What do you want FOR your customers? 2012 BIR.pdf · president of sales and marketing for Neuma...

What do you want FORyour customers?By Kevin McKowen

effery Gittomer in his popular new book,Customer satisfaction is worthless.

Customer loyalty is priceless, is a must-readand a strong strategic message for all of usbusiness tycoons.

We all have customers and know the goalsof our businesses are to get a customer, keepa customer and make a profit in the process.Living in New Hampshire and recently beinginspired by the presidential primaries andlistening nonstop to all the candidates mademe think about what we in the beautyindustry have in common with candidatesrunning for office. The answer? We’re alllooking for “yes” votes—yes to buying, yes tobeing loyal, yes to trying new products, yes toreferring friends and yes to doing businesswith us.

Like a candidate for office, I believe wealso need a platform to generate yes votes—a platform and message of purpose to clearlydefine not only what we want from ourcustomers, but more importantly, what wewant for them. One common theme wediscovered from customer focus groups isthat they know what we want from them—their money, their loyalty, their friends, theirtime and their business.

I would like to suggest that you move inthe direction of answering this question:“What do you need to do more of to haveyour clients love you?” What do you need todo to help your clients be inspired by yourcompany, your service, your dedication, yourcommitment to their happiness and to bemore loyal to your brand?

What I’ve discovered is that both peoplerunning a business, as well as thosecampaigning for office, need to do is to moreclearly define what they want for theirclients/constituents.

eauty IndustryReport (BIR) is on a

mad dash through showseason to bring you ourexclusive reports.

Between events, wecaught up with Jeff Orrell, senior vicepresident of sales and marketing for NeumaResearch, who shares how this sustainablehair care line has launched 15 distributors for36 states in less than two years. Joan Lasker,president of ColorMetrics LLC, tells howTouchBack Markers are keeping hair colorperfect between colorings. Andre Nizetich,president of the American Board ofCertified Haircolorists (ABCH), discussesestablishing a higher level of hair colorist viacertification and education. Finally, BIRreports from Farouk’s distributor conference.

We’d love your feedback on our new“Where Are they Now?” segment. Want to befeatured or suggest a former colleague? Letus know on Facebook.

Regards,

by Mike NaveEDITOR

FEBRUARY 2012volume 15 issue 2

What you want FOR customers...cont. on p. 2

Watch list: TIGI goes direct 2Emiliani to present legends on stage 2Where are they now: Jeanne Matson 3Lafayette Jones’ Multicultural Report 5Neuma offers a sustainable choice 6TouchBack keeps color perfect 8Certification produces skilled colorists 10Farouk launches PPD-free color 12Dessange acquires Fantastic Sams 20David Kim launches One heated tools 24

This is your industry’s newsletter, andBIR welcomes your feedback!

Mike Nave, editor818-225-8353/[email protected]/BeautyIndustryReportfacebook.com/MikeNaveBIR

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VISIT US ONLINEwww.bironline.com

CHECK OUT BIR’s 2012 BIG! Show Calendar!

A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ

Mane St.highlights

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BIRFebruary2012_V3F_BIRmag 1/26/12 5:17 PM Page 1

Unilever-owned TIGI makes a majordistribution change. Vince Davis, generalmanager, TIGI Americas, tells BIR, “TIGI,which markets under the Bed Head,Catwalk, S-Factor, Rockaholic, HairReborn, Copyright Colour and TIGICosmetics brands, will have dedicatedmanufacturer sales representatives toservice, market, educate, train and shipproducts directly to salons, effectiveFebruary 1. TIGI Direct will deploy directsales specialists to provide salons withbusiness and merchandise planning,customized educational planning, value-added promotions and incentives toimprove salon profitability. Our supportteam will provide prompt service anddeliveries from multiple shipping locationsthroughout the United States. We’ll alsooffer a dedicated hotline team.

“This strategic channel modificationthroughout most of the United Statesallows seamless salon communication andplanning. Today, TIGI has multiple direct-to-salon U.S. markets, which have provided uswith the confidence that this channelmodification is a repeatable model. TIGIproducts will continue to be availablethrough existing and expanded distributorwholesale stores. This ultimately allows TIGIto control the future success of our growingbrands.” Reach Vince at 800-259-8596 [email protected]. Visit tigilinea.com.

On April 15-16 at the Trump Taj Mahal inAtlantic City, Emiliani Enterprises willpresent the Fourth Dimension show. “Wehave put together amazing talent on onestage,” says executive vice president of sales

and corporate strategy, Andre Chiavelli, theevent’s creator. “In 2011, Emiliani Enterprisesset a company record of 23 sold-outeducational events, including our BeautyExpo in October, which more than 7,000beauty professionals attended. We areproud and honored to have Philip Wilson,Michael O’Rourke and Nick French in ourFourth Dimension line up. They are truemasters and will be joined by other iconicplatform artists. About 5,000 attendeesfrom all over the world will attend.” Ticketsare on sale now and include overnight staysat the Taj Mahal. Reach Andre at908-964-6340, ext. 107, [email protected]. Visit emiliani.com.

Based on the results of the 2010 census,Hispanics make up 23% of people under age18, compared with 17% in 2000. Overall,Hispanics accounted for more than half ofthe 27.3 million U.S. population increasesince 2000. About 75% of U.S. Hispanics livein Arizona, California, Colorado, Florida,Illinois, New Mexico, New Jersey, New Yorkand Texas. According to consumer research,Latina consumers are major users ofpersonal care products, including cosmetics,hair care and skin care. Based on that fact,coupled with the projected continuedgrowth rate of this group, professionalbeauty products marketers, distributors,beauty store owners and salon owners mustdevelop strategies to serve this group. (SeeBIR’s “Multicultural Report” in every issuefor stats, case studies and tips for reachingthis audience.)

Pivot Point recently engaged more than500 consumers to determine whatconsumers look for in a hair designer and toestablish communication patterns betweenconsumers and designers. The study found:

• More than half of consumersinterviewed visit a salon six or more times ayear, while men are more likely than women

2 FEBRUARY 2012

The Beauty Industry Report Visit www.bironline.com

Here’s a little homework. Complete thesestatements: What I really want for mycustomers is for them to be more…havemore…enjoy more…feel more...and experiencemore… The intent is to inspire your customersto love buying from you.

Whether you’re a distributor, salon, salesperson, manufacturer or manufacturer’srepresentative, you want to build your owncampaign platform on what you want for yourcustomers. Candidates need to be convincingthat they offer workable solutions for saferstreets, better schools, increased nationalsecurity, a stronger economy, moretrustworthiness and fiscal responsibility. Theyneed to sell us on buying their messages andvoting yes for their platforms.

Imagine if you asked your customers thisquestion: “What do you believe our companywants for you?” What’s your company’smessage? Your message is your heartconnection and your tagline. Nike wants foryou to “just do it.” Red Bull wants for you to“have wings.” The largest selling retailer on

earth, Wal-Mart, wantsfor you to “save moreand live better.” What doyou say below yourlogo? Is that messagewhat you want for yourcustomers? If so, that ispriceless.

_____________________________Kevin McKowen is the founder of Inspire

One Consulting Group. He’s a beauty industrychange agent for business advancement.Reach him at 440-915-8568or [email protected]. Visitkevinmckowen.com.

BIR invites you to become a GuestColumnist. Send your thoughts in about 450words, including a one-paragraph authorbio, to [email protected] in an MSWorddocument. We will edit your column forstyle and space.

What you want FOR customers...cont. from p. 1


to visit their hair designer 10 or more timesper year (34% vs. 19%).

• Hair shaping and styling are the mostpopular services for both men and women.

• More than 40% of women receive haircolor services vs. 16% of men interviewed.

• Salon cleanliness, ease of getting anappointment, hair designer is on time, costof services in line with expectations,convenient location and hours of operationare all important considerations whenchoosing a salon for interviewees.

• Women ages 36 to 60+ are the mostloyal to their stylist, with more than half ofloyal clients seeing the same stylist for threeyears or more.

• In what’s important to clients abouttheir hair designer, friendliness, technicalskills and professionalism rank highestamong those interviewed, over candor,humor and product knowledge.

The study offers many more insights tohelp salons, stylists and their manufacturer/distributor partners maximize theirrelationships with consumers. For moredetails and findings, visitwww.pivot-point.com.

“Your favorite beauty products are right hereon Facebook,” tout marketers of cosmeticsand toiletries as the global adoption ofsocial media drives the outstanding growthin this emerging marketing method. Brandsare rapidly moving ahead in the game withtheir social and mobile strategies to allowviral campaigns and create new consumerrelations opportunities, but withoutdropping traditional marketing efforts,according to the new report, “BeautyMarketing 2011: U.S. PromotionalActivities and Strategies Assessment” bythe international consulting and researchfirm Kline & Company. During the recentholiday season, marketers ramped up theirviral campaigns to attract consumers, whoturned to social media platforms for thebest deals on their personal care products.

However, social media is not the onlytool marketers are experimenting with toconnect with consumers; couponing andprice promotions are experiencing a

comeback, strengthened by the desire forspecial offers and free or discounted items.Yet even traditional couponing is beingchallenged by mobile couponing, whichdelivers higher redemption rates andencourages impulse purchases.

The study finds that cutting-edge beautymarketers are experimenting with a range ofsocial media platforms by establishing apresence on websites such as Facebook,YouTube or localized Foursquare, wherethey can connect with the community andmore accurately target a given demographic.The marketers are tapping into the emergingpotential of “f-commerce” and “m-commerce,” which blur the line betweensocial media as pure communication toolsand as an emerging sales channel. Thesetrailblazing marketing forays, still in theirinfancy, invite cautious optimism but suggestgreat untapped promise for marketers.

“Consumers now have the ability to doextensive real-time evaluations on productsand prices before they purchase,” notesDonna Barson, senior associate at Kline’sConsumer Products practice. “The growingubiquity of new, on-the-go technologies,such as smartphones and tablets, is alsocreating a better informed and moreaccessible consumer. The landscape formarketing beauty products has changeddramatically over the past several years, withbrands moving from traditional advertisingas promotional vehicles, to also includesocial marketing, mobile marketing,enhanced loyalty programs, new samplingmethods and more. However, there is nocookie-cutter approach—brands areexperimenting with what works best withtheir business model, their consumer base,and the image they want to project.”

Given the crowded and increasinglycompetitive nature of the beauty business,having the proper marketing mix is crucial tomaximize returns on ever limited budgets.The ability to successfully accomplish thathas never been afforded so many tools.Kline’s comprehensive analysis of thechanging face of beauty marketing in theUnited States for personal care productsaddresses types of marketing approaches

major beauty marketers are employing,beauty marketing best practices, new trendsin social media and their relation to themarketing mix, latest trends in sampling,mobile marketing, viral marketing and use ofspecial events and sponsorships. Mindful ofthese rapidly evolving marketing methodsand anticipating the necessity of quantifyingthese, Kline has devised and refined aproprietary 5-point metric which ratesmarketing methods on how critical each isfor a given brand. For more details, visitklinegroup.com.

This month, BIR catches up with JeanneMatson, who retired from ClairolProfessional in 2007 after 32 years ofservice. “As much as I loved Clairol and thebeauty industry, I was offered anopportunity to become the president ofStarnet Worldwide Commercial Flooring,which is a membership cooperative ofcommercial flooring contractors,” saysJeanne, who runs Starnet’s marketing andbusiness development programs for 170independent entrepreneurs. “We have ateam of six people who develop networkingevents, marketing programs, training seminarsand other business-building opportunitiesfor our members,” she explains. When itcomes to leaving the beauty industry behind,Jeanne says, “I miss the passion and theexcitement of the people in the beautybusiness—the big personalities and thedrama. I miss working on products thatdeliver such an emotional return to the endusers. I work with terrific, committed peoplenow who face similar challenges as the salonowner, but the level of emotion is verydifferent! I try to keep an eye on newindustry developments from afar!” Jeannesends a warm greeting to her formercolleagues in the beauty business. If you’dlike to catch up, reach her [email protected].

FEBRUARY 2012 3

News continued on page 4


Bennie Lowery, Sally Beauty’s senior vicepresident of merchandising, recently retired,but will continue to serve as a consultant forthe company. Bennie sent this note tocolleagues and friends: “It was with greatanticipation that I sent the followingannouncement to my fellow Sally BeautyHolidays’ employees. For you, my friendsand colleagues, the message is the same. Iappreciate the time we had together, thethings you taught me and the support andtrust you vested with me. I will winter inSouth Florida and keep my Texas residence,as I am lucky enough to have my family here.Let's keep in touch. On October 17th, Iquietly left the building and concluded my40th year in the beauty industry. It was aprofound time for me, as it defined themoment I had always heard about… ‘You willknow when it’s time to go.’ Well, it’s time!Reflecting back on those 40 years, I havetruly been blessed by having Gary(Winterhalter) as my boss for more thantwo thirds of those years. His tolerance,guidance and support allowed me to have acareer with no regrets or goals left unmet. Ialso feel very fortunate and extremelygrateful to the many others for the time wehad together, and the value I place on itmakes it very hard to say good-bye! So Iwon't! I became a consultant to SBH onJanuary 1, so we will stay connected. It isimportant to me for all of you to know myheartfelt thanks for the many things youhave taught me, the support you gave me,the great memories we made together and,as always, I wish you as you deserve….onlythe best." Reach Bennie at 214-202-2532 [email protected].

Jana Meincke joins Katherine FrankCreative, Inc. as a west coast salesrepresentative based in Los Angeles, to servethe company’s clients in California. Jana

spent seven years in sales and businessdevelopment with the Professional BeautyAssociation. Reach Frankie Cacciato, CEO,at 630-620-7720, ext. 21, [email protected]. Visitkatherinefrank.com.

