Skincare company L’Bri Pure N’ Natural is evolving how its consultants connect with customers through its innovative Shopping LIVE platform. This tool has not only empowered consultants’ businesses but also driven sales and strengthened the company’s community-focused approach.
L’BRI primarily uses a party-plan model, and while that remains at the core of the business, the live online shopping experience began through Facebook parties. But there wasn’t a streamlined way for customers to easily purchase products. The current Shopping LIVE app solves that problem, offering a dynamic way to present products, demonstrate their use and engage directly with customers in real time.
Most consultants go live from their phone, and customers can purchase specific products right in the platform. L’BRI’s corporate leadership emphasized the importance of creating a user-friendly and impactful tool.
“We wanted to give every consultant the opportunity to do business with L’BRI the way they felt most comfortable,” said Victoria Vilbrandt, L’BRI’s VP of Marketing. “That has been our model. That has been the way we invest in their training and in their business opportunity.”
Many businesses had to shift online during the COVID pandemic, and since then consultants have embraced the live shopping platform as a powerful addition to their businesses. “We knew that we needed to really expand our consultants’ online presence,” shared Lin Ragle, the company’s VP of Field Training. “With the pandemic, we started watching the numbers totally flip. In a recent field survey, 80 percent of respondents reported trying the L’BRI LIVE shopping experience, with 44 percent using both live streaming and conference features.”
The ability to host live events allows consultants to showcase products, answer customer questions and create a more personal shopping experience. Customers can purchase specific products during the event instead of having to go to a separate website, which significantly increases sales. This increases the customer’s confidence that they purchased the right product for their unique needs.
“We offer targeted solutions for skin concerns, and the platform allows for that very easily, because you’re not bombarded with 100 products,” Ragle explained. “It’s the products that are being presented to you to help you with whatever issue you may have.”
Partnering with consultant leaders, L’BRI developed specified training to help new consultants easily and quickly find success using the platform. “We’re encouraging them to do what we call a launch party or a debut when they’re brand new,” Vilbrandt said. “We provide free samples that they can give away. We’re encouraging leaders to support and help a new consultant on a L’BRI Live, and then they can give those people samples. The leader is actually teaching that small group of friends how to use the product. That creates immediate sales for the new consultant, which adds to their belief and confidence.”
Customer Engagement and Sales Impact
The interactive nature of live shopping has proven to be a hit with customers as well. L’BRI has seen a 10 to 20 percent increase in user adoption. Customers appreciate the opportunity to see products demonstrated in real-time and to ask questions directly. L’BRI’s consultants have reported increased sales and stronger customer relationships as a result.
The platform also allows consultants to tailor their live events to specific audiences, making it easier to address individual needs and preferences. For example, a consultant can host skincare tutorials or demos for specific products or seasonal offerings. This flexibility strengthens customer retention and further humanizes the relationships. It also gives consultants the ability to reach people who aren’t local.
“They love the real time shopping. There’s a chat so they can ask questions, there’s lots of engagement,” Vilbrandt added.
Creating Community
Beyond the sales and marketing benefits, the live shopping platform fosters a sense of community among L’BRI consultants. Hosting live events has given many consultants the confidence to step out of their comfort zones and try new approaches to growing their businesses while accommodating customer expectations as well.
“We really do want to encourage our consultants to work the way they want to work,” Ragle said. “You have many different kinds of customers, and some customers really just want to shop online. They don’t want to interact with anyone.”
L’BRI continues to refine and enhance its live shopping platform based on consultant feedback. The company has even begun using the live feature for corporate communication, which will be the next phase in evolving the platform. While in-person business building remains the core, Shopping LIVE expands reach and delivers the customized convenience of online shopping.
From the May/June 2025 issue of Direct Selling News magazine.
