Back to Prosperity

A Special Supplement to USA TODAY by Direct Selling News leading the way Back to prosperity

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Serving the Direct Selling and Network Marketing Executive Since 2004 Contents A SUCCESS Partners Company Founder & CEO Concierge Service: Stuart P. Johnson COVER STORY 14 the Direct Selling Advantage Publisher and Editor in Chief Leading the Way Back Customers can rely on the direct John Fleming selling industry to provide them with [email protected]

4 to Prosperity a representative who not only has the Managing Editor answer, but the desire to help as well, Teresa Day In the face of layoffs, acting as a personal concierge to solve Associate Editor shrinking corporate their problems. Jennifer Mills opportunities and a shaken Creative Director trust in the traditional Breaking the Cycle of Carl Waters workplace, many people are 16 Unemployment Production Manager turning to direct selling, either Squeak, squeak, squeak. That’s the Alan Dwelle full-time or part-time, as a sound of millions of jobless Americans Production Artist way to return to prosperity. racing inside a cruel hamster wheel of Karla M. Garcia unemployment. Are you one of them? Copy Editor Take heart: Direct selling could be your Peter Tepp key to freedom. Contributors Who Me? Amy Bell 8 The Broad Appeal of Direct Selling J.M. Emmert Direct selling opportunities speak to every Share with Your World Chelsea Greenwood Social commerce innovations Marilynn Hood segment of the population grappling with 19 Sarah Paulk the last four years of financial crisis, from are used every day to connect people Beth Douglass Silcox young adults to retirees and everyone to the quality products and services Advertising Manager sandwiched in between. they’ve come to love from the direct Jerry Reagan selling industry. [email protected] Operations Pursuing Passion Steve Norton You spend so much of your time An Industry with Heart 10 According to a 2009 report by working to pay the bills—you really owe 21 Direct Selling News it to yourself to be passionate about your the World Federation of Direct Selling 200 Swisher Road • Lake Dallas, Texas 75065 Associations, three in four direct selling Phone: 800-279-5249 • Fax: 940-312-7813 work and pursue a dream or two along www.directsellingnews.com the way. companies (72 percent) participate in some form of philanthropic activities. © 2012 Direct Selling News. All rights reserved.

Serving the Direct Selling and Network Marketing Executive Since 2004 As the trade publication for this vibrant industry, each month we bring you the latest news and information about the companies and the people who lead them.

Learn the Industry Order More Copies Subscribe to Direct Selling News, Go to www.directsellingnewsproducts.com a trade publication for industry to order more copies of this special executives and decision-makers. supplement, Leading the Way Back to Prosperity.

For more information, email [email protected] or call 800-279-5249 ext. 4 | www.directsellingnews.com 4 Cover Story Leading the Way Back to Prosperity by Chelsea Greenwood America—the land of opportunity, prosperity and success—where are you hiding amid all of the glum news today? Layoffs, job consolidation, shrinking budgets, enormous debt—these are the sad words defining our recent economic reality. Is American prosperity a thing of the past? A footnote in our history books? With policy experts predicting that the jobs crisis will continue to be the dominant conversation through the 2012 election and beyond, the dream seems lost to many Americans.

arah Barter, 34, of Syracuse, Barter was at the beginning of her own boss. The only way I’d go back to Association (DSA), the industry saw N.Y., was laid off from her career and moderately paid; Chapin corporate America is if the police came estimated total sales of $28.56 billion teaching job of eight years and was nearing the end of a stellar 30-year and got me and put me in handcuffs.” in the United States, with 16.1 million then informed that the district career and highly paid. Both women Small business ownership and active salespeople. Globally, the wasn’t paying unemployment. found themselves unexpectedly without entrepreneurialism still hold out hope industry pulls in over $132 billion. For two years she jumped from job work and starting over. Thankfully, for many people who have become Interestingly, these numbers are Sto job, trying to find work. She was what they both found after they were disillusioned as traditional reliance on not counted in the U.S. Department beginning to question whether any kind laid off was that the American dream corporate jobs turns into a thing of the of Labor’s statistics surrounding of success was in her future. of freedom, success and prosperity is past. In fact, becoming an independent unemployment and the job market. But Barrie Chapin, 64, also from New indeed alive and well. business owner is a choice that more in truth, in the face of layoffs, shrinking York, had 30 years of experience in Though from completely different and more people are making. In corporate opportunities and a shaken technology managing a large team backgrounds, both women have 2010, according to the Direct Selling trust in the traditional workplace, many of developers for a global financial restored their financial freedom services firm on Wall Street. Being working for themselves as independent the first black woman vice president representatives of Silpada, a leader “I love that I don’t have in operations at a global financial in sterling silver fashion jewelry and to worry about being laid off services firm on Wall Street didn’t accessories. Barter says, “I love that I make a difference when the budget was don’t have to worry about being laid or unemployed.” sliced—she got the boot along with six off or unemployed.” Chapin agrees, —Sarah Barter, independent representative, Silpada of her staff. saying, “I love the freedom of being my continued on page 6 YOUR SOLUTION TO PHYSICAL AND FINANCIAL HEALTH

