARKETS: 40+

PRIMARY MARKET: USA

SALESPEOPLE: 500,000

EMPLOYEES: 900+

HEADQUARTERS: Lehi, Utah

EXECUTIVE: Terrence Moorehead, CEO

YEAR FOUNDED: 1972

STOCK SYMBOL: NATR-NASDAQ

WEBSITE: naturessunshine.com

30

PLEXUS WORLDWIDE

2023 NET SALES: $377 million

COUNTRY: USA

Plexus Worldwide has been helping people transform their lives with science-based health and wellness products and a homebased entrepreneurial opportunity. Plexus credits its success to a strong company culture that encourages honesty, reliability and responsibility—and these beliefs run through everything they do.

2022 RANK: 27

20221 NET SALES: $454 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Beauty, Food & Beverage, Health & Wellness, Fitness

MARKETS: 4

PRIMARY MARKET: USA

SALESPEOPLE: 700,000

EMPLOYEES: 354

HEADQUARTERS: Scottsdale, Arizona

EXECUTIVE: Gene Tipps, CEO

YEAR FOUNDED: 2008

WEBSITE: plexusworldwide.com

31

MIKI CORP.

2023 NET SALES: $371 million COUNTRY: Japan

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

2022 RANK: 30

2022NET SALES: $419 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Personal Care, Health, Skincare, Cleaning

MARKETS: 3

PRIMARY MARKET: Japan

SALESPEOPLE: Not Available

EMPLOYEES: 200+

HEADQUARTERS: Osaka, Japan

EXECUTIVE: Atsushi Kadota Shima, Managing Director

YEAR FOUNDED: 1966

STOCK SYMBOL: 7455-JP

WEBSITE: mikiprune.co.jp

34 PRÜVIT

2023 NET SALES: $336 million

COUNTRY: USA

Prüvit set out to tackle the supplement world by creating the world’s preeminent consumerbased ketone supplement drink, KETO//IS®. By focusing on evidence-based products that help optimize human potential, Prüvit has become the world leader in ketone technology with a community focus on the power of social commerce.

2022 RANK: 25

2022 NET SALES: $507 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level PRODUCTS: Food & Beverage, Wellness MARKETS: 9

PRIMARY MARKET: USA

SALESPEOPLE: Not Available

EMPLOYEES: 50

HEADQUARTERS: Melissa, Texas

EXECUTIVE: Brian Underwood, Founder & CEO

YEAR FOUNDED: 2016

WEBSITE: pruvit.com

32 LIFEWAVE

2023 NET SALES: $369 million COUNTRY: USA

LifeWave is dedicated to enhancing wellness by harnessing the body’s natural energy. Their innovative technology and approach allow LifeWave to change lives through groundbreaking health solutions.

2022 RANK: N/A

2022 NET SALES: N/A

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Wellness MARKETS: 68

PRIMARY MARKET: USA

SALESPEOPLE: 85,715

EMPLOYEES: 389

HEADQUARTERS: Draper, UT

EXECUTIVE: David Schmidt, CEO

YEAR FOUNDED: 2004

WEBSITE: lifewave.com

35

LR HEALTH & BEAUTY SYSTEMS GMBH

2023 NET SALES: $302 million

COUNTRY: Germany

Under the motto, “More quality for your life” the LR Group produces and markets more than 600 health and beauty products. This includes body care and cosmetic products, perfumes and dietary supplements. LR’s strong market position is based above all on a high-quality product range and an attractive bonus and training plan which is unsurpassed in the industry.

2022 RANK: 34

2022 NET SALES: $285 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Cosmetics, Personal Care, Wellness

MARKETS: 32

PRIMARY MARKET: Germany

SALESPEOPLE: 330,000

EMPLOYEES: 1,268

HEADQUARTERS: Ahlen, Germany

EXECUTIVE: Andreas Laabs, CEO

YEAR FOUNDED: 1985

WEBSITE: lrworld.com

33 FABERLIC

2022 NET SALES: $346 million

COUNTRY: Russia

Faberlic launched with oxygen facecare cosmetics as their first product. Now the company offers a wide range of products from cosmetics and fragrances to home care, apparel and wellness.

2022 RANK: 32

2022 NET SALES: $366 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Beauty, Clothing & Accessories, Food & Beverage, Fragrance, Health & Wellness, Fitness, Home Care, Home Decor, Kitchenware & Appliances

MARKETS: 15

PRIMARY MARKET: Russia

SALESPEOPLE: 2,000,401

EMPLOYEES: 2,223

HEADQUARTERS: Moscow, Russia

EXECUTIVE: Konstantin Barmashov, General Director

YEAR FOUNDED: 1997

WEBSITE: faberlic.com

36

PHP AGENCY

2023 NET SALES: $300 million COUNTRY: USA

PHP Agency is a financial services marketing company setting out to open the American dream of business ownership to everyone.

