Mary Kay Marketing Plan – “America’s Best Selling Brand”
Mary Kay Marketing Plan – “America’s Best Selling Brand”
“The Facts”
Dual-Marketing Concept – Mary Kay is not a pyramid or multi-level company. Dual Marketing means there are two sales - one from the Company to the Consultant (wholesale) and the second from the Consultant to the Client (retail). There are no levels of wholesaling. Each Consultant has the opportunity to earn the same commission. As the Consultant, you are the middleman. We do not sell franchises, distributorships, or positions. Commissions are paid by Mary Kay.
Everyone Begins the Same Way – All Consultants begin with the purchase of a Starter Kit. You are an Independent Contractor. You do not work for Mary Kay Cosmetics, Inc. You are President of your own company. You choose your own hours and write your own paycheck.
No Territories – You have unlimited earning potential as an Independent Beauty Consultant. You can sell or recruit anywhere in the United States.
No Quotas – You are not required to hold a certain number of appointments in a week or a month, etc. The minimum requirement to remain an Active beauty consultant is to place a $200 minimum wholesale order every three months. You choose how often you work.
On-the-Spot Delivery – Most Consultants choose to have product on hand at their selling appointments. Clients love to get their products when they want them and are excited about using them. We know that purchases triple when clients can take it home immediately. However, inventory is an option. How much or how little is up to you. Your Director will discuss this in full detail once you have made the decision to become a consultant.
90% Buy-Back Guarantee – Should you become ill or your life take an unexpected turn, and you feel you could no longer continue your business, you have the option of selling your unused inventory back to Mary Kay for 90% of what you paid for it. This pertains to products purchased within the last 12 months. Would the security of knowing you couldn’t lose your shirt be a factor in your decision? Mary Kay always said she would bet 90% on YOU if you would bet the other 10% on yourself!
God First, Family Second, & Mary Kay Third – Mary Kay Cosmetics has always been run by the Golden Rule and the priorities of God, Family, Career. Wouldn’t you agree that this is complete and total flexibility to design your life the way you want? Mary Kay always reminded us that with our priorities in this order, we would be successful.
FYI – Cosmetics are recession-proof. In WWII, the only stocks that didn’t go down were liquor, cigarettes, and cosmetics. Isn’t it true that a woman will find a little something like lipstick, perfume, or mascara, to make her look and feel better? No matter how tight money is, women will not go without their cosmetics! And, we don’t have to convince them that it’s something they need. They already use it!
Plenty To Go Around – We have around 10% of the cosmetic business. Out of every 100 people, 90 of them are using the wrong product!
No Glass Ceiling – In Mary Kay, the SKY is the limit!! Records are continually being broken. You may climb the Ladder of Success at your own pace, and go as high as you want. The choice is yours.
Highest Commission in the Cosmetic Industry – We buy our product for $1 and sell it for $2. Our commission is 50%.
Consumable Product – In sales, you want a product that clients are going to use over and over. Eventually, the run out and need more. Our goal in Mary Kay is to gain clients, service them well, and RETAIN them. When our clients run out of their products, they want more! You build your financial future with every selling appointment you hold. If you had 100 clients, and they each purchased $100 a year in product (which is a low average), that would $10,000 in sales. Put half that in your pocket as profit. What could you do with an extra $5,000? Obviously, if you had more clients, your income would be larger. Two new clients a week equals 100 clients in your first year of business!
As of 2003, 200+ women have earned more than $1 million in commissions from their Mary Kay Careers.
“Avenues of Income”
Selling Appointments – 50%
On-the-Face
Skin Care Classes – 3 or more people
Facials – 1 or 2 people
On-the-Go
Quick 10-15 minute show-n-tell sessions
Reorders – Repeat business, miscellaneous sales
Online
Clients can find you, make purchases, conduct web shows and view company information from your Personal Website ($50 Annual Fee).
On Paper
Our product literature is the BEST! Clients can have Book Shows or simply place orders! One of our best resources is a company program called the Preferred Customer Program. This is a quarterly mailing from you to a limitless number of clients and potential clients sharing the latest in our product lineup. Participation in this program is optional.
On With The SHOW!
Any group selling appointment such as a Skin Care Class, Product Preview, Spa Class, Advanced Color Class, Velocity Bash, War on Wrinkles…the creative and exciting versions of this avenue of income is only limited by your imagination!
Dovetailing – 15%
Mary Kay, the Lady, was a master at using this avenue of income. She would triple book her appointments, guaranteeing they would hold. If more than one held, she would give one of the classes to one of her team members. Mary Kay would not only make 50% at her appointment, but also 15% of the sales from the class she gave to her team member. Rather than making only 50%, she would make 65%! This avenue can be used for emergencies and/or additional income.
Recruiting – Optional – 4%, 9%, 13%
1-3 Team Members
4% Commission on Wholesale Orders Placed in a Calendar Month
4+ Team Members
4% plus eligible for $50 Bonus per new recruit
5 or more Team Members
9% or 13% - Eligible to begin qualification to earn Chevy Malibu or Cash Compensation of $375
8 or more Team Members
9% or 13% - Eligible to begin qualification to become a Sales Director
Grand Achiever (minimum of 12 personal recruits)
Malibu or Cash Compensation; License, Tags, & 85% of Insurance paid by Mary Kay; re-qualify for a new car every two years
Sales Director (minimum of 30, including personal recruits’ recruits)
Additional 13% Commission on Wholesale Orders Placed in a Calendar Month
Eligible for monthly bonuses based on wholesale production, number of Star Consultants, etc.
Eligible for paid life insurance
Eligible for Chevy Malibu, Chevy Equinox, Toyota Camry, Pink Cadillac or Cash Compensation
Eligible to wear Director’s Suit
Eligible for FREE Trips, Beautiful Jewelry, and Other Prizes & Awards
Eligible for additional recruiting bonuses and quarterly bonuses
Senior, Future Executive Senior, Executive Senior, and Elite Executive Senior Director
This means that 1 or more women have become Directors from your Unit, and you receive an additional 4% - 6% on their entire unit’s wholesale orders every calendar month.
National Sales Director
Average income is $300,000 per year
Family Security Plan
Cadillac of your choice
(Refer to current Applause Magazine or Product Literature for details.)
Select the benefits that appeal to you most.
□ Being Your Own Boss
□ Unlimited Earning Potential
□ Flexibility
□ Prizes & Recognition
□ Motivation & Encouragement
□ Professional Environment
□ Learn to Look & Be Your Best
□ No Glass Ceiling
□ Travel
□ Tax Deductions
□ Free & Ongoing Training
□ The Latest Trends & Fashions
□ Color Cosmetic Application
□ Free Car
□ Extra Money
□ Advance at Your Own Pace
□ Great Support System
□ Friendships
□ God First, Family Second, Career Third
□ Something Just For Me
Other________________
Tax Deductions
Car Mileage/Expenses
Telephone
Personal Cosmetics
Real Estate Taxes
Travel
Gifts
Meals
Supplies
Child Care
Utilities
Seminars & Workshops
Office in Home
Other
NOTE: Consult your accountant for current tax laws and proper documentation.
What would you enjoy most about being a Mary Kay Consultant?
If we could show you how to make Mary Kay work in your present situation, is there any reason we couldn’t fill out your paperwork and get your training started?
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