Registration Open

Executive Roundtable Conversations

These facilitated discussions allow attendees 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. Direct Selling Executives may choose from three concurrent sessions: Communication, Sales & Marketing, or Operations & Technology.

Welcome Reception

Don’t be left out in the November cold; join your peers at the opening reception to make your own hot cocoa and enjoy delicious lite bites as you visit with direct selling’s leading supplier experts.

Buffet Breakfast

Welcome

Angie Larsen, Creative Director of Events, USANA Health Sciences, Inc.

Our Winning Story

Ryan Napierski, President & CEO, Nu Skin Enterprises

Effectively Communicating All the Time

Are you feeling stuck because your messages and presentations simply aren't yielding the same results that they used to? Whether you struggle with your “screen speak” or need to ramp up your in-person impact, Get More Yes will teach you precisely how to communicate more compellingly in today's new world of work.

Learn how to:

• Optimize your digital body language (in the first ten words you type!)
• Elevate your live delivery style to fascinate prospects, clients, and collaborators
• Upgrade your mindset to overcome limiting beliefs and activate communication confidence
• And share these skills with your salesforce to help them reveal their authentic selves

Erin King, Founder, Say YES Media and Best-Selling Author

Refreshment Break

Communications and Marketing Pros Panel

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 is as much a part of the American fabric today as it has been for more than 130 years.

We understand our channel's effectiveness in building market share as an alternate go-to-market strategy, yet alternate narratives persist.

This panel will explore what we can do as a community to gain an increased "share of voice" in a media climate that too often occludes our business model's competitive advantages and its ability to ignite the spirit of entrepreneurship among individuals.

These leaders will share what our channel can learn from our detractors and 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 communications methods to use and how frequently to use them, this conversation will provide valuable insights for your company’s future marcom planning.

Kirsten Aguilar, Executive Vice President, Marketing, SeneGence International

Deborah Costa, Senior Vice President of Marketing Communications, 4Life  

Ashley Collins, Executive Vice President, Marketing, PR, Social Media, USANA Health Sciences, Inc.

Amy Haran, Executive Vice President, Communications, USANA Health Sciences, Inc.

Crayton Webb, Owner & Chief Executive Officer, Sunwest Communications

Direct Selling Data & Insights

We all want to know what’s next for the channel. We’ve assembled direct selling leaders to share the implications and opportunities revealed in the 2022 DSA Growth & Outlook Report. They’ve analyzed key data results from areas including annual market sizing, sales by product and service category breakdown, macroeconomic environment and trends, channel forecasts, and more to offer their opinions and predictions. Comparisons between direct selling results and selected U.S. economic indicators such as overall retail, e-commerce, and unemployment rates will also be shared. The session will conclude with a look at the impact the recent marketplace dynamics are having on sales, recruiting, and supply chain challenges.

Mary Earley, Senior Manager, Herbalife Nutrition

Gordon Hester, General Manager of Sales for North America, PM-International AG

Andrew Pouchepanadin, Global Head of Customer Insights, Nu Skin Enterprises

Lunch & Learn

Pick the topic of most interest to you and take a seat to learn and share with your colleagues and topic experts. Topics include:

• Amazon Tales – Applying Insights with Jonathan Gilliam, Founder & CEO, Momentum Factor
• Compensation Plan Trends with Andi Sherwood, Director of Strategy and Plan Design, Dan Jensen Consulting
• FinTech for Growing a Direct Selling Enterprise with Colt Passey, Chief Executive Officer, GOBI
• Incentive Travel – A Powerful Motivator for Success with Danene Dustin, Senior Global Sales Executive, Morris Meetings and Events
• Top Reasons Your Onboarding Might Be Failing with David Abbey, Chief Executive Officer, Penny AI
• The Evolution of the Party with Nancy Bogart, CEO & Founder, Jordan Essentials
• Social Channels – What’s Most Effective Today with Scott Kramer, Chief Executive Officer, Mulitbrain
• Supporting Affiliate & Influencer Programs in a Direct Selling Model with Robert Cavitt, Chief Executive Officer, Jenkon
• Hotel Negotiations and Event Trends with Dianna Crnkovich, Account Executive, ADI Meetings & Events and Ann d’Eon, President, ADI Meetings & Events
• Technology Trends with Dave Siembieda, President, Thatcher Technology Group, LLC

