November 2023 Direct Selling News by directsellingnews

DSN

DIRECT SELLING NEWS

VOLUME 19 / ISSUE 9

NOVEMBER 2023

HISPANIC MARKETS /

Are You Keeping Pace?

NEORA VS. THE FTC / A LANDMARK VICTORY FOR THE CHANNEL ACTIVZ / MULTINATIONAL FROM THE START XYNGULAR / WHERE CULTURE COMES FIRST

The Direct Selling Industry has been waiting for an outcome. And we finally have an answer.

Congratulations, Neora! We celebrate your commitment, focus, determination, steadfastness, and success as a global leader for the Direct Selling industry.

Find out how Exigo empowers our industry’s global leaders. Visit directsales.exigo.com or scan to request a demo today.

Are you ready for a year of knowledge, growth and unparalleled networking opportunities? Look no further than the

DSN 2024 Events Calendar— your exclusive pass to a world of relevant insights and practical takeaways! We’re thrilled to present a lineup proactively developed to empower, inspire and elevate your business strategies and organizational development.

2024 marks DSN’s 20th Anniversary! Join us as we celebrate monumental milestones with the biggest and best events yet.

Access: ◆ CEO Forum (invitation-only event) ◆ DSU is free for all active direct selling corporate executives and event supplier sponsors. ◆ The Annual DSN Global Celebration: $179/per person. *DSN Supporter companies receive a set number of complimentary tickets to the Global Celebration determined by support level. Become a Supporter and view benefits at directsellingnews.com. ◆ The Global Live Stream is free to everyone, including distributors. Streaming is available on directsellingnews.com

Scan to Register and visit DSNEvents.com for updates.

April 2024

20th Anniversary Spring Celebration Events Irving, Texas

April 2, 2024 / CEO Forum Meeting (invitation-only event) The channel’s premier mastermind group. Twice a year, a select group of direct selling’s top executives meet for an invitation-only, candid, no-holds-barred gathering where we tackle the issues, opportunities and trends shaping direct selling. No notes are taken, no cameras allowed—this is your chance to talk with candor and confidence with your peers about what’s REALLY happening in the channel.

April 3 and 4, 2024 / Two Full Days of DSU Don’t miss an extraordinary experience as we commemorate two decades of success, learning and innovation with our biggest and best DSU ever! DSU is the channel’s largest gathering of direct selling corporate executives, laser-focused on the entire community’s growth, well-being and future. It’s an educational masterclass-style event with a TED-style show flow held bi-annually in the US. More than 500 corporate direct-selling executives register, representing more than 150 companies.

April 3, 2024 / Annual DSN Global Celebration: Dinner, Awards + Live Music Once a year we come together as a community for an evening to celebrate and honor the legacy of achievement and the innovators laying the foundation for a future of boundless possibilities. In 2024, we’re adding live music following the award ceremony to elevate the celebration like never before! A free Live Stream is available of the awards portion of the evening for everyone across the globe to share in the achievements and celebration.

C O N T E N T S N O V E M B E R

2 0 2 3

F E AT U R E S

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

Victory for Neora B Y S A R A H PAU L K

42 60

SPOTLIGHTS

ACTIVZ

Multinational from the Start B Y J E N N Y V E T T E R

Xyngular

Where Culture Comes First B Y J E N N Y V E T T E R

74 80

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

72 Your Essential Monthly Motivation B Y L AU R A C O P P E D G E WORKING SM ART /

86 How To Get Ahead in the Race for Attracting Talent B Y DARL A BROWN

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

NOVEMBER 2023

I N EV ERY ISSU E 6 AD INDEX // 9 FROM THE PUBLISHER // 11 INDUSTRY NEWS // 28 THE DSN GUIDE // 32 FORWARD THINKING // 91 DSA MESSAGE // 92 SUPPLIER DIRECTORY //

DSN

DIRECT SELLING NEWS

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

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

Heather Chastain EDITOR

Lisa Robertson editor@directsellingnews.com

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

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Greg Luther

Jenny Paredes

PRODUCTION M ANAGER

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PRODUCTION ARTIST

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Laura Coppedge

COVER STORY

COPY EDITOR

THE HISPANIC MARKET IS BOOMING

BUSINESS DEVELOPMENT M ANAGER

Laura Coppedge

Are You Keeping Pace?

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

Nancy Ratcliff support@directsellingnews.com Contributors Darla Brown Heather Chastain Laura Coppedge

David Lee Sarah Paulk Jenny Vetter

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

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THANK YOU TO OUR PREMIER SUPPLIER PARTNERS!

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

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Keeping Pace with Changing Demographics IT WAS WONDERFUL SEEING SO MANY OF YOU at DSU last month. The wisdom, insights and strategies shared as well as the opportunity to network and reconnect always leaves the entire DSN team energized and enthusiastic about the channel. There were many familiar faces as well as some new ones on stage and in the audience—thank you for helping us make DSU the most anticipated and valuable event in direct selling. We can’t wait to do it all over again in April 2024! One of the most buzzworthy topics at DSU was the importance of Hispanic and Latino markets to our industry. We’re expanding the conversation that was started at DSU in this month’s cover story. We talked to the companies excelling in the demographic both in the US and abroad, and this article is full of their insights and advice. DSN has identified this as a huge growth opportunity in the channel—we hope this article helps you maximize your efforts. We also have an in-depth feature this month on one of the biggest stories in direct selling in a very long time. As all of you know, Neora’s protracted litigation with the FTC came to a conclusion in late September with a ruling entirely in the company’s favor. This is amazing news not just for Neora but for the channel as a whole. We take a

behind-the-scenes look at what happened and what it means going forward in this issue. We’ve also putting two companies in the spotlight this month. I hope you check out our features on ACTIVZ and Xyngular. This issue also features our fourth article in the ongoing generational insights series from Heather Chastain. At DSN, we strive to be your daily resource for global news impacting the direct selling channel. Make sure to sign up for our free resources like the weekly dashboard email which delivers a week’s worth of news in a quick 15-minute read each Sunday. You can also sign up for free text alerts by becoming a member of our VIP Community where you’ll always get the top stories first and fast! As we enter our 20th(!) year in 2024, we are adopting even more of a global perspective with international spotlights and more in-depth coverage of direct selling around the world. We’re also holding our first-ever DSU Europe in the UK in June. Stay tuned for more details! All the best,

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

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/ INDUSTRY NEWS /

The Month in News Affecting Our Channel 13 / Top 5 News Watch 14 / Events 18 / Insights 22 / In Memoriam 24 / Executive Announcements 28 / The DSN Guide

JUNE 2024 Tring, UK

EUROPE

DSU GOES

GLOBAL DSU Europe—A DSN First! Tring, UK

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

ACCESS: ◆ DSU is free for all active direct selling corporate executives and event supplier sponsors. Scan to Register. Visit DSNEvents.com for more information.

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

WHAT:

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

WHEN:

June 4-6, 2024

WHERE:

Pendley Manor Tring, UK

NEWS W AT C H

TOP

HEADLINES > n Neora Wins Landmark Case against

the FTC n Natura’s Avon Expands Omnichannel

Strategy in UK n L’Occitane Owner Will Not Proceed

with Buy Out n DSA Day on Capitol Hill Advocates for

Independent Worker Status n MONAT’s New Skincare Launch Sells

$3 Million in First 24 Hours

d i r e c t s e l l i n g n e w s . c o m 13

/ INDUSTRY NEWS /

E V E N T S

EVENTS

Red Aspen Girls Weekend Hosts 400 Brand Ambassadors

ED ASPEN HELD ITS GIRLS WEEKEND convention at the Disney Coronado Resort in Walt Disney World, welcoming 400 Brand Ambassadors for a weekend of business training, product reveals, giveaways and awards. The event also debuted new products, including skincare, Nail Dashes and makeup. Red Aspen founders and executives Jesse McKinney, Genie Reese and Amanda Moore were in attendance and shared company updates, philanthropic initiatives and the launch of Red Aspen’s new $25 Jump Start Business Kit.

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

NOVEMBER 2023

Ambit AMBITION Event Announces New Compensation Plan

MBIT ENERGY’S THREE-DAY AMBITION event in Dallas, Texas hosted consultants from around the country to experience recognition and sales and product training. The event also served as a platform for the company’s latest announcements, including a new compensation plan, customer app and product debuts and confirmed new market expansions into Hawaii, Florida, Vermont and Nevada. “Registration was up 23 percent over 2022 and this increase in attendance, coupled with moving major announcements to the first-day session on Thursday, created a high level of excitement and anticipation throughout the event,” said Eric Reisdorf, President and General Manager of Ambit Energy. “It also allowed us to provide training directly related to our announcements, giving attendees the information and best practices to take advantage of all the enhancements to the Ambit opportunity.”

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/ INDUSTRY NEWS /

E V E N T S

dōTERRA Celebrates 15th Anniversary

ŌTERRA HELD ITS ANNUAL CONVENTION in Salt Lake City, Utah, where it celebrated its 15th anniversary and announced a number of new product additions to its already extensive line. “Our annual convention continues to be a time where we gather in fellowship and excitement,” said Emily Wright, dōTERRA President and Founding Executive. “Part of the excitement is around new product announcements. We work tirelessly throughout the year to research and develop new additions to the dōTERRA product family, and the anticipation before a product is announced is felt by everyone. The vigorous energy once they are revealed from stage is unmatched! This year we were delighted to announce additions that will support sleep and gut health as well as overall wellbeing.”

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NOVEMBER 2023

MONAT Global Conference Contributes $37.5 Million to LA Economy

ONAT GLOBAL CORP’S fourday MONATions United 2023 conference held at the Los Angeles Convention Center and Crypto.com Arena in Los Angeles, California contributed $37.5 million to the local economy. The event’s 8,000 attendees participated in informative sessions and recognition ceremonies and were the first to hear about new product debuts and programs. The company’s philanthropic organization, the MONAT Gratitude Foundation, also announced a partnership with a social media philanthropist to help beautify and support a local LA school. “Each year, our team pours their creativity into crafting a fresh, exciting experience for MONAT Market Partners,” said Ray Urdaneta, MONAT Global Co-Founder and CEO. “MONATions 2023 was an engaging, memorable conference for all attendees.” DSN

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I N S I G H T S

For the full article, visit directsellingnews.com/ insights

INSIGHTS

New Survey Finds 80 Percent of US Adults Say Self Care Is a Priority

NEW SURVEY LED BY MEDIFAST, the parent company of direct selling organization OPTAVIA, revealed the role of self care in the daily habits and choices of US adults. On average, 80 percent of the 2,000 participants surveyed described self-care as a priority. Of those, 64 percent think of self care as a balance between health and habits that contribute to overall wellbeing. Particularly, survey participants pointed to exercise (33 percent), sleep (28 percent) and mental and emotional health (27 percent) as the primary areas that require the most attention and care. In spite of this finding, however, almost half (41 percent) of survey participants admitted to allowing their healthy selfcare habits to dissipate in the last year. These numbers point to a growing need among consumers for products and services that meet their self-care

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NOVEMBER 2023

needs and make healthy habit creation simpler and more effective. Long-term wellbeing depends on continuity of self care instead of temporary fixes, making the community that direct selling can provide a powerful benefit for consumers looking for support and accountability. “We are living in a world where the quest for optimal health and wellbeing is often a difficult, solitary and overwhelming journey for most people,” said Dan Chard, Medifast Chairman and CEO. “Lack of time coupled with an abundance of information and products that promise quick fixes adds to the challenges of getting healthy. These findings reaffirm consumers’ desire to achieve optimal health and wellbeing and highlight their need for simple yet effective approaches that allow them to create daily habits—from incorporating more movement to getting quality sleep.” DSN

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Loud Quitters Are a Symptom of Poor Management

