october 2010 bir[1]

Social media: State of confusionBy Bart Foreman

rand and salon marketing is in a state ofconfusion. The industry desperately

wants to accelerate into the 21st century, buteven with the advent of new marketing tools,most brands, distributors and salons strugglewith the realities of today’s marketplace.

This summer, we launched a majorconsumer research project to help theindustry better understand how salon guestsperceive 1. their salon experience and 2. theirbrand experience. Key to this research wassegmenting salon guests by generation. Wewanted to understand how the Gen YMillennials’ perceptions differ from the Gen Xand Baby Boomer groups, because next year,the Millennials will be the largest age groupin America and the first group to grow up inthe digital age.

Along the way, we discovered someinteresting facts about social media andFacebook.

Virtually none of the survey respondentseven know if their salon has a Facebook page,and those who do don’t pay attention to it.The Millennials were least likely to knowabout their salon’s Facebook page. We followseveral salons and find little strategicpositioning to grow their business. Since theProfessional Beauty Association’sSymposium, some salons have begun postingopen appointments on their Facebook pages.That could become more annoying than dailye-mails announcing open appointments.

Going beyond the research, we exploredFacebook and found only a few professionalbrands have an active fan presence: Redken5th Avenue (36,000), Matrix (15,000), Joico(9,900) and Wella (9,500). Newcomer LivingProof has 13,000 fans. Considering there aremore than one million licensed professionals,that is a drop in the bucket.

ith summer a distantmemory and

Halloween just aroundthe corner, theprofessional beautyindustry is busy setting

the stage to finish the year strong. This issue features Part 3 of our exclusive

coverage from Cosmoprof North America,with a look at products and lines worthchecking out. In addition, we covered ASDLas Vegas, the largest B2B generalmerchandise marketplace in the country.

This month’s lineup of feature interviewsincludes Alan Murphy, president of KingResearch, who describes the company’srevitalization. Eric McLemore, president ofBosley Pro, tells how the brand quicklygained nationwide distribution. Finally, VanTibolli, president, tells why his company haschanged its name from Global Keratin toGKhair.

Regards,

by Mike NaveEDITOR

OCTOBER 2010volume 13 issue 10

State of confusion....cont. on p. 2

Trends: Pro Salon Hair Color Study 2PBA tracks salon/spa performance 2Lafayette Jones’ Multicultural Report 5Alan Murphy revitalizes King Research 6Global Keratin rebrands as GKhair 8Bosley Pro’s solutions for thinning hair 10Cosmoprof Part 3: More new products 12ASD showcases sellable products 14Farouk Systems sues Target Corp. 22Unilever to acquire Alberto-Culver 24

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

Mike Nave, editor818-225-8353/[email protected] invite you to connect with me on Facebook andfollow me on Twitter@MikeNave

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VISIT US ONLINEwww.bironline.com

& check out BIR’s 2010 BIG! Show Calendar

A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ

Mane St.highlights

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Professional Consultants & Resources, astrategic consulting company and industrydata source specializing in the beauty salonindustry, has just announced the release of its2009 Professional Salon Hair Color Study.The study shows that salon hair care growthwas only 1 % overall. U.S. salon hair color grewat 3%, even in a down economy and is thefastest growing large product category. Thisgrowth comes primarily from price increasesand demi/semi permanent and permanent haircolor.

Hair color services grew in spite of therecession, which caused a slow down in thefrequency of salon visits and demands for haircolor services. Growth was led by booth-rentals taking shares from leading salon chains.Demi and semi permanents registered muchhigher growth than the overall category.Permanent color grew at a lower rate than inthe past. Crèmes and gels now well surpassliquid hair color sales in the United States,which is a major paradigm shift. Current haircolor shade palette activity and the newesthair color style trends are being led by top U.S.master colorists.

One of the major findings detailed is thathair color will stage a big comeback and isprojected to grow to mid-single digits by 2014.Salon industry distribution realignmentscontinue to limit growth of all hair colorcompanies. Hair color remains an “axis service”that buoys other salon services and hair careproducts.L’Oréal is still the category leader with the

Matrix, Redken, L'Oréal Technique andProfessionnel divisions. P&G follows closelybehind with its Clairol, Wella and Sebastiandivisions. Goldwell/KPSS ranks third, andSchwarzkopf follows with a slight gain. Newhair color category entrants, like John PaulMitchell Systems, Joico, TIGI and Sally’sION, have continued to steal shares.

Key unique, new products and lineextensions in 2009-2010 are also covered.INOA, a major L'Oréal launch, has experienced

mixed results in salons. Its future seemsuncertain due to a three-step procedure,performance and premium pricing. There aremixed reports from salons and on the Internet,with some reporting excellent performanceand others botched hair color jobs, with hairturning dry, brittle and fine. Some reportsincluded complaints of scalp irritations, aswell, which is unexpected for an MEA-(monoethanolamine) based, no-ammoniaformulation. Those could be attributed tosensitive scalps.

The study also covers popular hairstyle andcolor trends, like the “Beckham Bob,” “Mop,”“Aniston,” "Hollywood Glam" and "Peek-a-boo,"and their market impact. "Simple Cut ‘N' Color"services were in demand at booth rentals.Future U.S. market hair color product needsare also reported, as indicated by mastercolorists and leading salons and chains.

For purchasing information or questions,contact Cyrus Bulsara, president, [email protected] or visitwww.proconsultants.us.

The Professional Beauty Association’s MyraY. Irizarry, manager of government affairs,released the Salon/Spa Tracking Survey andthe Salon/Spa Performance Index for thesecond quarter of 2010. The following is asnapshot of the more notable findings.

The Quarter Two Salon/Spa PerformanceIndex was driven by solid gains in sales andcustomer traffic levels in the second quarterand registered its fifth consecutive quarterlyincrease. The Salon/Spa Performance Indexstood at 103.6 in the second quarter, up 0.5%from its first quarter level. Most salon/spaowners reported higher service sales in thesecond quarter. Sixty-five percent reported anincrease in same-store service sales betweenthe second quarters of 2009 and 2010, upfrom 53% who reported higher service sales inthe first quarter. In contrast, just 15% ofsalon/spa owners reported a decline in same-store service sales in the second quarter, downfrom 26% who reported lower service sales inthe first quarter. Fifty-one percent ofsalon/spa owners reported higher retail salesbetween the second quarters of 2009 and2010, up from 40% who reported a retail salesgain in the first quarter.

2 OCTOBER 2010

The Beauty Industry Report Visit www.bironline.com

On a recent Friday, Matrix wrote, “HappyFriday! Please share: What's your dream?”Eight people “liked” this, and there were 34comments out of 15,000 friends.

Key takeaways: Social media should be apart of your overall marketing strategy. Socialmedia MUST start with solving a businessproblem or challenge that a salon or brand isfaced with; for example, "We want to usesocial channels to improve our service andsupport offerings," or "We want to use socialchannels to improve our innovation process."Creating something because your organization"wants to engage," "talk to its customers" or"build an online presence" is meaningless. Isthe “Happy Friday” message above solving abusiness problem or just feel-good talk?

Technology affords every business multipleways to connect and engage customers. Someare relatively cost free but require time andattention. If a love fest is enough for yourbrand, stick with social media. If you arelooking for ways to grow your business, weavesocial media into your overall strategy. Justdon’t get too caught up in it—there is areason why it’s called social media and notbusiness media._____________________________Bart Foreman is president of Group 3

Marketing, a relationship marketing company.Find highlights of its consumer research atwww.group3marketing.com. Call 888-571-6554

or [email protected] see how you can use thisresearch and sign up forour free weekly marketingnewsletter, “The MondayMorning AHA.”

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.

State of confusion...cont. from p. 1

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In the Quarter Two Salon/Spa TrackingSurvey, most salon/spa owners reportedhigher service and retail sales in the secondquarter. Forty-three percent of owners withannual sales of less than $250,000 reportedhigher sales in the second quarter, while 79%of salon/spa owners in the $250,000 to$499,999 sales category reported higherservice sales. Sixty-seven percent of ownersin the $2 million or more sales categoryreported higher sales in the second quarter,and 51% of salon/spa owners reportedhigher retail sales in the second quarter. Lessthan half of owners with sales of less than$1 million reported higher retail sales in thesecond quarter, and 68% of salon/spaowners in the $1 million to $1.9 million salescategory reported higher retail sales in thesecond quarter. Fifty-five percent ofsalon/spa owners in the $2 million or moresales category reported higher retail salesbetween the second quarters of 2009 and2010. Salon/spa owners reported animprovement in customer traffic levels forthe third consecutive quarter. Sixty-twopercent of salon/spa owners in the$250,000 to $499,999 sales categoryreported higher customer traffic levels in thesecond quarter, and 59% of salon/spaowners in the $1 million to $1.9 million salescategory reported solid customer trafficresults in the second quarter. Twenty-onepercent of salon and spa owners said theyincreased service prices in the secondquarter. Roughly one out of five salon/spaowners with sales of less than $1 million saidthey increased service prices in the secondquarter.

The Quarter Two Salon/Spa TrackingSurvey revealed that salon/spa ownersremain optimistic that their retail sales willcontinue to improve in the coming months.Twenty-five percent of salon/spa ownerssaid recruiting-and-retaining employees isthe top challenge currently facing theirbusiness, followed by building-and-maintaining sales volume (20%) and theeconomy (13%). Reach Myra at 800-468-2274or [email protected]. Visitwww.probeauty.org.

Smart Business, The Management Journalfor Corporate Growth, has selected PhilipPelusi as a 2010 Pacesetter. The awardrecognizes Philip as an outstanding businessand community leader who has had asignificant impact on the region during thepast 45 years. Philip is an internationally-recognized stylist, photographer andproduct artist. He expanded his first salon to13, including his centerpiece in New YorkCity, Tela Design Studio. He has createdtwo product lines, P2 by Philip Pelusi andTela Beauty Organics by Philip Pelusi, andThe Pelusi Method for Success. Philip alsocreated the Volumetric haircuttingtechnique. Contact Vincent Zepp at888-263-4720, ext. 218, [email protected]. Visitwww.philippelusi.com.

During Cosmoprof North America, theCricket Company presented two awardsrecognizing achievement by its independentrep groups in the field. This year’s winners ofthe Best Show Team award are Craig andTrish Antonio of CFN Southeast. JoannMangold-Parker, Cricket vice president ofmarketing, said, “Both take extraordinary careand detail when it comes to writing theshow order, ensuring the booth is ready witheverything needed to merchandise theproducts, setting up, inventory, break down,count out and, most importantly, selling tothe attendees. We can always rely on Craigand Trish to contact us immediately withany issues and report progress and salesnumbers. They have been awarded thishonor two years in a row.” Dewayne Heffleyof Tom Donohue and Associates receivedthe Rep of the Year award. Reach Joann at415-475-4144 or [email protected] www.cricketco.com.

Brian Esposito, CEO at Avenue You, tellsBIR his company has been included in Inc.

magazine’s 2010 Inc. 500/5000 list of thefastest-growing, private companies inAmerica. The company has had a 36%growth in the last three years, increasingannual revenues from $1.9 million in 2006 to$2.6 million in 2009. Avenue You is a one-stop beauty boutique headquartered inBelmar, NJ. Salon Professional Services,Inc., Avenue You’s parent company, consistsof a full-service beauty distributorship, retailbeauty boutiques and an online division,AveYou.com, which ships thousands oforders a week worldwide. Brian says, “Wecould not have grown without the BIR; yourmarket knowledge and your research in lineshas been invaluable.” Reach Brian at877-283-6838, ext. 705, [email protected]. Visitwww.aveyou.com.

OPI received top honors in the Septemberissues of three key publications. OPI’s NailLacquer, Lincoln Park After Dark, received aGlamour “Glammy” award, whileSeventeen bestowed OPI with the honor of“Best Nail Polish” for its “Besties” awards.OPI’s Royal Verbena Scrub also received a“Shape of Beauty” award from Shape. “It isthrilling to be recognized and appreciated bysuch a diverse selection of magazines thatreach women of all ages,” says Suzi Weiss-Fischmann, OPI executive vice president andartistic director. Reach Bill Halfacre,executive vice president of sales andmarketing, at 615-599-1815 [email protected]. Visit www.opi.com.

They say “what happens in Vegas, stays inVegas,” but if that were the case, John Perry,senior vice president of the professionalopen-line business at P&G SalonProfessional, would never have started thetradition of awarding his most valueddistributors custom hand-made Pizzichillo &Gordon Italian-style glass bowls and vases.Says John, “We wanted to recognize ourdistributors for supporting our business andvolume attainment in a way that was asoriginal and artistic as the stylists who useour products, and we just loved how

OCTOBER 2010 3

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beautiful and special the glass bowls werecompared to boring old off-the-shelfplaques and that’s how it all started.” For thepast 13 years, Clairol, and now P&G SalonProfessional, have honored their distributorsfor their partnership in making the Clairoland Wella Color Charm brands a success.Distributors were recognized for theirachievements in five categories withspecially designed blue bowls thatcelebrated the 60th Anniversary of MissClairol. The following are the winners. GoldElite Level, $5 million and above in total P&GSalon Professional business: Sally BeautySupply—Sue Davidson, Mike Spinozzi;New York Beauty Supply—John Zingale;Jinny Beauty Supply—Eddie Jhin. SilverElite Level, $3 to $5 million in total P&GSalon Professional business, Major BeautyCompanies: Nancy’s Beauty Warehouse—Morad and Nancy Zahabian; Cicely’sBeauty Supply—John Cirella; Ben’s BeautySupply—Ben Im; Beauty Systems Group(BSG)—Tom Neuts. Bronze Elite Level, $1 to$3 million in total P&G Salon Professionalbusiness: Beauty Enterprises—RockyPiccirillo; Bee Sales Co.—Aaron Kim;Elegante Discount Beauty Center—HerselMolayem; Emiliani Enterprises—JimmyEmiliani II, Steve Marcovsky, Ed Szynalski;National Beauty Group—Jim Fisher; RegisCorporation; Schoeneman BeautySupply/BSG—Tom Neuts; 7 Dollar BeautySupply—June Lee. Dollar Achievement, 20%or more in attainment for the professionalopen-line business: C.B. Sullivan Co., Inc.;Herzfeld’s Beauty & Barber Supply. BrandAchievement—the largest percentageincrease by brand: Beautiful Collection—King’s Beauty Supply—Sarah Cho; ClairolProfessional Premium Crème—ParamountBeauty Supply; Miss Clairol—NationalBeauty Group—Jim Fisher; Wella ColorCharm—Tie: 7 Dollar Beauty Supply—JuneLee; Ben’s Beauty Supply—Ben Im. ClairolProfessional—Tie: 7 Dollar BeautySupply—June Lee; Jinny Beauty Supply—Eddie Jhin. For more information about theawards and winners, reach John Perry at818-712-7707 or [email protected].

