DSA Fall Conference Onsite Guide

PROGRAM GUIDE #DSAFC17

SAVE THE DATE JUNE 17 – 19 MARRIOTT MARQUIS SAN DIEGO, CA ANNUALMEETING.DSA.ORG

GENERAL SESSION KEYNOTE SPEAKERS TO INCLUDE: Andy Andrews – This New York Times best-selling author will provide insights into the key qualities that are most important to an individual’s growth — hope, faith, and perseverance — and how these ideas can help you not only lead and grow your business, but also influence and inspire others in new ways.

Jeremy Gutsche – As one of the world’s most sought-after authorities on disruptive innovation and entrepreneurship, this visionary will motivate you with new strategies for cultivating a culture of action, change, creativity, innovation and reinvention.

S C H E D U L E AT-A- G L A N C E

Monday, November 6

Wednesday, November 8

9:00 a.m. — 8:00 p.m.

Registration Open

7:30 a.m. — Noon

Registration Open

10:00 a.m. — 5:30 p.m.

Boot Camp Pre-Conference Program* Arlington Ballroom Salon II

7:45 a.m. — 8:45 a.m.

Continental Breakfast Arlington Foyer

Noon — 5:30 p.m.

CIO Roundtable** Grand Ballroom Salon E

8:45 a.m. — 10:15 a.m.

General Session IV Arlington Ballroom Salons III/IV

1:00 p.m. — 3:00 p.m

Communications Committee Meeting** Grand Ballroom Salon D

10:15 a.m. — 10:25 a.m.

Networking Refreshment Break Arlington Foyer

10:25 a.m. — 11:25 a.m.

(5) Concurrent Workshops

2:00 p.m. — 4:00 p.m.

Education Committee Meeting** Grand Ballroom Salon F

11:35 a.m. — 12:30 p.m.

General Session V Arlington Ballroom Salons III/IV

2:00 p.m. — 5:00 p.m.

Industry Research Committee Meeting** Grand Ballroom Salon G

12:30 p.m. — 1:30 p.m.

Networking Lunch Arlington Foyer

4:00 p.m. — 6:00 p.m.

Government Relations Committee Meeting** Alexandria

6:00 p.m. — 8:00 p.m.

Welcome Reception Arlington Foyer

Tuesday, November 7

*Separate registration is required. **Committee members only, please. ***Separate registration required, by invitation only, exclusive to direct selling executives

Event App Sponsored by: Download the DSA Fall Conference 2017 by following these simple steps:

7:30 a.m. — 7:00 p.m.

Registration Open

7:45 a.m. — 8:45 a.m.

Continental Breakfast Arlington Foyer

8:45 a.m. — 10:50 a.m.

Opening General Session Arlington Ballroom Salons III/IV

2) Search event: DSA Fall Conference 2017

10:50 a.m. — 11:00 a.m.

Networking Refreshment Break Arlington Foyer

4) Complete by downloading event content

11:00 a.m. — Noon

(5) Concurrent Workshops

Noon — 1:00 p.m.

Networking Lunch Arlington Foyer

1:00 p.m. — 2:15 p.m.

General Session II Arlington Ballroom Salons III/IV

2:15 p.m. — 2:25 p.m.

Networking Refreshment Break Arlington Foyer

2:25 p.m. — 3:25 p.m.

(5) Concurrent Workshops

3:35 p.m. — 4:35 p.m.

(5) Concurrent Workshops

4:45 p.m. — 6:15 p.m.

General Session III Arlington Ballroom Salons III/IV

6:15 p.m. — 7:15 p.m.

DSEF Wine & Cheese Reception Arlington Foyer

7:15 p.m. — 9:15 p.m.

Party Plan Council Dinner*** Alexandria

1) Download the CrowdCompass

by Cvent app from Apple or Google store 3) Enter password: dsafall17

Please use the hashtag #DSAFC17 Text Messages brought to you by:

To opt in, text “DSAFC2017” to 96000 and receive real-time alerts, conference updates and important information. (Message and data rates apply) Badges are brought to you by:

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M O N D AY A G E N D A

ALL DIRECT SELLING BOOT CAMP SESSIONS TO BE HELD IN ARLINGTON SALON II 10:00 a.m. — 10:30 a.m.

INTRODUCTION TO DIRECT SELLING

Direct selling is the age-old method of conducting sales directly with an individual, away from a fixed-retail location. But there’s more to the story than the simple sale of products, and this sales channel is fundamentally different from other distribution channels.

Learn what accounts for those differences and how successful companies structure their operations around the unique philosophies associated with specific direct-selling principles. We’ll also discuss hiring the staff that can understand the differences and act appropriately on them.

ANGELA CHRYSLER

President and Chief Executive Officer, Team National

10:30 a.m. — 11:00 a.m.

A CRASH COURSE IN DIRECT SELLING LAW

The way to make sure your company has the legal support it needs is to retain a knowledgeable attorney who knows the ins and outs of direct-selling law.

But you still need to know the basics, and that’s exactly what this session will provide. We’ll specifically dig in to: • The impact of the independent-contractor status in your field • Promotion dos and don’ts • What federal regulation says about product and opportunity claims

JOHN WEBB

Senior Legal Counsel for Policy, Advocacy and Compliance, Direct Selling Association

11:10 a.m. — 11:40 a.m.

