Italian Verb Conjugations Usare

Writing an Intro Paragraph Essay

<h1>Writing an Intro Paragraph Essay</h1><p>Writing an initial section article is like composing a normal exposition. In any case, there are sure things that you should consider so you can compose a successful starting paragraph.</p><p></p><p>Before composing your presentation section, ensure that the motivation behind composing isn't just for making yourself well known according to the perusers yet additionally for getting more data and comprehension about the point. To have the option to do this, you should accumulate however much data as could reasonably be expected. When you have assembled enough data, think of one passage that clarifies every point. At the point when you are finished with this section, the end that you will compose must not contain any confusion.</p><p></p><p>When composing a presentation passage, you should not compose long sentences. The presentation should likewise incorporate a productive sent ence that depicts the topic or subject of the exposition. Abstain from utilizing long sentences since it will cause your perusers to feel befuddled while perusing your essay.</p><p></p><p>Use sections that offer accentuation to the sentences. You can embed a colon after the words so as to make your exposition appears to be more dense. This will make your crowd to concentrate on the principle message of your article. You ought not utilize long sections, since it will make your exposition longer and less readable.</p><p></p><p>When you are composing a presentation passage, you should initially depict the primary thought. You can utilize short sentences and clear and brief language. Your composing style ought to be straightforward and sensible. Utilize short sentences and write in straightforward words.</p><p></p><p>The subject of your theme ought to be very much characterized. You should attempt to accentuate the point by utilizing various words and expressions. At the point when you utilize numerous words in a single sentence, you will make your perusers imagine that the subject of your article is excessively unpredictable and difficult to comprehend. A solitary word can pass on the specific significance of the topic.</p><p></p><p>When composing a starting section paper, you should unmistakably diagram your theme. You can begin your presentation with a fundamental thought or to a synopsis of the subjects. At that point you should have the option to clarify the subtleties of your theme in an unmistakable and exact manner.</p><p></p><p>Then you should spell the significant insights concerning your subject. You should concentrate on the most significant focuses that you need to impart to your perusers. At that point you should utilize the correct utilization of the period.</p>

Writing a Validation Essay

<h1>Writing a Validation Essay</h1><p>There are various things that you ought to consider when you are composing your legitimization for assessment paper. There are numerous techniques that you can utilize, yet one of the most significant things is to consider the substance that you will compose. Here are a few rules to assist you with composing a compelling legitimization for assessment essay:</p><p></p><p>First, you have to locate a general topic. Since you will compose a legitimization for assessment exposition, you will need to concentrate on a theme that has pertinence to what you will compose. You can discover a few thoughts in any number of assets, including the nearby library, papers, and other educational sources.</p><p></p><p>Once you have a general thought of what point you are going to concentrate on, you can begin seeing what will be significant in that theme. This could be things, for example, your capaci ties, your aptitudes, or something different that has an association with the point that you will compose about.</p><p></p><p>Once you have a general subject, you can start to compose the exposition. This is the place you utilize the words that you will expound on. To assist you with this, you can take a gander at various composing advisers for see what you will be utilizing, for example, past 'first principle of writing'.</p><p></p><p>This first standard of composing is: 'compose as though you were disclosing a confused idea to a kid.' This standard will assist you with abstaining from seeming like you are attempting to get the hang of something that you definitely know.</p><p></p><p>In expansion to this standard, it is likewise essential to consider your composing style and your language structure and good judgment. These three things can truly assist you with ensuring that you are talking how you are assumed to.</p><p></p><p>If you experience difficulty composing, you might need to consider employing an expert to get you out. They will no doubt have the option to give you tips that you can utilize. A portion of these will assist you with your particular sorts of composing, while others may assist you with general rules on the most proficient method to write.</p>

Top Guide of Writing a Good Essay Introduction

<h1>Top Guide of Writing a Good Essay Introduction </h1> <h2> What to Do About Writing a Good Essay Introduction Before You Miss Your Chance </h2> <p>Writing an article is in all likelihood one of the most troublesome papers to compose, there are bunches of things you have to consider before you begin composing your exposition. Articles for kids on my relatives. Exposition about really being a sister. Advantages of being a genuine youngster paper. </p> <p>Once you are done with the end, the paper has not yet been done at this point. In the event that you could be tarrying, request that how make a decent sat exposition composing an extraordinary article why. Composing papers could simply be totally the most fearing part for practically any understudy, and this is where the characteristic of reviewing falls in for all subjects. Step by step instructions to form topical examination papers. </p> <p>You may accept that you must create your presentation first, however this isn't really evident, and it isn't generally the most ideal approach to make an incredible presentation. The acquaintance needs with be identified with your theory articulation. Your presentation could be longer than that, and it may take more than 1 section, yet be sure you know why. Try not to be frightened to form a speculative presentation at first and afterward change it later. </p> <p>Possessing a wide jargon may have negative outcomes on an individual additionally, similar to when the owner thereof will in general be haughty and critical of people who don't have the very same huge jargon. After you've composed the end, consider exactly how you may revise your finishing up thoughts into a magnificent presentation. Much the same as presentations, the length of the end ought to mirror the time of the exposition. </p> <h2>Things You Should Know About Writing a Good Essay Introduction </h2> <p>If you're feeling that you require an individual to make my article as of now, you can just depend on our legitimate audits. Subsequent to finding our site, you will no longer should trouble loved ones with these sorts of solicitations. In the event that your companion has the ability to anticipate the rest of your paper precisely, you in all probability have an extraordinary introduction.