Aloxxi Hair Care is on the move, as MyriamClifford, general manager, announces thehiring of Kim Donovan as director ofmarketing. Kim has extensive experience,having worked for John Paul MitchellSystems, Wella and Sexy Hair Concepts.Reach Myriam at 877-512-7131 [email protected]. Visit www.aloxxi.com.

Congratulations to Alex and Chrissy Panoson the birth of their first child, Lily Eleni.Alex reported, “Both Lily and mom are doingwell. She has my blue eyes and Chrissy'sserene temperament!” Reach Alex, managingdirector, TSG Consumer Partners, at212-265-4114 or [email protected].

Steve Goddard, Pravana founder andpresident, announced the addition of CaisaAirmet as marketing assistant. Caisa will beresponsible for assisting in the developmentof the annual promotional calendar, workingon in-store programs for launches and webcasts and contributing to the developmentof promotions and merchandising for thePravana brand. Reach Steve at 818-347-4705or [email protected]. Visitwww.pravana.com.

B. Fae Canty joins SalonQuest, the makersof Aquage Haircare, as director ofmarketing and new product development.She brings more than 10 years of experiencein both retail and professional marketing,with a strong emphasis on new productdevelopment. Fae will be relocating toCleveland from Cincinnati, where she mostrecently acted as global hair careinnovations manager for a large beautybrand. Reach Dennis Lubin, president, at877-238-1100 or [email protected]. Visitwww.aquage.com.

Regis Corp announced that Joseph L. ('Joel')Conner, the chairman and CEO of BellisioFoods, Inc., a privately-owned frozen entrée

company with exports to 12 countriesworldwide and $500 million in annualrevenue, has been elected to the RegisBoard of Directors. Joel, age 59, has beenwith Bellisio Foods since it was founded in1990, and prior to becoming CEO, wasinstrumental in guiding the company'sinternational development and many of itsstrategic partnerships. Reach Paul D.Finkelstein, chairman/CEO, at 952-947-7910or [email protected]. Visitwww.regiscorp.com.

Sales pro with more than 35 years in theprofessional beauty field, licensed incosmetology in two states and well-versedin open and exclusive product lines in nailand hair care categories, seeks a new careeropportunity. Reach Gregg Mancini at813-312-6810 or [email protected].

Looking for a customized education programtailored to your specific product line thatwill get the attention of salon professionals?Now you can have it. Ian Gavet can helpbuild and develop a training team, polishyour teams’ platform and presentation skillsor take your team to the next level. Ian isthe former senior director of training for theRegis Corporation and vice president ofeducation for Beautopia. His client list hasincluded Regis, Ergo, Urchin Australia,L'Avant Garde, Schwarzkopf, Amos Korea,Wella Australia and Wella Norway andSweden. Reach Ian at 415-225-3057 [email protected]. Visitwww.iangavet.com.

Well-established East Coast salon apparelmanufacturer doing business with a numberof solid accounts is seeking a qualified buyer.Send company overview and contactinformation to BIR Box 10-1.

4 OCTOBER 2010


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osmetics for women of color have come along way since the 1960s when super

models, like the late Naomi Sims, mixed theirown makeup, adding rouge and water-colorpaint to stock cosmetics. Now, manufacturershave developed products for many shades ofbeauty from café au lait to blackberry blue.Everyone’s in the game, according to BlackEnterprise magazine (“Redefining Beautiful:Black Cosmetics Companies and IndustryGiants Vie for the Loyalty of Black Women”).Some of the major players include departmentstore brands, Fashion Fair and Flori Roberts;drugstore and mass market staples, Cover Girl,Revlon, Maybelline, Posner, Black Opal, Zuri,Tropez and Estée Lauder; and directmarketers, Avon, Mary Kay and DudleyProducts. Research company Packaged Facts(www.packagedfacts.com) estimates that ethniccosmetic sales will surpass the $1.5 billion markby 2014.

Hispanics use the Internet to keep in touchwith family and friends, search for productinformation, compare prices, print coupons andshop online. Paramount MarketingPublications’ “Latino Link,” by Joe Kutchera,launched at Portada's Fourth Annual HispanicDigital and Print Media Conference, discussesHispanic consumer online shopping behavior,social networks, translation, localization andemerging mobile platforms. Call 800-397-5322or visit www.portada-online.com. Case studiesinclude Best Buy, American Family Insurance,H&R Block, Ford Motor Company, LexiconMarketing and Monster. The paperback book(ISBN 9780981986982) is 216 pages. Call DorisWalsh at 888-787-8100 or visitwww.paramountbooks.com.

Black magazines have come a long way sinceChicago-based John Johnson launched anational, glossy, four-color publication forAfrican-Americans in the 1940s. He noted thatgeneral market broadsheet magazines (Life andLook) did not cover Black community culture.As president/CEO of Johnson PublishingCompany (JPC), John founded Ebony magazine,and seeing its success in the black community,went on to found the news digest, Jetmagazine, several years later. Upscale magazine,

published by the Bronner Brothers haircompany, joins other family businessenterprises, including the Bronner BrothersBeauty Show, film production, publishing andreligious outreach. Essence magazine, now awholly-owned subsidiary of Time-Warner Inc.,celebrates its 40th year, as does BlackEnterprise magazine, known for its yearly listof the Top 50 black businesses in the UnitedStates. Celebrating its 26th year isSophisticates Black Hair Styles and CareGuide. Beauty departments are key assetscovering fashion, skin care, hair care, makeupand cosmetics.

An in-depth Multicultural MarketingResources (MMR) article, “The African-American Market: Successful MarketActivation—On-Site, On-Shelf, On-Air, On-Line and On-Point," outlines keys to reachingan underserved black consumer marketsegment. Black consumers (40 million strong)are approaching 14% of the U.S. population.They skew younger (40-years-old as opposedto 45) than the general population. They aremaking “a dramatic advancement” in education,according to the University of Georgia’s SeligCenter for Economic Growth, with a 20%college completion rate in 2008(www.terry.uga.edu/selig). Black consumers areconcentrated in urban areas and select states(54% in the South) making target marketingeasier. They purchase premium-priced goods(more than a trillion dollars in buying power in2014). A marketing mix of traditional grassrootsmethods, as well as new choices (podcasts, e-blasts, microsites, Webcasts, internet radio,streaming and social media) works best. For afree subscription to Multicultural MarketingNews, sign up for MMR E-News atwww.multicultural.com. To get a copy of the64-page digest size of the newly released2010/2011 Source Book of MulticulturalExperts, call 212-242-3351 or contact LisaSkriloff, president, at [email protected].

“Lights. Camera. Shine.” Daily Care is thenew theme for Johnson Products’ lineextension of the Ultra Sheen brand, whichincludes Conditioning Setting Lotion,Conditioning Sheen Spray and Super Smooth

Flat Iron Protection Spray. Visitwww.johnsonproducts.com or call Eric Brown,president, at 469-533-3222. Queen Helene Cocoa Butter Belly Cream

in a tube blends natural cocoa butter withalmond, jojoba and vitamin E oils to soothestretch marks during pregnancy. Queen HeleneSoy and Cocoa Butter Hand and Body Lotionhelps even out skin tone with soy’s added anti-aging benefits. Queen Helene Cocoa ButterLip Balm softens, smoothes and moisturizeslips. Call 800-645-3752 or visitwww.queenhelene.com. Nature’s Protein, Inc. offers 10-ounce Doo

Gro items at an 8-ounce price on its MegaThick Shampoo, Mega Thick Conditioner,Tingling Gro Shampoo, Moisturizing GroShampoo, Gro Repair Conditioner and Leave-in Gro Treatment. That’s a 25% bonus. Call414-586-9400 or visit www.doogro.com.

During October, a percentage of sales frompink bottles of Palmers’ Cocoa ButterFormula Lotion (SRP $5.10) benefits the SusanG. Komen for the Cure.

New from Carol’s Daughter are Tui Oil (SRP$18) and Loc Butter (SRP $15.50). Visitwww.carolsdaughter.com. Luster’s new Shortlooks Colorlaxer 3-N-1

in sable brown, passion red and diamond blackcolors, conditions and relaxes in 30 minutes.The semi-permanent formula covers gray andcontains vitamin E. The line also includes PinkShortLooks Texturizer no-mix, no-lye homekit, Sassafras Styling Spray and Gel’N’ forSassy Styles. Visit www.colorlaxer.com.Namasté Laboratories’ Organic Root

Stimulator introduces Olive Oil Girls relaxerkit with built-in protection plus. The product isdesigned to deliver step-by-step protectionwith the help of natural ingredients and haircare education. Visit www.oliveoilgirls.com.

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]. Visit

www.smsiurbancallmarketing.com.

OCTOBER 2010 5

The Multicultural Report by Lafayette Jones

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6 OCTOBER 2010


ith a 63-year history, King Research is oneof the professional beauty field’s oldest

brands. But up until four years ago, the brandwas old and, quite frankly,boring—same skus, samepromotions, sameadvertising. That changedwhen Ben King, whosefamily created the brand,sold the company in thefall of 2006, and AlanMurphy was named

president. In a relatively short time, he hasrevitalized the company and the brand withnew products, packaging, promotions andpeople. Beauty Industry Report (BIR) recentlysat down with Alan to learn more about thecompany’s transformation.BIR: Alan, please share your story with BIR’sreaders. Alan Murphy (AM): It’s exciting to share the

changes that have taken place at King Researchsince the acquisition. Over the past four years,we’ve pumped new life and energy into an old,tired brand by creating a new marketing image;building a team of experienced industryprofessionals; launching new products basedupon “the voice of the customer;” increasingour involvement, visibility and leadership withinthe industry; and developing educational toolsto stress the importance of salon sanitationand disinfection. In the meantime, we’ve nearlydoubled the sales of the company andre-established King Research and Barbicide asthe global leader in salon sanitation anddisinfection.BIR: What attracted your investment groupto purchase King Research?AM: The biggest driving factor that has

allowed us to move so quickly and accomplishso much is exactly what attracted us topurchase the company—its strength andworldwide brand name recognition. We are sopleased with what we’ve been able toaccomplish in a short period of time! BIR: Give us a brief overview of your firstexperience when you got involved in theday-to-day business.AM: My first experience and introduction

into the beauty industry was at the 2007

Cosmoprof in Las Vegas. I quickly realized theincredible opportunity we had to take KingResearch to the next level. At the same time, itbecame very clear that we needed toimplement several internal changes to trulycapitalize upon that opportunity.BIR: What were some of those internalchanges and what were the goals in yourfirst year running King Research?AM: I formulated a strategy around the

theme, “Organize and Solidify to Grow.” In thefirst year, we needed to organize our internalprocesses by building a team of experiencedindustry professionals and upgrading oursystems to gain visibility to every aspect of ourbusiness. At the same time, we needed tosolidify our business relationships with ourexisting customers, sales teams and potentialnew customers. I felt it was very important topersonally meet with all of those keystakeholders to listen and learn, as well as toshare our strategic vision for the future of KingResearch. I was confident that if we did thefirst two things right, the growth would come!BIR: How did you go about building yourteam of industry professionals?AM: In my opinion, the most important role

any leader plays is that of recruiter. To besuccessful, the ability to identify, recruit andretain top talent is a must. My first priority wasto find someone with industry experience tohandle our day-to-day sales and customerservice operations. Through my existingbusiness network and contacts, I identified andrecruited Brenda Leckie as sales and customerrelations manager. Brenda was the perfectcandidate! She is a licensed cosmetologist withexperience as a stylist, salon manager and salonowner. Brenda was an educator for Matrix and,most recently, an account executive for Aerial.Brenda added the industry experience andcustomer perspective we needed. My nextfocus was in the area of education andtechnical expertise. I immediately called LeslieRoste and asked her to be our director ofeducation and business development. She hadworked for me in the past, and I knew she hadthe right skill set. Leslie has a bachelor’s degreein nursing and a master’s degree inmicrobiology. She understands adult learning, is

a great communicator and can delivereducation in a way that engages people to havea willingness to learn. Finally, I can’t say enoughabout the rest of the organization behind thescenes, in product research and development,manufacturing, logistics and finance. Every day,the entire King Research team is totallycommitted to and focused on the success ofour customers. I’m truly honored and privilegedto be part of and lead such a great team!BIR: What were your goals when you createdyour new marketing image, and what stepsdid you take to accomplish that change?AM: I wanted our image to reflect today’s

modern and sophisticated beauty industry. Themessage we are trying to send is that the nextgeneration of King Research is energized,progressive, stylish, fun and innovative! To dothat, we researched and benchmarked thebranding and marketing campaigns of otherindustry leaders, identified best practices andthen partnered with a top ad agency to createthe image you see today.BIR: In the past, the product line up fromKing Research was static. Under yourleadership, King Research has been activelylaunching new products based upon “thevoice of the customer.” What do you meanby “voice of the customer”?AM: It’s about getting out of the office and

in front of ourcustomers to listenand learn. So when Isay “voice of thecustomer,” thatmeans our newproducts are basedupon what I hearour customers tellus they need. Andby the way, in thisparticular area, I seeour sales teams ascustomers, as well.A great examplewould be our newDy-Zoff Wipes. Itwas our sales teamwho said our packaging was out of date anddidn’t have the appearance we needed to be

Alan Murphy revitalizes King Research/Barbicide

W

Dy-Zoff Wipes featurenew packaging, thanks

to team input.

