Loading...

Messages

Proposals

Stuck in your homework and missing deadline? Get urgent help in $10/Page with 24 hours deadline

Get Urgent Writing Help In Your Essays, Assignments, Homeworks, Dissertation, Thesis Or Coursework & Achieve A+ Grades.

Privacy Guaranteed - 100% Plagiarism Free Writing - Free Turnitin Report - Professional And Experienced Writers - 24/7 Online Support

Mary kay products in india

08/01/2021 Client: saad24vbs Deadline: 7 Days

CASE 4-8 Mary Kay in India


China accounts for the largest sales revenue outside the United States, representing about 25 percent of annual Mary Kay, Inc., worldwide sales. The company entered China in 1995 and cur- rently has some 200,000 indepen dent sales representatives or “beauty consultants” in that country. Part of Mary Kay’s success in China has been attrib uted to the company’s message of female empowerment and femininity, which has resonated in China, a country where young women have few opportunities to start their own businesses. Speaking about the corporate philoso phy at Mary Kay, Inc., KK Chua, President, Asia- Pacific, said, “Mary Kay’s corporate objective is not only to create a market, selling skin care and cosmetics; it’s all about enriching women’s lives by helping women reach their full potential, find their inner beauty and discover how truly great they are.” This view is echoed by Sheryl Adkins-Green, who notes that the Mary Kay brand has “transformational and aspirational” associations for users and beauty consultants alike. Mary Kay, Inc., learned that adjustments to its prod uct line and message for women were necessary in some Asia-Pacific markets. In China, for example, the order of life’s priorities—“God first, family second, and career third”—has been modified to “Faith first, family second, and career third.” Also, Chinese women aren’t heavy users of makeup. Therefore, the featured products include skin cream, anti-aging cream, and whitening creams. As a general- ization, whitening products are popular among women in China, India, Korea, and the Philippines, where lighter skin is associated with beauty, class, and privilege.


MARY KAY, INDIA Mary Kay, Inc., senior management believed that India represented a growth opportunity for three reasons. First, the Indian upper and consuming classes were growing and were expected to total over 500 million individuals. Second, the population was overwhelm- ingly young and optimistic. This youthful population continues to push consumerism as the line between luxury and basic items con- tinues to blur. Third, a growing number of working women have given a boost to sales of cosmetics, skin care, and fragrances in India’s urban areas, where 70 per cent of the country’s middle-class women reside. Senior management also believed that India’s socio-economic characteristics in 2007 were similar in many ways to China in 1995, when the company entered that market (see Figure 1). The Mary Kay culture was viewed as a good fit with the Indian culture, which would ben efit the company’s venture into this market. For exam- ple, industry research has shown that continuing moderniza tion of the country has led to changing aspirations. As a result, the need to be good looking, well-groomed, and stylish has taken a newfound importance. Mary Kay initiated operations in India in September 2007 with a full marketing launch in early 2008. The ini tial launch was in Delhi, the nation’s capital and the sec ond most populated me- tropolis in India, and Mumbai, the nation’s most heavily popu- lated metropolis. Delhi, with per capita income of U.S. $1,420,


Sheryl Adkins-Green couldn’t ask for a better assignment. As the newly appointed vice president of brand development at Mary Kay, Inc., she is responsible for development of the product portfolio around the world, including global initiatives and prod ucts spe- cifically formulated for global markets. She is enthusiastic about her position, noting that, “There is tremendous opportunity for growth. Even in these economic times, women still want to pamper themselves, and to look good is to feel good.” Getting up to speed on her new company and her new position topped her short-term agenda. She was specifi cally interested in the company’s efforts to date to build the Mary Kay brand in India.


