Executive Summary

Feb 2019
PROSPECTS
Women’s need for a flexible income source favours category growth

Direct selling is one of the most dynamic retailing. According to data from the Bolivian Association of Direct Selling Companies (ASOEM), this sector contributes an estimated 1.

Social interaction is key to the growing success of direct selling in Bolivia

One basis of the direct selling business model adopted in Bolivia is to achieve the greatest possible number of associates that will buy and sell their products. The first associates and customers target the ones closest to the seller’s social circle; these are usually family and friends.

Cosmetics products drive direct selling sales growth, supported by a feminine sales force

According to ASOEM data, cosmetics products accounts for more than half of the total sales of direct selling in Bolivia. These products have managed to displace the consumer’s preference for seeking apparel, nutrition, imitation jewellery and other household items through other retailers.

COMPETITIVE LANDSCAPE
Corporación Belcorp de Bolivia and Yanbal Bolivia account for half of total value sales, supported by strong product portfolios

Companies representing international brands dominate the direct selling landscape, with Yanbal Bolivia and Corporación Belcorp Bolivia together accounting for more than half of the total value sales in 2018. Yanbal Bolivia has been present in the Bolivian marketplace for nearly four decades, and now has a network of approximately 30,000 independent sales consultants.

Market potential attracts new foreign players

The favourable growth conditions for the direct selling channel and especially of the cosmetics segment, continued to attract new competitors from neighbouring countries in 2018. One of them was the Argentinian brand Violetta, which arrived in Bolivia through the local company Procosmética; its initial operations are in La Paz, Cochabamba and Santa Cruz.

Consumer health player strengthens its image through the presence of influencers

Within consumer health direct selling, Comercial Miclar continues to be the most relevant company in terms of sales value with its Herbalife brand. Present in Bolivia since 2004, it became the leading player leader in its category supported by a broad product portfolio and its prestige in foreign markets.

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Direct Selling in Bolivia

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Overview

Discover the latest market trends and uncover sources of future market growth for the Direct Selling industry in Bolivia with research from Euromonitor's team of in-country analysts.

Find hidden opportunities in the most current research data available, understand competitive threats with our detailed market analysis, and plan your corporate strategy with our expert qualitative analysis and growth projections.

If you're in the Direct Selling industry in Bolivia, our research will save you time and money while empowering you to make informed, profitable decisions.

The Direct Selling in Bolivia market research report includes:

  • Analysis of key supply-side and demand trends
  • Detailed market shares for international and locally-based retailers
  • Historic values, company and brand market shares
  • Five year forecasts of market trends and market growth  
  • Robust and transparent market research methodology, conducted in-country

Our market research reports answer questions such as:

  • Who are the leading retailers in Bolivia?
  • How important is direct selling in Bolivia?
  • How is the direct selling channel being affected by the growth of internet retailing?
  • What strategies are direct sellers employing to compete in a multi-channel environment?

Why buy this report?

  • Gain competitive intelligence about market leaders
  • Track key industry trends, opportunities and threats
  • Inform your marketing, brand, strategy and market development, sales and supply functions

This industry report originates from Passport, our Retailing market research database.

Direct Selling in Bolivia - Category analysis

HEADLINES

PROSPECTS

Women’s need for a flexible income source favours category growth
Social interaction is key to the growing success of direct selling in Bolivia
Cosmetics products drive direct selling sales growth, supported by a feminine sales force

COMPETITIVE LANDSCAPE

Corporación Belcorp de Bolivia and Yanbal Bolivia account for half of total value sales, supported by strong product portfolios
Market potential attracts new foreign players
Consumer health player strengthens its image through the presence of influencers

CHANNEL DATA

Table 1 Direct Selling by Category: Value 2013-2018
Table 2 Direct Selling by Category: % Value Growth 2013-2018
Table 3 Direct Selling GBO Company Shares: % Value 2014-2018
Table 4 Direct Selling GBN Brand Shares: % Value 2015-2018
Table 5 Direct Selling Forecasts by Category: Value 2018-2023
Table 6 Direct Selling Forecasts by Category: % Value Growth 2018-2023