DEVELOPING YOUR INDEPENDENT SALESFORCE

While you’re building your team, you need to know how to train and develop them, too, so that your salesforce is geared up to recruit more sellers and is motivated to sell your products for the long term. We’ll tackle the basics of creating field-development programs that foster and develop growth, leadership skills and ethical behaviors.

We’ll discuss how to move your first-level salesforce into leadership and set performance standards. Included in this discussion will be ways in which your company can implement fun and appealing training methods to get your salesforce excited about their businesses, and why inspiration and recognition are crucial to your company’s long-term success.

CARRIE CHARLICK

Chief Executive Officer, Essential Bodywear

11:40 a.m. — 12:15 p.m.

SOCIAL MEDIA FOR START-UPS

Social media can be time-consuming when time is a scarce resource for any newly-launched enterprise. We’ll explore the social media musts to get you on the right track to manage your consultant community, including: • The nuts and bolts of managing your consultant community pages • Interacting with the public and ensuring that your consultants live up to your brand’s highest standards • Avoiding negativity • Using social media for motivation, recognition and real-time updates

KEVIN GULL

Vice President, Marketing and Strategic Services, iCentris, Inc.

11:00 a.m. — 11:10 a.m.

NETWORKING BREAK

Thank you to our social media sponsor: TM

12:15 p.m. — 1:15 p.m.

LUNCH

Take a break with your peers and enjoy lunch as you swap stories and share ideas!

Social. Software. Simplified.

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DIRECT SELLING ASSOCIATION | FALL CONFERENCE 2017

M O N D AY A G E N D A

1:30 p.m. — 2:00 p.m.

IMPLEMENTING OPERATIONAL SYSTEMS

Gone are the days of scheduling books, manual lists, calculators and hand-written letters. Your 21st century business cannot run without technology, but that doesn’t mean you need every bell and whistle before you launch.

Our expert will walk you through the must-haves and can-waits to ensure your company is fully operational while taking practical considerations into account.

NANCY BOGART

Chief Executive Officer, Jordan Essentials

2:00 p.m. — 3:00 p.m.

WISH I’D KNOWN . . .

Make the most of this opportunity to learn as successful direct selling executives share: • Critical learning opportunities • Lessons learned putting theory into action • Inspirational moments that have served as motivators to future success

MINDY LIN

Co-Founder and Chief Marketing Officer, Damsel in Defense

JONI ROGERS KANTE

Chief Executive Officer and Chairwoman of the Board, SeneGence International

3:30 p.m. — 3:45 p.m.

NETWORKING BREAK 3:45 p.m. — 4:15 p.m.

BUILDING YOUR BUSINESS—INTERNAL STRUCTURE

While the success of your business is largely determined by the members of your field, your internal staff plays a major role in the development of your company’s culture.

During this session, you’ll have the unique opportunity to hear how this company developed effective operating procedures from the start and have continued to attract team members who have supported the company’s vision as it has expanded.

JOAN HARTEL CABRAL

President and Chief Executive Officer, Vantel Pearls

4:15 p.m. — 4:45 p.m.

FINANCE—IT’S MORE THAN A BUDGET!

The first rule of financing is to hire an expert; but that doesn’t get you off the hook for knowing the inner workings of your company’s budget or the key operating indicators at work in the direct selling business model.

This session will cover the metrics you need to be mindful of in order to place your company on the right track for success instead of headed over the financial cliff.

ASMA ISHAQ

President, Collagen Sciences, Chief Industry Relations Officer, Modere USA

3:00 p.m. — 3:30 p.m.

WHAT IS A COMP PLAN AND HOW DO I GET ONE?

How your company compensates your salesforce is one of the most critical business decisions you’ll have to make.

Whether you are starting your own enterprise or starting your career at an existing one, this session will provide the education you need to understand the basic principles and to refine your direct selling compensation plan. We’ll cover what parts of a plan will drive different behaviors, the role promotions should play without overriding your plan and the metrics at work in a particular product line that impact how distributors are paid. Most importantly, you’ll see how one slight adjustment can cause a domino effect within your salesforce.

JIMMY LIN, CPA

Chief Financial Officer, Damsel in Defense

4:45 p.m. — 5:15 p.m.

TECH TOOL BOX

You clearly see the shape your business needs to take in order to compete, and selecting the technology platforms and tools that will bring that vision to fruition can be daunting. This session will help you assess technology solutions for their ability to drive your business forward.

You will also learn how to avoid the unproven technologies that promises results that may be too good to be true.

MOY CHAMBERS

Senior Vice President, Information Technology, LifeVantage Corporation

5:15 p.m. — 5:30 p.m.

FINAL QUESTION AND ANSWER SESSION

TWITTER AND INSTAGRAM HASHTAG: #DSAFC17

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WORKSHOPS AT-A- G L A N C E

TUESDAY BANK I 11:00 A.M. – NOON

ARLINGTON BALLROOM SALON I

ARLINGTON BALLROOM SALON II

ARLINGTON BALLROOM SALON VI

ARLINGTON BALLROOM SALON V

ROSSLYN

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BANK II 2:25 P.M. – 3:25 P.M.

WEDNESDAY BANK III 3:35 P.M. – 4:35 P.M.

BANK IV 10:25 A.M. – 11:25 A.M.

