October 2024 Direct Selling News by directsellingnews

BILLION DOLLAR MARKETS

IS PRIVATE EQUITY A SAFE BET? / INDUSTRY EXPERTS WEIGH IN WORDS MATTER / UPDATE YOUR MESSAGING

LEMONGRASS SPA / 20+ YEARS OF NATURE INSPIRED BEAUTY NEUMI / THE SMART STARTUP

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

MORE EVENTS

MORE COUNTRIES

EVENT OVERVIEW

Introducing the 1st DSU LATAM Event!

This landmark DSU event spotlights the companies and executives leading the charge in Latin American markets. Hear from some of the channel’s top leaders who are thriving in Latin America today, and gain key insights and guidance on best practices to expanding into new LATAM markets.

You’ll also hear from corporate leaders experiencing growth in the Hispanic market in North America and beyond. Engage with industry leaders, gain critical insights into the market’s growth and potential and connect with professionals driving success in this thriving sector. Whether you’re currently operating in LATAM or not, this session is sure to deliver the insights that can make a huge impact at your company moving forward.

Make plans now to join us January 8-9, 2025 and be part of the conversation shaping the future of direct selling in LATAM.

SPEAKERS

AL BALA Mannatech

PAULO MOLEDO

Cite

ARMAND PUYOLT Vida Divina Founder

ALEX HOFFMAN

STUART

SINAN TUNA

SARAH PAULK

Lemongrass Spa Over 20 Years of Nature-Inspired Beauty BY JENNY VETTER Neumi The Smart Startup Making a Splash BY MARK ROBERTS

DEPARTMENTS FOR YOU / FOR YOUR FIELD / Your Essential Monthly Motivation BY CHELSEA HUGHES WORKING SMART / The Future of Direct Selling is Social BY GREG FINK

52

COVER STORY

BILLION DOLLAR MARKETS

The annual in-depth look at the biggest markets around the globe.

BY SARAH PAULK

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.

POSTMASTER: Send address changes to 5717 Legacy Drive, Suite 250, Plano, TX 75024.

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DIRECT SELLING NEWS

Serving the Direct Selling and Network Marketing Executive Since 2004

A Direct Selling Partners Company

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Stuart P. Johnson

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Patricia White

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Lisa Robertson editor@directsellingnews.com

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Greg Fink Mark Roberts

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David Lee

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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.

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Partnering with DSN has helped QuickBox emerge into a vertical of great merchants and vendors alike. They have helped us grow and understand the industry and how we can better support the great companies in it.

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720-990-5642 / QUICKBOX.COM

Exigo

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

Fluid

385-336-7404 / FLUID.APP PAGE 2

Association for Entrepreneurship

844-750-5927 / AFEUSA.ORG PAGE 12

i-payout

DISCOVER@I-PAYOUT.COM / I-PAYOUT.COM PAGE 21

Nexio 877-551-5504 / NEX.IO PAGE 37

Strategic Choice Partners

504-252-4500 / STRATEGICCHOICEPARTNERS.COM PAGE 14

Metrics Global

702-757-9600 / METRICSGLOBAL.COM PAGE 23

Momentum Factor

512-690-2134 / MOMOFACTOR.COM

PAGE 25

Teqtank

844-605-9624 / TEQTANK.COM

PAGE 25

Flight Commerce

813-277-0625 / FLIGHTCOMMERCE.COM PAGE 15

Quickbox

720-990-5642 / QUICKBOX.COM PAGE 17

Thatcher Technology Group

630-696-4545 / THATCHERTECH.COM PAGE 19

Squire 801-225-6900 / SQUIRE.COM/NETSUITE PAGE 65

Katapult 407-915-9060 / KATAPULTEVENTS.COM PAGE 84

Direct Selling Association 202-452-8866 / DSA.ORG PAGE 92

iCentiviz

877-333-3023 / ICENTIVIZ.COM

PAGE 28

E. A. Dion

800-445-1007 / EADION.COM

PAGE 29

ADI Meetings & Events

321-423-7229 / ADIMEETINGS.COM PAGE 29

World Pay

GETINFO@FISGLOBAL.COM / WORLDPAY.COM INSIDE BACK COVER

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 Sponsors. Thank you for your dedication to the direct selling channel! For information on how to become a DSU Event Sponsor in 2025, email nratcliff@directsellingnews.com.

Direct Selling’s Biggest Markets

FALL IS HERE—it’s when we all turn our attention to spending time with family and friends and fun harvest activities. One of my favorite fall traditions is DSU—and we just wrapped up another amazing event where we took a frank and fearless look at the channel and what challenges and opportunities we face. With everyone planning for 2025, this was the perfect time to come together as a channel and share our best insights and strategies.

This is always one of our most anticipated issues of the year—Billion Dollar Markets. We take the pulse of the industry through a comprehensive “state-of-the-channel” report, checking in on how the largest markets are performing, continent by continent based on data. We think you’ll find some of the results of this year’s report surprising—and encouraging.

We have two other features this month that I’m personally very excited about. We take a deep dive into the impact private equity is having on the channel. We also expand on last

month’s cover story with an article from Heather Chastain discussing tweaking the language we use to better connect with the sales force.

In other content, we highlight the can-do spirit of Lemongrass Spa and the startup success story being told at Neumi.

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

I hope you all found our recent DSU event to be as enlightening and informative as I did. We are already planning our biggest ever slate of events for 2025—stay tuned!

All the best,

Patricia White | Publisher | pwhite@directsellingnews.com

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.

n Greenway Global Announces Partnership with Jeunesse Global

n Fluid Acquires Software Development Company Think Box

n Terry Lacore Launches New Direct Selling Brand Shoply.com

n Oriflame Streamlines Ordering Process with Robot-Operated Warehouse

n Avon Products, Inc. Initiates Voluntary Chapter 11 Proceedings

dōTERRA Convention Welcomes More Than 7,000 Attendees

dŌTERRA’S 2024 CONVENTION, THEMED RECLAIM, welcomed more than 7,000 distributors and customers and generated an estimated $10 million in direct visitor spending for Salt Lake City, Utah. The event featured an essential oil symposium, interactive general sessions, a recognition gala and the unveiling of a number of new products as well as updates to fan favorites.

“This year’s convention theme is Reclaim,” said Kirk Jowers, dōTERRA CEO. “We hope this theme will inspire all to reclaim their health and wellness. With the unveiling of new products, our industry leading science-based research on essential oils, phenomenal speakers including Lindsay Vonn, and reconnecting with our dōTERRA community, we know this year will be epic. Thanks to Salt Lake City, which makes this massive event possible every year. The gorgeous backdrop, incredible amenities and outdoor activities offered here make the convention a much-anticipated annual destination for all!”

Saladmaster Hosts Global Leadership Summit in Madrid

SALADMASTER WELCOMED MORE THAN 400 Saladmaster

Dealers and entrepreneurs from 27 countries for its first Global Leadership Summit since 2019, following disruptions caused by the COVID-19 pandemic.

The summit event was held in Madrid, Spain and featured keynote speakers Ben Hunt-Davis, Olympic rowing champion, and Dr. Amna Khan, consumer behavior and retailing expert, as well as presentations from top sales leaders who shared business growth and operations strategies. The Women of Saladmaster Panel delivered high-impact stories of how they have built positive cultures across diverse regions.

Third Annual Amway Cares Event Serves Local Non-Profits

AMWAY HOSTED ITS THIRD ANNUAL AMWAY CARES volunteer event, working alongside 800 of its Ada, Michigan-based employees, to serve 28 non-profit organizations across Kent County. The employee volunteers donated more than 5,000 volunteer hours and supported 41 projects including landscaping, food reclamation, painting, farm work, bed building and more.

“Community building is paramount to our health and wellbeing mission,” said Will Templeton, Amway Director of Corporate Social Responsibility. “Amway Cares: Week of Service exemplifies our commitment to supporting communities where our employees and Amway Business Owners work and play.”

Herbalife Partners with LA Galaxy to Support Back-to-School Event

HERBALIFE AND MAJOR LEAGUE SOCCER CLUB LA GALAXY worked together to support community organization A Place Called Home (APCH) at its annual back-to-school event. APCH’s Joint Community Partnership Fund provided school supplies to 1,000 South Central Los Angeles youth and families. Attendees at the event also had the opportunity to visit a community health and resource fair, which provided access to health and wellness checks, optometry screenings, vaccinations, mammograms and workforce registrations.

The donation by Herbalife and LA Galaxy of 1,000 backpacks included pencils, crayons, rulers, notebooks, calculators and pens. LA Galaxy players Edwin Cerrillo, John McCarthy, Mauricio Cuevas, Tucker Lepley, Isaiah Parente and Jalen Neal, as well as LA Galaxy staff and Herbalife officials were also in attendance to meet with students and help distribute backpacks.

For the full articles, visit directsellingnews.com/ insights

Amazon Partners with TikTok and Pinterest

Customers in the US can now link their Amazon accounts to their TikTok and Pinterest profiles for easier shopping. With this new partnership, shoppers will be able to buy products and checkout directly from ads without ever leaving the social media apps.

Amazon already offers this service through in-app shopping with Facebook, Instagram and SnapChat, and TikTok and Pinterest users will now enjoy the same streamlined purchasing process. In TikTok, Amazon’s product recommendations will appear in user’s “for you” feed that will include pricing information, Prime availability and delivery time estimates.

US Judge Blocks FTC’s Non-Compete Ban Nationwide

District Judge Ada Brown has officially blocked the US Federal Trade Commission’s (FTC) rule banning noncompete agreements. Brown had temporarily blocked the rule in July, stating the FTC did not have rulemaking authority. The court was expected to issue a final order on the merits just before the Rule was to take effect on September 4, but instead issued a memorandum opinion ten days ahead of schedule.

In her ruling, Brown said: “The Commission’s lack of evidence as to why they chose to impose such a sweeping prohibition [...] instead of targeting specific, harmful non-competes, renders the Rule arbitrary and capricious.”

This final ruling does not prevent the FTC from prohibiting noncompetes or delivering enforcement actions, but it must do so on an individual, case-by-case basis.

In its original Rule approved in April, 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. It leaned heavily on language from the FTC Act, specifically citing “unfair method of competition” as the basis for the violation.

Pushback against the FTC’s proposed rule was swift and significant, but court opinions appeared to be mixed. While Brown placed a preliminary injunction on the action in the state of Texas, a Pennsylvania federal judge ruled in the FTC’s favor, describing noncompetes as virtually never justified. DSN

For the full articles, visit directsellingnews.com/ announcements

EXECUTIVE ANNOUNCEMENTS

OLGA BOTERO BEFRA, BOARD OF DIRECTORS

Betterware de Mexico, now known as BeFra, announced Olga Botero has been appointed Independent Director of its board. Botero brings expertise in strategy, finance, digital business and marketing to the role and becomes the ninth out of twelve board members who are Independent Directors.

“We are delighted to welcome Olga to our board,” said Luis G. Campos, “BeFra Executive Chairman of the Board. We look forward to leveraging her expertise and are confident she will provide valuable perspectives as we advance our digital strategies within the group.”

