A tiny square can power up your business - Applause Fall 2017

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A tiny square can power up your business - Applause Fall 2017
applause                     FALL 2017

power up
A tiny square can

 your business

new products + new faces =
PARTY
  TIME!
A tiny square can power up your business - Applause Fall 2017
CONTENTS           fall 2017
                   BUILD
                   11    Believe + Wonder™
                   14    Open House 101
                   21    Media & PR Buzz

                   GROW
                   30 Dreaming in Red
                   32 Seminar Jewellery Rewards
                   35 Consistency Challenge

                   REFLECT
                   43 Go-Give Award Winner
                                ®

                   44 MKACF Update
                   46 My Mary Kay Moment

                   LIVE
                   50 You're All In!
                   52 Fall Trend Report
                   54 I Story

    2   applause    fall 2017
A tiny square can power up your business - Applause Fall 2017
contributors

                       Editor’s
Editor-In-Chief
Marijana Klapcic

Executive Editor
Michelle Haurilak      LETTER
Creative Designer
Nicole Davis           Where will your Mary Kay business take you this year?
                          Your options are endless when you find NEW FACES and share
Contributing Writers   Mary Kay® skin care! That’s the focus of our yearlong New Faces Take
Melanie Cummings       You Places initiative. Introducing new faces to our incredible Mary Kay®
Darryn Hamilton        skin care. And then setting success into the next level of motion when
Andrea Querido         you introduce women to the equally incredible Mary Kay opportunity.
                          Every Independent Beauty Consultant has a WHY— a reason she
French Version
                       started her Mary Kay business. A goal and a dream she’s working
Carmela Manganiello
                       for. And whatever her WHY is, whatever her goal or her dream,
Roméo Miguim
                       new faces can help take her there. And so can the New Faces Take You
Nicole Dagenais
                       Places Challenge. Find out how on pages 28 & 29. Haven’t found your
Michel Beauchamp
                       “reason why” yet? Let Independent Sales Director Jerilee Wright
Casa Traduction
                       set the stage for inspiration on page 56. Her story of determination,
                       perseverance and “work smart, not hard” attitude to her Mary Kay
                       business is a lesson we could all learn from.
                          As for putting skin care on new faces, you’ll now have a new,
                       innovative product to introduce them to – and it’s a beauty industry
                       first! TimeWise® Vitamin C Activating Squares™…delivering pure
                       Vitamin C to your skin! Turn to page 8 to discover how this powerful
                       product works! You’ve never seen anything like it!
                         Another way to introduce skin care to new customers? At a Holiday
                       Open House! We’ve got your calendar mapped out on page 14 so
                       you know exactly what to do when. This is an Independent Beauty
                       Consultant’s version of a retail shop so why not start thinking like a
                       retailer and begin planning for the holiday season NOW?
                         Just when we thought the fall season at Mary Kay couldn’t get any
                       better, we launch a new Starter Kit…and celebrate the return of the
                       beloved Flip Chart! You heard that correctly. The Flip Chart is back –
                       with a beautiful new look! Read all about the new Starter Kit on pages
                       16 & 17. You won’t be disappointed…and neither will your new team
                       members!
                         Last, but certainly not least, our very own General Manager,
                       Lynda Rose, issued a challenge at Seminar this year – to hit 40,000
                       Independent Beauty Consultants in Canada by our 40th anniversary in
                       2018. She believes you can do it. Why? Because you’ve done it before.
                       Read her personal message to you, along with the Six Most Important
                       Things to get you on track on pages 26 & 27.

                         So what do you say? Are you up for the challenge? The 40 by 40
                       Challenge? We know you are and everything you need to set you on your
                       course is in these pages.

                                                                                Editor-In-Chief

                                                     fall 2017   applause     3
A tiny square can power up your business - Applause Fall 2017
most
                           important
                           things
                           COMMIT TO 40 BY 40
                           For our 40th anniversary, General Manager Lynda Rose is challenging
                           you to grow the Canadian Consultant count to 40,000. Who's on
                           board? Share your commitment to this challenge on social media
                           using #40x40.

                           BEAUTY INDUSTRY FIRST!
                           Speaking of innovation…It’s here. A beauty innovation that delivers
                           pure vitamin C to your skin like never before. Show your customers
                           how to supercharge their serum with the power of pure vitamin C in
                           the NEW TimeWise® Vitamin C Activating Squares™.

                           NEW PRODUCTS + NEW FACES = PARTY TIME!
                           Where will your Mary Kay business take you this year? Your options
                           are endless when you find NEW FACES and share Mary Kay ® skin
                           care! Plus, you’ve got an innovative new product to complement any
                           Mary Kay ® serum, a limited-edition fall colour collection and fun
                           fragrances that are perfect for a second appointment. And not to be
                           missed…all the fun challenges with prizes and perks when you work
                           your business with consistency.

                           BOOK PARTIES
                           You’ve got the new products. Now it’s time to book parties to share them!
                           Not only are parties a fun way to meet new customers and potential
                           team members, this fall we’ll be awarding big ticket prizes for doing
                           what you already love – holding them! Plus, your hostess could win
                           too! Turn to page 18 for all the details on the It’s Time to Party Hostess
                           Contest.

                           CHOOSE YOUR PRIZE
                           Set your sights on the anniversary Seminar awards featured on pages
                           32-34. Which one is calling you? Keep your eyes locked on your
                           favourite and we’ll be celebrating with you on stage at Seminar 2018!

                           myBUSINESS
                           Have you discovered the beauty of myBusiness? The information you
                           can access in myBusiness and Reporting not only provides you with
                           historical information about yourself, but it also contains a wealth of
                           valuable insight that will allow you to develop simple strategies to help
                           you grow your business the way you envision it!

4   applause   fall 2017
A tiny square can power up your business - Applause Fall 2017
AUGUST’17                                    SEPTEMBER'17                                       OCTOBER’17
CALENDAR                  Preferred Customer
                          Program – Enrolment for the            01
                                                                      Beaut-e-News®* arrives in your
                                                                      customers’ inbox!
                                                                                                                          October is Breast Cancer
                                                                                                                          Awareness month.
                          Holiday Preferred Customer
                  01      Program begins.
                                                                                                                          Holiday 2017 promotion
                                                                                                                          begins. Check out
                                                                                                                          www.marykay.ca and your
                          Received deadline
                          for Independent
                                                                 04   Labour Day. Corporate
                                                                      office closed.                            03        Personal Web Site to see
                                                                                                                          what’s new!
                          Beauty Consultant
                          Commitment Form to
                          begin Independent Sales
                                                                                                                          Received deadline for
                          Director-in-Qualification                   Received deadline for
                 05       on August 1st.                              Independent Beauty
                                                                                                                          Independent Beauty
                                                                                                                          Consultant Commitment
                                                                      Consultant Commitment
                                                                                                                          Form to begin Independent
                                                                      Form to begin Independent
                                                                 05   Sales Director-in-Qualification           05        Sales Director-in-Qualification
                                                                                                                          on October 1st.
                 07       Civic Holiday. Corporate
                          office closed.
                                                                      on September 1st.

                                                                                                                          Thanksgiving. Corporate
                          Preferred Customer                          Happy Anniversary!
                                                                                                                09        office closed.
                          Program – Customer                          Celebrate Mary Kay Canada’s
                          and Independent Beauty                 13   39th anniversary today.
                          Consultant versions of The
                  11      Look mailed by August 11.
                                                                                                                          Preferred Customer
                                                                                                                          Program – Enrolment
                                                                                                                          deadline for the Winter
                                                                 14
                                                                      Beaut-e-News®* arrives in your                15    2017/2018 issue of The Look.
                                                                      customers’ inbox!

