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JANUARY 2014
volume 17
issue 1
The retail dilemma—
Taking responsibility
By Don Bewley
A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ
highlights
2
Lafayette Jones’ Multicultural Report
5
Jinny Corp kicks off professional division 6
American Culture launches Pure Blends 8
Performance Brands finds its niche
10
BIR reports from San Juan Beauty Show 12
Ilya Veytsman reports in from Russia 20
Industry shares its wishes for 2014
25
CFN’s Chuck Cohen retires
28
Changes at Beauty Brands
28
Watch list: Regency Salon Studios
VISIT US ONLINE
bironline.com
CHECK OUT BIR’s 2014 BIG! Show Calendar!
This is your industry’s newsletter, and
BIR welcomes your feedback!
Mike Nave, editor
818-225-8353 | [email protected]
facebook.com/BeautyIndustryReport
facebook.com/MikeNaveBIR
Mane St.
by Mike Nave
EDITOR
W
elcome to 2014, a
new year of exciting
possibilities for our world
of professional beauty.
This month kicks off
Beauty Industry
Report’s 17th year, and I am honored that
Steve and Annie Casciola, the owners of BE
Magazine, will be presenting me with their
prestigious Beauty Maker Award (BMA) for
leadership in media—their first for the
category. I hope you will join me and the
other honorees, including DePasquale’s Joe
Mastalia, on February 16 at the Hollywood
Roosevelt Hotel to celebrate the beauty
business. I have grown up in the beauty biz,
so to be recognized for my contributions to
an industry I love is very special.
To kick off a great year, we asked industry
leaders to share their hopes for the beauty
industry. If you didn’t have the opportunity
to contribute, I invite you to share yours and
join the conversation on our Facebook page.
Regards,
M
ost of us in the manufacturing and
distribution segments of the beauty
industry understand that a salon’s greatest
path to profitability comes from retail. Yet,
the question salon owners ask today, as they
did 30 years ago, is “How do I get my stylists
to retail?” Manufacturers and distributors
wonder, “Why don’t salons understand
retailing?” As a former hairdresser and salon
owner, I know that success in this business
requires a passionate dedication to mastering
your craft, but financial success demands
being completely knowledgeable about the
companies/products you represent. Helping
stylists understand the power of retailing is
an ongoing educational journey that the
manufacturer and distributor must provide.
The stylist’s recommendation is her most
powerful tool and its impact on her success
is misunderstood. Clients need to trust and
believe in the professionalism of their stylists.
When the stylist recommends the proper
products for the client, trust develops and
respect is earned. However, when a stylist
lacks sufficient knowledge, that trust and
respect are lost and clients don’t return. It’s
really that simple.
Many years back when I was behind the
chair, one of my best clients, Linda, who sat
in my chair religiously every six weeks, came
into the salon with a big brown box. I asked
her what was in the box, thinking that she
must have bought me a gift. I couldn’t have
been more wrong. She opened the box and
said, “Now Don, I’ve been coming to you for a
very long time, and I’ve purchased EVERY
product you told me to. Here they are.”
She proceeded to ask me why every time
she comes in, I sell her the newest, greatest
thing. It was then that I realized that I was
losing her trust and that she was feeling that
The retail dilemma...cont. on p. 2
The Beauty Industry Report Visit bironline.com
The retail dilemma...from p. 1
all I wanted to do was sell her a bottle to
make a buck. Sadly, she was right.
It forced me to take a hard look at why I
was selling all the different products. I
couldn’t come up with an answer, other than
that a great salesperson sold me the product
and I, in turn, needed to sell it. So I decided
to do my homework and choose a product
line that I could believe in, that performed,
one I believed had integrity and offered me
more than a bottle to sell.
Stylists want to be respected
professionals. But respect is earned—with
knowledge. When stylists are knowledgeable
about our industry and the products/
companies they represent and share that
knowledge with their clients, everyone wins.
So as manufacturers and distributors, we
have a responsibility to do much more than
provide product and a random product
knowledge class. We need to deliver quality,
career-building education that helps stylists
and owners tap into the potential of retail
and the client trust and loyalty it creates. We
do that by providing educational
opportunities that give stylists the knowledge
and tools they need to be advisors to their
clients, rather than encouraging them to be
product pushers.
________________
Don Bewley is a 30-year salon industry
veteran, a hairdresser,
former multi-unit salon
owner and CEO of
Eufora International,
which he founded with
his wife, Beth. Reach him
at [email protected] and
visit eufora.net.
BIR invites you to become a Guest
Columnist. Send your thoughts in about 450
words, including a one-paragraph bio, to
[email protected]. We will edit your
column for style and space.
2 JANUARY 2014
BIR’s Mike Nave recently attended the
opening of Regency Salon Studios, a new
salon suite format, as the guest of his wife’s
hairstylist for 25+ years, Georgia, whose
husband, Charles Lasry, a makeup and
eyebrow specialist, is a Regency tenant.
Charles told BIR that after working at a
couple of traditional salon operations, this
new location felt like a breath of fresh air.
He was ready for a change and being in a
new operation that is located in a large
neighborhood shopping center in affluent
Calabasas, CA, has proven great for his
business. The salon, which opened less than
two months ago, has 37 individual rooms
with most scheduled to be occupied by this
month. The second and third Regency Salon
Studios will open in nearby Westlake
Village, CA, this month, with a third unit
planned for Valencia, CA.
Amber Bromily, the manager of the
operation, told BIR how pleased she and
the owners are with the acceptance of the
concept. She said, “We provide a way for
salon professionals to operate and grow
their own businesses for about the same
price as renting a chair in a traditional salon.
We provide beauty professionals with their
own private, fully enclosed space. Within
each studio is everything needed to run a
small salon. In addition, we provide tenants
with tools to jump-start their careers as
salon professionals and business owners.
They work from their own fully furnished
and professionally equipped salon suites,
which they have the opportunity to
customize as desired, cater to their own
client bases and reap the financial rewards.”
Stylists are their own bosses, establish
their own hours, sell products of their
choice and keep all of the profits.
Amber concluded, “We are not retailing
products, because we do not want to
compete with our tenants.” Reach her at
310-455-6667, ext. 102, or
[email protected].
Essentially remaining steady from the
previous quarter and continuing to remain
in positive territory overall, the
Professional Beauty Association's (PBA)
Salon/Spa Performance Index (SSPI)
stood at 102.6 in the third quarter of 2013
compared with 102.7 in the second quarter
of the year. Both second and third quarters
of 2013 were better than the previous year’s
results, with the third quarter up 0.7%
compared with 2012.
The SSPI is a quarterly composite index
that tracks the health and outlook of the
U.S. salon/spa industry. It measures the
health of the salon/spa industry in relation
to a steady-state level of 100. The Index
consists of two components—the Current
Situation Index and the Expectations Index.
The Current Situation Index, which
measures trends in five industry indicators,
rose to 101.2, up 0.1% from the second
quarter. The Expectations Index, which
measures salon/spa owners’ six-month
outlook on five industry indicators declined
0.2% to 104.1. Find the full report at
probeauty.org/research.
As mentioned in his “Mane Street” column,
BIR’s own Mike Nave will be recognized for
“Leadership in Media” at the Hollywood
BeautyMaker Awards, on February 16, 2014,
at the Hollywood Roosevelt Hotel.
Steven Casciola, co-founder of Salon
City Media, the publisher of Beauty
Entertainment magazine, noted, “The
tables will be reversed when Mike Nave is
honored with the first-ever BeautyMaker
Award (BMA) statuette for his talents and
leadership. Mike is founder, publisher and
editor of Beauty Industry Report. He has
brought us years of exciting news about the
cool and changing beauty world. Salon fans
in manufacturing, distribution and stores are
his most ardent readers. Mike is one of the
few professionals in media who is
comfortable talking about other media, and
he's made a second career out of speaking
and reporting on behalf of beauty pros.”
Steve added, “What makes Mike so
special is his cherubic smile and his passion
to report from the street on what's going on
with the players in the beauty business. He's
seen prowling the show floor at all major
events and is always willing to share insights
and give of himself to others. In return, he
captures and reports on the juiciest news.
He and his beautiful and talented wife,
Susan, say with a bit of jest, ‘If you're not
reading BIR, you're simply not in the know!’
More than that, Mike stands for the spirit of
all salon BeautyMakers, and he's as authentic
as it gets.”
The 3rd Annual Hollywood BMAs will be
creating a new level of public awareness and
recognition for all BeautyMakers. Reach
Steve and Annie Casciola at 888-522-3263
or [email protected]. Visit saloncity.com.
Color Wow!, the new root cover up from
Federici Brands LLC, snags Women’s Wear
Daily’s Hair Care Product of the Year award.
“Another great award for us! We now have
two from Allure, one from Harper's Bazaar
and now this one!” says James “Mac”
McMillan, executive vice president. Reach
Mac at 214-952-7474 or
[email protected].
ThermaFuse is among the winners in Miami
Shoot Magazine's Best of 2013 Beauty
Awards. In the hair category, the award for
Best Heat Protector Spray went to
ThermaFuse Hot Armor blow-dry defense.
Hot Armor blow-dry defense is designed to
protect the hair from extreme styling
temperatures. It also accelerates dry time,
enhances smoothness, adds shine and fights
frizz (3 oz./SRP $25.00; 10 oz./SRP $50.00).
Reach Melanie Jackson, marketing
coordinator, at [email protected].
Visit thermafuse.com.
Jessica Vartoughian, CEO/founder of
Jessica Cosmetics Inc., was honored by
Glamour Magazine Mexico at its 15th
Anniversary Gala in October. The Glam
Award was presented to Jessica, “The First
Lady of Nails,” at this invitation-only red
carpet event in Mexico City. The Glam
Award recognizes the achievements of
industry leaders who inspired the Glamour
readers. Reach Jessica at 818-759-1050 or
[email protected]. Visit
jessicacosmetics.com.
Modern Salon Media has released its 2013
Excellence in Education honorees. The
annual program recognizes leadership and
best practices among cosmetology schools.
Publisher Steve Reiss announced the
honorees during the American Association
of Cosmetology Schools’ (AACS) annual
convention in Las Vegas. Hundreds of entries
were submitted from cosmetology schools
across North America, in eight categories
ranging from marketing to school culture.
“We continue to be impressed and
inspired by the things so many innovative
schools are doing to build the future of the
professional beauty industry,” said Modern
Salon Editorial Director Michele Musgrove.
“Trends for 2013 include great strides in using
technology and social media to drive all
areas of the school experience and business
success, as well as endeavors to strengthen
the `whole’ student, including business, life
and creative skills.”
In the category of Marketing Innovation,
the honorees included Cameo College of
Essential Beauty, individual location, and
Capri College, multi-unit school. In the
category of Technology, Arrojo
Cosmetology School captured honors for
individual location, while Aveda Institutes
Texas won in the multi-unit School category.
In the Placement category, Eric Fisher
Academy won for individual location, while
Paul Mitchell Schools and Aveda Frederic’s
Institutes tied for multi-unit schools.
In the category of Community
Involvement, Pulse Beauty Academy, a Paul
Mitchell Partner School, was honored in as
the individual location, while Empire
Education Group was tops in the multi-unit
school section. In the Beauty Changes Lives
category, Xenon International Academy in
Wichita, KS, captured top honors for
individual location, while Tricoci University
placed tops in the multi-unit category.
In the Facilities category, Paul Mitchell
the School Jersey Shore was the overall
honoree for individual location, while
Eveline Charles Academies was named
tops in the multi-unit school division. In the
School Culture category, Remington
College’s Cleveland Campus was honored
in the individual location, with Pivot Point
Academies taking honors in the multi-unit
division. Finally, for The Next Level:
Advanced Education and Alumni Programs,
PB Beauty School in Gloucester City, NJ,
was honored as the top individual location,
while Nurtur Aveda Institutes placed tops
in the multi-unit division. The Excellence in
Education program has been presented
annually since 2010 by Modern Salon Media
with the support of AACS. All North
American schools with students attending
since January 1, 2012, were eligible for the
2013 program. Visit
modernsalon.com/excellenceineducation.
Tony Diamond joins The Kirschner Group,
Inc. as a sales manager for the United
Kingdom. During his 30 years in the beauty
industry, he has worked for Diamond
Distribution, Sally Beauty and Salon
Services UK. Reach Tony at
[email protected]. Elena
Bogoslovskaya joins The Kirschner Group,
Inc. as a sales manager for Russia. Elena
started her career in the professional beauty
industry in 2005 as managing director for the
chain of Minomin shops in Moscow. She
also opened 35 salon and salon-shops in
Russia as a start-up manager. Reach Elena at
kirschnergroup.com.
News continued on page 4
JANUARY 2014 3
News continued from page 3
Congratulations to Jinny Corp’s Roscoe
Thomas, the vice president of purchasing,
beauty supplies, who was known as “Mr.
Jinny,” on his retirement after a 30-year
career with the company. He said in an
announcement, “The time has come for me
to start my retirement and spend more time
with my wife, children and beautiful
grandchildren. I take this opportunity to
thank you most graciously for the help,
support and advice that was given over the
years. It has been a remarkable experience,
and I have enjoyed all the time spent
working with you to accomplish the goals
set forth by the founder of Jinny Beauty
Supply, Mr. Tae H Jhin.” Stay in touch with
Roscoe at 678-575-9717 or [email protected].
Ryan Sieverson is the new president/CEO
of Alès Group, USA, the French beauty
manufacturer whose leading brands include
Phyto, Phyto Specific hair care, Subtil
Professional Hair Color and Lierac Paris
Skin Care. Previously, Ryan spent more than
10 years developing the Bumble & bumble
brand, most recently as the vice president
for North America. Reach him at
[email protected].
Lots of personnel changes at AG Hair.
Graham Fraser has been promoted from
vice president sales and business
development to president. In his new role,
Graham will be responsible for overall
performance of the company, with a specific
focus on the successful execution of AG’s
long-term strategic goals and objectives,
while continuing to maintain important
relationships with key customers.
Troy Salt has been promoted from
director of sales to vice president, sales.
Troy joined AG in 1997 as a sales
representative, and has worked in numerous
sales and management positions.
Samantha Shamash has been promoted
to marketing director. Drawing on seven
years of experience in the advertising and
branding industry, along with an MBA in
marketing strategy, Samantha has expertise
in building brands and fostering business
growth. She will oversee the marketing
department, developing new products, goto-market strategies, branding and
promotional campaigns. Reach Samantha at
[email protected].
Kris Blizzard has been promoted to
creative director, overseeing the brand’s
visual identity. Kris is responsible for AG’s
most recent imagery showcasing clean,
fashion-forward, trend-driven materials. Kris
has worked in the fashion industry for 10
years. He will direct editorial collections,
produce instructional videos and define AG’s
overall visual presence. Reach Kris at
[email protected]. Visit aghair.com.
Ronald D. Provenzano, age 68, died
December 13 from cancer. Ron grew up in
Chicago and attended Illinois
Benedictine College in Lisle,
IL. He worked as a manager
for 20 years with Jewel Food
Stores, before founding Zano
Salons with his former wife,
Denise. Ron believed in giving
Ron
Provenzano back and served as president
of the International
SalonSpa Business Network (ISBN). Ron's
warm and caring disposition will be greatly
missed but will live on through the hundreds
of people that he coached and mentored.
He is survived by his wife, Margie, who is
the director of business development for
ISBN and a psychologist in Chicago; his two
sons, Sam and Nicholas, who both work at
Zano Salons, four grandchildren and three
siblings. Memorial contributions can be
made to Chicago Coalition for the
Homeless, 70 E. Lake Street #720, Chicago, IL
60601. Visit chicagohomeless.org.
“Ron was one of the warmest and most
engaging people I've ever met. He was the
president of ISBN when I first joined the
board. He was a great mentor and his
contributions to ISBN will never be
forgotten."—Jason J. Volk, ISBN president
and CEO, Chatters Canada Limited.
“Ron was a mentor and a great friend. His
smile would light up the room. His spirit was
amazing. He was truly one of the most
positive people I’ve ever known. I learned so
much from him and am a better person
because I knew him.”—Paula Malloy, DVP,
DMM, jcp Salons.
“From the first time I met Ron when he
was president of ISBN, he was always
upbeat. My wife Lisa and I became good
friends with Ron and his family. One time
that stands out is when Ron and his two
sons, Sam and Nick, came to our salons for
a visit in 2010. We both have similar, multiple
salons and were struggling through the
economy. They brought all their financials,
and we spent the morning going over theirs
and the afternoon going over ours. We both
walked away with a lot of good ideas that
helped us get through the tough economic
times. Not a lot of people would do that,
and that is only one of the things that made
Ron a special person. He will be missed!”
—Larry Walt, ISBN treasurer and owner of
Design 1 Salons/Day Spas.
“I will miss Ron’s charismatic, genuine
demeanor. He was a loving guy who would
want us to live life to the fullest, as he did.”
—Paul Brown, founder, Paul Brown Beauty
Companies
“Ron was the man with the million-dollar
smile and a heart as big as all outdoors.”
— Jeryl Spear, editor of HOT magazine.
“Ron will be missed on many levels. His
ability to take a sincere interest in who you
are, what you do and what he can do to
help was one of the many unselfish traits he
embodied. His experience in retail, customer
service, operations and leadership were only
overshadowed by his desire to share his
expertise. So many will miss his smile, the
Chicago accent with the gravelly voice and
the personal and down-to-earth way he
cared for new and old friends. He was a
leader who did not seek the limelight but
loved to share his story, his tales and his
journey. RIP, my friend.”—Larry J. Kane,
co-owner of Jonathan Kane Salon & Spa
and vice president of sales for Coppola
Beauty.