2022 RANK: N/A

2022 NET SALES: N/A

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level PRODUCTS: Financial Services

MARKET: 1

PRIMARY MARKET: USA

SALESPEOPLE: 20,000+

EMPLOYEES: Not Available

HEADQUARTERS: Northridge, California

EXECUTIVE: Patrick Bet-David, Founder

YEAR FOUNDED: 2009

WEBSITE: phpagency.com

37

PRINCESS HOUSE

2023 NET SALES: $299 million

COUNTRY: USA

For over 55 years, Princess House has been committed to developing products that make life healthier and more beautiful—quality home products like cookware and glass storage containers, cutlery, beautiful table settings as well as exceptional nutritional products.

2022 RANK: 31

2022 NET SALES: $383 million

SALES METHOD: Party Plan

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Home Decor, Kitchenware & Appliances

MARKETS: 2

PRIMARY MARKET: USA

SALESPEOPLE: 31,000

EMPLOYEES: 200

HEADQUARTERS: Mansfield, Massachusetts

EXECUTIVE: Lynne Coté, CEO

YEAR FOUNDED: 1963

WEBSITE: princesshouse.com

40

BEST WORLD INTERNATIONAL

2023 NET SALES: $228 million

COUNTRY: Singapore

BWL is a Singapore-based company specializing in the direct selling distribution of premium skincare, personal care, beauty, health and wellness brands. Its vision is to “Inspire the world to live their lives to the best!”

2022 RANK: 36

2022 NET SALES: $267 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Cosmetics, Personal Care & Wellness

MARKETS: 20

PRIMARY MARKET: China

SALESPEOPLE: 197,000

EMPLOYEES: 444

HEADQUARTERS: Singapore

EXECUTIVE: Dr. Dora Hoan, Co-Founder

YEAR FOUNDED: 1990

WEBSITE: bwlgroup.com

38

PRO-PARTNER

2023 NET SALES: $269 million

COUNTRY: Taiwan

One of the largest direct selling companies in Taiwan, Pro-Partner has received numerous national certifications and awards for its health products.

2022 RANK: 33

2022 NET SALES: $286 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Wellness

MARKET: 1

PRIMARY MARKET: Asia

SALESPEOPLE: Not Available

EMPLOYEES: Not Available

HEADQUARTERS: Taipei, Taiwan

EXECUTIVE: Nazar Musa, CEO

YEAR FOUNDED: 1993

WEBSITE: pro-partner.com.tw

39

NOEVIR

2022 NET SALES: $245 million

COUNTRY: 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.

2022 RANK: 35

2022 NET SALES: $271 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Skincare, Body Care, Nutritional Supplements, Cosmetics

MARKETS: 8

PRIMARY MARKET: Japan

SALESPEOPLE: 180,000

EMPLOYEES: 1,017

HEADQUARTERS: Tokyo, Japan

EXECUTIVE: Takashi Okura, President & CEO

YEAR FOUNDED: 1964

STOCK SYMBOL: 4928-TYO

WEBSITE: noevirholdings.co.jp

41

FORDAYS

2023 NET SALES: $222 million COUNTRY: Japan

ForDays considers health at the genetic level, focused on “nucleic acids.” Offerings include 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 globally.

2022 RANK: 37

2022 NET SALES: $248 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Cosmetics, Personal Care

MARKET: 1

PRIMARY MARKET: Japan

SALESPEOPLE: 327,000

EMPLOYEES: 237

HEADQUARTERS: Tokyo, Japan

EXECUTIVE: Keiko Wada, CEO

YEAR FOUNDED: 1997

WEBSITE: fordays.jp

42

APLGO

2023 NET SALES: $220 million COUNTRY: Cyprus

APLGO is an international network marketing company whose values are “Associate, Business and Family Support.” The main goal of APLGO’s management team is creating and developing a company where individuals can achieve financial freedom, the ability to travel with a great company and receive personal development to become a better version of oneself.

2022 RANK: 38

2022 NET SALES: $235 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Beauty, Food & Beverage, Health & Wellness, Fitness

MARKETS: 68

PRIMARY MARKET: Russia

SALESPEOPLE: 400,000

EMPLOYEES: 154

HEADQUARTERS: Nicosia, Cyprus

EXECUTIVE: Sergei Kulikov, CEO

YEAR FOUNDED: 2011

WEBSITE: aplgo.com

43 NATURALLY PLUS

2023 NET SALES: $218 million COUNTRY: Japan

Naturally Plus promotes worldwide wellness through superior nutrition and healthy lifestyle choices. For more than a decade, Naturally Plus has developed and marketed sciencebased nutritional supplements and helped thousands of families now enjoy healthier lives and improved lifestyles.

