Will private label affect your brand?

Transcription

MARCH 2011
volume 14 issue 3
Will private label
affect your brand?
By Donna C. Barson, MBA
A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ
highlights
5
FHI Heat in aggressive growth mode
6
Sara Jones discusses Joico/City of Hope 8
Cilea grows/strengthens lashes
10
Beauty Expo USA moves to the Rio
11
Western Buying Conf. marks 30 years 12
Education/sales strong at ISSE
16
Sexy Hair marks record 2010
19
ISBN honors Charles Penzone
21
Emiliani acquires BPI
24
Mane St.
Lafayette Jones’ Multicultural Report
VISIT US ONLINE
www.bironline.com
& check out BIR’s 2011 BIG! Show Calendar
This is your industry’s newsletter, and
BIR welcomes your feedback!
Mike Nave, editor
818-225-8353/[email protected]
I invite you to connect with me on Facebook and
follow me on Twitter@MikeNave
by Mike Nave
EDITOR
I
t’s show time in the
professional beauty
industry, and Beauty
Industry Report is hot
on the trail of the biggest
scoops from the show
floors. In this issue, we are delighted to
report from the International Salon and
Spa Expo in Long Beach, CA, and from the
Western Beauty Rep Association’s Western
Buying Conference and the Beauty Expo
USA, both in Las Vegas.
In between shows, we checked in with
Sara Jones, the recipient of the 2011 Spirit of
Life Award, to find out about her
commitment to the City of Hope. David
Kim shares the new marketing initiatives that
are fueling FHI Heat’s growth. Byron Dennis
tells us about Cilea eyelash growth
stimulator. Finally, join Sexy Hair Concepts’
Karl-Heinz Pitsch at an exciting event for
the company’s sales team and distributors.
Regards,
P
rivate label personal care brands are
becoming even more prevalent than in
the past and are emerging as a major threat
to national brands, even salon hair care
brands. Consumers increased their usage of
these products during the recent recession,
and as the economy improves, that might
continue. Retailers are using them to build
customer loyalty, differentiate themselves
and, of course, improve margins.
Today, in every category from food to
health care, retail outlets are aggressively
stocking private label products next to
national brands and are often using private
labels to attract the customer into the
store—instead of the better-known national
brand. From packaging down to performance,
private labels are giving the national brands
increased competition, and in the hair care
area, many have salon hair care positioning.
What does that mean to the savvy
marketer? Simply this: Private labels have
emerged as a definite threat to sales, shelf
positioning and even the decision of what
products are carried.
How have private labels become such a
player in the retail marketplace? Obviously, a
rise in quality has been a major consideration.
Additionally, innovative packaging, advertising
and various promotions help to attract
consumers. Marketers understand that
packaging is the place at which consumers
interact with the product, and they’re not shy
about putting their best foot forward at
point-of-purchase.
Who does this private label challenge
affect the most? Major personal care
products, despite some hiccups, are not
going anywhere. However, what is going to
occur is that the “in-betweens”—those
products that don’t have major brand clout—
Private label....cont. on p. 2
The Beauty Industry Report Visit www.bironline.com
Private label...cont. from p. 1
are going to find themselves squeezed,
perhaps right out of existence. There are so
many new personal care items every year.
Something’s got to give. Some estimate that
private label brand growth for personal care
will increase 25% in the next decade. There’s
only one place for all those new private label
products to go—your shelf space, if you’re not
careful. So what’s a marketer to do?
1. Continually analyze and get intimate
with your customers. Anticipate rather than
react. If you offer something your customers
want and private labels do not, you increase
the likelihood of premium shelf space.
2. Start/improve on a loyalty program
that rewards your customers for product use.
Offer discounts for purchase of multiple
products from your company. Work with
salons to help them grow their retail business.
3. Market, market, market. Make certain
that your customers know why they should
buy your product over a private label. Make
customers seek out your product.
4. Use more social media. Establish a
sense of community via Facebook, Twitter,
YouTube, hotlines, websites and anything else
needed to give your customers instant access
to you. Make them feel you’re right next door
—or they might show you the door.
_____________________________
Donna C. Barson, MBA,
is a marketing consultant
specializing in personal
care, beauty retailing and
salon hair care. To learn
more about keeping your
brand competitive in a
changing marketplace,
reach her at [email protected].
BIR invites you to become a Guest
Columnist. Send your thoughts in about 450
words, including a one-paragraph author
bio, to [email protected] in an MSWord
document. We will edit your column for
style and space.
2 MARCH 2011
Michael O’Rourke recently invited salon
professionals to invest in his new company. An
excerpt from the announcement follows:
“Thank you so much to everyone for their love
and support in 2010! 2011 is going to be an
amazing year! I have made an incredible
decision in my life after seeing the landscape
of the professional beauty industry this year; I
have decided that artists need a way to be
safe as they get older. I am going to offer a
limited number of shares of Michael
O'Rourke Hair (The Institute of Courage
LLC) to artists. I am going to enable artists to
get in early on my amazing company and to
have something they can support and that will
support them back in the future. We don't
need to sell our company that has been 50
years in the making to industry giants or
private equity groups; we need to keep the
business for ourselves, the artists! Every
company that says they support the artist and
creativity eventually sells out. I myself did it
with Sexy Hair. I didn't have the money to run
it, and I had to take partners that just pushed
for numbers (of course they all made millions,
as did I), and it lost the heart I wanted so
much for it to have. I sold Sexy Hair five years
ago as a debt-free, healthy company growing
at 30% per year. Now I am in a totally different
position. I will make my legacy line the best
line in the industry, and more importantly, it
will truly be a line for artists by an artist. We
also want to support our sales people in the
field and our distributors, so all of our friends
in these supporting roles will be eligible to be
shareholders. I have made a lot of money and
made lots of other people money. It is time to
give back to the artists and the people in this
industry who work so hard to keep it all
together! Shares will be sold in blocks of 100
at $2.00/per share. The minimum investment
is $200.00, while the maximum is $1,000. For
information, contact Nicole Pellsier at
[email protected]. I am beyond
excited to take on my friends as partners and
drive my legacy line in 2011! Love, Michael.”
Visit www.michaelorourkehair.com.
Driven by stronger service and retail sales in
the fourth quarter, the Professional Beauty
Association’s Salon/Spa Performance Index
bounced back from its third quarter decline.
The Salon/Spa Performance Index stood at
103.5 in the fourth quarter, up 0.2% from the
third quarter and the second-highest level on
record. Sixty-four percent of salon/spa owners
reported an increase in same-store service
sales between the fourth quarters of 2009 and
2010, and 47% of salon/spa owners reported
higher retail sales between the fourth quarters
of 2009 and 2010. Seventy-four percent of
salon/spa owners said they expect to have
higher service sales in six months and 56% of
salon/spa owners plan to make a capital
expenditure for equipment, expansion or
remodeling in the next six months. Reach
Myra Y. Irizarry, manager of government
affairs, at 480-455-3451 or
[email protected]. Visit www.probeauty.org.
Zerran International introduces RealLisse, a
vegan, semi-permanent hair smoothing system.
RealLisse is formulated without keratin or
other animal products and does not contain
substances that produce formaldehyde gas
upon heating with a flat iron. “With the
formaldehyde issues arising from the European
Union’s ban of certain keratin straightening
products in the summer of 2010 and the
investigations last fall, it was essential that we
support the stylist community with a healthy
alternative product for hair smoothing,” says
Cindy Van Steelandt, marketing director.
According to Steve Sauté, president, RealLisse
is free of formaldehyde and is exclusively for
use as an in-salon service. “Since 1986, we have
held patents to the critical components of this
product,” notes Cindy. “So we were able to
react quickly and devote our resources to
bringing this product to market. The
RealLisse technique is similar to the keratin
smoothing process, meaning that once
training is complete, stylists will be able to
carry out the treatments straight away. It
takes about 90 minutes to complete for the
average head of hair. Follow-up services will
depend on how quickly the hair grows out
and the degree of natural curl and frizziness
present. Clients will likely return to the salon
every two to four months for touch ups, just
as they do now for Brazilian keratin-type
treatments.” Reach Steve at 800-626-1921 or
[email protected]. Visit
www.zerranhaircare.com.
Repêchage introduces the Sea Spa
Lifestyle Collection for home use. The
four-product lineup features EcoCert
seaweeds harvested from the Brittany Coast
of France that are rich in vitamins, minerals,
proteins, amino acids and trace elements,
sea salts harvested from the Mediterranean
and natural essential oils. The line includes
soybean-based Sea Spa Massage Bath &
Body Oil (8 ounces/SRP $25.00), sulfatefree Sea Spa Bubble Bath (8 ounces/SRP
$25.00), soap-free Sea Spa Body Wash
(8 ounces/SRP $27.00) and Sea Spa Mineral
Bath Salts (17.6 ounces/SRP $32.50). Reach
executive vice president, Shiri Sarfati, at
800-248-SKIN or [email protected]. Visit
www.repechage.com.
Several members of The Kirschner Group
(TKG) were recognized by their partner
manufacturers during TKG’s annual sales
meeting before the Western Buying
Conference. Mike Cevetillo was named
Representative of the Year by Erica
Peterson, vice president of sales from
Onesta Hair Care. Greg Peterson, national
sales manager with Oster Professional
Products, recognized Todd Smith, Alan
Aronson and Kevin Osterloh as the three
sales executives with the highest percent
sales increase for 2010. Product Club’s vice
president of sales, Kevin Palmquist, named
Todd Smith, Phil O’Toole and Irwin Hass as
the highest sales generators for 2010. Mike
Cevetillo and Alan Aronson were
recognized by Tyler Oman, regional sales
manager for HAI, as the top volume
producers for the year. Reach Jane Caris,
TKG vice president of sales and marketing, at
800-328-4353 or [email protected].
Visit www.kirschnergroup.com.
Number 4 High Performance Hair Care
pampered Golden Globes attendees in the
Golden Globes Style Lounge. Number 4
invited all attendees, including the Real
Housewives of Orange County and
Beverly Hills, to experience the products
through hair styling with Ryan Thomas,
owner of Ryan Thomas Salon, and Red
Carpet consultations with top hair stylists,
along with a personalized gift of Number 4
products to suit each person’s individual hair
needs. Elite Number 4 salons, including
Hyde Edwards, Crème Color Lounge, Salon
Envie and Michel Beneroch, were invited
through Number 4 and its California
distributor, viaBeauté. “As a perk to our VIP
salons, we gave them a sneak peek into the
glamorous world of Hollywood beauties
with a tour through the Golden Globes Style
Lounge and rare, behind-the-scenes access
to pre-Golden Globes festivities,” says Toni
Wells, brand director. Reach her at
Visit www.number4hair.com.
As reported last month in BIR’s Last Minute
Blasts, Regis Corporation announced that
Randy L. Pearce, senior executive vice
president and chief financial and
administrative officer, has replaced Paul D.
Finkelstein as president. Paul will remain
chairman of the board and CEO through
2011. In 2012, Paul will become executive
chairman.
“Having spent the last 23 years with Regis
Corporation, I am proud of the growth and
development of our exceptional national
and regional brands, as well as the
company’s portfolio of affordably priced
salons located in prime retail locations,” says
Paul. “Randy has been an integral part of the
company since he joined Regis more than 25
years ago. I am confident that his extensive
knowledge of Regis and the hair care
business makes Randy the right choice to
serve as the company’s president. This is an
appropriate time in the company’s history to
begin looking toward the future by taking
the first step toward building out our bench
and continuing the succession process.”
Says Randy, “I am honored to succeed
Paul as president, and I value the trust that
Paul and the board have placed in me to
assume this important operational role at
the company. Under Paul’s leadership, Regis
has experienced extraordinary growth and
has expanded its position as the global
leader in the hair care industry. I plan to
leverage that strong foundation by
sharpening our vision and strategy in the
context of the current economy with
increased focus on the consumer and our
stylists. We plan to implement our current
revenue enhancing initiatives with a sense of
urgency and deliver long-term value to
shareholders.”
A corporate organization restructuring
will improve the company’s ability to adapt
to the dynamic marketplace and the current
economy. David Bortnem, formerly head of
operations of the MasterCuts brand, has
been appointed to the new position of
corporate chief operating officer. He will
oversee all Regis brands in North America
and report to Randy.
Brent Moen, vice president of finance
and corporate controller, has been
appointed to senior vice president and chief
financial officer. Reach Randy at 877-8572070 or [email protected]. Visit
www.regis corp.com.
News continued on page 4
MARCH 2011 3
News continued from page 3
Farouk Shami, hairdresser, entrepreneur,
philanthropist, founder and chairman of
Farouk Systems, has been appointed to the
2011 Inaugural Committee by Texas governor
Rick Perry. The committee arranges
ceremonies for the inauguration of the
governor and lieutenant governor and raises
private donations to cover expenses. Reach
Farouk at 800-237-9175 or
www.farouksystems.com.
Tyler Feetham joins Pravana as regional
sales manager. Tyler will be responsible for
the SalonCentric West and MidWest
region accounts. According to Steve
Goddard, Pravana founder and president,
“Tyler has been in and around the beauty
industry his entire life, most recently with
Kenra as regional manager, senior regional
manager and director of business
development. He graduated with a
marketing degree from Texas Tech University
and now resides in Dallas.” Reach Steve at
Visit www.pravana.com.
Ben Im, chairman of Ben’s Beauty Supply,
Inc., has named David Yoon as CEO. David
has been the president since 2004. During
his 21-year career with Ben’s Beauty, David
has managed every aspect of the beauty
supply business, ranging from operations to
sales and marketing. Under his guidance,
Ben’s Beauty has become one of the
country’s largest multicultural beauty
products distributors. With locations in
Houston; Philadelphia; and Jessup, MD; Ben’s
Beauty warehouse/showrooms encompass
more than 500,000 square feet and offer
more than 20,000 individual product skus. In
2010, Ben’s Beauty Supply established its
flagship Beauty Design Group warehouse
location. The Beauty Design Group provides
OTC beauty retail store owners access to
warehouse style shopping. Products range
from fixtures to clothing, jewelry, bobby pins
and everything in between. Beauty Design
Group plans to launch an 80,000-squarefoot expansion into Maryland and
Philadelphia in 2011. Reach David at
Visit www.bensbeauty.com.
Kevin Wada joins Jatai International as
manager of operations, says Jatai president,
Dean Wada, who is proud to bring his son,
into the business. Kevin's responsibilities
include overseeing accounting, purchasing,
website management and warehouse-related
maintenance operations. Reach Dean at
888-965-2824 or [email protected]. Visit
www.jatai.net.
Rex Blair, vice president of State Beauty
Supply, is leaving his position as president to
spend more time with his family, according
to an announcement sent out by Gregg
Wilkinson, executive vice president.
Another development at State Beauty
Supply is the appointment of Fred Harms as
vice president of sub-distribution operations.
