May/June 2026 Direct Selling News

$100M in 12 Months. Exigo Made it Possible.

RUN

Full enterprise platform migration completed in 3.5 weeks

KNOW

Achieved real-time commission accuracy and executive visibility at scale

GROW

$0 to $100M+ in under 12 months.

There’s no way Make Wellness would be where we are today without them. We’re able to scale with confidence knowing we have a rock solid platform running the daily operations of our business.

“ ”

Tyler Whitehead, COO and Co-founder, Make Wellness

Stop letting your tech stack dictate your ceiling. Exigo is the leading enterprise platform empowering direct selling brands to Run, Know, and Grow on a single, unified ecosystem.

Empower your business to Run, Know, and Grow with Exigo. Contact us today at sales@Exigo.com or scan the QR Code to book a free demo.

MAY/JUNE 2026

THE BRAVO AWARDS

Bravo Leadership Award Tarl Robinson

Bravo Leadership Award Armand Puyolt

Bravo Excellence Award Dave Merriman

Bravo International Growth PM-International

Bravo Growth Award, Products MAKE Wellness

Bravo Growth Award, Services Realty of America

Bravo Impact Award Bravenly Global

Bravo Impact Award Greenway Global

Bravo Impact Award Zinzino

Bravo Innovator Award EllieMD

Bravo Innovator Award RIMAN

Bravo Global Good Award Herbalife

Bravo Empowerment Award Neora

Bravo Supplier Award InfoTrax

DSN GLOBAL 100

The Global 100 Product Company List

The Global 100 Service Company List

FEATURES

DSU 2026: Helping Direct Sellers Evolve & Engage BY LISA ROBERTSON

Lifetime Achievement Award: Graeme Clegg/A 40-Year Legacy of Proactive Health BY DAVID LEE

DEPARTMENTS

INSIGHTS FROM THE OUTSIDE / The State of Marketing BY KATHLEEN ROSS

LEGAL BRIEFS / Radical Transparency BY CLAY BREWER

FOR YOU / FOR YOUR FIELD / Your Essential Motivation Guide BY CHELSEA HUGHES

WORKING SMART / Indirect Tax is Expanding—Everywhere, All the Time BY NIKI HOCKING

IN EVERY ISSUE

4 AD INDEX // 9 FROM THE PUBLISHER // 11 INDUSTRY NEWS // 24 THE DSN GUIDE // 28 FORWARD THINKING // 14 3 DSA MESSAGE // 14 4 SUPPLIER DIRECTORY //

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GLOBAL CELEBRATION 2026

THE DSN GLOBAL CELEBRATION— A NIGHT TO REMEMBER

BY LISA ROBERTSON

Direct Selling News (ISSN 15546470) is published six times a year in January, March, May, July, September, and November by Direct Selling Partners, 5717 Legacy Drive, Suite 250, Plano, TX 75024. Periodicals postage paid at Lake Dallas, TX and additional mailing offices.

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JUNE 10-12, 2026

MARRIOTT HOTEL REGENTS PARK / LONDON, UK

SPEAKERS

DSU Europe is returning to London!

EUROPE’S TOP DIRECT SELLING LEADERS WILL GATHER ONCE

AGAIN to explore the latest insights, strengthen industry connections and discover new opportunities for growth. Learn from the industry pioneers, seasoned executives and visionary leaders who are shaping direct selling. Our speakers are poised to ignite inspiration, spark meaningful dialogue and provide actionable insights to propel your business to new heights. Don’t miss this chance to participate in an event that promises to elevate your business and continue shaping the future of direct selling in Europe.

SCAN TO LEARN MORE TO REGISTER

THANK YOU TO OUR EVENT SPONSORS!

So much to celebrate!

THIS TIME OF YEAR is always filled with celebrations and milestones, and this issue is a tribute to that spirit as we recap our biggest event of the year, Spring Direct Selling University (DSU) and the Global Celebration.

Each year, this issue serves as a supersized recap when we take a moment to celebrate everything the channel and its top companies have accomplished. And to also take a glance at what the future might hold.

This issue is power packed with recaps of DSU, the DSN Global Celebration, insights, trends and analysis of the Global 100 List. We also share in-depth coverage of all the Bravo Award recipients as well as our Lifetime Achievement honoree.

We definitely super-sized this year’s celebration—it was an honor to recognize and reconnect with so many of the people and companies that make direct selling a unique and groundbreaking opportunity for millions of people around the world. There is a lot to celebrate in the channel right now—and many optimistic indicators and exciting opportunities on the horizon for the remainder of 2026 and beyond. This issue is full of reasons why!

As we go to press, we are finalizing the plans for our third DSU Europe event, happening June 10-12 in London. This is a global industry, and our intent and commitment are to always be the global news resource for direct selling executives, no matter where they are based. We are so excited to bring the one-of-a-kind DSU experience to our friends in Europe and around the world.

At DSN, we strive to be your daily resource for global news impacting the direct selling channel. From our magazine to our podcasts, events, website and more— we keep you up to date on everything happening in the channel. You can also sign up for free text alerts by becoming a member of our VIP Community where you’ll always get the top stories first and fast!

I’d like to extend my sincere thanks and gratitude to each of you for helping to make DSU and the DSN Global Celebration such a success. Hope to see all of you again in London!

All the best,

Patricia White | Publisher | pwhite@directsellingnews.com

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The Month in News Affecting

Bravenly Global Hosts Record-Setting Conference

BRAVENLY GLOBAL WELCOMED MORE THAN 2,000 Brand Partners to its Charleston BNC26 event, marking the largest national conference in company history. The event highlighted the company’s significant milestones, including the more than 100,000 new Brand Partners and customers who joined in the last year; the recent $3.6M single-day sales record; the more than 1.6 million products shipped to date and the company’s inclusion in the Inc. 5000 list.

The event hosted defining moments, including the product launch of two new digestive wellness products, red carpet recognition for high-achieving Brand Partners and educational keynotes and leadership panels from more than 30 of the company’s top field leaders who shared their strategies regarding social selling, product awareness and customer retention behaviors.

Korea Direct Selling Association Hosts Annual General Meeting

THE KOREA DIRECT SELLING ASSOCIATION (KDSA) welcomed key stakeholders to an event in Seoul to discuss Korea’s direct selling market. According to the World Federation of Direct Selling Associations (WFDSA), South Korea generates approximately $15B in direct selling retail sales, making it the fourth largest direct selling market in the world.

“South Korea is one of the top markets in the global direct selling industry and a country where humancentered business values remain strong,” said Shaila Manyam, WFDSA Chief Operating Officer and Executive Director. “In an era where AI is rapidly expanding, our industry continues to put people at the center of success, enabled and empowered by technology and focused on workforce development, high ethical standards, economic growth and sustainable practices.” DSN

katapult lights camera impact

For two decades, the Katapult team has blended creative vision, design skill, and operational know-how to deliver standout events for many of the leading companies in Direct Sales.

INSIGHTS

For the full articles, visit directsellingnews.com/ insights

Who Is Engaged in Direct Selling and Why They Stay

The Direct Sellers Association of Canada (DSA Canada) released its results for a recent Independent Sales Consultant (ISC) Survey. The report shared insights into who actively participates in direct selling, why they join and what keeps them engaged over time.

Key takeaways include:

• Flexibility is key—More than half of distributors (55 percent) work between 2-10 hours, a sign that entrepreneurs are complementing their traditional employment, hobbies or caregiving responsibilities.

• Long-term sustainability—More than half of distributors have been active within direct selling for nine years or longer.

• Women lead the industry—89 percent of respondents were women, mirroring the larger demographics of direct selling in Canada, where the majority of direct sellers are women.

• Customer service drives sales—Customers reported being more influenced by product quality and trusted relationships than price alone.

• Additional income is paramount—67 percent of direct sellers report part-time income as the leading reason for joining direct sales.

• Cross-Canadian acceptance—direct selling activity takes place across all Canadian provinces and territories, with Ontario and Quebec holding the largest share of distributors.

“Canadians are increasingly seeking flexible ways to earn income and build skills outside of traditional employment models,” said Peter Maddox, DSA Canada President. “This research shows that direct selling continues to provide a low-barrier entry point to entrepreneurship, while also offering opportunities for longterm engagement and personal development. Trust remains at the heart of direct selling. In an increasingly digital and impersonal retail environment, Canadians continue to value personalized service and trusted product recommendations.”

US Department of Labor Proposes to Repeal 2024 Independent Contractor Rule

The US Department of Labor announced plans to repeal a ruling from 2024 that requires a company to treat workers as employees when they are “economically dependent” on the company for work. Opponents say the original rule made it harder to classify workers as independent contractors, forcing companies to spend more on them as employees. Employees, under federal wage law, are entitled to minimum wage, overtime pay, unemployment insurance and protections–benefits that can cost businesses up to 30 percent more, according to Reuters.

The original, Biden-era rule, which was in place for only a brief amount of time before it was blocked in Congress by Republicans, was expected to impact industries that rely heavily on contractors, like trucking, delivery services, app-based transportation and the direct selling industry. DSN

For the full articles, visit directsellingnews.com/ announcements

EXECUTIVE ANNOUNCEMENTS

MINDY POWELL-HODGES / Country Leader for Australia, eXp Realty

eXp Realty announced Mindy Powell-Hodges has been named Country Leader for eXp Australia. Powell-Hodges brings more than two decades of senior leadership experience across real estate, recruitment and membership-based networks. In this new role, Powell-Hodges will build upon eXp Australia’s existing operational foundations to support sustainable growth for member agents while cultivating a high-performance, people-first culture that connects Australian professionals with global learning, innovation and opportunity.

MEREDITH BERKICH / Network President & Chief Sales Officer, LifeWave

LifeWave announced Meredith Berkich has been named Network President & Chief Sales Officer. Berkich brings more than three decades of leadership in both field and corporate roles and has a deep commercial expertise across the wellness, durable goods and commodities industries. Having helped scale organizations past the $1B milestone, Berkich is skilled in cross-functional collaboration, developing high-performing teams and creating long-term enterprise value.

ALLANA HINKS / Executive Director of Asia Pacific and General Manager of Australia and New Zealand, Partner.Co

Partner.Co announced the appointment of Allana Hinks to Executive Director of Asia Pacific and General Manager of Australia and New Zealand. Hinks has more than a decade of leadership experience in managing high-growth organizations and brings expertise in promotions, events and field coaching.

ASHLEY WALMER / Vice President of Global Onboarding & Field Activation, Bravenly Global

Bravenly Global announced Ashley Walmer has been appointed Vice President of Global Onboarding & Field Activation. Walmer brings almost two decades of experience in network marketing and has served on the Bravenly corporate team since the company’s founding. Walmer will now lead the company’s global onboarding and activation strategy to strengthen leadership development across the organization.

MANDY BOLES / Vice President of Global Growth Strategy, Bravenly Global

Bravenly Global announced Mandy Boles has been named Vice President of Global Growth Strategy. Boles has almost two decades of experience in field leadership and corporate strategy and has expertise in building and implementing scalable training systems and leadership strategies. Boles will now work to continue strengthening Bravenly’s commitment to leadership development, scalable systems and longterm growth.

MARGARITA VARGAS / President of the Hispanic Market (US), Bravenly Global

Bravenly Global appointed Margarita Vargas as President of the Hispanic Market (US). Vargas has more than two decades of experience in the direct selling industry with expertise in organizational development, leadership cultivation and high-performance market growth. In this newly created role, Vargas will oversee market strategy, field leadership development, revenue growth initiatives and organizational alignment to support sustainable expansion within the Hispanic community.

SAEHEON KIM / Vice President of Operations, North America, Korea and EMEA Region, Sunrider International

Sunrider International announced Saeheon Kim has been promoted to Vice President of Operations, North America, Korea and EMEA Region. Kim brings decades of global leadership experience across Asia, Europe and North America and has an extensive background in the direct selling industry. Sunrider stated that this appointment is part of a strategic reorganization designed to strengthen regional leadership, optimize resource allocation and support the company’s long-term growth globally.

KAREN CORNEJO / Vice President of Operations, SEA Pacific Region, Sunrider International

Sunrider International announced the promotion of Karen Cornejo to Vice President of Operations, SEA Pacific Region. Cornejo joined Sunrider as the leader of its Southeast Asia operations, where she worked to strengthen regional vision and build organizational momentum through team alignment and operational discipline. In this expanded role, she will focus on scalable systems, leadership capability and sustainable growth across the AMEA region.

JESSICA

MOULTRIE / President of North America, dōTERRA

dōTERRA announced Jessica Moultrie has been appointed President of North America. Moultrie worked as a dōTERRA Wellness Advocate for 15 years, building a Presidential Diamond organization that developed high-ranking leaders and empowered individuals to create meaningful impact in their communities. Moultrie will now use her rare blend of field experience and strategic leadership skills to focus on evolving the sales model to better support today’s leaders by prioritizing education, clarity and sustainable growth.

STEPHEN WHITWELL / Vice President of Field Development & Sales, IDLife

IDLife announced the return of Stephen Whitwell as Vice President of Field Development & Sales. Whitwell brings extensive direct sales leadership experience, particularly in field development, sales strategy and associate growth. Whitwell will now work to strengthen field leadership, support associate growth and advance strategic initiatives that are designed to accelerate momentum.

PARTNER.CO STRENGTHENS SCIENTIFIC ADVISORY BOARD

Kevin Cheng, Partner.Co Director of Product Expertise for the Greater China Region Cheng is a nutritionist with doctoral-level training in nutrition and advanced training in functional medicine, specializing in the integration of functional and nutritional medicine.

Brett West, Partner.Co Senior Director of Research & Development

West has conducted research of the noni plant for almost three decades and his work was instrumental in the European Union’s approval of noni juice and noni leaves as safe novel foods.

Barbara Cox-Lovesy, Partner.Co Vice President of Health & Nutrition

Cox-Lovesy is a naturopath, nutritionist and author who founded a healthy meal delivery company focused on Japanese health benefits in meals that appeal to Western tastes.

Fumiyuki Isami, Partner.Co APAC Director, Advisory–Product Research & Development

Isami has more than two decades of experience bridging the gap between indigenous plant knowledge and rigorous science.

JANINE WEBER / Regional President, North America, LifeWave

LifeWave announced the promotion of Janine Weber to Regional President, North America. Weber previously served as Regional Vice President of Sales, North America, where she drove meaningful progress across the company’s regional initiatives and global programs, particularly in events and recognition.

CHAYCE CLARK / Chief Operating Officer, Nu Skin

Nu Skin Enterprises, Inc. announced Chayce Clark has been appointed Chief Operating Officer. In this new role, Clark will lead the company’s revenue performance and end-to-end operational execution across the business and will continue in his current responsibilities as Chief Legal Officer. Clark will also oversee the global sales channel, product innovation, technology platforms, global programs, brand initiatives and legal services as part of a global operations team DSN

IN MEMORIAM

Richard Rogers, Co‑Founder and Chairman Emeritus of Mary Kay

Richard Rogers, son of Mary Kay Ash and former Co-Founder and Chairman Emeritus of the company, has passed away. Rogers was born April 15, 1943 and attended North Texas State University before serving in the Marine Corps Reserve. Together with his mother and siblings, Rogers launched Mary Kay Cosmetics in 1963, helping turn the brand into a cultural icon and legacy recognizable around the world. He was named CEO in 1968, and in 1976 led the company through public listing on the New York Stock Exchange. In 1985, he directed the leveraged buyout that returned the company to privately-held status.

During his tenure, Rogers was essential to creating the company’s signature pink Cadillac program. He was named chairman in 1987, and then returned as CEO in 2001.

“The entire Mary Kay family—including millions of independent sales force members across 40 markets—mourns this loss,” the company wrote in a statement. “Richard ensured the company was placed in excellent hands many years ago. The Mary Kay Leadership Team, including his son, Ryan Rogers, serving as Chief Executive Officer, remains firmly committed to upholding Mary Kay’s vision, principles and enduring opportunity for women around the world. On behalf of our board of directors, executive team and employees, we extend our deepest sympathies to Richard’s family and friends during this difficult time.” DSN

THE GUIDE 2026

A CURATED RESOURCE TO HELP YOU FIND STRATEGIC BUSINESS PARTNERS SPECIALIZING IN DIRECT SELLING.

THE CHANNEL IS EVOLVING RAPIDLY—companies and executives must stay ahead of emerging trends and technologies to build for the future. But it can be time consuming and hard to find the right suppliers to partner with.

That’s why we’ve developed The DSN Guide. In each issue, The Guide includes curated lists by category of expertise and service. These suppliers currently serve the channel—they understand the unique challenges and opportunities that come with direct selling and can help you implement your intiatives.

JANUARY / FEBRUARY D ESTINATIONS, TRAVEL SOLUTIONS, EVENT PRODUCTIONS & INCENTIVES

MARCH / APRIL C REDIT CARD & PAYMENT SOLUTIONS & COMMISSION PAYMENT SERVICES

MAY / JUNE S OFTWARE & TECHNOLOGY

JULY / AUGUST D ISTRIBUTION, FULFILLMENT &  LOGISTICS

SEPTEMBER / OCTOBER BR ANDING & SOCIAL MEDIA SOLUTIONS

NOVEMBER / DECEMBER LE GAL, TAX, CONSULTING &  EXECUTIVE SEARCH

Stop the Slop

When

BY DSN EDITORIAL STAFF

AS GENERATIVE AI TOOLS MOVE FROM NOVELTY TO NECESSITY, a new term has entered the business vocabulary: AI slop.

In 2025, several major dictionaries identified “slop” as a cultural word of the year—not in the agricultural sense, but as shorthand for low-quality, AI-generated digital output that floods channels with polished but ultimately hollow content. It is a signal of a broader shift: artificial intelligence is transforming communication at scale, and not all of that transformation is beneficial.

For executives, marketers and field leaders, this isn’t a philosophical debate. It is a strategic one. In an environment defined by abundance and attention scarcity, quality has become a differentiator—and AI slop is its opposite.

What AI Slop Really Is

AI slop refers to content generated by Large Language Models or other generative systems that prioritize speed and volume over substance and insight. It often reads smoothly. It may even sound authoritative. But it lacks depth, originality and clear purpose.

In practice, it shows up as blog posts filled with recycled buzzwords, social media updates that say little of consequence, templated email campaigns or videos and graphics that appear derivative rather than distinctive.

The issue is not that AI is inherently flawed. The issue is that AI can produce content faster than organizations can evaluate its quality—and scale without scrutiny quickly becomes noise. For a relationship-driven industry like direct selling, noise can be costly.