                          Fall 2017 promotion begins.
                          Check out www.marykay.ca
                          and your Personal Web Site to                                                                   Beaut-e-News®* arrives in your
                  16      see what’s new!                             Preferred Customer
                                                                                                                    19    customers’ inbox!
                                                                      Program – Enrolment for the
                                                                      Winter 2017/2018 Preferred
                                                                 15   Customer Program begins.
                                                                                                                          Last day of the month.
                          Beaut-e-News®* arrives in your                                                                  Orders must be received by
                  17      customers’ inbox!                                                                               midnight Eastern Daylight
                                                                                                                          Time to count toward October
                                                                      Preferred Customer
                                                                                                                          production.
                                                                      Program – Customer
                          Last day of the month.                      and Independent Beauty
                                                                                                                          Received deadline for 2017
                          Orders must be received by                  Consultant versions of the
                                                                                                                          Shelter Grant Program
                          midnight Eastern Daylight
                                                                 29   Holiday Products Flyer mailed
                                                                      by September 29.
                                                                                                                    31    applications.
                          Time to count toward August
                  31      production.
                                                                      Last day of the month.
                          Preferred Customer                          Orders must be received by
                          Program – Last day to enrol                 midnight Eastern Daylight
                          for the Holiday Preferred                   Time to count toward
                          Customer Program.                           September production.

                                                                      Last opportunity to become a
           *Must be a Mary Kay® Personal Web Site subscriber,
            and customers must opt in to receive Beaut-e-News®        Star Consultant for Quarter
            through myMK at marykay.ca                                1 and be eligible for gorgeous
                                                                      prize selections when you place
                                                                      a minimum $1,800 wholesale
                                                                      Section 1 order between
                                                                 30   July 1st and September 30th,
                                                                      2017.

                                                                                                        fall 2017        applause        5
A tiny square can power up your business - Applause Fall 2017
trending:
           @                     MaryKayCanada

        More Than a Starter Kit
        A brand new Starter Kit = a brand new experience for Independent
        Beauty Consultants. Spread the word!

                                                                                      New Faces Take You Places
                                                                                      Where is your Mary Kay business taking
                                                                                      you? Share your goals and inspiration
                                                                                      using #TeamMKCanada! And keep
                                                                                      reading to learn about the fabulous New
                                                                                      Faces Take You Places initiatives.

                                                                                          A NEW way
                                                                                                      to
                                                                                          pure vitamin deliver
                                                                                          your skin.   C to

                                                                                                                                Introducing
                                                                                                                            Vitamin C Acti TimeWise                                               ®

                                                                                                                                          vating Squares                                                   TM

                                                                                                                        It’s not a liquid.
                                                                                                                                           It’s not a powder.
                                                                                                                    Pure vitamin                                It’s a revolution
                                                                                                                                  C degrades                                      ary skin care
                                                                                                                      or water. That              and loses its                                 innovation.
                                                                                                                                       problem is solved         power over time
                                                                                                                                                                                    when exposed
                                                                                                                     TimeWise® Vitamin                     with a breakthro                         to air, light
                                                                                                                                               C Activating                     ugh delivery
                                                                                                                         in a tiny dissolvab                 SquaresTM keep                   system. NEW!
                                                                                                                                               le square until                    the pure vitamin
                                                                                                                                                               you unlock its                      C stable
                                                                                                                                                                                 power with every
                                                                                                                                                                                                   use.

                                                                                                                                                      Why Vitamin
                                                                                                                                                                      C?
                                                                                                                          It’s famous for
                                                                                                                                           helping to keep
                                                                                                                     and even-tone                           skin looking
                                                                                                                                    d. It’s also known                     more youthfully
                                                                                                                        and elastin, and                 to play a role                    radiant
                                                                                                                                           for providing                in supportin
                                                                                                                            against the harmful          antioxidant protection g natural collagen
                                                                                                                                                  effects of free                 that helps guard
                                                                                                                                                                  radicals in the
                                                                                                                                                                                  environment.

Nothing Happens Until…                        Dream Bling
…Somebody sells something! Canadian           The future is bright – and so are the   ImPressed!
retail sales of skin care continue to grow    diamonds you can earn! Discover         Pssst… The September issues of Marie
and are projected to post the highest         the dazzlers that await. Check out      Claire and Oprah magazines feature
retail value sales over the next four         the 2018 Seminar Awards jewellery       advertisements of our latest innovation.
years*. Be part of this growth by sharing     on Mary Kay InTouch®.                   Keep reading to find out more about this
Mary Kay® skin care today.                                                            one-of-a-kind product.

       6       applause     fall 2017
                                                                                                                 *Based on a study by Euromonitor International.
A tiny square can power up your business - Applause Fall 2017
new!
 PAGE 8 | ‘C’ THE DIFFERENCE

TimeWise® Vitamin C Activating
Squares™
                                 Build

                                         PAGE 11 | FALL 2017

                                         the season’s hottest
                                         products are in
                                         PAGE 16 | NEW BEGINNINGS

                                         the starter kit gets a
                                         makeover
                                         PAGE 18 | HOSTESS CONTEST

                                         party like never before
A tiny square can power up your business - Applause Fall 2017
build       PRODUCT PROMOTION

   beauty
   BREAKTHROUGH
   One small square. One big skin care revolution.
   It’s the first product of its kind, and it’s taking the
   beauty industry by storm.

   FIRST AND ONLY AT MARY KAY
   Pure vitamin C degrades and loses its power
   over time when exposed to air, light or water. This
   innovative, dissolvable square keeps pure vitamin C
   stable until you unlock its power with every use.

   FRESH. POTENT. PURE.
   As the square dissolves in the palm of your hand,
   it’s transformed into a powerful vitamin C elixir that
   supercharges your serum with an age-fighting boost!             $ 30
                                                                   pk./12

   power up your serum!
   Love your Mary Kay® serum? Prepare to fall in love with it
   even more by using it with the NEW! TimeWise® Vitamin C
   Activating Squares™. Each square transforms into pure vitamin
   C when activated, adding a serious boost to your already
   age-defying serum.

   Frequency: One vitamin C square three times per week.
   Use-up rate: One month when used three times per week.
   Shelf life: Three years for unopened pack.

        8       applause        fall 2017                                   Price is suggested retail.
A tiny square can power up your business - Applause Fall 2017
PRODUCT PROMOTION       build

beauty Q&A
Why does my skin need vitamin C?
This powerhouse vitamin is known to help skin look more radiant
and even-toned, and it also plays a role in supporting natural
collagen and elastin to help reduce the appearance of fine lines
and wrinkles. Plus, vitamin C is an antioxidant that helps guard
against environmental factors like air pollution.

What’s the difference between the pure vitamin C
in TimeWise® Vitamin C Activating Squares™ and
TimeWise® Replenishing Serum+C®?
Replenishing Serum+C® contains a potent blend of multiple
botanical extracts known for their high levels of vitamin C. The
squares contain a stabilized derivative of vitamin C that transforms
into pure vitamin C on your skin to boost the age-fighting power
of any Mary Kay® serum.

Does using Vitamin C Activating Squares™ with my
serum improve the benefits of the serum?
The squares were not designed to improve the efficacy of your
serum because Mary Kay® serums already deliver the powerful
benefits your skin needs! But because of the innovative square
technology, the dissolved squares need your serum to transport
the squares’ boosting benefits to your skin.

Can I mix Vitamin C Activating Squares™ with just
water and apply to my face?
No. As part of the application process, you need to dissolve
the square with three to four drops of water AND a serum
like TimeWise® Replenishing Serum+C® or TimeWise® Tone-
Correcting Serum. The resulting liquid from water alone would
not be enough to thoroughly apply the product to deliver the
benefits shown during independent clinical testing.

Can I mix Vitamin C Activating Squares™ with my
day or night moisturizer?
No. The innovative delivery system of the squares was designed
to be compatible with any Mary Kay® serum.

What time of day should I use the squares?
Nighttime is the optimum time for skin to focus on restoring itself
from the stresses of the day, accepting the potent power of pure
vitamin C.