OOR MANAGEMENT IMPACTS every metric for success. Employees who dread work because of unhealthy working conditions, unclear expectations or an unpleasant boss become unhappy employees who ultimately disengage from their work. When that happens, profitability dips, customers sense the negativity and talented employees begin to look for new opportunities. Gallup’s State of the Global Workplace: 2023 Report revealed that 23 percent of employees were engaged at work in 2022—the highest level since 2009. The flip side is that more than half (59 percent) of employees are quiet quitting, meaning they put in the minimum effort required and feel disconnected from their work. This report also revealed a new trend: 18 percent of employees are now loud quitting. These workers are so frustrated with the expectations or culture at their workplace—a disenchantment often derived from broken trust between employee and employer—that their actions actually harm the organization. There are a number of factors creating this employee dissatisfaction, including record-high stress (44 percent),

but for employers that don’t make an effort to improve their workplace environment or managing styles, they may soon be sent back to the starting line where they’ll have to replace talent. More than half (51 percent) of workers said they are actively seeking a new job. According to the poll, however, most disgruntled employees know what needs to change in their workplace, and 85 percent of those changes were related to culture, pay and benefits and wellbeing. Employees reported that they wanted management changes like more autonomy, greater respect, clarity around goals and stronger guidance. The Gallup poll results stress that there are easy productivity gains for employers who are willing to make even small adjustments to their leadership style. In fact, it reported that 70 percent of team engagement is attributable to the manager. If your company’s profitability or team morale is suffering, Gallup says there is one clear strategy: “Change the way your people are managed.” DSN

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/ INDUSTRY NEWS /

I N

M E M O R I A M

IN MEMORIAM IN M EMO R IA M /

Legendary Distributor and Influencer Jessie Lee Ward

ESSIE LEE WARD, an ambassador and corporate executive for Prüvit, passed away September 16, 2023 after a brief and valiant fight against colon cancer. Ward was born in Middletown, Maryland on October 12, 1987. She attended Hunter College in New York City and studied marketing and communication before joining direct selling in 2015. After joining Prüvit, Ward rose rapidly through the company’s ranks, becoming their top earner and recruiter, building a worldwide network marketing team of a cumulative 1.6 million customers and 21,000 promoters spanning 41 countries. Additionally, Ward was a successful entrepreneur, author and public speaker with a thriving business as a coach and mentor to aspiring network marketers and social media influencers. She authored books including The MLM Queen and Boss Up and was a sought-after speaker appearing at numerous conferences, such as Network Marketing Pro and TEDx. She was a well-known and extremely popular presence on social media platforms with over a million subscribers across all social media platforms. She also hosted The People’s Mentor, a popular podcast with over 10 million downloads where she discussed business, leadership, mindset and motivation-related topics. Prüvit released a statement mourning her passing, “We will always remember Jessie Lee as our shooting star. Temporary brilliance that lived life to its fullest. Jessie Lee dreamed big, loved big and always made it happen in a big way. Her life was cut short but the years we’ve known her, she 2 2 D I R E C T S E L L I N G N E W S |

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lived the quality of life equal to several lifetimes. Many knew her but those lucky enough to be loved by her will move forward accepting nothing less. Live as a reflection of her legacy.” Brian Underwood, Founder and CEO of Prüvit, said, “Through her journey, she transformed into her very best self. And even though she’s gone, she continues to inspire us, serving as a reminder that we are capable of greatness.” Blake Mallen, President of Prüvit, shared, “Jessie Lee was more than a role model. She was a hero, an icon, a legend to so many. To me, she was a shining example of someone who discovered her purpose and lived it to the fullest every day.” DSN

SENEGENCE

REAL PEOPLE. REAL STORIES. Joni Rogers-Kante credits her commitment to consistency, devotion to family, and abiding faith to achieving success as a business and family woman. Joni has paved a path toward a life of abundance, and she devotes her life to empower others to find theirs, too. For Joni, her company SeneGence stands for more than its cutting-edge and highly desirable beauty products. Its causedriven purpose is to promote more women

Las Vegas

Salt Lake City

Singapore

in business and care for communities in need through its nonprofit. Not only has Joni built a rewarding global business, she is also changing lives closer to home. Joni passionately protects rights of independent entrepreneurs in the direct selling industry and works to improve the economic lifeblood in her home state of Oklahoma. Joni believes accomplishment is unique for everyone, and we are all here with

Dublin

Mexico City

our own important purpose. She says a fulfilling life is made with the four E’s: Earn, Evaluate, Evolve, and Explore. When we value and respect each other, we will all move forward together. We are proud to partner with Joni and those like her who consistently prove that hard work and courage are rewarded with limitless possibilities. After all, people are our greatest strength.

/ INDUSTRY NEWS /

E X E C U T I V E

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

For the full articles, visit directsellingnews.com/ announcements

EXECUTIVE ANNOUNCEMENTS

SCOTT ALDRED

SKYLEUR STEFFENSEN

YIRU ZHOU

ASEA , CHIEF EXECUTIVE

A M A R E G LO B A L , G E N E R A L

A M A R E G LO B A L , R E G I O N A L

OFFICER

M A N AG E R , U S

VICE PRESIDENT OF ASIA

SEA announced an executive transition, welcoming Scott Aldred as the company’s new Chief Executive Officer. Chuck Funke, who previously served in this role for the past nine years, will now serve as a founding executive and vice chairman of the ASEA Board of Managers where he will continue to provide strategic insight and support to the company. Aldred has worked closely with Funke and ASEA field leaders and corporate employees for more than a decade. “In my years of working with Scott, he has consistently elevated every project and team he’s been a part of,” Funke said. “I have full confidence that he will bring innovative perspectives and proactive leadership to his new role as CEO.”

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mare Global announced the appointment of Skyleur Steffensen to the role of General Manager of the United States. Steffensen has more than 17 years of leadership experience in the direct selling industry and will now oversee growth and expansion of the company’s US market. “Skyleur is passionate about building strong relationships and successful sales strategies,” said Travis Miller, Regional President of North America, EU, ANZ and LATAM. “He has a sound understanding of this industry, a respect for the positive impact it can have on people and is a great asset to this team.”

NOVEMBER 2023

mare Global announced that Yiru Zhou has been named Regional Vice President of Asia. Zhou is fluent in both Mandarin and Japanese and has a deep understanding of the Asia region from holding a number of global leadership roles in the direct sales industry. “Yiru is a skilled business leader with roots and a deep understanding of Asia,” said Gabriel Sanchez, President of Global Sales. “We believe he is the right person to help oversee the growth and development of Amare in Asia. He is a true people person and has a passion for helping others succeed. We look forward to expanding our footprint in this part of the world.”

KATY HOLT-LARSEN

RODICA MACADRAI

DEMONT RAINGE

PA R T N E R .C O, C H I E F I M PAC T

H E R B A L I F E , B OA R D O F

Q U I A R I , C H I E F O P E R AT I N G

OFFICER

D I R E C TO R S

OFFICER

artner.Co announced it has named Katy Holt-Larsen as Chief Impact Officer. HoltLarsen brings almost 30 years of direct selling experience to the role, including a number of leadership appointments at the C-Suite level. In this new role, Holt-Larsen will drive strategy and growth that fuels the company’s mission and vision while working with brand partners and customers to enhance product offerings. “I am delighted to welcome Katy to the executive team,” said Darren Zobrist, Partner.Co Chief Executive Officer. “Her remarkable industry expertise and passion for nurturing our Partners’ growth make her a valuable addition, and I’m confident that her leadership will help us continue to thrive.”

erbalife announced the appointment of Rodica Macadrai to its Board of Directors. Macadrai has been an Herbalife distributor since 1994, building a global business across 50 markets since then and earning a place in the company’s Chairman’s Club. “Rodica will be a valuable addition to our board, and we look forward to her insight and contributions as an experienced independent distributor in helping guide board decisions,” said Michael Johnson, Herbalife Chairman and CEO. Macadrai replaces Stephan Gratziani, who resigned earlier this year to become the company’s Chief Strategy Officer.

uiAri announced the appointment of Demont Rainge as the company’s Chief Operating Officer. Rainge brings more than two decades of experience working with multi-billion-dollar companies. In this new role, Rainge says QuiAri’s global expansion strategy will be one of his top priorities. “I’m very excited and honored to be part of QuiAri’s immensely talented executive team,” Rainge said. “Bob Reina and I have been friends for years, and we are both passionate about cutting-edge technology and the MLM Industry. He has brilliant, progressive ideas for QuiAri, as well as the entire industry, and I have the expertise to help bring them to life. It just made sense for us to work together towards the same goals.”

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/ INDUSTRY NEWS /

E X E C U T I V E

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

SARAH CROCKETT N AT U R E ’ S S U N S H I N E , G LO B A L C H I E F M A R K E T I N G O F F I C E R

ature’s Sunshine Products, Inc. has appointed Sarah Crockett as Global Chief Marketing Officer. Crockett brings more than two decades of experience in executive leadership and marketing and has expertise in building lifestyle brands, driving digital and omnichannel strategies and attracting next-gen consumers. “We’re excited to have Sarah join this next phase of our journey, as we move to become the nutritional supplement company of the future,” said Terrence Moorehead, President and Chief Executive Officer. “Her proven track record of building strong brands, driving growth and growing next-generation consumers will play an important role in our global business.”

ANDREA NEIPP A M A R E G LO B A L , C H I E F M A R K E T I N G O F F I C E R

mare Global announced that Andrea Neipp has been appointed to the role of Chief Marketing Officer. Neipp is a marketing veteran and previously served as Executive Vice President (EVP) of Global Marketing for Amare. In this new role, Neipp will oversee the global marketing organization and will deliver marketing tools to field leaders, build the brand and drive customer demand across the company’s presence in 50 markets. “As The Mental Wellness Company, our mission at Amare is to create a global mental wellness movement that empowers people to live positive, productive and purposeful lives,” said Jared Turner, Chief Executive Officer. “Andrea is an accomplished marketing leader with an impressive track record of building powerful brands that connect with consumers; developing marketing tools that inspire and empower field leaders within the network marketing channel; and optimizing marketing teams to support sales field organizations. She will be charged with helping Amare deepen our brand identity and influence, and continue to amplify our mission, partnering with our global field leaders and markets to improve Brand Partner and customer experience. Andrea is a passionate and purpose-driven leader who inspires everyone around her. I couldn’t be happier to have her powerful voice at the executive leadership table.”

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FRED REICHHELD E X P W O R L D H O L D I N G S , B OA R D O F D I R E C TO R S

Xp World Holdings, the parent company of eXp Realty, announced the appointment of Fred Reichheld to the company’s Board of Directors. Reichheld is the original creator of the company’s Net Promotor System, which measures agent satisfaction and provides data about how to improve the agent experience. “We are honored to welcome Fred Reichheld to our Board of Directors,” said Glenn Sanford, eXp World Holdings CEO, Founder and Chairman. “For companies that value customer and employee satisfaction and loyalty, as we do, the holy grail is the Net Promoter System. Conducting regular NPS surveys with our agents and staff since 2016 is core to delivering on our agent-centric mission, and Fred shared his wisdom with our team at this year’s Shareholder Summit. I am thrilled to have him on our Board of Directors and look forward to working even more closely together.” With Reichheld’s appointment, the eXp World Holdings board is now comprised of seven directors. Sir Darren Jacklin will now step down but will retain his role on the eXp Realty Canada Board of Directors. DSN

STATEMENT OF OWNERSHIP, MANAGEMENT AND CIRCULATION (Required by 39 U.S.C. 3685). 1. Title of Publication: Direct Selling News. 2. Publication No.: 1554-6470. 3. Filing Date: Sept. 29, 2023. 4. Frequency: Monthly. 5. No. of Issues Published Annually: 10. 6. Annual Subscription Price: $50.00 for U.S. and Canada. 7. Known Office of Publication: 5800 Democracy Drive, Suite 100, Plano, Texas 75024. 8. Headquarters or General Business Office of the Publisher: 5717 Legacy Drive, Suite 250, Plano, TX 75024. 9. Publisher: Patricia White. 10. Owner: Success Partners Holding Co., 5717 Legacy Drive, Suite 250, Plano, TX 75024. 11: Known bondholders, mortgagees and other security holders owning or holding 1 percent or more of total amounts of bonds, mortgages or other securities: None. 13. Title: Direct Selling News. 14. Issue date for circulation data below: September 2023. 15. Extent and Nature of Circulation: Monthly Trade Publication. (Average No. Copies Each Issue During Preceding 10 Months/No. Copies of Single Issue Published Nearest to Filing Date): a. Total No. of Copies Printed (4500/4300. b. Paid and/or Requested Circulation: 1. Paid/Requested Outside-County Mail Subscriptions Stated on Form 3526 (3106/3055). 2. Paid In-County Subscriptions (0/0). 3. Sales Through Dealers and Carriers, Street Vendors, Counter Sales and Other Non-USPS Paid Distribution (0/0). 4. Requested Copies Distributed by Other Mail Classes Through the USPS (0/0). c. Total Paid and/or Requested Circulation (3106/3055). d. Non-Requested Distribution: 1. Outside-County as Stated on Form 3526 (1382/1204) 2. In-County as Stated on Form 3526 (0/0). 3. Other Classes Mailed Through the USPS (0/0). 4. Distributed Outside the Mail (50/50). e. Total Nonrequested Distribution (1382/1204). f. Total Distribution (4488/4259). g. Copies Not Distributed (12/41). h. Total (4500/4300). i. Percent Paid and/or Requested Circulation (69%/72%). 17. I certify that all information furnished on this form is true and complete. Patricia White, Publisher, Oct. 1, 2023. d i r e c t s e l l i n g n e w s . c o m 27

/ INDUSTRY NEWS /

T H E

D S N

G U I D E

NEW IN 2023:

THE

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

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

2024 I S S U E

C ATEG O RY

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

LEGAL & TAX

MARCH

HE CHANNEL IS EVOLVING RAPIDLY—companies and executives

APRIL

COMMISSION PAYMENT SERVICES

M AY

DESTINATIONS & TRAVEL SOLUTIONS

JUNE

DISTRIBUTION, FULFILLMENT & LOGISTICS

J U LY/A U G U ST

SOFTWARE & TECHNOLOGY

must stay ahead of emerging trends and technologies to build

for the future. But it can be time‑consuming and hard to find the right suppliers to partner with.

