When you're setting up a business that relies on people to promote and sell your products, one big question often comes up: What’s the difference between MLM and network marketing? At first glance, they might seem like the same thing. After all, both involve independent sellers, team building, and direct sales.
But despite these similarities, the two are not the same. They have key structural differences, especially in how commissions are paid, how teams are built, and how the public and legal systems view them. These differences can directly affect your business’s ability to grow, stay compliant with the law, and earn trust in the market.
In this blog, we’ll break down exactly how MLM and network marketing differ, how each one works, and what you should consider before choosing the right model for your brand.
This Article Contains:
What is Multi-Level Marketing (MLM)?
Multi-level marketing (MLM) is a business model that uses a multi-tiered commission structure to sell products or services through freelance representatives, often known as "distributors." It’s a subset of network marketing, a broader category that encompasses various direct-selling approaches. That means that all MLM plans are a part of network marketing, but not all network marketing business models involve multi-level compensation.
MLM structure allows distributors to earn commissions (through retail profits) by personally selling the products of a company. Besides personal sales income, distributors also earn commissions on the sales finalized by the team members they recruit, commonly known as their “downline.”
MLM compensation structures are available in various types, including Binary, Unilevel, and Matrix. Each MLM type functions distinctly and influences how commissions and bonuses are calculated, as well as how teams are organized. Despite the structural differences, the core of each type remains the same: MLM incentivizes product sales through both personal efforts and team-building.
What is Network Marketing?
Network marketing is the foundation on which MLM is built. Fundamentally, both have a similar functioning. Network marketing is also a business model where companies sell their products through people instead of stores.
These individuals are known as independent representatives, distributors, or associates, and may also be referred to by company-specific terms. The primary role of these distributors is to reach customers, showcase the products, present their pitch, and sell them.
This can be done personally, through social media, personal e-commerce, or word of mouth. The reason it’s called “network” marketing is that people utilize their personal and professional networks to grow their business.
Now, in network marketing, there’s no compulsion to build teams. In fact, there are different types available to choose from.
Single-level marketing : Where distributors earn money just by selling products personally.
Two-tier marketing : Distributors earn a commission from personal sales as well as from the sales made by a person they have introduced to the company.
Multi-level marketing (MLM) : Associates can earn from both personal sales and the income generated by their team.
MLM vs Network Marketing: The Key Difference You Should Know
There’s not a fundamental difference between MLM and network marketing, as their working principles remain similar. As we established above, MLM is a subset of network marketing; the difference between the two revolves around their structure and a few other functionalities that we’ve described below.
| Factor | MLM | Network Marketing |
|---|---|---|
| Structure | Multi-level, downline earnings | Single/two-tier, simpler structure |
| Compensation | Complex, multi-tier commissions | Mostly direct commissions |
| Selling vs Recruiting | Heavy on recruiting + sales | Focus on product sales, recruiting optional |
| Legal | Strict compliance to avoid the pyramid scheme label | Regulated, simpler structures with lesser risk |
| Factors | MLM | Network Marketing |
|---|---|---|
| Structure and Hierarchy | Typical structure involves multiple levels, with distributors earning from their own sales and the sales of their recruits (downline). Compensation and team building vary based on this multi-tiered structure. | It can be single-level or two-tier, not necessarily multi-level. Compensation and team building can vary significantly, with simpler structures possible. |
| Compensation Plans | Compensation can be more complex, with earnings derived from multiple tiers of sales within the downline. | Can have simpler, direct-commission models, primarily based on individual product sales. |
| Selling vs. Recruiting | Often requires emphasis on recruiting new distributors along with personal sales for substantial earnings, as commissions are earned from team earnings as well. | Emphasis is primarily on product sales, with independent representatives selling products directly to consumers. While team building can be part of it, it's not always required for significant earnings. |
| Legal and Regulatory Considerations | Subject to compliance issues and scrutiny from regulatory agencies (like the FTC) regarding its multi-tiered compensation structure to distinguish legal operations from illegal pyramid schemes. As per the rules, the company’s compensation must not solely promote recruiting-based income generation claims. People should be able to earn without having to build teams. | Also subject to compliance issues and supervision from regulatory agencies (like the FTC). The distinguishing features of legal vs. illegal (pyramid scheme) operations are key, especially in how sales are made and how commissions are earned, which can be simpler and more direct compared to MLM's multi-level structure, as no specific attention is given to recruitment-based earnings. |
Pros and Cons: MLM vs Network Marketing
Before you finalize a business model for your business, take a look at these pros and cons to understand what is the difference between MLM and network marketing, this will help you make an informed decision.
