World Federation of Direct Selling Associations

WFDSA
World Federation of Direct Selling Associations
annual report
2 0 1 4
Message from
the Chairman
We are excited to present the first Annual Report of
the World Federation of Direct Selling Associations
(WFDSA). The report will be the main source of
information about the state of the global direct
selling industry and ongoing activities of the
Federation and its national association members.
Direct selling recorded its highest ever global sales
and number of people participating in the last year.
We have much to share about the hundreds of
companies and 96 million independent individuals
that make up this dynamic marketplace, including
which countries and categories are seeing the
greatest growth and what those individuals most
appreciate about working in the industry.
Direct selling is a fountain of opportunity for
everyone who wants to participate, whatever their
gender, age or socio-economic situation. The
entrepreneurial energy of our people will always
be the heart of that opportunity. Increasingly, our
industry is a source of choices, offering possibilities
to all looking for a different meaning for their work
and a significantly better balance in their life.
The fast changes in our society arising from the
accelerated adoption of technology and social
media are, of course, affecting direct selling.
Business, relationships and consumer behavior
are changing at an amazing pace. The desire to
consume is increasingly materializing at immediate
touch, anytime and anywhere, determined by the
need or convenience of the buyer.
Long before people started relating with each
other through websites, our independent sales
representatives established their social networks.
They already interacted as part of people’s lives,
demonstrating a genuine concern and the desire to
care for others.
Direct selling is not only prepared to play in this
new society but, more than that, the foundations
of our industry ensure us a privileged strategic spot
in this environment. Direct selling is the original
social network. The social media simply offer us an
opportunity to underline our strengths.
No transformation of the marketplace, however,
whether due to new technologies or new
paradigms, will be able to undermine our
commitment to the highest ethical standards.
We have been diligent in tracking closely the
activities of our member companies and their
independent sales representatives. We also strive
to communicate and promote understanding of
our Code of Ethics, which represents the highest
standards in the conduct of our associations,
companies and independent sales representatives.
The Strategic Long Range Plan adopted by
the CEO Council in 2008 clearly outlines the
Federation’s course of actions for the next
10 years:
• Strengthen direct selling’s image
• Promote ethics among direct selling companies,
distributors and consumers
• Improve processes and structures of WFDSA
and direct selling associations
• Strengthen integration and alignment of direct
selling companies
The continued implementation of this plan,
under the mandates of different Chairpersons,
shows the strength of the internal governance
and the commitment of our members with
the Federation’s continuity and sustainable
development. In 2013 the Long Range Plan
was revised and improved to meet the needs
of the ever-changing marketplace while leaving
the overall strategic objectives intact.
In 2013, WFDSA celebrated a milestone 35th
anniversary. I would like to express our deep
gratitude to many people and organizations that
have supported WFDSA’s mission in developing,
maintaining and promoting the highest global
standards of responsible and ethical conduct and
advocating the industry’s positions and interest
with key stakeholders, especially the 59 national
Direct Selling Associations (DSAs) and one
Regional Federation that belong to the WFDSA.
I also would like to acknowledge and thank more
than 96 million people engaged in direct selling
worldwide. And I would like to express my special
gratitude to everyone who supports the industry
globally: our national associations, regional
federation and especially, WFDSA’s Operating
Group and staff for its passionate and tireless work
in favor of our activity. Counting on their tireless
efforts, WFDSA will continue its work to strengthen
the industry and to contribute to a better world.
Alessandro Carlucci
Chairman
WFDSA
The World Federation of Direct Selling Associations
(WFDSA) is a voluntary, non-governmental organization
that represents the global direct selling industry in more
than 170 countries. More than 60 national and regional
direct selling associations are members of WFDSA,
united in the effort to maintain the highest ethical conduct
standards among their member companies and to build
understanding and support for direct selling worldwide.
Mission
The WFDSA supports direct selling associations and their
member companies by:
• Developing, maintaining and promoting the highest
global standards for responsible and ethical conduct in
direct selling;
• Advocating for the industry with governments, media
and key influencers such as academic and consumer
group leaders;
• Serving as a trusted global resource for information on
direct selling; and
• Facilitating interaction among direct selling company
executives on issues of importance to the industry.
All WFDSA member Direct Selling Associations have
implemented the WFDSA World Code of Ethics for direct
selling in their national Codes as a minimum requirement.
All direct selling companies agree to be bound by these
Codes as a condition of admission of membership and
continuing in a national association.
The WFDSA was founded in 1978 and is based in the
United States capital of Washington, DC. To learn more
about the WFDSA, its Code of Ethics and its programs,
visit www.wfdsa.org.
Direct Selling
Direct selling is the sale of a product
or service based on an explanation
or demonstration to the consumer
by independent sales representatives
who are sometimes also referred
to as direct sellers, consultants,
distributors or other titles. Direct sales
often occur in a one-to-one or small
group or party plan environment,
typically in the consumer’s home or
place of work. Direct sales also may
take place in a branded shop or retail
location, online via e-commerce or
social media, or by subscription/
automatic delivery.
These independent sellers earn
income from direct selling companies
on the sales they make. They join a
direct selling business opportunity
to earn extra money or even build a
business with very low entry cost, low
risk and company-provided training
and support. Some people join
direct selling companies just to buy
exclusive products and services they
enjoy at a discount.
Worldwide, more than 96 million
people are engaged in direct
selling. They sell some of the world’s
most sought-after brands of nutrition,
beauty, home care, jewelry, clothing,
home decor and other products;
and energy, telecommunications,
legal, financial planning, insurance
and other services. Direct selling
accounted for more than US$178.5
billion in retail sales globally in
2013 – a new sales record for the
industry.
People of all ages and backgrounds
succeed in direct selling. No specific
levels of education, experience,
financial resources or physical
condition are required. Sellers receive
training and support from established
companies.
People say they choose direct selling
because:
• It provides opportunities to meet
and socialize with people.
• It offers flexible work schedules.
Direct sellers choose when and
how much they work, whether full
time or part time.
• It can provide extra income.
Direct sellers set their own goals for
earning income and determine how
to reach those goals.
• It offers the chance to develop
new skills and be mentored by
experienced leaders.
• It is a low-risk way to own a
business – it takes very little, if any,
capital investment.
• Earnings are in proportion to effort.
The level of success depends on
how hard a person wants to work.
Governance
Chief Executive Officer (CEO) Council
The WFDSA is governed by
the CEO Council. The Council
is composed of chief operating
officers of leading member
companies around the world. The
WFDSA chairman is a Council
member elected by the Council to
serve a three-year term.
