Avon calling ... nobody's home

Article Abstract:

Avon Products and other door-to-door marketing companies such as Fuller Brush and Mary Kay Cosmetics are finding that the women who used to be at home for their sales pitches are often out in the marketplace themselves, working. Consequently, these direct marketers have had to switch their tactics and are relying more on telemarketing and direct mail techniques. Despite the change in marketing emphasis, some of these direct-selling companies are suffering economically; for example, Houston-based Mary Kay reported 1984 sales of $277.5 million, following 1983's sales of $323.8 million. Similarly, Avon's sales fell to $2.18 billion in 1984, after reporting sales of $2.21 billion in 1983.

Analysis, Innovations, Avon Products Inc., Direct mail advertising, Direct-mail advertising, Mary Kay Cosmetics Inc., Fuller Industries Inc. Fuller Brush Div.

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Babies deliver DM profits

Article Abstract:

3.8 million women will have babies in 1986, 42 percent for the first time. American Baby, Inc. indicates that during the first year, average expenses on baby categories range from $100 on toys to $770 on furnishings for the nursery. Companies utilize direct marketing during the entire maternity cycle to influence the buying behavior of mothers. While some marketers believe that experimentation is important to mothers in order to determine which are the best products for their child, others think that the increased expenses mean mothers are anxious to take advantage of bargains, which can be offered through such means as redemption coupons.

United States, Baby foods, Diapers

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