Mary Kay Marketing Plan

Name:_________________________________ Date:________________________

Address:_______________________________ Home Phone:__________________

City:_________________ State:________ Zip:________ Work #:_______________

Consultant’s Name: ____________________________________________________

The Agenda I’m going to tell you a little about me, I’m going to ask you to tell me about you. I’ll give you the qualities we look for in a consultant, some facts about our company, then I’ll ask you to make a decision. Does that sound okay?

1. What do you like best about your current job or situation? _________________________________________________________________________________ 2. What, if anything, would you like to change? __________________________________________________________________________________ 3. Where would you like to see yourself five years from now, based on your current goals or personal

dreams? __________________________________________________________________________________ 4. If you could create the perfect career for you, what 2 or 3 things would be the most important? __________________________________________________________________________________ 5. At this point in your life, what do you feel you need most? __________________________________________________________________________________ 6. What do you value most in your life right now? __________________________________________________________________________________ 7. It takes 1 hour to facial, 2 hours for a class and new consultants clear at least $20 per hour. If

Mary Kay should be something you decide to do, with your present schedule, how many hour a week could you find to devote to Mary Kay?

__________________________________________________________________________________

Most companies expect you to perform even if it means working 50 hours or more a week, having no personal time and eating fast food three meals a day. Mary Kay is different. We believe in building you up, building your self-esteem and giving you tons of recognition. We try to help you be the best person you can be and then we know you’ll perform at your best! Have you heard how Mary Kay started this company? She was in sales, training men making 50 cents to every dollar that men were making. She was told because she was a woman, she couldn’t be paid as much as men. She felt that this was unfair, so she started to write a book. She listed all the good things about all the companies she had worked for and then all the bad things. Then she thought, wouldn’t be great if someone started a company where a women received the recognition she deserves and was paid what she is worth? She then started Mary Kay Cosmetics. _______ Does sales scare you? In Mary Kay we don’t sell, we teach skin care and glamour tech-niques for Mary Kay Cosmetics out of Dallas, Texas. Selling is making a one-time sale. Today there are tax consultants, wardrobe consultants, decorating consultants, etc. We are beauty consultants. We give a facial at no obligation, deliver the product, guarantee the product, and provide customer service.

The Six Qualities of Successful Mary Kay Consultants… Which apply to you? 1. They are busy people. Know how to prioritize, Excellent time managers, May not have 10 hours but have 10 minutes 3 times a day!

2. They have more month than money. Are motivated to make more money, goal oriented and ambitious 3. They are not the “sales” type. Are not pushy, but informative, like people and repeat business from happy clients, not aggressive--they attract not attack! 4. They don’t know a lot of people. They want to develop a business with real customers, we will teach you the art of meeting new people. This will be covered in training at weekly meetings. 5. They are family oriented. They are motivated by the needs or their families, don’t use their family as an excuse, but as a reason to do well, and want more for their family 6. They are decision makers, not procrastinators. They realize that there’s never a perfect time to begin something new, the lights on the highway are never all green at the same time, and they’ll

never really know unless they try! Show Career Facts

Closing 1. Show a picture of the Starter Kit. 2. In order to start your Mary Kay Business, you must submit a beauty consultant agreement and pur-

chase a starter kit. The starter kit contains full size retail product of skin care and foundation, supple-ments, a consultant guide, a script to do a class, basic color cards, etc. Everything to give facials and classes except washcloths and cotton balls. If you price everything individually it would cost around $500. For new consultants how much do you think it is? Can you believe it is only $100 plus tax and shipping?

3. Do you have any questions? 4. What did you like best about what you heard today? What hit your hot button? 5. Great! Is there any reason why you couldn’t submit your $100 plus tax and shipping today and get

started on your training? She will either say yes or give an objection. By covering the objections up front, you will not get one at the end!

