Why collaborate? To get things done!

FEBRUARY 2016
volume 19
issue 2
Why collaborate? To
get things done!
By Ken Blanchard
A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ
highlights
2
PBA announces Distributor Exec Conf
4
Lafayette Jones’ Multicultural Report
5
Federici Brands puts Wow into color
6
Gibs offers healthy hair for manly men 8
Hang out at Barbershopconnect
10
Sally Beauty Holdings announces results 18
Delpani departs Revlon
20
Join ICMAD at Cosmoprof Bologna
20
Check out IBS/IECSC New York
20
Mane St.
Pro beauty grew at 3.2% in 2015
VISIT US ONLINE
bironline.com
CHECK OUT BIR’s 2016 BIG! Show Calendar!
This is your industry’s newsletter, and
BIR welcomes your feedback!
Mike Nave, editor
818-225-8353 | [email protected]
facebook.com/BeautyIndustryReport
facebook.com/MikeNaveBIR
by Mike Nave
EDITOR
W
hen Beauty
Industry Report
learned about the
“Collaboration Begins
with You,” the new book
from management guru
Ken Blanchard, we
reached out immediately to ask him
to...well...collaborate. We are delighted to
have him pen our Guest Column this month.
Collaboration is a timely topic for our
business. Once fueled by collaboration at
every level from manufacturers to reps to
distributors to salons to stylists to schools,
our industry is becoming increasingly siloed.
We often work independently from home or
in salon suites on the service provider level,
communicate electronically and have fewer
opportunities for true collaboration.
Above all, the beauty business is a people
business. We must collaborate more if we
want to solve our individual and collective
challenges, and foster innovation and
creativity for years to come.
Regards,
I
f you think collaboration is just a corporate
buzzword, think again. In today’s diverse,
globalized workforce, collaboration is part
of the culture of every successful
organization. It’s as simple as asking a friend
at work to give you feedback on an idea;
having a brainstorming session with a few of
your direct reports; or bringing together folks
from different departments whose diverse
skills could be helpful in an upcoming
project. It’s all collaboration—and it’s the best
way to get things done.
For collaboration to become part of the
DNA of your organization, it needs to begin
with every person committing to making a
positive, productive change in the way
business is done. Why? Because if only some
people are on board, collaboration won’t
work. It needs to happen at every level, in
every area of your company.
Collaboration is an inside-out proposition.
It is a mindset that begins inside, with your
heart—who you are as a collaborator—your
character and intentions. When your heart is
right, you know all the brains are not in your
office. You see the importance of looking
outside yourself and utilizing other
perspectives when making decisions and
solving problems. You understand how an
atmosphere of safety and trust, where
people feel safe to contribute without fear
of judgment, can foster innovation and
creativity.
Now that you are thinking in a new way,
collaboration can move to your head—what
you know—your beliefs and attitudes about
collaboration.
There are two parts to collaborative
leadership. The first part is vision and
direction—and it’s the leader’s responsibility
to ensure the vision and direction of the
group, team, department or organization are
Guest Column cont. on page 2
The Beauty Industry Report Visit bironline.com
Guest column cont. from page 1
clear. It’s important, though, that others are
involved in crafting a clear purpose, values
and goals, because people are more likely to
commit to something if they have a hand in
creating it. A clear purpose unites everyone
around a common objective; values guide
behavior; and goals provoke action. All three
are necessary to be able to solidify the group’s
vision and direction.
Once the vision and direction are clear, it’s
time for implementation—the second part of
collaborative leadership. This is where
collaboration moves from the inside (your
heart and head) to the outside—your hands—
what you do as a collaborator—your actions
and behaviors.
Implementing collaboration requires the
leader to step back and take a more
responsive role by encouraging open
communication between group members.
Withholding information or resources that
could benefit the whole group is the
antithesis of collaborative behavior. Crossfunctional networking, sharing personal
information and using technology to spread
data faster are all ways that people can
implement the collaborative vision. In doing
so, they become responsible and empowered
self leaders. At this stage, leaders are there to
coach for competence, build trust and cheer
on collaborative work rather than oversee it.
The weight of leadership is now balanced so
leaders can set their egos aside and let the
team deliver.
When a workplace has a culture of
collaboration, productivity increases, morale
improves, every individual benefits and the
BIR invites you to become a Guest Columnist and
give us your take on a relevant topic. For
consideration, please send us your thoughts in about
475 words, plus a one-paragraph author bio and your
headshot no smaller than 300 dpi at 5 x 7 inches to
[email protected]. We will edit
your column for style and space.
2 FEBRUARY 2016
organization enjoys breakthrough results.
But what if collaboration doesn’t come
naturally to you? To gauge your
development level as a collaborator, take
this assessment. Score your responses to
each statement this way: Always = 5 points;
Sometimes = 3 points; Never = 1 point.
_____ I believe everyone has something to
contribute.
_____ I actively seek diverse points of view.
_____ I believe respectful debate can spark
innovation.
_____ I share information freely with other
groups or departments.
_____ I view mistakes as learning
opportunities.
_____ My team is committed to a shared
purpose.
_____ I hold myself and others accountable
for project outcomes.
_____ I am considered a good listener.
_____ I give constructive feedback and am
open to receiving it.
_____ I feel networking is an important part
of collaboration.
_____ I feel empowered to speak my mind
in an idea session, even if I disagree.
_____ I believe my work is important to the
organization.
_____ TOTAL
The legend below will give you an idea of
how strong you are as a collaborator.
If you scored:
48-60
36-48
24-36
< 24
Outstanding—you’re a great
collaborator!
Very good—you’re on the right track!
Average—keep working at it!
Poor—learn more about
collaboration. You can only improve!
With minor wording changes, this
assessment also can be used to measure
levels of collaboration within work groups,
departments, and organizations.
Effective collaboration is an art, not a
science. It is a mindset that can be learned,
practiced, mastered and passed on to people
at every level in your organization, ultimately
becoming part of the DNA of your company
culture. And a collaborative culture produces
excellent results and great human
satisfaction!
______________________________
Ken Blanchard is chief spiritual officer of
The Ken Blanchard
Companies, an
international
leadership training and
consulting firm. He is
the coauthor of more
than 60 books,
including The New
One Minute Manager
and his newest book,
Collaboration Begins
with You: Be a Silo
Buster. His books have
combined sales of more
than 21 million copies in
42 languages and are
considered must-reads
for business executives
at all levels.
Overall revenues for all salon industry
services (hair, skin, nails) plus salon retail
grew 3.2%, according to the new 2015
Professional Salon Industry Haircare
Study from Professional Consultants &
Resources, the leading salon industry
strategic consultants and data source. Total
U.S. salon services and salon retail sales
grew by 3% to $60.27 billion. There were
nearly 294,000 U.S. salons and barbershops
using and selling salon hair care products.
Salon count declined by 2.5%, as large
rental suites opened. The study features
graphs/charts to make data user-friendly.
“The state of the professional salon
industry is strong, with an upward growth
curve and changing dynamically,” says
Cyrus Bulsara, president of Professional
Consultants & Resources. “Major economic
barriers affecting the salon industry are
fading, as innovative new products, salon
suites and new management at top
manufacturers bring new vitality.
Manufacturer sales of hair color,
shampoos, conditioners, hair sprays, hair
styling products and specialty products all
increased. A major paradigm shift toward
large family economy chains and rentals
continued. Most rentals do not retail
effectively. Therefore, product sales at megasalon stores like ULTA
increased. Diversion
continued to fulfill
consumer demand for
professional products.”
Hair coloring remained
the all-important anchor
service at U.S. salons,
attracting clients for other
services. Hair coloring
services were up nearly
4%, due to aging baby
boomers plus robust new
demands for fashion hair
color, including blonding,
highlights, baby-lights,
balayage, ecaille, ombré/sombré, vibrants,
vivids and pastels. Keratin straightening
services grew at around 3.2%. Cutting and
styling services grew at 2.6%, as frequency of
client visits to salons increased slightly.
Major highlights of the study include:
• The men’s sector grew at nearly 1½
times the industry’s growth rate. The study
analyzes men’s services and product lines.
• A major paradigm shift continued from
independent salons and mid-tier mall chains
toward family-economy chains and suite
rentals, plus high-end men’s barbershops. All
salon industry sectors should note this
dynamic and market, sell and educate these
new prime targets.
• Sales at two major U.S. distributors grew,
with CosmoProf’s sales up 4.2% and sales at
L’Oréal’s SalonCentric up 4%.
• Sally Beauty store sales were up 1%, due
to economic headwinds, but disposable
incomes eased as lower gas prices prevailed.
• C and D-class rental salons and thrifty
salon consumers shop at Sally stores. Highend independent salons and A and B class
rentals drove full-service sales at
CosmoProf/Armstrong McCall,
SalonCentric/State/RDA/ProMart stores
and independent distributor stores.
• Leading hair/suite rental organizations
like Sola, Salon Plaza, Salon Lofts, Solera,
Phenix, Salons by TJ and Salon Concepts
grew rapidly.
• Sales at Regis stabilized, as the company
studied divesting high-end brands to
concentrate on value brands and test rentals.
• Great Clips and Sport Clips both
registered 9.8% and 17% growth, respectively.
• Styling product sales increased by midsingle digits, as consumers continued home
hairstyling, facilitated by new genres of
styling tools.
• Sales of specialty products, including
those for hair loss, shine, thermal protection,
etc. grew rapidly thanks to new intros at 7%,
led by sales of oils like argan, macadamia,
marula, rose and diamond.
• Sales of shampoos and conditioners
primarily for use at backbar grew at low
single digits, as women shampooed less
often and turned to dry shampoos.
• Salon retail product sales grew slightly,
primarily due to dry shampoos, hair color
protection products, new hair and scalp
masks, cleansing and protein infusion
products.
• Sales at ULTA grew at about 20%, largely
due to aggressive promotions on salon
products and via special offers.
• Direct sales at Wella, Aveda, Kerastase
and Bumble + bumble grew. Wella had the
strongest growth, due to new
brands/education.
• Redken and John Paul Mitchell
Systems were the only two major companies
with high single digit growth. It was fueled by
new launches.
• Market shares are detailed for every
company, with L’Oréal
Professional, P&G
Professionals and John Paul
Mitchell Systems,
respectively, ranked as the
top three manufacturers.
Shiseido (Joico and Zotos),
Estée Lauder (Aveda and
Bumble + bumble), Revlon
Professional (American
Crew, Abba, Roux,
multicultural division etc.),
Unilever (TIGI) and KAO
(Goldwell/KMS California)
followed. Sexy Hair, Luxury
Brand Partners, Pravana and
Keune Haircosmetics USA achieved doubledigit growth. Sales at TIGI and Farouk
Systems increased. Luxury Brand Partners
and Kevin Murphy are high-growth players.
New sections detail cut, color and style
projections; data analysis of barbershops and
men’s services/products; ingredient issues;
leading manufacturers’ reps; plus sales for AG
Hair, Aloxxi, Alterna,
Bio Ionic, Brazilian
Blowout, Cadiveau,
Peter Coppolla
Beauty, Davines,
Framesi, GK Hair,
Kenra Professional,
Keratin Complex,
Keune, Marcia
Cyrus Bulsara
Teixeira, Phyto,
Pravana and more.
For purchasing information, reach Cyrus at
[email protected] or visit
proconsultants.us.
News cont. on page 4
FEBRUARY 2016 3
The Beauty Industry Report Visit bironline.com
News cont. from page 3
According to Kline’s new report,
“Professional Skin Care: U.S. and Europe,”
the U.S. professional skin care market
continues to consolidate, with Unilever
acquiring Dermalogica and Murad. A new
online platform called RegimenMD helps
plastic surgeons and dermatologists
legitimately sell their products online and
simultaneously eliminate online diversion.
