Mary Kay

{{Short description|American multi-level marketing company}} {{about||the Greek landscape photographer|Mary Kay (landscape photographer)|the American actress|Mary Ellen Kay|the guitarist and performer|Mary Kaye}} {{Use American English|date=November 2025}} {{Use mdy dates|date=December 2021}} {{Infobox company | name = Mary Kay Inc. | logo = Mary Kay logo.svg | type = [[Privately held company|Private]] | foundation = {{start date and age|1963|9|13}}<br>[[Dallas]], [[Texas]], U.S. | location = [[Addison, Texas|Addison]], Texas, U.S. | key_people = {{ubl|Richard R. Rogers, [[Executive Chairman]]|David Holl, [[Chairman]]|Ryan Rogers, [[CEO]]|Deborah Gibbins, [[Chief Financial Officer]]}} | products = [[Cosmetics]], [[skin care]] | homepage = {{url|http://www.marykay.com/}} | industry = [[Multi-level marketing]] | num_employees = Staff 5,000<br>Salespeople 3.5 million worldwide (2015)<ref name=MKCQF>[https://www.marykay.com/en-us/about-mary-kay/company-and-founder/company-quick-facts Mary Kay Company Quick Facts ''Mary Kay Company Quick Facts''] {{Webarchive|url=https://web.archive.org/web/20170202040221/https://www.marykay.com/en-us/about-mary-kay/company-and-founder/company-quick-facts |date=February 2, 2017 }} Retrieved 2017-01-28</ref> | revenue = US$2.7 billion (2022)<ref>{{Cite web|last=|first=|date=|title=Mary Kay|url=https://www.forbes.com/companies/mary-kay/?sh=482f648e2bc9|url-status=bot: unknown|archive-url=https://web.archive.org/web/20220421200803/https://www.forbes.com/companies/mary-kay/?sh=482f648e2bc9|archive-date=April 21, 2022|access-date=12 February 2021|website=Forbes}}</ref> }} '''Mary Kay Inc.''' is an American privately owned [[multi-level marketing]] company.<ref name="Michigan State Attorney General">{{Cite web|url=https://www.michigan.gov/ag/0,4534,7-359-81903_20942-208400--,00.html|title=Multi-Level Marketing or Illegal Pyramid Scheme?|website=Government of Michigan|url-status=live|archive-url=https://web.archive.org/web/20200208011923/https://www.michigan.gov/ag/0,4534,7-359-81903_20942-208400--,00.html|archive-date=2020-02-08|access-date=2020-02-07}}</ref><ref>{{Cite news|last=Richards|first=Laura|url=https://www.chicagotribune.com/business/ct-biz-mlm-female-friendship-costs-20190122-story.html|title=How MLMs — multilevel marketing schemes — are hurting female friendships|date=2019-01-22|newspaper=The Washington Post|access-date=2020-02-07|archive-date=January 13, 2020|archive-url=https://web.archive.org/web/20200113190318/https://www.chicagotribune.com/business/ct-biz-mlm-female-friendship-costs-20190122-story.html|url-status=live}}</ref><ref>{{Cite news|last=Hicken|first=Melanie|url=https://money.cnn.com/2013/01/09/pf/multilevel-marketing-industry/index.html|title=The money behind Herbalife, Mary Kay and others|date=2013-01-10|work=CNN Money|access-date=2020-02-07|archive-date=January 13, 2020|archive-url=https://web.archive.org/web/20200113115305/https://money.cnn.com/2013/01/09/pf/multilevel-marketing-industry/index.html|url-status=dead}}</ref><ref>{{Cite news|last=Ebert|first=Alex|url=https://news.bloomberglaw.com/daily-labor-report/trade-group-for-amway-mary-kay-wants-states-to-limit-labor-suits|title=Trade Group for Amway, Mary Kay Wants States to Limit Labor Suits|date=2018-04-30|work=Bloomberg Law|access-date=2020-02-07|archive-date=January 22, 2021|archive-url=https://web.archive.org/web/20210122194539/https://news.bloomberglaw.com/daily-labor-report/trade-group-for-amway-mary-kay-wants-states-to-limit-labor-suits|url-status=live}}</ref><ref>{{Cite news|last=Gaby|first=Del Valle|url=https://www.vox.com/the-goods/2018/10/15/17971410/lularoe-lipsense-amway-itworks-mary-kay-mlm-multilevel-marketing|title=Multilevel marketing companies say they can make you rich. Here's how much 7 sellers actually earned.|date=2018-10-22|work=Vox|access-date=2020-02-07|archive-date=May 11, 2020|archive-url=https://web.archive.org/web/20200511112126/https://www.vox.com/the-goods/2018/10/15/17971410/lularoe-lipsense-amway-itworks-mary-kay-mlm-multilevel-marketing|url-status=live}}</ref> Mary Kay is based in [[Addison, Texas]]. The company was founded by [[Mary Kay Ash]] in 1963. Richard Rogers, Ash's son, is the chairman, and Ryan Rogers, Ash's grandson, was named CEO in 2022.<ref name=":1" /><ref name=":0">{{Cite web |title=Mary Kay {{!}} Company Overview & News |url=https://www.forbes.com/companies/mary-kay/ |access-date=2023-04-05 |website=Forbes |language=en}}</ref>