How to Recognize Slop

The challenge is that slop does not always look bad. In fact, it often looks complete. That is precisely the risk.

FOUR HARD-TO-MISS TELLS OF AI SLOP

1 / Surface-Level Prose

The language is grammatically correct but generic. Phrases such as “in today’s everevolving marketplace” appear frequently. The tone is confident but lacks specificity or insight.

2 / Lack of Original Perspective

Well-written does not equal well-thoughtthrough. Slop often summarizes what is already widely known without adding context, data or strategic framing.

3 / Confident Inaccuracy

Because generative systems predict language rather than verify facts, errors can appear wrapped in authoritative phrasing. The confidence of the tone masks the weakness of the content.

4 / High Volume, Low Differentiation

When multiple pieces of content read nearly identically—with minor variations but no nuance—it signals automation without intention.

SCALE WITHOUT SCRUTINY quickly becomes noise.

DRAFTS REQUIRE REVIEW.

CLAIMS REQUIRE VERIFICATION.

TONE REQUIRES alignment with brand standards.

Why This Matters for Direct Selling

In the product world, excess content may simply fade into the background. In a channel built on relationships and personal influence, it erodes trust. Trust is the currency of direct selling. Field leaders stake their credibility on the materials they share. Customers rely on clarity and accuracy. Corporate messaging sets tone and direction. When content feels generic, misaligned or hollow, three risks emerge.

1 / Erosion of Trust

Audiences become skeptical. If messaging sounds interchangeable or exaggerated, credibility weakens.

2 / Brand Dilution

Slop flattens tone and strips differentiation. Companies that rely heavily on unrefined AI output risk sounding like everyone else.

3 / Regulatory and Compliance Exposure

In industries such as financial services, energy or legal protection—where many service companies now operate—accuracy is nonnegotiable. Errors amplified at scale can have real consequences.

There is also a broader ecosystem concern. AI models learn from existing digital content. As lower-quality material floods the web, future systems are trained on weaker inputs, creating a feedback loop that compounds degradation.

Using AI without Creating Slop

The objective here is not to reject AI. The objective is to use it deliberately. Generative tools can accelerate drafting, ideation and formatting. They can help analyze data and surface patterns. They can support productivity across marketing, compliance and operations. But what they can’t do is be a suitable substitute for human judgment. Organizations that use AI effectively tend to share several disciplines.

Start with strategic intent

Every piece of content should answer a defined need. Who is the audience? What decision are we influencing? What insight are we adding? Without clarity of purpose, AI defaults to generic output.

Prompt with precision

AI systems respond to specificity. Context-rich instructions produce stronger results than broad requests. The quality of the input shapes the quality of the output.

Maintain human oversight

AI should augment expertise—not replace it. Drafts require review. Claims require verification. Tone requires alignment with brand standards.

Protect voice and differentiation

Direct selling organizations succeed when their messaging reflects culture, leadership philosophy and field realities. Generic phrasing weakens that connection.

The Competitive Advantage of Quality

The generative AI era is defined by two simultaneous truths: content production has never been easier, and attention has never been more fragmented. In that environment, quality becomes scarce—and scarcity creates advantage.

ULTIMATELY, THE CONVERSATION ABOUT AI SLOP IS A conversation about discipline.

Companies that maintain high standards will stand out. Leaders who prioritize depth over volume will retain credibility. Field teams equipped with clear, accurate and meaningful materials will perform more effectively.

Ultimately, the conversation about AI slop is a conversation about discipline.

Technology will continue to evolve. Productivity gains will accelerate. But long-term brand equity,

customer loyalty and field confidence are built on substance, not scale alone.

To thrive in the generative era, you don’t have to produce the most content. But you should strive to produce the most meaningful content—strategic, accurate, differentiated and rooted in human insight. DSN

The State of Marketing in 2026

Five shifts every direct selling executive needs to understand right now.

BY KATHLEEN ROSS / FRACTIONAL CHIEF MARKETING OFFICER & AI EDUCATOR

AI REMAINS ONE OF THE MOST powerful tools AVAILABLE TO MARKETERS.

TWO YEARS AGO, THE PROMISE OF AI FOR MARKETING WAS SIMPLE: do more, faster, cheaper, better. And on most counts, we delivered. More content? Absolutely. Faster turnaround? Without question. But better? That’s the one we need to talk about.

When every marketing team on earth gained access to the same tools at the same time, those tools became the baseline. So now the real question is whether the AI you’re using is effective.

I reviewed hundreds of pages of research across major marketing reports to identify the shifts that matter most for 2026, and five stood out. There are real threats to how direct selling companies have traditionally operated, but there are also major opportunities—and many play directly to the industry’s strengths.

SHIFT

1The Anti-Slop Rebellion

I have to be upfront here. I am one of AI’s biggest advocates. I have pushed teams to adopt AI; trained them on how to use it; and genuinely believe it remains one of the most powerful tools available to marketers. But I also predicted that the moment Large Language Models (LLMs) went mainstream, a counterculture would emerge, and the data now confirms it.

OF THE MANY SHIFTS

T HAT MATTER MOST FOR 2026 , five stand out.

The term “slop” refers to low-effort, AIgenerated content, and mentions of it grew more than 200 percent in 2025. One in three B2C brands is at risk of eroding customer trust through poorly implemented AI. And 52 percent of marketers now say AI made content easier to create but less effective overall.

Here’s the good news for this industry. Direct selling is built on human relationships and authentic recommendations from real people. The rest of the marketing world is desperately trying to manufacture what direct selling has been doing for decades. The industry doesn’t have to invent authenticity. But it must protect it.

Key Marketing Fast Facts

1 AI slop grew more than 200% in 2025

2 Influencer marketing investment grew 171% year- over-year in 2025

3 Social commerce is projected to cross $100B in US sales this year

(SOURCES: FORRESTER, CREATORIQ, EMARKETER)

SHIFT

2

Is the Search Over for Search?

For 25 years, the goal in digital marketing was to rank number one so a user would click your link. The next generation of this, Generative Engine Optimization (GEO), is built around a different goal entirely. Instead of convincing an algorithm your page is popular, you need to become trusted enough for an AI to cite you as a source of truth. Capgemini found that 58 percent of consumers have replaced traditional search engines with GenAI tools for product recommendations. Yet Gartner’s most recent data shows only one-third of consumers believe GenAI rivals traditional search. So, is SEO dead? No, the reality is that both SEO and GEO matter. But brands that aren’t thinking about GEO yet are already falling behind.

SHIFT

3

The Creator Economy Continues

Influencer marketing investment grew 171 percent year-over-year in 2025, with enterprise brands now spending between $5.6M and $8.1M annually on creator programs.

But the more interesting shift is in how those creators are getting paid. Brands are moving away from flat-fee deals and toward affiliate and performance-based compensation tied directly to actual results. Real people selling through trust, earning based on what they produce. Sound familiar? The broader marketing world is arriving at something that looks a lot like the direct selling model.

SHIFT

4

The Feed Is the Storefront

Social commerce is projected to cross $100B in US sales this year, growing 18 percent year over year. It’s also predicted that in 2026, half of all social media shoppers will make a purchase through TikTok. The top-selling categories are health, wellness, beauty and household products. For many direct selling companies, that overlap is impossible to ignore.

This shift carries both enormous opportunity and real urgency. Today, a solo creator with a ring light and a TikTok account can sell wellness products to millions of people without a downline, a team or any of the infrastructure that direct selling companies have spent years building. They are doing what distributors do. The companies that figure out how to equip their people to show up where buying happens will be the ones that win.

SHIFT

The IRL Renaissance

Over the past decade, the direct-to-consumer world went all in on performance marketing. Every dollar was measured. Every campaign optimized for conversion. And brand building took a back seat. Then acquisition costs skyrocketed, targeting got harder and those brands found themselves with no loyalty and no story. Now McKinsey reports that 72 percent of CMOs are increasing brand-building budgets relative to performance spend.

Branded live events are surging, and 75 percent of attendees say immersive experiences help them disconnect from technology and engage more meaningfully.

But direct selling never fully stepped away from brand and community. National conventions, team retreats and product launches have always been central to how the industry operates. That is a real advantage right now. But the brands winning in this space are raising the bar by designing those experiences so that what happens in the room also becomes the digital story.

The Road Ahead

THE REST OF THE MARKETING WORLD IS desperately trying to manufacture WHAT DIRECT SELLING HAS BEEN DOING FOR DECADES.

Direct selling has real advantages heading into this moment. But advantages don’t move the needle on their own.

AI-generated content is eroding trust across every industry, and the brands that lean too hard on it will lose what makes them credible. The way consumers discover and search for products is fundamentally changing, and if a brand isn’t showing up in AI-generated answers, a growing number of buyers won’t find it at all. Social commerce has moved the storefront into the feed, whether the industry is ready or not.

These shifts are already the environment direct selling is operating in today. The only question is whether leaders will be intentional enough to act on them. DSN

KATHLEEN ROSS is a fractional CMO and AI educator with over 15 years of experience driving brand growth for startups and Fortune 5000 companies. She is known for spotting whitespace opportunities, executing large-scale campaigns and events and building high-performing teams.

Radical Transparency

Reclaiming integrity in the direct selling industry.

BY CLAY BREWER / PARTNER, THOMPSON BURTON

FOR DIRECT SELLING TO EVOLVE FROM A CONTROVERSIAL SIDE HUSTLE INTO A RESPECTED PILLAR OF THE GIG ECONOMY, IT MUST EMBRACE A CULTURE OF RADICAL TRANSPARENCY.

TOO OFTEN, BAD ACTORS ARE PERMITTED TO MASQUERADE AS LEGITIMATE ENTERPRISES—especially during periods of rapid growth and optimism. In those moments, the lines between sustainable business practices and short-term opportunism can blur, creating confusion for participants and risk for the industry as a whole. For direct selling to evolve from a controversial side hustle into a respected pillar of the gig economy, it must embrace a culture of radical transparency.

At the same time, the regulatory environment is shifting. We have seen the evolving nature of the Federal Trade Commission’s playbook through high-profile actions like the Lyft and Walmart settlements.

The focus on income claims has become increasingly clear, while traditional concerns around pyramiding are no longer front and center. The direct selling industry’s playbook should evolve accordingly—placing greater emphasis on clarity, accountability and truthful representation.

Closing the Transparency Gap

THREE SHIFTS FOR A STRONGER DIRECT SELLING INDUSTRY

AS THE DIRECT SELLING CHANNEL EVOLVES ALONGSIDE SOCIAL MEDIA AND THE GIG ECONOMY, transparency is no longer optional— it’s essential. Building long-term trust with customers, regulators and distributors requires a clear shift in how companies approach growth and communication.

Here are three key areas where companies can lead:

1 / Prioritize Product Value

Sustainable direct selling businesses are built on products that stand on their own merit. When customers purchase because they genuinely value the product—not the opportunity attached to it—the foundation for long-term growth becomes much stronger. A productfirst mindset helps move the channel away from recruitment-driven models and toward true retail demand.

2 / Elevate Business Education

Helping distributors understand the fundamentals of business— especially profit and loss— creates more informed, resilient entrepreneurs. A commission check does not always equal profitability. By equipping the field with financial literacy, companies can foster healthier expectations and more sustainable participation.

3 / Make Transparency a Competitive Advantage

Rather than treating compliance as a requirement, leading companies are embracing it as a differentiator. Clear, accurate income representations and responsible messaging build credibility and reduce risk. In a digital environment where perception can easily outpace reality, transparency becomes a powerful brand asset.

The future of direct selling depends on trust. By aligning products, education and messaging with that principle, companies can create a more sustainable and respected path forward.

COMPANIES SHOULD LEAD WITH TRANSPARENCY AS A COMPETITIVE ADVANTAGE.

Recruitment vs. Retail: The Identity Crisis

A healthy business can be defined by its ability to sell products to the general public. In the direct selling space, however, the line between “customer” and “distributor” is frequently blurred. This creates a “closed loop” economy where the primary consumers of the product are the participants themselves.

True sustainability in direct selling requires a “product-first” mandate—where the value of the goods stands independent of the business opportunity. Income claims are undoubtedly a recruitment mechanism, but they should not be the driving force for any business. They frequently do much more harm than good.

This is because the digital transformation of direct selling has introduced a new complication: the curated lifestyle. On social media, the “transparency gap” manifests as attraction marketing where distributors are encouraged to showcase a high-end lifestyle to lure new recruits.

Let’s take a recent example. For years I have seen a certain individual on social media displaying a luxurious life with watches, cars, parties and penthouses. After recently speaking with the company in which this person works, it

became clear that this person is nowhere near the top and the commissions earned are decent but by no means as lifechanging as the social media posts imply.

It’s critical to teach and promote diligent and responsible behaviors. In a world of glam and pop, it most certainly will not be easy. But I can guarantee it will be viable long term when the most recent glam-and-pop fad has long failed.

A Blueprint for Reform

If the direct selling industry is to thrive in an era of social media influencers and consumerism, it must adopt a higher standard of ethics. This transition requires three critical shifts:

1 / Business Education: New distributors should be trained on the basics of a Profit and Loss (P&L) statement. Understanding the difference between a check in the mail and a profitable business is essential for long-term success.

2 / Regulatory Compliance as a Brand Value: Rather than doing the bare minimum to avoid litigation, companies should lead with transparency as a competitive advantage. Build something you yourself would want to buy.

3 / Play Your Game. How do you beat Tiger Woods? You don’t play him in golf.

Direct selling offers a unique opportunity for community and entrepreneurship, but it cannot survive on the “smoke and mirrors” of the past. By closing the transparency gap, the industry can protect its most vulnerable participants and build a future based on genuine value and sustainable growth. DSN

Partner at Thompson Burton PLLC CLAY BREWER’s practice focuses on advising both established companies and startups on a wide range of matters such as business planning, capital raising, corporate structuring, regulatory risk and cross-border transactions. A prolific writer and thought leader, Clay provides strategic counsel to clients and has a strong interest in the evolving direct sales industry as well as digital assets and blockchain technologies.

BARB PITCOCK / frequense

Founder & CEO

DIRECT SELLING

UNIVERSITY’S (DSU) SPRING 2026 EVENT

was a game-changing blend of innovation, inspiration and industry connection, welcoming hundreds of leaders from across the channel to explore cutting-edge trends and unify in a mission to improve the industry for all.

TUESDAY / STARTING STRONG

The event began Tuesday, April 14 with an invite-only CEO Forum, attended by dozens of C-Suite trailblazers. Transparent discussions on the challenges and opportunities facing the channel led to productive takeaways for all in attendance. Also on the agenda on Tuesday were several impactful deep-dive workshops and events tackling some of the channel’s most noteworthy topics.

The DSU LATAM/Hispanic Market Deep Dive Event, hosted by Senior Global Executive Alex Hoffmann, featured leaders Miguel Beas (Zinzino), Laura Bernier (4Life), Haroldo Darelli (LifeWave), Erick Enríquez (Zermat), Gokcen Fiaz (Farmasi), Eddie Garcia (Realty of America), Laura Hiros (Mary Kay), Troy Keller (Dorsey + Whitney), Tomás Macagno (Paysafe), Jorge Reyes (Vital Health), Jasmine Star (Social Curator) and Ian Wisbey (Paysafe) who shared proven strategies for engaging the growing Hispanic market.

The Artificial Intelligence Workshop, hosted by Fractional CMO Kathleen Ross, remained a highlight, blending corporate and third-party perspectives on AI’s practical applications. Featured speakers included Justin Belobaba (Nowsite), Justin Call (MarketPlace Global), Dan Debnam (Inovara), Justin Dobbs (eXp Realty), Peter Griscom (It Works!), Jeff Hildebrandt (ACN), Sam Hind (Auxano Global), Gareth Hooper (Sunrider), Alex Pshenianykov (Treel), Glenn Sanford (eXp Realty) and Yoav Shpringer (Apptor).

The Legal, Regulatory & Compliance Workshop, moderated by Brent Kugler, Partner, Scheef & Stone, returned due to popular demand, offering direct selling professionals a deep dive into navigating the industry’s evolving regulatory landscape. The impressive lineup of experts included Meghan Alberty (Market America), Erin Barta (Mannatech), Grant Baskerville (Utah Direct Selling Coalition), Ed Burbach (Foley & Lardner), Rodney Davis (LifeWave), Kim Drabik (Plexus), Katrina Eash (King & Spalding), Jane Fergason (Foley & Lardner), Joshua Foukas (USANA), Jonathan Gilliam (FieldWatch), Dave Grimaldi (DSA), Jennifer Harmon (EllieMD), Gordon Hester (Florida Direct Selling Coalition), Tyler Jones (Partner.Co), Troy Keller (Dorsey + Whitney), Stuart MacMillan (Plexus) and Nathan Moore (Texas Direct Selling Coalition).

The Startup & Young Company Growth Workshop, hosted by Herbalife SVP of Strategy & Innovation Wayne Moorehead, discussed why fewer companies are entering the channel and explored specific startup success stories throughout the industry. Experts included Heather Chastain (Bridgehead Collective), Brett Duncan (Strategic Choice Partners), Aspen Emry (Bravenly Global), Barb Pitcock (frequense) and Tyler Whitehead (MAKE Wellness).

ANDREW SCHMIDT / Amway Regional President, West Markets

WEDNESDAY / TRANSFORMATION, TRUST AND A MORE MODERN APPROACH

DSU main stage presentations began Wednesday. Attended by over 500 people representing 130 direct selling companies, DSU is where executives gather to share, grow and evolve.

The emcee for this event was Kathleen Ross, an accomplished marketing executive with over 15 years of experience driving brand growth for startups and Fortune 5000 companies. Her unique blend of strategic vision and creative excellence made her a compelling and dynamic choice to emcee the festivities.

}Stuart Johnson, Founder and CEO of Direct Selling News, outlined a channel at a structural turning point—where services are surging, products face pressure and social commerce is reshaping discovery. Johnson urged leaders to simplify, embrace AI and rebuild trust through real products and realistic opportunities—arguing the future belongs to companies that evolve with transparency, discipline and stronger alignment to modern consumers.

}Jasmine Star, CEO of Social Curator, argued in her keynote presentation that personal branding is essential for scaling modern businesses— serving as a media channel, social proof and momentum driver. Drawing from her own entrepreneurial journey, Star urged companies to empower distributors to create authentic content, emphasizing that visibility, vulnerability and consistency build trust and ultimately drive growth more effectively than polished product marketing alone.

