The Internet Age is here for pro beauty - Inspiring Champions
The Internet Age is here for pro beauty - Inspiring Champions
The Internet Age is here for pro beauty - Inspiring Champions
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<strong>The</strong> Beauty Industry Report V<strong>is</strong>it www.bironline.com<strong>The</strong> <strong>Internet</strong> <strong>Age</strong>...cont. from p. 1industry, but d<strong>is</strong>rupted the <strong>beauty</strong> saleschannel. Many renters do not stock retailinventory, which <strong>is</strong> a great frustration toclients who want the take-home <strong>pro</strong>ducts, aswell as to d<strong>is</strong>tributors and their salonconsultants. As a result, many manufacturersare considering the direct-sales ap<strong>pro</strong>ach,selling directly to the salon and eliminatingthe d<strong>is</strong>tributor altogether. In addition to th<strong>is</strong>breakdown in the sales channel, manymanufacturers fail to realize that salons and<strong>beauty</strong> <strong>pro</strong>fessionals have created manyclients who are brand loyal. Those brand-loyalclients now search out their brands onlineand are buying from unauthorized retailersoutside the <strong>pro</strong>fessional <strong>beauty</strong> channel.It's time <strong>for</strong> manufacturers to embrace theonline sales channel. Most are afraid thattheir loyal salons will drop their lines if theydo. However, even if that were to happen,loyal brand followers would turn to the<strong>Internet</strong> to purchase their favorite <strong>pro</strong>ducts,leaving those salons in an even morevulnerable position.Creating an online ecommerce solution—that <strong>is</strong> managing and marketing brandsonline—<strong>is</strong> a complex and a costly undertaking<strong>for</strong> most manufacturers that are using theconventional <strong>beauty</strong> sales channel.Outsourcing those responsibilities can be a<strong>pro</strong>fitable option, while making it easy <strong>for</strong>consumers to find the brands they wantonline._____________________________Rocco DiBenardo <strong>is</strong> CEO of HairFlix, whichhas worked with manufacturers andd<strong>is</strong>tributors <strong>for</strong> more than three years tostreamline the online sales channel. Call407-417-3330 and v<strong>is</strong>it www.HairFlix.com.BIR invites you to become a GuestColumn<strong>is</strong>t. Send your thoughts in about 450words, including a one-paragraph authorbio, to mike@bironline.com in an MSWorddocument. We will edit your column <strong>for</strong>style and space.From March 19 through August 6, TIGI goes onthe road. What do Rod Stewart, Def Leppard,Bryan Adams, Jimmy Buffet, Huey Lew<strong>is</strong>, VelvetRevolver, Third Eye Blind and Po<strong>is</strong>on have incommon? <strong>The</strong>y were all livin’ the dream onthe Rockaholic-Bed Head tour bus be<strong>for</strong>e TIGIgot its hands on it. “We wanted to amp it up abit, like what TIGI does to <strong>pro</strong>fessional haircare. So we ripped out the bunks, added a fewTVs, cranked up the sound system and threwin a salon,” says Anthony Mascolo, TIGIinternational creative director. “Not just anysalon—one with black leather, blazing red fakecrocodile patterned seats and flames, lots offlames. <strong>The</strong>re’s a shampoo bowl and threecutting stations and a full-on rock starhairdresser vibe. We’re not foolin’; th<strong>is</strong> <strong>is</strong> onekick-ass, fully-charged rig that’s ready to rock”.With the energy of an authentic music tour,the bus will make stops at salons, <strong>beauty</strong>shows and concert festivals all over thecountry. Stay tuned <strong>for</strong> details on appearancesnear you and how you can take over the busand have your own salon event. Reach JamieBu<strong>is</strong>, TIGI Linea public relations special<strong>is</strong>t, at469-528-4336 or jbu<strong>is</strong>@tigilinea.com. V<strong>is</strong>itwww.tigilinea.com.CND (Creative Nail Design) introduces the firsthybrid nail color after nearly five years ofdevelopment. Now you can say good-bye tochips, smudges and dry time and say hello toShellac Hybrid Nail Color. It applies like pol<strong>is</strong>h,wears flawlessly <strong>for</strong> 14 days of high gloss shineand <strong>is</strong> removed in minutes. Shellac paints onlike pol<strong>is</strong>h—base coat, color, top coat—and <strong>is</strong>cured in a UV light, so t<strong>here</strong> <strong>is</strong> zero dry time.<strong>The</strong> colors are hypo-allergenic and free of<strong>for</strong>maldehyde, toluene and DBP. Shellac willlaunch in 12 shades, from pretty French pinksand whites to siren red and rich darks. <strong>The</strong><strong>for</strong>mula <strong>is</strong> thin and flexible like pol<strong>is</strong>h, so it notonly looks natural, it <strong>pro</strong>vides strong naturalnail <strong>pro</strong>tection with a resilient mirror fin<strong>is</strong>hthat res<strong>is</strong>ts dullness and chipping. Shellac <strong>is</strong> a<strong>pro</strong>fessional salon service launching globally inMay. Reach John Heffner, president/CEO, at800-833-6245, ext. 277, orjohn.heffner@cnd.com.Oligo Professionnel introduces a new toningsystem that includes eight new toners (salonl<strong>is</strong>t $4.95), new Fortifying Toner Acticolour(salon l<strong>is</strong>t/10 ounces $7.95/32 ounces 19.95)and 5 volume developer (salon l<strong>is</strong>t/32 ounces$6.95) in its KOKO colour solution hair colorline. <strong>The</strong> system <strong>is</strong> also offered in anintroductory boxed kit (salon l<strong>is</strong>t $49.99). <strong>The</strong>ammonia-free toners were <strong>for</strong>mulated to beapplied on pre-lightened hair levels 9-10,offering beautiful and long lasting tonalities.Toners must be mixed with the FortifyingToner Acticolour, which <strong>is</strong> enriched with 11amino acids that <strong>for</strong>tify the porous and usuallydamaged pre-lightened hair. Finally, the 5volume developer oxidizes the dyes gently.Moty Cohen, president of Oligo Professionnel,says, “Often, styl<strong>is</strong>ts either use an ammoniabasedtoner that when applied on prelightenedhair damages the hair further,resulting in drastic fading or have to treat thehair after the toner application to limit thefading. With th<strong>is</strong> new system, not only <strong>is</strong> anammonia-free toner used, but the 11 aminoacids <strong>for</strong>tify the hair during the toning <strong>pro</strong>cess,resulting in longer-lasting color in one singlestep, saving time and money.” <strong>The</strong> Canadianmanufacturer also adds Clear to its KOKOcolour solution hair color line (salon l<strong>is</strong>t $4.95).<strong>The</strong> Clear has two functions: It can be used toadd shine to any hair type or it can be used todilute an ex<strong>is</strong>ting shade, resulting in a shadeone level lighter. <strong>The</strong> Clear creates a newservice that can generate a new source ofrevenue in the salon. It can be applied after ahair color service, between hair colorappointments, after a perm or straightener oron natural or white hair. Application takes lessthan 15 minutes. Reach Annik Chartrand, brandmanager, at 877-837-6426 orannikc@vernico.com. V<strong>is</strong>it www.vernico.com.Babo Botanicals launches with four d<strong>is</strong>tinctcategories of hair, skin and scalp offerings. <strong>The</strong>2 APRIL 2010
cornerstone of every Babo Botanicals<strong>for</strong>mula <strong>is</strong> the certified organic Nutri-Sootheblend, rich with vitamins A, C and D todeliver nutrients, <strong>pro</strong>tection andmo<strong>is</strong>turization. <strong>The</strong> 100% plant-based Nutri-Soothe blend combines rich anti-oxidantand anti-inflammatory extracts ofchamomile, calendula, kudzu and watercress,which <strong>pro</strong>tect against pollutants as theynour<strong>is</strong>h and com<strong>for</strong>t skin. SRPs range from$16.00 to $18.00 <strong>for</strong> 8-ounce sizes. <strong>The</strong>lineup includes Berry Primrose SmoothDetangling Shampoo, Instantly SmoothDetangler, Oatmilk Calendula Mo<strong>is</strong>turizingBaby Shampoo & Wash, Mo<strong>is</strong>turizing BabyLotion, Rosemary Tea Tree Lice RepelShampoo, Lice Repel Conditioning Spray,Cucumber Aloe Vera Clean Sport Shampoo& Wash and UV Sport Conditioning Spray.Reach Kate Solomon at 212-577-5061 orinfo@babobotanicals.com, and v<strong>is</strong>itwww.babobotanicals.com.Kenra Ltd. recently launched Kenra PlatinumSheer Holding Spray 8, an ultra-light, quickdryinghairspray designed to <strong>pro</strong>vide a soft,touchable hold while eliminating frizz andflyaways. By l<strong>is</strong>tening to feedback fromstyl<strong>is</strong>ts and clients, Kenra d<strong>is</strong>covered astrong desire <strong>for</strong> a high-quality, multifunctional,aerosol hairspray. <strong>The</strong> newholding spray <strong>pro</strong>vides styling versatility withcompletely customizable control andhumidity-res<strong>is</strong>tant hold. With just oneoverall spray, it enhances the workability ofslippery, style-res<strong>is</strong>tant hair and eliminatesfrizz and flyaways. When reapplied in layers,Platinum Sheer Holding Spray 8 increases itslevel of control and hold without gettingstiff or sticky. Th<strong>is</strong> aerosol m<strong>is</strong>t allows <strong>for</strong> asmooth, even application and leaves nobuild up or residue (10 ounces/salon l<strong>is</strong>t$9.00/SRP $18.00). Reach Jen Norman, seniordirector of sales and business development,at 800-428-8073, ext. 134, orjnorman@Kenra.com. V<strong>is</strong>it www.kenra.com<strong>The</strong> new antioxidant-rich Eu<strong>for</strong>a BeautifyingSerum, aka “Truth Serum,” harnesses thebenefits of naturals used <strong>for</strong> centuries bytraditional healers to <strong>pro</strong>mote the healthand appearance of hair, skin and scalp. Th<strong>is</strong>fast-absorbing, lightweight treatment serumutilizes pure essential oils, such as kukui nut,cranberry, neem and argan, to mo<strong>is</strong>turize,condition and heal while offering <strong>pro</strong>tectionfrom further damage. Eu<strong>for</strong>a's blend of pureessential oils of tonka bean, grapefruit,lemon, orange and geranium offers antiinflammatory,ant<strong>is</strong>eptic, anti-microbial,antibacterial and astringent <strong>pro</strong>perties, as itmo<strong>is</strong>turizes, soothes and relieves commonsymptoms associated with scalp and skinconditions. It <strong>is</strong> free of artificial colorants orfragrance (4 ounces/L<strong>is</strong>t $19.00/SRP $38.00).Contact Kate Bice at 800-638-3672 orkateb@eu<strong>for</strong>a.net. V<strong>is</strong>it www.eu<strong>for</strong>a.net.<strong>The</strong> North American Hairstyling Awards(NAHA) 2010 will honor Beth Minardi andFrederick Holtzberger th<strong>is</strong> July.Internationally-renowned hair colorspecial<strong>is</strong>t, educator and salon owner BethMinardi will receive NAHA’s top honor, theLifetime Achievement Award. Beth <strong>is</strong>dedicated to salon hair color as an art <strong>for</strong>m,and her work has truly set the standard ofexcellence <strong>for</strong> the industry. As co-founderwith her husband, Carmine, of NYC’s MinardiSalon, Beth delivers the finest level ofservice to her coiffure-conscious clients,who include celebrities and social figures.Frederic Holzberger, the CEO, president andfounder of the Aveda Fredric’s Institutes, willbe inducted into the NAHA Hall of Leaders.Frederic built an eco-system as a single lined<strong>is</strong>tributor to service salons and spas,<strong>pro</strong>viding education, building Aveda storesand operating academies to develop future<strong>beauty</strong> and wellness leaders. Frederic and h<strong>is</strong>family have left an indelible mark on thecareers of many. For NAHA sponsorship,contact Wendy Forak<strong>is</strong> at 800-468-2274,ext. 3444, or wendy@<strong>pro</strong><strong>beauty</strong>.org. V<strong>is</strong>itwww.<strong>pro</strong><strong>beauty</strong>.org.At Sexy Hair Concepts’ InternationalConference, senior management, led by KarlHeinz Pitsch, president/CEO, acknowledgedcustomers and top educators. Categoriesand winners were Greatest Productivity/International D<strong>is</strong>tribution: Pepko, LatinAmerica; National Account D<strong>is</strong>tribution:Salon Innovations; Domestic D<strong>is</strong>tribution:Salon Direct; Best Brand Representation/International D<strong>is</strong>tribution: FriendsD<strong>is</strong>tributors, Norway; National AccountsD<strong>is</strong>tribution: Ulta; Domestic D<strong>is</strong>tribution:Peerless Beauty Supply; Newcomer of theYear/International D<strong>is</strong>tribution: Haium,Finland; National Accounts D<strong>is</strong>tribution:Chatters; Domestic D<strong>is</strong>tribution: Amico;Excellence in Education/InternationalD<strong>is</strong>tribution: Preben, Denmark; NationalAccounts D<strong>is</strong>tribution: JCPenney Salons;Domestic D<strong>is</strong>tribution: Maly’s NW; HighestIncrease Sell-Out/International D<strong>is</strong>tribution:Professional Beauty, UK; National AccountsD<strong>is</strong>tribution: Reg<strong>is</strong>; Domestic D<strong>is</strong>tribution:Aerial Company; Overall Best Per<strong>for</strong>mance/International D<strong>is</strong>tribution: Hairconcepts,Germany; National Accounts D<strong>is</strong>tribution:Beauty Brands; Domestic D<strong>is</strong>tribution: SalonDirect. In addition, five styl<strong>is</strong>ts wererecognized <strong>for</strong> their outstanding service andeducation contributions: Master Art<strong>is</strong>t of theYear: Faye Judson, Oregon; RegionalEducation Manager of the Year: JimmyMelton, Georgia; Educator of the Year: DaniDanzuso, Pennsylvania; 10 Year ServiceAward: Rod Sickler, Illino<strong>is</strong>; InternationalArt<strong>is</strong>t of the Year: Nikki Caggiano, Italy.Reach Karl Heinz at 800-848-3383 orKarlHeinzP@Sexyhair.com.AG Hair Cosmetics’ newest <strong>pro</strong>duct, SplitEnd Spa Repair Serum, earned top honors inthe 2010 Elle Quebec/Elle Canada BeautyGrand Prix Awards in Montreal. Th<strong>is</strong> ultralightrepair serum conditions, repairs andhelps to eliminate split ends (50 ml/1.69ounces/ l<strong>is</strong>t $12.00/SRP $24.00). ReachTatiana Jovic, AG’s public relations andcommunications manager, at 604-294-8870,ext. 130, or tjovic@aghaircosmetics.com. V<strong>is</strong>itwww.aghaircosmetics.com.News continued on page 4APRIL 2010 3
<strong>The</strong> Beauty Industry Report V<strong>is</strong>it www.bironline.comNews continued from page 3Sexy Hair Concepts recently honoredcompany founder, Michael O’Rourke, at aparty themed Painting the Town Red thatfollowed the company’s d<strong>is</strong>tributorconference. At the conference, Sexy Hairstyl<strong>is</strong>ts joined together to welcome RafeHardy as the new creative art<strong>is</strong>tic directorand bid farewell to Michael, who stated, “Iwill m<strong>is</strong>s working with th<strong>is</strong> team every day,many of whom have been with Sexy Hairsince the inception of the company. SexyHair <strong>is</strong> in good hands with Rafe, with whom Ihave worked closely over the last decadeand who <strong>is</strong> an extremely gifted styl<strong>is</strong>t. I amconfident in h<strong>is</strong> talent and h<strong>is</strong> loyalty toSexy Hair.” Adding to the festivities wasper<strong>for</strong>mance art<strong>is</strong>t Jean Franco<strong>is</strong>, whopainted an avant-garde portrait of Michaelthat will hang in the lobby of Sexy Hair’scorporate office as a reminder of Michael’sv<strong>is</strong>ion and creativity.Scott Schatz <strong>is</strong> the new director of sales-North America <strong>for</strong> Bio Ionics. Scott has 20+years experience in sales and marketingmanagement at Wella, Goldwell andSchwarzkopf. In h<strong>is</strong> last two positions atWella, Scott managed extensive salesterritories. As a plus, Scott <strong>is</strong> a licensed hairstyl<strong>is</strong>t. He will be responsible <strong>for</strong> all sales toBeauty Systems Group and AMCO. Reachhim at 908-268-9356 orsschatz@bioionic.com. Peter Loef has leftthe company and has become theinternational education director <strong>for</strong> KevinMurphy hair care.Robanda announces a new purchasingmanager, Martha Guerra. Martha willoversee <strong>pro</strong>duct development <strong>for</strong> all ofRobanda’s brands. She has more than 10years experience in the retail/cosmeticindustry in <strong>pro</strong>duct development, purchasingand inventory management, sourcing andeven makeup art<strong>is</strong>try. Most recently, she wasemployed with the Estee Lauder Companiesunder the Prescriptives brand, w<strong>here</strong> sheserved as merchand<strong>is</strong>e planner/regionalass<strong>is</strong>tant, sales and education manager.Reach Martha at 800-783-9969 ormartha@robanda.com.Redken and PureOlogy managementannounce the following <strong>pro</strong>motions.Howard Schnapp has been <strong>pro</strong>moted to vicepresident of <strong>pro</strong>motional purchasing, L’OréalProfessional Products Div<strong>is</strong>ion. Since 1994,Howard has played a vital role in attainingsuccessful <strong>pro</strong>motional activity goals <strong>for</strong>Redken, PureOlogy and more recently, <strong>for</strong>the Luxury Products Div<strong>is</strong>ion group. He willlead the consolidation of eight <strong>pro</strong>fessionalbusiness units toward a synergized methodof <strong>pro</strong>curement, seeking additional costsavings and efficiencies through bestpractice implementation. Charles Kennedyhas been <strong>pro</strong>moted to ass<strong>is</strong>tant vicepresident, show <strong>pro</strong>duction and events <strong>for</strong>Redken & PureOlogy U.S. As the keyProfessional Products Div<strong>is</strong>ion strategicleader throughout the years, Charles hastaken over leadership of the event and showdepartment along with <strong>pro</strong>duction to createone unified strategic team. In h<strong>is</strong> new role,he will oversee all operations of the entireRedken 2011 Symposium plus 40+ events and<strong>pro</strong>jects annually. Kirsten Marsh has assumedthe position of ass<strong>is</strong>tant vice president,PureOlogy U.S. marketing. She transitions toPureOlogy after seven years overseeing theRedken U.S. marketing, hair color andtexture categories. During her tenure, RedkenHair Color achieved the No. 1 <strong>pro</strong>fessionalhair color <strong>pro</strong>ducts position in U.S. salonsand averaged 8% growth per year. ShawnStearns has been <strong>pro</strong>moted to ass<strong>is</strong>tant vicepresident, testing, Redken & PureOlogy.Shawn has worked to im<strong>pro</strong>ve the efficiencyin the testing center and lead, with the helpof h<strong>is</strong> team, testing and technology <strong>for</strong> keystrategies <strong>for</strong> the Redken and PureOlogybrands. In h<strong>is</strong> new role, he will continue torun testing and development <strong>for</strong> bothbrands, as well as work to expandinternational testing. Perrine Calvet has been<strong>pro</strong>moted to senior director, globalmarketing, <strong>for</strong> Redken. Perrine has beenworking as the head of styling <strong>for</strong> Redken,which includes working on the stylingrenovation and the launch of StyleConnection. In her new role, Perrine willcontinue with the work she has started, aswell as take responsibility <strong>for</strong> the RedkenFor Men brand.Ruth Ann Reese <strong>is</strong> the new CEO of <strong>Inspiring</strong><strong>Champions</strong>, a business training and coachingcompany founded in 1995 by LaurenGartland. Call 800-496-9305 or v<strong>is</strong>itwww.inspiringchampions.com.David Mulhollen <strong>is</strong> the new director of salesat Global Keratin. He <strong>is</strong> responsible <strong>for</strong> salesworldwide and initially <strong>is</strong> focusing onseeking d<strong>is</strong>tributors <strong>for</strong> the U.S. salonmarket. Reach David at 305-390-0044, ext.278, or david.mulhollen@globalkeratin.com.V<strong>is</strong>it www.globalkeratin.com.Eva Bardanzellu <strong>is</strong> the new public relationsand communication manager <strong>for</strong> theSoGeCos organization, which owns and<strong>pro</strong>duces Cosmo<strong>pro</strong>f shows worldwide.Reach Eva at eva.bardanzellu@cosmo<strong>pro</strong>f.it.Greg Shedrow <strong>is</strong> InfraShine Inc.’s new EastCoast sales manager and will be responsible<strong>for</strong> sales and new <strong>pro</strong>duct introductions. Hewill also grow d<strong>is</strong>tributor salon consultantand store relations throughout the territoryand <strong>pro</strong>vide InfraShine show support inNorth America. Greg served as the SouthEast sales manager <strong>for</strong> L’Oréal, regional salesmanager <strong>for</strong> Scruples and as a salesrepresentative <strong>for</strong> Professional BeautyBrokers. Reach Greg at 877-973-4259 orgsinfrashine@yahoo.com.Matteo Monteverde joins Z.One ConceptUSA as national sales director, NorthAmerica/Canada. He brings a strong trackrecord in international sales. Kr<strong>is</strong>tine Sluka <strong>is</strong>the new director of marketing NorthAmerica/Canada. Both come from Italy.News continued on page 144 APRIL 2010
