FACT SHEET

U.S. DIRECT SELLING IN 2011

2011 U.S. DIRECT SALES
35 30 25 20 15 10 5 0
2007 2008 2009 2010 2011

U.S. Retail Sales (in billions)

$30.80 $29.60 $28.33 $28.56 $29.87

PERCENT OF SALES BY MAJOR PRODUCT GROUP Home & family care/home durables Wellness (i.e. weight loss products, vitamins, etc.) Personal care Services (i.e., travel, real estate, group buying, utilities & financial services) & other Clothing & accessories Leisure/educational
New England 3.7%

2009 23.9 22.8 21.3 18.4 10.3 3.3

2010 24.4 23.0 19.4 19.2 11.0 3.0

2011 22.6 24.1 18.2 20.7 12.3 2.1

PERCENT OF SALES BY CENSUS REGION

WEST 25.3%
Mountains 7.7%

MIDWEST 22.3%
West North Central 7.7% East North Central 14.6%

NORTHEAST 16.6%
Middle Atlantic 12.9%

PERCENT OF SALES BY SALES STRATEGY Individual/person-to-person Party plan/group selling Other 2009 64.3 25.4 10.3 2010 63.5 27.9 8.6 2011 64.9 30.9 4.2

PERCENT OF SALES, DIRECT SELLERS AND FIRMS BY TYPE OF COMPANY COMPENSATION PLAN* Multilevel Single level Sales 95.4 4.6 Sellers 98.7 1.3 Firms 95.7 4.3

West South Central 11.8%

East South Coast 5.4%

South Atlantic 18.0%

*A direct selling company may use a multilevel plan or a single-level plan or both to compensate direct sellers. A direct selling company offering a multilevel compensation plan is classified as multilevel even if it offers a single-level plan as well.

Note: Commonwealths and Territories 0.6%

SOUTH 35.2%

2011 U.S. DIRECT SELLERS

20 15 10 5 0
15.0
U.S. Direct Sellers (in millions)

PERCENT OF DIRECT SELLERS BY RACE

15.6

15.1

16.1

15.8

White non-Hispanic Hispanic Black or African American Asian or Pacific Islander American Indian/Alaska Native Other/unknown 2008 86.4 13.6 2008 91.1 8.9 2009 82.4 17.6 2009 92.5 7.5

2010 73.5 14.2 7.1 3.1 0.5 1.6 2010 81.8 18.2 2010 91.1 8.9

2011 73.5 14.2 7.1 3.1 0.5 1.6 2011 78.1 21.9 2011 88.8 11.2

PERCENT OF DIRECT SELLERS BY GENDER

2007 2008 2009 2010 2011

Female Male

Source: 2011 Growth & Outlook Survey Report: U.S. Direct Selling in 2011 and other sources. To view graphic depictions of these findings, please go to: www.dsa.org/research/industry-statistics/

PERCENT OF DIRECT SELLERS BY TIME WORKED Part-time Full-time

For further information contact Amy M. Robinson, Chief Marketing Officer

1667 K Street, NW | Suite 1100 Washington, DC 20006 | 202-452-8866 | 202-452-9010 Fax | www.dsa.org/factsheet/