May/June 2025 Direct Selling News

DSN

DIRECT SELLING NEWS

VOLUME 21 / ISSUE 3

M AY/ J U N E

2025

2 0 2 5

G LO B A L

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Commissions | Shopping | Team Management | Field Enablement | Business Analytics | Admin

C O N T E N T S M AY/ J U N E

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THE BR AVO AWARDS Bravo Leadership Award Ørjan & Hilde Sæle

Bravo Excellence Award Marjorie Fine

Bravo International Growth PM-International

F E AT U R E S

82 88 92

Bravo Growth Award, Products

96

Bravo Growth Award, Services

100

Bravo Impact Award

104

LifeWave

Real Brokerage

Immunotec

Bravo Impact Award L’BRI

108

Bravo Impact Award

112

Bravo Innovation Award

116

OMNILIFE

LifeWave

Bravo Global Good Award

Amway

Bravo Supplier Award Exigo

120 124

48

DSU 2025: Leadership, Technology & Resilience B Y D AV I D L E E

70

Lifetime Achievement Award: John Addison / Life Turns on Small Things B Y D AV I D L E E

76

Legacy Award: Jim Northrop / More Than a Mentor B Y D AV I D L E E

DEPARTMENTS INSIGHTS FROM THE OUTSIDE /

38 5 Essential Numbers that Measure Success B Y BRETT DUNCAN L EG A L B R I E F S /

44 Direct Selling’s Hidden Power Tool B Y T R OY K E L L E R

FO R YO U / FO R YO U R F I E L D /

138 Your Essential Motivation Guide B Y CHELSE A HUGHES WO R K I N G S M A RT /

DSN GLOBAL 100

128 By the Numbers 132 Company Profiles 135

The Global 100 List

144 Keeping Up with Fast-Evolving Technology B Y RODGER SMITH

IN EVERY ISSUE 4 AD INDEX // 9 FROM THE PUBLISHER // 11 INDUSTRY NEWS // 22 THE DSN GUIDE // 32 FORWARD THINKING // 149 DSA MESSAGE // 150 SUPPLIER DIRECTORY //

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DSN

DIRECT SELLING NEWS

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

FOUNDER AND CEO

Stuart P. Johnson PUBLISHER

Patricia White EDITOR

Lisa Robertson editor@directsellingnews.com

62

NEWS EDITOR

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

Susan Douglass PRODUCTION M ANAGER

Virginia Le W E B M A N A G E R A N D D I G I TA L M A R K E T I N G

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COVER STORY

COPY EDITOR

THE DSN GLOBAL CELEBRATION— A NIGHT TO REMEMBER

Honoring the channel’s innovators, achievers and visionaries

BY LISA ROBERTSON

Direct Selling News (ISSN 15546470) is published six times a year in January, March, May, July, September, and November by Direct Selling Partners, 5717 Legacy Drive, Suite 250, Plano, TX 75024. Periodicals postage paid at Lake Dallas, TX and additional mailing offices.

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

AMSTERDAM 3-5 J UN E 2025

AMSTERDAM HILTON AIRPORT HOTEL, THE NETHERLANDS

Learn from the industry pioneers, seasoned executives and visionary leaders who are shaping direct selling.

Our speakers are poised to ignite inspiration, spark meaningful dialogue and provide actionable insights to propel your business to new heights.

STUART JOHNSON

SUSANNAH SCHOFIELD OBE

ELÇIN BIRBEN

HEATHER CHASTAIN

Direct Selling Partners & Direct Selling News CEO

AquaSource Chief Sales and Marketing Officer

DSA UK Director General

JOHN ADDISON

FRÉDÉRIC BILON

DAN DEBNAM

MAURICIO DOMENZAIN

Addison Leadership Group CEO

Bridgehead Collective Founder & CEO

Conturae / Inovara Founder & CEO

DSA France Executive Director

Immunotec CEO

CAMERON BOTT

JUSTIN BELOBABA

CHRIS FENNA

PETER GRISCOM

Partner.Co Area President, EMEA/LATAM, Global Partner Support

Meridian MMi Joint Managing Director

Nowsite Founder & CEO

Mannatech Senior Vice President of Global Operations

Oriflame, UK Sales, Business Intelligence, and Projects Lead

Utility Warehouse National Network Leader, Author and Speaker

WES LINDEN

THOMAS LOMMEL

ELIZABETH LOPEZ

CHRIS McDERMOTT

WAYNE MOOREHEAD

GEOFF MULHAM

BOB PARKER

BRIAN PALMER

TRACEY POWERS

ADRIEN RINCHEVAL

ØRJAN SÆLE

ZARA HARDING

DSA Australia Chief Executive Officer

GENE TIPPS Plexus CEO

Meridian MMi Joint Managing Director

IMELDA VITAL SELDIA Executive Director

Oliveda CEO

Fluid Studios President

MaryKay Senior Sales Director

Avon Sales Director, UK

Serenova / Cambridge Weight Plan CEO

LifeWave Global SVP Marketing

PM-International Chief Sales Officer Europe

Secure your spot at DSU EUROPE 2025 today! dsnevents.com/europe2025

Zinzino Co-Founder

WHAT:

WHEN:

WHERE:

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

3-5 June

Amsterdam Hilton Airport Hotel, The Netherlands

2025

SCHEDULE TUESDAY, 3 JUNE

WEDNESDAY, 4 JUNE

THURSDAY, 5 JUNE

9:00 AM - 1:00 PM CEO Forum (Invite Only)

7:45 AM - 9:00 AM Welcome Break

7:45 AM - 9:00 AM Welcome Break

9:00 AM - 12:00 PM General Session 1

9:00 AM - 1:00 PM General Session 3

12:00 PM - 1:00 PM Lunch

12:00 PM - 1:00 PM Lunch Boxed to Go

1:00 PM - 5:00 PM General Session 2

2:00 PM - 4:00 PM Legal, Regulatory & Compliance Workshop

1:00 PM - 5:00 PM Association Summit (Open to DSA CEOs, Chairs and Board members) 5:00 PM - 7:00 PM Welcome Reception

5:00 PM - 6:30 PM Cocktail Reception 6:30 PM - 8:00 PM AI Workshop

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 masterclass-style 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.

All times are local.

AI WORKSHOP 4 June | 6:30 PM - 8:00 PM

Legal, Regulatory & Compliance WORKSHOP 5 June | 2:00 PM - 4:00 PM

This invaluable AI Workshop reveals how the latest artificial intelligence trends are transforming corporate operations—from predictive analytics to enhanced customer engagement. Led by experts within and beyond direct selling, this session offers hands-on strategies to integrate AI for greater efficiency and growth.

The Legal, Regulatory and Compliance Workshop equips corporate leaders with vital strategies to navigate the evolving regulatory landscape, including the Digital Services Act and heightened consumer protection standards. Guided by top legal experts and in-house counsels, this session tackles compliance challenges unique to direct selling, providing practical solutions for risk management and ethical operations.

Speaker announcements coming soon!

STUART JOHNSON Direct Selling Partners & Direct Selling News CEO

DAN DEBNAM Conturae/Inovara Founder & CEO

JUSTIN BELOBABA Nowsite Founder & CEO

BROUGHT TO YOU BY

PETER GRISCOM Mannatech Senior Vice President Global Operations

BRIAN PALMER Fluid Studios President

Claim your place at DSU Europe 2025 now! dsnevents.com/europe2025

/ FROM THE PUBLISHER /

A truly global celebration!

SUMMER IS ALWAYS A SEASON FOR CELEBRATIONS and milestones, and at DSN this issue is a tribute to that spirit and also a recap of our biggest event of the year, Spring DSU and the Global Celebration.

Each year, our super-sized recap issue serves as our chance to share everything noteworthy in the channel—when we take a moment to celebrate everything the channel and its top companies have accomplished.

And also take a glance at what the future might hold.

This issue is power packed with recaps of Direct Selling University, the DSN Global Celebration, insights, trends and analysis of the Global 100 List as well as snapshot portraits of the top 10 companies on the list.

We share in-depth coverage of all the Bravo Award recipients as well as our Lifetime Achievement and Legacy honorees.

We definitely super-sized this year’s celebration, too—it was a honor to recognize and reconnect with so many of the people and companies that make direct selling a unique and groundbreaking opportunity for millions of people around the world.

There is a lot to celebrate in the channel right now—and many optimistic indicators and exciting opportunities are on the horizon for the remainder of 2025 and beyond. This issue is full of reasons why!

As we go to press with this issue, we are finalizing the plans for our second DSU Europe event, happening June 3-5 in Amsterdam. This is a global industry, and our intent and commitment is to always be the global news resource for direct selling executives, no matter where they are based.

We are so excited to bring the one-of-akind DSU experience to a wider audience.

At DSN, we strive to be your daily resource for global news impacting the direct selling channel. Our latest offering is the recently relaunched DSN Podcast. Released every other Wednesday, it shares articles from our current issue—you can listen whenever it’s convenient and stay up to date on everything happening in the channel.

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!

I’d like to extend my sincere thanks and gratitude to each of you for helping to make DSU and the DSN Global Celebration such a success. Hope to see all of you in Amsterdam in June!

All the best,

Pa t r i c i a W h i t e | P u b l i s h e r | pw h i t e @ d i r e c t s e l l i n g n ew s . c o m @directsellingnews

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/ INDUSTRY NEWS /

The Month in News Affecting Our Channel 13 / Top 5 News Watch 14 / Events 16 / Insights 18 / Executive Announcements 22 / The DSN Guide

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5

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HEADLINES > n Herbalife Acquires Assets of

Pro2col and Prüvit n Oriflame Announces

Comprehensive Recapitalization n Natura &Co Considers Potential

Sale of Avon n Olive Tree People Reports 1,700%

Growth in Second Year n Modere Announces Closure after

23 Years

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 4Life LATAM Convention Draws 3,000 Attendees 4LIFE HOSTED ITS 2025 LATAM CONVENTION at the World Trade Center in Mexico City. The three-day event, which hosted more than 3,000 attendees from throughout the Western Hemisphere, featured recognition ceremonies, leadership symposiums, an update on Foundation 4Life’s philanthropic efforts and science presentations regarding 4Life Transfer Factor.

4Life Founder David Lisonbee, 4Life President and CEO Danny Lee, Executive Vice President of Corporate Operations TJ Fund and Chief Financial Officer Ryan Wood attended the convention, which was entitled Vision. General Manager of Mexico Octavio Escalante hosted the ceremonies.

Regal Ware & SynergyOps’ First Partner Summit REGAL WARE, INC. COLLABORATED WITH ITS CONTRACT MANUFACTURING DIVISION SYNERGYOPS FOR THEIR FIRST-EVER PARTNER SUMMIT. The event highlighted the vital role of partnerships in both direct selling and American manufacturing and reinforced Regal Ware’s commitment to US-based production as it celebrated the company’s 80th anniversary.

Executives from Regal Ware’s direct selling division, the Direct Selling Association and other leaders shared presentations on the evolving landscape of US and Wisconsin manufacturing and market trends.

Sunrider Hosts 2025 Women of Influence Awards SUNRIDER INTERNATIONAL HOSTED THE 2025 WOMEN OF INFLUENCE AWARDS LUNCHEON at its headquarters in Torrance, California. The annual event coincided with the celebration of Women’s History Month and honored women for outstanding leadership, dedication and service to the South Bay community.

Sunrider CEO Sunny Beutler welcomed attendees with an address that reflected on her own involvement with the Women of Influence program.

“I’m grateful to be in a position where I can support women as they lead, grow and make an impact in their businesses and communities,” Beutler said. “It’s an honor for Sunrider to host and sponsor this event, celebrating the remarkable achievements and leadership of these incredible women.”

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Bravenly Announces $100 Million Revenue Goal at Dallas Event BRAVENLY GLOBAL HOSTED ITS 2025 BNC25 EVENT IN DALLAS, TEXAS, WELCOMING 1,500 LEADERS FOR A WEEKEND OF TRAINING AND RECOGNITION. Attendees were invited to attend an optional worship service before conference sessions, and workshops throughout the weekend included panels from subject-matter experts, practical tips and training. The Bravenly Red Carpet Awards Night served as a platform to celebrate rank achievements, leadership, rising stars and those who exhibited servant leadership qualities.

“This event was a defining moment for Bravenly,” said Aspen Emry, Bravenly Co-Founder and CEO. “Surpassing $50 million in 2024 is a direct reflection of the incredible dedication of our Brand Partners and their customers, and we are so grateful! With over 1,500 of us coming together in Dallas, and celebrating massive success, we are just getting started. Our goal for 2025 is $100+ million.”

EU Direct Selling Conference Casts Vision for 2025 SELDIA, THE EUROPEAN DIRECT SELLING ASSOCIATION, HOSTED ITS 9TH EUROPEAN DIRECT SELLING CONFERENCE for two days of educational sessions, workshops and networking opportunities. This year, the conference included the Astra Awards Ceremony, which honors leading direct selling companies and direct selling associations for their exceptional contributions in the categories of positive impact, continued education and upskilling and communication and outreach.

Seldia Chairperson Beatrice Nelson-Beer delivered the opening keynote, sharing her strategic vision for the future of direct selling in Europe.

“The conference provided an invaluable opportunity for industry leaders, members and advocates to unite in shaping the future of direct selling,” Nelson-Beer said. “It is crucial that we continue to drive innovation, strengthen the sector for long-term growth and evolve to ensure a thriving industry across Europe and beyond.”

Neora Event Celebrates ACN Korea Merger in Seoul TO CELEBRATE WHAT IT CALLED AN “HISTORIC STRATEGIC MERGER” WITH ACN KOREA, Neora held an event at the ASTRA in Seoul, South Korea.

The event signaled the next step in Neora’s expansion in the Asia-Pacific region and its ecommerce launch in China.

“This is the integration of two companies with extensive experience in their respective industries, coming together to create a more powerful business platform,” said Jeff Olson, Neora Founder & CEO. “Neora and ACN have a combined 46 years of experience and have accumulated more than 24 years of experience in South Korea alone. This is a new beginning, but it is even more meaningful because we are not starting from scratch but rather growing on a solid foundation.” DSN d i r e c t s e l l i n g n e w s . c o m 1 5

/ INDUSTRY NEWS /

I N S I G H T S

INSIGHTS

For the full articles, visit directsellingnews.com/ insights

American Confidence in the Job Market Declines

A

new study reveals that American workers are feeling uncertain about their financial futures. Results from a new LinkedIn Workforce Confidence survey explained that the level of confidence held by American workers in their ability to improve their own financial situation over the next six months is currently lower than it has been since the survey began gathering data in April 2020, when the country was enduring the uncertainty of the pandemic.

The survey scores financial confidence on a scale of -100 to +100. In February, results showed +15, which is 11 points lower than the +26 that was recorded at the start of 2025. In April 2020, when the survey began, American workers held a financial confidence score of +16.

“Workers’ confidence in their career growth and job prospects also dropped to never-before-seen lows last month,” LinkedIn News wrote in a post. “The pessimism comes amid new economic policies, a slowing job market and predictions that AI advancements could disrupt most professions.” DSN

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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

For the full articles, visit directsellingnews.com/ announcements

EXECUTIVE ANNOUNCEMENTS

K ATIE A . M AY / Nature’s Sunshine, Board of Directors Nature’s Sunshine Products Inc. announced Katie A. May to its board of directors. May has significant executive experience leading large organizations in the ecommerce software solution space and was previously the Founder and Chief Executive Officer of Kidspot, an Australia-based online publisher.

D R . LU CY G ILD E A / Mar y Kay, Chief Brand and Scientif ic Of f icer Mary Kay Inc. has appointed Dr. Lucy Gildea to Chief Brand and Scientific Officer.

Dr. Gildea has been a part of the Mary Kay team since 2017, working to modernize and enhance the company’s competitiveness through product innovation and organizational efficiencies. She will now focus on shaping the company’s brand identity, image and strategy across platforms and geographies.

D R . M A RCO RU G G IE RO / 4Life, Health Sciences Advisor y Board 4Life appointed Marco Ruggiero M.D., Ph.D. to its Health Sciences Advisory Board (HSAB).

Dr. Ruggiero specializes in diagnostic radiology and has trained in chemical, biological and nuclear defense for the Italian army under the auspices of the North Atlantic Treaty Organization (NATO).

TA R A EU STACE / Mar y Kay, Chief Oppor tunit y and Sales Of f icer Mary Kay Inc. announced Tara Eustace has been named Chief Opportunity and Sales Officer. Eustace joined Mary Kay in 1993 and has served in a number of leadership positions worldwide, most recently spearheading the company’s expansions into Hungary and Kyrgyzstan. Eustace will now oversee the newly formed Global Opportunity and Sales organization and will lead the team of region presidents and general managers in more than 40 markets worldwide.

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STE PH A N G R AT Z I A NI / Herbalife, CEO Herbalife Ltd. announced Stephan Gratziani has been named Chief Executive Officer.

Gratziani began his career as an independent Herbalife distributor and built his organization into one of the top global distributorships before joining as Herbalife Chief Strategy Officer in 2023 and President in 2024.

ROB LE V Y / Herbalife, President of Worldwide Markets Herbalife Ltd. announced Rob Levy has been named President of Worldwide Markets.

Levy has served in a number of senior leadership roles during his thirty-year career at Herbalife and has led business, strategy, sales and marketing across 43 markets internationally. He will now oversee all distributor-facing business, sales and marketing, and distributor operation functions.

ROD RIG O MU Ñ OZ / BeFra, Chief Financial Of f icer Betterware de México, S.A.P.I. de C.V., now known as BeFra, has appointed Rodrigo Muñoz as Chief Financial Officer. Muñoz will now lead BeFra’s finance division, employing financial and cost discipline as the company seeks to optimize its capital structure and financing costs to drive additional profitability.

STE MTECH A NN OU N CE S LE A D E RS HIP A PP O INTM E NT S Stemtech announced strategic appointments to its leadership team as the company prepares for expansion into the pet product category in Q2 2025.

Alejandro Carrillo has been promoted to Vice President of Global Operations. Carrillo joined Stemtech ten years ago in the global sales and marketing department and will now lead global operations activities, focusing on manufacturing, inventory and expansion management.

Srilakshmi Vadlapatla has been named Global Accounts Manager and will assume the role of Chief Financial Officer. Vadlapatla brings experience in global markets and multinational finance and has led international financial operations, strategic planning and capital management.

Manuel Ramirez Garcia was named Director of Global Sales & Field Development. Garcia has more than two decades of experience in international sales and has developed and executed revenue growth strategies across North America, Europe and Asia. d i r e c t s e l l i n g n e w s . c o m 1 9

/ INDUSTRY NEWS /

E X E C U T I V E

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

I M E LDA VITA L / Seldia, E xecutive Director Seldia, the European Direct Selling Association, announced Imelda Vital has been named Executive Director. Vital has served as Interim Executive Director of Seldia for the past year; previously served as the head of government affairs in Europe for a multibilliondollar direct selling organization; and specializes in public affairs, advocacy campaigns, direct sales industry policy needs and legislative text.

S H A RR A N S RIVAT SA A / Real Brokerage, Board of Directors The Real Brokerage Inc. announced Sharran Srivatsaa has been named to the company’s board of directors. Srivatsaa will transition from his role as president to board member, effective June 1, and will now focus on representing the voice of Real’s agents while working closely with the leadership team to ensure a seamless transition.

JE S S E HILL / eXp World Holdings, Interim Chief Financial Of f icer eXp World Holdings, Inc., the holding company for eXp Realty, announced Jesse Hill has been named Interim Chief Financial Officer. Hill currently serves as Vice President, International Finance & Corporate FP&A of eXp Realty.

JON L . VOS KU IL / Amway, Managing Director for Amway ESAN Amway has appointed Jon L. Voskuil as Managing Director for Amway ESAN (Europe, Southern Africa, Australia and New Zealand). Voskuil brings more than three decades of global experience in strategic leadership positions and will now be responsible for business performance, distributor partnership and go-to-market strategies.

GA B RIE L SA N CHE Z / Bella Grace, Global President Bella Grace Global announced Gabriel “Gabby” Sanchez has been named Global President. Sanchez brings almost two decades of domestic and international business development experience to the role and practiced law for 12 years before transitioning into direct sales in 2012. DSN

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D S N

G U I D E

2 0 2 5

THE

GUIDE A C U R ATE D R E S O U RC E TO H EL P YO U FI N D S T R AT EG I C B U S I N ES S PA R T N ER S S P EC I A L IZI N G I N D I R EC T S EL L I N G.

T

HE CHANNEL IS EVOLVING RAPIDLY—companies and executives

2 02 5 I S S U E

C AT E G O RY

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

DESTINATIONS, TRAVEL SOLUTIONS, EVENT PRODUCTIONS & INCENTIVES

M A R C H/ APRIL

CREDIT CARD & PAYMENT SOLUTIONS & COMMISSION PAYMENT SERVICES

M AY/ JUNE

SOFTWARE & TECHNOLOGY

J U LY/ A U G U ST

DISTRIBUTION, FULFILLMENT & LOGISTICS

S E P TE M B E R / O C TO B E R

BRANDING & SOCIAL MEDIA SOLUTIONS

NOVE M B E R/ DECEMBER

LEGAL, TAX, CONSULTING & EXECUTIVE SEARCH

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

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{

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

}

SOFTWARE & TECHNOLOGY C O M PA N Y

Apptor.AI

Tel Aviv, Israel

Boards

Milpitas, CA

ByDesign Technologies Tampa, FL

Exigo

Dallas, TX

Flight Commerce Tampa, FL

Fluid

Lehi, UT

Hussle

Lehi, UT

InfoTrax

Orem, UT

Jenkon

Vancouver, WA

Nowsite Rallyware

Mountain View, CA

ZIPLINGO Lindon, UT

DSN

DIRECT SELLING NEWS

WEBSITE

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

apptor-ai.com

+972-5467-06315

boards.com

bydesign.com

sales@bydesign.com 813-253-2235

exigo.com

214-367-9933

flightcommerce.com

813-277-0625

fluid.app

385-336-7404

hussle.tech

800-544-7044

infotraxsys.com

801-431-4900

jenkon.com

360-256-4400

now.site

justin@nowsite.com 416-997-4857

rallyware.com

877-858-8857

ziplingo.com

info@ziplingo.com

Would you like to be included in The DSN Guide? Contact Nancy Ratcliff (nratcliff@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 3

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A I

We’re Live!

