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Welcome to the newglobal world of beautyBy Lance Z. Posen

he most successful beauty brands todayare global. Believing that wholeheartedly, 20 years

ago, Harlan Kirschner, CEO of TheKirschner Group, and I, who were friendlycompetitors as manufacturers’ reps servicingselect territories in North America, joinedforces. We saw consolidation occurring inother industries and decided we needed tohave a national rep group to help beautyproducts marketers grow. We accomplishedthat between 1995 and 2005.

We entered the international marketplacewith Jim and Cheryl Markham’s Pureology,officially launching The Kirschner Group’sInternational Division in October 2005 withone person and me. Over the past six years,we have entered 62 countries with a diversebrand portfolio that is very different fromour domestic portfolio. We now have 10sales people outside of North America andfour in Canada who give us completecoverage worldwide. We also have a full-timeinternational coordinator based in ourValencia, CA, hub. Here are some points toconsider before taking your brand global:

While both new and mature brands can gointernational, it’s important to do the properdue diligence first. We recommend that acompany has a good base of business in theUnited States for a minimum of two years,with strong public relations, industry buzzand brand awareness, a positive cash flow, astrong infrastructure and at least $3 to $5million in sales.

If your launch strategy includes long-termplans to go global, we recommendresearching European Union and Canadianregulations from the initial start-up stage andto start with English, Spanish and Frenchlanguages on your product or outer

elcome to 2012! Timeflies, as Beauty

Industry Report (BIR)begins its 15th yearreporting on theprofessional beauty

business. To celebrate, BIR is introducing anew distribution format for eBIR and a newFacebook page where you can stay up-to-date all month long. Please “like” us atfacebook.com/BeautyIndustryReport.

We kick off the year with a terrific featurelineup. Renzo Composto, founder/presidentof Enzo Milano, tells what’s behind one ofthe most visible salon show exhibitors. BillConkle, founding partner of Conkle, Kremer& Engle, explains why smart productmarketers call on his law firm to protect theirbrands’ integrity and stop product diversion.Mark Holland, CEO of Viviscal, shares howhis company enters the salon market with itssupplement and hair care for thinning hair.

See you on the show floor!Regards,

by Mike NaveEDITOR

JANUARY 2012volume 15 issue 1

Going international...cont. on p. 2

Spas report increase in visits/revenue 2Where are they now? Mike Renzulli 2Lafayette Jones’ Multicultural Report 5Enzo Milano grows beyond clipless iron 6Viviscal Professional enters pro beauty 8Conkle law firm’s 30 years in beauty 10San Juan show goes more professional 12Expo Latino now Intl. Beauty Expo 14BSG partners with ISSE 20Sexy Hair taps BSG/Salon Centric 24

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

Mike Nave, editor818-225-8353/[email protected] up to date between issues atfacebook.com/BeautyIndustryReport

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CHECK OUT BIR’s 2012 BIG! Show Calendar!

A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ

Mane St.highlights

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BIRJanuary2012_V3F1_BIR 1/2/12 4:59 PM

The International Spa Association’s (ISPA)2011 U.S. Spa Industry Study reveals anincrease in spa visits, revenue and numberof employees, indicating that the spaindustry is recovering from the impact ofthe recession. "The ISPA 2011 U.S. SpaIndustry Study takes an in-depth look athow spas managed the recession, the typesof treatments offered, a breakdown by spatype and marketing tactics used by spas,"says Lynne McNees, ISPA president. Thestudy has been conducted in cooperationwith PricewaterhouseCoopers since 2000.

As the 4th largest leisure industry, thespa industry experienced a pick-up indemand with a majority of spas reportingincreased visits and revenue. Spas were alsomore likely to hire team members, with anoverall 2% increase in employment.

Day spas comprised 79% ofestablishments, with resort/hotel spas at9% and medical spas at 8.7%. Other typesof spas included club, mineral springs anddestination spas. Most spas—74%—aresingle location operations.

In 2010, spas received 150 million clientvisits. Massage remained the No. 1treatment received by spa-goers. The fourmain treatment revenue categoriesaccounted for 79% of total spa revenueand included massage and bodywork, skincare treatments, hair and nails. An averageof 8,704 treatments and services per spawere provided within the four categories.Retail accounted for 11% of total sparevenues with skin care products accountingfor most of the spending.

In an effort to educate consumers onthe benefits of a spa lifestyle and boosttheir profile, spas connected with theircommunities, with 85% donating productsand services, 69% hosting events and 62%participating in charity benefits.

The full study is available for ISPAmembers as a digital download and can alsobe purchased at experienceispa.com.

Todd Smith, sales executive with TheKirschner Group, Inc., has been chosen asthe 2011 Tae Jhin Broker of the Year byJinny Beauty Supply. “I am honored toagain receive this award and be recognizedfor my dedication to the Jinny organization,”says Todd. “I will continue to focus onproviding Jinny with top customer serviceand business building opportunities.” Toddhas served Jinny for more than a decadeand received the Tae Jhin award for three ofthe past four years. This award is named inhonor of Jinny founder, Mr. Tae Jhin. ReachTodd at 800-328-4353 [email protected]. Visitkirschnergroup.com.

Aveyou.com, an online retailer ofcosmetics and beauty products, wasawarded the Stella Service Seal ofCustomer Excellence, which is given toonline retailers with top rated customerservice. Reach Brian J. Esposito, AveYouBeauty Boutique CEO, at 877-283-6838,ext. 705, or [email protected]. Visitaveyou.com.

We are delighted to catch up with MichaelRenzulli, the founder of Sally BeautySupply who retired in 2006, in our newmonthly feature, “Where are They Now?”Mike, a former registered pharmacist, joineda very small and highly unprofitablecompany in New Orleans in late 1971. Usingall the knowledge gained from working inhis father’s drug store from the time he waseight years old, he applied it to Sally BeautySupply and the new business plan worked.From that beginning, he guided Sally to

2 JANUARY 2012

The Beauty Industry Report Visit bironline.com

packaging. We do have establishedmanufacturers successfully using over- orunder-the-bottle accordion labeling for otherlanguages if they launch with English-only onthe product.

Be aware that the global market oftenexpects a larger discount than domesticdistributors. That allows the distributor toadvertise, promote, market and educate itssalon customers, and many times to initiateconsumer-focused marketing efforts. In fact,we have found many distributors who put ongreat events for their salons, help pullconsumers into those salons with well-positioned public relations and overall, drivethe business to build your brand for you intheir marketplace.

Our team continuously monitors thepolitical climate, the business and bankingchanges and the regulatory issues in thecountries we service, and keeps close to salondistributors to determine what class of tradeand what distributor is best suited for each

brand.It is both an exciting

and challenging time totake U.S. brands into theinternational arena, andyou can be successful bylaying the propergroundwork.

_____________________________Lance Z. Posen is vice president of The

Kirschner Group, where his team specializes intaking brands international. He’s served thebeauty industry for 32 years, including as aKMS California DSC and now as a multi-linemanufacturer’s representative. Reach him [email protected] or 503-970-6319.

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.

Going international...cont. from p. 1


become the world’s largest beauty storechain. Mike left the business in 2006 andnow owns a growing 250-unit hospital giftshop chain located in 34 states. He shared,“Between the gift shops and other ventures,it keeps me quite busy seven days a week. Imiss the daily interaction with the Sally/Beauty Systems Group team, including Sallystore and BSG distributor salon consultants,the creativity of the hairdressers and withthe vendor and rep community. However,sometimes I feel as if I never left thebusiness, as I am in daily contact with manypeople from all phases of the salonindustry.” He added, “I am very proud of thecurrent Sally management team, which hascontinued the long term growth thatSally/BSG has enjoyed for the last 40 years.”If you’d like to catch up, reach him [email protected].

Glen Pacek joins Sweis Inc., as executivevice president of sales and will play a keyrole in establishing new goals, objectives andstandards and helping the Sweis organizationreach new heights. Glen has an extensivebackground in sales, including nine years atbeauty industry distributor Maly’s/SalonCentric. During his tenure there, Maly’s salesdoubled from $100 million to $200 millionand the sales team also doubled from 100distributor salon consultants (DSCs) to 200.He has also worked with Oscar Mayer, FritoLay and Zagat. Reach Glen at 877-633-1717or [email protected]. Visit sweisinc.com.

Senior vice president and general managerfor Belson Products, Tom Gebhart,announced the following appointments:Janette Morales to director of marketing,Jay Kim to regional sales manager and RocioUrquidi to associate brand manager. Janettewill oversee the marketing plans andinitiatives for all brands, social media,supporting public relations efforts and willalso manage the marketing team. In addition,

she helps with new item development andlaunch, while working to ensure brandintegrity and image. After 10 years withHelen of Troy Professional, Jay joins thesales team as regional manager for theNortheast, Southwest and Canada. He willhelp expand all brands for all open-line andfull-service accounts in his territory. He joinsthe sales team of Patrick Ratcliff and JohnLucy. For almost three years, Rocio hassupported the marketing team in a variety ofcapacities. In her new position as associatebrand manager, she will also collaboratewith other departments, including sales,engineering, manufacturing and operationsto plan, organize and control all assignedproduct lines from concept to completion.Reach Tom at 915-225-4899 [email protected]. Visit belsonus.com.

Terrence Michael Renk is the new artisticdirector for ProRituals by Jingles andMarilyn Brush, two brands from RobandaInternational. His 25-plus-year career in thesalon industry includes positions as a salonowner and an Emmy Award-winningHollywood stylist, who has styled hair forcelebrities, including Martha Stewart,Karen Elson and Rachael Hunter; televisioncommercials for Dove and Reebok andseveral television shows, including “All MyChildren. Reach David Leib, RobandaInternational president, at 800-783-9969 [email protected]. Visit robanda.com

Keratherapy by Diora taps Tommy Biancaas vice president of sales and distribution.“We are growing very quickly and alreadyselling our products in 22 countries,” sayspresident/founder, David Mulhollen.“Tommy will be responsible for cultivatingnew distributors, managing our distributionnetwork and overseeing our sales andeducation team.” Tommy has served as vicepresident of sales and distribution for LiqwdHaircare; vice president of North Americandistribution for Keratin Complex; andbusiness development manager for L’Oréal’sRedken and Pureology. Reach David at404-323-3045 or [email protected]. Visitdiorapro.com.

Jodi Edworthy joins The Kirschner Group’ssales team to call on key accounts in theMidwest. Jodi’s 14-year career includesexecutive positions in sales, productdevelopment and purchasing, includingseven years at Regis Corporation as a buyerand more than two years at Tiger J as anaccount manager for Shop NBC. Reach JaneCaris, The Kirschner Group vice president, at800-328-4353 or [email protected] kirschnergroup.com.

