PREFERRED HOSTESS XTRAVAGANZA REWARDS PROGRAM

Melinda Mercedes Balling, ESD

A Very special thank you to Top Director Tracey Chavez and NSD, Cindy Williams for creating the original Hostess Xtravaganza program and flyer. With Tracey’s permission I have modified the Hostess incentives and flyer to “blend” with some of our unit incentives. Following is an explanation of the program and some tips to help you “Layer On” the excitement!!. Who is a Preferred Hostess? I would suggest you offer this incentive to your customers who are already purchasing Skin Care. Call your customers and offer them an opportunity to get $250 free by hosting a party. Exception could be new consultants offering this to friends and family. Existing Customer: suggested dialogue “Hi __________, it’s _________your Mary Kay Beauty consultant. I’m calling to let you know about an exciting opportunity for you to get $250 in free Mary Kay product. Do you have a minute for me to give you the details? Great! Here’s the scoop. I have been asked to give 30 complimentary facials this month and ask non Mary Kay users to compare our anti-aging skin care line with products they are already using. In conjunction with this assignment, I am field testing our new Preferred Hostess Extravaganza program. __________, you can qualify to receive up to $250 in free product just by partnering up with me by being a hostess and inviting 3 friends to join us. You would get a great new Look for Spring and your friends would receive a wonderful pampering appointment which would include a complimentary facial. I’d love to show you how to qualify for all of this free product. It’s fun and easy and I promise you & your friends will have a great time. Since this is a limited offer, is there any reason why we can’t go ahead and get you on my books?” Book her ☺ New Customers: You would also want to offer this program to guests at a Party who have purchased skin care. After taking their order and scheduling their follow-up facial you can Incentivize them to earn $250 additional product by sharing their 2nd facial with friends. You would not show the flyer or mention the incentives until she had made her purchase. You could present it as follows: “Susie, I am so excited that you are going to be investing in our fabulous skin care line tonight. That is absolutely the best place to begin. I’d love to go ahead and schedule your follow-up facial so I can give you that Customized Color makeover and microdermabrasion treatment I promised”. Set the date. “_______, I want you to know that based on your purchase tonight, you are qualified for my Preferred Hostess Program where you can get up to $250 in product absolutely free”. (If her hostess that night got the free products, you can say “remember all of the free products Mary got tonight?.... well, you can qualify for all those goodies too. Just by sharing your follow-up appointment with 3 adult, non Mary Kay friends, you will receive the Compact Pro and be eligible to get the rest of these products for free point to the items on the flyer. In addition __________, your hostess will get additional credit when you book tonight. I’d love to partner up with you and have you qualify for all of this free product. “ Keep smiling, nodding and schedule her Party! ☺ Give her a hostess packet with Look Books, dialogue for contacting her guests, a copy of the Hostess Xtravaganza Flyer and outside order forms. If time doesn’t allow you to go over the packet, ask her to start creating her guest list, the more the merrier, and ask when you can call her tomorrow to finish your coaching steps. continued

Pre Party Hostess “Coaching” . After getting her commitment to book, with 3 friends to get the Compact Pro, I suggest you “LAYER” on the information as you are explaining all the goodies she can get: For example: _____________” Let’s go over this and see how you can maximize this hostess program and get $250 and a ½ price shopping spree. Ok, to begin with just by holding your party on the scheduled date, having 3 adult non Mary Kay users join you and giving me their names within a couple of days, you will get the beautiful Compact Pro, absolutely FREE. That’s a $35.00 value. Next, by bumping up your guests to 5, you can also qualify for a ½ price shopping spree Which can be used on anything you want in the product line. “ (Remember, she is already a skin care customer so you can suggest she order supplements, body care, etc.) “And this is exciting .You’re probably going to find that some people you invite won’t be able to come, but may actually like to order from our catalog or my website. Remember, you can even include relatives and friends who live out of town. With just $125 in outside orders you can completely fill your Compact Pro with 6 customized Mineral Eye Colors, Blush, Bronzer, Pressed Powder, applicators, mascara and cosmetic sponges, worth over $100. But wait, it gets better .When the party sales are $500 or more, which can easily be the case with 5 or more people there, you’ll get an additional $64 in free product!!!!” GET HER EXCITED .then (more layering) __________, if you’d like to maximize this program and get 5 girlfriends to join us, I suggest you make a guest list of 10, if possible. When you invite extra people, we’ll be more likely to have 5 join us. You and I will be business partners. I really, really want you to get every single thing on this flyer. Moving to the booking box ”Oh, and __________, I’m confident your friends and family will have so much fun that we will easily get the bookings for these extra gifts. Which do you think you would enjoy the most the Lighted Make-Up mirror or the Professional Brush Set?” Note: The day of the party, ask her who is coming and note the ones who were invited that couldn’t come. You can mention that she can book another party with the guests that couldn’t come and that will count towards her booking incentives. Before the party begins, Spotlight your hostess, thank her. Go around the room and ask everyone to tell you what they really love/like about her. You can then thank them for coming and say ”Obviously, you all love __________, and you are here because she asked you to come. I want to take a few minutes before we begin and show you all of the goodies _________, is working to win. Start stacking up all the products in front of her mentioning each one by name. (Do not mention the ½ shopping spree, just romance the products. Have a filled Compact Pro on display so they can see it. Pile the Color items on top of her empty tray and make a big deal out of all the free stuff she gets. Then mention that your goal is for them to have such a great time tonight that they will want to book their own party and when they do, their hostess will be able to qualify for some bonus items (Romance mirror and brushes, on display.) The Preferred Hostess Xtravaganza Program is designed to help you work full circle by booking from every single Party! Your investment Box 1: Compact Pro $17.50; Box 2: 50% Shopping Spree, no investment; Box 3: When She has $125 in outside orders you have paid for the compact contents and the $17.50 cost of Compact. Box 4: $64 free for $500 class, your investment is $32. Box 5: If she takes the Mirror, $13, brush set would be $24 your cost. Example, your Party total of $500 (not counting the outside sales which is a “wash”), would give you a gross profit of $250. If she completes all 5 boxes and with 3 bookings, your investment is $56 (Box 4 @ $32 & brushes @ $24). This gives you a profit of $194 and 3 bookings! ! Note: If the party doesn’t total $500, let her know you’ll “leave it open for a few days” so she can take additional orders to qualify for the extra product.