MŌDERE EXPANDS LEADERSHIP TEAM WITH STRATEGIC HIRES

Mōdere announced three executive leadership appointments as the company positions itself for future growth including:

n Heath Tilley, Senior Vice President of Global Operations. Tilley’s career spans more than three decades of end-to-end supply chain experience in consumer goods and includes work within the direct-to-consumer, traditional retail, wholesale and direct selling channels.

n Cammie Taylor, Chief People Officer. Taylor brings experience building and optimizing HR departments in a number of organizations within the retail, direct selling and government sectors and has significant expertise within talent management, employee relations and HR strategy.

n Jeff Hildebrandt, Senior Vice President of Global Marketing. Hildebrandt is a direct selling veteran with more than two decades of experience leading marketing within some of the direct selling channel’s most notable brands. He is known for his ability to equip high-performing teams and for executing strategies that drive market and revenue growth.

“We continue to build Mōdere as a destination for top talent who can accelerate our vision to become the most trusted name in wellness,” said Nate Frazier, Mōdere President and Executive Chairman. “We’re pleased to welcome Heath, Cammie and Jeff to strengthen our deep leadership team as we lay the groundwork for Mōdere’s future.”

PM-INTERNATIONAL EXPANDS EUROPEAN MANAGEMENT BOARD

PM-International announced key executive appointments as it expands its Management Board in Europe.

n Patrick Bacher has been named CEO Headquarter Europe. Bacher is a founding member of PM-International and has been with the company for 31 years. Previously, he served as CSO and COO for Headquarter Europe and was integral in leading the company through its expansion in Germany as well as the establishment of PM-International’s Logistic Center Europe.

n Sascha Gamper will succeed Bacher as Chief Sales Operations Officer Europe. Gamper has been a part of PM-International for almost two decades, working and learning within sales and operations.

n Adrien Rincheval will now serve as Junior CSO Europe. Previously, he worked as Regional General Manager Sales. Rincheval has extensive experience in sales, field development and internal company procedures and was key in helping the company build its business in the Western European markets.

“We are excited to welcome Sascha Gamper and Adrien Rincheval to the Management Board,” Bacher said. “Their extensive experiences and proven track records will make a decisive contribution to achieving our strategic goals and continuing our course of innovation. At the same time, the expansion with our dynamic board members offers us an exciting opportunity to shape and strengthen the European market in an agile manner.”

RAJENDRAN ANBALAGAN

LIFEVANTAGE, BOARD OF DIRECTORS

LifeVantage Corporation has appointed Rajendran Anbalagan to the company’s board of directors. Anbalagan brings more than two decades of experience managing and implementing large technology and ecommerce programs with particular expertise in enterprise architecture, digital growth and technology advancements, technology integration across platforms and global distribution organization. “We are very excited to welcome Rajendran Anbalagan to the LifeVantage Board,” said Ray Greer, LifeVantage Chairman. “Raj brings extensive technology experience along with a deep understanding of how to leverage digital tools to drive operational excellence. His perspective will be invaluable as we continue to invest in technology solutions to enhance the customer experience and propel our future growth.” 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.

Jim Northrop Advocate for the Direct Selling Channel IN MEMORIAM J

IM NORTHROP,

former Immunotec

President and CEO, has passed away.

Northrop was an advocate for the direct selling channel and the leader of Winfield Consulting, an organization designed to provide strategic support to direct selling companies.

Northrop was an active and significant contributor to the direct selling channel, serving as Chair of the Direct Selling Education Foundation (DSEF) Academic Committee, as a member of both the Direct Selling Association (DSA) and the DSEF Board of Directors and on the DSEF Executive Committee.

After earning an MBA from Columbia University, Northrop served as CEO in a number of notable companies, including divisions of General Mills and J.Crew, and in 1994 acquired Princess House from Colgate-Palmolive, where he worked as CEO from 1994-2006.

His extensive industry experience made him a trusted guide and led him to serve on several corporate boards, including Graphite Metallizing Corporation, Princess House, Creative Memories, Immunotec, Origami Owl, Xyngular and Pure Haven.

Northrup served as DSA Chairman from 2001-2002, and in 2012 was inducted into the DSEF Circle of Honor, which recognizes industry leaders of high integrity who have made extraordinary contributions to the foundation through their dedication and service.

“I grew to know and admire Jim, who was, first and foremost, a friend,” said Joseph Mariano, DSA President. “Self-effacing and selfless, he never

hesitated to respond with a ‘Yes, I will do it,’ whether it was a request from DSA or one of his fellow direct selling executives. Anyone who met Jim will miss his wit, charm and kindness.”

Northrop was also a mentor and lifelong friend to current Immunotec CEO Mauricio Domenzain and a member of the Immunotec board.

“Jim was a man of integrity and kindness,” Domenzain said. “His mentorship and friendship were invaluable. He believed in the potential of every individual and dedicated himself to empowering those around him. Jim’s legacy will continue to live on through the values he instilled in us and the countless lives he touched. Our thoughts and prayers are with his family during this difficult time. We will miss him dearly but will forever be grateful for the time we shared and the lessons we learned from such an extraordinary individual.” DSN

THE GUIDE

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

T>

HE 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.

INCENTIVES & RECOGNITION

UT icentiviz.com

SUPPORT THE FUTURE OF THE CHANNEL.

“

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

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.

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

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).

Visual Impact

BY DAVID LEE

INFOGRAPHICS ARE A DOMINANT TOOL in content marketing, digital communication and education. They offer a visually engaging way to present complex data, making information easier to digest and share. The use of infographics has skyrocketed in recent years, driven by the need for quick, effective communication in a world overloaded with information.

Infographics are popular and effective for several key reasons.

VISUAL APPEAL / People are inherently drawn to visuals. According to MedTech Intelligence, people process visual information 60,000 times faster than text—and 90 percent of information transmitted to the brain is visual. This makes infographics an excellent tool for capturing attention.

SHAR EA BILITY / Infographics are highly shareable on social media platforms, driving traffic and increasing engagement. Their compact, visual nature makes them perfect for platforms like Instagram, Pinterest and LinkedIn.

SEO BE N EFITS / Well-designed infographics can drive traffic to websites and improve search engine optimization (SEO). When infographics are optimized with appropriate keywords, metadata and backlinks, they help boost search engine rankings.

INFOGRAPHICS ARE HIGHLY SHAREABLE on social media platforms, driving traffic and increasing engagement.

% OF INFORMATION TRANSMITTED TO THE BRAIN IS VISUAL.

Why Infographics Are Effective

Infographics align with how the human brain processes information. The brain’s visual processing system is fast and efficient, meaning that well-designed infographics can communicate a message in seconds. This efficiency is critical in marketing, where capturing and retaining the audience’s attention can be challenging. Infographics often combine data, visuals and storytelling. This combination is powerful: data provides credibility; visuals make the content appealing; and storytelling adds an emotional connection. Together, these elements create a memorable experience for the audience, increasing the likelihood of retention and sharing.

Infographics are incredibly versatile and can be applied in many areas. In content marketing, they serve as valuable tools for enhancing blog posts, social media campaigns and newsletters, helping to engage audiences more effectively. Internally, companies use infographics to communicate data; explain processes; and provide updates to employees in a clear and concise way. In education, infographics simplify complex concepts, making learning more accessible for students. In business presentations and reports, they help make data-driven content more engaging and easier to follow.

Artificial intelligence (AI) platforms have revolutionized the creation of infographics by automating complex design tasks, making it accessible even to those without design expertise. Tools like Canva, Piktochart and Venngage use AI to suggest layouts, color schemes and fonts, streamlining the creative process based on industry trends and user preferences.

77ONLINE INFOGRAPHIC & IMAGE STATS

n VISUALS WITH COLOR can boost a person’s willingness to read a piece of content by 80% (SOURCE: SAURAGE RESEARCH)

n PEOPLE WHO FOLLOW DIRECTIONS that include both text and illustrations perform 323% better than those who follow directions without illustrations (SOURCE: SPRINGER)

n 81% OF PEOPLE SKIM the content they read online, with the average user reading only 20-28% of the words during a typical visit

(SOURCE: NN GROUP)

n INFOGRAPHICS can lead to a 12% increase in web traffic (SOURCE: DEMAND GEN REPORT)

n POSTS THAT CONTAIN IMAGES generate 650% higher engagement than those with text-only content (SOURCE: WEBDAM)

n APPROXIMATELY 30% OF MARKETERS prioritize original graphics, such as infographics, over other types of visual content, including videos and GIFs

(SOURCE: VENNGAGE)

n CONTENT WITH RELEVANT IMAGES attracts 94% more views than content without them

(SOURCE: QUICK SPROUT)

Different Versions of Infographics

Infographics come in various formats, each suited to different types of content and goals.

STATISTICAL / These focus on presenting data and statistics, often using charts, graphs and numbers. They are ideal for sharing research findings, survey results and analytical reports.

PROCESS / These explain step-by-step procedures, making the m great for tutorials, instructions and educational content.

TIMELINE / These illustrate the progression of events over time. They are useful for showing historical data, project timelines or company milestones.

COMPARIS ON / These allow side-by-side comparisons of different products, services or ideas. They help audiences quickly understand the differences between two or more items.

GEOGRAPHIC / These utilize maps and location-based data to provide insights related to regions, countries or other ge ographical areas.

LISTS / These are great for replacing bullet points with creative and eye-catching fonts, colors and icons.

The Psychology Behind Infographics

The effectiveness of infographics can be explained by several psychological principles. One is the picture superiority effect, which suggests that people are more likely to remember images than text alone. Visuals help encode information in both verbal and visual memory, leading to better recall. Another principle is cognitive load theory, which suggests the brain has limited capacity for processing information. Infographics reduce cognitive load by breaking information into smaller, visual chunks, making it easier to understand without overwhelming the viewer. The Gestalt principles of visual perception also play a role. These principles explain how people naturally group visual elements and recognize patterns. Infographics that are welldesigned, using alignment, proximity and contrast, guide the viewer’s eye and make information more digestible. DSN

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The Age of the Side Hustle

What demographics are picking up extra income?

BY DAVID LEE

WITH INFLATION STRAINING

HOUSEHOLD BUDGETS, more than half of Americans have turned to side hustles to make ends meet, according to a MarketWatch Guides survey conducted in early 2024. This trend is even more common among younger generations, with 71 percent of Gen Z and 68 percent of Millennials engaging in side hustles. Even 32 percent of Baby Boomers have some type of side gig.

The survey also revealed that two-thirds of Americans are living paycheck to paycheck, showing that even with extra jobs, many remain financially insecure. Among those with side hustles, 44 percent report ongoing financial uncertainty, citing the high cost of living (30 percent) and insufficient income (22 percent) as major obstacles to achieving financial stability.

NEARLY 1/3

OF BABY BOOMERS have turned to side hustles to supplement their income.

How do people make the time to work extra hours? Vistaprint says that 48 percent of side hustlers work on their gig over the weekends, and 59 percent report working from 5 to 9 p.m. through the week.

benefiting from wage increases. This may explain why nearly one-third of Baby Boomers have turned to side hustles to supplement their income.

Inflation has been a significant factor in driving this trend. From late 2020 to mid-2022, inflation outpaced wage growth, meaning that even as incomes rose, purchasing power declined. In June 2022, inflation peaked at 9.1 percent, while wage growth lagged at 5.3 percent. Although inflation has since moderated, it remains above the Federal Reserve’s target, continuing to pressure household finances.

The situation is particularly challenging for Baby Boomers, many of whom are nearing or at retirement age. As retirees living on fixed incomes, they have been hit hard by rising costs without

According to Bankrate, working for extra income 12 hours per week earns a median of $1,122 per month. But 40 percent of Millennials say their side hustle makes up at least half of their monthly earnings. The Motley Fool revealed a significant discrepancy in earnings by gender, with men earning an average of $989 per month and women reporting $361 on their side jobs. The gap also shows more labor-intensive jobs for men such as repairs or landscaping.

As economic stressors and aging demographics collide, the side hustle phenomenon appears here to stay—offering a tangible opportunity for direct selling companies to provide much needed relief and flexibility. DSN

INDUSTRY EXPERTS WEIGH IN ON WHETHER

BY SARAH PAULK

Before Beautycounter’s billion-dollar

valuation, a partnership was forming behind the scenes that was expected to launch the company into even higher stratospheres.

THE CARLYLE GROUP, a private equity firm, was courting the clean beauty brand’s founder Gregg Renfrew with promises of increasing brand awareness and bolstering its omnichannel business model. When the deal between the two parties was finalized in 2021, Carlyle gained a majority stake and Renfrew walked away with around $50 million, according to sources close to the deal.

But all was not as it seemed. Within a year, Carlyle replaced Renfrew with an interim CEO who quickly implemented sharp pivots to the company’s product focus and announced changes to the compensation plan that would create massive reductions in commissions for top sellers. The company went into a tailspin, and in 2024 Carlyle announced the brand would enter foreclosure.

In less than three years, a brand built over a decade with more than 65,000 independent distributors went from unicorn-status to shuttered, and many industry analysts were quick to assign blame. Private equity, they said, was not the hero it purported itself to be.

The Purpose of Private Equity

Private equity can’t be viewed as a binary of right or wrong for the industry, and it certainly has its place. Private equity partners can allow shareholders an exit, they can clean up a cap table and allow a company to be more focused on enterprise value. That capital can also contribute additional cash that can help with growth and reduce behind-the-scenes friction from majority shareholders. Beyond financial support, the most significant and often most attractive value is human capital.

“They’re able to bring managers or board members or some expertise that can help a company break through a stagnant place,”

THREE KEY TAKEAWAYS

1 / PRIVATE EQUITY HAS HAD LIMITED SUCCESS IN THE CHANNEL While success stories do exist, the combination of private equity investors and direct selling companies has had a net negative impact.

2 / DIRECT SELLING IS DIFFERENT

The channel operates differently with an independent sales force and tightknit culture. Strategies from outside the channel often do not translate or resonate with distributors.

3 / COMPANY OWNERS ARE NOT WITHOUT BLAME

While the companies they built or founded might have suffered with the influx and influence of private equity capital, the owners of some companies have enjoyed huge windfalls.

said Brett Blake, Annuity.com Chief Executive Officer and author of Private Equity Investing in Direct Selling

“Often a private equity company will buy a company that has been stuck within ten percent of its sales for a long time and, with the help of the network and capital they bring, they’re able to help a company break through and affect more growth. That was the hope in direct selling—that they would buy good businesses and improve their margins.”

To be clear, there are private equity success stories within the channel. In his book, Blake describes private equity firm LNK as an excellent partner for Beachbody and the two entities’ relationship as a “real success story.”

Direct selling grows in a cyclical nature. Revenue can fluctuate, and the private equity model doesn’t typically align to that time scale . Private equity wants its money out.

—JACOB MCLAIN / Head of Sales for Fluz and former executive at Beautycounter “

Primerica also benefited from private equity involvement. John Addison, a direct selling veteran, was Co-CEO of Primerica when private equity firm Warburg Pincus sponsored the company’s IPO as it separated from Citigroup during the challenging 2008 economic landscape. Primerica was entering an incredibly regulated industry that was subject to federal supervision from the Securities and Exchange Commission, and Warburg Pincus provided the expertise and Washington, D.C. contacts to provide a smooth transition.

“Warburg was incredibly helpful in transitioning us from being a division of a big bank into being our own public company,” Addison said. “Rick Williams and I had run a very large direct selling financial services business, but we had not run a public company as Co-CEOs. Their wisdom and guidance were incredibly helpful.”

Addison is also a board member for LegalShield, and while he was not present when private equity firms MidOcean Partners, Stone Point Capital and, later, Further Global engaged with the company, he describes the results of these collaborations as highly effective and positive. The firms have sold their positions in the business and taken profits, as expected, but they are all still significant owners of the company 13 years after their initial investment—a length of time that Addison describes as “unheard of” in the direct selling industry.

“Great private equity partnerships come down to what the private equity firm wants to do and having a quality management team that can execute the strategy they have laid out,” Addison said. “Having investors with a shared vision of management is critical.”

Jacob McLain, Head of Sales for Fluz and a former executive at Beautycounter, had a similarly positive experience when private equity firm TPG entered Beautycounter in 2014.

“It’s hard to find a successful case study of private equity in the direct sales channel, but Beautycounter was a great example of when things went really well for a long time,” McLain said.

According to McLain, TPG grasped Beautycounter’s vision and provided funding and connections that led to subsequent investors, including celebrity musician and philanthropist Bono. Together, TPG and Beautycounter took time to gradually adjust cost structures and make strategic investments that helped build the brand.

“What worked well was a balance of power with the founding team in place that intimately understood the critical success factors of that business,” McLain said. “That ecosystem was really marked by a comfortable timeline and a willingness to evolve rather than make abrupt changes and shorten an exit timeline.”

But herein lies one of the difficult truths of inviting this type of money into a company. Private equity firms aren’t legacy investors in it for the long haul. The patient ecosystem that helped Beautycounter flourish was upended when a new private equity firm purchased a controlling interest a few years later.

“Direct selling grows in a cyclical nature,” McLain said. “Revenue can fluctuate, and the private equity model doesn’t typically align to that time scale. Private equity wants its money out.”

PRIVATE EQUITY

PARTNERS can allow shareholders an exit, they can clean up a cap table and allow a company to be more focused on enterprise value.

From Cash Positive to Crushing Debt

In 2008, juice supplement company MonaVie partnered with TSG-MV Financing and received an estimated $100 million capital infusion. TSG appeared to be an obvious fit. They had worked with Coca-Cola’s vitaminwater and knew the beverage category. They had traditional Consumer Packaged Goods (CPG) expertise as well as branding and manufacturing partners that MonaVie could leverage. It was a perfect match but ultimately an unnecessary one.

companies into unhealthy business practices, like offering deep discounts on products, in order to access cash. Business strategies become about how to postpone foreclosure and do so at the cost of future business. In MonaVie’s case, the company defaulted a few years later.

According to Brick Bergeson, Color Street Chief Revenue Officer and former executive at both MonaVie and Jamberry, MonaVie had plenty of cash flow. What it lacked, it could have raised on its own or leveraged its own liquidity to manage the expansions it wanted to make. But private equity was viewed as a smarter move.

“It was almost a feather in the cap of ‘Look who we’re partnering with,’” Bergeson said. “This is one of the bigger traditional players and they’re going to help support our product strategy and fund expansion.”

Two years later, in 2010, TSG converted its equity in MonaVie into a $182 million loan at 12 percent interest, with almost all of MonaVie’s assets as collateral. Debt of this magnitude can plunge

“When you’re up for so many years in a row, you never think there’s going to be a trough, but there is always a dip and you need capital to survive,” Blake said. “When the company experiences a correction, they are hamstrung. Not only do they not have the cash, but now they owe the banks so much money. Their debt service is so significant that they are in survival mode”

Arbonne’s private equity engagement followed a similar storyline. In 2006, the company was debt free with approximately half a billion dollars in annual revenue when it brought in private equity firm Harvest Partners to help it through the IPO process. Months later, the Great Recession hit. The surplus cash flow was gone, but Harvest Partners had already placed $600 million in debt on Arbonne.

When the company experiences a correction, they are hamstrung. Not only do they not have the cash, but now they owe the banks so much money. Their debt service is so significant that they are in survival mode.

—BRETT BLAKE / Annuity.com Chief Executive Officer and author of Private Equity Investing in Direct Selling

“The company’s revenue was declining and so was the economy,” a former Arbonne executive who was on staff during Harvest Partners’ involvement told DSN on condition of anonymity. “When that happens, you have to spend money somewhere to reinspire the field—come up with a new killer product, expand into a new country, something—but there wasn’t any money. It was all spent servicing the debt.”

A number of buyers attempted to purchase Arbonne during this time, including a closed-door deal with Avon that featured what the source described as “a huge bid,” but Harvest Partners declined them all. By the time Arbonne entered bankruptcy proceedings, the source said, Harvest Partners had invested $75 million but taken out over $400 million.

“Creditors pushed Arbonne into Chapter 11 and Harvest Partners disappeared,” the source said. “They were there one day and gone the next with all the money. That doesn’t make them bad people. They followed the rules—but the rules suck.”

The Education Gap Business acumen, practical strategy and connections. Private equity firms appear to have it all—because they do. Investments across a variety of business platforms typically provide them with access to a broad range of expertise that they can make available to their clients. It’s a crosspollination that can help leaders quickly acquire knowledge and make informed decisions about moves they might not have a wealth of experience in.

The problem is that vast and broad experience doesn’t often include direct selling.

“There is a tendency to think that if you understand the commercial world, you understand direct selling,” said Oran Arazi-Gamliel, Strategic Advisor to Apptor AI Solutions. “But direct selling is a different language because it relies on its most valuable asset: the people. When private equity enters the business, what they usually do is start to look at people as transactions. And when you do that, you lose the soul and the drive of what makes this business so special.”

Bergeson, who was an executive at Jamberry when private equity company Wasserstein, now known as EagleTree Capital, invested in the company in 2015, recalled how this impacted leadership decisions on a granular level.

“I remember sitting in a meeting and the Wasserstein people saying, ‘We’re going to treat them like a professional sales force. They can either do X, Y or Z,’” Bergeson said. “But you don’t just crack the whip and say ‘We’re going to fire you.’ They’re 1099 workers; they’re stay-at-home moms. This is something they do on the side. It was so tough to watch.”

“The

Owners Aren’t Innocent”

Earlier this year, Rodan + Fields announced it would be ending its multi-tier direct selling channel in favor of an affiliate model. It was a switch that took field leaders by surprise, effectively ending their commissions, and led to the elimination of around 100 staff positions.

This drastic move appears to have been precipitated by what industry experts are viewing as an unhealthy private equity partnership. A source familiar with the executive decisions at Rodan + Fields spoke to Direct Selling News on condition of anonymity, saying private equity “changed the needs of the company in terms of how it operated.”

Prior to private equity involvement, Rodan + Fields was fully owned by the founders and the management team. A phantom stock program rewarded employees who helped build the company with payouts that the source described as “life-changing money.” The company’s C-Suite executives, high-ranking management and founders were excluded from this payout because of their inclusion in the company’s LLC. Private equity, the source explained, was a way to get liquidity for those leaders.

This is a familiar pattern woven into private equity involvement within direct selling. Founders invest sweat equity, if not their own money, and often draw a salary during the startup phase that is less than what they could attain on the open market. Taking cash off the table as a reward for those years of sacrifice is a natural next step for many of these leaders.