Ben Brooks, former president of Clairolwho retired in 1989, died November 15 at age87. He is survived by his wife, Joan JolliffeBrooks; his three daughters and twograndchildren. Ben received his BA in 1948from Hamilton College in Clinton, NY, andhis MBA with distinction from the WhartonSchool of Business in 1949. He served as alieutenant in the Army Air Forces from 1943to 1946. In addition, he was vice president ofBristol-Myers Squibb, the parent companyof Clairol, prior to the division’s sale toProcter & Gamble. Memorial donations maybe sent to The Parkinson's DiseaseFoundation, 1359 Broadway, Suite 1509, NewYork, NY 10018. Robert Oppenheim, whoworked with Ben, said, "If I had to describeBen Brooks in one word that word would be'gentleman.' He was also intelligent,sophisticated, soft-spoken, natty, kind andeffective.”

Debra Leipman-Yale, president of ArcadeMarketing and a leader in the cosmetics,fragrance and health and beauty caremarkets with more than quarter centuryexperience, died suddenly at her home inArmonk, NY. She was also a formerpresident of Clairol, and also worked atProcter & Gamble, Revlon and InterMarkUSA. Debra is survived by her husband,David, and three children—Griffin,Cameron and Jared.

JANUARY 2012 3

News continued on page 4


BIR received the news of the death ofAlfred Torres from his son, Erik. “After acourageous seven-year battle with coloncancer, my father passed away on November26 at the age of 63. He worked for manyyears as a sales consultant in the beautysupply industry, previously working for ParisAce, State Beauty Supply, ArmstrongMcCall and Alfaparf. He is survived by hiswife, Kris; son, Erik; daughter, Kristen; andgrandson, Ethan. More than 400 peopleattended his funeral services at Forest LawnChurch of Recessional in Glendale, CA.”Reach Erik at [email protected].

Shape Control system is a newformaldehyde-free service that’s availableonly in Redken salons and can be adaptedto provide frizz control, straightening orcurling effects. Kera-Shape Complexcontains shaping agents for permanentsmoothing or curling, cationic conditionersfor moisture and shine and emollients forcontrol and manageability. Reach CorrieTurner, director of integratedcommunications, at 212-984-4360 [email protected]. Visit redken.com.

Perfection SmoothOut by Pravana is aformaldehyde-free smoothing service. Aproprietary nano amino acid complexsuspends the internal textural memory ofthe hair fiber to transform it to a smoother,straighter, frizz-free state that lasts for 8 to12 weeks. Perfection’s low-pH formulacontains no harsh chemicals and is safe touse on all clients. Reach Bethany Kirschnerat 818-347-4705 or [email protected] Pravana.com.

Simply Smooth keratin treatments fromAmerican Culture provide safe, customizedsmoothing with keratin and botanicals thatwork with the cuticle, not the cortex, so no

hair bonds are broken or restructured. Itprovides a smooth, conditioned, frizz-freefinish and can be used on curly, wavy orstraight hair. Simply Smooth treatments arecertified to work within safe levelsestablished by the Cosmetic IngredientReview and Health Canada. Simply Smooth& Straight Keratin is a two-part system thatincludes a combination of chemicalrearranging and keratin smoothing, providingwash-and-wear straight hair. The lineconsists of Simply Smooth Pre-cleanPurifying Shampoo (125 ml/list $12.95),Pre-soft Keratin Primer (250 ml/list $19.95);Keratin Treatment (original) (125 ml/list$69.95), Keratin Treatment Xpress (125 ml/list $69.95), Keratin Replenishing ColorLock (125 ml/list $49.95); Designer LineSimply Smooth & Straight Processor 1(250 ml/list $59.95), Designer Line SimplySmooth & Straight Finisher 2 (250ml/list$79.95). Reach Louis Guarneri, president/co-founder, at 631-242-3153, ext. 18, [email protected]. Visitamericanculture.com.

Malibu C’s Color Wellness Shampoo andColor Wellness Conditioner feature 100%vegan ingredients to preserve hair color andmoisture and essential oils that leave a scentof sugared mango and lychee on hair (9 oz./SRP $15.00). Reach Tom Porter, president, at800-622-7332, ext. 200, [email protected]. Visitmalibuwellness.com.

Eufora founders Don and Beth Bewleyhosted their annual Global Connection inSan Diego for stylists, distributors and salonenthusiasts. It kicked off with a runway showinspired by nature's elements, thencontinued with live platform hair cuttingsessions, inspirational talks from Don andBeth and classes for both the technical andbusiness side of the industry, includingTrends in Razor Cuts, Timeless & HeroicMen’s Cutting, High Fashion LongHairdressing, YOU in Demand and more.Other highlights included an awardsceremony honoring the salons that

contributed the highest donations to Eufora’scharity of choice, Childhelp. Together, theyraised more than $100,000. They alsopresented Eufora’s Stylist of The YearAwards, celebrated at a James Bond-themedCasino party and launched the Touch UpTexturizing Dry Shampoo collection,Details Spray Wax, Hero for Men PliablePomade and Hero for Men Firm Hold Gel.Reach Don at 800-638-3672 [email protected]. Visit eufora.net.

Farouk Systems has reformulated andsimplified ammonia-free SunGlitz with silk,olive oil and botanicals. SunGlitz lifts andtones up to eight levels in one step. Theintroductory kit includes everything neededfor up to two applications: four lighteners,four activators, four toners, weaving caps,weaving hook and wall chart (#PM7771/list$37.80). Reach Jason Yates, vice president ofsales and marketing, at 800-237-9175 [email protected]. Visit farouk.com.

Condition Culture offers Featherlocks realfeather hair extensions in vivid colors andmany lengths that add subtle and dramatichighlights. They’re applied with silicon microbead technology and require minimal careonce applied at the salon (individualfeather/SRP $15.00). Reach Donya Litowitz,owner, at 766-447-7549 [email protected]. Visitconditionculture.com

Free Your Mane offers multicultural haircare products infused with botanicals ofevening primrose oil and linseed seedextract and free of petrochemicals,phthates, parabens and sulfates. The lineincludes Hydrating Shampoo (10.14 oz./SRP$16.00), Daily Detangling Conditioner(10.14 oz./SRP $16.00), Intensive HydratingHair Masque (8.45 oz./SRP $20.00),Reviving Spray (6.08 oz./SRP $15.00),Baobab Brilliant Restorative Hair Oil(4.1 oz./SRP $25.00) and ConditioningPomade (4.1 oz./SRP $16.00). Reach IsraelSegal, president, at 323-899-4451. Visitfreeyourmane.com.

4 JANUARY 2012


News continued from page 3



aya Angelou’s foreword in the book,Crowns, by photographer Michael

Cunningham and writer Craig Marberry,lovingly describes the black woman’s Sundaymorning beauty and bath routine and herchoice of a hat for the church service she willattend. The writer and poet affirms whyEssence magazine has referred to African-American women: “the most passionate ofbeauty consumers.” In an Essence segmentationstudy on African-American women and theirpsychographics around beauty, they found that84% of black women will say, “I think I am abeautiful woman,” compared with 41% in thegeneral market. More black women celebratetheir beauty (61%), compared with generalmarket women (52%). The fifth installment ofthe Smart Beauty series, (“Smart Beauty V: ARevealing Look at the Mindset of PassionateAfrican-American Beauty Consumers”) wasdeveloped in conjunction with New York-basedresearch firm, Insight. It focused on thepsychographics that drive the beautypurchasing behavior of African-Americanwomen across hair, skin, cosmetics, fragranceand personal care. The findings were presentedby an Essence panel directed by the magazine’sbeauty director, Corynne L. Corbett. Panelistsincluded Mikki Taylor, Essence’s editor-at-large; Cynde Watson, makeup artist and beautyexpert; dermatologist Elana L. Jones, M.D., andSusan Akkad, senior vice president ofcorporate diversity marketing, Estee LauderCompanies, Inc. The study confirms that“beauty goes beyond how women look, it isalso linked to how they feel, and thatsentiment translates to how they spend," saysMichelle Ebanks, president of Essence. Shenotes that women of color are a “vital growthsegment for beauty companies.”

Supermodel Beverly Johnson will debut areality show on the Oprah Winfrey Network(OWN). Beverly rose to fame as the first blackmodel to appear on the cover of AmericanVogue in 1974. The next year, she became thefirst black woman to appear on the Frenchedition of Elle magazine. Her wig line willmerge with the Vivica Fox celebrity wig linethis spring, according to an Internet order site.

Her reality show, “Beverly’s House,” will followthe beauty queen and her family as they adjustto living under one roof. “Beverly steps out ofher role as glamorous fashion icon and opensher home to her daughter, Anansa, and son-in-law, David, and their newborn baby, Ava, in aneffort to reconnect with her daughter and tohelp her growing family get ahead financially ina tough economy,” says OWN.

Over the past decade, spending by Latinoconsumers on personal care products grewmore than 40%—nearly three times faster thanit increased among non-Latino consumers,according to Packaged Facts. By 2015, Latinoswill make up 20% of 18- to 49-year-olds, an agegroup critically important to the Health andBeauty Care (HBC) category. The reportanalyzes the usage by Latino men and Latinasof nearly 40 HBC products tracked by ExperianSimmons National Consumer Study, includingHBC products for babies and children. Call800-298-5294.

Millward Brown, a global company focusedon brands, media and communications, hascopyrighted a multicultural textbook:Marketing to the New Majority: Strategiesfor a Diverse World. Authors David Burgosand Ola Mobolade discuss intelligent targeting,diversity within diversity and the importance ofmoving away from “ethnic silo” thinking. Thebook is available at amazon.com.

Keratin hair straightening products are againon the radar of salon safety monitors. A studyby ChemRisk, a San Francisco-based chemicalrisk assessment firm, was published in theJournal of Occupational and EnvironmentalHygiene. The study tested four keratin-basedhair products, including the Brazilian BlowoutAcai Professional Smoothing Solution,Global Keratin Juvexin Optimized FunctionalKeratin, Coppola Keratin Complex BlondeFormula and La-Brasiliana Escluso KeratinTreatment. Only La-Brasiliana testedformaldehyde free. Global Keratin was the onlyproduct to mention formaldehyde but itcontained more than twice the amountclaimed: 8.3%, well above the .01% level set bythe industry. Brazilian Blowout was labeledformaldehyde-free but it contained the highest

levels: 11.5%. The National Healthy Nail andBeauty Salon Alliance and the Campaign forSafe Cosmetics continue to demand a recall ofthese products, and stiffer regulation throughthe Safe Cosmetics Act of 2011, introduced inthe U.S. Congress. It would set safety standardsfor chemicals used in personal care and salonproducts before they reach the marketplace,and phase out toxic ingredients such asformaldehyde, a known human carcinogen,according to the Department of Health andHuman Services. The alliance is a joint projectof the National Asian Pacific AmericanWomen’s Forum, Women’s Voices of theEarth, and the California Healthy Nail SalonCollaborative. Contact Sian Wu at 206-374-7795, ext. 102, or [email protected] orAlexandra Gorman Scranton at 406-396-1639or [email protected].

Irie Dread Papaya & Passion Fruit LockingGel for Resistant Hair maintains locks andtwists naturally and provides a long-lastinghold with no build-up (6 oz./SRP $4.85). Visituniversalbeauty.com.

Jessies’ Curly Pudding transforms tightlycoiled hair into shiny stretched out curls. Applyto damp, freshly shampooed and conditionedhair; rake through large sections and air dry. Formaximum elongation, comb a nickel-sizeddollop through small sections and air dry(2 oz./SRP $7.00). Visit .missjessies.com.

