The problem with meeting expectations

Transcription

APRIL 2012
volume 15
issue 4
The problem with
meeting expectations
By Neil Ducoff
A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ
highlights
2
Catching up with Alan Hagler
4
Lafayette Jones’ Multicultural Report
5
Just Been Funked offers tools, extensions 6
Mike Karg talks shears, DryHairCutting 8
ONE tools help stylists work magic
10
BIR reports from America’s Beauty Show 12
Flash sales create a buying frenzy
16
AII acquires Nail Tek
24
CVS closes Beauty 360
24
Mane St.
Colomer launches UniqOne
VISIT US ONLINE
bironline.com
CHECK OUT BIR’s 2012 BIG! Show Calendar!
This is your industry’s newsletter, and
BIR welcomes your feedback!
Mike Nave, editor
818-225-8353 | [email protected]
facebook.com/BeautyIndustryReport
facebook.com/MikeNaveBIR
by Mike Nave
EDITOR
T
he professional beauty
industry grows and
thrives on what’s new, so
this month, Beauty
Industry Report (BIR)
interviews the CEOs of
three companies that are new to the U.S.
salon marketplace. Daniel Gogna talks about
bringing his Melbourne-based Just Been
Funked styling appliances and Be Gorgeous
hair extensions to the United States after
achieving global success. Swiss road warrior
and veteran educator Mike Karg tells us why
his shears and education receive rave reviews
from stylists on the trade show circuit.
Finally, David Kim returns to share the story
of his brand new company, ONE.
At America’s Beauty Show, BIR scooped
out the newest styles, techniques, artists and
products. Finally, building on our intro to
flash sales last month, Craig Shandler adds
television to the mix of this new consumerdriven selling tactic.
Regards,
T
he problem with meeting expectations is
that with anything less—just one degree
less—the experience is mediocre and rapidly
degrades from there. Here’s a simple example:
If you’re on time for an appointment, you
meet expectations. If you’re one minute late,
you blew it. Meeting expectations is about
delivering on your promise. It’s that basic and
that profound.
Meeting expectations is a baseline. I call it
“the relentless pursuit of average.” Delivering
average means you’re following the rules,
procedures and systems. You’re doing what’s
expected. Nothing special. Nothing that
stands out in a fiercely competitive economy.
If meeting expectations is the relentless
pursuit of average, what does “exceeding
expectations” really mean? Does it mean
delivering above average? A major gap still
exists between delivering experiences, results
and outcomes that are above average and
those worthy of being identified as worldclass excellence.
Here are some no-compromise strategies
to enter the coveted realm of excellence:
• Banish average: It’s present everywhere
in your company. Find it. Tag it. Get rid of it.
Start with your thinking and behavior,
because average at the leadership level sets
the standard and enables average throughout
the company. Look for average in your
systems, communication and accountability.
• Banish expectations: Expectations are
unique to each individual’s perspective. One’s
expectation of excellence may be another’s
perception of average. Those demanding
customers who drive you crazy are the ones
who make you and your company stretch.
They make you better.
• Banish indifference: Indifference is “I
don’t care,” and there are pockets of
The problem with meeting expectations...cont. on p. 2
The Beauty Industry Report Visit bironline.com
seminar can purchase Business in a Box
online at novalash.com or by calling
866-430-1261. Reach Beth Fetzer,
operations manager, at 866-430-1261 or
[email protected]. Visit novalash.com.
The problem with meeting expectations...from p. 1
indifference in your company. Indifference
kills excellence. If there isn’t much passion,
purpose and fight in your company, there’s
indifference. What are you building? Answer
that question with something that exudes
excellence. Then, ignite that passion within
your team.
• Banish B and C players: They’re content
with average. And you hired them. Build a
company of A players, and more A players
will want to join you. If they don’t want to be
A players, there are plenty of “B” teams they
can play for.
• Banish “we can’t”: Self-doubt, fear of
the unknown or fear of failure can be your
friend or your enemy. Achieving excellence is
a test of your ability to lead through adversity.
You can’t achieve excellence if you and your
company are not mentally prepared to fight
for it. There is no easy button to achieve
excellence.
_____________________________
Neil Ducoff is founder/CEO of Strategies.
He is introducing a new approach to business
called “No-Compromise
Excellence.” Merging “no
compromise” with
“excellence” instantly
communicates a
commitment and a
promise to break
through the vagueness
of “exceed expectations” to deliver results
that are extraordinary by design. If you want
to learn more, e-mail him at
[email protected]. Pre-order your copy of
his new book, Wake Up! at
strategies.com/product.php/prodid/338 and
visit strategies.com.
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 APRIL 2012
The multi-function product concept has
been successful for the salon business, with
It's a 10 and 12 Benefits selling very well in
Beauty Systems Group and SalonCentric,
respectively. Now, there's an option for
independent distributors, as Colomer
Beauty Brands is seeking exclusive
distribution for its new product, UniqOne,
an all-in-one leave-in mask offering 10
benefits for hair. Simply apply UniqOne to
wet hair before styling to achieve smooth,
silky, shiny, protected hair (150 ml/SRP
$17.99). Reach Marty Flaherty, senior vice
president of business development for
Colomer USA, at 303-968-1237 or
[email protected].
Visit us.thecolomergroup.com.
Verb is a new professional hair care range
consisting of unisex products from Austinbased Birds Barbershops. Products are
color-safe and paraben- and sulfate-free.
The vitamin-enriched line also includes
quinoa and keratin protein, sunflower seed
extract and green tea. The six products
include Hydrating Shampoo (12 oz./SRP
$12.00), Hydrating Conditioner (12 oz./SRP
$12.00), Forming Fiber (2 oz./SRP $12.00),
Sculpting Clay (2 oz./SRP $12.00), Styling
Cream (6 oz./SRP $12.00) and Finishing
Polish (4.5 oz./SRP $12.00). Six more
products are in development. Visit
verbproducts.com.
NovaLash’s new Business in a Box Kit
includes everything eyelash extensionists
need to lash up to 350 clients. Priced at
$579, the kit comes with a huge profit
margin potential. By charging clients $150 to
$500 for a full-set application, the initial
investment is quickly made back with just a
few clients—and the total earning potential
from one kit is $100,000. Estheticians and
cosmetologists who are already NovaLash
certified or registered for a NovaLash
Alterna’s new seven-product Bamboo
Style collection features strengthening
certified organic pure bamboo extract and
nourishing, flexible-hold blue yucca root.
The line includes Super-Natural Curl
Shaping & Defining Cream (125 ml/SRP
$22.00), Texturizing Body Boost
Volumizing Liquid Powder (3.2 grams/SRP
$22.00), Boho Waves Tousled Texture Mist
(125 ml/SRP $22.00), Cleanse Extend
Translucent Dry Shampoo (141 grams/SRP
$22.00), Freestyle Flexible Control Gel
(148 ml/SRP $20.00), Form Ultra-Hold
Sculpting Clay (60 ml/SRP $22.00) and
Shape Moldable Texture Paste (60 ml/SRP
$22.00) Reach Lauren Hilton-Hochhauser,
senior public relations manager, at
424-253-2085 or
[email protected]. Visit
alternahaircare.com.
Izunami unveils Glam-I Eyelashes, which
are made from 100% Remy human hair and
blend seamlessly with natural lashes,
creating a full and dramatic look. The
Glam-I Pre-Pack counter display features an
assortment of all 28 lash styles in a rack
that’s free with every pre-pack. Each of the
28 styles has six boxes of lashes, bringing
the total number of pieces to 168 (list
$294.00). Styles vary from full lashes of
short, medium and long lengths, to different
kinds of flares that add beauty and texture
to existing lashes. The Pre-Pack counter rack
measures 15 inches in width, 12 inches in
depth and 23 inches in height and is easy to
set up (list $294.00). Reach Peter Lim,
senior sales manager, at 516-883-6666 or
[email protected]. Visit izunami.com.
Dashing Diva launches French Wrap Plus, a
new type of French manicure. Intended for
natural nails or nails under artificial overlays,
the French Wrap formula will not chip or
smudge, show brush lines or shadows, has a
quick and simple application, offers
consistent smile lines, lasts up to two weeks,
has varied color options and is a transitional
alternative for clients moving away from
enhancements. French Wrap Plus manicure
kits feature applicators and accessories,
including French Wrap bands, a base seal, a
top seal, brush-on glue, white board file,
pink sponge file, client card, a promotional
table tent and instructional booklet in
English and Spanish (list $45.00). To learn
more, reach Peggy Bellafiore, national sales
manager, at 630-442-2341 or
dashingdiva.com.
Congratulations to Marc Spilo, CEO, and
Spilo Worldwide, as the company
celebrates its 70th year as a manufacturer,
master distributor and importer to the
professional beauty industry. Always seen
with a carnation in his lapel, Charles G.
Spilo founded the company with a small
inventory of beauty products. Seven
decades later, Spilo Worldwide carries more
than 3,000 items and ships to customers in
45 countries. To honor the man with a
reputation for honesty and integrity, Spilo
Worldwide features the carnation in its logo.
During the 70 years, Spilo Worldwide has
remained family-owned and run by the same
principles established by its founder. “Putting
the customer first was and still is our first
priority,” says Marc. “Our goal is to provide
world-class customer service and
continually expand our product selections
to meet the needs of our valued customers.”
While Spilo embraces the old principles
that serve it well today, it is also looking to
the future with excitement and anticipation.
Marc adds, “We have many new and
innovative products in development for the
professional that will continue to develop
our proprietary and exclusive brands.”
To thank the customers who helped Spilo
reach this milestone, the company is offering
special deals and events all year to celebrate
the occasion. Spilo contributes to breast
cancer research through participation in the
Pink Ribbon campaign, regularly donates to
several local shelters and is a supporter of
Meals-On-Wheels.
Marc also recently recognized the
manufacturers’ sales representatives who
helped Spilo grow last year. From Marc
Spilo Sales, Susan Durbin achieved the
highest percentage sales increase and
Barbara Seacrest earned best new account
sales performance. From Gerry Udell Inc.,
Gerry Udell achieved the highest
percentage sales increase, and Brian Garrett
achieved the second highest percentage
sales increase. At Southeast Rep Services,
Chuck Greenspan was honored for the
highest percentage sales increase. At VNC
Sales & Marketing, Dick Zurchauer
achieved the highest percentage sales
increase for the Midwest. In the Southwest,
Charlie Coleman captured honors for the
highest percentage sales increase, with
Kevin Van Nest achieving second highest
and Steve Simon grabbing third highest sales
honors. You can congratulate and contact
Marc at 800-347-7456 or [email protected].
Visit spilo.com.
At Alfaparf’s distributor meeting on
February 3 in Fort Lauderdale, Geppe and
Anne Enfiomusi, owners of the New Yorkheadquartered Piermarco Group, were
honored for their 20-year Alfaparf
partnership. Piermarco is the first distributor
appointed by Alfaparf in the United States.
Reach Geppe at 800-889-0978 or
[email protected].
Bio Ionic’s Ionic Whisper Light Pro-Dryer
(list $135.00/SRP $200.00) has been awarded
the “Quiet Mark stamp of approval and is
now officially recognized as one of the
quietest dryers in the world! The Quiet Mark
is a mark of approval awarded by the Noise
Abatement Society). Reach Jay Jacobs,
executive vice president/general manager, at
[email protected]. For more information,
visit bioionic.com.
The International Salon/Spa Business
Network (ISBN) will present its Legend
Award to Farouk Shami, at its 2012
Conference, “Be Inspired,” April 15-17, in
Rancho Palos Verdes, CA. Farouk is the
founder and chairman of Farouk Systems,
Inc., a multinational corporation that
manufactures the BioSilk and CHI brands.
Those lines are sold in more than 100
countries, which has given Farouk a unique
perspective on global business and how to
succeed in the 21st century.
“Farouk is a hairdresser’s hairdresser,” says
Paula Malloy Huerta, product development
and marketing director for JCPenney Salons
and ISBN past president. “He has dedicated
his career to helping stylists earn more
money, while working in a safe and healthy
environment. For example, in his Chi Enviro
Smoothing System, he created a safe
alternative to Brazilian/keratin treatments.
Not only do our stylists breathe more easily,
they make more money, because their
clients love the results.”
Adds Patrick Neville, ISBN Board
Member and chief merchant for
BeautyFirst, “Farouk is not only an industry
icon, he’s recognized by the public as an
artist, visionary, entrepreneur, humanitarian,
celebrity and political candidate, thanks to
his appearances on ‘The Apprentice’ and his
run for governor of Texas. After landing in
the United States in 1965 with $71 and a
dream, he worked hard and smart to create
a billion dollar enterprise—he truly
personifies the American dream.”
Farouk’s story began more than 45 years
ago, when he came to the United States on
a scholarship, intending to follow in his
father's footsteps and pursue a career in
education. While studying, he began working
part-time as a hairdresser and discovered his
true calling. He is known for developing
numerous beauty products, including
SunGlitz, BioSilk and the CHI tool line, and
holds 10 patents. As a humanitarian, he has
donated to numerous charities and helped
hairdressers at times of disaster. You still
have time to register for ISBN’s conference
and congratulate Farouk in person. Visit
salonspanetwork.org.
News continued on page 4
APRIL 2012 3
News continued from page 3
Eufora International announced that
Katherine Riley, owner of The Katherine
Jon Salon, has been presented a Good
Neighbor award in her local community for
her work with Childhelp, raising more than
$20,000. Childhelp has helped more than 4
million children escape abusive situations.
Reach Kate Bice, Eufora distributor support
manager, at 800-6-EUFORA or
[email protected]. Visit eufora.net.
This month, BIR checks in with Alan Hagler,
who founded Paramount Companies—now
Paramount Beauty Supply—in 1961 and
built the business into a major distributor
during years when family distribution
businesses flourished. Alan was an original
Nexxus distributor, starting with Jheri
Redding’s company in 1979.
Alan was fortunate to have his son,
Jeffrey, and son-in-law, Evan Feingold, both
join the business in the mid 1980s, and in
1995, he retired from day-to-day operations.