$422

Senior Beauty Consultant •1-2 Active Team Members • 4% Personal Team Commission

created by QTO�ce.com

Independent Beauty Consultant •Star Consultant • Company and Unit Prizes • Bonus Products •50% Discount on all Section One Products •50% Profit with each customer product purchase

Sales Director • 24+ unit Members • Earn profit based on retail sales • 9-13% Unit commission • 9-13% personal Team Commission Eligible for: • Unit Volume Bonus $500 or more • Unit Development Bonus of $300 or $500 • Star Consultant Bonus of $300, $400 or $500 • Wellness Award Bonus Program of $750, $1,200 or $1,800 • Cadillac Bonus, New Independent Sales Director Program Bonus • Independent Senior Sales Director Bonus • Earn the use of a Sales Director Career Car or Cash Compensation option • Quarterly Star Sales Director recognition and year long consistency prizes• Attend Leadership Conference • Qualify for Top Sales Director Trip

• You must be active • 10 or more active personal team members • Earn profit based on retail sales • 4%, 9% or 13% personal team commission• $50 Team-building bonus for each qualified personal team member• Eligible to go on-target for Grand Achiever status (Grand Achiever Career Car or Cash Compensation option)

Director in Qualifications

Star Team Builder •You must be active and have 3 to 4 active personal team members •Earn profit based on retail sales • 4% personal team commission •$50 Team-building bonus for each qualified personal team member • $50 red jacket rebate

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•You must be active • 8 or more active personal team members •Earn profit based on retail sales •9% or 13% personal team commission •$50 Team-building bonus for each qualified personal team member •Eligible to go on-target for Grand Achiever status (Grand Achiever Career Car or Cash Compensation option)

Future Sales Director

•You must be active and have 5 to 7 active personal team members •Earn profit based on retail sales •9% or 13% personal team commission •$50 Team-building bonus for each qualified personal team member •Eligible to go on-target for Grand Achiever status (Grand Achiever Career Car or Cash Compensation option)

Team Leader

at-a-glanceMary Kay’s mission is to enrich women’s lives.SM

Mary Kay: The Woman After retiring from a successful 25-year career in direct sales, Mary Kay Ash wanted to enrich women’s lives by providing an unparalleled business opportunity that allowed women to achieve their dreams while keeping life’s priorities in order.

On Sept. 13, 1963, Mary Kay, her son Richard Rogers and nine Independent Beauty Consultants opened Beauty by Mary Kay from a 500-square-foot storefront in Dallas.

Mary Kay built her Company upon the Golden Rule and the priorities of God fi rst, family second and career third.

Mary Kay Ash was Chairman Emeritus when she passed away on Nov. 22, 2001.

In a study conducted in 2003 by Baylor University, Mary Kay Ash was named the greatest female entrepreneur in American history.

Mary Kay: The CompanyMary Kay is one of the largest direct sellers of skin care and color cosmetics in the world.

Richard Rogers, Mary Kay Ash’s son, is Executive Chairman, and David Holl is President and CEO.

Mary Kay opened its fi rst international subsidiary in Australia in 1971 and its most recent in India in 2007, Singapore in 2009 and Armenia in 2010. Today, Mary Kay has a strong presence in more than 35 markets throughout Europe, Asia Pacifi c and the Americas.

The largest markets are China, Mexico, Russia and the United States.

Mary Kay Inc. introduced the famous pink Cadillac to the U.S. independent sales force in 1969. Today, the global Mary Kay Career Car program also includes Toyota, Mercedes, BMW and Ford models.

The Mary Kay® world headquarters is located in Addison, Texas.

The Mary Kay® product line includes more than 200 premium products in fi ve categories: facial skin care, color cosmetics, body care, sun protection and fragrance.

Mary Kay® products are sold in more than 35 global markets.

Mary Kay develops, tests, manufactures and packages the majority of its own products at its state-of-the-art facilities in Dallas and China.

