Salon owner becomes an accidental activist

SEPTEMBER 2011
volume 14 issue 9
Salon owner becomes
an accidental activist
By Patricia Owen
A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ
highlights
2
Lafayette Jones’ Multicultural Report
5
Shauky Gulamani launches InGlam
6
P&G core brands grow across all channels 8
Nutra Luxe MD’s innovation strategy 10
Intercoiffure expands to new heights
12
5,000 attend first Houston Image Expo 13
Cosmoprof North America: Part 1
16
Larry Pata, John Perry retire
24
Education Beauty Zone USA debuts
24
Mane St.
2010 Professional Hair Color Study
VISIT US ONLINE
www.bironline.com
& check out BIR’s 2011 BIG! Show Calendar
This is your industry’s newsletter, and
BIR welcomes your feedback!
Mike Nave, editor
818-225-8353/mike@bironline.com
I invite you to connect with me on Facebook and
follow me on Twitter@MikeNave
by Mike Nave
EDITOR
A
s this month’s issue
goes to press, Beauty
Industry Report (BIR)
has just returned from
Cosmoprof North
America. What it showed
is that regardless of economic or market
conditions, we can always count on new
companies, products and people to continue
to bring new energy to our industry. Our
exclusive show report begins on page 16 and
continues next month.
In this issue, we visit with Shauky
Gulamani, who fills us in on his new line,
InGlam. P&G Salon Professional’s CEO
Reuben Carranza checks in with his annual
update on his dynamic company. Peter Von
Berg introduces his Nutra Luxe MD line of
innovate products for hair, skin, lips, eyes and
body. Lois Christie, president of
Intercoiffure, shares how the organization is
expanding its horizons. Finally, we report
from the new Image Expo in Houston.
Regards,
I
have never been involved in politics or
even interested in politics—and never
expected to be. I am passionate about
business. Over the years, one thing led to
another, and today, I find myself serving on
the Board of Directors of the U.S. Chamber
of Commerce and in a position to make a
difference for small businesses in America.
It all started by getting involved in my
local Chamber. Soon after joining, I was
approached to join the Small Business
Committee and then later served on the
board of directors as the committee chair.
Even though this group operates on a local
level, I began to see the similarities between
all small businesses with regard to their
needs and concerns. I enjoyed being able to
share my experiences with others and to help
develop programs and events. I discovered
that sharing experiences evolves into sharing
solutions among business people just like me
as we engage in impromptu debates on
everything from free parking to free trade.
I also became aware that our local
Chamber participates in the U.S. Chamber’s
Federation program. Several years ago, I was
invited to attend the U.S. Chamber’s
America’s Small Business Summit in
Washington, DC, an annual event that unites
small business owners, managers and
entrepreneurs from across the country to
learn, network and discuss common
legislative and management concerns. Out of
curiosity, I decided to attend, and found the
event to be even more exciting than anything
I imagined. I was exhilarated as I walked
through the halls of Congress for the first
time and to be able to meet with my
Congressman, face to face.
That was a life-changing experience, one
that made me realize that my voice really
The accidental activist...cont. on p. 2
The Beauty Industry Report Visit www.bironline.com
The accidental activist...cont. from p. 1
does matter; that it is my duty to express my
opinions and concerns to my elected officials;
that they need to hear from me in order to
do their jobs. If I don’t do it, who will?
The battle is won or lost with me and with
you. Therefore, I encourage you to get
involved. When you have an opinion, write
letters to your Congressional representatives
and meet with them whenever you have the
opportunity to share your story. Join business
organizations, such as your local Chamber of
Commerce and industry trade associations,
like the Professional Beauty Association (PBA).
PBA, which is made up of industry volunteers,
is advocating for you every day through its
government advocacy efforts on state and
national issues and will gladly help you make
your voice heard. Become an accidental
activist like me, so you can get involved and
make change happen.
_____________________________
Patricia Owen, owner of Faces DaySpa in
Hilton Head, SC, is a former Estee Lauder
educator and makeup artist. Faces, which
opened 28 years ago, was named the U.S.
Chamber’s Small Business of the Year for the
Southeastern US in 2009 and 2007, the SC
Small Business of the Year in 2006 and the
Hilton Head Island Small Business of the Year
in 1996. Patricia serves on
the board of directors of
the US Chamber and is a
member of the
Chamber’s Council on
Small Business and the
Professional Beauty
Association. Reach her at
patricia@facesdayspa.com, and visit
www.facesdayspa.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 SEPTEMBER 2011
Professional Consultants & Resources, the
leading strategic consulting company and
professional beauty industry data source, has
released its new, in-depth 2010 Professional
Salon Hair Color Study. It shows U.S. salon
hair color product dollars growing at 3.2%—the
fastest growing major product category—in an
economy emerging from recession. (In
comparison, overall salon hair care growth was
4%.) Growth came primarily from increased
salon visits and minor price increases in demi/
semi permanents and permanents. Hair color
services grew by 3.3%, as consumers’ frequency
of salon visits and demands for hair color
services started to rebound. Major findings are:
• Hair color makes a big comeback and is
projected to grow to mid-to-single digits by 2015.
• Salon industry distribution realignments
have abated, so all salon hair color companies
can grow.
• Hair color is the “axis service” that
generates other salon services and sales for hair
care products.
• Salon hair color services grew 3.3%, as
booth rentals continued taking share from
leading salon chains.
• Demi and semi permanents registered a
much higher growth and nearly double the
overall category.
• Permanents grew at slower rates, lower
than the category rate. That growth indicates a
new trend.
• Creams and gels totally surpassed liquid
hair color sales in the United States for a major
paradigm shift.
• L'Oréal, with Matrix, Redken, L'Oréal
Technique and Professionnel, was the
undisputed category leader
• P&G grew in full-service and follows
closely behind with its Clairol, Wella and
Sebastian divisions.
• Goldwell/KPSS ranked third, followed by
Schwarzkopf, both with flat to minor gains.
• Newer category entrants, like Sally’s
ION, Paul Mitchell, Joico and Tigi, continued
to steal market share.
• Aggressive new companies, like IT&LY,
Alfaparf, Pravana and Aloxxi, will increase the
category.
• New sections on hair color shipment
market shares for all leading hair color
corporations/by divisions show L’Oréal, P&G,
KPSS/Goldwell and Schwarzkopf as leaders.
Sally, Paul Mitchell, Farouk, Aveda, Framesi,
Tigi and Joico follow.
• L'Oréal’s INOA launch had mixed results
in salons. Its future is uncertain due, in part, to
pricing and performance.
• "Simple Cut N' Color" services were in
demand at booth rentals, and multi-chromatic
face framing highlights were hot.
“A really surprising finding is that Sally
Beauty’s ION brands have grown so
dramatically that they are now the fifth largest
hair color marketer, behind L’Oréal, P&G,
Goldwell and Schwarzkopf,” says Cyrus
Bulsara, president of Professional Consultants
and Resources.
The report also covers major new products
and line extensions in 2010-2011 and features
hair color and style trends, including the
“Beckham Bob," the "Pob,” “Mop,” “Aniston,”
"Hollywood Glam," "Peek-a-boo" and their
market impact, from top U.S. master colorists,
and identifies hair color products that will be
needed in the future by master colorists and
leading salons and chains.
The report is available electronically and via
hard copy. To order yours, contact Cyrus at
cbulsara@augustmail.com or go to
www.proconsultants.us.
Keune Haircosmetics USA opened its new
North American headquarters in Atlanta with a
two-day celebration for its U.S. distributors.
George Keune Jr. presided over the ribboncutting ceremony. It includes a flagship Keune
salon, space for hands-on learning and a
theater with audio visual capabilities to
produce shows and presentations. For the
balance of 2011, Keune will be buzzing with
academy classes scheduled every weekend,
along with two new artisan training classes.
For information about upcoming events,
contact Keune at 800-330-9302, ext. 208.
New is the Viviscal Professional brand,
exclusively for professional salons, spas and
dermatologists’ offices. This 100% natural
dietary supplement contains a higher
concentrate (28%) of the AminoMar C
Marine Complex, the key nutrients in the
original Viviscal brand, which nourishes
thinning hair from the inside and encourages
existing hair growth in those suffering from
temporary hair loss (SRP $60.00). “Hair loss
affects one in two men and one in three
women in the United States, making it a
common concern for millions of people,”
says James Murphy, CEO of Lifes2Good,
the natural health care company that owns
Viviscal. Reach Dina Elliot at JG
Communications Inc. at 201-310-3356 or
dina@jgcommunicationsinc.com. Visit
www.viviscalpro.com.
Dan Shorts joins European Touch as senior
vice president of business development. Dan
joins Dawn Holz in defining sales strategy
and expansion, strategic partnerships and
corporate relations. He will also be
developing new business opportunities both
domestically and globally and take an active
role in marketing. Dan was most recently
vice president of sales for Orly
International. Prior to that, he was the CEO
and founding partner of SpaElegance, a
distributor serving the U.S. spa industry.
Reach Dan at 800-626-6912 or
d.shorts@hotmail.com. Visit
www.europeantouch.com.
Kevin Barrett has been named president of
Kim Vo Enterprises. He was the vice
president of Fromm International for more
than 21 years. In his new role, he will
continue as an executive of Fromm and
focus time on Kim Vo Enterprises, in which
Fromm acquired an ownership last spring
and is leveraging its distribution network and
experience to help the new brand enter the
salon space. Fromm’s brands include André
Salon Apparel and Hair Apparel, Fromm
Premium Shears, Mebco Combs, Diane
Essentials and Edge-Ahead Shears. Reach
Kevin at 800-323-4252 or
kbarrett@frommonline.com. Visit
www.kimvo.com.
The second cohort of the Latino
Leadership Initiative (LLI), sponsored by
Harvard Kennedy School’s Center for
Public Leadership, wrapped up earlier this
month to wide acclaim. The weeklong
program, hosted in Cambridge, MA, included
classes on public speaking, teamwork,
negotiation and public narrative, as well as
sessions designed to help participants
develop greater self-awareness. Farouk
Shami, founder and chairman of Farouk
Systems, addressed the 40 college seniors
who attended this year’s LLI and spoke on
leadership and business. “With Latinos
expected to comprise nearly 30% of the U.S.
population by 2050, quality leadership is
imperative to this community and to the
nation,” says Andy Zelleke, faculty chair for
LLI. David R. Gergen, professor of public
service at the Kennedy School and director
of the Center for Public Leadership. “Our
goal is to equip the students to have a
deeper impact on their communities once
they return, and to stay connected with
them long enough to ensure that the
learning sticks.” Says Farouk, “Farouk Systems
is proud to be a sponsor of the Harvard
Latino Leadership Initiative. As part of our
sponsorship, we provide funding to allow
Latino students from six universities to
attend the weeklong seminar. Education is a
cornerstone of success and I am honored
that we can provide this opportunity for the
next generation.” Reach Farouk at
800-237-9175 or fshami@farouk.com. Visit
www.farouk.com.
Mark Kavonian joins the Sam Villa
Company as regional sales manager
responsible for the SalonCentric business in
the 13 western states. On the distribution
side, Mark has worked as a sales consultant
for Maly's West. On the manufacturing side
in sales management, he was highly
instrumental in the rapid growth and success
of Pureology and later ghd Styling Tools.
“With our new SalonCentric partnership and
our growth and development plans for 2011,
we needed someone capable of steering the
expansion of the Sam Villa brand into the
western region. Mark will be a wonderful fit
with our team,” states Beth Carson, senior
vice president of business development for
Allvus, LLC. Reach Mark at 562-334-5885 or
mark@samvilla.com. Visit www.samvilla.com.
Kristina Estabrooks is CND’s new global
education manager, responsible for the
management of international education
activities and domestic school programs.
She had been a CND education ambassador
for 12 years and a member of Team CND for
11 years for which she designed nail styles for
Fashion Week and led more than 13 boot
camps and requalification trainings in Korea,
Australia, Puerto Rico and France. Reach
Kristina at 800-833-6245 or
kristina.estabrooks@cnd.com. Visit
www.cnd.com.
An industry veteran with more than 40 years
of sales experience recently retired from
Spilo Worldwide, Bob Steuer is now
available on a part-time/project basis to
work with key accounts, conduct distributor
sales meeting and/or represent your
company at industry trade shows. He is
willing to travel anywhere at any time.
Contact Bob at 818-786-8030 or
818-521-8030 or rsteuer309@aol.com.
News continued on page 4
SEPTEMBER 2011 3
The Beauty Industry Report Visit www.bironline.com
News continued from page 3
Roy Westlake, president of Garland Drake,
passed away on July 20 at the age of 86.
Born in Los Angeles, he grew up in the San
Francisco Bay Area. He enlisted in the U.S.
Marine Corps and after his tour of duty, he
went back to school and earned an
engineering degree from the University of
California, Berkeley. Later, he earned a
master’s degree in business from Golden
Gate University and then a law degree from
Santa Clara University. For many years, he
worked in the aerospace industry. In the
mid-1960s, he was the manager and
marketing director for a new health and
wellness institute in Chicago. In 1968, Roy
became friends with Charlotte Jayne. In
1970, they began their first business venture
together. Then, on July 1, 1971, they decided
to share their lives together. As business and
social partners, they formed Carlten
Associates and sold mannequin heads to
cosmetology schools throughout the United
States. In 1987, they founded Garland Drake,
providing education and products for the
beauty industry. Garland Drake was an early
importer of hair for hair extensions and
other hair additions. In addition to Charlotte,
he is survived by his daughters, Diane
Sanchez and Kathleen Smith.
During Cosmoprof North America, BIR was
saddened to hear about the passing of Don
Wachs at 81. His son, Kevin, the president of
Earthly Body, shared the following
information. “Along with Mom (Laura), he
owned Laura's Beauty Supply for 35 years.
Dad pioneered the concept of extended
retail within the beauty supply business with
their extensive selection of fashion
accessories and gifts combined with
traditional beauty products and service. A
dedicated family man, he is survived and
missed by his wife Laura; sons Kevin (wife
Mare) and Neil (wife Debbie), grandkids Joe,
Nick, Cam and Taylor and countless
friends/customers and business associates.”