}Andrew Schmidt, Amway Regional President, West Markets, and DSA Chairman, warned that rising FTC scrutiny demands immediate industry accountability, citing recent enforcement actions as a clear signal. Schmidt urged leaders to actively engage in advocacy, emphasizing September 23 (Direct Selling Day) on the Hill as critical—asserting that telling authentic distributor stories directly to policymakers is essential to protecting the channel’s future and ensuring regulatory understanding.

}Joonghyun Ahn, Chairman and Founder of RIMAN, emphasized that building an international company begins with trust—rooted in authentic, differentiated products. Drawing from his journey from distributor to founder, he maintained that confidence comes from product integrity, consistency and cultural authenticity, asserting that true value— not marketing—is what builds trust and successfully travels across global markets.

}Dr. Lucy Gildea, Mary Kay Chief Brand and Scientific Officer, outlined six lessons for leading transformation—emphasizing balancing legacy with innovation, bringing people along and prioritizing clarity over perfection. Gildea stressed that successful change requires transparency, collaboration and purpose, arguing that companies must evolve with consumer expectations while staying true to what differentiates them and builds lasting trust.

}Amanda Tress, Founder & CEO of FASTer Way to Fat Loss, shared a tactical playbook for social selling—emphasizing short-form video, strong hooks and repeatable micro-offers. Tress highlighted personalized funnels, AI-driven content systems and community-based events as key drivers, arguing that equipping reps with simple, scalable tools and consistent messaging is essential for conversion and growth in 2026.

}Blake Erickson, Scaling.com Co-Founder and Co-Author of The Science of Scaling , outlined five principles for exponential growth in his keynote address—setting impossible goals, enforcing high standards, prioritizing top talent, delivering clear feedback and removing leadership bottlenecks. Erickson emphasized that scale requires mission-driven culture and decisive leadership, asserting that companies grow when leaders elevate expectations and empower others to execute at the highest level.

}Peter Griscom, President and COO of It Works!, outlined a rapid turnaround framework centered on cash, trust and throughput—stressing that stalled growth signals system failure, not motivational issues. Griscom emphasized acting quickly, eliminating promotions, simplifying offers and rebuilding field confidence assures that disciplined execution, clear metrics and focused onboarding can restore stability and reignite momentum within one hundred days.

}Jay Dhaliwal, Founder & CEO of The Super Patch Company, detailed a growth model that scaled to $360M by combining clinical-backed products with a shared customer acquisition system. Dhaliwal emphasized heavy investment in science, long-term product vision and a Capital Expenditure (CapEx) model aligning company and field incentives—positing that credibility, trust and unified marketing drive sustainable, exponential growth.

}Amber Olson Rourke, Co-Founder & Co-CEO of Neora, attributed 45 percent growth to clarity of message and intentional community building, calling today’s environment a “trust recession.” Rourke emphasized focusing on one “tip-of-the-spear” product and fostering human connection through both digital and in-person experiences—arguing that clarity drives conversion while community builds loyalty and long-term retention.

}In a revealing panel moderated by Peter Griscom (It Works!), Andrew Schmidt (Amway/DSA), Leo Boon Wang (DSA Singapore) and Gregory Yap (Singapore Exhibition & Convention Bureau) unpacked the Asia Pacific opportunity and discussed the depth and scale of the region and what it has to offer direct selling companies.

}Justin Serra, CEO of MAKE Wellness, asserted that trust—not strategy—is the true driver of successful change, drawing from an early launch crisis that required a full tech overhaul. Serra emphasized transparency, early communication and humility, sharing that organizations with strong trust can adapt quickly, while low-trust cultures struggle—making trust the essential currency for navigating disruption and sustaining growth.

}In a wide-ranging discussion moderated by DSN Founder and CEO Stuart Johnson, panelists Ørjan Sæle (Zinzino) and Walter Noot (USANA) examined the most prevalent strategies surrounding mergers and acquisitions within the direct selling space.

}Blake Mallen, Chief Strategy Officer of Herbalife & President of Pro2col, emphasized that transformation is intentional, not inevitable, outlining five drivers: vision, strategy, culture, operating model and value proposition. Mallen urged leaders to proactively reinvent their businesses, stating that success depends on choosing a forward-looking narrative, aligning internally and building a compelling market position before disruption forces change.

}Dan Debnam, Founder and CEO of Inovara, argued that AI transformation starts with individual leadership, not company strategy, highlighting a gap between awareness and action. He warned against delegating AI or automating old processes, urging leaders to engage, experiment and solve real problems— maintaining that meaningful AI adoption begins when leaders take personal ownership and drive change from the top.

THURSDAY / ENGAGED LEADERSHIP AND THE HUMAN ADVANTAGE

}Kathleen Ross, Fractional CMO, framed AI adoption as a leadership shift—arguing that every leader is now a manager of AI. Ross emphasized that success requires hands-on understanding, modeling behavior and measuring outcomes over activity, asserting that true advantage comes from redesigning systems, not just using tools, while human judgment and relationships become even more valuable.

}Susannah Schofield OBE, Director General of DSA UK & Ireland, argued that the future of direct selling depends on rebuilding trust and embracing mainstream credibility. Schofield highlighted regulatory reform, public advocacy and education initiatives, emphasizing that while technology scales reach, human connection drives loyalty—positioning direct selling’s communitydriven model as a competitive advantage in modern retail.

}Jenn Ashby, Community & Culture Ambassador of New U Life, emphasized that community must be intentionally designed to drive retention, duplication and momentum. Ashby outlined six elements—identity, language, promise, simple systems, consistent connection and shared ownership—positing that empowered communities create belonging and belief, transforming participants from consumers into contributors and fueling sustained growth.

}Michael Cody, COO of Genistar, argued that long-term success in direct selling depends on building “durable leaders” through trust, relationships and belief. Cody warned against high-velocity growth without leadership development, emphasizing that sustainable performance comes from community, retention and skill-building—asserting that the industry’s true advantage lies in its ability to cultivate lasting human connection in a fast-moving digital world.

SAM HIND / Auxano Global Co - Founder

}Darnell Self, EVP of Network and Business Development at LegalShield, credited 20 percent growth to aligning legacy and new leaders through trust and communication. Self emphasized evolving leadership beyond titles, maintaining relationships at every level and empowering a trusted liaison between field and corporate—stating that inclusion, transparency and shared decision-making drive unity and sustained performance.

}Sam Hind, Co-Founder of Auxano Global, argued that social media success has shifted from information to activation, emphasizing trust, storytelling and human connection over polished content. Hind highlighted changing algorithms and “silent observers,” urging companies to empower distributors to share authentic journeys because activating millions of storytellers is the industry’s greatest untapped advantage.

}Dave Grimaldi, CEO of the Direct Selling Association, emphasized the industry’s historical role in economic empowerment while warning of rising regulatory scrutiny nationwide. Grimaldi highlighted active legislative battles and the importance of advocacy, urging companies to engage directly with policymakers—arguing that sharing authentic distributor stories is critical to shaping policy and protecting the future of direct selling. DSN

DARNELL SELF / LegalShield Executive VP of Network & Business Development

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DSN SUPPORTER COMPANIES have access to all DSU content (and much much more) 24 hours a day, 7 days a week? That means being a supporter is your all-access pass for education and insights for ALL your corporate employees!

Scan the QR code for more information on how to unlock the keys to your teams’ continued development.

YOUR COMPETITIVE EDGE LIBRARY

THE DSN LIBRARY is the most comprehensive collection of direct selling education and insights available anywhere.

As a DSN Supporter, your entire corporate sta gains access to over 2,000 curated resources designed exclusively for the direct selling channel. From leadership insights to technology trends, global expansion strategies to compliance guidance—this is where industry leaders turn for trusted, actionable knowledge.

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THE DSN SUPPORTER PROGRAM is your company’s key to thriving in the direct selling industry. With exclusive access to the DSN Library, cutting-edge

AI-powered tools like Smart Search and premium recognition at every DSU event, this program positions you as a leader in the direct selling channel.

Become a DSN Supporter for 2026 and receive these benefits:

TOTAL ACCESS TO DSN LIBRARY WITH AI-POWERED SMART SEARCH

Your entire company can easily access 2000+ resources—from past DSU event presentations to research reports—anytime, anywhere.

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Direct Approach podcast interview

Reserved VIP table placement for up to 10 guests at annual DSN Global Celebration Event

A NIGHT TO REMEMBER

BY LISA ROBERTSON

D D

IRECT SELLING IS—IN MANY WAYS—

AN INDUSTRY IN FLUX.

As the preferences of both customers and distributors evolve, the channel consistently reimagines what it means to be a direct seller. Revenue at many companies remained flat or declined, but several notable companies reported remarkable gains.

And companies across the industry continued to embrace and incorporate new practices and technologies to attract people to the channel and to inspire current participants to expand their vision and deepen their engagement.

Against this backdrop of change and challenge, Direct Selling News held its 17th Global Celebration event on Tuesday, April 14, 2026 in Dallas, Texas to recognize and celebrate the very best of direct selling. The night was hosted by DSN Publisher Patricia White with special appearances by DSN

Founder and CEO Stuart Johnson and Direct Approach podcast host Wayne Moorehead.

Hundreds of people representing dozens of companies around the world attended in person as awards and honors were revealed in several categories, including a Lifetime Achievement Award, over a dozen Bravo Awards and the unveiling of the DSN Global 100 List.

The Bravo Awards

Each year the Bravo Awards recognize companies for outstanding achievement and excellence in areas of leadership and the highest percentage of revenue growth. Specialty awards are also given to individuals and companies for their achievements and service. Expanded coverage and in-depth looks at each Bravo Award recipient begins on page 61.

The event began with the debut of a new category. The Bravo Empowerment Award recognizes companies that take a proactive approach to teaching, inspiring and investing in people through the power of personal development. The first winner of this award was Neora. Their mission of “making people better” isn’t just a feel-good tagline; it’s woven throughout their onboarding, operations and decision making. They leverage the power of The Slight Edge, a bestseller authored by Co-Founder and Co-CEO Jeff Olson and are also the driving force behind Live Happy, a website and podcast with a mission to inspire and empower people to make the world a happier and healthier place.

ARMAND PUYOLT / Recipient of the Bravo Leadership Award

The Bravo Global Good Award recognizes companies that take a proactive approach to environmental, philanthropic and social responsibility issues. This year the honor went to Herbalife. Launching the Herbalife Family Foundation as an independent public charity in 1994, Herbalife’s legacy is firmly rooted in the belief that access to good nutrition affords people the opportunity to become the best versions of themselves. They also maintain long-standing community partnerships, including a decade-long collaboration with the American Red Cross.

Next, DSN honored three companies with the Bravo Impact Award, which recognizes the achievements of well-rounded companies that take a holistic, measured and incremental approach to growth, innovation and operational integrity.

The first award went to Bravenly Global. Since launching in 2020, the founders of Bravenly Global wanted to build a brand where people could pursue better health, create community and invest in personal and professional development. In 2025, that vision fueled major growth with Bravenly crossing the $100M mark in annual revenue and welcoming more than 100,000 new families as Customers or Brand Partners.

The second honoree was Greenway Global. After its first year of operation, the revenue of companies under this brand worldwide totaled $49M. By 2025, that figure had grown to $372M. The company unites five established brands under a single vision, creating a global community with a shared mission.

The final recipient was Zinzino. In 2025, the company achieved 80 percent year-over-year growth and an ambitious long-term vision to reach 100 million customers worldwide. Zinzino also makes an impact through its Glocal Aid initiative, which provided full scholarships to more than 1,500 children.

Two Bravo Innovator Awards were announced. This award recognizes direct selling companies that embrace and deploy emerging technologies and future-focused strategies that propel the channel forward.

The first was presented to EllieMD. Their mission is to help individuals take a proactive role in their health through personalized care, education and

community support. By combining telehealth technology with physician-guided therapies and a community-based model, EllieMD has created a platform designed to support whole-person health.

The second winner was RIMAN. This Korean powerhouse is committed to continuing to transform scientific discoveries into products that deliver meaningful benefits. The brand has demonstrated deep care for the earth and its powerful ingredients, as well as a steadfast pursuit of innovation and technology that aligns with its commitment to sustainability.

The Bravo Supplier Award is bestowed upon organizations that demonstrate exceptional innovation, expertise and unwavering dedication to the continuous advancement of the channel. This year’s recipient was InfoTrax Nearly five decades into its journey, InfoTrax has become one of the most trusted names in commissions technology. As direct selling has become increasingly digital, InfoTrax has ensured its technology integrates seamlessly with the tools companies already rely on.

GRAEME CLEGG / Recipient of the DSN Lifetime Achievement Award

Two domestic Bravo Growth Awards were announced, one to a product-based company and one to a service-based company. This award celebrates direct selling companies with the highest year-over-year revenue growth on the Global 100 List.

This year’s domestic product Growth Award was given to MAKE Wellness. Launched in October 2024 by a group of well-known and proven direct selling executives, MAKE Wellness has captured the attention of health and wellness entrepreneurs and customers. Within five days of launch, they had sold $7.2M of product and achieved revenue of $104M in its first full year in business.

Realty of America won in the service-based category. In July 2023, Eddie Garcia envisioned a virtual, national brokerage with a revenuesharing model that could redefine the real estate experience. This new company opened in September 2024, launching in 23 markets. Since then, the team has achieved more in its short history than most brokerages will ever see. In 2025, the company reported nearly $4B in transaction volume and more than $4.5M paid out in revenue share.

The Bravo International Growth Award winner was no stranger to the Global Celebration stage. Luxembourg-based PM-International won the award for the sixth consecutive year. In 2025, they reached one billion products sold and surpassed $4B in annual retail sales—topping their own record from the year before.

DSN also gave out three Bravo Awards recognizing individuals for their contributions to the direct selling industry.

The Bravo Excellence Award is reserved for executives with a long history of leadership, excellence and integrity. The award was given to ACN’s Dave Merriman. For over 30 years, his diligence has been and remains invaluable as he oversees compliance training and processes while taking the lead on government and industry relations through his position on the DSA Executive Committee and Board. His work ethic, passion for the industry, knowledge and integrity define who he is as a person.

The Bravo Leadership Award is reserved for Founders and CEOs and recognizes outstanding achievement and exceptional leadership. DSN bestowed this honor on two well-deserving industry icons.

TARL ROBINSON / Recipient of the Bravo Leadership Award

The first recipient, Armand Puyolt of Vida Divina is a testament to resilience, reinvention and an unwavering belief in the direct selling channel. Over the course of his career, he has built—and rebuilt— navigating industry disruption, regulatory shifts and personal adversity. But Armand’s leadership extends beyond his own organization. He has been a consistent advocate for the industry itself— focused not just on building a company, but on strengthening the channel.

Tarl Robinson received the second Bravo Leadership Award. From an early age, Tarl saw how direct selling could transform lives, and that belief carried through every stage of his career— from building in the field himself to stepping into executive leadership and helping shape Plexus, one of the most recognized wellness companies in the world. Tarl excels not just at building a business but at building people—creating an environment where individuals can grow into more than they thought possible.

The Global 100 List—Times Two

One of the most eagerly anticipated announcements each year at the Global Celebration is the unveiling of the Global 100 List. This list reports the top direct selling companies in the world for 2025.

The Global 100 offers a unique perspective on the global impact of the industry by acknowledging companies’ revenue achievements. Recognition for each of these companies is the culmination of months of research and the cooperation of many individuals around the world.

This year, DSN separated the Global 100 into two lists: product-focused companies and servicefocused companies. These lists represent both private and public companies with more than $100M in annual revenue for the 2025 year. This year’s lists are comprised of 59 companies (43 product and 16 service) with combined revenue of nearly $63B. Coverage of both lists begins on page 128.

Lifetime Achievement Award

The DSN Lifetime Achievement Award is reserved for those whose profound contributions have left an enduring legacy on the channel. And few have shaped this space quite like Graeme Clegg.

For more than four decades, Graeme has helped people live better, healthier lives.

Under his leadership, New Image has expanded across more than 20 countries, reaching millions of customers and establishing itself as a leader in the wellness space.

But Graeme’s influence extends far beyond one company. His work with global industry organizations and his commitment to ethical growth have helped shape the channel for future generations.

The Oscars of Direct Selling

The DSN Global Celebration is the industry awards event of the year—a night designed to celebrate, inspire and motivate! Congratulations to the winners and a sincere thank you to all our Supporter Companies and Supplier Sponsors for helping DSN provide this night of celebration, recognition and camaraderie. DSN

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HONORING THE BEST & BRIGHTEST IN DIRECT SELLING

EACH YEAR, the DSN Bravo Awards panel recognizes companies for outstanding achievement and excellence in all areas of leadership and the highest percentage of revenue growth year-over-year. Additional awards are also given to individuals and companies for their achievements and service in the direct selling channel.

This year, DSN is thrilled to once again honor the very best in direct selling and congratulate this year’s winners. Their commitment to excellence, integrity, prosperity, social responsibility and transparency serves as a constant reminder of both the power and the possibility of the direct selling channel.

LIFETIME ACHIEVEMENT AWARD

GRAEME CLEGG / A 40-YEAR LEGACY OF PROACTIVE HEALTH

GBY DAVID LEE

RAEME CLEGG, an 86-year-old New Zealand farmer turned global health pioneer, has steered New Image for more than 40 years with a singular focus, empowering people to live better, longer lives. From humble beginnings on his sheep farm in Masterton in 1984, Graeme built a direct selling powerhouse that ranked #26 on the 2023 DSN Global 100, boasting nearly $489M in 2022 revenue and reaching over 22 countries.

After celebrating its 40th anniversary in 2024 with a grand event in Auckland, New Image stands as a testament to his relentless drive, innovative spirit and belief in health as a proactive quest. His journey offers a blueprint of forward-thinking vision and perseverance. Because of his decades-long contributions and leadership in the direct selling industry, we are proud to honor Graeme Clegg with a Lifetime Achievement Award.

I’m a great believer in the direct selling model as being the ultimate distribution system.

GRAEME CLEGG “

LIFETIME ACHIEVEMENT AWARD

GRAEME TURNED to science, spearheading research to validate its benefits.

From Pasture to Passion

“My journey started with the loss of my parents and younger brother dying of cancer, and I realized that I had to break that cycle,” he recalls.

After observing newborn lambs on the farm, Graeme saw the incredible potential in colostrum (the first milk produced by mammals after giving birth). “If a baby lamb or a baby calf didn’t get colostrum, it would die in 48 hours. There was a lot of scientific evidence about the transfer of immunity.” This miracle of nature became the cornerstone of his natural health-first mission.

