It is evident that we are globally going through unprecedented times. Within this, the direct selling industry is facing immense difficulties. That being said, there are things that can and should be done by company management. Below you will find what several prominent figures of the industry have to say on this. Feel free to add your own comments.
“What will be your most important advice to direct selling companies, in times of the global pandemic?” was the question.
Oscar Canio Arias, Managing Director of Direct Selling Europe
“At the time of writing this article, COVID-19 continues to expand. The priority for the industry should continue being safeguarding the lives of our employees, collaborators and customers. Beyond the health implications, together with the contingency plans being currently implemented, companies should be working on a two-steps approach: 1) In the short term, work to return to business as soon as confinements are over; and, 2) Furthermore, prepare your company for a new post COVID-19 scenario, where both policy makers and consumers’ priorities and behaviour will be heavily shifted by the crisis.”
Tamuna Gabilaia, Executive Director and COO of the WFDSA
“In light of the global CoVid19 pandemic WFDSA is supporting the global direct selling industry by planning virtual global networking sessions for the leadership of direct selling associations and companies to enable them to share best practices and strategies designed to overcome the challenges posed to direct sellers by the CoVid19 pandemic. These challenges range from distribution channel disruption to limitations on the traditional person-to-person business model. Equally important will be ways for companies to innovate with digital sales and the opportunity also afforded by direct selling distance selling that has advantages over retail businesses. While WFDSA’s paramount priority continues to be consumer protection and adherence to the highest standards of ethical business practices enshrined in the WFDSA Code of Conduct, WFDSA will also be a leader in convening and facilitating global events and seminars that explore ways to navigate the challenges of the CoVid19 pandemic while also identifying opportunities that can position direct selling in a competitive posture in the changing marketplace as a consequence of the CoVid19 pandemic.”
Vince Han, Founder and CEO of MobileCoach
“COVID-19 is the first pandemic that many have experienced and the accompanying uncertainty, fear and disruption to jobs and life can wreak havoc on one’s well-being. In trying times, people are going to cling to their most meaningful relationships. More than traditional retail brands, direct sellers enjoy a greater sense of kinship between them and their distributors and customers. This is a time to find ways to genuinely come together as a community. Be there for your community in times of trouble and you’ll enjoy the ensuing goodwill and loyalty for years to come.”
Brenton Kugler, Partner at Scheef & Stone, LLP
“In such an uncertain time, it is critically important for companies to focus on the things they can control rather than spend time and energy on the growing number of things that are beyond their control. For sure, this is easier said than done. If corporate staff is working remotely, provide regular communication, preferably via video conference, to keep employees engaged and focused. Maintain regular contact with manufacturers and suppliers so that your company is prepared for supply chain interruptions. It is critical to maintain operating capital and companies and suppliers should determine if they are eligible for benefits available from the COVID-19 stimulus loan programs. Most importantly, have a plan in place for quickly resuming full-scale business activity once the pandemic finally ends. You don’t want to be slow out of the gate because opportunities will likely be available to the companies that are the quickest to return to full operating capacity.”
Alan Luce, Senior Managing Partner at Strategic Choice Partners
“My most important advice to direct selling companies would be for them to recognize that this event will forever change us as a society. While the pandemic will eventually recede driven back by science and social distancing, some of the social and business practices that societies and nations have adopted will stay with us for generations. For example, most may not remember that the US Social Security program began during the Great Depression of 1929 as a program intended to alleviate the extreme poverty of senior citizens. This crisis and the social boundaries both imposed and self-activated will, in some ways not fully foreseeable at this time, change the way we think about subjects like the role and size of government, universal income assistance, pandemic and other types of catastrophe planning and preparation, health care as a right or an option, safety nets for independent contractors and how to pay for them and, whether direct selling becomes much more virtual on line rather than traditional person to person. Pay attention to what our most effective online sellers and team builders are doing now! Going forward these may become the backbone of direct selling standard operating procedure. This experience is changing us. We just don’t know all the ways it has yet!”
Peter Maddox, President of the Direct Sellers Association of Canada
“There are so many unknowns right now, so giving advice is a fraught exercise. Nevertheless, here are some things for direct selling leaders to consider both during and post COVID-19: • Look after your people and get the payback in the future – relationships developed during tough times can become enduring and powerful, • Don’t forget ongoing compliance requirements – perhaps more than ever, regulators and others are looking for missteps around product claims and earnings, • Search for ways to grow your business and the economy – without appearing predatory, investigate opportunities to sensitively and intelligently promote the direct selling opportunity, • Work together with your industry colleagues – this is an important time for sharing problems, solutions and best practices with your peers.”
Gillian Stapleton, Executive Director of the Australia Direct Selling Association
“When my team in Australia chose our conference theme for 2020 back in 2019, we had no idea how topical it would actually become. ‘Right Here, Right Now’ is how we are all operating these days and things are changing daily, so planning effectively becomes nearly impossible. Make decisions based on what you know today, and know it will change and you will have to make that decision again. Right here Right now, my three-guiding principles in this time of crisis, when there is no rulebook: Back Yourself, Back Your Team and Make Decisions.”
Kevin Thompson, Partner and Co-Founder of Thompson Burton
“Press! I would encourage anyone to fight through this period. If they come out of this lockdown period without a new skill or a new strategy, they did it wrong. This is the perfect time to reconsider patterns of behavior, keeping the good and discarding the bad. In life, it’s always wise to recalibrate your business goals every few months. We get busy and generally fail to dig deep to think through our strategies. Well now that we’re all shut down, there’s no better time than today.”
Daryl Wurzbacher, CEO of ByDesign Technologies
“Stay Positive! Our industry has a strong history of growth during economic downturns. This current issue is no different. Now is the time to plant seeds with relationship building, supporting your online communities, and preparing for the growth that is just around the corner. This is an excellent time to focus on the fundamentals of your business: optimize your supply chain, develop consistent onboarding, and leverage this as an opportunity to make ourselves and the industry better. Let’s make the direct sales industry the leader in helping people become truly self-reliant.”
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