Better Locks Lock & Hold Gel seals inmoisture and promotes a healthy sheen(6 oz./SRP $5.10). Visit keystone-labs.com.

Queen Helene Royal Curl Shaping Crèmeturns tightly coiled hair into defined curls andsoft waves. It naturally tames frizz with purealoe vera gel and agave nectar. Green teaantioxidants and moisturizers defend againstheat and humidity (15 oz./SRP $7.19). Visitqueenhelene.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] and

visit smsiurbancallmarketing.com.

JANUARY 2012 5

The Multicultural Report by Lafayette JonesM


6 JANUARY 2012


t any salon show, it’s easy to know thatEnzo Milano is in the house, thanks to the

models on stilts moving across the floor abovethe attendees. A number of years ago,company founder, Renzo Composto, hit thesalon market with his line of “clipless” curlingirons. As with most new product concepts,stylist adaptation didn’t happen overnight.However, with its aggressive trade showmarketing strategy, Enzo Milano not only hasexpanded its business, but kicked off acategory in which many companies are nowoffering their versions of this versatile stylingtool. Beauty Industry Report (BIR) recentlycaught up with Enzo between shows, and weare delighted to share his story. BIR: When you introduced your line ofclipless curling irons, these tools were trulynew and innovative. Please share your storyabout bringing this new category to market.

Renzo Composto (RC): From day one, EnzoMilano has been a familybusiness. As far back as Ican remember, I used tohelp my second cousin,Antonio lo Presti, bringhis ideas and concepts tothe United States fromItaly. As a youngentrepreneur, I realizedthe potential in the salonbusiness and in ourproduct, which peopleloved and believed in. Sowith a bigger plan in mind, Enzo Milano wasborn to bring in the most innovative productsfrom Italy to market on a bigger platform.BIR: What did you see in the professionalbeauty marketplace that indicated there wasan opportunity for your tool line?

RC: I observed a lack of creativity andeducation to support a professional applianceline. Plus, all the focus was on traditional flatand curling irons. One marketer after anotherwas bringing out its version of the same tools. BIR: Why have Enzo Milano clipless curlingirons become so popular with stylists?

RC: These irons inspire creativity, becausethey allow stylists to create looks that cannot

be created with any other spring or Marcelcurling iron. That is the driving force behind ourbrand’s popularity. BIR: Renzo, how do your clipless irons allowstylists to achieve unique looks that cannotbe created with traditional curling irons?

RC: First, wrapping the hair from root to tipallows the heat to be on the root longer, withless on the tips, giving the ideal balance of heatto create an Enzo curl. The second is ourTribostatic heating technology, which makessure that our Clipless Iron does not need toreach extreme temperatures to create amazinglooks that last. When an iron is too hot or thetemperature is uneven, it will damage and dryout the hair. Our heating technology enablesthe use of lower temperatures at extremelyeven heat. In comparison to similar products,both beauty professionals and consumers cansee the difference in their hair quality andlongevity immediately.

BIR: How has the popularity of curly andwavy hair impacted your business?

RC: Considering that our line was bornduring the flat hair phenomenon, we have beenon a steady incline from the start. Plus, manycelebrity stylists—Riawna Capri and Nikki Lee,stylists for Selena Gomez; Neal Farinah, whodoes Beyonce’s hair, Peter DeRosa, stylist toPaula Abdul, and Rocco Donna, who stylesJennifer Lopez and Katy Perry, have used ourirons to style their clients for appearances onsome of the most popular television shows andin the celebrity magazines. BIR: Enzo Milano recently expanded to offerother tools. Please tell us more.

RC: As we grow the company, we continueto provide tools designed to revolutionize theway stylists do hair. We will continue toimprove our line, as well as add to it. TheConico Series is Enzo Milano’s most versatileset of irons. They feature a tapered shape thatallows stylists to create many combinations ofcurls and waves by simply adjusting thesectioning and hair placements. They look sonatural, because no two are identical. TheReverso Series is our most innovativecollection. The irons’ unique shape allowsstylists to create amazing volume withmaximum hold. They’re great for busy stylists,because they allow them to work quickly.BIR: Tell me about your background.

RC: I started working in the beauty businessat 18 with my family in Italy and beganimporting my own line into the United States afew years later. Soon after, I founded my owncompany, Enzo Milano.

BIR: At shows, Enzo Milano’s stilt walkersdefinitely stand out in the crowd. Tell meabout your strategy.

RC: Our marketing strategy is simple—focuson the customer and make every interactionwith our brand an experience. Stylists seek usout at the shows to see what we are doing andwhat we have that’s new. They also want toshare the styles they have created using ourtools. We look at every trade show individually,based on the projected number of attendees,the demographics of the attendees andprojected return on investment and developindividual marketing plans based on each. BIR: Tell me about your team.

Enzo Milano expands beyond original clipless curling iron

A

Enzo Milano introduced the first clipless curling iron, which launched a new category of styling tools.


JANUARY 2012 7

RC: Enzo Milano employs more than 50people, with our key team members workingout of Los Angeles. Our team includes BrettCayton, vice president of sales; NatalieComposto, national sales director; and LeenaLuangrath, show and education coordinator. BIR: What is your operating philosophy andhow do you approach each day?

RC: Our customers always come first!BIR: What is your vision for your company?

RC: Our vision is to create a brand that isincomparable to any other and to develop aculture that combines amazing experienceswith great products. BIR: In a crowded marketplace, what is yourbrand’s point of difference ?

RC: Beyond having a high quality productline, we believe that our relationships withindividual stylists, salon owners and distributorshelp set us apart. We create experiences, wecreate friends and we create smiles—those addup to creating sales and fans, whom we lovejust as much as they love us!BIR: What is your flagship product?

RC: Our signature item is the Enzo MilanoClassico line—the original clipless curling iron.We offer a lifetime warranty, because our ironsare made with the highest-grade materials. It isthe must-have iron for any professional stylist.BIR: How can retailers maximize sales ofyour tools?

RC: Sales are the result of a combination ofin-store product placement, continuous retaileducation, training and support. We provide in-store signage and point-of-purchase materialsto help distributors and salons sell through.BIR: Tell me about your online marketing,sales and education initiatives, including butnot limited to your social media outreach.

RC: All of our marketing is streamlinedacross all media, including print campaigns,trade show experiences, online and hands-ontraining. All work together to create our uniquebrand experience at the point of customercontact. You will continue to see an aggressivecampaign moving into 2012 with a new focus tothe retail markets, an emphasis on educationand a few fun Enzo antics. Keep an eye out! BIR: Initially, Enzo Milano was marketeddirectly to salons; however, recently youhave started selling through distributors.How is that strategy working, and who are

some of the distributors in your network?RC: Over the years, we have cultivated great

partnerships with our distributors across NorthAmerica. We are proud to work with ourpartners and will continue to provide themwith responsive customer support, as well ascontinuous education and training.

Our distributors include Salon Services &Supplies, Maka Beauty Systems, ParamountBeauty, Infinity Beauty Concepts, CreativeBeauty Concepts, National Salon Resources,Aloha Beauty Supply, Island Beauty Supply,Canada-Venus Beauty Supplies Ltd, Chauetand West Coast Beauty. BIR: What are the key success factors youlook for in selecting a distributor partner?

RC: We consider our distributors as partnersand as extensions of our family. We selectdistributors who respect our brand concept,image and have similar family values with theirteams. We are blessed to have great partners.BIR: What’s new and/or hot in your line?

RC: The hottest iron is the Enzo ReversoLine. It’s a versatile iron that gives stylists thespeed and creative flexibility they need. TheReverso creates amazing root volume withoutthe use of excessive products.

BIR: What do you have planned for 2012?RC:We have many new surprises planned

and will be unveiling them starting at theInternational Salon and Spa Expo in LongBeach, CA. BIR: Tell me about your education program.

RC: Natalie Composto leads the EnzoMilano sales education programs. She is theheart of our company and makes it possible toexpand our culture to our distributors andsalons. BIR: What is your long-term vision foreducation?

RC: In 2012, we will continue to expand oureducation and will launch our Enzocertification, which will train stylists how touse the tools both to design looks, as well asto maximize their styling time. BIR: Who have been your mentors?

RC: I have many mentors frommanufacturers reps, distributors, manufacturers,bankers, marketing directors, many salonowners, many stylists, and, of course, my familymembers! I appreciate them all! Without theiradvice, we would not be here today.BIR: What is the best business advice youever received, and who was it from?

RC: My father told me, "If you haveeverything under control, you're not movingfast enough. Go after it."BIR: What inspires you?

RC: Seeing the love that our customers havefor us and seeing styles created with the EnzoMilano irons all over the red carpets andmagazine covers.BIR: What would BIR's readers be surprisedto learn about your company?

RC: As I noted earlier, Enzo Milano is afamily business, and I think that makes the bigdifference; we approach all issues and resolvethem as a family.

BIR: If you weren't working inthe beauty business, whatwould be your dream job?

RC: I’m lucky to have mydream job, but I could seemyself owning an ad agency orfashion line.

Reach Renzo Composto at949-242-2881 [email protected]. Visitenzomilano.com.

“Our CliplessIron does notneed to reachextremetemperaturesto createamazing looksthat last.”

RenzoComposto,companyfounder


air loss affects millions of people acrossthe globe—men and women, young and

old. Unfortunately, most people believe thattheir hair will not grow back. Luckily for them,Viviscal Professional, a company that offersproducts that nourish thinning hair andpromote existing hair growth, has entered thesalon industry. Beauty Industry Report (BIR)recently spoke with CEO Mark Holland to getthe inside story. BIR: Hi, Mark. Please introduce ViviscalProfessional to BIR’s readers.

Mark Holland (MH):The thinning hair lossmarket is huge and manycompanies are trying tocreate solutions. Viviscalhas been around for 22years. We are the onlyhair care supplement onthe market with fiveclinical studies (and asixth underway). Top hairstylists have been recommending Viviscal foryears because it works. Viviscal Pro doesn’tneed to replace any service salons currentlyhave or offer, rather it ADDS another servicewith huge repeat purchase opportunities. Bythe way, Viviscal is the No. 1 selling hairsupplement worldwide. In addition, we offer ashampoo and conditioner.BIR: Just how big is the opportunity?

MH: About 40% of women have visible hairloss by the time they are age 40, according tothe American Academy of Dermatology.Currently, Americans spend more than $3.5billion a year to try and combat hair loss. Onein two men and one in three women willexperience hair loss at some stage in their lives.Viviscal helps those experiencing hair loss dueto a host of reasons.BIR: You mentioned that Viviscal has been inbusiness for 22 years. Give me a briefoverview of the company’s history.

MH: Lifes2good, the parent company, wasformed in 1997 and is headquartered in Ireland.The company has seven offices around theworld and is operating in 33 countries.Lifes2good offers a range of natural, clinically

proven products in niche areas. I joined thecompany in 2006 and head up the NorthAmerican operations.