The CEO Council directs WFDSA
affairs, activities and establishes
policies and priorities. The Council
meets annually to address issues
affecting the industry and chart
the action plan. The CEO Council
approves the annual operating
budget and program of work
prepared by the WFDSA Operating
Group.
Highlights of 2013/2014
Activities and Strategic Initiatives
Direct selling is a highly personal industry that thrives on robust relationships
between companies, independent sales representatives, consumers and suppliers.
The WFDSA, along with its member associations and their member companies, is
heavily invested in improving the quality of the relationships between these groups by
fostering trust, confidence and high standards for conduct.
The WFDSA strategic initiatives are designed to increase public awareness, understanding
and support for the real and meaningful difference direct selling makes in various economies,
political systems and people’s lives around the world, every day. WFDSA and the national
associations work closely together to educate key regulatory, consumer and academic groups and to
promote consumer protection initiatives.
Ethics Committee
The WFDSA Code of Ethics states that direct selling companies and independent sellers
shall not use misleading, deceptive or unfair sales practices. The Ethics Committee
administers, promotes and enforces the Global Code of Ethics and implements programs
to improve and strengthen the self-regulatory activities of WFDSA, local and regional
associations and their member companies. The committee facilitates interaction between
association Code administrators and sharing of best practices across nations. It also
promotes awareness of the Code among member companies, media, regulators and
consumer groups.
2013/2014 Activities
Global Code of Ethics Review: To ensure the WFDSA Code of Ethics is keeping pace
with the business and regulatory environments, the Ethics Committee holds Code review
meetings at least once per year (July 2013 and April 2014). Potential revisions to the
Code, the universal complaint handling compilation procedure and the Code’s
extraterritorial provision to strengthen the Code are completed and put before
the Board of Delegates for adoption.
Global Code of Ethics
Implementation: National
associations continue to implement
the Code of Ethics Initiative in their
respective countries.
Code administrators – the
independent individuals appointed
by the national Direct Selling
Associations to monitor companies’
Code compliance and resolve
complaints under the Code – meet
throughout the year to exchange
ideas and best practices for Code
implementation and provide feedback
on proposed Code amendments.
Associations and their member
companies are encouraged to
use the Ethics Toolkit to widely
promote the Code and to educate
various constituencies about the
best business practices and ethical
standards of the direct selling
industry.
Advocacy Committee
Advocacy initiatives develop and strengthen relationships with key industry
stakeholders through third party research and communication.
2013/2014 Activities
Australia/New Zealand Socio-Economic Impact Study
(SEIS): The WFDSA partners with national DSAs study the socio-economic
impact of direct selling. The 2014 studies yielded data that enables the
industry to demonstrate its social and economic value in meaningful terms to
the governments and other key audiences in New Zealand and Australia:
• Direct selling contributes NZD $226 million and the equivalent of more than
4,600 full-time jobs to the New Zealand economy annually.
• The industry contributes AUD $1.1 billion and the equivalent of more than
12,000 full-time jobs to the Australian economy annually.
• Direct selling provides opportunities for Australians and
New Zealanders looking for flexibility, income and access
to exclusive products.
• As an alternative to traditional retail, the industry encourages
workforce participation, competition, innovation and
choice.
• In both nations, independent direct sellers cite
improved self-confidence and the opportunity to
improve life and business skills as important
social benefits of working in
the industry.
Global Women’s Economic Empowerment Initiative (GWEE):
The WFDSA and its members believe that investing in women entrepreneurs
and developing woman-owned micro-enterprises will help with the overall
global economic recovery and reduce poverty and inequalities in the Asia
Pacific Economic Cooperation (APEC) region and beyond.
Leveraging the industry’s experience as a leader in microfinance, WFDSA
and its members work with governments, women’s organizations, academia
and other stakeholders to train and prepare women to succeed as microentrepreneurs to improve the economic status of their families. The first
groups of women were to begin the GWEE six-week training course on basic
business skills in late 2014.
This is a multi-year effort funded by WFDSA and national Associations,
implemented in partnership with the Indiana University Kelley School of
Business Institute for International Business.
The program is a true public-private partnership between APEC
governments, women’s organizations, the direct selling industry and
individual companies. All are committed to working together to improve
women’s economic conditions.
The program is based on the APEC Consumer Education and Protection
(CEPI) Initiative model, is endorsed by the APEC Small & Medium Enterprises
(SME) Ministerial in Singapore and aligns with the APEC SME Minister’s
cutting-edge priority of developing micro-enterprises and investing in women.
Direct Selling Association of
South Africa - Academic Initiative:
Students at the University of Johannesburg (UJ)
and Durban University of Technology are learning practical
personal selling and sales management experience in a
major academic program developed by the South African
Direct Selling Association, in partnership with UJ. The
program, which supports South Africa’s National Skills
Development framework, combines coursework with
structured learning on the job, and enables students
to gain practical selling experience and earn money by
direct selling products while earning academic credit. The
program is described as a world first for direct selling, and
a model that can be replicated for other under-developed
nations as well as other industries.
France Academic Initiative:
More than 100 university students, academics, journalists,
company representatives and representatives from the
Higher Education Ministry shared innovation, crosschannel distribution, value co-creation, digital marketing,
salesforce performance and studies of potential
issues facing direct selling at the French Direct Selling
Association’s (FVD) second annual academic symposium
in Paris. The symposium was organized in collaboration
with Strasbourg Business School and Paris-East Créteil
University.
“As the European DSA, Seldia not only aims to
advocate favorable regulation in the European Union
(EU), we also want to educate our audiences about
the many benefits of direct selling. They are social
and economic and they benefit people of all walks
of life without discrimination. We are particularly
proud that more than three quarters of the 5.2
million people involved in direct selling in the EU are
women. We are a growing business in Europe, even in
difficult economic times, thanks to entrepreneurship,
perseverance and high ethical standards.” Maurits Bruggink,
Executive Director Seldia
Russia Consumer Education Conference:
A conference held in Moscow organized by the
Russian Direct Selling Association and the International
Confederation of Consumer Societies (CONFOP) drew
praise for fostering constructive public-private dialogue
that is resulting in solid outcomes and is making way
for stronger consumer protection efforts. High-profile
speakers from policy bodies addressed topics such as
developing trends of consumer rights protection in Russia
and global direct selling industry trends. The conference
was conducted within the framework of the Asia-Pacific
Economic Cooperation (APEC) Consumer Education and
Protection Initiative (CEPI). “The WFDSA, as well as local [direct selling]
associations constitute a well-developed
infrastructure which aims to actively assist in the
sphere of consumer rights protection. This results
in positive resolution of consumer complaints in
real terms and proves that it is quite easy for active
consumers to successfully protect their rights. And
we highly value such unique interaction.”
