The Internet Age is here for pro beauty

Transcription

APRIL 2010
volume 13 issue 4
The Internet Age is
here for pro beauty
By Rocco DiBernardo
A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ
2
Lafayette Jones’ Multicultural Report
5
At American Culture, it’s all about keratin 6
HAI’s new tools help stylists express art 8
Surface rolls out Smooth & Healthy
9
BIR reports from The Makeup Show LA 10
ASD Show features impulse items
12
Kim Vo/Fromm form partnership
21
George Schaeffer buys Aloxxi Colour 24
PBA launches ISSE Midwest in Chicago 24
Watch list: TIGI’s Rockaholic-Bed Head Bus
VISIT US ONLINE
www.bironline.com
& check out BIR’s 2010 BIG! Show Calendar
This is your industry’s newsletter, and
BIR welcomes your feedback!
Mike Nave, editor
818-225-8353/mike@bironline.com
I invite you to connect with me on Facebook and
follow me on Twitter @MikeNave
by Mike Nave
EDITOR
F
irst quarter has flown
by, and BIR has already
attended nine trade
shows. In this issue, we
share our experiences
reporting from the ASD
Las Vegas general merchandise show and
The Makeup Show in Los Angeles.
We also found time to interview Lou
Guarneri, who along with his wife Doreen,
founded American Culture. Plus, we are
delighted to share updates from Richard
Ouellette on Hai Elite’s new product rollouts and from Wayne Grund, who talks
about Surface hair care’s new smoothing
system, Smooth & Healthy.
As BIR went to press, news broke that the
Professional Beauty Association will launch
ISSE Midwest in Rosemont, IL, just two
weeks after America’s Beauty Show in
Chicago in 2011. We’ll have a full report next
issue and would love to hear your thoughts
on the topic. Please drop me a line.
Regards,
A
ttention professional beauty industry
marketers: Read these facts about the
Internet Age. Fact: The number of Internet
users worldwide exceeded 1 billion in 2005—
up from only 45 million in 1995 and 420
million in 2000. The number of Internet users
in 2011 is expected to reach the 2 billion
milestone, according to the Computer
Industry Almanac, 2008. Fact: Online
shopping is exploding NOW! 2010 market
projections say ecommerce will produce $7.5
trillion, according to Forrester Research. Fact:
In the Internet age, the greatest risk is being
left behind, says Newsweek, December, 2007.
Add to those facts that in the last 10 years,
thousands of salon professionals have grown
up with this computer age and ecommerce as
part of their lives, not to mention the
millions of consumers who were born into
this environment. This is the time to do some
serious soul searching on your company’s
ecommerce business.
The sale of professional beauty brands
online is equal only to 1 to 5% of the total
sales of all salon products. That means that
salons and retail outlets account for 95% of
the sales, proving that the Internet poses no
threat to the salon retail business.
Manufacturers can't overlook the Internet
sales channel for additional sales in this
economic downturn. Many salons and beauty
professionals, who are not able to keep their
inventory levels stocked, are driving their
loyal clients to the Internet to make their
product purchases. Companies like Kérastase,
Aveda and Tigi are now selling directly to
consumers online. Those brands are still
thriving in the salons, which do not seem to
object to this practice.
The increase of booth renters in the
beauty industry has not only fragmented the
The Internet Age....cont. on p. 2
The Beauty Industry Report Visit www.bironline.com
The Internet Age...cont. from p. 1
industry, but disrupted the beauty sales
channel. Many renters do not stock retail
inventory, which is a great frustration to
clients who want the take-home products, as
well as to distributors and their salon
consultants. As a result, many manufacturers
are considering the direct-sales approach,
selling directly to the salon and eliminating
the distributor altogether. In addition to this
breakdown in the sales channel, many
manufacturers fail to realize that salons and
beauty professionals have created many
clients who are brand loyal. Those brand-loyal
clients now search out their brands online
and are buying from unauthorized retailers
outside the professional beauty channel.
It's time for manufacturers to embrace the
online sales channel. Most are afraid that
their loyal salons will drop their lines if they
do. However, even if that were to happen,
loyal brand followers would turn to the
Internet to purchase their favorite products,
leaving those salons in an even more
vulnerable position.
Creating an online ecommerce solution—
that is managing and marketing brands
online—is a complex and a costly undertaking
for most manufacturers that are using the
conventional beauty sales channel.
Outsourcing those responsibilities can be a
profitable option, while making it easy for
consumers to find the brands they want
online.
_____________________________
Rocco DiBenardo is CEO of HairFlix, which
has worked with manufacturers and
distributors for more than three years to
streamline the online sales channel. Call
407-417-3330 and visit www.HairFlix.com.
BIR invites you to become a Guest
Columnist. Send your thoughts in about 450
words, including a one-paragraph author
bio, to mike@bironline.com in an MSWord
document. We will edit your column for
style and space.
2 APRIL 2010
From March 19 through August 6, TIGI goes on
the road. What do Rod Stewart, Def Leppard,
Bryan Adams, Jimmy Buffet, Huey Lewis, Velvet
Revolver, Third Eye Blind and Poison have in
common? They were all livin’ the dream on
the Rockaholic-Bed Head tour bus before TIGI
got its hands on it. “We wanted to amp it up a
bit, like what TIGI does to professional hair
care. So we ripped out the bunks, added a few
TVs, cranked up the sound system and threw
in a salon,” says Anthony Mascolo, TIGI
international creative director. “Not just any
salon—one with black leather, blazing red fake
crocodile patterned seats and flames, lots of
flames. There’s a shampoo bowl and three
cutting stations and a full-on rock star
hairdresser vibe. We’re not foolin’; this is one
kick-ass, fully-charged rig that’s ready to rock”.
With the energy of an authentic music tour,
the bus will make stops at salons, beauty
shows and concert festivals all over the
country. Stay tuned for details on appearances
near you and how you can take over the bus
and have your own salon event. Reach Jamie
Buis, TIGI Linea public relations specialist, at
469-528-4336 or jbuis@tigilinea.com. Visit
www.tigilinea.com.
CND (Creative Nail Design) introduces the first
hybrid nail color after nearly five years of
development. Now you can say good-bye to
chips, smudges and dry time and say hello to
Shellac Hybrid Nail Color. It applies like polish,
wears flawlessly for 14 days of high gloss shine
and is removed in minutes. Shellac paints on
like polish—base coat, color, top coat—and is
cured in a UV light, so there is zero dry time.
The colors are hypo-allergenic and free of
formaldehyde, toluene and DBP. Shellac will
launch in 12 shades, from pretty French pinks
and whites to siren red and rich darks. The
formula is thin and flexible like polish, so it not
only looks natural, it provides strong natural
nail protection with a resilient mirror finish
that resists dullness and chipping. Shellac is a
professional salon service launching globally in
May. Reach John Heffner, president/CEO, at
800-833-6245, ext. 277, or
john.heffner@cnd.com.
Oligo Professionnel introduces a new toning
system that includes eight new toners (salon
list $4.95), new Fortifying Toner Acticolour
(salon list/10 ounces $7.95/32 ounces 19.95)
and 5 volume developer (salon list/32 ounces
$6.95) in its KOKO colour solution hair color
line. The system is also offered in an
introductory boxed kit (salon list $49.99). The
ammonia-free toners were formulated to be
applied on pre-lightened hair levels 9-10,
offering beautiful and long lasting tonalities.
Toners must be mixed with the Fortifying
Toner Acticolour, which is enriched with 11
amino acids that fortify the porous and usually
damaged pre-lightened hair. Finally, the 5
volume developer oxidizes the dyes gently.
Moty Cohen, president of Oligo Professionnel,
says, “Often, stylists either use an ammoniabased toner that when applied on prelightened hair damages the hair further,
resulting in drastic fading or have to treat the
hair after the toner application to limit the
fading. With this new system, not only is an
ammonia-free toner used, but the 11 amino
acids fortify the hair during the toning process,
resulting in longer-lasting color in one single
step, saving time and money.” The Canadian
manufacturer also adds Clear to its KOKO
colour solution hair color line (salon list $4.95).
The Clear has two functions: It can be used to
add shine to any hair type or it can be used to
dilute an existing shade, resulting in a shade
one level lighter. The Clear creates a new
service that can generate a new source of
revenue in the salon. It can be applied after a
hair color service, between hair color
appointments, after a perm or straightener or
on natural or white hair. Application takes less
than 15 minutes. Reach Annik Chartrand, brand
manager, at 877-837-6426 or
annikc@vernico.com. Visit www.vernico.com.
Babo Botanicals launches with four distinct
categories of hair, skin and scalp offerings. The
cornerstone of every Babo Botanicals
formula is the certified organic Nutri-Soothe
blend, rich with vitamins A, C and D to
deliver nutrients, protection and
moisturization. The 100% plant-based NutriSoothe blend combines rich anti-oxidant
and anti-inflammatory extracts of
chamomile, calendula, kudzu and watercress,
which protect against pollutants as they
nourish and comfort skin. SRPs range from
$16.00 to $18.00 for 8-ounce sizes. The
lineup includes Berry Primrose Smooth
Detangling Shampoo, Instantly Smooth
Detangler, Oatmilk Calendula Moisturizing
Baby Shampoo & Wash, Moisturizing Baby
Lotion, Rosemary Tea Tree Lice Repel
Shampoo, Lice Repel Conditioning Spray,
Cucumber Aloe Vera Clean Sport Shampoo
& Wash and UV Sport Conditioning Spray.
Reach Kate Solomon at 212-577-5061 or
info@babobotanicals.com, and visit
www.babobotanicals.com.
traditional healers to promote the health
and appearance of hair, skin and scalp. This
fast-absorbing, lightweight treatment serum
utilizes pure essential oils, such as kukui nut,
cranberry, neem and argan, to moisturize,
condition and heal while offering protection
from further damage. Eufora's blend of pure
essential oils of tonka bean, grapefruit,
lemon, orange and geranium offers antiinflammatory, antiseptic, anti-microbial,
antibacterial and astringent properties, as it
moisturizes, soothes and relieves common
symptoms associated with scalp and skin
conditions. It is free of artificial colorants or
fragrance (4 ounces/List $19.00/SRP $38.00).
Contact Kate Bice at 800-638-3672 or
kateb@eufora.net. Visit www.eufora.net.
Kenra Ltd. recently launched Kenra Platinum
Sheer Holding Spray 8, an ultra-light, quickdrying hairspray designed to provide a soft,
touchable hold while eliminating frizz and
flyaways. By listening to feedback from
stylists and clients, Kenra discovered a
strong desire for a high-quality, multifunctional, aerosol hairspray. The new
holding spray provides styling versatility with
completely customizable control and
humidity-resistant hold. With just one
overall spray, it enhances the workability of
slippery, style-resistant hair and eliminates
frizz and flyaways. When reapplied in layers,
Platinum Sheer Holding Spray 8 increases its
level of control and hold without getting
stiff or sticky. This aerosol mist allows for a
smooth, even application and leaves no
build up or residue (10 ounces/salon list
$9.00/SRP $18.00). Reach Jen Norman, senior
director of sales and business development,
at 800-428-8073, ext. 134, or
jnorman@Kenra.com. Visit www.kenra.com
The North American Hairstyling Awards
(NAHA) 2010 will honor Beth Minardi and
Frederick Holtzberger this July.
Internationally-renowned hair color
specialist, educator and salon owner Beth
Minardi will receive NAHA’s top honor, the
Lifetime Achievement Award. Beth is
dedicated to salon hair color as an art form,
and her work has truly set the standard of
excellence for the industry. As co-founder
with her husband, Carmine, of NYC’s Minardi
Salon, Beth delivers the finest level of
service to her coiffure-conscious clients,
who include celebrities and social figures.
Frederic Holzberger, the CEO, president and
founder of the Aveda Fredric’s Institutes, will
be inducted into the NAHA Hall of Leaders.
Frederic built an eco-system as a single line
distributor to service salons and spas,
providing education, building Aveda stores
and operating academies to develop future
beauty and wellness leaders. Frederic and his
family have left an indelible mark on the
careers of many. For NAHA sponsorship,
contact Wendy Forakis at 800-468-2274,
ext. 3444, or wendy@probeauty.org. Visit
www.probeauty.org.
The new antioxidant-rich Eufora Beautifying
Serum, aka “Truth Serum,” harnesses the
benefits of naturals used for centuries by
At Sexy Hair Concepts’ International
Conference, senior management, led by Karl
Heinz Pitsch, president/CEO, acknowledged
customers and top educators. Categories
and winners were Greatest Productivity/
International Distribution: Pepko, Latin
America; National Account Distribution:
Salon Innovations; Domestic Distribution:
Salon Direct; Best Brand Representation/
International Distribution: Friends
Distributors, Norway; National Accounts
Distribution: Ulta; Domestic Distribution:
Peerless Beauty Supply; Newcomer of the
Year/International Distribution: Haium,
Finland; National Accounts Distribution:
Chatters; Domestic Distribution: Amico;
Excellence in Education/International
Distribution: Preben, Denmark; National
Accounts Distribution: JCPenney Salons;
Domestic Distribution: Maly’s NW; Highest
Increase Sell-Out/International Distribution:
Professional Beauty, UK; National Accounts
Distribution: Regis; Domestic Distribution:
Aerial Company; Overall Best Performance/
International Distribution: Hairconcepts,
Germany; National Accounts Distribution:
Beauty Brands; Domestic Distribution: Salon
Direct. In addition, five stylists were
recognized for their outstanding service and
education contributions: Master Artist of the
Year: Faye Judson, Oregon; Regional
Education Manager of the Year: Jimmy
Melton, Georgia; Educator of the Year: Dani
Danzuso, Pennsylvania; 10 Year Service
Award: Rod Sickler, Illinois; International
Artist of the Year: Nikki Caggiano, Italy.
Reach Karl Heinz at 800-848-3383 or
KarlHeinzP@Sexyhair.com.
AG Hair Cosmetics’ newest product, Split
End Spa Repair Serum, earned top honors in
the 2010 Elle Quebec/Elle Canada Beauty
Grand Prix Awards in Montreal. This ultralight repair serum conditions, repairs and
helps to eliminate split ends (50 ml/1.69
ounces/ list $12.00/SRP $24.00). Reach
Tatiana Jovic, AG’s public relations and
communications manager, at 604-294-8870,
ext. 130, or tjovic@aghaircosmetics.com. Visit
www.aghaircosmetics.com.