Viviscal Professional is the company’sflagship product and is the No. 1 selling hairsupplement brand worldwide. Thesupplements contain the exclusive AminoMarC Marine Complex, which provides essentialnutrients to nourish thinning hair andencourage existing hair growth in thosesuffering from temporary hair loss. ViviscalProfessional has 28% more of the active

ingredient and can only bepurchased throughdermatologists, salons andspas. Lifes2good purchasedthe brand approximatelyfive years ago, and it hasexperienced double digitgrowth each year sincethen. BIR: Tell me about yourbackground.

MH: I earned an accounting degree and anMBA in global management and have beenworking in marketing and product developmentfor nutraceutical companies since then. I beganmy career in Dubai and have worked inGermany, France, the United Kingdom andIreland in the functional ingredients industry. Ireturned home to Ireland in 2006 and spottedan opportunity to get involved in a growingcompany that had a great product offering.Lifes2good acquired the Viviscal brand in 2007,and I have been enjoying life in the UnitedStates since then.BIR: Please describe Viviscal’s natural, drug-free remedy for thinning hair.

MH: This 100% natural food supplement isdesigned to nourish thinning hair caused bybreakage and shedding of the follicles, whilesimultaneously promoting the growth ofexisting hair. Viviscal Professional supplementswork in four stages over a six-month period. Adifference is often noticed in two to fourmonths, in line with each individual client’snatural hair cycle. Our results are backed byclinical studies, which differentiates us frommany others in this category.

BIR: What brought Viviscal to the salonmarket at this stage in its lifecycle?

MH: We decided to enter the marketbecause so many salons and spas were askingto sell it. Also, the word of mouth from topstylists like Guido Palau, Danilo, Oscar Blandiand others made us realize how many stylistswere recommending the product to theirclients. We currently sell directly to salons andspas. We also sell our mass retail line to healthstores and the food/drug/mass market. ViviscalProfessional, however, has a much higherpercentage of AminoMar C Marine Complexalong with other key ingredients not found inthe mass line.BIR: Is the thinning hair problem for womenexpanding?

MH: More than 50% of men above the ageof 50 suffer from hair loss; one in three womenwill experience hair loss at some point in herlife. The most common form of hair loss inwomen is telogen effluvium (all over thinningof hair). Common reasons for hair loss includepostnatal, menopause, hormone replacementtherapy, the Pill, stress, diet and trauma.BIR: What are the five clinical studies thatyou mentioned?

MH: The product was developed in the late’80s by scientists in Finland. The five currentclinical trials were developed throughout the’90s in Finland, Sweden, Brazil and Germany.We are currently conducting two clinical trialsin the United States on more than 100 womenand expect to have results soon. The mostsignificant results from our trials so far include:

• An average increase in hair growth of 32.4%after 6 months and 63.9% after 12 months aspublished in The Journal of InternationalMedical Research in 2001;

• 100% of treated subjects reported that hairloss had stopped after two months oftreatment in a study published in The Journalof International Medical Research in 1992.The mean increase in non-vellus hair of 38%was recorded in patients after six monthstreatment. 95% of subjects showed bothclinical and histological cure.

• A recent pilot study was conducted inDallas on 20 women. At the end of the 10-

8 JANUARY 2012


Viviscal Professional enters pro beauty marketplace

H

Viviscal nourishes thinning hair andpromotes existing hair growth.


week period, an analysis of hair counts showeda mean reduction of hair loss of 46%. Plus, 81%found less hair shedding on an average day; 75%saw an increase in overall hair volume and 75%saw an increase in thickness of hair.BIR: How is Viviscal marketing to theprofessional beauty market?

MH:We are supporting the launch of ourbrand with a full marketing, advertising, publicrelations and education program. We want tofocus on educating salons, stylists and theirclients about the benefits of ViviscalProfessional and the proven results. We hopeto become a recognized name in the industrywithin the next year.

Stylists know the art of the consultation.We know that clients trust and confide in theirstylists—especially about issues regarding theirhair. Viviscal Professional is a simple, easyretailing option, and clients appreciate the factthere is a safe, natural option to help combatthinning hair. Obviously, good point-of-salematerials and merchandising the productsprominently in the salon always help!BIR: What did you see in the professionalbeauty marketplace that indicated there wasan opportunity for your product line?

MH:When people start losing their hair, thefirst person they talk to about it is their stylist.Besides minoxidill, there aren’t any all-natural,clinically proven options. Viviscal Professionaldoesn’t replace any existing service in thesalon; it creates a new opportunity withtremendous repeat purchase opportunities.BIR: What is your point-of-difference?

MH: Viviscal Professional is easy-to-use,100% natural and has proven results. BIR: How do you measure if the products areactually working?

MH: Nearly 100% of our accounts re-order,plus we have un-retouched “before” and “after”shots available that speak for themselves.BIR: What is your company’s mission?

MH: Our mission is to provide a 100%natural, safe, proven, professional solution tothose experiencing thinning hair and hair loss.In addition to helping clients, we feel this is awonderful retailing opportunity for salons andspas, as they truly know what is happening withtheir clients’ hair.BIR: Tell me about your team.

MH: In the United States, we have seven

full-time employees. Lindsay Kenoe is ourmarketing director, and she helps run theprofessional division. We also utilize severalnoted industry consultants in various areas. Wehave eight offices across the globe with morethan 70 employees.BIR: Tell me about Viviscal’s onlinemarketing, sales and education initiativesand your social media outreach.

MH: Viviscal Professional is supported by afull marketing, public relations, advertising,education and social media plan. We launchedviviscalpro.com this year, and we havepartnered with behindthechair.com to helpeducate salons via webinars. Our first webinardrew more than 1,300 professionals.BIR: Describe your education program.

MH: We pack our training guide in the boxwith every order, and we filmed an in-salontraining video with Martino Cartier. The videoguides salon professionals through 1. What isViviscal Professional? 2. Women and hair lossand 3. How to sell Viviscal Professional.

Throughout the year, we continue to offerretailing tips and programs, client informationbrochures, product information and educationon the types of hair loss. Our new clinical trialwill be available shortly. Our second webinarnext month will include a live audience at theSamsung Center in New York. We have alsosigned industry personality Tabatha Coffeyand New Jersey salon owner Martino Cartier tohelp spread the word and educate salonsabout the benefits of Viviscal Professional.BIR: Will you be exhibiting at major shows?

MH: Shows are very important to us. Wefind that once people see what we have andthe caliber of stylists who recommend ourproducts, they better understand the programand get excited. We plan on participating in allmajor shows in 2012.BIR: How do you partner with salons?

MH: Since we sell directly to salons, theflow of communication and information weprovide is constant. We provide 360-degreeservice and marketing for salons—not only forproducts. BIR: What’s your biggest challenge?

MH: As we are new to the U.S. professionalbeauty market, our biggest challenge is to buildour name and showcase our heritage, expertiseand results in this category. We approach the

hair loss market from an education point-of-view. Given our position globally, this is a goodchallenge to have.BIR: What inspires you?

MH: I am inspired by the emails and letterswe get every day from thousands of happyViviscal customers who want to share theirinspiring stories. Thinning hair and hair loss is a

bigger and more traumaticissue than people perceive, soit is a privilege to be able tohelp people suffering fromthose conditions.

Visit viviscalpro.com andreach Mark Holland at312-924-0250 [email protected]

or [email protected].

JANUARY 2012 9

“About 40% ofwomen havevisible hairloss by thetime theyreach age 40.Americansspend morethan $3.5billion a yearto combat it.”

Mark Holland,CEO


10 JANUARY 2012

n 2012, the Conkle, Kremer & Engel law firmin Santa Monica, CA, is celebrating 30 years

of representing some of the most prominentnames in the professional beauty business.Beauty Industry Report (BIR) recentlychecked in with the firm’s founder, Bill Conkle,and its most recent member from the beautyindustry,Mark C. Riedel, to learn how they’rehelping companies succeed.BIR: How did the Conkle firm get started inthe beauty business?

Bill Conkle (BC): I started the firm in 1982,and soon after, we began representing Joico.Back then, it was just a tiny company thatSteve Stefano operated out of his house. Wehelped Steve deal with the kinds of issues thatarise for most businesses starting up in thesalon products business. I think we played atleast a small part in Joico’s success, and theword got around. We represented Sebastianwhen it was still operated by John Sebastian.OPI followed, and American InternationalIndustries, Worldwide Cosmetics,Moroccanoil, PureOlogy and others cameover the years. Recent clients include Pravana,M&M International, Bosley Professional andColorProof.BIR: Mark, you’re a recent addition to thefirm. How did you get your start?

Mark Riedel (MR): In 1998, I was a partnerin a business law firm, and I was asked tobecome Sebastian’s general counsel. I stayed onwhen Sebastian merged its U.S. operations withWella. In 2003, P&G purchased Wella, and Iremained general counsel for P&G Professionalfor five years. I joined the Conkle firm in 2008.BIR: The Conkle firm is well known for itsaggressive anti-diversion and anti-counterfeiting activities. Is that all you do?

BC: No, far from it. While we haveconsiderable expertise in combating diversionand counterfeiting, we also have decades ofexperience helping large and small businessesin the salon industry with almost every aspectof their legal needs. We continue to work withstartup businesses, like Jim Markham’s newline, ColorProof. We help develop the plansand tools startups need to succeed, beginningwith business formation and development of

strong, well-protected trademarks andcopyrights. We help larger businesses withmany of the same types of concerns, and withthe additional issues that arise as a businessgrows. The areas of legal service that weprovide to industry participants are too manyto list, but they include negotiating effectivedistribution agreements and salon contracts,supply agreements, licensing agreements, U.S.and foreign trademark registration andenforcement, copyright registrations andenforcement, federal and state governmentregulation compliance, acquisitions ofintellectual property, purchase and sale ofbusinesses, trade secret concerns, marketingand advertising issues, employment issues andeven artist and model agreements. We’re also

skilled at making sure insurers fulfill their dutiesto our clients, which can arise in manycircumstances. And of course, we help design,implement and enforce effective anti-diversionand anti-counterfeiting programs, from codingsystems to policing and well-targeted litigation.BIR: What differentiates your law firms?

BC: Mostly, tenacity and ingenuity. We don’tstop until we’ve accomplished the client’sobjectives. We are dedicated to the salonindustry—protecting brands and stoppingcounterfeiters and diverters has been our mainmission for decades. What other law firm doyou know that has its own on-site photo studioto help clients track codes and to generateevidence of diversion, decoding andcounterfeiting? We know many of the players—the good guys and the bad guys—and we knowhow to stop the bad guys. As a result of all

that, we’ve had a long history of successeswhere others have fallen, and the word getsaround. And throughout, we work to keep ourfees low, because we know that our service hasto be cost-effective for the client.

MR: I was general counsel of Sebastian andP&G Professional for 10 years while it was aclient of the Conkle firm. What stood out forme when I was in the role of a client was theexcellent value provided by the firm. This firmprovides the best price to quality of serviceratio in the business. Sebastian used some ofthe large firms as well, but the Conkle firm’scharges typically were 20 to 40% lower thanthose of other firms. This is a firm that putsclient service first, and has always beenfocused on cost-effective delivery of highquality legal service.BIR: As you look back, what are some of yourfavorite memories from your practice?