BIR had the privilege not only of knowing
Don, but his wife Laura worked for our
distributing company during a time long
gone by. Laura’s Beauty Supply was a
customer that purchased beauty supplies
from us. Reach Kevin at 818-993-3883 or
kevin@earthlybody.com. Visit
www.earthlybody.com.
Gene Martignetti, 59, originally from New
Milford, NJ, died in Rome, Italy, of natural
causes. Gene has touched the lives of so
many people and was loved by all. It all
began for Gene when his fifth-grade teacher
signed his yearbook “To the boy who
introduced men’s hair spray to the fifthgrade class. May you try and be more
positive, ha ha.” Literally born into the
professional beauty industry, his mother,
father, two sisters and brother were all
hairdressers. Wanting nothing to do with the
salon business, after college, he opened
Gene’s T & W Ice Cream, the first franchised
ice cream shop in New Jersey to offer frozen
yogurt before anyone knew what it was.
After the passing of his father, he stepped
in to run the family’s distribution business. In
1977, he accepted a position with Allen
Arthur, Inc., a hair goods firm with which
his family had done business. There, he
signed Terry Bradshaw to a 4-year
endorsement contract for men’s hairpieces.
Again, Gene was ahead of the trend by
developing men’s hair loss treatments before
anyone had heard of hair replacement. Gene
quickly moved from district manager to
general manager.
After 15 years with the company, Gene’s
youngest son, Corey, was diagnosed with
leukemia, and Gene resigned to spend more
time with his family. After six years of
treatment, his son was declared cancer-free.
Gene next joined KMS as vice president of
sales and marketing, and put the small
company on the beauty industry map in
three short years. Gene’s reputation for team
building, people skills and marketing savvy
soon caught the attention of Robert Taylor,
who hired Gene as president and COO of
Graham Webb International. Gene put
Graham Webb International in competition
with some of the biggest names in the
industry, far surpassing growth expectations.
He developed and introduced the Back To
Basics line. Graham Webb International was
eventually purchased by Wella Corp. (now
P&G Salon Professional).
Now at the top of his game, Gene and his
family were struck with tragedy once more.
Corey re-lapsed and received a bone
marrow transplant from his older brother,
Gino, to save his life. Gene’s 21-year marriage
collapsed and ended in divorce. Graham
Webb International then announced a move
to California. It all happened within one
month. Unable to move due to his son’s
health, Gene took a position as president
and COO of Beautopia, Inc., after which he
moved on to develop his own brand.
Inspired by his family’s medical history and
fueled by his research of the endless list of
dangerous chemicals found in traditional
beauty products, he launched a healthconscious company, Simply Organic, Inc. in
2001 with the help of top medical and
industry professionals from all over the
world. Simply Organic provides luxurious
services through natural and health
conscious products. Gene’s mission was to
share new ways to incorporate healthier
choices into salon clients’ everyday lives,
while introducing wellness information to
the professional salon community.
Yet Gene’s greatest pleasure came from
spending time with his three children, as
well as from his long-standing ties with
cancer research and children's causes,
including Cancer Kids, The Children's
Cancer Research Fund, The Leukemia
Research Foundation and his own Stand
With Me Foundation, a charity to help kids
both sick and healthy across the country.
The family suggests memorial donations
toward the reestablishment of the Stand
with Me Foundation, a longtime passion of
Gene’s. More information can be found at
www.genemartignetti.com.
News continued on page 20
4 SEPTEMBER 2011
The Multicultural Report
C
larisa Wilson has been named president of
Fashion Fair Cosmetics by Johnson
Publishing Company. Launched in 1973, the
company produces a global prestige cosmetics
brand for women of color that is sold in the
United States, Canada, the United Kingdom,
France and the Caribbean. Clarisa began her
career with Revlon's Caribe Division and
worked at Worlds of Curl as the director of
cosmetics. She served Johnson Publishing
Company as director of sales and marketing for
Ebone Cosmetics. She was global vice
president and general manager of Mizani, a
division of L’Oréal USA. Most recently, she was
president of Carol's Daughter, re-launching the
11-year-old boutique brand into a national
beauty brand for women of color.
Sally Beauty Company continued its
support of black cosmetologists at the
National Beauty Culturists’ League’s (NBCL)
92nd convention in Indianapolis. For the past 10
years, it has sponsored the annual board of
directors luncheon. Since 2000, it has
presented 10 $1,000 scholarships each year to
multicultural beauty professionals at this event,
for a grand total of $100,000 given to NBCL
members. That makes more than 100 AfricanAmerican salon professionals who have
benefited. Contact Katie B. Catalon, NBCL
president, at 202-332-2695, or
kbcatalon1@bellsouth.net. Visit www.nbcl.org.
Each year, Sally presents Partners in
Progress Vendor Awards at Cosmoprof North
America. Honored this year was Strength of
Nature, which manufactures Profectiv, Elasta
QP and African Pride. Reach Mario de la
Guardia, founder, at 888-451-9890 or
mario@songlobal.com. Visit
www.strengthofnature.com.
In Pepper Miller’s book, Black Matters in
Marketing: 20 Truths about Black America
Today, published by Paramount books, she
writes that during the Civil Rights era, blacks
generally moved in sync but that is no longer
the case. “African-Americans today are more
splintered than they’ve ever been,” she said in
an interview on rollingout.com, a black news,
celebrity and entertainment website.
Marketers, retailers and advertisers need to
by Lafayette Jones
take that segmentation into account. The
segmentation occurs along income, education
and business ownership lines. Census data
show that the percentage of blacks over age 25
who have completed high school or college
rose from 66.2% in 1990 to 78.5% in 2000 and
to 83% in 2008. As the percentage of black
Americans who have college degrees has risen,
so has their income. The number of blackowned businesses has also grown to more than
2 million. Because most black Americans speak
English, corporations might believe, as they do
with Hispanics, that language is the only
cultural identifier. They might overlook “what
we (black consumers) do or how we think…race
and identity and ethnicity are very important in
culture; they are intertwined,” notes Pepper. To
order the book, call 888-787-8100. Visit
paramountbooks.com.
Children are an important consumer
segment for many multicultural hair care
marketers. Several children’s writers have
published books to help children of color
identify with and celebrate their unique hair
structure and texture. In Carolivia Herron’s
book, Nappy Hair, (Random House Children’s
Books), her young heroine talks about how
much she likes her hair because it came from
God and is the “only perfect circle in nature.”
Bell Hooks presents a simple rhyming book
that highlights many different varieties of
“nappy hair—smooth or patted down, pulled
tight, cut loose” in Happy to Be Nappy
(Hyperion Books for Children). I Love My Hair!
by Natasha Tarpley (Little Brown Books for
Young Readers) encourages African-American
children to feel good about their hair and be
proud of their heritage. Forward thinking OTC
stores might think about stocking books like
these since it would offer a new category of
merchandise. Both retailers and product
marketers would find the books helpful for
learning about consumers’ challenges and
thought processes. Visit www.amazon.com.
International Beauty Brands has been in
the fragrance and personal care product
manufacturing and distribution industry for
more than 20 years and handles 6,000 brands.
One of its celebrity signature brands is the skin
care line Derm Essentials with products
endorsed by Laila Ali, former professional
boxer and daughter of Muhammad Ali. Her
products, which are designed for the global
complexions of all women, use plant
derivatives, plant-based compounds and sea
kelp extracts for essential oils. Ultra Hydrating
Moisture Body Lotion is one in the line of six
products (13 ounces/SRP $13.00). Visit
www.internationalbeautybrands.biz.
Free Your Mane Restorative Hair Oil is a
natural, ultra-light formula for frizzy or unruly
hair. Great for extensions, the oil blend is
paraben-free containing baobab seed oil from
Africa, ultra-moisturizing argan oil from
Morocco, anti-oxidant rich pomegranate seed
oil and sweet almond oil (4.1 ounces/SRP
$18.00). Visit www.freeyourmane.com.
Treasured Locks H2G Hair Growth Serum
features emu oil and essential oils to reduce
inflammation, increase circulation and improve
the growth phase of the hair (4 ounces/SRP
$20.00). Visit www.treasuredlocks.com.
Fekkai’s Advanced Essentials Shea Ultrarich Butter Mask is a treatment with shea
butter and sweet almond protein to moisturize
and strengthen very dry, coarse or unruly hair (7
ounces/SRP $30.00). Visit www.fekkai.com.
The Mane ‘n Tail Herbal Gro System
features herbs that nourish and condition hair
and scalp. The micro-enriched protein formula
is designed to leave the hair stronger and
longer (12 ounces/SRP $4.49). Visit
www.manentail.com.
Luster’s Renutrients Slick Stick is a light
weight styling wax that molds and sculpts hair
with shine. It is ideal for spiking, ponytails,
twists, tapered cuts and more (2 ounces/SRP
$5.99). Reach Jory Luster. president, at
773-579-1800 or jluster@lusterproducts.com.
Visit www.lusterproducts.com.
Lafayette Jones is CEO of SMSi-Urban Call
Marketing, a promotion and
marketing company, and publisher
of Urban Call custom publications.
Contact him with your
multicultural news at 336-759-7477
or president@smsi-net.com and
visit www.smsiurbancallmarketing.com.
SEPTEMBER 2011 5
The Beauty Industry Report Visit www.bironline.com
Shauky Gulamani debuts InGlam products, GEM tools
A
fter a successful career as a senior
executive with two major salon hair care
marketers, Shauky Gulamani recently decided
it was time to do his own thing and created a
new company, InGlam (the name represents
innovation and glamour). Beauty Industry
Report (BIR) recently sat down with Shauky,
who said, “It’s a company that I started with the
goal to support and help the professional salon
industry with innovative products to provide
their customers with glamour—after all we are
in the beauty industry.” Read on for more of his
thoughts and to learn what to expect from this
new company.
BIR: Hi, Shauky. Please tell BIR’s readers the
philosophy behind your new company.
Shauky Gulamani (SG): In doing research
over the last year and a half, I have had many
meetings with distributors. I have heard one
comment over and over, which is that today,
manufacturers that are bringing new brands to
the market don’t really understand the
professional salon market, and they are
expecting the distributor to do their job. With
my 28 years in the industry, the advantage I
have with InGlam is that we know how to
support the professional salon products
distributors, salons and stylists with truly
innovative products, valued education,
effective marketing and public relations.
BIR: How will InGlam deliver on its promises
of innovation and glamour?
SG: Innovation is going to be a key essential
component to our company, so stylists can
provide their clients with the newest technical
services, best tools and newest products, while
always keeping glamour in mind. After all, that
is what the clients come to us as stylists for.
BIR: A few months ago, you mentioned your
goal was to have full distribution coverage
throughout North America by fall. That was
an audacious goal. Did you achieve it?
SG: We are very fortunate that we have had
a tremendous response from the distributors,
but we are taking our time and choosing the
right long term business partners. Our mission
is to seek out the best independent,
entrepreneurial, family-owned distributors that
are truly in the business just like us to help
6 SEPTEMBER 2011
Our hair dryer produces the maximum
professional stylists and salons be more
amount of Ions, and our hair styling irons
successful. At this point, I’m proud that we
have more than two-thirds of the United States feature temperatures that heat up from 410 to
and part of Canada covered, as well as some of 450 degrees with ceramic, tourmaline and
titanium science. We are launching a collection
the international markets. We are still seeking
of hair brushes that are based on hair textures
some distributors that have the same ethics as
to make it easier for
we do, which is
stylists to work smarter
to provide
and not harder.
stylists and
In October, we’ll add
salons with
our first service, the GEM
innovative,
Thermal Eco Complex
diversion-free
Keratin-Free Controlling
products.
Retexturizer, a 2-phase,
BIR: You
patent-pending botanical
mentioned
system that offers total
your
control of hair without
company’s
the
use of formaldehyde,
philosophy is
InGlam’s new GEM tools promise “Glamour, Energy
and Magic” to the user.
aldehyde or other harsh
“To be true
chemicals. The 100% vegan formula with wheat,
and real to salon professionals.” Share more
corn and oat proteins is developed to strongly
about that and what will show up for salon
bond to the hair to provide deep conditioning
professionals in their world that reflects
effects and to retexturize the hair. As a result,
“true” and “real.”
the stylist can reduce unruly volume while
SG: As a salon professional myself, I am
controlling waves, curls and taming frizz to
tired of companies that lie to the hairdressers
permanently straighten or smooth hair, based
as they use them to build their brands. Our
on what final results you want to achieve.
company philosophy is to be true and real—to
Support products will include GEM Texture
simply provide stylists with products with the
Control Shampoo, GEM Texture Moisture
truth behind them and always be real.
Masque and GEM Blow Out Styler.
BIR: GEM (Glamour, Energy, Magic) is the
BIR: You said that you are bringing to market
brand for your tool line. Please give our
the first scalp exfoliator. What’s that about?
readers a brief overview.
SG: Modern Textures by Shauky is
SG: Initially, we have launched the GEM
launching six products, including one called
Ergo Patented Hair Dryer and four styling
HairScrub. HairScrub is a product a salon can
irons—the GEM TECHNO410 Ceramic Science
retail to clients as a once-a-week treatment
Hair Styling Iron, GEM FLASH430 Tourmaline
that exfoliates the scalp while simultaneously
Ionic Science Hair Styling Iron, GEM
clarifying and detoxifying the hair and scalp, to
VIGOR450 Titanium Ceramic Hair Styling
help products perform even better. This is great
Iron and GEM MEDIA Tourmaline Ionic
because the stylist is not replacing current
Science Hair Styling Iron with Built in MP3
retail dollars but expanding them.
Player. This fall, we’ll introduce the GEM
BIR: Tell me about the rest of the line.