4 JANUARY 2014
The Multicultural Report
L
amik Beauty makeup designer Kim Roxie
held a launch party for her cosmetic line at
Macy’s in the Pearland Town Texas Center to
celebrate the cosmetic line that’s now available
at Macy’s counters in Texas, Georgia and
Louisiana. This notable accomplishment came
through The Workshop at Macy’s, an exclusive
retail vendor development program designed
to give select, high-potential minority and/or
women business owners the tools to succeed
and sustain growth in the retail industry.
Attendees were treated to makeovers and were
able to personally meet with the makeup
designer and Macy’s VIPs. Event sponsors were
on hand to answer questions about the ecochic makeup line, which includes a full range of
color cosmetics and vegan-friendly makeup
brushes. “Lamik is an acronym that stands for
Love And Makeup In Kindness. This is a blessing
and a huge honor for us to be joining the
Macy’s family,” said company founder Kim
Roxie. Visit lamik-beauty.com.
Design Essentials is expanding its U.S.
success into new markets abroad. A recent
excursion to Nigeria by executives from
McBride Research Laboratories, the parent
company for Design Essentials, served to assess
the viability of entry into this emerging market.
While there, CEO Cornell McBride, Sr.,
discovered more about the landscape of
beauty and the demand for western hair care
products and hair styling trends that are driving
the product choices of women in the country.
Design Essentials joins brands such as L’Oréal
and Soft Sheen Carson, which have
established a presence in Nigeria, as it is one of
the fastest emerging MINT Markets (Mexico,
Indonesia, Nigeria and Turkey) for increased
consumption in beauty, fashion and luxury.
Cornell also visited Nigeria in the ’80s
behind the success of products he created such
as Sta-Sof-Fro and Sof ’N Free, both of which
gained popularity with Nigerian consumers. Yet,
the increasing disposable income available in
Nigeria, the growth of the female youth
demographic and the rise of the Internet and
cable television have fueled exposure,
increasing the desire to replicate global
celebrity culture.
During his trip, Cornell was invited to appear
by Lafayette Jones
on CNBC TV Africa to weigh in on his interest
in expansion and how Design Essentials will
contribute to the country. “You have a
renaissance across Africa,” he said. “We don’t
seek just to bring products to sell, but to bring
manufacturing and create jobs and
opportunities.”
McBride Research Laboratories is partnering
with local Nigerian business developers
Compass Consulting to provide direction on
launching into the market. Following the
success of the model built in the United States,
Design Essentials seeks to replicate their
strategy of partnering first with the salon
professional and establishing a network of
entrepreneurial distributors who supply the
products to individual territories. In time, they
expect that product demand will lead to the
establishment of manufacturing facilities to
increase production capability, shorten
fulfillment time and lower shipping and retail
costs for Nigerian consumers, while creating
employment for residents. Both the Design
Essentials Salon System, as well as the Design
Essentials Natural line, distributed in the United
States by Sally Beauty and in the OTC retail
channel, is earmarked for rollout in this market.
To view more of McBride’s interview and
gain more insights into the expansion into
Africa, visit CNBCAFRICA.com: McBride
Research Lab to launch hair care products in
Nigeria and CNBCAFRICA.com: Nigeria’s hair
care products market and its attractiveness to
foreign producers.
Houston’s iconic black-owned Franklin
Beauty School is the subject of a new reality
TV series on Oprah Winfrey's OWN network.
The school has been owned and operated by
the Jemison family since 1915. The eightepisode “Houston Beauty” premiered this past
fall and was filmed last year. Cameras followed
nearly every move of the Jemison family, as
well as students and teachers.
The show documents the black-owned
beauty school, as aspiring stylists attempt to
navigate their way through difficult lessons
inside and outside of the classroom. The show’s
synopsis states: “The Jemison family has owned
and operated Franklin Beauty School for more
than 98 years, making it one of the oldest
beauty schools in the country. They run a tight
ship, but they aren’t always prepared for what
will walk through their doors. For many of their
students, the stakes are high as they have major
barriers to overcome in their lives. A
cosmetology license would mean a whole new
life for them—but only if they can overcome
their personal struggles along the way. With the
help of Ms. J. and her staff, Franklin students
are set on a path for success in both
cosmetology and life.”
“Houston Beauty is a series with so much
heart,” said Rita Mullin, executive vice
president of programming and development for
OWN. “The stakes are high for these students,
and watching them overcome life's obstacles
with the help and support of Ms. J. and her
faculty is both uplifting and inspiring.”
Cholesterol Hot Oil Treatment controls
damage caused by chemicals, over-processing
and weather exposure. The alcohol-free,
lanolin-rich formula protects hair from further
damage, while restoring its natural softness,
shine and manageability. It’s the easy solution
to fix brittleness, breakage and split ends
(8 oz./$4.49). Visit queenhelene.com.
African Pride Shea Butter Miracle
Detangling Shampoo gives manageability,
softness and shine to naturally curly, wavy,
kinky-coily mixed textures. Perfect for
transitioning from relaxed to natural hair, its
enriched with shea butter to help eliminate
dryness. (12 oz./SRP $4.99). Visit africanpride.com.
Ampro Pro Styl Honey Beez Stylin Beez
Wax–Black contains 100% Pure Bees Wax
enhanced with argan oil and is free of alcohol
and parabens to help condition and soften hair
while providing maximum hold. Use it for
twisting, braiding, crimping, curling, waving and
creating dreadlocks (4 oz./SRP $1.99). Visit
amprogel.com.
Lafayette Jones is CEO of SMSi-Urban Call
Marketing, a promotion and
marketing company, and publisher
of Urban Call custom publications.
Contact him with your
multicultural news at 336-759-7477
or [email protected] and
visit smsiurbancallmarketing.com.
JANUARY 2014 5
Jinny Corp launches new professional division
A
overnight order processing with an almost
EJ: As of November 2012, Jinny United (our
tlanta-based Jinny Corporation is the
100% in-stock ratio? Will you open
umbrella company) employed more than 700
largest multicultural distributor in the
additional DCs in 2014?
people. We have 357 employees in America
world, with 720 employees and 1.32 million
EJ: Having eight distribution centers located
and 370 in China. We have 1.32 million square
square feet of warehouse space in nine states,
across the country allows us to reach 48 states
feet of warehouse space in nine
which holds 60,000
cities—Atlanta, Baltimore, Chicago, the very next day via trucking but with UPS
skus. Today, the 100%
ground service, this might take a little longer.
Dallas, Houston, Los Angeles, New
family-owned
Currently, Jinny Multicultural is at 92% to 94%
York, Oakland, CA, and Miami.
business, founded 35
Our headquarters is in Atlanta. We in stock. When it comes to Jinny Professional,
years ago by the late
we are doing our best to keep the same
carry more than 60,000 skus and
Mr. Tae Jin, is run by
percentage—which is our goal.
we are a logistic distributor of all
his son, Eddie Jhin,
We will be adding two more distribution
beauty care products.
who is president of
centers in 2014—one in Memphis, TN (spring
BIR: Who are the key members
Jinny United.
2014), and another in Detroit (fall 2014). That
of your management team?
This past October,
will give us a total of 10 U.S. distribution
EJ: Altogether, there are too
Jinny launched Jinny
many to mention, but the absolute centers by the end of 2014.
Professional Beauty,
Jinny’s international/export hub is key people for our new Jinny
BIR: Describe the customers your new
a new division that
based in New York City.
division is targeting.
Professional division are Jennifer
will focus on
EJ: The customers we are targeting are
Jhin, managing director; Amy Chong,
marketing the products Jinny currently carries
general market OTC stores with or without
purchaser; and Steve Ma, purchaser.
to general market beauty stores. This past fall,
salons, salons and barbers that sell products to
BIR: How will Jinny Professional partner
Eddie’s sister, Jennifer Jhin, joined the
their clients, beauty schools and beauty
with its new store customers to assist them
company as the manager of this new division.
institutions and salon professional retail chains
in making their businesses better in the
Beauty Industry Report (BIR) recently
that sell to consumers.
areas of marketing, management, inventory
checked in with Eddie to learn more about
BIR: Initially, how do you plan to reach your
control and replenishment?
how he plans to repeat his company’s success
new customers?
EJ: At the
on the professional side of the market.
In two years?
moment, it is too
BIR: Eddie, your company has had a
EJ: Currently,
early to state that
remarkable success in servicing the
we present our
multicultural market, going back to the days we will be a
information in
primary
when your father, Mr. Tae Jhin, started the
magazines and via
company. You took the mantle of leadership distributor for the
our vendors and
general market
and have substantially increased the size
professional
industry, but our
Oakland, CA, is one of Jinny’s newest locations.
and scope of the Jinny Corporation. With
brokers in the
goal is to
the company’s dominant position as the
beauty industry. We encourage potential
duplicate what we have done in the
leading distributor in the multicultural
customers to contact us via email or phone,
multicultural industry for the general market
market, what did you see in the general
and we will certainly add them in our system
industry. Our company reacts very quickly and
beauty store market that enticed you to
so they can receive our deal sheets and our
adapts to new environments much faster than
launch Jinny Professional, a new division to
new catalog every other month.
others. But we are definitely in the infant
service that market?
But in two years, we will reach out to them
stage, and we need to learn this market and
Eddie Jhin (EJ): I have been interested in
with our own sales force on the road, just like
find out what we need to do in order to
the general market beauty business for a long
what we do with Jinny Corp, which currently
service and wow our customers.
time and when we entered California in 2010,
has 74 sales people.
One thing for sure is that I am a firm
the main objective was to learn about the
BIR: With more and more professional hair
believer in paying tuition in order to learn.
general market business. I’ve seen a huge
care brands on mass retailers’ shelves, many
That means I do not mind investing and/or
opportunity in growing this market segment
general market beauty store owners are
losing funds to gain experience. Jinny is a very
ever since the professional distribution
finding it more challenging to compete.
private company with no outside investors or
consolidation gained speed, with individual
What will Jinny Professional bring to these
partners outside of my family. That enables
distributors being bought by bigger entities.
accounts that will assist them at building
BIR: Please give our readers a brief overview the company to make decisions rather quickly.
BIR: Tell me about your regional distribution more diversification and give their
of your company, including its size, scope of
customers reasons to shop at their stores?
centers and how you are able to provide
operations and capabilities.
6 JANUARY 2014
EJ: There are several
things that Jinny Professional
would like to do with our
general market store owners:
1. We want to support
and bring opportunities to
the thousands of new products being created
and give the creators their first opportunity to
have their products distributed across the
country and globally.
2. With our outside sales force, we want to
give our customers a more in-depth education
on products and a hands-on approach to
becoming better retailers. This will be very
time consuming for both parties, but it’s a very
important element in order
to help both parties to
succeed in the long term.
3. We also need to
involve our vendors in the
education process, so that
they will take more notice of
general market stores and their total business.
4. We also plan to invest in new technology
for our customers’ stores to help them
generate more sales in the store. For example,
we will offer them free on-line shopping cart
software, a free ordering device that they can
use 24/7 and free interactive devices for their
consumers, which will allow them to view
demos, features and benefits of various
products before they buy them.
5. Offer them product categories they
never carried before in order to generate extra
sales. For example, our multicultural stores do
very well with fashion scarves, wedding gloves,
costume jewelry, clip-on and fusion human/
synthetic hair pieces, multicultural/ethnic
products and many other new categories.
BIR: What types of
education and other nonproduct programs will
Jinny Professional be
offering to general market
store owners?
EJ: As I mentioned, once we have learned
more about this market and our customers’
needs, we will have our own outside sales
force focused in cities where our customers
are located. Our sales force will be hands-on
in communicating with our store owners and
their employees about how they can grow
their businesses. We will also place a great
deal of emphasis on the importance of
Palm trees outline Jinny Miami.
product education. You have to fully
understand a product’s features and benefits in
order to educate your potential customers.
Lastly, we will create some noise to encourage
our vendors to take part in these endeavors.
We want them to participate as our partners,
so that we can join forces to help our
customers achieve greater sales. When that
happens, we all win together.
Jinny’s Dallas warehouse.
BIR: In your existing Jinny Corporation
multicultural business, the JBS Cash and
Carry stores play a major role. Do you
anticipate stocking those store with
products for general market beauty stores,
so they, too, can take advantage of the
convenience of shopping at these outlets?
EJ: In our infant stage, we will not bring
these products to the general market stores,
because we need to learn and research this
market for at least one full year. We started in
late October 2013, and we are not in any rush
to make new sales on these different types of
products.
BIR: Tell me about your importing business.
Do you plan to expand this to include
professional brands?
Jinny’s Atlanta headquarters.
EJ: Our company does a tremendous
amount of importing of beauty products.
Currently, they are all dry goods, primarily
from Asia. They are our own brands. But as we
get more involved in this new market, I see the
need to import professional wet goods (not
our own brands) from European countries and
some professional dry goods, as well.
BIR: Jinny has holiday buying shows for its
multicultural customers. Do
you have plans to bring this
program to Jinny Professional?
EJ: Yes, for sure. I think it
would be something our
customers and employees would
enjoy and would also be a good way to get
our vendors involved, as well. But I do not
think this type of event will happen until 2015.
BIR: What makes Jinny Professional stand
out compared with other general market
distributors?
EJ: Simply, we are much quicker to adapt
than anyone else in this market, and we have
invested a lot to learn and understand what’s
happening in the general market.
BIR: Where do you see Jinny
Professional in 2 years, 5 years
and 10 years?
EJ: In two years, we will have
our own sales force, which will
allow us to do all the things that
we are currently doing for our multicultural
customers, including education, tradeshows
and a more hands-on approach.
In five years, we will be able to bring
hundreds of new brands into customers’
stores, along with different product categories
to create the most sales per store, and shine
the spotlight on the creators of these new
brands. Also, we will invest highly in
technology and allow our customers to use it
at no charge.
As far as where we will be in 10 years, I will
let you know after our fifth year.
BIR: I understand you publish OTC
Magazine for multicultural beauty store
personnel. Do you have plans for expanding
the magazine’s reach into the general
market and provide
appropriate editorial and
advertising tor this new market
segment?
EJ: At the moment, I do not.
But if I change my mind, you will
be my editor-in-chief for a new magazine
called Beauty Talks (haha).
BIR: What is the best way to contact Jinny
Professional?
EJ: Customers and vendors can reach Jinny
Professional at 866-518-5272, Monday-Friday,
9 a.m. to 5 p.m. eastern time. Or, you can
reach us via email at [email protected]
or fax at 770-734-0025. Visit jinnypro.com.
JANUARY 2014 7
American Culture’s Pure BLENDS takes you back to the future
A
to-pale blonde hair with neutral blonde tones;
prevention and color correction system of
merican Culture is a hairdresser-driven,
Sun, with a beige-yellow base that maintains
high-pigment, herbal blends. The collection
professional beauty manufacturer founded
light, medium and dark blonde hair, producing
includes nine color-depositing shampoos plus
in 2001. The owners—the husband and wife
warm, sunny tones; Marigold, with an orangecolor support products that we believe will
team of Louis and Doreen Guarneri—also
yellow base that maintains the brightness of
take the industry by storm. Created with pure
operate a full-service salon spa called The
copper, auburn and warm brown tones; Red,
hair color powders and an herbal blend of
Look Spa Salon, American Culture Premiere
which maintains the brightness of bright red
coconut oil, violet,
Institute, located in
and red brown tones, Cherry, with a red-violet
eggplant, marigold,
Greenlawn, NY. As
base that maintains the coolness of red, red
keratin and collagen,
third-generation
brown and burgundy tones; Chestnut, with an
pure BLENDS’ highhairdressers, they have
orange-yellow brown base that maintains the
lather, hydrating
a deep understanding
richness of warm brown chocolate tones;
formulas are sulfateof both hairdressers’
Cocoa, with a cool brown base that maintains
and sodium chlorideand clients’ needs and
the richness of neutral cool brown tones to
free.
challenges. All
prevent warmth; and Orchid, with a blue-gray
Pure BLENDS is a
American Culture
American Culture’s Knowledge Lab Education
products are
Center hosts classes to share, train and motivate dual-purpose colorist’s base that maintains the depth of dark brown to
hairdressers.
black hair to prevent warmth from showing
tool with both retail
developed, tested and
through.
and in-salon usages. First, it’s a color fade
used within their salon and on their everyday
The color support products include Neutral
clients to ensure that they perform as expected prevention system for at-home use to protect
Coco-Colada Shampoo and Coco-Colada
the client’s investment in her hair color service.
before bringing them to market.
Conditioner (250 ml/SRP $19.90,
Second, stylists can custom blend
The newest addition to the company’s
back bar 1000 ml/salon cost
formulas to match each client’s color
portfolio is pure BLENDS, a color maintenance
$24.90) and Pure Magic (120
with a personal pure BLENDS
system for protecting hair color between salon
ml/SRP $19.90). We recommend
shampoo. Custom blending provides
services. It rolls out this month and offers
alternating pure BLENDS color
an unlimited number of shades.
distributors the opportunity to get in on the
depositing shampoo with CocoWe’ve created a chart to show
ground level with this new system. Beauty
Colada Shampoo and
colorists how to create their own
Industry Report (BIR) recently sat down with
Coco-Colada Conditioner after
formulas easily.
