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1 Provided by RESEARCH ON INTERNATIONAL MARKETS November 2013

2 PREFACE Market reports by ystats.com inform top managers about recent market trends and assist with strategic company decisions. A list of advantages ystats.com provides secondary market research: By using various sources of information we ensure maximum objectivity for all obtained data. As a result companies get a precise and unbiased impression of the market situation. The analyses, statistical reports and forecasts are only based on reliable sources including national and international statistical offices, industry and trade associations, business reports, business and company databases, journals, company registries and news portals. Our international employees research and filter all sources and translate relevant information into English. This ensures that the content of the original studies is correctly interpreted. ystats.com delivers all research results as PowerPoint files. All data can therefore be used directly for board presentations or be individually adapted. If required, ystats.com provides in-depth analysis for all research projects. Simply send us a request. Terms of use and copyright conditions This report is copyrighted. All rights reserved and no part of this report may be reproduced, stored in a retrieval system or transmitted in any form without the prior permission of the publishers. The information in this report does not constitute the provision of investment, legal or tax advise. Any views expressed reflect the current views of the original authors, which do no necessarily correspond to the opinions of ystats.com GmbH & Co. KG. The information in this report is provided for informational purposes only and without any obligation, whether contractual or otherwise. No warranty or representation is made as to the correctness, completeness and accuracy of the information given or the assessments made. We have taken every precaution to ensure that details provided in this report are accurate. The publishers are not liable for any omissions, errors or incorrect insertions, nor for any interpretations made from the document. Copyright ystats.com GmbH & Co. KG, Hamburg, Germany. 2

3 Methodology The Europe Direct Selling Report 2013 by ystats.com is produced in a holistic approach to contain relevant information about recent market trends, sales figures, shares, products and important players in European Direct Selling. This report covers the European direct selling market. It takes into account a wide definition of direct selling, including pure direct selling companies and direct selling companies that also offer products and services through other channels. All major European countries are covered, while data availability varied across the markets. Besides country data, regional data is also included. Selected European key markets, based on sales, include Germany, the UK, France and Russia. These countries are represented in a larger scope. Cross referencing of data was conducted in order to ensure validity and reliability. Major trends in the European direct selling markets, sales figures, main direct selling product categories and other types of information regarding direct selling were included. Major players in the direct selling market were identified and presented. Players include pure direct selling companies and direct sellers also selling their products online. In total, the 50 largest direct selling companies worldwide are listed by global net sales and the 10 leading that also operate in Europe are profiled. In the player profiles, name of company, country of origin, main homepage, headquarters, positioning/ product range, revenue/ financials, main European countries, total number of direct sellers, main sales method, main compensation structure and news are listed. Concerning revenue/ financial data, the latest data available was used, while news contain general news, strategic news, mergers and acquisitions and expansion news. Most data used in this report was published during the previous 12 months. 3

4 Table of Contents (1 of 5) 1. Management Summary 2. Europe: Regional Breakdown of Global Direct Selling Revenues, by Region, incl. Europe, 2012 Breakdown of Global Direct Selling Revenues, by Countries, incl. 3 Top European Markets, in %, 2012 Direct Selling Market Sales, in EUR billion, Breakdown of Direct Selling Revenues, by Product Categories, 2012 Top 30 Countries by Direct Selling Revenues, in EUR million, 2012 Top 30 Countries by Number of Direct Selling Representatives, in thousands, Central Europe 3.1. Germany (Top Country) Direct Selling Market Sales, in EUR million, Direct Selling Market Sales, in EUR million, f Breakdown of Direct Selling Orders, by Type, in %, 2012 Alternative Business Channels Used Parallel to Direct Selling, in % of Direct Selling Companies, 2012 Number of Direct Selling Representatives, in thousands, Breakdown of Social Media Activities of Direct Selling Companies, in %, Austria Direct Selling Market Sales, in EUR million, Number of Direct Selling Representatives, in thousands, Top 3 Direct Selling Companies, by Market Share, in %, Switzerland Direct Selling Market Sales, in EUR million, Number of Direct Selling Representatives, in thousands, Top 3 Direct Selling Companies, by Market Share, in %,

5 Table of Contents (2 of 5) 4. Western Europe 4.1. France (Top Country) Direct Selling Market Sales, in EUR million, Breakdown of Direct Selling Market Sales, by Activity Sector, in %, 2012 Breakdown of Direct Selling Retail Sales by Sales Methods, in %, 2012 & 2011 Number of Direct Selling Representatives, in thousands, UK (Top Country) Direct Selling Market Sales, in EUR million, Breakdown of Direct Selling Market Sales, by Product Segments, in %, 2012 Breakdown of Direct Selling Retail Sales by Sales Methods, in %, 2011 & Italy Direct Selling Retail Sales, in EUR million, Direct Selling Revenues of the DSA Members, in EUR million, H & H Direct Selling Revenues of DSA Members, by Product Category, H vs. H1 2013, and in % Year-on-Year Change 4.4. Portugal Leading Direct Selling Companies, by Market Share, in %, Spain 5