Alan noted, “I feel like I never left. Jeff and
Evan keep me updated on what's happening
at Paramount and the industry, in general.”
Alan splits his time between homes in
Florida and New York, playing a lot of golf
and says, “It’s much harder than the beauty
business ever was!” When asked if he’d
consider returning to the beauty business,
Alan responded, “If my golf game continues
to get worse, it might just happen.” He adds,
“I miss the feeling of building my company,
the many people who helped us grow our
business in the early days and the many
industry friendships that developed.
“I would like to thank all of the people
and companies who continue to support
Paramount and to let you all know how
much I appreciate your past and continued
support, which helped us reach a milestone
of 50 years in business this year.” Catch up
with Alan at [email protected].
Lou Georgelos joins PBI Group, Inc., as
senior vice president of sales/marketing. He
will oversee sales, marketing, education,
customer service and business development
for Hempz Body and Sun Care, Hempz
Couture Hair Care and SoTan. Over the
past 22 years, Lou has worked for a major
full-service distributor/store operator and a
major manufacturer. Reach Lou at 630-5967273 or [email protected]. Visit
pbigroupinc.com.
Nick Mockridge is the new national sales
manager for Chella Skin Care, manufacturer
of Chella Brow and Eye Collection and the
anti-aging Chella Skin Care line. Nick
developed his management experience as a
captain of mega-yachts in the Mediterranean
and Caribbean and cut his teeth in the
beauty industry with seven years as
corporate manager of the lotion company,
Swedish Beauty, before relocating to
Southern California, where he spent the next
eight years coordinating west coast business
for the French skin care company, GM
Collin. His goal is to expand Chella into fine
hotels, spas, salons, medical facilities and
boutiques. Reach Nick at 805-383-7711 or
[email protected]. Visit chella.com.
Karen Formico joins Andis Company as
vice president of marketing. In this new
position, she will oversee all initiatives
involving marketing, public relations,
advertising and communications. Prior to
joining Andis, Karen was marketing manager
with Broan-NuTone, the largest producer in
North America of residential ventilation
products, including range hoods and bath
fans. She also has worked in marketing
positions at Simplicity Creative Group and
Kohl’s. She earned a Bachelor of Fine Arts
and Visual Communications at the University
of Wisconsin. Reach her at 800-558-9441 or
[email protected]. Visit andisco.com.
Sarah Leqoc joins Spa Specialties
Representatives, a spa distribution
company, as director of customer care. The
firm also does business with Sally Beauty
Supply and other major beauty distributors
in North America. Reach Emmett Hickey,
head coach, at 817-468-3181, ext. 12, or
[email protected].
Sophie Juillet joins the tool company ONE
as regional manager for Eastern Canada. In
this new position, she will create partnership
opportunities with ONE’s distributors,
including Star Bedard in Quebec and
Maritime Beauty in Nova Scotia, in order to
help salons and stylists maximize their
relationship with the brand. Reach Sophie at
onestyling.com and vergestyling.com.
Lorena Marquez is the new director of
education for Entity Beauty. Lorena has
won more than 200 competitions, including
the Nailpro Cup Championship and earned
a No. 1 competitor ranking by Nails
Magazine. In 2000, Lorena won the World
International Nail and Beauty Association
tip and overlay championship. Her work has
been featured on the covers of Nails and
Nailpro. Reach Lorena at 866-288-4600. Visit
entitybeauty.com.
Tom Volik is the new vice president of sales
for Babe Hair Extensions. His 20 years of
experience range from field sales to
executive sales leadership with Alterna,
Bumble+bumble and Oribe. Reach Derrick
Porter, president, at 801-414-1074 or
[email protected], or visit
theregattagroup.com.
Vanina Aronica joins The Kirschner Group’s
international team to service accounts in
France. Vanina has more than 10 years of
experience in professional beauty in sales,
trade show development, product
development and distribution. She most
recently worked with Vita Concept in Paris.
Reach Vanina at [email protected]
or visit kirschnergroup.com.
4 APRIL 2012
The Multicultural Report
I
t all started in 1947 at an Atlanta YMCA when
two brothers, Nathaniel and Arthur Bronner,
put on a program to teach cosmetologists.
This year, the Bronner Brothers International
Beauty and Trade Show celebrates its 65th
year, as the family enterprise continues its
many businesses under the leadership of the
second generation, with Bernard Bronner as
CEO. Bronner businesses include Upscale
magazine and a line of beauty products
headlined by African Royale and Nu
Expressions. The products are distributed at
leading food, drug, and mass stores, including
Sally Beauty, CVS, Walgreens and Family
Dollar. As always, education continues to be a
hallmark of the Bronner brand, as thousands of
hairdressers flock to their shows to learn about
the newest techniques and products. Visit
bronnerbros.com.
Retailers who want to connect with AfricanAmerican consumers will do well to learn
about all sectors of black culture, including its
Historically Black Colleges and Universities
(HBCUs). The amended Higher Education Act of
1965 defines an HBCU as "any historically black
college or university that was established prior
to 1964, whose principle mission was, and is,
the education of black Americans.” Atlanta is
considered an HBCU mecca, with more than
10,000 students studying at Spelman College,
Morehouse College, Clark Atlanta University,
the Interdenominational Theological Center,
Morris Brown College and the Morehouse
School of Medicine. Paul Quinn College, a
smaller institution in Dallas, is the oldest HBCU
west of the Mississippi River. Chicago State
University opened its doors as a teacher
training school in 1867. It later became a fully
accredited institution. A notable alumnus is
Edward Gardner, the founder of Soft Sheen
Industries, now a division of L’Oréal.
While many African-Americans are moving
back South in a process called retromigration,
major black populations in the North still play
a key role. These areas are often referred to as
“Up South.” New York, Chicago and Philadelphia
are some of the cities that fit this category.
Manufacturers, marketers and retailers who
want to reach black consumers should be
by Lafayette Jones
aware of these areas where black culture
thrives because the cultural connection can
make all the difference in increased return on
investment (ROI). An appreciation of a culture
leads to an appreciation of hair and beauty
care needs. Isabel Wilkerson chronicled the
movement of blacks from 1900 to 1940 in her
book, The Warmth of Other Suns: The Epic
Story of America's Great Migration.
Manufacturers, marketers and advertisers of
multicultural beauty products will want to
know there is yet another television platform
where they can advertise. Black Heritage
Network, a new cable channel planned for
launch this year, will offer what it calls "blackoriented non-fiction programming." According
to Nielsen data, African-Americans watch 40%
more hours of television per month than the
general population. Visit
blackheritagenetwork.com.
Teresa Hairston is the founder of Gospel
Today magazine. She stepped down as
publisher of the longest running Christian urban
magazine and is now head of the Gospel
Heritage Foundation. Gospel is a cultural hot
spot for African-Americans, and savvy
marketers know that a Gospel concert is a
great place to reach black consumers. The
magazine, which has a health and beauty care
section, is headed by Teresa’s son, Roland T.
Hairston II, its publisher. E.J. Gaines is editor.
E.J. is also editor of gospelpundit.com. Visit
mygospeltoday.com.
The Muslim community is growing in
importance to the multicultural beauty care
business and many members shop in OTC
stores to meet a wide range of hair and beauty
care needs. A grass-roots study, The American
Muslim Market 2011: Business Landscape &
Consumer Needs Study, says that there are 5.8
to 6.7 million Muslims in America, with an
aggregate disposable income ranging from $107
to $124 billion. The study was done by
DinarStandard. Reach Rafi-uddin Shikoh, CEO
and managing director, at 347-624-7454 or
[email protected].
One 'n Only Argan Oil Treatment
eliminates frizz and leaves hair manageable,
while helping to protect against damage caused
by the environment, chemicals or excessive
heat from styling irons and dryers. This nongreasy, alcohol-free formula instantly absorbs
into the hair, creating brilliant shine without
leaving an oily residue and smoothes cuticles
for silky, conditioned and healthy looking hair
(3.4 oz./SRP $9.99). Visit sallybeauty.com.
Crème of Nature Argan Oil Replenishing
Sheen Spray moisturizes and nourishes dry
hair. Supplying high-gloss sheen with advanced
moisturizing properties, it gives a light-weight,
soft finish and protects hair from styling
friction damage, improving the ability to comb
(11.25 oz,/SRP $3.99). Visit cremeofnature.com.
Kinky-Curly Knot Today is a creamy herbal
conditioner and detangler designed to smooth
the cuticle and remove knots, snarls and
tangles from thick, curly, textured hair. This
product can be used as a regular rinse-out
conditioner for wavy hair or as a leave-in for
thicker, curlier hair types. Use it after removing
braids and extensions (8 oz,/SRP $12.00). Visit
kinky-curly.com.
Water Works Permanent Powder Hair
Color adds long-lasting highlights to natural
hair color. It contains no harsh peroxides or
ammonia and is great for relaxed or chemically
treated hair. This powder hair color is longlasting and leaves hair smooth and silky. It also
works on beards and mustaches (6 oz./SRP
$5.49). Visit aiibeauty.com.
Silk Professional Make-Up Artist Brushes
are handcrafted and designed for intense
professional use (set of 13/SRP $49.99). Visit
beautyusa.royalbrushstore.com.
Covergirl Queen Collection Lip Color
provides rich, true color with a formula that
helps maintain moisture levels so lips feel
smooth and look gorgeous. Rich shades are
made specifically for women of color. Call
800-933-4303. Visit covergirl.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] and
visit smsiurbancallmarketing.com.
APRIL 2012 5
Just Been Funked offers a stylish opportunity
A
us through passion, excellence and
DG: A huge opportunity! The U.S. market is
fter spending several years exploring the
determination. Second is our launch into
so exciting. I knew that JBF Professional could
U.S. professional beauty business, Daniel
India—what an exciting economy and what an
bring a fresh, exciting and perhaps unseen
Gogna, owner and founder of Just Been
exciting opportunity! We have been so wellapproach to the traditional run-of-the-mill
Funked (JBF Professional) styling appliances
received in India by both potential distributors
supplier. We thought that our approach would
and the Be Gorgeous line of 100% human hair
and salons that we want to invest further and
extensions, is now introducing his brands to the be well received and create interest simply by
establish our own academy there in New Delhi.
who and what we are. With our interesting
U.S. market. Beauty Industry Report (BIR)
BIR: Please describe JBF Professional.
product line we believe that JBF Professional
chatted with Daniel and Mike Tokarz,
DG: JBF Professional has a core styling focus
and Be Gorgeous can create excitement in the
president of MJT Designs, Inc., who is
with the JBF Styler, 230+ION and Maya Iron,
U.S. market.
overseeing the
which are the cornerstones of our hair fashion
BIR: Please give BIR
U.S. business unit
styling brand. We then develop ancillary ranges
readers a brief
for Daniel, to get
around those lines, such as our I Can Brushes,
overview of your
the story.
accessories and Mini Me collections. We’re
company.
BIR: Please give
“loud and proud,” which means that all
DG: JBF offers a full
me a brief
packaging has to catch the consumer’s eye. By
range of core styling
history of your
using neon and pastel colors, we can stand out
appliance brands from
company and
from the usually drab black that most
our iconic JBF styler,
how you got to
manufacturers use. We know consumers love
230+ ion and MAYA
where you are
Just Been Funked features bold, colorful packaging iron to ancillary lines
color and want color in their bathrooms. Our
today.
that makes a dramatic impression.
imagery is rebellious and edgy, because we very
and accessories and is
Daniel Gogna
deliberately push the boundaries.
the foundation of our business. It was a logical
(DG): Through sheer hard work and tenacity!
step then to introduce Be Gorgeous extensions, BIR: You told me the brand essence of JBF
JBF was born simply by seeing a different
Professional is, “Stylish, Creative,
as they were already so well-established
demographic opportunity where we could
Revolutionary.” Tell me more about those
internationally.
target a younger client but marry what we had
brand components and how they set you
BIR: Tell me about your home market
learned from Be Gorgeous. I reached the point
apart from other brands.
business. When did you start your company?
where I was purchasing increasing quantities of
DG: “Stylish” means that no matter what
Do you use a distributor network or do
another company’s styler and thought “there
product we make, the client will find the
operate with a direct-to-salon model?
has to be a better way!” As a result, we
appearance aesthetically appealing and want to
DG: When we launched six years ago, we
launched the G4 iron, which was remarkably
have one in her hand. “Creative” means raising
had our own sales force that was brilliant at
well-received. That is why we run JBF
the bar technically to our competition.
gaining distribution and sales for us. As we
Professional alongside Be Gorgeous
“Revolutionary” defines the research and
began to expand internationally, we also saw
extensions—they work in perfect harmony.
development we invest in to find technology
the opportunity to partner strategically with
We’re headquartered in Melbourne,
that is ahead of the rest. For example, the
well-known distributors who also had their
Australia, which is about 30 minutes from the
MAYA Iron is the first
own sales forces. Those
central business district, so it is ideally located
unbreakable styler on
partnerships allowed us to
for our clients, no matter where they reside.
the market.
achieve continued growth in
Our team also includes my wife and business
Every range or
partner, Maya, who is our creative director; our our local market and focus on
design must have a
international exposure
in-house design, customer service and support
presence of its own
simultaneously.
teams and a global business development
and a broad appeal to
BIR: Share some of the
manager, who works with our international
The line’s flagship product is the JBF
the client. It must also
highlights of your
distributors.
styler 230+ ion.
be creative in its
BIR: Daniel, we’ve met at several trade shows international success in 38
when you were conducting your market
research. Please tell me what you saw that
has led you to embark on a full scale
marketing and sales initiative, beginning at
America’s Beauty Show in Chicago?
6 APRIL 2012
countries.
DG: There are two. The first is our
continued alliance with Baldacci Sweden,
which has been an incredible distributor for us.
Baldacci has continually grown its business with
identity. Whatever the product is, it must allow
users to be creative in their styling and then, of
course, the features and benefits of the
product must be revolutionary in their
technology.
BIR: What do you see as Be Gorgeous’s
sustainable points of difference that give
you the confidence that your brand will be
able to make inroads into the highly
competitive hair extension category?