Gregg stated, “Fred will be responsible for
working with sub-distributor stores to lead
marketing and territory development. Most
significantly, Fred will partner with existing
store owners on growth and expansion
strategies and seek new opportunities for
expansion of the sub-distributor network, as
well as managing the sub-distributor sales
objectives. Fred held a similar position for
State Service Systems from 1988 until 2000.
As a consultant since 2009, Fred has worked
with SalonCentric to develop the strategic
and operational plans to integrate additional
acquisitions; expand the network of subdistributors nationally and identify
operational support services and investment
requirements to improve performance.”
Reach Fred at 918-627-8000 or
www.statebeauty.com.
Neil Sullivan has joined the sales force of
Farouk Systems, Inc. as the director of
Cosmoprof East. Neil will oversee all
Cosmoprof and Beauty Systems Group
business in the Southeast, increase brand
awareness and launch new products, in
addition to managing trade shows and
education events. Neil is a licensed
hairstylist and salon owner and has 18 years
of sales management experience. For the
last 10 years, he has held national and
regional management positions for Wella
and John Paul Mitchell Systems. Reach Neil
at 800-237-9175 or [email protected].
Visit www.farouk.com.
TPR Holdings has named Neil Katz as its
special advisor. TPR is an investor and
operator in the consumer products industry.
TPR’s target investments include scalable
mass and prestige opportunities in health,
beauty and wellness categories. Neil will
help create strategy across the entire TPR
consumer portfolio and evaluate
acquisitions and other new opportunities.
Neil began his career in the beauty industry
in 1977 at Revlon, where he progressed from
director of market research and sales
forecasting to president of the beauty care
division. Most recently, Neil served as CEO/
chairman of the board of Parlux Fragrances.
Reach Brian Robinson, TPR president, at
www.tprholdings.com.
Robert “Bob” Crane knew only one
career—the beauty industry. Bob was born in
Chicago in 1929. In 1955, he began his career
in the beauty industry as part of Crane
Beauty and Barber Supply, a family-owned
company with his father, Norman Sr., and
brother, Norman Jr., where he was a
salesman calling on salons and schools.
From 1980-1986, Bob worked as a sales
representative for Ben Payne and later on,
Bobby Miller. In 1986, Bob created the sales
rep group Crane Sales Associates with his
brother, Norman, where he continued to
work until his passing at 81 on November 18.
Bob is survived by his wife, Elaine; son,
Steven; daughter, Caroline, and
grandchildren, Joshua and Meredith.
4 MARCH 2011
The Multicultural Report
T
he American Health and Beauty Aids
Institute (AHBAI) hosts the Proud Lady
Beauty Show at the Sheraton Chicago Hotel
and Towers on March 26-28. Five professionals
will speak to their experiences. Marcus Davis
worked on the films of actor and director Tyler
Perry. Kevin Kirk was featured in the Chris
Rock film, “Good Hair.” Tajuana Hughes has
worked with the recording artist, “Nappy
Roots.” Barber Craig Damon has Tyler Perry
as a client and has worked on TV sitcoms.
Tobby Leverette has styled gospel singers,
including the Clark Sisters and Dottie
Peoples. Dwight Eubanks has a whole cast of
celebrity clients: “The Real Housewives of
Atlanta.” Reach Clyde Hammond, AHBAI
chairman, and Geri Jones, executive director, at
708-633-6328. Visit www.proudlady.org.
Giorgi-O of Beverly Hills is no stranger to
Hump The Grinder's Hair Wars. He was a hair
stylist and entertainer at a Los Angeles show in
the late ’90s. By 2001, Giorgi-O was the tour
commentator and hosted shows in Los Angeles;
San Diego; Oakland, CA; Las Vegas; Columbus,
OH; and Chicago. It was in San Diego where
producers and writers for “The Hair Show”
movie spotted Giorgi-O and hired him to play
commentator "Dark" Gable in the film. He will
make his first trip to Detroit for the Hair Wars
finals in April. “I’ve been trying to get to Detroit
for 20 years,” he said. “! love Latoya Pearson
(the announcer) and all the hair stars from
Detroit who've made hair history,” he adds. The
event is Sunday, April 17, at the Metropolitan
Hotel in Troy. Reach David Humphreys at
www.hairwarsustour.com.
Ampro is a Hair Wars tour sponsor. Ampro
Pro Style Protein Styling Gel is a protein
enriched hair conditioning and styling gel with
a non-greasy formula that won't flake or weigh
hair down. Its light weight formula gives extra
body and fullness to the hair while
conditioning and adding shine (6 ounces/SRP
$1.34). Reach Jack Sammons, president, at
901-527-5365. Visit www.amprogel.com.
Want to find out how to succeed with
multicultural consumers? Attend a multicultural
conference to find out more about trends, the
by Lafayette Jones
latest in social media and marketing success
stories. The Association of National
Advertisers’ (ANA) Multicultural Marketing
& Diversity Conference will open Sunday,
November. 6, in Miami Beach, FL. Visit
www.ana.net.
Avlon’s KeraCare Moisturizing Shampoo
for Color Treated Hair is a moisturizing
conditioning shampoo formulated to enhance
and preserve tone in color-treated hair. It
gently and thoroughly cleanses the hair and
scalp and contains Fiber Strengthening
Complex (FSC). It helps shield hair from UV rays
(8 ounces/SRP $6.39). William Stuart is
executive vice president. Ali N. Syed is the
founder. Call 800-332-8566. Visit
www.avlon.com.
Design Essentials Moisture Retention
Conditioning Shampoo has a protective
formula that is gentle enough to use every day.
The non-stripping formula lathers quickly to
detangle and smooth the cuticle (8 ounces/
SRP $9.00) Cornell McBride Jr. is president of
McBride Laboratories. Call 770-981-8722. Visit
www.designessentials.com.
Dudley Products Deluxe Shampoo is a
protein-enriched shampoo that conditions
while it cleanses. Its acid-balanced formula
improves the quality and texture of natural,
relaxed, bleached and color-treated hair
(8 ounces/SRP $10.00). Reach Ursula Dudley
Oglesby, president of the Dudley cosmetic
division, at 888-573-8210. Visit
www.dudleyq.com.
Organic Root Stimulator Olive Oil Sheen
Spray provides a natural, healthy sheen to dry
hair. Oil is rich in essential fatty acids that
impart moisture directly into the scalp and hair
shaft (15.4 ounces/SRP $4.79). Reach Gary
Gardner, founder, at 708-824-1393. Visit
www.organicrootstimulator.com.
Crème of Nature Argan Oil Foaming Wrap
Lotion is light and non-drying with a unique,
shine-enhancing formula that nourishes the hair
while giving it body, long-lasting hold and a
soft, silky feel. Moisturizers are infused with
certified organic argan oil from Morocco
(7 ounces/SRP $4.99). The brand has been
revived by Colomer USA. Reach Stuart Straus,
vice president of sales, at 800-944-4247. Visit
www.thecolomergroup.com or
www.cremeofnature.com.
Doo Gro Mega Thick Growth Oil helps
thicken and strengthen weak, damaged hair. Its
blend of oat protein, oat extract, meadowfoam
seed oil, vitamins, pure herbs, shea butter and
botanical thickeners provides nourishment for
strong, healthy, growing hair. (4.5 ounces/SRP
$5.99). Reach Scott Altman, president, at
877-436-6476. Visit www.doogro.com.
Black consumers are heavy consumers of
media—especially of television and all of its
offshoots. When it comes to beauty products,
companies like Johnson & Johnson, SoftsheenCarson and Procter & Gamble are learning the
value of TV channels. like Black Entertainment
Television (BET), a black marketing juggernaut.
BET Networks is a subsidiary of Viacom Inc.
and provides entertainment, music, news and
public affairs television. The primary BET
channel reaches more than 90 million
households in the United States, Canada, the
Caribbean, the United Kingdom and subSaharan Africa. Its business extensions include
BET.com, which has black entertainment,
music, culture and news, and CENTRIC, a 24hour entertainment network targeting the 25to 54-year-old African-American audience. The
BET digital networks include BET Gospel, BET
Hip Hop, BET Home Entertainment (DVDs and
video-on-demand); BET Event Productions
(event management and production for
festivals and other live events); BET Mobile,
(ringtones, games and video content for
wireless devices); and BET International, which
operates in the United Kingdom and oversees
network distribution. To learn more about
partnering with any of these entities, reach
Debra Lee, BET president, at 212-258-6000.
Visit www.bet.com.
Lafayette Jones is CEO of SMSi-Urban Call
Marketing, a promotion and
marketing company, and publisher
of Urban Call custom publications.
Contact him with your
multicultural news at 336-759-7477
or [email protected]. Visit
www.smsiurbancallmarketing.com.
MARCH 2011 5
FHI Heat returns to an aggressive growth mode
F
or several years, FHI Heat has been one of
the hottest appliance companies in the
professional beauty industry. With premium
tools, the newest technology and a high-end
brand imaging and marketing campaign, the
company quickly penetrated the marketplace.
Then, the industry’s distribution consolidation
went into hyper speed, and its rapid changes
resulted in a loss of national distribution for
the company.
After 12 months of regrouping behind the
scenes, FHI Heat is back in an aggressive growth
mode, stronger than ever, with new national
distribution through SalonCentric, a new line of
premium appliances that will include high-end
shears, a visionary new marketing and
advertising campaign and a strong, dynamic
education program featuring some of the
biggest names in the industry. Beauty Industry
Report (BIR) recently sat down with David
Kim, FHI Heat’s founder, chairman and CEO, to
get the inside story and learn about all of the
newest developments at the company.
BIR: Welcome, David. Please give BIR’s
readers an update on FHI Heat.
David Kim (DK): Thanks, Mike. It’s an
exciting time for FHI Heat. We’re ready to make
some big noise after a quiet spell. FHI Heat has
new distribution, a new line of tools, a new ad
campaign and a new education platform—all
focused on the heroes of our industry, the
professional stylists. Wherever stylists reveal
their creativity—whether it’s in the salon or
behind the scenes of a fashion or
entertainment event—FHI Heat will be
empowering them to do their best work with
premium blow dryers, flat irons, curling irons
and other styling tools, and soon, shears.
BIR: In a crowded marketplace, what is FHI
Heat’s point of difference?
DK: Many of our competitors offer some
fine tools, but we believe that FHI Heat offers
two things that set us apart. First, our approach
is focused on the stylist. At FHI Heat, we make
tools that empower stylists to reveal their
creativity. We are focusing our research and
development and marketing directly on the
stylists, paying tribute to them as artists and
the super heroes behind everyone who needs
6 MARCH 2011
available in more than 6,000 salons. We’ll be
to look sensational. To that end, we’re not only
adding new tools, including a blow dryer and a
offering terrific tools with the newest
curling rod, to the line this year.
technology to maximize their creativity and
In between, to accompany our highefficiency and minimize carpal tunnel
performance EPS (Elite Professional Series)
syndrome, but we’re also creating a multistyling iron and dryers, we’re launching the
dimensional education program that provides
revolutionary KORE line of professional tools,
the cutting and styling techniques and tool
which combines the newest technology in a
selection know-how to take stylists from the
student level to the top of their profession. We complete collection of tools in the multiple
sizes stylists told us they need with a new
are confident that we’ll over-deliver on our
education program that’s just as cutting edge.
promises to support the stylist.
KORE stays true to our mission by delivering
Second, we’re taking the approach of a
innovative products and inspirational
designer fashion house, offering lines at every
education. KORE celebrates the creativity and
price point to meet every need of stylists and
passion that fuel stylists to pursue their craft.
their clients. For example, we’ve improved and
We’ll debut the KORE flat irons, and marcel and
relaunched our Runway Iron as our “couture”
spring curling irons in multiple sizes at
product in a new premium package that
America’s Beauty Show in Chicago, then
includes our Hot Sauce, T-Rex Hair Clips, our
launch the KORE
oval brush,
blow dryer and
carbon combs,
a full line of
thermal mat and
high-end
carrying case. At
Japanese-steel
a $495 suggested
shears and our
retail price point,
new education
it’s the iron of
program at
choice for many
Premiere
session stylists
Orlando in June.
who love the fast
We are entering
heat up and deep
the shear
conditioning heat
market in a very
generated by six
strategic way.
layers of handFHI Heat will debut the KORE line of irons at America’s
Beauty Show in Chicago this month. A blow dryer and
Stylists are often
made pure
premium shear collection will launch at Premiere Orlando. confused by the
ceramic plates
diverse choices and styles of shears. With our
that are treated with tourmaline to produce
new KORE shears, it is our policy to make sure
20% more moisture-locking negative ions than
that every stylist understands the benefits and
competing irons and our proprietary Nano
uses of each style and size. Using only the
Fuzeion technology, which produces
finest Japanese steel, our shears are prepared
unmatched conditioning and shine.
with the most intricate detail possible. Hand
On our “Ready-to-Wear” side, we have our
crafted and personalized by a unique identity
GO Hairstyling Iron by FHI Heat. These are
code, each shear will represent a world-class
terrific ceramic tourmaline styling irons in fun
tool in every aspect. Add to that a series of
colors with a value-conscious $84.95 suggested
excellent cutting courses and education, and
retail price. We support GO Hairstyling with
FHI Heat will show stylists that we have
limited edition designs, compelling value adds,
considered their every need and desire. Watch
such as a free tote bag or travel iron, and very
out for us!
progressive marketing and public relations that
Finally, our Platform line remains a solid
speak directly to consumers. Since our July
stylist staple and consumer favorite, so we’ll
launch, our GO Hairstyling Irons are already
continue to offer those as affordable,
workhorse tools.
BIR: Tell me about your new distribution.
DK: We are delighted to be launching
nationwide with the SalonCentric network.
We have already achieved great success in our
partnerships with SalonCentric MidwestCentral and SalonCentric Midwest-West, so
rolling out through the entire network was a
natural next step. We also recently aligned with
several key distribution partners across Canada,
including West Coast Beauty Supply in British
Columbia, Star Bedard in Quebec, Venus in
Toronto, IBS in Alberta and Salon Centre in
Saskatchewan. At the end of 2010, we opened
Mexico and will be opening Brazil and
Argentina this year.
BIR: FHI Heat has always been known for its
groundbreaking imagery. Tell me about the
new campaign that launches this month.
DK: Our first “FHI was here” campaign was
themed around the hottest looks in
Hollywood, Music and Fashion. Our new
campaign shifts the spotlight to the sensational
stylists who create these trend-setting looks.
With the tagline “Tools for Seriously
Sensational,” these highly stylized ads profile
accomplished stylists, whom we call our
“VisionMakers,” in a very aspirational and heroic
manner. We shot the ads with renowned British
fashion photographer Rankin, and they look
amazing. This campaign recognizes our
VisionMakers for their amazing artistry and FHI
Heat as creating the tools that allow them to
reveal their creativity. Through our online
vehicles, we follow our VisionMakers behind
the scenes to take our audience on a unique
journey into the lives of these VisionMakers.
Our partnership with our VisionMakers extends
beyond marketing and PR, as we draw upon
their passion and talents to broaden our
educational offerings and assist us in product
development. Our ad campaign will break
online just prior to America’s Beauty Show and
in the April issues of leading trade magazines.