LEGAL

LEGAL

LEGAL

LEGAL

Labor Issues and Independent Contractor Developments • Bernadette Chala • Brent Kugler

Social Media and Ethics Compliance • Erin Barta • Erin McGinnis • Justin Powell

Consumer ProtectionLegal and Regulatory Update • Tim Anderson • Jim Bramble • John Villafranco

Effective Government Relations for Any Size Company • Cheryl Lewis • Josephine Mills • Michelle Roe

COMMUNICATIONS

COMMUNICATIONS

COMMUNICATIONS

COMMUNICATIONS

How to Distinguish Your Salesforce • Lindsay Bomar • Pamela Jones Harbour • Jacki Palmer

Telling Distributor Stories to Build Your Business • Debbie Coffey • Kara Schneck • Kate Washburn

Crisis Communications: How to be Prepared and Respond to Challenges • Crayton Webb • Todd Woodward

Giving Back: Corporate Social Responsibility Programs—How to Contribute and Build a Program • Angela Arboleda • Anne Crews • Todd Woodward

SALESFORCE DEVELOPMENT

SALESFORCE DEVELOPMENT

SALESFORCE DEVELOPMENT

SALESFORCE DEVELOPMENT

The Role of Social in a Growing Business • Kevin Gull • Betty Palm

The Power of MultiChannel: Lessons for Direct Sellers • Mona Ameli • Jonathan Gelfand

Fast Start Success for Onboarding • Mindy Lin

A Deep Dive Into Leadership Development Programs • Kate Franklin • Jay Leisner

TECHNOLOGY

TECHNOLOGY

TECHNOLOGY

TECHNOLOGY

Leveraging Technology Platforms • Moy Chambers • Walter Noot

Trends in AI for Improved Customer Experience and Cost Savings • Dr. Haya Ajjan • Mike Edwards • Dr. Dana Harrison

IT vs. Business: How do they Become “One Team” • Chris Johnson • Konrad Mayr • Walter Noot

Data Protection and Cyber-Security • Dan DeCloss • Eric Ellman • Eric Ritter • Berin Szoka

TAX

TAX

TAX

TAX

Sales Tax Risks in the Supply Chain • Jimmy Lin, CPA • Colt Passey

Status on Federal Tax Reform • David Burton • Patrick Hollrah • Grover Norquist

Corporate Income, Franchise Tax and Nexus Issues • John Allan • Jane Fergason • Dawn Gabel

Strategies for Distributor Tax Compliance • Joe DePetris, Jr., CPA • Edwin Smith, Jr.

DIRECT SELLING ASSOCIATION | FALL CONFERENCE 2017

EVENT MAP AND HIGHLIGHTS

MONDAY: Welcome Reception Mix and mingle with fellow attendees from 6:00 to 8:00 p.m. in the Arlington Foyer during our kick-off welcome reception!

TUESDAY: Wine & Cheese Reception Sponsored by DSEF, Honoring Our Red Ribbon Contributors Join the direct selling family from 6:15 p.m. to 7:15 p.m. in the Arlington Foyer to thank the DSA Suppliers that met the DSEF Chair’s Double Down Challenge.

• Hyatt Hotels & Resorts • Jenkon • Smart Office Solutions, Inc.

Workshops General Sessions Comittee Meetings

TWITTER AND INSTAGRAM HASHTAG: #DSAFC17

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CRAYTON WEBB, Master of Ceremonies Crayton Webb is the owner and CEO of Sunwest Communications, a Dallas, TX-based public relations and public affairs firm.

7:30 a.m. – 6:00 p.m.

REGISTRATION OPEN

Consumer protection is a shared responsibility. As expectations for transparency and corporate responsibility continue to evolve, so, too, must the approaches industries use to improve the marketplace for the ultimate benefit of consumers. This session will explore the elements for self-regulation excellence and discuss strategies to ensure effective consumer protection and education as well as rigorous accountabilities for companies.

MAUREEN OHLHAUSEN

Acting Chairman, Federal Trade Commission

7:45 a.m. – 8:45 a.m.

CONTINENTAL BREAKFAST Sponsored by: 8:45 a.m. – 10:50 a.m.

OPENING GENERAL SESSION Sponsored by: • Putting the Pieces Together: Raising the Bar for Direct Selling, Winning Hearts and Minds, Lighting the Path Forward

Our brands are beacons that are known, trusted and admired across the globe. Our products are varied, and our salesforces are diverse. The challenges we face individually are the same as those we have in common.

Together we will cast forth a vision for integrating your communications and marketing prowess with the DSA policy initiatives that will preserve a bright future for direct selling.

JOSEPH MARIANO

• Illuminating the Path to a New Gold Standard in Self-Regulation: An Address by the Federal Trade Commission

• Gaining Insights through the Wisdom of Others: A Multi-Industry Conversation on SelfRegulation and Consumer Protection Senior executives from a wide-range of industries will share how they have implemented selfregulation frameworks that ensure a commitment to high ethical standards and consumer protection, while preserving a climate in which innovation can continue to thrive. Panelists will also exchange ideas about the future of self-regulation and the shape their programs will take.