THE MARY KAY WAY Mary Kay Ash founded Mary Kay Cosmetics in 1963 with her life savings of $5,000 and the support of her 20-year-old son, Rich- ard Rogers, who currently serves as execu tive chairman of Mary Kay, Inc. Mary Kay, Inc., is one of the largest direct sellers of skin care and color cosmetics in the world with more than $2.5 billion in annual sales. Mary Kay brand products are sold in more than 35 markets on five continents. The United States, China, Russia, and Mexico are the top four markets served by the company. The company’s global independent sales force exceeds 2 million. About 65 percent of the company’s independent sales representatives re- side outside the United States. Mary Kay Ash’s founding principles were simple, time-tested, and remain a fundamental company business philosophy. She adopted the Golden Rule as her guiding principle, determining the best course of action in virtu ally any situation could be eas- ily discerned by “doing unto others as you would have them do unto you.” She also steadfastly believed that life’s priorities should be kept in their proper order, which to her meant “God first, fam ily second, and career third.” Her work ethic, approach to business, and success have resulted in numerous awards and recognitions including, but not limited to, the Hora tio Alger American Citi- zen Award, recognition as one of “America’s 25 Most Influential Women,” and induction into the National Business Hall of Fame. Mary Kay, Inc., engages in the development, manufac ture, and packaging of skin care, makeup, spa and body, and fragrance prod- ucts for men and women. It offers anti-aging, cleanser, moisturizer, lip and eye care, body care, and sun care products. Overall, the company produces more than 200 premium products in its state- of-the-art manufacturing facilities in Dallas, Texas, and Hang- zhou, China. The company’s approach to direct selling employs the “party plan,” whereby independent sales representatives host parties to demonstrate or sell products to consumers.


GROWTH OPPORTUNITIES IN ASIA-PACIFIC MARKETS Asia-Pacific markets represent major growth opportuni ties for Mary Kay, Inc. These markets for Mary Kay, Inc., include Australia, China, Hong Kong, India, Korea, Malay sia, New Zealand, the Philippines, Singapore, and Taiwan.


cat29974_case4_01-024.indd 22cat29974_case4_01-024.indd 22 12/10/12 5:11 PM12/10/12 5:11 PM


Cases 4 Developing Global Marketing Strategies


and Mumbai, with per capita income of $2,850, were among the wealthiest met ropolitan areas in India. According to Rhonda Shasteen, chief marketing officer at Mary Kay, Inc., “For Mary Kay to be suc cessful in India, the com pany had to build a brand, build a sales force, and build an effective sup- ply chain to service the sales force.”


Building a Brand Mary Kay, Inc., execu tives believed that brand building in India needed to involve media advertis ing; literature describing the Mary Kay culture, the Mary Kay story, the com pany’s image; and educa- tional material for Mary Kay independent sales rep resentatives. In addition, Mary Kay, Inc., became the cosmetics partner of the Miss India Worldwide Pag eant 2008. At this event, Mary Kay Miss Beautiful Skin 2008 was crowned.


Brand building in India also involved product mix and pricing. Four guide lines were followed:


1. Keep the offering simple and skin care focused for the new Indian sales force and for a new operation.

Homework is Completed By:

Writer Writer Name Amount Client Comments & Rating
Instant Homework Helper

ONLINE

Instant Homework Helper

$36

She helped me in last minute in a very reasonable price. She is a lifesaver, I got A+ grade in my homework, I will surely hire her again for my next assignments, Thumbs Up!

Order & Get This Solution Within 3 Hours in $25/Page

Custom Original Solution And Get A+ Grades

  • 100% Plagiarism Free
  • Proper APA/MLA/Harvard Referencing
  • Delivery in 3 Hours After Placing Order
  • Free Turnitin Report
  • Unlimited Revisions
  • Privacy Guaranteed

Order & Get This Solution Within 6 Hours in $20/Page

Custom Original Solution And Get A+ Grades

  • 100% Plagiarism Free
  • Proper APA/MLA/Harvard Referencing
  • Delivery in 6 Hours After Placing Order
  • Free Turnitin Report
  • Unlimited Revisions
  • Privacy Guaranteed

Order & Get This Solution Within 12 Hours in $15/Page

Custom Original Solution And Get A+ Grades

  • 100% Plagiarism Free
  • Proper APA/MLA/Harvard Referencing
  • Delivery in 12 Hours After Placing Order
  • Free Turnitin Report
  • Unlimited Revisions
  • Privacy Guaranteed

6 writers have sent their proposals to do this homework:

Best Coursework Help
University Coursework Help
Helping Hand
Homework Guru
Top Essay Tutor
Writer Writer Name Offer Chat
Best Coursework Help

ONLINE

Best Coursework Help

I am an Academic writer with 10 years of experience. As an Academic writer, my aim is to generate unique content without Plagiarism as per the client’s requirements.