As part of the VisionMakers campaign, FHI
Heat will participate in high-profile events,
arming the stylists behind the scenes with the
tools they need to achieve amazing results.
Last month, many top session stylists at New
York Fashion Week used our tools, and we also
sponsored a special styling/gifting suite for
“Empowering
stylists to
create beautiful
hair lies at the
core of everything we do.”
American Express’s top customers.
Additionally, FHI Heat tools were used
extensively to style the stars on the red carpet
during awards season, including Anne
Hathaway, who co-hosted the Oscars. This
month, FHI Heat will be the official styling tool
sponsor at Aspen Fashion Week, where our
artists will be styling hair for 15 runway shows.
In addition, we will also debut our new
trade show booth this month at America’s
Beauty Show in Chicago. The booth personifies
the upscale, premium image of our brand and
incorporates a complete shear section.
BIR: Tell me about your education program.
DK: Empowering stylists to create beautiful
hair lies at the core of everything we do. That’s
why we developed a three-tiered curriculum—
VisionMakers, FreeForm and Team Heat—that
follows the same path we take when creating
our tools—a course must be new, unique and
provide maximum benefit in minimum time.
We’ve united a team of unique artists from
Hollywood, music, fashion and beauty to share
their experiences and challenge stylists’
thinking. Plus, we’re delivering our programs
wherever stylists prefer to learn—at a show, in
the classroom, in their own salon or online.
VisionMakers invites stylists to grab a
backstage pass to learn from and jam with the
stylists who’ve created the hottest looks on the
red carpets, runways and movie sets. We’re also
proud to announce our partnership with RUSH
London, an award-winning team from the
United Kingdom. They will provide classroom
education and appear with FHI Heat at
tradeshows and distributor shows.
Created by FHI Heat’s Global Creative
Director Phillip Wilson, FreeForm Cutting and
Styling turns the industry upside down with a
fresh approach to haircutting that marries the
organic style of cutting practiced by the
European Grand Master stylists and the more
geometric, linear style of cutting developed by
Sassoon. It decreases the overall time stylists
spend cutting, so they have more time to finish,
style and educate their clients about using FHI
Heat's tools to style their hair at home. Phillip
has been our global creative director for
several years and carried our education
program, so we are now delighted to surround
him with many established artists and
educators and a much grander vision.
Team Heat offers experienced educators
and successful stylists who know what it takes
to be a star—and they can’t wait to share their
knowledge.
BIR: With so much happening, you must be
adding to your team?
DK: We are aggressively expanding our
education, sales and operations teams. We are
in the process of transitioning Bryan Batstone
from managing director of FHI Heat United
Kingdom to executive vice president and
general manager of FHI Heat. He joins me;
Joseph Kim, executive vice president and chief
marketing officer; and Dave Genes, our vice
president of global sales, on our senior
management team in Solon, OH. Dave’s topnotch sales team includes Les Haverty,
channel director/full service; Michael Rob,
channel director/SalonCentric; and Keri
Schricker, national sales manager/chain
accounts. We recently hired Michael Macklin
and Leslie Strickland as regional sales
managers, and Kate Everhard, as a salon
development manager, who report to Michael
Rob. We are currently
looking for qualified
candidates for the
director of education
position, as well as
regional sales managers.
To learn more about
FHI Heat, reach Joseph
David Kim
Kim at 216-456-0400 or
chairman/CEO
visit www.fhiheat.com
and www.gohairstyling.com.
MARCH 2011 7
Joico celebrates hair color, tools and City of Hope
B
eauty Industry Report (BIR) recently had
the opportunity to talk with Sara Jones, the
recipient of the 2011 Spirit of Life Award. She
will receive it at the annual Spirit of Life Award
Dinner, which will take place in conjunction
with the Professional Beauty Association’s
Beauty Week 2011 in Las Vegas in July. Sara is
being recognized for her outstanding
philanthropic and business contribution to the
City of Hope. From our conversation, you can
easily appreciate her commitment and the
actions that back it up.
BIR: As this year’s City of Hope Honoree,
what would you like to share with the
professional salon industry?
Sara Jones (SJ): City of Hope is an amazing
facility. For more than 100 years, its team has
been pioneers in treating illnesses. What makes
City of Hope so special, besides the fact that it
is a leading research and treatment hospital, is
its philosophy that it’s as important to treat the
soul and spirit as it is to treat the illness. It’s so
similar to our industry—we make people feel
good by looking their best. City of Hope and
the beauty industry share many common
philosophies.
BIR: Our industry has been a major
supporter of City Of Hope. How can we raise
the bar going forward?
SJ: For years, we have relied on the
generosity of manufacturers and distributors as
the main sources for funding, and although I
expect that to continue, I also see tremendous
opportunity in getting salons involved. Salons
are perfectly positioned to hold local
fundraising events, which benefit them in many
ways. It’s good for business. It’s good for team
motivation. It’s good PR and exposure, but,
salons need help in this area…holding cut-athons and other fundraisers is not in their
comfort zone. This is where manufacturers,
distributors and industry associations can
provide the tools and assistance for salons.
BIR: How has your company, Joico, been an
enthusiastic supporter of City of Hope?
SJ: Together with our parent company,
Zotos, we hold an annual company-wide
fundraising event that includes a cut- and
color-a-thon and a huge raffle. We also give an
8 MARCH 2011
annual donation to City of Hope that links to
our Breast Cancer Awareness cause marketing
campaigns. We always support the annual Spirit
of Life Award Dinner
in Las Vegas. The
Joico employees
participated as a
team in the City of
Hope Walk for Hope
last November,
where we raised
more than $8,000.
We plan to make it
an annual event. And something I am truly
proud of is the launch of Joico’s “Beauty for a
Cure” website, which provides online tools to
help salons develop their own fundraisers. It’s
easy to use, it’s professional and it’s free!
BIR: Share your ideas on how other
companies can become more involved.
SJ: We just produced a PSA video with some
top hairdressers that highlights City of Hope
and includes a call to action via a $10.00 text
donation to City of Hope. It can be played at
shows, on websites, on Facebook, etc. It’s
available by contacting me at
[email protected].
BIR: Can you briefly highlight some of City
of Hope’s major accomplishments?
SJ: City of Hope participates in more than
800 collaborative projects with more than 200
institutions in 46 states and 20 countries. City
of Hope scientists collaborate with colleagues
throughout the world to develop treatments
and continually strive to find solutions in their
quest to cure cancer. Their patented research
processes have led to the creation of the four
top cancer fighting drugs—Herceptin for breast
cancer, Rituxan for non-Hodgkin’s lymphoma,
Avastin for colorectal cancer and Erbitux for
colorectal cancer. City of Hope has also
performed nearly 10,000 bone marrow and
stem cell transplants and is testing a new gene
therapy that may halt HIV while it treats cancer.
BIR: What are your plans for this year’s gala?
SJ: A major change in 2011 is that the Gala
will take place on Saturday night instead of
Monday night. We’re combining the City of
Hope cocktail party with the Cosmoprof Get-
Together Party. That will help kick-off Beauty
Week with a wonderful event, and it will allow
more people who would usually depart on
Monday to
attend. That also
opens up Monday
night for people
to schedule other
activities. The gala
theme is
“Celebrate Beauty.
Celebrate Life.” I
want everyone to
have a great time, so we’re planning on making
the event fun and entertaining. The event will
have a party atmosphere with plenty of glitz
and glamour.
BIR: How can people and companies get
involved?
SJ: There are many levels of commitment,
from being a major sponsor to purchasing
individual dinner tickets. There are also
advertising opportunities in the event journal.
For complete information, contact Csynthia
Savage at 213-241-7721 or [email protected].
BIR: Is there anything else you would like to
add regarding the City of Hope?
SJ: I simply ask everyone to please join us on
July 30 in Las Vegas. I promise you will have a
wonderful time and, more importantly, you will
be playing an important role in helping City of
Hope continue its outstanding work.
BIR: 2010 was an outstanding year for Joico.
How about a brief review of some of the
company’s major accomplishments?
SJ: We focused on two major priorities in
2010. Those were our hair color business and
our first entry into the appliance business. Our
color business has been growing steadily for
the past five years. Last year was a particularly
strong year, driven by many factors but
certainly influenced by the brand awareness we
are getting with having Beth Minardi as the
spokesperson for VeroKPAK color. Beth has a
huge following of top colorists who follow her
advice religiously, and now many of those
salons are using Joico for the first time. In
appliances, we launched the KPAK Reconstrux
VaporIron. It was a huge success, far beyond
our expectations. We are expanding the sales
of the VaporIron internationally this year and
launching our K-PAK Quadraion Pro Dryer.
BIR: Joico’s K-Pak has been a top selling item
in the line from the day it was introduced 34
years ago. What keeps this product current
and continuing to be a winner?
SJ: K-PAK Reconstructor was the first
product to be formulated using human hair
keratin protein as its protein source, which at
the time was a scientific breakthrough. Over
the years, as advancements in science were
discovered, K-PAK was reformulated in order to
continually deliver excellent performance. To
this day, it is still the best performing hair
reconstructor on the market.
We make sure all of our products don’t
become outdated. Our R&D department is
always researching new technologies, and we
incorporate them on a regular basis. We also
are very conscious of keeping Joico products
affordable to salons and their clients, so as we
incorporate new ingredients, we also do it with
accessibility in mind.
BIR: The K-Pak ReconstRx VaporIron
provides an innovative delivery system.
Please share with BIR readers how it works.
SJ: Our research showed that the biggest
concern of hairdressers and consumers with
flat irons was they were damaging the hair. High
heat and frequent use were the obvious
contributors. The ReconstRx VaporIron
combats that problem by depositing protein
and moisture into the hair while you use it. We
developed a liquid treatment that is put into a
chamber on the top of the VaporIron. When
the iron is used, the liquid, which we call Vapor
Fuel, is transformed into a very fine vapor that
is deposited through holes in the iron’s plates
onto the hair. Now for the first time, you can
get the style you want by using a flat iron
without sacrificing the hair’s condition.
BIR: What else is new or hot in your line?
SJ: We’re proud that several of our products
have been hot for years! Industry staples, such
as K-PAK Deep Penetrating Reconstructor
and ISO Option Perms, continue to grow. They
both have been Stylist Choice Award winners
for each of the last 10 years. In terms of new
product introductions, the K-PAK ReconstRx
VaporIron is not only very successful, it was
also named “Best New Launch” in Beauty
Launchpad’s recent Reader’s Choice Awards.
Our Vero K-PAK Color shade line, “Xtra Reds,”
introduced last fall, is flying off the shelf!
BIR: What is new in Joico’s education?
Join Spirit of
Life honoree
Sara Jones at
The City of
Hope Gala
Celebration
on Saturday,
July 30, to kick
off Beauty
Week 2011.
SJ: We are introducing a full schedule of
advanced training courses at the Artistic
Institute in Darien, CT. These courses are
taught by our International Artistic Directors,
Damien Carney and Sue Pemberton. Seminars
range from mastering perfect color placement
to couture hairstyling. In addition, we have
Beth Minardi conducting her very popular
class, “Conversations in Color.” Complete
information on these seminars and schedules
can be found on www.artisticinstitute.com
BIR: What gives your brand a sustainable
competitive edge?
SJ: We are very excited about Zotos’
initiatives related to Healthy Hair on a Healthy
Planet. Thanks to advances in recycling
technology, Zotos is launching new packaging
to bottle its products in eco-friendlier
packaging created from a hybrid bioplastic resin
during the first quarter of 2011. The new
material will be a composite of post-consumer
recycled polyethylene and thermoplastic
starch derived from plants. As a result, the
company will reduce its packaging-related
greenhouse gas emissions by more than 76%.
The first brand to incorporate the new
packaging will be the Joico line. Joico also
prints only on 100% recycled paperboard. In
2011, Joico will be the only professional hair
care company generating its own wind power
on site with the construction of wind turbines
at the manufacturing plant in Geneva, NY. That
eco-upgrade will allow us to take our
manufacturing process completely off the grid
and generate enough clean, efficient energy to
share with local residents and businesses. In
2010 we donated a portion of our Joico Earth
Day Care Duos to “Keep America Beautiful,” the
nation’s largest volunteer-based community
action and education organization.
BIR: What is Joico’s business culture and how
does that enhance your business?
SJ: Joico is a smaller company, but we have a
very strong sense of who we are, how we work
together and how we should best serve the
global salon community. A couple of years ago,
we brought everyone in the company together
to record the principles we all felt and believed
in. We were amazed to see the alignment and
commonality of belief, from office to field staff
and across all functions, in what we now call
our “Core Values.” We defined our standards
across identified values, such as partnership,
purpose, respect, determination, integrity,
quality and responsibility, spelling out what
they mean to us in everyday language and
action. Those values really are deeply held and
actively lived by the Joico
team—they stand written
and described on a large
mural in our office lobby as
a daily reminder to us, our
customers and our
vendors—“All for the Love
of Beauty!”
Sara Jones
Reach Sara Jones at
800-805-6426, ext. 107, or [email protected].
Visit www.joico.com.
MARCH 2011 9
Cilea grows/strengthens lashes at half the cost of Latisse
T
he eyelash growth category was started by
the introduction of Latisse, a product
developed by Allergan, a pharmaceutical
leader with expertise in eye care products.
Latisse is the only FDA-approved prescription
treatment. However, many cosmetic companies
have been marketing non-prescription
alternatives with great success. PureSuasion
recently started marketing Cilea eyelash
growth stimulator in the professional beauty
field. Beauty Industry Report (BIR) talked
with Byron Dennis, who heads the company,
to find out more.
BIR: Hi, Byron. Please tell BIR’s readers about
Cilea, your eyelash growth stimulator.
Byron Dennis (BD): Cilea’s breakthrough
formula helps grow and strengthen eyelashes at
half the cost of Latisse. Unlike Latisse, no
prescription is required. Also, no side effects
have been reported.
BIR: How have you tested Cilea?
BD: We conducted extensive product and
ingredient testing. Independent research done
by AMA Laboratories demonstrates that
participants had up to an 82% increase in
eyelash fullness and eyelash density in just four
weeks. We also utilized outside testing facilities
to conduct a number of safety tests to ensure
that Cilea produces no harmful side effects.
That is the only way we believe we can
guarantee that the consumer is getting the very
best product available.
BIR: What separates Cilea from other eyelash
growth products?
BD: Many companies are marketing eyelash
growth products, but only two are scientifically
proven to grow and thicken eyelashes. Unlike
the other product, Cilea is made with allnatural ingredients, has no reported risk of
harmful side effects, works in less time and
retails for less than half the price!
BIR: What is Cilea’s “magic bullet”?
BD: Cilea’s unique blend of natural
ingredients—proteins, B vitamins, including
biotin, and natural extracts of pumpkin and
pomegranate—works to nourish and strength
the junction where eyelash growth occurs,
providing the nutrition needed for new lash
growth and reinforcing the existing lashes.