Alan Murphy,president

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OCTOBER 2010 7

successful. Another perfect example is our newLiquid Ship Shape—Professional Surface andAppliance Cleaner, which was a response tothe long-standing issue of hair product residueon appliances (flat irons, etc.). Once it was inthe market, the response was overwhelmingand led to another customer idea—the ShipShape Concentrate Refill as part of a greeninitiative they were launching. We immediatelywent into the lab to formulate the concentrateand packaged the new product in 100%recycled packaging. Start to finish, wecompleted this project in less than a month.BIR: Why did you decide to increase yourinvolvement, visibility and leadership withinthe professional beauty industry?AM: As the industry leader in salon

sanitation and disinfection, I thought itimportant to step up in support of the industrywith our expertise and resources. We areactively involved in support of the NationalInstitute of State Boards of Cosmetology(NIC), Association of Barber Boards ofAmerica (ABBA), American Association ofCosmetology Schools (AACS), CosmetologyEducators Association (CEA), IndependentSalon Business Network (ISBN) and theProfessional Beauty Association (PBA). Agreat example of the type of support weprovide would be the timely and salon specificH1N1 Tool Kit we created and funded last fallfor the PBA website. It is through ourinvolvement and visibility with these groupsthat we maintain our brand recognition anddifferentiate ourselves as the industry experts. BIR: Tell me about your educational toolsthat emphasize the importance of salonsanitation and disinfection. AM: Leslie Roste is responsible for all of

our educational programs and industrypresentations. The newest addition to ourcurriculum is the online Barbicide Certificationcourse. Upon successful completion of thisfree, one-hour course, the participant will havean in-depth knowledge of the importance ofsalon sanitation and disinfection, as well as theproper usage of all our products.BIR: Tell me about your background. AM: Before joining King Research, I was

fortunate enough to enjoy a 16-year careerwithin two business units of General Electric insales, sales management, finance andoperations. I started in GE Plastics and thenmoved to GE Healthcare. In many ways, I’m a

financially-minded, operationally-focused salesperson. BIR: Alan, what is your vision and corporatemission for the company for the next coupleof years?AM:We will continue to be strategically

focused with our customers’ success on theforefront of our minds. We will continue ourcommitment to the industry througheducation, industry involvement and newproduct development. Additionally, we willcontinue to look for acquisitions thatcomplement our current portfolio.BIR: How do you set Barbicide apart from itscompetitors?

AM: I have a tremendous amount of respectfor most of our competitors. In fact, it is theirconsistent presence that keeps us focused. Wedifferentiate ourselves by providing qualityproducts with customer service second tonone. However, understanding that ourcompetitors can do that, too, we deliver inways beyond the actual products witheducation and industry support. No competitorcan match the resources we bring to the tablebeyond the sale!BIR: How is your sales organizationstructured? AM:We utilize independent sales rep

organizations: Gerry Udell Inc. in theNortheast, BTB Sales & Marketing in theSoutheast, CFN Sales & Marketing in theMidwest and VNC Sales & Marketing in theSouthwest and West.BIR: Does exporting play a significant role inyour company’s marketing plans?AM: Our export market is an important part

of our business, and it’s growing as fast, orfaster, than our U.S. market. We have strategicpartners in the United Kingdom, Germany,United Arab Emirates, South Africa, Australia,New Zealand, Israel, Denmark and Iceland, justto name a few. We are truly a globally brand!BIR: What is the best business advice youever received, and who was it from?AM: Doug Parrish, who hired me and was

my manager and long-time mentor at GE, said,“The only one thing you have in business that istruly yours is your integrity. Never compromiseand give it up for any reason.” BIR: What inspires you?AM: The success and happiness of those

around me. If, through the decisions I make, Ican make a positive difference in the lives ofthose around me, I’m inspired. BIR: What would BIR's readers be surprisedto learn about your company?AM: In 2010, King Research will donate more

than $50,000 to various charities nationally andhere in our own community. We do everythingfrom sponsoring uniforms for local youthsports teams to nationally sponsoring the St.Baldrick’s Foundation, the largest source offunding for childhood cancer research in theUnited States. We are an organization trulycommitted to giving back to our community!

Reach Alan Murphy at 800-222-8160 [email protected], and visitwww.barbicide.com.

“I wanted ourimage to reflecttoday’s modernandsophisticatedbeauty industry.The nextgeneration ofKing Research isenergized,progressive,stylish, fun andinnovative.”

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he keratin straightening category is growingrapidly, with a number of companies

marketing their versions of the new salonservice and supportproducts. One of thecategory leaders is VánTibolli’s GKhair, whichhas been known in themarketplace as GlobalKeratin—until now.Beauty Industry Report(BIR) recently had the

opportunity to interview Van for an update oneverything that’s new at his company.BIR: Van, please tell BIR’s readers about yourcompany’s evolution, which led to its recentrebrand. Ván Tibolli (VT): Within the past year, the

brand has grown to be a dominant player in thekeratin category globally. Along with thatgrowth, we have introduced products andservices to the point where the name GlobalKeratin no longer represents where thecompany is today and where it is going. Toreflect the new image and product portfolio,we have repositioned the company as a brandunder the name of the founder Ván Tibolli toVán Tibolli Beauty (VTB). Global Keratin isrebranding as GKhair to reflect the company'snew image and superior line of professionalhair care products.BIR: Share with BIR’s readers a brief historyof your company and how your company hasgrown so rapidly.VT:While I was living in the United States,

friends and family told me of a keratin-basedsmoothing formula that was sweeping Brazil. Ireturned to Brazil to learn firsthand about thisamazing new technology. I visited salons andsaw clients’ hair being transformed from frizzyto fabulous in a couple of hours. I immediatelyknew that I wanted to be part of this beautyphenomenon.

Early on, my passion for producing the finestproducts drove me to cease importing keratin-based products and start producing my own. In2009, my manufacturing and product goalswere exceeded beyond expectations when wesuccessfully developed Juvexin, a keratin blend

derived from sheep's wool. Today, VTB is amultimillion dollar business with more than5,000 representatives in 45 countries. BIR: I understand you are rebranding thecompany with your signature brand, GlobalKeratin, being re-named as GKhair. Tell meabout the change and why you felt the needto do that after a relatively short period inbusiness?VT: This change is something we knew

would happen because our company wants toexpand beyond the keratin category. VTB willbe the master umbrella company andGKhair will serve as the brand thatincludes our Hair Taming System withJuvexin.BIR: I understand the vision forthe company is to be a leadingprofessional beauty companywith multi-functionalbrands. Describe what amulti-functional brandmeans to you.VT: Being a multi-

functional brand will allowus to have a 360-degreeapproach to the way we dobusiness. VTB will be a one-stopshop for all of a salon’s beautyneeds. The company will alsoserve as a partner for salonsand distributors looking forhigh quality education andservice. BIR: I know plans call for the introduction ofadditional brands. Do you anticipate thathappening before the end of the year?VT: We are constantly in research and

development mode in creating new andinnovative products. Stay tuned.BIR: What is your company’s mission?VT: VTB’s mission is to provide the highest

quality products, customer service andeducation platforms in order to be a partner toour salons and distributors by offering atailored approach to all of their hair careneeds. VTB believes that using the bestingredients makes the best products, which inturn, provides the best results.

BIR: In spite of the new players in the hairstraightening/smoothing treatmentcategory, GKhair has maintained a leadingposition. What is your brand’s point ofdifference that has kept GKhair one of thecategory leaders? VT:We believe our greatest point of

difference is Juvexin. GKhair created Juvexinusing the best keratin compound so thatstylists would be able to give their clients thebest results. When clients are happy, they keepcoming back for the Hair Taming System and

increase the salon’s bottom line. Weteach stylists our application processthrough our education programs. Inaddition to our commitment to usingtop quality ingredients in our HairTaming System, we also havemaintained a leading position in the

market because of ourcommitment to customerservice. It is also importantto note that we don’t seeour Hair Taming System as astraightener or smoother.The GKhair Hair TamingSystem with Juvexin is aboutimproving the texture andoverall health of all hair

types, creating beautiful hair. BIR: Up until now,formaldehyde or an aldehydederivative has been the

“magic bullet” that has enabled keratin hairstraightening products to be so effective. Asthe category has quickly grown to estimatedsales greater than $300 million at the salonlevel, there has been a great deal of concernabout the potential harmful effects forstylists and clients inhaling fumes during theservice. Are you worried that thegovernment might take action on the use ofaldehyde-based ingredients, as they did inthe nail product category a number of yearsago?VT: If you look at other products across the

beauty industry, many of them containchemicals that are harsher than the ingredientsin most keratin treatments. The most important

8 OCTOBER 2010


Global Keratin rebrands as GKhair

T

GKhair’s Hair Taming Systemwith Juvexin improves the

texture and health of any hairtype to create beautiful hair.

Van Tibolli, founderand CEO, GKhair

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activity we can do is provide in-deptheducation to our clients about our system andthe overall category, so they understand therole that aldehyde plays in the formula.BIR: Who are the key members of yourmanagement team?VT: I am the CEO/founder, and I spearhead

product development. Martin Mosley, COO, isresponsible for operations and infrastructure.Dave Mulhollen, director of sales, managescurrent distributors and opens new markets.Sasha Polit is our marketing manager andoversees global marketing, branding and publicrelations. Finally, John Benedetto, director ofeducation, develops and drives growth withineducation.BIR: How do you distribute your line?VT: We mainly work with our distribution

partners. We service a few key markets directly.BIR: Describe your ideal distributor, whatare the key success factors you look for inselecting a distributor partner?VT: An ideal distribution partner for VTB

understands and promotes the importance ofeducation. We also see a lot of success withboutique distributors that carry fewer lines buthave an emphasis on quality.BIR: Does GKhair export? If so, how manycountries are you in and how do you marketinternationally?VT: Our products are found in 45 countries.

Our international marketing efforts are acombination of our distributor partners, in-country public relations efforts and advertising.VTB is committed to helping our distributorsgrow through trade show support, mediaoutreach and personalized educationplatforms.BIR: Can you give BIR readers a brief previewof what you have planned for 2011?VT:We expect to unveil revolutionary

products and will also continue to enhance oureducation and customer service platforms. Forexample, we will offer an in-salon coach whowill serve as a stylist concierge to ensure thatsalons will have up-to-date knowledge oneducation, application techniques and productinnovation.BIR: Tell me about your education program.VT: We believe education is the key to

success. We design our educational programswith the ultimate end user—the salon guest—

in mind. In our Train the Trainer programs, thetrainers explain why they do what they do.That gives participants the education theyneed and sets up the salon guest with all theinformation needed to best maintain the HairTaming System at home with our after-careproducts.

Training starts at the corporate level withthree regional education managers. Since webelieve in learner-centered education, ourtrainers—whether they are on stage at a showor at an in-salon training session with just 10people—learn how to identify with each typeof learning style to keep the attention of all.John Benedetto, GKhair director of education,constantly researches trends in both color anddesign, planning a year ahead, so we are readyto create curriculum to launch new products.

Long term, we will continue to addoutstanding staff to our team. As the corporateumbrella branches into several distinctcompanies with each developing its own style,products and image, each brand will evolve itscore education plan. Included will be signatureclasses designed to educate the participants onthe product offerings, as well as brand mission. BIR: What role do shows play for you?VT: Salon and distributor shows play a

major role in our success. Those events allowus to gain visibility and show off ourrevolutionary product lines. We also use tradeshows as an opportunity to showcase oureducation platforms by holding certificationfor stylists. BIR: Tell me how your company partnerswith salons.VT: Our goal is to give salons the tools to

help their bottom line. We have created a

salon tool kit that includes everything frommarketing materials to ideas for salon eventsand social media tips. We work directly withsalons through our education platforms tomake sure they know how to educate theirclients about VTB products and how to get themost out of every Hair Taming Systemtreatment. We have customer servicerepresentatives available around the clock.BIR: What is the salon industry’s biggestchallenge in 2011?VT: The challenge to keep up with the

number of new products on the market isconsistent year after year. Consumers pick upthe trends even before their stylists and tellthem what products are hot in stores. The wayVTB is solving that challenge is by providingsalons with a robust education platform thatkeeps them ahead of the curve when it comesto our product innovation.BIR: What is the best business advice youever received, and who was it from?VT: The best business advice I ever received

that has helped me drive VTB’s success wasfrom Floyd Wickman: “Time management is akey ingredient to the success of any business,”and “Most businesses don’t plan to fail; theyfail to plan.”BIR: What inspires you?VT: My inspiration comes from wanting to

help women feel beautiful everyday. When youwake up and get ready for your day with agreat looking hair style, it sets the tone for apositive overall feeling. I want women of theworld to feel beautiful, and I love that VTB canprovide that for them.BIR: What would BIR's readers be surprisedto learn about your company?VT: I think people would be surprised by

the international culture of VTB. At any giventime, you can hear people speaking in 11different languages in the office, which gives usmany points of view.BIR: Anything you would like to address thatI have not asked?VT: We are always looking for new

distribution and salon partners. Reach Ván Tibolli at 866-361-7366 or

[email protected]. For moreinformation, visit www.gkhair.com or call305-390-0044 or 866-361-7366. Visit GKhair onFacebook.

OCTOBER 2010 9

“VTB will be aone-stop shopfor all of asalon’s beautyneeds.”