2022 RANK: 39

2022 NET SALES: $221 million

SALES METHOD: Party Plan

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Beauty, Food & Beverage, Health & Wellness, Fitness

MARKETS: 130

PRIMARY MARKETS: Vietnam, Malaysia, Philippines

SALESPEOPLE: 230,283

EMPLOYEES: 297

HEADQUARTERS: Tokyo, Japan

EXECUTIVE: Takashi Tajima, Group President

YEAR FOUNDED: 1999 WEBSITE: naturally-plus.com

46 INGROUP INTERNATIONAL

2023 NET SALES: $205 million

COUNTRY: USA

inGroup is the world’s largest invitationonly cruise membership club. Members are recruited to join by Partners. Members receive two cruise credits per $1 membership payment made, and Partners earn a commission on each Membership payment made.

2022 RANK: 48

2022 NET SALES: $135 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Travel

MARKETS: 180

PRIMARY MARKET: USA

SALESPEOPLE: 56,000

EMPLOYEES: 103

HEADQUARTERS: Guaynabo, Puerto Rico

EXECUTIVE: Michael Hutchison, Co-Founder & Co-CEO

YEAR FOUNDED: 2016

WEBSITE: incruises.com

44

LIFEVANTAGE

2023 NET SALES: $211 million COUNTRY: USA

For wellness enthusiasts wanting to live life on their terms, LifeVantage designs nutrigenomically-active products that empower a healthy, vibrant life at any age. LifeVantage products are proven, demonstrable and delightful, making them an essential part of every day.

2022 RANK: 40

2022 NET SALES: $206 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level PRODUCTS: Beauty, Health & Wellness, Fitness

MARKETS: 20

PRIMARY MARKET: USA

SALESPEOPLE: 51,000

EMPLOYEES: 237

HEADQUARTERS: Lehi, Utah

EXECUTIVE: Steven R. Fife, President & CEO

YEAR FOUNDED: 2003

STOCK SYMBOL: LFVN-NASDAQ WEBSITE: lifevantage.com

47

TENLEAD BIOTECH INTERNATIONAL

2023 NET SALES: $200 million

COUNTRY: Taiwan

Tenlead Biotech International developed the Joli series of products produced by the worldrenowned biochemical technology Solabia Company. Solabia's biochemical products and technologies are adopted by many well-known brands around the world.

2022 RANK: 44

2022 NET SALES: $166 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Health & Wellness, Beauty, Fitness

MARKETS: 15

PRIMARY MARKET: Taiwan

SALESPEOPLE: Not Available

EMPLOYEES: 50

HEADQUARTERS: Taipei City, Taiwan

EXECUTIVE: Wang Yu Ching, CEO

YEAR FOUNDED: 2009

WEBSITE: tenlead.com

45

HEGEMON GROUP

2023 NET SALES: $210 million

COUNTRY: USA

Hegemon Group is a marketing company offering a vast array of products and services through a network of independent affiliates.

2022 RANK: N/A

2022 NET SALES: N/A

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Single-Level PRODUCTS: Marketing Services MARKETS: 2

PRIMARY MARKETS: USA and Canada

SALESPEOPLE: 30,000+

EMPLOYEES: 274

HEADQUARTERS: Alpharetta, Georgia

EXECUTIVE: Hubert Humphrey, Chairman & CEO

YEAR FOUNDED: 2013 WEBSITE: hgicrusade.com

48

ZINZINO

2023 NET SALES: $168 million

COUNTRY: Sweden

Zinzino’s test-based, high quality products create positive disruption in the health and wellness industry. By being a customer friendly company, Zinzino inspires changes in life, health and wealth for its customers, family and friends.

2022 RANK: 46

2022 NET SALES: $140 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Cosmetics, Personal Care, CBD, Food & Beverage, Wellness

MARKETS: 35

PRIMARY MARKET: Sweden

SALESPEOPLE: 8,000

EMPLOYEES: 226

HEADQUARTERS: Västra Götaland, Sweden

EXECUTIVE: Dag Berghein Pettersen, CEO

YEAR FOUNDED: 2007

STOCK SYMBOL: ZZ-B.ST

WEBSITE: zinzino.com

49 BEARCERÉJU CO. LTD.

2023 NET SALES: $165 million

COUNTRY: Japan

BearCeréju is a company that uses herbal aromatherapy along with cellular technology to rejuvenate and beautify without artificial or engineered additives.

2022 RANK: 42

2022 NET SALES: $172 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Not Available

PRODUCTS: Cosmetics, Personal Care, Health & Wellness MARKETS: 3

PRIMARY MARKET: Not Available

SALESPEOPLE: Not Available

EMPLOYEES: Not Available

HEADQUARTERS: Tokyo, Japan

EXECUTIVE: Shinobu Suzuki, CEO

YEAR FOUNDED: 1992

WEBSITE: bearcereju.co.jp

50 ASEA

2023 NET SALES: $160 million

COUNTRY: USA

ASEA is a global leader in redox-based technologies that support cellular health. ASEA believes that inside each of us is the potential to feel and be our very best. By leveraging the burgeoning science and principles of redox, ASEA offers first-tomarket products and proprietary blends that enhance the signaling, performance and nutrition of your cells.

