Camp Holiday 2010 Strategy Handbook

Brought to you by…

PINK Cadillac Executive Senior Sales Director Irvene Foster PINK Cadillac Future Executive Sales Director Connie Miller

and the South Florida Sales Directors!

“This is a season to reflect. We must never lose sight of the purpose.

Always remember, you can make a difference! Thank you for lighting up the lives of so many.”

Mary Kay Ash

It’s the most wonderful time of the year!

Focus through the Holidays

What is focus? What are the adversaries of focus? This time of the year in particular there are many distractions that can keep us off-course from our goal. Many of those are good and wonderful distractions which makes it even harder to accomplish our goals. There is so much pressure these days combined with the holiday season; it becomes a full time job in and of itself if we let it. We want to enjoy and get the most out of the holidays, but we don’t want to lose focus and see our goals slip through our fingers in the process. How can we accomplish both? Let’s go through a list of “How To’s” that have helped keep focus during stressful, difficult or holiday times. 1. Organize: Unhappiness is not knowing what we want and killing ourselves to get it. ** Treat this business as you would any job during the holiday season ** Have set times to do your business. ** Discipline your mind… ”How can I” never “I can’t” ** Don’t Travel - when you are with your family… really be with your family. ** When you’re doing Mary Kay… FOCUS! ** Simplify: The holidays – Your Mary Kay - Your home life ** Enjoy the quiet moments and small things and ** LEARN TO SAY NO! Refuse to buy GUILT! 2. Prioritize: Don’t equate activity with efficiency—The art of being wise is the art of knowing what to overlook. ** Know your exact goal each month. ** Determine what is really most important to do in your business. * Contacting every customer should be #1 ** Do your six most important things and do the things you least want to first. ** Resist the temptation to embezzle 3. Utilize: The person who knows how will always have a job – The person who knows why will always be the boss! Success seems to be largely a matter of hanging on after others have let go. ** Truly help people with their Christmas shopping ** Utilize wish lists and husband’s names on profile cards ** Combine Christmas parties with shopping boutiques and sell multi-tasking ** Realize people will be buying gifts on December 24th at midnight ** Turn every no into a booking for January ** Recruit people for extra money during the holidays, tax benefits, etc ** Utilize the teleconference marketing opportunity ** 12 days of Christmas for customers and the kids ** Utilize help, and trade product Christmas gifts for the help you need ** Get in the spirit of giving with your customers by giving them a gift

Plan Your Work and Work Your Plan

Step 1: Choose your strategy

Listed below are the main holiday selling ideas! Choose 1 or 2 ideas that best fit your time, energy and personality!

A. Holiday Coffees / Trunk Show / Gift Shows / Pampering Parties

B. Open Houses

C. Gift Giving Services for Businesses, Husbands, Family & Friends

D. Velocity / TimeWise Classes / Holiday Makeovers

Step 2: Set a Plan of Action

A. Use a Weekly Plan Sheet or Calendar & schedule dates and times

B. Commit to implementing the selling ideas you have chosen

C. Take into account personal events, shopping, cooking making, etc.

D. Set specific goals

E. Create your plan with your family

F. Use the guidelines in this packet

Step 3: Evaluate your success and make notes for next year

My holiday retail goal is: ____________________________________________

I want to build my business because: ____________________________________________

I want to add team members (#): ____________________________________________

Tips for October, November and December

Build excitement - tell everyone about your gift service and up-coming open house. Stick flyers in all reorder baskets. Your best holiday shoppers will be your new customers in September and October! Tips for October ⇒ Make a wish list for new clients so you can contact their spouse or boyfriend ⇒ Make a list of business clients ⇒ Send introduction letter to businesses ⇒ Check inventory ⇒ Hold lots of appointments to meet new clients ⇒ Build team to “help you during the holiday sales” and so they will have CASH

Halloween—give out samples stapled to business cards. ⇒ Display a few gift sets at every appointment to wet their appetite Tips for November ⇒ Follow up with contacts (businesses and 12 Days) ⇒ Hold your Open House / Holiday Blitz Tips for December ⇒ Keep goals visual to remind you that even though the holidays are a time for family,

don’t forget your business and the extra $ you could make. ⇒ Select Santa Helpers—many business women and employers are just hanging around.

