This week’s featured article is a compilation of last year’s significant direct selling industry news from all over the world. With all the ups, downs, and newly emerging trends, it was a year full of excitements. There were positives for the industry alongside the negatives. Also included, you will find selected articles we published last year that stood out among others according to readers’ responses.

> Beautycounter Founder Greg Renfrew Resigns from Position, Marc Rey Makes New Hires
> USANA Launches New Affiliate Program
> LifeVantage Announces New Compensation Plan and Customer Loyalty Program
> Avon’s Kristof Neirynck and Elzbieta Mazurkiewicz on Consumer Trends and Challenges
> 4Life’s Manufacturing Capacity Doubles
> Natura &Co CEO: We Want Purpose and Profitability
> LACORE Acquires Jeunesse Global
> Tupperware CEO: The ‘King’ of Catalog Sales That Seeks to Revolutionize the Company
> Avon’s Boldest (and Most Expensive) Rebrand Yet
> Color Street Is Expanding to Germany

Most-Read Article in January on The World of Direct Selling:
It’s Time to Do a New Thing​

> USANA Reports 16% Revenue Decline in 2022
> Herbalife Reports $5.2 Billion Sales in 2022, Down 10%
> Nu Skin’s 2022 Revenues Decline 17% to $2.2 Billion
> Nikken to Close Its Operations in Europe After 27 Years
> Mary Kay Names Sheryl Adkins-Green Chief Experience Officer
> SimplyFun Phasing Out Direct Selling Model in Favor of Affiliate Program
> Medifast Reports 4.8% Revenue Increase in 2022 to $1.6 Billion
> Betterware’s 2022 Revenues Up 14.5%
> Amway Reports $8.1 Billion Sales for 2022, Down 10%
> Isagenix to Transition Majority Ownership to an Investor Group

Most-Read Article in February on The World of Direct Selling:
The Golden Rule of International Expansion

> Tupperware’s Sales Decline 20% in Q4 and 18% in Full-Year 2022
> Mary Kay COO: We’ve Accelerated Our Digital Innovation Efforts
> Direct Selling in Latin America: Facing New Challenges in Beauty and Personal Care
> Natura &Co Announces Q4 2022 Results
> Nature’s Sunshine Reports $422 Million Sales in 2022, Down 5%
> Avon CEO Angela Cretu: “If You’re the CEO of Your Own Purpose, No One Can Fire You”
> Plexus Worldwide Names Genevieve Skory as Chief Field Development Officer
> Passion Since 1883: Vorwerk Looks Back on 140 Years of Success
> Rodan + Fields Celebrates 15 Years
> Amway to Invest $85 Million in Its Production Base in China Over Five Years
> Arbonne Welcomes New Executives: Jen Orlando and Michele Lopes
> Yanbal: “We Hope to Grow 20% This Year”

Most-Read Article in March on The World of Direct Selling:
Reports Show Challenges Continued in Q4

> L’Oreal Acquires Aesop From Natura &Co for $2.5 Billion
> Medifast Named to Financial Times’ List of The America’s Fastest Growing Companies
> MONAT Global Expands Into France
> Direct Selling in North America: Adapting to Changing Consumer Behaviour
> Grupo Boticario’s Sales Increase 31% Last Year
> What’s Behind the Beauty Retail Boom in India?
> doTERRA Celebrates 15th Anniversary
> Tupperware Warns It Can Go Out of Business
> Longaberger: Turning a 100-Year-Old Heritage Brand Into a Digital Side Hustle for Women
> Young Living Appoints Steve Carlile as New Chief Marketing and Digital Officer

Most-Read Article in April on The World of Direct Selling:
In 100 Words: A New Era in Direct Selling?​ ​

> Vorwerk Group Reports 3.2 billion Euros Sales for 2022 (2021: 3.4B Euros)
> Avon CMO Neirynck on Transitioning to Omnichannel and Amazon Reboot
> USANA Announces Plans to Expand Into India
> Herbalife Reveals Leadership Succession Plan
> Tupperware Brings on Investment Bank to Help Explore Strategic Alternatives
> Unicity International Opens New Facility in Las Vegas
> Mary Kay Celebrates 60th Anniversary With ’60 Years of Stories’
> Mannatech Announces New Tiered Affiliate Program
> Oriflame Appoints Anna Malmhake as New Chief Executive Officer
> doTERRA Opens Manufacturing Facility in Ireland, the First Outside the U.S.