10 MARCH 2011
results. With so much clutter online, we
BIR: I understand that Vicki Gunvalson, star
communicate real value through straightof Bravo TV’s “The Real Housewives of
forward information, real testimonials and
Orange County,” is your vice president of
promotions our customers love. We also love
product development. What is her role?
interacting with our fans and customers
BD: Vicki is an unbelievable businesswoman
and a staunch believer in Cilea. Having used the directly, and social media provides a dynamic,
real-time channel through which we can do
product and seen amazing results, she is
that. Cilea has a growing following on Twitter
passionate about spreading the word. Through
and Facebook, and we actively update our blog
promotional appearances, Vicki raves about
and YouTube accounts with interesting articles
Cilea on the Real Housewives of Orange
and video we think our audience will enjoy. As
County (Season 6 premieres March 6) and her
a beauty company, we have
impressive social media
found that the best feedback
following. Vicki empowers
we have received is from our
women to feel confident in
loyal customers, and we are
who they are and lets her
proud of the personal
fans know that looking
relationship we maintain with
glamorous doesn’t have to
them.
be expensive.
BIR: What is your target
BIR: What would you like
market?
to share with both
BD: Women ages 25-55,
domestic and international
who are intelligent,
distributors to encourage
sophisticated, well-read,
them to do business with
ambitious, fashionable,
your company?
cosmopolitan, indulgent and
BD: With a passion for
social.
developing new products
BIR: What is your approach
that deliver excellent results
Vicki Gunvalson
to
participating in trade
in a healthy fashion, we
vice president, product development
shows?
stand out in a hot category.
BD: We participated in Premiere Orlando
We operate in-house with an external product
last year. Shows offer an incredible platform to
innovations team, and we have chosen pricing
communicate with a large number of industry
that is reasonable for all levels of the industry.
professionals on a personal level. We are
BIR: Describe your ideal distributor. What
looking to add IBS Las Vegas in June and
are the key success factors you look for in
Cosmoprof North America in July to our
selecting a distributor partner?
calendar. Since we are based in the South
BD: The three elements that make up a
Florida area, the Miami Beauty Show will
great distributor are a passion for beauty, a
afford us an occasion where we can take our
significant footprint in its relevant marketplace
entire team to interact with customers.
and a strong education team with marketing
BIR: What would BIR’s readers be surprised
savvy. Potential distributors who have tried our
to learn about your company?
product have become as enthused about it as
BD: Everyone in our organization must test
we are. We are entrepreneurs at heart and
all of our products so that we can share the
really enjoy working with organizations that are
same experiences as our customers. Yes, I have
hungry to grow and succeed.
tried Cilea with outstanding results. In fact, I
BIR: Tell me about your organization’s online
had to trim my eyelashes as a result of using it.
marketing initiatives on your website, as
Reach Byron Dennis at 954-514-7429 or
well as social media sites, including
Facebook, Twitter and YouTube.
www.try.cilealash.com.
BD: Our website has produced tremendous
Beauty Expo USA’s move to The Rio applauded
T
he 14th annual Beauty Expo USA took
place for the first time at the Rio Suites
Hotel and Casino—a big step up from its
former venue. Exhibitors increased from 81 in
2010 to 94 this year. However, the number of
attendees dropped significantly from last year’s
count of 2,000 to 1,500 at this year’s show. Hair
goods manufacturers dominated the floor, with
the largest exhibitors including Hair Zone Inc.,
Midway International, New Jigu Trading Inc.,
Royal Imex Inc., Shake-N-Go, Model Model
Hair Fashion Inc. and Sun Taiyana Co. Ltd.
Beauty Industry Report (BIR) attended the
Shake-N-Go dinner and seminar, along with
250 beauty store owners, who came to hear
vice president, Mike Kim, predict, “Where
Premium Human Hair is Headed in 2011 and
How to Grow Sales.” He said, “In 2010, the
buyers were speculating and cautiously
optimistic. This year, they will be generally
more hopeful and confident, and we are
focusing more on high value products, such as
Remy Hair.” After the show, BIR checked back
with Mike, who said, “We wrote a significant
amount of orders, especially with the
expensive XQ line. The new venue played a
significant role, as attendees were very
unhappy with the accommodations at the
previous venue. The highlight of this year’s
event was the dinner concert hosted by our
sister company, Model Model, with a
legendary Korean diva, Patti Kim. More than
900 beauty store owners attended.” Reach
Mike at 888-392-0777 or [email protected].
Visit www.snghair.com.
Monday morning kicked off with a Namaste
Labs sponsored breakfast/seminar with
Venetta Coley, vice president of marketing.
Her seminar addressed the question, “Do you
want to increase sales?” The purpose of the
presentation was to educate beauty supply
store owners on the importance of
understanding how to keep consumers coming
back to their stores and that deep discounting
is not necessary to keep this consumer. Venetta
shared that the No. 1 reason consumers shop at
beauty supply stores is for the specific
products carried and the variety of products
offered. Even though low prices are the last
reason consumers shop at beauty supply
stores, many promotions are price driven.
While mass market retailers are making more
money on ethnic hair care, prices are up 4.5%
versus last year. Many beauty supply store
owners are making less because of discounting.
Reach Venetta at 708-824-1393 or
www.organicrootstimulator.com.
Fisk Industries has a strong presence in the
multicultural beauty store area. At the show,
the company introduced the Collagen Age
Defying Skin Care line. Merchandised in a 20piece pre-pack consisting of Collagen Filler
Facial Wrinkle Reducer, Collagen Filler for
Eyes, Collagen Essence Mask, Collagen Gel
Patches and Collagen Serum, all products
have an SRP of $5.00 each (deal #0401PKDR/
SRP $100.00.) Reach Steve Adler, president/
founder at 845-398-3340, ext. 314, or
[email protected]. Visit www.fiskgroup.com.
Mike Kim, vice president, Shake-N-Go
Clay Campbell, founder and president of
Innovative Beauty Products, offered Touch
Ups, a 10-minute permanent hair color. The
slogan, “Big color in a small capsule!” refers to
the fact that the color comes in a capsule that
is used with any 10 volume developer. For men,
it’s perfect for use on beards, moustaches,
sideburns and temples. For women, it’s ideal for
root touch-ups and spot coloring and can be
used on chemically treated or relaxed hair. It’s
available in an 18-piece counter display (#80018/6 each of three shades: jet black, natural
black, dark brown/SRP $4.95 each). Reach Clay
Visit www.godefroybeauty.com.
NYX Cosmetics introduced Grow Brow
Serum, a prescription-free natural formulation
to produce stronger, thicker, fuller brows in 4 to
8 weeks (#GBS-01/SRP $25.00). Liquid Liner
with Grow Lash Serum helps lashes grow
stronger while instantly providing precise, longlasting definition to the eye (GLLL 01/SRP
$13.00). Mascara with Grow Lash Serum helps
lashes grow stronger while adding volume and
length (GLM 01/SRP $13.00). For more
information, reach Paul Kam, senior sales
manager, at 866-NYX-1004, ext. 4632, or
www.nyxcosmetics.com.
Ted Fishman, president of Ted Fishman &
Associates and the elder statesman of the
multicultural market with more than 50 years
of experience representing manufacturers,
stated, “Rio Suites was a big improvement, both
in rooms and exhibit hall. However, the food
service was limited, and non-hair exhibitors
were spread out throughout the hall, rather
than grouped together by category. An
alphabetical listing of exhibitors, as well as
categories, would have been helpful. Beauty
Times, the principal show sponsor, could have
done more in its coverage of the show. It made
no mention of new items presented by
exhibitors other than hair goods suppliers.
Show badges gave little information as to
categories of attendees, such as single store or
multiple stores and direct buying and/or
wholesaler. The scheduling of the show a
couple of days after the Western Buying
Conference was counter productive, since
most attendees, distributors in particular, chose
not to stay over. If show management wants to
continue to attract non-hair suppliers, it must
showcase those exhibitors to a much greater
extent and find ways to make their show much
more beneficial.” Ted was exhibiting a number
of his lines, including Fantasia, Keystone Lab,
Ecoco Inc., Imperial DAX and others. Reach
Ted at 800-323-5320 or [email protected].
Visit www.tedfishman.net.
Next year’s Expo takes place January 9-10.
For more information, contact Ann Park, show
manager, at 314-426-6333 or visit
www.beautytimes.com.
MARCH 2011 11
WBRA’s Western Buying Conf. celebrates 30 years
T
he Western Buying Conference, the trade
show owned and produced by the Western
Beauty Rep Association (WBRA), has kicked
off the professional beauty industry show
schedule for more than 30 years. There are
other industry trade shows that have been
operating longer, but none have had the trip
this show has taken. It began in Los Angeles in
1979 when Dave Green, the president of the
rep organization, who was assisted by Joe
Notaro, an equipment provider and the firm
that everyone used for its equipment repair
and tool sharpening services, created the first
Western Buying Conference in a downtown Los
Angeles hotel. That show had just eight large
booths. Each was hosted by one of the
association’s member rep groups, who
displayed the lines they represented.
From that modest beginning, the show has
grown as it has moved every couple of years
through a number of hotels and back and forth
between Southern California and Las Vegas.
Next year, the show moves again, however, this
time not to another hotel but from exhibiting
in Bally’s Event Center to the hotel’s Grand
Ballroom.
Beauty Industry Report (BIR) has been a
“passenger” on the Western Buying
Conference’s trip as a distributor, consultant
and member of the media, and from BIR’s
perspective, the present venue is definitely the
winner. Bally’s is located right in the middle of
The Strip; it’s big, but not gigantic; the rooms
are more than adequate with reasonable rates,
and best of all, it doesn’t take a 20-minute hike
to get to the exhibit hall.
The basic premise of the show is unchanged.
The Western Beauty Rep Association’s member
rep groups invite both the manufacturers and
marketers they represent and the customers
they call on to come together in a tradeshow
setting made up, for the most part, of 10- x 10foot pipe and draped booths. There are no
fancy booths dominating the floor, which
makes it a fairly level playing field. This year,
there were six full rows with exhibits on both
sides of the aisle that used a total of 189 10- x
10-foot booths. According to Patty Paletto,
who handles the WBRA show management,
12 MARCH 2011
that represented a modest 5% increase from
the prior year’s 180 booths.
This year’s exhibitor totals were bolstered
somewhat by the WBRA admitting for the first
time exhibitors that were not affiliated with a
WBRA member rep group—17 companies took
advantage of the opportunity. Patty said the
decision was made in order to give a number of
new companies who had not had time to
select a rep organization the opportunity to
showcase their brands. According to Marc
Spilo, president of Spilo Worldwide, who runs
the show with Peter Mazziliano and Harlan
“The Western
Buying
Conference is
no longer
drawing
customers just
from the
Western states,
but more and
more customers
from all parts
of the country.”
Kirschner, “We have regular requests by nonrepped lines to be invited to attend. This year,
to promote attendance and help increase
revenue in order to continue to pay for
customer hotels/airfare, we invited select
manufacturers without a rep organization.
Additionally, if the new exhibitors did well, this
gave them the opportunity to meet and
partner with a rep group, further increasing
their opportunities.”
Peter Mazziliano added that the main
impetus to permitting non-WBRA-represented
companies on the floor was the result of initial
exhibitor show commitments lagging from
companies represented by WBRA members. “As
it turned out, the signed commitments did start
coming in and as a result, we were oversold,
with a waiting list of 8 to 10 firms! It did
accomplish the results we had hoped to
achieve and most likely, we will look at it again
for next year. It turned out that lifting the
restriction provided the opportunity for some
companies that were new to the professional
beauty field to get the opportunity to meet
potential customers and to interview rep
organizations.” Reach Peter at 800-533-8535 or
[email protected].
Kristin Almond, president of Lucky 11, a
first-time exhibitor without a rep firm, told BIR,
“It would have been ideal to have a rep prior to
the show. However, we were able to meet faceto-face with three different groups and
decided to go with Jay Halaby. Our East Coast
reps were at the show as well, and they
brought in several new customers that had
never seen our product in person.”
As mentioned previously, as an enticement
to attend the show, the WBRA picks up two
days of travel expenses for buyers, including
hotel costs. However, even with that perk,
buyer attendance has not grown substantially.
Also contributing to this year’s soft attendance
was the adverse weather in the East and
Southeast. The attendance numbers reflect a
marginal 3% increase in registered attendees,
488 at this year’s event compared with 475 in
2010. The economic downturn has played a
large role in depressing attendance. In the last
five years, a key factor has been the loss of
beauty supply stores who have gone out of
business. For years, those stores had a
monopoly on selling salon hair care brands to
the public. With widespread product diversion,
that advantage has been wiped out by the mass
retailers who stock large sections of
professional hair care. The smart beauty store
operators who saw that trend coming have
diversified their product selection to become
destination beauty stores and continue to be
viable retailers.
New products kick off the new year
Dennis Bernard Campanaro, president/CEO
of Dennis Bernard, Inc., introduced Grey
Oxidizing Drops (1 ounce/list $9.99; 1/4
ounce/list $5.49). According to Dennis, Grey
Oxidizing Drops can be added to any
manufacturer’s permanent, demi- or semipermanent color to completely cover gray hair.
Maximum color absorption with a shortened
processing time is achieved by mixing Grey
Oxidizing Drops and The Color Accelerator
(TCA) into the color mixture. Reach Dennis at
www.dennisbernard.com.
Kristin Almond, who previously worked for
TIGI and is now president of Lucky 11, has
created salon quality hair and body products
for cheerleaders, cheer moms and all girls who
love the sport. Lucky 11’s new five-product Diva
Chics line is the big sister to the original Cheer
Chics line of hair and body products. Kristin
stated, “Even if our packaging is fun and flirty,
the gentle and rejuvenating formulas are geared
to promote hair health and good personal care
at any age. In Lucky 11, our exotic superfruit
complex (acai, pomegranate and dragonberry
extracts) helps protect against environmental
stress. The line includes Be Fabulous
Moisture-Rich Shampoo (8 ounces/SRP
$10.95), Be Fabulous Moisture-Rich
Conditioner (8 ounces/SRP $11.95), Be Fierce
Hydrating Detangler (8 ounces/SRP $12.95), Be
Perfect Hair Pudding/Styling Cream (8.5
ounces/SRP $13.95) and Be Glitzy Hair and
Body Glitter (5.2 ounces/SRP $9.95). Reach
Kristin at 888-992-4337 or
www.lucky11products.com.
Nadine Jones, Ojaván Products director of
marketing and PR, showed a new skin care line
made from America’s Dead Sea, the Great Salt
Lake. She noted, “Our products have Native
American names and contain more than 70
trace minerals. In fact, the company name is
Navajo spelled backward!” The products
include Npató Mineral Mud Face & Body
Mask (2 ounces/SRP $25.00; 6 ounces/SRP
$58.00), Maka Ashih Mineral Mud Salt Scrub
(4 ounces/SRP $44.00; 6 ounces/SRP $64.00),
Pamea Poan 88% Certified Organic Facial
Moisturizer (1 ounce/SRP $35.00), Pamea Poan
80% Certified Organic Hand & Body Cream
(6 ounces/SRP $34,00) and Aromatherapy
Bath Salts matched with a holistic healing
crystal (7.5 ounce/SRP $16.00; 16 ounces/SRP
$22.00; 1.3 lbs/SRP $26.00). Reach Nadine at
Visit www.ojavanproducts.com.
