DSA GO2007 Questionnaire

CONFIDENTIAL
This is the Direct Selling Association’s annual Growth & Outlook Survey questionnaire. The survey is open to any company that distributes consumer products or services in the U.S. through direct selling, network and/or multilevel marketing.

DSA's 2007
DIRECT SELLING
GROWTH & OUTLOOK
SURVEY QUESTIONNAIRE

Deadline Extended to Friday, May 9, 2008.



All data are for calendar 2007 unless otherwise stated. If precise data are not available, please provide your best estimates. Rounded numbers are acceptable.

Section A - Sales Data

1. What were your company's net sales of consumer products and services in the United States that were generated via direct selling for the following calendar years?

 Exclude  (1) the sales of sales aids and materials to your direct sellers/distributors, (2) shipping revenue, and (3) revenue from retail customers purchasing directly from your company where no direct seller/distributor was compensated. 

a. 2006 $

b. 2007 $

 

2. Please provide your best estimates of the wholesale value of your net sales provided in question 1. (Your answers for questions 1 and 2 may differ. For example, a company's direct sellers/distributors may operate on a commission basis, and not on a buy/resell basis. In this case, the wholesale value would equal the sales dollars received by the company less commissions paid to the direct sellers/distributors for their sales. The wholesale value should be net of any wholesale commissions paid out to direct sellers.)  
a. 2006 $

b. 2007 $

 

3. Please provide your best estimates of the value of your net sales provided in question 1 at suggested retail price. In other words, what would have been the retail sales dollars had all the products/services sold at retail at the suggested retail price?
a. 2006 $

b. 2007 $

 

4. Please provide your best estimates of the total actual dollars paid by the ultimate consumers (i.e., end users) for the consumer products and services that are accounted for by your net sales provided in question 1. For products and services consumed by a direct seller, the value of the product/service is the dollars paid by the direct seller to your company.
a. 2006 $

b. 2007 $

 

5. What percentages of your 2007 net sales dollars (as provided in question 1b) were accounted for by face-to-face (in-person) selling in the following places or by remote selling via the following media:

Face-to-Face Selling
a.% In the home (including self-consumption by direct seller)

b.% In the work place (such as an office or factory)

c.% At a fair, shopping mall, or other temporary location

d.% Other locations

(please describe)

e.% Subtotal: face-to-face selling

 
Remote Selling

f.% Phone

g.% Internet (World Wide Web, e-mail)

h.% Other

(please describe)

i.% Subtotal: remote selling

 
   100%            Total  (2007 net sales dollars = 100%)

 


6. What percentages of your 2007 U.S. net sales dollars (as provided in question 1b) were accounted for by each of the following products/services?

 
1. Clothing & Accessories

a.% Clothing

b.% Lingerie/sleepwear

c.% Shoes

d.% Jewelry

e.% Fashion accessories

f.% Subtotal Category 1

 
2. Personal Care

a.% Cosmetics

b.% Skin care

c.% Fragrances

d.% Hair care

e.% Nail care

f.% Toiletries/daily care/oral care

 
3. Home & Family Care

a.% Home care/cleaning products

b.% Animal & pet care products

c.% Auto care products

d.% Gourmet foods & beverages

e.% Subtotal Category 3

 
4. Home Durables

a.% Cookware

b.% Cutlery

c.% Crystal/china

d.% House/kitchen wares

e.% Tableware

f.% Christmas decorations

g.% Gifts & decorative collectibles/accessories

h.% Gardening

i.% Furniture/furnishings

j.% Art/framing

k.% Home appliances

l.% Air filters/air filtration systems

m.% Water treatment systems/filters

n.% Vacuum cleaners

o.% Bedding & linens

p.% Subtotal Category 4

 
5. Wellness Products

a.% Weight mgmt products/programs (wgt mgt supplements, meal replacement bars & drinks)

b.% Nutritional supplements (vitamins, minerals, dietary supplements, herbals & specialty)

c.% Sports/energy & body-building (body-bldg supplements, energy bars, sports & protein drinks)

d.% Health foods & beverages

e.% Children's supplements

f.% Exercise equipment

g.% Health/nutrition/fitness instructional materials

h.% Subtotal Category 5

 
6. Leisure/Educational Products

a.% Books

b.% CDs/cassettes/videos/DVDs

c.% Encyclopedias

d.% Educational publications

e.% Computer software

f.% Non-decorative collectibles

g.% Crafts

h.% Toys & games

i.% Scrap booking/photo albums/photography

j.% Sporting goods

k.% Subtotal Category 6

 
7. Services/Miscellaneous

a.% Financial services

b.% Telecomm/long-distance srvcs

c.% Legal services

d.% Internet services (e.g., ISP, Web site design, e-mail services)

e.% Subtotal Category 7

 
8. Other Products & Services

a.% Other product/service 1

(please describe)

b.% Other product/service 2

(please describe)

c.% Subtotal Category 8

 
   100%            Total  (2007 net sales dollars = 100%)