FLASH430 ½-inch Tourmaline Ionic Science
SG: Modern Textures also includes
Hair Styling Iron, GEM VIGOR450 1-inch and
1 ½-inch Titanium Ceramic Curling Iron, GEM FashionElixir, a leave-in styling conditioner;
FreeForm, a creative modulating cream;
MOBILE Ceramic Science Hair Dryer and Iron
FlexiGlass, a gel concentrate pomade;
accompanied by a strong salon retailing
TextureThreads, an extreme fiber glue and
program to help salons get into the business of
retailing tools, which they started, then gave up PowderStyle, an instant volumizer and
texturizer. This fall, we’ll be adding
due to diversion.
ShineXpress, a weightless shine spray;
ShapeStyle, a fast drying working volume spray
and BoldHold, a fast drying firm finishing spray.
BIR: You have had an amazing career. Please
bring us up-to-date on your journey.
SG: I have been blessed in that I have had
the opportunity to be in many roles in this
business, including stylist, salon owner,
educator, platform artist, distributor sales
consultant, distributor and many roles with
major manufacturers in sales, education and
marketing. Having the opportunity to be in so
many roles, I am blessed to truly understand
the business and offer stylists and salons with
what they need to develop their craft and
grow their business.
BIR: Tell me about your team.
SG: We are growing on a daily basis. We are
a family-owned company dedicated to helping
the salon professional. Currently, we have 30
people employed in our company. I am very
lucky that I am surrounded by the best people.
I have two partners who allow me to run the
company the way I want and are there to
support me. I don’t believe in a big
management team; rather, I believe in people
who work with me as team members to do
whatever it takes to get the job done.
venues. One thing I will say is that as a
BIR: In a crowded marketplace, what do you
company, we will never sell online directly to
see as your brand’s point of difference to
consumers, as we are not in the business to
both beauty professionals and consumers?
compete with salons.
SG: Innovation, education and public
BIR: How is your sales team structured?
relations are the key differences to our
SG: Currently, we have two vice presidents
company. Our goal is to be the best company
of sales—one focusing on domestic
dedicated ONLY to professional stylists and
distribution and the other on new
salons.
business development and
BIR: Tell me about
international. Also, we have six
your online
business development specialists,
marketing, sales and
who support our distributors on a
education
daily basis. Our company sales
initiatives, including
leaders are experienced industry
but not limited to
professionals and hairdressers, so
your social media
they understand our company’s
outreach.
goal and vision.
SG: We are very
BIR: Tell me about your
aggressive with our
distribution network.
online marketing to
The Modern Textures collection by
SG: We have 16 distributors in
get our message out
Shauky features the first hair scrub, the United States with more
to the consumer. In
which helps salons expand—not
coming on board. Our ideal
addition to our
replace—their current retail sales.
distributor is an independent
website, we are
distributor who is truly in the business to
active on our Facebook, Twitter and YouTube
“As a salon
professional, I
am tired of
companies that
lie to the
hairdressers as
they use them
to build their
brands.”
support professional stylists and salons on a
daily basis, a distributor that believes in
education to help stylists always do the best
and a distributor with a team of sales
consultants who want to help stylists and
salons grow on a daily basis. We do not want
order takers.
BIR: Tell me about your education program.
SG: Education is a key part of our company.
Currently, we have 25 educators nationwide
and are continuously adding new team
members. We offer various educational
programs from in-salon events to major trade
shows. Chris Campbell is currently in charge of
our marketing, shows and education.
BIR: What is your long-term vision for
education?
SG: To constantly provide the best
education to the industry via everything from
in-salon personal events to DVD and online
education.
BIR: What role do salon and dealer shows
play in your marketing and sales program?
SG: Salon trade shows and distributor shows
are very important to us because they provide
the opportunity to touch the stylists and share
with them our education, product knowledge
and the newest trends and techniques. As a
company, we will not do any shows without
partnering with our distributors.
BIR: Product diversion continues to plague
the professional beauty industry. How do
you plan to protect your exclusive brand?
SG: It’s simple—We have contracts with our
distributor partners, and if they are caught
diverting, then they are terminated. As a stylist
myself, it is very important to protect my
fellow stylists from diversion.
BIR: What inspires you?
SG: When I hear from stylists who thank me
for making a difference in their lives, that keeps
me going and inspires me to serve them more.
BIR: What would BIR's readers be surprised
to learn about your company?
SG: That we are a full-service company that
will offer salons everything from professional
technical products to hair care and appliances
both for professional use and salon retail that
will always keep innovation in mind.
To learn more, reach Shauky Gulamani at
760-775-9630 or sgulamani@inglam.com. Visit
www.inglam.com.
SEPTEMBER 2011 7
The Beauty Industry Report Visit www.bironline.com
P&G core brands grow across exclusive, open channels
P
&G Salon Professional’s CEO Reuben
Carranza leads P&G’s pro business in the
United States and Canada for the Wella
Professionals, Sebastian
Professional and Nioxin
brands in the exclusive
channel; and the Clairol
Professional and Wella
Color Charm lines in the
open-line business. Beauty
Industry Report (BIR)
Reuben Carranza, checks in with Reuben
CEO
annually to get P&G’s read
on the salon industry at large and to learn
more about how the beauty giant goes to
market in the professional business.
A son of an Arizona hairdresser, Reuben has
a deep and abiding love for the salon industry.
“It’s a perfect blend of art and business,” he
says, “and is the place where all beauty
breakthroughs happen.”
As the industry prepares for the last big
quarter’s business in 2011, Reuben talks with BIR
about the health of the beauty business, about
his newest brands and about what’s new in
combating diversion.
BIR: How do you think 2011 is shaping up in
the beauty business?
Reuben Carranza (RC): It’s been a tough
year, but it’s also been a good year. The good
news is as P&G and many other studies show
that last year, we as an industry started to grow
again, at a rate around 3%. The bad news is that
we’re still below where we were in 2007.
The real bright spot continues to be hair
color, which I think is fantastic, because it
shows that the fundamentals of the salon
business—services—are and continue to be
strong. We’ve seen the results first-hand, with
month-on-month increases in our Wella color
business at the store level and to the salon.
BIR: What about your business? You have a
mix of products and two different go-tomarket models.
RC: We’ve been very deliberate in crafting
our portfolio to offer a family of brands that
enables the hairdresser to communicate her
vision of beauty to a diversity of clients:
proven, quality products at a variety of price
8 SEPTEMBER 2011
brand, and I am extremely excited about the
points. Our products and education always
next stage in Clairol Professional’s growth.
position the hair stylist as the expert to her
I have to give a shout-out to our other
clients, arming her with technology she can
trust implicitly. It’s taken us some time, but now open-line brand, Wella Color Charm, which
has done blockbuster business this year.
we feel that we have the right portfolio to
Permanent color in a liquid format is a critical
support the salon professional with the
tool in the North American hair colorist’s
strength and depth she deserves.
portfolio, and we are proud to be able to offer
Our fiscal year just ended June 30, and we’re
her two such beautiful and reliable options in
very happy with our performance. Our core
Wella Color Charm and Clairol Professional.
brands continue to grow across both the
BIR: What’s new in your exclusive business?
exclusive and the open-line channels. Every
RC: We made a
day, we’re inspiring more
huge move with the
stylists to use their skills
launch of Wella Hair
and their artistry to delight
Care and Styling in
more clients than ever
North America. Wella
before. And we’ve been
is PGSP’s global
incredibly busy working on
flagship brand, but
every brand.
we in North America
BIR: Please tell BIR’s
never had the full
readers about some of
care and styling
your 2011 launches.
proposition to make
RC: We started the year
the most of our
by reinventing our most
strength in hair color
iconic brand, Miss Clairol,
with Koleston
to create the new Clairol
P&G Salon Professional launched
Perfect, Color Touch
Professional Liquicolor
Wella Hair Care Brilliance to rave reviews.
and Blondor. The
Permanente, which
launch has been phenomenal, blowing past all
combines technological innovation with oldour expectations, with reorders within a month.
school performance for up to 84% better
We debuted with the Wella Hair Care
conditioning than the leading cream color. I
Brilliance line for color-treated hair and have
love how we’re bringing newness to the openbeen and will continue to extend the line
line channel; it’s not only important to our
through next year. For the most recent regimen,
business—offering quality results at a value
“Age Restore,” we won Prevention magazine’s
price is vital to the business of many
hairdressers in this economy.
award as the No. 1 age-defying shampoo. In
You might know that John Perry, the
addition to the shampoos and treatment
longtime sales leader of the Clairol Professional products, Wella now also has a wide range of
business, retired at the end of August. In fact,
stylers, which were used to create the runway
we had a huge retirement celebration for John
looks at the New York, Milan and Berlin Fashion
during Cosmoprof, with many tributes from
Weeks. You’ll hear more in the next few weeks.
past and present Clairol-ites. At the end of the
As if we didn’t have enough news, we also
evening, there wasn’t a dry eye in the house.
restaged our Nioxin brand to take advantage of
We were fortunate to have had John lead the
the breakthrough technology available to us
open-line brands during a time of transition,
from P&G research science. This brand is
and he has hand-trained the key people on the
already the category leader, and we have only
business to operate with excellence going
made it more powerful. For instance, our
forward, working with some very retail-savvy
research uncovered that three out of four
P&G sales professionals. Add that to the
adults in the United States experience thinning
technological muscle P&G had brought to the
hair, whether in the form of excessive shedding
or breakage, but few know that they can do
anything about it. That’s a tremendous
opportunity for the salon industry.
Finally, I can’t forget our Sebastian brand. It’s
the first PGSP brand re-launched under my
leadership, so it’s very close to my heart!
Sebastian brought out a great new regimen
called Color Ignite. The concept is that hair
has different cleansing and conditioning needs,
based on the type of color service the client
has received. Sebastian has one regimen for
hair that is single-tone-processed and another
for multi-toned, multi-processed hair. This is a
perfect expression of our mission to position
the stylist as the expert; making a Color Ignite
retail recommendation to a client a natural
outgrowth of the service and extending the
benefits of that service to the client at home.
BIR: Doesn’t that new volume put pressure
on your distribution and increase diversion?
RC: I simply don’t accept that diversion is
the price of doing business in the salon
industry. What I do believe is that we have to
combat diversion in a fresh way. Every
manufacturer tracks products after they’ve
appeared in unauthorized outlets, but we use
high-tech methods to curb diversion before it
starts. PGSP has a team of asset protection
pros inside and outside the company, which
flags high-risk order situations before they
occur and monitors and identifies the source
of distribution in unauthorized outlets. This
cutting-edge approach has made us successful
in pulling the plug on diversion in online
retailers, as well as in brick-and-mortar outlets.
Our object is to make it difficult and
expensive for unauthorized retailers to deal in
PGSP products, and we’re seeing results.
Recently, we worked closely with the state of
California to obtain a court judgment against a
notorious re-distributor who was supplying
some of the biggest retailers in the state.
The world has changed. Internet diversion is
big and getting bigger, and it has to be fought
using cutting-edge technology. Our methods
have resulted in getting products removed from
80% of the websites we’ve uncovered. The two
biggest internet retailers of professional
products have delisted PGSP products
completely. It’s just not worth their while.
For example, we recently signed an
agreement with an e-commerce merchant,
“Our ultimate
goal is to make
it so difficult,
so costly and
so painful for
diverters that
they avoid our
products
altogether.”
www.enterprise.com, which resulted in them
pulling product and promotional imagery from
more than 200 websites that were selling
Nioxin and Sebastian. That’s a big win, but—
even better—they also agreed not to sell any
P&G Salon Pro products in the future. We also
won a six-figure cash judgment.
Our ultimate goal is to make it so difficult,
so costly and so painful for diverters that they
avoid our products altogether. If the price of
success is eternal vigilance, we’ll pay it.
BIR: What’s next for P&G Salon Professional?
RC: At this stage, we have re-launched or
reinvented all our core brands, and we believe
that the innovation and excitement we’ve
injected into our portfolio offers us
tremendous momentum. We’re taking
advantage of that force to increase the focus
on the salon stylist and colorist.
Last spring, we held our first PGSP Student
Stylist Competitions at America’s Beauty
Show and Premiere Orlando. Students are the
heart of our industry, and we have come to
understand the passion, the commitment and
some of the challenges the next generation of
salon professionals faces through our
relationship with our P&G partner schools.
The event was a recognition for the
students but also a celebration of their career
choice—something that doesn’t happen often
enough in the lives of new hairdressers. During
the program, industry icons like Sassoon’s
Stephen Moody talked about how their choice
of hairdressing as a profession led them to
levels of success they’d only imagined.
We offered cash prizes and educational
opportunities to the winners, but I think the
true reward was the opportunity for the
students to demonstrate their artistry in front
of an audience of licensed professionals.
Our education group, under the leadership
of Creative Director Fabio Sementilli, has
reached a new level of capability to help our
salon customers grow their businesses
aggressively. You’ll be hearing more about the
Wella Top Stylists, the Nioxin Experts, the
Sebastian Stylist Design Team and the Clairol
Professional Artistic Team soon.
And finally, we’re coming up on what will be
our most exciting event of the year, Wella
International Trend Vision in New York
October 29 and 30. This is the first time
International Trend Vision has been held on
this side of the Atlantic, and our entire
organization is thrilled for the opportunity to
host 2,000 salon professionals from all over
the globe in the fashion capital of the world.
International Trend Vision is a three-tiered
event: first, it’s where Wella Professionals
releases the next year’s trends, based on
extensive research into fashion, pop culture
and color and style, as well as the work of
Wella artists like Global Creative Directors
Eugene Soulieman and Josh Wood. Second, it’s
a competition that allows hairdressers from
more than 80 countries to show their
interpretation of Wella trends. And last, it’s
where the world’s best hairdressers meet,
mingle and get inspiration from one another.
We’re measuring our success by how
effectively we empower the salon professional,
and I can tell you that we expect the next 12
months to be our best yet.
Reach Reuben Carranza at 800-829-4422,
ext. 4727, or carranza.ra@pg.com. Visit
www.pg.com.
