Publisher’s Note

Hello friends!

Have you ever worn yourself out working on a project for work or home, only to discover at the end that the blood, sweat and tears that you put into the job would have been lessened greatly if you had approached the work from a different perspective, or used a better tool?  

I had to re-learn this valuable lesson recently when working on a home repair. If only I had remembered the invaluable mantra, “Work Smarter, Not Harder,” and spent more time analyzing the problem and thinking of the most efficient way to solve it before jumping in, I would have saved myself hours of work and frustration. 

I resolved to remind myself of this more often because I truly believe that this approach can transform not only mundane physical tasks, but professional success as well. We are indeed creatures of habit. Our “auto-pilot” tendencies inevitably steer us down outdated or impractical paths of familiarity, even when a more efficient solution might be hiding in plain sight.

As the direct selling channel continues to shift, adapt, and reinvent itself, I believe this “work smarter” philosophy can be particularly valuable to both executives and field members. 

With changes in consumer behavior emerging at the same rapid pace as advances in technology, there has never been a better time to reevaluate strategy and consider smarter, streamlined methods and tools for personal as well as organizational success.

Whether it be alternative methods to survey product interest, innovative sales team training and productivity tools, or new technologies to streamline supply chain management, there are often better solutions waiting to be utilized. The key to finding them is maintaining a mindset of curiosity. Turn off the auto-pilot and form a new habit of always asking yourself: Is there an even better way to do this?

Wishing each of you a successful and efficient month ahead!

Warmly, David Bland!

Demographic trends point to the importance of personal connection

Hello friends!

In my reading and research this past month, I have come across several interesting discussions and articles about a topic that I have been thinking alot about lately—as it applies to direct selling as well as to all of the interactions that we have in our day-to-day lives. 

That topic is authenticity.

Having spent a large part of my career in sales, I learned first-hand how important authenticity is to establishing lasting relationships, not only with customers, but with colleagues and superiors. I was very intrigued to see several stories that recently discussed the finding that authenticity appears to be particularly important to Gen Z consumers as they interact with the companies, brands, influencers and creators of today’s marketplace and social commerce platforms.

Nurturing growth while safeguarding success

Hello All!

I hope everyone is off to a great summer! It seems like we went from news stories of record snowfall to record heat and wildfires within just a few weeks time. Whatever happened to boring weather forecasts? 

As an avid camper, I am particularly appreciative not only of good weather, but also a healthy and vibrant ecosystem. Lush forests and thriving woodlands are so critical, not only to the environment, but also to our collective well being as we seek to escape, from time to time, from our all-to-often workaholic lifestyles.

I am reminded that, as counterintuitive as it may seem, periodic wildfires can actually help maintain the health of a forest. The fires clear the forest floor of debris, aid in seed dispersal, and help make way for new grasses, flowers, and plants that provide food and habitat for animals and birds.

Is there a lesson here for direct sellers? I believe so! 

One of the recurring themes you will find in this issue of SSN is the concept of rethinking old or traditional business practices in order to capture the younger consumer and entrepreneur. Companies are breaking the mold in many cases and green lighting strategies that have long been considered as risky or even unthinkable in the direct selling channel.

Is this a “burn it all down” mindset? Absolutely not! Just as with a controlled wildfire, where established trees and vegetation have adapted ways to not only survive, but flourish, after a fire, companies that are willing to hold on to practices that are working while fearlessly adapting to change with novel or even controversial disruptions will undoubtedly reap rewards in the years ahead.

When embracing these unconventional approaches, it is crucial to strike a balance between preserving what works and boldly pursuing innovative strategies. Far from “starting from scratch,” this mindset is an acknowledgment that expansion and progress often require stepping outside the boundaries of tradition to recognize the legacy practices that are suffocating new growth—while keeping the practices that are central to the company’s identity and culture.

By fostering adaptability to embrace the needs and aspirations of the younger consumer and entrepreneur, these companies will not only secure their relevance in today’s modern market but also pave the way for a vibrant future.

Wishing you all success through boldness in the months to come!

Warmly, David Bland!

Hello friends!

I am thrilled to give you Social Selling News’ 5th Anniversary edition. While finalizing this issue, I could not help but feel incredibly grateful for the brilliant and insightful contributions from SSN’s staff and our guest contributors. Thanks to their talent and expertise, we are able to keep you informed about the latest breaking news affecting your direct selling business as well as provide you with information and guidance on the legal, technology, and social commerce topics that have become so critical to network marketing in this digital age.