• Experience our whole food nutritionals, scientiﬁ cally formulated 800.432.5842 personal care, and environmentally friendly home care ww.gnld.com • Own your own business • Be your own boss • Earn part-time or full-time income • Have more time to spend with your family

THE GNLD F AMIL Y OF BRANDS 6 continued from page 4 turn to direct selling—some might call mom with no college degree; I am a or consultant steps out into the field to ensure that its product or service it social selling—either full-time or successful business owner who can pay for the first time, he does so with the is viable. Then, on the front end, it part-time, as a way to return to a level my home mortgage and put my kids complete backing of a corporation— provides the mechanisms needed for the of prosperity they’ve either lost or are through private school. The value this often a large, well established one— salesperson to build a lucrative business continuing to seek. opportunity has had on me, as a woman, that’s invested in his success. On a based on that product. Stacy Itzel, independent rep for The is undeniable.” mental and emotional level, that’s huge. This support structure is the most Pampered Chef for the last seven years, The rep knows that, in essence, every appealing aspect of the industry has also found her part of the American All for One person in that company is working according to David Bach, a personal dream within direct selling. Needing to The average entrepreneur can lead a to help him achieve his goals. He also finance expert and best-selling author pay off credit card debt, Itzel started her lonely and even risky existence: When paid very little to join the organization, on The New York Times list. He says, own business in 2005. She works at her he or she hangs out a shingle, it’s often as most companies have a start-up kit “The beauty of the direct selling business business less than 30 hours per week, done alone, with little support other ranging from under $100 to $500. opportunity is that it’s all done for you. yet earns more than $5,700 per month than the well wishes of family and The start-up process not only makes it You don’t have to create a business plan. holding around eight parties per month. friends. She may have invested her life possible to “open for business,” but also You don’t have to create a product. Itzel says, “This business has done more savings or he may have borrowed heavily provides invaluable resources. On the for me than just provide financial peace. just to get the doors open. back end, the company conducts all the I am now more than a stay-at-home However, when a new representative development and branding necessary “The beauty of the direct selling business opportunity is that it’s all done for you.” —David Bach, personal finance expert and best-selling author

The only thing you need to do is find a reputable company—one that you can trust—that offers a product or service that you believe in and can get passionate about.” Modern technologies have helped the industry grow as well. Thanks to the Internet, social media and mobile devices, direct selling is very different than it was just 20 years ago. Previously time-consuming tasks (e.g., processing phone orders and checks) have now become a breeze; recruiting is possible across all locations; reps can completely monitor their businesses on the go; and training, tracking and support materials are available at the click of a button. One for All Indeed, this is a channel of distribution that is all about people, and companies understand that. They offer the rep flexibility and control because they want him to make choices to suit 7 his needs and desires. After all, he “I am a successful a global network of 300,000. And it all knows what he requires to succeed. started when Chen left her teaching According to the DSA, the three business owner who can pay position some 30 years ago to give direct largest product categories are home/ my home mortgage and put my selling a shot. family care/home durables, wellness Chen discovered early on what many and personal care, but the market is so kids through private school.” Americans are now realizing: Direct huge and diverse that there’s literally —Stacy Itzel, independent rep for The Pampered Chef selling packs a powerful one-two punch. something for every taste. Products On one hand, the representative enjoys range from cosmetics and skincare to the security and stability of a large nutritionals and weight-loss and from extra money. But many quickly come to showing the 5-foot-tall woman exiting a company, which offers resources and energy and telecommunications to understand that direct selling is based private jet, cruising in a convertible and support. On the other, the rep is a free accessories, and more. upon a directly proportional equation: holding the attention of a rally 20,000 agent in charge of her own business, For those individuals willing to put in The more time and energy you put into strong. If you’re thinking Chen must be with the freedom to tailor every aspect time and energy, the opportunity truly building your business, the more money a rock star, you’d be right—in a way. to her lifestyle. has unlimited earning potential. Many you make. It’s really that simple. This 68-year-old woman, who Whether the government’s people get involved with a company in On the high end of the spectrum, the addressed the aforementioned crowd statisticians ever come to include the order to make a car payment, pay school earning potential is unlimited. Take at a Las Vegas convention earlier this entrepreneurial efforts of these millions tuition or credit card debt, or for other Holly Chen, for example. Cameras flash year, is a leader with Amway. Along of people, they know they are leading specific reasons. At first, they may work and a thousand fans cheer as she takes with husband Barry Chi, Chen is the the way back to prosperity for so many a handful of hours per week to earn this the stage. Soon, a video flickers on, company’s biggest distributor, leading Americans. ■

