Civic Intelligence

Direct Selling Education Foundation

990 • Fiscal year 2018 • EIN 23-7335899

Jan 01, 2018 to Dec 31, 2018 • Filed on Oct 17, 2019

Organization Profilewww.dsef.org
1667 K Street NW No 1100Washington, DC 20006-1600

(202) 452-8866

Siviq Scores

Precomputed percentiles for this filing year versus similar nonprofits in the same peer cohort.

Liabilities / Assets

16th percentile

0.02x

Higher debt load relative to assets than 16% of similar nonprofits.

2018 filings • 501(c)3 • $10M-$25M nonprofits • Source year 2018

Liabilities / Revenue

46th percentile

0.20x

Higher debt load relative to revenue than 46% of similar nonprofits.

2018 filings • 501(c)3 • $10M-$25M nonprofits • Source year 2018

Net Margin

3rd percentile

-114%

Higher net margin than 3% of similar nonprofits.

2018 filings • 501(c)3 • $10M-$25M nonprofits • Source year 2018

Top Officer Pay

94th percentile

$690,459

Higher top officer pay than 94% of similar nonprofits.

Top officer pay equals 87.6% of source-year revenue.

2018 filings • 501(c)3 • $10M-$25M nonprofits • Source year 2018

Asset Growth

7th percentile

-12%

Faster asset growth than 7% of similar nonprofits.

2018 filings • 501(c)3 • $10M-$25M nonprofits • Annualized from 2017 to 2018

Revenue Growth

22nd percentile

-7.2%

Faster revenue growth than 22% of similar nonprofits.

2018 filings • 501(c)3 • $10M-$25M nonprofits • Annualized from 2017 to 2018

Balance Sheet
Liabilities / Assets16th percentile

Assets

Down

$10,286,421

Down $1,412,349 (-12%) from 2017

Net Assets

Down

$10,131,305

Down $1,435,593 (-12%) from 2017

Liabilities

Up

$155,116

Up $23,244 (+18%) from 2017

Revenue And Expenses
Liabilities / Revenue46th percentileNet Margin3rd percentile

Revenue

Down

$788,048

Down $60,997 (-7.2%) from 2017

Expenses

Up

$1,688,798

Up $73,889 (+4.6%) from 2017

Net Income

Down

-$900,750

Down $134,886 (-18%) from 2017

Historical Trend

Balance Sheet Trend

Asset Growth7th percentile

The highlighted filing sits inside the broader history for assets, liabilities, and net assets.

$15M$10M$5.0M$0Assets 2012: $11,303,991Liabilities 2012: $237,300Net Assets 2012: $11,066,6912012Assets 2013: $11,882,486Liabilities 2013: $126,826Net Assets 2013: $11,755,6602013Assets 2014: $12,322,268Liabilities 2014: $142,243Net Assets 2014: $12,180,0252014Assets 2015: $11,847,522Liabilities 2015: $173,624Net Assets 2015: $11,673,8982015Assets 2016: $11,610,828Liabilities 2016: $159,681Net Assets 2016: $11,451,1472016Assets 2017: $11,698,770Liabilities 2017: $131,872Net Assets 2017: $11,566,8982017Assets 2018: $10,286,421Liabilities 2018: $155,116Net Assets 2018: $10,131,3052018Assets 2019: $10,652,878Liabilities 2019: $141,912Net Assets 2019: $10,510,9662019Assets 2020: $10,727,401Liabilities 2020: $340,877Net Assets 2020: $10,386,5242020Assets 2021: $11,428,061Liabilities 2021: $365,778Net Assets 2021: $11,062,2832021Assets 2022: $9,162,757Liabilities 2022: $292,284Net Assets 2022: $8,870,4732022Assets 2023: $9,266,853Liabilities 2023: $143,284Net Assets 2023: $9,123,5692023Assets 2024: $9,480,211Liabilities 2024: $313,613Net Assets 2024: $9,166,5982024

Highlighted filing

2018

Assets$10,286,421
Liabilities$155,116
Net Assets$10,131,305
Open 2018 Filing

Operations Trend

Revenue Growth22nd percentile

Revenue, expenses, and net income across loaded years, with this filing highlighted.