== History ==

=== Foundation–2000 === In 1963, Mary Kay Ash founded the company based on a line of cosmetics she had been wearing for several years.<ref name=":4" /><ref>{{Cite web |last=Ballard |first=Moriah |date=2024-03-05 |title=Women's History Month: Founder of Mary Kay Cosmetics was a Houston native whose legacy continues to empower others 💄 |url=https://www.click2houston.com/news/local/2024/03/05/womens-history-month-built-by-a-woman-for-women-houston-native-mary-kay-ash-has-a-lasting-legacy/ |access-date=2024-03-12 |website=KPRC |language=en}}</ref> She purchased the formula from a woman who had been selling it privately.<ref name=":4" /> Originally the company had 318 consultants and sales of $198,154.<ref name="bbsdata">{{cite web |title=Mary Kay Ash |url=http://www.hbs.edu/leadership/database/leaders/mary_kay_ash.html |url-status=live |archive-url=https://web.archive.org/web/20130107020652/http://www.hbs.edu/leadership/database/leaders/mary_kay_ash.html |archive-date=January 7, 2013 |access-date=2010-10-20 |work=20th Century American Leaders Database |publisher=[[Harvard Business School]]}}</ref> By 1991, it exceeded $500 million in sales through 220,000 consultants.<ref name="avon">{{cite web |last1=Camerius |first1=James W. |last2=Clinton |first2=James W. |year=1993 |title=Avon Products, Inc: Developing a Global Perspective |url=http://www.dsef.org/press/pdfs/Avon_Products.pdf |url-status=dead |archive-url=https://web.archive.org/web/20101005182030/http://dsef.org/press/pdfs/Avon_Products.pdf |archive-date=5 October 2010 |access-date=2010-10-20 |publisher=Direct Selling Education Foundation |location=Washington, DC}}</ref> In 1995, its sales had grown to $950 million.<ref name="MKUK1">{{cite web |title=Company Retrospective |url=http://www.marykay.co.uk/Display.asp?PageID=1696&Directory=Company |url-status=dead |archive-url=https://web.archive.org/web/20071226010941/http://www.marykay.co.uk/Display.asp?PageID=1696&Directory=Company |archive-date=26 December 2007 |access-date=2010-10-20 |publisher=Mary Kay (UK)}}</ref>