SEPTEMBER 2011 9
The Beauty Industry Report Visit www.bironline.com
New product innovation drives sales at Nutra Luxe MD
P
eter Von Berg, president of Nutra Luxe MD,
is an aggressive manufacturer of a line of
exquisitely packaged specialty beauty products
for the skin, eyes, lips, body and hair. In
reporting from salon and spa shows, Beauty
Industry Report (BIR) has had the opportunity
to get to know Peter and learn the keys to his
success, which can also benefit many other
small- to mid-sized companies. We are pleased
to share our conversation with BIR’s readers.
BIR: Welcome, Peter. Please share your
formula for success with BIR’s readers.
Peter Von Berg (PVB): Small- to mid-sized
companies succeed primarily as a result of new
product innovation. To stay competitive, they
constantly explore new systems, ingredients,
devices and delivery systems. Because of their
lower marketing muscle, they must generate
interest from as many resellers/distributors as
possible by providing outstanding products.
They must offer innovation and “newness!”
We all know that big business is often driven
by marketing and not necessarily by product
performance. For example, how can you
explain that the fastest growing skin care
company today is a media company that uses
its TV channels to sell skin care? Or do you
believe that all those Hollywood stars who
appear in the infomercials regularly use the
drugstore cosmetics they are hired to promote?
Small- to mid-sized companies must also be
agile in order to take advantage of the small
window of opportunity that’s available to stay
ahead of big companies before they introduce
similar or identical products into the mass
markets, killing the small business markets.
Larger companies are constantly looking to see
what is new, what’s trendy at the moment and
what is selling well. They are prepared and able
to create knock offs or come out with some
similar version, which is often inferior. We see
that happening with face brushes right now.
Using the same claims and also their marketing
power, they are able to convince the consumer
that their products perform equally—even
though they offer completely different
products. The result for the smaller company is
that unless it moves quickly move to create
another new and innovative product or
10 SEPTEMBER 2011
new dimension to effective skin care. First, you
improve the existing one, its product sales will
have to understand that almost all creams and
be eroded as a result of getting out-gunned by
lotions are made from up to 70% water and
the larger company’s marketing/advertising
clay, then silicon, preservatives, stabilizers,
firepower.
emulsifiers and some active ingredients.
BIR: Peter, every time I visit your booth at
The encapsulation technology of Nutra Luxe
various shows, I am impressed by the
MD eliminates all of those useless byproducts.
number of cool and beautifully presented
We take all the ingredients and form them into
products your company markets. Please
little capsules, which we suspend into a serum.
share your product development process.
Absolutely no preservatives or other chemicals
PVB: Nutra Luxe MD stays close to the
are added, which makes this product perfect
market and to our customers and consumer
base by exhibiting our products at more than 10 for allergic or sensitive skins, as well as for use
after procedures, like laser treatments.
shows a year. We learn first hand what our
BIR: Laser products continue to become
customers are looking for. Newness is the
more affordable and are being used in a
driving force in the beauty industry, and our
number of collections for skin and hair, such
objective always was and will be to stay ahead
as your Nutra Laser Hair Therapy. Please tell
of the curve.
our readers about it.
BIR: You’ve stated that your goal is to make
PVB: Nutra Laser Hair Therapy is a new
available scientifically advanced, clinically
treatment system that has been proven in
proven anti-aging skin therapies. Can you
numerous hair restoration clinics to be
briefly describe the process you go through
effective for women and men
to make that happen?
with hair loss. Thousands of users
PVB: After we hear and
have experienced the benefits of
learn about new products,
this non-invasive, pain-free laser
we evaluate them to see if
treatment. Our treatment system
they are within our
includes a hair brush-like laser
technical expertise and if
comb with 16 low level cold laser
they fit into our product
diodes, plus a proprietary hair
mix. Then, we research the
tonic that contains prostaglandin,
technology and
the same active ingredient found
components. Product
in eyelash/eyebrow enhancers,
development is the next
and is now used successfully for
step, followed by safety
the head hair with excellent
and efficacy testing. Nutra
clinical results.
Luxe MD is lucky to have
Nutra Luxe MD offers a variety of BIR: Clarisonic is the market
A. Hawrych, MD, a
innovative beauty products.
leader in skin care cleansing
renowned facial plastic
and skin stimulation units featuring a
surgeon, on its Medical Advisory Board to test
rotating brush. How does your Nutra Sonic
new products in vitro in his skin care clinic
Professional Facial Cleansing System
before they are launched. Finally, we create the
compare?
appropriate packaging and labeling, then take it
PVB: The oscillating Nutra Sonic Face Brush
to the next show to introduce the product to
from Nutra Luxe MD is an advanced German
the market.
engineered device, with final assembly in the
BIR: You feature encapsulated technology in
United States. The rechargeable, batterysome of your better selling products,
powered Nutra Sonic is water-resistant and can
including your Intensive Face Lift. What’s
be used in the shower, bath tub or at the sink.
that all about?
The oscillating brush provides a more than 50%
PVB: Nutra Luxe MD is very proud of this
larger cleansing surface compared with
proprietary technology, which brings a totally
“Newness is the
driving force in
the beauty
industry, and
our objective
always was and
will be to stay
ahead of the
curve.”
Clarisonic. The brush also comes with four
distinctive oscillation modes for sensitive skin,
normal skin, for the body and a unique so
called “Jitter” mode—an oscillation speed you
can also use with a crystal cream for
microdetermination. The newest product is a
proprietary pumice stone attachment, which
can be used to clean the heels and elbows, as
well as a sponge attachment for
microdetermination. Those two attachments
are only available with the Nutra Sonic Face
Brush. Nutra Sonic also comes in two different
sizes. The standard home unit and the Travel
Companion, which is a small, 2-speed travel
version that fits into every toiletry bag. The
chargers on both units are universal and the
brushes have a one-year full warranty. The
Nutra Sonic Face Brushes are also significantly
less expensive than the other brand, so they
are affordable for almost everybody who
wants to experience clean and healthy skin.
BIR: Tell me about your background. How
did you get to where you are today?
PVB: I started my first business in 1978 and
have owned companies developing and
manufacturing medical devices ever since.
My background and the opportunity to
work in the field of open heart surgery in
several hospitals and also my involvement
in the early stages of the next generation of
dialyses treatment and the development of
new procedures and equipment resulted in
me developing new products and systems
and filing more than 200 patents
worldwide. In 1989, I sold all my companies
in Europe. After moving to the United
States in 1991 and starting another medical
device company, which I sold four years
later, I decided to do something in the skin
care area. I have very sensitive skin and
every cream I bought and used caused me
to break out. My plan was to develop a
product that people like me are able to use
without having to live with this unpleasant
side effect. The Nutra Luxe MD
encapsulation products are the result of
years of research and development and
solved my problems. I recommend that
people which have the same problems to
try these products and also experience the
amazing results.
BIR: What in the professional beauty
marketplace indicated there was an
opportunity for your product line?
PVB: I wanted to stay within my experience
working with doctors, but at the same time
stay away from medical device regulations. I
saw the need for affordable products that were
free of chemical byproducts and could be
safely used by all skin types and ages.
BIR: What is your hero product?
PVB: We have three. Number one is our
Nutra Luxe Lash eyelash enhancing product.
We are one of the few companies that have
performed several outside lab studies on safety
and on effectiveness. Number two is our Nutra
Sonic Oscillation Face Brush, which was
introduced in 2009 and today rated by the
consumers as a serious option to the other
heavily advertised brand. Number three is our
Laser Comb for customers with thinning hair.
BIR: How do you distribute your line?
PVB: We acquired our customer base, which
is primarily spas, salons and doctor offices.
through our presence at specific trade shows,
through mailings, magazine ads, temperament
and word of mouth. We also sell through
distributors and have a presence on TV
shopping channels.
BIR: What recommendations do you make to
your resellers maximizing your line’s sales?
PVB: Product knowledge is the key to a
successful sale, as a manufacturer as well as a
reseller. The potential buyer has to be
convinced that the person selling the product
is professional and gives the client the comfort
that what she hears is true.
BIR: What is your company’s greatest
accomplishment in the five years?
PVB: Growing to the size where we are
today with endurance, commitment,
perseverance and without any outside
financing while offering a product line and
program we are proud of.
BIR: Tell me about your online sales and
marketing initiatives.
PVB: Nutra Luxe MD formed relationships
with two e-commerce companies that
specialize in promoting products directly to
consumers. We have begun to expand our
social networking via Twitter, Facebook and
YouTube. On YouTube, we feature instructional,
testimonial and commercial videos. On Twitter
and Facebook, we offer updates on the
company and events, promote our products,
answer questions in real time and offer
giveaways. We market our brand to the
consumers who use social networking on a
daily basis. We use it also as a direct way for
consumers to reach us. We constantly reach
out to potential customers by giving them
information on our products and the benefits
of use.
BIR: What’s your biggest challenge?
PVB: Staying ahead of the competition by
continuing to develop new, innovative, safe and
effective products and systems is a constant
challenge. We also must work hard to keep up
the Nutra Luxe MD brand's
reputation as that of one
with highly performing
products and excellent
customer service.
Reach Peter Von Berg at
239-561-9699 or
info@nutraluxemd.com.
Visit
Peter Von Berg,
www.nutraluxemd.com.
president
SEPTEMBER 2011 11
The Beauty Industry Report Visit www.bironline.com
Intercoiffure America/Canada expands horizons
L
ois Christie is the founder and CEO of
Christie & Co Salon Spa, one of the largest
salons in New York City, as well as the
president of Intercoiffure America/Canada,
which represents the elite salons of North
America and some of the most prestigious
salons worldwide. Beauty Industry Report
(BIR) was delighted to sit down with Lois to
learn about the new initiatives and annual Fall
Atelier, which takes place in New York City at
the Waldorf-Astoria on October 15-17.
BIR: Lois, before discussing Intercoiffure,
share your story with BIR’s readers.
Lois Christie (LC): I started with a $1,500
loan from my uncle and a dream to own one
of the best salons, with an atmosphere in
which hairdressers could continue to learn and
be creative. That dream has grown into a reality,
and today, Christie & Co Salon Spa is one of
the industry leaders and most elite salons in
the New York City area. I joined Intercoiffure in
1992, thanks to an invitation from Leland
Hirsch, salon owner and founder of ARTec.
BIR: Please share some background on
Intercoiffure with BIR’s readers.
LC: Intercoiffure is a very unique
organization started in Paris by the famous
hairdresser, Alexander de Paris, in 1933. At that
time, the founders didn’t consider American
hairdressers good enough to be members. In
1965, we were finally invited to become
members, and today, North America represents
the most important and largest chapter.
BIR: Who can join Intercoiffure and what are
the benefits?
LC: Membership in Intercoiffure is open to
employee-based salon owners who follow best
business practices and offer educational
programs and benefits for their employees.
They also must be licensed hairdressers. These
elite professionals value Intercoiffure’s
networking as one of the most important
benefits, as members share their knowledge
with each other.
We have three types of memberships. An A
member is a salon owner, a B member is a
manufacturer and a C or specialty member is a
trend setting editorial stylist, such as Oribe,
Ted Gibson, Gina Khan or Vivienne
12 SEPTEMBER 2011
MacKinder, just to name a few, as well as
makeup artists, photographers, celebrity stylists
and people involved in the beauty and fashion
businesses.
BIR: What actions are you taking to attract
those types of members?
LC: We are running ads every month in
Beauty Launchpad magazine and by virtue of
the quality of our current membership, salons
and sponsors are eager to join our ranks.
BIR: How can a beauty professional become
an Intercoiffure member?
LC: They can visit www.intercoiffure.com or
call April Menendez at 818-782-7328 for more
information and a membership package.
BIR: Your fall and spring events are quite
prestigious. Please tell me more about them.
LC: Our gala fall event, which we call our
Atelier, takes place at the Waldorf Astoria in
New York City every October. Next month, our
Atelier has a celebrity red carpet theme. Oribe
will be presenting on our black tie Red Carpet
Awards Night. On Sunday, legends such as
Stephen Moody and the Sassoon team will
present, Winn Claybaugh will offer motivation
and Ted Gibson will do the grand finale.
In the Spring, we host our annual technical
and business educational event and annual
White Party at the Fontainebleau Hotel in
Miami Beach, FL. Your readers can learn more
and see pictures on our website.
BIR: Tell me about your role as the first
female president of Intercoiffure
America/Canada.
LC: Being the first women chosen to lead
such a powerful group of successful salon
owners truly is an honor and a privilege. Our
board has been very progressive in making
changes to attract new salon owners. In the
last four years, we have grown our membership
and created a whole new image for
Intercoiffure by attracting celebrity hairdressers,
such as Vivienne Mackinder, who has become
the first female fashion director of Intercoiffure
Pure, non-proprietary education for salons
shared owner to owner is priceless.
BIR: I understand that the organization has
established a number of Council Groups,
including makeup, hair color, hair cutting
and esthetics. Tell me about these groups?
LC: One of my initiatives has been to create
advanced education councils. The Color
Council, led by Gina Khan and Jo BlackwellPreston, was created by colorists for colorists,
to share knowledge, trends and business ideas.
The Haircutting Council, headed by Frank
Gambuzza, teaches the newest cutting trends
and techniques. The Skin Care Council is
directed by Lydia Sarfati, who provides
valuable lessons on how to improve your spa
business. The Makeup Council is directed by
makeup artist Lori Neapolitan, bringing us new
makeup trends and technologies.
One of the most exciting initiatives is our
Rising Star Program. We have connected with
beauty schools, which send their top students
to our events so these future professionals can
meet the Intercoiffure salon owners and learn
about working for an Intercoiffure salon. We
also have our Nouveau Group, which is for
stylists under the age of 27. Led by Perry
Monge, this group of young talented stylists
keeps us all motivated, and our salon owners
especially benefit, bringing their young talent to
learn and work with the best in the business.
BIR: Who have been your mentors?
LC: One of my first was Jon Gunter, who
had the first color-only salon in New York and
created the first club for hair colorists. Vidal
Sassoon and Paul Mitchell were still teaching
when I was building my business, so I had the
honor of their training. But it is the friends I
meet through Intercoiffure that I really value.