Most-Read Article in May on The World of Direct Selling:
First Quarter – A Slow but Promising Start

> UK DSA’s New Data Shows an Increase in People in Direct Selling
> The Avon Company to Exit Puerto Rico and Caribbean
> Amway CEO Milind Pant on Company’s Vision for Future, India Plans and More
> U.S. Direct Selling Association Releases 2022 Industry Data
> How Mary Young Co-Founded Young Living Essential Oils
> Group Rocher: Bris Rocher Delegates His Executive Functions to New CEO
> Cindy Monroe on Using Networking to Find the Right Equity Partner for Thirty-One Gifts
> PM-International Celebrates Its 30th Anniversary With 15,500 Guests
> Arbonne Promotes Jen Orlando to Chief Executive Officer
> Italy Yves Rocher’s Largest Social Selling Market

Most-Read Article in June on The World of Direct Selling:
We’re Still Partying Like It’s 1999

> SELDIA and DSE Release 2023 European Direct Seller Survey Results
> Jeff Singer Appointed as doTERRA’s New Chief Operating Officer
> Amway Releases 2023 Global Entrepreneurship Report
> Juice Plus+ Announces Travis Garza as New Chief Executive Officer
> U.S. Direct Selling Association Elects 2023 Directors and Officers
> Tupperware May Make Strong Comeback With Help from BlackRock
> Medifast Expands Into Sports Nutrition Category
> 2022 Canadian Direct Sales Industry Statistics Released
> Avon and Natura Join Forces to Grow as a Combined Business
> Vorwerk’s Kobold VK7 Receives Red Dot Design Award

Most-Read Article in July on The World of Direct Selling:
Evolution of the U.S. Direct Selling Industry: A Comparative Analysis of 2021-2022 Statistics

> Herbalife Appoints a Top Distributor as Chief Strategy Officer
> Tupperware’s Plastic Empire Through the Years
> U.S. DSA Files Brief in Neora Case
> WFDSA Releases 2022 Global Direct Selling Statistics
> “Wave 2”: Natura and Avon Unite Structures in Latin America
> ASEA CEO Chuck Funke Announces Transition and Welcomes New CEO
> Oriflame Cutting Number of Employees by 20% Globally
> Report: Situation of Direct Selling in Germany 2023
> Stemtech Announces China Market Expansion
> Natura &Co Completes the Sales of Aesop to L’Oreal

Most-Read Article in August on The World of Direct Selling:
Embracing Innovations: 3 Areas Technology Can Jump Start Growth

> Euromonitor: Mary Kay Is World’s Top Skin Care and Color Cosmetics Direct Seller
> From Tupperware Parties to Instagram Feeds: The Evolution Into Social Commerce
> Hy Cite Revamps Its Branding and Corporate Identity
> Katy Holt-Larsen Appointed as Partner.Co’s New Chief Impact Officer
> Medifast Launches a New Line of Exercise Supplements: OPTAVIA ACTIVE
> Bella Grace Global Targets Key Markets in Europe and the Middle East
> Avon to Sell Its Products at 100 Superdrug Shops in UK
> Nature’s Sunshine Names Sarah Crocket Chief Marketing Officer
> Zinzino Announces Mexico as Next Step in Global Expansion
> Neora Wins Landmark Case Against FTC

Most-Read Article in September on The World of Direct Selling:
Investment Odyssey: Private Equity’s Path to Success in Direct Selling