REND AL-MONDHIRY

Associate General Counsel, Council for Responsible Nutrition

JOSEPH AQUILINA

President, Direct Selling Association

Ethics and Compliance Counsel, Direct Selling Association

SENNY BOONE

Senior Vice President for Corporate & Social Responsibility, General Counsel, Data & Marketing Association

PETER MARINELLO

Director of the Electronic Retailing SelfRegulation Program and Vice President, Council of Better Business Bureaus

LYNNE OMLIE

Senior Vice President, General Counsel and Corporate Secretary, Distilled Spirits Council of the United States (DISCUS)

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DIRECT SELLING ASSOCIATION | FALL CONFERENCE 2017

T U E S D AY A G E N D A

• World Federation of Direct Selling Associations Model Code of Ethics Enhancements

Get first-hand updates on the recently adopted revisions to the World Code of Ethics consumer protection enhancements. Learn what additional DSA member accountabilities these changes will require and how they will improve the global direct selling marketplace and raise the bar for direct selling companies.

ADOLFO FRANCO

Executive Vice President, Chief Operating Officer and Counsel, Direct Selling Association

• How to Distinguish Your Salesforce COMMUNICATIONS Segmentation has been a theme throughout recent direct selling conversations. Some companies are on the forefront of understanding the motivations that individual salesforce members have for affiliating with a company. Many more companies, however, are unable to differentiate those salesforce members who join out of a pure love of the product from those who seek to participate in the business opportunity. During this workshop, leading companies will share how they are implementing segmentation, as well as discuss how these programs have been communicated more broadly.

LINDSAY BOMAR TAMUNA GABILAIA

Executive Director and Chief Operating Officer, World Federation of Direct Selling Associations

Senior Manager, Corporate Communications, AdvoCare International, LP

PAMELA JONES HARBOUR

11:00 a.m. – Noon WORKSHOP BANK I

Senior Vice President and Legal Officer, Global Member Compliance and Privacy, Herbalife International of America, Inc.

• Labor Issues and Independent Contractor Developments

JACKI PALMER

LEGAL The Department of Labor under the Trump Administration has taken favorable actions to ensure that direct sellers’ independent contractor status remains unaffected by government regulations.

The state level, however, is different. Measures have been taken by authorities and courts that impact the independent contractor status of direct sellers. This session provides a lay of the land on independent contractor status and developments in the law at the federal and state level.

BERNADETTE CHALA

Senior Vice President, General Counsel, Arbonne International, LLC

BRENT KUGLER

Partner, Scheef & Stone, LLP

Director of Field Experience, Isagenix International

• The Role of Social in a Growing Business SALESFORCE DEVELOPMENT Direct selling has evolved from resisting the rise of the internet marketplace to embrac­ing social media and online sales. As a result, we have all enjoyed growth as a benefit of our new digital age. These platforms, however, have introduced new challenges. Furthermore, how we choose to integrate them into our businesses is often dictated by company culture, business agility and a healthy understanding – and reverence – for any associated risks. Join the conversation as three experts discuss their companies’ transitions into social selling and the best practices they employ to stay ahead of the curve.

KEVIN GULL

Vice President, Marketing and Strategic Services, iCentris, Inc.

BETTY PALM

President, Social Selling, New Avon LLC

TWITTER AND INSTAGRAM HASHTAG: #DSAFC17

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• Leveraging Technology Platforms TECHNOLOGY Today’s technology platforms enable companies to approach team building, training and selling opportunities in ways that were previously unimaginable. This quantum leap forward has introduced new challenges: as we scramble to implement the latest and greatest, we may not allow our previous technology investments to reach their full promise.

Join this session as panelists explore strategies for reaping all the advantages of new technologies in ways that don’t disrupt the workflows that have brought us – and our representatives – so much success.

MOY CHAMBERS

Senior Vice President, Information Technology, LifeVantage Corporation

1:00 p.m. - 2:15 p.m.

GENERAL SESSION II Sponsored by: • Seizing Our Make or Break Moment: Direct Selling on Social Media Platforms

Social selling on Facebook, through Messenger, on Instagram and beyond: it’s here. While social media platforms have evolved to accommodate what we do, few direct selling companies have kept pace with these new developments. Direct selling must seize the moment or risk squandering this opportunity’s future. In this session, we will: • Examine the roll-out of social selling on Facebook and a range of additional platforms • Discuss why today is direct selling’s make or break moment for ensuring that social media can live up to its promise for the channel • Explore what our companies must do to make sure that social selling is accepted by the technology platforms and consumers alike

WALTER NOOT

Chief Information Officer, USANA Health Sciences, Inc.

• Sales Tax Risks in the Supply Chain TAX Tax compliance is fraught with peril, and the supply chain is among the most tricky tax compliance issues.

Do your back office modules correlate with your supply chain activities? Is your business unnecessarily exposed to risk? This session will help you identify the most frequent tax compliance issues that arise, as well as help you create a “tax-efficient” procurement process that protects your business.

SCOTT KRAMER

President and Chief Executive Officer, Multibrain

• Thrive or Die: Managing Technology

Making the right technology investment is among the most important decisions made by direct selling executives. In fact, most CEOs track their technology expenses at 3-5% of their top line revenue. These leaders understand how proper budgeting, staffing and vendor sourcing is central to a successful implementation. Yet, few companies would tell you that they are happy with their current technology, or that they achieved success through technology solutions that cost a lot of money and produced even more stress. This session will explore strategies for getting technology solutions to work for your company.