=== 2001–present === Founder Mary Kay Ash died on November 22, 2001.<ref name=":2" /> In March 2020, the company closed operation in [[Australia]] and [[New Zealand]].<ref>{{Cite web |last=Hall |first=James |date=2020-03-06 |title=Mary Kay blames 'market conditions' for closing Australian operation |url=https://www.news.com.au/finance/business/retail/mary-kay-blames-market-conditions-for-closing-australian-operation/news-story/6ae6480b26630aa4077f847f3df20696 |website=new.com/au}}</ref><ref>{{Cite news |last1=Macdonald |first1=Megan |last2=Higgins |first2=Kate |date=2020-03-06 |title=MLM make-up brand Mary Kay announces exit from Australia and NZ, citing 'market conditions' |language=en-AU |work=ABC News |url=https://www.abc.net.au/news/2020-03-06/mary-kay-pulls-out-of-australia-and-new-zealand/12032980 |access-date=2022-08-26}}</ref> In November 2022, David Holl, the company’s CEO since 2006, retired after nearly 30 years with the company but remained [[chairman of the board]].<ref name=":1">{{Cite web |date=2022-11-01 |title=Mary Kay CEO to step down, hand reins to grandson of Mary Kay Ash |url=https://www.dallasnews.com/business/retail/2022/11/01/mary-kay-ceo-to-step-down-hand-reins-to-grandson-of-mary-kay-ash/ |access-date=2023-04-17 |website=Dallas News |language=en}}</ref> In November 2022, Ryan Rogers was named CEO.<ref>{{Cite web |date=2022-11-01 |title=Mary Kay CEO to step down, hand reins to grandson of Mary Kay Ash |url=https://www.dallasnews.com/business/retail/2022/11/01/mary-kay-ceo-to-step-down-hand-reins-to-grandson-of-mary-kay-ash/ |access-date=2023-07-06 |website=Dallas News |language=en}}</ref><ref>{{Cite web |last=Seal |first=Mark |date=1985-08-01 |title=The Pink People |url=https://www.texasmonthly.com/news-politics/can-mary-kay-appeal-to-eighties-women/ |access-date=2023-09-30 |website=Texas Monthly |language=en}}</ref>

== Business model == [[File:Mary-Kay-Addison-TX-6737.jpg|thumb|right|Mary Kay corporate headquarters in Addison, Texas]] Mary Kay sells [[cosmetics]] through a [[direct marketing]] model.<ref>{{Cite web |last=Olen |first=Helaine |title=Mary Kay Preys on Women |url=https://www.forbes.com/sites/helaineolen/2012/07/20/mary-kay-preys-on-women/ |access-date=2023-11-16 |website=Forbes |language=en}}</ref> Mary Kay consultants, called beauty consultants, can make income by [[multi-level marketing|directly selling]] to people in their community, and also receive a commission when they recruit others to begin selling under their distribution network.<ref>{{Cite web |last=Hollandsworth |first=Skip |date=1995-11-01 |title=Hostile Makeover |url=https://www.texasmonthly.com/news-politics/hostile-makeover-2/ |access-date=2023-10-11 |website=Texas Monthly |language=en}}</ref> Mary Kay releases few details about the average income of its sellers.<ref name="moneybehind">{{cite news |last=Hicken |first=Melanie |date=10 January 2013 |title=The money behind Herbalife, Mary Kay and others |url=https://money.cnn.com/2013/01/09/pf/multilevel-marketing-industry/ |url-status=dead |archive-url=https://web.archive.org/web/20190924012757/https://money.cnn.com/2013/01/09/pf/multilevel-marketing-industry/ |archive-date=September 24, 2019 |access-date=12 April 2014 |newspaper=CNN Money}}</ref>

=== Manufacturing plants === The company's primary manufacturing plant is in [[Dallas|Dallas, Texas]].<ref>{{Cite web|url=https://www.bizjournals.com/dallas/news/2018/11/05/take-a-look-inside-mary-kays-new-100m-dfw-facility.html|title=Take a look inside Mary Kay's new $100M DFW facility|date=2018-11-05|last=Hoopfer|first=Evan|access-date=2021-12-06|website=bizjournals.com|archive-date=May 9, 2022|archive-url=https://web.archive.org/web/20220509213852/https://www.bizjournals.com/dallas/news/2018/11/05/take-a-look-inside-mary-kays-new-100m-dfw-facility.html|url-status=live}}</ref> A second plant was opened in [[Hangzhou]], [[The People's Republic of China|China]], to manufacture and package products for that market.<ref>{{Cite web|title=Hangzhou Mary Kay Cosmetics Co in Beauty and Personal Care (China)|url=https://www.marketresearch.com/Euromonitor-International-v746/Hangzhou-Mary-Kay-Cosmetics-Beauty-10826161/|access-date=2021-10-01|website=www.marketresearch.com|archive-date=October 1, 2021|archive-url=https://web.archive.org/web/20211001174153/https://www.marketresearch.com/Euromonitor-International-v746/Hangzhou-Mary-Kay-Cosmetics-Beauty-10826161/|url-status=live}}</ref> A third plant was opened in 1997, in [[La Chaux-de-Fonds]], Switzerland for the European market. The Swiss plant closed in 2003.

