Rodan + Fields CEO Diane Dietz and the founding doctors are betting that a new growth driver rests in a market it has so far left untouched: teens and their pimples. Revenue followed a similar arc, rising from $24 million in 2010, to $627 million in 2015 and $1.5 billion in 2017, the most recent figure available. In 2008, the company had just 1,350 consultants, which grew to 150,000 people in mid-2016. Rodan + Fields’ consultant army has grown quickly, and so have sales. Such financial findings don’t seem to have much impact. Our Consultants choose how much time and resources to invest in their individual businesses.” Then, there are Consultants who use this opportunity to build their own business and an extensive team. “Consultants join the business for a variety of reasons and come from all walks of life,” Rodan + Fields said in an emailed company statement. Only the top 1% of paid consultants earned more than $30,185 annually. In reality, only a small percentage of its consultants are financially successful. In its latest 2017 income disclosure statement, for example, Rodan + Fields reported that 33% of enrolled consultants earned less than $1,000 in annual payments, 44% did not earn any pay, while 22% earned between $1,000 and $25,000. Rodan + Fields executives present selling for the company as a dream opportunity that empowers women to be entrepreneurs. The consultants, who do not stock inventory, use their online social networks to sell to other people they know, spread the word about Rodan + Fields and hold virtual events to promote items. Rodan + Fields trains independent consultants who are paid a commission for their own sales and the sales of people they recruit to sell products. Since then, Rodan + Fields has grown through a multi-level marketing network of about 300,000 independent sales reps that it calls “consultants” across the U.S., Canada and Australia. Then Rodan and Fields sold the company to Estee Lauder in 2003, only to buy it back in 2007. It took a while to land on a business model that worked. Founded in 2002, Rodan + Fields started out with a line of anti-aging products.
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