That’s why we’ve developed The DSN Guide. In each issue,

The Guide includes curated lists by category of expertise and service. These suppliers currently serve the channel—they

BRANDING & SOCIAL MEDIA SOLUTIONS

S E P TE M B E R

EVENT PRODUCTION

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

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

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O C TO B E R

INCENTIVES & RECOGNITION

NOVEMBER

CREDIT CARD & PAYMENT SOLUTIONS

DECEMBER

CONSULTING & EXECUTIVE SEARCH

{

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

}

CRE DIT CARD & PAYME NT PROCESSING SOLUTIONS C O M PA N Y

ACI Worldwide Miami, FL

Checkout.com

San Francisco, CA

Global Payroll Gateway Newport Beach, CA

I-Payout

Fort Lauderdale, FL

Metrics Global, Inc. Las Vegas, NV

Nexio / CMS Orem, UT

Nuvei

Phoenix, AZ

Paymenture Lindon, UT

Payquicker

Salt Lake City, UT

Propay Lehi, UT

Worldpay FIS Global Jacksonville, FL

DSN

DIRECT SELLING NEWS

WEBSITE

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

aciworldwide.com

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discover@i-payout.com 866-218-4668

metricsglobal.com

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nex.io

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nuvei.com

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paymenture.com

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payquicker.com

Crystal Holtzendorff choltzendorff@payquicker.com 949-929-6625

propay.com

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fisglobal.com

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

Would you like to be included in The DSN Guide? Contact Jerilyn Taylor (jtaylor@directsellingnews.com) for more information. Companies featured in The Guide have been in business for a minimum of two years and are verified to be working with direct selling companies. Companies appearing in The Guide are not endorsed by DSN. The Guide is provided strictly as a resource. It is each company's responsibility to verify and investigate providers and services. d i r e c t s e l l i n g n e w s . c o m 2 9

i-payout leads the global payments industry for pay ins and pay outs. Since 2007, we have designed a customer journey for our clients and their payees to deliver customized, white-labeled, integrated solutions that go beyond our customers’ needs and expectations. Let’s journey together.

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FO R WA R D

T H I N K I N G

V I D EO

C A P T I O N S

Caption This Video captions have become a necessity in online content creation. BY DAVID LEE

IDEO PRODUCTION remains a prominent social media marketing tool. According to a 3PlayMedia survey, 23 percent of respondents in a recent survey report producing over 500 hours of video content annually. WordStream notes that video generates 12 times more shares than text and images combined. With this influx of videos and an incredibly tight battle for online attention, what’s the secret weapon that captures attention, boosts engagement and ensures accessibility? The answer might lie in captions. The use of captions began to rise on YouTube in 2009, and with videos now a staple in social platforms such as Instagram, TikTok, Instagram Reels and Facebook, captions are now an expected feature. According to Sendible, captions increase video viewing by 80 percent.

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CA PTI ON S I N CREA SE VI DEO VI EW I N G BY

80%

EFFECTIVE CAPTIONS can seamlessly sync with video or audio for greater engagement.

In Sync

In the age of smartphones, people often put their devices on mute, making captions indispensable. Whether you’re scrolling through social media or watching a tutorial, captions provide the context that keeps viewers hooked. According to Dan Greenberg of Sharethrough, “75 percent of all consumers and 86 percent of Millennials mute their phones throughout the day. If content creators don’t caption their videos, the audience won’t hear them.”

Effective captions can seamlessly sync with video or audio for greater engagement. This synchronization becomes invaluable when someone is speaking with a thick accent or at a fast pace. Captions bridge the gap between auditory and visual comprehension, ensuring that nothing is lost in translation. Syncing captions to a rhythm of the video can create a more impactful experience. Auto-captioning has become the norm on many platforms and apps. Even if it occasionally results in inaccuracies, the convenience of auto captions cannot be overstated. Improved audience comprehension; flexibility for sound-sensitive environments; enhanced video search; and translations into multiple languages are a few top benefits. AI-powered captioning platforms are

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

FO R WA R D

T H I N K I N G

V I D EO

C A P T I O N S CAPTIONS HAVE PROVEN to drive increased views, engagement and compliance with legal requirements.

ACCORDI N G TO A STU DY BY YOU G OV,

continually improving, and the importance of speed has outpaced the requirement of accuracy. Most creators are willing to put out videos with some mistakes.

Accessibility and Engagement

Captioning serves various purposes, but providing access is the primary motivator for many content creators. In 2023, a significant 67 percent of respondents to the 3PlayMedia survey stated that accessibility and equal access drove their captioning efforts. Legal compliance, audience requests, boosted engagement and improved learning also ranked high as motivators for captioning. Caption a searchable text version of each of your videos so that search engines can index them. This can help your videos rank higher and appear in a wider selection of search terms. Facebook reports that videos with captions bring 135 percent higher organic traffic. When it comes to social media videos, 68 percent of respondents reported captioning their content for accessibility. Captions have proven to drive increased views, engagement and compliance with legal requirements.

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63%

OF M I L L EN N I A L S A N D G EN Z DEM OGA PHI CS PREF ER SU BTI TL ES.

Live content is a significant part of the video landscape. More than 70 percent of respondents produce up to 1,000 hours of live-streamed content annually. To ensure accessibility, 69 percent of these content creators provide live captions, either occasionally or consistently. This ensures that a broader audience can access live video content, including webinars, live streams and virtual conferences. Millennials and Gen Z show a strong preference for subtitles. According to a study by YouGov, 63 percent of these demographics prefer subtitles, citing reasons like improved concentration and better understanding of accents. This preference underscores the importance of captions in capturing the attention of younger audiences.

TIPS

FOR

WRITING TIKTOK POSTS

1/ KNOW YOUR AUDIENCE

Start by understanding your target market’s demographics, language and interests through analytics. Create an audience persona to empathize with them, considering their content preferences; accounts they follow; and humor style (Millennial or Gen Z). When writing captions, ask if your audience will grasp references; if emojis fit; and if trend-related captions require additional context. Tailoring captions to your audience enhances engagement and connection.

/ DEVELOP A CONSISTENT TONE A consistent tone can significantly enhance engagement and attract more followers. To establish this voice, you should consider your brand’s personality traits and values, as well as the type of humor that resonates with your target audience. Additionally,

it’s essential to analyze how other brands in your niche communicate. TikTok generally leans toward informal and humorous tones, so finding the right balance between relatability, trend participation and staying true to your brand’s voice is key.

3/ USE HASHTAGS WISELY

TikTok hashtags serve two crucial purposes: they enhance discoverability for non-followers and signal your video’s topic to the algorithm. Unlike Instagram, there’s no strict limit on hashtag use, but it’s advisable to stick to just three to five. Opt for a blend of popular and niche-specific hashtags. Popular ones like #travel and #beach yield wider reach, while smaller hashtags like #budgettraveldestinations may have less reach but attract more engaged viewers likely to follow accounts using those hashtags. Balancing hashtag selection is vital for effective TikTok content.

4/ WRITE WITH SEO

IN MIND TikTok has expanded its video description character limit from 300 to 2,200 characters, offering new SEO opportunities. Optimizing for TikTok SEO involves enhancing video titles, thumbnails, captions and hashtags. Research and incorporate relevant keywords into your captions, maintaining a balance between fun and informative content. Starting with an engaging hook in the caption’s first part can encourage viewers to tap “see more.” This extended caption feature benefits various video types, including educational, informative, humorous and entertaining content, which allows for detailed instructions, full recipes or product information inclusion.

SOURCE: HOOTSUITE

d i r e c t s e l l i n g n e w s . c o m 3 5

FO R WA R D

T H I N K I N G

V I D EO

C A P T I O N S

HOT CAPTIONS FOR SHORT VIDEOS

Pillars of Video Overlay Captions

Including effective captions today is more than just slapping text over your video. Follow these three key tips from SuperStock:

1/ EMBRACE COMPLETENESS

Resist the urge to abridge, streamline or modify dialogue in subtitles. For people who simultaneously listen and read, discrepancies can be distracting and disrupt their comprehension. For those solely relying on reading, altering the content can come off as patronizing.

2/ COMMUNICATE EMOTION

It’s crucial to remember that words alone may not fully communicate nuanced emotions like sarcasm, humor or self-pity for those who are reading without listening. This is especially true for the neurodiverse community. Incorporating tone markers can provide helpful cues on how the language is intended to be understood.

3/ MAINTAIN BRAND CONSISTENCY

Subtitles don’t have to mimic the traditional TV closed-captioning style: white, capitalized text in an outdated computer font against a black backdrop. While readability is key, there’s room to make your captions consistent with your brand identity. Ensure they align with your video, campaign and brand visual guidelines. DSN

1 / Watch till the end 2 / This cannot be real 3 / I’m in shock! 4 / Look what just dropped 5 / I love this trend so much 6 / You need to try this 7 / Run, don’t walk to snatch this up 8 / IYKYK 9 / You asked, we listened 10 / Do you agree? 11 / Who else does this? 12 / Which one is your fave? 13 / Don’t let corporate find out 14 / I was today years old when I learned this 15 / My jaw is on the floor 16 / You’re welcome 17 / I don’t see a problem with this 18 / Name a better _____, we’ll wait 19 / Manifesting this 20 / Never settle 21 / Know your worth 22 / Only looking forward 23 / Escape the ordinary 24 / Stay hungry 25 / What dreams are made of SOURCE: HOOTSUITE

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I APPRECIATE DSN’S TIRELESS WORK to report the news around direct selling, but also how they share the positive stories surrounding it. DSN is a reputable and powerful voice that always strives to edify the channel and highlight the direct selling companies that are doing the right things. — J O N I R O G E R S - K A NTE / FOUNDER & CEO, SENEGENCE

When one company succeeds, the entire channel benefits. It’s with that sensibility in mind that we developed the DSN Supporter Program in 2022 and welcomed dozens of companies, representing billions in cumulative revenue, committed to helping this channel grow and enhance its relevancy. Our mission is to serve, educate and edify the channel as the daily resource for breaking global news, emerging trends and powerful stories. With DSN, it’s easy for direct selling executives to stay informed, engaged and always one step ahead. Your support helps DSN continue to provide relevant information, exposure, edification and education for companies and executives to help evolve the channel forward for the global community.

Build a better, more sustainable future for direct selling /

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

A N

E X C L U S I V E

D S N

S E R I E S

M ZX GENER ATIONAL INSIGHTS /

PREFERRED TR AINING METHODS AC TI O N A B LE I N S I G HT S A N D O P P O R TU N ITI E S FR O M TH E FI R ST‑ E VER D I R EC T S ELLI N G G EN ER ATI O N A L EN GAG E M ENT ST U DY.

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

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IRECT SELLING HAS BECOME AN INCREASINGLY POPULAR AVENUE for individuals to start their own businesses and earn income. To gain a comprehensive understanding of the perceptions surrounding direct selling, the Direct Sales Generational Engagement Study was conducted by Bridgehead Collective and carried out by The Center for Generational Kinetics, led by President Jason Dorsey. In this first-of-its-kind study, Bridgehead Collective chose to partner with the Center for Generational Kinetics, which has led more than 100 research studies in all major industries. Their seminal annual study, The State of Gen Z, formed the basis for the best-selling book, ZConomy and has been consistently featured in national and global media including The Wall Street Journal, New York Times, CNN and many more.

