c

A Study of Distribution Channel and Marketing Communication of

Tupperware India

c
c

c
c c
 c

Table of Contents
Introduction....................................................................................................................................... 2

Key strategies ................................................................................................................................ 2

Sales and Distribution........................................................................................................................ 3

Marketing channel ......................................................................................................................... 3

Marketing Strategy ........................................................................................................................ 4

Sales Force Design ........................................................................................................................ 5

Marketing Communication ................................................................................................................ 7

Message Decision ........................................................................................................................ 10

Media Decision ........................................................................................................................... 12

Recommendations ........................................................................................................................... 13

ReferencesŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒŒ
c

c c

J
x

c
Introduction
iupperware Corporation, US, has set up its subsidiary in India, called iupperware India Pvt Ltd (iIPL). Since then
it is growing at a compounded annual growth rate of 30%. ihe company's expansion in India also fuelled the
growth of the overall kitchenware market, which increased from 6.7 billion rupees in 2003 to over 12 billion rupees
in 2008-a 12 percent annual rise (report by Euromonitor).iupperware has gone on to become a 'top of mind' brand
for many middle-class households across India's main metros, according to a survey undertaken by ihe Nielsen
Company in 2008. ciupperware is rated among India's top 3 percent of brands across all categories and segments by
µSuper brands¶, a well-respected and independent organization.

Ôey strategies
ihe key strategies that iupperware followed to gain the competitive position in one of the largest and most exciting
emerging markets (from being global to local) are:

Focus on a core business/category

Entering a new market in the core business area a company brings in innovation, resources, the weight of your
global organization, and learning from other markets. iupperware was able to

†c ´et the attention, expertise and support from the parent company
†c Convert Indian consumers from traditional metal food containers to plastic ones that catered to local food habits
†c Ëuild a strong distribution network by popularizing "iupperware Parties"

Adapt products but maintain global brand integrity

Companies adjust their product line to meet local needs in emerging markets but without losing their brand cachet.
†c iupperware localized its pricing strategy, making its products more affordable to more Indian customers. Also
it offered 25 products that are customized for Indiankitchen use, of their 100 products.
†c iupperware maintains lower costs by producing locally, set up plants in India to cater exclusively to the Indian
market.

ºnderstand local costs and leverage local talents

†c iupperware instead of entering competing with the domestic companies in the low cost points offered products
at attractive prices, locally developed models to cater to Indian customers.
†c iupperware realized local talent (iIPL MD Asha ´upta, Indian) so that it can get superior customer insights.

uesource to potential

iupperware's marketing efforts have been directed at resourcing to the potential of the market through multiple
initiatives. From media tie-ups, advertorials, partnerships with Ëollywood production houses, and tie-ups in India
with top brands such as Samsung, P&´ or American Express, iupperware has kept its brand resonating in
consumers' minds in urban areas where it is still developing the market. It plans to focus on rural areas after it
further builds its presence in smaller cities and towns.
½
x

c
Sales and Distribution

Marketing channel
A marketing channel is a set of practices or activities necessary to transfer the ownership of goods, and to move
goods, from the point of production to the point of consumption and, as such, which consists of all
the institutions and all the marketing activities in the marketing process.

uoles of marketing channel in marketing strategies:

†c Links producers to buyers.

†c Performs sales, advertising and promotion.
†c Influences the firm's pricing strategy.
†c Affecting product strategy through branding, policies, willingness to stock and customizes profits, install,
maintain, offer credit, etc.

An alternative term is distribution channel or 'route-to-market'. It is a 'path' or 'pipeline' through which goods and
services flow in one direction (from vendor to the consumer), and the payments generated by them flow in the
opposite direction (from consumer to the vendor). A marketing channel can be as short as being direct from the
vendor to the consumer or may include several inter-connected (usually independent but mutually dependent)
intermediaries such as wholesalers, distributors, agents, retailers. Each intermediary receives the item at one pricing
point and moves it to the next higher pricing point until it reaches the final buyer.

xarty xlan&Chain of Confidence CampaignȂ methods by Tupperware

iupperware came up with its unique µParty plan Method of marketing¶ following its failure to cater to the
consumers because of its high price and lack of awareness about the product when introduced in hardware and
department stores. iupperware products were. In party plan marketing, home party is conducted and the iupperware
products and their uses were demonstrated to consumers. "iupperware Parties" involved sharing of recipes, cooking
advice and health tips among Indian housewives(augmentation and emotional appeal). ihe demonstration is a way
chosen by the company to communicate to the customers about the quality of the product and its uniqueness, the
usage and the reasons for higher cost of its products. io have the positioning as a high quality wares helping in
leading active and healthy lives, iupperware in kitchenware market represents µwholesome¶, µkeeping it fresh¶ and
µPremium Mass¶, iupperware opted for direct marketing.

