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Daniel Latev, Head of Non-Store Retailing Research, discusses the direct selling channel for beauty and personal care (BPC) products worldwide. Latin America and Eastern Europe are the two hotspots for direct selling. Asia Pacific has been on the decline in recent years and Avon has pulled its operations in Japan. However, rapid growth in China, Thailand and the Philippines have given a resurgence to the area.

Latev explains the strategy and growth of such BPC direct selling companies as Natura, Avon, and Oriflame, and how emerging markets are more receptive to direct selling. However, in some developed markets such as the USA, direct selling is still a key component of BPC sales.

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