Monday, June 3, 2019
Bank 1 - 11:00 a.m. to Noon
In today’s hyper-competitive landscape, growth strategies that work are at the forefront in every direct selling executive’s mind. As emerging technologies and shifting attitudes toward work continue to reshape the U.S. market, many have made “going global” a growth rallying cry. But what opportunities are they leaving off the table by not looking to home?
Join as top executives from leading direct sellers share their perspective on the new domestic opportunities they’ve uncovered, as well as the “boots on the ground” approaches they’ve taken to invigorate the channel among new prospects. Gain insights into the strategies these leaders have employed to achieve the agility needed to convert these formerly unrealized possibilities into value.
This session will dive into key findings from DSA’s 2019 Growth & Outlook market-sizing survey. More specifically, this session will provide actionable insight into how we can better compete with ecommerce companies for sales and attract the new generations of direct sellers to the channel in an increasingly competitive labor market.
DSA Industry Research Committee members will bring the results to life by sharing insights and perspective on trends they’re seeing at their companies and in the industry.
According to the Council for Responsible Nutrition, the market for hemp-derived food, supplements and personal care products containing CBD has exploded—surpassing $190 million. And it is expected to skyrocket to beyond $650 million in another five years.
However, the Food and Drug Administration has recently reminded stakeholders that it remains technically unlawful to market CBD as an ingredient because CBD is an active ingredient in an FDA-approved drug and was the subject of substantial clinical investigations prior to being marketed in foods or supplements. At the same time, the agency has noted that there are pathways available for those who seek to lawfully introduce hemp extracts with CBD into interstate commerce.
But these pathways must be lit by science—and the publicly available research on the many variations of hemp-derived CBD products reveals that the science behind this compound is still emerging.
Join this session to learn more about the science behind CBD and its role in regulatory compliance and market growth.
In some companies, there’s a tension between marketing and communication teams. It shows up in the annual battle over budget allocations and in debates over who owns certain tools, such as social media and video.
To minimize this, some companies centralize their marketing and communication talent in one large mega-function. But if marketing takes the lead, that approach can delay the development of strong corporate, employee and investor communication capabilities.
Other companies take a decentralized approach and spread communication disciplines across the business – employee to HR, corporate to the CEO, etc. This allows each area to stand up on its own but makes it harder to integrate, align and operate efficiently.
Then there are targeting and messaging challenges. Although the two disciplines tend to serve different stakeholder groups, they use similar tools and channels to communicate. Messages aimed at one audience segment can spill over to other segments, causing confusion or even conflict.
Instead of working at odds, how can marketing and communication co-exist and deliver the most business value? What’s the right operating model? When does collaboration matter most – and when is it superfluous? Who needs to “know” and who has the authority to say “no?”
This session will explore the unique management, structural and operating approaches that leading direct selling companies use to ensure marketing and communication harmony and maximize impact. Presenters will explain how they have integrated communications across functions and geographies to make 1+1=3, or even more.
This session will examine the question, “What are sophisticated ecommerce and gig companies doing to get and keep people that direct selling companies are not?” The answer is personalization.
Participants will learn:
How Amazon, Uber, Netflix and others use the same type of data direct selling companies already have to drive sales from customers, engagement from independent reps and greater retention from both.
What top direct selling companies are doing to bring more personalized experiences to customers and distributors
The results of a behavioral analysis of 15 million distributors and customers in 85 countries
A deeper view into segmenting your field and customers
How leveraging these segments gives us the ability to create more personalized and effective
Discover the hidden competitive advantage direct selling companies have, but few are using—an advantage with the potential to make direct selling one of the most competitive and attractive models in the world.
Have you been wondering what the new social movements such as #metoo and Time's Up, as well as an increasing cultural focus on diversity and inclusion mean to you as a leader, to your company as a field-centric social seller, and to our industry as a whole? In this interactive forum, we will take a practical look at the compliance & legal aspects from both a field and employee perspective. We will also assess the opportunities that are essential in surviving, thriving and setting the pace for the sustainability of our business model by providing you with specific tools and guidelines to navigate these often difficult and controversial issues. The goal will be to leave you with tools that can bring more awareness, provide key information and create a fearless environment and culture that will positively impact your company and team’s financial and social bottom line.
Bank 2 - 3:30 p.m. to 4:30 p.m.