The Mary Kay® Compact is the most customizable, refi llable compact ever created by Mary Kay with over 18 million possible color combinations.

Mary Kay Inc. stands behind its products sold by Mary Kay Independent Beauty Consultants. If for any reason you are not completely satisfi ed with any Mary Kay® product, it will be replaced without charge, exchanged or the full purchase price refunded following its return to your authorized Mary Kay Independent Beauty Consultant or, if she is no longer active, to the Company with proof of purchase.

Mary Kay: The Products

Mary Kay: The Opportunity Starting a Mary Kay independent business is affordable. The price of the Starter Kit and educational materials varies by market.

The Mary Kay global independent sales force exceeds 2.4 million people.

More than 600 women worldwide have become Independent National Sales Directors, the highest pinnacle of a Mary Kay business.

Approximately 42,000 women are currently Mary Kay Independent Sales Directors worldwide.

It was Mary Kay’s ardent desire that women

would realize and use their God-given talents.

She often said, “If today one woman realizes how

great she is, then it’s a great day!”

©2006, 2007, 2008, 2009, 2010, 2011, 2012 Mary Kay Inc. 5/12

The

Mary Kay

website address is

marykay.com.

The information provided here is intended for the use of Mary Kay independent sales force members in responding to questions about the Company. The statements contained here are precisely worded to accurately portray this information. Should you get any inquiries from the media, please refer them to Mary Kay Inc. Corporate Communications at 972-687-5332 or corpcom@mkcorp.com.

Mary Kay: The Facts Mary Kay offers a variety of digital tools for members of the independent sales force including personal e-commerce sites for Independent Beauty Consultants, online virtual makeovers and e-catalogs for their customers, business management tools for mobile devices and social media messaging. These digital tools help Independent Beauty Consultants broaden their outreach, strengthen their customer network and increase awareness about their businesses.

Mary Kay Inc. was awarded the “Do Good” stamp by the Ladies’ Home Journal in 2009. The “Do Good” stamp was created by the magazine to recognize companies that contribute to making the world a better place. Mary Kay was specifically honored for its combined efforts to keep women and girls safe against domestic violence.

More than 300 Independent National Sales Directors in the United States have earned more than $1 million in commissions.

Case studies on the Mary Kay business model have been shared at the collegiate level at several prestigious universities. Professors and college textbook writers have contacted Mary Kay Inc. to learn more about Mary Kay Ash and the Company she founded.

Mary Kay Inc. appears on Forbes’ 2002 list of the largest private companies in the United States. In 1995, criteria for the Fortune 500 list was changed, and now the list includes only companies that make their financial information available to the general public. As a private company, Mary Kay does not release such information and, consequently, does not appear on the list.

Mary Kay Inc. develops, tests, manufactures and packages the majority of its own products at its state-of-the-art facilities in Dallas and China. All Mary Kay® skin care and cosmetics products are scientifically formulated and packaged using the latest technology. Mary Kay® products are priced competitively to compete with other prestige brands.

Mary Kay Inc. and The Mary Kay FoundationSM built Nature Explore Classrooms at domestic violence shelters across the country — the first of their kind to be built at women’s shelters. The Nature Explore Classrooms are outdoor learning spaces designed to allow the powers of nature to help children learn, play and heal from abuse.

Mary Kay: The HeartMary Kay’s largest global cause marketing initiative is its Beauty That Counts® campaign. Through this campaign, Mary Kay has donated millions of dollars from the world-wide sale of Beauty That Counts® products to causes that change the lives of women and children around the world.

The Mary Kay FoundationSM has awarded $28 million to shelters and programs addressing domestic violence and nearly $16 million to find a cure for cancers affecting women in the United States.

As a part of its Pink Doing Green® initiative, Mary Kay Inc. planted 200,000 trees in the Bitterroot National Forest in Montana in conjunction with the Arbor Day Foundation and the United States Forest Service.

Don’t say this: When you mean this:

Win a free car or company car ...