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10 OCTOBER 2010

hinning hair poses a problem for both menand women. Between the mass retail

marketplace and the salon market, the demandfor a product line that’s proven to slow hairloss is huge. In addition, more and more youngmen appear to be losing their hair prematurely.Other brands are sold in the retail channel orprescribed by doctors. In addition, there arehair restoration centers in many major cities. Itadds up to a huge market potential. Inprofessional beauty, a number of brandstargeted this market segment with little successuntil Nioxin hit the market. Recently, Bosley, abrand made famous by a chain of hairrestoration centers, relaunched its professionalbeauty line, and the timing could not havebeen more perfect. Beauty Industry Report(BIR) had the opportunity to learn more aboutthis growing line from company president, EricMcLemore.BIR: Eric, please tell us about your company.Eric McLemore (EM):We want people who

struggle with fine and thinning hair to knowthat they have options. Bosley ProfessionalStrength is a fresh, new alternative for thoseclients, and the Bosley Pro alternative (as weare now referring to our brand) is part of acomprehensive program. At Bosley Pro, all wefocus on are solutions for fine and thinning hair.It’s what we do. BIR: Before getting into the details of thebrand, please share what has fueled its faststart into 100% nationwide distribution. EM: The thinning hair category is the second

fastest growing category in professional beautytoday, second only to hair color. To be relevant,every salon should offer a solution to itsclients who struggle with fine hair, thinning hairor hair loss. With more than 50% of consumersheading to salons today seeking help with theirfine, thinning hair, our distributors were excitedabout being able to offer a new option.BIR: Tell me about your distributor network.Did you target ideal distributors?EM: This category is not overly-saturated

with products, so our choices for distributionwere relatively easy. We chose domesticdistributors who could identify the need for,and importance of, our products within their

salon network, and are strong at facilitatingeducation for the professional stylist.BIR: Describe your ideal distributor.EM: First and foremost, our ideal distributor

partners recognize the importance and theneed for comprehensive solutions to fine andthinning hair. They are committed to bringingthose solutions to their salon network and arewilling to invest the time and energy intosupporting the education of those salons,including hosting Bosley Pro Affiliate trainings.We also look to distributors who trulyunderstand where our products fit within theirsalon network and can have fun while offeringour products and services to these salons.

We have four distributors—SalonCentric,Emiliani Enterprises, MasselloSalon Services and GerpriBeauty—within the UnitedStates and its territories.BIR: How do Bosley Proproducts work?EM: Bosley Pro products are

formulated to help support theremoval of toxins, likedihydrotestosterone, from thehair follicle, which is a primarycause of hair thinning over time.We also offer an FDA-certifiedhair regrowth treatment for menand women, which is proven toregrow hair. Over and above that, weencourage our stylist base to have honestconversations with their clients about thedifferent options they have. There are definitesteps they can take in order to get their hair asthick and healthy as it can be. We alsoencourage our stylists to be clear with clientsas to when they might need to look at furtheroptions. That is where Bosley, Inc. could be afurther benefit to the client.BIR: In the foreseeable future, do you see apossibility for a breakthrough product thatwill actually produce new hair growth? EM: There really is no “magic bullet,” and I

don’t know if there will ever be. Addressingthinning hair or hair loss is a comprehensiveregimen, which can lead to positive results. Ofcourse, our sole focus is fine and thinning hair.

We will continue to research and bring tomarket any product or service that can be abenefit to those who struggle with that issue. BIR: Prior to Bosley, you were at Sexy Hair.How has that experience benefited you atBosley Pro?EM: I was the vice president of domestic

distributor sales at Sexy Hair for more than fiveyears, which was an amazing experience. Beingwith such a young, dynamic company providedme with a lot of insight into how to grow asuccessful brand. Starting my own companyhas been a dream 20 years in the making, and Iam utilizing all of the industry knowledge thatI’ve gained to position Bosley Pro as thethinning hair authority within our industry.

BIR: What did you do prior toSexy Hair?EM: Prior to joining Sexy Hair, I

was a regional sales manager forMaly’s Northwest, and prior tothat, I cut my teeth as a salesconsultant, hairdresser and salonmanager.BIR: What role does Bosley, Inc.play in Bosley Pro?EM: Bosley, Inc. is the world’s

most recognized name in hairrestoration, and it has been offeringconsultation services for more than35 years. Not only does Bosley share

its knowledge with us, it also enhances ourprogram because sometimes clients mightneed, or want, more information on otherservices or treatments to support their desirefor thicker, fuller-looking hair. We have createdthe salon industry’s first comprehensiveprogram to address fine and thinning hair,where Bosley Pro Affiliate Salons canrecommend salon-based options and can alsorefer clients to Bosley, Inc. for education onadditional options.BIR: A number of years ago, Bosleyattempted to market another line of haircare products into the salon marketplace.Did anything they learned from thatexperience contribute to Bosley Pro?EM: Bosley, Inc. had distributors approach

them in the past about product distribution. In


Bosley Pro offers solutions for fine/thinning hair

T

Bosley Pro’s 30-dayStarter Packs offer salonsand consumers easy entry

into the regimens.

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OCTOBER 2010 11

some parts of the country, distributors wereallowed to sell a Bosley, Inc. line that the clinicsrecommended to their patients. However,those areas were limited. Bosley, Inc. has clearlylearned the importance of the hair stylist whendealing with the issues of fine and thinning hair,an understanding that we wholeheartedlysupport. We believe that stylists should be thefirst people talking to their clients about fineand thinning hair. We all share the commongoal of helping those clients.BIR: What is your future vision?EM: In our immediate future, we plan on

strengthening our levels of support for ourcurrent distribution base. We want to be aheadof the curve in education and support. Wewant to maintain our ability to turn on a dimeto give them what they need to best representour brand. We also have an internationalexpansion plan, which we will begin in 2011. BIR: What is the mission for Bosley Pro? EM: Bosley Pro is dedicated to re-instilling

confidence in both men and women whostruggle with fine hair, thinning hair and hairloss, by offering comprehensive hair solutionsand superior products. We educate stylists inorder to create thinning hair experts in salonsacross the country, while operating throughintegrity, honesty and passion.BIR:: In the salon marketplace, Nioxin is theleading brand targeting the thinning haircategory. What do you see as Bosley Pro’spoint of difference to both beautyprofessionals and consumers? EM: There are many lines for fine and

thinning hair, many as part of larger companieswhose focus might not traditionally have beenon fine and thinning hair. Nioxin, however, is agood product and is currently a highlyrecognized brand for thinning hair within theprofessional salon industry. Bosley Pro,however, offers the comprehensive approachto fine and thinning hair with total solutions forprofessionals and consumers alike. We believethat choice ultimately benefits the endconsumer and that there is plenty of roomwithin our category for us all to grow.BIR: Who are the key members of yourmanagement team?EM: Michelle Blaisure is our director of

education, and Dev Rice is our director ofmarketing and communications.

BIR: Who is your target market?EM: Each and every salon is a potential

Bosley Pro customer, when you consider thatas many as 50% of the clients within eachsalon are looking for solutions for fine andthinning hair. If a salon doesn’t have a productline specifically for fine and thinning hair, itmight not be adequately servicing many oftheir clients.BIR: How is your sales organizationstructured?

EM: We have partnered with Jay Halaby &Associates as our representative organization.As we grow, we will support our customerswith Bosley Pro field managers and educationteam members.BIR: What’s new and/or hot in your line?EM:We recently launched our Healthy Hair

Vitality Supplements for both men andwomen, and we already have great newproducts planned for 2011. Our 30-Day StarterPack is an easy way to experience our system,while Healthy Hair Follicle Energizer isquickly becoming one of our star products.BIR: What type of educational/productknowledge and training programs do youprovide for stylists?

EM: Michelle Blaisure, our director ofeducation, has created a curriculum thatteaches salons everything they need to knowabout fine and thinning hair, the Bosley Procomprehensive approach and how to build asuccessful business within the category. We willsoon be launching our Bosley Business Hourevening events in select areas of the country,and we provide Affiliate training andcertification for salons and stylists who want topartner with Bosley Pro as fine and thinninghair experts.BIR: Tell me more about your marketinginitiatives.EM: We have jumped on the social media

bandwagon with our website and our Facebookpage. Our website really is the corporate faceof Bosley Pro, while we try to maintain a fun,family feeling on our Facebook page. In 2011,we will be expanding our social media presenceeven further, as we move to a more website-based video format and the cross-channelopportunities it will provide for us. We willalso be furthering our ongoing, Web-basededucation for stylists.BIR: How do you partner with salons?EM: Our first level of salon interaction will

deal with our Affiliate Salons. In 2011, we planon including those salons into more of whatwe do, making them feel as important as theyare to Bosley Pro. For salons in general, we arelooking at offering Web-based materials and, asmentioned, several different types of Web-based contact points. Many will center onmaintaining ongoing conversations with oursalon base.BIR: What is the best business advice youever received?EM: My first boss taught me the importance

of creating and developing a diverse team ofindividuals—each who brings a uniqueviewpoint to the venture and feels comfortableenough to speak his or her mind, while

continuing to work towardthe team’s common goals.

To learn more aboutthe opportunities thatBosley Pro offers to salons,reach Dev Rice at800-Bosley1 [email protected] andvisit www.bosleypro.com.

“Every salonshould offer asolution to itsclients whostruggle withfine hair,thinning hairor hair loss.”

Eric McLemore,president

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12 OCTOBER 2010

bout 700 exhibitors attended July’sCosmoprof North America in Las Vegas,

and Beauty Industry Report (BIR) was thereto meet as many as possible. Our two-partexclusive report was simply not large enoughto share all the great finds, so as always, BIRgoes the extra mile to offer our third exclusivereport of noteworthy products on display.

“Titanium” has been a buzz word in thesalon market with flat irons for some time; nowthe trend is spreading. Body Toolz’ new T-64counter display contains new styles intweezers, cuticle nippers, cuticle pushers,toenail clippers, facial tools and groomingscissors. Each implement is engineered withstainless steel and coated with titanium for ahard finish. The display comes with 16 assortedskus, four of each style, for a total of 64 pieces(display cost $275.00/SRP $550.00/individualSRPs range from $6.00 to $15.00). Reach JoanRoss at 702-614-7492 or [email protected] www.bodytoolz.com. Hempz Couture is the new luxury

professional hair care line from HempTechnologies, a division of PBI Group. Allproducts contain pure, organic hemp seed oil, anatural source of essential fatty acids, nutrientsand vitamins that promote keratin formationand improve the strength, condition and healthof the hair. The products are sulfate-free,paraben-free, gluten-free and 100% vegan. Theintroductory collections include the ColorProtect Collection, which protects andpreserves color-treated and natural hair color.Products include shampoo (10.1 ounces/300ml/SRP $24.95), conditioner (8.5 ounces/250ml/SRP $24.95); leave-in detangler (8.5 ounces-250 ml/SRP $15.95) and shine spray (5.1ounces/150 ml/SRP $19.95). The MoisturizingCollection hydrates and nourishes hair with acolor-safe formula. Products include shampoo(10.1 ounces-300 ml/SRP $21.95); conditioner(8.5 ounces-250 ml/SRP $21.95) and IntenseMoisture Mask (8 ounces-227 ml/SRP $34.95).Reach Terry Webb, president, at 800-851-4206or [email protected]. Visitwww.hempzproducts.com.

Celebrity stylist, Campbell McCauley, andpartners, Donna Federici, Michael Gilbert and

Richard Devine, unveiled BHE (Best HairEveryday) hair care and tools, which appearedon the Home Shopping Network beginning lastmonth. “The line includes six square-shapedbrushes to create waves, volume and totallysmooth hair and six thermal protective stylingaids that protect hair up to 450 degrees,” saysCampbell, “but the true star of BHE is our sexy,pink Crave dryer, which is lightweight, toughand has a folding handle that makes it theperfect at-home and travel tool.” (#BHD-091/distributor cost $80.00/salon cost $160.00).Reach Michael at 713-965-0027 [email protected]. Visit www.bhehair.com.

Since its launch in January 2010, BrazilianGloss, a low-heat instant keratin hair treatment,has been providing clients with frizz-free, shinyhair without the negative effects of heatdamage or the use of harsh chemicals. Its after-care line, Coco de Soleil, is keratin- andpanthenol-enriched to help prolong thetreatment, as well as nourish the hair so it canregain strength and shine. Brazilian Gloss iscurrently seeking distributor partnersthroughout North America. Contact JoelKudren, director of sales, at 949-207-7180 [email protected]. Visitwww.braziliangloss.com.

From Star Nail comes the new Eco SoakOff Gel Master Kit, an alternative for aflawless polished look. The new Pretty ToughMaster Soak Off gel kit includes 22 1/8 ounceassortments of fashion forward gels, includingpink, white, clear and base coat. (Free contents:4-piece nylon gel brush set, new Soak Off step-by-step instructions and DVD, hydrating SoakOff solution [8 ounces], finishing wipes [4ounces], a set of 26 clear tips on a display postfor easy client color selection, works of gel artand a 36-watt UV light.) (Model # Eco-1279/salon price $129.95). Reach Star Nailpresident, Tony Cuccio, at 800-762-6245, [email protected]. Visit www.starnail.com.

Just in time for the holiday season, OPIcaptures the glitz and glamour of the Sonyrelease of “Burlesque,” starring ChristinaAguilera, Cher, Kristin Bell and more, in theHoliday 2010 Burlesque Collection. This rangeof 12 nail lacquer shades will command an

audience all season long (OPI Nail Lacquer .5ounce/SRP $8.50). Axxium Soak-Off GelLacquer will have six glittering shades to matchthe holiday lacquers (.21 ounce/list $19.95).Reach Bill Halfacre, executive vice presidentof sales, at 800-341-9999 [email protected]. Visit www.opi.com.Jeffrey Sporn, Spornette International

operations manager, reported, “Our new FeelGood brush sold through the roof atCosmoprof. This detangling brush feels goodbefore, during and after the shower, and theball tipped bristles feel tremendous on thescalp!” (#29/SRP $10.95). Reach Jeffrey at800-323-6449 or [email protected]. Visitwww.spornette.com.