Dmitry Yanin,
Chairman of the International Confederation of
Consumer Societies (CONFOP), Russia
Association
Services Committee
The Association Services
Committee’s purpose is to guide the
national associations, improve their
effectiveness and help them provide
overall value to their member
companies.
2013/2014 Activities
Association Performance:
The national associations provide a
first line of defense in critical matters
that affect the entire industry. WFDSA
supports the associations by providing
organized approaches to issues
and concerns, working closely to
continuously improve the value of
the services they deliver to member
companies and consumers.
• Association reviews. Periodic
performance reviews are conducted
to support the national associations
to continuously improve. Seminars
were conducted in Asia, Europe
and Latin America to facilitate
associations’ preparation for
performance reviews. The seminars
focused on performance standards,
Ethics Code recognition, online/
electronic transactions, marketspecific issues, social media,
effective communication tools and
exchange of best practices. • Performance criteria updated.
WFDSA benchmarks the national
associations’ operating and
organizational characteristics to help
their boards and staff continuously
improve their associations’
effectiveness.
The performance committee
revised the Bronze, Silver and Gold
association performance criteria in
2014 to better align global standards
and added a Platinum standard to
extend improvement achievement.
• Mentoring provisional members.
The committee designed a
mentoring program that pairs
“provisional” and Bronze level
member associations with higherlevel associations to help them
achieve minimum standards and full
WFDSA membership.
Africa Expansion Initiative:
The South African Direct Selling
Association is working to help expand
the industry across the African
continent, seeing its potential to help
alleviate poverty, unemployment
and develop skills. The Association
is leading the effort to establish
associations in other African nations.
The Association Services Committee
assists in the process.
Global Research
The Global Research Subcommittee works with local DSAs to gauge direct selling industry
size and trends for governments, media, consumer groups and other key influencers.
Annual industry statistics show retail sales and the number of participants, fluctuation from
year-to-year and longer-term trending.
Global Direct Selling
2013 Retail Sales
Top 10 Global Markets
Regional Sales
Other, 23%
Asia/Pacific, 43%
United States 18%
Russia, 2%
3%
Malaysia,
China, 15%
e, 3%
c
Fran
M
%
o, 5
c
exi
%
rm
Ge
a
,5
ny
Japan, 10%
zil,
8%
Americas 38%
People of all ages and backgrounds
succeed in direct selling. No specific
levels of education, experience,
financial resources or physical
condition are required. Participants
receive training and support from
established companies.
Africa/Middle
East, 1%
Bra
Europe 18%
Who are Direct Sellers?
Korea, 8%
They sell some of the world’s most
sought-after brands of nutrition,
beauty, home care, jewelry, clothing,
home décor and other products; and
energy, telecommunications, legal,
financial planning, insurance and
other services.
Korea, 8%
Regional Sales
Top 10 Global Markets
Regional Sales
Top 10 Global Markets
Published July 28, 2014. Not for use after May 31, 2015
Global Industry: $178,521 (US$ millions), Up 8.1% in Constant 2013 US$
Global Industry: $178,521 (US$ millions), Up 8.1% in Constant 2013 US$
2013 Retail Sales (1)
(1)
2013 Retail Sales
Local
Local
Currency
US$
Currency
US$
(millions)
(millions)
Region/Country
(millions)
Region/Country
% Sales Change % Sales Change (YOY) in Constant (YOY) in Constant 2013 US$ (2)
(millions)
2013 US$ (2)
3‐Year 3‐Year CAGR
CAGR
(2010‐13)
(2010‐13)
Independent Independent (3)
Contractors Contractors (3)
Global
na
178,521
8.1%
6.8%
96,257,679
Global
na
178,521
8.1%
6.8%
96,257,679
93,333
93,366
na
8,068,120
na
103
na
3,145
3,039
1,284
386
1,132
12
175
4.8%
5.3%
11.3%
28.5%
13.7%
5.7%
7.9%
2,900,000
11,100,000
1,496,588
1,183,158
1,391,899
87,112
125,000
6.8%
6.7%
33.6%
4.2%
‐1.8%
‐1.9%
0.2%
4.6%
‐2.9%
31,786,761
240,000
17,589,158
104,689
789,158
24,689
16,800,000
6.7%
4.2%
‐1.9%
4.6%
31,786,761
17,589,158
789,158
16,800,000
Asia/Pacific
Australia
Asia/Pacific
China
Australia
Hong Kong
China
India
Hong Kong
Indonesia
Japan
India
Kazakhstan
Indonesia
Korea
Japan
Malaysia
Kazakhstan
New Zealand
Korea
Philippines
Malaysia
Singapore
Taiwan
New Zealand
Thailand
Philippines
Vietnam
Singapore
Other Asia/Pacific
Taiwan
Thailand
Africa/Middle East
Vietnam
Africa
Morocco
Other Asia/Pacific
South Africa
Other Africa
Africa/Middle East
Middle East
Africa
Israel
Morocco
Other Middle East
South Africa
Americas
Other Africa
North America
Middle East
Canada
Israel
United States
Other Middle East
Americas
North America
Canada
United States
(4)
(5)
(4)
(4)
(5)
(4)
(6)
(6)
(6)
(6)
(6)
(6)
(6)
(6)
