Di

rec
tSel
li
ngi
ntheUni
tedSt
ates
2019I
ndust
ryOver
view
Directsel
li
ngintheUnitedStatesrepresent
s$35.2bill
ioninret
ailsalesi
n2019.DSAhasr efineddatacoll
ecti
ont obet
terseparatedir
ec t
sell
ersfrom c
ustomers.Thi
snew researchfrom DSA'
sGr owth&Out lookRepor
tshowsther ewere6.
8mi l
liondir
ectsel
lersand36.9mi ll
ion
customersduring2019.Bydivi
dingthe$35.2billi
oni
nsal esbythe6.8mi l
li
ondir
ectsel
ler
s,direc
tsell
ersaveraged$5,176inretai
lsalesper
year.

Di
rec
tRet
ailSal
es Di
rec
tSel
ler
s
6.8mil
li
ondirec
tsel
ler
sbuildabusinessful
lti
me( 30ormor ehour
s/week)orpar
t-t
ime
(
fewerthan30hour
s/week)andsellproduc
ts/
servicestoc
onsumer sandmaysponsor
peopletojoi
nthei
rt eam
$29.
6bi
ll
ion $35.
2bi
ll
ion
Ful
l-
time Par
t-t
ime

0.
9mi
ll
ion 5.
9mi
ll
ion
2008 2010 2012 2014 2016 2018

Sal
esbyPr
oduc
tCat
egor
y Mor
ethan36.
9Mi
ll
ionCust
omer
s
(
Exc
ludest
hosewhohavenotsi
gnedanagr
eement
wit
hadir
ectsel
li
ngcompany)
36.
0% Wel
lness

30% Di
scountBuyer
s Pr
efer
redCust
omer
s
9.
6mi
ll
ion 27.
3mi
ll
ion
23.
0% Servi
ces
20%
16.
0% Home&f
ami
lyc
are/
dur
abl
es

15.
1% Personalcare Demogr
aphi
cBr
eakdowns
(
Demogr
aphi
csi
ncl
udebot
hdi
rec
tsel
ler
sanddi
scountbuyer
s)
10%
7.
2% Cl
othi
ng&ac
cessor
ies Gender Age
2.
7% Lei
sur
e&educ
ati
onal Under25 6%
0%
25-34 18%
2010 2013 2016 2019 2022 2025 2028
35-44 26%
45-54 23%

74% 55-64 17%

26% 65+ 10%
Sal
esbySt
ate
Hi
spani
cEt
hni
cit
y
Sal
esbySt
ate(
$)
Hi
spanic 20%
900,
000 5B Non-
Hispanic 80%

Rac
e

Ameri
can Hawaiian/
Bl
ack/
Afri
can White/
I
ndian/
Alaska Asi
an Pac i
fic Ot
her
Americ
an Cauc
asian
Nat
ive I
slander

83%
1% 5% 8% 1% 2%

Sour
ce:DSA2020Gr
owt
h&Out
lookRepor
t:U.
S.Di
rec
tSel
li
ngi
n2019;Forf
urt
heri
nfor
mat
ionvi
sitwww.
dsa.
org/
benefit
s/r
esear
ch

Defini
tions
Directselling:A businessmodelt hatprovidesentrepreneur i
alopportunit
iestoindivi
dualsasindependentc ontractorstomar ketand/orsellproductsandservi
ces,typic
all
yout si
deofafixedr etailestabl
ishment
,
throughone- to-
onesel l
ing,in-
homepr oductdemonst rationsoronline.Compensat i
onisulti
mat el
ybasedonsal esandmaybeear nedbasedonper sonalsalesand/orthesalesofothersint
heirsalesteam.
Directsellersbui l
dabusi nessful
ltime( 30ormor ehour s/week)orpar t
-ti
me( f
ewert han30hour s/week)andsel lproducts/
ser vi
cestoc onsumersandmaysponsorpeopl etojoi
nt heirt
eam.
Discountbuyer sareel i
gibl
et opurchase,sell
,&sponsor ,butareproduc tl
overs,onlypurchasi
ngpr oduct
s/ servicestheypersonallyenjoyanduseatadi sc
ount.
Preferredc ustomer s havesignedapr eferr
edc ustomeragr eementwi thadirectsell
ingcompanywher etheymaybeel igi
bletopaywhol esalespri
cesforproducts/
servi
ces.Theyar enotel
igi
bletosel l
produc ts/
ser vic
est oothers,andtheyar enoteligi
bletoear n.
Not e:Fi
gur esabovemaynotsum t o100% duet orounding