This week’s “Leadership Unplugged” features Rolf Sorg, Founder and CEO of PM-International. PM International was founded in 1993 by Rolf Sorg. It currently operates in more than 70 countries.
Could you tell us about your education?
After graduating high school, my plan was to study industrial engineering. To bridge some time until I got my place at university, I decided to make the best of it and gather some practical experience. So I signed up for an apprenticeship as a car mechanic. Ultimately, this taught me something I am still very fond of today: Always do your best! When I then started studying, I discovered direct sales when looking for a side income opportunity.
What were your past experiences before your current role?
I met a locksmith who was driving my dream car: a 3-series BMW. So, I asked him how he managed to drive such a nice car and he introduced me to direct selling. I started to work for a cosmetics company and really put a lot of work into it. After I worked my way up to becoming the most successful distributor in the company I was with, I made the decision to pursue direct sales full-time.
In 1993, when the company I worked with went out of business, I founded my own direct sales company, to give others the opportunities that were given to me.
What was your childhood dream?
Like so many other children, I used to dream of becoming a pilot. In fact, I fulfilled this dream, got my pilot’s license and flew a lot at times. However, this is challenging to combine with my focus and responsibility as CEO of my company. That’s why today I fly as a passenger, and get excited for the occasional adventure in a small propeller plane.
What do you consider the main factor behind your career success?
In addition to a focus on our core competences and a clear commitment to premium quality when it comes to our FitLine products, offering people a unique opportunity to make a free-will decision for self-employment with no risk, freedom to choose your work time, and the ability to have a lot of fun creating instant extra income is our top priority. We don’t want to chase trends, but actively be a part of shaping the direct selling industry. That’s why we at PM-International are continuously committed to introduce new future-oriented, innovative solutions.
What has been your most inspiring moment?
There are many moments throughout my career that inspired me and it’s hard to pinpoint just one. Through the last 30+ years, I met people who changed my life, friends I will cherish forever, I learned valuable lessons and almost no day was the same. But I think the most inspiring thing to me is knowing that PM-International is making a real, positive difference in the lives of hundreds of thousands of people all over the world. This is motivating me to give my best every day.
Your hobbies?
I am a very down-to-earth person, and I think my biggest hobbies reflect this a lot. I love both fishing and skiing. Skiing trips with my family provide us with such valuable moments together and bring us closer every time, whilst fishing gives me an opportunity to be alone with my thoughts, look at the water and spend some time just focusing on one thing: How can I get this fish to bite? I love the balance both hobbies bring to my life.
How would you describe being a direct selling executive to an outsider?
In my position as CEO and Founder of PM-International, my main focus is on our global expansion and to bring our vision in the world, always with the best interest of our distribution partners worldwide in mind.
For this, I think you need to combine a lot of different skillsets and experiences, many of which I learned through hard lessons.
When it comes down to my daily business, I think it’s crucial to keep a clear focus and avoid distractions… and perhaps my biggest tip: always think solution-oriented! There are no “problems”, there are only challenges that you and your business can grow with!
What is your biggest achievement in your current position?
If I had to choose, I would say the grand opening of our International Headquarters in Luxembourg in 2015 was a huge step for us. 4 years later, in 2019, we achieved our first billion US-Dollars in sales and entered the next big steps in our company’s expansion. I remember the feeling of pride and accomplishment, but also the spirit to achieve even more. My most recent favorite memory, and a very emotional one, is the 30th Anniversary of PM-International with more than 15,000 participants last year.
And your biggest challenge in a direct selling company executive role?
The success story of PM-International is clearly a combination of various factors, such as the quality of our premium FitLine products, our market positioning, our expansion strategy, and the fact that as a family business, we seek not only short-term success but also act in a long-term and sustainable manner. It is always a balancing act of not falling for “the hottest new thing/trend”, yet innovate and be part of creating and re-inventing the next generation of direct selling, all whilst staying true to our values as a family business.
One big challenge that I see very often when working with my management team is that while it’s easy to create a standard, keeping a standard is a completely different story.
Hard work is necessary, and on top of that a clear vision, the burning desire to keep wanting more, and passion, because otherwise it will be difficult to stay at the top.
What would be your best advice to those who are thinking of joining a direct sales company in a corporate position?
Go for it! It’s a great industry with interesting opportunities for growth and open-minded people to meet.
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I love these Leadership Unplugged articles. I find the founders behind these companies so interesting.
It is an Champagne Bottle….
I like the beer bottle he has standing on his desk.
Haha well spotted and probably well deserved at the end of his work day 🙂