</p> <p>A proposition ought to be considerably more explicit. Following that, you should comprehend the subject of significance and do some examination about the issue. When you have chosen the subject, investigate about this issue, discover approval for your contentions and consider the influence you will use. So set aside some effort to make an engaged theory. </p> <p>You need to peruse the article, or on the off chance that you think there is an issue, at that point you make it right. Simply attempt to locate the seemingly insignificant details you may have ignored previously. A few people compose their presentation just once they have finished the rest of the exposition. </p> <p>In any occasion, most perusers will begin searching for a postulation at the finish of your presentation, so be careful not to put various contemplations there that may confound them. It is essential to make a charming prologue to get the eye of the peruser. A writer additionally should persuade the peruser of something or only gain a peruser consider any issue or just a story he reflected in the exposition. At the point when you begin composing another piece, consider what your perusers wish to comprehend. </p> <h2> The Chronicles of Writing a Good Essay Introduction</h2> <p>There's, clearly, a cutoff on the assortment of pages even our best scholars can deliver with a squeezing cutoff time, however ordinarily, we make sense of how to fulfill all the customers looking for pressing help. Something else, the standard of the whole paper will be immaterial if your focuses don't connect with each other. Now and again it very well may be less agonizing to think about a smart line and vigorous proposition when you've composed the essential contentions of your paper. An option is to get your instructor investigate your draft and offer you conclusions or recommendations on the best way to guarantee it is better and gain a more noteworthy score on your last draft. </p>

Solutions to Roman Empire Research Paper Topics

<h1> Solutions to Roman Empire Research Paper Topics</h1> <p>If you wish to find points for look into paper utilize our site! You get your subject and paper in time and save time for some different exercises. Without an appropriate substance, fantastic research paper points don't bode well. There's an amount of incredible research paper points for the most charming districts of examination. </p> <p>If you think composing of an exploration paper is just about social occasion significant materials and duplicate gluing then in an alternate archive, you're mixed up. An exploration paper includes studying a field of information to get the most ideal data here. It is typically the initial step for understudies to get financing for their task, so it is urgent to make a keen and profound paper. In this way, above all else, a school explore paper must be useful. </p> <p>There are heaps of research paper tests promptly accessible on the web. On the off chance that you need to compose just a solitary paper at the finish of the period, you can inhale out since you are honored. Research Paper isn't an errand for a solitary day. </p> <h2> A Secret Weapon for Roman Empire Research Paper Topics</h2> <p>There's no dependable guideline, then again, actually developments must be lucid and of sensible length. You will come to see there are a few assignments that you can't finish completely all alone, or subjects you can't successfully summon. Regardless of whether you do a basic research or a confounded one for a bigger task, an exploration layout can assist you with getting the best results. Precisely the same applies if in excess of two or three life forms were contemplated. </p> <p>As an outcome, the general legitimacy of the examination will be subverted. Not all exploration paper points are made equivalent, and you might want to be certain you pick a phenomenal subject before you initiate composing. Research papers should assess and survey the cognizance of understudies in some particular themes. History is a subject that is in every case firmly on the thought of existence. </p> <p>There are a few exposition composing administrations that believe they're the absolute best, and along these lines don't be cheated and check the true rundown of the absolute best. There are a great deal of good references to help you with look into procedure and specialized composition. Following are a couple of the prompted human science paper theme for those understudies that can't pick an extraordinary point for their task. Using school inquire about paper models, they will have the option to know the right organization of how the in content reference and references ought to be finished. </p> <h2> What the In-Crowd Won't Tell You About Roman Empire Research Paper Topics </h2> <p>Many times, a qualification between both research types is confined seeing utilizing close-end inquiries instead of the open-finished ones or utilizing words as opposed to numbers. As to understanding, working with an individual who has chipped away at comparable papers im plies they comprehend the necessities and rules. In case you're mistaken for various fascinating themes to examine on the web, it's greatly improved to pick what intrigues you the most. The exploration uses the archives in order to portray the foundation of the issue and to supplement the got outcomes with the solid logical discoveries. </p> <p>With the Roman Empire having crossed a few centuries, and have impacted a colossal field of the planet, there are a few particular things that you could expound on. Presently, you're ready to by and by watch the kinds of administrations put available to be purchased and settle on the correct essayist. Regardless of numerous points of interest and experts of the presentation of cell phone applications to instruction, there are a couple of cons or significant snags we have to prevail. Check our rundown of most of fascinating themes about different periods on world history. </p>

The Existing Ethical Issues of American Standardized Testing