2022 RANK: 43

2022 NET SALES: $170 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level PRODUCTS: Health & Wellness, Fitness MARKETS: 33

PRIMARY MARKET: USA

SALESPEOPLE: 55,000

EMPLOYEES: 300

HEADQUARTERS: Pleasant Grove, Utah

EXECUTIVE: Scott Aldred, CEO

YEAR FOUNDED: 2009

WEBSITE: aseaglobal.com

52 VESTIGE MARKETING

2023 NET SALES: $154 million

COUNTRY: India

Vestige Marketing is a direct selling company offering world-class wellness products. All products are GMP and Halal certified.

2022 RANK: N/A

2022 NET SALES: N/A

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level PRODUCTS: Cosmetics, Personal Care, Health & Wellness

MARKETS: 7

PRIMARY MARKET: India

SALESPEOPLE: Not Available

EMPLOYEES: Not Available

HEADQUARTERS: New Delhi, India

EXECUTIVE: Gautam Bali, Managing Director

YEAR FOUNDED: 2004

WEBSITE: myvestige.com

53

GIFFARINE SKYLINE UNITY CO. LTD

2023 NET SALES: $150 million

COUNTRY: Thailand

Giffarine manufactures and distributes high-quality products including cosmetics, food supplements, personal items and food products. Starting with 84 products, Giffarine now has over 2,000 premium-quality, reasonably priced items to accommodate every target group with plans to expand markets worldwide.

2022 RANK: 45

2022 NET SALES: $159 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level PRODUCTS: Beauty, Food & Beverage, Fragrance, Health & Wellness, Fitness, Home Care

MARKETS: 38

PRIMARY MARKET: Thailand

SALESPEOPLE: 850,000

EMPLOYEES: 1,800

HEADQUARTERS: Bangkok, Thailand

EXECUTIVE: Dr. Nalinee Paiboon, M.D, President

YEAR FOUNDED: 1996

WEBSITE: giffarine.com

51

AMARE GLOBAL

2023 NET SALES: $159 million

COUNTRY: USA

Amare is helping to lead the global mental wellness revolution. Its mission is to create a holistic mental wellness platform of products, programs and people.

2022 RANK: N/A

2022 NET SALES: N/A

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Health & Wellness

MARKETS: 50

PRIMARY MARKET: USA

SALESPEOPLE: Not Available

EMPLOYEES: Not Available

HEADQUARTERS: Lehi, Utah

EXECUTIVE: Jared Turner, CEO

YEAR FOUNDED: 2016

WEBSITE: amare.com

54

HINODE GROUP

2023 NET SALES: $149 million

COUNTRY: Brazil

Hinode Group believes in beauty from the inside out and from the outside in, which manifests itself in everything and goes far beyond aesthetics. Hinode Group offers products that value health, wellbeing and lifestyle.

2022 RANK: 41

2022 NET SALES: $185 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Beauty, Food, Beverage, Fragrance, Health, Wellness & Fitness

MARKETS: 8

PRIMARY MARKET: Brazil

SALESPEOPLE: 650,000

EMPLOYEES: 490

HEADQUARTERS: São Paulo, Brazil

EXECUTIVE: Marilia Rocca, CEO

YEAR FOUNDED: 1988

WEBSITE: grupohinode.com

55 GREENIX PEST CONTROL

2023 NET SALES: $140 million COUNTRY: USA

Greenix is committed to building a customer relationship based on trust and a promise to help take care of their customer's homes and services.

2022 RANK: N/A

2022 NET SALES: N/A

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level PRODUCTS: Pest Control Services

MARKET: 1

PRIMARY MARKET: USA

SALESPEOPLE: Not Available

EMPLOYEES: Not Available

HEADQUARTERS: Orem, UT

EXECUTIVE: Bob Nilsen, Chairman & CEO

YEAR FOUNDED: 2011

WEBSITE: greenixpc.com

56 MANNATECH

2023 NET SALES: $132 million COUNTRY: USA

Mannatech is a global wellness solution provider, which was incorporated and began operations in November 1993. Mannatech develops and sells innovative, high-quality, proprietary nutritional supplements, topical skincare and anti-aging products and weightmanagement products that target optimal health and wellness.

2022 RANK: 47

2022 NET SALES: $137 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level PRODUCTS: Health & Wellness, Fitness

MARKETS: 44

PRIMARY MARKET: USA

SALESPEOPLE: 200,000

EMPLOYEES: 110

HEADQUARTERS: Flower Mound, Texas

EXECUTIVE: Landen Fredrick, President & CEO

YEAR FOUNDED: 1993

STOCK SYMBOL: NASDAQ-MTEX

WEBSITE: mannatech.com

58 MARUKO CO LTD.

2023 NET SALES: $121 million

COUNTRY: Japan

Maruko is a Japanese company that engages in the manufacture and sales of body makeup, lingerie, skincare and cosmetics.