News continued on page 4
APRIL 2010 3
News continued from page 3
Sexy Hair Concepts recently honored
company founder, Michael O’Rourke, at a
party themed Painting the Town Red that
followed the company’s distributor
conference. At the conference, Sexy Hair
stylists joined together to welcome Rafe
Hardy as the new creative artistic director
and bid farewell to Michael, who stated, “I
will miss working with this team every day,
many of whom have been with Sexy Hair
since the inception of the company. Sexy
Hair is in good hands with Rafe, with whom I
have worked closely over the last decade
and who is an extremely gifted stylist. I am
confident in his talent and his loyalty to
Sexy Hair.” Adding to the festivities was
performance artist Jean Francois, who
painted an avant-garde portrait of Michael
that will hang in the lobby of Sexy Hair’s
corporate office as a reminder of Michael’s
vision and creativity.
Scott Schatz is the new director of salesNorth America for Bio Ionics. Scott has 20+
years experience in sales and marketing
management at Wella, Goldwell and
Schwarzkopf. In his last two positions at
Wella, Scott managed extensive sales
territories. As a plus, Scott is a licensed hair
stylist. He will be responsible for all sales to
Beauty Systems Group and AMCO. Reach
him at 908-268-9356 or
sschatz@bioionic.com. Peter Loef has left
the company and has become the
international education director for Kevin
Murphy hair care.
Robanda announces a new purchasing
manager, Martha Guerra. Martha will
oversee product development for all of
Robanda’s brands. She has more than 10
years experience in the retail/cosmetic
industry in product development, purchasing
and inventory management, sourcing and
even makeup artistry. Most recently, she was
employed with the Estee Lauder Companies
under the Prescriptives brand, where she
served as merchandise planner/regional
assistant, sales and education manager.
Reach Martha at 800-783-9969 or
martha@robanda.com.
Redken and PureOlogy management
announce the following promotions.
Howard Schnapp has been promoted to vice
president of promotional purchasing, L’Oréal
Professional Products Division. Since 1994,
Howard has played a vital role in attaining
successful promotional activity goals for
Redken, PureOlogy and more recently, for
the Luxury Products Division group. He will
lead the consolidation of eight professional
business units toward a synergized method
of procurement, seeking additional cost
savings and efficiencies through best
practice implementation. Charles Kennedy
has been promoted to assistant vice
president, show production and events for
Redken & PureOlogy U.S. As the key
Professional Products Division strategic
leader throughout the years, Charles has
taken over leadership of the event and show
department along with production to create
one unified strategic team. In his new role,
he will oversee all operations of the entire
Redken 2011 Symposium plus 40+ events and
projects annually. Kirsten Marsh has assumed
the position of assistant vice president,
PureOlogy U.S. marketing. She transitions to
PureOlogy after seven years overseeing the
Redken U.S. marketing, hair color and
texture categories. During her tenure, Redken
Hair Color achieved the No. 1 professional
hair color products position in U.S. salons
and averaged 8% growth per year. Shawn
Stearns has been promoted to assistant vice
president, testing, Redken & PureOlogy.
Shawn has worked to improve the efficiency
in the testing center and lead, with the help
of his team, testing and technology for key
strategies for the Redken and PureOlogy
brands. In his new role, he will continue to
run testing and development for both
brands, as well as work to expand
international testing. Perrine Calvet has been
promoted to senior director, global
marketing, for Redken. Perrine has been
working as the head of styling for Redken,
which includes working on the styling
renovation and the launch of Style
Connection. In her new role, Perrine will
continue with the work she has started, as
well as take responsibility for the Redken
For Men brand.
Ruth Ann Reese is the new CEO of Inspiring
Champions, a business training and coaching
company founded in 1995 by Lauren
Gartland. Call 800-496-9305 or visit
www.inspiringchampions.com.
David Mulhollen is the new director of sales
at Global Keratin. He is responsible for sales
worldwide and initially is focusing on
seeking distributors for the U.S. salon
market. Reach David at 305-390-0044, ext.
278, or david.mulhollen@globalkeratin.com.
Visit www.globalkeratin.com.
Eva Bardanzellu is the new public relations
and communication manager for the
SoGeCos organization, which owns and
produces Cosmoprof shows worldwide.
Reach Eva at eva.bardanzellu@cosmoprof.it.
Greg Shedrow is InfraShine Inc.’s new East
Coast sales manager and will be responsible
for sales and new product introductions. He
will also grow distributor salon consultant
and store relations throughout the territory
and provide InfraShine show support in
North America. Greg served as the South
East sales manager for L’Oréal, regional sales
manager for Scruples and as a sales
representative for Professional Beauty
Brokers. Reach Greg at 877-973-4259 or
gsinfrashine@yahoo.com.
Matteo Monteverde joins Z.One Concept
USA as national sales director, North
America/Canada. He brings a strong track
record in international sales. Kristine Sluka is
the new director of marketing North
America/Canada. Both come from Italy.
4 APRIL 2010
The Multicultural Report
M
izani multi-texture expert, Diane Da Costa,
embraces natural curls, and the curly hair
category is growing in both the professional
and retail markets. Over the next decade,
expect even more twists and turns, as clients
request wavy, curly and coily styles seen on
celebrities, like Taylor Swift, Alicia Keys and
Indie Arie. Contact Diane at 877-726-3624 or
visit www.mizani-usa.com.
Drug Store News reports that ethnic skin
care, which was once overlooked, now presents
a glowing opportunity for retailers. Store
buyers and decision makers used to focus
primarily on hair care or cosmetics for women
of color, leaving skin care to the general market.
Additionally, statistics revealed that
multicultural women used less skin care, with
one in four African American women reporting
that they do not use skin care products. That’s
all changing now. The emphasis on skin care
from major companies, such as Johnson and
Johnson, Procter & Gamble, Unilever and
L’Oréal, coupled with product developments
from such niche marketers as Dr. Miracle’s new
line are boosting sales of not only all mass skin
care lines, but ethnic skin care, as well. The
potential is huge. According to the U.S. Census
Bureau, one-third of the U.S. population of 303
million belongs to one of 67 subtypes of ethnic
groups. By the year 2050, one-half of the
American people will be Black, Latino or Asian.
Contact Drug Store News at 800-274-6951 or
visit www.drugstorenews.com.
Palmer’s Cocoa Butter Formula introduces
Moisturizing Gel Oil with SPF 15. Contact
Robert Neis, president, at 201-894-9020 or visit
www.palmers.com.
Eucerin Dry Skin Therapy Plus Smoothing
Essentials Fast Absorbing Lotion is for very dry
skin. The alpha hydroxy formula moisturizes all
day and smoothes skin with a non-greasy
feeling. Contact K. Hannig, corporate vice
president, at 800-227-4703 or visit
www.eucerin.com.
Cetaphil Daily Advance Ultra Hydrating
Lotion for Dry Skin or Sensitive Skin hydrates
and protects dry skin for 24 hours. It’s nongreasy, fragrance free and non-comedogenic.
Contact Chuck Paschke, vice president, at
by Lafayette Jones
866-735-4137 or visit www.cetaphil.com.
Johnson and Johnson Consumer Products
Company introduces the Ambi Essentials Facial
Care Line designed specifically for women of
color. It gently nourishes skin, leaving it feeling
soft and smooth. Women of color experience
unique challenges in keeping their skin soft and
smooth without irritating their skin, which can
be sensitive. Ambi Essentials Daily Moisturizer
with SPF 15 contains emollients and pure
nutrients. It gently replenishes and moisturizes
dry skin, as it protects from the damaging
effects of the sun. Women of color also
experience challenges with cleansing their
faces. They want to cleanse their skin gently
and remove oil, dirt and signs of makeup. And
they want a product that is designed for
sensitive skin. Ambi Gentle Cleanser, a soapfree formula with moisturizing ingredients,
including menthol, gently cleanses skin, leaving
it feeling soft. Visit www.ambiskincare.com
The Skin Care Answer Book provides quick
answers to the most-asked consumer skin care
questions and will help educate students,
estheticians and clients, as well. In more than
two decades of practice, the author, Dr. Mark
Lees (M.S. Health, PhD Health Sciences) has
been asked hundreds of questions by clients, as
well as estheticians. Multicultural skin care
questions and concerns are covered, with one
chapter devoted to Dark Spots/Pigment
Problems. Visit www.milady.cengage.com
Fantasia’s Hair Polisher for Colored and
Chemically Damaged Hair prevents color fade,
moisturizes and shines. Contact Paul Bogosian,
president, at 201-261-7070 or visit
www.fantasiahaircare.com.
SoftSheen Carson, a subsidiary of L’Oréal
USA, offers Dark and Lovely Fade-Resistant
Rich Conditioning Lightener. The lightener is a
1-application size and available in a variety of
shades. Visit www.softsheen-carson.com.
Motions by Alberto Culver, USA introduces
a new look and fragrance for Light Hold
Working Spritz. Visit www.motionshair.com.
Strength of Nature Protectiv Mega Growth
introduces Anti-Breakage Strengthener Growth
Oil. Contact Mario de La Guardia, president, at
888-842-3378 or visit
www.strengthofnature.com.
Derjers International specializes in
developing professional-quality hair care
products that are used and recommended by
dermatologists. The Rejuvé 3-Step Hair & Scalp
System consists of a scalp cleanser, repairing
shampoo and conditioner (each 8 ounces/SRP
$13.95). Contact Axel Poessy, director, at
877-405-7964 or a.poessy@derjers.com or visit
www.derjers.com.
Expo Latino International Salon and Spa
Show will take place July 11-12 in Long Beach,
CA. The show will host industry educators and
manufacturers, as well as beauty and styling
competitions, classes and workshops. Contact
Juan Dior, CEO, at 562-802-7471 or visit
www.expolatino.com.
Chews Multicultural Hair Affair Expo 2010
will take place in July in Lake Charles, LA. The
expo will showcase student and professional
competitions in designer and traditional cuts,
barber battle, hair battle and nail art. Contact
Russell Chew, founder, at 337-540-7617 or visit
www.chewshairaffair.com.
Cosmoprof North America will take place
July 18-20 in Las Vegas. This 2010 event
encompasses all beauty sectors and highlights
the global perspective on emerging trends.
Cosmoprof North America is making a special
effort to serve multicultural professionals and
retailers by offering a special program to the
OTC community along with financial incentives.
OTC owners/decision makers who attend the
event can qualify to receive a travel incentive in
the form of a reimbursement of up to $150
with reservations made through a Cosmoprof
North America travel agent, a complimentary
3-day show pass (value $100) and
complimentary admission to the OTC
education seminar (value $30). Contact Eric
Horn, show director, at 800-468-2274, ext. 3431,
or visit www.cosmoprofnorthamerica.com.
Lafayette Jones is CEO of SMSi-Urban Call
Marketing, a promotion and marketing
company, and publisher of Urban Call custom
publications. To learn more about his company,
visit www.SMSiUrbanCallMarketing.com.
Contact him with your multicultural news at
336-759-7477 or president@smsi-net.com.
APRIL 2010 5
At American Culture, it’s all about the keratin
L
ou and Doreen Guarneri operate American
Culture, a salon industry best-kept secret, in
spite of the fact that this hair care company
markets two keratin smoothing systems and
other products through the largest distributors
in the industry. Beauty Industry Report (BIR)
recently interviewed Lou to get the inside story
on this growing company and learn more about
the new innovations that his team has planned.
BIR: Lou, please introduce American Culture to
BIR’s readers.
Lou Guarneri (LG): Three generations of our
family have worked in the professional beauty
business for more than 60 years, and the
fourth is waiting in the wings. We have
experience on all levels of the industry. My
wife, Doreen, and I are both hairdressers, and
we operate an active hair salon called
American Culture's THE LOOK, the salon.
Doreen works behind the chair. The salon is
used for product development and testing. As
a result, we understand what our customers
want and need, because we stand in their
shoes every day. As stylists, we see what helps
us grow our business, and as salon owners, we
appreciate the services and products that help
set our business apart and grow our bottom
line. The beauty industry is who we are.
At American Culture, our vision is to
continue to pioneer quality products and
revenue-making services for hairdressers and
salons. To that goal, we are committed to
advancing the keratin treatment category.
American Culture evolved in 2001. We had
been distributing major brands for years.
Around the time of the acquisition of ARTec
by L’Oréal that resulted in our losing the line,
we knew that we had more to give to the
industry. We always put our hearts and passion
behind companies we supported. That’s just
how we work! Becoming a manufacturer was
always the course we were on. Learning and
experiencing all the facets of our industry is
how we became American Culture. Today, we
no longer operate a distribution business, but
instead, focus on both our manufacturing and
salon businesses.
We market two keratin brands—Simply
Smooth and Pure NV BKT—two smoothing
6 APRIL 2010
services in what’s become the new“smoothing”
service for salons. In addition, we’re very
excited to preview Pure Color, a 90%
botanically-based, keratin-infused hair color
line in Las Vegas this summer at Cosmoprof.
Through acquisitions of the companies that
were distributing our products, today we are
enjoying an evolving relationship with the two
largest salon product distributors, Beauty
Systems Group (BSG) and SalonCentric, as well
as leading independently owned distributors.
BIR: Tell me about the evolution of keratin
treatments from a market perspective.
LG: Traditionally, the straightening category
consisted of thio- or lye-based relaxing creams.
Keratin was introduced through Brazil with
formaldehyde bases. What is such a
breakthrough with Simply Smooth and Pure NV
is that they enhance any—that’s right, any—
other chemical service by fixing the keratin
depletion from the chemical service. That is a
huge breakthrough as a service, because we
can do all the wonderful techniques we do,
and make the hair feel practically virgin again!
Think of the category’s evolution this way:
Thirty-five years ago, highlighting was called
frosting and it hardly existed. Today, it’s a
dominant part of the hair color category. Thirty
years ago, manicuring consisted of a polish
change. Now, we see an entire industry of nail
salons offering menus of hand and foot
services. It’s the same with keratin treatments,
but the evolution into a unique hair smoothing
category has been faster.
For American Culture, the hair smoothing
category includes a range of shampoos,
conditioners and styling aids built around
maintaining and replenishing keratin in the hair.
It works for any and all clients, even if they
have not had a treatment. Whenever someone
is trained in performing the services, it really
enhances their practice and their income soars.
I really believe we have barely tapped this
market. These services are generating new
revenues to build salons’ business—recession
or not. The industry is fashion; the clients are
reading and becoming educated in achieving
the latest for beautiful hair. The consumer is
growing this category by asking for it. Stylists
love to see they can achieve “magazine hair.”
BIR: What’s the difference between your two
keratin brands?
LG: We make two types—Simply Smooth
and Pure NV BKT—for different salon choices.
Simply Smooth is a larger, more expansive
product line made predominately with human
hair keratin. It has a larger distributor network.
Pure NV is marketed with very earthy
ingredients, fragrances and plant keratin. Our
distributors and salons told us that they
wanted those options, so we gave them what
they asked for.
BIR: What else is generating excitement?
