Selling Tupperware might be a lot easier except that most women (55 percent by The data shown in the exhibit suggest a number of social changes that took place They prefer a Ziploc bag to washing it out.Ģ. Many consumers resisted the Earth Pack since Which microwaves an entire dinner in 30 minutes and the Earth Pack, a set of con.
Why has direct selling using in-home parties been such an effective channel for These included Modular Mates, which defend against cabinet clutter TupperWave,ġ. In order to try to curb the decline, Tupperware offered a variety of new products. The party and pay for the products on delivery by the salesperson. Of Tupperware, and formal offering of Tupperware products. Ple of Tupperware, casual conversation, games in which participants can win pieces
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The parties typically include refreshments, a free sam. Person inviting friends and acquaintances to the location and displaying the manyĪll women) is needed to explain product advantages. These parties consist of a part-time sales-Īre of such high quality that a trained Tupperware lady (the party-givers are almost Parties now are held not only in homes but also in offices and other locations con. TheseĬompany insists that the in-home party is not an outdated concept since its products Traditionally, Tupperware plastic products were sold at in-home parties. In-home parties will continue to be a major part of Tupperware's strategy. Holds contributed to the loss of business. As shown in Exhibit 1, changes in families and house. That quarter also saw a 20 percent decline in the While the company does not expect this channel to improve sales substantially, it In 1992, sales for the second quarter fell 33 percent from
Second, it plans to sell products on the Internet. In 1983, Tupperware sales slipped 7 percent and operatingĪnd the results were promising. It tested the idea in five mallsĮarnings every 5 years. Perware on cart-like kiosks in malls across the country. $1.5 billion pretax and had a phenomenal 25-year record of doubling sales and From that time until 1980 Tupperware earned an estimated
Tupperware's plans for 1999 include two new strategies. In 1958 Justin Dart purchased Tupperware from former DuPont chemist Earl Ience of having its products readily available in stores has led Rubbermaid to sales Rubbermaid sells for about one fourth that amount. For example, a two-quart Tupperware pitcher sells for $10.50 while one from Rubbermaid's products sell at substantially lower Tupperware's major competitor, Rubbermaid, reaches consumers by selling in dis-Ĭount stores and supermarkets. How-Įver, its gross margin on these sales was over 60 percent. In the U.S., theĬompany sold only $166 million worth of containers and cookware in 1998. The late 1990s and revenues dropped by more than one third. Its sales were brutalized by the economic downturns in Asia and Latin America in Tupperware relies heavily on overseas markets to generate sales growth.
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