2016 Communications & Marketing Conference


Wednesday, November 30 | 10:00 a.m. – 5:45 p.m.

DSA’s Boot Camp is back and with a format that will enable young and growing companies in the sales channel, and those new to direct selling, to get their questions answered faster and from the most expert voices in the industry: other industry executives.

This one-day seminar, to precede the The DSA Communications & Marketing Conference 2016, will feature roundtable discussions that will provide attendees with direct networking and learning opportunities from those who have been in the trenches.

Participate in a learning experience like no other and gain access to the industry’s best minds, all in the room to help you discover the best practices that will help make your company a success!

$99 with The DSA Communications & Marketing Conference 2016 Conference Registration
$199 to attend only the Boot Camp.

Interested in attending the Boot Camp, but can't attend the full conference?  Contact Leonor Clomera at lclomera@dsa.org for more information!

DSA Boot Camp Overview

This full-day seminar provides a thorough understanding of the essentials of direct selling — the all-important “whats” and “hows” that go into a successful direct-selling business. Taught by industry leaders, you will take away important information and answers to your most pressing questions. Come away with proven techniques and practical knowledge that will immediately enhance your understanding of this sales channel!

10:00 a.m. – 10:30 a.m. - Direct Selling 101: An Introduction to a Completely Unique Way to Sell Products

Direct selling is the age-old method of conducting sales directly with an individual, away from a fixed-retail location. But there’s more to the story than the simple sale of products, and this sales channel is fundamentally different from other distribution channels. Learn what accounts for those differences and how successful companies structure their operations around the unique philosophies associated with specific direct-selling principles. We’ll also discuss hiring the staff that can understand the differences and act appropriately on them.

Pam Dean, Chief Strategy Officer, Trades of Hope

10:30 a.m. – 11:10 a.m. What Is a Compensation Plan and How Do I Get One?

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

Bob Hipple, CEO, Damsel in Defense

11:10 a.m. – 11:40 a.m. - Developing Your Independent Salesforce

While you’re building your team, you need to know how to train and develop them too, so that your salesforce is geared up to recruit more sellers and is motivated to sell your products for a long, long time. We’ll tackle the basics of creating field-development programs that foster and develop growth, leadership skills and ethical behaviors. We’ll discuss how to move your first-level salesforce into leadership and set performance standards. Included in this discussion will be ways in which your company can implement fun and appealing training methods to get your salesforce excited about their businesses, and why inspiration and recognition are crucial to your company’s long-term success.

Janet Cronstedt, VP of Field Development, Scentsy, Inc.

11:40 a.m. – 12:15 p.m. - Social Media for Start-Ups

Social Media can be a time-consuming beast, and time comes at a premium for a newly launched enterprise. We’ll explore the social media musts to get you on the right track to manage your consultant community, including:

•The nuts & bolts of managing your consultant community pages

•Interacting with the public and keeping your consultants from being vultures

•Avoiding the negative Nancy rabbit hole

•Using social media for motivation, recognition & real-time updates

Ingrid Windsor, Field Development Director, Damsel in Defense

12:15 p.m.  - 1:15 p.m. - Networking Lunch

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

1:15 p.m. – 1:45 p.m. - Finance: It’s More Than Just a Budget!

The first rule of financing is to hire an expert; but that doesn’t get you off the hook for knowing the inner workings of your company’s budget or the key operating indicators at work in this sales channel. This session will cover the metrics you need to be mindful of in order to place your company on the right track for success instead of headed over the financial cliff.

Asma Ishaq, President, Jusuru International, Inc.

1:45 p.m. – 2:15 p.m. - A Crash Course in Direct-Selling Law

Similar to finance, the way to make sure your company has the legal support it needs is to retain a knowledgeable attorney who knows the ins and outs of direct-selling law. But you still need to know the basics, and that’s exactly what this session will provide. We’ll specifically dig in to:

•The impact of the independent-contractor status in your field

•Promotion dos and don’ts

•What federal regulation says about product and opportunity claims

Joseph Aquilina, Attorney, Direct Selling Association

Michael LaClare, Associate General Counsel, Isagenix International

2:15 p.m. – 2:30 p.m. - Refreshment Break

2:30 p.m. – 3:10 p.m. - Implementing Operational Systems

Gone are the days of scheduling books, manual lists, calculators and hand-written letters. Your 21st century business cannot run without technology, but that doesn’t mean you need every bell and whistle before you launch. Our expert will walk you through the must-haves and can-waits to ensure your company is fully operational while taking practical considerations into account.

Nancy Bogart, CEO, Jordan Essentials

3:10 p.m. – 3:50 p.m. - Building Your Business

Join this case-study of one company’s resourceful methods for creatively implementing smart operating systems to improve field productivity and retention. Learn the core principles for working with an external partner.

Nancy Bogart, CEO, Jordan Essentials

Belinda Ellsworth, President, Step Into Success

3:50 p.m. – 5:00 p.m. - Wish I’d Known…

Make the most of this opportunity to learn as successful direct-selling executive shares:

•Critical learning opportunities

•Lessons learned putting theory into action

•Operations and inspirational moments that have served as motivators to future success

Mike Collins, President, LifeWave, Inc.

Damien Douchet, CEO, H2O at Home

Rick Libby, Chief Grape Stomper and Head Cheerleader, Traveling Vineyard

Heidi Leist, Chief Executive Officer, Lemongrass Spa Products

5:00 p.m. – 5:30 p.m. - Ask the Panel

We’ll assemble a team of presenters from the day’s program to answer any of your questions that haven’t already been answered.

5:30 p.m. – 5:45 p.m. - Direct Selling: State of the Industry

The direct-selling channel in the United States reached $36.12 billion in 2015, an increase of 4.8% over 2014, and the highest in recorded history. This is the sixth year of growth in sales since the 2009 recession. This past year’s direct-selling annual growth rate of 4.8% outpaced both the U.S. retail sales growth rate of 1.6% and the GDP growth rate of 3.5%. Starting from these impressive statistics and then delving into where direct selling has been and where it is headed, this session will examine the most current trends, opportunities and challenges in our industry. We’ll also discuss the kind of person most likely to become a direct seller, and why it is important for you to understand their mindset when building your business.

Joseph Mariano, President, Direct Selling Association