Commerce pivot story / founded 1886
Avon pivot story
Book sales samples became a beauty empire.
Books -> beauty counter
Before
Door-to-door book sales with perfume samples as gifts.
to
After
Cosmetics and beauty products sold directly.
The pivot story
Customers loved the perfume samples more than the books. The business followed the demand and became Avon.
Why it worked
Direct selling matched beauty products well and created a large network of representatives.
Known for
Cosmetics
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