Executive Summary

Feb 2019
PROSPECTS
Direct sellers remain loyal to their basic business model

Non-store retailing is becoming increasingly competitive with most key players expanding across different channels to reinforce their standing with the customer base, often combining store and non-store channels to maximise their sales. However, this trend is unlikely to develop in direct selling, as key players remain firmly focused on the direct selling format.

Beauty and personal care characterises direct selling

Direct selling is mainly comprised of beauty and personal care direct selling. Leading international players in beauty and personal care direct selling leveraged on the existing potential of this channel given the high unemployment rate among young people.

Internet retailing overtakes direct selling as the largest non-store retailing channel

During the review period internet retailing overtook direct selling as the largest non-store retailing channel in Bosnia-Herzegovina. Although growth of internet retailing is not directly affecting the performance of direct selling, there is an increasing threat that consumers will find direct selling obsolete as they become accustomed to the convenience and wider range available through internet retailing over the forecast period.

COMPETITIVE LANDSCAPE
Beauty and personal care direct sellers lead the category

Beauty and personal care direct sellers Avon, Farmasi and Oriflame characterise the direct selling channel in Bosnia-Herzegovina. Avon and Oriflame are pioneers of direct selling, building loyal salesforces over the years, that became the foundation of their success.

Farmasi benefits from Avon and Oriflame’s historic efforts

Farmasi recorded the highest increase in value share of direct selling at the end of the review period. Farmasi attacked Avon and Oriflame directly, offering a similar range but at significantly more affordable prices, thus carving out significant category share without much effort invested in developing the category.

Herbalife struggles with affordability

Outside of beauty and personal care direct selling, the largest direct seller is Herbalife International, an internationally recognisable manufacturer/seller of dietary supplements and weight management products. Herbalife’s range is expensive relative to the average consumers’ budget in Bosnia-Herzegovina, which held back its growth during the review period.

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Direct Selling in Bosnia-Herzegovina

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Overview

Discover the latest market trends and uncover sources of future market growth for the Direct Selling industry in Bosnia and Herzegovina 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 Bosnia and Herzegovina, our research will save you time and money while empowering you to make informed, profitable decisions.

The Direct Selling in Bosnia and Herzegovina 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 Bosnia and Herzegovina?
  • How important is direct selling in Bosnia and Herzegovina?
  • 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 Bosnia-Herzegovina - Category analysis

HEADLINES

PROSPECTS

Direct sellers remain loyal to their basic business model
Beauty and personal care characterises direct selling
Internet retailing overtakes direct selling as the largest non-store retailing channel

COMPETITIVE LANDSCAPE

Beauty and personal care direct sellers lead the category
Farmasi benefits from Avon and Oriflame’s historic efforts
Herbalife struggles with affordability

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 Bosnia-Herzegovina - Industry Overview

EXECUTIVE SUMMARY

Key trends shaping the retailing industry
Trust returns to the grocery retailing value chain
Shopping centres attract non-grocery businesses
Internet retailing grows to become the leading non-store retailing channel
Opportunities for small players to thrive in retailing

OPERATING ENVIRONMENT

Informal retailing
Opening hours
Summary 1 Standard Opening Hours by Channel Type
Physical retail landscape
Cash and carry
Table 7 Cash and Carry Sales: Value
Seasonality
Christmas
International Women’s Day
Payments and delivery
Emerging business models

MARKET DATA

Table 8 Sales in Retailing by Store-based vs Non-Store: Value 2013-2018
Table 9 Sales in Retailing by Store-based vs Non-Store: % Value Growth 2013-2018
Table 10 Sales in Store-Based Retailing by Channel: Value 2013-2018
Table 11 Sales in Store-Based Retailing by Channel: % Value Growth 2013-2018
Table 12 Store-Based Retailing Outlets by Channel: Units 2013-2018
Table 13 Store-Based Retailing Outlets by Channel: % Unit Growth 2013-2018
Table 14 Sales in Non-Store Retailing by Channel: Value 2013-2018
Table 15 Sales in Non-Store Retailing by Channel: % Value Growth 2013-2018
Table 16 Non-Grocery Specialists: Value Sales, Outlets and Selling Space 2013-2018
Table 17 Non-Grocery Specialists: Value Sales, Outlets and Selling Space: % Growth 2013-2018
Table 18 Sales in Non-Grocery Specialists by Channel: Value 2013-2018
Table 19 Sales in Non-Grocery Specialists by Channel: % Value Growth 2013-2018
Table 20 Non-Grocery Specialists Outlets by Channel: Units 2013-2018
Table 21 Non-Grocery Specialists Outlets by Channel: % Unit Growth 2013-2018
Table 22 Retailing GBO Company Shares: % Value 2014-2018
Table 23 Retailing GBN Brand Shares: % Value 2015-2018
Table 24 Store-based Retailing GBO Company Shares: % Value 2014-2018
Table 25 Store-based Retailing GBN Brand Shares: % Value 2015-2018
Table 26 Store-based Retailing LBN Brand Shares: Outlets 2015-2018
Table 27 Non-Store Retailing GBO Company Shares: % Value 2014-2018
Table 28 Non-Store Retailing GBN Brand Shares: % Value 2015-2018
Table 29 Non-Grocery Specialists GBO Company Shares: % Value 2014-2018
Table 30 Non-Grocery Specialists GBN Brand Shares: % Value 2015-2018
Table 31 Non-Grocery Specialists LBN Brand Shares: Outlets 2015-2018
Table 32 Non-Grocery Specialists LBN Brand Shares: Selling Space 2015-2018
Table 33 Forecast Sales in Retailing by Store-based vs Non-Store: Value 2018-2023
Table 34 Forecast Sales in Retailing by Store-based vs Non-Store: % Value Growth 2018-2023
Table 35 Forecast Sales in Store-Based Retailing by Channel: Value 2018-2023
Table 36 Forecast Sales in Store-Based Retailing by Channel: % Value Growth 2018-2023
Table 37 Forecast Store-Based Retailing Outlets by Channel: Units 2018-2023
Table 38 Forecast Store-Based Retailing Outlets by Channel: % Unit Growth 2018-2023
Table 39 Forecast Sales in Non-Store Retailing by Channel: Value 2018-2023
Table 40 Forecast Sales in Non-Store Retailing by Channel: % Value Growth 2018-2023
Table 41 Non-Grocery Specialists Forecasts: Value Sales, Outlets and Selling Space 2018-2023
Table 42 Non-Grocery Specialists Forecasts: Value Sales, Outlets and Selling Space: % Growth 2018-2023
Table 43 Forecast Sales in Non-Grocery Specialists by Channel: Value 2018-2023
Table 44 Forecast Sales in Non-Grocery Specialists by Channel: % Value Growth 2018-2023
Table 45 Forecast Non-Grocery Specialists Outlets by Channel: Units 2018-2023
Table 46 Forecast Non-Grocery Specialists Outlets by Channel: % Unit Growth 2018-2023

DEFINITIONS

SOURCES

Summary 2 Research Sources