For the first time in the past 8 years, the
medical care providers channel has
overtaken spas/salons to become the largest
U.S. skin care channel. This change is mainly
due to the 2008 U.S. recession when the
spa/salon channel saw declines until 2012.
In Europe, beauty institutes and salons
remain the largest distribution channel for
professional skin care, while the medical care
providers channel grew the fastest—by
double digits—in 2015. Among the factors
contributing to this channel’s prosperity is
the rising interest of male consumers seeking
professional help for their skin care needs,
particularly in non-surgical treatments, such
as Botulinum toxin injections,
microdermabrasion and chemical peels.
Tinted and SPF-based moisturizers that
provide anti-aging benefits showed the
highest number of launches in the United
States in 2015. Key launches included
SkinCeuticals Physical Matte UV Defense
SPF 50 by L’Oréal, Murad Invisiblur
Perfecting Shield Broad Spectrum SPF 30
by Unilever, and Pevonia Youth Renew
Tinted Cream SPF 30 by Pevonia. Nonhydroquinone-based products remain
consumers’ choice for hyperpigmentation
concerns. Notable launches include PCA
Skin’s Intensive Brightening Treatment and
Jan Marini’s Luminate Face Cream.
On the other hand, many European
manufacturers introduced hydrating products
based on essential oils and natural plant
extracts. Académie Scientifique de Beauté
launched Hydrating Treatment Oil with
green myrtle and absolute rose de mai
essential oils, plus raspberry and peach
extracts, while Guinot launched a
Moisturizing Shower Cream with argan,
almond and coconut oils.
In the United States, anti-aging products
with skin-firming and wrinkle-reducing
properties are expected to continue to boost
sales and growth. Products that blur the
distinction between skin care and makeup
will also continue to be in demand. Lastly,
innovation in both products and technology
will enable marketers to differentiate and
grow in this highly competitive market.
Similar to the United States, anti-aging
products, plus high-efficiency skin care
products, specialty treatments and serums,
are expected to drive the professional skin
care market’s growth in Europe. To purchase
the report, visit klinegroup.com.
The Professional Beauty Association’s
Distributor Executive Conference is
scheduled for April 20-21, 2016, in Scottsdale.
Open to all distributors and direct sellers.
this two-day conference will include a
combination of sales training, panel
discussions and featured speakers in addition
to networking opportunities. Tickets are
$250.00 for PBA members and $500.00 for
non-members. Visit probeauty.org/dec2016.
Charlie Coleman and Tom Harrison of
ColemanHarrison Beauty Brand Agents tell
BIR that they have expanded into the
Southwest Territory of Texas, Louisiana,
Arkansas and Oklahoma, with Southwest
partner Steve Simon joining forces with
them. Steve will be managing accounts in
Texas and Louisiana, where he has more than
25 years of experience servicing accounts.
Reach Steve at [email protected].
Kent Nielson will cover Arkansas and
Oklahoma and continue to cover the
Midwest. Managing partner Tom Harrison will
manage the Sally Beauty account.
Cindy Whitehead joins ColemanHarrison
as lead customer service agent for the
Southwest. She has more than 25 years of
experience providing sales support to the
Southwest territory, as well as many years of
assisting in the management of the Sally
Beauty account. Congratulate her at
[email protected].
The ColemanHarrison Midwest Beauty
Brand Agents include Dick Zurchauer, Dave
Chinburg, Matt Bucholc, Mike Conley and
Kent Neilson. Northeast Beauty Brand
Agents include Chris Gunderson, a
Northeast Partner; Jay Davis; Margaret
Dolor; Scott Himmelstein; Lynn Ackerman
and Eric Goldstein.
The Dallas, Texas office is staffed by
Peggy Ritchie, Lorrie Rubin and Sherri
Zeitman, with Stephanie McCullar working
out of St. Louis. Visit the new website at
www.colemanharrison.com.
Keratin Complex recently announced
changes to its team. Joyce Lowen, previously
senior director of marketing, has been
promoted to vice president of marketing.
Wendy Clark, who oversaw the school and
chain business, has been promoted to
director of domestic sales. Lilia Mishal is
now director of human resources. Marlon
Santos is now customer service manager.
Lindsay Solomon, formerly vice president
of marketing, has been named vice president
of business development and house
accounts. She brings to this new role her
marketing experience, coupled with strong
sales skills to support the company’s focus
on business development.
News cont. on page 12
4 FEBRUARY 2016
The Multicultural Report
M
ore than 50 multicultural beauty industry
executives are leading the initiative to
organize the Global Beauty Alliance, a
global beauty organization. The mission of the
organization is to support entrepreneurs
serving global populations with curly hair
textures. Mario de la Guardia, president of
Strength of Nature Global, and Lafayette
Jones, CEO, SMSi-Urban Call
Marketing and publisher,
Urban Call, are spearheading
the initiative.
The group met during
Cosmoprof North America
this past July and two
additional times. During the
Mario de la most recent meeting, nearly
Guardia,
20 beauty industry leaders
president,
pledged more than $100,000
Strength of
Nature Global in start-up funds to support
the Alliance’s development
and infrastructure.
Attending and supporting
companies include Amka
Companies, Ampro
Industries, Inc., Andre
Walker Hair, Avlon
Industries, Beauty
Enterprises, Beauty Times
Magazine, Bronner Brothers,
Lafayette
Camille Rose Naturals, Carib Jones, CEO,
SMSi-Urban
Sales LLC, ConcreteMix22
Call Marketing
Inc., Cosmetic Answers,
Dubar Enterprises/Namaste Brands, Dudley
Cosmetics & Products, EDEN BodyWorks,
First Choice Sales, Foster & Company, House
of Cheatham, Ispolus South Africa, J.
Strickland, Jinny Beauty Distributing
Keystone Laboratories, Korean Beauty
Association, LisaRaye Beauty Company,
Lolique Consulting, Luster Products, M&M
Products Co, M3 Cosmetics Labs SA, Max
Private Labels, McBride Research Labs,
Mixed Chicks LLC, Murray's, MV Roberts &
Co., Osei-Agyeman Products, Results Sales
Marketing, LLC, SBX, SMSi-Urban Call
Marketing, Sophisticates Black Haircare
by Lafayette Jones
Magazine, STIRR Agency,
Strategic Solutions Internat’l,
Strength of Nature Global,
Summit Labs, Sundial/Shea
Moisture, Ted Fishman &
Associates, The Chapman
Edge, TWT Distributing Corp,
Ultra/Standard Distributor
The Madam C.J. Walker Beauty Culture line bows at Sephora.
and Universal Products.
Sundial Brands has launched its first
Bob Bell, founder, House of Cheatham,
prestige hair care brand, the Madam C.J.
kicked-off the meeting with an invocation.
Walker Beauty Culture line. Building on the
Next, Mario de la Guardia welcomed the
life, legacy and impact of Madam C.J. Walker,
guests and presented the Global Beauty
a visionary entrepreneur, philanthropist and
Alliance’s mission and objectives. Lafayette
America's first female self-made millionaire, the
Jones called the meeting to order, facilitated
four-collection, 25-sku line recently launched
the meeting and later presented The
in Sephora stores and on Sephora.com.
Multicultural Edge: The Rising Super
The line includes the Jamaican Black
Consumer, a report highlighting how
Castor & Murumuru Oils Collection for curlmulticultural consumers are transforming the
defining and moisture-sealing, the Brassica
U.S. mainstream.
Seed & Shea Oils Collection for smoothing
Romina Brown, president of Strategic
Solutions International (www.ssiconsults.com) and style-extending, the Coconut & Moringa
Oils Collection for frizz-fighting and humidityprovided a category overview, which included
blocking and the Dream Come True
size, channel summary, manufacturer summary,
Collection for scalp and strand nourishing.
brand summary, segment summary and impact
SRPs range from $24.00 to $32.00.
of new naturals. Special remarks were shared
Says Richelieu Dennis, CEO of Sundial
by Richelieu Dennis, founder of Sundial and
Shea Moisture, and LisaRaye McCoy, celebrity Brands, “Madam C.J. Walker was the first
person to devise and scale a business model
actress and founder of LisaRaye Beauty
that addressed the hair care and beauty needs
Products. At the end of the meeting, beauty
of women of color, while also challenging the
industry pioneer Joe Dudley, Sr., founder of
myopic ideals of the beauty industry at that
Dudley Products, received a standing ovation
time. Madam C.J. Walker Beauty Culture is
and delivered the benediction.
poised to challenge those same ideals in the
“Global Beauty Alliance will give us a
prestige category with our new products and
powerful collective voice and leadership role
formulations that provide women with any hair
in our various industry global publics—
texture with a new standard of beauty—their
domestic and international trade, consumer,
own. We recognize the tremendous honor and
salon, media, governmental, regulatory, and
responsibility of carrying this work forward.
community,” said Lafayette.
We're bringing back more than a brand—we are
Membership is open to all beauty industry
introducing a new beauty culture." Visit
members, including brand owners,
http://mcjwbeautyculture.com/
entrepreneurs, manufacturers, retailers,
Lafayette Jones is CEO of SMSi-Urban Call
distributors, media, sales representative
Marketing, a promotion & marketing company,
companies and beauty industry-related
and publisher of Urban Call custom
suppliers. To learn more and get involved with
publications. Reach him at president@smsithe Global Beauty Alliance, visit
net.com. Visit smsiurbancallmarketing.com.
globalbeautyalliance.com.
FEBRUARY 2016 5
The Beauty Industry Report Visit bironline.com
Federici Brands puts the ‘Wow!’ into colored hair
C
olor Wow, the newest offering from
Federici Brands, is founded on a 25-year
legacy of award-winning, problem-solving hair
care innovation from CEO Gail Federici. From
launching Bain de Terre, the first professional
spa-inspired hair care line, to teaming with
renowned British hair stylist John Frieda to
create, grow and sell his eponymous John
Frieda Frizz Ease and Shear Blonde retail hair
care lines, Gail has achieved an unrivaled level
of success by breaking rules and traditions,
ignoring conventional wisdoms and creating
new beauty categories.
After revolutionizing the retail hair care
channel, Gail and her team have returned to
their roots to shake up and rev up the
professional side of the
beauty business. Their
first launch? Color Wow,
which has taken the
beauty industry by storm
and captured more than
30 prestigious beauty
awards.
Beauty Industry
Report recently caught
up with Gail, who’s a
Gail Federici, power
long-time friend, to find
brand developer,
out about her newest
consumer behavior
expert and CEO of
offerings and how she
Federici Brands
continues to build on
her company’s
reputation as the “Apple of Hair Care.”
BIR: Welcome back to the professional
beauty industry, Gail. In the past 25 years,
you’ve been forging a trail of beauty
innovation. Please give BIR’s readers a brief
overview.
Gail Federici (GF): Thanks, Mike. It’s great to
be back! Early in my career at Zotos, we sensed
the coming spa trend, so we created Bain de
Terre, the first spa-inspired line in the
professional sector. Subsequently, in partnership
with renowned British hair stylist and my close
friend, John Frieda, my team of marketing and
creative experts and I forever changed the way
hair care products were marketed and
merchandised by creating the first complete
“prescriptive” ranges to address problems unique
6 FEBRUARY 2016
to frizzy and blonde hair types. The word
“frizz” wasn’t on any packaging in hair care
before Frizz Ease, and now, as you know, it is
ubiquitous.
BIR: What were the most important
lessons you learned that you’re sharing
with and applying to the pro beauty
market today?
GF: Our strategy is very much the same as
it was in retail. We are a problem/solution
company. Our mission is and always has been
to find solutions to real hair problems. There
are so many issues that are the unintended
consequences of color processing. We
started with the roots and continued to dig
deeper into the gradual degradation of the
color and texture. That led to surprising
discoveries and, subsequently, to a totally
different approach to shampoo formulations
and styling formulas.
BIR: Which brings us to your newest
venture.