Taking a break from his day job as chairmanat Famous Names LLC, Jim Nordstromofficiated at the marriage of StefanieAsselman to Gary Stafford in San Diego.Stefanie, who is a long-time employee ofCND (formally Creative Nail Design), askedJim, who is a co-founder of CND, if hewould officiate. This is the fifth weddingceremony Jim has performed. If you havewedding plans, reach Jim at 858-779-1513 [email protected]. Visitfamousnamesproducts.com.

Group 3 Marketing, a full-service directmarketing agency, adds Jason Touw, ColtonLeekley-Winslow and Ben Overmyer to itsteam. As new media specialist, Jason willimplement new media initiatives, includingmobile texting, internally and for Group 3’sclients. Colton, the new data analyst andhardware administrator, is responsible forgenerating reports for clients and is taking anexpanded role in managing hardwareupgrades. As web developer, Ben will focuson building the online applications andwebsites that drive Group 3’s marketingefforts. Reach Bart Foreman, founder/CEO,at 952-475-3269 [email protected]. Visitgroup3marketing.com.

Dina Elliot’s JG Communications Inc., afull-service public relations, marketing andcommunications firm, welcomes PatriciaIsrael as account director responsible forday-to-day client management and newbusiness development. In addition, EileenLynch joins the company as public relationsand communications director, focusing on allaspects of public relations and media for thecompany. Reach Dina at 201-310-3356 [email protected]. Visitjgcommunicatonsinc.com.

Sunny Stinchcombe joins Spilo Worldwideas regional sales manager for the Southwestand Southeast territories. Sunny has morethan 25 years of professional beauty industryexperience in sales, marketing andmanufacturer’s representative roles. ReachMarc Spilo, CEO, at 800-347-7456 [email protected]. Visit spilo.com.

The Burmax Co., a manufacturer, importerand distributor of professional beauty andspa supplies, announced the promotion ofJay Ohlrich as its national sales manager. Jayjoined the company last year as the Midwestand Southwest regional manager. Reach Jayat 800-645-5118 or [email protected]. Visitburmax.com.

AG Product Group, LLC has tapped ShaukyGulamani as president of FHI Heat. Shaukywill coordinate new product developments,R&D activities, marketing, public relations,sales and education. He plans to expand thecompany’s global distribution and develop aliquid line to be introduced later this year. Tolearn more or catch up, reach him [email protected].

Dean Wada, president of JataiInternational, informed BIR that thecompany’s founder, Kay Obayashi, passedaway last month at the age of 92. He issurvived by his sister, Cherry Tom; hisbrother, Roy Obayashi; plus three niecesand many grandnieces and nephews. Kaydedicated 40 plus years to marketing andpromoting products manufactured in Japan,including the 747 replacement blade shears,Sori razors, Feather razors and shears, SekiEdge implements, Du-Boa brushes andLucky clips, to the beauty and barberindustry. For more details, reach Dean at888-965-2824 or [email protected]. Visitjatai.net.

4 FEBRUARY 2012


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ue out this spring is Pepper Miller’s book,Black Still Matters: Why Increasing YourCultural IQ About Black America is

Critical to the Survival of Your Brand.Pepper, one of the principals of the Hunter-Miller Group, which specializes inAfrican-American market research andconsulting, previously authored What’s BlackAbout It? Insights to Increase Your Share ofa Changing African-American Market.Contact Paramount Market Publishing Inc. at888-787-8100. Visit paramountbooks.com.

Sally Beauty is sponsoring scholarships forlicensed multicultural cosmetologists, students,barbers, estheticians and nail techniciansinterested in earning cosmetology degrees fromthe National Institute of Cosmetology of theNational Beauty Culturists’ League (NBCL).The institute will take place during the NBCL’s93rd meeting, July 21-28, in Alexandria, VA.NBCL is the nation’s largest association forblack beauty professionals. Katie B Catalon,PhD, is the national president. Visit nbcl.org.

Essence Communications PresidentMichelle Ebanks says that her magazine’sreaders are not well-served in “digital space,despite over-indexing in digital mediaconsumption.” The company aims to change allthat with the Essence Hot Hair Try-On Toolapp for the iPad. Users can upload a photo,find a face shape and try on favorite celebritystyles. They will also receive beauty tips fromEssence editors and see hair evolutions offavorite stars. The app features 300 celebritystyles from women like Beyonce, First LadyMichelle Obama, Jill Scott, Halle Berry, MaryJ. Blige, Jennifer Hudson, Ledisi and Solange.It debuted with the hard copy Essence HotHair issue and is available for $4.99. Visit theiPad app store.

The Cable Television Advertising Bureau(CAB), a trade organization for the cableindustry, unveiled its website,reachingblackconsumers.com, at theMulticultural Marketing & DiversityConference, presented by the Association ofNational Advertisers. The site focuses onpurchase habits, motivators and mediaconsumption behavior. More than 25 partners

participated, including Africa Channel,Arbitron, BET, BIG Insights, BurrellCommunications, Diversity Affluence,Footsteps Group, Firefly, Geoscape, gmc,Hunter-Miller Group, Images USA,Knowledge Networks, Liquid Soul, MillwardBrown, Mintel, MRI, Nielsen, New AmericanDimensions, New Strategist, ScarboroughResearch, Strategic Vision, Synovate, USCensus Bureau, Time Warner and WaltonIsaacson. Visit reachingblackconsumers.com.

Marielle Bobo, formerly senior fashioneditor at Essence, is the new style director ofEbony magazine. She has held a number of highprofile positions at various publications.including Allure, Women’s Wear Daily,Cosmogirl and OK, and has contributed toHarper's Bazaar, Glamour, Vanity Fair, Self,US Weekly and Life & Style. Visit ebony.com.

The Heinz Endowments' African-AmericanMen and Boys Task Force and the PewResearch Center’s Project for Excellence inJournalism have fueled efforts to encouragemainstream media to broaden their coverage ofblack men and boys and to support projectsthat put media in the hands of AfricanAmerican males, enabling them to tell theirown stories and to challenge those told aboutthem. “We just aren’t portrayed well as peoplewho are intelligent or thoughtful or interestedin things like the environment or social causes,”said Pittsburgh psychologist Walter HowardSmith, Jr. in a study interview. The Heinz studywas presented at the University of Pittsburgh.Michael A. Fuoco of the Pittsburgh Post-Gazette reported on the studies in the article,“Media urged to change portrayal of blacks.”post-gazette.com/pg/11306/1186807-53-0.stm

Ebony magazine’s style section for menincludes a number of skin products suited tothe special needs of African-American men.Clinique’s Skin Supplies for Men Liquid FaceWash is the first in a 3-step system. It has allthe benefits of face soap in a liquid formula,leaving skin fresh and comfortable, ready for ashave (5 oz./SRP $16.00). Visit clinique.com.Neutrogena Men Sensitive Skin Oil-FreeMoisture SPF 30 has sun protection and isdesigned to hydrate skin and leave it feeling

soft and smooth. The lightweight, oil-free andfast absorbing formula calms skin on contactwhile evening the look of skin tone andpreventing future discoloration (1.7 oz./SRP$6.99). Visit neutrogena.com.

Razor bumps, a common problem for blackmen, can be addressed with products likeBump Patrol Maximum Strength AftershaveTreatment. Its soothing antiseptic agentspenetrate the skin and help achieve a smoothershave, eliminating irritation (2 ounces/SRP$8.99). Visit mmproducts.com.

Taliah Waajid Protective Mist Bodifier is amust for those who want to detangle, combout or remove human hair extension braids orsynthetic braids. Manufactured by Black EarthProducts, it is also useful as a daily conditionerfor braids, locks, twists and other natural hairstyles (8 oz./SRP $7.00). Call 877-480-9328. Visitnaturalhair.org.

Aveda Be Curly Style Prep adds moistureand curl definition as it seals the cuticle, tamingfrizz all day. It detangles to reduce breakagefrom combing, makes styling curls easier andhelps maintain them longer, while leaving hairsoft, not crunchy. A wheat protein and organicaloe blend expands when hair is wet andretracts when dry to intensify curl or wave(3.4 oz./SRP $24.00). Visit aveda.com.

Curly Q Milkshake Curl Lotion for finecurly hair can be used as a leave-in or a rinse-off conditioner for young girls with dry curls. Itis derived from natural coconut and sweetalmond milks (8 oz./SRP $14.00). Visit curls.biz.

Fantasia Hair Polish for color-treated andchemically damaged hair restores life to dull,dry, overstressed hair. It fills, seals, resurfacesand smoothes the cuticle, preventing hairbreakage (6 oz./SRP $6.99). Reach the companyat 800-426-3030 [email protected].

Lafayette Jones is CEO of SMSi-Urban CallMarketing, a promotion andmarketing company, and publisherof Urban Call custom publications.Contact him with yourmulticultural news at 336-759-7477or [email protected] and

visit www.smsiurbancallmarketing.com.

FEBRUARY 2012 5

DThe Multicultural Report by Lafayette Jones


6 FEBRUARY 2012


euma Research was created to answer thegrowing demand for an authentic and

healthy sustainable lifestyle brand that salonsand spas can offer their clients with a cleanconscience. After just one year, the companyhas made its mark, with distribution set in 36states and plans to launch Canada later thisyear and international markets in 2013. BeautyIndustry Report recently caught up with JeffOrrell, senior vice president of sales andmarketing, for an update and a look aheadBIR: Welcome, Jeff. Neuma Research hascertainly had an exciting first year. Please fillin BIR’s readers on your company’s story.

Jeff Orrell (JO): For years, our industry hashung its hat on clever buzzwords, like “pure andnatural,” “eco friendly” and “organic.” Butconsumers' access to information has outpacedmarketers’ ability to distract their attentionwith smoke and mirrors. Brands who countedon seductive front label claims of "organic" or"natural" but whose ingredients were the sameas those found in their "unhealthy"competitors, exposed themselves with no wayto justify their claims. We set out to create ahigh-performing, transparent professional haircare brand that allows professionals to feelconfident prescribing it, not only because of itshigh level of performance, but knowing thatthey are recommending a product that meetsor exceeds the expectations of today’seducated consumers.

It has been said that bad news travels fasterthan good news, so it is time to stop and thinkbefore making a claim. Social media is growingat an exponential rate, and when there is lackof credibility, it spreads like a virus. BIR: Please tell us about your products. Whatsets them apart? What does the sustainablepositioning mean?

JO: Neuma offers high-performing,transparent hair care products, givingprofessionals and consumers a healthier andmore sustainable choice. From ourformulations to our bottles, from our marketingmaterials and human resource management toour PETA and fair trade approvals, Neumashows that our passion for "because everythingmatters" is more than just words. We often say,

don't believe a word we say, go online, do yourown research and see it for yourself. As onesalon professional put it, "I'm embarrassed thatI did not do my own research (about otherbrands)." As a result, distributors, salons andspas love the growth and success that they areexperiencing with Neuma.BIR: What makes these products special?

JO: It’s what we choose not to use thatmakes Neuma’s formulations special. We havean extensive list of harmful ingredients that weplace on the back panel of every bottle underthe heading “Zero,” showing clearly what wechoose to not use. Being able to create atransparent, sustainable lifestyle brand withoututilizing synthetically manipulated fragrancethat hides several of the no-no ingredients is anexample of why we feel our formulations arespecial. Another example isutilizing actual fragrant oilsat higher levels that have asecondary benefit ofenhancing performancewhile maintainingingredient integrity.Our formulas are aboutsustaining health,beauty and color andlowering our carbonfootprint. That’s whywe use sustainablematerials from vendors who use sustainablebusiness practices utilizing sustainable plant-based materials that do not fade color and arenot harmful to our planet and us.BIR: Tell me about the company’s roll out.

JO: This has definitely been the fastest rollout that I have had the pleasure of being a partof—and I’ve been involved with some big ones!We started shipping September 17, 2010, andhave launched 15 distributors who arerepresenting Neuma in 36 states. Distributorsare looking for authentic, sustainable, greenbrands, as they see them as a viable growthcategory. Salons are requesting healthieralternatives because of ingredient challengesthat they, a friend or family member need toavoid due to health-related challenges. Moreand more professionals and consumers are

looking for products that do not containharmful ingredients. Together, those are thereason for Neuma’s immediate acceptance andsuccess in the marketplace. BIR: Given that success, you must havetargeted distributors carefully.

JO: There has been a very positive responsefrom distributors across the country andinternationally, as well. We qualify distributorsbased upon a successful history of brandrepresentation, a good fit for Neuma with theirexisting brands, territory coverage, how wellthey work with the distributor(s) they border,their commitment to education and theirreputation in the marketplace. That informationis vital to establishing successful relationshipswith the right distributors and is critical forestablishing the right fit for both companies.

BIR: What is theprofile of the salonand/or spa thatNeuma can benefit?

JO: Neuma targetssalons and spas that areinterested in providing

a solution toevolving greenconsumers andbelieve in healthieralternatives,sustainability or want

to create a green lifestyle retail section. We arethe answer for salons and spas that are lookingfor a high performing, transparent, lifestylebrand. Spas love Neuma, because it meets theirexpectations for compatible, prescriptive,sophisticated, healthy sustainable products.Salons love Neuma, because it puts theprescriptive power back into professionals’hands without sacrificing performance.BIR: What is your story? How did you get towhere you are today?

JO: Twenty-four years ago, my sisterconvinced me to take a look at the beautyindustry. She was attending Oceanside BeautyCollege at the time. I got my start on thedistribution level in 1988, working for an Avedadistributor in southern California. In 1991, I wasrecruited by a larger Aveda distributor in the

Neuma gives salons/consumers a sustainable choice

N

Neuma’s attractive packaging is also sustainable.


FEBRUARY 2012 7

Pacific Northwest, where I eventuallyhappened upon ABBA products. I wrote aletter in 1993 to Jim Markham, who was thefounder/CEO, then joined the company as aregional sales manager and served in thatposition until 1996 when the company wassold. I then purchased a distribution companyin Bozeman, MT, which proved to be a greatexperience. In 1999, Jim Markham approachedme with the opportunity to help him create anew hair care brand. We launched PureologyJuly 30, 2001. In 2007, Pureology was sold toL’Oréal, and after a short hiatus, I consultedfor a couple of years before getting involved inbringing Neuma to market.BIR: Who else is on the management team?

