The Beauty Industry ReportVisit

Transcription

MAY 2011
volume 14 issue 5
Keeping stylists safe is
our responsibility
By Vinnie Curcio
A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ
highlights
2
Harold Kayser dies
3
Lafayette Jones’ Multicultural Report
5
Zerran celebrates 25 years of innovation 6
Michael O’Rourke creates a legacy
8
Mansfield-King expands its reach
10
IBS/IECSC NY continue upward trend 12
ABS dominates Chicagoland
16
ISSE Midwest debuts
20
John Moroney joins KPSS, Inc.
24
Mane St.
DePasquale launches Little Green
VISIT US ONLINE
www.bironline.com
& check out BIR’s 2011 BIG! Show Calendar
This is your industry’s newsletter, and
BIR welcomes your feedback!
Mike Nave, editor
818-225-8353/[email protected]
I invite you to connect with me on Facebook and
follow me on Twitter@MikeNave
by Mike Nave
EDITOR
T
his month, Beauty
Industry Report (BIR)
reports from two of the
longest-running beauty
shows—the
International Beauty
Show in New York City and America’s
Beauty Show in Chicago—plus a new event,
the International Salon & Spa Expo, also in
Chicago—each a very different event.
In between flights, BIR caught up with
Steve Sauté, CEO/president of Zerran, a
company celebrating its 25th anniversary by
creating the first 100% vegan next-generation
hair smoothing treatment. Charles Haywood,
president of Mansfield-King, shares how this
award-winning contract manufacturer is
bringing its services to the professional
beauty industry. Michael O’Rourke talks
about leaving a legacy. Finally, it’s a special
treat having Vinnie Curcio share an
important message in our Guest Column.
Regards,
R
evolutionary, breakthrough and new
category innovation—those are words
manufacturers have been using for years
when introducing new products. I, too, have
stood before a group of distributor salon
consultants and used those words more
often than I’d care to admit when
championing the newest product launches.
Of course, those of us in the industry as
“lifers” know every product can’t be that
world-shattering and ground-breaking. Don’t
get me wrong, revolutionary products do
come along, but not nearly as often as the
words are spoken.
As a manufacturers’ representative, it’s
always exciting when these innovations are
truly modernizing the salon with a unique
service and/or retail opportunity. I’ve seen it
happen recently with Shellac by CND. CND
actually created a new category that changed
the wearability and shine of a polish
application—and drove clients into salons for
the service with an aggressive public relations
campaign. Hair straighteners have also
offered a similar service by improving salons’
income. Or should I call them a disservice to
stylists?
A ride down memory lane will remind us
of the lye-based products (the original hair
straightener products of the ’60s). Then, we
advanced to thio products and Japanese
straighteners as the next generation.
Cystamine formulas later followed. Today, we
have Brazilian and keratin straighteners.
Unless you’ve been hiding under a rock,
you must be aware of the potential negative
health issues. Breathing in aldehyde and
formaldehyde will cause some serious effects
on your lungs. That topic sits a bit close to
my heart, since I was diagnosed with lung
cancer as a non-smoker this past July. Why
Keeping stylists safe....cont. on p. 2
The Beauty Industry Report Visit www.bironline.com
Keeping stylists safe...cont. from p. 1
anyone would want to risk damaging their
lungs to make a short-term profit is
unfathomable to me. Why do these
manufacturers continue to propagate the
safety of these formulas when the FDA and
OSHA have continued to test these products,
determining they have a high rate of
carcinogenic fumes? They have been banned
in most European countries, Australia and
Canada. Yet, as Americans, we continue to
promote the sale of these unsafe products.
Let me tell you first hand, chemotherapy,
radiation and a lobectomy are serious, life
threatening and painful. You wouldn’t wish
them on your enemy, let alone on the
professional stylists who trust us and allow us
all to make our living.
I feel strongly about stopping the sale of
any products containing aldehyde or
formaldehyde, which create fumes at a
dangerous level for inhalation. New products
will straighten the hair for 10 to 12 weeks
without dangerous chemicals.
We’re dealing with stylists’ lives. I know as
an industry we care more than we are
demonstrating. We need to stop selling
hazardous formulas.
_____________________________
Vincent Curcio began his career in the
family business at V.J. Curcio Beauty Supply
(1973 to 1980). He then
worked for RevlonRealistic from 1980 to
1985. He was co-owner
of The Wild Company
and currently works with
The Kirschner Group.
Reach him at
609-291-9224 and [email protected].
BIR invites you to become a Guest
Columnist. Send your thoughts in about 450
words, including a one-paragraph author
bio, to [email protected] in an MSWord
document. We will edit your column for
style and space.
2 MAY 2011
Kerapure Systems launches Kerapure, a
clinically tested, non-toxic keratin smoothing
treatment, to deliver the results demanded by
top stylists without compromising the health
of both professional hairdressers and their
clients. A keratin amino acid-based smoothing
treatment, Kerapure penetrates through the
hair cuticle to restructure and rebuild the hair,
leaving it manageable, healthy, glossy and silky
smooth. An alternative to smoothing products
that emit toxic chemicals, Kerapure unleashes
keratin proteins, while cross-linking amino
acids with gold peptides to restructure and
repair damaged hair. This 4-in-1 complex
contains a new cross-linked amino technology
containing gold peptides, keratin, amino acids
and oils to eliminate frizz, restructure unruly
hair, reduce waves and repair damage.
Kerapure is manufactured by an FDA-registered
Over-the-Counter Drug and Medical Device
manufacturer and complies with all OSHA,
EPA, FDA and CDC regulations. Reach Joel
Tanenbaum, director of sales, at 954-586-8705
or [email protected] Visit
www.kerapure.com.
DePasquale Salon Systems introduces Little
Green, its newest lifestyle collection. When
Carmen DePasquale researched products for
babies and children, he found their claims
failed to meet his expectations. So he created
Little Green, with hypoallergenic formulas that
are free of parabens, sulfates and allergens, as
well as clinically and dermatologist tested. The
collection includes All In One Shampoo &
Body Wash for babies and kids (8 ounces/SRP
$30.00), Moisturizing Body Lotion for babies
and kids (8 ounces/SRP $34.00) and
Conditioning Detangler for kids (8 ounces/
SRP $32.00). Distributor opportunities are
available. Reach Mark DePasquale, global
market manager, at 888-327-8692, ext. 360, or
[email protected]. Visit
www.littlegreencares.com.
Alicia Alanz is the new master trainer at the
NovaLash International Academy of Eyelash
Arts and Sciences in Houston. Alicia is
responsible for training educators from beauty
institutions across the country in NovaLash’s
lash extensions curriculum and will also
continue the education of NovaLash trainers.
“Alicia comes to NovaLash with more than 10
years combined experience as an esthetician
and cosmetic sales associate,” says Sophy
Merszei, CEO/founder. Reach Sophy at
866-430-1261 or [email protected]. Visit
www.novalash.com.
Anthony Pucciarelli, president/CEO of KPSS
GmbH, announced that Cory Couts has been
named president/CEO of KPSS, Inc. Cory will
lead and grow the Goldwell and KMS
California professional hair care brands in
North America. He brings more than 21 years
of experience in the professional beauty
industry and previously served as vice
president, global business development at
KMS California before and after the acquisition
of the brand by Kao Corporation. During this
time, he was responsible for developing the
international business and brand image of KMS
California in all markets outside North
America. Most recently, Cory was the CEO of
co3co, Inc., a consultancy firm specializing in
the global hair and skin care sectors, providing
strategic business growth support. His client
roster included KPSS, where he served as
advisor to Anthony. “Cory’s market knowledge,
salon expertise and KMS experience will be
critical to the future success and growth of
our North American businesses moving forth,”
comments Anthony. Says Cory, “This is a
dynamic company with stellar brands that I
have loved since my early days as a salon
manager 20-plus years ago. I look forward to
reinventing our plans for the future and
strategically guiding the company in our quest
to become even closer to salons and stylists in
every facet of our business.” Reach Cory at
800-288-9118 or [email protected].
David Trocker, chief marketing officer at
OPI, moves across the country to Sunrise, FL,
where he will be chief marketing officer at
HairUWear. David commented, “Though I
am sad to leave my OPI family, I am very
excited about the opportunities at
HairUWear and what the future will bring.”
Reach David at 800-326-0326, ext. 2963, or
www.hairuwear.com.
Jerry Kayser informed BIR about the passing
of his father, Harold Kayser. “He was one of
the owners of G.A. Kayser & Sons, Inc.
(Kayser Beauty Supply). The firm was
started in 1930 as a barber supply company
by his father (G.A.) and the three sons,
Oscar, Norman and Harold. He was the last
surviving son from that generation. In the
1980s, my brother Tom and I replaced Dad’s
two brothers, and we ran the business with
Dad until 1999 when we sold to Beauty
Systems Group. When we sold the
company, we had 180 employees, including
42 field sales representatives and 12 beauty
stores throughout upstate New York (all
counties north of the NYC metro market),
northern Pennsylvania and northeast Ohio
(Cleveland, Akron, Youngstown).
“We carried many brands through the
years and when Revlon was launched, my
family even advanced Charles Revson
$50.00 so he could pay train fare to Chicago
to meet with Bailey’s, another major
distributor of the time. Needless to say, it
was a wise investment as through the years,
Kayser’s sold many millions of Revlon
products. Later, we became the largest
distributor in the United States of Zotos
products, the leading distributor in our
trading area and sold Paul Mitchell, Graham
Webb, Redken, Aveda, OPI, L’Oréal and
Logics and many other high quality salon
only brands.
“It was a storied history, and Harold was
with the company the longest of our family
members. My father was highly thought of
throughout the industry and especially by
the salon professionals we traded with”.
Harold Arthur Kayser, age 91, a former
resident of Buffalo, passed away on March 11.
He was born on April 8, 1919 in Buffalo, NY
to Lydia (Hegel) and Gustaf Adolf Kayser.
He is survived by his wife, Jean Francis
(White) Kayser of Chandler, AZ; his twin
sons, Thomas (Marie) Kayser of Chandler,
AZ, and Gerald (Lisa) Kayser of Burton, OH,
and his daughter Martha Dee Kayser of
Boulder, CO. He also leaves eight grandchildren and five great-grandchildren.
He was an owner for 69 years of GA
Kayser & Sons, Inc. in Buffalo, NY, a firm
recognized as one of the leading beauty
supply companies in the United States.
While at Kayser’s, he helped create a warm
family atmosphere that was supportive to
employees, and beauty salon owners and
professionals. He was an innovator who
introduced work/pleasure trips for
cosmetologists to exotic places like Hawaii,
Bermuda and the Caribbean. Harold also
created the Kayser Beauty Trade Show. He
coined the phrase, “Let it be about fun, frolic
and making money,” which thousands of
beauty professionals would agree it was.
He also was active in the Beauty &
Barber Supply Institute and became the
president in 1976. Donations can be made to
either the Muhammad Ali Parkinson, Barrow
Neurological Clinic, 350 W. Thomas Road,
Phoenix, AZ 85103 or Hospice of the Valley,
1510 E. Flower St., Phoenix, AZ 85014.
Gary Udell, president of Gerry Udell Inc.,
sent this note on the passing of Mark
Hutton. “It was with great sadness that our
company has learned about the untimely
passing of our good friend and colleague,
Mark Hutton. Mark was very instrumental in
the success of Gerry Udell, Inc. Mark was
one of the best salespeople that we have
ever known. He had that special energy and
the drive, plus every other key ingredient
that it takes to be a sales superstar! Mark’s
dynamic personality was truly magnetic. His
great sense of humor usually had everyone
soon smiling or laughing. We will always
remember him with fondness and be forever
grateful for what he did for our company.
Following is an address if you want to drop
Mark’s family a note: Hutton Family 31049
Sycamore Drive, Lewes, DE 19958.”
IT&LY Hairfashion announces the release of
Proshape Thermoflat. This spray-on heatactivated phytokeratin-based formula
remedies the damage caused by thermal
styling tools and chemical straightening
services. According to president/CEO,
Richard Zucckero, “This exclusive multiactive smoothing formula restructures the
hair from the inside, while protecting it from
any form of thermal shock or straightening
service.” The formula's split end complex
prevents split ends while eliminating frizz
(SRP $13.30). Reach Richard at 800-621-4859
or [email protected]. Visit
www.italyhairfashion.com.
Pravana Naturceuticals is re-launching
seven styling products. The new bottle
designs showcase the elegance of the
products within. They include Bold, a design
gel (10.1 ounces/SRP $15.00); Density, which
gives hair a boost of volume (7.43 ounces/
SRP $18.00); Detail, a finishing polish that
shines and defines (4.38 ounces/SRP $16.00)
and Twist, a fiber paste that puts every hair
in its place (4.38 ounces/SRP $16.00). The relaunch also includes products that transform
texture, like Curves, a curl enhancer (10.1
ounces/SRP $16.00), and Relax, a
straightening cream (10.1 ounces/SRP 18.00).
This lineup finishes with Super Shape (10
ounces/SRP $17.00). Reach Bethany
Kirschner, director of marketing, at
Visit www.pravana.com.
News continued on page 4
MAY 2011 3
News continued from page 3
Switching between curly, wavy looks and
smooth, sleek styles can be tough. Naturally
curly or wavy hair can often look unnatural
when it’s styled straight—unless you use the
right product. New Kenra Platinum
Straightening Gelée makes it possible to go
straight just when you want—and frizz free
every day. In fact, this ultra-lightweight,
multifunctional styling gel helps create sleek,
straight, shiny hair without frizz or
flyaways—no matter how curly your natural
texture—while providing thermal protection
and control during your blow out. In
addition, Straightening Gelée provides
humidity control to fight frizz and curl
reversion, so hair stays straight all day long.
Kenra’s straightening complex is heatactivated with a blow-dryer, becoming fixed
onto the hair to hold the straight pattern.
