Since I’m a mother and a wife, I have to have passion or the frustration would win out. But I love managing people. The product is second to managing the people. And marketing to consumers is so challenging because it is evolving constantly.
No one in my family had a retail or marketing background. They were professionals. They didn’t understand just what I was doing by going into retailing. After I started, though, it got into my blood. I knew this was what I wanted.
I became CEO at the beginning of the hit on old economy stocks. When something like that occurs in your first six months as a CEO of a more traditional branded firm, it makes for a fast learning curve.
We also never undercut representatives’ prices. A representative will always be able to sell the discounts in our core business, which are not offered at retail. So it’s never more advantageous to buy there.
Avon invented the concept of direct marketing and direct selling beauty. And that’s still very valid to us. We’ll have a firm that will be around for another 114 years as strongly as it was the first 114.