At its June 1 board meeting, DSEF’s Chairman John Parker (Amway), announced that, after a comprehensive national search, Gary Huggins has been named as the Foundation’s executive director. “I am so pleased we were able to introduce Gary as DSEF’s Executive Director,” John said. “He brings a wealth of knowledge and experience that will equip him well in leading DSEF.”

For more than fifteen years, Gary has managed nonprofit organizations, working with various constituencies including educators, government officials, business executives and consumer advocacy groups. Most recently, he served as CEO of the National Summer Learning Association, a network hub for thousands of summer learning program providers and stakeholders across the country.

“Vision, leadership and action—as a new era begins for DSEF, these are the qualities that our volunteer leaders bring,” said Joe Mariano, DSEF President. “As Gary begins his tenure with the Foundation, we know he will share his vision, leadership and experience to turn our leaders’ great ideas into action.”

Gary also served as director of the Aspen Institute’s Commission on No Child Left Behind—a bipartisan, independent effort dedicated to improving the No Child Left Behind Act—and as executive director of the Education Leaders Council and the Education Leaders Action Council, organizations that represented governors, state education chiefs, state education boards and other officials focused on improving K-12 education.

Gary was the founding executive director of the Coalition for Safer, Cleaner Vehicles, an alliance of corporations, small businesses, and consumer and environmental groups that promoted market-based environmental solutions. He also served on George H.W. Bush’s 1988 presidential campaign and Inaugural Committee.

Earlier this month, Gary attended DSA’s Annual Meeting in Orlando, providing him the opportunity to meet with many DSEF and DSA board members and other executives. “I am honored to be part of advancing public knowledge of our industry and the life-changing economic opportunities we provide to more than 16 million people,” he said.

Originally from Dallas, TX, Gary graduated from Texas Christian University in 1988 with a Bachelor of Arts degree in Political Science and Communication.  He lives in Laurel, MD, with his wife and four children.

After July 7, Gary can be reached at ghuggins@dsef.org. “If you did not have a chance to meet Gary in person in Orlando, I hope you do soon,” John said.

DSEF’s Board of Directors brings to the Foundation a wealth of experience and expertise that helps it fulfill its mission both inside and outside the boardroom.

On November 4, 2013, Board Member Dr. Linda Ferrell, Professor of Marketing and Bill Daniels Professor of Business Ethics at the University of New Mexico (UNM), led a panel discussion at UNM’s Student Center for the Public Trust comprised of direct selling industry experts: Lori Bush, President & CEO, Rodan & Fields; Alan Luce, DSEF Board Member and Founder & CEO, Luce, Murphy, Fong & Associates;  John Parker, DSEF Board Chair and Chief Sales Officer, Amway; and John Wyckoff, President, Dove Chocolate Discoveries.

The panel discussion, “Crisis Management Strategies and Implementation in the Direct Selling Industry: The Role of Ethical Leadership,” demonstrated to students how the industry supports ethical conduct and educates the public when ethical challenges occur.

We recently spoke with Linda about the importance of fostering ethical business practices and DSEF’s role in educating the public about the direct selling industry.

How long have you been involved with DSEF?

I joined the DSEF board in the Spring of 2009. I was very familiar with the work of DSEF through their strong relationship with the Academy of Marketing Science as well as their support of some ethics conferences that we were involved with.  I also knew about DSEF from my work with the CUTCO/Vector College Advisory Board.

What do you feel is DSEF’s value to the public and the direct selling industry?

DSEF helps to elevate an industry that provides so many entrepreneurial opportunities for individuals throughout the world. DSEF proactively sees opportunities and supports member needs. The development of ethics training resources, the education program with community colleges, and the commitment to elevate awareness of the opportunities that direct selling creates are phenomenal resources. I recently joined the ethics committee and see their work as very vital and relevant to helping member companies manage current and potential risks they may face.

How important is it for business leaders to support and promote ethical business practices?

It looks like we are going to survive the global financial crisis, but unethical activity by a few has had a far reaching negative impact on our economy. Ethical business conduct is the ‘glue’ that holds relationships together. The direct selling industry, more than many, understands the importance of a strong relationship grounded in exceptional products and promoted through dedicated and trusted distributors. To say that good ethics is good business and good for the bottom line is an understatement. Ethisphere’s Worlds Most Ethical Companies have outperformed the S&P over the past five years. Everything a company does to support ethical conduct in their organization is one of the best investments they can make. The days of seeing investments in ethics as an unnecessary expense are behind us!

