玫琳凯中国的“P”和“L”

This case illustrates how Mary Kay China sticks to the direct selling model and keeps promise to the beauty consultants and employees by following its mission – “enriching women’s lives”, and its guiding philosophies. As Mr. Paul Mak, President of Mary Kay’s Greater China Region, has explained, to Mary Kay China, P&L not only means “Profit and Loss,” but, more importantly, refers to “People and Love.” Mak believed that the survival and development of Mary Kay China relied on its corporate culture, which was tied to trust among employees and close connections among beauty consultants. However, looking into the future, Mak inevitably worried about its corporate culture in some regards. Along with the expansion of the company, would the new employees accept and fit into the corporate culture? Would the network of beauty consultants be strong enough in the Internet era? In addition, it was clear to Mak that the performance of Mary Kay China, to a great extent, benefited from its strategy of focusing on the third- and fourth-tier cities across China. However, its market share was still not large enough. Thus, his second concern was how to expand into other cities. Finally, cosmetics were only one kind of product for female consumers, who had a consistent need for various beauty-related products. How could Mary Kay China diversify its product line and provide female consumers with quality products with which to help them remain beautiful?