DG: Natural hair extensions are a huge
category with so many different types and
levels of quality on the market. That’s why you
have to have a distinct point of difference. Our
Be Gorgeous patented attachment system
simply means that the client’s hair will not be
damaged in any way. These extensions are fast
to install and easy to maintain. There is no
need for heat, glue, weaves, tape or bonds,
which all tend to damage the hair in some way.
Our system also allows the stylist and client
the luxury of speed—the stylist can apply a full
head of hair in less than one hour.
BIR: What role is Mike Tokarz and his MJT
Designs playing in executing your U.S. salon
marketing program?
DG: Mike will assist me in designing and
executing our U.S. business model. Because of
his experience in marketing and product
development in hair tools, he will directly
oversee those key areas. Mike will also set up
our sales structure, which will utilize
manufacturers’ sales rep organizations in the
United States.
If we have a supportive distributor, we will
train its sales force to be advocates for JBF
Professional and Be Gorgeous. If, however, the
opportunity exists for us to select and direct
our own team to achieve the results, we will
then “grow our own,” so to speak.
BIR: What do you look for in selecting a
distributor partner?
DG: We look for distributors who are
passionate about growing their businesses,
willing to learn and have a strong
understanding of the hair and beauty industry
worldwide. We don’t necessarily look for the
largest distributors. We are very open people
and want to work intimately with our partners
to grow their businesses and our brands
accordingly.
BIR: Welcome, Mike. What do you see as the
major challenges you will have in
establishing a base business for JBF
Professional and Be Gorgeous?
Mike Tokarz (MT): We need to convince
the industry that the JBF Professional and Be
Gorgeous lines have a point of difference. To
“Stylish means
that no matter
what product
we make, the
client will find
the appearance
aesthetically
appealing and
want to have
one in her
hand.”
do that, we need to leverage our unique
technologies and showcase the great marketing
that we have done internationally.
BIR: How do you plan to address the two
major considerations that distributors have
when looking at a potential new line: What’s
in it for me and why do I need it?
MT: Whereas launching a new salon brand
in the United States is a large undertaking due
to the many great brands already in the market,
we believe that our success in the international
market has been based on great technology,
exceptional marketing and our ability to deliver
customized programs. So “what’s in for me?” are
products with a point of difference created by
people who have years of experience in the
hair care industry. Distributors need the JBF
Professional and/or Be Gorgeous lines because
our products can grow their sales with strong
marketing and education initiatives.
BIR: Please describe your trade show
strategy and its primary objectives.
DG: Our primary launch initiative will be to
have a major presence in three major trade
shows—America’s Beauty Show in Chicago,
Premiere Orlando and Cosmoprof North
America in Las Vegas—in order to showcase
our entire brand to our existing and potential
customers. We will also introduce our newest
innovations.
BIR: What type of education do you offer?
DG: We provide stylists with Styling
Workshops designed to teach the features
and benefits of our stylers and how to
maximize the performance of each. With our
Be Gorgeous extensions, we offer a threetiered program—a basic introduction followed
by advanced techniques and, ultimately, a
business building format that teaches the
potential business, profit and revenue
opportunities stocking Be Gorgeous
extensions offers a salon. It is also important
to note that every course we offer is diplomabased, so the stylist is recognized as an
expert.
BIR: What is your operating philosophy, and
how do you approach each day?
DG: Our philosophy is simple—do whatever
the customer needs 24/7! Because we operate
in so many different time zones, we have to be
accessible. Ultimately, our customers can get
in touch with us no matter what.
BIR: What is your vision for your company?
DG: To continue our expansion globally
and to build a solid business foundation for
both our customers and ourselves, so as we
expand into new countries, we have a solid
infrastructure that will allow us to expand for
the long-term.
BIR: What would BIR's readers be surprised
to learn about your company?
DG: We always remember where we have
come from. We will never be staunchly
corporate in our approach, because every day,
we want to “keep it real.”
For more information, reach
Daniel Gogna at 347-722-7764 or
[email protected].
Reach Mike Tokarz at
708-752-0937 or
Daniel
justbeenfunked.com.
Gogna
APRIL 2012 7
If you already make enough money, don’t read this
M
MK: To plan well ahead of time and to have
ike Karg, president of KARG Inc., New
a neat travel schedule with back-up possibilities
York, and KARG Hairstyling + Products,
always at hand is of utmost importance. It
Switzerland, is a true salon industry road
helps to be able to travel relaxed and
warrior. Residing in Zurich with his wife,
comfortably to fly business class, be a member
Verena, this stylist, educator and entrepreneur
in the airport lounges and to rent a nice ride.
travels 150,000 miles a year! Mike spends half
All of that helps
of his time in the United States. He
make travelling a
exhibits and educates at most of
bit easier.
the major salon trade shows in
Actually, I like the
North America, Germany and
alone time. I get
Switzerland with his line of KARG
to read, think,
Shears, which he designed
sleep, eat and
especially to enhance his signature
follow up on all
DryHairCutting technique. Beauty
the pending stuff.
Industry Report (BIR) met Mike
However, not
late last year and started a dialog,
everything is as
which we’ve continued long
glamorous as it
distance, in order to share his story
seems.
with our readers.
BIR: Please give
BIR: Hi, Mike. Please introduce
The Karg Shear Collection
BIR’s readers the
yourself to BIR’s readers.
includes tools for every task.
inside story on your
Mike Karg (MK): I’ve been doing
famous DryHairCutting.
hair for 28 years. After my three-year
MK: I cut dry hair, because we don’t wear
apprenticeship in Zurich and working in London
thereafter, I moved back and forth between Los our hair wet. When I apprenticed in the mid
’80s, cutting hair was explained to me in a very
Angeles and New York, starting in 1991, to
complicated manner. It was called “precision
accommodate my work. When I was working
haircutting.” I found it boring, it took too long
with celebrities, on television shows,
and they made a big fuss about it. I always
commercials and films, I needed to be in
Hollywood. When styling hair for photo shoots wanted to simplify haircutting; I was convinced
that the answer was DryHairCutting. When dry
and fashion shows, I needed to be based in
New York. From 2000 to 2002, I was working as cutting, you cut the hair as it’s worn. There are
no surprises or cutting the hair too short. You
the creative consultant for Goldwell North
can work with larger sections and longer
America. That was my last freelance gig for a
shears. You have way more flexibility on how
large company. I always knew I needed and
to manipulate dry hair to eliminate weight, slide
wanted to build my own brand, KARG. In
cut and use your shear like a razor with KARG
addition, I continue to see clients in New York,
Shears. It’s much more visible.
Los Angeles and Zurich. I enjoy working on
clients, I love cutting hair—dry, of course. I have BIR: Tell us more.
MK: I was cutting dry hair for a long time,
to test all my shear prototypes and other
but the perfect texturizing shear seemed to be
products somewhere. Where better than
missing. I needed a true texturizing shear that
behind the chair?
BIR: Mike, your travel schedule is exhausting. doesn’t give up on you or dull out after two
haircuts. I also wanted it made with a great
When I saw you in Houston last year, you
design from high quality Japanese steel, while
talked about flying from Zurich to JFK,
still being affordable. That’s exactly what I
changing planes and flying to Dallas, renting
created with my first shear, the KARG Shear
a car to drive five hours and arriving at the
K-8, a texturizing shear with handcrafted “V”
show in time to set up. During the show, you
teeth to hold the hair to be cut.
were in top form. What is your secret?
8 APRIL 2012
I design shears based on those
functionalities. For example, I created the
KARG Shear K-11 Royale, a 6.5-inch texturizing
shear—as only a haircutter can. The K-Wide
Royale shear cuts in a 45º angle, while the
K-TSlide and K-BSlide Royale are texturizing/
blender shears that let you slide and free-hand
cut with ease.
I made my first prototype in 2000 and that
same year, I had just a 10-x-10-foot booth in the
nail section at the International Beauty Show
in New York City, but we made more than
$3,000.00 with that one shear alone. With
every shear sold, we gave away a free VHS tape
on how to use the shear. Today, I still give a
free DVD or a book to stylists who purchase
my shears—education is key! My educational
DVDs are “unplugged” with no major editing. I
share techniques for creating real, wearable,
sellable styles.
BIR: What are some of your other tools?
MK: I design and manufacture shears, tools
and products that are affordable, practical,
work well and look good. My combs have a big
hook on one side to take large sections when
cutting hair. My capes are white for better
visibility when cutting. All KARG Shears come
with education plus a black KARG zipper case
to hold the shears. For razor addicts, the KARG
Razor K-360 Royale spins around your finger
and the KARG texture blades (6 and 10 teeth)
are amazing and different.
BIR: What’s new in your line?
MK: This year, I reinvented the Thinner/
Blender Shear and the KARG Shear K-BSlide
Royale and launched the long-awaited KARG
Perfect Haircare line, featuring a styling cream
to be used when cutting and styling dry hair. It’s
an easy workable product for the end
consumer, of course.
BIR: Mike, more than 400 salon product
distribution executives read BIR every
month. What programs do you offer them?
MK: I offer several different programs. I can
help any distributor create its own vision. First
and foremost, I am an educator who teaches
the KARG DryHairCut philosophy and offers 11
different shears, DVDs, books, combs and more.
Distributors can buy into the shears, but they
“Every stylist
loves new tools
and different
education.
Karg, paired
with the right
distributor, can
bring that
together.”
don’t have to. They can simply have me in for
demos or hands-on workshops for stylists and
sell tickets with no future obligation. It’s a win
for everyone. Because I can customize
education around distributors’ needs and
markets, they don’t sit on unsold KARG Shears.
Distributors can offer DryHairCut education,
which no other company offers, and their
stylist customers receive very valuable
education to help them earn more money and
stand out.
BIR: Describe your ideal distributor partner.
MK: I love to work with distributors who
understand the powerful combination of great
education and brilliant tools. Together, we can
make a difference. Every stylist loves new tools
and different education. KARG, paired with the
right distributor, can bring that together.
BIR: How do you approach each day?
MK: When in Switzerland, I start the day
with a walk or run to clear my head. My workday starts later, because of the time difference
between Zurich and the United States. I put
very exciting time to be an independent
lots of emphasis on customer service. For
entrepreneur with a strong following.
example, I call customers personally no matter
BIR: Do you work directly with salons?
where I am to answer their questions. I also
MK: Rent-A-KARG is a customized education
answer (almost) every email personally.
and public relations (PR) program in one for
BIR: What did you see in the market that
salons and spas of any size. Salons can even
indicated there was an opportunity for your
book clients with me. Both stylists’ and clients’
tools and education?
reaction and excitement are unbelievable when
MK: I knew 10 years ago that sooner or later
a salon announces my visit. Salons can charge
something big would be happening, and it did.
their clients my usual prices. This PR money
Many of the major salon brands were acquired
spent will come right back into the cash register.
by even bigger players/large consumer
BIR: What trends are you most excited about?
companies that make their money selling
MK: I definitely see a trend in DryHairCutting.
consumer products. You cannot rely on one
Lots of stylists are interested. It makes me
company as a freelance hairstylist. You need to
happy…I love to share my techniques and it’s
be diverse, you need a product, a brand and
you need to be able to rely on your own name. rewarding to know I was right on target!!
BIR: Who have been your mentors?
It was perfect timing. I was one of the first
MK: My father. He’s a very smart and smooth
hairstylists to launch a shear line and perform
businessman, who handles every situation
DryHairCut techniques, along with education
politely and politically correctly. I like that a lot!!
on how to use, handle, clean and take care of
BIR: What is the best business advice you ever
shears. My goal was to make cutting hair really
received, and who was it from?
easy!
MK: My father, of course, who said, “Don’t
BIR: What is your strategy for participating
borrow money from anyone and don’t live
in specific trade shows? How do you select a
above your means.” My mom always told me,
venue that’s right for you?
“Say, ‘Thank you,’ for what you have.”
MK: First of all, it needs to be a trade show
BIR: What inspires you?
with an emphasis on hair. Lots of trade shows
MK: My wife, Verena, traveling, talking with
want me to exhibit, but they don’t even offer
education or classrooms. I personally talk to all people, watching people, news, looking through
old and new magazines, films, television and
trade show managers. If the dialog sounds right
sitting with my best friends in New York, Los
and there is a win-win situation, I’ll do the
Angeles and Zurich and talking about whatever
show.
comes to our minds while having a glass
BIR: What changes have you noticed over
Prosecco wine.
your past 10 years exhibiting at trade shows?
BIR: What would BIR's readers be surprised to
MK: As far as I can remember, the large hair
learn about you and your company?
companies used to
MK: I was born in New York and
do every show.
grew up in Switzerland. I am a big
When I was
patriot and love both the United States
working for Wella
and Switzerland. I have the best of both
USA in my midworlds.
twenties, we used
BIR: Any final comments?
to tour the three
MK: Please email me anytime or
largest shows with
stop
by my booth at a trade show. I
a mega stage
Mike Karg demonstrates his famous
DryHairCutting.
am still young and fresh, so look for
production and
much more to come. Finally, thank you to
five different teams. Today, if those companies
everyone who is helping me to build the
exhibit at all, they choose one show only or
host their own gatherings. In the past five years, KARG brand! In 2013, I’m launching a new
shear that will revolutionize the industry!
many stylists have started their own brands or
To learn more, reach Mike Karg at
slapped their names on products. Reality
877-917-KARG or [email protected]. Visit
television shows have helped stylists become
mikekarg.com.
show headliners and instant celebrities. It’s a
APRIL 2012 9
ONE offers stylists infinite creations, one solution
I
is bringing them something special.
crowd. We did just that and we called it ONE.
n 2003, after recognizing an increasing
These talented pros will be with us at all of
BIR: That’s a unique name. What’s its
consumer demand for heated styling tools at
the major trade shows throughout the United
significance?
his family’s beauty supply store, David Kim
States and Canada to share new techniques,
DK: ONE's mission is captured in its tagline:
launched FHI Heat. Over the next eight years,
editorial tips and behind-the-scenes styling tips
"infinite creations. one solution." We celebrate
he and his team quickly grew that collection of
with the hairdressers who come to see our upthe diversity and creativity in the hair industry,
high-end professional styling appliances to one
close-and-personal platform and classroom
and want to be the one unifying force that
of the leaders in the prestige segment of the
presentations.
allows stylists to work
tool category.