JO: Tommy Dionisio, chief sustainabilityofficer (CSO); Mikea Lawhon, director ofeducation; Greg Garcia, western regional salesmanager; and Lee McCall, eastern regionalsales manager, are on our management team.

How fortunate we are to have are very ownCSO. You are starting to see more companiesmaking a commitment to being greener andimplementing sustainable business andmanufacturing practices. Tommy has beencommitted to this cause since day one,ensuring that Neuma incorporates sustainabilitymeasures by lowering our company’s carbonfootprint and ensuring our utilization ofsustainable, post consumer and recyclablematerials. He updates the team on a regularbasis about new green developments andeducates us all on ingredient integrity, whileproviding us with viable greener alternativesthat we can use in both our work and personallives. Tommy is also involved with operations,which is a perfect marriage between ourcompany’s green objectives and how wefacilitate them internally, as well as externally.

Mikea manages our education department.She has developed many successfulprofessional industry teams, and we are verygrateful to have her on our team. Lee and Gregboth support our distributors and their salesteams in the field, as well as the overallstrategic sales growth objectives with eachdistributor, traveling to each of them andsupporting their sales teams in the field. BIR: What type of educational/productknowledge programs do you offer?

JO: We have three levels of specially trainededucators—design team, advisors and

associates. The design team trainings are twicea year, and regional advisor trainings take placequarterly. We also have localized Neumaassociate trainings that support salonsinternally on ongoing basis. Having three levelsof trained educators allows us to providedistributor educational support from in-salonworkshops to special distributor events andshows. In addition, these educators supportour corporate shows and provide in-fielddistributor sales support.BIR: How do you help your distributors andsalons sell Neuma to their customers?

JO: We have a veteran sales and educationteam that supports our distributors locally on amonthly basis. We communicate regularly andplan accordingly with our distributors withspecific objectives to ensure their success withour brand. Our sales and education teammembers also provide field support,demonstrating and sampling Neuma productsand providing feed back, which has been veryvaluable to our success. The salons and spasreally value this additional support andembrace the opportunity to speak directlywith a company representative. BIR: What are your launch plans for the firsthalf of 2012?

JO: We are scheduled to complete our U.S.distribution channel and start rolling out inCanada by the end of the second quarter.During this time, we will continue to ramp upfor our international distribution in 2013.BIR: What are Neuma’s major sales andmarketing initiatives for 2012?

JO: We will increase our show presence and

exhibit at the International Salon & Spa Expoin Long Beach, CA; America’s Beauty Show,Premiere Orlando and the ISPA shows, as wegrow our educational team. We also plan toincrease our trade and consumer publicrelations and advertising commitments. BIR: Tell me about your online marketing,sales and education initiatives, including butnot limited to your social media outreach?

JO: We have a beautiful website(neumabeauty.com) that tells the Neuma story.We use Facebook and Twitter to createconsumer awareness through shared blogs,testimonials, shows, educational events andpromotional offerings. BIR: What’s new and/or hot in your line?

JO: We launched our non-aerosol hair spraythis month, and we kicked the New Year offwith our Incontrol aerosol hair sprays lastmonth. The Incontrol hairsprays have been ahuge hit for us, and we feel really good aboutthe performance and positioning of all three.They help complete our finishing offerings inour styling segment. BIR: What’s your biggest challenge?

JO: As with any fast-growing company, ourbiggest challenge is servicing the growth. Weare fortunate to have a veteran team with aproven industry track record. Providingoutstanding customer service is one of twothings we do better. BIR: What is the second?

JO: We make exceptionally good productsthat repeat and become almost addictive. BIR: What would BIR's readers be surprisedto learn about Neuma?

JO: In our professional beauty industry, ithas always been about the story. Today, we arebeing challenged by consumers to providethem with what they now know is best forthem and their environment. The surprise is not

that it actually can beaccomplished. Sure, it costsmore to do; however, Neuma isliving proof that it can be done.The surprise is that we reallyare transparent sans the smokeand mirrors.

To learn more aboutNeuma, reach Jeff Orrell at310-900-4107 [email protected], andvisit neumabeauty.com.

“Our formulasare aboutsustaininghealth, beautyand color.”

Jeff Orrell,senior vicepresident ofsales andmarketing


everal years ago, Joan Lasker was having herhair colored. As a brunette, she knew that

her gray roots would be visible in two weeks,leaving her with two weeks to go before havingher hair colored again. She started tryingproducts to cover the gray around her hairline,but didn’t like the results. She couldn’tunderstand why no one had developed aneffective temporary touch-up with real haircolor. So, she decided to take the lead inforging a new category, and ColorMetrics wasborn. Beauty Industry Report (BIR) recentlyspoke with Joan to learn more about hercompany and its products, which are helpingpeople love their hair color the entire timebetween colorings.BIR: What’s the story behind ColorMetricsand your TouchBack markers?

Joan Lasker (JL): Permanent hair color is notpermanent—gray roots are growing and visiblewithin two weeks, and color fades every timehair is washed or exposed to the sun. Womenwith gray could be coloring their hair every 4 to6 weeks for 40 years. I want our products tomake it easy to keep their color looking freshand hair undamaged. TouchBack, our instant,non-stop color system, solves the problem byadding back temporary color between"permanent"colorings.

TouchBack is amulti-patenteddesign, the onlyinstant touch-up thatdelivers real haircolor from ourpatented “marker”delivery system. Eachmarker delivers aminimum of 40 to 50hairline applications(.27 oz/list $15).None of the othertouch-ups on themarket, whether inmascara, crayon, gelor powder deliverysystems, will bond tothe hair. TouchBack

does—it actually bonds to thehair, because it is made withreal hair colorBIR: Your missionstatement is simple: Non-Stop Color…Instantly. Tellme more.

JL: My goal is to create agroup of products that willkeep hair color looking asperfect as possiblebetween permanentcolorings without the useof ammonia or peroxide.We are the only companyoffering a fully integratedsystem of temporary haircolor products to covergray roots and boosthair color overall:ColorMark, our originalproduct, provides realhair color in a liquid forinstant gray root touch up in 10 shades.TouchBack offers real hair color in a marker ineight shades. TouchBack Plus Shampoo,Conditioner and Leave-In Conditioner giveyou an instant color boost in eight shades in

formulas that are free of peroxide, ammoniaand sulfates. Recently, we introducedTouchBack BrowMarker—a marker for theeyebrows—in five shades. This new patentedmarker enhances brows and blends stray grays.We even developed a special shade—blonde—that works directly on the skin for cases where

there may be no brow hair at all. This fits ourphilosophy perfectly: we want to sell

product, but we also want to fill aneed. Used together, our productsfill the need to maintain and add

back color between colorings.BIR: How does someoneuse the system?

JL: TouchBack PlusColor Shampoo (4oz./list $15.00), ColorConditioner (4 oz./list$15.00) and Color Leave-In Conditioner (3.5oz./list $15.00) boostoverall hair color andblend grays. When you

reach your desired color level, the ClearShampoo (8 oz./list $12.50), Clear Conditioner(8 oz./list $12.50) and Clear Leave-inConditioner (3.5 oz./list $15.00) will help tomaintain your color, while also providing theultimate fade protection against UVA/B rays. BIR: Tell me about your background andwhat you did prior to starting ColorMetrics.

JL: I was at Vogue for five years, themajority as a beauty editor, then spent 16 yearsas vice president of corporate public relationsfor L’Oréal USA. For two years, I was alsopresident of Cosmetic Executive Women(CEW), our 4,000-member trade organization.BIR: At shows, I have seen other brands’ hairmascaras for covering gray. What separatesTouchBack from those products?

JL: Hair mascara is...well, mascara. Thisproduct will cover gray. But, it makes the hairnoticeably dull, it flakes off when brushed andrubs off on your pillow at night. BothTouchBack and ColorMark are made with real,temporary hair dyes that bond to the outsideof the hair shaft and won’t flake or rub offwhen brushed. They blend beautifully with

8 FEBRUARY 2012


TouchBack keeps hair color perfect between colorings

S

TouchBack Markers deliver40 to 50 hairline applications

of real hair color.

TouchBack Plus products refresh hair color instantly.


permanent hair color for a totally natural look.BIR: How do you approach each day?

JL: I’m a micro manager. I am obsessiveabout inventory. When a customer orders, Inever want to be out of stock. In our eightyears in business, I can count the times that hashappened on one hand. BIR: How do you distribute your products?

JL: We sell our products primarily through30-plus full-service beauty distributors, as wellas to master distributors and wholesalers. Wealso sell TouchBack and ColorMark to UltaBeauty and Sally Beauty stores. Now, we arebeginning to take on distributors overseas.BIR: What are the key success factors youlook for in selecting a distributor partner?

JL: The distributor needs a dedicated salonconsultant team. Skype has made it easy to doMonday morning meetings to keep the salesgroups informed and motivated. When westarted the company, John Cortese was ourvice president of sales. He did a fantastic jobgetting our products into a strong group of full-service beauty distributors. We now have repgroups, including Van Nest Coleman &Associates and others. BIR: Who is your target market?

JL: Anyone with gray hair.BIR: Tell me about your online marketing,sales and education initiatives, including butnot limited to your social media outreach.

JL: We have a strong Internet business as aresult of our public relations efforts. We useTractenberg and Co. in New York City. Ourproducts are consistently in the national andlocal press. We focus on creating relationshipswith and spreading our story via beautybloggers more than Facebook and Twitter forour social media efforts.BIR: What’s new and/or hot in your line?

JL: Temporary bright hair colors have surgedduring the past year. Streekers, Hot Colors forCool Hair, is hot for us right now. Streekers’patented formula bonds to the hair and is theonly temporary bright hair color that won’tflake off when brushed, unlike mascaras, gel-based products and sprays. Then, you can washit out when you’re not feeling wild. We say thatStreekers “let you get ready for a wild weekendwith no commitment. Now every Mondaydoesn’t have to be blue. How about pink, red,green, orange, yellow, purple or ultra violet?”

BIR: What trends do you see having apositive effect on the professional beautyindustry, and how is ColorMetrics takingadvantage of them?

JL: People are stretching their time betweenhair color services. Stylists are recommendingour products to keep their clients’ colorlooking fresh between salon visits because theyare temporary and don’t interfere withpermanent color.BIR: What do you have planned for 2012? Areyou working on any new marketinginitiatives?

JL: We have just launched the TouchBackPlus line of colored shampoos andconditioners. Throughout the year, we will beworking to grow sales of those lines.BIR: What is your company’s greatestaccomplishment in the past five years?

JL: We think we have understood the trendsthat drive consumers’ purchases. Our biggest

breakthrough was getting hair dye to come outof a marker. The product was so revolutionarythat within six months, we won CosmoprofNorth America’s first Discover Beauty Awardfor best product and went on to win Allure’sBest of Beauty for best product in its categoryand CEW’s best new hair color product. I amvery proud that my small company createsproducts that receive big recognition. BIR: Have you had any mentors?

JL: My background was public relations. Ineeded a lot of help in sales, marketing,packaging and production. But, my years atL’Oréal and CEW gave me the ability to pick upthe phone and call some of the top experts.Robert Oppenheim, former president ofClairol’s salon division, gave me hours andhours of his time, as did the late AlanKurtzman of Neutrogena and Revlon, andGuy Peyrelongue, president of L’Oréal, whoadvised me to take the product to market onmy own.BIR: What is the best business advice youever received, and who was it from?

JL: My father told me to be persistent anddon’t give up. He was the most persistentperson I ever met—he achieved all of his goals.BIR: What inspires you?

JL: The emails I receive from customersinspire me. They thank me for creating aproduct that solves a constant problem.Occasionally I answer customer service callsmyself, because I love talking directly withcustomers from all over the country, gettingtheir feedback directly. I really believe thatlistening to the customers is the purest form ofmarket research.BIR: Is there anything else that you wouldlike to address?

JL: We grew this company from scratch. Wedidn’t order our products from a private labelcompany. We invented them. It’s the classicexample of recognizing a need for a product

that doesn’t exist and creatingit. I didn’t know it would be sodifficult to develop or take aslong as it did. But, I am veryhappy with the result and I’mglad that I was persistent.

Reach Joan Lasker at505-983-0115 or visitcolormetrics.com.

FEBRUARY 2012 9

“My goal is tocreate a groupof products thatwill keep haircolor looking asperfect aspossiblebetweenpermanentcolorings.”

Joan Lasker,CEO/founder


10 FEBRUARY 2012

air color is the No. 1 service driver forsalons, and Andre Nizetich has dedicated

his career to elevating hair colorists’ expertise.Twelve years ago, he joined together with agroup of distinguished hair colorists to formthe American Board of CertifiedHaircolorists (ABCH), a 501(c) 3, non-profitorganization with the mission of establishing ahigher level of hair colorist to whomconsumers can turn for high-quality,professional hair color. They invested eightyears in developing a hair colorist certificationprocess and exam, and today, there are 1,565board certified hair colorists across thecountry. The organization also produces itsannual Energizing Summit, which Andre calls“the crown prince of hair color education.”Beauty Industry Report recently had theopportunity to chat with Andre, who ispresident of the ABCH, to learn more abouthow the industry can become involved in theseinitiatives.BIR: Andre, before talking about the ABCH,please provide BIR’s readers with a shortrecap of your career.

Andre Nizetich (AN): I am what is referredto as a “war horse.” I earned my license in 1957and have been engaged in the industry sincethen as a hairdresser, educator, guest artist,salon owner and manufacturer. This is a greatindustry with a lot of opportunity. When Istarted in the industry, rollers were just comingout, so I have lived through a lot of changes. BIR: How did you become interested in haircoloring?