> Beachbody Introduces ‘Growth Game Plan’, a Turnaround Plan to Restore Growth
> Mintel Report: 2024 Global Beauty and Personal Care Trends
> Tupperware’s Executive Vice Chair Richard Goudis to Exit
> Redesigning a Household Name: Behind Avon’s Rebrand
> UK Direct Selling Association Announces 2023 Stars Awards Winners
> WFDSA World Congress Convenes in Dubai With 400 Participants
> LifeVantage’s Global Convention Showcases Next Phases of ‘LV360’
> Amway Announces New Strategy to Meet Its Growth Objectives
> Tupperware’s New CEO and the Challenges She Faces
> Livestream Selling Statistics 2023: Shopping and Commerce

Most-Read Article in October on The World of Direct Selling:
The Top 8 Ways AI Will Impact the Payments Your Company Processes

> Herbalife Reports $1.3 Billion Sales in Q3, Down 1.5%
> Entrepreneurship’s New Normal: Amway Reveals Findings of Latest Report
> Natura &Co Sells The Body Shop to Aurelius Group in $254 Million Deal
> Medifast Announces $236M Revenue in Q3
> Nature’s Sunshine Reports Strong Third Quarter Results, Sales Up 6%
> Natura &Co’s Consolidated Q3 Sales Down 10.5%
> Amway Aims for “Total Wellness” as China Business Soares
> Ding Dong! Avon to Open First UK Stores in Its 137-Year History
> Nu Skin Opens $55 Million Manufacturing Facility in China
> Leadership Transition in Avon: CMO Kristof Neirynck Announced as New CEO

Most-Read Article in November on The World of Direct Selling:
The Three Strategies to Evolve Affiliates Into ‘Super Affiliates’

> Mary Kay’s ‘Pink Changing Lives’ Improves Millions’ Lives Around the World
> doTERRA Shares Awards Won in 2023
> Euromonitor Unveils Top Six Global Consumer Trends for 2024
> Medifast Enters the Medically Supported Weight Loss Market
> Neora Provides Network Marketing Its Silver Lining
> Amway CEO on Unlocking Customer Growth in the Crowded Health and Wellness Market
> Natura &Co Sells Avon Factory in Brazil, Advances in Integration of Operations
> USANA CEO: How Health and Wellness Are Key to the Company’s Success
> Mary Kay’s Patent Count Hits Record High of 1,678 in 2023
> Modere Appoints Nate Frazier as President, COO, and Chairman

Most-Read Article in December on The World of Direct Selling:
Turning Customer Acquisition Into Customer Repetition

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The post News Roundup: Direct Selling in 2023 appeared first on The World of Direct Selling.

“Jen’s experience leading transformational change, as well as her close alignment with our dedication to fostering Arbonne values makes her a great addition to our team to lead business model innovation,” shared Tyler Whitehead, CEO of Arbonne. “We welcome Jen to our powerhouse executive team as a leader we know will connect, engage and ignite a movement that supports our growth trajectory.”

In this role, Orlando will oversee all global sales, markets, and deploy Arbonne’s new business model around the world. She is also tasked with driving program development and strategies for extending the company’s customer-focused, digital and experiential model. .

“Returning to Arbonne in this new role will allow me to apply all that I’ve learned and experienced with the progressive leadership team in place today,” said Jen Orlando. “I am looking forward to advancing the enormous potential of an increasingly exciting brand and unmatched products.”

In addition to appointing Jen Orlando to the executive team, Arbonne recently announced the return of Michele Lopes as the new Senior Director of Global Training and Communications. Michele Lopes will report into Jen Orlando and will focus on supporting global field education, product training, and alignment to drive business goals and growth.

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Michele McDonough
Exploring A New Workforce in 2020!

One of the predicted trends for 2020 by Futurist Judy Galloway, G-group Market Research, suggests the need to be creative in order to meet the desires and needs of the various demographics found in today’s and near-future workforce.

Not only will you be looking for superior hard skills, but critical personal skills including collegiality, teamwork, creativity, empathy, and leadership to complete your organizational needs. With any of those important components missing, your culture will not necessarily suffer greatly, but employee retention and staffing costs might become a major issue in 2020.