RODAN + FIELDS

ANNOUNCED it would be ending its multi-tier direct selling channel in favor of an affiliate model. It was a switch that took field leaders by surprise, effectively ending their commissions, and led to the elimination of around 100 staff positions.

“We’re all blaming private equity but, in most cases, the owners are taking out cash.

—BRETT

BLAKE / Annuity.com Chief Executive Officer and author of Private Equity Investing in Direct Selling

“We’re all blaming private equity but, in most cases, the owners are taking out cash,” Blake said. “The truth is private equity companies have made money even as companies have failed. There are cases, however, where they’ve taken a hit and been blamed for the challenges. But in almost every case, the founders and their families have walked out of it with millions, tens of millions, sometimes hundreds of millions of dollars. And this is on top of the tens of millions of dollars in cash that they’ve taken out every year.”

Symptoms of a Larger Problem

Every enduring direct selling company is built around a founder-led culture. It is the cornerstone for the company’s story and the glue that binds the opportunity, product and mission together into one cohesive package. This formula, while effective, makes it almost impossible to extract the founders without consequence.

In the case of private equity involvement, when founders exit or even take a step back, the field sees it as a sign of trouble, volatility or worse. The antidote to that field anxiety, Blake says, is a strategic succession plan— implemented well in advance of any investor announcements—that signals the company is primed for stability.

“The failure of private equity in our industry is a symptom of a broader problem,” Blake said. “The problem is we’re struggling as an industry to develop leaders.”

“

Even the perception of the founders leaving can be damaging.

—BRICK BERGESON / Color Street Chief Revenue Officer and former executive at both MonaVie and Jamberry

When a company is dependent on a founder’s presence to survive, the culture collapse that is common in private equity transactions can be a fatal blow. But this can be true even before outside investors without a grasp of the channel’s nuances step into internal operations. Sometimes even the rumor of private equity involvement can cause irreparable damage to the company’s ecosystem.

Bergeson experienced this at Jamberry when an upset junior employee leaked the company’s plans to partner with private equity investors. The rumor built negative buzz in the field that was confirmed when the deal was finalized. It didn’t matter that the details of the gossip were incorrect. The damage had already been done, and Jamberry struggled to recover.

“Even the perception of the founders leaving can be damaging,” Bergeson said. “The field can be finicky in that process and perception becomes reality for them. If they sense any risk to their ongoing viability or to their personal business, they will run for the hills.”

Investing in the Future

The list of alternatives to private equity isn’t lengthy. Debt recapitalization has been a safer option for some company founders, but it isn’t a cure-all. Instead, industry analysts point to the need for a mindset shift for those residing at the top of the channel’s org chart to impact lasting change. Direct selling, for instance, doesn’t often invest in itself. Outside of the channel, it’s common for founders and CEOs to reinvest capital into their own industry. Inside of direct selling, there is a feeling of incongruency when it comes to investing in brands that are seen as competitors. As a result, “smart money” is leaking out of the industry, forcing

companies into capital partnerships that aren’t always in their best interest.

Beyond that, analysts advise companies to revisit their fiscal management policies and consider a new approach to debt margins that is better suited to the current market landscape.

“Looking at the future of direct selling, companies are going to have to return cash to investors by running a fundamentally good and profitable business,” McLain said. “You really have to manage overhead carefully. That to me is the future dynamic. Operating at a loss and raising more and more money hoping someone will pay more for it than the last isn’t a viable path forward in the channel anymore.”

It would be simplistic to call out private equity investors and the predatory loan-to-debt life cycle they often inflict on companies as the only reason behind a company’s demise. These types of fiduciary partnerships may be the driving force that pushes companies out of business, but they also serve to highlight the pattern of cultural collapse and leadership vacuums that were making companies vulnerable to these types of agreements in the first place.

“From a direct selling perspective, companies need to ask themselves ‘What happened that made us lose our voice?’ and ‘What do we need to do in order to recreate it?’” Arazi-Gamliel said. “It’s not what happened in the past, but what needs to happen in the future for this to be mitigated and for the direct selling channel to return to growth.” DSN

Join us for the Global Celebration as we unveil the DSN Global 100 for 2024.

Block your calendar, make plans with your internal team and stay tuned for registration details.

> 2023 BILLION DOLLAR MARKETS

BY SARAH PAULK

RESILIENCE WAS the overarching theme of direct selling around the world in 2023. Following jarring supply chain disruptions in 2020, 2021 and 2022 that sent companies scrambling to keep inventory stable and source raw ingredients and packaging components, 2023 delivered elevated global inflation of 7 percent and ongoing conflicts that impacted a number of markets.

In spite of this, the World Federation of Direct Selling Associations (WFDSA) reported that global retail sales grew one percent across the past four years. It is important to take into account that this growth includes the significant spike in sales and channel engagement induced by the pandemic and the heightened interest in work-from-home opportunities that accompanied it. Global sales increased 2.2 percent to $170 billion in 2020 and by 2 percent to $173.4 billion in 2021, before beginning to level out and fall in 2022, when sales dipped one percent to $171.6 billion. Global sales totals for 2023 followed a similar trajectory, declining 2.3 percent to $167.6 billion. Even so, 2023 sales results remain above pre-pandemic levels when sales were $166.4 billion in 2019.

THREE KEY TAKEAWAYS

1 / THE AMERICAS REPORTED NEGATIVE GROWTH

North America experienced a nearly 4% decline. The results in South and Central America were better with Brazil enjoying a significant bounce back.

2 / BIG ASIAN MARKETS SUFFERED WHILE EMERGING MARKETS SHINED Established markets including China, Australia and Japan had marked downturns while newer markets such as Kazakhstan, India and Malaysia continued to grow.

3 / EUROPE IS ALSO A MIXED BAG Russia and the UK continued downward trends; France and Poland held steady while Germany, Bulgaria and Belgium posted strong gains.

This year, the WFDSA report illustrated opportunities amid obstacles. And as has been our tradition for 14 years, Direct Selling News utilized the global industry statistics presented by the WFDSA to create a synopsis of the state of the global direct selling industry and list the Billion Dollar Markets. Together, the global direct selling industry contributed more than half-a-trillion US dollars from 2020 to 2023 to the global economy, impacting local communities, providing goods and services and supporting household incomes through flexible entrepreneurship.

THIS YEAR, the WFDSA report illustrated opportunities amid obstacles. “

“

THE

GROWTH POTENTIAL for direct selling remains substantial, given the continuing desire of people for entrepreneurial opportunities.

WFDSA REPORTED

“The growth potential for direct selling remains substantial, given the continuing desire of people for entrepreneurial opportunities. About 60 percent of people want to have their own business, and nearly one in four are in business now or expect to be within a year. Forty percent say raising capital is the biggest obstacles in launching a new business, down from 45 percent in 2019, and 39 percent believe they have the resources to begin a business, up from 35 percent in 2019. According to the Amway Global Entrepreneurship Report (AGER), 67 percent feel starting a business is attractive after knowing someone who began one, up from 58 percent in 2019,” the WFDSA reported.

The Data

Note: All WFDSA data have been rounded throughout.

WFDSA reports global estimated retail sales of $167.7 billion (Constant US Dollars) for 2023, a decrease of 2.3 percent under 2022.

As seen in the WFDSA’s report, the direct selling industry’s resilience was particularly visible in Europe, where sales increased by 3.4 percent from 2022 and 8.6 percent since 2019. In the Americas, retail sales mirrored global sales trends, posting strong growth during the pandemic which leveled off in 2022 and declined by 3.8 percent in 2023, which remains above pre-pandemic levels. Latin and South American markets saw positive growth in 2023, while Canada (-8.5 percent) and the United States (-2.9 percent) saw declines.

Direct selling continues to be an overwhelmingly women-oriented business. Excluding those markets where reporting was unavailable, Kazakhstan is the only market that reported a male-dominated industry. All other markets reported that women make up 70 to 95 percent of the salesforce, with Malaysia (63 percent) being the only outlier in

this data set. Even so, the WFDSA reported that entrepreneurial support for women was rated “unsatisfactory” in 37 out of 49 economies.

By category, Asia/Pacific held 38.6 percent of the global market share for Wellness, which was the largest category overall, capturing 31.7 percent of global product sales. Even with this strength, this was a decline for the category, which held at 36.3 percent in 2019. Household Goods and Durables, however, is on the rise, reaching 17 percent of global product sales, a near steady uptick since 11.8 percent in 2019. Cosmetics and Personal Care ranked second, with 24.2 percent of global product sales, led by the Americas, which reported 28.9 percent of product sales shares in 2023.

WFDSA reports that approximately 12 million fewer independent representatives participated in direct selling worldwide in 2023 than in 2022. This is a continued decline from 2022, which saw a nearly five million persons decrease from 2021. In 2022, the decrease was seen as a return to pre-pandemic levels after heightened engagement during the pandemic, but 2023’s numbers demonstrate a continued downward path.

“While the general sentiment on expectations for 2024 among the DSAs is for flat sales or modest increases, the growth potential for direct selling remains substantial, given the continuing desire of people for entrepreneurial opportunities, despite or even because of the turmoil and change of recent years. About 60 percent of people want to have their own business, and nearly one in four are in business now or expect to be within a year (AGER).

A common theme among the DSAs sharing insights on their local markets is that direct selling is about relationships. Selling based on relationships can be in-person or through various media and can be called by various names, but it is still direct selling. If relationships remain the north star/bedrock value of the channel, direct selling will not only survive, but thrive,” the WFDSA reported.

/ THE AMERICAS /

The Americas—North and South/Central—reported a combined $62.6 billion in estimated retail sales in 2023. This region experienced a fall of 3.8 percent in year-over-year sales. After a strong three-year CAGR of 4 percent in 2022, the Americas experienced a 0.9 percent decrease overall. The Americas represents 37.3 percent of global direct selling sales.

Seven Billion Dollar Markets are included in the North and South/Central America region. Wellness and Cosmetics run nearly even in their product category popularity at 27 and 29 percent, respectively. Household Goods and Durables remains third at 12 percent. More than 27.1 million independent representatives were affiliated with direct selling brands in 2023. This number reflects the global pattern, and is a continued drop from 2022, which saw 2.5 million fewer people than 2021. Regional data for the Americas reported together. However, the Americas are split here to better understand each of the distinct markets.

BILLION DOLLAR MARKETS FOR

WANT TO KNOW MORE?

Read the full report here: heyzine.com/flip-book/WFDSASTATS2024.

ABOUT THE RESEARCH

THIS COLLABORATIVE, GLOBAL DATA COLLECTION EFFORT of the World Federation of Direct Selling Associations, Seldia (The European Direct Selling Association), and local direct selling associations and their member companies around the world, depicts the state of the global direct selling industry for 2023.

Compiled annually, this collection of statistics is a result of more than 5,000 person hours completed in collaboration with independent third-party vendor Paul Bourquin of The Cadmus Group, who was responsible for direct contact between DSAs and member companies to ensure confidential handling of data and strict confidential protocols. Individual market data is listed in local currency figures, which are converted into US dollars using current year constant dollar exchange rates to eliminate the impact of currency fluctuation. All statistics are based on estimated retail sales and in some instances may be restated using actual sales data as they become available. Statistics for some markets represent direct selling association member companies only and not the entire industry in that country. Other statistics are WFDSA research estimates.