Give them samples, sales tickets and beauty books. ⇒ Ask everyone, “Have you finished your shopping yet?” ⇒ Keep a basket of stocking stuffers on hand, like nail colors, lip glosses and hand creams ⇒ Hold one or two “last minute” open houses or by appointment only ⇒ Personally shop in your Open House, then write them off on your taxes ⇒ Schedule Holiday Coffees - they only take an hour ⇒ Set up one-on-one shopping appointments for husbands or great clients ⇒ Book holiday glamour classes - everyone loves to look “marvelous” at the Company Party ⇒ Schedule Jan “New year - New Look” appointments before you “close” for the holidays ⇒ Plan an “After Christmas Sale” on Dec 27 - 30...lots of people get cash gifts ⇒ Be sure to offer MC/VISA and call them in on the spot ⇒ Offer free shipping to their out-of-state relatives ⇒ Hold a Holiday-Phone-A-Thon to help with last minute needs and stocking stuffers. After

a designated time, draw one name to get their entire order at 40% off! ⇒ Don’t forget teacher gifts, babysitters, house cleaners, etc. ⇒ Be sure to offer “Satisfaction Guaranteed” - even “non-MK” clients will purchase!

:

Holiday Time Table September 1st—10th: ⇒ Plan your Holiday Strategy. ⇒ Call all your customers and offer them a $75 for $35 for all Hostesses who have 3+

guests, $100 in class sales and one class booking! This is great for moms and daughters, Velocity, TimeWise classes, Trunk / Gift Shows or Office Pampering Parties!

September 11th—15th: ⇒ Complete your Star! ⇒ Order your holiday items early. ⇒ Set up preview appointments with your best customers to get their opinions of what they

like. This will help you with Holiday inventory ordering. September 16th—30th: ⇒ Begin your preview appointments with customers. ⇒ Begin sending letters and making follow up calls to local businesses. Start with business

owners within your customer base. ⇒ Hold appointments that you scheduled the 1st part of the month. ⇒ Do your own personal shopping using our wonderful Mary Kay products and gift items! October 1st—15th: ⇒ Set your goals Retail Sales, interviews held and new team members. ⇒ Have guests to every meeting! ⇒ Start “showing, telling and smelling” with everyone you come in contact with. ⇒ Have your Go-Tote filled with samples, fragrances and Look Cards. ⇒ Hand out 3 a day for best results. You are planting seeds for your future! ⇒ Have 10—15 Hostess Packets and Recruiting Packets with “Consider the Possibilities”

CD’s prepared. ⇒ Start following up with PCP customers. ⇒ Target: Booking Skincare Classes, Fall Makeovers, Nail Care Classes, Pampering Parties

(Satin Hands and Body Care). Offer a variety of choices based on her personal needs. Get in front of them with the products so you can get a wish list filled out for her, interview her and meet more wonderful ladies.

⇒ Offer a free lipstick / liner to your customers for allowing you 15-30 minutes to share your Career Opportunity so they can earn extra income during the Holiday Season. Tie this in with the above appointment if possible.

⇒ Now is the time to start booking office visits to do Shopping Coffees / Holiday Preview Parties during break / lunch time at customer’s place of employment or in a neighborhood setting

⇒ Continue to follow up with businesses, always adding more to your list. ⇒ Look ahead at your fall calendar and schedule your Open House(s). This is for

Consultants with ample customers locally to them.

