A Study of Distribution Channel and Marketing Communication of Tupperware India

Table of Contents

Introduction.............................................................................................................................................2

Key strategies......................................................................................................................................2

Sales and Distribution.............................................................................................................................3

Marketing channel...............................................................................................................................3

Marketing Strategy..............................................................................................................................4

Sales Force Design..............................................................................................................................5

Marketing Communication......................................................................................................................7

Message Decision..............................................................................................................................10

Media Decision..................................................................................................................................12

Recommendations.................................................................................................................................14

References………………………………………………………………………………………………………………………………………15

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Introduction

Tupperware Corporation, US, has set up its subsidiary in India, called Tupperware India Pvt Ltd (TIPL). Since then

it is growing at a compounded annual growth rate of 30%.  The company's expansion in India also fuelled the

growth of the overall kitchenware market, which increased from 6.7 billion rupees in 2003 to over 12 billion rupees

in 2008-a 12 percent annual rise (report by Euromonitor). Tupperware has gone on to become a 'top of mind' brand

for many middle-class households across India's main metros, according to a survey undertaken by The Nielsen

Company in 2008.  Tupperware is rated among India's top 3 percent of brands across all categories and segments by

‘Super brands’, a well-respected and independent organization.

Key strategies

The key strategies that Tupperware followed to gain the competitive position in one of the largest and most exciting

emerging markets (from being global to local) are:

Focus on a core business/category

Entering a new market in the core business area a company brings in innovation, resources, the weight of your

global organization, and learning from other markets. Tupperware was able to

Get the attention, expertise and support from the parent company

Convert Indian consumers from traditional metal food containers to plastic ones that catered to local food habits

Build a strong distribution network by popularizing "Tupperware Parties"

Adapt products but maintain global brand integrity

Companies adjust their product line to meet local needs in emerging markets but without losing their brand cachet. 

Tupperware localized its pricing strategy, making its products more affordable to more Indian customers. Also

it offered 25 products that are customized for Indian kitchen use, of their 100 products.

Tupperware maintains lower costs by producing locally, set up plants in India to cater exclusively to the Indian

market.

Understand local costs and leverage local talents

Tupperware instead of entering competing with the domestic companies in the low cost points offered products

at attractive prices, locally developed models to cater to Indian customers.

Tupperware realized local talent (TIPL MD Asha Gupta, Indian) so that it can get superior customer insights.

Resource to potential

Tupperware's marketing efforts have been directed at resourcing to the potential of the market through multiple

initiatives. From media tie-ups, advertorials, partnerships with Bollywood production houses, and tie-ups in India

with top brands such as Samsung, P&G or American Express, Tupperware has kept its brand resonating in

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consumers' minds in urban areas where it is still developing the market. It plans to focus on rural areas after it

further builds its presence in smaller cities and towns.

Sales and Distribution

Marketing channel

A marketing channel is a set of practices or activities necessary to transfer the ownership of goods, and to move

goods, from the point of production to the point of consumption and, as such, which consists of all

the institutions and all the marketing activities in the marketing process.

Roles of marketing channel in marketing strategies:

Links producers to buyers.

Performs sales, advertising and promotion.

Influences the firm's pricing strategy.

Affecting product strategy through branding, policies, willingness to stock and customizes profits, install,

maintain, offer credit, etc.

An alternative term is distribution channel or 'route-to-market'. It is a 'path' or 'pipeline' through which goods and

services flow in one direction (from vendor to the consumer), and the payments generated by them flow in the

opposite direction (from consumer to the vendor). A marketing channel can be as short as being direct from the

vendor to the consumer or may include several inter-connected (usually independent but mutually dependent)

intermediaries such as wholesalers, distributors, agents, retailers. Each intermediary receives the item at one pricing

point and moves it to the next higher pricing point until it reaches the final buyer.

Party Plan & Chain of Confidence Campaign – methods by Tupperware

Tupperware came up with its unique ‘Party plan Method of marketing’ following its failure to cater to the

consumers because of its high price and lack of awareness about the product when introduced in hardware and

department stores. Tupperware products were. In party plan marketing, home party is conducted and the Tupperware

products and their uses were demonstrated to consumers. "Tupperware Parties" involved sharing of recipes, cooking

advice and health tips among Indian housewives (augmentation and emotional appeal). The demonstration is a way

chosen by the company to communicate to the customers about the quality of the product and its uniqueness, the

usage and the reasons for higher cost of its products. To have the positioning as a high quality wares helping in

leading active and healthy lives, Tupperware in kitchenware market represents ‘wholesome’, ‘keeping it fresh’ and

‘Premium Mass’, Tupperware opted for direct marketing.