BIR: How else do you plan to
their magic. We
Last year, after a falling out with FHI’s
spread your message quickly?
support stylists by
investors, David, along with key members of his
DK: In addition to
providing the tools,
management team, left the company he
traditional marketing tactics
the education and the
founded and created ONE, a company that
(print ads, trade shows and
inspiration to unleash
offers the next generation of advanced styling
public relations), we are using a
their creativity. Our
tools. Beauty Industry Report (BIR) is
number of more progressive,
marketing campaign
delighted to share the story of the renaissance
cutting edge marketing and
will be stylist-focused
of this entrepreneur with our readers.
media tools to create
and stylist-generated,
BIR: Welcome back, David. Please tell BIR’s
showcasing the infinite Terrence Davidson, stylist to Nicki Minaj, awareness for our brand and
readers what’s been happening since you left
looks they can create is just one of many celebrity stylists who our products. We will be using
FHI Heat.
rely on ONE tools to create their magic. a lot of on-line interactive
David Kim: Thanks, Mike. It’s been a fast and using our tools.
vehicles, including social media and mobile
BIR: How are you communicating that
wild ride, that’s for sure. In a matter of just a
applications. Our marketing campaign is
message and breaking through the clutter?
few months, we’ve created an entire fulldesigned to engage and connect with stylists
DK: We are working with some of the most
service tool company, backed by a compelling
by inviting them to create the content.
talented and creative stylists from all arenas of
marketing campaign and top notch education.
BIR: You have to admit that the marketplace
beauty, including Terrence Davidson, who is
When I decided to launch a new appliance
is very crowded. What is ONE’s unique pointthe exclusive
line last year, we
of-difference to salon owners, stylists and
stylist for Nicki
studied the market
consumers?
Minaj; David
and realized that
DK: We are providing a full portfolio of
Lopez, one of
the tool category
styling tools and accessories to meet the needs
the most talked
had become
of the distributor, salon, stylist and consumer.
about up-andovercrowded and
In addition to industry staples, such as flat irons
coming session
commoditized,
and blow dryers, we are introducing an array of
and celebrity
with a lot of
texturizing tools for curling, waving, volumizing
stylists; Joel
uninspired brands
and creating unique textures. Additionally, we
Gunderson, a
with no point of
will have a turnkey retail solution for salons, to
consummate
difference. I knew
make it easy for them to get into the business
editorial stylist
if I were to launch
of retailing styling tools.
who works every
a new line, I’d have
BIR: Who is on your team?
major fashion
to raise the bar for
DK: I have been very fortunate to retain the
week
in
New
both stylists and
As ONE’s signature line, Epic incorporates breakthroughs
key
management team and employees who
York,
Paris
and
their clients.
such as Energy Smart Technology, which automatically
decreases temperature while idle and instantly returns to Milan and in his
helped us build FHI Heat. We work together
Leveraging my
the preset setting once in use, helping to conserve energy spare time is
very well and are really like a family. The team
connections and
while prolonging the life of the heater.
includes Joseph Kim, chief marketing officer;
director of
friendships in the
Les Haverty, vice president of sales and Paul
education for JUUT Salons in Minneapolis; and
industry, we partnered with the top
Yu, director of marketing. We have also
Brenton Lee, an emerging superstar who is a
manufacturers and technology providers to
recently added Warren Peskin as vice
magician when it comes to cutting, coloring
push technology and innovation to a new level
president of business development to our
and styling. Top stylists want to work with us,
of excellence. We knew we would have to
team. Additionally, we have strengthened our
because they believe that ONE, as a company,
create something that stood out from the
10 APRIL 2012
“We want to
be the ONE
unifying force
that allows
stylists to
work their
magic.”
sales team in Canada, with Sam Ahn and
Sophie Juillet working with the best fullservice distributors up north.
BIR: Tell me about your flagship tools.
DK: Our flagship line is the Epic series, a line
of sleek, ergonomically designed styling tools
with innovative technologies that raise the
performance bar. For instance, the Epic flat
irons (available in two sizes) incorporate our
Energy Smart Technology, which automatically
reduces the idling temperature when not in
use, thereby doubling the life of the heater. It
also reduces energy consumption by more than
50%. The Epic dryer has our Ionic Intel system,
which allows the user to select either positive
ions (which open the cuticle for more volume),
or negative ions (which close the cuticle for a
sleek finish) with the flip of a switch, as well as
a ceramic filtration system, which removes
carbon dioxide produced by the motor, to
eliminate free radicals, which are responsible
for aging and other forms of hair damage. We
have also released several breakthrough
texturizing tools under our Verge line, such as
the Bubble Wand, which has a series of
rounded spheres on the barrel to help stylists
and consumers easily create the
deconstructed, beachy waves that are
currently on trend; we call it “perfecting the
imperfect curl.”
consultants), salon owners, stylists and their
BIR: What is your company’s overall
customers. Based on this approach, within the
operating philosophy, and how do you
first four months of our launch, we have
approach each day?
successfully launched ONE in every province in
DK: Our overall operating philosophy
Canada through full-service distributors, and
focuses on building a sustainable brand, not
are quickly expanding in the United States. At
just selling products. We are confident that we
Cosmoprof North America in Las Vegas, we
have the best performing and most
will unveil “ONE World”, a true gametechnologically advanced
changing retail program that we’re very
products in the industry, and we
excited about. This out-of-the-box
want to back that with
approach enlists the participation of
marketing, education and sales
the manufacturer, the distributor, the
support that really differentiates
salon, the stylists and even their retail
ONE from every other brand in
consumers, all working together to
this space. Focusing on this longprovide salons and stylists with the
term objective helps us make the
proper tools to retail styling appliances
right strategic decisions day to
in a meaningful way and recognize a
day. We approach every day by
significant new revenue stream.
asking ourselves what we need
BIR: What is the best business advice
to do to move a step closer
you ever received?
achieving our long term goal of
DK: Mark Cuban, owner of the
building a great brand that can
Dallas Mavericks and serial
revolutionize this industry.
entrepreneur, always seems to have
BIR: Describe your ideal
something interesting to say. During
distributor. What are the key
success factors you look for in
The Bubble Wand is one of his interviews, I remember him
selecting a distributor partner? designed for retailing saying, “All good businesses are
to help consumers personal; the best businesses are very
DK: Our ideal distributor is an
entrepreneur who believes in the create beachy waves. personal.” I think there’s a lot truth in
that statement, particularly in our industry,
power of strategic partnerships. Once a
where the greatest successes are built on the
distributor commits to prioritizing our brand,
passion of individuals and the power of
we reciprocate by supporting its team fully
personal relationships.
through our marketing, sales and educational
BIR: What inspires you?
resources. We treat the salon consultants like
DK: I am inspired by the heroes of our
our own sales force, building personal
industry, the stylists. Their artistry, creativity
relationships with each and working with them
and passion are what continue to evolve the
one-on-one to meet their individual goals. We
industry and define the looks and trends of
also look to implement unique selling and
each era. It is why this industry becomes a
marketing strategies with our distributors; we
lifelong addiction for so many of us, and it is
find that a fresh approach often helps to
what gives ONE a reason for being—to help
overcome some past challenges they might
enable and showcase the amazing work stylists
have experienced, especially in the styling
create on a daily basis.
appliance category.
BIR: Anything else you would like to add?
BIR: How does your company help its
DK: My team and I are very excited to be
distributors and salons sell through?
back in the industry doing what we love. We
DK: We distribute primarily through fulllook forward to re-connecting
service distributors. We understand the
with all of our friends and
full-service distribution model and how to
supporters, and can’t wait to
properly support it through marketing,
introduce ONE to all of you.
education and a robust promotional calendar.
Reach David Kim at
When planning out our strategy, we ensure that
we are taking care of our partners at every
level—the distributor (including the sales
David Kim onestyling.com.
APRIL 2012 11
America’s Beauty Show celebrates CC’s centennial
W
Trayce Madre, Giovanni Giuntoli, Rene
hairdressing competitor, loyal CC member and
hen a small group of salon owners came
Antonio, James Edick, Abbey Theis, Candy
founder of Pivot Point International, Inc. At
together in 1912 to form the Chicago
the Beauty Bash, CC and guests celebrated the Shaw, Paul DiGriglio, Jill Glaser, Lisa Ryan,
Hairdressers & Wigmakers Association, the
Jerry and Karen Gordon, Mary Jadrich, Kathy
association’s 100-year anniversary and Pivot
goal was to support and help each other build
Jager, Enzo Milano, Diane Kay, Chris Curse
Point’s 50 years of education. The cocktail
a better beauty profession and business. One
and Crizen Hasagawa.
event showcased a retrospective of fashions,
hundred years later, that group is today’s 7,000Attendees also honed their technical and
hair, food and beverages that were in vogue for
member Cosmetologists Chicago (CC). Each
sales skills by taking advantage of tutorials from
the past 10 decades with a model parade from
year, CC produces America’s Beauty Show
Chromastics, GK Hair, Cinderella Hair,
local salons and a surprise look into the future
(ABS) and brings together more than 50,000
Keratin Complex, Slimlite, Wahl/Soma,
from beauty school
salon professionals for
Hotheads, Bioelements, Davines, J Beverly
students. All proceeds
education,
Hills, Simplicity Hair Extensions, Shortcuts,
benefited the CC
entertainment and
SalonTech, Malibu C, Kendra, My Best
Presidents Scholarship
collective beauty energy.
Friends Hair, Product Club, Belvedere, Young
Fund, which annually
Last month on March
Nails, Studex, Donna Bella, NailTek, Dashing
awards cash
3-5, CC invited the entire
Divas, Just Been Funked, Mikal, StyleNet, JB
scholarships to
salon industry to ABS to
Cosmetics and DS Laboratories.
members for advanced
celebrate its 100th
The American Association of
education.
anniversary at
Cosmetology Schools presented Beauty
Talent and creativity
McCormick Place in
Changes Lives. Celebrity stylists and beauty
ruled on the ABS
downtown Chicago.
icons shared their personal journeys with
Runway. The who’s who
Cementing the
students and led an inspirational journey filled
of beauty showcased
centennial milestone,
with hope, promise and a peek into upcoming
mayor of Chicago Rahm Miss Universe made a guest appearance on hot looks for the
The Runway, courtesy of Farouk Systems.
beauty and fashion trends.
upcoming season,
Emanuel and Illinois
Also happening at the same time as ABS
previewed color trends and fashion forward
Governor Pat Quinn recognized the
Chicago was the Face & Body Spa Conference
styling from Nick Arrojo, Beth Minardi
contributions CC has made to promote, grow
& Expo produced by Allured Business. This
presented by behindthechair.com, Angelo
and support the professional salon industry
skin-focused
Seminara for
and declared the weekend “Cosmetologists
show was
Davines, Tabatha
Chicago Days” in Chicago and the state of
located in a
Coffey, Wayne
Illinois, respectively. To further enhance the
separate hall
Grund for Surface,
McCormick Place experience for exhibitors and
across the
and Farouk
attendees, Mayor Emanuel permanently
lobby. Skin Inc.
Systems’ Rocky
adopted the labor union work reforms that
Vitelli and Leonel
allow for greater flexibility and cost savings for
magazine
Rodriguez featuring
exhibitors and attendees including reduced
sponsored the
the reigning Miss
parking rates and Wi-Fi throughout the facility.
Advanced
Universe, Leila
But the most important aspect of the
Education
Lopes. Appearing
celebration centered on the salon professional.
Conference
CND’s Jan Arnold put nail fashions center stage on The
for Wella were
“America’s Beauty Show,” says CC President
Program,
which
Runway @ABS.
Mark Hayes & the
Frank Gironda of Frank Gironda Salon & Spa,
kicked off with
Sassoon Creative Team and Paul Nasrallah,
Naperville, IL, “is the event that helped shape
an opening panel on legislative concerns for
the leaders in our area and across the Midwest, Omar Antonio, Sonya and Christopher Dove
skin care professionals. Following that, four
with Wella’s International TrendVision Team.
as they built their careers and businesses. For
educational tracks featured business solutions,
More than 175 classes ran throughout the
87 years, ABS, formerly known as The Midwest
medical esthetics, skin science and treatment
three days, providing education in hair cutting/
Beauty Show, has been the spring event to
techniques.
styling, color, nails, esthetics, makeup and
educate, inspire and introduce new looks,
Sandy Chapin, Allured group show director,
business. Attendees learned from industry
products and techniques to salons. And so it
said, “In 2012, we had 3,208 attendees—a 73%
notables, including Beth Minardi, Eli Mancha,
will continue for years to come.”
increase over 2011. Additionally, 3,531 cross-over
John Simpson, Mike Karg, Ivan Zoot, Simmy
The 2012 ABS was dedicated to the late Leo
attendees from ABS raised the total attendance
Bell, Carolyn Brundage, Julie Piantadosi,
Passage, a hair designer, educator, champion
to 6,739. This year’s exhibit space totaled 12,100
12 APRIL 2012
skin around the eye-area, introduced a line of
jeweled bracelets. Co-founder/owner of the
company, Greg Serrault, told Beauty Industry
Report (BIR), “Instantly Ageless continued to
be a hot seller, because it provides instant
gratification and dramatic results. When people
see their lines, wrinkles and puffy eyes
for distributors were out to spend money. Our
new jewelry-inspired glitter tattoo stencils are
ideal for special occasions, like proms,
weddings and hot dates.” Lindsay added,
“Beauty professionals always need unique
products, as well as the tools to help them
On the show floor
promote and market new services. One of our
The ABS exhibit floor featured hundreds of
strengths is our ability to provide
manufacturers and distributors,
tools and tips for our salon
including American Crew, Andis,
professionals to introduce and
Aquage, ARROJO, Avalon,
grow their glitter tattoo service
Belvedere, Bioelements, Bio
and retail businesses.”