In less than one year, Strength Of Naturecompletely redesigned and reformulated theAfrican Pride brand, which was purchasedfrom Colomer USA in September 2009. DuringCosmoprof, African Pride introduced OliveMiracle, a line extension. Enriched with extravirgin olive oil and herbal extracts, AfricanPride’s Olive Miracle treatments help reducehair breakage and scalp dryness. Six new hairstrengthening Olive Miracle formulas areavailable, including Anti-Breakage Shampoo,Conditioner, Moisturizer Lotion, Anti-Breakage Crème, Growth Oil and Braid Spray(SRP $3.99). Reach Mario de la Guardia,president, at 912-234-3700 [email protected]. Visitwww.african-pride.com.Palladio Beauty Group launched Eye

Shadow/Liner Crayons, a gel-based shadowand liner in a pencil with a new crease-proofformula that provides a smooth, creamyapplication that lasts all day. The crayons areavailable in 12 shades, as well as a smallconsumer-friendly merchandising unit with full-size testers (deal #PM6ESC1/$216.00 cost; $3.00each/SRP $432.00 deal; $5.99 each). ReachLorraine Guzzo, director of sales, at917-373-2677 or [email protected]. Visitwww.palladiobeauty.com.Kaaral made a late decision to exhibit at

Cosmoprof and, as a result, introduced its lineat the Four Seasons Hotel. With an invitationfrom our good friend, Paul Smith, BIR made


More new products from CosmoprofA

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OCTOBER 2010 13

the effort to see what he was up to and visitedthe hotel suite. The banner on the wall read,“Introducing Kaaral. Where professionals areinspired, service is an obsession and clientsbecome family.” Paul and Francesca Raminella,owners of Kaaral U.S., said Kaaral was foundedon the east coast of Italy 30 years ago and hasgrown tremendously, thanks to strong andpersonal relationships with salon professionalsand repeat booming product launches in thehair color, hair care and styling categories. Inthe past five years, Kaaral’s business hasextended to Russia, Poland, Spain, Australia andCanada.

Paul shared Kaaral USA’s goal to establishlong-term partnerships by creating a closenetwork of salon professionals—the “circolodegli amici” (circle of friends)—and offerbusiness support, education and products for aprogressive salon environment. Kaaral’sphilosophy on education is two-fold. WhileKaaral educators will inspire professionals tofurther their artistry, they will also listenclosely to their needs and learn from thehairdressers to deliver the products andservices they desire.

"Kaaral designs education to meet individualneeds and goals and believes that learningshould be a truly experiential process,” saysPaul. “That is why Kaaral will offer educational‘Experiences’ that break out of the traditionalclass formats so as to truly embrace andsupport hairdressers in their Destino Artistico(Artistic Destiny).” Reach Paul, U.S. vicepresident of education, global at 212-216-0996or [email protected]. Visitwww.kaaralusa.com. Vincenzo Sorrentino, CEO, has made Dolce

Milano more than just another liquid line; it's asystem that cares for stylists and their clients.The company claims that all products arecertifiably safe and approved by the U.S. Food& Drug Administration. The hair care line isconcentrated with natural and botanicalextracts and offers a 72 cents per ounce price.As compared with the 10- or 12-ounce bottles,Dolce Milano offers 16-ounce bottles at a$22.00 SRP. The line includes Color VibranceCleanser and Treatment for color protection;Sheer Oil Cleanser and Treatment to removedirt and oil build-up; Hydro Infusion Cleanser

and Treatment for dry and damaged hair;Shock Me Straight for heat protection;System 1 Medium Hairspray for a brushableyet firm hold with no flaky mess; System 2Strong Hold for extra hold with shine, as wellas shampoos and conditioners. Reach Vincenzoat 949-743-1188 or [email protected]. Visitwww.dolcemilano.com.Arteasecolors featured its Color Bleach, a

product that the company says can take clientsfrom business professional dull to rock starfabulous in just 10 minutes. Bleach is availablein Fire Red, Copper Red, Copper Orange andCopper Blonde. All are designed for one-steplightening and pigmenting, high-lights anddimensional color and recommended forblack/dark tinted hair or natural levels 1 to 5(250gr/list price $23.00). Reach Gerd Hoher,president, at 888-993-9912 [email protected]. Visitwww.arteasecolors.com. Ecoco, Inc. has created a styling product

that can sustain a ‘do. Driven by the bold,spiked character on the label who acts as“spokes-punk” for the brand, Ecostyler GetGlued Spiking Styling Glue is for anyone whoneeds extreme hold. The product promises along-lasting, fully-controllable styling solutionfor any hair style—spiked, Mohawk or just yourstandard ‘do. This glue-based styling solution isso strong that you have to actually shampoo itout, which means your style will hold until youdon’t want it to. Ecostyler Get Glued isavailable in two sizes (2 ounces/SRP $2.49/6 ounces/SRP $4.79). Reach Abby Board, salesmanager, at 773-745-7700 [email protected]. Visit www.ecocoinc.com.Imperial DAX Company, known for its

pomades, gels and waxes, launched DAXRemoving Shampoo and DAX RestoringConditioner. Targeted toward consumers whoutilize their wax-based products, both itemshelp remove wax from the hair. Both helpremove dirt, grease and build-up that formswhen using pomades, waxes and othergrooming products. They also restore the hair’smoisture balance and sheen, while improvingmanageability (8 ounces/SRP $4.84). ReachCarolyn Ruby, sales and office manager, at866-329-9297 or [email protected]. Visitwww.imperialdax.com.

Cosmoprof North America will return to theMandalay Bay Resort and Convention Centeron July 24-26, 2011. Make sure you register toparticipate before it’s too late. This event issimply too important to miss. Reach Eric Horn,associate executive director/businessdevelopment for the Professional BeautyAssociation, at 800-468-2274, ext. 114, [email protected]. Visit www.probeauty.org.

From flat ironsto tweezers,gel nails topolish, liquidsto stylers andmore,Cosmoprofoffered newproducts thatcan add to anydistributor’s,store’s, salon’sor spa’sbottom line.

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eauty Industry Report (BIR) made a returnvisit to the 41st Annual ASD Show, which

for the first time brought all of its exhibitorsunder one roof. Since 1961, ASD has beenbringing buyers and sellers together to createthe largest business-to-business generalmerchandise marketplace in the country.Owned by the Nielsen Company, ASD takesplace annually in Las Vegas and New York. Thisyear’s ASD Las Vegas attracted 45,000attendees, including more than 2,000 buyersfrom 88 countries.

On August 8-11, the show filled the LasVegas Convention Center with 3,021 exhibitingcompanies (an increase of 147 exhibitors overthe 2009 show), using 630,000 net square feetof exhibit space. To put the size of this show inperspective, keep in mind that this year’sPremiere Orlando, the salon industry’s largesttrade show, used 244,950 net square feet andhad a total of 760 exhibiting companies. ASDExhibitors were organized into four maincategories: Gift and Toy, Style and Beauty,Jewelry, and Value and Variety. BIR exclusively covered the Style and

Beauty category, a section with more than 700exhibitors—an amount on par with the totalnumber of exhibitors at the recent CosmoprofNorth America. The featured productcategories in this section included FashionAccessories (sunglasses, handbags, watches,fashion apparel, belts, scarves); Health andBeauty (fragrances, spa products, cosmetics,nail salon supplies, styling aids) and TravelAccessories (totes, organizers, personalelectronic accessories).

The Style and Beauty category alonefeatured a massive range of merchandise, with380 exhibitors of fashion accessories, 210health and beauty aids exhibitors, 80 fragrancesuppliers and 83 sunglass suppliers.

The ASD show should be on every beautystore operators’ trade show calendar, not onlybecause of the abundant number of exhibitorsand products on display, but because of thevast amount of products that appeal to womenshoppers of all ages and income levels. Inaddition to the categories mentioned above,the show also features costume and fine

jewelry, plus extensive giftware. Consideringthat the primary shoppers at beauty stores(including both retail and professional-onlyoutlets) are women, providing select productsfrom just a few of those categories willgenerate incremental retail sales dollars.

The seminars also make this event a mustfor beauty store operator.s Three of noteincluded, “10 Things Every Good E-CommerceWebsite Needs,” “Multiply Your Retail ProfitsThrough Social Media” and “Three Secrets toIncreasing Retail Sales and Profits in the Next30 Days.”

The following is but a tiny slice of what BIRsaw during the show floor stroll. Xotic Eyes was a first-time exhibitor of a

reusable cosmetic appliqué that’s waterproofand easy to use—just peel and stick. BIRchatted with Shannon Maxey, who shared,“Our kits include eyelashes, glitter goo, a dualtip brush, wet wipe top and bottom designsand detailed instructions. The wholesale cost isfrom $10.00 to $12.00, and they are retailed foran average of $20.00 to $29.00. The body artwholesales from $8.00 to $20.00 and retailsfrom $25.00 to $50.00. We sell one sheet at atime, so customers can be as dramatic as theirbudget allows. All of our products are made inthe United States in Virginia Beach.” ReachShannon, owner and creator, at 757-233-0665 [email protected]. Visitwww.xoticeyes.com.BIR checked out a number of budget-priced

cosmetics companies. Over the past couple ofyears, the quality of color cosmetics hasdrastically improved to the point that colorpayoff can compare favorably to much of thegoods manufactured in the United States. Overthe past 10 years, Profusion Cosmetics hasoffered cosmetic kits that provide value for theconsumer. The following are three examples ofits extensive line, which fills a 65-page catalog.Luminys Pearl is a kit with a palette of 24highly-pigmented, baked eye shadows that canbe applied wet or dry. The shadows arepackaged in a black case that includes amakeup mirror (#6846/SRP $19.99). My BeautyCollection is a 96-piece kit of eye shadowspackaged in a case that allows the user to see

the entire color range at one time (#5972/SRP$12.99). Treasure Box is a display box thatfeatures three shades of nail polish, three setsof 12 lip gloss shades, three sets of 12 eyeshadow shades, two eye liner pencils, two lipliner pencils, one set of false lashes, twomanicure accessories, one toe separator, fourfull-size cosmetic brushes and a pencilsharpener (#7149/SRP $13.99). Reach EfonWang, controller, at 909-591-5678 [email protected]. Visitwww.profusioncosmetics.com. Jordana, another brand in the cost-

conscious cosmetic arena, was recentlyrecognized by the U.S. Commercial Service andU.S. Department of Commerce for increasingexport business and creating quality jobs inmanufacturing. The “Made in America” brandinghas been a big factor in the company’scontinued growth. Owned by Rafael Bijou,CEO, and Laurie Minc, president, the companymarkets its products under two brands: Milani,which focuses on women of color, andJordana, which targets the general market. BIRchecked out a couple of winners in the Jordanaline. 2 Ways 2 Shine features Easyshine GlossyLip Color and Lip Out Loud Super ShinnyGloss. The two products are combined on a36-piece counter display (#11347/deal cost$39.60/$1.10 each/SRP $1.99). The Jordana nailpolish Best Sellers features 24 best-sellingshades on a new metal counter display. Thequick-dry, high-gloss, chip-resistant polish isDBP-, toluene- and formaldehyde-free. Thedisplay features 288 pieces—six each of 24shades (#ZWNP24/deal cost $181.44/$.63each/SRP $1.49). Reach Susan McGready, vicepresident of marketing, at 323-589-5625, ext. 25,or [email protected]. Visitwww.jordana.com.Andy Kim markets his Ferity brand in a

number of foreign markets and has some itemsthat would be solid sellers at beauty storecosmetics counters. The Duet Enhancer is atwo-step application lip gloss. The double-ender package features a conditioning primeron one end (step 1) and top coat shine lip glosson the other end (step 2). The Duet Enhancercomes on a plastic counter display that holds

ASD showcases sellable products at all pricesB

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48 pieces—six each of eight shades—with eightfree testers (#DE48-1100/deal cost $216.00 or$4.50 each/SRP $8.95). Reach Andy, president,at 562-926-4222 or [email protected]. Visitwww.beautystage.com. Vikolya Corp. manufactures jewelry stands

in a variety of themes. Wire stands are availablein heights from 11 to 17 inches and a variety offitted costumes, including ballerina, teen, prom,cocktail dress, classic Victorian dress and blackdress outfits (SRPs range from $20.00 to$30.00). Another collection features miniaturewomen’s high-heeled shoes that are fitted asring holders. They are available in classicVictorian, black satin, mask, velvet and Frenchshoe styles (SRPs range from $15.00 to $17.00).The real show-stoppers in the line are tworanges of high-heeled women’s pumps that aremarketed as hair brush holders (SRP $20.00).The minimum order is $150.00. Reach VictoriyaShantueva, sales manager, at 732-465-1242 [email protected]. Visit www.vikolya.com.

ASD featured more than 80 fragranceexhibitors. A surprising trend this year were theprice-alternative fragrances with a legitimate,long-lasting attractive fragrance that cameelegantly packaged. A great deal of fragrancepurchases are impulse buys. If you provide agreat looking package with a tester on thecounter in a prominent spot, you will build afragrance business.Tattooed by Inky spins tattoo art into a

collection of fragranced body sprays that wereintroduced at ASD. The five body sprays eachcome in a different color aluminum containerwith a pistol sprayer and feature a tattoo-likedesign. The five scents are Monkey Businessand Drako for him, and A Mi Amor and SuddenFreedom for her. Koi is unisex. A 25-piece (fiveof each scent) counter display is available (8.5ounces/SRP $7.99). Reach Briendy Katz at 917-514-6253 or [email protected] www.tattooedbyinky.com. Amad Nour, president of Paris Fragrances,

Inc., a wholesaler and distributor, wasexhibiting a booth full of name-brand lineswith price points from $20 to $60. He alsofeatured alternative fragrance brands with pricepoints of $7.00 to $10.00. If you put aside theperceived value of name brands that justifiesthe high price, you would be hard pressed tosee any visible difference in the elegantly-

packaged alternative brands. BIR tip to beautystore owners: Check out these alternativefragrance brands, bring a few in your store andsee if you generate some impulse sales dollars.Reach Amad at 972-975-0012 [email protected]. Visit www.paris-fr.com. Jinny Corp. is well-known as the world’s

largest distributor of ethnic personal careproducts. Over the years, it has quietlydeveloped a very large import business,bringing in a wide variety of goods from Asia.Some of the main categories the companyimports include electrics and fashionaccessories, including sunglasses, hairaccessories and cosmetics. Jina Han, whoworks for Jinny’s Miami branch, showed BIRsome of the best-selling items from thehundreds on display. Under the J2 Hair Toolsbrand is a mini 6-inch flat iron with ½-inchplates that comes in both orange and purplewith a low SRP of $6.25. Retailers are buyingthese mini flat irons in cases of 20. Also in themini-iron range is the curling iron in hot pink(DRE2410/SRP $9.95). Jina also pointed out J2Vibrant Nail Lacquers, a line of 48 shadesmerchandised on a free acrylic display. Thereare six pieces per each sku and with a $1 cost(#NPSET/display cost $288.00/$1.00 each/ SRP$1.99). Reach Jina at 786-248-1200 [email protected]. Visit www.jinny.com.Alan Smolinisky, sales manager for Séya

Inc., a direct importer of creative and practicalstorage solutions and accessories, showed BIRjewelry boxes and cosmetic cases. Thecompany’s large professional rolling makeupand hair stylist cases are actually a number ofcases in one that can be detached and usedseparately. (#TS-21Z/list $200.00). Reach Alanat 562-690-7990 or [email protected]. Visitwww.seyainc.com.