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

AGE

Gen Z

18 - 26

Younger Millennials

27 - 35

Older Millennials

36 - 43

Gen X

44 - 55

I set out to discover America’s perceptions of entrepreneurship, the gig economy and—more pointedly—direct selling. Statistical significance was of ultimate importance in this analysis, so the study represents a wide-sweeping sample that is reflective of America, with an equitable mix of genders, demographics, employment status, education levels and location that allows for a 97 percent confidence level. This study aimed to explore the attitudes, motivations, limitations and beliefs about starting a business in America, as well as uncover perceptions of direct selling, recruiting strategies, onboarding methods, distributor retention and preferred payment structures. d i r e c t s e l l i n g n e w s . c o m 4 3

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

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S E R I E S

IT’S IN THIS SECTION of the study that we start to see an incredibly powerful trend emerge from our younger generations (Gen Z and Younger Millennials).

E DESIGNED the study to provide actionable insights across 10 key categories: n Perception of Industry and Channel n Recruiting and Prospecting n Motivations and Decision Criteria n Onboarding and Getting Started n Training n Compensation and Value Proposition n Recognition n Incentive Trips and Events n Retention n Duplication and Role of Team Building

In this series, we are digging deeper into each of these categories, focusing this month on all things Training. As we shared consistently throughout this series, the news surrounding all generations is that EACH generation is radically different in how they want to be prospected, talked to and approached about direct selling opportunities. We have highlighted that a “One-Size-Fits-All” approach simply doesn’t work anymore, and that feedback is amplified when it comes to Training.

Clear Blueprints and Guideposts

Last month we shared some shocking insights about Getting Started and Onboarding. Most of the shock factor came from the fact that an overwhelming majority of Younger Millennials and Gen Z preferred to be onboarded in person vs. online, or even working at their own pace. This is fueled by their underlying belief that they do not possess the skills necessary for success. The manifestations of this belief carry through just as strongly to what kind of training they believe is necessary for success and confidence in their new business. However, what we see transition a bit as we move from onboarding and getting started to ongoing training programs is a marked increase in the desire for “learn at your own pace” and other forms of on-demand training. In fact, when we asked all generations which type of training would be the best to gain experience and confidence in direct selling in the first 30 days, the number one answer, in fact the number one choice of more than half of the respondents was: “A clear training program that provides a roadmap for success, that I can review at my own pace, on my own schedule.“

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This represents a clear differentiation in the data between how people want to learn at the very beginning and how they want to engage on an ongoing basis. Now, for followers of this series, you know we are all about putting data into action so that leads us to our first Action Item on this area of insight. ACTION ITEM: Ensure that your training programs are easily accessible online; broken up into manageable segments of no more than 20 minutes; and in a format that can be consumed and worked completely on demand. As we probed further into precisely what type of training all generations believed was necessary to give them confidence to build their businesses, I think two of the next three responses are going to surprise you. The second most desired training is not a surprise, focusing in on “hard skills” training like how to place orders, get paid or engage with company technology (calling Captain Obvious). But after that, we start to see some of the really interesting generational differences come into play. Rounding out the top five answers, we have: n Being assigned a Trusted Guide in the business for regular answers, help and support. n Soft skills training communication, sales, how to have conversations and speak to groups of people. n Short training videos, LESS THAN ONE MINUTE EACH, sent to you daily from your colleagues, other successful people or your trusted guide.

WHICH TYPE OF TRAINING WOULD BE THE BEST FOR YOU TO GAIN EXPERIENCE AND CONFIDENCE IN DIRECT SELLING IN THE FIRST 30 DAYS? [ BY TOTAL; RANKED #1/#2/#3 ] A clear training program that you can participate in every few days or weekly based on your schedule

42%

Hard skills training such as how to place orders, get paid or use the company’s technology solutions Being assigned to a mentor or guide in the business for regular help, answers and support

37% 31%

Soft skills training such as in communication, sales and leadership

29%

Short training videos, less than one minute each, sent to you daily from your colleagues or mentor in the business

28%

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

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

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THE MOST REQUESTED NEEDS for training for the future generation of direct selling leaders were for communication, starting and holding conversations and how to speak to groups of people.

Fascinating, right? What’s even more interesting is that when you break it down by generation, the desire for soft skills training leapt all the way up to number one for Gen Z. That’s right—the MOST requested needs for training for the future generation of direct selling leaders were for communication; starting and holding conversations; and how to speak to groups of people. Not sure about you, but most of the companies I work with don’t include this kind of foundational training AT ALL as part of their onboarding. Sales training, yes of course! Scripted exchanges for how to close a sale? Sure. But that’s not what we are talking about here. We are talking about very fundamental basics of how to hold conversations; how to follow up; how to engage with other humans in a professional way; and how to conduct meetings or communicate in business to small or large groups of people. The data couldn’t be clearer—Gen Z (and to some extent, Younger Millennials) are crying out for help— and we would do well to listen. ACTION ITEM: Go back to the basics—WAY back. Implement a fundamental communication training module as one of the very first elements of your training programs. If you’re not sure where to start, use the QR code at the end of this article to request information. Bridgehead has put some energy into designing a plug-and-play module that could help.

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Fast, Frictionless, User Friendly

Now let’s talk for a minute about that last bullet. The ask is straightforward. Please send me—once a day—a short training video that will fuel my success from someone who has done what I need to do. Simple, right? Well, when’s the last time anyone at a direct selling home office created ANY training content that was less than one minute long?!? Right… thought so! This speaks to the ongoing challenge of shortened attention spans and desire to engage in a fast and frictionless way. ACTION ITEM: Issue a One-Minute Challenge to your top leaders to gather a TON of content to share out with everyone. Give clear instructions on a simple background, lighting, etc., and ask them all to share in ONE minute or less, their top tip for someone just starting out. Then, put this into action! Take a cohort of new distributors (pick a month) and send them all one video a day for 90 days and compare their results to their performance from other months. What do you have to lose? The whole project will take little effort (remember, these are meant to be authentic and don’t need to be super polished). And it could yield tremendous results. Another “wow stat” that emerged with this topic is the appeal of outside experts. Turns out, that virtual, live presentations by an outside expert on information that is relevant and helpful to build their business is most appealing to older generations, with 74 percent of Older Millennials and Gen X listing it in their top three, compared to only 24 percent of the younger generations. Something super interesting to consider when choosing how to allocate your dollars most effectively.

The Right Method for the Message

OK—that’s what each generation had to say about what KIND of training they were looking for, but what about HOW they want to be communicated with. We all know the “what communication channel to use” struggle is real. Should we email everything? Text it? Post it? Push notification it? Put it in a Facebook group? Zoom it? Teams it? Or…worst of all…choose all of the above so they tune us out completely! We have seen so many companies wrestle with this issue, so we decided to get some data to help us sort it all out. Turns out Americans have very different and distinct opinions on HOW they want to receive different types of information. That “One-SizeDoesn’t-Fit-All” axiom shows up again and again. When asked “how you would like to be communicated with in each of the following situations in your first 30 days,” the answers were super clear—and very different for each type of communication.

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HOW WOULD YOU WANT TO BE COMMUNICATED WITH IN EACH SITUATION DURING YOUR FIRTS 30 DAYS AS A DISTRIBUTOR IN DIRECT SELLING? [ BY TOTAL; TOP 3 OF 9 ] Email One-on-one video chat One-on-one in person

SELF-DIRECTED TRAINING

CHECK-INS AND HIGH FIVES FROM OTHER DISTRIBUTORS

Text message or SMS Email One-on-one video chat Email One-on-one video chat Text message or SMS

CORE INFO FROM THE DIRECT SELLING COMPANY

PRODUCT TRAINING INSPIRATION

QUICK QUESTIONS THAT ARE TIME SENSITIVE

30%

18% 17%

Group video chat Group in-person One-on-one video chat Email Text message or SMS One-on-one video chat

PRODUCTS AND PROMOTIONS

11%

Email Text message or SMS One-on-one video chat

There is a lot of information in that chart, so I encourage you to spend a few minutes digesting it, but here are some top-line highlights. Depending on the situation, Americans want to be communicated with very differently during their first 30 days as a distributor in direct selling.

26%

15%

Text message or SMS Phone call Email

LARGE MEETINGS

LEARNING ABOUT NEW

12%

18% 14%

Group video chat One-on-one video chat Email

EARNED THROUGH SALES

22%

Email One-on-one video chat Text message or SMS

ALL MEETINGS

LEARNING ABOUT MONEY

14%

20% 20%

14%

12% 12%

38%

22% 21%

18% 16% 14% 13%

23%

29%

31%

Email is the preferred communication method when learning or receiving information. Text is the preferred communication method for quick questions and check-ins. Group video chat is the preferred communication method for meetings. One-on-one video chat is a back-up communication method for most situations.

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WHEN ASKED “how you would like to be communicated with in each of the following situations in your first 30 days,” the answers were super clear—and very different for each type of communication.

ACTION ITEM: Reorganize your Communication Plan by slotting different types of communication into precise and distinct channels based on this data. Not only will it simplify your internal processes, but it will drastically increase your engagement and effectiveness, so all that effort spent crafting the perfect message is read, received and put into action. Also, pay special attention to the strong preference for two-way, text-based solutions for both quick questions as well as high fives and recognition. You may want to consider how you are using text and ensure you are maximizing its effectiveness. So that covers the training highlights, please look out for next month’s article where we jump into the crowd favorite and lifeblood of our industry: Compensation and Value Proposition. I may have to see if I can get more pages for that one—lots and lots and lots to unpack so look for plenty of action items including a few proven quick wins that you can get up and running in less than 30 days. DSN

WANT TO KNOW HOW ATTRACTIVE YOUR COMPANY IS TO EACH GENERATION? Scan here to schedule your Generational Attraction Assessment today, complimentary for DSN Gold and Platinum Supporters.

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

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M A R K E T

THE H I S PA N I C MARKET IS BOOMING ARE YOU KEEPING PACE? BY SARAH PAULK

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LATINOS IN the United States represent a larger consumption market than the entire economy of nations like Italy, Canada or Russia. – J U D I T H S A N C H E Z LO P E Z / P M - I n t e r n a t i o n a l G e n e ra l M a n a g e r, La t i n A m e r i ca

UILDING A SMART INTERNATIONAL EXPANSION STRATEGY means looking

for momentum-building markets with untapped growth potential. In 2024, that indisputably includes the Hispanic and Latino markets. In Mexico alone, the direct selling market is projected to surge to $19.48 billion by 2028. That staggering number doesn’t include the more than 60 million Latinos living and working within the US, or the fact that direct selling is already a staple for the Latin American population, where a quarter of beauty and personal care sales take place through a direct selling relationship (compared to eight percent globally). “Latinos in the United States represent a larger consumption market than the entire economy of nations like Italy, Canada or Russia,” shared Judith Sanchez Lopez, PM-International General Manager, Latin America. “If Latinos living in the United States were an independent country, the US Latino GDP would be the fifth largest GDP in the world, larger than the GDPs of India, the United Kingdom or France.”

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THREE KEY T A K E A W AY S

1 / HISPANIC AND LATINO MARKETS REPRESENT AN ENORMOUS GROWTH OPPORTUNITY

This demographic is huge—and growing. It’s also very receptive to direct selling, provided companies take the right approach.

2 / THERE IS INCREDIBLE DIVERSITY WITHIN THE DEMOGRAPHIC

Just like English speakers, Spanish speakers cannot be treated like a monolith. Generational, cultural and geographic differences exist and need to be respected.

3 / CUSTOMIZE YOUR APPROACH There is much more to succeeding within this market than merely translating English documents. A nuanced approach to language and leadership is needed.

There are a number of direct selling companies who have already captivated the Hispanic and Latino markets and are thriving. There are two distinct scenarios at play here: US-based companies that are dominating in Hispanic markets and foreign-based companies doing the same. DSN 2023 Bravo Growth Award winner Princess House successfully serves this corner of the US market. Other examples include 4Life, Hy Cite, Immunotec and relative newcomer ACTIVZ. These companies are also strong in other Spanishspeaking markets. Betterware de Mexico and Omnilife are based in Mexico and making huge strides in that market and throughout the region.