AN: Shortly after beauty school, I inventedSuper Streak, a tool for adding streaks andhighlights to the hair. I then hit the road, alongwith my partner, teaching people how to use it.Because it was a hair coloring tool, I was askeda lot of questions about hair color that I didn’thave the answers to. At that point, I decided Ihad better learn hair color if I was going toteach it. I went to as many classes as possible,but I just got more confused. So, I decided tolearn hair color on my own. I even purchased amicroscope to view what was going on. What Ilearned astounded me. The teaching was filledwith old wives’ tales and lacked the truth. I

wanted to change that. BIR: Please provide some brief backgroundon ABCH and the criteria you use topromote the credibility of the hair coloristand the quality of the work done in salons. AN: I am the president of the organization;

we have a Board of Directors, whose membersparticipate in any major decisions made inbehalf of the organization. We started ABCH toestablish a higher standard for professional haircoloring. We all know there are folks out therewho are licensed cosmetologists who don’thave a clue about doing professional hair color,but that doesn’t stop them from offering haircolor services to their clients. We want toseparate the flowers from the weeds, soconsumersreceive theresults theydesire whenhaving their haircolored at asalon. Of coursethere are somegreat haircolorists whoare not boardcertified. That’s okay, too. We don’t expect thehigh-profile hair colorists to take theexamination, but we would like them toendorse the concept.BIR: Many more people color their hair athome than visit a salon. How can ourindustry work together to reverse that?

AN: The answer to that is simple—changingour pricing. We are pricing ourselves out ofbusiness. I taught a consumer hair color classentitled ,“Color Your Hair like the Professionals.”The class was sponsored by my localcommunity college. It was the greatestpromotion I ever did. Obviously, the consumersthat attended were interested in coloring theirhair. At the conclusion of the class, I asked thequestion, “Why do you not have your haircolored professionally?” There were twoanswers—”I can’t afford it” and “It’s tooexpensive.” Those might sound like the sameanswer, but they’re not. One means, “I don’thave the money.” The other means “The service

does not justify the price.” That is why I hate tosee the manufacturers continue to raise theirprices, in turn requiring hair colorists to raisetheirs. There are those consumers who will pay,regardless of how much is charged, but that isnot the norm, especially in this economy. If wecontinue to raise prices, clients are going torebel. Our competition is still the drug store,and we are losing clients every day to it. BIR: You mentioned that once the ABCH wasformed, it took eight years to establish acertification program and give the firstexam. What was your process?

AN: It was grueling! Imagine starting with ablank piece of paper, writing a curriculum, thendeveloping an exam. Sometimes we had as

many as 10 coloristslocked in a room tryingto come to terms on thedefinition for “brassy.”Many notable haircolorists were involvedin the process. We allentered the fray withthe thought we weredoing something noblefor the industry. We

thought the manufacturers would endorse ourcommitment—the more qualified the haircolorists, the more hair color those coloristsare going to use. We fully expectedmanufacturers to endorse our program. Instead,they rejected the entire concept. Go figure.BIR: It’s surprising that ABCH only has 1,575certified hair colorist members. Would youlike to increase that number?

AN: Of course we would like to increase thenumbers, but it’s a tough exam; our pass rate isbelow 50%. In administering the examination,we have seen some great hair colorists. On theother hand, we have observed some prettypathetic work. I think that is a microcosm ofwhat happens in salons. It is not easy to fail asmany people as we do, but we refuse to lowerour standards just for the sake of getting moreboard certified hair colorists. BIR: Please describe the certificationprocess.

AN: There are no prerequisites other than a


HCertification produces skilled hair colorists

The 2011 Energizing Summit educators volunteeredtheir time to share pure hair color education.


FEBRUARY 2012 11

cosmetology license. We stand on theexamination process for determining whethersomeone is qualified to be a board certifiedhair colorist. The study portfolio describes indetail exactly what a candidate has to do topass the examination; there is no guesswork.We enlisted the skill of a professor ofvocational education to give us guidance withwriting the examination. BIR: I understand the Ratner organization,which includes Hair Cuttery, uses yourcertification program to develop better haircolorists. How does that work?

AN: The Ratner organization has a trainerwho teaches the curriculum to those whowant to become board certified. They have hada great deal of success using our curriculum toteach their hair colorists. This is not the type oforganization in which you have to reach acertain level before you can belong. Rather, it isa tool to help individuals refine their skills andbecome better hair colorists—and it works!BIR: Tell me more about the structure of theABCH. You mentioned the organization is a501(c) 3 non-profit corporation. What is thesignificance of that?

AN: It is an educational non-profitcorporation; as such, you can contribute to itand have it become tax deductible. We are anorganization formed solely to upgrade theindustry. We have nothing to sell—only the

materials necessary to study for and take theexamination. We are all about producing ahigher level of professional hair colorist.BIR: Tell me about your Energizing Summit.

AN: It is a fantastic event! It is two days ofsolid education for $300.00. I would say it isthe premier hair color educational event. Theboard of directors produces it in a way thatmakes learning enjoyable for all of ourattendees. We have 45 educators who come tothe event to educate, just for the love of theprofession. With 23 classes going on at thesame time, lots of interaction with theeducators and hands-on classes galore, it is areal learning experience. You can select theclasses you want online. For the month ofFebruary, we offer 20% off tuition as anincentive for registering early. We do have afew exhibitors who sell their wares.

In contrast, look at what is happening to ourbeauty shows. Of course the major shows offereducation, but it takes a back seat to theexhibit hall.BIR: Who is on the ABCH board of directorsand what are their duties andresponsibilities?

AN: Our board consists of five terrific haircolorists—Kris McGinnis, Paul Morrison,Tamara Dahill and Aura Mae—and me. Ipretty much run the show. No one gets paid;they volunteer their time and energy for thebetterment of the industryBIR: What is fueling the hair color category’sgrowth and importance to salons?

AN: Hair coloring has always been animportant segment of the industry. Many havesteered clear of it because they understoodthat you can lose a good client with a bad haircolor service. Now, they have embraced it,because as business gets more competitive inother areas, they turn to hair coloring. This isgood and bad—good because we have agreater focus on hair coloring in the salon andbad because they are doing it for the moneyand not for the love of what they are doing.BIR: Are hair color manufacturers involvedwith your organization?

AN: Wella Color Charm is the onlycompany that gives us financial support. Manyothers—Artease, Chromastics, CompagniaDel Colore, Ion Color, Avant Garde, Malibuand Keratin Complex—cheer us on. In

addition, other manufacturers support us atthe Summit. We are very grateful for that. BIR: What can manufacturers do to helpstudents and working colorists?

AN: Anything the manufacturers do wouldbe better than what they are doing now. Itwould help if they embraced our concept forteaching. We are not competing with them—we want to help them.

Manufacturers have to start teaching anddistinguish education from entertainment. Theyhave all of the power to make changes.Everyone teaches the color wheel. Why?Because it is the only consistent thing we havein our teaching. The color wheel is uselesswhen it comes to hair color. What good is thecolor wheel when the manufacturers don’treveal what primary colors are in their colors?

Our education is so fragmented that no onecan make any sense of it. Our goal at ABCHwas to standardize the education, but that’simpossible when we, as an industry, can’t evenagree on the names of different categories ofhair color. We must have a standardizedcurriculum in order to advance as a profession. BIR: What is your vision for ABCH’s future?

AN: We are going to keep working as long aswe can. We get a lot of very positive feedbackfrom those hair colorists who have studied forand taken the exam. That’s what keeps us going.We have eight examinations scheduled for thisyear, as well as the Energizing Summit. It’s goingto be a busy year. BIR: Any final thoughts?

AN: I think everyone who reads this articleneeds to look at the big picture and see what ishappening to our industry. There are a lot ofpeople making a lot of money, but they are notpaying attention to the salon industry as awhole. Salon owners are struggling; we have tohelp them. Let our industry be your City ofHope. Of course, the City of Hope does great

things, but so do salon owners.Everyone needs to put theirheads together and figure outhow we can get more clientscoming into salons.

To learn more and supportABCH, reach Andre Nizetich at310-547-0814, [email protected]. Visithaircolorist.com.

“We startedABCH toestablish ahigherstandard forprofessionalhair coloring.”

AndreNizetich, ABCH

president



12 FEBRUARY 2012

eauty Industry Report (BIR) joined FaroukShami and his Farouk Systems’ distributors

from around the globe on January 12-13 topreview the sales, marketing and educationalinitiatives for 2012.

Scott Emery, vicepresident of internationaland event master ofceremonies, opened thesession and introducedthe new AllureCollection. Lisa MarieGarcia and GlobalArtistic Board stylists,Rocky Vitelli andLeonel Rodriguez (thestylist behind the hair),spoke briefly about theirinspiration. Lisa Marie,who recently waspromoted to vice president of shows andeducation, explained that CHI Ionic Color wasused to achieve the bold colors. She alsoannounced that CHI Ionic Color is nowformulated without (paraphenylenediamine)(PPD). In describing the new Allure Collection,Lisa Marie stated, “Now is not the time forextreme avant-garde; it’s time to get back tothe basics of creating an all-around great hairstyle for today’s woman, who is constantlyevolving her look from sophisticated to sexy tofun and edgy. With the Allure collection, youwill see that by simply changing the part, shecan have both.”

During after-dinner conversation with a fewof the international distributors, they told BIRthat one of the most important reasons thatFarouk Systems has grown into one of the mostsuccessful brands in salon hair care is FaroukShami’s focused communication about hisconcern, care and love for hairdressers’ well-being, health and livelihood. His slogan, “fromhairdressers to hairdressers” carries thatmessage. Other important ingredients in thesuccess of Farouk Systems has been its abilityto change and evolve with the expansion of itsproduct lines, to manage changes indistribution and to attract high qualityemployees. Another of the company’s mottosis “Innovation and not replication.” This event

provided real-world evidence that thecompany practices that motto daily.

Farouk, wearing his signature red boots andred tie, gave a rousing presentation, reflecting

that since starting thecompany in 1986, he hasreceived 12 patents as aresult of takingtechnology from differentfields and applying it inthe beauty industry todevelop out-of-the boxsolutions for productsand tools.

He stated, “It has beena year of success, it hasbeen about innovation.Our passion is for thehairdresser. We are in thefashion business, which is

continually evolving; however, our vision hasstayed the same; we are a company ofhairdressers for hairdressers.” He said he iscommitted to changing the beauty industryinto a better place by providing innovative andsafe products that help stylists earn the greatliving that they deserve.

Farouk emphasized the importance offocusing on the salon service—salons’ andstylists’ primary money-makers. The CHI EnviroAmerican Smoothing System offers a safe—and profitable—service that creates thesmooth, healthy, shiny hair that clients crave.Since its launch last year, the product hascontinued to grow its customer base and issolid winner for the company.

Of course, tools put Farouk systems on themap to stay. “The tool business has drivenFarouk Systems to where it is today,” Farouksaid. To continue that growth, in 2012, thecompany is bringing to market new tool designsand technology coupled with its ‘made inAmerica’ story.

Farouk introduced his long-time friend andpartner, John McCall, who as the owner of theArmstrong McCall distribution companyprovided the launch point for CHI Irons. Johnshared stories, including that Farouk gave its900 employees a $1,000 holiday bonus each!

Gregg Emery, Farouk Systems president, has

relied on his intimate knowledge of distributionand store operations as a former distributionexecutive to parlay strategic distributionchanges. As a result, Farouk Systems hastransitioned from more than 40 domesticdistributors to today’s group, which includesBeauty Systems Group’s (BSG) andSalonCentric’s networks, along with EmilianiEnterprise, Michigan Beauty Supply, and nowfor Florida, Kate Thomassen’s ThomassenBeauty Supply. No doubt Gregg’s intimateknowledge of SalonCentric and the Floridamarket contributed to this change, whichplaces Farouk products in all of theSalonCentric stores, with Thomassen BeautySupply calling on salons for the brand. Why?”The simple answer is we needed to be comingout of the distributor salon consultant’s (DSC)bag quicker than fouth or fifth,” explains Gregg.“Kate gives us that option, and we areconfident in her team’s ability.”

Added Kate, “All of us at Thomassen BeautySupply are thrilled and humbled at theopportunity to distribute Farouk Systems’products. We are ready to prove it's not howlarge your company is. It's about your people,their passion, a willingness to bring educationand believing that these simple truths willcontinue to better our industry.” Kate added,“Gregg and I worked together for many years atAce Beauty Company. Both Gregg and Faroukknow our team's experience, work ethic anddedication to the industry, and that's whatearned us this great opportunity! As the sayinggoes, it's not what you know, it's who youknow, and we are lucky to know Gregg!”

Could this be the new distribution modelfor a number of brands that are in either BSGor Salon Centric and facing the samechallenge? With the major product lineupthese two mega distribution organizations have,the likelihood of the DSCs presenting thesmaller brands is low. As Kate asserts, “Thisnewer model of distribution will make apositive difference for the industry. It will bringfocus back on the manufacturer, bring attentionand more personalized service to the salonsand bring local education back for both,building a strong business model for the future.I believe that this model will also prove to

Farouk launches PPD-free color, 2012 initiativesB

CEO Farouk Shami greets his distributors.


FEBRUARY 2012 13

strengthen our competitors' store sales. As weincrease market share, there will be moredemand for convenience sales from stylists.With our focus on the streets, it will give theirreps more time to focus on their other majorbrands.” Reach Kate at 800-787-3559 [email protected]. Visitthomassenbeauty.com.

