It pays big to have “Mary Kay cars” on the road. It costs Mary Kay Inc. NOTHING, and is essentially free advertising. Not only that, Mary Kay knows that the cars make people think the drivers are successful. If they got a “free” Mary Kay car, they must be making lots of money. The cars silently convince the masses that there is success (where none really exists).
Mary Kay Inc. doesn’t want you to take the available cash compensation option, because no one can see that but you. The company wants you to take the car because it advertises for the company, and it is fully paid for either via your team/unit production, or with your copay. The bottom line is that if your people don’t order enough to “pay” for your car, you have to pony up the money with a copay.