Holiday Time Table (continued)

October 16th—31st: ⇒ Continue booking Wish Lists and warm chatting with the Go-Tote. ⇒ Have guests at every meeting! Offer a free Nail Color or Lip Gloss for coming. ⇒ Make sure you have everyone fill out a Wish List! ⇒ Order items from the holiday catalog for your own gift giving needs. ⇒ Send out letters to husbands on your list. ⇒ Offer a variety of classes. Skincare, glamour, nails, pampering, On-the-Go, etc. Begin to talk to

everyone about preparing for the holidays. ⇒ Remind everyone of your gift giving / wrapping service. ⇒ RECRUIT! Build your team in October so they can take advantage of holiday selling season and

the tax advantages for the entire year. November 1st—15th: ⇒ Continue booking, Wish Lists and warm chattering with the Go-Tote. Now you can offer Holiday

Makeovers. ⇒ Have guests at every meeting and at any event in your local area. ⇒ Begin follow up with men you’ve contacted using the Wish Lists you may have. Many may not be

ready to buy but you’ve planted a seed. Ask when you could call back. ⇒ Continue following up with business leads. If they are not interested in large gifts, ask if they’d

be interested in you coming and offering hand massages with the Satin Hands products to offer a break for the employees.

⇒ Keep track of community events through local papers or flyer. Churches, schools, local business to do women’s teas, etc. What a great opportunity for you to offer your services to have a pamper station or table or treats.

⇒ Be Creative! Many businesses may want to offer a special goody to customers during the Holiday time. Keep your ears and eyes open and make suggestions. You could provide a Pamper Goody Bag with a hand cream and $10 Gift Certificates to use at their facial and makeover or Domain for men sample and $10 Gift Certificate. Charge your cost plus supplies. It’s a great way to meet new women. You can choose to put a minimum purchase price on the Gift Certificate.

⇒ Send out your Open House invites, if you are holding it the last weeks of November. ⇒ RECRUIT! What a great time to begin a business. Your own holiday shopping at cost! November 16th—30th: ⇒ Continue with booking, wish lists and warm chattering with Go Tote! ⇒ Have guests at every meeting and at the Career Brunch. ⇒ Follow up with Open House invites, Call EVERYONE and make sure they don’t miss the free gift

for sending their RSVP. Book those that can’t come for another time. ⇒ Set up your Open House if booked during this week. Keep it simple! ⇒ Recruit! What a great time to begin a business for shopping at cost, extra income for the

holidays and tax benefits.

Holiday Time Table (continued)

December 1st—15th: ⇒ Finish your Star Consultant Prize Contest by December 15th. ⇒ Follow up with all husbands. They are getting serious now! Talk Twelve Days of Christmas! ⇒ Follow up with all Wish Lists. ⇒ Continue Booking (help them prepare for holiday parties), wish lists and warm chattering with

Go-Tote! This is a great time for Gift Shows. ⇒ Have gifts with you at all times; in your car, in a basket to carry with you wherever you go. ⇒ Have stocking stuffers available (Hand Creams, Energizing Foot, etc.) Slip in a corsage type goody

bag and tie with a ribbon. ⇒ Delivery any Twelve Days of holiday gifts. ⇒ Book shopping coffees (attachment section for sample invitation) ⇒ Offer to have a fancy party dress night for make-up training. ⇒ Consider last minute Open House. ⇒ RECRUIT! Still time to get gifts at cost, take advantage of the tax benefits and prepare for an exciting

new year of possibilities. December 16th—23rd: ⇒ Call all your customers for their own personal needs. They often forget to call to reorder during the

hustle and bustle. Remind them of your last minute gift ideas and stocking stuffers. Ask if she sees any gifts under the tree with her name on it. It not, find out who her Secret Santa is and get her Wish List.

⇒ Deliver to offices as often as possible and bring your basket in with stocking stuffers and sets. ⇒ Always have gifts in your car. This is a good time to put leftover sets in the trunk of your car and visit

some local businesses. Ask employees if they’d like to shop. You can offer a discount on gifts sets left, if you choose.

December 24th and 25th: ⇒ Spend time with your family but be prepared for some last minute “panic” calls on the 24th. December 26th—January 1st: ⇒ Follow up with Gift Certificates put in gifts given. ⇒ Book NEW YEAR—NEW YOU classes.