Ionic, California Smooth, Clairol,
Glimmer Body Art offered two
CND, Cricket, Dashing Diva, Enzo
kits—one for professional beauty
Milano, Farouk Systems, FHI
stores that is focused solely on
Heat, Ion Color Brilliance,
selling stencils and glue (list $299)
It Factor, J Beverly Hills, Kenra
and one for professional salons,
Professional, Keratin Complex,
which puts the salon professional
Michael O’Rourke’s Rock Your
in the Glimmer Body Art service
Hair, Modern Salon Media,
and retail business (list $599).
Moroccanoil, Nioxin, Neuma
Reach Lindsay at 310-787-8700 or
Beauty, ONE, Onesta, OPI,
[email protected].
Pravana, Schwarzkopf, Scruples,
Visit
glimmerpro.com.
Sebastian Professional,
Nick Arrojo’s collection celebrated hair’s many textures and shapes. Photos by
Also
cashing in on the
Simplicity Hair Extensions,
babak for America’s Beauty Show.
popularity of bling were Carrie
Takara Belmont, TIGI, Vidal
and Chris Rozek, owners of My Element
Sassoon, Wahl, Wella Professionals, Young
dramatically improve in just two minutes, it
Style, which gives basic salon accessories a
Nails, Zerran International and many more
creates lots of excitement. However, what we
look and personality stylists love. They
offering the newest products, tools and
did not expect was for our wholesale salon
featured new jeweled embellished shear cases
equipment for hair, skin and nail care to ensure
jewelry line to be such a hit. Salons are looking
in two styles—white leopard with embellished
a successful salon business. Missing this year
for more ways to increase revenue, and as a
Fleur de lis and a black case with an
were the L’Oréal brands, which dropped out a
result, our jewelry was flying out of the booth.
embellished cross. Carrie mentioned, “We sold
few months before the show; however,
Women love their jewelry and bling. We
out on Saturday, and had to make a special trip
SalonCentric still had an area, which housed
introduced a line of high fashion jeweled
home to Milwaukee to get
TIGI, Bio Ionic, FHI Heat, Pravana, OPI,
bracelets under the brand
more.” Also selling fast
Cricket Company and its Value Center.
Shamballa, which feature
were designer disinfectant
Beauty Systems Group’s (BSG) large area
Swarovski crystals and we
jars. Carrie stated, “Since
featured Rusk, Kenra Professional, Scruples,
sold out.” Greg added, “As
the jars were featured on
American Crew, Nail Harmony, Woody’s
a result, we will
the show ‘Tabatha Takes
Men’s Grooming products and others. BSG
aggressively be adding
Over’ on the Bravo TV
also had a large Value Center booth with a half
wholesale jewelry to our
network, we’ve see a big
a dozen checkout stands going full blast and
product offerings in the
spike in our internet
the BSG Cosmoprof VIP room, a large meeting
future.” Reach Greg and
orders” The company’s
room located on the fourth floor, which was
Kellie Serrault at 800designer aprons look like
jammed with VIP salon owners meeting with
709-2058 or
little black dresses,
their Cosmoprof salon reps. The room was
[email protected].
Legendary hairdresser and salon owner offering stylists a
rimmed with displays from Sebastian, Farouk
Visit instantlyageless.com.
Jamison Shaw (left) from Atlanta was
fashionable way to protect
Systems, Scruples, Minardi Color Care,
Another exhibitor
honored by CC members, including his
Goldwell and others.
selling bling was Glimmer close friend and CC member Jerry Gordon their clothes. To learn
more about these
“Bling” continues to be a thriving trend in
Body Art, which features
(right), on the 50th anniversary of his
the salon industry, with glitter on apparel,
jeweled body glitter to the winning the first USA gold medal (1962). fashionable accessories,
reach Carrie or Chris at
costume jewelry and hair accessories. One of
beauty field and also
866-882-9552 or [email protected].
the exhibitors, Instantly Ageless, whose
offers a private label service. Lindsay Stockel,
Visit myelementstyle.com.
primary product is used to temporarily tighten
said, “Both individual buyers and those buying
net square feet for 87 exhibitors—a 44%
increase over the 2011 show.” Reach Sandy at
630-344-6065 or [email protected]. Visit
allured.com.
APRIL 2012 13
their own advertisements with the ONE
Hempz/PBI Group had one booth in the
branding. It’s a really fun way to get stylists
BSG exhibitor area and another in the
engaged with our brand. In addition, stylists
SalonCentric section. BIR chatted with Janice
loved our fully functional styling stations,
Binkley, business development manager, who
which allow them to try before they buy. On
said, “We sold out of all the Hempz Body
stage, we featured the hottest talent, including
Moisturizers by end of the day on Sunday.
Shear Genius star and North American
Our two new Hempz Herbal Moisturizers
Hairstyling Awards winner Faatemah Ampey;
(vanilla plum and citrus blossom) were a huge
session stylist Joel Gunderson, who has styled
hit. Preplanning and buyer incentives helped.”
hair for British Vogue, Rolling Stone, Details
Reach Lou Georgelos, senior vice president of
sales, marketing, education and business
and during Fashion Week in New York, London,
development, at 972-763-4360 or
Milan and Paris; and our own ONE educator
and Dallas salon owner, Shantel Davis, who is
pbigroupince.com.
a super star when it comes to helping stylists
Dennis Bernard Campanaro, president/
understand that dress work that looks
CEO of Dennis Bernard Inc. has a reputation
complicated can be easy, using ONE’s Epic and
for not mincing words about positive or
Verge tools. Faatemah demonstrated “Amp
negative show results. This year, Dennis was
Waves,” her modern version of finger waves
delighted, as were many exhibitors, as he
created with her ONE Legacy flat iron. Joel’s
reported, “The show was a great success for us! friends, who were working Paris Fashion Week,
The show traffic seemed like the old days and
emailed him the day’s looks, which we
people were spending money unlike some of
displayed on our LED TV for the audience as he
the previous shows. Our new Incredible
recreated them live...talk about current!!” Reach
Holding Aerosol Spray was
our hot item (10 oz./list
$8.49/SRP $16.98). Many
stylists came to us because our
brand is not diverted. They
mentioned major brands by
name that are being diverted
into large retailer accounts and
told us that they are looking
for brands that are only being
sold through and by salon
professionals. One stylist said,
‘They fooled me once and
shame on me, but it won’t
happen again!.’ Because of our
results at ABS, we are going to
continue our marketing in
salon magazines, via email
blasts and social marketing,
Mark Hayes and the Sassoon Creative team for Wella showcased
because those programs really
classic Sassoon geometric cuts with color accents.
raised our brand awareness,
which brought stylists to our booth.” Reach
Les at [email protected] and visit
Dennis at 732-308-9935 or
onestyling.com.
The men’s products and services category
dennisbernard.com.
continues to grow, with several lines, including
ONE used ABS as its coming out party and
American Crew; Woody’s, which is owned by
was also delighted with the results. Les
American International Industries, and
Haverty, vice president of sales, told BIR,
Johnny B, doing big business at ABS. Al
“Stylists loved our new booth, which features
Anorga, president and founder of Atlas
two photo booths that allow stylists to create
Wholesale, which markets Johnny B, told BIR
14 APRIL 2012
The 2012 ABS
was dedicated
to the late
Leo Passage,
founder of
Pivot Point
International.
that his company just moved to a larger
corporate headquarters in Commerce, CA. In
addition, it operates a small distribution center
in Chicago area. The hot product was the 20ounce jar of Mode Styling Gel, an
alcohol-free, maximum hold formula. Al said,
“This size delivers 25% more in every jar and is
only available once a year. Attendees were
buying Mode by the dozen and taking
advantage of the savings (20 oz./SRP $13.00).”
Al also pointed out that the barber world is
evolving, with more and more barbers
beginning to see the value in becoming retail
centers, which is a new development. Reach
Socrates Real, project manager, at 323-2016280, ext. 208 or [email protected].
Visit johnnybhaircare.com.
A brilliant idea was the Texture! LIVE
Pavilion, which was co-presented for the third
year by Texture Media/NaturallyCurly.com
and Modern Salon Media. This year, it moved
to the main show floor and featured
companies that focus on products for curly,
wavy and kinky hair types. The participants
included Ouidad, Mizani, Farouk Systems,
TIGI, GK Hair, Avalon Products, Curly Hair
Solutions, Use Me, Hair rules, Jane Carter
Solutions, Jessicurl and Universal Beauty
products. The area featured product demos
and curly hair care techniques up close.
Paul Dykstra, CEO of CC and ABS, said,
behindthechair.com.
Also announced at ABS were the CC Stars
Photo Contest winners for professionals,
students and nail technicians. The inaugural
Leo Passage Gold Trophy Award was
presented to the top-scoring individual who
entered all three Stars categories. Celebrity
guest judges of the competition included
Aquage co-founder Luis Alvarez and CND
co-founder Jan Arnold.
Winning the Red Carpet Glamour was Kaia
Hurd, Fresh Salon, Charlotte, NC. Taking
honors for the Urban Edge/Street Fashion
Kristen Erickson, America's Beauty Show art director;
category was the Salon Visage Team, Salon
Samantha Gribble, 2012 Rising Stars winner; and Luis Alvarez Visage, Knoxville, TN. Capturing first place in
of Aquage and celebrity judge of the Stars awards.
the Salon Makeover category was Cece
Augustine, Ladies and Gentlemen salon,
Favorite Manufacturer Program/ Event.
Mentor, OH. The STARS winners in each
First time winners include Aveda for
Awards galore presented at ABS
category received $750 from CC and a trophy,
Favorite Prestige Company, Oribe for Favorite
Mary Rector Gable, founder of
one free admission to a 2012 Aquage Academy
Small Company, Matrix Total Results for
behindthechair.com (BTC), hosted BTC’s 12th
in Chicago and recognition at the 2012 ABS and
Favorite New Shampoo/ Conditioner and TIGI
Annual Stylist Choice Awards on Sunday
on americasbeautyshow.com.
Bed Head Candy Fixations for Favorite New
night during ABS. This annual event featured
The Nails Stars Winner was Viktoria
Styling Product.
presenters Sam Villa, Beth Minardi, Tabatha
Evtushenko, Iryna Giblett Nail Academy, Kiev
Along with the newcomers, long running
Coffey, Ken Paves, Anthony Mascolo, Nick
Ukraine. Viktoria received a trophy, $500 from
SCA “Hall of Famers” continued to dominate in
Arrojo, Kim Vo, Robb Dubré and 40 other
the International Nail Technicians
their categories this year. Joico K-PAK Deep
salon industry VIPs. More than 3,000 senior
Association and her winning images posted on
Penetrating Reconstructor once again won
beauty executives, VIPs, artistic directors,
americasbeautyshow.com.
the award for
stylists and
The Rising Stars winner was Samantha
Favorite Deep
cosmetology
Gribble, Steven Papageorge Hair Academy,
Restorative
students from
Chicago. She received a trophy, a swag bag full
Conditioner or
around the
of professional products, free admission to ABS
Treatment.
nation
2013 and recognition at the 2012 ABS and on
Kenra
attended the
Professional’s
event, which
Paying homage to the late Leo Passage, the
Volume Spray
was sponsored
first annual Leo Passage Gold Trophy was
25 was again
by leading
named Favorite awarded to Jennifer Price, Zano Salon & Day
product
Spa, Naperville, IL, the cumulative pointHairspray. ISO
companies. The
winner in the Stars Photo Competition. Her
Options
SCA was also
name will be engraved on the Leo Passage
Waves was
streamed live
TIGI’s stage brought attendees up close and personal.
Gold Trophy to be displayed at Pivot Point’s
tapped as
internationally
world headquarters in Evanston, IL. Jennifer
Favorite
on
received a replica of the trophy and $1,000.
Permanent Wave. Wella Blondor was chosen
behindthechair.com.
She was assisted by Ashley Stevens, makeup,
as Favorite Bleach Lightener and Redken
Pure, real-world education won the evening.
and Kosta Sobeveski, photography.
Shades EQ was named Favorite DemiFor the second consecutive year, educator and
See you at next year’s America’s Beauty
behindthechair On Paper cover guy Sam Villa Permanent Color.
Show, March 9-11, 2013, at McCormick Place in
The Stylist Choice Awards are chosen by
was named Favorite Platform Artist/Educator.
downtown Chicago. Reach Paul at 312-673-5853
registered members of behindthechair.com via
He was joined by another On Paper cover
or [email protected]. Visit
an anonymous, online voting process. “These
artist, Beth Minardi, who was crowned in the
awards are our way of giving our stylist
first time Favorite Haircolor Educator/Platform
The 2013 Face & Body Midwest will also take
members a voice and a platform to celebrate
Artist category. Matrix was voted Favorite
excellence,” says Mary. For more winners and to place on the same dates. Visit
Overall Professional Products Company and
faceandbody.com.
watch a replay of the broadcast, visit
the Goldwell Color Zoom took the prize for
“We are overwhelmed by the support
of the industry and salon
professionals for the Centennial
Celebration of CC and our
extraordinary ABS 2012. The numbers
tell one side of our success,”
continued Paul, who was still tallying
record distributor salon consultant
and store sales of tickets at press
time, “but it is also told on the
enthusiastic faces of attendees at our
special events, on the show floor and
in classes. Their high purchasing levels
are reinforced by the post-show
comments on sales increases we
received from leading exhibitors.”
APRIL 2012 15
Flash sales create a consumer buying frenzy
irect-to-consumer marketing via
infomercials, QVC, Home Shopping
Network or Shop NBC and the Internet is
a rapidly growing method for marketing and
selling beauty products from many channels to
consumers. Beauty Industry Report (BIR)
recently chatted with Craig Shandler,
president of Active Imagination LLC, to learn
about the products and strategies that can
benefit from flash sales.
BIR: Craig, what exactly is a flash sale?