Jason Yates, Farouk System’s vice presidentof sales and marketing, emphasized that FaroukSystems iscelebrating its 25thyear of marketingammonia-freeproducts. He alsodiscussed thesuccess thecompany is havingin reducing productdiversion that in thepast has plaguedboth CHI Irons andSilk Therapy.Between FaroukSystems winning alaw suit againstCostco and alsoadding a hologramlabeling system totrack products, there has been a sharp decreasein diverted goods. For 2011, the company’s toolbusiness had a 4% increase in spite ofterminating a number of distributors that wereinvolved in product diversion. He also sharedthat Farouk Systems’ color business was up 27%compared with 2011. The company placed CHIIonic Hair Color in 250 beauty schools, whichresulted in 15,000 beauty school students beingtrained to use CHI Color. Jason also announcedthat the Royal Treatment, a luxurious, high-end, salon-only brand generated $9 million infactory shipments. Another launch in 2011 wasthe CHI Enviro American Smoothing System,which in its first eight months of distributiongenerated sales of $16 million at salon cost.Overall, Farouk Systems’ wet lines had a 16%increase in sales for the year. The company alsowas successful in diversifying its sales—CHITools, which represented 68% of totalcompany sales in 2008, now account for 45%of total company sales, with color and wetgoods generating 33% and chemical services22%—a positive development.

Finally, Jason shared the company’s threeprimary marketing/sales initiatives for 2012:Strong promotion for CHI Tools led by thenewly designed CHI Touch Hair Dryer; CHIIonic Color without PPD and the CHI EnviroAmerican Smoothing System.

The new CHI Hair Dryer features touchscreen technology that management believeswill be a game changer. The controls providethe stylist with very specific ways to use the

dryer. Compared with itspredecessor, the new model offers50% faster drying time, 40% lessweight with low EMF and is superquiet.

BIR checked with a few of thedistributors attending theconference to get their take on themeeting. John Golliher, BSGpresident, said, “From theinformation presented at this event,Tom Neuts, vice president ofmerchandising, and our operationsteam have synergized our objectivesand Farouk’s major initiatives intoour marketing calendar. Gregg andJason have put together a goodteam, whosefunction has

improved tremendously andthus enable them to meet orexceed their goal for 2012.”

Mark Clevenger, vicepresident of merchandisingand partner branddevelopment at SalonCentric,shared, “The Faroukdistributor conferencedelivered several keyinitiatives that will impact ourbusiness this year. The launch of the CHI TouchHair Dryer and CHI Wave Curling Iron will helpdrive the appliance and chemical servicecategories for State Beauty and SalonCentric.Also, we are pleased about Farouk’s ongoinganti-diversion efforts, which have helped tostrengthen the brand for our organization.”

Andre Chiavelli, Emiliani Enterprises’executive vice president of sales and corporatestrategy, added, “It was great to see Farouk infull day-to-day action, as he makes the bigdifference. I believe the CHI Touch Hair Dryerwith the new technology will be a big seller,

along with the travel sizes. Overall, FaroukSystems has a great team in place, especiallyafter adding Lisa Marie, who is one of the bestin the business as far as producing shows andeducation. Jason is a superstar. They have greatdedication from vice president of sales, StuFeldshon, and Scott Emery does a great jobhandling international sales. Greg Emery hasadded his experience dealing with BSG andSalonCentric. Overall, they have a very solidteam.”

Joche Santiago Jr., chief facilitator atExotique Salon Essentials, Inc., headquarteredin Puerto Rico, stated, “It is refreshing to seethat in this day and age, there are still majorplayers who keep the industry's well-being asan important company goal, constantlyinnovating and upping their game. It gives us, asdistributors, a big sense of pride to be involvedin their efforts and to be part of their success.Exotique's mission is very in tune with FaroukSystems’ philosophies, and we are proud to betheir partners in our markets.”

Added Beverly D. Morrison, CEO of RoyalBeauty Lines LLC, “We were very excited tosee the new CHI Ionic Color with no PPD.Farouk is always working diligently to create the

safest products and tools for salonprofessionals and for our salonclients. What makes FaroukSystems such a valuable partnerfor our organization is innovation,education, a focus on theenvironment and ethics! It is greatto have the opportunity to shareour experiences and successeswith our fellow distributors fromaround the world at FaroukSystems' conferences.”

What’s next for Farouk Systems?BIR asked Farouk about his mandate tocontinue beefing up the company’s resources inhiring experts in a number of specialized fieldsin order to establish Farouk Systems as atechnology leader. Farouk responded, “To bethe best, we must work with the best. Wealready have a great team of chemists, stylists,physicists and even a former NASA scientist,but innovation isn’t stagnate, so we must bringeven more experts into our workplace toensure we stay ahead of the game.

Reach Gregg Emery at 800-237-9175 [email protected]. Visit farouk.com.

Gregg Emery, president, (left) andJason Yates, vice president of

sales/marketing (right), launched newbusiness-building strategies.

The Allure Collectionfeatured multiple looks justfrom changing the hair’s part.


NYX Los Angeles Inc., a color cosmeticbrand, needs a sales director with strongexperience in the professional channel,including a minimum of five years managingindependent sales reps and distributorsnationally. Experience in color cosmetics is aplus but a passion to be a key executive inthe growth of this brand is a must. Thecompany offers a competitive salary basedon experience plus bonus. About 25% of thejob is travel throughout the United States.Send resume with salary history to NazRoshan at [email protected]

Fromm International is seeking anexperienced professional to lead itsmarketing department as the vice presidentof marketing. Candidates must have a trackrecord of building consumer brands andprograms, and working with distributors andother indirect sales channels, ideally in thebeauty industry. This position is based in Mt.Prospect, IL (suburban Chicago), in a positive,motivating and rewarding work environment.Compensation includes salarycommensurate with experience, highlycompetitive benefits and significant bonuspotential. Visit new-hire.com/jobseekers/and enter Job ID 4451 to apply.

Jim Zimring at WSI-Technology MarketingAssociates assists companies in maximizingperformance and reputation protection onthe Internet via website development,search engine optimization, onlineadvertising programs, social networking toolsand web analytics. He is part of a world-wide organization of 1,600 affiliates in 80countries and a large network of Internetexperts. Contact him for a free, no-obligation evaluation and consultation at818-342-8341 or [email protected] wsi-marketing.com.

Experienced sales executive with a strongtrack record of success with start-up andestablished companies desires a positionthat allows him to make the properdecisions necessary for growth and financialstability in your company as a salesmanager/vice president of sales. He hasturned bankrupt businesses into topproducers. Contact Box 2-1-12.

The new Keratin Complex Blondeshellcollection boosts and brightens all shades ofblonde—from strawberry to white and gray,including natural and highlighted—betweensalon visits. Four products beat brassinessand dull, lifeless color with the help of fade-fighting chamomile complex and thestrengthening blend of keratin protein,vitamins and natural oils. Products includeBlondeshell Shampoo (13.5 oz./SRP $24.00),Blondeshell Conditioner (13.5 oz./SRP$24.00), Masque Debrass & Brighten DeepKeratin Treatment (6.7 oz./SRP $36.00) andEnhance High Shine Brightening Oil(3.4 oz./SRP $28.00). Reach Rick Gerstein,executive vice president of sales, at888-409-4445, ext. 307, [email protected]. Visitkeratincomplex.com.

Jenoris of Israel’s pistachio and borage oilsnourish hair with vitamins and omega 3, 6and 9, for shine, moisture and elasticity.Products include Pistachio Oil (3.38 oz.),Pistachio Hair Mask (16.9 oz.), Shampoo forColored and Dry Hair (16.9 oz.), KeratinHair Mask (16.9 oz.), Keratin Shampoo(13.52 oz.), Restorhair Cream (8.45 oz.), CurlsCream (16.9 oz.), Moisturizing Hair Cream(16.9 oz.), Silicon Spray (16.9 oz.) and Glaze(16.9 oz.). List prices range from $12 to $22.Benny Gliksman, CEO, is seekingdistributors. Reach him at [email protected] jenoris.com.

Fantasia’s new Brazilian Hair Oil KeratinTreatment is formulated with keratinprotein and Amazon rain forest botanicals tostrengthen and renew damaged hair. It isavailable in 12-piece display of either 6-ounce sprays or bottles (SRP $10.95 each).Reach Raymond Menaged, principal, at212-391-1080, ext. 284, [email protected]. Visit fantasia.com.

Clairol Professional launches LiquicolorPermanente Gray Busters NN range, whichdelivers warm tonal shades for coverage onresistant grays for multi-dimensional, naturallooking color. The new tonal pillar of sixneutral shades utilizes the power ofsoy4plex for deep conditioning, healthylooking, reflective shine, long-lasting colorand natural looking multi-dimensionalresults (list $3.99-$4.59). Visit clairolpro.com.

More than 250 hairdressers from all over theworld joined Scruples aboard its eighthAnnual Educational Fun Cruise, whichincluded a Scruples hair show featuring agrand finale by 2011 North AmericanHairstyling Awards Peoples’ ChoiceHairstylist of the Year, Charlie Price.Reach Kelly Larson, events and educationmarketing specialist, at 952-985-7034 [email protected]. Visitscrupleshaircare.com.

Xotics by Curtis Smith offers SweetJamilla Shave Therapy, The Good Lif andPyur Shea products for total hair and bodycare, blended with botanicals, natural oilsand moisturizers. Sweet Jamilla is a fusion of100% shea butter and essential oils of jojobaand coconut to protect against split endsand breakage, while making hair softer,smoother and more manageable (4 oz./SRP $16.00). Shave Therapy is a pre- andafter-shave treatment to eliminate bumpsand irritation and lubricate skin (3.2 oz./SRP $15.00). For skin protection and healing,The Good Lif natural body moisturizerfeatures shea, mango and kukum butters(single bottle/SRP $20.00). Good Lif BodyMelt is a blend of kokum and avocado


14 FEBRUARY 2012


FEBRUARY 2012 15

butters that leave the skin smooth (4 oz./SRP $18.00). Pyur Shea Body Butter is anunscented ultra-refined shea butter with ahint of cocoa, aloe vera and vitamin E(4 oz./SRP $16.00). Reach Curtis at252-213-0582 or [email protected] xoticsproducts.com.

Di Biase Hair Extensions USA launched byVikki Parman, CEO, and Dale Aho, COO,seeks distributors and educators. Forinformation on distribution, sales andeducational opportunities, reach Vikki at248-885-4748 or [email protected] dibiasehairusa.com.

Tame frizzy, dry, coarse hair with CHI EnviroSmoothing Shampoo and SmoothingConditioner from Farouk Systems. Theline’s pearl and silk complex infuses hair withmoisture, amino acids and polysaccharidesfor optimal hair health and shine. Silk, thestrongest natural fiber, improves elasticityand strengthens hair. Both are available inthree sizes (2 oz./SRP $5.95; 12 oz./SRP$19.96; 32 oz./list $29.90). Reach Jason Yates,vice president of sales, at 800-237-9175 [email protected]. Visit farouk.com.

Goldwell adds Texture Cream Paste(3.3 oz./SRP $15.00) to the Dualsenses forMen line. It creates structured styles with amatte finish, strengthening hair to protectagainst environmental elements with proteinand panthenol, while menthol, guarana andcaffeine revitalize the hair and scalp. ReachPaige Fadden, media relations manager, at443-577-5158 or [email protected] goldwell-northamerica.com.

Macadamia Natural Oil launches NoTangle PreStyler and No Tangle Brush,which detangle snarls, snags and knots oncontact. The No Tangle Pre-Styler (3.3oz./SRP $13.00, 8.5 oz./SRP $23.00) isdesigned for use when hair is still wet, whilethe No Tangle Brush ends wet-combbreakage (SRP $15.00). Reach Eddie Gwinn,vice president of sales, at 800-807-3950 [email protected]. Visitmacadamiahair.com.

ProRituals by Jingles introduces AdaptHairspray (SRP $19.00), a dry setting andfinishing non-flaking and brushable aerosolspray that provides medium hold with nobuild up. Used with heat and a round brush,it builds volume. Reach Anthony Leib,executive vice president, at 800-783-9969 [email protected]. Visit prorituals.com.

Van Stamey, president of ThermaFuse, sentthis update: “We accomplished our goals ofa 33% increase in sales for both 2012 and2011. Other goals included becoming a forcein the smoothing category….without usingharmful ingredients. We introduced our firstF450 smoothing product in January 2011,followed by three others in May. By the endof June, those four products accounted for51% of our sales—not bad, considering wealready had 27 products. Our second goalwas new distribution, and we addedEssential Salon Services (RG Shakour) forthe Northeast, Blue Sky Beauty for theNew York boroughs and Long Island, OceanBeauty Supply for New Jersey and EasternPennsylvania, Prestige Salon Products forNorth and South Carolina, Great LakesSalon Supplies for Michigan and BellissimaSalon Products, Inc. for Calgary, AB. Thefinal goal for 2011 was a package change,which we shipped on December 31. My wife,Toni Rae, and I did more than our share oftravelling, but much of the credit goes toRuss Zins for his management and RudyZamora for marketing. Our regionalmanagers and director of education alsomade major contributions. For 2012, we areoffering the TF Classic Line, the F450Smoothing Products and the HeatSmartSerum Treatment category, but our majorpush is for additional distribution.” ReachVan at 800-331-4247 [email protected]. Visit thermafuse.com.

ASP Hair, a division of Affinage SalonProfessional, launches Kitoko AdvancedHair Therapy Nutri-Restore Cleanser andNutri-Restore Balm. Both have hibiscus toprovide strength, while preventing furtherdamage. Both Nutri-Restore Cleanser (8.5oz./list $10.20), a sulfate-free formula, and

Nutri-Restore Balm (8.5 oz./list $10.20) aresafe for color-treated hair. Reach MichaelIfergan, managing director, at 877-597-2929or [email protected]. Visitasphair.com.

Simplicity Hair Extensions has collaboratedwith HairDesignerTV.com’s VivienneMackinder to package extensions the waystylists use them. They’re available six IndianRemi hair extensions per pack in 2-inch, 3-inch and 4-inch widths, as well as lengths of10 to 12 inches, 14 to 16 inches and 18 to 20inches. Simplicity also rolls out a new line ofvivid rainbow hues in the Funky ColorCollection, which features shades of brilliantpink, vibrant blue, purple gemstone andradiant red. Simplicity also offers 28 shadesof traditional hair color, plus six shades ofgray. The new outer packaging is clear tomake shade selection easy. Reach JudiMeola, vice president of sales andmarketing, at 424-239-1447 [email protected]. Visitaderansusa.com.

