Abstract
This case describes Mary Kay Independent Sales Director Molly Williamson’s journey as she decided to pursue Mary Kay full-time. Mary Kay is a direct selling skincare and cosmetics company offering a business opportunity to independent entrepreneurs, called Independent Beauty Consultants and Independent Sales Directors, in the business of selling skincare, makeup, and other cosmetic items. The case covers basic topics surrounding direct selling such as definitions to contrast direct selling from pyramid and Ponzi schemes, an overview of the Mary Kay opportunity, and the story of Molly’s early Mary Kay days. The story ends with a synopsis of the success Molly has seen since the decision to go into business for herself, and includes discussion questions for students studying entrepreneurship and small business.
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