$3.0M$2.0M$1.0M$0-$1.0MExpenses 2012: $1,712,8192012Revenue 2013: $1,658,048Expenses 2013: $1,386,942Net Income 2013: $271,1062013Revenue 2014: $1,409,422Expenses 2014: $1,185,074Net Income 2014: $224,3482014Revenue 2015: $960,906Expenses 2015: $1,349,566Net Income 2015: -$388,6602015Revenue 2016: $1,366,923Expenses 2016: $1,593,772Net Income 2016: -$226,8492016Revenue 2017: $849,045Expenses 2017: $1,614,909Net Income 2017: -$765,8642017Revenue 2018: $788,048Expenses 2018: $1,688,798Net Income 2018: -$900,7502018Revenue 2019: $1,424,171Expenses 2019: $1,743,281Net Income 2019: -$319,1102019Revenue 2020: $2,034,696Expenses 2020: $1,384,776Net Income 2020: $649,9202020Revenue 2021: $1,544,540Expenses 2021: $1,308,017Net Income 2021: $236,5232021Revenue 2022: $905,056Expenses 2022: $1,427,835Net Income 2022: -$522,7792022Revenue 2023: $587,761Expenses 2023: $1,312,205Net Income 2023: -$724,4442023Revenue 2024: $662,585Expenses 2024: $1,183,383Net Income 2024: -$520,7982024

Highlighted filing

2018

Revenue$788,048
Expenses$1,688,798
Net Income-$900,750
Open 2018 Filing
Jump To
Filing Snapshot
Filing Period
Jan 1, 2018 to Dec 31, 2018
Signed
Oct 17, 2019
Return Version
2018v3.1
Gross Receipts
$1,845,204
Mission and Program Overview

Mission

To serve the public interest by advancing the direct selling industry's support of consumer rights and protection, education about the industry, ethical leadership, and individual economic empowerment.

Engages and educates the public on the ways direct selling empowers individuals, supports communities and strengthens economies worldwide.

Balance Sheet Detail
LineBeginningEndChange
Assets
Investments in Publicly Traded Securities$11,506,032$10,231,170▼ $1,274,862
Pledges and Grants Receivable$110,110$21,922▼ $88,188
Cash and Non-Interest-Bearing Accounts$38,976$15,863▼ $23,113
Prepaid Expenses and Deferred Charges$34,076$13,425▼ $20,651
Accounts Receivable$4,500$2,500▼ $2,000
Land, Buildings, and Equipment, Net$5,076$1,541▼ $3,535
Total Assets$11,698,770$10,286,421▼ $1,412,349
Liabilities
Other Liabilities$85,369$95,389▲ $10,020
Accounts Payable and Accrued Expenses$46,503$59,727▲ $13,224
Total Liabilities$131,872$155,116▲ $23,244
Net Assets / Fund Balance
Permanently Rstr Net Assets$8,115,995$8,115,995→ $0
Unrestricted Net Assets$1,899,295$1,244,819▼ $654,476
Temporarily Rstr Net Assets$1,551,608$770,491▼ $781,117
Total Net Assets Fund Balance$11,566,898$10,131,305▼ $1,435,593
Total Liabilities and Net Assets / Fund Balance$11,698,770$10,286,421▼ $1,412,349

Asset Categories

AssetBook ValueDepreciationBasis
Equipment$1,541$68,690$70,231

Endowment Activity

PeriodBeginningContrib.Gain/LossOther UsesEnd
2018$11,503,604-▼ $410,284$302,187$10,791,133
2017$11,014,749-▲ $1,240,937$752,082$11,503,604
2016$10,883,745-▲ $764,461$633,457$11,014,749
2015$11,294,236-▲ $86,680$497,171$10,883,745
2014$10,985,000-▲ $699,985$390,749$11,294,236
Compensation and Service Providers
Top Officer Pay94th percentile

Employees

NameTitleFull / Part TimeBaseOtherTotal
Gary HugginsExecutive DirectorFT$210,720$74,104$284,824
Nancy LaichasChief Marketing OfficerFT$121,605$37,925$159,530
Kimblery Harris BlitonSenior Director, Academic InitiativesFT$130,265$22,752$153,017
Kimblery Harris BlitonSenior Director, Academic Initiative-$115,087$37,930$153,017