== Cars == In 1968, [[Mary Kay Ash]] purchased the first pink [[Cadillac]] from a Dallas dealership, where it was repainted on site to match the "Mountain Laurel Blush" in a compact Ash carried. The Cadillac served as a mobile advertisement for the business. The following year, Ash rewarded the company's top five salespeople with similarly painted 1970 [[Cadillac de Ville series|Coupe de Ville]] cars.<ref>{{Cite web |last=Maynard |first=Mark |date=2019-01-19 |title=50th anniversary of the Mary Kay pink Cadillac |url=https://www.sandiegouniontribune.com/cars/sd-ad-au-0120-marykay-20190116-story.html |access-date=2023-03-16 |website=San Diego Union-Tribune |language=en-US}}</ref><ref name=":2">{{Cite web |last=Maynard |first=Mark |date=2019-01-19 |title=50th anniversary of the Mary Kay pink Cadillac |url=https://www.sandiegouniontribune.com/cars/sd-ad-au-0120-marykay-20190116-story.html |access-date=2023-10-26 |website=San Diego Union-Tribune |language=en-US}}</ref> [[General Motors|GM]] has painted over 100,000 custom cars for Mary Kay. The specific shade has varied over the years from bubble-gum to soft [[Pearlescent coating|pearlescent]] pink. GM had an exclusive agreement to sell cars of the specific shade only through Mary Kay. The cars are awarded to consultants as company-paid, two-year leases, and Consultants/Directors who choose to buy the cars at the end of the two-year lease period are only allowed to resell them to authorized dealers. After the lease expires, the cars are repainted before being resold.<ref name=ledgerarticle>{{cite news| last=Clanton| first=Brett| title=Mary Kay Inc. Loves Cadillac, and the Feeling Is Mutual| url=http://www.theledger.com/apps/pbcs.dll/article?p=1&tc=pg&AID=/20060627/NEWS/606270341/1001/BUSINESS| access-date=21 May 2014| newspaper=The Ledger| date=27 June 2006| archive-date=March 28, 2019| archive-url=https://web.archive.org/web/20190328060153/https://www.theledger.com/apps/pbcs.dll/article?p=1&tc=pg&AID=%2F20060627%2FNEWS%2F606270341%2F1001%2FBUSINESS| url-status=live}}</ref> [[File:First_pink_Cadillac.jpg|thumb|Mary Kay Pink Cadillac Convertible]] Mary Kay has different car incentive levels for its Consultants. Consultants can earn the use of a silver [[Chevrolet Malibu]] or a cash compensation of $425 a month. Consultants can also earn a black [[Chevrolet Equinox]], [[Chevrolet Traverse]], [[Mini Cooper]] or $500 a month. "Top performing" consultants can choose between the pink [[Cadillac XT5]] or [[Cadillac XT6|XT6]], or cash option of $900 a month.<ref>{{cite journal |last= |first= |date=13 November 2015 |title=Mary Kay Sales Director Earnings: Less Than Minimum Wage |url=http://pinktruth.com/index.php?option=com_content&task=view&id=26&Itemid=89 |journal=Pink Truth |access-date=5 April 2018}}</ref><ref>{{Cite web |last=Lopez |first=Jonathan |date=14 August 2021 |title=Here's How Much It Costs To Get A Free Mary Kay Cadillac |url=https://gmauthority.com/blog/2021/08/heres-how-much-it-costs-to-get-a-free-mary-kay-cadillac/ |archive-url=https://web.archive.org/web/20210815174920/https://gmauthority.com/blog/2021/08/heres-how-much-it-costs-to-get-a-free-mary-kay-cadillac/ |archive-date=15 August 2021 |access-date=2 June 2022 |website=GM Authority}}</ref> The specific qualifications for earning the car depend upon the country, and vehicle that is desired. If those qualifications are not met, then the consultant has to pay for a portion of the lease of the car for that month. Meeting the qualifications entitles the consultant to pay no monthly lease and 85% of the car insurance, or a pre-determined cash compensation award.<ref>Brochure: Mary Kay Career Car Plan Guidelines — February 2005.</ref>{{primary source inline|date=October 2023}} In 2011, a solid black [[Ford Mustang]] was introduced as an incentive.<ref>{{cite web|url=http://www.leftlanenews.com/ford-mustang-revs-up-as-mary-kays-newest-ride.html|title=Ford Mustang revs up as Mary Kay's newest ride|website=www.leftlanenews.com|access-date=5 April 2018|archive-date=March 13, 2012|archive-url=https://web.archive.org/web/20120313113030/http://www.leftlanenews.com/ford-mustang-revs-up-as-mary-kays-newest-ride.html|url-status=live}}</ref> In 2014, a black BMW was introduced in its place, although the pink Cadillac remains the top reward for those consultants whose units purchase over $100,000 or more of MK products at wholesale cost in a year.<ref>{{Cite web |last=Woodyard |first=Chris |title=BMWs joins pink Cadillacs in Mary Kay's fleet |url=https://www.usatoday.com/story/money/cars/2014/01/19/mary-kay-bmw/4646017/ |access-date=2023-03-16 |website=USA TODAY |language=en-US}}</ref>