Know anyone who uses electricity? Of course. So why not help them choose affordable green energy and make a significant impact for good while earning a residual income?

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t S ec a r l i e Who d s Me? by Marilyn Hood The Broad Appeal of Direct Selling

by Marilyn Hood

An overwhelmingly high number of college graduates have moved back home, many having acquired enormous school loans to repay alongside their degrees. Their job prospects don’t look any better than their previous high-school opportunities, except for those joining the military. Forbes reports that the top five employers of Generation Y are: the Armed Forces, Wal-Mart, Starbucks, Target and Best Buy. Sound eerily How can this course be changed for young workers, sit still in offices. “I have the freedom to get up familiar to summer jobs? retirees and everyone sandwiched in ¡between? and go whenever I want. I went on vacation the Jacqui Daub Nelson, a 25-year-old living in entire month of July! What other job allows you to Virginia, has found a path that allowed her to do that?” the other end of the spectrum, pay off all of her credit card debt and prepare to Nelson represents a generation of young people less than 10 percent of retirees purchase her first home—accomplishments that who are very willing to work—and work hard—but have enough money to maintain few Gen Yers can claim these days. Nelson left according to the 2011 Cisco Connected World not just their current standard her full-time job as a wedding coordinator in Technology Report, over half of the Gen Ys of living, but any sort of 2009 to run her own business as a consultant with surveyed felt their work schedules independentAt living at all. Hundreds of thousands of these adults Silpada, a company that sells sterling silver jewelry should be flexible, and a whopping 70 percent are moving in with their children to minimize their spending. through home parties. “I wasn’t made to work believed that being in an office regularly was This is the state Americans find themselves now grappling 9 to 5 in a cubicle or take orders,” says Nelson, unnecessary. with, four years into the aftermath of the 2008 financial crisis. identifying with other Gen Ys who don’t like to Their entrepreneurial spirit tends to be strong 9 as well, and many seem much more willing to strike And, as she points out, her earnings have been much last few years concerning their reluctance to retire. out on their own. Direct selling offers them the more reliable than those of her husband, a software They know they can expect to live longer than any opportunity to be in business for themselves while at engineer, whose industry has seen its ups and downs. generation to date, but with shrunken retirement the same time providing them with a support system accounts and escalating healthcare costs, many are and a means to customize their business to fit their Take Control of Your Career worried their money will expire before they do. For needs and personalities. Entrepreneurship has much to offer veterans of the those who were forced out of their jobs during the But these opportunities don’t only exist for the workforce as well. With the economic pain of the last recession, finding employment has been even more young. With non-traditional work plans that allow few years, workers at all levels lost jobs, often without difficult for them than for the younger crowd. consultants to create careers that fit their lives, these regard to their capabilities or performance. Certainly, Starting an independent business offers those who opportunities hold wide appeal for virtually every many people were made to realize their vulnerability are in the boomer age group and beyond an attractive segment of the adult population. and how little actual control they have over their alternative to the grind of a regular J-O-B, which, Joelle Yates and her husband, Andy, typify those careers when they work for someone else. frankly, may be wearing on them anyway. With their adults sandwiched in between young workers and For those who have decided they don’t like a boss earnings, they can add to their retirement accounts, retirees, as they are raising their own children and also calling the shots in their lives, consider this: When or at least reduce or cease their withdrawals. The caring for their aging parents. A rigid work schedule you own your own business, no one can fire you. You compensation plans make it possible to create a would only add stress to their already hectic lives. make your own career decisions, and your income is recurring income stream, such that they can continue “Sorry I’ve been so hard to catch,” Joelle’s voicemail not capped by a pay scale. And as an added bonus, you to get paid in the future for work already done—an message begins, “but it’s been a busy week … get to choose the people with whom you want to work. attractive feature, indeed. Direct selling also makes for cardiologist, eye doctor, one mom in the hospital For those who have endured the frustration social interaction, something many retirees miss, plus today, and I am now shopping for assisted living places of searching for another job, here’s another it allows them the opportunity to share their skills and for our other mom.” And this is only Tuesday night! consideration: You don’t need a résumé. You get years of experience while mentoring others. For Joelle, a traditional job, along with a traditional to choose the opportunity that is the best fit for In fact, the flexibility that this channel offers is truly commute, would be out of the question. Instead, she you. You get a fresh start, with no degrees or empowering for all ages. And with the choice to work earns a significant income as a Mary Kay senior sales certifications required. being up to the individual, it’s the solution that could director while still being able to care for her family. The baby boomers have received a lot of press in the change the economic outlook for millions of people. ■

