Forces Under 40 2017

by DSN Staff

Click here to order the March 2017 issue in which this article appeared.


DSN is thrilled to showcase the most outstanding young professionals working in direct selling companies today. These honorees represent all aspects of the business—from technology and marketing to finance and field services—and represent the fine talent of tomorrow. We know it is imperative to nurture and encourage the young leaders in our channel in order to secure the brightest future possible for all.

These dynamic young leaders are broadening the scope of the companies they work for as well as our entire channel of distribution. Based upon the enthusiastic nominations of the honorees presented here, the future is bright indeed. The program was open to all full-time professionals working in active direct selling companies who turned 40 years old on or after Jan. 1, 2017. The honorees are presented in alphabetical order with each profile including the thoughts and words of the honoree’s respective company.

We also want to thank our generous sponsors, Avalara and Fossil.


PROFILES:

…. Continue to the Honoree’s profiles.

 

 

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Stream Recoups Legal Fees following Dismissal of Solavei Suit

Stream has received another favorable ruling in its legal dispute with former competitor Solavei. A Dallas District Court judge has awarded Stream hundreds of thousands of dollars in legal fees arising from a lawsuit brought by Solavei in January 2015, falsely claiming misappropriation of trade secrets.

Energy provider Stream launched mobile services in January, six months after backing out of merger talks with Seattle-based Solavei. Pointing to a confidentiality agreement signed by both companies, Solavei claimed senior Stream executives had used knowledge of Solavei’s technology, social marketing strategies, and other privileged information to roll out its mobile business.

A June ruling by Judge Craig Smith of the 192nd District Court dismissed with prejudice Solavei’s allegations against Stream. On Dec. 4, Judge Smith went a step further, awarding Stream $346,000 to cover legal expenses incurred by the company. Under the Texas Uniform Trade Secrets Act, a court may grant attorney’s fees to a prevailing party when, in cases such as Stream’s, claims of trade secret misappropriation are found to have been made in bad faith.

“Today’s court’s order resoundingly reinforces what we have insisted from the commencement of this dispute: that Solavei’s allegations were baseless and maliciously designed to interfere with the nationwide launch of Stream’s mobile business,” Mark “Bouncer” Schiro, Stream President and CEO, said in a statement. “With this final vindication, our Associates can rest assured that this lawsuit soon will be history.”

On the same day Stream recouped its legal fees, Solavei shuttered its mobile business. The company had filed a Chapter 11 bankruptcy in June 2014, amid talks with Stream. After Stream withdrew from the talks, Solavei merged with Netherlands-based Aspider, a mobile infrastructure and services brand; however, plans to restructure the business never came to fruition, and Solavei later announced it would discontinue its services as of Dec. 4, 2015.

Stream Honors Veterans with Donation to Red Cross Armed Forces Program

Dallas-based Stream marked Veterans Day on Wednesday with a contribution to the American Red Cross of North Texas. The donation was made on behalf of Stream’s veterans, both employees and Independent Associates, to the Service to the Armed Forces Program.

The funds will help the Red Cross launch a technology-driven pilot project to efficiently connect veterans to emergency resources. Under the Service to the Armed Forces Program, the Red Cross is rolling out a national client management system to integrate its extensive referral network.

“We’re thrilled to partner with the American Red Cross and especially excited to kick off our partnership by supporting this pilot project,” Kimberly Girard, Stream’s Manager of Community Relations and Events, said in a statement. “Stream is committed to innovation through technology and big thinking, and this project fits right in with our company values and philanthropic mission.”

Currently, more than 40,000 nonprofits provide services to veterans. The Red Cross Emergency Communications Center puts those resources into the hands of men and women who have served, or are currently serving, in the armed forces. The new system will feature a network of vetted organizations, as well as a follow-up process to ensure each client’s needs are met.

The Future of Direct Selling in the U.S.

by Andrea Tortora

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


Direct selling in the United States is undergoing a transformation fueled by innovative approaches rooted in classic business practices. The power generators leading the way for direct selling as a channel of distribution can be found in what Direct Selling News has identified as the upper middle market: those companies with annual sales roughly between $300 million and $1 billion.

Because most direct selling companies are privately held and many decline to disclose their financial results, it is difficult to create a definitive list. Our research honed in on a group of more than 30 U.S.-based companies, most of which are experiencing significant growth. Some of them are on the cusp of reaching $300 million, and some likely have recently passed the $1 billion mark. But together they are critical to direct selling’s competitiveness and future. They tend to be among the fastest growing when it comes to revenue, and they account for a large slice of the job creation pie.

