Swimming the sea of social media

Transcription

JUNE 2010
volume 13 issue 6
Swimming the sea of
social media
By Steve Gomez
A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ
2
Lafayette Jones’ Multicultural Report
5
IZUNAMI teams with Nick Arrojo
6
Nordic HairContrast enhances hair
8
Doing business with American Dawn
10
Day Spa Expo offers education/awards 11
America’s Beauty Show report
12
Students win at Empire’s Future Pro Expo 15
Cosmoprof erupts with new products 16
SalonCentric acquires CB Sullivan
24
Watch list: GigaBeauty
VISIT US ONLINE
www.bironline.com
& check out BIR’s 2010 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
S
ix months down and
six to go in 2010, and
the professional
beauty marketplace
continues to rebound
slowly but steadily.
Beauty Industry Report had a busy spring,
reporting from America’s Beauty Show,
Cosmoprof Bologna, Empire Education
Group’s Future Professionals Expo and the
International SalonSpa Business Network’s
Annual Conference (which is covered in the
July issue)—all hot events doing big business.
Also, in exclusive BIR feature interviews,
Mike Kim, president of IZUNAMI, talks about
expanding his professional styling tools line.
The exclusive importer and distributor of
Nordic HairContrast tells you why he doesn’t
want you calling his products “hair
extensions.” Finally, Ron Kothari provides an
update on American Dawn, one of the largest
suppliers of salon towels.
Regards,
I
f you build it, they will come!” A phrase
that we all know and love from the movie,
Field of Dreams, has stuck throughout the
years and has often been used as a business
building analogy. However, with so much
competition today, it just isn’t true anymore.
You have to build it and then tell everyone
that you have built it!
Building your business in the salon
industry has been based on cultivating
meaningful relationships, supporting salon
and spa owners to build a brand identity that
is closely aligned with your brand message.
While it is important to continue to build
direct, face-to-face relationships, the growing
wave of social media gives your business
another way to support your customers to
build their brand and yours more efficiently
than ever before. The statistics:
• It took Facebook 9 months to reach 100
million users; 45% of them are women ages
of 26-44. In fact, if Facebook were a nation, it
would be the fourth largest!
• YouTube is the second largest search
engine.
• 80% of employers use LinkedIn to find
their next employee.
• By the end of 2010, Gen Y will
outnumber baby boomers, and 96% have
joined a social network
According to Michael A. Stelzner’s “Social
Media Marketing Industry Report of 2009,”
the top five most commonly-used social
networks are Twitter 86%, Blogs 79%,
LinkedIn 78%, Facebook 77% and YouTube
41%. Take into account that 78% of
consumers trust peer recommendations over
traditional advertising, and it becomes clear
that as a business, your ability to utilize social
networking strategically and successfully will
drive your brand to greater heights.
Social media....cont. on p. 2
The Beauty Industry Report Visit www.bironline.com
Social media...cont. from p. 1
Many salons, distributors and
manufacturers are already riding the wave
brilliantly. For those of you who are and those
who know you can take it to another level,
here are some great tips to keep in mind:
Be a resource. Connect your network with
great information and education that will
support its members to grow their businesses
and sometimes, pepper in current specials
and product information. If your consumers
just see specials and deals, you could come
across as one dimensional. Use your social
networking platform to showcase your own
resources, as well as resources outside of
your company. For example, I often connect
to Harvard Business Review on Twitter, and on
a daily basis, I send great blogs and
information out to my network.
Maintain brand consistency. Your messages
and posts should be directly related to your
organization’s vision, mission and values.
Create social networking policies and
procedures. Be clear with your team about
how the message is to be conveyed, and what
they can and cannot do.
Involve community. Guest artists, loyal
customers, employees and industry experts
are great resources that can provide blogs,
articles, videos, etc.
Be diligent and consistent. Post messages
daily, biweekly or weekly, and follow through.
This will build a loyal following!
_____________________________
Steve Gomez is a senior business coach and
trainer with Milady. Follow Milady on Twitter,
Facebook and YouTube, visit
www.milady.cengage.com and reach Steve at
714-970-2479 or
[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 JUNE 2010
A new enterprise to open the exploding
Chinese market is GigaBeauty, an American
corporation that’s a consortium for American
beauty manufacturers joined in solidarity to
share a market that’s predicted to become the
biggest in the world. Underlying premise: An
army can win wars that single warriors cannot.
GigaBeauty consolidation minimizes
frustrations, risks, delays, expenses and
manpower needed for this difficult market.
GigaBeauty offers a comprehensive door-todoor master plan. All functions are
micromanaged using a proprietary digital
operating system that controls all phases of
export, including sales. GigaBeauty will
showcase and sell products. The program is
modular, and members choose services on a
pay-as-you-go basis. The benefits of solidarity
are numerous. GigaBeauty will outsource with
top American and Chinese agencies, so that
the best resources, talent and capabilities,
including legal, financial, marketing,
e-commerce, governmental, sales, advertising,
public relations, human resources, logistics and
more, are available. Highlights include an
Academy of Beauty: an all-year showcase
visited by Chinese distributors; 24/7 online
trade expo; a digital operating system that’s a
comprehensive, seamless program from doorto-door; multi-lingual personnel for a full- and
part-time staffing pool; counterfeiting
safeguard; an optimized path to get product
certified and registered through the Ministry
of Health and the ability to have legal disputes
inside China settled in American courts. This
program is soliciting manufacturers who are
willing to pledge support for a basic program.
Manufacturers’ input is needed to mold this
program, which can change the rules of
commerce. Boost American jobs, your
company’s fortunes and combat what former
U.S. Treasury Secretary Lawrence Summers
referred to as “the balance of financial terror”
in describing the U.S. trade deficits with China.
Reach Yuki at 310-217-4134 or
[email protected]. Visit
www.gigabeauty.com.
Fueled by continued improvements in service
and retail sales, along with higher customer
traffic levels, The Professional Beauty
Association (PBA)’s Salon/Spa Performance
Index (SSPI) hit a record high in the first
quarter of 2010. The SSPI, a quarterly
composite index that tracks the health of, and
outlook for, the U.S. salon/spa industry, stood
at 103.1 in the first quarter, up 0.5% from its
fourth quarter level. “Across-the-board
improvements were reported in the first
quarter, including an increase in service and
retail sales, key barometers for the industry,”
said Steve Sleeper, PBA’s executive director.
“The salon/spa industry continues to remain
resilient, and members and non-members alike
remain highly optimistic for future growth.”
The results of the Expectations Index, which
measures salon/spa owners’ six-month
outlook and comprises part of the SSPI, are
particularly encouraging. Four out of five
salon/spa owners expect to have higher
service sales and retail sales in the months
ahead. Optimism has prompted owners’ plans
to hire more staff and increase capital
expenditures. The SSPI is based on the
responses to PBA’s Salon/Spa Industry Tracking
Survey. The full SSPI report and the Salon/Spa
Tracking Survey can be found at
www.probeauty.org/businesstools/research.
The newest entry into the Brazilian keratin
segment is Keratin Express. Keratin Express
offers a fast, easy and affordable treatment
lasting 4 to 6 weeks. Positioning Keratin
Express to traditional keratin treatments as
semi-permanent color is to permanent color,
the service is developed to appeal to a larger
group of clients and stylists than most keratin
treatments available. The complete service can
be as brief as 35 minutes on clients with hair
of average length and density. The brief service
time is due in part to a quick bottle
application and the single pass of a 450° iron
as the final step. The result is up to 100%
less frizz, reduced volume, shine and
condition, along with smoother, straighter
hair. A client can wash her hair after 24
hours and has the option to wear her hair
straight or curly,. Blow-dry time is cut by
50% or more. The recommended charge is
$50.00 to $75.00. Because Keratin Express
lasts 4 to 6 weeks, it does not need
formaldehyde. The result is no noxious
fumes or odors and a safer experience for
both the stylist and client. Two factors set
Keratin Express apart—stylists can cut or
color on the same day, and salons’ target
market is more than just curly, unruly hair
(4 ounces/list $30.00). Distributors include
Total Image International (FL); Champion
Beauty Supply (GA/AL/MS); Metro Salon
Services (NC/SC); Deep South Beauty (LA);
Mutual Beauty Supply (UT); Bassett Salon
Solutions (CA); Kevin Ray (CO); In Style
Professional Products (TX); PA Beauty Supply
(PA); Salon Only Sales (MN/IA/WI); TNG
Worldwide (MI/Chicago); DePasquale
(NJ/CT/NYC/Long Island and Eastern PA).
Says vice president Mike Bell. “This is a great
opportunity for salons to get involved in this
lucrative category overnight.” To learn more
about this growing category, reach Mike at
330-321-2530 or [email protected].
Visit www.keratin-express.com.
With Zotos International’s new Hair Rescue,
nightmare hair doesn’t stand a chance. Hair
Rescue features seven intense treatment
products designed to address even the most
serious of hair emergencies. The treatment
kits contain simple step-by-step instructions
guaranteed to improve the condition of
clients’ hair in just one use. The lineup
includes Split End Repair (.85 ounces),
Strengthening Treatment (.85 ounces),
Intense Clarifying Treatment (2 vials 1.7
ounces), Keratin Reconstructor Kit (2 vials .85
ounces), Severe Breakage Kit (3 vials .85
ounces), Dry Scalp Kit (3 vials .85 ounces)
and Extreme Frizz Kit (3 vials .85 ounces).
SRPs range from $2.49 to $9.99. Reach Bruce
Selan, vice president, Zotos Core Brands, at
847-390-6299 or [email protected]. Visit
www.zotosintl.com.
Surface launches Smooth and Healthy
Protein Smoothing Treatment, Trinity Protein
Cream and PUSH Styling Powder. Smooth
and Healthy Protein Smoothing Treatment
smoothes, manages curls and eradicates
frizz, while using organic ingredients, like
amaranth protein and babassu penetrating
oil. The Surface Smoothing Treatment
consists of Surface Protein Cream,
Smoothing Cream and Locking Lotion, which
are free of formaldehyde, alternate
aldehydes, sodium hydroxide, formalin,
vanillin, parabens and animal protein.
Smooth and Healthy Protein Treatment is an
in-salon professional treatment only. Trinity
Protein Cream repairs, calms and straightens
hair of all textures. Made with amaranth
protein and babassu oil, Surface Protein
Cream repairs damaged hair cuticles, while
also strengthening hair (list $12.50/SRP
$24.96). PUSH Styling Powder creates volume
and flow in the interior, providing root lift
and volume for long hair. It also thickens fine
hair by providing texture (list $14.50/SRP
$28.95). Reach Nathan Grund at 866-944-7863
or [email protected]. Visit
www.surfacehair.com.
TIGI introduces the Catwalk Sleek Mystique
Straight Collection, featuring the Catwalk
Prep It/Perfect It style-building system to
ensure a perfect finish every time. The six
new products provide smooth, hydrated,
shiny locks. Prep It, the first part of any
regimen, features products that cleanse,
condition, nourish and prepare hair for
styling. They include Sleek Mystique
Glossing Shampoo (10.14 ounces/300 ml/list
$9.95/SRP $19.95); Sleek Mystique Calming
Conditioner (8.45 ounces/250 ml/list
$9.95/SRP $19.95 and; Sleek Mystique Fast
Fixx (9.13 ounces/270 ml/list $9.95/SRP
$19.95). Work It products are meant to be
worked through wet hair and then styled to
achieve the desired look. They include Sleek
Mystique Blow Out Balm (3.04 ounces/90
ml/list $9.95/SRP $19.95), Sleek Mystique
Haute Iron Spray for heat protection and
shine (6 ounce/200 ml/list $9.95/SRP
$19.95). Finally, Perfect It products offer the
final embellishment to enhance a straight
style. Sleek Mystique Look-Lock Hair Spray
provides light, moveable hold (9.2 ounces/
300 m/list $10.50/SRP $20.95). Reach Vince
Davis, senior vice president of sales
worldwide, at 800-259-8596 or
www.tigilinea.com.
The grand prize winner of the first
Millennium Perfect Match is David Salon,
Costa Mesa, CA (www.thedavidsalon.com).
David Salon will receive the Millennium
Platinum Edition, implementation and setup;
data conversion; up to $1,000 in hardware;
the “What if” forecasting tool and one year
of free support. Sophia Tedder, a stylist who
also leads the David Salon marketing team,
submitted an entry essay. “Sophia realized
that Millennium will provide the tools she
needs for continued growth and success.
Sophia immediately saw what she was
missing in her current software and decided
to enter the contest just one day after
visiting with us,” says president John Harms.
Reach Matt Martinelli, public relations and
market research manager, at 973-402-9500
www.harms-software.com.
The Rep of the Year award was recently
awarded to The Kirschner Group’s Steve
Hass from Salon Centric for his outstanding
support. Steve has received this award three
years in a row and has serviced Beauty Alliance
since their inception. “Steve’s presentation skills,
follow-up and organizational abilities are second
to none,” states Jane Caris, vice president/sales
and marketing for The Kirschner Group, Inc.
Reach Jane at 800-328-4353 or
[email protected]. .
News continued on page 4
JUNE 2010 3
News continued from page 3
Chuck Rabin has joined Ulta Salon,
Cosmetics & Fragrance, Inc. as
president/COO and as a member of the
board of directors. Chuck joins Ulta from
Office Depot, where he served as president,
North American Retail. Following a
transition period of up to four months, he
will become CEO. Lyn Kirby will continue as
CEO through the transition period and
thereafter will provide guidance and counsel
as a member of the board of directors
through March 17, 2011. Chuck comes to Ulta
with 30 years of retail experience. He joined
Office Depot in 2004 as executive vice
president and chief merchandise and
marketing officer, rising to president, North
American Retail in 2006. Prior to joining
Office Depot, he spent six years at
Accenture Consulting in senior leadership
roles, including partner. Chuck is a member
of the executive committee of the board of
directors for the National Retail Federation
and holds a B.A. degree from Brandeis
University. Reach Lyn at 630-410-4800 or
[email protected]. Visit www.ultainc.com.
Casey Durkin, a fast-rising Hollywood
celebrity model and actress and a red-carpet
correspondent on NBC, is the first in a series
of spokesmodels for SHE Hair Extensions by
SO.CAP. USA. Formerly Miss Los Angeles
USA and a Miss California finalist, she had
leading roles in music videos for The Rolling
Stones, Faith Hill, Tim McGraw and Christina
Aguilera. Casey will be featured in upcoming
movies and TV shows, including Cougar
Town and Bad Date Betty. Recently, she
participated in the SHE Hair Extensions
Leather & Lace Fashion Event in Boston, with
Joseph Accolla of SO.CAP. USA, New
England, who gave Casey her hair extensions
makeover. Contact the company at
www.socapusa.com.