In 1984, Graeme founded New Image to combat aging’s toll. “The purpose was to be able to slow down the aging process and ensure people had a better quality of life. When you look at aging today, people might be living a bit longer, but the golden years are no longer golden,” he shares, pointing to Alzheimer’s, mobility issues and the chronic pain that plagues so many modern seniors.

Graeme rejects reactive healthcare, explaining “People wait until they get sick, and then it costs a lot of money to do something about it—plus the associated trauma.” In Graeme’s opinion, drugs don’t offer health—they just make you less sick.

Graeme fully embraced prevention, initiating proactive healthcare, helping people take control of their wellbeing. Direct selling offered the perfect vehicle: a personal, scalable way to share colostrum-based products like Alpha Lipid Lifeline®, now used by 1.5 million people daily.

Overcoming Roadblocks

Graeme’s 40-plus-year run wasn’t without hurdles, each forging his leadership grit. He insists that colostrum has an ancient pedigree. “Colostrum has been recognized by all ancient societies. Egyptians took colostrum during epidemics. It was considered a spiritual product. The Gift of Creation.” But he says this centuries-old knowledge still clashes with modern suppression.

Graeme believes pharmaceutical companies didn’t want competition for antibiotics, causing colostrum’s potential to be buried for decades. Undeterred, he turned to science, spearheading research to validate its benefits. “I’ve been fortunate to have my scientists, our innovation laboratories and clinical trials substantiate a lot of things that haven’t yet been discovered about colostrum’s bioactives.”

When you’re passionate, when you’re fanatical, you just keep on relentlessly overcoming the obstacles .

GRAEME CLEGG

His vision of preventative nutrition has met resistance over the years yet gained traction during and after the COVID pandemic. “We’re providing the facts that if you’ve got a strong immune system, you can defend against many viruses. There are going to be special cases, of course which require vaccines or antibiotics. But in the end, the first line of defense is the immune system, and the only substance compatible to every cell in the body—and that can reprogram the immune system—is colostrum.”

At 86, Graeme is still New Image’s “guinea pig,” testing products himself, a competitive streak honed from establishing sheep shearing world records to competing in international badminton tournaments.

“I put all my resources and time into making things happen,” he says, making him the steady hand that has guided New Image through decades of change.

The Ultimate Distribution System

Graeme’s faith in direct selling is unwavering. “I’m a great believer in the direct selling model as being the ultimate ethical distribution system,” he explains, citing its ability to “empower more people around the world than any other industry.”

As he explained, “Many people just struggle through life. They need an opportunity to ignite the human spirit which lies within everybody—the spirit to take people from ordinary to extraordinary. Our lead product is actually hope.”

For the past 10 years, Graeme has sat on the World Federation of Direct Selling’s CEO Council supporting the Ethics Committee which sets the code of ethics for the global industry.

He has seen communication evolve over the decades, from word-of-mouth to mobile phones and faxes to TikTok’s 4-second clips, amplifying awareness and building a loyal customer base. “Social media is powerful. You can get personal messages across about what the products have done for you and what it’s done for your overall health and wellbeing.”

Graeme is a firm believer in letting the products (and its fans) do the talking. “You cannot believe a celebrity endorsing a product anymore because you know they get paid for that, but you will believe somebody sharing an incredible personal story.”

This model’s authenticity fueled New Image’s growth. Graeme sees technology like AI enhancing professionalism. “I’m excited about what AI is going to do to help people become more professional.”

FROM A FARM SHED to a global enterprise,

Graeme’s 40-plus-year focus on health over profit, science over suppression, people over systems, defines his legacy.

New Image is also fully focused on growth with acquisitions like Nutrimetics (skincare) broadening its reach. Despite regulatory mazes and navigating cultural nuances operating in more than 20 countries, Graeme remains undeterred. “When you’re passionate, when you’re fanatical, you just keep on relentlessly overcoming obstacles.”

Discipline Equals Success

Graeme’s leadership is grounded in action and discipline. “Recognize people, encourage them, lead by example, because in the end, it’s people following each other.” A mission that reflects the farmer’s philosophy of doing, not telling.

He values substance when it comes to the worth in the products and rigor for growing the business. “You’ve got to be constantly disciplined, because this is a business. It’s not a game.”

He acknowledges the challenge of high attrition in direct selling and feels education and support are the keys to keeping people involved and energized.

“The field’s success determines your success—you’ve got to help other people succeed.”

Global Impact

Graeme’s pride shines in New Image’s global footprint. “We’ve got such an amazing global movement coming from New Zealand with over five million people,” he says, adding that one and a half million customers a day are currently using a New Image product. Graeme’s greatest satisfaction comes from improving the lives of others. “People whose lives have changed, who have recovered their health again.”

He credits his competitive spirit with his ability to turn adversity into opportunity, noting that the Chinese have the same symbol for crisis as they do opportunities. “I know that I can accomplish what I intend to do, and I go out there and make it happen.”

From a farm shed to a global enterprise, Graeme’s 40-plus-year focus on health over profit, science over suppression, people over systems, defines his legacy. “I never started this business to make money. I started it to save my life.”

That mission—now a movement—proves direct selling’s power to change lives, one story, one life, at a time. DSN

LEADERSHIP AWARD

BY LISA ROBERTSON

F TARL ROBINSON / LEADERSHIP BUILT ON BELIEF

OR TARL ROBINSON, THE DIRECT SELLING INDUSTRY WAS NEVER AN ABSTRACT CONCEPT OR A CAREER HE DISCOVERED LATER IN LIFE. It was part of his upbringing. Long before he became CEO of Plexus Worldwide, Tarl was listening to stories about transformation.

His parents built their livelihood through the channel, and those early experiences shaped how he would come to see the industry. “I was introduced to direct selling as a child,” Tarl explained. “My parents earned their full-time income through it, so I grew up hearing stories about people improving their health, their confidence and their financial situation through the opportunity.”

Those stories left a lasting impression. What Tarl saw was an industry capable of creating change not just through products or compensation plans but through personal growth. “Early on I saw that this industry was not just about products. It was about people growing into who they could become.”

What drew me in was not what the company was at that moment, but what it could become.

That belief would ultimately guide the creation of one of the most recognized wellness-focused direct selling companies in the world—and define Tarl’s leadership philosophy.

Today, as Plexus continues its global growth and influence in the wellness sector, Direct Selling News honors Tarl Robinson with this year’s Bravo Leadership Award, recognizing the vision, perseverance and people-first leadership that have defined his journey.

From the Field to the Executive Suite

Before Tarl stepped into executive leadership, he spent years building a business in the field himself—a perspective that would shape how he approaches leadership today.

“I spent seven years in the field as a distributor. That experience gave me a deep appreciation for the work ambassadors and distributors do every day.”

TARL ROBINSON “

Equipped with insights many executives never fully gain, Tarl learned firsthand the realities of building relationships, developing leaders and creating sustainable businesses within the direct selling model.

He also learned the power of mentorship. His parents were his first role models, but he credits many leaders within direct selling for shaping his perspective. “My earliest mentors were my parents, along with leaders in my upline and many of the early partners who helped build Plexus. They modeled belief, resilience and the importance of serving people first.”

Seeing Potential in Plexus

In 2008, Tarl was invited to evaluate Plexus as a potential investment opportunity. At the time, the company was far from the thriving wellness brand it would eventually become. “When I first looked at Plexus, it was a very small company with about four employees, and it was struggling to stay in business,” he recalled.

Many entrepreneurs might have walked away from such a fragile operation. But Tarl saw possibility. “What drew me in was not what the company was at that moment, but what it could become.”

Alongside early partner Alec Clark, Tarl believed the direct selling channel could be a powerful engine for meaningful growth if paired with the right mission and products. The vision was simple but ambitious: create a company centered on improving people’s health while providing a platform for personal and financial transformation.

What followed was years of building systems, refining products and expanding a community of ambassadors committed to that vision.

TARL LEARNED THE POWER OF MENTORSHIP. His parents were his first role models, but he credits many leaders within direct selling for shaping his perspective.

A Turning Point in Wellness

One of the defining strategic decisions in Plexus’s history arrived in 2014 when the company committed to focusing on gut health—an area that was in its infancy in mainstream wellness conversations at the time.

Tarl believed the science pointed to something significant and made a strategic decision to focus on gut health and develop product systems designed to support it. The company invested heavily in developing products designed to address digestive health as a foundation for overall wellness. The decision proved transformative.

“At the time, gut health was still an emerging conversation in the wellness world,” Tarl explained. “We believed it was foundational to overall health.”

The approach helped define Plexus’s identity in the marketplace while reinforcing its commitment to products designed to create real impact for customers. But Plexus has always been about more than a product catalog—it’s about the power of opportunity.

“Many people begin with a simple goal of improving their health or earning some extra income,” Tarl shared. “Over time they discover the potential to build something much bigger.” The possibility of something more is the fuel that has powered Plexus’s enduring success.

Leading through Growth

Curiosity and humility are incredibly powerful leadership traits. If you stay focused on serving people, continuing to learn and building the right team, you can navigate almost any challenge.

TARL ROBINSON “

Building Plexus required Tarl to evolve as quickly as the company itself. “One of the biggest challenges has been learning how to grow myself at the same pace the company needed to grow,” he explained.

As the organization expanded, he focused on strengthening leadership structures, improving operational systems and partnering with experienced talent. “That meant committing to being a continual learner and surrounding myself with people who were smarter and more experienced.”

In any career, setbacks and roadblocks are inevitable. But it also provides natural leaders with an opportunity to shine. Tarl believes that adversity can often reveal the leadership qualities that matter most. “Curiosity and humility are incredibly powerful leadership traits. If you stay focused on serving

people, continuing to learn and building the right team, you can navigate almost any challenge.”

Which is why personal development has long been a part of the culture of Plexus. The company invests heavily in training, events and leadership development programs designed to help ambassadors grow both professionally and personally. “When people grow personally, they naturally expand their ability to serve others,” Tarl explained.

He believes the ripple effect of that growth is one of the industry’s most powerful forces. “As individuals develop confidence, leadership skills and financial stability, they often become more generous and more committed to giving back. It’s not just about building businesses. It’s about building people.”

An Industry Full of Opportunity

Over the course of Tarl’s career, technology has dramatically reshaped how distributors connect with customers and build communities. Despite the industry’s evolution, Tarl believes its core strengths remain unchanged. “I truly believe direct selling remains one of the greatest industries in the world,” he said.

When asked about what the future might hold, Tarl asserted that the key for companies moving forward will be balancing innovation with integrity. “The biggest opportunity ahead is continuing to evolve with technology while staying grounded in the core principles that have always made this industry special—relationships, community and personal growth.”

Outside of business, Tarl credits his family with keeping him grounded. His wife and young son attend Plexus events and have witnessed firsthand the stories of transformation within the community.

And after decades in the industry, Tarl remains deeply grateful for the path it has provided. “Being part of direct selling has been one of the greatest blessings of my life, second only to faith and family.”

And his advice to those building their own businesses is straightforward. “Stay committed. If you believe in the model and stay the course, the opportunity to create something meaningful for yourself and others is very real.”

He continued, “When people are given belief and the right environment, they often accomplish far more than they ever thought possible. Helping create that environment is the work that still inspires me every day.”

That philosophy is exactly what the Bravo Leadership Award was created to celebrate. DSN

LEADERSHIP AWARD

ARMAND PUYOLT / BUILT TO REBUILD

BY LISA ROBERTSON

F

ROM THE MOMENT HE DISCOVERED DIRECT

SELLING, Armand Puyolt knew he had found his future—even if he hadn’t yet discovered just how fulfilling that future would be.

As a teenager, he drove his mother to a home meeting, sitting quietly as people gathered around products and possibility. What caught his attention wasn’t just the business—it was the urgency, the belief and the willingness of people to stretch beyond their circumstances.

That passion pulled Armand into direct selling as a distributor, where he quickly immersed himself in the mechanics of the profession. He started with a crystal company, then moved into telecommunications, where he gained a deeper understanding of residual income and organizational growth. With strong mentorship early on, Armand’s rise was rapid.

By 18, he had bought his mother her first home. By 20, he was earning seven figures annually. Within a decade, he was generating tens of millions of dollars a year.

From the outside, it looked like a story of massive, early success. But what would ultimately define Armand’s leadership was not how quickly he grew— it was how often he had to rebuild.

Learning to Rebuild

Before he ever became a company owner, Armand’s career was shaped by disruption. His first major business was affected by deregulation in telecommunications. Another collapsed when a key product category was removed from the market. Each time, he was forced to start over.

That repetition became its own kind of training.

“I got pretty good at rebuilding organizations really quickly,” Armand remembered. Those experiences formed the foundation of his leadership philosophy. Success—in his view—is not just about growth, it’s also about resilience. The ability to adapt when conditions change, when systems break or when momentum disappears.

I thought if we can put these products out to the world, I think we can do a lot of good for a lot of people.

ARMAND PUYOLT

They also shaped his perspective on how direct selling should operate. While the channel evolved and many companies shifted toward recruitmentdriven models, Armand remained committed to a product-first approach rooted in real demand.

“One of the biggest challenges that I’ve had with the network marketing space is the ideology of changing the original network market. What I was trained to do first and foremost was sell products.”

That conviction would later become central to the company he built.

A Defining Turning Point

In 2010, Armand faced a challenge that went far beyond business. He was diagnosed with stage four gastric cancer.

At the time, he was also managing diabetes, high blood pressure and significant weight challenges, all while raising two young children as a single father. The diagnosis forced him to confront not just his health but his future.

“How was I going to leave my kids so young with nothing but debt in their hands? So, to me, that was important. What was I going to do?”

That question pushed him to consider options he had previously dismissed. By his own account, he had never been drawn to natural health or wellness products. But faced with limited alternatives, he began exploring them.

Over time, he saw changes—not just in weight, but in his overall health. By 2015, he said doctors confirmed he was cancer-free, no longer diabetic and had lost 150 pounds.

“It made such a life-changing difference for me,” he said. “I thought if we can put these products out to the world, I think we can do a lot of good for a lot of people.”

That realization became the foundation for Vida Divina.

Building Vida Divina

In 2016, Armand made the decision to launch his own company. Drawing on years of experience in both the field and manufacturing, he moved quickly—developing products, building infrastructure and preparing for launch in a matter of months.

The response was immediate.

More than 40,000 people enrolled within the first weekend, pushing systems beyond capacity and creating operational challenges almost overnight. The company generated more than $20 million in its early months, establishing itself as one of the fastest-growing organizations in the channel. But rapid growth brought new lessons.

Armand had to transition from field leader to CEO, a shift that required a different kind of discipline. Early missteps—particularly around compliance and regulation—resulted in costly setbacks, including product losses and financial disruptions tied to payment processing.

Those challenges forced the company to strengthen its infrastructure quickly. Over time, they became part of the foundation that allowed Vida Divina to stabilize and scale.

Leading with Conviction

Today, Armand’s leadership is grounded in the principles that shaped his early career: productdriven growth, simplicity and consistency. He remains firm in his belief that sustainable organizations are built on real demand—not forced purchasing or recruitment alone. That philosophy is reflected in Vida Divina’s structure, including its decision to operate without auto ship and its emphasis on strong retail incentives.

For Armand, the goal is to create a system that works for the average participant—not just top performers.

I’m a fan of direct selling. I want all the companies in the channel to be successful.

ARMAND PUYOLT “

Innovation plays a role in that effort, but not in the way it is often defined. At Vida Divina, innovation is as much about usability and structure as it is about product formulation. The company has invested in tools, compensation strategies and systems designed to simplify the business and make it easier to duplicate.

The objective is not complexity—it is clarity.

An Industry Advocate

Beyond his own company, Armand has become an advocate for the broader direct selling industry. He views the success of individual companies as interconnected, believing that the strength of the channel depends on collective progress.

“I’m a fan of direct selling. I want all the companies in the channel to be successful.”

That perspective has shaped his approach to leadership, emphasizing collaboration, mentorship and a long-term view of the industry’s future.

A Legacy Beyond Numbers

For Armand, success is not defined by revenue or rank. It is defined by impact.

“I don’t want my story to be about how much money I made. I want my legacy to be about how many millions of people we’ve helped along the way.”

That measure—lives changed rather than dollars earned—remains the throughline of his career.

From a teenager driving his mother to a home meeting; to a field leader rebuilding after setbacks; to a Founder and CEO boldly shaping his own company, Armand’s journey reflects a consistent belief in what the industry can offer when done the right way.

Leadership, in his case, has been forged not just through success, but through adversity—and the decision to keep building. That belief—and the impact it continues to create—is what the Bravo Leadership Award was designed to recognize. DSN

DAVE MERRIMAN / CONSISTENCY. COLLABORATION. COMMITMENT.

BY JENNA LANG WARFORD

THE EXCELLENCE AWARD RECOGNIZES INDIVIDUALS

whose careers reflect a sustained commitment to leadership, integrity and service to direct selling. This year, that honor goes to Dave Merriman, Executive Vice President of ACN.

For Dave, the recognition was unexpected. “I was very surprised when I got the call. I’m humbled. Truly.”

That response reflects a defining trait of his leadership style—one grounded in humility and appreciation for the team and company he has helped build over the past three decades.

By showing up, listening and participating, you learn quickly.

DAVE MERRIMAN

Starting from the Ground Up

When Dave joined ACN in the mid-1990s, the company was still young. His background was in public accounting, where he worked with both large corporations and emerging businesses—but it was startups that sparked his interest.

“I really enjoyed those companies that were just starting and growing. You could see your impact— how you could help support what they were doing.”

ACN offered that same opportunity. While he had little experience in direct selling, the model stood out. “To me, it was just so appealing to be part of something that supports entrepreneurs.”

That early alignment would shape the next 30 years of his career, as Dave became an integral part of a company that has grown into one of the most established names in the channel.

Learning Leadership Early

Dave’s leadership philosophy didn’t begin in a boardroom—it started much earlier. At 16, he found himself running a car wash on weekends, entrusted with responsibilities that seemed far beyond his experience. The experience left a lasting impression, teaching accountability, work ethic and the importance of leading by example.

Those lessons were reinforced in his early years at ACN, where mentorship played a defining role. In the company’s early days, the founders established a Legal Advisory Committee made up of former Attorneys General. Bob Stephan, former Attorney General of Kansas, led the committee and became a consistent presence—visiting the office, speaking at training events and helping guide the company’s approach to ethics and compliance.

Through those interactions, Dave gained firsthand exposure to operating in a highly regulated environment. The committee reviewed marketing materials, evaluated compliance programs and helped ACN navigate evolving regulatory standards—instilling principles that would influence how he approached leadership.