People like John and Maryanne McCormack;
John Jay, the past president of Intercoiffure;
Adam Broderick; Gina Khan; Jo Blackwell;
Vivienne Mackinder; and Deborah Carver, the
publisher of Beauty
Launchpad, have proven
to be true supporters of
Intercoiffure and give so
much back to the beauty
industry. It is inspiring to
work with them.
Reach Lois Christie at
Lois Christie,
718-747-7100 or
president
kelley@intercoiffure.com.
Visit www.intercoiffure.com.
Image Expo debuts in Houston to 5,000
T
unaware of. I, for one, had an excellent
he Image Expo debuted in July at Houston’s
response. It was quite refreshing, like I was the
Reliant Park, attracting more than 5,000
new kid on the block.” Lew added, “It is vital
attendees during the two-day event. Produced
that an area as large as Texas maintains this
with just a 6-month lead time, the event still
open arena, creating the proper stage for all
managed to attract 172 exhibitors. In addition,
manufacturers to exhibit freely. I suggest
Image Expo featured 175 classroom events (80
hair, 20 nails, 40 spa/body care and 35 business manufacturers give this show a chance, as the
attendees got a fresh new look at their
topics) plus 30 continuing education courses.
profession, and they will return with that in
International Conference Management
mind.” Reach Lew at 800-536-8699 or
(ICM), the show’s producer, has been involved
lew@aldan.com. Visit www.aldan.com.
in putting on conventions, conferences and
NovaLash had the largest exhibit with a 40trade shows for more than 25 years, and this is
their first entry into the salon industry. While in foot by 40-foot island surrounded by truss that
extended up to 30 feet. Founder and president,
Houston to report from Image Expo, Beauty
Sophy Merszei, said, “The Image Expo was one
Industry Report (BIR) had the opportunity to
of the best shows we have participated in.
spend time with J.P. Bryant, president of ICM,
From the show management team to the
to learn more about the organization and its
attendees, every relationship we made was
future plans to produce additional shows for
beneficial for our company. With the show
the professional beauty industry.
being in our
One of the challenges
hometown, we
Image Expo had to overcome
decided to go
as a new trade show in Texas
Texas big with our
was the dominating presence
new concept—The
of two large distributor
NovaLash Beauty
organizations—RDA, which is
Lounge, which
owned by SalonCentric, and
included our
Armstrong McCall, which is
exhibit area, as
part of Beauty Systems
well as a space in
Group. Both host their own
which to apply
shows for salon pros.
eyelash extensions
However, Image Expo was
and a stage with
able to overcome the
Feathers continue to be the hottest item at chairs that allowed
challenge, offering other
shows. Here, Rebecca Haeberle shows off
me to educate
local distributors and beauty
DreamCatchers’ large assortment.
attendees.
supply operations the
“We also featured our ‘Red Carpet
opportunity to reach out to existing and new
Experience.’ We invited attendees to walk the
customers. Exhibiting at the show were five
red carpet into our lounge area, where they
distributors and three beauty supplies.
could register to win prizes and have their
Lew Widoff, owner of Aldan Salon and
photo taken by a professional photographer.
Spa Apparel, shared his view on this challenge,
We gave them a gift bag with a $25 gift card to
“I usually steer clear from start-up shows, but
The Lash Company, our free-standing store
these people are sincere and dedicated to
with five or six lash extensionists who apply
bringing a true marketplace back to Texas. They
lashes and sell products for the eyes; product
put together an excellent education program,
information; a NovaLash branded hand mirror;
which attracted many attendees from far
candy and more. Everyone at the show had a
beyond Houston. They were delighted to see
NovaLash gift bag slung around their arms.”
manufacturers that they never had the
Reach Sophy at 866-430-1261 or
opportunity to speak with. Many told me that
smerszei@novalash.com. Visit
this opened their eyes to products they were
www.novalash.com.
Dinair Airbrush Makeup had more than 20
makeup artists working its booth. President and
creator, Dina Ousley, shared, “We are happy to
see a new show in Houston and believe it will
become an important annual regional show.
Our hands-on demonstrations helped
attendees understand the benefits of Dinair
Airbrush Makeup. Our response at this show
and others has helped us realize that airbrush
makeup will be much bigger in the future than
the recent trends in mineral makeup.”
George Lampman, CEO, added, “Realizing
that Dinair dollars will quickly turn into even
bigger full-service dollars has the professionals
coming on board with us. Our new salon and
spa packages include our signature Dinair
equipment, products, training programs, retail
kit sales and full-service synergies between
services and products.” Reach George at
800-785-4770 or george.lampman@dinair.com.
Reach Dina at 800-785-4770 or
dinair@dinair.com. Visit www.dinair.com and
www.airbrushmakeup.com.
At Metro Beauty Supply, marketing
director Deana Sampson, shared, “We loved
Image Expo! We offered education in our
classroom that covered a range of products
that Metro distributes.”
Deana suggested the following changes be
made for next year’s show, “We would like
attendees’ badges to include who they are—
whether they’re a salon owner, stylist, student,
etc. We also think that classes and smaller
stage shows should not be scheduled at the
same time as the Main Stage performances.”
According to Deana, there were three hot
selling items at the Metro booth. Keralyze, a
hair smoothing treatment, offered a special
promotion—with the purchase of one Salon
Smooth treatment, attendees received a free
liter of clarifying shampoo and one liter of
conditioner ($160.00, a $194.00 value). IT&LY
Hairfashion offered the “18 Shade Deal,” a
stylist intro to the line ($144.50, a $188.00
value). The Retrohair Friends “Try-Me-Bag”
offered products at a $66.00 value for $35.00.
Reach Metro Beauty Supply at 713-856-0117 or
visit www.metrobeautysupplyonline.com.
Image Expo continued on page 14
SEPTEMBER 2011 13
The Beauty Industry Report Visit www.bironline.com
Image Expo continued from page 13
salon professionals and then following up with
Tec Italy offers hair color, hair care, hair
them after the show closed and using their
smoothing and straightening products,
show contacts to open up salons, the
including Silk System, a 14-sku range designed
Profashion line is growing. “We were pleasantly
for dry hair without shine; Style, a 14-sku
surprised with Image Expo. Considering it was
styling collection; and Final Touch, a 12-sku
their first event, management delivered a
range of products for condition, control, hold,
terrific show,” said Shay.
shine and texture. Tec Italy is manufactured in
His best-seller was the Profashion 3-Part
Mexico and is currently marketed in Central
Clip-less Curler (Pro-F300PC/SRP $250.00). He
and South America and areas of the United
noted, “It has three curler sizes (0.5-inches, 1States with a large Hispanic population. At
inch and 1.5-inches) in one unit and can create
Image Expo, BIR met Gustavo Angulo, the
up to 20 different types of curls.” New
area’s exclusive Tec Italy distributor. He and his
additions to the line include the Profashion
son, Gustavo Jr., and daughter, Andrea,
Luxury Mask (500 ml/SRP $60.00) and
operate two store locations and cover the
Profashion Healing Serum (60 ml/SRP
Houston metro market. Reach Gustavo at
$20.00). Reach Shay at 888-983-0505 or
ghustavo@sbcglobal.net or 281-463-1188.
shay@profashionhair.com. Visit
For Tec Italy information, contact Tec Italy
www.profashionhair.com.
headquarters at gb@tecitaly.com.
Adriana Born introduced AirCurler, a hair
Feathers continue to be one of the most
dryer attachment that creates curls and cuts
popular items at shows. Even with 13 exhibitors
styling time in half compared with using a
offering this item, supply was still a challenge.
Joanne Richardson, a partner at Bling Strands, curling iron and a blow dryer. This universal, fits
all, bowl-shaped attachment can be paired
reported, “Feathers continue to be the most
sought after item, and once we had sold out of with any hair dryer to quickly create curls.
Simply drop a section of hair into the bowl.
our limited quantities, orders continued to be
Place the dryer on medium heat and the high
placed. We are waiting patiently for the major
wind speed it creates makes a vortex that spins
fall harvest of the popular narrow, delicate
hair,
feathers. The next few
simultaneously
months will be
drying and curling
challenging, but feathers
it. The process
are hitting the market
ends with a cool
from domestic and offshot of air that
shore suppliers, just not in
closes the cuticle
the quantities that we are
and makes hair
accustomed to. The most
shine. Adriana
widely available feathers
said, “AirCurler's
right now are the shorter,
new technology
wider feathers. Stylists are
delivers healthy,
showing their talent with
luscious curls, and
creative placement of
you can cut your
these in bangs, layers and
styling time by
braids.” Reach Joanne at
Adriana Born showed her AirCurler, which attaches drying and curling
801-791-4399 or
to a blow dryer to create curls as you dry.
in one easy step.”
blingstrands@gmail.com.
Reach Adriana at adriana@aircurler.com. Visit
Visit www.blingstrands.com.
www.aircurler.com.
BIR initially met Shay Sharaby, president of
GlitzyLips is a lip foil that won't fade, flake
Profashion Hair Styling products, more than a
or foul for up to eight hours. Athena Elliott,
year ago. He and his brother had a small booth
president of SPAthena LLC., said, “With
at one of the salon shows where they
GlitzyLips, you can dance, dip, kiss and sip; this
introduced styling irons and dryers. This year,
fabulous foil won't leave your lips until you
the company expanded its booth. Shay shared
want it to.” GlitzyLips is available in eight
that by using trade shows to sell directly to
14 SEPTEMBER 2011
“It is vital that
an area as
large as Texas
maintains this
open arena,
creating the
proper stage
for all
manufacturers
to exhibit
freely.”
shades with 20 to 25 applications per roll. Each
roll includes 60 inches of GlitzyFoil and 1/4
ounce of GlitzyStix adhesive (SRP $29.95).
Application tutorials are available for free at
www.youtube/vpgnvt3yhc8. Reach Athena at
281-851-5899 or athena@glitzylips.com. Visit
www.glitzylips.com.
Naja Green, president of Nail Talk Radio, a
weekly radio show featuring nail news, product
reviews, education and interviews, said, “For
this show to be in its first year and to have
pulled it together in six months, I give the
Image Expo an A++. The staff is phenomenal
and produced what they said they would—a
stand out show for the industry with a focus
on education. I was an exhibitor and an
educator. Both proved very lucrative for my
business. I made a lot of great contacts and will
worldwide, “Our book’s popularity is due to the
participate in future
fact that it is greatly needed in the large salon
Image Expo events.”
self-employed market. The Appointment
Listen live to Nail Talk
Scheduler and Financial Organizer is the first
Radio every Monday at
record keeper to have all-in-one, easy features
7 p.m. PST/9 p.m. CST
that allow for managing your records in five
and join the interactive
seconds or less per client.” The entire system is
chat room. Reach Naja
available online for $26.00 or separately
at 310-907-6525 or
(Financial Organizer $6.00; Appointment
najagreen@yahoo.com.
Scheduler $19.95). C.J. commented on the show,
Visit
“The diversity of attendees at the show
www.nailtalkradio.com.
allowed us the opportunity to discover the
At the One Minute
need to duplicate our products into other
Manicure exhibit, BIR
languages, such as Spanish and French.” Reach
caught up with the
C.J. at 512-326-8608 or info@sepfo.com. Visit
entire Herman family,
www.sepfo.com.
including founder,
from left: BIR Publisher Mike Nave catches up with old friends, the
BIR talked with David Anthony, president
Rosie Herman, her
One-Minute Manicure family—from left, Jordan, Emily, Rosie and
of
Valentino
Beauty Pure, makers of the
husband, Neal, and
Neil Herman share the newest skus in their line.
Valentino Beauty Pure unit, a compact air
their twins, Jordan and
filtration system that uses a charcoal carbon
secure loop underneath the hair. The Loop is
Emily. Ten years ago, BIR had the good fortune
filter system. The Valentino Beauty Pure unit
undetectable while secured in the hair.” Reach
of consulting with Rosie as we rolled out the
sits on top of the manicurist’s table and
Misty at 858-337-2665 or
line to salons with spectacular success. Over
becomes part of the work station to filter the
mystic.loop@yahoo.com. Visit
the years, the business model has changed to a
air for safety. David said, “Our Valentino Beauty
www.mysticloop.com.
direct-to-salon approach, plus expansion
Pure unit was designed to remove nail dust,
Sepfo.com exhibited its new Appointment
through the export market. Rosie, who turned
acrylic odors and harmful chemicals. It doesn't
Scheduler and Financial Organizer. According
her sea salt exfoliating product made in her
matter if you are using acrylic or gel systems,
kitchen sink into a profitable business, has been to C.J. Lithgow, senior vice president of sales
an at-the-source capture system and
a guest on the Oprah Winfrey Show sharing
dust collector is a must for any salon,
her American Dream story. The French Vanilla
spa or beauty school. For 96 cents a
Hand, Foot and Body Scrub made with triple
day, a manicurist can own her own
milled salts, including salts from the Dead Sea,
unit and assure the air she is breathing
is the newest addition to One Minute
has had the dust and fumes drastically
Manicure’s lineup of 12 distinct fragrance
reduced (list $349.99).”
selections. A blend of light botanical oils helps
David had a couple of comments
to moisturize and soften the skin (3 ounces/
about the show and said, “Great show
SRP $9.99; 13 ounces/SRP 24.95). Reach Kathy
management team, very professional
Herman at 866-663-6468 or
and organized. My suggestion for their
kathyh@oneminutemanicure.com. Visit
next show is that they separate nail
www.oneminutemanicure.com.
and hair exhibitors, as Howard Britt
Misty Brown featured her Mystic Loop, a
does at Premiere Orlando.” Reach
new, patent-pending bonding process—Getting
David at 888-390-4259 or
Looped, which allows stylists and clients to
dilorenzo@aol.com. Visit
change hair jewelry with ease via a tiny loop
www.valentinobeautypure.com
underneath the hair. Interchangeable jewelry
The Image Expo will return to the
ranges from delicate chains and soft feathers to
Reliant Center in Houston on July 15bold, sexy pieces of jewelry (wholesale pricing
16, 2012. For more information, reach
based on a 12-piece minimum order—single
Mary Kellum at 877-219-3976 or
chain $10.00; double chain $15.00; SRP ranges
mary@theimageexpo.com. To learn
$25.00-$70.00). Misty explained, “Mystic Loop
more about exhibiting and attending,
is different from other hair accessories because
Thirteen exhibitors offered feathers in all colors,
visit
www.theimageexpo.com.