The Western Buying Conference Show floor
Another new exhibitor was Windmill
Health Products. The company has been in
business for more than 35 years and is a
manufacturer and marketer of lifestyle
nutritional products and nutritionally enhanced
cosmetics, creams and lotions. Windmill is
manufacturing and marketing the Quick Trim
line of diet products endorsed by Kim
Kardashian and her sisters, along with the
Kardashian Glamour Tan and Rejuvicare
Inner Beauty product line. Windmill will be
introducing value-added multicultural skin
lightening formulas and a line of nutritionally
enhanced cosmetics, creams and skin
moisturizing lotions over the next several
months. Reach Rich Lauritano, vice president
of special market sales, at 800-822-4320, ext.
316, or [email protected]. Visit
www.windmillvitamins.com.
Free Your Mane is a new multicultural hair
care line featuring baobab oil from Africa.
Baobab oil holds and delivers eight times its
weight in moisture to the hair. The product line
contains no sulfates, phthalates, parabens or
petrochemicals and features Hydrating
Shampoo and Daily Detangling Conditioner
(10.14 ounces/SRP $15.95); Intensive Hydrating
Hair Masque (8.45 ounces/SRP $19.95);
Conditioning Pomade (4 ounces/SRP $15.95);
Reviving Spray (4 ounces/SRP $14.95) and
Restorative Hair Oil (4.1 ounces/SRP $24.95).
Reach Israel Segal, president, at 818-434-0115
www.freeyourmane.com.
Alleghany’s new management team has
been revitalizing its brands with updated
packaging, line extensions and salon-inspired
ingredients. Jhirmack Distinctions Silver Plus
now offers a complete hair care regimen
enriched with natural anti-aging properties
from vitamins, botanicals and antioxidants.
Pure Shine features six products designed to
create shiny, curly or straight hair. New slimline, space-saving Hask displays offer increased
shelf productivity for beauty store retailers.
Vigorol Mousse has a new, sleek design with
enriched formulas, including Maximum Shine
& Wave Mousse (12 ounces/340 g/
SRP $3.99); Olive Oil Mega Moisture
Mousse (12 ounces/340 g/SRP $3.99); Curls
Mousse (12 ounces/340 g/SRP $3.99);
and Relaxed Hair Mousse (12 ounces/
340 g/SRP $3.99). New Vigorol products include
a Liquid Hair Relaxer Kit (2 applications/
SRP $4.99); Moisture & Strength Defense
Crème Hairdress (5 ounces/145mL/SRP $3.99);
Temple & Scalp Defense Crème Hairdress
(5 ounces/145mL/SRP $3.99); High Gloss Spray
(5 ounces/145mL/SRP $4.99); and High Gloss
Serum (5 ounces/145mL/SRP $4.99). To learn
more, reach Yvonne Chavez-Sein, director of
sales, at 800-645-6190 or
[email protected].
Visit www.alleghanypharmacal.com
BIR visited with Peter Von Berg, president
of Nutra Luxe MD, who was exhibiting a lowlevel cold laser light to treat thinning hair. Laser
light therapy has been used for years by hair
loss clinics to treat hair loss. Nutra Luxe MD is
introducing the same technology to be used at
home. The company’s Nutra-Laser system
contains a low-level cold laser hair brush with
WBRA continued on page 14
MARCH 2011 13
WBRA continued from page 13
With a $199.00 list price, its price point has not
18 laser diodes, hair serum (1-ounce) and a 4been a factor. The black model, which is
ounce shampoo and conditioner (SRP $345.00,
usually the most popular styling tool color, is
a $428.00 value). The individual items available
surprisingly being out sold by the Ferrari red
separately are a laser hair brush with charger
model. Reach Joe at 518-330-4924 or
(SRP $199.00), the Hair Active serum
[email protected]. Visit www.conair.com.
(SRP $186.00) and shampoo and conditioner
Scott Hagstrom, Helen of Troy’s vice
(4 ounces each/SRP $21.50 each). Reach Peter
at 239-561-9699 or [email protected]. Visit president of sales, said, “Curls and waves are
back in style. Hot Tools is the No. 1 curling iron
www.naturaluxemd.com.
in the salon industry, with sales up more than
Ernie Brauchli’s Creative Beauty Concepts
30% in the last year alone. Specialty irons are
is the exclusive master distributor of Swiss
also a major growth segment for Hot Tools.”
made Valera products. At the WBC, he
Scott pointed out the newest models that
introduced Valera’s new Colour Care system,
were on display, including the Curly-Q tapered
which preserves hair color, shine and natural
moisture. The line includes appliances that lock irons. These irons are available in three finishes,
including gold, nano-ceramic and titanium and
in hair color to create healthy, beautiful styles.
in ¾-inch and 1-inch sizes, as well as a special
The Swiss Nano Dryer with Colour Care is
powerful and compact (available in metallic red 1¼-inch size available in nano-ceramic (list
range $44.00 to $56.00). Also new is the Hot
or black/SRP $159.00). The Swiss’X Brush &
Tools Safari Collection with zebra,
Shine Iron with Colour
cheetah and Bengal tiger patterns on
Care has digital
dryers and flat irons (list $65.00), due
temperature controls to
out this spring. Reach Scott at 915-225450°F (available with brush
5805 or [email protected]. Visit
attachment and heat
www.hotus.com.
proof cap/SRP $139.00).
At Dashing Diva, Nancy Waspi,
Reach Katy Cannell,
who
recently joined the company as
director of sales and
from left: PJ Mazziliano,
GM & Associates; Kevin
vice president of sales, said, “Dashing
marketing, at 847-676-1950
Osterloh, The Kirschner
Diva is starting to put more focus on
or email
Group; Jay Templeton, GM &
nail polish because of OPI and Essie
Associates; Sasha-san Vinokur,
www.valerausa.com.
principal at FootsieBath of being acquired and, in fact, we will be
introducing Dashing Diva’s
At the Belson exhibit,
Beverly Hills
Spring/Summer collection Urban
Denise Russell, regional
Bloom, featuring a compact display of six
sales manager, showed the new range of
colors inspired by runway trends ($24.00
specialty irons. The collection includes the
salon).” She added that one of Dashing Diva’s
Jumbo Ceramic Triple Barrel Waver (GH3011),
goals is to provide ways for nail technicians to
Tourmaline Ceramic ¾ inch Spiral Iron
increase their income by giving them new
(GH3012) and 1-inch Ceramic Crimping Iron
products that are reinventing nail salon
(GH3010). The line has traditionally been
services. Nancy said, “Dashing Diva’s patented
focused on the multicultural market. Today,
French Wrap Manicure provides long lasting
that’s changing to target anyone with textured
French manicures without using polish. The
hair. As a result, the packaging has been
French Wrap Manicure provides flawless French
redesigned to appeal to a wider range of
color that lasts on natural nails up to two
customers and the company is widening its
weeks. There’s no chipping, smudging or brush
marketing to full-service distributors. Reach
lines, because now every technician can
Tom Gebhart, general manager and vice
provide perfect smile lines, every time” (salon
president, at 915-225-4899 or
kit $45.00). Reach Nancy at 262-215-8791 or
www.belsonproducts.com.
www.dashingdiva.com.
Joe De La Cruz, Conair’s national sales
Gary Warner showed Color Club’s newest
manager, shared the success the Ferrari
collection, Alter Ego, of 12 formaldehyde-,
designed Volare Hair Dryer is experiencing.
14 MARCH 2011
toluene- and DPB-free shades—six lights and
six darks (two collections). The Alter Ego Lights
that Reveal your Mystery Collection includes
Milky White Base Coat and the Alter Ego
Darks that Keep it Under Cover Collection
includes Vivid Top Coat. Each collection ships
in a 7-piece salon pack, or polish only in a 27piece or 54-piece display (0.5 fluid ounces/SRP
$6.50 per bottle). Reach Gary, national sales
manager, at 800-221-8080 or
www.cosmeticgroup.com.
Creative Nail’s success with Shellac has
opened up the category for a number of other
professional nail care companies. Le Chat’s
president and founder, Newton Luu, showed
the Perfect Match, which combines the gel
and the matching shade of nail polish (list
$15.95/SRP up to $35.00). Also from Le Chat is
Double Agent, a bottle of basecoat and one of
topcoat in a single package. These duos are
displayed in a small counter unit of eight pieces
(deal #DA2PD/SRP $11.20). Reach Aaron Hill,
national sales manager, at 510-741-9998 or
www.lechatnails.com.
Lori Silverstein, who owns Peninsula
Beauty Supply in Burlingame, CA, brought
Christine Booker, senior buyer, and Gina
Antone, buyer, to the show. Lori said, “We
came to the show looking for some hot new
trends and items. The nail category had lots of
glitz...what is old is always new. Our group was
impressed with Bling Nails from Nail Bliss, a
division of Dashing Diva. It’s an appliqué for
nails in different patterns. We have seen a lot
of press on this type of item and we’re looking
forward to carrying it in our stores.” Reach
Nancy Waspi at 262-374-4505 or
[email protected] or visit
www.dashingdiva.com.
Lori continued, “We visited with Hair Tinsel
by Hair Flairs. It’s a strand of Hair Tinsel to add
sparkle to the hair. You tie it in, and it’s 100%
heat resistant. It’s a great way for the stylist to
make extra profit as an add-on service and is
ideal for retail-focused beauty store operations,
like ourselves, to offer the consumer to do at
home and save money. We placed an order for
this fun item.” For details, reach Hair Flairs at
www.hairflairs.com.
“I was impressed with the makeover of a
polish line, created by none other than the Nail
Diva, Donna Louis,” said Lori. Prolana/
Prolocks is a nail care line definitely worth
consideration, because we know it will remain
professional. With Essie sold to L'Oréal and OPI
to Coty, I think it may be time to focus on
building another brand.” Reach Donna at
www.prolanausa.com.
Lori added, “At the end of the day, when we
are all so tired, we found Shotz, the energy
shot, for added energy to keep us going
throughout the end of the day and into the
evening’s festivities. They come in great flavors
and they have a great point-of-purchase
display.” Reach Jamie Gill, CEO of Shotz
Nutrition, at 972-661-5133 or
www.shotzenergy.com.
Milestones, celebrations and farewells
The Wahl Corporation with Bo Langley,
director of sales and marketing, hosted a
surprise retirement party for Dottie Reiner,
who sold her Kayline brand to Wahl a couple
of years ago. Dottie’s husband, Ken, started
Kaynar Company in 1948, manufacturing Lady
Ellen Klippies. In 1974, Dottie and Ken renamed
the company Kayline, as they started
manufacturing salon station carts referred to as
rollabouts and cart accessories.
At the William Marvy Company booth,
Robert Marvy, president, shared with BIR that
2011 marks the barber supply company’s 75th
year. Bob noted, “Our business was founded by
my father, William Marvy, in 1936 as a barber
supply dealer, serving barbers in Southern and
Western Minnesota. The company expanded its
operations in 1950 by adding the manufacture
of the now world famous Marvy Barber Poles.
In the 1960s, we added a complete line of
Steril-Ray Electric Sanitizers, Mar-V-Cide
Liquid Disinfectant and Disinfectant Jars. The
company continues to be family-owned and
operated, and I am delighted to have my sons
Scott, Dan and Brad, the third generation, also
actively involved in the business.” Reach Robert
Visit www.wmmarvyco.com.
Rick DiMarzio, president of family-owned
Krest Combs, was working the show with his
son, Dean, who is the third generation working
for the company, which is celebrating its 53rd
year in business. The two top selling comb
styles, according to Rick, are what stylists are
taught on in beauty school—styling and tail
combs. Reach Rick at 978-537-1244 or
www.krestcombs.com.
Kimberly Nelsen, national sales manager
for Marianna, told BIR that the company is
celebrating its 42nd year in business. Marianna
is a combination manufacturer, importer and
master distributor and also operates a large
beauty school supply business. Reach Kimberly
Jeffrey Sporn, representing the third
generation of the Sporn family, shared,
“Spornette is celebrating 60 years in the
professional beauty industry! That's 60 years of
providing stylists, your grandmas, your mama
and yourself with the most necessary and
trustworthy hairbrushes. Spornette's founder,
Walter Sporn, a German refugee who came to
America with nothing in his pocket, would be
so happy today if he could see the success of
his offspring.” The company featured the new
Big Wonder Brush, a bigger version of
Spornette's top seller, the Little Wonder. The
Big Wonder (SRP $8.75) is ideal for creating
volume, back brushing and teasing larger or
longer hair sections. Reach Jeffery, sales and
marketing manager, at 800-323-6449. Visit
www.spornette.com.
Gary Warner, who was a sales associate for
Van Nest Coleman in the Northeast, is now
the national sales manager for the Forsythe
Cosmetic Group. Reach vice president,
Michael Rose, at 800-221-8080 or
www.cosmeticgroup.com.
Simpson Tolero is working with Gary Louis
& Associates. He previously worked for Jason
Freeman’s sales agency, United Beauty Group.
At the show, Gary Louis, owner, received the
Andis rep salesperson of the year award. Reach
Gary at 800-494-2171 or [email protected].
Peter Carroll, Andis western regional manager,
is now managing Southwest Asia. Reach Peter
Visit www.andisco.com.
Paul Lande sales associate, Kenny Baum,
was recognized by the William Marvy
Company as its 2010 top sales producer. Reach
Kenny at 281-531-9661 or [email protected].
Kenny Rogers, a sales associate for The
Kirschner Group (TKG), was named TKG sales
executive of the year for 2010. Kenny is a
member of TKG’s Southwest region. He was
presented with the TKG “World of Difference”
trophy and a cash bonus.
Unfortunately, BIR is hearing more and more
reports of industry people passing away. Mark
Zusser, president of Beauty Dynamics,
reported that Frank Jones, a sales rep who
worked for Don Childers and Associates and
Chris Christensen and also as a distributor
salesman for Helene Curtis Empress Beauty
Supply, has passed away. See others under
“Obits” in this issue on page 4.
Marc Spilo, president of Spilo Worldwide,
said, “The Western Buying Conference is no
longer drawing customers just from the
Western states, but more and more small,
medium and large customers from other parts
of the country. Spilo Worldwide saw customers
who represented the OTC segment—single and
multi-store chains, as well as small and large
full-service distributors. Most importantly,
many customers and exhibitors with whom I
spoke were more upbeat about the economy
and are starting to see business trend up—
something we are all pleased to see!” Reach
Marc at 800-347-7456 or [email protected]. Visit
www.spilo.com.