BC: The one that’s probably closest to myheart is one of my earliest, when Steve Stefanoasked us to help protect Joico from acompetitor who was trying to ride on Joico’ssuccess by claiming to be “the real Joico.” Thecompetitor would not stop, but Joico stuck toits guns all the way to trial. When the juryverdict came in, and awarded $5.5 million infavor of Joico, the sense of vindication was sopalpable that Steve and several others in thecourtroom wept. For me, that momentencapsulated what we try to do every day—give everything we’ve got to help our clients.

Not all of our memorable moments havebeen so dramatic, of course. I remember duringa lawsuit against Albertsons for sellingcounterfeits, its lawyers got so frustrated withour staff members finding diverted andcounterfeit products in Albertson’s stores thatthey sent us a letter prohibiting Conkle firmemployees from even entering Albertsonsstores. That was especially funny because ouroffice is across the street from an Albertsons,and we grab a quick lunch there all the time.

Another great moment was after we gotinjunctions against Costco for selling decodeddiverted salon products. Costco just could notbelieve the injunction by a Los Angeles courtwould be effective against it worldwide. We


IConkle law firm has served salon industry for 30 years

Conkle law firm lawyers and staff celebrate30 years at their

Santa Monica, CA office.


JANUARY 2012 11

brought Costco to court on contempt chargeswhen we found violations of the injunction.The court ordered Costco’s president to flydown from Washington to attend thecontempt hearing. Just before the hearing,Costco agreed to settlements that were veryfavorable to our clients, but Costco still had toanswer to the judge. Flanked by a platoon oflawyers, Costco’s president appeared in front ofthe judge, personally apologized and swore itwould never happen again.

Then there was the time PureOlogy foundout that a product shipment bound for Russiawas about to be diverted back to the UnitedStates. We located the container shipment inFinland, and used our knowledge ofinternational commerce to convince theshipping agent and carrier that PureOlogy wasentitled to prevent the rerouting, so theystopped the shipment on a dock in Helsinki.The diverted products were literally frozen asthe container sat through a Helsinki winter,after which we convinced the shipper that theproducts had become defective, so they weredestroyed rather than being shipped anywhere.We accomplished all that by working thephones late at night, without filing a lawsuit.

MR: Since I joined the firm three years ago,we’ve been working a lot with Moroccanoil,helping to create strong distributionagreements and fending off diverters, infringersand counterfeiters. We’ve had some greatsuccesses against wholesale and retailmerchants who sold counterfeit and divertedMoroccanoil products—we’ve negotiated manysettlements with both major and minor graymarket participants who have agreed not tohandle Moroccanoil products.

We’ve also been working with Moroccanoilto police sales of diverted, decoded andcounterfeit products on the Internet. We’vegotten infringing websites taken down andwe’ve been able to bring offenders to justice inCalifornia. California has some of the country’sstrongest laws in favor of manufacturers whoseproducts are diverted and decoded. In fact,one of the great benefits that the Conkle firmhas provided to the salon industry dates backto when I was a client of the firm. The firmtook on Quality King, Pro’s Choice and otherdiverters, and was successful in getting the firstreported court ruling that salon products are

protected by California’s law that makespossession or sale of decoded products acrime. That’s an important anti-diversion toolthat the Conkle firm delivered for the industry.BIR: Speaking of the Internet, from a legalperspective, how do you see it affecting thebeauty industry?

BC:While there’s no doubt that the Internetis a useful tool for promotion and marketing ofproducts, and particularly helpful to newcompanies struggling to get their names out, ithas also been a huge problem for the industry.In salons, professionals can guide consumersbased on their personal attributes and needs,but the Internet is a place where all productstend to look like commodities and littlemeaningful personalized guidance is availableto consumers. That can damage the image andreputation of professional salon productsbusinesses. Rather than talking with a trustedstylist, the Internet offers “product reviews” byauthors whose credentials, impartiality andeven identity are unknown. Internet sales ofprofessional salon products can diminish anddegrade the products and disserve bothconsumers and the industry. The distributionand salon agreements that we prepareinvariably prohibit Internet sales, and we makethose agreements enforceable.

MR: On the other end of the spectrum, weroutinely monitor and police the Internet onbehalf of our clients. We’ve developed veryefficient methods of enforcing our clients’rights to protect their intellectual property,including trademarks and copyrights onadvertising photos or text that have beencopied and posted by diverters on theirwebsites. For example, we’ve gotten manyquick “take down” actions by Amazon and eBaywhen we find infringing advertisements of ourclients’ products. Social media, such asFacebook and YouTube, have been the mostrecent Internet battlegrounds. BIR: How do you keep current with concernsof the industry?

MR:Well, of course we read BIR regularly!Our attorneys and staff members attend majorbeauty industry trade shows. Our firm is also amember of the Personal Care ProductsCouncil, and we participate in their meetings.But most of all, we stay current throughfrequent communication with our clients,

hearing their issues and helping them findsolutions.BIR: Aside from diversion, counterfeiting andInternet issues, what other current industryconcerns have you worked on recently?

BC: “Salon-only” distribution has manybenefits, including motivating distributors andretailers to be very committed to the productline. But the distribution plan must be tailoredto comply with federal and state antitrust laws,which can be hostile to downstream resalerestrictions. For example, manufacturerssometimes hear that resale price maintenancemight be possible, but such programs can haveserious legal traps for those who launch themwithout guidance. Similarly, enthusiasticmarketing departments and distributorssometimes generate great “new ideas” for pricepromotions or customer restrictions. Whilethat zeal is laudable, the great ideas ofmarketers and even distributors can sometimesget the manufacturer into legal hot water inthe United States and internationally. We’vehelped several clients avoid that kind oftrouble, often with just some small tweaks tothe proposed promotional program.

MR: Another current issue that comes tomind is the subject of whether and how salonproducts can claim to be “organic.” A numberof federal and state regulations can affectwhether a product can be labeled “organic.”Typically, a high percentage of the finishedproduct has to be made from ingredients thatare “certified organic,” meaning the suppliershave to be independently certified as organicproducers. But that may not be enough—likemany regulatory issues, this one can getcomplicated fast, and a misstep can lead toregulatory trouble and consumer or competitorclaims of misleading advertising and unfairtrade practices. Last summer, an environmentalgroup made a splash by filing such a lawsuitagainst a number of beauty industrymanufacturers, claiming that their productswere not truly “organic” as advertised. We’vehelped clients navigate this “organic” morassrecently, and we expect to see more of thoseissues arise.

Learn more about Conkle, Kremer & Engel atconklelaw.com or call 310 998-9100. Reach BillConkle at [email protected] and MarkRiedel at [email protected].



12 JANUARY 2012

oberto Paniagua’s 15th annual San JuanBeauty Show at the Puerto Rico

Convention Center mixes business and pleasureif you can tag on a couple of vacation days.The show draws attendees from many of theCaribbean and Central American countries, inaddition to Puerto Rico, plus this year fromFrance, Italy, Spain and even Saudi Arabia.Another big plus for exhibitors is that similar toLatinas in the United States, Puerto Ricanwomen are major users of beauty products ofall types with an emphasis on hair, and theylove to shop, so it’s no wonder that some ofWal Mart’s, Walgreens’ and Sally BeautySupply’s top grossing units are on the island.

This year’s show—the third in a row thatBeauty Industry Report (BIR) has covered—hosted 172 exhibitors, 10 fewer than last year.Roberto explained, “As the show has continuedto grow, we have placed a greater emphasis onprofessional products’ exhibitors in an effort toimprove the quality of product selection andeducation for attendees.” This year’s totalattendee count was unavailable in time for thisreport; however, it appeared to be similar tolast year—between 60,000 and 70,000.

The first person BIR ran into after checkingin at the Sheraton Convention Center Hotelwas Mike Williams, vicepresident of Beauty SystemsGroup’s (BSG) Southeast territory,which includes Puerto Rico. Hetold me that in spite of BSG nolonger exhibiting on the showfloor, the organization still has asignificant presence with BSG’sVIP meeting room, which waslocated just off the show floorand where it hosted keyaccounts. This year, the area alsoincluded a classroom with seatingfor up to 150 where attendeeswere treated to presentations byRusk, American Crew Sebastian, Wella andJohn Paul Mitchell Systems.

Mike shared, “It’s been three years since weacquired Belleza Beauty, a distributorshipbased in Puerto Rico, and we are pleased withour growth. Our 16 distributor salonconsultants and two stores are generating sales

increases in spite of the challenging PuertoRican economy, which is somewhat softer thanin the mainland. A recent 50% increase in utilitybills has impacted the business, but we aremore than holding our own. Contributing tothat has been the introduction of the WellaCare and Styling line and Paul Mitchell’s newmen’s line, Mitch.” Reach Mike at 270-415-3123or [email protected].

In Puerto Rico, a large number of beauticiansoperate out of their homes. They save toattend the show and pay in cash, whichexhibitors love. Roberto stated, “These kitchenbeauticians constituted 15% of the show’sattendance in our early years. Today, with ourprofessional focus, we've lost some of them, sowe had about 5,000 here.”

Roberto said that Puerto Rico has 140beauty schools, including vocational studies,public and private institutes and universities,which creates a good news/bad newssituation. The good news is a large number ofstudents attend the show. The bad news is thatthey have limited buying power.

Education opportunities overflow. Inaddition to a full Main Stage schedule, manyexhibitors delivered education in Spanish attheir booths. For example, Bravo Distributors

featured Keratin Complex Smoothing HairTreatment with Juan Carlos Landazabal,Claudia Cea and Vasilios Vassilakis.Caribbean Dream’s Jesse Briggs presented,“How to make money behind the chair withyour art.” Gabriel Productions’ AlexManfredini showed, “Smokey Eyes” and

“Runway Fantasy Make Up.” Additional stylingand cutting demonstrations took place in thelobby in front of the show floor.

Competitions for both salon professionalsand students are important at the show.Categories included Creative Haircut and Style,Fade Haircut with Design for Men, BodyPainting, Nails, Creative Design with Color andTotal Look. Sponsors included Global Keratin,Rusk, Sally Beauty and Xtreme Styling Gel.“The competitions provide an importantcomponent of salon professionals’development—both from participating andwatching what other stylists are creating. Thesecompetitions help professionals and studentsget scholarships, experience and better jobs.Plus, well-educated and experienced stylistsenrich our market,” says Roberto.

The three multi-territory manufacturers’sales rep organizations were all represented,with Lenny Greenbaum from Greg Dawson &Associates, John Madia from Van NestColeman & Associates and Nubia Franco fromThe Kirschner Group supporting the brandsthey represent. All Step Sales’ David Schlossand his partner, Ryan Kayser, who represent anumber of brands in Puerto Rico and cover theCaribbean region and Central America, wereassisting in the Rusk booth and with theBaByliss distributor. David noted, “Rusk didmore business on the first day than it did intwo days at last year’s show.”Added JoeDeLaCruz, Conair’s national sales manager, “Atthe San Juan show this year and every year ourNo. 1 selling item is our Sensories SmootherPassionflower Leave-in Conditioner. Alsopopular was Deepshine Protective Oiltreatment, followed by Deepshine KeratinCare Shampoo/Keratin Care SmoothingConditioner and Keratin Care DeepPenetrating Treatment.” Reach Joe at 518-330-4924 or [email protected]. Visitrusk1.com.