Social Media Platforms

How we communicate will continue to evolve, but one thing is clear social media will be at the forefront of it all. It is the most critical channel for direct selling companies and their consultants. Join a digital pro as he unveils the Direct Sellers Social Media Guidelines based on his work with 50+ direct selling companies and the input from DSA’s Communications Committee. Get the playbook for ensuring consultants follow critical social media protocols and best practices.

Scott Kramer, Chief Executive Officer, Multibrain

Creating Social Influencers and Best Practices from the Field

As social media continues to rapidly evolve, organizations continue to be challenged with managing the ever-changing landscape, especially as it relates to how their field is managing their brand on social. The need for creating social influencers within the ranks of the Sales Force has become more important than ever before. This panel of 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.

Dana Fortune, Vice President, Marketing and Sales Initiatives, 4Life

Scott Kramer, Chief Executive Officer, Multibrain

Magali Madariaga, Vice President, Global Marketing, Saladmaster

Russ Moorehead, Chief Marketing Officer, Nu Skin Enterprises

Refreshment Break

Empowering Entrepreneurs to Build Their Communities and Businesses

As the worldwide pandemic impacted business as usual, direct selling companies pivoted to digital sales and recruiting with remarkable success – for most. As we transition to the new normal, what direct selling offers –flexibility, community, and an inclusive culture – is what people want as they seek meaning and satisfaction. Still, competition for talent is fierce, and direct sellers are all looking to build their ranks in one of the most challenging talent markets anyone can remember. We’ve assembled company leaders to discuss strategies to attract talent and grow sales and sellers.

Danny Lee, President & Chief Executive Officer, 4Life

Direct Selling: The Next Five Years

What challenges and opportunities are facing direct selling companies today? Take a 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.

Rajneesh Chopra, Chief Commercial Officer, Immunotec

Brian Gill, Chief Marketing Officer, 4Life

Walter Noot, Chief Operating Officer, USANA Health Sciences, Inc.

Tyler Whitehead, Chief Executive Officer, Arbonne International, LLC

How to (Not) Lose Your Salesforce in 90 Days or Less

We’ve seen it over and over and over again. For a hundred different reasons, attrition (or churn) is inescapable and is, in fact, within the DNA of our sector. Numbers prove it, year after year, we are in the revolving door business.

Year #1: 80% of Direct Sellers leave
Year #1: 60% of Party Plan Sellers leave
And, of those exiting Sellers – over 50% of them leave within the first 90 days.

The good news: The answer can be summarized in one word
The bad news: Once you lose it, you may never get it back

BELIEF. Or rather shall we say… THE LOSS OF IT. While there are plenty of solutions available to analyze ways to slow the “burn of churn” as they say, at the crux of it all is understanding what specifically is building belief, and what is eroding belief within your organization. Belief is the Holy Grail of Direct Selling. The ancient proverb is true: “Without vision, people perish”. Or in this case, “Without belief, people leave”. We’ll examine the five belief buckets to focus on to help get your company’s retention mojo flowing.

Meredith Berkich, Chief Growth Officer, Jenkon

Jill Taylor, Vice President of Sales, Stampin' Up!

Stretch Break

9 Ways to Develop Highly Effective Salespeople

Why do salespeople who have a proven track record fail as leaders? Simply put, they don’t know how to train and develop their team members.

