December 2022 Direct Selling News

BY SARAH PAULK

BY TONY JEARY

BY LISA ROBERTSON

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

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Through my decades of experience

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The Year in Review. The Year Ahead.

2022 WAS ANOTHER TOPSY-TURVY YEAR

for the channel as we tried to find a new normal in a post-pandemic world. In this month’s cover story, we take a look back at what shaped 2022. And—more importantly—we discuss the stories and trends we think the industry will be focused on in 2023 and beyond. It’s a can’t-miss look back and look ahead every executive must read. I hope you enjoy it!

We also provide a comprehensive recap of our Fall Direct Selling University, held in October, in this issue. We are so grateful for the positive feedback we’ve received! The energy in the room was palpable; so many first-time speakers were on hand to share new stories and perspectives. We are already planning the Spring 2023 DSU!

The end of the year is a great time to reflect on the teams you’ve assembled and how to help them achieve at their maximum potential. With that in mind, we asked renowned leadership expert Tony Jeary to share his thoughts on how to create and maintain High-Performing Teams.

Don’t miss the excerpt from this month’s Iconic Insights podcast where our host Heather Chastain interviews LimeLife by Alcone Co-Founder & Chairwoman Michele Gay. Michele was our highest rated speaker at DSU—to say she electrified the room is an understatement! I know you

will find key takeaways on female financial freedom and the future of direct selling in this month’s excerpt.

There are also articles highlighting industry titans SeneGence and Young Living—two other companies founded and led by dynamic, powerful women!

DSN remains your daily resource for global news impacting the direct selling channel. If you haven’t yet, make sure to sign up for 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 channel’s top stories first and fast.

All of us at DSN remain incredibly energized by the recent DSU event—the knowledge and insights shared leave us inspired and motivated to share the trends, companies and stories shaping the channel. We invite you to save the date for our Spring 2023 events, happening April 18-20 in Frisco, Texas. This event will be in-person only—so make sure to plan now to join us!

All the best,

DSA Hosts D.C. Event for Direct Sellers to Hear from Policymakers

THE DIRECT SELLING ASSOCIATION (DSA) hosted a Legal and Regulatory Seminar in Washington D.C. as an opportunity for direct sellers and industry professionals to listen to government regulators and policymakers.

“It was energizing to gather for our first inperson Legal & Regulatory Seminar in three years,” said DSA President Joseph N. Mariano. “Understanding the current regulatory and legislative landscape as well as working to achieve more clarity is vital to ensuring the success of our companies and salespeople. DSA prides itself on its ability to convene regulators, policymakers, as well as industry executives and partners who provide insights on key issues and challenges that impact our business model. This is the only forum for the industry that brings together these parties.”

Sunrider Convention Features Ribbon Cutting for 1.1 Million Square Foot Manufacturing Facility

SUNRIDER CELEBRATED its 40th anniversary at its annual Grand Convention in Dallas, Texas. The fourday event was held in-person for the first time in three years as well as virtually and featured business trainings, receptions, recognition, workshops and a performance by the Dallas Cowboys Cheerleaders.

Participants were given the opportunity to engage in volunteer activities on site and support the company’s ongoing philanthropic partnerships with organizations Engage Now Africa and Mentors International.

The convention culminated in a ribbon-cutting ceremony for Sunrider’s Texas Manufacturing Plant (TXP), a 1.1 million square foot facility in Midlothian, Texas that sits on 71 acres. TXP has already begun full-scale production of the company’s product lines, including Kandesn Lip Colors, Lip Dew Balm and Face Palettes, which were launched at the convention.

Jon Ponder credits a cup of convenience store coffee from the man who arrested him as the act that turned his life around. This seemingly simple show of respect forged an unlikely friendship between an FBI agent and a three-time convicted felon, and it was in this life-changing moment that inspired him to embrace a new path – a path toward faith, service, and redemption.

Today, Jon pays this kindness forward by empowering thousands of formerly incarcerated people like himself to build a brighter future. He founded Hope for Prisoners, a foundation that, through donations, helps people reenter the workforce, reengage with their families and communities, and reclaim their lives

In recognition of his widespread impact, he was pardoned by the President of the United States, Donald Trump.

Jon’s story reminds us that everyone deserves a helping hand. That’s why we’re here. We deliver premium payment processing to make it easier for incredible people like Jon to continue their work.

We are proud to partner with Jon and those like him who go above and beyond to make life better for others. After all, people are our greatest strength.

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REAL PEOPLE. REAL STORIES.

DSN SHARES A COMMON GOAL WITH THE SUPPLIER COMMUNITY—to serve and support the growth and evolution of direct selling companies. When they win, we all win—including millions of customers and distributors around the globe.

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

INSIGHTS

For the full articles, visit directsellingnews.com/ category/news/

Inflation Is Disproportionately Impacting Women

IN ITS NEW WOMEN’S FINANCIAL HEALTH INDEX, Ellevest, an investment platform and financial literacy program for women, found that women have been hurt more by inflation than men. In an interview with Yahoo Finance Live, Ellevest Founder and CEO Sallie Krawcheck pointed to the gender pay gap as a strong contributor to the fact that inflation has been “particularly brutal” for women. Women’s wealth, Krawcheck said, is only “$0.32 to a white man’s dollar—for women of color, it’s pennies.”

“Inflation hurts everybody, but hurts women more,” Krawcheck continued. “Women were hit by that, which hurts the pocketbook immediately.”

The index also measured women’s employment rate, student debt, paid family leave, corporate leadership and venture capital funding, finding that

inflation has led to the lowest consumer confidence level in five years.

“When you look at its performance over the past five years, women’s financial health took a big hit during the pandemic because they lost jobs at a disproportionate rate [and it] improved coming out of the pandemic as they were returning to the workforce, but this year has been tough,” Krawcheck said.

Only 14 percent of women reported feeling financially prepared for a recession, and two-thirds of women have reduced their spending because of inflation. Still, 75 percent of women are continuing to invest in their retirement portfolios, compared to 66 percent of men. DSN

For the full articles, visit directsellingnews.com/ category/news/

Retirement Is Out of Reach for Most Workers

ALMOST HALF OF ALL WORKERS (49 PERCENT) say they expect to work past age 65 or plan to not retire at all. This isn’t due to a lack of planning or overspending. In fact, a recent report from Transamerica Center for Retirement Studies stated that 82 percent of traditionally employed workers are saving for retirement through employer-sponsored plans, like a 401(k), with many also contributing to additional savings outside of their workplaces. Self-employed workers, who don’t have access to workplace retirement models, are socking away money as well. Of these self-employed savers, 68 percent are saving through their own DIY retirement plans, with 79 percent saving through a tax-advantage retirement account.

Most workers dream of fully-funded retirements that allow for travel, hobbies and time with loved ones, but only 24 percent of workers across all demographics report feeling “very confident” that they will be able to retire with a comfortable lifestyle. In fact, 58 percent of workers expect to work at least part-time even into retirement.

Financial stability in retirement will require a concerted effort to improve the retirement system on a government level, starting with affordable out of pocket healthcare costs, prescription drugs and long-term care options, but supplementing incomes through legitimate business opportunities and side hustles could be the answer the American worker has been looking for. DSN

For the full articles, visit directsellingnews.com/ category/news/

EXECUTIVE ANNOUNCEMENTS

WIDTFELDT PRESIDENT / MOJILIFE

TIPPS CHIEF EXECUTIVE OFFICER / PLEXUS

MOJILIFE announced it has named Kristine Widtfeldt to the role of President. Widtfeldt has more than two decades of experience in the direct selling industry, including serving in a chief executive capacity at another direct sales company.

“We are very excited to have Kristine lead our fragrance company, especially in light of our recent US and international growth plans,” said Darin Davis, MojiLife Chief Executive Officer. “Since our partnership with Sharing Services Global Corporation, we have identified key talent for our organization, and the guidance and advice in this sector has been tremendous. Our company is in growth mode and Kristine will be a big part of it.”

PLEXUS WORLDWIDE announced that Gene Tipps, who joined the company as Chief Operating Officer in 2018, has been promoted to Chief Executive Officer. Founders Tarl Robinson and Alec Clark will now transition into roles on a newly created strategic council. Robinson will stay in his current role until the beginning of next year to ensure a seamless transition.

“I’m honored by the trust placed in me by Tarl and Alec,” Tipps said. “They are the epitome of what business leaders should be— brilliant, insightful, deeply invested in their people and committed to creating the best products on the market. I know this new structure will allow an even greater partnership with them.”

Mary Kay Inc. announced Ryan Rogers, grandson of Mary Kay Ash, will become Chief Executive Officer of the company on January 1, 2023. Rogers follows the legacy of his father Richard R. Rogers and becomes the third generation of the founder’s family to lead.

Current Chairman and Chief Executive Officer David Holl will retire at the end of the year but will remain Chairman of the Board.

“As a young man, my grandmother predicted I would someday lead her company and worked to prepare me by sharing many of her lessons in leadership,” Rogers said. “As usual, Mary Kay was right. I am honored but also energized to have the opportunity to lead my grandmother’s company as we begin our 60th anniversary year.”

RYAN ROGERS

CHIEF EXECUTIVE OFFICER / MARY KAY

KRISTINE

GENE

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ALI GLOBAL SALES DIRECTOR / QUIARI

DAVE FLEMING EXECUTIVE VICE PRESIDENT OF BUSINESS DEVELOPMENT / NEORA

As part of its global expansion plan, QuiAri welcomed Khatib Ali as the company’s new Global Sales Director. Khatib is a former U.S. Marine with decades of experience in the direct selling industry as both a distributor and owner/operator.

“I know for a fact that this is my forever home,” Ali said. “I’m very lucky to be part of a company with such incredible growth potential. Whether you live in Texas or Tanzania, the bottom line is that we all want better health, to earn more money, to look and feel better, and have more energy. Bob Reina has generously paved a path that allows everyone an opportunity to succeed. I’m excited to be here to help guide and educate people about why this is the perfect time to join the company.”

NEORA announced it has appointed Dave Fleming to the role of Executive Vice President of Business Development. Fleming joins Neora after two decades of executive experience in the direct selling industry, including years spent in China and other international markets.

Fleming points to his ability to unite marketing, sales support and IT teams with field leaders as the root of his success.