Craig Shandler (CS): Flash sales has become
the newest business buzzword in the American
e-retail sector. The system is a win-win for
both retailers and consumers: retailers can
build brand loyalty and at the same time, sell
surplus stock and drive traffic on slow days
within a short span of time. One of the most
crucial features of flash selling is, as the name
abundantly suggests, short-term offers for
services or products at subsidized prices.
Buyers receive an invitation/email and must
seize the opportunity within a designated time.
Gilt Groupe was the pioneer of the flash
sale model. In November 2007, it launched an
invitation-only site for high-end women's
apparel and accessories. HauteLook launched
in December 2007. In March, it was bought by
Nordstrom. Rue La La launched in 2008. The
website has approximately 4 million members.
MyHabit.com is Amazon's foray into flash
sales. Ideeli.com launched in December 2007.
Groupon is one of the fastest growing
companies in the world and raised $700 million
in its IPO in 2011.
BIR: Recently, flash sales have migrated from
the Internet to television. How does it work?
CS: You might have turned on the television
in the last 12 months and thought you were on
a shopping channel, as a familiar morning show
host on network television was pitching
products and directing you to a website with a
value proposition that you could not resist. It
was not QVC, HSN or Shop NBC; it was The
Today Show, Good Morning America, Fox
and Friends or even regional television
stations. Network television stations are
pitching products with exciting discounts and
giving consumers 24 hours to buy while
supplies last. These networks create awareness
of products to millions of potential consumers,
D
16 APRIL 2012
generate meaningful sales and create product
trial, with no media or public relations cost.
BIR: What do flash sales on television mean
for the professional beauty business?
CS: This new paradigm that did not exist a
year ago can be instrumental in growing your
business through direct-to-consumer marketing
and when combined with social media can
form a powerful distribution channel for
launching new products, building awareness for
your brand and creating trial for your product.
Beauty marketers are always looking to
create brand and product awareness, acquire
new customers at the lowest cost and get
samples into the hands of consumers, who are
likely to be loyal consumers.
There are high costs for producing television
spots, network advertising, sampling, public
relations campaigns and purchasing lists of
potential consumers. However, television flash
sales offer the ability to reach millions of
viewers with your message on network
television in a form that is not an ad, to sample
products to consumers who are interested in
your products, to generate revenue, to develop
a database of emails and addresses of
consumers who received your product, all
without up-front cost.
BIR: What types of beauty brands/products
can benefit most from flash sales? What
does the total program look like?
CS: Products that are consumable or are
part of a beauty system will benefit the most
from flash sales. You need to create a wellthought-out plan to maximize the long-term
value of these new customers by turning them
into loyal customers. That requires integrating
flash sales into your distribution system. For
example, if you distribute your products via the
professional beauty channel, you need to
incentivize consumers to visit the salons that
carry your product. A plan that includes a
social media program with loyalty, referral and
incentive campaigns must be developed with
salons. Both salons and your brand will benefit
from these new customers.
BIR: What are the costs associated with
implementing a flash sales program?
CS: Discounts vary between 50% to 75% and
you need a micro site. Shipping is charged to
the consumer, and you are responsible for the
fulfillment. As your merchant account is used,
the funds go directly to your bank account.
BIR: Why should this new distribution
system be part of a professional beauty
product marketer’s strategy?
CS: With a strong focus, a well-defined plan
and execution, you could generate 50,000 to
100,000 new customers between network and
local television, Groupon, Social Living,
Hautelook, MyHabit, GiltGroup and other sites.
BIR: Does this type of marketing reflect
changing consumer buying patterns?
CS: Deals are now about more than saving
money: it’s the thrill, the pursuit and the
perceived smartness—thus, a source of status,
too. The television network morning shows
have now tapped into the consumer quest for
bargains. What does this mean for the
networks? It is attracting viewers and driving
traffic to their websites. Viewers have now
been trained to stay tuned and wait for the
products that they can purchase. This is
becoming a global phenomenon, as Groupon
will sell your products worldwide.
BIR: What are the potential drawbacks?
CS: You need to have sufficient inventory or
specifically have inventory allocated for this
channel—and the volumes can vary greatly
between 5,000 and 25,000 units. You need to
be prepared to offer the consumer a large
enough incentive—as much as 75% off retail.
These discounts are dictated by the television
stations. These can be one-off deals and not
reoccurring; however, there are sufficient
opportunities to make it viable.
BIR: How can a professional beauty brand
incorporate flash sales into its marketing
mix without being accused of diversion by
its salon customers?
CS: Careful planning is required to ensure
that your existing customer loyalty and
retention are not negatively impacted, as you
attempt to maximize your flash sale and oneday-discount efforts.
For more information about
incorporating flash sales into your
company’s sales and marketing
strategy, contact Craig Shandler,
president of Active Imagination
Craig
LLC, at 818-217-2565 or
Shandler
[email protected].
Beauty public relations pioneer and maven
Norma A. Lee has died at age 84. As the
public relations manager for the New York
International Beauty Show for many years,
she was beloved in the global beauty
industry by top hairdressers and the media,
alike. Early on, Norma was one of the first to
recognize the importance of carrying the
industry’s message to our legislators and the
media. To that end, she created her
Backstage Beauty Suites, which she
produced for many years at both the
Democratic and Republican Conventions
and in other political venues, creating
opportunities for beauty pros to give a face
to the industry while providing beauty and
grooming services before the VIPs went on
camera. Norma was also known for
mentoring young women.
Cleve Mcmillan is seeking a position as vice
president of marketing or national brand
manager with a growing salon hair color/
hair care company. He is an experienced
marketer and educator with more than three
decades of experience, sharing his marketing
and educational message across three
continents for leading companies, such as
Goldwell, Schwarzkopf, Redken, Wella and
in the past two years, with Kim Vo Haircare.
Cleve has overseen the integration of all
marketing and education elements,
on/offline brand development, public
relations campaigns, trade advertising,
SEO/SEM management and brand identity
while managing national and international
artists and educators. Reach Cleve at
[email protected].
Minardi Luxury Color Care, a customized
approach to color care from color expert,
Beth Minardi, is now available through
national distribution. A first-of-its-kind
collection, tailored to treat the specific type
of hair color service, the collection includes
Fortifying Pre-Wash Therapy Treatment
(7.5 oz./SRP $36.00), System No. 1
Weightless Wash and After Wash, System
No. 2 Balancing Wash and After Wash and
System No. 3 Nourishing Wash and After
Wash (Washes 12 oz./SRP $26.00; After
Washes 7.5 oz./SRP $27.00). Stylers include
Abundance Weightless Volume Expanding
Foam (7.1 oz./ RP $22.00), Root Lift
Elevating Mist (6 oz./SRP $22.00), Subdue
Frizz Restraining Styling Crème (4 oz./SRP
$20.00), Pieces Soft Hold Pomade (1.4 oz./
SRP $24.00) and Gel Cocktail Adjustable
Hold Gel (4 oz./SRP $20.00). Reach Valerie
Robinett, Joico director of public relations,
at 626-321-4100 or [email protected]. Visit
minardicolor.com.
Last month, Goldwell launched “You Can’t
Get Supernatural Color from a
Supermarket,” a direct-to-consumer
marketing campaign that raises awareness of
the advantages of the professional, in-salon
hair color service over at-home box color.
The campaign will be led by celebrity stylist
Nick Arrojo and aims to position the brand
as the preferred professional hair color for
stylists and salons, while promoting the
significant difference hairdressers make in
the lives of their clients. With messages
including, “Show-Stopping Blonde Doesn’t
Start on the Shelf,” “Chocolate This Rich
Doesn’t Come in a Box” and “You Can’t
Match Reds This Fiery At Home,” the
campaign will reinforce the message that
consumers should turn to Goldwell salons
and color professionals for the best work.
“Our primary focus is to increase business
for our salon partners and the professional
industry. Educating potential salon color
clients through this innovative campaign is
just one more way to do just that,” says Cory
Couts, president/general manager, Kao USA
Inc., Salon Sector. “This campaign gives our
industry, our brand, and most importantly,
our salon partners, the showcase and voice
they deserve.” Reach Cory at 410-850-7555 or
[email protected] and visit
goldwellsalons.com.
Zerran International Corporation begins its
26th year in new corporate headquarters.
The move and expansion to 40,000 square
feet of integrated offices, education center,
warehousing and shipping space triples the
company’s capabilities. Adding in laboratory
and manufacturing areas, Zerran facilities
now encompass nearly 200,000 square feet.
The new address is 12820 Pierce Street,
Pacoima, CA 91331. All contact numbers
remain unchanged. For distribution inquiries,
reach director of distributor operations,
Grant Samples, at 800-626-1921 or
[email protected]. Visit zerran.com.
New Alterna 1 Night Highlights is a
temporary color mousse that provides an
easy, commitment-free way to try on new
highlights or refresh existing ones. The
mineral-based color is free of harsh
chemicals and provides gentle coverage
that’s safe on color-treated hair. Shades
include Ravishing Red, Sweet Caramel and
Shimmering Blonde (SRP $29.00). Reach
Lauren Hilton-Hochhauser, senior public
relations manager, at 424-253-2085 or
alternahaircare.com
Developlus offers two products for stores.
Splat Glow is a temporary glow-in-the-dark
hair color in Hot Pink, Electric Blue, Purple
Swag and Totally Red (kit/SRP $5.00-$8.00).
No Gray Quick hides gray and silver hair,
with three colors to match all major shades
(5 oz. applicator/ SRP $7.99). Reach Bernie
Ellenson, sales and marketing, at
developlus.com.
APRIL 2012 17
Redken’s new Chromatics prismatic
permanent hair color includes 48 shades and
leaves hair two times more fortified, with
zero ammonia and 100% gray coverage.
Chromatics prismatic permanent hair color
uses an Oil Delivery System (ODS2) + Protein
Extract Technology, a new salon color
technology exclusive to Redken. It surrounds
the hair in a layer of protective oil, while
long-lasting color pigments and fortifying
protein extracts are propelled deep into
every strand, leaving the hair looking and
feeling stronger, with brilliant color (2 oz./
$7.25). The line also offers three developers
(33.8 oz./$10.00). For more information,
contact John Woloshyn, senior vice
president of sales, at 212-984-4779 or
[email protected]. For more
information, visit redken.com.
LOX Extensions create length, volume and
color using 100% Remy human hair. LOX
Single and LOX Wefts are seamless,
weightless and traceless, available in three
different application methods: LOX for
Length, LOX for Lots and LOX for Lights.
Applications are clean and applied without
wax, heat, glue or tape, resulting in little to
no hair damage. They are safe, fast, easy and
affordable. The LOX Stylist Kit (SRP
$799.00) includes all tools plus a DVD with
license, a 100-pack of #4 strands, one #4
weft straight extension, decals and
brochures. The expanded LOX Salon Kit (SRP
$2,299.00) offers four DVDs, a 200-pack of
#4 strands, a 200-pack of #22 straight
strands, two #4 weft straight strands, two
#22 weft straights, decals and brochures.
Reach Michael Bianchi, coordinator, at 586405-3591 or [email protected]. Visit
loxextensions.com.
White Sands’ Gel-Us with Orchids restores
moisture, shine, elasticity and softness to
the hair, while eliminating frizz, improving
texture, repelling moisture and providing
volume (7.5 oz./SRP $15.00). For more
information, reach Noel Salas, CFO, at
949-206-1300 or
whitesandsproducts.com.
18 APRIL 2012
Future Industries offers the Allure line
Crystal Collection of fine accessories,
including barrettes, tiaras and chignons
layered with upscale rhinestone patterns.
The Boutique Rhinestone selection includes
the Rhinestone Tiara in assorted styles
(SRP $7.50) and the Rhinestone Barrette
Pony (SRP $5.00). From the Fancy Rhinestone
collection are the Rhinestone Metal Side
Comb (2 pc./SRP $2.00 each) and the
Rhinestone Chignon (2 pc./SRP $2.50
each/dozen SRP $30.00). Reach Morey
Serouya, owner, at 800-929-0006 or
futureindustries.com.
Mia Hair Accessories and Styling Tools
offers Clip-n-faux Feathers, an animal- and
environmentally-friendly solution for
women who want a hot hair trend without
the ecological harm. Clip-n-faux Feathers are
made from 100% polyester, look exactly like
expensive thin rooster feathers and can be
curled or straightened on medium heat. Each
contains two faux feathers and one faux
suede piece on a snap clip, measuring 13
inches long and available in black/white,
pink, red, orange, ginger, brown, green, blue
and purple (SRP $10.00). Reach Mia
Minnelli, CEO, at 925-275-9028 or
miahairaccessories.com.
Bosley Professional Strength launches
three products. Healthy Hair Rebalancing &
Finishing Treatment is a dual purpose,
weightless treatment that helps to rebalance
dry and oily hair, relieve eczema symptoms,
scalp itching, irritation and redness,
condition hair and add shine. Made with the
LifeXtend Complex to preserve, grow and
restore hair, the treatment also contains
marula oil to hydrate and repair, as well as
burdock root oil, which promotes natural
hair growth and helps maintain a healthy
scalp (2.5 oz./SRP $24.95). Hair Thickening
Fibers blend with fine or thinning hair to
add density. Made of keratin proteins that
are similar in composition to the hair, they
can be used daily while natural hair grows.
Hair Thickening Fibers are also perfect for
cover-ups in between color treatments.
Simply shake fibers into hair for instant
results (4.2 oz./SRP $30.00; brush applicator
SRP $15.00). Non-Aerosol Hairspray &
FiberHold Spray is a fast-drying, humidityresistant hair spray that creates thicker,
fuller-looking hair with body and hold (6.8
oz./SRP $16.95). For more information, reach
Eric McLemore, president, at 800-Bosley1 or
boslepro.com.