L’BRI embraces the power of live shopping experiences.

BY DAVID LEE

80%

OF RESPONDENTS REPORTED TRYING THE L’BRI LIVE SHOPPING

EXPERIENCE.

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S

KINCARE COMPANY L’BRI PURE N’ NATURAL IS EVOLVING how its consultants connect with customers through its innovative Shopping LIVE platform. This tool has not only empowered consultants’ businesses but also driven sales and strengthened the company’s community-focused approach.

L’BRI primarily uses a party-plan model, and while that remains at the core of the business, the live online shopping experience began through Facebook parties.

But there wasn’t a streamlined way for customers to easily purchase products. The current Shopping LIVE app solves that problem, offering a dynamic way to present products, demonstrate their use and engage directly with customers in real time.

Most consultants go live from their phone, and customers can purchase specific products right in the platform. L’BRI’s corporate leadership emphasized the importance of creating a user-friendly and impactful tool.

“We wanted to give every consultant the opportunity to do business with L’BRI the way they felt most comfortable,” said Victoria Vilbrandt, L’BRI’s VP of Marketing. “That has been our model. That has been the way we invest in their training and in their business opportunity.”

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Many businesses had to shift online during the COVID pandemic, and since then consultants have embraced the live shopping platform as a powerful addition to their businesses. “We knew that we needed to really expand our consultants’ online presence,” shared Lin Ragle, the company’s VP of Field Training. “With the pandemic, we started watching the numbers totally flip. In a recent field survey, 80 percent of respondents reported trying the L’BRI LIVE shopping experience, with 44 percent using both live streaming and conference features.”

The ability to host live events allows consultants to showcase products, answer customer questions and create a more personal shopping experience.

Customers can purchase specific products during the event instead of having to go to a separate website, which significantly increases sales. This increases the customer’s confidence that they purchased the right product for their unique needs.

“We offer targeted solutions for skin concerns, and the platform allows for that very easily, because you’re not bombarded with 100 products,” Ragle explained. “It’s the products that are being presented to you to help you with whatever issue you may have.”

Partnering with consultant leaders, L’BRI developed specified training to help new consultants easily and quickly find success using the platform. “We’re encouraging them to do what we call a launch party or a debut when they’re brand new,” Vilbrandt said. “We provide free samples that they can give away. We’re encouraging leaders to support and help a new consultant on a L’BRI Live, and then they can give those people samples.

The leader is actually teaching that small group of friends how to use the product. That creates immediate sales for the new consultant, which adds to their belief and confidence.” d i r e c t s e l l i n g n e w s . c o m 3 3

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INCREASE MONTH AFTER MONTH IN USERS.

Creating Community Customer Engagement and Sales Impact The interactive nature of live shopping has proven to be a hit with customers as well. L’BRI has seen a 10 to 20 percent increase in user adoption. Customers appreciate the opportunity to see products demonstrated in real-time and to ask questions directly. L’BRI’s consultants have reported increased sales and stronger customer relationships as a result.

The platform also allows consultants to tailor their live events to specific audiences, making it easier to address individual needs and preferences. For example, a consultant can host skincare tutorials or demos for specific products or seasonal offerings. This flexibility strengthens customer retention and further humanizes the relationships. It also gives consultants the ability to reach people who aren’t local.

“They love the real time shopping. There’s a chat so they can ask questions, there’s lots of engagement,” Vilbrandt added.

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Beyond the sales and marketing benefits, the live shopping platform fosters a sense of community among L’BRI consultants. Hosting live events has given many consultants the confidence to step out of their comfort zones and try new approaches to growing their businesses while accommodating customer expectations as well.

“We really do want to encourage our consultants to work the way they want to work,” Ragle said. “You have many different kinds of customers, and some customers really just want to shop online. They don’t want to interact with anyone.”

L’BRI continues to refine and enhance its live shopping platform based on consultant feedback. The company has even begun using the live feature for corporate communication, which will be the next phase in evolving the platform. While in-person business building remains the core, Shopping LIVE expands reach and delivers the customized convenience of online shopping. DSN

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Capture with Captions Video captions are now essential for online marketing.

I

BY DAVID LEE

N THE BATTLE FOR ATTENTION IN DIGITAL COMMUNICATION, VIDEO CAPTIONS HAVE EVOLVED from an added feature to near necessity. If used correctly, they can be a pivotal element in content strategy and customer conversion. Their significance is underscored by their ability to enhance engagement, broaden audience reach and improve viewer comprehension.

Captions serve as a bridge, making content accessible to individuals with hearing impairments, those who prefer consuming content without sound and for quickly capturing attention scrolling on social platforms. A survey by Preply revealed that 50 percent of Americans watch content with captions most of the time, with the percentage rising to 70 percent among Gen Z viewers. This trend is partly due to the increasing consumption of videos in sound-sensitive environments, such as public transport or workplaces, where audio might be disruptive.

Captions also aid in comprehension, especially for non-native speakers, by providing a textual representation of spoken words. This inclusivity not only broadens the audience base but also fosters a more engaging viewing experience. With the rise of AI language translation tools, creating captions for many different demographics has never been easier.

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50%

OF AMERICANS WATCH CONTENT WITH CAPTIONS MOST OF THE TIME, WITH THE PERCENTAGE RISING TO

70%

AMONG GEN Z VIEWERS.

Younger Audiences Fueling Trends The surge in caption usage is particularly notable among younger demographics. Gen Z and Millennials are at the forefront, with 70 percent and 53 percent respectively using captions regularly.

This inclination is influenced by the prevalence of captions on social media platforms like TikTok and Instagram, where auto-generated captions have become standard.

Technological advancements have further streamlined the captioning process. For instance, Warner Bros. Discovery’s collaboration with Google Cloud introduced AI-generated closed captions for its Max streaming service, reducing caption creation time by up to 80 percent and costs by up to 50 percent compared to manual methods.

BEST PRACTICES fo r

CAPTIONING

Effectiveness in Online Marketing Incorporating captions into marketing videos significantly boosts engagement metrics. Captions can increase video view time by an average of 12 percent, as they cater to viewers who watch videos on mute. Additionally, captions enhance SEO by making video content more searchable, as search engines can index the text, improving content discoverability.

Captions contribute to better viewer retention and message recall. Viewers are more likely to remember and understand the content when both auditory and visual information are presented simultaneously. Some platforms use captions to index video content, which can help SEO rankings. Many auto-caption tools are free today, and even if they aren’t 100 percent accurate, they are highly effective for live broadcasts, webinars and virtual events. DSN

ACCUR ACY Ensure captions precisely reflect the spoken content to maintain credibility and prevent misunderstandings. If using auto-generation, take time to edit inaccuracies.

SY N C H R O N I Z AT I O N Align captions with the audio to provide a seamless viewing experience. Keep captions to no more than two lines at a time.

READABILIT Y Use legible fonts and appropriate text sizes, and position captions to avoid obstructing key visual elements. White sans-serif fonts, such as Arial or Helvetica, are the most popular.

CONSISTENCY Apply uniform caption styles across all videos to establish a cohesive brand presence. This includes size, font and color.

ACCESSIBILIT Y COMPLIANCE Adhere to accessibility standards, such as the Web Content Accessibility Guidelines (WCAG), to ensure inclusivity.

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Five Essential Numbers That Measure Success These key (often overlooked) metrics tell the true story of your business.

T

BY BRETT DUNCAN

HERE’S NO SHORTAGE OF DATA IN DIRECT SELLING. Compensation reports, sales metrics, churn rates, retention figures—if you wanted to, you could spend every waking moment staring at spreadsheets.

But there is a shortage of data comprehension, or even data attention. The real question isn’t how much data you have. It’s which data points truly tell the story of your business.

Most companies focus on the obvious—total revenue, recruitment numbers, active distributors and customer orders. All of that is important, but if you want to really understand the trajectory of your business, you need to start paying closer attention to a few key numbers that too often get overlooked or maybe have never been considered at all.

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T H AT

M E A S U R E

S U C C E S S

THE REAL QUESTION IS WHICH

DATA POINTS TRULY TELL

THE STORY OF YOUR BUSINESS.

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HERE ARE FIVE METRICS that I often help my clients track in more detail as we work together to create what I call a KPI culture. There are obviously more details and depth that could go into each one, but my hope is that these short descriptions spark some thought for you and your company.

1 / Compensation Plan Payout

as a Percentage of Total Revenue

Every direct selling company tracks compensation payouts in some way, but the way you track it matters. Many companies track their compensation plan payout as a percent of total sales, but I’m often surprised how many blank looks I get when I ask for this number from clients.

Many companies look at payout percentages based on commissionable volume or some adjusted revenue number—and while that’s helpful, I’m a big believer in keeping it simple and straightforward. At the end of the day, we need to know how much of every dollar is going out in the compensation plan.

Why? Because commissionable volume is often an internal number that doesn’t reflect your business as a whole. Looking at total revenue (or total sales) gives you the clearest, most honest assessment of what you’re actually paying out relative to what’s coming in. It’s up to you how you account for shipping revenue here. It also allows you to benchmark against other companies and see how sustainable your plan really is over time.

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2 / Paid-As Rankings of Leaders

My mentor Alan Luce used to say that if you could only track one number in direct selling, this should be it.

Most companies track the number of active leaders in their field. But what does “active” really mean? Are you looking at their title? Their engagement? Is it a recognition measure? Or are you tracking the number of leaders who actually qualify at a leadership level every month?

We all know there can be a wide gap between the “recognized as” level and the “paid as” level.

That’s why tracking this is so telling.

The distinction is important. Just because someone has a leadership rank doesn’t mean they’re earning at that level. This metric tells you how many of your top leaders are actually maintaining the right behaviors each month.

If that number is trending downward, it’s an early warning sign that your leadership pipeline is weakening. If it’s trending up, not only are things good now, but there’s probably even more coming.

JUST BECAUSE

3 / Purchasing Segments for

Customers and Distributors

Most direct selling companies are laser-focused on customer acquisition—how many new people are buying from us each month? That’s important, but if you’re not paying just as much attention to customer repetition, you’re missing half the story.

What you need to understand is how often and how much your current Customers and Distributors purchase from you over the span of 12 months.

This isn’t just about tracking “active customers” or “monthly volume.” It’s about segmenting your base so you can see clear behavioral patterns that shape everything from promotions to product launches to retention strategies.

Here’s how I like to break it down: Assign all your Customers and Distributors (separately) into one of these five buckets based on how frequently they purchase within a 12-month period:

SOMEONE HAS A LEADERSHIP RANK DOESN’T MEAN THEY’RE EARNING AT THAT LEVEL.

1 / One-Time Buyers: They made a single purchase in the year; that’s it.

2 / Occasional Buyers: They made 2-3 purchases in a year.

3 / Consistent Buyers: They purchase on a somewhat regular basis (e.g., quarterly).

4 / Loyal Buyers: They buy almost every month.

5 / Power Buyers: They purchase frequently and represent your best customers or distributors.

You’ll be shocked at the gap between your one-time buyers and the rest of your list. This data will spark all kinds of new ideas for customer engagement, promotions and more.

4 / Acquisition Segments for Customers and Distributors

When we talk about acquisition in direct selling, most companies immediately think of recruiting new Distributors. But acquisition isn’t just about recruitment— it’s about both Customer and Distributor acquisition.

Segmenting your data properly will give you a much clearer picture of your business’s real health.

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T H AT

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S U C C E S S

FAST START SHOULDN’T BE ABOUT CRAMMING EVERYTHING INTO 90 DAYS. IT SHOULD BE ABOUT

SETTING UP NEW DISTRIBUTORS FOR REAL SUCCESS —BOTH NOW AND LATER.

Tracking these numbers over time reveals critical insights: n How many of your Distributors are actually

bringing in Customers versus just recruiting? n How many are doing neither? n Are your best Customer-acquirers also your best

To do this, create two separate acquisition segments—one for Customers and one for Distributors.

Sort all Distributors into the following categories based on how many new Customers they’ve acquired in the last 12 months: n 0 Customers

The trends you uncover here will shine a bright light on the real drivers of your business and help you make smarter decisions about training, incentives and marketing strategies.

5 / Fast Start Production for New Distributors

n 1 Customer

Most direct sales companies have a Fast Start Program. And most try to accomplish way too much with it.

n 2-3 Customers n 4-6 Customers n 7-10 Customers n 11-15 Customers n 15-20 Customers n 20+ Customers

Now, do the same for how many new Distributors each person has recruited in the last 12 months: n 0 Distributors n 1 Distributor

Fast Start should do two things:

1 / Help every new Distributor get early wins.

2 / Identify potential up-and-comers.

But instead of just tracking Fast Start completions, take it a step further. Break down how many new Distributors hit each tier of your Fast Start Program.

If you have a 90-day program with three tiers, track: n How many hit Tier 1?

n 2-3 Distributors

n How many hit Tier 2?

n 4-6 Distributors

n How many hit Tier 3?

n 7-10 Distributors n 11-15 Distributors n 15-20 Distributors n 20+ Distributors

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recruiters—or are they entirely different groups?

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n How many hit none at all?

Then, ask the most important question: What do these achievers go on to do after Fast Start ends?

Look at their performance over the next 12 months: n How much volume do they generate? n How many Customers do they acquire? n How many Distributors do they sponsor?

This data does two things: n Helps you refine Fast Start. If few Distributors hit Tier

2 or 3, your expectations may be too high. If Tier 1 achievers aren’t progressing long term, you may not be equipping them properly. n Helps you set better expectations. Instead of

guessing, you’ll know exactly what each Fast Start segment is likely to produce long term. And you may be willing to invest more in it with that understanding.

Fast Start shouldn’t be about cramming everything into 90 days. It should be about setting up new Distributors for real success—both now and later.

Final Thought: Data Is Only as Good as What You Do with It None of these metrics exist in a vacuum. They’re all connected.

A drop in fast start production will eventually affect leadership ranks. A weak second order rate will hurt your customer retention. If only a small percentage of your field is recruiting, your growth will stall.

But here’s the good news: when you track the right data, you can actually do something about it before it’s too late.

Are you tracking these metrics? And more importantly, are you making decisions based on what they tell you? Because in the end, the best companies aren’t just the ones who have the data.

They’re the ones who actually use it. DSN

BRETT DUNCAN specializes in helping direct selling companies evolve into modern social selling models while still maintaining the culture and essence of who they are and what makes them different. He is Co-Founder and Managing Partner of Strategic Choice Partners, a business development firm that helps direct selling companies take their next steps. From marketing services to compensation plan design to operations and distribution support, Strategic Choice Partners is a frequently sought-out partner within direct selling.

www.quickbox.com | @quickboxfulfill

© QuickBox Fulfillment. All Rights Reserved. d i r e c t s e l l i n g n e w s . c o m 4 3

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A RECENT HARVARD BUSINESS REVIEW ARTICLE SHOWS THAT CLOSE TO

70%

OF RECENT MERGERS SUCCEEDED,

Direct Selling’s Hidden Power Tool Why you should consider building an M&A function in your business.

A

BY TROY KELLER

Isn’t M&A Inherently Risky?

S RECENT EVENTS ON THE GLOBAL TRADE FRONT HAVE REINFORCED FOR ALL OF US, 2025 is moving fast and bringing high levels of change and uncertainty. To adapt, companies need all the tools at their disposal—especially power tools like mergers and acquisitions. This is particularly true for companies in the global and volatile direct selling industry. But like any power tool, merger and acquisition (M&A) strategies need to be wielded carefully.

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For years, I’ve heard people throw out the old refrain that most M&As fail. That view has its roots in a study from 2004 that posited that many deals did not create meaningful shareholder value. (That same report nonetheless conceded that M&A was a necessity for most companies’ long-term growth).

However, a more recent Harvard Business Review article put those old views to bed, showing that close to 70 percent of recent mergers succeeded.

What changed to turn the risk around? For one, companies have simply gotten better at it with more sophisticated processes and more experienced dealmakers available. Another factor is that the dealmaking environment has improved, with the evolution of transaction structures, tax planning, executive compensation instruments and the relatively free flow of capital.

LIKE ANY POWER TOOL, MERGER AND ACQUISITION STRATEGIES NEED TO BE WIELDED CAREFULLY.

There is no reason why these positive trends shouldn’t also apply to the direct selling industry— and they clearly do. Take for example bolt-on transactions. These are popular in the direct selling industry where many companies seek a continual pipeline of new products to refresh and motivate their fields. Acquiring new brands and product lines through M&A is a tested solution for this need. But to build a pipeline of potential opportunities and evaluate them regularly requires good processes. d i r e c t s e l l i n g n e w s . c o m 4 5

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Creating an M&A Function To be clear, building a function doesn’t mean adding a new department or even hiring new people. It does involve being intentional about assigning specific responsibilities within the management team and setting up accountability for those responsibilities. This involves at least a few key roles.

First is the corporate development role. This is the management team member who is the nexus, the conductor, the first point of analysis and the project manager for all things M&A. They need to always know what the CEO and the Board of Directors are looking for. They also need to know what the other members of the management team are seeing in the field that could affect the company’s strategy. They are the point of intake for opportunities and conduct basic analysis to confirm a potential transaction is in scope before allocating more resources. When a transaction kicks off, they provide the process leadership to closing.

Second is the legal role. Before a company lands on a deal, it is going to review many (perhaps dozens) of opportunities. Each of these exploratory starts will involve simple but important contractual and regulatory compliance steps, such as reviews of confidentiality agreements; drafting of offer

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DEALMAKING ENVIRONMENT HAS

THE

IMPROVED, WITH THE EVOLUTION OF TRANSACTION STRUCTURES, TAX PLANNING, EXECUTIVE COMPENSATION INSTRUMENTS AND THE RELATIVELY FREE FLOW OF CAPITAL.

CREATING AN M&A FUNCTION AND BEING AN ACTIVE PARTICIPANT IN THE MARKET

BRINGS VALUE IN

MULTIPLE WAYS.

moving ahead. But when you get to that point, the private equity model of engaging advisors to turn over every leaf is just smart business. Dealmaking at this stage can be costly, but trying to do a deal on the cheap means turning a blind eye to potential risks, and in M&A many of these risks are material in a way that could contaminate the rest of your enterprise if not identified and quarantined.

Don’t Forget the Board

letters; analyzing regulatory barriers; negotiating term sheets and exclusivity agreements, etc. These preliminary steps are not challenging, but they require someone with a trained eye and available bandwidth because simple mistakes early on can lead to wasted effort and deal friction later in the process.

Third is the diligence team. This team is activated when a decision is made to negotiate and close a particular transaction. They are the representatives from tax, accounting, benefits, product development and other departments who will bring their knowledge and expertise to the due diligence effort required in vetting a serious opportunity.

Of course, these individuals have full-time jobs in their departments, but for this purpose, they need to be in a position to pivot and devote significant time to a transaction when that day comes. They may not get the sleep they are used to for a few weeks! They should also receive training regarding what is expected of them, and there will be some growing pains as they gain experience analyzing opportunities and identifying relevant issues.

Fourth are the external advisors: consultants, law firms and accounting firms. You typically don’t need to pull these in until you are confident you’ll be

Another best practice for M&A strategy is to not get ahead of your governing body, whether that is a Board of Directors, Board of Managers or Founders. The worst thing is to have spent time and resources on a transaction only to later find that the Board’s support isn’t there—or is there but for a different set of terms. Get your Board involved early and provide regular updates.

Good Hunting If you implement and follow these basic processes, you will see more opportunities and be well positioned to execute on them. We’ve seen companies build significant value through M&A, sometimes all in one transaction like a timely exit or blockbuster merger, but more often through careful and well thought out bite-sized acquisitions.

There is a lot of upside to be captured here, and even if your organization rarely pulls the trigger on a deal, companies that are regularly engaged in evaluating and looking at opportunities tend to learn valuable perspectives about the broader industry and best practices to apply to their own organization. As a result, creating an M&A function and being an active participant in the market brings value in multiple ways. DSN

TROY KELLER is a partner at the national law firm, Dorsey & Whitney. Over the years, Troy and his firm have represented some of the direct selling industry’s largest companies in their most important transactions. Troy personally represents the Utah Direct Selling Coalition, an association of Utah’s leading companies in the industry.

Before Dorsey, Troy was Vice President of Corporate Law and Global Government Relations at Huntsman Corporation. d i r e c t s e l l i n g n e w s . c o m 47

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STUART JOHNSON / Direct Selling News Founder & CEO

DSU SPRING 2025:

Leadership, Technology & Resilience

BY DAVID LEE

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ØRJAN SÆLE / Zinzino Co‑Founder

BLAKE MALLE and Pro2Col

GA

D

KICKING IT ALL OFF

IRECT SELLING UNIVERSITY’S (DSU) SPRING 2025 EVENT

was an electrifying blend of innovation, inspiration and industry connection, welcoming hundreds of leaders from across the channel to explore cutting-edge trends and unify in a mission to improve the industry for all.

From AI integration and legal compliance to the evolving party plan model and payment processing strategies, the event was packed with a best-in-class lineup of speakers, workshops and invaluable networking. Attendees were equipped to advance direct selling in an unprecedented time of exponential change and exciting opportunity.

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The event started strong with an invite‑only CEO Forum, attended by more than 100 C-Suite trailblazers. Transparent discussions on leadership, regulatory challenges, evolving affiliate strategies, AI integration and much more provided effective takeaways to push the industry forward.

The afternoon was packed with four detailed workshops that dove deep into some of the most pressing topics across the industry today.

