This insightful podcast episode features direct selling legends Jeff Olson and Deborah Heisz sharing hard-won lessons from their landmark legal battle defending their company, Neora, against the FTC. They provide an overview of the genesis and outcome of the case, including key takeaways like the importance of having a compliant culture and a focus on acquiring real customers. Jeff explains the bold decision to take the offensive and sue the FTC first, leaning into their field community for support. Deborah then explains how they rallied their field during the tumultuous time, while still launching new products and running the business. Jeff stresses the critical nature of having differentiated products that customers want to buy regardless of the comp plan.

They share findings on how to approach compliance as an educational partnership, not just enforcement, which proved invaluable in court. The ruling is being hailed as a blueprint for appropriate business practices aligned with the direct selling industry’s future as an ecommerce/gig economy platform. Companies are warned change is unavoidable to get in sync with this consumer-driven future. Tough decisions await on compensation plans and product strategies. But embracing this evolution ultimately leads to sustainable growth. This episode is invaluable listening for any direct selling leader looking to adapt their business for the future.

In this episode, you will be able to:

• Gain insights into the evolving landscape and strategic opportunities.
• Unlock the key to sustainable growth and profitability in direct selling businesses.
• Understanding the critical role of compliance for long-term success and credibility.
• Acquire the essential tactics and principles for achieving prosperity in the industry.
• Harness the power of leadership and community for driving impactful and sustainable growth.

The key moments in this episode are:
00:00:00 – Introduction and FTC Case Overview
00:04:03 – FTC’s Attempt to Change Business Model
00:07:05 – Legal Battle and Government Unfairness
00:10:33 – Preemptive Lawsuit and Field Management
00:13:48 – Maintaining Confidence and Transparency
00:14:06 – Navigating the FTC Lawsuit
00:17:15 – Importance of Strong Customer Acquisition
00:19:32 – Shift to Customer-Centric Approach
00:22:10 – Building Predictable Income
00:26:48 – Embracing Ecommerce & Case Law Alignment
00:27:55 – Integrating Affiliate Aspect
00:29:10 – Brand Partner Program
00:31:46 – Industry Shift and Affiliate Models
00:34:55 – Customer Journey and Brand Partner Journey
00:39:32 – Compliance Department and Education
00:41:51 – Importance of Compliance Department
00:42:47 – Educating the Field
00:43:34 – Reflections on Past Actions
00:44:56 – Collateral Damage and FTC’s Approach
00:50:01 – Ruling as a Blueprint
00:54:32 – Reevaluating the Business Model
00:55:17 – Building Successful Businesses
00:57:42 – Shifting Industry Values
01:00:13 – Tough Decisions for Future Success
01:07:14 – Importance of Communication and Community
01:09:07 – Importance of Leadership
01:10:49 – Building the Right Team
01:14:24 – Future of Direct Selling
01:16:41 – Industry Evolution
01:19:35 – Appreciation for the Fight

The resources mentioned in this episode are:

• Read through the ruling of the Neora case to understand the detailed insights and implications for the direct selling industry.
• Evaluate your company’s compensation plan to ensure it incentivizes customer acquisition and sustainable income streams for brand partners.
• Engage in open and transparent conversations with field leaders to discuss necessary changes and gain their buy-in for the future direction of the business.
• Consider adjusting the allocation of funds to prioritize customer acquisition and consistent income streams for brand partners.
• Embrace the shift towards a customer-centric approach and focus on building a supplemental, stable source of income for brand partners.

Listen to this podcast below or watch the video.

Available now on your favorite platform! Apple, Spotify, Audible, YouTube

The post Jeff Olson & Deborah Heisz first appeared on Direct Selling News.

In this special episode of Direct Approach podcast, we pulled the high-impact takeaways, strategies and actionable wisdom from 29 dynamic direct selling industry leaders and expert guests who graced the podcast in 2023.

Just when the direct selling industry thought it had seen it all, 2023 delivered a series of unexpected twists and turns that left industry leaders in awe. From groundbreaking market entries to innovative customer engagement strategies and an unprecedented victorious legal case–the year was a rollercoaster of transformation and adaptability. 

In this special episode, we reflect on these captivating stories, practical strategies and mindsets for relevance in the dynamic direct selling landscape shared by our 2023 guests. This is a must-listen for direct selling professionals seeking to stay ahead of industry trends and enhance business success in 2024 and beyond.

Listen to this podcast below or watch the video.

Available now on your favorite platform! Apple, Spotify, Audible, YouTube

The post The Best of 2023 first appeared on Direct Selling News.

