What Direct Selling Companies Can Do To Earn The Respect, Trust

And Confidence They Deserve.

KK Chua- Mary Kay Cosmetics.

What is a Direct Selling Company.

• Product

• Pricing

• Promotion

• Packaging

• Place of Sales.`

SO WHAT WENT WRONG- WHY THE MISCONCEPTION- INTERNAL

FACTORS. • Product- Overpriced

• Sales Force- What are they selling.-Nothing happens until someone sells something.

• Training- Lack of.

• Behavior of Sales Force- Ethics.

• Behavior of Companies- Adhering to Code of Ethics of DSA.

SO WHAT WENT WRONG-WHY THE MISCONCEPTION-EXTERNAL

FACTORS

• Lack of understanding of Consumer

• Lack of understanding from Government.

• Bad Publicity from Media.

WHAT WE CAN DO TO EARN TRUST,RESPECT AND

CONFIDENCE

• Review what we are selling…is it in line with Market conditions.

• What are we teaching our sales force….What are we training them.

• Develop a noble and morally respectable culture of the Company.

• Control over Sales Force behavior- Rules and Regulations, Rewards and Punishment.

WHAT CAN WE DO TO EARN TRUST, RESPECT AND

CONFIDENCE.• How much is the Code of Ethics of DSA

practice in our Organization. (Return policy etc..)

• Never criticize another Company.. And expect your Sales Force to do the same.

• Never snatch Sales Force away blatantly- Reflect on the Caliber of Sales Force and Image of Company.

WHAT CAN WE DO TO EARN TRUST, RESPECT AND

CONFIDENCE

• Participate proactively in educating Consumer to differentiate between Direct Selling and Pyramid Selling, and Code of Ethics of DSA.

• Participate in educating Government Officials. Work closely with Consumer Association or similar organization. (DSEF- objective). Gain endorsement.

WHAT CAN WE DO TO EARN TRUST, RESPECT AND

CONFIDENCE.

• Sponsor charitable events.. E.g. Under-privilege, Orphanage..etc.

• Sponsor major sporting events- If you can afford it.

• Develop relationship with Media.. Utilizing Culture, efficacy of product or sponsorship.

• Do this consistently.

CONCLUSION

• Ethical conduct is an investment.

• Do not take short cut..it will come back to bite you. “What goes around come around”

• Be community minded- education of Consumer and Government.

• Be mindful of PR- it has very important ramification.

What’s it going to be….all up to you.