The Amazon phenomenon has disrupted businesses around the globe—and direct sellers are feeling the pinch. Some companies have jumped into the trenches to compete head-to-head with Amazon, while others have chosen assimilation and alignment in the hopes of riding the beast as long as they can. At the same time, Amazon has enabled a new wave of direct selling start-ups, providing a ready-made customer base and fulfillment engine the world has never seen before. What can we learn from these new entrepreneurs? Which is the best path for your company? Join us for a fun, entertaining ‘cagematch’ of opposing viewpoints, where we explore the ins and outs of fighting or joining the Amazon tidal wave. Which side will you choose?
By 2020, Gen Z will make up 40 percent of consumers and 36 percent of the workforce, and significant differences between Gen Z and Millennials are emerging. Is your company ready?
Hear from direct selling execs who have already begun having success as well as an outside expert (and a member of Gen Z) who has done extensive research on this generation.
As the labor market nears full employment and there are unprecedented part-time, flexible earnings opportunities, this panel will share actionable insights into appealing to Gen Z and setting your company up for long-term success.
The new Congress and state legislatures have been passing a wide variety of laws that will impact direct selling—independent contractor status, data security and tax collection have been at the top of the list among many legislative priorities. Join experts on the front line of these policy discussions, from the broad business community and retail and direct selling sectors, to find out how these issues could impact your business.
You’re doing everything right in social media marketing: you’ve got buy-in from bosses, a strategy for success and your ROI is all figured out. But if you don’t have a brand voice, you’ll never get from mediocre to amazing. We all know that a social media voice gives a brand a chance to develop a personality and style all its own. But what is your voice—is it hip, communal, playful, educational, sophisticated, fun, irreverent, inspirational, helpful or a million other adjectives? So how do you find your brand’s voice?
This session will explore:
Culture – how your corporate culture’s hallmarks can be uniquely represented in social media
Community – how your community communicates on social media and how to find the right social media tone
Social Media Channel – how to change to a brand personality that is comfortable, conversational and relatable, and entices your audience to engage in a way that optimizes any social media platform
In 2018, 18 percent of respondents to a Perkins Cole survey said they expect the retail sector to see the most investment in augmented reality (AR) or virtual reality (VR) technology in the next 12 months, compared to just 7 percent in 2014.
Augmented Reality (AR) has become a powerful marketing and customer engagement tool. Consumers’ real-world experiences are enhanced by integrating digital information with their environment by imposing a graphic on a background using a device application that is triggered by a marker.
Join us for this session as we explore the use of technology in creating immersive experiences to increase consumer engagement with your product and brand. Topics of the session will include:
History of AR
AR in everyday life
AR, Quick Response (QR) and VR: What’s the difference?
Different uses of AR: Promotional, Informational, 3D Viewers, Contextual Information, Gaming
What does the future hold for AR?
Rational economic theory might have us believe that cash is the king of all motivators. More money equals more effort, right? A deeper understanding of human behavior, however, reveals surprising insights into what truly motivates us to unleash the potential of our sales network.
Join Charlotte Blank, chief behavioral officer of Maritz, for an exclusive first look at the results of a field study, which leveraged cutting-edge AI modeling techniques to analyze the incentive structure and performance of a large multinational direct selling organization. The results shed light on the optimal strategies for direct selling performance—and the surprising ways our brains can get in the way of our own success.
Grounded in social psychology and behavioral economics, this talk on behavior and motivation will help us shift our perception of direct selling incentives, from transactional to social, identifying actionable insights for ultimate agent motivation.
Tuesday, June 4, 2019
Roundtable Discussions - 9:00 a.m. to 10:30 a.m.
The most unique aspect of a DSA meeting is the ability to network with your peers and learn from others’ experiences.
Sit across the table from colleagues who have the solutions to the issues you are facing—or can at least tell you what has or hasn’t worked for them. Pick from a variety of specific discussion areas and get ready to have a great conversation.
Topics to include:
Be Your Own Amazon: How to Compete with the Biggest Brands
Mike Christensen, Visible Supply Chain
Best Practices in Creating a Marketing and Communications Roadmap
Brett Duncan, Strategic Choice Partners, LLC
Comp Plan Trends in a Changing World: What Is Working and What Is Not
Dan Jensen, Dan Jensen Consulting
Comp Plans: Strategies to Develop Leaders
Andi Sherwood, Dan Jensen Consulting
Convention Budget Busters and How to Avoid Them
Leslie Blye, Iacono Productions
Creative Solutions for Amazon Challenges
Adam Sherman, Vorys, Sater, Seymour and Pease LLP
Data-Driven Engagement Drives Field Productivity at Scale
George Elfond, Rallyware
Doing Business in Europe or Thinking about It? Understand PSD2 and How to Get Ready for It!