LG: We are having great results with a new
product called After Color Lock under our
Simply Smooth brand. It’s a mini treatment and
it takes no more time than a blow out. It is a
new add-on service based on a blend we made
of keratin and collagen. One 8-ounce bottle
can generate $800.00 to $2,500.00 in service
revenue. After Color Lock locks in color, giving
clients four weeks of luxurious hair. It creates
shine, reduces volume, texture and frizz, and
repels humidity. What’s so great is that it
doesn’t need to be pre-booked. It provides an
option created for stylists to put keratin back
into their clients’ hair between treatments.
Stylists charge $25.00 to $80.00 for the new
service.
BIR: Pure Color, your 90% botanically based
keratin infused hair color line, sounds
intriguing. Please give BIR’s readers an overview.
LG: American Culture is excited to bring
Pure Color to market this July during
Cosmoprof under the Simply Smooth brand.
Every shade is double dye loaded, plantkeratin-based and loaded with technology! It is
90% botanically based and nano-pigmented.
Our technology allows for more color
molecules to bond inside the cortex of the
hair. They are smaller, which means we do not
need to upset the cuticle layer, as we have in
the past. Our color does not fade and does
not release keratin, like past technologies do.
Everything we create has the keratin treatment
in mind. We make new products taking into
consideration, that at some point, everyone
will be receiving these services!
BIR: You’ve mentioned several interesting
service products. Do you also offer care and
styling products?
LG: Both our brands include support
products. These replenishing products will
maintain the treatment applied to the hair;
however, anyone will benefit from our
products. We make shampoos and
conditioners in different fragrances, so clients
can switch for variety. A full line of styling and
finishing products is also offered. All of these
items will support and replenish keratin in the
hair and are color safe.
BIR: As a manufacturer, do you also produce
products for other hair care companies?
LG: Yes, we do private label for a number of
hair care companies. We not only make the
products, we offer video production,
marketing, product and package design, and
testing. Once we complete our expansion into
our new 65,000-square-foot facility, we will
offer inventory storage and shipping.
BIR: Because of the size of Beauty Systems
Group and SalonCentric, a number of hair care
marketers avoid doing business with these
super-sized distributors for fear of getting lost
in the crowd. However, your company is not
only doing business with them, you are one of
the few vendors that does business with both
organizations. What is your secret for success?
LG: The beauty industry is broken down into
five segments: Beauty Systems Group,
SalonCentric, corporate chain salons,
international distribution and a segment made
up of the remaining U.S. distributors. We are
fortunate to do business with each of those
segments. In addition to BSG and SalonCentric,
we sell through a distribution network
consisting of RG Shakour, Peel’s Salon Service,
Raylon Corp., Goldwell of New York and more.
Our international distribution consists of
master distributors who represent us in specific
countries. They select local distributors.
BIR: Tell me about your education programs.
LG: Doreen creates the education map.
She’ll be writing a monthly Q&A column on
keratin products in the BE magazine. Doreen
has been training for years and has found a way
to reach stylists by creating visuals and
analogies to help advance the education
process. We approach education as an
"exchange of knowledge.” We’re so proud of the
compliments we receive from stylists and
American
Culture has
innovated new
smoothing and
hair color
salon services
and support
products all
built around
maintaining
and
replenishing
hair’s keratin.
distributors regarding our education. Our
distributors utilize a core staff trained internally
by Doreen. It helps our education be
consistent. I think stylists like that we do what
they do.
BIR: I understand American Culture will be
launching its first Master Keratin Artistry
training at Cosmoprof. Tell me about it.
LG: The training will take place July 18-19 in
Las Vegas. We envision stylists becoming
master-artist certified in the art of keratin.
They will receive a plaque upon completion.
There will be a rotation of education that
moves around the room. They will visit
different educational stages that provide them
with all the new services we have pioneered
and how to execute them properly. We will
have fun, and they will learn things they never
imagined they could do. They need all the
information to provide the best consultation to
steer them to the correct keratin service.
Stylists can call our hotline at 888-333-6563.
BIR: What are some of the challenges in
introducing a new service category?
LG: I think the greatest challenge is
education. It takes a lot of time and money.
When stylists get it, their income really
increases. We really push the distributor to
have trainings for support, as well as focus
programs to have the DSCs understanding the
category. It's working!
BIR: How do you help salons market your
services and products?
LG: As we develop services and products,
we support salons with literature, tent cards
and mirror clings to help stylists communicate
with their clients. That is particularly important
for salons pioneering these new services.
BIR: What is the salon industry’s biggest
challenge in 2010?
LG: Greed and politics. The executives at
the manufacturer level believe increases in
sales come from repackaging. They stick the
distributors with old packaging or cut the
distributors off in search of the next opening
order. The only way for our industry to solve
that problem is to stop recycling the "has
beens" or the "never was." The culture between
the distributor and the manufacturer needs to
change.
BIR: Who have been your mentors?
LG: I have had the fortune to have been
exposed to two of the greatest beauty
innovators as a teenager. Both Arnold Miller,
the founder of Matrix Essentials, and Bob
Malin, the owner of United Beauty were
influential in shaping my career. Arnie told me
to go about life one day at a time, remain
consistent and be persistent. Bob told me to
wake up each day, work toward enhancing your
business and concentrate only on your
business. Your competitors should never be
your concern.
To learn more, reach Lou and Doreen
Guarneri at 888-333-6563 or
louis@americanculturehair.com, and visit
www.americanculturehair.com.
APRIL 2010 7
HAI’s new tools help stylists express their art
F
or the last couple of years, Beauty Industry
Report (BIR) has had the pleasure of
interviewing Richard Ouellette, the CEO and
founder of HAI Elite. Recently, he shared the
news about his most recent launches with BIR,
and we’re delighted to file this report.
BIR: Please share the story of HAI’s exciting
new launches with BIR’s readers.
Richard Ouellette (RO): Our team at HAI
hasn’t been this excited since we introduced
the first professional ceramic pressing iron in
1999! That iron was the 1 1/4-inch Convertable
with its slick blue ceramic plates. Now, we are
launching six amazing new products in 2010.
We know how difficult it is for a company to
create, design, manufacture and launch a slate
of products like this, but we are up to the test!
This month, we will ship a limited edition of
our original Convertable styling iron. We’ve
super-charged its packaging with a modernretro look and feel in electric pink. The iron
features extended heat and components.
Included with the limited edition will be one of
our professional thermal styling brushes and a
designer thermal storage bag. We present those
in matching colors to increase the value to the
stylist, yet we still deliver the collections for
less than $90, We knew that we had it right
when the first production run sold out
immediately. The time was right to offer a
beautiful, value-added version of such a classic
and popular iron.
Coming this summer will be a new styling
iron and hair dryer that provide more heat and
more power. When designing the iron, we
included a heat boost switch and voice
reminder at 450 degrees, because we were
concerned with the percentage of products in
the market place that do not reach the same
temperature at the plate surface as they claim.
Ours do! The matching HAI performance dryer
has the most advanced motor to offer long
lasting performance at the lowest possible
weight. The dryer is our first AC powered dryer,
and it will deliver more power, longer life and
quieter operation. Then, just to make it more
irresistible, we added more padding to he
handle and doubled the tourmaline for the
most beautiful and shiny hair. We believe that
8 APRIL 2010
people who share the same values. A key value
that we share at HAI is integrity. We believe
that our individual integrity and the integrity of
the company should guide each product that
we make.
BIR: Please share more about what quality
means at and to HAI.
RO: Quality has to be considered from the
point-of-view of the user. We’ve made quality
our primary focus, but quality is only as good
as its impact on each customer and business
partner. To us, it means we pair unique design
with the finest craftsmanship in order to
deliver phenomenal results. We’ve always
invested heavily in R&D and quality control—
even when it came at the
expense of advertising—
because building the best hair
tools is our mission. We
believe that great products
speak for themselves.
BIR: Please bring BIR’s readers
up to date on your other
recent developments.
RO: We recently
participated in the Night of
100 Stars at the Beverly Hills
Hotel to sample our
HAI Elite’s Limited Edition of its original Convertable styling iron is
StyleMate
collection of
packaged with a thermal styling brush and a thermal storage bag.
professional compact tools.
Celebrities from television, film, sports and
BIR: What’s your biggest challenge in 2010?
entertainment were thrilled to receive the
RO: We are committed to improving our
ultra-portable StyleMate iron and dryer in their
tools on a continuous basis and exceeding our
favorite color. It was flattering to hear how
customers’ expectations in everything that we
many celebrities already owned an HAI tool.
do. For a company of our size, we have given
The real indicator of success for our mini line is
ourselves a very big challenge to deliver the
that professionals have realized that while
scope of new products in 2010 that we have
these dual-voltage, compact hair tools are
planned. We have been pushing our resources
great for travel, they also help bring a new level
for the testing, packaging, marketing and sales
of creativity to stylists’ session work.
materials to make sure that each one is a
As a hairstylist, I am always looking for new
success and delivers on our promise of
products and tools to create new textures, save
producing amazing products. We put the
time and differentiate ourselves in order to
systems in place for quality. Now we are able
grow our customers. That is why creating the
to use those systems to support the launches
tools that make it easier for stylists to express
of these new products.
their art and expand their business will always
BIR: What makes HAI unique as a company?
be a key priority for our company.
RO: The people. As a former hair stylist and
salon owner, I learned that the key to longReach Richard Ouellette at 858-451-3750 or
term success is finding the right core group of
richard@hai-elite.com. Visit www.hai-elite.com.
the salon professional deserves and needs that
kind of power and results.
BIR: When I visited your booth at the Western
Buyers Conference in Las Vegas, you showed
me a beautiful blue titanium iron. When will
that iron be available?
RO: That is our first titanium iron, and we
have chose to do it as a special edition of our
Classic Convertable. It will have 1 1/4-inch
floating plates, fully adjustable heat up to 410
degrees and stunning sapphire blue titanium
plates. In addition, it will come with a great
value-added group of products for the stylist,
including a bone comb, designer bag and hair
clips. That will ship in June.
Surface rolls out Smooth & Healthy Protein Treatment
I
t seems like only yesterday that Beauty
Industry Report (BIR) interviewed Wayne
Grund about the upcoming launch of his new
hair care line Surface, and in just two years, his
company has gained a foothold in the U.S.
salon marketplace through its full-service
distributor network. Wayne recently checked in
with this update on the launch of the Smooth
& Healthy salon service, a protein smoothing
system that Wayne says completely respects
personal health and the earth.
BIR: Wayne, you named your line Surface. What
does that mean?
Wayne Grund (WG): The name Surface
came from a passion to develop superior, allnatural products that respect personal health,
the surface of our earth and create a strong
surface of success from which salons and their
guests could grow.
BIR: Share how your commitment to
“Respecting Personal Health and The Earth” is
incorporated in how you market Surface.
WG: As we formulate products, we make no
compromises. We believe that all ingredients
must respect personal health and the earth.
Today’s consumer is demanding that, and
Surface helps salons brand and market
themselves to that end.
BIR: Surface had an amazing 2009. You have 12
distributors covering 30 states, have trained 75
educators, have more than 500 registered
Surface salons and your products have already
won awards. Please share how Surface
achieved such success when many other
marketers were struggling.
WG: I believe it was best summed up by
Irving Russo, Eclips Salon owner from McLean
VA. After experiencing instant success, he
stated, “Surface is the right product at the right
time with the right education and support.”
After bringing in our line, Irving and his team
attended our New Beginnings Symposium; they
instantly quadrupled their retail sales and grew
service revenues by 25%. They also took the
Surface Culture of being Day Makers to their
salon, community and world around them.
BIR: The straightening craze began in the early
2000s with the Japanese straighteners, then
grew with the keratin protein systems and has
now become a big business. How does new
Surface Smooth & Healthy fit into the category
of salon straightening/smoothing services?
WG: Surface Smooth & Healthy is new
science and has created a new position in the
smoothing world. The Smooth & Healthy
primary treatment ingredients are amaranth
protein and babassu oil, which work through a
proprietary amino acid complex to naturally
and gently bind amaranth protein into and onto
the hair during the smoothing and repair
process. Amaranth strengthens and repairs,
while the healing properties of babassu oil
smooth and condition. The National Academy
of Sciences has named amaranth as one of the
world’s top protein sources. Certified organic
amaranth has 50 to 60% higher levels of
antioxidants. A locking lotion then binds the
amaranth and babassu oil to the hair.
Smooth & Healthy differs from keratin-type
products in that it lasts from two to five
months and beyond with little reversion, has
no animal by products, has no formaldehydeassociated health issues and is a relatively fast
in-salon service. The major difference from the
Japanese type straighteners or traditional
relaxers is that Smooth & Healthy leaves the
hair healthy and alive with control and body.
You can color or highlight the hair and even
perm curl back into it if desired. Smooth &
Healthy is free of formaldehyde, alternate
aldehydes, formalin, vanillin, thioglycate,
sodium hydroxide, parabens, PVP/VA, wheat
protein, animal protein and bi-animal protein.
By adjusting treatment times and choosing
to use a blow dryer or flat iron, the stylist has
the option to completely smooth the hair
(three-hour service with results lasting four to
five months), reduce the curl (90-minute
service with results lasting three to four
months) or eliminate frizz while leaving the curl
(60-minute service with results lasting two to
three months).
BIR: What motivated Surface to develop
Smooth & Healthy?
WG: There are so many health concerns
related to the current relaxing and smoothing
category that it was just the right thing to do.
The consumer demand for the service is strong,
and you have salons trying to install new
ventilation systems and wearing masks just to
provide the service. In addition, we focused our
resources on creating a system that maintains
the condition of the hair, lasts longer and takes
less time to complete. After very thorough
testing, we can confidently say we have
achieved our goal.
New Smooth & Healthy lets stylists adjust
treatment times to customize results.
BIR: When we began our interview, you shared
the quote, “Surface is the right product, at the
right time with the right education and
support.” Can you expand on that a bit?
WG: The right product refers to Surface
being a truly natural product that is highperformance, salon-exclusive and completely
respects personal health and the earth. The
right time is our focus on helping salons
position and understand profitability in a Green
World. Salon guests are demanding healthier
products, but many natural product lines have
not performed as well as desired. Repeat sales
prove that Surface products perform! The right
education is our belief in training life skills,
business skills and artistic skills. The right
support ranges from in-salon point-of-purchase
displays to professional press releases for
salons to my monthly face-to-face webinars
with Surface salons!
To learn more, reach Wayne Grund at
306-651-6035 or wgrund@surfacehair.com or
visit www.surfacehair.com.
