From Sales Director Arlene Fritz ~ Additional Notes From Sr. Director Sarah Hjelle-Bjorgaard CONCEALERS ~ 6 redefined shades with "yellow" base.

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1 From Sales Director Arlene Fritz ~ Additional Notes From Sr. Director Sarah Hjelle-Bjorgaard CONCEALERS ~ 6 redefined shades with "yellow" base. Here's the story...in the 1950's the school of thought was pink over olive (skin tone) and olive over pink. Then in the '70's they decided it should be all pink. The '80's decided that it should be pink over pink skin-tone and olive over olive skin-tone. But, what has come to pass in the 90's is the fact that 85% of all women are warm! (But they tend to be attracted to cool colors!) SO, YELLOW is appropriate for all skin colors -- it covers up brown, red and purple. (The green and lavender only changed your face colors!) The lightest color can be used for a highlighter. Only cover what is necessary, like under eye darkness, blemishes, scars, etc. If yellow is too yellow, wait and give it a moment, it will soak into your skin and not look too yellow Use concealer BEFORE foundation if covering dark circles. Use concealer AFTER foundation of covering blemishes NOTES FROM SARAH: At our Robert Jones Training, he suggested using our retractable lip brush to apply your concealer. Reason being; foundation and concealer stick to the pores of your skin. With a blemish or a scar there are no pores for it to stick to. So, if you are applying it with your finger the product will most likely stick to your finger instead of the area you are trying to apply it to. Our retractable lip brush has the right kind of bristles to transfer the crème to the area in which you want covered. DUAL COVERAGE POWDER FOUNDATION ~ TimeWise Dual-Coverage Powder Foundation for all skin types. Available in nine great shades to match a wide range of skin tones. This foundation gives you two great options in one convenient product. It s perfect to use alone as a foundation or as a pressed powder. It is dermatologist-tested, safe for sensitive skin, fragrance-free, oil-free and non-comedogenic. Clinically tested for skin irritancy and allergy. F e a t u r e s / k e y i n g r e d i e n t s : - Vitamin E derivative (tocopheryl acetate) - Cucumber and lemon extract A p p l i c a t i o n : Apply with a dry sponge for natural, sheer coverage or with a slightly damp sponge for more coverage with a matte finish. Can also be applied with a brush when used as a foundation or pressed powder. TimeWise Dual-Coverage Powder Foundation fits in the refillable Foundation Compact, sold separately. T i p s : Always apply a moisturizer prior to applying TimeWise Dual-Coverage Powder Foundation, as well as all foundations. This allows for smoother application of the foundation. Your skin tone will change with the seasons, so adapt your foundation to the seasons as well. Use the TimeWise Dual-Coverage Powder Foundation with the round powder brush all over the face for a lighter effect than using a cosmetic sponge.

2 If you use the TimeWise Dual-Coverage Powder Foundation as a pressed powder, use it mainly on areas of the face that are prone to shine, like the chin, nose and forehead. If you use a Day Radiance foundation, you can use the TimeWise Dual-Coverage Powder Foundation as a pressed powder or use loose powder over the Day Radiance to complete the look. NOTES FROM SARAH: Robert Jones mentioned that you may want to use a shade lighter for those customer with Oily Skin. When the Time Wise Dual-Coverage Powder Foundation mixes with the oils of the skin it tends to darken. So, I would suggest maybe trying a small area on the face to test the color. After you have used the foundation at several pampering sessions, you will get the hang of it!! FOUNDATION CONVERSION CHART Day Radiance #1 Recommend this Recommend this TimeWise and #2 Shades Crème To Powder Dual Coverage Foundation Pure Ivory Ivory 0.5 Ivory 104 (P) Rosepetal, Soft Ivory Ivory 1 or 2 Ivory 104 (P) Antique Ivory Ivory 1 Ivory 100 (Y) Blush Ivory Ivory 2 Ivory 200 (Y) Buffed Ivory Ivory 3 Ivory 200 (Y) Fawn Beige Beige 1 Beige 300 (Y) Delicate Beige Beige 2 Beige 304 (P) True Beige Beige 3 Beige 400 (Y) Dusty Beige Beige 3 Beige 400 (Y)