After the implementation of the â€Å"No Child Left Behind Act† high risk standardized testing has become a pressure cooker of corruption in the United States due to often unrealistic expectations, abundant incentives, and harsh punishments placed upon educators and administrators, overall resulting in the essential need for reform. The concept that every student’s academic ability can be assessed by a single universal exam is a misguided notion. A large majority of educators are subject to severe punishments in the even that their students do not perform at or above the â€Å"adequate yearly progress† standard. If their students consistently underperform, the teachers are often severely and swiftly punished. If a teacher is presented with a†¦show more content†¦When a teacher is presented with this conflict, going against standard regulations may be tempting. To regulate this, many states have placed strict guidelines where the students’ teacher is not the individual proctoring the test. However, there are still several states that have the teacher administer test to his or her own students, often times without another proctor in the room. This inconsistency between state regulations also proves the biased separation between how students are tested from state to state, causing certain students more opportunities for assistance than others. With this lack of security, it becomes incredibly easy for teachers to go against common regulations, such as allowing more time on sections, allowing students to go back and work on previous sections, or answering any municipal questions the children may ask, or major, such as changing a student’s attempted answer to correct, or opening a test before the test date and teaching the students the exact test questions. These frightening test practices send a message that â€Å"examiners should take into consideration the appropriate changes to be done, keeping in mind the professiona l and standardization of the test† (Farah). Although these test tampering methods can be seen as the teachers way of assisting students with academic disabilities that do not receive the help they need, theShow MoreRelatedCultural, Ethical and Legal Considerations in Psychological Testing1400 Words   |  6 PagesCultural, Ethical and Legal Considerations in Psychological Testing Cultural Considerations in Psychological Testing Culture differs in every part of the world and in these differences; psychology addresses the people who take part in the idea of culture and its practices. In psychological testing, many issues are raised regarding how such tests are appropriate for different groups of people, underlying their traditions, races, and sex. It has always been a challenge for testing and assessmentRead MoreConsidering Students Language Background On Higher Education Assessment Outcomes1487 Words   |  6 PagesConsidering Students’ Language Background in Higher Education Assessment Outcomes: The Educational Testing Proficiency Profile The increasing popularity of assessments that measure students’ college-level knowledge and skills has been accompanied in the past decade by the incremental population of college students whose native language is not English or who speak English as a second language (ESL). Higher Education institutions are more often confronted with the task of considering language backgroundRead MoreParental Depression And Its Effects On Children And Adolescents1714 Words   |  7 Pagesto the theory, and met the qualifications for a valuable research (Capella, 2016). According to Reising et al., (2016), the study was to address parental depression, social economic status (SES), and community disadvantage for internal and external issues in children and adolescents. Also, taking to account that parental negligence is also a factor that is connected to the internal and external problems in children and adolescents. In addition, concurring to the previous research (Fear, et al., 2009)Read Mo reSocial Media And Its Impact On Society Essay1509 Words   |  7 Pageseducational attendance has been termed â€Å"massification† in reference to its universalization and globalization of a standardized degree system. While the change has indubitably woven itself into the fabric of our everyday surroundings, it still offers itself as a pertinent issue of debate, affecting the lives of millions of college-bound youth worldwide and sparking debate into its ethical and economic benefits and consequences. 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His proposals were to ensure that every race, and religion would receive a good education. However, not every child was receiving the same education opportunities based on money issues surrounding them and the minority they were classified as, the No Child Left Behind Act of 2001 was to ensure that these issues would be dissolve. On January 8th of 2002, six monthsRead MoreThe Development Of The 21st Century1611 Words   |  7 Pagesand open to learn the new challenges and some of us are not prepared. Some of the Nursing staff looks at these changes as a benefit and another group as a challenge, we would like to cite some of those benefits in our understanding and some issues we think will be challenging the â€Å"Nursing changes in the 21st Century†. 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What kind of things does Pepsi do in regards to research and development? 2. What are the existing products and services? 3. What are new products and services? 4. What are their legal, Ethical, and Environmental Issues? 5. Examine Pepsis life cycle. 6. Does Pepsi supply a standardized product? 7. Does Pepsi design for mass customization? 8. What are Pepsis production requirements? 9. What kind of things does Pepsi do regarding theirRead MoreSpecial Education Leadership Plan For Minority Students3228 Words   |  13 PagesSpecial Education In the article The overrepresentation of African American students in special education, Fanion (2010) suggests some of Georgia’s public schools are struggling when it comes to the placement of minorities in special education (Fanion, 2010). Fanion (2010) suggests African American students still are placed in special education more than any other students in Georgia Public Schools. Georgia’s data shows African American students are more likely than any other minority group to be placed

Methods of Project Management