it is semi-permanent, meaning the jewelry can
patterns, widths and lengths, but supply continues to
be a challenge.
be removed and replaced while maintaining the
SEPTEMBER 2011 15
The Beauty Industry Report Visit www.bironline.com
The changing face of Cosmoprof North America
By Mike Nave, Editor
I
attracts attendees from beyond the familyt has been almost a decade since the
owned professional full-service distributors
Professional Beauty Association (PBA) and
who dominated the old BBSI show floor, to
SoGeCos joined forces and transformed the
include buyers from all channels of beauty,
Beauty & Barber Supply Institute’s (BBSI)
including, but not limited to, department
Annual Convention, a U.S. professional beauty
stores, specialty brick-and-mortar and online
market trade show where product marketers
retailers and chain drug outlets.
introduced their newest offerings to
What is fueling this major change? In my
distributors, into a growing member of the
opinion, it isn’t one major trend; it’s the
Cosmoprof network of international beauty
culmination of many. First and foremost is the
events. Those shows focus on bringing global
focus on the end user. Today’s consumers no
beauty to all constituents of the beauty
longer shop one channel exclusively. They want
industry, including salon owners and stylists. As
to buy the products and services they want
with any major transformation, the changes
where they like to shop and when they want
have not occurred overnight; however, this
and need the products. Smart companies are
event gets bigger and better every year.
honoring that and meeting consumers on their
The annual Cosmoprof North America, a
terms—which often means adapting a new
core component of Beauty Week 2011,
philosophy of officially (or unofficially in the
convened July 31-August 2 in Las Vegas at the
Mandalay Hotel Resort and Casino’s convention case of sanctioned diversion) distributing
through a new mixture of channels that are
center. More than 760 companies exhibited
right for the brand and its customers.
their newest products, promotions and
Additional trends
programs for the
include the Internet’s
25,000+ attendees.
rapid growth and
According to show
importance as one
management, which
of the primary
does not publish exact
places that
exhibitor or attendee
consumers research
numbers, this year saw
and purchase beauty
increases of 11% in
products; the
attendance and 8.5% in
blurring of the
exhibitors over 2010.
definition of
In reflecting on the
“professional” salon
ninth annual event,
products; basic
what became apparent
business
to me is how diverse
Outgoing PBA Chair Bruce Selan presents Holly economics—product
Beauty Week’s
Madison with the NAHA Beautiful Humanitarian
marketers need to
attendee and exhibitor
Award for her work for animal rights.
grow; the increase in
bases have become.
direct-to-consumer outreach by large salon
No longer is the show limited to showcasing
industry marketers and the inability of the
traditional salon brands; today, it is truly a
salon industry to meet the growing demand for
global beauty event. In addition to full-service
what were previously considered professionalbrands that are looking to enter the
only products. Add those together and you
marketplace and/or grow their distribution
have a rapidly changing industry that
bases, there was a slew of brands that cater to
Cosmoprof North America is serving in a
their end users through multiple channels,
format that works for most.
including salon chains, beauty supplies, mass
For example, a visit to the Discover Beauty
retailers, hybrid beauty companies, online
section on the show floor supports my point.
retailers, home shopping networks and others.
Of the 17 exhibitors in that special section,
As a result, Cosmoprof North America now
16 SEPTEMBER 2011
most did minimal to no business in the
professional beauty segment prior to the show.
In fact, the winner of the 2011 Discover Beauty
Award, Snowberry from New Zealand, was
most likely not selling to many if any salons
prior to the show.
As mentioned previously, Cosmoprof North
America—along with its sister shows in Europe
and Asia—are bringing the global beauty
industry together. The Las Vegas event featured
six country pavilions led by Chinese companies
exhibiting in all four Cosmoprof pavilions
followed by Taiwan in Pavilion A, B, and C. As a
result, there were plenty of opportunities to
meet overseas manufacturers. Want to find
resources for flat irons? Not a problem. It
seemed as if every other exhibitor in the
Chinese and Taiwan area was offering a flat iron
brand.
The International Buyer Program provided
a structured way to connect buyers and sellers
with the resources, contacts and data to
establish business partnerships. This year, 560
meetings took place as part of the
International Buyer Program, involving more
than 200 exhibiting companies and 134
qualified international buyers.
More than a trade show floor
Another major change that has evolved out of
the PBA’s “One Roof” concept of one
organization covering all constituents in the
salon industry is the evolution into Beauty
Week. It includes an array of high-quality
education, networking, industry celebrations,
and business meetings with key decision
makers at events, including PBA Symposium,
the North American Hairstyling Awards
(NAHA), PBA Beacon, Best Practice Club and
the City of Hope Gala. In addition, many
companies take advantage of having so many
customers in one place to host their own
awards, meetings and celebrations.
Steve Sleeper, PBA's executive director,
stated, “Beauty Week gives professionals the
resources and relationships to become more
successful. In addition, they realize that having
the most professional trade show, education,
networking and celebratory events all in one
issues and the best overall practices that help a
professional beauty industry.
place is invaluable and very convenient. There
business thrive.
The Hall of Leaders Award recognizes
is nothing quite like coming together with
At the City of Hope Spirit of Life
outstanding contributions to the professional
fellow professionals and experiencing the
celebration, Sara Jones, senior vice president
beauty industry. As an entrepreneur and
energy and excitement.”
and general manager of Joico, was honored
philanthropist, Stan inspires many through his
Cosmoprof 2011 marked the third annual
with the Spirit of Life Award. Sara announced
creativity and
PBA Beauty Week
that the year-long Joico Beauty for a Cure
perseverance.
and invited
campaign raised $1.2 million for the City of
After founding
attendees to "Be
Hope. The day of the gala, guests were
Garden State
More Successful."
beautified in the Joico Glam Suite. After red
Beauty Supply,
All programs,
carpet arrivals to the gala, City of Hope’s Rahul
partnering with
events and
Jandial, MD, PhD offered encouraging news of
Redken
education were
new medical developments that are pointing to
Laboratories and
built around that
substantial improvements in breast cancer
eventually
central theme to
treatments and cures. Zotos president/CEO,
founding East
further enhance
Ron Krassin and corporate executive officer/
Coast Salon
the take-home
CEO, Shiseido’s Carsten Fischer, helped honor
Services, Stan has
knowledge busy
Sara, along with stylist VIPs Damien Carney,
promoted the
professionals seek.
Sue Pemberton, Beth Minardi, George
positive influence
With record
PBA Executive Director Steve Sleeper (center) presents
Papanikolas, Anthony Morrison and Dean
that
stylists
have
numbers that
Robert (left) and Corrine (right) Passage with an award on
behalf of their father, Leo Passage, honoring their family’s on their clients.
Banowetz. Reach Sara at 800-805-6426, ext.
included 3,000
legacy in cosmetology education. Leo, the founder of
109, or sjones@joico.com. Visit www.joico.com.
Throughout his
attending the
Pivot Point International, passed away earlier this year. career, he never
Next year’s recipient is OPI founder and
NAHA awards
current Aloxxi CEO George Schaeffer.
thought twice about giving back to charities
ceremony, plus 35,000 from around the world
The fifth annual Hickey Poker Showdown
and his employees, family and friends. His
watching online, and more than 600 who
has become an annual event during Beauty
generosity and dedication to the professional
awoke early to attend the annual PBA
Week. Emmett and Beth Hickey from Spa
beauty industry make him a role model for
Symposium breakfast, PBA Beauty Week is here
Specialties Representatives host the poker
both up-and-coming, as well as experienced,
to stay.
tournament, which benefits the National
beauty professionals.
At NAHA, Hairstylist of the Year honors
Cosmetology Association (NCA)
The PBA Beacon
went to Eli Mancha of Bang Salon in Chicago.
Disaster Relief Fund. “Our event is one
event led by Geno
Twelve other NAHAs were presented in a
big party built around a Texas Hold-em
Stampora has
variety of categories, recognizing excellence in
Poker tournament,” says Emmett. “Our
become the event for
hair styling, coloring, student work and salon
special thanks to the sponsors this year,
aspiring salon
business, along with the Lifetime Achievement
including Jaco Distributors, Joico, Sally
professionals. This
honor to stylist, educator and product
Beauty, T-4 Spa, VNC Sales and Zotos
motivating and
marketer Michael O'Rourke, while Stan Klet,
International.”
exclusive event, open
Sr., founder of East Coast Salon Services, was
Eighteen players contributed $500 each
to 200 top beauty
inducted into the NAHA Hall of Leaders.
for a chance at cash prizes and a
school students who
As a stylist, educator, salon owner and
championship bracelet, while 40
are hand-selected
businessman, Michael has created innovative
observers contributed $40 to observe the
products and techniques that transcend today's based on a rigorous
action at the tables and enjoy the open
entry process, gives
beauty arena, including his legacy product line,
bar and great food. First place was Brian
attendees the insight
Michael O’Rourke Hair, and his “Structure in
Stein from OPI. Second place went to
to jump-start their
Motion” cutting style. As founder of Carlton
“Love is your foundation for Steve Simon from VNC Sales. Capturing
careers, make
Hair Salons and Sexy Hair Concepts, Michael
your creativity and your
connections and
encourages stylists to unleash their creative
passion,” said keynote Stedman third place was Ed Findley from Zotos
meet industry stars.
potential. In addition to his business endeavors,
Graham, author of You Can Intl. Reach Emmett about the 2012 event
Best Practice
he opened the Institute of Courage, LLC in
Make It Happen: A 9-Step Path at 817-706-4700 or bhickey@eohind.com.
to Success.
During Beauty Week, the PBA
Club, an invitation2006 with the goal of educating and giving
Leadership Council also announces its newest
only event, provides a forum for leading salon
back to the international community of hair
owners grossing more than $2.5 million to meet members. BIR chatted with the incoming PBA
stylists. Today, his hard work and generosity
Chair, Max Wexler, founder and president of
and discuss consumer trends, employment
have solidified Michael as an icon in the
Cosmoprof report continued on page 18
SEPTEMBER 2011 17
The Beauty Industry Report Visit www.bironline.com
Cosmoprof report continued from page 17
Beauty Craft Supply, to get his take on Beauty access key decision makers, network, receive
Week 2011. Max had this to say about his future cutting-edge education and came together to
celebrate all in a fun and exciting environment.”
Beauty Week plans, “My goal is to work with
The partner show producer SoGeCos Americas’
the PBA Leadership Councils to see Beauty
director of marketing, Daniela Ciocan, added
Week continue to grow and become the go-to
her observation about the event by saying, "The
source for all that is beauty by the
quality of
entertainment media.
the show
Beauty Week continues
was evident
to be a great link
in
between manufacturers,
everything
distributors, salons and
from the
stylists.” Reach Max at
caliber of
800-238-5010, ext. 202,
the brands
or maxiewex@aol.com.
exhibiting
I also had a brief
and buyers
conversation with the
in
outgoing chair Bruce
attendance
Selan, vice president
to the topZotos Intl. core brands,
Stan Klet, Sr., founder of East Coast Salon Services, was notch
about his tenure as PBA
inducted into the NAHA Hall of Leaders.
conferences
Chair. Bruce shared, “I
learned that I love this business more than ever that brought original thinkers to the forefront.
We are thankful for the industry's continued
and am still learning after spending 40 years in
support and trust in Cosmoprof North
our wonderful industry. By chairing PBA, which
represents salons, service providers, distributors America!" Reach Eric at 800-468-2274, ext. 114,
or eric@probeauty.org. Reach Daniela at
and manufacturers, I had the perfect
212-229-1950 or
opportunity to meet and network with some
daniela.ciocan@sogecosamericas.com.Visit
wonderful people who represent all facets and
www.sogecosamericas.com.
channels of our industry. I believe the largest
accomplishment, which truthfully was a team
Private events kick off the action
effort by a wonderful board of directors and
On Friday afternoon prior to the kick off,
PBA staff, was the integration of the National
BIR was on hand to report from several
Cosmetology Association (NCA) into the PBA
special events. At the Joico party, I
family. Between that, adding a new industry
chatted with Sara Jones, Joico’s senior
venue of the International Salon and Spa
vice president of sales and general
Expo—Midwest in the Chicagoland area and
manager, who shared the exciting
our increased efforts and events with our
information that Joico is expanding its
Government Affairs Programs, I am very proud
business relationship with Beth Minardi
of our accomplishments. While I am not going
by taking over the distribution of Beth’s
away, I urge all of our younger and newer
hair care line, Minardi Color Care.
industry associates to get involved and be part
According to Sara, the line will be
of our industry by participating on PBA
marketed separately from the Joico brand.
committees.” Reach Bruce at 847-390-6299 or
BIR also chatted with, Ron Krassin,
bselan@zotosintl.com.
Zotos Intl. president/COO, who added,
BIR talked with Eric Horn, associate
executive director of the PBA, who pointed out “We are so excited about expanding our
relationship with Beth Minardi. The
Cosmoprof North America has evolved to be
Minardi Color Care line is a terrific
so much more than the show floor exhibits.
complement to our Joico and ISO lines. I
Eric said, “PBA Beauty Week along with
am also proud of the fabulous job our
Cosmoprof North America was a highly
team has done. I expect 2011 to be yet
professional one-stop event platform where
another all-time record year for us and
attendees and exhibitors alike were able to
18 SEPTEMBER 2011
we have tons of innovative new products in the
pipeline.” Reach Ron at 203-656-7783 or
rkrassin@zotosintl.com. Visit
www.zotosintl.com.
Neuma also hosted a get together. BIR
talked with Jeffery Orrell, Neuma’s senior vice
president, who said, “After nine months in the
marketplace, our brand is now available in 29
states. We have five more launches scheduled
this year, which in turn, will put us in 40 states
in 2012.” Jeff also noted, “This has been the
fastest roll out that I have ever witnessed or
have had the pleasure being a part of in the
past 24 years.” Reach Jeff at 800-333-0707 or
jeff@neumabeauty.com. Visit
www.neumabeauty.com.
