Age Defying Eyeliner & Lipliner Creamy Lipcolor Oil Blotters Dual Spectrum Merle Norman Cosmetics New Product Launch Presentation 2009

In their previous formulas, which shade do you think was the #1 seller? AUTOMATIC DEFINITIVE Eye Liner  Black Onyx  Coffee Bean  Charcoal DEFINITIVE Lip Liner  Neutrals  Cocoas  Dark Chocolates

AGE DEFYING EYELINER RATIONALE What is the purpose of this product?  Addresses anti-aging trend in marketplace  Update AUTOMATIC DEFINITIVE Eye Pencil

Selling Tips  When a customer asks for a replacement of her favorite Definitive Eye/Lip Liner, offer her a seat and an application of the new Age Defying Eye/Lip Liner. This will allow you an opportunity to show her the creamier formulas of these pencils.  Because of the creamier formula, you don’t need to use as much pressure when applying.  Teach your customer to forward the lead a small amount, to avoid breakage.  Shaping tip: Hold the pencil in your writing hand. Grasp the shaper with your other hand. Using no pressure, turn the shaper one full rotation only to shape the lead.

LAUNCH SUPPORT LAUNCH SUPPORT Advertising & PR  Radio Scripts  Ad Slicks  Media Samples  Press Release  Online Postcards

LAUNCH SUPPORT LAUNCH SUPPORT Print Materials  Direct Mail Brochure  Skin Care and Color Guide (July)  Merchandising Display Ideas (June) Web Support  MN Connections  MN Web Site

LAUNCH SUPPORT Education  Summer Video: Online, DVD, YouTube & Facebook  Fact Sheet  Smart Page  Training on Tour

OIL BLOTTERS - RATIONALE What is the purpose of this product?  Provide an easy to use product  Convenience  Address need in oil control category

COMPETITIVE SITUATION Merle Norman Oil Blotters $13.50 Sephora $10.00 MAC $12.50 Clinique $14.50

Sell-Thru Tips  Offer a complimentary skin assessment to any client.  Make sure testers are available at each consultation station.  When skin typing your client, if they indicate any oily areas on their face, demonstrate oil blotting sheets.  Ask your clients what their main skin concerns are. Demonstrate Oil Blotter sheets if oiliness is an expressed concern.  Use “Oiliness” Concern Pamphlet to recommend oily skin product solutions. Oil Blotters are listed on back. Item #  Merchandising tip: keep retail stock of Oil Blotters in a clear glass fishbowl at cash and wrap. Display Oiliness Pamphlets next to bowl.

LAUNCH SUPPORT Education:  Fact Sheet  Smart Page Merchandising  Silent Salesman  Merchandising Display Sheet

LAUNCH SUPPORT Advertising & PR  Ad Slicks  Postcard*  Press Release  Radio Scripts* Print Materials:  Skin Care & Color Guide (July) Web Support:  MN Connections  MN Web Site * With Oil Blotters

MERLE NORMAN DUAL SPECTRUM RATIONALE  Address trends in marketplace  Provide UVA and UVB protection  Provide a modern formula What is the purpose of this product? 13

COMPETITIVE SITUATION Merle Norman $18.00 Clinique $20.00 Neutrogena $10.50 Lancôme $29.50

PRODUCT KNOWLEDGE MERLE NORMAN DUAL SPECTRUM BENEFITSFEATURES  Helps prevent sunburn and signs of premature aging  UVA/UVB SPF 30 (Avobenzone - chemical sunscreen)  Helps soothe skin  Chamomile Extract  Helps protect against the damaging effects of the environment  Antioxidant (Vitamin E derivative)

Selling Tips  It is always good advice to educate your clients about the important need for daily sun protection.  Share the what/why/how of aging of the skin.  Share information found in the Aging Concern Pamphlet regarding the need for daily sun protection. Item #  Let both male and female customers know that Dual Spectrum is safe and effective to use on the face as well as the body. (Fragrance-free. Oil-free. PABA-free. Non-Acnegenic. Non-Comedogenic. Ophthalmologist tested.)  When a customer purchases Dual Spectrum, ensure you tell them that it may cause staining on white fabric. Tell them to use caution when wearing white.  If staining does occur, advise to clean with white vinegar.

LAUNCH SUPPORT VISUAL MERCHANDISING

LUXIVA CREAMY LIPCOLOR

LUXIVA CREAMY LIPCOLOR - MARKETING RATIONALE  Addresses return to lipstick vs. lip gloss purchasing trend  Update of Merle Norman Lipstick

COMPETITIVE SITUATION Clinique $14.00 Merle Norman $15.00 Lancome $22.00 M.A.C $14.00

Selling Tips  When introducing this formula to a Lipstick user, be sure to apply the new lipcolor in the studio. Let the customer know when transferring shades to new formulas, they are not always an exact match.  The creamy texture means that a customer will need to reapply more often than Lipstick.  Using a lipliner and lip revive improves wear.  Longer wear tip: after initial application, blot with tissue, then reapply.  Refer to the Strategic Planning Calendar for studio display locations.  For look suggestions refer to MNConnections/Education downloads

LAUNCH SUPPORT Education  Fall Video: Online, DVD, Youtube & Facebook  Fact Sheet  Smart Page  Training on Tour LCL = LUXIVA Creamy Lipcolor only

LAUNCH SUPPORT Advertising & PR  Radio Scripts  Ad Slicks  Media Samples  Press Release  Online & Printed Postcards LCL = LUXIVA Creamy Lipcolor only