Artistic creative director Rafe Hardy is the
new “face” of Sexy Hair. Onstage
demonstrating hairstyling, creating and
teaching Sexy Hair’s signature haircut
collections and overseeing the company’s
creative team, Rafe has attracted a global
following and touched the lives of stylists all
over the world with his innovative hair
artistry and motivational skills. Joining Sexy
Hair in 1999, Rafe rose through the ranks as a
master artist and educator. He then became
director of Sexy Hair’s premier educational
facility, Michael O’Rourke’s Institute of
Courage, before reaching his current position
as artistic creative director in 2007. Reach
Rafe at 800-848-3383 or
[email protected]. Visit www.sexyhair.com.
Max Wexler, president of Beauty Craft
Supply & Equipment, became a grandfather
for the first time, as his son, Adam, and his
daughter-in-law, Sarah, are the proud parents
of their new baby girl, Ava Marie, born April
3. Reach Adam at 800-238-5010 or
[email protected].
Margie Wagner-Clews has been promoted
to vice president of educator development
at Empire Education Group. Margie
previously held the position of director of
education, helping to oversee the expansion
of campus locations from 21 to 38,
enhancing instructional classroom impact
within each location She is now responsible
for directing the high-quality development
of instructors and educators in all 96 school
locations nationwide. She began her industry
experience at Empire in 1977 when she
enrolled as a student educator at the
Lewistown, PA school. She then moved on
to work at the Empire Beauty School in
State College, PA. Margie then transferred
back to Lewistown and eventually became
the school director. She was promoted and
moved to Pottsville in 1985, and since then
has been in several positions, from
operations to education. Reach Margie at
www.empire.edu.
Luxury hair extension brand, Hairdreams,
taps The Doves to promote its line. From
media spokespeople to platform artists, The
Doves will be promoting Hairdreams as their
choice for hair extensions to both trade and
consumer outlets. “It was a natural decision
for us to move into hair extensions,” explain
Christopher and Sonya Dove. “Hairdreams
offers an extensive lineup of products and
services. With our expertise in cut, color and
stylist education, hair extensions were the
next salon service to tackle, bringing our
stylist experience and offerings full circle.”
The Doves will be featured in trade
advertisements, editorial and nationwide
conferences, and The Doves Studio in Santa
Monica, CA, will be used for educational
trainings and photo shoots. Reach Robert
Heim, Hairdreams managing director, at
www.hairdreams.com.
Nathan Vo is the new associate interactive
communications/marketing manager at
Joico. Nathan has a strong background in
project management, systems development
and program analysis. He worked for Mattel
for seven years and holds a Master of
Business Administration degree from Keller
Graduate School of Management and a
Bachelor of Science from DeVry University.
He will be responsible for digital strategy
and execution as it relates to website
content, emails, SEO and social media. For
more information, reach Patrick O’Keefe,
Joico director of communications, at 626961-1682 or [email protected]. Visit
www.joico.com.
Troy Doherty, who has been employed by
Emiliani Enterprises for 24 years, has been
promoted from director of sales to director
of operations for the Union, NJheadquartered company. He will work for
Emiliani’s outside divisions: Elchim USA &
Canada, EBD: Italy Distribution Center, as
well as for Emiliani’s sub-distributor, A&A
Beauty Supply, based in Buffalo, NY. To learn
more, reach Troy at 908-378-2569 or
[email protected]. Visit www.emiliani.com.
4 JUNE 2010
The Multicultural Report
P
rocter & Gamble’s “My Black Is Beautiful,”
an interactive and informative television
series that celebrates the unique and dynamic
qualities of African-American women, will
return to the BET Network for a second season.
The show is an extension of P&G’s “My Black Is
Beautiful” campaign to celebrate black beauty
and uplift the images of African-American
women. Hosted by actress Tasha Smith, singer
Leela James, actress/comedian Kim Coles and
television personality Alesha Renee, this sixepisode, half-hour show will present a national
forum for black women to talk about their
most important beauty, health and quality-oflife issues. It also will provide advice and tips
on fitness, health and wellness, as well as
fashion and pop culture trends. Kisha Mitchell
Williams, P&G Multicultural brand manager,
says, "My Black Is Beautiful is bigger, bolder and
packed with more information designed to
inspire black women and promote healthy self
images. The inaugural episode will pay homage
to fashion and style icons, as well as honor the
30th anniversary of the black Barbie doll. Later
in the season, the show teams with AfricanAncestry.com to help a new mother trace her
roots to Africa and provides a makeover based
on her ancestry results. In addition, “Project
Runway” finalist Kara Saun helps an aspiring
designer realize her fashion dream; fitness
expert Jeanette Jenkins demonstrates five easy
exercises viewers can do at home or when
traveling; and Cookie Johnson showcases her
CJ by Cookie Johnson Jeans line. Audiences can
look forward to a line-up of beauty experts,
celebrities and style icons, who speak candidly
and straight from the heart on a variety of
issues that concern women of color. Segments
of the six shows were taped on location during
My Black Is Beautiful live stops in Atlanta;
Washington, DC and Los Angeles. During the
2010 campaign, attendees were treated to
makeovers, seminars, panel discussions and
contests that provided the opportunity to
express “Why My Black Is Beautiful.” The
campaign, created by a group of AfricanAmerican women at P&G in 2006, aims to ignite
and support a sustained national conversation
by, for and about black women. It was also
by Lafayette Jones
created to celebrate African-American beauty
and to encourage black women and young girls
to define and promote their own beauty
standard. One of the goals of the initiative is to
inspire and encourage future generations to
adopt a new mindset for viewing themselves
and uplift the way African-Americans are
portrayed in society. The integrated, multibrand initiative is supported by Crest
Pro-Health, Pantene Pro-V Relaxed & Natural,
Cover Girl Queen Collection, Olay Definity,
Always, Tampax and Beautiful Collection. Visit
www.bet.com.
“The Ethnic Hair, Beauty and Cosmetics
Products in the U.S.,” 7th Edition, provides a
comprehensive overview of the ins and outs of
the ethnic HBC business. Most importantly, the
report anchors ethnic HBC in the broader
general-market HBC and societal contexts, as
well as in the rapidly transforming retail scene.
If your company is already an established
player in ethnic HBC, this report will freshen
and strengthen your marketing plan. If your
company is newly targeting the ethnic
consumer, then this report provides an intro to
the ethnic HBC business. Ethnic hair care,
makeup and skin care products are a vibrant
$2.7 billion business that, according to Packaged
Facts, reflects the upscaling of the parent HBC
market. In 2010, African-Americans, Asians,
Hispanics and other folks of color already
account for more than one third of the U.S.
population; as of 2013, their spending power
will have surpassed $4.2 trillion. Marketers have
thus ventured beyond the usual hair relaxers,
the few darker tints of makeup and heavy
moisturizers, to offer premium-to-high-end
beauty and grooming regimens sold through
pop-prestige outlets, such as Sephora, as well
as through TV home shopping networks HSN,
QVC and others. Organic formulations are
driving ethnic HBC sales, too, because
Americans of color may actually skew more
green-minded than caucasians. Yet ethnic HBC’s
sell-through in the prestige, natural, grocery and
TV home shopping channels is still small in
relation to its potential. As for the effect of the
struggling U.S. economy, this market achieved
mid-single-digit increases during the global
recession of 2008-2009, and is expected to
return to double-digit progress as the recovery
proceeds. Packaged Facts’ sales estimates for
ethnic-specific hair relaxers, styling products,
facial makeup, moisturizers, fade creams and
other products are presented in the newest
edition of “Ethnic Beauty Products,” together
with estimates of multicultural consumers’
spending on mainstream versions of the same
items. Sales drivers are analyzed in depth.
Experian Simmons demographic data and IRI
brand shares are detailed and examined, too, as
are the competitive behaviors of AlbertoCulver, Dudley Beauty, Johnson & Johnson,
Johnson Products, Johnson Publishing, L’Oréal,
and Procter & Gamble. Ethnic Hair, Beauty and
Cosmetics Products in the U.S., 7th Edition, is
based on information gathered from primary,
secondary, and syndicated sources. Visit
www.packagedfacts.com.
Following up on the successful debut of the
“Texture! Supplement” and online collaboration
between Modern Salon and
NaturallyCurly.com, the two companies will
continue the conversation about cutting,
coloring, styling and retexturizing curly hair.
Texture! 2.0 will launch this August, with
Texture! 3.0 scheduled to return in February
2011. Sponsors will have the opportunity to
connect directly with clients through special
exposure on NaturallyCurly.com, a specialized
“curl community” that guides consumers to the
best salon experts and products for their hair.
As part of the Texture! celebration, Modern
Salon and NaturallyCurly.com hosted a
Texture! live event during America’s Beauty
Show in Chicago. For Online Texture versions
and updates, comments from the expert panel
and a video interview between Modern Salon
editor Laurel Nelson and NaturallyCurly.com
founder Michelle Breyer, visit
www.modernsalon.com/texture.
Lafayette Jones is CEO of SMSi-Urban Call
Marketing, a promotion and marketing
company, and publisher of Urban Call custom
publications. To learn more about his company,
visit www.SMSiUrbanCallMarketing.com.
Contact him with your multicultural news at
JUNE 2010 5
IZUNAMI and ARROJO: New technology, new team
W
hen Mike Kim introduced his salon styling
tool appliance line a couple of years ago,
there were already more than 80 suppliers
providing hair dryers and flat irons to salons.
Not a problem for Mike and his IZUNAMI line.
The parent company (Shake N Go, the largest
supplier of hair goods to the multicultural
market with $200 million in sales), owned by
Mike and his brother, provides the financial
firepower. In addition, Mike’s vision and goal of
creating a line of styling tools that reduces or
eliminates heat damage while making top
quality flat irons is being achieved quickly.
Beauty Industry Report (BIR) recently caught up
with Mike to check in on his progress.
BIR: In a crowded salon styling tool
marketplace, what is IZUNAMI’s point of
difference?
Mike Kim (MK): It is a crowded market.
Everyone says, “We are better.” So how do we
differentiate our company from others? By
continuing to introduce new technology, most
recently, our Independent Temperature
Control. Today’s stylists are knowledgeable and
have high expectations. As technology
advances, we implement the new technology
as soon as it becomes available. Then, we
present the product in our famous leather
packaging. Presentation is very important. And
last but not least, we follow up with
unmatched customer service. Our distributors
are extremely happy with our service.
BIR: When you started IZUNAMI, what was
your initial marketing plan and how did you
begin to gain market share?
MK: Initially, we tried to make sales
immediately without laying the necessary
groundwork. We thought sales would happen
instantly simply because we had great
products. But we learned that you have to
create brand awareness first. We have done
extensive advertising and publicity. Our focus
continues to be strengthening our position as
an elite professional tool manufacturer through
advertising, public relations and education. We
also learned that it’s important to form
alliances with the right people. We came to
form partnerships with some great industry
people, including you, Joni Rae Russell and Bill
Decker. Now, we are represented by two great
6 JUNE 2010
Mike Kim and celebrity stylist Nick Arrojo
show off the new Arrojo by IZUNAMI iron.
companies—The Kirschner Group in the
Northeast and Van Nest Coleman & Associates
in other territories. I must admit, whom you
know is very important in this industry.
BIR: Now, after being in the market for a
couple of years, what is your vision for
IZUNAMI?
MK: IZUNAMI’s vision continues to be
manufacturing the top performing tools
dedicated to the full-service, exclusively
professional market. I see a much greater
opportunity than I originally did. I think the
biggest opportunity comes from the fact that
stylists have high expectations of quality and
performance. Stylists get it. They can
immediately see and feel the difference when
they use a top quality tool—another good
reason to pay attention to details. Second,
companies tend to establish a brand name and
then quickly divert it to the general market,
leaving us some more room for expansion.
BIR: Tell me about your successful trade
advertising initiative, “IZUNAMI: It’s Love at
First Glide.” What is behind the message and
what’s the strategy in terms of marketing
message and call to action?
MK: Most appliance lines make the same
claims. They are all fastest, hottest, smoothest,
etc. So who is the best? The only way to find
out is to try their tools. The reaction from our
users is immediate—IZUNAMI’s frictionless
gliding ability and fast heat recovery are
instantly noticeable. Try it, and you will fall in
love with our iron at first glide. It’s also called
our “We Know You Will Love It” guarantee. You
can return our product to the point of
purchase within 30 days for any reason
whatsoever. The distributor can either refund
or give store credit, depending on its policy. At
the end of each month, we pick up any
returned merchandise by call tag. As for our
warranty services, I will let a quote from a
satisfied customer speak: “I would like to take
the time to thank you so much for the quick
response with my IZUNAMI replacement. I just
love the Iron and the reliability of the
customer service. I will be an IZUNAMI
customer for life. Your products are awesome!
Thanks again, Traci B. Davidson.”
BIR: Tell me about the exciting news that
IZUNAMI is teaming up with Nick Arrojo, one
of the salon industry’s most recognized and
successful stylists.
MK: It's a collaboration between a most
recognized educator and stylist, Nick Arrojo,
and IZUNAMI, a manufacturer with the
reputation of utilizing the most advanced
technology and craftsmanship. After our irons
were introduced to his salon, our mutual
friend, Bill Decker, arranged a meeting. We will
be formally launching The ARROJO by
IZUNAMI flat iron and The ARROJO by
IZUNAMI dryer in July. The development
process for these state-of-the-art styling tools
was exciting, as well as challenging. Nick has
high requirements for performance and quality.
They will be the best styling tools available.
BIR: Share with BIR readers how IZUNAMI and
Arrojo are working together.
MK: We have a licensing agreement.
IZUNAMI develops tools according to his
specifications, and Nick is the centerpiece of
PR, ads and education. We like his emphasis on
education. Education is the key to success, and
he is the top educator in the country. He was
involved with the whole process of developing
design and functions. His requirements are
stringent, specific and often demanding, and
we expect him to continue to raise the bar.
His high expectations not only improve the
product, but also improve our company.
BIR: How do Arrojo tools differ from the core
IZUNAMI line?
MK: Arrojo tools have a lot of new features.
We’ve incorporated our new Independent
Temperature Control and used wider and
longer plates for more efficient straightening—
the plate size is 1 ¼ inch by 4 inches. It’s
designed to safely get closer to the roots. And
we added more cushion to the plates to
increase the ability of the iron to self-adjust to
the uneven thickness of hair. We rounded the
plate edges 5 mm to prevent any creases when
straightening or curling and added the cool tip
for convenient, two-hand maneuvering. The
dryer is probably the fastest hair dryer ever.