<strong>The</strong> Multicultural Report by Lafayette JonesMizani multi-texture expert, Diane Da Costa,embraces natural curls, and the curly haircategory <strong>is</strong> growing in both the <strong>pro</strong>fessionaland retail markets. Over the next decade,expect even more tw<strong>is</strong>ts and turns, as clientsrequest wavy, curly and coily styles seen oncelebrities, like Taylor Swift, Alicia Keys andIndie Arie. Contact Diane at 877-726-3624 orv<strong>is</strong>it www.mizani-usa.com.Drug Store News reports that ethnic skincare, which was once overlooked, now presentsa glowing opportunity <strong>for</strong> retailers. Storebuyers and dec<strong>is</strong>ion makers used to focusprimarily on hair care or cosmetics <strong>for</strong> womenof color, leaving skin care to the general market.Additionally, stat<strong>is</strong>tics revealed thatmulticultural women used less skin care, withone in four African American women reportingthat they do not use skin care <strong>pro</strong>ducts. That’sall changing now. <strong>The</strong> emphas<strong>is</strong> on skin carefrom major companies, such as Johnson andJohnson, Procter & Gamble, Unilever andL’Oréal, coupled with <strong>pro</strong>duct developmentsfrom such niche marketers as Dr. Miracle’s newline are boosting sales of not only all mass skincare lines, but ethnic skin care, as well. <strong>The</strong>potential <strong>is</strong> huge. According to the U.S. CensusBureau, one-third of the U.S. population of 303million belongs to one of 67 subtypes of ethnicgroups. By the year 2050, one-half of theAmerican people will be Black, Latino or Asian.Contact Drug Store News at 800-274-6951 orv<strong>is</strong>it www.drugstorenews.com.Palmer’s Cocoa Butter Formula introducesMo<strong>is</strong>turizing Gel Oil with SPF 15. ContactRobert Ne<strong>is</strong>, president, at 201-894-9020 or v<strong>is</strong>itwww.palmers.com.Eucerin Dry Skin <strong>The</strong>rapy Plus SmoothingEssentials Fast Absorbing Lotion <strong>is</strong> <strong>for</strong> very dryskin. <strong>The</strong> alpha hydroxy <strong>for</strong>mula mo<strong>is</strong>turizes allday and smoothes skin with a non-greasyfeeling. Contact K. Hannig, corporate vicepresident, at 800-227-4703 or v<strong>is</strong>itwww.eucerin.com.Cetaphil Daily Advance Ultra HydratingLotion <strong>for</strong> Dry Skin or Sensitive Skin hydratesand <strong>pro</strong>tects dry skin <strong>for</strong> 24 hours. It’s nongreasy,fragrance free and non-comedogenic.Contact Chuck Paschke, vice president, at866-735-4137 or v<strong>is</strong>it www.cetaphil.com.Johnson and Johnson Consumer ProductsCompany introduces the Ambi Essentials FacialCare Line designed specifically <strong>for</strong> women ofcolor. It gently nour<strong>is</strong>hes skin, leaving it feelingsoft and smooth. Women of color experienceunique challenges in keeping their skin soft andsmooth without irritating their skin, which canbe sensitive. Ambi Essentials Daily Mo<strong>is</strong>turizerwith SPF 15 contains emollients and purenutrients. It gently replen<strong>is</strong>hes and mo<strong>is</strong>turizesdry skin, as it <strong>pro</strong>tects from the damagingeffects of the sun. Women of color alsoexperience challenges with cleansing theirfaces. <strong>The</strong>y want to cleanse their skin gentlyand remove oil, dirt and signs of makeup. Andthey want a <strong>pro</strong>duct that <strong>is</strong> designed <strong>for</strong>sensitive skin. Ambi Gentle Cleanser, a soapfree<strong>for</strong>mula with mo<strong>is</strong>turizing ingredients,including menthol, gently cleanses skin, leavingit feeling soft. V<strong>is</strong>it www.amb<strong>is</strong>kincare.com<strong>The</strong> Skin Care Answer Book <strong>pro</strong>vides quickanswers to the most-asked consumer skin carequestions and will help educate students,estheticians and clients, as well. In more thantwo decades of practice, the author, Dr. MarkLees (M.S. Health, PhD Health Sciences) hasbeen asked hundreds of questions by clients, aswell as estheticians. Multicultural skin carequestions and concerns are covered, with onechapter devoted to Dark Spots/PigmentProblems. V<strong>is</strong>it www.milady.cengage.comFantasia’s Hair Pol<strong>is</strong>her <strong>for</strong> Colored andChemically Damaged Hair prevents color fade,mo<strong>is</strong>turizes and shines. Contact Paul Bogosian,president, at 201-261-7070 or v<strong>is</strong>itwww.fantasiahaircare.com.SoftSheen Carson, a subsidiary of L’OréalUSA, offers Dark and Lovely Fade-Res<strong>is</strong>tantRich Conditioning Lightener. <strong>The</strong> lightener <strong>is</strong> a1-application size and available in a variety ofshades. V<strong>is</strong>it www.softsheen-carson.com.Motions by Alberto Culver, USA introducesa new look and fragrance <strong>for</strong> Light HoldWorking Spritz. V<strong>is</strong>it www.motionshair.com.Strength of Nature Protectiv Mega Growthintroduces Anti-Breakage Strengthener GrowthOil. Contact Mario de La Guardia, president, at888-842-3378 or v<strong>is</strong>itwww.strengthofnature.com.Derjers International specializes indeveloping <strong>pro</strong>fessional-quality hair care<strong>pro</strong>ducts that are used and recommended bydermatolog<strong>is</strong>ts. <strong>The</strong> Rejuvé 3-Step Hair & ScalpSystem cons<strong>is</strong>ts of a scalp cleanser, repairingshampoo and conditioner (each 8 ounces/SRP$13.95). Contact Axel Poessy, director, at877-405-7964 or a.poessy@derjers.com or v<strong>is</strong>itwww.derjers.com.Expo Latino International Salon and SpaShow will take place July 11-12 in Long Beach,CA. <strong>The</strong> show will host industry educators andmanufacturers, as well as <strong>beauty</strong> and stylingcompetitions, classes and workshops. ContactJuan Dior, CEO, at 562-802-7471 or v<strong>is</strong>itwww.expolatino.com.Chews Multicultural Hair Affair Expo 2010will take place in July in Lake Charles, LA. <strong>The</strong>expo will showcase student and <strong>pro</strong>fessionalcompetitions in designer and traditional cuts,barber battle, hair battle and nail art. ContactRussell Chew, founder, at 337-540-7617 or v<strong>is</strong>itwww.chewshairaffair.com.Cosmo<strong>pro</strong>f North America will take placeJuly 18-20 in Las Vegas. Th<strong>is</strong> 2010 eventencompasses all <strong>beauty</strong> sectors and highlightsthe global perspective on emerging trends.Cosmo<strong>pro</strong>f North America <strong>is</strong> making a specialef<strong>for</strong>t to serve multicultural <strong>pro</strong>fessionals andretailers by offering a special <strong>pro</strong>gram to theOTC community along with financial incentives.OTC owners/dec<strong>is</strong>ion makers who attend theevent can qualify to receive a travel incentive inthe <strong>for</strong>m of a reimbursement of up to $150with reservations made through a Cosmo<strong>pro</strong>fNorth America travel agent, a complimentary3-day show pass (value $100) andcomplimentary adm<strong>is</strong>sion to the OTCeducation seminar (value $30). Contact EricHorn, show director, at 800-468-2274, ext. 3431,or v<strong>is</strong>it www.cosmo<strong>pro</strong>fnorthamerica.com.Lafayette Jones <strong>is</strong> CEO of SMSi-Urban CallMarketing, a <strong>pro</strong>motion and marketingcompany, and publ<strong>is</strong>her of Urban Call custompublications. To learn more about h<strong>is</strong> company,v<strong>is</strong>it www.SMSiUrbanCallMarketing.com.Contact him with your multicultural news at336-759-7477 or president@smsi-net.com.APRIL 2010 5
<strong>The</strong> Beauty Industry Report V<strong>is</strong>it www.bironline.comAt American Culture, it’s all about the keratinLou and Doreen Guarneri operate AmericanCulture, a salon industry best-kept secret, inspite of the fact that th<strong>is</strong> hair care companymarkets two keratin smoothing systems andother <strong>pro</strong>ducts through the largest d<strong>is</strong>tributorsin the industry. Beauty Industry Report (BIR)recently interviewed Lou to get the inside storyon th<strong>is</strong> growing company and learn more aboutthe new innovations that h<strong>is</strong> team has planned.BIR: Lou, please introduce American Culture toBIR’s readers.Lou Guarneri (LG): Three generations of ourfamily have worked in the <strong>pro</strong>fessional <strong>beauty</strong>business <strong>for</strong> more than 60 years, and thefourth <strong>is</strong> waiting in the wings. We haveexperience on all levels of the industry. Mywife, Doreen, and I are both hairdressers, andwe operate an active hair salon calledAmerican Culture's THE LOOK, the salon.Doreen works behind the chair. <strong>The</strong> salon <strong>is</strong>used <strong>for</strong> <strong>pro</strong>duct development and testing. Asa result, we understand what our customerswant and need, because we stand in theirshoes every day. As styl<strong>is</strong>ts, we see what helpsus grow our business, and as salon owners, weappreciate the services and <strong>pro</strong>ducts that helpset our business apart and grow our bottomline. <strong>The</strong> <strong>beauty</strong> industry <strong>is</strong> who we are.At American Culture, our v<strong>is</strong>ion <strong>is</strong> tocontinue to pioneer quality <strong>pro</strong>ducts andrevenue-making services <strong>for</strong> hairdressers andsalons. To that goal, we are committed toadvancing the keratin treatment category.American Culture evolved in 2001. We hadbeen d<strong>is</strong>tributing major brands <strong>for</strong> years.Around the time of the acqu<strong>is</strong>ition of ARTecby L’Oréal that resulted in our losing the line,we knew that we had more to give to theindustry. We always put our hearts and passionbehind companies we supported. That’s justhow we work! Becoming a manufacturer wasalways the course we were on. Learning andexperiencing all the facets of our industry <strong>is</strong>how we became American Culture. Today, weno longer operate a d<strong>is</strong>tribution business, butinstead, focus on both our manufacturing andsalon businesses.We market two keratin brands—SimplySmooth and Pure NV BKT—two smoothingservices in what’s become the new“smoothing”service <strong>for</strong> salons. In addition, we’re veryexcited to preview Pure Color, a 90%botanically-based, keratin-infused hair colorline in Las Vegas th<strong>is</strong> summer at Cosmo<strong>pro</strong>f.Through acqu<strong>is</strong>itions of the companies thatwere d<strong>is</strong>tributing our <strong>pro</strong>ducts, today we areenjoying an evolving relationship with the twolargest salon <strong>pro</strong>duct d<strong>is</strong>tributors, BeautySystems Group (BSG) and SalonCentric, as wellas leading independently owned d<strong>is</strong>tributors.BIR: Tell me about the evolution of keratintreatments from a market perspective.LG: Traditionally, the straightening categorycons<strong>is</strong>ted of thio- or lye-based relaxing creams.Keratin was introduced through Brazil with<strong>for</strong>maldehyde bases. What <strong>is</strong> such abreakthrough with Simply Smooth and Pure NV<strong>is</strong> that they enhance any—that’s right, any—other chemical service by fixing the keratindepletion from the chemical service. That <strong>is</strong> ahuge breakthrough as a service, because wecan do all the wonderful techniques we do,and make the hair feel practically virgin again!Think of the category’s evolution th<strong>is</strong> way:Thirty-five years ago, highlighting was calledfrosting and it hardly ex<strong>is</strong>ted. Today, it’s adominant part of the hair color category. Thirtyyears ago, manicuring cons<strong>is</strong>ted of a pol<strong>is</strong>hchange. Now, we see an entire industry of nailsalons offering menus of hand and footservices. It’s the same with keratin treatments,but the evolution into a unique hair smoothingcategory has been faster.For American Culture, the hair smoothingcategory includes a range of shampoos,conditioners and styling aids built aroundmaintaining and replen<strong>is</strong>hing keratin in the hair.It works <strong>for</strong> any and all clients, even if theyhave not had a treatment. Whenever someone<strong>is</strong> trained in per<strong>for</strong>ming the services, it reallyenhances their practice and their income soars.I really believe we have barely tapped th<strong>is</strong>market. <strong>The</strong>se services are generating newrevenues to build salons’ business—recessionor not. <strong>The</strong> industry <strong>is</strong> fashion; the clients arereading and becoming educated in achievingthe latest <strong>for</strong> beautiful hair. <strong>The</strong> consumer <strong>is</strong>growing th<strong>is</strong> category by asking <strong>for</strong> it. Styl<strong>is</strong>tslove to see they can achieve “magazine hair.”BIR: What’s the difference between your twokeratin brands?LG: We make two types—Simply Smoothand Pure NV BKT—<strong>for</strong> different salon choices.Simply Smooth <strong>is</strong> a larger, more expansive<strong>pro</strong>duct line made predominately with humanhair keratin. It has a larger d<strong>is</strong>tributor network.Pure NV <strong>is</strong> marketed with very earthyingredients, fragrances and plant keratin. Ourd<strong>is</strong>tributors and salons told us that theywanted those options, so we gave them whatthey asked <strong>for</strong>.BIR: What else <strong>is</strong> generating excitement?LG: We are having great results with a new<strong>pro</strong>duct called After Color Lock under ourSimply Smooth brand. It’s a mini treatment andit takes no more time than a blow out. It <strong>is</strong> anew add-on service based on a blend we madeof keratin and collagen. One 8-ounce bottlecan generate $800.00 to $2,500.00 in servicerevenue. After Color Lock locks in color, givingclients four weeks of luxurious hair. It createsshine, reduces volume, texture and frizz, andrepels humidity. What’s so great <strong>is</strong> that itdoesn’t need to be pre-booked. It <strong>pro</strong>vides anoption created <strong>for</strong> styl<strong>is</strong>ts to put keratin backinto their clients’ hair between treatments.Styl<strong>is</strong>ts charge $25.00 to $80.00 <strong>for</strong> the newservice.BIR: Pure Color, your 90% botanically basedkeratin infused hair color line, soundsintriguing. Please give BIR’s readers an overview.LG: American Culture <strong>is</strong> excited to bringPure Color to market th<strong>is</strong> July duringCosmo<strong>pro</strong>f under the Simply Smooth brand.Every shade <strong>is</strong> double dye loaded, plantkeratin-basedand loaded with technology! It <strong>is</strong>90% botanically based and nano-pigmented.Our technology allows <strong>for</strong> more colormolecules to bond inside the cortex of thehair. <strong>The</strong>y are smaller, which means we do notneed to upset the cuticle layer, as we have inthe past. Our color does not fade and doesnot release keratin, like past technologies do.Everything we create has the keratin treatmentin mind. We make new <strong>pro</strong>ducts taking intoconsideration, that at some point, everyonewill be receiving these services!6 APRIL 2010