APRIL 2010 9
The Makeup Show LA unveils newest products
T
he Makeup Show, a two-day event produced
by The Powder Group and Metropolitan
Events, featured a line up of top makeup
artists, more than 50 exhibitors and an
educational program that focused on realworld business and artistry for the professional
makeup artist. Each day, 12 seminars touched
upon the art of makeup, providing tips, new
trends and techniques. Topics included
editorial beauty, airbrush secrets and the
perfect bride; hands-on workshops; seminars
and keynote presentations. Celebrity artists,
including Sharon Gault, Pati Dubroff, Francesca
Tolot and Bruce Grayson, were among the
attendees seen shopping and networking at the
event, along with leading educators, including
Joanna Schlip, James Vincent, Eve Pearl and
John Rizzo.
The Powder Group, founded by Michael
DeVellis, a 14-year veteran of the makeup
industry, and based in New York City, supports
the growing field of makeup and makeup
artistry. In addition, it provides the makeup
community with business and product
development and creative and personal growth
needs. Michael’s organization also creates and
presents events for makeup professionals and
consumers. Five years ago, he produced the
first The Makeup Show in New York City,
followed by a similar event in Miami. These
show provide the opportunity for distributors,
beauty stores, salons and spas to discover new
lines and products. Beauty Industry Report (BIR)
stopped by and shares this report.
The sharply rising sales of professional
makeup brushes is one result of the explosive
growth of the makeup and cosmetics category.
At Crown Industries, co-owner Michael
Paviadakis said he is expanding into the export
market, doing significant business in Australia
and Southeast Asia. Crown also has a large
private label business. Michael stated, “In the
last 24 months, we have seen our sales
skyrocket to the point where we are being
challenged to keep up with the growing
demand.” Reach Michael at 219-791-9930 or
sales@crownbrush.com. Visit
www.crownbrush.com.
Shadow Shields are moon-shaped,
10 APRIL 2010
disposable, self-adhesives that gently stick
under the eyes to catch falling pigment,
eliminating that all too familiar “raccoon eye”
side effect experienced during eye shadow
application. Major time savers, these
lightweight shields are an alternative to the
usual powder-under-the-eye trick or holding a
tissue under the eye during application (box of
30/list $6.50/SRP $12.99). Reach creator and
owner Michelle Villanueva at 714-223-5883 or
info@shadowshields.com.
The concept of Mai Couture is to apply
makeup without a brush, eliminating the mess.
The company offers 2-1 Oil Blotting/Bronzing
Papier in either light/medium or medium/dark
shades (wallet of 100 sheets/list $19.50/SRP
$39.00; refill package/100 sheets/list
$14.25/SRP $28.50). The 2-1 Oil Blotting/
Bronzing Papiers eliminate shine, while giving
the face a glow. Blush Papiers allow the
application of blush without a brush. They also
absorb oil on the cheeks for long-lasting color.
The Lavendere-fresh Papier refreshes the skin,
and the Vitamin c+ePapiers revitalize the face.
The product is made for all skin types and
colors. Reach Mai Tran, president/creator, at
888-683-6116 or mai@maicouture.com. Visit
www.maicouture.com.
With a large presence in Southern California,
the motion picture and television industry’s
makeup departments generate a great deal of
business for four local beauty supply stores:
Naimies Beauty Center, Nigel’s Beauty
Emporium, Frends Beauty Supply and Cinema
Secrets. At The Makeup Show, three of the four
had prominent exhibits, with Cinema Secrets
not exhibiting. Cesar Tejeda, manager of
Naimies Beauty Center, introduced BIR to
Minna Ha, who has a new makeup accessory
that Cesar says is selling well at his store. Minna
was not exhibiting, but did show BIR a sample
of her new UNII Palette. According to Minna,
the UNII Palette solves the problem of the
excessive clutter in makeup bags and bathroom
drawers. This re-usable, freestyle makeup case
allows women to consolidate their stash of
makeup cases into one multi-brand palette,
refillable and customizable to each woman's
preferences. The average woman might carry in
her purse an assortment of eye shadows,
blushes and eye pencils—each a different
brand and in a separate container. By
consolidating makeup into one magnetic case,
the UNII Palette offers convenience. By
encouraging the use of refills, it saves its users
money and reduces the waste associated with
conventional packaging. Each UNII Palette
includes a purse-friendly palette, plenty of
magnetic strips to keep makeup from sliding, a
mirror for makeup application, a movable
thumb grip and a tight, rubberized seal to
prevent leaks. The case is compact (outer
dimensions 3.7 inches wide x 6 inches long and
0.7 inches thick/list $14.50/SRP $29.00). Reach
Minna at 626-502-7470 or
info@uniicosmetics.com. Visit
www.uniicosmetics.com.
After years of artist training and product
development for various cosmetic brands and a
career that included editorial, celebrity and
commercial work, NYC-based makeup artist
David Klasfeld started his own company,
Obsessive Compulsive Cosmetics. David began
the company with two lip balms—Tarred &
Feathered, a sheer black and a white,
respectively, created in response to the
dominating natural trend in beauty at a time
when even the most neutral of lipsticks was
considered too much color. The introduction
of hi-definition television led to new
requirements for makeup that looks natural.
David’s solution was OCC Skin, a water-based,
100% oil-free liquid makeup that provides a
natural looking finish that is perfect for the
intensity of HD, the flash of the camera or
daily wear. David showed his newest creation,
Lip Tar, which combines the longevity of a
lipstick with the ease of application of a gloss.
Reach David at 212-675-2572 or
david@occmakeup.com.
Mineral makeup continues to be a major
cosmetic category, and at The Makeup Show,
there were a number of companies exhibiting.
Mineral Essence products are triple-milled and
rich in vitamins A, C and E, which the skin
needs to regenerate and retain a healthy glow.
Best sellers in the line include Ultra Micronized
Foundation, which is non-comedogenic (list
$13.00/SRP $26.00) and Magic Finish, an
aluminum free translucent powder that’s used
to set the makeup for flawless coverage (list
$9.50/SRP $18.99). Reach Marilou Buenaventura,
sales manager, at 818-765-2606 or
marilou@mineralessence.com.
Alcone Company, one of the major
suppliers to the professional makeup market,
started in 1950 as a pharmacy that also sold
cosmetics and false eyelashes to Broadway
showgirls. My father, who was in the
distribution business supplying movie and TV
makeup and hairdressing departments,
purchased a number of products from Alcone.
Owner Vincent Mallardi stated, “Our
philosophy is still the same today: to find the
best makeup products from around the world
and offer them at affordable prices so
everyone (not just the rich and fabulous) will
benefit.” The firm’s 185-page catalog is jam
packed with everything connected with the
world of makeup. Call 800-466-7446 or visit
www.alconeco.com.
LA SPLASH Cosmetics sells under its brand
and also does private label and turnkey service,
along with bulk production and formulation. At
the show, LA Splash was exhibiting glitter,
shimmer powder, lip gloss, liquid eyeliner,
mineral blush, body shimmer and mascara. It
offers small prepack counter displays that are
ideal for beauty stores. In addition, the
company’s minimum order quantities are small.
Call 626-968-8826 and visit
www.lasplashcosmetics.com.
Inglot Cosmetics, a Poland-based cosmetics
manufacturer with more than 250 store
locations in Australia, Europe, Canada, Dubai
and Asia, recently opened its flagship North
American store at Times Square in New York
City. Wojtek Inglot, president and founder,
stated, “Inglot is a combination of high-end
luxury products at everyday value prices.” At
the show, he featured O2M, a breathable nail
polish. Using polymer technology originally
designed for breathable contact lens, O2M
increases the oxygen and water vapor
permeability of the polish, which allows nails
to breathe, diminishing the potential of fungal
infections. Wojtek said that Inglot plans to
open 10 more stores in the United States in the
next year. Reach him at winglot@inglot.pl or
visit www.inglotcosmetics.com.
Model in a Bottle is a matte finish setting
spray that locks in foundation and eye makeup
without the need for touchups. It’s resistant to
smudging, tears, humidity and water. It dries
quickly, absorbs excess oil, doesn’t clog pores
and is never sticky. It’s available in the original
formula (2 ounces/list $9.00/SRP $18.00) or an
extra sensitive formula (2 ounces/list
$10.50/SRP $21.00). Reach owner Jill Stephens
at 949-642-5615 or jill@modelinabottle.com.
Visit www.modelinabottle.com.
“The Makeup
Show featured
top makeup
artists, 50
exhibitors and
an educational
program that
focused on realworld business
and artistry for
the
professional
makeup artist.”
Naked Cosmetics’ primary product is the
high cosmetic grade, high pigment mica color.
Colors are organized into collections of six
colors. Also featured are mixing items for the
mica pigments, which can transform the
powdered shadows into eyeliner, lipgloss or
nail polish, as well as a range of natural mineral
powder foundation. At The Makeup Show,
Naked Cosmetics launched the Java Collection
of natural matte colors with a pearlescent
undertone. Java is available in a six-piece
collection (#JV-C06/list $25.00/SRP $59.99).
Singles can also be purchased (list $6.00/SRP
$15.99). Reach Peter Estey, owner, at
888-806-2533, ext. 150, or
peter@nakedindustry.com. Visit
www.nakedindustry.com.
Crystal Wright started her career as an agent
and for 24 years represented celebrity stylists
before becoming a consultant and speaker. She
shared her newest program, “30 days at 100%.”
The presentation is about the potential
available in addressing the question: How
would your life be different if you were striving
to live at 100%? She delves into eight major
areas of life and then challenges you to
complete the sentence, “I am 100% when…”
addressing each of those areas. Check out
Crystal Wright’s Portfolio Building Workshops
Empowering Makeup, Hair and Fashion Stylists
at wwwcrystalwrightlive.com. Reach her at
323-299-0500 or crystal@crystalwrightlive.com.
BIR talked with Michael DeVellis, executive
director of The Powder Group and co-producer
of The Makeup Show, who noted, “This was our
second year at the California Market Center,
and we were thrilled to see a more than 20%
increase in attendance over last year’s West
Coast premiere. Our sponsors—Make Up For
Ever, Temptu Pro, Inglot, Crown Brush and On
Makeup Magazine—along with more than 50
other pro-focused brands and more than four
dozen top educators, came together to create
our most dynamic and inspirational show ever.”
The Makeup Show stops next in New York
City, where it celebrates its fifth year in The Big
Apple on May 16-17. Reach Michael at
212-627-7447 or michael@thepowdergroup.com.
For information about The Makeup Show,
contact Shelly Taggar at
shelly@metropolitanevents.com and visit
www.themakeupshow.com.
APRIL 2010 11
ASD features ideal impulse items for stores/salons
F
rom its beginning in 1961, the event originally
known as the ASD-AMD Show (referring to
the two member associations comprised of
surplus dealers and general merchandise
dealers that initially produced this show) has
grown into one of the largest trade shows in
the country. It covers a whopping 610,000 net
square feet of exhibit space across four venues.
Las Vegas is the home for the twice-a-year
event that started after the Second World War
by a group of store operators who specialized
in war surplus. As time moved on, the
dwindling amount of war surplus was replaced
with general merchandise. Today the event,
now known as the ASD Show, hosts almost
2,500 exhibitors.
“General merchandise,” which translates to
everything from belt buckles to bras, from
giftware to gadgets and just about every
product that can be sold in a store was being
displayed at one of the show’s four venues:
Sands Expo upper floor (ASD General
Merchandise/Jewelry); lower floor (Las Vegas
Gift Show); Las Vegas Convention Center South
Hall (Closeout and 99 cent goods); Mirage
Exhibit Center (fine jewelry). Specialized
sections were grouped in four major categories
that include jewelry, style and beauty, gift and
toy, and value and variety. ASD attracts every
type of buyer, including independent retailers,
department stores, national chains and Internet
retailers among the more than 45,000
attendees in 2010, which represents a 15%
increase over last year’s show. The show also
attracts a large number of international buyers
who represented more than 85 countries
across six continents. It’s interesting to note
that the number of buyers from Latin American
countries, including Mexico, Argentina and
Costa Rica, among others, increased this year
by more than 33%.
Most attendees spend a number of days at
the four-day event, and for store owners, there
is also full program of seminars focusing on
topics, such as “Big Ideas for Small Business,”
“Build an e-Commerce Web Site in One Day”
and “Secrets to Increasing Retail Sales and
Profits in the Next 30 Days.”
12 APRIL 2010
Lori Higgins, marketing director, retail group
Nielsen Exposition, the ASD Show owners and
producers, told BIR that as a result of the
continued growth, starting with the next ASD
Show scheduled for August, 8-11, 2010, all the
venues will be combined. They will take over
the entire Las Vegas Convention Center.
Attending an ASD show reminds me of the
old saying, “You have to kiss a lot of frogs to
end up with a prince.” Motoring up and down
aisle after aisle of merchandise, you will
experience an avalanche of product lines, and
the majority will be meaningless to you.
However, there are a number of pearls that can
become profitable products for beauty stores,
distributors and salons/spas. Of most interest
is the style and beauty section, which featured
health and beauty exhibitors, (fragrances, spa
products, cosmetics, professional beauty
supplies and pharmacy supplies).
As a result of widespread product diversion,
beauty stores lost a major competitive edge
and the reputation for being the exclusive
source to the public for professional salon
brands. If your store falls into that group, you
can bounce back by adding ASD to your trade
show calendar to explore the opportunities to
expand your product mix. In fact, beauty store
operators who cater to the multicultural
marketplace have been regular attendees for
year. As a result, they have broadened their
product selection and become more viable
retail outlets to their customers.
The ASD show can also be a valuable
resource for distributors who operate
professional-only stores. The salon
professionals who shop in those stores are
prime targets for fun or trendy impulse items.
For example, the show featured 320 exhibitors
of fashion accessories; 184 in the health and
beauty category, which includes cosmetics and
nail care; 86 showing perfumes and fragrances;
87 exhibiting sunglasses and 53 showing fashion
watches. Following are product highlights to
give you an idea of what’s worth checking out.
Sunglasses are a major impulse sale item and
a natural for beauty stores. With more than 80
sunglass exhibitors, it’s no problem finding a
company with the selection, location and
terms of business that will be right for your
store or distributorship. Dynasol Eyewear
(626-444-6181, oxigen1@hotmail.com,
www.dynasoleyewear.com), Sunsharkey/Trio
Eyewear (909-390-8282,
sales@sunsharkeyewear.com,
www.sunsharkeyewear.com) and NY Eyewear
Trading Inc. (212-213-0338,
nyeyewear@yahoo.com, wwwnyeyewear.net).
Jinny Corp, the largest distributor of ethnic
personal care products, also has a thriving
direct import business, and at the booth, Kayla
Kranc took me through the J2 Sunglass
presentation. She pointed out that readers are
a growing part of the business. Kayla handed
me a couple that featured frames with smart
looking designs. She stated that her readers all
come with glass and not plastic lenses and
spring hinges. I found out that optometrists are
big buyers of these readers, which have an
unbelievable cost of $24.00 per dozen or $2.00
each. Kayla noted, “We have a number of
optometrist accounts who are buying these
readers by the dozens and replacing the lenses
with their clients’ prescriptions and charging
the going rate, which generates a huge profit."
