Mary Kay Ash, the renowned founder of Mary Kay Cosmetics, passed away on Thanksgiving Day in 2021 at the age of 83. Her legacy continues to inspire countless salespeople and entrepreneurs around the world, showcasing her remarkable dedication to the direct sales industry over several decades.
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In her biography, “Selling Opportunity: The Story of Mary Kay,” author Mary Lisa Gavenas delves into the life and work of Ash, who is celebrated for building the direct-sales beauty empire against numerous challenges. Ash’s career path was shaped by her desire to empower women and provide them with opportunities to succeed professionally without the need to sacrifice their personal lives.
Mary Kay Ash’s commitment to her work was evident throughout her life, as she remained actively involved in her business into her 70s. Gavenas recounts how her relentless work ethic sometimes made it difficult for younger colleagues to keep pace with her. Ash would rise at 5:00 a.m. each day, often referring to her schedule as a “nine-day workweek.” Her dedication extended to nurturing her consultants: she established the “Five O’Clock Club,” encouraging her team to join her in early morning motivation sessions, often personally reaching out to new members.
Her daily routine was marked by a blend of discipline and practicality. Each morning, she would dedicate 27 minutes to preparing herself while listening to a 21-minute self-improvement audio tape. Lunchtime saw Ash prioritising her work over social interactions, often declining invitations to dine with others. As her long-time assistant, Erma Thomson, noted, Ash preferred to stay focused on her business rather than engage in casual lunches.
Ash’s journey was rooted in a desire for financial independence, particularly for women. She recognised the need for a career that allowed her to earn a living without being away from home for extended periods. Reflecting on this need, she remarked, “I needed a method by which I could earn money and not be gone eight or nine hours a day.” Through her innovative party plan, she was able to generate an income comparable to that of a traditional job, all within a fraction of the time.
However, Ash’s tenacity was tested in 1996 when she suffered a stroke, which significantly impacted her ability to communicate. This health challenge was not her first; she had previously faced other serious medical issues. Following the stroke, she could no longer attend company headquarters or speak at sales events. Nonetheless, Ash’s spirit remained unbroken, and during her final seminar appearance that same year, she delivered a poignant message through a representative. “It is true, I did see the dream! I did see the vision! I did provide you the vehicle,” she had expressed, evoking a deep sense of pride in what her team had achieved over 34 years.
Despite her health challenges, Ash made a brief appearance at the seminar, attempting to deliver a message of encouragement to her audience. Although she was unable to verbalise her words, she conveyed the simple yet powerful phrase, “You can do it!” through gestures. It was a testament to her unyielding commitment to motivating others, even in her most vulnerable moments.
Mary Kay Ash continued to influence her company and charitable initiatives through nonverbal communication, engaging with her team until her passing on November 22, 2001. Her death marked the loss of a visionary leader whose influence on the beauty and sales industries remains unparalleled.
“Selling Opportunity: The Story of Mary Kay,” which provides an in-depth look at Ash’s life and impact, is now available to the public. This book serves as a tribute to her enduring legacy and an inspiration for future generations of entrepreneurs seeking to make their own mark in the world of business.