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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USANA Promotes Three to VP Roles

Three have advanced to vice president roles at USANA Health Sciences Inc., the nutrition company announced Thursday.

The past month has ushered in several leadership changes at USANA, beginning with the appointment of Kevin Guest as sole CEO. Guest formerly shared the role with Co-CEO Dave Wentz, who stepped down at the end of November. The company then named Jim Brown as President, in addition to his role as Chief Operations Officer, and hired on Walter Noot as Chief Information Officer.

Now, three executive directors have been promoted to vice presidents over their respective areas. Ashley Collins will serve as Vice President of Marketing and PR, Amy Haran as Vice President of Communications, and Howard Gurney as Vice President of Product Development Process.

“I have had the pleasure of working with these proven leaders for many years now and know firsthand their dedication and commitment to our employees, stakeholders, distributors and customers,” said Guest. “These talented and ambitious individuals have been essential in hitting key benchmarks within the company and will continue taking us to the next level of excellence.”

Collins, who has led USANA’s public relations and social media efforts, will now oversee the marketing and digital marketing teams as well. In 16 years with the company, she has contributed to major campaigns and helped to develop key relationships with athletes and celebrities, as well as USANA’s sponsorship of The Dr. Oz Show.

Heading up communications, Haran will draw upon 13 years of experience with the company. Her new responsibilities include leading digital communications for USANA’s 1,300 employees and 400,000 distributors, and providing guidance to the customer service, translation and content creation teams.

Gurney formerly served as executive director of quality systems and regulatory affairs, managing the company’s regulatory team. As vice president, he will continue to oversee these areas while orchestrating a wider effort to streamline the product development process.

USANA Pledges Nearly $1 million to Aid Hurricane Victims

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As Hurricane Matthew tore through the Caribbean in early October, the island of Haiti bore the brunt of the storm’s force, which claimed the lives of nearly 1,000 people.

In the aftermath, 350,000 Haitians now face another threat: cholera, caused by contaminated food and water.

Through its USANA True Health Foundation, USANA Health Sciences Corp. will spend $80,000 to help combat the deadly intestinal disease. Half of the money will pay for food and emergency items, while the other $40,000 will provide oral rehydration packs and medicines to boost the immunity of those affected by the bacteria. The foundation will work with International Relief Teams and Children’s Hunger Fund to provide the supplies.

“Due to the generous donations we continue to receive, the foundation has been able to respond in a timely fashion to this disaster in Haiti,” said Jim Bramble, President of the USANA True Health Foundation board. “There are severe immediate needs, and we are committed to further help with both short- and long-term relief.”

Click here for original story

USANA Named Nutrition Supplier of Top Colombian Soccer Clubs

A slew of additional soccer clubs, including three top Colombian organizations, are making USANA their nutrition brand of choice, the company said Thursday.

The latest additions to Team USANA include Atlético Nacional S. A. and América de Cali S. A., competing in the country’s Categoría Primera A league. With 19 domestic titles, Atlético Nacional is Colombia’s top soccer club, as well as the country’s largest.

“We chose USANA because its high-quality products are backed by scientific support that gives our athletes peace of mind,” said María Alejandra Alzate, Nutritionist of the Atlético Nacional.

The Utah-based company also has been named Official Nutritional Supplement Supplier of Jaguares Fútbol Club S. A., a Categoría Primera B team with 13 national championships. Outside Colombia, USANA recently added England’s AFC Bournemouth and Mexico’s C.F. Pachuca to its roster of sponsored clubs.

USANA backs the purity of its products with a unique Athlete Guarantee Program. Under the agreement, any athlete who tests positive for a banned substance as a result of taking USANA products will be compensated for lost revenue up to $1 million.

After Doubling Research Investment, USANA Announces New R&D Hires

Photo: USANA’s research and development team (PRNewsFoto/USANA)


In the midst of ramping up its scientific research, USANA Health Sciences Inc. has announced three new additions to its research and development team.

The past year has seen the nutritional company double its investment in research, in pursuit of what it calls “precision health goals.” The latest round of hires includes Kevin Spelman, Ph.D., Executive Vice President of Research and Development. Spelman, a 29-year veteran of the natural products industry, also serves as an Advisor for the White House Commission on Complementary and Alternative Medicine.

“My mission, as Executive Vice President of the R&D department, is to continue in Dr. Myron Wentz’s footsteps and apply cutting-edge science to guide the production of the most advanced and efficacious products on the market,” said Spelman, whose research has focused on the molecular biology of brain and ovarian cancer, the immune system and chemical analysis of natural products.

Rachel Brewer, Ph.D., also is joining the Salt Lake City-based company as a senior scientist specializing in microbiome research. Brewer’s credentials include a study, conducted at the University of Alabama at Birmingham, on the impact of diet and nutrition on aging and longevity. Her work has garnered awards from organizations such as the American Society for Nutrition and the Society for Heart and Vascular Metabolism.

A second senior scientist joining the team, Steven Glidewell, Ph.D., brings expertise in genetics. Glidewell’s work in human medical genetics and genomics has ranged from studying the possible role of DNA variation in the development of diseases, to providing forensic analysis of DNA and other biological evidence.

“I’ve always wanted to be involved in unlocking the potential of genetics for personalization,” said Glidewell. “I’m thrilled USANA has given me the opportunity to apply my research towards optimizing nutritional health choices.”

Direct Selling News Announces the 2016 Best Places to Work in Direct Selling

For the first time ever, Direct Selling News has partnered with the employee engagement experts at Quantum Workplace to identify the Best Places to Work in Direct Selling. The contest was open to all direct selling companies headquartered in North America and having at least 50 employees.