Another ever-evolving aspect of today’s work climate is the option of “alternative” work environments … which for many years was referred to as contract work! How do you support and grow your workforce in today’s workforce evolution? What does it take? Here are a few of the ideas trending now:

• Outsourced Teams
• Contractors (full-time and part-time)
• Freelancers
• Gig Workers
• Outsourced Networkers

Times are telling us that alternative workers are essential for organizations to be successful in the future. Alternative workers can help organizations improve critical areas of the business such as productivity, speed, and costs. And we all want long-term employee retention, right?

Based on your organization’s needs, budgets, and objectives, stay current by considering what the entire workforce mix should look like, including full-time employees, alternative workers, contractors, and outsourcing!

Empower your Human Resource Department to support sourcing alternative workers by negotiating alternative working arrangements, benefits management, and onboarding techniques.

Determine how the organization can incorporate remote and dispersed workers through technology such as video conferencing, digital collaborative workspaces, internal portals, and communication tools. While companies must evaluate and determine their optimal mix of talent, those that leverage alternative talent effectively can expect more than just achieving and exceeding the goals of the enterprise. Those that do can set themselves apart as distinct industry leaders.

For 2020, be open-minded and explore alternative workforces along with innovative talent acquisition techniques. Attention and creativity applied to these details will help you prepare for the future and grow your business in an ever-evolving world!

Another trend to look at in 2020 is the demographics of the workforce (what’s it going to look like), and always creating compelling employee experiences including incorporating artificial intelligence. According to the 2020 workplace theory, over 36% of the workforce will consist of people born after the baby boomer generation. How can you best prepare for some of the upcoming trends?

Employees are projected to stay longer in the workforce in the coming years, which means that basically five generations of workers from diverse backgrounds will work together in collaborative teams.

Cultural diversity will eventually mean that businesses will need to incorporate a broader set of values than today. This means that companies will have to radically rethink all their internal interactions, especially those involving their human capital: namely how to approach, deploy, develop and retain people. In order to ensure that your business adapts and thrives, you need to learn to be flexible. Let’s explore what you need to change to keep up with the demands of the workforce that are currently reshaping the business landscape.

What Does Creating Compelling Employee Experiences Look like?

Unlike previous generations, millennials look further than job stability, competitive salaries and benefits to be committed and loyal to a company. They are driven by a sense of shared purpose, which means that they need to have a strong sense of their part in the ‘bigger picture’ to bring their best results to the workplace.

Currently, there is a significant gap between millennial workforce needs and what the workplace offers. If companies want to harness the massive potential of the future workforce, they need to start incorporating the tools and technologies that enable their productivity. This is all fine and well, but what do you need to do in practice to keep up with the workplace trends that are speeding towards us all?

The first thing is to work on a personalized relationship with your employees. Human Resource Departments are now turning to research principles, such as design thinking and sentiment analysis to better understand and serve the needs of the 2020 workforce.

Millennials are all about convenience, connectivity, and functionality. They expect to learn and work the same way that they entertain themselves – online. Giving them fast and easy access to a system where they can receive the training and mentoring, they need on demand will help them (and your business) thrive in the 2020 workplace. Include Artificial Intelligence elements in a blended workforce.

Technology is changing our lives in fundamental, profound ways. No news here, of course. We’ve known this for over two decades. However, with the rise of artificial intelligence and the proliferation of big data as a driver for business decisions (not to mention an important part of A.I. training), the changes are reaching all areas of the workforce.

So, as the global workplace is being reshaped this very moment, adapt, prepare, empower the ever-evolving workforce and what it brings to your organization!

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Guest Post by Michele McDonough
Industry Best Practices: Create Your Own SCORECARD!

I continually get asked, “What is the secret to a successful direct selling company?” My only simple (and short) answer to that is, the right culture. Thus leading to another question, “what is the right culture?” My simple answer again is, the right components all blended together — can give you that long lasting culture that many direct selling companies are on a quest to create. Some do well, and some never achieve it!  Let me define some of the components I look for or create when engaged on a project, whether it’s a startup or a seasoned organization that is feeling some growing pains.

Vision

A vision is a picture of the world that is made better because your company is representative of it. A company creates the vision and defines the “reason for being connected to it”. Some of the components that create your vision are: the story, the future, the WHY, the difference from other companies/competitive edge and the DREAM!

