Tri-City home sales business leads to home purchase

Ingrid Stegemoeller, Herald staff writer

PASCO -- When rising gas and food prices started pinching the finances of the Harpster family in Pasco last spring, longtime stay-at-home mom Londa Harpster decided it was time to find a part-time job.

She found three within six weeks, but also no longer had much time to spend with her seven children.

Then another opportunity came along: becoming an independent beauty consultant for Mary Kay, a cosmetics company.

"I thought 'If what they say is true, this is an answer to my prayers,' " said Harpster, who was initially skeptical.

But more than a year later, Harpster said owning her Mary Kay business has transformed her family's lifestyle.

"We're preparing to purchase a home, which wouldn't have happened without Mary Kay," she said.

Harpster's story exemplifies the swell in the number of people working in direct sales as the national economy continues to struggle, said Neil Offen, president of the Direct Selling Association.

"The higher the unemployment rate, the more recruits we get," he said.

Direct sales include selling a product or service person-to-person away from a retail location, according to the association.

While hard numbers haven't yet been compiled on the number of salespeople and sales for the year, Offen says anecdotal evidence points to growth in both.

In 2007, 15 million direct salespeople sold about $30.8 billion of product, according to the association.

Harpster and others with at-home sales businesses say sales are going well for them this year.

Loretta Mitzel of Kennewick is an executive with AtHome America, a home decor products company, and has been with the company for nine years.

"People are staying home more," she said, so they want their houses to look nice. And having a HomeShow, or in-home product demonstrations, is a good reason to invite friends over, Mitzel said.

"It gives people a reason to do something social without having to spend a bunch of money," she said.

Shari Adams, a longtime consultant and unit leader with PartyLite, agreed.

"People are staying home more so they're spending a little bit more on their home," the Kennewick woman said.

Adams added she had her best holiday season ever last year since she started with the home fragrance company in 1997.

Adams, Mitzel and Harpster agreed the flexibility their businesses afford them is a big perk.

"If I had to work, it has to be flexible," said Harpster, who homeschools her kids. "It has to be something that, when I work, it has to be worth my time dollar-wise."

Finding a balance between work and home life can be a challenge, she added.

Mitzel emphasized people can work as much or as little as they want.

"You can decide," she said, adding she works 20 to 25 hours per week.

And since extra income likely is a main reason the ranks of direct sales recruits grew by about 100,000 last year, Offen said, he attributed part of the expected growth in sales this year to more aggressive efforts.

"It may also be that the people coming in are primarily motivated by money as opposed to (other reasons)," he said.

At Mary Kay Inc., the number of consultants in the U.S. grew 22 percent from the first quarter of 2008 to the same time in 2009, according to the company.

As people's hours are getting cut or they're getting laid off, many women are looking for more control, said Peggy Davidson, vice president of brand communication for Mary Kay Inc.

"During a time like this, when people go into work and don't know what's going to happen day to day, they want to take control. With Mary Kay, you have control of what happens with your business," she said.

That's always been an attractive feature of joining the company, Davidson said, particularly during a recession.

Mary Kay's sales increased to $2.6 billion last year, from $2.4 billion in 2007, according to the company.

"If you look good, you feel good," Davidson said. "It's so much easier to spend $13 on a lipstick than $150 on an outfit."

Many women also connect with the company's values of putting God and family before a career, Davidson said.

Mitzel also believes in her company.

"AtHome America has a very family-oriented feel," she said. "When we go to conventions, you get to meet people and you stay connected."

And depending on the time of year, Mitzel earns $1,800 to $5,000 per month, she said.

Harpster said her business is continuing to grow. She has become an independent sales director and mentors other consultants, she said.

And even though she was initially skeptical of the Mary Kay at-home business concept, her mind has completely changed in her year-plus as an independent contractor with the company.

"Yeah, we're pink cupcakes," she said. "We run million-dollar corporations, drive free cars, all while seeing our babies' first steps."

-- Ingrid Stegemoeller: 509-582-1537; istegemoeller@tricityherald.com; Business Beat blog at www.tricityherald.com

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Sunday, Jul. 12, 2009

Tri-City home sales business leads to home purchase

Ingrid Stegemoeller, Herald staff writer