Any excess gets lifted off the hair, leaving it
bouncy with a healthy shine. Antioxidant
vitamins A, C and E protect against
environmental aggressors. Botanical extracts
of grapefruit peel oil, orange oil, lemon peel
oil, lavender, peppermint oil, tea tree oil,
chamomile, plum and thyme balance the
natural oils on the scalp and in the hair,
adding moisture and shine (5 ounces/SRP
$20.00). Visit www.kenra.com.
Birds Barbershop has been recognized by
the New York Times, the Wall Street
Journal and Newsweek, and included three
times in Elle’s list of the 100 best salons in
America. It is known for its award-winning,
music-oriented shops that provide salonquality cuts at modest prices. On the eve of
the company's five-year anniversary, Birds
Barbershop is taking the company’s “walk-in,
rock out” style-on-the-cheap approach to
hair products. “Birds, with four shops in
Austin, is cornering the market on hip,
unfussy salon treatments,” according to the
Houston Chronicle. Featuring old-school
arcade games and the occasional DJ, Birds “is
not that hushed salon experience, and it’s
not that get-hurried-along chain experience.
It’s a party experience.” Unable to find a
quality, low-price line to complement its
cuts ($19.00 for most men, $39.00 for
women), the Birds creators spent two years
developing their own—Verb
(verbproducts.com). The unisex, professional
line features a paste for high hold and matte
texture, a cream for hold with a little more
shine and a hybrid product that splits the
difference (2 ounces/SRP $11.00). Each is
water-based, vitamin-infused and contains a
natural UV protectant. A color-safe, sulfateand paraben-free shampoo (10 ounces/SRP
$12.00) and complementary moisturizing
conditioner (10 ounces/SRP $13.00) are
coming this year. Distributors or salons
interested in learning more can contact
[email protected] or visit
www.verbproducts.com. Visit
birdsbarbershop.com.
IT&LY Hairfashion launches a Pininfarinadesigned professional hair cutting scissor. In
celebration of both Pininfarina (the
automobile designers of Ferrari, Maserati,
GM and others) and LEADER-CAM’s
dedication to offering the finest in Italian
design and function, the collaboration of
these two designers has created an
exclusive, handmade scissor. The Pininfarina
Design Scissor measures 5½ inches and is
made of the finest alloy. The cost of each
shear is estimated at $850.00 U.S. It will be
distributed through IT&LY Hairfashion’s
Advanced Education Hairstyling Academies
in Milan, Italy and Pittsburgh. Reach Richard
Zucckero, CEO, at 800-621-4859 or
www.italyhairfashion.com.
The ProEdge Comb features a “cutting
ledge” that provides for fast and accurate
scissor-over-comb and clipper-over-comb
cutting. It accurately positions the
scissor/clipper for a smoother, steadier cut,
prevents the scissor/clipper from slipping,
prevents the user from inverting the comb,
improves posture and reduces fatigue. The
distributor price on the DVD and comb kit is
$10.00. For a single comb, available in black
or white, it’s $5.00. Reach Claire Copeland,
sales and marketing, at 800-848-6866 or
www.denmanbrush.com.
Matador Gloves are strong, reusable,
textured latex gloves with a rolled cuff that
protects the wrist and forearm. Salon
professionals can obtain that snug fit that
will keep the harsh chemical liquids out yet
maintain complete sensitivity. They’re
available in six sizes (SRP $4.00 per pair) with
salon pricing available on boxes of 24 pairs.
Select distribution territories are available.
Matador Gloves are distributed in the
United States exclusively by GBS The
Beauty Store. Reach Amanda Gottlieb at
Visit www.gbsbeauty.com.
Betty Dain Creations, a third generation
family-owned business, has leased 130,000
square feet for its new headquarters in
Medley's Flagler Station, FL, doubling the
size of its current facility "We have been
growing for some time now, but were
waiting for the opportune time to expand
our operations," says Don Leebow, who
operates the company, along with his
brother, Richard Leebow. The headquarters
will house close to 200 employees and will
accommodate the company's growth for
years to come. The executive offices,
distribution and manufacturing will operate
all under one roof. Reach Marci Miguel,
director of marketing, at 800-327-5256 or
www.bettydain.com.
News continued on page 22
4 MAY 2011
The Multicultural Report
C
urly hair out of fashion? Yes, according to
the Wall Street Journal. It used to be that
women of color looking for straighter hair were
driving the relaxer category. Now, it appears
that straight hair is trending across all cultural
segments. Witness Julianna Margulies’ switch
to straight hair as the lawyer in CBS’s “The
Good Wife.” It’s a far cry from her abundant
curls as Nurse Hathaway in NBC’s retired hit
series,“ER.” The new kid on the block in the hair
straightening category is keratin. “Demand for
keratin treatments comes in part from women
who have defected from chemical relaxers and
their sodium hydroxide ingredients,” says the
Journal. There has been some controversy
about the formaldehyde levels in some keratin
products, which have registered as high as 8%
(the Personal Care Products Council says that
formaldehyde levels in cosmetic products
shouldn’t exceed .2%). On the horizon, L’Oréal
is already developing keratin alternatives. The
L’Oréal Professionnel X-Tenso Moisturist
straightening treatment is being tested in 12 U.S.
salons. It uses “thioglycolic acid, takes three to
four hours and costs from $250 to $500.” (“The
Taming of the Curl: With ‘Beach Waves’ the
New Ideal, Hair Salons and Products Sell
Women on More Ways to De-Frizz,” Wall Street
Journal; March 23, 2011)
Vidal Sassoon, the geometric master of the
hairdo in the ’60s and ’70s, reveals in “Vidal
Sassoon, the Movie,” that singer Dionne
Warwick was a “great long-time client and
friend.” Back in the day, it was a challenge to
“get that straightness and shine into her
African-American hair. We literally devoted an
entire team to figuring out waves and curls and
perms. We got some absolutely marvelous
results,” he noted.
New 2010 national census figures show that
the Latino population is characterized in large
part by its youthfulness. The growth rate for
Latinos under age 18 was 28%, while the rate of
change in the same period for non-Hispanic
youth decreased by 5%. “Given the aging of our
overall population, the increase is good news.
Hispanics will contribute to the economic,
social and political life of the country and to its
future well-being,” says Julian Teixeira, director
by Lafayette Jones
of communications for the National Council of
La Raza. Reach Julian at [email protected].
Skin care is a growing sub-category in the
multicultural beauty world. Black men are
becoming a new focus, as they have been
underreported and underrepresented in
marketing support in the past. To help create
awareness, Magic Johnson has become a brand
spokesperson for Unilever’s “Journey to
Comfort” and the Dove Men+Care campaign
for men’s grooming products. In four
commercials that coincided with the 2011 Men’s
NCAA Division I basketball tournament, the
former National Basketball Hall of Famer spoke
about why he is “comfortable in his own skin.”
The series aired on CBS and the Time Warner
division Turner networks: TBS, TNT and truTV.
It also ran on websites, YouTube and the online
properties of the four networks. Magic is also
the center of a sweepstakes on “Trivia
Timeout,” which people can play on their iPad
or iPhone. The grand prize: a meet-and-greet
with Magic, tickets to the 2012 NCAA Men’s
Final Four in New Orleans and autographed
basketballs. Through Twitter, the company is
offering opportunities to win collegiate team
merchandise and tickets for movies and
sporting events. Point-of-purchase materials
cover the entire line of male grooming
products, including antiperspirants, deodorants
and sensitive clean personal wash. Visit
www.dovemencare.com.
The empowerment of black men is the
focus of the initiative sponsored by K&G
Fashion Storestore. A custom “Urban Call:
Suit Up To Win: Body, Mind & Soul” features
comedian and radio personality Steve Harvey
and former Dallas Cowboy and Super Bowl
standout Michael Irvin. Both have suit lines at
the store. It also features Blair Underwood
(Mr. President on NBC’s “The Event”), soon to
be a K&G suit supplier. Keion Carpenter,
former Atlanta Falcons and Buffalo Bills
football player, is featured for his philanthropic
work, as is Reggie Gay, popular Atlanta talk
radio and TV host. Copies of the publication
along with grooming products will be
distributed to beauty and barbershops. It will
also be distributed in black newspapers, the
Atlanta Inquirer, the Baltimore Times and
the Baltimore AFRO American. Black radio
and talk shows, and Facebook are spreading the
news. Seminars and workshops address positive
thinking, job interview techniques and financial
management. A fashion tip from K&G: Solid
suits are taking a back seat to menswear prints
in glen plaid, herringbone and windowpane.
Vested suits are a must have. Visit
tinyurl.com/urbancall-kg.
The SoBe Hair Show, an international
beauty event with professional, student and
fantasy competition, took place in Tampa, FL,
last month. Visit www.sobehairshow.com
Mizani Supreme Oil Hair Treatment with
eight naturally derived oils (sesame, jojoba,
avocado, apricot, olive, argan, sunflower and
rice bran) smoothes, softens and conditions,
while adding shine to the hair. Light to the
touch, it is great for blow drying and restores
natural lipids (4.1 ounces/SRP $19.99). Visit
www.mizani-usa.com.
Tresemme Anti Breakage–Vitamin B12 &
Gelatin Anti-Breakage Shampoo reduces split
ends. The strengthening formula pumps up hair,
without weighing it down (32 ounces/SRP
$3.99). Visit www.tresemme.com.
Blue Magic Bergamot Hair and Scalp
Conditioner has a balanced olive oil and
lanolin anti-breakage formula that conditions
and controls hair in all kinds of weather. It
helps prevent dry, dull hair and a flaky itchy
scalp (12 ounces/SRP $2.99). Visit
www.webplusbeauty.com.
Vitale Olive Oil Moisturizer features olive
oil to repair damaged hair. The herbal blend
penetrates the hair shaft to condition,
moisturize and nourish, enhancing the
appearance of straight, curly, natural or braided
hairstyles (12 ounces/SRP $4.95). Visit
www.vitaleproducts.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
www.smsiurbancallmarketing.com.
MAY 2011 5
Zerran celebrates 25 years of innovation
T
straightening systems, Zerran has developed
products that propel the company into being a
premier international marketer of healthy,
efficacious professional salon products.
Our focus and commitment come from an
idea that it is possible to marry cutting-edge
science with centuries-old botanical traditions
to produce products that are 100% vegan and
healthy, while still delivering the performance
that professional stylists demand. Applying a
holistic approach to hair care benefits both our
customers and the environment.
We are constantly working to develop new
products that address the current and future
needs of stylists and their clients. That
development work requires a complete
commitment from our entire team, and we
spend extensive hours of lab time testing and
guiding the development of new products. Our
work has rewarded us with dozens of new
products that may one day change the way we
do hair or address scalp problems.
A healthy scalp and condition of the hair is
the cornerstone to Zerran hair care. If you
address the health of the scalp, you can help
communicating the benefits of Zerran’s
increase the beauty and condition of the hair.
products. Ann Massei, communications
You can also benefit the condition of the hair
director, brings 25 years of broad experience in
and scalp through thoughtful products that
marketing, advertising and public relations to
assist a stylist in
drive Zerran’s message to the
performing chemical
world. Neil Wachs, our director
processes with less
of sales, brings a lifetime of
irritating ingredients. A
experience in retail, sales and
stylist should have
management in the cosmetic
tools that are safe to
industry to increase our sales in
use and don’t
California. Finally, Debbie Lynn,
adversely affect the
our director of education, brings
Zerran’s Reform Kit includes a special flat health of the client or
her experience as a dynamic
iron that reaches and stays at 450°F.
the stylist.
stylist, color specialist and
BIR: Certainly, two primary outcomes of that
educator to help develop new products and
strategy are the Zerran Reform straightening
expand our educational program throughout
service and the Zerran RealLisse smoothing
our distribution network.
service. Please share how those are changing
BIR: Where has that all led Zerran today?
the game for salon professionals.
SS: Zerran has been selling professional,
SS: Salon professionals know that offering
botanically based, paraben-free, sulfate-free,
vegan hair care products for salon professionals cutting-edge services positions them in the
community as leaders and trendsetters, and
since 1986. We are delighted to be celebrating
frankly, it’s a valuable income generator. We
our 25th anniversary as a hair care company. In
want to help them provide those services—but
the past few years, with the introduction of
we don’t want them to do that at the expense
our innovative vegan smoothing and
efficacious and safe that save the professional
o the casual observer of the professional
time and money. When we look at hair care,
beauty industry, Zerran International
we look at it as part of the whole human
seemingly burst onto the scene over the past
system and environment, so we strive to
few years with the release of Zerran Reform,
develop the best products that address all of
its 100% vegan permanent hair straightening
those elements.
treatment, and this year, with the launch of
As we rapidly expand our distribution both
Zerran RealLisse, its next-generation 100%
domestically and internationally, a talented
vegan smoothing treatment. For salon owners
management team with diverse experience in
intent on providing healthy services and who
many fields outside of the cosmetics industry
are focused on their stylists’ and clients’
assists me. Grant Samples has joined us,
personal well-being, it’s a watershed moment
bringing his extensive
that has propelled this
experience in almost every
manufacturer and marketer
aspect of sales, marketing
of healthy hair products to
and management, as director
a leadership role in the
of distribution operations.
professional beauty
Cindy Van Steelandt,
marketplace.
Zerran’s marketing director,
But what you might not
with more than 25 years of
know is that Zerran is
experience in education and
celebrating its 25th
health care, has fueled her
anniversary this year. Under
passion as our spokesperson,
the leadership of
leading initiatives for
CEO/president Steve
The Zerran RealLisse Kit
education and
Sauté, the company is
shifting its position from a supplier of backbar
salon staples to that of an aggressive marketer.
Once considered the professional beauty
industry’s “best kept secret,” Zerran is
blossoming rapidly with new vegan products in
the pipeline, new distributors on board, an
education program cranked into high gear and a
marketing program firing on all cylinders,
driving Zerran’s message to salons and
consumers around the world. Beauty Industry
Report (BIR) recently caught up with Steve to
learn what’s next.
BIR: Hi, Steve. Please tell BIR’s readers about
your background and introduce your team.
Steve Sauté (SS): Thanks, Mike. I have
worked in the cosmetic industry for more than
30 years, specializing in cosmetic product
development, manufacturing and management.