Ryan added, “In addition, the BaByliss NanoTitanium Irons and Dryers were in demand atthe Conair company booth; at the exhibit ofDel Rio Trading, which distributes BaByliss; andat Kashi Beauty Supply, which distributesConair Pro. In fact, the Volare hair dryer withits Ferrari motor sold more than 90 units at

San Juan Beauty Show attracts more professionalsR

Rusk’s education was a big hit at the San Juan Beauty Show.


JANUARY 2012 13

$200.00 each!” David, who lived in Puerto Rico for 12 years,

added, “Because it’s the only true beauty eventin Puerto Rico, coupled with the importance ofbeauty in the Latin Culture, and that Robertopromotes the show well and attracts majorvendors on a consistent basis, salonprofessionals, as well as local consumers, lookforward to the San Juan show.”

Ryan introduced BIR toYannette Rio, the generalmanager of Wonder BeautySupply, which returned to theshow after an absence. The firm’sfounder, John Rio, passed awayseveral years ago, and it was niceto see the next generation takingover. Yannette shared thatbetween appliance sales and thestrong sales from nail care brandsOPI, Zoya, Essie, SpaRituals,Geleration, Young Nails andHarmony, the firm is doing well.“Our nail care category businesshas been running 25% ahead oflast year,” she said. ReachYannette at 787-751-1432 [email protected].

Ryan also escorted BIR over to the Del RioTrading exhibit, which displayed products bycategory instead of by brand. Luisa Del Rio,who operates the distributorship with herbrother, Antonio, said that their company notonly has a major business selling professionalproducts to beauty supply stores, it doessubstantial business with major retail chains,including Wal Mart, CVS and Walgreens. Thedistributor recently added NYX Cosmetics, apopular-priced cosmetic brand that is marketedto both the professional beauty and mass retailmarkets. Luisa said that Every Strand, amulticultural hair care line featuring both OTCand professional products, such as the KeratinPolisher for chemically treated hair, is also offto a fast start. Reach Eddie Schneiderman forinformation at 516-459-6432 [email protected]. Visithouseofbeautyworld.com.

Other exhibiting distributors includedExotique Salon Essentials, GamarDistributors, Gerpri Beauty Bravo, Dicar Inc.and Estaban Distributors. Joche Santiago Jr.,

the chief facilitator at Exotique, told BIR, “Ourfocus was to bring to market new lines, likeTibolli and Fairy Tales, expand our relativelynew brands, Keratherapy and Macadamia Oil,develop our leader brands, including FaroukSystems (which dazzled attendees with a showby Joe & Rocky and Anna Cantu), CND with itsgroundbreaking Shellac, and OPI.” Reach Jocheat 787-725-2728 or

[email protected],Visit exotiquepr.com.

Bravo Distributors distributesMoroccanoil, Bio Ionic, PravanaNaturceuticals, Keratin Complex,Brocato and Essie. Owner JossieBravo shared, “We accomplishedour primary objectives of sellingthe exclusive products on each ofour major brands. Moroccanoil’streatment oil; hydrating shampoo,conditioner and mask; andrestorative mask all sold rapidly.”

Jossie also noted, “Bio Ionic’spower light blower, the One Passiron, the new Ismooth 450º andthe Style Winder all sold well.Pravana’s Vivid Colors and the new

treatment. the Perfection, sold well.” ReachJossie at 787-758-6177 [email protected].

Sally Beauty Supply, with 41 unitsthroughout Puerto Rico, had two exhibits—onefeaturing the beauty store chain’s many brandsand one devoted exclusively to the chain’s ownIon brand, including hair color, appliances andhair straightening/smoothing systems.

Show producer Roberto Paniaguaconcluded, “I am pleased that we elevated thelevel of professionalism of our show this yearwith more education and better managed hairand nail competitions. That, in turn, attractedmore professional attendees. Now, it’s time tocreate a new professional yet entertainingambiance for the competitions and theexhibition. We want beauty professionals tohave a show that challenges them to take theircareers to a whole new level. I travel to showsaround the United States and Europe, andadapt ideas from those shows to ours.

“I have produced this show for 15 years, andevery year we make improvements. This year,we benefited from the full support of Puerto

Rico's government in terms of improved trafficcontrol. The increase in professional andforeign visitor attendance and the support fromour friends at Sally Beauty and Conair/Ruskcontributed to making this year’s edition asuccess. Plus, the Internal Revenue Servicemade it easier for our foreigner exhibitors toadapt to the Puerto Rican system of incomereporting.”

Roberto added, “Next year, we will increasethe awards for the professional competitionsignificantly and develop new areas ofentertainment in which professionals can feelcomfortable doing business. Also, I would liketo bring in well-known hair styling stars toshare their expertise.”

Roberto shared that he is involved in“PROSESA,” (Puerto Rico government’s securityand health program), a project that aims tobring progress and security for the beautyprofessionals in Puerto Rico. “We are meetingwith insurance companies so we can give ourfriends in the beauty industry more affordableoptions of security for their business andfamilies, creating a new sense of what a beautyprofessional actually is. With that idea andothers, we will be giving professionals newoptions to maximize their knowledge andopportunities to run their businesses.”

Roberto told BIR he has always had the goalto make the San Juan Beauty Show asinternational as possible. To that end, he hasnegotiated a lower hotel rate for internationalvisitors, facilitated travel and shippingarrangements and offered incentives tocompanies for bringing international talent andproducts to the show.

Next year, he plans to overhaul the showfloor, making improvements in decoration,music, the stages and overall look of the show.He also plans to make the competition areamore accessible. Finally, technology will play abigger role, including an online newsletterprogram, a San Juan Beauty Show app, a closedcircuit in which we can broadcast live, and twomore projects he will announce later in 2012.

The next San Juan Beauty Show takes placeNovember 11-12, 2012. Roberto is also producinga new show in Ponce, PR, on March 18-19, 2012.Reach Roberto Paniagua at 787-756-8019 [email protected], Visitsanjuanbeautyshow.net.

All Step Sales partnersDavid Schloss and RyanKayser had a busy show.



14 JANUARY 2012

n October 23-24, Juan Dior’s InternationalBeauty Expo (formerly Expo Latino)

returned to Southern California’s Long BeachConvention Center. The show combines a fullprogram of education, California, CosmetologyAssociation (CCA) sponsored student haircompetition, Nailympics nail competitions,Main Stage performances and exhibitors.

This year’s event had 125 exhibitors fillingmore than 165 booths, with KB Beauty Supply,the salon division of Jim Fisher’s NationalBeauty Group, taking 40 booths spanning theentire length of the exhibit hall. The areafeatured interactive product demonstrationsfrom 25 manufacturers and five platforms withartists demonstrating cutting and stylingtechniques. Jimcommented, “The showattendance wassignificantly lower thanexpected; however, ouroverall revenues didn’tsuffer proportionally.”Ron Steding, KBBeauty’s vice presidentof sales and marketing,added, “The lighterattendance permittedus to make deeperconnections with licensed cosmetologists andstudents, and our exciting Wheel of Fortunepromotion has driven attendees to our storesand call centers.” Reach Jim at 562-866-8273 [email protected]. Visit kbbeauty.com.

Some of the other larger exhibitors includedSweis Inc., Fasham Distributors, SallyBeauty’s Ion Color Brilliance, Nubar NailProducts, Hoyu America (Sammy and Bigenbrands), Global Keratin, Natura Keratin, EnzoMilano, Le Chat, L'izzo, Ian Zachery, DolceMilano, Cinderella Hair, Conair/BaByliss andHot Tools. The show attracts a number ofSouthern California based distributors. Inaddition to the Sweis Inc., Fasham Distributorsand National Beauty Group, other distributorsincluded Caprichos Salon and Spa Services,Joseph Lamar Salon Services, Dummar &Company and Envy Nails Supply.

In spite of the negative press about keratin

straightening and smoothing productsproducing formaldehyde, more brands areseeking to get a piece of this lucrative market.New lines at the show included GjarrainKeratin, an intense protein treatment thathydrates damaged hair and eliminates frizz. Theline consists of Brazilian Keratin Aloe VeraTreatment, Brazilian Coco Chocolate KeratinTreatment with less than 2% formaldehyde,Clarifying Shampoo (33.8 ounces), KeratinSulfate-Free Shampoo and Natural KeratinConditioner (12 ounces), Gjarrain KeratinAlmond Serum (3 ounces) and three sizes oftitanium flat irons that heat up and maintain450º. Reach Hicham Elamil, sales manager, at951-254-0600 or [email protected]. Visit

gjarrah.net. Natura Keratin

is a line ofthickening andsmoothing productssold exclusively inthe professionalbeauty field. Theline consists ofOrganic StraightenSystem, whichtransforms regularcurls, thick curls or

all other types of hair into straight hair. Thecompany also offers a formula for straighteningmulticultural hair (32.8 oz./list $220.00) and alow formaldehyde formula (32.8 oz./list$260.00). The USA Keratin salon products lineincludes shampoos, conditioners and stylingtools. Reach Enrique Valdivieso at 561-218-1546or [email protected]. Visit usakeratin.com.

L’izzo is a hair care line made in Mexico thatuses fruit blends in its frutherapy. The lineincludes hair therapies, finishing products, hairstraighteners, hair-body products, treatmentsfor hands and feet, and styling tools. Thecompany is seeking U.S. distributors. Visitlizzointernacional.com.

Hassan Dummar operates both a masterdistributorship (Farvital USA) as the exclusiveU.S. distributor for the Ian Zachary Hair Colorline, which it imports from Spain and a salonproducts distributorship headquartered in San

Marcos, CA, which covers the San Diego metromarket and north into Orange County. At theshow, Hassan debuted USA Silky ProteinCosmetic Research’s USA Silky SmoothingTreatment, which reduces frizz and curl whileadding shine, silkiness and condition. Thetreatment leaves the hair more manageable,smoother and easier to style. The line consistsof Protein and Golden Honey HairTreatments (16 oz./list $160.00; 33 oz./list$300.00), After Care Shampoo (12 oz./list$9.00; gallon/list $24.00); After CareConditioner (12 oz./list $9.00; gallon/list$26.00), Argan Oil (5 oz./list 14.99), AlmondSerum (3 oz./list $11.00) and Hot Oil Masks inmilk & honey, fruit, avocado and olive (15oz./$10.00; 33 oz./list $18.00). Reach Hassan at760-891-0824 or [email protected].

