[Spooky23]

I think looking at the supply-side is the wrong approach. There's probably some factory in China churning out pads for half the cost, absorbing more of the transport cost.

The real genius here is the local factor. We're talking Mary Kay ladies selling sanitary pads. The power of local communities to change behavior and move product is incredible, especially in places where people actually talk to each other. Americans learn about paper towels from TV. If you can't afford a TV, you're talking to people more, and that's a more more valuable channel to engage folks.

End of the day, the product is cheap enough, but there is a powerful incentive to sell, and that's the real magic.