GF: Federici Brands (Federici Brands LLC, US
and Federici Brands LTD, UK) are privately-held
companies known for disruptive innovation in
the beauty industry. Customer-obsessed
renegade thinkers, we are committed to creating
the highest quality products to address real,
unmet beauty needs to help consumers,
upgrade professional salon services and provide
unique, high performance retail offerings.
Those philosophies led us to develop Color
Wow, a brand that systematically and
effectively addresses every problem associated
with color-treated hair, including universally
dreaded “roots.” Our mission is to support salon
professionals with Wow tools, techniques,
education and opportunities. The best colorists
in the world can’t go home with their clients,
but Color Wow can!
BIR: Tell me about the products.
GF: Our first transformative product, Color
Wow Root Cover Up (SRP $34.50), is a
professional mineral powder in a cosmetic-like
compact. It brushes on easily to camouflage
gray roots instantly and lasts until your next
shampoo. It’s also the first and only root cover
to cover dark regrowth without peroxide. It’s
available in seven shades for a perfect color
Color Wow Root Cover Up is the next handheld device to change your life—from the
“Apple” of hair care.
match. For the 75% of women who color their
hair (single process, highlights or a combination
of both), Color Wow is a life-changer.
Other products in the line include Color
Wow Color Security Shampoo (SRP $22.00),
Color Wow Color Security Conditioner for
either fine to normal or normal to thick colortreated hair (SRP $23.00), Color Wow Speed
Dry Blow Dry Spray (SRP $24.00), Color Wow
One Minute Transformation Styling Cream
and Color Wow Pop & Lock Crystallite Shellac
(SRP $18.00).
BIR: Your first-class merchandising materials
at shelf and online support and education,
guarantee that your products sell themselves.
Tell me about your approach. Does that come
from the retail world?
GF: I think our merchandising materials work
well because we are very clear from the outset
who our audience is. We are not ingredient-led,
we are consumer-led. When you deliver
something that answers an unmet need, it
resonates.
BIR: You’re known for breaking the mold in
both pro beauty and the retail sector when it
comes to product innovation. What’s been
the key to your success?
GF: We import and adapt best practices and
philosophies to the beauty industry. Like Apple,
we:
• “Think different.”
• Lead, don’t follow.
• Focus on creating a unique, positive user
experience.
• Have earned the reputation for creating
disruptive technologies that improve lives, have
lasting impact and ultimately achieve iconic
status.
• Embrace pop culture in an effort to wrap
our prescriptive regimes in an aspirational
blanket that resonates with the consumer as
much as the problem solving.
Salons create beautiful hair color. Federici Brands keeps it Wow with a range of products.
Then, now, and always, our mission is to
are leave-on supplements we call “bionic
BIR: Who else on your team would you like
create products to solve the beauty problems
tonics.” They come in three flavors—kale,
our readers to know?
that are plaguing women everywhere. Our
coconut and a carb cocktail. Each one
GF: Giles Robinson, our global director of
motivation and innovation stem from real
addresses one of the three unintended
training and education, has been with John
needs. At the core of our corporate mission is a
consequences of color processing, helping to
Frieda salons for 16 years. He is a brilliant
simple truth: necessity is the mother of
return the hair to its virgin state. We are in over
educator and appears on TV shows in major
invention.
cities promoting Color Wow. Kevin Moss, Color 60 countries at the moment and will continue
Existing competitive products don’t dictate
to build our Wow Team of educators worldWow’s creative director, has been with John
our benchmarks. We look for real, unaddressed
wide. We will be launching our TV advertising
Frieda for more than 25 years. Based in London,
“holes” in the beauty industry. That leads to
campaign to support salons and drive clients
he is a guest artist at shows and travels the
actual disruptive technologies that ultimately
through their doors.
world promoting Color Wow. Nicola Clarke,
achieve iconic status (eg, the first serum to
BIR: Tell me about HAIRraising, your
our global creative color director, has worked in
conquer frizz, the first styling product line for
grassroots cause-marketing program.
the John Frieda Salons
frizzy hair, the first
GF: The 7th Annual HAIRraising Cut-A-Thon
as head colorist for 13
formulas to
is scheduled for Sunday, April 10. Top salons,
years. She is a favorite
optimize blonde,
including John Frieda, Sally Hershberger,
of A-List celebs,
the first fast, easy,
Gretta Cole, Mario Russo and others will
including Kate Winslet,
natural-looking
open their doors, with 100% of proceeds
Kate Moss, Sienna
mineral powder to
benefiting the Heart Center at Boston Children’s
Miller, Cate Blanchett.
effectively cover
Hospital, the No. 1 ranked pediatric hospital
And of course, our vice
roots).
and research facility in the United States. To
president of sales,
BIR: What is your
James (Mac) McMillan, register, visit hairraising.org.
distribution
BIR: How can the industry help?
and our vice president
model?
GF: By spreading the word. We need as many
of business
GF: Color Wow
salons as possible to sign up and raise money
development and
has partnered with
for Boston Children’s Hospital. Its breakthroughs
education, Larry Kane,
independent
The next big breakthrough in pediatric cardiology
are changing the lives of children around the
oversee our distributor
distributors to
can start in salons, thanks to HAIRraising. The 7th
world, and we want to be part of that.
sales
and
chain
account
reach fine salons
Annual Cut-a-thon takes place Sunday, April 10,
For more information, contact Gail Federici,
sales,
respectively.
across the United
benefiting Boston Children’s Hospital.
CEO, Federici Brands, at 203-762-7667 or
BIR: What does the
States and Canada
[email protected]. Visit
and is also available in Ulta stores. Color Wow is rest of 2016 look like for Federici Brands?
colorwowhair.com.
GF: We are launching our Cocktails, which
currently sold in 60-plus countries.
FEBRUARY 2016 7
The Beauty Industry Report Visit bironline.com
Gibs tells a story of healthy hair and manly men
F
ocusing on healthy hair and manly men, GIBS
Grooming solves the unknown about facial
hair, as the brand’s beard oils tame, smooth and
hydrate. But no longer is GIBS simply a brand
for those blessed with face follicles, as its line
has grown to include everything from a beard
balm-aid and shave gel, to a ’stache and
mohawk glue that will leave hair styled at
attention for hours.
Beauty Industry Report met founder and
CEO Brian “Gib” Long at one of his first trade
shows, and we have been tracking the
company’s progress
since its launch just shy
of 2 years ago. GIBS is
cutting-edge and has
exciting new launches
in the works for 2016,
bringing with it even
more swagger and style
to the GIBS guys (and
gals) of today.
Brian is moving so
Brian Long, aka
fast, that it’s a challenge
“Gib,” joined with
to keep up with him,
business partner
but BIR was up to the
Mike Howland to
launch GIBS—Guys
task and recently had
Into Beard Stuff.
him slow down long
enough to bring you this update.
BIR: Welcome back, Brian. It’s always a
delight to see new companies doing so well
in the professional beauty industry.
Obviously, your timing was right and your
attitude was embraced. Please give our
readers a quick overview.
Brian Long aka “Gib” (BL): Thanks, Mike. I
founded GIBS with my buddy Mike Howland.
We're just meat-eating guys from Colorado.
We’re dudes and dads with a mantra: Real men
man their beards. We don’t care if you’re Mr.
Disheveled Hipster, Grizzly Adams, Jerry Frickin’
Garcia or George Clooney’s clone. If you have
an inherent thirst to beard, a compulsion to
mark your territory as a man, we promise,
you’re gonna love our stuff—behind the chair,
behind the bar, on top of the world. Raise the
beard bar. Grace your face like a GIBS Guy.
BIR: Why are guys’ products so hot?
8 FEBRUARY 2016
BL: Men are finally exhibiting their diversity.
BIR: After earning great success with your
initial beard oils, how and why did you make
the transition from “just a beard company”
to a full brand of products for the beard,
’stache, tatts and hair? Did you ever imagine
that you’d have the influence in guys’
grooming that you have today?
BL: As the universe provides, it’s all organic.
Of course we had big visions when we created
the brand with beard oils featuring natural
argan, olive and sunflower oil blends to smooth
and soften men’s scruff like nobody’s business.
But you can never really know what’s around
the next corner until you get there. That being
said, we are movin’ like a freight train comin’
down the line, and we don’t plan on slowing
down any time soon.
BIR: I love your brand’s irreverent attitude.
Just who is the GIBS guy?
BL: Mike, it comes from the average guy. The
GIBS guy understands that the beard, the
’stache and the tattoos aren’t gimmicks or
trends, but trademarks of manhood far beyond
cultural and deep into consciousness. He’s a
beard at ease in the boardroom, the bedroom,
the bike lane and the car drop-off line at his
little guy’s school. He’s tattered and tatted, but
tamed. And he’s a gentleman.
BIR: I know you have a bulging marketing
plan this year. Please give us an overview.
BL: Not only are we expanding GIBS’ global
reach this year, but we are also expanding our
influence within the professional beauty
industry and with the products that we offer.
That being said, GIBS is rolling out the red
carpet and introducing four new styling
products during the first half of 2016. Those
include Hitman, a texture spray, plus three
pomades—O.G. Baller Playable Pomade, Rico
Bandito Polished Pomade and Original
Outlaw Hair Spackle. These, partnered with
Stiffy, our ’stache and mohawk glue that
debuted in December 2015, have taken us from
“just a beard company” to a well-rounded,
men’s grooming and styling company.
BIR: Congratulations on that major
accomplishment! Please tell us more.
BL: Our new products help
make styling easy for every guy
who has better things to do
than spend hours in front of
his mirror.
Stiffy ’Stache &
Mohawk Glue (1.5 oz./SRP
$21.00) is for guys who
can’t keep it up—their
hair, that is. This
extreme hold
adhesive keeps
styles rock hard
all day long,
while ginseng
and dragon’s
blood keep
hair strong
and
stimulated and When you’re a man on the run, you
don’t have time to style. With GIBS
improve the
Hitman Texture Spray, all it takes is a
overall health
spritz and a tousle with your fingers
of hair
for that textured, messy, ride-off-infollicles. The
a-cloud-of-dust look.
fragrance
features a stiff concoction of white cedar,
absinthe and spicy black pepper.
Hitman Texture Spray (5.75 fl. oz./SRP
$20.00) features keratin protein to help improve
the hair’s strength and elasticity, Holy Basil to
help boost immunity, moisturize and soothe
dry scalp, and reduce breakouts along the
hairline; and hops to soothe the scalp and
increase overall hair and scalp health.
O.G. Baller Playable Pomade (3 oz./SRP
$21.00) lets you keep it fresh all day long. With
a flexible hold and medium shine, you can go
from street style, to business and back in no
time. Holy Basil helps moisturize, soothe dry
scalp and eliminate pimples and breakouts
along the hairline. Hops offers antiinflammatory and astringent properties, helps
reduce hair loss and helps soothe the scalp and
increase the overall health of the hair and
scalp. Panthenol moisturizes and conditions the
hair, helping to improve its elasticity and
flexibility. Its fragrance keeps it fresh with hints
of crisp cognac and rich musk.
Rico Bandito Polished Pomade (3 oz./SRP
$21.00) keeps it slick. This high-shine, mediumhold pomade leaves your pomp so polished,
people will think you stole it! Topped off with
panthenol, Holy Basil and hops, this pomade
also helps to moisturize and condition hair,
while leaving the scalp soft and soothed. How’s
that for a reason to say ¡Salud!? Its smooth
fragrance features hints of bergamot, sage and
sandalwood.