The one word that came to mind as BIR leftthe show was diversity. Even without settingfoot in the three other sections of the show, Icould not get over the varied categories ofproducts on display, price points from 99-centstore goods to fine diamonds being offered forthousands of dollars and people from all walksof life attending the show. It is hard to imaginea beauty store operator not coming away withmany new product sources. Reach ASD Showsat 800-748-5058 or [email protected] www.asdonline.com.

ASD features avariety ofproducts withprice pointsranging from99 cents tofine diamondsat thousandsof dollars.Beauty storeoperators willfind numerousnew sourcesfor uniqueproducts tooffer theircustomers.

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John Paul Mitchell Systems launches theAwapuhi Wild Ginger collection for dry,damaged hair. Available only in fine salons,the 8-product collection features naturalawapuhi extract and KeraTriplex complex,which repairs damage from the core to thecuticle. According to Mintel International,“93% of consumers describe their hair as dry,damaged or color-treated.” The Awapuhisystem claims to repair the common damagethat results from heat styling, chemicalprocessing and aging, replenishing everystrand with protein and intense moisture.Reach Brent Golden, vice president of salesand national sales manager, at 702-360-5532or [email protected]. Visit www.jpms.com.

Colure True Color Care adds two hair careproducts. Stylefinish Holding Spray is anon-aerosol hair spray for creating volume,lift, hold and control. It’s fast-drying,humidity-resistant and contains nodenatured alcohol, propane, butane,hydrofluorocarbons, plastics, parabens orpetro-chemicals. Shine Serum usesmolecular nanotechnology to penetrate thehair's cortex deeply and quickly, unlike largerconventional micro weight molecules thattend to sit on top of the cuticle and getwashed away. Shine Serum Plus is a multi-functional, clear, light, grease-free formulacolorists can use with any manufacturer'scolor at both the start of their color process(during mixing) and at the finish of finalstyling. It locks color in, so it remains rich,true-to-color and vibrant all the waythrough the next color service. Colure backsits performance color challenge with its100% no-fade money-back guarantee (4.0ounces/SRP $26.00). Reach Tony Case,COO, or David Paris, CEO, at 888-265-8731or [email protected];[email protected]. Visitwww.colurehaircare.com.

Surface Hair Care helps salons and theirguests pump up the volume with a free3-ounce Theory hair spray with Push stylingpowder (10gm/SRP $14.48). Tap Push powderinto hair, then manipulate for texture andvolume. Mist Theory in short burststhroughout for volume and hold. ReachWayne Grund at 306-651-6035 [email protected]. Visitwww.surfacehair.com.

The most recent Farouk Systems EducationSummit, “Setting the Stage for Success,” inCancun, Mexico, had more than 1,000worldwide attendees who shared a passionfor knowledge, educating others andfurthering their careers. Rocky Vitelli,Leonel Rodriguez and Joe Pena opened thesummit with a hair show featuring stylescreated with the Farouk Royal Treatmentline of products and tools. Mary Rector-Gable, founder of BehindtheChair.com,challenged stylists to think outside of thebox and provided new ideas and approachesto market and brand themselves. TeamEurope—Patrick Kalle, Richard Jordan andyes—presented the Contradiction 2collection, while George Cooper and BrianPerry showcased styles created with ChiDeep Brilliance. Hands-on training classeswere broken into smaller groups for intimatetraining and covered topics, includingextreme cutting, runway styling, hair coloringand the Contradiction 2 collection. The firstannual Farouk Systems Artist Choice Awardscelebrated individuals who go above andbeyond with their hard work and dedication.Winners were selected by their peers. Thefollowing are a few of the award winners:Favorite Farouk Systems Mentor—JoeAnthony Pena; Favorite Creative ArtistTrainer—Leonel Rodriguez and RockyVitelli; Educator of the Year—Julian Macias;Artist Team of the Year—Leonel Rodriguezand Rocky Vitelli; Colorist of the Year—Anna Cantu. Reach Lisa Decker, director ofeducation, at 800-237-9175 [email protected]. Visit www.farouk.com.

The newest formula of Kerafusion from De

Fabulous combines a protein complex withaçaí berry extracts to deliver anti-oxidantsand shine for strength and health. Kerafusion24-Hour can be washed out after just oneday. (4 ounces/list $22.00/32 ounces/list$150.00). Reach Jorge Freire, vice presidentof sales, at 305-599-2116 [email protected]. Visitwww.defabulous.com.

Blow introduces Ready Set Blow, whichhelps provide better, long-lasting blow dryresults, resulting in less stress on the hair.This accelerating lotion plumps hair, buildingand shaping body for fuller style as itweightlessly smoothes the cuticle andimproves manageability. Ready Set Blowhelps stylists consistently deliver faster,better and longer-lasting blow out resultsand helps salons/stylists generate morerevenue by speeding up blow out time(4 ounces/SRP $21.00). Reach Stuart Sklar,president, at 917-593-0448 [email protected]. Visit www.blowny.com.

Keune Haircosmetics USA, Inc. introducesDesign Line, a styling range that allows youto shape, sculpt, create and designprofessional-looking hair styles. Each of theproducts provides two layers of protectionfrom harmful external influences, includingUV-radiation and free radicals. Products aredesigned to be used with heat appliances toprotect the hair during styling with a blowdryer, straightening iron and curling iron. Sixranges address all hair styling needs. Texture:Style, twist and turn with Forming Wax,Molding Wax, Power Paste and ShapingFibers (100ml/SRP $18.00). Essentials: Forfresh and finished looks that provide sleekwet looks to highly stylized hair. Productsinclude Brillantine Gel (100ml/SRP $18.00),Hairgel Extreme Forte (200ml/SRP $16.00),Hairgel Ultra Forte (200ml/SRP $16.00) andSculpting Lotion (250ml/SRP $16.50). Gloss:creates shine for all hair types with productsincluding Brilliant Gloss Spray (200ml/SRP$22.00) and Hair Beauty (30 caps/SRP$28.50), a highly concentrated shine restoringserum that seals split ends. Volume: delivers


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instant volume for all hair types, leavingboth fine and coarse hair manageable.Introducing Curl Cream (200 ml/SRP$18.00), Root Volumizer (300 ml/SRP$18.50), Mousse Styling (500 ml/SRP $32.00)and Salt Mist Cream (200 ml/SRP $18.00).Sleek: eliminates frizz and straightens curlyor wavy hair for a smooth, shiny finish.Products include Straight Cream (200 ml/SRP $18.00), a non-chemical hair straightenerand Defrizz Serum (50 ml/SRP $17.50), apolishing cream that instantly eliminates frizzand enhances shine without leaving hair oily.Fix: is a line of original hairsprays used toshape, create and hold styled hair. Hairspraysinclude Society Spray (300 ml/SRP $21.00),a dry spray that protects against humidity,that is available in Forte and Extra Forte;Shaping Hairspray Super (300 ml/SRP$21.00), a working spray with a firm hold, andGraphic Hairspray (200 ml/SRP $18.00), anon-aerosol spray with a firm hold and shortdrying time. Reach Donna DiNapoli, salesand marketing manager, at 800-330-9302 [email protected]. Visitwww.keune.com

IT&LY Hairfashion’s cruelty-free PurityDesign Pure Fluid Experience is fortifiedwith cholla cactus, Joshua tree and agave.This smoothing and thickening creamprovides hydration, shine, body, fullness,protection and manageability. This blendencompasses proteins developed fromdesert plants, which protect hair from UVrays, another cause of dry, damaged hair andcolor fading. With each use, this leave-inconditioning cream imparts shine, leavinghair looking and feeling healthier and thicker(6.8 ounces/SRP $15.99). Reach RichardZucckero, president, at 800-621-4859 [email protected]. Visitwww.italyhairfashion.com.

Farouk Systems adds Chi Man, a paraben-free line. Chi Man Daily Active CleanShampoo is gentle and sulfate-free,providing fullness and thickness to hairwithout added weight (12 ounces/SRP$12.00; 32 ounces/SRP $28.00). Chi Man

Daily Active Soothing Conditioner is a richtreatment with botanicals and silk proteinsthat condition and detangle hair whileenergizing the scalp (12 ounces/SRP $16.00;32 ounces/SRP $32.00). Chi Man FlexibleControl Styling Gel is a medium hold,lightweight, clean-styling glaze for anyhairstyle (6 ounces/SRP $12.00). Chi ManRadical Style Extreme Glue is a firm toextra firm hold gel designed for ultimatecontrol of highly structured styles (6ounces/SRP $14.00). Chi Man Groom andHold Finishing Spray is a versatile, fast-drying finishing spray with an advancedformula that provides a flexible hold (8-ounce aerosol/SRP $12.00). Chi ManFlexible Styler Active Paste is a creamformula developed with silk proteins forstyling damp or dry hair (3.2 ounces/SRP$14.00). Chi Man Instant Refresh BodySpray provides instant cooling andrefreshing action while providing a cleanmasculine scent (4-ounce aerosol/SRP$10.00). Reach Gregg Emery, vice presidentof sales, at 800-237-9175 [email protected]. Visit www.farouk.com.

The new Aero hair dryer from AdvancedResearch & Technologies (ART) features arubberized coating for a softer grip and airintake for more power in a compact space(HD-035/SRP $159.00). Also new from ART isthe Broadway Flat Iron, which features farand near infrared, tourmaline, ceramic,titanium and LEDs. It is available in two sizes(FI-BW1025 1 inch/FI-BW1038 1½ inch/SRP$199.99). TwirlMe, the new long-barreled,spring curling iron, is designed for one-handed use. It’s available in two sizes (CI-1019¾-inch/CI-1025 1-inch/SRP $159.00). ReachMichael Gilbert, ART partner, at 713-965-0027 or [email protected]. Visit www.artlp.us.

The Cricket Company is offering twopromotions. It has re-launched the

StraightCrazy Flat Irons. These ironsprovide stylists the ability to have aprofessional grade iron packaged and pricedfor retail for their customers and competewith conventional retail venues. The re-launch has reduced the packaging by 50%and now features adjustable temperaturesup to 425ºF and a 90-second heat up.StraightCrazy features glazed, solid ceramicplates that improve thermal efficiency.StraightCrazy X2 features 100% solid ceramicglazed black plates, which eliminate stainingand glide through hair with less pull anddrag; plates are extremely porous for moreeven heat distribution. StraightCrazyTourmaline now has nanosilver. Known forits antibacterial properties, it emits negativeions and far infrared heat to create smoothand silky hair when combined with micro-particles of tourmaline and ceramic. Allmodels are available individually or in self-merchandising 5-pack displays for retail (SRPrange $59.95 to $79.95). The secondpromotion is a line extension to its StaticFree Brush Collection. The Static FreeThermal Round Brush Collection is nowavailable to professional salons/styliststhroughout the Untied States and Canada.These brushes contain Cricket’s signatureheat-resistant, static-free bristles, whichcompletely eliminate fly away hair, have aseamless ceramic-coated barrel and non-slipgrip for maximum control and comfort.There are three Thermals in the collection in1.5-inch, 1.75-inch and 2-inch diameters. Atry-me 3-pack contains one of each brushopen stock and a self- merchandising 9-piece display for salon retail (deal #5511877/SRP $9.95). Reach Joann Parker, vicepresident of marketing, at 800-654-7032 [email protected]. Visitwww.cricketco.com.

The Wee Chi from Farouk Systems hasevolved into the new slim Chi CeramicHairstyling Iron ½ inch. The ergonomicdesign is easier on hands, has squeezesensitivity and sports ½-inch even heatceramic plates that produce positive ions toseal the hair cuticle, block out humidity and


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lock-in moisture for a smooth finish. Atemperature dial ranges from 140ºF to 392ºFfor versatility in styling and finishing on allhair textures—lower temps for fine andhigher heat for thick and coarse. Use theiron to curl, bend, flip and straighten hair.The slim plates make it just right for shorthair, men’s styles and hair around the fringearea. A 9-foot swivel cord makes stylingmaneuverability easy (#GF1108/SRP $160.00).Also new from Farouk Systems is the ChiTurbo Super Charge Clipper. The powerfulfull-size vibrating clipper is strong and builtfor all-day styling needs, including shapingwet or dry hair. It fits comfortably and hasthe right amount of heft for heavy duty use.A lever allows for adjusting the precisionsteel blade for various cutting optionswithout changing blades. The clipper comeswith eight snap-on cutting guides forsmooth maneuvering around head curvesand nape. An oil vial and brush are alsoincluded for maintenance (#GF 1622/SRP$239.97). Reach Greg Emery, vice presidentof sales, at 800-237-9175 [email protected]. Visit www.farouk.com.

OPI introduces the Swiss Collection of 12shades of polish with names like “Yodel MeOn My Cell,” “Color So Hot It Berns” and“From A to Z-urich.” Displays range from 12 to72 pieces. Reach Andrea Brown, director ofproduct development, at 818-759-5727 [email protected]. Visit www.opi.com.