When I was asked to run Zerran, I recognized
an opportunity to transform a successful hair
care product into a great, innovative
professional line that changes the way
professional services are performed. By using
cutting-edge technology and centuries old
traditions, we create products that are
6 MAY 2011
of their own health or that of their clients.
When we saw new straightening and smoothing
services gaining in popularity, we were horrified
to learn that they produced toxic fumes and
contained many other harmful ingredients—a
fact that some of those companies were going
out of their way to hide.
As the truth behind many of those
treatments has been revealed by the media,
stylists who are searching for a healthy
alternative have discovered Zerran! We
launched RealLisse, our 100% vegan smoothing
treatment, at the International Salon & Spa
Expo in Long Beach, CA, and stylists came
seeking our education. We’re seeing two groups
of stylists—those who have been offering the
traditional services but are concerned about
the impact on their health and those who have
opted not to offer any smoothing services until
now, when they discovered our safe
alternative. We’re making a significant
difference to the health—and income—of both
groups of stylists.
As the world's first 100% vegan semipermanent hair smoothing system, RealLisse is
a patent-protected product formulated minus
keratin or other animal products. It contains
absolutely no formaldehyde, aldehydes,
thioglycolates, sodium hydroxide, guanidine
hydroxide, methylene glycol, formol, formalin,
ethers or any other substance that produces
formaldehyde gas upon heating with a flat iron.
This professional, in-salon service takes about
90 minutes to complete on average.
RealLisse is not a replacement for Brazilian
keratin treatments. Rather, it’s an alternative for
stylists and clients who want a service that’s
completely free of chemicals. And, it provides
a very different outcome. Traditional keratin
treatments leave the hair smooth but coated
with the chemicals—chemicals that are
released every time heat is applied in the
shower or with the blow dryer or styling iron.
RealLisse reduces the volume, but because it
does not coat the hair, it leaves every hair
type—from fine and frizzy to coarse and
curly—with softly reduced curls, no frizz and
entirely natural body and movement.
What’s really big news is that RealLisse is
also the world's first hair smoothing system to
pass dermatological testing with zero adverse
results. Using the HRIP (human repeat insult
“Zerran marries
cutting-edge
science with
centuries old
botanical
traditions to
produce
products that
are 100% vegan
and healthy,
while delivering
performance
that stylists
demand.”
patch) test, an independent FDA-registered and
California-certified lab tested the RealLisse
Catalyst on 50 subjects and found no negative
skin reaction on any subject.
BIR: That sounds like a second home run,
following your launch of Reform.
SS: That’s right, Mike. Our Zerran Reform
Natural Hair Straightening System challenged
the way hair can be permanently straightened.
What makes our patented non-toxic vegan
system a game changer is simple—it’s not a
relaxer. It does not contain keratin,
formaldehyde or any other harsh chemicals;
produces no objectionable odors and the
results are permanent. What’s more, the system
is effective on all textures—even resistant
hair—and is safe for use over color, highlights
and perms. In fact, it’s so gentle that just like
with RealLisse, stylists do not need to wear
gloves or a mask. Our approach is so different
that we marketed it with a little humor, using
our “Cranky Grandmother” campaign featuring
the line, “Not Your Brazilian Grandmother’s
Keratin Treatment.”
BIR: Tell me about Zerran’s education.
SS: Zerran is very much an education-driven
company. That is critical to our success—and
our customers’—particularly when we’re
launching such revolutionary products. We
continue to increase our education at all
levels—at shows, in salons and online—to
support the launch of RealLisse. It’s a different
world these days, and we are intent on keeping
up with the times to communicate via
traditional and social media, from print and
electronic media, to direct mail to social media,
including Facebook, Twitter and YouTube.
BIR: Tell me more about that important link
you make between health and beauty.
SS: At Zerran, beauty and health are linked
at the core. We love to innovate, and we love
to make products as healthy as possible. We
are an FDA-certified manufacturer, so we can
manufacture products like dandruff shampoos,
sunscreen and OTC drugs. As a result, we are
always prepared for FDA inspections and
comply with all good manufacturing practices.
BIR: What’s next?
SS: We have a fantastic innovation pipeline.
Our creative team is in overdrive to address
many challenges in terms of personal care, with
an eye toward solving them in as healthy a
way—both for the hair, as well as the stylist
and client—as possible.
BIR: Anything else you’d like to add?
SS: We love challenges and are ready to
take on the world! This is an exciting time, and
we are driven to expand our reach, to
introduce our innovations to the world and to
influence healthy, whole body living.
For distribution opportunities, contact
Grant Samples at [email protected],
and visit www.zerran.com.
MAY 2011 7
Michael O’Rourke creates a beauty industry legacy
M
hairdresser retaining the ability to prosper in or
the independent professional salon.
ichael O’Rourke is one of the icons in the
start an independent salon. The entrepreneurial
beauty industry. Starting his colorful career BIR: You recently offered a limited number
opportunities we still enjoy in our industry are
of shares of Michael O'Rourke Hair (The
as a hairdresser in South Africa, he then
being jeopardized by giant consumer
founded the Carlton Salons, a successful chain Institute of Courage LLC) to artists. What
corporations owning most of the
prompted your
that he expanded into the
manufacturers, distributors and salons. The
decision?
western United States.
choices artists still have will be relatively shortMO: I wanted to give
Since arriving in the United
lived if no one does anything to change the
back to the artists and
States more than 30 years
path the industry is on. Plus, the professional
create a change in our
ago, Michael has
hair care industry has to keep itself separate
industry. Nicole and I
proceeded to create new
from the retail industry; the lines between
were discussing my
and more successful
them are becoming all too blurred.
legacy in the beauty
business entities, including
That is where I see Michael's legacy. He is
industry. Everyone
Sexy Hair Concepts. After
developing a family of hairdresser investors
knows I am committed
selling Sexy Hair Concepts
who own and benefit from the company every
in 2006, Michael focused
Michael O’Rourke performs non-stop at to supporting the
America’s Beauty Show in Chicago.
artists, so I had to find a time they buy, sell or use the products. With all
on his Institute of
independent, like-minded distributors and
real way to help them in their lives. What
Courage and waited out his non-compete until
hairdressers for partners, you can be assured
shows I care more than giving them the
he could launch his legacy line, Michael
opportunity to buy into my company that I put that Michael O'Rourke products will only be
O’Rourke Hair. In just one year, the brand has
sold in professional salons and the people who
my heart, soul and name behind? Just as
grown rapidly. It was a delight to talk with
benefit from the company will be the artists
Michael and his partner, Nicole Pelissier, about important as hairdressers making a great
themselves and our predominantly family
investment for their futures, as we develop our
his passion and his new business. We are
owned distributor partners.
artist
delighted to share our conversation with
BIR: What separates your line
shareholders,
we
Beauty Industry Report’s (BIR) readers.
from the many salon brands?
will establish a
BIR: Michael, what fuels your seemingly
MO: Our products are
critical mass of
endless source of passion for hairdressers
amazing, but our major
hairdressers who
and the professional beauty business?
distinction is our mission to
will buy, sell and
Michael O’Rourke (MO): I come from a
contribute to the hairdresser,
use the
very poor background. I didn't get an education
along with my passion and
products, and
or many opportunities as a child. Originally, I
commitment to changing the
thus, our
believe that was what drove me to be
Stylists have the opportunity to invest in
Michael O’Rourke Hair.
professional beauty industry to
hairdressersuccessful and passionate about everything I
owned company will have the power to change favor the salon and the artist.
did. I wanted to prove I could rise above my
BIR: Please take BIR’s readers through your
our industry.
beginnings. I am so grateful to the professional
line and briefly describe some of the key
BIR: Nicole, what is your take on Michael's
beauty industry for the opportunities that
products for BIR’s readers.
mission and his decision to sell shares of the
being a hairdresser has afforded me. Now, my
NP: Our amazing 3Way Hair Spray and our
company to hairdressers?
passion comes from wanting to give back and
pump spray volumizer, Get a Lift, a
Nicole Pelissier (NP): I think it is a
making sure others, specifically hairdressers,
revolutionary root lift/hair reviver that can be
phenomenal idea. If I ask an artist, "Why did
continue to have the same opportunity to
used on wet or dry hair, have received huge
you become a hairdresser?" she might answer, "I
reach their potential that I did.
buzz. Our Moisture Madness Shampoo and
want to work for myself, I want to earn my
BIR: How does Michael O’Rourke Hair
Conditioning formulas are great on any hair
living by being an artist, I want to have a
further your goal of taking the salon
type; they are color safe and restore vitality
flexible schedule, I want to be in our family
industry back for hairdressers?
and shine without weighing down the hair.
business, etc." Michael understands that, as
MO: When you buy, sell or use Michael
Our newest additions to the line in honor of
being a hairdresser has brought him a lifetime
O'Rourke products, you are supporting a
the rock star icon that Michael is to our
of happiness and wealth.
company that is committed to creativity and
industry are our Rock Your Hair skus: Spray it
If you look at the landscape of this industry
education, but more importantly, you are
Hard firm hair spray and Size Matters aerosol
today as opposed to 25 years ago, the changes
supporting a mission to make a change in our
volumizing mousse. Michael's Rock Your Hair
are staggering and are not in favor of the
industry and shift it back to the hairdresser and
8 MAY 2011
products are all about big volume and
expressing feminine power. The packaging is
out of this world; the neon pink cans with the
crystal hearts have helped make these our
hottest sellers so far! Women are certainly
attracted to sparkling objects.
BIR: When it comes to working shows, you
are one of the best at cutting, styling and
explaining what you are doing and then
tying those techniques into a product or
tool. What is your secret?
MO: I feed off the energy and creativity of
the artists around me. The love and support
that surround me on my little pod motivate me
and drive me throughout the day! It is my
blessing and honor to be there among so many
friends. I feel the same way about my business.
It is a true pleasure at this time in my life to
work alongside my family and friends to fulfill
our dreams and further our mission.
BIR: What role do salon and distributor
shows play in your sales strategy?
NP: Trade shows are a very important part
of our business model—they are the best place
for Michael to meet the artists who support or
will support our company. Michael working
tirelessly on our stage all day helps us keep a
crowd, which in turn helps us get product into
the hands of thousands of artists. That is, of
course, a major support to our distribution.
Trade shows have enabled us to really
connect with artists and teach them about our
company and our mission. We plan to keep
going full force, as shows have been an integral
part of making our launch an amazing success!
BIR: What is your operating philosophy and
how do you approach each day?
MO: At this time in my life, I truly realize
how blessed I am and how much I have to be
grateful for. I approach each day as a challenge
and a gift, and I encourage our entire team to
do the same. We are all lucky to be working
together and having fun while pursuing a
mission we believe in. Of course I am also
competitive, so I expect everyone to take their
job to the highest level of success.
BIR: How are you using the Institute of
Courage to support Michael O’Rourke Hair?
MO: I built the Institute of Courage nestled
in the mountains of Topanga, CA, just minutes
from the Pacific Ocean to show other
hairdressers what can be accomplished by a
“Our major
distinction is
our mission to
contribute to
the hairdresser
and my
passion and
commitment
to create my
legacy by
changing the
industry to
favor the salon
and the artist.”
hairdresser with hard work and dedication. I
spared no expense on the facility to make sure
the artists who attend a class there truly feel
they are special and in the most amazing
environment to grow themselves and their art.
This year, I am hosting classes every other
month. In 2012, we will host monthly classes.
The classes are two days and involve hands-on
cutting techniques with me, as well as business
building and personal development strategy. It
is truly a life altering experience and a place to
make lifelong friends and connections. We are
working together with many of our distributors
to reward artists with trips to the Institute of
Courage. For example, Gino Barbo (Salon
Service Group) sent 10 people to the Institute
of Courage. Each person had won a drawing at
a hair show I did in their area. The Institute of
Courage has truly become an instrumental tool
for our business and for furthering our mission.
It has made a huge difference in the lives of so
many artists. I am so thankful I decided to take
the time and spend the money to make this
magical place a reality.
BIR: In a crowded marketplace, what is your
point of difference?
NP: We have Michael. Today, there aren't
many creative professional styling lines left.
Even fewer are lines that have an artist with so
much experience and passion putting his name
and hard work behind them. We are focused
on creativity and styling, and we will do the
hard work necessary to support filling that
niche. It is a rare artist who doesn't believe in
Michael and what he is doing as far as giving
the artist an opportunity to join his company. It
is a revolutionary concept in the professional
industry, and we are all so proud to represent
Michael and the legacy he is creating.
As far as consumers go, we are focused on
female power and giving women what they
want and need. Our new Rock Your Hair line
brings our theme of empowering women to the
consumer. Michael has even established a
foundation for single moms in hairdressing,
BIR: What is one of your favorite quotes?
MO: "Argue for your limitations and you get
to keep them," by Richard Bach.
BIR: What inspires you?
MO: I am inspired when I see the hope in
someone's eyes, when I hear a story of how the
Institute of Courage changed someone’s life,
when I see someone take the circumstances
that God gave them and change them into
something amazing that no one saw coming.
For more information, reach Michael
O’Rourke at 310-455-0285 or
[email protected]. Reach
Nicole at 310-455-0285 or
www.michaelorourkehair.com.
MAY 2011 9
Mansfield-King expands its reach into the beauty business
T
he growth of professional beauty field
marketers has attracted service providers
whose services and capabilities are driven by
the need for customer satisfaction. MansfieldKing, located in Indianapolis, is, according to
Inc. Magazine, the fastest-growing personal
care contract manufacturer
in the country over the
past four years. Beauty
Industry Report (BIR)
recently had the
opportunity to spend time
with Charles Haywood,
company president, and
Charles Haywood we explored how
Mansfield-King backs up
Charles’ bold statement, “We provide
nationwide fast, flexible and error-free contract
manufacturing, packaging and formulating.”
BIR: Please share your story.
Charles Haywood (CH): Our position as the
nation’s fastest growing contract manufacturer
is driven by two factors—our R&D and our
commitment to quality and service. On the
R&D side, we have established a leading
position, particularly in ethnic formulation and
professional beauty formulation. On the quality
and service side, simply executing well has
resulted in a prominent position in the industry.