The stories and updates we are bringing you in this month’s news features, Social Tech Update, Risk Roundup, and Special Report, are a perfect example of the rapidly evolving commerce landscape affecting the direct selling channel. 

You will find in our news features this month reporting on the FTC’s continued revival of its Penalty Offense Authority as well as a court victory for the Commission resulting in a multimillion-dollar judgment against the marketers of a blatant pyramid scheme.

Our guest contributors to Risk Roundup and Social Tech Update bring you timely advisement on two areas of importance for companies that rely on digital commerce to drive sales —  optimizing the digital customer experience and avoiding regulatory roadblocks when utilizing SMS marketing strategies. 

And speaking of digital commerce, our Special Report this month takes a deep dive into the state and federal government’s increasing unease with TikTok — one of the most important  social media and social commerce platforms for countless direct selling companies and their affiliates.

Finally, don’t miss our Ranks double feature, where we highlight commission payment specialists as well as a look at some of the fastest-growing new direct selling companies. There has been some amazing startup success over the past few years, and we wish these companies continued success.

I want to thank each of you for reading SSN, and for everything you have done to contribute to this endeavor over the past five years. I am honored to lead this publication and grateful for your continued support!

With warm regards, David Bland!

Tackling the challenges of direct selling with authenticity

Hello all!

I hope that everyone is enjoying the gradual return to warmer weather and that you had a nice Spring Break with your families. It was absolutely fantastic getting to see so many of you in beautiful Salt Lake City at the 2023 Direct Selling Leadership and Compliance Summit (DSLC).

This is my favorite event of the year, because the enthusiasm and energy of the participants and speakers translate to such honest and fearless discussions about the future of direct selling—what we are doing right and, more importantly, where we need to improve, change and adapt. 

The landscape is changing on so many levels—with demographic shifts, technology advances  providing new training and selling tools for the field, the incorporation of AI into backoffices as well as salesforce platforms and, of course, the continued growth and diversification of social media and social commerce tools. 

The panel conversations this year provided a clear-eyed and insightful look at the current state of direct selling, including the regulatory challenges on the horizon as well as honest discussions about novel marketing strategies previously avoided by most direct sellers that are now being tested and implemented throughout the channel. I was excited to hear about evolving philosophies on comp plans and the shared belief amongst company leaders that simplification is key.

The most inspiring part of the conference for me was the discussions about authenticity that seemed to permeate so many of the panel sessions. Whether the topic at hand was C-Suite integrity, field engagement, sales and recruitment strategies, or lessons from top field leaders, the conversations would inevitably come back to the importance of authenticity. 

I believe that if direct selling executives and distributors alike can continue to incorporate authenticity into all aspects of their business plans, not only will top-line sales benefit, but the channel’s reputation will be transformed.

Finally, I want to thank each person, both company execs and suppliers, that took the time to speak with me individually about your vision for the future of direct selling, the unique aspects of your companies, and your feedback and suggestions for Social Selling News. 

Conversations like these are the fuel for improvement, innovation and positive disruption. I am grateful for your friendship and shared wisdom and am already looking forward to DSLC 2024.

With gratitude, David Bland!

Direct sellers incorporating virtual tools to improve the person-to-person experience

Hello friends!

Remember the early days of the internet? I sure do. The beeps and chirps associated with “logging on” through a phone line will be forever ingrained in my memory. I recall the amazement, and also the confusion, as I tried to navigate the world wide web for the first time during my freshman year of college. 

I also recall the realization that I was participating in something that would change…everything. The frustrations of slow connection speeds and rudimentary browsing options were balanced by the excitement of being able to glimpse the vast potential for this new technology.

Insightful tips for sticking with our resolutions

Hello friends,

I hope that everyone is having a great start to 2023! How are we doing on our resolutions? This seems to be the time of year that our improved habits either begin to take hold or fall by the wayside. I have been thinking about my own resolutions lately, both personal and professional, and challenging myself to not only improve in certain areas but also think about the reasons why some improvements are easier to maintain than others.