“Neora has always led from the forefront with innovative and forward thinking,” Fleming said. “They have endeavored to do things the right way, built an outstanding team that delivers world class products, and is positioned to be a leader in direct selling for a long time. Our greatest strength is our culture and how we support each other. That is evident in the field and at the corporate level.”

DR. ALICE HIRSCHEL DIRECTOR OF SCIENTIFIC AND REGULATORY AFFAIRS / 4LIFE

4LIFE announced it has appointed Dr. Alice Hirschel to the role of Director of Scientific and Regulatory Affairs. Dr. Hirschel has two decades of experience in nutrition research and the dietary supplement industry, where she worked as a product development specialist and conducted years of academic research with various nutrient interventions.

In her new role, Dr. Hirschel will be responsible for the company’s compliance and claims substantiation.

“Alice’s experience combines the commercial, technical and regulatory worlds,” said David Vollmer, PhD, 4Life Chief Scientific Officer. “Her knowledge and know-how are great assets. I speak for everyone in Research and Development, as well 4Life at large, in welcoming her.”

KHATIB

TJ FUND EXECUTIVE VICE PRESIDENT OF CORPORATE OPERATIONS / 4LIFE

4LIFE has appointed TJ Fund as the company’s new Executive Vice President of Corporate Operations. In addition to this new role, Fund will also serve as the company’s Chief Legal Officer.

Fund holds a Juris Doctorate with an emphasis in Corporate and International Law from BYU Law School and spent more than a decade working as general counsel for another corporation. He has experience in the direct sales industry as well as other external categories and has worked with both publicly traded organizations and private equitybacked growth companies.

“It’s a pleasure for me to welcome TJ to 4Life,” said 4Life President and CEO Danny Lee. “He comes to the company during an auspicious moment in our history: the kick-off of our 25th anniversary celebration at our first international convention since the pandemic began. I look forward to his impact as he joins the team and helps us move forward with our ambitious plans for the 4Life family.”

MURALI M. CHANDRA SENIOR VICE PRESIDENT OF DIGITAL SOLUTIONS / SENEGENCE

SENEGENCE announced Murali M. Chandra has been appointed to the role of Senior Vice President of Digital Solutions. Murali has more than 15 years of experience leading digital transformations for companies through technology and data. His career has included digital initiatives within the direct selling and retail industries on a global scale. Murali leads with an innovation-first approach and his expertise includes CRM platforms, eCommerce, digital marketing and analytics, master data management, artificial intelligence enabled solutions and cloud-hosted solutions.

VARUN KONERU VICE PRESIDENT OF RESEARCH AND DEVELOPMENT AND REGULATORY / SENEGENCE

SENEGENCE has appointed Varun Koneru as the Vice President of Research and Development and Regulatory. Koneru has more than a decade of experience in the health and wellness industry and has led global teams within the direct selling industry.

Koneru holds degrees in industrial biotechnology and food science and his work has been published in peer-reviewed scientific journals. During his career, Koneru has personally led teams responsible for developing healthcare and consumer products with annual sales of nearly half a billion dollars.

CHRIS COOPER REGIONAL DIRECTOR OF ASIA & AFRICA / NEW IMAGE INTERNATIONAL

NEW IMAGE INTERNATIONAL announced it has named Chris Cooper to the role of Regional Director of Asia and Africa. Cooper has more than two decades of experience in sales and senior management, with expertise in the Asia-Pacific and African markets.

“We were fortunate to have connected with Chris with his outstanding track record of success in this industry, and especially in the specific region of Asia-Pacific and Africa which is exactly where New Image is right now focusing our sales expansion efforts,” said Graeme Clegg, Executive Chairman and Founder of New Image International. “We are certain Chris will be able to help support our leadership development and operations as we significantly increase the international momentum currently being experienced and taking sales and our presence in the international marketplace to new record heights.” DSN

The CCR Program is based solely on a company’s customer-to-distributor ratio taking into consideration the following definitions:

n Distributor—someone who DOES have a distributor agreement in place

n Customer—someone who DOES NOT have a distributor agreement in place

n Active is defined as each customer and distributor must have made a product purchase during the last six months. Active customer and distributor counts are limited to those in the U.S. and Canada.

Companies must have been in business for at least one year and have a minimum of $5 million in annual revenue. Qualifying companies must attain: 5:1 up to 10:1 for Gold status and 10:1 or more for Platinum status.

BE CUSTOMERCENTRIC RECOGNIZED.

Direct Selling News is excited to present the Customer-Centric Recognition (CCR) Program to celebrate companies that are leading the way toward a customer-centric future for the industry.

Qualifying companies utilize business models that boast high customer-to-distributor ratios and prioritize customer sales.

Companies who wish to learn more or submit a CCR Program Application can go to www.directsellingnews.com/ccr/ or contact editor@directsellingnews.com

GROW & EVOLVE WITH THE CHANNEL:

DSN’S SUPPORTER PROGRAM

INTRODUCING A NEW SUPPORT LEVEL: ADVOCATE

E BELIEVE DIRECT SELLING’S SUPERPOWER IS ITS SPIRIT OF SHARING AND SUPPORT. 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 34 participants. And it’s with that same spirit that we introduce a new, entry‑level option of support for 2023, the Advocate Level.

ADVOCATES RECEIVE: n Logo acknowledgement and placement in all of DSN’s event promotions (print, online and in-person), website and additional recognition visibility. n Three complimentary tickets to the annual DSN Global Celebration & Awards event held each spring.

BECOMING AN ADVOCATE IS A SIMPLE WAY TO:

Share and celebrate the stories that need to be told; and

WHEN YOU BECOME A SUPPORTER OF DSN AT THE PATRON LEVEL AND ABOVE, you not only empower us to provide the global news, podcasts and recognition that help keep you informed, engaged and one step ahead, but you unlock invaluable perks, insightful educational content and unlimited access to exclusive research commissioned and sanctioned by DSN.

Platinum, Gold & Patron level exclusive: n DSU on-demand library— a masterclass for direct selling n 150+ TED-style lessons

DSN has outdone themselves with the new DSU on‑demand library! helping our organization grow at every level is a core pillar of ours, and the DSU content helps us enhance our efforts in an innovative way. —MARK STASTNY / CMO, SCENTSY

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/achievements/membership/ or contact membership@directsellingnews.com

The news you need. The name you trust.

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

Rewarding Devotion

BY DAVID LEE

WITH ONLINE customer experiences becoming the norm, creating and tracking a customer loyalty program has never been easier or more relevant. Punch cards have evolved to unique discount codes and tiered loyalty point programs. Here are five effective customer loyalty trends perfect for direct selling.

1/ OFFER FREE TRIALS BEFORE AND AFTER A CUSTOMER BUYS

Free trials and samples have long been an effective marketing strategy in the direct selling industry. Product samples are highly portable and easy to hand out. In fact, many direct selling companies create their entire business-building system around sampling. However, samples don’t have to be limited to potential customers. Consider giving current customers samples based on their purchase history or let them cash in loyalty points for product samples. This can encourage customers to share samples with others as a natural transition to becoming a distributor. For service-based customers, make the terms of free trial periods easy to understand and easy to cancel. Complicated cancellation policies can be a big barrier that keeps people from signing up for free trials.

Five customer loyalty program ideas to keep customers coming back.

2/ OFFER DISCOUNTS FOR FIRST-TIME PURCHASES

Many people need five or more exposures before making the decision to buy. Offering coupon codes for first-time buyers can help tip the needle in your favor. Many direct selling companies now allow distributors to create coupon codes right from their back office. First-time purchase codes can also be printed on promo cards to hand out at presentations, used in website popups or sent via email or direct messaging apps. Some of these codes can have a usage time limit to encourage quick action. Make potential customers feel special by communicating the code as a “personal discount code” or telling them the code can only be used once

80%

FEEL ENCOURAGED TO MAKE A FIRST TIME PURCHASE WITH A NEW STORE IF OFFERED A DISCOUNT OR SPECIAL.

OFFER UP

69%

OF MILLENNIALS SAY THEY CANNOT COMPLETE A PURCHASE BEFORE SEARCHING FOR A DEAL OR OFFER.

A RECENT RETAILMENOT SURVEY REVEALS THE IMPORTANCE OF DEALS

ON FIRST-TIME PURCHASES.

80% of customers say they feel encouraged to make a first‑time purchase with a new store if it offers a discount or special.

67% of consumers have made a purchase they weren’t originally planning to make solely based on finding a coupon or discount.

4 in 5 consumers feel encouraged to make a first time purchase with a brand that is new to them if they found an offer.

69% of Millennials say they cannot complete a purchase without first searching for a deal or offer.

Nearly all consumers (93%) say they would make a repeat purchase with a retailer that offered good discounts.

75% of Americans who have abandoned an online shopping cart have done so due to issues with cost.

3/ OFFER DISCOUNTS UNIQUE TO EACH CUSTOMER

Take extra steps to make customers feel special. Send special offers or coupons on a customer’s birthday, the anniversary of their first order or some random “just because” offers. Communicate to the customer using their name and recognizing these important dates. Keep track of their favorite products and offer suggestions of related products based on a customer’s unique goals. Incentivize customers to take surveys to help build a unique customer profile. Provide that info in the distributor back office so each distributor can better tailor their sales and marketing efforts based on customer goals, expectations and product purchases.

4/ CREATE UNIQUE WAYS FOR CUSTOMERS TO EARN AND CASH IN LOYALTY POINTS

Effective loyalty rewards points should go beyond simply building up points based on purchases. The “buy 10 get one free” model is archaic to today’s online customer experience. Reward points on customer birthdays and for taking actions such as downloading the company app; writing product reviews; following social media accounts; taking

surveys; or participating in customer appreciation events. Consider creating a tiered points program so customers can build points toward better prizes. Create special opportunities to earn points through promos, new product launches or holiday sales. Allow customers to cash in points for special product flavors, discontinued products or offer some products only to rewards members. Brand the loyalty program with a unique name and perhaps a logo that are recognizable across any communication platform.

5/ CONSISTENTLY COMMUNICATE A CUSTOMER’S LOYALTY POINTS LEVEL

Keep your customer loyalty program top of mind to encourage continued interaction and purchasing. Make the customer’s rewards status visible when they sign into their customer account on a distributor’s replicated website. Show their progress building toward products or prizes they can achieve. Reward badges to create a more gamified experience. If possible, include their points status in email blasts. Communicate how much money loyalty customers can save every month or year. DSN

INTERNATIONAL COMMERCE SIMPLIFIED

International technology platform and logistics solutions for direct sellers.

globalaccess.com

Gig Nation

Working a side hustle has become a need for millions of people.