In their recent trade ad, Creative NailDesign (CND) president/CEO, JohnHeffner, and co-founder and style director,Jan Arnold, shared the success CND ishaving with Shellac and apologized for thedelay in keeping up with the demand. Theyalso outlined the steps the company istaking to correct the situation. John told BIR,“It was the right thing to do, which hasalways been the barometer we've governed

by. A frustrated customer wants to hear twothings: When am I sending you your product,and I'm sorry. We've endeavored to deliverboth messages in a sincere way. The simpletruth is there was no possible way we couldhave anticipated the demand for thisproduct. It has been a game-changer thatappears to have changed consumerbehaviors and served as a great shot in thearm for the professional nail category.”Reach John at 800-833-6245, ext. 277, [email protected]. Visit www.cnd.com.

The Repêchage 12th Annual InternationalCongress for Salon and Spa Professionalshad its largest attendance this year. This yearalso marked the 30th anniversary of LydiaSarfati, CEO and founder, and her launch ofthe Four Layer Facial in 1980. The two-dayevent featured industry leaders from 11international countries, school owners,destination spa resort directors, editors andindustry influencers. Denise Fuller, editor inchief of Les Nouvelles Esthétiques, judgedand announced the winners of theprestigious Spa de Beauté of the YearAwards—Michelle Lamb of LemongrassSpa from Valdosta, GA, won Best Day Spa;Julie Mahoney of Oasis Day Spa fromWeymouth, MA, won Best Skin Care SpaCenter and Mayola Amador of MelangeWorld Spa from Neuvo Vallarta, Mexico,won Best Destination Spa. The 30thAnniversary celebration was attended byFelicia Milewicz, beauty director ofGlamour; Andrea Robinson, former beautyeditor at Vogue; Lesley Jane Seymour,editor-in-chief of More; and SusanSommers, author of French Chic andfounder of DressZing. The group, referringto themselves as “The Big Chill Sisters,” eachshared beautiful memories from the earlyyears of Lydia’s career. To congratulate Lydia,reach her at 201-549-4200 or

[email protected]. For information onthe company, products or future events,reach Shiri Sarfati, vice president sales andmarketing, at 201-549-4200, ext. 244, [email protected]. Visitwww.repechage.com.

The professional section onwww.bioelements.com is now open toesthetics and cosmetology students atBioelements Partnership Schools. Previouslyavailable only to licensed professionals, thewebsite now helps students keep up withthe newest from Bioelements professionalskin care. The Professional Section onbioelements.com is a library of valuableinformation for students—they can watchstep-by-step treatment videos, downloadclass workbooks, take quizzes online andmuch more. It also allows students todownload the Bioelements manual section-by-section and get online updates, seeprofessional-use-only product informationand enjoy special buying discounts. Access isfree. To register, students attendingPartnership Schools can visit the Pros Onlysection on bioelements.com. Visitwww.bioelements.com for more details.

Sormé Treatment Cosmetics launchesFresh Start Anti-Aging Primer. Fresh Start isinfused with dermaxyl, a peptide thatdiminishes lines and wrinkles while helpingto firm and hydrate the skin, leaving skinprimed for a silky-smooth makeupapplication. The primer is available in twoformulas, Fresh Start Anti-Aging Primer andFresh Start Oil-Free Primer (.80 ounce/SRP $25.00). A counter display unit with freetesters and 10 pieces of each formula helpsencourage sales at shelf in stores and salons(#1995-2/deal cost $250.00). To learn more,reach Morad Amirieh, president/CEO, at661-257-2622 or [email protected]. Visitwww.sorme.com.

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The 2010 Eufora Distributor Awards forexcellence in serving the salon professionalcommunity were announced during Eufora'sannual distributor conference in Carlsbad,CA. The Founders’ Award, Eufora’s mostprestigious award, was given to theKaleidoscope Salon Network (NewHampshire, Massachusetts, Vermont,Connecticut and Rhode Island) forexemplifying the vision of the founders,Beth and Don Bewley. Those values includea passionate commitment to providingindependent salons with leadership, support,integrity and outstanding customer service.Other honors included The President’sAward—Bassett Salon Solutions, CA;Leadership Award—Beautyscope, VA;Leadership Award—National SalonResources, MN; Leadership Award—Angelo’s Salon Development Group, PA.Reach Kate Bice, distributor supportmanager, at 800-638-3672 [email protected]. Visit www.eufora.net.

Exclusive Salon Distributors, theprofessional products division of UltimateBeauty Companies, has launched Kim Vluxury hair care line to salon professionals ofCalifornia. As a master colorist to A-listHollywood clients, Kim is a hair, beautyand style expert with a global audience anda growing fan base of salon professionals.Kim maintains a dedication to nurturing andmentoring salon professionals and deliverson that commitment with the educationthat he offers from events in Las Vegas toprecision hair cutting classes, which will nowbe available through Exclusive SalonDistributors. “The Kim hair care line isextremely desirable to our loyal salon basebecause of his reputation within the beautyindustry, the high quality education that heoffers and his energetic go-getterpersonality,” says Cynthia Heisser, seniorvice president, Ultimate BeautyCompanies, “The Kim culture is a perfect

fit with Exclusive.” Reach Cynthia at877-566-4567, ext. 250, [email protected].

Colure True Color Care has added sixdistributors. They include Spectrum SalonServices, San Diego, CA; Alternative SalonServices, Seattle; Evolve Distribution,Spokane, WA; DLK Distribution, Hawaii;Global Beauty Distributors, Florida, andColor Mid-Atlantic, covering New Jersey,Maryland and North Carolina. Contact TonyCase, COO, at 888-265-8731 [email protected]. Visitwww.colurehaircare.com.

Beauty Solutions and Label.M ProfessionalHair Care have joined forces. Label.M wasfounded by Toni Mascolo and his daughter,Sacha Mascolo-Tarbuck, who also bothfounded Toni & Guy. Together, with theirinternational artistic team, they havedeveloped Label.M into a world-classproduct line with their renownededucational support. Says Julie Ercolono,regional sales director in Southern California,“The new Fall 2010 Trend Collection is aboutto be released, and the individual looks aresupported by salon posters andmerchandising, followed by education andshows. I can’t wait to show our clients!”Reach Wes Brown, president, at800-973-7546 or [email protected] www.beautysolutions.com. For Label.Minformation, reach Brian Bennett, vicepresident of sales, at 314-265-6544 [email protected]. Visitwww.labelm.co.uk.

Ron Willoughby, CEO at SilkeningTechnologies, the company that marketsPro Collagen Rx Keratin Treatment, hasbeen busy opening distributors. Ron reports,“We have just opened Boston Beauty anddid a sales meeting for all their salonconsultants, store managers and 30 salons.We also opened Beauty Solutions in Hawaiiand will be doing a show programNovember 14 in Honolulu, as well asdemonstrations throughout the other

islands.” CFN Sales & Marketing isrepresenting the company in the East,Southeast and Midwest. Reach Ron at561-327-7729 or [email protected]. Visitwww.silkeningtechnologies.com.

The Beauty Book from The IndustrySource is celebrating the company’s 25thanniversary with a redesign of its 195-pagecatalog. The catalog has a wide cross sectionof customers and identifies products forspas, spa therapists, nail techs and stylists inseparate sections titled “The Spa Book,” “TheNail Book” and “The Hair Book.” There is alsoa section devoted to salon furniture andequipment in The Pavilion CatalogHighlights. Reach Larry Gaynor, president, at800-362-6245 [email protected]. Visitwww.theindustrysource.com.

Fairy Tales Hair Care has signed with CFNSales & Marketing, which will assist inexpanding the brand’s distribution and itsRosemary Repel lice prevention line in theNortheast, Midwest and Southeast markets.Created in 1999, Fairy Tales Hair Care hasseen its company growth exceed 400% inthree years. CFN Partner Gary Fishkin, says,“Fairy Tales is one of the most successfulniche brands we have worked with. Salonowners are as passionate about the line andits organic ingredients as parents are, andthat generates great customer loyalty and ahigh level of repeat sales.” In additionalnews, the line recently launched in UltaBeauty stores. Company seekingrepresentation in the west and southwestterritories. Reach Risa Barash, co-owner andexecutive director, at 888-244-1990 [email protected]. Visitwww.fairytaleshaircare.com. For distributorinformation, reach CFN Sales & MarketingNortheast at 800-338-0473 andMidwest/Southeast at 800-548-4111.

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Empire Education Group recentlycelebrated the opening of its 100th school inSpringfield, PA. The 11,400-square-footfacility features state-of-the-art classroomtechnology and an eco-friendly design. Theevent featured a visit from local dignitaries,beauty industry leaders and the presentationof a $5,000 donation to the Domestic AbuseProject of Delaware County, a local shelterthe school has “adopted.” The Empirecampus will also be offering free salonservices to women and children living there.The donation is part of Empire Gives Back, aprogram the company started in 2008 tosupport local women’s shelters anddomestic violence initiatives in thecommunities where their schools arelocated. Since the founding of Empire GivesBack, Empire has donated an estimated$500,000 in funds and services to the causenationwide. In addition, televisionpersonality and well-known hairstylist, NickArrojo, judged a “Styling for the Red Carpet”competition between teams from ninePhiladelphia-area Empire schools. Nickpartners with Empire on a nationwideadvanced education program called Mastersof Beauty (www.mastersofbeauty.com).Empire is also setting itself on a greenerpath. Each new school is incorporatingsustainable and efficient design elementsthat help to conserve significant resources.These eco-friendly schools feature low-flowfaucets, energy-saving washers and dryers,and salon flooring made from 100%recyclable materials. “We are committed tocreating opportunities for people, bothacross our home state of Pennsylvania andthe other 19 states we serve, to improvetheir lives,” says Franklin K. Schoeneman,chairman and CEO. More than 20,000 futurecosmetology professionals will be educatednationwide at Empire schools this year. Visitwww.empire.edu.

Farouk Shami, founder and chairman ofFarouk Systems, joined Dr. RichardCarpenter, Lone Star College Systemchancellor, and Dr. Steve Head, Lone StarCollege-North Harris president, for the grandopening and ribbon cutting of the new ChiSchool of Cosmetology at the flagship LSC-North Harris campus. The ceremonyearmarks the partnership of a communitycollege cosmetology program with aprofessional hair care company. ReachFarouk at 800-237-9175 [email protected]. Visit www.farouk.com.

Jessica Wolman’s beauty schools aresponsoring an educational event for theircosmetology students. Registrations forvendors, exhibitors and leaders in the beautyindustry are now being accepted forEducational Forum 2010, scheduled forOctober 24-25, in Fort Worth, TX. Vendorparticipation is limited and conducted on afirst-come, first-served basis. Forumcoordinators invite premier artists andindustry leaders to showcase their latesttrends in hair, skin and makeup, on and offstage, to some of the top cosmetologystudents from I.T.S Academy, OlympianUniversity, International Academy of HairDesign, Aladdin Beauty and Hair BendersAcademy. On-stage demonstrations andtraining slots are available for $100.00 per30-minute slot. The event revolves around athree-event student competition, includingthe Three-Person-Team Total LookCompetition, Mannequin Bridal Competitionand the Mannequin Fantasy Competition.Reach Stu Wolman, marketing director, at480-967-6464 [email protected]. Visitwww.intlacademy.biz.

Breast cancer charity support has become achief merchandising opportunity for agrowing number of marketers in the salon

industry. In the past month, ArmstrongMcCall’s promotional salon flyer under thetheme, “Raise awareness in style, buy pink,”had 70 separate promotions from 27companies. It is a win for all involved, withsignificant money being raised for cancerresearch, and marketers generating big salesrevenues that are going through theirdistributor networks.

Surface hair care introduces the PinkTitanium Razor with a Titan Razor Bladeand pink handle, featuring a silicone guardfor protection and a sharper, longer anddeeper-cutting edge that makes a differenceon the client’s haircut and strain on thestylist’s fingers, wrists and shoulders (list$145.00). Surface is donating $20.00 fromeach razor sold to support breast cancerresearch. Reach Nathan Grund, director ofoperations, at 306-651-6035 [email protected]. Visitwww.surfacehair.com.

Maurice Rasgon, the owner of CosmeticDesign Group, has acquired the Styli-Stylebrand from Intermark USA. A new entitycalled Styli-Style, Inc. has been formed tomarket the brand. This marks the sixthacquisition by Cosmetic Design Group,which specializes in private label cosmetics.The company has been marketing to mass,beauty and specialty retailers since 1998.Says Maurice, “I am very excited about ourlatest acquisition. It expands ourrelationships into the mass retail arena withbranded goods. The Styli-Style brand iscurrently in accounts, such as Rite Aid, CVS,Fred Meyer, H.E. Butt, Sears and DuaneReade, and we are planning an aggressiveline extension for 2011. Styli-Style is abeautiful brand with tremendous potentialgrowth. We are thrilled at the prospect ofadding cutting edge products to capitalizeon Styli-Style’s niche focus.” The brand was

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previously owned by Grant Berry, who willcontinue to manage the vision of the brand,as well as its product development andmarketing. Reach Maurice at 310-305-2436 [email protected]. Visitwww.cosmeticsdesign.com.

Mark Stiller and Charlie Perer, principals ofIntermix Capital Partners, in partnershipwith Robin Coe-Hutshing, announce thesale of the wholesale division of theirbeauty holding company, Studio USA, LLC,to Fusion Brands, Inc. Studio’s wholesalebrands are sold through high-end retailers,such as Nordstrom, Bloomingdales,Bendels, Sephora and HSN. The brands soldinclude fragrance brands Mémoire Liquideand Nudité Intense, the color cosmeticbrand Ultraflesh and the body care brandSoft Corp. Intermix Capital Partners investedin Studio two years ago with the goal ofworking with Robin Coe-Hutshing todevelop the wholesale brands. All thebrands, other than Mémoire Liquide Bespokefragrance, were developed during the lasttwo years. Robin Coe-Hutshing, through aconsulting company she formed with NicoleOstoya, will provide consulting services toFusion as part of the deal. Studio USA, LLCcontinues to own and operate itstrendsetting beauty boutique, StudioBeautymix at Fred Segal, which carriesmore than 150 brands in its Santa Monicalocation. Reach Mark at 818-383-4441 [email protected]. Visitwww.intermixcapital.com.