Harlan Kirschner, president of The
Kirschner Group, added, “The show is growing
again and both customers and manufacturers
came prepared to do business. There was a
more positive attitude about 2011 and the
business climate ahead. Manufacturers were
more aggressive with deals and promotions
than last year and distributors are certainly
more receptive. OTC stores are looking for new
categories to expand into and looking for new
items that are innovative or different. We are
very optimistic about this new year as all
indications from show participants indicate the
economy is on a rebound.” Reach Harlan at
Visit www.kirschnergroup.com.
Next year’s show takes place January 16-17.
Contact Patty Paletto, Western Beauty Rep
Association show manager, at 661-257-6260 or
[email protected].
MARCH 2011 15
Education/sales strong at ISSE Long Beach
T
presented in both Spanish and English.
he Professional Beauty Association (PBA),
The lineup of complimentary education
producer of the International Salon & Spa
included 73 hair classes, 35 nail classes, 22 skin
Expo (ISSE) in Long Beach, CA, has a problem
that other show producers
dream about—a sold-out show
with an exhibitor waiting list. In
spite of show management
having to contend with an old,
poorly designed convention
center, Eric Horn, show director,
and his team are masters at using
every possible square foot of
exhibit space. In spite of a
decrease in the total number of
exhibitors (363 companies
exhibiting compared with 391 in
2010), the same amount of
exhibit space (approximately
124,000 square feet) was used, as
many exhibitors took more space
The ISSE floor was crowded throughout the show.
this year and the
classes and 37 business classes. An additional 11
EstheticsAmerica and Wellness Education
hands-on classes were available for a fee.
joined the show floor
The arena area was designated as the
This year’s show offered extensive
EstheticsAmerica & Wellness Pavilion with
educational opportunities. The International
the entire area dedicated to skin care, wellness
Fashion Theater’s lineup included Mark Hayes
and education, including CIDESCO (the
and the Sassoon Creative Team; Kim Vō
international esthetician training organization).
presented by Ultimate Beauty Companies;
Did it work? BIR asked a number of exhibitors
Nick Arrojo and the Arrojo Artistic Team;
in the arena. Lydia Sarfati, founder of
Sandra Yu; Mike Karg and Jo BlackwellRepêchage, said, “The ISSE’s decision to create
Preston from the Karg + Blackwell Academy;
a special area for skin care education and highDanny Lapointe and Anita Gutierrez for
end professional skin care manufacturers was
Clairol Professional; Martin Parsons; Rusk
right on the money. We at Repêchage hesitated
Creative Team; Lisa Yamasaki from J’s Hair
to return to the Long Beach show, as we felt it
Studio & Academy, NAHA master stylist
was so hair care driven that there was no focus
Charlie Price and Michael O’Rourke for
on professional skin care. We are glad we have
Michael O’Rourke Haircare. ISSE also
given it a second chance. By creating this
presented the Technical Theater featuring
special focus area, we saw a better qualified
return appearances by Nick Arrojo, Kim Vo-,
buyer and our sales were up 40%! In addition,
Mike Karg and Jo Blackwell- Preston joined
we have great follow up business.” Reach Lydia
by Yosh Toya, Beth Minardi presented by
at 201-549-4200 or [email protected]. Visit
Joico, Marco Pelusi, FI Hair’s Dewey Fanone,
www.repechage.com.
John Simpson sponsored by Goldwell and
A number of local distributors supported
John Alanouf and Josef McCasland from The
the show. Ultimate Beauty Companies (UBC)
Network Academy. In the Latino Fashion
with its three divisions (Nancy’s Beauty
Theater, Raul Matez, Robert Curiel, Marcel
Warehouse, Bella Salon & Spa Distributor
Munoz, Martin Parsons and the National
and Exclusive Salon Distributor/viaBeauté)
Latina Cosmetology Association were
16 MARCH 2011
brought 60 employees. One of Exclusive Salon
Distributor’s lines, Kim Vō Hair Care, sponsored
Kim’s Best of Blonding class in the Technical
Theater. Following Kim’s class, the four
winners of Ultimate Beauty
Companies’ $5,000 Ultimate Rewards
Giveaway were randomly selected by
Kim, who was joined on stage by UBC
senior vice president, Cynthia
Heisser, and UBC marketing
communications manager, Richie
Lugo. Winners were Jack White,
owner, The Beauty Source, (Pacheco,
CA); Norman Villas, owner, Quality
Beauty Supply, (Orange, CA.); Shauna
Racel, stylist, JCPenney Salon (Yuma,
AZ) and Mr. and Mrs. Simon Kim,
owners, Beauty One Supplies, Inc.,
(Los Angeles). “We wanted to reward
three of our UBC Ultimate Rewards
members with a grand prize rather
than only one winner as we did the last two
years,” Cynthia said. “In addition, Morad
Zahabian (CEO/president of UBC) and I
wanted to create more excitement at the show
by rewarding an ISSE attendee who completed
a UBC passport card and enrolled in our UBC
Ultimate Rewards program with a $5,000 prize.”
Following the giveaway, UBC sponsored the
official ISSE Night Out Party at the Cohiba
Nightclub and Lounge. More than 600 stylists
and beauty professionals attended. UBC
capped off ISSE with Cynthia’s “Selling Luxury
to the Recessionista” class, which had a
standing-room-only audience.
“Luxury is for everyone, and there are key
concepts that must be understood,” Cynthia
explained. “Don’t lower your standards or your
bar. Instead, create value-added options. Sell
hope within your products and services—The
self-help industry grew to $11 billion in 2009
with books, audios and DVD sales promoting
personal coaching and hope to your end-users,
sales reps, salons and beauty supplies.
Merchandise luxury brands utilizing textures,
such as wood, glass and ceramics. They
instantly become more attractive for the
consumer to purchase. And most importantly,
treat every customer as if she is your grandma,
mentor or role model.” Reach Richie at
Karl Sweis, president of Sweis Inc., did not
have an exhibit; however, his sales forces and a
number of employees worked with the firm’s
key lines. Karl noted, “Our emphasis was to
support Moroccanoil and Keratin Complex.
Keratin Complex had a classroom and stage
area. At Moroccanoil, people were six deep
trying to buy merchandise. The attendance on
the show floor on Sunday was amazing! It was
the busiest Sunday I can recall. Stylists were
hungry for education, open to trying new
products and not as concerned about what
they were spending compared with the last
couple of years.” For more information, reach
Karl at 877-633-1717 or [email protected]. Visit
www.sweisinc.com.
Alfred Hakim’s Beauty Sales, a full-service,
Beverly Hills distributor, was a first-time
exhibitor. Sara Gliebe, operations manager,
said, “We had excellent sales from the Marilyn
Hair Brush line and the ELC Dao of Hair RD
(Repair and Damage), which uses natural
botanicals and multivitamins, had good
reception from stylists who were looking for a
more natural hair care brand.” Reach Sara at
www.beautysales.com.
Beauty Systems Group’s West Coast
Beauty System hosted a large VIP room. Patty
Cadena, director of marketing, reported, “Each
of our two key areas of focus achieved its sales
goals and initiatives. Our VIP room was a
benefit for our key customers as a place to visit
off the crowded show floor and also to see
new brands. Our salon consultants were busy
throughout all three days with decision makers
from all of California. We even had some BSG
salon consultants join us from our Eastern
Division with some of their VIP accounts. Our
show floor area was the other key focus, and it
was extremely busy. Overall, we noticed that
customers are spending more money—a key
driver being innovation. We believe that the
ISSE is a precursor to what we should expect
from 2011—that it’s going to be a very strong
year for color, skin care and for brands that
posture themselves as being different.” Reach
Patty at 708-748-4752 or
[email protected].
Enzo Milano’s founder and president, Renzo Stickers were also a big hit. It appears that
women always want to be pretty and are
Composto, said, “The show for us was up
willing to pay for that privilege.” Reach Mia at
nearly 150% over last year. We launched the
Forte line, which consists of temperature
www.tonytail.com.
control curling irons (14 mm, 20 mm, 26 mm
Long-time exhibitor Ivan Bonk, co-owner of
and 32 mm/salon list $169.99), Doppio silicone
SalonWear, said, “Stylists were excited and
hair brush sets (salon list $79.99) and the
Estrotto crimping iron, which comes with three buying better than last year. New salon
openings were up, as we sold lots of branded
plates—Enzo’s signature square plates and the
products—capes, aprons and robes—with salon
classic triangle and waver plates (salon list
names, with sales exceeding last year’s
$179.99). All products are available at
numbers. Salon owners were investing in
www.enzomilano.com. Reach Natalie
quality garments to make the salon look better,
Composto, national sales manager, at 714-227and stylists and booth renters were buying
3030 or
to spruce up their wardrobe and image.
[email protected].
New was the Two Tone Cape, with a
Reach Renzo at 714-429-1405
waterproof polyurethane top and
or [email protected].
iridescent fabric bottom for shampoo,
Lauren Austin, sales
color and chemicals. It is available in
manager for Michael
black, brown, copper and leopard (show
O’Rourke Hair, said,
price $22.00).” Reach Ivan at 800-635-3323
“Michael rocked the crowd.
It has been a frantic and
www.salonwear.com.
fabulous first year, and
At Ego Professional, Peter Mazziliano
March marks our one-year
introduced the Ego Kompressor dryer. It
anniversary. Our 3Way
Enzo Milano caused a
Hairspray and our Tower of buzz with stilt walkers features high volume air flow, six heat and
speed settings and is lightweight at only
Power generated a buzz!
on the show floor.
Sweis Inc. and Independent Photos: Caught in the 13.5 ounces (#23000/salon list $199.99). The
Moment
Ego line consists of three hair dryers, two
Salon Services introduced
flat irons and one curling iron. Reach Peter
clients to our line and made
sure they walked away with our show deal
Visit www.egoprofessional.com.
($50.00 for one each of every product).” Reach
Denise Mason, American International
Lauren at 310-770-0222 or
Industries’ show manager, said, “Our IBD and
EzFlow gel polishes were in great demand. At
www.michaelorourkehair.com.
the China Glaze booth, the Crackle Glaze
At Simply Organic, the marketer of plantcollection sold out in 90 minutes.” Reach
based hair and skin care, bath and body
Denise at 323-728-2999 or
products, Gino Martignetti, general manager,
introduced Simply Organic Oil Emulsion
www.aiibeauty.com.
Haircolor. It’s formulated without waxes,
In spite of all the adverse publicity that
artificial gelling agents, cream thickeners,
keratin hair straightening/smoothing systems
ammonia or artificial fragrance. It comes in 27
have received due to the debate over the
shades. Reach Gino at 866-512-4247 or
safety of key ingredients, the show floor was
crowded with these brands, including Keratin
www.simplyorganicbeauty.com/hair-color
Complex, Brazilian Keratin Treatment,
Mia Kaminski operates The Tonytail
Brazilian Blowout, GK International
Company and markets practical hair
(formally Global Keratin) and Cadiveu.
accessories and styling tools. She said, “We
Marcelo Teixeira, co-owner of Marcia
sold out of every hair accessory we brought,
Brazilian Keratin Treatment, reported, “We
including our samples and demo items! The
introduced two products that can be used
interest and attention on our hologram Bling
both in the salon and at home. The Marcia
String was incredibly high. Our new Hair
ISSE continued on page 18
MARCH 2011 17
ISSE continued from page 17
Teixeira Keratin Intensive Masque conditions,
moisturizes, strengthens and enhances shine on
all hair types (4 ounces/SRP $28.00). The
Marcia Teixeira Keratin Leave-In Spray
detangles, prevents split ends and protects
from UV rays, leaving hair soft, shiny and
manageable (2 ounces/SRP $10.00;
4 ounces/SRP $18.00). Contact Marcelo at
Visit www.braziliankeratin.com.
Keratin Complex debuted Straight Day
(SRP $32.00) and Dry Shampoo (SRP $24.00)—
to help keep locks looking fresh and smooth
every day. Reach Lindsay Solomon, vice
president of marketing, at 888-409-4445 or
www.keratincomplex.com.
Offering an alternative was Zerran
International, which debuted its 100% vegan
semi-permanent hair smoothing system—
RealLisse. Marketing director Cindy Van
Steelandt, said, “As evidence mounts regarding
the toxic dangers of Brazilian keratin-type hair
smoothing systems, it is clear consumers are
clamoring for change. At the same time, stylists
are gaining awareness and are actively searching
for a healthy alternative for hair smoothing.”
RealLisse joins Reform, Zerran’s patented
method for permanent hair straightening, which
is also free of formaldehyde and other harmful
substances. The RealLisse single-use trial kit
contains 4 ounces of RealLisse Catalyst, 2
ounces of RealLisse Smoothing Moisture
Masque, 2 ounces of RealLisse Leave In or Rinse
Conditioning Serum, 2 ounces of RealLisse
Smoothing Shampoo and 2 ounces of
Absolution Shampoo (List $40.00). Reach
Cindy at 800-626-1921 or
www.zerran.com.
Farouk Systems introduced its CHI Enviro
American Smoothing Treatment, a
professional in-salon treatment designed with
pearl and silk complex to transform frizzy,
unruly hair into sleek, polished tresses. The
100% formaldehyde free formulas work with
410 degree heat to realign bonds and infuse
pearl and silk molecules into weak spots in the
hair, creating a smoother cuticle layer, locking
out humidity and frizz. Results last up to 4
months. Reach Gregg Emery, vice president of
sales, at 800-237-9175 or [email protected].
18 MARCH 2011
Visit www.farouk.com.
BIR attended a breakfast introducing the
new Miss Clairol. Clairol Professional has
reinvented Miss Clairol as new liquicolor
permanente. It infuses the iconic Miss Clairol
brand with the power of soy with the new
SOY4PLEX technology to provide the rich,
natural-looking shade results that have made it
an industry favorite. The new formula features
the same shade results as Miss Clairol with
100% gray coverage. Clairol Professional also
introduced seven new shades (2 ounces/SRP
$3.99-$4.49). Reach John Perry, director of
sales, at 818-999-5112 or [email protected]. Visit
www.clairolpro.com.
According to Dan Shorts, vice president of
sales for Orly International, Orly’s seasonal
collections and Orly Pro were the big sellers at
ISSE. Orly’s spring 2011 six-shade collection,
Precious, is available in an 18-piece display, 6pack and as open stock (SRP $7.50). Orly Pro is
a new addition that features the aroma of
Italian mandarin—Purifying Soak for Hands
and Feet (1 gallon/list $49.95; 33.8 ounces/list
$19.95), Moisturizing Exfoliator for Hands and
Feet (1 gallon/list $72.50; 33.8 ounces/list
$25.95), Detoxifying Mask for Hands and Feet
(33 ounces/list $29.95) and Moisturizing
Lotion for Hands and Feet (33 ounces/list
$17.50; 8.58 ounces/list $5.95). Reach Dan at
818-994-1001, ext. 125, or
www.orlybeauty.com.
From Australia, Just Been Funked
introduced the JBF 230ion+ Styler. It
straightens the hair and gives a long-lasting,
shiny, professional finish. A super-charged
heating system infuses ions into the hair,
temporarily changing the physical bond. Visit
www.justbeenfunked.com.au.
