A visit to the Palmetto, Florida, headquarters of It Works! proves this isn’t a typical direct selling company.

As they say, necessity is the mother of all invention.

Direct selling is a personal business, and for many of the individuals and companies involved, the personal commitment goes far beyond dollars and cents.

The direct selling channel, of which I have had the distinct honor of serving for more than three decades, can take justifiable pride in its tradition of upholding the most enviable of self-regulatory standards.

With apologies to Franklin D. Roosevelt and the New Deal, it actually is revolution, not evolution on the table. In this case, I’m referring to a revolution of ethics in direct selling.

In a highly competitive marketplace, the key to a company’s sustainability lies in its customer acquisition and retention programs.