2022 RANK: 49

2022NET SALES: $128 million

SALES METHOD: Person-to-Person

COMPENSATION STRUCTURE: Multi-Level PRODUCTS: Cosmetics, Personal Care, Clothing

MARKET: 1

PRIMARY MARKET: Japan

SALESPEOPLE: Not Available

EMPLOYEES: 1,720

HEADQUARTERS: Osaka, Japan

EXECUTIVE: Shinji Iwamoto, President & CEO

YEAR FOUNDED: 2018

57KK ASSURAN

2023 NET SALES: $127 million

COUNTRY: 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.

2022 RANK: 46

2022 NET SALES: $139 million

SALES METHOD: Person to Person

COMPENSATION STRUCTURE: Multi-Level

PRODUCTS: Skincare, Cosmetics, Soaps & Detergents

MARKET: 1

PRIMARY MARKET: Japan

SALESPEOPLE: 500,000

EMPLOYEES: 410

HEADQUARTERS: Fukuoka, Japan

EXECUTIVE: Takasaki Higashi, President & CEO

YEAR FOUNDED: 1994

WEBSITE: assuran.co.jp

DIRECT SELLING NEWS

WEBSITE: maruko.com * NOTE: DSN relies on public filings for those companies in the public markets.

For You6

E

and utilizing in order to stay engaged, informed and one step ahead.

BY CHELSEA HUGHES VERYTHING

AI TOOL Motion

Ready to be 137 percent more productive? Motion, a new and revolutionary AI-powered scheduling assistant, claims you can be. The platform automatically plans your day based on priorities and dependencies, breaking them down into tasks so that you can simply focus on executing rather than planning. Motion dynamically syncs and optimizes your work and personal calendars throughout the day so that your plan is always up for a week, then $19/month

BOOK / Real Leadership: 9 Simple Practices for Leading and Living with Purpose - Volume 2

BY JOHN ADDISON

When John Addison’s book, Real Leadership: 9 Simple Practices for Leading and Living with Purpose, was released in 2016, it quickly became a Wall Street Journal and USA Today bestseller. As the former Co-CEO of Primerica, Addison gleaned priceless leadership experiences that he shared in that book and has now expounded upon in his recent sequel, Real Leadership, Volume 2. In this update, Addison includes a bonus chapter and a substantial download called the Real Leadership Roadmap.

Think of Miro as a one-stop-shop for product development workflows, visual project management, process mapping, brainstorming, data visualization and so much more. It connects with over 130 apps to ensure that your entire company can collaborate in one scalable, secure, visual workspace. Free accounts include over 2500 templates and app integrations, with more collaborative and enhanced plans offered at up to $16/month per user.

For Your Field

“ Culture eats strategy for breakfast.

WORDS TO L EAD BY:

—PETER DRUCKER

PODCAST / Think Fast, Talk Smart

BY STANFORD GRADUATE SCHOOL OF BUSINESS

Turn off the true crime podcast and turn on Think Fast, Talk Smart—a communication masterclass hosted by Matt Abrahams, a lecturer of Strategic Communication at Stanford Graduate School of Business. In each episode, Abrahams interviews experts to dissect real-world challenges—such as, “How can I write better emails? How can I manage my reputation? How can I think better when I’m put on the spot?” to help distributors sharpen their communication skills.

AUDIOBOOK / The Story Edge: How Leaders Harness the Power of Stories to Win in Business

BY KINDRA HALL

When your title is “Chief Storytelling Officer,” you might know a thing or two about telling stories. In her brand-new book, keynote speaker, best-selling author and National Champion storyteller Kindra Hall shares why good storytelling is a critical part of successful leadership. The Story Edge will teach your field why, when and how to tell stories that engage audiences, build consensus and inspire action.

VIDEO / TEDx Talk: My Philosophy for a Happy Life

BY SAM BERNS

With over 53 million views and counting, Sam Berns’ TEDx Talk is ranked as one of the Top 25 talks of all time. Born with a rare genetic disorder called progeria, Berns faced more obstacles and discouragement than most in his 17 years. Berns’ principles for happiness helped him live life to the fullest. His tips are valuable, but the instant perspective and subsequent paradigm shift you’ll gain from watching this talk are priceless. DSN

32K+ Unique Downloads and Still Growing Strong

THE DIRECT APPROACH WITH WAYNE MOOREHEAD CANDID AND INSIGHTFUL CONVERSATIONS ABOUT TODAY’S EVOLVING CHANNEL.

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

Wayne and the rest of the DSN family would like to thank our growing audience and the 70+ executives and guests for their candor and participation.

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

Here’s a snapshot look at recent episodes!

[ EPISODE 75 ]

Local Creation, Global Growth: Amway’s Formula for Building Brands with Brandi Huyser, Vice President of Integrated Health and Wellbeing

AMWAY HAS SAT ATOP the DSN Global 100 List for over a decade. Brandi has been with the company for over 27 years in marketing, sales, finance and global market expansion including a significant role in the growth of the iconic XS brand.