When we started six years ago, nobody knew
who we were. Now we are the go-to firm for
many brands in diverse personal care markets.
BIR: Please give BIR’s readers a brief
description of Mansfield-King.
CH: Well, that’s a question that has an
always-changing answer, due to our growth. At
present, we operate in 180,000 square feet of
production and warehousing space. We
produce in 25 jacketed tanks, ranging up to
2,500 gallons (we have eight tanks 2,000
gallons or larger). All tanks are dual agitation,
and we provide homogenization and other
specialty processing, as well.
We operate 11 full packaging lines, which in a
few months will be 13 lines, as well as specialty
flex lines. Our investment in equipment means
we can produce and package pretty much
anything, from heavy creams to alcohol
products to any type of traditional hair care or
10 MAY 2011
skin care product. And we package those
our geographically central location is a key
products in form factors ranging from bottles
advantage in these days of rising fuel prices.
to hot fill jars to crimped tubes. Finally, we
Finally, last but not least, we have a great
offer kitting and logistics services—if your
team. We’re somewhat decentralized—
company is a pure marketing organization, we’ll
executive members of the team have wide
take care of everything necessary for your
latitude to do what they think is best, without
company to succeed (except marketing!).
second-guessing from me. For our team, the
Right now, we operate on one shift. With
company is what they can make of it, not a
that one shift, we produce tens of millions of
bureaucracy where people punch a clock and
units per year. So you can see that the
hope to get moved from Grade A-3 to Grade
investments we’ve made in equipment support
A-2. We want the best people to work here
a lot of additional manufacturing through
and to be happy here, and so far I think we’ve
adding shifts. This is part of our overall plan—
been very successful in that goal. Without that,
to ensure that we always have “scalability”—the it would be hard to grow so rapidly.
ability to assist any customer who may contact
BIR: Tell me about your R&D capabilities.
us. We never want to be in a situation where
CH: Everybody says that they can perform
we can’t meet a customer’s needs or worse yet,
R&D, but we believe our capabilities and
we promise something we fail to deliver.
offerings are unique. In fact, several of the best
BIR: Inc. Magazine in 2010 named your
selling products nationwide in our focus
categories were formulated by us. And we don’t
company the fastest growing personal care
try to keep customers hostage by refusing to
contract manufacturer in the nation and the
let them have the formulas—either our
second-fastest growing manufacturer of any
customers own them from inception, as part of
type from 2006 to 2009. How has the
our arrangement, or there is a clear path for
company grown so rapidly?
CH: Again, there’s nothing magic. We hire the customer ownership. We expect customers to
stay with us because we provide the best
best people, and we pay them more than
product, not because we own their formulas.
market pay; we have essentially zero people
BIR: Tell me about your commitment to
choosing to leave us. That leaves us free to
quality.
focus on meeting customer needs. We ensure
CH: One of our core competencies is high
that perfect product arrives on time to the
quality—that, by definition, is critical to every
customer, while we continuously communicate
one of our customers.
to the customer—
Therefore, we operate the
nothing more and
entire facility pursuant to our
certainly nothing
custom-written Quality
less. That seems to
Manual. That means operating
strike a chord with
as an FDA-registered, cGMPcustomers, who do
compliant facility, but it also
not always receive
means a lot more. A wide
these basic services.
range of written and
A few other
documented SOPs governs all
factors certainly
aspects of the plant,
help. We don’t own
Mansfield-King is expanding its
manufacturing capacity.
accompanied by validation
our own brands, so
plans and focused not only on maintaining
we don’t compete with our customers. That’s
quality, but also collecting data. We then use
increasingly a rarity in the contract
that data to continuously monitor and improve
manufacturing industry. We want to stick to
our performance, through statistical process
what we know we’re good at, which is
control, using control charts to create process
manufacturing. Our customers are the
capability improvement.
marketing experts, so they stick to that! Also,
“We provide
nationwide
fast, flexible
and error-free
contract
manufacturing,
packaging and
formulating.”
It’s not just the quality processes, though.
We strongly believe that despite our extensive
QC testing, quality cannot be inspected into a
product. Therefore, we not only analyze and
improve our processes, we also invest in
equipment that helps ensure quality without
human intervention, such as checkweighers,
skew-cap detectors and closure sensors.
BIR: What is your operating philosophy and
how do you approach each day?
CH: We want to be the best and most
successful contract manufacturer of personal
care products in the world. Our entire team is
driven by this philosophy. Every morning, we
don’t want to be good enough, we want to be
the best. And that desire produces results for
our customers.
BIR: I have to ask—where does the name
“Mansfield-King” originate from?
CH: When I started the company, I noticed
that a lot of contract manufacturers had
generic, unmemorable, “me-too” names—“Pak”this and “Pak” that. So our name is chosen to
be distinctive. Mansfield was my paternal
grandfather’s middle name and King is another
relative’s last name. I’d like to say that my
relatives were involved in personal care, but my
grandfather was a classics professor at NYU—
he probably didn’t pay any detailed attention
to personal care products at all!
BIR: What is your vision for your company?
CH: We intend to grow the company until it
is the dominant North American contract
manufacturer of personal care. We’re certainly
on that growth curve, and it’s a matter of
maintaining focus and delivering what
customers demand. So far, we’ve always
prepared to scale rapidly, so that we always
have excess capacity even with our rate of
growth. With our team and the reputation of
Mansfield-King, I see that goal as attainable.
One thing we don’t want for the company is
to sell it to make a quick buck. We’re in this for
the long haul. I own the company and
fortunately, don’t have to report to anyone
else, so we can afford to take the long view. So
if an investment in equipment doesn’t yield
returns immediately that’s OK—it will soon
enough. By the same token, we don’t need to
sell the company to meet someone else’s
financial goals. I expect the team we have now
will be the core of the company for many
years.
And, in fact, along with our growth in the
liquids area, we are planning on expanding into
related manufacturing areas, such as aerosols
and bar soaps. We are currently expanding into
professional hair color, and I anticipate we will
also move into color cosmetics at some point.
It might take up to 10 years, but ultimately, we
intend to be a one-stop shop for global brands
that are looking to wholly outsource their
personal care manufacturing needs.
BIR: What marketing initiatives are you using
to increase the awareness of your company?
CH: Word of mouth is by far the best
marketing tool. Sure, we have a Facebook page
and an informative website, but there’s no
substitute for the personal touch and people
vouching for you. Most of our new customers
come from referrals from existing customers.
BIR: Several contract manufacturers have
recently gone bankrupt, which implies that
yours can be a difficult business. Are those
problems something that concerns you?
CH: Yes and no. No, in the sense that we are
very careful to manage growth to avoid any
possibility of financial distress. We fund all our
growth from internal funding, rather than
incurring large amounts of external debt. We
don’t believe in leverage, and we don’t care
about abstract finance-driven performance
measures like return on equity, because we
don’t have external owners to whom we have
to report. I think this guaranteed stability is
attractive to customers, because they know
we’ll be here tomorrow, and in 10 years, not
shuttered unexpectedly.
Yes, our competitors’ problems concern us,
in the sense that in a Darwinian way, it benefits
us when weaker competitors close or
reorganize, because we can pick up customers
and excellent equipment. That sounds harsh,
but ultimately it benefits our own customers.
Other than very low leverage, our capital
structure is also helped by our Indiana location.
Indiana may not be the most exciting state, but
it’s manufacturing-friendly, has low operating
costs and has easy, relatively low-cost
transportation to the entire continent.
BIR: A lot of larger contract manufacturers
have moved into manufacturing and
marketing their own brands. The theory is
that being a brand company permits higher
profit margins than contract work. Is that
something you also do or are considering?
CH: Absolutely not. One of our core
principles is that we don’t compete with our
customers. That means that we have no
interest in marketing our own brands, which
could be perceived as competition by our
customers. By the same token, we focus
obsessively on confidentiality and firewalls
between intellectual properties belonging to
different customers.
BIR: What are Mansfield-King’s major points
of difference?
CH: I won’t say we’re unique, because there
are a handful of other contract manufacturers
who deliver great services with fantastic
execution. They’re the exception, though, rather
than the rule. If you want the cheapest
possible price and don’t care that much if the
label is crooked, we’re not your company. If
you want a great price (and it helps that we’re
in Indiana), great R&D, great service and great
quality, we’re your shop.
Reach Charles Haywood at 866-402-5464 or
by cell phone at 317-440-8700 or
www.mansfieldking.com.
MAY 2011 11
IBS/IECSC New York continue upward trend
T
Dana Lupton Questex Media Group, LLC.,
the first day caused a huge down pour of water
he annual International Beauty Show, New
vice president and group show director,
from a leaky ceiling, resulting in a number of
York (IBSNY) brings to mind a popular
commented, “The response to this year’s IBSNY
exhibitors having to deal with falling water.
quote from fashion designer Oleg Cassini: “If
from both the exhibitor and attendee
Ironically, Conair Corp, a major exhibitor, was
you design for customers that come by Rolls
communities has been astounding.
right at the center of the flood.
Royce, you go home in the subway, but if you
We have continued on an upward
design for customers coming by subway, you go BIR talked with Lee Rizzuto Jr.,
trend, and once again, our solid
vice president of professional
home in the Rolls.” IBSNY is not flashy nor is it
attendance led to empty shelves in
global business, who stated,
a high fashion show, but it attracts thousands
many exhibitor booths and one of
“What do you do when 100
of salon professionals who come with money
the busiest rebooking sessions for our
gallons of water drop from the
to spend. Beauty Industry Report (BIR)
2012
event. We feel our pivotal
ceiling
in
the
midst
of
The
reports from IBSNY and its sister show, the
purpose is to connect our exhibitors
Team BaByliss International
International Esthetics, Cosmetics and Spa
with their customers and provide key
Show and drench the
Conference (IECSC) in this exclusive feature.
educational opportunities. We were
The activities started on Saturday before the spectators? Why, of course, get
The renowned Nick
thrilled to see such a positive result
out the Ferrari-powered
shows opened with Millennium Salon
Arrojo explains his cutting and know that the energy and
BaByliss Volare Hair Dryers!
Software’s first Be-Cause charity event
techniques to the crowd.
commerce generated on both the
As a result, a purchasing frenzy
benefiting Beauty Changes Lives. Philip Pelusi
IBSNY and IECSC show floors represents a
began and countless dryers were scooped up.”
co-hosted almost 250 beauty professionals at
promising future for our events and the
Speaking of Ferrari-powered products,
his Tela Design Studio in the Meatpacking
industry as a whole.” Reach Dana at
Conair introduced the Volare Hair Clipper.
district. Philip is one of the best examples of
Austin Russo, assistant product manager and
how beauty changes lives. After attending
www.americansalongroup.com.
the son of the head of the company’s
beauty school, which he financed in part by
The Main Stage featured a full schedule of
professional division, Ken Russo, gave the
selling his beloved hot rod, Philip opened his
performances by
lowdown on the new clipper. “Both the Volare
first salon at the age of 20. Currently, he owns
Nick Arrojo, Ted
Clipper and the Volare Dryer are powered with
14 salons and has created two salon product
Gibson, Martin
Ferrari-built motors. The
lines, P2 by Philip
Parsons, Danny
clipper is presented in a
Pelusi and Tela Beauty
Lapointe and Anita
showcase box with a salon
Organics by Philip
Gutierrez, Woody
list of $249.00. Between
Pelusi. The Philip
and Amy Michleb,
the high-speed motor and
Pelusi Education
Richard Ashforth,
newly designed blade, the
Center provides
clipper cuts hair in half the and Derek J, Janel
education for elite
Smith, J Rok, Fingaz
time of a traditional
stylists across the
and Tsunami of Hair
clipper.” Reach Ken at
country. The event
Battle. Augmenting
800-726-6247, ext. 9027, or
helped raise thousands
the Main Stage were
of dollars toward
Celebrity hair stylist
Models display extraordinary hair creations [email protected].
Ted Gibson
more
than 100 free
Visit
www.conair.com.
spreading a positive
on the show floor.
demonstrates his cut
classes.
Other than the one day of rain, the cold
message about beauty careers. John Harms,
and color techniques on
During Nick’s
weather did not keep the crowds away. IBSNY
president of Harms Software by Millennium,
the IBS Main Stage.
Main Stage
had 469 exhibitors using 160,000 net square
is passionate about making an impact on the
performance, he announced the “Become a
feet of exhibit space and attracted 57,200
industry, “The future of our industry lies in our
Master of Beauty” online contest, which
attendees—a significant increase when
students, and I am grateful to be able to help
features nearly $50,000 worth of education
compared with last year’s show numbers: (417;
make a difference,” he said. To find out more
packages and cash prizes. The first place winner
152,000; 53,700 respectively). The IECSC, which
about Be-Cause, contact Matt Martinelli at
receives an education package that culminates
takes place simultaneously, had 251 exhibitors
Harms Software at 973-402-9500, ext. 172, or
with the opportunity to present on stage with
using 38,000 net square feet of exhibit space
[email protected].
Nick at selected Tour of Beauty dates in 2012,
and attracted 11,500 attendees, as compared
IBSNY had to work around the major
plus $10,000 cash. Stylists will register and
with last year’s numbers (232; 32,000, 10,954
construction at the Jacob Javits Convention
upload a photo of their work at
Center. Unfortunately, a torrential rain storm on respectively).
12 MAY 2011
www.facebook.com/mastersofbeauty. There,
they can enter one of three categories—
cutting, coloring or styling. The public will vote,
and then combined with input from Nick and
his team, quarter-finalists will be chosen and
asked to upload 2-3 minute videos highlighting
them and their work. From 10 semi-finalists, 3
finalists will travel to New York to vie for the
coveted title. “I love the concept of this
contest, because it’s really what Masters of
Beauty is all about,” says Nick, who headlines
the Masters of Beauty advanced education
program for Empire Education Group. “The
Tour already provides stylists across the
country with amazing advanced education at a
price they can afford, right in their own city.
