FROM THE PUBLISHER
What It Takes to Start and Grow a Direct Selling Enterprise
A
nyone who knows me knows that I am a student of politics.
As I think about the theme of this issue of the Direct Selling Journal—what it takes to start and grow a direct selling enterprise—I could state the obvious about inspiration, courage, leadership, and vision. Without tangible guidance, those lofty principles just sound like bold platitudes. DSJ delivers content in this issue to assist you in taking the leap into direct selling with meaningful testimonials and helpful examples that breathe life into those lofty principles. I am reminded of a political instance not that long ago when voters were seemingly presented with two binary visions for a presidency. The campaign that talked about a "bridge to the future" featured a young, dynamic candidate, Arkansas Governor Bill Clinton. The other campaign run by the experienced veteran and stateman Senator Bob Dole described a "bridge to the past." While the winning vision seemed obvious in hindsight, these campaign themes did not accurately represent the candidates’ experience and background. In reality, binary choices are false choices. Rarely are decisions so simple. And as goes politics, so goes business. For as much as we yearn for clarity, things seldom are a binary choice.
that include liability insurance, healthcare, tax preparation, earnings claims, compensation plans, and distributor agreements. This issue also includes a wealth of wisdom in the words of our top leaders, Mary Kay Chairman and CEO David Holl and Avon Company General Manager and Head of LG H&H Daniel Park. DSA Hall of Fame recipient and former Amway CEO Doug Devos shares his personal thoughts and the story of Amway founders Rich DeVos and Jay Van Andel, as they started a company and why they chose the direct selling business model. The list of giants who built our channel spans decades and will shape the subsequent success of direct selling for future generations. While we miss the faces of those who are gone, we will always remember their voices and their stories that live in the leaders who are mentoring the next generation of direct sellers. I am confident that the ideas shared by today's direct selling thought leaders found in these pages will shape the future success of direct selling as much as those of their illustrious predecessors.
Anyone seeking to start or grow a business that relies upon direct selling as a primary go-to-market strategy must understand that channel was built by the industry giants. However, we cannot stay stuck in the past while we ponder the uncertainties and potential of the future. The path forward incorporates lessons on leadership from every generation. The past and future are inextricably woven into the fabric of our lives today. The Direct Selling Journal is a forum for discussion of the issues of today based upon our history, as well as our future's limitless potential. In this DSJ issue, you will find articles from our best and brightest direct selling leaders, executives, and channel enthusiasts. Be sure to read Scentsy's Chuck Thompson's piece, “Life Cycle of a Direct Selling Company.” Chuck summarizes the remarkable story of Co-CEOs Orville and Heidi Thompson's leadership in creating a sustainable company culture that weathered earnings dips and hypergrowth through careful strategic planning and by staying true to their company mission. The German DSA (BDD) shares how to do business in Germany, the largest direct selling market in Europe. In this issue, we feature thoughtful, practical guidance to navigate the variety of direct selling issues
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Spring 2022
Joseph N. Mariano Publisher & Editor-in-Chief President’s Papers: Access insights from DSA President and CEO Joseph N. Mariano at dsa-dsj.org.