The regular fashion glasses all come with glass
lenses and are well made.
Another large category under the J2 brand is
salon styling tools. Bright colored flat irons
come in an acrylic display that contains three
pieces each of blue, purple, pink, green and
beige coated irons, all individually boxed
(#DRES2200/list $227.25 display deal, $15.15
each/SRP $75.00). In addition to flat irons, the
company also offers a selection of dryers.
Reach Kayla at 847-600-3030 or
kaylac@jinny.com. Visit www.jinny.com.
Another monster category is fragrance,
which is often overlooked by beauty store
operators. After all, beauty store shoppers are
predominantly women, and most of them wear
and buy fragrance. Because most beauty store
operators get stuck on the margin issue
(traditionally designer fragrances margins are
40%) and do not focus on the penny profit
generated by the higher selling prices, many
stores have stayed away from selling fragrance.
At the show, there were a number of beautiful
fragrance brands for men and women that were
not the well-known and highly-discounted
designer brands. These alternative brand
fragrances are doing well in beauty stores
serving the multicultural marketplace. One of
the major suppliers in the fragrance category is
Belcam, a division of Delagar and a long-time
supplier to the beauty store market with its
Ultra Denco line of implements. Delagar has
developed a comprehensive line of designer
brand knockoffs, which are merchandised in
packages similar to the original brands, and
their fragrances are replicas of the original
scent. They provide a profitable alternative to
the original designer brand. Reach Gail
Hekkema, vice president/general manager, at
800-948-9281, ext. 2740, or
ghekkema@delagar.com and request a catalog.
Visit www.delagar.com.
Luggage is another ASD Show category with
a flock of exhibitors. Séya Inc. is a direct
importer of practical storage solutions and
offers a broad selection of storage solutions
for makeup artists and hair stylists. At the
show, the firm was exhibiting multi sectioned
professional beauty cases. Edan Smolinisky, the
company sales manager showed BIR an
impressive range of rolling storage cases are
organized to hold a variety of products and
tools. Units come in black, silver, pink and
pattern finishes, including polka dot and animal
prints. With a telescopic handle and rollers,
these cases travel easily (TS series/list price
$85.00). Reach Edan at 562-690-7990 or
edan@seyainc.com. Visit www.seyanic.com.
Energy drinks have become a major
category. Products, such as Red Bull, Monster,
Rockstar and Full Throttle, have become huge
selling brands. Individual sized energy drinks
have been a major impulse item that are found
at every convenience store outlet, as well as
car washes and other retailers. Recently at a
couple of salon trade shows, BIR spotted an
exhibitor or two displaying their lines. Salons
and beauty supplies are ideal outlets for these
impulse instant energy drinks. At the
Continental Vitamin Company (CVC
Specialties), Greg Faull, vice president of sales,
showed BIR his line of 2-ounce Liquid Energy
Shots. They are packaged in bright small plastic
“There are a
number of
pearls that can
become
profitable
impulse
products for
beauty stores,
distributors
and
salons/spas.”
containers with different labels, including
Ginseng Blast, Staminex, Pep N Energy, and are
merchandised on a small wire display. He
advised that there are a variety of racks
available. The company also offers a complete
line of national brand pain relievers, including
Tylenol, Excedrin, Advil and more, in singledose packages merchandised on a 12-prong
rack. Again, these are great impulse item for
beauty stores and salons. Reach Greg at 800421-6175 or greg.faull@cvc4health.com. Visit
www.cvc4health.com.
Fisk Industries, a family-owned business
started by Steve Adler, has created or acquired
a number of beauty brands that are sold
successfully in both the general market and
multicultural beauty stores. The company
markets four major brands: Cover Your Grey,
Irene Gari, Claudia Stevens and Daggett &
Ramsdell. Cover Your Grey is a perfect example
of a single item color touch-up crayon that Fisk
acquired, and over the years, it has expanded
into a complete product range that includes
the original Touch-Up Stick, Brush-in Hair
Color, Root Touch-up, 2 in 1 Hair Color Touchup Wand, Root Touch-up & Highlighter, Color
Combs, Cover Your Gray Professional, Hair
Color Sticks For Men and Cover Your Gray
Mini Boxes. The product line is merchandised
on an extensive array of counter racks and
floor stand displays. Reach Steve at 800-2488033 or shadler111@aol.com.
Of course there were a couple of electrical
styling tools being exhibited. At GMJ USA, Inc.,
BIR met sales and marketing director, Lisa
Yamatoya. This Japanese company recently set
up a subsidiary in Torrance, CA, which is
marketing its line of flat irons and hair dryers
manufactured in China. There are two hair
dryers, three flat irons and two mini irons—one
flat and one curling. Reach Lisa at 310-618-9677
or lisa_yamatoya@gmjbeauty.com. Visit
www.gmjbeauty .com.
Budget-priced cosmetics is another category
with a number exhibitors showing their product
lines. With the challenging economy, affordable
cosmetics are perfect to stimulate impulse
sales at stores. Rich On Inc. has been one of
the leading suppliers of affordable cosmetics
for years. Dareld Karns, vice president of sales,
showed BIR a couple of best sellers. Starry
Eyeliner Gel is actually a cream that’s applied
with a brush. It comes in black and brown,
merchandised on a counter display of 48
pieces (#61170/ list $48.00 unit or $1.00
each/SRP $3.99). Starry Baked Eyeshadow
comes in a compact with four different color
ranges, 12 pieces to a display (#MU1016/list
$12.00 unit or $1.00 each/SRP $3.99). To learn
more, reach Dareld at 323-881-0805 or
dareldbrcolor@yahoo.com. Visit
www.richon.com.
If you want to entice customers to return to
your store often, BIR’s recommendation is to
attend the next ASD Show on August, 8-11. To
learn more, reach Lori Higgins at 310 481-7324 or
Lori.Higgins@nielsen.com, and visit
www.asdonline.com.
APRIL 2010 13
Stuart Wolman joins Peter Hantz Company
as vice president of sales and services.
Before joining the company, which also owns
and operates 19 cosmetology schools, Stuart
served as director of pet services of Petco in
San Diego. His background includes 13 years
in corporate finance, budgeting, forecasting
and marketing for the Pet Services division
of Petco. He also owned Pet Supply
Warehouse in San Diego, which he sold to
Petco in 1997. Stuart’s success includes
increasing grooming sales and profits 700%
in eight years for Petco. Reach Jessica
Wolman at jessicaiwolman@hotmail.com or
480-967-6464. Visit www.peterhantzco.com.
Two members of The Kirschner Group (TKG)
lost family members recently. Vice president
Lance Z. Posen mourns the passing of his
father, Edward Posen. Sales rep Bob Jones,
mourns the passing of his father, Marshall
Jones. BIR sends condolescences to both.
Director of education will be based in Los
Angeles and provide education expertise in
the development of all marketing materials
and communication. This person will
conduct educational classes, develop
training agendas and materials and recruit
field educators. This position involves direct
interaction with all departments in the
company, as well as with Kim Vō and the
Kim Vō salon artistic team to take new
trends and cuts to the stylists, This is the
perfect job for a high-energy, highexpectation, resourceful and
goal-and-team-oriented individual. Send
resume with salary history to Craig Shandler,
president of Kim Vō Enterprises, at
323-543-6664 or craigs@kimvo.com.
14 APRIL 2010
Rusk announces that award-winning
journalist, author, producer, entrepreneur
and former co-anchor of Access Hollywood,
Nancy O’Dell, is the official spokesperson
for Rusk and BaByliss Pro. As a celebrity who
shines on the red carpet and a wife and
mother caring for a family, Nancy
understands the need for hair care products
that exceed expectations. She relates to the
modern woman balancing career and family.
Reach Ken Russo, vice president, Conair
Professional Division, at 800-726-6247,
ext. 9027, or ken_russo@conair.com. Visit
www.conair.com.
A stylist’s working environment is greatly
improved when ammonia-free products are
used. Still today, many people are not aware
of the advantages of working with ammoniafree products. The ammonia gas is a strong
irritant to the respiratory tract. Stylists who
are sensitive to the fumes can develop
respiratory problems. Jacinthe Hardy from
Hardy Coiffure says, ‘‘Over the years, I’ve
developed chronic rhinitis mainly caused by
the inhalation of ammonia fumes. Since I
started using KOKO colour solution, my
allergy problems have decreased.’’ Moty
Cohen, president of Oligo Professionnel,
says the company has maintained the same
mission since 1986—to offer stylists
healthier, safer products that perform well. ‘‘I
am proud to share with you that our
customers, as well as their clientele, benefit
on a daily basis from the ammonia-free
products Oligo offers, which includes our
KOKO colour solution, perms, texturizers
and straighteners. It is important to inform
people and to raise awareness about the
damage ammonia does. For those reasons,
we decided to create the AFP program and
logo. The program provides point-of-sale
advertising, which includes a shelf talker and
an electrostatic label, to every Oligo
Professionnel salon that uses our ammoniafree products. These salons will raise
awareness and inform their clients of the
benefits ammonia-free products offer.
Consequently, clients will demand ammoniafree products in the future. Also, our AFP
logo will be incorporated on the packaging
of all Oligo products that are 100% ammonia
free.’’ Reach Annik Chartrand, brand manager,
at 877-837-6426 or annikc@vernico.com. Visit
www.vernico.com.
Bain de Terre introduces the Jasmine 2minute Intense Conditioner. It delivers
intense moisture in just two minutes. The
blend of jasmine and cottonseed oil delivers
an instant conditioning boost that
transforms hair from damaged and dry to
healthy and hydrated. All of Bain de Terre’s
products are infused with its signature
botaniceuticals, including black currant, goji
berry, magnolia bark and wild jujube (8.45
ounces/List $7.00/SRP $14.00). Reach Bruce
Selan, vice president Zotos Core Brands, at
847-390-6299 or bselan@zotosintl.com. Visit
www.zotosintl.com.
Roy J. Hurley, Z.One Concept USA
president/CEO, tells BIR that the company
has moved its operations from Phoenix to
Pine Brook, NJ. “This move has given us the
ability to receive product from our factory
in Italy quicker and reduce our freight costs,
and because 70% of our clients are on the
eastern seaboard, we have dramatically
shortened our shipping times,” he says.
Reach Roy at 973-396-2654 or
roy@z-oneusa.com. Visit www.z-oneusa.com.
Vincenzo Sorrentino helped create the Enzo
Milano clipless curling irons and styling aids.
Now, he has created Dolce Milano, a liquid
product line that replaces traditional
shampoos and conditioners with cleansers
and treatments that are organic with natural
and botanical extracts and hypo-allergen
safe. Reach Judy Thao at 949-743-1188 or
sales@dolcemilano.com. Visit
www.dolcemilano.com.
Affinage will introduce Infiniti ColourCare
Shampoo and Conditioner this June. Infiniti
ColourCare Shampoo (pH 4.5-5.5) is a
sulfate-free cleanser that features sodium
cocoyl isethionate, a mild surfactant, and
citric acid, which combine to help remove
any residual traces of ammonia (or any
alkaline agent) after coloring, while restoring
the hair’s natural pH and closing the cuticle.
It also contains the naturally sourced
mineral M.A.S. to give increased strength to
the hair, panthenol to moisturize and UV
filters to protect. Infiniti ColourCare
Conditioner (pH 3.5-4.5) closes down the
cuticle and helps lock in color molecules.
Panthenol helps nourish the hair, restoring
the correct moisture balance and boosting
tensile strength. It also contains a naturally
derived, silicone-like ingredient that
promotes smoothness and boosts shine.
Hair is left more controllable and easier to
style (8.5 ounces/list $6.50/SRP $13.00 or
back bar size/33 ounces/list $14.75). Reach
Michael Ifergan, managing director, at
877-597-2929 or
michael@michaelifergan.com. Visit
www.monarchbeautygroup.com.
$20.00). Reach Jay Morris, executive vice
president, global sales, at 760-415-9710 or
morris@alternahaircare.com. Visit
www.alternahaircare.com.
Alterna launches Sun Recovery Spray and
Ocean Waves. A leave-in conditioner, Sun
Recovery Spray utilizes a bi-phase formula
that remains separate until dispensed. It then
activates on contact to boost moisture and
shine, detangles the hair and offers UV
protection. The formula is infused with
protein-packed certified organic hemp seed
oil; vitamins and minerals; certified organic
botanicals, including hemp seed oil,
cranberry extract, cucumber extract,
avocado extract and white tea extract; and
natural ingredients, such as fennel seed,
carrot root, wasabi root, algae, seaweed, red
mushrooms and soy (4 ounces/list
$10.00/SRP $20.00). Ocean Waves is a
texturizing spray designed to create sexy,
fresh-from-the-surf waves with a matte
finish. Ocean Waves is packed with certified
organic botanicals, such as hemp seed oil,
cranberry extract, cucumber extract,
avocado extract and white tea extract, along
with natural ingredients, including fennel
seed, carrot root, wasabi root, citrus rind oil
and red mushrooms to create healthy,
voluminous hair (4 ounces/list $10.00/SRP
In celebration of Redken’s 50th Anniversary,
10 salon professionals will have the
opportunity to sharpen their professional
edge with a $5,000 scholarship to The Salon
Professional Academy (TSPA). The
scholarship will be applied toward TSPA
tuition fees and books needed to complete
a student’s training at franchise locations of
TSPA schools. Scholarship awardees will be
chosen by the Redken Scholarship Advisory
Board based on their submitted application,
as well as educational and career goals. “The
scholarship targets the top 20% of current
and/or prospective students in a class,” says
Marilyn Fulkerson, senior vice president of
TSPA Admissions and Student Loan
Programs. “This gives Redken and TSPA an
opportunity to groom the best of the best
graduates for the 21st century salons and
spas.” Jodi Dahl, senior vice president of
TSPA Marketing and Advertising, says, “The
scholarship gives recipients a definite edge
over others. It is a testament to students’
dedication and pride in the beauty industry.
It also provides the winners with the
advantage of being recognized as talented
L’anza Healing Haircare introduces the
Healing Texture Exothermic Perm. L’anza
utilizes its Keratin Healing System and
Flower Shield Complex to create a perm
that heals the hair and preserves hair color.
Hair porosity is balanced, and fragile hair is
strengthened, resulting in shiny true-to-rodsize curls that are smooth, vibrant and longlasting. The self-heating, low-odor formula
shortens processing time and adds comfort
for stylist and client. Liposome technology
ensures the ideal moisture balance. L’anza
Healing Texture Exothermic Perm is
ammonium-thio-based with a pH of 8.1.
