2017 Best Places to Work in Direct Selling

by Courtney Roush

4 Signs
4 Signs

Click here to order the April 2017 issue in which this article appeared or click here to download it to your mobile device.


“Most people think trust is earned. Here, trust is granted. We wouldn’t have hired you if we didn’t trust you.”

These very words are spoken by Xyngular CEO Russ Fletcher to new hires during the company’s new employee orientation sessions, presented by the four members of its executive team. At Xyngular, one of this year’s Best Places to Work in Direct Selling (see special award supplement included with issue), that statement sets the tone for what’s to come: a culture and a host of perks and benefits that convey an implicit message of trust, a key component of employee engagement. So what kind of impact does it have when an executive not only takes the time to personally welcome a new employee, but also makes a declaration of trust right out of the gate? For starters, a 97.7 percent employee retention rate.

Employee engagement: It’s both a simple concept and a complex dynamic. On the surface, employee engagement refers to satisfaction and happiness, but it is so much more than that. It’s a science that puts hard data around “soft” variables like emotional investment and intent to stay. Examine any high-growth company, and you can count on finding employees who believe their opinions are heard, who know specifically how their jobs contribute to the company’s objectives, who have access to professional development opportunities, and who feel valued by leadership. All too often, a company first learns of an employee’s disengagement with a resignation letter. Earlier intervention through better onboarding, mentoring, professional and personal development, recognition and occasional, but regular, touchpoints with senior leadership could have made a difference.

Engagement is a critical topic because, according to our third-party vendor and research partner Quantum Workplace, which conducted surveys and compiled findings for the 2017 Best Places to Work in Direct Selling contest, those perceptions are directly tied to a company’s bottom line.

For more than 10 years, Quantum Workplace has been conducting in-depth surveys with organizations throughout the world. Along the way, a consistent theme has emerged from their findings: Companies with higher employee engagement see better retention, better productivity, better profits. Based on that knowledge, Quantum, through its in-depth research, has revealed some of the primary drivers of engagement, along with factors that can diminish it.

When we speak of employee engagement within direct selling companies, the contributors and detractors really don’t differ from the business world at large. However, it’s important to note the effect of employee engagement on our ultimate customer: the independent salesforce members we serve. It stands to reason that happier employees mean a happier independent salesforce.

The continued growth of the direct selling channel has created an exciting climate in which talented candidates have …

Click here to read the rest of the article at Direct Selling News.

 

 

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DSN Announces the 2017 Best Places to Work in Direct Selling

Building on the positive results from its inaugural year, Direct Selling News has partnered once again 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 2017 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 view the honorees.

 

The September 2016 issue of Direct Selling News is available!

Cover Story

Keys to Success part 1: Customer Acquisition

by Andrea Tortora

Of all the misinformation about direct selling, perhaps the most often repeated—even by those who work most closely in the field—is the description of direct selling as an industry. Read more…


Celebrating success is a hallmark of direct selling, and we have two opportunities for you to recognize the great work being done by your corporate teams. Read more…


Like the pink Cadillacs it awards to top sellers, today’s Mary Kay retains a classic feel while embracing innovative thinking and design. Read more…


When husband and wife team Mark and Tracy Jarvis set out to launch their own company, they had listened to numerous suggestions for the name until “zurvita” was proposed and immediately touched and won them over. Read more…


In the year 1855, Reverend J.R. Graves started a mail order company selling books, religious tracts and Bibles. Read more…


It’s another year and you’re gearing up for your convention. Read more…


Over the past decade, rapid developments in technology have fundamentally changed how direct selling organizations operate. Read more…


The speculation started immediately. As soon as the news—Herbalife Settles with FTC—began popping up on mobile alerts and news outlets early Friday morning, July 15, observers inside and outside the direct selling channel began scrambling to understand the bigger picture. Read more…


The U.S. Direct Selling Association held its Annual Meeting in Phoenix, Arizona, June 5 to 7, bringing together direct selling company executives, academics, suppliers and global direct selling leaders for collaboration and conversation about the trends shaping the channel. Read more…


The direct selling industry is at a critical juncture in its long history. Read more…


The role of the U.S. Direct Selling Association (DSA) has never been more clear: to serve as a “listening post,” a place to collect, analyze and address the aspirations and concerns of the direct selling channel. Read more…


For more great stories, please click on our subscription button and subscribe to DSN

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.

