Direct Selling Association (EIN 410659918) - Form 990 Financial Analysis & Trantor Score

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Financial Vulnerability Assessment (Tuckman-Chang)

4 risk indicators measuring financial stability and operational resilience

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Financial Trends

Organization Details

Formation Year

1978

Legal Domicile

Principal Officer

Joseph N Mariano

Phone

2024528866

Tax Period

2023-01-01 to 2023-12-31

Direct Selling Association, founded in 1978, is a community nonprofit that reported $6.0M in total revenue in fiscal year 2023. Revenue decreased 10% compared to the prior year.

Mission

National trade assocation for direct selling companies- See Part III and Schedule O

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Trantor Score

Financial Health Score (300–850) · Liquidity · Solvency · Sustainability · Efficiency

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Liquidity (40%) • Solvency (30%) • Sustainability (20%) • Efficiency (10%)

Financial Overview (2023)

Revenue Breakdown

Contributions & Grants $0

Program Service Revenue $5,837,652

Investment Income $100,098

Other Revenue $110,212

TOTAL REVENUE $6,047,962

Expense Breakdown

Grants Paid $0

Salaries & Benefits $3,072,100

Fundraising Expenses $0

Other Expenses $3,463,881

TOTAL EXPENSES $6,535,981

Year-over-Year Comparison

	2023	2022	Change
Revenue	$6,047,962	$6,710,708	-0.1%
Expenses	$6,535,981	$6,262,241	+0.0%
Net Income	$-488,019	$448,467	-2.1%

Key Indicators

✗ Grants to Organizations ✗ Grants to Individuals ✗ Lobbying ✓ Political Activity ✗ Foreign Activities ✗ Donor Advised Fund ✗ Schedule B Required

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Financial Health Indicators

Comprehensive financial analysis: Altman Z-Score, liquidity, solvency, sustainability, efficiency, and growth metrics

Financial Distress Indicator

Liquidity & Cash Position

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Altman Z-Score • Liquidity Ratios • Solvency Analysis • Growth Indicators • Efficiency Metrics

Governance

Voting Members

Independent Members

Employees

Volunteers

Governance Policies

✓ Conflict of Interest Policy

✓ Whistleblower Policy

✓ Document Retention Policy

Special Practices & Reported Activities

✗ Operated a School

✗ Operated a Hospital

✗ Provided First Class Travel

⚠ Reported Conflict of Interest

✗ Reported Asset Diversion

✗ Excess Benefit Transaction

✗ Made Political Expenditures

✗ Engaged in Lobbying

✗ Operated Donor Advised Fund

✗ Maintained Art Collections

✗ Filed Form 720

Compensation of Officers, Directors & Key Employees

Total Officers

$1,138,864

Total Directors

Key Employees

$1,106,549

Highest Compensated

reported

Name	Title	Hours/Week	Role	Reportable Comp	Other Comp	Total
Joseph N Mariano	President	37.50	Officer	$661,315	$71,838	$733,153
Adolfo Franco	Secretary/ Executive VP	37.50	Officer	$356,959	$48,752	$405,711
Melissa K Brunton	Senior VP, Meetings & Education	37.50	Key Emp	$216,050	$91,343	$307,393
Brian Bennett	Senior Dir. Public Affairs	37.50	Key Emp	$233,731	$68,635	$302,366
Jennifer Dunleavey	VP, Administration and Operations	37.50	Key Emp	$197,348	$68,524	$265,872
John Webb	Senior Legal Counsel	37.50	Highest	$172,608	$63,040	$235,648
Nancy M Burke	VP, Membership Services	37.50	Key Emp	$153,184	$77,734	$230,918
Danny Lee	Chairman	1.00	Officer Director	$0	$0	$0
Kevin Guest	Immediate Past Chairman	1.00	Officer Director	$0	$0	$0
David Merriman	Treasurer	1.00	Officer Director	$0	$0	$0
Cindy Monroe	Vice Chairman	1.00	Officer Director	$0	$0	$0
Joni Rogers-Kante	Vice Chairman	1.00	Officer Director	$0	$0	$0
Marc Ashley	Director	1.00	Director	$0	$0	$0
Alfredo Bala	Director	1.00	Director	$0	$0	$0
Jill Blashack Strahan	Director	1.00	Director	$0	$0	$0
Nancy Bogart	Director	1.00	Director	$0	$0	$0
Steve Bosson	Director	1.00	Director	$0	$0	$0
Aaron Eddington	Director	1.00	Director	$0	$0	$0
Steve Fife	Director	1.00	Director	$0	$0	$0
Marjorie Fine	Director	1.00	Director	$0	$0	$0
Jonathan Gelfand	Director	1.00	Director	$0	$0	$0
Deborah Gibbins	Director	1.00	Director	$0	$0	$0
Jason Groves	Director	1.00	Director	$0	$0	$0
Dimitri Haloulos	Director	1.00	Director	$0	$0	$0
Asma Ishaq	Director	1.00	Director	$0	$0	$0
J Andrew Law	Director	1.00	Director	$0	$0	$0
Heidi Leist	Director	1.00	Director	$0	$0	$0
Rick Libby	Director	1.00	Director	$0	$0	$0
Liza Maldonado	Director	1.00	Director	$0	$0	$0
Paulo Moledo	Director	1.00	Director	$0	$0	$0
Ryan Montgomery	Director	1.00	Director	$0	$0	$0
Nathan Moore	Director	1.00	Director	$0	$0	$0
Randall Popelka	Director	1.00	Director	$0	$0	$0
Ryan Reigle	Director	1.00	Director	$0	$0	$0
Ben Riley	Director	1.00	Director	$0	$0	$0
Ben Rogers	Director	1.00	Director	$0	$0	$0
Andrew Schmidt	Director	1.00	Director	$0	$0	$0
Mark Stastny	Director	1.00	Director	$0	$0	$0
Connie Tang	Director	1.00	Director	$0	$0	$0
Andrew Treanor	Director	1.00	Director	$0	$0	$0
Tyler Whitehead	Director	1.00	Director	$0	$0	$0

Note: Compensation data is self-reported by the organization on their Form 990. "Reportable Comp" includes salary, bonuses, and other reportable compensation from the organization and related organizations. "Other Comp" includes benefits, deferred compensation, and non-taxable benefits.

Historical Data

Year	Revenue	Expenses	Assets	Net Income
2024	No data	No data	No data	No data
2023	$6,047,962	$6,535,981	$6,499,298	$-488,019
2022	$6,710,708	$6,262,241	$6,975,683	$448,467
2021	$6,525,197	$6,100,245	$6,286,167	$424,952
2020	$5,565,046	$7,057,204	$5,162,315	$-1,492,158
2019	$7,132,980	$7,487,095	$6,597,756	$-354,115
2018	$9,448,738	$6,895,023	$6,882,749	$2,553,715

Direct Selling Association