Natura CEO Sees Renaissance in Direct Selling

The video discusses Avon's listing on the NYSE and its transformation from direct to social selling. It highlights the role of representatives and consultants in the business model, emphasizing the shift to online platforms. The strategy includes a multi-channel approach, integrating physical stores and online presence. The commercial model aims to enhance services and expand market opportunities. The video concludes with a focus on the renaissance of relationship selling, leveraging social tools and micro-influencers.

What significant change is Avon undergoing in its sales strategy?

• Switching from social selling to direct selling

• Focusing solely on physical stores

• Transforming from direct selling to social selling

• Eliminating online sales

How does The Body Shop contribute to Avon's business model?

• By promoting a multi-channel approach

• By eliminating physical stores

• By reducing product variety

• By focusing only on online sales

What is one of the goals of Avon's commercial model?

• To enhance services and offerings for representatives

• To reduce the use of social media

• To decrease the number of consultants

• To focus only on the Latin American market

What opportunity does Avon see in expanding its market presence?

• Entering only the North American market

• Introducing NATUTO brand in new markets like Russia and South Africa

• Focusing solely on the South Korean market

• Reducing its presence in Latin America

Why do some companies exit the direct selling business model?

• Due to high profitability

• To increase offline presence

• Because of declining interest in relationship selling

• To focus on door-to-door sales

What is the current trend in relationship selling according to the transcript?

• It is becoming obsolete

• It is experiencing a renaissance through social media

• It is reducing the use of influencers

• It is focusing only on offline methods

Which companies are mentioned as examples of successful social selling?

• Avon and Cerberus

• The Body Shop and NATUTO

• Cerberus and Cody

• Stella and Dot, Rodan and Fields