                           fall 2017     applause          9
A tiny square can power up your business - Applause Fall 2017
vitamin c square + serum =
build        PRODUCT PROMOTION

                                     SUPERCHARGED SKIN!
                                                  After two weeks* of clinical testing, the TimeWise® Vitamin C Activating Squares™
                                                                           were shown to deliver visible benefits.

                                                                         Skin looks more                       Skin looks                    Fine lines and wrinkles
                                                                          even-toned.                         more radiant.                      look improved.

                                                                               BEFORE                         AFTER 2 WEEKS                         AFTER 4 WEEKS

                                              And the benefits get even better over time! The longer you use the activating squares,
                                              the better the benefits can get. After four weeks, skin looks brighter overall. Fine lines and
                                                    wrinkles in the crow’s-feet area look improved as shown in the images above**.

                                                                                                  easy to use!
                                                                   Combine just one activating square with one of your favourite Mary Kay®
                                                                                   serums and watch the magic happen!

                                              1             At night, cleanse your skin using your
                                                            preferred Mary Kay® cleanser.                                                2             Peel the packette corner to reveal the
                                                                                                                                                       transparent square.

                                              3                                                                                       4

                                                    Place one square in the palm of your hand,                                                      Add the standard amount of your
                                                    cover with three to four drops of water and                                                     Mary Kay® serum of choice to the solution
                                                    mix with your fingertips until dissolved.                                                       and mix to activate the dissolved square.

                                                                             5            Apply to your face and allow to dry completely before
                                                                                          continuing your skin care regimen.

                            note!
                     This product is not to
                                                                       how to introduce to new faces
                    be combined with SPF                            • Create a colourful party display complete with a decorative bowl of
                      sunscreen or acne
                                                                      oranges.
                           products.
                                                                    • Consider offering an incentive with each customer’s first vitamin C
                                                                      square order when they also purchase a serum.
                                                                    • Split the 12-pack into two sets of six and include a set as a sample gift
                                                                      for your best skin care customers.

        10       applause        fall 2017        *Results based on a four-week independent clinical study in which 29 women used TimeWise® Vitamin C Activating Squares™ in a neutral base three times per week.
                                                  **Images show average results based on a four-week independent clinical study in which 29 women used TimeWise® Vitamin C Activating SquaresTM in a neutral base three times a week.
FA L L I N G F O R
                                          FRAGRANCE MISTS
                                          $ 20

                                   $ 18              $ 18                               Romance &                   Magic.
                                                                                        NEW! Limited Edition†
                                                                                        Believe + Wonder™ Collection.

                                                                                          Free Bag!
                                                                                          Your customers can receive this adorable
                                                                                          bag for FREE* when they purchase $50 in
                                                                                          product from the limited edition† Believe +
                                                                                          Wonder™ Collection.

                         Sail to the Moon                            Paint the Sky                              Chase a Rainbow
              Playful pink grapefruit and berry blossom         A whimsical assortment of apple blossom,     Fruity, floral notes blend with top notes of
                 merge with jasmine to produce an                 freesia and orange blossom creates a            crisp pear to delight the senses.
                       exhilarating experience.                      delicate and enchanting moment.

          Lingering Layers
          When your customers layer products, the results are more intense
          and longer lasting.
                                                                                       Did You Know?
          Smell & Sell                                                                 The difference between a mist and a fragrance is based on
          Promote Mary Kay fragrances at your parties by displaying each set.
                                   ®                                                   the concentration of perfume oils. A mist offers a lighter, less-
          Ask your guests to vote for their favourite and have a draw for a free       concentrated scent than a fragrance.
          set. So fun!

          All Occasion
          Fragrance sets are the perfect gifts for every occasion!

Available while supplies last.
†

All prices are suggested retail.
build        PRODUCT PROMOTION

sleek and                                                        BAG
                                                                 Limited-Edition† Mary Kay® Collection Bag

SOPHISTICATED
                                                                 A gorgeous faux suede clutch finished with a
                                                                 touch of metallic sparkle. Offer this ultra-chic bag
                                                                 to your customers for FREE when they purchase
                                                                 $60 or more in product from the Fall 2017 Colour
                                                                 Collection†
Vintage elegance meets sultry glamour.
NEW! Limited-Edition† Mary Kay® Fall 2017 Colour
Collection is punctuated with soft, smoky greys and
deep berries to create alluring looks that are ideal for your
on-trend, fashion-forward customers.

                                                       $ 10

                                                                                                        $ 27

NAILS
Limited-Edition† Mary Kay®
Nail Lacquer
Available in Violet Silk, Rosé
Blush, and Pink Escape. Bold,
vivid hues glide on flawlessly for
brilliant wear.

                                                                EYES
                                                                Limited-Edition† Mary Kay® Eye Palette
                                                                Available in Simply Smoky and Rosé Nudes.
                                                                Satin, matte and pearl finishes highlight these
                                                                two multifaceted colour palettes that allow your
                                                                customers to easily transition from a subtle
                                                                daytime look to a dramatic evening effect.

        12       applause        fall 2017
PRODUCT PROMOTION                            build

           confident with colour
                                                                                     GET THE LOOK
           A colour appointment makes for the perfect way to follow up with
           a customer after her skin care purchase. Help her look and feel her
           best with these tools found on Mary Kay InTouch®:
           • Mary Kay® Virtual Makeover. Share looks and encourage your
             customers to try something new.
           • Mary Kay® Colour Card. Help your customers find flattering looks
             they’ll love.

                                                         $ 19                                                            MA
                                                                                                                           UV
                                                                                                                              E

                                                                                                                                                   E
                                                                                                                                                 UV
                                                                                                                                               MA
                                                                                                                                                    RK
                                                                                                                                       K
                                                                                                                                  T PIN

                                                                                                                                                  DA
                                                                                                                          LIGH

                                                                                                              SM
                                                                                                                OK
                                                                                                                YP
                                                                                                                  LU
                                                                                                                     M
                                                                                                                                           M
                                                                                                                                     PLU

                                                                                         polished and pretty
                                                                                     1   Sweep Light Pink or Mauve over eyelids,
                                                                                         starting from the inner corners and blend
                                                                                         up and out. The higher you sweep past
                                                                                         the creases, the more dramatic the look.

                                                                                     2   Swipe Dark Mauve at the creases and
                                                                                         blend slightly up.

                                                                                     3   Dust Plum or Smoky Plum across lower
                                                                                         lash lines (as close to the lash lines as
                                                                                         possible). Soften using a clean brush.

                                                                                     4   Line eyes with Mary Kay® Eyeliner in
                                                                                         MK Black. Start at the base of the
                                                                                         upper lash lines to add more depth,
                                                                                         concentrating on the outer thirds of the
                                                                                         eyes.
                                                                                     5
                                                                                         Apply one or two coats of Lash
                                                                                         Intensity™ Mascara.

                                                                                         Complete Your Look
                                                                                         Finish your go-to fall makeup look with
                                   LIPS                                                  Mary Kay® Mineral Cheek Color Duo in
                                   Limited-Edition† Mary Kay® Lip Suede                  Juicy Guava. Simply blend the cheek and
                                                                                         highlighting shades on the back of your hand,
                                   Available in Mulberry Muse and Rosé Blush.            then softly apply for a sheer and glowing effect.
                                   This popular, lip-loving formula is universally       Top it off with Limited-Edition† Mary Kay® Lip
                                   flattering and creates the perfect pout with          Suede in Mulberry Muse for a glamourous,
                                   every application.                                    jaw-dropping look.

