Natura a marca de cosmticos mais importante da Amrica Latina. Uma empresa que comercializa seus produtos atravs de venda direta, com consultoras vendendo seus produtos porta a porta uma modalidade bem especfica de presena fsica, que no proporciona ao consumidor a experincia de show room que lojas comuns proporcionam, de tocar os produtos ou ainda, sentir as fragrncias. Com a chegada da internet, a Natura disponibilizou seu catlogo de produtos online. De dois modos diferentes, mas tomando em ambos precaues para no entrar em conflito com o tradicional canal das revendedoras porta a porta. Primeiro: fez uma parceria com um grande player de e-commerce no Brasil, o Submarino. Esta parceria vende os produtos Natura com preos bastante atrativos, e modalidades diferentes de entrega, mas trata-se de um canal que no recebe investimento de marketing, no sofre divulgao alguma, sendo encontrado atravs de buscas quase acidentais no google ou no prprio Submarino.Em segundo lugar, criou-se a Rede Natura que oferece os produtos da empresa e na finalizao da compra, pede que o usurio designe um consultor para que a ele seja atribuda a venda. In this kind of sale the consultants role gets sort of blurred, because from beginning to end, the transaction is made between the customer and Naturas website. But two things can be said for sure: this it has a primary function of collecting data, for that in the future, this sales consultant can get in touch with the customer to offer related products and the secondary, but no less important function of causing no harm to the massive web of door to door consultants that catapulted Natura to the top in the cosmetics market in America Latina.

Talking about Channel Conflict and the efforts to get online, here in Brazil we have a good example in the cosmetics industry. Natura is the most important cosmetics brand in Latin America. A company that sells its products through direct sales, with consultants selling their products door to door - a very specific form of physical presence, which does not provide the consumer the showroom experience that ordinary shops provide, to touch the product or, feel fragrances.With the arrival of the internet, Natura released its catalog of products online. In two different ways, but both taking care not to conflict with the traditional channel of resellers door to door. First, Natura partnered with a major player in e-commerce in Brazil called Submarino. This partnership sells Natura products with very attractive prices, and different delivery modes, but this channel does not receive marketing investment, does not suffer any disclosure being found through almost accidental search on google or at Submarinos internal search itself.Second, Natura launched Rede Natura which offers the company's products directly to the customer, asking him at the checkout moment, to assign a consultant (randomly offered inside customers geographical area) to the sale. In this kind of sale the consultants role gets sort of blurred, because from beginning to end, the transaction is made between the customer and Naturas website. But two things can be said for sure: this it has a primary function of collecting data, for that in the future, this sales consultant can get in touch with the customer to offer related products and the secondary, but no less important function of causing no harm to the massive web of door to door consultants that catapulted Natura to the top in the cosmetics market in Latin America.