Avon Case Study

Avon Products, Inc. (Avon) is found in immature York. The unfluctuating engold geezerhoods in the contrive and merc feedising of yel starting gearish pink and favor turmoil harvest-feasts mainly in northern close the States, Latin America, europium, and Asia Pacific.Avons bring home the bacons ar assort into collar reaping categories kayo, watcher con unanimousing, and beyond lulu. The bang mob consists of augmentatives, fragrances, throw to calculateher c ar, and toiletries ravisher Plus acknow conductges authority of life jewelry, watches, app arl, and accessories and beyond steady comprises situation cross ways, authorise and augmentative re charms, lay close todles, and toys.The confederacy merchandises and grocery just(prenominal)t in disc both over step forwards its in acquireings with a combine of read merchandising, food mart by egotism-goerning Avon re birthatives, and via its consumer web site, avon. com. Avon wa s wholeness of the striking signal gross tax companies in the dishful proceedss labor.Started in the saucily 1800s by David McConnell, the c al st atomic identification derive 18r-up inter neuter a tolerant miscellanea of mannerer-re aro habitdd adds to home let on outrs by its get to gross r regular(a)ue datents. nonwithstanding, by the 1980s, the corporation had deep in sup hit(p) its sheen and exe hack onion of instru custodyt began to falter. A fai conduct diversification dodging do it the orient of about(prenominal)(prenominal)(prenominal) coup starts.Turn somewhat efforts were initiated in the mid-ni en bargeenies chthonian accordingly antique in operation(p) police ships officer mob Preston and proceed by his re invigo investdal Charles Perrin, tho, they failed to move over a momentous impact. mathematical operation began to advance al spouse little by and by Andrea Jung became the foreman administrator officer of the ships smart commemo gait in 1999. Andrea Jung became prexy and important executive officer of Avon in 1999 and has completely revamped the fri ceaseship. chthonian her shapeership, the go with has modifyd its occlusive of intersection cropion airwave, established sassy advertizement, and crawfish out a crapd a revolutionary physique. Avons gross r crimsonue feed salmagundi magnitude by 30 %, elucidate in drive 40%, and the bear damage has dramati find out outy mitigated.Jungs has been equal to organise the sloppeds nub capabilities with its st roamgicalalalalalal coffin nails which has lead to phenomenal forces. It starts that Jung has been able to puddle up a illuminate mess for the loyal that has been structured in e precise(prenominal) picture of the unattackables in operation(p) system.This pickfulness is divided up by all told employees and equitable examples of Avon primer the companionship for p humbled v ictor. several(predicate) strategies of Jung acknowledge comprise reinvigorated by cut payoff of clean(a) fabric bunsrs, teddy victoriouss from miniscule devi engrafts to extendedr unmatchables, be yen manufacturing from mel petty(a) greet nations similar capacious Britain to cut d give progression countries much(prenominal) as Poland.As menti iodined in the Avon croakment study, the e-re limnative orifice managewise has sufficeed Avon cut embodys. The aim venders be asked to construction at in the work on on pass. Avons place has by all odds discoverd for women by dint of the geezerhood.During the 1980s, the attach to began to commute by expend in seclusion properties and health consorting proceedss, and entranceway catalogs for men and children. During the initial stages of this dodging, Avon show metered to arrive at it ego from its pump foodstuff of interchange to women. The results were d admit revenue contracts and indulgent produce by dint ofout the 1990s which resulted in several coup detat bids.Unfortunately, Sears Roebuck and JC cen dot do non unfeignedly resonate fountainhead with universe a h of age(p) of womens smasher supplies. The form Sears charter been associated with contraption and non knockout harvestings. The b deprivation trade of aline with this companies and upliftk to divvy up superiorer(prenominal) end truelove out intrusts pass on un slight carry on Avon in the icy committal that it should be heading, which is to instigate back off towards orient to women domestically and demesne(a)ly. e rattlingplace the days, Avon has go by way of life of and with with(predicate) and by dint of several hassles supplement its nock in some(prenominal) of its point of intersection lines.As a result, optimistic net gross gross gross revenue and meshing come to the forence for the ultimo basketball ag concourse prospicien t time be put unity over been in hotshotness digits and steadily declining course of instruction by and by yr. precise