The Legal & Compliance Workshop, hosted by Brett Duncan, Co-Founder and Managing Partner of Strategic Choice Partners, returned due to popular demand, offering direct selling professionals a deep dive into navigating the industry’s evolving regulatory landscape.

The impressive lineup of experts included Erin Barta (Mannatech), Mark Bennett (IDLife), Clay Brewer (Thompson Burton), Ed Burbach (Foley & Lardner), Katrina Eash (Winston & Strawn), Dave Grimaldi (DSA), Deborah K. Heisz (Neora), Gordon Hester (Florida Direct Selling Coalition), Sharon Su (Sunrider), Clayton Jones (4Life), Brent Kugler (Scheef & Stone), Eric Lewy (Momentum Factor), Nathan Moore (Texas Direct Selling Coalition), Chris Schmidt (Le-Vel) and Crayton Webb (Sunwest Communications).

EN / Herbalife Chief Strategy Officer President

ARRETT MCGRATH / EMCEE

JEFF OLSON / Neora Founder & CEO

The AI Workshop, hosted by DSU Founder and CEO Stuart Johnson, remained a highlight, blending corporate and third-party perspectives on AI’s practical applications. Featured speakers included Peter Griscom (Mannatech), Deb Bursley and Gareth Hooper (Sunrider), Dan Debnam (Conturae), Justin Belobaba (Nowsite), Patrick O’Neill and Glenn Sanford (eXp World), Archie Hollingsworth (Fyxer.AI), Brian Palmer (Fluid), Brandon White (Trevally), and Blake Mallen (Herbalife).

The LATAM/Hispanic Market Workshop, hosted by Alex Hoffmann, built on the success of DSU LATAM in Miami, featuring leaders like

GAYA SAMARASINGHA / Wyld Notes Partner & Young Living strategic innovator

Armand Puyolt (Vida Divina), Laura Hiros (Mary Kay), Haraldo Darelli (LifeWave), Al Bala (Mannatech), Miguel A. Beas and Renzi Higinio (Zinzino) and Erika Gonzales (Betterware), who shared proven strategies for engaging the growing Hispanic market.

A DSU first, the Payments & Processing Workshop, hosted by Young Living CFO Melissa Bishop, tackled the critical mechanics of financial flows in payment processing and commission payouts. Experts included Rob Marriott (Gobi), Josh Gagon (Xyngular), Landen Fredrick (Mannatech), Crystal Holtzendorff (PayQuicker), Luis Ascencio (Immunotec), Natalia Yenatska (i-payout), Wei Jiang (Citcon), Walter Noot (USANA), Michael McClellan (Worldpay), Dreux Flaherty (Lacore Payment Technologies) and Travis Wilson (LifeWave). d i r e c t s e l l i n g n e w s . c o m 5 1

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ANDREW SCHMIDT / Amway Regional President of West Markets

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I N N OVAT I N G T H E F U T U R E }Stuart Johnson, Founder and CEO of DSN, opened the day by presenting LifeWave Chairman and Founder David Schmidt with this year’s Bravo Innovation Award.

Illustrating the company’s focus on the future, Schmidt appeared via hologram. He unveiled a bold roadmap featuring AI, hologram event appearances, drone-delivered humanitarian aid and documentary filmmaking.

BLAKE MALLEN / Herbalife Chief Strategy Officer and Pro2Col President

}Blake Mallen, Chief Strategy Officer at Herbalife and President of Pro2Col, delivered an emotional and transparent address about the recent loss of his family home in the Palisades wildfire, while finding gratitude and community amid the ashes. He urged industry leaders to view current struggles as preparation for future opportunities.

from left: HEATHER CHASTAIN / moderator; JULIE BOYSTER / LifeVantage CMO; KRISTEN CUNNINGHAM / LifeVantage CSO; STEVE FIFE / LifeVantage CEO

}Gaya Samarasingha, Partner at Wyld Notes and a strategic innovator at Young Living, advocated for a balanced approach to affiliate marketing that integrates affiliate strategies into the network marketing framework. She explained Young Living’s recent launch of Wyld Notes—a natural fragrance brand with an affiliate program designed to complement—not rival—its legacy model.

}Justin Belobaba, CEO of Nowsite, unveiled how his platform has become a leading AI sales tool, evolving from basic DIY marketing aids to a robust system featuring Agent AI—intelligent agents that act as strategic partners, guiding reps through tailored onboarding, sales and compliance steps. He showcased features like one-click compliant social posts, CRM automation and multilingual avatars.

}John Addison, former Co-CEO of Primerica and author of Turn Your Fears into Fuel, blended personal anecdotes, historical lessons and leadership insights to reframe fear as a driver of success rather than a flaw. Reflecting on steering Primerica through its post-financial crisis IPO and facing high-stakes challenges, he urged leaders to transform uncertainty into unstoppable momentum.

}In a revealing panel moderated by Heather Chastain, LifeVantage’s leadership—CEO Steve Fife, CMO Julie Boyster and CSO Kristen Cunningham—unpacked their transformative LifeVantage 360 initiative, leading to a full‑scale reinvention across product strategy, compensation, digital tools, field experience, events and culture— all centered on boosting active accounts.

}Andrew Schmidt, Regional President of Amway West Markets, explained Amway’s “leading through paradox” approach— preserving core values, compensation plans and accessible entrepreneurship as unchangeable foundations, while reimagining products, tools and customer experiences.

}Gary Fitzgerald, CEO of Exigo, traced direct selling’s evolution from door-to-door sales to today’s digital landscape, warning that the industry is overdue for an ecommerce leap to tap the vast revenue potential. He unveiled Experience Builder, a conversion-focused shopping interface, and Engage, a mobile app with real-time, AI-powered insights. d i r e c t s e l l i n g n e w s . c o m 5 3

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}Ørjan Sæle, Co-Founder of Zinzino with his wife Hilde, told their story of transforming a small Scandinavian startup into a NASDAQ-listed global wellness company driven by personalized, test-based nutrition. He and Hilde lead one of Europe’s largest field organizations with a high‑touch, heartfelt approach. }Jeff Olson, Founder and CEO of Neora, and author of The Slight Edge, drew from his experience building billion-dollar brands and defeating the FTC with Neora by prioritizing real customers, emphasizing that success hinges on integrity and consistent, simple actions. }In a lively panel, party plan leaders Nancy Bogart (Jordan Essentials), Brian Dill (Norwex), Lynn Lippert (L’BRI) and Orville Thompson (Scentsy) explored the evolution of party-based selling in a post-COVID, digitalfirst world. They discussed a shift to workshops, training challenges, party resurgence and much more.

from left: PETER GRISCOM / Mannatech VP of Operations; PATRICK O’NEILL / eXp COO; GARETH HOOPER / Sunrider CIO; BRETT DUNCAN / Moderator

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GARY FITZGERALD / Exigo CEO

}Brian Palmer, President of Fluid Studios, highlighted AI Commerce’s ability to blend ecommerce and direct selling into a unified, exponential model. He offered five practical strategies—embedding field social posts, prioritizing product benefits, ensuring attribution trust, enabling mobile data access and streamlining checkout.

DAY 2 /

I N S P I R AT I O N, U N I T Y A N D D I R EC T I O N }Hanieh Sigari Founder and CEO of EllieMD, gave a stirring account of founding her telehealth and longevity-focused company from the ashes of personal and financial collapse, crediting a protective “circle” of women. She called for an investment in the female collective as the future of loyalty and innovation. }Gene Tipps, CEO of Plexus, described how he led a reset of the wellness company by refocusing on basics after finding it plagued by “corporate imposter syndrome.” He enforced two mandates: “be brilliant at the basics” and “champion ambassadors and customers.” He underscored that this operational and field-first turnaround proved deeply rewarding.

ASPEN EMRY / Bravenly Co-Founder & CEO

}Nate Frazier, President and COO of Modere, decoded how emotional, rational and habitual forces shape consumer loyalty. He revealed how physical product interaction boosts purchase likelihood and urged brands to fuse psychology and simplicity to make consumers feel they belong. }Eddie Garcia told his moving success story, rising from undocumented immigrant to the explosive launch of Realty of America—a national brokerage that notched $700 million in volume in six months. He’s committed to creating 1,000 millionaires before he retires. }Orville Thompson, Co-Founder and CEO of Scentsy, traced his journey with wife Heidi from a debt-ridden launch to explosive triple-digit growth and a COVID-era jump to nearly $1 billion.

Thompson called for responsible leadership— emphasizing ownership as giving more than taking—to build a lasting legacy.

}Alexy Goldstein, Founder of New U Life, gave a raw, emotional address about his past distain for the industry, and the chaos he faced and mistakes made launching his company before surging to $250 million within three years. He emphasized the importance of unity over competition within the channel. }Aspen Emry, Co-Founder and CEO of Bravenly, accounted how she launched her company mid-pandemic in 2020, and rose from $1.5 million in 2021 to $50 million in 2023 driven by in-person “sip and socials” and digital coffee chats. She highlighted Bravenly’s growth pillars: intimate events, effort‑based recognition, onboarding tools, transparent leadership and deep community. }In a dynamic SHIFT podcast-style panel moderated by Blake Mallen, top field leaders Melanie Mitro, Nick Martinez and Steve and Gina Merritt shared raw insights on navigating compensation shifts, affiliate pivots and growth, revealing the field’s pulse and corporate disconnects. The panel emphasized field/ corporate partnership through early involvement and shared vision. d i r e c t s e l l i n g n e w s . c o m 5 5

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}Jacob McLain, Chief Commercial Officer at Green Compass, gave a data-driven presentation on reshaping the vertically integrated CBD and wellness company, leveraging his Deloitte and Beautycounter experience. He explained how the company simplified compensation and fostered a “sales executive” mindset among reps. }Jennifer and Bret Bonacorsi, Co-Founders of jBloom Designs, shared the heartfelt story about growing their personalized jewelry company from Jennifer’s basement in 2005 into a national brand, emphasizing that their true product is connection. Their tight-knit, faith-driven consultant community prioritizes belonging over sales. }Heather Chastain, Founder and CEO of Bridgehead Collective, delivered a compelling address using her research and leadership experience to highlight critical blind spots direct selling companies must address to thrive. She urged leaders to make data-driven, emotionally honest decisions rooted in today’s reality, warning that Gen Z cares only about what works now, not past successes. }Wayne Moorehead, CMO at LifeWave, gave an impassioned talk blending humor and industry insight, framing direct selling’s current inflection point as a golden opportunity guided by four pillars: building innovation, reinforcing the hero product to maintain focus, overhauling clunky ecommerce systems and empowering brand partners with creative freedom. }In a timely AI panel moderated by Brett Duncan, visionaries Gareth Hooper (CIO, Sunrider), Peter Griscom (SVP of Global Operations, Mannatech), and Patrick O’Neill (COO, eXp Realty) shared practical wins embedding AI, such as Sunrider’s AI shopping assistants and churn predictors; Mannatech’s inventory-slashing demand forecasting and multilingual chatbots; and eXp Realty’s contract reviews and mentorship matching.

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}Kirsten Aguilar, EVP of Global Marketing at SeneGence, explored balancing in-person and digital experiences, contrasting the trust and connection of boutique shopping with the isolation of late-night online impulse buys. She urged leaders to amplify connection online with in-person vibrancy, offering purpose and belonging. }Longtime industry strategist Gordon Hester dissected the industry’s crossroads of rising affiliate models, declining legacies and shifting digital expectations. He offered frameworks for turnaround such as focusing on the customer-junior leader base, simplified success for “wannapreneurs” and prioritizing retention over enrollment. }Tech founder and AI advocate Brandon White highlighted AI’s rapid evolution from 1,700 companies in 2022 to more than 70,000 in 2023, with self-driving taxis and home robots already here. He urged leaders to prepare now or fall behind, closing with a compelling AI demonstration that illustrated the potential for personalized customer and distributor experiences. }Crayton Webb, CEO of Sunwest Communications, covered reputation management, stressing communication as an overlooked edge in an era where crises explode via viral video and silence fuels speculation. He urged companies to treat reputation like an asset built proactively, and to control the message not the outcome. }Dan Debnam, Founder and CEO of Conturae, helped frame a forward-thinking understanding that AI isn’t the future—it’s the present. And ignoring it means choosing to fall behind. He emphasized that we are in a radical shift in how we work, and individuals—not just companies—are now empowered with the tools of billion-dollar enterprises. DSN

DID YOU KNOW DSN Supporter Companies have access to all DSU content (and much much more) 24 hours a day, 7 days a week? That means being a supporter is your all-access pass for education and insights for ALL your corporate employees!

Scan the QR code or email support@directsellingnews.com for more information on how to unlock the keys to your teams’ continued development.

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IRECT SELLING IS IN TRANSITION—AS PREFERENCES OF BOTH CUSTOMERS AND DISTRIBUTORS EVOLVE, the industry continues to refine and redefine what it means to participate in the channel. While revenues for many

companies remained flat or declined, several companies reported remarkable gains. And companies across the industry continued to embrace and incorporate new practices and technologies to attract people to the channel and to inspire current participants to expand their vision.

Against this backdrop of change and challenge, Direct Selling News held its 16th Global Celebration event on Tuesday, March 25, 2025 in Irving, Texas to recognize and celebrate the very best of direct selling. The night was co-hosted by industry advocate Crayton Webb, CEO of Sunwest Communications, and DSN Publisher, Patricia White.

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CRAYTON WEBB / Sunwest Communications CEO & DSN Global Celebration Master of Ceremonies

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undreds of people representing over 100 companies around the world attended in person. Awards and honors were revealed in several categories, including a Lifetime Achievement Award, a Legacy Award, Bravo Awards and the unveiling of the DSN Global 100 List.

The Bravo Awards Each year the Bravo Awards recognize companies for outstanding achievement and excellence in areas of leadership and the highest percentage of revenue growth. Specialty awards are also given to individuals and companies for their achievements and service.

The Bravo Global Good Award recognizes companies that take a proactive approach to environmental, philanthropic and social responsibility issues. This year the honor went to Amway, a company that has embraced all three pillars equally for more than six decades. They own certified-organic farms in the United States, Mexico and Brazil, using regenerative farming to enrich soil, conserve water and protect biodiversity.

They also focus on sustainable products—choosing ingredients responsibly, reducing waste and ensuring full transparency so customers know

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exactly what they’re getting. In 2024, they donated over $14 million to disaster relief, grants and nonprofits.

And their employees gave back, too—volunteering more than 29,000 hours to help families access nutrition, education and financial stability.

Next, DSN honored three companies with the Bravo Impact Award, which recognizes the achievements of well-rounded companies that take a holistic, measured and incremental approach to growth, innovation and operational integrity.

The first award went to L’BRI. With 27 years in business and revenue growth for nearly all of them, L’BRI and the consistency its founders have demonstrated are worthy of headlines. They’ve invested millions to modernize their consultant systems and supercharge field success through training, resources and tools. Their product portfolio and warehousing system have seen significant investment as well, resulting in a 71 percent repurchase rate with less than a one percent return rate.

The second Impact Award honoree was Immunotec.

The company has been a pioneer in immune health since 1996. Their flagship product, a patented and clinically proven immune booster, has transformed millions of lives. But their impact goes beyond products. In 2024, they saw an 89 percent surge in customer growth and a 38 percent increase in new consultants—proof that their mission is resonating worldwide. And their commitment to giving back shines through their ImmunoKids Foundation, which supports children facing illness and hardship.

STUART JOHNSON / Direct Selling News Founder & CEO

The final recipient of the Impact Award was OMNILIFE. For more than 30 years, OMNILIFE has helped millions achieve success—not just in business, but in health, personal development and financial independence. Their approach has impacted more than seven million people, 80 percent of whom are women. They’ve invested heavily in education, launching the CreSiendo Academy—a platform offering 24/7 access to training in leadership, personal finance and direct sales.

The Bravo Innovator Award recognizes direct selling companies that embrace and deploy emerging technologies and future-focused strategies that propel the channel forward. This year, the award was given to LifeWave. Although it is known for its flagship patch, LifeWave has evolved to much more, amassing a fan following that drove $555 million in annual revenue in 2024.

Their newly announced X2O Water Machine follows the science-backed LifeWave template for innovation and is expected to be a highlight for the company throughout 2025.

DSN’s newest award honors supplier companies that uplift, support and contribute to the growth and evolution of the direct selling channel This prestigious accolade, the Bravo Supplier Award, is bestowed upon organizations that demonstrate exceptional innovation, expertise and unwavering dedication to the continuous advancement of the channel. This year’s recipient was Exigo. Since its launch in 2000, Exigo has provided the technology that powers direct selling businesses worldwide.

What started with compensation software has evolved into a full-scale platform, delivering real-time data, analytics and field enablement tools that help companies grow and thrive. With a presence in 130 markets, they allow companies to focus on what they do best: selling great products. d i r e c t s e l l i n g n e w s . c o m 6 5

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PATRICIA WHITE / Direct Selling News Publisher

Two domestic Bravo Growth Awards were announced, one to a product-based company and one to a service-based company. This award celebrates direct selling companies with the highest year-over-year revenue growth on the Global 100 List.

This year’s domestic product Growth Award was given to LifeWave. In just six years, they’ve grown from $20 million in revenue to a phenomenal $555 million. Their products are now available in over 100 countries, with operations spanning the Americas, Europe, the Pacific and Asia.

Real Brokerage won in the service-based category.

In 2024, they shattered expectations, posting a record $1.26 billion in revenue—an 83 percent increase from the year before. Over the last four years, they’ve grown an astonishing 6,100 percent, proving that innovation and technology can revolutionize even the most traditional industries. While others struggled in a sluggish housing market, Real surged ahead, adding 10,000 new agents in 2024, reaching 26,200 agents in March of 2025 across the US and Canada.

The Bravo International Growth Award winner was no stranger to the Global Celebration stage.

Luxembourg-based PM-International won the award for the fifth consecutive year. In 2024, they surpassed $3.25 billion in annual retail sales—topping their own record from the year before. That kind of momentum doesn’t just happen. It’s the result of 31 consecutive years of growth, powered by a clear strategy and a commitment to excellence. Since their founding in 1993, they have expanded into 71 countries; secured 70 patents; and sold nearly a billion health and wellness products.

DSN also gave out two Bravo Awards recognizing individuals for their contributions to the direct selling industry.

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The Bravo Excellence Award is reserved for executives with a long history of leadership, excellence and integrity—champions of the channel and positive mentors to all who serve it. The award was given to Marjorie Fine. More than 35 years ago, she stepped into the industry without knowing how profoundly it would shape her career and how much she would shape the industry in return. At Shaklee, she saw firsthand how direct selling empowered individuals—particularly women—to build businesses, develop confidence and create lasting communities.

Marjorie was also the first chair of the DSA Ethics and Self‑Regulation Committee; the Chairman of the DSA Board; and a key advocate for public policy initiatives, including Direct Selling Day on Capitol Hill.

Through it all, she has remained a mentor, a role model and a fierce advocate for the industry.

The Bravo Leadership Award is reserved for Founders and CEOs and recognizes outstanding achievement and exceptional leadership. This year’s honorees were Ørjan and Hilde Sæle of Zinzino. Ørjan and Hilde turned a small startup into a global pioneer in personalized, test-based nutrition. Over the last 20 years, they have transformed their company from a coffee subscription business into a life science powerhouse, now ranked among the Top 50 on the DSN Global 100 List. Their vision? To bring precision health solutions to 100 million customers worldwide. They built a distributor-owned company, ensuring the field shares in the success they helped create. And they pioneered test-based nutrition, moving the industry beyond guesswork to real, measurable health transformations.

The Global 100 List One of the most eagerly anticipated announcements each year at the Global Celebration is the unveiling of the Global 100 List. This list determines the top direct selling companies in the world for 2024. Inclusion on the Global 100 has become a point of much-deserved pride.

The Global 100 offers a unique perspective on the global impact of the industry by recognizing companies’ revenue achievements. Recognition for each of these companies is the culmination of months of research and the cooperation of many individuals around the world.

Lifetime Achievement Awards

JOHN ADDISON / Recipient of the Lifetime Achievement Award

This list represents both private and public companies with more than $100 million in annual revenue for the 2023 year. This year’s list is comprised of 59 companies with combined revenue of nearly $60 billion dollars.

Legacy Award Through the Legacy Award, DSN pays homage to the enduring legacy of revered executives, acknowledging their profound impact and enduring contributions. This year marks only the third time this award has been bestowed, as we honored the memory of the late Jim Northrup.

For decades, Jim led with wisdom, integrity and an unwavering commitment to people—whether as President and CEO of Immunotec, CEO of Princess House or through his work with the Direct Selling Association and Direct Selling Education Foundation.

His legacy is not just in the companies he built or the executives he mentored—but in the lives he touched; the trust he earned; and the inspiration he left behind.

The DSN Lifetime Achievement Award is reserved for those whose profound contributions have left an enduring legacy on the channel. And few have shaped this space quite like John Addison.

For more than three decades, John’s leadership has been defined by vision, resilience and an unwavering belief in people. As Co-CEO of Primerica, he helped steer the company through transformation, breaking free from Citigroup and leading one of the most successful IPOs of 2010.

Under his leadership, Primerica grew from $1 billion to over $1.5 billion in annual revenue, laying the foundation for the company’s ongoing success—now exceeding $3 billion. But John’s impact extends far beyond one company. As an advisor, speaker and author, he has mentored countless leaders, sharing hard-earned wisdom on leadership, perseverance and growth. His latest book, Turn Your Fear into Fuel, is a testament to the mindset that has guided his extraordinary career.

The Oscars of Direct Selling The DSN Global Celebration is the industry awards event of the year—a night designed to celebrate, inspire and motivate! If you missed the broadcast, watch a replay at DSNG100.com for a limited time.