BIR: You’ve mentioned several interestingservice <strong>pro</strong>ducts. Do you also offer care andstyling <strong>pro</strong>ducts?LG: Both our brands include support<strong>pro</strong>ducts. <strong>The</strong>se replen<strong>is</strong>hing <strong>pro</strong>ducts willmaintain the treatment applied to the hair;however, anyone will benefit from our<strong>pro</strong>ducts. We make shampoos andconditioners in different fragrances, so clientscan switch <strong>for</strong> variety. A full line of styling andfin<strong>is</strong>hing <strong>pro</strong>ducts <strong>is</strong> also offered. All of theseitems will support and replen<strong>is</strong>h keratin in thehair and are color safe.BIR: As a manufacturer, do you also <strong>pro</strong>duce<strong>pro</strong>ducts <strong>for</strong> other hair care companies?LG: Yes, we do private label <strong>for</strong> a number ofhair care companies. We not only make the<strong>pro</strong>ducts, we offer video <strong>pro</strong>duction,marketing, <strong>pro</strong>duct and package design, andtesting. Once we complete our expansion intoour new 65,000-square-foot facility, we willoffer inventory storage and shipping.BIR: Because of the size of Beauty SystemsGroup and SalonCentric, a number of hair caremarketers avoid doing business with thesesuper-sized d<strong>is</strong>tributors <strong>for</strong> fear of getting lostin the crowd. However, your company <strong>is</strong> notonly doing business with them, you are one ofthe few vendors that does business with bothorganizations. What <strong>is</strong> your secret <strong>for</strong> success?LG: <strong>The</strong> <strong>beauty</strong> industry <strong>is</strong> broken down intofive segments: Beauty Systems Group,SalonCentric, corporate chain salons,international d<strong>is</strong>tribution and a segment madeup of the remaining U.S. d<strong>is</strong>tributors. We are<strong>for</strong>tunate to do business with each of thosesegments. In addition to BSG and SalonCentric,we sell through a d<strong>is</strong>tribution networkcons<strong>is</strong>ting of RG Shakour, Peel’s Salon Service,Raylon Corp., Goldwell of New York and more.Our international d<strong>is</strong>tribution cons<strong>is</strong>ts ofmaster d<strong>is</strong>tributors who represent us in specificcountries. <strong>The</strong>y select local d<strong>is</strong>tributors.BIR: Tell me about your education <strong>pro</strong>grams.LG: Doreen creates the education map.She’ll be writing a monthly Q&A column onkeratin <strong>pro</strong>ducts in the BE magazine. Doreenhas been training <strong>for</strong> years and has found a wayto reach styl<strong>is</strong>ts by creating v<strong>is</strong>uals andanalogies to help advance the education<strong>pro</strong>cess. We ap<strong>pro</strong>ach education as an"exchange of knowledge.” We’re so <strong>pro</strong>ud of thecompliments we receive from styl<strong>is</strong>ts andAmericanCulture hasinnovated newsmoothing andhair colorsalon servicesand support<strong>pro</strong>ducts allbuilt aroundmaintainingandreplen<strong>is</strong>hinghair’s keratin.d<strong>is</strong>tributors regarding our education. Ourd<strong>is</strong>tributors utilize a core staff trained internallyby Doreen. It helps our education becons<strong>is</strong>tent. I think styl<strong>is</strong>ts like that we do whatthey do.BIR: I understand American Culture will belaunching its first Master Keratin Art<strong>is</strong>trytraining at Cosmo<strong>pro</strong>f. Tell me about it.LG: <strong>The</strong> training will take place July 18-19 inLas Vegas. We env<strong>is</strong>ion styl<strong>is</strong>ts becomingmaster-art<strong>is</strong>t certified in the art of keratin.<strong>The</strong>y will receive a plaque upon completion.<strong>The</strong>re will be a rotation of education thatmoves around the room. <strong>The</strong>y will v<strong>is</strong>itdifferent educational stages that <strong>pro</strong>vide themwith all the new services we have pioneeredand how to execute them <strong>pro</strong>perly. We willhave fun, and they will learn things they neverimagined they could do. <strong>The</strong>y need all thein<strong>for</strong>mation to <strong>pro</strong>vide the best consultation tosteer them to the correct keratin service.Styl<strong>is</strong>ts can call our hotline at 888-333-6563.BIR: What are some of the challenges inintroducing a new service category?LG: I think the greatest challenge <strong>is</strong>education. It takes a lot of time and money.When styl<strong>is</strong>ts get it, their income reallyincreases. We really push the d<strong>is</strong>tributor tohave trainings <strong>for</strong> support, as well as focus<strong>pro</strong>grams to have the DSCs understanding thecategory. It's working!BIR: How do you help salons market yourservices and <strong>pro</strong>ducts?LG: As we develop services and <strong>pro</strong>ducts,we support salons with literature, tent cardsand mirror clings to help styl<strong>is</strong>ts communicatewith their clients. That <strong>is</strong> particularly important<strong>for</strong> salons pioneering these new services.BIR: What <strong>is</strong> the salon industry’s biggestchallenge in 2010?LG: Greed and politics. <strong>The</strong> executives atthe manufacturer level believe increases insales come from repackaging. <strong>The</strong>y stick thed<strong>is</strong>tributors with old packaging or cut thed<strong>is</strong>tributors off in search of the next openingorder. <strong>The</strong> only way <strong>for</strong> our industry to solvethat <strong>pro</strong>blem <strong>is</strong> to stop recycling the "hasbeens" or the "never was." <strong>The</strong> culture betweenthe d<strong>is</strong>tributor and the manufacturer needs tochange.BIR: Who have been your mentors?LG: I have had the <strong>for</strong>tune to have beenexposed to two of the greatest <strong>beauty</strong>innovators as a teenager. Both Arnold Miller,the founder of Matrix Essentials, and BobMalin, the owner of United Beauty wereinfluential in shaping my career. Arnie told meto go about life one day at a time, remaincons<strong>is</strong>tent and be pers<strong>is</strong>tent. Bob told me towake up each day, work toward enhancing yourbusiness and concentrate only on yourbusiness. Your competitors should never beyour concern.To learn more, reach Lou and DoreenGuarneri at 888-333-6563 orlou<strong>is</strong>@americanculturehair.com, and v<strong>is</strong>itwww.americanculturehair.com.APRIL 2010 7
<strong>The</strong> Beauty Industry Report V<strong>is</strong>it www.bironline.comHAI’s new tools help styl<strong>is</strong>ts express their artFor the last couple of years, Beauty IndustryReport (BIR) has had the pleasure ofinterviewing Richard Ouellette, the CEO andfounder of HAI Elite. Recently, he shared thenews about h<strong>is</strong> most recent launches with BIR,and we’re delighted to file th<strong>is</strong> report.BIR: Please share the story of HAI’s excitingnew launches with BIR’s readers.Richard Ouellette (RO): Our team at HAIhasn’t been th<strong>is</strong> excited since we introducedthe first <strong>pro</strong>fessional ceramic pressing iron in1999! That iron was the 1 1/4-inch Convertablewith its slick blue ceramic plates. Now, we arelaunching six amazing new <strong>pro</strong>ducts in 2010.We know how difficult it <strong>is</strong> <strong>for</strong> a company tocreate, design, manufacture and launch a slateof <strong>pro</strong>ducts like th<strong>is</strong>, but we are up to the test!Th<strong>is</strong> month, we will ship a limited edition ofour original Convertable styling iron. We’vesuper-charged its packaging with a modernretrolook and feel in electric pink. <strong>The</strong> ironfeatures extended heat and components.Included with the limited edition will be one ofour <strong>pro</strong>fessional thermal styling brushes and adesigner thermal storage bag. We present thosein matching colors to increase the value to thestyl<strong>is</strong>t, yet we still deliver the collections <strong>for</strong>less than $90, We knew that we had it rightwhen the first <strong>pro</strong>duction run sold outimmediately. <strong>The</strong> time was right to offer abeautiful, value-added version of such a classicand popular iron.Coming th<strong>is</strong> summer will be a new stylingiron and hair dryer that <strong>pro</strong>vide more heat andmore power. When designing the iron, weincluded a heat boost switch and voicereminder at 450 degrees, because we wereconcerned with the percentage of <strong>pro</strong>ducts inthe market place that do not reach the sametemperature at the plate surface as they claim.Ours do! <strong>The</strong> matching HAI per<strong>for</strong>mance dryerhas the most advanced motor to offer longlasting per<strong>for</strong>mance at the lowest possibleweight. <strong>The</strong> dryer <strong>is</strong> our first AC powered dryer,and it will deliver more power, longer life andquieter operation. <strong>The</strong>n, just to make it moreirres<strong>is</strong>tible, we added more padding to hehandle and doubled the tourmaline <strong>for</strong> themost beautiful and shiny hair. We believe thatthe salon <strong>pro</strong>fessional deserves and needs thatkind of power and results.BIR: When I v<strong>is</strong>ited your booth at the WesternBuyers Conference in Las Vegas, you showedme a beautiful blue titanium iron. When willthat iron be available?RO: That <strong>is</strong> our first titanium iron, and wehave chose to do it as a special edition of ourClassic Convertable. It will have 1 1/4-inchfloating plates, fully adjustable heat up to 410degrees and stunning sapphire blue titaniumplates. In addition, it will come with a greatvalue-added group of <strong>pro</strong>ducts <strong>for</strong> the styl<strong>is</strong>t,including a bone comb, designer bag and hairclips. That will ship in June.HAI Elite’s Limited Edition of its original Convertable styling iron <strong>is</strong>packaged with a thermal styling brush and a thermal storage bag.BIR: What’s your biggest challenge in 2010?RO: We are committed to im<strong>pro</strong>ving ourtools on a continuous bas<strong>is</strong> and exceeding ourcustomers’ expectations in everything that wedo. For a company of our size, we have givenourselves a very big challenge to deliver thescope of new <strong>pro</strong>ducts in 2010 that we haveplanned. We have been pushing our resources<strong>for</strong> the testing, packaging, marketing and salesmaterials to make sure that each one <strong>is</strong> asuccess and delivers on our <strong>pro</strong>m<strong>is</strong>e of<strong>pro</strong>ducing amazing <strong>pro</strong>ducts. We put thesystems in place <strong>for</strong> quality. Now we are ableto use those systems to support the launchesof these new <strong>pro</strong>ducts.BIR: What makes HAI unique as a company?RO: <strong>The</strong> people. As a <strong>for</strong>mer hair styl<strong>is</strong>t andsalon owner, I learned that the key to longtermsuccess <strong>is</strong> finding the right core group ofpeople who share the same values. A key valuethat we share at HAI <strong>is</strong> integrity. We believethat our individual integrity and the integrity ofthe company should guide each <strong>pro</strong>duct thatwe make.BIR: Please share more about what qualitymeans at and to HAI.RO: Quality has to be considered from thepoint-of-view of the user. We’ve made qualityour primary focus, but quality <strong>is</strong> only as goodas its impact on each customer and businesspartner. To us, it means we pair unique designwith the finest craftsmanship in order todeliver phenomenal results. We’ve alwaysinvested heavily in R&D and quality control—even when it came at theexpense of advert<strong>is</strong>ing—because building the best hairtools <strong>is</strong> our m<strong>is</strong>sion. Webelieve that great <strong>pro</strong>ductsspeak <strong>for</strong> themselves.BIR: Please bring BIR’s readersup to date on your otherrecent developments.RO: We recentlyparticipated in the Night of100 Stars at the Beverly HillsHotel to sample ourStyleMate collection of<strong>pro</strong>fessional compact tools.Celebrities from telev<strong>is</strong>ion, film, sports andentertainment were thrilled to receive theultra-portable StyleMate iron and dryer in theirfavorite color. It was flattering to hear howmany celebrities already owned an HAI tool.<strong>The</strong> real indicator of success <strong>for</strong> our mini line <strong>is</strong>that <strong>pro</strong>fessionals have realized that whilethese dual-voltage, compact hair tools aregreat <strong>for</strong> travel, they also help bring a new levelof creativity to styl<strong>is</strong>ts’ session work.As a hairstyl<strong>is</strong>t, I am always looking <strong>for</strong> new<strong>pro</strong>ducts and tools to create new textures, savetime and differentiate ourselves in order togrow our customers. That <strong>is</strong> why creating thetools that make it easier <strong>for</strong> styl<strong>is</strong>ts to expresstheir art and expand their business will alwaysbe a key priority <strong>for</strong> our company.Reach Richard Ouellette at 858-451-3750 orrichard@hai-elite.com. V<strong>is</strong>it www.hai-elite.com.8 APRIL 2010
Surface rolls out Smooth & Healthy Protein TreatmentIt seems like only yesterday that BeautyIndustry Report (BIR) interviewed WayneGrund about the upcoming launch of h<strong>is</strong> newhair care line Surface, and in just two years, h<strong>is</strong>company has gained a foothold in the U.S.salon marketplace through its full-serviced<strong>is</strong>tributor network. Wayne recently checked inwith th<strong>is</strong> update on the launch of the Smooth& Healthy salon service, a <strong>pro</strong>tein smoothingsystem that Wayne says completely respectspersonal health and the earth.BIR: Wayne, you named your line Surface. Whatdoes that mean?Wayne Grund (WG): <strong>The</strong> name Surfacecame from a passion to develop superior, allnatural<strong>pro</strong>ducts that respect personal health,the surface of our earth and create a strongsurface of success from which salons and theirguests could grow.BIR: Share how your commitment to“Respecting Personal Health and <strong>The</strong> Earth” <strong>is</strong>incorporated in how you market Surface.WG: As we <strong>for</strong>mulate <strong>pro</strong>ducts, we make nocom<strong>pro</strong>m<strong>is</strong>es. We believe that all ingredientsmust respect personal health and the earth.Today’s consumer <strong>is</strong> demanding that, andSurface helps salons brand and marketthemselves to that end.BIR: Surface had an amazing 2009. You have 12d<strong>is</strong>tributors covering 30 states, have trained 75educators, have more than 500 reg<strong>is</strong>teredSurface salons and your <strong>pro</strong>ducts have alreadywon awards. Please share how Surfaceachieved such success when many othermarketers were struggling.WG: I believe it was best summed up byIrving Russo, Eclips Salon owner from McLeanVA. After experiencing instant success, hestated, “Surface <strong>is</strong> the right <strong>pro</strong>duct at the righttime with the right education and support.”After bringing in our line, Irving and h<strong>is</strong> teamattended our New Beginnings Symposium; theyinstantly quadrupled their retail sales and grewservice revenues by 25%. <strong>The</strong>y also took theSurface Culture of being Day Makers to theirsalon, community and world around them.BIR: <strong>The</strong> straightening craze began in the early2000s with the Japanese straighteners, thengrew with the keratin <strong>pro</strong>tein systems and hasnow become a big business. How does newSurface Smooth & Healthy fit into the categoryof salon straightening/smoothing services?WG: Surface Smooth & Healthy <strong>is</strong> newscience and has created a new position in thesmoothing world. <strong>The</strong> Smooth & Healthyprimary treatment ingredients are amaranth<strong>pro</strong>tein and babassu oil, which work through a<strong>pro</strong>prietary amino acid complex to naturallyand gently bind amaranth <strong>pro</strong>tein into and ontothe hair during the smoothing and repair<strong>pro</strong>cess. Amaranth strengthens and repairs,while the healing <strong>pro</strong>perties of babassu oilsmooth and condition. <strong>The</strong> National Academyof Sciences has named amaranth as one of theworld’s top <strong>pro</strong>tein sources. Certified organicamaranth has 50 to 60% higher levels ofantioxidants. A locking lotion then binds theamaranth and babassu oil to the hair.Smooth & Healthy differs from keratin-type<strong>pro</strong>ducts in that it lasts from two to fivemonths and beyond with little reversion, hasno animal by <strong>pro</strong>ducts, has no <strong>for</strong>maldehydeassociatedhealth <strong>is</strong>sues and <strong>is</strong> a relatively fastin-salon service. <strong>The</strong> major difference from theJapanese type straighteners or traditionalrelaxers <strong>is</strong> that Smooth & Healthy leaves thehair healthy and alive with control and body.You can color or highlight the hair and evenperm curl back into it if desired. Smooth &Healthy <strong>is</strong> free of <strong>for</strong>maldehyde, alternatealdehydes, <strong>for</strong>malin, vanillin, thioglycate,sodium hydroxide, parabens, PVP/VA, wheat<strong>pro</strong>tein, animal <strong>pro</strong>tein and bi-animal <strong>pro</strong>tein.By adjusting treatment times and choosingto use a blow dryer or flat iron, the styl<strong>is</strong>t hasthe option to completely smooth the hair(three-hour service with results lasting four tofive months), reduce the curl (90-minuteservice with results lasting three to fourmonths) or eliminate frizz while leaving the curl(60-minute service with results lasting two tothree months).BIR: What motivated Surface to developSmooth & Healthy?WG: <strong>The</strong>re are so many health concernsrelated to the current relaxing and smoothingcategory that it was just the right thing to do.<strong>The</strong> consumer demand <strong>for</strong> the service <strong>is</strong> strong,and you have salons trying to install newventilation systems and wearing masks just to<strong>pro</strong>vide the service. In addition, we focused ourresources on creating a system that maintainsthe condition of the hair, lasts longer and takesless time to complete. After very thoroughtesting, we can confidently say we haveachieved our goal.New Smooth & Healthy lets styl<strong>is</strong>ts adjusttreatment times to customize results.BIR: When we began our interview, you sharedthe quote, “Surface <strong>is</strong> the right <strong>pro</strong>duct, at theright time with the right education andsupport.” Can you expand on that a bit?WG: <strong>The</strong> right <strong>pro</strong>duct refers to Surfacebeing a truly natural <strong>pro</strong>duct that <strong>is</strong> highper<strong>for</strong>mance,salon-exclusive and completelyrespects personal health and the earth. <strong>The</strong>right time <strong>is</strong> our focus on helping salonsposition and understand <strong>pro</strong>fitability in a GreenWorld. Salon guests are demanding healthier<strong>pro</strong>ducts, but many natural <strong>pro</strong>duct lines havenot per<strong>for</strong>med as well as desired. Repeat sales<strong>pro</strong>ve that Surface <strong>pro</strong>ducts per<strong>for</strong>m! <strong>The</strong> righteducation <strong>is</strong> our belief in training life skills,business skills and art<strong>is</strong>tic skills. <strong>The</strong> rightsupport ranges from in-salon point-of-purchased<strong>is</strong>plays to <strong>pro</strong>fessional press releases <strong>for</strong>salons to my monthly face-to-face webinarswith Surface salons!To learn more, reach Wayne Grund at306-651-6035 or wgrund@surfacehair.com orv<strong>is</strong>it www.surfacehair.com.APRIL 2010 9