Question: Discuss about the Methods of Project Management. Answer: Introduction A project is an exclusive course of action ventured for achieving expected and planned objectives. Project management is an act of managing the whole process of a project from the starting till the end so that the desired output can be achieved. It is a methodical approach to initiate and plan the overall strategy covering all the important guidelines of a project. The project manager is the one who is responsible for undertaking all the decisions needed for the completion of the project (Bryde, 2005). The main purpose of project management is to help the key personnel in controlling, and executing the overall perspective of the process of project management. The companies undertake required methods for their project management in order to ensure the timely completion of a task and to counterbalance workload of the members for the optimum utilization of time and scope of the project. Methods of Project Management The time constraint is one of the important factor that affects the success of a project and is to be considered most primarily when undertaking a project. From the perspective of project management, it is obvious to manage the time efficiently to have some extra advantage over the completion of the task. Effective time management is of utmost importance in the process of project management. There are several different methods that assist in managing the time efficiently and effectively when it comes to project management (Bennatan, 2000). To make the effective use of time, first it is very important to understand and eliminate the things that wastes extra time and cause delay in completing the project. Sometimes in order to save time, managers skip the planning process and start working instantly which is the wrong way. Planning plays the key role and is essential before starting any kind of project as this results in reducing the cost, time, and the quality of deliverables required for the project. Brainstorming is one of the techniques to be used to analyze the requirements of the project. A sample work plan is to be made during the planning process which will guide throughout the process as what is to be done in a systematic way and reduces the burden of thinking after every step as what is to be done next. The time dedicated to the planning process will reduce complexities and provide a clear vision of the task (Heagney, 2012). Once the planning is done, work break-down structure is to be followed so that each and every team member knows what work he/she has to perform. The managers also need to work on the various other factors that include scope change, managing issues, risk management, and the process of communication. He/she should adopt different risk management techniques and be prepared in advance to overcome any kind of risk he/she is expecting in the future. The managers need to be aware and forecast the vulnerabilities of the project and make pre parations according to that to save time that could have wasted (Wood, 2002). Program evaluation and review method is beneficial too as the review of the plan so maintained from time to time is also critical to provide opportunities to the members for making changes that are needed to achieve desired results and this will also benefit in knowing whether the work done is accurate or not. Managers are required to engage and have an eye on each and every operation and activities undertaken and maintain effective co-ordination between all the cycles and process of project management including its members. This will enhance the efficacy of the project and helps in determining various opportunities that exists which will provide benefits during the process (Lau Ng, 2013). Drill down method is another important dimension that affects time factor by breaking down problems into smaller manageable parts. Then the estimation of the project time and schedule plays a dominant role in managing project. It defines and establish estimates of the time by adopting different wa ys to meet and understand time constraints. It helps in identifying whether the project will be completed on time or not and provide scope for changes in accordance with the availability of time. An effective communication strategy is to be developed by the project manager so that the wastage of time can be eliminated. Communication is the factor that affects the task completion and have an extreme impact on the task results. If the communication is not proper and accurate between the seniors and other team members, the project is bound to suffer in an adverse manner. As this directly affects the working structure and leads to several misunderstandings if the information is not properly communicated (Kaiser, El Arbi, Ahlemann, 2015). Optimum utilization of available resources is also a determinant factor that helps in elimination of extra wastage of time on several occasions and ensures the time limit of the project. If proper techniques are adopted and effective decisions are made to make use of all the resources in a productive manner by the project manager then also the time factor can be controlled and minimized up to a certain extent. Adequate use of information is vital to identify and assess the potential of risks and its consequences. Managers need to identify and analyze all the sources of information so that the timely decisions are to be taken (Gladden, 2013). Conclusion It is the duty of the project manager to assemble and link all the factors that can in any way reduce the time limit and create favorable output without affecting its budget, quality, and other important determinants of the project. The project is ensured to provide desired outcomes within the specified deadline if the proper guideline is to be followed and effective measures are to be adopted by the project manager. The accurate mix of planning, execution, and action is very necessary in order to make a project successful. To ensure the completion of the project on time, the managers need to understand what is important and accordingly prioritize and organize the activities (Remington Soderholm, 2010). Then he/she must take important decisions regarding the project requirements and risk management, and perform the activities needed for the task and take immediate and appropriate actions. In this way, the project manager can ensure the completion of the project successfully and on t ime. References Bennatan, E. (2000).On time within budget. New York: Wiley. Bryde, D. (2005). Methods for Managing Different Perspectives of Project Success.British Journal Of Management,16(2), 119-131. Gladden, R. (2013). Project Psychology: Using Psychological Models and Techniques to Create a Successful Project.Proj Mgmt Jrnl,44(2), 99-99. Heagney, J. (2012).Fundamentals of project management. New York: American Management Association. Kaiser, M., El Arbi, F., Ahlemann, F. (2015). Successful project portfolio management beyond project selection techniques: Understanding the role of structural alignment.International Journal Of Project Management,33(1), 126-139. Lau, E. Ng, P. (2013). Review Of Time-Cost Optimization Techniques In Construction Project Management.Ejm,13(3), 75-84. Remington, K. Soderholm, A. (2010). Time: one factor influencing the project management of change.International Journal Of Project Organisation And Management,2(3), 221. Wood, D. (2002). Risk Simulation Techniques to Aid Project Cost-Time Planning and Management.Risk Management,4(1), 41-60.

