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At the same time, it also competes with other major direct sellers like Amway, Mary Kay and Tupperware to attract its sales force. Avon has primarily grown by accessing new geographies and emerging economies such as Poland, Hungary, Yugoslavia and China where disposable incomes are rising and women seek an opportunity to earn extra income.
In the 1990s, Avon was the first direct seller to enter China. Other cosmetics players in the Chinese market faced problems with an under-developed infrastructure and had to rely on Government owned distribution systems to retail their products. However, Avon could leverage its direct selling model to penetrate remote areas and provide customized service to customers...
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