<strong>The</strong> Beauty Industry Report V<strong>is</strong>it www.bironline.com<strong>The</strong> Makeup Show LA unveils newest <strong>pro</strong>ducts<strong>The</strong> Makeup Show, a two-day event <strong>pro</strong>ducedby <strong>The</strong> Powder Group and MetropolitanEvents, featured a line up of top makeupart<strong>is</strong>ts, more than 50 exhibitors and aneducational <strong>pro</strong>gram that focused on realworldbusiness and art<strong>is</strong>try <strong>for</strong> the <strong>pro</strong>fessionalmakeup art<strong>is</strong>t. Each day, 12 seminars touchedupon the art of makeup, <strong>pro</strong>viding tips, newtrends and techniques. Topics includededitorial <strong>beauty</strong>, airbrush secrets and theperfect bride; hands-on workshops; seminarsand keynote presentations. Celebrity art<strong>is</strong>ts,including Sharon Gault, Pati Dubroff, FrancescaTolot and Bruce Grayson, were among theattendees seen shopping and networking at theevent, along with leading educators, includingJoanna Schlip, James Vincent, Eve Pearl andJohn Rizzo.<strong>The</strong> Powder Group, founded by MichaelDeVell<strong>is</strong>, a 14-year veteran of the makeupindustry, and based in New York City, supportsthe growing field of makeup and makeupart<strong>is</strong>try. In addition, it <strong>pro</strong>vides the makeupcommunity with business and <strong>pro</strong>ductdevelopment and creative and personal growthneeds. Michael’s organization also creates andpresents events <strong>for</strong> makeup <strong>pro</strong>fessionals andconsumers. Five years ago, he <strong>pro</strong>duced thefirst <strong>The</strong> Makeup Show in New York City,followed by a similar event in Miami. <strong>The</strong>seshow <strong>pro</strong>vide the opportunity <strong>for</strong> d<strong>is</strong>tributors,<strong>beauty</strong> stores, salons and spas to d<strong>is</strong>cover newlines and <strong>pro</strong>ducts. Beauty Industry Report (BIR)stopped by and shares th<strong>is</strong> report.<strong>The</strong> sharply r<strong>is</strong>ing sales of <strong>pro</strong>fessionalmakeup brushes <strong>is</strong> one result of the explosivegrowth of the makeup and cosmetics category.At Crown Industries, co-owner MichaelPaviadak<strong>is</strong> said he <strong>is</strong> expanding into the exportmarket, doing significant business in Australiaand Southeast Asia. Crown also has a largeprivate label business. Michael stated, “In thelast 24 months, we have seen our salesskyrocket to the point w<strong>here</strong> we are beingchallenged to keep up with the growingdemand.” Reach Michael at 219-791-9930 orsales@crownbrush.com. V<strong>is</strong>itwww.crownbrush.com.Shadow Shields are moon-shaped,d<strong>is</strong>posable, self-adhesives that gently stickunder the eyes to catch falling pigment,eliminating that all too familiar “raccoon eye”side effect experienced during eye shadowapplication. Major time savers, theselightweight shields are an alternative to theusual powder-under-the-eye trick or holding at<strong>is</strong>sue under the eye during application (box of30/l<strong>is</strong>t $6.50/SRP $12.99). Reach creator andowner Michelle Villanueva at 714-223-5883 orinfo@shadowshields.com.<strong>The</strong> concept of Mai Couture <strong>is</strong> to applymakeup without a brush, eliminating the mess.<strong>The</strong> company offers 2-1 Oil Blotting/BronzingPapier in either light/medium or medium/darkshades (wallet of 100 sheets/l<strong>is</strong>t $19.50/SRP$39.00; refill package/100 sheets/l<strong>is</strong>t$14.25/SRP $28.50). <strong>The</strong> 2-1 Oil Blotting/Bronzing Papiers eliminate shine, while givingthe face a glow. Blush Papiers allow theapplication of blush without a brush. <strong>The</strong>y alsoabsorb oil on the cheeks <strong>for</strong> long-lasting color.<strong>The</strong> Lavendere-fresh Papier refreshes the skin,and the Vitamin c+ePapiers revitalize the face.<strong>The</strong> <strong>pro</strong>duct <strong>is</strong> made <strong>for</strong> all skin types andcolors. Reach Mai Tran, president/creator, at888-683-6116 or mai@maicouture.com. V<strong>is</strong>itwww.maicouture.com.With a large presence in Southern Cali<strong>for</strong>nia,the motion picture and telev<strong>is</strong>ion industry’smakeup departments generate a great deal ofbusiness <strong>for</strong> four local <strong>beauty</strong> supply stores:Naimies Beauty Center, Nigel’s BeautyEmporium, Frends Beauty Supply and CinemaSecrets. At <strong>The</strong> Makeup Show, three of the fourhad <strong>pro</strong>minent exhibits, with Cinema Secretsnot exhibiting. Cesar Tejeda, manager ofNaimies Beauty Center, introduced BIR toMinna Ha, who has a new makeup accessorythat Cesar says <strong>is</strong> selling well at h<strong>is</strong> store. Minnawas not exhibiting, but did show BIR a sampleof her new UNII Palette. According to Minna,the UNII Palette solves the <strong>pro</strong>blem of theexcessive clutter in makeup bags and bathroomdrawers. Th<strong>is</strong> re-usable, freestyle makeup caseallows women to consolidate their stash ofmakeup cases into one multi-brand palette,refillable and customizable to each woman'spreferences. <strong>The</strong> average woman might carry inher purse an assortment of eye shadows,blushes and eye pencils—each a differentbrand and in a separate container. Byconsolidating makeup into one magnetic case,the UNII Palette offers convenience. Byencouraging the use of refills, it saves its usersmoney and reduces the waste associated withconventional packaging. Each UNII Paletteincludes a purse-friendly palette, plenty ofmagnetic strips to keep makeup from sliding, amirror <strong>for</strong> makeup application, a movablethumb grip and a tight, rubberized seal toprevent leaks. <strong>The</strong> case <strong>is</strong> compact (outerdimensions 3.7 inches wide x 6 inches long and0.7 inches thick/l<strong>is</strong>t $14.50/SRP $29.00). ReachMinna at 626-502-7470 orinfo@uniicosmetics.com. V<strong>is</strong>itwww.uniicosmetics.com.After years of art<strong>is</strong>t training and <strong>pro</strong>ductdevelopment <strong>for</strong> various cosmetic brands and acareer that included editorial, celebrity andcommercial work, NYC-based makeup art<strong>is</strong>tDavid Klasfeld started h<strong>is</strong> own company,Obsessive Compulsive Cosmetics. David beganthe company with two lip balms—Tarred &Feat<strong>here</strong>d, a sheer black and a white,respectively, created in response to thedominating natural trend in <strong>beauty</strong> at a timewhen even the most neutral of lipsticks wasconsidered too much color. <strong>The</strong> introductionof hi-definition telev<strong>is</strong>ion led to newrequirements <strong>for</strong> makeup that looks natural.David’s solution was OCC Skin, a water-based,100% oil-free liquid makeup that <strong>pro</strong>vides anatural looking fin<strong>is</strong>h that <strong>is</strong> perfect <strong>for</strong> theintensity of HD, the flash of the camera ordaily wear. David showed h<strong>is</strong> newest creation,Lip Tar, which combines the longevity of alipstick with the ease of application of a gloss.Reach David at 212-675-2572 ordavid@occmakeup.com.Mineral makeup continues to be a majorcosmetic category, and at <strong>The</strong> Makeup Show,t<strong>here</strong> were a number of companies exhibiting.Mineral Essence <strong>pro</strong>ducts are triple-milled andrich in vitamins A, C and E, which the skinneeds to regenerate and retain a healthy glow.Best sellers in the line include Ultra MicronizedFoundation, which <strong>is</strong> non-comedogenic (l<strong>is</strong>t10 APRIL 2010
$13.00/SRP $26.00) and Magic Fin<strong>is</strong>h, analuminum free translucent powder that’s usedto set the makeup <strong>for</strong> flawless coverage (l<strong>is</strong>t$9.50/SRP $18.99). Reach Marilou Buenaventura,sales manager, at 818-765-2606 ormarilou@mineralessence.com.Alcone Company, one of the majorsuppliers to the <strong>pro</strong>fessional makeup market,started in 1950 as a pharmacy that also soldcosmetics and false eyelashes to Broadwayshowgirls. My father, who was in thed<strong>is</strong>tribution business supplying movie and TVmakeup and hairdressing departments,purchased a number of <strong>pro</strong>ducts from Alcone.Owner Vincent Mallardi stated, “Ourphilosophy <strong>is</strong> still the same today: to find thebest makeup <strong>pro</strong>ducts from around the worldand offer them at af<strong>for</strong>dable prices soeveryone (not just the rich and fabulous) willbenefit.” <strong>The</strong> firm’s 185-page catalog <strong>is</strong> jampacked with everything connected with theworld of makeup. Call 800-466-7446 or v<strong>is</strong>itwww.alconeco.com.LA SPLASH Cosmetics sells under its brandand also does private label and turnkey service,along with bulk <strong>pro</strong>duction and <strong>for</strong>mulation. Atthe show, LA Splash was exhibiting glitter,shimmer powder, lip gloss, liquid eyeliner,mineral blush, body shimmer and mascara. Itoffers small prepack counter d<strong>is</strong>plays that areideal <strong>for</strong> <strong>beauty</strong> stores. In addition, thecompany’s minimum order quantities are small.Call 626-968-8826 and v<strong>is</strong>itwww.lasplashcosmetics.com.Inglot Cosmetics, a Poland-based cosmeticsmanufacturer with more than 250 storelocations in Australia, Europe, Canada, Dubaiand Asia, recently opened its flagship NorthAmerican store at Times Square in New YorkCity. Wojtek Inglot, president and founder,stated, “Inglot <strong>is</strong> a combination of high-endluxury <strong>pro</strong>ducts at everyday value prices.” Atthe show, he featured O2M, a breathable nailpol<strong>is</strong>h. Using polymer technology originallydesigned <strong>for</strong> breathable contact lens, O2Mincreases the oxygen and water vaporpermeability of the pol<strong>is</strong>h, which allows nailsto breathe, dimin<strong>is</strong>hing the potential of fungalinfections. Wojtek said that Inglot plans toopen 10 more stores in the United States in thenext year. Reach him at winglot@inglot.pl orv<strong>is</strong>it www.inglotcosmetics.com.Model in a Bottle <strong>is</strong> a matte fin<strong>is</strong>h settingspray that locks in foundation and eye makeupwithout the need <strong>for</strong> touchups. It’s res<strong>is</strong>tant tosmudging, tears, humidity and water. It driesquickly, absorbs excess oil, doesn’t clog poresand <strong>is</strong> never sticky. It’s available in the original<strong>for</strong>mula (2 ounces/l<strong>is</strong>t $9.00/SRP $18.00) or anextra sensitive <strong>for</strong>mula (2 ounces/l<strong>is</strong>t$10.50/SRP $21.00). Reach owner Jill Stephensat 949-642-5615 or jill@modelinabottle.com.V<strong>is</strong>it www.modelinabottle.com.“<strong>The</strong> MakeupShow featuredtop makeupart<strong>is</strong>ts, 50exhibitors andan educational<strong>pro</strong>gram thatfocused on realworldbusinessand art<strong>is</strong>try <strong>for</strong>the<strong>pro</strong>fessionalmakeup art<strong>is</strong>t.”Naked Cosmetics’ primary <strong>pro</strong>duct <strong>is</strong> thehigh cosmetic grade, high pigment mica color.Colors are organized into collections of sixcolors. Also featured are mixing items <strong>for</strong> themica pigments, which can trans<strong>for</strong>m thepowdered shadows into eyeliner, lipgloss ornail pol<strong>is</strong>h, as well as a range of natural mineralpowder foundation. At <strong>The</strong> Makeup Show,Naked Cosmetics launched the Java Collectionof natural matte colors with a pearlescentundertone. Java <strong>is</strong> available in a six-piececollection (#JV-C06/l<strong>is</strong>t $25.00/SRP $59.99).Singles can also be purchased (l<strong>is</strong>t $6.00/SRP$15.99). Reach Peter Estey, owner, at888-806-2533, ext. 150, orpeter@nakedindustry.com. V<strong>is</strong>itwww.nakedindustry.com.Crystal Wright started her career as an agentand <strong>for</strong> 24 years represented celebrity styl<strong>is</strong>tsbe<strong>for</strong>e becoming a consultant and speaker. Sheshared her newest <strong>pro</strong>gram, “30 days at 100%.”<strong>The</strong> presentation <strong>is</strong> about the potentialavailable in addressing the question: Howwould your life be different if you were strivingto live at 100%? She delves into eight majorareas of life and then challenges you tocomplete the sentence, “I am 100% when…”addressing each of those areas. Check outCrystal Wright’s Portfolio Building WorkshopsEmpowering Makeup, Hair and Fashion Styl<strong>is</strong>tsat wwwcrystalwrightlive.com. Reach her at323-299-0500 or crystal@crystalwrightlive.com.BIR talked with Michael DeVell<strong>is</strong>, executivedirector of <strong>The</strong> Powder Group and co-<strong>pro</strong>ducerof <strong>The</strong> Makeup Show, who noted, “Th<strong>is</strong> was oursecond year at the Cali<strong>for</strong>nia Market Center,and we were thrilled to see a more than 20%increase in attendance over last year’s WestCoast premiere. Our sponsors—Make Up ForEver, Temptu Pro, Inglot, Crown Brush and OnMakeup Magazine—along with more than 50other <strong>pro</strong>-focused brands and more than fourdozen top educators, came together to createour most dynamic and inspirational show ever.”<strong>The</strong> Makeup Show stops next in New YorkCity, w<strong>here</strong> it celebrates its fifth year in <strong>The</strong> BigApple on May 16-17. Reach Michael at212-627-7447 or michael@thepowdergroup.com.For in<strong>for</strong>mation about <strong>The</strong> Makeup Show,contact Shelly Taggar atshelly@metropolitanevents.com and v<strong>is</strong>itwww.themakeupshow.com.APRIL 2010 11
<strong>The</strong> Beauty Industry Report V<strong>is</strong>it www.bironline.comASD features ideal impulse items <strong>for</strong> stores/salonsFrom its beginning in 1961, the event originallyknown as the ASD-AMD Show (referring tothe two member associations compr<strong>is</strong>ed ofsurplus dealers and general merchand<strong>is</strong>edealers that initially <strong>pro</strong>duced th<strong>is</strong> show) hasgrown into one of the largest trade shows inthe country. It covers a whopping 610,000 netsquare feet of exhibit space across four venues.Las Vegas <strong>is</strong> the home <strong>for</strong> the twice-a-yearevent that started after the Second World Warby a group of store operators who specializedin war surplus. As time moved on, thedwindling amount of war surplus was replacedwith general merchand<strong>is</strong>e. Today the event,now known as the ASD Show, hosts almost2,500 exhibitors.“General merchand<strong>is</strong>e,” which translates toeverything from belt buckles to bras, fromgiftware to gadgets and just about every<strong>pro</strong>duct that can be sold in a store was beingd<strong>is</strong>played at one of the show’s four venues:Sands Expo upper floor (ASD GeneralMerchand<strong>is</strong>e/Jewelry); lower floor (Las VegasGift Show); Las Vegas Convention Center SouthHall (Closeout and 99 cent goods); MirageExhibit Center (fine jewelry). Specializedsections were grouped in four major categoriesthat include jewelry, style and <strong>beauty</strong>, gift andtoy, and value and variety. ASD attracts everytype of buyer, including independent retailers,department stores, national chains and <strong>Internet</strong>retailers among the more than 45,000attendees in 2010, which represents a 15%increase over last year’s show. <strong>The</strong> show alsoattracts a large number of international buyerswho represented more than 85 countriesacross six continents. It’s interesting to notethat the number of buyers from Latin Americancountries, including Mexico, Argentina andCosta Rica, among others, increased th<strong>is</strong> yearby more than 33%.Most attendees spend a number of days atthe four-day event, and <strong>for</strong> store owners, t<strong>here</strong><strong>is</strong> also full <strong>pro</strong>gram of seminars focusing ontopics, such as “Big Ideas <strong>for</strong> Small Business,”“Build an e-Commerce Web Site in One Day”and “Secrets to Increasing Retail Sales andProfits in the Next 30 Days.”Lori Higgins, marketing director, retail groupNielsen Exposition, the ASD Show owners and<strong>pro</strong>ducers, told BIR that as a result of thecontinued growth, starting with the next ASDShow scheduled <strong>for</strong> August, 8-11, 2010, all thevenues will be combined. <strong>The</strong>y will take overthe entire Las Vegas Convention Center.Attending an ASD show reminds me of theold saying, “You have to k<strong>is</strong>s a lot of frogs toend up with a prince.” Motoring up and downa<strong>is</strong>le after a<strong>is</strong>le of merchand<strong>is</strong>e, you willexperience an avalanche of <strong>pro</strong>duct lines, andthe majority will be meaningless to you.However, t<strong>here</strong> are a number of pearls that canbecome <strong>pro</strong>fitable <strong>pro</strong>ducts <strong>for</strong> <strong>beauty</strong> stores,d<strong>is</strong>tributors and salons/spas. Of most interest<strong>is</strong> the style and <strong>beauty</strong> section, which featuredhealth and <strong>beauty</strong> exhibitors, (fragrances, spa<strong>pro</strong>ducts, cosmetics, <strong>pro</strong>fessional <strong>beauty</strong>supplies and pharmacy supplies).As a result of widespread <strong>pro</strong>duct diversion,<strong>beauty</strong> stores lost a major competitive edgeand the reputation <strong>for</strong> being the exclusivesource to the public <strong>for</strong> <strong>pro</strong>fessional salonbrands. If your store falls into that group, youcan bounce back by adding ASD to your tradeshow calendar to explore the opportunities toexpand your <strong>pro</strong>duct mix. In fact, <strong>beauty</strong> storeoperators who cater to the multiculturalmarketplace have been regular attendees <strong>for</strong>year. As a result, they have broadened their<strong>pro</strong>duct selection and become more viableretail outlets to their customers.<strong>The</strong> ASD show can also be a valuableresource <strong>for</strong> d<strong>is</strong>tributors who operate<strong>pro</strong>fessional-only stores. <strong>The</strong> salon<strong>pro</strong>fessionals who shop in those stores areprime targets <strong>for</strong> fun or trendy impulse items.For example, the show featured 320 exhibitorsof fashion accessories; 184 in the health and<strong>beauty</strong> category, which includes cosmetics andnail care; 86 showing perfumes and fragrances;87 exhibiting sunglasses and 53 showing fashionwatches. Following are <strong>pro</strong>duct highlights togive you an idea of what’s worth checking out.Sunglasses are a major impulse sale item anda natural <strong>for</strong> <strong>beauty</strong> stores. With more than 80sunglass exhibitors, it’s no <strong>pro</strong>blem finding acompany with the selection, location andterms of business that will be right <strong>for</strong> yourstore or d<strong>is</strong>tributorship. Dynasol Eyewear(626-444-6181, oxigen1@hotmail.com,www.dynasoleyewear.com), Sunsharkey/TrioEyewear (909-390-8282,sales@sunsharkeyewear.com,www.sunsharkeyewear.com) and NY EyewearTrading Inc. (212-213-0338,nyeyewear@yahoo.com, wwwnyeyewear.net).Jinny Corp, the largest d<strong>is</strong>tributor of ethnicpersonal care <strong>pro</strong>ducts, also has a thrivingdirect import business, and at the booth, KaylaKranc took me through the J2 Sunglasspresentation. She pointed out that readers area growing part of the business. Kayla handedme a couple that featured frames with smartlooking designs. She stated that her readers allcome with glass and not plastic lenses andspring hinges. I found out that optometr<strong>is</strong>ts arebig buyers of these readers, which have anunbelievable cost of $24.00 per dozen or $2.00each. Kayla noted, “We have a number ofoptometr<strong>is</strong>t accounts who are buying thesereaders by the dozens and replacing the lenseswith their clients’ prescriptions and chargingthe going rate, which generates a huge <strong>pro</strong>fit."<strong>The</strong> regular fashion glasses all come with glasslenses and are well made.Another large category under the J2 brand <strong>is</strong>salon styling tools. Bright colored flat ironscome in an acrylic d<strong>is</strong>play that contains threepieces each of blue, purple, pink, green andbeige coated irons, all individually boxed(#DRES2200/l<strong>is</strong>t $227.25 d<strong>is</strong>play deal, $15.15each/SRP $75.00). In addition to flat irons, thecompany also offers a selection of dryers.Reach Kayla at 847-600-3030 orkaylac@jinny.com. V<strong>is</strong>it www.jinny.com.Another monster category <strong>is</strong> fragrance,which <strong>is</strong> often overlooked by <strong>beauty</strong> storeoperators. After all, <strong>beauty</strong> store shoppers arepredominantly women, and most of them wearand buy fragrance. Because most <strong>beauty</strong> storeoperators get stuck on the margin <strong>is</strong>sue(traditionally designer fragrances margins are40%) and do not focus on the penny <strong>pro</strong>fitgenerated by the higher selling prices, many12 APRIL 2010