This contest takes that one step further, by
giving one lucky winner not only hands-on
training from me and the Masters of Beauty
team, but the opportunity to make a name for
themselves on stage.” Masters of Beauty is a
traveling Skills Certification Program, offering
hands on, non-product specific, advanced
education to stylists. A complete list of prizes
and contest rules can be found at
www.facebook.com/mastersofbeauty.
New this year were the Master Barber
Competitions presented by Major League
Barber and sponsored by Andis and Mr.
Beauty. The two-day competition included
more than 40 participants and featured two
battles. Winners in the Design and Color
category included 1st Place—Amit Corso; 2nd
Place—Enrico Charles and 3rd place—Aleen
Darden. Conservative and Traditional Cuts
winners were 1st place—Joseph Corto, 2nd
place—Jose Rivera and 3rd place—Matthew
Southerland.
Also new this year was a section featuring
makeup and cosmetics from Stila Cosmetics,
Colorevolution, Temptu Pro, Dinair, Rain
Cosmetics, Morphe, Lizette Cosmetics,
Dermalogica and others.
Stila Cosmetics does business with Sephora
and a number of major department stores, so it
was a bit of a surprise to see the brand at a pro
beauty show. Turns out, it was there to
introduce the Stila Pro Program, which is
reaching out to open opportunities with
professional makeup artists and estheticians.
Professionals who are approved for the
program are able to buy Stila products with
IBS had 469
exhibitors and
attracted
57,200
attendees.
IECSC featured
251 exhibitors
and 11,500
attendees.
discounts from 20% to 40%. Reach Jason
Arrojo, sales and artistry executive, at
Visit www.stilacosmetics.com.
Marissa Pomerantz, vice president of sales
for IBG Labs, which markets Colorevolution
natural mineral makeup, shared that IBG is also
a full-service lab and contract manufacturer of
a color cosmetics, bath and body products,
skin care and hair care products. Marissa said,
“We pride ourselves in having very short lead
times and do not charge lab fees for product
development.” Reach Marissa at 866-452-6567
or [email protected]. Visit www.ibglabs.com.
Of course, most of the IBSNY show floor
features products related to hair. The following
are some highlights BIR discovered.
Geppe and Anne Enfiomusi, owners of
Piermarco Group, the exclusive distributor of
AlfaParf in the New York Metro market,
introduced UOMO (Man), a complete
collection of color care and styling products.
Geppe told BIR that Piermarco celebrated its
19th year exhibiting AlfaParf at IBSNY. Visit
www.alfaparf.com.
Directly behind was another exhibit with
Piermarco’s own brand, Entrance Leave-In
Conditioner with argan oil (8 ounces/SRP
$12.00). For more info on Entrance, contact
Marco Enfiomusi, vice president of sales, at
908-474-5229 or visit www.ntrancehair.com.
The company’s third and smallest booth was
exhibiting GammaPiu, Piermarco’s new line of
Italian-made hair dryers that are being
exclusively introduced to the U.S. salon market
by Piermarco Group Imports. The Etc Dryer
incorporates a new system that multiplies air
speed and pressure that results in saving time
and weight. A device in the Etc Dryer
compresses air inside the unit. When the dryer
is used close to the hair brush, this device
prevents air return. Air does not come out from
the rear part of the dryer. It’s available in black,
purple, orange, hot pink, silver and green
(13.76 ounces/list $153.00). Active Oxygen is
the other new dryer that features a special
lamp inside the dryer to produce active oxygen,
a special gas that helps preserve lasting hair
color, as well as shinier and softer hair. With a
faster drying time than traditional hair dryers,
the Active Oxygen unit eliminates electrostatic
charges to protect the hair. It’s available in
white, light blue and black (16.93 ounces/salon
list $199.00).
Geppe said, “At this year’s show, more salon
professionals were looking for new products
and fresh ideas to bring back to their salons—
hopefully an indicator that salon retail is on the
rise." Reach Geppe at 800-889-0978 or
[email protected].
In the keratin straightening category, major
players Keratin Complex, Brazilian Keratin
Treatment (BKT), GK (formerly Global
Keratin) and Brazilian Blowout were joined by
Rejuvenal, Lasio, Coco’s and Inova. Both
Brazilian Blowout with its new Zero brand and
BKT with its new chocolate formula were
touting their new non-formaldehyde entries.
BIR shares this comment made by a consultant
who has a client in this category: “There are
three distinctive groups of salon professionals
with either active participation in hair
straightening/smoothing or are considering
getting into it. The largest group are those
currently stocking one of the major brands who
are doing so much business that they are not
concerned about all the adverse publicity
IBS/IECSC continued on page 14
MAY 2011 13
IBS/IECSC continued from page 13
about formaldehyde the category has been
getting. The second category and the smallest
group—but with the loudest voice—are those
advocates of non-formaldehyde formulas that
use more natural ingredients. A third group is
on the fence and undecided about getting into
the category.”
Keratin Complex launched Volumizing Dry
Shampoo Lift Powder (4 ounces/SRP $24.00),
which gently cleanses and absorbs extra oils,
while strengthening and protecting with keratin
proteins, and Straight Day Styling Spray,
which moisturizes, protects and replenishes
keratin for added shine and softness
(2 ounces/SRP $24.00 or 4 ounces/SRP $32.00).
Reach Lindsay Solomon, vice president of
marketing, at 888-409-4445 or
www.keratincomplex.com.
Stacy Drageset, marketing manager for
Brazilian Blowout, talked about Zero, the
brand’s new professional smoothing solution
formulated with a plant-derived bonding
system. The marketing material states, “0%
formaldehyde released before, during or after
treatment.” The Zero performance claim is zero
difference in performance, with the same
smooth, frizz-free hair in 90 minutes, with zero
down time and the same results for up to 12
weeks, plus the same deep conditioning and
radiant shine. Reach Stacy at 877-779-7706 or
www.brazilianblowout.com.
Bill and Lynne Coleman, the founders of
Temple Clean, the firm that markets the
Sprush line of hair color applicators,
introduced SprushLites Bleach with Keratin.
This dust-free bleach can be applied on or off
the scalp with no swelling or drying. It’s
available in a two-pound tub (list $30.00).
Reach Bill at 973-418-9316 or
[email protected] or visit
www.templeclean.com.
Chris Volek, president/CEO of Hair Tech
International, is back marketing his Hair
Dreams line of hair extensions without Paris
Hilton’s “help.” He has an aggressive marketing
program using a distributor model. The Hair
Dreams extension line is fueled by a mandatory
stylist training program. Reach Chris at
www.hairtech.com.
14 MAY 2011
Profashion Professional Hairstyling
Products was the newest entry into the
crowded styling tools category. The line
includes flat irons and three curling irons each
in three sizes. The 3-Part Curler is three curlers
in one (#Pro f300PC/list $80.00/SRP $200.00).
Reach Shay Sharaby at 888-983-0505 or
www.profashionhair.com.
Romane Fragrances first was seen on the
show circuit at the International Salon & Spa
Expo in Long Beach, CA. BIR caught up with
Paul Leroue, chief marketing officer, to get an
update on the company’s progress in the
professional beauty marketplace. The fragrance
business is one of the largest categories in the
world of beauty. In the United States, fragrance
sales in the prestige category are above $2.5
billion. However, in the salon industry, they are
not even a blip on the radar screen. A
combination of high retail price points
combined with non-traditional pro beauty
margins has been a major barrier to the
category entering the salon, spa and beauty
store market. With Romane Fragrances, that
could change. Paul pointed out a couple of
introductions that are attractively packaged,
merchandised effectively with the right price
points, margins and marketing. Jet 365 is a fivesku collection of fine fragrances “for your daily
escape.” The collection includes an 8-ml roll-on
in Long Weekend, City Lights, Cabana for Two,
Romantic Getaway and Island Holiday scents.
There are two counter displays, a large unit and
a mini intro that contains six each of the five
fragrances, plus one free tester for each scent
and a free self-service counter merchandiser (dl
#087327000555/list $187.50/SRP $12.50 each).
The Vida Exotic Fragrance Unit features three
floral scents: Tiger Lily, Birds of Paradise and
Wild Lotus. They are also available in a large
display or a mini intro unit. The large intro unit
contains 36 pieces (12 each of 10-ml roll-ons in
three scents plus three free testers and a Lucite
display; dl #90038/list $220.54/SRP $24.50
each). Reach Paul at 303-670-4688 or
www.romanefragrances.com.
John Umile, president of Linden, NY
headquartered Gregg’s Beauty, reported, “I
spent my three days in the Euro So.Cap Booth.
The company is relatively new to the United
States and relies on Cold Fusion, the process of
bonding a keratin-tipped lock of hair to the
client’s existing hair with ultrasonic technology.
The Cold Fusion System requires an application
tool at a salon investment of $4,000.00, plus
the education. Cold Fusion allows the stylist to
apply 100% human hair extensions in one
quarter of the time while eliminating the heat
damage of the older methods. Gregg’s Training
Center in New Jersey will be featuring this new
system in May (800-624-1927).” Reach John at
Visit www.greggsbeauty.com.
Saryna Key Professional is a hair care line
manufactured in Israel based on a formula
produced from the shea nut that treats, repairs
and restores hair from root to tip. African Shea
Butter Damage Repair contains high
concentrations of vitamins A, E and F, amino
acids and keratin to restore hair to a healthy
state. Keratin delivers softness, flexibility and
brilliant shine, while the amino acids assist in
the production of proteins that soften, nourish
and strengthen hair fibers (16 ounces/SRP
$55.00). In addition, Saryna Key is launching
three series—Curl Control, Volume Lift and
Color Lasting. Each includes a shampoo,
conditioner and a leave-in cream with shea
butter and shea oil. Saryna Key also offers the
Onyxnatural straightening process, which is
the opposite of the Brazilian keratin treatments.
This process uses herbs, including gall nuts,
cloves, pecan shells and dried bananas. The
process will straighten hair permanently and
will dye it black. The application is an
alternative to sodium hydroxide straightening
kits, which can damage hair and burn the scalp.
The process coats the cuticle and straightens
the hair very straight (1 kilo bucket/list
$250.00). Ethan Beck, sales director, told BIR,
“Our show experience was amazing. For us, it
was the first time presenting at a show like the
IBSNY, so it was difficult to know what to
expect. After, we began receiving phone calls
from salons that sampled our product almost
immediately. We believe that the best way to
reach such a huge audience in such a short
period of time is participating in trade shows.
We are looking forward in presenting at the IBS
once again.” Reach Ethan at 646-208-9859 or
www.onyxnatural.com.
International Esthetics, Cosmetics, Spa
Conference features spa, skin care products
Co-located with the IBSNY, the IECSC
celebrated its ninth anniversary. Spa owners,
managers, estheticians, massage therapists,
medical estheticians and doctors learned about
the newest trends in the spa industry and
purchased products from suppliers, such as
Repêchage, Eminence Organic Skin Care,
GloProfessional, Revitalash, G.M. Collin Skin
Care, Clarisonic, Universal Companies, Your
Name Professional Brands and others. Kathy
Gruttadauria, show director, told BIR, “The
record-breaking attendance resulted in packed
aisles and very satisfied exhibitors.” Kathy
added. “IECSC New York is experiencing
tremendous growth, as is reflected in the
number of booths already sold for next year.”
The following comments from two major
marketers in the skin care category reflect the
positive experience of many of the exhibitors.
“Finally, a large hair show that is serious about
skin care!” said Shiri Sarfati, vice president of
Repêchage. “The show attracted decision
makers who were there to buy for their
businesses. From the pre-marketing efforts to
the high level of CIDESCO class offerings, this is
how to put on a great show. It was our best
show of the year by far!” Lori Nestore,
president, Eva’s Esthetics, said, “Good people,
good questions, good attendance and money
to spend! What more can exhibitors or
educators want?”
In addition to an energetic show floor, spa
professionals took advantage of the Spa
Business Conference, which featured six
educational tracks and more than 45 free
manufacturer classes, as well as advanced
education courses and workshops from such
organizations as The American Spa Therapy
Education & Certification Council (ASTECC)
and CIDESCO USA.
At the Satin Smooth booth, Susanna
DiSotto, global sales and marketing director,
launched SmoothSculpt, a non-invasive
approach to skin rejuvenation that removes
cellulite, reduces wrinkles and releases built-up
toxins. It uses mild suction, pulsing and
homeopathic extracts to cleanse cellular
debris, reduce puffiness and promote a healthy
immune system. The treatment is administered
by a trained/certified esthetician (SRP $75.00 to
“IECSC
attracted
decision makers
who were there
to buy. From
the premarketing
efforts to the
high level of
classes, this is
how to put on a
great show!”
$150.00). The Ultimate Collagen Mask
Collection delivers a firm and refreshed look,
while stimulating the skin and allows skin care
professionals to provide traditional and express
facial services, as well as a post-wax calming
treatment. Products can also be used at home
(SRP $4.49 to $14.99). Contact Susanna at
Visit www.satinsmooth.com.
The Repêchage Facial Bar featured six full
Facial Bar stations set up in the main entrance,
where the Repêchage team provided signature
treatments to dozens of show goers. Reach
Shiri Sarfati, vice president, at 800-248-SKIN
(7546) or [email protected]. Visit
www.repechage.com.
Exhibiting at IECSC was Palomar Medical
Technologies, Inc., the manufacturer of the
PaloVia Skin Renewing Laser, an FDA-cleared,
at-home laser for reducing fine lines and
wrinkles around the eyes. Nancy Teumer,
global marketing director, was demonstrating
the unit and said, “Now, the same patented
laser technology proven by dermatologists for
more than a decade has been adapted and
perfected for use at home. This opens up a
huge marketing opportunity not only for the
company’s branded product that is being sold
in department stores and other prestige retail
outlets at $499.00 but also as a private label
opportunity to skin care marketers. Using a
laser doesn’t just give the appearance of
younger looking skin; it actually renews the skin
with new collagen and elastin to rejuvenate
one of the tell-tale signs of aging—the eyes.”
Reach Nancy at 781-418-1149 or
www.palomarmedical.com.