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.

90 Days of Direct Selling – Day 90

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Zurvita

2013 Net Sales: $63 million

Country: USA

Zurvita is a leading-edge marketing company leveraging the power of word-of-mouth advertising and the Internet to create the next-generation home business opportunity. The company offers health and wellness products, including Zeal, a natural nutritional drink.

 

2012 Rank: N/A
2012 Net Sales: N/A
Sales Method: Person-to-person
Compensation Structure: Multi-level
Products: Wellness
Markets: Not available
Salespeople: Not available
Employees: Not available
Headquarters: Houston, Texas
Executive: Mark Jarvis
Year Founded: 2007
Stock Symbol: ZRVT—OTCQX
Website: http://www.zurvita.com

 

Zurvita: Successful Simplicity

by Courtney Roush


Company Profile

Founded: 2008
Headquarters: Houston, Texas
Executives: Mark and Tracy Jarvis
Products: Health and wellness


Mark and Tracy Jarvis

Mark and Tracy Jarvis

After a rocky start, Zurvita chose the road less traveled—and built a salesforce determined to make the world a healthier place.

Though Houston-based direct seller Zurvita originally launched in 2008 as a service business with everything from cell and video phones to tech support, electricity and gas, the company arrived on the wellness scene in 2011. It was then that Zurvita introduced a suite of powerhouse products that, above all, were designed to simplify the pursuit of wellness. The company’s growth since then has been nothing short of spectacular. Annual revenue grew from $3.6 million in 2011 to $15 million in 2012 and $63 million in 2013. Revenue for 2014 is expected to fall between $80 million and $90 million. The company of 55 employees, with manufacturing operations in Dallas and Phoenix, has spent the last year greatly enhancing its information technology infrastructure to be able to support that incredible growth, and better serve the 30,000-plus independent consultants who represent the Zurvita brand.

Currently, the Zurvita independent salesforce is concentrated in the United States and Canada, primarily in small towns. According to Zurvita leadership, that surprising phenomenon is likely due to the fact that word-of-mouth travels faster in places like McAllister, Oklahoma, one of the most successful Zurvita towns, where you’ll hear the stories of farmers-turned-ambassadors (currently the highest level of the independent salesforce). And while Zurvita is working to spread the word of those powerful testimonials into larger North American cities, the company also just celebrated its expansion into five new international markets on July 1, 2014. For a direct seller that’s still a relatively new kid on the block, these milestones are impressive, indeed.


“When you give people something that changes their lives in a tangible way, they’re going to stick with you.”
—Mark Jarvis, Co-Founder, Co-CEO and President


During the early years, however, the company’s own journey to wellness was challenged with more than a few hurdles and a major detour, all of which make its present success perhaps that much more remarkable. This company is unrecognizable from where it was just six years ago.

When Zurvita launched in 2008, the company’s co-founders, Mark and Tracy Jarvis, were already power players in direct selling, having achieved seven-figure success as distributors with another direct seller. They’d taken an enormous leap of faith to walk away and attempt to build a company from the ground up, but they considered it a calling to start a direct selling business based on philosophical principles they shared: faith, humble leadership and plenty of opportunities for “wins” at every level.

But the maiden voyage wasn’t smooth sailing. Serving as an online shopping mall of sorts, “we were an unfocused, struggling company,” says Mark Jarvis, who also serves as Co-CEO and President. After losing an average of $300,000 a month during its first 42 months, it was time for the fledgling direct seller to make a radical change; the “all things to all people” approach simply wasn’t working. “By 2011, we were looking for an identity,” Mark says. “We made the decision to regroup and start over again with a single focus.”

