The key to success as a director in Mary Kay is to suck every last bit of ordering out of consultants. So when changes are coming, directors don’t tell consultants until the last minute. Why? They’re hoping you might place an order for the old stuff, and then you’ll have to order again when the new stuff comes out. Clever, ‘eh?
One of many sad truths in Mary Kay is that the company and its representatives like to withhold information from consultants as long as possible. Why? We want them to order now. It helps our commission checks now. If we tell them about an upcoming special, they may wait to order, and that is bad for us. Here it is, straight from a sales director:
Be reaaaaal careful about releasing this info to consultants TOO EARLY–THEY WILL HOLD ORDERS! You never want to encourage order-holding, something else could happen between now and then and they don’t order!
Yes, after 55 years in the business, Mary Kay knows exactly when to announce product changes and specials to get the most ordering out of consultants. Why do you think they wait to announce major product line changes? To get the most orders for the old stuff out of consultants… then when the new stuff comes out, the consultants order again so that they have the products shown in the catalog.