An in-depth analysis of this group reveals a high level of consistency when it comes to executing on key common strengths. The ability of these companies to focus in on products, customers, serving their salesforce and creating a culture that reinforces a sense of family put them on track to shape the future of direct selling in the U.S.

Companies emphasize each area in different ways, but in general these leaders:

  • Harness data. The upper middle market knows how to mine the data it has to gain insights that lead to more and better sales. Executives train leaders and consultants to use data to open doors that might otherwise remain closed.
  • Stay true to classic business practices. Technology and social media do not replace person-to-person interactions, they complement them. Upper mid-market firms build relationships with customers that maintain the consultant-client affiliation but also allow the customer to have a connection with the company itself.
  • Use compensation plans that span all levels of engagement. To cultivate trust and long-term relationships, comp plans are created to appeal to new customers, product enthusiasts, fierce advocates and influencers—all the way up to the entrepreneur who is all in. Payments also follow a more modern schedule.
  • Foster an entrepreneurial spirit. Consultants are allowed and encouraged to go far with personal marketing (think YouTube videos) while maintaining brand identity. Companies deliver superior and frequent training and messaging to make this happen.
  • Maintain a laser-focus on selling. The sale of a product, a group experience or an opportunity all lead to more sales, which generate positive results.

No matter the specific approach, one thing all upper middle market companies excel at is …

Click here to read the full article at Direct Selling News.

 

 

Stream: A New Face

by Barbara Seale

Photo above: Stream and Ignite’s recent Ignition event.


Company Profile

  • Founded: 2004
  • Headquarters: Dallas, Texas
  • Executive: President and CEO Mark “Bouncer” Schiro
  • Products: Life-essential services, including electricity, natural gas, mobile phone service, identity protection, tech support and credit monitoring services.

Stream Energy
When Stream reinvents itself, it doesn’t fool around. As it approaches its 10th anniversary, Stream settles into a new brand, redefines itself by offering new services, and jumps from seven energy markets to national scope, all in one bold move.

Mark “Bouncer” SchiroMark “Bouncer” Schiro

The change may seem sudden to outsiders, but planning and market trials have been underway for a year and a half at Stream, which direct sellers have known as Ignite since 2005. Its army of about 270,000 independent associates built their businesses switching customers to Stream Energy—electricity and natural gas—starting in the company’s home state of Texas and then expanding as energy deregulation went into effect in Georgia, Pennsylvania, Maryland, New Jersey, Washington, D.C. and New York.

But in 2014, Stream started signaling changes. The slow progression of deregulation gave way to the introduction of a new suite of HomeLife Services, including identity theft protection, computer tech support and credit monitoring, which associates could offer throughout the country. Stream priced the services so that customers got more affordable rates with each additional service. At the same time, it rolled out its Free Energy Program, allowing customers to earn free electricity and natural gas in exchange for referring other customers. And for the last few months, it has used the Stream and Ignite logos together like the biceps on two well-muscled arms. The longest-tenured network marketing energy company in the world was sending a message: Look out. We’re changing.

Associates have been seeing the changes on the horizon for a few months, but at the company’s national convention, which has been named “Unleashed,” it launches the series of changes that will transform almost everything about it.

Building Brawn

The changes are monumental, beginning with the brand. Stream Energy has always owned Ignite, and in January the parent brand will absorb the Ignite brand, which will no longer be used. According to President and CEO Mark “Bouncer” Schiro, the incorporation was done to unite the brands, and by using a single name it strengthens that name, which is important as the company brands all its other products. With the advent of new products, the Stream Energy brand becomes simply Stream. But the most powerful change—the one that will change the face of the company—comes in late January when Stream begins offering mobile phone service nationwide, focusing initially on NFL markets because of their large size. According to Schiro, it’s just the beginning.

“Your mobile handset is the remote control of the future,” he explains. “We are providing you a platform to purchase and control the services you need every day that you’ve already been purchasing. We are giving you a great value proposition so you can be comfortable promoting the services to your family and friends, as well as using them yourself.”

That’s key, because Stream also will expand its Free Energy concept to all its other products. Mobile is a centerpiece because it offers the opportunity to double the number of customers Stream serves within two years.