It could be tempting to assume that the same strategies and approaches that work for US customers would be a fit for the Hispanic population living within the US, or even the neighboring Latin American populations, but that assumption is a sure-fire way to fail. Ignoring the unique communication styles of each individual market is not only ineffective, it’s disrespectful. There are cultural sensitivities that should be honored; product preferences that need to be prioritized; and local talent that deserve to be elevated to leadership.

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IT’S ABOUT empowering the affiliate to share the brand, and a poor translation is not a credible connection they are proud to share. — B R I A N G I L L / 4 L i f e C h i e f M a r ke t i n g O f f i ce r

THE HISPANIC

& L AT I N O M A R K E T

BY THE NUMBERS HISPANICS living in the US:

62.1 MILLION

TOP 5 US STATES with highest Hispanic/Latino populations:

1/ California 2/ Texas 3/ Florida 4/ New York 5/ Arizona

LATIN AMERICA is home

IF CONSIDERED an

independent country, the

5 OF THE WORLD’S

24 billion-dollar

US Latino population

direct selling markets:

would be the

1/ Brazil 2/ Mexico 3/ Colombia 4/ Peru 5/ Argentina

GDP in the world

5TH LARGEST

Copy and Paste Isn’t a Strategy “Companies that want to be successful need to stop making Latin American countries an extension of their current market,” said Mauricio Domenzain, Immunotec Chief Executive Officer. “By that, I mean you really need to commit to the market. We can’t simply send one manager to Latin America now and then wait to see if it’s going to work or not. It’s a full commitment, not just the addition of another flag on your wall or your website. You have to truly become part of that market to understand the cultural needs.”

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What works in the United States doesn’t automatically translate to success on a global scale. That goes for products, but it’s also a good rule to live by when it comes to communication, marketing materials and events. For companies founded in the US or who predominantly operate within the US, expanding to include Spanish-speaking consumers is not as simple as hiring a translator or relying on Google Translate. These translations are often choppy, with no regard for local idioms or speaking rhythms. Solving for this pain point has been a game changer for brands like 4Life, who overhauled their communication process to treat Spanish as its own first language rather than relying entirely on English. The company now enlists two separate content creator teams, one who is primarily English-speaking and one who is primarily Spanish‑speaking, to design materials. The end result prevents poor translations that damage credibility.

A SUCCESSFUL ENTRY into Hispanic and Latino markets is one that allows the population to embrace entrepreneurial opportunity while preserving its own cultural DNA.

“If you go to our convention, we are 80-85 percent Hispanic,” said Brian Gill, 4Life Chief Marketing Officer. “Five years ago, out of respect, we stopped translating English to Spanish. It’s not enough to have great translators. A Hispanic whose primary language is Spanish should be the one creating our materials. It’s about empowering the affiliate to share the brand, and a poor translation is not a credible connection they are proud to share.” Homogenous, hand-me-down resources communicate the message that international markets are inferior, less valuable and unappreciated. Conversely, when companies allocate the resources and staff necessary to maintain and develop a culturally relevant, localized brand with tools that take local language,

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YOU NEED to have people on the ground—people directly from those markets—who understand and can serve that market the correct way. — M A U R I C I O D O M E N Z A I N / I m m u n o t e c C h i e f E xe c u t i ve O f f i ce r

lifestyle and history into consideration, customers and distributors take note. A successful entry into Hispanic and Latino markets is one that allows the population to embrace entrepreneurial opportunity while preserving its own cultural DNA. “Entering the Hispanic market was not secondary or an afterthought; it was our primary thought,” said David Brown, ACTIVZ Chief Executive Officer. “Our Spanish-speaking distributors are constantly amazed that they get new products and materials first and that they weren’t translated from English. Everyone responds well to attention and responsiveness, and that’s probably the secret to our success.”

Honor Culture Past and Present Family is a core value for the Hispanic and Latin American markets, and consumers in these demographics typically have great reverence for their parents and their tightly-knit communities. The US ethos of independent, self-made success doesn’t land the same within these cultures, so even wellintentioned corporate leaders commissioned from the company’s US headquarters could get off on the wrong foot without realizing it. “It’s not only the language, but it’s also the culture that you need to understand,” explained Domenzain. “You need to have people on the ground—people directly from those markets—who understand and can serve that market the correct way.” Leaders also need to consider how each new generation brings their own energy and inspiration to the foundational values of the Hispanic and Latin American cultures. From a corporate standpoint, that means being willing to adjust the speed and style of work. Omnilife addressed this generational evolution by implementing a shift from graphic

design to a focus on social media, leaving behind big format printing in favor of video and digital formats and encouraging all of its departments to embrace the Gen Z style of work, which is quick to adapt to change. “We are integrating younger generations into our corporate team, and that has helped make us relevant,” said Eduardo Ros, Omnilife Marketing Manager. “Our communications and packaging have become younger. We have received testimonies from people in Ecuador and Peru who tell us that working with second- and third-generation distributors who are younger has helped them see how best to take advantage of this opportunity and approach the business differently.”

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Recognize the Uniqueness of Each Market Each country and community has its own unique traditions and habits, and the Latin American market is no exception. There is no one-size-fits-all approach that would respectfully reach this vast audience, and it’s important to remember that there are distinctions among the adjectives often used to describe this diverse group of cultures within and outside of the US. The word Hispanic describes Spanish speakers, including those living within the US and Spain, while Latinos is reserved for those living within Latin America, including Brazil, where Portuguese is the official national language. “Hispanics in the US are not a monolith,” Sanchez Lopez said. “They are a combination of countries, cultures, slang, levels of acculturation and generations. You need to decide who you want to target, understand what sets them apart and then ask yourself if your company is communicating and interacting in a way that respects their cultural differences and strongest drivers.” For companies with a broad footprint across countries with similar but distinct cultures, discovering what makes each market tick is critical to securing healthy, welcomed growth among distributors and potential customers. Hy Cite, for example, courts Latinos in eight different countries, including the US and Brazil. Efficiency is incredibly important, so the company harmonizes its content, but it also takes care to modify even the smallest details to communicate that each individual market matters.

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“The way we present our products changes depending on the audience,” said Paulo Moledo, Hy Cite President and Chief Executive Officer. “Our recipes used on social media, for instance, feature arepas in Colombia and tacos in Mexico. We also pay attention to our call center services. We learned the hard way that the agent accent speaking to customers from different markets is an important variable.” Moledo also emphasizes the significance of making sure corporate expresses with actions that they value distributors’ wellbeing just as much as their earning opportunity. For Hy Cite, that means facilitating a close relationship between executives and top leaders; leaning into recognition; and designing ways for distributors and customers to voice their opinions and experiences.

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“Latinos, more than most, need to feel heard,” Moledo said. “As fast as we could after the pandemic, we started having events, conventions and meetings with independent distributors, and the attendance has been outstanding. We invest more today in events than we did pre-pandemic, but the return on that personal, face-to-face touch is great.” Operating with inclusion and respect as the highest priorities is non-negotiable. It’s imperative that companies take the extra steps to ensure the opportunity they are presenting is tailor-made for the audience receiving it, and that their presence improves the quality of life for the people who call that country home. When diversity of backgrounds and ways of doing business are treated with dignity and honor, executives who have successfully built USAGE OF TAGLINED bridges into the Latino and Hispanic cultures LOGOS say there is a shared entrepreneurial spirit that The tagline "AUDIT.TAX.ADVISORY" only accompanies the logo in transcends language barriers and countries circumstances where context requires clarification about what Squire can do of origin. for current and potential customers (the audience). “It doesn’t matter what language you speak For example, Squire.com and its or what country you’re in, everyone is looking for subsequent web pages feature the onetagline version (HIGHER the same thing,” Domenzain said. “To be a part of PERSPECTIVE ONLY) of the Squire because the subpage content something bigger than yourself.”logoDSN

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.

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One-tagline version of full color logo

Secondary-tagline version of full color logo

SQUIRE.COM ( 801 ) 225-6900

AUDIT · TAX · ADVISORY

throughout the site provides adequate context to visitors.

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

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

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F E AT U R E

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VICTORY FOR

NEORA IN A SEVEN-YE AR BAT TLE OF DAVID AND GOLIATH PROPORTIONS, NEOR A WINS ITS L ANDM ARK CASE AGAINST THE F TC .

BY SARAH PAULK

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N A RULING that will surely be referred to as a new legal precedent, Neora has

emerged victorious from its lengthy battle with the Federal Trade Commission (FTC). After seven years of investigation, four years of litigation and three years of negotiations, during which the FTC insisted on a nearly complete erasure of the company’s multilevel marketing structure, the court has rejected all of the FTC’s claims against Neora.

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THREE KEY T A K E A W AY S

1 / THIS IS GREAT NEWS FOR THE CHANNEL

The ruling represents a complete victory for Neora and the channel—and provides a powerful precedent and guidance for direct selling companies.

2 / THE BUSINESS MODEL HAS BEEN VINDICATED

“The FTC had a pre-conceived notion of who Neora was, and despite undisputed data proving they were wrong, they decided to proceed with an unfounded narrative,” said Deborah Heisz, Neora Co-CEO. “Their entire case revolved around one thing: their opinion that paying multiple levels of people commission on a product sale to a customer is paying for recruiting and not for product sales. That is simply not true and not the law.”

The FTC’s arguments against the channel were broad. The court rejected each of them including allegations regarding product purchases by distributors for personal use being a business expense.

3 / ETHICAL PRACTICES ARE THE BEST DEFENSE

Neora’s victory is in large part due to the fact that the company was set up to reward and encourage legitimate product sales to customers from Day One.

The New Precedent

For more than four decades, the FTC has adopted the Koscot Test, which identifies pyramid schemes as those who reward recruiting alone by paying commissions unrelated to the sale of a product to ultimate users. But the laws surrounding direct selling can be vague, and the FTC leaned into this during the trial, with their expert witness stating under oath that “there is no test, mathematical or otherwise” to apply to determine an “overemphasis” on recruiting in direct selling.

With this lack of clarity, even direct selling companies who design their infrastructure to prioritize product sales, like Neora did from the very beginning, are not immune from FTC scrutiny. “Direct sellers have been operating under a shroud of uncertainty for decades, wondering if they were going to be the next target of the FTC’s ever-changing interpretation of what it means to

“

NEORA’S RESOUNDING VICTORY against the FTC is an important, preliminary win for the industry that rejects many of the FTC’s theories for attacking legitimate direct selling companies. – K AT R I N A E A S H / Pa r t n e r a t t h e W i n s t o n a n d S t ra w n La w F i r m

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JUDGEMENT SUMMARY

HE COURT CONFIRMED Neora’s business model is legitimate n 90 percent of total product sales in 2021 went to

customers for personal use

n There is a legitimate and substantial customer

demand for Neora’s products

n 75-80 percent of sales are made to

customers who have no incentives tied to the compensation plan n Neora’s profits do not hinge on recruitment of

new participants

THE COURT ACKNOWLEDGED the value of being a distributor—even without earning commission n In light of discounts, Brand Partners may recoup

their enrollment cost n Receiving valuable goods in return for money

does not characterize an expense as a loss

THE COURT DEEMED Neora’s compliance program is effective n Neora showed evidence of a “rigorous compliance

program” n Neora made “proactive efforts” to stop

problematic Brand Partner claims n There was no evidence of “defects” or “blind

spots” in Neora’s compliance program

“

THIS IS THE FIRST TIME that a direct selling company has ever defeated the FTC’s pyramid scheme claims in a court trial. – E D B U R B AC H / C h a i r o f Fo l e y & La rd n e r ’s S t a t e At t o r n e y s G e n e ra l P ra c t i ce

The Future of the Industry in the Balance

be a pyramid scheme under Koscot and the rules governing improper claims,” said Katrina Eash, Partner at the Winston and Strawn Law Firm. “Neora’s resounding victory against the FTC is an important, preliminary win for the industry that rejects many of the FTC’s theories for attacking legitimate direct selling companies. It’s unclear what the FTC will do next, whether the FTC may choose other jurisdictions it deems more favorable for future suits, or whether the FTC will continue to experiment with other weapons in its arsenal, such as its rule making authority. But one thing is for certain, Neora fought the battle for direct sellers everywhere, proving that when you build an ethical company and you’re willing to give everything you’ve got to defend that company and its distributors, you can do direct selling right.“ Just as the Koscot Test and Amway’s win against the FTC more than 40 years ago shaped the legal landscape for the direct selling industry, so too will Neora’s hard-fought win determine how the FTC can legally pursue companies in the future. “This is the first time that a direct selling company has ever defeated the FTC’s pyramid scheme claims in a court trial,” said Ed Burbach, Chair of Foley & Lardner’s State Attorneys General Practice and Lead Counsel for the trial. “It is also the first significant victory of its kind since Amway’s 1979 administrative law defeat of the FTC.”