BIR also said hello to Tommy Dionisio,
Neuma’s chief sustainability officer, who spent
two years creating the line. He told me that
they are thrilled at the acceptance the brand is
receiving. He said, “I am encouraged to see so
many salons taking responsibility not only for
what goes on their client's skin, but for the
health of their employees and our planet, as
well. Sustainability is not a trend. It is that aha
moment when you realize that everything we
Tony Ricci and his team presented
“Super Heroes’ Wives.”
have is not an inheritance, but on loan to us
from future generations, who will judge us on
our stewardship of that asset.” Tommy added,
“Neuma stands for the triple bottom line which
many in our society have forgotten about, and
for which we are now paying dearly—
environmentally, socially and financially. It is
exhilarating to know we are at the forefront of
the movement that will make a difference for
many generations to come. That's why Neuma’s
tag line is, ‘Everything matters.’” Reach Tommy
at 800-333-0707 or
tommyd@neumabeauty.com. Visit
www.neumabeauty.com.
Friday evening, BIR was holding court at Red
Square in Mandalay Bay. There, I caught up with
the recently appointed president of Farouk
Systems, Gregg Emery, who shared, “Our
ammonia-free hair color sales are up 28%, as
more and more salon professionals are
choosing to use ammonia-free hair color, and
Farouk Systems, which pioneered this product
innovation years ago, is enjoying the resurgence
of strong sales.” He also said that after two
years of research and planning, Farouk Systems
is entering the Brazilian market and the line will
be exclusively distributed by Sao Paulo
headquartered Ikesaki, a major marketing force
in the market. Reach Gregg at 800-237-9175 or
gemery@farouk.com. Visit www.farouk.com.
BIR also ran into Bill Wilson, president of
Latitude South Sales, whose sales agency
covers the Southeast Unite States, Caribbean
and Central America. Bill, who is representing
Zerran’s RealLisse non-keratin, nonformaldehyde hair straightening/smoothing
line, recently opened a large Florida distributor
that covers the state and the response to the
line has been very positive. Bill stated, “It’s
exciting to work with a company with a cause.
Zerran has the opportunity to redefine what it
means to work with professional hair products
that are truly safe! Its smoothing system is
producing excellent results. My customers are
blown away, as they do not have to even wear
gloves to apply the product.” Reach Bill at
800-393-5477 or bill@latitudesouthsales.com.
Visit www.latitudesouthsales.com.
Also stopping by was Rob Robertson, who
said he could not be happier working with The
Kirschner Group after years toiling for large
corporate entities. He said how well The
Zohar Paz, Moroccanoil’s CEO, told BIR,
“This was the first year that we were in the
meeting room area, but not the first time using
this type of one-on-one meeting format. It
really worked well for us. Our main objective
was to discuss with our distributors how we
can continue to grow together. We
accomplished our goal by meeting with all our
distributors from North America and most of
the international distributors to present the
company’s vision for the next 12 months.”
Reach Zohar at 888-700-1817 or
zohar@moroccanoil.com. Visit
www.moroccanoil.com.
Shauky Gulamani also used a
meeting room to continue the roll
out of his InGlam line. Shauky
shared his experience of the
meeting room format. “What was
great about the format is that it
offered us privacy to meet with
our accounts right off the main
floor and not be in a hotel suite
like other manufacturers—who
make it difficult and inconvenient
for the customers.” He added, “We
accomplished our objective,
which was to meet with our
current
distributors to present the
Salon owner, businessman and educator Michael O’Rourke
accepts the 2011 NAHA Lifetime Achievement Award.
rest of our 2011 new products and
programs and meet with potential new
The show floor offered products galore
distributors.” Reach Shauky at 760-775-9630 or
New brands and products are the salon
sgulamani@inglam.com. Visit www.inglam.com.
industry’s primary business driver. On the show
Lee Rizzuto Jr, vice president of
floor, there were two emerging brand areas in
professional global business for Conair
Pavilions A and D.
Saturday morning, BIR was cruising the show Corporation, shared his show experience by
stating, “Our objectives of doing more business
floor during set up time to scout for news
and being able to take advantage of Cosmoprof
before the show opened the next day. Quickly,
as a neutral forum to review business
it became apparent that the show floor was
relationships and address the strategic
significantly larger than last year’s. Cosmoprof
North America is a combination of pavilions: A) directions with our business partners was
whole-heartedly accomplished. This was an
Cosmetics and Personal Care; B) Packaging and
excellent show for our company. With so many
Contract Manufacturing; C) Spa and Wellness;
activities going on, Beauty Week was an
D) Salon Products. As you can guess, Pavilion D
abundance of riches that caused some
was by far the largest area covering the show
scheduling conflicts. However, it’s a good
floor and where BIR will focus its report.
problem when having to pick and choose
Located at the back end of Pavilion A was
between so many outstanding activities.” Reach
the on-the-floor meeting room area. This too,
Lee at 203-351-9025. Visit www.conair.com.
reflected a bigger space allocation than at last
BIR’s exclusive Beauty Week report
year’s show. Fourteen companies booked
continues in our October issue. For more
meeting rooms, with Moroccanoil occupying
details, visit www.cosmoprofnorthamerica.com.
the largest space.
Kirschner Group is doing expanding in the Far
East. Rob stated, “Asia is rapidly growing and
independent brands are leading the growth.
Through our extensive knowledge of how to
do business in this massive market and with
whom, we are seeing 50%+ growth on existing
brands and rapid startups for new brands.”
Reach Rob directly if you would like to know
more about doing business in the Far East at
rob@starbrands.asia or visit
www.kirschnergroup.com.
SEPTEMBER 2011 19
The Beauty Industry Report Visit www.bironline.com
News continued from page 4
Charlie Bowlus, founder of the Efficient
Program Planning Session style meetings
with which ECRM has become synonymous,
past away recently. Charlie began his retail
career during college at Ohio State
University, when he worked for a small drug
chain owned by a friend’s father. From there,
he went on to become a buyer and
wholesaler for chains, including Target,
Cook-United and Boston Distributors Inc.
But he left his mark on the industry in 1994,
when he revolutionized retail conferences
by leveraging technology and a “speeddating” approach in developing the EPPS
style meetings. Since then, the company has
held more than 800 category-specific
meetings on four continents. This year, there
were more than 90 ECRM events. BIR
received this note from Mitch Bowlus,
president of ECRM, on his father’s passing:
“Approximately three weeks ago, my father
underwent an emergency surgery to correct
an acute intestinal blockage. He experienced
unanticipated complications, which
ultimately took his life. My father would not
want us to mourn his death. Rather, he
would want us to celebrate his tremendous
life and further his passion and vision for
improving the way companies do business.
His courage, determination, humility and his
love of life have undoubtedly touched all of
our lives. We are all blessed to work for a
company that has been shaped by the will,
leadership and vision of my father. These
qualities epitomize what we will continue to
stand for in the future.”
Stephanie McCullar, a customer service
representative for VNC Sales & Marketing,
sent BIR this information on the passing of
Dale Weaver. “It is with immeasurable
sadness that I announce the passing of an
industry legend. Dale Weaver passed quietly
today (August 9, 2011) after a seven-year fight
against cancer. In the seven years since his
diagnosis, Dale beat all odds by continuing
with the strong work ethic, huge personality,
and unparalleled passion for life that he was
known for. He loved this industry and the
people in it. Dale was a loyal friend, loving
husband, and above all, an amazing father.
20 SEPTEMBER 2011
In his final hours, he was surrounded by his
wife Linda and kids, who will forever thank
him for the wisdom and moral code he
taught them and the wonderful memories
that he leaves behind.” BIR had the good
fortune of knowing Dale during many years
of his outstanding career and as a partner in
a successful sales agency from the past,
Foster, Weaver, Perry. He will be missed.
Pureology Perfect4Platinum is designed for
color-treated and fragile, blonde hair. The
strengthening formula fills in gaps on the
hair strand, while a blend of chamomile,
lemon and coriander extracts softens hair's
texture, clarifies for increased brightness and
nourishes for shine. The line includes
Shampoo (10.1 ounces/SRP $27.00), Hair
Condition (8.5 ounces/SRP $27.00),
ReconstructRepair (6.7 ounces/SRP $32.00)
and Miracle Filler (4.9 ounces/SRP $24.00).
Reach John Woloshyn, Redken’s senior vice
president of sales, at 212-984-4779 or
jwoloshyn@redken.com. Visit
www.redken.com.
Scruples introduces Hypnotic Single-Step
Creme Lowlights, a cream lowlighting
system that contains the filler and lowlight
shade in one simple, time-saving formula.
Hypnotic Lowlights can be used to create
deep, rich accent pieces or as an all-over
color. The system features 10 shades ranging
from vibrant reds and coppers to rich brown
and dark blonde hues. It’s enriched with açaí
berry, acacia flower extract, aloe vera and
Scruples’ Protective Barrier Complex (60
ml/2.05 ounces/list $6.00). Reach Tracy
Liguori, co-president–marketing, at
800-457-0016 or
tracy@scrupleshaircare.com. Visit
www.scrupleshaircare.com.
With its increase in U.S. distribution and
international sales growth, American
Culture, the manufacturer of Simply
Smooth, has increased its corporate office
space and production to include bottling,
filling and labeling. The Edgewood, NY,
offices include warehouse space with eight
loading docks and production that allows
12,000 bottles to be filled per day or 60,000
bottles per week. “Bringing production inhouse has enabled us to cut down on back
orders and allows us to take the reins of our
business,” says Gina Carpino, production
supervisor. Reach Louis Guarneri,
president/co-founder, at 631-242-3153, ext.
18, or louis@americanculturehair.com. Visit
www.americanculturehair.com.
Oster Professional’s limited edition street
art series for the Classic 76 clipper and
T-Finisher trimmer features graffiti-inspired
art straight from the streets. The heavy duty
Classic 76 clipper (list $134.99) comes with a
detachable size 000 blade. Designed for
detail and finishing work, the close-cutting
T-finisher trimmer (list $64.98) imparts clean
lines at the forehead, behind the ears and at
the neck. Reach Ileana Moya, group
marketing manager, at 800-830-3678 or
imoya@jardencs.com. Visit
www.osterstyle.com.
As the hair sponsor for "Jerseylicious" on
the My Style Network, Cricket's shears,
aprons and hot tools were used by the
stylists at Gatsby Salon. In the season
premiere, the salon did a cut-a-thon to
break the Guinness Book of World Records
for most quality haircuts in eight hours with
246 (the previous record was 201). Cricket’s
Centrix Q-Zone Dryers, Friction Free Slim
and Sleek Irons, Silkombs, Carbon Combs,
Technique and Friction Free Brushes,
AmpedUp Teasing Brushes and Centrix MSeries Shears, played an essential role.
Reach Jeff Schwartz, vice president of sales,
at 415-475-4150 or ejeffs@aol.com. Visit
www.cricketco.com.
The new Izunami G6 hair dryer features a
light-weight ergonomic design with an
elongated and insulated handle. Additional
features include 1,875 watts of power with
three temperature options and two speed
settings, as well as a twist-off filter cap for
easy cleaning, a short comb nozzle and a
cool shot button (SRP $209.00). Reach Peter
Lim, senior sales manager, at 866-455-0777
or peterl@izunami.com. Visit
www.izunami.com.
Farouk Systems introduces the Chi Digital
Ceramic Orbit Curlers, which have ¾-inch
and 1-inch non-stick ceramic barrels, and the
Chi Digital Ceramic Orbit Styler with a
tapered rod for smaller, tighter curls. The
clamp-free barrels produce moist heat with
consistent temperature and far infrared and
negative ions that help reduce static, while
giving curls bounce, shine and moisture. It
also has a cool-touch tip. Digital technology
provides precise temperatures of up to 410º
F and offers an option for auto shut off (SRP
$159.97). Each Chi Digital Ceramic Orbit
comes with a 2.6-ounce Chi Magnified
Volume Finishing Spray, which contains a
blend of ceramic and proteins that
penetrates to provide strength and shine
from the inside out. The fast-drying,
humidity-resistant spray provides all-day
style memory and touchable hold. Reach
Gregg Emery, president, at 800-237-9175 or
gemery@farouk.com. Visit www.farouk.com.
For Halloween, Jessica’s Trick O’ Treat
collection offers four mini-sized haunting
hues—Batty, Ghostess with the Mostess;
Pumpkin Patch and Witches Brew. It comes
in a 12-piece pre-pack Trick O’ Treat
collection display (list $36.00/SRP $5.99) to
help boost sales. To learn more, reach
Valerie Celia, vice president marketing, at
818-759-1050 or
Valerie@jessicacosmetics.com. Visit
www.jessicacosmetics.com.
Reading, PA-headquartered Raylon
Corporation has been one of the top
distributors in its marketplace, in addition to
providing its salon customers with a wide
range of salon products. Twenty-eight years
ago, the Hafetz family saw the need to help
salon owners concentrate more on the
business side of running their salons, so they
did something about it—they created Salon
Today, the beauty industry’s first all business
magazine. Now, the next generation at
Raylon has created The Institute of Salon
Business, a four-day intense seminar
concentrating on the real issues that face
owners every day. Each segment of the
institute was contributed by successful salon
owners who consistently exemplify
excellence in a particular area. The institute
offers an opportunity to learn from those
individuals the specific systems and ideas
that they use daily. “Sometimes it isn’t a
matter of trying harder, rather having a
better plan and system in place,” says
institute creator Joshua Hafetz, president of
Raylon. Reach Josh at 610-376-4871 or
joshh@raylon.com. Visit www.raylon.com.
Entity Beauty Inc. has appointed ABCO
Salon & Spa Services to distribute its
products to additional territories in Texas.
For more than 27 years, ABCO Salon & Spa
Services has been offering salon owners and
professionals beauty products and services
for retail and professional use. Reach Shapar
Razman, ABCO CEO, at 800-300-4541 or
abcohou@aol.com. Visit
www.abcobeauty.com.