“I learned so much about how people treat other people—and how I want to act.”

The Role of Integrity

Integrity is a cornerstone of the Bravo Excellence Award, and for Dave, it is not separate from business—it is embedded within it. “A lot of times, when things get tough, people look for shortcuts.”

In his view, long-term success depends on resisting that impulse. At ACN, operating in a highly regulated telecommunications space reinforced the importance of doing right by customers. “If you want people that stay for a long time, you have to treat them appropriately.”

That mindset has helped shape a culture guided by long-term thinking rather than short-term gains. For Dave, integrity isn’t about statements or policies— it’s about consistency in how a company operates every day.

A Collaborative Industry

Dave considers one of direct selling’s greatest strengths to be its collaborative nature. Throughout his career, he has been actively involved in industry organizations, including the Direct Selling Association and the Direct Selling Education Foundation.

“I had zero experience in government relations before ACN. But by showing up, listening and participating, you learn quickly.”

He points to the openness of the industry— an environment where leaders share insights, challenges and best practices. “In our channel, you hear both success stories and where people made mistakes—and how they corrected them.”

For Dave, that willingness to collaborate is both a cultural strength and a strategic advantage.

A Career Defined by People

After more than 30 years with ACN, Dave doesn’t point to a single milestone as his greatest achievement. Instead, he points to the people and relationships built along the way. “It’s that collaboration—working with the founders and with other executives and employees.”

He notes that many ACN employees have been with the company for decades, reflecting an environment where people feel valued and where their roles continue to evolve.

When asked about Dave’s impact, ACN CoFounder Greg Provenzano noted, “This award recognizes more than years, it honors a life of consistency, a legacy of loyalty and a standard of integrity that very few people achieve.”

A Lasting Standard

Dave Merriman’s career is defined not by a single moment, but by decades of consistent leadership and a commitment to doing things the right way. His steady, collaborative approach has helped shape both ACN and the broader direct selling community.

That is the essence of the Bravo Excellence Award DSN congratulates Dave Merriman on this well-deserved honor. DSN

PM-INTERNATIONAL / THE POWER OF CONSISTENCY

BY JENNY VETTER

THREE DECADES OF CONSECUTIVE GROWTH ARE RARE IN

ANY INDUSTRY. That’s why Direct Selling News is pleased to award PM-International our Bravo International Growth Award once again; this award recognizes direct selling companies outside of the United States that achieve significant financial growth that year. In its 32nd consecutive year of growth, PM-International Group achieved $4 billion in annual retail sales for 2025—an increase from its record-setting 2024, in which the company exceeded $3.25B.

“This success continues our 32-year track record of consecutive growth, proving that sustainable expansion delivers lasting results year after year,” shared Rolf Sorg, Founder and CEO. “This is a strong testament to the trust and relevance of our FitLine® brand. It shows that customers around the world believe in our vision and share our burning desire to increase life quality.”

We remain committed to empowering our distribution partners, because their success is the true engine of our future growth.

ROLF SORG / Founder & CEO “

It Started with a Product Launch

PM-International kicked off 2025 by introducing the world to its newest product, TopShape, the company’s latest addition to the FitLine collection, designed to support natural weight management. The January release set the tone for a transformative year.

“Just in the first few days after the launch, we sold more than 45,000 units,” Rolf shared. “As part of FitLine’s holistic concept, TopShape redefined the product portfolio in combination with our Optimal-Set and ProShape products for weight management and personal care.”

The enthusiastic response from distribution partners and customers alike was the result of the company’s continued focus on research and innovation and its commitment to exceptional product quality, which has garnered the trust of millions of customers worldwide. This trust has allowed PM-International to remain a leader in its health, fitness and beauty niche, further celebrated by the milestone of over one billion products sold globally.

Two-Fold Investment

PM-International’s success was built on a foundation that values investment in its distribution partners as much as its product innovation. The company has consistently invested in developing the tools, support systems and a leadership culture that enable distribution partners to build lasting businesses. After more than three decades of building PM-International, Rolf is more committed than ever to the direct selling business model.

“Direct selling is a people business,” he said. “By staying true to this principle, we have created long-term stability and opportunity for our partners. Their dedication and long-term commitment make this success possible, reinforcing our belief that the direct selling model works at a massive scale.”

PM-International’s distribution partners are fueled by exceptional products, developed through the company’s focus on continuous innovation and rigorous quality standards. Rolf credits much of the company’s success to the strength of its research and development efforts, which have ensured its leadership within the health and wellness space.

Healthy, Sustainable Growth

Thoughtful expansion into new markets has opened doors for PM-International and supercharged much of its growth in recent years. Today, the company’s global footprint extends further than ever, with new regional headquarters in key locations, including Asia Pacific in Singapore and the Americas in Sarasota, Florida. In 2025, FitLine products were delivered to more than 100 countries. 2026 holds even more expansion, with planned openings in Kazakhstan, the Czech Republic, Vietnam and Ireland.

“Our strategic global market expansion has significantly strengthened our international presence,” he said. “By entering new markets and reinforcing existing ones, we have expanded both accessibility and growth potential worldwide.”

Looking ahead, PM-International’s sights are firmly set on a new milestone: $5B in sales by 2027. For Rolf, that target is a natural extension of the same disciplined, people-first philosophy that has driven 32 consecutive years of growth. With a long-term vision of worldwide market leadership in the channel, Rolf and his team are building the foundation for another chapter of growth through continued investment in infrastructure and the research and innovation that keeps the company at the forefront of the health and wellness space.

Perhaps most importantly, PM-International will continue investing in its field of hundreds of thousands of distribution partners across 45 countries.

“We remain committed to empowering our distribution partners, because their success is the true engine of our future growth,” he shared.

Congratulations to the entire PM-International team for this award and another year of record growth! DSN

BY JENNY VETTER GROWTH

I MAKE WELLNESS / PASSION BUILDS A PO WERHOUSE

N ONE YEAR, MAKE WELLNESS EXCEEDED EVERY EXPECTED

TARGET, surprising its leadership and delighting its field. While the company’s out-of-the-gate success may have astounded its founders, anyone who’s noticed the roster of visionary leaders at the helm of MAKE Wellness anticipated big things.

Launched in October 2024 by Founder Justin Prince alongside Co-Founders Truman Hunt, Justin Serra, Robert Finigan, Tyler Whitehead and Mark Bartlett, MAKE Wellness has captured the attention of health and wellness entrepreneurs and customers.

The company’s stellar success has captured our attention, too. With revenue of $104M in its first full year in business, MAKE Wellness is a deserving recipient of the Bravo Growth Award.

Vision Meets Breakthrough

MAKE’s group of founders came to the table with hugely successful direct selling careers, ready to put their hard-earned experience to work and build a new kind of wellness company that marries science-forward products with a performance lifestyle shared through a modern affiliate program. They’d each seen what direct selling could be and wanted to build their new company with values that could weather both success and mistakes.

“We have dozens of talented, at-the-primeof-their-career professionals who know who they are and what they want,” shared Justin Serra, Co-Founder and Chief Executive Officer. “We locked arms in a real way and invested heavily in creating a values-based system that we could build, reward and make tough decisions against.”

But this group of leaders needed a scientific breakthrough as strong as their foundation. Enter Bioactive Precision Peptides™. Peptides are short chains of amino acids that trigger reactions that regulate essential processes in every part of the body. There are thousands of naturally occurring peptides at work in the human body, responsible for everything from metabolism, cognitive function and mood balance.

JUSTIN PRINCE / Co-Founder “

We have a very simple name that’s action oriented. It’s about making a difference.

Bioactive Precision Peptides are natural cell-signaling messengers that work with your body to help it perform at its best—designed to deliver the right message, at the right time, to the right places. These peptides act as powerful messengers, delivering targeted instructions to optimize metabolism, muscle recovery, cognitive function and overall vitality.

MAKE Wellness has identified and extracted these peptides from all-natural plant sources, delivering potent and effective formulations that support physical performance, weight management, rest, energy, hydration and focus.

“The supplement industry is crowded with noise and trend-forward ingredients that may be more hype and hyperbole than substance,” shared Robert Finigan, Co-Founder and Chief Marketing Officer. “We had the opportunity to do something different.”

From Launch to Long Game

The team was ready. The science was proven. It was time to launch. The MAKE team’s go-to-market strategy included a pre-enrollment period and a pre-launch which allowed the company to get systems and teams in place.

In this October 2024 pre-launch, the executive team projected to reach $400,000 in the first week of sales. Within five days, MAKE Wellness had sold $7.2M of product. Expecting a drop, the team was blown away by an even bigger November and December, with each month building upon the last.

“We got off to a rocket ship start,” explained Tyler Whitehead, Co-Founder and Chief Operations Officer. “We did make some tough decisions, and some incorrect decisions (i.e. we broke stuff). Justin Prince and Justin Serra are really committed to winning with transparency. Our ability to address missteps quickly and clearly as well as incorporate our top leaders so they can help us lead through it was key to our early success.”

MAKE affiliates have hitched their wagons to this rocket ship of a company, growing from zero sales and revenue in October 2024 pre-launch to a $100M plus enterprise today with hundreds of thousands of customers. The team designed both the customer and affiliate experiences to be modern and frictionless, which rewards for influence, customer acquisition and value creation.

Affiliates have been drawn to MAKE not just for its peptide-focused product platform but the sheer caliber of its leadership. Beyond its impressive team of industry-veteran founders, MAKE has stacked its broader team with deeply experienced leaders from every area of the business, including product strategy, marketing, development and operations. Justin Prince’s founding mission and proven leadership philosophy set the stage for MAKE’s explosive launch and continued growth.

That mission is resonating with leaders, affiliates and customers alike. With high subscription reorder rates, a rapidly expanding field and even more growth on the horizon, the members of the MAKE community are building a brand that shows no signs of slowing down.

“We have something so special,” shared Justin Prince, Co-Founder. “We have a very simple name that’s action oriented. It’s about making a difference. And if you can become the best you, you can also become the best spouse, the best parent, the best community member. Then suddenly, your community is stronger, the world we live in is stronger. And I think we all need that.” DSN

REALTY OF AMERICA / AN UNEXPECTED AMERICAN DREAM

BY JENNY VETTER

E

DDIE GARCIA NEVER INTENDED TO LEAD A MULTI‑BILLION DOLLAR NATIONWIDE REAL ESTATE

BUSINESS. After successfully building one of the top real estate companies in Chicago, his plan was simple: marriage, family, a home on a quiet mountain where he could build a new kind of success. But his dreams had other plans.

Realty of America is Eddie’s dream, a company he co-founded in late 2024 with Mark Dimas, one of the nation’s top realtors. We’re excited to celebrate the remarkable growth of Realty of America as we honor them with this year’s Bravo Growth Award and share the powerful story behind their success.

The Beginning

The older version of real estate was very siloed. Our version of the world is that there’s enough money for everybody.

EDDIE GARCIA / Co-Founder & CEO “

A son of immigrant parents, Eddie knows life below the poverty line better than most executives. His father brought the family to Chicago, where they shared a one-bedroom apartment with 11 other people. Undocumented until 13, Eddie watched the path ahead of him take shape and decided early on to break the cycle.

“I share that story because it really defined who I wanted to become,” he explained. “I wanted to become a successful businessperson and create my version of the American dream.”

His road to real estate wasn’t easy; his first experience left him taken advantage of and penniless. But Eddie learned about integrity, generosity and how he could—once again—choose to live a different life than what had been modeled for him. His next attempt at real estate was a powerful launching pad, and by the age of 26, Eddie was a millionaire.

He brought childhood friends onto his new path, creating opportunity and breaking cycles of poverty in his community. He scaled Realty of Chicago into the 11th largest real estate company in the city; built out a full portfolio of supporting businesses; and by his late thirties was ready to step back and live that mountaintop family dream. But one evening would change all of that.

The Dream

In July 2023, just when Eddie was set to retire, he woke from a larger-than-life dream. He’d had a vision of Realty of America, a virtual, national brokerage with a revenue-sharing model that could redefine the real estate experience. That morning, he called Mark Dimas and shared his vision for the company.

“I said, ‘I think if we joined forces—if you close your company; I close my company; and we unite—we could build a national brokerage.’”

One year, countless conversations, a powerhouse team and solid plan later, Realty of America opened in September 2024, launching in 23 markets.

“Every person on our leadership team was handpicked,” he explained. “Each is one of the best mentors, one of the best builders—just great humans with incredible stories. We call ourselves the Avengers.”

This powerful team has achieved more in its short history than most brokerages will ever see. In 2025, Realty of America reported nearly $4B in transaction volume and more than $4.5M paid out in revenue share.

Eddie believes ROA’s success lies in the revenue-sharing model, the magnetism of his leadership team and the collaborative agent culture that’s truly rare in the competitive world of real estate.

“The older version of real estate was very siloed. Our version of the world is that there’s enough money for everybody.”

The Vision

With no debt and no investors other than Eddie himself, Realty of America has huge goals for 2026 and beyond.

When Eddie and Mark launched the business, they hoped to onboard 5,000 agents and pursue a public offering within five years, but ROA’s momentum has exceeded every target. Today, they’re targeting 7,000 agents, $8B-$10B in revenue and 10 new states—all in 2026. Powered by in-house technology that makes onboarding and remote work frictionless, the company is ready for more explosive growth this year.

But that doesn’t mean Eddie’s mountaintop dream has fallen by the wayside. He and his wife purchased their mountain home in late 2025 and will welcome their daughter this spring.

“I never wanted to be the richest person in the world,” Eddie shared. “I just wanted to get out of poverty. So now that God blessed me with all this, I wanted to make sure that I was able to leverage that and help others become successful. And in business, you can’t become successful if you’re the only one making money.”

Our congratulations to Eddie, Mark and the entire Realty of America team on this exciting award! DSN

BRAVENLY GLOBAL / ROOTED IN CULTURE

BY CHELSEA HUGHES

THE BRAVO IMPACT AWARD HONORS THE ACHIEVEMENTS

OF WELL‑ROUNDED COMPANIES that take a holistic, measured and incremental approach to growth, innovation, operational integrity and excellence. Guided by its mission of “setting people up to win in a way that embodies courage and integrity to make a lasting impact,” Bravenly Global has consistently demonstrated these values while steadily expanding its business.

This year, Direct Selling News is proud to recognize Bravenly Global as the recipient of the Bravo Impact Award.

Seeds of Success

Bravenly Global launched in 2020 with a small lineup of nutritional supplements designed to support energy, metabolism and everyday health.

From the outset, Co-Founders Aspen and Brent Emry envisioned something bigger than just a successful product company—they wanted to build a brand rooted in a robust and meaningful culture where people could pursue better health, enjoy a community and invest in ongoing personal and professional development.

“When Brent and I started Bravenly, we wanted to create something different—where people feel supported with ample room to grow,” recalled Aspen, who serves as Co-Founder and CEO. “We’ve always believed that if you take care of people, operate with integrity and stay present as founders, the business will succeed naturally.”

As interest in wellness and flexible work opportunities exploded during the pandemic, so did Bravenly—expanding its product line and network of Brand Partners across the United States while gaining momentum within the direct selling industry.

“It was thrilling to watch Bravenly take off during those uncertain times,” Aspen said. “But to have staying power, Brent and I knew we needed to maintain focus on our culture. Incredible things can take shape in an environment where people feel connected and supported.”

Cultivating Growth

Today, the company continues to emphasize clean ingredients, supportive community and the idea that improving your health and building a business can go hand in hand. That vision fueled a major year in 2025, when Bravenly crossed the $100 million mark in annual revenue and welcomed more than 100,000 new families as Customers or Brand Partners— remarkable milestones for a company founded just a few years ago.

The Emrys credit the company’s success to several factors, including their deliberate blend of modern entrepreneurship and genuine human connection. “From the beginning, Bravenly set out to bridge the gap between traditional relationship-driven direct sales and the fast-moving world of social media,” Aspen explained. “Brand Partners can grow their businesses online while still experiencing the authentic community generated through conferences, incentive trips and in-person events.”

Equally central to the company’s momentum is its focus on leadership development. Rather than simply teaching people how to sell products, Bravenly emphasizes confidence, communication, mentorship and personal growth. The Emrys and their corporate team remain closely involved with their field, regularly attending events and engaging directly with Brand Partners to promote transparency and lead by example.

An emphasis on core values is another defining element of Bravenly’s success—specifically, its pillars of courage, integrity and impact. “What we’re most proud of is the community that has blossomed around those values—friendships that have formed; leaders who have stepped into confidence; and families who have created new opportunities for themselves,”

Incredible things can take shape in an environment where people feel connected and supported.

ASPEN EMRY / Founder & CEO “

Aspen said. “Remaining founder-owned and debt free allows us to make decisions that protect our values and support the long-term health of the company and the people building it.”

In Full Bloom

Looking ahead, Bravenly Global is preparing for international expansion in 2026 while continuing to invest in the product development and infrastructure needed to sustain its upward trajectory. “As we move into this next phase, Brent and I will remain connected to the field—through events, conversations and daily leadership,” Aspen said. “We still want people to feel like they’re part of something personal.”

Bravenly is truly a family affair for the Emrys. Aspen, Brent and their children all play pivotal roles in the company’s success. The Emrys believe the path forward remains simple: lead with integrity, stay grounded in core values and offer opportunities that genuinely improve people’s lives. At the same time, success must never come at the expense of culture.

“While there are many factors behind our growth, it boils down to culture,” Aspen added. “When culture is done right, you see it in the community that forms—people supporting one another, gaining confidence and creating something meaningful together. That’s the real secret to our success. If we can protect our culture and continue scaling, we’ll know we’re doing it right.”

Congratulations to the Emrys and the entire Bravenly Global team on receiving the Bravo Impact Award! DSN

BY JENNY VETTER

A GREENWAY GLOBAL / BUILT TO DELIVER MEANINGFUL RESULTS

FTER ITS FIRST YEAR OF OPERATION, THE REVENUE OF COMPANIES under the Greenway Global brand worldwide totaled $49M. By 2025, that figure had grown to $372M. During the same period, operations expanded from one market to 64 countries.

Greenway Global’s brand unites five established brands under a single vision, creating a global community connected by a shared mission.

Behind this progress is a team that is just as dedicated to achieving its goals as it is to growth. Greenway Global’s management team worldwide is building a system that combines environmental responsibility, human relationships and ethical business principles.

Direct Selling News is pleased to honor Greenway Global with the Bravo Impact Award, recognizing companies that take a holistic, measured approach to growth, innovation and operational excellence.

“

Business results are created collaboratively, not top down.