Tupperware has imbibed the Chain of Confidence Campaign in its direct selling model, creating invaluable

connections that last a lifetime. Chain of Confidence invites women to share in the immeasurable rewards of self-

confidence and ensures the next generation of women will benefit from this knowledge.

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Marketing Strategy

Tupperware India initially launched its products in Delhi. Realizing the potential, the company ventured into 14

other SEC A cities and widened its operations to another three SEC B and C cities by 2000. The company entered

into the eastern market as well.

Corporate tie ups and cobranding

The company has tied up with Procter and Gamble (P and G) in Chennai and with Pringle chips in Chandigarh for

cross promotion scheme. After successful test marketing the companies took out the alliance further. Since both

P&G and Tupperware had top-end market customers, they tied up for more joint promotions. Tupperware tried to

have tie ups with FMCG companies and consumer electronic brands to promote its product range. It also proposed

to have tie-ups with food companies selling flour, cooking oil and tea to sell the products in Tupperware packaging.

The direct marketing company also entered into negotiation with Hindustan Lever Ltd (HLL) to start a cross-

promotion exercise in the Northern, Eastern and Western Regions of India. Tupperware containers were bundled

with HLL’s Dalda refined oil packages.

Tupperware India introduced its products in a few new shopping malls as part of its strategy to achieve a turnover of

Rs206 crore in the next two years. The company intended to market its products through distributors in these malls.

Tupperware also tied with Sahara India to increase brand awareness and its customer base through bid-n-win

scheme. Tupperware tied up with Big Bazaar to set up touch points to establish contacts with consumers.

Tupperware Worldwide also has alliance with some consumer durable companies like Whirlpool. Tupperware

consented a cross promotion deal with home appliances company Whirlpool of India as well. The Tupperware

organized roadshow at Kolkata as a part of promotional deal with the white goods major Whirlpool.

Kiosks

Tupperware opened kiosks in shopping malls to create brand awareness and to reach potential customers who are

unable to attend Tupperware parties. The company spent INR 2.5L in each kiosk with a strategy of increasing the

sales by 10 – 12%. This is a part of its integrated direct access strategy. The initiative is aimed at increasing

recruitment, awareness about the company and promoting its products.

Products launches

Initially TIPL came up with 25 products customized for Indian kitchen and it targeted top-end customers. In years

TIPL launched many products to suit modular kitchen – microwave wares, aquasafe bottles etc. It also launched a

low-price range called Classic. TPIL came up with Indianized products in order to improve its market share in the

country. Tupperware is planning to launch products for rural India with an intention to expand its presence from 59

cities to across the country. The products were given special offers during festival occasions – discounted rate.

Channel Management Decisions

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The dealers organized product demonstration at parties where the guests order for the products and the hosts are

given free gifts. A comprehensive training program and a new incentive scheme for conventional managers like a

paid trip to Malaysia were later announced to encourage the dealers.

When TPIL noticed that some of their distributors are using retail outlets to sell their products to meet the sales

target it terminated the distributorship of these errant distributors, as it is against the principles of direct selling

Fitness

TIPL exhibits Reward Power on their dealers and distributors by giving them free gifts and taking them for free

trips(to Malayasia). It also exhibits coercive power on failure to meet the norms of the firm (distribution). These

practices suit the Indian market conditions where it is easier to get a job done through reward than through punitive

measures. Further 99% of the distributors are housewives who get motivated by the reward power exerted by the

dealers.

Tupperware Corporation has succeeded in gaining a strong market in India. Unlike in UK where they tried serve to

A & B group customers with the sales force belonging to C & D group, it has catered to right kind of sales force and

customers.

Initial entry into the top-end market with the customized products and selected cities (SEC A) developed the

awareness about the credibility of the product and hence venturing into other cities and launch of new products was

well accepted by the consumers as the credibility reached them through word of mouth. WOM has been the biggest

strength and the reason for the success of the Tupperware products. TIPL also adapted Indian designs like the Jaipur

blue pottery designed containers for dry storage and it formed their unique level of products. TIPL with its Classic

models have got access to enter the rural market – a low price model that never compromised on the quality but the

design.