What specific challenges do you see affecting direct sellers in the marketplace?

We still have yet to see the ultimate benefits of social media in supporting the goals of the industry. That along with the ongoing work of DSEF, DSA and others to inform consumers and educators about the strengths, benefits, and unique and entrepreneurial elements of the direct selling business model will continue interest and growth in the industry.

In addition, the ‘naysayers’ who threaten the integrity of the industry simply do not understand marketing and the direct selling business model. These attacks create opportunities for DSEF and others to clarify these inaccurate conceptualizations.  The marketing function and relationships built look and work differently in a direct selling firm than a traditional business. This has been a great strength of the industry from its inception.

Thank you, Linda! It’s great to get to know you better, and we thank you for your support!

As a business owner, you probably already know the value of research and case studies for your business. The more you can find out ahead of time, the better decisions you can make. DSEF’s partnership with professors and researchers throughout the academic world has allowed us to compile an archive of academic research papers and case studies addressing relevant topics to the direct selling industry and business in general. And you can access them right now!

With titles such as “Redirecting Direct Selling: High-Touch Embraces High-Tech,” “When Acquisition Spoils Retention: Direct Selling vs. Delegation Under CRM,” “Multilevel (network) Marketing: An Objective View”  and “Motivation of Direct Sellers,” you are sure to find research that will help your business. Whether you’re searching for third-party validation of the direct selling business model, considering expanding into international markets, exploring how to court Baby Boomers for your salesforce, and more, you’ll find information in the archives that can help.

Tim Haran

“From my point of view, I think specific company case studies are really valuable,” says Tim Haran of USANA Health Sciences. “The direct-selling model is such that it’s tough to incorporate many of the off-the-shelf social solutions we’re presented with regularly. I appreciate seeing how similar companies — with the same business model — work with vendors to tweak platforms/software, etc. to maximize its impact for our business. It helps us better understand what might and might not work for us. Any general best-practices or tutorial-type information (consumer vs. salesman, marketing management, etc.) we can provide to our distributors is also helpful.”

You can access any of the documents in the archive from DSEF’s website, by clicking here.

Every direct selling company knows that the foundation of a successful salesforce is a successful mindset. Teaching new business owners how to overcome challenges and turn self-doubt into positive, actionable plans is critical for building thriving businesses. So, too, is learning how to properly balance work and family life. It’s one of the biggest challenges entrepreneurs face—and one that can quickly derail even the most promising business venture.

To benefit small business owners, including your salesforce, the Direct Selling Education Foundation has made two new tools available: the Creating Your Success Mindset e-book and the Balancing Work & Life PowerPoint series.

Creating Your Success Mindset

New E-book:

What does it take to build a successful, thriving business?

One word: mindset.

Successful business owners know that responding to each and every situation that comes along does not guarantee success. What does is setting each day’s agenda so that it corresponds with your goals. Successful business owners choose the tasks and the direction most in line with their goals. And if you want your business to succeed, you need to do the same.

How? DSEF has produced Creating Your Success Mindset, a free downloadable e-book that will help your salesforce with this process. The activities included in the workbook are designed to help your salesforce focus their business efforts in the right direction. Readers will learn how to:

• Define your why
• Tune out negativity and committing to positive self-talk
• Make a plan
• Build in accountability
• Use visualizations
• Make a plan for when you fall
• Focus on excellence instead of perfection

Balancing Work & Life:

New PowerPoint Modules

DSEF partnered with the Direct Selling Association to create four narrated PowerPoint modules that help small business owners effectively manage their day-to-day personal and business activities. The Balancing Work & Life modules include:

Managing All Aspects of Your Life
If you don’t take care of each part of your life, you run the risk of burning out, putting yourself and your family at risk, creating more stress, and not achieving your dreams. So how do you create a work-life balance that allows you to achieve all your personal and professional goals? In this module, you’ll learn how to manage your life through self-assessments and goal-setting in health, career and professional development, spiritual growth, relationships and family, finances and responsibilities, and fun and personal development.