The words “no evidence” consistently appeared in response to the FTC’s allegations, but the FTC’s bottom line during the trial was this: any distributor who purchases product but does not earn commission is being harmed. What’s more, in the FTC’s eyes, those product purchases were considered a business expense, or net loss, regardless of whether the individual behaved as a customer. But this assertion does not take into account the number of reasons people choose to sign on as a distributor, such as product discounts or early access to sales. To support its claim, the FTC called on an expert behavioral economist who stated that Brand Partner purchases could never be considered ultimate user sales. The court fully rejected the testimony, saying it consisted of “rigid theoretical assumptions” that were not “borne out in reality” and stated that “it cannot be simply assumed that the 70 percent of Neora Brand Partners who never made a sale or earned a commission are disappointed victims of an illegal pyramid scheme simply because they never made a sale, recruited another Brand Partner or earned a commission.” “The fact that the vast majority of Neora’s product sales are to satisfy genuine consumer demand, and not as part of a business opportunity, fatally undermined the FTC’s pyramid scheme claim,” said Maureen Ohlhausen, Chair of the Global Antitrust & Competition practice for Baker & Botts law firm, and a former FTC Commissioner who advised Neora during mediation discussions with the FTC. “The court looked to the FTC’s own previous guidance about pyramid schemes, which distinguished

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“

WE REALLY had no choice but to fight. – J E F F O L S O N / Ne o ra Fo u n d e r & C EO

between purchases made to satisfy personal demand and those that are simply incidental to the business opportunity and recruitment plan. Because 90 percent of Neora’s revenues come from ultimate user sales, the court determined that Neora does not operate like a pyramid scheme because it does not focus on recruiting as opposed to sales and does not depend on the continual recruitment of new members for its continued existence.” Neora’s executive team now believes the agency’s commitment to these allegations wasn’t just an attempt to topple their company, but rather a way to target the entire channel and maybe even the independent contractor status as a whole. “We didn’t just protect our employees and Brand Partners; we protected other industries,” said Jeff Olson, Neora Founder and CEO. “We really had no choice but to fight. I have been in direct selling for nearly 40 years, and my goal when we started Neora 12 years ago was to design a business around high-quality products and provide an opportunity to our Brand Partners without any of the ‘gotchas’ that can show up in the direct selling business. And that is exactly what we did. This was a hard-fought victory for our Brand Partners, employees and direct selling overall.” “Before we made our first sale 12 years ago, we spent a lot of intentional time defining our core values,” said Amber Olson Rourke, Neora Co-Founder and Chief Sales & Marketing Officer. “A company’s core values are words on a paper until life presents you with hard choices. It is in those moments where you prove if you are going to live out your core values at all costs. We never wavered in making this decision to fight because any other decision would mean walking away from our core values and the Brand Partners who helped build this company.”

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Protect through Preparation

How can we protect our company from scrutiny? That question is at the top of direct selling executives’ minds right now. For Neora, a foundation of transparency and what the court described in its ruling as a “rigorous” and “robust” compliance program, as well as “proactive efforts” to prevent misleading representations about potential income or product claims, made a significant difference in the outcome of their trial. But this multiyear battle is a reminder, Neora’s executive team says, that there is no one tried-andtrue template for staying out of the FTC’s crosshairs. Instead, they advise other executives to build with integrity; implement a strong compliance program; and develop true product demand. Then—be prepared to defend it. “Every commission we have paid was because of the sale of a product, and almost 80 percent of our total revenue comes from non-distributor customers,” Jeff Olson said. “They had that data for two and a half years before we sued them. We were able to do that because we set the company up right from Day One.”

A Future Worth Fighting For

The collateral damage from a fight with the FTC is high, even when it ends in a landslide win. The looming outcome of the case has been a significant distraction that required immense time and financial resources and created a hefty mental and emotional burden for the executive team. But Neora’s customer base has been loyal, helping the company record some of its highest growth years even amid the years-long trial. The FTC lost this case but, in many ways, it is still getting what it wants. The channel is much more product focused than it was a decade ago, and the quality of those products is increasing. Recruitment models are no longer the norm and the industry’s signature multilevel model is being remodeled to include affiliate and customer

acquisition approaches. But for all of these changes, Neora’s victory has sent a clear message to the more than 1,000 direct selling companies in the US: direct selling is a legal and protected path to entrepreneurship. “I am privileged and proud to have been a part of fighting the FTC on behalf of Neora, our Brand Partners and ultimately the direct selling channel, which I love,” Heisz said. “I am not surprised we won, and that the courts upheld existing law. We knew from the start that we could win, and that this was

a fight worth fighting. We operate a good company that follows all of the FTC guidance and case law that pertains to direct selling. It was clear to us that the FTC was using our lawsuit, and others in our space, to attack the industry. I am so glad we had the facts on our side.” “We are more excited than ever to share the story of Neora and the impact we have made,” Olson Rourke said. “We had a historic launch in this industry, and our next chapter will make an even bigger, lasting impact.” DSN

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26K+ Unique Downloads

and Still Growing Strong THE DIRECT APPROACH WITH WAYNE MOOREHEAD— CANDID AND INSIGHTFUL CONVERSATIONS ABOUT TODAY’S EVOLVING CHANNEL. SINCE LAUNCHING in June 2021, The Direct Approach podcast has been providing direct selling executives an in-depth look at the biggest challenges facing the channel—and unique solutions for tackling them. Wayne and the rest of the DSN family would like to thank our growing audience and the 60+ executives and guests for their candor and participation.

MEET THE HOST

Wayne Moorehead has deep experience in

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

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Here’s a snapshot look at recent episodes!

[ EPISODE 63 ] Creating a Culture of Happiness and Positivity with Mauricio Domenzain, CEO of Immunotec MAURICIO LEADS IMMUNOTEC—a 45-year old health and wellness company operating in 14 markets emphasizing R&D, including 85+ clinical studies. IN THIS EPISODE Mauricio shares the importance of understanding who you are; what you stand for; and what market you are competing in. He also explains the incredible impact a culture of happiness and positivity can have.

[ EPISODE 64 ] Building Trust, Consumer Retention and Empowering Consultants with Eric Reisdorf, President and General Manager of Ambit Energy AS THE PRESIDENT AND GENERAL MANAGER at Ambit Energy, Eric brings more than 20 years of experience cross a variety of roles within the retail energy industry. IN THIS EPISODE Eric shares their approach to building trust, enhancing customer loyalty and igniting the potential of their consultants through setting realistic income expectations.

NEVER MISS AN EPISODE —2023 has launched another year of insights, tips, takeaways and action items provided by some of the most notable names in the channel. If it’s impacting direct selling, Wayne and his guests will be talking about it on The Direct Approach. New episodes drop every

other Thursday—make sure to subscribe!

Subscribe to The Direct Approach Today. d i r e c t s e l l i n g n e w s . c o m 6 9

IT’S TIME

MAKE THE SHIFT TO

“

MY GOAL FOR THE SHIFT is to offer a safe and inspiring environment where direct selling high performers and experts can openly share their most powerful shifts helping to accelerate their business and our channel today. —BLAKE MALLEN Billion-Dollar Brand Builder, Community Marketing Expert & Host / Direct Selling SHIFT

DSN’S NEWEST PODCAST—HOSTED BY

BLAKE MALLEN — DELIVERS INSPIRATION, EDUCATION AND PURPOSE TO THE FIELD.

New episodes drop every Monday!

Jessie Lee Ward

“

Patrick Maser

MAYBE THAT’S WHY I love

THIS IS the most special time to

direct sales and network

be in network marketing because

marketing so much—

all the negatives are gone. Our

because a lot of us seem to be

job is to start a conversation.

the people that were misfits,

You can reach out through social

that were overlooked

media, jump on a zoom and say

or bullied or just not well liked.

let’s get started.

SHIFT Summaries

After every episode, Blake will give you his key takeaways in a follow-up podcast, helping you maximize and optimize the information in practical action items you can implement right away. SHIFT Summaries drop every Monday following a guest appearance.

“

SUBSCRIBE TODAY!

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

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D E PA R TM E N T

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YO U

FO R

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F I E L D

F or 6Y ou VERYTHING we think you (and your field) should be reading, listening to and utilizing in order to stay engaged, informed and one step ahead. BY LAURA COPPEDGE

BOOK /

Indistractable: How to Control Your Attention and Choose Your Life B Y N I R E YA L

What could you accomplish if you could stay focused and overcome distractions? International best-selling author, former Stanford lecturer and behavioral design expert, Nir Eyal, reveals the hidden psychology driving us to distraction. He describes why solving the problem is not as simple as swearing off our devices. Abstinence is impractical and often makes us want more. Eyal lays bare the secret of finally doing what you say you will do with a four-step, research-backed model. Indistractable reveals the key to getting the best out of technology, without letting it get the best of us.

B LO G /

The Counterintuitive CEO BY FORRESTER

P O D CA ST /

HBR IdeaCast BY H A RVA R D B U S I N ES S R E V I E W

A weekly podcast featuring the leading thinkers in business and management. Harvard Business Review covers important leadership topics in HBR IdeaCast. Financial, professional

The Counterintuitive CEO provides ideas, observations and analyses that help drive the success of other CEOs. Recent posts feature information on GenAI, revenue operations, open banking and low-code applications. Forrester helps business and technology leaders use customer obsession to

and psychological content mixes with CEO

accelerate growth. That means empowering you to put the

interviews for an intriguing blend. With featured

customer at the center of everything you do: your leadership,

topics such as the business origins of emotional intelligence and the looming impact of AI, this podcast keeps an eye on the future of business.

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strategy and operations.

F or Y ou6r F i e l d

“

WORDS TO LEAD BY:

I start with the premise that the function of leadership is to produce more leaders, not more followers. — R A L P H N A D E R

AU D I O B O O K /

Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones BY JAMES CLEAR

New York Times bestselling author and expert James Clear is known for his ability to distill complex topics into simple behaviors that can be easily applied to daily life and work. In Atomic Habits, he draws on proven ideas from biology, psychology and neuroscience to create an easy‑to-understand guide for making good habits inevitable and bad habits impossible. Your team will be inspired and entertained with true stories from Olympic gold medalists, awardwinning artists, business leaders, life-saving physicians and star comedians who have used

VIDEO /

TEDx Talk: “How to Multiply Your Time with Rory Vaden” Everything you know about time management is wrong. In this challenging and counter-intuitive video, self‑discipline strategist and New York Times bestselling author, Rory Vaden, shows you why you can’t solve today’s time management challenges with yesterday’s time management strategies. More importantly he explains why procrastinating on purpose is the key to being able to multiply your time.

the science of small habits to master their craft.

APP /

Descript Nothing grabs potential customers more than a stylish, sleek and compelling video. Sometimes the ideas for exciting, innovative content come much easier than the ability to produce a professional looking video that captures the look and feel you are going for. That’s where Descript comes in. Descript is a simple, powerful and fun way to edit videos. It’s a great tool that will have your field writing, recording, transcribing, editing, collaborating and sharing videos and podcasts in no time! DSN

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ACTIVZ /

ACTIVZ: Multinational from the Start

BY JENNY VETTER

UTSIDE OF MEXICO, the United States is home to the most Spanish speakers in the

world—more than Spain or any country in either Central or South America. If there are nearly 330 million people living in the US and more than 50 million of them speak Spanish, the potential for direct sellers to attract both Spanish-speaking customers and prospective entrepreneurs is tremendous.

