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Cosmetics Case Study

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M.A.C Cosmetics was founded in Toronto in 1984 by Frank Toskan and Frank Angelo. M.A.C Cosmetics is headquartered in New York City and became part of the Estée Lauder Companies in 1998. Frustrated because of the lack of colours that would shoot well with photography; their aim was to develop a studio line makeup line that would fulfill their professional needs. M·A·C was homegrown in Canada – literally. The two entrepreneurs cooked up the cosmetics in their kitchen and sold them from the hair salon. Their first customers: fellow makeup artists, models, photographers…then came stylists and editors. With every colour, and every magazine credit, word-of-mouth popularity grew. In March 1984, the duo officially launched the line from a single counter in a department store in Toronto. The company took the industry by storm, offering a wide range of products that managed to blend street savvy with glamorous style and panache. Behind the counter, the M·A·C approach was notably different. It was the first brand in cosmetic history to invest in the training and education of its staff as well as the customer’s point-of-sale experience. Rather than driving sales through traditional advertising, gifts-with-purchase promotions and heavy sampling, M·A·C relied on the integrity of its carefully formulated product line. Adding to the image was a touch of outrageousness. A company that honored individuality and self-expression above all else, this leaning inevitably brought a

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