This week, we feature The World of Direct Selling’s second “Executive Q&A”. This time, Scott White is our guest. Before joining New Avon, the privately-owned Avon business in North America, Scott worked for Procter and Gamble and Abbott Nutrition. He has been with New Avon since April 2016.
Could you tell us about your education?
I hold an MBA from Kellogg School of Management at Northwestern, and a Bachelor’s of Science from Miami University of Ohio, where I also serve on the Business Advisory Council to the Farmer School of Business.
What was your childhood dream?
On any given day, it ranged from wanting to be a long distance truck driver to a doctor. Reflecting back now, I am grateful that my parents were equally encouraging with those dreams, and any others that I wanted to pursue. They encouraged me and my siblings to be great at whatever we chose. My parents instilled in me a strong work ethic and motivated me to do the best I could at what I was most passionate about.
What were your past experiences before your current role at New Avon?
I started my career working in a pulp mill in South Georgia, before eventually launching a marketing career at Procter & Gamble. P&G was my first experience working in women’s brands, and I eventually spent over 15 years at the company growing and learning in numerous brand management roles. Soon after I went to work at Abbott Labs in Nutrition, developing nutritional products for infants, toddlers and adults. It was a very rewarding experience to make such a positive impact on those families. I am grateful New Avon provides me the opportunity to continue pursuing powerful, purpose-driven work. Today, I am entrusted with such an incredible legacy of empowering women and a commitment to helping change their lives.
What do you attribute your career success to most?
I attribute my success to how I was raised by my parents. They had a balanced household where we were taught and expected to cut the lawn and wash the car, cook and clean, do the dishes and iron, and to do all of these things well. We were encouraged to be agile, learn new things and adapt and learn from others.
What has been your most inspiring moment?
One of my most inspiring moments with Avon was hosting our first annual 
Representative sales convention this past summer, which attracted nearly 5,000 attendees. I had the privilege of meeting incredible Avon Representatives – each one has such an inspiring story of success.
Some Representatives have paid off their mortgages, others have sent their children to school. Others have left their full time jobs to lead a team of Avon Representatives. And the impacts are beyond financial – so many of our Representatives have experienced personal development. Many have learned entrepreneurial skills to be success business owners, and many have overcome significant insecurities to gain the confidence needed to run a business. Countless Representatives have transformed their lives – and the lives of their families – through the Avon opportunity.
Your hobbies?
Any spare time I can find is spent with my family and friends! I also particularly enjoy seasonal sports. In winter, I’m an avid skier and love being outdoors to enjoy the beauty of mountains and nature. When it’s warm, I love to play golf – not well, but always working on improving my game!
How would you describe being a direct selling executive to an outsider?
I can tell you that nothing is as professionally and personally rewarding as working in direct selling – a channel that is growing year after year. We have such a powerful personal connection with our Avon Representatives to help her grow her business. When she wins, we win. And our Representatives have powerful connections with their customers.
There is no retailer that knows the first names of every single one of their customers like our Avon Representatives do. Prior to Avon, my background was working for brands distributed through retail channels – and our number one challenge was developing a close, personal relationships with our customers. In the direct selling channel, relationships are the ultimate competitive advantage.
What is your biggest achievement at New Avon?
The feeling that we are reenergizing and motivating this organization to put the success of our Representatives first. Giving the amazing women who choose Avon the tools, best products, training and support they need to be the best Representative to customers. In turn they will have successful businesses, increase earnings and become loyal, long term Representatives within our inspiring community. Getting an organization to think externally is rewarding – and while we are still at the beginning of that success, I feel excited and inspired for our future.
And your biggest challenge at a direct selling company executive role?
Re-building this company while staying true to its iconic heritage requires hard work and collaboration. We’ve asked Representatives and Associates to challenge themselves to transform along with us. Some changes they will love, others will make them uncomfortable, but at the end of the day we are building a culture of transparency, agility and accountability. Specifically, we are holding ourselves accountable for each of our Representatives and their families. We are keeping our Representatives at the center of every decision we make – which is helping to build trust, understanding and also confidence in the changes that are being made.
What would be your best advice to those who are thinking of joining a direct sales company at a corporate role?
It’s an exciting and transformational time to be in direct selling. There’s been a dramatic shift in the last three decades in the ways we communicate, socialize, consume media and purchase goods. At the same time, how we do business has also evolved. Leaders looking to join a direct selling company should feel empowered to take risks and challenge the status quo. Our greatest privilege and responsibility is shaping the future of the industry – for both growth of our company, and importantly, for the success of our Representatives.