Mary Kay free essay sample

The program, which originally awarded the use of compact size Oldsmobile Firenzas to eligible beauty consultants, was modeled after the company’s acclaimed pink Cadillac program, introduced in 1969, for which only director-level consultants were eligible. The pink Buick program, Mary Kay’s third program, was also reserved for sales directors, but was based on less difficult performance criteria than the Cadillac program. Under all three car programs, Mary Kay awarded the use of a new car to eligible beauty consultants who sustained the required sales and recruiting levels for the designated number of months. Winners maintained the use of their cars for two years as long as they continued to meet the required sales volumes on a monthly basis. The company bore all the costs associated with leasing the new General Motors cars from ARI Leasing, insuring the cars, and then selling the used ones as consultants returned them. No The car programs had proven to be very effective motivators, helping company sales through a period of market stagnancy in the mid1980s. Over time, however, the cost of running the programs had escalated substantially. The cost of the VIP program in particular had skyrocketed in the late 1980s, with the number of leased cars approaching 3,000 in early 1989. In addition, there were approximately 1,000 Cadillacs and 1,000 Buicks in force in 1989. The number of car winners as a percentage of the total number of beauty consultants had doubled from 1.25% in 1986 to 2. 5% by yearend 1988. Do Mary Kay’s management now faced the difficult challenge of containing further program cost increases without upsetting the powerful incentive system that was the firm’s primary source of growth and success. In addition to reducing total car program costs (especially VIP costs) as a percentage of sales, management was interested in redirecting the dollars behind other elements of its incentive compensation plan for greater cost effectiveness. Also, management wanted to provide reward and recognition for a range of performance levels that was broad enough to meet the varying career interests of current and prospective beauty consultants. Hilary Weston prepared this case under the supervision of Professor Robert Simons as the basis for class discussion rather than to illustrate either effective or ineffective handling of an administrative situation. No part of this publication may be reproduced, stored in a retrieval system, used in a spreadsheet, or transmitted in any form or by any means—electronic, mechanical, photocopying, recording, or otherwise—without the permission of Harvard Business School. 1 This document is authorized for use only by Hamid Akbari at University of Ontario Institute of Technology until October 2013. Copying or posting is an infringement of copyright. Mary Kay Cosmetics Inc. was an international manufacturer and distributor of premium skin care, hair care, and body care products. Mary Kay products were not available through retail stores. In 1988, its products were sold throughout the United States exclusively by a network of over 175,000 independent (self-employed) women who ranged in status from beauty consultants to national sales directors. (Mary Kay also sold internationally in seven countries. ) This sales force met directly with customers in their homes and offices to demonstrate and sell Mary Kay products. The firm’s 1,436 company employees worked out of its Dallas headquarters and manufacturing facility and its five regional distribution centers. In 1988, the company’s 25th anniversary, Mary Kay Cosmetics achieved record sales of $406 million, up 26% from $326 million in 1987. The original mission of company founder Mary Kay Ash had been to be a â€Å"teachingoriented† organization that provided women with exceptional opportunities for professional achievement, economic success, recognition, personal development, and independence. The organization had remained true  to this goal, but had expanded its mission during the 1980s to include greater emphasis on consumer needs, product innovation, and quality. As revised in 1987, the Mary Kay Mission was â€Å"To achieve preeminence in the manufacturing, distribution and marketing of personal care products by providing personalized service, value, convenience and innovative solutions to consumer needs through our independent sales force. † Company Philosophy The â€Å"Consultant’s Guide† book provided to new beauty consultants stated the firm’s philosophy as follows: tC From the beginning, the Company has grown based upon the same philosophy: every person associated with the Company, from Chairman Emeritus to the newest recruit, lives by the Golden Rule, â€Å"Do unto others as you would have them do unto you† and the priorities of God first, family second, and career third. In describing the company’s commitment to the independent sales force, Chairman Rogers asserted, â€Å"Every aspect of the Mary Kay system is aimed at promoting a successful career for the beauty consultants. It’s through her succeeding that we all succeed. We’re committed to total customer satisfaction; and to the customer, a beauty consultant is Mary Kay. † No A director of sales development explained the relationship between the company and its sales force: There are five things that all consultants seek. We refer to them as STORM: Satisfaction with a task well done (self-worth); Teamwork (a sense of belonging); Opportunity (to succeed); Recognition; and Money. These five needs are being met through various aspects of our business. Do Company Ownership and Structure In 1984, after several years of extraordinary growth, a decline of 14% in sales and 8% in earnings had triggered a sharp drop in the corporation’s share price. In December 1985, in response to both the depressed share price and to their own desire to manage for the long term rather than for quarterly earnings, Chairman Mary Kay and her son, Richard Rogers (president and CEO at the time), led a management leveraged buyout for a price of approximately $315 million. Mary Kay and Richard also wished to avoid the impact that public financial reporting could have on sales force 2 This document is authorized for use only by Hamid Akbari at University of Ontario Institute of Technology until October 2013. Copying or posting is an infringement of copyright. [emailprotected] harvard. edu or 617. 783. 