(Salon list $7.25). Reach Holly de Rivaz, brand
manager, at 310-393-5227, ext. 3433, or
hderivaz@davexlabs.com. Visit
www.davexlabs.com.
individuals by a leading international hair
care brand–even before they graduate.”
Interested students can find the application
at www.TheSalonProfessionalAcademy.com
Deadline for submission is May 31.
Spencer Forrest, the makers of Xfusion Hair
Fibers, introduces the Xfusion Hair Fattening
System. It’s available in a kit designed for
retail in the salon and includes a shampoo, a
conditioner and a leave-in Hair Fattener
being offered with an introductory salon
price (regular salon list $27.50/intro special
list price of $20.00/SRP $49.95). Reach Gary
Udell of Gerry Udell, Inc. at 800-535-1919 or
garyudell@gerryudell.com.
With Pravana Naturceutical’s new Beach
Wave Control Mist, styling wavy or curly is
as easy as a day at the beach. Whether your
hair is naturally wavy or curly or whether it
has been treated with The Beach Wave
Service, with a simple mist and your hands,
this new spray refreshes and shapes waves
(8.5 ounces/list $8.50/SRP $17.00). Reach
Steve Goddard, president, at 800-957-5629
or sgoddard@pravana.com. Visit
www.pravana.com.
American Crew launches the Trichology Hair
Recovery System, which offers men a simple
solution for thicker, fuller and stronger hair.
The system includes Hair Recovery
Shampoo (list $5.75/SRP $11.50), which preps
the hair and scalp for maximum absorption
of ingredients. The Hair Recovery Patch (list
$25.00/SRP $49.95) is applied on the
problem area before bed or for a minimum
of eight hours. Hair Recovery Concentrate
(12 units/list $14.99/SRP $29.95) is applied
daily and massaged into the roots when hair
and scalp are dry to help recover hair. To
learn more, reach Brian Cash at 212-468-3316
or Brian.Cash@mslworldwide.com. Visit
www.americancrew.com.
APRIL 2010 15
Goldwell introduces Dualsenses for Men.
Goldwell’s Recharge System with Guarana
Caffeine Complex strengthens men’s hair to
protect against environmental elements with
protein and panthenol, while the
combination of menthol, guarana and
caffeine revitalizes the hair and scalp. For
normal hair, Hair & Body Shampoo cleanses,
revitalizes and cares for hair, skin and scalp
(300ml/list $6.50/SRP $13.00). Activating
Scalp Tonic fortifies and revitalizes hair and
scalp with a soothing, cooling effect (125ml
ounces/list $7.50/SRP $15.00). Power Gel
gives strong hold and protects against
moisture loss (150ml/list $7.50/SRP $15.00).
For special needs, Hair Thickening Shampoo
adds fullness to fine, thinning hair
(300ml/list $6.50/SRP $13.00). Reach John
Fortunato, vice president of sales, at 800288-9118 or john_fortunato@kpss-hair.us.
Forever Natural launches a new category for
nail products: polytech. Forever Natural
Polytech offers the natural nail strength and
flexibility, while promoting growth. It can be
worn alone or with polish. Worn with
Forever Natural Polytech, polish lasts two to
three times longer with no chipping or
peeling. It applies as quickly as base coat, UV
cures in 90 seconds and can be removed in
less than five minutes with pure acetone.
The Starter Kit includes Polytech, Finish,
Clean, an application brush and a gold
buffing block (#101355/salon list $49.97).
Reach Dixie Eklund, vice president of sales,
at 800-362-6245 or
deklund@tngworldwide.com. Visit
www.tngworldwide.com.
Nothing says summer like bright polish. The
six neon colors in China Glaze’s Poolside
Collection include Pool Party, a neon pink;
Flip Flop Fantasy, a neon coral; Sun
Worshipper, a neon orange; Yellow Polka
Dot Bikini, a neon yellow; Kiwi Cool-Ada, a
neon green and Towel Boy Toy, a neon blue
16 APRIL 2010
(list $3.25/SRP $6.50). For a shiny finish, try
China Glaze’s Patent Leather Top Coat.
Reach Kathleen Armstrong, professional
division sales manager, at 323-728-2999,
ext. 277, or karmstrong@aiibeauty.com. Visit
www.aiibeauty.com.
Trind’s Caring Color features active crosslinking technology, which when applied to
the top layer of the nail plate provides extra
strength and extra adhesion for a perfect
nail and long lasting color. Available in 24
fashionable colors, the polish is free of DBP,
toluene and formaldehyde (deal #1528 with
counter display with 72 pieces, 3 each of 24
shades). Caring Color Polish comes with a
free display (deal cost reflects 20% savings
$374.80/list $6.50/SRP $12.95). Reach Richard
Houts at 866-874-6326 or
r.houts@trindusa.com. Visit
www.trindusa.com.
For hot summer beauty, Mirabella Beauty
takes a modern slant on the youthful
counter-culture of the ’60s with two Eye
Colour Crayon trios in happy neon retroglam hues. Cool shades in the Moonbeam
trio include Purple Haze, Bugaloo Blue and
Limelight Green. The Sunshine set features
warm tones in Yellow Submarine, Hot Pants
Pink and Clockwork Orange. “Anyone can
wear the look and give these Eye Colour
Crayons as bold or as conservative a twist as
they’d like,” explains Darlene Zembrod,
Mirabella Beauty’s national trainer. “To make
them more sheer and translucent, blend the
color out with your fingers until you have
your desired effect.” (Eye Colour Crayon
trio/SRP $29). To help salons sell through,
Mirabella offers a gift with purchase. While
supplies last, consumers who buy an Eye
Colour Crayon Trio receive a free beach tote
and mini Lash Essential Mascara. Visit
www.mirabellabeauty.com and become a fan
on Facebook.
White Sands Velcro Strips are the new way
to create waves, volume and curls on wet or
dry hair and provide an alternative to roller
sets. Pair White Sands Velcro Strips with any
of its Liquid Texture Styling Sprays to
achieve soft, textured curls with voluminous
shine. White Sands Velcro Strips provide
countless options for texture and curls,
allowing you to adjust curl sizes without the
need for multiple sized rollers. Due to this
design flexibility, Velcro Strips can even be
used for perming. White Sands Velcro Strips
take up less space than conventional rollers,
and are perfect traveling companions (list
price $20.00/SRP $40.00). Reach Noel Salas,
CFO, at 949-206-1300, ext. 26, or
noel@whitesandsproducts.com. Visit
www.whitesandsproducts.com.
Rebecca Adams, president of Beauty Love,
taps into her experience as a former beauty
store operator and stylist to create a
collection of basic salon sundries, including,
apparel, tools, hair color accessories and
equipment, that stylists will love. For
example, the stylist apron called The Frill
comes in four styles: Black Tie (#BB8055);
Zebra (#BB8035), Purrfect (#BB8045) and Love
Child (#BB8075/salon list $19.99). Attention
distributors: If you want to liven up your
sundry assortment, reach Rebecca at
877-213-6336 or rebecca@beautyloveinc.com.
Visit www.beautyloveinc.com.
Product Club recently held its fourth
educator training in New Jersey. Team
members came together for two days of
technical training and a presentation skills
workshop. The training was led by artistic
director, Patrick McIvor, and national
technical training director, Adrienne Rogers.
To find a class near you or for more
information, reach Mary Albanese, vice
president of marketing, at 800-308-3588 or
mary@productclub.com. Visit
www.productclub.com.
The Marilyn Brush line celebrates its 10th
anniversary. “The design and quality of the
Marilyn Brush has been an outstanding
success since its introduction in 2003 and
has undergone a further revision by
incorporating an Advanced Hourglass Design
in 2007, providing even greater value to the
consumer,” says David Leib, president of
Robanda International, which has owned the
company since January 2009. David adds,
“Marilyn has again shown explosive growth
now that we are 100% in stock. Customers
who were forced to give up the brand due
to lack of supply are coming back in droves.”
Reach David at 800-783-9969 or
david@robanda.com. Visit
www.robanda.com.
Jatai International recently introduced the
new Feather Flexion Styling Razor, the first
Feather folding razor designed for both
standard and texturizing blades. Developed
by the Feather Safety Razor Co. in Osaka,
Japan, the Flexion with its distinctive aquamarble handle incorporates the traditional
folding-style razor and the Feather guarded
styling razor blades. Flexion offers balance
and complete cutting control, with handle
neck grips that prevent slipping while cutting
(#F1-80-110/distributor list $72.00/salon list
$130.00). Reach Dean Wada, president, at
888-965-2824 or dwada@jatai.net. Visit
www.jatai.net.
Terri Taricco, Helen of Troy vice president
of marketing, tells BIR that Hot Tools has
added a new color family. Blue Ice Titanium
features a Blue Ionic hair dryer (list $70.00),
two Electroplated Blue Ice Flat irons with
Titanium plates—one full-sized that heats up
to 450 degrees (list $70.00) and a new midsized flat iron (list $65.00). The Blue Ice
Titanium line also heralds the arrival of four
Hot Tools specialty irons, including Spiral
iron, Ribbon iron, Coil Iron and a 3-Barrel
Iron, all with titanium barrels and the Hot
Tools patented “Gets Hot… Stays Hot” Pulse
technology, and all family priced (list
$50.00). Reach Scott Hagstrom, vice
president of sales, at 915-225-5805 or
shagstrom@hotus.com. Visit
www.hotus.com.
The Wet Brush from J&D Beauty features
bendable bristles with coated tips that glide
through long and tangled hair. It's an
“ouchless” detangler and scalp massager that
works on wet or dry hair. It’s available in five
colors per dozen (#B830W/list $5.00/SRP
$9.99). Reach Phil Greco, J&D Beauty
president, at 800-523-2889 or
philg@jdbeauty.com. Visit
www.jdbeauty.com.
The Daylight Company will introduce a
stylish, new, technologically-advanced
version of its Duo Design UV Nail Lamp in
May. The compact, dual-purpose unit
(#U33187/list $299.99) now has a strong
plated coating that is highly resistant to
damage from cleaning liquids and
detergents. “The Duo Design UV Nail Lamp is
a sleek and deluxe curing system aimed at
the top of the health and beauty market,”
says Steve Pomeroy, vice president of sales.
“The lamp is multifunctional with a sliding
manicure tray and removable pedicure unit,
and has a unique 'smart' digital timer
function. The tube positioning ensures
maximum light on the nails, which are
accurately positioned in the unit through the
use of finger indicators.” The new unit
includes Daylight’s 36w manicure and
pedicure UV lamp plus Smart Digital Timer,
which lets the user choose a precise curing
time from five seconds to 10 minutes. It also
remembers the last time setting for a quick
start and warns the user when its tubes
need replacing. To learn more, reach Steve at
720-341-8806 or
steve.pomeroy@daylightcompany.com.
Sport Clips recorded an overall system sales
increase of 15.8% and a solid 5.1% same-store
sales growth in 2009 for stores open at least
one full year, according to Gordon Logan,
founder and CEO. “We have a great team
that works daily to make hair care a positive
experience for men and boys throughout
the country,” Gordon says. “From the
support center in Georgetown, TX, to our
trainers and coaches out in the field to our
strong network of area developers, team
leaders, managers and stylists representing
our 675 stores in 36 states, everyone works
to make it ‘good to be a guy' at Sport Clips!
No matter the ups and downs in the
economy, when you stick to what works, it’s
a win for our clients and for Sport Clips.”
Sport Clips also saw a 14.8% increase in its
client count, due in part to the additional 59
stores that opened last year. Sport Clips
served more than 11 million clients in 2009.
The company planned to open 35 stores in
the first quarter of 2010. Reach Gordon at
512-869-1201 or gordon@sportclips.com. Visit
www.sportclips.com.
Wella school students took the top two
spots at the 2010 Sassoon Academy/School
Connection (SASC) Cut and Color Contest,
during the International Salon & Spa Expo in
Long Beach, CA. Lydia Mikal of the Wella
Signature School Bellus Academy in San
Diego, took first place, a 5-day ABC Cutting
Course at the Sassoon Academy in London.
Kayla Skaggs from Wella Signature School
Honors Beauty in Indianapolis received a 5day ABC Cutting Course at the new Sassoon
Academy in Chicago and a $500.00
education voucher for her second-place win.
APRIL 2010 17
All prizes for this year’s contest were
contributed by the Wella Signature Program.
In addition to her prize, Lydia was also
awarded a trip to NYC to attend the U.S.
Wella Trend Vision Competition this fall.
Lydia will also be automatically entered in
the Trend Vision competition, giving her a
chance to compete in the Wella
International Trend Vision event in Paris.
Reach Megan Newell, P&G Salon
Professional coordinator, at 800-829-4422,
ext. 4507 or newell.m.1@pg.com.
Cosmetology schools now have the
opportunity to join Farouk Systems by
becoming CHI Environmental Schools.
Partnership schools benefit from exclusive
product discounts; free instructor training,
monthly webinars; quarterly merchandising
packs that include educational manuals and
DVDs; and ongoing instructor training at the
CHI Academy in Houston. Using a rewards
point system, schools can qualify for extra
classes, such as Color Confidence, Hair
Tricks with Product Knowledge, Classic
Foiling, Classic Cutting, Texture, CHIscentuals
Manicure and more. Farouk Systems will
train instructors to teach multiple
techniques and services in a new threephase curriculum. Phase 1, 0-500 hours,
covers basic product knowledge, color
theory and techniques; Phase 2, 501-1000
hours, emphasizes advanced theory and
techniques; and Phase 3, 1001-1500 hours,
delves deeper into theory, corrective color
and intricate techniques. CHI Environmental
Schools will also play an integral role in
bringing new products to market. Students
will be able to evaluate new, innovative
products before they launch. “Farouk
Systems was founded on the principles of
environment, education and ethics,” says
Jason Yates, director of schools. “We believe
educating future generations of hairdressers
will create a safer salon environment for
both stylists and clients.” School owners
interested in having their campus become a
CHI Environmental School or having any
questions can reach Jason at 800-237-9175 or
jason@farouk.com.
18 APRIL 2010
Empire Education Group, the largest
provider of cosmetology education in North
America, is teaming up with world-renowned
hairstylist, educator and celebrity
hairdresser, Nick Arrojo, and his celebrated
team of master stylists to help beauty
professionals build profitable, rewarding and
sustainable careers. At the heart of this new
relationship, the two companies will
collaborate to offer the Masters of Beauty
(MOB) Skills Certification Program, a national
advanced education platform. The goal of
the MOB is to build confidence and
creativity in salon professionals, while giving
them the opportunity to become masters of
their craft. A MOB candidate can become a
Master of Beauty in a desired skill in as little
as 12 months. The MOB will kick off
nationally at Empire’s Future Professionals
Expo in Hershey, PA, on May 16-17
(www.futureproexpo.com). Nick and his
master stylist team will headline the event
with a spectacular show for more than
2,000 Empire students from across the
country, who will attend the two-day beauty
show and competition designed just for
future professionals. Nationwide, beauty
professionals who want to master the art of
hairdressing can join Nick and his team
during the two-day Tour of Beauty
presentations, then attend more than 200
one-day Skill Certification Classes led by
Arrojo Master Stylists and hosted at Empire
Beauty Schools.