Doreen, who is the creator and global artistic
every shampoo to color balance
As an in-salon correction tool,
director, to learn more.
and maintain fresh hair color.
pure BLENDS can be used for reBIR: Welcome, Doreen. Please tell BIR’s
Coco-Colada Shampoo and Cocopigmentation, filling hair, toning
readers about your product development
Colada Conditioner are color-safe
highlights, taking hair from light to
process at American Culture.
and free of sodium chloride,
Doreen Guarneri (DG): Because I still work dark, color refreshing and color
sulfates and parabens. Infusing
balancing. Pure BLENDS eliminates
behind the chair, my goal is to utilize
botanicals, keratin and collagen
color-fade and wash-out and can
improvements in product development to
into hair fibers gently repairs and
also be used as a try-on color. There
provide professional hairdressers with add-on
restores hair’s integrity, strengthens
is no processing time, so no extra
services that increase their revenue without
and calms frizz.
booking time is required at the salon.
additional booking time. That’s one way we
Pure Magic is a repair potion for
Plus, pure BLENDS is compatible
create out-of-the-box, high quality products
all hair types that hydrates,
that excite hairdressers and elevate their craft, with all permanent and semidetangles, smoothes, strengthens,
permanent hair color brands, as well
along with at-home maintenance products
adds thermal protection and locksas all smoothing systems and
that enable clients to replicate the salon look
in and preserves hair color.
relaxers. Shades are available in retail
at home. Product performance and formulas
BIR: What support are you
(250 ml/SRP $19.90) and back bar
that make a significant difference in the
providing to both distributors
(1000 ml/salon cost $29.95) sizes.
quality of the hair are of utmost importance
and salons to help the launch
The nine vibrant, hydrating shades
to us. We source only 100% grade A
succeed?
include Violet, with a violet base
ingredients that are environmentally
DG: Our $99 Starter Kit
that maintains the coolness of white,
responsible and never tested on animals.
includes 4-ounce introductory
gray or pale blonde hair and
BIR: How did you bring that philosophy to
This trade ad will
sizes in an attractive “paint can”
prevents warm tones; Lemon, with a
life with the launch of pure BLENDS?
support the roll out
pale beige base to maintain mediumDG: Pure BLENDS is a hydrating, fadeof pure BLENDS. and offers a satisfaction guarantee
8 JANUARY 2014
that promises, “If you’re not 100%
satisfied with the results—and there’s
50% or more left in the bottles—you
can return the entire kit for a full
reimbursement.” The Starter Kit comes
with a coupon for $99 off the purchase
of a pure BLENDS Custom Blending
Intro Kit (limit one per customer).
The marketing materials include a
high-gloss product knowledge guide that
houses charts for shade selection,
custom blending, toning highlights, color
correction and filling hair, as well as window
and mirror decals.
BIR: Share a brief overview of American
Culture’s other brands with BIR’s readers.
DG: Simply Smooth and pure NV BKT are
both texture management systems. Simply
Smooth is a botanically based, keratin-infused,
sodium-chloride-free line that includes
professional in-salon treatments, as well as athome shampoos, conditioners, styling and
finishing products to help the client maintain
the keratin level in her hair. Within the Simply
Smooth line is Magic Potion, our original
leave-in conditioner/styler, along with a new
shampoo, conditioner, intense blowout and
blowout home use, which are sulfate-,
paraben- and gluten-free.
Pure NV BKT is an anti-aging, aromatherapy
brand that appeals to environmentally
conscious hairdressers and consumers. The
packaging is made from recycled materials, and
all promotional packaging is biodegradable,
printed with soy ink and green seal certified.
Pure Color is a fragrance-free, lowammonia, 90% keratin and botanically based
hair color line that repairs, smoothes and
colors hair. Each shade is double pigmented,
which delivers durability and longer-lasting
results. There are 60 core colors with a color
menu that provides more than 100 shades and
how to blend them. The sophisticated
numbering system is easy to learn. It also
includes two dust-free pure color lighteners—
one with ammonia and one without—plus
keratin and vegetable oil enriched developers.
Cure Tools are irons developed for keratin
curing and styling that both curl and straighten
the hair. They are available in two plate finishes
for stressed hair or strong hair.
BIR: How did you get to where you are
today?
DG: I wanted to be a hairdresser ever since I
Pure BLENDS rolls off the production line.
can remember, and I’ve grown up in the
professional beauty industry. Louis and I have
been together since we were teenagers. We
attended beauty school together and became
cosmetologists. Louis’ family was in distribution
for professional hair products and owned a
beauty store where we both worked. At age 19,
we opened our first distribution company and
went on to represent many brands, including
Scruples, Farouk, ARTec, Joico, Terax, OPI and
many more. Simultaneously, I performed as a
platform artist and owned a salon where I
worked behind the
chair. In 2001, we
decided to go into
manufacturing and
launched American
Culture.
BIR: Tell me about
your team.
DG: We are a small
team who makes a lot
happen. Everything—sales,
marketing, public relations,
creative, education, shows,
production, warehousing,
shipping, fulfillment, as
well as private labeling— Pure BLENDS’ nine
color-depositing
happens in house.
shampoos can be
BIR: What is your
custom blended.
education philosophy?
DG: One thing that is a constant in the
beauty industry is the need for education,
which is extremely lacking, due, in part, to
corporate mergers and takeovers.
American Culture has built a “culture team”
of educators who train and motivate fellow
hairdressers to become well-rounded in their
art. Our culture team consists of creative, highenergy individuals with a strong background in
styling and exceptional communication skills.
They conduct in-salon classes, product
knowledge classes and appear at private and
major shows and at our academy.
BIR: Are you creating a new distribution
network for pure BLENDS?
DG: Our Simply Smooth brand is
sold throughout the United States and
Canada by Beauty Systems Group.
Pure NV BKT and Cure Tools are sold
through independent distributors who
believe in strong customer relationships
with salons. Pure Color is sold direct to
salons through us. Aside from our
distribution in North America and Canada,
our Simply Smooth brand is sold
internationally in Spain, Italy, Russia, Ukraine,
S. Korea, Mexico, Puerto Rico, Nicaragua and
Colombia. We plan to focus on independent
distributors for the launch of pure BLENDS.
BIR: Tell us about your marketing and sales
initiatives.
DG: We focus on public relations and
have been featured in many
consumer magazines such as
Lucky, Allure, Vogue, Vanity
Fair and more, as well as in
the beauty trade magazines,
blogs and websites. Our
products have been seen on
“The View,” “Big Brother,” LXNBC TV, “Philadelphia’s
Celebrity Corner,” Seattle’s
“New Day Northwest” and “Live from The
Couch.”
Our website hosts educational videos to
keep hairdressers up to speed on the
services that they can perform with our
products. Our Simply Smooth Facebook
page has a large following. We will soon be
embarking on a trade advertising campaign
for pure BLENDS.
BIR: Any final thoughts?
DG: We want distributors and their
customers to know that we have their backs
and understand what it takes to sell a product
to the client, use a product in the salon and
find the right price point and
timeframe to be successful with
services from behind the chair.
For more information about
American Culture and pure
BLENDS, contact Joanne
Turano, vice president of sales,
Doreen
Guarneri at 631-242-3142 or
[email protected], and visit
pureblendshaircare.com.
JANUARY 2014 9
Performance Brands offers profitable niche products
S
about to change, thanks to Beauty Industry
the competition circuit instantly, and I started
tacy Kaufman got his first taste of the
traveling to fitness competitions and shows
beauty business in 1985 when he started
Report.
around the country to sell it. That was
working in the warehouse of a cosmetics
BIR: What are your major brands?
followed by a tan in a spray can in 1990, then a
factory. He quickly learned how to blend
SK: Our Playboy Sunless line offers a
product called Bikini Bite, which keeps bathing complete range of salon sunless solutions for
cosmetics into batches, then immersed himself
suits on. I was having a great time!
into learning the entire manufacturing process,
professional airbrushing, along with a complete
In 1987, I learned that people were using
including screen printing, warehousing,
range of retail products. This collection is
medical products developed to treat vitiligo for marketed through indoor tanning distributors,
operations and marketing. That experience
tanning. To meet their need, I developed the
launched a life-long career in a business he
SalonCentric and some other professional
ProTan line. It has been a
loves. Today, he’s the CEO and
beauty distributors.
global leader in the indoor
president of Performance
Bask features a luxury line of body
tanning market ever since.
Brands, Inc., a company he
moisturizers, scrubs and indoor tanning
As I continued to develop
founded in 1987 that has based
formulas designed for the beauty industry. We
a variety of products,
its reputation on creating fun,
sell this brand through indoor tanning
including ethnic hair care, as
niche products to fill
distributors, SalonCentric and other
well as the first skin care
specific voids in the
professional beauty distributors
product ever featured on the
marketplace. Beauty
The Vineyard Collection Grapes is a
Home Shopping Network, I
California style bath and body care line
Industry Report
quickly learned that most of
focused on anti-aging, utilizing the power of
(BIR) recently caught
the major beauty product
grape seed. Custom wine-bottle shaped
up with Stacy to learn
The Vineyard Collection Grapes offers an categories were overpackaging makes this line a beautiful addition
about his company’s
appealing bath & body care collection. saturated with major lines. But, to any salon, beauty supply store or anywhere
rapid growth.
I saw a huge opportunity in creating short
beauty products are sold. We market this brand
BIR: Welcome, Stacy. You’ve had an
product lines based on niche product concepts through indoor tanning distributors,
interesting journey to the place you are
that could fit easily into any salon or spa—no
SalonCentric and other pro beauty distributors.
today as the leader of Performance Brands.
matter what major brands it carried—and
BIR: How did you enter the hair care market?
Please share your story.
would add value without cannibalizing its
SK: About five years ago, I saw consumers’
Stacy Kaufman (SK): Thanks, Mike. Living in
current sales. Performance Brands was born.
growing demand for smooth, sleek hair. To help
Florida, hanging out at the beaches has always
BIR: Tell me about that business today.
stylists fulfill their need, I partnered with a fullbeen a part of my life. The beach lifestyle
SK: Having been in the skin care and
service sales expert to enter the full-service
inspired me to create my first product, a sun
cosmetic business since 1987, I’ve realized that
hair care category with Pure Brazilian. After 2
tan oil called SunTanU, when I was just 19. I
you’re only as good as your next great product.
years of research and development, we created
sold it on the beaches via bicycle and had a
Since the beginning, our success has been
what I believe is the best heat-activated hair
great time. By the time the product had its run,
based on continuing to create the next great
smoothing system offering the results
I was hooked on the beauty business.
product year after year and using the same
consumers crave, combined
To learn every step from the ground up, I
team of sales associates to
with salon safety, excellent
started working for a cosmetics manufacturer
profit margins plus attractive
and immersed myself in the business, becoming spread the word.
That’s why Performance
packaging and marketing
the youngest board member for the Florida
Brands has been a global
materials.
Cosmetics & Pharmaceutical Association.
leader in the development
Pure Brazilian offers two
During the 5 years I served on that board, I met
solutions—Pure Brazilian
all of the leaders of the cosmetics business and and marketing of niche
products for the beauty
Original Reconstructor and
learned as much as I could from each of them.
and fitness worlds since
Pure Brazilian Clear. The hair
Health and fitness have always been
1995. We pride ourselves on
can be washed the same day,
passions of mine. One day when I was working
developing brand names
as Pure Brazilian requires no
out at the gym, I started talking with some
The PlayBoy Sunless line makes
that make sense, backed by
down time. Both last up to 3
people who were getting ready to compete at
self-tanning fun.
solid formulas with proven results. Having the
months with no line of demarcation or
a local fitness show. They told me how they
ability to develop and manufacture our own
damage. Our two solutions give the stylist an
slathered their bodies in baby oil to look as
products makes us a unique company in a
opportunity to customize clients’ treatments to
ripped as possible on stage. That conversation
crowded marketplace. We’ve been operating
their hair types and desired results. The
led me to develop my second product, Muscle
under the radar from the beginning, but that’s
Original Reconstructor Solution is a stronger
& Professional Posing Oil. It became a hit on
10 JANUARY 2014
attended the Men’s and Women’s
formula that is based on Brazilian keratin, cocoa Accelerating Dispersion Matrix.
National Body Building Show, with 12
This water repeller disperses
and acai. It is ideal for coarse, thick or curly
other employees. We worked 16-hour
the moisture throughout the
textured hair. It reduces volume and frizz,
days, but we had a blast. I couldn’t be
hair, so it evaporates faster.
imparting shine and softness. The Clear
more proud of him!
Then, the ultra fine coconut
Solution is a plant-derived formula that
BIR: Anyone else you’d like to
oil clings to the hair, carrying
reduces frizz and gives shine, thanks to an
mention?
moisturizers, heat protectants,
amino acid bonding system. It is ideal for fine
SK: Everyone in the industry knows
frizz fighters and shine
to medium textured hair.
Linda Smith, the national sales
enhancers, so they
To maintain the service results, the
manager for our beauty division. She
remain on the hair,
home care range includes Anti-Frizz
works closely with our rep firms—
even after rinsing.
Shampoo (13.5 fl. oz./SRP $26.00),
VNC Sales & Marketing, which
All three products
Anti-Frizz Conditioner (13.5 fl. oz./
handles My Amazing Blow Dry Secret
are great for all hair
SRP $28.00), Deep Conditioning
types and fit into any
Masque (8 oz./ SRP $32.00), Miracle
Stacy Kaufman recently for BSG, plus Grapes, Playboy Sunless
and Bask, and Southeast Rep
salon, regardless of the
Leave-In Conditioner (6.78 fl. oz./
welcomed his son,
Robert, to the company. Services, Inc., which reps Grapes,
primary brands it
SRP $26,00) and Daily Anti-Frizz
Playboy Sunless and Bask.
carries. The line is
Serum (13.5 fl. oz./SRP $30.00). This
BIR: What’s next, Stacy?
supported with marketing and inmonth, we’re launching Pure Brazilian
SK: In addition to developing niche products
salon/in-store merchandising
Shine Extreme Treatment Oil
for the U.S. market, I’m continuing to grow our
materials to help create immediate
(4 fl. oz./SRP $26.00), a 100% vegan
international business. International markets
awareness at the front desk or on the
nourishing treatment that instantly
love novelty products from the United States.
shelf. Plus, it’s become a favorite of
de-frizzes all hair types. It features a
For example, I recently developed Porcelain
beauty bloggers.
blend of exotic oils, including camellia
Doll, a skin-whitening product for the Asian
With
this
line,
I
knew
we
were
ready
oil from Japan and Abyssinian oil from
Pure Brazilian
market, where it’s a multi-billion dollar
Africa, plus seaweed and vitamin E for Shine debuts this to partner with the industry’s largest
category. It has two skus—one for the face
month.
distribution company, and
ultimate shine.
and the other for the body. I’m also
they agreed that the line
Pure Brazilian is growing so rapidly,
manufacturing a topical fat burner for
was perfect for every salon, which
that I recently opened a satellite office in
Dubai and a self-tanning line for
is why My Amazing Blow Dry
Hollywood, CA, which manages domestic and
Australia.
Secret is sold through Beauty
international sales. We market it through
BIR: Any final thoughts?
Systems Group and its
boutique distributors and directly to stylists.
SK: I’ve been in the beauty
Cosmoprof stores. After a
Last year, after listening to salon owners
business since I was 19 years old.
successful test on the West Coast,
and consumers tell us they wanted a fun line
For 30 years, I’ve grown a
it’s now rolling out across the
that was easy to use, yet did exactly what it
company that has the ability to
country.
promised, we introduced My Amazing Blow
manufacture, market and sell
BIR: It sounds like you have a lot
Dry Secret. This short, three-product line for
almost any beauty product that
of options to offer distributors.
both in-salon use and salon retailing features
SK: Yes, we do. We’re looking
attractive, quirky pink packaging that brings an
My Amazing Blow Dry someone needs. With all of the
consolidation in distribution, it’s
for international distribution for all
excitement to beauty stores’ and salons’
Secret can turn any
salon station into a
important to let the industry
of our lines. In addition, our
shelves. The hero is Quick
Blow-Dry Bar.
know there are still innovative,
Playboy Sunless, Bask and
Dry Shake ‘N Spray, a multihard working companies and people who
Vineyard Collection Grapes brands
benefit product that makes
share their goal for delivering beneficial
are available for beauty and spa
the blow-dry faster and
products at reasonable prices. We’re
distributors.
stress-free, and leaves the
committed to the relationships we have with
BIR: I heard that you’re turning
hair bouncy, shiny and
our distributors and are out to prove we
Performance Brands into a
beautiful. Using just this one
have what it takes to become a bigger player
family business.
product, a stylist can turn her
in the global beauty market. We’re already
SK: I just hired my son,
station into a blow-dry bar,
Robert, as the brand manager for well on our way to achieving that goal.
and we help her do that.
To learn more about the Performance
To create a Total Blow-Dry
Quick Dry Shake ‘N Spray Pro Tan, my first company, which
comes in a 2-oz. trial/travel is still growing nicely. He’s been
Brands portfolio, reach Stacy Kaufman at
Experience, we also offer a
size on a ready-to-use
954-423-4161 or [email protected].
around the business for years, and
Shampoo and Conditioner.
merchandiser
Visit performancebrands.com and
he recently graduated from
They feature our exclusive
myamazingblowdrysecret.com.
college, so it was the right time. We recently
Virgin Coconut Oil Hydrosol (VCOH)
JANUARY 2014 11
PBA grassroots movement combats deregulation, educates public
by Bridget Sharpe
T
service providers. Encourage your industry
professionals to get involved and join the
movement today!
he Professional Beauty Association
(PBA) understands how hard industry
professionals have worked for their
careers. Earning a license is the turning
point that signifies the start of a long
and successful career, and is so much
more than just a point of pride that
prominently hangs in a salon. The long
hours, extensive training and exams all
help shape these industry members into
the professionals they are today.