Multi-level Marketing (MLM) Model
| Pros | Cons |
|---|---|
| High Earning Leverage: As MLM has multiple levels of commission generation, it creates strong incentives for growth through team-building, not just product sales. Therefore, people tend to work harder, which in turn brings back business. | High Compliance Demands: MLM plans are more closely watched by regulators. You'll need robust legal guidance and monitoring systems. |
| Scalable Team Structure: The multi-tiered setup can generate significant volume when properly structured and managed. Therefore, your business will have a wide seller network without paying them salaries. | Retention Issues: Distributors often churn if there’s no guidance or poor training. |
| Built-in Leadership Development: Distributors who mentor others often become brand advocates and informal leaders, strengthening the network. |
Network Marketing
| Pros | Cons |
|---|---|
| Simplified Compliance: Fewer tiers generally mean fewer legal risks and easier transparency in compensation structures. | May Need Transitioning: Without deeper team-based earnings, you may struggle to retain high-performing reps who seek long-term financial growth. Therefore, you may need to transition to a double-tier or multi-tier model. |
| Stronger Customer Focus: Emphasis is more on product movement than team-building, which can result in better customer retention and satisfaction. | Less Community Building: Without a multi-level hierarchy, you miss out on the potential of large-scale sales, as people are mostly limited to personal sales. |
| Lower Upfront Complexity: It’s easier to launch and scale, especially in markets with regulatory restrictions around multi-tier commissions. | |
| Flexibility: Network marketing lets you combine two models together. For example, your brand can allow distributors to focus just on personal sales. Alongside, an option can be provided to those who want to build their own team by introducing a multi-level marketing model in your compensation, which isn’t possible in MLM. |
How to Choose Between MLM and Network Marketing?
| Factor | Go with MLM if… | Go with Network Marketing if… |
|---|---|---|
| Product | It’s a repeat-purchase item. | It’s a one-time or rare purchase. |
| Goal | You want fast growth & wide reach. | You want steady, simple, direct sales. |
| Sellers | You want sellers to build teams & recruit. | You want sellers to sell directly, prefer selling, no big teams. |
| Budget | You can handle higher ongoing costs. | You want lower startup & running costs. |
| Profit Margins | High enough to pay multi-level commissions. | Lower margins or higher-priced products. |
| Compensation | You’re ready for a complex plan & legal checks. | You want a simple plan with few levels. |
| Compliance | You’re prepared for stricter rules. | You want fewer legal risks. |
Now you know the differences, similarities, pros, and cons. The final question that remains is which one best suits your business requirements. Here are a few factors that you can consider to determine which business model to choose:
Know Your Product
The first thing you need to analyze is the type of product line your company will offer. Or, will you be offering services instead of a product? If yes, then what kind of services?
Is it something people will buy more than once, like supplements, skincare, coffee, or internet data packs? If so, an MLM model might be a good fit for you, as distributors will be able to sell products on a long-term basis as long as the need persists. This will help you and your distributors to generate continuous revenue.
However, if your product/service is a one-time purchase or requires expert advice to sell, then a simpler network marketing model with fewer levels might be more suitable. For example, if your company sells water purifiers that usually last for 8 to 10 years, the repeat purchase rate is low.
In that case, rewarding sellers mainly for their own efforts makes more sense than building a large downline structure. This helps maintain a fair system where earnings are tied directly to individual performance, not just recruitment.
Goal of the Business
When choosing between MLM and network marketing, your long-term business objectives will significantly influence the direction you take.
If your primary business goal is to sell products directly to consumers without involving complex compensation structures or risking legal scrutiny, network marketing might be a better fit. In such a case, you can decide to employ either the single-tier or double-tier structures and limit the depth.
Thus, your business will have a lean network of independent sellers who will promote your products through personal recommendations or local communities. Network marketing keeps the focus on product quality and direct customer relationships, without adding the burden of managing downlines' hierarchies or multi-level commissions.
However, if your business goal is not just to sell products, but to sell them faster to scale quickly and increase global reach, then adopting an MLM structure can help you get there. An MLM system builds deeper networks, allowing more people to engage with your brand simultaneously. This expanded network can result in a broader customer base and higher recurring sales.
Understand the Target Audience
As explained in the “Know Your Product” section above, the nature of your product largely defines the type of people your brand will attract. If your product is something people consume regularly and has a huge demand, your target audience would likely want to expand their network to meet the demand.
While they do so, they will earn bigger commissions from deeper downlines, which in turn brings profit to your business too. In such a case, having a multi-level model is better as the target audience would be able to meet the conditions perfectly.
However, if your product is like a water purifier, then the target audience you’ll have, i.e., the distributors you’ll be targeting, would be focused on earning from immediate sales. Because the demand will be scarce, they might not be motivated enough to manage a team.
Their focus would be on improving direct consumer relations, allowing them to generate referral sales from one customer to another. So, for an audience like that, a network marketing model with a single or double-tier structure will be ideal.
Analyze Your Initial Capital Investment Capacity
Before you choose either one, consider how much money you can invest in the business initially. Both MLM and network marketing require money to get started. You’ll spend on things like training, onboarding, support staff, marketing material, MLM software, and much more.
But here’s the difference!