Original Outlaw Polished Pomade (3 oz./
SRP $21.00) keeps it rugged. It doesn’t matter if
you’re robbing banks or on the run, this highhold, matte grit will leave your hair textured
O.G. Baller Playable Pomade, Original Outlaw Hair Spackle and Rico Bandito Polished Pomade are
and in place all day. Topped off with shea
topped off with panthenol, Holy Basil and hops to moisturize and condition the hair, while leaving
the scalp soft, soothed and healthy.
butter, panthenol, Holy Basil and hops, this
pomade also helps to moisturize and condition
began penetrating the European market. With
emerged from the forest of men.
hair, while leaving the scalp soft and soothed.
all of these new outlets, I expect this to be a
BIR: Last year, your campaign revolved
So go on, take the pomade and run. Comb it
huge year for us.
around the mantra of “No Apologies, No
smooth or leave it messy. The choice is yours.
BIR: Those are big moves, indeed, Brian. How
Its moody and complex fragrance is tinged with Regrets.” Tell me how you’re going to outdo
are you going to top that in the second half
it in 2016 with “Live Free. Look Good.”
hints of dark plum, clove and black currant.
of the year?
BL: When we first came into this industry,
BIR: Tell me about some of your best-sellers.
BL: More new products are on the way, as
we offered no apologies and had no regrets
BL: Our 3-in-1 Beard, Hair & Tattoo Oils—
well as some terrific swag, which we all know
about our irreverent outlook on our products.
Bush Master, Manscaper and Voodoo Prince
GIBS is famous for.
This year, we are encouraging our GIBS Guys to
(SRP $19.95 each)—add polish, shine and style
BIR: Any final thoughts to share?
just Live Free and
with natural argan,
BL: GIBS Grooming is not as far removed
Look Good. Life is
olive and sunflower
from my days as a teen following the Grateful
complicated and
oils. They also superDead and selling veggie burritos and tie-dye
work is hard; we
condition the skin to
t-shirts as it would seem. “I like the [beauty
want to make guys
bring ink to life. Man
trade] shows. I like being on the road. It
feel good about
Wash BHB (Beard,
reminds me of being on the Dead tour. You see
themselves and look
Hair & Body) lets
the same people from show to show, and
good while doing it.
guys splash and dash
there’s camaraderie. Tom Vaught was my
BIR: What is your
to slice precious time
partner in crime when we were on the Dead
distribution model?
out of their cleansing
tour. He said, “I thought the Dead tour was
BL: Domestically,
routines with this allbizarre, but this is really far out.” There is one
we partner with
over lather that
big difference: Today, our beards are much
CosmoProf on a
cleanses from head to
better maintained!
national basis, and
toe. Sulfate- and
Men’s styling should be without restraint.
I’m delighted to
paraben-free, and
GIBS Grooming is a whole new way of looking
share that we’re
fortified with copaiba
at the men’s market. So if you haven’t given us a
expanding with
balsam and tea tree
try, pick some up. Live Free and Look Good!
national chains such
oil, it cleanses and
For more information on GIBS Grooming
as Sport Clips and
conditions hair and
Fantastic Sam’s. Plus and guys’ grooming stuff in general, contact
skin without stripping
Brian “Gib” Long, founder/CEO, at 970-691-2191
there are more on
away precious
or [email protected]. Visit
the
horizon.
moisture, while
Stiff ’Stache and Mohawk Glue, as well as many
gibsgrooming.com and connect with the
In
addition,
we
are
lingering scents of
of GIBS products, come packed with shelf
merchandisers that show how the products stand currently expanding
company for tips and fun via @gibsgrooming
citrus and oak send
up to their claims.
on Facebook, Instagram, Pinterest, Twitter and
our full line to
guys out the door
YouTube.
Canada and recently
smelling like they just
FEBRUARY 2016 9
The Beauty Industry Report Visit bironline.com
Hang out with barbers at Barbershopconnect
A
ttend any professional beauty show and
you will immediately understand the power
behind the resurgence in barbering. From
hundreds of new lines, products and tools from
razors to clippers for men’s barbering and
styling to packed barber competitions, guys
have taken center stage
and are demanding
products and services
created just for them.
With so much new
competition, brands are
challenged to create a
real point-of-difference
and a strong connection
with the barbering
community. Enter Lee
Lee Resnick, founder
Resnick and his
of
Barbershopconnect,
Barbershopconnect,
is your ambassador
which are known for
to the barbering
their creative ideas that
world.
push the boundaries of
contemporary marketing, With that intriguing
introduction, we recently sat down with Lee to
learn more.
BIR: Welcome, Lee. Please introduce our
readers to Barbershopconnect.
Lee Resnick (LR): Thanks, Mike. Simply put,
we create and communicate the cool factor for
brands through unique marketing and social
media campaigns. Barbershopconnect’s
expertise is introducing products to the
barbering community and consumers
worldwide. We create marketing concepts
around specific trends, which drives sales and
brand awareness for our business partners.
For example, I have created and executed
marketing campaigns for grooming brands from
Gillette, Oster Professional Products, P&G,
Pacinos, Layrite, Mr. Beauty, Gibs Grooming,
Johnny B. Haircare and The Dollar Shave
Club, plus for corporate clients like Microsoft,
Tequila Avion, Lexani Wheel Corporation and
The National Basketball Association.
BIR: Tell us about your journey.
LR: Prior to founding
Barbershopconnect.com, I created the Urban
Barbershop DVD, a music, video and product
DVD, with coverage in more than 400
10 FEBRUARY 2016
maintain the social media for many key
barbershops in 36 states. The DVD has been
barbering brands, which keeps our ears on the
hosted by celebrities such as Wiz Khalifa, Ice
pulse of what’s happening in the marketplace.
Cube, NY Knicks Carmelo Anthony, Trey
Then, we can advise our clients accordingly.
Songz, UFC Fighter Quentin "Rampage"
BIR: Do you go beyond social media?
Jackson and more. These public figures
LR: We certainly do, Mike! We are immersed
understand the value of building impressions
on every level of the marketplace. For example,
within the heart of the urban community.
I am the executive producer of “Cedric’s
In 2013, I launched the Barbershop brand
Barber Battle,” which is a reality barbering
with one singular concept—to focus on captive
competition television show with Cedric the
audiences in barbershops around the world. It
Entertainer as host and executive producer. The
is within these shops where music, games and
10-episode show debuted summer 2015 on The
other products are introduced, evaluated and
CW Network. I created the show to introduce
talked about from a grassroots perspective. I
the craft of barbering to mainstream America in
enhanced the brand with an active online
hopes that corporate brands will understand
experience called Barbershopconnect.com,
the value barbers hold and the roles that they
which is a platform for barbers and hair stylists
play in their communities.
to promote their art form and the evolving
BIR: Tell us about Barbercon. It sounds like
aspects of barbering and beautification culture.
The website is the first social networking site THE place to be for anyone who matters in
the barbering marketplace. Please share the
for the barbering and beauty community.
details.
Barbershopconnect.com consists of all the
LR: Mike, we’re really excited about this
most unique haircuts from around the world.
year’s event, which will be bigger and better
The site also has a barbershop and salon
than ever. Barbercon is an evening barbering
directory, educational platform, online store
event on Sunday, March 6, at Webster Hall in
front, celebrity and barber interviews, events
New York City. It will showcase more than 50
and contests, which are all accessible from a
barbers from around the world, who will be
computer or mobile device.
demonstrating various haircutting techniques.
With up to 120,000 visitors per month,
The event is sponsored by brands such as Gibs
Barbershopconnect.com has quickly become
Grooming, Hattori Hanzo, Babylisspro,
the world’s No. 1 ranked social networking site
Johnny B
for the barbering
Haircare,
community.
Bevel and
Barbershopconnect
Booksy.
and its sister page
In
Stylistshopconnect
addition,
has used its huge
Barbercon is
engaged social
the ultimate
media following
networking
with well over
event. I am
700,000 Instagram
taking what
followers and 2.5
you see on
million tags to
the main
introduce new
stage of a big
barbering and
beauty products
Barbercon is expected to attract 1,500 barbers to network hair show
floor and
worldwide. With an
and see the newest products and tools.
presenting it
audience of this
in front of more than 1,500 barbers. At
magnitude, we can introduce products to the
Barbercon, we not only have education, but we
masses and create online sales. We also
have a Barber Awards Ceremony
and a raffle, which will raise
money to help barbers in need.
Last year, we raised more than
$2,000.00 to help a barber who
could no longer use his hands.
Barbercon is all about uniting
barbers and stylists, so we can
learn from each other.
BIR: Can someone still buy
tickets?
LR: A limited number of
tickets will be sold at the door,
so get in line early. Doors open
at 6:30 p.m.
BIR: Can brands and/or
barbers still get involved?
LR: We sold out of
sponsorships and vendors in one
week. The brands that we work
with understand that we are
about execution. We walked
away from so many brand
Barbershopconnect.com is a social media networking platform where barbers and hair stylists share their
sponsorships to keep the integrity
work and promote their art with the industry, each other and potential clients.
of the show. I didn’t want it to
now when you see the work of barbers like
true emotions. I want my partners to
become a swap meet.
understand that I really care about each brand
BIR: Please give some examples of successful Schorem Barbier on the cover of Modern
we work with. I’ve been in their shoes and I
programs you’ve created and executed for
Salon, you recognize the growth of the craft.
understand their challenges, so talking though
your clients.
We started Stylistshopconnect because we
the process and expectations is always the best
LR: All brands measure success differently.
understand that barbers can learn from stylists
way to begin a partnership.
We help our clients both earn additional brand
and stylists can learn from barbers. This
BIR: What’s next for Barbershopconnect and
revenues and save money via smart marketing.
platform helps that happen.
Stylistshopconnect?
I remember a few years ago sitting with our
BIR: What types of companies will benefit
LR: When Jay Z built Roc Nation Sports and
client Oster Professional Products at
from partnering with Barbershopconnect or
partnered with CAA, he brought a “cool’ factor
Cosmoprof North America in Las Vegas and
Stylistshopconnect?
to the sports agency and sports marketing
explaining to them how we could help them
LR: Companies that take a proactive
field. We are looking to partner with a
sell clippers through Instagram posting. We
approach benefit the most. By that I mean
distributor on a similar business model.
understood that barbers fresh out of barber
companies who come to us with a budget to
BIR: Any final thoughts to share?
school were waking up in the morning,
use for maximizing their exposure.
LR: When many people meet me, they are
checking Instagram to see new haircuts and
The biggest mistake many brands make is
shocked to hear that I am not a barber.
wondering what clippers their peers were using that they chase distributors to carry their
Balancing my life between the barbering
to execute those cuts. We built the Oster
products, but the products have no awareness,
culture and my activity in the music world
Instagram platform, which now has more than
so they go nowhere. I see that scenario all the
takes 24-hour dedication. I still find it odd that
50,000 engaged followers. It has helped create
time. The distributor then gets stuck with
barbers ask to take pictures with me like I am a
brand awareness and sales revenue.
inventory and wonders why it isn’t selling.
celebrity. I am happy and grateful that through
BIR: Tell me about Barbershopconnect’s
BIR: What is the onboarding process like for
my hard work and dedication, I have been able
sister site, Stylistshopconnect.
new clients?
to unite and to touch so many people in a
LR: I attribute the growth of
LR: To be honest, I am a bit old school. I
positive way.