Are you grappling with the challenge of balancing your company’s legacy while propelling it toward the future? In this episode, Wayne talks with Paulo Moledo, President and CEO of Hy Cite. Wayne and Paulo delve into the significance of trust, respect and open communication in navigating this delicate equilibrium.

Paulo brings extensive finance and general management experience from his roles at Ford Motor Company and AOL. With 16 years focused on direct selling, he emphasizes sustainable growth and audience engagement. Holding a Bachelor’s in economics from Brazil and an MBA from the University of Miami, Paulo transitioned to general management in 2010 after a finance career. His global roles at Ford (Brazil) and AOL (USA) demonstrate his adept leadership. He strategically guides Hy Cite, demonstrating a remarkable commitment to sustainable business growth and audience engagement.

In this episode:

• The essence of fostering a transparent and collaborative environment where employees feel valued and empowered.
• Prioritizing people and cultivating a culture of open dialogue.
• Align initiatives with company mission for sustainable growth and impact.
• Reposition and rebrand with precision to capture new market opportunities.
• Develop a successful strategy that maximizes sales and enhances brand loyalty.

More About Paulo

​​Paulo brings extensive finance and general management experience from his global roles at Ford Motor Company and AOL. With 16 years focused on direct selling, he emphasizes sustainable growth and audience engagement. Holding a Bachelor’s in economics from Brazil and an MBA from the University of Miami, Paulo transitioned to general management in 2010 after a finance career and joined Hy Cite as Senior Vice President of Strategy in 2019.

The key moments in this episode are:

00:02:57 – Impact of Relationships

00:05:27 – Strategic Approach to Direct Selling

00:09:02 – Brand Repositioning and Mission Alignment

00:14:28 – Target Audience and Differentiation

00:16:13 – Finding and Serving a Defined Target Audience

00:17:23 – Developing and Rolling Out the Strategy

00:21:22 – Fostering a Culture of Debate and Discussion

00:23:29 – Marketing to the Hispanic and Latino Community

00:29:38 – Purpose-Built Product Lines for Target Audiences

00:32:36 – Expanding Business in South America

00:33:20 – Challenges of General Management

00:36:28 – Elements of Continued Success

00:39:18 – Protecting the Direct Selling Channel

00:44:48 – Balancing Legacy and Innovation

00:49:16 – Wrapping Up

00:00:00 – Introduction and Background

00:15:30 – Key Challenges in the Industry

00:30:45 – Innovations and Future Trends

Listen to this podcast below or watch the video.

Available now on your favorite platform! Apple, Spotify, Audible, YouTube

The post Paulo Moledo first appeared on Direct Selling News.

In this episode, Wayne is joined by Ashley Collins, Executive Vice President of Marketing at USANA with more than 20 years of experience working in PR, marketing, communications and advertising. In her role at USANA, she provides executive oversight of product marketing, product portfolio management, digital marketing, and social media, with the goal of building the brand’s value proposition and creating exceptional digital experiences for independent distributors and customers.

Ashley and Wayne discuss:

• How to best navigate the changing landscape of marketing in direct selling, 
• Effective use of digital marketing to maintain a brand presence and attract lookalike audiences.
• Testing and experimenting with new strategies and making data-driven decisions.
• How to craft messaging to refine your value proposition.
• Affiliate programs and more!

With its comprehensive insights on leadership, effective marketing strategies, and the changing digital landscape, this episode is essential listening for direct selling professionals.

More About Ashley

​​Named one of Utah Business Magazine’s 30 Women to Watch and PRNews’ 2019 Top Women in PR, Ashley also applies her leadership and passion to causes outside USANA. She serves on the board of the Legal Aid Society of Salt Lake City—a nonprofit that promotes safety, stability, and self-sufficiency for victims of domestic violence through legal advocacy.

The key moments in this episode are:

00:03:30 – The Heart of Marketing

00:05:45 – Evolving to Support the Salesforce

00:07:17 – Technology and Marketing

00:15:02 – The Influence of Media on Direct Selling

00:16:36 – The Potential of a Collective Direct Selling Industry

00:17:57 – Leveraging Word-of-Mouth Marketing

00:19:34 – Balancing Global and Local Marketing

00:23:22 – Managing the Product Portfolio

00:30:32 – Supporting Distributors

00:32:03 – Testing and Navigating Change

00:34:14 – Selling Products and Opportunity

00:35:21 – Evolving the Value Proposition

00:39:59 – Data-Driven Decisions

00:46:23 – Importance of Research and Collaboration in Marketing

00:47:09 – Gaining Perspective and Learning All Aspects of the Business

00:48:50 – Gratitude and Collaboration for Growth

Listen to this podcast below or watch the video.

Available now on your favorite platform! Apple, Spotify, Audible, YouTube

The post Ashley Collins first appeared on Direct Selling News.

