Direct Selling

Market research on the direct selling industry. Standardised and cross-comparable statistics including total market sizes, market share and brand share data, distribution and industry trends.

Country Report

Country Report

Direct Selling in Australia

Apr 2019

As is the case internationally, the digital revolution has caused significant disruption for direct selling in Australia. The channel’s traditional business model, built on face-to-face personal connections between sellers and buyers, is at odds with...

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Direct Selling in New Zealand

Mar 2019

Direct selling in New Zealand is projected to continue to decline over the forecast period. The channel, which traditionally focuses heavily on personalised customer service and one-to-one demonstrations, has lost its appeal as time-poor consumers ...

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Direct Selling in Pakistan

Mar 2019

The direct selling channel in Pakistan primarily targets women; hence, the focus of retailers in the channel remains on beauty and personal care and household products. Direct selling in Pakistan is a retail channel which is well-suited for women who...

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Direct Selling in India

Mar 2019

Beauty and personal care and consumer health remained the most popular products sold via direct selling in 2018. One of the advantages of the direct selling channel is that sellers can have face-to-face conversations with customers. This creates the ...

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Direct Selling in Kenya

Mar 2019

With the unemployment rate in Kenya averaging 11%, companies are increasingly looking to employ youths to sell their products directly to consumers. This involves these sales agents looking for potential customers either through their existing ...

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Direct Selling in Cameroon

Mar 2019

Direct selling continued to see slower, but still fast, current value sales growth in 2018. Despite increasing maturity, direct selling continues to attract strong demand from middle- and high-income consumers. Direct sales are still highly dependent...

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Direct Selling in South Korea

Mar 2019

Direct selling posts steady growth in South Korea, with its great quality of products. Since direct selling’s main consumers are mostly middle-aged women in South Korea, the quality of products highly affects the channel’s sales growth. Many direct ...

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Direct Selling in Austria

Mar 2019

Current value growth for direct selling remained strong in Austria in 2018, with marginally slower growth predicted for the forecast period. Direct selling is expected to continue outperforming store-based retailing and overall retailing. It has ...

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Direct Selling in Guatemala

Mar 2019

The success of direct selling in Guatemala is driven by the strong penetration that direct sellers have in both urban and rural areas. Often, direct sellers can reach parts of the country where there are no stored-based retailers, especially in ...

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Direct Selling in Macedonia

Mar 2019

Competitive pressure from health and beauty specialist retailers continues to hinder the performance of direct selling. Constantly evolving market conditions have led to a marginal value share loss for the entire channel. Over time, the direct ...

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Direct Selling in Kazakhstan

Mar 2019

Direct sellers in Kazakhstan continuously benefit by providing a personalised, individual approach towards communication and service that they offer consumers. The existence of beauty consultants in direct selling attract consumers who demand a deep ...

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Direct Selling in Slovenia

Mar 2019

Direct selling experienced a prolonged period of contracting sales throughout the review period and continued to drop in 2018. The main drivers behind this performance are to be found in the shifting power from sellers to buyers, which were fostered ...

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Direct Selling in South Africa

Feb 2019

Direct selling remains a relatively niche retailing channel in South Africa when compared with the overall retail market. The most common format in direct selling in South Africa remains person-to-person direct selling. The review period witnessed an...

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Direct Selling in Tunisia

Feb 2019

The leaders in direct selling in Tunisia have brand representatives in every city and neighbourhood. In urban and rural areas, consumers can buy the latest products without having to travel to major cities. Proximity to customers through brand ...

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Direct Selling in Canada

Feb 2019

Direct selling experienced a challenging time in the last five years, not only because of more product options being available to consumers from other channels, but also because direct selling attracted fewer part-time and full-time distributors. To ...

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Direct Selling in Nigeria

Feb 2019

The number of internet users in Nigeria is increasing sharply and helped to support the growth of the direct selling channel in 2018. Direct sellers are taking advantage of the increasing online traffic to promote their products. In addition, ...

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Direct Selling in Costa Rica

Feb 2019

Thanks to a consolidated base of local sales associates and buyers throughout the country, the direct selling channel continued to capitalise on its strong sales momentum during 2018. The prevailing macroeconomic uncertainty continued to boost this ...

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Direct Selling in Serbia

Feb 2019

Direct selling witnessed a strong result over the review period, and this trend continued into 2018. This growth was partly driven by the good performance of Avon Cosmetics and Herbalife International, and partly by the growing number of small ...

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Direct Selling in Algeria

Feb 2019

Direct selling is expected to see a strong double-digit current value CAGR over the forecast period. This growth is set to be driven mainly by home care direct selling, as the category is still far from maturity. Consumers in Algeria who buy through ...

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Direct Selling in Belarus

Feb 2019

In 2018, direct selling in Belarus recorded growing value sales thanks to the improving macroeconomic situation. A fairly stable exchange rate also positively influenced direct selling sales as these products are mainly imported from Russia. A slight...

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