BY DAVID LEE

THE NUMBER OF AMERICANS who have some form of side hustle to make extra money—or even need one to get by—has skyrocketed the past three years. The COVID-19 pandemic, rising inflation and technology advancements have helped fuel the rising trend. This is good news for the direct selling industry seeking part-time independent distributors.

According to a survey by small-business insurance company Insuranks, 93 percent of Americans in 2022 have attempted to make money outside of their main source of income with 44 percent saying they need a side hustle to cover monthly bills. That’s up from around 34 percent in December 2020. Many respondents (28 percent) said rapid inflation has pushed them to search for additional ways to earn income. Around one-third said they just enjoy working side gigs.

“Unfortunately, due to high inflation and other financial burdens, more side hustlers are working a side job just to make ends meet,” shared Ted Rossman, Senior Industry Analyst for Bankrate. “Instead of using this income to boost savings, knock out debt or pay for a vacation, there has been a big increase in people who simply use these funds to pay for everyday living expenses.”

Studies by Zapier dig a little deeper into who is starting side hustles, how long they spend on working them as well as the average income they make. On average, Americans spend 13.4 hours per week and are earning more than $12,000 per year working their side hustle. Nearly 37 percent say they make $5,000 or more annually. Roughly 36 percent of people started or planned to start a side hustle in 2022, compared to 24 percent who said the same for 2021. Men and young adults are most likely to start a side hustle, with 44 percent of men and 37 percent of women saying they currently have one.

In terms of age groups, Gen Z (ages 18 to 25) and Millennials (ages 26 to 41) are more likely than Gen X (ages 42 to 57) and Boomers (ages 58 to 76) to say that they currently have a side hustle. However, older adults are spending more time working, while younger adults are earning a higher income per hours worked. Sixty-four percent of Gen Z say they spend less than 10 hours a week working their side hustle compared to 40 percent of Millennials, 36 percent of Gen X and 42 percent of Boomers. On average, Gen Z earns roughly the same amount per year compared to Gen X ($9,537 vs. $9,628).

According to surveys by Self Inc., people spend their side hustle money on: regular bills and household expenses (34.7 percent); disposable income (32.2 percent); and savings and investments (29.8 percent). More than 60 percent of respondents said their side hustles began as a hobby.

93%

44%

While the number of people working a side hustle has drastically increased, more than three-fourths of respondents in the Self Inc. survey say they have been working one for less than three years. Just 9.5 percent said more than five years; 18.3 percent said two to three years; 20.8 percent said one to two years; and 19.7 percent said less than six months. Nearly 50 percent said they started their side hustle because of the COVID-19 pandemic uncertainty and job market downturns. DSN

ON AVERAGE, Americans spend 13.4 hours per week and are earning more than $12,000 per year working their side hustle.

AMERICANS IN 2022 WHO HAVE ATTEMPTED TO MAKE MONEY OUTSIDE OF THEIR MAIN SOURCE OF INCOME.

SAY THEY NEED A SIDE HUSTLE TO COVER MONTHLY BILLS.

BY SARAH PAULK

Direct selling executives

need insight and fresh ideas now more than ever before. In one of the most challenging years in direct selling history, leaders faced continued lockdowns in certain markets, changing consumer behaviors, a tense regulatory environment and lingering supply chain issues.

To provide practical solutions, Direct Selling University enlisted more than 25 of the industry’s leading executives to share unique perspectives and new approaches regarding some of the most complex issues facing the channel today.

STUART JOHNSON / CEO of Direct Selling News, Direct Selling Partners & NOW Te ch

DAN MACUGA / Chief Communications and Marketing Officer, USANA

E KICKED OFF DSU

with the CEO Forum, one of our highest rated events, and had 75 executives in the room representing $43 billion in revenue,” said Stuart Johnson, Chief Executive Officer of Direct Selling News, Direct Selling Partners and NOW Tech. “We talked about omnichannel strategies, fighting field fatigue (our industry’s version of quiet quitting), attracting the next generation, industry reputation and the rise of affiliate models in the marketplace.”

Johnson cast vision for attendees, calling them to move beyond customer-centric thinking to becoming customer-obsessed. Following his lead, speakers provided tangible ways to improve customer conversion rates, improve salesforce morale, upgrade training systems, drive revenue

and create authentic connection with customers. “DSU gives leaders the chance to open their minds to a bigger picture,” Johnson said. “This event exists to share knowledge, future trends and success stories that inspire, challenge beliefs and spark change. I’m confident that every executive left the event with at least one game-changing idea or initiative to take back to their teams.”

Addressing Amazon

Amazon. The eCommerce goliath has been the elephant in the room for years, and for the first time, Direct Selling University tackled the challenge head on. Without shying away from the complexities of the issue, DSU offered multiple opportunities for participants to listen and learn from experts about how to alter their approach to what is arguably the industry’s biggest competitor.

Cracking the Amazon Code: the first-ever DSU breakout session on eCommerce strategies

SHELLEY ROJAS / Chief Brand Officer, Direct Selling News

}Blake Mallen, Author, President of Prüvit, delivered the most talked about speech of the event, as well as a break-out workshop session that drew more than 150 attendees, discussing his proven Amazon strategy.

“A lot of customers buying on Amazon assume they are buying from the company directly, and when they receive a damaged or expired product, they’ll either blow up the support team with their complaints or—worse— blast Amazon with negative reviews,” Mallen said. “This stuff can cause serious potential long-term damage to our brands. When you

“Amazon is a key part of the customer journey today, which means this cannot be ignored.

—BLAKE MALLEN / President of Prüvit

share the message that anyone can start today with the same opportunity to change their life, but when there are different prices for different people, it can erode the very heart of what our channel stands for.”

Continuing the event’s conversation about how to become customer-obsessed, Mallen explained the importance of setting an intentional Amazon game plan, telling attendees that winning the Amazon game begins with controlling their brand’s footprint on Amazon.

“This is not the future—this is the present,” Mallen said. “Amazon is a key part of the customer journey today, which means this cannot be ignored. This is something we as a channel need to do not only for our companies—but for our communities—and make the shift our industry really needs.”

GARRETT MCGRATH / President, ANMP

RUDY REVAK / Founder and Chairman, Xyngular

From left: HEATHER CHASTAIN / Founder & CEO, Bridgehead Collective, Direct Selling News Strategic Advisor LYNNE COTÉ / President and Chief Executive Officer, Princess House LAURA BEITLER / Chief Global Sales Officer, Rodan + Fields

}Rudy Revak, Founder and Chairman, Xyngular, reminded leaders of the importance of taking care of new distributors and helping the sales force stay persistent and positive.

}Shelley Rojas, Chief Brand Officer, Direct Selling News, and Heather Chastain, Founder and Chief Executive Officer, Bridgehead Collective and Direct Selling News Strategic Advisor, announced a new social community platform for DSN Supporters, as well as a new entry-level of Support, the Advocate, that will enhance the user experience and open up becoming a part of Direct Selling News to many more companies.

}Magnus Brännström, President & Chief Executive Officer, Oriflame, focused on the ways the pandemic impacted work trends and how Oriflame reorganized its brand experience structure to improve the product, customer, digital, social selling and employee culture experiences.

}Lynne Coté, President and Chief Executive Officer, Princess House, and Laura Beitler, Chief Global Sales Officer, Rodan + Fields, in a conversation with Heather Chastain, discussed the importance of transparency in creating alignment between the home office and the field in the midst of change and challenges.

}Dan Macuga, Chief Communications and Marketing Officer, USANA, illustrated the power of their “Start Something” campaign and offered a how-to for companies wanting to create similar initiatives that drive customer engagement, loyalty and connection.

}Amber Snow, Director of Diversity, Equity & Inclusion, Amway, shared how executives can make DE&I more than just a buzzword in their companies by facing the fact that people of color make up only 14 percent of direct selling representatives and persuaded leaders to make a commitment to listen, learn and act.

}Amanda Tress, Founder and Chief Executive Officer, FASTer Way to Fat Loss, shared the simplicity of her company’s one-tier microinfluencer marketing model, and why she believes it could be a powerful strategy for companies fearing FTC scrutiny and enhanced regulations.

}Glenn Sanford, Founder, eXp Realty, Chief Executive Officer, eXp World Holdings and SUCCESS, in an interview with Stuart Johnson, discussed the strategy behind eXp Realty’s hypergrowth and why a focus on agent experience has built a collaborative culture that drives value.

}Wayne Moorehead, Marketing and Branding Expert and Host of the Direct Approach Podcast, in an interview with Stuart Johnson, reflected on the hot topics and trends discussed during interviews with leaders from 30 different companies who represent $30 billion in revenue.

}Russ Moorehead, Chief Marketing Officer, Nu Skin, exposed five myths direct selling companies often fall prey to, and why the latest shopping trends give direct-to-consumer companies a significant advantage.

}Patrick Wright, Chief Executive Officer, AdvoCare, gave a behind-the-scenes look at the company’s 2019 FTC settlement and described how seeing limitations as opportunities has allowed AdvoCare to increase its customer conversion rate by 10x while better serving their affiliates.

}Jesse McKinney, Co-Founder and Chief Executive Officer, Red Aspen, shared a sneak peek into the company’s 2023 strategy, including four pillars—sustainability, technology initiatives, Tik Tok-style training videos and a new Gen Z-focused product category—all inspired by her experience at DSU Spring 2022.

}Nick Martinez, Top Distributor, Prüvit, encouraged industry leaders to embrace distributors who are building influence instead of recruiting and why consistently creating social media content can be the key to unlocking top earner potential.

AMBER SNOW / Director of Diversity, Equity & Inclusion, Amway

MAGNUS BRÄNNSTRÖM / President & CEO, Oriflame

}Noah Westerlund, Executive Vice President, NOW Tech, in a conversation with Wayne Moorehead, discussed the importance of Quick Commerce and long-form landing pages to increase conversion rates.

}Michele Gay, Co-Founder & Chairwoman, LimeLife by Alcone, described the toll the pandemic took on women especially, and how the Three Laws of Performance helped her sales field and staff overcome the fixed mindsets and patterns of excuses that two years of living in a socially distanced world had created.

}Ben Riley, President, Young Living, reminded participants of the importance of disruption and how direct selling leaders can leverage small-scale innovation and strategic change management to outsmart gig economy competitors.

