Primerica Reports Increases in Sales and Membership

In reporting second quarter sales and earnings for 2015, Primerica Inc. (PRI—NYSE) highlighted a 14 percent growth in life insurance policies issued and 5 percent growth in life insurance licensed representatives to reach a total of 101,008. The company stated that second quarter operating revenue increased by 6 percent to $350.3 million compared with $330.3 million in the prior year period.

Glenn Williams, CEO, credited the company’s growth to a “solid core performance across business segments” and “ongoing efforts to drive organic growth.” With increases in both life-licensed sales members (5 percent growth) and recruitment of new members (20 percent growth), the company credits excitement generated by new incentives, technology, and product enhancements offered to the sales representatives and to customers.

To listen to a replay of the investor call held on Aug. 6, click here.

$50K Primerica Grant Will Equip At-Risk Teens

During its 2015 Convention this month, Primerica brought home the event’s theme—“Freedom Redefined”—with the announcement of a $50,000 grant that will equip at-risk teens for future success.

CEO Glenn Williams presented the grant award to Sam Bracken, Co-Founder of The Orange Duffel Bag Initiative (ODBI), an organization Primerica has supported since 2013. ODBI helps Georgia teens who are homeless or aging out of the foster care system, often without the means or skills necessary to support themselves. ODBI’s team of certified life and executive coaches provides coaching, training and ongoing advocacy to these youth.

“It’s unimaginable that thousands of Georgia teens are homeless or will soon be too old to remain in the foster care system. These kids did not choose to be in this situation, and they deserve a chance for a better future,” Williams told the crowd of approximately 40,000 gathered in Atlanta’s Georgia Dome. “We applaud the exceptional work done by the ODBI and are proud to support this worthwhile organization.”

The Orange Duffel Bag Initiative grew largely from Bracken’s own experiences. Though he would later become a star football player for Georgia Tech and an executive with FranklinCovey, Bracken was once a homeless teen who could carry everything he owned in an orange duffel bag. He has shared his experiences in My Orange Duffel Bag: A Journey to Radical Change, a book he co-authored.

Primerica Reports Record Q2 Leading into Annual Convention

Photo: An estimated 40,000 attendees gather at the Georgia Dome in Atlanta for Primerica’s 2015 Convention.

Primerica Inc. (PRI—NYSE) released a preview of its second quarter earnings today as the company kicked off its 2015 Convention in Atlanta. The financial services provider said quarterly sales and distribution results were the best since its IPO in 2010.

An expanding salesforce powered much of the company’s recent growth. According to a statement from Glenn Williams, presiding over his first convention as CEO, Primerica recorded a 15 percent uptick in newly licensed representatives compared to a year ago, bringing its total licensed salesforce to 101,000. New recruits increased by 20 percent, and policies issued in the Term Life segment increased 14 percent.

Not to be outdone, Primerica’s Investment and Savings Product business has also grown steadily in the past five years. “During this year’s second quarter, our ISP sales grew by 9 percent over what was a record-setting performance during the same period in 2014,” Williams noted.

Primerica is hosting an estimated 40,000 at the Georgia Dome for its 2015 Convention, held July 15–18. As the city’s largest corporate meeting, it will have an estimated $34 million impact on the local economy.

Primerica Posts Quarterly Earnings Growth, Narrowly Misses Estimates

Primerica Inc. (PRI—NYSE) reported growth across all key metrics in its first earnings results under the leadership of new CEO Glenn Williams.

Revenue rose 6 percent to $345.1 million in the first quarter, the financial services provider said Wednesday. Net income was $43.2 million, or 82 cents a share, boosted by strong sales of Primerica’s term life product.

Operating income was 80 cents a share, missing analysts’ estimates by 1 cent, partly due to the timing of expense recognition for annual equity awards granted to retirement eligible employees. Earnings also took a minor hit from the unfavorable Canadian exchange rate, though Canada sales were up 8 percent in local currency.

Total policies issued rose 13 percent versus a year ago, driving 8 percent revenue growth in the term life category. Revenue from investment and savings products was up 7 percent to $129.1 million. The number of new representatives joining the company rose 10 percent over the prior-year period.

“Continued success in executing our organic growth strategy, coupled with our share repurchase program, position us well to continue delivering strong stockholder returns,” said Williams, who officially stepped into his new role at the beginning of April. The Atlanta-area company generated sales of $1.34 billion in 2014, earning the No. 14 rank on the DSN Global 100.

2015 DSN North America 50 List

The DSN North America 50DSN Announces the 2015 North America 50!

This marks the sixth year for the Global 100 list of top direct selling companies in the world, and we would not be Direct Selling News if we did not continually strive to raise the bar.

That is why we are pleased to share with you a new component of the project this year: The North America 50. As a subset of the Global 100, this list draws attention to the most significant players in one of the world’s largest direct selling markets.

As DSN embarks on the annual research for the Global 100, we continue to refine the process as we identify the largest companies and acknowledge their achievements while bringing attention to the magnitude of the direct selling industry as a whole. Within that context, the impact that North American companies have on the global marketplace as well as on those that buy and sell through this channel cannot be overstated.

The following contains the North America 50 ranking for the 2015 DSN Global 100 (based on 2014 revenues). Both lists will be published in the June issue of Direct Selling News.

2015 Rank

Company Name

2014 Revenue

1 Amway $10.80B
2 Avon $8.9B
3 Herbalife $5.0B
4 Mary Kay $4.0B
5 Tupperware $2.60B
6 Nu Skin $2.57B
7 Ambit Energy $1.50B
8 Primerica $1.34B
9 Stream Energy $918M
10 Shaklee $844M

Click here to see the rest of the DSN North America 50 List.

2015 DSN Global 100 List

DSN 100

DSN Announces the 2015 Global 100!

Since 2004 Direct Selling News has been dedicated to telling stories focused on relating the opportunities direct sellers provide to millions of independent business owners around the globe. So it seemed only fitting for DSN to further recognize the industry by compiling a comprehensive list, starting in 2010, of the top direct selling companies in the world.

The DSN Global 100 list offers a unique perspective on the global impact of the industry on economic and social realms. It provides a range of mutual learning not only for industry members but also for researchers, investors and—most important—those seeking opportunities within the industry.

We thank all the companies that willingly participated in our survey as well as our dedicated team of researchers who helped us present to you the remarkable achievements of direct sellers around the globe.

The following contains the ranking for the 2015 DSN Global 100 (based on 2014 revenues), our annual list of the top revenue-generating direct selling companies in the world. The list is published in the June issue of Direct Selling News.

2015 Rank

Company Name

2014 Revenue

1 Amway $10.80B
2 Avon $8.90B
3 Herbalife $5.00B
4 Mary Kay $4.00B
5 Vorwerk $3.90B
6 Natura $3.20B
7 Infinitus $2.64B
8 Tupperware $2.60B
9 Nu Skin $2.57B
10 JoyMain $2.00B

Click here for the rest of the 2015 DSN Global 100 list.

Happy Employees Vote Primerica One of Georgia’s Top Workplaces

Photo above: Primerica’s corporate headquarters in Duluth, Ga.

For the second consecutive year, Atlanta’s daily newspaper has named Primerica Inc. one of the top workplaces in Georgia.

The Atlanta Journal-Constitution conducts an annual poll in partnership with Workplace Dynamics to determine the region’s best workplaces. Based upon employee feedback, the financial services provider ranked No. 7 out of 25 large companies, or those with 500+ employees. Primerica employs approximately 1,600 people at its Duluth, Georgia headquarters.

Primerica Chief Human Resources Officer Karen Fine Saltiel said the company’s culture sets it apart and attracts employees for the long haul. “The average tenure of our employees is 14 years, with 60 percent of employees serving 10 or more years with the company. We are proud of this because as an employer, it shows that we’re doing things right at Primerica.”

The company climbed from the No. 18 spot in last year’s ranking. The “Top Workplaces” list includes public and private companies as well as nonprofit organizations.

Fourth Quarter Results Show Sustained Growth at Primerica

Strong sales of investment and savings products contributed to a solid fourth quarter at Primerica Inc. (PRI—NYSE). This week the financial services provider posted quarterly revenue of $345.4 million, up 9 percent versus the prior-year period.

Fourth quarter earnings were 84 cents per share, narrowly missing the Zacks Investment Research consensus estimate of 85 cents. The company reported record annual sales of its investment and savings offerings, which increased 14 percent in the fourth quarter to close out the year at $5.68 billion. The quarter also yielded a 13 percent increase in new representatives, primarily due to improved incentive programs and messaging.

The Duluth, Georgia-based company logged another year of growth in 2014, generating revenue of $1.34 billion, a 9 percent year-over-year increase. Net income totaled $182.8 million. Primerica attributes the strong performance to growth in its Term Life net premiums as well as the aforementioned investment and savings category.

“Our full year 2014 results were marked by solid performance across segments including 11 percent growth in Term Life net premiums, 9 percent growth in ISP sales and an 8 percent increase in ending client asset values, while the size of the life insurance licensed sales force grew 3 percent,” said Rick Williams, Chairman of the Board and Co-CEO. “John Addison and I believe the positive 2014 results make this the perfect time for a leadership transition and are confident that [incoming CEO] Glenn Williams will take the company to the next level.”

Primerica’s board of directors has also announced an increased quarterly dividend of 16 cents per share for the fourth quarter of 2014. The company will pay out the dividend on March 16, 2015 to stockholders of record as of Feb. 20, 2015.