PBA’s I AM Movement was launched
to rally licensed industry professionals
across the United States to send a message
to clients, lawmakers and the entire industry
that licensed professionals have met all the
requirements to ensure competency verified by
testing. In addition to cutting and styling
techniques, cosmetology education also covers
chemistry, biology and business ownership.
Industry professionals have a full understanding
of human anatomy and proper tool sanitizing
methods, as well as the potential risks involved
when mixing chemicals.
Be Part of the Movement
With more than 650 members and
counting, the I Am Movement hopes to
continue educating stylists, manufacturers,
distributors, salon owners, consumers and
law makers. It is imperative that stakeholders
in the beauty industry know about
the risks and hazards
that come along
with deregulation.
Joining the I Am
Movement is free for
all licensed
professionals and is as
Talking points help you deliver
easy as quickly filling out
the message.
a form online. PBA will
send each licensed
professional a free window cling to display in
be any safety codes to uphold and nowhere to
his or her work space and talking points to
report sanitation or safety violations. It could
start the conversation with clients.
also mean that cosmetologists or salon owners
In addition, PBA is calling on all industry
would not be required to complete schooling,
allowing untrained professionals to practice on manufacturers and distributors to discuss the
The Threat
importance of industry regulation with their
the public.
Unfortunately, the threat of industry
salons and urge them to
deregulation is very real.
join the I Am Movement
Legislation that would
to support efforts to
deregulate the
bring consumers and
cosmetology industry has
lawmakers into the
already been introduced
conversation.
in several states. If
If you have any
deregulation becomes a
questions or would like
reality, the industry as a
to partner with PBA in
whole would be
this important
impacted—from stylists
PBA’s I AM Movement was launched to rally licensed industry professionals to send a
grassroots movement,
and salon owners to
message to clients, lawmakers and the entire industry.
contact Bridget Sharpe at
distributors and
[email protected].
The Plan
manufacturers of professional salon products.
It is imperative for manufacturers and
Industry standards would plummet.
Bridget Sharpe is the manager of
distributors to help educate the public about
Consumers would also be affected, as they
government affairs for PBA. PBA advocates for
the importance of keeping the beauty industry
would be exposed to people practicing
the rights of every member
cosmetology without having the proper training regulated. We can protect the careers of those
and is dedicated to
or professional license. Deregulation could also who have worked hard to obtain a license and
tracking, introducing and
continue to hold industry standards in the
mean the potential threat of disease, since
responding to legislation at
highest regard.
stylists and salon owners would not be
both the State and Federal
The I Am Movement facilitates
required to sanitize equipment, as they
levels with potential to
communication by providing helpful talking
currently are.
affect the beauty industry.
points that stylists can share with their clients
Deregulation would mean the removal of
Visit probeauty.org for
about the risks associated with unlicensed
State Boards, meaning there would no longer
more information.
JANUARY 2014 SPECIAL INSERT
PBA to host regional education for salon owners, professionals
by Jessi Marshall
T
he Professional Beauty Association (PBA)
is hosting one-day Regional Forums across
the United States throughout 2014, with the
first session planned for Alexandria, VA, in
March. By hosting these regional forums, PBA
makes continuing professional education more
attainable and easily accessible.
Each session is led by highly qualified
industry leaders and consultants. Topics range
from marketing and staff development to
business management and government affairs.
Each session is designed to assist and
encourage salon owners and beauty
professionals to elevate their businesses,
careers and our industry with practical
information that can be readily applied.
2014 programs include:
• MainEntrance Artists and Creative
Directors DJ Riggs and Berry Bachen: Trend
Interpretive Business Solutions—Learn how
to stay ahead of current trends and translate
that knowledge into client consultation tools.
Build an impressive reputation and elevate
yourself as an industry leader.
• Palma N’Sheluzit: Designing Hair Color
for the North American Hairstyling Awards
(NAHA)—This session will motivate and inspire
you to design and create concepts for a NAHA
collection. Learn the steps to conducting
photo shoots and how to use social media to
its full potential.
• Traci Brown: Body Language:
Confidential—This interactive class will teach
you how to read body language. You will also
learn to use verbal language to accelerate
networking, conduct successful interviews,
increase sales and create positive relationships.
• Tamara Jercha: How to be an EcoFriendly Salon—Through this session, Tamara
will show you how to conduct business in an
eco-friendly manner. You’ll also leave with a
better understanding of “sustainability” and
learn how to implement eco-friendly practices
into your everyday work environment.
The PBA Regional Forums are open to all
salon professionals, regardless of PBA
membership. If you are interested in partnering
with PBA to host a Regional Forum in your area,
contact Jessi Marshall at [email protected].
Jessi Marshall is the director of education
and industry programs for PBA. PBA develops
and offers progressive, relevant and quality
education for its members. Live and online
education and resources meet the needs of
today’s busy professionals and cover a range of
topics. Along with our education program, PBA
provides its members with
government advocacy,
signature events,
charitable outreach,
research and business
resources. Visit
probeauty.org.
San Juan Beauty Show caps off the 2013 show season by Mike Nave, publisher
O
n November 3-4, 2013, I celebrated my
San Juan Beauty Show
birthday working the 18th Annual San
EXHIBITOR COUNT: 195, about the same as last
Juan Beauty Show (SJBS) at the Puerto
year.
Rico Convention Center. This annual show,
which is owned and produced by Roberto
THE MAIN ATTRACTIONS: The exhibits, the
Paniagua, has the distinction of being the
Main Stage and the competitions.
final trade show for the North American
salon industry every year. In the press
TRENDS: A number of brands, led by Brazilian
room, I was surprised with a birthday cake
Blowout, focused on keratin hair straightening
and a happy birthday song from Roberto
and smoothing products. Also exhibiting were
Paniagua, Tino Arias of Obliphica
Bionaza, Coco’s Keratin, Evolution Keratin,
Professional and Hector Rivera, publisher
Pure Brazilian, Brazilian Keratin Treatment, La
of HairWorld International.
Brasiliana and GK Hair. This year, the show
The success of the show as the largest
floor featured a new spa section, reflecting the
beauty event in the Caribbean is based on a
growing popularity of facial and body care
number of factors, including a large
products.
population of salon professionals who
HOT LINES: Brazilian Blowout, Pure
work out of their homes and come to the
Brazilian, Obliphica Professional.
show loaded with cash with which to buy
their supplies. The beauty schools all send
WATCH LIST: MilanoCare Professional and
their students, also with cash to spend.
Hair Color Chalk.
Plus, in general, Puerto Rican ladies are
DISTRIBUTION PLUS: The major distributors
major users of beauty and personal care
in Puerto Rico support the show. They include
products. Supporting that premise, Sally
Bravo Distributing, Esteban Distributors, La
Beauty Supply has more than 40 stores
Espanola Beauty Supply, Del Rio Trading,
located on the island, and like Walgreens
Ogoyi Group and Kashi Beauty Distributors.
and Walmart, some of those units are
The competitions were sponsored by
among the highest volume generators in
Sally Beauty Supply and its Ion
Sally’s entire chain.
Professional Hair Color line, which
The SJBS offers education, competitions,
provided logo t-shirts for the competitors.
Main Stage performances and a show floor
Rusk also sponsored a Creative Cut &
packed with exhibitors of hair, skin and nail
Color competition under its Deep Shine
care products. For attendees coming from
Collection. In each of the 20 competitions
the Caribbean countries and Florida, there
for professionals and students, the winners
are lovely hotels close by the Convention
received cash prizes, trophies and medals.
Center. I stayed at the two-year-old
A special event that takes place each
Sheraton Convention Center Hotel, which
is directly across the street.
Of the 195 exhibitors, those with the
largest footprints included Conair’s Rusk,
BaByliss, Conair Pro and Satin Smooth
brands, Pibbs’ Interfashion USA, Turbo
Power and La Brasiliana brands,
Moroccanoil, Brazilian Blowout, Coco’s,
La Palm Products, JD Beauty Group’s Wet
Brush, plus Del Rio Trading, Esteban
Distributors, Kashi Beauty Supply and La
Espanola.
This year, SJBS welcomed 150 beauty
schools. Students from 44 of them entered
the competitions with 468 competitors.
The Puerto Rico Convention Center welcomed the
18th Annual San Juan Beauty Expo.
12 JANUARY 2014
year at the SJBS is the Red Carpet Event, a
preview to the Latin American Awards
Gala, during which show management
recognizes the talent and dedication of
those who commit their lives to enhance
the level of the professional beauty
industry. This year, those recognized
included beauty industry photographer
Isidoro Sajnin, while Angel Rosario
Salon, Beyond Salon, Peter Cardon Salon,
Miranda Salon and Wanda Montes Salon
were honored for their participation in
Battle of the Strands. Nilma Flores
received the Lolin Torres Award for her
positive impact in the Puerto Rican Beauty
Industry. Carmin Ocasio, Juanita Serbia
and Dr. Israel Berrios were recognized for
their contributions to education. Liza Lugo
was honored for her contributions to
Beauty Culture and Art, while Natalia
Rivera was recognized for Beauty
Animation.
On the Main Stage, Tywan Williams,
who lives and works in Georgia, showed
men’s clipper cutting techniques and
shear- or clipper-over-comb, which allow a
stylist to complete a hair cut in less than
15 minutes in his Artistry of Men’s Hair
Cutting. Carlos Valenzuela, presented by
Pivot Point of the Caribbean,
demonstrated new updo techniques.
Leonardo Rocco, celebrity hair artist and
owner of Rocco Dona Salon in Miami
Beach, featured his 2014 Amazonia
Collection of easy cut and color
techniques.
In addition, Richard Ching for the
Perfect Hair Company demonstrated hair
styles using hair extensions. Other
educators included Michael Beltrán
Cohen for Moroccanoil hosted by Bravo
Distributors and the BaByliss Pro
Creative Team; the Rusk Creative Team
presenting Irvine and Louise Rusk’s
Bespoke Collection. Sally Beauty
presented Roberto Curiel and Paul Vega
for Wella Color Charm and Clairol
Professional. Hair Icons Jesse and Flo
Briggs introduced techniques from their
“Comp Hair” seminar series, including “Hair
Color Hi Lites with no Foil.”
have seen many changes. The one stable
trendsetter and has
The beauty business thrives on
factor that doesn’t change is the passion
quickly picked up on
the island
trends throughout the of the people on the island. Through good
At the show, two sales rep
times and bad, there will always be an
world.
friends, Bill Wilson, president
• The nail industry amazing beauty business in Puerto Rico!”
of Latitude Sales, and Ryan
Reach Bill at 800-393-5477 or
is very different
Kayser, a partner in All Step
from the U.S. nail
Sales, both who have been
latitudesouthsales.com.
care business. The
doing business with
Ryan Kayser, the vice president of sales
consumer trusts the
distributors in the Caribbean,
for All Step Sales, calls on all of the
skills of the Latin nail
including Puerto Rico, and
major distributors in Puerto Rico. (See his
technicians, who
Central and South America for
list of the distribution companies and the
continue to prosper
years, shared their overviews
major lines they represent on page 15.)
and maintain a strong
of the beauty business in
“The economic difficulties of the Puerto
Puerto Rico.
Obliphica Professional showed off presence in the nail
new merchandising materials.
industry on the island. Rico market have created a challenge for
First, Bill Wilson’s
many of the traditional distributors,”
Long nails with advanced nail sculpturing
observations:
explained Ryan. “Some impact of that was
and nail art techniques are the most
• The economy on the island has been
felt at the San Juan Beauty Show, as some
popular styles.
hit very hard, unemployment tops 20%
distributors did not attend. However, their
• The gel polish business is just
and the government is broke. This has
absence opened the door for distributors
beginning. Cuccio Match-Maker Gel
affected distribution on the island. The
such as Del Rio Trading to expand their
Polish sold out at the
business of hair and nails
space and for Puerto Rico General Dist.
show. The Puerto Rican nail
has not slowed down,
Co. to gain a prime spot for its Obliphica
techs have taken gel polish
but because of
Professional exhibit.”
to the next level and are
economic issues and
Ryan added, “As usual, Del Rio was one
creating amazing looks
government policies,
of the busiest booths on the floor, with a
combining old technology
many stylists and nail
great assortment of products ranging from
with the new to become
technicians have moved
hair products and styling accessories to
trend setters in this fast
their businesses into
nail products, with lots of show
growing category.
their homes.
promotions available. Del Rio expanded its
• The Cuccio brand was
• The most
BaBylissPro booth, giving extra space for
exhibited by La Espanola
successful distributors
the launch of the brand’s huge success, the
Beauty Supply and run by
have recognized this
Miracurl Professional Curling Machine.
Marilyn Garcia, who has
social change early and
There was a ton of interest in the product
been doing nails and
have opened stores
BIR visits with Cinderella Hair’s
Fernando Fischbach.
from the hair stylists in Puerto Rico. Del
teaching Puerto Ricans
with education centers
throughout the island. La Espanola Beauty how to do nails for the past 15 years. She Rio was promoting the Miracurl at a salon
price of $179.95 and offering two free
has in one way or another touched almost
Supply has done an outstanding job of
BaByliss Miracurl hair care products from
every nail technician in Puerto Rico. Before
understanding the market and reacting to
the five-sku range. The
the show even started,
the demands of the professional in Puerto
heat-activated styling
she created amazing
Rico. La Espanola has 14 stores throughout
products—Curl Prep, Curl
momentum on Facebook.
the island—which is roughly the size of
Foundation, Defining
• The barber business
Connecticut. Most stores have education
Spray, Hair Spray,
is booming. The trend in
areas and equipment showrooms. It is the
Thermal Shine Spray—
men’s hair is very short
only distributor on the island publishing a
complement the Miracurl
hair with multiple designs
yearly full-color buying guide. La Espanola
Curling Machine. In
and edge work. Because
Beauty Supply prints 15,000 copies a year,
addition, BaByliss Nano
of the style, barbershops
which are delivered via courier to every
Titanium Flat Irons
are full with clippers
salon on the island
• The San Juan Beauty Show continues working full force from
Miss Juana Diaz (Alexandra Porrata continue to be one of the
Motalvo), who competed for Puerto top selling flat irons.”
morning to night.
to be a great platform for the talented
Rico in the Miss Universe pageant,
Ryan added, “Del Rio
Bill added, “I have has
stylists and nail technicians of Puerto
and Elvin Hernandez introduced Pure
also launched Clipp-Aid,
been doing business on
Rico to show off their skills. Through the
Brazilian to Puerto Rican beauty
a relatively new product
the island for 25 years and
years, the Latin beauty industry has been a
professionals.
San Juan Beauty Show...cont. on page 14
JANUARY 2014 13
San Juan Beauty Show...cont. from page 13
that contains blade sharpening crystals to
sharpen clipper and trimmer blades. There
was a terrific reaction to the product,
especially from barbers.” Visit
clipp-aid.com.
Ryan added, “The SJBS remains the main
professional beauty show in the
Caribbean. The top brands that have
consistently exhibited at the show have
increased their exposure in Puerto Rico
and have maintained consistent sales
throughout the region. And even with the
struggles of the local economy, hair
stylists in Puerto Rico remain motivated to
seek out new trends and opportunities to
maximize their talent. The SJBS gives the
professional the best opportunity to learn
from international educators and seek out
new trends in one venue.” Reach Ryan at
954-747-7170 or [email protected]. Visit
allstep.com.
Now let’s explore the show floor
Jossie Bravo, owner of Bravo
Distributors, told BIR, “The 2013 San Juan
Beauty Show was a profitable experience
with very good results compared with
other years. In a competitive market, we
focus our business to what the beauty
industry is looking for and what is needed.
Today, customers are looking for green
products using natural ingredients. Until
recently, Bravo Distributors did not have a
product line in this category. However,
Pravana, a leading brand of hair color in
our market, has introduced NEVO, a 100%
vegan, gluten-free and biodegradable line
with ingredients from the Amazon.
“In addition, Moroccanoil showed new
hair styles for the season such as braids
done with products that give impeccable
texture and body. Keratin Complex and
Agave from BioIonic also did well for us.”
Jossie added, “Curls continue to be
popular, and attendees were also looking
for right-priced products and tools to help
them create more natural, manageable hair
styles with volume.” Reach Bravo
Distributors at 787-758-6177 or
[email protected].
DICAR Distributors showed the new
hair care brand MilanoCare. Luca
Maraschini, vice president of sales for
14 JANUARY 2014
DICAR, told BIR that MilanoCare, which is
seeking international distribution, is an
exclusive professional hair care line
featuring a proprietary blend of
nutrients, proteins and omega fatty acids,
including omegas 3, 6, 9 and the incredibly
rare and powerful omega 7, plus 190
bioactive compounds, including all of the
critical building blocks needed to achieve
a healthy scalp and beautiful hair.
Products include shampoos,
conditioners, masks, styling creams,
serums and spray shine for either daily
care and preventing damage or for treating
and rejuvenating damaged to severely
ravaged hair. For distribution
opportunities, reach CEO Dalal Moussa at
obliphicaprofessional.com.
