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Avon’s Distribution Channels
Introduction
Avon, as of 2012, was the world’s largest direct seller of beauty products. Headquartered in New York, USA, it reported US $ 10.7 billion as annual revenues in 2012. Avon’s business was based on the traditional marketing model of door to door selling, through a network of 6.4 million active sales representatives (reps) who sold the products directly to consumers. |
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The company, with a history of more than 125 years, was a pioneer in direct selling. During the late 1990s, however, the business started to face problems. In 1999, Andrea Jung (Jung) became the CEO and things started looking up for Avon. But business started to decline after 2008, mainly due to problems in the direct selling model in Avon’s home market, the US.........