iupperware has imbibed the Chain of Confidence Campaign in its direct selling model, creating invaluable
connections that last a lifetime. Chain of Confidence invites women to share in the immeasurable rewards of self-
confidence and ensures the next generation of women will benefit from this knowledge.

ë
x

c
Marketing Strategy
iupperware India initially launched its products in Delhi. Realizing the potential,the company ventured into 14 other
SEC A cities and widened its operations to another three SEC Ë and C cities by 2000. ihe company entered into the
eastern market as well.

Corporate tie ups and cobranding

ihe company has tied up with Procter and ´amble (P and ´) in Chennai and with Pringle chips in Chandigarh for
cross promotion scheme. After successful test marketing the companies took out the alliance further. Since both
P&´ and iupperware had top-end market customers, they tied up for more joint promotions. iupperware tried to
have tie ups with FMC´ companies and consumer electronic brands to promote its product range. It also proposed
to have tie-ups with food companies selling flour, cooking oil and tea to sell the products in iupperware packaging.
ihe direct marketing company also entered into negotiation with Hindustan Lever Ltd (HLL) to start a cross-
promotion exercise in the Northern, Eastern and Western Regions of India. iupperware containers were bundled
with HLL¶s Dalda refined oil packages.

iupperware India introduced its products in a few new shopping malls as part of its strategy to achieve a turnover of
Rs206 crore in the next two years. ihe company intended to market its products through distributors in these malls.
iupperware also tied with Sahara India to increase brand awareness and its customer base through bid-n-win
scheme. iupperware tied up with Ëig Ëazaar to set up touch points to establish contacts with consumers.

iupperware Worldwide also has alliance with some consumer durable companies like Whirlpool. iupperware
consented a cross promotion deal with home appliances company Whirlpool of India as well. ihe iupperware
organized roadshow at Kolkata as a part of promotional deal with the white goods major Whirlpool.

Ôiosks
iupperware opened kiosks in shopping malls to create brand awareness and to reach potential customers who are
unable to attend iupperware parties. ihe company spent INR 2.5L in each kiosk with a strategy of increasing the
sales by 10 ± 12%.ihis is a part of its integrated direct access strategy. ihe initiative is aimed at increasing
recruitment, awareness about the company and promoting its products.

xroducts launches
Initially iIPL came up with 25 products customized for Indian kitchen and it targeted top-end customers. In years
iIPL launched many products to suit modular kitchen ± microwave wares, aquasafe bottles etc. It also launched a
low-price range called Classic. iPIL came up with Indianized products in order to improve its market share in the
country.iupperware is planning to launch products for rural India with an intention to expand its presence from 59
cities to across the country. ihe products were given special offers during festival occasions ± discounted rate.

Channel Management Decisions

ihe dealers organized product demonstration at parties where the guests order for the products and the hosts are
given free gifts. A comprehensive training program and a new incentive scheme for conventional managers like a
paid trip to Malaysia were later announced to encourage the dealers.

x

c
When iPIL noticed that some of their distributors are using retail outlets to sell their products to meet the sales
target it terminated the distributorship of these errant distributors, as it is against the principles of direct selling

Fitness
iIPL exhibits Reward Power on their dealers and distributors by giving them free gifts and taking them for free
trips(to Malayasia). It also exhibits coercive power on failure to meet the norms of the firm (distribution). ihese
practices suit the Indian market conditions where it is easier to get a job done through reward than through punitive
measures. Further 99% of the distributors are housewives who get motivated by the reward power exerted by the
dealers.

iupperware Corporation has succeeded in gaining a strong market in India. Unlike in UK where they tried serve to
A & Ë group customers with the sales force belonging to C & D group, it has catered to right kind of sales force and
customers.