Board Members and Trustees

NameTitle
Angela Loehr ChryslerChair
David A WentzChair
John P ParkerPast Chair
Joseph N MarianoPresident
S Kerry TassopoulosVice Chair
Asma IshaqDirector
Britney C VickeryDirector
Calvin JolleyDirector
Connie TangDirector
Dan ChardDirector
Erik S JohnsonDirector
Gregory ProbertDirector
Helen BrownDirector
Jeffrey ReigleDirector
John WyckoffDirector
Justin RoseDirector
Kevin GuestDirector
Konrad MayrDirector
Linda FerrellDirector
Marjorie L FineDirector
Mike CollinsDirector
Orville ThompsonDirector
Pamela Jones HarbourDirector
Rick C LoyDirector
Robert CavittDirector
Tim HornerDirector
Traci Lynn BurtonDirector
Victoria L CrittendenDirector
Deborah T AshfordOutside Counsel
Adolfo FrancoSecretary
David R MerrimanTreasurer
Ryan NapierskiTreasurer

Highest Paid Contractors

ContractorServicesLocationCompensation
Minerva ConsultingCommunications Consultant997 Hampshire Lane Ste 200, Richardson, TX 75080$101,080
Revenue and Support

Revenue Composition

Contributions and Grants
$571,049
Program Service Revenue
$0
Investment Income
$216,999
Other Revenue
$0
All Other Contributions
$571,049
Change in Net Assets
$-900,750

Audited Revenue Reconciliation

Revenue per Audited Statements
$756,030
Revenue Not Reported on Financial Statements
$32,018
Revenue Not Reported on Form 990
$-504,343
Total Revenue per Audited Statements
$251,687
Total Revenue per Form 990
$788,048
Expenses and Functional Allocation

Major Expense Lines

Line ItemAmount
Salaries, Compensation, and Employee Benefits$820,118
Other Expenses$808,300
Total Fundraising Expense$342,097
Grants and Similar Amounts Paid$60,380
Professional Fundraising Fees$0

Functional Expense Allocation

Line ItemProgramManagementFundraisingTotal
Other Salaries and Wages$294,871$61,960$75,662$432,493
Current Officers, Directors, Trustees, and Key Employees$170,894$28,482$85,448$284,824
Conferences and Meetings$78,403$28,949$40,860$148,212
Travel$110,451$15,323$4,577$130,351
Office Expenses$23,966$91,299$5,494$120,759
Occupancy-$119,067-$119,067
Fees for Services Other$92,260$510$19,316$112,086
Fees for Services Accounting-$65,285-$65,285
Grants to Domestic Orgs$60,380--$60,380
Payroll Taxes$30,941$6,081$10,293$47,315
Other Employee Benefits$32,166$6,991$6,953$46,110
Fees for Services Legal-$35,500$3,852$39,352
Fees for Service Investment Mgmnt Fees-$32,018-$32,018
Insurance-$10,609-$10,609
Pension Plan Contributions$7,429$1,892$55$9,376
Depreciation Depletion-$3,535-$3,535
Other Expenses$269,297$-358,884$89,587$0
Total Functional Expenses$1,186,847$159,854$342,097$1,688,798

Audited Expense Reconciliation

Line ItemAmount
Total Expenses per Form 990$1,688,798
Total Expenses per Audited Statements$1,687,280
Expenses per Audited Statements$1,656,780
Expenses Not Reported on Financial Statements$32,018
Expenses Not Reported on Form 990$30,500
International Activity

Grant and Assistance Recipients

RecipientLocationCategoryPurposeAmount
Council of Better Business Bureaus IncArlington, VA501(c)(6)Ethics Partnership/ Sponsorship$25,000
United States Association for Small Business and EntrepreneurshipWhitewater, WI501(c)(3)USASBE Sponsorhip$12,500
National Association for Community College EntrepreneurshipSpringfield, MA501(c)(3)Conference and Summit Sponsorship$10,000
Fundraising, Events, and Gaming
Fundraising activities
No
Gaming activities
No
Professional fundraiser used
No

