Documente Academic
Documente Profesional
Documente Cultură
Alli Ferlin
Randy Vollrath
Scott Raap
MGT300
Dr. Jensen
1 A. What is Mary Kays strategy? How do they add value for the customer,
personal development, and independence. Mary Kay also prides itself on its
others as you would have them do unto you and prioritizing God first, family
second, and career third. Their entire Mary Kay system is aimed at promoting
a successful career for the beauty consultants because to the customer, the
sales force. They need to find ways to support and encourage them, in order
telephone hot line for advice and answers. This support allows the
choose their own recruits, which increased the chances of having a positive
independent sales force in motivating and training its members. One way is
increase sales and recruiting by awarding them with prizes and recognizing
staff members for incremental progress. The names of the winners are
primary motivators for the sales force? Do these measures align with their
designed package is what has such high appeal for beauty consultants to
work for them. There are no constraints for the sales force to make as much
money as they can, and essentially, have unlimited earning potential. They
have the potential to get the VIP car for 2 years if they maintain a certain
level of sales and recruitment. This seemed to be one of the most appealing
incentives to the sales force because, in just a matter of a few years after
introducing the VIP car rewards, the cars rewarded increased by five times.
the company succeed as a whole. This is shown through the incentives that
company. However, the cost of the program, specifically the car program,
3.
-Describe a typical consultant in terms of:
-Demographics
-Income
-Reasons for being a Mary Kay consultant
The typical consultant for Mary Kay is 24 to 54 years old, has some
college education and has another job. She is married with children and lives
outside a major urban area. Her income is less than $5,000 a year from her
work at Mary Kay. She spends about eight hours a week on Mary Kay work.
The reasons for being a consultant vary: from wanting an additional revenue
just wanting the flexibility and incentives Mary Kay offers their sales force.
4A: What problems is Mary Kay currently facing with respect to their car
program?
The cost to Mary Kay of leasing the cars had increased with interest
inflation and prices of Mary Kay products, and General Motors discontinued
the Oldsmobile Firenza, reducing the resale value of the one- and two-year-
old cars. Also, with the VIP car program, there was a decrease in car
tenure: consultants who qualified for the car were unable to maintain the
required sales and recruiting levels for the 24 month period. This meant Mary
Kay often was forced to reclaim cars that were substantially less than two
years old. The newer a car when Mary Kay reclaimed it from a consultant, the
greater the disparity between the cars unamortized book value and the
much lower resale price that Mary Kay received for it. Mary Kay is looking for
overall sales force effectiveness at Mary Kay. Consider the strategic risks and
As discovered through different trials, the VIP car program has some
flaws in it. One of the major flaws identified was that consultants were
working extra hard to rush into getting the VIP car but they could not
overcome this problem would be to set up some sort of probation period for
consultants who are in the VIP car program. If a consultant didn't meet their
necessary numbers that month they can go on probation. Since taking the
car right away has proven expensive and demoralizing for the consultant,
chance to meet their monthly quota and continue to work hard for their car.
If the consultant does not meet their quota after that determined period, the
continue to work hard and also show that Mary Kay wants their workers to
confiscated cars. If Mary Kay is taking out a two year lease on a new car and
they have to commandeer the vehicle after 6 months, it only makes sense to
have that car working for them for the next 18 months. Any new consultant
who finds their way into the VIP program now has a slightly used car but at
this point, a free car is a free car. Reusing cars will help save thousands of
dollars by not having to cancel leases or resell used cars that were once
Mary Kay.
An alternative to a slightly low performance standard would be a
several different industries with great success. These could account for the
discrepancy in the amount of value of a new car and used one. This type of
claw-back proposal would allow to Mary Kay to positively bend the cost curve