A Conversation with Marilyn Miglin- President and CEO of Marilyn Miglin LP

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Marilyn Miglin is President and CEO of Marilyn Miglin LP, a fragrances, skin care, and cosmetics business she founded in 1963.  That year, despite strong reservations expressed by friends and business  associates alike that such a business could flourish,  she opened a 225-square foot cosmetics shop on Oak Street in Chicago,.  Today, that business has grown into a strikingly successful global enterprise worth an estimated $50 million.  During a recent interview with The Virtual Strategist’s contributing editor Laraine Spector, Miglin discussed the pillars of her success:  a strong sense of individuality, determination, and common sense.  She spoke, too, about the “family” of employees that has helped her develop a successful line of beauty products as well as of her life-long commitment to “teaching women how to bring their inner beauty outward.”  A risk-taker whose insightfulness and perseverance have enabled her to defy the advice of so-called experts on more than one occasion, much about Miglin is unique.  As she puts it, “I learned to listen where there was no sound.”

 Why and when was a street named after you?

Nearly fifteen years ago, I founded the Oak Street Council in order to deal with Oak Street retailers’ fears—and I was one of those retailers--that the construction of Bloomingdale’s would directly affect our businesses.  Together, we developed a model marketing plan and raised $500,000 toward Oak Street’s rebirth and beautification.

With the help of world-renowned architect Stanley Tigerman, the Council’s plan called for “organized” individuality, charcoal gray sidewalks, new trees with decorative grating, and vintage street lamps designed to emulate the ambiance of a beautiful European boulevard.  We also sought to bring to Chicago the most important up and coming names in fashion—Jil Sander, Armani, Versace, Pratesi, Barney’s New York, Prada, and Hermes, to name a few

The late Mayor Harold Washington issued an official proclamation dedicating Oak Street as Chicago’s Center for Art & Design and over the years, we have become the most valuable and expensive retail space in the entire city. 

To honor the Council’s work and, in particular, my contribution, the City of Chicago dedicated Oak Street with honorary signage bearing the name “Marilyn Miglin Way.”

Could you tell us a little about your business? 

My business began in 1963 as Marilyn Miglin Model Makeup.  Several years later, I began to manufacture my own products and, as my business grew, I added skincare and fragrance to my cosmetics line.  Few businesses enjoy such longevity in the beauty industry and I am pleased to celebrate nearly 42 years in business. 

I believe that one of the factors contributing to the success of my company has been my hands-on attention to detail.  Each lipstick is hand-flamed for consistency and quality.  Each eye shadow is hand pressed and packaged with great care by a terrific staff, many of whom have remained part of our corporate family for 25 years or more.

Although we have about 50 employees, each experiences this sense of family and of being a member of a team, of taking pride in his/her part in the “family” and of the part each plays in the company.

Though I began alone, I built a cosmetics and perfume empire with the help of this “family.”  The team ethos is critical to the company’s success.

How did you get started in your current business?  How did you decide it was the right course for you?

As a professional model, I traveled to New York City often.  My friends in modeling were constantly asking me to bring them specialty cosmetic products from the New York cosmetics’ boutiques—the latter made all of us feel so divine on the runway.  A check of the Manhattan directory of that period revealed some 65 cosmetics’ boutiques in New York.  There were none in Chicago.

 I had always considered being in business; so, I decided to open a small cosmetics boutique, signing my first lease for 225 square feet and calling it Marilyn Miglin Model Makeup. I then wrote 700 letters to cosmetics manufacturers asking if they would sell their products to me wholesale.  Only 143 of them responded.

My philosophy then, as now, is to teach women how to apply makeup that is appropriate to their lifestyle. I wanted to give women confidence by teaching them how to bring out their inner beauty.

 On June 8, 1963, my business was born. I am convinced I took the right course:  though there have been many difficult times. I never look back but, rather, look forward to every new challenge. 

Did you have many obstacles or hurdles to overcome?