Getting & Staying Organized
Clutter and disorganization, ineffective systems, bad planning, and self-sabotage—they can prevent you from building a strong foundation for your business. The key to combating them is to get and stay organized so you will be less overwhelmed and more focused and creative. In this module, you’ll learn tips on how to deal with clutter, create effective systems, allocate time appropriately, and fend off those nagging doubts and fears.

Working Successfully from Home
As an entrepreneur, you have the ability to build your business from the comforts of your home. But are you prepared to tackle the challenges that come along with that? Can you effectively set boundaries between your home life and work life? In this module, you’ll learn the pros and cons of maintaining separate personal and business space, working around family members, establishing boundaries, and avoiding distractions and temptations while working at home.

Reducing Stress and Building Resilience
Running a business is not easy. In fact, it can be extremely stressful at times. And stress can have a tremendous impact on both your personal and professional success. It can lower your immunity, create poor moods, and lead to strokes and heart attacks. The key minimizing stress is to maintain a good level of health and energy and learn the necessary skills for coping with change and overcoming problems. In this module, you’ll learn stress relievers and how to build a resilience roadmap to deal with life’s demands.

At the National Association for Community College Entrepreneurship’s (NACCE) annual conference in Chicago last month, Robin Diamond and Nancy Laichas introduced DSEF’s new community college curriculum—the Direct Selling Entrepreneur Program (DSEP)—to an enthusiastic group of nearly 500 community college administrators, instructors, and staff. The Pampered Chef’s Founder and Chairman Emeritus Doris Christopher gave DSEP a ringing endorsement from the stage during her conference keynote address, calling it a “win-win-win” for community colleges, for the direct selling industry, and for the country’s 16 million direct sellers.

“The Direct Selling Entrepreneur Program is an acknowledgment from the higher education community of the important entrepreneurial contribution of direct selling,” says DSEF Executive Director Charlie Orr. “The Direct Selling Education Foundation contributes and supports a range of meaningful activities for an ethical marketplace that promotes fairness, economic opportunity, and independence. The same values and influences that drive many individuals to pursue a direct selling entrepreneurial opportunity will motivate them to pursue the education that will bring them even greater success.”

The program—a direct selling curriculum to be offered through community colleges across the United States—provides direct sellers with management and entrepreneurial skills to help them increase their business acumen. Two community colleges will offer the course this month, with more to follow in 2013. Read DSEF’s August newsletter feature for more details.

As community colleges across the country begin to offer DSEP, you can help us spread the word in a variety of ways:

• Share DSEP’s Facebook page with your field so they have access to the most  up-to-date course information
• Put us in touch with your salesforce training and development team to collaborate in reaching direct sellers near community colleges offering DSEP
• Contact us for help in asking your local community college to offer DSEP
• Share the upcoming course schedule with your company, employees, and salesforce

For any questions about the Direct Selling Entrepreneur Program, please contact DSEF Director of Marketing & Communications Nancy Laichas.

For DSEF, the difference between what we would like to do and what we can do is this: your support.

Scentsy co-owners Orville and Heidi Thompson know this. That’s why they, like so many other industry leaders, are committed to helping the Foundation reach its vision of creating a global marketplace that respects and appreciates direct selling.

In the coming months, we’ll profile those donors who have helped us execute our programs through their corporate and personal financial contributions. You’ll learn why they believe DSEF is important to the success of the industry and, ultimately, your business.

This month we speak to the Thompsons, who in addition to running a growing international party-plan company also serve on the DSEF Board of Directors.

DSEF: How do DSEF programs help Scentsy, its salesforce, and the industry?

Orville: The great benefit of DSEF is the credibility it helps build for all direct selling companies, including Scentsy. Direct selling is ideal for people who want flexible work hours, to control their financial destiny, or to replace income from a job loss. By partnering with organizations like the Council of Better Business Bureaus and the FTC, DSEF not only increases understanding and awareness of direct selling, but it also promotes the industry’s strong commitment to consumer protection and business integrity—and that helps everyone in the industry, Scentsy, and especially our Consultants.

DSEF: What specific programs are you most excited about?

Heidi: We’re especially excited to see the launch of the Direct Selling Entrepreneur Program with community colleges this fall. We know a lot of people enter the direct selling industry with no prior business experience, and it can be very intimidating. This new, 30-hour community college course helps new and even experienced direct sellers gain more confidence, learn better strategies for their business, and experience greater success. Having access to this kind of a class at the community college level will open doors for many people to launch a successful small business, while reinforcing that direct selling is not only legitimate, but a preferred way of doing it.

