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Transcript of AVON
Avon, the company for women, is a leading global beauty company, with over $10 billion in annual revenue. As the world's largest direct seller, Avon markets to women in more than 100 countries through approximately 6.5 million active independent Avon Sales Representatives. Avon's product line includes beauty products, as well as fashion and home products, and features such well-recognized brand names as Avon Color, ANEW, Solutions, Skin-So-Soft, Advance Techniques and Avon Naturals. Who We Are Avon is committed to women of all cultures and age groups - not only as consumers and Representatives: as people. We believe in giving back to women and the communities where they live and work, from their economic well-being to their health and safety. Avon, The Company for Women In the Philippines, Avon has been in operations since 1978 when it entered the beauty market with the purchase of local beauty company Beautifont. The company name officially changed from Beautifont by Avon to Avon Cosmetics, Inc in 1983. Now Avon Philippines celebrates more than 30 years of making women’s dreams come true through its beauty products, earning opportunities and advocacies. Ditribution Strategy
and Strategic Cycle 1. Coverage having the proper types of outlet in a geographical area is important 2. Placement - having a right target number of outlets to ensure customer's utmost convenience. 3. Volume - the right inventory level. 4. Pricing - having the resale prices promotes healthy competition among dealers. 5. Goodwill - it is the best relationship between a supplier and his channel members. a. Selling to End User STRATEGIC SELLING CYCLE Prospecting (target Customer) Pre- Approach Approach Sale Probing Presentation HAndling Objections Demonstration Closing b. Selling to Distribution Channels Routine Observation Display Check Warehouse Check Collection Presentation Handling Objections Sell-Out Plan (- Preliminary research and preparation. ) (- to understand and satisfy the customer's needs and wants by asking questions from the customers.) ( without this, most "hit-and-run" salespeople would practice, marketers would be like "quick-fix" the marketers should be able to know whether they can or canoot satisfy the customer.) (presenting solutions, in response to the identified customer's requirements, a better trust is created between the seller and the buyer.) ( procrastination and legitimate concern) ( it may used actual product.this entails not only convincing the customer that his needs and wants cqan be satisfied but also cr4eating the urgentcy for the customers to buy immediately.) (where the marketer tries to observe any situation that would represent an opportunity to exploit or a threat to counter or preempt. ( visit the selling area of the retailer to check on his product's placement and display.) ( -visit warehouse (or thru the retail merchandiser) is done to determine the inventory level of the firm's product before collection of accounts is done. ( ( through Electronic Data Interface (EDI) ordering system called Efficient Replenishment and Operating System (EROS), retailers compute stock replenishment based on actual consumer off-take known thru the point-of-sale scanners located in the checkout counter of the supermarket.) (the marketer would visit the retailer to introduce new products, explain new research, launch new promotions, show new display materials. if the product offered and service level is as per customer's expectations then a cycle will continue and a repeat order will be gained. without a repeat order, the cycle stops- a sign of lack of customer satisfaction and loyalty. MANUFACTURER DISTRIBUTION CHANNELS ( Direct Selling) DISTRIBUTOR END USER A distribution channel performs the moving products from the manufacturers to final consumers or business users. a good distribution channel shortens the time, place and possession gaps between the manufacturers and consumers. Avon's Total Rewards Program currently includes:
Medical, dental and vision coverage
Flexible spending accounts/health savings accounts
Employee assistance program, including health and wellness resources
Subsidized gym memberships
Paid time off
Transit incentive programs
Child care benefits
Equivalency in spousal and partner benefits AVON BENEFITS
Complete marketing, sales and personal development tools
incentives, rewards and recognition – enjoy financial incentives, paid vacations and company awards
Exciting new campaigns every two weeks – Keep your customers interested in new products and exciting offers through the brochure, our store
Let Avon help you succeed! Boost your success with selling benefits exclusive to Avon: