My Letter to my Mary Kay National Sales Director

Written by Pink_Plunge

I wrote this letter to my nsd as I was leaving Mary Kay. I was hoping for honest answers to my questions and concerns. As you probably expected, I didn’t really get any.

I am writing this email to you to explain why I have decided to quit Mary Kay. You’ll notice an attached word document that is a letter written to my team members, customers, friends and family members to explain my story and how I’ve reached the conclusion to end my Mary Kay career. I thought I’d share the letter with you too, just to make sure that you are FULLY AWARE of how I feel and how things have changed for me! PLEASE DO TAKE THE TIME TO READ IT!! My team members and I would really appreciate being HEARD!!

As my director, my National Sales Director, and someone I have looked up to for the last 3 and ½ years, I hope that my story resonates with you… not only for my sake, but for the sake of so many others who may have been suffering in silence, afraid to say anything about their frustrations to their recruiter or director! I have taken it upon myself to speak up (even if it’s difficult to say) and to be sure that you are fully aware of what’s been going on.

I challenge you to find out about your unit members’ TRUE experience with Mary Kay Cosmetics, even if the TRUTH hurts! I also challenge you to DO something to change the practices that have ended up hurting people and putting them into debt. I’d also greatly appreciate some feedback from you! You’ll notice some questions for you, as you read further in THIS email!

Thank you very, very much for taking the time out of your schedule to read my letter/story and for taking the time to answer my questions! I truly do appreciate your time! I know you’re busy!

Here are my questions for you:

1) I’ve been told the most common reason people quit Mary Kay is that they don’t have enough inventory and they get frustrated that they are unable to service their customers. Has anyone done a survey to ASK them? I imagine a MUCH more common reason for quitting than that would be that most people don’t make a profit! In your ACTUAL experience, what is the most common reason you’ve personally seen for quitting?

Do you know what percentage of the Mary Kay consultants in your national area go into debt versus those who make a profit? If you don’t know, perhaps you might consider developing a personal responsibility to finding out that information!? I HOPE it’s NOT ONLY your OWN profit that you care about!?

Knowing that the percentage of people who “quit” a Mary Kay business is so high, doesn’t it ever bother you when you go to do different recruiting events around the United States… has it ever crossed your mind that MOST of the people who end up signing up due to your influence will most likely fail in (or quit) their business?

Do you feel any responsibility toward those people? In other words, do you feel deceptive at all in painting a picture of “success & hope” for all when you have HAD to SEE the reality of how many actually fail?

2) Do you really believe that Mary Kay Cosmetics is a “dual-marketing” plan? I’ve heard it explained that because we buy our products for a dollar and sell them to our customers for two, that we have two exchanges taking place, in essence, a “dual-marketing” plan. HOWEVER, that explanation LEAVES out how our recruiting works!

Have you ever taken the time to LEARN about what a “multi-level marketing” plan is or how a Mary Kay business may fit the criteria for a multi-level marketing plan? I’d HIGHLY suggest, you get educated on this subject! (Although, certainly, for a woman in your position, ignorance certainly can be bliss!) There is more information on this in my letter, attached!

4) How often do consultants drop off as “inactive” or quit which forces you have to look for new recruits to place orders in order to meet production? It seems to be quite a challenge for many directors to keep up that minimum $4000 production quota! (By the way, why can’t we call it a “quota?”) There must be a tremendous turnover.

Doesn’t that make you realize that Mary Kay is exploitive? In my short Mary Kay career, I’ve seen many directors “step-down” from directorship… .to name a few, ***** ** ******* *** ***. Is “stepping down” a nice way of saying that they couldn’t meet their monthly production quota? Perhaps they couldn’t find it in their hearts to keep recruiting people and convincing them to come in with inventory as they watched team-member after team-member fail…

5) Do you REALLY think it’s ethical “business practice” to ask someone to place an order NOT because they need products to sell, but because YOU needed to meet production!? (I know that you have done this, and that I have been encouraged to do the same… I’m just wondering, how ethical do YOU really think this practice is!??)

6) Is Mary Kay really America’s best-selling brand of cosmetics? Is the Mary Kay marketing plan really taught at Harvard Business School? I’ve been lied to so much by Mary Kay that I doubt that MUCH of what I have been told (and unfortunately turned around and taught to my team-members) is true! Can you prove either of those statements?

