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Avon: Building The World's Premier Company For Women [Hardcover]

Laura Klepacki

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Book Description

April 11 2005
A Winning Formula for Selling to Women Around the World

Avon has come a long way since handing out its first perfume sample back in 1886. The company, long famous for ringing customer doorbells, is now the world's largest direct sales organization—with almost five million representatives in more than 140 countries.

AVON: Building the World's Premier Company for Women is the first book ever to show how this cosmetics juggernaut achieved such incredible success, while revealing secrets any business can use to effectively market products of all kinds—especially to women.

Through this entertaining journey, you'll not only learn the colorful Avon story, but also see how every company, big or small, can benefit from its unique approach to sales and product development.

"By providing women with an unlimited opportunity for career success, Avon harnessed the power of a committed sales force to win customers and grow the business. The company's success story is testimony to the importance of focusing on your core business while recognizing the changes taking place with your customers and the environment."
Mary Sammons, President and CEO, Rite Aid Corporation

"The book is an excellent primer on how to successfully make alternative forms of distribution work."
Allen Burke, Director of Merchandising, QVC, Inc.

"The author's incisive revelations . . . capture the extraordinary personalities and entrepreneurial strategies of one of America's most spellbinding success stories."
—Annette Green, President Emeritus, The Fragrance Foundation

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“…this book is vital for several reasons…avon is the epitome of the entrepreneurial innovator; learning how it was done is well worth the time spent.” (MBA Business, Summer 2005)

From the Inside Flap

The winning formula that made Avon a global marketing powerhouse

Avon has come a long way since founder David McConnell handed out his first perfume sample in 1886. The company, long famous for ringing customer doorbells and offering personalized in-home service, is now the world's largest direct sales organization—with almost five million representatives in more than 140 countries worldwide. This incredible industry giant has evolved into much more than just a revered cosmetics juggernaut. Its vast catalog now includes everything from vitamins and weight-control products to clothing and jewelry.

AVON: Building the World's Premier Company for Women offers an engaging firsthand look at how a small door-to-door bookselling business grew up to become one of the world's leading beauty companies. Weaving insightful anecdotes with exclusive interviews and unparalleled access to both past and present company executives, author Laura Klepacki reveals how Avon built a global empire—from Boston to Beijing—and shows how it manages to thrive in all economies, especially during the toughest of times.

Through this one-of-a-kind journey, you'll get a closer look at:

  • How Avon changed the rules of the game by empowering women everywhere to start their own successful small businesses
  • What the company does to reward top performers and keep them in the fold
  • How Avon became an international sensation by addressing the needs and customs of women in dozens of countries around the world
  • Why the company originally began its trademark approach of visiting customers in their homes
  • How current CEO Andrea Jung reinvigorated the brand with new products, packaging, and ad campaigns to appeal to a new generation of customers and representatives
  • How Avon develops leading-edge products, while offering them at low prices
  • Innovative ways Avon uses technology to handle the two million daily online transactions and forty million customer orders it receives each year
  • And much more

Page by intriguing page, you'll also discover how Avon has maintained and increased its market share through new product introductions, the use of technology, rewarding its best performers, appealing to different customers (including men and teens), and giving back with financial support for causes relating to domestic violence and breast cancer.

Insightful and entertaining, AVON: Building the World's Premier Company for Women provides an authorized, colorful, and well-rounded account of both the people and practices behind one of America's most respected and successful companies. It also shows how every business—big and small—can benefit from Avon's unique approach to sales and marketing.

Inside This Book (Learn More)
First Sentence
David Hall McConnell was a hard worker from the start. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews

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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 4.9 out of 5 stars  12 reviews
8 of 9 people found the following review helpful
5.0 out of 5 stars Every Avon Lady should read this book! March 16 2006
By Lisa M. Wilber - Published on Amazon.com
Calling all Avon Ladies! This book will give you a new understanding of our company, the founding leaders and the progression it has taken over the years. Every serious Avon Representative should have an understanding of this company we represent. I was wowed by the in depth information provided. I had heard bits and pieces of this history over my 25 years with Avon, but this book was able to fill in the blanks and tie it all together for me. Also a great read for any person in direct sales. If you are in Avon's leadership program, this book is a great downline gift or incentive award. Would also serve as a great testimonial to give to a prospect showing how solid this company is and it's bright future. We've waited a long time for a book with this information in it!
1 of 1 people found the following review helpful
5.0 out of 5 stars Find out why Avon is so successful Aug. 14 2009
By Mariusz Skonieczny - Published on Amazon.com
People who are interested in this book usually have different reasons for reading it. Many may want to learn about the company before becoming sale representatives. I wanted to learn about this company because I was interested in purchasing the company's stock since it is publicly traded.

It is evident that the company's success goes back to its founding years when the company's values and beliefs were established by the founder, David McConnell. His belief was to produce a superior product using the finest ingredients and have it sold by women, because they are the most knowledgeable about the product. Recruiting women worked very well because, back then, women did not have as many job opportunities. Today, working for Avon allows women to gain control of their schedule, be entrepreneurial, and still have time to raise children.

Many other companies try to copy Avon's business model, but it is not easy to compete with such a powerful brand. The company provides training, support, and financial incentives to its reps because it knows that the only way Avon can be successful is when it has happy and successful reps.

- Mariusz Skonieczny, author of Why Are We So Clueless about the Stock Market? Learn how to invest your money, how to pick stocks, and how to make money in the stock market
5.0 out of 5 stars Avon! Sept. 26 2013
By OldSpiritedOne - Published on Amazon.com
Format:Paperback|Verified Purchase
A great book! A lot of great material! This is one book you will want to keep for times to come!
5.0 out of 5 stars Avon Aug. 1 2013
By Felicia LLanos - Published on Amazon.com
Format:Paperback|Verified Purchase
This is a great way to get to know the company, Avon has been around for 125 years and they have really made dreams come true for women.
5.0 out of 5 stars Informative Feb. 7 2013
By M. Long - Published on Amazon.com
Format:Hardcover|Verified Purchase
Very informative and gives the rich history behind one of the world's oldest companies. I highly recommend this book to all new sales reps.

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