“I will be a failure as CEO of this company if I don’t have more non-energy customers than energy customers by the end of 2016.”
—Mark “Bouncer” Schiro, President and CEO


“I will be a failure as CEO of this company if I don’t have more non-energy customers than energy customers by the end of 2016,” Schiro states. “On average, there are three mobile phones per household. If I can get just 20 percent of our current customer base to switch their mobile service to Stream, that will increase our customers by 60 percent and double our customer count in the next two years.”

While Schiro prefers to talk in terms of customers rather than revenue, he notes that by the end of 2014, Stream will be knocking on the billion-dollar revenue door. Then when mobile service goes into effect, he anticipates that the company will add about 100,000 subscriptions a month, whether in mobile service, energy, or one of its other product categories.


Stream headquarters, located in the Infomart building in downtown Dallas. Stream headquarters, located in the Infomart building in downtown Dallas.

Stream headquarters, located in the Infomart building in downtown Dallas.


 

Tools and Training

New products aren’t the only fuel Stream is throwing on the growth fire. It has also created “The Stream Way,” an umbrella term for the process that provides associates with step-by-step incentives and training to help and encourage them to advance in their careers. The first incentive is You and Two, which rewards new associates with an e-tablet when they recruit two additional associates whom they mentor to recruit two additional associates. The tablet, which Schiro calls their “electronic tool box,” comes loaded with business-building tools: Stream apps, their back office, a savings calculator and more that help them carry their mobile Stream business with them, ready to present at a moment’s notice. As associates gather customers, they also work their way toward receiving their own Free Energy when they have 15 customers, along with compensation on those customer bills and on recruiting. The compensation plan’s focus is on … Click here to read the full article

90 Days of Direct Selling – Day 76

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Stream Energy (Ignite Inc.)

2013 Net Sales: $867 million

Country: USA

Stream Energy is the longest-tenured network marketing energy company in the world, providing residential and commercial energy service to consumers through its wholly owned subsidiary, Ignite.

 

2012 Rank: 16
2012 Net Sales: $840 million
Sales Method: Person-to-person
Compensation Structure: Multi-level
Products: Energy and HomeLife Services
Markets: 1
Salespeople: 265,832
Employees: 238
Headquarters: Dallas, Texas
Executive: Mark Schiro
Year Founded: 2004
Website: www.igniteinc.com

2014 DSN Global 100 List

DSN 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. In an effort to support transparency and verify authenticity, DSN implemented a new standard for the 2011 ranking, which we have continued each year since: the Revenue Certification Form (RCF). In addition to an updated profile, each company is asked to submit an RCF signed by the CEO and CFO or designated agent. Some privately-held companies choose not to participate in the Global 100 process, and therefore do not appear on this list. We encourage all companies to submit the required forms. 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 2014 DSN Global 100 (based on 2013 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.


Click here to celebrate your company’s achievement with customized recognition prints.