Have a great holiday season. It will be what you choose it to be!

Christmas Strategy Contact List

Businesses to Contact for Gift Giving Service

Business Telephone Contact Person 1. _________________________ ____________________ _______________________ 2. _________________________ ____________________ _______________________ 3. _________________________ ____________________ _______________________ 4. _________________________ ____________________ _______________________ 5. _________________________ ____________________ _______________________ 6. _________________________ ____________________ _______________________ 7. _________________________ ____________________ _______________________ 8. _________________________ ____________________ _______________________ 9. _________________________ ____________________ _______________________ 10. _________________________ ____________________ _______________________ Customer’s Name Secret Santa’s Name Spouse/Spice Telephone 1. _________________________ ____________________ _______________________ 2. _________________________ ____________________ _______________________ 3. _________________________ ____________________ _______________________ 4. _________________________ ____________________ _______________________ 5. _________________________ ____________________ _______________________ 6. _________________________ ____________________ _______________________ 7. _________________________ ____________________ _______________________ 8. _________________________ ____________________ _______________________ 9. _________________________ ____________________ _______________________ 10. _________________________ ____________________ _______________________

Holiday Coffees, Holiday Makeovers, Trunk/Gift Shows & Skincare Classes

Customer’s Name Secret Santa’s Name Spouse/Spice Telephone 1. _________________________ ____________________ _______________________ 2. _________________________ ____________________ _______________________ 3. _________________________ ____________________ _______________________ 4. _________________________ ____________________ _______________________ 5. _________________________ ____________________ _______________________ 6. _________________________ ____________________ _______________________ 7. _________________________ ____________________ _______________________ 8. _________________________ ____________________ _______________________ 9. _________________________ ____________________ _______________________ 10. _________________________ ____________________ _______________________

Girlfriend Holiday Shopping Party!

What a great way for you to shop from your seat and not on your feet! No need to drive to a mall at $3 a gallon, I WILL COME RIGHT TO YOU! Or if you prefer, we can hold your shopping party at my home. This gift is for you

and up to 20 girlfriends (minimum 3). Have fun seeing, smelling and touching the latest MK products, including our phenomenal Holiday Collection! We will not be

doing facials, so no one will be removing their makeup that day, just SHOPPING, LAUGHING and HAVING FUN! And the best part is…..

You can earn up to $250 in free products! $250 in FREE products of your choice with 10+ Girlfriends at your appointment, sales of $1,000 or more (may include outside orders) and two Future Bookings $100 in FREE Products of your choice with 5+ Girlfriends at your appointment, sales of $500 or more (may include outside orders) and 1 Future Booking $50 in FREE Products of your choice with 3+ Girlfriends at your appointment and sales of $250+ (may include outside orders) $25 in FREE Products of your choice with 2+ Girlfriends at your appointment and sales of $150+ (may include outside orders)

Because you are helping me meet my goal of getting 100 women’s opinion of our Holiday Collection, so I know which products are HOT and what I should stock up

on…....as a thank you, I will also award TWO LUCKY GUESTS, from your Shopping Party, with their own FREE GIRLFRIEND HOLIDAY SHOPPING PARTY

and the opportunity to receive $250 free!

Be sure to call or email me with your guest list as SOON as possible so I can get your invitations out!!!

Your MK Independent Beauty Consultant: ______________________________

Office #: ______________________________

Email: __________________________ Web Site: __________________________________

Fun Packet Just in time for Christmas

Put your name on a line for each $10 purchase. For example, spend $25 and put your name on two lines, etc. If your name is on the “LUCKY LINE”, you’ll receive a F.R.E.E. item!

