Finding Unit Production
As a sales director in Mary Kay, you will constantly be struggling to make the minimum production numbers of $4,500 per month. As a consultant, you’re told it’s easy. But the reality as a sales director is much different, and most of the company’s sales directors struggle to make the minimums each month.
Naturally, there are training pieces put out there by NSDs that are meant to help sales directors “find” production each month. They’re nothing more than guides on manipulating consultants to order more.
Here is a snippet one of these training pieces. Almost nothing in this piece has anything to do with actual retail sales. All the way down the list at #5 is consultants who need to order based on replacing what they have sold. The company will ALWAYS have as a priority the large initial inventory orders. And remember that in MK, the word “profit” has NOTHING to do with profits. It only refers to the amount of unsold inventory a consultant has on hand. She is “on profit” or “at profit level” if she has at least $3,600 wholesale on hand. Crazy!
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The AREAS to add production high to low:
1. New Consultants. Get the agreements; Get the STAR order.
2. New Consultants who ordered last month who need to place the MOST IMPORTANT order—the 2nd order!
3. New Consultants from the past 2-3 months who have not placed their Initial Orders.
4. Base Consultants who are working but who are not at Profit. Make suggestions and stay on top of it.
5. Base Consultants ON Profit who are re-investing based on Sales and ordering New or Seasonal Products. Show them how to increase their sales
6. Hobby and Personal Use consultants. Always keep them informed about new products. Make sure they know your personal shopping website so they can look often at those products and looks. AT THE END OF A CHALLENGE OR END OF A YEAR, make sure you allow them the fun and privilege of being a part of a TEAM. Placing $200-$400 orders is something they may WANT to do!
7. Former Consultants. Treat this group as your BEST Customers! Seriously! Send them mailings, email promos (Do not overdo it). Remind them via email or snail mail when mo. 13 is coming so they do not have to order a $20 Second- Chance package.
Now you need a game plan. Who are your RECRUITERS??
P.S. You are the BEST one, and the Company pays you 26% to
personally recruit. Where are all those new consultants going to come from? PRIORITIZE YOUR TIME AND BOOK YOURSELF AND SET YOUR EVENTS WITH THIS PRIORITY!!!
Visit the
Every. Single. Month.
One has to wonder about this statement:
“…the Company pays you 26% to
personally recruit.”
They DO?? And here I thought paying for recruits == pyramid scheme??
Of course, Mary Kay would never admit to such a thing; in fact, they say the opposite. And though there is no direct reward for recruitment, they pay a hefty commission on that all-important front-load. It’s more of a “We don’t pay a bounty for new recruits, wink-wink, nudge-nudge, say no more” kind of thing.
This whole MLM scheme is so wretched. Ordering inventory should be an ordinary part of running a business: the first and/or second orders shouldn’t be any more important than the 51st and 52nd. Unless, that is, the second order is quite likely to be the last order, before the hapless victim wises up and drops out of this pretend “business.”
That language is completely forbidden by MK, for exactly the reason you state. If companies pay to recruit, then they’re legally deemed a pyramid scheme. They get around the rules by not technically paying for recruiting, and technically paying for product orders.
“They get around the rules by not technically paying for recruiting, and technically paying for product orders.”
Which remains “technically” true even if that product is never sold by or used by the rep. Remove the product, but keep the costs, and everything works exactly the same. Viola! Pyramid scheme.
I get so weary of the excessive ALL CAPS and EXCLAMATION POINTS!!!. They do love to use these, don’t they?
I have been reading through your site recently. It has been very helpful. My sister-in-law has been selling Mary Kay for about two years. I am very concerned for her and my brother because she has four large file drawers full of inventory. Why would anyone need that much stock, especially with products changing? She is really caught up in the “awards” etc. Can you tell me what a sales director that is in ruby means?
All the consultants and directors are divided into divisions, and ruby is one of them.
Sales director means she recruited a bunch of people who have to collectively order $4,500 (wholesale) a month of products from the company in order for her to make minimum wage.
Thank you. It truly is scary watching this go
On from an outsider point of view. But, she becomes very defensive if you try to talk about it. I see lots of money going out for meetings, seminars etc..
Gina, to add to what Tracy said, in MLM, someone who “makes” minimum wage is not talking about wages. They are talking about gross commissions and bonuses. Once you take out their business costs (personal inventory purchases, meetings, seminars, postage, samples, travel, clothing, facial demo accessories etc.), 99.6% of these folks are losing money. By losing money, I mean they put more money into their Mary Kay business than they get back from their Mary Kay business.
You can search this site to find out how little the very top actually makes in true net profit (which can be loosely translated to “wages”). Few make enough money to honestly brag about.
Statistically speaking, every Mary Kay rep you will ever meet in your lifetime is losing money with their Mary Kay business…including your sister and most of her upline. Don’t be fooled by the pink “car”. When all is said and done, most of those ladies also poured more into their business than they got back.