Pure Brazilian, exhibiting with its
distributor, VIP Salon Services, launched
its smoothing line to Puerto Rico, with the
Guess which two of these hunks are Brazilian
results modeled by Miss Juana Diaz
Blowout models and which is BIR’s Mike Nave.
(Alexandra Porrata Motalvo), who
competed for Miss Universe P.R. 2014. As a
hydrolyzed keratin, collagen and argan oil.
result of its show debut, Pure Brazilian is
Its formula protects, hydrates and
now available in 100 salons in Puerto Rico.
nourishes the hair from the inside-out,
This heat-activated hair smoothing system
giving more manageability to the hair.
offers salon safety, excellent profit margins
MilanoCare Pro Keratin Shampoo and
plus attractive packaging and marketing
Conditioner are for keratin-treated, colormaterials.
treated or dry hair (10 oz./list $9.50).
Pure Brazilian offers two solutions—Pure
MilanoCare Pro Keratin Leave-In
Brazilian Original
Conditioner has a weightless,
Reconstructor and
nourishing and moisturizing
Pure Brazilian Clear.
benefit (4 oz./list $8.50).
The hair can be washed
MilanoCare Pro Keratin
the same day, as Pure
fortifies and protects weakened
Brazilian requires no
hair (8 oz./list $12.00).
down time. Both last up
MilanoCare Pro Argan Oil
to 3 months with no
(4 oz./list $12.00) is rich in
line of demarcation or
vitamin E. Milano Keratin
damage. The two
Chocolate Smoothing
solutions give the
Treatment reduces styling time
stylist an opportunity
up to 70% (16 oz./list $80.00).
to customize clients’
Reach Luca at
treatments to their hair
[email protected].
types and desired
Visit milanocarepro.com.
results. The Original
Puerto Rico General Dist.
Reconstructor Solution
Co. showed the Obliphica
is a stronger formula
Professional line of hair care
that is based on
products powered by the Sea
Brazilian keratin, cocoa
Buckthorn Berry, a cherished,
and acai. It is ideal for
and centuries-old Himalayan
beauty and health care secret.
This lovely model from Evolution coarse, thick or curly
textured hair. It reduces
With each use, Sea Buckthorn
Keratin reminds me of BIR’s
original color!
volume and frizz,
Berry nourishes the scalp and
imparting shine and softness. The Clear
gives the hair the daily dose of vitamins,
specialized blend of acids to penetrate
Solution is a plant-derived formula that
into the cuticle of the hair to minimize
reduces frizz and gives shine, thanks to an
frizz. Pérola is easy, fast and safe. It has no
amino acid bonding system. It is ideal for fine
formaldehyde or fumes and requires no
to medium textured hair.
flat ironing. It gives the stylist another
To maintain the service results, the line
smoothing option that costs less and
also features a home care range. Visit
requires less work.
purebrazilian.com.
Pérola by Marcia T is available in a kit
The BaBylissPro/Rusk booth featured
(list $67.50) containing one each of Purify
Rusk Design Team members, including
Shampoo (8 oz./SRP $8.50), Revive
Puerto Rican native and master designer
Smoothing Therapy for blonde or dark
Lillian Penalosa, who attracts a crowd
colors (4 oz./SRP $36.00), Infuse
when she returns home to perform. In
Conditioning Masque (8 oz./SRP $8.50)
addition, Marvin Young showed the new
and Illuminate Serum (2 oz./SRP $12.50).
BaByliss X2 Ferrari Clipper (list $199.95)
Reach Marcelo at
and created beautiful curls with the
BaByliss Miracurl (list $179.95).
perolabymarciat.com.
In addition Rusk showed its new
Brian Long, CEO, was
Deepshine Direct
exhibiting his Hair Color
Temporary Colors—
Chalk with his
vibrant colors that can
manufacturer, Wayne
be used alone or mixed
Morris, president of
together. One of the
Audrey Morris
Rusk all-time favorite
Cosmetics. He told BIR,
products in Puerto Rico
“Hair Color Chalk is a
remains its Sensories
hot trend in temporary
Smoother Leave-In
hair color. We offer a
Conditioner (8 oz./SRP
rainbow of vibrant
$14.00). Reach Joe De
colors to match any
La Cruz, national sales
mood or desired look.
manager, at
Our product applies
518-330-4924 or
easily and stays vibrant
until the next shampoo,
conair.com.
when it washes out
I was delighted to
easily without staining
see Marcelo Teixeira,
Show founder Roberto Paniagua
welcomed me to San Juan once again. your hair. Our product is
who with his wife,
made in the United States and offers the
Marcia, owns M&M International, which
bright, long lasting colors (4 grams/SRP
markets the Brazilian Keratin Treatment
$15.00). Reach Brian for private labeling
line. Marcelo told me that his company,
and distribution opportunities at
which has been marketing in Puerto Rico
970-691-2191 or [email protected]. Visit
since its launch in 2007, recently began
haircolorchalk.com.
distributing its brand throughout the
Nutra Luxe Lash MD offers specialty
island.
products for eyes, eyelashes, lips, skin
He shared, “We are extremely pleased
to see that we have a huge and loyal client care, hair care, beauty tools and more.
Alina Cardona, sales manager, showed me
base on the island. Today, salon clients are
the best-sellers, including Nutra Luxe Lash
using our new product, Pérola by Marcia
MD for longer and fuller lashes and
T, at home, as well as having the service
eyebrows in only 4 to 8 weeks (1.5 ml/SRP
performed in the salon.”
$49.00; 3.0 ml/SRP $79.00; 4.5 ml/ SRP
Pérola by Marcia T is a low-pH
$99.00). In addition, Stem Cell Vitamin C
smoothing therapy that combines
uses botanical stem cells to prolong the
moisturizing natural ingredients, such as
life of healthy skin cells for every age and
baobab oil, black pearl extract and a
Puerto Rico’s Beauty
Distributors
Ryan Kayser, the vice president of sales
for All Step Sales & Marketing, Inc.,
shared his list of the key beauty products
distributors in Puerto Rico, and the major
lines each represents.
Atlantic Beauty Supply, owned by the
Santiago family (who previously owned
Exotique Salon Essentials,), distributes Creative
Nail, Macadamia Oil and Keratherapy.
Bravo Distributors, owned by Jossie Bravo,
distributes Moroccanoil, Bio Ionic, Pravana,
Keratin Complex, Brocato and Essie.
Del Rio Trading & Beauty Supply, owned by
Luisa and Antonio Del Rio, distributes Conair
Pro/BaByliss, OPI and just added Clipp-Aid.
DICAR Distributors, run by Luca Maraschini,
vice president of sales, distributes Alfa Parf and
recently introduced the hair care brand,
MilanoCare.
DRC Distributors, Inc., owned by Dharma
Rodriguez, distributes Jungle Fever.
Esteban Distributors, owned by Jose Esteban,
distributes Brazilian Blowout, Pro Rituals,
Afam, Jenoris and Bodyography.
La Espanola Beauty Supply, owned by Maria
Rosa Rodriguez, distributes Bain de Terre and
L’Oréal, and was recently appointed as the
Matrix distributor for Puerto Rico.
Ogoyi Group LLC., owned by Oscar Kamon,
distributes Macadamia and Collagen hair care.
Puerto Rico General Dist. Co. distributes
Obliphica Professional.
VIP Salon Services distributes Pure
Brazilian.
skin type. Vitamin C ascorbic acid
increases collagen levels to firm and
tighten the skin, Vitamin E repairs and
protects against free radical skin damage
and hyaluronic acid provides maximum skin
San Juan Beauty Show...cont. on page 16
JANUARY 2014 15
San Juan Beauty Show...cont. from page 15
hydration (1 oz./SRP $62.00). The Intensive
Face Lift contains bio-peptides,
antioxidants, enzymes and minerals that
reduce fine lines and wrinkles with its
micro-encapsulation technology (1 oz./
SRP $68.00). Collagen Xplosion with four
peptides delivers proteins into the skin to
naturally boost collagen levels (1 oz./SRP
$36.00). Skin Whitening stops the
production of color pigments and helps
the skin from the outside to fade
discoloration permanently. It’s
hydroquinone free (1 oz./SRP $49.00).
Reach Alina at 877-241-0459 or
nutraluxemd.com.
La Brasiliana is a division of the
Petruccelli family-owned Pibbs
Industries. At SJBS, the company was
exhibiting not only La Brasiliana, but
Pérola by Marcia T is a low-pH smoothing therapy.
Turbo Power and Intrafashion USA. La
Leave-In Spray Humectant, which
Brasiliana is a keratin smoothing brand that
instantly revives all hair types without
works for five days. It smoothes, shines
washing (300 ml/list $9.95).
and gives instant manageability.
Launching this month is Antioxidante
Armando Petruccelli was featuring the
Triport Shampoo in two sizes (1.5 liter/list
10-sku Olio di Morocco collection of
$19.95) and (16 oz./SRP $7.95). For
products infused with argan oil. Armando
information on additional products in the
shared, “Our key sku is Argan Oil Hair
Triport line, contact Michael at 718-445Treatment, which absorbs into the hair
7676 or [email protected]. Visit intusa.com.
strand to protect hair from extreme
Limitless Beauty Partners showed the
humidity, control frizz and instantly restore
Glamglow skin care line for men and
life to damaged hair (2.5 oz./SRP $21.99).”
women of all ages and all skin types.
The line is distributed globally, most
Glamglow’s Supermud Clearing
recently entering Thailand, Malaysia and
Treatment is the first six-acid AHA and
Central America. Reach Armando at
BHA blend that delivers fast results and
800-519-2309 or [email protected].
helps fight common skin concerns to
Visit la-brasiliana.com.
deliver seemingly pore-less skin (1.2 oz./
Michael Damasco, executive director
list $34.50). Designed as a 10-minute antifor Interfashion USA, another Pibbs
aging facial in a jar, Youthmud
company, markets the Avena hair care line.
Its newest collection, the Triport family of Tinglexfoliate Treatment Mask is a rapid
but gentle exfoliant. High in ancient
products, features an instant restructurizer
volcanic pumice rock, antioxidants,
called the Rez Q, Booster hair rebuilder
minerals and moisturizing collagen, it
treatment. Available in individual
leaves the skin radiant with a tighter
application packets, it instantly
texture. It helps to protect against free
restructures unruly and coarse, porous hair
radical damage (1 oz./list $34.50).
types, both pre-or post-color. The packet
Brightmud Eye Treatment is the first tap
can be mixed with semi-permanent or
and wipe off reverse action undereye and
temporary colors and is processed along
orbital eye area treatment. Designed for 3with the color. The packets come in 50piece boxes and are available for salon (list minute results, it helps absorb toxins,
while delivering nutrients and minerals to
$2.50) treatment.
the skin surrounding tired eyes. In addition,
Triport also offers the Rez Q Booster
16 JANUARY 2014
it provides an intense hydrating and
plumping effect, leaving eyes feeling
smoother and softer and provides an
overall brightening effect (.42 oz./list
$34.50). Reach Andrew Sperber,
owner/president, at 305-807-2836 or
limitlessbeauty.com.
Dave Flahive, the sales manager for
Infinity Hair Loss, showed me the brand’s
new product that’s used for instant hair
color touch-ups and complements the
company’s hair loss concealing fiber
line. Infinity Touch-Up works on
hairlines, highlights, eye brows, eye
lashes, beards, mustaches, sideburns
and more. It gives 100% gray coverage
and lasts until shampooed out. It’s
available in a tube applicator in six
shades: black, dark brown, medium
brown, light brown, auburn and ash
(.25 oz./SRP $5.00). Reach Dave at 949433-8683 or [email protected].
Visit Infinityhairbrand.com.
At Evolution Keratin, I met Gonzalo
Baraybar, distribution manager, who was
exhibiting the brand’s Argan Infused
product line, which features argan oil,
Jojoba seed oil, silk protein, aloe vera,
grape seed oil, green tea extract and
several other vitamins and nourishing
agents. Blowout Treatment Spray is a
heat activated treatment made with silk
protein that allows instant absorption into
the hair shaft and keeps hair frizz-free
(4 oz./SRP $14.00). According to Gonzalo,
the Hair Polishing System allows for
hair’s natural beauty to evolve by reducing
the stiffness in the hair and delivering
argan oils and silk proteins to bring hair
back to its naturally healthy, youthful
state. The final result? Healthy, frizz-free
and more manageable hair with its natural
shine and beauty. The Hair Polishing
System is available in two sizes: 33.8 oz.
(20 to 25 applications/list $258.00) or
10.1 oz. (7 to 9 applications/list $158.00).
Gonzalo reported, “Puerto Rico is an
excellent market for our brand, and we
were able to show many salon
professionals our new Hair Polishing
System and our Color Intensifying and
Revitalizing Maintenance line.”
He also noted that Monday, the show
attendees were mostly beauty school
students and stated, “We know that
students are the hair professionals of the
future, and it is great to have them gather
in such a great market to allow us to
educate them on new products and
techniques. We were able to make 4-oz.
student kits of our new Hair Polishing
System to give to them for a reduced
student price, and they were just as
thrilled as we were.” Reach Gonzalo at
evolutionkeratin.com.
At the end of the show, I checked in
with show producer, Roberto Paniagua,
who said, “I am pleased with the overall
results of SJBS and believe we delivered
on our goals of presenting a diverse
program of education with top quality,
high level salon professionals who shared
their talents and knowledge with
attendees. We also accomplished our
objective of reducing the number of
exhibitors of companies not related to
the beauty industry.
“Other accomplishments at this year’s
show were the addition of an esthetics
and spa area that showcased a number of
first-time exhibitors. Finally, we reduced
ticket prices. As a result, we had a
successful show that exceeded our
expectations in overall attendance and
sales for our exhibitors.”
Roberto also noted, “Our goal for SJBS
2014 is to make new alliances with
different institutions, associations and
vocational and international schools to
support our goal of increasing the
number foreigner visitors. We also want
to increase our focus on the international
competitions and to reinforce the
educational program by inviting more
experienced international guest artists.
We look to next year’s show to continue
raising the overall quality of the display
of products, equipment and
entertainment, raising the standards for
the benefit of all.”
The 2014 San Juan Beauty Show is
scheduled for November 9-10. Contact
Maria Correa at 787-756-8019 or
sanjuanbeautyshow.net.
Happy Anniversary to Puerto Rico’s Del Rio Trading Company
buy all their beauty products in one place.
Del Rio Trading, a family distributorship
That’s when we began to sell professional
founded in 1973 in Camuy, Puerto Rico, has
beauty products to the national chain stores,”
seen a dramatic increase in sales during the
explained Luisa.
past 15 years. Today, the second-generationAt the same time, they began to work with
operated company, which recently
the planograms of the chain stores, developing
celebrated its 40th anniversary, is owned by
merchandising programs to support the stores’
Luisa and Antonio Del Rio.
planograms in order to maximize sales.
“Our parents, Antonio Del Rio and Edith
As their business has continued to grow, the
Rosario, started the business, which was
family has seen challenges as opportunities. For
dedicated primarily to selling products to
example, for the last 10 years,
beauty salons. Our father had
Del Rio Trading has been
recently graduated college and
developing private label
had an accounting degree,”
brands. Beauty Max includes
Luisa explained. “We lived in a
peroxide, nail polish remover
two-story house. On the top
and shampoo. In addition, Del
floor was our home, and below
Rio was the first company to
were our store and warehouse.
make hair dyes with keratin
We were raised among beauty
and argan oil. Most recently,
products. I remember having to
they launched a peroxide with
lift boxes, take orders by phone
argan oil, which is formulated
and, at times, accompanying
Antonio and Luisa Del Rio
to leave the hair shiny after a
my father on his sales calls.”
represent Del Rio Trading’s
second generation.
hair color service.
Antonio added, “When we
The Del Rios give equal attention and focus
were teenagers, our parents opened the Del
to the brands they represent from outside
Rio Trading & Beauty Supply store, where
vendors from the United States, Europe and
beauty professionals purchased their products.
South America—including Wella, Clairol,
In addition to running the store, our parents
L’Oréal, Revlon, Conair, Wet and Wild
continued distributing a variety of beauty
products, hired salesmen and built relationships Cosmetics and OPI—and to their own.
“We have won the respect of our suppliers
with beauty brands that we have distributed
and customers. They recommend us to others,
for 40 years.”
because of our strong relationships,” Luisa
The love for the family enterprise was such
added.
that both Luisa and Antonio decided to study
professions that would help them develop and
A Multiplying Effect
grow Del Rio Trading. Said Luisa, “Our parents
“As our business grows, we are helping the
did not impose anything on us. They only
Puerto Rican economy,” says Antonio. “We have
taught us that we should be responsible,
in addition to the store, four warehouses, more
honest and diplomatic with our competitors.
trucks and more employees. From three
They taught us that we should work in all
salesmen, we now have 15. It’s a multiplying
facets of the business in order to completely
effect.” The siblings are hopeful that in the
understand all areas.”
future, their children will also work in the
As a result, Luisa studied marketing and is
also a lawyer. Antonio, who studied accounting, business so that it remains in the family and on
the island.
says, “In 2001, I completed my studies and fully
“Just as we did with our parents, our
became involved in the company, at first as a
children go with us to our stores and
salesman opening up new customers. Today, I
warehouse. And even though they are young,
am in charge of the accounting with the help
they answer the phones and even accompany
of my mother and am guided by our Lord.”
us when we visit customers. They are literally
In the meantime, the Del Rios identified
growing up in the business,” Antonio said.
new opportunities with national chain stores.
