We are living during a special moment in time. There are accelerators (COVID-19, the gig economy, a search for principles and values) requiring us to think faster, formulate plans faster, make decisions faster, protect others who are dependent upon us. Therefore, we are required to respond to the needs of the people faster. The future will not replicate the past. Prudent leaders will realize what they do not know, have not studied, and bring teams together who bring forth the best of innovation, vision, ideas, research, facts, and new or old principles and values. Authentic leaders will invent the future…. Authentically.
-— John T. Fleming, Project Lead, Ultimate Gig
In all honesty, I wasn’t a fan of remote work. I believed in-person office collaboration was essential to the success of our business—and all business in general. I was wrong. I’ve been deeply inspired by how all our employees across the globe pivoted so well to working from home. In staff surveys and other interviews, we see they feel more productive, family-focused, and more connected to each other and management than ever before. Because working from home has made our people healthier, happier and more productive, we’re extending our work-from-home venture through the end of 2020.
-— Jared Turner, president and COO, Young Living Essential Oils
If I had to pick just one change to make in direct sales, it would be to change the current model of teaching people to sell to their “warm market.” That type of behavior is not scalable, and it’s just plain icky. No one wants to be sold to by their friends and family, and once they’ve exhausted that small resource the vast majority of people inevitably fail to reach their goals. Our goal is not to make a quick buck off of the warm market of our sales field. We teach scalable ways to market your business without damaging your relationships. By investing in a world-class training platform, we teach our Affiliates how to become legitimate Influencers by using technology, social media and internet marketing.
-— Laura Hunter, CEO, Tori Belle Cosmetics
The greatest challenge within this channel will be determining how we will effectively compete within increasingly competitive market conditions. Competition from novel direct-to-consumer brands has provided greater consumer access to products and services. This has not only stolen market share from direct selling companies, but has also made it more challenging and expensive for companies to compete for brand awareness. To survive these challenges, we must evolve to support distributors by leveraging new technology platforms, marketing channels and communication strategies in 2020 and beyond.
-—David Isserman, COO, Touchstone Essentials
To stay focused on the strategic imperatives in the midst of the potential distractions. One of our three imperatives is customer focus. We don’t want to be a good customer program for a direct selling company. We want to be a good customer program in general. People are used to buying online from Amazon Prime or Sephora or any other brand. We want our actual customer experience to be world-class in respect to the channel. The other two imperatives we’ll be focusing on market partner engagement/activity and product excellence.
—Stuart A. MacMillan, president, MONAT Global