Are We Winning?

by John Fleming

Click here to order the February 2015 issue in which this article appeared or click here to download it to your mobile device.

It’s hard to keep a scorecard on the direct selling industry! Those who tend to look for a way to criticize can always find something. Those of us who see within the industry and have the opportunity to interact with industry decision makers gain much insight and perspective. And this is a time of year to reflect. The corporate scorecard will be the year-end financial statements that will recap the business of the previous year. Businesses will win or lose depending upon the bottom-line numbers of profit or loss and the top-line number of revenue generated in comparison to the prior measurement period. But the question for those of us affiliated with the direct selling industry might be: What is the industry scorecard? Are we winning or are we losing?

Some scorekeepers like Bill Ackman, the hedge fund manager who has specifically targeted Herbalife with venomous attacks on the company’s method of conducting business (direct sales), completes his scorecard based on a set of very personal criteria that leads to an accusation and attack on, in this case, Herbalife in particular. However, this type of scorecard has implications for the entire industry. Direct selling, as a channel of distribution, is executed in many different ways, from what we often refer to as party plan to network marketing, social entrepreneurship, social selling, and social commerce, or even simply person to person. Today, the actual definition of direct selling is so very broad that direct sellers utilize online methods for delivering messages and transacting business as effectively as any channel of distribution.

In response to a scorekeeper like Bill Ackman and his staff, we remind such scorekeepers of the fact that the industry has a formal code of ethics as well as an informal code of ethics. The industry code and the more stringent company codes of ethics serve to govern the manner in which those who utilize the direct selling channel engage both employees of the company and the independent brand partners representing the company’s products, services and business opportunity. Independent contractors are also consumers as it simply makes sense to be your own best customer.

Today, the actual definition of direct selling is so very broad that direct sellers utilize online methods for delivering messages and transacting business as effectively as any channel of distribution.

The formal Code of Ethics is provided by the U.S. Direct Selling Association, and this code is public information. Members of the U.S. DSA pledge to abide by the U.S. DSA Code of Ethics. Many non-members of the U.S. DSA (direct selling companies) have created their own company codes and often use the DSA Code of Ethics as their benchmark. In either case, the direct selling industry overall has done a good job of policing itself and has grown as a channel of distribution to over $30 billion in U.S. revenue and $150 billion in worldwide revenue, generated by approximately 16 million U.S. independent contractors and 90 million worldwide independent contractors.

Every organization and every business has some type of scorecard for reflection on previous-year results and the planning of the new year. It is part of our nature to desire a scorecard to determine if we are winning or losing. Each winter, the NFL hosts the ultimate scorecard in professional football, the Super Bowl, where thousands will witness the final score that determines the best football team of the year. The same process holds true for all professional sports teams and leagues wherever they are located in the world. Hundreds of millions watch these events on television.

Direct Selling News created a scorecard for the direct selling industry when we first published the Direct Selling News Global 100 listing in 2009. Each year, this enormous research project serves to identify the top 100 direct selling companies in the world who certify their revenue performance by submitting the DSN Revenue Certification Form and complete a profile of their company. This process results in the publishing of perhaps the most important scorecard on the industry issued by anyone.

However, there is more to score on a company-by-company basis, and we offer on this page a potential scorecard profile that we believe tells even more of the story about an industry that shows such diversity in its representation of people from all walks of life. Direct selling as a method of distribution provides people with hope and with training to learn the basic knowledge and skills to be able to build a business. This could be a small part-time effort or a more serious effort that not only develops customers but also provides the opportunity to recruit and train others to do this, resulting in a much larger business opportunity. Because a scorecard is so important, we encourage each direct selling company to submit your Global 100 information and profile, as in so doing you participate in a valid process for scoring an incredible industry.

In going through the scoring process, we remain optimistic that we will have experienced another year of overall growth with respect to the first two categories on the scorecard pictured. Within the growth, there will always be those companies that did not grow, and the reasons for that are many, some of which are mentioned below and are also being researched by Direct Selling News.

Continue to Direct Selling News to see the scorecard and find out if we are winning or not.



90 Days of Direct Selling – Day 68


Primerica Inc.

2012 Net Sales: $1.27 billion

Country: USA

Primerica assists clients in meeting their needs for term life insurance, which they underwrite, and mutual funds, annuities and other financial products which they distribute primarily on behalf of third parties. Primerica insured more than 4 million lives and maintained approximately 2 million investment accounts on behalf of clients at Dec. 31, 2013.


2012 Rank: 11
2012 Net Sales: $1.2 billion
Sales Method: Person-to-person
Compensation Structure: Multi-level
Products: Financial services
Markets: 2
Salespeople: 95,600
Employees: 1,995
Headquarters: Duluth, Georgia
Executives: John Addison and Rick Williams
Year Founded: 1977
Stock Symbol: PRI—NYSE


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