IN THIS EPISODE Brandi shares her extensive insights into brand strategy, market positioning and the power of authentic partnerships for global brand growth.

[ EPISODE 76 ]

Adapt and Localize: Keys to Growth in Direct Selling with David Brown and Ryan Thompson, CoFounders and CoCEOs of ACTIVZ

OMNICHANNEL AND MULTINATIONAL, ACTIVZ is growing rapidly. Launched in 2017, the Utah-based company defied convention and chose to focus exclusively on the Hispanic market by launching in Mexico— listen in for a startup success case study.

IN THIS EPISODE David and Ryan explain how they successfully launched and expanded internationally, prioritizing relationships and adapting to local cultures.

NEVER MISS AN EPISODE—2024 is providing another year of insights, tips, takeaways and action items provided by some of the most notable names in the channel. If it’s impacting direct selling, Wayne and his guests will be talking about it on the Direct Approach. New episodes drop every other Thursday—make sure to subscribe!

HELP YOUR PEOPLE AND BUSINESS GROW

NOMINATE YOUR TOP PERFORMERS TODAY!

The SHIFT podcast, hosted by Blake Mallen, sets a bold new standard for excellence in direct selling. It’s a community and platform from a trusted source where top performing distributors can share their stories to motivate and inspire micro-entrepreneurs across the globe.

The SHIFT not only helps your existing distributors grow as people, it can help you grow in numbers! We talk about what’s working today, empowering your field with the right tools and the right mindset to finally make The SHIFT!

The pod is off to a great start—and the momentum is growing! We’re giving you the power to shine a spotlight on today’s trailblazers and power players by using the QR code to nominate your top performing field leaders.

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Listen on your favorite platform and visit ShiftPodcast.com to share with your community.

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12K+ unique downloads 18 high-impact guests and counting *in entrepreneurship podcasts.

5-Star Reviews!

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DSU SPECIAL EDITION

TAMARA SWEASY

Solving Your Delivery Dilemmas

How third-party logistics partners can enhance efficiency in turbulent times.

BY IRENE SCHARMACK, CEO / QUICKBOX

THE DIRECT SELLING LANDSCAPE has changed dramatically over the last decade. Sellers have taken on technological advancements; adjusted to changes in consumer behavior; and dealt with regulatory shifts. And this industry continues to face changes and often turbulence due to global dynamics.

When it comes to logistics, in the last year alone, we’ve seen possible carrier strikes, escalating rates and an increasingly complex supply chain. In turn, businesses have been compelled to seek solutions that help enhance efficiencies while controlling costs. That’s where reputable third-party logistics (3PL) partners come in.

By offering specialized expertise and comprehensive resources that go beyond basic logistical services, the right 3PL provider can help companies navigate these types of complex changes with greater agility and foresight.

THE SHIPPING INDUSTRY is going through a number of changes that can significantly affect logistics and operations.

Current Shipping Challenges

The shipping industry is going through a number of changes that can significantly affect logistics and operations. For instance, the UPS contract negotiations earlier this year highlighted the potential for carrier strikes and the dramatic disruption a strike could lead to. The potential economic impact and the scale of disruption were jaw-dropping, with estimates suggesting a mere 10-day work stoppage could have resulted in up to $7 billion in economic losses.

Labor disputes aren’t the only concern. Rate increases throughout the industry have also had a significant impact on logistics. Major carriers— including FedEx and UPS—have announced general rate increases of approximately 5.9 percent for this year. 3PLs, direct sellers and other industry players have had to adjust to these increased operational costs and changing market conditions.

It goes without saying that rate hikes and market disruptions like these can add a significant financial burden to businesses, especially those that rely on efficient and cost-effective shipping solutions. They can also lead to frustration and fear within your company as you navigate significant changes and adjust how you do business.

Fortunately, some sought-after 3PL providers have been instrumental in helping mitigate the financial and emotional impact of these industrywide challenges. By leveraging extensive networks and using their expertise, some 3PLs have been able to negotiate better rates and offer more flexible shipping solutions. They can also provide solutions to increase efficiencies. Thus, businesses can adapt more swiftly to market changes.

Partnerships with the right 3PL can reduce overhead costs associated with logistics. In addition, they can enhance overall operational agility. Some providers have been able to negotiate more favorable terms with several carriers to help shield clients from the brunt of sudden rate increases. This buffer against market volatility can help businesses weather turbulent times. By providing expertise, guidance and business insights, the right 3PL partner can help your business become more resilient during both good times (such as sales surges) and bad (like shipping disruptions).

Shipping Optimization Techniques

There are several ways a reputable 3PL can help optimize shipping. The dual-node strategy, for example, is a sophisticated logistics approach that uses two strategic warehouse locations to optimize the supply chain. This method not only speeds delivery times by positioning inventory closer to end consumers, but it can also significantly reduce shipping costs by decreasing the distance packages need to travel to land on your customers’ doorsteps.