In network marketing, your brand typically has fewer people, depending on whether it's single or double-tiered. Therefore, for all the things mentioned above (training, onboarding and more), you’ll have to spend less, as per the requirements. That means, if your objective is to grow slowly, then network marketing will be ideal.
On the contrary, in an MLM plan, you’ll need to provide all the above-mentioned things, like training and more. This will require a bigger budget, possibly not initially, but in the months that follow, because the distributor count in MLM typically grows more rapidly.
Also, if you consider the long-term expenses, as the distributor count continues to increase, the overhead costs will also rise. In MLM, costs will be higher again, because of greater numbers.
Consider Product/Services Profit Margins
Another important factor to consider is how much profit you make on each product/service you sell. If your product is low in price but has a high profit margin, only then you can sustain an MLM plan. That’s because in MLM, you’ll be sharing that profit across several levels of people. So, after paying commissions to distributors and their downlines, you should still have enough money left to grow your business.
Nevertheless, if your product is high in price and has a lower profit margin, MLM will not be a tangible choice. You’ll lose too much money trying to pay commissions to a large team. In this case, network marketing should be an ideal choice. It will keep the distributor counts limited, which will help you retain more of the profits earned and grow the business.
Choose A Suitable Compensation Plan
When deciding between MLM and network marketing, it’s important to think about how you’ll reward your sellers (distributors). Both plans have their pros and cons that you need to consider and choose the one that aligns closely with the business goal you’ve decided on.
If you’ve decided that you need a faster-growing business, an MLM compensation plan would be the ideal choice. It includes rewards and bonuses for both personal sales and for recruiting team members.
The only caveat is that you’ll need to carefully design commission percentages, rank qualifications, personal volumes, team volumes, and bonus structures to keep things sustainable and compliant with the law. Therefore, you must partner with legal and finance professionals to design a viable opportunity.
Whereas if your business goal is to prioritize product sales, keep business spending lean, and work based on one or two-level commissions only, choose network marketing. Since there are fewer levels to track and fewer people to compensate, the payment systems are easier to manage and usually associated with personal earning milestones.
Compliance Considerations
Regardless of which model you choose, one thing that you must consider is compliance. As explained above, MLM has a higher likelihood of being misinterpreted as a pyramid scheme due to its recruitment-based nature.
Plus, in some countries, laws are very strict, Japan being a good example. The MLM companies in Japan must obey all the rules they’ve created to operate legally. There are different selling conditions based on products.
For example, any product that claims to improve health can not be sold by advertising the same until and unless it is certified by the government. These laws are in place to protect consumers from falling into the traps of pyramid schemes. Plus, the nation also regulates companies that involve recruiting others for the company.
Therefore, compliance is required for both the network and the multi-level market. It’s just that, for MLM, the rules become even stricter because of the recruitment element. So, if your goal is to avoid dealing with complex legal rules, it might be better to choose a network market. However, if you’re prepared to meet legal standards and have a compliance team on board to deal with regulations, you can choose MLM.
Conclusion
The key takeaway from this article is that while MLM and network marketing often employ similar tools, such as product sales, distributor training, and events, they are not interchangeable. Network marketing is the broader category, and MLM sits within it as a specific structure that includes multiple commission tiers through what’s known as a "downline."
This single difference, the presence or absence of multi-tiered compensation, has a significant impact. It changes how your sellers get paid, how your growth scales, and how closely you’ll need to monitor for compliance risks.
This difference determines the shape of your business, how fast it might grow, and what challenges you’ll face. So choose wisely. The future of your brand depends on getting this foundation right.
Lakshay is a perceptive writer and strategist with deep-rooted expertise in network marketing dynamics. His analytical approach to industry trends and talent for translating complex sales methodologies into accessible insights make his work indispensable for professionals at all levels. Through meticulously researched content, he guides readers through the evolving world of relationship-based commerce, offering pragmatic strategies that balance growth with ethical practices. Combining data-driven frameworks with a nuanced understanding of consumer behavior, Lakshay equips entrepreneurs to build sustainable ventures.
FAQs
1. Is MLM and Network Marketing the same?
The fundamentals of MLM and network marketing are similar: to sell products by building and using networks. However, the difference lies in the depth of their commission structure. The network marketing model lets businesses pay commissions to their distributors for personal sales. However, in MLM, businesses allow distributors to build teams and earn a portion of their team's sales as a commission.
2. Can a company use both network marketing and MLM?
Yes, absolutely. Since multi-level marketing (MLM) is a subset of network marketing, a company can operate with a general network marketing approach and incorporate MLM as part of its compensation structure. In fact, many companies do exactly this, starting with single-level or referral-based sales and later adding multi-tiered rewards to encourage team building and accelerate the brand's growth.
Disclaimer: Global MLM Software does not endorse any companies or products mentioned in this article. The content is derived from publicly available resources and does not favor any specific organizations, individuals or products.
