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2018 Market Analysis & Industry Outlook: Direct Selling Establishments

Overview of the U.S. Direct Selling Establishments Industry

This section provides answers to key questions about the industry:
  1. What is the total market size (industry revenue)?
  2. What is the industry outlook?
  3. Market Analysis: Is the market growing or declining, and how quickly?
  4. Are long-term forecasts positive or negative?
  5. What is the average company size in the industry?
  6. How many companies are in the industry?

Market Size & Industry Statistics

The total U.S. industry market size for Direct Selling Establishments: Industry statistics cover all companies in the United States, both public and private, ranging in size from small businesses to market leaders. In addition to revenue, the industry market analysis shows information on employees, companies, and average firm size.

Investors, banks, and business executives use growth rates and industry trends to understand the market outlook and opportunity.

market size 2018
Charts and graphs can be copied to Microsoft Word and Powerpoint presentations.

Statistics 2012        2013        2014        2015        2016        2017
Market Size
(Total Sales/Revenue)

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Total Firms
Total Employees
Average Revenue Per Firm
Average Employees Per Firm
Statistics Source: U.S. Census, AnythingResearch Market Analysis

Market Forecast[PREMIUM]

Market forecasts show the long term industry outlook and future growth trends. The following five-year demand forecast projects both short-term and long-term trends.

market forecast

Forecast / Industry Outlook 2017 2018 2019 2020 2021 2022
Market Forecast ($ millions)
Projected Industry Growth Rate (%)
Source: AnythingResearch Economic Analysis

Product & Services Breakdown

Research products and services in the Direct Selling Establishments industry generating sales. Note that products are broken into categories with different levels of classification.

Product DescriptionNumber of Companies Sales ($ millions) Percent of Total Sales

Industry Total

Groceries & Other Food Items For Human Consumption Off The Premises

Drugs, Health Aids, Beauty Aids, Including Cosmetics

Household Soaps, Detergents, Cleaners, & Cleaning Supplies

Men's Wear, Including Accessories

Women's, Juniors', & Misses' Wear, Including Accessories

Costumes & Unisex Clothing

Footwear, Including Accessories

Curtains, Draperies, Blinds, Slipcovers, Bed & Table Coverings

Major Household Appliances

Small Household Appliances & Personal Care Appliances

TV, DVD/Blu-Ray Players & Recorders, Camcorders, Portable Video Players, E-Book Readers, DVDs, Blu-Ray Discs.

Audio Equipment, Musical Instruments (New & Used), Radios, Audio Electronic Components, CDs, Records, Tapes, Audio Books, Sheet

Furniture, Sleep Equipment & Outdoor/Patio Furniture

Flooring & Floor Coverings

New & Used Computer Hardware, Software, & Supplies, Including Computer Game Software & Tablet Computers

Kitchenware & Home Furnishings

Jewelry, Including Watches, Watch Attachments, Novelty Jewelry, Estate/Antique Jewelry.

Books, Including E-Books

Sporting Goods & Recreational Equipment

Hardware, Tools, & Plumbing & Electrical Supplies

Lawn, Garden, & Farm Equipment & Supplies

Dimensional Lumber & Other Building/Structural Materials & Supplies

Automotive Fuels

Automotive Lubricants, Including Oil, Greases.

Household Fuels, Including Oil, Lp Gas, Wood, Coal

Pets, Pet Foods, & Pet Supplies

All Other Merchandise

Meals, Unpackaged Snacks, Sandwiches, Unpackaged Ice Cream & Yogurt, Bakery Items, Other Food Items & Nonalcoholic Beverages Prepared

All Other Merchandise, Excluding Lottery Ticket Sales/Commissions

All Nonmerchandise Receipts

U.S. Geographic Distribution: Revenue Statistics by State

Market Size by State ($ millions) indicates how the industry's competition is distributed throughout the country. State-level information can identify areas with higher and lower industry market share than average.

U.S. map of Direct Selling Establishments by state

Income Statement (Average Financial Metrics)

Financial metrics provide a snapshot view of a benchmark "average" company. Key business metrics show revenue and operating costs. The data collected covers both public and private companies.

Industry AveragePercent of Sales
(Industry Benchmark)
Total Revenue

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Operating Revenue
Cost of Goods Sold
Gross Profit

Operating Expenses
Pension, profit sharing plans, stock, annuity
Rent paid on business property
Charitable Contributions
Domestic production activities deduction
Compensation of officers
Salaries and wages
Employee benefit programs
Taxes and Licenses
Bad Debts
Other Operating Expenses
Total Operating Expenses
Operating Income
Non-Operating Income
EBIT (Earnings Before Interest and Taxes)
Interest Expense
Earnings Before Taxes
Income Tax
Net Profit
Source: AnythingResearch Analysis of U.S. federal statistics

Financial Ratio Analysis

Financial ratio information can be used to benchmark how a Direct Selling Establishments company compares to its peers. Accounting statistics are calculated from the industry-average for income statements and balance sheets.