Available while supplies last.
†

All prices are suggested retail.                                                                fall 2017     applause                          13
build        HOLIDAY 101

    holiday
  CENTRAL
  The holiday season will be here before you
  know it. Here are some tips to maximize
  sales and make the most of the upcoming
  season.

  holiday beauty bars                                                    on-the-go holiday open house
  Jazz up your skincare classes with a holiday-themed                   Are your customers too busy to hold a holiday party or open
  beauty bar showcasing festive colours and products.                   house? No problem! Load your trunk with giftable products
  Help guests create their perfect party look, so they’ll be            and take the open house to your customers.
  all ready to go for a glamourous night out.

  gift baskets                                                          september/november
  Ask your customers who they’d like to shop for this
                                                                        holiday workshop
  holiday season. Then, put the items together in a cute                Share your expertise with new Independent Beauty
  and creative gift basket. Your customers will love that they          Consultants. Consider hosting a holiday workshop early in
  can skip the mall madness and shop with you instead!                  the season to educate your team on holiday selling tips.

 OPEN HOUSE 101
  MUSTS:                                           STATIONS:                                 CLOSING:
1 Send Invitations Early. Send                     Set up individual stations so your        After you make a sale…
  invitations to your friends and family           customers can navigate to the           • Ask her if she’d like to book an
  at least two weeks prior. Try sending            products they’re most interested in.      appointment or host a party.
  a cute e-vite to your on-the-go                  Some station ideas include:             • Ask if she’s open to learning more
  customers!                                                                                 about the Mary Kay opportunity.
                                               • Skin care (the new Vitamin C!)
2 Serve Refreshments and Snacks.               • Lip products                              • Take a photo with her and her
  Simply offering some sparkling water         • Colour products                             purchases and ask if you can share
  or coffee, along with holiday cookies        • New and limited-edition items               the image on social media.
  and fruit, will put your guests in a         • Holiday-themed products
  happy mood, and they’ll be more              • Grab-and-go gifts that are wrapped
  likely to shop. Don't forget some              and ready for purchase
  upbeat music!                                • Sale items
3 Meet and Greet. Remember to smile!
  And when your customers show up,
  you can also greet them with a copy
  of The Look.

             14        applause   fall 2017
bundle ideas
               She’ll love these tantalizing trios!
                                                                                                                                      HOLIDAY 101    build

                        MODERN MAVEN*, $93                                                      PRIME CANDIDATE*, $91
                               Talk about an impact statement!                                         Help her prime to perfection.
                                      Mary Kay Eye Liner
                                              ®
                                                                                                 Mary Kay® Foundation Primer Sunscreen SPF 15
                                   CityScape® Eau de Parfum                                                 Mary Kay® Lash Primer
                                    Lash Intensity® Mascara                                                  Mary Kay® Eye Primer
                                                                                                       TimeWise® Age-Fighting Lip Primer

                                                          SKIP THE SQUATS*, $95
                                                               Give the gift of body confidence.
                                                          TimeWise Body® Smooth-Action® Cellulite Gel Cream
                                                            TimeWise Body® Targeted-Action® Toning Lotion
                                                              Mary Kay® Smooth-Action® Body Massager
          Sample Scripts
          Here are a few ideas to help you get started.

          “Hi [___]! This is [___], your Mary Kay Independent Beauty Consultant. I hope you looked at the Fall issue of The Look I sent
          you. It’s filled with fun products for everyone on your holiday list! Can I be of assistance in helping you with your holiday
          shopping? And of course, you don’t want to forget to treat yourself to something special as well!”

          “The Fall issue of The Look is here and it’s filled with plenty of amazing new products. Let’s schedule a party so you and your
          guests can see all that’s new – and hopefully check a few names off of your holiday shopping lists! What date and time works
          best for you? Are you available to host a party on [date] at [time]?

Prices are suggested retail.
*Products sold separately.
                                                                                                                     fall 2017   applause       15
build        STARTER KIT

 a new
 BEGINNING                                                                  Vital business tools?
                                                                            CHECK.

 Mary Kay® Starter Kit, $85*
                                                                            Handy product samples?
 The brand new Starter Kit is here, and it will help her pave               CHECK.
 the way to create the life of her dreams.

 The Starter Kit is just the beginning. It’s the very first piece of
 a puzzle that tells a beautiful story that is waiting to be written. And   Important Literature?
 when she opens the brand new box for the very first time, she’ll           CHECK.
 envision the future of endless possibilities before her.

                                                                            Everything she needs to hit the ground
 The revamped Starter Kit officially launches on August 1. Based            running with her business?
 on your valuable input (we couldn’t have done it without you!),            CHECK!
 it’s been carefully redesigned by our team of experts to provide
 a new Independent Beauty Consultant with a stunning unboxing
 experience – talk about an unforgettable first impression of
 Mary Kay! Plus, it has all the essentials she needs to host a party
 right out of the box! And the box is so beautiful – she’ll want to use
 it as a décor accessory at all her parties.

        16        applause   fall 2017
                                                                                                     *Plus the cost of shipping & handling.
STARTER KIT                                                            build

Exciting Features
You asked and we delivered! We’ve included some best-selling, full-size products
so your new team members have the potential to host a party the exact day their
Starter Kit arrives! How neat is that?

The Starter Kit now includes:

• A complete TimeWise® Miracle Set® (Normal to Dry)
• Oil-Free Eye Makeup Remover
• Ultimate MascaraTM (and of course we can’t forget the disposable mascara
  wands!)

Because of these upgrades, the price of the Starter Kit has increased slightly to $85
(plus the cost of shipping and handling). A deal like this just can’t be beat! For a full
content list check out Education > For Consultants > Starter Kit on InTouchTM.
Smart Start
Pssst…The NEW Company-approved Smart Start flyer can help you offer the Mary Kay
opportunity with confidence, so you can share all of the amazing and unique benefits
                                                                                                               TODAY IS YOUR DAY
a Mary Kay business can offer. Download yours today on InTouch™, and check out the                     to start something beautiful!
sample on the inside back cover of this Applause® issue!
                                                                                                                                                                            party, you’ll have access to a wide
                                                                                                                                       online, on the go, in person or at a
                                                                                                     Whether you prefer to do business                                                      and efficient.
                                                                                                                                               keep your business organized, connected
                                                                                                           range of tools and support to help

                                                                                                                                                     Mary Kay business?
                                                                                                      So, what can you expect with a

                                                                                                                                                                                    Love what you do.
                                                                                                                                                                                                                     yourself to fit its mold. With a
                                                                                                         Product Promise
                                                                                                                                                    on every product promise        A job may require you to change
                                                                                                         Our philosophy is simple - we will deliver                                                                 freedom to fit your business to
                                                                                                                                                                                    Mary Kay business, you have the
                                                                                                                                                 stand behind the quality of
                                                                                                         that we make. Because we proudly                                           your needs.
                                                                                                                                             they provide, there are millions
                                                                                                         our products and the real benefits
                                                                                                                                                Mary Kay!”
                                                                                                         of women who can say, “I love my                                           Girlfriend time & forever friendships.

                                                                                                          Mary Kay Satisfaction Guarantee
                                                                                                                     ®
                                                                                                                                                                                    Business tools.
                                                                                                                                                not completely satisfied with                                           are available to help you keep
                                                                                                          If for any reason your customers are                                      A wealth of digital and print tools
                                                                                                                                               from you, it will be replaced                                                   on the go or in person.
                                                                                                          any Mary Kay product purchased                                            your Mary Kay business running whether
                                                                                                                          ®