6 Table of Contents (3 of 5) 5. Eastern Europe 5.1. Russia (Top Country) Direct Selling Market Trends, 2012/2013 Direct Selling Retail Sales, in EUR million, Direct Selling Retail Sales of the DSA Members, in RUB billion, Breakdown of Direct Sales, by Product Category, 2012 Breakdown of Direct Selling Customers, by Age Groups, in %, 2011 & 2012 Share of Consumers Buying Direct Selling Products, by Male and Female, in %, 2012 Breakdown of Customers in Direct Selling, by Monthly Income, Czech Republic (Top Country) Direct Selling Market Sales, in EUR million, Breakdown of Direct Selling Market Sales by Players, by Oriflame and Avon and Other Direct Selling Companies, in %, Latvia Direct Selling Market Sales of DSA members, in EUR million, 2011 & 2012 Number of Direct Selling Representatives, in thousands, 2011 & Lithuania Direct Selling Market Sales of DSA Members, in LTL million, 2011 &

7 Table of Contents (4 of 5) 5. Eastern Europe (Cont.) 5.5. Poland Direct Selling Market Sales, in EUR million, Romania Direct Selling Market Sales, in RON million, Breakdown of Direct Selling Market Sales, by Product Categories, in %, 2012 Breakdown of the Beauty and Personal Care Direct Selling Market, by Players, in %, Slovakia Direct Selling Market Sales, in EUR million, Leading Direct Selling Companies, by Market Share, in %, Turkey Direct Selling Market Sales, in TRY million, Breakdown of Direct Selling Market Sales, by Product Categories, in %, 2012 Breakdown of Direct Selling Market Sales by Direct Selling Methods, in %, 2011 & Ukraine Direct Selling Market Sales, in UAH million, Direct Selling Market Sales, in UAH billion, and Remuneration of Direct Selling Representatives, in UAH million, H & H Year-on-Year Growth of Direct Selling Product Categories, in %, First 9 Months of 2013 Breakdown of Direct Selling Market Sales by Product Categories, in %, 2012 Breakdown of Direct Selling Market Sales by Players, by Oriflame and Avon and Other Direct Selling Companies, in %,

8 Table of Contents (5 of 5) 6. Scandinavia 6.1. Finland Direct Selling Market Sales, in EUR million, Breakdown of Direct Selling Market Sales by Product Categories, in %, Norway Direct Selling Market Sales, in EUR million, Breakdown of Direct Selling Market Sales by Product Categories, in %, Sweden Direct Selling Market Sales, in EUR million, Breakdown of Direct Selling Market Sales by Product Categories, in %, Direct Selling Players Top 50 Direct Selling Companies, by Global Net Sales, in USD million, , Ranked by 2012, and in % Year-on-Year Change Profile of Amway Profile of Avon Products, Inc. Profile of Herbalife Ltd. Profile of Vorwerk & Co. KG Profile of Natura Cosmeticos SA Profile of Mary Kay Inc. Profile of Tupperware Brands Corp Profile of Nu Skin Enterprises, Inc. Profile of Oriflame Cosmetics SA Profile of ViSalus 8

9 Table of Contents 1. Management Summary Europe: Regional Central Europe Germany (Top Country) Austria Switzerland Western Europe France (Top Country) UK (Top Country) Italy Portugal Spain Eastern Europe Russia (Top Country) Czech Republic Latvia Lithuania Poland Romania Slovakia Turkey Ukraine Scandinavia Finland Norway Sweden Direct Selling Players

10 In 2012, most of the direct selling orders (73%) in Germany were placed during Home Parties and Presentations. Germany: Breakdown of Direct Selling Orders*, by Type, in %, 2012 Expected Home Visits 1% n.a.** 12% Online 11% Unexpected Home Visits 3% Home Parties and Presentations 73% Note: based on a survey of BDD members *total number of direct selling orders placed in Germany in 2012 amounted to around 12 million **n.a. = no data available Source: BDD, July

11 Avon Còsmeticos (21%) and Oriflame Portugal (20%) were the leading direct selling companies in Portugal in 2012 by market share. Portugal: Leading Direct Selling Companies, by Market Share, in %, 2012 Avon Còsmeticos 21% Oriflame Portugal 20% 0% 10% 20% 30% 40% 50% in % Market Share Source: Euromonitor, July

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