Ounce for ounce, it’s very light but dries
extremely fast. The dryer excites me as much
as the iron does. They are an awesome pair!
BIR: How does the independent temperature
control protect the hair?
MK: In most irons, the temperature is
controlled by one plate. Heat kicks in when the
controlling plate cools. The heat of the other
plate depends completely on the controlling
plate. When the condition of the hair is
uneven, whether it is because the hair is only
partially dry or because sprays have been
applied unevenly, the dependent plate gets
either too hot or too cold. Some irons reach
beyond 500°F, which will undoubtedly damage
the hair. Independent temperature control is a
new technology that allows each plate to
maintain the preset temperature independently
to ensure more consistent styling while greatly
reducing the possibility of heat-damage.
BIR: What are your marketing and your
distribution strategies for the Arrojo tool line?
MK: We have tons of co-marketing plans,
including trade shows, PR, ads, education
programs and more. We’ll be looking for
representations from full-service distributors
who meet a few criteria. They must maintain a
certain number of full-time DSCs. The stores, if
any, must be professional-only. Also, they must
be able to host educational events and have
quality customer service.
BIR: Mike, in your sales literature it states that
IZUNAMI tools embody REQD—Rapid
Engagement, Quick Disengagement. Please
explain what that means to a stylist.
MK: REQD resets the temperature five times
per second. When there is a drop in
“Stylists get it.
They can
immediately
see and feel
the difference
when they use
a top quality
tool—another
reason to pay
attention to
details.”
temperature, it immediately kicks in the heat,
ensuring fast heat recovery. Fast heat recovery
is very important for consistent styling, top to
bottom. The iron cools as you slide it down
the hair. In some irons, the temperature drops
by as much as 150 degrees. (It starts at 400°, but
it drops down to 250°.) Thanks to the highperformance heater and REQD technology,
IZUNAMI boasts the fastest heat recovery. And
fast heat recovery means fewer reps and
consistent styling.
BIR: IZUNAMI recently launched a 450°F flat
iron to compete in the keratin treatment
market. Please tell me more.
MK: The IZUNAMI 450° flat iron has the
same great features and benefits that our
original had. Due to the popularity of keratin
treatments, we added an option to click the
dial over to 450°F. The new model has
continuous settings from 200° to 400°, and
between 400° and 450° a “click” has been
added to indicate that the temperature is being
set at 450°. 450°F is recommended only when
an application, such as a keratin treatment calls
for it. Providing this option definitely had a big
positive impact on our sales. Our sales popped
up almost instantly after we added the feature.
BIR: What’s next?
MK: Within this year, we will be launching
the Arrojo by IZUNAMI Iron and the Arrojo by
IZUNAMI Dryer, a new iron named KTX, a
curling iron and a hybrid iron that straightens
and curls perfectly.
BIR: Tell me about your sales structure.
MK: We work with The Kirschner Group in
the Northeast and Van Ness Coleman in other
regions. They make our job so easy. Led by
Peter Lim, our sales team’s main job is to
provide them with educational support, sales
materials, promotional products and great
after-service. Peter and his team respond to
any request with immediate follow-up.
BIR: What type of education programs do you
provide?
MK: Education is very important to
IZUNAMI. Whether it be a distributor show or
sales meeting, our team likes to fly in and
conduct educational sessions. We find that
face-to-face sessions are much more effective.
When such meetings are not possible, we send
all the materials and samples in advance and
have online meetings. We like distributors that
ask for help. Shows and meetings are also an
opportunity for us to learn what our
customers’ needs are, what new technologies
are available and what our competitors are
doing that we can learn from. We would like to
have our full-time educators deployed all over
the country to continually visit distributors and
salons with new information and techniques.
BIR: What are some of your goals and
challenges for the balance of 2010?
MK: My goal for 2010 is, has been since the
beginning of our company and will continue to
be to build a brand that lasts. If we build a
brand, they will come. We have lots of
challenges, because there are a lot of things we
want to accomplish. Some of our challenges
are introducing new skus on time, establishing a
stronger company identity and building a
stronger education team. I am confident we
will be able to accomplish them all.
To learn more, reach Mike Kim at
866-455-0777 or [email protected] and
visit www.izunami.com.
JUNE 2010 7
Nordic HairContrast puts ‘fashion’ into extensions
H
air extensions are a hot business category
and can generate significant new service
revenues for salons. Plus, because maintenance
is required, hair extensions result in an ongoing
revenue stream. The Nordic Hair Fashion
System, an imported line from Denmark, is a
relatively new player that is quietly making
inroads into the salon marketplace.
Nordic HairContrast U.S., the
exclusive importer and distributor
of Nordic Hair, is headquartered in
Los Angeles. Recently, Beauty
Industry Report (BIR) met with
Rich Ginsburg, company president,
to learn more.
BIR: What are your vision and
mission for Nordic HairContrast
US?
Rich Ginsburg (RG): The mission
of Nordic HairContrast is simple,
but certainly not modest. We want
to reinvent the art of hair
enhancement throughout the professional
salon industry, and we intend to do that by
teaching stylists and their clients that Nordic
Hair is not a “hair extension” at all, but a
creative tool that stylists can use to make their
clients’ desires a reality. By educating
professional stylists about the high-level,
Scandinavian quality and artistic flexibility
offered by the Nordic Hair Fashion System,
stylists will truly understand that Nordic Hair is
fashion care for hair.
BIR: I understand that your Danish parent
company launched its product line many years
ago. Give me a brief history.
RG: Nordic HairContrast was founded in
Denmark by Michael and Peter Andersen in
1999 as a distributor of several wet products, as
well as the Pivot Point education system. Soon
after, the company started developing new
systems of hair extensions, because traditional
methods of attaching hair—bonding, sewing
and weaving—tended to damage the fine hair
commonly found throughout Scandinavia.
Seven years after inventing Nordic Hair, Nordic
HairContrast is proud to be one of the market
leaders throughout Europe in the hair
extension category and, with more than 30
8 JUNE 2010
sales offices throughout the world, we expect
to be in more than 50 countries in 2010.
BIR: With a multitude of hair extension
companies and product lines, what separates
Nordic Hair from the rest?
RG: We consider Nordic Hair an alternative
to traditional hair extensions for several
reasons. First, our proprietary
adhesive system allows a
stylist to attach a full set of
Nordic Hair in less than an
hour; hair extensions usually
require 3 to 5 hours to install.
So right away, our system
provides a huge financial
benefit to stylists, since they
can service three or four
Nordic Hair clients in the
same amount of time it
would take them to
complete one traditional hair
extension service. Also,
Nordic Hair will never damage the client’s hair
(a common occurrence with hair extensions),
because we evenly distribute the weight of the
Nordic Hair onto the client’s hair. Finally, we
developed our own line of care products to
maintain the health and beauty of Nordic Hair,
so we have many clients who have re-used the
same hair for more than a year.
BIR: In an earlier conversation, you mentioned
four key attributes of Nordic HairContrast:
innovation, dedication to quality, education
and product distinction. Please elaborate.
RG: We strive to be innovators. For instance,
we did not enter the market by re-branding the
same product sold by a dozen other
companies with a fancy marketing plan or
celebrity spokesperson. Instead, we invented a
new system that’s so unique, you can’t refer to
Nordic Hair as a "hair extension;” it's a fashion
tool that stylists can use to create new styles
or add color, texture and volume (and, yes,
length) in less than one hour.
We’ve heard from stylists that some
companies are not providing the same quality
of hair from order to order. We do. And to
prove it, every shipment of Nordic Hair is
randomly tested by the Danish Technological
Institute to assure our stylists and their clients
that the quality of Nordic Hair will not change.
Education is also critical to us. In order to
maintain the integrity of our product, only
stylists who have completed a Nordic Hair
Certification Class may purchase Nordic Hair.
We have turned away dozens of stylists who
refused to take our Certification Class because
they insisted that they have worked with "hair
extensions" for years. Nordic Hair, however, is
not a hair extension, and we believe that
education is the key to unlocking its potential.
With regard to product distinction, we need
to educate the industry as to why Nordic Hair
is not a "hair extension" but an alternative to
hair extensions. Nordic Hair is available in 40
colors, as well as a variety of lengths (8”, 18” and
24”) and textures, including naturally straight
and the pre-permed Body Wave for an
energetic and sexy style!
BIR: Speaking of innovation, I understand
Nordic Hair will be introducing its Wedding
Collection at Cosmoprof North America.
Please give BIR readers a preview.
RG: This is a great example of the innovation
I was speaking about earlier. For years now,
stylists have been forced to shop for hairpieces,
jewelry and accents at various hair shops and
stores to find the products they need to
create updos for their bridal clients.
Our new Wedding Collection will be a
one-stop resource for beautiful clip-in
hairpieces stylists can use to create bridal
updos, accented by hand-designed hair
jewelry, to give the entire wedding party an
elegant and cohesive look. Each collection will
include clip-in hairpieces in a variety of shades
and colors, as well as a selection of gorgeous
hair jewelry designed specifically for Nordic
HairContrast by renowned Danish designer
Joakim Roos.
BIR: Rich, you stressed that education is one of
the key success factors in your line. Tell me
more about your program.
RG: We are blessed to have one of the most
talented stylists in the country as our artistic
director. Malin Miramontes is a brilliant
hairstylist and makeup artist from Sweden and
since arriving in the United States, she has been
the subject of feature articles back home in top
fashion magazines, such as Swedish Elle and
Swedish Vogue. Prior to arriving here 10 years
ago, Malin was a member of Schwarzkopf’s
artistic team and traveled the world performing
at hair shows and other fashion-related events.
As mentioned, we consider product
education vital to future success. For that
reason, every stylist must attend one 5-hour
certification class at no charge, prior to using
Nordic Hair. Despite the occasional objection,
most stylists understand that we are protecting
both the Nordic Hair brand, as well as their
own professional reputation, by treating all
stylists equally.
BIR: What is your long-term vision for
education?
RG: Actually, Malin and I were just discussing
that. With more than 150 certified stylists
around the country and more being certified
each month, our next challenge is to
implement a strategy that will allow us both to
reconnect with our current stylists and
continue to inspire them. One of the concepts
under consideration is the creation of a master
stylist certificate program, where our certified
stylists can come to Los Angeles and attend
advanced Nordic Hair classes on color, cutting,
blending and fashion styling. Stay tuned.
BIR: Who is your target market?
RG: You just asked my favorite question!
One of the limitations of traditional hair
extensions is that most consumers have at least
medium-length hair and simply want longer
hair, hence the term “extensions.” In addition,
hair extensions traditionally take 3 to 5 hours to
attach. As a result, stylists and their customers
understandably have a narrow view of when
hair extensions are appropriate.
Nordic Hair, on the other hand, is
appropriate for almost anyone and that is why
we have taken on the challenge of educating
stylists that it is a fashion tool, not a hair
extension. For example, our 8-inch length
“Nordic Hair is
not a ‘hair
extension’ at
all, but a
creative tool
that stylists
can use to
make their
clients’ desires
a reality.”
product is perfect for clients with short hair
who want to alter their hairstyle or add some
volume or color. We also offer a standard 18inch length that can be used for adding volume,
highlights/lowlights and—of course—length in
less than an hour. And for clients who desire
nothing less than dramatic and gorgeous long
hair, Nordic Hair can be purchased in an extralong, 24-inch length.
BIR: I understand you are using a classic
distributor model marketing strategy. What are
the key success factors you look for in
selecting a distributor partner?
RG: Independent regional distributors will
always understand their local market better
than we do, so we believe they will play a vital
role in the growth of our company. Their DSCs
are in the field every day and can therefore
make more accurate assessments of the current
trends and buying tendencies in their area. A
great distributor partner for us will be one with
a proven track record, who appreciates the
enormous potential created by our products.
BIR: Please describe your product ranges.
RG: We have three basic lines: Nordic Hair
Professional, Nordic Hair Economy Class and
Flex Extension. Nordic Hair Professional is our
most popular line and features 100% Grade A
all-natural Remy Hair that can be re-used for
up to 18 months. Nordic Hair Economy Class is
something we developed in 2009—it’s the
same system as Nordic Hair but the cost is 30%
less, since we use 50% Remy hair and 50% highheat fiber, which will take the heat of a flat iron
or curling iron (up to 356°F). Both the Nordic
Hair Professional and Economy Class lines
require certification. The Nordic HairContrast
Flex Extension system, however, does not
require certification and also is about one-third
less than the cost of the Nordic Hair
Professional line. Although the Flex Extension
line consists of 100% human Remy hair, it is not
made to be reusable and is usually replaced
after about 12 weeks of normal wear.
BIR: What role do shows play in your marketing
strategy?
RG: The importance of brand recognition
cannot be overstated, and shows are terrific
vehicles for introducing new products to both
distributors and stylists. When used in
conjunction with other marketing efforts and
with realistic objectives, trade shows are a great
way to advance your brand.
BIR: What fashion trends can you predict will
have a favorable impact on the hair extension
category?
RG: Like all mediums that both inform and
reflect popular culture, the evolution of
fashion requires hairstylists to continuously
stretch their skills both creatively and
technically in order to stay relevant. With few
limitations, stylists can use Nordic Hair to
create nearly any hairstyle in less than an hour,
regardless of their client’s hair length, color or
cut. For that reason, no matter what fashion
trends emerge, stylists who use Nordic Hair will
always be able to keep their clients ahead of
the fashion curve. As a result, they will always
stay relevant.
To learn more about Nordic HairContrast,
reach Rich Ginsburg at 310-292-8848 or
[email protected], and visit
www.nordichaircontrast.com.
JUNE 2010 9
It’s easy to do business with American Dawn
T
owels and linens, while not as flashy and
sexy as blow dryers and styling irons, are
core supplies that are
needed by all salons and
spas large and small.
American Dawn, Inc. is one
of the industry’s major
suppliers. Beauty Industry
Report (BIR) recently asked
Ron Kothari, director of
Ron Kothari,
sales and marketing for
director of sales
American Dawn’s salon
and marketing for
American Dawn,
division, to share what
sets his company apart as Inc.’s salon division
a primary supplier of these salon basics.
BIR: Please tell me about American Dawn.
Ron Kothari (RK): American Dawn is a
privately-owned corporation with a rich history
dating back to 1933. Through successive
acquisitions, we have become a leader in
textiles and linens in many industries. We are
headquartered in Compton, CA, with multiple
shipping locations in Chicago; Bridgeport, NJ;
Atlanta and Houston. We offer customers easy
ordering and consistent products. Plus, all of
our packages are bar-coded for virtual
receiving, inventory control and point of sale.