FOUNDED:

2017 HEADQUARTERS:

West Jordan, UT TOP EXECUTIVES:

David Brown, CEO & Chairman Ryan Thompson, President & Co-Founder P R O D U C T C AT E G O RY:

Health & Wellness

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That’s where the name ACTIVZ comes from. We’re going to help you to activate things that you have control over, and we’re going to provide you with the tools necessary to do that. — D AV I D B R O W N / C E O a n d C h a i r m a n

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The Vision

When ACTIVZ opened its doors in 2017, the Utah- based company defied convention and chose to focus exclusively on the Hispanic market by launching in Mexico. Founders David Brown and Ryan Thompson joined forces again after working together before to successfully build a large direct selling company. They knew that prioritizing Latin America rather than going global later was the right choice for their new company. But their story begins over a decade before, when ACTIVZ was still just a dream in the making. Ryan had worked in direct selling throughout his career, focusing on Latin American markets for much of the last 30 years. Fluent in Spanish, he’d built strong relationships across Latin America as well as co-founding and leading other successful direct selling companies since starting in 1995. David, a self-proclaimed “recovering lawyer,” worked in international corporate law, then successfully ran companies in the retail channel before entering the marketing world. As CEO and VP of Sales respectively at LifeVantage, David and Ryan successfully took that company out of retail and into direct selling. Later, they turned to their dream of creating their own direct selling company. “We were on the same wavelength about a lot of things, mostly in our approach to wanting to make people better, wanting to better their lives,” David shared. “That’s been one of our clarion calls. We

didn’t make you, but we’re going to make you better, and we’re going to help you get activated. That’s where the name ACTIVZ comes from. We’re going to help you to activate things that you have control over, and we’re going to provide you with the tools necessary to do that.” Working with a team of formulator scientists, the founders developed a line of epigenetic products designed to improve health from the inside out. Currently, ACTIVZ offers LINQ to strengthen the gutbrain connection; AIRO to boost energy and improve metabolism; Optimend for inflammation; and a line of anti-aging skincare products. “We focus on epigenetics, which a lot of people don’t understand, but it’s a term that refers to outside influences upon a gene,” David explained.

“Scientists now know that virtually everything from the food that we eat; the things that we drink; our very thoughts influence our genes and whether they express correctly or not. And so all our products are scientifically proven, patented and developed by scientists and researchers to have specific epigenetic effects in terms of anti-inflammation, pain relief, gut-brain health and oxidative stress among other things.” Armed with validated products, a shared vision of what ACTIVZ could be and how they wanted to bring their dream to life, David and Ryan were ready to share the company with the world. Where they would share ACTIVZ first would even further distinguish the company within the health and wellness space.

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To think that the US is not also a Spanish-speaking market isn’t correct. — RYA N T H O M P S O N / P r e s i d e n t a n d C o - Fo u n d e r

The Launch

While most American companies work to expand beyond the English-speaking world over time, the ACTIVZ team strategically chose to serve the Spanish-speaking market first. The 2017 corporate launch in Mexico was in line with everything David and Ryan had envisioned for ACTIVZ. “There’s a real strong semblance of traditional values, old values there,” Ryan explained. “For a company like ours, having well-articulated values—entrepreneurship, financial independence, personal responsibility—all the tenants of direct selling, those are all qualities emblematic of the Latin community as a general rule. So, it worked really well for us to launch there and for that to be our focus.” Beyond the clear alignment of values, the Mexico launch was grounded in language data from around the world.

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“Colombia has 50 million people,” Ryan explained. “Peru has 30 million. Bolivia, there’s about 12 million people there. Ecuador, 18 million. Country by country, they’re all smaller than the US Hispanic market. To think that the US is not also a Spanishspeaking market isn’t correct. It’s a market I’ve worked with for years, in multiple other companies. It tends to be very entrepreneurial, resilient, less adverse to risk in business and generally open to all types of entrepreneurial ventures.” Ryan’s strong relationships in both the US and Latin America empowered the ACTIVZ launch, led in large part by his old friends and leaders with teams primarily in Mexico. While there was no formal US launch, several team members in the States kicked off their businesses in tandem with the Mexico launch, but with a focus on Spanish-speakers. Since 2017, ACTIVZ has grown its field of distributors across Latin America and the United States, adding 30,000 distributors last year alone.

“We’ve got really strong relationships with all the top leaders which in some cases goes back decades,” Ryan added. “Both the top distributors and many members of the management team are old friends and families. This is a family business. In Spanish, everybody refers to this as ‘la familia ACTIVZ.’ We’re the ACTIVZ family. I wasn’t the first one to say it—it was our distributors. This is reflective of our foundation and the intentional values that we wanted to have when we started ACTIVZ.”

The Strategy

The term “omnichannel” is used by more and more direct selling companies and has evolved to mean many things. The team at ACTIVZ believes their omnichannel strategy pre-dates these changing definitions and has simply been the way they’ve done business since their inception. “I’m always surprised to hear that term used more and more,” Ryan laughed. “It reminds me of when I was in fifth grade, and I thought that I invented the boombox that had an attachable Walkman that could snap out of it. Then I discovered someone had already invented it when I saw it in the Sears catalog. That said, our omnichannel approach is quite different than anything I’ve seen and is very simple. We sell through a variety of omnichannel outlets at a much higher omnichannel price, so we don’t compete with the retail price that our distributors sell the product for. We then contribute the full commissionable value of the omnichannel sale into a global pool that is paid out monthly to our distributors. This is essentially a very aggressive

revenue-share model that is also attracting influencers and affiliates, allowing them to earn more money as the overall company grows.” “We want to meet people where we find them,” David said. “We have our products. We have tons of studies on pubmed.gov. We’ve got patents, but it doesn’t really matter to some people. You could hit them over the head with all the science, and yet once they hear the words multilevel marketing or network marketing, they become totally closedminded. Whereas for some reason, they’ll believe anything they see on Amazon or Instagram. And that’s fine. We’ll meet you where you’re at, and we’re going to do it in a way that benefits those who are really driving the business.” Omnichannel and multinational, ACTIVZ is growing rapidly. While formally operating in Mexico, the United States, Peru and Japan, the company’s reach extends around the world through a program they call Global Connect that allows distributors to sell in over 220 countries and territories. And they’re just getting started. “We’ve had double-digit growth every year of our existence,” David shared. “We hit a real inflection point about November of last year after which we’ve more than doubled the size of the company. And it’s been tremendously exciting. It’s exciting for the corporate team, and it’s exciting for the distributors. They see the stories. They see all the people joining. They see the meeting size increases. They see their checks increase. It’s just exciting to see what else is going to be accomplished. One of the big things that I get excited about is making other people say, ‘who are those guys?’ And I think it’s going to be fun answering that question.” DSN

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XYNGULAR /

Xyngular: Where Culture Comes First

BY JENNY VETTER

S THE INDUSTRY ADAPTS TO CHANGE from every

angle, health-and-wellness-focused Xyngular is no exception. But whether navigating market changes, supply chain challenges or pandemic-era uncertainties, Xyngular has kept culture at the heart of every decision.

FOUNDED:

2009 HEADQUARTERS:

Lehi, UT TOP EXECUTIVES:

Curtis Call, Chief Sales Officer Josh Gagon, Chief Financial Officer PRODUCTS:

Health and Wellness

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A Culture that Adapts

“

We’ve made it our mission and an art form to really do it the right way, to treat people the right way. — C U RT I S C A L L , C H I E F SA L E S O F F I C E R

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Like so many companies launched in the last two decades, weight-loss leader Xyngular found hardfought success in the face of adversity. The company was born in December 2009, on the heels of the global financial crisis. Just after its tenth year in business, the world screeched to a halt during the COVID-19 pandemic. But as Xyngular approaches its 14th birthday, the company has emerged from these challenges with both financial success and an even stronger sense of purpose. And that purpose is all about people, as Founders Rudy Revak and Marc Walker intended when they launched the company. “Rudy Revak spent a significant portion of his career in this industry as a distributor, building a business, and he understands really well what they’re going through,” explains Curtis Call, Chief Sales Officer. “He understands what it takes to be successful on that side, and he has helped set that tone for us, pouring everything we have into helping people be successful. I know a lot of companies do these things, but we’ve made it our mission and an art form to really do it the right way, to treat people the right way. We’re not perfect. What we pride ourselves on is getting it right—figuring it out for the individual, what’s right for the company and right for them. And I think that’s one of the contributors to having a great culture.”

Xyngular’s culture of people pouring into people doesn’t just apply to the field; corporate employees have the same growth opportunities as distributors. And it’s clearly making an impact. Within the last five years, Xyngular has been named one of DSN’s Best Places to Work four times. “We place a large emphasis on self-development and offer what we call a ‘League of Leaders’ program,” said Josh Gagon, Chief Financial Officer. “The League of Leaders program helps employees at Xyngular have a common vocabulary when discussing business and employee issues. The program also helps employees continue in their development. We want to help empower change not only in the lives of our field organization but also in the lives of our employees. We understand that for most employees, Xyngular will not be the last stop in their career. So, our hope is that while they’re at Xyngular, they will be given opportunities to grow in their respective fields and in leadership so that when the time comes that they move on in their careers, they can feel like Xyngular invested in helping them become more.” When people are empowered and appreciated, they’re better prepared to adapt and respond when things change—which has been essential for most companies in recent years, including Xyngular. “Since 2018, I believe the main theme for Xyngular has been our ability to adapt to rapidly changing environments,” Josh added. “In 2020, we went from planning for potential major slowdowns in sales to not being able to order product fast enough due to a very rapid sales increase. Since that time in April 2020 until present, we have had to adapt to major

changes to our operating and sales environment. We have had to figure out how to scale up with the rapid increase in revenues and then how to reverse some of that scaling as revenues have softened.”

A Culture that Celebrates

Xyngular’s field of nearly 15,000 distributors isn’t just empowered—they’re celebrated. While the company’s compensation plan is simple and straightforward, Xyngular’s Passport Program offers distributors a unique “extra” that celebrates their achievements through a series of incredible international travel experiences. “Our Partners can earn trips for two starting at just $10,000 in sales volume and other awards and trips that go up from there,” Josh explained. “We have around 10 total trips and awards in the Passport Program where our Partners can go places they may have never thought they would visit.”

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We want to help empower change not only in the lives of our field organization, but also in the lives of our employees. — J O S H GAG O N , C H I E F F I NA N C I A L O F F I C E R

“The Passport Program has been really unique,” Curtis added. “I’ve had a lot of colleagues in the industry ask me about it. It really keeps people motivated and moving towards something in their business because, while most people are building for income, people love to travel. Rudy has said that we want to give our partners the opportunity to live a life of adventure, and this is our way of delivering on some of those adventures that they might not otherwise create and book for themselves. It’s one of those things that continues to grow the culture. When you’re together and you’re meeting other people from all over the country or around the world and you’ve all come together and see all the things that we have in common, it really binds us together as part of the Xyngular community.” During the pandemic, travel wasn’t the only celebration put on hold for Xyngular. State and local restrictions on large group gatherings relegated field achievement celebrations to Zoom—which just wasn’t good enough for the Xyngular family.

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“We had many experiences during the pandemic where people had earned rewards, bonuses and awards,” Curtis shared. “We weren’t having in-person events, so we went out ‘Publishers’ Clearinghouse’ style and dispatched 17 teams. We went out around the country. We knocked on doors and handed them the bonuses that they had earned. It was just one of those things that show who we are as a company. We will go the extra mile. We will do those things for our partners to ensure that they’re having a great experience being a part of our company and being part of our culture.”

A Culture that’s Ready

Strengthened by a culture that has proven how well it can navigate change, Xyngular is preparing to adapt its portfolio to meet an evolving weight‑loss marketplace. Prescription weight-loss possibilities have exploded onto the scene in the last year, presenting a new and urgent opportunity for Xyngular to adapt.

“Xyngular has primarily been a weight-loss company since its inception,” Josh said. “However, with the surge in medical weight-loss options, such as Ozempic, Wegovy and Mounjaro, we have been working on re-imagining what weight loss may look like as we move into the future. We have introduced a digestion line as well. However, as we look to continue to innovate and deal with the new medically assisted weight-loss options, I am excited for what other product lines we can introduce that may assist in reaching new geographics and demographics. We have learned it is very difficult to forecast the future in rapidly changing environments, but in the face of all this change, it’s so important to be agile and adapt to the best of your abilities.” While this newest challenge isn’t without uncertainty, the Xyngular leadership team believes in the strength of their people and is excited to navigate this next season together.

“We’re in a place right now in our industry where we’re trying to solve challenges and innovate,” Curtis shared. “We’re innovating within our product space; we’re creating a number of new training programs for our distributors. Once we get these things launched and deployed into the field, really good things are coming for us. People are choosing Xyngular because they see a values-based company who lives up to their word and truly goes out of their way to get to know and to take good care of their people. I’m excited that with all these changes, we can bring more and more people into an opportunity that gives them the ability to build something that can be life-changing for them.” DSN

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How to Get Ahead in the Race for Attracting Talent BY DA R L A B R OW N / PAYQ U I C K E R

W I TH A

HIS IS AN interesting and intriguing time to be in our industry. Being a part of the industry for some time, each of us has most likely seen many changes. But one thing always remains steadfast. The backbone of everything in the direct selling space is our salesforce. We can create every tool necessary, however, it’s much more than that. Today’s salesforce is smarter, faster and savvier than ever before. They do their homework and research before they join companies. In this new digital world, they expect whatever business(es) they choose to work with to be current with trends, simple to operate, profitable—and FAST! Plus, the competition to attract and retain field members is fierce in today’s workforce.