Congratulations to the winners and thank you to the hundreds in the room. And a sincere thank you to all our Supporter Companies and Supplier Sponsors for helping DSN provide this night of celebration, recognition and camaraderie. DSN d i r e c t s e l l i n g n e w s . c o m 6 7

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2025 BRAVO AWARDS

HONORING THE BEST & BRIGHTEST IN DIRECT SELLING EACH YEAR, the DSN Bravo Awards panel recognizes companies for outstanding achievement and excellence in all areas of leadership and the highest percentage of revenue growth year-over-year. Additional awards are also given to individuals and companies for their achievements and service in the direct selling channel.

This year, DSN is thrilled to once again honor the very best in direct selling and congratulate this year’s winners. Their commitment to excellence, integrity, prosperity, social responsibility and transparency serves as a constant reminder of both the power and the possibility of the direct selling channel.

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JOHN ADDISON / LIFE TURNS ON SMALL THINGS

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BY DAVID LEE

OHN ADDISON SAYS some people know exactly what they want to be from the time they are kids. But that’s never been him. He has always “played the ball where it lies.”

Being a titan of the direct selling industry was never John’s goal.

As a freshman majoring in forestry at the University of Georgia, he

imagined himself as a forest ranger, hiking the mountains. After discovering everything he would need to learn and how little money he would make in that career, John switched his major to business.

That small pivot set the stage for a remarkable career, growing Primerica to a multi-billion-dollar insurance giant and influencing the direct selling industry as an impactful author, valued consultant and inspiring speaker.

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A giant sales force isn’t a speedboat, it’s a battleship.

—JOHN ADDISON

LIFETIME ACHIEVEMENT AWARD

A Young Leader on the Rise John’s story is one of adaptability, grit and a knack for turning apprehension and anxiety into action—the central theme of his new book, Turn Your Fear into Fuel. Starting at an insurance company called Life of Georgia fresh out of college, his natural talent for communication and leadership shined early. Presentations to senior management revealed a gift. “I realized I could get in front of a room and do a presentation and have these people go, ‘Wow, that was really good,’” he recalled.

A short time later, John moved to the A.L. Williams & Associates Insurance Company where he progressed through the ranks under the leadership of charismatic founder Art Williams, whom he idolized.

Then came the first big test. In 1990, Williams sold the company, ushering in Citigroup’s ownership era and a seismic shift in philosophy and vision. The workforce was slashed by about 40 percent, and by the early ’90s, Primerica was “going down the tubes.” He nearly walked away during that uncertain time. But another pivotal moment happened in a meeting with Citigroup heavyweights such as Jamie Dimon and Sandy Weill. John didn’t mince words: “I said, ‘Guys, look, this thing is the Hindenburg at Lakehurst. It’s on fire, and the light at the end of the tunnel is a train.’”

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His blunt honesty earned Jamie’s respect and gave him the opportunity to develop some solutions.

John and a small, select team came up with a bonus system for Regional Vice Presidents—the field’s core business builders—which stabilized incomes and halted the decline. By 1995, he was serving as president. It was at this point John’s mantra became “Life turns on small things” and that philosophy has defined his career and life.

Co-CEOs The ’90s were a rollercoaster for Primerica, cycling through several CEOs with each bringing “a new vision, new way of doing things, constant changes,” John shared. The instability was chaos for a business model that demanded clear direction and duplication. “A giant sales force isn’t a speedboat, it’s a battleship. If you want to change directions, you gotta give it time and do it formally.” d i r e c t s e l l i n g n e w s . c o m 73

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I’ve been through every trial and challenge you can imagine in this business.

—JOHN ADDISON

The Break from Citigroup

Alongside CFO and friend Rick Williams, John became an anchor, steadying the ship. By late 1999, Primerica needed a new CEO, and the duo was tapped to be Co-CEOs with modest orders: “Just keep it together.” John had other ideas. “I said, ‘Rick, I don’t know what we’re going to do, but I think we’re going to exceed their expectations.’”

And they certainly did. In 2000, John and Rick created a “One Team, One Dream” unifying vision that transformed Primerica. “Rick and I were not the bosses. We were the leaders. It was our job to create an environment where people could thrive and grow.”

Recruiting doubled; sales soared; and from 2000 to 2006, John remembers it as “the best job I ever had.” His marketing flair paired with Rick’s financial gifts turned the company into a powerhouse, even as parent company Citigroup’s focus drifted elsewhere.

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Sensing trouble, John and Rick pushed to free Primerica from Citigroup through the 2008 financial collapse. He went to New York to meet with Citigroup CEO Chuck Prince. It was a “Moses meeting…Let my people go,” John explained. On April 1, 2010, Primerica went public—22 times oversubscribed—in the year’s most successful IPO. How did I do that? John recalled thinking at the time, but when he looks back on that moment, he feels success was found through pure determination.

He and Rick ran Primerica for five more years, growing it from just over $1 billion in annual revenue in 2010 to $1.52 billion in 2015. That’s when they handed the reins to Glenn Williams, who has served as CEO ever since and continues to lead the company to incredible growth. Now, as it nears its 50th anniversary, Primerica set all-time records reaching $3.09 billion in 2024—a testament to John’s enduring legacy and vision.

Big Hat, No Cattle Now, John’s influence ripples through the direct selling industry as a consultant, speaker and author.

He remains on Primerica’s board of directors, serves on LegalShield’s board, advises Utility Warehouse in the UK and consults for Ambit Energy and NeoLife.

“I’m big hat, no cattle,” he joked in his unmistakable southern drawl.

John’s consulting isn’t theoretical, it’s hard-earned.

“I’ve been through every trial and challenge you can imagine in this business. I ran a company with 100-something thousand licensed representatives.

I can sit down with somebody and go, ‘Look, I wouldn’t do this. I’d do that.’”

John’s perspective stands out in a digital age as companies wrestle with the pros and cons of in-person and virtual strategies. “When you’re growing, it’s very hard to build a connected team that’s totally virtual,” he warned. He sees video calls as an amazing tool for training but feels incentives, relationship building and coaching still demand face-to-face connection.

He points to Primerica’s post-pandemic success under Glenn Williams, embracing in-person events that draw tens of thousands of attendees. “It’s hard to build something that lasts that long if you don’t build a deep-rooted connection,” he noted of the company’s nearly 50-year run. To John, a sales force isn’t an organization, but an organism that thrives on cohesion—not constant upheaval.

John’s new book, Turn Your Fear into Fuel, refines this wisdom. “You’ll never eliminate your fears and doubts, but you must learn to manage them and move forward anyway,” he shared. It’s tried-and-true wisdom from a leader who has turned efforts both small and large into monumental, lasting change. His career demonstrates that success isn’t always about grand plans, but mastering the art of showing up, building relationships and steering the battleship with a steady hand.

That’s how legacies are built, and John Addison has certainly walked that path throughout his illustrious career. That’s why he is being honored with this year’s prestigious Lifetime Achievement Award. DSN d i r e c t s e l l i n g n e w s . c o m 75

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J I M N O RT H R O P / M O R E T H A N A M E N TO R

BY DAVID LEE

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IM NORTHROP BELIEVED that the direct selling industry had the unique ability to positively impact people’s lives. For decades, he pushed the industry forward serving as President and CEO of Immunotec and owner and CEO of Princess House from 1994‑2006. Jim was also a member of the Direct Selling Education Foundation and Direct Selling Association Board of Directors, among other influential positions.

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In a lot of ways, Jim was the big brother that I never had.

Jim just had a way of making your work better.

—JOHN FREDERICK

LLEEGGAACCYY AWARRDD AWA

Rudy shared Jim’s passion for evolving the direct selling industry and maintaining the relationship aspect of the business model. “He truly believed in our industry. We are an industry that’s not just about selling products. Number one, we both believed direct selling is about changing people’s lives.

That’s why we were such good friends. He was a compassionate man. I miss Jim very much.”

A Guide in Unprecedented Times JIM WAS ALSO A LONG-TIME TRUSTED ADVISOR and intuitive strategist to founders and executives through his Winfield Consulting firm, constantly empowering others. Jim passed away in August 2024 and left an impact that touched countless lives, making him more than worthy of this year’s Legacy Award.

Rudy Revak, an industry legend in his own rite as Founder of Xyngular and Chairman of Pure Haven Essentials, met Jim when they were on the board of the Direct Selling Association decades ago. The two became good friends, and Jim went on to serve as a board member at two of Rudy’s companies.

“He would always bring clarity to whatever situation we were having at the time,” Rudy shared. “Jim was very honest. He was the ultimate gentlemen. In friendship or business, Jim was always an honorable gentleman.”

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Lynne Coté, current President and CEO of Princess House, which Jim stewarded for 12 years, was a mentee of his. They met about 10 years ago, before Lynne joined the direct selling industry. She came to Princess House in January 2020, just a few short months before the world went haywire.

Jim regularly advised her through the pandemic with weekly one-on-one calls. Then, he implemented bi-weekly calls which included other industry leaders as well. “He decided to get a whole group of us together—different CEOs from different direct selling companies—and we would get on the phone every Wednesday night,” Lynne remembered.

“None of us really competed with each other. Jim didn’t charge any of us. We would just share what was working, what wasn’t working. The world was obviously turned upside down. And Jim drove that weekly meeting for almost two years to help us navigate through it.”

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Jim was very honest.

He was the ultimate gentlemen..

— R U DY R E VA K

Lynne said Jim was always a great listener and a great connector, helping her build invaluable and lasting relationships. She also greatly credits him for helping the company shift primarily to the Hispanic market. “Jim was always encouraging you to pivot. He wasn’t afraid to be aggressive,” she explained.

Many of their one-on-one calls wouldn’t even be about business, but just two friends talking.

“He really, truly cared,” she shared. Even several months after his passing, the appointment with Jim is still on her calendar. “He’s still in my calendar, every Friday at 11. I haven’t taken it off my calendar because every Friday at 11, I still think about Jim.’” d i r e c t s e l l i n g n e w s . c o m 79

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Jim was always encouraging you to pivot.

He wasn’t afraid to be aggressive.

— LY N N E C OT É

The Dynamic Duo

A Great Dad, Too

John Frederick served as Jim’s Vice President of Sales at Immunotec before joining him at Winfield Consulting. For nearly 15 years, they worked together as a team helping more than 70 clients throughout the industry.

Jim’s focus was always on building and empowering the field. John says that when Jim owned Princess House, he would host his own party every month just to better understand what the field needed. “He was a huge advocate of the sales organization. You don’t have a business without your sales organization.

They bring you all your customers and sell all your products.”

Jim was known for his honest and direct approach to consulting, always voicing his opinions based on his own experiences. John took over as President at Winfield in 2022 as Jim’s health began to decline. “In a lot of ways, Jim was the big brother I never had. He just had a way of making your work better.”

Northrop’s three sons are now in their 40s. Robert, Matt and Will say that while their dad was busy as a successful executive and industry leader, he always prioritized being there for them. “He obviously worked incredibly hard,” Robert, the oldest brother, shared. “The industry and being successful in it demands a ton of time and energy, but he was still a great dad. The three of us have so many great memories of all the times that we spent together.”

Jim involved his sons in the business in different ways, even working some positions in the corporate office and attending incentive trips and conventions to get a firsthand experience of their dad’s impact.

“The first time it really dawned on me was at one of the conventions,” Will remembered about understanding his dad’s role. “I was sitting in a room, there was some buzz going on, and my dad was introduced to the field. Everyone just went crazy—they were standing up and clapping.”

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Will also worked for Princess House in the mail room when he was a freshman in college, learning the operations side of the business. Robert worked a couple summers in the IT department.

All Jim’s sons expressed that their dad’s experience, conviction and ability to connect with people are what made him unique and so successful. “He had extreme confidence in himself and his guidance, and I think that conviction helped him,” Will said. “There’s a tendency to sugar coat things or be politically correct. I don’t know if it was the success that he had in his career, or just his innate confidence, but Dad never felt that he had to follow that path.”

Jim was a pioneer in making himself available to the field, regularly hosting his own parties to understand what they needed to be successful.

He also found ways to get other corporate leaders into the field to build connections. “My dad would be really effective at trying to find ways to bring people together that ordinarily might not have an opportunity to meet,” Robert shared. His brother Matt agreed, “Dad always demonstrated his accessibility—he wasn’t in an ivory tower. He was always in the trenches.”

When asked what they wish more people knew about their dad, Matt mentioned his humble beginnings. “One thing I don’t know if people are aware of, but my dad was a self-made man.

He came from very humble roots outside of Binghamton, New York. The success that Dad found in his own life, I really think he was motivated to help other people achieve that success as well.”

DSN reserves the Legacy Award for the true champions and trailblazers of direct selling. It is meant to honor the giants of the industry that have passed on—those that still have much to teach us through their humble spirit and generous nature.

Jim Northrop’s enduring legacy and life well lived will inspire many generations to come, and for that reason we are honored to bestow the Legacy Award to his family. DSN d i r e c t s e l l i n g n e w s . c o m 81

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LEADERSHIP AWARD

ØRJAN & HILDE SÆLE / 20 YEARS OF V I S I O N A RY L E A D E R S H I P

BY DAVID LEE

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VER THE LAST 20 YEARS, ØRJAN AND HILDE SÆLE have turned Zinzino from a small, Scandinavian coffee startup into an international life science pioneer of

test-based, personalized nutrition. What began as a response to past frustrations has grown into a mission to redefine health focused on prevention and precision, positioning the Norwegian husband-and-wife team as global leaders who don’t just see the future—they build it.

Zinzino made it into the Top 50 on the DSN Global 100 List of companies with $200 million in annual revenue. Their vision a quarter‑century into the future is a customer base of 100 million. As their company celebrates its 20th anniversary, DSN is proud to honor this trailblazing power couple with this year’s Bravo Leadership Award.

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We were ready to create something that was entirely different.

—ØRJAN SÆLE

Humble Beginnings, Bold Ideas Zinzino’s story started in the early 2000s with coffee, not nutritional supplements. “We got started as a coffee company. Primarily it was to make a home for people who wanted to build a sustainable direct selling company by promoting exceptional product experiences,” Ørjan recalled. He and Hilde launched a subscription model, planting the seeds for what would become a customer-centric success story shaped by compliance and best practices. By 2015, Zinzino had evolved into a life science company driving the new standard in personal health, its focus shifting to targeted health solutions grounded in test-based nutrition. Ørjan’s initial journey was shaped by disillusionment with negatives in the direct selling industry. “Hilde and I came out of another company, and we had had bad experiences. We were ready to create something different. To be honest, we wanted to reinvent the industry.” Ørjan watched network marketing drift from customer sales to “internal consumption” with no real end customers; a trend he scorned. This frustration ignited his resolve to build a company

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that rewarded customer turnover and where the distributors are offered ownership in the company they essentially build, collectively.

“A customer is happy when a product delivers on its promise. A distributor is happy when he earns the income he was promised,” he explained. “That’s why there’s a lot of unhappy distributors out there.

The customers are not getting the products they bargained for, and the distributors are not making the money they anticipated. But, if you aim for having a lot of customers, you will have a lot of happy people all around.”

A Distributor-Owned Revolution From the couple’s discontent emerged a radical vision: a company owned by its distributors. “We wanted this to be a company owned by field leadership,” Ørjan explained, ensuring power stayed with those in the trenches. “We are a NASDAQ-listed company, and if we look at our 20 largest owners, about 16 of them are Zinzino Partners who work in the field.”

He and Hilde still work in the field, actively leading from the front as 5-Star Global Presidents. Zinzino’s compensation plan also offers ownership through publicly traded shares. This model reflects their core belief: Partners should make money while customers spend money. Ørjan’s leadership is hands-on, rooted in action over theory. “When Hilde and I are out there talking about best practice, it’s because we’ve actually

tried it, done it, practiced it, whether it’s how to recruit new salespeople, leading or coaching.” By actively selling, recruiting and mentoring alongside his team, Ørjan keeps his leadership both practical and effective. This active role underscores his commitment to a distributor-led company, bridging vision with execution.

Guess Based to Test Based The pivot to test-based nutrition was personal to Ørjan. In 2012, despite decades of building nutrition expertise and consuming massive amounts of different Omega-3 supplements, by age 35 Ørjan faced a health crisis. “I was in the best shape of my life, and then all of a sudden I got sick.” d i r e c t s e l l i n g n e w s . c o m 8 5

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In 2012, a “balance test” revelation hit hard.

“Someone asked me, ‘Have you ever tested your essential Omega-3 and Omega-6 ratio in your body?’ When I said no, he pointed out that I needed to know if my fatty acid balance was proinflammatory or anti-inflammatory.”

Failing the test shattered his assumptions, but four months of taking the unique blend of pure fish oil and premium olive oil, BalanceOil+ fixed his health and sparked a new mission. In 2012, Zinzino acquired the Norwegian Omega-3 supplement and fatty acid blood test company, BioActive Foods. “I decided we’ve got to stop guessing if we’re on the right track with our health, and start testing to get concrete evidence. After I had my first BalanceTest

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done, it was the easiest thing in the world to fix since there was also a product that could rebalance my body.”

This game-changing personal experience birthed Zinzino’s new strategy to offer test-based, personalized nutrition heralded by the Balance concept with the BalanceTest and a range of BalanceOils+. Over the years Zinzino has expanded its portfolio of scientific home health tests and tailored supplements for Omega-3 deficiency to include immune, gut and skin health. Ørjan rejected the “guess-based” nature of generic supplements, insisting on tailored solutions and health tests knowing this would transform the concept of personal health. “When everyone

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Nutrition is going to move from guess based to test based.

—ØRJAN SÆLE

artificial intelligence and its ability to diagnose and recommend highly tailored approaches to health.

“Personal nutrition is going to move from guess based to test based,” he explained, estimating 30‑40 years for full adoption. He envisions a norm where testing precedes supplementation—as routine as a blood pressure check—insisting that people trust their blood work when it changes, driving reliability.

Visionary Strength

gets the dosage they need, everyone gets the results they deserve.” Driving this shift has turned Zinzino into a global life science leader, offering customers measurable health improvements over vague promises.

Acceptance of this approach has steadily grown over the years. “If we go back 10 years, resistance to taking a blood test was huge,” Ørjan admitted.

Today, it’s standard practice for professional athletes, and sports nutrition enthusiasts applaud the shift. The 20- to 30-minute home-testing process delivers clarity with hard facts and deep insights on a cellular level. Ørjan said test-based nutrition will be the norm in the future, especially with the rise of

Ørjan’s leadership hinges on vision and consistency.

“I’m very much a visionary leader, pointing to where we’re going,” he explained. “There’s a stability factor around what Hilde and I do. We’re very centered on our mission.” His coaching empowers distributors to harness their strengths, balancing involvement with independence to guide Zinzino’s growth.

The same holds true in his own pursuit of guidance. Ørjan chose his mentors inside and outside the industry based on their areas of expertise instead of seeking all-in-one support. For example, Brian Klemmer honed his personal resilience; Randy Gage sharpened his and Hilde’s strategy; and Tom Schreiter simplified his messaging. His politician mother and newspaper editor father taught him to see through facades, further shaping his clarity and skepticism.

For emerging industry leaders, Ørjan’s advice is clear. “The ones who believe in the future will own the future.” He urges a consistent cycle of planning, acting and adjusting, stressing that the industry’s core remains sales and recruitment. His philosophy is that belief—paired with persistence—unlocks any dream. DSN d i r e c t s e l l i n g n e w s . c o m 87

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EXCELLENCE AWARD

MARJORIE FINE / M O D E L I N G. M E N TO R S H I P. M OT I VAT I O N.

BY BETH DOUGL ASS SILCOX

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HE BRAVO EXCELLENCE AWARD is reserved for executives with a long history of leadership and integrity. This year the award was presented to Marjorie Fine.

Back in 1989 Marjorie sat down with Shaklee Corporation.

Three days later, she had an offer she couldn’t refuse. Her career trajectory was forever changed to center on direct selling—something completely new to her—a unique world where she could simultaneously be an attorney and make connections to people in ways that impacted her, the lives of others, Shaklee and the industry as a whole.

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I tried to be a model to those who worked with me. I tried to motivate them and to help their careers advance. When I helped others succeed, I found that I succeeded as well.

—MARJORIE FINE

EARLY ON, MARJORIE WITNESSED SHAKLEE’S EARNING OPPORTUNITY CHANGING LIVES, particularly those of women, of which 90 percent of their field was comprised.

Most were homemakers with no practical business skills. Standing up in front of a room to lead a meeting was daunting, but with some training these women could motivate thousands. Marjorie came to see direct selling as a vehicle to personal development and creating community, both of which shaped her actions as a leader and mentor.

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“I tried to be a model to those who worked with me. I tried to motivate them and to help their careers advance. When I helped others succeed, I found that I succeeded as well,” she remembered.

Years later, young children and travel requirements impacted her decision to turn down the position of Shaklee’s Vice President of Sales. In retrospect, Marjorie believes she made a mistake because sales is the heart of direct selling.

Impacting the Industry

Once that became clear, she partnered with the sales team, became a regular speaker in the field and loved going to their meetings and watching them conduct their businesses at home. “I found that with anything I was responsible for, the more time I gave it and the more involved I became, the more I learned from it and the more I grew.”

Generational Leadership In the mid 1990s, Majorie campaigned to institute the ability for field leaders to sell their businesses and to leave their businesses to members of their families or downline leaders. “It was something few if any other companies had, but I think it really helped us distinguish a direct selling career from a job. It also was a real incentive for our leaders to involve their children and grandchildren in their businesses; teach it to them; and help us develop the next generation of leaders.”

As a result, some Shaklee businesses have fifth generation leadership today. “It was really a positive move. I still receive calls from our field leaders to talk about how they go about planning for the future of their businesses when they are no longer a part of it. It’s wonderful to have those discussions and work with them on it,” Marjorie explained.

Marjorie’s talents weren’t only applied at Shaklee.

She reached outside corporate to become a representative and past president of the California Employment Law Council and a representative and Chairman of the Board to the Council for Responsible Nutrition.

