Growing Forward | DSU 2023

Two days of masterclass insights, networking and more

Direct selling executives from all over the world gathered in Irving, Texas to learn from two days’ worth of keynotes, case studies and actionable insights delivered by 35 presenters and enjoyed networking and connecting with C-Suite leaders from the industry’s top powerhouse brands at the fall Direct Selling University 2023 event.

In addition to individual presentations from leading executives, the event featured a number of expert panel discussions that focused on practical strategies for service-based companies; vision-casting from industry legends; a behind-the-scenes guide to designing a successful affiliate program; and how to respectfully engage the massive market potential found within the Hispanic and Latinx population.

“The direct selling channel changed my life when I was introduced to it at age 15,” said Stuart Johnson, CEO of Direct Selling Partners, DSN and NOW Tech. “I love this channel. I want to see us grow and prosper, and I am optimistic about where we’re going. Founders and leaders have to be willing to experiment, to change, to try new things in order to remain relevant and prepared for the future. DSU gives us all a chance to be a student and to learn.”

The Next Leading Edge

Neora’s landmark victory against the Federal Trade Commission—announced just days before the event—was one of this year’s highlights. Deborah K. Heisz, Co-CEO, and Jeff Olson, Founder and CEO, spoke from the stage about the importance of the ruling as well as the long-term impact it will have not only for their company, but for all direct selling companies.

“I cannot tell you how excited I am that our ruling, our victory, came out right before this event so we could share it with the DSU audience,” Heisz said. “It was a privilege—believe it or not—to be part of the fight, because I believe in this industry, in our independent brand partners, and in the entrepreneurial opportunity. I know that millions of people’s lives would have been impacted negatively had we lost.”

The event also offered a deep dive into hot topics including the use of Artificial Intelligence, or AI. Billion-dollar Brand Builder Blake Mallen, host of DSN’s The Direct Selling SHIFT podcast, and Brandon White, File Finder Founder and CEO, led a workshop that gave a glimpse into the potential for how AI can be used to amplify efficiency and productivity. Their informative class showed how rapidly the AI landscape is changing and improving—and why direct selling executives need to be on the leading edge of this radical shift.

Together in forums, presentations and face-to-face conversations, executives and experts shared their unique experiences and insights to help raise the bar for the industry as a whole.

“I can’t think of another industry where executives share their strategies, best practices, challenges and opportunities with so much candor and transparency to help and benefit the entire channel,” Johnson said.

Armand Puyolt, Vida Divina CEO and President, shared his simple approach to help people learn to sell and how leaders can leverage that skill to build a multinational presence.

Blake Mallen, Billion-Dollar Brand Builder and Host of DSN’s Direct Selling SHIFT podcast, detailed AI’s potential to give companies an innovative advantage and invited leaders to listen to the SHIFT podcast where he spotlights field leaders who are not only living out the channel’s opportunity, but helping others do the same.

Brandon White, File Finder Founder and CEO, shared his expert perspective on where AI is headed and the thousands of new iterations that can make leading and growing a company more efficient and effective.

Brian Gill, 4Life Chief Marketing Officer, offered four ways 4Life is reaching the Hispanic community and how US-based companies can adjust their platforms and approaches to better meet this demographic’s needs.

David Brown, Activz Chairman & CEO, told the Activz story, explaining the purpose behind their products and how they found success within the Latinx market.

Deborah K. Heisz, Neora Co-CEO, recounted Neora’s recent victory against the Federal Trade Commission and detailed how their robust compliance efforts and commitment to following regulations kept them on the right side of the law.

Graeme Clegg, New Image International’s Executive Chairman, told the story of how he developed the New Image product line to save his own life and how science-backed products are the key to proactive healthcare.

Hanieh Sigiri, Qyral Founder and CEO, dared attendees to fearlessly experiment to find hidden potential and innovation that could help their companies grow.

Heather Chastain, Bridgehead Collective Founder and CEO, detailed the results of her cross-generational research that serves as a direct selling roadmap for how to reach customers and distributors of every age.