I recently came across an interview in Scientific American with some fascinating insights into why we stick to some resolutions but not others. The author, a professor who studies behavioral change, interviewed a social psychologist about setting and meeting goals to make it to the “finish line,” whether that be hitting goals or completing large projects.

An invitation to the Direct Selling Leadership and Compliance Summit

Happy New Year!

I hope that everyone had a relaxing and rejuvenating holiday with your family and friends and stayed warm during that holiday arctic blast. Brrr! With the ups and downs of a volatile 2022 behind us,

I know that direct sellers are eager to capitalize on the energy and positivity of a new year as companies prepare for success in 2023.

Speaking of energy and positivity, I am excited to tell you that Social Selling News will once again be the media sponsor for the upcoming Direct Selling Leadership and Compliance Summit that will take place in Salt Lake City on Feb. 22-24.

CEOs and executives of the direct selling channel will join attorneys, compliance experts, and industry thought leaders for three days of highly informative and engaging talks, demonstrations, and panel discussions about navigating the compliance and regulatory realities facing the channel.  

Expert panelists will discuss topics of critical importance to the direct selling companies such as important legal updates, field engagement, the alignment of EU and U.S. regulators, influencers, live streaming, removing unauthorized sellers, and more.

I can tell you that the energy of this conference and its focus on the critical issues facing direct sellers is something you don’t want to miss. The last day to register is Feb. 3.

I encourage each of your executive, compliance and legal teams to consider attending! You can view the event and purchase tickets at www.dslcsummit.org.

I want to thank each of you for reading Social Selling News. We look forward to bringing you the important news stories affecting the channel in the coming year with insights and inspiration from the leaders of direct selling.

With appreciation, David Bland!

Direct sellers adapt and innovate in the face of persistent challenges

Hello friends,

I am very happy to share SSN’s 2022 Year in Review edition with you. It is hard to believe that December is upon us, but I believe that, in the years to come, we will look back at 2022 as the year that the direct selling channel began to fundamentally adapt, both in vision and in practice, to new socioeconomic realities that have either directly or indirectly impacted the practice of social selling.

While the worst of the COVID-19 pandemic is, hopefully, behind us, the lasting impacts of this event on the world economy and global supply chain were profound. The pandemic also created significant and lasting effects on the psychographics of both direct selling distributors and consumers. The role that secondary income plays in the near-fully employed but volatile U.S. economy of today is quite different from just a few years ago. Similarly, the spending habits of American families have shifted as significant inflation continues to affect household budgets.

The convergence of these social and economic shifts have led many direct sellers to do what the channel does best—adapt. Over the past year, we have seen network marketing companies explore new avenues of social commerce through affiliate marketing platforms. Other companies are refining ways to make the Amazon marketplace work for them and their field. More brick-and-mortar experience centers are opening to allow consumers the ability to touch, sample, and experience the unique products this channel has to offer. Some major companies are even experimenting with partnerships with major retailers.

I am excited to see the results of this forward-thinking and fearless innovation in the new year. While the past several quarters have yielded lower top-line sales and profit numbers for many of direct selling’s largest companies, these companies’ willingness to pivot and experiment with novel marketing strategies will no doubt open the doors to future growth for the channel. Even amidst the downturn, the energy and optimism coming from company leadership will have their representatives primed for future success once external pressures such as inflation and the war in Ukraine begin to ease.

Finally, I would like to thank my team here at SSN for their hard work over the past year. As with any endeavor, the final product is a reflection of the passion of the people who create it. I could not ask for a better group to work with as we endeavor to keep you current on the important news, trends and opinions affecting social selling.

I wish each of you a happy and safe holiday season ahead, and I look forward to hearing from you in the new year!

All the best, David Bland!

Recognizing the generosity and goodwill of the direct selling channel

Hello friends and Happy Thanksgiving!

I am very happy to share with you our second annual Philanthropy Issue. This is my favorite issue of the year, as we get the privilege of speaking to so many of you—both direct sellers and suppliers—about the life-changing projects, donations, volunteering, and foundation work all over the world that you and your teams have accomplished over the past year.

In times of economic uncertainty, volatility or recession, there is one thing that remains constant—and that is your commitment and dedication to giving back. Whether it be the humanitarian disaster in war-torn Ukraine, the constant fight against hunger and malnutrition or environmental and conservation efforts, the causes supported by the direct selling channel are as diverse as the companies working all year long to make a difference.