Would you like to join the following company? • A company having the following:– Ranked second according to sales in direct selling companies – Offering autonomy to people. – Offering flexible work hours. – You work up to management because of your own efforts and merits – High growth – Incentives for • Pink Cadillac • Pearl/Ruby ring – Offers recognition in National Guest Night in form of awards – Praises people to success – Where human values are considered – Having heavy emphasis on personal relationships – Providing opportunities to women empowerment – No geographic restriction to sales territories
Philosophies…….
• Open door philosophy First second etc positions not declared. • You can do it ! • Make me feel important • Treating others as you would have them treat you ! • God first, family second and career third
Mary Kay Facts
Growth rate of recruitment increasing at 13%
in 1983 as against 78% in 1980 Target clientele : 18-34 years and 35-44 age group Competitors Direct competitors : Direct selling business as
well as retailers of cosmetics Eg. Avon Jafra Indirect competitors: Direct selling of other products to compete for sales force Eg.Tupperware(plastic dishes)
80% of R & D budget allocated to improving
existing product Strategy to avoid bad debts Replenishing and expanding sales force Mr. K : Men’s product
La
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Organization of Mary Kay
Retention and new recruitment of sales force
Direct marketing No fringe benefits No security No
fixed timings
Trend change Rising divorce rates Scattering of relatives and families Weakening ties to ethnic neighbourhood
Change of external environment
External environment Company
Recommendations/Soluti on Make job more lucrative by paying higher
commissions Offer fringe benefits Promote Mr. K product