| Monday, March 18
|Big Energy: Discover Your Personal Power Source for Influence and Impact
In our new AI and automation-driven world of work, it’s becoming challenging—if not impossible—to “out-work” both our human AND robotic competitors. We do, however, retain one powerful edge – our human energy.
This session will demonstrate how your "personal energy" is the #1 most critical driver of professional success or failure. Our keynote speaker is exclusively debuting her proprietary research study, co-authored by a team of PhDs, that unearths how a leader's energy was perceived as more influential and impactful than their education, skillset, or connections COMBINED. This surprising scientific discovery proves that in today's marketplace, the fastest way to raise your professional value is to raise your personal "vibe.”
- Erin King, Big Energy® Keynote Speaker; "Top 10 Must-See Motivational Speakers 2023" - SUCCESS Magazine;
Chief Energy Officer, Strikepoint Media, 2x "5000 Fastest Growing Companies in America"- Inc. Magazine
Big Energy: Assessment Workshop
Now that you’ve gained insights into how personal energy can be channeled to better compete participate in conversations to help you surface your top energy "drainers and chargers" as individual leaders, organizations, and then as the channel.
What You Need to Know to Grow in Direct Selling: The Next Five Years
What challenges and opportunities are facing direct selling companies today? Look inside the crystal ball as executive leaders from companies’ key growth areas discuss what keeps them up at night and what strategies they employ to take advantage of the biggest growth opportunities.
Our visionary woman leaders will share how they've weathered the storms to come out ahead and continue long-term growth despite ongoing global challenges. They'll share critical concepts that helped them succeed in their career within the channel. Hear how they have tackled challenges from social movements to rising inflation within their employees and field. Learn where they have seen extraordinary growth opportunities and what they have done to create innovative approaches to create a growth trajectory.
They'll share how:
- They see the future of our industry for women, both on the corporate and field side
- They are adjusting, and their companies are evolving, creating multi-year planning and story/positioning to ensure they stay relevant and grow.
- Lori Bush, Co-Founder, Solvasa, & Director, Tupperware
- Jeannie Price, EVP of Sales Americas, Europe, USANA Health Sciences, Inc.
OUR WINNING STORY: Shaping a Modernized Channel Image to Compete in a Transformed Marketplace
The professionals in this room work tirelessly to build brands that show how our products, the personal empowerment enabled, and the engagement inspired by direct selling are as much a part of the American fabric today as it has been for over 130 years. We understand our channel's effectiveness in building market share as an alternate go-to-market strategy, yet alternate narratives persist.
Join one of our most dynamic leaders to explore what we can do as a community to gain an increased "share of voice" in a media climate that too often impedes our business model's competitive advantages and its ability to ignite the spirit of entrepreneurship among individuals.
Refreshment & Networking Break
Economic and Direct Selling Data Insights
Learn about current economic and industry trends and the correlations explicitly identified for the direct-selling channel.
Macro-Economic Trends: Inflation, Consumer Confidence, Consumer Prices, Disposable Income, Unemployment
- Monica Wood, Vice President Consumer and Member Insights, Herbalife / IRC Chair
DataTracker Results: Q4 ’23 Direct Selling Data and 2023
Direct selling data trends based on the DSEF DataTracker Survey results.
- Kevin Hu, Senior Director, Global Consumer and Member Insights, Herbalife
Correlations Between Key Direct Selling and Economic Indicators: Correlations between Direct Selling Revenue, Direct Selling Recruitment, and Key Economic Indicators including Disposable Income, Unemployment, and GDP
- Andrew Pouchepanadin, Global Head of Consumer Insights, NuSkin
Identifying Opportunity Markets: Voice of Customer (VoC) and Consumer Listening Strategies as the Key to Growth
In the realm of customer-centricity, the Voice of the Customer (VoC) stands out as a paramount approach, enabling companies to not only keep pace with but also outmaneuver their competitors while effectively meeting the ever-changing market demands.
Listening to customers isn't just about reacting; it's about proactively identifying opportunities for innovation and enhancement. By prioritizing the needs of their customers, businesses can uncover avenues for new product development and refine existing offerings, thereby maintaining a competitive edge in a constantly evolving market landscape.
Learn how these direct selling leaders are harnessing the power of VoC to inform strategic decision-making, fuel growth, and elevate overall customer satisfaction. Embracing this customer-centric ethos enables them to meet and exceed their audience's expectations, fostering enduring relationships and sustainable success.
Network Marketing KPIs
In developing smarter, stronger, and higher-performing KPIs it's essential to recognize that not all metrics are created equally, particularly within the direct selling channel.
As leaders in marketing and sales within the direct selling industry, we often want to benchmark against other retail brands. However, we understand that our metrics must reflect the unique dynamics of our business model, distinct from those of organizations employing alternative go-to-market strategies.