(4)
(6)
(6)
(6)
(4)
(6)
(6)
(6)
na
1,490
na
169,433
1,490
3,978
169,433
68,859
3,978
11,743,800
1,747,000
68,859
62,000
11,743,800
15,841,093
1,747,000
14,680
62,000
283
15,841,093
49,000
14,680
510
93,333
283
93,366
49,000
8,068,120
510
na
6,948
na
na
na
na
190
103
na
77,569
1,438
77,569
27,346
1,438
513
27,346
1,175
513
1,123
17,901
1,175
408
1,123
14,469
17,901
4,659
408
232
14,469
1,154
4,659
407
3,145
232
3,039
1,154
386
407
175
720
400
1,284
152
1,132
53
12
99
8.2%
‐2.3%
8.2%
23.3%
‐2.3%
18.6%
23.3%
20.0%
18.6%
12.0%
‐4.4%
20.0%
6.3%
12.0%
8.0%
‐4.4%
4.7%
6.3%
4.8%
8.0%
17.8%
4.7%
8.5%
4.8%
4.8%
5.3%
17.8%
28.5%
8.5%
7.9%
6.7%
17.0%
6.9%
‐7.7%
9.2%
‐5.0%
‐39.3%
‐9.0%
6.8%
33.6%
11.3%
‐1.8%
13.7%
0.2%
5.7%
‐2.9%
6.4%
1.9%
6.9%
49.0%
9.2%
‐39.3%
13.0%
6,948
na
na
na
2,080
190
32,670
na
68,049
400
34,689
152
2,019
53
32,670
99
6.7%
5.7%
17.0%
2.7%
‐7.7%
‐6.4%
‐5.0%
3.3%
‐9.0%
na
na
2,080
32,670
68,049
34,689
2,019
32,670
5.7%
2.7%
‐6.4%
3.3%
Page 1 of 2
720
12.6%
2.3%
12.6%
41.0%
2.3%
‐3.7%
41.0%
11.7%
‐3.7%
15.0%
‐3.6%
11.7%
2.0%
15.0%
2.9%
‐3.6%
1.8%
2.0%
10.3%
2.9%
14.8%
1.8%
11.0%
6.4%
10.3%
1.9%
14.8%
49.0%
11.0%
13.0%
50,246,543
505,620
50,246,543
na
505,620
614,641
na
5,775,345
614,641
10,256,400
3,259,000
5,775,345
320,000
10,256,400
5,499,818
3,259,000
4,250,000
320,000
94,967
5,499,818
3,933,210
4,250,000
429,384
2,900,000
94,967
11,100,000
3,933,210
1,183,158
429,384
125,000
1,064,787
240,000
1,496,588
104,689
1,391,899
24,689
87,112
80,000
1,064,787
80,000
Region/Country
South & Central America
Argentina
Bolivia
Brazil
Chile
Colombia
Ecuador
Mexico
Peru
Uruguay
Venezuela
Central America/Caribbean
Other South & Central America
Europe
Western Europe
Austria
Belgium
Denmark
Finland
France
Germany
Greece
Ireland
Italy
Luxembourg
Netherlands
Norway
Portugal
Spain
Sweden
Switzerland
United Kingdom
Other Western Europe
Central & Eastern Europe
Bulgaria
Croatia
Czech Republic
Estonia
Hungary
Latvia
Lithuania
Poland
Romania
Russia
Slovakia
Slovenia
Turkey
Ukraine
Other Central & Eastern Europe
(4)(6)
(6)
(4)
(6)
(2)
(6)
(6)
(4)(6)
(4)(6)
(6)
(6)
(7)
(4)(6)
(6)
(4)
(6)
(6)
(6)
(6)
(4)(6)
(4)
(4)
(4)(6)
(4)(6)
(4)
(6)
2013 Retail Sales (1)
Local
% Sales Change Currency
US$
(YOY) in Constant (millions)
(millions)
2013 US$ (2)
na
33,360
9.1%
10,390
1,903
38.0%
2,351
340
18.0%
30,589
14,188
7.2%
259,783
525
8.0%
6,140,397
3,286
6.7%
870
870
8.5%
103,752
8,123
8.5%
5,033
1,863
5.7%
1,859
91
19.0%
16,000
1,391
15.0%
na
755
2.0%
na
25
9.0%
na
na
182
140
330
180
4,000
6,380
123
50
2,332
42
111
807
107
608
2,309
413
2,134
na
na
121
269
5,974
30
56,468
29
314
2,775
1,068
137,936
110
18
1,337
5,801
na
31,620
23,280
242
186
59
239
5,312
8,473
164
66
3,097
55
147
137
142
807
355
446
3,334
19
8,340
83
47
305
40
252
39
121
878
321
4,333
146
24
702
726
322
2.9%
3.3%
0.0%
5.0%
‐8.3%
1.0%
3.9%
4.2%
‐3.8%
‐5.7%
1.2%
0.0%
8.6%
‐1.0%
4.0%
‐4.0%
‐2.6%
‐5.0%
6.7%
1.0%
1.8%
5.5%
3.0%
‐2.1%
3.9%
‐5.4%
6.7%
8.2%
4.7%
2.3%
2.7%
1.0%
‐8.0%
2.5%
‐4.8%
2.0%
3‐Year CAGR
(2010‐13)
9.6%
28.1%
29.4%
8.6%
7.7%
11.6%
10.2%
6.5%
8.3%
12.5%
15.7%
8.1%
14.4%
Independent Contractors (3)
14,197,603
700,000
306,512
4,504,001
347,856
2,342,422
944,000
2,135,694
449,302
77,903
1,417,950
946,893
25,070
3.6%
3.7%
‐3.0%
2.2%
‐1.9%
1.1%
3.4%
5.8%
‐9.0%
‐2.7%
‐1.2%
15.9%
5.2%
4.1%
‐1.4%
‐3.8%
‐4.2%
‐0.8%
10.4%
‐0.2%
3.5%
8.1%
‐23.3%
‐7.3%
20.5%
7.5%
10.3%
8.7%
6.8%
12.2%
3.3%
15.3%
‐1.2%
7.6%
‐1.6%
2.2%
12,727,787
2,898,430
14,728
18,100
32,830
79,638
534,672
376,415
270,331
21,000
521,642
2,700
53,057
99,000
107,900
202,008
112,969
12,250
420,000
19,190
9,829,356
117,208
33,630
246,506
34,388
473,725
45,563
101,358
900,008
292,561
5,042,778
145,000
23,000
863,475
1,187,836
322,320
©Copyright WFDSA 2014 na = not available
(1) Sales figures are expressed at Estimated Retail level and exclude Value Added Tax. Figures are based on the size of the entire industry, unless otherwise noted.
(2) Sales figures for 2012 and 2013 are expressed in US Constant 2013 Dollars to exclude the impact of foreign exchange and ensure comparability. Average annual exchange rates from the International Monetary Fund have been used to convert data from local currency to US dollars. A notable exception is Venezuela, where the official SICAD exchange rate has been used.
(3) The Direct Selling Independent Contractors include individuals who are career minded entrepreneurs building their own businesses … or part‐time entrepreneurs earning extra income. All enjoy significant discounts on products. In fact, some choose Direct Selling Independent Contractors
7.3%
Direct Selling Independent Contractors
2010-2013
2012
50.2
2013
96.3
90.0
84.0
79.3
2012-2013
(USD Millions)
6.5%
31.8
5.9%
7.1%
7.0%
7.1%
12.7
2010
2011
2012
2013
More than 96 million people participated in direct selling in
2013, an increase of 7% over 2012. Three-fourths of the
world’s markets experienced growth in the number of people
participating in direct selling.
