Network marketing

Article Abstract:

The UK network marketing industry grew by 67% in real terms in 1991-95, reaching some 320 million pounds sterling in 1995. However, network marketing still accounted for only around 0.2% of all retail sales in 1995. Network marketing has shifted away from household products and now focuses increasingly on personal products. In 1994, jewellery accounted for nearly one fifth of network marketing sales, food and nutritional supplements for 15% and home cleaning products for nearly 10%.

United Kingdom, Industry Overview, Multilevel marketing

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Dixons plans to compete with direct PC suppliers

Article Abstract:

PC retailer Dixons plans to offer a build-to-order program that would enable customers to order hardware and software configurations according to their specific needs. This initiative would allow the company to compete head on with such direct sellers as Dell, Dan and Gateway and price-competitive rivals Time and Tiny Computers. Dixons will benefit from its size although it is not clear if it has the right expertise and flexibility to operate a direct supply business.

Computer Stores, Computer and Software Stores, Planning, Computer industry, Computers, Digital computers, Retail industry, Retail trade, Distribution, Dixons Group PLC

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Alliance formation with direct selling companies: Avon and Mattel

Article Abstract:

This paper provides an assessment of the recent alliance formed between Avon and Mattel. The alliance represents, among other things, a blending of Avon's sales expertise with Mattel's high quality products, including the Barbie R product line. The alliance is evaluated on the basis of seven requirements. Managerial suggestions and research ideas are presented. (Reprinted by permission of the publisher.)

Dolls and stuffed toys, Doll and Stuffed Toy Manufacturing, Fashion Dolls, Management, Case studies, Avon Products Inc., AVP, Toy industry, Selling, Mattel Inc., Strategic alliances (Business), MAT, Manufacturers' agents, Manufacturers' representatives

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