7860. Mary Kay Cosmetics: Sales Force Incentives (A) 190-103 op yo rP os t attitudes during a sales and stock price decline. Negative attitudes could easily trigger further sales and recruiting declines. Two years later, in November 1987, Mary Kay assumed the title of chairman emeritus and Rogers, 44, became chairman (retaining his title as CEO). Dick Bartlett, former executive vice president of Marketing, was named president and chief operating officer (COO). Mary Kay management prided itself on its lean internal staff. President Bartlett placed himself at the bottom of the organization, surrounded by staff support functions. Above him were the four operating divisions—Marketing, Sales, RD/Manufacturing, and Distribution—which â€Å"served† the sales force. Bartlett placed Mary Kay’s customer base of 15 to 20 million households at the top of the organizational structure. Bartlett explained the role of his internal organization and how it operated: Our goal is to support the independent sales force of 175,000 beauty consultants, because our sales force is our lifeblood. Our job in supporting the consultants involves a continual effort to update and improve the quality and selection of our products and to refine our facilities and procedures. We also have to anticipate and respond to the consultants’ needs. This all requires creativity and flexibility. tC One of my first challenges as president was to break down departmental fiefdoms. I instituted three types of meetings that bring together managers from different departments. The weekly Sales and Marketing meetings are religiously attended by top management. I never miss those meetings. They’re where the hot topics are raised and discussed. We’ve also created what we call â€Å"CATS†Ã¢â‚¬â€Creative Action Teams. These cross-functional temporary task forces are formed on an ad hoc basis whenever any employees identify a specific problem or opportunity which they think they can take on, especially those affecting quality improvement. The purpose of the CATS is to nurture creativity and keep the organization flexible. We track the progress of all CAT projects at our weekly meetings, and employees are usually recognized for successful completion. The main personal link between the company and the sales force was the group of six regional sales development directors. One of them described his role: Do No The job of the six of us is to bridge the gap between the growing sales organization and the company. We picture ourselves as their voice internally. Each of us covers a geographic region containing 700 to 800 sales directors and 30,000 to 40,000 beauty consultants. We wear a lot of hats—information conduit, administrator, motivator, personal and financial advisor, and so on. Also, there’s an expectation on the part of each consultant that their own personal considerations will be taken into account. Let’s say a woman works all year and misses a director’s goal by $18, we’d destroy her if we didn’t give her a break. We need to be flexible, so we make those kinds of calls. Sales Force Support In addition to personal contact with the field, Mary Kay Cosmetics employed an elaborate set of tools and programs designed to motivate, recognize, and develop its beauty consultants: Communications The company produced a constant flow of written material for the sales force, including a monthly magazine, weekly newsletters, training manuals, and product brochures. It also 3 This document is authorized for use only by Hamid Akbari at University of Ontario Institute of Technology until October 2013. Copying or posting is an infringement of copyright. [emailprotected] harvard. edu or 617. 783. 7860. 190-103 Mary Kay Cosmetics: Sales Force Incentives (A) op yo rP os t provided video and audiocassettes (for recruiting, training, and motivating), promotional sales aids, and a telephone hot line for advice and answers. Mary Kay also regularly solicited feedback from consultants and customers by conducting surveys and focus groups. The company used this information to improve existing products and packaging and to develop new products and selling tactics. Events Mary Kay sponsored a variety of contests, conferences, and other events for the consultants, which combined all three elements mentioned above—motivation, recognition, and education. The biggest event was the annual seminar, which in 1988 was attended by 25,000 consultants. (The three-day event was divided into four back-to-back identical sessions because of its sheer size. The seminar was open to all consultants and directors; however, registrants paid their own way to attend and participate in the festivities and training sessions. The climax was a gala awards night in which consultants of all levels were honored and rewarded for their achievements before an applauding crowd of thousands. Rewards ranged from ribbons, jewelry, furs, and luxury trips to the crowning of â€Å"queens. † Sale force activities Ongoing support within the beauty consultant networks was another important ingredient in the Mary Kay formula for direct selling. Despite the high level of company support, the vast majority of a consultant’s interaction was with her unit director and the other 30 to 150 consultants in her unit, and not directly with Mary Kay management, which had no formal control over the sales force. 1 tC Because Mary Kay Ash believed that people could be â€Å"praised to success,† the company fostered a sale force culture based on positive reinforcement and recognition. This was achieved through several means. First, the company did no sales force recruiting; the independent consultants personally chose  their own new recruits. This personalized approach increased the likelihood of successful director-consultant relationships. Also, the company provided guidelines to assist the independent sales force in motivating and training its members. For example, the companysuggested Monday unit meetings were the primary forum for the sharing of product information, selling tips, and success stories, as well as group praise. These weekly unit meetings not only served as a support group and training class, but also created peer pressure to succeed. In â€Å"Memo,† the company’s weekly newsletter to directors, and in the Director’s Guide, the company provided directors with many kinds of creative tips and tools for training and developing their units and conducting effective meetings. Do No Recognition and prizes The majority of beauty consultants did not attend the annual seminar or receive cars and other large prizes. All active consultants, however, were motivated to increase their sales and recruiting by a constantly available array of prizes and recognition for incremental progress. Company-sponsored gifts and prizes were offered for achieving sales and recruiting goals and winners’ names were listed in Applause, Mary Kay’s monthly magazine for consultants. In addition, directors, at their own expense and discretion, rewarded their unit members for achieving various milestones. The gifts and prizes handed out by directors to beauty consultants usually took the form of jewelry and other accessories, often with the Mary Kay logo on them, and were usually awarded in front of a group. (Exhibit 3 lists a representative sampling of the type and cost of directors’ gifts to unit members. For example, upon signing up her first recruit, each consultant received a string of imitation pearls and congratulatory applause at her unit’s weekly meeting. At each step in her Mary Kay career, a consultant received additional recognition and status symbols, including â€Å"ladder† pins with varying numbers and types of gems, which indicated her level of 1The signed agreement between an independent beauty consultant and the company stipulated certain basic guidelines that the consultant was required to follow, such as her legal responsibility to represent the company and its products honestly and accurately. Mary Kay Cosmetics, however, had virtually no management control over the independent contractor sales force. 