Strategic Management

Assignment
Shaharyar Naeem
17U00019
Section E
DING DONG: AVON CALLING: what would you do?

If I were Jawaria Jee, I would definitely accept the challenge because Avon products have been in the
market since the 1800’s and are still very much desired by customers all over the world. With Pakistan
developing more and more every day and advancing more than ever customers seek to buy products
made in different parts of the world. The middle and upper middle class are now buying products that
possess quality rather than buying in quantity.

Avon products are proved to be authentic and reliable. They have been selling for many years and
through female representatives since the beginning. Avon has formed a bond between women through
beauty products. The general housewife would look forward to meet the Avon representative after
every few days to inquire about the new products launching. Women would also save up just so they
could buy something and show it off. Through all this selling and buying and weekly visits Avon
representatives would personally form a relationship with their customers and even help them out in
buying specific products that would work for them. Women trust other women personally when it
comes to beauty products. A woman would rather talk to a woman about a problem with her skin etc.
rather than a man which made it easy for Avon representees to form a bond with their customers. Since
customers were already buying beauty products from Avon, they would also buy household and other
items from Avon for their family so this showed how easily accessible the Avon products are.

Materials provided to Jaweria JEE are sufficient since Avon products usually don’t require advertising so
no personal cost would be incurred by Jaweria JEE. The gifts will help Jaweria JEE makes more sales since
customers always appreciate something free and this would increase word of mouth for Avon products.
Women talk about makeup; they recommend it to each other and they also sometimes buy makeup as
gifts for each other. Jawaria Jee can target upper middle- and upper-class people of Lahore for these 180
days. Hire representatives for each region of Lahore where it is guaranteed that women will buy for
example Defense, Bahria Town and Cantt. Women spend thousands of rupees on beauty products in
one sitting since it has become a very important want for women. They will always appreciate a good
deal since they know they will be spending a lot at once, the 20% discount would encourage women to
buy even more which would help reach our target.