The Mary Kay® System for Acne-

Prone Skin Please note:This deck for Australia/Malaysia/ Philippines

Images will be replaced – also border template will be replaced throughout the deck and it will have the name of

the product line and the correct images.Also – you will see many notes to Carla – she will be

working on the formatting of the workshop elements while the project is routing. Please approve for content as we

work on the visual appeal.

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Today we’re going to talk about….

• What causes acne

• How the Mary Kay® System for Acne-Prone Skin works

• Product benefits

• How to sell the system to target customers

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Global Acne Product Launches 2002 – 2007

Source: Mintel Global New Products Database

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What Causes Acne?

• Pores become blocked.• Oil gets trapped inside pores.• As the skin continues to produce oil, the

blockage grows.• Acne blemishes and irritation appear.

Healthy Skin Acne Blemish

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Interrupt the Acne Cycle

• The Mary Kay® System for Acne-Prone Skin helps interrupt the cycle of events that can cause acne.

• The products, formulated with 2% salicylic acid, penetrate pores to unblock trapped oil and debris, helping to clear acne blemishes and control excess oiliness.

• There are three products in the system: Clarifying Cleanser for Acne-Prone Skin, Pore-Purifying Serum for Acne-Prone Skin, and Spot Solution for Acne-Prone Skin.

• All products contain the botanicals Canadian willowherb, sea heather and burdock root.

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Here’s How The Mary Kay® System for Acne-Prone Skin Works

• It helps keep pores from becoming blocked.

• It helps reduce excess oil.

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Who is the Target Customer?

• People with mild to moderate adult acne.

• The Mary Kay® System for Acne-Prone Skin is suitable for all skin types.

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If You Have Acne, You Want Results and You Want Them

the appearance of acne-prone skin will improve.

*Results seen in overall severity of acne blemishes during a clinical study conducted in an independent laboratory under the supervision of a dermatologist.

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See the Benefits*! • The Mary Kay® System for Acne-Prone Skin

helps skin look and feel healthier.• Clarifying Cleanser helps remove excess oil and

leaves skin feeling clean.• Pore-Purifying Serum and Spot Solution help

control oil and shine without leaving skin feeling uncomfortably tight.

• Pore-Purifying Serum and Spot Solution also help minimize the appearance of pores.

*Results seen during a consumer study conducted at an independent research facility.

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Believe in the Benefits!

• During a clinical study* a dermatologist

saw a reduction in overall acne severity. • With regular use, the results continued to

improve. • The sooner a customer starts using the

Mary Kay® System for Acne-Prone Skin, the sooner they’ll see results.

*Conducted at an independent research facility under the supervision of a dermatologist.

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Clarifying Cleanser for Acne-Prone Skin

• Helps remove excess oil• Keeps surface dead skin from

collecting in pores• Leaves no residue• Contains salicylic acid and

botanicals

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Pore-Purifying Serum for Acne-Prone Skin

• Helps control oil that may result in pimples and irritation

• Helps minimize the appearance of pores

• Helps reduce shine• Contains salicylic acid and

botanicals• Formulated to be applied to the

entire face, avoiding the eye area

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Spot Solution for Acne-Prone Skin

• Targets existing blemishes

• Helps reduce future breakouts

• Absorbs quickly

• Leaves no residue

• Contains salicylic acid and botanicals

• Formulated to be used on individual blemishes, instead of being applied to the entire face

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Ingredient HighlightsSalicylic Acid A beta hydroxy acid that helps remove dead skin cells from the surface

of the skin, helping to keep pores clear and clean.

Retinyl Palmitate A vitamin A derivative, this ingredient has been shown in laboratory testing to help reduce oil production.

Canadian Willowherb Extract

A botanical that has been shown in laboratory testing to soothe skin.

Sea Heather Extract A botanical that has been shown in laboratory testing to soothe skin.

Burdock Root Extract A botanical that has been shown in laboratory testing to soothe skin.