In this episode, Wayne talks with Sunny Beutler, the CEO of Sunrider International. We learn about her journey, from the early days of stuffing envelopes in customer service to her current leadership role at the helm of this 41-year-old global enterprise, which operates in over 40 countries. Sunny’s background in International Studies and law adds a distinctive layer to her perspective, influenced by her upbringing in this family-owned company.

Throughout the discussion, Sunny provides practical insights into the management of an extensive product portfolio and the complexities involved in overseeing international operations. Her hands-on experience and global outlook contribute valuable lessons in efficient product management, launch strategies and decision-making processes.

In this episode:

1. Unlock the secrets of successful product launches and learn how to leverage seasonality to maximize sales.
2. Overcome the challenges of managing a large product portfolio and streamline your operations for improved efficiency.
3. Cultivate employee loyalty and foster a positive company culture that drives productivity and growth.

Ready to take your product management strategies to the next level?

Listen to this podcast below or watch the video.

Available now on your favorite platform! Apple, Spotify, Audible, YouTube

The post Sunny Beutler first appeared on Direct Selling News.

Rudy Revak is a highly accomplished figure and a true Legend in the direct selling industry, renowned for his contributions as the Founder and Chairman of Xyngular and Owner and Chairman of Pure Haven Essentials. His journey in direct selling is marked by a deep commitment to personal development. and adaptability. Born to Hungarian and Romanian parents in a German refugee camp, Rudy’s early life was shaped by the pursuit of a better future. After serving in the United States Army, Rudy entered the world of direct selling in 1970.

Rudy’s success is attributed to his unwavering dedication to building relationships, nurturing talent and embracing personal growth. His story serves as a testament to the importance of adaptability and continuous development in achieving sustainable success in direct selling and in life. DSN was honored to award Rudy with the DSN Lifetime Achievement Award earlier this year at the Annual DSN Global Celebration event for his incredible accomplishments and service to the channel.

The key moments in this episode are:

00:00:00 – Introduction

00:01:10 – Rudy’s Origin Story

00:05:18 – Building a Successful Business

00:09:14 – The Specialness of Direct Selling

00:13:52 – Finding Common Ground with Others

00:16:36 – Transitioning from Field to Corporate

00:18:43 – Importance of Building Distributors and Customers

00:21:17 – Effective Communication and Personal Development

00:29:23 – Continual Growth Mindset and Investing in Personal Development

00:31:17 – Sticking to the Basics in Direct Selling

00:32:57 – The Pitfalls of Chasing Trends

00:41:10 – The Evolution of Direct Selling

00:48:17 – The Importance of Personal Passions

00:51:49 – Effective Leadership and Personal Development

00:56:03 – The Need for Constant Change and Growth

00:57:20 – Gratitude and Impact in the Direct Selling Industry

Listen to this podcast below or watch the video.

Available now on your favorite platform! Apple, Spotify, Audible, YouTube

The post Rudy Revak first appeared on Direct Selling News.

Get ready for an episode like no other! Join host Wayne Moorehead and industry experts Paul Adams, Heather Chastain, and Brett Duncan as they dive deep into the secrets of success in building thriving communities, challenges that legacy companies must navigate, the best opportunities for growth and expansion, the magic of simplification and much more. Plus, they share their top takeaways from the recent Fall DSU Event, including the significance of the Neora Win.  

With decades of experience working in various roles within direct selling companies and as consultants, their unique expertise provides valuable insights into the industry’s current state and future prospects.

About Paul Adams

Paul Adams, owner of Adams Resource Group, brings over 30 years of experience in the direct selling industry to the table. With a deep understanding of the channel, Paul has worked with hundreds of companies, witnessing the industry’s evolution and transformation firsthand. After leaving a successful corporate role, Paul started his own consulting business, specializing in the strategic side of direct selling. His expertise extends beyond marketing, as he has delved into various areas of business and has been able to apply his learnings to help direct selling companies thrive. Paul’s vast knowledge and experience make him a valuable asset to the industry, and his insights will provide valuable perspectives on the trends and dynamics shaping the direct selling landscape.

About Heather Chastain

Heather Chastain, founder of Bridgehead Collective, is a seasoned professional with 28 years of experience in the direct selling industry. Having worked in various roles within the home office of different companies, Heather has gained a wealth of knowledge and expertise. Recognizing the need for a shift in the industry, she started Bridgehead Collective with the aim of helping companies navigate the changing landscape and make pivotal choices. Heather’s passion lies in helping companies see the bigger picture and embrace data-driven solutions. Her conversations with industry leaders and her own experiences have shaped her belief that companies must adapt and pivot to stay ahead of the curve. With her deep understanding of the industry and her commitment to driving positive change, Heather is a valuable voice in the direct selling community.