E.L.C. Dao of Hair features the Repair
Damage Healing Collection of biodegradable, eco-friendly natural hair care
products. RD Healing Shampoo with
DaoPlex (33.4 oz./SRP $50.00, 12 oz./SRP
$24.00, 3.3 oz./SRP $7.00) features olive oil,
hydrolyzed collagen, keratin proteins and
multi-vitamins for hair and scalp. RD Hair
Serum (3.04 oz./SRP $40.00, 1.35 oz./SRP
$30.00) repairs severely damaged and
chemically treated hair with silk and keratin
proteins, botanicals and multi-vitamins. RD 5
Hair Renewal Treatment (12.2 oz./SRP
$40.00) treats damaged dry hair with
certified organic ingredients from the
Amazon rainforests. For more information,
reach Ching Ling Wang, president, at
Visit elchaircare.com.
The Ultra Lift Series professional Italian
cream tints by JKS International (Try Me
Package/$26.90) is mild cream bleach with
added pigments, buffers and conditioning
agents, including anti-oxidants. The Series
lifts natural base levels from 6 to 10
approximately three to four shades, and the
excess ammonia in the formulation gives the
Ultra Lift the power to lighten hair color.
The buffers control the pH level, which
reduces damage created by high alkalinity.
Ultra Lift works by lightening the natural hair
pigment in the first 30 minutes of treatment,
then it blends in the new color that either
neutralizes warm blond or adds pastel tones.
To learn more about this product, reach
John Kaytaz, president, at 682-553-1033 or
jksusapro.com/home.asp.
Neo-Trends International, a salon
accessories importer, offers the Onix line of
shampoos and conditioners by KeraSpa
Brazil. Onix is a keratin smoothing system
with natural proteins, 0% formaldehyde and
no waiting time to shampoo. The single kit
contains Onix Smoothing Treatment
(1 liter), Onix Cleansing Shampoo (1 liter),
Onix Hydrating Shampoo (3 x 300 ml), Doo
Tools Conditioner (3 x 300 ml) and an Onix
Silver 1-inch flat iron (SRP $520.00). To
learn more, reach Patrick Orlando, business
development manager, at
[email protected] or
877-636-8736. Visit neo-trends.net.
Woody’s Quality Grooming introduces Hair
and Body Wash. Modeled after the fanfavorite Hair and Body Shampoo Bar, it
creates a rich lather, leaving skin smooth and
refreshed. Hair shines with volume, as the
extracts and herbs moisturize and cleanse
(10 oz./SRP is $9.95). Reach Mark Moesta,
American International Industries vice
president of sales, at 323-728-2999, ext. 217,
woodysgrooming.com.
Olivia Garden introduces the NanoThermic
Ceramic + IonProfessional Styler Brush
Collection featuring nano-silver for antibacterial protection. Tourmaline ion
technology helps hydrate the cuticle, adds
more shine to the hair, eliminates frizz and
fly-aways. The 12-piece display features
three models—large paddle, vent and styling
9-row brush. Salon pricing starts at $10.95.
Reach Anne Maza, vice president of sales
and marketing, at 800-922-2301, ext. 15, or
oliviagarden.com.
Turbo Power launches the TwinTurbo 3800
ionic and ceramic blower. Its new ecofriendly engineering includes a patentpending built-in silencer to reduce noise in
the salon. The compact, lightweight dryer
features four temperatures, instant cold air
and an anti-overheating device. It decreases
drying times, helps eliminate frizz and
delivers healthier hair. The dryer also comes
with two easy-click, nozzles that make it
easy to rotate 360 degrees for optimal use in
all directions. The TwinTurbo 3800 available
in green, black, cranberry or pink (SRP
$229.00). Reach Damiano V. Petruccelli, Jr.,
CEO, at 718-961-0767 or
turbopowerinc.com.
Macadamia Natural Oil introduces
Macadamia 100% Round Boar Bristle
Brushes. They infuse smoothness, shine and
volume into the hair for the ultimate blowout. A ceramic barrel lends flexibility to lock
in volume and height (53 mm/SRP $49.00;
43 mm/SRP $45.00; 33 mm/SRP $39.00;
25 mm/SRP $35.00). Reach Michael Cain,
director of education, at 800-807-3950 or
macadamiahair.com.
Oster’s Super Duty Outlaw Clipper is built
for maximum comfort with a high
performance motor for all-day cutting with
zero fatigue. It features turbo positions for
an extra boost of cutting power (list $199.99).
Oster’s Long Lasting Juice is a cord/
cordless clipper with lithium ion battery
technology for more cuts between charges.
It features an adjustable, detachable blade,
five length adjustments and six guide comb
attachments (list $189.94). Eon cuts wet or
dry hair and comes with five blade lengths,
six guide combs and an adjustable/
removable titanium blade (list $189.95). Reach
Bob Furstenberg, regional sales manager, at
Visit jardencs.com.
Made with Italian craftsmanship and
available in several designs, Avena’s
Titanium Series professional brushes
feature wild boar and heat-resistant nylon
bristles, ash handles covered with velvet
anti-static varnish and a comfortable grip.
Options include the 36-mm bristle length
boar fiber brush (12-brush set/list $15.95) or
the 60-mm nylon bristle model (6
brushes/list $29.95). Avena also offers the
Pro-Carb Series of combs (list $5.95 each or
5-piece set/list $25.95). Reach Michael
Damasco, executive director, at
avenabeauty.com.
Wahl’s new Professional Variable Speed
Clipper features four steel blade extenders
(1/8-inch to 1/2-inch), a variable speed of
1800-4600 RPM, a pre-shave brush, drive
tips, drive tip tool, instructional DVD, oil,
cleaning brush, operation directions and a
red blade guard that guarantees professional
quality (list $199.95). Adding ergonomic
comfort is the new Snap-On Clipper Finger
Ring (list $5.00 each), which fits all Wahl
Vibrator Clippers, except senior models.
Reach Lance Wahl, general manager, at 815548-8456 or [email protected].
Visit wahlclipper.com.
Hair Salon Educators offers The Comb, a
tool for haircutting education and accuracy.
The Comb allows close measurement of
angles using a traditional comb and bubble
levels, which indicate accurate positioning of
0, 45 and 90 angles, enabling stylists to
execute cuts in less time or to learn new
cuts with Hair Salon Educators diagrams
(Starter Kit/$99.00 ). Reach Joaquin
Regalado, professional hairstylist, at
Visit the-comb.com.
°
The Cricket Company’s new Ultra Smooth
Comb Collection infuses three popular hair
conditioning and strengthening products—
argan oil, olive oil and keratin—into combs.
Four styles—Conditioning Comb, Pick
Comb, Dressing Comb, Detangler Comb—
are available in a 24-piece (6 each style)
counter display. Reach Jeff Schwartz, vice
president of sales, at 415-475-4150 or
[email protected]. Visit cricketco.com.
APRIL 2012 19
Brazilian Heat After Dark introduces three
titanium curling irons and two titanium
conical irons. The Professional Titanium
Spring Iron (SRP $69.99) is available in 1-, 1¼and 1½-inch titanium barrels that leave the
hair shiny. The Professional Titanium
Conical Iron (SRP $79.99) is available in a
1-inch barrel that tapers down to a ½-inch
and a 1¼-inch barrel that tapers down to
¾ inches. Each features a digital temperature
lock to prevent heat changes and heats up
from 200ºF to a maximum of 450ºF in 30
seconds. Each iron also includes a cool tip,
safety stand and a thermal pouch. The
conical irons include a thermal safety glove.
Reach Tom Gebhart, senior vice president/
general manager, at 915-225-4899 or
[email protected]. Visit belsonus.com.
Color Club by Forsythe Cosmetic Group
introduces Magnetic Force nail lacquers.
After applying the polish, a brush is hovered
over the nail to reveal a design. Sci Fi,
Attitude, Hipnotic, Magnetic Force, ElectroMidnight and Steel of the Night are available
in .5-oz. bottles (SRP $12.00 each) or as a 36piece display that includes all the colors and
a rack (SRP $126.70). Reach Gregg Mancini,
director of sales, at 800-221-8080 or
cosmeticgroup.com.
Innovative Beauty Concepts, Inc. offers
non-toxic nail art in eclectic designs and
fashionable themes. Kami Nail Art
Awareness Ribbon Nail Art Decals with
free rhinestones features 23 pre-adhesive
decals with 24 acrylic rhinestones (list
$2.50/pkg.). Ribbon designs include pink for
breast cancer, purple for Alzheimer’s and
yellow for troop support. The company
gives 25% of the proceeds to the causes
symbolized by the decals. Reach Susan
Perreault, president, at 843-492-6878 or
innovative-beauty.com.
20 APRIL 2012
Star Nails’ Cuccio Naturalé offers Cuticle
Conditioning Stick for moisturizing dry
cuticles. It’s enriched with shea butter,
vitamins A and E and olive oil. The 12-piece
display contains six Milk & Honey and six
Pomegranate & Fig sticks (SRP $7.00 each)
Reach Arica Carpenter at 800-762-6245 or
[email protected]. Visit cuccio.com.
Blue Cross Beauty Products, Inc. offers
Jazz it Up nail art collections. The 2 Way
Nail Art Pen and Styling Brush (pack/SRP
$320.00) has 20 colors, including lime green,
fuchsia and azure. Mood Struck (160 pieces
per pack/SRP $320.00), also in 20 hues, is a
nail enamel that changes color according to
body temperature. Six bright sparkle tones
can be found in the Neon Electric and Neo
Brights Collections. The Spring Pastels
Collection features three pink shades plus
light green, orange and purple, with another
six shades in the Spring Glitter Collection
(all/pack/SRP $36.00). Reach Adam
Manenti, vice president of operations, at
Famous Names introduces Dadi’ Oil, a
moisturizing oil that delivers flexibility,
toughness and shine. Active ingredients
include avocado oil with vitamins A, D and
lecithin; extra virgin olive oil with squalene, a
natural softening agent; jojoba oil and
vitamin E. Dadi’ Oil has no pesticides or
fertilizers, is fully renewable and sustainable
and meets certified organic nutrient
standards (.5 oz./list $5.95, 2.4 oz./list $14.95,
24-pack of .125 oz. units/list $34.95). Reach
Jim Nordstrom, chairman, at 858-779-1513 or
famousnamesproducts.com.
Backscratchers Salon Systems, Inc.
introduces Herbal Synergy Nail & Cuticle
Enhancer to fight nail fungus. It harnesses
the natural healing power of oregano, tea
tree and cinnamon oils to promote the
health and growth of nails that are
discolored and unhealthy (1 oz./list $19.95/
SRP $29.95). Reach Michael Megna, CEO, at
[email protected] or
800-832-5577. Visit backscratchers.com.
Nufree Hair Removal Systems introduces a
Stainless Steel Applicator Cleaner
Warmer Kit. It includes a heated sanitizer
unit, a 16-oz. bottle of Applicator Cleaner,
two stainless steel eyebrow applicators, two
stainless steel body applicators and 100
wiping strips (list $120.00). For more
information, reach Deb Teolis, national
training director, at 330-352-3210 or
nufree.com.
Justin Blair and Company launches the
Nourish Your Feet Nightcare Heel
Treatment Kit to eliminate dry, cracked
heels. It contains one pair of moisturizing gel
heel socks and a 2-ounce tube of Intensive
Healing Foot Cream (SRP $24.95). Reach
Scott Weinstein, territory manager, at
justinblairco.com.
Bio Creative Labs’ Spa Organics line is a
four-step system that gives clients a relaxing
home spa treatment. Available in two
botanical combinations, Lemongrass and
Green Tea and Mandarin and Mango, the
four steps include the Dead Sea Salt Soak
(15 oz./SRP $15.50, 64 oz./$45.00), the Sugar
Scrub (8 oz./SRP $11.00, 15 oz./SRP $16.50,
64 oz./SRP $55.00), the first Moisture Mask,
which replenishes natural hydration and
smoothes, conditions, heals and protects
(15 oz./SRP $15.50, 64 oz./SRP $40.00) and
the final Moisture Mask, which is a massage
cream (8 oz./SRP $9.50, 15 oz./SRP $15.50;
64 oz./$40.00). Reach Jason Freeman,
president, at 562-988-9490, ext. 103, or
biocreativelabs.com.
Performance Brands offers the Playboy line
of Tan Extending Daily Moisturizer and
Glitz Celebrity Golden Glow Self Tanner.
Tan Extending Daily Moisturizer lengthens
the life of a tan while nourishing skin for a
healthy glow (22 oz./SRP $22.00). Glitz
Celebrity Sunless Golden Glow Self
Tanner combines an immediate bronzer with
an odorless self-tanning ingredient that
provides long-lasting natural golden color
(10.1 oz./SRP $18.00). Exclusive to the salon
market, the Playboy Sunless Collection is a
14-piece display kit that includes three Glitz
Celebrity Sunless Tanning Lotions (10.1 oz.
each), one Glitz Celebrity Sunless Spray
(6 oz.), five Glitz Celebrity Sunless Instant
Bronzing Facial Serums (1 oz. each) and
three Playboy Daily Moisturizers (22 oz.
each). The set comes with a counter display
(list $158.00). Reach Linda Smith, national
beauty sales, at 800-555-8895 or
performancebrands.com.
PFBVanish plus Chromabright is a patented
formula for ingrown hair relief, skin
brightening and photo aging prevention.
Chromabright does not cause cytotoxic
effects, irritation or sensitization reactions. It
can be incorporated into cosmetic mixtures
containing oil or silicon phases. Use it for
hyper pigmentation—even on acne-prone
skin (93 grams/SRP $27.95). Reach Ottmar
Stubler, president, at 877-225-0233 or
[email protected]. Visit pfbvanish.com.
Robanda International adds the Electric
Lip Slide to its Bodyography Cosmetics
collection. This hybrid lipstick gloss and
stain with natural butters and vitamin E
offers long-wear, moisturizing, creamy color
in six pigments. The display contains six
shades of nude, pink, red/orange, fuchsia,
purple and berry in .5-oz. tubes plus a tester
(list $270.00). For more information on all of
Robanda International’s brands, reach
Anthony Leib, executive vice president, at
619-276-7660, ext.103, or
[email protected]. Visit robanda.com.