Initial entry into the top-end market with the customized products and selected cities (SEC A) developed the
awareness about the credibility of the product and hence venturing into other cities and launch of new products was
well accepted by the consumers as the credibility reached them through word of mouth. WOM has been the biggest
strength and the reason for the success of the iupperware products. iIPL also adapted Indian designs like the Jaipur
blue pottery designed containers for dry storage and it formed their unique level of products. iIPL with its Classic
models have got access to enter the rural market ± a low price model that never compromised on the quality but the
design.

iIPL went in for selective distribution which improved the visibility of its products. iheir option of cobranding with
HLL and P&´ is a successful strategic move as it has improved their customer base. Ëut road shows might raise
doubt about the product¶s superior quality level among the niche customers. c

Sales Force Design

iupperware is sold mostly through a party plan, with rewards for hosts. A iupperware party is run by a iupperware
consultant for a host who invites friends and neighbors into his or her home to see the product line. iupperware
hosts are rewarded with free products based on the level of sales made at their party. Parties also take place in
workplaces, schools, and other community groups.

ihe business of direct selling is very different from other businesses because, here, the level of
sales depends very much on how the members of the Sales Force feel about the product and the promotion.
Sales in this type of business depend a great deal on the size of the active Sales Force and their
productivity.

0
x

c
 c

In most countries, iupperware's sales force is

organized in a tiered structure with consultants at
the bottom, managers and star managers over
them, and next various levels of directors, Legacy
Executive Directors at the top level. In recent
years, iupperware has done away with
distributorships in the U.S. ihis has allowed
iupperware more flexibility, and more generous
commission and rewards for their consultants.

cc
c
 c

ihe iconic food storage container is enjoying a surge in popularity in fast-changing India and the concept of the
iupperware party has been rekindled. Its active sales force comprises c 


c 
c c   
. In
New Delhi alone, there are an estimated 300 iupperware managers who each host 10 to 15 parties every week. c

In recent years, iupperware in North America has moved to a new business model which includes more emphasis
on direct marketing channels and eliminated its dependency on authorized distributorships. ihis transition included
such strategies as selling through iarget stores in the US, and Superstores in Canada, with disappointing results.
iupperware states this hurt direct sales. In countries with a strong focus on marketing through parties (such as
´ermany and Australia/New Zealand), iupperware's market share and profitability continue to decline.

When it comes to forecasting, the direct selling industry is unique. io understand it, one has to know
what the direct selling business is and how it works. How does it differ from the retail industry? Here, the
emotions of the Sales Force members play a very important role. ihe sales sharply rise and fall depending on
how the Sales Force members feel about the product and/or the promotion. At iupperware, the sales model is a
party plan where someone arranges a party and invites his/her friends and contact people to the party as
prospective customers. ihe party is initiated by the Sales Force member. So, sales are primarily made through
the party, though they are supported to some extent by catalogs, television, and online advertisements. ihe
Sales Force members are independent contractors; each one can choose which products and offers they want to
push. Direct selling started in early 1900s. In the early years, the direct sellers were traveling salesmen.
However, as the business model changed to a party plan model, women comprised the majority of direct
sellers. ioday, the average direct seller is a woman between the age of 35 and 54, has some college or
maybe even a four-year degree, and works part-time. How the Sales Force members feel about a particular
product or promotion pretty much determines their success. Direct selling varies greatly when compared to
the retail industry. If you sell a product at Wal-Mart, plans about which products will be promoted, when and
how, are made ahead of time. ihere is a weekly replenishment plan based on store inventory and sales. New
Products are planned very early on to prepare for theirlaunch date. When an expansion is planned for additional
space or stores, it is done in advance as well. ihe implementation of a strategy takes anywhere from 6 to 12
months. Ëut this timeline is significantly different in direct selling businesses: Promotional planning is
r
x

c
done only 24 hours in advance based on the best indicators! Indicators include how many parties are
planned for the next week and beyond and the number of active team members (Sales Force) we have. New
Products are planned based on what the Sales Force wants. ihere are no iupperware stores; instead, there are
just Sales Force members who enter and leave the business on a dailybasis. Our customer strategy
changes daily. Our customer, which is our Sales Force, changes constantly. As such, our customer strategy
changes, based on what is occurring within the Sales Force.

Calculation of Sales Forecasts

Sales forecast are prepared by using a formula called iAP: ihe "i" stands for team members; the "A" is for
activity; and the "P" is for productivity. ieam members represent the Sales Force the organization has in any given
time. Activity refers to the percentage of people within team members who are active and selling.
Majority of the team members work part-time; as such, many of them don't sell on a regular basis. One month
they may be very active in selling, but that may not be the case in another month. Productivity refers to how
much each member sells. After these parameters are estimated, four different methods are used to create a
forecast.