Profitability & Valuation RatiosIndustry Average
Company valuation can be measured based on the firm's own performance, as well as in comparison against its industry competitors. These metrics show how the average company in the Direct Selling Establishments industry is performing.
Profit Margin
Gross Profit Margin, Operating Profit Margin, and Net Profit Margin. Show company earnings relative to revenues.
Return on Equity (ROE)
Return on Equity (ROE) is net income as a percentage of shareholders' equity. Shareholders' Equity is defined as the company's total assets minus total liabilities. ROE shows how much profits a company generates with the money shareholders invested (or with retained earnings).
Return on Assets (ROA)
Return on Assets (ROA) is net income relative to total assets. The market research on Direct Selling Establishments measures how efficiently the company leverages its assets to generate profit. ROA is calculated as Net Income divided by Total Assets.

Liquidity RatiosIndustry Average
Bankers and suppliers use liquidity to determine creditworthiness and identify potential threats to a company's financial viability.
Current Ratio
Measures a firm's ability to pay its debts over the next 12 months.
Quick Ratio (Acid Test)
Calculates liquid assets relative to liabilities, excluding inventories.

Efficiency Ratios - Key Performance IndicatorsIndustry Average
Measure how quickly products and services sell, and effectively collections policies are implemented.
Receivables Turnover Ratio
If this number is low in your business when compared to the industry average in the research report, it may mean your payment terms are too lenient or that you are not doing a good enough job on collections.
Average Collection Period
Based on the Receivables Turnover, this estimates the collection period in days. Calculated as 365 divided by the Receivables Turnover
Inventory Turnover
A low turnover rate may point to overstocking, obsolescence, or deficiencies in the product line or marketing effort.
Fixed-Asset Turnover
Generally, higher is better, since it indicates the business has less money tied up in fixed assets for each dollar of sales revenue.

Compensation & Salary Surveys for Employees

Compensation statistics provides an accurate assessment of industry-specific jobs and national salary averages. This information can be used to identify which positions are most common, and high, low, and average annual wages.

TitlePercent of WorkforceBottom Quartile Average (Median) SalaryUpper Quartile
Management Occupations 5%

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Chief Executives0%
General and Operations Managers3%
Sales and Related Occupations 15%
Retail Sales Workers 8%
Retail Salespersons 6%
Retail Salespersons 6%
Office and Administrative Support Occupations 26%
Information and Record Clerks 8%
Customer Service Representatives 7%
Customer Service Representatives 7%
Other Office and Administrative Support Workers 5%
Office Clerks, General 5%
Office Clerks, General 5%
Installation, Maintenance, and Repair Occupations 14%
Other Installation, Maintenance, and Repair Occupations 12%
Heating, Air Conditioning, and Refrigeration Mechanics and Installers 7%
Heating, Air Conditioning, and Refrigeration Mechanics and Installers 7%
Transportation and Material Moving Occupations 34%
Motor Vehicle Operators 28%
Driver/Sales Workers and Truck Drivers 28%
Driver/Sales Workers 13%
Heavy and Tractor-Trailer Truck Drivers 12%
Source: Bureau of Labor Statistics

Direct Selling Establishments Industry Market Share [PREMIUM]

Largest companies in the industry and related industries, with private company revenue estimates.

CompanyAddressRevenue Estimate

Innovation News

  • Truvision Health trademarks "DERMAPRUV" - skin care preparations; cosmetics and cosmetic preparations; body and skin lotions; make up; cosmetic creams; non-medicated ointments; non-medicated cream; non-medicated lotions - 01/08/2018
  • Interstate Gas Supply trademarks "IGS LABS" - Research and development services in the energy field for services related to the creation of new products for others, batteries, demand response technologies, smart electric metering, and internet of things devices - 01/06/2018
  • Pacific Biodiesel Logistics trademarks "PACIFIC BIODIESEL" - Fat, oil and grease (FOG) management services - 01/05/2018
  • Poly-Tech Industrial patents Bearing Housing Incorporating Cooling Passages - 10/19/2017
  • Spike's Tactical patents Barrel Nut Mounted Integral Firearm Sound Suppressor - 07/06/2017
  • Cabi patents Method Of Controlling Product Inventory - 05/25/2017
  • Visalus raises $15 million in funding. - 05/26/2016
  • Titan Alarm raises $2 million in funding. - 11/13/2015
  • Temp-Tations raises $5 million in funding. - 10/13/2015

  • Top Innovators

    CompanyInnovation Score
    Balanced Body86
    Salco Products16
    Vemma Nutrition

    Additional companies, details and innovation scoring in the full report.