Mission

What you (the company) are about and what you stand for. How will you be perceived by the sales field, potential recruits, and the community (local and far away)? What does the business opportunity look and feel like to others (i.e. empowerment, travel, help the world be a better place, stimulate a better quality of life, etc.). Does the compensation plan fit the mission? Does everything you do and create stand behind and uphold the mission and vision?

Products

Do you have the right product strategy to accomplish the vision and mission of the company? And most importantly, what product features and benefits set you apart from others?

* Are you providing “niche products”?

* Are you providing quality products with great customer service?

* Are you providing a competitive return policy or product guarantee/warranty?

* Are you keeping up with product development and innovation (R & D) to remain cutting edge?

* Have you priced your products to what the market can bear and is there a perceived value?

* Do you offer the best products available for your product category?

* Do you offer products that the sales field is PROUD to represent to their friends and family?

* Does the product resolve an issue or address a concern?

Distribution Model

How does the Independent Consultant move the product or service (i.e. party plan, one-on-one)?

Does the distribution process marry with the vision and mission (culture)?

Is it easy to do the business (journey)? Is it easy to acquire the product or service?

Career or Compensation Plan

How does your company compensate your sales force (and the customers as well)?

Does your compensation plan match your Mission, Vision and Distribution Model?

Is it competitive, rewarding and lucrative?

Does it inspire the sales force to take the right action? Does it drive the Core Key Behaviors of a solid and long last career plan? 

Is it motivating to all demographics from millennials to baby boomers?

Is it perceived as achievable?

Is it easy to explain to others and does it have a clear path to financial success?

Does it DRIVE the RIGHT behaviors based on the company’s vision, mission and business plan?

Does it pay EARLY and OFTEN?

Sales & Support Plan

What non-financial drivers (including incentives, recognition programs, communication strategies and training) do you have in place to drive performance and the bottom line? Are the programs motivating?

Are SYSTEMS in place to drive CONSISTENT behaviors?

Are the programs duplicatable or easy to teach others?

Are you developing new Independent Consultants at the same time you are developing Leaders?

Do you have the right partners on the Executive team to lead the sales field?

Brand Identity

Are your trademarks and intellectual property protected?

Does your brand make people smile and think happy thoughts?

Are you creating BRAND AWARENESS in everything you do?

Is your brand identity current and cutting edge or old and antiquated?

Can you become a global brand that is identifiable?

Does your product and culture support your brand (and visa-versa?)

Does your mission and vision tell your BRAND story?

Does your brand tell a compelling and emotional story?

Does your tagline emulate your company philosophy and brand?

Quality & Customer Service

Can you deliver a brand synonymous with quality and customer service?

Can you provide the highest quality product available at the best price (and get it to the consumer expeditiously)?

Do you offer state-of-the-art customer service based on your client’s needs (do you create a memorable experience)?

Are customer standards included in your mission and vision?

Is the service you provide the highest of standards in customer service part of your daily routine (in the field and corporate)? 

Technology

Is cutting edge technology in all aspects of the business for TODAY and TOMORROW?

Do you provide a business that is easy and effortless (and most of all, FUN)?

Are you creating duplicatable systems and processes?

Are your tech processes (steps) easy to do? Remember, it’s all about the consumer experience and journey?

Does your technology support the success of the Independent Consultant?

Is your technology able to take you global?

Did you acquire your software based on needs today AND in the future?

Do the features and functionality match your business model?

Can you hit a button and run KPI reports to know exactly where your business is day-to-day?

Are you up to date on the ever changing world of social media?

Training & Education

Do you provide educational programs to support the Independent Consultant and customer to create the best experience possible?

* Do you provide training programs and support systems for a “path to success” for your sales field?

* Do you offer training in all modalities: live, video, digital, conference calls, etc.?

* Do your track your training ROI?

* Do you provide training on Day 1 to a new Independent Consultants?

* Do you provide Train the Trainer programs to reach a wider audience?

* Do you provide motivational coaching and mentoring as well as “tactical” training skills?

All of these areas lead back to the ultimate CULTURE!