“MOB workshops and classes will
encourage salon professionals to participate
in advanced education, learn new skills and
gain the confidence and creativity required
to meet and exceed the expectations of
today’s consumers,” says Nick. “MOB will
provide insight and inspiration, and help
stabilize and enhance the careers of beauty
professionals all over the country. It’s a
fantastic opportunity to continue our
commitment to raising standards in the
hairdressing craft.”
The program will be available to the more
than 100,000 beauty professionals working
in the industry who are alumni of Empire
Education Group schools, as well as all
working stylists, salon professionals re-
entering the salon industry after taking a
break, and independent and chain salon
owners and managers who want to increase
their knowledge and improve their skill set.
“Empire Education Group and Nick Arrojo
have a shared vision to train today’s and
tomorrow’s hairdressers to be true masters
of their craft,” says Franklin K. Schoeneman,
chairman and CEO of Empire Education
Group. “With this relationship, we can now
provide all the basic training, skills and
artistic inspiration that hairdressers need
from the day they enter cosmetology school
and begin studying our exclusive Certified
Learning in Cosmetology (CLiC) curriculum,
all the way through to advanced programs
from ARROJO education. As a result, they
can continuously grow, wow their clients
and earn top dollars throughout their
careers.” He adds, “MOB is just one part of
the Empire Alumni effort. The goal is to
offer a complete selection of valuable
services, products and industry events to our
alumni going forward.” To register today and
for details, including a calendar of classes
nationwide, visit www.mastersofbeauty.com.
Vero Beauty Distributors President Sylvia
Arguelles checked in with BIR about a new
hair straightening line that is producing
excellent results. Sylvia notes, “We are
distributing Bella Ionic Keratin in Florida and
specific Caribbean Islands with excellent
results. Bella is more than a temporary
straightening system; it is a deep
reconstructor of the hair fibers. It contains
botanical activators from coconut proteins
combined with hydrating wheat, mixed in
with natural hair keratin to achieve hair
reconstruction. It is produced in Florida with
the highest regard for the safety of the
stylist applying the product, as well as for
the customer, who is looking for a safe
keratin treatment. Salons are amazed at the
results. Not only does it perform as it says it
will, leaving hair rejuvenated, but the
treatment does not produce any type of
‘smoke’ or smell. Additionally, it is costeffective, as less product is needed and it
can be applied in less time than a traditional
service without the need for a blow dryer.
That all translates into more profits for the
salon.” (The company’s name is Subelleza.
Reach Marieta Sukar at 561-218-6125). For
more information, reach Sylvia at 305-5915683 or belleint@aol.com. Visit
www.verobeauty.com.
Poshé USA, LLC., makers of Poshé nail care
products, announces a strategic distribution
partnership with National Beauty Group, Inc.
and its subsidiaries: Barbara’s Beauty
Wholesale Distributors, KB Beauty Supply
and Nails Express. Under this arrangement,
National Beauty Group is providing
nationwide fulfillment services for orders
originating from the Poshé website
www.poshe.com. “With a strong nail
business, including a network of outside
sales reps calling on nail salons, longstanding relationships with beauty supply
stores nationwide and distribution centers
near both Los Angeles and San Francisco,
National Beauty Group is the ideal partner
for Poshé,” says CEO Lynn Beaurline. “Their
growing chain of KB Beauty Supply stores
throughout California attracts strong
professional traffic.” Entity Beauty Inc.
(www.entitybeauty.com) has also appointed
National Beauty Group, Inc. and its
subsidiaries as its distributor in California.
Contact Nails Express at 866-26-NAILS. To
learn more, reach Jim Fisher, president and
owner of National Beauty Group, at
562-866-8273 or jim@barbarasbeauty.com.
Robanda International has selected DWA as
its master distributor in Canada for multiple
brands, including Robanda Anti-Aging
Skincare, Mr. Pumice, Tropical Shine, Snappi
and The Marilyn Brush. Shawn Russell,
international sales vice president of
Robanda, sees the agreement growing
business exponentially in Canada and
increasing brand awareness. “Stephen Pavlick
and his team will deliver excellent customer
service and support, which will be
instrumental in the long term success of
Robanda’s brands in Canada," says Shawn. To
learn more, reach Stephen at 403-342-0690
or stephen@dwa.ca, and visit
www.robanda.com.
Eufora Intl., announces three new
partnerships with independent distributors—
Liquid Assets in Baton Rouge, LA; Salon
Source in Houston; and ESP Salon Sales in
Saskatoon, Saskatchewan, Canada “Each of
these independent distributors exemplifies
the Eufora philosophy—commitment to
exceptional service, education and
products," says James DeBerry, president.
Reach Kate Bice at 800-638-3672 or
kateb@eufora.net. Visit www.eufora.net.
Keune Haircosmetics USA, Inc adds three
full-service distributors. Covering North and
South Carolina is European Image Salon
Suppliers. Contact David Slack at
800-922-5580 or david@eissinc.com.
Covering Georgia, Alabama, Mississippi and
the Florida panhandle is Champion Beauty
Supply. Contact Brad Champion at
800-676-2563 or bpchampion@gmail.com.
Covering Virginia, West Virginia, Maryland
and Washington DC is Twin State Salon
Supply Inc. Contact Keith Wykle, Jr. at
800-344-5660 or
keithwykle@suddenlinkmail.com. Reach
Nancy Coss, Keune COO, at 800-330-9302
or ncoss@keuneusa.com. Visit
www.keuneusa.com.
Bosley Professional Strength adds two
distributors—Emiliani Enterprises covering
New York, New Jersey and Connecticut and
Maly’s Midwest, servicing salons in Michigan,
Indiana and Ohio. Eric McLemore, Bosley
Professional Strength president, says, “We
are now available in more than 95% of the
country.” The line includes daily-use
thickening products for color-treated and
non-color-treated hair, volumizing styling
products and hair treatments. Reach Eric at
800-Bosley1 or ericm@bosleypro.com, and
visit www.bosleypro.com.
White and Associates is now representing
LaVaque Professional Tweezers. "LaVaque
has taken an industry staple and made it
one-better in every possible aspect," states
Jeff White, president of J. White and
Associates. LaVaque tweezers feature edgy
branding, creative packaging, and aggressive
promotions. Reach Kristel White for
literature, pricing or samples at 704-335-1502
or sales@jwhite-assoc.com. Visit
www.jwhite-assoc.com.
The Kirschner Group’s Irwin Hass, Phil
O’Toole and Jack Arends were awarded Best
Buy gift certificates from Tweezerman for
the largest percentage increases in 2009.
Also being recognized is Paolo Rezzara, who
is responsible for European sales in the firm’s
international sales division and received an
award for exceeding all 2009 sales goals. The
Kirshner Group’s International division covers
Europe, Asia and Latin America for a number
of major salon industry manufacturers. In
other company news, The Kirschner Group’s
Annual Strategic Planning Meetings will take
place on May 13–15. The entire sales force,
including both domestic and international
sales teams, will attend. The meetings
feature sessions on utilizing technology,
communications, presentations and followup skills. “These intense meetings are
designed to heighten the quality of our
service to customers and increase our
efficiencies,” says Harlan Kirschner, president.
He also noted another addition to The
Kirschner Group sales force, as Mike Wolfe
joins the national manufacturers’ rep sales
organization. He will be calling accounts in
the southwest territory. “Mike comes with
many years of experience and will add
depth to our southwest territory sales force,”
adds Harlan. To learn more, contact Harlan
at 800-527-8645 or
harlan@kirschnergroup.com, and visit
www.kirschnergroup.com.
APRIL 2010 19
The Independent Cosmetic Manufacturers
and Distributors (ICMAD) will host the 29th
edition of its FDA Cosmetic Regulations
Workshop at The New York Athletic Club in
New York City on April 29. This educational
event presents the opportunity to hear and
question some of the federal officials most
responsible for the enforcement of
regulations in the cosmetic and personal
care industries. Dr. Linda Katz, director of
the Food & Drug Administration’s Office of
Cosmetics and Colors in the Center for
Food Science and Applied Nutrition, will
provide an update and overview of the FDA’s
current cosmetic programs. This 2010 update
will cover some of the latest regulations
governing our industry, with ample time for
questions and answers. The cost for each
day is $255.00 for members and $355.00 for
nonmembers, with a discount for early
registration. The cost includes meals and all
written materials. Online registration is
available at www.icmad.org/calendar. For
more information, reach ICMAD at
800-334-2623 or info@icmad.org, and visit
www.icmad.org.
The Professional Beauty Association (PBA)
announces increases in overall membership
and retention in 2009, and continues
increasing membership value through
education, networking, government
advocacy and professional events. 2010 is
expected to see further gains through the
merger of the National Cosmetology
Association (NCA), which provides a fourth
section of membership for licensed
professionals. When the merger is fully
integrated over 2010, members can expect a
more unified trade association, focusing on
assisting individual members and companies,
while stimulating growth throughout the
industry. In 2009, PBA saw 601 new members,
29% manufacturing sector growth, 25%
distributor sector growth, 62% NCA renewal
20 APRIL 2010
rates and 30% PBA’s Best Practice Club
growth. “Considering that most businesses
continue to cut all non-essential costs
during the current economic environment,
increases in membership across multiple
sections and relatively strong retention is
evidence that membership in PBA is viewed
as a valuable resource,” states Elizabeth
Fantetti, director of membership for PBA.
Reach Elizabeth at 800-468-227, ext. 3430, or
elizabeth@probeauty.org.
The Millennium annual User Group
Conference unites hundreds of industry
professionals from around the world to
network, learn vital business strategies and
gain knowledge from industry icons. The
event has helped thousands of professionals
learn how to grow their businesses and
streamline operations from a process,
management and system perspective. This
year’s conference will focus around trust;
trust in your staff and trust in your owner. If
Millennium clients can create an
environment based on trust and respect,
they will be on the fast track to reaching
their goals and attaining success. The
conference will run June 27-29 at The Doral
Golf Resort & Spa in Miami. Speakers
include Robert Cromeans, John Harms and
Neil Ducoff. Millennium is expecting more
than 500 attendees. As always, a portion of
the proceeds will go to St. Jude Children’s
Research Hospital. Reach Matt Martinelli,
public relations & market research, at 973402-9500 or mattm@harms-software.com.
To register, visit www.millenniumugc.com.
Nancy Cwynar’s Action Bag Company has
been providing the salon industry with a
wide selection of bags and other
promotional materials for years. This year, to
commemorate its 30th anniversary, the firm
is creating promotions, special offers and a
custom-printed non-woven bag to give out
at trade shows to invite customers to share
the excitement. Action Bag’s new spring
catalog is now available. To request a copy
and free samples, contact Ember Bindrim,
marketing coordinator and designer, at
866-421-7075 or ebindrim@actionbag.com.
Visit www.actionbag.com.
The first episode of ModernSalon.TV
featured a fast-paced presentation of
International Salon & Spa Expo highlights,
interviews with salon and TV star Tabatha
Coffey, the scoop on Beth Minardi’s new
alliance with Joico, celebrity style reviews
and comments from NCA Legends and Icons
Ann Mincey, Robert Cromeans and The
Doves. Modern Salon’s editors, including
Maggie Mulhern, Stacey Soble and Alison
Shipley, are hands-on reporters in the
program, which features professional hosts
in a studio format (think “Entertainment
Tonight” meets the beauty industry).
According to Steve Reiss, Modern Salon’s
publisher, “This new initiative will deliver
compelling, timely programming. A new
episode will air and go online every two
weeks, delivering industry information,
education and inspiration to the salon
marketplace. Content will include interviews
with leading beauty professionals, on-theground coverage of beauty shows and
events, business-building advice from
successful salon owners and experts,
celebrity style commentary and, of course,
Modern Salon’s signature how-tos.” It’s
available through a wide range of platforms,
including email, RSS feed alerts, YouTube,
iTunes, Facebook, Twitter and Modern Salon
Media websites, and featured in the
magazines, to reach professional stylists and
owners. View at www.ModernSalon.tv. For
more info on sponsorship and other details,
contact Steve at 847-634-4354 or
sreiss@vancepublishing.com.
Rob Ingraham, formerly with Questex Media
Group, the organization behind the
International Beauty Shows and American
Salon, is producing a new beauty industry
event under the banner of the Global
Beauty Exchange. According to Rob,
measurable return on investment is
guaranteed at appointment events like the
Global B2B Beauty Exchange
(www.globalb2bexhange.com/beauty). These
invitation-only events are designed to have a
one-to-one ratio of buyers to suppliers who
meet face-to-face in appointments
previously arranged and scheduled online
through B2B Match software developed
specifically for this type of event. ”The
appointment-based event idea is not
entirely a new one, but Effort Group LLC
and www.globalb2bexchange.com/beauty
have developed a proprietary online B2B
match-making software that allows suppliers
and buyers to nominate their industry
colleagues, ensuring only the most qualified
buyers and sellers attend. Once approved by
the event advisory committee, the buyers
and suppliers can schedule the meetings
they want at a luxury resort where all
supplier and buyer accommodations are
paid for by the organizers. Reach Rob at 203202-2576 or
ringraham@globalb2bexchange.com.
Fromm International announces its
partnership with Kim Vō Enterprises. The
Fromm/Kim Vō alliance combines the
companies’ two missions—“Finding Better
Ways to Create Beauty” and ”Beauty by
Inspiration, Education and Entertainment”—
to ultimately create growth for salons by
connecting people to the important value
professional stylists can bring to our lives.
Effective immediately, Fromm International
will manage the sales distribution for the
Kim Vō brand with an experienced sales
team dedicated to building effective
programs for distributors. “We are very
excited to create this strategic partnership
with Fromm International to help leverage
Kim Vō into a global brand,” says Craig
Shandler, president of Kim Vō Enterprises.
Kevin Johnson, Fromm International
president, adds, “We look forward to
building growth in our industry by combining
Fromm’s knowledge of professional beauty
distribution with Kim’s vision for inspiring
stylists through education.” Craig retains his
position as president of Kim Vō Enterprises.
and is responsible for the overall
management of the entity. Helen Crutchfield
continues as vice president of brand
management. Craig adds, “Instead of Sylmark
doing the back-end order-entry, processing
of orders, A/R and collections and
accounting, it will be done in Chicago by
Fromm International. In addition, the Fromm
sales team will be responsible for managing
distributor relationships.”