Barbershopconnect to catering to all
prefer getting on the phone and talking to
For more information, reach Lee Resnick at
demographics. We cover all forms of products
brand teams. I’ll also hop on a plane that day
917-519-0809 or [email protected].
and hair styles.
to meet face-to-face. When you’re beginning a
See barbering wasn’t “cool” 2 years ago, but
Visit barbershopconnect.com.
relationship, texting and emails can hide my
FEBRUARY 2016 11
ISBN’s 2016 Conference, May 22-24, to explore Humanology
A
workshops designed to build usable,
re you tuned into your natural
real-world results.
tendencies as a leader? Have
Attendees will discuss the
you mastered the ability to
newest government relations topics,
engage your employees
with an emphasis on how beauty
emotionally? ISBN’s 2016
schools’ newest challenges will
Conference on May 22-24 will
impact salons. They’ll also learn
feature three experts speaking on
about vendors’ newest products
technology vs humanity. Keynote
From left: Gerd Leonhard, Jenn Lim and Ben Parr will keynote the 2016
and programs. And most
speakers Gerd Leonhard (The
ISBN Conference, leading discussions in how human behavior impacts
importantly, ISBN’s signature
Future of Business: Embrace
every aspect of business today.
networking opportunities, including
Technology but Celebrate
roundtables, special breakfast and lunch events,
how human behavior impacts every aspect of
Humanity!), Jenn Lim (Delivering Happiness)
President’s Reception, Golf Tournament,
their businesses. Then using that information,
and Ben Parr (Captivology: The Science of
Farewell Party and much more, will ensure that
these industry leaders will discover the perfect
Capturing Consumers’ Hearts) will share
multi-unit salon and spa executives, sponsors
interplay between human behavior and
thought-provoking insights to help salon
and industry leaders will have ample time to
technology that will motivate their teams to
executives, their vendor partners and their
discuss and discover solutions to the industry’s
succeed and influence their guests to engage
special guests navigate the newest approaches
biggest challenges, as well as their own.
more closely with the salon.
to managing high-touch environments and
For more information and to register to
The conference agenda will feature thoughtrelationships in a high-tech world.
attend or sponsor the 2016 conference, visit
provoking keynotes, industry-leading panels,
Join the senior executives of the top multisalonspanetwork.org.
breakouts focused on key issues and
unit salon and spa companies, as they examine
The
T
he sharing th
that
at happens
att ISBN
ISBN’s
conferences
a
’s c
onferences
in a nonnon-competitive
competitive
atmosphere
tmosphere has had
a
dramatic
a d
ramatic impact on
g
rowing m
yc
ompany ffrom
rom 15
growing
my
company
salons when w
we
e joined in 2000 to
to mo
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02 loc
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and ttoday.
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Jason Volk
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Chatters
atters Canada Limi
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ted
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Learn
earn mo
more
re
about the benefits OF MEMBERSHIP
Join The Network
Where Business Gets Done
The ISBN brings together the top multi-unit
salon and spa organizations in the industry.
FEBRUARY 2016 SPECIAL INSERT
salonspanet
work.org
salonspanetwork.org
866-444-4
272
866-444-4272
in
[email protected]
[email protected]
What’s the buzz about the ISBN? It’s where business gets done!
C
hances are that you’re hearing a buzz about
the International SalonSpa Business
Network. And there’s good reason. ISBN’s
multi-unit salon and spa business leaders are
on the move, with a passion to bring
innovation, execution and memorable service
experiences to an evolving pro beauty industry.
These leaders from Great Clips, Sport
Clips, Regis, Ulta, jcp Salons, Chatters
Canada, Fantastic Sams, Charles Penzone
Salons, Head Shoppe, Gene Juarez, Philip
Pelusi, Gould’s Salon Spas, Hello Gorgeous,
Beauty First, Hairzoo, Design 1 Salon Spa,
Stephen Szabo, Vent Blotique and many other
top salon and spa companies are determined
to create a better industry and unlimited
opportunities both for the dedicated teams
who work for their companies and the tens of
millions of loyal clients who visit their salons
every year, as well as the industry.
In fact, since 1973, our members, whose
companies own, operate and/or franchise 2 to
more than 10,000 salons and spas, have shared
best practices, debated new business ideas and
encouraged each other’s successes. Join the
conversation, and you’ll find new opportunities,
lifelong friendships and plenty of inspiring
concepts. With ISBN, you’re in good company!
In addition to networking with like-minded
business executives and the industry’s top
vendor partners, ISBN’s members enjoy
preferred rates at Conference, access to
exclusive programs, discounts on business
services, insights into government initiatives and
much more. To get involved, visit
salonspanetwork.org.
HOW HAS TECH
Empathy
Changed Our
Engagement
HUMANITY?
Leadership
Community
Culture
Connection
Technology
Join the ISBN May 22-24th, 2016,
when we examine the intersection of
humanity and technology and how it’s
driving change throughout our business.
In an industry that thrives on human
connection, this conference will give vital
perspectives you won’t want to miss.
Innovation
Register today at:
salonspanetwork.org
866-444-4272
[email protected]
The Beauty Industry Report Visit www.bironline.com
News cont. from page 4
In addition, Kerry Kline has joined Keratin
Complex as regional sales manager for the
Southeast, while Daniel Carter boards as
education manager for the West.
“This new structure was designed to
support the company’s long-term goals,
strategies and evolution of our business,” says
Mario Argenti, president. “We are
committed to providing the highest levels of
professional products, services, education
and customer support to our salons and
distributors.” Visit keratincomplex.com.
Amanda Hamilton joins eSalon as vice
president of retail. During her 17 years in
retail strategy, operations
and real estate management,
Amanda has inspired teams
to create a seamless
consumer experience with
radical operational efficiency.
She will drive the
development of the
Amanda
Hamilton
company’s first physical
salon, signaling a shift from exclusive
e-retailer to multi-channel brand.
Amanda hails from Drybar, where she
launched 40 stores in less than 4 years. She
holds a Bachelor of Arts in psychology from
Rutgers University.
eSalon delivers custom salon color to a
client’s door. Each bottle of eSalon pigment
is individually blended for clients, based on
their personal hair profiles. Clients are asked
about gray percentage, eye color, color
history and more to create the most
flattering shade. eSalon’s color experts
analyze clients’ details and create custom
formulations from an unlimited number of
options. The salon-quality hair color and
proprietary mixing technology ensure a
perfect match. Since its launch 5 years ago,
eSalon has shipped more than 2 million hair
color applications.
The brand has also expanded its portfolio
to include salon-grade, color-safe hair care
and styling products. Earlier this year, eSalon
introduced The Match-Up, a subscription
service offering any mix of three products,
including sulfate-free shampoo, deep
12 FEBRUARY 2016
conditioning treatments and brow products,
for the bundled price of $30.00.
“We are an experiential brand and what
we offer is more than a product—it's a
service, whether online or offline, so building
a physical presence is a natural progression
for eSalon,” says Francisco Gimenez, eSalon
CEO and co-founder. “It will provide us with
another platform with which we can educate
our clients about hair color and the
application process.” Visit esalon.com.
FHI Brands welcomes Christa Goldstein as
director of education. She is charged with
developing the education team, content and
systems from the ground level. Her goal is to
reach and connect with hairdressers by
supporting their growth and technical
development on a wider scale.
Christa started her career in a Beverly Hills
salon specializing in color. Her enthusiasm
propelled her to develop an apprenticeship
training program, while coordinating
education events as well as
ushering in new
partnerships with various
brands and distributors. Her
relationship with P&G’s
professional division (Wella,
Sebastian and Nioxin)
Christa
spawned a new career path,
Goldstein
facilitating classes, training
programs, hair shows and special events for
the West Coast. She followed that with
education positions at Matrix, Kerastase and
Shu Uemura. Her dedication was responsible
for driving the growth of their companies by
generating new business opportunities and
identifying new clients. Reach her at
[email protected].
Elena Booth joins FHI Brands as director
of international sales and new business
development. She has more than 20 years of
sales management experience in the
consumer and professional beauty industries.
After launching her beauty career with
Prescriptives Cosmetics at Saks Fifth
Avenue, then with Estee Lauder at
Nordstrom, Elena transitioned into the
professional beauty industry, supporting
Sebastian of Southern California and
Matrix of Greater Los Angeles as a top
sales performer and
Excellence Club Winner.
From there, she was
promoted into leadership
roles with Sabre Fudge
USA, Zotos International
and most recently, L’Oréal
Elena Booth USA as a prestige account
manager for L’Oréal
Professionnel and divisional brand manager
for Matrix USA. Elena holds a Bachelor of
Arts degree in sociology. Reach her at
[email protected].
Danielle Milo joins Crack Hair Care as
education specialist. An
experienced hair stylist, she
will travel across the country
to Crack’s distributors,
conducting sales meetings
and detailing with distributor
salon consultants. She will
Danielle Milo be armed wit samples,
support materials and aggressive spiffs. Visit
crackhairfix.com.
Mark David Ott, national sales manager of
Spornette for 15 years, has died from heart
failure. Mark was known as a
mentor to many, taking new
hires under his wing and
showing them the ropes at
the Roberts Research
Group, Inverness, Morris
Flamingo, Star Nail/Cuccio
Mark Ott
and Spornette.
Mark is survived by Joyce, his beloved
wife of 30 years; daughters Allyson
Kastinakis (Michael) and DeLaura
DeMarco-Logue (Ben) and two beloved
grandchildren, Lucy Lynn and Indio Varga.
Over the years, many hair care brands have
launched in the professional beauty channel,
then moved to retail. Living Proof is a brand
that has developed a cult-like following
among stylists and consumers, by starting in
retail before moving into pro beauty. Beauty
Industry Report has been watching this
brand grow using smart, non-traditional
tactics, including
featuring mega-star
Jennifer Aniston as its
spokesperson since
2012 ,to drive awareness
across all channels.
Intrigued, we invited
CEO Grace Ray to share Grace Ray, CEO,
the inside story.
Living Proof
Living Proof is a brand
with strong scientific roots. Co-founder Dr.
Bob Langer is an MIT professor and the
company spent a decade doing research and
development to solve hair problems. “Our
products perform because the technology is
proprietary,” explains Grace. “They give truly
transformational results. They are why we
have a cult-like following.”
Living Proof take its science very seriously.
Its scientists “blue sky” ideas and then go
after them in the lab with the goal of
changing the game in hair care. The company
pairs those scientists with stylists like Ward
Stegerhoek, Chris McMillan and Mitch
DeRosa—hairdressers who are working with
hair every day in the salon, on set and on the
red carpet.
Living Proof has kept to an exclusive
distribution channel: high-end salons and
retail. “We are one of the fastest growing
prestige retail brands,” says Grace proudly.
“We are the No. 1 prestige retail brand at
Ulta. In the professional channel, we are in
more than 1,000 doors in North America and
have expanded to more than 30 countries.”
She adds, “We focused on the product
first, and on truly solving the root cause of a
problem. We didn’t fixate on what the
channel strategy needed to be or what the
marketing was—it was purely around product
performance and solving problems. That
product performance is key to our success. In
fact, we won an Allure Breakthrough Award
before we even had products on the shelves.
We now have 86 awards.
“By going into retail first, we were able to
drive awareness and demand. Consumers
were walking into their salons and asking
their stylists for Living Proof. When salons
signed up with us, they knew that we were
available at retail. They knew what they were
signing up for—it was a really healthy
partnership with a lot of openness about our
distribution goals up front.”
Living Proof carries the same product
assortment across all channels. According to
Grace, that works because the product
performance is so strong. “They perform well
enough for a professional; they are layerable
and easy to cocktail. They are also incredibly
easy to use, so they are straightforward
enough for consumers, too,” she explains.
“Typically, women don’t know how to use
product the same way their stylists do and
have a hard time replicating what their stylist
does for them. We’ve solved that problem
because our products are
lightweight and layerable
and they perform. We are
very direct on our
packaging, making them
easy for anyone to use.
“Stylists also love that
the products are an easy
sell to clients. These are all
critical elements to our
success both at retail and in
the professional salon
world. There are certain
professional needs that we
understand, and as a result,
we offer unique sizes for back bar.”
Living Proof looks at its distributors as
true partners. “We don’t look at the salon
channel just as a distribution channel. We see
it as a way to really connect with stylists and
teach them how to transform hair to be
healthier and solve problems for their
clients,” explains Grace.
She adds, “Our distributors
are independently owned and
have the ability to bring new
innovation to the market, as
well as support salons through
education and great service.