7) Since 1963 (or even as far back as you remember) has the size of the product line grown? I imagine back in 1963 that it did not cost $4200 to buy a “full store” of inventory. My suspicion is that Mary Kay Cosmetics (corporate) got greedy and started adding more and more products to the line to make it more profitable for them… and in theory, to offer something to “everyone.” Do you see how this could be a potential problem?

8) Since 1963 (or even as far back as you remember) have the production requirements (or quotas) to earn a car or become or maintain directorship status changed? I can’t imagine that it was always $4000 per month in wholesale production, monthly. In my opinion, that’s quite an emphasis on “speed recruiting/convincing people to order!” If it has changed, what do you think the potential problems might be?

9) What do you personally think of the saying “Fake it, til you make it!”

10) Can you show me a working business model where a person can actually make a profit just selling the products (not by recruiting)?

11) What do you think of the new change to the 100% satisfaction guarantee? Do you HONESTLY think it’s been changed to protect the consultants?

12) Do you realize that I have invested over $41,000 and 3 and 1/2 years of my adult life to Mary Kay? I hope that MY LIFE and my experience is IMPORTANT enough to you to take the time to respond to it!

13) Do you realize that you called me by the wrong name on my PRIZE…. Affirmation CD? Yes, you called me Anne…. No apology necessary. I know you’re human. I just wanted you to know….

14) HERE’S THE REALLY, REALLY IMPORTANT QUESTIONS: What will you do to correct these problems that I have pointed out to you? (Many of these problems/complaints are pointed out in my attached letter, please read it!) What will you do to ensure that others are not deceived at Mary Kay meetings?

What will you DO to make sure that your future team members and unit members have more HELP with making sure their businesses are profitable? What efforts will you make to keep new Independent Beauty Consultants from going into debt?

PLEASE RESPOND IN WRITING… I am too emotional about all of this to talk over the phone. I also am a little worried, frankly, that you may try to convince me not to return my products, etc… my mind is made up, so please do not try to convince me to change my mind. All I ask is that you simply read and hear what I have to say and that you please respond to my questions!? Thank you so very much!

17 thoughts on “My Letter to my Mary Kay National Sales Director”

  1. $50 says she got no response.

    The NSD’s cloak their responses in the believe that anyone can do this and they just needed to work harder. She will be marginalized and labeled a negative nellie, and allowed to depart to consultant heaven with not so much as a whimper from her BFF upline mentors.

    And to me, here is the best line: “Perhaps they couldn’t find it in their hearts to keep recruiting people and convincing them to come in with inventory as they watched team-member after team-member fail…”

    There is no need for Star Level inventory other than to pad production for the Director, and free product bonuses could just as easily be tacked on to the END of a quarters orders, rather then to bait the initial order. The initial order is BAITED by freebies to obviously encourage a huge upfront investment, which emotionally locks the consultant in.
    This is a backfiring strategy for MK INC, because it causes and creates anxiety, and ultimately contributes to the 6 to 7 week fall off of most new recruits.

    On the other hand, a recruit who does not order much isn’t that tied to the whole “world” of Mary Kay and can walk away once booking efforts fail.

    So on the one hand, the NSD knows that in each case, the IBC eventually tires and walks away, but if she INVESTS she stays a bit longer trying. And guess who she makes the most money on??

    SO her job is to get women to INVEST, emotionally, financially, spiritually whatever way possible, believing that if they never give up they never fail…all the while the debt grows and swallows her.

    Make no mistake. This is a KNOWN strategy. We ALL were told that Unit production comes from new recruits. We ALL were told that the “secret” of the business is to move women up, get them into RED, Get them in cars.

    NEVER in 15 years was I told/encouraged to HELP them sell, (a debut is a mini recruiting event, a selling event is incidental) and build a customer base, and a solid reorder business. That’s at cross purposes to recruiting! What are you, crazy?So under the pretense of building a cosmetics business at the guest event, we face the truth later on, that “the real money is in recruiting”, and we feel like bait and switch frauds. And THIS is the “reason” that conscience works against “success” in Mary Kay.

    They said one thing, and rope you in, and then you find out the real truth. AND every SINGLE NSD and DIRECTOR KNOWS THIS.
    They just won’t admit it.