Couture Colour launches a RescHue WaterPurification System that hooks to anyshampoo bowl or shower faucet to helppreserve hair color by eliminating 91% ofchlorine, harmful chemicals andcontaminants in water (SRP $55.00). ReachJanice McCafferty at 773-736-9034 [email protected]. Visitcouturecolour.com.

Farvy offers gels, pomades, shampoos andconditioners at affordable prices. Thecompany recently introduced the 4X4 men’scollection, including Styling Hair Wax (60grams/SRP $7.00), Styling Hair PomadeFormal Style (60 grams/SRP $7.00) andStyling Hair New Generation Gel (500grams/ SRP $4.00). Reach Allan Zadik, salesmanager, at 281-496-2812 [email protected]. Visit farvy.com.mx.



16 FEBRUARY 2012


Mug for Men products are nutritious,immune-building supplements specific tomale facial and hand skin. Ingredientsinclude acne fighting resveratrol from grapeseed oil; chamomile and white willow barkbotanicals; anti-oxidants with pumicecrystals and hemp seed oil, which is rich inomega 3 and 6 essential fatty acids. CleanSweep Face Wash daily cleanser, blendedwith aloe, is phosphate free and leaves skinfresh and clean (4 oz./SRP $18.00). SilverFox Face Rescue Cream for wrinklereduction is anti-oxidant fortified andcontains lipopeptide-3 and a collagenbooster (4 oz./SRP $39.00). Reach KevinKenneth, owner, at 760-494-3669 [email protected]. Visitmugformen.com.

Doll Hair Care launches TwiddleStic, acurling iron companion designed to createlasting curls, complement straightening ironsand leave hair healthy and shiny. TwiddleSticis available in three sizes: Single, set of threesizes and pack of 12 (SRP $135.00/stick).Reach Gary Sunderland, artistic director, [email protected]. Visitwww.dollhaircare.com.

Andis Company’s Ultra Adjustable BladeClipper is ergonomically designed to fitcomfortably in the hand, so it feels lighterand decreases fatigue for the stylist. Theclipper is part of a 13-piece kit witheverything needed for a professional haircutand comes with six attachment combs(#18480/SRP $28.50). Andis also launchesCurved Edge Titanium Flat Irons in 1-inchand 1½-inch sizes, featuring titanium platesthat distribute and retain heat evenly topreserve natural oils and to seal the haircuticle, improving moisture retention andproducing luster and shine. Because theplates have curved edges, no dents or linesmar the smooth finish of the hair while

straightening. The flat irons heat up to 450ºand have 20 variable heat settings. (#66030/SRP $56.00; #66040/SRP $63.00). ContactGary Stanczyk, vice president of sales, at800-558-9441 or [email protected] andisco.com.

Izunami’s G6 Hairdryer (list $110.00) givesextremely coarse hair the hottest care.Utilizing tourmaline crushed natural crystals,the dryer creates negative ionic bonds,which seal the cuticle against heat, whilenaturally locking in moisture. It also featuresa professional AC motor producing 1875watts of power, three customizabletemperature options and two speed settings.Reach Peter Lim, senior sales manager, at866-455-0777 or [email protected]. Visitizunami.com.

Reducing the pain of waxing, Relax & WaxNo-Scream Cream is a topical anestheticthat eases up to 80% of waxing discomfortwhen applied 30 to 45 minutes beforewaxing (1 oz./SRP $19.50). Scrub MeLuscious Body Cocktail is a water-basedscrub that removes dead skin build-up,leaving skin smooth and allowing for a greatwax or spray tan (4 oz./SRP $28.00). ReachDeborah Merhar, owner, at 775-830-7546.Visit relaxnwax.com.

Lira Cosmeceutical presents Lycogel, abreathable color corrective treatment thatcombines cosmetic and skin care technologyto promote post-procedure healing, soothesensitive skin, rejuvenate and camouflage.Lycogel combines a triple silica gel base withbio-active agents that improve the skin’scondition. Lycogel Breathable Camouflagewith SPF 30 is paraben free and is availablein a number of shades, including almond andebony (20 ml./SRP $65.00). Lycogel Triple-Pigmented Breathable Concealer comes in

green, ochre, pink and yellow (6 ml./SRP $39.00). Reach Tiffany A. McLauchlin,national sales manager, at 801-358-8032 [email protected]. Visitliracosmeceutical.com.

Holocuren Miracle Lips lip salve tacklescold sores and fever blisters, whilenourishing damaged lips with a collection ofbutters, vitamins, peptides and enzymes. Asa medicine, Miracle Lips immobilizesinfections and accelerates healing withbioflavonoids and antioxidants. For immunityboosting, Brazilian bee propolis and otherminerals increase color and circulation (.33-oz. tube/SRP $12.95). Miracle Lips Lip andSkin Serum Roll On exfoliates and hydratesdry itchy skin with a punch of anti-inflammatory, anti-viral and anti-bacterialagents (.33 oz./SRP $14.95). Contract CatrinaWiley, customer support, at 808-212-8038 [email protected]. Visitholocuren.com.

Serious Serum’s alpha hydroxy acid ingrownhair remover and skin exfoliant providesrelief from irritation, redness and skinbumpiness caused by razor burn. With aformulation of 6% lactic acid, 3% glycolicacid, 1% salicylic acid and green tea extracts,Serious Serum alleviates post-waxingbreakouts, zaps acne, eliminates ingrownhair, treats keratosis and pilaris and hydratesskin (1-oz. spray/SRP $25.00). For waxing, theSerious Serum Aftercare Kit includesSerum Spray, washable exfoliating gloves andhydrocortisone cream (kit/SRP $30.00).Reach Shannon Conley, owner, at503-719-4938 or [email protected] seriousserum.com.

Bubalina offers scented body sugarscrubs, butters, shower gels, lotions andmassage gel oils in both professional andretail sizes. With 19 individual scents,Bubalina places organic formulas inenvironmentally sensible packaging thatmerge aesthetics, laboratory technologyand femininity. Professionals can purchasethe Bubalina Natural Line of BodyButter Crème and Body Sugar Scrub



FEBRUARY 2012 17

(1 gallon/SRP $70.00) and Hand and BodyLotion and Bath and Shower Gel(1 gallon/SRP $55.00). Contact Karen Regin,owner, at 800-366-2181. Visitbubalinabeauty.com.

AminoGenesis launches Lips to Love LipPlumper, a three-speed vibrating wand tocreate fuller, plumper and younger lookinglips. The wand increases circulation, hydratesand softens lips, and helps theAminoGenesis oligopeptide formula topenetrate, reducing the appearance of liplines. Lips to Love is paraben free with noanimal testing (applicator/SRP $49.95). ReachVictoria Kinney, marketing director, at949-357-4820 or [email protected]. Visitaminogenesis.com.

Innovative Beauty Products’s Godefroybrand adds My Brow, a temporary eyebrowtattoo (12/pair/SRP $4.95), and My Shadow,a temporary eye shadow tattoo (4/pair/SRP$1.99). They are easy to apply and remove,waterproof, non-toxic and last for days.Reach Clay Campbell, president, at800-854-9809 or [email protected] godefroybeauty.com.

What’s Your Virtue’s Lip Bliss lip gloss has ahydrating formula that balances health-infusing moisture with shine. It combinesfortifying castor, cranberry and safflowerseed oils, along with nourishing peppermintoil to smooth and nurture. Tube applicators,such as Generosity and Wisdom, come invarious shades, ranging from brown sugar torich mulberry shimmer (applicator/SRP$6.00). The Blissful Jar Bundle, a collectionof 24 Lip Bliss hues, is packaged in a vanityjar (single jar/SRP $144.00). Reach SaraBuntrock, owner, at 602-741-7372 [email protected]. Visitwhatsyourvirtue.com.

Mei-Cha International’s Magic Styl’o Semi-Permanent Makeup Pen can be applied toeyelashes, brows and lips, and used fortemporary body tattooing. It is fragrance-free, smudge-proof, water-based andlong-lasting, with 24 colors. The MagicStyl’o Semi-Permanent Professional Lineris available as a browliner, eyeliner or liplinerpen (SRP $10.00). Reach Jason McKinstry,vice president, at 714-566-0066 [email protected]. Visit mei-cha.com.

KollagenX’s Gloss is infused with 24k gold,lip plumping collagen and vitamin E toenhance cell renewal, reduce lip wrinklesand increase lip volume (tube/SRP $38.99).Contact Rondell Fletcher, partner, at800-641-8004 or [email protected]. Visitkollagenx.com.

Rain Cosmetics, inspired by the Las Vegasnightlife, offers sleek packaging, richlypigmented colors and high-definitionfinishes. From Peepshow and Strip toShowgirl and Sin City, the eye shadows, lipglosses and foundations allude to sexycelebrity style. The Diva Eye Shadow Quadprovides multiple color combinations andtextures (.4-oz quad/SRP $38.00). Gloss ofFame is a moisturizing lip gloss that keepslips smooth (.21-fluid-oz. bottle/SRP $18.00).Reach Paula Martin, director of operations,at 702-498-7246 [email protected]. Visitraincosmetics.com.

Bella Terra Mineral Cosmetics offerslipsticks, glosses, makeup foundations,eyeliners and specialty kits. Products containno artificial colors, preservatives orfragrances, and are blended with a selectionof natural minerals that invigorate andnourish the skin. The Shimmer Collectionof eye shadows features 60 shades (.09ounces/SRP $14.99). Mineral Foundation isavailable in 12 shades (.28 ounces/SRP$59.99). Reach Leon Podolner, domestic andinternational sales, at 281-220-0303 [email protected] bellaterracosmetics.com.

Valentino Beauty Pure provides its 2 in 1 atthe source air filtration system that trapsodors and collects nail dust. A fan pullsdown the dust and odors through a 200%carbon filter for maximum absorption. TheValentino Pure II includes three replacementcarbon anti-microbial filters, three dappendishes, one nail duster brush and a carry bag(list $349.99). Re-stocking is easy with the 24-Pack Filter Series, made especially for the airfiltration system (24-Pack/SRP $90.00).Contact David Anthony, president, at888-390-4259 or [email protected] valentinobeautypure.com.

Splish Splash One-Step Disinfectant cleanshard surfaces, including manicure stationsand counter tops, disinfects tools andsterilizes plastic instruments and jars. EPA-approved, One-Step is a hospital gradeformula that combats major bacteria andviruses, such as HIV-1, hepatitis B and C,MRSA and influenza A (1 gallon/SRP $35.00).Splish Splash Pedicure Basin Cleanercleans and deodorizes basins, removing dirt,grime, minerals, calcium, algae, mold andmildew (1 gallon/SRP $22.95). Reach RobertBrust, president, at 847-438-0800 [email protected]. Visitsplishsplashcleaners.com.

Body Toolz’ new stainless steel Bright-ZNeon Tweezers grab the finest hair, andcome in single display of 12 tweezers in sixcolors of funky lime, orange revenge, hotpink, purple, tangerine and electric blue (SRP$11.95). Reach Richard Ross, president,Professional Beauty Implements, at866-475-0431 or [email protected] bodytoolz.com.



18 FEBRUARY 2012


Product Club has entered into an exclusiveagreement with Bar Charts, Inc. to marketThe QuickStudy Cosmetology HaircolorGuide. Topics include color theory, tonaldirection, natural level, formulating withdemi-permanent hair color and more! Itkeeps the fundamentals at stylists’ fingertipsand takes the guesswork out of formulation(SRP $19.95). Reach Mary Albanese, vicepresident of marketing, at 800-308-3588 [email protected]. Visitproductclub.com.

Beautylove offers stylist kimonos, aprons,capes and wraps, woven of comfortablematerials and designed for fashion appeal.The Geisha Girl Kimono in black and gray iswater repellant polyester, has an attachedtie belt and fits most sizes (list $18.80). TheEast Meets West Kimono, available in black,is made of silky nylon, is static free and hasa ¾-inch sleeve with affixed wrap ties in theback (list $18.80). Reach Rebecca Adams,president, at 760-212-7019 [email protected]. Visitbeautyloveinc.com.

Last month, BIR visited with Eddie Jhin,president of Jinny Corporation (the largestmulticultural distributor in the world) at itswest coast distribution center in Vernon, CA.According to Eddie, in less than two years,this distribution center—the company’sfifth—has already exceeded its saleprojections to the point where anothercenter in Oakland, CA is scheduled to openthis month. Also sharing space is Jinny's JBScash and carry operation. He stated that ittook only nine months for the Californiadistribution center to get into the black.

The facility stocks Jinny's 50,000 skus,including wet goods and electrical tools,along with a large assortment of importsfrom Asia, including hair goods, hairaccessories, sunglasses, hair brushes,appliances and more. Many of the imported

sundries are marketed under the company'sown multiple brands.

The distribution center’s 22 employees(Jinny Corporation has a total of 368 teammembers) process an average of 80 freightship orders a day. Visit jinny.com.

Bill Pastarnack, president of Jericho, NY-headquartered Specials UnlimitedCosmetics, a northeast distributor for AllNutrient, Sayrna Key, Image, Sorbie andCrystalgen nails, is the new regionaldistributor for Layla cosmetics and its newMagneffects nail polish. It has a magnet inthe cap of the polish and the nail polish hasiron in the polish, which allows the user tomake designs on the nail after applying thepolish (72-piece display, 6 each of 12shades/SRP $15.50 each). Reach Bill at800-852-5926 or at [email protected].

Doop (pronounced Dope), a design andtexture line from Amsterdam, has tappedKingdom Beauty Supply to distribute thebrand for all of Canada, while AdventBeauty Supply of Portland, OR, willdistribute Doop’s distribution on the U.S.West Coast. World Wide Beauty Exchangeof Boston, MA, handles the East Coast.American Doop trafficker, M. Evan Parker-Calderon, says that as young professionalsseek to maintain a fashion flare that easilytransitions from workplace to nightclub,Doop offers versatile, easy-to-use productsfor limitless design possibilities. ContactEvan at 877-763-6671, ext. 801, [email protected]. Visitdoopproducts.com.

