Learning the Ropes

This month, I attended the Direct Selling Association’s 101 Seminar, held in Bethesda, Md., and it is always one of my favorites (I say that about every DSA educational event, don’t I? Well, there’s nothing that helps me do my job better than getting to know the company executives and supplier members that we feature in Direct Selling News).

But DSA 101 does hold a special place in my heart, since it was the very first industry event I attended after joining Direct Selling News in 2005. And, coincidently, the first person I saw when I arrived at the hotel almost three years ago was Alan Luce, President of Luce and Associates and one of the folks who was instrumental in developing the 101 seminar. I only knew it was Alan because he had been inducted into DSA’s Hall of Fame at the 2005 Annual Meeting. We ran his photo in what was my very first issue of Direct Selling News.

Some things never change. The first person I saw after I checked in was again Alan, and I was delighted we had an opportunity to catch up. As always, Alan did a terrific job—this year along with Dan Jensen, Spenser Reese, Jan Gilmore, Dan Murphy and Bob Hipple—of presenting a great deal of valuable and often complex information in a straightforward way.

My favorite part of 101, though, is meeting those new to the industry. Some, like Elizabeth Chester of Maddy Moo Creations, have burgeoning young businesses, and others have little more than a dream. DSA’s 101 also gives me a chance to catch up with my fellow supplier members, many of whom are valued Direct Selling News' advertisers and contributors.

This trip, I had the pleasure of getting to know Mike DeWitt from DSA supplier IDSTC. Mike has been part of the direct selling industry for just two short months, and he attended 101 to gain a better understanding of the industry he now serves. Mike and I had much to talk about, as he is a former Tampa Tribune outdoors correspondent. Take a look at some of Mike’s experiences on the Florida Trail. Mike e-mailed me today about his experience at 101: “What an amazing group of people,” he wrote. “Accomplished, fiercely independent, intellectually curious and laser-focused—I felt lucky to be among them. Most importantly, I learned what we as a software vendor need to do to give these bold entrepreneurs everything they need to succeed.” Looks like we have another direct selling industry convert!

One of the most valuable—and often entertaining—components of 101 is “Learning From Experience.” In a session that draws from that cornerstone of the direct selling industry—storytelling—executives from three successful direct selling enterprises share their experiences getting started in the industry. This year’s panel was a true trifecta featuring Jacques Mizrahi, CEO of SwissJust USA, a 75-year-old company whose first foray into the U.S market targeted Hispanics, and that recently revamped its entire business to go after mainstream U.S consumers while maintaining its deep connection with its Hispanic consultants. Orville Thompson, President and CEO of Scentsy, gave attendees insight into a company that has marketed no-flame candles since 2004 and has experienced unbelievable growth in less than four years. And Barb Pitcock, Vice President, Livinity, offered a truly unique perspective on successfully launching a direct selling company. Barb and her husband David were at one time successful distributors and have approached their new venture with an eye to what is best for their salesforce.

The night I arrived in Bethesda, Alan Luce kidded me about attending 101 for the third time. But I am here to tell you, 10 years from now, I’ll still be the first to register. I always learn something new. And I always make new friends.

Guilt-Ridden Blog Entry

OK, OK. I know it’s been a very long time since I posted. I just returned from Baltimore and the DSA’s Communications and Marketing Seminar, always a favorite of mine, and one of general sessions, Making New Media Your New Best Friend, had me squirming in my seat with guilt about my neglect of this blog.

Presenters Joanna Pineda, CEO of Matrix Group, and Robin Luymes, Manager of PR and Editorial for Quixtar, led a terrific discussion about using today’s technology. Joanna offered some great insight into Web site fundamentals and spoke about designing your Web site to meet the needs and tasks of your users rather than designing it to mirror your organization’s structure. This was especially helpful for me as we’re working on a Web site re-design here at Direct Selling News.

Robin Luymes shared the history of Quixtar’s foray into social media (this is where my guilt kicked in). Quixtar’s Opportunity Zone is an online community where a number of Quixtar employees blog about everything from the company’s philanthropic campaign, One by One, to cooking! Most of all, Opportunity Zone is characterized by Quixtar’s commitment to civil discourse, and the company’s willingness to answer hard questions and to answer its critics.

The New Media session was just one of many highlights at this year’s Communications and Marketing Seminar (more on that later) and it certainly made me ready to recommit to this blog, so thank you, Robin and Joanna!

Stay tuned!

Now More than Ever—The 2007 Direct Selling Association’s Annual Meeting

I arrived home Wednesday evening from DSA’s Annual Meeting and the event truly exceeded all my expectations. I couldn’t possibly convey everything I learned and experienced in San Diego in a single blog entry. Direct Selling News will provide extensive coverage of the event in our July issue, but I’d like to share just a few of my personal highlights:

• A Saturday night dinner with DSA Membership Director Nancy Burke at a restaurant that I had selected. We were served incredibly beautiful food that was incredibly mediocre, but nevertheless enjoyed a delightful evening of catching up.

• Sitting next to newly-engaged Joey Carter and Nora Serrano during the fabulous general session led by The Drum Café, and joking that if they invite me to their wedding, I’d cover it in Direct Selling News (or at the very least, blog about). I also received a much-needed neck and shoulder “chop chop” from Joey.