Fundraising and Gaming Totals

Line ItemAmount
Professional Fundraising Fees$0
Political and Lobbying Activity
Political campaign activity
No
Lobbying activity
No
Subject to proxy tax
No
Debt and Bond Financing

Other Reported Liabilities

LiabilityAmount
Refundable advances$82,741
Due to the Association$12,648
Governance and Compliance

Governance Checklist

Compiled or reviewed by an accountant
No
Annual disclosure for covered persons
Yes
Audit committee
Yes
Backup withholding compliance
Yes
Business relationship with family members
No
Business relationship with organization members
No
Material changes to governing documents
No
Compensation from other sources disclosed
No
CEO compensation reviewed
Yes
Other officer compensation reviewed
Yes
Conflict-of-interest policy
Yes
Audited financial statements prepared
No
Key decisions subject to board approval
No
Management duties delegated
No

Governance Explanations

Form 990, Part VI, Section A, line 2

“Some members of the Board of Directors of the Foundation also serve on the corporate boards of other members/contributors. If the Foundation has an agreement with another organization and a member serves on that organization's corporate board, this Board member is also considered not independent.”

Form 990, Part VI, Section B, line 11B

“The Board of Directors has delegated review of form 990 to the Treasurer and staff.”

Form 990, Part VI, Section B, line 12C

“DSEF conducts an orientation of new board members which includes discussion and disclosure of any conflicts of interest as well as ongoing briefings by the Board of Directors on this topic.”

Form 990, Part VI, Section B, line 15

“Compensation review is the responsibility of the Board of Directors' compensation committee, which consists of non employee Board members. This committee has the authority to retain compensation consultants to assist in the evaluation of officers' compensation. The committee annually reviews and approves executive officer compensation and employment agreements, as applicable. The committee can delegate its authority to the CEO for compensation for certain classes of employees. The chairman of the Board appoints the chairman of the compensation committee. Minutes are required to report all compensation committee actions and detailed terms of compensation arrangements.”

Form 990, Part VI, Section C, line 19

“Forms 1023 and 990 are made available upon request. Other organizational documents are not available to the public.”

Filing and Contact Details

Filer

Filer Name
Direct Selling Education Foundation
EIN
23-7335899
Phone
2024528866
Address
1667 K Street NW No 1100, Washington, DC 20006-1600

Signing Officer

Name
Adolfo Franco
Title
Secretary
Phone
2024528866
Signed
2019-10-17
Discuss with paid preparer
Yes

Organization Details

Principal Officer
Joseph N Mariano
Formed
1973
Legal Domicile
Dc
Voting Board Members
29
Independent Board Members
29
Employees
7
Volunteers
34

Preparer

Firm
Rogers & Company PLLC
Address
8300 Boone Boulevard Suite 600, Vienna, VA 22182
Preparer
Lori A Collingsworth
Phone
7038930300
Supplemental Narrative

Additional Explanations

Form 990, Part XII, Line 2C:

“The Foundation's Board of Directors is responsible for oversight of the annual audit, including the including selection of the independent accountant. The process has not changed from prior years.”

Financial Statement Notes

Part V, Line 4:

“Board Designated Endowment Funds: The Board Designated Endowment Fund is to be used for future operations. The principal of the fund is intended to be held in perpetuity with the revenue from the fund to be used for operations and programs of the foundation. At the discretion of the board, principal may be expended. The intention is that principal is to be used only in emergency situations and be limited to no more than 20% of net assets. Endowments - Permanently Restricted Net Assets The foundation maintains three true endowments. The purposes of these endowments are to (1) fund general operations, (2) endow an "ethics" board seat and (3) to endow an "academic" board seat.”

Part X, Line 2:

“Management has evaluated the Foundation's tax positions and has concluded that the Foundation has taken no uncertain tax positions that qualify for either recognition or disclosure in the financial statements for the years ended December 31, 2018 and 2017.”

Raw XML AppendixShowing 400 of 927 raw XML fields

This appendix keeps the raw XML leaves available for debugging and edge-case review. The human report above is the primary experience.

