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Name and title: Nathan P. Moore, senior vice president, general counsel and secretary Age: 39 Pink Cadillacs: Mary Kay Ash bumped the glass ceiling as sales director after 25 years at Stanley Home Products. She retired in 1963 and within a month had written a business plan that entailed bringing economic opportunity to women by removing the corporate structures that had blocked her own advancement. Ash launched her namesake company in a small storefront in Dallas with her $5,000 life savings, the help of her son, Richard Rogers, and nine “independent beauty consultants.” In 2005 Mary Kay Inc., now headquartered in a 600,000-square-foot office complex in Addison, Texas, recorded annual wholesale revenues of $2.2 billion to 1.6 million representatives in more than 30 countries, an increase of 15.8% from the previous year. Mary Kay, controlled by its late namesake’s family, offers more than 200 products, most of which it manufactures at its own factory in Dallas. The plant produces 75% of the company’s products for the U.S. market, with nearly all the rest coming from suppliers within the United States. Company policy is to meet U.S. demand with products that are manufactured domestically. Mary Kay is experiencing its fastest sales growth in China, which is the company’s second-largest market and home to 400,000 Mary Kay representatives. It’s not clear whether the iconic pink Cadillac awarded to top-selling representatives will be cruising Chinese streets soon, but a dozen Chinese reps attended the annual Mary Kay convention recently in Dallas. Mary Kay opened a state-of-the-art plant in China earlier this year to meet the demand there and elsewhere within the Asia-Pacific region. Moore and his legal team were central in the effort to build the Mary Kay cosmetics plant in China, from the land acquisition through the permitting process and construction. Day-to-day duties: Moore reports to David Holl, president and chief executive officer, and is responsible for a staff of 12 attorneys. He also oversees government relations and executive support, and helps manage the Mary Kay Ash Charitable Foundation and Mary Kay Museum. “The big issue for legal is any legislation or regulation in the countries where we do business that threatens the independent-contractor status. That is the common thread running through everything we do,” Moore said. Consistent with that goal, he serves as vice chairman and executive committee member of the Direct Selling Association and as chairman of the Direct Selling Education Foundation. “The mission of the company is to enrich women’s lives, and furthering that mission is the major work of the legal department,” Moore said. “Our mission in the legal department is to protect the dream.” Moore began with Mary Kay in 1995, the same year the company began operations in China. Just as the company was gaining a foothold there the Chinese government outlawed direct selling, immediately shifting the Mary Kay focus from building its markets to legalizing its marketing structure. “The Chinese government eventually deemed Mary Kay to be a ‘changed mode company,’ ” Moore said.” Among the legal reforms required of China to enter the World Trade Organization was legislation allowing direct selling.” Legal team and outside counsel: Staff diversity is as much a necessity as a value for a company doing business in 30 countries. Of the 12 attorneys on staff, four are foreign-born and half command a language besides English. International intellectual property law is a staff specialty. Three executive-level assistants report directly to Moore. They are Clement Osimetha, director of International Legal Resources; Julia Simon, vice president for legal resources; and Michael Lunceford, senior vice president for government relations. Attorney Wendy Wang is on expatriate assignment to Shanghai, China, where, among other duties, she is building a legal team for China and the Asia-Pacific region. Attorney Elsa Manzanares covers Latin America. Osimetha oversees European operations in addition to his other duties. He and Manzanares are based in Addison. “There is very little litigation and very little regulatory work related to the products. Around the globe the challenges are regulations and legal barriers to the Mary Kay opportunity,” Moore said. Regarding outside counsel, “We try to do as much as we can in-house,” Moore said, but to handle litigation the company retains Locke Liddell & Sapp and Lynn Tillotson & Pinker, a Dallas firm. Patent work is assigned to Fish & Richardson and Houston-based Fulbright & Jaworski. Transactions are handled by Akin Gump Strauss Hauer & Feld. Mary Kay works with the Dallas offices of each firm. Route to the top: Moore, thoroughly a Texan, earned his bachelor’s degree at Texas A&M University and took his law degree from St. Mary’s University in San Antonio. Following graduation in 1992 he became an associate at Underwood, Wilson, Berry, Stein and Johnson, an Amarillo, Texas, firm. He was brought over to Mary Kay by Brad Glendening, his predecessor as general counsel and who had been hired by Mary Kay Ash personally. Moore was named general counsel in August 2003. Ash died in 2001. “Mary Kay told Brad [that] being general counsel at Mary Kay meant going beyond what is legal-it’s about doing what’s right,” Moore said. “That attitude goes a long way to explain how we are seen by regulators, our employees and the independent beauty consultants. It’s a big reason, I believe, why we have so little litigation. This is the greatest company in the world to be general counsel, because of the principles and values that Mary Kay founded the company on.” Personal: Moore and his wife, Joy, have two sons, Grant and Trey.

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