TRIESTE READING
Direct-Sales
Channel Management for Brazil's Number One Cosmetics Company, Natura Cosmeticos.
Founded in 1969, Natura is Brazil's number 1 cosmetics manufacturer, and the country's leader in the direct sales sector. The company employs around 7,000 staff in seven countries: Brazil, Argentina, Chile, Mexico, Peru, Colombia and France, with more than 1,421,000 Consultants worldwide - 96,000 of which are located in Peru.
The company's Peruvian division was dealing with a lack of satisfaction among their direct-selling team or 'consultants'. With the motivation techniques for consultants from other countries being ineffective in Peru, my team and I had to find new ways of motivating the Peruvian team to get sales back on track.
Situation Analysis
Problem Analysis
Literature Review
Quantitative/Qualitative Analysis
Root-Cause Analysis
Assessed Solution Alternatives
Proposed Solution
Implementation Plan
Expected Outcomes
Conclusion & Recommendations
PROPOSED SOLUTION
Build an Emotional Connection to the company through Intrinsic Motivators
Improve Functional Efficiencies
for the company through
Intrinsic Motivators
Build an Emotional Connection to the company through
Extrinsic Motivators
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