3 Almond Beige Beige 4 Beige 400 (Y) Toasted Bge, Cocoa Bge Beige 4 Bronze 507 (O) Mocha Bronze & Bronze 0.5 Bronze 607 (O) Bittersweet Bronze Walnut Bronze Bronze 1 Bronze 607 (O) Rich Bronze Bronze 1.5 Bronze 708 (B) Mahogany Bronze Bronze 2 Bronze 708 (B) * Shades categorized by undertone: Yellow (Y), Pink (P), Orange (O) or Brown (B). P o w d e r s MK Signature Loose Powder Available in six great shades to match a wide range of skin tones. Its French milled (which means it s milled 10 x more than our previous powder to give provide much better coverage), talc-free, silky-smooth formula helps to keep makeup fresh all day. It controls excess oil and unwanted shine without drying skin. Brush on lightly to set makeup and leave a soft, matte finish. Loose Powders are dermatologist-tested, safe for sensitive skin, fragrance-free, oil-free and noncomedogenic. Clinically tested for skin irritancy and allergy. * Loose Powders ALL have a yellow undertone. Questions & Answers TimeWise Dual-Coverage Powder Foundation Q: Who is the target customer for the TimeWise Dual-Coverage Powder Foundation? A: The target customer for this product is a woman who wants a natural-looking, sheer coverage foundation. Look at the customer profile, and any woman who doesn t wear a foundation on a regular basis, or doesn t reorder her foundation, will probably be interested in this product. Typically, your Velocity customers are great candidates for this product, too. If you have customers who are completely satisfied with Day Radiance, you do not need to switch them to this product. Any woman who currently wears Day Radiance foundation, Creme-To-Powder Foundation or Powder Perfect Pressed Powder can also use TimeWise Dual-Coverage Powder Foundation as a pressed powder. NOTES FROM SARAH: The Color Palette is a PERFECT Compact for those customers using the Cream-To-Powder and the Cream Foundations 2 pan openings in the Palette allow your customer to include both in her compact! Q: What is meant by sheer coverage?

4 A: Foundations are typically classified into categories of coverage sheer, medium and full that help customers choose which product best meets their needs. For example, full coverage formulas are often more opaque and thus provide better coverage than others; sheer-coverage formulas are very lightweight and are not designed to cover up facial flaws. Typically, someone who is satisfied using a full-coverage or medium-coverage foundation will not prefer a sheer-coverage foundation. Q: What is the best way to use the product as a foundation? A: There are several ways to use TimeWise Dual-Coverage Powder Foundation. The majority of women like using a dry sponge to apply the product, which is the recommended option. The round powder brush is also another option to choose from when using the product dry. However customers can also use the product with a slightly damp cosmetic sponge to provide a more opaque, matte finish than if used dry. NOTES FROM SARAH: Robert Jones does not recommend using the Time Wise Dual Coverage wet. Q: Is TimeWise Dual-Coverage Powder Foundation good for all skin types? A: Yes. The product works well for all skin types. Customers with dry skin usually prefer more emollient foundations such as Day Radiance or Creme-To-Powder. However, they will appreciate the TimeWise Dual-Coverage Powder Foundation as a pressed powder, especially when applied with the round powder brush for a perfect finish. Using this as a pressed powder gives an even, flawless finish due to the quality of the milling and pressing in the powder production. Customers with normal and combination skin may also use TimeWise Dual-Coverage Powder Foundation as a pressed powder or as a foundation depending on their coverage preferences. Customers with oily skin will appreciate the fact that the TimeWise Dual-Coverage Powder Foundation is oil-free and provides a natural, matte finish. These customers may be more likely to use the product solely as a foundation. Q: I noticed that when I used the TimeWise Dual-Coverage Powder Foundation as a foundation with a wet sponge, the product rolled up in a ball, and it streaked on my face. What causes this? A: Please remember that if you re having these problems, the sponge is too wet. Make sure you apply the slightly damp sponge in light, smooth strokes in one direction to avoid streaks. If you use the foundation with a damp sponge, expect the TimeWise Dual-Coverage Powder Foundation in the pan to dry in about 15 minutes before you can use the product dry on your face. If it takes longer to dry out, then your sponge is too wet. Q: How does the price for the TimeWise Dual-Coverage Powder Foundation compare in the marketplace with other Dual-Coverage Foundations? A: At $14 suggested retail in the U.S. and $20 suggested retail in Canada, our product is competitively priced and a great value. Focus on the benefits. Your customers will see that it s like getting two products for the price of one! Q: What are the benefits of the TimeWise Dual-Coverage Powder Foundation over the Powder Perfect Pressed Powder? A: The TimeWise Dual-Coverage Powder Foundation has many more benefits than the pressed powders. There are more shades to choose from with Dual-Coverage so that your customers can