stores have stayed away from selling fragrance.At the show, t<strong>here</strong> were a number of beautifulfragrance brands <strong>for</strong> men and women that werenot the well-known and highly-d<strong>is</strong>counteddesigner brands. <strong>The</strong>se alternative brandfragrances are doing well in <strong>beauty</strong> storesserving the multicultural marketplace. One ofthe major suppliers in the fragrance category <strong>is</strong>Belcam, a div<strong>is</strong>ion of Delagar and a long-timesupplier to the <strong>beauty</strong> store market with itsUltra Denco line of implements. Delagar hasdeveloped a comprehensive line of designerbrand knockoffs, which are merchand<strong>is</strong>ed inpackages similar to the original brands, andtheir fragrances are replicas of the originalscent. <strong>The</strong>y <strong>pro</strong>vide a <strong>pro</strong>fitable alternative tothe original designer brand. Reach GailHekkema, vice president/general manager, at800-948-9281, ext. 2740, orghekkema@delagar.com and request a catalog.V<strong>is</strong>it www.delagar.com.Luggage <strong>is</strong> another ASD Show category witha flock of exhibitors. Séya Inc. <strong>is</strong> a directimporter of practical storage solutions andoffers a broad selection of storage solutions<strong>for</strong> makeup art<strong>is</strong>ts and hair styl<strong>is</strong>ts. At theshow, the firm was exhibiting multi sectioned<strong>pro</strong>fessional <strong>beauty</strong> cases. Edan Smolin<strong>is</strong>ky, thecompany sales manager showed BIR animpressive range of rolling storage cases areorganized to hold a variety of <strong>pro</strong>ducts andtools. Units come in black, silver, pink andpattern fin<strong>is</strong>hes, including polka dot and animalprints. With a telescopic handle and rollers,these cases travel easily (TS series/l<strong>is</strong>t price$85.00). Reach Edan at 562-690-7990 oredan@seyainc.com. V<strong>is</strong>it www.seyanic.com.Energy drinks have become a majorcategory. Products, such as Red Bull, Monster,Rockstar and Full Throttle, have become hugeselling brands. Individual sized energy drinkshave been a major impulse item that are foundat every convenience store outlet, as well ascar washes and other retailers. Recently at acouple of salon trade shows, BIR spotted anexhibitor or two d<strong>is</strong>playing their lines. Salonsand <strong>beauty</strong> supplies are ideal outlets <strong>for</strong> theseimpulse instant energy drinks. At theContinental Vitamin Company (CVCSpecialties), Greg Faull, vice president of sales,showed BIR h<strong>is</strong> line of 2-ounce Liquid EnergyShots. <strong>The</strong>y are packaged in bright small plastic“<strong>The</strong>re are anumber ofpearls that canbecome<strong>pro</strong>fitableimpulse<strong>pro</strong>ducts <strong>for</strong><strong>beauty</strong> stores,d<strong>is</strong>tributorsandsalons/spas.”containers with different labels, includingGinseng Blast, Staminex, Pep N Energy, and aremerchand<strong>is</strong>ed on a small wire d<strong>is</strong>play. Headv<strong>is</strong>ed that t<strong>here</strong> are a variety of racksavailable. <strong>The</strong> company also offers a completeline of national brand pain relievers, includingTylenol, Excedrin, Advil and more, in singledosepackages merchand<strong>is</strong>ed on a 12-<strong>pro</strong>ngrack. Again, these are great impulse item <strong>for</strong><strong>beauty</strong> stores and salons. Reach Greg at 800-421-6175 or greg.faull@cvc4health.com. V<strong>is</strong>itwww.cvc4health.com.F<strong>is</strong>k Industries, a family-owned businessstarted by Steve Adler, has created or acquireda number of <strong>beauty</strong> brands that are soldsuccessfully in both the general market andmulticultural <strong>beauty</strong> stores. <strong>The</strong> companymarkets four major brands: Cover Your Grey,Irene Gari, Claudia Stevens and Daggett &Ramsdell. Cover Your Grey <strong>is</strong> a perfect exampleof a single item color touch-up crayon that F<strong>is</strong>kacquired, and over the years, it has expandedinto a complete <strong>pro</strong>duct range that includesthe original Touch-Up Stick, Brush-in HairColor, Root Touch-up, 2 in 1 Hair Color TouchupWand, Root Touch-up & Highlighter, ColorCombs, Cover Your Gray Professional, HairColor Sticks For Men and Cover Your GrayMini Boxes. <strong>The</strong> <strong>pro</strong>duct line <strong>is</strong> merchand<strong>is</strong>edon an extensive array of counter racks andfloor stand d<strong>is</strong>plays. Reach Steve at 800-248-8033 or shadler111@aol.com.Of course t<strong>here</strong> were a couple of electricalstyling tools being exhibited. At GMJ USA, Inc.,BIR met sales and marketing director, L<strong>is</strong>aYamatoya. Th<strong>is</strong> Japanese company recently setup a subsidiary in Torrance, CA, which <strong>is</strong>marketing its line of flat irons and hair dryersmanufactured in China. <strong>The</strong>re are two hairdryers, three flat irons and two mini irons—oneflat and one curling. Reach L<strong>is</strong>a at 310-618-9677or l<strong>is</strong>a_yamatoya@gmj<strong>beauty</strong>.com. V<strong>is</strong>itwww.gmj<strong>beauty</strong> .com.Budget-priced cosmetics <strong>is</strong> another categorywith a number exhibitors showing their <strong>pro</strong>ductlines. With the challenging economy, af<strong>for</strong>dablecosmetics are perfect to stimulate impulsesales at stores. Rich On Inc. has been one ofthe leading suppliers of af<strong>for</strong>dable cosmetics<strong>for</strong> years. Dareld Karns, vice president of sales,showed BIR a couple of best sellers. StarryEyeliner Gel <strong>is</strong> actually a cream that’s appliedwith a brush. It comes in black and brown,merchand<strong>is</strong>ed on a counter d<strong>is</strong>play of 48pieces (#61170/ l<strong>is</strong>t $48.00 unit or $1.00each/SRP $3.99). Starry Baked Eyeshadowcomes in a compact with four different colorranges, 12 pieces to a d<strong>is</strong>play (#MU1016/l<strong>is</strong>t$12.00 unit or $1.00 each/SRP $3.99). To learnmore, reach Dareld at 323-881-0805 ordareldbrcolor@yahoo.com. V<strong>is</strong>itwww.richon.com.If you want to entice customers to return toyour store often, BIR’s recommendation <strong>is</strong> toattend the next ASD Show on August, 8-11. Tolearn more, reach Lori Higgins at 310 481-7324 orLori.Higgins@nielsen.com, and v<strong>is</strong>itwww.asdonline.com.APRIL 2010 13
<strong>The</strong> Beauty Industry Report V<strong>is</strong>it www.bironline.comNews continued from page 4Stuart Wolman joins Peter Hantz Companyas vice president of sales and services.Be<strong>for</strong>e joining the company, which also ownsand operates 19 cosmetology schools, Stuartserved as director of pet services of Petco inSan Diego. H<strong>is</strong> background includes 13 yearsin corporate finance, budgeting, <strong>for</strong>ecastingand marketing <strong>for</strong> the Pet Services div<strong>is</strong>ionof Petco. He also owned Pet SupplyWarehouse in San Diego, which he sold toPetco in 1997. Stuart’s success includesincreasing grooming sales and <strong>pro</strong>fits 700%in eight years <strong>for</strong> Petco. Reach JessicaWolman at jessicaiwolman@hotmail.com or480-967-6464. V<strong>is</strong>it www.peterhantzco.com.Two members of <strong>The</strong> Kirschner Group (TKG)lost family members recently. Vice presidentLance Z. Posen mourns the passing of h<strong>is</strong>father, Edward Posen. Sales rep Bob Jones,mourns the passing of h<strong>is</strong> father, MarshallJones. BIR sends condolescences to both.Director of education will be based in LosAngeles and <strong>pro</strong>vide education expert<strong>is</strong>e inthe development of all marketing materialsand communication. Th<strong>is</strong> person willconduct educational classes, developtraining agendas and materials and recruitfield educators. Th<strong>is</strong> position involves directinteraction with all departments in thecompany, as well as with Kim Vō and theKim Vō salon art<strong>is</strong>tic team to take newtrends and cuts to the styl<strong>is</strong>ts, Th<strong>is</strong> <strong>is</strong> theperfect job <strong>for</strong> a high-energy, highexpectation,resourceful andgoal-and-team-oriented individual. Sendresume with salary h<strong>is</strong>tory to Craig Shandler,president of Kim Vō Enterpr<strong>is</strong>es, at323-543-6664 or craigs@kimvo.com.Rusk announces that award-winningjournal<strong>is</strong>t, author, <strong>pro</strong>ducer, entrepreneurand <strong>for</strong>mer co-anchor of Access Hollywood,Nancy O’Dell, <strong>is</strong> the official spokesperson<strong>for</strong> Rusk and BaByl<strong>is</strong>s Pro. As a celebrity whoshines on the red carpet and a wife andmother caring <strong>for</strong> a family, Nancyunderstands the need <strong>for</strong> hair care <strong>pro</strong>ductsthat exceed expectations. She relates to themodern woman balancing career and family.Reach Ken Russo, vice president, ConairProfessional Div<strong>is</strong>ion, at 800-726-6247,ext. 9027, or ken_russo@conair.com. V<strong>is</strong>itwww.conair.com.A styl<strong>is</strong>t’s working environment <strong>is</strong> greatlyim<strong>pro</strong>ved when ammonia-free <strong>pro</strong>ducts areused. Still today, many people are not awareof the advantages of working with ammoniafree<strong>pro</strong>ducts. <strong>The</strong> ammonia gas <strong>is</strong> a strongirritant to the respiratory tract. Styl<strong>is</strong>ts whoare sensitive to the fumes can developrespiratory <strong>pro</strong>blems. Jacinthe Hardy fromHardy Coiffure says, ‘‘Over the years, I’vedeveloped chronic rhinit<strong>is</strong> mainly caused bythe inhalation of ammonia fumes. Since Istarted using KOKO colour solution, myallergy <strong>pro</strong>blems have decreased.’’ MotyCohen, president of Oligo Professionnel,says the company has maintained the samem<strong>is</strong>sion since 1986—to offer styl<strong>is</strong>tshealthier, safer <strong>pro</strong>ducts that per<strong>for</strong>m well. ‘‘Iam <strong>pro</strong>ud to share with you that ourcustomers, as well as their clientele, benefiton a daily bas<strong>is</strong> from the ammonia-free<strong>pro</strong>ducts Oligo offers, which includes ourKOKO colour solution, perms, texturizersand straighteners. It <strong>is</strong> important to in<strong>for</strong>mpeople and to ra<strong>is</strong>e awareness about thedamage ammonia does. For those reasons,we decided to create the AFP <strong>pro</strong>gram andlogo. <strong>The</strong> <strong>pro</strong>gram <strong>pro</strong>vides point-of-saleadvert<strong>is</strong>ing, which includes a shelf talker andan electrostatic label, to every OligoProfessionnel salon that uses our ammoniafree<strong>pro</strong>ducts. <strong>The</strong>se salons will ra<strong>is</strong>eawareness and in<strong>for</strong>m their clients of thebenefits ammonia-free <strong>pro</strong>ducts offer.Consequently, clients will demand ammoniafree<strong>pro</strong>ducts in the future. Also, our AFPlogo will be incorporated on the packagingof all Oligo <strong>pro</strong>ducts that are 100% ammoniafree.’’ Reach Annik Chartrand, brand manager,at 877-837-6426 or annikc@vernico.com. V<strong>is</strong>itwww.vernico.com.Bain de Terre introduces the Jasmine 2-minute Intense Conditioner. It deliversintense mo<strong>is</strong>ture in just two minutes. <strong>The</strong>blend of jasmine and cottonseed oil deliversan instant conditioning boost thattrans<strong>for</strong>ms hair from damaged and dry tohealthy and hydrated. All of Bain de Terre’s<strong>pro</strong>ducts are infused with its signaturebotaniceuticals, including black currant, gojiberry, magnolia bark and wild jujube (8.45ounces/L<strong>is</strong>t $7.00/SRP $14.00). Reach BruceSelan, vice president Zotos Core Brands, at847-390-6299 or bselan@zotosintl.com. V<strong>is</strong>itwww.zotosintl.com.Roy J. Hurley, Z.One Concept USApresident/CEO, tells BIR that the companyhas moved its operations from Phoenix toPine Brook, NJ. “Th<strong>is</strong> move has given us theability to receive <strong>pro</strong>duct from our factoryin Italy quicker and reduce our freight costs,and because 70% of our clients are on theeastern seaboard, we have dramaticallyshortened our shipping times,” he says.Reach Roy at 973-396-2654 orroy@z-oneusa.com. V<strong>is</strong>it www.z-oneusa.com.Vincenzo Sorrentino helped create the EnzoMilano clipless curling irons and styling aids.Now, he has created Dolce Milano, a liquid<strong>pro</strong>duct line that replaces traditionalshampoos and conditioners with cleansersand treatments that are organic with naturaland botanical extracts and hypo-allergensafe. Reach Judy Thao at 949-743-1188 orsales@dolcemilano.com. V<strong>is</strong>itwww.dolcemilano.com.Affinage will introduce Infiniti ColourCareShampoo and Conditioner th<strong>is</strong> June. InfinitiColourCare Shampoo (pH 4.5-5.5) <strong>is</strong> asulfate-free cleanser that features sodium14 APRIL 2010
cocoyl <strong>is</strong>ethionate, a mild surfactant, andcitric acid, which combine to help removeany residual traces of ammonia (or anyalkaline agent) after coloring, while restoringthe hair’s natural pH and closing the cuticle.It also contains the naturally sourcedmineral M.A.S. to give increased strength tothe hair, panthenol to mo<strong>is</strong>turize and UVfilters to <strong>pro</strong>tect. Infiniti ColourCareConditioner (pH 3.5-4.5) closes down thecuticle and helps lock in color molecules.Panthenol helps nour<strong>is</strong>h the hair, restoringthe correct mo<strong>is</strong>ture balance and boostingtensile strength. It also contains a naturallyderived, silicone-like ingredient that<strong>pro</strong>motes smoothness and boosts shine.Hair <strong>is</strong> left more controllable and easier tostyle (8.5 ounces/l<strong>is</strong>t $6.50/SRP $13.00 orback bar size/33 ounces/l<strong>is</strong>t $14.75). ReachMichael Ifergan, managing director, at877-597-2929 ormichael@michaelifergan.com. V<strong>is</strong>itwww.monarch<strong>beauty</strong>group.com.Alterna launches Sun Recovery Spray andOcean Waves. A leave-in conditioner, SunRecovery Spray utilizes a bi-phase <strong>for</strong>mulathat remains separate until d<strong>is</strong>pensed. It thenactivates on contact to boost mo<strong>is</strong>ture andshine, detangles the hair and offers UV<strong>pro</strong>tection. <strong>The</strong> <strong>for</strong>mula <strong>is</strong> infused with<strong>pro</strong>tein-packed certified organic hemp seedoil; vitamins and minerals; certified organicbotanicals, including hemp seed oil,cranberry extract, cucumber extract,avocado extract and white tea extract; andnatural ingredients, such as fennel seed,carrot root, wasabi root, algae, seaweed, redmushrooms and soy (4 ounces/l<strong>is</strong>t$10.00/SRP $20.00). Ocean Waves <strong>is</strong> atexturizing spray designed to create sexy,fresh-from-the-surf waves with a mattefin<strong>is</strong>h. Ocean Waves <strong>is</strong> packed with certifiedorganic botanicals, such as hemp seed oil,cranberry extract, cucumber extract,avocado extract and white tea extract, alongwith natural ingredients, including fennelseed, carrot root, wasabi root, citrus rind oiland red mushrooms to create healthy,voluminous hair (4 ounces/l<strong>is</strong>t $10.00/SRP$20.00). Reach Jay Morr<strong>is</strong>, executive vicepresident, global sales, at 760-415-9710 ormorr<strong>is</strong>@alternahaircare.com. V<strong>is</strong>itwww.alternahaircare.com.L’anza Healing Haircare introduces theHealing Texture Exothermic Perm. L’anzautilizes its Keratin Healing System andFlower Shield Complex to create a permthat heals the hair and preserves hair color.Hair porosity <strong>is</strong> balanced, and fragile hair <strong>is</strong>strengthened, resulting in shiny true-to-rodsizecurls that are smooth, vibrant and longlasting.<strong>The</strong> self-heating, low-odor <strong>for</strong>mulashortens <strong>pro</strong>cessing time and adds com<strong>for</strong>t<strong>for</strong> styl<strong>is</strong>t and client. Liposome technologyensures the ideal mo<strong>is</strong>ture balance. L’anzaHealing Texture Exothermic Perm <strong>is</strong>ammonium-thio-based with a pH of 8.1.(Salon l<strong>is</strong>t $7.25). Reach Holly de Rivaz, brandmanager, at 310-393-5227, ext. 3433, orhderivaz@davexlabs.com. V<strong>is</strong>itwww.davexlabs.com.In celebration of Redken’s 50th Anniversary,10 salon <strong>pro</strong>fessionals will have theopportunity to sharpen their <strong>pro</strong>fessionaledge with a $5,000 scholarship to <strong>The</strong> SalonProfessional Academy (TSPA). <strong>The</strong>scholarship will be applied toward TSPAtuition fees and books needed to completea student’s training at franch<strong>is</strong>e locations ofTSPA schools. Scholarship awardees will bechosen by the Redken Scholarship Adv<strong>is</strong>oryBoard based on their submitted application,as well as educational and career goals. “<strong>The</strong>scholarship targets the top 20% of currentand/or <strong>pro</strong>spective students in a class,” saysMarilyn Fulkerson, senior vice president ofTSPA Adm<strong>is</strong>sions and Student LoanPrograms. “Th<strong>is</strong> gives Redken and TSPA anopportunity to groom the best of the bestgraduates <strong>for</strong> the 21st century salons andspas.” Jodi Dahl, senior vice president ofTSPA Marketing and Advert<strong>is</strong>ing, says, “<strong>The</strong>scholarship gives recipients a definite edgeover others. It <strong>is</strong> a testament to students’dedication and pride in the <strong>beauty</strong> industry.It also <strong>pro</strong>vides the winners with theadvantage of being recognized as talentedindividuals by a leading international haircare brand–even be<strong>for</strong>e they graduate.”Interested students can find the applicationat www.<strong>The</strong>SalonProfessionalAcademy.comDeadline <strong>for</strong> subm<strong>is</strong>sion <strong>is</strong> May 31.Spencer Forrest, the makers of Xfusion HairFibers, introduces the Xfusion Hair FatteningSystem. It’s available in a kit designed <strong>for</strong>retail in the salon and includes a shampoo, aconditioner and a leave-in Hair Fattenerbeing offered with an introductory salonprice (regular salon l<strong>is</strong>t $27.50/intro speciall<strong>is</strong>t price of $20.00/SRP $49.95). Reach GaryUdell of Gerry Udell, Inc. at 800-535-1919 orgaryudell@gerryudell.com.With Pravana Naturceutical’s new BeachWave Control M<strong>is</strong>t, styling wavy or curly <strong>is</strong>as easy as a day at the beach. Whether yourhair <strong>is</strong> naturally wavy or curly or whether ithas been treated with <strong>The</strong> Beach WaveService, with a simple m<strong>is</strong>t and your hands,th<strong>is</strong> new spray refreshes and shapes waves(8.5 ounces/l<strong>is</strong>t $8.50/SRP $17.00). ReachSteve Goddard, president, at 800-957-5629or sgoddard@pravana.com. V<strong>is</strong>itwww.pravana.com.American Crew launches the Trichology HairRecovery System, which offers men a simplesolution <strong>for</strong> thicker, fuller and stronger hair.<strong>The</strong> system includes Hair RecoveryShampoo (l<strong>is</strong>t $5.75/SRP $11.50), which prepsthe hair and scalp <strong>for</strong> maximum absorptionof ingredients. <strong>The</strong> Hair Recovery Patch (l<strong>is</strong>t$25.00/SRP $49.95) <strong>is</strong> applied on the<strong>pro</strong>blem area be<strong>for</strong>e bed or <strong>for</strong> a minimumof eight hours. Hair Recovery Concentrate(12 units/l<strong>is</strong>t $14.99/SRP $29.95) <strong>is</strong> applieddaily and massaged into the roots when hairand scalp are dry to help recover hair. Tolearn more, reach Brian Cash at 212-468-3316or Brian.Cash@mslworldwide.com. V<strong>is</strong>itwww.americancrew.com.News continued on page 16APRIL 2010 15