Reach Luisa and Antonio at
“We became aware that the market had
[email protected].
changed and that customers now wanted to
JANUARY 2014 17
Johann “Hans” Neumaier, whose family
owns Goldwell of NY, died November 23 at
the age of 84. Hans was born in Germany,
beginning his barber apprenticeship at age 14.
Hans was also an amateur boxer, who
participated in 189 fights, losing only 12
bouts. Hans immigrated to the United States
in 1957 and began working for The Harper
Method Company, which at the time, was
the largest franchisor of beauty salons in the
world. He traveled to 32 states and Canada
as the Harper Method director of education.
In 1963, he opened his first salon, Hans
House of Beauty, eventually owning four
Shapers Salons in Rochester, NY. He started
the Shapers School of Beauty in 1971.
Always the entrepreneur, in 1977, Hans
launched a wholesale beauty supply
company. Goldwell of NY continues to be
one of the most successful beauty products
distributors in the country. Throughout his
career, education and mentoring were an
integral part of his work. Hans and his late
wife, Erika, loved traveling the world and
entertaining friends. Hans' sense of humor
was appreciated by all who knew him.
His son, Steven Neumaier, told BIR, “I
worked with my father for 38 years. He was
always looking ahead. In the 1960s, he had a
thriving imported wig business and was the
first exclusive distributor of Velcro rollers.
He was my teacher, mentor and role model.
I will miss him very much.” Reach Steven at
[email protected]. Visit goldwellny.com.
Joann Cabrera (Garrity) Jones, a key
relationship manager at Kao USA Inc., Salon
Business, died on December 16 at age 58. In
1982, Joann started her career in the beauty
industry as a nail technician. She soon
progressed into sales, first becoming a
representative for CND, which led to a
position with Total Image, a full-service
distributor in Florida. In 1996, she became
the district sales manager for KMS. As her
company merged with Goldwell color into
Kao USA, she was named a key relationship
manager. Joann thrived by mentoring others.
She is survived by her husband Jeff, daughter
Lisa (Garrity) Lindman, son-in-law David,
and granddaughter, Clementine Rue.
18 JANUARY 2014
White Sands introduces ER Fusion, an
emergency, anti-aging reconstructive hair
treatment. Utilizing a skin care delivery
system, the cream creates a clear microshield to seal in hair color, deliver moisture
and eliminate frizz (3 oz./SRP $26.00). Reach
Noel Salas, chief operating officer, at
whitesandsproducts.com.
Alterna Caviar Repair Split Ends Mend
fuses 93.3% of split ends, reducing the
appearance of damage after just one use
(1.8 oz./SRP $35.00). Reach Marta Harmon,
area vice president of sales, at
alternahaircare.com.
Beth Minardi Signature Color expands its
palette with 10 new Demi-Permanent
Liquid Shades (2 oz./list $5.29). They
include 10BB/In The Buff, 7NB/Praline,
9NB/Almond Parfait, 10ICE/Hi Ho Silver,
5CG/Cognac and 6RCC/Light My Fire. Also
new in the Beth Minardi Signature Creme
collection are (2 oz./list $6.49) 5NGC/Irish
Setter, 7NGC/Golden Russet, 6G/Golden
Sable and 8G/Apple Cider. Beth recently
colored the hair of Taryn Manning, star of
“Orange is the New Black.” Reach Edie
Williams, vice president, domestic sales, at
[email protected]. Visit minardicolor.com.
Magik Beauty International introduces a
Keratin Treatment Kit with argan oil, which
eliminates frizz, while adding moisture and
shine. Products include Pre-clarifying
Shampoo, Keratin Treatment, Protein
Shampoo and Protein Conditioner (10 oz.
each/list for the kit $196.00). The new Silk
Treatment adds shine, softness and
manageability (1.75 oz./SRP $20.00). Reach
Nidia Villegas, vice president, at
magikbeauty.com.
Chromastics Hair Color’s National
Education Conference, Shades Of
Excellence, will take place on April 6 and 7,
at the Renaissance Hotel in Orlando. Tom
Dispenza and his team of hair colorists will
be celebrating Chromastics’ 10-year
anniversary, while sharing the newest hair
color trends. Attendees will learn to create
hair color like a master hair colorist. Special
presentations will focus on blondes,
redheads, brunettes and highlights. Tom
shares, “Chromastics puts complete artistic
control back into the hands of the creative
hair colorist. We believe the hair colorist
and not the hair color company should
control the deposit, the lightening and the
tone of every hair color formula.” Early
registration admission tickets are $200 until
March 1. Call 877-716-2889 or visit
chromastics.com for online registration.
New Chromastics Shades is a deposit-only
hair color system with hydrolyzed wheat
and rice proteins for toning, glazing,
refreshing and corrective hair color services.
Since Shades has a lower pH and works with
10-volume developer, it’s very gentle and
allows colorists to achieve predictable
longevity, vibrancy and gray coverage
without MEA or ammonia. For distribution
opportunities, contact Peter Ciotti, CEO, or
Tom Dispenza, president, at
chromastics.com.
Scruples introduces Complete Recovery
Treatment Masque, which helps nourish,
soften and restore elasticity while adding
strength, moisture and shine (8 oz./list
$12.00) as an in-salon service or at-home
treatment. New Total Integrity SulfateFree Ultra-Rich Shampoo (12 oz./list
$10.00) is a sulfate- and gluten-free shampoo
that nourishes colored/chemically treated
hair, while prolonging color. Quick Recovery
Leave-in Conditioner (6 oz./list $8.00)
repairs dry, damaged hair, as it detangles and
protects. Contact co-president/director of
marketing/advertising, Tracy Liguori, at
scrupleshaircare.com.
Anthony Battaglia, the hair stylist who
invented the Comare Mark II Tease Comb
in 1964, has bought his company back from
Spornette International. He is reintroducing his made-in-the-USA styling
tool, which is used to tease, lift and/or
smooth and is now named The Big Tease.
Anthony’s Boar Bristle Brushes with a large
grip are also being manufactured in Ohio.
Anthony is using special needs rehabilitation
centers to package and tag his products and
will be giving donations to The Wounded
Warriors. The Big Tease is available in an 18piece stainless steel counter display (list
$108.00/SRP $12.00 each). Reach Sandy
Gavagni at [email protected]. Visit
battagliausa.com.
New from Bio Ionic is the RTX-450 Digital
Straightening Iron. It heats up to 450ºF,
while hydrating and conditioning the hair. It
can be used on a variety of hair types and
for Brazilian keratin straightening. It comes
with Teflon-plating, a nano-ionic design, a
digital controller and a 5-year warranty. It’s
packed with a free KeraSmooth packet for
chemically treated hair, iFixx Hydrating
Strengthener (5.2 oz.) and iProtect Protein
Protector (6 oz.). The salon price is $109.00.
Reach Jay Jacobs, vice president, at
[email protected]. Visit bioionic.com.
Chrome takes on a feminine flair with China
Glaze Crinkled Chrome. The collection
features six high-shine chrome-meetswintery pastel shades in a crinkled metal
look (SRP $9.50). Reach Mark Moesta,
American International vice president of
sales, at [email protected]. Visit
aiibeauty.com.
“CND’s new spring 2014 Open Road
Collection inspires women to let their hair
loose, put the top down and drive toward
the sunset,” says co-founder Jan Arnold. The
collection includes CND Shellac Power
Polish with new colors Powder My Nose,
Sun Bleached, Desert Poppy, Clay Canyon,
Mint Convertible and Sage Scarf (.5 oz./list
$15.95 each). The Vinylux Weekly Polish
System features Open Road Vinylux
polishes that match the new CND Shellac
shades above (.5 oz./list $4.95 each). New
limited-edition CND Additives, Pigments
Effect and Glitter can be blended into any
CND sculpting powder, gel or Vinylux or
layered over Shellac. This collection includes
Denim Geode, Emerald Mirage, Amethyst
Flash, Copper Mine and Desert Chameleon,
plus a free smartphone wallet. Reach
Jacquie Johnson, marketing manager, at
[email protected]. Visit cnd.com.
Described as a “captivating, magical,
enigmatic purple,” Radiant Orchid is the 2014
PANTONE Color of the Year. This universally
complementary shade is an energizing
addition to any beauty look, which is why
American International Industries is
featuring the shade in several of its brands.
China Glaze Nail Lacquer’s That’s Shore
Bright, a bright, playful crème, and Seche
Nail Lacquer’s Extravagant, a shimmery, onecoat lacquer, offer long-lasting, on-trend
manicures. For those looking to subtly slip
some Radiant Orchid into their 2014 nail art
palettes, It’s So Easy offers variations on the
shade in the brand’s Stripe Rites, which
come in a variety of finishes and are a quick
way to add a punch of purple. Try Grape,
Hot Fuchsia or Purple Metallic.
Available in gel polish are EzFlow TruGel
Taffy Treat, ibd Just Gel Polish My Babe and
SuperNail ProGel Sweet Frosting.
Finally, Body Drench Midnight Bloom Body
Lotion in Black Orchid features seductive,
floral notes derived from jasmine, orchid
and violet petals, paired with cocoa butter
and jojoba oil. Reach Mark Moesta, vice
president of sales, at
aiibeauty.com.
New from Moroccanoil is an elixir of 100%
pure argan oil. The new Pure Argan Oil is a
lightweight oil that revitalizes, restores and
hydrates skin, hair and nails. Moroccanoil’s
premium grade argan oil is naturally
nutrient-rich with antioxidants, essential
fatty acids and vitamin E that soothe, tone
and intensely nourish the skin. With antiaging and anti-inflammatory properties, Pure
Argan Oil can also be used as an overnight
facial treatment to reveal a healthy, glowing
complexion. As a quick fix, Pure Argan Oil
can be smoothed on hair to control frizz
and flyaways and add shine, or used to treat
cuticles, nails and lips (1.7 oz./SRP $50.00).
The company also recently introduced its
Fleur De Rose Collection for the body.
Products include Body Polish (6 oz./SRP
$42.00), Shower Milk (2.5 oz./SRP $26.00)
and Body Soufflé (SRP $52.00). Reach Safir
Shnayderman, vice president of sales, at
moroccanoil.com.
Ravisante Beauty Las Vegas is the exclusive
U.S. and Canadian importer/distributor of
Moana Skincare, which is made in New
Zealand. Products are ECO-certified in New
Zealand and registered in the European EEC.
The organic line uses a marine-glycans base,
which distributes nutrients and antioxidants
through the body. A recyclable counter
display is available as part of the opening
order. The line includes Cleanser (30 ml/
SRP $59.00), Night Regeneration Serum
(30 ml/SRP $96.00), Moisturizer (30 ml/
SRP $63.00), Serum (30 ml/SRP $96.00), Oil
(15 ml/SRP $61.00), Day Cream (30 ml/SRP
$76.00), Firming Mask and Nourishing
Mask, both packaged in a double-lid
(30 ml/SRP $76.00). The company is looking
for retailers and sales representation. Reach
Harry Roussard, CEO, at
ravisantebeautystores.com.
JANUARY 2014 19
Lydia Sarfati, Repêchage CEO and founder,
joined Isabella Calabrese, second
generation owner of Studio
Massofisioterapico Dibi Center, a
renowned skin care center that has been
serving residents in Milan, Italy, for decades.
Together, they celebrated the introduction
of Facial Bar Centro Estetico, a new skin
care venue opened by Isabella that features
Repêchage professional skin care products
and treatments. The Repêchage Facial Bar
offers quick spa services that deliver the feel
of a full spa treatment. Collaborating with
Repêchage's exclusive Italian distributor,
Euracom, Isabella and her team created a
beautiful design for the new Facial Bar
venue. Working together in marketing and
training employees, their collaboration led
to a successful launch event. Loyal clients,
new clients and several Italian press outlets
experienced the Facial Bar and interviewed
Lydia. Reach Shiri Sarfati, vice president, at
[email protected]. Visit repechage.com.
The new Repêchage Lamina Lift Mask
features an organic blend of Eco Cert
seaweeds, orange water, aloe vera and
natural botanicals to provide instant
soothing, cooling and moisturizing. Rich in 12
vitamins and minerals, 18 amino acids, 42
trace elements and antioxidants, it
complements salon and spa services, as well
as clinical services, such as post-chemical
peels, microdermabrasion, laser and waxing
(list $100.00/1 package contains 50 masks).
Reach Shiri Sarfati, vice president, at
[email protected]. Visit repechage.com.
Perenelle Beauty distributes Nacré, a line
of pearl-based products for face and eyes
that stimulate cell regeneration, fend off
free radicals, detoxify and repair skin with
pearl powder, aloe vera and hyaluronic acid.
Face Serum features pearl powder, vitamins
A, B, C and E, multi-fruits and meadowfoam, which protect skin by locking in
moisture, stimulating firmer facial tone and
reducing fine lines and wrinkles (1.6 oz./SRP
$68.00). Reach Jessica Puckett, owner, at
perenellebeauty.com.
20 JANUARY 2014
Farmhouse Fresh offers Pink Moon hand
and body creams, which soften and soothe
rough, dry, chapped skin and help improve
its elasticity and moisture retention.
Formulas are 99.6% shea-butter enriched,
with vegan and gluten-free formulas. They
also contain cocoa butter, jojoba seed oil,
soybean oil, aloe and vitamins A and E (hand
cream 2.4 oz./SRP $14.00; body cream 8 oz./
SRP $30.00). Reach Ashlee Hiers, sales, at
farmhousefreshgoods.com.
Chella Skin Care offers a point-of-purchase
display for its Heated Eyelash Curler to
encourage impulse sales. It is free with the
purchase of 16 Heated Lash Curlers (deal
cost $160.00/SRP $20.00 each). Contact
Nick Mockridge, national sales manager, at
[email protected]. Visit chella.com.
Palladio Beauty Group introduces Herbal
Lip Lacquer, a hybrid lip product that
applies like a lustrous gloss with the rich
intensity of a lipstick for deep pigmentation
and long-lasting staying power. It’s
formulated with vitamin E to help moisturize
and protect, while coconut and sunflower
oil protect against water loss. It’s available in
8 shades (SRP $7.99). Reach Phil Soloman,
president, at [email protected].
Visit palladiobeauty.com.
Babe, a marketer of hair extensions and lash
extensions, introduces Babe Eyelash Serum,
for longer and fuller lashes. It features lash
boosters, conditioners and strengtheners for
beautiful lashes in as little as four weeks
(2 ml/SRP $65.00; 4 ml/SRP $120.00). Babe
Lash Volumizing Mascara adds length,
volume and thickness (SRP $25.00). Babe is
seeking representation and distribution in
select markets throughout the world. Reach
Brandon Hutchins, marketing director, at
888-840-2223 and visit babethings.com.
Ilya Veytsman, president of Charm
Distributors, is seeking new breakthrough
technologies in hair care, as well as a smallscale private label manufacturer. He recently
updated BIR on the Russian market and his
newly reorganized distribution business.
“Doing business in Russia in any industry
is like walking in the mine field, battling not
only bureaucracy and often puzzling laws,
but also dealing with excessive costs of
registering every product, as well as customs
clearance, marking every item with labels in
Russian and many other hurdles,” he
explains. “Challenges include the constant
threat of hostile takeover, unethical business
practices, the lack of a motivated and skilled
work force and poor work ethics.”
He added, “Most American companies
look at the market as a lucrative new
opportunity, disregarding the fact that
finding a reliable partner, who speaks the
language while understanding the Western
and Russian mentality, is extremely
challenging. The country is more focused on
the quick return-on-investment, as opposed
to the long-term strategy. Currency
fluctuations, constant changes in regulations
and laws, the high cost of doing business
and lack of skilled specialists, especially in
the area of sales, are some of the challenges
to entering the market.
“Charm Distributors, LLC has been doing
business in Russia, Ukraine, Kazakhstan and
Belarus for more than 10 years, and in the
past several months, had to endure a hostile
takeover. Nevertheless, we have
restructured, moved to a new facility with
two offices/studios, have 15 sales people
and 6 full-time educators with 35 total
employees and are continuing our exclusive
distribution and promotion of Sexy Hair,
Macadamia Natural Oil and Bosley
Professional Strength, as well as Living
Proof in assigned territories.” Reach Ilya at
[email protected]. Visit charmdis.ru.
Sweis Inc. Professional Salon & Spa
Products offered a Social Media Boot Camp
Class to salon professionals interested in
attracting new clients through social
networking. Speaker Katie Wagner,
president of Katie Wagner Social Media,
conducted the sold-out class, drawing 75
salon pros eager for information on how to
use Facebook to market themselves and
their businesses. Said Karl Sweis, president
of Sweis Inc., “At Sweis, we want to offer our
salon customers the tools that they need to
be successful in their businesses. We have
identified social media as a special area of
interest. Stylists came from as far as Rancho
Mirage and Barstow, CA, which tells us that
there is a great need and desire for social
media education.” Visit sweisinc.com.
Four Star Beauty Supply continues to
expand its store network with the opening
of a 1,700-square-foot store—its second in
Madison, WI, and its tenth overall. Reach Ed
Stein, president, at [email protected]. Visit
fourstarbeauty.com.
Kelly Huether, president of Life of Riley
Salon Supply, tells BIR, “Our distribution
organization continues on its original plan
with the expansion to North Carolina and
South Carolina, which started at the
beginning of December. We have an
excellent combination of experienced salon
consultants mixed with consultants who are
new to sales and still looking to add more.