3PLs that are able to effectively use this strategy can ensure faster, more cost-effective deliveries across different regions. This can enhance customer satisfaction. Plus, it can reduce your company’s carbon footprint, which many consumers find appealing.

BY INTEGRATING ZONE

SKIPPING into a broader logistic strategy, your company may enjoy substantial savings as well as improved delivery efficacies.

Zone skipping is another effective logistics technique. In short, shipments are consolidated and sent directly to a carrier’s regional hub. This helps bypass several sorting steps for a more efficient operation. For example, it reduces handling, which can significantly lower the chances of shipping errors and delays. It can be particularly effective for businesses that ship larger volumes of packages across wide geographical areas. By integrating zone skipping into a broader logistic strategy, your company may enjoy substantial savings as well as improved delivery efficacies, which is crucial for direct sellers in today’s fast-paced environment.

The best providers use both dual-node and zone-skipping strategies with various clients, leading to marked improvements in both delivery speed and reduced costs. For example, one major brand chose to restructure their logistics operations to use a dual-node strategy. This single change led to a 20 percent decrease in delivery times and a 15 percent reduction in shipping costs. Ultimately, this resulted in increased customer satisfaction and improved competitiveness in the market for this retailer.

Is Your Business Up for the Challenge?

As a direct seller, you’re no stranger to change. You understand the importance of being proactive and adaptable. Can your current 3PL keep up with these changes?

Collaborating with a knowledgeable 3PL provider can help businesses not only overcome challenges related to carrier strikes, rate increases and other unexpected challenges, but they can also gain a competitive edge by optimizing shipping and logistics strategies. This adaptability ensures your business can remain resilient in the face of supply chain uncertainties, changing market forces and other unforeseen challenges. DSN

is an esteemed leader and

With a wealth of industry experience spanning over 25 years,

strong operations background has been instrumental in establishing QuickBox as a trusted name in the fulfillment industry. Under her guidance, the company excels in delivering seamless and efficient services to clients worldwide.

IRENE SCHARMACK

CEO of QuickBox Fulfillment.

Irene’s

The DSA ENGAGE Conference Series and Direct Selling Compliance Professional Certification Program (DSCP-CP) is redefining Executive Education for 2024: This is your exclusive ticket to forging profound connections with the channel’s pioneers.

Executive Education

June 12–15, 2024 Headquarters Boise, Idaho

Envision each conference as a dynamic platform igniting forward-thinking conversations on the future of direct selling.

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October 16–18, 2024 Washington, DC

October 16, 22 & 24, 2024 Washington, DC/Virtual Direct Selling Compliance Professional Certification Program

Fall 2024

DSA Executive Education: A Legacy of Engagement

THE 2020 surge in engagement among executives from DSA member companies is a testament to the profound impact of the Association’s executive education programs.

During the past six months alone, nearly 1,000 executives participated in key events such as the DSA START Summit, SALES Conference, Social Media Day and the Direct Selling Certification Program’s recertification class, highlighting the pivotal role of education in empowering leaders.

This should not come as a surprise: over the years, executives have attested to how participating in DSA executive education has helped reshape the trajectory of their companies, equipping them with the knowledge and insights needed to drive success in an evolving marketplace.

Looking ahead to June 12-13, 2024, we eagerly anticipate the second event in this year’s DSA ENGAGE Conference Series: the DSA Technology + Operations Conference, hosted by Scentsy, Inc. at their Boise, Idaho headquarters.

This event promises to assemble technology, operations, supply chain and manufacturing leaders from top direct selling brands to explore the transformative potential of technology in enhancing efficiencies and unlocking new profit avenues.

At the heart of the conference agenda is technology’s role in reshaping how direct sellers operate as we continue through this period of digital transformation. We will explore AI’s impact on customer engagement, illustrating how channel

MELISSA K. BRUNTON

Senior Vice President , Education & Meeting Services, DSA

leaders are pioneering personalized approaches and leveraging technology to attract younger distributors.

Presentations will spotlight strategies for addressing the challenges like knockoffs and counterfeits. They will also show how technology can be used to elevate customer experiences and explore the evolving landscape of IT governance and data laws domestically and globally.

For over 115 years, the DSA has been a beacon for shared knowledge and community building, where successful companies pay it forward to nurture emerging organizations. Through education and networking, the DSA cultivates a tight-knit community founded on trust, enabling the channel’s influence to extend far and wide. Like member companies’ relationships with their salesforces, these in-person meetings forge lasting bonds, driving membership support and participation.

DSA remains committed to fostering a resilient direct selling community through education, peer interaction and shared experiences. In the secure, confidential environments provided by DSA events, colleagues and peers collaborate to generate innovative ideas that will shape the future of the direct selling channel.