$100 Chat With Writer
University Coursework Help

ONLINE

University Coursework Help

Hi dear, I am ready to do your homework in a reasonable price.

$102 Chat With Writer
Helping Hand

ONLINE

Helping Hand

I am an Academic writer with 10 years of experience. As an Academic writer, my aim is to generate unique content without Plagiarism as per the client’s requirements.

$100 Chat With Writer
Homework Guru

ONLINE

Homework Guru

Hi dear, I am ready to do your homework in a reasonable price and in a timely manner.

$102 Chat With Writer
Top Essay Tutor

ONLINE

Top Essay Tutor

I have more than 12 years of experience in managing online classes, exams, and quizzes on different websites like; Connect, McGraw-Hill, and Blackboard. I always provide a guarantee to my clients for their grades.

$105 Chat With Writer

Let our expert academic writers to help you in achieving a+ grades in your homework, assignment, quiz or exam.

Similar Homework Questions

Grography - Tuesday siesta theme - Homework - Astm grain size equation - A commercial bakery has recorded sales (in dozens) for three products, as shown below: - Challenges in the Business Environment Assignment - Dateline a crack in everything youtube - Beaconsfield road surgery widnes - West mercia police federation - Which molecule would be the most acidic - Black genesis l ron hubbard - Racism - Art in world culture - +91-8306951337 vashikaran specialist near me IN Coimbatore - Mtv indies that's how we roll songs list - Selection criteria examples marketing - Clean kitchen premises and equipment assessment - Drexel nursing student handbook - Gesell stages of development - Acsm guidelines 9th edition - Cannon-bard theory of emotion - Chandigarh Escorts Service - Battleship c++ code - Domestic companies facing competitive pressure from lower-cost imports - Yogurt and granola reusable container - Three aspects of wu wei - When do joey and rachel date - The world transformed 1945 to the present a documentary reader - Comparative essay outline example - Tina jones shadow health musculoskeletal objective data - Leaders training course fort knox - Small business dilemma case study - Develop a product service idea - Initial consonant deletion apraxia - As3678 grade 250 equivalent - Managers should not focus on the current stock value - Butterworth low pass and high pass filter - Walt disney objectives - Pid controller dc motor speed control arduino - Square root of 1/12 - How to find final temperature of mixture - British museum room 41 - Inténtalo escribe el equivalente de las palabras en inglés - Engineering design process quiz - How to draw lewis dot diagrams for ionic compounds - Engineering mechanics trusses and frames - Idividual Strategies Signature Assignment - NR632 week6 IP - Salary packaging novated lease - Evidence based practice picot question - Baby shower pass the prize rhyme - Why do males inherit colorblindness from their mothers - S60cc family law act - Assessment for learning a practical guide - The base dissociation constant of ethylamine - What is are the current trend s in aircraft design - 2 coments each one 150 words (CITATION AND REFERENCE) - 640w2D1 - Oxted health centre surrey - Worldwide paper company case study answer - Hid proximity entryprox manual - Borgwarner it services europe gmbh - What is a trend analysis in healthcare organizations - Grasmere a fragment analysis - Momentum energy smilepower flexi - Td silent fan uk - Scene analysis billy elliot - 2 Questions each one in separate document - Rstudio,dplyr,ggplot2 - Rise of civilization kusunoki masashige - Types of hazards in caregiving - System Engineering - Sheffield city council job vacancies - Terrestrial laser scanner comparison - Rival seal a meal problems - Missing fisherman flinders island - Hubspot ai chatbot - Chemical reactions that release oxygen gas - Addition properties and subtraction rules - Table 3 dichotomous key results - Development Economics - What is the lightest bowling ball weight - Linear scheduling method in construction management - Case Study - Disadvantages of enterprise application integration - In Money We Trust? Documentary and Money Book Analysis - The pardoner's tale questions answer key - Creo parametric 2.0 manual pdf - Climate of the daintree rainforest - Charlie and the chocolate factory mom - Onyx hard as hoof cvs - Equipotentials and electric fields lab report - According to the negro digs up his past - Pre-Calculus homework. 80 question ONLINE - Environmental Essay - Ightingale’s concepts of ventilation, light, noise, and cleanliness, - ETCM Practical-Connection-1 - Interpersonal conflict 10th edition pdf - Bernard l madoff investment securities llc company - Adelson's checker shadow illusion