Energy drinks have become a major product
segment in the beverage world. At IECSC, the
other end of the spectrum was represented by
iChill Relaxation Shot. The individual 2-ounce
shot in a deep blue package is a blend of
melatonin, valerian root, rose hips and
B vitamins to help calm the body and mind at
the end of a stressful day. It contains no sugars,
no carbs and no calories. Chill out with an
iChill (2 ounces/12 piece counter unit/SRP
$2.99). This could be a natural for salons, spas,
and beauty stores. Reach Abby Dunning for
sales and distribution info at 800-886-6354 or
[email protected]. Visit www.ichill.com.
Sisters Lori and Lisa Nestore operate Eva’s
Esthetics, which markets skin care and wax
products. The company is the primary importer
of Berins French Depilatory Wax, which is
available in two formulas—Blue, a hard wax,
and Ease, a soft wax for legs, arms, back and
chest areas. Lori, aka The Wax Queen, provides
education on waxing techniques and conducts
an extensive schedule of seminars. Reach Lori
at 800-765-7597 or [email protected]. Visit
www.tuelskincare.com.
Next year, the IBS and IECSC will return to
New York City on March 11-13. Reach Nicole
Peck, group marketing director, at 212-895-8291
or [email protected]. Stay up to date at
www.ibsnewyork.com.
MAY 2011 15
America’s Beauty Show dominates Chicagoland
O
classes, the total net square footage utilized
make sense from a business standpoint. ABS is
n March 21, an article titled, “A Bruising
totaled 196,678, earning ABS a spot among the
the incumbent Chicago area show and based
Battle for Beauty Show Dominance,”
Top 10 events at McCormick Place.”
on 2011’s attendance and results reported by
appeared in the Chicago Tribune referring to
Supporting big numbers, on
exhibitors, it supports the
America’s Beauty Show (ABS) and the new
Sunday, the registration area
philosophy, “If it ain’t broke,
International Salon and Spa Expo Midwest
looked like the Southwest Airlines
don’t fix it!”
(ISSE Midwest) that debuted two weeks after
check-in area at LAX. There were
Management of both ABS
the ABS. Now that the two events are history
18 separate registration stations
and ISSE need to explore the
and Beauty Industry Report (BIR) attended
each with two or three people
opportunity to do a show
both, we can report that it certainly wasn’t
working feverishly to register the
later in the year. For CC,
much of a battle, and the first round clearly
eager attendees. In spite of quickly
having two shows would seal
went to ABS. (More about ISSE Midwest on
moving lines, at 2:00 p.m., there
its ownership of the Chicago
page 20.)
was still a line of new arrivals
market. For PBA, it could
The idea of having two major shows in
CC President Frank Gironda waiting to register.
offer a bigger opportunity to
Chicago is received positively by almost
(right) greets Vidal Sassoon.
The three-day show was packed
attract more exhibitors and
everyone BIR has interviewed—it opens the
with special events that added to the
attendees, and isn’t that what it’s all about?
possibility of more business for the industry,
excitement. On the first day was the exclusive
Also, with a large foothold into the
and isn’t that what trade shows are about?
salon industry showing of “Vidal Sassoon, The
marketplace and solid show base, PBA would
Clearly, Chicagoland has a large enough salon
Movie: How One Man Changed The World
be in a better position to again make an offer
base and salon professional population to
to CC and perhaps receive a different response. With a Pair of Scissors.”
support two major shows if scheduled
Following the film screening, CC President
appropriately—one in the first quarter and the
ABS draws more than 60,000 beauty pros for Frank Gironda and CEO Paul Dykstra
second in the latter part of the year. However,
presented Vidal with a special Icon award from
education/buying
no one wants two shows
the members of CC for his innovation of
opportunities
within a month or two of each
hairdressing and his humanitarian efforts. Frank
The ABS post-show
other—let alone two weeks.
noted, “Vidal Sassoon enabled salon
press release boldly
Lydia Sarfati, founder of
professionals to achieve their aspirations and
stated, “ABS confirmed
Repêchage, said, “I don’t think
dreams by changing the way salons do business.
that 375 companies and
it’s a good idea to have two
Our entire industry is grateful for his creative
brands exhibited at the
shows in the same month.
leadership. ”Vidal and the film’s producer,
three-day event at
Holding the second one in the
Michael Gordon, founder of Bumble &
McCormick Place in
fall would be better” Sassoon
bumble, answered audience questions and
Academy’s Wayne Woodruff During the Student Assembly, Aquage’s downtown Chicago. The
Luis Alvarez, Shear Genius’ Brig Van
acknowledged CC’s efforts to bring the
show organizers
said, “Two trade shows within
premiere of “Vidal Sassoon The Movie”
two weeks in the same city is Osten and Modern Salon Media’s Alison
Shipley talk about the versatility of a
to ABS. More than 1,700 beauty
not good.”
cosmetology education.
professionals attended the screening.
The Professional Beauty
CC will gift every ABS 2011 attendee
confirmed 62,857 salon
Association (PBA), the owner of the ISSE,
with a copy of the movie’s DVD prior
professional admissions over
made an offer to Cosmetologists Chicago
to its public release this summer.
three days, plus 15,073 in
(CC), which owns ABS, to merge or buy their
The Runway@ABS featured a line up
exhibitor personnel. Those
show and was turned down. If you are asking
of top performers, including Farouk
numbers reflect a 9% increase
why did PBA then chose to do its own show at
Systems’ Rocky Vitelli and Leonel
in attendance compared with
virtually the same time of the year?—then join
Rodriguez; Mark Hayes & The
final 2010 data. Square footage
the crowd. As to the answer, there are lots of
rumors and speculation, and BIR doesn’t report also increased, with net
Tabatha Coffey, star of Sassoon Creative Team; Toni & Guy
Pure Education featuring Zak Mascolo,
exhibit space sold at 145,750
on that basis alone.
“Tabatha’s Salon
square feet. Additionally, with Takeover,” signed copies of Darian Bishop, Joseph Marzioli and
For BIR, where the rubber meets the road, a
her book, It’s not Really Samatha Finley; John Paul Mitchell
70 educational workshops
trade show must give value to both the
about The Hair, at the
offering continuing education BehindtheChair booth. Systems’ Robert Cromeans, Stephanie
attendees and exhibitors. PBA scheduling its
Kocielski, Angus Mitchell and Takashi
and 102 product knowledge
show in the same period at ABS simply doesn’t
16 MAY 2011
“ABS is the
incumbent
Chicago area
show, and
based on the
2011 attendance
and results
reported by
exhibitors, it
supports the
philosophy, ‘If
it ain’t broke,
don’t fix it.’ ”
Kitamura; Irvine & Louise Rusk; Vivienne
Mackinder, Gina Khan & Jo BlackwellPrestion for Intercoiffure; TIGI’s Anthony
Mascolo; Pivot Point International’s Yolly ten
Koppel; Nick Arrojo for Wella/Arrojo; The
Matrix Directors Show with Brian & Sandra
Smith, Chrystofer Benson, Ammon Carver,
Nicolas French, Patrick Mcivor, Nick Stenson,
Steve Waldman and Daniel Roidian;
American Crew’s Their DeJoode; The Student
Assembly sponsored by the American
Association of Cosmetology Schools and its
Beauty Changes Lives program presenting Ted
Gibson and Yolly ten Koppel; CND and the
It’s clear that the two biggest players in the
INTA Conference presenting Jan Arnold
salon industry (L’Oréal Professional and P&G
headlining the Shellac & Fashion Fusion
Salon Professional), are continuing to put big
program.
bucks behind their brands and are growing their
On Sunday evening, the 11th annual
professional beauty business market share.
BehindTheChair Stylist Choice Awards
PGSP had a large exhibit that combined Wella,
featured top platform artists presenting the
Sebastian, Clairol Professional, Nioxin and
awards, with a number of top salon products
the P&G classroom. L’Oréal Professional
manufacturers as sponsors.
featured Redken, Pureology, L’Oréal
At P&G Salon Professional’s (PGSP)
Professionnel, Matrix and Mizani, all in large
intensive Business Forum, attendees received
pavilions. In addition, L’Oréal’s SalonCentric
insights on client types from top salon owners,
division featured more than 20 of its vendors.
as well as from the beauty editors of Allure,
After the show, BIR checked back with Mark
Clevenger, SalonCentric’s vice president of
Self, Marie Claire and Today’s Chicago
merchandising and partner brand development.
Woman, and leadership lessons from Neil
Mark said, "The 2011 ABS provided a great
Ducoff and Coca-Cola’s Jim Lafferty. On the
venue and opportunity for SalonCentric. We
floor, the company held its first Student Panel
featured many of our brand
and Competition, with
partners! Our strategy, as
Stephen Moody and Nick
with all shows, is to create
Arrojo sharing their career
excitement around our
experience and three
brands, showcase the
promising students receiving
strengths of our brands,
stipends for continuing
offer great savings and
education. The PGSP team
develop stronger
also debuted the Wella
relationships with our salons
Professionals Hair Care and
and stylists. We had several
Styling line. “We were busy
rooms
that we utilized off
in the best way,” said CEO
Brenton Lee presented “The L.E.G.O.
Collection” workshop.
the show floor with our
Reuben Carranza, “meeting
brands that allowed us the opportunity to talk
our salon owner and stylist friends and
and solidify plans for the remainder of the year.
encouraging a whole new generation of
It also provided an opportunity for the brand
professionals to make their mark in this
partners to hear first-hand what’s happening
incredible business. We appreciated the
within the salon community.” In regard to
flexibility of ABS in working with us to webcast
having a second show in the area, Mark noted,
a ‘virtual trade show’ of activities at the P&G
“I believe that the addition of another major
Salon Professional booth and stage.
show in Chicago poses a serious question for
Professionals from
manufacturers and distributors. While ABS
11 countries logged
certainly met our expectations, we are
in to see what we
assessing what the long-term effects of two
were doing! We’re
going to market in a shows will mean to our industry. Our
stakeholders, stylists, salons and brand
way that recognizes
marketers will have to determine if they are
that today’s beauty
best served by one or two shows. Time will
professional has
tell.” Reach Mark at 815-288-8443 or
changed, and when
a show like ABS
www.saloncentric.com.
supports us in our
BIR cruised up and down every aisle, saw a
approach, we have
number of interesting products and talked with
no problems
Irvine and Louise Rusk
exhibitors to get a read on their show
supporting it also.”
created a modern shag.
experience. Patrick Dockry, president and coTo learn more,
founder of Enjoy Professional Hair Care,
reach Reuben at 800-829-4422, ext. 4727, or
stated, “The show was a tremendous success
[email protected].
ABS continued on page 18
MAY 2011 17
ABS continued from page 17
with a larger than expected turnout. During the
show, we demonstrated the new Enjoy Keratin
Smoothing Treatment, which was the Enjoy
top seller of the show. The real estate for our
booth had good visibility to show-goers and
the results prove that Chicago is a great venue
for the Midwest show. Participation in a
September show could be possible, pending
our other commitments.” Reach Patrick at
www.enjoyhaircare.com.
At the large new FHI Heat exhibit, David
and Joe Kim and Bryan Batstone, the
company’s top executives, were on hand to
debut KORE, a line of premium professional
tools. The technological and design innovations
that prove that KORE is “where science
supports artistry” include anodized aluminum
plates, a Carpal Relief System (in the Marcel
Curling Iron), a silicone suspension system to
drive the Styling Iron plates and nano fuzeion
technology, which ensures optimum condition
and shine. David stated, “KORE is built to meet
the demands of professional stylists who know
that they need the most reliable, bestperforming tools available in order to do their
best work.” The KORE Styling Irons and Curling
Irons launched at ABS, while the shears
collection, as well as the KORE stylist
education program, will launch in June, with the
blow dryer and marcel irons launching later in
the year. FHI Heat also featured non-stop
education, including Rush London, one of the
top education teams and salon groups from
Great Britain, showing their signature flowing
geometric cuts and styles; Phillip Wilson
continuously demonstrating his FreeForm
Cutting method; and Team Heat showing
gorgeous updos, braids and all varieties of
dressed hair styles, created with their favorite
FHI Heat tools. Reach David Genes, vice
president of sales, at 216-456-0349 or
www.fhiheat.com.
Daniel Gogna, president and founder of
Just Been Funked, logged in lots of air miles
traveling from Australia, where his company is
headquartered to exhibit at ABS. Daniel shared
that his company is a prime manufacturer of its
appliance line, which is made in a plant in
Korea that he owns. At the show, Just Been
Funked introduced the JBF 230ion+ styler.
18 MAY 2011
“Feathers in
hair styles are
taking flight
across the
country with
television and
music stars
sporting the
trend
everywhere
you look. The
trend is just
ramping up, so
stylists need to
be ready.”
According to Daniel, using the new iron, the
clients’ hair style lasts twice as long as hair
straightened with an ordinary flat iron due to
the heat technology that uses a super-charged
heating system that infuses ions into the hair,
temporarily changing the hair’s physical bond.
Another feature is the fast start up from the
irons’ ceramic heaters that reach a maximum
temperature in just 15 seconds. The floating
tourmaline-ceramic plates maintain a constant
temperature that can be set from 302°F to
446°F and will maintain a constant heat
between sections. Reach Daniel at
[email protected], or learn more at
www.justbeenfunked.com.au.
Bling Strands introduced its line of Fancy
Feathers. Said Joanne Richardson, co-founder,
“Feathers in hair styles are taking flight across
the country with television and music stars
sporting this trend everywhere you look. To
better give stylists the opportunity to become
educated in how to choose their feathers,
install them and what to charge, Bling Strands
did demonstrations, helped stylists choose
feathers from open stock and educated them
on how to help their customers care for their
feathers. This is not a fad we will see going
away quickly. The trend is just getting ramped
up, so stylists need to be ready.” (6 feathers per
package/salon price $25.00/recommended
charge $10.00 to attach to clients’ hair). Reach
Joanne at 801-791-4399 or
www.blingstrands.com.