SVETLANA SEMENOVA / CEO

Integrity at Every Touchpoint

“At Greenway Global, impact begins with responsibility,” shared Isabelle Laroque, Member of the Global Strategic Council.

CEO Svetlana Semenova agreed, “Products, people and purpose align, making a real impact not only on the planet but also on how business is conducted.”

That philosophy is embodied by the “Eco-Cube” concept, which forms the foundation of the Greenway Global brand and defines every aspect of the business. From product development to partner support, the model emphasizes environmental stewardship, strong relationships and ethical decision making.

Environmentally, Greenway Global focuses on safe, plant-based products designed to reduce harmful chemical use and promote more conscious consumption. Socially, it has built an international community uniting partners from dozens of cultures. Ethically, the business development concept under the Greenway Global brand, implemented worldwide, emphasizes transparency and accountability in its operations and growth.

This commitment has produced tangible results. In the past year alone, Greenway Global’s efforts have prevented the use of more than seven million liters of chemicals, avoided over 580,000 square meters of cellophane and reduced plastic use equivalent to more than 16 million bottles.

A Unified Global Vision

One of the key drivers of growth for Greenway Global has been the brand’s ability to unite operations worldwide under a single mission.

Over the past few years, Greenway Global has initiated and continues to successfully collaborate with numerous well-known brands, including DLG, Empireo, Armelle, Beverone, Forise and others, creating a broader product range and a more diverse international presence.

This collaboration strengthens both the business’s infrastructure and its global presence, allowing Greenway Global to expand rapidly while maintaining a consistent identity across markets.

At the same time, Greenway Global has built a product catalog of more than 1,000 items spanning home, beauty and health. Many of these offerings reflect Greenway Global’s commitment to sustainability, including its well-known Green Fiber cleaning products, which are designed to be effective without the use of chemicals.

From packaging choices to ingredient sourcing, environmental considerations remain central to product development, reinforcing Greenway Global’s broader mission worldwide.

Results in Practice

Greenway Global’s mission extends beyond products and into the experiences it creates for its partners.

Greenway Global has built a global ecosystem centered on education, mentorship and personal development. Through comprehensive training programs, digital tools and international events, partners gain opportunities to not only build businesses, but to grow personally and professionally.

“One of Greenway Global’s key achievements last year was strengthening our international infrastructure while maintaining stable growth

across key markets,” Svetlana said. “Because business results are created collaboratively, not top down.”

That collaborative approach is reflected in Greenway Global’s growing global presence. In 2025, Greenway Global hosted 42 events across 16 countries, bringing together partners, clients and leaders to discuss Greenway Global’s shared mission.

These gatherings reinforce a culture built on shared goals—a culture that transcends geography, language and background.

Expanding Global Impact

The past year marked a significant period of expansion for Greenway Global. New markets have been added in Colombia, Thailand, Taiwan, Malaysia and Singapore, expanding the total presence of companies operating under the Greenway Global brand to 64 countries supported by 23 operational offices worldwide.

But for Greenway Global and its founders, growth is measured by more than just scale.

Greenway Global views its expansion as an opportunity to continue its mission of responsible entrepreneurship—demonstrating that a business can grow globally while remaining true to its core values.

Beyond commercial goals, Greenway Global’s mission also includes environmental and social initiatives. Programs like the Clean Walk campaign have mobilized thousands of participants across different countries, reaffirming the Greenway Global community’s commitment to the principles of sustainable development through direct action.

Built for the Future

As Greenway Global looks ahead, its focus remains on scaling responsibly while continuing to innovate in both product development and community growth.

According to Isabelle, “Our future lies in responsible scaling, sustainable innovation and inspiring millions of people around the world to create positive change.”

Impact is not a one-time initiative or the achievement of a major business milestone, but a continuous process shaped by the alignment of goals, people and results. That commitment has allowed it to become a model of responsible growth in the direct sales channel.

Congratulations to the entire Greenway Global partners on their well-deserved Bravo Impact Award. DSN

ZINZINO / A MISSION WITH MOMENTUM

BY JENNA LANG WARFORD

THE BRAVO IMPACT AWARD HONORS COMPANIES

that take a thoughtful, balanced approach to growth—prioritizing innovation, operational integrity and long-term sustainability. Over the past two decades, Zinzino has embodied that approach, evolving from a small Scandinavian startup into a global life science company rooted in purpose and precision.

This year, Direct Selling News is proud to recognize Zinzino as a recipient of the Bravo Impact Award.

A Foundation Built on Purpose

When Hilde and Ørjan Sæle founded Zinzino in 2005, their vision extended beyond building a successful business. They set out to create a company that would help people make better health decisions while offering a model grounded in integrity and long-term value.

What began as a coffee startup has since transformed into a leader in test-based, personalized nutrition—centered on a simple philosophy: test, don’t guess.

That focus has fueled steady, intentional growth. By 2024, Zinzino reached $200M in annual revenue and earned a spot on the DSN Global 100 list. In 2025, the company continued its momentum with 80 percent year-over-year growth ($362M in annual revenue) and an ambitious long-term vision to reach 100 million customers worldwide.

A Customer-First Approach

At the heart of Zinzino’s success is a commitment to building a business driven by product value rather than recruitment. “A lot of the industry has been recruitment led,” said Ørjan. “We chose a different route: product-led growth and real customer value.”

That philosophy is embedded across the company, including its compensation plan, which emphasizes active customers at every level. By prioritizing genuine product demand, Zinzino has created a model designed for long-term sustainability.

The company’s evolution into a life science organization reflects that same commitment. Its portfolio of science-backed nutritional products and home health tests empowers customers to better understand their bodies and make informed decisions on their lasting health—an approach that continues to resonate in a growing global wellness market.

Expanding with Intention

Zinzino’s growth strategy has been both deliberate and disciplined. While the company has expanded its global footprint, it has done so with a focus on alignment—ensuring that new opportunities support its culture and long-term vision.

Recently, Zinzino strengthened its presence in key markets through the acquisitions of Zurvita (2025) and It Works! (2026), expanding its reach across Europe and North America while enhancing its wellness offerings.

But for Zinzino, acquisitions are not the primary driver of success—they are a complement to it. “Acquisitions aren’t our main growth engine,” Ørjan explained. “Long-term success still comes from organic growth and culture.”

This disciplined approach has allowed the company to scale while maintaining the values that define its identity.

Leading from the Field

One such element is the connection between its leadership and its field. Ørjan and Hilde built their business from the field up, and that experience continues to shape how the company operates. Their perspective provides a clear understanding of what distributors need to succeed and helps ensure that systems and support remain practical and effective.

“We’ve lived the reality—what works, what doesn’t and what people actually need to succeed,” Ørjan shared.

Acquisitions aren’t our main growth engine. Long - t erm success still comes from organic growth and culture.

ØRJAN SÆLE / Founder & CEO

That hands-on approach has helped foster strong alignment between corporate leadership and the field, creating a culture where feedback is valued and collaboration drives progress.

A Culture of Connection

As Zinzino has grown, its culture has remained a defining strength. The company emphasizes community, leadership development and meaningful connection among its distributors and customers.

That culture was on display in 2025, when thousands gathered in Oslo, Norway for the company’s annual event, with many more joining online from around the world. These moments reflect not just growth, but a shared sense of purpose across the organization.

Beyond business, Zinzino continues to make an impact through its philanthropic efforts. Through its Glocal Aid initiative, the company provided full scholarships to more than 1,500 children in 2025, extending its mission beyond health and into global support.

Built to Last

Zinzino’s story is not one of rapid expansion, but of steady, intentional growth built on strong fundamentals. By focusing on validated product quality, customer experience and community, the company has created a model designed to endure.

Rather than pursuing growth at any cost, Zinzino has remained committed to scaling in a way that aligns with its values—prioritizing sustainability over speed and long-term impact over short-term gains. As the company looks ahead, its path remains clear: continue building products that deliver real value, a business people can trust and a community that supports growth at every level.

Congratulations to Zinzino on receiving the Bravo Impact Award. DSN

BY CHELSEA HUGHES INNOVATOR AWARD

ELLI E MD / EXPANDING HEALTHSPAN, REDEFINING CARE

INNOVATION IN HEALTHCARE OFTEN BEGINS by challenging the way things have always been done. For EllieMD, that challenge centers on a simple but important shift: focusing not just on how long people live, but how well.

From the outset, the company was built around the belief that the traditional medical model often reacts to disease rather than addressing the underlying factors that shape long-term wellbeing. EllieMD’s mission is to help individuals take a proactive role in their health through personalized care, education and community support—expanding healthspan—the number of years people live with energy, strength, cognitive clarity and independence.

“Our belief is simple,” said Hanieh Sigari, Founder and CEO of EllieMD. “When you empower individuals with knowledge, tools and community, you don’t just change health outcomes. You change the trajectory of lives.”

“

When you empower individuals with knowledge, tools and community, you don’t just change health outcomes. You change the trajectory of lives.

HANIEH SIGARI / Founder & CEO

This focus on healthspan reframes how care is delivered. Rather than targeting isolated symptoms, EllieMD is built around helping individuals sustain long-term vitality—supporting both how long they live and the quality of those years.

By combining telehealth technology with physician-guided therapies and a communitybased model, the company has created a platform designed to support whole-person health. For developing a model that merges technology, healthcare and community, DSN is proud to recognize EllieMD with a Bravo Innovator Award.

Rethinking the Healthcare Model

EllieMD’s innovation strategy begins with a broader view of health. Instead of focusing on a single condition, the company addresses how factors like sleep, stress, hormones, nutrition and lifestyle intersect to influence long-term outcomes.

Its telehealth platform connects patients with board-certified physicians licensed in their state and licensed pharmacies. Patients can access physicianguided therapies—including peptide protocols and personalized wellness programs with ongoing support and accountability. Brand Partners introduce patients to the platform’s products and services.

As new therapies gain attention across the wellness landscape, EllieMD has focused on building the infrastructure needed to deliver them responsibly. Through partnerships with physician networks and 503A and 503B licensed pharmacies, the company ensures patients receive care under proper medical supervision.

This approach reflects a shift away from reactive care and toward a model designed to support sustained, long-term health.

Beyond Trends in Weight Loss

Few developments have reshaped the wellness conversation as dramatically as the rise of GLP-1 medications. These therapies have created new opportunities for individuals seeking support in their health journeys.

But for EllieMD, weight loss is not the focus—it is one outcome within a much broader approach. “The future of weight loss is not simply about medication,” Hanieh explained. “The future is personalization and long-term holistic wellbeing.”

Rather than centering care around weight alone, EllieMD’s model considers the full picture of health. That perspective allows the company to support meaningful, sustainable change. Patients can choose between oral or injectable therapies and receive formulations tailored to their individual needs, supported by tools and education designed to reinforce long-term progress.

Looking ahead, EllieMD plans to expand this approach by integrating wearable health data, diagnostic testing and bloodwork into care protocols, creating a more dynamic and responsive model of care.

Building the Infrastructure for Innovation

While EllieMD’s platform represents a major step forward, the company believes innovation must extend beyond treatment protocols.

A major milestone in 2025 was the launch of EllieMD’s partnership with dedicated pharmacy provider CLOVERx, enabling more customized formulations and flexible treatment pathways.

EllieMD has also redesigned the patient experience to better support sustainable health improvements. Wellness guides, tracking journals and measurement tools help shift the focus from short-term results to long-term progress.

“We’re advancing innovative solutions for injectable therapies, with a focus on administration and medication integrity,” Hanieh explained. “This year, we’re developing proprietary, in-house peptide pens and cartridges.”

Together, these elements create a more intentional experience—one designed to reinforce lasting change.

A Healthier Future

EllieMD believes healthcare is entering a transformative period as technology, data and medical science converge.

Artificial intelligence, wearable devices and advanced diagnostics are making it possible to personalize care in new ways, while the direct selling channel continues to provide a platform for education, community and connection.

For Hanieh, the ultimate measure of innovation is its impact on everyday life. “At EllieMD, every additional healthy year matters.”

That belief continues to guide the company as it expands its platform and builds a global community centered on healthspan.

The Bravo Innovator Award recognizes not just EllieMD’s technology, but the mission behind it: helping individuals live healthier, more empowered lives. DSN congratulates the entire EllieMD team on their Bravo Innovator Award win. DSN

RIMAN / A TRADITION EVOLVES

BY JENNY VETTER

KOREAN BEAUTY IS STEEPED IN RITUAL— practices that have been passed from one generation to the next, rooted in the healing power of nature. Balance, care and prevention are all principles of this ancient way of caring for oneself and others. South Korean beauty and wellness luminary RIMAN has grounded its product collection in these long-preserved traditions, leveraging the power of Centella asiatica, otherwise known as cica, tiger grass or by its Korean name, “byoungpool,” to nourish the skin.

“

Innovation, for us, begins at the ingredient level. We prioritize exclusivity wherever possible to create products that stand out from the rest.”

JOONGHYUN AHN / Founder & Chairman

However, the company went beyond simply spotlighting an ingredient, instead adopting it as holistically fundamental transformational in its personal care potential. RIMAN developed a proprietary variety of Centella asiatica, building not only a full value chain control system around it, but an ecological home for its dependable growth RIMAN chose Jeju Island, a UNESCO Heritage Site and South Korea’s largest island, as the home for its Smart Farm, ASK Laboratory Research hub and ASK Base manufacturing facility, giving the company “seed-to-skin” control of its ingredients.

RIMAN’s innovations set its work apart, making it a standout selection for our Bravo Innovator Award.

Guided by Responsibility

While innovation is at the center of RIMAN’s pursuit of transformational beauty and wellness, responsible stewardship of the earth and its resources are the company’s North Star. RIMAN’s proprietary cultivar of Centella asiatica, known as Giant BYoungPool™, was granted a 20-year plant patent by the Korea Forest Service and later received Plant Variety Protection (PVP) by the United States Department of Agriculture. This modern act of preservation ties RIMAN’s present to the centuries-old relationship between Korean skincare and the natural world.

“In the operation of our Smart Farm, carefully cultivating our patented Giant BYoungPool, to the processing of these leaves at our ASK Base manufacturing facility on Jeju Island, we are able to practice and respect a sincere responsibility to produce efficacious and safe beauty products,” shared RIMAN Founder and Chairman Joonghyun Ahn. “The guiding philosophy of RIMAN’s products is harnessing rich Korean tradition with novel innovation, and this vertical integration in our exclusive plant proves a quintessential opportunity to embrace this philosophy.”

Committed to Excellence

RIMAN’s Smart Farm on Jeju Island is the result of rigorous trial and error, partnership with experts in smart farming technology and precision testing of every variable and extraction method. Unlike conventional Centella asiatica, Giant BYoungPool features significantly larger leaves and a richer concentration of phytonutrients, which makes it particularly valuable as a cosmetic raw material. Recognizing this potential, RIMAN has focused on cultivating and studying this unique strain under carefully controlled conditions.

“We used science at every level, practicing our responsibility as the patent holder of Giant BYoungPool to offer its greatest form to our consumers as a raw material in formulation,” shared Ahn. “RIMAN’s formulations do not simply contain Centella asiatica—they contain science in a tangible format, promising a potent opportunity for transformation in personal care.”

RIMAN owns and operates two main hubs for research and innovation, ASK Labs and ASK Base. At ASK Labs, the company collaborates frequently with the Korea Research Institute of Bioscience and Biotechnology (KRIBB) to explore ingredient sourcing and formula application, innovating at the raw material level. ASK Base is the company’s premier ingredient manufacturing and processing facility, where RIMAN scientists are producing their own raw materials for formulation, such as camellia seed oil, camellia petals, nettle, mugwort and—of course— Giant BYoungPool.

“Innovation, for us, begins at the ingredient level,” added Ahn. “We prioritize exclusivity wherever possible to create products that stand out from the rest. As of today, we currently utilize 20 patented ingredients across our product offerings.”

Inspired by Hypothesis

Korean beauty has endured through both tradition and evolution. Its ingredient-focused rituals have remained, but its methods have changed over time, as skincare pioneers have asked questions and improved formulations.

“The guiding principle behind the establishment of our scientific hubs is that ‘the ASK will find the answer,’” said Ahn. “In this, we recognize the beauty in hypothesis creation and how important it is to ask questions; discover answers to those questions; and start the whole process anew. For RIMAN, innovations will always be on the horizon, and we are committed to continuing to transform scientific discoveries into products that deliver meaningful benefits in personal care and wellness.”

RIMAN has demonstrated deep care for the earth and its powerful ingredients, as well as a steadfast pursuit of innovation and technology that aligns with its commitment to sustainability. We celebrate with Ahn and the entire RIMAN team as they accept this well-deserved award! DSN

GLOBAL GOOD AWARD

HERBALIFE / A MISSION ROOTED IN HELPING OTHERS

BY JENNA LANG WARFORD

THE BRAVO GLOBAL GOOD AWARD RECOGNIZES

DIRECT SELLING COMPANIES that demonstrate a proactive, sustained commitment to environmental sustainability, philanthropy and social responsibility. It honors organizations that have made giving not a department, but a defining characteristic of how they do business.

This year, Direct Selling News is proud to recognize Herbalife as the recipient of the 2026 Bravo Global Good Award.

Building Better, Healthier, Balanced Lives

With $5B in annual net sales and approximately two million independent distributors operating across the globe, Herbalife has built one of the most expansive networks in direct selling. From the beginning, its commercial growth and community impact have never been separate concerns. They are—by design—equal parts of the same whole.

From the beginning, the company has understood that nourishment could greatly improve the quality of people’s lives, which is why Founder Mark Hughes launched the Herbalife Family Foundation (HFF) as an independent public charity in 1994. Its legacy is firmly rooted in the belief that access to good nutrition affords people the opportunity to become the best versions of themselves, mentally, physically and emotionally. As Chief Marketing Officer, Hanan Wajih explained, “His vision was centered on helping people live healthier, better lives. That philosophy became the cornerstone of HFF, which continues to guide our efforts today.”

A Mission Measured in Impact

The flagship expression of that commitment is Casa Herbalife, a program in continuous operation since 1998, that awards grants to nonprofits providing children with access to nutritious meals, educational resources and safe environments.

In 2025 alone, HFF distributed $5M in grants to more than 165 organizations across 60 countries and territories, contributing to a cumulative global investment of more than $60M and reaching over 200,000 children annually.

What makes those numbers more significant is how they’re generated. Herbalife’s independent distributors are at the center of the fundraising effort. Because they’re embedded in the communities they serve, they bring a local, personal dimension to these programs. According to Hanan, “It creates a shared sense of purpose where distributors and employees are all contributing to something larger than themselves.”