JIMMY LIN, CPA

Chief Financial Officer, Damsel in Defense

ROBERT CAVITT

Chief Executive Officer, Jenkon

COLT PASSEY

Strategic Alliance Manager, Avalara

TOM DORIA

Chief Information Officer, SeneGence International

Noon - 1:00 p.m.

NETWORKING BUFFET LUNCH Sponsored by: Break bread with your friends; visit exhibiting suppliers’ booths and catch up on the latest products and services from direct selling’s most in-demand partners.

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BRITNEY VICKERY

Chief Executive Officer and Founder, Initials, Inc.

DIRECT SELLING ASSOCIATION | FALL CONFERENCE 2017

T U E S D AY A G E N D A

2:25 p.m. - 3:25 p.m.

WORKSHOP BANK II • Social Media and Ethics Compliance LEGAL While social media has empowered your salesforce in many positive ways, it has also created a heightened need for educating, monitoring and enforcing ethical business standards. Our panelists will share their insights for preventing salesforce infractions and for identifying and responding to issues in a manner that protects your company’s reputation. Abiding by DSA’s Code of Ethics, company policies and the law will be an integral part of this conversation.

ERIN BARTA

• The Power of Multi-Channel: Lessons for Direct Sellers SALESFORCE DEVELOPMENT As the old marketing saying goes, fish where the fish are. In today’s world, the type of consumer you want to reach no longer resides in a single pond. Attention skips constantly between numerous media platforms, giving marketers and brand builders fewer seconds than ever before to make an impression that compels consumers to choose their brand. Hear from market leaders who have pioneered the multi-channel marketing strategies that have enabled them to capture market share, and hear their impressions of what is next as platforms converge and the retail landscape further evolves.

General Counsel and Corporate Secretary, Mannatech, Inc.

MONA AMELI

ERIN MCGINNIS

JONATHAN GELFAND

Director of Compliance, Zurvita

JUSTIN POWELL

Chief Legal Officer and General Counsel, Isagenix International

• Telling Distributor Stories to Build Your Business COMMUNICATIONS Using stories of salesforce members who have experienced success with your company is an effective way for leaders to build their downlines and make the company more appealing to individuals seeking to become involved with a business. Learn how your company can leverage your salesforce’s experiences to benefit your brand, grow your field ranks and improve your bottom line.

DEBBIE COFFEY

Vice President, Corporate Communications, New Avon LLC

KARA SCHNECK

Vice President, Global Corporate Communications, Nu Skin Enterprises

KATE WASHBURN

North America Public Relations, Amway

President, Medifast-OPTAVIA

Chief Legal Officer and Senior Vice President, Business Development, Team Beachbody

• Trends in AI for Improved Customer Experience and Cost Savings TECHNOLOGY With advances in machine learning and artificial intelligence, it may seem like a brave new world is upon us. While machines haven’t yet taken over the world, voice-powered personal assistants like Siri and Alexa, together with behavioral algorithms that now drive suggestive searches and predictive capabilities, represent only the beginning of how artificial intelligence will play an increasingly prominent role in the future of business.

This session will explore how machine learning has improved – and will continue to improve – the customer experience by delivering the right individualized content at precisely the right moment.

DR. HAYA AJJAN

Associate Professor of Management Information Systems, Elon University

MIKE EDWARDS

Vice President, Global Digital Services and Channel Strategy, Amway

DR. DANA HARRISON

Assistant Professor of Marketing, East Tennessee State University

TWITTER AND INSTAGRAM HASHTAG: #DSAFC17

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• Status on Federal Tax Reform

3:35 p.m. - 4:35 p.m.

WORKSHOP BANK III

TAX Republicans are using complete control of the House and Senate to pursue the most ambitious tax reform package since 1986. The goals of any package under consideration include lower tax rates, as well as a fairer, more efficient tax code that helps American middle-class families and encourages investment in American manufacturing and business.

Join as experts heavily engaged in the finer points of policy and law discuss how these goals can be achieved.

Speakers will also examine how tax reform will impact direct selling companies and independent distributors.

• Consumer Protection-Legal and Regulatory Update LEGAL Top legal experts will discuss recent Federal Trade Commission actions and how they may affect direct selling companies. Panelists will also offer insights and an analysis of the uptick in class action lawsuits against direct selling companies. Discussions will also explore how the DSA Code of Ethics will continue to evolve to protect consumers.

TIM ANDERSON

General Counsel, Stampin’ Up!

DAVID BURTON

Senior Fellow, Economic Policy, The Heritage Foundation

JIM BRAMBLE

Chief Legal Officer and General Counsel, USANA Health Sciences, Inc.

PATRICK HOLLRAH Associate, Hollrah LLC

JOHN VILLAFRANCO Partner, Kelley Drye

GROVER NORQUIST

President, Americans for Tax Reform

• Crisis Communications: How to be Prepared and Respond to Challenges COMMUNICATIONS Like any business, direct selling companies have to be ready for unexpected challenges that will undoubtedly arise. Forecasting how to confront challenges with a sound communications and response strategy is vital to weathering any storm. Hear from company executives who have encountered some of these challenges and learn what they did before, during and after the crisis to ensure your company isn’t caught off guard.