• After a two-year e-mail correspondence, finally getting to meet Nick Mallett, Partner at UK lawfirm Martineau Johnson, who gently corrected my abysmal American pronunciation of both “Martineau” and “leisure.” Hey Nick, I spelled your name right!

• Bonding with Primerica Financial Services’ Kathryn Kieser over the course of three days. Kathryn, it was such a pleasure to get to know you, even if you don’t share my weakness for tearful sentimentality!

• Creative Memories’ Lee Morgan approaching me at the Direct Selling News booth and asking me to explain exactly what it is that I do. Lee, if you have any further questions, you know where to find me. And congratulations again on receiving the 2007 DSEF Circle of Honor award.

• Connecting with Aihu’s Ann and Tom Walker, who offered much concern about my neck and shoulder pain (despite Joey’s ministrations), and expressed regret that they did not have any Aihu bath salts at the hotel.

• Enjoying a lengthy conversation with Regal Ware’s Pat Seitz and Jeff Reigle. If I remember correctly, Jeff Reigle told me he was planning to place an order for 50 Annual Reviews. Jeff, Al Wakefield was a witness.

• Moderating a Communications Roundtable on Getting Your Name Out that resulted in three 30-minute sessions of incredible idea sharing. Thanks to the executives and suppliers, both those new to direct selling and industry veterans, who generously shared their challenges and insights. A shout-out to WineShop At Home’s Melissa Lynch and 4Life’s Calvin Jolley who made the first session particularly lively!

• A chance meeting early Tuesday evening with DSA 2007 Hall of Fame inductee Charlie Orr led to a wonderful twenty-minute conversation that gave me a little insight into exactly why he was honored later that night. I was also able to confess to Charlie that I narrowly escaped identifying him as Mary Kay’s Michael Lunceford when he received DSEF’s 2005 Circle of Honor Award and I was writing about it in what was my first issue of Direct Selling News. Charlie, it was an honor to meet you and congratulations again!

• Simply Fun’s Chief Funster, Gail DeGiulio, delivering a bottle of Perrier to the ladies’ room after a glass of red wine accidentally ended up on my brand-new ivory pants. Gail then graciously helped me determine the best way to drape my Pashmina over the stain. But as I said to anyone who noticed, “A woman should always wear a touch of red.”

• Many, many fellow suppliers approached me Monday evening, all day Tuesday and even on the flight home to Dallas on Wednesday to say, “Nancy, today is all about you!” And while I regret that I cannot reveal why they said this—except to say it was not exactly spontaneous—I appreciate their enthusiasm, humor and friendship.

• Offering my congratulations to the 2007 DSA Partnership Award winner Dan Jensen and getting to meet his lovely wife. Dan told me about a dream he’d had the night before: He was up on stage receiving his award and videotaping his wife with his cell phone as she walked up the steps to join him. Dan refrained from doing this when he actually received his honor, but I think it illustrates how deeply moved he was by this well-deserved recognition from his colleagues. Congratulations again, Dan. And please don’t submit an entry next year…

I returned to Texas with so many other memories and the absolute knowledge that I will be committed to this industry for life. You see, I possess two characteristics that make me a perfect fit for the direct selling industry (and often elicit gentle ribbing from my colleagues): I am hopelessly sentimental—I cry at AT&T commercials—and I love to be involved in every aspect of whatever I’m a part of. I can think strategically and analytically when the situation requires, but at my very core I am an optimist who desires to make a difference. In San Diego, I was surrounded by more than 1100 colleagues, both suppliers and direct selling executives, all of whom strive on a daily basis to make a difference in the lives of all their constituents—clients, customers, employees and independent contractors—and I came away inspired and energized.

My hat is off to all who gave me this great gift of energy and inspiration: The staffs of both DSA and DSEF who planned such an incredible four days of education, motivation and just plain fun; the folks at Zoom7, who produced the visually stunning and seamless general sessions; each of the DSA Supplier Member exhibitors, who showcased their products and services with joy and professionalism; every single speaker and presenter, who offered such an impressive array of best practices, innovative ideas and enthusiasm; and the Direct Selling News team, John Fleming, Jerry Reagan and, back at the office, Erica Jennings—we say this to each other on a frequent basis, but I am blessed to work with each of you and I appreciate all you did to make our experience at the Annual Meeting such a roaring success.

Can’t wait for next year.

Make sure you use the comments tab below to share your Annual Meeting highlights!

Reinventing Yourself

The May issue is out, and I’m particularly fond of the cover story, “Reinventing Yourself.” Barbara Seale spoke to four party plan companies that have each measured the changing business landscape and reacted by giving their customers—and their consultants—what they want.

This month’s Young Company Focus: “SwissJust USA: From the Alps to the Americas,” is another story of reinvention, and one that I had the pleasure to tell. I first met SwissJust USA CEO Jacques Mizrahi last December at the DSA's Communications and Marketing seminar in Washington, D.C. Jacques gave a unique and informative presentation, “A Tale in Reverse,” at the Hispanic Market Pre-Seminar. He related how SwissJust, the North, South and Latin American partner of Just, the 75-year-old Swiss-based natural products company, made the transition from doing business exclusively with the U.S. Hispanic population, to re-launching SwissJust USA in July 2006 to reach the English-speaking U.S. market.