}Brandy Huyser, Director of XS Energy and Next Gen Strategy, Amway/XS, reflected on 20 years of adventure as the XS Energy brand built momentum by upending businessas-usual at Amway, staying focused on the field, controlling the supply chain through local manufacturing and creation and designing a youth-driven culture.

AMANDA TRESS / Founder & CEO, FASTer Way to F at Loss

From left: STUART JOHNSON / CEO of Direct Selling News, Direct Selling Partners & NOW Tech WAYNE MOOREHEAD / Host of Direct Approach Podcast

}Jason Dorsey, President, Center for Generational Kinetics, Speaker and Researcher, offered a sneak peek at the first ever generational research study conducted in direct selling that he will be leading for Direct Selling News to uncover how to quickly connect with, build trust and drive influence across generations.

}Gina Ghura, Chief Marketing Officer, MONAT, offered advice for building consumer love through relationship building, personalized customer experiences, distinctive product offerings and a compensation plan that rewards customer acquisition and retention.

}Rajneesh Chopra, Chief Commercial Officer, Immunotec, shared how the company invested in technology and opened new markets and manufacturing facilities during the pandemic, resulting in tremendous growth that is moving them forward in the midst of a cooling economy.

}Garrett McGrath, President, ANMP, talked about the power of tiny gains and how improving by one percent every day in the areas of customer retention, community building and compensation strategies can build unstoppable momentum.

}Dana Roefer, Author, Entrepreneur and Direct Selling Strategist, highlighted takeaways from her book Shopping Social and shared how education is crucial for helping consumers understand how social shopping can connect them with products that support their best life.

}Darnell Self, Executive Vice President of Network and Business Development, PPLSI, shared his insights as both a field leader and industry executive, shining a light on the undervalued priorities of effective communication and a healthy team culture.

}Gordon Hester, General Manager Sales, North America, PM-International AG, explained how culture is the biggest differentiator in business, and why focusing on revenue drivers and profitability can prevent feelings of entitlement and division within the field.

Must-See (In-Person) Events

The energy of this DSU—the first in-person fall version ever held—was inspiring, and the feedback received was overwhelmingly positive—making this Direct Selling University one of the most successful to date.

Planning for the next DSU event in April of 2023 in Frisco, Texas is underway, and the momentum and excitement is already building DSN

DARNELL SELF /

Executive Vice President of Network & Bus iness Development, PPLSI

MICHELE GAY / C o-Founder & Chairwoman , LimeLife by Alcone

COMMERCE

LOOK BACK A LOOK

BY LISA ROBERTSON

TO SAY direct selling is in a time of transition would be an understatement.

THE ENVIRONMENT IS EVOLVING as younger generations explore the opportunity. And the post pandemic trends of quiet quitting and the desire for more workplace flexibility continue to shape where, how and why people of all ages choose to earn a living.

Everyone working in the industry is aware of the decisions, pivots and pain points we have ahead of us as executives, as companies and as a channel. With this rapidly changing landscape in mind, Direct Selling News recently gathered over 75 C-Level executives representing a combined $43 billion in revenue to get their perspectives on the challenges and opportunities facing the channel.

The topics most often mentioned should come as no surprise. Concerns like changing consumer behaviors and a tough regulatory environment as well as lingering supply chain struggles, Amazon and eCommerce strategies and field fatigue were mentioned often. Mergers, acquisitions and consolidations also continue to be a popular topic of conversation.

But other more esoteric topics have come up recently as well. Topics that get to the heart of who we are as a channel and how we will do business in the future. The channel’s new identity as a social selling platform; the rise of single-tier affiliate models; and the slight decline of multitier compensation plans are just a few examples of what some executives have referred to as the “identity crisis” the channel is currently experiencing.

THREE KEY TAKEAWAYS

1

/ FTC SCRUTINY IS A FACT OF LIFE

They remain focused on compensation plans they consider to be deceptive. But there are indicators that there are limits to what they can do and how they can enforce.

2 / SOCIAL SELLING AND SIMPLIFIED COMPENSATION PLANS ARE KEY TO FUTURE GROWTH

Who distributors are and what they are looking for continue to evolve. Streamlining and simplifying both systems and compensation better aligns with today’s direct seller.

3 / THE CHANNEL IS CHANGING—BUT THAT’S NOT A CAUSE FOR ALARM

The four factors outlined in this article represent necessary and welcome change that promotes a more sustainable future for the channel.

Mergers, Acquisitions and Consolidations

The end of 2021 and the entirety of 2022 saw many mergers, acquisitions and consolidations take place in the channel. There were several factors driving this. Some companies looking for strategic partnerships to build their brand reach in an organic way aligned with companies with complementary product lines and customer bases. Other growthoriented companies focused on expanding their international footprint in a post-pandemic world.

Whatever the strategy behind these moves, they each represented a notable shift in the way companies were preparing for the future.

YEAR IN REVIEW

A QUICK LOOK AT THE KEY MILESTONES & TOP STORIES OF THE PAST YEAR.

JANUARY

n WFDSA Chairman: Industry Sales Reached $179B in 2021

n DSA Announces Support of the FTC’s Efforts to Stop False COVID-19 Product Claims

FEBRUARY

n Five Direct Selling Companies Listed on Forbes’ America’s Best Employers List

MARCH

n FTC Proposes New Rule to Regulate Deceptive Earnings Claims

n Natura &Co Delays NYSE Listing

n Direct Selling Companies Respond to Crisis in Ukraine

APRIL

n Betterware de Mexico Completes Acquisition of JAFRA in US and Mexico

n DSN Releases 2021 Global 100 List with 64 Companies Exceeding $100M in Annual Sales; Amway Tops List for the 10th Consecutive Year

MAY

n FTC Lawsuit Against AdvoCare Results in $149M Payout to Former Distributors

n Dot Dot Smile Dissolves Direct Sales Model

n FTC Shuts Down Financial Education Services

JUNE

n DSA Reports Industry Retail Sales in US Reached $42.7B in 2021

n Tupperware Sells Its Nutrimetics Beauty Business

n DSA Files Comments with FTC Regarding Proposed Rulemaking

n Judge Reverses Decision in Financial Education Services Case

JULY

n Amway Begins Closing Operations in Russia

n New Image Acquires Nutrimetics

n Young Living Suspends All Business Operations in Russia

n It Works! Founder Launches Streaming Platform

AUGUST

n InCruises Announces Name Change to InGroup

n Scout & Cellar Launches Scout Wild in Target Stores Nationwide

n MONAT Opens New Global Headquarters in Florida

n New Age Files Chapter 11 with Reorganization Planned

SEPTEMBER

n JR Ridinger, Founder of Market America Passes Away

n Red Aspen Breaks Ground on New Headquarters

n Gwen Stefani Launches Social Selling Platform with the GXVE Community

n DSA Hosts Direct Selling Day on Capitol Hill

n Amare Global Acquires Kyäni

OCTOBER

n Tupperware Launches in Target

n New Age sold to John Wadsworth, Jr., a Morinda Brand Partner of 25 Years

n Neora and FTC Go to Trial

n Medical Marijuana Acquires MFINITY

NOVEMBER

n Ryan Rogers Appointed CEO of Mary Kay, Inc.

n FTC Announces Open Meeting on Business Opportunity Rule

Betterware de Mexico completed their acquisition of JAFRA North America in April of 2022. The deal expanded Betterware’s categories to include beauty, personal care and fragrances while bringing JAFRA’s 443,000 consultants—who sell around $280 million annually—into Betterware, helping the company gain a foothold in the US market.

Most recently, Amare Global announced its acquisition of Kyäni, stating that this new, strategic partnership will allow the company to “further expand global reach after tripling partner growth and doubling revenue and customer growth this year, despite global economic challenges.”

“This has been a year of transformative growth and momentum at Amare, and we could not ask for a better partner than Kyäni to help propel our global vision to share the benefits of mental wellness,” shared Jared Turner, Amare Chief Executive Officer. “We are prepared to take this next step as a company to accelerate global expansion and build a foundation of empowerment, wellbeing and opportunity for as many people as possible.”

Scrutiny and Regulation

I lead Squire’s sales tax team, keeping direct-selling companies compliant with state and local tax laws. Our industry-specific approach includes nexus determination and tackling the challenges of sales tax calculations, registrations, filings, and related issues, such as exemption certificate management.

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

USAGE OF TAGLINED LOGO S

The tagline "AUDIT.TAX.ADVISORY" on ly accompanies the logo in cir cumstances where context requires c larification about what Squire can do for current and potential customers (the audience).

The direct selling industry continues to draw the watchful eye of the Federal Trade Commission (FTC). The agency’s interest in the industry is primarily focused on compensation plans it classifies as resembling pyramid schemes. While the channel has been diligent about defending itself against the allegations and impacted companies have shown remarkable resolve and flexibility in finding actionable remedies to the concerns, the power of the FTC has made it difficult to find resolution.

For example, Squire.com and its subsequent web pages featu r e the onet agline version (HIGHER PE RSPECTIVE ONLY) of the Squire logo because the subpage content t hroughout the site provides adequate co ntext to visitors.

On the other hand, if the team attends a national financial trade show where Sq uire should differentiate itself from a n eighboring financial software co mpany, then trade show banners n eed to include the tagline, “Audit- TaxA dvisory.”

Treat the secondary tagline like it’s part

One-tagline version of full color logo

Secondary-tagline version of full color logo

One-tagline version of white logo

SHARA SUMNALL SALES TAX SPECIALIST

In late 2021, the FTC notified more than 1,100 multi-level marketing, direct selling and gig economy companies that it intended to pursue civil penalties of up to $43,792 per violation for misrepresentations related to potential earnings. The notice specifically referenced several practices it deemed deceptive such as mischaracterizing the level of experience required, training provided and the amount of risk involved, along with other factors. While the intensity and scope of FTC scrutiny is daunting, there are signs that there might be a limit to what the judiciary will allow the agency to do moving forward.

At a preliminary injunction hearing June 30th in the U.S. District Court for the Eastern District of Michigan, U.S. District Judge Bernard A. Friedman required the FTC to provide more evidence in its case against Financial Education Services (FES). FES is a direct selling company that offers credit restoration services, wills and living trusts among other services. The FTC had levied pyramid scheme charges against FES a month prior.