Asia Pacific*
Americas
Europe
*No figures are availble for China
Reporting global regions saw growth of around 7% in the
number of people participating in direct selling.
2013 Global Retail Sales Increased by 8.1%
All regions, and three-fourths of direct selling countries, showed
increases in retail sales in 2013.
Global Retail Sales
2010-2013
(US Billions)
Direct selling’s compound annual growth rate of 6.8% for the
period 2010-2013 shows a strong growth trend.
$178.5
$165.2
(2010-2013)
$155.8
$146.6
CAGR
6.8%
Central & Eastern
Europe
6.3%
6.0%
8.1%
Africa Mid-East
1%
Western Europe
5%
2010
2011
2012
2013
Asia is the largest region for direct sales
43%
19%
Sales Share by Region - 2013
Asia remains the largest market for direct selling,
accounting for 43% of global retail sales.
The Americas are the second largest region,
accounting for 38% of global retail sales. The 11
markets in South and Central America command a
19% share of the global market, equal to the share of
the entire North American market (US and Canada).
Asia Pacific
13%
South & Central
America
19%
North America
Sales increased in all regions in 2013
Sales & Increases
2012-2013
(Constant US Billions)
2012
12.6%
$77.6
5.7%
Regional Compound Annual Growth Rates
2010-2013
(Constant USD Billions)
2013
CAGR
8.2%
$68.0
2.9%
$77.6
$31.6
2010
CAGR
6.7%
2011
2012
$68.0
2013
CAGR
3.6%
Asia Pacific
Americas
$31.6
Europe
Asia Pacific
Americas
Europe
23 countries account for 93% of global direct selling retail sales
The top 23 countries are those reporting more than US$1 billion in
annual direct selling retail sales
5 10 15 23
60%
>75%
>85%
93%
2013
RANK
COUNTRY
2013 RETAIL
SALES
(2013 CONSTANT
USD MILLIONS)
2013 % CHANGE
(2013 CONSTANT USD)
CAGR
(2013 CONSTANT USD
2010-2013)
10.3INDEPENTENT
CONTRACTORS
(MILLIONS)
1
United States
32,670
3.3%
4.6%
16.8
2
China
27,346
41.0%
23.3%
NA
3
Japan
17,901
3.6%
4.4%
3.3
4
South Korea
14,469
2.9%
8.0%
5.5
5
Brazil
14,188
7.2%
8.6%
4.5
6
Germany
8,473
4.2%
5.8%
0.4
7
Mexico
8,123
8.5%
6.5%
2.1
8
France
5,312
3.9%
3.4%
0.5
9
Malaysia
4,659
1.8%
4.7%
4.3
10
Russia
4,333
2.7%
3.3%
5.0
11
United Kingdom
3,334
6.7%
10.4%
0.4
12
Colombia
3,286
6.7%
11.6%
2.3
13
Taiwan
3,145
6.4%
4.8%
2.9
14
Italy
3,097
1.2%
1.2%
0.5
15
Thailand
3,039
1.9%
5.3%
11.1
16
Canada
2,019
6.4%
1.9%
0.8
17
Argentina
1,903
38.0%
28.1%
0.7
18
Peru
1,863
5.7%
8.3%
0.4
19
Australia
1,438
2.3%
2.3%
0.5
20
Venezuela
1,391
15.0%
15.7%
1.4
21
India
1,175
11.7%
20.0%
5.8
22
Philippines
1,123
14.8%
17.8%
3.9
23
Indonesia
1,122
15.0%
12.0%
10.9
178,512
8.1%
6.7%
96.3
GLOBAL TOTAL
Top Markets
Rest of
the World
United States
46% of direct selling retail sales in 2013 came from emerging markets,
an increase of 7% since 2010. Emerging markets as a group have seen a
compound annual growth rate of 13% for the period 2010-2013.
7%
18%
Russia
2%
Malaysia
3%
15%
39%
3%
France
5%
Mexico
China
Advanced vs. Emerging Market Sales as % of
Total Global Sales
2010
2011
2012
2013
10%
5%
8%
Germany
Brazil
8%
61%
59%
58%
54%
41%
42%
46%
Japan
Korea
CAGR of TOP 5 Markets
#1 US
4.6%
#2 China
23.3%
#3 Japan
-4.4%
#4 Korea
8.0%
#5 Brazil
8.6%
0%
20%
40%
AdvancedEmerging
60%
80%
100%
Direct Selling is empowering people in Emerging nations
2013 Population Split
2013 GDP Split
2013 Direct Sales Split
15%
85%
AdvancedEmerging
39%
61%
46%
54%
Socioeconomic
Impact of
Direct Selling
Direct sellers and companies they represent support the service economy everywhere they operate.
We use hotels, restaurants, transportation, travel-related services and various professional services
including legal counsel, communications and advertisting support.
Direct selling organizations innovate, develop and manufacture quality products. Globally, this
generates billions of dollars in incremental revenue and tax payments, while providing employment
for thousands of people. Following are regional case studies in brief -
United States
Size
Direct selling is a PEOPLE business.
• In 2013 direct selling in the US generated US$32.7 billion in estimated
retail sales, up 3.3% and an industry record.
• The US is the world’s largest direct selling market.
• There were 16.8 million independent sales representatives in the US in
2013, up 5.7% from the previous year and an industry record.
• Three-quarters of them are women. That’s 12 million women who
appreciate the direct selling opportunity for the flexibility to set their own
schedules and raise their families.
According to the USDSA National Sales Force Survey - 2013, these
independent contractors provide over 60 million repeat retail customers with
knowledgeable, personal service.
Two out of three direct sellers used the products themselves before ever
becoming a company representative.
12,744
4,088
11,204
32% administration and other
11% in Information Technology
• More than 2,200 (4% of the
employee total) science professionals
who are leading chemists, biologists,
engineers and more.
21% in Sales & Customer Service
• More than 53,000 people in the US
alone who are experts in their fields
– and serve as resources to help
independent representatives grow
their businesses.
8% in Advertising, Marketing, PR
• These 16.8 million US independent
sales representatives are in
business FOR themselves, but not
BY themselves. The 170 USDSA
member companies they represent
employ:
24% in Manufacturing and Quality Assurance
Employees/Experts
5,841
16,036
Direct Selling Supply Chain
90%
More than
90% of USDSA
member
companies have
head offices in
the US
30%
40%
78%
1/3 have
innovation
and testing
laboratories
in the US
40% have
manufacturing
plants in the US
Nearly
80% have
distribution
centers in
the US
Colombia
Size
• In 2013, the independent sales force size was over 2.3 million,
up nearly 15%
• 84% of these are women … that’s nearly 2 million female
entrepreneurs with independent direct selling businesses
of their own.