North America

While its $36.6 billion in sales generated solidified its number one ranking in the world marketplace, the US experienced a challenging year. Year-over-year sales dropped by 9.5 percent and its CAGR dipped 2.9 percent.

Canada’s pandemic-era sales growth of 26 percent posted in 2020 all but slipped away with 2021’s flat performance and 2022’s decline of 18.4 percent. In 2023, the market continued this pattern, posting $2.3 billion in sales with a CAGR of -8.5 percent.

Wellness overtook Cosmetics this year and reported Services revenue surpassed Wellness in the US. Household Goods and Durables fell slightly in popularity to 14 percent.

Independent representative numbers for North America continued their decline following pandemic highs with a regional total of 14.1 million independent representatives, encompassing 12.9 million partners in the United States and 1.1 million in Canada.

South/Central America (LATAM)

The South/Central America region told a mixed story which included high-end sales performance, flat lines and losses.

Argentina continued its trend of top-end sales growth and posted a 114.5 percent increase. While it’s important to note the highly inflationary aspects of Argentina’s market, these increases continue to stand out and represent a country CAGR of 72 percent. Brazil’s growth was particularly notable at 4.6 percent following its sizeable downturn in sales performance in 2021 that led to a nearly $800 million loss and then flat-line performance in 2022.

LATAM’s estimated retail sales showed significant momentum following the previous year’s 2.5 percent year-over-year gains. In 2023, the region saw sales totaling $23.6 billion, a 6.8 percent sales boost from 2022 sales of $22.1 billion, with a regional CAGR of 3.5 percent.

Individual country market statistics are: Brazil ($7.9 billion, -2.0 percent CAGR), Mexico ($6.8 billion, 2.5 percent CAGR), Colombia ($2.3 billion, 10.8 percent CAGR), Peru ($2.1 billion, 6.2 percent CAGR), and Argentina ($1.7 billion, 72 percent CAGR). Inflationary economies like Argentina typically report restated data later in the year.

Cosmetics and Personal Care products once again dominated regional sales at 59 percent, a slight increase from 2022, but significantly lower than 2017’s 67 percent high. Wellness ranked second at 18 percent, while Household Goods and Durables slotted third at 10 percent. Independent representative numbers declined in 2023 to just over 13 million, down from nearly 14.2 million in 2022.

/ ASIA/PACIFIC /

ASIA PACIFIC 2023 BILLION DOLLAR MARKETS (CAGR)

THE ASIA/PACIFIC MARKET is enormous and intricate in nature, thus innately volatile due to cultural, environmental and governmental differences.

The Asia/Pacific region continued to see an exodus of independent representatives. In 2022, the region saw a loss of more than 6.5 million independent representatives, leaving 67.6 million. In 2023, that number dwindled even further to 58.9 million representatives who remain affiliated and sell primarily Wellness (39 percent) products. Cosmetics and Personal Care (17 percent) and Household Goods and Durables (25 percent) are also popular.

Eight Billion Dollar Markets are located in the Asia/ Pacific region and comprise 40.3 percent of the global retail sales for 2023. The region generated an estimated $67.5 billion in estimated retail sales in 2023, a 3.7 percent downturn from $71.5 billion generated in 2022. In 2022, Asia/Pacific boasted 48.7 percent of global retail sales and an almost flat (+0.2 percent) sales growth. While static in nature, that incremental growth represented the first regional increase in five years. In 2023, however, the region’s decrease in sales is a sharp contrast, led by Australia, which saw a 35.8 percent decline in sales and a -15.1 percent CAGR.

As in years past, China continues to impact Asia/ Pacific’s regional statistics due to its population size, turbulence in the direct selling marketplace and post-pandemic recovery. From 2019 to 2022, China experienced a decline in its estimated retail sales for four consecutive years. In 2023, that descent halted, as the market posted a flat sales growth of 0.0 percent. While this is not forward momentum, it does signal an optimistic direction.

China posted just over $15 billion in sales in 2023, representing a striking contrast to 2018 when the country seemed poised to overtake the number one ranking of Billion Dollar Markets. It remained fourth for the third year with a CAGR of -7 percent. Independent representative numbers held steady at slightly below 3 million.

Vietnam fell off the Billion Dollar Markets list this year after making its inaugural appearance in 2022. After five years of double-digit growth and a 21st ranking on the list in 2022, the country saw a 19 percent decline in year-over-year sales in 2023, producing an estimated $958 million in estimated retail sales and a reported CAGR of 3.7 percent.

The Asia/Pacific market is enormous and intricate in nature, thus innately volatile due to cultural, environmental and governmental differences. For example, Vietnam’s striking descent contrasts sharply with significant growth in country markets like India, which saw an 11.8 percent sales increase, and Kazakhstan, which saw an astonishing 30.4 percent increase and $708 million in sales.

Smaller emerging markets, like New Zealand, which posted $117 million in sales and experienced a 6.7 percent sales increase, make the market attractive to companies seeking expansion, even as the region experiences challenges. After being the only regional market worldwide to experience growth in 2022, Asia/Pacific sales declined greater than the average global sales rate, dipping 3.7 percent.

Kazakhstan proved to be the region’s surprise standout, while Australia lost significant ground. After a notable but single-digit decline of 7.8 percent in 2022, Australia lost 35.8 percent in sales in 2023. In fact, twice as many countries in Asia/Pacific experienced negative sales than those that saw positive growth.

Asia/Pacific Billion Dollar Markets data reports as follows: Australia ($747 million, -15.1 percent CAGR), China ($15.0 billion, -7.0 percent CAGR), India ($3.4 billion, 8.3 percent CAGR), Indonesia ($1.2 billion, -6.0 percent CAGR), Japan ($10.6 billion, -3.2 percent CAGR), South Korea ($16.2 billion, 0.5 percent CAGR), Malaysia ($9.5 billion, 8.1 percent CAGR), Philippines ($994 million, -7.6 percent CAGR), Taiwan ($4.5 billion, 2.3 percent CAGR), Thailand ($2.1 billion, -6.6 percent CAGR) and Vietnam ($958 million, 3.7 percent CAGR).

/

THE WHOLE OF EUROPE, which encompasses countries inside and outside the European Union, is responsible for 21.6 % of global direct sales. “

EUROPEAN UNION

& THE REST OF EUROPE /

The whole of Europe, which encompasses countries inside and outside the European Union, is responsible for 21.6 percent of global direct sales. Six countries within this region qualify as Billion Dollar Markets. Europe experienced a rebound year in 2023, posting a 3.4 percent increase in sales and positive 2.2 percent CAGR after a decline of 1.1 percent in 2022 with estimated retail sales of $34.7 billion and a regional CAGR of 1.6 percent.

2023 statistics show 12.7 million independent representatives, a slight uptick from 12.6 million in 2022. This is particularly noteworthy since the region saw a drop of just over three million representatives between 2021 and 2022. Of the region’s 12.7 million representatives, 5.2 million reside within the European Union and 7.4 million in the Rest of Europe. These numbers show a shift of interest from the European Union to the Rest of Europe as numbers within the EU fell by 0.8 million representatives while the Rest of Europe saw almost one million new representatives since 2022.

By category, 32 percent of products sold in Europe are designated Wellness (30 percent, EU); Cosmetics and Personal Care (23 percent, 16 percent EU); Home Improvement (14 percent, 18 percent EU); and Household Goods/Durables (14 percent, 16 percent EU).

European Union

France, Germany, Italy and Poland comprise the EU Billion Dollar Markets and reported $28.5 billion in estimated retail sales in 2023, down from $30 billion in 2022.

Sales saw positive momentum in Austria (3.8 percent), Belgium (13.9 percent), Bulgaria (29.1 percent), Cyprus (2.9 percent), Czech Republic (0.2 percent), Estonia (2.1 percent), Germany (7.0 percent), Greece (3.1 percent), Ireland (5.5 percent), Latvia (1.4 percent), Lithuania (3.0 percent), and Slovenia (6.4 percent). Germany led the region with $19.7 billion in estimated retail sales, establishing a CAGR of 5.1 percent. This is an increase from 2022 when sales were $18 Billion with a CAGR of 3.1 percent.

After suffering a decline of 5 percent in 2022, both France and Poland held steady at a flatlined 0.0 percent sales growth. France posted $4.7 billion in estimated retail sales with a CAGR of -1.0 percent, while Poland reported $1 billion in sales with a CAGR of 1.0 percent.

Rest of Europe

The outlook in the Rest of Europe is a mixed bag. Russia saw another year of decline, albeit a less steep descent. In 2022, the country experienced a 22.6 percent loss in sales. That number lessened to -7.3 percent in 2023. Sales in the country were $1.2 billion with a CAGR of -11.7 percent. The United Kingdom also felt painful declines of 10.0 percent, but this too was a softer landing than 2022, which posted 21 percent losses. Even so, the United Kingdom held onto the Billion Dollar Markets list, reporting $1.1 Billion in sales.

Product category reporting is unreliable for the Rest of Europe as a whole; however, 52 percent of Russia’s 4.6 million independent representatives sell Cosmetics and Personal Care products, while Wellness is the focus of 28 percent. United Kingdom reports 45 percent Wellness and 44 percent Cosmetics and Personal Care. There are just over 320,000 independent representatives affiliated with direct selling companies in the UK.

One key revenue number not reflected in the WFDSA report is the remarkable numbers posted by Utility Warehouse (UW) in the United Kingdom. For the fiscal year ending March 31, 2024, the company reported revenue of $2.6 billion with a record profit of $451 million, a 16 percent increase over the previous year DSN

WORDS MATTER

IT DOESN’T MATTER HOW POWERFUL THE DIRECT SELLING MESSAGE IS WHEN THE LANGUAGE WE USE GETS LOST IN TRANSLATION.

BY HEATHER CHASTAIN

WE’VE USED the same language for so long that it is deeply ingrained in our culture—but, quite frankly, it no longer serves us or our sales force . “

IN LAST MONTH’S ISSUE of Direct Selling News

(DSN), the cover story took a deep dive into how we define our industry. Specifically asking if our opportunity seems to check so many boxes for people looking for supplemental income, why are we not growing?

It’s an interesting question—one that requires us to challenge our beliefs and long-held traditions. I think one incredibly important way we are currently missing the mark is with our messaging.

We’ve used the same direct selling language for so long that it’s deeply ingrained in our culture. But—quite frankly—it no longer serves us or our sales force.

THREE KEY TAKEAWAYS

1 / MESSAGING AND METHODS ARE MISSING THE MARK

The tried-and-true strategies and language that have propelled direct selling forward in the past are no longer relevant, but small tweaks can start to fix the problem.

2 / SOME WORDS ARE SIMPLY RED FLAGS

In today’s world, words like “sponsor” and “join” are off putting. Languages always bend and shift over time, and the language of direct selling is overdue for an overhaul.

3 / MULTIPLE BUSINESS STREAMS APPEAL TO TODAY’S PROSPECTS

Younger generations aren’t looking to escape a monotonous job. They’re interested in creating multiple income streams. Market the opportunity as one more tool in their box.

I gave a presentation at DSU Europe where I unveiled the results of our generational survey of that region. It replicated the methodology of what Bridgehead Collective did in the US last year in gaining generational insights for direct selling. And it clearly shows that the traditional language of direct selling turns people away from rather than towards the opportunity.

