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But plenty of U.S. brands have found China to be fertile ground, especially down-market brands that are able to position themselves as aspirational, premium (but not too premium), somewhat affordable products for China's vast and growing middle class. In America, interest in direct-selling tends to decline among higher-income consumers. But the experience of Mary Kay, the iconic, middle-American direct-sales cosmetics firm, proves that an American direct-sales firm with Chinese characteristics can do quite nicely.
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