                                                                                                                                               full purchase price refunded
                                                                                                          without charge, exchanged or the
                                                                                                                                                                                                                      enriching.
                                                                                                           with proof of purchase.                                                   Encouraging, empowering and
                                                                                                                                                                                                                           in business for yourself but
                                                                                                                                                                                     Mary Kay Ash always said, “You’re
                                                                                                                                                                                                                         true for Independent Beauty
                                                                                                           Opportunity confidence.                                                   not by yourself,” and that’s still
                                                                                                                                             new business, if for any reason                                                will have the flexibility to set
                                                                                                           While we think you will love your                                         Consultants. As an entrepreneur, you
                                                                                                                                               not right for you, Mary Kay will                                         rewards. Plus, you’ll be part of
                                                                                                           you decide that this opportunity is                                       your schedule and earn amazing
                                                                                                                                                original net cost, original and                                         of over 3.5 million Independent

        party essentials
                                                                                                           repurchase, at 90 percent of your                                         a confidence-boosting sisterhood
                                                                                                                                                as long as these items were                                                   also have the support of
                                                                                                           unused Section 1 retail products,                                         Beauty Consultants worldwide. You’ll
                                                                                                                                                      within one year prior to
                                                                                                           purchased by you from the Company                                          your Independent Sales Director and
                                                                                                                                                                                                                            the Company.
                                                                                                                                                confident about!
                                                                                                           return. Now that’s something to be
                                                                                                                                                                                      Recognition & prizes!
                                                                                                            Changing lives.
                                                                                                                                                      responsibility.” We call it
                                                                                                            You’ve probably heard it called “social
                                                                                                                                               dedicated to making the world
                                                                                                            doing the right thing. Mary Kay is
                                                                                                                                                     for everyone. In addition,
                                                                                                            a better, happier, more beautiful place
                                                                                                                                                           has donated more
                                                                                                            the Mary Kay Ash Charitable Foundation
                                                                                                                                               violence shelters and outreach
                                                                                                            than $1.241 million to domestic
                                                                                                                                                 only possible because of our
                                                                                                            programs across Canada. And it’s
                                                                                                             staff, your customers, and you!

                                                                                                            Be your own boss.
                                                                                                                                                     – full-time, part-time, it’s
                                                                                                            The flexibility to set your own schedule
                                                                                                            up to you!

                                                                                                                                                   everything you sell!
                                                                                                             Extra income. Earn up to 50% on

                                                                                                 © 2017 Mary Kay Cosmetics Ltd.

           Flip Chart with customizable                        Includes four laminated tent cards
           pages.                                              and one branded dry erase marker.
           Party jitters? No need to worry! From               Available on Section 2 for $3.
           a pre-party checklist to scripts for
           individual consultations, the Flip                  Must-have beauty bag.
           Chart will help guide her through                   The beautiful, on-trend bag is the
           her parties. Comes complete with                    perfect way for her to organize all of
           a coordinating three-ring binder.                   her party supplies so they’re right at
           Available as a bundle for a limited                 her fingertips! Available on Section 2
           time on Section 2 for $10.                          for $35.

           Tent cards with dry-erase marker.
           She can make a professional
           statement at all her parties with these
           adorable, reusable tent cards. She’ll
           get to know her customers in a cinch!

note!
Due to the launch of the Flip Chart, the Beauty Book
has been discontinued. But for all those digital divas out
there, the Show & Sell App is still available.

                                                                                            fall 2017                                                      applause                                                                                            17
party!
                                              September 1 – October 1
   build        HOSTESS CONTEST
                                                   (2 A.M. EDT)

           it's time to

Party like a pro, while introducing our
fabulous Mary Kay® skin care to new faces!

           18       applause      fall 2017
HOSTESS CONTEST    build
       Mary Kay knew it, and so do we... Parties allow you to earn more for the time you invest,
       simply because they maximize your selling opportunities. The more faces around the table,
       the more lives you can enrich, and the more products you can sell. It’s a win-win!

       And never has that been more true than now! Why? Because every time a hostess holds
       a Mary Kay party, she has the chance to enter a draw to win an amazing, $1,500 vacation
       voucher PLUS gifts for up to five of her guests that attended the winning party. The more
       parties she hosts, the more chances she has to win! This is the perfect reason to reach out
       to your customers!

       And guess what? If your hostess wins, you win too! As the Independent Beauty
       Consultant of the grand prize winner in the hostess contest, you’ll win a $500 cash
       prize.

       Even more exciting, we have a second, special contest just for you, our sales force! This
       contest will reward the Independent Beauty Consultant who holds the most parties during
       the contest period. The more hostesses you have who hold parties and who enter in the
       contest, the more points you earn – putting you in a picture perfect position to win the
       Consultant Grand Prize of a vacation voucher valued at $1,500!

       Take advantage of this fabulous opportunity to create excitement, book new and existing
       customers, reach your sales goals and add new team members at the same time. You’re
       bound to go to exciting new places!

 1
   how it works:
        Reach out to your customers and start booking parties! With such great prizes, how can
        they resist? Parties can be held as early as August 16. The entry period officially opens on
        September 1.

2       At the party, make sure your hostess snaps a party selfie including three or more of her
        guests, and you, her Independent Beauty Consultant. This will be her contest entry*. When
        the entry period officially opens, she can visit the contest website www.mymkparty.ca,
        upload her photo, and complete the entry process.

       *Each contestant will be required to provide contact information and complete the online submission
       form in order to finalize registration. Once a contestant submits her entry, it will enter the moderation
       process. She will receive an email when her entry is deemed acceptable and made live on the contest
       website.

       prize details
       The Hostess Grand Prize winner will be awarded one (1) prize ($1,500 travel voucher), and
       up to five of her party guests will each receive a prize valued at $50 retail. All prize awards
       are subject to final verification of eligibility and compliance with these Official Rules. The
       photos will also be featured on social media and may be included in upcoming issues of The
       Look and Applause®! And as the Independent Beauty Consultant of the Hostess Grand Prize
       winner, you win too! Your hard work will pay off in the form of a Consultant Prize of $500!

       Plus, the Beauty Consultant Grand Prize winner who earns the most points during the contest
       period by holding the most parties that are entered into the contest during the contest period
       will win a vacation voucher (valued at $1,500).

       dates to remember:
       Entry Period: September 1 – October 1 (2 A.M. EDT)
       Party Dates: August 16 – September 30, 2017.
       Grand Prize Winner Announced: November 1, 2017

       Visit InTouchTM on August 1 for full contest details!

Refer to page 39 for hosting tips.                                         fall 2017   applause      19
P
  build        PCP
                                                                             NEW                                  NEW
                                                                              addition!                           addition!

                         IS FOR
                         PREFERRED
                                                                                    DELUXE MINI MARY KAY®             DELUXE MINI TIMEWISE
Preferred Customer ProgramSM (PCP)? More like Preferred                              LASH LOVE® MASCARA              REPLENISHING SERUM+C®
Customer Perfection! Take your business to new heights                                     (SINGLE)                         (SINGLE)
with this essential program your customers will love.
                                                                       NEW
                                                                        addition!
And don’t forget that we’ve recently made some changes to
the program, making it better than ever before. Check out the
fabulous Gifts-with-Purchase now available.

myCustomers
With the enhanced myCustomers tool, you can now update
all of your customers’ information in one convenient spot! It’s
the perfect way to manage your detailed customer data and it’s
available to everyone!

Consistency Challenge                                                                         GOLD-TONED                         DELUXE MINI MARY KAY®
The Consistency Challenge now operates on the Seminar year.                               COSMETIC BAG (SINGLE)                   OIL-FREE EYE MAKEUP
                                                                                                                                    REMOVER (SINGLE)
When you enrol in five consecutive promotional programs
– beginning with the Fall 2017 program and ending with
Summer 2018 – you’ll be rewarded with FREE Mary Kay®
product for your consistent customer service. You are eligible
for the Consistency Challenge gift when you enrol a minimum
of 10 customers in every PCP program available during the
Seminar Year that opened on or after your start date. Brand
new Independent Beauty Consultants who start their business
can also earn a consistency prize by participating in all available
programs (minimum of two) after their start date.
Please note that effective with the Fall PCP, fragrance samples                            DELUXE MINI
will no longer be included inside The Look.                                            NOURISHINE PLUS® LIP
                                                                                        GLOSS SET (SINGLE)

Holiday Dates To Remember:                            Winter Dates To Remember:
                                                                                                                              DELUXE MINI TIMEWISE®
Holiday Enrolment begins:                             Winter Enrolment begins:                                                MICRODERMABRASION
August 1, 2017.                                       September 15, 2017.                                                       PLUS SET (SINGLE)

Holiday Enrolment deadline for the new                Winter Enrolment deadline for The Look:
Holiday Products Flyer:                               October 15, 2017.
August 31, 2017.                                      The Look mailed by:
New Holiday Products Flyer mailed by:                 November 13, 2017.
September 29, 2017.                                   Gift-with-purchase offer expires:
Gift-with-purchase offer expires:                     February 8, 2018.
November 8, 2017.