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IRS990/Desc0Education Initiative: DSEF partners with members of the academic community to support research and education programs that expand the knowledge and understanding of the fundamental principles of direct selling. DSEF works with professors in a variety of disciplines including entrepreneurship, marketing, ethics, consumer studies, business and economics to commission academic research, case studies and white papers and to sponsor direct selling education programs on university campuses across the country. These efforts provide students, professors and the public with insights into the direct selling channel and its latest trends and innovations, offer solutions for better business management and help educate the next generation of entrepreneurs and industry leaders about opportunities in the space.
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IRS990/Form990PartVIISectionAGrp/PersonNm0Angela Loehr Chrysler
IRS990/Form990PartVIISectionAGrp/PersonNm1David A Wentz
IRS990/Form990PartVIISectionAGrp/PersonNm2S Kerry Tassopoulos
IRS990/Form990PartVIISectionAGrp/PersonNm3Ryan Napierski
IRS990/Form990PartVIISectionAGrp/PersonNm4David R Merriman
IRS990/Form990PartVIISectionAGrp/PersonNm5John P Parker
IRS990/Form990PartVIISectionAGrp/PersonNm6Helen Brown
IRS990/Form990PartVIISectionAGrp/PersonNm7Traci Lynn Burton
IRS990/Form990PartVIISectionAGrp/PersonNm8Robert Cavitt
IRS990/Form990PartVIISectionAGrp/PersonNm9Dan Chard
IRS990/Form990PartVIISectionAGrp/PersonNm10Mike Collins
IRS990/Form990PartVIISectionAGrp/PersonNm11Victoria L Crittenden
IRS990/Form990PartVIISectionAGrp/PersonNm12Linda Ferrell
IRS990/Form990PartVIISectionAGrp/PersonNm13Marjorie L Fine
IRS990/Form990PartVIISectionAGrp/PersonNm14Kevin Guest
IRS990/Form990PartVIISectionAGrp/PersonNm15Pamela Jones Harbour
IRS990/Form990PartVIISectionAGrp/PersonNm16Tim Horner
IRS990/Form990PartVIISectionAGrp/PersonNm17Asma Ishaq
IRS990/Form990PartVIISectionAGrp/PersonNm18Erik S Johnson
IRS990/Form990PartVIISectionAGrp/PersonNm19Calvin Jolley
IRS990/Form990PartVIISectionAGrp/PersonNm20Rick C Loy
IRS990/Form990PartVIISectionAGrp/PersonNm21Konrad Mayr
IRS990/Form990PartVIISectionAGrp/PersonNm22Gregory Probert
IRS990/Form990PartVIISectionAGrp/PersonNm23Jeffrey Reigle
IRS990/Form990PartVIISectionAGrp/PersonNm24Justin Rose
IRS990/Form990PartVIISectionAGrp/PersonNm25Connie Tang
IRS990/Form990PartVIISectionAGrp/PersonNm26Orville Thompson
IRS990/Form990PartVIISectionAGrp/PersonNm27Britney C Vickery
IRS990/Form990PartVIISectionAGrp/PersonNm28John Wyckoff
IRS990/Form990PartVIISectionAGrp/PersonNm29Deborah T Ashford
IRS990/Form990PartVIISectionAGrp/PersonNm30Joseph N Mariano
IRS990/Form990PartVIISectionAGrp/PersonNm31Adolfo Franco
IRS990/Form990PartVIISectionAGrp/PersonNm32Gary Huggins
IRS990/Form990PartVIISectionAGrp/PersonNm33Nancy Laichas
IRS990/Form990PartVIISectionAGrp/PersonNm34Kimblery Harris Bliton
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IRS990/Form990PartVIISectionAGrp/TitleTxt0Chair
IRS990/Form990PartVIISectionAGrp/TitleTxt1Chair
IRS990/Form990PartVIISectionAGrp/TitleTxt2Vice Chair
IRS990/Form990PartVIISectionAGrp/TitleTxt3Treasurer
IRS990/Form990PartVIISectionAGrp/TitleTxt4Treasurer
IRS990/Form990PartVIISectionAGrp/TitleTxt5Past Chair
IRS990/Form990PartVIISectionAGrp/TitleTxt6Director
IRS990/Form990PartVIISectionAGrp/TitleTxt7Director
IRS990/Form990PartVIISectionAGrp/TitleTxt8Director
IRS990/Form990PartVIISectionAGrp/TitleTxt9Director
IRS990/Form990PartVIISectionAGrp/TitleTxt10Director
IRS990/Form990PartVIISectionAGrp/TitleTxt11Director
IRS990/Form990PartVIISectionAGrp/TitleTxt12Director
IRS990/Form990PartVIISectionAGrp/TitleTxt13Director
IRS990/Form990PartVIISectionAGrp/TitleTxt14Director
IRS990/Form990PartVIISectionAGrp/TitleTxt15Director
IRS990/Form990PartVIISectionAGrp/TitleTxt16Director
IRS990/Form990PartVIISectionAGrp/TitleTxt17Director
IRS990/Form990PartVIISectionAGrp/TitleTxt18Director
IRS990/Form990PartVIISectionAGrp/TitleTxt19Director
IRS990/Form990PartVIISectionAGrp/TitleTxt20Director
IRS990/Form990PartVIISectionAGrp/TitleTxt21Director
IRS990/Form990PartVIISectionAGrp/TitleTxt22Director
IRS990/Form990PartVIISectionAGrp/TitleTxt23Director
IRS990/Form990PartVIISectionAGrp/TitleTxt24Director
IRS990/Form990PartVIISectionAGrp/TitleTxt25Director
IRS990/Form990PartVIISectionAGrp/TitleTxt26Director
IRS990/Form990PartVIISectionAGrp/TitleTxt27Director
IRS990/Form990PartVIISectionAGrp/TitleTxt28Director
IRS990/Form990PartVIISectionAGrp/TitleTxt29Outside Counsel
IRS990/Form990PartVIISectionAGrp/TitleTxt30President
IRS990/Form990PartVIISectionAGrp/TitleTxt31Secretary
IRS990/Form990PartVIISectionAGrp/TitleTxt32Executive Director
IRS990/Form990PartVIISectionAGrp/TitleTxt33Chief Marketing Officer
IRS990/Form990PartVIISectionAGrp/TitleTxt34Senior Director, Academic Initiatives
IRS990/Form990ProvidedToGvrnBodyInd01
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IRS990/FormationYr01973
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Document Assets