CRAYTON WEBB

Owner and Chief Executive Officer, Sunwest Communications

TODD WOODWARD

Vice President, Corporate Communications, Amway

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DIRECT SELLING ASSOCIATION | FALL CONFERENCE 2017

T U E S D AY A G E N D A

• Fast Start Success for Onboarding SALESFORCE DEVELOPMENT Be a part of this case study presentation that explores the success that Damsel in Defense has experienced during its high-growth period. Learn how the company’s three-pronged retention strategy has not only reduced the attrition of existing distributors, but has also helped ensure the early success of new Damsel professionals.

Explore the Damsel strategies that make this company’s opportunity attractive to new distributors, as well as those that keep long-time distributors connected and engaged.

MINDY LIN

Co-Founder and Chief Marketing Officer, Damsel in Defense

• Corporate Income, Franchise Tax and Nexus Issues TAX State departments of revenue are constantly changing how corporate income and franchise tax laws are applied, and even the laws themselves. To further confound matters, some states have aggressively claimed nexus for state tax purposes. This panel will explore strategies to help your company comply with the myriad state taxing jurisdictions including: • Recent court decisions • Pending litigation and possible future cases • Recently enacted legislation

JOHN ALLAN

Partner, Jones Day

• IT vs. Business: How do they Become “One Team” TECHNOLOGY In this era of strategic IT, technology is about delivering value. Yet, as any CIO knows, you don’t get accolades for “keeping the lights on” when the expectation is that all systems are “always on.” When flawless execution is the norm, covering the basics while making time for strategic IT can be a challenging balance to strike.

JANE FERGASON

Partner, Gardere Wynne Sewell LLP

DAWN GABEL

Partner, Quarles & Brady LLP

This panel will explore ways to achieve greater harmony between the goals of IT and business teams, as well as the strategies that can lead to greater collaboration between these functional business areas that are more intertwined than ever before.

CHRIS JOHNSON

Vice President, Information Technology, Scentsy, Inc.

KONRAD MAYR

Special Advisor, Sabika, Inc.

WALTER NOOT

Chief Information Officer, USANA Health Sciences, Inc.

TWITTER AND INSTAGRAM HASHTAG: #DSAFC17

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4:45 p.m. - 6:15 p.m.

GENERAL SESSION III

• The Evolving Marketplace: Maintaining Relevance in the New Economy

• General Counsel Forum

This panel of leading legal minds will discuss a variety of policy and business topics ranging from salesforce segmentation to the practical steps for forging even stronger distributor relationships and strategies for crisis management. Audience members will have an opportunity to solicit thoughts on the questions they need answered.

MATT DORNY

Vice President, General Counsel, Nu Skin Enterprises

JONATHAN GELFAND

Chief Legal Officer and Senior Vice President, Business Development, Team Beachbody

ALEXIS GINN

Executive Vice President, General Counsel, Primerica, Inc.

As direct selling companies strive to achieve the highest levels of technological proficiency, the overall retail sector is rapidly evolving and innovating for the future.

This new DSA research provides insight and foresight into: • The evolving value of the independent representative and the direct selling model • KPIs such as independent representative and end-use consumer acquisition and retention costs • The evolving party plan model in the age of social media • The challenges and opportunities posed by technology, e-commerce and the collaborative economy This study also incorporates valuable insights and comparisons from outside the direct selling channel from best-in-class innovators from e-commerce, mobile commerce, social media and the collaborative economy.

This session will provide an exclusive early look at this new data and actionable recommendations for you to become competitive for years to come!

ANNE ALDRICH

Partner, Artemis Strategy Group

JASON GROVES, ESQ.

Executive Vice President, General Counsel and Corporate Secretary, Medifast-OPTAVIA

DAMIEN DOUCHET

Chief Executive Officer, H20 at Home

JULIA SIMON

Chief Legal Officer and Corporate Secretary, Mary Kay Inc.

JAY SCHWARTZ

Executive Director of Insights and Marketing Intelligence, New Avon LLC

6:15 p.m. - 7:15 p.m.

DSEF WINE & CHEESE RECEPTION Enjoy a delicious selection of cheeses and light bites with a refreshing beverage while sharing your favorite take-aways from the sessions. Mix and mingle with our suppliers as they share the latest trends in their areas of expertise and express your appreciation to those Red Ribbon Contributors who support the Foundation.

7:15 p.m. – 9:15 p.m.

PARTY PLAN COUNCIL DINNER By invitation only; exclusive event for direct selling executives.

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DIRECT SELLING ASSOCIATION | FALL CONFERENCE 2017

W E D N E S D AY A G E N D A

7:30 a.m. - Noon REGISTRATION OPEN 7:45 a.m. – 8:45 a.m.

CONTINENTAL BREAKFAST 8:45 a.m. - 10:15 a.m.

GENERAL SESSION IV

• Why Direct Selling Matters: A Personal Story and Broader Observations

Hear from United States Senator Tim Scott (R-SC) as he discusses his personal experience with direct selling, support for the business model and the positive impact it has on his constituents. He will also discuss other policy developments that could impact direct selling as well as provide updates from Capitol Hill.