BIR: Tell me about your background. How did
you get involved with American Dawn?
RK: In late 1983, I arrived in the United States
from India to expand and grow our family’s
textile business. I brought the company into the
salon industry, which our family had not
covered previously. I quickly established a
name, built strong relationships in the market
and have never looked back. In the summer of
1992, in order to grow further and continue to
meet my customers’ expectations, I decided to
merge with American Dawn, which allowed me
to have additional resources that further
benefited my customers. I now serve as the
sales director of the salon division for
American Dawn.
BIR: What is American Dawn’s mission?
RK: American Dawn is an innovative leader in
consistent supply of quality products to all
trade classes. We offer simplified order
processing and complete shipments for
distributors to sell our products continuously
10 JUNE 2010
and ensure the highest quality products at
competitive prices.
BIR: What strategies are you following to
accomplish your mission?
RK: Our marketing consists of special offers
and semi-annual and quarterly price breaks. We
also work with our distributors to understand
their market needs and plan special deals
accordingly.
BIR: With a number of companies supplying
towels and linens to salons and spas, what are
some points of difference that have made
American Dawn one of the leading suppliers?
RK: We have the largest variety of products
available for our distributors, and we ship from
multiple locations across the country to ensure
timely deliveries. We have strong working
relationships with our distributors to ensure
that their customers’ needs are met.
BIR: Please describe your distribution model.
RK: American Dawn is an open line; we work
with small to large distributors nationwide
specializing in the salon, nail and spa business.
We also use a sales team of independent rep
organizations, including the Gerry Udell Group
in the Northeast, Southeastern Rep Services in
the Southeast, Paul Lande & Co. in the
Southwest and Ted Fishman & Associates in the
Midwest and ethnic market. In Puerto Rico,
Canada, Mexico and other markets, we work
with individuals who provide support locally.
BIR: Ron, what are the primary reasons that the
buyer for a large distributor, salon or spa chain
would want to do business with you?
RK: My main goal is to build strong
relationships with my customers to ensure that
we are offering them the best products at
competitive prices with on-time deliveries.
BIR: What are some of your most popular
products and why?
RK: Basic salon towels and our vintage
poly/cotton barber jackets. Our towels are
bleach- and chemical-resistant and are long
lasting. The barber jackets are made from the
best quality fabrics, stitched to the highest
standards and come in a large variety of colors
and sizes. Plus, they are always in stock.
BIR: What’s new and/or hot in your line?
RK: This year, popular colors are returning as
favorites. Out of the 14 colors we offer,
chocolate brown and navy blue are hot.
BIR: Ron, I understand that American Dawn uses
the latest technology for managing inventory
and communicating with customers. Give me a
brief overview of some of your systems.
RK: American Dawn has been e-ready with
EDI (electronic data interchange), which
includes paperless ordering and invoicing. We
also offer online ordering. All of our products
are bar coded for virtual receiving, inventory
control and point of sale.
“My goal is to
ensure that we
are offering the
best products
at competitive
prices with ontime delivery.”
BIR: What would BIR's readers be surprised to
learn about your company?
RK: We own and operate more than half a
million square feet of distribution centers all
over the United States, Canada and Mexico.
BIR: Any final thoughts?
RK: Mike, we have known each other for 20+
years and have seen a lot of changes in this
industry. I forge ahead by building strong,
lasting relationships with all my customers and
sales reps.
Reach Ron Rajesh Kothari at 800-627-5839,
(800-MARKTEX), 310-922-8383 (cell) or
[email protected] and visit
www.americandawn.com/ADI/salon.html.
Day Spa Expo offers education, presents awards
B
eauty Industry Report (BIR) thanks Larry
Oskin for the following recap of the 5th
annual Day Spa Expo & Business Forum
facilitated by Bentley International Group in
Las Vegas on March 13-15, 2010.
The event attracted exhibitors and
attendees from North America, the Caribbean,
South America, Asia, the Middle East and
Europe. Guest speakers covered start up,
management, marketing and business growth
strategies, as well as updates on day spas,
medical spas and wellness industry trends. On
the exhibit floor, attendees could view new
technologies, equipment, treatment products
and support services. Exhibitors included the
Day Spa Association (DSA), the International
Medical Spa Association (IMSA), CaerVision
Networks, Preston Martin, V.I.P. Cosmetics,
Canfield Imaging Systems, The SoapCreek
Company, Da.U.De, Edge Systems, Eminence
Organic Skincare, Eye Kandy Cosmetics, The
Gourmet Company, HerbaSway, ISO Beauty, J.
Bella Natural, Milady, Chado-En Tea Docents,
MindBody, New Life Systems, Resources &
Development and NuSkin Enterprises.
Hannelore Leavy, executive director of the
DSA and the IMSA, announced that the recent
educational component for Bentley
International Group’s Day Spa Expo & Business
Forum was a huge success. Skip Williams, DSA
chairperson of education and trade shows,
noted, “The Business Forum theme this year
was ‘TurningPoint,’ as the organization is all
about taking business seriously, while we all
recover from the challenging and recessionary
economy.” John C. Gray, CEO of Glen Ivy Hot
Springs Spa, CA, was the keynote speaker.
Guest speakers included Patti Biro, Mark
Romero, Dan Chandre, Celeste Hilling, Skip
Williams, Brian Cunningham, Rebecca M. Jones,
Eric Light, Felicia Brown, Gregory Alch, Ken
Cassidy, Suzanne Garcia, Audry Brown, Larry
Oskin, Heather Elrod, Heather Lemere, Ana
Loiselle and Stacey Hall.
Another first was the offering of 99% of the
sessions carrying continuing education credits.
Videos of all sessions will be available from
DSA-IMSA [email protected].
Attendees who attended the Day Spa Expo will
have free access to the videos for one year.
DSA-IMSA members will be able to download
these sessions at a nominal fee, while nonmembers’ rates will be just a bit higher.
“The Business
Forum theme
was ‘Turning
Point,’ as the
organization is
all about taking
business
seriously.”
Annual DSA Awards were sponsored by
Universal Companies, Milady Publishing and
Wellness Capital Management.
The 2010 Distinguished Day Spa Award was
presented to the Blu Water Day Spa, owned by
Julie Nguyen of Kensington, MD. Hannelore
noted, “Last year, Julie earned the Day Spa
Association’s Spa Philanthropist Award for her
charitable work. This day spa has demonstrated
excellence in total quality, performance and
service standards while working with its
community in charitable initiatives and has
been accredited according to the DSA’s
standards since 2009.”
The 2010 Spa Person Of The Year Award
honored Allan Share, president of New Life
Systems in Minnesota. The Day Spa Association
selects a Spa Person of the Month six times
each year. The Spa Person Of The Year Award
winner was selected from the previous year’s
Spa Persons Of The Month—Brian Cunningham
of SpaClique and SpaiUniversity, Seth
Gardenswartz of SpaBoom, Sheila Brody of The
Green Spa & Wellness Center, Allan Share of
New Life Systems, Sharon Parris-Chambers of
Positive Tourism and Patti Biro of Patti Biro &
Associates were the honored Spa Persons for
2009. These individuals were all recognized for
having made a significant contribution to the
professional day spa industry, while remaining
influential contributors in their own local
communities.
The Spa Philanthropist Award was presented
to Mona Sappenfield of the Mona Spa & Laser
Center in Memphis, TN. The Healing Hearts
Award was presented to Brian Cunningham,
president of SpaClique.com, to honor his
efforts to support the day spa community
nationally and internationally with his webbased educational programs, daily SpaiNews
email blasts and the SpaiExpo virtual trade
show, while professionally enhancing both
image and awareness for all day spas and
medical spas.
The DSA Leadership Award was presented
to John C. Gray, CEO of Glen Ivy Hot Springs
Spa in Corona, CA. The IMSA Leadership Award
was presented to Jim Larkey, director of
product management of Canfield Imaging
Systems by the International Medical Spa
Association. Jim was honored for his lifetime
contribution to the field of tele-medicine and
photo skin analysis.
Sponsored by Milady and the Day Spa
Association, a Lunch & Learn Seminar was
presented by Ana Loiselle and Felicia Brown,
where more than 50 attendees were awarded
with a special first-year membership to the Day
Spa Association.
For more information about Day Spa
Association membership, call 201-865-2065 or
email [email protected]. To learn
more about attending and/or exhibiting at the
2011 Day Spa Expo, contact Wendy
Witherspoon, executive director, and
Stephanie Harper, exhibitor services manager,
at 800-859-9247 or [email protected] and
visit www.dayspaexpo.com.
JUNE 2010 11
America’s Beauty Show plays to the heartland
R
eturning to the mammoth McCormick Place
Convention Center in Chicago for the third
year, America’s Beauty Show (ABS) and the
companion Face and Body event (presented by
Skin Inc. magazine) attracted more than 57,000
attendees, according to show management.
Paul Dykstra, executive director of
Cosmetologist Chicago (CC), added that ABS
2010 occupied 30,000 net square feet more
than last year’s show. ABS is organized by salon
and spa professional members of America’s
Beauty Network of associations, which
incorporates CC, the International Nail
Technicians Association, Cosmetologos Latinos
and the American Association of Esthetics.
At ABS, attendees get their money’s worth.
The show offers an amazing amount of
activities besides the large show floor. The
main stage “On The Runway @ ABS” featured
four solid show headliners, including Sexy Hair
Concepts’ Rafe Hardy, Nick Arrojo, TIGI’s
Anthony Mascolo and Tabatha Coffey of
Bravo’s “Tabatha’s Salon Takeover” with special
guest emcee, Mary Rector-Gable, founder of
BehindTheChair.com. Kim Vō hung out in the
ABS Lounge on Sunday and Monday to meet
fans and spoke at the ABS Student Assembly
early Monday morning. Over the three days,
there were more than 140 classroom
opportunities that covered master classes and
hair, hair color, skin and nail workshops. In
addition, 40 hands-on workshops covered hair,
nails and skin.
BIR caught part of the P&G Salon
Professional/Salon Today-sponsored Salon
Business Success, a salon owner management
forum that featured Reuben Carranza, CEO of
P&G Salon Professional, as the keynote speaker.
His message was that the professional salon
industry needs to take back its clients. P&G
data show that the customer—the “Beauty
Enthusiast”—is predisposed to spend the
highest proportion of her beauty dollars in the
salon. “This customer is being courted by
everyone from mass merchandisers to Payless
Shoes because of her high beauty spend,”
Reuben said. “The salon must be intentional,
focused and goal-oriented in recapturing her
business and rewarding her loyalty.” John
12 JUNE 2010
Moroney, P&G Salon Professional’s business
development leader, did his usual outstanding
performance as moderator.
Other special events that were free to show
attendees included “The Art of Color Cutting,”
by Paul Mitchell’s Scott Cole and Linda Yodice;
“Conversation in Color,” by Beth Minardi for
Joico; “Relaxing and Coloring and Hair Cutting
and Finishing,” by James Harris; “Le Graphique,”
by Joico’s Damien Carney and Sue Pemberton;
and “Sexy Hair Structure in Motion,” by Sexy
Hair Concepts Rafe Hardy.
PureOlogy sponsored the SalonSpa
Sustainability Summit, which was highlighted by
a virtual keynote presentation from
environmental philanthropist John Paul DeJoria,
chairman/CEO/co-founder of John Paul
Mitchell Systems, that kicked off the event.
According to JP, “Giving Back Is The New Black.”
African-American Hair 2010, sponsored by
Mizani, featured workshops by Toni Love,
James Harris, Major League Barbers, Kim
Whitehurst and the Mizani styling team.
Celebrate Texture!, a panel discussion and
Q&A led by moderators Laurel Smoke, Modern
Salon editor, and Michelle Breyer, founder of
NaturallyCurly.com, provided additional
information about cutting, coloring and styling
textured hair.
On Sunday, Pivot Point International
presented its third annual L.E.O. Awards for
outstanding alumni and recognized Ann Bray,
Gretta Monahan, Diana Schmidtke, Robert
Aubin and Rahni Michael Flowers on their
leadership and excellence.
The annual BehindTheChair.com Stylist
Choice awards drew 2,500 attendees. Founder
Mary Rector-Gable was the emcee. Close to 40
top stylists and colorists joined her as
presenters at this 10th annual event.
The show featured the return of the L’Oréal
Professional Products Division, featuring Matrix,
PureOlogy and Redken pavilions and the show
debut of INOA, the company’s new hair color.
Pat Parenty, president, U.S. Brands, L’Oréal
Professional Products Division, stated, “For the
first time, L’Oréal Professional Products Division
strategically planned a common space with our
distribution arm, SalonCentric, at ABS. It was a
great opportunity to showcase each brand’s
unique position and points of difference, while
simultaneously showing the depth and breadth
of the overall L’Oréal Professional Products
Division in the U.S market.”
L’Oréal Professionnel used ABS to launch its
non-ammonia hair color, INOA. The large
pavilion hosted five colorists giving their
perspectives on using INOA color and creating
beautiful hairstyles. BIR talked with L’Oréal
Professionnel portfolio artist and owner of
Perfect 5th Salon, Suzie Bond, who said, “The
true revolution that allows for an ammoniafree permanent hair color is INOA’s oil delivery
system (ODS) technology. ODS uses oil to drive
color deep into the hair cortex, where color
becomes more true and durable. MEA
(monoethanolamine) at a very low level
replaces ammonia in INOA, slightly opening the
cuticle for color penetration. With all this,
INOA provides uncompromised comfort and
supreme respect for the hair—it respects the
essential amino acids and lipid balance of
natural hair—and infinite color power, a true
high-performance revolution!” Andrew
Bartfield, L’Oréal Professionnel’s vice president
of education, added, “We are so proud of the
INOA launch. We are very excited to be at ABS
and Premiere Orlando to expose our fellow
hairdressers to this innovation that could
change the way they color hair.” Reach Andrew
at 212-984-4296 or [email protected].
Visit www.lorealprofessionnel.com.
Other exhibitors with large areas included
American Crew, Aquage, Arrojo,
BehindTheChair, Cricket, Farouk Systems,
Moroccanoil, Sexy Hair Concept and Pibbs
Industries, In addition, both Beauty Systems
Group (BSG) and Salon Centric used large
amounts of floor space for their vendors. BSG
vendors occupied 40 booths of varying sizes,
while on the opposite side of the exhibit hall,
Salon Centric-owned distributors’ (Maly’s
Midwest, Mid City, Spectrum and Marshall’s
Salon Services) vendors occupied 34 booths.
Paul Sharnsky, president of SalonCentric,
stated, “ABS provided an opportunity for
SalonCentric to connect in a unified manner
with all of our stakeholders: salon owners,
stylists, brands we represent and our
employees. Overall, it was a great show and a
platform to bring our Midwest team together.