But it was in her work with the Direct Selling Association where Marjorie hit her stride. Mentored

by Neil Offen and Joe Mariano—whom she credits with teaching her the industry—Marjorie became the first chair of the DSA Ethics and Self-Regulation Committee at a time when the industry’s reputation was less than stellar. “It was important to raise the bar and teach people how to do the business ethically. We completely rewrote the Code of Ethics.”

She was elected Chairman of the Board for DSA, where increasing the participation of women was a top priority. So, Marjorie invited female executives from all member companies and launched DSA’s annual Women’s Retreat. “We had great attendance.

We held work sessions during the day and socialized with a cocktail reception and dinner in the evenings.

I viewed the retreat as a success because many of the women volunteered to join DSA committees and submitted their names as possible board members.”

Marjorie also coalesced direct selling executives around public policy issues affecting the industry, creating Direct Selling Day on Capitol Hill and urging participation in meetings with Senate and House offices.

“Most of the people we met with were not familiar with our industry or our companies. The meetings were really a very good way to introduce ourselves.

Most of the participants were women who told their stories about what direct selling meant in their lives, which increased the impact tremendously.”

According to Marjorie, proactive interactions like these are equally vital today. “The policy meetings on Capitol Hill help. The meetings with leaders in the regulatory agencies help. It’s a never-ending challenge. The term multilevel marketing has a pejorative connotation. We must find a way to talk about the industry that helps us get over that hump.” DSN d i r e c t s e l l i n g n e w s . c o m 9 1

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INTERNATIONAL GROW TH AWARD

P M - I N T E R N AT I O N A L / PHENOMENAL GROWTH & ST R AT EG I C E X PA N S I O N

BY JENNY VET TER

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NOTHER YEAR, ANOTHER HUGE REVENUE MILESTONE FOR PM-INTERNATIONAL! DSN is pleased to announce that Rolf

Sorg and his team are once again the recipients of our Bravo International Growth Award, which recognizes direct selling companies outside of the United States that achieve significant financial growth that year. In 2024, the company’s group-wide annual revenue in retail sales exceeded $3.25 billion, topping its record of $3 billion set in 2023.

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For us, it’s always been about focus—sticking to our core strengths and pushing harder than anyone else.

— R O L F S O R G / Fo u n d e r & C EO

THIS MILESTONE IS THE CUMULATIVE RESULT OF CLEAR VISION, CAREFUL FINANCIAL PLANNING and 31 years of consecutive growth in the health and wellness space—growth which shows no signs of slowing down in 2025 and beyond. Founded in 1993 in Germany, PM-International began as a cosmetics business, then became health-focused with a line of weight management products before evolving into the thriving health and wellness business it is today. Across its portfolio, PM‑International holds 70 patents for its technology and products, selling over 900 million products across 71 countries.

“As a family-owned business in the premium segment, we set our vision 31 years ago: to become the market leader in our niche,” Rolf shared. “For us, it’s always been about focus—sticking to our core strengths and pushing harder than anyone else. Our unique selling point has been key to this. It has driven all our research and development, with one clear goal: to lead the way in innovation in our field.”

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PM-International’s vision is rooted in an unwavering commitment to the direct sales model, creating what they believe is an atmosphere of stability that allows distribution partners to feel safe and thrive. The company’s tremendous growth, especially in the last two years, has been driven by its active network of passionate distributors in the field working across 45 countries—with more markets slated to come on board.

Investments into newer markets, like recently launched Bulgaria and Hungary, are driving demand for both PM-International products and its business model in new parts of the world, while investment into existing markets has also expanded significantly. The company is currently engaged in a three-phase investment project across the Americas that includes funding for the construction of a new headquarters and warehouse space. Once these three phases are complete, the total investment is expected to be $50 million, ensuring the company’s capacity to support long-term growth in the Western Hemisphere.

Building Belief, Building Legacies “I’m incredibly proud of my team—we’ve proven that the direct sales model works when truly embraced, all while helping improve the quality of life and lifestyle of so many people around the world. We want to create sustainable and steady sales growth so that we can remain a strong and reliable partner for future generations, even in challenging economic times,” Rolf shared.

As the company expands its presence in the world, Rolf and his team are expanding the value

of the PM-International entrepreneurial opportunity for distributors as well. Recent digitalization of the company’s sales tools and new, innovative hybrid solutions for its distribution partners give field teams all over the world new ways to share PM‑International’s products and business opportunity.

While Rolf believes that direct sales is a “people’s business” and that digital sales will never fully replace personal interaction with customers and partners, he’s committed to equipping his field with the tools they need to thrive.

The growth PM-International has achieved isn’t just worthy of awards and recognition—it’s a milestone on the road towards the company’s next big goal of $5 billion in sales by 2027. As the company pursues new markets and invests deeply in its technology, its proprietary research and its field of hundreds of thousands distribution partners worldwide, Rolf and his team are eager to keep pushing confidently toward this new goal.

“We’re proud of our track record of 31 years of solid and sustainable growth while overcoming a lot of challenges that gave us the opportunity to learn from them and grow even stronger. We’re driving further growth in a fast-changing world, and our distribution partners are hungrier than ever to go even further.”

With a history of consistent growth and ambitious plans for expansion, the future for PM-International seems bright. Congratulations to Rolf Sorg and all the leaders at PM-International for this well‑deserved award! DSN d i r e c t s e l l i n g n e w s . c o m 9 5

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L I F E WAV E

GROWTH AWARD

L I F E WAV E / P R E PA R I N G FO R A R ECO R D - B R E A K I N G F U T U R E

BY SAR AH PAULK

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OR THE SECOND CONSECUTIVE YEAR, LIFEWAVE has been honored with the Bravo Growth Award, a recognition given to the direct selling product-based company with the

highest year-over-year revenue growth on the DSN Global 100 List.

LifeWave stands out again this year for its remarkable momentum, experiencing 30x revenue growth in the last six years. Between 2018 and 2024, the company saw revenues increase from $20 million to $555 million.

This progress has given LifeWave Founder and Chairman David Schmidt space to continue driving innovation with his proprietary inventions as the company seeks to improve the lives of its customers around the world. Today, LifeWave hosts operations in 55 countries across the Americas, Europe, the Pacific and Asia, and sells products in more than 100 countries around the globe.

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Simply put, we never take success or people for granted.

— M E R E D I T H B E R K I C H / P re s i d e n t

TWENTY YEARS AFTER LAUNCHING AS A NETWORK MARKETING COMPANY, LIFEWAVE REMAINS steadfastly committed to the direct selling channel as its primary go‑to‑market strategy, but its deep roots in out‑of‑the‑box thinking have led the company to continuously seek new and unique ways to share its brand and product offerings with the world.

“David and the team continue to develop innovations impacting other sectors, such as drone technology for search and rescue efforts,” said Meredith Berkich, LifeWave President. “Everything is connected to making the world a better place with more independence for people searching for answers regarding how to live with quality—longer, better and younger.”

Maximizing Potential Each year, LifeWave challenges all members of its Senior Leadership Team to propose two to three major initiatives they believe the company should invest in. These project proposals analyze the time, finances and focus required and identify ways to impact revenue, optimize spending and minimize risk. From these initiatives, LifeWave creates a strategic growth plan that introduces game‑changing ideas for the future. Recently, one of these pitched ideas became the sophisticated Quality Management System rolled out earlier this year.

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“Simply put, we never take success or people for granted,” Meredith said. “Our team members are regularly challenged to consider what we can improve, how we can innovate our processes, and where we should focus to have the greatest impact on the LifeWave enterprise. There is almost a restlessness about it; a discontent and unwillingness to settle. We encourage each other to think outside the box in every functional area within the business and seek to empower and encourage each other to do our best work every day.”

To drive excellence in 2025 and 2026, LifeWave plans to lean into this ambitious approach to leadership by enhancing its digital user experience (UX). The intention is to dissect every aspect of its Customer and Brand Partner UX, with the goal to compete, not with other direct selling companies, but with global ecommerce in general.

“LifeWave’s success over the past five years has been due largely in part to research and innovation, coupled with an extremely talented and passionate team of independent leaders who embrace and share our technology,” Meredith shared. “We are driven to maximize people’s moments in every area of the Brand Partner life cycle, beginning at ‘hello.’”

Building Momentum Collaboration and teamwork have become LifeWave’s momentum builders. The executive team is convinced that the strength of its organization is dependent on building trust and safety among colleagues, and that this culture of confidence begins at the top. By exemplifying a work

environment where people can depend on their coworkers to consistently engage and execute at an optimal level, the leadership believes this encourages the creativity necessary to produce sustainable results. The ultimate goal is to achieve maximum individual and team performance while remaining acutely aware of the organization’s overall health.

“Never apologize for being obsessed,” Meredith explained. “Not all people find being a member of a high-performing team suits their workstyle or lifestyle, and that’s okay. We accept that hyper‑growth environments aren’t for everyone. At LifeWave, we’ve seen that being fully transparent in setting expectations; holding each other accountable; and having people aligned with our key initiatives and culture minimizes confusion and eliminates silos.”

LifeWave’s exponential growth has been secured through patented “life technology” that remains a differentiator in the marketplace and continues to propel the company into revenue brackets and

markets that outpace expectations, but it is the face-to-face and interpersonal relationships that it believes will solidify its future success and continue building brand recognition on a global scale.

According to Meredith, “No matter the evolution the direct selling sector is going through at this time, one fact remains. The power of personal relationships—human beings eager to share their experiences and passion with others—is unsurpassed in its ability to connect consumers with products and services that enrich their lives.”

Congratulations to David, Meredith and the entire LifeWave team on their continued and ongoing success. DSN d i r e c t s e l l i n g n e w s . c o m 9 9

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GROWTH AWARD

R E A L B R O K E R AG E / R O C K E T I N G PAST $1 BILLION

BY DAVID LEE

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N 2024, REAL BROKERAGE SHATTERED EXPECTATIONS, posting a record $1.26 billion in revenue—an 83 percent leap from $689.16 million in 2023. This milestone caps an impressive rise for

the cloud‑based real estate disruptor, which has grown more than 6,100 percent in four years.

As traditional brokerages grapple with a sluggish housing market, Real’s tech-powered model has propelled the industry, adding more than 10,000 agents in 2024 alone to reach 26,200 agents in March of 2025 across 47 US states, Washington D.C. and Canada. The “Work Hard, Be Kind” motto has attracted professionals looking for a fresh, agent-centric experience. This rapid increase has commanded a lot of attention and earned Real Brokerage this year’s Bravo Growth Award for domestic service‑based companies.

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The agent count nearly doubled, surging 80% to 26,200 by March 2025, fueled by a tech ecosystem that streamlines deals and slashes overhead.

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“AS LONG AS IT’S A GOOD OPPORTUNITY FOR AGENTS and works economically for the company, we want to keep it going,” Sharran Srivatsaa said in a December 2024 RealEstateNews.com article. In March, it was announced that Sharran would step down as President and transition to a new role on the company’s board of directors. The company’s trajectory signals a bold future built on innovation.

The 2024 Boom Last year’s $1.26 billion revenue, up from $689.16 million, reflects Real’s ability to thrive in the face of adversity. The agent count nearly doubled, surging 80 percent to 26,200 by March 2025, fueled by a tech ecosystem that streamlines deals and slashes overhead. Real’s cloud-based platform features tools such as Real Wallet for payments and Leo CoPilot AI for transaction support to free up agents to focus on sales, not logistics. The result is a revenue jump that outpaced the industry, even as the broader market remained sluggish.

“

With a model that’s turned $20 million into $1.26 billion in four years, the company isn’t slowing down.

A bit of a deeper look shows that the growth is solid. From $242.78 million in 2021, revenue has soared by more than five times in three years, a testament to Real’s scalable blueprint.

According to its website, last year saw $49 billion in total value of homes sold. The 2024 surge, though, stands out, with 40 independent brokerages joining via the Private Label program, blending their brands with Real’s cutting-edge tech.

A Tech-Powered Model Real’s core is a rejection of the old-school brokerage playbook. No physical offices mean lower costs passed on to agents through an 85/15 commission split (capped at $12,000 annually) and no monthly fees. The company’s reZEN software manages deals, while mobile-optimized platforms give agents the freedom to work anywhere. “Our tools give agents freedom to grow their business their way,” notes the company’s site, a promise backed by a 6,100 percent revenue climb since 2020. “Their innovative approach; cutting-edge technology; and supportive community make it the ideal place for me to grow and serve my clients better than ever,” one agent is quoted in a testimonial.

Real sweetens the deal with revenue sharing— agents earn five percent commissions from recruits—and equity via stock plans. This wealthbuilding focus augmented transaction volume through 2024. The Private Label option lets established teams tap Real’s infrastructure without losing their own identity, offering flexibility that most traditional firms can’t match.

Real’s journey began modestly, with $15.8 million in 2019 revenue. The 2020-to-2021 leap (1,079% to $242.8 million) marked its tech platform’s takeoff, followed by gains of $381.8 million in 2022, then $689.2 million in 2023. But 2024’s $571 million increase underscores a tipping point, driven by AI and cloud efficiencies that outpace legacy models.

The Road Ahead As Real eyes its next chapter, tech upgrades, such as enhancing Leo CoPilot, and market expansion are on the horizon. With a model that’s turned $20 million into $1.26 billion in four years, the company isn’t slowing down. Agents, empowered by innovation and economics, remain the engine. In an industry primed for reinvention, Real Brokerage isn’t just adapting—it’s leading.

Sharran’s move away from the role of President will allow him to better guide the continued growth.

“I believe that Real needs me in a bigger capacity right now,” he told RealEstateNews.com. “The real estate industry is going through a massive transformation as we have seen in jam-packed headlines every week, and there is no better time for me to step up and serve as ‘the agent’s voice’ on our board in advising how we shape our strategy and vision as we continue to build the platform of the future.” DSN d i r e c t s e l l i n g n e w s . c o m 1 03

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IMPACT AWARD

I M M U N OT EC / O N E L I F E AT A T I M E 5

BY JENNY VETTER

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5 AST YEAR was an incredible one for the team at Immunotec—packed with significant growth, meaningful investments and advancements in technology. These

milestones and the company’s influence within the industry capture the spirit of our Bravo Impact Award. This award honors the achievements of companies that take a holistic, measured and incremental approach to growth, innovation and operational integrity and excellence.

“Immunotec embodies impact in everything we do—whether it’s through our vision, products, team or giving back,” shared Mauricio Domenzain, Immunotec Chief Executive Officer. “We believe that happiness is a choice, and we’ve built a company that supports this belief.”

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“IMMUNOTEC EMBODIES IMPACT IN EVERYTHING WE DO— whether it’s through our vision, products, team or giving back,” shared Mauricio Domenzain, Immunotec Chief Executive Officer. “We believe that happiness is a choice, and we’ve built a company that supports this belief.”

Since 1996, Immunotec has pioneered immune research, focusing on the impact of glutathione, the body’s “master antioxidant.” The company’s flagship product is Immunocal®, the only clinically proven, patented glutathione precursor that helps the body produce its most powerful antioxidant.

Guided by a motto of “One Box, One Purpose, One Life at a Time,” Mauricio and his team are reaching more people than ever, helping families regain their health and empowering individuals to build thriving businesses. Immunotec saw significant growth in 2024, with 38 percent more consultants (ImmunotecPros) joining the company and an 89 percent surge in customer growth.

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out,” he said. “By strengthening immune function, Immunocal continues to redefine what’s possible with the power of natural supplementation.

Every Immunocal box delivered represents a life touched; a step toward better wellness; and a growing network of people committed to making a difference.”

“

As a company, our commitment goes beyond products. We embody a culture of happiness and purpose.

— M A U R I C I O D O M E N Z A I N / C EO

Connect and Empower

Invest and Accelerate

Mauricio has been actively transforming the culture of Immunotec since he joined the company in 2017, creating an environment where connection is everything. His optimism and positivity ripple throughout both corporate and field teams, engaging prospective consultants and inspiring rising leaders. Already this year, the company’s first quarter conventions sold out in under three days— another ripple from the huge consultant growth Immunotec experienced in 2024. The company’s most recent La Vida Immunotec incentive trip saw nearly 2,000 consultants celebrate their vibrant businesses.

Forty percent of attendees were first-time qualifiers, highlighting Immunotec’s ability to attract and develop leaders worldwide.

“As a company, our commitment goes beyond products,” shared Mauricio. “We embody a culture of happiness and purpose. From our corporate team to our ImmunotecPros, we’ve built a culture where everyone feels connected, valued and empowered to grow. This approach has led us to create happier, healthier lives—one person at a time. More smiles, more energy, more longevity—driving a ripple effect of positive change that extends far beyond ourselves.”

That change is also being realized through Immunotec’s philanthropic initiatives, including its ImmunoKids Foundation, a non-profit organization founded in 2022 by the company and consultants tasked with empowering children facing illness and hardship. By partnering with organizations that serve immunocompromised or impoverished children worldwide, Immunotec is offering support where it’s needed most.

After a stellar 2024, Mauricio is eager for what lies ahead in 2025—the fruit of the investment and forward-thinking approach at the heart of Immunotec’s strategy. The team has invested more than $25 million in manufacturing and $6 million in technology, bringing the company’s commitment to innovation to life in meaningful ways. Its recently launched ImmunotecPro app was built from the ground up to give consultants full control over their businesses from wherever they choose to operate them.

“By future-proofing our business, we’re not only supporting the immediate success of our Pros and customers, but also laying the foundation for sustainable, long-term growth that will continue to drive impact for years to come,” he explained.

“We’re committed to ensuring our Pros have the tools, resources and support they need to thrive— no matter where they are in the world—while delivering an exceptional experience for every customer we serve.”

ImmunotecPros are growing strong businesses with these tools and Mauricio’s optimistic outlook on the possibilities in North, South and Central America and Europe is infectious. The field is growing in new countries too, with recent launches in Germany, Austria, Switzerland and France. As Mauricio’s team accelerates this global expansion and strengthens Immunotec’s position in the glutathione space, the company’s impact is only expected to grow.

Congratulations to Mauricio and his team on their well-deserved Bravo Impact Award! DSN d i r e c t s e l l i n g n e w s . c o m 1 07

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IMPACT AWARD

L’ B R I / CO N S I ST E N C Y. I N T EG R I T Y. I N N OVAT I O N.

BY JENNY VETTER

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ITH 27 YEARS IN BUSINESS and revenue growth for nearly all of them, L’BRI and the consistency its founders have demonstrated

are worthy of headlines. But there’s so much more that Linda and Brian Kaminski bring to their business that deserves recognition.

L’BRI isn’t just consistent in its growth but in the integrity of its leadership and continued innovation.

DSN is pleased to honor L’BRI with our Bravo Impact Award, which honors the achievements of companies that take a holistic, measured and incremental approach to growth, innovation and operational integrity and excellence.

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A Strong Foundation Founded in 1998, L’BRI unites Linda and Brian’s names, but—more importantly—brings their decades of hard-earned experience and success in the direct sales industry to life. The couple spent over 20 years building vibrant direct selling businesses with companies that either closed their doors or floundered financially. While the couple believed in the promise of direct selling, prior experiences in the field left them feeling disillusioned.

By the 1990s, Linda and Brian had reinvented themselves in the industry one too many times and chose to walk away, but they could never quite shake the possibilities they’d seen. The dreams they’d built with other companies were too beautiful to abandon—they simply deserved a better, custom built home.

Armed with the wisdom gained from two decades of success and setbacks, the couple knew they had the experience and vision to create something

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entirely new. Risking it all, Linda and Brian leveraged everything they had to launch a company that represented what they knew consultants deserved.

They launched a company grounded in the power of aloe vera barbadensis miller—an ingredient known to help strengthen cellular integrity, increase collagen production and nourish the whole body with antioxidant benefits.

Today, L’BRI is home to a thriving nationwide network of consultants who share this aloe-inspired product portfolio that has grown to include a well-rounded assortment of skincare, hair and body care, anti-aging, sun protection, baby and wellness products.

“

We define impact by applying integrity and excellence in the way we serve our consultants and our customers.

— B R I A N K A M I N S K I / Fo u n d e r & C EO

Built to Last and Room to Grow

Stability and Steadfastness Rooted in the transparency and stability that Linda and Brian believed was possible for a direct selling company, L’BRI has steadily grown in both revenue and field numbers nearly every year since the company was born. L’BRI’s healthy, purpose-driven growth, steady leadership, powerful persistence and unprecedented resilience continue to attract consultants and customers that truly believe in the efficacy of the products and the mission of the company.

“We never aimed to be the biggest,” Brian shared.

“We just wanted healthy, manageable, relatively low-stress growth and stability—for our customers who love the products, for the consultants and our leaders and our home office coworkers. It’s a big responsibility to take care of all of that, and we take it really seriously.”

Linda and Brian still understand what consultants are looking for, evolving and adapting the business to meet the changing needs of their field. They’ve invested millions to modernize their consultant systems and supercharge field success through training, resources and tools. Their product portfolio and warehousing system have seen significant investment as well, resulting in high reorder rates with less than a one percent return rate. Simply put, consultants and customers couldn’t be happier with L’BRI.

The couple remain determined to stay one step ahead when it comes to servicing their growing field. The next chapter promises steadfast leadership combined with a modernized approach to selling.

With innovative platforms like Shopping LIVE, L’BRI consultants continue to benefit from the company’s field-first mindset. The platform offers a shoppable catalog and customer try-on tools, providing an enhanced, updated user experience that expands their customer base beyond their established party plan model. Additionally, the L’BRI Connect app offers marketing tools that maximize social selling opportunities and makes it easier than ever for consultants to follow up with prospects and customers alike.

Their consistent communication and steady direction have earned Linda and Brian the confidence, trust and buy-in of their consultants, which informs so much of how they lead. The vision they had all those years ago of a company where consultants felt valued has truly become a reality for them and a blessing to their field.

“You can’t lose the trust of the people,” Brian explained. “We’ve never done that. We’ve never lost the trust. They all believe in us and support us.