The result is a philanthropic model that doesn’t exist outside the business—it’s woven into it.

It creates a shared sense of purpose where distributors and employees are all contributing to something larger than themselves.

HANAN WAJIH / Chief Marketing Officer

Empowering Communities

The range of Herbalife’s 2025 initiatives reflected the breadth of its reach. Central to that impact is a long-standing belief in the power of sports to inspire healthy habits and strengthen communities. This is exemplified through Herbalife’s 20-plus-year partnership with the LA Galaxy, which includes support of the LA Galaxy Special Olympics Unified Team, as well as local initiatives such as the development of mini pitches across Los Angeles, backpack distributions and nutrition education programs for students at several schools.

Herbalife’s commitment to expanding access to sport also includes a strong focus on women and girls. In 2025, the company served as the Official Nutrition and Hydration Partner for the Women’s College All-Star Combine and All-Star Game during championship weekend and launched the EmpowerHer Performance Basketball Clinic Tour, hosting clinics that bring free, elite-level training directly to aspiring young female athletes across the US.

The company has also supported broader health and wellness initiatives, sponsoring last year’s Desert Smash and making a donation to the WTA Foundation’s Global Women’s Health Fund, helping advance awareness around critical health issues.

Infinite Impact

Herbalife operates with the same long-term orientation for good. The company has pursued sustainable practices, launching its first solar-powered office space in Costa Rica and partnering with My Green Lab to earn green lab certification for its company-owned laboratories around the world.

The company also maintains long-standing community partnerships, including its decade-long collaboration with the American Red Cross, providing product donations that support blood donation centers and its work with the World Food Programme to help address food insecurity globally.

Herbalife entered 2026 with strong momentum, including a 19 percent year-over-year increase in new distributors in Q4 of 2025 and an evolving strategy centered on personalized nutrition, digital tools and community engagement. While the company earned the Bravo International Growth Award in 2021, the 2026 Bravo Global Good Award reflects something different: a sustained, decades-long commitment to doing business in a way that serves communities. Hanan sums it up beautifully. “Our focus is on continuing to build on the impact we’ve created and staying true to our mission.”

Congratulations to the Herbalife team and the Herbalife Family Foundation on receiving the 2026 Bravo Global Good Award. DSN

NEORA / MAKING PEOPLE BETTER

BY JENNY VETTER

OUR DSN GLOBAL CELEBRATION HONORS THE BEST OF THE DIRECT SELLING CHANNEL: the leaders and organizations that are advancing the industry through outstanding achievements, breakthrough innovations and meaningful impact on both people and planet.

Those achievements come in many different forms. And one we consider vital to the continued growth and viability of the channel is consistently championing personal development. That is why this year, we have debuted a new honor—the Bravo Empowerment Award celebrating an organization that has intentionally incorporated personal development across every area of its operations.

AMBER OLSON ROURKE / Co - Founder & Co-CEO “

Community isn’t just a part of our culture; our community is our strategy.

mpowerment requires a proactive approach to teaching, inspiring and investing in people. Authentic, consistent empowerment leads to entrepreneurs who grow confidently; corporate team members who feel known and supported; and top leaders who inspire others.

It was clear to us that the first Bravo Empowerment Award should be given to a company and leadership team that has baked personal development into every facet of their business from Day One. And we are thrilled to celebrate the team at Neora with our inaugural Bravo Empowerment Award.

The Slight Edge

Neora’s mission of “making people better” has never wavered, guiding its leadership through 15 years of highs and lows, battles and victories. This mission isn’t a feel-good nicety; it’s a commitment woven throughout Neora’s onboarding, operations and decision making.

From the moment they open their enrollment boxes, new Brand Partners are brought into the mission-centered fold, guided through new approaches to living, working and seeing the world.

Co-CEO Amber Olson Rourke and her team leverage the power of The Slight Edge, a USA Today bestseller authored by her father, Co-CEO Jeff Olson. The Slight Edge has sold over four million copies and has been one of the most highly regarded books in the entrepreneurial space for over two decades. The book’s philosophy of making small, actionable choices and watching those decisions compound over time into big changes is the foundation of how Neora empowers new and existing entrepreneurs.

“Many of our top income earners didn’t have any experience in sales or direct selling when they started,” Amber explained. “They’re moms, nurses, teachers, lawyers. The amount of time we spend really helping people develop their mindset, their confidence, the way they think and the philosophies they hold, allows people of all different backgrounds to start from a very small goal and scale it over time—all the way to generationally changing their family’s lives.”

Neora has integrated mentorship, personal development and mindset coaching into every part of the business. From book clubs to 10-week mindset mastery programs to targeted curriculum that focus on specific philosophies, the opportunities to grow at Neora are everywhere you look.

Brand Partners are encouraged to focus on the mundane, the daily decisions that are easy to overlook, because that’s where the Slight Edge disciplines have the most potential for lasting change.

“Success is found in those boring, mundane things that you do every day,” Amber shared. “When you come into Neora, we’re going to teach you how to be great at social selling, but we also want to help you be the best, highest version of yourself in all aspects of your life.”

Making People Better

Neora is also the force behind the Live Happy website and podcast with a mission to inspire and empower people to make the world a happier and healthier place with hands-on tips rooted in the science of positive psychology. Co-Founder Jeff Olson was instrumental in supporting the creation of the International Day of Happiness, and each year Neora shares and celebrates this tradition with happiness walls and local community events across the country.

And no discussion of Neora’s legacy of being positive force for good would be complete without mentioning their philanthropic arm, The Neora Ripple Foundation. The Olsons believe that kindness is infectious, and through the foundation, the company has raised more than $6M for people in need through their partnerships with Big Brothers Big Sisters and World Vision.

Human connection is everything at Neora and will only become more important as the company continues to grow and build. “Community isn’t just a part of our culture; our community is our strategy,” Amber explained.

The Bravo Empowerment Award is new, but the commitment it celebrates is not. For 15 years, empowerment has been a part of Neora’s DNA and that genuine desire to make people better will see more Brand Partners grow into stronger entrepreneurs, and—more importantly—into the best versions of themselves.

We congratulate Neora on this well-deserved, inaugural award. DSN

SUPPLIER AWARD

INFOTRAX / POWERING THE BUSINESS BEHIND THE BUSINESS

BY JENNA LANG WARFORD

TTHE BRAVO SUPPLIER AWARD RECOGNIZES COMPANIES

that play a critical role in strengthening and advancing the direct selling channel. From innovation to operational excellence, these partners provide the infrastructure that allows companies to grow, adapt and thrive.

Nearly five decades into its journey, InfoTrax has become one of the most trusted names in commissions technology— helping companies ensure accuracy, build confidence and create sustainable field organizations.

Direct Selling News is proud to recognize InfoTrax as this year’s recipient of the Bravo Supplier Award.

Built Alongside the Channel

InfoTrax’s story is closely tied to the evolution of direct selling itself. The company’s origins date back to 1977, when a college student created a simple program to help his brother, a Shaklee distributor, track commissions at a time when many distributors calculated earnings manually.

That early solution laid the foundation for what would become InfoTrax Systems, formally established in 1998 and now widely recognized as a leader in commissions software.

Over the years, as the channel evolved from paper tracking to digital systems, InfoTrax evolved alongside it—adapting to new technologies while maintaining a focus on one of the most essential aspects of the business: paying distributors accurately and on time.

“We’ve been here all along the way and seen the transitions,” shared Sean Smith, CEO of InfoTrax.

That perspective has allowed the company to anticipate change and help its clients navigate it with confidence.

Supporting Growth through Technology

As direct selling has become increasingly digital, InfoTrax has focused on ensuring its technology integrates seamlessly with the tools companies already rely on.

Rather than building competing platforms, the company has chosen to align with leading ecommerce systems, allowing clients to pair bestin-class selling tools with a robust commission engine designed to handle the complexities of compensation.

“We saw what was coming and knew we’d be better off letting our clients leverage class-leading tools for selling and using us for what we’re great at: commissions,” Sean explained.

At the center of this approach is the company’s FlexCloud platform, which provides real-time commission processing and supports organizations ranging from early-stage startups to global enterprises. But for InfoTrax, technology is only part of the equation.

Beyond Software

What distinguishes InfoTrax is the role it plays as both a technology provider and a strategic partner. The company works closely with clients to evaluate compensation structures, using data to help identify opportunities for improvement and alignment.

“Everything you do in compensation is actually purchasing a behavior,” Sean explained. “Are you purchasing the behavior you want?”

That insight shapes how companies approach everything from early earnings to long-term retention—helping them build compensation plans that support both growth and sustainability.

InfoTrax’s data insights reinforces the importance of early success for new distributors, highlighting how initial earnings can influence engagement and long-term participation.

Meeting a Changing Workforce

As the gig economy has reshaped expectations around income and flexibility, InfoTrax has helped companies adapt their commission strategies to remain competitive.

Faster, more visible payouts have become increasingly important, particularly for new distributors who are comparing opportunities across industries. “We have to understand that’s our competition at the new earner level,” Sean noted.

By helping companies move toward more frequent commission cycles, InfoTrax enables them to meet evolving expectations while still maintaining the structure needed for long-term business building.

A Foundation of Trust

In direct selling, few things are more critical than trust—and accurate commission payments are at the center of that trust.

InfoTrax treats commission reliability as foundational, with systems and support designed to ensure payouts are processed correctly and consistently.

The company provides 24/7 support for commission processing, recognizing that even a single error can impact distributor confidence and disrupt momentum within an organization.

We strive to be more than just a vendor clients write a check to.

SEAN SMITH / CEO

At the same time, its approach to client relationships remains highly collaborative.

“We strive to be more then just a vendor clients write a check to,” Sean said. “They can call our people and ask, ‘What have you seen work?’”

That partnership mindset has helped InfoTrax build long-term relationships with companies across the channel.

Looking Ahead

As direct selling continues to evolve, InfoTrax remains focused on helping companies navigate change while staying grounded in the fundamentals that drive success.

For Sean, the future of the channel is shaped by a balance between technology and human connection—leveraging digital tools to enhance, not replace, relationships.

“The playing field has changed in direct selling,” he said. “It’s taking companies time to adapt, but then they will maximize it.”

For InfoTrax, that means continuing to invest in innovation, stay close to the needs of the industry and ensure the companies it serves are equipped for whatever comes next.

Congratulations to Sean and the entire InfoTrax team on receiving the Bravo Supplier Award. DSN

This year, we have separated the Global 100 into two lists: product-focused companies and service-focused companies—each list populated by organizations with strong histories and bright futures.

THE 2026 DSN GLOBAL 100 100

RANKED by NET SALES IN 2025

GLOBAL 100 PRODUCT COMPANIES LIST

We are honored to present the 43 product-centric companies on the Global 100. For as long as direct selling has existed, it has been a conduit for powerful, transformative products to come to market. Through health and wellness, home goods, personal care and cosmetics and so much more—direct selling has always been at the crossroads of product innovation and integrity.

NOTE: There are several privately-held companies not represented on the list, some of whom have participated in the past, who opted not to report their

THE 2026 DSN GLOBAL 100 100

RANKED by NET SALES IN 2025

GLOBAL 100 SERVICE COMPANIES LIST

Services have become the most consistent source of growth and stability in direct selling, outpacing nearly every other category and representing more than $30B in annual US revenue.

Billion-dollar brands from real estate, financial services, essential services and more are fueling growth and setting records across the industry.

EVERYTHING we think you (and your field) should be reading, listening to and utilizing in order to stay engaged, informed and one step ahead.

BY CHELSEA HUGHES

PODCAST / How I Built This

HOSTED BY GUY

RAZ

How I Built This is a renowned podcast featuring well-researched interviews with founders who built iconic brands from the ground up. Guests share how they scale trust and culture, sharpen strategic thinking, stay resilient through growth seasons and lead with empathy. Raz’s background in global business, economics and storytelling allows him to draw out not just what worked, but why—making each episode a masterclass in leadership.

AI TOOL / Lumio AI

Instead of a generic chatbot, Lumio AI builds custom AI “workers” around real, day-to-day business workflows. It securely connects existing tools, including CRMs, ecommerce platforms and spreadsheets, then cleans and structures that data. Lumio combines rules with adaptive AI to drive decisions and push actionable next steps back to teams, making AI practical and dependable for non-technical businesses, allowing you to track performance, spot emerging sales trends and trigger timely follow-ups automatically.

Human Edge in the AI Age: Eight Timeless Mantras for Success

BY NITIN SETH

In a time when AI is rapidly reshaping how businesses operate, Human Edge in the AI Age offers a clear, human-centered approach to navigating AI disruption. Rather than focusing on what AI can replace, this book explores how we can maintain our human edge by cultivating eight uniquely human qualities. Seth reframes disruption as an opportunity for a new “Era of Entrepreneurs,” a renaissance where adaptability and purposedriven leadership drive growth.

“

Strive not to be a success, but rather to be of value.

—ALBERT

EINSTEIN

Our time and attention is being stolen by Big Tech—fueling distraction, addiction and even the growing mental health crisis. BePresent helps users reduce phone usage and reclaim focus by turning mindful phone habits into a game. It syncs with your phone’s screen time data and uses app-blocking, points, streaks, rewards and leaderboards to increase motivation. Many users report meaningful drops in daily screen time, along with improved productivity and happiness.

BOOK / Never Eat Alone

BY KEITH FERRAZZI & TAHL RAZ

Never Eat Alone is a modern classic that reframes success as the result of intentionally building genuine, generous relationships—not transactional networking. Blending personal stories with applied tactics, authors Keith Ferrazzi and Tahl Raz show how to meet people thoughtfully, follow up with purpose and add value so trust compounds over time. For entrepreneurs, it offers a playbook for turning everyday interactions like coffee chats, conferences and even emails into long-term allies, mentors and partners.

PODCAST / Daily Mastery

HOSTED BY ROBIN SHARMA

The Daily Mastery podcast is designed to help listeners maximize productivity, improve leadership and enhance personal growth. Hosted by Robin Sharma, bestselling author of The 5AM Club, the pod provides actionable daily insights on routines and mindset by focusing on daily habits, models and tactics. Episodes tackle topics such as growth, leadership, routine and wellbeing. Designed to deliver motivation and inspiration to entrepreneurs to help them face adversity, scale impact and grow personally and professionally. DSN

The GO-TO PODCAST for

Today’s

Direct Selling Executive

135+ episodes

200K+ views downloads

125+ unique guests

85+ unique companies represented — and we’re just getting started!

Indirect Tax is Expanding— Everywhere, All the Time

This is the structural shift direct selling leaders can’t afford to ignore in 2026.

BY NIKI HOCKING / SALES EXECUTIVE, AVALARA

FOR COMPANIES IN THE DIRECT SELLING CHANNEL, TAX COMPLIANCE HAS ALWAYS REQUIRED AGILITY.

But what we’re heading into in 2026 is not just another cycle of rate changes or administrative updates. It’s a structural shift. Governments—in the US and globally—are rethinking how they generate revenue. Sales tax, VAT and GST are increasingly at the center of that conversation. And for direct selling organizations operating across state lines and international borders, the implications are significant.

If your model includes independent distributors, cross-border fulfillment, subscription tools, service-based revenue or marketplace-style functionality, you are no longer simply managing tax rates. You are navigating a fundamental change in how jurisdictions define what is taxable; who must collect it; and how it must be reported.

IN THE U S , MANY STATES FACING REVENUE PRESSURES ARE broadening the tax base— PARTICULARLY AROUND DIGITAL GOODS AND SERVICES.

Why Indirect Tax in 2026 Is Changing

In the US, states facing revenue pressures are turning to sales tax as one of the most stable and expandable sources of funding. Rather than raising rates dramatically, many are broadening the tax base—particularly around digital goods and services.

At the same time, international governments are closing VAT gaps and modernizing compliance systems. The European Union’s “VAT in the Digital Age” (ViDA) reforms are introducing structured e-invoicing and near real-time digital reporting across member states. Countries in Asia Pacific and Latin America are investing heavily in e-invoicing, digital transaction logs and AI-driven audit capabilities.

The direction is consistent: more transparency, more digital reporting and broader definitions of taxable activity. For direct selling companies, this shift touches nearly every revenue stream.

Digital Tools and Service Fees Are No Longer Safe Assumptions

Historically, sales tax regimes focused on tangible goods. That model no longer reflects how modern direct selling organizations operate. Today’s revenue mix often includes:

n Distributor subscription fees

n Replicated website access

n Back-office CRM tools

n Digital training platforms

n Virtual events

n Service or fulfillment fees

n Platform or marketplace commissions

States are increasingly categorizing these as taxable digital services, data processing or software—depending on structure. The classification question is becoming as important as the rate itself.

Internationally, VAT regimes already treat many digital services as taxable at the point of consumption.

As digital reporting mandates expand, authorities gain greater visibility into these revenue streams. For leadership teams, the key question is not “Are we compliant today?” but “Have we mapped every revenue stream and confirmed its tax treatment jurisdiction by jurisdiction?”

Marketplace and Platform Exposure Is Growing

Another emerging global trend is shifting tax responsibility from individual sellers to platforms. In the US, marketplace facilitator laws have been in place for several years. In the EU, marketplaces are increasingly treated as “deemed suppliers” for VAT purposes. That means the platform—not the distributor—may be responsible for collecting and remitting tax on certain transactions.

For direct selling organizations operating hybrid ecommerce models, this creates strategic considerations:

n Are we considered the seller of record?

n Could our platform be treated as a marketplace?

n Who holds liability for VAT or sales tax in crossborder transactions?

As governments look for efficient collection mechanisms, platforms become attractive enforcement points.

INDIRECT TAX IS NO LONGER A BACK‑OFFICE ISSUE. IT IS A margin ISSUE. A scalability ISSUE. A risk management ISSUE.

The End of De Minimis and Cross-Border Complexity

The recent elimination of the US $800 de minimis threshold for low-value imports dramatically changed cross-border ecommerce. Shipments that once entered duty-free now require full customs documentation and classification.

Other regions are moving in a similar direction. Policymakers are considering reductions or removal of low-value import thresholds—including potential changes to the EU’s €150 threshold, and the United Kingdom is reviewing its own low-value import rules.

For direct selling organizations that ship starter kits, promotional items or small parcel orders internationally, this means:

n More rigorous customs classification.

n HS/HTS code requirements across product catalogs.

n Additional duties layered onto VAT or GST.

n Greater landed cost variability.

Low value does not mean low compliance anymore.