Supporting Joanne’s statement, at each show
BIR has covered this year, our team has seen
more and more stylists flocking to get feather
extensions in their hair, and we’re hearing that
this trend has already flown from the big cities
into the smallest towns, thanks to the
maximum media exposure of celebrities like
“American Idol’s” Steven Tyler and others
who are rocking the look. Salons need to jump
on this easy add-on service now, and beauty
supply stores can opt for temporary clip in
versions, like Clip-n-Feathers from Hair
Accessories by Mia/Tonytail (SRP $10.00
each) in an assortment of fashionable colors.
On the video screens at the TIGI pavilion,
all the runway and other footage of TIGI
platform stylists was presented in 3D. The area
was jammed with salon professionals wearing
the 3D glasses, which they received when they
entered the booth.
Zerran International launched RealLisse,
its new 100% vegan semi-permanent hair
smoothing system, to the Midwest. The 25year-old manufacturer has developed a
patent-protected product formulated without
keratin or other animal products. It contains no
formaldehyde, aldehydes, thioglycolates,
sodium hydroxide, guanidine hydroxide,
methylene glycol, formol, formalin, ethers or
any other substance that produces
formaldehyde gas upon heating with a flat iron.
RealLisse is available in a stylist trial kit that has
all that is needed to service one head of hair
(list $40.00). The standard kit that can service
four heads is available for distributors to supply
their salon accounts (list $445.00). In addition,
there is a back-bar kit (list $160.00). Reach
Grant Samples, director of distribution and
operations, at 818-897-5494 or
www.zerranhaircare.com.
At Quality Beauty Supply, Bill Strauss
introduced Splish Splash, a one-step
disinfectant system, and introduced BIR to its
president, Robert Brust. Robert explained that
having one product that can clean an entire
salon, including hard surfaces, pedicure spas,
tools and even plastic instruments, is the
economical way to meet all of a salon’s
disinfectant needs. Robert added, “Our new
one-step disinfectant is EPA approved and
licensed in all 50 states.” (1 gallon concentrate
delivers 128 gallons/list $29.95). Reach Robert
or his brother John at 847-438-0800 or
www.splishsplashcleaners.com.
One of the busiest booths was Inglam, the
company that has the exclusive license to
market Ed Hardy salon tools. CEO Roger
Dahle; Jennifer Wilson, director of marketing;
and Mike Tokarz, consultant, were offering the
entire 2011 collection, “Love Kills Slowly,” of flat
and curling irons, hair dryers and clippers.
Reach Roger at 435-755-3400 or
[email protected] or visit www.inglam.com to
learn more.
Fernando Romero, president of Bio Ionic,
told BIR, “ABS proved more exciting and
successful than anyone at Bio Ionic or
SalonCentric even imagined! Partnering with
the SalonCentric team proved invaluable, as we
launched the new StyleWinder Rotating
Styling Iron. Our patent-pending design
features the spring plate that revolves around
the barrel with a spin of the thumb, catching
hair underneath it…it curls in half the time. We
have not seen such a runaway hit since we
introduced the OnePass Iron with Silicone
Speed Strips two years ago.” (3 sizes: ¾ inch; 1
inch; 1¼ inch/list $69.00). Almost equal to the
StyleWinder excitement was the highlighting of
Bio Ionic’s KeraSmooth, a 45-minute, single
step, non-formaldehyde smoothing service.
Fernando noted “Having frizz-free, smooth hair
in less than an hour proved to be a real winner
with the audience.” Reach Fernando at
www.bioionic.com.
Troy Maier showed his Mad About Color, a
range of color refreshing blow dry creams that
are available in three shades: auburn, brunette
and platinum. Troy noted, “The brand was
developed for stylists to effortlessly
recommend a color boost to their clients
between color applications as all clients lose
tone prior to their next salon visit, typically
eight weeks. We also recommend a new salon
service called the Color Refresh Blowout.”
Reach Troy at 888-789-2001 or
www.madaboutcolorhair.com.
With both OPI and Essie selling their
businesses to large companies that market to
the retail marketplace, the timing might be right
for another new nail polish line for the
professional beauty market. At the show,
Cheeky Monkey Cosmetics, a new line from
Canada, debuted. With ingredients sourced
from around the globe, this line offers 43
lacquers. The self-leveling base makes
application easy. Containing no DBP, toluene or
formaldehyde, all products are non-toxic and
rank a 1 on the skin-deep cosmetics safety
database (a 1-10 scale with 1 being the lowest
hazard score). This professional line leverages
clever brand design and packaging to up the
fun quotient and appeal. An introductory
special offered at ABS featured a 36-polish mini
rack stocked with 10 colors, base and top coat
for 23% off regular manufacturer pricing (.05
ounces/SRP $15.00). To learn more, reach
Andrea Pahn, creative director, at 905-299-1917
www.cheekymonkeycosmetics.com.
Robert Reed was exhibiting Ergo with his
newest distributor and had this to say, “ABS
delivered its historically educationally focused
audience. Ergo was proud to partner with
Darren Stork of Salon Memo, a second
generation distributor who is building his
business through experiential education. With
the introduction of Ergo’s salon exclusive
collection of styling tools, stylists and salon
owners were very excited to experience our
ionic ceramic brushes, which have been selling
through at finer salons. We sold out of this
collection the first day and because these are
not offered online or in beauty supply stores,
we are receiving calls from salons that want to
use and offer this collection. One salon
conversion was for 700 stylists, so ABS was a
great show for us!” Reach Robert at
www.askergo.com.
Lydia Sarfati, CEO and founder of
Repêchage, and Todd Beckman, CEO of
FaceLuXe, showcased the FaceLuXe Facial Bar
concept. "As a business owner in the beauty
world, I always strive to create systems that are
successful for both the owners and clients. The
LuXe system provides the luxury that our
clients deserve at an affordable rate; all while
building a profitable return for us,” Todd said.
The FaceLuXe franchise concept brings
affordable and convenient skin care treatments
to the next generation consumer and is set to
launch at more than 400 locations throughout
the United States. “FaceLuXe will change the
way people view skin care nationwide,” Lydia
added. This franchise program has already
gained footing in its Missouri and Virginia
locations, with franchises purchased and set to
open in Illinois, Michigan, Texas, Kansas,
Maryland, Tennessee, South Carolina and
Georgia in the upcoming months. The
collaboration between these two executives
comes with the incorporation of Repêchage as
the exclusive skin care brand featured in the
treatment areas and on the product shelves of
the chain. Reach Shiri Sarfati, Sarkli-Repêchage
vice president, at 201-549-4200, ext. 244, or
www.repechage.com. For information about
FaceLuXe, visit www.faceluxe.com.
ABS continues next year with the show
scheduled for March 3-5 at McCormick Place in
Chicago. Contact Paul Dykstra, CEO,
Cosmetologists Chicago/ABS, at 312-673-5853
and [email protected]. Stay
up to date all year long at
www.americasbeautyshow.com and
www.facebook.com/AmericasBeautyShow.
MAY 2011 19
ISSE Midwest debuts; Legend/Icon honored
T
recovery, 30 heat settings that go up to 400°F
Financial guru Suze Orman highlighted the
he salon industry is about what’s new, and
and an 8-foot swivel power cord
educational schedule. She was as
the Midwest version of the International
(ONOMH100S-1 inch; ONOMH125S-1¼
straightforward, charming, funny and insightful
Salon and Spa Expo (ISSE) is as new as you
inch/list $34.99). The Argan Ceramic
as when you see her on TV. For salon
can get. The inaugural event on March 26-28
Straightening Iron is
professionals, Suze
hosted a reported 12,500 attendees at the
available in 1-inch or
stressed the
familiar Donald E. Stevenson Convention
1¼-inch widths with
importance of valuing
Center in Rosemont, IL, home for many years
ceramic plates infused
yourself and your
to the Chicago Midwest Beauty Show aka
with argan oil, instant
business, reporting all
America's Beauty Show (ABS).
heat and 30 heat
income because it
In total, 138 exhibitors filled 14 rows. With
settings that go up to
affects your Social
8,000 square feet, Conair Corp. was the
400°F (list $59.99).
Security payouts later
dominant exhibitor with BaByliss Pro, Forfex,
Reach Gary at 800in life and raising
Satin Smooth and Rusk. Also on the floor
726-6247 or
prices.
were CND, Keratin Complex, Enzo Milano,
Financial guru, Suze Orman, was the keynote
In addition,
Global Keratin, Light Elegant Nail Products,
speaker and signed copies of her new best-seller.
[email protected]. Visit www.conair.com.
attendees could choose from more than 70
Cinderella/Golden Supreme, Pibbs/Turbo
Nubar has quietly grown its nail care
classes. The International Fashion Theater
Power, White Sands, Amika and OPI. The
business by providing fashion forward nail
emceed by celebrity stylist Damien Carney
Esthetics America & Wellness section had
polish collections, building a complete line of
featured Mike Karg and Jo Blackwell of the
eight exhibitors. Beauty Systems Group chose
professional nail care products and focusing on
Karg+Blackwell Academy; Martin Parsons;
not to have a show floor presence, but did
building its international presence. Now,
Rene Antonio; the Rusk Styling Team; Fi Hair
have a VIP room for its customers.
Gear presenting “The Square” cutting technique Noubar Abrahamian, owner, is aggressively
The Legends and Icons Charity Gala
promoting his line in the U.S. market and has an
and J’s Hair Studio &Academy presenting
honored hair stylist, salon owner and educator,
aggressive trade show strategy. He told BIR,
Team Japan.
Yosh Toya (Legend),
“The ISSE Midwest met our expectations;
The following is a small
and salon owner,
although, participation might have been better
snapshot of the show floor.
colorist, educator
if the show was not scheduled so close to
Gary Allen, Northeast
and product
ABS.” Nubar featured its soak-off gel, Gelicure;
regional sales manager for
consultant, Beth
nail lacquer; natural nail treatments and nail
Conair, shared that the new
Minardi (Icon). "I am
extension products. “We received numerous
One n Only Argan Heat,
so honored and
visitors from Michigan, Ohio, Pennsylvania,
appliances infused with argan
humbled by the
Iowa, Minnesota and Illinois,” he added. Reach
oil, is selling well. He said, “For
PBA's generous
Noubar at 818-241-0519, ext. 103, or
the first time, a line of styling
acknowledgment of
[email protected]. Visit www.bynubar.com.
tools is infused with a natural
my life's work in hair
Another busy nail booth was Bill Crowley’s
color,” said Beth.
ISSE Midwest hosted the 2011 Legends & oil from Morocco that protects
Icons Charity Gala. (from left) Mark
Real Gold product line. Bill shared that
and nourishes the hair when
“The evening was
Goodman, PBA Salon/Spa Leadership
RealGold, Inc. continues a family tradition of
used with any of the three
magical..and sharing
Council chair; Beth Minardi, Legend
producing a range of precious metal products
products in the range. In
honors with the
honoree; Yosh Toya, Icon honoree;
for
a wide variety of industries worldwide since
addition,
it
provides
instant
brilliant Yosh Toya
Bruce Selan, chair of PBA; and Steve
1929.
All of its nail products are "3-free" and
shine
and
smoothness,
was truly a dream. I
Sleeper, PBA executive director.
manufactured by the company in the United
conditions and has anti-frizz
will endeavor to
States. At his booth, a manicurist demonstrated
deserve this honor by continuing to elevate hair qualities.” The Argan Ceramic Dryer features a
the 22-karat gold, 12-karat white gold and pure
ceramic grille infused with argan oil, an 1875color to an art form and to improve the world
silver glitter nail topcoats and lacquers. The
watt AC motor, ionic generator, 6 heat/speed
of professional color.” The event raised
quick-drying, long-lasting gold and silver
settings, cool shot button and 8-foot power
awareness and funding for the NCA CARES
topcoats add brilliance and sparkle over any
cord (#ONOMH6705/list $49.99). The Argan
Fund, which serves as an umbrella fundraising
nail polish color (1/2 ounce bottles/SRP $12.00
Ceramic Curling Iron is available in 1-inch or
effort that supports Look Good...Feel Better,
range). The company also introduced loose
1¼-inch widths and features a ceramic barrel
Cut It Out/Salons Against Domestic Abuse
genuine gold glitter for combining with acrylic
infused with argan oil, fast heat-up and
and the NCA Disaster Relief Fund.
20 MAY 2011
powders and soak-off gels. For the nail artist,
the firm presented both 22-karat gold and pure
silver Nail Art Stripers (1/4 ounce bottles/SRP
$14.95). The 22-karat gold loose glitter comes in
2- and 5-gram jars for easy combining with
acrylics and gels. Bill told BIR, “It was a learning
experience, as this was our first beauty salon
show with our new genuine gold and pure
silver glitter nail top coats and nail lacquers. In
a nutshell, almost everyone who had a nail
done bought product! I've done shows around
the world for 35 years and have never had such
a positive response, particularly since most
attendees didn't know us or our products. We
sold out, and for us, the ISSE Midwest was a
great show! The show was well organized and
the location was excellent...however, two
shows in the Chicago area back to back doesn't
make much sense to me...it has to hurt both
shows.” Reach Bill, vice president of sales, at
Visit www.realgoldinc.com.
Brothers Mark and John Wright, owners of
Via San Francisco, show their Sensei and fullservice brand Via at many trade shows. Here,
they introduced a new texture shear. Mark
stated, “Our Seamless No Line Finishing
Shears leave no line in the hair, allowing for a
seamless blend. They comb-out with the
blades closed in any direction without dragging
on the cuticle” (available in the 6-inch Slip or
Love texture blades/list $239.95). The Slide
Seamless Finishing Shear includes all of the
above features and a ball bearing tension
system (list $399.95). Mark added, “We had a
great show, largely because a number of our
regular customers found us at ISSE, having
missed us at ABS. But, I don't think they will
come back here, because they commented on
how small the show was. The show should be
moved to the fall or eliminated. I doubt if they
could even draw the same meager crowd next
year. A September show in Rosemont would be
a home run, and hopefully PBA could get
support of the major wet lines. ABS should be
allowed to thrive in the spring. PBA has no
place, as a representative of us, to be messing
with that show by staging ISSE in competition.
PBA forced ABS to be more inviting, and I don't
think ABS would easily go back to high freight
and union charges without an exhibitor revolt.”