The “right” strategy and training has the potential to increase customer satisfaction, increase your company’s market share and profits and fend off competitors. During this session, you’ll learn:

• The most advanced ideas, tools, and techniques for training salespeople to anticipate and prepare for change
• Training solutions that that help your salesforce empower their own development

DSEF Fellow Dr. Stefanie Boyer, Professor of Marketing, Bryant University and Co-Founder of RNMKRS

Key Takeaways

Gain insights into the discussions held by direct selling’s top communications, marketing and sales professionals during the executive roundtable discussions. Identify the shared priorities, and find new ways to navigate competing priorities, as we share the summit’s key takeaways.

Operations Summit
Walter Noot, Chief Operating Officer, USANA Health Sciences, Inc.

Communications Summit

Kirsten Aguilar, Executive Vice President of Marketing, SeneGence International

Scott Kramer, Chief Executive Officer, Multibrain

Sales Summit
Brian Gill, Chief Marketing Officer, 4Life

Christina Helwig, Senior Vice President, Global Sales+Marketing, AdvoCare International, LLC

Networking Dinner  and DSA Digital Marketing Awards 

Buffet Breakfast

Giving Your Salesforce Their Voices Back

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 much frustration and multiply the number of non-compliant materials companies must police. In this session, we will discuss best practices for educating your distributors to better understand the contours of what they are permitted to say and what to avoid.

Katrina Eash, Partner, Winston & Strawn LLP

Kevin S. McMurray, Chief Legal Officer, Young Living 

The Message Driven Company

Kevin Guest, Chairman of the Board and CEO, USANA Health Sciences, Inc.

Stretch Break

Mega Trends and the MetaVerse

The much-hyped metaverse promises to transform business and life in the coming years. However, there is still widespread confusion about what it is, how it works and why it matters.

Given forecasts that the metaverse will be an $800 billion market opportunity within 3 years, and that we will soon be spending an hour per day in this virtual realm, now is the time to gear up for what lies ahead.

This research-rich keynote will reveal:

• The key technologies and trends that have rapidly accelerated the rise of immersive virtual reality
• Practical case studies of market-leading brands and industries already getting results in the metaverse – and how they are doing it
• Why virtual and augmented reality offers exciting new ways for organizations to engage and connect with their teams and marketplace
• The revolutionary new products, services and asset classes that Web3 will enable

Michael McQueen, Author and Trend Forecaster

What You Need to Know to Grow

We are bringing back our visionary woman leaders to continue their June discussion sharing 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 the ongoing crises from covid and 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 that maintain a growth trajectory.

• 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.

Nancy Bogart, CEO and Founder, Jordan Essentials

Deborah Costa, Senior Vice President of Marketing Communications, 4Life

Mindy Lin, Chief Executive Officer and Founder, Damsel in Defense 

Evita SIngson, Vice President, Global Head CX, Nu Skin Enterprises

Stretch Break

Strategic Crossroads of Direct Selling & Social Commerce

As direct selling and eCommerce continue to merge, how can your technology and customer strategies prevent it from feeling like a head-on collision?

In this session, we will discuss trends in customer attitudes, eCommerce, loyalty programs, and affiliate and referral marketing opportunities, and how your technology strategy can set you up for success.

Sean Smith, CEO, InfoTrax Systems, L.C.

Sales Tools to Empower Your Field

Improving the dollar-per-hour proposition is the most powerful way to retain distributors. Deploying technology to streamline their selling and recruiting is the number one way to do this. With so many options available, we’ll look at one case study to gain a greater perspective on the possibilities and data-driven results.

David Abbey, Chief Executive Officer, Penny AI

Kathy Schultz, Head of Marketing for North America, Nu Skin Enterprises

Video Marketing Trends & How You Can Use Them to Win Big

According to Forbes, 64% of internet users are more likely to purchase a product online after watching a video about it. Video has power—but is your organization fully utilizing it? Video is an essential tool in the direct sales industry that is perfectly tailored to fuel the growth of the direct sales industry for those who know how to leverage its power. Learn how to empower your field to effectively share and leverage video content, including taking advantage of interactive video, live selling, and other social media trends, and how savvy adopters of this technology can drive sales and win big.

JJ Oswald, Senior Vice President of Sales, Verb

Networking Lunch