Jeff Olson, Neora Founder and CEO, offered a behind-the-scenes look at the David-and-Goliath-sized battle Neora recently won against the Federal Trade Commission.

Jenn Ashby, Savvi Co-Founder, defined the critical importance of community in network marketing and how to design a win-win culture of communal alignment between leaders and field representatives.

John Alcala, It Works! CEO, shared his three field-centric leadership pillars: simplicity breeds success; culture is the glue uniting distributors and corporate executives; and effective communication leaves room for listening.

Judith Sanchez Lopez, PM-International General Manager Latin America, delivered insight into the $3 trillion Hispanic and Latinx market opportunity.

Madison Mallardi, LimeLife by Alcone Co-Founder & CEO, highlighted the importance of a well-planned succession strategy and how preparing the field for change is crucial to orchestrate seasons of seamless transitions.

Nancy Bogart, Jordan Essentials Founder and CEO, encouraged attendees to recognize when their teams are operating in high stress and how setting boundaries and taking ownership can help executives lead well through adversity.

Paulo Moledo, Hy Cite CEO and President, affirmed the company’s singular commitment to the direct selling model and the growth they have experienced because of their dedication.

Roger Morgan, pawTree Founder and CEO, shared case studies of how his company has learned to fail fast in order to find quality solutions that deliver results.

Shelley Rojas, DSN’s Chief Brand Officer, shared exciting insights on what’s next for the brand as it gears up for its 20-year anniversary celebration and new plans for even bigger (and better) events going forward.

Vivian Mokome, Founder and CEO of Vivian Mokome Projects, cast vision for the market opportunities to be found in Africa and emphasized the importance of accountability for network marketing companies who choose to launch there.

Stuart Johnson and Heather Chastain hosted a panel discussion among Nancy Bogart, David Brown, Graeme Clegg and Gordon Hester, PM-International Chief Sales Officer of the Americas, to share their proven growth strategies—including developing a revenue-focused mindset; building a nimble infrastructure; fostering loyalty; hiring the right people; and taking ownership of manufacturing and research and development.

Blake Mallen and Brandon White offered a peek behind the curtain at the potential and possibilities available through the ever-evolving tools and techniques presented by AI in their masterclass workshop.

Stuart Johnson held a panel discussion with legendary industry leaders Joni Rogers-Kante, SeneGence Founder and CEO, Kevin Guest, USANA Executive Chairman and Marc Ashley, Market America Worldwide | SHOP.com President and COO, who offered their collective experiences navigating the many evolutions the channel has and is experiencing, including omnichannel and affiliate options; the progression of compensation plans; and communication and management strategies to better connect with field leaders.

Heather Chastain led a panel discussion with Lynne Coté, Princess House President and CEO, Brian Gill, Paulo Moledo and Judith Sanchez Lopez, who shared growth drivers within the Hispanic and Latinx market, including designing faster bonuses; tailoring product offerings to focus on fragrance and color; appointing Hispanic or Latinx leaders to the company’s executive and communications teams; and customizing communications to be written by Spanish-speaking content creators.

Wayne Moorehead, Marketing, Brand Strategy and Direct-to-Consumer Industry Expert and Host of DSN’s Direct Approach Podcast, hosted a panel discussion with Al Bala, Mannatech CEO, Jesi Conder, ALIGN Co-Founder and CEO, Roger Morgan and Melissa Thompson, BELLAME Founder and CEO, to discuss how an effective affiliate program can help companies remain relevant to the next generation of social entrepreneurs; deliver another tool for reaching new audiences; and offer compensation options for those who want to focus solely on selling.

Stuart Johnson led an on-stage discussion with Angela Loehr Chrysler, ACN Chief Development Officer, Leo Pareja, eXp Realty Chief Strategy Officer, Eric Reisdorf, Ambit Chief Development Officer and Anthony Varvaro, inGroup COO & CFO, to discuss how their service-based companies found momentum during the pandemic era and the strategies they are using now to propel them toward the future.

From the December 2023 issue of Direct Selling News magazine.