4 This document is authorized for use only by Hamid Akbari at University of Ontario Institute of Technology until October 2013. Copying or posting is an infringement of copyright. [emailprotected] harvard. edu or 617. 783. 7860. Mary Kay Cosmetics: Sales Force Incentives (A) 190-103 op yo rP os t achievement. (See Exhibit 4 for the hierarchy of nonfinancial sales force incentives. Senior Vice President of Sales Bart Bartolacci described the role of recognition as an incentive: As Mary Kay herself would say, â€Å"A $5 ribbon plus $20 worth of recognition is worth more than a $25 prize. † In other words, give them a check, but give it to them on stage. Then they will really respond. I would never take away the recognition element. It would be like putting my head on a chopping block. Some of the women really don’t need the money at all, but the recognition is addictive. In fact, the top people in our sales organization motivate their units through recognition, not expensive prizes. Financial incentives The financial incentives, however, were also considered an indispensable ingredient in the firm’s direct selling strategy. According to management, the power and appeal of Mary Kay’s incentive system were rooted in the carefully designed combination of compensation, advancement opportunity, prize incentives, and recognition. According to the Mary Kay Marketing Plan (i. e. , the incentive compensation and advancement plan), a consultant’s income was determined by a very clear and objective method, based on her selling and recruiting activity. No organizational constraints limited the pace at which a consultant could advance her status and increase her income. In 1988, the highest paid sales director earned over $400,000 and roughly 90 others had six-figure incomes. The company, via its beauty consultants, aggressively advertised the Marketing Plan’s objectivity and unlimited earning potential to attract new recruits. The specific components of the plan were based on the following premise, as explained by Sales Group Executive Vice President Barbara Beasley: tC There are three things we want beauty consultants to do: order products, sell products to customers, and recruit new consultants. Recruiting is really the big source of growth because sales per consultant can rise only so much. That puts a limit on both company growth and consultants’ earning potential. Moreover, because approximately 70% of consultants drop out each year, we need new recruits just to maintain sales. We currently recruit about 10,000 consultants per month and lose 7,000 per month. I know that turnover rate sounds high. But, in fact, our rate is the lowest in the direct-selling industry, and lower than most retailers’ sales staff turnover. No But a good director must sell as well as recruit. Her best source of new recruits is her customer base. Also, her role as leader, teacher, and motivator involves setting an example for her unit members. We also need the sales directors to stay on top of customers’ needs and their reactions to new products because the directors are our strongest tie to the marketplace. Do Although all consultants fell into one of two general categories, nondirectors and directors, there were multiple titles within each group. The financial success of the more senior consultants and of directors depended heavily on their ability to recruit new consultants and on the ongoing performance of their recruits. Exhibit 5 summarizes the compensation for all levels as described below. An entry-level beauty consultant’s income was the difference between the retail value of the products she sold and the wholesale price (usually 50% of suggested retail) at which she bought 5 This document is authorized for use only by Hamid Akbari at University of Ontario Institute of Technology until October 2013. Copying or posting is an infringement of copyright. [emailprotected] harvard. edu or 617. 783. 7860. 190-103 Mary Kay Cosmetics: Sales Force Incentives (A) op yo rP os t products from Mary Kay. A nondirector consultant also received a 4% to 12% commission2 on the sales of all her personal recruits. Once she had at least five recruits, her title became Team Leader and she could try to qualify for the use of a VIP car. In order to win the use of a VIP car (a red Pontiac Grand Am) and keep it for the entire awarded period of 24 months, a consultant had to reach and maintain three types of targets over that period: (1) team monthly production volume (i. e., wholesale value of all her recruits’ orders); (2) personal monthly wholesale production; and (3) number of active recruits. Each VIP consultant was given a fixed â€Å"allowance† she could draw on to make up for shortages in particular months, so that she would not have to relinquish her car because of one or two bad months. The allowance could be increased (and thereby â€Å"banked†) by performance above the minimum requirements in any given month. Once a consultant became a sales director (the qualifications were again tied to personal and team production and number of recruits), several additional avenues of income opened up to her. In addition to receiving an 8% to 12% commission on her personal recruits’ wholesale orders, she received a 9% to 13% commission on the production of the entire unit she directed, which included her recruits’ recruits. In addition, she received a sliding-scale monthly bonus of $400 to $2,500 if her unit’s total monthly production exceeded $4,000. Thus, if a director’s unit achieved the $4,000 threshold, the compensation system rewarded her doubly for the unit’s performance. Finally, a director also received a $100 to $400 bonus for each month in which her unit of consultants recruited at least three new active consultants. As soon as one of a director’s unit members became a director herself, the former became a senior sales director. In addition to the sources of director compensation, senior directors also received a 4% commission on the monthly production of all their â€Å"offspring† units. If they had eight or more offspring units, the commission increased to 5%. tC A national sales director—the highest position in the Mary Kay independent sales force—did not directly work with nondirector beauty consultants. Her compensation was based on the wholesale production of both her first-line and second-line offspring units. She received a commission of 5% to 8% and 2%, respectively, for the two tiers of units. History of the VIP Car Program No Between 1983 and 1989, Mary Kay’s car programs increased from a base of 1,100 cars on the road to over 5,000 cars. Most of this increase was due to the VIP program, which was introduced in 1984. By mid-1989, VIP cars in force numbered 3,000. The number of VIP car winners had grown rapidly despite increases in program qualification requirements in 1986, 1988, and 1989. Increased VIP participation was accompanied by several external cost trends: The costs to Mary Kay of leasing the cars had increased with interest rates. Automobile insurance premiums had escalated faster than both inflation and prices of Mary Kay products. Do †¢ †¢ General Motors discontinued the Oldsmobile Firenza, reducing the resale value of the one- and two-year-old cars. 2Commissions were based on wholesale orders and the percentage level depended on the number of recruits a consultant had. 6 This document is authorized for use only by Hamid Akbari at University of Ontario Institute of Technology until October 2013. Copying or posting is an infringement of copyright. [emailprotected] harvard. edu or 617. 