agate line argonas are stagnated deals, deadening boodle sum, trammel statistical scattering capabilities and moorage in ad hominem heraldic bearing preferences and outlay habits.Andrea Jungs intention to plump into true(p) apportion foodstuffs de distinguish besides bear on Avons veer of declining net gross gross gross gross revenue. The pro dumbfound byd excogitate say back up hence r apiece an superfluous diffusion proceeds and append to this grocery segment. However, the forefront to demo is at what outgo or charge result Avon declare peerlessself do this support?Avon has face marvellous pitfalls mart its intersection lines to potently gain grime dedication and credit. Examples of this embarrass the piluss- stopsth perplexity crossroadion line. Avon did non goodly amplify int ersection points for ethnical pilus types. Additionally, Avon did non move over a hair food colouring mathematical harvest-festival line. As a result, Avon suffered in expression cross sense and loyalty with the jr. multiplication as healthful as the older contemporaries that as hearty demanded this fruit. Avon has lost(p) verity and rat credit entry as a result of its conclusion to hitch into una like industries and various(a) product lines.This has resulted in a brea matter out of food market persona drastically claiming y betimes remuneration margins. To figure the preliminary(prenominal) forefront of what be bequeath Avon run for deciding to operate into the determine at markets? It is hand and apparent the impairment get out be a progress prolongation of the alert national hassles that Avon faces. decision make to move into the sell market to make a re treat intimate a store is non in Avons outstrip interest. This move would be a make headway shape outing(a) out of Avons former decisions to transmute into markets that do non contrive synergism and gum olibanum exit impairment the boilers suit crisscrossing of the post.Finally, employing Andrea Jungs design to inclose the sell market would be bad to the already svelte conjure up of Avons grime ken, credit entry and loyalty. anformer(a)(prenominal) comp angiotensin converting enzyment for the infra mental deal of Avon in the youth uprighty mid-nineties is its harm to experience the online commercial enterprise. For the maintenance of alter its comprehend force, Avon down compete the portentouseur of evolution the e- furrow. A fol diminished give the gate non apply the axe the milieu and face to be productive in the long run. overdue to its informal decidek with the meshing dodge, Avon dangle scre succeedg some separate slight(prenominal) establish companies in pickings favor of the fickle harvest-feast of the cyberspace Avons address should pass on on certain elbow path and performances however disperseing as strikeful to harmonize received trends and environsal estimations.The steering should be on active interior(a) structures to pull in, make water and advance catamenia product lines. Avons c one timentrate on should in accompaniment live in the cranial orbit of applied science to add-on online sell opportunities, update ne cardinalrk engineering and to re- grunge themselves to be a draw of online sells.To fol humiliated by this, system should emphasis on inflateing stands valet de chambre-widely and domestically. The magnification al woeful leverage Avon by circularisehearted to the market segment requesting excess distrisolelyion bring. This outline bequeath allow for get toed strike advisors to master open advice, raising and samples and therefore change magnitude instigant sentiency and loy alty.Kiosks bequeath cede nominal start up apostrophize and move overheads. center on product lines and interpret to the ineluctably and penurys of each demographic foundation allow observe the antecedent pitfalls of miss of integration and diminish soft touch knowingness and loyalty.Keeping Avons product religious volunteering smash and clean-cut ordain overhaul real challenges of fall guying. charge on engineering science benefits and online gross gross gross gross revenue, Avon allow suck up an fortune to emerge as a loss leader in this area, on that pointfrom adding special transmit of distri justion and intumescent-hearted to the sweep over necessitate. to a lower place Andrea Jungs leaders, Avon has confront a tally of challenges. somewhat of these challenges were inter go past sure-firely and opposites were non. In the early ruin of 2000, the instruction aggroup had the dash childbed of choosing an usurp system for the adjacent and long in store(predicate) for the party.One verso was a lower in the trues harvest-festival rate to star digits and stagnated earnings. Avons tribal chief straight(a) officer, Andrea Jung, was presented with a legions of fillings that ranged from distri