Do you remember a series of books from a few years back…Eat This, Not That ? It offered simple food swaps that could drastically improve your health. In this article, I’m going to give you a few Say This, Not That options for your messaging with simple swap outs to help you better reach and retain your sales force.

Side Hustle vs. Owning a Business

Here’s an incredibly encouraging stat—68 percent of Europeans would like to own their own business in the next three years. And 49 percent of Europeans consider gig economy jobs as starting their own business. Of course, that means 51 percent don’t. Which means that over half of the people who want to participate in the gig economy don’t consider direct selling to be a part of that. When we as an industry say “start your own business,” they’re thinking, I don’t want to start my own business. I want a side hustle. Instead, use different language like side hustle, additional income stream, participation in the gig economy—those are the phrases that resonate. Especially with Younger Millennials.

HOT TAKES

LANGUAGE ISN’T THE ONLY THING WE NEED TO UPDATE. HERE ARE A FEW KEY INSIGHTS PULLED FROM THE EUROPEAN

SURVEY RESULTS.

n THE BIGGEST BARRIER to starting a business is the high cost. The tipping point in US dollars is $115. Anything more than that is considered too much of a risk.

n WHAT AMOUNT OF MONEY EARNED makes direct selling “worth it.” The sweet spot for making direct selling worthwhile is $250-$499 US monthly.

n DIRECT SELLING COMPANIES’ Fast Start programs are useful as roadmaps to what the journey can look like, but they can create disproportionate expectations of what ongoing earnings will be. Make sure your Fast Start programs teach behaviors that will get new distributors close to the $250-$499 threshold.

n BECAUSE DIRECT SELLING is for most a supplemental revenue stream, distributors of every generation aren’t interested in working more than 15 hours a week. Younger generations don’t want to work it more than 10.

n SEVENTY SEVEN PERCENT of Europeans are more likely to work with a company that supports a social cause that they're passionate about. This is the one stat that completely blew the US out of the water. That number in the US was only 27 percent.

n WE THINK THAT Younger Millennials and Gen Z want everything online, and they do. With one key exception. They want a physical starter kit. They respond to the confidence and legitimacy that comes with that.

n IF YOU'RE NOT DOING an incentive trip of some kind, you're missing out. But the key here is shorter trips with more frequency. You're better off not doing the great big international trip for the Top 25—do three or four smaller regional kinds of destinations where they can get content more frequently. You’ll probably spend the same amount and get more bang for your buck.

THE RESEARCH shows that 96 percent of Younger Millennials want to be a leader, but only 21 percent want to build a team.

The Age of Affiliates?

One surprising result in the survey revolved around the term “affiliate marketing.” It did not test well. That’s the language many direct selling companies have adopted, but it doesn’t perform as well as other terms. What term does score highly? Interestingly, direct selling seems to hit the mark pretty well with Gen Xers with a very high favorability rating. Younger generations prefer digital marketing and influencer marketing.

Hiding in Plain Site

What’s one of the biggest non-starters in terms of word choices? It might surprise you—it’s “join.” Younger generations don’t want to join you. They don’t want to join your team. They don’t want to join your movement. They don’t want to join your cause. They don’t want to join anything ever. But most direct selling companies have a big old “JOIN NOW” button at the top of their website. What language would work better? Something more understated like “Let’s Get Started” or “Start Today.” A simple, impactful shift you can make immediately. And train your leaders to make the same key language shift. Train them to rephrase “join my team” to something like “get started on your journey.” It may seem silly, but at Bridgehead Collective, we’ve seen radical changes in terms of engagement at companies that have put this into practice.

And Now a Word about Sponsor

That word is NO. Younger Millennials associate “sponsor” with a 12-step program. They do not understand or recognize why they might need a sponsor. Mentor is okay. But when you dig deeper into their feelings about mentors it becomes clear that everyone wants one, but only about one fifth of Gen Zs and Younger Millennials think of themselves as being skilled enough to become one. So, if duplication is important in your business (and it better be), “mentor” should be avoided as well. The best option is “guide,” as in a trusted guide to walk with you through your journey.

Leaders, not Team Builders

Another strong trend we saw revolved around “leadership.” The research shows that 96 percent of Younger Millennials want to be a leader, but only 21 percent want to build a team. What exactly does that mean? When they say they want to be leaders, it means they don’t want to be seen as followers. So even though Younger Millennials may express interest in leadership, they do not have much interest in building a team. It’s time for us as direct selling companies to redefine that term for the next generation.

Freedom from What Exactly?

Pitching financial freedom and flexibility is truly a cornerstone of direct selling. And it’s still a powerful driver as our language evolves. But that doesn’t mean the messaging doesn’t need to change with the times. Direct selling companies tend to focus on how the opportunity can offer an escape from the daily grind of a job. Control your time. No more 9-to-5. No boss breathing down your neck.

But this next generation—they don’t have traditional jobs to escape from. What they are running from is single income streams. Remember, this is the generation that films themselves on TikTok being fired to highlight how insecure their income streams are. To them, flexibility means not having all their eggs in one basket. So, when we start to shift the language here, it should be in terms of providing an additional income stream, not replacing a job.

The Path Forward

All of this can seem encouraging and discouraging at the same time. Some of us have been at this for a very long time. We’ve done the research. We’ve carefully crafted how we pitch and when. We believe in traditional direct selling because we have seen it in action. So, letting go of the methods that we’ve used for so long can seem counterintuitive and downright scary.

But all this experience that we have, all the years that we have put in—all that does is help us understand the world we live in now. It doesn’t help shape our future. For that we must turn to data. And the data is now here that will help us navigate our fields, especially the next generations, to reach and teach them in the best possible way. DSN

With 20+ years of cross-functional experience in direct selling, HEATHER CHASTAIN brings a solid understanding of sales, marketing, technology, manufacturing, operations and C-Suite challenges as well as a strong collaborative and relational style of leadership to the table. Heather has held executive roles at Shaklee, Arbonne International, Celebrating Home and BeautiControl. Heather is the Founder & Chief Executive Officer of Bridgehead Collective.

43K+ 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 80+ 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 86 ] What It Takes to Lead through Digital Transformation with Gene Tipps, CEO, Plexus

THE PLEXUS SUCCESS STORY offers a masterclass in expertly navigating changes in leadership and digital transformation. Plexus empowers hundreds of thousands of distributors in four countries to meet their wellness and financial goals through highquality health products.

IN THIS EPISODE Gene shares surprising insights into the challenges and triumphs of his 25-year journey in direct sales. His journey is a testament to the resilience and passion of direct selling leaders.

[ EPISODE 87 ] Building a Science-First Direct Selling Company with Daniel Picou, Founder and CEO, Three International

THREE INTERNATIONAL’S VISION is to harness the power of science in product development and leverage proven methodologies for global expansion. Product- and customerfocused, Three International stays ahead of emerging trends and opportunities.

IN THIS EPISODE Daniel’s insights on leadership, customer service, respecting diverse perspectives and simplicity even amidst complexity offer invaluable lessons.

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

Subscribe to the Direct Approach Today.

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 microentrepreneurs 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.

*in entrepreneurship podcasts.

5-Star Reviews!

“A *MUST* podcast for any entrepreneur looking to level up in business”

“All the gas you need to set fire to your business!”

“Modern twists on traditional selling dynamics!”

BLAKE MALLEN

Community Marketing Expert with 25 years & $3B+ in revenue in Direct Sales/Affiliate/DTC & Host / SHIFT podcast

“Golden nuggets of tips, strategy and encouragement!”

MAKE THE SHIFT

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

NEW EPISODES DROP EVERY MONDAY

NOMINATE YOUR LEADERS

Scan the QR code to nominate a field leader for the SHIFT podcast.

GARRETT MCGRATH

ONYX COALE

DAN MCCORMICK

JENNIFER JONES

ROBIN PACKARD

SHERILYNN ALCALA

WES LINDEN

DSU SPECIAL EDITION

ANDREA GEBHARDT

MARY KAY KEMPER

JESSIE LEE WARD

SARAH ROBBINS

GREG & LENIKA SCOTT

THOMAS TIDLUND AND DONNA JOHNSON

SARAH BJORGAARD

PATRICK MASER

ELLEN LUDWIG

GLORIA MAYFIELD BANKS

NICK MARTINEZ

BRIAN CARRUTHERS

TRISHA DEMING

JOHN TSAI

DARNELL SELF

JESSICA LOFTIS

TAMARA SWEASY

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

BY CHELSEA HUGHES

WEBSITE / Gartner

Staying apprised of the latest technological advances and tools that could improve your infrastructure is a challenge for top executives. Gartner can help. With reports that provide invaluable information and data-driven analysis, Gartner is a leading technological research and advisory company offering actionable, objective insights. Search by topic, industry or role to discover relevant news, such as AI strategy for your business, top cybersecurity trends, the future of supply chain and more.

AI TOOL / watsonx BI Assistant IBM

Get personalized AI-powered insights in seconds with the upcoming watsonX BI Assistant. This tool brings extraordinary analytics power to users through “the smartest reasoning engine IBM has ever made.” watsonX provides relevant and accurate insights from complex data so you can understand what is happening in your business and why—plus what to do next. Join the waitlist to get expert perspectives, articles, demos and the latest on product development.

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“

WORDS TO L EAD BY:

The more you know, the more you can create.

—JULIA CHILD

PODCAST / Huberman Lab

The Huberman Laboratory at Stanford School of Medicine has published work in top journals, mainly focused on the fields of brain development, brain function and neural plasticity—the nervous system’s ability to rewire and learn new behaviors and skills. Dr. Andrew Huberman shares this fascinating and life-changing research in his wildly popular podcast, Huberman Lab. Focused mainly on the topics of sleep, mental well-being, health and diet, the podcast covers content that can improve everyone’s quality of life.

BOOK / The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever

BY MICHAEL BUNGAY STANIER

Coaching is an art that’s far easier said than done. Help your field leaders sharpen their skills with The Coaching Habit, a how-to manual that helps teams work smarter, not harder. Best-selling author Michael Bungay Stanier distills the essentials of coaching into seven transformative core questions. Each question allows teams to say less and ask more, getting to the heart of the matter and producing better results.

VIDEO / TED Talk: The Benefits of Not Being a Jerk to Yourself

BY DAN HARRIS

When news anchor Dan Harris experienced a panic attack live on ABC News, he realized some deep soul searching was in order. After surveying his family, friends and colleagues, Harris received a shocking revelation: people thought he was a jerk. This entertaining TED Talk chronicles Harris’ journey to become a better person. With vulnerability and humor, Harris outlines how to boost your resiliency; quiet your inner critic; and make yourself more likeable. DSN

LEMONGRASS SPA /

Lemongrass Spa: Over 20 Years of Nature-Inspired Beauty

BY JENNY VETTER

LIKE SO MANY WOMEN, Lemongrass

Spa Founder and CEO Heidi Leist had her eyes opened to the chemical ingredients lurking in so many personal care products when she was pregnant with her first child. She became a voracious label reader, protecting her developing baby from the harmful ingredients she realized were in most mainstream products. This realization—coupled with the spark of invention—inspired Heidi to create her own safe and simplified natural products, setting the stage for a business that’s been thriving for 22 years and counting.

