Brownie Wise revolutionized the way Tupperware sold its products.

Women Sales Force at Tupperware

Brownie Wise revolutionized the way Tupperware sold its products.

The caselet briefly introduces Tupperware Corporation, USA. It talks about Brownie Wise’s role in developing sales at Tupperware through a unique method called ‘party plan’. It looks into Tupperware’s foray into the Indian market and discusses the selling and distribution strategies adopted by the company.

Issues:

» Impact of unique selling methods


» Relevance of a women sales force 

Introduction

Tupperware Corporation (Tupperware), founded by Earl Silas Tupper (Earl) in 1938, was a US-based multinational consumer products company that manufactured and marketed plastic food storage, serving items, and beauty products to consumers across many countries in the world, through its ‘Tupperware’ and ‘Beauty Control’ brands. In 2004, Tupperware, the US$1.1 billion company, had a sales force comprising over 1 million people all over the world and most of them were women. Tupperware included a range of plastic containers used in households to store and keep food airtight…

Questions for Discussion:

  1. Brownie Wise revolutionized the way Tupperware sold its products. Discuss the role played by Brownie Wise in Tupperware’s success in the United States.

  2. In India, Tupperware felt that a direct demonstration to customers was essential in creating awareness and building up a customer base. Why did Tupperware feel that India was a good market and what steps did it take to directly contact the customers?

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