†c 120-Day trend based on the iAP formula.

†c 90-Day trend based on channel.
†c §ear-to-year comparison based on iAP formula.
†c Make adjustments based on whether the emotional response of the Sales Force and/or the consumer is
favorable or unfavorable. Initially, the forecast is based on the average sales utilizing the first three methods.
Next, we incorporate the feedback we get from the Sales Force, which may increase or decrease the number.

Marketing Communication
Marketing communication mix used by company includes mainly:

Direct marketing, xersonal selling&Word of mouth marketingc

ihe most extensively used communication approach by company. ihey have launched µParty Plan Method¶ and
µChain of Confidence´. ihere is also a blog on iupperware so that also contributes to make people aware about
various products of company plus reviews in blogs increase credibility.

xarty xlan Method: (A mixture of informational as well as transformational appeal)

iupperware came up with its unique µParty plan Method of marketing¶ following its failure to cater to the
consumers because of its high price and lack of awareness about the product when introduced in hardware and
department stores. iupperware products were. In party plan marketing, home party is conducted and the iupperware
products and their uses were demonstrated to consumers. "iupperware parties´ involved sharing of recipes, cooking
advice and health tips among Indian housewives (augmentation andemotional appeal).

G
x

c
 ihese demonstrations helped the company to explain to the
customers, the quality, the usage and the reasons for higher
cost of its products. io have the positioning as a high
quality wares helping in leading active and healthy lives,
iupperware in kitchenware market represents
µwholesome¶, µkeeping it fresh¶ and µPremium Mass¶,
iupperware opted for direct marketing.

Chain of Confidence Campaign: A Transformational appeal

iupperware has imbibed the Chain of Confidence Campaign in its direct selling model, creating invaluable
connections that last a lifetime. Chain of Confidence invites women to share in the immeasurable rewards of self-
confidence and ensures the next generation of women will benefit from this knowledge.

Centre of web portal is women. So, it

generates interest in women. And c
various rewards are motivations for
women.

Celebrating women and the powerful bond of friendship that connects them together, iupperware¶s Chain of
Confidence honors women across the globe and the profound life altering impact they can have on one another. irue
to its virtue, iupperware recognizes the extraordinary source of strength women derive from one another which
enables them to feel confident and secure in their ability to succeed.iupperware gives every woman the flexibility to
set work schedules, own a business, earn extra income and have a wide circle of influence. ihe Chain of Confidence
also provides an incredible support team of women all with a vested interest in personal and financial success.

·vents and xromotions: (A mixture of informational as well as transformational appeal)

Company promotes its product by being sponsoring certain events involving mainly women. Events and promotions
done by company in 2010 are shown below. It is Involving and Implicit.

‰
x

c
 c

So from above it is very clear that how company is promoting its product by being part of various events.

xublicity
Company has been in news for its continuous growth despite recession. Plus increase in reach of company to farther
area has made it continuous news maker. Company has been associated with Movies like µËillu Ëarber¶ and
µ´olmaal 3¶ and so was in news for quite a sometime. It has Dramatizing effect as well as provides some credibility.

Sales promotion
±
x

c
Company has been continuously coming up with various sales promotions like shown below.

Colours used are eye catching plus if you see the concession rate it is incentive for buyers as well as an invitation.

Advertisements
Company¶s focus on advertisement is not much visible. ihis is because company¶s main source of communication is
direct communication. So company is reaching masses in a different way. Company¶s advertisements mainly have
informational appeal about product. From ages their focus id their product. So whenever they launch any new
product they mainly show the product and its benefits and price etc.

Message Decision
iupperware has gone on to become a ³top of mind´ brand for many middle-class households across India's
main metros, according to a survey undertaken by ihe Nielsen Company in 2008. ihe message that the company
wants to drive is that iupperware products depict quality, robustness and are aesthetically designed. ihe
iupperware products carry a lifetime guarantee. Any damaged product (cracks or breaks) could be replaced by
same/similar new iupperware product from any place in the world.

The 3 · s of Tupperware

·nlighten
io share insights & provide products and knowledge that makes life simpler and more enjoyable for families.

·ducatec

J
x

c
io provide smart, simple solutions that enable customers to save time, money and effort while leading active and
healthy lives.

·mpower
io better the lives of women by giving them the confidence to live with respect in the society and becoming
independent.