The Lano Company introduces Pure
Illumination, a hydrating lip gloss with a
moisturizing blend of medical grade lanolin,
sweet almond oil, jojoba and vitamin E. It’s
available in a push version with on/off
button or a twist top that lights up when
unscrewed. The Pure Illumination
Forbidden Fruit Collection of glosses is a
nature infused lip stain featuring berry
extracts and organic pigments in a longwearing, semi-permanent stain (SRP $15.00).
Reach Layne Coggins, vice president of
sales, at 816-753-2900 or
thelanocompany.com.
Jatai International introduces the Seki
Edge and Green Bell Adonis and TakumiNo-Waza grooming kits. The Adonis (SRP
$70.00) comes with a soft vinyl case, nail file
with pusher, contoured tweezer, nostril
scissor, fingernail clipper, toenail clipper and
cuticle nipper. The higher-end Takumi-NoWaza (SRP $160.00) has a genuine leather
case, nail file, extra grip slant tweezer, nostril
scissor, satin straight fingernail clipper, satin
stainless steel toenail clipper with file and a
nail nipper. For more details about
everything in these kits, reach Kevin Wada,
manager, at 714-670-9400 or
[email protected]. Visit jatai.net.
Divine Satin Hair Pillow protects your hair
style while you sleep. The pillow is 100%
hypo-allergenic polyester fill with a satin
cover. (12x12 pillow with case/SRP $19.95;
case only/SRP $6.00) Colors are sky blue,
white, pink and black. Reach Gwendolyn
Cathey, president, at 951-809-8531 or
divinesatinhairpillow.com.
Buy-Rite Salon Equipment features Pibbs
Industries’ professional beauty and spa
centers, tools and accessories, including
mobile, unitized and full-service skin care
treatment centers, vaporizers, sanitizers and
foot spa systems with space economy and a
reasonable investment in mind. The 2505
Skin Care System (list $4,495.00) is designed
for tight spaces and keeps all attachments,
including all brushes, a vacuum and spray
unit and a Vapourel Steamer, organized and
within easy reach of the service provider.
Providing professional standard sanitation is
the Pibbs 492 AutoClave Hotsteam
Sterilizer (list $1,036.00), which uses ultraviolet light iand is light, automatic and
efficient. The Pibbs PS93 Footsie Spa
Center, part of the Pibbs podotherapy line,
is a complete pedicure center built with the
Pibbs FM 3848 Pedicure Spa, reclining heat
and massage chair, retractable foot bath and
disposable, ultra-hygienic pedi-bath liners
(list $2,395.00). To learn more about all of
the equipment and supplies needed to offer
skin care and pedicure services on any level
in the salon or spa, reach Richard M.
Eichholz, Buy-Rite president, at
770-458-7095, ext. 107, or
buyritebeauty.com.
The Ultronics Ultracare for Hands is a
compact, alcohol-free and waterless
antiseptic hand wash. The Pen Sprayer
reusable counter display is a pack of 12
sprayers in 8-ml units, (list $30.00/SRP
$4.99). The line also includes the Ultracare
for Hands Pen Sprayer 24-pack refill
container (list $30.00) and the 8-ounce
Foaming Pump Bottle (list $11.95). Reach
JoAnn DiPrete, sales manager, at
Visit ultronicsusa.com.
Brandon Femme’s LED Lighted Mirrors
come in three styles of magnification, size
adjustability, functionality and light power
options with SRPs ranging from $22.50 to
$65.00. Reach Sid Afari, owner, at
Visit brandonfemme.com.
APRIL 2012 21
2012 marks the 25th year for Salon Service
Group, a distributor that services salons in 12
states in the heart of the country with salon
consultants and eight store locations
throughout Missouri and Oklahoma. Its team
plans to celebrate the people and
companies who have helped the company
reach this milestone. "We value our
relationships with our employees, salon
professionals and our brands. In fact, the
focus we put on those relationships is the
driving force behind everything we do," says
Gino Barbo, president.
To recognize the company's employees,
Salon Service Group began 2012 with an
awards banquet in Kansas City. This spring,
Salon Service Group has committed to a
"Focus on Color," which begins with a stylist
competition. This contest will recognize the
creative talents of salon professionals by
featuring the winner on the cover of the
Salon Service Group catalog.
The distributor has also created a
schedule of continuing education classes for
the spring, summer and fall to showcase its
independent brands. The company plans to
end the year with a hair color event for
more than 150 salon professionals in Kansas
City and an exhibition showcase at InSalon
2012 in St. Paul.
This year's focus on people and product
is part of a lifetime commitment for Salon
Service Group. “I can't tell you how grateful I
am for all our outstanding connections,"
adds Gino. "We are excited to continue
these and make many more friendships, as
we journey together through the next 25
years." Reach Gino at 417-889-5533, ext. 221,
salonservicegroup.com.
Canadian-based Oligo Professionnel has
awarded Capilex Beauté, a distribution
located in Quebec, with its 2011 Million
Dollar Club award. This award is given to
22 APRIL 2012
distributors who purchase more than
$1 million of product annually. Capilex
Beaute has 32 distributor salon consultants
and two stores. Reach Valerie St-Yves,
brand manager, at 877-837-6426 or
oligoprofessionnel.com.
Shiago Group of Australia is the newest
distributor partner for the ECRU New York
hair care collection. The Melbourne-based
distributor services salons throughout
Australia. Reach Mark DePasquale, global
market manager for ECRU New York, at
Visit despasqualeco.com and shiago.com.au.
Spilo Worldwide is the new exclusive
distributor for Original Additions Ltd. in
the U.S. professional marketplace. Spilo will
initially launch the six best-selling styles of
Salon System Naturalash False Eyelashes,
along with a 24-piece display. Salon System
offers a premium range of lashes for the
professional esthetician and makeup artist.
It’s known for developing the Double Lash,
which layers two lash strips for a full
textured effect. For more information,
contact Marc Spilo, CEO of Spilo
Worldwide, at 800-347-7456 or
[email protected]. Visit spilo.com.
Bennie Pollard is honoring one of the most
classic American staples—the barbershop.
After more than two decades in the hair
industry as a salon owner, and a decade as a
hair care product marketer, Bennie opened
Market Street Barbers in Louisville last
year. Market Street Barbers is staffed with
master barbers who offer haircuts, hot lather
straight-razor shaves, gray blending and scalp
massages. Incorporating the rugged and
classic nature of the targeted clientele, the
interior design is accented with stainless
steel and iron details, felled tree coffee
table, cowhide lobby bench and punctuated
with a giant, punch-you-in-the-mouth
motorcycle mural and a couple of Harleys.
Bennie’s own product line, Gage for Men, is
on the shelf exclusively. Reach Bennie at
Visit marketstreetbarbers.com.
Celebrity hair stylist Ted Gibson has
opened a new Ted Gibson Salon at the W
Fort Lauderdale Hotel. The 2,000-squarefoot space features 14 stations, Ted Gibson
hair care products and a L’Oréal
Professionnel color atelier offering the full
range of INOA hair color and styling
products. Ted has worked with celebrities,
including Ashley Greene, Gabrielle Union,
Angelina Jolie, Anne Hathaway and Zoe
Saldana. His work has appeared in Vogue,
Harper’s Bazaar, Elle, Marie Claire, Vanity
Fair, Cosmopolitan, Rolling Stone, Allure
and in many other leading print and
broadcast media. Reach Ted at 212-633-6333
tedgibsonbeauty.com.
Elan Sassoon’s Sojourn professional hair
care has launched an advanced academy in
partnership with Jet Rhys Salon in San
Diego. The Advanced Academy programs
will launch officially on July 22, with five
two-day courses to choose from. Each class
will feature demonstrations and hands-on
cutting and styling with models taught by
creative director, Melissa Stone, and a Jet
Rhys representative. Class pricing ranges
from $600 to $1,200 and includes the
Sojourn technique, product knowledge,
sample products and a fresh vision for salon
work. Sojourn’s Advanced Academy can also
travel to any salon to provide a one-day
education experience for $1,500 or a twoday experience for $2,500 for the salon’s
entire team. For more information, reach
Elan at 305-206-2971 or
sojournbeauty.com.
Marinello Schools of Beauty has added 5
locations in Kansas and 10 campuses on the
East Coast. Each offers in-depth programs
for cosmetology, esthetics and manicuring
education and provides exclusive salon and
spa services to guests at affordable prices.
Marinello has experienced considerable
growth since it was acquired in 2004 by Drs.
Rashed and Nagui Elyas, and Michael Flecker,
CFO. In just eight years, the company has
grown from 13 campuses in two states to 63
campuses in eight states. Reach Archana
Kaushal, executive director of marketing,
at 562-945-2211 or
marinello.com.
The Millennium Experience, formerly
known as the Millennium User Group
Conference, celebrates its 25th anniversary
on June 24-26 at the Doral Golf Resort &
Spa in Miami. Educators include Tabatha
Coffey, Ted Gibson and Robert Cromeans.
The Millennium Experience includes two and
a half days of education, hair shows, an ’80s
party and networking opportunities. Tickets
are $699. Visit themillenniumexperience.com.
Reach Matt Martinelli at 973-402-9500, ext.
152, or [email protected]. Visit
harms-software.com
The second annual Hawaii Spa
Marketplace Conference & Expo took
place recently in Honolulu, with a special
focus on future spa services, new wellness
trends, anti-aging, medical aesthetics and
medical tourism. With more than 65
exhibitors, it was designed for all salon, spa
and medical spa professionals. Guest
speakers included Kumu Alva Andrew,
Joanne Berry, Michael Effler, Tanya
Gospodinova, Pam Huck, Dr. Ben Johnson,
Ronald Klatand, Larry Oskin and Manon
Pilon. Next year’s event is scheduled for
January 7-8, 2013. Exhibitors will have the
opportunity to present private vendor
workshops. For exhibitor early bird specials,
reach Guy Jonkman at 450-833-2400 or
spamanagement.com and or
hawaiihpamarketplace.com.
Divine Skin, the company that
manufactures and distributes DS Labs
products for thinning hair (OTC Bulletin
Board: DSKX) released preliminary revenue
figures for the fourth quarter—$3.1 million,
up 63% as compared with the same quarter
of 2010 and up 48% as compared with the
third quarter of 2011. For the year 2011,
revenue totaled $9.6 million, up 78% as
compared with 2010. Notable achievements
included establishing agreements with 19
salon distributors to sell its flagship brand,
DS Laboratories. The new partners employ
nearly 1,000 sales consultants. Salon
distribution has become Divine Skin’s fastestgrowing segment, responsible for nearly half
of its domestic business. DS Laboratories
also installed more locations of Fantastic
Sams, supplying products, professional
training, and promotional assistance. Reach
Julie Jackson, national sales director, at
Visit dslaboratories.com.
In February, Sally Beauty Holdings, Inc.
(NYSE:SBH) announced the underwritten
public offering of 20,000,000 shares of its
common stock held by investment funds
associated with Clayton, Dubilier & Rice,
LLC (the “CDR Investors”) pursuant to the
company’s shelf registration statement filed
with the Securities and Exchange
Commission (SEC). Upon completion of the
offering, the CDR Investors will own
approximately 24.51% of the common stock
of the company. The company will not
receive any proceeds related to the offering,
and its total number of shares of common
stock outstanding will not change as a result
of the offering. BofA Merrill Lynch will act
as sole book running manager for the
offering, and proposes to offer the shares at
prevailing market prices or otherwise from
time to time through the NYSE, the overthe-counter market, negotiated transactions
or otherwise. A shelf registration statement
(including a prospectus and prospectus
supplement) relating to the offering has
been filed with the SEC and has become
effective. Copies may be obtained by
contacting BofA Merrill Lynch at
[email protected]. You can
also obtain these documents free of charge
by visiting the SEC’s website at sec.gov.
Larry Freeman, chairman of the board of
Freeman Beauty Labs, philanthropist and
supporter of the University of Southern
California’s cancer treatment initiatives, has
donated $5 million to the USC Norris
Comprehensive Cancer Center and
Hospital. The gift will name the Judy and
Larry Freeman Cancer Day Hospital, an
outpatient facility at the USC/Norris Cancer
Hospital. The Freemans have supported
USC’s cancer programs for almost two
decades, when they established the
Freeman Acres Center Tennis Tournament
in 1989. In 1995, the family made a $1.5
million pledge to establish the Judy and
Larry Freemen Chair in Basic Science
Research. Reach Larry at 310-446-9300, ext.
201, or [email protected]. Visit
freemanbeauty.com.
Farouk Systems donated $20,000 to The
Rose Organization from proceeds of the
2011 breast cancer fundraisers, featuring the
CHI Pink Lace Hairstyling Iron and CHI
Pink Lace Dryer. It will help The Rose
provide mammograms, chemotherapy and
support groups directly to women in need.
Reach Amy Johnson, Farouk Systems public
relations specialist, at 281-876-2000 or
[email protected]. Visit farouk.com.
APRIL 2012 23
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The Beauty Industry Report A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ
As BIR went to press, Nail Tek
announced that its brands were
acquired by American
International Industries.
Good news for professional
beauty stores, as CVS announced
it will close all of its 30 high-end
Beauty 360 beauty retail stores
and the corresponding
e-commerce business to focus on
the growth of its core CVS
pharmacy beauty business. It’s
one less beauty retailer to
compete with.
E Touch Holding Company, an
affiliate of CPC Laboratories Inc.,
has acquired the assets of
pedicure spa manufacturer
European Touch Holding, Inc.
The company has served the nail
grooming, salon and spa
industries since 1985. “The
affiliation of E Touch Holding
Company and CPC Laboratories
will expand and streamline the
product offering for both
companies, allowing cross
marketing and consolidation
opportunities,” says Alicia
Campos, the chairperson for
both companies. Dawn Holz, an
11-year veteran and most recently
vice president of sales for the
European Touch brand, will
service as president of E Touch
Holding Company. To learn more,
call 800-626-6912.
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Devachan Salon is opening its
fourth salon—and first outside of
New York—in Culver City, CA. It
will feature 700 square feet of
retail space for Deva Curl
products with a styling station in
the retail area to demonstrate the
Deva 3-Step (cleanse, conditioner,
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The problem with meeting expectations

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