Date: _________________________________________ FUN PACKET issued to: _________________________________________ Complete by: _________________________________________ NAME TELEPHONE PURCHASE AMOUNT (not including sales tax) 1____________________ ___________________ $ __________________ 2____________________ ___________________ $ __________________ 3____________________ ___________________ $ __________________ 4____________________ ___________________ $ __________________ 5____________________ ___________________ $ __________________ 6____________________ ___________________ $ __________________ 7____________________ ___________________ $ __________________ 8____________________ ___________________ $ __________________ 9____________________ ___________________ $ __________________ 10___________________ ___________________ $ __________________ 11___________________ ___________________ $ __________________ 12___________________ ___________________ $ __________________ 13___________________ ___________________ $ __________________ 14___________________ ___________________ $ __________________ 15___________________ ___________________ $ __________________

If you would like a FUN PACKET of your own,

simply write your name & telephone number on a line below:

_____________________________ __________________________ _____________________________ __________________________ _____________________________ __________________________

Quick Holiday Makeovers By National Sales Director pat Danforth

When our children were young we had a family “rule” that Christmas morning didn’t begin until all of the family was awake. Needless to say, most times I was awakened by pairs of eyes staring silently at my sleeping body! Given less than five minutes to make myself presentable for family snapshots, I opted to wear the nightgown and invest my time in doing something efficient yet effective with my face! From those experiences came a presentation on 5-10-15 Minute Makeovers for Christmas Morning, Christmas Day and New Year’s Eve. Christmas Morning: Cleanse and apply a touch of foundation. Follow with some brow pencil, if needed, some blush, a touch of shadow, a quick wave of the mascara wand and lipstick. Christmas Day: While dinner is cooking you can apply eye shadow, eye definer /liner and more mascara. Perhaps add a bit more foundation and cheek color. Make more of your lips with pencil and a brighter color. Dust with powder for a flawless finish. New Year’s Eve: If you are going for a more glamorous look for the evening, be sure to start with your brows. Features tend to disappear in low light and brows are no exception. Unless you have very dark, heavy brows, you may want to add a bit of color. Your brows should “frame your eyes” as your hair “frames your face”. Cheek color should be brighter, with powder over the entire face to blend the look together. Eye shadows, as well as liner, can be deepened to accent the eyes. And a really effective look for lashes is to apply brown mascara heavily, then tip with black. The brown gives a more soft, natural look, while the black accents the length. False eyelashes are a fun option and simple to apply. Trim the width of the false lash band to fit your eye and touch a drop of clear nail polish on the end of the band to stop the lashes from slipping off the band. Apply a small amount of surgical lash adhesive to the band, bending the band as adhesive sets a little, before setting into the baseline of your lashes. Use the rounded tip of your eye defining pencil or an applicator, to press band into place. Lip color needs to be richer. Try filling in the entire lip area with your pencil, then applying a darker color of lipstick with a lighter color glazed over it. Add some lip gloss to the centers of the lips for some shine. You will be amazed at how natural, yet glamorous, you look!

12 Week Plan to Earn $3000 by Christmas Commit To: 2 hours a week for unit success meeting / training 5 to 6 hours a week to show / teach the product line Invest: In holiday product and basic inventory 3 Ring Binder and clear protectors. Separate the pages of “The Look” and put a page into each of the clear protectors with the cover as the cover of your binder. Show or Tell: Fill a Holiday Basket and let everyone shop while you watch. The average person selects 3 items from the holiday line, averaging about $50 per shopper. You only need about 8 customers a week to reach your goal. Have the customer tell their friends and they can have a special discount if their friends buy 3 items. You could do 1 party and 1 private makeover a week along with your holiday sales and raise your profits even more! Week 1 Sell $650 Profit $260 Week 2 Sell $650 Profit $520 Week 3 Sell $650 Profit $780 Week 4 Sell $650 Profit $1040 Week 5 Sell $650 Profit $1300 Week 6 Sell $650 Profit $1560 Week 6 Sell $650 Profit $1820 Week 8 Sell $650 Profit $2080 Week 9 Sell $650 Profit $2340 Week 10 Sell $650 Profit $2600 Week 11 Sell $650 Profit $2860 Week 12 Sell $650 Profit $3120 That’s over $3000 profit to buy your family the Christmas gifts of their dreams. You can do it!!! It’s been proven that cosmetic sales are the #1 gift during the holidays, because it’s one size fits all! But don’t stop with this! Think even bigger!! Check out the next page on how to profit about $8,000 this season...it happens but to those who work! Businesses won’t hunt you down, so get it!!!