Ulta Salon, Cosmetics & Fragrance, Inc. isthe largest beauty retailer providing one-stop shopping for prestige, mass and salonproducts and salon services in the UnitedStates. It currently operates 356 retail storesacross 38 states and recently announcedfinancial results for the 13-week period("second quarter") and 26-week period ("first

six months,") which ended July 31, 2010. LynKirby, CEO of Ulta, states: "We are verypleased to report an excellent secondquarter 2010 performance. Results includean increase of 10.8% for comparable storesales for the quarter, generated from both an8.0% increase in customer count and a 2.8%increase in average ticket. Accordingly, on atwo-year basis, our comparable store salesare up 9.1%, which is an acceleration of thetwo-year comp trend from first quarter.Despite a slow economic recovery, themomentum of our business is very strong, aswe reap the benefits of our market sharestrategies implemented in 2009 andcontinue to execute against these strategiesin 2010. Our comparable store sales growthwas accomplished with a 120-basis-pointincrease in merchandise margin and 40 basispoints leverage in marketing. These operatingimprovements, along with our continueddiscipline in managing our cost structure, ledto a more than doubling of our earnings anda 120% increase in earnings per share for thequarter, including the compensation chargeand a 150% increase in earnings per shareexcluding the compensation charge." AddsChuck Rubin, president/CEO, "We begin thethird quarter with very strong momentumfueled by the continuation of our marketing,merchandising and store expansionstrategies. During the third quarter, weexpect to continue to drive traffic andaverage ticket growth as we leverage ourloyalty program by offering compelling valueand introducing new brands. Our storeexpansion plans remain on track to deliver28 new stores in the third quarter and a 13%increase in square footage growth for theyear. We will also maintain our judiciouscontrol of expenses and inventory. As ourguidance suggests, we expect to delivercontinued strong results in the third quarter.”For the first six months, net sales increased18.4% to $642.0 million, compared to netsales increases in 2009 for the same periodto $542.4 million. Comparable store sales(stores opened at least 14 months) increased10.8% compared to a decrease of 2.0% in thefirst six months of fiscal 2009. Operating

income increased $45.6 million or 7.1% of netsales compared to $19.2 million or 3.5% ofnet sales in the first six months of fiscal2009. Net income increased to $26.7 millioncompared to $10.7 million in the first sixmonths of fiscal 2009. "At the end of thesecond quarter, we completed the CEOtransition, with Chuck now havingresponsibility for all areas of the business,"Lyn says. "As a result, effective at the end ofbusiness today, Chuck will be the chiefexecutive officer. I look forward to assistingUlta, as a member of the board, throughMarch of next year. I have been honored tolead Ulta over the past 10 years and want tothank our employees, our vendor partnersand the Ulta board of directors for thesupport provided to me and the trust youplaced in my leadership. Together, we haverevolutionized beauty retailing, as werepositioned a beauty discounter into aspecialty retailer, grew sales from $200million to over $1.2 billion, and transformeda small regional chain into a nationalpresence. I leave with tremendous pride inthe company and look forward to watchingUlta grow and take its place in the future asone of this nation's great retailers." ReachChuck at 630-410-4800 [email protected]. Visit www.ultainc.com.

L’Oréal’s final half year results show thecompany has posted a big hike in profits.First half net income to June 30 rose from$1.09bn last year to reach $1.32bn, anincrease of 21%—a figure that was driven bya 10% rise in sales for the first six months ofthe year to $9.7bn. First half operating profitwas also positively impacted by reductionsfor internal cost manufacturing expenses,which helped to increase productionvolumes by 21% to $1.67bn. L’Oréalintroduced a key cost cutting strategy lastyear in an effort to help stave off a slump insales caused by the worldwide economicrecession. However, the one area thecompany chose not to reduce costs wasadvertising, with investment in this arearising by 0.45% to reach 30.5% of total salesfor the six-month period. According to

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Andrew Wood, financial analyst at SanfordBernstein, this investment has helped toboost growing sales in developing marketsand to stave off further declines in the moretroubled European markets. The profitfigures beat market expectations and shareprices jumped by 10% on the Paris Boursefollowing the announcement—the biggestrise in nearly two years. In a rare statementmade to French financial newspaper LesEchos, L’Oréal CEO, Jean-Paul Agon,stressed his belief that the strong resultsshowed that the recent financial scandalimplicating L’Oreal heiress, LilianeBettencourt, had no bearing on the way thebusiness operated. However, in a pressconference to discuss the results, Jean-Pauldid also state that he was more cautiousabout the outlook for the rest of the year byunderlining that the strength of theperformance in the first half of 2010 wasunlikely to be repeated in the second half.

Procter & Gamble posted results belowmarket expectations by predicting thatgrowth would slow in the next two quarters.The forecast gives further credence to agrowing number of claims by financialexperts that the global economy could beheading into a double-dip recession, whichmeans that following several quarters ofgrowth, economic activity could takeanother nose dive. Although the financialworld remains divided over the prospect ofa double-dip recession, former chairman ofUS Federal Reserve, Allan Greenspan,commented in a press interview this weekthat this may become a reality in the UnitedStates if already precarious property pricesplunge. Likewise, economic activity will bedetermined by consumer spending patterns,but with unemployment only edging downslightly in most developed nationsworldwide, including the United States, theprospect of consumer spending risingalongside a jittery world economy looksunlikely.

Although P&G chairman of the board andpresident/CEO, Bob McDonald, said hebelieves that the United States will not

experience a double-dip recession, he didtell Wall Street analysts, “I think theeconomic recovery in the United States willbe uneven. . .we are seeing that already.” Thecompany did see a return to growth for thequarter ending in June. Sales were up 5%from $18.08bn to $18.92bn, while full-yearsales were up 3% to $78.93bn. However,significant increases in costs during thefourth quarter were reflected in a big fall innet earnings from $2.47bn to $2.18bn, whilefull year earnings fell by 5% to $12.73bn. Thefact that sales gains came from acomparison to one of the company’s worstquarterly performances in decades put afurther damper on the results. Althoughprospects for stronger results look far betterin the developing markets, the company alsosaid that it expected gains during thefinancial year ahead to be likelycounterbalanced by unfavourable currencytranslations.

On a more positive note Bob says, “Theinvestments we’ve made in innovation,marketing support and consumer value havedelivered accelerating unit volume andprofitable market share growth throughoutthe year, which are clear indications that ourstrategy is working.”

Regis Corporation recently announced thatits board of directors has authorized theexploration of strategic alternatives toenhance shareholder value. There can be noassurance that the review of strategicalternatives will result in any agreement ortransaction. The company does not intendto disclose developments with respect tothis review unless, and until, the board ofdirectors has approved a specific course ofaction. “Our board is committed toenhancing shareholder value and regularlyevaluates our options to achieve that goal.During the past year, the board andmanagement team have taken numerousconcrete steps, including reducing overheadexpenses and efficiently managing workingcapital and international cash balances. Wehave also successfully modified our existingdebt covenants and completed a capital

raise of $336 million. These transactionseffectively re-equitized our balance sheet,improved our leverage ratios andsignificantly reduced the risk associated withour loan covenants. In order to furtherenhance shareholder value, our board hasnow instructed our financial advisors toreview the various strategic options availableto the company,” says Paul D. Finkelstein,chairman/CEO. Reach Paul at 952-947-7910or [email protected].

Farouk Systems filed a lawsuit August 11,2010 against Target Corporation for sellingcounterfeit Chi Ceramic Hairstyling Irons.The claims in the complaint ask the court toaward money damages, attorneys’ fees andpunitive damages to punish Target forinfringing on Farouk’s trademark. FaroukSystems is also asking for an injunction thatprevents Target Corporation from any futureconduct that infringes on Farouk’strademarks. “It is irresponsible for anycompany to sell counterfeit products, sincemore often than not, the counterfeitproducts have not passed regulatory safetystandards. The real loser in this wholescenario is the consumer, who is not gettingthe quality or guarantee that she thoughtshe paid for,” says Farouk Systems president,Basim Shami. “Farouk Systems will not bedeterred or relent in the fight to protect ourbrands, our reputation and our good name,”says Wisam Ghuneim, general counsel forthe company. “We resolve to pursue legalaction to the fullest extent against any store,company or chain that sells counterfeit andfake products containing our trademarks,including Chi and BioSilk.” Genuine productsare available through salon professionals andauthorized chain salons and should besuspect if found online or in mass marketstores.” Reach Basim at 800-237-9175 [email protected]. Visit www.farouk.com.

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Bonnie Bonadeo has launched The BeautyAgents, a speaker’s bureau and artistmanagement company to represent talentwithin the professional beauty industry. TheBeauty Agents will provide manufacturers,distributors and convention organizers withtalent and logistical support for any event.Platform artists, educators and guestspeakers represented by The Beauty Agentswill have three opportunities to participatein representation—exclusive management,semi-exclusive management and The BeautyAgents directory. Most recently, Bonnie wasdirector of industry programs and educationfor the Professional Beauty Association,where she produced events, such as theNorth American Hairstyling Awards,Beacon, Learning Lounges, Symposium andthe International Salon & Spa Expo. ReachBonnie at 877-319-2403 [email protected]. Visitwww.thebeautyagents.com.

Ginger Glomstead established the Centerfor Beauty and Health Excellence (CBHE),which offers classes and reference tools tolicensed and non-licensed professional salonindustry professionals. The company wasfounded on a need for classes and referencetools that provide better and moreknowledgeable beauty information onassociated care for clients and guidance indeveloping a greater understanding of whyand how to safely service clients and gaininsights into the paradox of clientrelationships. CBHE aligns exclusively withdistributors, manufacturers and professionaltrade organizations in delivering classformats that focus on health, safety and law.The first reference book, CommonDisorders of the Skin, Scalp and Hair: AQuick Reference for Licensed BeautyProfessionals, is now available. ReachGinger at 888-434-9818 [email protected]. Visitcenterforbeautyandhealthexcellence.com.

Milady has expanded its online continuingeducation offerings for salon and spaprofessionals. “MiladyU: Infection Control”teaches the salon and spa professional howto avoid dangerous situations, while keepingthe salon or spa clean. “MiladyU: Brazilianand Bikini Waxing” teaches the skills andtechniques necessary to perform a safe andeffective Brazilian bikini wax. The currentMiladyU online courses are approved bystate licensing boards in five of the eightstates that allow online continuingeducation, with approvals pending in theremaining three. In addition, Milady is anauthorized provider of online continuingeducation by both the InternationalAssociation for Continuing Education &Training and the National Coalition ofEstheticians, Manufacturers/Distributorsand Associations Commission onAccreditation. Call 800-998-7498, ext. 2700,for MiladyU courses. Visitwww.milady.cengage.com/professionaldevelopment/onlinecourses.html.

The launch of www.LydiaSarfati.com is setto coincide with Repêchage’s 30thanniversary. The site features regular postsby Lydia Sarfati, CEO and founder ofRepêchage. It is a window into Lydia’s life, apioneer in seaweed-based skin care in theUnited States, honorary chairman ofCIDESCO USA, director of the Skin CareCouncil of Intercoiffure America andCanada and author of Success at YourFingertips. The site is interactive, regularlyaddressing the concerns of readers throughwritten blog responses and videos. Lydiaalso offers an insider’s view of the beautyindustry. The site features a calendar ofLydia’s travels and appearances; aninteractive “Ask Lydia” section; successstories from day spas around the world;articles on skin care science, and spa andsalon business tips; testimonials; updated

press information; academy class offerings;business tips; skin science; inspiration and somuch more. Reach Shiri Sarfati, vicepresident sales and marketing, at 201-549-4200, ext. 244, or [email protected].

Women are lining up to use the“International Vending Product of the Year,"the Beautiful Hair Styler by BeautifulVending. The Styler consists of a self-sterilizing GHD ceramic hot iron for hairtouch ups on the go. These machines areplaced in nightclubs, health and fitnesscenters, tanning salons, shopping malls,colleges, office buildings, airports andreception halls. The success of the BeautifulVending Hair Styler has been outstandingsince its introduction into the vendingindustry in 2005. Distributed in more than 16countries worldwide, the Beautiful HairStyler has recently been modified to operatein the United States. Awarded for its designconcept and patented application, theBeautiful Styler integrates a variablecontrolled timer system that activates theGHD ceramic hot irons when cash isinserted. Beautiful Hair Styler is nowavailable in the United States throughPolished Perception LLC, the distributorowned and operated by Keely Gelineau ofDuluth, MN. Reach Keely at 218-310-6997 [email protected]. Visitwww.beautifulvendingusa.com.

The correct contact info for Jay Morris,senior vice president/general manager forUSPA North America, is [email protected] 760-415-9710.

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As BIR went to press, AlbertoCulver agreed to be acquired byUnilever, the Anglo-Dutchconsumer products giant, for$37.50 per share, valuing thecompany at approximately $3.7billion. The deal includes thecompany’s Nexxus andTRESemmé brands. In additionl,Sally Beauty Holdings, Inc.anounced that its subsidiary,Beauty Systems Group, LLC., isacquiring Aerial Company, Inc.Aerial operates two distributioncenters and 82 professional-only

beauty supply stores. Watch formore details in the Novemberissue of BIR.

BIR reports on the passing lastmonth of Ken (Kenny) Mammini,a long-time distributor, at age 63.Kenny was the co-founder/

president/CEO of Nova SalonSystems from 1984 to 2008.

Farouk Systems has assignedSally Beauty Holding’ssubsidiary, Beauty SystemsGroup (BSG), exclusivedistribution rights of the CHI,SunGlitz and BioSilk brands,including wet products, heatappliances, nail lacquer, brushes,combs and ammonia-free haircolor on both the East and WestCoasts. Additionally, FaroukSystems and Sally have agreed to

assign non-exclusive distributionrights to BSG in new domesticareas not currently serviced bythis Sally subsidiary. Faroukexpanded its internationaloutreach to Mexico by assigningnon-exclusive distribution rightsto Armstrong McCall, Sally’sother wholesale subsidiary.

TNG announces the acquisitionof Salon Source in Houston andthe opening of a new distributioncenter in Dallas. The acquisitionwill be effective October 26.

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october 2010 bir[1]

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