• In 2013, direct sales in Colombia reached USD 3.3 billion,
up 6.7% year-over-year, and a record for that country.
• Colombia is the world’s 12th largest direct selling market.
• A double digit Compound Annual Growth Rate shows solid
sustainable growth at 11.6%
Supply Chain
•D
irect selling tends to be a local industry, fostering
entrepreneurial start-up companies. For instance about 40% of
direct selling association member companies in Colombia are
Colombian companies.
• Beyond that, more than 50% of member companies have head
offices in-country.
• Another plus: Direct selling has brought in foreign investment:
15% of member companies manufacture in Colombia, and a full ¾
have distribution and warehousing there.
4,480
3,780
3,500
1,120
700
420
Administration and Other
Information Technology
Sales & Customer Service
Advertising, Marketing and PR
These companies employ some
14,000 people in the fields of:
Manufacturing and Quality Assurance
The independent salespeople in
Colombia represent the country’s
32 national association
member companies. …
Research & Development
Employees/Experts
5% 27% 8% 32% 3% 25%
France
Size
• France is the world’s 8th largest direct selling market.
• In 2013, direct sales in France reached USD 5.3 billion, up 3.9%
year-over-year, and a record size for that country.
• The independent sales force size was 535,000, up nearly 3%
• A total of 82% of these are female entrepreneurs with independent
direct selling businesses of their own.
• The compound annual growth rate of direct selling in France 20102013 was 3.4% for the period – considered steady growth for a
mature industry in an advanced market.
Employees/ Experts
The independent salespeople in France represent the nation’s
DSA member companies.
These companies employ close to 6,000 people.
Of these:
he
r
ot
n
tio
n
an
d
Te
ch
n
st
o
Cu
&
m
ini
s
tra
at
io
les
Sa
in
%
10
%
in
In
f
ad
m
or
in
23
%
olo
gy
er
S
m
an
ing
ar
ke
t
ing
,M
tis
ve
r
Ad
in
8%
3,000
er
v
PR
d
an
ce
As
su
r
lity
Qu
a
an
d
g
rin
fa
ct
u
an
u
M
600
ice
t
en
De
ve
lop
m
420
&
se
ar
ch
Re
in
2%
in
7%
1,380
480
50
120
Russia
Size
• Russia is the world’s 10th largest direct selling market.
These companies employ some 6,300 people …
0.9% in Research & Development
• To service the vast Russian territory, 44% of member company staff are in
Sales and Customer Service, and all member companies have distribution
centers in the country.
58 1,008 504 2,772 378
25% administration and other
• 70% of member companies have national head offices in Russia
member companies …
6% in Information Technology
Supply Chain
The independent salespeople in Russia represent
the nation’s 17 direct selling association
44% in Sales & Customer Service
• Nearly 90% or 4.5 million of these are women.
Employees/Experts
8% in Advertising, Marketing, PR
• Yet the number of independent direct sellers showed a 17% increase to
over 5 million … a forward indicator of greater sales to come.
16% in Manufacturing and Quality Assurance
• Russian 2013 direct sales were in excess of USD 4.3 billion,
up 2.7% year-over-year, showing a Compound Annual Growth
Rate of 3.3% (2010-2013)
1,575
South Africa
Employees/ Experts
Size
The independent salespeople in South Africa represent the
37 national association member companies
employing some 2,900 people:
• In 2013, South Africa’s direct selling retail sales were up 6.7% to USD
$720 million, with a compound annual growth rate of 6.8% duing the
period 2010-2013.
• The direct selling sales force grew by 5.3% to 1.1 million independent
sales representatives.
• Just over 80% of these are women.
Supply Chain
• All Direct Selling Association member companies have national head
offices in South Africa.
• More than 20% of member companies have manufacturing facilities in
South Africa and nearly half have distribution centers.
olo
g
y
870
he
r
Te
c
n
ot
at
io
st
ra
in
tio
n
In
an
d
fo
rm
&
Sa
les
ini
ad
m
in
%
24
87
hn
er
S
m
to
Cu
s
ar
ke
t
,M
ing
rti
s
Ad
ve
30
%
in
6%
in
er
vic
e
PR
ing
As
su
r
lity
Qu
a
an
d
g
rin
fa
ct
u
an
u
M
in
36
%
an
d
an
ce
De
ve
lop
m
&
ar
ch
Re
se
in
1%
0.
696
174
1,030
3%
en
t
NA
Malaysia
Size
• Malaysia is the world’s 9th largest country for direct selling.
• Direct retail sales in this developing market reached
USD 4.7 billion in 2013, up 1.8% vs. 2012.
1,716
• Compound Annual Growth Rate in Malaysia is 4.7% (2010-2013).
• 2013 Sales force numbers were down 10.5% to 4.3 million.
1,320
• 62% of Malaysian direct sellers are women.
Supply Chain
• Over 1 in 4 DSA member companies have manufacturing
plants in Malaysia.
836
• Member companies operate 220 distribution
centers / warehousing facilities to service Malaysian customers.
Employees/ Experts
The 65 DSA member companies of Malaysia
employ 4,400 people:
176
220
132
Administration and Other
Information Technology
Sales & Customer Service
Advertising,
Marketing and PR
Manufacturing
and Quality Assurance
Research & Development
4% 3% 19% 30% 5% 39%
Turkey
• The country achieved CAGR 2010-2013 of 7.6%.
Supply Chain
Just 1 of the 10 Turkish DSA members is a Turkey-based
company. For the others, the communications, customer
service and IT functions are supported by direct selling
company regional infrastructure in other countries. In this,
Turkey provides a strong example of the interdependence
of nations and how direct selling helps attract direct foreign
investment to a market.
5% administration and other
• Retail sales rose to USD 702 million in 2013.
This figure was up 2.5% year-over-year.
5% in Information Technology
• 82% of these are women. That’s 742 million female
entrepreneurs.
The Turkish DSA has 10 member companies,
employing 861 employees.
40% in Sales & Customer Service
• Turkey’s 863,000 direct sales people, increased in
numbers by 4.2% in 2013.
Employees/ Experts
50% in Advertising, Marketing, PR
Size
430
345
43
43
Global Regulatory
Affairs Committee
The Global Regulatory Affairs Committee protects
the direct selling opportunity by providing proactive,
strategic and tactical government and regulatory affairs
support to the national associations. The Committee
facilitates global information sharing by developing
best practices that are proactive and shared through
education and training, and by providing consulting and
advocacy assistance, when appropriate. The Committee
encourages member companies to visibly promote
good causes, conducts fundamental regulatory training
for member companies and creates position papers on
behalf of the global industry.