           20        applause     fall 2017
seen
                                                                                                              BEAUTY BUZZ    build

                                                                   Beauty Editors and bloggers are loving Mary Kay®
       AS                                          IN…             products and are taking to the Internet to show it!
                                                                   Let’s have a look at the latest beauty buzz!

    Mary Kay® Clear Proof® Deep-                   Mary Kay® Gel Semi-Matte                 Mary Kay® Beauty That Counts®
    Cleansing Charcoal Mask                        Lipstick                                 Baked Cheek Powder

    TheBeautyEdition.com                                                                    TheHappySloths.com
    “My pores appear smaller. I am getting         HeyKerriBlog.com                         “Whenever I hear the word ‘baked,’ I
    less makeup melt-down and breakouts,           “I need to rave about Mary Kay’s Gel     imagine a dry, dusty texture. However,
    and overall my skin is much softer and         Semi-Matte Lipstick. Mauve Moment is     the Baked Cheek Powders from
    more even… My skin is definitely in love       the perfect everyday shade!”             Mary Kay are silky and creamy. The
    with this mask. I can see why it is all over                                            powder is lightweight and highly
    social media!”                                                                          blendable. Both shades are nicely
                                                                                            pigmented, easy to sheer out but also
                                                                                            easy to build up.”

beauty collaborations
Have you been keeping up with us on social media? You may
have noticed that over the past few months, we’ve partnered up
with some pretty high profile social media celebs to promote
our new products. But the best news? We’re just getting started
– and this means BIG potential for your business.
We’ve undertaken this marketing initiative so you can have                                                                           n
                                                                                                                            ontheru
plenty of tools to reach your customers, old and new. After all,                                                @classy
92 per cent of consumers trust a social media influencer and
word-of-mouth marketing more than any advertisement or
traditional celebrity endorsement*. And better yet, influencer
marketing is the fastest-growing customer acquisition method!**
So spread the news to your customers that Mary Kay is the ‘it’
brand, and start sharing on social media. The word is out…
and we’re ALL IN!
*Data collected from a Nielsen study.
**Data collected from a 2015 Tomoson survey.
                                                                                          eroni
                                                                            @amandasp                       @samanthajan
                                                                                                                               eYT

                                                                                              fall 2017   applause      21
build      THE BUZZ

                                                              smoky fall
cover look

                                                              We’re falling head over heels for the season’s sophisticated style and muted
                                                              shades. Our cover model, June, looks perfectly on-trend for fall with her
                                                              bold makeup look, and we can’t get enough! Here’s how to achieve June’s
                                                              look:

                                                              EYES:
                                                              1. Using Limited-Edition† Mary Kay® Eye Palette in Simply Smoky,
                                                                 apply the Grey shade all over the lid (from base to brow bone).
                                                              2. Apply the Blue shade to the outer half of the upper lid.
                                                              3. Apply the Dark Blue shade to the lower lash line, blending out toward
                                                                 the outer corner of the eye.
                                                              2. Re-apply the Grey shade to line the eyes.

                                                              CHEEKS:
                                                              Sculpt the cheekbones up to their highest point with Mary Kay® Mineral
                                                              Cheek Colour in Sunny Spice.

                                                              LIPS:
                                                              Apply a coat of Limited-Edition† Mary Kay® Lip Suede in Rosé
                                                              Blush.

insta-love

             !
Hey, gorgeous! Have you checked out Mary Kay Canada on social media? As the saying goes, “A picture is worth a thousand
words” and our feeds are brimming with dream-worthy photos that will have your customers coveting the latest Mary Kay finds.

                                                                                                                          b
                                                                                            @MARYKAYCANADA

             22     applause    fall 2017
                                                                                                                               †
                                                                                                                                   Available while supplies last.
THE BUZZ    build

business tip corner

                              let’s get social!
                              You know that social media is one of the most powerful business tools of the 21st century. From
                              promoting products to networking with potential customers and team members, the sky is the
                              limit for you and your business!
                              We know that the rules and guidelines for Consultants of direct-selling companies can be a
                              little overwhelming and confusing. But don’t worry! We’ve simplified the information for you by
                              creating a handy guide that outlines all the do’s and don’ts of the social realm. Visit InTouch™ >
                              Education > Social Media > “Social Media FAQs” to find out detailed information on the following:

                              • Advertising guidelines on Facebook pages (personal and business)
                              • Third-party product promotion
                              • Facebook ads
                              • Social media garage sales and swaps
                              • Promotion in social networking groups
                              • Video postings
                              • Discounts and special offers

pricing update

   Effective August 16, 2017
   Periodic price adjustments are necessary to ensure we remain competitive in the marketplace. Now is a great time to give
   your customers a chance to purchase products at today’s prices (until August 16), as well as stock up for yourself. And don’t
   forget – once the new prices are effective, it could mean more potential profit for you!
   SECTION 1
    Product                                   Current Suggested Retail Price           New Suggested Retail Price
    Facial Cleansing Cloths                   $20                                      $22
    MKMen Shave Foam
           ®
                                              $15                                      $16
    Sun Care Lip Protector Sunscreen          $10                                      $11
    SPF 15
   SECTION 2
    Product                                   Current Suggested Retail Price           New Suggested Retail Price
    Extra Emollient Night Cream, pk/12        $7                                       $9
    (tubes)
    Domain® Towelette Sample pk/6             $2                                       $2.50
    True Original Towelette Sample pk/6
                 ®
                                              $2                                       $2.50
    Lash Love® Sampler Brush pk/6             $3                                       $3.50

                                                                                                       fall 2017   applause     23
Michelle Haurilak
                             beauty bulletin
 Director, PR, Digital & Product Marketing

The Power of Vitamin C. Squared.
Fresh. Potent. Pure. Every. Single. Time.

H
          ow excited are you about the new TimeWise®                                                        • Marykay.ca: homepage takeover, banners, testimonial videos
          Vitamin C Activating Squares™…a beauty industry                                                     featuring real women, product application instructions that will
          first?! That’s right. You’ve got bragging rights because no                                         educate consumers on how to clearly activate the product when
one has seen anything like this.                                                                              combined with a serum, as well as customized stories on how to
   It’s not a serum. It’s not a powder. It’s a revolutionary skin                                             pair the squares with the different recommended serums.
care innovation that delivers pure vitamin C to your skin in a                                              • Mary Kay Canada Social Media Sites: Teasers to create
tiny, dissolvable square. So small, it can sit on your fingertip; so                                          awareness; engage with a big reveal, testimonials, results and
powerful, it can supercharge your serum with a benefits boost.                                                serum cross promotion; educate with how-to videos and how to
   Pure vitamin C degrades and loses its power over time when                                                 use posts; promote “beauty industry first” angle; showcase how
exposed to air, light or water. But this tiny, dissolvable square keeps                                       relatable the product is to everyone.
the pure vitamin C stable until its power is unlocked by you. In just                                       • The Look: 4-page story on the benefits, results and how-to
two weeks,* skin looks more radiant and even-toned, and fine lines                                            instructions.
and wrinkles look improved.                                                                                 • Applause® magazine: 3-page educational feature, including
                            So who’s your target audience?                                                    an FAQ.
                            • Women 25+, all skin tones & all                                               • August 17 issue of Beaut-e-News®: Will include step-by-step
                              skin types                                                                      instructions on how to use the squares, as well as testimonials
                            • Women & beauty influencers                                                      from real-life women. Remember, you must have a Mary Kay®
                              looking for the next breakthrough                                               Personal Web Site and your customers must opt in to receive
                              skin care                                                                       this newsletter through myMK.
                            • Women looking for a skincare booster
     		                       delivering on visible improvement in
   			                        the appearance of even skin tone,
   			                        radiance & fine lines and wrinkles
   And you! Because you’re always looking for an innovative,
trending, effective skincare solution for your customers.
   Although there is a lot of hype and excitement over this
revolutionary new product, it’s just as important to provide you                                            These are just highlights of what’s to come! It’s our goal to raise
with the tools, knowledge and materials to promote and sell the                                          the public’s awareness and stimulate interest and excitement in this
Vitamin C Activating Squares™. With that, I’m pleased to share                                           'beauty industry first' product and equip you with the knowledge
how we plan to support you – our beauty experts and ambassadors!                                         and expertise needed to support this product launch. Not only will
   • Newsstands: The September issues of Oprah and Marie 		                                              this boost Mary Kay’s positioning as a skin care innovator, it can
		 Claire magazine will feature this latest innovation.                                                  boost your skin care confidence and give you the opportunity to
   • Staples: Instructional postcards that you can personalize 		                                        educate your customers on the benefits of vitamin C and its ability
		 with your contact information and attach to a square as a 		                                          to power up Mary Kay serums. And did we mention sales? Because
		 sample.                                                                                               the squares are paired with a serum, it’s the perfect conversation
   • InTouch™: Downloadable e-card, flyer, textable images and                                           starter for current serum customers and for those who’ve never
     social media assets for you to share on your Facebook Business                                      tried one before. We can’t wait to see how supercharged your skin
    Page, product fact sheets, how-to videos.                                                            care parties will be this fall!
                                                                                                            Here’s to new faces taking you places!