They are passionate people
who want to help salons
evolve their businesses.” Living
Proof has 15 partners
throughout the United States
and Canada, and the DSC
count at each ranges from 6 to
30. The company’s first distributor was
Princess Beauty in Texas and Oklahoma, and
it has recently added Depasquale Salon
Systems in the northeast, Exclusive Beauty
Supplies out of Florida, and National Salon
Resources in the Midwest.
“We recognize that to
keep growing at our rapid
pace, we need to build on
our strong consumer demand
with an education program
that wins the hearts of
stylists,” says Grace. “We
cannot share much yet, but
the education program we
will unveil in 2016 will be
uniquely Living Proof. Our
goal is to provide both
information and inspiration, and to teach
stylists how to transform hair to be healthier
and solve tough problems for their clients.
Because we have both styling experts and
science experts, it enables us to create a
broad base of knowledge. For us, it’s about
using that knowledge to change the way
stylists look at hair.”
Concludes Grace, “In 2016, our plan is to
continue the strong momentum and growth
we’ve seen with the brand. We will continue
to shine a spotlight on our existing portfolio
while launching a few key game-changing
products throughout the year.”
To learn more, visit livingproof.com.
News cont. on page 14
FEBRUARY 2016 13
The Beauty Industry Report Visit www.bironline.com
News cont. from page 13
On February 5, Farouk Systems celebrated
National Wear Red Day to support the
American Heart Association’s Go Red for a
Day movement. To mark this important day,
all Farouk employees wore red, and
encouraged salons and fellow artists within
the beauty industry to do the same. According to Basim Shami, CEO of
Farouk Systems, “We are concerned for the
safety and welfare of beauty professionals
and their clients. An estimated 43 million
women in the United States are affected,
with 1 in 3 dying from heart disease and
stroke. As these numbers continue to rise,
this has become an important issue and a
concern to everyone in the company.”
On February 6, Farouk Systems sponsored
the Pink Women’s Health Symposium, which
was hosted by the Houston Metropolitan
Area Chapters of Alpha Kappa Alpha
Sorority, Inc., by donating products and
door prizes for their Women Heart’s Red
Bag of Courage. The symposium helps
women make heart-healthy decisions about
diet, exercise, medical treatment and mental
health. Visit farouk.com.
Roux introduces Rejuvenating Keratin 233
Repair & Shine (250 ml/$SRP $8.99), a leavein treatment for rejuvenating damaged hair.
Strengthening keratin amino acids,
wheat proteins and silk proteins
rebuild, restore and rejuvenate all
hair types for stronger, longer hair.
Illuminating argan oil adds a
healthy, lustrous shine. Biotin
strengthens and improves the
quality of hair growth. Repair &
Shine also detangles, conditions,
infuses moisture into the hair,
tames frizz and provides heat protection
during thermal styling. Visit rouxbeauty.com.
14 FEBRUARY 2016
With distribution channels continuing to blur
in order to meet consumer demand, Curly
Hair Solutions has ventured into a new
world of mass retail with its new line of curly
hair styling products under the Curl Keeper
brand. The Curl Keeper Styling Collection
has every type of curl covered, with eight
problem-solving formulas that address the
main issues with textured hair such as frizz
control and shine. The concept behind the
brand is to “Freestyle Your Lifestyle” and it is
all about helping curlies create a style that is
their own. The top five selling products
include award-winning Curl Keeper Original
(3.4 oz./SRP $9.99, 8 oz./SRP $17.50, 12 oz./
SRP $19.99—exclusive at Target and 1 liter/
SRP $46.00), Gel ( 3.4 oz/SRP $9.99, 8 oz./SRP
$17.50/$14.99 at Target and 1 liter/SRP $46.00;
Styling Cream (3.4 oz./SRP $10.99, 8 oz/SRP
$18.00/$14.99 at Target, Leave-In
Conditioner (3.4 oz./SRP $10.99, 8 oz./SRP
$18.00/$14.99 at Target; and Slip 3.4 oz/SRP
$10.99, 8 oz./SRP $18.00/$14.99 at Target).
“We’ve taken our original formula and
expanded the brand to house many different
solutions for curl control,” says Jonathan
Torch, founder of Curly Hair Solutions.
Adds Steven Torch, CEO, “We came into
the market 15 years ago as a small Canadian
brand selling through online websites and
small hair salons. With a ton of hard work
and building our brand through word of
mouth, grass roots marketing and long lasting
relationships is what allowed us this
incredible opportunity to launch our
products in Target.” Visit frizzoff.com.
Terax Hair Care, a nearly 50-year-old brand
known for the cult favorite Terax
Original Crema Daily
Moisturizing Conditioner,
launches Terax Crema Shampoo
(8.5 oz./SRP $24.00, 34 oz./SRP
$72.00). Like its conditioner
counterpart, this new shampoo is
ultra-moisturizing and helps to
repair damaged hair, leaving it
healthy and hydrated. Its sulfatefree formula provides a rich,
dense and creamy lather without sacrificing
cleansing performance. The formula features
hydrolyzed quinoa to help retain moisture
and repair damaged hair while adding a
healthy shine; panthenol conditions,
moisturizes and helps to nourish hair, while
trehalose, a plant-based sugar, acts as a
moisturizer for immediate and long-term
hydration and protects hair from dryness.
Visit teraxhaircare.com.
AG Hair launches Texture, a collection of
four products that work with hair to enhance
its texture instead of fighting against it.
Cleansing
Cream
(SRP
$24.00) is a
gentle,
foam-free
hair wash
that takes
the place of traditional shampoo and
conditioners. Ideal for super dry or brittle
hair, Cleansing Cream is formulated with Sea
Complex, which combines anti-aging
seaberry oil with natural seaweed extracts in
a nourishing and conditioning base to gently
remove dirt and pollutants from the hair.
These oceanic super foods strengthen hair,
restore moisture and enhance natural texture.
Sea Spray (SRP $24.00) is a beachy wave
finish that gives hair gritty, wavy texture with
added oomph. It’s also enhanced with Sea
Complex, plus anti-aging seaberry oil to
create a casual, effortless look. Texture
Gloss (SRP $24.00) provides undone
definition. It enhance waves, curls and
texture, while controlling frizz and bringing
moisture and gloss to dry, brittle ends.
Texture Gloss provides touchable hold. AG’s
Sea Complex and seaberry oil help create a
slightly unkempt and sexy look.
Finally, Dry Wax Matte Finishing Mist
(SRP $26.00) offers the secret to no-fuss hair.
It instantly tames frizz and locks-in style,
while adding volume and a matte, textured
finish. AG's Sea Complex plus anti-aging
seaberry oil help create moveable definition.
Reach Troy Salt, vice president of sales, at
[email protected]. Visit aghair.com.
Fantasia Hair Care launches Hair Polisher
Heat Protector Shampoo (12 oz./SRP $6.99)
and Hair Polisher Heat Protector
Conditioner (12 oz./SRP $6.00), two new
products that infuse moisture with avocado
oil and aloe vera. They cleanse and prime
hair for heat styling while infusing moisture
and a supple texture. Both are sulfate- and
paraben-free. Reach Dave Stern, sales
manager, at [email protected]. Visit
fantasiahaircare.com.
New Crack Mist (2 oz./SRP $10.00, 6 oz./SRP
$20.00), a lightweight, leave-in spray version
of the company’s popular
Crack Styling Crème,
contains wheat protein
and acai extract to
provide a barrier from
humidity and heat without
weighing the hair down.
This 100% vegan formula
controls frizz, strengthens,
protects from dryness and provides thermal
protection against heat. Contact Donna
Louis, vice president of sales, at
[email protected]. Visit
crackhairfix.com.
Hair care brand Kevin.Murphy recently
moved into expansive new corporate offices
in Irvine, CA. The team, including marketing,
purchasing, accounting and finance and
senior management, will now be in one
location, facilitating strong teamwork to help
the brand continue to grow in North America
and around the world. The new office allows
for further expansion, with additional
marketing, purchasing and accounting team
members already hired.
“While our brand will always retain its
Australian roots, the timing was right to move
our headquarters to California,” said
Kevin.Murphy stylist and founder Kevin
Murphy. “Our company is quickly expanding.
The Irvine office provides a place where the
team can work together collaboratively.”
Reach Dawn Blackstone, chief marketing
officer, at [email protected].
Visit kevinmurphy.com.au.
V76 has relaunched its packaging to
present a more streamlined and
simplistic message for today’s man.
The original collection, which
launched with it legacy
packaging in 2014, featured
grooming products curated by
highly sought-after men’s
groomer Vaughn Acord in
collaboration with Luxury
Brand Partners. “We’re breaking the relaunch
into four categories—Boldly Barbered
(shaving and barbering), Well Groomed
(shampoos and
sprays), Face
Forward
(lotions and
aftershaves) and
Well Gifted
(accessories and travel kits),” says Vaughn. “It’s
reminiscent of what I do on set, backstage
and in the chair. I look at a guy completely. I
don’t just address his hair only or beard
only.” Visit v76.com.
Pravana introduces Nevo Super Shape
Extreme, the vegan hair spray for anyone
looking for fierce staying
power. In addition to providing a
buildable, flexible hold, Super
Shape Extreme protects hair and
adds a glossy shine. Its fastdrying, weightless
formula prevents excess
moisture from entering the hair’s
cortex for a long-lasting, frizzfree style. All Nevo products are free of gluten, sulfates,
parabens, sodium chloride, phthalates,
propylene glycol, vocamide DEA and
cocamide MEA and packaged in
100% biodegradable materials. Visit
pravana.com.
Redken’s new Genius Wash cleansing
conditioners cleanse and condition in one
step for ideal moisture replenishment,
manageability and color radiance. Hair is
always clean, but never over-washed. Genius
Wash formulas melt into hair and gently rinse
out dirt and debris without disturbing the
surface of strands, so the integrity of the
cuticle is preserved and hair stays healthier. Available in three formulas for medium,
coarse and
unruly hair,
Genius Wash
foams less than
a traditional
shampoo. It’s
recommended
for use every 2
to 3 washes,
depending on
hair type and
need. Each of the formulas features
customized moisture and proteins for
medium, coarse or unruly hair, as well as
apricot oil for moisture, shine and softness
and soy proteins to strengthen and repair.
Formulas are free of harsh salts, chemicals
and parabens. Visit redken.com.
SureTint Technologies’ newest salon
software system and stylist App is called
Mia, “My Intelligent Assistant.” After all,
every professional needs a great assistant!
Mia is
available in
two
versions:
an
intuitive,
portable
software
system for
salons (with docking station and scale for a
salon dispensary or color bar) and an App for
independent stylists.
Mia is a multi-platform, intelligent
software designed to support artistry while
providing essential and necessary tools for
salons and stylists to better manage their hair
color and chemical service business and
maintain detailed, secure client profiles and
history, including before and after client
shots. Mia provides accurate, repeatable
color results, which results in loyal, happy
clients.
News cont. on page 16
FEBRUARY 2016 15
The Beauty Industry Report Visit www.bironline.com
News cont. from page 15
Stylists do the magic. Mia does the math.
Mia captures and records detailed client hair
profiles and exact formulas. It computes the
math automatically, then sizes the exact
amount of hair color, developers or other
product to dispense for every service type.
The exact amount of color (or other service
products) means less waste, more profits and
a healthier working environment. It produces
accurate, repeatable color results each and
every time, which boosts client retention and
satisfaction. In addition, the reporting portal
provides dynamic dashboards that show a
real-time, on-demand view of a salon’s or
stylist’s color and chemical service business.
Mia works on tablets, iPads, iPhones and
portable devices. Visit Mia4 Salons.com (for
salons) and ItsMyMia.com (for independent
stylists and booth/suite renters) or call
888-539-3787 to schedule a demo today.