The 2016 honorees for the Best Places to Work in Direct Selling are listed below in alphabetical order. All of these companies are equal honorees and are recognized collectively as the Best Places to Work within the direct selling channel.

Click here to see the list of honorees.

The Social Age

by Andrea Tortora

Click here to order the January 2016 issue in which this article appeared or click here to download it to your mobile device.


The Social Age is here. If you’re not taking full advantage of the tools and technologies that social platforms have to offer, you and your company are likely to be left behind as the competition leaps ahead. Now well into its infancy, the Social Age is and will be making a tremendous impact on the sales industry, especially within the world of direct selling. The changes already cannot be ignored.

Technology drives everything—recruitment, retention and revenue—for most companies. Those businesses that realize what they can achieve when all of their internal, back office, social media, field tools and software systems work together are equipped to innovate and leverage essential data that will let them thrive in the future.

Facebook, Twitter, LinkedIn, YouTube, Pinterest and Instagram are potent tools that companies and consultants are learning to use as they build connections with customers and grow sales. Other apps such as Periscope and Google Hangout are gaining traction, too. Yet many executives and companies are slow to embrace these advances. A study from CEO.com and Domo finds that 68 percent of Fortune 500 CEOs have no social media presence. Among the 30 percent who do, they only use one social channel. Here LinkedIn was the chosen platform.

In contrast to that study, it does appear that C-level executives within direct selling are more plugged in to the benefits of these engagement tools. A recent study conducted among members by the U.S. Direct Selling Association (DSA), titled The 2015 Managing Your Company’s Web Presence and Technology Systems Survey, indicates that nearly six in 10 companies surveyed report that one or more of their chief-level executives have company-associated social media accounts that they actively engage in
(57 percent).

Additionally, over half of those also indicate that the chief executives create the content for those accounts. At Scentsy, the Idaho-based wickless candle company, it’s common for an executive to personally respond to field achievements or post in conversations on Facebook, the social media platform most used by Scentsy Consultants.

Rick Stambaugh, Chief Information Officer at Utah-based company USANA, refers to the focus of today as “Digital Humanism.” He says, “The consumer-driven Internet of things has many components, but the most prominent one is social.”

As direct sellers work toward more fully embracing the Social Age and everything that comes with it, a few things are clear…

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

USANA Boosts Earnings Outlook on Strong Q3 Results

USANA Health Sciences (USNA—NYSE) on Tuesday reported its fourth consecutive quarter of double-digit growth in sales, earnings and customer acquisition.

The health firm posted net income of $25.6 million in the third quarter, up 31 percent from $19.5 million a year ago. Diluted earnings were $1.92 per share, coming in 16 cents higher than the average estimate from analysts. The Utah-based company closed out the quarter with zero debt and $174 million in cash.

Revenue for the quarter rose 21.5 percent to $233.3 million, despite an $18.3 million hit from currency rates. Constant currency revenue increased 31.1 percent. The Asia Pacific region accounted for 72 percent of total sales, with 29 percent growth in the quarter. The Americas and Europe reported a 5.5 percent uptick in revenue. Globally, the company’s network of active sellers grew by 39 percent.

“While currency fluctuations negatively impacted our reported results, we generated strong local currency sales growth in nearly all of our markets,” Co-CEO Dave Wentz said in the company’s release. “Our results continue to be driven by our strategies for customer growth, which is our highest priority as we seek to improve the overall health and nutrition of our customers around the world.”

For the full year, management said it expects revenue of $915 million to $920 million, narrowing its previous guidance of $900 million to $920 million. The company expects earnings in the range of $7.25 to $7.35 per share, versus earlier guidance of $6.90 to $7.20 per share.

Women’s Tennis Association Donates Additional $25K to USANA Foundation

Photo: USANA Executive Vice President of South Asia Ng Keng Hean, USANA President of Asia and Greater China Deborah Woo, WTA President Micky Lawler, and WTA players Alla Kudryavtseva and Anastasia Pavlyuchenkova. (Getty Images) (PRNewsFoto/USANA Health Sciences)


Through its 2015 Aces for Humanity initiative, the Women’s Tennis Association (WTA) has raised $25,000 in support of the USANA True Health Foundation. The longtime partner of USANA has donated more than $115,000 to the foundation in the past five years, providing critical necessities to those in need.

The WTA’s relationship with USANA Health Sciences extends back to 2006, when the nutrition company became the Official Health Supplement Supplier of the WTA. The two organizations also have partnered in charitable work, even before the launch of the USANA True Health Foundation in 2012. The charity focuses on meeting the basic needs of suffering populations such as those who survived the Nepal earthquake earlier this year. In the wake of the disaster, the USANA True Health Foundation donated $50,000 to relief efforts supplying nutrition, clothing, shelter and medical assistance.

USANA and the WTA launched Aces for Humanity in 2014, after signing a deal to extend their partnership through 2016. The initiative guarantees a $5 donation for every ace served at Premier-level WTA events throughout the season. Caroline Wozniacki (Denmark), Sam Stosur (Australia), Madison Keys (U.S.) and five other WTA players currently represent USANA as Brand Ambassadors. Each time one of them served an ace, the WTA upped its donation to $10.

“The WTA is proud to contribute $25,000 toward the USANA True Health Foundation,” WTA CEO Steve Simon said in a statement. “Our entrusted partnership with USANA spans nearly 10 years, and we are pleased to have the opportunity to provide support to this deserving foundation, which helps those in need.”

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.