Scentsy Inc., one of the fastest growing direct selling companies, has made it to number 64 on the list of the global “Top 100 Direct Sales Companies“. With revenues of U.S. $178.4 mm in 2009 it has almost tripled its sales compared to the previous year. The top 100 list is being published annually in the Direct Selling News of the Direct Selling Association (DSA). The companies listed range from sales of more than 10 billion dollars (Number 1) to 67 million dollars.
 
“This ranking confirms the enormous growth of Scentsy“, says company president and co-owner Heidi Thompson pleased. “But our success is simply the result of passionate customers, our consultants and outstanding employees. During this fast growth, the entire Scentsy family has grown with the tasks, always maintaining the focus on quality, value and service“. In addition, the company was recognized with the DSN Bravo Award for the highest revenue gain in the past five years.

Everything began in 2003 with an episode of the most popular talk show in the USA. The topic “Millionaire Moms“ on Oprah inspired Kara Egan to start a business herself.  Over lunch, her sister-in-law mentioned this funny thing her neighbour was doing. He broke scented candles and melted them in a potpourri warmer. Right then and there, something clicked for Kara, and in the evening she called her sister-in-law Colette once and again and asked: “Why don’t we start a business and sell scented candle cubes in a warmer“?
 
They started selling their scented cubes, or wickless pieces of scented candles together with the low-watt bulb warmers at trade shows and fairs. To build a company was however more difficult than expected and numerous challenges came with it. Fortunately, Kara and Colette met Orville Thompson in March 2004 at a “Home Show“ in Salt Lake City, who was fascinated with the products. He brought the products home to his wife Heidi who tried them together with her mother and sister a few days later. Orville Thompson came home to find the women sitting together and having a great time testing the scented cubes. He asked his wife what she was baking, and the three laughed out loudly. It was the scented cubes and the scent in that case was banana-nut bread. Orville was touched by the cosy scene and thought how easy it would be to generate this feeling in “Home-Party“ selling.

On May 1st, Orville and his wife Heidi bought the company from Kara and Colette. Today, both of them work as employees in an advisory role for Scentsy. The first head office was an old rusty ocean shipping container that had been sitting on Orville Thompson’s sheep farm in Meridian, Idaho. The entire production and distribution took place there. In October 2004, the container was already too small and Orville rented a 170 sqm warehouse. Together with his family and friends, the couple cast the candle cubes, cooled them, packed and shipped them out. Heidi’s parents also helped and worked for two years at no salary. Even the first consultants stopped by frequently and packed and shipped their own orders. Thus, step by step Scentsy grew continuously. The company moved into a bigger facilities several times.

Today, the company possesses a completely automated production and together with the offices and warehousing requires a space of more than 16,500 sqm. Currently, Scentsy is operating in the entire USA, Canada, Puerto Rico and Guam. How a simple idea in only six years turned into a profitable company that now ranks among the top 100? This was only possible through passion, faith in the product and many sacrifices. A prime example for the American Dream.

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