<strong>The</strong> Beauty Industry Report V<strong>is</strong>it www.bironline.comNews continued from page 15Goldwell introduces Dualsenses <strong>for</strong> Men.Goldwell’s Recharge System with GuaranaCaffeine Complex strengthens men’s hair to<strong>pro</strong>tect against environmental elements with<strong>pro</strong>tein and panthenol, while thecombination of menthol, guarana andcaffeine revitalizes the hair and scalp. Fornormal hair, Hair & Body Shampoo cleanses,revitalizes and cares <strong>for</strong> hair, skin and scalp(300ml/l<strong>is</strong>t $6.50/SRP $13.00). ActivatingScalp Tonic <strong>for</strong>tifies and revitalizes hair andscalp with a soothing, cooling effect (125mlounces/l<strong>is</strong>t $7.50/SRP $15.00). Power Gelgives strong hold and <strong>pro</strong>tects againstmo<strong>is</strong>ture loss (150ml/l<strong>is</strong>t $7.50/SRP $15.00).For special needs, Hair Thickening Shampooadds fullness to fine, thinning hair(300ml/l<strong>is</strong>t $6.50/SRP $13.00). Reach JohnFortunato, vice president of sales, at 800-288-9118 or john_<strong>for</strong>tunato@kpss-hair.us.Forever Natural launches a new category <strong>for</strong>nail <strong>pro</strong>ducts: polytech. Forever NaturalPolytech offers the natural nail strength andflexibility, while <strong>pro</strong>moting growth. It can beworn alone or with pol<strong>is</strong>h. Worn withForever Natural Polytech, pol<strong>is</strong>h lasts two tothree times longer with no chipping orpeeling. It applies as quickly as base coat, UVcures in 90 seconds and can be removed inless than five minutes with pure acetone.<strong>The</strong> Starter Kit includes Polytech, Fin<strong>is</strong>h,Clean, an application brush and a goldbuffing block (#101355/salon l<strong>is</strong>t $49.97).Reach Dixie Eklund, vice president of sales,at 800-362-6245 ordeklund@tngworldwide.com. V<strong>is</strong>itwww.tngworldwide.com.Nothing says summer like bright pol<strong>is</strong>h. <strong>The</strong>six neon colors in China Glaze’s PoolsideCollection include Pool Party, a neon pink;Flip Flop Fantasy, a neon coral; SunWorshipper, a neon orange; Yellow PolkaDot Bikini, a neon yellow; Kiwi Cool-Ada, aneon green and Towel Boy Toy, a neon blue(l<strong>is</strong>t $3.25/SRP $6.50). For a shiny fin<strong>is</strong>h, tryChina Glaze’s Patent Leather Top Coat.Reach Kathleen Armstrong, <strong>pro</strong>fessionaldiv<strong>is</strong>ion sales manager, at 323-728-2999,ext. 277, or karmstrong@aii<strong>beauty</strong>.com. V<strong>is</strong>itwww.aii<strong>beauty</strong>.com.Trind’s Caring Color features active crosslinkingtechnology, which when applied tothe top layer of the nail plate <strong>pro</strong>vides extrastrength and extra adhesion <strong>for</strong> a perfectnail and long lasting color. Available in 24fashionable colors, the pol<strong>is</strong>h <strong>is</strong> free of DBP,toluene and <strong>for</strong>maldehyde (deal #1528 withcounter d<strong>is</strong>play with 72 pieces, 3 each of 24shades). Caring Color Pol<strong>is</strong>h comes with afree d<strong>is</strong>play (deal cost reflects 20% savings$374.80/l<strong>is</strong>t $6.50/SRP $12.95). Reach RichardHouts at 866-874-6326 orr.houts@trindusa.com. V<strong>is</strong>itwww.trindusa.com.For hot summer <strong>beauty</strong>, Mirabella Beautytakes a modern slant on the youthfulcounter-culture of the ’60s with two EyeColour Crayon trios in happy neon retroglamhues. Cool shades in the Moonbeamtrio include Purple Haze, Bugaloo Blue andLimelight Green. <strong>The</strong> Sunshine set featureswarm tones in Yellow Submarine, Hot PantsPink and Clockwork Orange. “Anyone canwear the look and give these Eye ColourCrayons as bold or as conservative a tw<strong>is</strong>t asthey’d like,” explains Darlene Zembrod,Mirabella Beauty’s national trainer. “To makethem more sheer and translucent, blend thecolor out with your fingers until you haveyour desired effect.” (Eye Colour Crayontrio/SRP $29). To help salons sell through,Mirabella offers a gift with purchase. Whilesupplies last, consumers who buy an EyeColour Crayon Trio receive a free beach toteand mini Lash Essential Mascara. V<strong>is</strong>itwww.mirabella<strong>beauty</strong>.com and become a fanon Facebook.White Sands Velcro Strips are the new wayto create waves, volume and curls on wet ordry hair and <strong>pro</strong>vide an alternative to rollersets. Pair White Sands Velcro Strips with anyof its Liquid Texture Styling Sprays toachieve soft, textured curls with voluminousshine. White Sands Velcro Strips <strong>pro</strong>videcountless options <strong>for</strong> texture and curls,allowing you to adjust curl sizes without theneed <strong>for</strong> multiple sized rollers. Due to th<strong>is</strong>design flexibility, Velcro Strips can even beused <strong>for</strong> perming. White Sands Velcro Stripstake up less space than conventional rollers,and are perfect traveling companions (l<strong>is</strong>tprice $20.00/SRP $40.00). Reach Noel Salas,CFO, at 949-206-1300, ext. 26, ornoel@whitesands<strong>pro</strong>ducts.com. V<strong>is</strong>itwww.whitesands<strong>pro</strong>ducts.com.Rebecca Adams, president of Beauty Love,taps into her experience as a <strong>for</strong>mer <strong>beauty</strong>store operator and styl<strong>is</strong>t to create acollection of basic salon sundries, including,apparel, tools, hair color accessories andequipment, that styl<strong>is</strong>ts will love. Forexample, the styl<strong>is</strong>t a<strong>pro</strong>n called <strong>The</strong> Frillcomes in four styles: Black Tie (#BB8055);Zebra (#BB8035), Purrfect (#BB8045) and LoveChild (#BB8075/salon l<strong>is</strong>t $19.99). Attentiond<strong>is</strong>tributors: If you want to liven up yoursundry assortment, reach Rebecca at877-213-6336 or rebecca@<strong>beauty</strong>loveinc.com.V<strong>is</strong>it www.<strong>beauty</strong>loveinc.com.Product Club recently held its fourtheducator training in New Jersey. Teammembers came together <strong>for</strong> two days oftechnical training and a presentation skillsworkshop. <strong>The</strong> training was led by art<strong>is</strong>ticdirector, Patrick McIvor, and nationaltechnical training director, Adrienne Rogers.To find a class near you or <strong>for</strong> morein<strong>for</strong>mation, reach Mary Albanese, vicepresident of marketing, at 800-308-3588 ormary@<strong>pro</strong>ductclub.com. V<strong>is</strong>itwww.<strong>pro</strong>ductclub.com.16 APRIL 2010
<strong>The</strong> Marilyn Brush line celebrates its 10thanniversary. “<strong>The</strong> design and quality of theMarilyn Brush has been an outstandingsuccess since its introduction in 2003 andhas undergone a further rev<strong>is</strong>ion byincorporating an Advanced Hourglass Designin 2007, <strong>pro</strong>viding even greater value to theconsumer,” says David Leib, president ofRobanda International, which has owned thecompany since January 2009. David adds,“Marilyn has again shown explosive growthnow that we are 100% in stock. Customerswho were <strong>for</strong>ced to give up the brand dueto lack of supply are coming back in droves.”Reach David at 800-783-9969 ordavid@robanda.com. V<strong>is</strong>itwww.robanda.com.Jatai International recently introduced thenew Feather Flexion Styling Razor, the firstFeather folding razor designed <strong>for</strong> bothstandard and texturizing blades. Developedby the Feather Safety Razor Co. in Osaka,Japan, the Flexion with its d<strong>is</strong>tinctive aquamarblehandle incorporates the traditionalfolding-style razor and the Feather guardedstyling razor blades. Flexion offers balanceand complete cutting control, with handleneck grips that prevent slipping while cutting(#F1-80-110/d<strong>is</strong>tributor l<strong>is</strong>t $72.00/salon l<strong>is</strong>t$130.00). Reach Dean Wada, president, at888-965-2824 or dwada@jatai.net. V<strong>is</strong>itwww.jatai.net.Terri Taricco, Helen of Troy vice presidentof marketing, tells BIR that Hot Tools hasadded a new color family. Blue Ice Titaniumfeatures a Blue Ionic hair dryer (l<strong>is</strong>t $70.00),two Electroplated Blue Ice Flat irons withTitanium plates—one full-sized that heats upto 450 degrees (l<strong>is</strong>t $70.00) and a new midsizedflat iron (l<strong>is</strong>t $65.00). <strong>The</strong> Blue IceTitanium line also heralds the arrival of fourHot Tools specialty irons, including Spiraliron, Ribbon iron, Coil Iron and a 3-BarrelIron, all with titanium barrels and the HotTools patented “Gets Hot… Stays Hot” Pulsetechnology, and all family priced (l<strong>is</strong>t$50.00). Reach Scott Hagstrom, vicepresident of sales, at 915-225-5805 orshagstrom@hotus.com. V<strong>is</strong>itwww.hotus.com.<strong>The</strong> Wet Brush from J&D Beauty featuresbendable br<strong>is</strong>tles with coated tips that glidethrough long and tangled hair. It's an“ouchless” detangler and scalp massager thatworks on wet or dry hair. It’s available in fivecolors per dozen (#B830W/l<strong>is</strong>t $5.00/SRP$9.99). Reach Phil Greco, J&D Beautypresident, at 800-523-2889 orphilg@jd<strong>beauty</strong>.com. V<strong>is</strong>itwww.jd<strong>beauty</strong>.com.<strong>The</strong> Daylight Company will introduce astyl<strong>is</strong>h, new, technologically-advancedversion of its Duo Design UV Nail Lamp inMay. <strong>The</strong> compact, dual-purpose unit(#U33187/l<strong>is</strong>t $299.99) now has a strongplated coating that <strong>is</strong> highly res<strong>is</strong>tant todamage from cleaning liquids anddetergents. “<strong>The</strong> Duo Design UV Nail Lamp <strong>is</strong>a sleek and deluxe curing system aimed atthe top of the health and <strong>beauty</strong> market,”says Steve Pomeroy, vice president of sales.“<strong>The</strong> lamp <strong>is</strong> multifunctional with a slidingmanicure tray and removable pedicure unit,and has a unique 'smart' digital timerfunction. <strong>The</strong> tube positioning ensuresmaximum light on the nails, which areaccurately positioned in the unit through theuse of finger indicators.” <strong>The</strong> new unitincludes Daylight’s 36w manicure andpedicure UV lamp plus Smart Digital Timer,which lets the user choose a prec<strong>is</strong>e curingtime from five seconds to 10 minutes. It alsoremembers the last time setting <strong>for</strong> a quickstart and warns the user when its tubesneed replacing. To learn more, reach Steve at720-341-8806 orsteve.pomeroy@daylightcompany.com.Sport Clips recorded an overall system salesincrease of 15.8% and a solid 5.1% same-storesales growth in 2009 <strong>for</strong> stores open at leastone full year, according to Gordon Logan,founder and CEO. “We have a great teamthat works daily to make hair care a positiveexperience <strong>for</strong> men and boys throughoutthe country,” Gordon says. “From thesupport center in Georgetown, TX, to ourtrainers and coaches out in the field to ourstrong network of area developers, teamleaders, managers and styl<strong>is</strong>ts representingour 675 stores in 36 states, everyone worksto make it ‘good to be a guy' at Sport Clips!No matter the ups and downs in theeconomy, when you stick to what works, it’sa win <strong>for</strong> our clients and <strong>for</strong> Sport Clips.”Sport Clips also saw a 14.8% increase in itsclient count, due in part to the additional 59stores that opened last year. Sport Clipsserved more than 11 million clients in 2009.<strong>The</strong> company planned to open 35 stores inthe first quarter of 2010. Reach Gordon at512-869-1201 or gordon@sportclips.com. V<strong>is</strong>itwww.sportclips.com.Wella school students took the top twospots at the 2010 Sassoon Academy/SchoolConnection (SASC) Cut and Color Contest,during the International Salon & Spa Expo inLong Beach, CA. Lydia Mikal of the WellaSignature School Bellus Academy in SanDiego, took first place, a 5-day ABC CuttingCourse at the Sassoon Academy in London.Kayla Skaggs from Wella Signature SchoolHonors Beauty in Indianapol<strong>is</strong> received a 5-day ABC Cutting Course at the new SassoonAcademy in Chicago and a $500.00education voucher <strong>for</strong> her second-place win.News continued on page 18APRIL 2010 17
<strong>The</strong> Beauty Industry Report V<strong>is</strong>it www.bironline.comNews continued from page 17All prizes <strong>for</strong> th<strong>is</strong> year’s contest werecontributed by the Wella Signature Program.In addition to her prize, Lydia was alsoawarded a trip to NYC to attend the U.S.Wella Trend V<strong>is</strong>ion Competition th<strong>is</strong> fall.Lydia will also be automatically entered inthe Trend V<strong>is</strong>ion competition, giving her achance to compete in the WellaInternational Trend V<strong>is</strong>ion event in Par<strong>is</strong>.Reach Megan Newell, P&G SalonProfessional coordinator, at 800-829-4422,ext. 4507 or newell.m.1@pg.com.Cosmetology schools now have theopportunity to join Farouk Systems bybecoming CHI Environmental Schools.Partnership schools benefit from exclusive<strong>pro</strong>duct d<strong>is</strong>counts; free instructor training,monthly webinars; quarterly merchand<strong>is</strong>ingpacks that include educational manuals andDVDs; and ongoing instructor training at theCHI Academy in Houston. Using a rewardspoint system, schools can qualify <strong>for</strong> extraclasses, such as Color Confidence, HairTricks with Product Knowledge, ClassicFoiling, Classic Cutting, Texture, CHIscentualsManicure and more. Farouk Systems willtrain instructors to teach multipletechniques and services in a new threephasecurriculum. Phase 1, 0-500 hours,covers basic <strong>pro</strong>duct knowledge, colortheory and techniques; Phase 2, 501-1000hours, emphasizes advanced theory andtechniques; and Phase 3, 1001-1500 hours,delves deeper into theory, corrective colorand intricate techniques. CHI EnvironmentalSchools will also play an integral role inbringing new <strong>pro</strong>ducts to market. Studentswill be able to evaluate new, innovative<strong>pro</strong>ducts be<strong>for</strong>e they launch. “FaroukSystems was founded on the principles ofenvironment, education and ethics,” saysJason Yates, director of schools. “We believeeducating future generations of hairdresserswill create a safer salon environment <strong>for</strong>both styl<strong>is</strong>ts and clients.” School ownersinterested in having their campus become aCHI Environmental School or having anyquestions can reach Jason at 800-237-9175 orjason@farouk.com.Empire Education Group, the largest<strong>pro</strong>vider of cosmetology education in NorthAmerica, <strong>is</strong> teaming up with world-renownedhairstyl<strong>is</strong>t, educator and celebrityhairdresser, Nick Arrojo, and h<strong>is</strong> celebratedteam of master styl<strong>is</strong>ts to help <strong>beauty</strong><strong>pro</strong>fessionals build <strong>pro</strong>fitable, rewarding andsustainable careers. At the heart of th<strong>is</strong> newrelationship, the two companies willcollaborate to offer the Masters of Beauty(MOB) Skills Certification Program, a nationaladvanced education plat<strong>for</strong>m. <strong>The</strong> goal ofthe MOB <strong>is</strong> to build confidence andcreativity in salon <strong>pro</strong>fessionals, while givingthem the opportunity to become masters oftheir craft. A MOB candidate can become aMaster of Beauty in a desired skill in as littleas 12 months. <strong>The</strong> MOB will kick offnationally at Empire’s Future ProfessionalsExpo in Hershey, PA, on May 16-17(www.future<strong>pro</strong>expo.com). Nick and h<strong>is</strong>master styl<strong>is</strong>t team will headline the eventwith a spectacular show <strong>for</strong> more than2,000 Empire students from across thecountry, who will attend the two-day <strong>beauty</strong>show and competition designed just <strong>for</strong>future <strong>pro</strong>fessionals. Nationwide, <strong>beauty</strong><strong>pro</strong>fessionals who want to master the art ofhairdressing can join Nick and h<strong>is</strong> teamduring the two-day Tour of Beautypresentations, then attend more than 200one-day Skill Certification Classes led byArrojo Master Styl<strong>is</strong>ts and hosted at EmpireBeauty Schools.“MOB workshops and classes willencourage salon <strong>pro</strong>fessionals to participatein advanced education, learn new skills andgain the confidence and creativity requiredto meet and exceed the expectations oftoday’s consumers,” says Nick. “MOB will<strong>pro</strong>vide insight and inspiration, and helpstabilize and enhance the careers of <strong>beauty</strong><strong>pro</strong>fessionals all over the country. It’s afantastic opportunity to continue ourcommitment to ra<strong>is</strong>ing standards in thehairdressing craft.”<strong>The</strong> <strong>pro</strong>gram will be available to the morethan 100,000 <strong>beauty</strong> <strong>pro</strong>fessionals workingin the industry who are alumni of EmpireEducation Group schools, as well as allworking styl<strong>is</strong>ts, salon <strong>pro</strong>fessionals reenteringthe salon industry after taking abreak, and independent and chain salonowners and managers who want to increasetheir knowledge and im<strong>pro</strong>ve their skill set.“Empire Education Group and Nick Arrojohave a shared v<strong>is</strong>ion to train today’s andtomorrow’s hairdressers to be true mastersof their craft,” says Franklin K. Schoeneman,chairman and CEO of Empire EducationGroup. “With th<strong>is</strong> relationship, we can now<strong>pro</strong>vide all the basic training, skills andart<strong>is</strong>tic inspiration that hairdressers needfrom the day they enter cosmetology schooland begin studying our exclusive CertifiedLearning in Cosmetology (CLiC) curriculum,all the way through to advanced <strong>pro</strong>gramsfrom ARROJO education. As a result, theycan continuously grow, wow their clientsand earn top dollars throughout theircareers.” He adds, “MOB <strong>is</strong> just one part ofthe Empire Alumni ef<strong>for</strong>t. <strong>The</strong> goal <strong>is</strong> tooffer a complete selection of valuableservices, <strong>pro</strong>ducts and industry events to ouralumni going <strong>for</strong>ward.” To reg<strong>is</strong>ter today and<strong>for</strong> details, including a calendar of classesnationwide, v<strong>is</strong>it www.mastersof<strong>beauty</strong>.com.Vero Beauty D<strong>is</strong>tributors President SylviaArguelles checked in with BIR about a newhair straightening line that <strong>is</strong> <strong>pro</strong>ducingexcellent results. Sylvia notes, “We ared<strong>is</strong>tributing Bella Ionic Keratin in Florida andspecific Caribbean Islands with excellentresults. Bella <strong>is</strong> more than a temporarystraightening system; it <strong>is</strong> a deepreconstructor of the hair fibers. It containsbotanical activators from coconut <strong>pro</strong>teinscombined with hydrating wheat, mixed inwith natural hair keratin to achieve hairreconstruction. It <strong>is</strong> <strong>pro</strong>duced in Florida withthe highest regard <strong>for</strong> the safety of thestyl<strong>is</strong>t applying the <strong>pro</strong>duct, as well as <strong>for</strong>the customer, who <strong>is</strong> looking <strong>for</strong> a safekeratin treatment. Salons are amazed at t<strong>here</strong>sults. Not only does it per<strong>for</strong>m as it says itwill, leaving hair rejuvenated, but the18 APRIL 2010