    Latest Industry News

    • The diet is dead. But is the 'wellness' movement and 'clean eating' trend any better for us? - but worth taking seriously as "a direct response to a mainstream medical establishment that frequently dismisses and dehumanises women". Bridget Delaney, a Guardian writer who investigated wellness in her 2017 book Wellmania, sees it as a replacement for ... (01/12/2018)
    • The Cannabis Connoisseur’s Guide to the Ultimate Weekend in Aspen - Flying to Aspen has never been easier, with direct flights now offered from Atlanta ... Woody Creek Tavern is worth it for lunch or dinner at one of the remaining anti-establishments, where Hunter S. Thompson imbibed nearly every day. (01/12/2018)
    • Nyngan's Big Bogan to welcome Baby Bogans in 2018 - Councillor Kevin Ryan, who moved the motion, said that while the initial establishment ... in sales in bogan T-Shirts, bogan stubby coolers and even bogan tea towels. Mr Francis said the primary reason for the new Baby Bogans was to direct tourists to ... (01/12/2018)
    • Liquor store allowed to proceed with licensing process despite resident's complaints - “Not only is it incompatible with the existing character of our neighborhood, it in fact stands in direct opposition to it ... concerns and there are multiple other liquor-selling establishments in the area. Borghardt also said that because there ... (01/12/2018)
    • Coming soon [] - Verve's coffee is roasted in Santa Cruz and comes from direct-trade relationships with farmers ... The bakery is not fully open yet, but just started selling extra bread Wednesday through Saturday, 7 a.m. to 1 p.m. Maison Alyzee: Maison Alyzee is one ... (01/11/2018)
    • Going rogue at CES 2018: Is Huawei a 21st century Dell? - The answer is clear: Direct sales. Carrier exposure is certainly preferable ... Telecommunications giant Huawei's rapid expansion has prompted fears in the U.S. national security establishment about cyberespionage threats emanating from China. (01/11/2018)
    • Brian Gaiser to Direct International Classroom Audio Sales at FrontRow - and almost a third of that being in classroom audio technology sales." FrontRow has made a significant investment in its international business in recent years, including establishment of the FrontRow UK office, introduction of more localized versions of ... (01/03/2018)
    • Nerium International Announces Second Year as Top 20 Award Recipient from Direct Selling Association in U.S. - About the DSA The Direct Selling Association (DSA) is the national trade association for companies that offer entrepreneurial opportunities to independent sellers to market and sell products and services, typically outside of a fixed retail establishment. (06/08/2017)

    Government Contracts

    In 2016, the federal government spent a total of $115,135,374 on Direct Selling Establishments. It has awarded 2,904 contracts to 238 companies, with an average value of $483,762 per company.   

    Top government vendors:

    CompanyFederal ContractsTotal Award Amount

    Growth Opportunities / Competitive Threats

    Companies in other industries may also sell similar products. Since there is an overlap in the customer base, there may be an opportunity for companies in Direct Selling Establishments to sell additional products/services offered by these adjacent industries. Alternatively, these industries may identify further products in this industry to target. Products most at risk are those with the highest profit margins and lowest barriers to entry.

    The following industries are competing channels for sales of similar products/services.

    Household Fuels, Including Oil, Lp Gas, Wood, Coal
    Competing IndustrySales Relative to Direct Selling EstablishmentsOpportunity/Threat
    Fuel Dealers Competing industry

    Sales from other industries of Household Fuels, Including Oil, Lp Gas, Wood, Coal are less than those from Direct Selling Establishments. This may mean that other channels are a competitive risk of increasing their Household Fuels, Including Oil, Lp Gas, Wood, Coal sales, taking market share from this industry.
    Household Fuels, Including Oil, Lp Gas, Wood, Coal Product Sales Report

    Automotive Fuels
    Competing IndustrySales Relative to Direct Selling EstablishmentsOpportunity/Threat
    Gas Stations with Convenience Stores
    Warehouse Clubs, Supercenters & Big Box Retail
    Supermarkets & Grocery Stores
    Fuel Dealers Competing industry
    Nursery, Garden Center & Farm Supply Stores Competing industry

    Sales from other industries of Automotive Fuels are less than those from Direct Selling Establishments. This may mean that other channels are a competitive risk of increasing their Automotive Fuels sales, taking market share from this industry.
    Automotive Fuels Product Sales Report

    Drugs, Health Aids, Beauty Aids, Including Cosmetics
    Drugs, Health Aids, Beauty Aids, Including Cosmetics Product Sales Report

    Kitchenware & Home Furnishings
    Kitchenware & Home Furnishings Product Sales Report

    Lawn, Garden, & Farm Equipment & Supplies
    Lawn, Garden, & Farm Equipment & Supplies Product Sales Report

    Flooring & Floor Coverings
    Flooring & Floor Coverings Product Sales Report

    Jewelry, Including Watches, Watch Attach, Novelty Jewelry
    Jewelry, Including Watches, Watch Attach, Novelty Jewelry Product Sales Report

    Curtains, Draperies, Blinds, Slipcovers, Bed & Table Coverings
    Curtains, Draperies, Blinds, Slipcovers, Bed & Table Coverings Product Sales Report

    Furniture, Sleep Equipment & Outdoor/Patio Furniture
    Furniture, Sleep Equipment & Outdoor/Patio Furniture Product Sales Report

    Women's, Juniors', And Misses' Wear, Including Accessories
    Women's, Juniors', And Misses' Wear, Including Accessories Product Sales Report

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