Top Companies Report

25. Tupperware

July 2, 2014

Orlando, FL

Sales: $557 million for cosmetics. Corporate sales: $2.6 billion. Net income: $274 million.

Key Personnel: Rick Goings, chairman and chief executive officer; Lillian D. Garcia, executive vice president and chief human resources officer; Nicole Decker, vice president, strategy; R. Glenn Drake, group president, Europe, Africa and the Middle East; Asha Gupta, group president, Asia Pacific; Simon C. Hemus, president and chief operating officer.

Major Products: Beauty and personal care products including Armand Dupree, Avroy Shlain, BeautiControl, Fuller, NaturCare, Nutrimetics and Nuvo.

New Products: Skin care—Microderm Apeel for Body, Microderm Apeel for Face and Regeneration, Tight, Firm & Fill Age-Defying Moisture Veil for Body by BeautiControl, Nutri-Rich Instant Radiance Beauty Balm and Nourishing Masque and Nutrimetics Ultra Care+ Platinum Tight, Firm, & Fill Face Serum, Daily Complexion Refiner, Armand Dupree Essentials skin care range, SS Silhouette System Firm.E Firming Cream for Body and Spacio Holistico aromatherapy products including body gels, mists and lotions by Fuller Mexico; Armand Dupree Skin Revitalization Treatment (SRT) skin care range; Avroy Shlain Even Tone Solutions skin care range; Hair care—Chere by NaturCare. Fragrances—Gloria Trevi, Marco Antonio Solis Una Noche de Luna, Armand Dupree Silver Class, Fidelity fragrances by Fuller Mexico, Gold by Armand Dupree, Águas da Manhã Frescor and Águas da Manhã Flores by Fuller Brazil; Shine For You, Oceanic and Trendy Design by Nuvo; and Coppelia Man, F-15 Bold and Perfect Lady by Avroy Shlain. Cosmetics—Colour Collection Ultimate Wear Slim Lipsticks for Tupperware Brands Philippines; Nutrimetics Dramatic Lash Mascara, BB Crème Perfector and Defining Waterproof Eye Pencil; Coppelia Colour color cosmetics range.

Comments: Corporate sales rose about 3% last year, but beauty sales dipped nearly 9%. Beauty sales in North America fell 8%, due to lower volume and unfavorable product mix. Company executives blamed the decline in volume and mix on a smaller Fuller Mexico sales force (due to ineffective recruiting from high field manager turnover), and a smaller and less active sales force in BeautiControl (reflecting ineffective recruiting and the inability to motivate the passive seller base). Those results are a bit of a letdown for Tupperware, which, in recent years, has found great success in Latin America by convincing consumers to try its beauty brands before it starts pushing its food storage solutions. That’s because Latin American women care more about their looks than any other region in the world. (For more on Brazil and its beauty market, see p. 42 in this issue.)

For the first quarter of 2014, beauty sales fell nearly 12% to less than $128 million. Meanwhile, corporate sales were flat at $663 million.
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