This was particularly important, given our
recent acquisitions of Maly’s Midwest and
Marshall’s Salon Services.” Reach Paul at 727561-0622, ext. 233, or [email protected].
Visit loreal-usas-salon-centric-division.com.
Beauty Systems Group (BSG) vice president,
Frank Fulco, said, “March is great time of the
year for our industry to come together as one.
Our customers—salon professionals—were
excited to learn about new products, meet our
guest artists and network with each other
during BSG Experience Events in our VIP Room.
Every time we meet with our customers, so
much positive energy is created. It was a great
experience for our customers and our team.”
Reach Frank at 800-362-3186 or
www.beautysystemsgroup.com.
Michael O’Rourke’s new hair care line,
branded simply as "Michael O’Rourke," used
ABS as its coming out party and did it in a firstclass way. Working non-stop from the show
opening to after close each day, Michael drew
SRO crowds. His team sold completely out of
the intro four-piece salon bag deals, which
contained one of each of the line’s four styling
products, led by 3-Way Hairspray. The line’s
hero product features three nozzle settings
that allow the stylist to use one hair spray that
can deliver a light, medium or firm hold. The
other three skus are Get a Lift (volumizing
spray that can be used on wet or dry hair), Fix it
Up (light weight leave-in styling conditioner)
and Work it Out (detailing paste). BIR talked
with COO Nicole Pelissier, who said, “This is
truly an incredible launch for us. We couldn't
be more pleased with how everything is going.
We knew we would make an impression, but
this was more than we expected. The
distributors who committed to our line at the
show have been amazing. We all just feel so
blessed to be here supporting Michael and his
vision." Reach Nicole at 310-908-0786 or
www.michaelorourkehair.com.
CND (Creative Nail Design) also used ABS to
showcase its new product launch, creating a
serious buzz with a soft launch of Shellac,
which CND calls the world's first hybrid nail
“March is a
great time of
year for our
industry to
come together
as one. Salon
professionals
were excited
to learn about
new products,
meet our guest
artists and
network with
each other.”
color. Nail technicians applied Shellac to
distributors, salon professionals and the media,
resulting in coverage by NBC, ABC and key
Chicago print media. “This game-changing
product applies like polish, wears flawlessly for
14 days of high gloss shine, dries instantly and is
removed in 10 minutes,” states Kimberley
Natale, CND vice president of marketing. “The
formula is thin and flexible like polish, so it
looks natural, but provides strong natural nail
protection with a resilient mirror finish that
resists dullness and chipping, even during the
most rigorous activities. As amazing as Shellac
is on, removal is just as satisfying. No soaking,
drilling or filing is necessary. Shellac is a
professional service launching in salons globally
this month.” Reach Kim at 760-599-2900 or
[email protected]. Visit www.cnd.com.
Zerran Absolution Professional Clarifying
Shampoo made its Midwest debut. This patentpending 100% vegan clarifying shampoo works
within a neutral pH range, formulated with
botanical essential oils, natural extracts to
soothe and condition and natural chelators
from citrus fruit. The key feature of Absolution
is its ability to remove stubborn silicones
without stripping the hair. By design, reactive
metal ions, like cupric oxide, oils, styling
polymers, residues from medication, salts and
cosmetic contaminants are also eliminated.
“That way,” says Zerran marketing director,
Cindy Van Steelandt, “stylists can be confident
that their artistry and application of color,
perms, straightening solutions and other
professional hair services present superbly in
perfectly prepped hair.” Absolution is available
in 2-ounce, 8-ounce and 32-ounce bottles.
Reach Cindy at 800-626-1921 or
www.zerranhaircare.com.
At Sexy Hair Concepts, BIR chatted with
President Karl Heinz Pitsch, who said, “We had
a very successful show underlining our
increased dedication to education. On Sunday,
our artistic team presented our first main stage
presentation, and our artistic director, Rafe
Hardy, had a sold-out classroom followed by a
hands-on session on Monday. We presented
our new Healthy line and the texturizing
powder Powder Play. We definitely plan to be
back next year. ABS show management was
great to work with, and I don’t see a need to fix
anything that isn’t broken.” Reach Karl Heinz at
www.sexyhair.com.
At Farouk Systems, Leonel Rodgriguez from
Mexico teamed with Canadian Rocco Vitelli to
create avant-garde styles with the use of hair
forms, pins and styling techniques combined
with CHI aerosol hairsprays. From Holland,
Patrick Kalle and Richard Jordan recreated
styles from the new Contradiction collection.
America’s Beauty Show continued on page 14
JUNE 2010 13
America’s Beauty Show continued from page 13
They demonstrated the versatility of CHI
Ceramic Styling Irons and styling products. The
team of Tommy Tusa and Marco Passaniti
energized the audience with asymmetrical cuts,
and George Cooper performed stylistic cuts
and channeled Michael Jackson by marrying
cutting with signature Michael moves. Reach
Gregg Emery, Farouk Systems vice president of
sales and marketing, at 800-237-9175 or
[email protected]. Visit www.farouk.com.
Kim Etheredge, co-founder of Mixed Chicks
hair care, told BIR, “ABS was a great experience
for the Mixed Chicks crew. This was our first
time and the timing couldn't have been better.
In an industry where hair is segregated by race
and texture, Mixed Chicks was able to bring all
worlds together and break the color lines. The
Midwest is a market full of many biracial and
multicultural people with combination hair
who feel unrepresented and unguided in their
search for their specific hair needs. Mixed
Chicks was there to save the day and include
everyone with a curly texture under one brand,
instead of separating by color and race.” Reach
Kim at 818-461-8160 or [email protected].
Visit www.mixedchicks.com.
Sales of basic salon tools are always solid at
every salon show and at ABS, dozens of
suppliers of appliances, shears and hair brushes
were doing brisk business.
At FHI Heat, Les Haverty, vice president of
international sales and key accounts, told BIR
that sales of the company’s styling irons,
including the popular Runway iron, workhorse
Technique and Platform irons and the new
entry-level GO iron; the new Elite Professional
Series iron and dryer; and the company’s array
of super-light, high-tech blow dryers added up
to capture honors for top sales in the Salon
Centric/Marshall’s area. “Salon professionals
have been saving their money for the last 18
months, so our deals were designed to help
them take home the irons and dryers they need
for their daily work at the salon,” he explained.
“We sold 600 of our new fashion totes with
tools by noon on Sunday. Our retail displays,
which help salons build a new profit center,
were also a big hit.” Reach Les at
www.fhiheat.com.
At ABS, BIR visited with two very different
hair brush exhibitors—one a brand new supplier
14 JUNE 2010
and the other a company that has been
supplying the salon industry for decades. At
Spornette International, one of the salon
industry’s major hair brush suppliers for more
“ABS 2010
occupied
30,000 net
square feet
more than last
year’s show,
according to
show
management.”
than 50 years, Jeffry Sporn, a second generation
family member, stated, “One of our top-selling
items was our Square Styler brushes. Everybody
loved our pitch: ‘Square is the new round!’
Spornette’s Square Stylers feature an aerated
square barrel instead of the standard round
barrel. The square barrels allow for great waves
and curls and are also perfect for straightening.
The barrel and nylon bristles are treated with
both tourmaline, which conditions and adds
shine to the hair, and nano-silver additives,
which keep the brush clean. The nylon bristles
are also crimped to penetrate the hair better.
They’re available in four sizes. Reach Jeffery at
www.spornette.com.
A new supplier of hair brushes, Brush Lab, a
division of IBP, was exhibiting its new line of
Fresh hair tools and accessories in vibrant
colors, including lime green, tangerine, bubblegum pink and fuchsia. “The colors are
wonderful, but the stylists were equally
impressed with the performance of our
professional brushes,” said marketing manager
Thiago Santos. Reach Thiago at 888-427-8455
or [email protected].
Timing is everything in marketing, and Bosley
Scientific Hair Research introduced its product
line at the right time. With P&G Professional
acquiring Nioxin, the market leader in the
thinning hair aids category and then making
major distribution changes, it opened an
opportunity. In stepped Bosley and offered
those distributors who lost Nioxin a viable
replacement. As a result, the company has
gained national distribution almost overnight.
Bosley Professional Strength Hair Regrowth
Treatment is available in two strengths, a
Women’s 2% and a Men’s 5% formula. Each kit
includes two 2-ounce bottles, which is a two
month supply (list $21.30/SRP $34.95). Eric
McLemore, Bosley Professional Strength
president, told BIR, “I was glad to see the show
so crowded, with enthusiastic attendees. I think
it bodes well for the immediate future of our
industry. I have to admit, I’m a fan of the
downtown venue. It allows for people to get
out and experience Chicago, if they can
squeeze in the time, of course.” Reach Eric at
800-Bosley1 or [email protected]. Visit
www.bosleypro.com.
It’s ironic with the furor about next year’s
Chicago area shows that BIR received this
announcement from ABS: America’s Beauty
Show was named among the Top 100 Events in
Chicago by BizBash magazine. Also, after just
three years, ABS placed fifth in size,
attendance, exhibitors and importance to
Chicago, just behind the Restaurant and the
Housewares Shows, events that have been at
McCormick Place for decades. “These types of
results and rankings don’t happen by accident.
They require a great commitment to our
industry,” said Frank Gironda, president of
Cosmetologists Chicago.
The next ABS will take place March 12-14,
2011 at McCormick Place West. Call
312-321-6809 or email Paul Dykstra at
[email protected]. Also, visit
www.americasbeautyshow.com for continuous
updates.
Students win at Empire’s Future Pro Expo
E
mpire Education Group’s top students were
honored on May 17 at this year’s Future
Professionals Expo & Competition. More than
1,900 students from Empire’s 96 schools across
the nation attended the 6th annual event in
Hershey, PA, where students from each school
competed for valuable prizes, including
Masters of Beauty Classes with celebrity stylist
Nick Arrojo, a NY Fashion Week backstage
experience with Creative Nail Design,
educational trips to Paris, Las Vegas, Baltimore
and Orlando and thousands of dollars worth
of professional tools and products. The event
also featured classrooms with advanced
training; an Expo where attendees learned
about top professional salon and spa products,
tools and advanced educational programs; and
a Networking Café, where students met and
interviewed with salon owners and other
potential employers to explore the many
exciting career opportunities available to them.
Nick Arrojo and his team presented a 90minute show to kick off the Masters of Beauty
(MOB) Skills Certification Program, a national
advanced education platform presented in
partnership by Empire Education Group and
Arrojo to help beauty professionals build
profitable, rewarding and sustainable careers.
“In the six years we have been holding this
competition, this was by far the most
competitive year,” says Franklin K. Schoeneman,
chairman and CEO, Empire Education Group.
“There is no question that these students have
the talent and dedication necessary to succeed
in their chosen fields, and we expect all of
them to have their pick of fabulous job
opportunities when they graduate.”
Here are the winners:
1st Place Trend Cut & Style with Color:
Milagros Rodrigues, Northeastern Philadelphia.
Milagros’ prizes include an all-expenses-paid
trip for an exclusive educational event to the
KPSS Goldwell/KMS Baltimore Global
Academy, Finger Blade Shears and a trophy.
Judges included Brig Von Osten, the winner of
Shear Genius 2010; Shannon Lamm, Goldwell
Guest Artist; John O’Neil from Outlooks for
Hair; Adrienne Lamanno from Goldwell/KPSS
and Laura Kenney, senior beauty editor of
StyleList.com.
1st Place Long Hair Evening Design: Lindsay
Krug, Hanover, PA. Her prizes include an allexpenses-paid trip to the KPSS Goldwell/KMS
Baltimore Global Academy and a trophy.
Judges included Jane Shin Park, beauty editor at
Teen Vogue; Randy Rick, vice president/
creative for Empire Education Group; Denise
Thompson from the DiJulius Group; Francie
Sorem, ISO Artistic Creative Team Member; and
Mark Woolley, international creative director,
Empire Education Group.
1st Place Men’s Cut, Color & Style
Storyboard: Bobbie Jo Lorenzetti, Lehigh Valley,
PA. Prizes include an all-expenses-paid trip to
the KPSS Goldwell/KMS Baltimore Global
Academy and a trophy. Judges included Mark
Woolley, Sal McKinzie, field education manager
for Goldwell/KPSS; and Martin Dale, vice
president of education for Matrix.
1st Place Artistic Braided Design: Crystal
Grate, Pottsville, PA. Her prizes include an allexpenses-paid trip for an exclusive educational
event to the Goldwell/KMS Baltimore Global
Academy and a trophy. Judges included Vivian
Elam, Empire graduate and master educator; Sal
McKinzie; Rob Willis, director of education and
creative services, African American
Concepts/JF Labs; and Elsie Cardell, president
and owner of Results and Sales Marketing, LLC.
1st Place Nail Art Display: Tiffany Manning,
Gwinnette, GA. Her prizes include an Odyssey
Nails educational event, a Creative Nail Design
gift set, backstage experience at NY Fashion
Week with the Creative Nail Design team and a
trophy. Judges included Jan Arnold, co-founder
of Creative Nail Design; Jan Zanettini, national
school account manager of Creative Nail
Design; Trang Nguygen, owner of Odyssey Nail
Systems; Catherine Wong, trainer for Odyssey
Nail Systems; and Maggie Mulhern, beauty and
fashion director for Modern Salon Media.
1st Place Make-Up Artistry Storyboard: Bao
Thao, Milwaukee. Her prize is a Bodyography
Professional Artistry Kit, valued at $699. Judges
included Lydia Sarfati, founder and CEO of
Repêchage Skin Care; Seda Azarian, director of
education at Repêchage; Anita MorelloZappacosta, national director of sales and
marketing for Robanda International; Karie
Frost, fashion editor for Beauty Launchpad; and
Julie Nostrand, founder of South Seas Skin
Care, LLC.
National Future Professional of the Year:
Tiffany Powell, Bloomington, MN. Prizes
include an all-expenses-paid trip to the
Goldwell Trend Zoom in Paris, a MOB Tour
Class, an educational event sponsored by
McBride Research Laboratories, Inc., a laptop
computer, Diamond Shears and a trophy.
National Educator of the Year: Michaele
Schaeffer, an educator at Empire Beauty School
in Exton, PA. Michaele’s prizes include an allexpenses-paid trip to Las Vegas for the Masters
of Beauty (MOB) Tour Class, as well as a class
at the KPSS Goldwell/KMS Global Academy.
Michaele was also gifted with a laptop
computer from Fromm International and
Diamond Shears.
1st Place Total Team: Pottsville, PA.