About Brett Duncan

Brett Duncan, Co-Founder and Managing Principal at Strategic Choice Partners, 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.

The key moments in this episode are:

00:01:33 – Macro Changes in Direct Selling

00:07:28 – Highlights from DSU Event

00:09:12 – Importance of Hispanic Market and Simplicity

00:13:26 – The Curse of Knowledge

00:14:14 – Simplifying the Customer Experience

00:15:49 – Collaboration and Adaptation

00:26:56 – Challenges of Legacy Companies

00:28:28 – Shifting Attitudes and Future Success

00:36:11 – Rethinking Success in Direct Selling

00:40:41 – The Importance of Genuine Connection

00:44:16 – Balancing Community and Brand Partnership

00:54:57 – The Importance of Segmentation in Direct Selling

00:55:59 – Shifting the Focus from Compensation in Affiliate Programs

01:00:00 – Exploring Separate Affiliate Channels for Direct Selling Companies

01:09:51 – The Significance of Neora’s Win

01:10:59 – Acquisitions and Consolidation in the Channel

01:23:12 – Future Conversations

Listen to this podcast below or watch the video.

Available now on your favorite platform! Apple, Spotify, Audible, YouTube

The post Paul Adams, Heather Chastain & Brett Duncan first appeared on Direct Selling News.

On this episode of Direct Approach, Wayne interviews Eric Reisdorf, President and General Manager of Ambit Energy—the leading direct selling energy company in the US. Eric shares their approach to building trust, enhancing customer loyalty and igniting the potential of their consultants through setting realistic income expectations.

Key Takeaways:
00:05:32 – Gaining Trust
00:15:06 – Setting Realistic Expectations for Consultants
00:21:07 – Incentivizing Customer Retention through Compensation
00:22:53 – Corporate Responsibility in Compensation
00:26:20 – Differentiation and Positioning in a Competitive Market
00:30:15 – Empowering Consultants with Mobile Technology
00:35:30 – Segmentation and Tailored Journeys
00:36:03 – Importance of Authenticity and Boldness

Eric joined Ambit Energy in July 2022 after more than 20 years of experience across a variety of roles within the retail energy industry. Eric leverages his prior roles in product development and pricing, financial planning and customer lifecycle strategy to continue to drive consultant and revenue growth for the company. His dedication to building trust and fostering strong relationships with Ambit Energy’s consultants, field leaders and customers has been instrumental. With a firm understanding of the competitive and regulated market, Eric continues to drive innovation to position Ambit Energy for ongoing success.

Listen to this podcast below or watch the video.

Available now on your favorite platform! Apple, Spotify, Audible, YouTube

The post Eric Reisdorf first appeared on Direct Selling News.

On this episode of Direct Approach, Wayne interviews Mauricio Domenzain, CEO of Immunotec—a 45-year-old health and wellness company operating in 14 markets emphasizing R&D, including 85+ clinical studies.

In this conversation, Mauricio shares the importance of understanding who you are, what you stand for, what market you are competing in and his strategies for market expansion success. He also explains why he is most passionate about creating a culture of happiness and positivity for the field, customers and home office staff and the incredible impact it can have.

Listen to this podcast below or watch the video.

Subscribe to the Direct Approach Podcast. 

The post Mauricio Domenzain first appeared on Direct Selling News.

Unleash the Power of AI for Business Success

Join Wayne and Blake in this captivating discussion about how Artificial Intelligence (AI) can catapult businesses to their full potential. We’re just scratching the surface of AI’s potential, with less than 1% of the population currently harnessing its power.

Discover the two facets of AI and its economic impact, and delve into the ethical dilemmas with Blake and Wayne. Gain insight into his transformative AI journey and how it’s reshaped his perspective.

Explore the AI Universe

Blake urges executives to dive into AI tools, now more user-friendly, practical, and accessible than ever before.

“AI isn’t about adding to your workload; it’s about reclaiming your time and skyrocketing your results.” – Blake Mallen

Take advantage of this enthralling conversation on AI’s limitless possibilities and benefits.

To deep-dive into AI insights, real-world examples, and Blake’s preferred applications, secure your spot at the Fall DSU Event on October 11 and 12. As a bonus, DSU attendees gain exclusive access to the AI Edge Workshop, hosted by Blake and special guest AI Expert Brandon White. They’ll unveil step-by-step tools and techniques to supercharge your productivity and save you precious time.

Listen to this podcast below or watch the video.

Subscribe to the Direct Approach Podcast. 

The post Blake Mallen first appeared on Direct Selling News.