2014 Rank

Company Name

2013 Revenue

1 Amway $11.80B
2 Avon $9.95B
3 Herbalife $4.80B
4 Vorwerk $3.70B
5 Mary Kay $3.60B
6 Natura $3.20B
7 Nu Skin $3.18B
8 Tupperware $2.67B
9 Belcorp $1.96B
10 Oriflame $1.95B
11 Primerica $1.27B
12 Ambit Energy $1.20B
13 Telecom Plus $1.10B
14 Stream Energy $867M
15 Yanbal $848M
16 Miki $783M
17 Thirty-One $763M
18 Blyth (PartyLite and ViSalus) $750M
19 USANA $718M
20 ACN $700M
21 New Era $678M
22 Market America $547M
23 Amore Pacific $520M
24 Forbes Lux $489M
25 Scentsy $485M
26 AdvoCare $460M
27 It Works! Global $456M
28 Noevir Holdings $455M
29 Isagenix $448M
30 COSWAY $440M
31 YoFoto $428M
32 Arbonne $413M
33 Better Way $407M
34 Nature’s Sunshine $378M
35 For Days $376M
36 Apollo $340M
37 Team National $332M
37 KK ASSURAN $332M
39 Team Beachbody $328M
40 LR Health & Beauty Systems $323M
41 4Life $300M
42 Longrich $292M
43 PM-International $284M
44 Neways $280M
45 Viridian Energy $267M
46 Jeunesse $257M
47 North American Power $256M
48 MENARD $255M
49 Southwestern Advantage $253M
50 Elken $233M
50 Origami Owl $233M
52 Take Shape For Life $229M
53 Vemma $221M
54 Nerium $219M
55 LG Household & Health Care $215M
55 Organo Gold $215M
57 Naris Cosmetics $214M
58 Charle $208M
58 LifeVantage $208M
60 Pro-Health $204M
61 CUTCO $200M
61 HEIM & HAUS $200M
63 Naturally Plus $199M
64 Rodan + Fields $196M
65 WorldVentures $195M
66 Family Heritage Life $192M
67 JAPAN LIFE $188M
68 Huis Clos $184M
69 GNLD $178M
70 Mannatech $177M
71 Giffarine $176M
72 Enagic $170M
73 Diana $166M
73 BearCere’Ju $166M
75 Hy Cite $164M
76 Plexus $160M
77 Princess House $154M
78 Gano Excel $150M
79 Zija $144M
80 KOYO-SHA $141M
81 Zhulian Marketing $127M
82 Univera $118M
83 Nikken $115M
84 5LINX $112M
85 Vision International People Group $96M
85 Arsoa Honsha $96M
87 New Image $95M
88 Nefful $94M
89 Youngevity $86M
90 Akasuka $83M
91 Tastefully Simple $79M
92 Kleeneze $76M
93 ENERGETIX $75M
94 Chandeal $72M
95 Momentis $71M
95 Seacret $71M
97 Ion Cosmetics $70M
98 Reliv $68M
99 CVSL $65M
100 Zurvita $63M

Click here to celebrate your company’s achievement with customized recognition prints.

DSN Global 100 Profiles – 11 Through 20

Click here to order the June 2013 issue in which this article appeared or click here to download it to your mobile device.


IN THIS ISSUE:

• Cover Story • 10 Things to Know • The List 
• Topping the Charts • Profiles • Celebration

BRAVO AWARDS: 
• Leadership • Growth • Momentum


11. Primerica Financial Services Inc.

2012 Net Sales: $1.2 billion
Country: USA

Primerica provides financial products and services, including term life insurance, mutual funds, variable annuities, loans, long-term care insurance and legal services to 6 million clients, primarily middle-class individuals and families.

2011 Rank: 11
2011 Net Sales: $1.1 billion
Sales Method: Person-to-person
Compensation Structure: Multi-level
Products: Financial services
Markets: 5
Salespeople: 90,000
Employees: 2,000
Headquarters: Duluth, Georgia
Executives: John Addison and Rick Williams
Year Founded: 1977
Stock Symbol: PRI—NYSE
Website: www.primerica.com


11. Pola Inc.

2012 Net Sales: $1.2 billion
Country: Japan

Pola is Japan’s fourth largest cosmetics company and largest direct seller. The company delivers customer service and products through professional counseling and cosmetology skills performed by qualified beauty consultants.

2011 Rank: N/A
2011 Net Sales: N/A
Sales Method: Person-to-person
Compensation Structure: Single-level
Products: Cosmetics, skin care, personal care, hair care, nutritional products
Markets: 16
Salespeople: 145,000
Employees: 1,305
Headquarters: Tokyo, Japan
Executive: Suzuki Hiroki
Year Founded: 1929
Stock Symbol: 4927—Tokyo
Website: www.pola.co.jp


13. Miki Corp.

2012 Net Sales: $1.1 billion
Country: Japan

Miki offers supplements made from prune extract as well as household cleaners and personal-care items. The company has sales agents in Japan, Taiwan and Malaysia.

2011 Rank: N/A
2011 Net Sales: N/A
Sales Method: Not available
Compensation Structure: Not available
Products: Food, cosmetics, household products
Markets: 3
Salespeople: Not available
Employees: 270
Headquarters: Osaka, Japan
Executive: Toshikazu Kadota
Year Founded: 1966
Website: www.mikiprune.co.jp


14. Ambit Energy

2012 Net Sales: $930 million
Country: USA

Ambit Energy provides electricity and natural gas services to residential and small business customers in deregulated markets across the United States, primarily marketed through a direct sales channel of more than 200,000 Independent Consultants. Named the fastest growing private company in the country for 2010 by Inc. magazine, Ambit Energy is focused on being the finest and most-respected retail energy provider in America.