Beauty Craft has opened its sixthprofessional-only store in West Allis, WI.The new 2,000-square-foot store carriesprofessional salon-only products forindependent salons, spas and stylists and aclassroom for education. Reach Max Wexlerat 800-328-5010 [email protected]. Visitbeautycraft.com.

Oligo Professionnel entered the MiddleEast market at the Health, Beauty and

Fitness Fair, which took place in Beirut,Lebanon, late last year. As part of itsinternational growth strategy, OligoProfessionnel nominated GHT Trading asmaster distributor for Oligo Professionnelproducts in the Middle East. GHT’s mandatewill be to recruit distributors in more than20 Middle Eastern countries. The first Oligo’sshipment to Middle East was made to theUnited Arab Emirates. Reach Valérie St-Yves, Oligo brand manager, at 877-837-6426,ext. 107, or [email protected] oligoprofessionnel.com.

The recent American Association ofCosmetology Schools’ (AACS) AnnualConvention & Expo hosted 528 schoolowners and senior management teams andalmost 400 exhibitors, making it the largestattendance for this event. The exhibit floorfeatured 180 booths representing 110different companies. With more than 30classes, attendees were able to participate indiscussions about business, marketing andinnovations, accreditation and regulations,special interests, bonus topics and exhibitorinsights. Fundraising activities brought thetotal raised for the government relationsefforts to $220,000 this year. The BeautyChanges Lives evening event hosted morethan 600 attendees and showcased beautyindustry leaders, including Stephen Moody,Fabio Sementilli, Richard Dalton, JanArnold and Diana Schmidtke andcelebrated the generosity of theprofessional beauty industry throughfeatured philanthropic activities. All of theproceeds from the event went to theArizona Coalition Against DomesticViolence. The 2012 convention takes placeOctober 26-30 in Orlando. For moreinformation about joining or supportingAACS and attending 2012 events, reach JimCox executive director, at 800-831-1086, ext.104, or [email protected]. Visitbeautyschools.org.



FEBRUARY 2012 19

Individuals and organizations join theProfessional Beauty Association (PBA) fora variety of reasons. Often though, theyforget the array of services and resourcesthat are available to them as part of theirmembership. PBA provides all sectors of theindustry with tools, education and resourcesto help successfully run a business. Here,Max Wexler, PBA chair, outlines just a fewof PBA’s benefits.

Business Blueprints: Whether you're asalon owner looking for an evaluation toolfor your new nail tech, a distributor revisinga distributor salon consultant salesagreement or a manufacturer setting up ajob interview, business blueprints can help.These business templates, provided by othermembers, are easily customizable to yourbusiness. If you have a business resource ortemplate you would like to share, PBA wouldbe happy to post it for fellow members.

Research: PBA assists member businessesand elevates the level of industryprofessionalism by providing researchspecific to the professional beauty industry.Find valuable documents, such as theBusiness of Beauty: Maximize YourProfitability, Distributor BenchmarkingSurvey, National Profile of the U.S. SalonIndustry, and more. Most research isreasonably priced or complimentary.

Benefit Providers: PBA offers discountson products and services. Whether you're adistributor looking to reduce freight costs, aspa owner sending postcards to your clientsor a manufacturer looking for affordablehealth care, PBA benefit providers can help.

In addition to these valuable resources,PBA also offers on-line and on-demandeducation through its BeautyU web portal,government advocacy on behalf of theinterests of the professional beauty industrywith elected officials and professional tradeevents, such as the International Salon &Spa Expos in Long Beach, CA, and theMidwest (Chicagoland), the North AmericanHairstyling Awards and Beacon for beautyschool students.

To learn more about how PBA can helpyou and your business grow, visitprobeauty.org.

“Be Inspired,” The International Salon/SpaBusiness Network’s (ISBN) AnnualConference, takes place April 15-17 at theTerranea Resort in Rancho Palos Verdes, CA.Says President Gordon Logan, “Last year, ourtheme was Building Connections. This year,we are continuing the emphasis on thebenefits we all receive when we connectwith our peers through ISBN. Whether weoperate thousands of salons or two or threesalons or spas, the senior management ofsome of the most well-recognizedcompanies in our industry will gather at ourConference to share and learn. The amazingthing is how everyone is so open and willingto share their secrets of success.” Theconference features a keynote address, “TheNew PR is Spelled Customer Service,” fromworld-renowned communications, PR andcustomer service guru, Peter Shankman; aneconomic outlook for our industry and theglobal economy from economist AlanBeaulieu; panels discussing the state of theindustry and trends in products and services;breakouts covering “A Window into theConsumer’s Mind” by Dr. Leon Alexanderand “Social Media/Online ReputationManagement” by Serena Ehrlick; a special 2to 10 Project Workshop covering financialperformances and practices for companieswith 2 to 10 locations; ISBN’s popular SpeedMeetings with sponsors and social/networking events, including golf at theTrump National course. Farouk Shami,founder of Farouk Systems, will receive theISBN Legend Award for his contributions tosalons’ growth. For more details, visitsalonspanetwork.org and watch for ISBN’scountdown to conference on Facebook.

The Global Beauty & Wellness Exchangetakes place February 20-23 in Laguna Beach,CA. The format features meetings betweenbrands and salons, spas, retailers. To register,contact Joyce Jamison, at 203-202-2576 [email protected]. Visit questex.com.

The Independent CosmeticsManufacturers and DistributorsAssociation (ICMAD) recently selectedY Public Relations LLC (YPR) as its publicrelations counsel. This is part of ongoingefforts by the ICMAD to implement specificchanges designed to further spread theassociation’s mission, enhance ICMADproduced industry events and increasemember value. YPR will work with onICMAD’s legislative initiatives, enhancing andpromoting ICMAD events, such as the annualCITY Awards and Young Designer’s Award,and communicate the association’s positionon regulations and issues that affectmembers. Reach Yvette Masterson,president/founder of YPR, at 702-567-0399or [email protected] ypublicrelations.com.

Bellus Academy presented Beauty ChangesLives, a celebration of fashion, beauty andwellness featuring iconic beautypersonalities as part of San Diego Women’sWeek. Attendees enjoyed inspirationalstories from beauty icons, including JanArnold, founder of CND; Tracey Sameyah,president of Murad Inclusive Health Spa;Christopher and Sonya Dove, internationalartistic designers for Wella; and Jet Rhys ofthe Jet Rhys Salon. Celebrity hairstylist,“What Not to Wear” personality and BeautyChanges Lives ambassador Ted Gibsongreeted attendees with a video message.The speakers shared their secrets for lookingand feeling their best and discussed howtheir careers in beauty and fashion allowthem to help others improve their lives.Reach Lynelle Lynch, president of BellusAcademy, at 858-248-4450 [email protected]. Visitsandiegobeautyacademy.com.



Wayne Taylor, former store vice presidentfor Maly's and SalonCentric, is workingoutside the beauty industry these days, butis still available for small consultationassignments in store operations. Reach himat [email protected].

Mana Products, a contract manufacturer,has created Xania Labs, its wholly-owned,direct-to-salon and spa subsidiary. Namedafter one of owner Nikos Mouyarias’favorite cities in his native Greece, XaniaLabs hosts private label and brandedofferings sold exclusively to salons and spas.“Xania Labs understands that today’s spamarket and spa consumer are much differentthan they were in the past. The market haschanged due to a proliferation of at-hometreatment options, and consumer purchasepatterns have changed with the advent of e-commerce and flash deal offerings. Thosefactors, coupled with a difficult economyand extended time between spa visits, led tothe formation of Xania Labs, a businesspartner for salons and spas to help themnavigate these uncharted waters successfullyand profitably,” explains national salesdirector, Brenda Gallagher. “Xania Labsprovides desirable points of entry andpreferable margins for goods and services,while satisfying the consumer’s demand forresults-driven, prestige performanceproducts and treatments at competitiveprices.” The Xania Labs family of brandsincludes Your Name Professional Brands,Skinsync and Mane Boost. Reach Brenda at718-440-1997 [email protected]. Visitxanialabs.com.

Salon software company Shortcuts hastaken the guesswork out of target-settingand business management with the launchof Scorecard. Scorecard allows a salon tocompare its performance against others inthe same city, state or across the country.Although completely anonymous, Scorecardgives insight into what a salon owner canexpect of his or her business by comparingits performance against real-time aggregateddata from other salons or spas. Scorecardusers can compare sales, statistics, retailnumbers and the like with those from similarbusinesses to see where they are and wherethey should improve. Salon business data isaggregated online, confidentially, byShortcuts. Reach Paul Tate, CEO, at866-678-7324 or [email protected]. Visitshortcuts.net.

Pivot Point International Inc. launched itsOnline Learning System (OLS) to enablecosmetology students to access learningtools via the Internet. Pivot Point OLSincludes all six Designer’s Approach coursebooks; classroom learning materials;e-books; interactive glossaries; full-length,real-time video modules; quizzes andchapter tests; presentations; downloadablelearning and study tools; and dailyperformance tracking. Cosmetologyeducators can also benefit from Pivot PointOSL by utilizing the teacher trainingmaterials. Contact Julie Wilken at563-355-8211 or [email protected] pivot-point.com.

Rachel Rendel’s Columbia CosmeticsManufacturing, Inc. offers a full line ofcolor cosmetics, including skin and bodycare products for private label. Rachelstates, “We offer low minimums and threestyles of stock packaging. We also have acontract manufacturing division and providecustom formulation and complete turnkeyservices. We are an OTC-licensed, GMPfacility, and we are familiar with thestandards of global compliance and canprovide regulatory support. Reach Rendel [email protected] or510-562-5900. Visit columbiacosmetics.com.

Britany Allen, vice president at La Dove,Inc., sent BIR this update: La Dove, foundedin 1977 and headquartered in Miami, is acontract manufacturer that providesresearch, development, formulation andmanufacturing of beauty care products forthe professional salon and retail markets.With a primary focus on hair care, La Dovehas created a strong footprint in the worldof beauty by developing and manufacturingiconic hair care products. La Dove’s clientsinclude premium salon brands anddepartment stores in the United States andinternationally. “What sets La Dove apart isits ‘product development boutique’approach, whereby a product concept isnurtured and developed by a team ofprofessionals in our executive office, lab andcustomer service, marketing and salesdepartments,” noted Britany. “We guaranteethat you will receive expert advice, serviceand results. We pride ourselves in beinginnovative and cutting edge, so if you’relooking to launch your next hit maker, pleasecontact me.” Reach Britany at 407-766-2416or [email protected]. Visit ladove.com.

Nouveau Contour offers permanentmakeup products and professional devices.Cosmetic solutions add color to faded skin,fill in sparse eyebrows or hairlines, tint palelips or eyes plus provide cosmetic medicalcorrections for cancer, accident or burnpatients. Reach Robert Waters, vicepresident of sales/marketing at 877-628-7201or [email protected]. Visitnouveaucontourusa.com.

Dessange International has acquired all ofthe outstanding shares of Fantastic SamsHolding Corp. Fantastic Sams Hair Salons,one of the largest, full-service hair carefranchises in the world, has a companyoperated and franchise network of morethan 1,200 salons in 46 states with more

20 FEBRUARY 2012




than 13,000 salon employees in NorthAmerica. The company opened its first salonin Memphis in 1974 and began franchisingsalons in 1976. Over the past 37 years, thecompany has built a reputation for offeringquality service and style at affordable pricingfor the entire family. Dessange Internationalhas more than 6,000 employees and ownsand operates salons and beauty institutes inmore than 45 countries. The acquisitiondoubles Dessange International's hair salonnetwork to more than 2,000 salons, ofwhich 1,500 are located outside of France.

The acquisition of Fantastic Sams HairSalons is the next step in DessangeInternational's expansion in the UnitedStates, following the acquisition of theDessange Paris North American masterfranchise in April 2011. DessangeInternational will rely on Fantastic Sams'strong management team and best practicesto accelerate the growth of the existingfranchise, as well as to introduce anddevelop the company's Camille Albanebrand in North America.

Benjamin Dessange, chairman/CEO ofDessange International, commented, "We aredelighted to welcome the Fantastic Samsteam to the Dessange group, and excitedabout the significant growth opportunitiesthat this will create. This acquisition onceagain confirms our pioneering leadershipposition in the international development ofthe hair salon franchise market."

Scott Colabuono, president/CEO ofFantastic Sams Hair Salons, said, "JoiningDessange International, with whom we havebeen discussing joint developmentopportunities over the past several years,will greatly help us accelerate our growth inNorth America. Our goal is to have morethan 2,000 Fantastic Sams and 300 CamilleAlbane salons." Reach Benjamin at 33-1 53-83-99-10 or visit dessange.com.

Brynwood Partners VI L.P has acquiredSanta Clarita, CA-based NewhallLaboratories through its wholly-ownedsubsidiary, Golden Sim Holdings, Inc. Termswere not disclosed. Newhall Laboratories isa marketer of personal care brands, including

La Bella, Monkey Brains and GroWorks.Newhall Laboratories was acquired byBrynwood Partners' latest fund, BrynwoodVI, and will operate as an independentplatform company. This acquisitionrepresents Brynwood VI's third acquisition inthe personal care sector. "We are delightedto announce the acquisition of NewhallLaboratories," said Dario Margve, managingpartner, Brynwood VI. "We believe that thiswill be a great new platform investment forour firm and look forward not only tobringing renewed attention and energy to LaBella, Monkey Brains and GroWorks, but alsoto adding complementary brands to thecompany in the future." Reach Lee Feldman,Newhall CEO, at 661-250-1111, ext. 221, [email protected]. To learn more, visitlabellabeauty.com.