Digital Reporting Is Becoming the Norm

E-invoicing is no longer a pilot concept—it is rapidly becoming a baseline expectation.

The EU’s ViDA reforms will standardize digital reporting for cross-border transactions. India continues expanding its e-invoicing and GST integration requirements. China is codifying VAT enforcement into national law. Brazil is transitioning into a dual VAT structure during tax reform. Many of these systems rely on structured invoice formats and near real-time reporting to tax authorities.

For direct selling companies with international operations, the compliance burden is shifting from periodic filing to transaction-level visibility, which means:

n Systems must generate compliant e -invoices.

n ERP and tax engines must integrate seamlessly.

n Distributor-facing tools must support structured reporting.

Manual processes simply do not scale in this environment.

Enforcement Is Becoming Data Driven

Across jurisdictions, audit activity is increasingly supported by analytics and AI. In the US, states are leveraging better data to identify nexus exposure and exemption certificate gaps. Internationally, tax authorities are matching invoice data in real time to detect inconsistencies.

For direct selling organizations managing thousands of distributors and high transaction volumes, strong governance around exemption certificates, nexus monitoring, revenue classification and cross-border documentation is no longer optional

What Direct Selling Leaders Should Be Doing Now

This moment calls for strategy, not reaction. Leadership teams should be:

n Mapping every revenue stream globally and validating tax treatment.

n Reviewing platform structure to assess marketplace exposure.

n Strengthening cross-border customs and classification controls.

n Preparing systems for structured e-invoicing and digital reporting.

n Implementing automated nexus and registration monitoring.

n Ensuring exemption certificate governance is audit ready.

Indirect tax is no longer a back-office issue. It is a margin issue. A scalability issue. A risk management issue.

The Bigger Picture

What we are witnessing is not temporary volatility. It is a modernization of global tax systems driven by digital commerce. Governments want visibility. They want automation. And increasingly, they expect businesses—particularly platform-based and cross-border models—to shoulder more of the compliance burden.

The direct selling industry has always adapted to regulatory change. But adaptation in this environment requires infrastructure, governance and executive awareness. Indirect tax may not be the most visible part of your growth strategy. In 2026 and beyond, however, it may be one of the most strategic. DSN

NIKI HOCKING serves as a Sales Executive at Avalara, where she works closely with direct selling organizations to strengthen their compliance and operational infrastructure. With more than a decade of experience in consultative sales and regulatory strategy, she partners with executive and finance leaders to navigate complexity, streamline processes and build scalable foundations for long-term growth.

Pressure, Proof and the Work Ahead

AS WE MOVE THROUGH 2026, the environment around independent work is tightening. Across Washington and in statehouses, policymakers are revisiting how independent contractor relationships are defined and regulated. In direct selling, real decisions are being made.

Look no further than Forever Living. When the rules are unclear or applied inconsistently, companies make structural decisions. That affects not just the direct selling channel, but the people who rely on this model to build businesses on their own terms.

These conversations are happening across the country. From California to Texas to New Jersey to Delaware, policymakers are weighing how this model fits within broader debates about work, classification and consumer protection. In Washington, that same conversation is happening on Capitol Hill and inside the FTC.

This is an election year, and the legislative window is short. Less time to shape outcomes, even as more issues are moving at once. Pressure and limited time define this moment.

DSA is engaged in these conversations, working with lawmakers and regulators to ensure efforts to strengthen consumer protections don’t

DAVE GRIMALDI CEO of the US Direct Selling Association

undermine legitimate entrepreneurship. The details change, but the core question is consistent: are these frameworks aligned with how people choose to work?

The most effective voice is the individual’s. Direct sellers are explaining how they build around family obligations; step back and re-engage as life changes; and rely on control over their time and effort. These are real decisions, made by people who understand what works for them.

I saw this firsthand early on. As a college student, I built a business in direct selling, and that perspective still shapes how I engage in these discussions today.

Those voices are helping ground conversations that might otherwise rely on assumptions. And how companies operate matters. Clear standards and strong policies reinforce the credibility of this model.

The pressure is real, and the window is short. What happens next will depend on how clearly this model is understood.

Bring forward your distributor stories. Make space for those voices to be heard. They are the most credible way to show how this model actually works—and they carry weight in the conversations that are shaping what comes next. DSN

Businesses Supporting Your Business

LOOKING TO BECOME more efficient and effective? Consider bringing in an outside resource and relying on their expertise. The companies on the following pages are proven partners to direct selling companies. They understand the challenges you face—and have the experience and expertise to help you solve them.

LPT

901 Sam Rayburn Hwy Melissa, TX 75454 sales@lpt.io lpt.io

LPT is a payment platform designed to support direct selling companies globally. Our services include: Global connectivity to 150 countries in 50 currencies, including direct connectivity to most alternative payment types, secure tokenization, customized fraud solutions, including our proprietary Fraudhawk™, advanced reporting tools, and online dispute management.

PAYQUICKER

400 Linden Oaks, Suite 320 Rochester, NY 14625 844-258-3006 payquicker.com

PayQuicker is the leading global payout provider to direct selling organizations. Instantly make secure and compliant payouts to your field in local currency across the globe with our award-winning solution that provides the largest selection of flexible and modern spend options.

WORLDPAY

8500 Governors Hill Drive Cincinnati, OH 45249

866-622-2390 worldpay.com

Worldpay powers businesses of all sizes to make, take, and manage payments. Whether online, in store or mobile, you’ll find Worldpay at the heart of great commerce experiences globally.

LACORE COMMERCE

901 Sam Rayburn Hwy Melissa, TX 75454 801-891-5873 lacorecommerce.com

At LaCore Commerce, we turn your Amazon chaos into control—and your brand into a revenue machine.With $200M+ in sales managed and thousands of unauthorized sellers and listings removed, we’re the go-to partner for 50+ direct selling companies. If you’re tired of losing control on Amazon, let’s fix it—for good.

GOBI INSIGHTS

90 W 500 S Bountiful, UT 84010

877-359-1870 gobi-insights.com

Gobi Insights optimizes post-checkout e-commerce operations for direct selling companies. Using its CARO process, Gobi identifies cost-saving opportunities in payments, sales tax, fulfillment, and more—enhancing efficiency and profitability without requiring changes to the existing e-commerce platform.

STRATEGIC CHOICE PARTNERS

2201 Long Prairie Road, Suite. 107-316 Flower Mound, TX 75022 407-891-9265 strategicchoicepartners.com

SCP offers the most holistic consulting services specific to direct selling companies today. We’ve worked with more than 70 companies over the last three years alone, and served more than 250 years collectively in the industry.

CHECKOUT.COM

40 10th Ave.

New York, NY 10014 tyler.chapman@checkout.com checkout.com

Checkout.com is a global payments platform built for performance. In a complex, fast-changing industry, we provide the technology and expertise to help you thrive—one transaction at a time. Trusted by leading brands like Sony, Wise, and GE Healthcare, we turn payment challenges into opportunities for innovation.

CITCON USA LLC.

2055 Gateway Place, Suite 500 San Jose, CA 95110

808-647-4409

citcon.com

Citcon delivers innovative, reliable payment solutions enabling merchants to accept over 150 global mobile wallets and alternative methods via one single API. Our unified platform simplifies local to local, cross-border, online, in-store, and mobile transactions, enhancing security, speed, and customer satisfaction.

NEXIO

727 N 1550 E, 3rd Floor Orem, UT 84097

877-551-5504

nex.io

Nexio simplifies and accelerates payment processing in the Direct Sales Industry. Nexio offers swift deployment to distributors, streamlined payment operations and seamless integration with software solutions allowing you to navigate payment complexities with ease and confidence.

RUNA

Leading fintech, Runa, provides the infrastructure powering payouts to 5 billion+ consumers across 190+ countries. Businesses instantly transfer funds to cards, wallets, or through gift cards, boosting revenue & simplifying transactions. Based in London & New York, Runa is backed by leading investors.

GLOBAL ACCESS, LLC

2889 W Ashton Blvd, Suite 350 Lehi, UT 84043

801-420-9200 globalaccess.com

Global Access provides end-to-end international shipping solutions for direct selling companies, specializing in cross-border logistics, duties and taxes, compliance, and technology. Our platforms streamline global fulfillment, reduce costs, and ensure seamless delivery to customers worldwide.

MINER GROUP LLC

11905 Sara Road Laredo, TX 78045 956-712-8842 minergroup.net

Miner Group LLC offers solutions for the Mexican Market! For over 30 years, we have helped companies expand to or optimize their operations in Mexico. We offer product and ingredient evaluations, customs clearance, regulatory compliance, label translations, and logistic services for the Mexican market.

LACORE LOGISTICS

900 Wilmeth Road

McKinney, TX 75069 214-817-4802 lacorelogistics.com

LaCore Logistics provides distribution and order fulfillment services. Our highly automated distribution center provides both domestic and international directto-consumer shipping solutions. We offer omni-channel fulfillment solutions ranging from marketplace fulfillment for leading marketplaces to business-to-business fulfillment for leading retailers.

QUICKBOX FULFILLMENT

11551 E 45th Ave. Unit C. Denver, CO 80239 720-990-5642 quickbox.com

QuickBox is an omnichannel 3PL partner for high-growth eCommerce and B2B brands shipping 10,000+ orders monthly in health, wellness, beauty, nutrition, and supplements across DTC, retail, and Amazon.

BLOO KANOO

827 W 525 Highlake Rd., Suite 628 Winfield, IL 60190 blookanoo.com

Bloo Kanoo empowers direct selling distributors with interactive livestream shopping, enabling real-time engagement, product demonstrations, and seamless purchasing. Our platform blends online and in-person experiences, helping distributors build authentic connections, boost sales, and enhance customer confidence through shoppable video commerce.

ORDERGOOVE

382 NE 191st Street, Suite 56661 Miami, FL 33179 marketing-team@ordergroove.com ordergroove.com/industry/direct-selling

Ordergroove is the leading subscription platform for direct selling brands, driving predictable, recurring revenue. The world’s largest and fastest-growing brands like Juice Plus+, Plexus Worldwide, and Metagenics rely on Ordergroove’s seamless and frictionless subscription experience to maximize customer lifetime value.

ADI MEETINGS & EVENTS

6380 Silver Sage Dr. Park City, UT 84098 dianna@adimeetings.com 321-423-7229 adimeetings.com

ADI Meetings & Events is a women-owned global corporate incentive travel, meetings, and event management company. We curate once-in-a-lifetime experiences for your attendees, connecting top achievers to your brand while understanding and meeting the needs of your industry.

KATAPULT EVENTS

5840 Red Bug Lake Road, Suite 140 Winter Springs, FL 32708 407-915-9060 katapultevents.com

Fresh. Exciting. Bold. Your field deserves the best and we help you deliver. Out-of-the-box creative production with experienced show management. We execute on budget and make you look AMAZING!

MERESTONE

82625 S. Wilson St., Suite 101 Tempe, AZ 85282 480-945-4631 merestone.com

Merestone is an award-winning production company with 50 years of expertise, specializing in creative services, trade show design, scenic fabrication, and cutting-edge audio-visual and lighting solutions to create immersive, high-impact brand experiences at events worldwide.

MULTI IMAGE GROUP

1701 Clint Moore Road Boca Raton, FL 33487 800-523-2682 mig.cc

Founded in 1979, Multi Image Group (MIG) is a women-owned, family-run creative event production company fueled by innovators, strategists, and technologists who craft custom live, hybrid & virtual experiences for some of the world’s biggest brands.

DIRECT SALES EXPERTS INC.

EXECUTIVE SEARCH

8305 Via Vittoria Way Orlando, FL 32819 craig@directsalesexperts.com 407-489-3351 directsalesexperts.com

Direct Sales Experts is a highly confidential Global Executive Search Firm with over 50,000 top direct sales executives on file. Let us help you find A Players to grow your business.

HANNA SHEA

844-344-7177

hannashea.com

Since 2007, Hanna Shea Executive Search has been the go-to search firm in support of the direct selling industry. Hanna Shea finds top talent for companies in need of building or improving an executive leadership team for organizational success.

MOMENTUM FACTOR

4801 Spicewood Springs Rd., Suite 250 Austin, TX 78759 512-690-2134 momofactor.com

Momentum Factor is a leading digital risk management firm specializing in online compliance monitoring and global online reputation management services for the direct selling industry. Our passion and mission are to protect companies from the brand and regulatory risks associated with online and social media technologies.

FLEXPAY

410 Saint Nicolas St, Suite #007 Montreal, QC H2Y 2P5 817-300-1996 flexpay.io

FlexPay is the leading failed payment recovery platform for auto-ship and recurring payment businesses. FlexPay’s innovative platform uses multiple technologies to achieve the highest failed payment recovery rate, resulting in reduced involuntary churn and faster revenue and profit growth.

APPTOR.AI

Yitzhak Sade 37 Tel Aviv, Israel +972-5467-06315 apptor-ai.com

Apptor.AI powers AI-driven messaging and automation for direct selling companies and distributors, seamlessly integrating into your existing CRM and back-office systems. Our platform helps distributors engage customers, predict behavior, personalize communication, and drive sales through intelligent, automated actions that boost retention and revenue.

BOARDS

691 S. Milpitas Blvd, Suite 212 Milpitas, CA 95035 boards.com/brands

Boards is a field activation and communication platform used by over 3 million distributors worldwide. With Boards, brands can connect with their fields, tailor content and communication, enhance training, and gain valuable data insights.

BYDESIGN

Overland Park, KS sales@bydesign.com 813-253-2235 bydesign.com

ByDesign provides configurable software solutions for direct selling companies, offering tools to manage commissions, ecommerce, and field performance. The platform helps organizations scale efficiently, innovate confidently, and deliver seamless experiences for their distributors and customers.

EXIGO

1600 Viceroy Drive, Suite 125 Dallas, TX 75235 214-367-9933 exigo.com

The leader in commissions, back office and eCommerce software and services. The global leader in cloud-based Platform-as-aService (PaaS) for direct selling companies. An open framework for billion-dollar giants to startup companies. Exigo supports MLM, Party Plan and Affiliate models, operating in single global markets.

FLUID

139 Hunters Grove Lane, Suite 207 Lehi, UT 84043

385-336-7404 fluid.app

The front end for Direct Selling. AI-Powered E-commerce, Mobile App, Website Builders, and Social Selling.

FLIGHT COMMERCE

1208 E. Kennedy Blvd., Suite 222 Tampa, FL 33602 813-277-0625

flightcommerce.com

Global Operations Management Software. Advanced Comp Plan Programming. Sales Force Backoffice & Automation. Web Site Design & Replication.

HUSSLE

1633 W Innovation Way, 5th Floor Lehi, UT 84043

800-544-7044 hussle.tech

Hussle’s all-in-one solution makes it easier for sellers to connect, share, and sell. We guide them to the right actions at the right time so they can sell smarter, perform better, and fuel serious revenue growth.

ICENTRIS

707 West 700 South Site 104 Woods Cross, UT 84067 801-383-3262

contact@icentris.com icentris.com

iCentris empowers direct selling companies with scalable eCommerce, back office, and party plan platforms. With over two decades of experience, we deliver intuitive tools, real-time analytics, and automation. *Now featuring 2.0 versions of our mobile app and party plan.

INFOTRAX SYSTEMS

1875 S. State Street, Suite 3000 Orem, UT 84097 801-431-4900

infotraxsys.com

Software & SaaS solutions for startup, emerging, and global direct selling companies. See our ad on the back cover.

SUPPLIER DIRECTORY

INOVARA

1 Enterprise Road Devon, EX31 3YB, United Kingdom hello@inovara.ai inovara.ai

Inovara helps direct selling companies and their networks of representatives, to adopt artificial intelligence (AI) to drive business and personal growth.

We specialise in supporting non-technical teams, building their confidence and capability in AI-powered tools, platforms and processes.

JENKON

201 NE Park Plaza Dr., Suite 220 Vancouver, WA 98684 360-256-4400 jenkon.com

Constant innovation and software stability are the reason world leaders rely on Jenkon. Tailoring software partnerships, unique to each customer, empower our five decades of leadership. Jenkon customers control their own destiny, while leveraging our latest innovations. Contact Jenkon today!

NOWSITE now.site

Nowsite is an AI-powered platform for network marketers that makes social media, lead generation, and sales simple. In just 30 days, the impact of Nowsite is significant — the average user achieves a 132% increase in social media engagement, 80% more leads and 40% more sales. Trusted by over 100,000 users in 130 countries and 150 languages, Nowsite helps network marketers sell more, recruit faster, and grow their businesses with ease.

RALLYWARE

650 Castro St, Suite 120-376 Mountain View, CA 94041 877-858-8857 rallyware.com

Rallyware is the Field Enablement Platform delivering a modern distributor daily experience—personalized sales and recruiting guidance, training, and incentives. As a trusted technology partner to top global brands, Rallyware is committed to sustained growth and field success.

SOCIALSALES.IO

(214) 659-1549 socialsales.io

Socialsales.io is an AI-powered sales enablement platform purpose-built for direct selling. Its AI Sales Assistant combines personalized field coaching with built-in compliance safeguards, multimarket intelligence, and enterprise-grade analytics so organizations can scale AI confidently across every market.

ZIPLINGO

355 South 520 West, Suite 100 Lindon, UT 84042 info@ziplingo.com ziplingo.com

Ziplingo is a messaging platform for Direct Selling companies—automating realtime communication with distributors and customers. It connects to your back-office and powers global channels like Email, SMS, WhatsApp, Telegram, and more, streamlining messaging across teams, markets, and languages. AVALARA

512 S Mangum St. #100 Durham, NC 27701 niki.hocking@avalara.com avalara.com

Avalara automates tax compliance for businesses, managing sales tax, VAT, and global tax regulations. Trusted worldwide, Avalara simplifies complex processes across borders so companies can stay compliant and focus on growth.

SAVE THE DATES!

2026

JUNE 10-12, 2026

MARRIOTT HOTEL REGENTS PARK / LONDON, UK

TWO-DAY

DEEP DIVE EVENT

FUTURE OF COMMERCE & ARTIFICIAL INTELLIGENCE

AUGUST 26-27, 2026

YOUNG LIVING

GLOBAL HEADQUARTERS / LEHI, UT

OCTOBER 6-8, 2026

THE WESTIN GALLERIA / DALLAS, TX

IRVING CONVENTION CENTER / IRVING, TX 2027

APRIL 5-7, 2027

JUNE 2027

BRUSSELS, BELGIUM

SEPTEMBER 20-22, 2027

HILTON HAWAIIAN VILLAGE / WAIKIKI, HI