treatment does not <strong>pro</strong>duce any type of‘smoke’ or smell. Additionally, it <strong>is</strong> costeffective,as less <strong>pro</strong>duct <strong>is</strong> needed and itcan be applied in less time than a traditionalservice without the need <strong>for</strong> a blow dryer.That all translates into more <strong>pro</strong>fits <strong>for</strong> thesalon.” (<strong>The</strong> company’s name <strong>is</strong> Subelleza.Reach Marieta Sukar at 561-218-6125). Formore in<strong>for</strong>mation, reach Sylvia at 305-591-5683 or belleint@aol.com. V<strong>is</strong>itwww.vero<strong>beauty</strong>.com.Poshé USA, LLC., makers of Poshé nail care<strong>pro</strong>ducts, announces a strategic d<strong>is</strong>tributionpartnership with National Beauty Group, Inc.and its subsidiaries: Barbara’s BeautyWholesale D<strong>is</strong>tributors, KB Beauty Supplyand Nails Express. Under th<strong>is</strong> arrangement,National Beauty Group <strong>is</strong> <strong>pro</strong>vidingnationwide fulfillment services <strong>for</strong> ordersoriginating from the Poshé websitewww.poshe.com. “With a strong nailbusiness, including a network of outsidesales reps calling on nail salons, longstandingrelationships with <strong>beauty</strong> supplystores nationwide and d<strong>is</strong>tribution centersnear both Los Angeles and San Franc<strong>is</strong>co,National Beauty Group <strong>is</strong> the ideal partner<strong>for</strong> Poshé,” says CEO Lynn Beaurline. “<strong>The</strong>irgrowing chain of KB Beauty Supply storesthroughout Cali<strong>for</strong>nia attracts strong<strong>pro</strong>fessional traffic.” Entity Beauty Inc.(www.entity<strong>beauty</strong>.com) has also appointedNational Beauty Group, Inc. and itssubsidiaries as its d<strong>is</strong>tributor in Cali<strong>for</strong>nia.Contact Nails Express at 866-26-NAILS. Tolearn more, reach Jim F<strong>is</strong>her, president andowner of National Beauty Group, at562-866-8273 or jim@barbaras<strong>beauty</strong>.com.Robanda International has selected DWA asits master d<strong>is</strong>tributor in Canada <strong>for</strong> multiplebrands, including Robanda Anti-AgingSkincare, Mr. Pumice, Tropical Shine, Snappiand <strong>The</strong> Marilyn Brush. Shawn Russell,international sales vice president ofRobanda, sees the agreement growingbusiness exponentially in Canada andincreasing brand awareness. “Stephen Pavlickand h<strong>is</strong> team will deliver excellent customerservice and support, which will beinstrumental in the long term success ofRobanda’s brands in Canada," says Shawn. Tolearn more, reach Stephen at 403-342-0690or stephen@dwa.ca, and v<strong>is</strong>itwww.robanda.com.Eu<strong>for</strong>a Intl., announces three newpartnerships with independent d<strong>is</strong>tributors—Liquid Assets in Baton Rouge, LA; SalonSource in Houston; and ESP Salon Sales inSaskatoon, Saskatchewan, Canada “Each ofthese independent d<strong>is</strong>tributors exemplifiesthe Eu<strong>for</strong>a philosophy—commitment toexceptional service, education and<strong>pro</strong>ducts," says James DeBerry, president.Reach Kate Bice at 800-638-3672 orkateb@eu<strong>for</strong>a.net. V<strong>is</strong>it www.eu<strong>for</strong>a.net.Keune Haircosmetics USA, Inc adds threefull-service d<strong>is</strong>tributors. Covering North andSouth Carolina <strong>is</strong> European Image SalonSuppliers. Contact David Slack at800-922-5580 or david@e<strong>is</strong>sinc.com.Covering Georgia, Alabama, M<strong>is</strong>s<strong>is</strong>sippi andthe Florida panhandle <strong>is</strong> Champion BeautySupply. Contact Brad Champion at800-676-2563 or bpchampion@gmail.com.Covering Virginia, West Virginia, Marylandand Washington DC <strong>is</strong> Twin State SalonSupply Inc. Contact Keith Wykle, Jr. at800-344-5660 orkeithwykle@suddenlinkmail.com. ReachNancy Coss, Keune COO, at 800-330-9302or ncoss@keuneusa.com. V<strong>is</strong>itwww.keuneusa.com.Bosley Professional Strength adds twod<strong>is</strong>tributors—Emiliani Enterpr<strong>is</strong>es coveringNew York, New Jersey and Connecticut andMaly’s Midwest, servicing salons in Michigan,Indiana and Ohio. Eric McLemore, BosleyProfessional Strength president, says, “Weare now available in more than 95% of thecountry.” <strong>The</strong> line includes daily-usethickening <strong>pro</strong>ducts <strong>for</strong> color-treated andnon-color-treated hair, volumizing styling<strong>pro</strong>ducts and hair treatments. Reach Eric at800-Bosley1 or ericm@bosley<strong>pro</strong>.com, andv<strong>is</strong>it www.bosley<strong>pro</strong>.com.White and Associates <strong>is</strong> now representingLaVaque Professional Tweezers. "LaVaquehas taken an industry staple and made itone-better in every possible aspect," statesJeff White, president of J. White andAssociates. LaVaque tweezers feature edgybranding, creative packaging, and aggressive<strong>pro</strong>motions. Reach Kr<strong>is</strong>tel White <strong>for</strong>literature, pricing or samples at 704-335-1502or sales@jwhite-assoc.com. V<strong>is</strong>itwww.jwhite-assoc.com.<strong>The</strong> Kirschner Group’s Irwin Hass, PhilO’Toole and Jack Arends were awarded BestBuy gift certificates from Tweezerman <strong>for</strong>the largest percentage increases in 2009.Also being recognized <strong>is</strong> Paolo Rezzara, who<strong>is</strong> responsible <strong>for</strong> European sales in the firm’sinternational sales div<strong>is</strong>ion and received anaward <strong>for</strong> exceeding all 2009 sales goals. <strong>The</strong>Kirshner Group’s International div<strong>is</strong>ion coversEurope, Asia and Latin America <strong>for</strong> a numberof major salon industry manufacturers. Inother company news, <strong>The</strong> Kirschner Group’sAnnual Strategic Planning Meetings will takeplace on May 13–15. <strong>The</strong> entire sales <strong>for</strong>ce,including both domestic and internationalsales teams, will attend. <strong>The</strong> meetingsfeature sessions on utilizing technology,communications, presentations and followupskills. “<strong>The</strong>se intense meetings aredesigned to heighten the quality of ourservice to customers and increase ourefficiencies,” says Harlan Kirschner, president.He also noted another addition to <strong>The</strong>Kirschner Group sales <strong>for</strong>ce, as Mike Wolfejoins the national manufacturers’ rep salesorganization. He will be calling accounts inthe southwest territory. “Mike comes withmany years of experience and will adddepth to our southwest territory sales <strong>for</strong>ce,”adds Harlan. To learn more, contact Harlanat 800-527-8645 orharlan@kirschnergroup.com, and v<strong>is</strong>itwww.kirschnergroup.com.News continued on page 20APRIL 2010 19
<strong>The</strong> Beauty Industry Report V<strong>is</strong>it www.bironline.comNews continued from page 19<strong>The</strong> Independent Cosmetic Manufacturersand D<strong>is</strong>tributors (ICMAD) will host the 29thedition of its FDA Cosmetic RegulationsWorkshop at <strong>The</strong> New York Athletic Club inNew York City on April 29. Th<strong>is</strong> educationalevent presents the opportunity to hear andquestion some of the federal officials mostresponsible <strong>for</strong> the en<strong>for</strong>cement ofregulations in the cosmetic and personalcare industries. Dr. Linda Katz, director ofthe Food & Drug Admin<strong>is</strong>tration’s Office ofCosmetics and Colors in the Center <strong>for</strong>Food Science and Applied Nutrition, will<strong>pro</strong>vide an update and overview of the FDA’scurrent cosmetic <strong>pro</strong>grams. Th<strong>is</strong> 2010 updatewill cover some of the latest regulationsgoverning our industry, with ample time <strong>for</strong>questions and answers. <strong>The</strong> cost <strong>for</strong> eachday <strong>is</strong> $255.00 <strong>for</strong> members and $355.00 <strong>for</strong>nonmembers, with a d<strong>is</strong>count <strong>for</strong> earlyreg<strong>is</strong>tration. <strong>The</strong> cost includes meals and allwritten materials. Online reg<strong>is</strong>tration <strong>is</strong>available at www.icmad.org/calendar. Formore in<strong>for</strong>mation, reach ICMAD at800-334-2623 or info@icmad.org, and v<strong>is</strong>itwww.icmad.org.<strong>The</strong> Professional Beauty Association (PBA)announces increases in overall membershipand retention in 2009, and continuesincreasing membership value througheducation, networking, governmentadvocacy and <strong>pro</strong>fessional events. 2010 <strong>is</strong>expected to see further gains through themerger of the National CosmetologyAssociation (NCA), which <strong>pro</strong>vides a fourthsection of membership <strong>for</strong> licensed<strong>pro</strong>fessionals. When the merger <strong>is</strong> fullyintegrated over 2010, members can expect amore unified trade association, focusing onass<strong>is</strong>ting individual members and companies,while stimulating growth throughout theindustry. In 2009, PBA saw 601 new members,29% manufacturing sector growth, 25%d<strong>is</strong>tributor sector growth, 62% NCA renewalrates and 30% PBA’s Best Practice Clubgrowth. “Considering that most businessescontinue to cut all non-essential costsduring the current economic environment,increases in membership across multiplesections and relatively strong retention <strong>is</strong>evidence that membership in PBA <strong>is</strong> viewedas a valuable resource,” states ElizabethFantetti, director of membership <strong>for</strong> PBA.Reach Elizabeth at 800-468-227, ext. 3430, orelizabeth@<strong>pro</strong><strong>beauty</strong>.org.<strong>The</strong> Millennium annual User GroupConference unites hundreds of industry<strong>pro</strong>fessionals from around the world tonetwork, learn vital business strategies andgain knowledge from industry icons. <strong>The</strong>event has helped thousands of <strong>pro</strong>fessionalslearn how to grow their businesses andstreamline operations from a <strong>pro</strong>cess,management and system perspective. Th<strong>is</strong>year’s conference will focus around trust;trust in your staff and trust in your owner. IfMillennium clients can create anenvironment based on trust and respect,they will be on the fast track to reachingtheir goals and attaining success. <strong>The</strong>conference will run June 27-29 at <strong>The</strong> DoralGolf Resort & Spa in Miami. Speakersinclude Robert Cromeans, John Harms andNeil Ducoff. Millennium <strong>is</strong> expecting morethan 500 attendees. As always, a portion ofthe <strong>pro</strong>ceeds will go to St. Jude Children’sResearch Hospital. Reach Matt Martinelli,public relations & market research, at 973-402-9500 or mattm@harms-software.com.To reg<strong>is</strong>ter, v<strong>is</strong>it www.millenniumugc.com.Nancy Cwynar’s Action Bag Company hasbeen <strong>pro</strong>viding the salon industry with awide selection of bags and other<strong>pro</strong>motional materials <strong>for</strong> years. Th<strong>is</strong> year, tocommemorate its 30th anniversary, the firm<strong>is</strong> creating <strong>pro</strong>motions, special offers and acustom-printed non-woven bag to give outat trade shows to invite customers to sharethe excitement. Action Bag’s new springcatalog <strong>is</strong> now available. To request a copyand free samples, contact Ember Bindrim,marketing coordinator and designer, at866-421-7075 or ebindrim@actionbag.com.V<strong>is</strong>it www.actionbag.com.<strong>The</strong> first ep<strong>is</strong>ode of ModernSalon.TVfeatured a fast-paced presentation ofInternational Salon & Spa Expo highlights,interviews with salon and TV star TabathaCoffey, the scoop on Beth Minardi’s newalliance with Joico, celebrity style reviewsand comments from NCA Legends and IconsAnn Mincey, Robert Cromeans and <strong>The</strong>Doves. Modern Salon’s editors, includingMaggie Mulhern, Stacey Soble and Al<strong>is</strong>onShipley, are hands-on reporters in the<strong>pro</strong>gram, which features <strong>pro</strong>fessional hostsin a studio <strong>for</strong>mat (think “EntertainmentTonight” meets the <strong>beauty</strong> industry).According to Steve Re<strong>is</strong>s, Modern Salon’spubl<strong>is</strong>her, “Th<strong>is</strong> new initiative will delivercompelling, timely <strong>pro</strong>gramming. A newep<strong>is</strong>ode will air and go online every twoweeks, delivering industry in<strong>for</strong>mation,education and inspiration to the salonmarketplace. Content will include interviewswith leading <strong>beauty</strong> <strong>pro</strong>fessionals, on-thegroundcoverage of <strong>beauty</strong> shows andevents, business-building advice fromsuccessful salon owners and experts,celebrity style commentary and, of course,Modern Salon’s signature how-tos.” It’savailable through a wide range of plat<strong>for</strong>ms,including email, RSS feed alerts, YouTube,iTunes, Facebook, Twitter and Modern SalonMedia websites, and featured in themagazines, to reach <strong>pro</strong>fessional styl<strong>is</strong>ts andowners. View at www.ModernSalon.tv. Formore info on sponsorship and other details,contact Steve at 847-634-4354 orsre<strong>is</strong>s@vancepubl<strong>is</strong>hing.com.20 APRIL 2010
Rob Ingraham, <strong>for</strong>merly with Questex MediaGroup, the organization behind theInternational Beauty Shows and AmericanSalon, <strong>is</strong> <strong>pro</strong>ducing a new <strong>beauty</strong> industryevent under the banner of the GlobalBeauty Exchange. According to Rob,measurable return on investment <strong>is</strong>guaranteed at appointment events like theGlobal B2B Beauty Exchange(www.globalb2bexhange.com/<strong>beauty</strong>). <strong>The</strong>seinvitation-only events are designed to have aone-to-one ratio of buyers to suppliers whomeet face-to-face in appointmentspreviously arranged and scheduled onlinethrough B2B Match software developedspecifically <strong>for</strong> th<strong>is</strong> type of event. ”<strong>The</strong>appointment-based event idea <strong>is</strong> notentirely a new one, but Ef<strong>for</strong>t Group LLCand www.globalb2bexchange.com/<strong>beauty</strong>have developed a <strong>pro</strong>prietary online B2Bmatch-making software that allows suppliersand buyers to nominate their industrycolleagues, ensuring only the most qualifiedbuyers and sellers attend. Once ap<strong>pro</strong>ved bythe event adv<strong>is</strong>ory committee, the buyersand suppliers can schedule the meetingsthey want at a luxury resort w<strong>here</strong> allsupplier and buyer accommodations arepaid <strong>for</strong> by the organizers. Reach Rob at 203-202-2576 orringraham@globalb2bexchange.com.Fromm International announces itspartnership with Kim Vō Enterpr<strong>is</strong>es. <strong>The</strong>Fromm/Kim Vō alliance combines thecompanies’ two m<strong>is</strong>sions—“Finding BetterWays to Create Beauty” and ”Beauty byInspiration, Education and Entertainment”—to ultimately create growth <strong>for</strong> salons byconnecting people to the important value<strong>pro</strong>fessional styl<strong>is</strong>ts can bring to our lives.Effective immediately, Fromm Internationalwill manage the sales d<strong>is</strong>tribution <strong>for</strong> theKim Vō brand with an experienced salesteam dedicated to building effective<strong>pro</strong>grams <strong>for</strong> d<strong>is</strong>tributors. “We are veryexcited to create th<strong>is</strong> strategic partnershipwith Fromm International to help leverageKim Vō into a global brand,” says CraigShandler, president of Kim Vō Enterpr<strong>is</strong>es.Kevin Johnson, Fromm Internationalpresident, adds, “We look <strong>for</strong>ward tobuilding growth in our industry by combiningFromm’s knowledge of <strong>pro</strong>fessional <strong>beauty</strong>d<strong>is</strong>tribution with Kim’s v<strong>is</strong>ion <strong>for</strong> inspiringstyl<strong>is</strong>ts through education.” Craig retains h<strong>is</strong>position as president of Kim Vō Enterpr<strong>is</strong>es.and <strong>is</strong> responsible <strong>for</strong> the overallmanagement of the entity. Helen Crutchfieldcontinues as vice president of brandmanagement. Craig adds, “Instead of Sylmarkdoing the back-end order-entry, <strong>pro</strong>cessingof orders, A/R and collections andaccounting, it will be done in Chicago byFromm International. In addition, the Frommsales team will be responsible <strong>for</strong> managingd<strong>is</strong>tributor relationships.”Helen of Troy Limited has entered into anagreement with Innovative Brands, LLC, toacquire the Pert Plus hair care and Sure antiperspirantand deodorant businesses fromInnovative Brands. Pert Plus enjoys a longh<strong>is</strong>tory as a leading brand in the $2 billionU.S. shampoo category through itspioneering development of the 2-in-1shampoo and conditioner combinationtechnology. Sure <strong>is</strong> one of the leading brandsin the $1.7 billion U.S. anti-perspirant anddeodorant category. <strong>The</strong> acqu<strong>is</strong>ition wasexpected to close at the end of March 2010.Jerry Rubin, chairman/CEO and president,states, "We are very pleased to acquire thePert Plus and Sure brands from InnovativeBrands. We have a growing position in haircare styling and personal grooming with ourinnovative appliance and accessorybusinesses, and adding Pert Plus and Surewill enhance our role as a comprehensive<strong>pro</strong>vider of solutions <strong>for</strong> our hair care andpersonal grooming consumers and styling<strong>pro</strong>fessionals. We expect to quickly integratethese two brands into our Idelle Labsdiv<strong>is</strong>ion, which markets and manages ourhair and skin care <strong>pro</strong>ducts, and we estimatethe pair will generate ap<strong>pro</strong>ximately $65million in annual sales. Our Idelle Labsdiv<strong>is</strong>ion sells branded consumer <strong>pro</strong>ducts,including Infusium 23, Ogilvie, Brut, Vital<strong>is</strong>,Final Net, Vitapointe, Condition 3-in 1, SeaBreeze and Ammens through <strong>pro</strong>fessional,mass merchant, drug store and groceryd<strong>is</strong>tribution channels. We are excited to beadding these two quality brand names to ourex<strong>is</strong>ting worldwide d<strong>is</strong>tribution, and believethey will <strong>pro</strong>vide ongoing value to ourcustomers and shareholders alike. Wecontinue to pursue similar acqu<strong>is</strong>itions thatcan be integrated into Helen of Troy and<strong>pro</strong>vide accretive earnings to ourshareholders.” Reach Jerry at 800-480-8832or jrubin@hotus.com. V<strong>is</strong>it www.hotus.com.Alleghany Pharmacal Corporation, amarketer of branded hair care <strong>pro</strong>ducts,announced the appointment of SamManiaci, a seasoned hair care industryexecutive, as CEO. Sam has been hired todrive sales, increase <strong>pro</strong>duct d<strong>is</strong>tribution andstreamline operations. Sam says, “I am veryexcited about the future of AlleghanyPharmacal. I have known the company andits <strong>pro</strong>ducts <strong>for</strong> many years and believet<strong>here</strong> <strong>is</strong> a tremendous opportunity toexpand the d<strong>is</strong>tribution of its strong brandand <strong>pro</strong>duct portfolio.” Sam has over 20years experience in the hair care <strong>pro</strong>ductsindustry. Most recently, he served as CEO ofSamy Companies, a $60 million internationalmarketer and d<strong>is</strong>tributor of hair care<strong>pro</strong>ducts. Be<strong>for</strong>e h<strong>is</strong> position at Samy, Samserved as head of sales <strong>for</strong> three other haircare marketers—Vogue International, KeyBrands and Redmond Products. H<strong>is</strong> salesexperience has been with major food, drugand mass retailers, as well as with major<strong>beauty</strong> and ethnic d<strong>is</strong>tributors. Sam has alsoworked extensively in international marketsand in the home shopping arena. Reach Samat 516-466-0660 or sjmaniaci@yahoo.com.News continued on page 22APRIL 2010 21