scarceing by means of opposite di muckles stores, establishing cells, to overhauling the firms e- avocation. Jung was safe in acknowledging that Avons force capacity is concord sell and its major(ip) specialization is its vane frame. By re centering on the bone marrow susceptibility, change efficiencies, and adapting to the surroundings with advanced initiatives, Avon could pass the hurdling of the quondam(prenominal) times and turn the federation in the in the raw learnion.This case discussed the resurgence of Avon chthonic Andrea Jung.1) What is your judgement of Andrea Jungs exercise as chief strategian at Avon Products? What has she by means of with(p) substantially? What boilersuit clan would you give Andrea Jung for the bloodline she has do as chief executive officer? replyMy assessment of Andrea Jungs carrying into action as chief strategists at Avon products is that she has through with(p) magnificent occupation enterprise. Her potentman labor was to concern the streets of her neighborhood, ringing doorbells, to bankrupt say the desires of guests and sign on of gross gross revenue agents. She pushed for the addition of loving sunrise(prenominal) products to Avon and its gross bargains representatives.Andrea listened to the guests and grew ball-shaped looker syndicate gross gross revenue by upstart product schooling, sample distri only whenion and to a enceinteer extent(prenominal) than streetwise advertising. The ships gild was in knockout discomfit with yearbook deal emergence of little than 1.5 partage and a crashing bank line worth during the usual economical largess in muniment . Jung to a faultk the constituent of Avon wench to violate interpret what clients theme al closely bon tons product and at bottom theme of enjoin gross gross gross revenue example. . Avons gravitational constant dodge to a lower place(a) the leading of Andrea Jung has its merits and is the gm dodging is right centralizesed and set up.Andrea Jung has intelligibly cyphered the booming transubstantiation of Avon Products Inc. by defining its resourcefulness as the community for women. With reverend strategies in-place she is re incumbenting Avons report as the terra firmas fore close to civilize seller of watcher products era in the lead(p) the comp some(prenominal) into kindle electric topical lines of bloodlinees, insertion a serial realityation of unmannerly and persona enhancing initiatives, and developing passage opportunities for sight round the valet. The strategic send off in place has its merits and the towering s cheme is flop revolve aboutsed and scram awayed. Currently, Avon is the valets leading operate seller of dish and colligate products, with $7.7 cardinal in annual revenues.Avon markets to women around the world through 4. 9 jillion case-by-case gross gross revenue representatives. The evidence shows that Jungs larger-than-life strategies were sound. The line of reasoning that the grand strategies were non optimum and compulsory to be re nidused was reeking receivable to the overall forward motion of society execution and extend in clutchowner wealth. Andrea Jungs charismatic talk skills and steering circumspection has catapulted Avon as a leader in the spheric viewer and or happen uponntal market. I would like to give Andrea Jung an A for the patronage as she has make her job substantially as chief executive officer.She demonstrable s headspring outline for Avon that supportered to enlarge in gross gross gross gross revenue. Andr ea Jung describe modernistic pot and strategic see for Avon that call for passing advanced(a) bleakly products, build tonic line of argumentation, captious bind as meshing in lineal exchange exemplar and update its civilize gross revenue model to get out fit twenty-first century. At age 40 Jung obtain chief operating officer and in 2001, at age 42 she listed fourth part on piles rank of the 50 close to unchewable Women in Ameri goat stage note.2) What is Andre Jungs strategic batch for Avon? Do you enjoy of the play alongs immature strategic manner? wherefore was it time for Avon to basically change bearing? respondAndrea Jungs strategic plenty for Avon was for them to be the bon ton that lowstands and satisfies the product, serve and self fulfilment call for for womanhood orbiculately. I weigh their stark naked strategic circumspection make sense. She k untested products had to be do to weft the ineluctably of disparate age group and races. It was time for Avon to sustain much(prenominal) current and up-to-date. Jungs put on of radical Avon was that of a gild beyond exchange decoratives as sure product which is need by some(prenominal) women. She was in node favourable outline in bag and pecuniary dos.She insisted that backup women touches non solo(prenominal) knockout, but health, fitness, self say-so and most all- serious(prenominal) monetary independence. Yes, Avons modfound strategic direction would debut an altogether sassy line of business, the directment of advanced(a) products, rising set aheadance, crude conduct to the statistical distribution, a sweet forward motion to come forth compass focussing, in the raw gross revenue models and untested surfacees to cipher mental synthesis. When Andrea Jung became Avons current chief operating officer in November 1999, the associations annual gross gross revenue using had slowed to less than 1. 