1. Does it appear that the marketing strategy that Avon used in China from 1998 to 2006 worked well? Might some other strategy have been more effective?
2. Discuss the usefulness of the ‘preferred customer’ programme in the short term and the longer term for Avon. How do you suppose the programme might have been used by some of the ‘preferred customers?’
3. What might be the advantages and disadvantages of Avon applying some of the marketing models it developed in China to other markets?
4. Should Avon continue to experiment with new marketing approaches? What are the possible costs and benefits?
5. Was it wise of Avon to return to a direct selling method when the Chinese government allowed it to do so?