    You would think after 50 years, they would invest in a REAL success strategy and let the best sellers actually SELL to consumers, instead of WORKING to knock the legs out from under every potentially talented recruit by sifting through their customers for recruitable production. When will you thinking IBC’s realize that this IS NOT done because the “Business” is not sustainable at its CORE. Add up your PCP sales gang….Face the truth.

    1. I read somewhere else that the company now wants all dissatisfied customers to return product to the original consultant or directly to the company.

      There used to be horror stories of consultants having someone show up at a “party” with a sackful of used shizz they got from another consultant, demanding that the unsuspecting “company representative” refund or exchange the stuff. Just to calm down the irate lady with the damaged skin (thereby saving her potential sales from everyone else in the room), the consultant would replace it from her own stock, then use the company’s customer replacement policy to get reimbursed.

      I suspect that changed with the company policy change that an IBC can only return stuff she herself bought. Now when an irate party crasher shows up with a face rash and a sackful of used shizz, you’re supposed to tell her to either return the stuff to the consultant she got it from (who isn’t answering the phone) or to call the company herself for a refund.

      Of course, when the company gets such a call they can take retaliatory action against the first consultant for poor customer service. The person who posted this explanation was a dissatisfied (but polite) customer who called the company for replacement because her consultant/director ignored her. She then wound up the victim of a barrage of phone calls from a the consultant/director who claimed the customer “ruined her business and cost her family money”.

      1. Three weeks after I sent all my product back but before I got my blue ck corp called me asking me why I would not take back a product for refund from a customer (she had bought said product a yr ago). One I told them was that she never called me about returning the product and two I am no longer a consultant. Corp on the other line then checked my status and said “Ok, we will take care of it.” I was really surprised it wasn’t taken out of my “blue ck”!

  2. Great post! Yup! The business model should be that if you just love to sell, you can make money doing this. But the expenses, especially at the director level, are ridiculous! Then, too, all of the directors are expected to attend so many meetings and events.

    You business, then you should be able to just be a franchise and advertise and sell as you decide to do so. You can not determine how your business really works.

    That 50% sounds good, until you realize you have to discount products and work hard just to hold a party. Yes, the business should allow for great sellers to just sell and make money. Really, that 50% cost includes a certain amount of money that goes to the person who recruited you and those above her. If you really did get the product at a decent price and then resold it for profit, then maybe it would be a good business to invest your time and talents.

    But the way the business model is, it’s a multi-level marketing scam. You really make money if you can recruit and then get your newbie to buy a bunch of product that she will likely sell very little. If you are poor, there is no way you can get into this business. If you have a well paying job or husband then you can have fun, attend the gal friend events, and just buy for your own use. But the model isn’t honestly portrayed for what it actually is, a pyramid scheme.

  3. Whenever I read Applause magazine, I see the smiling faces of the NSDs and read the other “success” stories…it really does make you start to believe there are a lot of success stories out there…but then I get back to reading Pink Truth and the stars fade. That must be the most misleading mag on the planet….

    1. I recently received the latest issue of Applause…
      I keep coming across a recurring theme here on PT, that there is very little training on the products themselves. When you are in the pink fog, that is a hard one to believe! But, it became painfully obvious to me when I was flipping through the pages. There was zero information about the new products! I was disappointed, but also felt validated! Did y’all hear that? No training on the new products! What are they, how do they work, why would anybody want to buy them anyway???
      BUT, there was ONE piece of interesting info in the latest Applause –
      April 7th is National No Housework Day!!!

      1. “why would anybody want to buy them anyway?”

        Don’t ya remember? The products sell themselves! They’re new and pretty! Get going with those parties and those samples and ask those ladies how their skin feels!


    2. The same names are always in Applause and the rest of the numbers are just wholesale orders. Buying product does not equal success.

  4. She keeps mentioning 1963. In say 1965, did consultants/saleswomen actually do well and make money? There was no internet. I don’t know when Avon started. But I don’t think there were as many competitors even in the stores. Was Mary Kay a viable way to make money then? It’s obviously outdated now.

    1. Avon has been around since at least the late 50s/early 60s. My mother sold it for a hot minute before I started school in 1963.

  5. I just got out of MK after a year . I feel I was not told the truth and the company is getting almost everything back. I learned so much from your site ,even how to send it back. Thank you so much!!

  6. Why dont they sell real estate. if you get one referral it would be more than a consultant that is successful would make in an entire year

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