Ed Stein’s Four Star Beauty Supply recently
opened its first store in Minnesota
(Woodbury). Four Star Beauty’s five-store
network includes stores in Milwaukee,
Madison, Germantown and Green Bay, WI.
According to Ed, since he acquired Four Star
in 2002, “Our sales and profits continue to
grow double digits for the fourth
consecutive year. We have added new
resources, personnel and expanded the
selection of products we offer to our
customers. We plan to open two additional
stores in 2011, one each in Wisconsin and
Minnesota.” Reach Ed at 414-744-6868 or
revite@aol.com. Visit
www.fourstarbeauty.com.
AVEYOU Beauty Boutique, a cosmetics
superstore, is integrating Facebook and the
Facebook “Like” button and comments box
within its product detail pages. Brian
Esposito, CEO, states, “Our customers can
easily leave a comment and have it post to
their walls or share it with friends. By
implementing this feature, we believe we
will be able to increase traffic and sales by
the most powerful marketing tool—word of
mouth.” Reach Brian at 877-283-6838, ext.
705, or brianesposito@aveyou.com. Visit
www.aveyou.com
Sport Clips reached a billion dollars in
haircuts this year after franchising for only 16
years. With more than 780 stores in 38
states, Sport Clips provides men’s and boys’
hair care. Gordon Logan, founder/CEO,
says. "We started Sport Clips to meet an
under-served niche in the market, and
reaching this milestone affirms that the
vision is now very much a reality. Our
continued growth as a successful franchise
opportunity and service provider is made
possible by our clients across the country
that choose Sport Clips for their hair care
needs and our team members who have
chosen Sport Clips for their investments and
their careers.” Reach Gordon at 512-869-1201
or gordon@sportclips.com. Visit
www.sportclips.com.
News continued on page 22
SEPTEMBER 2011 21
The Beauty Industry Report Visit www.bironline.com
News continued from page 21
Hair Cuttery, the largest family-owned and
operated chain of hair salons in the United
States, recently honored its top performing
350 stylists and field leaders with an allexpenses-paid vacation at the Cancun Palace
Hotel in Cancun, Mexico, for the company’s
annual WOW event. Hair Cuttery owners,
Dennis and Ann Ratner, their family and the
company’s entire leadership team attended
the event and extended special recognition
to the top 25 stylists and salons by region.
The Ratners, who were marking their 50th
year as hair stylists, were given a celebratory
salute. “What’s kept us going, both as
entrepreneurs as well as stylists, is the
opportunity to work with an extraordinary
group of individuals who are committed to
delivering WOW client service with
personality, flair and creativity,” says Dennis.
“We are grateful to these stylists and team
leaders for their outstanding contributions.
They set the standard for the brand and are
role models for everyone in our company.”
Reach Dennis at 703-698-7090 or
dratner@ratnerco.com. Visit
www.ratnerco.com.
Regis Corporation has entered into a
partnership with Roosters Men’s Grooming
Center, a well-established, growing franchise
concept that combines modern grooming
techniques with classic barbershop
elements. The transaction was completed
July 1. “Roosters is a terrific complement to
Regis’ family of brands, including our RAZE
for Men and Pro-Cuts concepts,” says
Randy Pearce, president of Regis
Corporation. “Although this partnership is
not a significant economic investment for
Regis, it will allow us to further accelerate
our franchise growth and give us even more
strength to maximize the underserved men’s
hair care and grooming segment.” The
agreement also leverages Roosters’
management expertise. Roosters will
22 SEPTEMBER 2011
continue to be operated by its management
team, which includes CEO Greg Longe,
founders Joe and Aaron Grondin, and Kurt
Landwehr. Kurt will join Regis Corporation
as the head of franchise development and
work with Alan Storry to oversee
development of its nine franchise brands,
plus Roosters. Kurt brings 18 years of
franchise development and sales experience
to Regis Corporation. Acquired by its current
owners in 2008, Roosters has grown to 35
franchised salons in 15 states, including
Nevada, Michigan, Georgia, Texas, Colorado
and Ohio. The company expects to open an
additional 40 franchised salons during its
fiscal year ending June 30, 2012, and has
awarded development rights to 170 new
salons across the country. Roosters
emphasizes quality and value with services
ranging from men’s haircuts, color and beard
trims to its signature 7-step facial shave,
which includes hot steam towels and a deep
cleansing facial massage. Reach Randy at
952-947-7777 or randy.pierce@regiscorp.com.
Visit www.regiscorp.com.
Andre Nizetich, president of the American
Board of Certified Hair Colorists, provided
BIR with this update on the organization’s
recent 11th Annual Energizing Summit in
Los Angeles, which featured 143 classes,
including 14 hands-on classes, and 43
educators who wowed 635 attendees. Andre
reported, “This was the best Summit thus far.
Everyone enjoyed the classes and being
there with a group of hair colorists with a
common goal. We are only able to charge
such a reasonable fee because all of the
educators teach without charging a fee. It is
quite remarkable to have such a dedicated
group of individuals. There is a strong
movement toward having a second summit
on the East Coast next year.” Reach Andre at
310-547-3991 or andre@haircolorist.com. Visit
www.haircolorist.com.
The Professional Beauty Association
(PBA)’s International Salon & Spa Expo
(ISSE) Midwest is moving from the spring to
the fall. The 2012 ISSE Midwest event will
now take place November 4-5, 2012 in
Rosemont, IL (Chicago area) and, as with all
PBA shows and events, all profits will be
reinvested back into the industry in the form
of education, research, networking forums,
government affairs and more. "After
conducting surveys and research surrounding
the ISSE Midwest event and market needs in
that region, it was clear that a fall show
makes sense for the entire industry," says Eric
Horn, PBA's associate executive director of
business development. ISSE Midwest 2012
will be housed at the Donald E. Stephens
Convention Center in Rosemont, IL.
According to PBA, Rosemont has
substantially invested in an abundance of
new dining, hotel and entertainment
options, enhancing the overall experience
for both attendees and exhibitors. In
addition, ISSE Midwest 2012 will continue to
offer a host of cost-saving options, including
free drayage for exhibitors and
complimentary admission to members of
PBA’s Salon/Spa and Beauty Professional
(National Cosmetology Association) sections.
Reach Eric at 800-468-2274 or
eric@probeauty.org. Visit
www.probeauty.com.
The 2011 Long Beach International Beauty
Expo will take place at the Long Beach
Convention Center on October 23-24. Juan
Dior, CEO, owner, producer, says, “Our 2010
Expo brought in more than 16,000 attendees.
We are expecting a 15% increase in
attendance in 2011. To accommodate the
demand, we are organizing more educational
classes for all attendees and are directing a
larger budget toward mass media radio and
television advertising. In addition, we’ll mail
200,000 postcards to licensed California
stylists.” For updated floor plans and more
information on exhibiting and/or attending
the 2011 Expo, reach Juan at 310-713-0139 or
info@expolatino.com. Visit
www.international-beautyexpo.com.
The second annual Spa Marketplace will be
at the Hilton Hawaiian Village on January 2223, 2012, in Honolulu with a focus on future
salon services, wellness, anti-aging, new
medical aesthetics, spa trends and medical
tourism. Today, more than 800 Hawaiian
lodging facilities, as well as 600-plus spas of
every type, serve more than 7 million
Hawaiian residents and visitors. Educational
workshops will also offer CEU credits for
seminars on spa therapies and business and
marketing practices. Early-bird packages are
now available with 10-foot by 10-foot and
10-foot by 20-foot booths. Exhibitors will
receive opportunities for workshop
presentations. For more details, reach Guy
Jonkman at 450-833-2400 or
guy@spamanagement.com. Visit
www.hawaiispamarketplace.com.
Giving back was on the agenda at
Intercoiffure’s Spring Symposium in Miami.
Members supported the research work of
City of Hope by donating $17,715 through an
education auction and member donations.
HairDesignerTV, Joico and Repêchage
donated educational workshops for the
auction. In addition, Launchpad and DaySpa
magazines each donated an editorial feature
story to the auction. Deborah Carver,
publisher of Launchpad and DaySpa and
Intercoiffure specialty member, coordinated
the fundraising effort, and master of
ceremonies, Geno Stampora, served as
auctioneer. “I’d like to thank Vivienne
Mackinder of HairDesignerTV
(www.hairdesignertv.com); Sara Jones of
Joico, who donated classes with Joico artists
Sue Pemberton and Damien Carney; and
Lydia Sarfati of Repêchage,” says Deborah.
Intercoiffure president Lois Christie noted,
“As salon owners, we lead fundraising and
social programs in our local communities,
and as Intercoiffure members, we support
national and international causes, such as
City of Hope, the Haiti Relief Fund and
Habitat for Humanity.” For more information
on Intercoiffure, see page 12 and reach Lois
at 718-747-7100 or kelley@intercoiffure.com.
Visit www.intercoiffure.us
Two of Pravana’s top-sellers—Super Shape
Hair Spray and Intense Therapy Leave-In
Treatment—will be packaged together in an
exclusive breast cancer awareness bag (SRP
$30.00). For every pink pack sold, Pravana
will donate proceeds to the Beauty Bus
Foundation, a nonprofit organization that
brings beauty and hope into the lives of
chronically and terminally ill patients and
their caregivers by providing them with inhome beauty services, free of charge. “We
are extremely grateful to Pravana for their
generous support and belief in our mission,”
says Alicia Liotta, founder of Beauty Bus
Foundation. “The funds donated will allow
us to continue to carry messages of hope
through beauty to those battling breast
cancer and other chronic and terminal
illnesses. This partnership with Pravana is a
perfect fit, as we share the philosophy of
the importance and impact of holistic
beauty.” Pravana is also offering its bestselling Vivids demi-permanent hair color in
magenta and pink, packaged in a breast
cancer awareness box. The $3.99 spent on a
set will help clients show the world that
they’re willing to go head-to-head against
breast cancer. Reach Steve Goddard,
president, at 818-347-4705 or
sgoddard@pravana.com. Visit
www.pravana.com.
Denise Provenzano, secretary and board
member of Cosmetologists Chicago, and
the owner of Zano Salons & Day Spas, with
her team from the Naperville, IL, location,
recently raised $68,000 for the local
Blessings in a Backpack charity, which
serves needy and hungry children. Denise
spearheaded the fundraiser with her sons,
Sam and Nick Provenzano, who are also
management team members of Zano Salons.
To learn more, contact Denise at
630-357-4425 or denise@zanosalons.com.
Visit www.zanosalons.com.
Cricket is supporting the fight against breast
cancer with a collection of pink Cricket
tools. A portion of the proceeds from
Cricket’s pink products will be donated to
the Susan G. Komen Foundation. The Pink
Friction Free Travel Dryer has a folding
handle and two speed and heat settings (list
$19.95). The Pink Technique Thermal
Brushes have tourmaline ion bristles that
help create just about any look while
infusing moisture into the hair shaft and
scalp. The brush also features a sectioning
pick at the base (list 1.25 inches/$6.70; 1.5
inches/$7.18; 1.75 inches/$7.66 and 2
inches/$8.14). The Pink Mini Flat Iron packs
all of the power of a regular-sized flat iron
into less than 6 inches and features guided
combs and tourmaline plates (list $15.95). The
Pink Straight Crazy Flat Iron is equipped
with Nanosilver tourmaline plates to create
smooth, glossy strands without causing
damage (list $24.95). Reach Jeff Schwartz,
vice president of sales, at 415-475-4150 or
ejeffs@aol.com. Visit www.cricketco.com.
OPI launches the limited edition Pink
Shatter: Pink of Hearts Nail Lacquer to
support Susan G. Komen for the Cure in its
promise to save lives and end breast cancer
forever. The 2011 Pink of Hearts edition will
follow in the footsteps of its namesake
2007, 2008, 2009 and 2010 nail lacquers in
raising awareness of breast cancer for the
fifth year in a row during September and
October (National Breast Cancer Awareness
Month). Unlike previous shade incarnations,
this year’s Pink of Hearts Nail Lacquer marks
the debut of fan-favorite Shatter coat in
OPI’s first pink shade. Each bottle of Pink
Shatter: Pink of Hearts has a special pinkribbon tag and pink cap wrap to call
attention to breast cancer awareness. OPI
will also be making its annual donation of
$25,000 to Komen for the Cure. Pink Shatter
contains no DBP, toluene, or formaldehyde,
and it also features OPI’s exclusive ProWide
Brush. To learn more about OPI’s charitable
efforts, reach Bill Halfacre, executive vice
president sales and marketing, at
800-341-9999 or bhalfacre@opi.com. Visit
www.opi.com.
SEPTEMBER 2011 23
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The Beauty Industry Report A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ
As BIR went to press, Hurricane
Irene left thousands on the East
Coast in need of your support.
The Professional Beauty
Association (PBA)/National
Cosmetology Association (NCA)
asks beauty professionals to make
a tax deductible donation to the
PBA/NCA Disaster Relief Fund,
a national charity dedicated to
helping salons rebuild following a
natural disaster. You can make a
donation, apply for assistance or
learn more at probeauty.org/
disaster-relief-fund.
long, successful careers. We wish
them much health and happiness.
Two industry vets, Larry Pata, the
vice president of Jinny Corp, and
John Perry, director of Clairol
Professional, recently announced
their retirements. BIR was
fortunate to have a long business
relationship with both of them.
They leave the industry after
AFG Group is a Mexican
corporation that produces
international shows, including
Expo Beauty Show, which takes
place annually in Mexico City and
is one of the largest professional
beauty shows in the international
market in terms of exhibit space
and number of attendees. The
show management has produced
shows in Europe, Asia and South
America since 1998. As part of
the company’s expansion, this
year, it is launching Education
Beauty Zone USA at the San
Diego Convention Center on
September 25-26. In addition to a
large show floor, it will feature
seminars on hair, nails, business,
makeup, hair extensions and
more. The Main Stage will feature
leading international artists.
Contact Lili Carballido Castro,
EBS & EBZ International show
director, at
lili@expobeautyshow.com. Visit
www.ebz-usa.com.
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