• The Social Selling Revolution: Transform Your Company in this New Era

The modern consumer is independent and informed, and the decisions they make are shaped by social media. Direct selling’s foundation is the power of the personal relationship. But in an era when more and more human interaction is taking place in cyberspace, direct selling must recognize that a massive transformation from direct selling to social selling is upon us. This macro-level discussion will explore the implications of this transformation for not only our companies, but also for the direct selling channel.

RYAN NAPIERSKI

President, Nu Skin Enterprises

• Partnering with the Sponsored by: Frenemy: How to Manage (and not be managed by) Strategic Relationships

Why do crucial business partnerships and alliances fail, and how can you keep it from happening to you? Drawing on cutting-edge research, Dr. Sandy Jap wrote Partnering with the Frenemy to answer these questions. Dr. Jap and Dr. Anne Coughlan will help you anticipate, prevent and mitigate the core causes of business relationship failure and learn how to take a more successful, long-lasting approach to partnership.

SENATOR TIM SCOTT

United States Senator, South Carolina

10:25 a.m. - 11:25 a.m.

WORKSHOP BANK IV • Effective Government Relations for Any Size Company LEGAL Engaging government officials is essential and achievable for companies of all sizes. This session will explore how technology, outsourcing, partnerships and volunteers can impact legislative and regulatory interests, and result in cost-effective approaches for engaging.

CHERYL LEWIS

Vice President of Corporate Affairs, Isagenix International

JOSEPHINE MILLS

Executive Director North America - Government Affairs, New Avon LLC

MICHELLE ROE

Vice President, General Counsel, Thirty-One Gifts

DR. ANNE COUGHLAN

Polk Brothers Chair in Retailing and Professor of Marketing, Kellogg School of Management, Northwestern University

DR. SANDY JAP

Thank you to our speaker gift sponsor:

Sarah Beth Brown Endowed Professor of Marketing at the Goizueta Business School, Emory University

TWITTER AND INSTAGRAM HASHTAG: #DSAFC17

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W E D N E S D AY A G E N D A

• Giving Back: Corporate Social Responsibility Programs—How to Contribute and Build a Program COMMUNICATIONS Corporations all around the world have sophisticated corporate social responsibility agendas designed to further the social good and elevate their brands and reputations. This session will explore ways for explaining these programs’ impact and consequence to your salesforce and the general public. Panelists will also offer insights into how such programs can be used to advance relationships with policymakers and contribute toward broader gains from which all of direct selling can benefit.

• Data Protection and Cyber-Security TECHNOLOGY Enterprise security leaders agree: digital transformation calls for fundamental changes to existing IT security strategies. As businesses use emerging technologies to redefine the customer experience, they find that these technologies also create perils—especially around cyber risk. Policy efforts requiring businesses to deploy data security protections now impact every facet of your enterprise. Listen to the experts as they discuss the latest developments in cyber-security so that you can protect your interests, your customer’s privacy and your bottom line.

ANGELA ARBOLEDA

Vice President Government and Community Affairs, Herbalife International of America, Inc.

DAN DECLOSS

ANNE CREWS

ERIC ELLMAN

Director of Cybersecurity, Scentsy, Inc.

Vice President of Public Affairs, Mary Kay Inc.

Senior Vice President, Public Policy and Legal Affairs, Consumer Data Industry Association

TODD WOODWARD

Vice President, Corporate Communications, Amway

ERIC RITTER

General Counsel, Scentsy, Inc.

• A Deep Dive Into Leadership Development Programs

BERIN SZOKA

President, TechFreedom

SALESFORCE DEVELOPMENT The success of all direct selling companies relies largely on the development of new leaders. What is a leader?

How do direct selling companies identify prospective leaders? What do they do to help to develop them? In this session, you’ll hear from one direct selling company about its successful implementation of a leadership development program. Learn what worked for them and what didn’t.

KATE FRANKLIN

Director of Field Development and Training, Traveling Vineyard

• Strategies for Distributor Tax Compliance TAX Companies want their salesforce focused on selling, not Uncle Sam and the tax bill. Equip your salesforce with the tools that ensure they comply with the labyrinth of rules and regulations faced by all small businesses: good record keeping techniques, how to respond to inquiries and audits and avoiding mistakes.

JOE DEPETRIS, JR., CPA

Certified Public Accountant, One Source Tax Management, LLC

JAY LEISNER

President, Sylvina Consulting

EDWIN SMITH, JR.

Virginia Territory Manager of SBSE Exam, Internal Revenue Service

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DIRECT SELLING ASSOCIATION | FALL CONFERENCE 2017

W E D N E S D AY A G E N D A

11:35 a.m. – 12:30 p.m.

GENERAL SESSION V

THANK YOU TO OUR SPONSORS

• The Amazon Effect

So much about the future is unclear, but one thing is not: direct selling’s number one competitor for customers going forward is online retailing. 24x7x365 service is the new standard being set by these giants, and direct sellers realize they must meet this challenge for consumers and their distributors alike. But how? The panel, representing direct selling expertise, traditional retail’s point of view, academic observations about changing consumer behavior and a technology provider’s ideas on how to support and assist the provision of these services.

They will discuss what needs to happen to meet this new challenge, as well as practical ideas that can be implemented immediately.

ARTEMIS BERRY

Vice President, Member Engagement, National Retail Federation

DAN CHARD

Chief Executive Officer, Medifast-OPTAVIA TM

Social. Software. Simplified.