<strong>The</strong> Beauty Industry Report V<strong>is</strong>it www.bironline.comNews continued from page 21In f<strong>is</strong>cal 2009, Henkel generated sales of$13,573 million, a decrease of 3.9% comparedto the previous year. In organic terms, salesdecreased by 3.5% versus prior year. After asubstantial decline in sales in the firstquarter caused by the economic cr<strong>is</strong><strong>is</strong>, thesubsequent quarters were characterized by agradual recovery. However, developments atthe company's three business sectorscontinued to show a very mixed picture.While the consumer goods businesses ofcosmetics/toiletries and laundry and homecare continued to per<strong>for</strong>m very well withorganic growth rates of 3.5% and 2.9%respectively, sales of the adhesivetechnologies business sector decreasedorganically by 10.2%. “For Henkel, and theworld economy as a whole, 2009 will godown as a challenging year. Nevertheless, wehave made good <strong>pro</strong>gress toward achievingour 2012 financial targets as <strong>pro</strong>ven by ouroutstanding results in the fourth quarter of2009,” says Kasper Rorsted, chairman, HenkelManagement Board. "Our laundry and homecare and cosmetics/toiletries businesseshave expanded their market positions andfurther increased their <strong>pro</strong>fitability. Onceagain, our strong brands have also made anappreciable contribution to the goodper<strong>for</strong>mance: our new brand Syoss, <strong>for</strong>example, was the most successful launch inthe hair care sector in 2009. We have putourselves in a strong position and expect toim<strong>pro</strong>ve noticeably our results in the currentfinancial year.” V<strong>is</strong>it www.henkelna.com.Ulta posted favorable financial results <strong>for</strong>the fourth quarter and f<strong>is</strong>cal year endedJanuary 30. Fourth quarter comparable storesales increased 6.2%. <strong>The</strong> fourth quarterdiluted EPS of $0.34 was a 61.9% increase.F<strong>is</strong>cal 2009 diluted EPS of $0.66 was a 53.5%increase. Expectations <strong>for</strong> Q1 2010 arecomparable sales up 4-6% and diluted EPS of$0.14-$0.16. For the quarter, net salesincreased 16.1% to $396.4 million. Operatingincome jumped 60.1% to $34.3 million; netincome climbed 64.6% to $20.2 million. LynKirby, Ulta's president and chief executiveofficer, states: "We are very pleased with ourfourth quarter per<strong>for</strong>mance. Our resultssurpassed the increased guidance we<strong>pro</strong>vided in January and included a 6.2%comparable store sales increase, a 60 bas<strong>is</strong>point im<strong>pro</strong>vement in merchand<strong>is</strong>e marginand continued momentum of our costmanagement initiatives, all of whichcontributed to a 61.9% increase in dilutedearnings per share—a strong fin<strong>is</strong>h to theyear.” Lyn adds, "As we began the year, ourpriorities were threefold: growing <strong>pro</strong>fitablemarket share, achieving permanent costefficiencies and delivering free cash flow.We exceeded each one of our goals in f<strong>is</strong>cal2009. Our comparable store sales increased1.4% <strong>for</strong> the year, or 1.6% on a two-year bas<strong>is</strong>,and we continued our store expansion byincreasing square footage by 12%. We alsoachieved $19 million in permanent costreductions and generated free cash flow of$104.7 million. As we begin f<strong>is</strong>cal 2010, wecontinue to build on our successful 2009game plan. We are particularly optim<strong>is</strong>ticabout our opportunities <strong>for</strong> market sharegains through comparable store sales growthand new store expansion. We expect tocontinue to generate free cash flow in 2010,while we increase our capital investment insupport of our long term growth and believethat we will deliver another strong earningsper<strong>for</strong>mance in f<strong>is</strong>cal 2010." For the f<strong>is</strong>calyear 2009, net sales increased 12.7% to $1.2billion. Operating income rose 47.2% to $68.2million; net income jumped 55.8% to $39.4million. Reach Lyn at 630-410-4800 orlkirby@ultainc.com.Alberto Culver announced a growth in sales<strong>for</strong> the f<strong>is</strong>cal first quarter. Net salesincreased 2.9% to $363m compared to$352.8m in the comparable period of theprior year. However, when taking intoaccount <strong>for</strong>eign currency fluctuations andacqu<strong>is</strong>itions and divestures, including theDecember 2009 acqu<strong>is</strong>ition of UK skin carebrand Simple, sales remained flat in thequarter. International sales on a reportedbas<strong>is</strong> grew 12.3% with the company’s lowcost hair care brand TRESemme and skincare brand St. Ives driving the growth, asconsumers sought cheaper <strong>pro</strong>ducts duringthe economic cr<strong>is</strong><strong>is</strong>. “While the hair carecategory remains soft, trends are slowlybeginning to im<strong>pro</strong>ve and we continue togain market share,” says Alberto Culver CEOJames Marino. Carol Lavin Bernick, executivechairman of Alberto Culver, adds, “Whilemarket conditions remain challenging, ourbusiness model continues to generate<strong>pro</strong>fitable growth. Our focus and cons<strong>is</strong>tentstrategy of driving growth in our core <strong>beauty</strong>brands <strong>is</strong> a major contributor to our success.Our December acqu<strong>is</strong>ition of Simple, a UKbasedleading skin care brand, builds on thatstrategy, further strengthens our <strong>beauty</strong> careportfolio and creates additional growthopportunities.” Reach Carol at 708-450-3000or CBernick@alberto.com. Reach Jim at708-450-3000, ext. 3598 orjmarino@alberto.com. V<strong>is</strong>itwww.alberto.com.Sally Beauty Holdings, Inc. (SBH) reportsstrong first quarter results highlighted by anincrease in same store sales growth andstore count. Consolidated net sales <strong>for</strong> thef<strong>is</strong>cal 2010 first quarter were $704.9 million,an increase of 9.2% from the f<strong>is</strong>cal 2009 firstquarter, and include a positive impact from<strong>for</strong>eign currency exchange of $9.1 million, or1.3% of sales. Same store sales in the f<strong>is</strong>cal2010 first quarter grew 3.8% from the f<strong>is</strong>cal2009 first quarter. GAAP net earnings in thequarter were $26.1 million, growth of 62.7%.GAAP diluted earnings per share were $0.14,growth of 55.6% when compared to earningsper share of $0.09 in the f<strong>is</strong>cal 2009 firstquarter. <strong>The</strong> f<strong>is</strong>cal 2010 first quarter adjustednet earnings, a non-GAAP measure, were$24.7 million, an increase of 37.4% over f<strong>is</strong>cal2009 first quarter. Adjusted earnings pershare were $0.13, growth of 30.0% whencompared to $0.10 adjusted earnings pershare in the f<strong>is</strong>cal 2009 first quarter.22 APRIL 2010
Adjusted EBITDA increased 7.1% in the f<strong>is</strong>cal2010 first quarter to $87.4 million, versus$81.6 million in the f<strong>is</strong>cal 2009 first quarter.Net cash <strong>pro</strong>vided by operating activities inthe f<strong>is</strong>cal 2010 first quarter was $19.8 millionand capital expenditures were $12.1 million.Total store count at the end of the f<strong>is</strong>cal2010 first quarter was 3,935, an increase of166 stores or growth of 4.4% over the f<strong>is</strong>cal2009 first quarter. Both SBH businesssegments showed an increase in sales, withSally Beauty Supply recording net sales of$438.3m, an increase of 6.8% compared tothe same period last year. Beauty SystemsGroup reported a 13.4% increase in net sales,reaching $256.5m <strong>for</strong> the three monthsending December 31. Recent acqu<strong>is</strong>itionsmade by Sally Beauty have also helped toboost sales <strong>for</strong> the group, as well as toincrease the company’s footprint in certaingeographical areas. Last October, BeautySystems Group acquired <strong>pro</strong>fessional<strong>pro</strong>ducts d<strong>is</strong>tributor, Schoeneman Beauty,whose strong presence in the northeastresulted in BSG increasing its leading channelshare in that territory. In December, SallyBeauty Supply acquired Belgian-basedSinelco, a d<strong>is</strong>tributor of <strong>pro</strong>fessional <strong>beauty</strong><strong>pro</strong>ducts in Europe, which supplied morethan 1,500 customers across 35 countries.Says Gary Winterhalter, president/CEO.“Year-over-year growth in our adjusted netearnings was 37%, with earnings per share of$0.13, a strong start to the new f<strong>is</strong>cal year. Asalways, we are focused on a balancedap<strong>pro</strong>ach in our use of cash. We plan tocontinue investing in company growth viaacqu<strong>is</strong>itions and organic store openings,while reducing our long-term debt." ReachGary at 940-297-4444 orgwinterhalter@sally<strong>beauty</strong>.com.Seche has launched a new website atwww.seche.com. Web director, Kr<strong>is</strong>tenSpaun, says, “Our new site has a new hotlook that matches our new packaging. Itfeatures tips and in<strong>for</strong>mation on our<strong>pro</strong>ducts.” Reach Anne Moratto, director ofPR/advert<strong>is</strong>ing, at 323-728-2999, ext. 178, ora-moratto@aii<strong>beauty</strong>.com. V<strong>is</strong>itwww.aii<strong>beauty</strong>.com.Product Club recently launched a newwebsite that helps salons find all thed<strong>is</strong>tributors within their area that carryProduct Club <strong>pro</strong>ducts. <strong>The</strong>re’s also a newsection that features the Product Clubeducators, called “On the Road with ProductClub.” Reach Mary Albanese, vice presidentof marketing, at 800-308-3588 ormary@<strong>pro</strong>ductclub.com. V<strong>is</strong>itwww.<strong>pro</strong>ductclub.com.For 14 straight years, Bob Peel, Jr. has played100 holes of golf in one day to ra<strong>is</strong>e money<strong>for</strong> a local charity that helps low incomeresidents do minor home repairs. Th<strong>is</strong> year,Interfaith Housing Services has taken on anadditional <strong>pro</strong>ject. <strong>The</strong>y are remodeling twohomes to be used <strong>for</strong> emergency reliefhomes in Hutchinson, KS. “If a local home <strong>is</strong>destroyed by fire, tornadoes, gas explosions,etc., the family can immediately move intothese homes,” says Bob. “In Hutchinson, weun<strong>for</strong>tunately experience all three of thosenatural d<strong>is</strong>asters. Peel's Salon Services hasalso agreed to supply these homes withtheir hair care and cosmetics. If you wouldlike to sponsor me per hole at 25 cents, 50cents $1.00 or more, just e-mail the amountper hole with your billing address tobjpeel@peels.com. Thank you <strong>for</strong> yoursupport!” Reach Bob at 620-662-3374, ext.102, or bjpeel@peels.com.Gordon Logan, founder and CEO of SportClips, and h<strong>is</strong> wife Bettye, vice president,were recently recognized with twoGeorgetown, TX-area philanthropy awards.<strong>The</strong> Georgetown Chamber of Commercepresented the Logans with the Jesse (Buz)Sawyer Philanthropy Award <strong>for</strong> theirsignificant contributions in support ofGeorgetown-area Habitat <strong>for</strong> Humanityef<strong>for</strong>ts; Gordon's service on the foundationboard of the Georgetown CommunityClinic/Lone Star Circle of Care; Betty'sservice on the Ch<strong>is</strong>holm Trail CommunityFoundation board and the Georgetown Boys& Girls Club board. Nationally, the Logansthrough Sport Clips were recognized <strong>for</strong>being the largest contributor to the Veteransof Foreign Wars Operation Uplink free calldays <strong>pro</strong>gram, totaling almost $500.000 todate and sponsorship of a Habitat <strong>for</strong>Humanity house in New Orleans afterHurricane Katrina through Vidal Sassoon’sHairdressers Unlocking Hope campaign. <strong>The</strong>Logans also recently received, <strong>for</strong> thesecond time, the Jeremiah Milbank Societyrecognition <strong>for</strong> an outstanding contributionto the Georgetown Boys & Girls Club.Gordon says, “Giving back to our community,our neighbors and our service men andwomen <strong>is</strong> a privilege. <strong>The</strong>se organizationsmake a huge difference in the lives of somany, and we are thankful that Sport Clipshas enabled us to contribute to theseworthy causes. Much of our contribution <strong>is</strong>due to the ef<strong>for</strong>ts of the thousands of SportClips team members and our clients acrossthe country. It <strong>is</strong> truly a team ef<strong>for</strong>t!” ReachGordon at 512-869-1201 orgordon@sportclips.com.Host your own Dining <strong>for</strong> Change gettogetherand help make a difference in thelives of those impacted by cancer, domesticabuse and natural d<strong>is</strong>asters. Join one of themany small groups of <strong>beauty</strong> <strong>pro</strong>fessionalsin homes, schools and salons, who arecoming together to network, enjoy eachother's company and a meal—helping <strong>The</strong>Professional Beauty Association/ NationalCosmetology Association ra<strong>is</strong>e $150,000 <strong>for</strong>three great causes. Reach Rachel Molepskeat 480-455-3453 or rachel@<strong>pro</strong><strong>beauty</strong>.org. Toreg<strong>is</strong>ter to host a dinner or to learn more, goto ncacares.org/dining<strong>for</strong>change.com.APRIL 2010 23
PMB #403 22287 MULHOLLAND HIGHWAYCALABASAS, CA 91302-5157PresortedStandardU.S. PostagePAIDSan Dimas, CAPermit No. 410ADDRESS SERVICE REQUESTED<strong>The</strong> Beauty Industry Report A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZGeorge Schaeffer adv<strong>is</strong>ed BIRthat he has fulfilled h<strong>is</strong> goal toown a hair care company bypurchasing Aloxxi Hair Colourfrom Alberto Culver, whichowned and marketed the brandthrough its Nexxus <strong>pro</strong>fessionald<strong>is</strong>tributor network. George <strong>is</strong> thesole investor and will run thecompany as a completelyseparate entity from OPI, w<strong>here</strong>he will continue h<strong>is</strong> role aspresident and CEO. MyriamClif<strong>for</strong>d <strong>is</strong> the new entity’smanaging director. Reach her at818-648-7331 ormclif<strong>for</strong>d@aloxxi.com. ReachGeorge at georges@aloxxi.com.More next month.Fromm International announcesits partnership with Kim VōEnterpr<strong>is</strong>es. More on page 21.Traditional Subscription Offer:All regular subscriptions include the eBIR monthly FREE.2 years .............$192 ............28 <strong>is</strong>sues, 4 free <strong>is</strong>sues <strong>for</strong> a.....................................................savings of $321 year ................$96 ............12 <strong>is</strong>sues of the BIR........................................6 months..........$50 ............6 <strong>is</strong>sues of the BIRInternational Subscriptions1 year ...............$120 ............Outside the U.S. (including.....................................................eBIR emailed monthly FREE!)1 year ...............$110 ............Mexico and Canada (including.....................................................eBIR emailed monthly FREE!)Electronic Version Only2 years .........$99.90 ............eBIR emailed monthly <strong>for</strong>.....................................................27 months (3 months Free!).........................................................Total Savings of $35.00!1 year ............$59.95 ............eBIR emailed monthly <strong>for</strong>.....................................................12 months<strong>The</strong> Professional BeautyAssociation will <strong>pro</strong>duce the newInternational Salon & Spa ExpoMidwest on March 26-28, 2011, atthe Donald E. StephensConvention Center in Rosemont,IL—two weeks after the 2011America’s Beauty Show <strong>is</strong>scheduled in downtown Chicago.More next month.Be on the lookout <strong>for</strong> new haircare brands from previouslysuccessful marketers. SteveStefano, who created Joico andAnnual Subscription: $96sold it to Zotos Intl., willintroduce Cinque Science, which<strong>is</strong> in test market <strong>for</strong> the next twomonths be<strong>for</strong>e roll out. JimMarkham, who foundedPureOlogy and sold it to L’Oréal,<strong>is</strong> planning a third quarter 2010launch of h<strong>is</strong> next hair care line.Alleghany Pharmacal Corporationwas purchased in February by ateam of investors led by industryveteran, Sam Maniaci, who willserve as CEO. Read about h<strong>is</strong>plans on page 21.BIR Special DealsMexico and Canada: $110, All Other Subscriptions Outside the U.S.: $120Name_______________________________________Title___________________________Company ___________________________________________________________________Street Address_______________________________________________________________City ___________________________________State ____________Zip ________________Country _______________Phone _______________________ Fax _____________________Email ________________________________ Web _________________________________Birth date (month and day)___________|Payment Encl. Check #:___________Charge my: V<strong>is</strong>a Mastercard Amex Acct.#:_________________________Expires :______ Security Code:_____ Signature:_______________________________Fax to 818-222-7828; www.bironline.com
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