The new CND Spa Collection unlocks the
beauty of botanicals that prep, purify, perfect
and restore while providing sensorial
experience infused with the nurturing
essences of fruits and flowers. “Spa manicures and pedicures are an
opportunity for ritual, comfort and superior
results,” says Jan Arnold, CND co-founder
and style director. “Developed with both the
consumer and professional in mind, this line
allows for a
customized and
memorable
experience.”
The collection
features three
groupings. Gardenia
Woods leaves skin
luxuriously soft.
With white floral fragrance notes, gardenia
and jasmine, this system hydrates, moisturizes
and softens skin with a replenishing and
16 FEBRUARY 2016
purifying botanical blend of chamomile and
sandalwood. Products include Soak
Softening Sea Salt Bath (4.4 oz./salon
$10.95, 118.8 oz./salon $59.95), Scrub Creamy
Skin Polisher with moisture beads
(8.4 fl. oz./salon $12.95, 60.8 oz./salon $59.95),
Masque (8.4 fl. oz. /salon $12.95, 65.2 oz./
salon $59.95.) and Lotion (8.4 fl. oz./salon
$9.95, 128 fl. oz./salon $59.95). Bright Citron brightens up every
mood. With notes of pink grapefruit and
warm amber, this
system will restore
radiance and brighten
skin’s appearance with
its botanical blend of
hydrating honey and
purifying kaffir
lime. Products include
Soak
Refreshing Sea Salt Bath (14.4 oz./salon
$10.95, 118.8 oz./salon $59.95), Scrub
(8.4 fl. oz./salon $12.95, 60.8 oz./salon $59.95),
Masque (8.4 fl. oz./salon $12.95, 65.2 oz./
salon $59.95) and Lotion (8.4 fl. oz./salon
$9.95, 128 fl. oz./salon $59.95). Cucumber Heel Therapy offers targeted
treatments for tough and resistant calluses
on the heels to provide a more
intensive remedy. Products
smooth away rough edges with
exfoliating alphahydroxy acids. The
intense moisturizing
treatments refresh,
relieve and hydrate
heels with natural
cucumber for the
perfect finish to a pampering spa pedicure.
Products include Callus Smoother (8 fl. oz./
salon $22.95) and Intensive Treatment (15
oz./salon $24.95, 54 oz./salon $59.95). Visit
cnd.com.
New TruGel Optimize It! Base Coats from
EzFlow help achieve truer color from sheer
and neon gel polishes. These two new gel
base coats provide superior adhesion and a
smooth, even surface for flawless gel polish
application.
Optimize It! Concealing Base Coat is
pigmented with a soft neutral hue to
hide nail imperfections and add
depth to sheer gel colors. The
Optimize It! Brightening Base
Coat’s white pigment intensifies
neon and bright gel polishes for a
striking, vivid finish. They’re
available in a 6-piece display and
open stock. Visit ezflow.com.
PS Lifestyle, LLC, which provides amenity
services and lifestyle experiences to seniors,
their families and caregivers, launches the
Truist skin care brand. The brand’s mission
focuses on providing truthful, resultsoriented products that support the health
and well-being of skin throughout its life
cycle through performance-driven natural
ingredients. Truist focuses on the needs and
wants of women, especially those over 50,
who do not want false promises but rather
effective, exceptional products that contain
carefully selected, safe active ingredients
that deliver the results they promise.
The Truist range is succinct and intuitive.
Products increase hydration, strength,
firmness and resilience of skin—the telltale
signs of skin’s true well-being. Key ingredients
include Omegablue bilberries, which are rich
in essential fatty acids to soothe and hydrate;
Hylasome EG-10, with 5 times the water
binding capacity of hylauronic acid,
chronocyclin to nourish and defend skin
against environmental stresses, Ecoffea from
green coffee beans to energize dull, drab skin
and Xilogel, an extract of tamarind tree
seeds, which works as an intense moisturizer
that helps firm and strengthen skin.
Truist Skin Care has three categories:
cleanse, nourish and care and protect.
Cleanse includes Skin Calming Cleaner
(4.0/12.0 oz)
and Gentle
Exfoliating
Cleanser
(1.5/4.0 oz.).
Nourish
features
Moisturizing
and
Strengthening
Serum (1.5/
4.0 oz.), Intensive Overnight Moisturizing
Lotion (1.5/4.0 oz), Skin Nourishing Body
Milk Lotion (4.0/12 oz.), Intensive One-Step
Moisturizing and Conditioning Socks
(1 pair) and Intensive One-Step Moisturizing
and Conditioning Gloves (1 pair).
Finally, Care & Protect offers Sunscreen
Moisturizer Broad Spectrum SPF 30 (1.5/
4.0 oz.), Skin Calming Comfort Serum
(1.5/4.0 oz) and Skin Tonal Balancing Serum
(1.5/4.0 oz). Prices range from $4.99 to $43.99.
PS Lifestyle’s mission is to enhance the
senior experience one person at a time at
senior living communities nationwide by
transforming existing salons and spas into a
more viable resource by offering
renovation upgrades and products and
services specific to the needs of
residents and their families. PS Lifestyle
will offer Truist through its salons and
spas, direct sales channels and affiliates,
as well as other retail and online outlets.
Contact Jack Elliot at 920-585-0622 or
[email protected]. Visit
https://truist.pslifestyle.com.
PurErb herbology-based skin care and
aromatherapy introduces
energizing Vitality Deep
Cleansing Oil, which hydrates
and nourishes while cleansing
away makeup, excess sebum,
and other surface impurities,
leaving skin radiant and soft, but
never greasy. Ingredients include
exotic oils that form a citrus-like
aroma: Madagascar Baobab,
which contains vitamins A, D, E, F to protect
against signs of environmental damage and
nourish dull, dry and aging skin; kukui, which
helps relieve skin irritation and inflammation;
argan, which contains vitamin E and fatty
acids to hydrate and soften; and Himalayan
moringa, which contains 72% oleic acid,
ensuring deep absorption to deliver vital
nutrients and moisture. Frankincense
enhances focus and elevates the mind;
geranium energizes and uplifts; sandalwood
enhances concentration and alleviates
anxiety; and Mandarin orange enhances
alertness and balances mood.
A Natural Liposome Encapsulation
captures and intensifies the power of plant
stem cells, phyto-derived peptides and
botanical extracts, providing long-lasting
moisture, smoothing lines and boosting
radiance. Contact [email protected],
call 888-327-8188 or visit purerbskincare.com.
Babo Botanicals launches three sunscreens
based on non-nano zinc oxide, the
safest form of sunscreen. Particles
are too large to penetrate skin and
ensure high levels of safety and
sun-blocking effectiveness.
Sheer Zinc SPF 30
Continuous Spray
Sunscreen for extra sensitive
skin. (6 fl. oz/ SRP: $22.00)
with non-nano zinc oxide as
its only active ingredient, is a
hypo allergenic, fragrance-free lightweight
spray. It’s 80 minutes water/sweat resistance.
Super Shield SPF 50 Sport Stick (6 fl. oz/
SRP $15.95), a fragrance free, non-nano zinc,
non-greasy, 100% natural sunscreen, is
fortified with organic shea butter, avocado
and jojoba oils. It provides 80 minutes
water/sweat resistance. Nutri-Soothe SPF 15
Lip Treatment (.15 oz/SRP: $9.95) is an ultranourishing and moisturizing daily lip
treatment that softens, protects, heals and
smoothes lips. Each features 70+% certified
organic ingredients, including shea butter,
cocoa seed butter, avocado and jojoba oils,
and a natural, coconut apple scent. Reach
Kate Solomon, founder, at
[email protected]. Visit
babobotanicals.com.
Grande Naturals GrandeLIPS with Color
($26.95) is a lip-enhancing treatment that
increases the volume of
lips while reducing fine
lines. Volulip hydrating
lip plumper leaves lips
instantly fuller and
plumper. It also contains
marine peptides,
hyaluronic acid and
Instaplump to target dry areas on the lips.
These spheres burst and create an instant
ballooning and hydrating effect, improving
the appearance of lips in just 3 to 5 minutes.
This lip treatment is infused with a vanilla
fragrance, delivering sweetness to the lips.
Each application yields a super-high and
long-lasting gloss appearance. GrandeLIPS
gives natural lips the appearance of more
voluminous, youthful lips in just 30 days.
Reach Alicia Grande, president/owner, at
877-835-3010, ext. 100, or visit
grandelashmd.com.
Au Naturale Cosmetics launches Marrakesh
(SRP $22.00), a soft, matte pink shade that’s
perfect for Spring. Like all of Au Naturale
Cosmetics products, Marrakesh is organic,
non-toxic, gluten-free, paraben-free, vegan,
non-nano and made in the United States.
Au Naturale's lipsticks are rich in pigment
and boast a nourishing formula infused with
organic oil. They
nourish with organic
avocado oil,
moisturize with
organic cocoa
butter and repair
skin health with
organic macadamia
nut oil. For more
information and availability, visit
aunaturalecosmetics.com.
News cont. on page 18
FEBRUARY 2016 17
The Beauty Industry Report Visit www.bironline.com
News cont. from page 17
Royal & Langnickel’s new MŌDA line
features professional-quality makeup brushes
(SRPs $4.99 to $9.99 each) in
beautifully bold colors. All MŌDA
brushes are 100%
vegan with high
quality synthetic
filaments featuring
color coordinated
tips for a modern
look. Aluminum ferrules
offer maximum durability. Each waterresistant brush handle includes a
Silk-Touch coating for extra
comfort and optimal accuracy
during makeup application.
Brushes are available individually,
in EZGlam Duo Kits (SRPs $5.99
to $9.99) and Flip Kits (SRP
$19.99). Reach Susan Kelly,
director of sales and marketing,
at [email protected]. Visit
royalbrush.com. Cosmoprof North America will launch
Discover Green, a new area for companies
dedicated to green, eco-friendly, clean,
organic, and/or natural products in beauty, at
its upcoming annual event on July 24-26, 2016
at the Mandalay Bay Convention Center in
Las Vegas. The decision to include this new
section comes on the heels of increased
consumer awareness of the environmental
impact and ingredient safety from the
products purchased.
This new section will feature companies
that showcase novel ideas in the
environmentally conscious market from both
the retail and spa distribution markets. It will
include small indie brands, as well as evergrowing power brands.
18 FEBRUARY 2016
“Each year we see an increase in the
number of exhibitors displaying natural
products and an increase in our buyers’
interests in natural products to meet the
growing consumer demand,” says Daniela
Ciocan, CPNA marketing director. “Exhibitors
now have a focused platform to promote
their eco-friendly brands and buyers have a
curated, central location to discover them.”
Discover Green rounds out the portfolio
of CPNA’s special areas, including Discover
Beauty, Tones of Beauty, Discover Scent
and IBF&E. Visit cosmoprofnorthamerica.com.
Sport Clips Haircuts is supporting the St.
Baldrick’s Foundation, the largest private
funder of childhood cancer research grants,
by committing to donate $1 million over the
next 3 years to support the most promising
childhood cancer research. During the 3-year
partnership Sport Clips will provide
volunteer stylists for local St. Baldrick’s headshaving events, promote the mission of St.
Baldrick’s at its store locations and organize
its own St. Baldrick’s head-shaving events,
among other activities. Visit stbaldricks.org. Sally Beauty Holdings, Inc. (NYSE: SBH) (the
“Company”) recently announced financial
results for the fiscal 2016 first quarter.
“We are off to a solid start for fiscal year
2016,” stated Chris Brickman, president and
CEO. “We drove same-store sales
improvement in our Sally business, and our
BSG business continued to grow sales and
gain channel share. In addition,
implementation of our pricing and margin
improvement initiatives resulted in gross
profit margin expansion consistent with our
previously stated guidance.
“Looking forward, we are confident that
we can deliver on our full-year guidance.