Reach Mark at 800-736-7341 or [email protected].
“Attendance
was good, the
show floor was
workable and
show
management
made it easy
and cost
effective...”
Visit www.viasf.com or www.senseishears.com.
Robert Burst, president of Splish Splash
Cleaners Inc., introduced his new line of
disinfectants at ABS, supporting his distributor,
Quality Beauty Supply. At ISSE, Quality
Beauty was again exhibiting and Robert told
BIR, “These two Chicago events were our first
shows for our one-step disinfectant. At ISSE,
we had a great experience, but the two shows
were too close together.” Reach Robert at 847438-0800 or [email protected].
Visit www.splishsplashcleaners.com.
Jim McConnell, president of Light Elegance
Nails, said, “The show was successful for us—I
could actually talk with our customers rather
than scream with them to carry on a
conversation. The attendees were not our
regular Chicago customers, so we made some
new and wonderful connections. Our biggest
sellers were our Glitter Gels, Pedi-Cure Kits,
Pro Kits and our new P2 gel polish line. P2
applies like a polish and wears like a gel. We
are also gaining recognition for our line of UV
gels that have glitter incorporated into the mix.
What makes Light Elegance Glitter Gels unique
is they do not separate, so they do not require
mixing. The Glitter Gels are great for ‘Rock Star
Toes.’ We are planning on exhibiting at the ISSE
Midwest next year because we support our
industry, and the PBA does a good job
supporting the industry we love.” Reach Jim at
www.lightelegance.com.
“The momentum from the first of what will
be many ISSE Midwest shows is exciting, and
PBA is committed to providing an even better
event in 2012,” stated Steve Sleeper, executive
director of the PBA and NCA. “PBA truly
appreciates the manufacturers, distributors,
salon/spa owners and licensed professionals
who believed in the vision of ISSE Midwest and
helped bring it to life.”
Bruce Selan, vice president of Zotos
International’s Core Brands and chair of the
PBA, added, “For a first year show scheduled
shortly after another large show in the Chicago
area, my expectations were not huge. But I felt
it was important to support the industry. My
overall experience was much better than
anticipated. Attendance was good, the show
floor was very workable and show
management made it easy to be there and
more cost effective than I originally thought it
would be. The show worked because exhibitors
and attendees were happy to be there, and the
city of Rosemont catered to us to show how
happy they were that a professional beauty
show was back. The hosted exhibitor lounge
was a treat, and the complimentary coffee, gift
bags, etc. given to attendees made them feel
welcome.” Bruce added, “Knowing that ISSE
(Long Beach and Midwest) profits go back into
the industry gives me a fantastic reason to
participate.” Reach Bruce at 847-390-6299 or
[email protected]. Visit www.zotosintl.com.
As with any show, there are always diverse
experiences. However, most exhibitors and
attendees had a positive experience at ISSE
Midwest. What will exhibitors, show attendees
and show management groups do in the future
concerning the two shows? Only time will tell.
One fact you can count on is that BIR will
be at next year’s ISSE Midwest, which is
scheduled for April 15–16. To learn more, visit
www.probeauty.org/issemw. And stay tuned to
BIR for continuous updates on the “Bruising
Battle for Beauty Show Dominance.”
MAY 2011 21
News continued from page 4
Ron Wyse, partner, with brother, Allen, in
Seattle-based Ed Wyse & Company, tells
BIR, “Ed Wyse & Company has had an
exciting 2011. We have parted ways with TIGI
and are now rocking the Northwest with
Toni and Sacha Mascolo's label.m line. It is
such a breath of fresh air to be working with
Toni and the London-based Toni&Guy
organization. We launched a couple of new
hair care lines with great success—Dean
Christal’s Liqwd and Evo from Hair Care
Australia—and a new mineral green makeup
line. With this and our association with
L’anza, IT&LY Hairfashion, Alterna, USPA
and others, 2011 is off to a strong start. Our
third generation has joined the business.
Maureen Wyse, an NYU top-of-her-class
graduate, has infused a young culture, plus
her marketing and education skills, into our
organization. She will be a great leader when
the time comes for us to retire.” Reach Ron
at 800-322-9973 or [email protected]. Visit
www.edwyse.com.
Professional Beauty Supply’s marketing
director, David Erickson, updates BIR on the
Baltimore-based distributor owned by Vince
Rose Sr. “Mike Lucas recently joined our
organization as sales manager. He brings 25
years of experience in professional beauty,
working with Pro Cap Beauty Supply and
Progressive Beauty Supply. He will be
instrumental in the increased focus and
growth of our sales force.” Professional
Beauty Supply is continuing its growth with
Schwarzkopf, using a series of educational
forums titled ‘Schwarzkopf In The Round’ —
a three-hour presentation and demo event
focused on attracting new users. With new
products like Igora Color 10, it’s no wonder
these events have been very successful.”
According to David, education gets lots of
attention at Professional Beauty Supply. “We
are looking forward to an education-filled
22 MAY 2011
year with regional shows featuring Wayne
Grund for Surface, Soren Loffler for
Davines and Kerri Hoff for Onesta. In
addition, Professional Beauty Supply’s
Candice Rossi conducts business seminars
as part of the company’s continued goal to
help salons through a difficult time
economically by guiding them to business
practices that will help them sustain and
develop—a task that we all strive for every
day.” Professional Beauty Supply, like many
distributors of keratin straightening products,
has been challenged with the adverse
publicity the category has received. David
says, “As a Brazilian Blowout distributor, we
lived through the media flurry over ‘the
truth behind formaldehyde products.’ With
the launch of the Zero product, we have a
product to position with clients who were
uncomfortable with the original, but still see
the service as a huge added benefit to their
business. Our Brazilian Blowout Roadshows
continue to attract 200 to 600 people and
are scheduled throughout our region all year.
Our primary goal is to provide the salon
with an ally to depend on. As a small local
distributor, we pride ourselves in offering
high quality products and services. We are
blessed to be in a region that has not been
smitten by the unemployment situation as
much as others, and luckily we skirted the
fringes of the great 2011 winter storms. It’s
been a tough year for salons and
distributors, but we continue to provide a
value to our customers—and isn’t that what
it’s all about?” Reach David at 410-391-4800,
ext. 170, or [email protected]. Visit
www.pbs-beautysupply.com.
The Kirschner Group, Inc. adds three
members to its international sales team.
Linda Hu and Samantha Vong join Rob
Robertson at Star Brands Asia. Star Brands
Asia and The Kirschner Group are
strategically aligned to service China and the
Pacific Rim. Edward Valentine joins The
Kirschner Group in a strategic alliance to
service Japan. Linda Hu has extensive
marketing and sales experience in diverse
beauty channels. She has spent more than 10
years in the beauty industry, managing both
prestige and salon brands. Linda is a native
of Shanghai and is fluent in English and
Mandarin. Her title and role is strategic
partner, China. Samantha is a results-driven,
senior executive with deep experience in the
Asia-Pacific region. She spent 16 years with
Groupe L’Oréal managing sales, marketing,
education and finance teams. A native of
Malaysia, Samantha speaks fluent English,
Cantonese, Mandarin and Bahasa. Her title
and role is strategic partner south and east
Asia. Edward, president and founder of Asia
Resources, and has joined The Kirschner
Group in a strategic alliance to service Japan.
Asia Resources was established in 1986 with
offices in Tokyo and Los Angeles. Key
account services are strategic partnering,
tactical analysis, new market development
and relationship management. Reach Harlan
Kirschner, president, at 800-527-8645 or
www.kirschnergroup.com.
After departing Beauty Launchpad in midsummer, former executive editor Jeryl E.
Spear has been busy creating a new
magazine for the Russian publishing group,
Hair's How. "I really felt the need to bring
the focus of our industry back to where it
belongs: on hairdressers and the
manufacturers that make so much of their
work possible," she says. "There's way too
much celebrity worshipping going on and
too little content in trade publications these
days." Jeryl also notes that she's treating
artists with great respect. "We don't use their
collections, which they've done at great
expense, sweat equity and love, as fodder
for daily emails. And, all collections are
spreads with full-bleed pages." A former
stylist and salon owner, Jeryl knows exactly
what she's talking about, and the magazine
tagline, "We romp with hairdressers," says it
all. "We've already received amazing support
from advertisers, including Matrix, Helen of
Troy and a host of other players in our
industry. We're working on our third bimonthly issue, and we're already topping 120
pages! We send out print copies to 72,000
mid- to high-end salons and 3,000 copies to
beauty schools. We also have a digital
edition. Our website, www.hot.hairshow.us,
enjoys 350,000 unique visitors a year and 51
million hits, numbers that we're able to
achieve by dovetailing into the existing
hairshow.us website, which has been in
existence since 1997.” You can receive a free
subscription by contacting Jeryl
([email protected]) or Pierre Cuevas,
([email protected]), publisher. Tell them
BIR sent you! Reach Jeryl at 505-466-3650.
Visit www.hairshow.us.
Join the professional beauty industry on
Capitol Hill in Washington, DC, on
Wednesday, May 25, from 5:00 to 8:00 pm,
along with other industry members, to
support Welcome to Our World, the
Professional Beauty Federation’s annual
networking event. With complimentary
haircuts, mini-manicures and neck-andshoulder massages, guests that include
members of Congress get to personally
experience the skills and services of the
country's professional beauty industry, while
learning more about important issues. The
success of Welcome to Our World has
always been possible because of the
generosity of salon industry professionals
such as salon owners, licensed professionals,
distributors and manufacturers, who are all
invited to participate in this annual event. To
volunteer, contact Myra Irizarry at
[email protected].
Visit www.probeautyfederation.org.
The 9th annual Cosmoprof North America
(CPNA) will take place at the Mandalay Bay
Convention Center in Las Vegas on July
31–August 2. The show will feature more
than 700 exhibitors, spanning the spectrum
of the beauty industry. Exhibitors and
attendees will come together to see the
newest products, learn about the hottest
trends, make the best deals and form new
partnerships. In addition to networking
events and meetings, CPNA offers
educational conferences. The event
continues to broaden its reach and will
unveil a new initiative in conjunction with
the Fashion Institute of Technology—the
CPNA Trend Scout program. Students will
help “scout out” the newest finds and
broadcast them to the industry through
social media tools. Also, the 5th annual
Discover Beauty program, an exclusive
initiative of CPN, matches leading retailers
with emerging beauty and skin care brands.
Companies must be selected to participate
in Discover Beauty, the only program of its
caliber in the United States, ensuring an
exclusive array of unique, cutting-edge
brands. For these brands, show organizers
arrange pre-scheduled sales meetings and
events with key retailers. CPNA announced
the initial Discover Beauty line-up of
companies for 2011, which includes Dr.
Kitzinger Skin Care, Gorgeous Cosmetics,
Nougat London, Rain Cosmetics and
Snowberry. The 2011 Discover Beauty
Affiliates are Barista Bath & Body, Kyoku
for Men and TouchBack by ColorMark.
These specific brands have limited
distribution and are working toward
increasing their overall exposure. Participants
are provided with high-profile visibility on
the show floor and pre-arranged meetings.
For more information, contact Daniela
Ciocan, CPNA’s director of marketing, at
[email protected] or
212-229-1950 and visit
www.cosmoprofnorthamerica.com.
The fifth annual Hickey Poker Showdown
returns to the Mandalay Bay August 1 during
the Cosmoprof North America weekend.
Emmett Hickey has created a night of
cocktails, dinner and a poker tournament to
raise money for Cut It Out/Salons Against
Domestic Violence and to have a great
time. Says Emmett, “We provide a gourmet
meal, open bar with premium brands,
professional card dealers and a Texas
Hold’em tournament. If you want to try your
hand at the tournament, you make a
donation of $500.00 to Cut It Out. There
will be cash prizes in addition to a bracelet
for the winner. If you want to just come
observe, enjoy the food and beverages and
watch the tournament with friends, the
donation is $40.00 to Cut it Out.” Reach
Emmett at 800-433-5303, ext. 12, or
[email protected].
Every year, Spilo Worldwide offers its
customers a selection of pink products from
July through December, and a portion of the
proceeds goes to Expedition Inspiration in
support of breast cancer research and to
support the health and well-being of breast
cancer survivors. Marc Spilo, president of
Spilo Worldwide, says, “This is such an
important cause. We are very pleased to
support this terrific organization and are
proud to be a part of an industry that so
vigorously supports breast cancer research.”
Reach Marc at 800-347-7456 or
[email protected]. Visit www.spilo.com.
In BIR’s April issue, we published the wrong
website for Vernico. The correct website is
www.oligoprofessionnel.com. Contact Ilan
Cohen, vice president, at 877-837-6426,
ext. 116, or [email protected].
MAY 2011 23
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The Beauty Industry Report A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ
Cory Couts, CEO/president of
KPSS, Inc., has tapped the talents
of John Moroney as vice
president of education. With a
professional beauty career
spanning 25 years, including turns
as a stylist, platform artist, salon
owner and educator, John has
worked tirelessly to uplift hair
stylists and salons. He has worked
in all aspects of education,
marketing, sales, creative
direction and public relations for
key industry brands, such as
Aveda, Sebastian and Wella.
"The combination of world-class
brands, leadership with real-life
salon experience and the ability
to be agile and responsive to
salons' needs is exactly what
makes this company where I want
to be at this stage in my career.
When I heard Cory’s vision for
the company, I knew I wanted to
take this journey,” says John. Cory
adds, “When I took on the role to
lead this company, I promised
myself and my team that we
would assemble the best and the
brightest to help make the
dreams of salons, stylists and our
organization a reality. John clearly
fits that bill. He is professional
salon education personified.”
Reach John at
[email protected].
At Procter & Gamble, Robert
Jongstra, (55), president—Global
Salon Professional, will retire
effective January 1, after more
than 29 years of service. He will
step down as division president
on May 1, 2011, but will continue
to serve as president–brand
franchise capability to ensure a
smooth transition. Adil
Mehboob-Khan (47), currently
vice president—Female Beauty,
Western Europe, has been
elected president—Global Salon
Professional, succeeding Robert
effective May 1.
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