Vincenzo Sorrentino, CEO/president ofDolce Milano, told BIR, “We created buzzabout our Dolce Milano product line bydemonstrating how hair spray does not stick toour styling tools. We showed stylists how tocreate volume using our Mini Crimper (SRP$80.00/show price 40.00). We also showedstylists how our products can help them bebetter.” Dolce Milano’s team also createdelaborate updos with only the company’sstyling products—without styling tools—on theMain Stage. Featured products includedMedium Hairspray (10 oz./SRP $25.00), StrongHold Hairspray (10 oz./SRP $25.00), Shock MeStraight (4 oz./SRP $28.00). Reach Vincenzo at949-743-1188 or [email protected] dolcemilano.com.

BIR chatted with show producer, Juan Dior,who in spite of a number of unhappy exhibitorson the buyer turnout at the show, was pleasedwith the overall show results. He said, “Theshow was a success. We tried our best to makeit a great show. Next year, we will increase ourpromotional activities and our advertising invarious trade magazines to reach out to morestylists. We will also continue to increase thenumber of educational classes.”

Next year’s show is scheduled for June 24-25, 2012. Reach Juan at 562-802-7471 [email protected]. Visitinternational-beautyexpo.com.

Expo Latino rebrands as International Beauty ExpoO

Next year’s International Beauty Expo moves toJune 24-25 in Long Beach, CA.


JANUARY 2012 15

Natural Resources Cosmetics’ Veris brandoffers hair care products made with DeadSea salt, fruit extracts and algae. Keratinand Ceramides Mud Shampoo (25.5 oz./SRP $14.75) restores strength and elasticity,leaving the hair silky and shiny. Keratin andCeramides Hair Sculpting Milk (8.5 oz./SRP $63.06) moisturizes hair, leaving it shiny.Keratin and Ceramides Hair Serum(1.5 oz./SRP $25.55) nourishes hair, leaving itsmooth, silky and shiny. Contact NogaFriedman at 305-333-8865 [email protected]. Visit nr-care.com.

White Sands’ Stuck Up Mega HoldHairspray has a new bottle design featuringan iridescent, pearlized white can pairedwith silver accents. It offers staying power,volume, thermal intelligence and the abilityto comb through the hair after each styling.The more heat that’s applied, the shinier thehair becomes. It repels moisture, banishingfrizzy and limp hair (10 oz./SRP $24.00).Reach Noel Salas, COO, at 949-206-1300,ext. 25, or [email protected] whitesandsproducts.com.

CHI launches two styling iron designs. TheCHI Aurora Limited Edition CeramicHairstyling Iron mimics the kaleidoscope ofcolors displayed by the Aurora lights in theNorthern and Southern hemispheres. TheCHI Pink Mist Limited Edition CeramicHairstyling Iron features faux waterdroplets. CHI 44 ceramic plates producemoist heat, far infrared and negative ions toseal in moisture and eliminate frizz andstatic. Professional features include a 9-footswivel cord, beveled floating ceramic platesand quick flash LED heating unit. Each comeswith travel sizes of CHI 44 Iron Guard andCHI Helmet Head Finishing Spray (SRP$160.00). Reach Jason Yates, vice presidentof sales and marketing, at 800-237-9175 [email protected]. Visit farouk.com.

The Izunami KTX450 delivers smooth hair,thanks to its Kyocera MCH heater that’sstylist-set at any temperature ranging from200º to 450º. The titanium plates get hot ina hurry and stay where they’re set. Plates areextra-long and wide and non-adhesive,which means clingy chemicals can’t adhereto the surface and cause bacterial growth ordirty plates. The KTX450 features a 9-foot,tangle-free swivel cord, friction-free floatingplates and a super slim, wrist-friendly design(list $150.00). Reach Peter Lim, senior salesmanager, at 866-455-0777 [email protected]. Visit izunami.com

Spornette International’s new round brush,the Smooth Operator, has a one-pieceseamless handle so hair doesn’t get caughtat the neck. The rapid-dry ceramic barrelretains and distributes the heat, as thetourmaline ionic bristles hold and conditionthe hair. It comes in four sizes—#3365 2-inchdiameter (SRP $12.50), #3370 2.5-inchdiameter (SRP $14.50), #3375 3-inch diameter($16.50) and #3377 3.5-inch diameter ($20.00)For samples, reach Jeffrey Sporn, regionalsales manager, at 800-323-6449 [email protected]. Visit spornette.com.

Bio Ionic launches its G-Luxe Collection oftools (SRP $130.00), including the G-LuxeStyleWinder Rotating Styling Iron plus afree thermal pouch and the G-LuxeFreeStyle Iron plus a free FreeStyle MiniIron. Both irons contain Bio Ionic’s exclusiveNanoIonic mineral in the plates, which havebeen upgraded to titanium gold (SRP$135.00). Reach Jay Jacobs, executive vicepresident/general manager, at 323-525-3001or [email protected]. Visit bioionic.com

Turbo Power provides two dryer modelsthat are compact, light and ergonomic. TheTwinturbo 3500 Ceramic and Ionic is smalland lightweight. Its 2000-hour K-LaminationMotor emits 73 cubic meters of air per hourfor fast drying. It has four temperatures, twospeeds, an anti-overheating device, aremovable stainless steel filter and threemeters of strong cable (SRP $137.00). TheTwinturbo 3800 Ionic and Ceramic is eco-

friendly with recyclable components. Itincludes a patent-pending built-in silencerfor noise reduction and the punch of the2000 hour K-Lamination Motor (SRP$229.00). Contact Damiano V. Petruccelli,Jr., sales manager, at 718-961-0767 [email protected]. Visitturbopowerinc.com.

Newell/Rubbermaid launches the Solanosmoothcurl450 professional marcelcurling iron and the smoothcurl450professional spring curling iron, bothavailable in ¾-, 1- and 1¼-inch sizes. Thesmoothcurl450 marcel iron instantly heatsup to 450º, is ceramic and ionic withtourmaline, has digital controls and anergonomic finger rest (list $59.00/SRP$79.00). The smoothcurl450 spring versionalso heats up to 450º, has a safety springbarrel, an easy cool grip and a locking/rotating wand (list $59.00/SRP $79.00).Contact Kelly Connors, sales manager, at816-853-7183 [email protected]. Visitsolanointernational.com.

Oster Professional’s new Turbo 77 is ablack and chrome clipper with a powerfulmotor that handles all hair textures andtypes, and a turbo setting that allows for anextra boost of cutting power. Featuring awear-resistant 000 Diamox coateddetachable blade and the option to fit 11additional sizes and types, the Turbo 77offers a regular speed setting, as well as aturbo boost. A rubberized grip andergonomic design allow for all-day cuttingwith zero fatigue, while the 10-ft cord offersincreased mobility. A zippered storage case,cleaning brush, lubrication oil and a servicetool are all included (# 76077-310-000/list$199.99). Reach Ileana Moyer, groupmarketing manager, at 561-912-4828 [email protected]. Visit jardencs.com.

The new Fromm Premium WickedCollection includes a Pixie 5¼-inch shearcrafted from German steel, has offsethandles and hollow-ground, beveled blades.It includes a free Fromm Wicked Texture




Razor with an articulated joint andlightweight, non-slip handle; a free 5¼-inchWicked Thinner and a free studded shearcase that holds eight shears with a zipperpouch for blades, clips and accessories (list$129.99 while supplies list). For moreinformation, reach John Lenz, vice president,at 800-323-4252 or [email protected] frommonline.com

Gold ‘N Hot’s Professional Ceramic SpringIrons received a makeover, and the resultsare reflected in a new look, better featuresand updated technology. Each iron nowfeatures dual voltage, allowing for useanywhere in the world. The improvedceramic barrel helps seal in moisture, leavingthe hair soft and silky. The Rheostat controldial offers a temperature range from 200º to460º with faster and higher heat-up than itspredecessor. The Gold ‘N Hot ProfessionalCeramic Spring Curling Irons (SRP $34.99)are available in ½-, ¾-, 1-, 1¼- and 1½-inchbarrels. Each spring iron features an on/offswitch with power indicator light, cool tipand cool touch thumb press, an 8-foottangle-free swivel cord and a built-in safetystand. To learn more, contact Tom Gebhart,senior vice president and general manager, [email protected] or 915-225-4899.Visit belsonus.com.

Spornette International’s Fahrenheit 464brush collection features heat-resistantnylon bristles that can stand up to 464º, sothey can be used while performing keratin-type treatments. The brush’s ceramic barreldistributes the heat evenly, while the boarbristles add shine and smoothness to thehair. The brushes’ handles contain aremovable sectioning pick. Brushes areavailable in three sizes: #464-5 2¼-inchdiameter (SRP $17.50), #464-10 3-inchdiameter (SRP $21.00) and a vent brush#464-15 (SRP $21.00). A counter display(#464-D) is available and includes three ofeach of the brushes. For more information,reach Bonnie Sporn, publicist, at800-323-6449 or [email protected] samples and more details, visitspornette.com.

Andis Company’s Ultra Adjustable BladeClipper is designed with an ergonomicallydesigned shape to fit comfortably in thehand, helping the clipper feel lighter anddecreaseing fatigue for the stylist. It’s part ofa 13-piece kit with everything needed for aprofessional haircut. It’s equipped with apowerful magnetic motor that is cool andquiet. For flexibility in styling, the clippercomes with six attachment combs(#18480/SRP $28.50). For more information,reach Gary Stanczyk, vice president ofsales, at 800-558-9441 [email protected]. Visit andisco.com.

Haken launches botanical spa pedicureproducts for salon/spa and home use. Theyare free of parabens and dyes, and infusedwith eucalyptus and peppermint essentialoils to soothe and relax the mind, body andsoul. The 5-piece Eucalyptus andPeppermint Spa Pedicure Package(SRP $60.00) includes Foot Massage Butter,Mineral Spa Foot Soak, Foot Massage Oil,Yogurt Mud Mask and Exfoliating Sea SaltScrub. For more information, contact ScottHaken, owner, at 800-553-3022 [email protected]. Visit hakenusa.com.

The Fabeaulous Feet Pedicure System(starter kit/SRP $90.00) features a cordlesselectric hand piece complete with an LEDlight, 7.2 lithium-ion battery power with acharging base and disposable hygienicapplication discs for versatile use in nailpolishing, touch-ups and foot skin care, suchas callous reduction. Each kit comes with ahand piece disc head, a set of 24 disposablepolish discs and a set of 24 skin removaldiscs. Larger sets of discs, Periconeaccessory, files with a tri-ball accessory andan LED MagniVac lamp can be purchased ala carte. For more information, contactWilliam Johnson, president, at 403-488-7579or [email protected]. Visitfabeaulousfeet.com.

Cures by Avancé introduces Stress ReliefSea Bath, a fusion of seaweed, petitgrain,basil, sesame, lavender, sage and chamomileessences (6 oz./SRP $30.00), and MuscularEase Massage Oil, a blend of massage oil,juniper, rosemary, melissa and lavender oilsto melt away tension (8 oz./SRP $35.00).Reach Dee DeLuca-Mattos, vice president,at 201-797-9101 [email protected]. For moreinformation, visit curesbyavance.com.