TIPL went in for selective distribution which improved the visibility of its products. Their option of cobranding with

HLL and P&G is a successful strategic move as it has improved their customer base. But road shows might raise

doubt about the product’s superior quality level among the niche customers.

Sales Force Design

Tupperware is sold mostly through a party plan, with rewards for hosts. A Tupperware party is run by a Tupperware

consultant for a host who invites friends and neighbors into his or her home to see the product line. Tupperware

hosts are rewarded with free products based on the level of sales made at their party. Parties also take place in

workplaces, schools, and other community groups.

The business of direct selling is very different from other businesses because, here, the level of

sales depends very much on how the members of the Sales Force feel about the product and the promotion.

Sales in this type of business depend a great deal on the size of the active Sales Force and their

productivity.

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In most countries, Tupperware's sales force is organized in a tiered structure with consultants at the bottom,

managers and star managers over them, and next various levels of directors, Legacy Executive Directors at the top

level. In recent years, Tupperware has done away with distributorships in the U.S. This has allowed Tupperware

more flexibility, and more generous commission and rewards for their consultants.

Tupperware party in India

The iconic food storage container is enjoying a surge in popularity in fast-changing India and the concept of the

Tupperware party has been rekindled. Its active sales force comprises 55,000 consultants and 81 distributors. In

New Delhi alone, there are an estimated 300 Tupperware managers who each host 10 to 15 parties every week.

In recent years, Tupperware in North America has moved to a new business model which includes more emphasis

on direct marketing channels and eliminated its dependency on authorized distributorships. This transition included

such strategies as selling through Target stores in the US, and Superstores in Canada, with disappointing results.

Tupperware states this hurt direct sales. In countries with a strong focus on marketing through parties (such as

Germany and Australia/New Zealand), Tupperware's market share and profitability continue to decline.

When it comes to forecasting, the direct selling industry is unique. To understand it, one has to know

what the direct selling business is and how it works. How does it differ from the retail industry? Here, the

emotions of the Sales Force members play a very important role. The sales sharply rise and fall depending on

how the Sales Force members feel about the product and/or the promotion. At Tupperware, the sales model is a

party plan where someone arranges a party and invites his/her friends and contact people to the party as

prospective customers. The party is initiated by the Sales Force member. So, sales are primarily made through

the party, though they are supported to some extent by catalogs, television, and online advertisements. The

Sales Force members are independent contractors; each one can choose which products and offers they want to

push. Direct selling started in early 1900s. In the early years, the direct sellers were traveling salesmen.

However, as the business model changed to a party plan model, women comprised the majority of direct

sellers. Today, the average direct seller is a woman between the age of 35 and 54, has some college or

maybe even a four-year degree, and works part-time. How the Sales Force members feel about a particular

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product or promotion pretty much determines their success. Direct selling varies greatly when compared to

the retail industry. If you sell a product at Wal-Mart, plans about which products will be promoted, when and

how, are made ahead of time. There is a weekly replenishment plan based on store inventory and sales. New

Products are planned very early on to prepare for their launch date. When an expansion is planned for additional

space or stores, it is done in advance as well. The implementation of a strategy takes anywhere from 6 to 12

months. But this timeline is significantly different in direct selling businesses: Promotional planning is

done only 24 hours in advance based on the best indicators! Indicators include how many parties are

planned for the next week and beyond and the number of active team members (Sales Force) we have. New

Products are planned based on what the Sales Force wants. There are no Tupperware stores; instead, there are

just Sales Force members who enter and leave the business on a daily basis. Our customer strategy

changes daily. Our customer, which is our Sales Force, changes constantly. As such, our customer strategy

changes, based on what is occurring within the Sales Force.

Calculation of Sales Forecasts

Sales forecast are prepared by using a formula called TAP: The "T" stands for team members; the "A" is for

activity; and the "P" is for productivity. Team members represent the Sales Force the organization has in any given

time. Activity refers to the percentage of people within team members who are active and selling.

Majority of the team members work part-time; as such, many of them don't sell on a regular basis. One month

they may be very active in selling, but that may not be the case in another month. Productivity refers to how

much each member sells. After these parameters are estimated, four different methods are used to create a

forecast.