Why wellness? Mark’s wife, Tracy, had always had a passion for the subject, but the choice was based more on the profound and tangible impact the couple knew that good health could have on people’s lives—and the power that such transformations have to influence others. “When you give people something that changes their lives in a tangible way, they’re going to stick with you,” Mark says.

Make no mistake: The transition from 11 products to one was anything but easy. “It was a courageous move on our part,” says Co-CEO Jay Shafer. Inspired by the book Good to Great by Jim Collins—who stated that behind every successful company was the pivotal decision to take a bold risk—the company reinvented itself. Quite telling was the fact that “our consultants in the field respected our decision to streamline and stayed with us,” Jay says.


One of the most interesting aspects of this company’s story is that its fastest-growing demographic comes from small-town America.


With that in mind, after extensive collaboration with scientists, physicians and researchers, the company launched Zeal Wellness, its flagship product, in 2011. Designed as an all-in-one formula of whole-food concentrates in a powder to be mixed with water or juice, Zeal is intended to deliver the body’s daily nutritional needs, promoting optimal health, a strong immune system and enhanced energy stores. Calling those days back in 2011 “a combination of faith and chaos,” though it wasn’t developed as a weight-loss product per se, Zeal Wellness was providing just that result for some, along with increased energy and, quite simply, a zest for life. Corporate leadership believed not just in the integrity of the product but also in the bang for the buck. “Above all, we wanted value for the customer,” Jay adds. “I don’t believe you can find a product that delivers what we do for less than twice the price.”

Zurvita’s leadership team, co-founders Tracy and Mark Jarvis and co-CEO Jay Shafer, shifted the company’s focus from services to wellness products because of the tangible impact good health could have on people’s lives.

Zurvita later added three additional products: Zeal Advanced Formula Protein Shakes; the herbal and probiotic Zeal Cleanse for digestion; and a thermogenic fat burner, Zeal Burn. Consumers may purchase all four products bundled as the Zeal Weight Management Program. Those who want an extra shot of motivation during the program have the option to participate in the Zeal for Life Challenge. This support group of sorts includes regular conference calls on a variety of topics that, collectively, promote a holistic approach to wellness—one that extends far beyond mere numbers on the scale.

Product convenience is of paramount importance to the company. Every Zurvita product was designed to offer no-hassle, easy-to-take-and-share nutrition. Having witnessed the company’s exponential growth after streamlining its product line from 11 to just one, the Jarvises and Jay Shafer were committed to promoting a simple message everyone could understand: simple, convenient, economical.

One of the most interesting aspects of this company’s story is that its fastest-growing demographic comes from small-town America. “Zeal Wellness has had almost an immediate impact in these smaller towns,” Jay says. “I would love to say that was our strategy, but it wasn’t—it just happened.”


Annual revenue grew from $3.6 million in 2011 to $15 million in 2012 and $63 million in 2013. Revenue for 2014 is expected to fall between $80 million and $90 million.


Even while Zurvita embraces its small-town growth, however, company leadership is thinking beyond borders. Effective July 1, Zurvita entered the Dominican Republic, United Kingdom, Hong Kong, Australia and Singapore. Corporate team members have partnered with Zurvita ambassadors (independent distributors who have achieved the highest level of success in the salesforce) to gain traction in each of these markets.

A new representative can start her Zurvita business as a sales consultant for a minimal amount, then move up to the managing consultant level after adding her first three new team members. From there, a managing consultant can progress to the senior, regional and executive consultant levels, then national and presidential director levels, followed by ambassador. The pinnacle of success is the level of crown ambassador, which takes five ambassador organizations to reach. Although nobody’s reached it yet, Mark estimates it to be just a matter of time.

Zurvita has embraced a grassroots approach to its growth strategy, entering each market slowly, deliberately, and with one product—Zeal Wellness. Then the company introduces additional products after it has established a loyal following in that market. “There’s no fanfare at the beginning,” Mark says. “We just get people on the product. It’s a conservative approach.”