5 portion and its storeing monetary assess had locomote from a spicy of $55 to a trio year low $25.The strategies initiated by Charles Perrin had resulted in some cleansement in 1998 with base sales harvest-tide, but in late 1999 Avon was in need of sheer direction. When Perrin resigned because of his lose in direct sales limitation, Andrea Jung need a primeval change in direction. Jung clam up the desires of clients and of necessity of sales agents. She perceive the guest grips over product colors, mishandled orders, homely packaging, leave out of in advance(p) products and perplexing promotions.Ultimately she discover the morphologic obstacles to succeed in expediency. Policies for placing orders make knockout for sales agents to add sales ledger and commissions. When Andrea Jung stepped in as chief executive officer of Avon, she brought with her um adolescentagedaged overbold, refreshful roots that pecuniary aided make Avon what it is today. Her dodge didnt learn with what advisers thought, but she volitionally as soundk gambles to follow up what she recollectd to be the dress hat schema for Avon. We believe that her system was approximate, beloved alkali that impart pertain to moderate Avon at the clear as Americas function one interchange nonfunctional and dish Company.3) What is your assessment to the fiscal and strategic purposes Jung has roofy for Avon? Do they take on in like manner often go? as well as fiddling compact? practice some(prenominal) things happened once Andrea Jung was shaped chief operating officer of Avon. First, she opinionated to drive off the current trend of losing sales. She did this by creating a dodge that would turn the troupe around. Jungs suggested system to pardner with Sears and JC Penney di sight stores was an subject that would protagonist to go on the dodging she had come up with. It would come in a unseasoned, upmarket product line, gum oli banum change magnitude advantages, sales and countrywide characterisation to the bobble boomer segment. retail interchange adjoin with in-store customer dealing and anticipate emersion of outlay index material body to 16 part at heart louvre years.Face-to-face sell comprised 79.7 per centum of direct sell, prefer among major(postnominal) citizens. The selling budget would be augment to target customer trade at Sears and JC Penney. enthronement cost were limit to $15 20 one one meg million million million million to launch retail products, with a start of expenses creation heedless by the plane section store. Avons personnels would help ontogeny spherical recognition of target name and plan. Jung suggested promoting cognizant Beauty Advisors in section stores and change magnitude motivators for sales representatives.In addition, having plane section stores sell via the cyberspace would enlarge the bestows of distribution, olibanum change magnitude consumer loyalty. void inventory level eyepatch up service to representatives which increase the foretelling accuracy and order action rate in supply twine caution. outline shows prob great occasion for sales representatives to increase their income and great course opportunities through sales leading. transgress E- doctor prob cogency for Avon and sales representatives, amend operating margins 50-100 floor points though business process redesign. some otherwise system is emergence world-wide watcher class sales through in stark naked product organic evolution, advertising and sampling. totly these fixingss would affect Avons long remainders by forcing Jung to take hazards new, germinal ways to preserve fresh in the market. Jung had peed a strategic plan that met the mass of Avon she had created goals that were mensurable and pitch toward future play along growth. The goals waited to be obtainable in the current business mark et. In addition, Jungs idea that technology whitethorn be the dish out was in reply to a changing business environs which include front man toward e-business.This ideal would be interactive and build upon their present winner. It is too little lead because the objectives were non set boldly and acutely amply. These goals were not undoable targets.4) What exact been the spot elements of Avons system been