Inspiration. Leadership. Motivation.

Everything the Entrepreneur Needs to Succeed

Success.com/Free digital Sub 10 Pursuing Passion by Beth Douglass Silcox

Too often in their work lives people push creativity and personal passion aside in favor of paying mortgages, car payments and student loans. While money focus is unavoidable, losing one’s dreams is a sacrifice worth reconsidering. When people give up on their passions, work becomes “work,” in the worst sense of the word. They may be highly qualified to do the job, but they’re uninspired, disillusioned and sporting a “good enough” attitude.

hat difference does passion for your and employee, alike. “Caring, it turns out, is a Johnson also believes passion at work is a choice for work really make? A paycheck is a competitive advantage, and one that takes effort, everyone. “If it is a difficult choice because of where paycheck is a paycheck, right? Should not money,” Godin says. you live or the types of opportunities available or your you even care? Yes, you should! skill set, you have the opportunity and ability to do People spend so much of their time Passion’s Power something you love, on the side,” Johnson says. In workingW that they really owe it to themselves to be According to Tory Johnson, best-selling author truth, few industries connect people to their passions empowered by their jobs, passionate about their work and Founder/CEO of Women for Hire, a high- as readily as direct selling. Companies in this industry, and able to pursue a dream or two along the way. caliber diversity career expo company, “The more you encompassing some 70 product and service categories, Without caring, “things start to fray around the can love what you do—because it’s connected to an marry people to their passions for moderate cost and at edges,” says Seth Godin, the world’s most influential interest you have—the more successful you’re going to low risk. The choices are seemingly endless, including business blogger and best-selling author. That’s bad be. Passion is often the difference between drudgery clothing and accessories, cosmetics and personal news for everyone—corporate monolith, entrepreneur and heaven.” care, home décor, kitchenware and appliances, home care, leisure/educational services, and how they can provide for a family using health and wellness. It’s one of the very their skills.” few industries where you can choose It is not just about the dream. It’s a career where the why of what you about the reality of the dream. “Run it up do and the how of doing it becomes the flagpole,” Miller says. Test your idea, one in the same. In other words, you your passion, your dream to make sure it can pursue your passion passionately. is really something you want to develop You can also find a passionate fit more fully. without special education or licenses. “Social selling is a wonderful model “Maybe I’m interested in holistic for that,” Miller goes on to say. Would-be living, yet I don’t have training to be a fashion designers or models can healthcare practitioner,” Johnson says. channel their passions as associates with “I can still align myself with some type Arbonne, Silpada, or maybe even Thirty- of nutritional supplement company One. Interior decorators have ready and make use of the passion without access to products and design tips with needing a medical degree.” Biltmore Inspirations or Celebrating To Johnson’s point, in fact, many Home. The Rachael Ray wannabe could representatives are passionate consumers rock a Pampered Chef party, and energy of the high-quality products first, companies like Viridian—with a “green” and don’t necessarily intend to start component—just might be what the a business. As customers of USANA environmentalist is looking for. or GNLD, for instance, individuals In fact, Frank Marone, a top-level may become loyal advocates of their “ambassador” for Viridian Energy nutritional and wellness products, says, “The day I knew Viridian was and before long they are selling something special was when I met what they love, loving what they [CEO] Michael Fallquist. Great sell, and building “accidental” companies are created when the CEO success stories. has a laser-focused vision that can be shared with anyone who comes in Passion: Engage, contact with him. I have that vision and Apply, Support belief, and once that gets inside you, Young people ooze passion. Toddlers there’s no stopping you from achieving belt out songs in grocery store aisles, and your goals.” college students creatively advocate for all kinds of causes. But life tends to bury the dreams and passions of your youth. “The more you can Your adult brains convince you it is love what you do— practical and realistic to do so. But Dan Miller, widely acclaimed because it’s connected author of 48 Days to the Work You Love, to an interest you believes engaging your passions, abilities, personality tendencies and dreams is have—the more the only way to be fully alive. “Passion successful you’re helps you understand what is unique to you. It’s not a cookie-cutter program,” going to be.” he says. —Tory Johnson, best-selling author Uncovering your passions is as simple and Founder/CEO of Women for Hire as looking inward to your heart-of- hearts and thinking back to a time before adult realities gripped you so Miller says, “Social selling is a great tight. Miller says, “A lot of people know way to have a fully developed business what they are passionate about and they structure in place. You just have to know they are talented, but they end up get out, share your enthusiasm, do the discouraged and frustrated because they marketing and see if you can make haven’t taken the initiative to figure out it work.” 12