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I also met Mr. White over the summer. While there were several topics for discussion-delivery, shipping, fulfillment, and tech-all which have been worked on, one thing the company needs to work on is embracing it’s image of being for grandmas. The brand has an image issue when it comes to millennials and younger. When younger people hear Avon they think of the 1960’s Avon lady going door to door, they think of grandma. Instead of trying to convince them that this isn’t their grandma’s Avon, it’s best to embrace it while pointing out that it is only one part of who we are. Highlight those grandmothers who are selling and take pride that we have them. This is a true CAREER opportunity. Millennials and younger don’t like to be hustled or lied to, rebranding in the wrong way can give that impression. They are also more connected to their grandparents than ever before and have a strong trust in their recommendations. Once New Avon finds a way to highlight the products and opportunities that exist for all stages of beauty and accepts that the iconic 60’s Avon lady image will always exist, we will be able to get more younger reps on board. Instead of saying this ain’t your grandmas Avon-we should be saying this is your grandma’s Avon and now it’s yours too.
Discover what your grandma has known all along- Beauty and Success comes in many forms. Be Refined or Be Bold but Just Be You. What will Avon help you be today?
#Beautyforapurpose
#BeautyBoss
#BossLife
I had the pleasure of meeting our New Avon CEO Scott White and having my picture made with him at Repfest 16 in Las Vegas. One thing that I really paid attention to was he said If you need me, email me. I read everyone email. A few months later I needed him in a situation. I emailed him and he emailed back immediately and had my situation resolved within hours. He is definitely a man of his word. I have the upmost respect for him. He has done more in a few months for our company and our representatives than I have ever seen. The main thing I would like to see is our men representatives recognized more. Yes it is true we started as the company for women but we are so much more now. Our Avon Guys work just as hard as we do and they deserve to be acknowledged
Scott has truly proven to be an asset for New Avon, and I was fortunate to meet him at the 2016 RepFest, and talk with him at length, about the new opportunities to come. As a representative of the New Avon, I find it an exciting time to grow my business and learn new strategies to accomplish this from the talented team he is assembling. I look forard to more of his leadership.
I would like to see an improvement in promoting online sales. Ive been a rep for almost 15 years total, President’s Club 5 times, Honor Society once. Im now disabled and my car and I just cant go the way we used to. I love Avon & would love to be able to put my knowledge & expertise to good use in a professional & profitable online business model. Im no Emily Seagren; Im not good at blogging, but I cared greatly for my customers. I cant go back to door-to-door. I’d REALLY appreciate your consideration on this matter.
Hello Lynne, I am a relatively new Avon Representative. However, as a child, and later as an adolescent, over a period of 12 years, I helped my mother to grow her Avon business. I answered telephone calls from her customers, fielded inquiries, and I also helped her to bag and distribute her Avon orders door-to-door, on foot, as my mother never learned how to drive. She also made the President’s Club several times, and I was so proud of her many accomplishments. She passed away just over a year ago, at the age of 90, and I began selling Avon last year, in Loving Memory of her. I would also love to grow my Avon business using the online business model. So, I pray that both of us will someday be able to successfully realize our common dream. Wishing you, and all other Avon Representatives, much continued Success!
I would like to see more in the way of doing less for leadership earning ,do more in earning for the reps. First do away with fixed earnings on non cor products for all reps /get the same earnings on all products ‘ 2] Lower the order size and give us higher earnings— 40- to 60% . Do away with 0%to 35% earnings. Please do this for all reps..I have not gone into leader ship for personal reasons. I love the sales part of Avon and would love to see more done for us reps. I say this in hopes that more reps will stay with Avon .Right now I feel like all my,, profits are going into books, samples , etc. Thank you for all you do for Avon Thank you Adrianne
Need to bring back some of the older colonges / bath powders /
I agree with you totally!!!
I cannot wait to see all the wonderful things that New Avon has in store this year. We’re only two months into the new year and you’ve already wow’d me! Keep the changes coming Mr. White!
I can only hope that he will take an interest in Canada and get our problems fixed soon. It would also be nice if we had the same opportunities as the US reps. It is hard to see that they get free shipping for online customers and ours can’t even order on line. I would really like to get ride of this new and useless system we got stuck with and give us something that works.
I had the honor and pleasure of meeting Scott White, we are so fortunate to him as our CEO leading the way!
I’ve had the pleasure of meeting and speaking with Scott and I love his stories about his twin daughters loving the MARK line asking him to bring home makeup for them… he does have the coolest job for teanage daughters:) When I met Scott for the first time what really touched me is that he cares for each one of us representatives! He wants us to be successful and the biggest impression he made on me is that he is gonna take New Avon to become the highest social selling company and encourage and stretch us to grow our businesses more than we thought we ever could. I’m very excited about Avons first conference open to all representatives! Can’t wait to see you there Scott!
Scott White is really looking out for the AVON Representatives and the company. We are looking forward to growth in our company and more good things to come.
Thanks for sharing your experience with us Scott. Looking forward in hearing and learning more from you. I’m loving being an Avon Rep and Unit Leader and hope to continue to grow my business with Avon.
Avon Representatives are very fortunate to have Scott White as the CEO. In the direct selling industry New Avon equates success for the Avon Representative and the company. It is definitely an exciting time to be an Avon Representative with New Avon and the future indeed looks very, very bright!
Thank you Scott for representing New AVON! I am proud to be an AVON Representative!