U.S. Direct Selling Association (DSA), released its Direct Selling Growth and Outlook Survey results for 2021.
The survey shows record highs of $42.7 billion in retail sales and 44.6 million customers of the direct sales channel. The number of direct sellers decreased by 5.2% over 2020 to 7.3 million but still remained above the number of direct sellers reported in 2019. Growth & Outlook is DSA’s annual survey that reports on the size and scope of direct selling in the U.S. and is audited by Nathan Associates, an international economic consulting firm.
Joseph N. Mariano, Direct Selling Association’s President commented, “The U.S. direct selling channel experienced record-setting sales and growth during the pandemic. As expected, in 2021 the number of direct sellers has moved closer to pre-pandemic levels after the significant increase in 2020. The impact our channel had on local economies, its philanthropic contributions to communities across the country, and the demonstrated resilience of the business model represent ongoing momentum for stable, sustainable growth.”
This year’s Growth & Outlook Study showed the following:
- The direct sales channel generated $42.7 billion in retail sales in 2021 – up 6.4% over a record-breaking 2020.
- The number of direct sellers decreased by 5.2% over 2020’s record high, with 7.3 million U.S. entrepreneurs doing business on a part-time or full-time basis.
- In 2021, 44.6 million preferred customers and discount buyers purchased through the direct sales channel, an increase of 7.2% over 2020. The growth coming from preferred customers was notable.
“Since 1995, Nathan Associates has been proud to work with DSA analyzing the Growth & Outlook Survey data and conducting extensive secondary research to develop industry-wide estimates for the U.S. direct selling industry,” said Paul Bourquin, Principal at Nathan Associates. “As a third-party international economic consulting firm, we deliver methodologically sound industry-wide estimates to help DSA serve as a trusted source of data on the full direct selling channel in the U.S.”
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