Ian Wisbey, Worldpay
Effective Recognition and Incentive Programs in a Cost-Sensitive Environment
Henri Bonan, The HB Group, Inc.
Improving the Distributor Service Experience
Terrel Transtrum, ServiceQuest
Internet Sales Tax Changes
Joe DePetris, One Source Tax Management LLC
New and Innovative Ideas to Incorporate Wellness into Your Meeting
Kate Nummikoski, Hyatt Hotels & Resorts
Questions and Answers about DSA's New Self- Regulatory Program: What You Need and Want to Know
Jay Leisner, Sylvina Consulting
Salesforce Compliance Practices Proven to Be Effective in Combating the Wild Web
Greg Fink, Momentum Factor
Strategic Optimization: Empowering Direct Selling Executives to Elevate Effectiveness and Success
Dr. Greg Marshall, Rollins College
Trendy Destinations for Incentives and Reward Programs
Beniot Cavard, Global DMC Partners
Bank 3 - 11:00 a.m. to Noon
Facebook just announced a series of significant changes to the family of products, including Facebook, Messenger, Instagram, What's App, Portal and more, including a new focus on "privacy" and moving users from public spaces to more private ones with an emphasis on Groups. Join Scott Kramer, who not only attended the F8 Conference, but has partnered with Facebook in testing new Groups features as he explains the major changes to the various social media platforms, the updates coming this year and how it will effect the way Direct Selling companies will market their brand at both the corporate and distributor levels. Learn the newest strategies for connecting with your field as well as attracting new people to your business.
Every attendee is unique. So why would you plan a cookie cutter event? Attendees crave personalization. They want events that allow them to hear content that resonates, network with others who share similar interests,and create experiences they’ll never forget. Luckily, personalization is easier than ever. With technology, you can gather data and automate tasks to treat attendees as individuals at every stage of your event.
Hear from Direct Selling Self-Regulatory Council staff as they discuss observations, trends and early enforcement efforts for the direct selling channel.
This will be a collaborative conversation to help industry professionals gain insights and with an overview of how to ensure both company and salesforce communications across all platforms align with best practices.
In today's world of two-way communications, technology has ignited stark changes in consumer preferences and behaviors. Gone are the Mad Men days when communicators had a captive audience of consumers eager to soak up our brand’s vision of the American Dream.
Today’s consumer does not want to be sold to: they want to be engaged, educated and even entertained. To meet this new demand, brands are engaging with surrogates—third-party voices—to demonstrate that they are credible, respected, popular and worthy of consumers’ business.
This workshop will explore how to use third-party voices to enhance the trust and transparency that sharpen your competitive edge among consumers. We will also delve into how to maximize the range of third-party voices—media coverage, endorsements and other recognition—can carry an enormous amount of clout and credibility.
Get the latest direct selling insights from three of DSEF’s academic Fellows.
In this session, you’ll learn what researchers have found to be the most compelling set of motivators for Hispanic entrepreneurs, as well as new research on the effectiveness—or lack of effectiveness—of home parties, digital parties, online sales, websites and other channels.
You’ll also hear how new case studies, textbooks and research on women and entrepreneurship are mainstreaming direct selling by demonstrating the power of the channel and its ability to empower women personally and professionally.
The relationship between technology and strategy is inseparable from the role of creating meaningful solutions to business problems. Today, technology is a central part of strategic thinking at all levels. Learn valuable insights gained over decades of experience on both the corporate and supplier side of direct selling; including how to develop a roadmap for achieving strategic goals for recruiting, sales and operational efficiency. When you leverage technology to execute your strategy, you create the ideal environment for profitability and growth. During this workshop, you will receive the three keys that will unlock a new level of success for your company and representatives.
Exclusive Workshop Session - 3:30 P.M. to 4:15 P.M.
BREAKING NEWS SESSION (direct selling member executives only)
Join this session to learn what recent direct selling company decisions and announcements could mean for you and the direct selling business model.
Industry, association and company executives will evaluate what recent compensation plan changes, acquisitions and possible upcoming legal and regulatory announcements portend for your company.
Admission is limited to DSA active member company executives registered to attend the Annual Meeting.