Have Fun and Happy Booking!

PREFERRED HOSTESS PROGRAM

Melinda Mercedes Balling, EESD COPY THE PREFERRED HOSTESS PROGRAM CARD ON COLORED CARD STOCK, CUT IN HALF TO MAKE TWO COPIES. Suggested Dialogue for "enrolling" your hostess in the PREFERRED HOSTESS PROGRAM: As you are setting up for her class, you can say, "__________, could you get excited about being able to save 30% to 50% on your Mary Kay product purchases? (smile) I thought that might interest you. Well let me tell you how you can qualify for great savings and incentives by becoming a PREFERRED HOSTESS. Because you are already hosting a class today you are automatically eligible to enroll in our 'PREFERRED HOSTESS PROGRAM". Let me show you how it works (show her the PREFERRED HOSTESS card). ________, since you are hosting a class today, (write in today's date next to the "event" on the card). You would only need to schedule 3 more Events to be held within a year to receive the following: (romance the incentives listed on the card). I would love to have you take advantage of these great values! Is there any reason why we can't go ahead and get you enrolled in the PREFERRED HOSTESS PROGRAM today"..........GREAT! Let's see now, today is _______, is this day of the week usually good for you? Ok, let's go ahead and schedule your following 3 Events....___________, I realize we are booking several weeks in advance so as we get closer to the dates, we can reschedule if there happens to be a conflict in your schedule. Let me also mention, you don't have to stretch it out for a year to take advantage of all these great incentives. As soon as you have held your 4th Event, you will receive your $50 gift certificate and I will still continue to call you with information on new products, as well as make sure you get your 4 preferred customers gifts, absolutely free." WRITE THE DATES ON HER PREFERRED HOSTESS CARD AND PUT ON HER REFRIGERATOR WITH YOUR BUSINESS CARD BEFORE YOU LEAVE. (Note: you can buy the adhesive magnets which adhere to your business card. Available at office supply stores.) In her presence, put the dates in your date book and number them. Reminder: With the exception of the Holiday Gift Show...This program takes the place of Hostess Credit & Hostess Gifts. Remember, it is fine for the same guests to come back. Imagine what great customers they will be when they are introduced to the other products through different events. They will become preferred customers (and hostesses) and you will build strong customer loyalty. It has been my experience that you won't have all 3 return...Remember to always coach your hostess to invite at least 6 to insure 3 in attendance to meet the requirements of the PREFERRED HOSTESS PROGRAM. Mention that she will receive a BONUS GIFT if she has 2 NEW guests at her event (over 18 and non-Mary Kay users). Note: This can be any gift you choose. NOTE: When coaching her for the Holiday Gift Show be sure to let her know she can invite as many guests as she can think of. Give her the Hostess Brochure and tell her she can earn Hostess Points in addition to her PREFERRED HOSTESS incentives & discount. Remind her that she will be able to do all of her Christmas Shopping at 30% to 50% savings! Your Cost for the PREFERRED HOSTESS PROGRAM: 4 x $4.00 (Preferred Customer Gift With Purchase) is $16. Your cost on $50 Gift Certificate = $25. Your total investment per PREFERRED HOSTESS is: $41.00 for 4 EVENTS .... you will more than recover this investment on sales alone. file: php

You are invited to participate in a very special Hostess Program. Here’s how it works:

Within one year, schedule and hold your choice of 4 of the following “events” with at least 3 guests in attendance

SKIN CARE CLASS: Date ______ COLOR CLASS: Date ______ SPA PARTY: Date _______

PRODUCT PREVIEW: Date ______ GIFT SHOW: Date ______

As a PREFERRED HOSTESS you will receive the following: • 30% - 50% Discount on all purchases at your “events” • Quarterly Preferred Customer Gift with purchase - FREE • “Sneak Preview” of all new Mary Kay Products & Colors • $50 Preferred Hostess Gift Certificate to be used towards

any Mary Kay products when 4 “Events” have been held! • Two “new” guests @ each event = BONUS GIFT!!