There are also positive signs in the agency’s years-long litigation with Neora, a direct selling health and wellness company. Neora filed suit against the FTC in 2019 before the agency filed suit against them. The FTC alleged that Neora’s compensation plan was a pyramid scheme—a charge the company fervently denies and has gone to great lengths and expense to disprove.

This is a bold move by Neora—and one that represents the industry well—as they were willing to prove their data and facts in a court of law. This will be a very impactful case for the future of the direct sales model.

The Challenge of Field Fatigue

What goes up inevitably must come down—and that is clearly illustrated by the struggles facing the field. The record growth of 2020 was fueled in large part by an influx of new distributors joining the industry or new companies without proper onboarding or introduction into the companies’ cultures and systems. Now that the pandemic spike has ended and growth is flat or down, distributors that joined during that time are struggling, and established and experienced field leaders are feeling the pinch as well.

One executive characterized the current state of affairs as distributor demoralization rather than distributor fatigue. New distributors tended to make money faster and with less effort in 2020, and they are now looking for something or someone to blame for the change: the products, the company or even the model itself. “For the past couple of years, they’ve been sharing about how successful they are to their friends and families on social media, and now they have lost all enthusiasm and energy,” the executive shared.

Amber Olson-Rourke, Chief Marketing and Sales Officer at Neora sympathized with the emotions distributors go through as they experience the highs and lows of building a direct selling business. That roller coaster is also something that corporate personnel experience, too. “Honesty and transparency are the core of our field communication strategy,” she explained. “Acknowledging the hard times is an important part of empowering the field to move forward. If we pretend that everything is always great we lose trust and credibility with them. Every business has moments of hard, it is how you work through those

Power Your Brain Health Product with

moments that determine your ultimate success.”

We anticipate that the needs and concerns of distributors will be an important focus in 2023 and beyond. Creating community built around personal connections and culture has always been an important part of direct selling and that spirit will continue to grow by emphasizing product success stories organically over social media platforms. Companies will also continue to refine and modernize how they pay their distributors— rewarding sales over recruitment, paying in a more timely fashion and getting creative in the types of incentives and perks offered.

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The New Face of Direct Selling

Many of the new distributors coming into direct selling in the past two years come from a new and emerging demographic. The rise of Gen Z and the proliferation of social selling are changing the game, forever altering who direct sellers are and how they operate. There are several shifts the industry is making in order to better serve, attract and retain these newcomers to direct selling.

Many new companies avoid the “MLM” stigma altogether, focusing instead on building single-level direct sales programs and paying their sales force strictly on selling—not recruiting. Established companies have also made this pivot or experimented with supplemental affiliate programs that provide an alternative for entrepreneurs not interested in the more traditional direct selling team building approach.

One of the results of AdvoCare’s settlement with the FTC in 2019 was the revision of their business model to single-level distribution paying compensation based solely on sales to direct customers and supplemental bonuses.

AdvoCare’s CEO Patrick Wright explained that some people want to just sell the product and not build a team. “It’s advantageous for you to ask yourself what changes you can make in your structure to help make that happen for them,” he shared. “You must ask for and earn the field’s trust and tell them that in doing what is best for the customer, you are also doing what is best for the company and ultimately for the field as well.”

A great example of a young company blazing new trails in the direct selling space is FASTer Way to Fat Loss, a virtual fitness and nutrition company teaching clients how to burn fat and live healthier through intermittent fasting, carb cycling, macro tracking, whole food nutrition, strategic workouts and a positive mindset. The company pays 50 percent commission to their certified coaches and a one-level referral fee of 10 percent on coaches that they recruit. FASTer Way has served nearly 200,000 clients since its creation in 2016.

Happy Anniversary!

2022 WAS A MILESTONE YEAR FOR MANY COMPANIES IN THE CHANNEL.

Carico International, Inc. / 55 Oriflame Cosmetics / 55 Yanbal USA / 55 LegalShield / 50

Nature's Sunshine Products / 50 Rain International, LLC / 50 Primerica Financial Services / 45

Mary & Martha / 40 Creative Memories / 35 Modere / 35

Zermat International, Inc. / 35 AmeriPlan USA / 30

Barefoot Books / 30 Infinitus Company Ltd. / 30 Market America / 30

Omnilife / 30

Purium Health Products / 30 USANA / 30

ForDays / 25

Vie at Home / 25

Youngevity / 25

Epicure Inc. / 25

Alphay International, Inc. / 20 Isagenix / 20 It Works! / 20

OPTAVIA / Medifast, Inc. / 20 Orenda International / 20

Scent-sations / 20 WineShop at Home / 20 Energetix / 20

Built for the Future. Built to Last. Without a doubt, 2022 was a year of change for direct selling. And 2023 looks to be a year of more evolution. But rather than being a cause for alarm or discouragement, these changes can be seen as signs of progress and harbingers of growth as the channel creates a viable, modern and sustainable model that provides a real opportunity for aspiring entrepreneurs. And, it’s important to note that in a slow, sluggish economy, direct selling is needed more than ever. Fairly or not, direct selling has been the subject of scrutiny and scorn. Some of that negative attention has been earned in the past through outlandish claims, aggressive recruitment programs, front loading and other outdated practices. Practices that are, thankfully, falling out of favor.

“

But as the scope and scale of the industry grows, what it offers has grown as well. Best-in-class products. Personalized customer service. A sense of community and being a part of something bigger than yourself. All of these are examples of what modern direct selling actually is—not what it aspires to be.

DSN believes that the channel has an immediate and permanent opportunity to evolve and expand the channel by sharing a message of powerful, exclusive products and a part-time, flexible opportunity. The good news is that message is totally within the channel’s control. As we look back on 2022 and look ahead to 2023, we can confidently build relevance, value and credibility—and a clear path for future success. DSN

The rise of Gen Z and the proliferation of social selling are changing the game, forever altering who direct sellers are and how they operate.

For You

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

ERE’S

BY CHELSEA HUGHES

BOOK / Emotional Intelligence: Why It Can Matter More than IQ

DANIEL GOLEMAN

In this updated classic, internationally renowned psychologist Daniel Goleman redefines what it means to be smart by providing insight into our “two minds”—the rational and the emotional— and how they shape our world. Goleman delves into the factors that contribute to our emotional intelligence (or EQ), including self-awareness, self-discipline and empathy, which can be developed throughout adulthood—meaning it’s never too late to grow one’s EQ.

VIDEO / TEDx Talk: How Your Brain Responds to Stories—and Why They’re Crucial for Leaders

KAREN EBER

In this entertaining TEDx Talk (with more than 1.8 million views!), leadership consultant Karen Eber asks, “How do the world’s best leaders and visionaries earn trust?” The answer might surprise you. While analytics and data are measurable, they don’t change behavior—but emotions do. Eber suggests that leaders must tell great stories in order to impact emotions, generate trust and influence behavior. In less than 15 minutes, Eber explains how to tell stories effectively, as well as how to leverage them to elicit an emotional response and inspire action.

TECH DEVICE / Ovou

In this digital age, it should be no surprise that even business cards are getting a technological makeover. Enter Ovou, a smart business card that uses NFC (Near Field Communication) and QR technology to effortlessly share your information with new contacts—no apps or leave behinds required! Your personalized card can be scanned with a smartphone to virtually share your customizable profile. This hi-tech business card isn’t just a conversation piece—it’s also tool that helps you connect with people on the go!

For Your Field

TO L EAD BY:

WEBSITE / CreativeLive

Part MasterClass and part Coursera, CreativeLive hosts a wealth of educational content with an entrepreneurial spin. Not only are useful creative skills featured as major class topics (think photography, graphic design and videography), but business topics are prominent as well. Your field can learn about business, money, finance, self-improvement and more from a vast collection of free and paid classes, which are taught by the world’s top experts and industry leaders, including Richard Branson, Daymond John and Mel Robbins.

PODCAST / The Tim Ferriss Show

Often ranked as the top business podcast on all of Apple Podcasts, The Tim Ferriss Show has surpassed 800 million downloads. Bestselling author Tim Ferriss interviews world-class performers and creators in order to decode their success for the everyman and woman. Along the way, he extracts positive, usable strategies that anyone can use to win at life. With his A-list guests and desire to make a difference, Ferriss has been called the “Oprah of Audio.”

AUDIO BOOK / Fanatical Prospecting JEB BLOUNT

In what claims to be the “most comprehensive book ever written about sales prospecting,” author, keynote speaker and sales acceleration specialist Jeb Blount reveals the top reason for failure in sales: an empty pipeline—with the root cause being failure to consistently prospect. In Fanatical Prospecting, Blount outlines his innovative, proven approach to prospecting. Through this book, your field will gain the necessary insights to overcome fear, power through resistance and objections, generate more leads and close more sales. DSN

“

The glue that holds all relationships together—including the relationship between the leader and the led—is trust, and trust is based on integrity. —BRIAN TRACY

WORDS

BY TONY JEARY

WHEN EVERYTHING is aligned within a team, execution is streamlined, and the right results happen.

EARS

YBACK, WHEN COACHING THE PRESIDENT OF FORD MOTOR COMPANY,

I turned down a request to work with approximately 200 of their top leaders around the subject of High Performing Teams, because I wasn’t a team-building expert. But when they sweetened the deal by saying, “We’ll give you a million dollars,” I said, “I’ll become one.” That budget allowed me to hire people who were able to help me through the process of becoming an expert.

Over the last 25 years, the model that has proved out from that initial research, along with my book called High Performing Teams, has allowed me to impact the cultures of thousands of organizations by raising the level of their teams into High Performing Teams (HPTs).

Are your results falling short of your expectations? Maybe it’s because your teams are not operating at their highest level. Think back to the best teams in history and ask yourself what they have in common. Strong leadership, talent, experience, synergy and diversity are just a few of the characteristics shared by extraordinary teams. I propose that if you’re willing to adopt a new mindset—perhaps sharpen a few of your thoughts about what a team should look like—candidly assess where you are in that regard and really focus on forming a High Performing Team, then your overall company results will improve.

THREE KEY TAKEAWAYS

1 / CREATING A HIGH PERFORMING TEAM CAN BE GAME CHANGING FOR YOUR ORGANIZATION

These teams focus on being as effective as possible, while continually working toward better standards.

2 / HAVING ACCOUNTABILITY IN A TEAM MEANS PEOPLE DO WHAT THEY SAY THEY WILL

It’s the foundational building block for success where expectations are consistently communicated and met.

