Mary Kay Cosmetics

Outline

1. Mary Kay Ash 2. About the Company 3. Passion or Pressure 4. Solution

Mary Kay Ash

The Woman Behind the Makeup

After retiring from a successful career in direct sales, Mary Kay decided to write a book about the male dominated business world.

• This book led to her marketing plan in which women could achieve personal and financial success. • 1963- With just a dream and $5,000 Mary Kay Cosmetics began. • Recognized as American’s greatest woman entrepreneur. • Faith first, family second, career third.

Do unto others as you would have them do unto you.”

“

About the Company

Mary Kay in China

• #1 Product sold in China: Whiteners. Fair skin= beauty • #2 Anti wrinkle cream • #3 Anti aging creams

Fun Fact: Makeup is banned in Chinese high schools due to the belief that it causes distractions.

Marketing Strategy- Dual Marketing Concept

Corporate Management

• Plan product and market development • Liberal discount structure • High commission opportunity • Incentives and awards to consultants • Advertising products provides marketing help to consultants

Independent Contractors

• Independent of corporate management • Earnings from retail sales

Marketing Plan

• Direct Selling: the sale of a consumer product or service, person-to-person, away from the fixed retail locations.

– Products are sold primarily through in-home product demonstrations.

• Internet and Mall Kiosks

– Less prevalent though increasing – Mary Kay prefers individual approach

Logistics

• Main manufacturing center in Dallas sends all products to branches by truck. • 5 Statewide Branches: – Texas – Illinois Texas – California – New Jersey – Georgia • Products are delivered directly to consultant’s door. • Consultants deliver products to clients in person to ensure satisfaction.

Customer

Consultant New Jersey

Consultant

California

Georgia

Illinois

Headquarters

Raw Materials

Raw Materials

Raw Materials

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• Sisterhood Brand...