Based on the philosophy “The higher you climb, the more you serve,” the company maintains an eye on succession within the independent salesforce, teaching Zurvita ambassadors to raise up their replacements.


‘Now’ Money

The company’s training and educational initiatives are based on helping new consultants to hit the ground running, before the dust can settle, so to speak.

The Zurvita Success System is designed to teach consultants how to achieve a quick win—earning a bonus during their first 30 days in business. During their second month in business, they’re shown how to repeat those earnings—and establish a success story as early as possible that they can share confidently and enthusiastically with others. Monthly promotions and contests are designed to encourage the maintenance of that early momentum. One such promotion is “Destination Success,” in which all consultants who move up in rank qualify for a cruise.

Zurvita’s high performers also may qualify to earn the use of cars; the company’s options include Mercedes, Cadillac and BMW, giving prospective and new team members a glimpse of the potential of this business opportunity.

Zurvita ranked No. 100 on the 2014 DSN Global 100 list.

Technology Boost

To better serve its consultants and support the company’s growth, Zurvita began developing a new IT infrastructure last year. Now equipped with more data and flexibility, plans are underway for the company to introduce additional technological tools that will help develop consultants’ business acumen and product knowledge and, ultimately, drive additional recruitment. In the meantime, consultants take advantage of company-provided, personalized websites, where their customers can shop around the clock. Some 50,000 people have liked the company’s Facebook page, where the news feed contains pointers for health and wellness and consultants relay their personal success stories.

Zurvita utilizes SMS technology to send a quick and easy offer that consultants can share with potential team members. After texting “Do you have a minute?” to their prospects, consultants text an informational video link to those who agree. The video includes the opportunity for prospects to try a Zurvita product sample pack. The intent is to blend the convenience of technology and the personal, grassroots approach for which Zurvita has become known. No matter how many technological offerings it rolls out, the company remains mindful of the fact that in many of its most successful markets, parties, personal testimonials and individualized service will never go out of style.


Celebrating Wins at Every Level

The spotlight is big enough for everyone at Zurvita events. “You don’t see the same people on stage at all of our events. We showcase the next man up, so to speak,” Mark says. When you consider that Zurvita’s typical consultant has had no prior experience in direct selling before starting a Zurvita business, each win is justifiably reason to celebrate. The company strives to help new consultants realize their first win right out of the starting gate—and that tangible success can empower them toward a succession of more wins.

“Our job is really to build relationships with up-and-comers,” says Tracy. “We pull them in and make them feel totally connected to the company. We just love on these people and make them feel appreciated. It keeps people engaged and moving forward.” In fact, corporate leadership is so committed to empowering “the next man up,” they join Zurvita sales support staff to work the phones until midnight during every month-end close, reaching out to representatives who are on the cusp of promotion and offering that extra shot of encouragement.

Based on the philosophy “The higher you climb, the more you serve,” the company maintains an eye on succession within the independent salesforce, teaching Zurvita ambassadors to raise up their replacements. “We’re replacing our army, so to speak,” Jay says.


Zurvita employees and consultants volunteer to build water wells in Nicaragua.

 


Giving to Others


Zurvita’s corporate social responsibility initiatives are relatively recent, having spent its first few years as a struggling company in search of an identity. Now beginning to reap the rewards of its hard-fought success, Zurvita is in a place to share with others. In January 2014, employees and independent salesforce members ventured on a mission trip to Nicaragua to build two water wells—an experience they’ll repeat in Nicaragua in January 2015 under the name of “Zeal for Life.” On Aug. 23, 2014, Zurvita kicked off its “Feed 500” program, which challenges employees and independent salesforce members to feed at least 500 hungry people in 24 hours. During the inaugural event in Houston, volunteers packed lunches and delivered them everywhere they identified need, whether it was a homeless man on the street or an inner-city homeless shelter. It’s an experience Zurvita plans to replicate each month in various locations throughout the United States.