== Consultants ==

There are two ways for Mary Kay consultants to earn money in Mary Kay: recruiting and retail sales. Recruiting commission earnings reflects the commission and bonuses of 4, 9 or 13% that one earns from the wholesale purchases of MK products by their team or unit. Consultants may also earn a 50% gross profit on products they sell at full retail price. There is no tracking by the company of actual sales. The quoted figure of US$1,057.14 per year (2015) for the average consultant derives from dividing the annual wholesale sales by Mary Kay Inc., by the number of Mary Kay consultants.<ref name=":4">{{Cite web |last=Edgar |first=Carol |date=1979-04-01 |title=The Hot Pink Empire of Mary Kay Ash |url=https://www.texasmonthly.com/news-politics/the-hot-pink-empire-of-mary-kay-ash/ |access-date=2023-08-25 |website=Texas Monthly |language=en}}</ref>

Based upon information supplied by Mary Kay (USA) to the [[Federal Trade Commission]],<ref name="mkftc">[http://www.ftc.gov/os/comments/businessopprule/522418-11952.pdf Mary Kay Letter to the FTC regarding proposed changes in the rules governing MLMs.] {{webarchive |url=https://web.archive.org/web/20070703083907/http://www.ftc.gov/os/comments/businessopprule/522418-11952.pdf |date=July 3, 2007 }}</ref> Mary Kay has a 68.6% per annum turnover rate. An 85% per annum turnover figure has been calculated, based upon the data supplied by Mary Kay (Canada).<ref name="MKCanadaEarnings">[http://www.marykay.ca/Display.asp?PageID=1484&LanguageID=1&Directory=Home Mary Kay Canadian Earnings] {{webarchive|url=https://web.archive.org/web/20070929214910/http://www.marykay.ca/Display.asp?PageID=1484&LanguageID=1&Directory=Home |date=2007-09-29 }}</ref> This excludes individuals who earn a commission and are in the company for less than one year. It also excludes individuals who are in the company for more than one year but do not earn a commission check.