They always support our decisions and the things we do. We define impact by applying integrity and excellence in the way we serve our consultants and our customers.”

Congratulations to Brian, Linda and the entire L’BRI team on their well-deserved Bravo Impact Award! DSN d i r e c t s e l l i n g n e w s . c o m 1 1 1

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IMPACT AWARD

OMNILIFE / P EO P L E TA K I N G C A R E O F P EO P L E 5

BY JENNY VETTER

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F WE’RE LUCKY, we’ve been given the gift of someone else’s hard-earned wisdom, learning lessons and values from a parent’s or mentor’s experience and willingness to share it. But

what we do with that wisdom is up to us—will we take those lessons and values to heart and apply them to our lives or allow those gifts to collect dust?

Amaury Vergara Zatarain, OMNILIFE Chief Executive Officer, was gifted a lifetime of powerful life lessons as he watched his parents, Jorge Vergara and Maricruz Zatarain, build a network marketing company that would change all their lives.

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Transformational Leadership “FOR ME, OMNILIFE IS MORE THAN JUST THE FAMILY COMPANY,” he shared. “It’s my life. It’s where I grew up, where I learned about success, where I learned about what it is to be a hardworking person, what it is to achieve your dreams, what it is to be healthy and share that with other people. For us, ‘people taking care of people,’ is more than just a motto. It is how we feel when we think about everything that we do inside the company and outside the company.”

OMNILIFE’s focus on the growth of its distributors and leaders captures the spirit of our Bravo Impact Award, which honors the achievements of companies that take a holistic, measured and incremental approach to growth, innovation and operational integrity and excellence.

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Amaury leads OMNILIFE alongside his sisters, Kenya Vergara Zatarain and Yelena Povaguina, where they’re guiding the company into a new chapter but leaning on the values and transformational leadership style that their parents poured into them.

OMNILIFE was founded as a health and wellness company and continues to develop multivitamin and nutrition products, as well as beauty and personal care items. But the company’s most meaningful yet intangible product is its multidevelopment approach—a system that empowers OMNILIFE distributors to change their lives through personal growth to achieve success in health, professional and economic spheres. According to OMNILIFE, more than seven million people have been impacted by this multi-development business model, with 80 percent of those being women.

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It’s very powerful to have something as simple

and as human as people taking care of people because it connects us.

—A M A U RY V E R G A R A Z ATA R A I N / C EO

OMNILIFE established the CreSiendo Academy, a platform that supports personal and business growth through programs led by specialists in human development and leadership tailored for the company. OMNILIFE distributors have free, 24/7 access to these resources designed to strengthen their skills in direct sales, personal finance and leadership. To date, more than 115,000 people have participated in in-person or hybrid sessions.

“Our model is becoming stronger every year,” Amaury shared. “It’s not only evolving, but it’s also very necessary because people need skills, like knowing how to work as a team, knowing how to better manage finances, knowing how to invest.

We’re a company that promotes transformational leadership. To help other people transform their lives or accomplish their dreams or fulfill their objectives, our leaders must become that before they try to help others to do so.”

Strength through Challenges As a second generation leader of a legacy company, Amaury was tasked with both shepherding OMNILIFE into a new era and protecting the values at the company’s foundation. This evolution required investment and innovation that Amaury, Kenya and Yelena brought to the table. This second generation of leaders ushered in exciting changes for the company, including improved nutritional data across the product portfolio and the development of a plant in Allen, Texas which will become OMNILIFE’s third manufacturing facility and is designed to serve the growing US market. The company’s main manufacturing facility is located in Guadalajara, Mexico, while the second is in Colombia.

The investment in the Allen plant is a huge initiative for the company, which has already been a powerful statement to US distributors. This American presence has allowed OMNILIFE to create a sense of belonging for US distributors, creating a “home” for them in their home country—just as OMNILIFE has done throughout Latin America.

The challenge of meeting people where they are and creating a sense of belonging is just one of many Amaury and his team are facing in this next generation of OMNILIFE. But the challenges that come from realizing OMNILIFE’s vision of “people taking care of people” are more than problems to solve—they’re opportunities to rise to the values that continue to guide Amaury and his team.

“The way that we were taught as a family is that when things get complicated, that’s when people need OMNILIFE the most,” he shared. “That’s when we can do something very powerful to help people.

That’s when I think, as a responsible company, we have more jobs to do. It’s very powerful to have something as simple and as human as people taking care of people because it connects us.”

This commitment permeates every aspect of OMNILIFE’s business. “We are actively involved in all direct selling associations and adhere to the ethical codes of conduct in every market we operate in,” Amaury shared. “We remain true to our values, always committed to maintaining our integrity and providing the best possible support to our business partners.” DSN d i r e c t s e l l i n g n e w s . c o m 1 1 5

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INNOVATOR AWARD

L I F E WAV E / INVENTING THE FUTURE OF WELLNESS

BY SARAH PAULK

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NNOVATION IS IN LIFEWAVE’S DNA. While working on a project for the US Navy that sought to improve energy and stamina for Navy SEALS aboard submarines, David Schmidt,

LifeWave Founder and Chairman, developed a prototype that leveraged phototherapy to stimulate the skin with light and spark a cellular response that would, in turn, create more energy.

The result was a product that would pioneer non-transdermal technology, and after three more years of clinical studies and research, his invention launched LifeWave in 2004.

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Innovation is at the core of LifeWave’s mission to empower people with hope.

— D AV I D S C H M I DT / Fo u n d e r & C h a i r m a n o f t h e B o a rd

Invest to Advance

TODAY, DAVID HOLDS 200 PATENTS, and his original patch product has expanded into an array of offerings that address sleep, wellness, joint health and more.

“Innovation is at the core of LifeWave’s mission,” David said. “It guides our approach to product development, communication and global outreach.”

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LifeWave is committed to trailblazing advancements that will positively shape the future of both consumers and the company. Particularly, its ongoing research into the applications of light therapy has led to what the company describes as “groundbreaking discoveries,” including its latest invention, the X2O Water Technology, which alters the structure of water, enabling it to release light inside the body upon consumption.

“With multiple clinical studies now completed, the results have been nothing short of extraordinary,” David explained. “One hundred percent of participants experienced statistically significant improvements in their health after just one session, with measurable effects occurring within the first 15 seconds of consumption. The benefits of this technology include enhanced energy, improved metabolism, optimized athletic performance and sharper cognition.”

As a leader, David is keenly strategic. He prefers investments that provide dividends years down the road and strategies that give the company staying power. It’s a pattern of making tactical long-game decisions that fortifies the company’s relevancy. In 2008, for instance, the company spent ten years and $4 million investing in stem cell and regenerative medicine research—a long-term investment that gained the company 70 new patents and a portfolio of market-ready intellectual property that served to propel sales.

In 2010, the leadership team began developing infrastructure plans that now serve as the backbone of the manufacturing, customer service and order fulfillment systems the company relies on. The newly announced X2O Water Technology underwent six years of research and development before its debut earlier this year.

That approach is applied in other categories as well, as David takes a proactive style to innovations taking place both inside and outside the industry, like choosing to adopt the integration of AI and expanding awareness of his brand outside of the direct selling channel.

“We continually seek better ways to engage and support our community, including the use of hologram technology and the exploration of AI-driven applications to enhance communication and business processes,” David shared. “We are actively exploring new avenues to increase brand awareness. This includes our successful drone initiative and the upcoming release of a documentary, both of which serve to broaden our reach and credibility.”

Future-Focused Philosophy Developing patented, emerging technology has become LifeWave’s not-so-secret weapon, but the company has also leaned into revolutionizing even the most standard facets of business with attention to detail that brings life to the most predictable spaces. The brand experience, for instance, includes a welcome center that has an ultramodern “Star Trek” aesthetic. For LifeWave, it’s all about

developing future-focused behaviors that amplify the company’s mission.

“Several things have been of great help to LifeWave,” David said. “First and foremost is our dedication to creating technologies that provide extreme value, are backed by solid scientific research, are patented and remain exclusive to the network marketing channel. Ultimately, I believe the future of our sector lies with companies that offer products unavailable through any other sales channel.”

Although it is still known for its flagship patch, LifeWave is now a much stronger engine, amassing loyal product enthusiasts that drove $555 million in annual revenue in 2024 and a 30x revenue growth over the last six years.

The X2O Water Technology follows the sciencebacked LifeWave template for innovation and is expected to be a highlight for the company throughout 2025. It also serves as the foundation for a seven-year product roadmap that will introduce a new era of wellness solutions for LifeWave customers.

“We’re evolving from being a lifestyle company, to an anti-aging company, to a stem cell company, to a life technology movement,” David explained. “At LifeWave, innovation is more than a philosophy—it is the driving force behind everything we do, ensuring that we remain at the forefront of wellness and business excellence.”

By embracing technology and planning wisely, the team at Lifewave embodies the heart of this award.

Congratulations to David and the entire LifeWave community! DSN d i r e c t s e l l i n g n e w s . c o m 1 1 9

B R AV O

G LO B A L

G O O D

1 2 0 D I R E C T S E L L I N G N E W S |

AWA R D

M AY/ J U N E 2 0 2 5

/

A M WAY

GLOBAL GOOD AWARD

A MWAY / T H E G R E AT E R G O O D

BY CHELSEA HUGHES

W

HEN LIFELONG FRIENDS JAY VAN ANDEL AND RICH DEVOS FOUNDED AMWAY IN 1959, they simply wanted “to do the most good for the most people.” As World War

II veterans, they believed helping people was the right thing to do—and the right way to do business.

After more than 65 years, their legacy has grown into a global community that helps people live better lives. “Across 100+ countries and territories and nearly 6,000 acres of certified-organic farmland, we are 14,000+ employees and one million+ Amway Business Owners (ABOs) strong,” said Will Templeton, Director, Amway Brand. “Each of us believes we have a responsibility to use our talents to make the world a better place by caring for the communities where we do business—and finding joy and hope in supporting them.”

d i r e c t s e l l i n g n e w s . c o m 1 2 1

B R AV O

G LO B A L

G O O D

AWA R D

/

A M WAY

“

We see sustainability as an opportunity instead of an obligation. It’s part of who we are—and we’re determined to find ways to keep reducing our footprint.

—W I L L T E M P L E TO N / D i re c t o r, A m wa y B ra n d

AMWAY’S ENDURING EFFORTS TO AFFECT POSITIVE CHANGE have impacted the world over. For these reasons, DSN is pleased to name Amway as the winner of the Bravo Global Good Award, which recognizes companies that take a proactive approach to environmental, philanthropic and social responsibility issues.

For the Planet Amway’s commitment to doing good environmentally can be boiled down to one word: sustainability. As a large-scale manufacturer and distributer of nutrition, beauty, personal care and home products, Amway’s commitment to environmental sustainability is trifold, starting with plants as a foundational element of its product creation.

“We see sustainability as an opportunity instead of an obligation,” Will explained. “It’s part of who we are—and we’re determined to find ways to keep reducing our footprint. Amway owns and operates certified organic farms in the US, Mexico and Brazil, where we grow and harvest plants using sustainable, regenerative farming methods. From building up healthy soil to increasing biodiversity and conserving water, we seek ways to be rebuild and restore the planet.”

Amway also focuses on sustainable product choices, designing formulas and packaging with consciously chosen ingredients, reduced packaging waste and increased recycled content.

They help enforce and advance their sustainability

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M AY/ J U N E 2 0 2 5

progression with a strong commitment to tracing key ingredients and every step of product creation, giving customers transparency into their products and the information they deserve to make informed purchasing decisions.

The third tier of Amway’s sustainability initiative focuses on operations—from their offices to their manufacturing facilities. “Our ever-evolving approach to operations focuses on reduction— specifically in emissions, water and energy,” Will said. “By intentionally cultivating green practices, we aim to preserve nature while reducing waste.”

For the People When it comes to corporate social responsibility and philanthropy, Amway focuses on three target areas: health and wellbeing, empowerment and engagement. These categories help the Amway team identify strategic opportunities to effect change across the world.

For the Future

“Our focus on health and wellbeing enables us to support access to critical nutrition, health and wellness education, which helps children and families live healthier lives,” Will explained. “We then empower individuals to become agents of positive development for themselves and their families as they build a path toward long-term financial stability. Finally, we drive a culture of engagement and volunteerism that helps employees and business owners connect and contribute to their communities.”

In 2024 alone, Amway contributed over $14 million dollars in corporate giving initiatives, including disaster relief, grant programs and in-kind donations around the world. Additionally, Amway employees contributed more than 29,000 hours of volunteer time to support hundreds of nonprofits globally.

Amway’s leadership team is keenly aware that social responsibility is not simply an attitude towards being a conscientious corporate citizen—it’s defined by action. It’s a combination of supporting the planet and the people who inhabit it that makes a lasting impact, and Amway is determined to keep growing in both areas.

“While Amway is a leader in direct selling, we’re continually learning,” Will shared. “We maintain a proactive mindset toward social responsibility practices—pushing the boundaries in environmental sustainability and targeted philanthropy. It’s part of our DNA, and it’s always been that way. More than just providing quality products and business opportunities, we aim to multiply our global impact by supporting the health and wellbeing of people and the planet. We are committed to being the change for a better world, and that is our path forward. In the words of Co-Founder Rich DeVos, ‘The best is yet to come!’”

He concluded, “We gratefully accept the Bravo Global Good Award as a reflection of the progress we’ve made and a rally cry to ‘do more good’ for generations to come. We are honored to be in the company of others who create a global community of responsible citizens. Together, our impact is magnified.”

Congratulations to the entire Amway team on their Bravo Global Good Award. DSN d i r e c t s e l l i n g n e w s . c o m 1 2 3

B R AV O

S U P P L I E R

AWA R D

1 2 4 D I R E C T S E L L I N G N E W S |

/

M AY/ J U N E 2 0 2 5

E X I G O

SUPPLIER AWARD

EXIGO / T EC H N O LO GY T H AT F U E LS GROWTH

BY BETH DOUGL ASS SILCOX

T

HE BRAVO SUPPLIER AWARD DEBUTED LAST YEAR to honor the direct selling industry’s most valued, supportive and uplifting partners whose

contributions favorably impact the channel’s growth. This year’s recipient is Exigo, whose launch by co-founders Peter Zielke, David Thompson and Ed Jarrin in 2000, established an industry partnership that continues to meet the ever-changing technology needs within an ever-evolving channel.

d i r e c t s e l l i n g n e w s . c o m 1 2 5

B R AV O

S U P P L I E R

AWA R D

/

E X I G O

“

Our goal at Exigo is to empower direct selling companies with real‑time data, robust analytics and a really great user experience.

— G A RY F I T Z G E R A L D / C EO

EXIGO IMMEDIATELY CAUGHT TRACTION IN THE DIRECT SELLING INDUSTRY 25 years ago, offering compensation calculation software tools that allowed direct selling companies the visibility and insight to know what was happening in their businesses and operate them on a day-to-day basis. Eventually, they added analytical tools that allowed companies to dig deeper and understand how they could most effectively move the needle.

“Our goal at Exigo is to empower direct selling companies with real-time data, robust analytics and a really great user experience,” CEO Gary Fitzgerald said.

The Pride of Partnership Rather than build out huge tech teams on their own, direct selling companies of all sizes partner with Exigo and its technology professionals to take care of technical pieces of the business. That frees up direct sellers to do what they do best—sell products.

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Exigo’s client base stretches into 130 markets across the globe with hundreds of customers ranging from those just starting out to companies in the billions of dollars. Gary explained that makes for a really challenging environment because every country has slightly different rules.

“One of the things that we bring to bear is hundreds of years of collective experience and understanding the challenges our customers are going through. Operating in Asia looks very different than operating in Europe, which looks very different than operating in the United States. We are providing one platform that allows them to do all those things,” he said. “But it’s tricky, and there’s a lot of complexity in each and every one of those implementations.”

Providing Powerful Solutions Customer need drives everything at Exigo. When Gary came on board at the end of 2023, customer conversations pointed out areas of struggle and opportunity. Exigo continues to evolve their platform and offerings to answer their customers’ concerns, currently leaning into ecommerce, field enablement, mobile applications and different ways to help direct selling companies drive more revenue to the business.

For instance, it’s incredibly important for companies to give their field organizations realtime information when people are engaged and

trying to sell products. Field representatives have questions. How much product have I sold? What’s my compensation? How many more sales do I need to get to reach that next level to bump up my pay? This is significant and meaningful for the field and the companies, too. Exigo does everything they can from a tech standpoint to provide that real-time information to the benefit of both field and company.

“It’s embedded in the partnership, an understanding of where they are struggling and where they’ve got opportunities. Everything that we do is really based on what our customer needs are.

It’s very clear right now that we’re on a precipice with AI and deeper engagement and decision analytics. So, that’s what we’re leaning into. More than anything the direct selling community right now needs help driving revenue,” Gary shared.

On the heels of launching a new ecommerce product comes the introduction of a mobile

application. Gary shared, “We are going to build AI tools on the back of all of our products to create one fully integrated ecosystem. So rather than requiring our customers to go to multiple places to do things, it’s just one-stop shopping, where we get them all of the commissions and back-office stuff we’ve been known for, for over 20 years, but now really giving them end-to-end solutions that are fully integrated.”

“The coolest part of our business is when we implement our technology and we see some companies that start out really small, and then see them scale up and begin to sell hundreds of millions of dollars of product and really grow in the industry to become experts and leaders. From that perspective, we take a lot of pride in helping our customers navigate those challenges; the new business models that are constantly evolving and changing; or the expansion of global markets—all those things are really fun to watch and gratifying to be a part of in meaningful ways.”

On behalf of the industry at large, DSN would like to congratulate and thank Gary and the entire Exigo team for their significant and ongoing contributions to the direct selling channel. DSN d i r e c t s e l l i n g n e w s . c o m 1 27

D S N

G L O B A L

1 0 0

/

T O P

C O M PA N I E S

THE 2025

D S N G LO BA L

100 R A N K E D by N E T S A L E S I N 2 0 2 4

1 2 8 D I R E C T S E L L I N G N E W S |

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TO P 1 0

2024 NET SALES IN US DOLLARS

1 AMWAY

USA

$7.40B

2 HERBALIFE NUTRITION

USA

$5.00B

3 EXP REALTY

USA

$4.60B

4 NATURA &CO

Brazil

$4.20B

5 VORWERK SE & CO. KG

Germany

$4.10B

6 PM-INTERNATIONAL

Luxembourg

$3.22B

7 PRIMERICA

USA

$3.07B

8 COWAY

South Korea

$3.00B

9 UTILITY WAREHOUSE

United Kingdom

$2.59B

10 DŌTERRA*

USA

$2.00B

10 ATOMY

South Korea

$1.83B

* dōTERRA was omitted from the original list 3/25/25. However, their numbers were made public after.

The list will not be reordered—but we recognize their achievements.

d i r e c t s e l l i n g n e w s . c o m 1 2 9

D S N

G L O B A L

1 0 0

/

RANK COMPANY

T O P

C O M PA N I E S

2024 NET SALES

COUNTRY

RANK COMPANY

2024 NET SALES

COUNTRY

11

Nu Skin

$1.73B

USA

37

LR Health & Beauty Systems

$303M

Gemany

12

World Financial Group

$1.50B

USA

38

New Image International

$261M

New Zealand

13

Real Brokerage

$1.26B

USA

39

inGroup

$253M

USA

14

Ambit Energy

$1.03B

USA

40

Noevir

$245M

Japan

15

USANA

$855M

USA

41

Best World

$235M

Singapore

16

Family First Life

$775M

USA

42

FORDAYS

$215M

Japan

17

Betterware Group/BeFra

$689M

Mexico

43

Naturally Plus

$208M

Japan

18

Oriflame

$659M

Luxembourg

44

LifeVantage

$200M

USA

19

Medifast / OPTAVIA

$603M

USA

44

Tenlead Biotech

$200M

Taiwan

20

OMNILIFE

$584M

Mexico

44

Zinzino

$200M

Sweden

21

PPLSI/Legal Shield

$561M

USA

47

APLGO

$188M

Cyprus

22

LifeWave

$555M

USA

48

Epique Realty

$170M

USA

23

Hy Cite

$487M

USA

49

BearCeréju

$163M

Japan

24

Scentsy

$472M

USA

50

Giffarine Skyline Unity

$152M

Thailand

25

Nature’s Sunshine

$454M

USA

51

ASEA

$150M

USA

26

PHP Agency

$440M

USA

52

ICHIKURA

$138M

Japan

27

Farmasi

$429M

Turkey

53

Hinode Group

$136M

Brazil

28

Beachbody/BODi

$419M

USA

54

Nippon Menard Cosmetics

$129M

Japan

29

POLA

$411M

Japan

55

KK Assuran

$123M

Japan

30

PLT Realty

$375M

USA

56

Mannatech*

$118M

USA

31

Faberlic

$368M

Russia

57

Maruko

$106M

Japan

32

Miki

$358M

Japan

58

Diana

$104M

Japan

33

Premier Financial Alliance

$350M

USA

59

Grant E Ones

$102M

Japan

34

Plexus Worldwide

$341M

USA

35

Greenway Global

$326M

Czech Rep.

36

Princess House

$320M

USA

13 0 D I R E C T S E L L I N G N E W S |

M AY/ J U N E 2 0 2 5

* Mannatech was omitted from the original list (3/25/25). However, their public release made their numbers available for publishing on 3/26/25.

OTE: There are several privately-held companies not represented on the list, N some of whom have participated in the past, who opted not to report their financial data for 2024.

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D S N

G L O B A L

1 0 0

/

B Y

T H E

N U M B E R S

BY THE NUMBERS

N

OW IN OUR 16TH YEAR of compiling research for the DSN Global 100 List we are continually amazed by the many insights it provides into the depth and breadth of the direct selling channel. The companies featured on this list each year, from fast growing newcomers to the pioneering giants, are a testament to the industry’s achievements and progress.

