Velocity:  With or Without Foundation - From Rhonda Shasteen
Only about 16% of girls ages 14-22 report that they wear foundation. For that reason, if we tried to "force" them into purchasing a foundation with the skin care, we would lose the sale.  You can certainly suggest sunscreen, or if they want a foundation, creme-to-powder or oil-free foundation works best.

We still strongly suggest that our core customers (most of whom wear a foundation) use our foundation with their basic skin care or Time Wise. Mary Kay's original intent with this suggestion is that because our products are formulated to be used together, the customer will get the best results. We can't guarantee she would be satisfied with the finished look if she used our skin care and someone else's foundation, or someone else's skin care and our foundation.

As independent contractors, it is up to you as the Beauty Consultant, to determine in each instance if you sell the skin care without foundation. The company can only "suggest" that your customers will achieve the best results. If you have a Time Wise prospect that never wears foundation, it is up to your discretion whether or not you want to sell her the cleanser and moisturizer only, or perhaps suggest a sunscreen.