Boldo Plant Extract Laboratory testing has shown that this botanical extract can enhance skin’s natural defense to help control surface bacteria.

Avocado Pear Extract Active compounds derived from avocado pears, the fleshy part of an avocado, have been shown in laboratory testing to help reduce oil production.

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Order of Application• Clarifying Cleanser for Acne-Prone Skin• Pore-Purifying Serum for Acne-Prone Skin• Spot Solution for Acne-Prone Skin• Any Mary Kay® product that offers sun

protection• Any Mary Kay® oil-free moisturizer (if

needed)

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?

Q: Why isn’t there a moisturizer included in the Mary Kay® System for Acne-Prone Skin?

A: Different people have different needs, and not everyone will feel the need for a moisturizer. But if they do, they can choose any of the oil-free moisturizers that Mary Kay® offers.

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Q: Can anyone use Mary Kay® products for acne-prone skin?

A: Yes. They are suitable for all skin types.

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Q: Since the three products all contain salicylic acid, what makes them different from one another?

A: Each product has a specific role and is formulated to deliver very specific benefits.

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A: Yes. For the best results, all three products should be used together since they were formulated to work as a team to fight acne.

Q: Does a customer have to use all three acne products to see results?

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Q: After using the products for a few days my skin feels tight. Is this normal?

A: It is fairly common for skin to go through a period of adjustment after starting any new skin care routine.

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A: Although stress does not cause acne, it can trigger a breakout. Research has also shown that food has little or no effect on the development of acne. And since acne is caused primarily by hormonal fluctuations and excess oil, humidity does not play a significant role in causing acne. In fact, skin can actually produce more oil in colder, drier weather to compensate for the lack of humidity in the air.

Q: Does stress, diet or humid weather cause acne?

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Q: Can the Mary Kay® System for Acne-Prone Skin be used with prescription acne medication?

A: Maybe. But the customer should discuss this with their doctor before beginning use.

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A: The pale green color of this product helps counteract the visible redness associated with blemishes.

Q: Why is Spot Solution for Acne-Prone Skin green?

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Q: When using Mary Kay® products for acne-prone skin can I use Oil Mattifier?

A: Yes. This product can be used as needed for additional oil removal and control.

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Q: Can Spot Treatment for Acne-Prone Skin be reapplied during the day?

A: Yes. But after it is applied you may have to touch-up your foundation.

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• Complete the Product Knowledge Workshop– Product Modules– How to Sell Module

• Familiarize Yourself with the Products– Understand what the products do and how they

work– Touch, feel, try them yourself

Before You Can Sell…

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Target• Primary:

• Women 20 – 54• With mild to moderate adult acne

• Secondary:• Men and Teens• With mild to moderate adult acne• Mary Kay has conducted clinical

studies with teens and when used as recommended, the 12 week results are similar to the results of the adult study.

Knowing Who Your Customer Is:

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Not a Primary Candidate for Mary Kay System for Acne-Prone Skin

• Cystic or severe acne

• Under 12 years old

• Currently receiving treatment for acne (or another skin condition, like rosacea)

Knowing Who Your Customer Is NOT:

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+ Golden Rule

ServiceAsk │ Listen │

Learn

1. Announce the System for Acne-

Prone Skin

1. Announce the System for Acne-

Prone Skin

2. Connectwith existing

and new customers

2. Connectwith existing

and new customers

3. Sellthe product

3. Sellthe product

4. Growyour business

4. Growyour business

Selling Approach

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Step 1: AskAsking questions means discovering your

customers’ beauty needs or concerns.Step 2: Listen

Listening is the most important step because it’s how you build trust quickly while gathering valuable information.

Step 3: LearnAfter you’ve discovered your customer’s true needs and interests, you will have a better idea of what products to offer and demonstrate. The key is to ask questions and let your

customer do the talking.