Guests attending Events must be at least 18 years of age. You may invite the same guests and / or new guests to your Events.

3 Guests = 30% discount, 4 Guests = 40% discount, 5 Guests = 50% discount

You are invited to participate in a very special Hostess Program. Here’s how it works:

Within one year, schedule and hold your choice of 4 of the following “events” with at least 3 guests in attendance

SKIN CARE CLASS: Date ______ COLOR CLASS: Date ______ SPA PARTY: Date _______

PRODUCT PREVIEW: Date ______ GIFT SHOW: Date ______

As a PREFERRED HOSTESS you will receive the following: • 30% - 50% Discount on all purchases at your “events” • Quarterly Preferred Customer Gift with purchase - FREE • “Sneak Preview” of all new Mary Kay Products & Colors • $50 Preferred Hostess Gift Certificate to be used towards

any Mary Kay products when 4 “Events” have been held! • Two “new” guests @ each event = BONUS GIFT!!

Guests attending Events must be at least 18 years of age. You may invite the same guests and / or new guests to your Events.

3 Guests = 30% discount, 4 Guests = 40% discount, 5 Guests = 50% discount

$100 FREE

2 Bookings for future

Mary Kay parties!

$100 or more in outside sales

(friends who cannot attend!)

$200 or more in

total party sales!

Have 5 guests present who are

over 18 and do not currently

have a consultant!

Hold party on originally

scheduled date and time!

To party with me!To party with me!

$20e

$20

$20

$20

$20

America’s Best-Selling Brand*

Preferred

For a Limited Time OnlyHOSTESS TRAVAGANZA

*Qualified Party: Minimum 3 adults (over 18), who are not currently being serviced by an Independent Mary Kay Beauty Consultant. Products of equal value can be substituted.

$35Receive your FREE

EMPTY COMPACT PRO when you book your

party* now and hold it on the originally scheduled date and submit your

guest list within 48 hours

of Mary Kay products

freefor

$65Complete your

COLOR SET for FREEEye Make Up Remover,

Highlighting Pen, Lip Liner, Lipstick, Eye Liner

When your party sales are $500 or more.

Option 1:

When 2 New Bookings are scheduled & held from your party!

Receive the Magnifying Mirror

Earn Your Choice of Booking Prizes

Option 2:

Or when 3 or more New Bookings are scheduled & held from your party!

Additional Bonus

Note: New Bookings must be scheduled within 14 days from your party. Hostess may book another party to qualify.

Receive a 50% offSHOPPING SPREE

with at least 5 guests attending

your party

50% OFF

Get a FREE Mary Kay Signature Brush Set

Fill yourCOMPACT PRO for FREE

6 Customized Mineral Eye Colors, Blush, Bronzer, Pressed Powder,

Eye Applicators, Blush Brush, Powder Brush, Mascara and

Cosmetic Sponges when you have at least $125 in outside

sales before your party.

PLUSVALUE$100PLUSVALUE$100

$250

VALUE$48

Participate in the Mary Kay Hostess RewardsProgram by hosting a Mary Kay party!!

Earn FREE product AND …Fabulous Prizes!

EARN a FREE Mary KayCustom Compact

For inviting 10 or more guests

and filling in the guest list with

names/addresses & phone numbers.

EARN a FREE Mary KayCompact Pro When there are 5 outside orders

obtained prior to your event!

EARN Your Choice of Hostess Credit:(Choose one)

• $10 FREE MK for each guest who purchases $25

or more at your Mary Kay party!

• $75 Retail in product for $25

(5 guests over the age of 18 must attend)

• 50% off shopping spree

(5 guests over the age of 18 must attend)

booking prizesOption 1:

When 2 New Bookings

are scheduled from

your party!*

Choose either the Quilted Travel Set or the Magnifying Mirror

booking prizesOption 2:

Or when 3 or more

New Bookings are

scheduled from your

party!*

Get a FREE Mary Kay Signature Brush Set

All Prizes & Offers Redeemable only with:

____________________________

Independent Mary Kay Beauty Consultant

Note: Compacts Pro

comes empty. Other

products sold separately.

EARN Your Choice of Booking Prizes

* Note: New Bookings must be scheduled

within 14 days from your party!