L’Oréal has completed its acquisition ofPacific Bioscience Laboratories Inc.,marketer of Clarisonic, which with annualsales of $105 million, is the market leader insonic skin care devices. The move givesL’Oréal access to patented sonic skin caretechnology enabling the company to acquirestrategic positions in the quickly emergingskin care devices category. “We've spent afruitful decade developing the Clarisonicfamily of products for consumers andprofessionals alike, and the exciting thing iswe're just getting started, in a way," saidDavid Giuliani, CEO and co-founder ofPacific Bioscience Laboratories. "L'Oreal'spowerful marketing, distribution and R&Dresources will help Clarisonic developinternationally and achieve our globalmission of empowering people to changethe future of their skin.” Pacific BioscienceLaboratories will remain in its new corporateheadquarters and manufacturing facility inRedmond, WA, and the Clarisonicmanagement team will stay with thecompany in their respective roles. David willretain his title as CEO. Added Laurent Attal,president of research and innovation forL’Oréal. “By combining Pacific Bioscience’sexpertise in devices and L’Oréal’s skinknowledge and excellence in topical skincare formulations, we think that, together,

we will create in Redmond an outstandingcenter of innovation for L’Oréal.” AddedNicolas Hiéronimus, president of L’OréalLuxe, “Devices are emerging globally as animportant new skin care category. Clarisonicis the most successful and fast growingpremium brand in this category, and we willroll it out internationally, as well as enhanceour service experience in our luxurycounters.”

JB Lightning has acquired The ScoldingLocks Corporation. The company willcontinue to operate as Scolding LocksCorporation. The acquisition will bring newownership, additional investment capital anda new management team to lead thecompany. Scolding Locks’ new managingdirector, Ben Boldt, said, “In the comingmonths, Scolding Locks will beimplementing actions to improve ouroperations and position our product lines tobetter support our customers and thechallenges they face in their markets.” Fornearly 90 years, Scolding Locks hasspecialized in the manufacturing anddistribution of U.S. made bobby pins andhairpins, as well as provide other productsunder the Hollywood brand. [email protected] or 800-537-9797. Visitscoldinglocks.com.

Beginning last month, Kao Corp’s beautycare subsidiaries, including its mass, salonand prestige arms, will be run as unifiedoperations. They were formerly run asseparate entities. Kao Brands Co. in theUnited States will become Kao USA Inc., forwhich John Nosek has been namedpresident. Bill Gentner has been appointedpresident, Kao Consumer Products, Americasand EMEA, or Europe, Middle East andAfrica. John was most recently generalmanager for Kao Brands Co. U.S. He willoversee the consumer products business,the professional salon business and MoltonBrown USA Inc. in the United States, withan emphasis on the standardization of workpractices and integration of informationtechnology systems. Bill’s role will expand tooverseeing the salon and prestige businesses

FEBRUARY 2012 21



for all of the Americas, Europe, Middle Eastand Africa. His previous role was overseeingthe mass business in those markets. Kao’sbrands include Jergens, Curel, John Frieda,Bioré, Goldwell, Ban and KMS California.

As of December 31, Unilever has divestedCosmetic Laboratories of America (CLA), aChatsworth, CA-based contract fillingcompany that it obtained last year in theacquisition of Alberto Culver. The purchaserwas Waukegan, IL-based Visual PakCorporation. CLA was founded in 1971 anddeveloped the Mill Creek and St. Ivesbrands, which were later sold to Procterand Gamble and Alberto Culver,respectively. CLA, which will continue tooperate in Chatsworth, is known for fast,custom formulation development of hairand skin products. The former AlbertoCulver Professional business, includingNexxus Professional, TRESemme 4+4 andFolicure, which operate out of the CLAfacility, will report to the TIGI division ofUnilever, based in Lewisville, TX. ApHogeeproducts will remain with CLA.

Regis Corporation reported consolidatedrevenues decreased 2.0% in the secondfiscal quarter of 2012 to $563 million,compared with $574 million a year ago.Second quarter total same-store salesdecreased 3.0%. "While overall secondquarter same-store sales results were lowerthan expected, service customer visitationtrends improved slightly by 10 basis pointsover the preceding quarter. The Regismanagement team remains focused ondeveloping and implementing importantprograms to grow revenues by drivingcustomer traffic and increasing retention.We continue to work hard to ensure Regisgrows profitably and operates efficiently inorder to enhance shareholder value," saidRandy L. Pearce, president. Reach Randy at

952-947-7777 or [email protected] regiscorp.com.

The following is from Abner Silva, whomanages investor relations at Divine SkinInc., as he states, “We’ve had anothersuccessful year at Divine Skin, as the team atDivine Skin (DSKX.OB) has been working tomaintain strong growth and exceedexpectations across its diverse consumergoods business and accelerate developmentthrough its strong biotechnology program.Divine Skin started the year by announcingrecord sales for 2010 ($5.4 million), up $1.9million or 55% as compared with 2009. Thecompany posted record sales again in Q1($2.2 million) and Q2 ($2.3 million) of thisyear, and the first nine-month period($6.6 million) was up 74%, reaping thebenefits of production investments andexplosive demand. In May, DS Laboratoriesannounced new agreements with fourdistributors that supply 27,000 salons andprofessionals in the Northwest, Southwest,Southeast, and Midwest. DS Labs installed itssystems in more Fantastic Sams locations,supplying product, professional training andpromotional assistance. Our plans forexpansion in 2012 are even more aggressive,and that they will further diversify our corebusiness.” Divine Skin Inc. leads in thedevelopment of biotechnology for topical,nutritional and pharmaceutical therapies. Itmarkets worldwide through online andspecialty retailers, cosmetics wholesalers,salons and medical offices. The companywent public in 2009. DS Laboratories, itsflagship brand, offers high-performancetopical solutions with broad spectrum ofactivity across a range of personal careapplications. Reach Abner at 407-342-4112 [email protected]. Visitdivineskin.com.

Sally Beauty reports a strong quarter withmore stores and a major acquisition. TheDenton, TX-headquartered 4,000+ unit storechain announced a big hike in both its netprofits and sales for the fourth quarter. Netsales for the quarter increase by 12% to$0.84bn, while full year sales increased by

the same amount to $3.3bn, growth that waspositively impacted by increase in storecount, the acquisition of KapperserviceFloral, a Netherlands-based wholesaler ofsalon products. “We are pleased with our2011 results and anticipated that the driversof our business will continue to generatestrong operation and financial performancein fiscal 2011,” said Gary Winterhalter,president/CEO of Sally Beauty. Breakingdown the figures between the company’stwo divisions (Sally Beauty Supply andBeauty Systems Group (BSG), Sally BeautySupply reported sales up 10.1% during thefourth quarter, to $523.4m. Sales for the fullyear were up 9.7% to $2.0bn. In BSG, saleswere up 15.1% in the fourth quarter to$313.8m. For the full year, net sales were up16.2% to $1.1bn. Reach Gary at 940-297-4444or [email protected]. Visit sallybeauty.com.

Ulta Beauty announced sales results for theseven-week holiday period from November13 to December 31, 2011. This time periodcorresponds with the company’s holidaymarketing initiatives. Total net sales for theseven-week holiday period were $386.0million, a 24.4% increase from the prior yearholiday period of $310.4 million. Comparablestore sales for the 2011 holiday periodincreased 12.6%, as compared to a 9.5%increase during the same period in the prioryear. Over a two-year period, comparablestore sales increased 22.1%. Chuck Rubin,Ulta’s president/CEO, stated, “We deliveredan excellent holiday season, withcomparable store sales growth of 12.6%balanced across categories and brands,continuing our strong momentum from thefirst nine months of the year. We believe,once again, that we gained market shareacross our major categories driven by ourconsistent ability to capitalize on currenttrends and introduce newness, elevate ourguest experience with exciting in-storeevents and traffic-driving communications toour loyal customer base. That, combinedwith our great value proposition and strongcustomer service, led to another successfulholiday season. As a result of our better-

22 FEBRUARY 2012




than-expected performance, we have raisedour fourth quarter outlook and expect toreport full-year fiscal 2011 diluted earningsper share in a range of $1.84 to $1.85, anincrease of approximately 59% over fiscalyear 2010.” Reach Chuck at 630-410-4800 [email protected]. Visit ultainc.com.

Andis Company employees topped lastyear’s fundraising effort for United Way ofRacine County by 24%. Their 13 initiativesranged from raffles and silent auctions togoblin goodies and a chili cook off. Byreaching their goal, employees receivedanother treat (watching Matthew K. Andis,the company¹s president, and several otherAndis employees, receive Mohawk haircutsfrom Andis’ creative clipper artist, IvanZoot). Reach Andrea Weitzenfeld, directorof public relations, at 847-316-9800 [email protected]. Visitandis.com.

Sexy Hair opened its warehouse recentlyfor a sale to raise money for its nonprofitpartner, Look Good…Feel Better (LGFB), anational public service program helpingpatients struggling with the appearance-related challenges of cancer treatment. Thetwo-day event brought in more than $41,000from the sale of Sexy Hair products. Reachpresident and CEO, Karl-Heinz Pitsch, at818-435-0804 or [email protected] sexyhair.com.

Farouk Shami, founder and chairman ofFarouk Systems, makers of CHI and BioSilk,collaborated with Kim Kardashian, KrisJenner, actresses Maria Bello (co-founderof We Advance) and Patricia Arquette (co-founder of Give Love) and the Sow a Seedorganization to spread a little holiday cheerto Haitian children and families. Faroukaccompanied and provided airtransportation for the group’s four-day relief

trip, which supplied some of the country’spoorest areas with medical supplies, hygienekits, 1,000 CHI Organics kits and other basicnecessities. Included on the group’swhirlwind agenda: visiting the Artists forPeace & Justice School, replenishing suppliesat the We Advance clinics, partaking inweekly bath day activities, attending aHaitian fashion show put on by local womenand designers, and joining Sow a Seed fortheir annual Christmas party, bringing joy andholiday gifts to 500 orphans from across theisland. The trip commenced with a meetingwith the president of Haiti, Michel Martelly,to discuss the current state of affairs in Haiti.“I am extremely grateful and humbled thatwe are able to provide and be a part of thisincredible opportunity,” Farouk said. “To beable to give the gift of clean water, healthcare and hygiene products is inexplicable.Daily necessities most people take forgranted are life-changing items in Haiti. I’mhonored that Maria and the We Advanceorganization thought of us when planningthis charitable effort.” Reach Farouk at800-237-9175 or [email protected]. Visitfarouk.com.

Doing what’s good for the planet can begood for business, too. L’Oréal haspartnered with TerraCycle for the PersonalCare and Beauty Brigade, a free collectionprogram for all kinds of hair care, skin careand cosmetic packaging, regardless of itsbrand. Any beauty industry professional orconsumer can sign up to collect thesematerials and send them in using pre-paidshipping labels. For each item sent toTerraCycle, the collector earns two points,which can be put toward charity gifts orconverted to cash and paid to any school ornon-profit. Because they are supporting alocal charity by keeping waste out of locallandfills, beauty industry professionals canleverage their participation in the PersonalCare and Beauty Brigade to attract newcustomers. For more information, reachStacey Cusack, public relations manager, at609-393-4252, ext. 3704, [email protected] . Visitterracycle.net.

Eufora Hero For Men has released its 2012calendar. The company launched anationwide search for its Hero of the Year in2011. Sgt. Robert Ingalls was named theEufora Hero for Men Hero of the Year and isfeatured in the calendar, along with 11 otherfinalists who have exemplified the word“hero” in their everyday lives. Robert is thedefinition of an American hero. Not only didthe single dad of three daughters work twojobs at times, he served his country as asergeant in the United States Army. Thecalendars are being sold at salonsthroughout the United States and Canadafor $8.00 with all profits benefiting BigBrothers, Big Sisters International. ReachKate Bice, Eufora Int’l distributor supportmanager, at 800-6-EUFORA [email protected]. Visit eufora.net.

Attention distributors: Here’s a freeopportunity you’ll want to take advantage oftoday! You’re invited to position yourcompany in front of both international anddomestic product manufacturers/marketerswho are actively seeking distributionpartners for their brands. BIR is partneringwith a number of top industry sales/marketing and media professionals todevelop a comprehensive directory of salonproduct distributors. This book will be soldas a resource to assist product marketersinterested in finding qualified andappropriate distributors to represent theirbrands. The database includes a significantnumber of distributors, including both largerand niche/regional players, their contactinformation and, when available, informationon the lines they represent and theterritories they cover. If you have not yetresponded or provided completeinformation, it’s not too late to be included.Please contact Lisa Iavello [email protected] today. Don’t miss thisimportant opportunity.

FEBRUARY 2012 23


CFN Sales & Marketing acquiresTom Donohue & Associates Inc.,a Southwest territorymanufacturers’ rep group. Tomand his two associates willcontinue with the companyunder the CFN banner. With thisacquisition, CFN represents itsmanufacturers/marketers in theNortheast, Southeast, Midwestand now the Southwest. ReachChuck Cohen one of three CFNprincipals, at 215-572-0224 [email protected]. Visitcfnsales.com.

After leaving FHI Heat, DavidKim has launched One, the nextgeneration of professional heatstyling tools. The lineincorporates new technologiesand an innovative marketingcampaign that engages stylistsand showcases their work. One

flat irons, blow dryers andtexturing tools will be distributedexclusively through professionalsalons. Also joining One areJoseph Kim, chief marketingofficer; Les Haverty, vicepresident of sales; and Paul Yu,director of marketing. Visitonestyling.com.

Randy L. Pearce has informedRegis Corp. of his intention toretire as president and a memberof the board of directors,effective June 30. As previously

reported, Paul D. Finkelstein willstep down as CEO this month. Inaddition, Regis has fired its chiefoperating officer, DavidBortnem, and appointed EricBakken, Regis' executive vicepresident, general counsel andbusiness development managerto the post as an interim. Theboard has formed a searchcommittee to begin the searchfor a new CEO. The committeehas retained Korn/FerryInternational, a leadingexecutive recruiting firm.

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