DSEF: What is most rewarding about your Board involvement?

Orville: I believe direct selling solves the business conundrum of our day. Traditional brick-and-mortar retail stores can’t store inventory like online retailers, but online stores can’t build brands effectively. So there’s a challenge that needs to be met. Traditional retail is not efficient, and online retail can’t build brands. Direct selling companies like Scentsy are creating businesses that distribute product as efficiently as online giants like Amazon, yet build brand loyalty through personalized shopping experiences as well or better than any traditional retailer. As a member of the DSEF Board, it’s gratifying to help people see the enormous possibilities of our sales model.

Heidi: By serving on the Board, I know I’m creating awareness of the direct selling opportunity and giving hope to people to reach their personal and financial goals. As just one example, at the Direct Selling Association’s Annual Meeting in June, we were proud to support the walkathon which benefited the Dallas chapter of the Network for Teaching Entrepreneurship. We met some great young people who are learning how to be successful entrepreneurs, and there’s no limit to what they can achieve. That’s the best part for me—giving people hope and then watching them achieve their dreams.

DSEF: Why is DSEF support so important?

Orville: For years, direct selling has endured unfair press, prejudice, and misunderstanding—keeping it from the level of acceptance and support it deserves. How else would so many people start their own business and achieve their financial goals without extreme risk and heavy investment? The Direct Selling Education Foundation helps build a strong reputation for our business model by promoting ethical business practices, overcoming misperceptions, and establishing the value of direct selling among traditional thought leaders.

Heidi: I support the Direct Selling Education Foundation because I’ve seen so many examples of the difference direct selling can make in people’s lives. It certainly transformed our lives as entrepreneurs, and we’ve seen it transform our Consultants’ lives as well. The Foundation creates awareness that direct selling can be a great source of income and even a full-time career for many people.

To join the Thompsons in supporting DSEF, donate now.

In just a few weeks, many of you will be packing your bags to head to the Los Angeles area for DSA’s Communications & Marketing Conference (Dec. 5-7). Make sure you leave room in your suitcase for a gift for a child in need. To help make the holidays a little brighter for area kids, The Direct Selling Education Foundation is once again sponsoring “Pack a Present Toy Drive,” this year partnering with the South Bay chapter of the Boys & Girls Clubs.

“Now in its third year, DSEF’s Pack a Present event is becoming a December tradition for direct selling company and supplier company executives,” said Charlie Orr, DSEF Executive Director. “I encourage every conference attendee to “Pack a Present,” and help us demonstrate our industry’s giving spirit to the local community.”

DSEF will collect the toys at the Terranea Resort in Rancho Palos Verdes, CA, from Dec. 5-7. On Thursday, December 6, Boys & Girls Club representatives will bring a group of children to the hotel to have cocoa and cookies with Santa and receive the gifts.

“The holidays can be a tough time for kids in need,” said Tamara Ingram, DSEF Community Program Manager. “DSEF’s Pack a Present not only provides a memorable experience for the kids who join us for the event, it ensures hundreds of area children will feel the joy of the season.”

DSEF’s Pack a Present event is one of the many ways the direct selling industry gives back to those less fortunate during the holidays. In the past eight years, direct sellers have donated more than $85 million to the TODAY Show Holiday Gift Drive, according to Amy Robinson, DSA’s Chief Marketing Officer. “The TODAY Show Holiday Gift Drive is just one example each year of how direct selling serves as a force for good in our communities, across the country and throughout the world,” Amy said. “DSEF’s Pack a Present provides a heartwarming opportunity for direct selling executives to offer a personal donation, and we’re thrilled that the Foundation is hosting the event at our upcoming Communications & Marketing Conference.”

DSEF wishes to thank Pack a Present’s generous sponsors Amway, Team National and 4Life, and extend our special appreciation to John Killacky of Bartha for portraying Santa Claus at this year’s event.

While donated gifts may be for children of any age, gifts for teens are especially needed. Cash gifts are also welcome and all gifts should be in their original packaging and not gift-wrapped.

If you haven’t yet done so, you may register here for DSA’s Communications & Marketing Conference. For more information about DSEF’s Pack a Present Toy Drive, or to inquire about available sponsorships, contact Tamara Ingram.