When you sell what you love, you love what you do. markets. They don’t have to travel or move to big cities. When you love what you do, you have an empowered, We’ve seen the flattening of the world in many ways, passionate view of your work. Your customers see that which works to great advantage for anybody that wants and you are more successful for it. to do something totally unique and authentic without Dean and Marcie Whalen certainly understand this totally having to reshape where they are, connections to viewpoint. Living off credit cards, Dean was finishing family and all that,” Miller says. college and Marcie was teaching school part time. This industry provides ready-made business models They had plans to move overseas for Dean to continue with the backing of companies who do the heavy lifting playing basketball, but their dreams seemed out of for their sales associates. Websites, marketing, and reach. Then, an old friend contacted them about the superb training and personal development opportunities Amway business opportunity. They decided to stay put come as a package deal. In fact, Johnson says she thinks and develop their own business. “I knew it would take a Choose Empowerment When direct selling is an ideal way to build public-speaking few years to establish our business, and I was OK with Opportunity Calls skills and self-confidence. that,” Dean says. “The alternative was a 40-year career “In the last couple of years when we’ve had massive And Miller says there’s a broad range of work with little to show in the end.” In the process, they’ve layoffs and company closings, it’s really challenged models available to workers. “I’m not pushing gotten married, had a baby, paid off their debt and built people to figure out how they are going to engage their everyone to be an entrepreneur, but I think it’s short- a business they love. skills in work that is at least profitable, if not purposeful,” sighted for people not to recognize they have choices,” Beyond the dollars and cents that passionate work Miller says. he says. can bring, loving what you do can improve your While the changes were shocking and unwelcome If polishing the résumé fits best, Miller says, feel personal relationships, your sense of optimism and when people’s jobs were shot out from under them boldness, confidence and enthusiasm because it’s a even your relationship with money. “It has the ability to during the recession, they still have choices. So if you’re choice. If the broad continuum of possibilities leads truly impact every element of your life,” Johnson says. one of them, don’t be fearful—be empowered. toward entrepreneurism, a diverse field of quality direct “The emotional reward and sense of physical well-being “With the addition of technology, people can do selling products and services await those people ready to is more powerful than anything.” things out of their homes that have worldwide impact or put their passions to work. ■

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14 Concierge Service: The Direct Selling Advantage by Sarah Paulk

Have you heard the story about the Nordstrom employee who made a house call over an hour away to exchange a pair of shoes? How about the one where the customer returned pants that had been clearly worn for a long time and whose money was refunded cheerfully anyway? The legendary Nordstrom “personalized shopping” approach has long created amazing stories and loyal customers.

ow, technology is aiding the pursuit of great service— Neiman Marcus is making available an app that notifies operating individual businesses, the industry is well- difference between brands? Sometimes you can’t a salesperson when a customer walks in the door for equipped to personally and amply meet the needs of even track down a store employee for assistance. ultimate attention. In truth, many people long for its customers. For customers, however, finding the answer to this type of attentive, individualized service. Still, a question or solution to a problem is as simple as Npersonalized service is a rarity in the marketplace, and when It’s Who You Know contacting a trusted consultant. Communicating available, it becomes a beacon in a sea of automated recordings, Nordstrom and Neiman Marcus are among the with a representative, whose livelihood and business mass emails and anonymous customer service representatives. exceptions in retail—walking into most of these success depends on the satisfaction and loyalty of While the luxury of concierge-level service may seem out establishments overflowing with product options customers, is in many ways like ringing a personal of reach for much of the population, it’s always had a place can be intimidating, and help is not always easy to concierge. At a moment’s notice, customers can for everyone in this social selling industry. With its armies of find. How do you choose the product that’s right have the information and product tools they need independent representatives and consultants, each owning and for you when the salesperson doesn’t know the at their fingertips. Representatives not only have The industry is well-equipped ›› to personally and amply meet the needs of its customers.