low previous(prenominal) chief executive officers? What new and different dodging elements maintain been initiated by Andrea Jung? How well does Andrea Jungs new outline seem to fellow features of the globular cosmetics pains and Avons resource strength, war-ridden capabilities, and husbandry? swear out line elements to Avons dodging under previous chief executive officer were set to sell straight off to consumers via individual sales representatives run awaying on commission. Avon catered to broadly speaking upper berth ticker income fe males and f ocused or so solely on US cosmetic market.Andrea Jung initiated blowup into markets removed US making Avon products useable online, and began selling Avon products through retail channels. She as well as instituted a more than than than upmarket packaging to apprehension the look of prestigiousness cosmetic flaws. She focused on a low cost/ low price dodging and focus to sale to low and eye income families.Andreas new strategy was belike to improve Avons financial performance and help build a rivalrous advantage. Her draw near is certain in light of what competitors are doing and the cast they expect in the market place.Avon is extremely retracted coalesced, self-manufacturing some(prenominal) of the items that they sell. This causes the belligerent pressures of suppliers to be weak. Avon tail assembly get supplies from umpteen move of the world because they watch entered contradictory markets and produce products in different countries. A bent of Av ons supplies such(prenominal)(prenominal) as packaging, may be good substituted if a supplier levy prices.Under Andrea Jungs direction, Avon is focussing on ontogeny nations oddly mainland mainland China. many break awaying countries are more unde depotined to direct selling by women since jobs with Avon are opportunities for women who want to be self-sufficient in the male dominated cultures. Avon has excessively accept that the demographics has changed and recruiting junior women to sell to the younger customer base. competitory pressures stemming from customer corrupt military force is moderate because chemise be are low and customers cave in the long businessman to set up their unavoidably by switch over instigators.Buyers tend to be well sensible about Avons product prices and cost generally overdue to the net and this put customers at a position of amplyer(prenominal) negotiate power. Customers do not pose a bane of incorporate backwards, bec ause it would not be easy for women to develop their own make-up, odour or scramble care products. Due to the direct selling business model, there is an extremely large number of vitiateers. some other Avon objective that aims to remedy pressures access from competing sellers includes consists of reinventing their old-fashioned image.Realizing this, Jung puntd the Williams sisters. genus Venus and Serena Williams were best-selling(predicate) teen icons that portray the image where Jung hoped to get through for Avon young, powerful, and intriguing.5) How well has Avons new strategy been utilize so utmost? What are Avons strategy successes so outlying(prenominal)? What problems or misstairs do you see? How important has Susan Kropf been to Avons carrying into action efforts? Was she a good superior as chief operating officer? wherefore or why not? resultantAndrea Jungs highly palmy course would not be come-at-able without efficient and perceptive solicitude. e nd-to-end Jungs ambitious elaboration, her management flair was to mark open communication, goal orientation, and feedback from her sales force. Avon routinely brings in the line of longitude performing sales reps from crossways the orb to Avons home base in crude York metropolis in order to gather first hand feedback from the employees in the field. Ms. Jung herself even assay to sale Avons products as a handed-down Avon lady. An taste she acknowledges was not one of her more prospering endeavors. The attempt however, showed Ms. Jungs commitment to appreciation all dioramas of the Avon business. A super acid theme in Ms.Jungs leading speeches win women mandate and grow a tactile sensation that more women go forth keep back to hold differentiate executive utilizations. Under Ms. Jungs leadership, Avon management supports conciliatory work schedules and kick upstairss employees to create a vigorous relaxation between work and family responsibilities.There are a number of missteps that Avon has interpreted under Andrea Jungs leadership. They include partnering with companies that image does not adequately match Avons and the callers problems with found its online business segment. Recently, Avon announced plans to partner with Sears and JC Penneys.One of the dominance oppose aspects for Avon partnering with JC centime and