3 / USE THE “ACT” MODEL TO BUILD A HIGH PERFORMING TEAM

Creating this kind of operational excellence requires commitment and candor—and, most importantly, patience.

Many people have just never thought about the difference between a Group, a Team and a High Performing Team.

n A Group is just people working independently with no real common goals or tasks. Even so, their work can still collectively add up to a profitable enterprise.

n A Team is a group of people working together more interdependently toward a common goal.

n A High Performing Team focuses on being as effective as possible, while continually reevaluating to work toward better standards. Each team member has a high level of investment in the outcome/vision and is individually motivated. Since they’re committed to working together toward the same vision, team synergy is high.

Most people at the top of an organization want it to work as a High Performing Team because just the synergy alone leverages so many wins. Synergy utilizes collective intelligence and expertise; it expands leadership bench strength; it supports training; and it promotes engagement and enjoyment.

And when everything is aligned within a team, execution is streamlined, and the right results happen. Both organizations and individuals thrive when the culture is a High Performing Team. This should be at the heart of any organization, because business is a results contest.

So how do you go about creating a High Performing Team? Start with rating your team to see how far you need to go, then make your people aware of what you’re doing by showing them the vision of where you want to go. Then have each person evaluate themselves to see if they are part of a group or a team and see if they are motivated to become a part of a High Performing Team.

Our model for a High Performing Team is ACT, which stands for Accountability, Communication (starting with a shared vision) and Trust.

ACCOUNTABILITY

Having accountability in a team means people do what they say they will. Team members finish tasks on time—or before—and communicate their progress well. When time commitments cannot be met, they are renegotiated. Measurable results are produced with consistency.

COMMUNICATION

The vision/mission is understood and shared by every team member. Whenever possible, communication is thorough, so unknowns become knowns to all team members. The right tools are being used, and meetings are focused, bring clarity and maximized in a way that inspires the team members to execute well. The organization has established meeting standards, so when someone joins the company, they know what to expect.

Appropriate information is cascaded down at appropriate times and in the appropriate level of detail to the entire organization (such as when things change, as new information becomes known, and as the company grows and matures).

TRUST

Individual expertise is valued, honored and respected by all, and team members are empowered. Expectations are managed carefully, and team members follow through. Team members are positive and helpful to each other and don’t talk behind each other’s backs. They are a single unit working together toward a common goal. There is consistent follow through on all promises and commitments.

THE MEETING MAGIC FORMULA

C OMMUNICATION IS THE CORNERSTONE OF ANY SUCCESSFUL TEAM, and conducting effective meetings is a huge part of productive communications. Use the Meeting Magic Formula below to get the most out of your meetings and help build and maintain a High Performing Team. This is adapted from the book Meeting Magic that I co-authored with my friend George Lowe.

M + A + G + I + C = SUCCESS

M EET OR NOT / Determine whether a meeting is the best way to accomplish your goal.

A GENDA / With the end in mind, prepare carefully to get what you want.

G UIDELINES / Set and follow the rules that will allow you to conduct the meeting with confidence.

I NVOLV E MENT / Participate and encourage others to do the same. That is, after all, why you have meetings.

C LARITY / Communicate clearly to help ensure success!

Use the ACT Model to build your High Performing Team as you continue to hone skills and improve effectiveness. High Performing Teams generate commitment, and they provide the structure and a common vision that inspire people to give their best effort. They’re committed to excellence and to getting results. When designed and managed in a way that fosters results, a High Performing Team can literally transform an organization. DSN

TONY JEARY—The RESULTS Guy™— is a renowned strategist, executive coach and keynote speaker who changes people’s thinking. He and his team uniquely facilitate planning sessions in his one-of-a-kind RESULTS Center to help direct selling executives learn, grow, evolve and thrive.

The ICONIC INSIGHTS podcast goes one‑on‑one with some of the world’s best‑known authors, speakers, and innovators sharing their unique insights on entrepreneurship. Join host and social-selling thought leader Heather Chastain once a month for a candid conversation about doing your own thing – what works, what doesn’t and what’s next. Each episode will give you concrete takeaways and actionable advice to help you improve your entrepreneurial mindset, performance, and leadership.

Essential Impact

BY CHELSEA HUGHES

RAISED IN A ONE-ROOM CABIN in the mountains of Idaho, D. Gary Young was an explorer and outdoorsman from the start. Always curious, he began studying the healing properties of flowers, herbs, trees and plants at an early age. Gary was in a terrible logging accident at age 24, which took him away from his life in the mountains. That accident is what led him to discover natural ways of healing his body and essential oils. His fascination with nature eventually took him to far-flung corners of the earth, where Gary began focusing his interest on enhanced wellness via essential oil solutions, as he believed nature intended.

FOUNDED: 1994

HEADQUARTERS: Lehi, UT

TOP EXECUTIVES: Mary Young, CEO Ben Riley, President

PRODUCTS: Health and Wellness

Young Living’s endless passion for nature and people leads to global advances in science and philanthropy.

Through his research, Gary concluded that the right ingredients, the proper distillation techniques and the finest quality essential oils held the power to connect people back to nature in life changing ways

It was this conviction that inspired Gary to launch Young Living in 1994. Gary’s wife, Mary, shared his love of nature while possessing a keen business sense. Leveraging their complementary passions and talents, together they pioneered the modern essential oils movement, with Young Living becoming the standard for the highest-quality essential oils and oil-infused products available.

“Gary made it his life’s work to discover everything he could about essential oils,” Young recalled. “Over the years, he studied with scientists, aromatherapists, perfumiers, historians and farmers. Gary loved to learn and channel that learning into innovation, which created an enormous emphasis on science within our business.”

From his early studies, Gary created a rigorous set of quality standards to ensure authenticity and potency in essential oils, which was later adapted as Young Living’s famous “Seed to Seal®” quality commitment, a five-step process that ensures premium products by maintaining all possible

—MARY YOUNG / CEO

benefits through each step of the distillation process. These strict standards—representative of Gary’s focus on science as a pillar of the business—were implemented with the intent of creating products that would enhance lives around the world.

“Gary and I shared a love of nature and a love of people,” Young explained. “With Young Living, we brought these passions together to bring the joy and benefits of the plant kingdom to humanity. We envisioned pure essential oils in every home in order to achieve our mission of empowering wellness, purpose and abundance for communities around the world.”

Visionary Science

“Thanks to the Youngs, science is the cornerstone of Young Living. It’s the biggest differentiator of our brand, and it fuels our vision and mission,” stated Mark Bartlett, Executive Vice President of Science and Development. “We are farmers and families—creators, distillers and dreamers—who harness the power of nature’s living energy to enrich humanity. That’s the purpose of Young Living. So, we’ve invested unprecedented time and resources to ensure that we do just that. In everything we do, we strive to honor our connection to the land and stewardship of the earth.”

All essential oil and oil-infused products originate from Young Living’s private farms or other “Seed to Seal” suppliers, guaranteeing that botanicals are produced with strict environmental ethics, including earth-friendly agriculture and low-impact production. Through the guiding principles of their proprietary “Seed to Seal” quality commitment, Young Living demonstrates their promise to produce superior essential oils and oil-infused products while also protecting the planet. And “Seed to Seal” is truly representative of the

each

Living ingredient embarks upon to pass muster.

journey

Young

“

Gary and I shared a love of nature and a love of people.

With Young Living, we sought to combine these passions by creating a symbiotic relationship between the two. We brought these passions together to bring the joy and benefits of the plant kingdom to humanity.

First, the Young Living team works with botanists, agronomists and scientists to ensure that the seeds they plant are the right cultivar and of the highest quality, safeguarding authenticity before they even go into the ground. Next, they cultivate healthy plants by enriching the soil through composting, the use of natural fertilizers, crop rotation, watering with rain and/or irrigation and monitoring the effects of daily weather conditions. Through unique steam distillation, cold pressing and hydro-distillation methods, the team measures data points (such as plant volume and curing time) to make sure they are delivering the most powerful essential oils possible.

“Our highly trained scientists use our own in-house, state-of-the-art laboratories and equipment, as well as independent laboratories, to ensure that our oils meet our stringent quality requirements,” Bartlett noted. From there, the Young Living team batches every essential oil with a number and retests for quality control before releasing each variant for production. Oils are then used to produce Young Living’s blends, supplements, home products and more.

“This process allows us to deliver premium and sustainable ingredients to help our customers achieve optimum health,” Bartlett shared. “We are constantly seeking innovative methods of improving our products, which opens the doors to clinical studies. To date, Young Living has participated in over 50 clinical studies that demonstrate the impact our products can have to improve overall health and wellness.”

Conducted by the Franklin Health Research Center, Young Living’s latest clinical study found that consuming two ounces of NingXia Red® daily significantly boosts health in areas such as sleep, cognitive wellbeing, physical function and immune health. Bartlett credits Young Living’s dedication to scientific research as the reason the company holds more essential oil production patents than any other network marketing company in the world.

“Young Living has been issued 17 patents from the U.S. Patent and Trademark Office, and we hope to continue to grow that number through our ongoing research and development,” he shared. “Our commitment to science and product innovation is what allows us to remain the industry leader while creating wellness solutions and healthy lifestyles for millions of customers.”

A Global Mission

While their product sustainability efforts are impressive, Young Living is equally committed to advancements in social sustainability via their D. Gary Young, Young Living Foundation. Through their three focus pillars of nurture potential, rescue the harmed and protect the earth, the Foundation seeks to promote a healthy world where individuals are free to dream and create. Focusing their projects in markets where Young Living has a large customer base to help strengthen philanthropic efforts on the ground, the D. Gary Young, Young Living Foundation partners with ambitious organizations and social entrepreneurs to help take their mission to the world.

One such partnership involves supporting femaleled artisan groups across the globe in the quest for financial independence. By selling their handcrafted items though Young Living’s online marketplace, these artists gain access to new opportunities and fair wages. “Since our start in 2020, we have connected with over 15 groups, including those that support women who have experienced extreme poverty, disability, displacement, trauma or violence,” said Young Living President Ben Riley. “Helping these women build strong and sustainable enterprises will lead to more income-generating opportunities. With fair and consistent pay, our partner artisans are better able to support the needs of themselves and their families, as well as develop new skills, making a lifelong impact.”