a personal interest in keeping customers happy, but also typically have a personal relationship with customers who are often their family, friends and acquaintances. When consumer Dale Craig wanted to find more targeted vitamin supplements than what he could buy at the store, he called up a GNLD representative who understood his commitment to weight training and could provide specific direction—his brother, Kelly. “He immediately knew what products I needed the most with my regimen and could explain the particular benefits to me. That’s great service,” Craig says. Customers with a challenge can call while reaping the benefits of the large, their personal consultant and expect one- established companies that stand behind on-one assistance, product guidance and each representative. support from someone who cares about Whether trying to locate energy their situation and whose goal is to meet services, seeking to treat a nagging customers’ needs. Just as a hotel concierge skincare issue, or even shopping for gifts, get the needs to know a vast amount about customers can rely on a representative the city’s restaurant and entertainment who not only has the answer but also the venues to best serve guests, personal desire to help as well. Most companies consultants understand details about also provide extensive ongoing training more their products in order to provide specific for reps, allowing them to stay up-to- solutions to specific issues. date with product improvements, service you’re looking for enhancements and other benefits, in order ® The Luxury of to better serve their customers. as a Pampered Chef Consultant! Empowerment People are bombarded with products, As a consumer, putting in the effort options and innovations, but often • More money to pay off debt and save required to make the best decision every deprived of the information and personal • More free time to spend with your family Start for time means you must possess the luxury assistance necessary to make informed as little of time and energy to do so—and few purchasing decisions. And that’s where • More FREE products, travel and jewelry people have that. But by working with the direct selling advantage comes in, as $80! • More fun than you ever imagined independent business owners, customers creating the attentive, personalized can enjoy personalized assistance customer service people are looking for. ■ Visit pamperedchef.com today to get the more you’re looking for. 16

Squeak, squeak, squeak. That’s the sound of millions of jobless Americans racing inside a cruel hamster wheel of unemployment. Are you one of them? Take heart: Direct selling could be your key to freedom.

Breaking the Cycle of Unemployment by Amy Bell f you are one of the 30 million some new skills, so you consider going working in a job related to that field. But Glenn Williams, President of unemployed or underemployed back to school … until you get a peek at with USANA, I’ve been able to learn as Primerica, a financial services folks in this nation, you’re probably the price tag. According to the College I go from the fountain of information company, says he believes direct intimately familiar with the vicious Board, the cost of a full credit load at the available. Most importantly, I’m building selling is the ideal solution for cycle. It goes a little something like average in-state, four-year public college an income as I learn.” unemployed workers looking to Ithis: You get laid off and immediately has surpassed $8,000—an all-time earn an income and simultaneously start searching for another job. You high. Cha-ching! How can you possibly Will Work for Training develop priceless skills. “The training quickly discover that you can’t land one afford to pay the exorbitant price of Direct selling companies are some experience you receive when you of the few full-time positions out there tuition when you aren’t bringing home of the only businesses that offer join Primerica has value, in and of because you don’t have the required skills any bacon? significant, substantial training for itself—first, it benefits the individuals or training. Unfortunately, these hiring Elisa Garci, Independent Director for little or no cost to the people who personally, and second, it can be corporations aren’t willing to offer you health and wellness company USANA, need it most—those who are currently applied to other careers in their future.” the training you need to be hired, since found a way to earn and learn at the unemployed. In fact, the vast majority With Primerica’s low entry costs, you you don’t already work there. How do same time. She says, “In the traditional of these companies offer immediate, gain access to the company’s training you break the cycle? world, you go to school first and then extensive training as part of their benefits, including the option to become You might decide it’s time to develop once you finish your degree, you start sign-up package. life insurance licensed. Plus, if you 17