Life of Riley has been awarded the Neuma
line in those two states, as well. In addition,
we’ve added Bosley Professional, Kaemark
Salon Furnishings and Men's Department
throughout our entire footprint.” Reach Kelly
at 727-639-7594 or [email protected].
Visit lifeofrileyss.com.
Obliphica Professional has partnered with
the Linden, NJ-based Piermarco Group to
offer its luxurious shampoos, treatments,
hair oils and shine products to salons in New
York, New Jersey and Connecticut. Offering
a daily diet for healthy hair, Obliphica
Professional products are powered by
natural sea buckthorn berry, a cherished,
centuries-old Himalayan beauty and health
care secret. With each use, sea buckthorn
berry nourishes the scalp and gives the hair
the daily dose of vitamins, nutrients,
proteins and omega fatty acids, including
omegas 3, 6, 9 and the rare omega 7, which it
needs to grow healthier, stronger and shinier
with every use.
“After meeting Dalal Moussa, Obliphica
Professional’s new CEO at the International
Beauty Show, we wanted to partner with
her to offer these luxurious products to our
customers,” said Anne and Geppe
Enfiomusi, who, as former salon owners,
founded Piermarco based on the philosophy
of "by hairdressers, for hairdressers."
“Obliphica Professional is different from
any other professional hair care line, and the
sea buckthorn berry’s unique benefits give
the company a strong ingredient story
backed by centuries of results. Many of our
salon consultants and stylists have a
European heritage, so they are familiar with
the berry and its health and beauty benefits.”
During the launch to Piermarco’s salon
consultants, Dalal shared that she tried the
products after experiencing extreme hair
damage. With just a few uses, her hair was
reborn with so much youthful bounce and
shine that she bought the company.
Celebrity stylist Joshua Barrett shared the
company’s product knowledge story and his
styling secrets for keeping hair looking
gorgeous on camera. Joe Santy, a salon
owner, stylist and educator, presented sales,
marketing and merchandising tips.
“Geppe and Anne are known for
pioneering brands through education. Their
salon consultants are educated weekly, so
they understand exactly how to help the
salons in their market grow,” said Dalal.
“Their team has already placed our opening
deals in many of their market-leader salons
with terrific repeat purchases, and we are
working closely with them to provide the
education and merchandising support that
will help stylists provide their clients with
the most beautiful, rejuvenated, youthful
hair possible.” Reach Dalal at
obliphicaprofessional.com.
The Professional Beauty Association’s
(PBA) and Kline & Company, Inc.’s
collaboration to source and provide
detailed, accurate and actionable market
intelligence by monitoring transactional sales
data from salon chains, independent salons,
distributors and salon/spa software
management companies is underway.
Industry companies are encouraged to
participate. Called Kline Pro, the effort will
produce quarterly data updates, separate
reports for sell-in vs. sell-through and views
of individual product performance within
major brands. Ultimately, the data will help
identify trends, benchmark performance,
evaluate competitive beauty-related sectors
and aid in decision-making for pro beauty
businesses. PBA members will receive special
pricing and access to Kline information.
Companies need not be PBA members to
participate. Call 800-468-2274 or visit
klinegroup.com/reports/kline_pro_database
.asp to participate.
The American Association of Cosmetology
Schools’ members recently elected their
board of directors for 2014. Officers include
Don Yearwood, president, Carousel Beauty
Colleges & The Spa Institute; Anthony
Civitano, vice president, Long Island
Beauty Schools and Hair Design Institutes;
Lynelle Lynch, secretary, Bellus Academy;
Joe Carretta, treasurer, Empire Education
Group; and Christine Gordon, past
president, Graham Webb Academy.
Directors are Sandra Bruce, Milady, a
division of Cengage Learning; Frank
Cacciato, Katherine Frank Creative; Tony
Fragomeni, Empire Education Group;
Karyn Laitis, Marinello Schools of Beauty;
Kim McIntosh, Xenon International
Academy; Tam Nguyen, Advance Beauty
College; Frank Trieu, Evergreen Beauty
College; Robert Passage, Pivot Point; and
Mike Vanacore, honorary vice president.
Visit beautyschools.org.
JANUARY 2014 21
Big data, allowing salon businesses to
compare figures across the industry, is one
of three major trends predicted to dominate
the beauty industry in 2014, according to
Shortcuts CEO Paul Tate. Along with
mobile technology and predictive
purchasing, big data will give companies a
greater insight into the health of their salons.
Clients of Shortcuts are already using its
Scorecard facility, part of its over-arching
SMART Suite of programs, to compare data
anonymously with other similar-sized salons.
Without giving away vital information, salons
no longer work in isolation, but instead are
be able to see what other similar salons are
achieving and why. Contact Paul at
itsuitsyou.shortcuts.net.
Salon International, with the theme of
“Inspiring Business,” took place October 12-14
in London at the ExCeL London Exhibition
and Convention Centre. Thanks to George
Eliades of Madison Avenue Beauty for
providing this report.
Hairdressers from around the globe
attended the annual event to see the more
than 180 companies on the floor and in
educational suites, as well as seminars
featuring England’s top talent, including the
Mahogany Team for Schwarzkopf, Richard
Ashforth for Saco, as well as a trichology
presentation by Glenn Lyons of the
renowned Philip Kingsley Clinic in Mayfair.
The Hairdressers Journal (HJ) Salon Live
stages hosted presentations by the Sassoon
Academy, Toni&Guy—UK and Patrick
Cameron, who shared their new collections
and inspirations The HJ stages also featured
three days of shows by the Fellowship for
22 JANUARY 2014
British Hairdressing.
The highlight of the weekend was the
Alternative Hair Show, founded by
hairdresser and salon owner Tony Rizzo
more than 30 years ago to raise money for
continuing support for leukemia research
and the families whose lives have been
affected by the disease. The evening began
with a reception to mark the 75th
anniversary for Denman, a major sponsor of
the event, along with TIGI, Wella
Professionals, Schwarzkopf Professional,
Revlon Professional, Affinage, Parlux and
the Anthony & Pat Mascolo Charitable
Foundation. Hosts Tony Rizzo and Anthony
Mascolo held court to more than 5,000
attendees. Toni Mascolo received the AIPP
International Legend Award in recognition
of his global achievements, while a special
AH Humanitarian Award was presented to
hairdressing icon John Frieda.
Theater star Zoe Rainey, who is also the
face of Denman, opened the show with a
singing performance. Denman international
chairman John Rainey received a special
award to mark the brand’s milestone. Reach
George at 917-428-7007 or
[email protected].
Once again in 2014, the California Trade
Alliance (CTA) will host 24 select California
based beauty companies to exhibit at a
dedicated California Pavilion at Cosmoprof
Bologna in Bologna, Italy, on April 2-7. This
year, CTA was able to secure space
immediately next to the U.S. Pavilion. Why
California? “California is a global brand,”
explains Cesar Arellanes, manager. “In
technology, entertainment or even wine,
global consumers think Silicon Valley,
Hollywood and Napa Valley. California
entrepreneurs are global tastemakers. You
are a global tastemaker. We inspire the
world with our passionate belief in
innovation, our creativity and our dedication
to quality. You make a great product in a
beautiful state; share it with the world under
the California Pavilion,” he concluded.
Reservations are available on a first-come
basis. Reach Cesar at 562-938-5018 or
[email protected]. Visit lbcc.edu.
John Paul Selects, which was cofounded by
John Paul DeJoria (JP), has acquired a
majority interest in Marula The Leakey
Collection, a facial oil specialist that will be
extended into hair care. JP discovered
Marula by learning of its stellar sales
performance via John Paul Selects, a digital
retailer and distributor of sustainable brands.
JP tried the product and concluded that the
quality of oil made it worthwhile to buy the
brand. “It kept moisture in the hair and the
skin, even though it was a very light oil,”
explained JP, who declined to disclose the
price John Paul Selects paid for its 51% stake
in Marula The Leakey Collection.
Now, a shampoo and conditioner with
the marula oil are being developed for John
Paul Mitchell Systems. They will be
distributed through the JPMS network
globally. Marula The Leakey Collection is
currently available in about 500 doors
worldwide, including Sephora, Beauty
Collection, Bliss and Planet Beauty. JP said
it has not yet hit $10 million in annual
revenues, but will do so within months.
The brand was founded by Philip Leakey,
the son of paleontologists Louis and Mary
Leakey, with his wife Katy, to create
opportunities for rural Kenyans. Plastic
surgeon Ashton Kaidi became interested in
the oil. After testing it on traumatized skin,
he started selling it in the Unites States. The
company claims that its marula oil has 50%
more antioxidants than argan oil and points
out that a manual cold-press process is used
to derive the oil and ensure quality. “We will
only use marula oil with this purity,” said JP.
“The cold pressing is a little more expensive,
but gives a higher quality.”
Marula The Leakey Collection has grown
from one sku, Pure Marula Oil (1.69 oz./SRP
$78.00) to three, with a cleansing oil (4.23
oz./SRP $38.00 and a facial lotion (1.49 oz./
SRP $68.00). It plans to expand with lip balm
and eye cream. Reach Luke Jacobellis, JPMS
CEO, at [email protected]. Visit jpms.com.
Ulta Beauty announced financial results for
the 13-week period (“Third Quarter”) and 39week period (“First Nine Months”) ended
November 2, 2013, which compares to the
same periods ended October 27, 2012.
“The Ulta Beauty team delivered solid
top-line growth, with particular strength in
our on-line sales, despite a challenging
environment,” said Mary Dillon, CEO. “We
also made significant progress on our growth
strategies, including opening a record
number of new stores, seamlessly rolling out
a new e-commerce site while maintaining
strong top-line momentum, completing this
year’s roll-out of Clinique and Lancôme
boutiques, and continuing to launch new
and exclusive products and brands.”
For the third quarter, net sales increased
22.4% to $618.8 million from $505.6 million
in the third quarter of fiscal 2012.
Comparable store sales (stores opened at
least 14 months) increased 6.8% compared
to an increase of 8.9% in third quarter of
fiscal 2012, including impact of e-commerce
sales. Gross profit increased 70 basis points
to 37.4% from 36.7% in third quarter fiscal
2012. Operating income increased 18.9% to
$72.9 million or 11.8% of sales compared to
$61.3 million or 121% of net sales in the third
quarter of fiscal 2012. Net income increased
19.1% to $45.4 million compared to $38.2
million in the third quarter of fiscal 2012.
Excluding severance charge, net income
increased 22.1%.
The company added 10 Clinique
Boutiques to end the quarter with 100 stores
offering Clinique products. It also added 20
Lancôme boutiques to end the quarter with
105 stores offering Lancôme products. Ulta’s
loyalty program membership grew 18% year
over year to 12.5 million active members.
E-commerce grew sales: For the first 9
months, net sales increased 23.3% to $1,802.5
million from $1,461.4 million in the first 9
months of fiscal 2012. Gross profit increased
to $647.7 million compared to $24.0 in the
first 9 months of fiscal 2012. Operating
income increased 21.1% to $213.5 million or
11.8% of net sales compared to $176.2 million
or 12.1% of net sales during the first 9
months of fiscal 2012. Net income increased
22.4% to $132.2 million compared to $108.0
million during the first 9 months of fiscal
2012. During the third quarter, the company
opened 55 stores, ending the quarter with
664 stores and square footage of 7,046,000,
which represents a 24% increase in square
footage compared to third quarter fiscal
2012. Reach Mary at [email protected].
As part of it new Capital Allocation Policy
and Note Placement, Regis Corporation has
issued $120 million aggregate principal
amount of 5.75% senior, unsecured notes
due 2017 (the “notes”).
Dan Hanrahan, president/CEO,
commented, “Over the past year, one of the
higher priorities was to evaluate our capital
allocation strategy. Following this review and
the development of a new capital allocation
strategy, I want to communicate Regis’ new
strategy and properly level set our
shareholders on how Regis intends to
deploy capital prospectively. Three key
principles underlie this new strategy.”
• Preserve a strong balance sheet and
enhance operating flexibility. While
maintaining a strong balance sheet will be an
ongoing priority, the company intends to
retain excess capital during the ongoing
transformational turnaround. Issuance of the
notes is consistent with this principle, as
they provide considerable incremental
liquidity at attractive borrowing rates.
Furthermore, they do not limit Regis’ future
operating flexibility, as covenants are
minimal and the Notes do not require
payments of principal until they mature in
2017. When combined with Regis’ $204
million cash balance reported as of
September 30, 2013, the notes provide
significant liquidity for the company to
execute its turnaround strategy. Once the
business stabilizes, excess capital will be
directed to its highest and best use to
maximize shareholder value.
• Prevent unnecessary dilution. While
no definitive decisions have been made, the
company intends to use the proceeds from
the notes to refinance a portion of Regis’
$172.5 million convertible debt maturing in
July 2014. Doing so could prevent dilution to
existing shareholders that would have
occurred upon conversion of the debt.
• Deploy capital to the highest and
best use by optimizing the tradeoff
between risk and after-tax returns. Once
the business is stabilized, the default use of
capital will be share repurchases at
reasonable prices, leveraging the $58 million
available under existing share repurchase
authorizations and future share repurchase
authorizations, as approved by the Board of
Directors from time to time. As a result, the
benchmark for evaluating excess capital
deployment will be expected risks and
returns associated with purchasing Regis
stock. The preferred use of capital, however,
will be to grow the business by reinvesting in
salons where expected returns provide
attractive rewards relative to risks taken. All
other discretionary projects will be
evaluated against the new benchmark of
share repurchases.
Management also reviewed the existing
dividend policy in light of the company’s
new capital allocation principles and
determined that paying dividends is not the
best use of excess capital relative to the
new benchmark. Management believes the
best return on capital is through purposeful
reinvestment into the business and share
repurchases at reasonable prices. The
company believes a revitalized Regis will
have attractive absolute return projects for
which this capital will be more efficiently
utilized. As a result, the Board has elected to
discontinue the regular quarterly dividend.
Dan concluded, “I am confident that our
strategic changes and new capital allocation
philosophy position Regis to execute its
turnaround plan, provide options with
respect to capital deployment and ensure
that we maximize value to our shareholders
during our turnaround and subsequent
growth.” Reach Dan at
regiscorp.com.
JANUARY 2014 23
The Beauty Industry Report Visit www.bironline.com
Eric Schwartz, chief operating officer of
OPI, reported that OPI has achieved an
important milestone that will protect
consumers against counterfeits and
infringement of OPI products. OPI has made
an agreement with Quality King and Pro’s
Choice, the wholesalers of counterfeit,
diverted and infringing beauty products, that
they will not carry any OPI products that
lack OPI’s tracking codes.
OPI had asked Bill Conkle, a lawyer who
has spent decades fighting to protect brands
and intellectual property from diversion,
infringement, counterfeiting and other attacks
and an attorney at Conkle & Olesten in Los
Angeles, to pursue Quality King and Pro’s
Choice. (Bill’s methods for controlling
diversion appeared in the December issue of
BIR.) Bill said that he thought he could
achieve OPI’s goal without a lawsuit. Eric
admits that he, George Schaeffer, OPI’s
founder, and Bill Halfacre, executive vice
president, sales and marketing, doubted that
Bill could succeed without a lawsuit, but
allowed him to try. For years, Bill has been
fighting Quality King and Pro’s Choice. He
was able to convince them and their lawyers
that they should settle without the need of
a lawsuit. Bill argued to the lawyers for
Quality King and Pro's Choice that given
OPI’s dedication to combating diversion and
its years of coding all of its products, Bill
would win a lawsuit and compel Quality
King and Pro's Choice to stop carrying
decoded products. OPI was pleased that Bill
could use his reputation and the reputation
of OPI to achieve the result without the
expense and inconvenience of a lawsuit.
Bill advised BIR he started his efforts to
achieve the result more than a year ago. It
was negotiated during a number of meetings
between Bill and the lawyer for Quality King
and Pro’s Choice, To learn more about
fighting diversion, reach Bill at 310-704-4000
or [email protected].
24 JANUARY 2014
Cosmetologists Chicago raised and
presented funds to aid salon professionals
and owners affected by Hurricane Sandy in
the Northeast. Now this association of
5,000 that owns and produces America’s
Beauty Show has established the
Cosmetologists Chicago Tornado
Assistance Fund to help salon pros in the
Midwest. Cosmetologists Chicago and
Cosmetologists Illinois reached out to
identify salons and salon professionals in the
areas hit worse by tornados this past fall.
The goal is to “adopt” as many as possible
and provide funds to help them get back on
their feet. The association will also give
them complimentary admission to America’s
Beauty Show in March to motivate and
inspire them in their careers. To contribute,
visit americasbeautyshow.com/contribute.
DePasquale The Spa recently raised
$30,000.00 for Cancer Support Community
Central New Jersey. Teaming up with
Neiman Marcus Shorts Hills, the
DePasquale team produced an evening
celebrating fashion, beauty and a good
cause. “The Art of the Race” benefited the
Cancer Support Community of Central New
Jersey (cancersupportcnj.com). Guests
previewed trends for “The Hunt” during the
Neiman Marcus Fashion Presentation by
Celebrity Stylist Daniel Musto. In addition
to enjoying the tastes from New Jersey's best
restaurants and libations, courtesy of Veuve
Clicquot Champagne and Wine, Belvedere
Vodka Bar and Glenmorangie Scotch and
Whiskey, power-house band, Mary C and
The Stellars performed their hit “Love
Automatic,” along with other songs off their
new CD. Visit depasqualeco.com.