However, we anticipate the business might
confront modest headwinds in Q2, as we
launch our hair care solutions center in
almost 3,000 Sally U.S. stores, invest in a
significant TV campaign to re-engage retail
consumers at Sally and ramp up new
business development programs globally.
Despite these short-term challenges, we are
excited about the upcoming initiatives and
believe that they will help us accelerate
growth in our Sally business and deliver on
our full-year earnings objectives.”
FISCAL 2016 1st QUARTER HIGHLIGHTS
Net Sales: For the fiscal 2016 first quarter,
consolidated net sales were $998.0 million,
an increase of 3.5% from the fiscal 2015 first
quarter. The sales increase in fiscal 2016 first
quarter is attributable to same-store sales
growth and incremental sales from new
stores. The unfavorable impact from changes
in foreign currency exchange rates in the
fiscal 2016 first quarter was $22.1 million, or
2.3% of sales. Consolidated same-store sales
growth in fiscal 2016 first quarter was 3.9%.
Gross Profit: Consolidated gross profit for
the fiscal 2016 first quarter was $494.0
million, an increase of 4.3% over gross profit
of $473.8 million for the fiscal 2015 first
quarter. Gross profit as a percentage of sales
was 49.5%, a 40 basis point improvement
from the fiscal 2015 first quarter.
GAAP and Adjusted Selling, General and
Administrative Expenses: For fiscal 2016 first
quarter, consolidated GAAP selling, general
and administrative (SG&A) expenses,
including unallocated corporate expenses
and share-based compensation, were $339.7
million, or 34.0% of sales, a 90 basis point
improvement from the fiscal 2015 first
quarter metric of 34.9% of sales and total
SG&A expenses of $337.0 million. Excluding
expenses associated with the previously
disclosed data security incidents of $0.5
million and management transition expenses
of $0.9 million, pre-tax, adjusted SG&A
expenses in the fiscal 2016 first quarter were
$338.4 million, or 33.9% of sales.
GAAP Interest Expense: GAAP interest
expense for fiscal 2016 first quarter was $63.9
million, up $34.7 million from the fiscal 2015
first quarter. This increase is due to the loss
on the extinguishment of debt of $33.3
million, pre-tax, in connection with the
Company’s December 2015 redemption in full
of its $750 million of 6.875% senior notes
due 2019 and overlapping interest expense
on such senior notes of $2.1 million, pre-tax.
On December 3, 2015, the Company
completed the issuance and sale of $750
million of 5.625% senior notes due 2025.
Provision for GAAP Income Taxes: GAAP
income taxes were $24.7 million for the fiscal
2016 first quarter versus $32.1 million in the
fiscal 2015 first quarter. The effective tax rate
in the fiscal 2016 first quarter was 36.9%. In
fiscal year 2016, the Company’s effective tax
rate is expected to be in the previously
stated range of 37.5% to 38.5%.
GAAP and Adjusted Net Earnings and
Diluted Net Earnings Per Share (EPS) (1):
GAAP net earnings were $42.2 million in fiscal
2016 first quarter, compared to fiscal 2015
first quarter GAAP net earnings of $54.9
million, down 23.1%. Excluding expenses from
the loss on extinguishment of debt and
overlapping interest expense of $22.0 million,
net of tax, and expenses from the data
security incident and management transition
expenses of $0.8 million, net of tax, adjusted
net earnings for the fiscal 2016 first quarter
were $65.1 million, up 18.2% from adjusted
net earnings of $55.1 million in fiscal 2015 first
quarter. GAAP and adjusted diluted earnings
per share for the fiscal 2016 first quarter were
$0.28 and $0.43, respectively, compared to
GAAP and adjusted fiscal 2015 first quarter
diluted earnings per share of $0.35.
Adjusted EBITDA(1) for fiscal 2016 first
quarter was $159.9 million, an increase of
10.4% from $144.8 million for fiscal 2015 first
quarter.
Cash and cash equivalents as of
December 31, 2015, were $67.4 million. The
Company’s asset-based loan (ABL) revolving
credit facility ended the fiscal 2016 first
quarter with no outstanding borrowings. The
Company’s debt, excluding capital leases,
totaled $1.8 billion as of December 31, 2015.
For the fiscal 2016 first quarter, the
Company’s capital expenditures totaled $32.4
million. Capital expenditures for the fiscal
year 2016 are projected to be in the
previously stated range of $125 million to $135
million, excluding acquisitions.
Working capital (current assets less
current liabilities) decreased $20.5 million to
$674.9 million at December 31, 2015 compared
to $695.4 million at September 30, 2015.
Borrowing capacity on the ABL facility was
approximately $478.5 million at the end of
fiscal 2016 fist quarter. The ratio of current
assets to current liabilities was 2.48 to 1.00 at
December 31, 2015 compared to 2.41 to 1.00
at September 30, 2015.
Inventory as of December 31, 2015 was
$912.4 million, an increase of $74.6 million or
growth of 8.9% from December 31, 2014
inventory. This increase is primarily due to
sales growth from existing stores, additional
inventory from new store openings and the
introduction of new brands in the BSG and
Sally businesses.
From October 1, 2015 through December
31, 2015, the Company repurchased (and
subsequently retired) 2.4 million shares of its
common stock at an aggregate cost of $62.4
million and had approximately $710 million
of additional share repurchase authorization
remaining under its $1 billion share
repurchase authorization.
Sally Beauty Supply: Fiscal 2016 1st Q
• Sales of $596.0 million, up 1.6% from
$586.5 million in the fiscal 2015 first quarter.
Sales growth was driven by same-store sales
growth and net new store openings. The
unfavorable impact of foreign currency
exchange on sales was $16.9 million, or 2.9%.
• Same-store sales growth of 2.4% versus
growth of 1.6% in the fiscal 2015 first quarter.
Same-store sales growth rate was positively
impacted by selective price increases in
certain geographical areas of the U.S.
• Gross margin of 55.0%, a 60 basis point
increase from 54.4% in fiscal 2015 first quarter.
• Segment operating earnings of $106.1
million, up 4.8% from $101.2 million in the
fiscal 2015 first quarter. Segment operating
margins increased 50 basis points to 17.8% of
sales from 17.3% in the fiscal 2015 first quarter.
• Net store count increased by 106 over
the fiscal 2015 first quarter for total store
count of 3,711.
Sales growth in the fiscal 2016 first quarter
was driven by same-store sales growth and
new store openings. That growth was
partially offset by the unfavorable impact of
foreign currency exchange. Gross profit
margin improvement of 60 basis points was
primarily the result of selective price
increases in certain geographical areas of the
U.S.and fewer promotions in the quarter
versus the prior year quarter. Segment
operating earnings and margin were
positively impacted by gross margin
improvement and SG&A leverage.
Beauty Systems Group: Fiscal 2016 1st Q
• Sales of $402.1 million, up 6.4% from $377.9
million in the fiscal 2015 first quarter. The
unfavorable impact of foreign currency
exchange on sales was $5.2 million, or 1.4%.
• Same-store sales growth of 7.2% versus
3.9% in the fiscal 2015 first quarter.
• Gross margin of 41.3%, up 40 basis points
when compared to the fiscal 2015 first
quarter of 40.9%.
• Segment earnings of $65.9 million, up
16.4% from $56.6 million in fiscal 2015 first
quarter. Segment operating margins increased
by 140 basis points to 16.4% of sales from
15.0% in the fiscal 2015 first quarter.
• Net store count was 1,303, an increase of
28 stores over the fiscal 2015 first quarter.
• Total BSG distributor sales consultants
at the end of fiscal 2016 first quarter: 951 vs
967 at the end of the fiscal 2015 first quarter.
Sales growth for Beauty Systems Group
was primarily driven by growth in same-store
sales, sales growth in the full-service business
and net new store openings; this growth was
partially offset by the unfavorable impact of
foreign currency exchange. Growth in
segment operating earnings was primarily due
to gross margin expansion and SG&A leverage
improvement. Visit sallybeautyholdings.com.
FEBRUARY 2016 19
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The Beauty Industry Report A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ
Sally Beauty Holdings, Inc. has
appointed Pizza Hut CEO David
W. Gibbs to its board of
directors. He has more than 20
years of experience in finance,
corporate strategy, real estate
development and e-commerce.
Visit sallybeautyholdings.com.
Revlon Inc.’s CEO Lorenzo
Delpani stepped down for
personal reasons on March 1. He
will remain on the company’s
board and also serve as an
adviser. The company appointed
Executive Vice President Gianni
Pieraccioni as its new chief
operating officer.
Revlon's sales rose 4.2% to
$521.9 million in the fourth
quarter ending December 31. The
company's shares were up 7.2% at
$33.41. The stock had risen by one
third since Nov. 1, 2013, when
Lorenzo took over as CEO.
The 49th edition of Cosmoprof
Worldwide Bologna will take
place in Bologna, Italy, from
March 18 to 21, 2016, with
Cosmopack on March 17 to 20.
You’re invited to ICMAD’s
opening night cocktail party on
Friday, March 18, from 7 to 9 p.m.
at the Ristorante NeoClassico,
Pluton Room, in the Royal Hotel.
It’s complimentary to all cosmetic
and beauty industry pros. RSVP by
March 17 at icmad.org or by
calling 800-334-2623.
Cosmoprof will feature new
initiatives, including a gallery
showing luxury beauty businesses
and producers of high-quality
brands, the barber show, the spa
symposium conference space,
halal beauty care and spa
projects, and green cosmetic and
organics initiatives. Visit
cosmoprof.com.
The International Beauty Show
New York, presented by
American Salon Magazine, takes
place March 6‐8, 2016, in New
York City. More than 500
exhibitors, including Alfa Parf,
Amika, Andis, Conair
Professional, Dreamcatchers,
Hot Heads, La Brasiliana, Ted
Gibson, Turbo Power and others,
will provide education and show
thousands of products.
Janet Zeitoun, Janet Jackson’s
hair stylist and SOTAH (State of
the Art Hair) founder, will
demonstrate cuts at 1:30 p.m. on
both Sunday and Monday. On
Monday, supermodel Kim Alexis
will promote the Fortune Wigs
line of wigs and extensions.
Main Stage artists include Ted
Gibson, Cherry Petenbrink,
Martin Parsons, Charlie Price
and others. Plus, the Hairbrained
team will host a cut and color
demo on the Main Stage. Major
League Barbers will host barber
competitions. The Hairbrained
Video Awards will draw more
than 600 on Sunday night. Visit
ibsnewyork.com.
The International Esthetics,
Cosmetics and Spa Conference
(IECSC), co-located with IBS, will
show the newest in spa, skin care
and wellness. Visit iecsc.com.
Caitlyn Jenner has joined MAC
to launch a rose-colored lipstick
called Finally Free. All proceeds
will benefit the MAC AIDS Fund
Transgender Initiative. Spotted
on set styling hair for the shoot?
None other than Oribe!
Speaking of new hues for lips,
Marc Jacobs Beauty has created
a lipstick shade in honor of
Britain’s Princess Charlotte.
“Charlotte” is a dark rosey pink
(SRP $34.00). It represented
Harrod’s biggest color cosmetics
launch in history.
We’ve always said that
technology will never replace the
personal touch of the beauty pro.
Now, meet Mona. Developed by
ex-Amazon techies, Mona is an
artificial intelligence-based
mobile shopping assistant. Similar
to a personal shopper, Mona asks
for and analyzes your feedback
about fashion to simplify mobile
search, discovery and purchases.
“We think technology and
software should be smart and
personalized enough to think on
behalf of us,” say the founders. “A
smart assistant can make
shopping easy by adding a
beautiful, smart and personalized
layer over disparate shopping
services and experiences.” Today
dresses, tomorrow hair care? Visit
monahq.com and download
Mona at the App Store. Cofounder Orkun Atik will present
at SXSW 2016 on March 11.
To start a new subscription or renew yours at a special price,
visit subscribe.bironline.com.