Plans are under way for the 7th annual
event, scheduled for May 15-16, 2011. Says John
Mascarini, show director and vice president of
curriculum and methodology development for
Empire, “Empire’s 2011 Future Professionals Expo
will set new milestones for the largest studentonly event of its kind in North America by
bringing more than 2,500 future professionals
to Hershey, PA for a life-changing event. It will
include six educational theater classes; 100
professional beauty companies showcasing
their products and services; and 300 students
competing ‘head-to-head’ in a live national
competition. Add on opportunities to explore
careers and meet potential employers in the
Network Café and then end with a big awards
presentation featuring a national beauty
industry superstar, and we’ll have another big
winner. This year, exhibit space sold out very
early, and we already have a waiting list for
2011, so companies interested in participating
should reserve their space immediately.”
For more information, reach John at
www.empire.edu.
JUNE 2010 15
Cosmoprof Bologna erupts with new products
T
he eruption of a volcano on Iceland had
far-reaching consequences for air travelers
lasting almost a week—a week that included
Cosmoprof Bologna 2010. Because of the travel
disruption, a significant number of buyers never
made it to the show. David Leib, president of
Robanda International and a regular Cosmoprof
exhibitor, describes the impact: “The Bologna
show was for us (and everyone else we spoke
with) a big disappointment, because so many
buyers were unable to make it to Bologna due
to the volcanic ash. Roughly 40% of our
international distributors never made it.”
Beauty Industry Report (BIR) was fortunate,
because we arrived a day early; however, we
were forced to stay in Bologna for two extra
days before catching our flight out. Being
“stuck” in Bologna isn’t the worst problem—
more pasta, more wine and more cannoli.
Cosmoprof is much more than a showcase
for products. In fact, if you work in the world
of beauty and specifically in the salon
marketplace, no matter what your job
function—from manufacturer to distributor to
salon professional—you owe it to yourself to
visit Cosmoprof at least once. It puts the entire
business of beauty in perspective. In reflecting
upon coming to Cosmoprof for the 8th time, I
realize if I had made that trip 30 years earlier, it
would have altered my career—I would have
chosen to be a manufacturer/marketer instead
of a distributor.
In spite of the negative impact from the
volcano, the 43rd edition of Cosmoprof was a
success. This year’s exhibition boasted 2,254
total exhibitors, which represented a 2.6%
increase over 2009. Foreign exhibitors
represented 59% of the total, a 1.5% increase
over the prior year. The remaining 41% were
Italian exhibitors that represented a 4% increase
over the prior year. The total net exhibition
space was 185,000 square meters, a 2% increase
over 2009. The four-day exhibition attracted
146,331 visitors—an increase of 4.8%.
Cosmoprof Bologna covers 1.85 million
square feet. It is physically impossible to cover
every pavilion during the show days. After
attending for a number of years, BIR now limits
16 JUNE 2010
its coverage to the following pavilions: Beauty
& Spa, Hair and Nails.
Over the four days, a full schedule of events
and seminars started with Cosmopack, a oneday program that kicks off Cosmoprof. The
theme was “How Can the Cosmetic Industry
Re-invent its Process?—Helping the Final
Customer To Be More Environment Oriented.”
The package program and display areas are
meaningful not only for new resources, but
they provide a preview of future trends.
The night life is also part of the experience.
Between parties and great restaurants, aftershow hours fly by. On Friday night, the
Independent Cosmetics, Manufacturers and
Distributors Association (ICMAD) hosts its
annual cocktail and dinner party at the five-star
Carlton Hotel, where many U.S. beauty
business members stay. Penni Jones, the
executive director of ICMAD, and her team do
a great job. ICMAD also supports its exhibiting
members on site. If you are a marketer of
beauty products, BIR recommends that you
take a serious look at joining this organization.
Reach Penni at 800-334-2623 or
[email protected]. Visit www.icmad.org.
Every year, Nikos Mouyiaris, the founder and
president of Mana Products, one of the largest
contract manufacturers of beauty products,
including cosmetics and skin care, takes over
Palazzo Isolani, a historical palazzo that is
stunning as a representation of the Italian
Renaissance, where food and wine do not stop.
Another big event was hosted by OPI cofounder and president, George Schaeffer. It was
the company’s fifth annual Cosmoprof
celebration at the Garganelli Restaurant in the
beautiful Savoia Regency Hotel. BIR knew it was
going to be something special when we
opened our electronic invitation and were
serenaded by Dean Martin singing “That’s
Amore!” George told the guests that this year
marks OPI’s 29th anniversary and that OPI’s
export business is up a whopping 58%. With
the music, the dancing and the food, the party
was a blast. BIR carefully scoped out the food
table, which featured almost 40 running feet of
food platters.
At the show, the DePasquale Companies
were in full force. Founder Carmen DePasquale;
President Joe Mastalia; vice president of
Avancé Skin Care, Dee DeLuca-Mattos; and
national sales manager of ECRU New York,
Mark DePasquale, were all working the exhibit.
BIR talked with Mark, who stated, “DePasquale
Companies unveiled our new booth that
featured our four lifestyle collections: ECRU
New York, New York Streets, Beauty Addicts
and Cures by Avancé. We were extremely busy
with appointments all three days. We launched
our Village Collection of four finishing products
(Paste, Tar, Wax, Xtreme Gel) in the New York
Streets Collections.” For distribution
opportunities, contact Mark at 800-724-4247 or
www.ecrunewyork.com.
The American Pavilion was in Hall 30, and
BIR had the opportunity to chat with a number
of industry friends. Palladio Cosmetics’
president, Phil Solomon, whose father, Richie,
attended the first Cosmoprof Show 43 years
ago, said, “The show traffic was light, but it
seems the people who made it were there and
serious.” Phil showed BIR his new U.S.-made
Shadow Liner Crayons. These long-lasting, gelbased formulas come in 12 shades. They are
priced, like all Palladio products, at $5.99 SRP. A
wall unit and a counter display are available.
Both contain six pieces per shade and a tester
provided at no charge. Contact Lorraine Guzzo,
director of sales, at 917-373-2677 or
www.palladiobeauty.com.
Manic Panic unveiled an alternative
cosmetics line, commencing with Creature of
the Night, a limited-edition collection of bold
palettes designed to create specific nontraditional looks. Kits feature one-of-a-kind
instructions direct from Tish and Snooky, the
queens of Manic Panic, offering a progression
of looks, ranging innocently from PG-13 to
Rated X. Palettes include dramatic and
seductive eye statements, deathly luscious lip
lacquers and complete looks for the ultimate
decadent outing. The line boasts cruelty-free
formulas with staying power (SRPs range from
$3.00 to $20.00). Co-founder Tish Bellomo told
BIR that she and her sister, Snooky, who were
back-up singers for the rock group Blondie, are
still doing singing gigs. Reach Alexander
Lebedev, president, at 206-313-4678 or
www.manicpanic.com.
Chris Chon, president of Mirage Cosmetics,
introduced an expanded range of nail color to
the European market. Chris noted, “Our line’s
vast and unique color range, proprietary
packaging and value-price-point positioning
proved attractive to a long list of new markets.
Having successfully launched the brand in
France in the first quarter of 2010, Cosmoprof
provided us the platform to secure distribution
partnerships for Italy, Holland, Spain, Portugal
and Poland, as well as some key Middle Eastern
markets.” He said that Mirage has experienced
year-over-year growth in excess of 35% for the
past two years, and that the brand is now the
No. 1 U.S. nail color brand at retail, according to
A.E. Nielsen, as of December 26, 2009. Mirage
extended its nail offerings at the show with the
introduction of Sinful Colors Nail Art Paint. The
specially-designed ultra wispy brush facilitates
fine designs and details on the nail. Formulated
specifically for nail art, the extra viscous
formula is available in 40 shades. Reach Chris at
www.sinfulcolors.com.
Another US Pavilion exhibitor was Make Up
Designory (MUD). Tate Holland has parlayed
the popularity of makeup artistry as a viable
growing profession and has used his Make-up
Designory School to provide outstanding
education for people pursuing a career in this
fast-growing field. Tate has developed a full
color cosmetics line, which of course, is used
in his two schools and also sold to makeup
professionals and consumers. Recently, the
MUD cosmetics line has been re-branded with
every package containing the following
information: The Basics, Quick Study and Tool
School. The Basics tell what the product is.
Quick Study tells how to use the product to
achieve the best results. Tool School tells
which tools work best. The line is also colorcoded, dividing the products into easy-tofollow sections that can be found on the
packaging, in the product catalog and at the
on-line store. To see the line, visit
www.mudshop.com or stop by the stores in
Burbank CA, and New York City. Reach Tate at
www.mud.edu.
Cosmoprof
Bologna puts
the entire
beauty
business into
perspective.
Conair, always a big exhibitor at Cosmoprof,
and Lee Rizzuto Jr., the company’s vice
president of global business, had an exciting
show with BaByliss ratcheting up the Italy
experience to a whole new level. Lee told BIR,
“The day prior to the start of Cosmoprof,
BaByliss, together with Ferrari (Ferrari, as in
Motor Cars), hosted approximately 50
countries for a VIP meeting at the Ferrari
Factory in Maranello, Italy to unveil the new
BaByliss Volare hair dryers powered by Ferrari
engines. Massimilo Ferrari attended the
reception and shared his personal excitement
about this venture. Following the reception, the
VIP Guests were brought out to Ferrari's test
track, where several of them were given 200
mph rides of a lifetime. The Ferrari Challenger
Series Cars also sported the BaByliss logos,
along with a large picture of the new Ferrari
dryer engines on the roof of the cars.”
Lee added, “Rusk had its own free-standing
pavilion, where it continued to introduce
cutting-edge global trends together with its
Deep Shine Italian Cream Color and Argan Oil.
Satin Smooth debuted Organic Soy Wax, Pure
Indulgence Citrus Mojito and Titanium Blue
Waxes.” Reach Lee at 800-726-6247 or
www.conair.com.
At Pavilion 35, I ran into Frankie Cacciato,
Katherine Frank Creative (KFC) CEO, who told
me that his show management firm has
expanded its international business. He noted,
“This was our second year working with clients
at Cosmoprof, and we have been invited and
recommended to throw our hat in the ring for
international services full time. Our company
has brought a new flair of exhibit design to the
table with competitive pricing and service, as
well. A big deal is that we handle all the
communication for our clients exhibiting in
other countries, which can be quite the task.
We worked with a number of clients at the
show, including Keratin Complex. Their booth
business was insane. We also did KMG/Dashing
Diva. Next stop for them is the United
Kingdom! We are especially proud of the work
we did for Sexy Hair Concepts. Their exhibit
was more than 1,600 square feet, with a main
stage, prep room and full retail selling area
enclosed in the booth itself. On average, there
were four to five stylists on stage at all times,
including their top hairdressers from Italy, and
their top hair team from the United States,
with a full-time interpreter for that team, as
well. The new exhibit was designed and built
through KFC with our exhibit partners from
France and Portugal.” Reach Frankie at
630-620-7720, ext. 21, or
www.katherinefrank.com
Karl Heinz Pitsch, Sexy Hair Concepts
president/CEO, said, “The Sexy Hair Artistic
teams from the United States and Europe
wowed their audience with outstanding hair
and energy with their nonstop performance.
The booth was packed at all times. The
audience enjoyed the education and product
information, especially the preview of the
Healthy Hair line extension, Reinvent Color
Extend, sulfate-free repairing products that
extend the life of hair color. The products will
launch in the United States in July.” Reach Karl
Heinz at 818-435-0801 or
www.sexyhair.com.
At Keratin Complex, Larry Solomon,
president, told BIR, “On Friday and Saturday, we
were busy with appointments and walk-ins all
Cosmoprof Bologna continued on page 18
JUNE 2010 17
Cosmoprof Bologna continued from page 17
day without breaks. However it was a different
story on Sunday and Monday. The show was
filled with local stylists and all the exhibitors
were only concerned about volcanic ash and
cancellations of their flights home. People
were scrambling for any kind of rental car or
train to anywhere because Bologna airport was
closed. Our group of eight was cancelled
Tuesday, but we managed to book home on
Friday and take an extra three days in Florence.”
Reach Larry at 888-409-4445 or
[email protected]. Visit www.keratincomplex.com.
Michael O’Rourke was introducing his new
styling line to Europe, and his show was jampacked with distributors from all over the
world, including a significant number of U.S.
distributors. Michael, known as one of the
hardest-working artists in the industry, was on
his stage before a packed crowd on Friday
when many other booths weren’t even open.
Reach COO Nicole Pelissier at 310-908-0786 or
www.orourkehaircare.com
Daniel Silverter, vice president of sales,
introduced Origenere, a hair care system
developed by Dr. Antonio Armani to tackle
common ailments, such as hair loss and
damage by environmental and chemical issues.
Daniel stated, “Each product utilizes problemspecific Organonutrients—our blend of natural
botanicals—which works in conjunction with
the body to achieve results without any
synthetic alternatives found in other cosmetics
that can adversely affect the condition of the
skin and hair. It’s the best of medical science
applied to cosmetic innovation.” BIR comment:
This is a line with big potential for the U.S.
salon market due to the large number of
young men affected by thinning hair and
premature baldness. The company has offices
in Los Angeles and Toronto and is seeking
distributors for the U.S. salon market. Reach
Daniel at 416-848-8466 or
www.origenere.com.
BIR visited with Brad and Garth Gauvin,
friends from Australia. Along with their father
and other brother, they operate Haircare
Australia, a large professional salon products
distribution enterprise. In addition to their
distribution business, the company has two
branded lines, Eco Kid children’s hair care and
evo, an Australian professional hair care range
18 JUNE 2010
distributed exclusively through better salons.
Evo is presented in a humorous, unorthodox
way and provides a medium for hairdressers to
communicate professionally with their clients
about hair care in an original way. Highlighting
the evo launch is haze styling powder. “If
you’ve just washed your hair and you’re
dreading the next three days of babyhairedmopville, then a little of this styling powder
will go a long way,” said stylist Leonard
Volcano or not,
Cosmoprof
Bologna lived
up to its
reputation as
the premiere
beauty event
in the world.
Newton. “It gives hair instant bulky texture
when it’s suffering from the ‘flop’—think
voluminous bird’s nest, but in a good way!” The
powder can be applied to dry hair anytime,
without the need for heat (50ml/list
$11.75/SRP $23.50). The official evo launch for
the U.S. is scheduled for July 1 and following
that, evo will be exhibited at Cosmoprof Las
Vegas. Reach Jim Fogg (U.S. sales) at
720-273-0901 or [email protected] or Brad
Gauvin (Australia) at +61 417 800 764 or
www.evohairproducts.com.