Message Strategy
Lifetime Warranty: iested in extreme conditions and built to last long, really long. Ëuying with confidence is
assured with iupperware products that are guaranteed against chipping, cracking or peeling under normal
noncommercial use for the lifetime of the product. When a iupperware product shows a defect in material or
function, one may visit any iupperware Ëusiness Center or call iupperware Ërands consultant for a free
replacement.
Chain of confidence:Enlighting, educating and empowering women across the globe. iupperware has imbibed the
Chain of Confidence Campaign in its direct selling model, creating invaluable connections that last a lifetime. Chain
of Confidence invites women to share in the immeasurable rewards of self-confidence and ensures the next
generation of women will benefit from this knowledge. iupperware gives every woman the flexibility to set work
schedules, own a business, earn extra income and have a wide circle of influence. ihe Chain of Confidence also
provides an incredible support team of women all with a vested interest in personal and financial success.
Legacy: What started as an innovation in 1942 now has become an inseparable part of many families. For over 60
years, iupperware has been creating a niche for itself in the business world, making a difference to the lives of
millions through its innovative storage products and extremely attractive business opportunity. In recent years,
iupperware has made tremendous inroads into becoming a true global entity. Despite the success and astounding
growth of iupperware Ërands, the Company¶s mission and passion to enlighten, educate and empower customers
and their families tops the priority list.
xroduct range:With hundreds of products for every range, consumers are spoilt for choice. ihe major categories
are:
†c Aquasafe
†c Canisters
†c Dry Storage
†c Food Preparation
†c Freezer
†c Fridge Smart
†c Lunch 'n' Outdoor
†c Microwave
†c Refrigerator
†c Serving
†c iupËaby
Inspiration center:ihat's the iupperware Party experience. ihis unique, interactive party offers the opportunity
to see, taste and experience the new iupperware lifestyle - amazing products, delicious recipes and smart, simple

JJ
x

c
solutions to improve the consumers¶ life. Plus what a great opportunity to exchange ideas and make new friends.
Whether one is a consultant, a host or a guest, there's a lot to enjoy at a iupperware Party! It¶s party time!

Smart companies like iupperware adjust their product line to meet local needs in emerging markets but without
losing their brand cachet. iupperware has done that, maintaining a "premium mass" image. Striking this balance is a
critical success factor in emerging markets like India and China where customers aspire for a certain brand status but
at "good enough" quality and affordable prices. io compete more effectively, iupperware has localized its pricing
strategy, making its products more affordable to more Indian customers, but, at the same time, has not compromised
on quality. It maintains lower costs by producing locally, as seen in its state-of-the-art plant in Dehradun, which
caters exclusively to the Indian market.

Media Decision
Media selection is the process of choosing the most cost-effective media for advertising, to achieve the required
coverage and number of exposures in a target audience.

Magazines
Since women are the majority purchasers of iupperware products, they are advertised in magazines through
which they can reach a wider female audience such as
†c Elle
†c Femina
†c Parenting

Internet and online media

iupperware has unveiled an all new iupperware India website in September 2010 through which it conveys most of
the information about its rich heritage, variety of products, new product releases, sharing recipes. It is interactive in
the sense that users can upload their own recipes.

iupperware advertises though social network medium such as

Facebook.http://www.facebook.com/pages/iupperware-India/294670044329?v=wall&filter=2

†c It releases a number of consumer flyers, recipe lists, vintage collection photos in the space where they can
upload photos.
†c It also conducts online quizzes related to recipes and distributes prizes
†c It uploads testimonial videos by women who have used iupperware products and other promotional videos

iupperware promotes its products by having different videos describing its products on youtube. It has more than 90
videos which talk about being eco conscious, its sustainability story, iupperware art and design, etc
http://www.youtube.com/watch?v=EWajv4gcNs8&feature=player_embedded

iupperware is also marketed in online media such as

J½
x

c
http://hyderabad.olx.in/tupperware-modern-kitchen-fridger-items-iid-41215945

Îewspapers
iupperware advertises in all national and regional newspapers about its existing products and more so when there
are any new product releases.

Television Ads
ihe company launched a television commercial to coincide with the release of the µWe are family¶ film to ride along
the hype associated with a Karan Johar and Kajol film. ihey adopted the product placement strategy which is
explained in detail below.

