Mary Kay Ash: Mary Kay Cosmetics at 'Business Heroes'

Mary Kay Ash

It was her first board meeting in her role as a manager in the company and Mary was brimming with excitement. Her hard work and success in direct sales had won her this exciting position. A woman in management was a rare thing in the early 1960’s and Mary was the only woman to hold such position at World Gift. After all these years of hard work, she would finally be able to demonstrate to Steve, the company president, that she had good leadership ideas.

Mary gracefully controlled her anxious emotions and patiently awaited her turn to speak. She felt as if she carried a weight of responsibility to speak for all the women in the company and she had long anticipated this opportunity to present her management ideas to the board members.

She had a passion to share. She had a message in her heart that was very dear to her. She wanted to help women globally. She wanted to teach women to be self-confident and have high self-esteem. This message was so important to Mary that she believed God had commissioned her to share this message with women worldwide.

Now, it was Mary’s turn to speak. Steve asked her, “So, Mary, what ideas do you have on how to help our saleswomen to be more effective?”

“I’m glad you asked.” Mary began.

“I think our organization needs to be more responsive to the emotional needs of our saleswomen. We should have employee meetings where we invite motivational speakers who will encourage our sales reps to have a better self-esteem. They will not only become more confident salespeople; we will also be improving their overall quality of life.”

The entire management staff started laughing.

“You’re thinking like a woman again Mary.”

“And how’s that?” asked a slightly outraged Mary.

“You’re just so sensitive. Who cares about improving the self-esteem of these women? We care about improving the amount of money they make for us by selling more. I have a better idea. One that’ll ‘motivate’ them.”

Here he goes again thought Mary, with his discriminatory statements.

“I think we should cut their pay. Paying them the least amount possible is what forces them to work harder. We should go ahead and fire a few of them off, just to warn the rest.”

Mary stood up abruptly. The men turned to fix their amused gaze on her. Would she dare confront Steve? She paused for a moment, unwilling to speak. She was tired of management always belittling women as if they were inferior. She knew that if she spoke up for the women in the company it would ruin her own twenty-five year career at World Gift. It would be a large sacrifice to make, but if she didn’t speak for the women, who would?

“Do you have a problem with my idea Mary?” challenged Steve.

“Yes, I do Steve. But more importantly, I have a problem with you. These women work their tails off to benefit this organization. How could you be so inconsiderate? They need their jobs. How dare you talk about firing some of them and take it so lightly.”

“There you go Mary, thinking like a woman again.” Steve looked around the room and the other men nodded in agreement. He continued in a patronizing tone. “Women just aren’t meant to be in leadership positions. Can’t you see that Mary? Sorry, but this capability is just not within your grasp.”

Mary was fed up, “Let me tell you what I’m going to do, Steve. I’m going to walk out this door and start my own business. You are going to see that women are able to lead. As a matter of fact, you are going to see that I am a better leader than you ever dreamed of becoming. You are going to regret that this company lost me. From this day forward, I am your greatest competitor.” She gathered her notes and backed away from the table. “We’ll see if a dozen male executives are able to outwit one female entrepreneur. I quit.”

Mary—indignant, angry and poised—held her head high and walked gracefully out of the board meeting. As she passed through the heavy doors, she heard all of the male management team burst out laughing. “Our Mary sees herself as some sort of an entrepreneur. Can you imagine that?”

Mary’s determination was fueled by their mocking. She did have a dream. And she believed that God would help her accomplish success. Mary had a great faith in God and believed the Bible that told her that God was interested in her success and that God gives power to not only get wealth, but to achieve success. (Deuteronomy 8:18, 29:9, 1 Chronicles 22:13) Her dream was to start a global business that would treat women equally, giving them an equal opportunity of promotion in the workplace. It was a dream that was deeply imbedded within her heart.

Mary first went to see an attorney friend whom she felt could point her in the right direction. She explained about her desire to start a new business and what she wanted to accomplish.

Her attorney friend, Charles, giggled. “I have a better idea for you Mary. Why don’t you get your savings of $5,000. Then go to the trash can and shove it down there as deep as possible. That’s a better idea than you thinking of yourself as some sort of a businesswoman.”

Mary didn’t allow his words to get to her. She simply stood up, without saying a word, and walked out of his office.

She then contacted another friend, an accountant, for a second opinion. Again, she outlined her plans start a great company that would help mankind and encourage women. As Mary spoke, he started to chuckle. When Mary continued, he could not hold back; the more he listened, the more he laughed.

“Women simply aren’t entrepreneurs, Mary. I don’t mean to be laughing at you, but that just seems to be the silliest thing I have ever heard in my life. You. Starting a business. A business that will go global. That’s hilarious.”

For a moment, Mary wanted to give him a piece of her mind, but she held her peace. Actions speak louder than words; she realized. He will see he is wrong.

Mary wasn’t sure what to do next. The two people she had thought would be more than willing to assist her had mocked her ideas.