The nail pavilion was dominated by large
nail care distributors that handled a number of
professional companies. Robert Krusin,
president of Care Beauty and a partner with his
father, Bob Krusin, at BK & Associates, shared
his show experience, “This year, retail sales
were up from 2009, as well as distributor
interest and orders. Color Club, a manufacturer
we represent, had an outstanding show.” Reach
Robert at 877-227-3439 or
[email protected].
At Spongeables, another American company,
Elaine Binder-Popovsky, president, said, ”In our
6-year history, we have found that each trade
show experience is better than the last.
Cosmoprof makes it very easy for us to
accomplish a tremendous amount of business
in a very brief period of time. However, trade
shows today are not as crucial to business as
they might have been prior to electronic
communication. With email and a telephone,
I’m in touch regularly with buyers all over the
world, day in and day out. All business is local
in this day and age. Having said that, nothing
beats the personal touch, particularly with a
product like Spongeables and Spongellé body
buffers. We have a very sensual product that
appeals to the senses. You have to feel it, pick
it up, look at the color and experience the
fragrance to really understand the product.”
Reach Elaine at 866-753-8324 or
www.spongeables.com.
Earthly Body offered its Marrakesh Oil and
the extended Marrakesh line—Marrakesh Light
for fine hair (2 ounces/list $11.50/ SRP $23.00),
Marrakesh Shampoo (8 ounces/list $7.00/SRP
$14.00) and Conditioner (8 ounces/list
$8.00/SRP $16.00). In addition, the company’s
new Italian beauty distributor, EBD, offered the
line. Reach Georgene Smith, national sales
manager, at 877-EB4-HEMP or
www.earthlybody.com.
Volcano or not, Cosmoprof Bologna lived
up to its reputation as the premiere beauty
event in the world. Take a tip from BIR: Reserve
your hotel room now for the 2011 edition.
Cosmoprof 2011 dates are April 16-19, 2011. You
owe it to your company and to yourself to
make the trip and expand your view of the
global beauty industry. Of course, while you’re
in Bologna, you can take in the Italian culture,
shopping and food. BIR recommends these
wonderful Bologna restaurants as a few of our
favorites: Diana, Bati Becco, Osteria dei Poeti,
Da Fabio and Benso.
Connie Boltinghouse has been named vice
president of operations for Sport Clips, the
nation’s leading franchise dedicated to men’s
and boys’ haircuts. She has focused 25 years
of her career on franchising, with the last 18
in the cosmetology industry. “Connie brings a
great deal of knowledge and insight to our
strong and growing management team,” says
Sport Clips founder/CEO, Gordon Logan. “As
we continue to open stores each week
across the country, Connie will enable us to
accelerate our growth, while continuing to
increase our same-store sales.” Connie
served as vice president of franchise product
sales and, more recently, vice president of
franchise services for a Fortune 1000
company, opening businesses throughout
the United States and Europe. Connie has
been a consultant and convention speaker
for both corporations and church leaders in
the areas of leadership, change and
transition, mergers, conflict management and
resolution, high growth opportunity, needs
assessment and communication. Previously,
she was an author/trainer of business
development strategies and interpersonal
skills for The Barbers, franchisor of the Cost
Cutters and City Looks concepts. Reach
Connie at 512-869-1201 or
www.sportclips.com.
“For the past 13 years, I've been the director
of education for Nexxus Products Company.
I've had the pleasure of working with and
meeting wonderful people while
representing the brand. My position has
been eliminated as a result of the
consolidation and restructuring of the
Nexxus Professional operation and the sale
of the Aloxxi Hair Color brand, so I'm
exploring new opportunities. Reach me at
[email protected] or 805-895-7660.”
30-year veteran of the professional beauty
business, with experience in everything from
factory operations to international marketing
and direct sales, seeks a general manager
position. Contact [email protected] or
917-428-7087 for a resume.
Company is looking for successful businesses
in the professional beauty market. No
business is too small or too big. “We pay top
dollar, and if you want to continue to run
your business after the sale, that’s even
better.” Send details to BIR box 6-1.
Aroma Naturals is looking for sales reps in
all territories. The Irvine, CA-based company
has recently been purchased by Jeffrey Light,
the founder of Jason Natural Cosmetics.
Jeffrey is back in business with his son, Eric,
and many of the former Jason sales and
marketing people. Aroma Naturals is a 20year-old company that is a leading private
label supplier and marketer of its own
boutique brand of Soy-Aromatherapy-Pure
Essential Oil handmade candles. Jeffrey is
offering family and friends discounts to his
old Industry friends to say, “Thank you for all
the good things the industry has provided in
the past.” Reach Jeffrey at 949-263-1400, ext.
227, or [email protected]. Visit
www.aromanaturals.com.
Soma Leave-In Conditioner helps to undo
the damage caused by coloring, hot tools
and UV rays. It’s made with organic keratin
protein, a natural-binding protein that
replaces lost amino acids in the cuticle, and
is an alcohol-free detangler (8 ounces/list
$7.00/SRP $14.00). Wahl Professional
Products’ Soma Organics line is dedicated to
naturally and organically improve the health
and quality of the hair. Reach Lance Wahl,
general manager, at 815-548-8456 or
www.somaorganics.com.
Number 4 High Performance Hair Care
introduces Firm Hold Gel. It adds shine,
resists humidity and gently molds the hair
fibers into the desired shape. Think sleek
ponytails, chic chignons, defined curls and
finger waves (5.1 ounces/list $17.00/SRP
$34.00). Reach Toni Wells, brand director, at
Visit www.number4hair.com.
Scruples Platinum Shine Brightening
Shampoo neutralizes unwanted yellow tones
to keep blonde and gray hair looking cool,
bright and healthy. Its sulfate-free formula is
enriched with chamomile extract to restore
shine and enhance light hair. It also contains
sea kelp extract, which is rich in vitamin A
and B-complex vitamins. Its Protective
Barrier Complex conditions and protects hair
(8.5 ounces/ list $7.50/SRP $15.00). Reach
Tracey Liguori, office of president-marketing,
at 800-457-0016 or
www.scrupleshaircare.com.
Rusk launches Deepshine Oil, a marine
mineral-enriched argan oil treatment that
smoothes the cuticle, eliminates frizz and
improves elasticity and hydration, leaving
hair soft, silky and manageable with
condition and shine. Used as a styling or
finishing product, Deepshine Oil is color-safe
and helps protect hair from heat and
environmental damage (4 ounces/list
$15.00/SRP $30.00). Reach Joe De La Cruz,
Conair sales manager, at 518-330-4924 or
[email protected]. Visit www.rusk1.com.
Rashell Cosmetics Masc-A-Gray/Hair Color
Mascara covers gray roots instantly and
makes color look salon-perfect. It is water
resistant and stays on till shampooed out. It
is temporary color with a mascara brush for
easy hairline application. A free display is
available in 12 shades with free testers and
free shipping (list $3.75/SRP $7.50/dealer
cost $270.00). Reach Mehrdad Mobassery,
president/CEO, at 800-984-7600 or
www.rashellcosmetics.com.
JUNE 2010 19
Pravana introduces Fresh! Volumizing Dry
Shampoo. Fresh! works by “dry” cleaning hair
with natural antibacterial ingredients that
target, attack and eliminate odor-causing
germs. Natural absorbents trap and remove
oils, leaving hair fresh and replete with
volume. This dual-action formula is dry and
weightless and works without the use of
water. Simply spray it on and brush it
through (3.4 ounces/list $9.00/SRP $18.00).
Reach Steve Goddard, president, at
Visit www.pravana.com.
Eufora’s Color Locking System—Illuminate
Shine Mist (4 ounces/list $10.00/SRP
$20.00) and Sculpture Styling Glaze (10.1
ounces/list $11.50/SRP $23.00)—helps keep
hair color bright on sunny summer days.
Certified organic aloe vera gel and squalene
from the skin of the olive combine for
weightless shine. Simply combine both
products and work through damp hair.
Reach Mia West, director of public relations,
at 619-920-4101 or [email protected]. Visit
www.eufora.net.
Achieving full, beautiful hair goes beyond
topical treatments with the launch of
Healthy Hair Vitality Supplement from
Bosley Professional Strength. “What we put
inside our bodies is just as important as
what we do on the outside, which is why we
are adding ingestible supplements to our
hair preservation regimen,” says Eric
McLemore, president. The men’s formula
vitalizes fine or thinning hair, weak hairlines
or areas of low hair density. The women’s
formula vitalizes fine or thinning hair, and
promotes fuller-looking, shiny hair, healthylooking skin and stronger nails (60
tablets/list $17.50/SRP $34.95). Reach Dev
Rice at 800- 267-5391 or
www.bosleypro.com.
20 JUNE 2010
Men’s grooming brand Lucky Tiger, which
turned 75 this year, has branched out from
the shaving and facial skin care business into
body care with a line called Head to Tail. As
part of a move to enter the natural products
retail space, Stacey Rosen, vice president
and co-owner of At Last Naturals Inc., Lucky
Tiger’s parent, says Head to Tail is rolling out
to about 2,000 doors, including Whole
Foods, The Vitamin Shoppe and Pharmaca
Integrative Pharmacy and Dillard’s. Head to
Tail includes a 2-in-1 shampoo and body
wash, a 2-in-1 deodorant and body spray and
an anti-acne and blemish soap. The parabenfree products are infused with organic
ingredients and antioxidants, and a lip balm
accompanies the trio. Products are
formulated with botanical ingredients grown
in upstate New York at an organic farm that
is a certified Quality Assurance International
processor. Head to Tail Shampoo and Body
Wash is infused with mint and citrus and
uses peppermint oil to prevent irritation and
rosemary extract to nourish the skin (8
ounces/list $9.00/SRP $18.00). The
deodorant and body spray features vitamins
A, C and E, employs vetiver to moisturize,
rosewood for its antioxidant qualities and
grapefruit-seed extract to fight free radicals
(3.4 ounces/list $9.00/SRP $18.00). The acne
and blemish soap is designed to control oil
buildup and has aloe vera to heal the skin
(3 ounces/list $9.75/SRP $19.50). Peppermint
lip balm contains sunflower, peppermint and
jojoba oils, beeswax, vitamin E, rosemary
extract and calendula (0.15 ounce/list
$3.00/SRP $6.00). At Last Naturals had total
revenues of $4.3 million in 2009, according
to industry sources, who added that the
Head to Tail range could boost that figure by
$500,000 in its first year on the market.
Lucky Tiger accounts for about 40% of At
Last Naturals’ total business, which also
includes premenopausal and menopausal
products and women’s skin care products. At
Last Naturals also markets a line of about 20
Lucky Tiger products found in about 1,000
barbershops. The assortment for
barbershops, where the brand got its start in
1935, includes hair tonic, aftershave cream,
styling wax and moustache wax. The
specialty- and natural-products storepositioned Lucky Tiger assortment now
numbers 10 products, including Head to Tail
and the existing shaving and facial skin care
items. Also, getluckytiger.com is being
relaunched with links to Facebook, Twitter
and Foursquare. To learn more, reach Fred
Rosen, president and co-owner, at
www.luckytiger.net.
H2pro introduces the Presto Flat Iron. It
features turbo power technology with a
turbo trigger to cut styling time and
simultaneously seal in moisture. Every time
the Presto Flat Iron is clamped, this turbo
trigger is released, turning stubborn and dry
hair into sleek, vibrant and healthy tresses
(1- or 1 ¼-inch/list $120.00/SRP $180.00). For
more information about the new iron, reach
David Junior, marketing director, at
800-896-7728 or
www.h2probeautylife.com.
Taking advantage of the performance of its
flat iron with keratin straightening systems
that require high heat to maximize the
results, IZUNAMI has teamed up with the
Marcia Teixeira Brazilian Keratin Treatment.
As it turns out, it is a match made in hair
heaven. Brazilian Keratin Treatment captures
the purest form of keratin, which
strengthens and revitalizes the hair's capillary
fibers, making it sleek and healthy longer.
The IZUNAMI 450 flat iron makes the job
easy. Its high temperature and hair-friendly
ceramic plates self-adjust to the thickness of
the hair, requiring fewer strokes through the
hair during the straightening and smoothing
process. To learn more, reach Peter Lim,
senior sales manager for IZUNAMI, at 516883-6666 or [email protected]. Visit
www.Izunami.com.
Hairart Products introduces the H3000
Handmade Ceramic Carbon Comb made
from a lightweight carbon. The comb
features an ionic coating that leaves hair
smooth and shiny. And because it’s 100%
static-free, it helps prevent flyaways and
frizz with just one swipe. The comb is also
heat-resistant, making it safe to use during
heat-styling. Recently featured as the editor’s
pick at Essence.com, the comb collection is
available in black, pink and red (#H30013/
list $7.50/SRP $14.95). Reach Jackie Yu,
president, at 888-424-7278 or
www.hairartproducts.com.
Joico, the company known for its hair
reconstructing formulas, has applied its
healing power to a new thermal iron. The
result is the K-PAK ReconstRx VaporIron, a
styling iron system that reconstructs, repairs
and protects hair as it smoothes and
straightens. The K-PAK ReconstRx VaporIron
features a built-in, refillable liquid reservoir
that delivers ReconstRx VaporFuel deep
inside the hair as it styles. The VaporFuel is a
blend of K-PAK’s signature Quadramine
Complex, which includes proteins,
antioxidants, essential fatty acids and
botanical moisturizers to seal the cuticle and
repair hair from the inside out, while
protecting hair from further damage. The
introductory system comes with the iron, a
3.4-ounce VaporFuel, a consumer brochure
and a how-to DVD (SRP $159.95). Reach Sara
Jones, senior vice president of sales and
general manager, at 800-805-6426, ext. 109,
or [email protected]. Visit www.joico.com.
Lakme USA launches California & Northern
Nevada distributor, Beauty Solutions of
Santa Cruz, CA. Lakme, imported from
Barcelona, Spain, is a high-end color line and
hair care support line. “We feel fortunate to
partner with Wes and Laurie Brown, Minda
Ghio and Gary Heath—true beauty
professionals with a track record of
success— making this new alliance a natural,”
says Lakme USA president, Joseph Mastalia.
Reach Joe at 800-724-4247, ext. 252, or
www.depasqualeco.com. Visit
www.lakmeusa.com.
Bosley Professional Strength adds Cranston,
RI-headquartered Masello Salon Services as
its distributor for the New England area.
Masello Salon Services will service Maine,
New Hampshire, Vermont, Massachusetts,
Rhode Island and parts of Connecticut.