Friends Are By Your Side, a charity that
donates wigs to those with cancer, hosted
its first annual Night of Wigs & Wishes,
raising $100,000 to fulfill the wishes of
women and children battling cancer.
Founded by Keratin Complex’s international
artistic director, Martino Cartier, the affair
featured special guests Tabatha Coffey of
“Tabatha’s Salon Takeover,” Mary
Sciarrone of “Cake Boss,” the staff of
Gatsby Salon from “Jerseylicious,”
Philadelphia-based band “Don’t Call Me
Francis,” artist Danny Tarantola and
recording artist Liv Devine.
Highlights included granting wishes for
the children, including a message from
Grammy winning artist Michael Bublé, who
announced he’d be granting a child’s wish to
meet him. Martino gifted the same child
with an autographed picture of Michael
Jackson from his personal collection. The
organization is sending another child and his
family to Disney World.
Meeting young cancer patient Kiki was
when Martino decided to take his
organization to new heights. Diagnosed
when she was 8, Kiki had been turned down
for wigs by numerous establishments. After
hearing her story, Martino decided to make
her a wig and sent her in a pink limo to a
Justin Bieber concert, during which she got
to meet the pop superstar. One week later,
Kiki succumbed to the disease.
Martino founded Friends Are By Your
Side in May 2011. It’s now available in seven
countries. Visit friendsarebyyourside.com.
In 2012, Andis Company associates set a
record, raising funds for the United Way of
Racine County in Wisconsin. In 2013, they
surpassed that contribution by 6%. “Each
year, our associates prove with their time
and contributions how committed we all are
to our community and to people in need,”
says Matthew K. Andis, president. “Our
United Way Committee did a fantastic job in
running a campaign that was motivating,
successful and full of fun events.” Yearround fundraising efforts included a silent
auction, a car wash and raffles for sporting
event tickets. A significant portion of this
year’s funds came from 30 Andis business
partners who responded to the company’s
request letter with gifts ranging from $100 to
more than $1,000. Visit andisco.com.
Salon industry shares its wishes/hopes for 2014
A
new year gives us so many possibilities to
start fresh with a positive outlook and a
new plan for success. As we kick off 2014, we
asked Beauty Industry Report’s readers to
share their wishes and hopes for the
professional beauty industry. We’ll continue the
discussion on our Facebook page. Please jump
in and share your thoughts.
“My wish for 2014 is that we
see ever increasing numbers of
consumers going to salons for
services from professionals; that
short hair continues to be in
vogue, thereby increasing salon
trips and that multi-tonal color trends
continue. These things will make for a very
good 2014 for everyone in the salon industry.”
—Reuben Carranza, North American CEO,
Wella, the Salon Division of P&G
“My hope is for industry
manufacturers to join together
to promote a unified message to
consumers about the benefits of
going to a salon. With all of the
competition today for
consumers’ disposable and beauty incomes, it
will be more critical than ever, if we are to
succeed as an industry.”—Andy Biazis, chief
operating officer, Keune Haircosmetics USA
“Our hope is that in 2014, the
professional beauty industry will
become the destination for
everyone’s beauty needs and, in
becoming this, we will make the
world a more beautiful place
one salon at a time. This can be done by
continuing to put the stylist front and center in
all that our industry is doing. We must listen to
her needs, her goals and her dreams, and
continue to support her in building her
business with innovations and quality
education. I believe that when we share our
passion for this industry, we can inspire great
things.”—Pat Parenty, president, L’Oréal USA
Professional Products Division
“I hope for all future
professionals to learn that our
profession is much more than a
great haircut, hair color and
style—that it has to do with
identifying each stylist's strengths,
skills and knowledge and then honing those gifts.
We need to encourage and nurture good
listening skills, the desire to learn all aspects of
our business and the skills for being a team
player. Finally, I wish for all salons to have yearly
strategic business plans and reputable salon
software to measure daily, monthly and yearly
growth in the salon, as well as the performance
of each team member.”—Salvatore Minardi,
owner, Salvatore Minardi Salon, Madison, NJ
“May our dreams, our hearts
and our volumes grow BIGGER.
May our egos, ours debts and
ours waistlines grow SMALLER.
And may we all find a happy
MEDIUM of health and
prosperity in 2014!”—Marty Flaherty, senior
vice president, business development, Colomer
Beauty Brands
“We are projecting a much
more positive year. Most of our
larger companies express
aggressive growth plans for the
coming year, as the industry
gains momentum lost through
the past recessionary years. Our independent
distributors are enthusiastic about future
growth and the nail category continues to
remain strong, helping fuel industry expansion.
We expect to achieve double-digit growth on a
global basis in 2014, having built our sales team
to 57 sales people globally.”—Harlan
Kirschner, CEO, The Kirschner Group, Inc.
"It doesn't take a fortune teller
to see that 2014 will be a
challenging year. But as
professionals, distributors and
manufacturers, we can make a
real difference in our clients' quality of life. On
many levels, we bring joy and a respite from life’s
travails. We promote wellness and a greater selfconfidence in each client. In 2014, we can be
agents of change by simply being our best. My
hopes are that we continue to both beautify the
planet and bring joy to our treasured clients—
purposefully, beautifully and harmoniously.”
—Dalal Moussa, CEO, Obliphica Professional
“Our industry is changing (as it
always has), and we need to be in
front of the changes that are
coming: Attempts to de-regulate
our industry at the state level;
new rules and regs from the
Department of Education (DOE) that will
threaten the very existence of many schools and
continued difficulties for stylists to move from
state to state. I hope that by working together,
we can make 2014 a watershed year for
streamlining rules and regulations at the state
level to head off de-regulation efforts, better
enable our schools to cope with the new DOE
regs and make it easier for stylists to move from
state to state.”—Gordon B. Logan,
CEO/founder, Sport Clips
“My wish is for the emergence
of more entrepreneurial
companies, both on the
distributing and manufacturing
sides, resulting in more innovative
products and promotions. The
consolidation of both distributorships and
manufacturers has created opportunities for
small and medium size companies, which can
respond more rapidly to the marketplace than
the mega companies, giving them a significant
advantage. Likewise, most manufacturers,
distributors and salons are small, independent
entities. In spite of the Internet and all the
newest technology, personal service and
flexibility are still the key elements to success in
professional beauty. Companies that utilize
those ingredients will be successful and help our
industry remain unique.”—Gary Udell, Gerry
Udell, Inc.
“Of course, I am hoping to see
the business grow as a whole. I
know that will happen, as we
continue to see a resurgence in
super customer service.
Pampering goes hand-in-hand
with beauty, and the more we provide that
pampering and service, the more successful we
will be as individual businesses and as a
professional industry.”—Jason J. Volk, CEO,
Chatters Canada Limited and Tommy Guns
Original Barbershop, and president of the
International Salon/Spa Business Network
Salon industry wishes...cont. on page 26
JANUARY 2014 25
The Beauty Industry Report Visit www.bironline.com
Salon industry wishes...cont. from page 25
“My sincere hope is for the
U.S. macro-economic factors to
improve, as the middle-class is
hurting. They are the main
consumers of salon products.
With recent weaknesses in both
open-line business and exclusive business, this
should be a great cause for concern, although
BSG/Cosmoprof seems to be growing. The
softness in salon business can be overcome by
salon marketers, with targeted approaches to
the huge growing segment of chair/suite
rentals. They need to be harnessed for overall
industry growth.”—Cyrus Bulsara, president,
Professional Consultants & Resources
“I’m very optimistic about the
potential growth in the hair care
market. As new ingredients and
trends seem to be running
parallel, it’s time to let the
creative juices flow. I hope for us
all to be creative, unique and effective!—Stacy
Kaufman, president, Performance Brands, Inc.
"I wish for the continued
development and investment in
education by manufacturers and
beauty professionals. That will
give us an exciting and
enlightening 2014."—Howard
Britt, president/CEO, Premiere Show Group
“I hope that 2014 will be the
beginning of re-embracing our
industry. Over the years, so
much has been lost..our passion,
our respect and our unity. We
are the professional beauty
industry, and we need to be heard. Let's begin
this year speaking with one voice and face our
challenges together. Let's bring back the passion
and the respect and open our hearts by
directing our positive energies to saving our
world, our lives, our beauty industry!”—Frank
B. Cacciato, Jr., CEO, Katherine Frank Creative
“My wish is that an emphasis
on proper education and quality
products continues to be a
priority to both stylists and their
clients, which will enhance
everyone’s experience!”—Beth
Fetzer, chief operating officer, NovaLash, Inc.
26 JANUARY 2014
“Given how close we are to
our customers, the beauty
industry is well positioned for
success if we understand and
accommodate their changing
needs and behaviors, and if we
embrace and take full advantage of the
opportunities that technology provides to
connect with them and better manage our
businesses.”—Steve Reiss, vice president/
publisher, Modern Salon Media
“My hope is that we all take
the time to realize fully the
amazing power in our talented
hands and caring hearts—that we
focus on changing lives every day
by helping our guests see their
true beauty from the inside out with ongoing
education and knowledge to keep our creative
talent the best of the best. I also hope that we
continue to give from our hearts by volunteering
to make a difference in our communities and
that we make it a top priority to provide
fulfilling careers and a future that we are proud
of for hair and spa professionals in the beauty
industry.”—Debra Penzone, president,
The Charles Penzone Salons
“My wish is for less diversion
of salon-only products to help
reinforce the expertise of the
stylist's recommendation. This
will give more power to the hard
work, training, research and
dedication of stylists by being able to offer
exclusive, salon-only products to preserve the
services we work so hard to create.”—David
Barron, owner, Barron's London Salon
“In light of the legislative
changes the industry is facing and
the uncertainty of the economy, I
hope that the industry can pull
together to innovate, engage and
provide meaningful incomes for
many families. I hope that the beauty industry
will honor our similarities rather than focusing
on our differences and continue to network,
connect and collaborate so that the industry can
move forward to become stronger and more
cohesive under the fold of beauty associations
and trade events.”—Daniela Ciocan, Cosmoprof
North America’s director of marketing
“My wish is for manufacturers
to bridge the gap between
product and sales training for
salons, giving them the
confidence that the profit
potential is still available to them,
no matter what is being sold over the counter.
Stylists are in a better position to offer
consultative selling than any of their
competitors. Manufacturers and distributors
need to educate them with compelling stories
and tactics, such as showing why passing
promotional savings onto clients enriches their
salon visits and the salon’s bottom line.”
—Joe Santy, owner, Attitudes Salon
"My wish is for a return to
professionalism at trade shows.
Eliminate roller bags, close-out
sections and junk booths. Keep
education on the show floor and
have a dress code."—Larry
Gaynor, president/CEO, tng Worldwide
“My wish is for our industry to
prosper in 2014 by following the
international trends outlined in
Beauty Industry Report, and to
use those trends to expand their
businesses’ horizons and sales.” —
Susan F. Lin MD, CEO, La Canada Ventures Inc.
“Red stands for fire, desire and
love. Let's all think ‘red’ in 2014
and keep our passion for beauty
burning bright!”—Jeryl E. Spear,
editor-in-chief/creative director,
HOT by Hair's How magazine
“My hope is that everyone’s
business continues to prosper;
there is enough room out there
for all of us”.—Steve Cohn,
president, Premier Beauty
Supply
“The wish of our 5,000
members is to continue to have
education at the forefront of the
industry, and to reach out
globally to discover the finest
talent, trends and techniques
that inspire salons to grow.”—Joseph
Cartagena, president, Cosmetologists Chicago
“2013 was a year of many
surprises. As we head into 2014,
we are focused on strengthening
our foundation on all of the
things we have learned this year.
Imagine...more than 45 years in
the beauty world, and I am still learning! My
wish is for everyone else to find that same joy in
and passion for learning! What a great
industry!”—Carmen DePasquale, CEO,
DePasquale Companies
“May our America’s Beauty
Show exhibitors find newcustomer leads that turn into
loyal customers. May our
attendees find exciting new
products that help build their
careers and their businesses and may our
Cosmetologists Chicago members continue to
offer the finest professional education at the
show and throughout 2014. May we help our
salons attract more clients to strengthen our
industry.”—Paul Dykstra, CEO, America’s
Beauty Show/Cosmetologists Chicago
“We all are so lucky to be in
this incredible industry that
continues to grow and prosper
despite economic conditions,
and I am currently celebrating
my 30th year in the business!
Hairdressers are the ones to thank...without
them, we have no business. Their talents are
incredible, their passion unstoppable and we
must continue to do everything possible to
support them. I wish all of you a healthy and
happy 2014, which I know will be a really
exciting year for our industry.”—Andre
Chiavelli, executive vice president of global
strategy, Farouk Systems
“We are hoping for new
opportunities to grow our
industry in ways never before
seen. I hope to increase the
perception of the industry in the
eyes of the general public, other
industries and Capitol Hill! Of course,
unforeseen growth for all members of the
beauty industry is always my desire!”—Eric
Horn, associate executive director/business
development, for the Professional Beauty
Association
“We hope to continue to
bring new, dynamic items to all
of the distributors we service.
We are excited to be part of an
industry that continues to utilize
new technologies and is
surrounded by energetic and enthusiastic
professionals who only want to bring the best
products to all of our customers.”—Eric Berger,
principal, BTB Sales & Marketing, Inc.
“My wish is for everyone in
the beauty industry to step up
to better our games through
education, presentation and as a
community to bring all of our
friends and co-workers to the
next level in our careers.”—Sacha Quarles,
celebrity stylist @hairbysacha
“I have so many hopes for
2014 for my family, friends and
business associates, and they all
begin with good health. I look
forward to a year where
together with our distributors we lead the
industry into a healthier, safer salon
environment for our fellow stylists. May we all
have a year blessed with good health and wellearned prosperity.”—Karen Davidson, CEO,
Peter Coppola Beauty
“My wish is for continued
elevation of the industry. We
need more passionate
professionals in our young
generations, with a passion for
hair, passion for learning and
most importantly, passion for providing an
amazing guest experience. Let's build more
professionals who will do whatever it takes!”—
Suzie Bond, L’Oréal Professionnel artist and
owner of Perfect 5th Salon
"’The future belongs to those who believe in
the beauty of their dreams.’ Those words of
Eleanor Roosevelt remind me how lucky we are
to be part of an industry that works tirelessly
to bring to life the dreams of so many to build
better lives through beauty. Wishing all a year
filled with good health, happiness, success...and
beauty.”—Dana Lupton, executive vice
president, American Salon/American Spa—
Beauty and Wellness Group
“Creativity will continue to be
our driving force in 2014. It’s the
essence of the professional
beauty industry. It brings us
together, gives us ways to
express and differentiate
ourselves and offers limitless opportunities to
develop and innovate. Cheers to a fantastic
year!”—Marc Spilo, CEO, Spilo Worldwide
“My hope is that we continue
to grow our industry, which to
me is not about mass. It is about
the people who deliver a service
you can only get in a salon. With
great products, education and
service, we can have the respect this industry
deserves. We must show professionals how to
retail. That will allow salons to increase their
bottom lines and manufacturers to stay within
the professional market and not reach out to
secondary channels. I wish the industry a
happy, healthy, prosperous New Year!”—
George Schaeffer, president/CEO, Aloxxi
Int’l; founder of OPI Products Inc.; and
devoted supporter of the pro beauty industry
“My wishes are for every
salon professional to understand
their worth, to love their job, be
successful and proud and know
they are contributing to the
beauty of the world.”—Linda
Gillette Parodi, co-founder, director of sales
and education, Kallista
"With all the information
available at our fingertips, my
hope is for hairdressers to seize
the day to repurpose their
education, from accessorizing
their skill sets to reinventing
them. With inspiring new looks and techniques,
we will keep our clients energized.”—Alex
DeRango, artistic director for Cezanne
International and ColorDesign
“Wishing our members and
supporters a prosperous,
successful and fulfilling 2014. PBA
will continue to be an effective
advocate of the industry to
consumers and policy makers!”—
Steve Sleeper, PBA executive director
JANUARY 2014 27
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The Beauty Industry Report A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ
Best wishes to Chuck Cohen,
managing partner of CFN Beauty
Representation, on his recent
retirement. He said, “I am proud
to have co-founded CFN,
overseen its growth and
positioned it for success.” His son,
Brett, will continue with the
company as a sales representative
prior to becoming an owner.
Beauty Industry Report recently
contacted David Bernstein to get
the inside story on the buzz
about Beauty Brands. David has
been with the company since its
inception nearly 19 years ago, and
has served as president since
2009. He told BIR that he and his
father, Bob Bernstein, recently
entered into an agreement with a
financial sponsor (who has
requested to remain nameless),
with the Bernstein family
retaining a minority interest. In
addition, three former members
of Ulta’s management team have
joined Beauty Brands. Lyn Kirby,
Ulta’s former CEO, is now the
CEO of Beauty Brands and has
invested in the company. Rich
Bos replaces David as president,
and Mike Tokarz is the new vice
president merchandise—hair care.
David, while stepping away from
day-to-day activities, is assisting
during the transition and will
continue to be involved on a
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Actress Kirsten Dunst has been
named as the first L’Oréal
Professionnel spokesperson. She
will front launches of Wild
Stylers from Tecni-Art, Beach
Waves and Absolut Repair
Lipidium this year.
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All regular subscriptions include the eBIR monthly FREE.
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consulting basis. David shared,
“We are excited with the new
management additions and proud
of our existing team, which has
helped grow Beauty Brands into a
best-in-class retailer.” Stay tuned
and visit beautybrands.com.
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