1、The future of self-employment in direct sales – worldwide

The success of the direct selling channel is largely based on self-employment. Yet, in every major market, the status of independent direct sellers is under threat. Governments wish to encourage enterprise but need to extract tax and social security contributions from all workers. The definitions of what constitutes genuine self-employment are being challenged around the world. In this workshop, legal experts review current tax and social security regimes and suggest the most effective elements of true self-employment contracts.

2、Multi-channel distribution: common sense or corporate suicide?

From the beginnings of direct selling as an established marketing channel, the conventional wisdom has been that a DSO’s (Direct Selling Organisation) brand should be reserved exclusively for direct sellers and that distribution through other channels, such as retail stores undermines a direct seller’s business and morale – particularly if product prices are discounted. Recently, some DSOs have managed to develop other channels in a way that has produced added sales volume & profits and, at the same time, has brought benefits to their direct sellers. In this workshop, three major DSOs will explain their strategies.

3、Harnessing the power of the internet in direct sales operations

In recent years, DSOs around the world have proved that, far from being a threat to the direct selling channel, a combination of direct sales and e-commerce is a formidably powerful way of generating business. In this workshop, industry experts will describe leading edge developments in the use of the internet to support direct sellers, obtain direct orders from retail customers and generate extra sales.

4、Multi-national operations – how and when to go international

Is it necessary to establish a sales office in each market? Distributorship or corporate owned subsidiary: which is best? Cross border sponsoring: what are the challenges? International order fulfilment: is it practical? Local market legislation: how can DSOs best get right advice? How to establish their first international operation is a challenge for all DSOs. In this workshop, a panel of senior executives will share their experiences around the world and offer practical advice.

5、Direct sales of nutritional supplements and health products

Around the world, the marketing of nutritional supplements and other health related products is now subject to a growing volume of national legislation. In 2004, the WFDSA formed an international core group of DSOs with an interest in this product sector. This business session will be the first opportunity for core group members to meet, exchange information and obtain guidance on how best to operate their businesses in this new legislative environment.

6、Media advertising – should this be considered in direct sales strategies?

Brand value is now a substantial asset in the balance sheets of businesses marketing consumer goods through conventional retail outlets. For such businesses, media advertising is a substantial operating cost By contrast, the direct sales channel is based on creating demand through personal face-to-face contact with consumers. The conventional vie is that, in direct selling, media advertising is not only unnecessary but can create demand that is difficult to fulfil. However, in a growing number of international markets, many DSOs are now committing a part of their promotional budget to media advertising. In this workshop, three leading DSOs will explain how and why they are doing so.

7、Privacy – how to live with growing legislation protecting the privacy of consumers

In every major market, there is legislation designed to protect consumers in their homes from unsolicited phone, fax and e-mails. There are even threats to the rights of direct sellers to make unsolicited personal visits to potential customers. In this workshop, legal and industry experts will review current worldwide legislation. They will explain that whilst ‘Don’t call me registers’ and other ‘opt-in’ and ‘opt-out’ legislation is now proving a major challenge for tele-marketers, it need not hamper the growth of DSOs.

8、Creating new consumer markets through direct sales – three case studies

For a wide range of now familiar consumer goods, from vacuum cleaners to plastic kitchen storage containers, direct selling has proved to be a uniquely powerful way of creating demand for completely new and innovative products. For such products, the opportunity to explain and demonstrate in a home environment, has proved to be more effective than any amount of advertising. This is still true today. In this workshop four industry pioneers will describe how they have achieved success in creating substantial businesses based on consumer products that would not have succeeded through conventional retail distribution.

9、Look East – does this offer the best growth opportunities for multinational direct selling businesses in the 21st Century?

In this workshop, CEOs will discuss the opportunities and challenges of doing business in the world’s fastest growing direct sales markets – Russia, Eastern Europe, China and India. Despite restrictive legislation, many of the major multinational DSOs are already established in these markets but this workshop will show that there are also good opportunities for smaller businesses.

10、Customer prospecting – how today’s direct sellers can best gain new customers and generate sales leads

The direct selling channel originated with direct sellers making unsolicited, face-to-face cold calls on consumers in private homes. Today, this can still work well, but DSOs are also building substantial sales in a variety of other ways including catalogue distribution, using referrals and approaching consumers at their place of work. In this workshop, four major DSOs will explain their strategies.

11、Multilevel – is this structure responsive to conventional management disciplines?

The concept of encouraging direct sellers, from the day they start, to both make sales and recruit others, is now recognised as a means to meeting growing expectations of potential recruits and has now been adopted by a majority of DSOs around the world. However, delegating field sales management responsibilities to independent sales leaders presents corporate challenges in monitoring, compliance, performance, identifying the causes of sales setbacks and ensuring the adoption of growth strategies. In this workshop, industry experts will explain a new, pioneering approach illustrated by some recent success stories from DSOs around the world.

12、‘Stopping the Revolving Door’ – how to improve sales force retention

The need for ongoing recruitment is a fact of life for all DSOs, but training new direct sellers is a cost burden for DSOs and independent sales leaders alike. Worldwide, each year, DSOs currently provide earnings opportunities to over 48 million direct sellers, but many give up after a short time. In this workshop, industry leaders present the case for devoting management time and training resources to the retention of both full-time and part-time direct sellers as an alternative to relying solely on recruitment numbers – and explain just how they do it.

13、Europe – the future prospects for DSOs in an EU single market of 25 Member States

With a combined population now exceeding that of the US, the widespread adoption of a common currency and with the political objective of creating an effective single trading market, industry experts will examine the opportunities for pan-European DSOs and cross border trade. The workshop will examine the progress towards harmonised legislation and the extent to which DSOs can now operate from a single operational hub, as distinct from having business headquarters in each Member State.