      24       applause       fall 2017
                                            *Results based on a four-week independent clinical study in which 29 women used TimeWise® Vitamin C Activating Squares™ in a neutral base three times a week. The neutral base did not contain age-fighting ingredients.
rewards
PAGE 32 | SHINE ON
seminar jewellery

                     Grow

                            PAGE 28 | THIS JUST IN

                            new faces take you
                            places
                            PAGE 36 | BEGIN ANEW

                            it’s all about a fresh
                            start
                            PAGE 38 | WORK IT

                            kick it into high
                            gear
grow      40X40 CHALLENGE

               LYNDA’S
                 LETTER
       W    elcome to a brand new year filled with endless possibility! I truly believe that each year is
       a fresh start; a time to set a new, powerful intention that will take you places you never thought
       possible. This year, that means committing to achieving our exciting 40 x 40 Challenge.
   If you were at Seminar, you witnessed me, our President of the North America Region Nathan Moore,
   U.S. Independent Elite Executive National Sales Director Emeritus Anne Newbury and Independent
   Executive National Sales Director Angie Stoker launch this exciting challenge from the main stage. Together,
   we spoke about the impact that such challenges have had on the business, as well our belief in the power each of you
   has to help us achieve this milestone.

   Take our 35 x 35 Challenge. In 2013 we achieved this exciting goal – and then some. But it was about more than just
   hitting a number; by working together and dedicating yourself to sharing the opportunity and our fabulous product,
   you created a positive growth surge in the Canadian Sales Force that lasted for years. That’s right! You grew the Beauty
   Consultant count to new heights – and it remained at that level for almost four years. Wow!

   And so, with our next milestone being our 40th (Ruby) anniversary, I challenge you to make it your intention to grow
   our Consultant count to 40,000. How do I know you can do it? Simple: we’ve done it before.

   This year has been one of exceptional change; we’ve introduced new products — like the Vitamin C Activating
   Squares™, new promotions — like the New Faces Take You Places Challenge — and new systems to help you take your
   business to new heights. Now we rely on you to offer the exceptional customer service Mary Kay built this Company
   upon. Follow up on leads, put skin care on new faces, and offer this unique opportunity that will enable women to build
   the life of their dreams. It’s a simple formula that will ensure you have customers for life, and, in turn, will support our
   vision of 40,000 Independent Beauty Consultants in Canada.

   You owe it to yourself, you owe it to the countless women you meet on a daily basis, and you owe it to Mary Kay Ash.
   As she once said: “Nothing happens until someone sells something. Our business, more than any other, is people-
   driven and people-dependent, and that gives us, at once, a great opportunity as well as a great responsibility.”

   We live in an ever-changing retail landscape. No longer do the brick and mortar retail stores of years past reign
   supreme. With companies converging or being shut down completely, this is your opportunity to reach out and offer
   the opportunity and the exceptional customer service on which the Company prides itself. People want to do business
   efficiently, effectively, but most of all, supported through person-to-person customer service. It’s what sets us apart, it’s
   what puts us ahead of the pack, and it’s what’s going to carry us – in strength and confidence – into our next 40 years.

   I believe in you, I’m counting on you, and I know you can do it!

   Love & Belief,

   Lynda Rose
   General Manager

       26      applause     fall 2017
40X40 CHALLENGE    grow

Mary Kay never shied away from a challenge, and neither should you! She also believed that
maximum efficiency came when one started every day with a Six Most Important Things List to
help prioritize her goals.

And so, here are the 6 Most Important Things you can do to help us achieve this thrilling goal.

    NEW FACES TAKE YOU PLACES. Whatever your goal or dream, new faces will take you
    there. That’s why it’s so important to put our fabulous skin care on new faces. When you step out
    and introduce new faces to our incredible Mary Kay® skin care, the places it can take you and your
    Mary Kay business are limitless! And when you introduce women to the incredible opportunity, a
    new level of success can be set in motion. Full details can be found on page 28.

    TIME TO PARTY! HOSTESS CONTEST. Mary Kay knew it, and so do we… Parties allow
    you to earn more for the time you invest, simply because they maximize your selling opportunities.
    During this exciting month-long promotion, your hostess will earn ballots for a draw to win a
    Vacation Voucher (valued at $1,500), simply for hosting a party. Even better, the more parties they
    host, the more entries they earn! Check out page 18 for full details.

    DREAMING IN RED TEAM-BUILDING CHALLENGE. Get ready for red-hot success
    this fall! Mary Kay believed that customers were new team members waiting to happen, and when
    you build your team during this exciting challenge you could earn sizzling rewards – including a
    free Red Jacket! Check out full details on page 30.

    STAY IN TOUCH. Building strong relationships – with your customers and team members – is
    the foundation of a successful Mary Kay business. So be sure to keep connected (in person and
    through social/text) to nurture and grow those relationships to achieve the ultimate success.

    MARY KAY’S 4-POINT RECRUITING PLAN. Developed by Mary Kay Ash herself, the
    four-point recruiting plan is a great tool for you to consider using at each appointment.
    1. Ask your hostess to identify any guests who might enjoy doing what you do.
    2. Tell your heartfelt, enthusiastic I Story.
    3. Share the Mary Kay opportunity with your hostess and the guests who seemed excited or
       inspired by your I Story at the end of your Mary Kay® party.
    4. Offer your hostess a special gift for every person she suggests who becomes a new team
       member.

    TAKE ADVANTAGE OF COMPANY INCENTIVES. The key to a successful business is
    consistency, and with so many exciting incentives for Beauty Consultants when they place their
    order (Hello, Monthly Ordering Bonus!), you’ll want to be sure to use these to your full advantage

6
    to encourage them to stay active.

                 MOST 		                                                             #40X40
                 IMPORTANT
                 THINGS
                                                                         fall 2017       applause
                                                                                                       27
grow    NEW FACES TAKE YOU PLACES

                                                                       FALL CONSISTENCY
                                                                                 challenge
                                                             JULY 1 – DECEMBER 31:
                                                             KICK UP YOUR HEELS AND START!

                                                             YOU EARN:
                                                             This elegant, wire-framed designer bracelet
                                                             adorned with a "GROW" charm that represents a
                                                             key Mary Kay value.