Helen of Troy Limited has entered into an
agreement with Innovative Brands, LLC, to
acquire the Pert Plus hair care and Sure antiperspirant and deodorant businesses from
Innovative Brands. Pert Plus enjoys a long
history as a leading brand in the $2 billion
U.S. shampoo category through its
pioneering development of the 2-in-1
shampoo and conditioner combination
technology. Sure is one of the leading brands
in the $1.7 billion U.S. anti-perspirant and
deodorant category. The acquisition was
expected to close at the end of March 2010.
Jerry Rubin, chairman/CEO and president,
states, "We are very pleased to acquire the
Pert Plus and Sure brands from Innovative
Brands. We have a growing position in hair
care styling and personal grooming with our
innovative appliance and accessory
businesses, and adding Pert Plus and Sure
will enhance our role as a comprehensive
provider of solutions for our hair care and
personal grooming consumers and styling
professionals. We expect to quickly integrate
these two brands into our Idelle Labs
division, which markets and manages our
hair and skin care products, and we estimate
the pair will generate approximately $65
million in annual sales. Our Idelle Labs
division sells branded consumer products,
including Infusium 23, Ogilvie, Brut, Vitalis,
Final Net, Vitapointe, Condition 3-in 1, Sea
Breeze and Ammens through professional,
mass merchant, drug store and grocery
distribution channels. We are excited to be
adding these two quality brand names to our
existing worldwide distribution, and believe
they will provide ongoing value to our
customers and shareholders alike. We
continue to pursue similar acquisitions that
can be integrated into Helen of Troy and
provide accretive earnings to our
shareholders.” Reach Jerry at 800-480-8832
or jrubin@hotus.com. Visit www.hotus.com.
Alleghany Pharmacal Corporation, a
marketer of branded hair care products,
announced the appointment of Sam
Maniaci, a seasoned hair care industry
executive, as CEO. Sam has been hired to
drive sales, increase product distribution and
streamline operations. Sam says, “I am very
excited about the future of Alleghany
Pharmacal. I have known the company and
its products for many years and believe
there is a tremendous opportunity to
expand the distribution of its strong brand
and product portfolio.” Sam has over 20
years experience in the hair care products
industry. Most recently, he served as CEO of
Samy Companies, a $60 million international
marketer and distributor of hair care
products. Before his position at Samy, Sam
served as head of sales for three other hair
care marketers—Vogue International, Key
Brands and Redmond Products. His sales
experience has been with major food, drug
and mass retailers, as well as with major
beauty and ethnic distributors. Sam has also
worked extensively in international markets
and in the home shopping arena. Reach Sam
at 516-466-0660 or sjmaniaci@yahoo.com.
APRIL 2010 21
In fiscal 2009, Henkel generated sales of
$13,573 million, a decrease of 3.9% compared
to the previous year. In organic terms, sales
decreased by 3.5% versus prior year. After a
substantial decline in sales in the first
quarter caused by the economic crisis, the
subsequent quarters were characterized by a
gradual recovery. However, developments at
the company's three business sectors
continued to show a very mixed picture.
While the consumer goods businesses of
cosmetics/toiletries and laundry and home
care continued to perform very well with
organic growth rates of 3.5% and 2.9%
respectively, sales of the adhesive
technologies business sector decreased
organically by 10.2%. “For Henkel, and the
world economy as a whole, 2009 will go
down as a challenging year. Nevertheless, we
have made good progress toward achieving
our 2012 financial targets as proven by our
outstanding results in the fourth quarter of
2009,” says Kasper Rorsted, chairman, Henkel
Management Board. "Our laundry and home
care and cosmetics/toiletries businesses
have expanded their market positions and
further increased their profitability. Once
again, our strong brands have also made an
appreciable contribution to the good
performance: our new brand Syoss, for
example, was the most successful launch in
the hair care sector in 2009. We have put
ourselves in a strong position and expect to
improve noticeably our results in the current
financial year.” Visit www.henkelna.com.
Ulta posted favorable financial results for
the fourth quarter and fiscal year ended
January 30. Fourth quarter comparable store
sales increased 6.2%. The fourth quarter
diluted EPS of $0.34 was a 61.9% increase.
Fiscal 2009 diluted EPS of $0.66 was a 53.5%
increase. Expectations for Q1 2010 are
comparable sales up 4-6% and diluted EPS of
22 APRIL 2010
$0.14-$0.16. For the quarter, net sales
increased 16.1% to $396.4 million. Operating
income jumped 60.1% to $34.3 million; net
income climbed 64.6% to $20.2 million. Lyn
Kirby, Ulta's president and chief executive
officer, states: "We are very pleased with our
fourth quarter performance. Our results
surpassed the increased guidance we
provided in January and included a 6.2%
comparable store sales increase, a 60 basis
point improvement in merchandise margin
and continued momentum of our cost
management initiatives, all of which
contributed to a 61.9% increase in diluted
earnings per share—a strong finish to the
year.” Lyn adds, "As we began the year, our
priorities were threefold: growing profitable
market share, achieving permanent cost
efficiencies and delivering free cash flow.
We exceeded each one of our goals in fiscal
2009. Our comparable store sales increased
1.4% for the year, or 1.6% on a two-year basis,
and we continued our store expansion by
increasing square footage by 12%. We also
achieved $19 million in permanent cost
reductions and generated free cash flow of
$104.7 million. As we begin fiscal 2010, we
continue to build on our successful 2009
game plan. We are particularly optimistic
about our opportunities for market share
gains through comparable store sales growth
and new store expansion. We expect to
continue to generate free cash flow in 2010,
while we increase our capital investment in
support of our long term growth and believe
that we will deliver another strong earnings
performance in fiscal 2010." For the fiscal
year 2009, net sales increased 12.7% to $1.2
billion. Operating income rose 47.2% to $68.2
million; net income jumped 55.8% to $39.4
million. Reach Lyn at 630-410-4800 or
lkirby@ultainc.com.
Alberto Culver announced a growth in sales
for the fiscal first quarter. Net sales
increased 2.9% to $363m compared to
$352.8m in the comparable period of the
prior year. However, when taking into
account foreign currency fluctuations and
acquisitions and divestures, including the
December 2009 acquisition of UK skin care
brand Simple, sales remained flat in the
quarter. International sales on a reported
basis grew 12.3% with the company’s low
cost hair care brand TRESemme and skin
care brand St. Ives driving the growth, as
consumers sought cheaper products during
the economic crisis. “While the hair care
category remains soft, trends are slowly
beginning to improve and we continue to
gain market share,” says Alberto Culver CEO
James Marino. Carol Lavin Bernick, executive
chairman of Alberto Culver, adds, “While
market conditions remain challenging, our
business model continues to generate
profitable growth. Our focus and consistent
strategy of driving growth in our core beauty
brands is a major contributor to our success.
Our December acquisition of Simple, a UKbased leading skin care brand, builds on that
strategy, further strengthens our beauty care
portfolio and creates additional growth
opportunities.” Reach Carol at 708-450-3000
or CBernick@alberto.com. Reach Jim at
708-450-3000, ext. 3598 or
jmarino@alberto.com. Visit
www.alberto.com.
Sally Beauty Holdings, Inc. (SBH) reports
strong first quarter results highlighted by an
increase in same store sales growth and
store count. Consolidated net sales for the
fiscal 2010 first quarter were $704.9 million,
an increase of 9.2% from the fiscal 2009 first
quarter, and include a positive impact from
foreign currency exchange of $9.1 million, or
1.3% of sales. Same store sales in the fiscal
2010 first quarter grew 3.8% from the fiscal
2009 first quarter. GAAP net earnings in the
quarter were $26.1 million, growth of 62.7%.
GAAP diluted earnings per share were $0.14,
growth of 55.6% when compared to earnings
per share of $0.09 in the fiscal 2009 first
quarter. The fiscal 2010 first quarter adjusted
net earnings, a non-GAAP measure, were
$24.7 million, an increase of 37.4% over fiscal
2009 first quarter. Adjusted earnings per
share were $0.13, growth of 30.0% when
compared to $0.10 adjusted earnings per
share in the fiscal 2009 first quarter.
Adjusted EBITDA increased 7.1% in the fiscal
2010 first quarter to $87.4 million, versus
$81.6 million in the fiscal 2009 first quarter.
Net cash provided by operating activities in
the fiscal 2010 first quarter was $19.8 million
and capital expenditures were $12.1 million.
Total store count at the end of the fiscal
2010 first quarter was 3,935, an increase of
166 stores or growth of 4.4% over the fiscal
2009 first quarter. Both SBH business
segments showed an increase in sales, with
Sally Beauty Supply recording net sales of
$438.3m, an increase of 6.8% compared to
the same period last year. Beauty Systems
Group reported a 13.4% increase in net sales,
reaching $256.5m for the three months
ending December 31. Recent acquisitions
made by Sally Beauty have also helped to
boost sales for the group, as well as to
increase the company’s footprint in certain
geographical areas. Last October, Beauty
Systems Group acquired professional
products distributor, Schoeneman Beauty,
whose strong presence in the northeast
resulted in BSG increasing its leading channel
share in that territory. In December, Sally
Beauty Supply acquired Belgian-based
Sinelco, a distributor of professional beauty
products in Europe, which supplied more
than 1,500 customers across 35 countries.
Says Gary Winterhalter, president/CEO.
“Year-over-year growth in our adjusted net
earnings was 37%, with earnings per share of
$0.13, a strong start to the new fiscal year. As
always, we are focused on a balanced
approach in our use of cash. We plan to
continue investing in company growth via
acquisitions and organic store openings,
while reducing our long-term debt." Reach
Gary at 940-297-4444 or
gwinterhalter@sallybeauty.com.
Seche has launched a new website at
www.seche.com. Web director, Kristen
Spaun, says, “Our new site has a new hot
look that matches our new packaging. It
features tips and information on our
products.” Reach Anne Moratto, director of
PR/advertising, at 323-728-2999, ext. 178, or
a-moratto@aiibeauty.com. Visit
www.aiibeauty.com.
Product Club recently launched a new
website that helps salons find all the
distributors within their area that carry
Product Club products. There’s also a new
section that features the Product Club
educators, called “On the Road with Product
Club.” Reach Mary Albanese, vice president
of marketing, at 800-308-3588 or
mary@productclub.com. Visit
www.productclub.com.
For 14 straight years, Bob Peel, Jr. has played
100 holes of golf in one day to raise money
for a local charity that helps low income
residents do minor home repairs. This year,
Interfaith Housing Services has taken on an
additional project. They are remodeling two
homes to be used for emergency relief
homes in Hutchinson, KS. “If a local home is
destroyed by fire, tornadoes, gas explosions,
etc., the family can immediately move into
these homes,” says Bob. “In Hutchinson, we
unfortunately experience all three of those
natural disasters. Peel's Salon Services has
also agreed to supply these homes with
their hair care and cosmetics. If you would
like to sponsor me per hole at 25 cents, 50
cents $1.00 or more, just e-mail the amount
per hole with your billing address to
bjpeel@peels.com. Thank you for your
support!” Reach Bob at 620-662-3374, ext.
102, or bjpeel@peels.com.
Gordon Logan, founder and CEO of Sport
Clips, and his wife Bettye, vice president,
were recently recognized with two
Georgetown, TX-area philanthropy awards.
The Georgetown Chamber of Commerce
presented the Logans with the Jesse (Buz)
Sawyer Philanthropy Award for their
significant contributions in support of
Georgetown-area Habitat for Humanity
efforts; Gordon's service on the foundation
board of the Georgetown Community
Clinic/Lone Star Circle of Care; Betty's
service on the Chisholm Trail Community
Foundation board and the Georgetown Boys
& Girls Club board. Nationally, the Logans
through Sport Clips were recognized for
being the largest contributor to the Veterans
of Foreign Wars Operation Uplink free call
days program, totaling almost $500.000 to
date and sponsorship of a Habitat for
Humanity house in New Orleans after
Hurricane Katrina through Vidal Sassoon’s
Hairdressers Unlocking Hope campaign. The
Logans also recently received, for the
second time, the Jeremiah Milbank Society
recognition for an outstanding contribution
to the Georgetown Boys & Girls Club.
Gordon says, “Giving back to our community,
our neighbors and our service men and
women is a privilege. These organizations
make a huge difference in the lives of so
many, and we are thankful that Sport Clips
has enabled us to contribute to these
worthy causes. Much of our contribution is
due to the efforts of the thousands of Sport
Clips team members and our clients across
the country. It is truly a team effort!” Reach
Gordon at 512-869-1201 or
gordon@sportclips.com.
Host your own Dining for Change gettogether and help make a difference in the
lives of those impacted by cancer, domestic
abuse and natural disasters. Join one of the
many small groups of beauty professionals
in homes, schools and salons, who are
coming together to network, enjoy each
other's company and a meal—helping The
Professional Beauty Association/ National
Cosmetology Association raise $150,000 for
three great causes. Reach Rachel Molepske
at 480-455-3453 or rachel@probeauty.org. To
register to host a dinner or to learn more, go
to ncacares.org/diningforchange.com.
APRIL 2010 23
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The Beauty Industry Report A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ
George Schaeffer advised BIR
that he has fulfilled his goal to
own a hair care company by
purchasing Aloxxi Hair Colour
from Alberto Culver, which
owned and marketed the brand
through its Nexxus professional
distributor network. George is the
sole investor and will run the
company as a completely
separate entity from OPI, where
he will continue his role as
president and CEO. Myriam
Clifford is the new entity’s
managing director. Reach her at
818-648-7331 or
mclifford@aloxxi.com. Reach
George at georges@aloxxi.com.
More next month.
Fromm International announces
its partnership with Kim Vō
Enterprises. More on page 21.
1 year ................$96 ............12 issues of the BIR
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International Subscriptions
1 year...............$120 ............Outside the U.S. (including
.....................................................eBIR emailed monthly FREE!)
Be on the lookout for new hair
care brands from previously
successful marketers. Steve
Stefano, who created Joico and
sold it to Zotos Intl., will
introduce Cinque Science, which
is in test market for the next two
months before roll out. Jim
Markham, who founded
PureOlogy and sold it to L’Oréal,
is planning a third quarter 2010
launch of his next hair care line.
Alleghany Pharmacal Corporation
was purchased in February by a
team of investors led by industry
veteran, Sam Maniaci, who will
serve as CEO. Read about his
plans on page 21.
BIR Special Deals
Traditional Subscription Offer:
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The Professional Beauty
Association will produce the new
International Salon & Spa Expo
Midwest on March 26-28, 2011, at
the Donald E. Stephens
Convention Center in Rosemont,
IL—two weeks after the 2011
America’s Beauty Show is
scheduled in downtown Chicago.
More next month.
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The Internet Age is here for pro beauty

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