Three years after relaunching on a platform of wellness, the company is reaping the rewards of its deliberate, strategic approach to market expansion and brand marketing. Whether the results are seen in Zurvita’s revenue—potentially reaching $90 million for 2014—growth of its 30,000-plus independent consultants through a small-town network, or expansion already into five new international markets, the company plans to stay around for the long term, bringing wealth and wellness to an eager audience.

SUCCESS Partners Hosts Industry Execs at ‘The Growth Conference’

Above photo: SUCCESS Partners Founder & CEO Stuart Johnson welcomes SPU attendees.

“Growth” was the focus of this year’s SUCCESS Partners University (SPU), an annual ideas conference that brings together top direct selling executives from across the globe. On April 23-24, 400-plus attendees gathered in Dallas for the opportunity to collect cutting-edge insights and solutions from their peers within the industry.

Dubbed “The Growth Conference,” the event highlighted companies that are accomplishing extraordinary things through a culture of focus, authenticity and simplicity. More than 25 speakers took the stage in quick succession to share the strategies that have taken their organizations, as CEO Mark Pentecost and the It Works! team say, “to a whole notha level.” Bestselling author and SUCCESS magazine Publisher Darren Hardy served as master of ceremonies for the event.

The speakers represented companies of all sizes, marketing a range of products and services. CEO Jeff Olson shared how Nerium has achieved record growth—reporting $219 million in total revenue in its second year—by focusing on customer acquisition and promoting purpose and meaning over compensation plan and product. Tarl Robinson, CEO of Plexus Worldwide, endorsed a deliberate focus on fundamentals that has helped his company manage quadrupled growth. Zurvita Founder Mark Jarvis emphasized the importance of having “a simple message everyone can understand.” Zurvita saw exponential growth after streamlining its conglomeration of products and services to a single wellness product line. The line-up also included John Parker, Chief Sales Officer of Amway; Meredith Berkich, President of Viridian Energy; John Addison, Co-CEO of Primerica; Jeff Olson, CEO of Nerium and many more.

Entrepreneur, author and social media guru Gary Vaynerchuk took the stage to talk about leveraging emerging technologies to execute a marketing strategy “for the world we live in today.” The amplification of word-of-mouth through social media presents a unique challenge to direct selling companies, which operate through millions of representatives worldwide. “Today, every single person in the world is a media company,” said Vaynerchuk, calling upon the leaders in the room to think of their brand as a media company first, and as a retailer second.

In conjunction with SPU, attendees had the opportunity to attend the DSN Global 100 Celebration. The event unveiled the results of research conducted to identify the top 100 companies in the industry globally. The DSN Global 100 list, which will appear in the June 2014 issue of Direct Selling News, profiles these companies and their impact on lives around the world.


Photo Gallery


A Personal Approach in a Social World

As any reader of Direct Selling News can attest, many direct selling companies have explored the brave new world of social media. Take for example our January feature on how Chloe + Isabel has built its brand through social media. In February, we shared how Solavei is redefining commerce for the social age. Then there’s our May article on social media “wonder kid” Zurvita.

Many companies have found a niche that serves them well in the digital world, but the extent of social media’s business development power remains to be seen. In the meantime, how should entrepreneurs and businesses weigh the advantages of a hefty social media push? One New York marketing firm is promoting an alternative communication channel: direct sales. New York Client Solutions highlights a couple ways direct selling delivers more concrete ROI than social media marketing. The person-to-person approach places the transaction on a human level, circumventing the saturated sphere of email and social media solicitations. Direct selling offers the added benefit of quantifiable impact. In-person interactions provide a measurable means of identifying and engaging prospects. As companies continue to evaluate the ROI of social media marketing, results will undoubtedly vary. Businesses are still figuring out how to customize digital tools to fit their needs. Regardless of what tools direct sellers use to engage their audiences, a personal approach will remain one of the most valuable. After all, people advance a brand, and who knows people better than other people?