Keralyze, a professional corrective hair care
line with styling, finishing and conditioning
products, debuted at ISSE. The line features
Prokesil Complex, a blend of conditioning,
smoothing and delivery agents that seal hair
cuticles damaged through coloring, bleaching
or thermal straightening to restore dry, dull,
chemically damaged hair to its natural shine
and luster. Chelactive Complex is the first line
of defense against the weathering and
chemicals that reduce hair health, neutralizing
harmful impurities such as chlorine, minerals
and heavy metals found in tap water (including
iron, copper, magnesium, lead and zinc).
Roseblowout is an anti frizz heat styling lotion
(6 ounces/SRP $11.00). Roseoil features optical
brighteners and color pigments to enhance
color vibrancy, shine and body (4 ounces/SRP
$13.00). Contact Loretta Ecker, director of
salon marketing, at 800-960-7861, ext. 102, or
[email protected]. Visit www.keralyze.com
Be Gorgeous Hair Extensions feature a
patented installation system that makes them
easy to install, take out and reinstall (creating
consistent revenue) without damage. They’re
available in a range of shades in 18-inch lengths.
All the extensions are made of Remy hair,
which can be colored and treated like natural
hair. Visit www.begorgeousextensions.com.
Famous Names’ new Lumos Top and
Bottom Coats allow clients to walk out of the
salon after 10 to 12 minutes with dry nail polish
on hands and their toes. Products are packaged
in a ½-ounce/$5.95 each; 2.4-ounces/$10.95
and in duo packs/one each of the ½ ounce
Top and Bottom Coats/$8.95. Reach Linda
Nordstrom, CEO/president, at 877-235-1141 or
www.famousnamesproducts.com.
BIR checked in with Steve Sleeper,
executive director of the PBA, who said, "I was
very pleased with the response exhibitors and
attendees alike had toward PBA's new
initiatives, such as the EstheticsAmerica &
Wellness pavilion and the expanded array of
education. The industry continues to value
being a part of ISSE Long Beach, and we intend
to provide an amazing experience that the
industry will also find of value with our new
ISSE Midwest in March." Reach Steve at 800468-2274 or [email protected].
Eric Horn, show manager and PBA’s
associate director of business development,
added, “ISSE continues to attract an incredibly
high caliber of exhibitors and professionally
licensed attendees. Record education sales and
outstanding attendance continues to exceed all
expectations. The 40,000 attendees duplicated
last year’s show numbers. However from all the
exhibitor reports, this year’s buyers were
spending more. We look forward to another
outstanding ISSE Long Beach on January 28-30,
2012.” Reach Eric at 800-468-2274 or
[email protected]. Visit www.probeauty.org.
Sexy Hair celebration marks 2010 as a record year
M
In 2010, Sexy Hair also saw a string of
ore than 450 “sexy” people, representing
25 countries, convened at the Universally profitable single product launches with most
making the company’s top 25 performing skus
Sexy: 2011 Sexy Hair International Sales
(Dry Shampoo, Spray & Stay, Soy Renewal
Conference in Los Angeles for the annual sales
and Powder Play), in addition to its re-launch
and education conference.
of the Healthy and Short Sexy Hair lines. The
Karl-Heinz Pitsch, president/CEO,
welcomed the educators, distributors, national
Beauty Launchpad's Readers Choice Awards in
accounts, international partners and employees December honored Sexy Hair in seven
and commended them for their great work,
categories, including Best Education Academy:
which led to a record year. Karl-Heinz said that
Institute of Courage.
Sexy Hair experienced a sales increase of 18%+
The company also unveiled the results of a
and a profit increase of
market research and
48%+ in 2010. The key to
branding study that
its success was its strong
has become the
focus on education.
platform for its new
In fact, Sexy Hair
overall brand
experienced growth in all
strategy. Under the
three sales divisions
new headline
(distributors, national
“What’s your Sexy
accounts and
Style?” its new
international) even
communication
though the company
from left: Alexander Lindbeck, business manager concept focuses on
of Frends A/S Norway; Pål R. Graham, Daglig diversity of style
reduced its sku count by
leder/CEO of Frends A/S Norway; Tracey Silva, and reaches out to
45% in the last 18
vice president of sales of Salon Direct; Janice
months. Sales out the
the multi-faceted
LaRochelle, director of finance of Salon Direct;
door were up by 14.7%+
woman
who is bold
Jeff Geisinger, regional sales manager of Sexy
after an already strong
enough
to live out
Hair; Louanne Roark, executive director of
Personal Care Products Council Foundation; Karl- her personality.
2009, as shown by its
Heinz Pitsch; president and CEO of Sexy Hair
major national accounts,
The Sexy Rocks:
Concept; and Boyd Relac, divisional vice
which represent close to
On Tour reached
president of sales of SalonCentric.
10,000 salons.
out to more than
Karl-Heinz clarified the company’s Chapter 11 6,000 stylists. With approximately 160
filing at the end of 2010. He explained that the
educators scheduled to perform 4,000 days of
company had two different positions—the
in field education, the company hopes to reach
operation side, which has strong sales
even more attendees and potential Sexy Hair
performance, is highly profitable and produces
stylists in 2011. With its expanded education
healthy cash flows, and the financial side,
team, Sexy Rocks: On Tour is now slated to
which has struggled with investors with no
visit 70 cities in North America and Europe.
knowledge of the salon industry who bought it
In addition, Sexy Hair will continue its
for too much money at the height of the
outreach to stylists and consumers via public
financial bubble and had the wrong
relations and social media efforts. Under the
expectations. “In other words, someone bought umbrella “Caring is Sexy,” the company will
a cool, sexy sports car, forgot that 30 days later launch its second edition of the “Sexiest Stylist”
a lease bill would be due and underestimated
contest, in addition to two new contests aimed
the need for money to buy gas to make the car
at designers and sororities. The purpose of
drive fast,” Karl-Heinz said.
these contests is to create community and
In 2010, Sexy Hair doubled its investments
raise money to support the company’s charity
into marketing and education, added to its
partner, Look Good…Feel Better, a national
roster of freelance educators and increased its
public service program that assists patients
permanent staff by 15%.
struggling with the appearance-related
challenges of cancer treatment.
The Sexy Hair senior management team
acknowledged customers and top educators
with awards. They include:
• Excellence in Education: National
Account Distribution—Ulta Beauty; Domestic
Distribution—Maly's Midwest; International
Distribution—ID Hair (Denmark)
• Best “Caring is Sexy” Account: National
Account Distribution—JCPenney; Domestic
Distribution—Salon Direct; International
Distribution—Frends A/S (Norway).
• Greatest Productivity: National Account
Distribution—Chatters; Domestic
Distribution—Peerless Beauty; International
Distribution—Oversight (Peru).
• Best Brand Representation: National
Account Distribution—Beauty Brands;
Domestic Distribution—Aerial Company and
SalonCentric Store Division; International
Distribution—Hairconcepts (Germany).
• Greatest Increase in Sell-Out: National
Account Distribution—Regis; International
Distribution—Seeley & Seeley (Australia).
• Most Improved Sell-Out Increase:
Domestic Distribution—SalonCentric, MidAtlantic Region.
• Best Overall Performance: National
Account Distribution—Salon Innovations;
Domestic Distribution—Maly's Midwest;
International Distribution—Hairium (Finland).
Following the general session, attendees
were invited to Drai’s Hollywood at the W
Hotel for the company’s exclusive Red Party.
During the party, Karl-Heinz and several of the
company’s distributors presented Look
Good…Feel Better with four checks totaling
more than $115,000, raised through the Caring is
Sexy campaign.
“Our global community of stylists and
distribution partners is truly our greatest asset,
and we are extremely grateful for their
commitment and support,” said Karl-Heinz. “We
could not accomplish what we do without
their ongoing support; so for all of us to meet
and share our expertise, experience and
knowledge is truly remarkable.”
Reach Karl-Heinz at 818-435-0804 or
www.sexyhair.com.
MARCH 2011 19
Robert Redding sent BIR the following
information on Stephen John Redding, his
brother, who passed away suddenly on
January 11 at the age of 64. Stephen John
Redding was an extraordinary man who left
an amazing mark on the world and made a
deep impression on those who knew him.
Stephen was born in Burbank, CA, and
moved to Santa Barbara as a teenager. He
attended Cal State Northridge, earning a
Bachelor of Arts degree in marketing. In 1979,
Stephen joined forces with his brother, Bill,
and father, Jheri, "the Shampoo Guru," and
started Nexxus Products Company, with
Stephen at the helm as president/CEO.
Stephen surrounded himself with family,
friends and dedicated colleagues and
cultivated a world-renowned hair care
company. Stephen retired from the beauty
industry in 2002 and spent the past several
years traveling the globe with his wife,
Angie, daughters, Elisa and Stephanie, and
son, Jheri. In addition to his immediate
family, Stephen is survived by his brother,
Bill. Reach Robert at 818-523-9077 or
[email protected].
Joseph (Joe) Simon passed away on January
21 of heart failure. He was 96. Joe was
president of Buty Wave Products Co., a
company started by his father more than 50
years ago. Joe was the loving husband to
deceased wife, Vera, and father to his sons
Melvyn and Bruce. BIR’s history can be
traced back to Joe, who mentored my father
when he was a distributor. Under Joe’s
leadership, the company transformed into a
full-time, high-end manufacturer of health
and beauty items. Its brand, Restor, is still a
viable brand and currently the company also
markets Remedee Hair Care treatment,
shampoo and conditioner. Sons Mel and
Bruce operate the business. Reach Mel at
Jeff Christal passed away January 11. He was
88. His son, Dean Christal, provided this
information, “My father worked for Helene
Curtis during the 1950s and was national
sales manager of its professional division
20 MARCH 2011
before starting his own distributorship,
Payless Beauty Supply, in Moline, IL, in the
early 1960s. He operated 20-plus stores
throughout the Midwest and sold his
operation in 1985 to Alberto Culver. Dad
partnered with my brother, Don, in 1987 with
California Tan and later, Alterna. In the last
few years, he mentored me with my new
hair care line, Liqwd. He loved traveling and
collecting antiques with his wife, Aynn. The
beauty business was his life.” Reach Dean at
Fromm International is seeking candidates
for the new position of internal sales
manager. If interested, visit www.newhire.com/jobs/availablejobs.asp?job=3750.
Please, no direct responses to the company.
The Professional Beauty Association (PBA)
and National Cosmetology Association
(NCA) announced steady membership
retention and growth in 2010. Comparing
2009 to 2010 year-end results, PBA's
manufacturer and distributor sections
experienced positive results with doubledigit growth at 19% and 20%, respectively.
PBA’s salon/spa section reported a 2%
increase. Members continue to report
satisfaction with PBA|NCA’s efforts on behalf
of the industry and view membership as a
resource for education, career advancement,
government advocacy, networking and
access to premiere industry events. Reach
Elizabeth Fantetti, director of membership,
at 800-468-2274, ext. 3430, or
www.probeauty.org.
“2011 is an exciting year in the salon and spa
industry! When you look at where the
industry has come in the last decade, and
even century, it is remarkable and we should
all stand together to take note and be proud
of our industry,” says Mark Goodman, NCA
Council President, PBA Leadership Council
Member and owner of The Hair-Designers
in Hilton Head Island, SC. “I am excited that
this year, one of the world’s most iconic hair
stylists, Vidal Sassoon, released a much
anticipated movie about his life and his
climb to the top. Vidal Sassoon’s career is a
true testament to how much a beauty
professional can achieve through passion,
talent, dedication, education and focus. And
I think the movie title encapsulates just how
impactful he has been to our industry: ‘One
Man Who Changed the World with a Pair
of Scissors.’
“PBA|NCA’s mission is to help advance the
beauty industry and the career of its
professionals, and it takes that charge very
seriously. Like Vidal, we truly believe in
developing and offering top-notch
education, business tools, government
advocacy and events.
“To help professionals achieve optimal
success, PBA|NCA’s leadership is extremely
proud to stand with the industry and offer
another educational and tradeshow event:
The International Salon and Spa Expo
Midwest (ISSE Midwest), March 26-28, in
Rosemont, IL. This event was the result of
demand from the industry for another event
in the Midwest. But most importantly, this
event is part of the PBA|NCA legacy of
supporting the prosperity of its members,
the industry and all beauty professionals. All
revenue generated at ISSE Midwest goes
right back into the industry through PBA|
NCA efforts to raise the bar on education,
research, government advocacy and
community outreach efforts.
“But for that to happen, we need all
professionals to stand together and support
this new endeavor. I encourage you to be
part of the future of the industry and the
success of ISSE Midwest and come join us!”
Reach Mark at [email protected].
Owners and key managers from North
America’s top salon and spa companies will
be “Building Connections” at the
International SalonSpa Business Network’s
(ISBN) 2011 Conference, May 15-17, at the Ritz
Carlton Resort in Amelia Island, FL, The
event will feature a fascinating keynote, two
powerful panels, three essential interactive
breakouts, Speed Meetings with vendors,
plus plenty of time for the ISBN’s signature
networking. Formerly known as the
International Chain Salon Association, the
group represents leaders and senior
executives from companies owning and
managing from two to more than 12,000
salons and/or day spas. “Our membership
and attendees at our conference are some
of the most successful multi-unit salon and
spa operators in North America, and the
amazing thing is how everyone is so open
and willing to share their secrets to success,”
says Gordon Logan, ISBN president.
Keynoter Sally Hogshead will reveal why
fascination is your new weapon in the battle
for your customers’ attention. She’ll lead
attendees on a riveting journey through the
decision-making process and reveal how
companies can tap into the brain’s hardwired
triggers to influence opinions and behavior.
What happens when a leader or organization
effectively activates the right trigger? Client
loyalty increases, profitability improves and
the most talented employees never want to
leave. As a bonus, all conference attendees
will receive a complimentary copy of her
book, Fascinate: Your 7 Triggers to
Persuasion and Captivation.
ISBN offers three interactive breakouts on
topics that give attendees a new point of
view. In How to Create Fascinating Social
Media Messages, Sally Hogshead will take
attendees on a fast and furious journey
through business, behavior, culture and
trends, showing how to create irresistibly
effective social media messages. In “Extreme
Sales @ The Front Desk,” Kristi Valenzuela,
the president of Crystal Focus Salon
Coaching and co-owner of Summit Salon
Business Center, talks about how to
generate thousands of additional dollars per
month with the clients you already have.
Finally, in “The 2 to 10 Project: Financial
Benchmarks and Best Practices,” Qnity’s
Tom Kuhn and Scott Schneiderman reveal
key findings from their study of financial
benchmarks and best practices for salons
and spas with 2 to 10 locations.
Two discussion panels will focus on the
State of the Industry and State-Level
Activism.
ISBN is proud to present the 2011 Lifetime
Achievement Award to Charles Penzone,
the chairman and founder of The Charles
Penzone Salons based in Columbus, OH.
Charles, an industry icon and former ISBN
board member and officer, also owns and
operates a professional products
distributorship that provides products to
salons in five states, a consulting company
and a real estate management company.