120-Day trend based on the TAP formula.

90-Day trend based on channel.

Year-to-year comparison based on TAP formula.

Make adjustments based on whether the emotional response of the Sales Force and/or the consumer is

favorable or unfavorable. Initially, the forecast is based on the average sales utilizing the first three methods.

Next, we incorporate the feedback we get from the Sales Force, which may increase or decrease the number.

Marketing Communication Marketing communication mix used by company includes mainly:

Direct marketing, Personal selling & Word of mouth marketing

The most extensively used communication approach by company. They have launched ‘Party Plan Method’ and

‘Chain of Confidence”. There is also a blog on Tupperware so that also contributes to make people aware about

various products of company plus reviews in blogs increase credibility.

Party Plan Method: (A mixture of informational as well as transformational appeal)

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Tupperware came up with its unique ‘Party plan Method of

marketing’ following its failure to cater to the consumers

because of its high price and lack of awareness about the

product when introduced in hardware and department

stores. Tupperware products were. In party plan marketing,

home party is conducted and the Tupperware products and

their uses were demonstrated to consumers. "Tupperware

parties” involved sharing of recipes, cooking advice and

health tips among Indian housewives (augmentation and

emotional appeal).

These demonstrations helped the company to explain to the customers, the quality, the usage and the reasons for

higher cost of its products. To have the positioning as a high quality wares helping in leading active and healthy

lives, Tupperware in kitchenware market represents ‘wholesome’, ‘keeping it fresh’ and ‘Premium Mass’,

Tupperware opted for direct marketing.

Chain of Confidence Campaign: A Transformational appeal

Tupperware has imbibed the Chain of Confidence Campaign in its direct selling model, creating invaluable

connections that last a lifetime. Chain of Confidence invites women to share in the immeasurable rewards of self-

confidence and ensures the next generation of women will benefit from this knowledge.

Celebrating women and the powerful bond of friendship that connects them together, Tupperware’s Chain of

Confidence honors women across the globe and the profound life altering impact they can have on one another. True

to its virtue, Tupperware recognizes the extraordinary source of strength women derive from one another which

enables them to feel confident and secure in their ability to succeed. Tupperware gives every woman the flexibility

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Centre of web portal is women. So, it generates interest in women. And various rewards are motivations for women.

to set work schedules, own a business, earn extra income and have a wide circle of influence. The Chain of

Confidence also provides an incredible support team of women all with a vested interest in personal and financial

success.

Events and Promotions: (A mixture of informational as well as transformational appeal)

Company promotes its product by being sponsoring certain events involving mainly women. Events and promotions

done by company in 2010 are shown below. It is Involving and Implicit.

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So from above it is very clear that how company is promoting its product by being part of various events.

Publicity

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Company has been in news for its continuous growth despite recession. Plus increase in reach of company to farther

area has made it continuous news maker. Company has been associated with Movies like ‘Billu Barber’ and

‘Golmaal 3’ and so was in news for quite a sometime. It has Dramatizing effect as well as provides some credibility.

Sales promotion

Company has been continuously coming up with various sales promotions like shown below.

Colours used are eye catching plus if you see the concession rate it is incentive for buyers as well as an invitation.

Advertisements

Company’s focus on advertisement is not much visible. This is because company’s main source of communication is

direct communication. So company is reaching masses in a different way. Company’s advertisements mainly have

informational appeal about product. From ages their focus id their product. So whenever they launch any new

product they mainly show the product and its benefits and price etc.

Message Decision

Tupperware has gone on to become a “top of mind” brand for many middle-class households across India's

main metros, according to a survey undertaken by The Nielsen Company in 2008. The message that the company

wants to drive is that Tupperware products depict quality, robustness and are aesthetically designed. The

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Tupperware products carry a lifetime guarantee. Any damaged product (cracks or breaks) could be replaced by

same/similar new Tupperware product from any place in the world.

The 3 E’s of Tupperware

Enlighten

To share insights & provide products and knowledge that makes life simpler and more enjoyable for families.

Educate

To provide smart, simple solutions that enable customers to save time, money and effort while leading active and

healthy lives.

Empower

To better the lives of women by giving them the confidence to live with respect in the society and becoming

independent.