2011 Rank: 15
2011 Net Sales: $664 million
Sales Method: Person-to-person
Compensation Structure: Multi-level
Products: Energy
Markets: 1
Salespeople: 200,000
Employees: 561
Headquarters: Dallas, Texas
Executive: Jere W. Thompson, Jr.
Year Founded: 2006
Website: www.ambitenergy.com


15. Telecom Plus

2012 Net Sales: $892 million
Country: United Kingdom

Operating primarily as the Utility Warehouse Discount Club, Telecom Plus provides landline phone, broadband, mobile phone, gas and electricity products and services to over 450,000 customers across the UK, as well as offering club members a range of opportunities to save money on other household expenses.

2011 Rank: 13
2011 Net Sales: $731 million
Sales Method: Person-to-person
Compensation Structure: Multi-level
Products: Landline phones, broadband, mobile phones, gas, electricity, cashback card
Markets: 1
Salespeople: 37,500
Employees: 620
Headquarters: London, England
Executive: Andrew Lindsay
Year Founded: 1996
Stock Symbol: TEP—LONDON
Website: www.utilitywarehouse.co.uk


16. Stream Energy (Ignite Inc.)

2012 Net Sales: $840 million
Country: USA

Stream Energy is the longest-tenured network marketing energy company in the world, providing residential and commercial energy service to consumers through its wholly owned subsidiary, Ignite.

2011 Rank: 12
2011 Net Sales: $861 million
Sales Method: Person-to-person
Compensation Structure: Multi-level
Products: Energy
Markets: 1
Salespeople: 250,561
Employees: 238
Headquarters: Dallas, Texas
Executive: Rob Snyder
Year Founded: 2004
Website: www.igniteinc.com


17 Yanbal International

2012 Net Sales: $815 million
Country: Peru

Yanbal International is much more than a cosmetics company. It is a vibrant corporation that changes the lives of almost half a million people who share beauty, prosperity and well-being. With a presence in nine countries and renowned for its world-class products, Yanbal is still growing, achieving a positive and real impact in the lives of people.

2011 Rank: 14
2011 Net Sales: $720 million
Sales Method: Person-to-person
Compensation Structure: Multi-level
Products: Cosmetics, personal care, skin care, jewelry, fragrances
Markets: 9
Salespeople: 380,000
Employees: 5,400
Headquarters: Lima, Peru
Executive: Janine Belmont Dauelsberg
Year Founded: 1967
Website: www.yanbal.com


18. Thirty-One Gifts LLC

2012 Net Sales: $718 million
Country: USA

Thirty-One Gifts’ name comes from the verses of Proverbs 31, which celebrate hard-working women who are compassionate, gracious and inspiring to their families and the people around them. The heart of Thirty-One remains in the home. As a direct selling company, Thirty-One’s Independent Consultants hold home parties to share the company’s products in person and build relationships with Hostesses and Customers.

2011 Rank: 24
2011 Net Sales: $482 million
Sales Method: Party plan and group sales
Compensation Structure: Multi-level
Products: Clothing and accessories
Markets: 2
Salespeople: 102,633
Employees: 1,795
Headquarters: Johnstown, Ohio
Executive: Cindy Monroe
Year Founded: 2003
Website: www.thirtyonegifts.com


19. Shaklee Corp.

2012 Net Sales: $650 million
Country: USA

Shaklee manufactures its products and distributes them through its more than 750,000 representatives in North America and Asia. The company is known for its green products and social responsibility efforts.

2011 Rank: 21
2011 Net Sales: $515 million
Sales Method: Person-to-person
Compensation Structure: Multi-level
Products: Nutritional supplements, skin care, weight management, green cleaners
Markets: 8
Salespeople: 1.25 million
Employees: 750
Headquarters: Pleasanton, California
Executive: Roger Barnett
Year Founded: 1956
Website: www.shaklee.com


20. USANA Health Sciences Inc.

2012 Net Sales: $649 million
Country: USA

USANA Health Sciences develops and provides the highest quality, science-based health products, distributed internationally through direct selling, creating a rewarding financial opportunity for independent associates, shareholders and employees.

2011 Rank: 17
2011 Net Sales: $582 million
Sales Method: Person-to-person
Compensation Structure: Multi-level
Products: Wellness
Markets: 18
Salespeople: 247,000
Employees: 1,302
Headquarters: Salt Lake City, Utah
Executive: David Wentz
Year Founded: 1992
Stock Symbol: USNA—NYSE
Website: www.usana.com