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3.7%

U N EM PLOYM EN T RATE, U S EM PLOY ERS A RE

AG G RESSI VELY COM PETI N G FOR WORKERS EVERY W HERE.

With a 3.7 percent unemployment rate, US employers are aggressively competing for workers everywhere—and the direct selling industry is no exception. Every direct sales business needs a strong, reliable, engaged and satisfied field, so the race for attracting talent in a competitive landscape can be challenging. The direct sales landscape (like all other industries) is unrecognizable compared to a decade ago and even more so in the past three years. Is this a good thing? YES!

The direct sales industry can compete within the gig economy and win! As a channel, we have so much more to offer. We are, after all, The Original Gig. Working from the comfort of home, low start-up cost, quick compensation, company support and personal growth can be much more attractive than many other gig opportunities out there.

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Flexible Financial Freedom How can we do that? Attracting new entrepreneurs means satisfying their expectations. Companies that offer flexible payment options and safe, secure, speedy payments—usually on the same day—provide a better experience; improve attrition rates; and become more attractive to those entrepreneurs looking for a side or full‑time home business to join. Instant payments build loyalty, trust, belief and engagement. This, in turn, creates a desire to grow their businesses and the desire to increase income. It becomes a snowball effect. Instant payments are key to unlocking the vast talent pool of the growing gig economy. The Future of Work: Insights into the 2023 Gig Economy Workforce study conducted by Dr. Robert A. Peterson and John T. Fleming and sponsored PayQuicker found that 83 percent of gig workers cite the importance of being paid immediately for performance when looking for a new gig. The importance of immediate pay for performance was endorsed by the gig workers surveyed, particularly women. A large percentage of the direct sales industry salesforce are female and being paid immediately for performance was stated as more important for female gig workers.

Instant Payment Supports Retention When asked, “How do you primarily use the money you earn from your gig,” 49 percent of the gig workers surveyed in 2023 stated that they used their gig earnings to pay household bills. This percentage is a significant increase from 2020, when 37 percent of the gig workers surveyed stated that they used their gig earnings to pay household bills. This 12 percent increase for households indicates that independent contractors are relying on being paid on time to pay their bills. Getting instant access to commissions earned could create more loyalty to the brand and support retention of the salesforce.

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BASED ON A

2 0 2 3 G I G WO R K E R S U R V E Y:

85%

49%

CITE THE IMPORTANCE OF

PAY HOUSEHOLD

BEING PAID IMMDEDIATELY

BILLS from their gig

for performance when looking

earnings.

for a new gig.

Another important factor is security and fraud protection. This is extremely important to today’s salesforce. Having a secure, safe platform with secure commission accounts that ensures authentication of the user; has multifactor authentication; bank-grade security; and is compliant with regulations worldwide allows the field to feel safe with their earnings that are deposited into a personal account. Additionally, a brand debit/credit card validates and helps to promote the entrepreneur’s business, while a reliable payment back office that tracks payments, expenses and even offers tax documents increases the loyalty, trust and belief of the entrepreneur. Plus, the ability to purchase anywhere with personal branded debit cards (virtual and plastic) instantly, with the option of mobile wallets, is a competitive advantage in the marketplace. Multiple, flexible payment options are key as well. Instant access to a virtual card that they can start spending on immediately upon registration is also extremely important. They want to use their earnings immediately.

THOSE W HO HAVE FA ST ACCESS TO THEI R EA RN I N G S WORK HA RDER A N D M ORE F REQ U EN TLY.

What Entrepreneurs Want—and Need This is what today’s entrepreneur wants with their commissions. While faster payments are just one of many ways that the relationship between the field and the company becomes stronger, it IS known as one of the top items on their checklist when choosing a company to represent. One last observation which I think is the most important is that those who have fast access to their earnings work harder and more frequently. People love getting paid for a job well done and seeing it in black and white. It helps as a motivator to work toward that $500 needed to pay bills, a mortgage, pay down debt, etc. This is the golden nugget, that intangible that makes a difference. There is no better satisfaction for everyone involved in this industry than seeing those goals achieved and success attained. I’m glad we are all a part of the equation to help their success in an ever-changing and complex economy.

In conclusion, direct selling organizations need a secure and compliant solution to deliver payouts to their salesforce with minimum overhead that caters to the diverse payment needs of all global demographics. Keeping sellers engaged in today’s competitive market is a top priority, while increasing internal efficiencies and reducing costs are key to business growth. Faster payments to your distributors mean they grow their business— and yours—faster. DSN

With over 30 years of experience in the direct sales industry, DARLA BROWN is a seasoned executive who began her career as a distributor in the field and then moved into the corporate world of direct sales as an executive in sales, marketing and management. As Global Vice President of Customer Growth at PayQuicker, Darla supports new and existing clients with their global payout needs. d i r e c t s e l l i n g n e w s . c o m 8 9

JANUARY 15–17 . LAKE BUENA VISTA, FL

CHART YOUR COURSE TO DISNEY’S YACHT CLUB RESORT Reward yourself and your key team players with a new conference experience designed to move beyond the same old stories and hype. GENE R Get down to business with direct selling’s leading movers and shakers as you set new resolutions and establish daily rituals to chart your course for growth and innovation.

COUN AL S COMP EL + LIANC E RETRE ATS

JAN. 1 7–18

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

THANK YOU TO OUR SPONSORS

innovation

dsa.org/start

D S A

M E S S AG E

Legal Wins, Advocacy Gains and Education

HE SEPTEMBER 28 ruling in FTC v. Neora emphasized the culture of compliance and good business practices required of all DSA members has legitimacy. The court specifically cited Neora’s robust inventory repurchase agreement as required by the DSA Code of Ethics and strong compliance efforts in its ruling. Two amicus briefs DSA filed reminded the court of the legal standards to be applied to the analysis were also relied upon. Fighting to preserve the right for our companies and salesforce to build businesses ethically and proactive consumer protection efforts such as the Direct Selling Self-Regulatory Council have helped demonstrate with regulators, policymakers, the public and now courts that efforts on these fronts hold weight. Although the ruling in the Neora case was positive, the regulatory challenges will continue. As I have spent many words on this page sharing, the FTC could proceed with a rule any day now that requires the channel’s full attention. As always, DSA will stand at the forefront of the fight, positioning the channel for a result that protects consumers and does not overly burden our businesses. A significant positive outcome from the decision is that it will help DSA guide the channel and position direct selling so that we can navigate the challenges that have yet to reveal themselves. A key element the decision reinforced that strong compliance programs need to be a main

BRIAN BENNETT

Senior Vice President, Government Affairs & Policy, DSA

#COMMUNITY #STRONGERTOGETHER

aspect of our advocacy. We do this through collaboration and education. Since 2021, the Direct Selling Compliance Professional Certification Program (DSCPCP) has certified hundreds of direct selling executives from DSA member and non-member companies. The association raises the bar for the entire industry. Immediately following the decision, DSA went into hyperdrive to communicate our analysis with members. The Association also convened key groups including the DSA member company General Counsels and Compliance Officers to gauge their thoughts and key takeaways. We hosted a webinar for members featuring key executives and counsel in the decision. Although it has been weeks since the decision, learning from the decision from others and coordinating advocacy efforts remains crucial. The DSA Executive Education Series 2024 will kick off with the DSA START Summit at Disney’s Yacht Club Resort at Lake Buena Vista in Orlando, FL. Executives and senior managers will experience a conference that moves beyond the same old stories and hype while providing a confidential setting for you and your direct selling colleagues. This limited attendance summit will include platinum supplier partners to enhance your knowledge and ability to share with your peers. We look forward to seeing you in January to kick off a year filled with new growth and success. DSN d i r e c t s e l l i n g n e w s . c o m 9 1

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

LACORE PAYMENT TECHNOLOGIES

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

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400 Linden Oaks, Suite 320 Rochester, NY 14625 844-258-3006 payquicker.com PayQuicker is the leading global payout provider to direct selling organizations. Instantly make secure and compliant payouts to your field in local currency across the globe with our award-winning solution that provides the largest selection of flexible and modern spend options.

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

PAYQUICKER

STRATEGIC CHOICE PARTNERS

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.

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

Nexio manages the chaos of payments offering: • Faster roll out for distributors or partners • Simplifies payment processing for corporations

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

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

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

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

MINER GROUP LLC

METRICS GLOBAL, INC

NEXIO

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

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

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

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

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

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

SQUIRE

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

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

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

SUPPLIER DIRECTORY

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.

11551 E 45th Ave. Unit C. Denver, CO 80239 720-990-5642 quickbox.com “Whether your products are headed direct to your end customers’ doorstep, to a big box retailer, or to an Amazon warehouse, QuickBox will help you deliver a seamless experience that keeps your customers coming back for more!”

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!

LACORE LOGISTICS

MULTI IMAGE GROUP

900 Wilmeth Road McKinney, TX 75069 214-817-4802 lacorelogistics.com

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

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.

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

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

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.

QUICKBOX

INCENTIVES/RECOGNITION

1615 Clark Blvd. Brampton, ON Canada L6T 4W1 905-564-2115 x2 canadacartage.com

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

CANADA CARTAGE LOGISTICS SOLUTIONS

EVENT PRODUCTION

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

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

HANNA SHEA 844-344-7177 hannashea.com Since 2007, Hanna Shea Executive Search has been the go-to search firm in support of the direct selling industry. Hanna Shea finds top talent for companies in need of building or improving an executive leadership team for organizational success.

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

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.

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

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

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

NOW TECH 5717 Legacy Drive, Suite 250 Plano, TX 75024 310-428-9936 now-tech.com With over 35 years of industry experience, NOW Technologies is the premier provider of mobile tech tools designed to grow revenue and recruiting for our Direct Selling clients. The NOW platform provides powerful features such as sampling, social selling solutions, smart alerts, prospecting tools, content management, and onboarding & training capabilities.

EXIGO 1600 Viceroy Dr., Suite 125 Dallas, TX 75235 214-367-9933 exigo.com The leader in commissions, back office and eCommerce software and services. The global leader in cloud-based Platform-as-aService (PaaS) for direct selling companies. An open framework for billion-dollar giants to startup companies. Exigo supports MLM, Party Plan and Affiliate models, operating in single global markets.

FLIGHT COMMERCE 1208 E. Kennedy Blvd., 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.

BYDESIGN TECHNOLOGIES

INFOTRAX SYSTEMS

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

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

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

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

NOVEMBER 2023

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

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

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

MOMENTUM FACTOR

I N G R E D I E N T S A N D M A N U FA C T U R I N G

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

LEGAL AND COMPLIANCE

SUPPLIER DIRECTORY JENKON 201 NE Park Plaza Dr., Ste. 281 Vancouver, WA 98684 360-256-4400 jenkon.com Jenkon’s stability from five decades of award-winning innovation continues to be the answer for direct sellers worldwide. Jenkon is now evolving digital commerce with the new JoTLive Shopping platform and the JoT Affiliate & Social Influence Manager.

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.

The DSN GUIDE Connects Your Business with Direct Selling Companies Today’s direct selling executives look to

THE GUIDE to find the right partner for their

projects. Whether you offer incentives, event production, payment processing

or logistic services, make sure the top companies in the channel know who you are, what you do and how you can help them!

LET'S TALK! To find out how your company can appear in THE GUIDE, contact Jerilyn Taylor at jtaylor@directsellingnews.com.

REVOLUTIONIZE YOUR DISTRIBUTOR MARKETING STRATEGY AND SCALE YOUR BUSINESS FASTER!

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

revolutionize Distributor marketing!

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

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

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

Jenkon Proud Platinum Sponsor

2023 ‫ الراعــي الب�تينــي الفخــور للمؤتمــر العالمــي‬- ‫جينكــون‬

of the 2023 World Congress

www.wfdsa2023dubai.com

www.jenkon.com

READY TO WIN BLACK FRIDAY? Configuring promotions and driving multi-channel sales efforts is a breeze with the BigCommerce shopping cart integration through InfoTrax. You bring the crowd, we’ll manage your cart (and commissions!). Let’s get you set up before the holiday shopping hits!

Request a Demo