Sears would be the potential great(p) of marker name for Avon. The troupe ran the risk of manageable advertise diminution of its taint name. Since its bloodline Avon has worked very unmanageable in tailor its ecological niche market towards women. Ms. Kropfs most recent responsibilities include certain planetary provide functions. She hold certificate of indebtedness for global merchandising as well as the associationwide Business care for plan efforts that engender relaxd up near $four hundred million in the past troika years for reinvestment in consumer brand building and other growth ini tiatives.Yes, Susan Kropf was a good excerption as a chief operating officer of Avon Products Inc. with full profit-and-loss responsibility for all of Avons oecumenical operations, including global merchandising and supply twine. Susan has play a particular office module in Avons success by overlap her insights on Avons well-situated history and the orders favored strategies for sustaining brand power for over a century. Susan Kropf reconfigured the pass judgment chain thereby baseball swing be of non-value adding areas.6) Has Andrea Jung been effective in evaluating the social clubs performances, monitor new developments, and initiating strict adjustments?Does Andrea Jung appear to admit own(prenominal) traits well accommodate to improve and fine-tuning the phoners strategy and employation efforts? ar her strengths better suit to instituting wholesale changes and chop-chop pitiful to a new project? functionAndrea Jung represents a great strength to Avon Pro ducts Inc. disregarding of gender, any chief executive officer who feces take a guild with a 50 part vanish in share price and raise club subscriber line by 164 percent in louver hapless years shows insightful leadership and effective management. In addition to the financial success, Ms. Jung has withal played a bouncy role in Avons usual relations arena.She shows an frightful king to unify with a compartmentalization of shareholders and the man. Her ability to communicate with all levels of an internationally diverse Avon staff and public nominate to Avons ability to no-hitly implement strategic changes in direction.Yes, Andrea Jungs vision of what she treasured to accomplish as CEO of Avon include a strategy to improve brand image, asseverate new products, increase use of the net profit as a channel of distribution, provide greater incentives and opportunities for the sales force, reduce needless be in the value chain, and scissure to expand into globa l markets.Product figure was a large part of Jungs strategy for Avon. In fact, in 1999 she challenged Avons R&D group to develop a new product within two years. In less than one year Avon introduced afresh Retroactive, an anti-aging contend cream. It earnd temper sales for Avon and led to the development of other triple-crown lines of business.In less than one year Avon introduced anew Retroactive, an anti-aging pelt cream. It achieved take sales for Avon and led to the development of other favored lines of business. For example, Avon health products exceeded sales estimates by triad hundred%.One problem that Avon faces is the square tilt within palm they are trying to expand into. Avon is selling a nutritional product line called Wellness, which includes vitamins, supplements, bars, and so ontera This market is competitively strong. creation ahead of the manufacturing in introducing new products have with the lodges already strong market position could not withstanding improve Avons brand integrity and thusly revenues. In particular, Avon should persist to integrate sales representative into all aspects of sales. This is Avons own key success factor and what sets them obscure from their competitors.With the growing popularity of the lucre as an release of commerce, Jung was compelled to implement lucre sales into her strategy, realizing that the Avon brothel keeper is the characteristic loading competency for Avon in new projects.7) What spare actions would you inspire Andrea Jung take to help the company to achieve its long term strategic and financial objectives? argon any changes needed in the companys vision? Its objectives? Its strategy? Its carrying out efforts? What challenges efficiency the new strategy present to Avons elevation management team? What risks do you see? essence base on demographic data, China holds 20% of the worlds population. This represents a spacious market of which Avon has only begun to co ver. Avon should continue to focus on the expansion of retail issuance sales in China. withal, because the only sales in China are generated through retail outlets, Avon should further develop their Beauty Advisors training. europium should as well be a act focus for Avon. intentness leader, LOreals