Mary-Kay-in-India Essay

1769 Words8 Pages
CASE 4-8 Mary Kay in India 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 products specifically 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 specifically interested in the company’s efforts to date to build the Mary Kay brand 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 currently has some 200,000 independent sales representatives or “beauty consultants” in that country. Part of Mary Kay’s success in China has been attributed 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 philosophy at Mary Kay, Inc., KK Chua, President, AsiaPacific, 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 product line and message for women were necessary in some Asia-Pacific markets. In China, for

More about Mary-Kay-in-India Essay

Open Document