Message Strategy

Lifetime Warranty: Tested in extreme conditions and built to last long, really long. Buying with confidence is

assured with Tupperware products that are guaranteed against chipping, cracking or peeling under normal

noncommercial use for the lifetime of the product. When a Tupperware product shows a defect in material or

function, one may visit any Tupperware Business Center or call Tupperware Brands consultant for a free

replacement.

Chain of confidence: Enlighting, educating and empowering women across the globe. Tupperware has imbibed

the Chain of Confidence Campaign in its direct selling model, creating invaluable connections that last a lifetime.

Chain of Confidence invites women to share in the immeasurable rewards of self-confidence and ensures the next

generation of women will benefit from this knowledge. Tupperware gives every woman the flexibility to set work

schedules, own a business, earn extra income and have a wide circle of influence. The Chain of Confidence also

provides an incredible support team of women all with a vested interest in personal and financial success.

Legacy: What started as an innovation in 1942 now has become an inseparable part of many families. For over 60

years, Tupperware has been creating a niche for itself in the business world, making a difference to the lives of

millions through its innovative storage products and extremely attractive business opportunity. In recent years,

Tupperware has made tremendous inroads into becoming a true global entity. Despite the success and astounding

growth of Tupperware Brands, the Company’s mission and passion to enlighten, educate and empower customers

and their families tops the priority list.

Product range: With hundreds of products for every range, consumers are spoilt for choice. The major categories

are:

Aquasafe

Canisters

Dry Storage

Food Preparation

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Freezer

Fridge Smart

Lunch 'n' Outdoor

Microwave

Refrigerator

Serving

TupBaby

Inspiration center: That's the Tupperware Party experience. This unique, interactive party offers the opportunity

to see, taste and experience the new Tupperware lifestyle - amazing products, delicious recipes and smart, simple

solutions to improve the consumers’ life. Plus what a great opportunity to exchange ideas and make new friends.

Whether one is a consultant, a host or a guest, there's a lot to enjoy at a Tupperware Party! It’s party time!

Smart companies like Tupperware adjust their product line to meet local needs in emerging markets but without

losing their brand cachet. Tupperware has done that, maintaining a "premium mass" image. Striking this balance is a

critical success factor in emerging markets like India and China where customers aspire for a certain brand status but

at "good enough" quality and affordable prices. To compete more effectively, Tupperware has localized its pricing

strategy, making its products more affordable to more Indian customers, but, at the same time, has not compromised

on quality. It maintains lower costs by producing locally, as seen in its state-of-the-art plant in Dehradun, which

caters exclusively to the Indian market.

Media Decision

Media selection is the process of choosing the most cost-effective media for advertising, to achieve the required

coverage and number of exposures in a target audience.

Magazines

Since women are the majority purchasers of Tupperware products, they are advertised in magazines through

which they can reach a wider female audience such as

Elle

Femina

Parenting

Internet and online media

Tupperware has unveiled an all new Tupperware India website in September 2010 through which it conveys most of

the information about its rich heritage, variety of products, new product releases, sharing recipes. It is interactive in

the sense that users can upload their own recipes.

Tupperware advertises though social network medium such as

Facebook.http://www.facebook.com/pages/Tupperware-India/294670044329?v=wall&filter=2

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It releases a number of consumer flyers, recipe lists, vintage collection photos in the space where they can

upload photos.

It also conducts online quizzes related to recipes and distributes prizes

It uploads testimonial videos by women who have used Tupperware products and other promotional videos

Tupperware promotes its products by having different videos describing its products on youtube. It has more than 90

videos which talk about being eco conscious, its sustainability story, Tupperware art and design, etc

http://www.youtube.com/watch?v=EWajv4gcNs8&feature=player_embedded

Tupperware is also marketed in online media such as

http://hyderabad.olx.in/tupperware-modern-kitchen-fridger-items-iid-41215945

Newspapers

Tupperware advertises in all national and regional newspapers about its existing products and more so when there

are any new product releases.

Television Ads

The company launched a television commercial to coincide with the release of the ‘We are family’ film to ride along

the hype associated with a Karan Johar and Kajol film. They adopted the product placement strategy which is

explained in detail below.

Alternative Advertising

Outdoor campaigns

Tupperware conducts campaign of lunch series in select locations such as Big Bazaar in metro cities. It also

conducts festive campaigns.

