Tropic Skincare, established by Susie Ma, has experienced significant growth, evolving from ‘pamper parties’ to a company with an annual turnover exceeding £100 million. The company’s founder, Susie Ma, has an estimated net worth of £73 million and recently acquired Lord Sugar’s stake in the business.

From Humble Beginnings to Rapid Expansion

Kathia Maillefert, a single mother, initially joined Tropic Skincare seeking to supplement her income through direct sales and hosting skincare events. After three years, she found herself barely breaking even, having spent nearly as much on products as she earned in commissions.

The Multi-Level Marketing Model

Tropic’s success is built upon a multi-level marketing (MLM) business model, which has faced criticism. While ambassadors earn commission on both sales and recruitment, concerns have been raised that many representatives, primarily women seeking flexible work, earn minimal income or even lose money.

Concerns Over Recruitment and Stock

Critics argue that the emphasis on recruitment and the potential pressure to purchase stock can create a financially unsustainable situation for many representatives. Statistics indicate high dropout rates within MLM companies, with 50% of new recruits leaving within 90 days and 77% within a year.

Contrasting Experiences

Susie Ma envisions global expansion and emphasizes a direct selling model focused on product quality. She maintains that Tropic differs from traditional MLMs, stating that ambassadors are not required to hold stock or aggressively recruit.

Pressure to Recruit

However, Kathia’s experience contradicts these claims. She recalls consistent pressure to recruit friends and family into the Tropic network. The company utilizes incentives, including lavish holidays and large-scale events like the £1 million Tropic Fest, to reward high-performing ambassadors.

A 'Cultish' Atmosphere

While these events aim to foster a sense of community, Kathia described them as ‘cultish’ and unappealing. Currently, Tropic has over 22,000 UK ambassadors and allocates over half of its turnover to commissions and bonuses.

A Complex Narrative

The differing perspectives – Susie Ma’s vision and Kathia’s experience – highlight the ongoing debate surrounding Tropic Skincare’s business practices and their impact on its representatives. Enthusiastic testimonials from other ambassadors, describing empowerment and opportunity, further complicate the narrative.