+ Golden

Rule Service

Golden Rule ServiceAsk | Listen | Learn

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Spread the word: What to use:

Email, Mail, and Phone Look BookProduct Brochure

Facial, Skin Care Class, and Party Announce that we have expanded our line: Customer Profile to identify their needLook Book and Acne Brochure to share clinical claims

Out and About Share brochures to introduce our new lineProduct BrochureLook Book

1. Announce the System for Acne-

Prone Skin

1. Announce the System for Acne-

Prone Skin

Announce

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Who: How:

Start with existing customers on MK skin care who need more

“We’re always innovating our product line; we’ve added a new specialized skin care line that is more advanced than what you’re currently using.”

And existing customers on MK color only, but not using MK skin care due to their acne-prone skin

“We’ve added a new advanced specialized skin care line that might address your needs better than what you have tried in the past.”

New customers Utilize success with above to reach new customers.

2. Connect with

customers

2. Connect with

customers

Connect

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• Connect with Golden Rule ServiceAsk Listen Learn

Skin Type:Are you pleased with the results you are seeing from your current acne regimen?

She might mention that she has seen good results, but that she feels there is still room for improvement.

Learn from her response if the Mary Kay System for Acne-Prone Skin is the appropriate match to meet her needs.

Skin Type:How would you describe your skin type?

She might mention that she has combination to oily skin and is looking for products to help clear and prevent the occasional blemishes.

Learn from her response if the entire Mary Kay System for Acne-Prone Skin is the appropriate match or if just supplementing her current regimen with the Spot Treatment would be a better solution.

Incorporating other MK Products:What other skin care solutions are you looking for?

She may tell you that she’s interested in a few of our anti-aging products such as the Targeted Action Line Reducer or Targeted Action Eye Revitalizer.

Learn from her response and acknowledge her interest in the anti-aging products. Share with her that we recommend she allow time for her skin to acclimate to the Mary Kay System for Acne-Prone Skin before adding additional products. A good rule of thumb is to wait approximately 4 weeks before adding additional products to the regimen.

2. Connectwith

customers

2. Connectwith

customersAsk | Listen | Learn

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How: Suggestions:

Sell to existing and new customers Know the product / basic science and technology

Share product benefits (available on MaryKay.com.my)

Sell with 100% Satisfaction Guarantee

Allow your customer to “buy their way” Let her customize her MK experience by shopping her way: in person, on the phone, or at home.

3. Sellthe product

3. Sellthe product

Sell

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Modify to Meet Customer Needs - Acne Severity:

Suggested Regimen:

Occasional Acne Clarifying Cleanser and/or Spot Treatment

Mild and Moderate Acne 3-Step Mary Kay System for Acne-Prone Skin

Severe Acne Consult a physician

3. Sellthe product

3. Sellthe product

Sell

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• Sell with Golden Rule Service

Ask Listen Learn

Sampling:Reassure her of the success she will see with the new Mary Kay System for Acne-Prone Skin and ask her to try the new line.

She might ask why she can’t try a sampler for free.

Learn from her response that she is interested in a low-cost trial. Share with her the 100% Satisfaction Guarantee and explain to her that single use trial sampling work best when the product provides an immediate experience. Also explain to her that due to the nature of acne-prone skin, an extended testing period is needed to truly see results.

3. Sellthe product

3. Sellthe product

Ask | Listen | Learn

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• Sell with Golden Rule ServiceAsk Listen Learn

Moisturizer:What, if any, moisturizer are you using today?

She might tell you that she has a moisturizer that she absolutely loves and feels she has to use it to avoid the dryness that often results from the use of acne treatment regimens.

Learn from her response why she feels it is necessary to add the moisturizer. Share with her that she can either (1) try the Mary Kay System for Acne-Prone Skin without adding her moisturizer at first, and then can add it later if she chooses, or (2) if she feels strongly about not eliminating the moisturizer from her regimen, she can go ahead and start the Mary Kay System for Acne-Prone Skin and continue use of her moisturizer. Take this opportunity to introduce her to the Mary Kay oil-free moisturizer that is right for her.