Go into management ...

Job ...

Pay raises ...

Training ...

Paycheck ...

Salary ...

Earn the use of a Career Car

Move up the career path

Mary Kay “business” or “opportunity”

Give yourself a raise

Education

Commission check

Commissions

Attributes for Success… 1. Congenial, Likes People 2. Positive Outlook, Visionary 3. Capable, Willing 4. Motivated, Committed 5. Sincere, Professional 6. High Integrity 7. Family Oriented

Benefits of an MK Career... ___Great Products, Great Women ___Income ___Be You Own Boss ___Set Your Hours ___Flexibility & Freedom ___Strengthen Family ___Work from Home ___Meet NEW people ___Have Fun ___Self Confidence ___Recognition, Prizes & Cars ___Travel ___Training ___Tax Benefits ___Advancement Opportunity ___Learn Leadership ___Give to Others ___Love your Life ___Debt-Free Company ___Your Products at Cost

$1.00

You Mary Kay

1. God

2. Family

3. Career

No Quotas No Territories

Spare Time = 3-6 hours a week Part Time = 6-10 hours a week Full Time = 25+ Hours a week

Senior Consultant 1-2 Team Members 4% Commission Star Recruiter / Red Jacket 3-4 Team Members 4th active: $50 Bonus Team Leader 5+ Team Members 9-13% Commission Future Director 8 active Director in Qualification 10 Active On-Target Car 5+ and production Car Earner / Cash Option 14 Personal and Team License, Sales Tax, Insurance

#1 Best

Selling Brand

16 years

Now!

SRX

Camry

Management 13-26% Commission &

Monthly Bonus from $500+ Unlimited Director $50,000 average Sr. Director $75,000 average Ex. Sr. Director $100,000 average National Sales Director $200,000 avg

Chevy Equinox

Grand Achiever

Ex: $4,000

Team

Production

X 13% =

$520 mo

Is what you’re doing today taking you to the

LIFE of YOUR DREAMS?

2. Team Building

$100

Facials 50%

1-2 People

$75 - $400 Sales

On-The-Go 50%

15min appts

Average $50

On the Web 50%

Store Open 24/7

Dovetail 15% of

Sales

Flexibility

Shows/Parties 50%

3-6 People/2 hours

$300 average sales

$150 Restock store

$150 Commission

x________shows

x 4 weeks

=________ a month

Reorders 50%

100 Customers

On Paper 50%

Quarterly Customer

Appreciation Events /

Trunk Shows 50% $500 average sales

1. Product s

3. Cars

Ltd Ed BMW

I’d Love Your Opinion Form Name: Date: Address: Best number to call: Current Occupation: E-mail address: Your Consultant’s Name: 1. What are some things that I have shared with you that could get you

excited about the Mary Kay opportunity?

2. Why would you be good at this business?

3. What would be something that would concern you?

4. If you knew you couldn’t fail, and that my director and I would teach

you everything you needed to know to be a successful beauty consultant, is there any reason why you wouldn’t want to get started today?

5. What is your level of interest on a scale of 1 to 10, without being a 5?

1 2 3 4 No 5’s 6 7 8 9 10

Never Sign Me Up

Comments:

Thank you for your time and opinion!

I’d Love Your Opinion Form

Name: Date: Address: Best number to call: Current Occupation: E-mail address: Your Consultant’s Name: 1. What are some things that I have shared with you that could get you

excited about the Mary Kay opportunity?

2. Why would you be good at this business?

3. What would be something that would concern you?

4. If you knew you couldn’t fail, and that my director and I would teach

you everything you needed to know to be a successful beauty consultant, is there any reason why you wouldn’t want to get started today?

5. What is your level of interest on a scale of 1 to 10, without being a 5?

1 2 3 4 No 5’s 6 7 8 9 10

Never Sign Me Up

Comments:

Thank you for your time and opinion!