Breaking the Cycle of Unemployment qualify, you’ll also have the opportunity management and wellness company to become securities licensed at no ViSalus, his company’s basic work is additional cost. “an education effort” geared toward Independent consultants who join “teaching entrepreneurialism” and Thirty-One, a growing company that personal growth. All distributors can sells purses and embroidered totes access classes on entrepreneurial skills and bags, receive immediate access to training through the ViSalus Academy. training opportunities galore. Not only This combination of skills training do Thirty-One consultants have access and personal development training is to websites and print materials with common to most companies. Training product info, selling tips and a wealth of provides instruction on not only skill tools and resources, but they also have basics such as how to sell, communicate an opportunity to learn best practices effectively and set up a business, but from other independent consultants and also “soft skills” such as goal-setting sales directors at team meetings. To top and an opportunity to re-imagine it off, throughout the year Thirty-One your life and your choices. Executives consultants attend at USANA like special events where to say, “A job they meet some can give you a of the best in the “A job can give paycheck, but we business for advice you a paycheck, train you to be and guidance. the best of what Angela Durham, but we train you you can be. After a Senior Executive to be the best that, your options Director with Thirty- of what you become limitless.” One, says, “I started Since the with this company can be.” dawning of to earn some extra —USANA Executives this industry, Lead your family toward a money, but when my direct selling husband had to take a companies have big pay cut I realized offered incredible brighter future I would have to make more out of this opportunities for enterprising opportunity. So that’s exactly what I did! individuals looking to start up and Thirty-One provides all the training and operate their own businesses. But today, Thirty-One Gifts specializes in stylish, affordable bags and support you need to run a successful in light of the scary employment market home organizing solutions. business. I built my business to the that plagues the nation, direct selling point where we have paid off our credit opportunities are even more valuable. It is our mission to celebrate, encourage and reward our card debt and have financial security. I That’s because these companies more than 80,000 Consultants, empowering women with always tell my team that if I can grow in offer unemployed professionals a hot an amazing business opportunity to help them make their this business, they can too. Thirty-One commodity: low or no-cost training provides all the training and support with astonishing depth, regularity dreams come true. Join our family! you need!” and variety. Arbonne, a skincare and cosmetics As Americans maintain their trek direct selling company, also offers through 2012, the shortage of jobs training to its consultants. “At Arbonne, will continue to plague the country. we believe training is an investment in And here sits the direct selling our consultants,” says Gina M. Murphy, industry with a simple, yet brilliant, Vice President of Sales. “If we equip solution. By offering unequaled www.thirtyonegifts.com our consultants with the right tools and training and personal development www.thirtyonegifts.com knowledge, that investment and training opportunities, these companies are will pay off time and time again.” throwing a positive wrench in the For Ryan Blair, Co-Founder of weight- unemployment cycle. ■ 19 Share with Your World by Beth Douglass Silcox

If you start your mornings with some caffeine and a little social media, you’re in good company—with 845 million monthly users, Facebook now accounts for one out of every five page views on the Internet worldwide. Laptop, handheld or desktop, people update their status, read some news, tweet their lunch plans, check in once they arrive, and browse their favorite websites.

ot long ago, finding a cute bargain top was an all-out mall adventure and people were shackled by landlines, which made last-minute meet-ups nearly impossible. But Nsmart phones, the web and social media have changed all that forever. Today, you can reach out to your world and your world can reach right back, 24/7. Technology may have amped up the speed and sent convenience off the charts, but the essence of why people connect hasn’t really changed since they began living in a community and gathering together. Everyone still whips out pictures of the kids, but forgoes the wallet for Facebook, and sharing products they love is still top of mind, albeit they do so in 140 characters or less. “Word of mouth is more powerful than ever. —Gary Vaynerchuk, social media expert" and best-selling author

The opinions and recommendations Bilingual chats, mobile applications, of friends still hold as much weight blogger events, Groupon-style in the cybersphere as they did when promotions, and entire corporate Bonnie told Sally about her new makeup platforms resembling Facebook are purchase while they chatted after church. social commerce innovations used every Momentis lights the new way to Today, Sally still tells Judy, who in turn day to connect people to the quality shares with Donna, but they’re likely products and services they’ve come to financial freedom with essential pinning their favorite colors on boards love from the direct selling industry. home services every household at Pinterest. “Technology makes our old-school, The truth is, word-of-mouth very simple business model sexy,” says uses. Innovation is the company’s advertising and sharing the things you Ryan Blair, CEO of ViSalus, a weight- love with your friends and family have management and wellness company. hallmark. It thinks beyond always been the basis of successful Capitalizing on people’s familiarity and commerce. Today, you simply have love of social media, the industry invests today to the technology a much, much broader reach than time and energy to teach business of tomorrow—that’s the the number of people you can reach owners how to maximize their existing face-to-face. social networking skills and reap the Momentis difference. “Word of mouth is more powerful rewards of social commerce. than ever,” says Gary Vaynerchuk, social But forever at the heart of social media expert and best-selling author of selling is the human connection. The Thank You Economy and Crush Truth be told, social media is just a It!. “Social media doesn’t just let you technological extension of what people For more information visit: tell your friends and family about your have always believed in—reaching out to experiences. No, today, the entire world friends and sharing the things www.momentis.net is your audience.” they love. ■ 21 An Industry with

byHeart J.M. Emmert Burundi President Pierre Nkurunziza took office at a time when the World Food Programme estimated 56 percent of the children in his African nation suffered from chronic malnutrition.