In 2022, the Foundation also committed to expanding Young Living Academy, a school in Chongón, Ecuador, which provides a quality education for children who are at high risk of dropping out of or never attending school. “When we first opened the Young Living Academy’s doors to 67 students back in 2009, we believed that the best way to eradicate poverty and to make lasting change in this local community was to ensure children had access to a quality education,” Riley explained

Over the years, the Academy has grown to accommodate 350 pre-K through 12th-grade students annually, but the school is now at capacity and can only admit about 10 percent of applicants annually. Over the next few years, the school plans to expand its capacity to accommodate 1,000 students.

Most recently, the Foundation has partnered with Hope for Justice, a global non-profit organization that aims to end human trafficking. “We collaborated to launch a free e-learning course to help families keep their children safe while navigating the challenges of today’s digital landscape,” Riley said. “With more children—and child-predators—spending more time online than ever, the course equips parents, caregivers and educators with the knowledge and practical tools to protect children from online exploitation. Our goal is to help youth minimize risky online interactions and safely navigate social and gaming sites.”

Full Circle

With a passion for preserving nature and empowering people at the root of Young Living, the Youngs pushed the envelope of science and sustainability to create a vehicle for their dream. Their advances in the development and production of essential oils inspired their brand vision, mission and purpose. These ideals fueled a breadth and depth of global philanthropy that truly brings D. Gary and Mary Young’s purpose for Young Living full circle

“From science to philanthropy, everything we do presents an opportunity to lead, love and collaborate on issues that affect our communities and the world we live in,” said Young. “Young Living encourages other businesses to use their unique positions to affect positive change in product and social sustainability as well. We know that collectively, we can be the change we want to see in the world.” DSN

“ With fair and consistent pay, our partner artisans are better able to support the needs of themselves and their families, as well as develop new skills, making a lifelong impact.

—BEN RILEY / President

SeneGence: Just Getting Started

BY JENNY VETTER

AROUND THE 20-year mark, most companies are nearing the end of their lifespan—if they’ve made it that far. SeneGence marked its 20th year in 2019 by navigating an intense season of explosive growth, only to be followed by the challenges of a global pandemic. Now, as the dust of massive expansion and logistical maneuvering settles, SeneGence is stronger than ever and ready to take on the world.

FOUNDED: 1999

HEADQUARTERS: Foothill Ranch, CA

TOP EXECUTIVES: Joni Rogers-Kante, Founder and CEO Philippe Guerreau, President

PRODUCTS: Beauty and Personal Care

—JONI ROGERS-KANTE

Agility Is Everything

When Founder and CEO Joni Rogers-Kante launched SeneGence in 1999, it was meeting two very distinct needs—one had been slowly growing within her for years and the other was more immediate. The first was a desire to build a company of her own, after experiencing tremendous success as a consultant in a direct sales company. The second was the simple desire to keep her makeup looking fabulous, regardless of whatever came her way.

“Since 1999, the inspiration for SeneGence has not changed but it has evolved,” she explained. “It started when my then-toddler son would touch my face and give me kisses. He would smudge my makeup, causing me to have to re-apply several times a day. I thought someone needs to develop cosmetics that don’t come off. That’s what inspired SeneGence and LipSense, the first longlasting lip color on the market. From there, our inspiration has evolved to providing products which allow women to look and feel their best and provide them an opportunity to live their lives in love and abundance if they are willing to work for it.”

LipSense, SeneGence’s flagship long-wear lip color still hasn’t “budged,” and it continues to be an anchor for the company’s cosmetic line. But SeneGence has grown to

“

Our inspiration has evolved to providing products which allow women to look and feel their best and provide them an opportunity to live their lives in love and abundance if they are willing to work for it.

offer so much more. Today, the company delights customers and distributors alike with a full range of personal care products, including long-lasting color cosmetics, anti-aging skin care, body care, hair care, sun care and men’s products.

From 2013 to 2017, SeneGence grew by 100 percent year over year. That impressive growth resulted in equally impressive growing pains. In 2016 and 2017, the company had sold out of many

products and was scrambling to keep customers happy; but what Joni and her team lacked in supply, they made up for in agility and determination. The team adapted, faced challenges together and emerged from that extreme season with lessons learned and an even stronger culture of trust, grace and patience—all virtues they had no way of knowing they’d need in even larger measure for what would lie ahead.

—PHILIPPE GUERREAU

Just as the business had soothed the growing pains of expansion, 2020 arrived with a fresh set of complications to navigate and problems to solve. But by this time, Joni and her team were experts at adapting and knew how to shift gears quickly.

“I’m particularly proud of our ability to be agile and adapt to needed change,” she said. “COVID-19 proved this. We sustained and, in some ways, thrived during the pandemic; learned new methods for conducting business; and adopted some of those lessons into how we conduct business today.”

“We were ready because we’d fixed our supply chain. We’d fixed our systems by the time the pandemic came,” Philippe Guerreau, SeneGence President, shared. “By midnight on the day of the Governor’s orders, we had dozens of trucks going to Oklahoma with inventory. We duplicated our logistics. So if California was completely shutting everything down, we could still service our customers from our offices in Oklahoma.”

As competitors were slimming down their product offerings, SeneGence continued adapting, adding new products and reallocating efforts to new, suddenly crucial activities, such as manufacturing hand sanitizer for first responders.

“We’d never made hand sanitizer before,” Guerreau shared. “But we made hand sanitizer in less than a month. We started to drop them in every one of our orders and supplied them to first responders in both our California and Oklahoma communities.”

Beauty and Business Are Personal

Just as Joni designed a product and a company around her goals and dreams, SeneGence offers women the chance to do the same, with a range of products that meet the different needs of every woman and a flexible business opportunity where the sky’s the limit.

“The beauty of our industry is that we’re twofold,” Guerreau explained. “One, we offer an opportunity in a career for women to be able to achieve financial independence; to be able to have a social life that they want; and to get to know people, make friends and be able to drive their own business and be entrepreneurs. The second aspect of it is that we provide products that are amazing to customers to help them feel more self-confident; to feel good; and to feel that the products are really working.”

This personal approach to both beauty and business has faced challenges throughout the last few years, as connecting online has replaced many face-to-face activities. And while SeneGence has mostly gone back to in-person selling, meeting and training, the company has encouraged distributors to find the balance that works for them.

“Nothing can replace direct sales. The one-toone relationship—the relationships distributors have with their friends, the people they know from church or school, the people they actually get to know on social media—that can never be replaced by brickand-mortar companies,” Guerreau said.

From the Inside Out

As a beauty company founded by a smart, ambitious female entrepreneur, it only made sense for SeneGence to partner with like-minded women. So, the company’s partnership with the Miss USA and Miss Teen USA pageant is a natural fit. In 2021, SeneGence was announced as Miss USA’s official presenting sponsor, and that partnership continues. Much like the SeneGence opportunity, the Miss USA Pageant is about so much more than beauty.

“The Miss USA organization is committed to inclusiveness and allowing women from all backgrounds and circumstances to be the best version of themselves,” Rogers-Kante said. “This is in complete alignment with the products and opportunity offered by SeneGence to our customers and distributors.”

SeneGence will soon share another way that real beauty starts within. The company is preparing for the launch of nutrition products that will build beauty from the inside out. Details about this new product line are expected around the first quarter of 2023.

“When we look at the future, we ask ourselves how can we provide products for people to feel good and help them have good health,” Guerreau said. “That’s why we’re going into nutrition—because we believe in both beauty from the outside and beauty from within.”

As SeneGence continues to adapt, thrive and empower women across the country and around the world, Joni and her team are eager for what’s next.

“We’re open and always ready to learn new things,” she said. “Between our incredible home office team, who keeps us growing and moving forward, to our distributors who keep us on our toes, every day is something new and exciting. We are challenged and excited by looking for ways to be first to market and that’s what keeps us going strong.” DSN

LISTEN TO THIS.

THREE DIFFERENT PODCASTS, EACH DESIGNED FOR THE DIRECT SELLING CHANNEL.

BIWEEKLY

Timely insights and relevant takeaways from executives for executives to help grow and evolve your businesses

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Deep dives into the biggest issues and opportunities surrounding the channel

SUBSCRIBE TO ALL THREE!

DSN

MONTHLY

Candid conversations with some of the world’s best-known authors, speakers and innovators sharing their unique insights on entrepreneurship

NEW FOR 2022

BY PAULA FELPS

MICHELE GAY DIDN’T SET OUT to create a direct selling company.

When she began running Alcone, her family’s business, in 2010, she wanted to build the company beyond its role as a global distributor of beauty products for professional makeup artists. Along with her niece, Madison Mallardi, she envisioned a company where makeup artists could sell the products to their clients and train others to do the same.

LImeLife by Alcone launched in February 2015 and surpassed $100 million in sales in just four years. In its first seven years, LimeLife has sold more than half a billion dollars in product and continues to expand. In this interview, Michele and Heather talk about why she chose a direct selling model, what women must overcome to find success and how the channel is changing

HEATHER CHASTAIN: I know your mission at LimeLife is to help women understand their worth and get paid for it. That’s a real passion piece of yours. Can you tell everybody just a little bit about your journey and your story?

MICHELE GAY: About 10 years ago, I was tapped by my family to head up our family business, which sold professional makeup to makeup artists around the world. So—here I am—I’m running this business and I’m so tapped out; commuting crazy hours; trying to find time with my kids. And as I was looking at the business, it was clear to me that we needed to do something to create community around the makeup artist. That was

“

At the end of the day, I saw a community that could make extra money doing something they loved.

MICHELE GAY

really where the idea of LimeLife came from. And when I thought about it, I was like, “All right, we need to give makeup artists a way to sell and retail the products that they’re using on clients. We need another revenue stream.”

And the next thing I knew it was a direct sales company. My first reaction was, “No, no, no, no. We can’t do that. Makeup artists don’t do direct sales.” And then when I thought about it, I’m like, “All right, take yourself out of what you perceive to be a problem and just look at this for what it is.”

And, at the end of the day, what I saw was a community that could make extra money doing something they loved. Making extra money; giving better service to their clients; working flex hours; being able to earn as much as they wanted to. I’m like, “Why am I resistant to this idea?”

HEATHER: I have had so many conversations in the last five or six months about this stigma around MLM and direct selling. Talk to me a little bit about how you got yourself over that.

MICHELE: The way I got over it was the fact that I was stuck doing the traditional work model, and I was like, “God, if I could spend more time with my kids but still have purpose, have a business, do all of this...” This was before virtual.