If these areas are addressed, supported and the best decisions made, then you are on your way to a long lasting, inspirational and exciting CULTURE that people want to be connected to!

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From the very beginning, we have been featuring articles from renowned personalities from the global direct sales industry. You will find their insightful articles below.

Jeff Babener (1948-2020)
Jeff Babener was the principal attorney in the law firm of Babener & Associates. For more than 30 years, he advised leading U.S. and international companies in the direct selling industry. Read from Jeff Babener

Meredith Berkich
Meredith Berkich is the President of LifeWave. She was the Chief Growth Officer at Jenkon, working with corporate leadership seeking solutions to digital transformation and business evolution. Read from Meredith Berkich

Jeff Dahl
Jeff Dahl is recognized as an industry leader and innovator, with over 35 years of experience working with global consumer brands and direct selling companies. Read from Jeff Dahl

Clark Diemer
Clark Diemer is an Associate of Strategic Choice Partners and the owner of Left Hook Videos. He has worked closely with more than 30 different direct sales companies. Read from Clark Diemer

Brett Duncan
Brett Duncan is Co-Founder and Managing Partner of Strategic Choice Partners, a business development firm that helps direct selling companies take their next steps. Read from Brett Duncan

Jonathan Gilliam
Jonathan Gilliam is the Founder & President of Momentum Factor, a compliance software and services firm serving direct selling companies exclusively. Read from Jonathan Gilliam

Vince Han
Vince Han is the founder and CEO of MobileCoach and an industry thought-leader for learning technology with an emphasis on artificial intelligence and chatbot technology. Read from Vince Han

Rick Loy
Rick Loy is an Associate with Strategic Choice Partners, and a sales strategist and training specialist with more than 20 years of experience as a Senior Executive in direct selling. Read from Rick Loy

Alan Luce (1945-2021)
Alan Luce was Co-Founder and Managing Principal of Strategic Choice Partners. He was a US DSA Hall of Famer and a member of the DSEF’s Circle of Honor. Read from Alan Luce

Peter Maddox
Peter Maddox has been the President of the Direct Sellers Association of Canada since early 2018. He has extensive experience in the association world and the marketing industry. Read from Peter Maddox

Michele McDonough
Michele McDonough is Co-Founder of  C3 Executive Search, serving the companies in the acquisition of exceptional executive talent in the direct selling channel. Read from Michele McDonough

Max Pecherskyi
Max Pecherskyi is Co-Founder and CEO of PromoRepublic, a distributed marketing platform for multi-location brands that launched a social selling solution for direct selling businesses. Read from Max Pecherskyi

Andi Sherwood
Andi Sherwood is the Director of Strategy and Plan Design at Dan Jensen Consulting. Since joining in 2066, she has personally designed more than 400+ compensation plans globally. Read from Andi Sherwood

Don Sorensen
Don Sorensen is an Associate with Strategic Choice Partners. He is an online reputation management authority whose expertise has been featured in numerous prominent publications. Read from Don Sorensen

Gillian Stapleton
Gillian Stapleton was the CEO of Direct Selling Australia between 2016 and 2022. She was appointed to this role as the first female in the association’s 54-year history. Read from Gillian Stapleton

Nancy Tobler
Nancy Tobler is an Associate of Strategic Choice Partners, and Chief Data Analyst at MLM Compensation Consulting. She has worked in the direct sales industry on commission analytics for 20 years. Read from Nancy Tobler

Crayton Webb
Crayton Webb is the owner and CEO of Sunwest Communications, a public relations and public affairs firm. Previously, he was the VP, Corporate Communications at Mary Kay. Read from Crayton Webb

Ben Woodward
Ben Woodward is an Associate of DISSECT and the author of a best-selling book. He previously assumed executive roles at various internationals like Amway, Melaleuca and Nikken. Read from Ben Woodward 

Daryl Wurzbacher
Daryl Wurzbacher is the CEO of ByDesign Technologies, a company dedicated to delivering leading-edge capabilities in software-as-a-service, and platform-as-a-service solutions. Read from Daryl Wurzbacher

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