There is much debate and discussion about technology and its impact on direct selling. There is much debate and discussion about technology and its impact on direct selling. The questions and discussions are endless, and the points of view are diverse. I have heard the direct selling industry described as the first industry to embrace social media, meaning direct selling has always been about the importance of personal relationships. While this may be true and agreed upon by most, it does not necessarily mean that all are clear on exactly what is happening today.

As we prepared to go to press with this issue, I received news of the loss of Leslie Campbell, President of TARRAH Cosmetics. A car accident took her from us far too soon. Leslie was a former colleague at Avon and friend throughout the years who gave much of her time to Direct Selling Association activities and committees. I know that TARRAH Cosmetics had many loyal and faithful consultants, and I hope they will be able to continue their journey, for that is what Leslie would have wanted. My heartfelt thoughts and prayers go to her husband, family and many friends.

This month’s cover story is, once again, a pleasure to bring to you! One year ago we took on this project for the first time and the result was quite revealing, educational and informative. We ranked the markets that were responsible for $1 billion or more in annual revenues. The stats and facts, as always, are important, but the bigger story is the fact that each market is contributing in excess of $1 billion per year as a result of the direct selling channel. This means so much more than the revenues of the individual companies doing business in a market.

Happy New Year! It is always exhilarating to close a year and start anew. For those who celebrated closing 2010 with growth and positive momentum, we salute you! You are an inspiration for all! To all of you who are part of the direct selling way of doing business, we know that there are more than 16 million independent business owners, and millions of prospective business owners, who will be looking to you and your companies as their vehicles for renewal in 2011.

Exactly two years ago, the top stories were the election and the economy. As we now reflect on the close of another year, the stories that are still at the forefront in our minds are whether the leadership of this country is moving us toward recovery from the recession or whether we are still very deep into a recessionary economy.

With less than two months left in another year, many are already offering their assessments as to which companies were truly able to adapt to and benefit from recession in the United States. We know the direct selling business model is well suited—if not an ideal solution—to challenging times, when job eliminations have become the norm along with a high anxiety index… if there is such a thing. We also know the direct selling business model cannot sell itself; therefore, the messaging companies use to gain the attention of their sales organizations will always be critical to the performance of those companies. It is always what a company does with the model that makes the difference between survival and the ability to maintain or grow during the challenging period.