And actually, what I’m seeing now in this world is that women—I’m going to say women because I’m going to be very specific about this—would

rather make three percent commission having an Amazon recommendation store. So, they’re not resistant to social shopping. They’re resistant to making money, significant money, from social shopping. And for me that’s where it’s tweaked. People will join affiliate programs and make 3-5 percent, but then you join a brand that you actually believe in and make up to 50 percent on each of your sales plus leadership bonuses, and you’re resistant to that? So, this empowerment idea for me is our female resistance to the topic of finances and money.

HEATHER: One of the things that we love is this ability to democratize entrepreneurship. And that’s important. When we look at the future of this channel, when we look at the future of those opportunities, how are you feeling about this omnichannel concept of branching out?

MICHELE: If you had asked me seven years ago, “Is omnichannel the way to go?” I would say, “Absolutely not.” Because at that time in the marketplace, there was truly channel confusion, and it was going to take away from sellers. Now my positioning on this is if you are not doing something to boost brand awareness to support your sellers, you’re leaving them to trailblaze without a machete, tractor or anything.

Even now, you look at Amazon as a strategy. You kind of have to do it because your whole

search engine optimization relies on your ability to tap into some of these other things, like Amazon. But the more that we normalize direct selling products in the marketplace, the more amenable people are going to be, to think, “Okay, I can do that.”

HEATHER: I do think direct selling companies have come a long way in making their products much more consumer-oriented, stepping up the packaging, stepping up the marketing, stepping up the branding. We are competing on the virtual shelves now. And I think that direct selling companies have done—and are continuing to do—a better job of really paying attention to that in-consumer demand as a product-differentiating voice in their business.

MICHELE: And as a reaction to this evolution that you’re talking about, the omnichannel. Our comp plan just changed so you don’t need structure to promote. You can get to the top of the company without structure. So, when people say to me, “Yeah, well, I have to recruit people…” actually, you don’t have to. You don’t have to have a team. You can do it yourself.

We had a Beauty Guide who wanted to prove to everybody that she could sell enough in one month to hit the top of the company without any sales from her downline. And she did it.

HEATHER: I love it. I’m with you on the same evolution. The world’s changing fast, and we have to evolve our thinking and really change. I encourage everybody listening to open your mind to this idea of multi-channel. If you told me 10 years ago that there was a compensation plan that you could achieve the highest and not share this with anybody else, I would’ve said, “No way. That’s not what we do.” But now, it is what we do.

MICHELE: It is what we do.

HEATHER: And it’s how we do it and attract even more people and help even more people have the benefits of this kind of business than they ever have before.

MICHELE: Completely. And I think one of the key things to being an entrepreneur, whether you’re in direct sales or anything else, you have got to be open to things that you potentially said no to. You have to keep revisiting it. Because it’s not just about achieving results. It’s also about achieving happiness during your journey. The entrepreneurs I admire the most are the ones who can literally backstroke and find the stream underneath them. And then as they’re moving along they’re like, “Oh, there’s a faster moving current over there. Let me wade over there and go to that faster-moving current.” And they just are in flow with everything around them. DSN

“

It’s not just about achieving results. It’s also about achieving happiness during your journey.

Stronger Together: Renew in 2023

FOR OVER 110 YEARS, the Direct Selling Association (DSA) has been at the forefront of our industry to protect, serve and promote the effectiveness of member companies and the independent business people they represent; and to ensure member companies’ products and the direct selling opportunity is conducted with the highest level of business ethics.

Your membership matters, and your engagement is paramount to the channel’s success. DSA is your Association. We are entering what is emerging as a challenging economic period: many are reporting recruiting, supply chain and shipping costs to be watch items. We are here for you, and DSA is here to help steer the channel through.

DSA’s education and networking opportunities allow the broadest range of channel executives to share the ideas and insights that will help us weather economic change. To this point, DSA’s 2022 Growth & Outlook Report found sales to be the third-highest annual sales achieved by the U.S. direct selling channel.

Furthermore, the Association’s work to create even stronger bonds with regulatory agencies, together with our efforts to protect the independent contractors who are the channel’s lifeblood, continues to make advances in Washington, D.C. and statehouses across the nation.

DSA’s accomplishments have included:

• Convened the FTC Engagement Task Force and filed comments with the Federal Trade Commission on an Advanced Notice of Proposed Rulemaking regarding earnings claims.

• The independent contractor working

M. BURKE

Vice President, Membership, DSA

group guided strategy, engagement and comments on the United States Department of Labor rule on the classification of independent contractors.

• Supported passage of anti-pyramid legislation in Kansas, making it the 28th state to have laws that provide clarity and define illegitimate businesses.

• Created numerous opportunities for members to engage with Members of Congress and regulators through Direct Selling Day on Capitol Hill and the DSA Legal & Regulatory Seminar.

• Continued promotion of the Direct Selling SelfRegulatory Council with Members of Congress provided an opportunity for United States Senator Marsha Blackburn to provide positive comments on the self-regulatory entity during a congressional hearing.

Furthermore, DSA has built relationships with the regulatory stakeholders that support industry-led self-regulation through the awardwinning Direct Selling Self-Regulatory Council (DSSRC). The DSSRC is an impressive milestone and will return operational and reputational dividends to the channel for years to come.

2023 Active Membership Renewals have launched with a deadline of March 15, 2023 to pledge your company’s dues based on 2022 U.S. net sales and reaffirm your company’s commitment to DSA’s Code of Ethics.

If your company is neither a member nor an applicant, we hope it will be your New Year’s resolution for 2023 to apply! DSA looks forward to continuing to work in shaping the channel’s future and continuing to fight to protect independent contractors. Please get in touch with me at nburke@dsa.org with any questions. DSN

NANCY

SUPPLIER DIRECTORY

SQUIRE

1329 South 800 East Orem, Utah 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.

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.

I-PAYOUT

540 NE 4th Street

Fort Lauderdale, FL 33301 866-218-4668 discover@i-payout.com i-payout.com

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

CP & KRELL GROUP

Keller, TX 817-697-4321 cpkrell.com

Landing a more sophisticated brand of talent takes a more sophisticated recruiting partner.

Bringing 25 years of Direct Sales executivelevel experience from around the world and with a Team speaking 5 languages we know what it looks like to have success in a diverse and international environment. Our goal is to become an extension of your brand.

COMPLETE MERCHANT SOLUTIONS

727 North 1550 East 3rd Floor, Orem, UT 84097 877-267-4324 cmsonline.com

Complete Merchant Solutions (CMS) is a full-service US merchant account provider representing multiple banks. CMS safely and securely supports many types of payment processing for direct selling companies.

LACORE PAYMENT

TECHNOLOGIES

900 Wilmeth Road, McKinney Texas 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.

STRATEGIC CHOICE PARTNERS

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

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

METRICS GLOBAL, INC

1160 N. Town Center Drive, Ste. 100 Las Vegas, NV 89144 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. Contact Us: info@metricsglobal.com

NEXIO

727 N 1550 E, 3rd Floor Orem, UT 84097 1-877-551-5504 nexiohub.com

Nexio manages the chaos of payments offering:

• Faster roll out for distributors or partners

• Simplifies payment processing for corporations

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

DELIVERZEN FULFILLMENT

1551 Corporate Drive Irving, Texas 75038 214-233-6790 deliverzen.com

Deliverzen’s mission is to provide the best service in the order fulfillment industry.

KATAPULT EVENTS

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

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

AMWARE FULFILLMENT

4505 Newpoint Place Lawrenceville, GA 30043 866-888-2999 Sales@amwarelogistics.com amwarelogistics.com

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

GLOBAL ACCESS

2889 Ashton Blvd, Ste. 350 Salt Lake City, UT 84070 877-811-8108 globalaccess.com

International expansion expertise and technology and logistics solutions that grow clients’ businesses and brands around the world.

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.

CANADA CARTAGE LOGISTICS SOLUTIONS

1615 Clark Blvd. Brampton, Ontario L6T 4W1 905-564-2115 x2 canadacartage.com/direct-selling

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

LACORE LOGISTICS

900 Wilmeth Road, McKinney Texas 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.

HANNA SHEA

844-344-7177 hannashea.com

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

SUPPLIER DIRECTORY

CUSTOM TRAVEL SOLUTIONS

27 S Main St #17

Travelers Rest, SC 29690 864-990-3074 customtravelsolutions.com

Recruit and retain the right people for your organization — We are the world’s largest “white label” travel club builder.

INGREDIENTS AND MANUFACTURING

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.

FUTURECEUTICALS

2692 N. State Route 1-17, Momence, IL 60954 888-452-6853 futureceuticals.com

Fruit, vegetable, and grain-based solutions backed with evidence-based, marketable claims.

SOFTWARE/TECHNOLOGY SOLUTIONS

MOMENTUM FACTOR

4801 Spicewood Springs Road, Ste. 250, Austin, TX 78759 512.690.2134 momofactor.com

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

BYDESIGN TECHNOLOGIES

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

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

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.

NOW TECH

5800 Democracy Drive, Suite 100 Plano, TX 75024 310-428-9936 now-tech.com

The most comprehensive and powerful business management solution for direct sellers. We put more than 35 years of industry experience into creating strategies and tools to consistently grow your business. Contact us for a demo today.

DIRECTSCALE

1510 N. State St. Orem, Utah 84057 801-701-3285 directscale.com

The most customizable enterprise SaaS platform for managing all aspects of your direct selling, affiliate and influencer marketing business. Edit your comp plan and test it against your live data! From startup to billion dollar company, it automatically scales to meet your needs so you never have to upgrade again.

EXIGO

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

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

FLIGHT COMMERCE

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

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

THATCHER TECHNOLOGY GROUP, LLC

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

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

XIRECT SOFTWARE SOLUTIONS

686 E 110 S Unit 104 American Fork, UT 84003 385-448-1800 xirect.com

Scalable software from startup to enterprise. Your delivery expert in Commissions Calc / Consulting, Replicating Websites, E-Commerce, Reporting, Promotions, Localization, Multi-Currency, and more- The Perfect Cloud-based Direct Selling Software Partner!

INFOTRAX SYSTEMS

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

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

JENKON

915 Broadway Street, Ste. 400 Vancouver, WA 98660 360-256-4400 jenkon.com

From Startup to Enterprise, Jenkon provides Direct Selling companies an award-winning, scalable platform unifying the future of direct selling: Openness, connectivity, omni-channel and conversational marketing.

To

the person of genius who started a social selling business...

DATA IS FUEL.