The breadth of products and services represented includes nearly every category imaginable: health and wellness, clothing, = NUMBER OF MID-MARKET beauty and skincare, travel and leisure, food and beverages, COMPANIES energy, financial services, housewares and many others. ($300M TO $999M) Here are a few highlights and insights that this year’s list USANA USA brought to light.

23

TOP 25 US COMPANIES

$855M

Family First Life

USA

$775M

Betterware Group / BeFra

Mexico

$689M

Oriflame

Luxembourg

$659M

Medifast / OPTAVIA

USA

$603M

OMNILIFE

Mexico

$584M

Amway

$7.40B

Herbalife

$5.00B

eXp Realty

$4.60B

Primerica

$3.07B

dōTERRA*

$2.00B

PPLSI / LegalShield

USA

$561M

Nu Skin

$1.73B

LifeWave

USA

$555M

World Financial Group

$1.50B

Real Brokerage

$1.26B

Hy Cite

USA

$487M

Ambit Energy

$1.03B

Scentsy

USA

$472M

USANA

$855M

Nature’s Sunshine

USA

$454M

Family First Life

$775M

PHP Agency

USA

$440M

Medifast / OPTAVIA

$603M

PPLSI / LegalShield

$561M

Turkey

$429M

LifeWave

$555M

Beachbody / BODi

USA

$419M

Hy Cite

$487M

POLA

Japan

$411M

Scentsy

$472M

PLT Realty

USA

$375M

Nature's Sunshine

$454M

PHP Agency

$440M

Russia

$368M

Beachbody / BODi

$419M

Japan

$358M

PLT Realty

$375M

Premier Financial Alliance

USA

$350M

Premier Financial Alliance

$350M

Plexus Worldwide

USA

$341M

Plexus Worldwide

$341M

Princess House

$320M

Greenway Global

Czech Republic

$326M

inGroup

$253M

Princess House

USA

$320M

LifeVantage

$200M

LR Health & Beauty Systems

Germany

$303M

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

M AY/ J U N E 2 0 2 5

Farmasi

Faberlic Miki

18

+% TOP 10

HIGHEST GROWTH PERCENTAGE

TOP $100 MILLION

GROWTH CLUB

(YEAR-OVER-YEAR)

(YEAR-OVER-YEAR REVENUE GROW TH)

Real Brokerage

83%

eXp Realty

$4.60B

Family First Life

54%

PM-International

$3.22B

LifeWave

51%

Primerica

$3.07B

PHP Agency

47%

$3.00B

inGroup

24%

$1.83B

Zinzino

19%

World Financial Group

$1.50B

World Financial Group

15%

Real Brokerage

$1.26B

Betterware Group/BeFra

9%

Family First Life

$775M

Primerica

9%

LifeWave

$555M

eXp Realty

7%

Coway ATOMY

PHP Agency

$440M

BILLION DOLL AR CLUB 1

Amway

USA

$7.40B

2

Herbalife

USA

$5.00B

3

eXp Realty

USA

$4.60B

4

Natura &Co

Brazil

$4.20B

5

Vorwerk

Germany

$4.10B

6

PM-International

Luxembourg

$3.22B

7

Primerica

USA

$3.07B

8

Coway

South Korea

$3.00B

9

Utility Warehouse

UK

$2.59B

10

dōTERRA*

USA

$2.00B

11

ATOMY

South Korea

$1.83B

12

Nu Skin

USA

$1.73B

13

World Financial Group

USA

$1.50B

14

Real Brokerage

USA

$1.26B

15

Ambit Energy

USA

$1.03B

15 =

NUMBER OF COMPANIES

OVER $1B

* dōTERRA was omitted from the original list 3/25/25. However, their numbers were made public after.

The list will not be reordered—but we recognize their achievements. d i r e c t s e l l i n g n e w s . c o m 13 3

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THE

CO M PA N I E S AT A

GLANCE

T

HIS YEAR’S DSN GLOBAL 100 LIST acknowledges the TOP 10 companies achieving more

than $100 million in annual revenue for 2024. / In a testament to the enduring strength and viability of the direct selling channel, 15 companies in our industry reported $1 billion or

more in revenue. DSN appreciates and congratulates all the companies that willingly participated in the Global 100 as well as the dedicated team of researchers who helped compile and chronicle the remarkable achievements of direct sellers around the globe. / We believe there is much to

celebrate in our channel—and here we offer 10 compelling reasons!

>

d i r e c t s e l l i n g n e w s . c o m 13 5

D S N

1

G L O B A L

1 0 0

/

C O M PA N Y

2

P R O F I L E S

2 0 2 4 N E T S A L E S : $5.00 billion

3

7

8

9

C O U N T RY: USA Primerica is uniquely positioned to understand the needs of their clients because their Representatives are Main Street families, just like the clients being served. Primerica assists clients in meeting their needs for term life insurance, which it underwrites, as well as mutual funds, annuities and other financial products, which it distributes primarily on behalf of third parties.

2023 R ANK: 9 2023 NET SALES: $2.81 billion SALES METHOD: Person-to-Person COMPENSATION STRUC TURE: Multi-Level PRODUC TS: Financial Services M ARKETS: 2 PRIM ARY M ARKET: USA SALESPEOPLE: 151,000+ EMPLOYEES: 2,800+ HE ADQUARTERS: Duluth, Georgia E XECUTIVE: Glenn J. Williams, CEO YE AR FOUNDED: 1977 STOCK SYMBOL: PRI-NYSE

C O U N T RY: South Korea A leader in the life-care service sector, Coway products range from cosmetics and home care products to home wellness appliances, including water purifiers, air purifiers, bidets and water softeners.

2023 R ANK: 8 2023 NET SALES: $2.90 billion SALES METHOD: Person-to-Person COMPENSATION STRUC TURE: Multi-Level PRODUC TS: Home Appliances, Home Care, Cosmetics M ARKETS: 40+ PRIM ARY M ARKET: Asia SALESPEOPLE: Not Available EMPLOYEES: 10,000+ HE ADQUARTERS: Seoul, South Korea E XECUTIVE: Jangwon Seo, CEO YE AR FOUNDED: 1989 STOCK SYMBOL: 021240-KRX WEBSITE: cowaymega.com

AMWAY

2 0 2 4 N E T S A L E S : $7.40 billion

C O U N T RY: USA Amway is an entrepreneur-led health and wellness company based in Ada, Michigan. It is committed to helping people live better lives— across more than 100 markets worldwide.

Top-selling brands are Nutrilite™, Artistry™ and XS™—all sold by entrepreneurs who are known as Amway Business Owners.

2023 R ANK: 1 2023 NET SALES: $7.70 billion SALES METHOD: Person-to-Person COMPENSATION STRUC TURE: Multi-Level PRODUC TS: Beauty, Food & Beverage, Fragrance, Health & Wellness, Fitness, Home Care, Home Decor, Kitchenware & Appliances M ARKETS: 100+ PRIM ARY M ARKETS: China, USA, South Korea, Japan, Thailand, Taiwan, India, Russia, Malaysia, Hong Kong SALESPEOPLE: 1,000,000+ EMPLOYEES: 14,000+ HE ADQUARTERS: Ada, Michigan E XECUTIVE: Michael Nelson, CEO YE AR FOUNDED: 1959 WEBSITE: amwayglobal.com

PRIMERICA FINANCIAL SERVICES

2 0 2 4 N E T S A L E S : $3.07 billion

13 6 D I R E C T S E L L I N G N E W S |

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HERBALIFE NUTRITION

C O U N T RY: USA Herbalife Nutrition is a global company that has been changing people’s lives with great nutrition products and a proven business opportunity for its independent distributors since 1980. The company offers highquality, science-backed products, sold in over 90 countries by entrepreneurial distributors who provide one-on-one coaching.

2023 R ANK: 3 2023 NET SALES: $5.10 billion SALES METHOD: Person-to-Person COMPENSATION STRUC TURE: Multi-Level PRODUC TS: Cosmetics, Food & Beverage, Personal Care, Health & Wellness M ARKETS: 95 PRIM ARY M ARKET: USA SALESPEOPLE: 4.5 million EMPLOYEES: 9,900+ HE ADQUARTERS: Los Angeles, California E XECUTIVE: Stephan Gratziani, CEO YE AR FOUNDED: 1980 STOCK SYMBOL: HLF-NYSE WEBSITE: herbalife.com

COWAY

2 0 2 4 N E T S A L E S : $3.00 billion

EXP REALTY

2 0 2 4 N E T S A L E S : $4.60 billion

C O U N T RY: USA eXp is one of the world’s fastest-growing real estate brokerages. All real estate professionals are connected through a unique cloud-based platform. eXp is breaking boundaries through a highly competitive compensation package and a global community of agents, leadership and partners.

2023 R ANK: 4 2023 NET SALES: $4.30 billion SALES METHOD: Person-to-Person COMPENSATION STRUC TURE: Multi-Tiered PRODUC TS: Real Estate Services M ARKETS: 24 PRIM ARY M ARKET: USA SALESPEOPLE: 82,980+ EMPLOYEES: Not Available HE ADQUARTERS: eXp World, an all-virtual campus E XECUTIVE: Glenn Sanford, Founder YE AR FOUNDED: 2009 STOCK SYMBOL: EXPI-NASDAQ WEBSITE: exprealty.com

UTILITY WAREHOUSE

2 0 2 4 N E T S A L E S : $2.59 billion

C O U N T RY: United Kingdom Utility Warehouse is the UK's only fully integrated provider of a wide range of competitively priced utility services spanning the communications, energy and insurance markets. Customers benefit from the convenience of a single monthly statement, consistently good value across all their utilities and exceptional levels of service.

2023 R ANK: 7 2023 NET SALES: $2.99 billion SALES METHOD: Person-to-Person COMPENSATION STRUC TURE: Multi-Level PRODUC TS: Services M ARKET: 1 PRIM ARY M ARKET: United Kingdom SALESPEOPLE: 65,000+ EMPLOYEES: 2500+ HE ADQUARTERS: London, United Kingdom E XECUTIVE: Stuart Burnett, Co-CEO YE AR FOUNDED: 1997 STOCK SYMBOL: TEP-LON WEBSITE: uw.co.uk

4

NATURA &CO

2 0 2 4 N E T S A L E S : $4.20 billion

5

VORWERK SE & CO. KG

2 0 2 4 N E T S A L E S : $4.10 billion

C O U N T RY: Brazil Natura &Co is a global purpose-driven group uniting Natura and Avon. Operating in more than 100 countries, with over 900 stores, 22,000 employees and nearly 7 million representatives and consultants, Natura believes in challenging the status quo to promote positive economic, social and environmental impact.

2023 R ANK: 2 2023 NET SALES: $5.30 billion SALES METHOD: Person-to-Person COMPENSATION STRUC TURE: Single-Level PRODUC TS: Beauty, Clothing & Accessories, Home Care M ARKETS: 100+ PRIM ARY M ARKET: Brazil SALESPEOPLE: 7.6+ million EMPLOYEES: 35,000+ HE ADQUARTERS: São Paulo, Brazil E XECUTIVE: Fábio Colletti Barbosa, Group CEO YE AR FOUNDED: 1969 STOCK SYMBOL: NTCO3-Sáo Paulo WEBSITE: naturaeco.com

C O U N T RY: Germany The Vorwerk SE & Co. KG family enterprise was founded in 1883. The holding company’s registered office is in Wuppertal, Germany.

Vorwerk’s core business encompasses both the production and sale of high-quality household products (primarily the Thermomix® kitchen appliance and Kobold vacuum cleaner).

2023 R ANK: 5 2023 NET SALES: $4.20 billion SALES METHOD: Party Plan COMPENSATION STRUC TURE: Single-Level PRODUC TS: Home Care, Home Decor, Kitchenware & Appliances, Services M ARKETS: 60+ PRIM ARY M ARKETS: USA, Mexico, Europe, China SALESPEOPLE: 103,000+ EMPLOYEES: 9,000+ HE ADQUARTERS: Wuppertal, Germany E XECUTIVE: Dr. Thomas Stoffmehl, Speaker of the Executive Board YE AR FOUNDED: 1883 WEBSITE: vorwerk.com

10

10

DŌTERRA*

2 0 2 4 N E T S A L E S : $2.00 billion

C O U N T RY: USA dōTERRA provides the highest-quality essential oils to people around the globe. dōTERRA’s mission is to help the world heal by assisting people to take control of their lives one drop at a time.

2023 R ANK: N/A 2023 NET SALES: N/A SALES METHOD: Person-to-Person COMPENSATION STRUC TURE: Multi-Level PRODUC TS: Health & Wellness, Personal Care, Home Decor & Appliances M ARKETS: 45 PRIM ARY M ARKET: USA SALESPEOPLE: 3 million+ EMPLOYEES: 500+ HE ADQUARTERS: Pleasant Grove, Utah E XECUTIVE: Kirk Jowers, CEO YE AR FOUNDED: 2008 WEBSITE: doterra.com

6

PM-INTERNATIONAL

2 0 2 4 N E T S A L E S : $3.22 billion

C O U N T RY: Luxembourg PM-International develops and distributes premium, cutting-edge products for health, fitness and beauty through its own brand, FitLine®.

2023 R ANK: 6 2023 NET SALES: $3.03 billion SALES METHOD: Person-to-Person COMPENSATION STRUC TURE: Multi-Level PRODUC TS: Beauty, Health & Wellness, Fitness M ARKETS: 71 PRIM ARY M ARKET: Germany SALESPEOPLE: 150,000+ EMPLOYEES: 1000+ HE ADQUARTERS: Schengen, Luxembourg E XECUTIVE: Rolf Sorg, Founder & CEO YE AR FOUNDED: 1993 WEBSITE: pm-international.com

ATOMY

2 0 2 4 N E T S A L E S : $1.83 billion

C O U N T RY: South Korea Atomy is a South Korean network marketing company that was founded in 2009. Its business motto is “Absolute Quality Absolute Price.” Atomy’s primary products are health supplements, skincare products, cosmetics and diverse consumer goods.

2023 R ANK: 12 2023 NET SALES: $1.71 billion SALES METHOD: Person-to-Person COMPENSATION STRUC TURE: Multi-Level PRODUC TS: Beauty, Food & Beverage, Health & Wellness, Fitness, Home Decor, Kitchenware & Appliances M ARKETS: 27 PRIM ARY M ARKET: South Korea SALESPEOPLE: Not Available EMPLOYEES: 570+ HE ADQUARTERS: Gongju, South Korea E XECUTIVE: Han-Gil Park, Chairman YE AR FOUNDED: 2009 WEBSITE: atomy.kr

D IREC T S E LLING NE WS WOU LD LIK E TO CONG R ATU L ATE A LL THE COM PA NIE S OF THE 2025 G LOBA L 100!

OTE: There are several privately-held companies N not represented on the list, some of whom have participated in the past, who opted not to report their financial data for 2024. * dōTERRA was omitted from the original list 3/25/25.

However, their numbers were made public after.

The list will not be reordered—but we recognize their amazing achievements. d i r e c t s e l l i n g n e w s . c o m 137

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6 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 CHELSEA HUGHES

BOOK /

Employment Is Dead: How Disruptive Technologies Are Revolutionizing the Way We Work

BY DEBORAH PERRY PISCIONE & JOSH DREAN

In a post-pandemic world with disruptive technologies on the rise, business leaders are faced with the need to adapt or get left behind. In this new book, authors Deborah Perry Piscione and Josh Drean explore how AI and other innovations can transform the workplace—for better or for worse. They challenge the reader to embrace change and offer insights about successfully navigating this new landscape. With case studies and cutting‑edge examples, this book helps you positively harness technology.

A I TO O L /

APP /

Imprint In many ways, our smartphones are making us dumber

Doodle

by replacing our critical thinking skills with mental shortcuts

Streamline the meeting scheduling process with Doodle. With its user-friendly, centralized platform, Doodle allows invitees to choose the times that

and doom scrolling habits. Enter Imprint: a highly rated app that makes the world’s most important knowledge

work best for them. Using a visual poll format, all

easy to learn, internalize and apply to your life. Imprint

participants can see where schedules overlap and

does this by simplifying complex concepts from the world’s

which slot is best for the group. Doodle enhances collaboration and productivity while integrating with your favorite apps and tools, such as Outlook,

insights on topic such as leadership, psychology, finance, technology and much more..

Teams, Zoom and more.

13 8 D I R E C T S E L L I N G N E W S |

greatest thinkers and making them visual. You’ll gain key

M AY/ J U N E 2 0 2 5

“

6 WORDS TO LEAD BY:

Your level of success will rarely exceed your level of personal development, because success is something you attract by the person you become. — J I M R O H N

P O D CA ST /

The One You Feed

BY ERIC ZIMMER

Inspired by the parable of the two wolves at odds within every person, The One You Feed is an award-winning podcast hosted by behavior coach and writer Eric Zimmer. Zimmer helps others live a more fulfilling life by interviewing experts who offer actionable strategies and inspiring insights that nurture the “good wolf” within. Episodes cover topics like mindset, happiness, wealth and emotions, blending wisdom and practicality, to help listeners live their best life.

AU D I O B O O K /

The Obstacle Is the Way: The Timeless Art of Turning Trials into Triumph

WEBSITE /

Power of Storytelling

BY PHILIPP HUMM

B Y R YA N H O L I D AY

Storytelling is an art that grows brands and

Entrepreneurship is not for the faint of heart! In the Wall Street

closes sales. Spinning a good yarn also helps

Journal bestseller, The Obstacle is the Way, Ryan Holiday illustrates

people seem far more compelling, keeping

how some of the most remarkable people in history found their

others engaged in what they have to say—or

success. From Amelia Earhart to Steve Jobs, the common thread of their victories was the application of stoicism: the ancient Greek philosophy of enduring adversity with resilience. With true stories

sell. The Power of Storytelling is a website filled with content that teaches how to sharpen the way you tell stories, communicate and present information. There are even free instructional

of leaders from every era, this is groundbreaking for anyone who

material, like videos, a blog, a newsletter and

feels frustrated or stuck.

even a five-day storytelling course. DSN

d i r e c t s e l l i n g n e w s . c o m 13 9

64K+ 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 90+ 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.

RECENT EPISODES!

[ EPISODE 99 ] Avoiding the Trust Crisis with

Gordon Hester / Leading Industry Consult & Expert

“

[ EPISODE 100 ] The Past, Present and Future of Direct Selling with Stuart Johnson / Founder & CEO

of Direct Selling News

“

THE MINUTE YOU START competing against your field, you lose the trust of your field.

We’re a relationship business—what matters more than trust?

LAYERING ON AN AFFILIATE MODEL to a legacy company has not created any growth or sustainable enterprise in the past 12 or 24 months—full stop.

[ EPISODE 101 ] How Sunrider Is Revolutionizing Direct Selling with Technology with Gareth Hooper / CIO of Sunrider

[ E P I S O D E 1 0 2] From Politics to Purpose with

Kirk Jowers / CEO of dōTERRA

LOOK HOW FAR we’ve come in just 18 months.

Now imagine all the tedious reports that we will be able to automate in the future.

WE’RE LOCKED IN on five things that will help us capitalize on what I see as massive opportunity in the health and wellness space this year.

“

“

NEVER MISS AN EPISODE—2025 is becoming another year of insights, tips, takeaways and action items from 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.

BLAKE MALLEN Billion Dollar Brand Builder & Community Marketing Strategist / SHIFT Podcast Host

TOP 100 in US* TOP 50 in Canada* 41K+ unique downloads *IN ENTREPRENEURSHIP PODCASTS

5-STAR REVIEWS! “A *MUST* podcast for any entrepreneur looking to level up in business.”

The SHIFT podcast, hosted by Blake Mallen, sets a bold new standard for excellence in direct selling. It’s a community and platform from a trusted source where top performing distributors can share their stories to motivate and inspire micro‑entrepreneurs across the globe.

The SHIFT not only helps your existing distributors grow as people, it can help you grow in numbers! We talk about what’s working today, empowering your field with the right tools and the right mindset to finally make The SHIFT! 2025 is bringing even more SHIFTS— packed with new momentum, new ideas and new perspectives! We’re giving you the power to shine a spotlight on today’s trailblazers and power players by using the QR code to nominate your top performing field leaders.

“All the gas you need to set fire to your business!”

“Modern twists on traditional selling dynamics!”

“Golden nuggets of tips, strategy and encouragement!”

N O M I N ATE YO U R TO P PE R FO R M E R S TO DAY !

Listen on your favorite platform and visit ShiftPodcast.com to share with your community.

Scan the QR code to nominate a field leader for the SHIFT podcast.

M A K E T H E S H I F T I N 2 0 2 5 ! H E L P Y O U R P E O P L E A N D B U S I N E S S G R O W.

N E W E P I S O D E S D R O P E V E R Y M O N D AY

JOHN TSAI

MARY KAY KEMPER

SARAH BJORGAARD

GARRETT MCGRATH

ROBIN PACKARD

TRISHA DEMING

ANDREA GEBHARDT

ELLEN LUDWIG

DAN MCCORMICK

DSU SPECIAL EDITION

TAMARA SWEASY

SARAH ROBBINS

GLORIA MAYFIELD BANKS

JENNIFER JONES

WES LINDEN

JESSICA LOFTIS

GREG & LENIKA SCOTT

NICK MARTINEZ

THOMAS TIDLUND & DONNA JOHNSON

BRIAN CARRUTHERS

ADA CABALLERO

DOUG & THEA WOOD

SEASON OF SHIFT

DSU SHIFT PANEL

JORDAN ADLER

STEVE & GINA MERRITT

ANTHONY NAPOLITANO

RICHARD BLISS BROOKE

BETSEY BISHOP

SARAH ROBBINS & MELANIE MITRO

W O R K I N G

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FA S T- E V O LV I N G

T E C H N O LO GY

Keeping Up with Fast-Evolving Technology Discover the game-changing trends modernizing direct selling shopping platforms.