2013-2014 Activities
Government Relations Toolkit:
The Committee produced a Government Relations
Toolkit in 2014, including a Government Relations
Handbook, to help the national associations’ government
relations personnel in several countries and regions
to better understand the legislative processes. The kit
presents the fundamentals of developing and executing a
government affairs strategy, ethics considerations and an
issues overview.
India regulatory climate:
The WFDSA and Indian Direct Selling Association (IDSA),
in partnership with Federation of Indian Chambers
of Commerce and Industry (FICCI), continue to work
toward a clear direct selling regulatory framework for the
benefit of consumers in India. A 2014 forum brought
together high-level experts including academics, chamber
representatives, consumer activists, police and direct
selling company CEOs to discuss solutions and advance
the country’s regulatory framework.
“The FICCI stands by WFDSA’s backing for direct
selling through advocating the industry’s positions
and interest with governments, media and key
influencers. We are looking forward to work in close
association with WFDSA in areas of self-regulation,
consumer affairs and regulatory affairs related to
[direct selling] industry.”
Shilpa Gupta,
Head of Retail, FMCG & Gems and Jewellery
Committee, Federation of Indian Chambers of
Commerce and Industry
Acknowledgements
WFDSA CEO Council
4Life Research, LLC, Mr. Steven Tew, CEO
Amway Corporation, Mr. Douglas DeVos, President
Arbonne International, Inc., Ms. Kay Napier, CEO
Avon Products, Inc., Ms. Sheri McCoy, CEO
Best World International Ltd., Dr. Dora Hoan, Founder, Co-Chairman and Group CEO
Best World International Ltd., Dr. Doreen Tan, Founder, Co-Chairman and President
Herbalife International of America, Inc., Mr. Michael Johnson, CEO
Infinitus (Hong Kong) Company Limited, Mr. Sammy Lee, Chairman
Infinitus (Hong Kong) Company Limited, Mr. Harry Yeung, COO
Jafra Cosmetics International, Inc., Mr. Mauro Schnaidman, CEO
LifeVantage, Mr. Douglas Robinson, President and CEO
LR Health & Beauty Systems, Mr. Jens Abend, CEO
Mary Kay Inc., Mr. David Holl, President and CEO
Natura Cosmeticos S.A., Mr. Alessandro Carlucci, CEO
Nature’s Sunshine, Mr. Greg Probert, Chairman and CEO
Nu Skin Enterprises, Mr. Truman Hunt, CEO
Oriflame Cosmetics, Mr. Magnus Brännström, CEO
Oriflame Cosmetics, Mr. Robert af Jochnick, Founder & Chairman
Perfect (China) Co. Ltd., Mr. SL Woo, CEO
Rodan + Fields Dermatologists, Ms. Lori Bush, CEO
Scentsy, Inc., Mr. Orville Thompson, CEO
Shaklee Corporation, Mr. Roger Barnett, Chairman and CEO
Morinda Inc., Mr. John Wadsworth, CEO
The Pampered Chef, Mrs. Doris Christopher, Founder, Chairman, and Interim CEO
Tianshi Health Products, Mr. Jinyuan Li, CEO
Yanbal International, Ms. Janine Belmont, CEO
Ulrich Justrich Ltd., Mr. Marcel Justrich, CEO
USANA Health Sciences, Inc., Mr. David Wentz, President
WFDSA Member Countries and Board of Delegates
Argentina
Mr. Wilder Yasci
Camara Argentina De Venta Directa
(CAVEDI)
Web Site: www.cavedi.org.ar
Australia
Mr. John Holloway
Direct Selling Association of Australia
Web Site: www.dsaa.asn.au
Austria
Mr. Stefan Mumelter
Arbeitsgruppe Direktvertrieb
Zu Hause Beraten gut Gekauft’
Handelsverband
Web Site: www.handelsverband.at
Belgium
The European Direct Selling
Association (Seldia)
Web Site: www.seldia.eu
Bolivia
Ms. Marisol Ardaya Duran
Bolivian Direct Selling Association ASOEM
Web Site: www.asoem.org.bo
Brazil
Mr. Marcelo Behar
Associacao Brasileira de Empresas
de Vendas Diretas (ABEVD)
Web Site: www.abevd.org.br
Canada
Mr. Ken Mulhall
Direct Sellers Association of Canada
Web Site: www.dsa.ca
Chile
Mr. Pedro Moreno
Camara de Venta Directa de Chile,
A.G.
Web Site: www.camaraventadirecta.
cl/
China
Ms. Louisa Lui
DSA of Hong Kong, Ltd.
Web Site: www.hkdsa.org.hk
Chinese Taipei
Ms. Charlene Chiang
Web Site: www.dsa.org.tw
Colombia
Mr. Miguel Arismendi
DSA of Colombia-ACOVEDI
Web Site: www.acovedi.org.co
Costa Rica
Mr. Wilbert Rosales Gomez
Camara Costarricense De Empresas
De Venta Directa (DSA of Costa Rica)
Croatia
Ms. Hedi Kovacs
Direct Selling Association of Croatia
(Hrvatska Udruga Direktne Prodaje)
Web Site: www.hudp.hr/
Czech Republic
Ildiko Kikosova
Direct Selling Association of the
Czech Republic Asociace Osobní¬ho
prodeje (AOP)
Web Site: www.osobniprodej.cz/
Denmark
Ms. Mette Henius
Direkte Salgs Foreningen (DSF)
Web Site: www.disafo.dk
Dominican Republic
Mr. Ruben D Familia
Asociacion Dominicana De Empresas
De Ventas Directas
Web Site: www.adeve.com.do
Ecuador
Mr. Mario Galarraga
Asociacion De Venta Directa Del
Ecuador
Web Site: www.aevd.ec
El Salvador
Mr. Eduardo Castro
Directorio Asociacion Salvandorena
De Venta Directa
Web Site: www.asvd.org.sv
Finland
Ms. Rakel Lassila
(Suomen Asiakkuusmarkkinointiliitto ry)
Finnish Direct Marketing Association
Web Site: www.asml.fi
France
Mr. Jacques Cosnefroy
FEDERATION DE LA VENTE
DIRECTE
Web Site: www.fvd.fr
Germany
Mr. Jochen Clausnitzer
Bundesverband Direktvertrieb
Deutschland E.V.
