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Agenda: • Welcome • Building an Association that is a
Force for Good • 2014 Growth & Outlook Report • Q&A
Dial-in: 1-800-394-6604 Password: 864342
DSALive! Webinar
August 12, 2014 www.dsa.org/dsalive
Enhance the POWER of direct selling
to be a FORCE FOR GOOD
U.S. DIRECT SELLING ASSOCIATION INITIATIVES 2014-2015
How we will accomplish the objective?
Who will lead the charge?
What will each committee deliver?
• Design and execute a focused plan to secure bi-partisan political support for direct selling
• Implement plan to pass federal direct selling legislation
Gov’t Relations Committee Michael Lunceford
By securing vital political influence
THE ONE THING WE WILL ACCOMPLISH
Enhance the power of direct selling
to be a force for good
U.S. DSA DIRECT SELLING PAC
RECOGNITION LEVEL MEMBER COMPANIES SUPPLIER MEMBERS
A-PAC
B-PAC
C-PAC
$20,000/year
$10,000/year
$5,000/year
$10,000/year
$5,000/year
$1,000/year
ANNUAL POLITICAL MUSCLE GOAL = $1,000,000
How we will accomplish the objective?
Who will lead the charge?
What will each committee deliver?
• Design and execute a focused plan to secure bi-partisan political support for direct selling
• Implement plan to pass federal direct selling legislation
• Refine a focused message for a targeted audience
• Determine the means of message dissemination (including leveraging sales force and social media)
• Lead debate on critical issues, e.g., - How does DSA best promote
image enhancement? - Roles of DSA and DSEF in
promoting direct selling • Emerge with objectives and plan
Gov’t Relations Committee Michael Lunceford
Communications Committee Mark Stastny
Strategic Planning Committee Marjorie Fine
By securing vital political influence
By effectively communicating the positive impact of direct selling
By defining DSA’s role in Industry critical issues
THE ONE THING WE WILL ACCOMPLISH
Enhance the power of direct selling
to be a force for good
U.S. DIRECT SELLING ASSOCIATION INITIATIVES 2014-2015
DSA Chairman Truman Hunt’s Vision
Bring policymakers to your facilities to better understand direct selling
Promote the Direct Selling Proclamation and encourage your field members to sign it
Send your field salesforce members to DSA’s 2014 Direct Selling Summit on Capitol Hill
Encourage your field members to share their political connections with you – and with DSA
Engaging in and supporting DSA’s new political action effort, Direct Selling Empowers Americans
Message from Joe Mariano, President, DSA
• Welcome to the 2014 Growth & Outlook Report!
• This survey sizes the direct selling market in the U.S.,
determines year-over-year growth rates, and it allows us to present benchmarks for you and your company to measure your performance against the industry.
• Timely statistical data is crucial in our efforts to promote and grow the industry.
• This survey will enhance our intelligence and enable us to more
accurately report industry statistics to our constituencies.
• Thank you for your support and participation!
DSA 2014 Growth & Outlook Report
2014 Growth & Outlook Report • Top-line results • Industry dynamics and trends
deep dive • Your Questions
Presenter:
Jeff Morris, Director, Forecasting and Financial Analysis at The Pampered Chef & Industry Research Committee Chairman
Globally, the industry is also experiencing record growth
Of the top 10 direct selling countries,
China seeing the strongest
growth with 23.3% CAGR = $27.3B. Set to pass the U.S.
United States, 18%
China, 15%
Japan, 10%
Korea, 8% Brazil, 8%
Germany, 5%
Mexico, 5%
France, 3%
Malaysia, 3%
Russia, 2%
Other, 23%
www.wfdsa.org
Global Industry: $178.5 billion; Up 8.1% in Constant 2013 US$
Even with industry challenges, 2013 was our best year ever
$29.6 $28.3 $28.6
$29.9 $31.6
$32.7
2008 2009 2010 2011 2012 2013
Estimated Retail Sales ($U.S. billions)
4.6% CAGR
3.3%YOY
Home & family care/ home durables
19.6%
Wellness 28.5% Personal care
16.3%
Services & other 22.9%
Clothing & accessories
10.8%
Leisure & educational
1.9%
The industry sells a diverse set of products & services, which is evolving to match consumer needs
Personal health and wellness product market will reach $8 billion by 2018 Energy deregulation strongly contributing to services growth
The industry sells a diverse set of products & services, which is evolving to match consumer needs
0.0%
5.0%
10.0%
15.0%
20.0%
25.0%
30.0%
Home &family
care/homedurables
WellnessPersonal care
Services &other
Personal Care Services &other
Clothing &accessories
Leisure &educational
2009 2010 2011 2012 2013
The number of direct sales representatives reached a new high in 2013
15.1
16.1 15.8
15.6 15.9
16.8
2008 2009 2010 2011 2012 2013
13.8% of households
Salesforce demographics
13.6% 17.6% 18.2% 21.9% 23.4% 25.8%
86.4% 82.4% 81.8% 78.1% 76.6% 74.2%
0%
20%
40%
60%
80%
100%
2008 2009 2010 2011 2012 2013
Male Female
23%
23%
25%
21%
9%
18-34
35-44
45-54
55-64
65 or older
Mean: 46.3
Age
~1/2
3/4
With current representatives motivations are diverse - both tangible and emotional
48%
46%
38%
23%
54%
34%
23%
57%
44%
Long-term supplemental income
Short-term supplemental income
The harder I work, the more income I can make
Direct selling is a career for me
It gives me flexibility
To meet new people/expand my social circle
I get recognition for accomplishments
I get the products at a discount
I like to tell people about the product
Motivations to BECOME a Direct Seller
Entrepreneurial Motivations
Lifestyle Motivations
Product Lovers
All their motivations (except short-term income) become stronger
48%
46%
38%
23%
54%
34%
23%
57%
44%
62%
34%
59%
41%
65%
52%
46%
62%
64%
Long-term supplemental income
Short-term supplemental income
The harder I work, the more income I can make
Direct selling is a career for me
It gives me flexibility
To meet new people/expand my social circle
I get recognition for accomplishments
I get the products at a discount
I like to tell people about the product
Motivations to BECOME a Direct SellerMotivations to CONTINUE as a Direct Seller
Entrepreneurial Motivations
Lifestyle Motivations
Product Lovers
DSA expects continued growth at 3-5% for the next five years
3.3%
growth for 2013
3-5% growth
expected annually
Any questions?
More Questions? Contact Us
DSA: Joe Mariano, President Phone: (202) 416-6419 Email: [email protected] Ben Gamse, Market Research Manager Phone: (202) 416-6443 Email: [email protected]