Alternative Advertising

Outdoor campaigns
iupperware conducts campaign of lunch series in select locations such as Ëig Ëazaar in metro cities. It also
conducts festive campaigns.

xroduct xlacement
In Karan Johar¶s Ëollywood remake of Hollywood hit Step mom, We are family, plastic tubs seem to be
everywhere which are iupperware moments. iupperware is the only direct selling company in India that got
associated with in-film branding. iupperware India is targeted towards SEC A and SEC Ë women and mothers in
the 30 plus age group. iupperware felt Kajol, the movie¶s heroine represents its target audience and saw their brand
fitting into the storyline of the film. iupperware also associates with certain campaigns such as ³UNICEF Awaaz
Do´ campaign through which it does both marketing as well as sale of products.

uecommendations

Jë
x

c
†c iIPL operates in Kiosks in many shops; instead it could start exclusive iupperware stores in shopping malls.
With the increase in the number of products ± models, different sized containers, entry into low price models,
microwave utensils, Jaipur designed wares ± exclusive stores will give the customers a wide choice to choose
from. ihough catalogues give information about the products, with repeated buying customers may prefer to
have wide options to choose from so that they may buy mew products the utility of which they might not have
realized while looking at the catalogue. ihis may also provide an opportunity to know the customers demand/
necessity and come up with more innovative products. ihe shops should be run by the distributors; this may
also reduce the shipping cost and also bring in new customers who may wish to try out the products.
†c Co-branding though increase the visibility, it may hamper the image of the quality of the wares especially when
it comes with low preferred products. ihe premier customers may not be satisfied with this kind of approach.
Similar is the case with displaying the product in roadshows. Entering into corporate tie up ± gifts could
improve its visibility and improve its business.
†c With the company growing and the sales consultants became successful in recruiting more and more people to
the business, they ended up facing so much paperwork at the top that they no longer had time to perform the
strategic work of selling and recruiting. ihis led to them to invest heavily on developing Ii infrastructure to
help its sales force focus on thing that they are best at doing. ihere was a period when iupperware lost sales
because of its in efficiency in its internal Ii infrastructure. ´etting the Indian sales force used to these new
technology will be another huge task. Proactive steps have to be taken to address these issues
†c A related challenge was that distributors usually submitted several orders at a time, which meant iupperware
needed resilient technology with the capacity to process orders in big batches
†c Corporate communication to sales force is another key challenge that iupperware faces. It¶s very easy for the
sales force to get demotivated when the information and proper communication are not available to them.
iupperware has created http://my2.tupperware.com/ exclusively for its sales force, which provides them ease of
access to information and also a personal mail for corporate communications. For people who don't read e-mail
every day, maybe they'll listen to a voice mail, or for people who don't listen to their voice mail right away,
maybe they'll read a text message on their cell phone. ihis can be implemented in India since the mobile
penetration is much more as compared to internet.
†c From analyzing the above media through which iupperware reaches its consumer base we can clearly see that
the social network media works very well for iupperware. It has more than 3200 followers in Facebook and
people get to know about iupperware products and parties and contact details of iupperware distributors. Even
product placements helped iupperware to reach out to entirely new set of audience.
†c iupperware should focus upon mass media to cater to large masses and create awareness about their products
†c ihey should plan more parties in order to use the power of word of mouth
†c ihey can also go for Co- creation and thus use the power of involvement
†c People don't mind a joke, an interesting story, the ability to make their own messages on a chocolate bar
wrapper or just something unexpected - it makes a pleasant pit stop in their day, lifts their emotions and
potentially gives them something to talk about with the brand at the center of the discussion. ihis power of
Entertainment can be utilized to make communication more interesting

J
x

c
ueferences
†c Duffy D.L. (2005).³Direct selling as the next channel´ ß
  

 
†c Campbell O (2008).‘Forecasting In Direct Selling Ëusiness: iupperware's Experience
ß


   
†c Davis, iim R V (1994) ³ihe Distribution Revolution´ Ê  !
†c iupperware everywhere (2011, January 30) Retrieved from
Ô
   

 

   

  



  

 

†c iupperware in India (2011, January 30) Retrieved from
Ô
  
 
 

  



       
Ô
†c Ëackground Information on iupperware Corporation (2011, January 30) Retrieved from
Ô
   
 Ô   


  
 Ô 
†c iupperware Home Parties and the Jubilees (2011, January 30) Retrieved from
Ô



Ô 


  

 
Ô 

J0
x

c