$16,500 Sales Blitz by Christmas Select 20 of your favorite Hostesses or Customers....Call them and say: "Hi! This is ________ with Mary Kay and I am so excited! I have a Phenomenal offer for you! How would you like to do your holiday shopping at 50% off? On (date) and (date). I will be holding a Holiday Blitz at my home. All you need to do is bring 10 friends over for refreshments and check out the great gift ideas Mary Kay has this season! The times to shop are 10:00 am, 12:00 noon, 2:00 pm, 4:00 pm and 7:00 pm. Which will be best for you?" Have: 2 hostesses bring 10 people at 10:00 am 2 hostesses bring 10 people at 12:00 noon 2 hostesses bring 10 people at 2:00 pm 2 hostesses bring 10 people at 4:00 pm 2 hostesses bring 10 people at 7:00 pm Do this Friday and Saturday or on two Saturdays. Make sure you do Satin Hands as they arrive! Suggestion: Hire a teen or two to help out. Give each guest a Profile Card to fill out and a Sales Ticket. Show the products and special sets and have them fill in their tickets! It's so simple! You will meet 200 customers. The average customer will purchase $60.00 (two Satin Hands sets for Mom and Mom-In-Law) 200 x $60 = $12,000 plus at least 10 will buy the 12 Days of Christmas for their Mom, Grandmother or Daughter. 10 x $150 = $1,500 Plus. You have 200 husbands to call with their wife's wish list and at least 20 will buy the 12 Days of Christmas for their wives! 20 x $150 = $3,000. So…$12,000 + 1,500 + 3,000 = $16,500!!! WOW!!! Plus! You'll have 200 new contacts and your books will be full for January! Time Spent: 2 Days on phone booking hostesses 8 hours 2 Days setting up displays 8 hours 2 Days holding the event 20 hours 2 Days preparing orders 16 hours 2 Days playing Santa delivering 10 hours 60 Hours Total for $8,000 profit! Are you ready to make some calls! $8,250 profit in 60 hours is over $100 per hour! FOCUS and BOOK and have a great holiday season!

How to make an extra $1000 this Christmas – sell 10 - Twelve Days of Christmas Collections at $200 each!!! Easy! It only takes some phone calls and wrapping!!! Make a list of every married man or dating man that you know...the women do not need to be existing Mary Kay Clients. Contact the men by phone or in-person… “Hi Bill. This is Julie Potts.” (Explain how you know his wife or who gave you his name as a referral). “Bill, I’m a Consultant with Mary Kay. How would you like to be the most romantic husband this Christmas? This is how it works. I will beautifully gift wrap and put a tag on 11 personalized gifts says, “on the first day of Christmas, my true love gave to me…” Our products are 100% guaranteed so she can exchange any item. I will give you the 12th tag for her Christmas Day gift. If I may make a recommendation, try jewelry or lingerie. All the gifts will be delivered to your office or at home, then every day beginning with December 14th, you will give your wife a gift. Now, Bill, there are several advantages to this for you. First, the last two weeks before Christmas are always the most stressful and you will help keep your wife happy, which makes life happier for both of you. And, secondly, I bet the mistletoe will be used a lot more this year. I would suggest giving her gifts when you come home from work, after two days, she’ll be at the door with your slippers. All you have to do, Bill, is purchase the Christmas Day gift and let me know how much you’d like to spend. There are 11 or 12 gifts so how much do you want to average per gift…$15 to $30? You can pay by MasterCard, Visa or Check or you can pay half now and the rest on delivery. So, Mr. Romantic, which price range do you want for your wife? To beat the rush, I’d like to get all orders in by November 19th, so I will need at least a deposit (half)”. If he feels that price range is too high than you could go as low as $10 per gift. Take apart the Satin Hands and wrap it individually and use the PCP free gifts, etc. Determine what will go in the gifts based on the woman and what is already in your inventory. Ask a few questions about her…going on a trip (sunscreen), works out (aromatherapy-travel size items for gym bag), etc. I like to give left over limited edition items. You can also take the order first and then order the products that are needed. Most 12-Day Sets sell at $125 to $200. Have a deadline for the husband to order based on when you get the products back the fastest like the last phone order day of the month in October and then do it again in November. Deliver the bags of gifts by the 13th of December. Wrap each item completely different or completely the same. Gold foil makes beautiful wrapping with red and green bows or white and silver. However, it’s easier to have each one differently wrapped based on what paper and gift bags you have available. Make it as simple for you as possible because you need to plan on selling 10 - 20 Twelve Days of Christmas Gift Sets!!! That’s about $1000 to $2000 profit!!! This makes a GREAT gift idea for moms to give to their teens or to their moms or best friend!