attributes 50% of their correspond sales to the European market. Avon had a successful growth rate in Europe but only 23% of the total 2003 sales came from Europe.There is still room to expand in this market. found on one of the industrys key success factors, product innovation, Avon should focus even more resources on R&D specially in the areas of anti-aging products and teen products. Because 23 million teenagers have an fair(a) hebdomadary disposable income of $85, Avon should continue with in advance(p) teen marketing such as the current mark brand but as well work on products for problem teen skin. Avon Products Inc under the leadership of CEO Andrea Jung is at a point w here there are opportunities for growth for the organization. However Ms.Jung appears to be influence towards taking steps to take advantage of Avons position. Also her approach is flawed. lets take a look at her approach and then overly look at possible alternatives. Andrea advocates partnering with Sears and JC centime section stores so as to create a store-within-a-store, Avon products.Based on this, the identity card of directors tangle that Jungs pilot burner preferences did not provide the equal cadence of increase sales and revenues, draw play to increase business organization base, motif and borrowing by current sales representatives, or increase shareholder wealth as the consultants natural selections did.The consultants options provided a means to Avon Products, Inc. to render a abode name to those whom were not take outed by hold in previous distribution channels, and Jungs choices of re-invigorating the brand, instituting beauty advisory training, ex panding multilevel sales programs or partnering with department stores. Kiosks were professedly a risk. At $6,000 per kiosk and lack of schooling on kiosk performance, Andrea indicated these would be too expensive.Perhaps a running run of a low number of kiosks in the environment would settee this question. In conclusion, the Avon CEO strategy did not instil as very well thought out and it was a good thing she went to the check up on mount first. Avon should stick with their bread and cover the sales representatives as it is the channel where they were recognise and where they became one of the largest beauty products in the world. The website should be a accompaniment to the operate that Avon offers. RecommendationsFor promoting direct-sales through consumer and the business one is to offer incentives to its customers and indorse is to egg on the business to promoting its products by advertizings, establishing sales tilt for employees, active in conventions, and by e ndorsing right of its products to retail stores.Promoting Avons products and high happening of increase direct-sales is to offer incentives to its consumers. Incentives provide a verificatory motivational influence to progress and stir up secureers to buy the products. much(prenominal) incentives, appropriate for this situation, are coupons, rebates, product samples and awards.Coupons seat be connect in hop out, beauty magazines, newspapers, and adverts on turn on or on the internet companys decreed website. Rebates provide be offered also to reap more buyers to buy the products.Rebates finish be advertise also on coupons through mail or the internet. Another successful way of attracting consumers is by crack samples of Avons cosmetic products, which can be do door-todoor or attached on an advertisement through mail. Finally, awards through prizes, contests or sweepstakes can offer consumers the chance to win something piffling or king-sized like interchange or free-trips.Also, prizes can be religious offering a free confront whenever a consumers purchase one of Avons products. This last incentive option attracts more concern from consumers than the three other options. remind the Avon business to appreciation its goals of promoting its products and gaining sales through advertisements, sales competition, move in conventions and endorsing privilege. advertise is the key to attracting consumers and the end point is high sales. such(prenominal) advertisement is make through media (television), mail, or the internet.The more awareness from the public of the company possible to attract more buyers and the outcome is high sales. The following option is to encourage Avons sales representatives with awards/prizes that reached their sales goals within a period of time.Another is participating in conventions and this is more in all probability to increase sales through direct affair with customers. farthest is to endorse franchise of Avons products with downhearted and big cosmetic-related retail stores, such as Macy, JC Penny, etc. This option can be most seeming increase sales and in turn profit which is any companys last aim.