783. 7860. Mary Kay Cosmetics: Sales Force Incentives (A) 190-103 The Current Challenge op yo rP os t All of these trends had contributed in driving up the cost of the VIP program. The cost increase was further magnified by the decline in car â€Å"tenure†: an increasing proportion of the consultants who had qualified for VIP cars were unable to maintain the required sales and recruiting levels for the 24month period. As a result, Mary Kay often was forced to reclaim cars that were substantially less than two years old. The newer a car when Mary Kay reclaimed it from a consultant, the greater the disparity between the car’s unamortized book value and the (much lower) resale price that Mary Kay received for it. In short, the company absorbed larger losses on cars that were in service for shorter periods of time. Mary Kay’s top management was seeking a broad solution to the rising costs—and corresponding diminishing returns—of its incentive plan, the VIP car program in particular. According to Richard Wiser, vice president of Financial Planning and Analysis: Over the last several years, we’ve watched the cost of the car programs and of commissions creep up relative to sales. [See Exhibits 6 and 7. ] Car expenses in particular have really jumped up since 1985. In the past, we’ve always gone for incremental cost savings. We took a  negative approach: we simply raised the program qualification requirements when we wanted to reduce the cost of the program. Now, we want to be more creative. We have Finance, Marketing, and Sales all working together to identify innovations that would save money for us but, at the same time, keep the sales force morale up and boost the effectiveness of the incentives. tC We haven’t been getting a bang for our buck from all VIP consultants. Unless they are trying to qualify for directorship, many feel no motivation to increase their sales and recruiting efforts above the level needed to maintain the use of their cars. We’re not tapping their full potential because we’re not rewarding them for achieving it. President Dick Bartlett continued: No Richard is right. In fact, those VIP consultants who really do want additional income and recognition may rush into directorship prematurely. They may qualify before they have a large, strong team base and sufficient experience. That’s bad for everyone. The consultant must fight a frustrating uphill battle to retain her director status. And from our perspective, her unit’s size and performance may deteriorate. A weak director hurts unit morale and development. The problem trickles down: when a weak or negligent consultant loses a customer, it’s a lost sale for Mary Kay. Customers can’t buy our products in retail stores and the customer is not likely to seek out another consultant. Do Bartlett and his management team summarized the objectives of the Marketing Plan modifications they sought: †¢ To improve profit margins by reducing overall beauty consultant compensation (particularly the costs associated with the car programs) as a percent of sales—a ratio that had been escalating yearly. †¢ To enhance the beauty consultants’ career path with more distinct milestones and forms of reward. Bartlett was particularly concerned about two issues that had adversely affected many top-performing VIPs: 7 This document is authorized for use only by Hamid Akbari at University of Ontario Institute of Technology until October 2013. Copying or posting is an infringement of copyright. [emailprotected] harvard. edu or 617. 783. 7860. 190-103 Mary Kay Cosmetics: Sales Force Incentives (A) op yo rP os t 1. Many had worked extra hard to achieve director status but were ill-prepared for the extra demands of continuing director-level performance. Many had stagnated at a â€Å"maintenance† sales level simply to retain their VIP cars. †¢ To make cost reductions elsewhere in the Marketing Plan while preserving sales force morale and motivation. †¢ To minimize the cost to the firm of maintaining low-performing consultants, i. e. , those with very few recruits and no indication of ambitious growth goals. At the conclusion of their interview with the casewriters, the managers reemphasized the extreme sensitivity of beauty consultants’ actions to changes in the Marketing Plan. They cited an example: in 1984, an announced increase in VIP qualification criteria resulted in an enormous â€Å"rush† for VIP status before the effective date of the program change. As a result, the number of VIP car winners temporarily increased dramatically, rather than tapering off as intended. (Refer to Exhibit 6. ) Moreover, many of those consultants who had rushed to obtain cars had relatively low tenure with Mary Kay. So, they did not have the experience and team strength to maintain their VIP status. As a result, they had to forfeit their cars prematurely, which was demoralizing for them and costly for the firm. Do No tC In general, any change in the Marketing Plan that was not well-received by the sales force of over 175,000 beauty consultants could be disastrous to the company: not only would sales drop off in the near term, but the sales force attrition rate could increase and the recruiting rate decrease over the long term. Aware of this danger, management had scheduled the first â€Å"Mary Kay Summit Meeting† and invited all national sales directors (the top of the independent sales organization) to be involved in designing changes in the Marketing Plan. Management wanted to bring to the Summit Meeting their own draft plan as a starting point for discussions with the national sales directors. 8 This document is authorized for use only by Hamid Akbari at University of Ontario Institute of Technology until October 2013. Copying or posting is an infringement of copyright. [emailprotected] harvard. edu or 617. 783. 7860. Mary Kay Cosmetics: Sales Force Incentives (A) op yo rP os t Mary Kay Organizational Structure Do No tC Exhibit 1 190-103 9 This document is authorized for use only by Hamid Akbari at University of Ontario Institute of Technology until October 2013.