Attendees will learn about the newest
products and programs for multi-unit salon
and spa companies from industry partners
during ISBN’s signature Speed Meetings.
Platinum sponsors so far include John Paul
Mitchell Systems and the L’Oréal
Professional Products Division (Redken,
Matrix, Mizani). Equibal Labs is a Gold
Sponsor. Silver sponsors include Alterna
Professional Haircare, GKHair and Sexy
Hair. Bronze Sponsors are AG Cosmetics,
Beauty Systems Group, Direct Beauty
Express, GoLoyal, HairUWear, La-Tweez
Professional Tweezers, Millennium by
HARMS Software, Modern Salon Media,
P&G Salon Professional, Paul Brown
Hawaii, ShortCuts Salon & Spa Software,
SureTint and Takara Belmont.
Members will also have plenty of time to
catch up with friends, share ideas and
challenges during the President’s Welcome
Reception, New Member Reception,
Farewell Party, optional tours of St.
Augustine and the Arts & Culture of the
Historic District and the annual ISBN Golf
Outing. For hotel reservations, call the RitzCarlton, Amelia Island, at 800-241-3333 and
visit www.ritzcarlton.com. To learn more and
register for the conference, visit
www.salonspanetwork.org.
At the end of January, Robanda
International acquired Omega Labs USA.
The company’s nail care products, including
Fungus Treatment, Ultimate Growth 2,
Nail Art and Nail Glitters, will be merged
with Robanda’s Mr. Pumice and Tropical
Shine File brands. “There is ample
opportunity to develop the Omega Lab
brands in the OTC marketplace
internationally and drive business in the nail
category where Robanda already has a
strong presence with Mr. Pumice and
Tropical Shine brands,” says David Leib,
Robanda International president. Bill
Homaidan, the previous owner, will remain
with the company, taking the lead with
product development. Reach David at
www.robanda.com.
Fisk Industries, a marketer of niche oriented
cosmetics and health and beauty aid
products, announced the acquisition of the
Barielle line of nail, skin and foot care
solutions. The Barielle story began 30 years
ago when its original nail strengthening
cream was developed for the hooves of
million dollar race horses. When even the
jockeys who applied the cream saw
improved nails, the product was
reformulated for women and men. The
Barielle line has expanded to include a wide
range of creams and lacquers to help
prevent damage to hands and feet. Product
solutions target weak, discolored, splitting
and hard-to-grow nails. None of the Barielle
products contains formaldehyde, toluene or
dibutyl phthalate, which are considered
harmful. Instead keratin, protein, vitamins, oil
and plant extracts have been used. In
addition, the Shades Barielle polish
collection has established the company as a
fashion source. Reach Stephen Adler,
president, at 845-398-3340 or
[email protected].
MARCH 2011 21
At the end of January, Zvi Ryzman’s
American International Industries (AII)
acquired Gloria and Al Abraskin’s It’s So
Easy Nails, a line of nail art accessories,
products and tools. It’s So Easy will join the
AII family of beauty and personal care
offerings, including 5 Second Nail, Checi,
China Glaze, Duo, EzFlow, Gena, IBD,
Prolinc, Seche and Super-Nail. Reach Zvi at
Visit www.aiibeauty.com.
Sally Beauty Holdings, Inc. announced
strong financial results for the fiscal 2011 first
quarter. "Fiscal year 2011 is off to a great start
with strong performance in the first quarter
from each of our business segments," stated
Gary Winterhalter, president and chief
executive officer. "We delivered a doubledigit sales growth of 13% with same store
sales up 6.8% and gross profit margin
expansion of 50 basis points. We achieved
SG&A leverage in the quarter, which
contributed to our 57% net earnings growth.
I believe Sally Beauty Holdings is in a strong
position to execute on our strategic
objectives and deliver another year of strong
financial performance."
Consolidated net sales were $793.6
million for the fiscal 2011 first quarter, an
increase of 12.6% from the fiscal 2010 first
quarter. This fiscal 2011 first quarter sales
increase is attributed to same-store sales
growth, acquisitions and the addition of new
stores. The unfavorable impact from changes
in foreign currency exchange rates in the
fiscal 2011 first quarter was $2.0 million or
0.3% of sales on a consolidated basis.
Consolidated same-store sales growth in the
fiscal 2011 first quarter was 6.8%. Net
earnings in the fiscal 2011 first quarter were
$40.9 million; a growth of 56.7% over GAAP
net earnings of $26.1 million in the fiscal 2010
first quarter and a growth of 65.9% over
adjusted net earnings of $24.7 million in the
22 MARCH 2011
fiscal 2010 first quarter. Diluted earnings per
share in the fiscal 2011 first quarter were
$0.22; a growth of 57.1% over GAAP diluted
earnings per share of $0.14 and a growth of
69.2% over adjusted diluted earnings per
share of $0.13 in the fiscal 2010 first quarter.
Reach Gary at 800-777-5706, ext. 4444, or
www.sallybeauty.com.
Fiscal 2011 First Quarter Results for
Sally Beauty Supply: Sales of $481.0 million,
up 9.7% from $438.3 million in the fiscal 2010
first quarter. The negative impact of
unfavorable foreign currency exchange on
net sales was $3.2 million or 0.7% of sales;
same store sales growth of 6.4% versus 3.7%
in the fiscal 2010 first quarter; gross margin
of 53.2%, a 70 basis point improvement from
52.5% in the fiscal 2010 first quarter; segment
earnings of $83.6 million, up 17.5% from $71.1
million in the fiscal 2010 first quarter;
segment operating margins increased 120
basis points to 17.4% of sales from 16.2% in
the fiscal 2010 first quarter; net store base
increased by 29 over the fiscal 2010 fourth
quarter for a total store count of 3,061. This
increase is principally from organic store
growth. Sales growth in the fiscal 2011 first
quarter was driven by same-store sales,
acquisitions and new store openings; growth
was partially offset by unfavorable foreign
currency exchange. Gross profit margin
expansion of 70 basis points resulted from a
shift in product and customer mix and lowcost sourcing initiatives. Segment operating
earnings and margin were positively
impacted by improvement in gross profit
and SG&A leverage in the International
businesses. Reach Mike Spinozzi,
president—U.S. and Canada, at 800-7775706, ext. 4446, or
www.sallybeauty.com.
Fiscal 2011 First Quarter Results for
Beauty Systems Group: Sales of $312.6
million, up 17.3% from $266.5 million in the
fiscal 2010 first quarter. The positive impact
of favorable foreign currency exchange on
net sales was $1.1 million or 0.4% of sales.
Growth from acquisition-related revenue
was 10.5%; same-store sales growth of 7.8%
versus 4.3% in the fiscal 2010 first quarter;
gross margin of 39.5%, up 90 basis points
from 38.6% in the fiscal 2010 first quarter.
Segment earnings of $35.1 million, up 37.3%
from $25.6 million in the fiscal 2010 first
quarter; segment operating margins
increased by 160 basis points to 11.2% of
sales from 9.6% in the fiscal 2010 first
quarter; net store base increased by 90
stores or 8.8% over the fiscal 2010 fourth
quarter. Total store count for the fiscal 2011
first quarter was 1,117, including 158
franchised locations and 82 companyowned stores acquired through the
acquisition of Aerial Company, Inc. on
October 1. Total BSG distributor sales
consultants at the end of the fiscal 2011 first
quarter were 1,141 versus 1,051 at the end of
the fiscal 2010 fourth quarter. This includes
approximately 70 distributor sales
consultants from the acquisition of Aerial
Company, Inc. Sales growth for the Beauty
Systems Group was primarily driven by
growth in same store sales, acquisitions and
new store openings. Segment earnings
growth is primarily due to improvement in
gross profit, cost reductions, and synergies
realized from prior acquisitions.
Procter & Gamble announced steady gains
for its third quarter sales ending in
December, but profits are down on lower
retail pricing and negative currency exchange
rates. The company reported that net sales
increased 2% to $21.3bn during the quarter,
driven by a 6% increase in volumes, which
was partially offset by the negative impact
of currency exchange rates. Organic sales
grew by 3%. The growth in sales volumes
reflected the fact that the company has
been heavily discounting retail prices in an
effort to remain competitive in the more
depressed markets. P&G said the
combination of lower pricing and product
mix impacted net sales for the quarter by
approximately 2%. This inevitably impacted
net profit for the period, with the figure
falling from $4.66bn to $3.33bn, a decrease
of 28%. Referring to the company’s market
expansion during the quarter, which was
mainly driven by sales gains in developing
markets, P&G CEO Bob McDonald said,
“This is driving strong volume and sales
growth ahead of market levels…we are on
track to deliver 7-9% [EPS] growth for the
year.” Sales for the company’s beauty
segment increased by 1% to $5.3bn,
representing organic growth of 3%, while the
volume growth of 5% was attributed to
double-digit gains in the developing regions.
The company also said that lower pricing
and unfavorable currency exchange
negatively impacted the beauty division by
approximately 1%.
Gains in the developing markets were
increased by distribution expansion in Asia
and Latin America, while category volume
gains in retail hair care and female beauty
also helped to drive net sales. Grooming
sales increased by 3% to $2.2bn, representing
an organic sales increase of 6%, while sales
volumes for the division were up by 5%.
Volume increases were driven by the
developing markets, as well as the men’s
grooming category. Foreign exchange rates
negatively impacted the division by 3%,
while this hit was counterbalanced to a
degree by price increases adding 1% to the
net sales figure. Looking ahead to 2011, the
company said it expects sales to grow by 3
to 5%, while organic sales should see
increases of between 4 to 6%. Negative
currency translations are forecast to impact
sales by 1 to 2%. Reach Bob at 800-742-6253
or [email protected]. Visit www.pg.com.
Regis Corporation announced that its board
of directors has declared a regular quarterly
dividend of six cents per share, an increase
of two cents or 50% over the previous
quarter's dividend. The dividend was payable
on February 24 to shareholders of record as
of February 10. There are 57,617,211 shares
outstanding. Visit www.regiscorp.com
Regis Corporation also announced that it
has agreed to increase its ownership stake in
Provalliance, the largest hair salon company
in Europe. Under the terms of the
agreement, Regis will pay approximately
$56.0 million to secure an additional 17%
ownership interest, bringing its total equity
position in Provalliance to 46%. The
transaction is expected to close prior to
June 30, and is projected to add
approximately six cents to earnings per share
on a full-year basis. The transaction results
from Regis' acceptance of a previously
disclosed equity put right held by one of the
other investors in Provalliance. Provalliance,
which operates salons primarily under the
brands of Jean Louis David, Franck Provost
and Saint Algue, is led by Franck Provost,
founder and chairman, and Marc Aublet,
president. Founded in 1975, Provalliance
owns or franchises approximately 2,500 hair
salons in 33 countries with annual revenues
of more than $275 million and system-wide
sales exceeding $1 billion. When the
transaction is complete, Regis expects to
recognize a non-cash, non-operational gain
of approximately $1.0 to $3.0 million
representing the settlement of an existing
equity put liability related to Provalliance.
Additionally, Regis will continue to account
for the investment in Provalliance under the
equity method of accounting. Visit
www.regiscorp.com.
e.l.f. Cosmetics (www.eyeslipsface.com), a
brand of cost-conscious, quality cosmetics,
has taken on a minority investment from
TSG Consumer Partners, LLC, (TSG), a
private equity firm focused exclusively on
the branded consumer sector. Joey Shamah,
founder and CEO of e.l.f., says, “We are
proud of the brand we have built, and we’re
excited about the significant growth
opportunities ahead. e.l.f. offers a broad and
innovative product line at affordable price
points that allows our consumer to
experiment with new products and colors
without breaking her budget, which is more
important than ever. We are excited to have
TSG as our partner given their strong track
record and high success rate, and we believe
our partnership with TSG and their
experiential guidance will help accelerate
our growth going forward.”
Founded in 2004 by father and son team
Alan and Joey Shamah, New York Citybased e.l.f. achieved initial success online
with its quality cosmetics with $1.00-$5.00
price points. In addition to growing its online
business, e.l.f. is deepening its retail presence
with distribution at large retailers and is
broadening its international business. The
company also continues to build out its
product line, including e.l.f. studio, e.l.f.
minerals and e.l.f. bath and body. Reach John
Kenney, TSG managing director, at 212-2654113 or [email protected]. Visit
www.tsgconsumer.com.
Philip Pelusi, stylist, photographer and
product artist, is hosting the first Be-Cause
charity event at his Tela Design Studio,
home of Tela Beauty Organics, in New York
City, March 5. The Be-Cause, founded by
Millennium Salon Software, is a movement
to unite those who are drivers in the
industry. Robert Maconi, vice president of
business solutions for Millennium Software,
reflects, "Our intent was to give back to the
beauty industry in the form of inspiration. In
return, we were inspired by hundreds of
beauty professionals." This initiative has
transformed into a huge celebration not only
for Beauty Changes Lives, but the beauty
industry, as well. In addition to Philip, stylists,
such as Robert Cromeans, John Paul
Dejoria, Warren Tricomi and Rita Hazan,
are standing behind Be-Cause. Brigg Van
Osten, winner of Shear Genius Season 3,
and Ted Gibson have also committed to the
event. The gala will include a preview of
Fashion Week inspired looks created by
Philip, a word from Be-Cause founder John
Harms and gift bags. Contact Jennifer
Danilchick at 212-463-8213 or
www.telanyc.com and
www.telabeautyorganics.com.
MARCH 2011 23
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PMB #403 22287 MULHOLLAND HIGHWAY
CALABASAS, CA 91302-5157
ADDRESS SERVICE REQUESTED
The Beauty Industry Report A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ
Professional Consultants &
Resources, a leading strategic
consultants and industry data
source in the beauty salon
industry, just released its new,
updated 2010 Professional Salon
Industry Study. It reports overall
salon industry growth at 4.5%.
Salon hair care grew by 4%. “This
is an excellent recovery from the
deep economic recession,” says
Cyrus Bulsara, president.
“Increased salon visit frequencies
resulted in good service and
product sales. Haircolor, Brazilian
straightening and basic cutting
and styling were major growthdrivers. For purchasing
information and to learn more,
contact Cyrus at
[email protected] or visit
www.proconsultants.us. More
details in next month’s BIR.
EXIT LTD. has acquired the
exclusive importer rights of
GAMMAPIU, a major
manufacturer of Italian made hair
dryers and irons. EXIT LTD is
establishing a network of
exclusive distributors with
protected territories.
GAMMAPIU and EXIT LTD will be
launching the Active Oxygen
System at the International
Beauty Show in New York on
March 6-8. Reach Marco
Enfiomusi at 908-474-5229 or
[email protected].
Union, NJ-based full-service
distributor Emiliani Enterprises
has acquired Rye, NY-based
Beauty Products International,
the exclusive distributor of John
Paul Mitchell Systems, in the
five boroughs of New York City,
Suffolk and Nassau counties,
Long Island, and Westchester and
Rockland counties. For more
information, reach Don Emiliani,
CEO, at 800-624-0405 or
www.emiliani.com. More details
in the April BIR.
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Will private label affect your brand?

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