Retailing in Bolivia - Industry Overview

EXECUTIVE SUMMARY

Economic stability continues to drive growth in retailing
Supermarkets expanding over traditional channel coverage areas
Direct selling shows great dynamism with social connotations
Illegal market affects growth potential of several retailing channels
E-commerce growing in Bolivia despite low financial card penetration and digital divide

OPERATING ENVIRONMENT

Informal retailing
Opening hours
Summary 1 Standard Opening Hours by Channel Type
Physical retail landscape
Cash and carry
Seasonality
Back to School
Father’s Day
Mother’s Day
Christmas
Payments and delivery
Emerging business models

MARKET DATA

Table 7 Sales in Retailing by Store-based vs Non-Store: Value 2013-2018
Table 8 Sales in Retailing by Store-based vs Non-Store: % Value Growth 2013-2018
Table 9 Sales in Store-Based Retailing by Channel: Value 2013-2018
Table 10 Sales in Store-Based Retailing by Channel: % Value Growth 2013-2018
Table 11 Store-Based Retailing Outlets by Channel: Units 2013-2018
Table 12 Store-Based Retailing Outlets by Channel: % Unit Growth 2013-2018
Table 13 Sales in Non-Store Retailing by Channel: Value 2013-2018
Table 14 Sales in Non-Store Retailing by Channel: % Value Growth 2013-2018
Table 15 Non-Grocery Specialists: Value Sales, Outlets and Selling Space 2013-2018
Table 16 Non-Grocery Specialists: Value Sales, Outlets and Selling Space: % Growth 2013-2018
Table 17 Sales in Non-Grocery Specialists by Channel: Value 2013-2018
Table 18 Sales in Non-Grocery Specialists by Channel: % Value Growth 2013-2018
Table 19 Non-Grocery Specialists Outlets by Channel: Units 2013-2018
Table 20 Non-Grocery Specialists Outlets by Channel: % Unit Growth 2013-2018
Table 21 Retailing GBO Company Shares: % Value 2014-2018
Table 22 Retailing GBN Brand Shares: % Value 2015-2018
Table 23 Store-based Retailing GBO Company Shares: % Value 2014-2018
Table 24 Store-based Retailing GBN Brand Shares: % Value 2015-2018
Table 25 Store-based Retailing LBN Brand Shares: Outlets 2015-2018
Table 26 Non-Store Retailing GBO Company Shares: % Value 2014-2018
Table 27 Non-Store Retailing GBN Brand Shares: % Value 2015-2018
Table 28 Non-Grocery Specialists GBO Company Shares: % Value 2014-2018
Table 29 Non-Grocery Specialists GBN Brand Shares: % Value 2015-2018
Table 30 Non-Grocery Specialists LBN Brand Shares: Outlets 2015-2018
Table 31 Non-Grocery Specialists LBN Brand Shares: Selling Space 2015-2018
Table 32 Forecast Sales in Retailing by Store-based vs Non-Store: Value 2018-2023
Table 33 Forecast Sales in Retailing by Store-based vs Non-Store: % Value Growth 2018-2023
Table 34 Forecast Sales in Store-Based Retailing by Channel: Value 2018-2023
Table 35 Forecast Sales in Store-Based Retailing by Channel: % Value Growth 2018-2023
Table 36 Forecast Store-Based Retailing Outlets by Channel: Units 2018-2023
Table 37 Forecast Store-Based Retailing Outlets by Channel: % Unit Growth 2018-2023
Table 38 Forecast Sales in Non-Store Retailing by Channel: Value 2018-2023
Table 39 Forecast Sales in Non-Store Retailing by Channel: % Value Growth 2018-2023
Table 40 Non-Grocery Specialists Forecasts: Value Sales, Outlets and Selling Space 2018-2023
Table 41 Non-Grocery Specialists Forecasts: Value Sales, Outlets and Selling Space: % Growth 2018-2023
Table 42 Forecast Sales in Non-Grocery Specialists by Channel: Value 2018-2023
Table 43 Forecast Sales in Non-Grocery Specialists by Channel: % Value Growth 2018-2023
Table 44 Forecast Non-Grocery Specialists Outlets by Channel: Units 2018-2023
Table 45 Forecast Non-Grocery Specialists Outlets by Channel: % Unit Growth 2018-2023

DEFINITIONS

SOURCES

Summary 2 Research Sources