Toner:Are you currently using a toner?

She might say that she does use a toner for a complete clean feeling and for the ingredient benefits. And she might wonder why our acne line does not include a toner.

Learn from her response why she feels it is important to have a toner and acknowledge her interests. Share with her that our recommendation is to stop the use of the toner when starting the new Mary Kay System for Acne-Prone Skin . However, if after finding success with the new acne products she still feels she wants a toner, she may add the toner after the cleansing step.

3. Sellthe product

3. Sellthe product

Ask | Listen | Learn

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• Sell with Golden Rule ServiceAsk Listen Learn

Converting Hesitant Customers:Ask her if she is open to try something new.

She may be:Loyal to acne regimen currently usingHesitant to try something new Very inquisitive and curious

Most who have acne-prone skin will have many questions as they consider trying a new product or regimen.

Learn from her response and acknowledge her concerns. Share with her the 100% Satisfaction Guarantee and reference the product benefits. You don’t have to be the expert, utilize tools available:Look BookProduct brochureMaryKay.com.my

Shop Your Way:Ask her how she prefers to be contacted. Via phone, mail, or email?

She may express to you that email is the best way for you to keep in touch with her.

Share with her that you have that flexibility and will be glad to keep her in the loop via email. Learn that great customer service is personal service, contact her how and when she prefers.

3. Sellthe product

3. Sellthe product

Ask | Listen | Learn

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Steps: Details:

Follow-up 2 days 2 weeks 2 months

Ask for Referrals Ask satisfied customers for referrals Through referrals, introduce the

new Mary Kay System for Acne-Prone Skin and grow your business

Ask for Testimonials Ask satisfied customers for testimonials

Testimonials are excellent tools to use as you are meeting new prospective customers

4. Growyour business

4. Growyour business

Grow

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• Grow with Golden Rule ServiceAsk Listen Learn

Follow-up:Two days after the sell, contact her and ask her how the new products are working for her. And ask her if she has any questions for you at this time.

She may tell you she is thrilled with the products so far, but is concerned because she is already seeing some dryness.

Learn from her response that she may need to adjust the regimen. Share with her that drying is common when fighting acne. If needed, be sure to introduce her to the MK moisturizer that would help manage the dryness. Always remember the 2+2+2 approach. Be sure to follow-up with her in 2 days to check that the moisturizer is meeting her needs; then be sure to follow-up with her again in 2 weeks to confirm she is still satisfied. And lastly, follow-up again in 2 months for continued customer service and to check for re-orders.

Referrals and Testimonials:After confirming she is satisfied with the Mary Kay System for Acne Prone Skin, ask her if she has friends/family who may be interested.

She may tell you she is thrilled with the improvements she has seen and that she does have a couple of people in mind that may be interested in trying the products.

Learn from her successes to grow your business. You may say “I build my business with satisfied customer like you. Do you have any friends or family who might benefit from our new line?” Or you may ask her she would be interested in holding a party and earning free products.

4. Growyour

business

4. Growyour

business

Ask | Listen | Learn

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+ Golden Rule

ServiceAsk │ Listen │ Learn

1. Announce– Email, Mail, Phone– Facial, Skin Care Class, Party– Out and about

1. Announce– Email, Mail, Phone– Facial, Skin Care Class, Party– Out and about

2. Connect– Start with existing “skin

care” and “color” customers

– Use success stories to reach out to new customers

2. Connect– Start with existing “skin

care” and “color” customers

– Use success stories to reach out to new customers

3. Sell– Retail size to existing

customers– Allow customers to “buy their

way”

3. Sell– Retail size to existing

customers– Allow customers to “buy their

way”

4. Grow– Follow-up– Ask for Referrals– Ask for Testimonials

4. Grow– Follow-up– Ask for Referrals– Ask for Testimonials

Selling Strategies