Without question, there are still obstacles and hurdles; financing is always a challenge. Indeed, my first meeting with the gas company was a big challenge.  They would not allow me to open an account since I had never established credit with them before.  They put my husband’s name on the bill but, of course, I had to pay it.  I was so incensed that I vowed that when I was able to afford to purchase real estate, I would tear out the gas hook-ups.  That’s exactly what I did.  To this day, I use only electricity at both work and home.

 In those days, I received “tail gate” deliveries to my salon but the drivers refused to lift the merchandise off the truck and carry it inside.  No matter.  My female employees and I merely formed a “daisy” chain from the truck along the sidewalk and back inside the salon, passing packages from one to the other, in miniskirts, until the entire delivery was safely inside the store.

Another challenge was meeting payroll.  I was often unable to take a salary and sometimes had to call clients to collect receivable.  There were other hurdles, but I paid as little attention to them as possible.  I never focused on the negative and chose instead to do whatever I had to in order to make my dreams a reality.  No matter how difficult the situation, I always knew I was doing what I wanted to do.

Did you have a mentor or mentors?  How critical was this to your success?

I cannot honestly say that I had a mentor.  Certainly, I had the encouragement of my number one salesman, Lee Miglin, my husband.  But I had no mentor or any professional within this industry to guide or advise me.  I learned via trial and error and succeeded through sheer perseverance.

Returning to your business, can you provide us with more details about how you got started?

Well, when I began, I didn’t know much about obtaining financing and had no credit history.  However, I was determined to start my business—I wanted to test my business concept and see if it would work--and was able to gather $2500.  I didn’t have a business plan then—and I really don’t have one today.  I grew my business instinctively, simply doing what I felt was right—like selling my upscale perfume on the Home Shopping Channel.  Things usually worked out well.  Today, of course, my daughter, Marlena, who is the COO, does do planning.  But still, my instincts have always played an important role in my business decisions and continue to do so.

Do you consider yourself an entrepreneur?  To be clear, most definitions of entrepreneurship emphasize the element of risk and the profit motive.

Without a doubt, I am a true entrepreneur.  Yes, I am a risk-taker.  Had I listened to what other people said I could and could not do—that is, what would and would not work—I/my company would never have enjoyed the success it has realized.  The New York marketing people insisted that I could not name my fragrance “Pheromone,” because people would be unable to pronounce it or understand its significance They also said I would have to use synthetic ingredients rather than natural oils in order to reduce manufacturing costs. This contradicted my own instincts, which told me women would be willing to pay for a quality product.

Years later, following the recession of the late 80’s, I lost an alarming percentage of my department store business as stores consolidated or closed.  When I was approached about presenting my products on TV’s Home Shopping Network (HSN), the president of HSN cautioned me that this could jeopardize the remainder of my department store business.  “You cannot remain in the prestige market and also sell to the core,” he insisted.

I instinctively disagreed. I had enjoyed success in such upscale department stores as Neiman Marcus, Saks Fifth Avenue, and other luxury stores for years and felt I could maintain the brand’s allure.  So, I determined that appearing on HSN was a qualified risk—one I was willing to take.  In the end, my presence on HSN seemed to increase brand awareness and actually boosted the brand’s department store business.

I tend to listen where there is no sound, following my instincts and taking risks in doing so.  In that sense, I am a true entrepreneur.

What advice would you give to individuals considering such a course?

Success happens when opportunity meets preparation.  I advise others to follow their hearts and encourage them to make their dreams a reality.   However, one must remain resolute in responding to ever-present challenges and be prepared to make personal sacrifices.  And never forget that dreams still need a business plan.  When anyone asks my advice, I suggest they make a list of 50 things they like to do and the 50 things they don’t like to do.   Often, the dream begins to take form at that moment.  I encourage everyone to follow their dreams and, especially, to stay focused on realizing those dreams but, always, to put their best face forward while doing so.

Do you think it was harder, easier, or made no difference that you are a woman?

I have never thought in those terms.  I have never dwelled upon the gender issue and have never looked back and thought, “Had I been a man, it would have been easier for me to…”  It is not part of my mindset.  I never really thought there was a difference and have always felt that I could do whatever it was that I wished to do.