Jacques and I had the chance to talk a little further at two other industry events and I knew his was a story I wanted to tell. Still, when you have a forty-five minute conversation with someone and try to distill it into 2000 words, you are always forced to leave something out. One of the things Jacques shared with me in our conversation was that SwissJust North America and Latin America recently spent time fine-tuning the company’s mission, vision and values. I was particularly impressed with this summary of SwissJust’s Principles: Enthusiasm + Vibration + Joy + Recognition + Celebration = Growth

Doesn’t that describe direct selling perfectly?

Jacques, like me, only recently joined the direct selling industry. But from what I observed, he has embraced it. “I’m a newcomer to this industry, and I am amazed by what I see,” Jacques told me. “I discovered direct selling only two to three years ago, and I went to one of our big conferences and I said, ‘Whoa, this is shocking!’ It was very genuine. I spent thirteen years working with Unilever, working in France, working in Brazil and Argentina; traveling the world. I’m the rational business guy. I could go back to the rational part of my job, but I’m sure I would miss developing people in direct selling.”

It looks like Jacques has undergone a little reinvention of his own!

Direct Selling Memories

The other day, I was making a cheese omelet and my grater from The Pampered Chef was in the dishwasher. I pulled out my trusty old Tupperware grater, which I like to use for softer cheeses, and I realized I’ve had the thing for nearly 25 years! I no longer have the plastic lid—it must have been swallowed up in one of my many moves over the years—but the grater and the container that catches the cheese are as functional as the day I bought them. Do you have anything in your kitchen that you’ve used regularly for 25 years?

As I grated my cheese, I did a mental inventory of my kitchen, and sure enough, I still use my Tupperware measuring cups—bought at same time as the grater—several times a week. And then there’s the canister set in that particular shade of late ‘70s, early ‘80s brown (they also came in this lovely shade of green). I use the largest one to store change!

It’s no wonder that, given that my mom had a ton of Tupperware (probably purchased in the ‘50s or ‘60s), when I was striking out on my own, I stocked up. But that was not my first experience with direct selling. At fifteen, I hosted a Mary Kay party in my mom’s kitchen and was thrilled with the hostess gift—a tiny gold cube on a gold chain—not to mention the lip color palette that made me feel sophisticated beyond my years. And I regularly used our set of Worldbook encyclopedias to do my homework. My mother used Herbalife products for years, and I’ve long coveted my older sister’s set of CUTCO knives (I do have several of my own now, including the one that sent me to the emergency room with a sliced thumb—but that’s another blog entry).

My omelet, by the way, was fabulous. I’ll pass along a little tip I learned at a Pampered Chef party. Those packages of pre-grated cheese may be convenient, but the preservatives they use prevent even melting. Grate your own cheese! Personally, I think I’ll bring my Tupperware grater to the DSA’s Annual Meeting in San Diego and ask Rick Goings to autograph it!

What are your direct selling memories? Use the comments tab below and share!

No Translation Needed

By now, you’ve most likely received your April issue of Direct Selling News. It’s funny, but even though I see the finished magazine the day it comes off the press, I never feel like we’re done until I open my mailbox at home and my copy is waiting for me.

If I do say so myself, there’s some great content in this issue, starting with Katherine Ponder’s cover story on direct selling in Mexico, one of the top ten direct selling markets in the world.

For a little more Latin flavor, check out the article on the recent Success Rally held by 4Life Research in Puerto Rico and attended by a whopping 16,000 people! 4Life was kind enough to invite me to San Juan to cover the event (my job is so hard) and John Fleming recently requested that I share a little more about my experience.

The event was, of course, held in Spanish, which I do not speak. And although headsets provided the English translation, 16,000 people make quite a bit of noise and it wasn’t always easy to hear. Very quickly, though, I found the energy, enthusiasm, emotion and gratitude expressed by the speakers needed no translation. As I listened to the emcee recognize the 15 countries represented to the sound of deafening cheers from each nation’s delegation, I got a first-hand look at the global appeal of direct selling and the opportunity it provides millions.

I was seated right in the center of the front row and during the evening’s periodic pyrotechnic displays, I feared for my eyebrows! But my favorite moment was when 4Life founders David and Bianca Lisonbee entered the stadium. As they circled the entire arena to greet the crowd, the woman standing next to me grabbed me and planted a big kiss on my cheek. I might not have been able to understand her language, but the meaning of her gesture could not have been clearer: Joy.

My second favorite moment of the trip happened on the way to the rally. 4Life Director of Strategic Development Calvin Jolley was my host for much of the weekend and made sure I had everything I needed. The day of the event was, of course, crazy, and we found ourselves in a rush to get to the stadium, which was 45 minutes away. We had planned to have a late lunch but ran out of time and ended up at a Burger King drive-thru. We figured out how to say “no mayo” in Spanish, but never did manage “extra pickles” so I had my Whopper Jr. without.