5 get a better shade match. The shades are made with brighter pigments, which allow for more natural-looking shades. Dual-Coverage contains vitamin C and E derivatives (Ascorbyl Palmitate and Tocopheryl Acetate), as well as cucumber and lemon extract, which are known to even skin tone. And, the TimeWise system is clinically proven to reduce visible signs of aging. You re also getting the benefit of two products in one, a pressed powder and a foundation. Q: How do the Powder Perfect Pressed Powders match up to the TimeWise Dual- Coverage Powder Foundation? A: There is a conversion chart on the Mary Kay InTouch Web site in the U.S. and on Pages 7 and 8 of the April issue of Applause magazine that shows what shade of TimeWise Dual-Coverage Powder Foundation you can recommend to your customer if she is using pressed powder. For other conversions, a good rule of thumb is to stay within the Ivory, Beige or Bronze categories to find complementary shades. Q: Could you explain the shade-numbering system? A: The shade-numbering system was developed to make choosing a foundation shade for your customers quick and easy. This system provides a new Consultant a road map on how to choose the correct shade for her customer. First, the shades are separated into shade categories: Ivory, Beige and Bronze. Then, a three-digit numbering system was developed to explain the color intensity (lightest to darkest) and the undertone of the shade. The first two digits of the number are the color intensity. For example, Ivory 100 is lighter than Ivory 200 and Bronze 507 is lighter than Bronze 708. The last digit represents the undertone of the shade. 0 represents yellow, 4 represents pink, 7 represents orange and 8 represents brown. For example, Beige 300 and Beige 304 are the same intensity, but with different undertones since the 300 has yellow undertones and the 304 has pink undertones. With the current line of Day Radiance shades, it is difficult for a new Independent Beauty Consultant to understand which shades are darker than others. For instance, if a Consultant tries Buffed Ivory, and it is too light, she does not know which shade to try next that is darker. The new system is much simpler. If a Consultant tries Ivory 200, and it is too light, she would try Beige 300. Q: How do I choose a shade for my customer? A: Determine the following: 1) Is she an Ivory, Beige or Bronze skin tone? 2) Within the category, is she on the lighter side or darker side? 3) Then perform the stripe test on her jaw line to determine the best shade for her. As always, you want to pick a shade for your customer that blends in with her jaw line. NOTES FROM SARAH: In January of 2003 Mary Kay will begin introducing NEW Liquid Foundations. These Foundations will be named with the exact same numbering system as the Dual Coverage Powder Foundation! They will also come in gorgeous platinum and white tubes. Robert Jones told us that we will have the number one Foundation on the market!! The only other thing that compares is a bottle that is found over seas for $100 and the only way you can tell the difference is by looking under a microscope! The product will be transfer resistant, oil-free, and will come in two types of coverage.

6 Q: Does the TimeWise Dual-Coverage Powder Foundation count toward the fifth essential protect? A: Yes, this product is considered a foundation and counts toward your skin care set sales, whether you use the product dry or damp. Q: I have a customer who sampled the TimeWise Dual-Coverage Powder Foundation in a skin care class, but she prefers a loose powder. How do I know what shade of loose powder to recommend? A: First, determine her shade category; is she an Ivory, Beige or Bronze? Then, within that category, is she on the lighter side or darker side? If you still want the customer to sample the new loose powders, you may preprofile her prior to the class and then bring only the retail jars that are needed to the class. You can demonstrate loose powder, as always, with a clean cotton ball. LOOSE POWDER ~ 6 shades. Better quality (once again, Italian made), milled a lot finer -- no caking, no clumping and lighter in texture and velvety feeling. Will have yellow tint, will make skin look alive, fresher and younger. A lot of fine lines? Try using just a little with fingertips. A sponge is wonderful for powder, especially under the eye. Use sponge first to apply powder, then use powder brush to dust off the excess. ***The reason for outsourcing this production (now made in Italy) was the huge expense of buying the equipment to process these better quality items. NOTES FROM SARAH: I never sold Loose Powder prior to the new formula and colors! Now I myself, use the Loose Powder in the Morning and the Dual Coverage during the day for touch ups! It s beautiful!! The colors are great and being the product is milled finer it has a soft gorgeous coverage to it! NEW BRUSHES ~ PCP set of the brushes are copies of exclusive artist brushes that Robert could only get from an exclusive professional source. IN other words, they are not available to the public. If you use brushes, you are going to LOVE these! NOTES FROM SARAH: We talked with Robert at Seminar this year and he did tell us that the Company started working on and even better brush set with more brush options last week, which will be available most likely in the Summer of For now, our dynamic PCP Brush Set will move to our current order form and be available until the new Brushes come out. PSSSST He also shared with us that the NEW Brushes will be Section #1 and will count towards STAR Status and other courts! Wow!! Remember that CHANGE IS GOOD! All of these enhancements to our Product Line WILL help you to make more money than ever! Is it any wonder that Mary Kay Cosmetics has remained the #1 Skin Care AND Color Cosmetic Company in the United States for all these years?!!