Throughout this session, we'll navigate the intricacies of sensitive and proprietary data, empowering you to craft exceptional and precise direct selling KPIs. Together, we'll explore essential concepts such as distinguishing between lagging and leading indicators, fostering a KPI-driven culture, and enhancing data literacy across your entire team as they relate to metrics including:
- Conversion Rates through checkout
- Website Visits (daily, weekly, monthly)
- Average Order Size (customer/distributor)
- Average Retention Rate per Market
- Email Open Rate
- Email Click-through Rate
- Email Conversion Rate
- Metrics Around New Products
- Metrics Around Promotions
- Metrics Around Business Incentives
- How many of your Distributors are Sellers Who Earn
Executive Roundtable Conversations
Marketing and communications professionals will lead table conversations to engage us in conversations on what we can do as companies through digital initiatives, compensation plans, and salesforce training initiatives to turn the negative tide that too often dominates our narrative. From big vision to the most effective communication methods and how frequently to use them, this conversation will provide valuable insights for your company’s future marcom planning. These facilitated discussions allow you to discuss issues impacting the channel today and into the coming year. This is your chance to learn from the experiences of your peers and build understanding in crucial business areas to help your company move forward.
- Kirsten Aguilar, Executive Vice President of Marketing, SeneGence International
- Rod Anderson, Director, Global PR, Nu Skin Enterprises
- Ashley Collins, Executive Vice President of Marketing, USANA Health Sciences, Inc.
- Kim Drabik, Senior Director - Corporate Affairs, Plexus Worldwide Inc.
Generative AI in Sales
How can you take advantage of the benefits and opportunities provided by generative AI, while at the same time mitigating the potential risks it creates for your business? This session explores the advantages of modern productive AI tools in sales performance while monitoring and measuring performance.
- DSEF Fellow Dr. Haya Ajjan, Associate Dean, Professor of Management Information Systems, Elon University
Buffet Dinner & Awards Presentation
| Tuesday, March 19
Good Morning, Social!
During this jam-packed session, you’ll learn the latest from the world of social media, including
Facebook-specific changes, such as their updates to online parties and algorithms and how they will affect your field and the way you market your business. Learn about the top trends that are on deck for 2024, including what you need to do to prepare for social retail, a game changer for our industry.
We’ll also have an all-star panel discussion on how as social media evolves rapidly, organizations continue to be challenged with managing the ever-changing landscape, especially regarding how their field manages their brand on social. The need to teach balance and content creation within the ranks of the sales force has become more critical than ever before. These marketing minds will explore the need to shift the content focus to storytelling and the clear differentiation between commercial and editorial types of content across multiple formats, including posts, videos, stories, reels, and more.
- Samantha Hind, Director, Auxano Marketing
- Scott Kramer, Chief Executive Officer, MultiBrain
- Jessica Reimer, Executive Director of Marketing, USANA Health Sciences, Inc.
Networking Refreshment Break
Join a facilitated discussion on key topics of interest to you. We’ll have time for two discussions, so choose wisely.
- Meeting & Incentives
- Amazon Tales – Applying Insights
- Compensation Plan Trends
- FinTech for Growing a Direct Selling Enterprise
- Best Practice for Onboarding and Training
- The Evolution of the Party
Social Channels – What’s Most Effective Today
- Affiliate & Influencer Programs in a Direct Selling Model
Diversity, Equity & Inclusion for Direct Selling
- Amber Snow, Director of Diversity, Equity & Inclusion and US Talent Acquisition, Amway Corporation
Motivating Salespeople to Achieve Growth
Myth: All salespeople respond equally to all incentives. In fact, sources of motivation are nuanced and dynamic and vary from one salesperson to the next. Overlooking these differences leads to poor team performance and leaves companies especially vulnerable during periods of disruptive change. This session outlines best practice approaches used by companies that have evolved beyond their one-size-fits-all incentive plans. Research reveals a clearer picture of when and how to tailor incentive strategies to your sales force, as well as the performance advantages in organizations that are capable of fielding flexible incentive schemes.
- DSEF Fellow Dr. Michael Ahearne, C.T. Bauer Professor of Marketing and Research Director, Stagner Sales Excellence Institute University of Houston
Refreshment & Networking Break
Aligning Your Sales and Marketing Efforts
Imagine the dynamic dance between sales and marketing as a symphony of synergy where each note harmonizes perfectly with the other. But alas, too often do we find ourselves in a discordant cacophony, where sales and marketing march to the beat of their own drums, oblivious to the rhythm of the other.
As is correct with almost every direct selling company, finding the harmonies between sales and marketing requires time and effort, and success – when it happens – can:
- Improve customer experience: Create consistent messaging that provides value at each touchpoint
- Better understand their audience: Marketers can better understand their audience by working with sales teams
- Increase revenue: Highly aligned teams generate greater revenue because of their marketing efforts
- Improve lead conversion: Aligned sales and marketing teams operate more efficiently.
In this session, you will learn how to gain a lasting and enduring collaboration between marketing and sales.
Ashley Collins, Executive Vice President of Marketing, USANA Health Sciences, Inc.
Giving your Salesforce their Voices Back: Income, Lifestyle, and Product Claims in a Time of Increased Regulatory Scrutiny
Distributors want and are entitled to a voice that allows them to sell the wonderful products and services direct selling companies across the United States offer. But in times of increased channel scrutiny, building a business has inherent challenges. Distributors are often only told what they are not permitted to say, which can lead to frustration and multiply the number of non-compliant materials companies must police. In this session, we'll talk about best practices for educating your distributors to understand better what they can say and what to avoid.
- Katrina Eash, Partner, Winston & Strawn LLP
- Kevin S. McMurray, Chief Legal Officer, Young Living
- John Sanders, Partner, Winston & Strawn LLP
Refreshment & Stretch Break
Fast Takes with Leading Suppliers