Product Placement

In Karan Johar’s Bollywood remake of Hollywood hit Step mom, We are family, plastic tubs seem to be

everywhere which are Tupperware moments. Tupperware is the only direct selling company in India that got

associated with in-film branding. Tupperware India is targeted towards SEC A and SEC B women and mothers in

the 30 plus age group. Tupperware felt Kajol, the movie’s heroine represents its target audience and saw their brand

fitting into the storyline of the film. Tupperware also associates with certain campaigns such as “UNICEF Awaaz

Do” campaign through which it does both marketing as well as sale of products.

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Recommendations

TIPL operates in Kiosks in many shops; instead it could start exclusive Tupperware stores in shopping malls.

With the increase in the number of products – models, different sized containers, entry into low price models,

microwave utensils, Jaipur designed wares – exclusive stores will give the customers a wide choice to choose

from. Though catalogues give information about the products, with repeated buying customers may prefer to

have wide options to choose from so that they may buy mew products the utility of which they might not have

realized while looking at the catalogue. This may also provide an opportunity to know the customers demand/

necessity and come up with more innovative products. The shops should be run by the distributors; this may

also reduce the shipping cost and also bring in new customers who may wish to try out the products.

Co-branding though increase the visibility, it may hamper the image of the quality of the wares especially when

it comes with low preferred products. The premier customers may not be satisfied with this kind of approach.

Similar is the case with displaying the product in roadshows. Entering into corporate tie up – gifts could

improve its visibility and improve its business.

With the company growing and the sales consultants became successful in recruiting more and more people to

the business, they ended up facing so much paperwork at the top that they no longer had time to perform the

strategic work of selling and recruiting. This led to them to invest heavily on developing IT infrastructure to

help its sales force focus on thing that they are best at doing. There was a period when Tupperware lost sales

because of its in efficiency in its internal IT infrastructure. Getting the Indian sales force used to these new

technology will be another huge task. Proactive steps have to be taken to address these issues

A related challenge was that distributors usually submitted several orders at a time, which meant Tupperware

needed resilient technology with the capacity to process orders in big batches

Corporate communication to sales force is another key challenge that Tupperware faces. It’s very easy for the

sales force to get demotivated when the information and proper communication are not available to them.

Tupperware has created http://my2.tupperware.com/ exclusively for its sales force, which provides them ease of

access to information and also a personal mail for corporate communications. For people who don't read e-mail

every day, maybe they'll listen to a voice mail, or for people who don't listen to their voice mail right away,

maybe they'll read a text message on their cell phone. This can be implemented in India since the mobile

penetration is much more as compared to internet.

From analyzing the above media through which Tupperware reaches its consumer base we can clearly see that

the social network media works very well for Tupperware. It has more than 3200 followers in Facebook and

people get to know about Tupperware products and parties and contact details of Tupperware distributors. Even

product placements helped Tupperware to reach out to entirely new set of audience.

Tupperware should focus upon mass media to cater to large masses and create awareness about their products

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They should plan more parties in order to use the power of word of mouth

They can also go for Co- creation and thus use the power of involvement

People don't mind a joke, an interesting story, the ability to make their own messages on a chocolate bar

wrapper or just something unexpected - it makes a pleasant pit stop in their day, lifts their emotions and

potentially gives them something to talk about with the brand at the center of the discussion. This power of

Entertainment can be utilized to make communication more interesting

References

Duffy D.L. (2005). “Direct selling as the next channel” Journal of Consumer Marketing 44-46

Campbell O (2008). “Forecasting In Direct Selling Business: Tupperware's Experience” The Journal

Of Business Forecasting 19-20

Davis, Tim R V (1994) “The Distribution Revolution” Strategy & Leadership 46-47

Tupperware everywhere (2011, January 30) Retrieved from

http://www.bain.com/bainweb/publications/publications_detail.asp?

id=27801&menu_url=publications_results.asp

Tupperware in India (2011, January 30) Retrieved from

http://www.icmrindia.org/casestudies/catalogue/Marketing/Tupperware%20in%20India-Marketing.htm

Background Information on Tupperware Corporation (2011, January 30) Retrieved from

http://www.referenceforbusiness.com/history2/96/Tupperware-Corporation.html

Tupperware Home Parties and the Jubilees (2011, January 30) Retrieved from

http://www.pbs.org/wgbh/amex/tupperware/peopleevents/e_parties.html

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