Car Christmas Store

Wear a Red Santa Hat and have Christmas music playing. Put a small tape recorder in your basket. Go with someone else—your presents in the trunk and hers are in the back seat. Take turns going into offices. Offer makeovers for January—take recruiting literature, Beauty Books and your datebook and sales tickets. Offer MasterCard / Visa and call them on-the-spot (all businesses do it)! Best places—office parks, garages, anywhere men are. They have cash and aren’t usually finished with their shopping. Smile big and begin with “Has everyone finished their shopping? I have some gift sets for sale—last minute savings, too.” Only after they respond do I say “I’m with Mary Kay.” Take into offices—one big willow-type basket with 7 or 8 smaller gift sets inside. Put a big bow on the basket.. The week before Christmas has always been great for me because I can sell off my last sets and everyone is so nice since they’re just hanging out wishing they could be shopping. • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • •

Few, Fun Christmas Basket Names Cute slogans catch their attention.

Her 1st Blush Tub Toys for Her Merry Kiss-mas

Teacher’s Edition Basket Santa’s Beard-buster Quiet Moments

She’s Exquisite Fun in the Sun Candy Cane Red

Soft as Silk Razzle Dazzle Reds Teen Survival Set

Kiss ‘n Tell Scent-amental Gift For Her Eyes Only

Sweet Sixteen For Someone Beary Special Angel Hair Special

A Tribute for Two

December Car Christmas Store Business Sales or Executive Gift Service

Set a retail goal Be willing to work. This is the biggest retail season of the year! If you don’t “work it”, it won’t for you. These Christmas leads will turn into reorder clients throughout the year. Make a list of everyone (put on a database for next year - they may buy next year):

Small to medium size companies Current clients and their spouses anyone you do business with family neighbors and their spouses Co-workers and their spouses Social contacts

Be excited about your “Executive Gift Service” - you gift wrap, personalize and deliver to their office. You take MC and VISA. Be sure to take a 50% deposit + tax at time of order. Pre-wrap several items at different price points

Coffee and Cream $10 Satin Hands Set $20

Call contact person and ask “does your business give client gifts and gifts to employees who purchases them or if a cold call ask for the office managers name. Call the Office Manager the next day and ask for her by name. If the receptionist asks what it’s about say, “It’s a Santa Secret”. Send an intro flyer to introduce yourself then follow with a phone call or just call.. At call, ask what price range and who the gift is for so then you can personalize her selections. Offer discount for larger orders. Offer MC and VISA.

Sample Business Letter Your Name Independent Beauty Consultant Your Telephone Number and Email Address Your Mary Kay Website Address

Dear Business Executive: In just 10 to 15 minutes, you can get a head start on showing your appreciation to your employees and clients this holiday season. My name is ________________________________________ and I am an Independent Beauty Consultant with Mary Kay Cosmetics. This season I have a selection of quality gifts at reasonable prices, which I'm sure will delight your employees and clients. These limited edition gifts are attractively packaged and can be given separately or grouped in gift sets, depending on the price range for each person on your gift list. I also have a regular line of skin care for men and women, as well as glamour; body and hair care items you may want to consider giving to those on your personal gift list. In a few days, I'll call for an appointment at your convenience. I would appreciate the opportunity to meet with you, for just a few minutes, to discuss these gift ideas and show you how they can make your holiday gift-giving easy, economical and rewarding. Sincerely, __________________________ Independent Beauty Consultant PS: My gift service includes FREE gift-wrapping and a delivery date convenient to you. Plus, Mary Kay Cosmetics and I back all our products with a 100 percent satisfaction guarantee.