As we navigate the evolving landscape of direct selling, let us continue to learn, grow and innovate together, paving the way for our channel’s brighter and more prosperous future. Thank you for being part of this incredible journey of education, collaboration and community building within the DSA. DSN

SUPPLIER DIRECTORY

SQUIRE

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

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

PAYQUICKER

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

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

I-PAYOUT

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

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

LACORE PAYMENT TECHNOLOGIES

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

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

MINER GROUP LLC

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

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

WORLDPAY

8500 Governors Hill Drive Cincinnati, OH 45249 866-622-2390 worldpay.com

Worldpay powers businesses of all sizes to make, take, and manage payments. Whether online, in store or mobile, you’ll find Worldpay at the heart of great commerce experiences globally.

METRICS GLOBAL, INC

1160 N. Town Center Drive, Suite 100 Las Vegas, NV 89144 info@metricsglobal.com 702-757-9600 metricsglobal.com

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

STRATEGIC CHOICE PARTNERS

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

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

NEXIO

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

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

AMWARE FULFILLMENT

4505 Newpoint Place

Lawrenceville, GA 30043 sales@amwarelogistics.com 866-888-2999 amwarelogistics.com

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

QUICKBOX

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

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

CANADA CARTAGE LOGISTICS SOLUTIONS

1615 Clark Blvd.

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

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

LACORE LOGISTICS

900 Wilmeth Road

McKinney, TX 75069 214-817-4802 lacorelogistics.com

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

MULTI IMAGE GROUP

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

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

ADI MEETINGS AND EVENTS

6380 Silver Sage Dr. Park City, UT 84098 dianna@adimeetings.com 321-423-7229 adimeetings.com

ADI meetings is a women owned global corporate incentive travel, meetings, and event management company. We curate once-in-a-lifetime experiences for your attendees, connecting top achievers to your brand while understanding and meeting the needs of your industry.

KATAPULT EVENTS

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

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

DIRECT SALES EXPERTS INC. EXECUTIVE SEARCH

8305 Via Vittoria Way Orlando, FL 32819 craig@directsalesexperts.com 407-489-3351 directsalesexperts.com

Direct Sales Experts is a highly confidential Global Executive Search Firm with over 50,000 top direct sales executives on file. Let us help you find A Players to grow your business.

HANNA SHEA

844-344-7177 hannashea.com

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

SUPPLIER DIRECTORY

E.A. DION, INC.

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

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

ROYAL CARIBBEAN INTERNATIONAL

1080 Caribbean Way Miami, FL 33132

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

ICONIC SHIPS. EPIC ADVENTURES. ULTIMATE EVENTS.

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

MOMENTUM FACTOR

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

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

NOW TECH

5717 Legacy Drive, Suite 250 Plano, TX 75024 sales@now-tech.com now-tech.com

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

BYDESIGN TECHNOLOGIES

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

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

EXIGO

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

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

FLIGHT COMMERCE

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

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

INFOTRAX SYSTEMS

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

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

THATCHER TECHNOLOGY GROUP, LLC

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

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

THANK YOU TO OUR PREMIER PRESENTING SUPPLIER PARTNER!

PENDLEY MANOR

Our first-ever Direct Selling University in Europe exceeded expectations and we couldn’t have done it without these best-in-class suppliers! Thanks to your help, we can offer empowering events as FREE education and inspiration for direct selling executives. JUNE 2024

THANK YOU TO OUR SUPPLIER SPONSOR PARTNERS!

THANK YOU TO OUR 2024 SPEAKERS!

These extraordinary global executive leaders are steering the helm of today’s leading direct selling companies. Thank you for sharing your insights, strategies and innovative approaches that are shaping the contemporary landscape of the direct selling industry.

STUART JOHNSON CEO, Direct Selling Partners, Direst Selling News & Direct Selling Capital Advisors

HEATHER CHASTAIN Founder & CEO Bridgehead Collective

KELLY LLOYD-SANDERSON Vice President & General Manager UK & Poland Arbonne

SUSANNAH SCHOFIELD Director General DSA UK

JOHN ADDISON Founder & CEO Addison Leadership Group

DAN DEBNAM Founder & CEO Conturae

CHRIS McDERMOTT CEO The 1:1 Diet by Cambridge Weight Plan

ANDREW SMITH Sales Manager, Europe, South America, Australia and New Zealand Amway

GARRETT MCGRATH Direct Selling Industry Expert Special Advisor Bravenly Global

DAN JENSEN Founder Dan Jensen Consulting

WAYNE MOOREHEAD Marketing, Brand Strategy & Direct-to-Consumer Industry Expert | Podcast host

ORVILLE THOMPSON Co-Founder & Co-CEO, Scentsy

OSCAR CANO ARIAS Managing Director DSE

ANDI SHERWOOD Director of Strategy & Plan Design Dan Jensen Consulting

AYO OLASEINDE President, Saladmaster & DSA UK Chairman

EMRE TUNA President Farmasi

BERKICH President LifeWave

FERNÁNDEZ-PACHECO Vice President Europe Immunotec

SCHIFFNER Business Development Manager Just International

VITAL Executive Director, AD Interim SELDIA

MEREDITH

DIRK

IMELDA

AURELIO