oping to provide relief to his people, Nkurunziza traveled to Mannatech Inc.’s facility in Grand Prairie, Texas, to meet with Sam and Linda Caster, founders of MannaRelief, a non-profit relief organization using social entrepreneurship to fight global malnutrition. Today, Nkurunziza is Hpartnering with MannaRelief and the company’s Give for RealSM Program to provide the children of Burundi with PhytoBlend™ powder to help meet their nutritional needs. Norma Hernandez is a survivor of domestic violence. Like most victims of abuse, she is working to regain her self-confidence, and Mary Kay is with her on that journey to “emerge stronger and more beautiful than ever.” On March 8, as part of the celebration of International Women’s Day, a Mary Kay representative provided Hernandez with a special pampering and beauty treatment during the company’s “Day of Beauty” celebration at The Dallas Arboretum. It’s just one of the many special projects that the Mary Kay Ash Charitable Foundation is doing as a company to “protect women and their families and to help end the cycle of domestic violence around the world.” Nine months ago, Malawi villagers Anold and Eliza Mkwezalamba were struggling to harvest enough crops to feed their three young children. Their small country in eastern Africa had been devastated by a 2002 drought that had left one in three people threatened by starvation. Today the Mkwezalambas live in Mtalimanja Village, a living classroom built by the Nu Skin Force for Good Foundation, the charitable organization of Nu Skin Enterprises, a skincare and nutrition company. 22

The village’s School of Agriculture for with 100 percent of its net proceeds Associations, three in four direct selling rooted in the values of company Family Independence (SAFI) gives benefitting the Ronald McDonald House companies (72 percent) participate founders—such as The Pampered Chef’s families the opportunity to learn vital Charities®. Kim Hanson, Chevy’s mom, in some form of philanthropic Doris Christopher and Scentsy’s Orville skills in farming, drip irrigation, animal says the Scentsy Buddy gift was a great activities. Forty-six percent support or and Heidi Thompson—with two in husbandry, fishing and tree farming. distraction for her son. “It’s good that partner with one or two charities or five companies (38 percent) engaging “[SAFI] is a huge blessing to Malawi,” the people are thinking about other people organizations; 46 percent with three in social outreach efforts since their Mkwezalambas say. “It helps poor people during the holidays,” she says. to 10 charities or organizations; and beginnings. Amway, founded in 1959, have a better future. If Malawi has more The truth is, direct selling companies 7 percent with 11 or more charities or says its corporate giving is “a testament programs like SAFI, there might be a are thinking of people all year-round, in organizations. In fact, Avon has long to our founding families’ belief day when Malawi is hunger-free.” every part of the been the largest direct that we need to share our resources Last Christmas, 3-year-old Chevy world. The more selling company in with the communities where we Hanson should have been at home than 75 million “We need to share the world, and has do business.” happily awaiting the arrival of St. Nick. direct sellers in a charitable heart to Those resources come in the form Instead, he spent it in the pediatric ward 150 countries are our resources with match: Since 1992, of cash donations, in-kind donations, at Marian Medical Center in Santa changing the lives the communities the company has volunteerism, or through sponsorships Maria, Calif., receiving treatment for of others on a daily where we raised and donated and cause-related marketing. And in a respiratory issues. That’s where Cheri basis, whether it is more than $740 time when the global economy remains Randall, Independent Consultant with supporting global do business.” million to breast unstable, direct sellers continue to Scentsy—a direct seller of fragrance causes, raising —Amway's founding belief cancer programs stand firm in their commitment to products—gifted him with “Sasha,” a awareness or being around the world. support others. Scentsy Buddy plush bear designed to first responders to What makes Sometimes all people need is give comfort to children facing illness. natural disasters. corporate philanthropy such an integral for someone to care. In the direct Sasha was the company’s charitable According to a 2009 report by the part of the corporate culture? In many selling industry, that’s exactly what cause product for Fall/Winter 2011, World Federation of Direct Selling cases, social responsibility has been they do. ■

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