Web Site: www.bundesverbanddirektvertrieb.de
Guatemala
Mr. Francisco Hernandez
Asociacion Guatemalteca De Ventas
Directas
Web Site: www.agevd.org
Honduras
Mr. Mario Hernandez
Asociacion Hondurena De Empresas
De Venta Directa
Web Site: www.ahvd.org
Hungary
Ms. Edit Tanczos
Direct Selling Association of Hungary
Web Site: www.dsa.hu
India
Ms. Chavi Hemanth
Indian Direct Selling Association
Web Site: www.idsa.co.in
Indonesia
Mr. Djoko H. Komara
Indonesian Direct Selling Association
Web Site: www.apli.or.id
Ireland
Ms. Lynda Mills
The Direct Selling Association of
Ireland
Web Site: www.dsai.ie
WFDSA Member Countries and Board of Delegates (continued)
Israel
Mr. Oved Levi
Direct Selling Association of Israel
Web Site: www.dsa.org.il
Malaysia
Mr. Fredrick Ng Chee On
Direct Selling Association-Malaysia
Web Site: www.dsam.org.my
Mr. Hans Werner
Peruvian Chamber of Direct Selling CAPEVEDI
Web Site: www.capevedi.com
Italy
Mr. Giuliano Sciortino
Direct Selling Association Italy
AVEDISCO
Web Site: www.avedisco.it
Mexico
Ms. Ocativo Moreno
Asociacion Mexicana de Ventas
Directas
Web Site www.amvd.org.mx
Philippines
Mr. Josefino Sarmiento
Direct Selling Association of the
Philippines
Web Site: www.dsap.ph
Japan
Mr. Hideaki Itou
Japan Direct Selling Association
Web Site: www.jdsa.or.jp
Netherlands
Ms. Sindy Staessen
Vereniging Directe Verkoop
Web Site: www.directeverkoop.nl
Poland
Mr. Jaroslaw Mulewicz
Direct Selling Association of Poland
Web Site: www.pssb.org.pl
Estonia, Lithuania, Latvia
Mr. Gintautas Zaleckas
Estonian Direct Selling Association
Web Site: www.edsa.ee
New Zealand
Mr. Garth Wyllie
Direct Selling Association of New
Zealand Inc.
Web Site: www.dsanz.co.nz
Portugal
Ms. Gee Soares
Instituto Portugues De Venda Directa
(IPVD) - Portuguese DSA
Web Site: www.ipvd.pt
Norway
Mr. Jan Fredrik Torgersen
Direktesalgsforbundet
Web Site: www.
direktesalgsforbundet.no/
Romania
Mr. Razvan Diratian
Association of Direct Sales
Companies of Romania (ACVD)
Web Site: www.acvd.ro/
Lithuanian Direct Selling Association)
Web Site: www.ltpa.lt
Direct Selling Association of Latvia
WebSite: www.tta.lv
Panama
Ms. Mariela Delvalle
Direct Selling Association of Panama
Web Site: http://apavedi.org
Peru
Seldia
Mr. Magnus Brannstrom
www.seldia.eu
Russian Federation
Ms. Tamara Shokareva
Direct Selling Association of Russia
Web Site: www.rdsa.ru
Singapore
Mr. Leo Boon Wang
Direct Selling Association of
Singapore
Web Site: www.dsas.org.sg
Slovakia
Ms. Jana Darulova
Slovakia Direct Selling Association Web Site: www.zpp.sk
Slovenia
Nenad Bondzic
Direct Selling Association of Slovenia
Web Site: www.dsa.si/index.html
South Africa
Mr. Ernest du Toit
Direct Selling Association of South
Africa
Web Site: www.dsasa.co.za
South Korea
Mr. Won Kyung Eo
South Korea Direct Selling
Association
Web Site: www.kdsa.or.kr
Spain
Mr. Agustin Roque
Asociacion de Empresas de Venta
Directa
Web Site: www.avd.es
Sweden
Mr. Anders Berglund
Direkthandelns Forening
Web Site: www.direkthandeln.org
Switzerland
Mr. Marcel Justrich
Verband der Direktverkaufsfirmen
Web Site: www.svdf.ch
Thailand
Ms. Pakapun Leevutnun
Thai Direct Selling Association
Web Site: www.tdsa.org
Turkey
Ms. Candan Corbacioglu
Dogrudan Satis Dernegi (DSA of
Turkey)
Web Site: www.dsd.org.tr
Ukraine
Mr. Tomasz Muras
Ukrainian Direct Selling Association
Web Site: www.udsa.org.ua
United Kingdom
Ms. Lynda Mills
The Direct Selling Association Ltd.
Web Site www.dsa.org.uk
United States
Mr. Rich Hartvigsen
U.S. Direct Selling Association
Web Site: www.dsa.org
Uruguay
Ms. Magali Arreseigor
Camara De Empresas De Servicio
Directo
Web Site: www.cuvedi.org.uy/
Venezuela
Ms. Maria Consuelo Morantes
Direct Selling Association of
Venezuela --CEVEDIR
Web Site:
www.cevedir.org.ve/Inicio.html
WFDSA Operating
Group
Governance and
Finance Committee
WFDSA Executive Director
Tamuna Gabilaia
Tamuna Gabilaia
WFDSA Executive Director
Chairman
Alessandro Carlucci, CEO, Natura
Cosmeticos S.A.
Moacir Salzstein
Natura Cosmeticos, S.A.
Vice Chairman
Magnus Brännström, CEO, Oriflame
Cosmetics
Vice Chairman
Sheri McCoy, CEO, Avon Products,
Inc.
Treasurer
Doug DeVos, President, Amway
Corporation
Assistant Treasurer
Moacir Salzstein, Natura Cosmeticos
S.A.
Secretary
Truman Hunt, CEO, NuSkin
Enterprises
Advocacy Committee Chairman
Kim Drabik, Amway Corporation
Association Services Chairman
Dora Hoan, Best World Life
International Ltd.
Ethics Committee Chairman
Joseph Mariano, United States Direct
Selling Association
Global Regulatory Affairs
Committee
Nathan Moore, Mary Kay Inc.
Miguel Arismendi
Amway Corporation
Kim Drabik
Amway Corporation
Josephine Mills
Avon Products, Inc.
Association
Advisory Council
Asia Pacific
Melisa Quijano, Nu Skin Enterprises
Martin Liou, Amway Corporation
Latin America
Daniel Serra, Natura Cosmeticos,
S.A.
Miguel Arismendi, Amway
Corporation
Europe
Imelda Vital, Amway Corporation
Michaela Beltcheva, Oriflame
Cosmetics
North America
Ryan Nelson, Melaleuca US
Raymond Patrick, Mary Kay Canada