FOUNDED: 2002

HEADQUARTERS: Tarpon Springs, Florida

TOP EXECUTIVE: Heidi Leist, Founder & CEO

PRODUCT CATEGORY: Personal Care

WHAT BEGAN AS A REVELATION about the ingredient profiles of personal care products became a lifelong commitment for Heidi.

IT WAS SOME SORT of untapped creativity that I had never really discovered about myself.

Untapped Creativity

HEIDI LEIST / Founder & CEO “

As the direct sales industry knows, there’s something magical that happens when women get together. Even when they’re simply sharing an evening together, lightning can strike, and new ideas can take shape. Over twenty years ago, Heidi and a friend hosted a group of women for a night of self-care—a term that certainly didn’t exist in the early 2000s—and together, the group laughed, shared a glass of wine and mixed up homemade bath crystals to take home

Heidi had already been experimenting with natural bath and beauty products, driven by her newfound awareness of the chemicals roaming free on grocery store shelves. This party and her friends’ delight at the handcrafted goodies they made together, inspired Heidi to share her creations in a bigger way.

“I ended up taking the concept and deciding I really am super passionate about creating products,” she shared. “It was some sort of untapped creativity that I had never really discovered about myself. My awareness on what ingredients were in products that I was using in my home is really what fueled and propelled Lemongrass Spa. I had some of my own spa parties where I would have a host and invite friends, and they would make purchases and after doing that for a while, people started asking, ‘are you going to invite other people to become sales consultants, like a direct selling company?’ I was aware of the direct selling channel, supported it wholeheartedly, but I had never even become a rep for another company when I decided to launch Lemongrass as a direct selling company.”

With a small selection of handcrafted products and a few excited consultants, Heidi started Lemongrass Spa in her home in Bailey, Colorado. More than two decades later, Lemongrass Spa has grown to serve a field of 7,800 consultants, supported by 70 corporate team members in both the original headquarters in Colorado and the new main office in Florida.

What began as a revelation about the ingredient profiles of personal care products became a lifelong commitment for Heidi and continues to drive the development of new products at Lemongrass. The company’s catalog includes skincare, makeup, hair care and body care products that are safe for the entire family. These American-made products are hand measured and poured as well as dated on the bottom so customers can feel confident in their freshness. Every product is free from synthetic fragrance, gluten free and made with sustainable ingredients.

“

“

THERE’S A KINDNESS that just oozes throughout our consultant community.

— HEIDI LEIST / Founder & CEO

A Thriving Community

Heidi has cultivated a community that cares deeply about the company’s commitment to clean, nature-inspired products—with some consultants and customers rallying behind Lemongrass for more than 20 years. She’s infused kindness and respect into every corner of the business, from the culture of the field to the intentional care shown in every customer and consultant interaction.

“Our company is founded upon the belief of treating people with the utmost respect and commitment and having a partnership with our consultants,” she explained. “I’m incredibly proud of and grateful for the individuals who have joined Lemongrass. We have a lot of longevity, loyalty and—of course—very deep friendships that have been cultivated by the culture that we have here at Lemongrass. There’s a kindness that just oozes throughout our consultant community.”

Prospective consultants can join with three different kit options, ranging in price from $29 to $65, and Lemongrass offers a Discovery Kit, featuring sample sizes of popular products for only $11. Consultants most often join the company because they feel aligned with the mission of bringing pure, safe and affordable products to families. Heidi feels strongly that they’re not only attracted to the purity of the ingredients, but affordability of the products, income and bonuses as well as the warm, friendly environment of the consultant community.

Giving back is huge part of the Lemongrass story, as Heidi has made serving others a consistent piece of the company’s culture. As a corporate sponsor, the company has supported Feeding America, through donations and volunteer programs, various anti-human trafficking organizations through sales of its Human Kindness Kits and Operation Freedom Feet, through foot care kits that are sent to activeduty servicemen and women around the world.

Heidi is also passionate about supporting breast cancer research in honor of her grandmother, a 37-year breast cancer survivor. Through direct donations to research organization, sales of two special edition Pink Healing Balms, the Pink Box of Hope and sales of her book, Soul Soothing Stories of Cancer Survivors, she honors both Lemongrass consultants and customers personally touched by breast cancer.

A Solid Foundation

It’s been more than 20 years since Lemongrass Spa came to life in Heidi’s home, born of a newfound awareness and a spark of unbridled creativity and passion. These values continue to inspire the entire Lemongrass team today, as they research, test and share new, safer options for families everywhere

At this summer’s 2024 conference, the company announced two new mineral sunscreens that are both skin safe and reef safe without the white cast of traditional mineral-based sunscreens.

New products like these innovative, safe sunscreens are often released in the company’s Bliss Box, a quarterly release of exclusive new or updated products that’s offered as a pre-sale full of special surprises and treasured favorites. This special release allows Heidi and her team to gather feedback from customers and consultants alike on new products, new natural scents and formulations.

Beyond new, clean products, Lemongrass will now have a new ecommerce and mcommerce technology consultants can use to grow their businesses. Announced at this summer’s conference, consultants can now leverage live shopping from the Lemongrass website, allowing them to invite

customers to live, one-on-one demos of products and share shoppable videos with the products they’re discovering in real time.

Heidi is excited about these new developments at Lemongrass, as well more new products and programs her team has in store—and she’s grateful for the last two decades of growth and stability for the business she dreamed up right in her own home.

“It’s such a joy for us to think about the opportunities awaiting new people to join the company,” she shared. “One of the things that we’re really proud of here at Lemongrass is because we built such a solid foundation, our consultants know the owners intimately. We’re not going anywhere. Our consultant community knows that we don’t have a board that’s dictating the future and the direction of the company. The ownership has been solid, and we have so many of our employees and teammates that have been here for so long that they really appreciate that longevity and loyalty.” DSN

YOUNG COMPANY /

NEUMI :

The Smart Startup That’s Making a Splash

BY MARK ROBERTS

THE FATHER-SON DUO OF STEVE AND RYAN SCOTT initially didn’t set out to start a direct selling company, but their unbeatable combination of entrepreneurial drive, ground‑breaking products and unprecedented consumer demand led them to launch Neumi in 2021—and they have never looked back.

LAUNCHED: 2021

HEADQUARTERS: Utah

PRODUCTS: Health & Wellness

TOP EXECUTIVES:

Steven Scott / Founder

Ryan Scott / Chief Strategy Officer

Aaron Rennert / President

RYAN SCOTT / Chief Strategy Officer “

After college, Ryan built an impressive resume working in sales as well as corporate marketing and advertising positions. His dad Steve enjoyed a decades long career focused on finding and developing breakthrough products and selling them through infomercials. It was a formula that had led Steve to generate over $4 billion in revenue over 30 years and included legendary brands like Deal‑A Meal and Hair Care with Cher.

THIS IS WHAT HAPPENS when you provide a good product, and you have a good culture and the right technology.

Steve was looking to retire when he found “the biggest breakthrough of his entire life,” leading him to start a new company. What product coaxed Steve out of his retirement plans? Glutathione infused water. An antioxidant, glutathione is the protector and detoxifier of cells. It also recycles itself to increase the effectiveness of other antioxidants such as vitamins C and D. With its plethora of health and wellness benefits, Steve knew this was exactly the kind of breakthrough product that could be the next big thing.

The Start of Something Big

Ryan and Steve built the company together—filling water bottles at night, shipping them off to friends and family to sample then collecting data and opinions. And they were getting some incredible feedback.

Direct selling at that point, however, wasn’t even on their radar. “My dad had a lot of expertise in TV and in advertising, so that’s how we launched,” Ryan explained. The pair took a methodical approach. They had a little Shopify store and product placement in a few retail outlets. Before long, they launched a skincare line.

After a year of the TV campaign, they noticed they were maintaining a 76 percent customer retention rate. “Over three fourths of the customers that bought a year ago were still buying product without being incentivized by commissions or the culture that you see in direct marketing. They just loved the product,” Ryan remembered.

That’s where direct selling came in. Steve and Ryan already had friends suggesting a network marketing approach. The Scotts were starting to see the limitations of traditional ad campaigns, and the products seemed uniquely suited for word‑of‑mouth sales. Not wanting to entirely abandon retail and direct to consumer sales, the Scotts launched a supplemental brand, Neumi, in the direct selling space.

Things started out slowly during the first six months. While they were satisfied with the results, Ryan would roll his eyes when his dad would talk of the explosive growth direct selling could bring.

And then it happened. Sales in February 2022 doubled over January. They doubled again in March. Again in April. And once more in May. “My dad said this is what happens when you provide a good product, and you have a good culture and the right technology. Things can explode like this.”

Growing Strong

The Scotts wanted to make sure that they were not only developing a brand that was a good fit in today’s climate. They wanted to eliminate any direct selling “gotchas.”

That’s why they built the company the right way— with an easy to understand compensation plan; quality products at fair prices; and a company with the financial strength to protect the legacies of the distributors to pass their businesses down to their kids and grandkids.

“We’re a product focused company. We just want to get people in, to try the product,” Ryan shared. “We don’t charge any fees for signing up as a distributor. There are no annual fees. And we don’t charge for the tools we have either.”

And those tools are proving to be gamechangers. Ryan felt much of the technology being used by network marketing companies was outdated, requiring several apps to get through the day‑to‑day operations of running the business.

Neumi is changing all that with their recent launch of an all inclusive app that combines communications, product purchases, back office access, training and events. It’s an innovation designed to next level the business. Ryan compares it to changing from a flip phone to an iPhone. “Once you know how to use it, your capabilities are endless.”

With a strong sales force of distributors, a slate of world class products and cutting edge technology, Neumi’s prospects could be just as endless. DSN

The Future of Direct Selling is Social

Social commerce promotes an environment of community building, trust and credibility.

BY GREG FINK / VICE PRESIDENT OF GLOBAL SALES, JENKON

THE INTERSECTION of direct selling and social selling has emerged as a powerhouse in reshaping how direct sellers engage with consumers. The merging of commerce and social media is a direct response to changing consumer behavior known as social shopping. Fueling these behaviors, on average people are spending over 2.5 hours per day scrolling through their favorite social media sites with an estimated 4.9 billion people on social media platforms. With most direct sellers leveraging social media, every interaction on social platforms like TikTok, Facebook, Instagram, YouTube and WhatsApp present potential revenue generating opportunities. We are witnessing an extraordinary transformation, fueled by advancements in direct selling centralized platforms, artificial intelligence, easy-to-use shareable media platforms and a surge in mobile connectivity. These technologies are not just tools but catalysts, creating an environment where personalized, real-time engagement with consumers isn’t just possible—it’s expected.

IT robust digital ecosystem that connects every stakeholder in the network—sellers, consumers, affiliates and influencers—in a seamless, data-driven experience.

The Power of Digital Transformation

The heart of this new paradigm lies in digitally transforming businesses, and it’s not just doing what they should have done years ago. During the pandemic many companies were forced to reprioritize and remodel operationally, accelerating to digital solutions with more consumers moving dramatically towards online commerce.

The result is that today’s direct sellers are competing against the largest retailers and online ecommerce marketplaces that are leveraging some of the latest cutting-edge social and commerce systems.

likes of Amazon and eBay for years, but the game has changed as they and thousands of other retailers are now incentivizing and rewarding consumers to socially share products.

