Facts, opinions, and the real story behind Mary Kay Cosmetics.

How Directors Make Production

Written by JTA

After I left my role as “NSD to be,” I observed some very interesting and disturbing things with my Mary Kay offspring. They were doing fake orders (i.e. ordering products they don’t need and won’t sell) to make production. I’m sure it happened before then, and I either did not notice or chose not to face what was really going on.

I share this in the hopes that if you are a director doing any of these things you will see the futility and STOP.

I have had offspring place anywhere from $1000-$3500 wholesale orders at the last moment of the last day of the month to get to $4,500. These are orders NOT based on sales, rather their amount is based purely on what number would get them to $4,500 so they would not lose their units.

Here is how I can tell they are “fake” orders:

  • The orders are done every other month. MK requires that units do $4,500 a month wholesale. If not, the director will lose the unit. Missing one month is okay, but you MUST do it the next month. At times exceptions are made, but typically struggling directors do what they have to do to make production every other month.
  • The orders are placed within an hour or so of the cutoff time. (Presumably to be sure no other consultants were ordering thereby allowing them to order less themselves.)
  • The amount of the order put their production at exactly $4,500 or maybe a few dollars over. A real sales-based order would be a random number based on what was actually sold and not be exactly, coincidentally, every other month the exact amount to reach $4,500. Also it would be placed as needed vs. the last day of the 2nd month at the last minute.

In a few of the cases the order names and ship to addresses didn’t match:

  • One Director placed a HUGE personal order ($3500 wholesale) but it was shipped to a unit member either in the attempts to hide it from her husband or that unit member actually paid for it for her.
  • Another placed a $1800 in the name of a new consultant, did it at the last minute with a ‘declined’ credit card. This is a trick that Directors do to buy more time-you then have til the 2nd of the new month to resolve the order. Then she did a personal order for the remaining $900 wholesale that she needed to get to $4,500. The on hold order sat til the last moment on the last day when it could possibly be resolved. I can only imagine that she was desperately working with that new person to get the financing in place for that $1800 order. In any case, interestingly the order was shipped to the director. Did she pay for it? My guess is YES.

Because these ladies were like family to me, I worried for them when I saw these things happening. It is disturbing to me. I know they struggle with credit issues, family issues, and also personally with being deceitful in their businesses doing this type of thing. THIS IS NOT NORMAL for a healthy business! It is insanity, and it is wrong.

Can you imagine a regular business doing things like this to make numbers? An owner of say a clothing store ordering loads of clothes they don’t need that are soon to go out of style every other month to make a sales goal?

Finally, to really illustrate the futility of this, take a look at the 6 month income for my offspring.

Remember this is for 6 MONTHS TOTAL from April-September and includes personal team commission as well as unit commission. It does not include the car or car money if they got that, and it does not include expenses. It also does not include sales or the cost of their orders. It is strictly commission and bonuses if any.

  1. $ 2,018 minus expenses
  2. $ 2,215 minus expenses
  3. $ 4,608 minus expenses
  4. $ 14,744 plus car, minus expenses
  5. $ 2,426 minus expenses
  6. $ 11,630 plus partial money for car/or minus coop payments, minus expenses

If you extrapolate this out, the top earning director is making $29k annually before expenses. The lowest is at $4k annually before expenses. Keep in mind those with the lower earnings are doing huge personal orders every other month to maintain the ‘status and prestige’ of directorship. (So essentially, they’re spending any commissions they may have earned.)

How can anyone in good conscience pursue the position of National Sales Director when this is happening to their directors? This was not just unique to my offspring. You could look at NSD newsletters and see the production of the directors to know that it is common. The problem is that no one will analyze it because it is NEGATIVE.

The truth is the truth, it is neither positive nor negative. It is simply true.


  1. BestDecision

    Using declined cards and making production to the exact penny. Classic examples of what I experienced around me, too. My Senior taught people to do both, and she acted like it was the norm. It was only until I first visited this site that I saw it was everywhere, no matter the geographic location or NSD area.

    Let’s also talk about those people doing Court of Sales year after year. Every business hits a slump, so it’s unlikely they’re selling the same volume annually. But, MK won’t put a stop to it because it’s REVENUE for them. I know many Directors that have walked across the stage to get diamond rings, yet we all knew they weren’t selling that much.

  2. MINKA

    Agree 100%! As a former Future Executive this behavior was common place. Resigning my Directorship was the best thing to do. Onto bigger & better! There is life after Mzk…lol??

  3. PeachyNotPink

    “Another placed a $1800 in the name of a new consultant”

    I signed up as a PUC to help a friend, and when I was ready to place my first order, my SD asked how much I thought I was going to spend and then asked if she could “tag on to” my order to get her car credit. (she was going for the caddy).

    What I didn’t know until after I placed that order was that the $225 qualifying order for the 50% discount wasn’t a “one time” order like I was told during my recruitment meeting. I learned from Pink Truth that I had to place a $225 order every three months to keep my discount. PLUS, it’s not a rolling 3 months. For any newbies reading this, what this means is that if you order on August 31st your discount is for August, September and October. You just gave away an entire month’s worth of 50% discount by ordering on the last day of the month!

    If a Director really cared about her downline/customers, she would tell them to wait a couple days and order at the first of the month so they could take full advantage of the 3 months with 50% discount. Instead, they’re just desperate for the orders so they don’t lose their unit, cars, etc.

    I am so glad that I’m getting myself out of MK completely. I don’t want to be a party to this kind of behavior when all I was trying to do was be kind to a friend.

    1. PeachyNotPink

      ***Clarification*** My Director used her own credit card to add onto my order, but had it shipped in my name to my house. I did not front her the money for that order.

      1. MLM Radar

        MK Corporate is quite happy to see that happen, because your Director’s order will never be returned for the 90% buy back.

        You won’t return it, because you didn’t buy it.

        She can’t return it because the order wasn’t placed in her name.

        Mary Kay wins! Ka-Ching!

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