Sample Business Letter (2)

Your Name Independent Beauty Consultant Your Telephone Number and Email Address Your Mary Kay Website Address Dear Business Owner: Now is the time to review your gift-giving program for the upcoming holiday season and I am here to help you. As everyday stress increases around the holidays, a personalized gift is the best way to say; “we care about you, our employees.” You can customize your gifting program and do your shopping in the convenience of your office! I will personally deliver all products to you on the agreed-upon date. What a great way to save time, money and increase employee satisfaction! Please take a few moments to browse through the enclosed gift brochure for a sample of gift ideas. Pricing discounts would be available and would vary by order. I will call you in the next few weeks, to establish a convenient date for us to meet and discuss your gifting program needs and to review the hundreds of product selections from which you may choose to customize your program. Thank you for your consideration. Sincerely, __________________________ Independent Beauty Consultant PS: My gift service includes FREE gift-wrapping and a delivery date convenient to you. Plus, Mary Kay Cosmetics and I back all our products with a 100 percent satisfaction guarantee.

Holiday Consultants Wanted

How would you like to have an extra $280—$3,300 cash for the holidays this year? Consider joining the Mary Kay Cosmetics Pilot Program for Holiday Consultants. DEVOTE: 5 hours per week to teach and show the products, 2 hours per week for training and 1 hour per week for paperwork (in your home). INVEST: $100 (plus tax & shipping) for Starter Kit $200—$3,600 for inventory, which is an OPTIONAL investment. But remember...what the EYE sees, the EYE buys! Immediate Commission: 50% TEACH: One Skincare Class per week (4+ women present) Average Sales: $300+ One Gift Show per week (six—ten women present) Average Sales: $300+ One Mini Class (one to two women present) Average Sales: $100+ Total Weekly Average Sales $700+ PROFIT: $700 in sales minus 50% (cost of product) = $350 Gross Profit for just 5 hours a week! Net weekly profit after expenses (hostess gifts & supplies) of 10% subtracted is $280. Average of $56 per hour. $280 x 12 weeks = $3,360 net profit for about 60 hours of teaching and training outside of your home! This is a great part-time seasonal job! Having product inventory is an OPTION, NOT A REQUIREMENT. Women are impulsive and will purchase more if you offer on-the-spot delivery! At the end of the season, you may put your part-time business on hold and just do reorders until the next holiday selling season or decide if you want to keep up the pace to add an extra $500—$1,000 to your budget every month! If you have not had lots of fun, made an excellent hourly income, helped women feel better about Themselves or just plain decide that a part -time career with Mary Kay Cosmetics is not for you, just stop working your business. No strings attached – totally risk -free! You have nothing to lose. The possibilities are endless. Wouldn’t you agree that you’ll never know if this career is for you unless you give it a shot? By the way, how would a BRAND NEW FREE Career Car look in YOUR driveway on New Year’s Day? For more Information, please call: Consultant _________________________________ Contact Number ______________________

Your 2010 Holiday Strategy Handbook Prepared by:

Belkys C. Horner Virtual Works USA, LLC Office: 770-307-0683 Fax: 954-272-7011

Email: bchorner88@comcast.net Website: www.virtualworks.vpweb.com

Office Locations: Pembroke Pines, FL and Winder, GA

Call us today, mention CAMP HOLIDAY and receive a 10% discount on your first month or first order! Packages available for all levels of the business—Consultants,

Directors and National Sales Directors!

Providing You the Keys to Success