For direct sellers, it’s about building a robust digital ecosystem that connects every stakeholder in the network—sellers, consumers, affiliates and influencers— in a seamless, data- driven experience. People often view digital transformation as something around infrastructure and IT, and while they are absolutely necessary, it’s really about a company’s business model, go-to market strategy and understanding how direct sellers can monetize it.

With transformation there are many benefits, with key ones being the ability to generate brand-new revenue and improving and optimizing better engagement with consumers. One example of this is the latest in centralized direct selling live stream shopping solutions. There are many solutions on the market, but they operate independently. A centralized platform incorporates direct selling, social sharing, ecommerce, consumer sentiment and allows direct sellers to leverage existing tools that they are familiar with. This results in an immersive experience offering unique benefits, including:

n Building a social community of both sellers and consumers as live streaming events can be run by corporate or individual sellers.

n The ability to store live streaming events for periods of time prolonging access so consumers can watch past events and purchase from those events.

n Real-time purchasing within the event creates a shorter journey with instant checkout without having to download an app or being redirected to another platform to purchase.

n Collecting “first-party data” so customer metrics, tracking purchases and attendee sentiments can all be used for more personalized and relevant future experiences.

Moreover, centralized digital platforms facilitate a unified view of the consumer journey, helping direct sellers streamline their strategies across various channels. This omnichannel approach ensures a consistent and cohesive brand message, which is crucial in building trust and loyalty among consumers. Through digital transformation and leveraging centralized platforms, businesses can create a more targeted and dynamic marketing strategy that adapts to the changing preferences and behaviors of their sellers and consumers.

A CENTRALIZED PLATFORM INCORPORATES DIRECT SELLING, SOCIAL SHARING, ECOMMERCE, CONSUMER SENTIMENT AND SELLERS TO LEVERAGE EXISTING TOOLS THAT THEY ARE FAMILIAR

Dynamic Compensation Engine: Innovating Reward Strategies

A pivotal element in the future of direct and social selling is having a flexible compensation system. These systems enable businesses to rapidly launch new compensation programs, incentives and social sharing rewards without the need for writing custom code. This innovation marks a significant shift in how direct sellers can motivate and retain their sellers, preferred consumers, affiliates and influencers.

Most retailers and online marketplaces offering affiliate-type programs have limited compensation and reward platforms that are not flexible. By utilizing sophisticated compensation engines, direct sellers have a competitive

SELLING, AND ALLOWS DIRECT FAMILIAR WITH.

FOR CONSUMERS, WHO ARE THE END USERS OF SOFTWARE PRODUCTS, THE FOCUS SHOULD BE ON USER‑FRIENDLY INTERFACES AND FUNCTIONALITIES THAT DIRECTLY ADDRESS THEIR SPECIFIC NEEDS.

For consumers, who are the end users of software products, the focus should be on user-friendly interfaces and functionalities that directly address their specific needs. Referrals and influencers may not directly be involved in selling but are crucial for building brand awareness and credibility. They need software tools that facilitate easy sharing and tracking of referral leads or campaign performances.

advantage and can easily adapt, model and update their compensation, incentive and reward programs to support individual performance, social sharing, team selling, event selling and business goals.

The introduction of these advanced compensation engines is revolutionizing the way direct selling organizations operate, making them more efficient, more social and more adaptable—capable of sustaining a motivated and high-performing sales force, affiliate and consumer base. This development is crucial in maintaining a competitive edge in the rapidly evolving digital marketplace.

Enhancing Engagement Across All Marketing Channels

Understanding the significance of segmenting different stakeholders such as consumers, affiliates, referrals, influencers and sellers is essential for crafting effective sales strategies. Each group plays a vital role in the ecosystem of direct and social selling as well as their unique characteristics and needs. Advanced software solutions enable companies to segment their network. This powerful technique allows for targeted messaging campaigns, ensuring consumers receive relevant information and offers. Concurrently, sellers can share the most relevant media and stay informed about promotions, incentives and training tailored to their needs, leading to a more effective and fulfilling experience for all.

Sellers, the frontline warriors in the sales process, need tools that not only help them understand the product intricately but also assist in demonstrating its value to potential consumers. Their software should include advanced sales enablement features with instant sales and team reporting. By effectively segmenting these key groups and understanding their journey, chances are greater that your consumer will make a purchase; become a repeat consumer; and share those experiences with their friends and family. Your seller will also be more engaged and satisfied, and you will retain them longer. Ultimately, such a segmented approach leads to more engaged consumers and organized and efficient sales operations, ensuring each group receives the specific tools and support they need to succeed.

A Glimpse into the Future

Direct selling is now living in the age of the consumer being more in control than the seller. Social media is where consumers spend most of their time looking for new trends, products and services. Direct sellers need to leverage these insights because unlike social media which thrives mainly on broadcasting ads and campaigns, social selling is modernizing relationship building and providing the personalized brand experiences that consumers want and trust DSN

Serving as Vice President, Global Sales at Jenkon, GREG FINK has over 30 years of experience serving in various leadership roles within direct selling. He is passionate about helping direct sales businesses and their sales force compete by leveraging new technologies and digital sales tools.

October 16–18, 2024 Washington, DC

IONA GORECKI LOIS GREISMAN

GAYLA HUBER

SEAN HEATHER

JASON GROVES

SANDY JAP

NICOLAS WENKER

JOHN WEBB

JOHN VILLAFRANCO

ADOLFO FRANCO

KATRINA EASH

JONATHAN GILLIAM

ED BURBACH MATT CAGLE FRANCISCO ORTEGA GAXIOLA

BRANKO JOVANOVIC DANIEL KAUFMAN

BRENT KUGLER

ALEX KENNEDY

PETER MARINELLO

JOSEPH MARIANO

STACY SWANSON

JOHN SANDERS

ERIC RITTER

KATY SPICER

HOWARD SMITH

BONNIE PATTEN

From the Field to the Executive: Education for All

SEPTEMBER 2024 marked a significant celebration of the direct selling field, highlighted by the successful DSA Social Media Day—Field Edition and Direct Selling Day on Capitol Hill. DSA member company distributors from across the US had the unique opportunity to engage with members of Congress, Senators and key Congressional leaders. Meanwhile, thousands more participated virtually in DSA Social Media Day, seizing the chance to enhance their skills and knowledge. Designed to ignite field success, the Social Media Day curriculum equipped sellers with essential tools to navigate the upcoming holiday season with confidence. Attendees benefited from expert guidance, including:

• Adley Kinsman, CEO of Viralish: Adley shared his expertise on scaling social media presence and creating viral moments that drive sales, leveraging his experience with a remarkable 35M+ monthly followers.

• Corey Perlman, Owner of Impact Social and Best-Selling Author: Corey provided in-depth insights into digital marketing and social media strategies that empower distributors to maximize their online impact.

• Samantha Hind, Award-Winning Speaker and Digital Marketing Specialist: Samantha offered practical social media techniques tailored specifically for the direct selling industry.

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

As we transition into October, DSA’s educational initiatives will pivot to focus on executives with the DSA Legal + Regulatory Conference, scheduled from October 16-18 in Washington, D.C. This event will feature prominent policymakers, including Lois C. Greisman, Associate Director of the Division of Marketing Practices at the Federal Trade Commission (FTC), who will share her insights on industry practices.

Attendees will also hear from Bonnie Patten, Executive Director and Co-Founder of truthinadvertising.org (TINA). Bonnie will address the letters TINA sent to direct sellers earlier this year regarding alleged deceptive earnings claims and discuss her organization’s perspective on how the industry should communicate potential income opportunities.

The conference lineup promises to deliver valuable updates on regulatory developments, independent contractor policies and strategies for maintaining compliance in a rapidly evolving landscape.

Additionally, the October 2024 DSA Engage Webinar series kicks off on October 8 with a partner-led panel on driving growth and performance, featuring executives from ACN, Plexus and Xyngular.

As we look forward to the remainder of 2024 and begin planning for 2025, we are excited to continue our collaborative efforts with our direct selling community. We eagerly anticipate connecting with you this fall and advancing our shared goals together! 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.

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.

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!

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!”

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.

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.

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.

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.

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.

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.

SUPPLIER DIRECTORY

MOMENTUM FACTOR

4801 Spicewood Springs Rd,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.

FLUID

139 Hunters Grove Lane, Suite 207 Lehi, UT 84043 385-336-7404 fluid.app

The front end for Direct Selling. AI-Powered E-commerce, Mobile App, Website Builders, and Social Selling.

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.

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.

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.

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.

October 2024 Direct Selling News

BILLION DOLLAR MARKETS

THE WORLD’S #1 DIRECT SELLING PLATFORM

MORE EVENTS

MORE COUNTRIES

MORE CONTENT

EVENT OVERVIEW

Introducing the 1st DSU LATAM Event!

SPEAKERS

52

COVER STORY

BILLION DOLLAR MARKETS

There is POWER in Partnership>

D D

Direct Selling’s Biggest Markets

Today’s Direct Selling Company

Can’t Settle for Yesterday’s Advice

Services

Partners & Associates

dōTERRA Convention Welcomes More Than 7,000 Attendees

Saladmaster Hosts Global Leadership Summit in Madrid

Third Annual Amway Cares Event Serves Local Non-Profits

Herbalife Partners with LA Galaxy to Support Back-to-School Event

Amazon Partners with TikTok and Pinterest

US Judge Blocks FTC’s Non-Compete Ban Nationwide

EXECUTIVE ANNOUNCEMENTS

MŌDERE EXPANDS LEADERSHIP TEAM WITH STRATEGIC HIRES

PM-INTERNATIONAL EXPANDS EUROPEAN MANAGEMENT BOARD

RAJENDRAN ANBALAGAN

Jim Northrop Advocate for the Direct Selling Channel IN MEMORIAM J

IM NORTHROP,

THE GUIDE

T>

INCENTIVES & RECOGNITION

SUPPORT THE FUTURE OF THE CHANNEL.

Visual Impact

Why Infographics Are Effective

77ONLINE INFOGRAPHIC & IMAGE STATS

Different Versions of Infographics

The Psychology Behind Infographics

PLUG INTO THE POWER OF CHOICE POWER OF CHOICE

Curate your custom direct sales payment strategy

Simplifying, optimizing, and scaling our business and yours.

The Age of the Side Hustle

INDUSTRY EXPERTS WEIGH IN ON WHETHER

Before Beautycounter’s billion-dollar

The Purpose of Private Equity

THREE KEY TAKEAWAYS

From Cash Positive to Crushing Debt

Owners Aren’t Innocent”

Symptoms of a Larger Problem

Investing in the Future

> 2023 BILLION DOLLAR MARKETS

THREE KEY TAKEAWAYS

THE

The Data

/ THE AMERICAS /

BILLION DOLLAR MARKETS FOR

WANT TO KNOW MORE?

ABOUT THE RESEARCH

North America

South/Central America (LATAM)

/ ASIA/PACIFIC /

ASIA PACIFIC 2023 BILLION DOLLAR MARKETS (CAGR)

EUROPEAN UNION

European Union

Rest of Europe

WORDS MATTER

IN LAST MONTH’S ISSUE of Direct Selling News

THREE KEY TAKEAWAYS

Side Hustle vs. Owning a Business

HOT TAKES

SURVEY RESULTS.

The Age of Affiliates?

Hiding in Plain Site

And Now a Word about Sponsor

Leaders, not Team Builders

Freedom from What Exactly?

The Path Forward

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