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Filings

Displayed year

2018 • Form 990Detailed filing. Detailed filing data is available for this year.

Open filing
Assets
$10,286,421
Liabilities
$155,116
Net assets
$10,131,305
Revenue
$788,048
Expenses
$1,688,798
Net income
-$900,750
Balance SheetOperations
YearAssetsLiabilitiesNet AssetsRevenueExpensesNet Income
2024Facts available. Structured filing facts are available, but richer extracted sections are limited.$9.48$0.31$9.17$0.66$1.18$0.52
2023Detailed filing. Detailed filing data is available for this year.$9.27$0.14$9.12$0.59$1.31$0.72
2022Detailed filing. Detailed filing data is available for this year.$9.16$0.29$8.87$0.91$1.43$0.52
2021Detailed filing. Detailed filing data is available for this year.$11.4$0.37$11.1$1.54$1.31$0.24
2020Detailed filing. Detailed filing data is available for this year.$10.7$0.34$10.4$2.03$1.38$0.65
2019Detailed filing. Detailed filing data is available for this year.$10.7$0.14$10.5$1.42$1.74$0.32
2018Detailed filing. Detailed filing data is available for this year.$10.3$0.16$10.1$0.79$1.69$0.90
2017Detailed filing. Detailed filing data is available for this year.$11.7$0.13$11.6$0.85$1.61$0.77
2016Detailed filing. Detailed filing data is available for this year.$11.6$0.16$11.5$1.37$1.59$0.23
2015Detailed filing. Detailed filing data is available for this year.$11.8$0.17$11.7$0.96$1.35$0.39
2014Detailed filing. Detailed filing data is available for this year.$12.3$0.14$12.2$1.41$1.19$0.22
2013Detailed filing. Detailed filing data is available for this year.$11.9$0.13$11.8$1.66$1.39$0.27
2012Facts available. Structured filing facts are available, but richer extracted sections are limited.$11.3$0.24$11.1$1.71