Recent updates to Mary Kay’s car program and consistency program have sparked debate among independent sales directors, prompting many to reconsider the viability and rewards of directorship. These changes, effective July 1st for the car program, introduce significantly higher hurdles to qualify for the coveted Mary Kay Career Car.
The revised car program targets are as follows:
- Grand Achiever: Increased from $42,000 to $48,000 in production, averaging $8,000 per month.
- Premier Club: Increased from $57,000 to $66,000 in production, averaging $11,000 per month.
- Cadillac: Increased from $102,000 to $114,000 in production, averaging $19,000 per month.
These elevated targets represent a substantial increase in required sales volume for directors to earn or maintain their Mary Kay Career Car. Simultaneously, the consistency program, designed to incentivize monthly sales, has also seen adjustments.
Previously, a $600 monthly wholesale order qualified consultants for a consistency prize, with an additional bonus for those who qualified for all 12 months. For 2024, the annual grand prize, awarded for achieving $7200 in wholesale orders, was a watch, as illustrated in the image below.
Looking ahead to 2025, the monthly qualifying wholesale order for the consistency program is set to increase to $700, bringing the new yearly total to $8400.
Adding to the concerns, there are unconfirmed reports circulating about further increases to minimum order requirements. Rumors suggest that the minimum wholesale order to activate the consultant discount may rise to $350, up from the previous $225. Similarly, the minimum Star Consultant order could increase to $2100, from the former $1800 threshold.
These changes have generated considerable apprehension and frustration within the Mary Kay director community. Directors have reportedly voiced their concerns in private online forums, with one Facebook group thread allegedly amassing over 100 responses in a single day before being deleted – highlighting the sensitivity surrounding these issues within the company. The image below shows Jennifer Koennicke, a figure associated with discussions around Mary Kay.
The climate of change and increased pressure appears to be impacting even seasoned leaders. Reports indicate that National Sales Directors are retiring, and there is concern whether the current director base can meet the escalating production and unit requirements necessary to replace them. When one director, Jennifer, raised concerns with a National Sales Director, her worries were reportedly dismissed as negativity, as depicted in the following image.
The increased sales targets are particularly challenging when viewed against the backdrop of consultant struggles. Some consultants are already finding it difficult to achieve the existing $600 monthly wholesale order required for the consistency prize, as shown in the image below.
Despite the growing anxieties, some long-term Mary Kay directors maintain a perspective of self-blame, seemingly deflecting criticism from the company’s structure itself, as illustrated in the following image.
However, the reality of directors losing their cars is a tangible concern. The pressure to maintain production levels is mounting, and directors are feeling the strain, as evidenced in the images below.
The core appeal of Mary Kay to potential consultants has historically included the allure of earning a Career Car. However, with the heightened requirements, directors are questioning how effectively they can now promote this incentive to new recruits. The image below highlights this challenge.
Adding to the sense of disconnect, it’s reported that Mary Kay has disbanded the National Sales Director panel, which previously served as a consultative body on consultant programs and production requirements. This decision further fuels concerns about the company’s direction and responsiveness to director feedback, as depicted in the following images.
The demanding nature of maintaining production, especially with increased targets, is particularly challenging for long-term directors. The image below poignantly illustrates the situation of a 72-year-old director still striving for monthly production without a retirement fund.
The sentiment that Mary Kay’s focus has become increasingly profit-driven is echoed by some directors. Pamela, as pictured below, publicly expressed her disillusionment with the company’s ethical direction and faces the prospect of purchasing her own car after 40 years with the company.
Raquel, another director, attributes the program changes to Ryan Rodgers, as well as to National Sales Directors and directors who prioritize personal recognition over ethical business practices, as shown below.
Another perspective, attributed to “Discrete,” suggests that production increases are a consequence of directors who previously manipulated the system, impacting those who operate ethically, as seen in the image below which references the brand as expensive.
Ultimately, these changes risk alienating Mary Kay’s most loyal directors, who rely on initial inventory orders from new consultants to drive the production needed to maintain their car qualifications. The question arises: is Mary Kay strategically shifting away from its director model towards an affiliate-based system? Only time will reveal the long-term implications of these significant program adjustments.