“Masello Salon Services’ commitment to
customer service and hands-on approach
will help launch Bosley Professional Strength
to even higher levels of success,” says Bosley
president, Eric McLemore. Reach Eric at
800-Bosley1 or [email protected]. Visit
www.bosleypro.com.
Salon Services & Supplies recently relocated
and expanded its Spokane showroom to a
new 3,600-square-foot space at 611 E. 2nd
Avenue. “We are excited to have expanded
our showroom to a great new location that
is more convenient and accessible to our
clients,” says Londa Vaughn, showroom
supervisor. All eight Salon Services &
Supplies showrooms celebrated the grand
opening of the Spokane showroom on June
14, with a customer appreciation event sale.
Reach Sydney Berry, president and owner,
at 800-251-4247 or
www.salonservicesnw.com.
Alberto-Culver reported a double-digit rise
in group sales, despite the fact that sales in
the U.S. market fell during its second period.
Sales were up 11.8% to $384.8m, compared to
$344.3m in the corresponding period last
year. However, in organic terms, the sales
rose by only 1.2%, underlining the major gains
from positive currency translations. Net
earnings were up by 7.3% to $30.14m,
compared to a figure of $28.07m last year, a
figure that underlined healthy sales gains in
its overseas markets. CEO James Marino said
that the strong sales had been driven by the
strength of its leading brands and gave a
special mention to TRESemme, which has
been helping to drive sales both in the
United States and the international markets.
However, despite the positive impact of the
brand on U.S. sales, overall sales in this
market were down 1.7%, which the company
said was largely due to lower than normal
customer service levels, partly caused by
supply chain and systems disruptions.
However, with international sales increasing
by 38.7%, with currency gains as well as
acquisitions and divestures accounting for
31.7% of that figure, the group sales results
looked strong. On a six-month basis, net
sales increased by 7.3% to $747.8m, up from
$697.2m in the corresponding period last
year. The figure represented an organic
increase of 0.6%, underlining the positive
effect of acquisition and divestures. Net
profits for the six month period were up
11.7% to $66.7m, from $59.7m in the same
period last year. Reach Jim at 708-450-3000,
ext. 3598, or [email protected]. Visit
www.alberto.com.
Proctor & Gamble’s first quarter profits were
down for the global consumer products
company, as it was hit by price discounting
and added promotional expenses to support
new product launches. The fall in profits
came despite the fact that sales for the
period were up by 7% to $19.8bn, which
represented a rise of 4% in organic terms,
factoring in the negative impact of currency
exchanges. This figure was slightly below
analysts’ expectations. In a poll conducted
by FactSet Research, a number of analysts
had on average predicted sales to increase
to $19.5bn. Net profits were down 1% to
$2.59bn, compared to $2.61bn in the first
quarter of 2009. The company attributed the
slip to the added expense of a raft of new
product launches and price discounting—all
aimed at winning back consumers. During
the tough retail climate experienced in late
JUNE 2010 21
2008 and throughout 2009, many consumers
abandoned P&G branded products in favor
of cheaper priced brands, particularly private
label. In an attempt to win back consumers,
the company had a major drive toward new
launches. supported by media campaigns,
that helped to boost sales volume growth
across all regions, as well as five of its six
business divisions. As a result, the company’s
mainstay beauty and grooming division saw
sales increase by 6% during the quarter, to
$4.6bn, on volume growth of 4% and organic
sales growth of 2%. Lower pricing of
personal care products impacted the organic
sales figure by approximately 1%.
Sally Beauty Holdings, Inc. announced strong
financial results for the fiscal 2010 second
quarter. Consolidated net sales for the fiscal
2010 second quarter were $720.5 million, an
increase of 12.3% from the fiscal 2009
second quarter, and include a positive
impact from foreign currency exchange of
$11.6 million, or 1.8% of sales. Same-store
sales in the fiscal 2010 second quarter grew
4.8% compared to 2.1% in the fiscal 2009
second quarter. Net earnings in the fiscal
2010 second quarter were $34.6 million;
growth of 40.5% over GAAP net earnings of
$24.6 million in the fiscal 2009 second
quarter and growth of 48.5% over adjusted
net earnings of $23.3 million in the fiscal
2009 second quarter. Diluted earnings per
share in the fiscal 2010 second quarter were
$0.19; growth of 46.2% compared to GAAP
and adjusted diluted earnings per share of
$0.13 in the fiscal 2009 second quarter.
Adjusted EBITDA increased 16.3% in the fiscal
2010 second quarter to $99.2 million versus
quarter. Total store count at the end of the
fiscal 2010 second quarter was 3,953, an
increase of 146 stores or growth of 3.8% over
the fiscal 2009 second quarter.
"We had an exceptional second quarter
and strong year-to-date results across both
business segments and paid down $50
million of debt,” stated Gary Winterhalter,
president/CEO. “Consolidated same-store
sales grew 4.8% during the quarter—
22 JUNE 2010
demonstrating strong growth over positive
comps of 2.1% in the second quarter last
year. Consolidated gross profit and operating
margins expanded 70 and 40 basis points,
respectively, while GAAP net earnings grew
41%. As we head into the second half of the
fiscal year, we believe the key drivers of our
strong performance will continue.”
For the fiscal 2010 second quarter,
consolidated net sales were $720.5 million,
an increase of 12.3% from the fiscal 2009
second quarter, and include a positive
impact from foreign currency exchange of
$11.6 million, or 1.8% of sales. The fiscal 2010
second quarter sales increase is attributed to
consolidated same-store sales growth of
4.8%, non-store sales from acquisitions and
the addition of new stores through both
organic growth and acquisitions.
Consolidated gross profit for the fiscal
2010 second quarter was $344.3 million, an
increase of 14.0% over gross profit of $302.1
million for the fiscal 2009 second quarter.
Gross profit as a percentage of sales was
47.8%, a 70 basis point improvement from
the fiscal 2009 second quarter. Gross margin
expansion was primarily due to improved
sales and product mix in business segments,
low cost sourcing and improvement in the
U.K. business at Sally Beauty Supply.
For the fiscal 2010 second quarter,
consolidated selling, general and
administrative (SG&A) expenses, including
unallocated corporate expenses and sharebased compensation, were $247.5 million, or
34.4% of sales, a 40 basis point increase from
the fiscal 2009 second quarter metric of
34.0% of sales and total SG&A expenses of
$218.4 million. Fiscal 2010 second quarter
SG&A expenses increased $29.1 million, or
13.3%. That increase is primarily due to
additional rent, occupancy and payroll
expenses associated with the opening of
new stores and acquisitions. In addition,
advertising expenses associated with Sally
Beauty's Customer Relations Management
(CRM) campaign were up over fiscal 2009
second quarter.
Sales for the Sally Beauty Supply business
in the fiscal 2010 second quarter were
positively impacted by same-store sales
growth, new store openings, acquisitions and
improvement in the international business.
Gross profit margin was positively impacted
by a shift in product and customer mix, lowcost sourcing initiatives and improvement in
the U.K. business. Segment operating
earnings increased over the fiscal 2009
second quarter primarily due to higher gross
profit.
Sally Beauty Supply second quarter
results: Sales of $453.6 million, up 10.0%
from $412.3 million in the fiscal 2009 second
quarter. Significant components of growth
included same store sales growth of 4.3%;
sales growth from net new store openings of
1.4% and from acquisitions of 2.9%; and a
favorable impact from foreign currency
exchange of 1.6%; gross margin of 53.1%, a 100
basis point improvement from 52.1% in the
fiscal 2009 second quarter. Segment
operating earnings of $79.5 million were up
13.0% from $70.4 million in the fiscal 2009
second quarter. Segment operating margins
increased 40 basis points to 17.5% of sales
from 17.1% of sales in the fiscal 2009 second
quarter.
Sales improvement for Beauty Systems
Group was primarily driven by sales growth
from new and existing stores, acquisitions,
improved performance in the direct
consulting business and favorable foreign
currency exchange. Gross margin expansion
was primarily due to improved sales and
product mix, expansion in new and existing
territories, and improved performance in the
franchise business. Segment earnings
improvement is primarily due to
improvement in gross profit, ongoing cost
reduction initiatives and savings realized
from the warehouse optimization project.
Beauty Systems Group 2nd quarter
results: Sales of $266.8 million, up 16.4% from
quarter. Significant components of growth
include: same-store sales growth of 6.1% and
growth from acquisitions of 9.0%. Sales
growth was also positively impacted by new
store openings, improved performance in the
direct sales consulting business and a
favorable impact from foreign currency
exchange of 2.1%. Gross margin of 38.7% was
up 60 basis points from 38.1% in the fiscal
2009 second quarter. Segment earnings of
$26.0 million were up 27.8% from $20.4
million in the fiscal 2009 second quarter.
Segment operating margins increased by 90
basis points to 9.8% of sales from 8.9% of
sales in the fiscal 2009 second quarter.
Reach Gary at 940-297-4444 or
www.sallybeauty.com.
Helen of Troy Limited (Nasdaq: HELE),
designer, developer and worldwide marketer
of brand-name household and personal care
consumer products, reported record fourth
quarter net sales revenue and record net
income and improved net sales revenue and
improved net income for the fiscal year
ended February 28, 2010. Fourth quarter net
sales revenue increased 9.8% to $152,161,000
from $138,580,000 in the same period of the
prior year. Fourth quarter net sales revenue
in the housewares segment increased 12.2%
to $50,028,000 compared to $44,594,000 for
the same period last year, demonstrating the
continued strength of the OXO brands.
Net sales revenue in the personal care
segment increased 8.7% to $102,133,000 in
the fourth quarter compared to $93,986,000
for the same period last year, reflecting the
acquisition of the Infusium 23 hair care
business on March 31, partially offset by a
still challenging retail environment. Net
income for the fourth quarter was
$16,664,000 or $0.54 per fully diluted share
compared to a net loss of $88,039,000 or
$2.93 per fully diluted share in the prior year
fourth quarter. The net loss for the prior
year fourth quarter includes $99,061,000 of
non-cash after-tax impairment charges to
goodwill and intangibles. Income in the prior
year's fourth quarter, excluding the
impairment charges, was $11,022,000 or $0.36
per fully diluted share. Net income increased
51.2% in the fourth quarter of fiscal 2010
when compared to income in the fourth
quarter of the prior year, after excluding
impairment charges in the prior year fourth
quarter. Fiscal year net sales revenue
increased 4.0% to $647,626,000 from
$622,745,000 in the prior fiscal year.
Net sales revenue in the housewares
segment for the full year increased 13.1% to
$198,475,000 compared to $175,501,000 for
the same period last year. Net sales revenue
in the personal care segment for the full
year increased 0.4% to $449,151,000
compared to $447,244,000 for the same
period last year. Net income for the year
was $71,817,000 or $2.32 per fully diluted
share, compared to a net loss of $56,793,000
or $1.88 per fully diluted share in the prior
fiscal year. On a non-GAAP basis, income in
the previous fiscal year excluding significant
items was $49,293,000, or $1.59 per fully
diluted share. Fiscal 2010 net income
increased 45.7% compared to the prior fiscal
year, after excluding significant items from
the prior fiscal year.
Fourth quarter gross profit as a
percentage of net sales revenue increased to
44.8% compared to 38.7% in the same period
last year. Fiscal year gross profit, as a
percentage of net sales revenue, increased
to 43.1% in fiscal 2010 from 41.0% in fiscal
2009. The gross profit improvement is
primarily due to lower sourcing overhead as
a result of the streamlining of Far East
sourcing operations; customer price
increases and product mix improvements in
the housewares segment; the impact of the
Infusium 23 and Ogilvie acquisitions, which
have comparatively higher margins than the
core business; commodity price decreases,
early in fiscal 2010 that began to cycle
through cost of goods sold in the second
half of the fiscal year; and a decrease in
inbound freight costs.
Jerry. Rubin, chairman/CEO and
president, stated, “We are very pleased with
our fourth quarter results. We continue to
make progress in achieving our strategic
business objectives initiated during the past
year. At fiscal year-end, our cash, cash
equivalents and trading securities balance
was $110,208,000. On March 31, we utilized
$69,000,000 of our available cash to acquire
the Pert Plus and Sure brands from
Innovative Brands, LLC. We anticipate that
our Pert Plus and Sure brands will be
immediately accretive to earnings. Our ongoing efforts to improve our gross profit
margin and reduce expenses as a percent of
sales are reflected in our results for the full
year.” Reach Jerry at 800-480-8832
[email protected]
Kristi Metrick, Fromm marketing manager,
sent this invitation: Stop by the Fromm
booth at Cosmoprof to see the limited time
only Fromm Paws Shear & Thinner
promotion that is priced to sell and includes
a free Paws razor, a holster and three
professional combs. Proceeds will benefit
animal rescue efforts in more than 150
countries, ranging from caring for farm
animals in the aftermath of natural disasters
and supporting awareness campaigns to
ending unnecessary acts of animal cruelty
(SRP $99.99). Reach Kevin Barrett, vice
president, at 800-323-4252 or
www.frommonline.com.
In April, BIR omitted the contact information
for Affinage hair color. Reach Michael
Ifergan, managing director, at 877-597-2929
www.affinage.com.
In May, John Harms, founder and president
of Millennium by Harms Software, Inc.
contributed our Guest Column. Reach Matt
Martinelli, public relations and market
research manager, at 973-402-9500 or
www.harms-software.com.
JUNE 2010 23
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The Beauty Industry Report A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ
As BIR went to press, L’Oréal
USA’s SalonCentric Division
announced the acquisition of C.B.
Sullivan Company, a New
Hampshire-based distributor with
net sales of approximately
$50 million in fiscal 2009. C.B.
Sullivan has 29 professional sales
consultants and 31 professional
stores.
January 2011. The corporate
emphasis is, of course, on
Sebastian and Wella.
P&G Professional is pulling the
plug on Graham Webb and
gradually winding it down until
it’s discontinued completely in
American International Industries
(AII) has acquired certain assets
from Thermal Spa Products Inc., a
line of professional beauty
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Bio Ionic has hired Ian Murphy as
senior vice president of marketing
and sales, where he’ll lead the
sales, education, marketing and
advertising departments. After
stints as vice president of
marketing at Wella and at L’Oréal,
Ian ran his own consulting firm
for the last two and half years.
He also worked for Redken and
Image Labs. Reach Jay Jacobs, Bio
Ionic’s executive vice president, at
323-626-3001 or
www.bioionic.com.
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products and accessories used in
spas and salons. They include
depilatory waxes and accessories;
paraffin equipment and supplies;
and manicure and pedicure items.
“We are happy to welcome
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Moesta, vice president of
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Reach Mark at 323-728-2999 or
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Swimming the sea of social media

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