Each year the company holds an annual conference and seminar in [[Dallas|Dallas, TX]]. The conference consists of four consecutive events over two weeks.<ref>{{Cite web |date=2023-07-24 |title=Barbie pink gets Mary Kay competition as nearly 20,000 descend on Dallas |url=https://www.dallasnews.com/business/2023/07/24/barbie-pink-gets-mary-kay-competition-as-nearly-20000-descend-on-dallas/ |access-date=2023-09-06 |website=Dallas News |language=en}}</ref>

== Research == In 2023, Mary Kay announced a partnership with the European Society for Dermatological Research (ESDR), a non-profit, to create a grant program. The program will grant two scientists $20,000 to go towards research relating to skin health and diseases.<ref name=":3">{{Cite web |title=Mary Kay backs skin health research with $20k grant |url=https://www.cosmeticsbusiness.com/news/article_page/Mary_Kay_backs_skin_health_research_with_20k_grant/208971 |access-date=2023-11-16 |website=www.cosmeticsbusiness.com |language=en}}</ref> Mary Kay stated that the goal would be to treat people who suffer from skin and venereal diseases. Dr. Michael Cangkrama of Switzerland and Dr. Clarisse Ganier of the UK received the grant.<ref name=":3" />

==Court cases==

=== ''Woolf v. Mary Kay Cosmetics'' === The 2004 court case ''Woolf v. Mary Kay Cosmetics'' argued that [[Occupational safety and health|workplace rights]] could be applied to independent contractors who worked from their home. This decision was stayed and then reversed after an appeal. The Supreme Court denied [[certiorari]] on 31 May 2005.<ref name="Order List:544 US">[{{SCOTUS URL|orders/courtorders/053105pzor.pdf}} Order List:544 US]</ref> In this case, Woolf was terminated from her position as Independent Sales Director because her unit failed to make production for three consecutive months. Woolf contended that her firing was illegal, because she was suffering from [[cancer]].<ref>{{Cite web|title=FindLaw's Court of Appeals of Texas case and opinions.|url=https://caselaw.findlaw.com/tx-court-of-appeals/1333483.html|access-date=2021-10-01|website=Findlaw|language=en-US|archive-date=October 1, 2021|archive-url=https://web.archive.org/web/20211001174431/https://caselaw.findlaw.com/tx-court-of-appeals/1333483.html|url-status=live}}</ref>

=== Liquidator court cases === In May 2008, Mary Kay, Inc., sued Touch of Pink Cosmetics, a website that sells product from former Mary Kay consultants at heavily reduced prices. The company claims that Touch of Pink interferes with its business by offering to purchase inventory from discontinued Independent Beauty Consultants, and that Touch of Pink's use of the Mary Kay [[trademark]] in reference to Mary Kay products it sells is deceiving.<ref>{{cite court| litigants=Mary Kay Inc. v. Amy L. Weber, Scott J. Weber and Touch of Pink Cosmetics| court=[[United States District Court for the Northern District of Texas|N.D. Tex]]| date=February 20, 2009| url=http://www.mlmlegal.com/legal-cases/MaryKay_v_Weber.php| reporter=F Supp. 2d| vol=601| opinion=839}}</ref> The jury found in favor of Mary Kay and awarded a judgement of $1.139 million.{{cn|date=October 2023}}

On 20 July 2009, Mary Kay, Inc., sued Pink Face Cosmetics for [[trademark infringement]].<ref name="pinkface">{{cite journal| title=Mary Kay Suing Another Product Liquidator| url=http://www.pinktruth.com/2009/07/23/mary-kay-suing-another-product-liquidator/| date=July 23, 2009| journal=Pink Truth| access-date=April 11, 2018}}</ref> The specific issue appears to be the use of the Mary Kay name, in selling Mary Kay products on [[eBay]] and other Internet venues for less than the [[wholesale]] cost of the products.<ref name="pinkface" />

==References== {{reflist|colwidth=30em}}

{{Multi-level marketing}} {{Authority control}} {{DEFAULTSORT:Kay, Mary}} [[Category:History of cosmetics]] [[Category:1963 establishments in Texas]] [[Category:Companies based in Addison, Texas]] [[Category:Retail companies established in 1963]] [[Category:Cosmetics companies of the United States]] [[Category:Multi-level marketing companies]] [[Category:Privately held companies based in Texas]]