 


7. What percentages of your 2007 U.S. net sales dollars (as provided in question 1b) were accounted for by sales that took place in the following four U.S. Census regions:
a.% Northeast (CT MA ME NH NJ NY PA RI VT)

b.% South (AL AR DC DE FL GA KY LA MD MS NC OK SC TN TX VA WV)

c.% Midwest (IA IL IN KS MI MN MO ND NE OH SD WI)

d.% West (AK AZ CA CO HI ID MT NM NV OR UT WA WY)

 
   100%            Total  (2007 net sales dollars = 100%)

 


8. What percentages of your 2007 U.S. net sales dollars (as provided in question 1b) were derived from:
a.% Individual/person-to-person/door-to-door selling

b.% Party plan selling/group selling/classes

c.% Retail customer placing order directly with company in follow-up to a prior face-to-face soliciation

d.% Other

(please describe)

 
   100%            Total  (2007 net sales dollars = 100%)

 


9. With your U.S. net sales in 2007 (as provided in question 1b) equal to 100%, what percentage do you estimate was derived from the sales of products and services for personal consumption by direct sellers and their families?
%

 

Section B - Salesforce Data
10.-13. Please provide your best estimates of the numbers of direct sellers or of distributorships for the following items below. Indicate below what type of numbers you are reporting.



Number eligible to submit an order on January 1, 2006

Plus: number recruited/added during 2006

Less: number dropped during 2006

Equals: number eligible to submit an order on Dec. 31, 2006/Jan 1, 2007

Plus: number recruited/added during 2007

Less: number dropped during 2007

Equals: number eligible to order on December 31, 2007

 


14. Using the same types of numbers as above (i.e., direct sellers or distributorships), provide your best estimates of the numbers that actually submitted orders for the following calendar years.
a. 2006 #

b. 2007 #

 


15. Using the same types of numbers as above (i.e., direct sellers or distributorships), provide your best estimates of the numbers that received bonuses or other cash compensation from your company during the following calendar years.
a. 2006 #

b. 2007 #

 


16. Please provide your best estimates of what percentages of your direct sellers (or of primary persons in distributorships) in 2007 were:
a.% Full-time (30 hours per week or more)

b.% Part-time

 
   100%           

 


17. Please provide your best estimates of what percentages of your direct sellers in 2007 were in:
a.% One-person distributorships

b.% Two-person distributorships (count as 2 people)

c.% Multi-person distributorships (count a 3-person team as 3 people, 4-person team as 4 people, etc.)

 
   100%           

 


18. Please provide your best estimates of what percentages of your direct sellers (or of primary persons in distributorships) in 2007 were:
a.% Female

b.% Male

 
   100%           

 

Section C - Company Profile Data
19. Does your company offer a plan that compensates participants not only for their own sales, but also for the sales of their recruits and the recruits of those recruits?



20. In what month and year did your firm first start direct selling in the United States?

21. What is your predominant distribution method?



 

Section D - Corporate Outlook





Questions? Please contact Paul Bourquin of Nathan Associates at (703) 516-7776 or at pbourquin@nathaninc.com .

Survey results will be made available in July 2008 at no charge to companies that complete and submit this survey questionnaire. Companies that do not participate may purchase the survey report in December 2009. Individual company responses are not available to anyone under any circumstances and the results report will contain data reported in the aggregate only.


Please indicate below the person to whom any questions should be directed and the person to whom the survey results should be sent.
Company

Address

Name & Title

Phone

Email

Name & Title

Email

Before submitting this form, please print it by selecting the "Print" menu on your browser. This is to ensure that you have a record of your responses.

Thank you for participating!

For questions/comments, please contact:
Paul Bourquin, Managing Economist
Nathan Associates Inc.
2101 Wilson Blvd., Suite 1200
Arlington Virginia  22201
Phone: 703-516-7776 / Fax: 703-351-6162
E-mail: pbourquin@nathaninc.com
Web site: www.nathaninc.com

 

 

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