                                                             WHEN YOU:
                                                             Place a cumulative $600 or more wholesale
                                                             Section 1 orders each month – from July 1, 2017
 JULY 1, 2017 – JUNE 30, 2018                                to December 31, 2017.
 IT’S A NEW SEMINAR YEAR!
 Now’s a perfect time to take advantage of

                                                          READY,
 the momentum you began last year sharing
 Mary Kay® skin care with new faces. Because

                                                          SET,
 you know when you step out and introduce new
 customers to our incredible products and share the

                                                          start!
 Mary Kay opportunity, you set in motion a new level
 of success.

 Working toward the use of a Mary Kay Career Car?
 New faces can help drive your business straight
 to the dealership. Longing for that family beach         Time to START earning more, START building your
 trip? New faces can help you ride the wave there!        team and START living your dreams. It STARTS
 Whatever your dream, new faces can help make it          this month and every month when you place a
 happen!                                                  cumulative $1200+ retail Section 1 order.

 This year, look for more fun challenges and ways
 to help you sell, share and win! For starters, there’s
 the Fall Consistency Challenge and the New Faces         How do you get started? By simply
 Take You Places Trip Promotion because selling to        beginning. I can assure you that you will
 new faces can lead to new team members. And get          go nowhere until you start. I can also
 ready, because there’s even more surprises in store      assure you that you will have a tremendous
 for you throughout the year!                             experience if you will only begin. Make
                                                          every day count. Make every hour count.
 Be sure to check the New Faces Take You Places           Make every minute count.
 page on Mary Kay InTouch® for interactive ways you
 can take it up a notch, grow and earn big!

       28    applause      fall 2017
NEW FACES TAKE YOU PLACES    grow

 DOUBLE DIP
 When you consistently sell enough product to
 support $600+ in cumulative wholesale Section
 1 orders each month, you can also earn Star
 Consultant prizes and perks. See page 35 for
 more details.

 DO THE MATH:
 How can you reach $600+ in cumulative
 wholesale Section 1 orders each month? Start
 with skin care:

 6 TimeWise® Volu-Firm® Sets =
 $1,380 retail or $690 wholesale

 9 TimeWise® Miracle Sets® =
 $1,413 retail or $706.50 wholesale

ABOUT THE designer
R.J. Graziano is highly recognized as an industry
trendsetter whose signature style embraces
fashionable women everywhere. R.J. has enjoyed
success at Bloomingdales, Nordstrom, Saks and
Neiman-Marcus. His designs are worn by Taylor
Swift, Rihanna, Julia Roberts, Beyoncé and Oprah
Winfrey among others. His designs are featured in
Vogue, InStyle, People StyleWatch and Elle.
@Rjgraziano

                                                    fall 2017            applause
                                                                                        29
Red
  grow      DREAMING IN RED

  DREAMING IN                                                                                      AUGUST 1 – NOVEMBER 30, 2017
                                                                                                   Get ready to set your business ablaze with
                                                                                                   possibility! With the Dreaming in Red Team-
                                                                                                   Building Challenge, you can move up the
                                                                                                   career path while earning red-hot rewards.

                                                                                                                                              ADD 2 NEW QUALIFIED*
                                                                                                                                            PERSONAL TEAM MEMBERS

 ADD 1 NEW QUALIFIED*
PERSONAL TEAM MEMBER

       ADD 3 NEW QUALIFIED* PERSONAL TEAM
       MEMBERS AND RECEIVE BOTH PIECES.
       INDEPENDENT BEAUTY CONSULTANTS WILL
       ALSO RECEIVE A FREE RED JACKET FROM
       THE   NEW   COLLECTION.   INDEPENDENT
       SALES DIRECTORS WILL RECEIVE A $100
       MASTERCARD ® PREPAID GIFT CARD**.

You already know that new faces will take you places, and
when you take advantage of this sizzling promotion to turn
up the heat on building a strong team, you’ll celebrate your
success in Mary Kay style!

                                          *For contest purposes a new qualified personal team member is one whose Independent Beauty Consultant Agreement is submitted to the Company from August 1 to November 30, 2017
                                           and whose cumulative orders with the Company are $1200 or more in retail Section 1 products and are received during the promotion period.

          30                  fall 2017 **THE PROMOTION CARD is a trademark of Hunt Diversified Marketing Inc. All Rights Reserved. THE PROMOTION CARD is a Prepaid MasterCard Card issued by
                                                                                                                                                                                                 ®
                 applause
                                         Peoples Trust Company pursuant to license by MasterCard International. MasterCard and the MasterCard Brand Mark are registered trademarks of MasterCard International.
grow
     NEW FACES, NEW TEAM MEMBERS
                                                                                                                                                                     DREAMING IN RED

     HAPPY YOU!
      THINK ABOUT THIS... If someone had not offered you the Mary Kay opportunity, what
      would you be doing now? Chances are you wouldn’t be doing what you love! Why not share
      Mary Kay with others – so that they have the chance to love what they do? When? At your skin
      care parties. Your guests are already falling in love with the products and they see how much
      fun you have. It’s the perfect time to invite them to do what you do.

     HOW CAN I GET MY RED
     JACKET?                                                                                           TEAM-BUILDING TIPS
                                                                                                         Listen to what she wants first. Then share how a Mary Kay
         REQUIREMENTS:
                                                                                                         business can help her get there.
         3 or 4 active* personal team members
         You must be active*                                                                             Smile as you speak. It always attracts others.
                                                                                                         Have a plan to achieve your team-building goal. Then make sure
         HOW CAN I EARN:                                                                                 you hold enough parties to get in front of your potential team-
         Product sales and re-orders                                                                     members.
         Team-building commissions                                                                       Developed by Mary Kay Ash herself, the four-point recruiting plan
                                                                                                         is a great tool to consider using at each appointment.
         COMPENSATION:
         4% personal team commission
                                                                                                       TURN OBJECTIONS INTO
         REWARDS:
         Star Team Builder pin enhancer
         Eligible to wear Red Jacket
                                                                                                       OPPORTUNITIES
                                                                                                        SOME SCRIPTS TO GUIDE YOU:
    HOW CAN I GET THERE?                                                                                No Time. Say, "How much time do you have?" Then show her how she
                                                                                                        can make it work within her time limits.”
    READY FOR RED COURSE
    This six-week guided course is designed to help                                                     No money. Explain that as women we are resourceful and if she really
    you make the leap into Red Jacket Leadership;                                                       wants to, you know she can find $85 to start.
    a step-by-step action plan that will give you                                                       I don’t wear makeup. Tell her that many women (perhaps even you!)
    the tips and education to confidently make that                                                     didn’t wear makeup either when they started, but Mary Kay offers tools
    exciting transition to Mary Kay leadership. Find it
                                                                                                        and how-to videos that make it easier.
    on InTouchTM under Education > Ready for Red.
                                                                                                        Fear of starting. Say, “What’s the worst thing that can happen and the
    • Track. If you see enough new faces, the sales                                                     best thing that can happen?” At that point she starts to realize it’s not
      and team members will follow. Track bookings,                                                     as scary as she thought. Try saying, “If you don’t start, will you always
      sales and the number of faces you see every                                                       wonder what could have been?”
      month.
    • $1200 in retail, six parties, six interviews                                                      START THE CONVO - Try this!
      each month. Make it your goal to do this each                                                     "I think you’d be a great Mary Kay Independent Beauty Consultant! I
      month.                                                                                            can tell you’re a good communicator and you smiled the entire time.
    • Prioritize. Get your life in balance by                                                           May I send you home with some information and give you a call
      exercising regularly (or any other activity you                                                   tomorrow to see what you think?"
      enjoy!), reading positive books and listening to
        affirmations.

* An Independent Beauty Consultant is considered “active” in the month $450 in retail Section 1 product orders (discounted $225 in wholesale Section 1
 product orders) are received and accepted by the Company and for the following two calendar months.                                                     fall 2017   applause
                                                                                                                                                                                       31
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