Mary headed home to tell her husband, George. If George doesn’t believe in me I guess it just wasn’t meant to be. She thought. Mary had been wondering all day about the best way to tell him about her new idea, and the fact that she had quit. A favorite Bible story about Queen Esther came to mind. Mary prepared George’s favorite dish for dinner and prepared to persuade him.

“George, there is something I must talk to you about.” She started to talk after George had eaten his fill. “First of all, I quit my job today. All I can say is I was fed up with Steve.”

George responded, “It’s about time. I couldn’t wait for you to quit, Honey, I always hated that guy. Besides, I knew this delicious dish had to have a purpose. What else is on your mind?”

“George, what I am going to tell you is very important to me. Talking to you about it is not something I take lightly.” Mary ‘s face lit with enthusiasm. “There is a desire that has consumed my spirit. This desire is very dear to my heart. It is a dream that dwells in the most intimate aspect of my being. I think that God must have given me the dream I now share with you. Hear me out, and if you disagree, please let me know gently.”

“What is it Honey. You know I would never discourage you from something that means this much to you. Tell me what it is, I’m with you.”

Encouraged, she continued. “I have a vision. My vision is to start a company. I have it all thought out and have a business plan for a direct-sales company that will allow women to excel and develop their abilities to lead without being limited by sexual discrimination. This company will be profitable and designate a considerable amount of income to charities. I am determined to start this company, I think I will die if my dream does not become a reality.”

Much to her delight, her husband replied, “Mary. Listen to me closely. Not only will I support you in this decision. I am 100% persuaded that your business will succeed. I’m with you, do whatever is in your heart.”

Mary was overcome with enthusiasm. Now, nothing would hold her back.

“I’ll handle the administrative aspect Mary. You just go and sell your products.”

“I will honey. We’re going to make a great team.”

Mary and George worked to make her ideas a reality. One week before the opening, Mary was preparing a delicious breakfast for George while they went over plans for the new business.

A few moments later, through the corner of her eye, Mary saw George fall out of his chair and onto the floor. He was clenching his chest and shaking. Mary ran to help him. She checked his pulse and realized his heart had stopped beating. Mary trembled and was barely able to reach for the phone to call 911. She waited in sheer terror until the paramedics arrived. The paramedics gave Mary dreadful news. George had suffered a cardiac arrest and already passed away and there was nothing else they could do. Mary gasped and broke out in a wail of agony.

“How could this be? The man I love is now dead. How can I go on living without my greatest companion?”

Mary was heart broken and in distress. She didn’t know what to do. For weeks all she had been thinking about was her new business. Now she had to bury her husband, but would she bury her dream?

At the funeral her children asked her a question that almost seemed to be inappropriate, considering the setting.

“So Mom, do you still plan to start your business this week?”

She responded, “This must sound awkward, but yes, I do. It may seem irrational, but the dream is dear to my heart and George supported it. Words can not express how important it is for me to see this business be birthed into existence. I know that it doesn’t seem to be a good time, but I must see what will come about of my dream. I would rather try, and fail trying, than to have never had tried at all.”

“We are with you Mom”, responded her 20-year-old son Richard Rogers. “I know it must mean very much to you, if you are willing to start your business the same week you bury Dad. We believe in you. Start your business and we’ll help you however we can.”

Mary Kay began her business on September 13, 1963. Her dream now generates over a billion dollars annually. Her dream is a vivid reality for more than 800,000 consultants worldwide and is lead primarily by women. And Mary Kay Cosmetics gives generously to charities on a continual basis.

God gave Mary a dream and regardless of all the obstacles that she confronted, she wouldn’t allow her dream to die. She followed the Golden Rule as her guiding philosophy and encouraged employees and members of her independent sales force to prioritize their lives: God first, family second and career third. She embraced two virtues that were pivotal to her success—she was self-confident and undeterred by the fact that all her male colleagues did not believe in her. Despite all of the hardships she faced, she kept a perspective of optimism. Consider the following words from Mary Kay:

"Every failure, obstacle or hardship is an opportunity in disguise. Success in many cases is failure turned inside out. The greatest pollution problem we face today is negativity. Eliminate the negative attitude and believe you can do anything. Replace 'if I can, I hope, maybe' with 'I can, I will, I must."

"When you reach an obstacle, turn it into an opportunity. You have the choice. You can overcome and be a winner, or you can allow it to overcome you and be a loser. The choice is yours and yours alone. Refuse to throw in the towel. Go that extra mile that failures refuse to travel. It is far better to be exhausted from success than to be rested from failure.

“For you did not receive the spirit of bondage again to fear,

but you received the Spirit of adoption by whom we cry out, ‘Abba, Father.’”

Romans 8:15(NKJV)

Thanks to the following for contributions to this article:

marykaytribute.com

Gross, Daniel. Forbes Greatest Business Stories of all Times, (new York:Byron Preiss Visual Publications, 1996)

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