BY RODGER SMITH, HEAD OF BUSINESS

T

DEVELOPMENT / EXIGO

HE DIRECT SELLING INDUSTRY HAS COME A LONG WAY from person-to-person selling and home parties, to a focus on compensation, recruiting and early adoption of web in the mid ’90s. It has always adapted and evolved.

But when it comes to technology and ecommerce, the direct selling industry has lagged.

Many companies are stuck with outdated online experiences. To thrive in direct selling today, companies need modern shopping solutions that compete with online commerce brand experiences—solutions that address the specific needs of authentic person-to-person relationships.

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The Evolution of Direct Selling The direct selling channel’s journey from personal selling to purpose-built ecommerce platforms has been challenging. This has shined a spotlight on the need to adapt to changing consumer behavior and technology.

Initially, success was based on individual interactions and in-home demos. The multi‑level marketing (MLM) model further shaped the industry. The internet arrived and another evolution was needed. Early big players pioneered online engagement but struggled to find ways to keep pace with technology. Today, modern, efficient and scalable shopping experiences are critical. Unfortunately, solutions that work for a typical online brand don’t necessarily work for direct selling or the MLM channel.

Another challenge faced by direct sales is that, while technological innovation is crucial to scale and remain competitive, it can’t come at the cost of diluting focus from the most crucial elements of the business model: delivering great experiences and great products to people. Companies need to strategically integrate modern commerce and other technologies to enhance, rather than distract from, their people and products.

TO THRIVE IN DIRECT SELLING TODAY, COMPANIES NEED

MODERN

SHOPPING SOLUTIONS THAT COMPETE WITH ONLINE COMMERCE BRAND EXPERIENCES.

1 / G LO B A L Many direct selling companies operate in multiple markets and require solutions that can handle multimarket operations, localized payments that increase conversion rates and cross-border logistics, compliance, payments and taxes.

Unique Needs, Complex Solutions For online commerce, the direct selling industry has unique needs that generic ecommerce platforms can’t meet. These needs can be categorized into four key areas.

2 / FIELD Companies must balance the complex nuances of enrollment processes with elegant sharing/ commerce; manage millions of sellers; and ensure proper attribution and genealogy. These require robust and specialized systems. d i r e c t s e l l i n g n e w s . c o m 1 4 5

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3 / CONNEC TED Seamless integration with other systems like logistics, ERP, CRM and back-office operations are key.

4 / CONTROL

AI-DRIVEN INSIGHTS AND PERSONALIZED PROMPTS EMPOWER DISTRIBUTORS AND

MOVE

FROM REACTIVE TO PROACTIVE, BUILDING THEIR BUSINESS WITHOUT UNNECESSARY COMPLEXITY.

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Companies need to maintain global brand integrity and create a cohesive customer experience while meeting each market’s local governance requirements.

Key Trends and Solutions To solve for these complexities, several key trends are shaping the development of direct selling shopping platforms.

1 / G LO B A L F L E X I B I L I T Y A N D LO C A L I Z AT I O N

Companies need solutions that offer global flexibility with market specific personalization including localized language, content, pricing, currencies and promotions. Solutions should support multi-market operations without increasing operational complexity and cost.

4 / R E A L-T I M E I N S I G H T S W I T H AT T R I B U T I O N A N D A I

Unified systems can use AI to transform direct selling.

These systems can track and account for distributor activity in real-time, analyze patterns across genealogy, ranks, payouts and sales data and forecast future behavior. AI-driven insights and personalized prompts empower distributors and move from reactive to proactive, building their business without unnecessary complexity.

A Solution to Challenges Direct selling businesses face many challenges: managing multi-market operations, localizing content, integrating systems and improving field performance.

A perfect direct selling ecommerce solution should address these challenges by: n Running multi-market operations that scale. n Simplifying control over market-by-market content. n Using a fully integrated and connected ecosystem via open APIs. n Having fast, easy-to-support replicable sites through templated control. n Giving exact field credit and payouts. n Driving AI insights and coaching to drive growth.

To truly compete in today’s world, a connected, efficient ecosystem is essential—not just for corporate success but to empower distributors with an effortless, authentic experience.

2 / OPEN API CONNEC TIVIT Y

Looking Ahead

Breaking out of the “walled garden” is essential.

Open APIs enable seamless integration with other systems, scalability and flexibility. This avoids platform lock-in where data gets trapped and reduces reliance on costly third-party plug-ins that increase operational complexity and risk.

The future of direct selling shopping platforms is about providing complete integrated solutions that empower companies and their distributors. It’s more important than ever in today’s fast paced, information overloaded world to make it easy for distributors to connect with customers and teams in the spare moments they have. By focusing on efficiency, knowledge and growth these platforms are building the next generation of direct selling. DSN

3 / T E M P L AT E D M O D I F I A B L E SOLUTIONS

Solutions with pre-built templates optimized for usability and conversion are a big win. These templates should be web- and mobile-friendly and help companies get to market faster, save costs and be easier to maintain. Low- or no-code solutions allow non-technical staff to manage and update the platform, making it even more efficient.

RODGER SMITH is Head of Business Development at Exigo. Since 2002, he has brought his entrepreneurial mindset and no-nonsense, sincere leadership style to the direct and social selling industry. Rodger has built large direct selling teams himself as an independent distributor. At Exigo he continues to work on his ultimate goal: to disrupt and heal the industry from historically bad software experiences by providing best-of-breed, intuitive solutions. Rodger has advised both corporate executive and top distributors at many of the channel’s top companies. d i r e c t s e l l i n g n e w s . c o m 1 47

As Clouds of Misguided Regulation and Government Overreach Gather, We Find Strength in Sheltering Together Whether it’s standing against regulatory overreach on Capitol Hill or advancing anti-pyramid scheme legislation in state houses across the nation, DSA protects the entrepreneurial spirit that is the channel’s independent sales forces.

When direct sellers come together, a safe haven forms. And when you join our community, we become even stronger.

DSA cannot do it without you: learn more about the benefits of DSA membership at dsa.org/membership.

Apply or renew today!

D S A

M E S S A G E

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Defending Direct Selling: A Collective Effort

W

HEN I STEPPED INTO MY ROLE AS DSA CEO in late January, I was filled with excitement, a little anxiety and a deep curiosity about the people who make this channel so vibrant and resilient.

If we’ve met, you already know I’m driven by a desire to connect and understand people’s stories. This community is overflowing with stories of passion, grit and tenacity. The aura that surrounds direct selling is truly palpable in every conversation I’ve had—it makes me even more excited to be part of it.

My personal history with the channel started in college, selling ACN services.

I felt proud to promote something I used every day, energized by conversations with customers and motivated by the sense of accomplishment as I built a team. Coming back to this amazing, mission-driven family brings a full-circle feeling that I cherish.

I take the helm at DSA during a time of heightened scrutiny from federal and state regulators. At the recent SSN and DSN conferences, I emphasized the urgent need for unity as we face down government overreach and protect the entrepreneurial spirit that fuels direct selling.

DAVE GRIMALDI

CEO of the US Direct Selling Association

#COMMUNITY #STRONGERTOGETHER

That’s why we launched WeAreDirectSelling.com, a bilingual advocacy campaign empowering not just distributors, but their families, friends and communities to be heard in Washington, D.C. The FTC has proposed new rules that could significantly impact the way our channel operates. While we await their publication in the Federal Register, more than 20 companies have already stepped forward in preparation. On April 4, the US Chamber of Commerce—joined by Melaleuca and Amway—sent a strong letter to FTC Chairman Andrew Ferguson, urging the Commission to reject these proposals, which were introduced during the final days of the previous administration and stand in contrast to today’s deregulatory priorities.

At the state level, we’ve seen strong momentum. In Missouri, dozens of letters supported HB1120 and HB1138— bills aligning with model legislation adopted in 28 states.

DSA cannot do this alone. Your engagement—through advocacy, compliance and action—is vital.

Let’s move forward—united, as one channel, one voice. DSN

d i r e c t s e l l i n g n e w s . c o m 14 9

CONSULTANTS/

CONSULTANTS/

MANAGEMENT

MANAGEMENT

I N S I G H TS

LACORE COMMERCE

GOBI INSIGHTS

SOFTWARE/

DISTRIBUTOR RESOURCES &

TECHNOLOGY SOLUTIONS

SOLUTIONS

jbutcher@lacorecommerce.com / lacorecommerce.com

THANK YOU to our Supplier Members > DSN’S MISSION is to support and serve the

APPTOR

877-359-1870 / gobi-insights.com

IMPACT

+972-5467-06315 / apptor-ai.com

srojas@impacthealthsharing.com / impacthealthsharing.com

E-COMMERCE

E-COMMERCE

FULFILLMENT

FULFILLMENT

channel through journalism BLOOKANOO

and advocacy. That mission is made possible thanks to the generosity of our Supplier Members.

ORDERGROOVE

sales@blookanoo.com / blookanoo.com

marketing-team@ordergroove.com / ordergroove.com

CREDIT CARD/PAYMENT

CREDIT CARD/PAYMENT

PROCESSING

PROCESSING

CHECKOUT.COM

RUNA

PAYMENT OPTIMIZATION

SOFTWARE/TECHNOLOGY

MANAGEMENT

SOLUTIONS

Thank you for continued support and dedication.

tyler.chapman@checkout.com / checkout.com

FLEXPAY

817-300-1996 / flexpay.io

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runa.io

ZIPLINGO

info@ziplingo.com / ziplingo.com

SUPPLIER DIRECTORY

Businesses Supporting Your Business LOOKING TO BECOME more efficient and effective? Consider bringing in an outside resource and relying on their expertise. The companies on the following pages are proven partners to direct selling companies. They understand the challenges you face—and have the experience and expertise to help you

LPT 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.

PAYQUICKER 400 Linden Oaks, Suite 320 Rochester, NY 14625 844-258-3006 payquicker.com PayQuicker is the leading global payout provider to direct selling organizations.

Instantly make secure and compliant payouts to your field in local currency across the globe with our award-winning solution that provides the largest selection of flexible and modern spend options.

WORLDPAY 8500 Governors Hill Drive Cincinnati, OH 45249 866-622-2390 worldpay.com Worldpay powers businesses of all sizes to make, take, and manage payments. Whether online, in store or mobile, you’ll find Worldpay at the heart of great commerce experiences globally.

CONSULTANTS/M ANAGEMENT

901 Sam Rayburn Hwy Melissa, TX 75454 sales@lpt.io lpt.io

COMMISSION PAYMENT SERVICES

LPT

CONSULTANTS/M ANAGEMENT

COMMISSION PAYMENT SERVICES

solve them.

LACORE COMMERCE 901 Sam Rayburn Hwy Melissa, TX 75454 801-891-5873 lacorecommerce.com At LaCore Commerce, we turn your Amazon chaos into control—and your brand into a revenue machine.With $200M+ in sales managed and thousands of unauthorized sellers and listings removed, we’re the go-to partner for 50+ direct selling companies.

If you’re tired of losing control on Amazon, let’s fix it—for good.

I N S I G H TS

GOBI INSIGHTS 90 W 500 S Bountiful, UT 84010 877-359-1870 gobi-insights.com Gobi Insights optimizes post-checkout e-commerce operations for direct selling companies. Using its CARO process, Gobi identifies cost-saving opportunities in payments, sales tax, fulfillment, and more—enhancing efficiency and profitability without requiring changes to the existing e-commerce platform.

STRATEGIC CHOICE PARTNERS 2201 Long Prairie Road, Suite. 107-316 Flower Mound, TX 75022 407-891-9265 strategicchoicepartners.com SCP offers the most holistic consulting services specific to direct selling companies today. We’ve worked with more than 70 companies over the last three years alone, and served more than 250 years collectively in the industry.

d i r e c t s e l l i n g n e w s . c o m 1 5 1

Checkout.com is a global payments platform built for performance. In a complex, fast-changing industry, we provide the technology and expertise to help you thrive—one transaction at a time. Trusted by leading brands like Sony, Wise, and GE Healthcare, we turn payment challenges into opportunities for innovation.

CITCON USA LLC. 2055 Gateway Place, Suite 500 San Jose, CA 95110 808-647-4409 citcon.com Citcon delivers innovative, reliable payment solutions enabling merchants to accept over 150 global mobile wallets and alternative methods via one single API. Our unified platform simplifies local to local, cross-border, online, in-store, and mobile transactions, enhancing security, speed, and customer satisfaction.

RUNA runa.io Leading fintech, Runa, provides the infrastructure powering payouts to 5 billion+ consumers across 190+ countries.

Businesses instantly transfer funds to cards, wallets, or through gift cards, boosting revenue & simplifying transactions. Based in London & New York, Runa is backed by leading investors.

IMPACT HEALTH SHARING 8210 W State Rd 84 Davie, FL 33324 impacthealthsharing.com A non-profit organization offering an affordable solution to one of your distributor’s biggest challenges and financial burdens—affordable healthcare.

Since 2020, we’ve helped thousands of members reduce their healthcare costs by 30%-50% through a modern, communitydriven solution that works better and feels better—the way it should be.

GLOBAL ACCESS, LLC 2889 W Ashton Blvd, Suite 350 Lehi, UT 84043 801-420-9200 globalaccess.com Global Access provides end-to-end international shipping solutions for direct selling companies, specializing in cross-border logistics, duties and taxes, compliance, and technology. Our platforms streamline global fulfillment, reduce costs, and ensure seamless delivery to customers worldwide.

MINER GROUP LLC

LACORE LOGISTICS 900 Wilmeth Road McKinney, TX 75069 214-817-4802 lacorelogistics.com LaCore Logistics provides distribution and order fulfillment services. Our highly automated distribution center provides both domestic and international directto-consumer shipping solutions. We offer omni-channel fulfillment solutions ranging from marketplace fulfillment for leading marketplaces to business-to-business fulfillment for leading retailers.

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

NEXIO 727 N 1550 E, 3rd Floor Orem, UT 84097 877-551-5504 nex.io Nexio simplifies and accelerates payment processing in the Direct Sales Industry. Nexio offers swift deployment to distributors, streamlined payment operations and seamless integration with software solutions allowing you to navigate payment complexities with ease and confidence.

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DISTRIBUTION/FULFILLMENT/LOGISTICS

40 10th Ave New York, NY 10014 tyler.chapman@checkout.com checkout.com

CREDIT CARD/PAYMENT PROCESSING

CHECKOUT.COM

CUSTOMS CLE AR ANCE, EXPORTS, LOGISTICS

CREDIT CARD/PAYMENT PROCESSING

SUPPLIER DIRECTORY

M AY/ J U N E 2 0 2 5

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.

QUICKBOX 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!”

827 W 525 Highlake Rd, Suite 628 Winfield, IL 60190 blookanoo.com Bloo Kanoo empowers direct selling distributors with interactive livestream shopping, enabling real-time engagement, product demonstrations, and seamless purchasing. Our platform blends online and in-person experiences, helping distributors build authentic connections, boost sales, and enhance customer confidence through shoppable video commerce.

KATAPULT EVENTS 5840 Red Bug Lake Road, Suite 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!

EXECUTIVE RECRUITMENT

BLOO KANOO

EVENT PRODUC TION

E-COMMERCE FULFILLMENT

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

DIRECT SALES EXPERTS INC. EXECUTIVE SEARCH 8305 Via Vittoria Way Orlando, FL 32819 craig@directsalesexperts.com 407-489-3351 directsalesexperts.com Direct Sales Experts is a highly confidential Global Executive Search Firm with over 50,000 top direct sales executives on file.

Let us help you find A Players to grow your business.

MERESTONE

382 NE 191st Street, Suite 56661 Miami, FL 33179 marketing-team@ordergroove.com ordergroove.com

EVENT M ANAGEMENT

Ordergroove is the leading subscription platform for direct selling brands, driving predictable, recurring revenue. The world’s largest and fastest-growing brands like Juice Plus+, Plexus Worldwide, and Metagenics rely on Ordergroove’s seamless and frictionless subscription experience to maximize customer lifetime value.

6380 Silver Sage Dr. Park City, UT 84098 dianna@adimeetings.com 321-423-7229 adimeetings.com ADI meetings is a women owned global corporate incentive travel, meetings, and event management company. We curate once-in-a-lifetime experiences for your attendees, connecting top achievers to your brand while understanding and meeting the needs of your industry.

844-344-7177 hannashea.com

Merestone is an award-winning production company with 50 years of expertise, specializing in creative services, trade show design, scenic fabrication, and cutting-edge audio-visual and lighting solutions to create immersive, high-impact brand experiences at events worldwide.

MULTI IMAGE GROUP

ADI MEETINGS & EVENTS

HANNA SHEA

1701 Clint Moore Road Boca Raton, FL 33487 800-523-2682 mig.cc Founded in 1979, Multi Image Group (MIG) is a women-owned, family-run creative event production company fueled by innovators, strategists, and technologists who craft custom live, hybrid & virtual experiences for some of the world’s biggest brands.

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.

LEGAL AND COMPLIANCE

ORDERGOOVE

82625 S. Wilson St., Suite 101 Tempe, AZ 85282 480-945-4631 merestone.com

MOMENTUM FACTOR 4801 Spicewood Springs Rd,Suite 250 Austin, TX 78759 512-690-2134 momofactor.com Momentum Factor is a leading digital risk management firm specializing in online compliance monitoring and global online reputation management services for the direct selling industry. Our passion and mission are to protect companies from the brand and regulatory risks associated with online and social media technologies.

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SOFT WARE/TECHNOLOGY SOLUTIONS

410 Saint Nicolas St, Suite #007 Montreal, QC H2Y 2P5 817-300-1996 flexpay.io FlexPay is the leading failed payment recovery platform for auto-ship and recurring payment businesses. FlexPay’s innovative platform uses multiple technologies to achieve the highest failed payment recovery rate, resulting in reduced involuntary churn and faster revenue and profit growth.

APPTOR.AI Yitzhak Sade 37 Tel Aviv, Israel +972-5467-06315 apptor-ai.com Apptor.AI powers AI-driven messaging and automation for direct selling companies and distributors, seamlessly integrating into your existing CRM and back-office systems.

Our platform helps distributors engage customers, predict behavior, personalize communication, and drive sales through intelligent, automated actions that boost retention and revenue.

FLUID 139 Hunters Grove Lane, Suite 207 Lehi, UT 84043 385-336-7404 fluid.app The front end for Direct Selling. AI-Powered E-commerce, Mobile App, Website Builders, and Social Selling.

Boards is a field activation and communication platform used by over 3 million distributors worldwide. With Boards, brands can connect with their fields, tailor content and communication, enhance training, and gain valuable data insights.

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M AY/ J U N E 2 0 2 5

1208 E. Kennedy Blvd., Suite 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.

HUSSLE

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

1633 W Innovation Way, 5th Floor Lehi, UT 84043 800-544-7044 hussle.tech

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.

Hussle’s all-in-one solution makes it easier for sellers to connect, share, and sell. We guide them to the right actions at the right time so they can sell smarter, perform better, and fuel serious revenue growth.

INFOTRAX SYSTEMS

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

691 S. Milpitas Blvd, Suite 212 Milpitas, CA 95035 boards.com/brands

FLIGHT COMMERCE

BYDESIGN TECHNOLOGIES

EXIGO

BOARDS

SOFT WARE/TECHNOLOGY SOLUTIONS

FLEXPAY

SOFT WARE/TECHNOLOGY SOLUTIONS

PAYMENT OPTIMIZ ATION M ANAGEMENT

SUPPLIER DIRECTORY

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.

1875 S. State Street, Suite 3000 Orem, UT 84097 801-431-4900 infotraxsys.com Software & SaaS solutions for startup, emerging, and global direct selling companies. See our ad on the back cover.

201 NE Park Plaza Dr., Ste. 220 Vancouver, WA 98684 360-256-4400 jenkon.com Constant innovation and software stability are the reason world leaders rely on Jenkon.

Tailoring software partnerships, unique to each customer, empower our five decades of leadership. Jenkon customers control their own destiny, while leveraging our latest innovations. Contact Jenkon today!

NOWSITE now.site Nowsite is an AI-powered platform for network marketers that makes social media, lead generation, and sales simple. In just 30 days, the impact of Nowsite is significant — the average user achieves a 132% increase in social media engagement, 80% more leads and 40% more sales. Trusted by over 100,000 users in 130 countries and 150 languages, Nowsite helps network marketers sell more, recruit faster, and grow their businesses with ease.

SOFT WARE/TECHNOLOGY SOLUTIONS

JENKON

TA X SERVICES

SOFT WARE/TECHNOLOGY SOLUTIONS

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

ZIPLINGO 355 South 520 West, Suite 100 Lindon, UT 84042 info@ziplingo.com ziplingo.com Ziplingo is a messaging platform for Direct Selling companies—automating realtime communication with distributors and customers. It connects to your back-office and powers global channels like Email, SMS, WhatsApp, Telegram, and more, streamlining messaging across teams, markets, and languages.

AVALARA 512 S Mangum St. #100 Durham, NC 27701 niki.hocking@avalara.com avalara.com Avalara automates tax compliance for businesses, managing sales tax, VAT, and global tax regulations. Trusted worldwide, Avalara simplifies complex processes across borders so companies can stay compliant and focus on growth.

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

RALLYWARE 650 Castro St, Suite 120-376 Mountain View, CA 94041 877-858-8857 rallyware.com Rallyware is the Field Enablement Platform delivering a modern distributor daily experience—personalized sales and recruiting guidance, training, and incentives. As a trusted technology partner to top global brands, Rallyware is committed to sustained growth and field success.

DSN

DIRECT SELLING NEWS

Companies in the Supplier Guide are not endorsed by DSN. The Supplier Directory is provided strictly as a resource. It is each company's responsibility to verify and investigate providers and services.

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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!

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RENAISSANCE LEGACY WEST |

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O C TO B E R 7- 8 , 2 0 2 5 CEO Forum will take place on October 6—Invite Only

SAVE THE DATE and get ready to join us this Fall for the can’t-miss premier event in direct selling—start planning your trip today!

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