DR. VICTORIA CRITTENDEN, D.B.A.

Professor of Marketing and Chair, Marketing Division and DSEF Board Member, Babson College

DOUG FINNIE

Chief Operating Officer, Chief Information Officer, Strategic Choice Partners, LLC

ALAN LUCE

Senior Managing Principal, Strategic Choice Partners, LLC

12:30 p.m. – 1:30 p.m.

NETWORKING LUNCH AND DEPARTURE Reflect on content shared during the DSA Fall Conference 2017 while breaking bread with colleagues and peers.

Build time into your schedule to make the most of this final opportunity to explore the supplier booths in the conference marketplace. Enjoy this final opportunity to connect with all members of the direct selling family before heading home.

TWITTER AND INSTAGRAM HASHTAG: #DSAFC17

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EXHIBITOR LISTING

Acquire BPO

Hudson Printing

Booth Number 7 www.acquirebpo.com Business Consultants, Management Consultants, Internet Marketing/Social Media Services Contact: Aleks Bogdanovski aleks.bogdanovski@acquirebpo.com

DirectSalesMobile.com Booth Number 19 www.directsalesmobile.com

Business Consultants, Mobile Apps, Software Contact: John Misko misko@directsalesmobile.com

Anovia Payments

Booth Number 14 www.anoviapayments.com

Disney Destinations

Booth Number 20 www.hudsonprinting.com/ Marketing/Branding Consultants, Advertising, Books, Catalogs/Directories, Direct Mail,Fulfillment Services,Printing/ Binding,Publishing,Stationery/Business Cards/Labels,Distribution Services/ Shipping,Packaging Services,Product Development,Consultant Business Tools,Sales Aids,Training Materials,Ad Specialties Contact: Greg Kempton gkempton@HudsonPrinting.com

Booth Number 8 www.disneymeetings.com

Credit Card Services, Financial Services, Mobile Merchant Services

Cruise Incentives, Destination Management, Hotels/Resorts, Production Services

Contact: Andy Meadows andym@anoviapayments.com

Contact: Patti Long patti.long@disney.com

BC Graphics

i-payout

Booth Number 18 www.i-payout.com Commission Payment Services, Financial Services, Software

Booth Number 5 www.bcgraphics.com Printing/Binding, Ad Specialties,Awards/Plaques/Trophies, Logowear, Premiums/Incentives

Fossil Group

Contact: Peyton Young peyton@bcgraphics.com

Premiums/Incentives

Booth Number 1 www.fossil.com

Contact: Mike House discover@i-payout.com

Contact: Shauna McCormick smccormick@fossil.com

Iacono Production Services, Inc. Booth Number 10 www.iaconoproductions.com

Biova, LLC

Booth Number 16 www.biova.com Cosmetics/Skincare/Personal Care Products, Nutritional Products Contact: Amanda Orloske aorloske@biova.com

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Global Health Labs

Booth Number 17 www.globalhealthlabs.com Inventory Management/Warehouse Storage, Manufacturing, Nutritional Products

Meeting Planners, Production Services, Tradeshow Production/Services, Marketing/Branding Consultants, Video Services Contact: Leslie Blye, CMP lblye@iaconoproductions.com

Contact: Valentina Lazoryk vlazoryk@globalhealthlabs.com

DIRECT SELLING ASSOCIATION | FALL CONFERENCE 2017

EXHIBITOR LISTING

InfoTrax Systems, L.C. Booth Number 6 www.infotraxsys.com

Compensation Consultants, Genealogy/ Compensation Management Systems, Internet Services, Software, Integrated Communications Solutions Contact: Kajsia McCoy kajsiao@infotraxsys.com

Mobile Coach

Responsive Data LLC

Trinity Software

Booth Number 13 www.responsivedata.com

Booth Number 12 www.trinitysoft.net

Internet Marketing/Social Media Services, Mobile Apps, Software, Web Design

Computers/Computer Systems, Genealogy/Compensation Management Systems, Software

Contact: Dennis Seifert dennis@responsivedata.com

Contact: Jerry Reynolds jreynolds@trinitysoft.net

Smart Office Solutions, Inc.

Booth Number 2 mobilecoach.com

Visible Supply Chain Management

Booth Number 9 www.smartofficesolutions.com

Consultant Business Tools, Sales Aids, Virtual Training

Consultant Business Tools, Mobile Apps, Conferencing Services, Integrated Communications Solutions, Telecommunications

Contact: Belinda Zoller bzoller@mobilecoach.com

Contact: Michelle Flick michelle@smartofficesolutions.com

Booth Number 11 www.visiblescm.com

Fulfillment Services, Distribution Services/Shipping, Inventory Management/Warehouse Storage Contact: Mike Christensen mChristensen@integracore.com

PayQuicker

Booth Number 3 www.payquicker.com

THATCHER

TECHNOLOGY GROUP

Market Research, Commission Payment Services, Financial Services, Genealogy/Compensation Management Systems, Software

Thatcher Technology Group, LLC

Contact: Emily Moore-Awad emoore@payquicker.com

Genealogy/Compensation Management Systems, Software, Web Design

Booth Number 4 www.thatchertech.com

Contact: Richard Schubkegel rschubkegel@thatchertech.com

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TWITTER AND INSTAGRAM HASHTAG: #DSAFC17

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