Competitive Landscape
Avon Leverages Digitalisation to Defend Leadership as Share Narrows
Direct selling in Romania remained highly concentrated in 2025, with the top company, Avon Cosmetics Romania SRL, holding a share of 29%. However, the industry became less concentrated over the five years to 2025, as Avon’s share declined from 40% in 2020.
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Overview:
Understand the latest market trends and future growth opportunities for the Direct Selling industry in Romania with research from Euromonitor International's team of in-country analysts – experts by industry and geographic specialisation.
Key trends are clearly and succinctly summarised alongside the most current research data available. Understand and assess competitive threats and plan corporate strategy with our qualitative analysis, insight and confident growth projections.
If you're in the Direct Selling industry in Romania, our research will help you to make informed, intelligent decisions; to recognise and profit from opportunity, or to offer resilience amidst market uncertainty.
The Direct Selling in Romania report includes:
- Analysis of key supply-side and demand trends
- Detailed segmentation of international and local products
- Historic volume and value sizes, company and brand market shares
- Five year forecasts of market trends and market growth
- Robust and transparent research methodology, conducted in-country
This report answers:
- What is the market size of Direct Selling in Romania?
- Which are the leading retailers in Direct Selling in Romania?
- How is the rise of e-commerce and the expansion of modern grocery retail impacting traditional retail?
- How has the impact of COVID-19 and national lockdown impacted consumer demand?
- Which formats have benefited the most from stockpiling and enforced home seclusion?
- How will the wider economic impact of COVID-19 shape the retail landscape in the future?
- Where is future growth expected to be most dynamic?
Direct Selling in Romania - Category analysis
Key Data Insights
Direct Selling Summary
Growing Pressure to Engage in Digital Transformation
Beauty and Personal Care Brands Maintain Value Leadership through Digital Adaptation
Digital-First Sales Models Reshape Beauty Brand-Consumer Relationships
Avon, Oriflame and Farmasi Accelerate Digital Investments to Sustain Sales
Health and Beauty Direct Selling Consolidates Lead as Fashion Surges
Mobile-First Shopping Habits Reshape Competition and Digital Strategies
Avon Leverages Digitalisation to Defend Leadership as Share Narrows
Retail in Romania - Industry Overview
2025 Developments
Key Data Insights
Robust Growth Despite Economic Headwinds
A Phase of Hyper-Concentration
Temu and Shein Intensify Competition as Trendyol Empowers Romanian Smes with Fast Fulfilment
Discounters Accelerates Value-Driven Growth as Price Caution Persists
Retailers Adopt Artificial Intelligence and Automation to Cut Costs
Lidl and Kaufland Expand Networks and Drive Concentration through Pricing and Digitalisation
Mergers and New Digital Launches Reshape Competition and Opportunity
Informal Retail
Opening Hours for Physical Retail
Seasonality
Valentine’s Day
Mother’s Day
Easter
Summer sales
Back to School
Black Friday
Winter sales
Christmas
Country Reports Disclaimer
The following categories and subcategories are included:
Direct Selling
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- Apparel and Footwear Direct Selling
- Personal Accessories Direct Selling
- Eyewear Direct Selling
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- Beauty and Personal Care Direct Selling
- Consumer Health Direct Selling
- Tissue and Hygiene Direct Selling
- Appliances and Electronics Direct Selling
- Drinks and Tobacco Direct Selling
- Foods Direct Selling
- Home Products Direct Selling
- Other Products Direct Selling
Direct Selling
Direct selling is the marketing of consumer goods directly to consumers, generally in their homes or the homes of others, at their workplace, and other places away from permanent retail locations. Direct selling occurs in two primary ways: On a one-to-one basis (usually by prior arrangement a demonstration is given by a direct seller to a customer) or on a party-plan basis (selling through explanation and demonstration of products to a group of prospective customers by a direct seller usually in the home of a host(ess) who invites other persons for this purpose). Avon stands as a prime example of a direct seller using one-to-one selling, whereas Tupperware is famous for its party-plan method. Direct selling of services - such as insurance, telecoms, other utilities, and financial services - are excluded.
See all of our definitionsWhy 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 report originates from Passport, our Direct Selling research and analysis database.
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