AminoGenesis Counter Clockwise helpsimprove the appearance of fine lines andwrinkles (.5 oz./SRP $40.00). Tripeptinon,called “face lift in a capsule,” lifts, firms andstrengthens facial connective tissues(.45 oz./SRP $79.00). Cocoon Total BodyEmollient, the original version of theAminoGenesis amino formula, offers 17plant-derived amino acids to nourish theskin (8 oz./SRP $44.00). Reach Bill Sharp,executive director, at 877-523-4455 [email protected]. Visitaminogenesis.com.

Dermelect Cosmeceuticals uses theregenerative properties of stem cells fromthe Swiss Alpine Rose, a high-altitude robustbotanical, to address aging, wrinkling andfine lines. Resurface Stem CellReconstructing Serum (1 oz./SRP $75.00)protects skin stem cells by neutralizing freeradicals and skin stressors. Resilient StemCell Regenerating Treatment (1 oz./SRP$79.00) is a rich cream that provides a barrierto the damaging factors that break downstem cell production. Resurgent Stem CellFirming Activator (1 oz./SRP $39.00) is adual function, complexion transformer thatacts as a finishing application, promotingyouthful skin texture. Contact Amos Lavian,president, at 516-813-4250, ext. 101, [email protected]. To learn more, visitdermelect.com.

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JANUARY 2012 17

Applied Skin Technology, producer of theDermagenics Physician Formulated SkinCare line, offers Purifying Smart Cleanser,which removes makeup and maintains anatural pH balance (6 oz./SRP $35.00). Ultra-intensive moisturizers include Anti-AgingMoisturizer with Peptides (1.7 oz./SRP$85.00), Mega-Hydrating Men’s Anti-AgingCream (1.7 oz./SRP $85.00) and RevitalizingCollagen Recovery Cream with Peptides(1.7 oz./SRP $85.00). For sun protection, theSun Savvy Solar Shield 20 SPF is water-resistant and provides 95% UVA-UVBprotection (4 oz./SRP $45.00). ReachSabrina Gray, sales and distributionmanager, at 888-988-3376 [email protected]. Visitdermagenics.com.

Emylee Body Care Products provide acruelty-free, non-animal tested, tattoo safeand environmentally responsible skin careline. Featured products for tattooed skin areTattitude Parfum Oil for Women(1.7 oz./ SRP $49.99), which contains zeroalcohol, natural moisturizers and rich vanillanotes, and the Tattoo Aftercare HealingLotion (8 oz./SRP $9.99) for newly healingtattoos, created with anti-inflammatorywitch hazel, zinc oxide for UV protectionand tea tree oil, which promotes healingprocess. Contact Jennifer Thorpe, vicepresident of marketing and research, at347-692-2639 [email protected]. Visitbodycarebyemylee.com.

Lamu Cosmetics, Inc.’s Anti-Age CaracolCrème (50 ml/SRP $89.95) is a facial carecream blended with Chilean snail secretion,known for its ability to regenerate organtissue, and a combination of enzymes andEuropean peptides that aids in skin healthand appearance. Contact Gina Im, vicepresident of global marketing, at 714-357-7371or [email protected]. Visitlamucosmetics.com.

PFB Vanish is a roll-on gel, formulated to aidin the relief of ingrown hairs and razor burn/bumps resulting from shaving, waxing,

electrolysis and laser hair removal. PFBVanish gently exfoliates skin cells to liftingrown hairs above the skin line, reducingswelling and redness due to irritation. Theroll-on applicator, enhanced by anti-bacterial ingredients and exfoliants, isavailable in two retail and one professionalsize (2-oz. roll-on/SRP $14.95; 4-oz./SRP$20.95 and 16-oz. pour spout/SRP $51.95).PFB Numb–It, a topical anesthetic thatworks in less than 10 minutes, lasts up to 30minutes and leaves no film (1-oz. gel/SRP$24.95). Reach Ottmar Stubler, president, at877-225-0233 or [email protected]. Visitpfbvanish.com.

Comodynes Self-Tanning Sachets providean even, safe and clean tan in less than threehours, and give a natural, healthy skin tone(8 packs/SRP $17.99). For darker tones, Self-Tanning Intensive is for even, deep tans,and is blended with a paraben-freemoisturizing complex that keeps the skinsoft (8 packs/SRP $17.99). Hydra TanningBody Moisturizing Summer Glow bodylotion moisturizes the skin, while leaving anatural and uniform sun glow that lasts upto 24 hours (6.76 oz./SRP $25.00). To learnmore, reach Alla Dorodny, Zephyr PacificDistributors’ marketing director, at818-551-0209 or [email protected]. Visitcomodynes.net.

Sarah Tay introduces Tay Clean and PureRevitalizing Cleanser with shea butter, anatural organic skin care blend that is free ofparabens, petrochemicals, syntheticfragrances or dyes, phthalates or propyleneglycol. Ingredients focus on antioxidant-richproperties that address aging signs, arevegan-certified and meet many ecologicallysustainable standards, such as recyclablepackaging and use of wind power inmanufacturing (125-ml. bottle/SRP $28.00).Other products include Purifying BotanicalWater with Grapefruit Extract (125 ml./SRP$28.00) and the Essential Oils Bar Soap inClean Orange (8.8 oz./SRP $16.00). ContactStephanie Tsai, president, at 646-528-4995or [email protected]. Visittayeveryday.com.

COHBE introduces Purederm creamy facialmasks, hair masks, facial patches, sheetmasks and wash-off masks in a variety ofbotanical oils. Purederm’s treatments aredesigned for skin and hair hydration, deepcleansing and nourishment. Cleaning andapplicator accessories include remover pads,eye pads, cloths and tissues. Reach JosephCho, vice president of sales, at 310-513-9828or [email protected]. Visit cohbe.com.

Nexagen introduces BDellium Toolsprofessional antibacterial and eco-friendlymakeup brushes in four lines and sizes:Maestro Series, Studio Line, Travel Lineand Green Bambu. Maestro Series have allnickel plated brass ferrules and all blacklacquered birch wood handles. Studio andTravel Line are made with anodizedaluminum ferrules and seven layer lacqueredbirch wood handles. Reach Edward Kim,vice president, at 562-802-7688 [email protected]. Visitbdelliumtools.com.

LashFood, a division of JB CosmeticsInnovative Eyelash Solutions, is a naturaleyelash conditioning system that restoresand grows longer, thicker and stronger lashesand brows, protects sensitive skin with safenatural ingredients and is prostaglandin-,gluten- and cruelty-free. The Nano-PeptideNatural Eyelash Conditioner (5 ml/SRP$80.00) transforms frail brittle lashes intovigorous lashes. The Nano-Peptide Eyeliner(4 ml/SRP $20.00) conditions lash roots tocreate healthier lashes. The OriginalNatural Eyelash Conditioner (8 ml/SRP$90.00) is formulated specifically forsensitive skin, eliminating concern forirritation and stinging. For more information,contact Faith Kim, global market and salesmanager, at 800-748-5168 [email protected]. Visit lashfood.com.



18 JANUARY 2012


Leslie Munsell created Beauty for Real,featuring cosmetic formulas that arewearable, simple, straightforward andfashionable. See the Light! Illuminating LipGloss is loaded with plant-derivedantioxidants, like green tea and grape seedextracts, that deliver regeneration and anti-aging capabilities and comes in 11 shimmeringshades (applicator/SRP $22.00). For healthyand luxurious lashes, Miracle Mascara!achieves long, full, dark, curled and shinylashes. It includes carnauba wax for buildingvolume and shape, collagen for strength andresilience and vitamin E for antioxidants andgrowth (SRP $23.00). Reach Stephanie Giles,vice president, at 305-582-5577 [email protected]. Visitbeautyforreal.com.

WunderCover is a line of camouflageconcealing cream, mineral makeup,accessories and brushes that cover skinimperfections, including broken capillaries,blemishes, rosacea, varicose veins, under eyecircles, bruises and some tattoos.Formulated with natural minerals and plantextracts, such as apple, horseradish andoatmeal, products conceal while soothing,hydrating and protecting skin. WunderCoverCoverage Crème is available in five shades(.5 ounces/SRP $35.00). Makeup brushes,including the WunderCamouflage Brush(SRP $12.00) and the Sable Angle (SRP$12.00), apply makeup with a flawless finish.Contact Kimberley Frey, creative director ofBrush Up With Barbara, LTD., at561-845-3236 or [email protected] undercover.com.

Valvari Premium Private Label Lip Gloss isformulated with natural, healing, organic andwild-crafted ingredients, and is packaged inelegant bottles with click-tight wands andconvenient side mirrors. Blended in 10glamorous colors, Valvari Lip Gloss with yourlabel can be showcased in an attractivedisplay with hygienic tester wands anddisposable tester wands, all in a customizedportable kit (SRP $300.00). Contact NeilyMesserschmidt, CEO, at 949-365-6150 [email protected]. Visit valvari.com.

Mirabella’s collection of brushes and toolsprovides brushes in a range of shapes andsizes to help with anything from dusting onblush to creating contours. The line includesPowder Brush (SRP $38.00), FoundationBrush (SRP $38.00), Kabuki Brush (SRP$39.00), Blush Brush (SRP $32.00), CreaseBrush (SRP $26.00), Detail Brush (SRP$20.00), Blending Brush (SRP $27.00), BrowBrush (SRP $25.00), Liner/CamouflageBrush (SRP $24.00), Covered Lip Brush (SRP$29.00), Sharpener (SRP $8.00), DisposableSponges (SRP $8.00). Reach John Maly,president/owner, at 661-702-9910 [email protected]. Visitmirabellabeauty.com.

W.R. Rayson introduces two super-absorbent, 100% biodegradable towels. Thewhite Envi Towel (#22-30-2290) replacescotton terry towels. It prevents crosscontamination between clients whileeliminating expensive laundering. The blackHi-Lite Towel (#22-90-2295) was createdespecially for hair treatments where stainsare a concern. Super absorbent and 100%biodegradable, it doesn’t show stains. Bothare packaged 20 pieces per pack (list $9.80).For free samples, reach Wendy Watts, vicepresident of administration, at 800-526-1526or [email protected]. Visitwrrayson.com

Color Stop Neutralizing Wipes removeprocessed hair color from highlights,lowlights, root touch ups and tint backs. Notonly do they wipe away color and bleach,but they stop bleach from burning the skin(container/list $23.00). Reach Heather Long,owner, at 805-765-7339 [email protected]. Visitcolorstopproducts.com.

The Pin Comb is a teasing comb that hasbeen patented for its design. It is used forbackcombing and to give hair volume. The

stainless steel teeth are designed to reducehair and shaft damage in the process ofteasing. The ball tips help lock in teased hairand also help create a smooth finish. ReachMaree Andre, stylist and instructor, at800-542-7008 or [email protected]. Visitmareeandre.com.

Jeff Cohen expands his western distributionoperations with the opening of MountainStar Salon Services. John Mulgrew, generalmanager, sent BIR this update, “I amembarking on a new career in the beautybusiness as a distributor. Mountain StarSalon Services opened November 14covering Colorado and New Mexico. Ourlines are Moroccanoil, Mop, Difiaba HairColor, Zerran’s RealLisse 100% vegan non-keratin, non-formaldehyde smoother, JeVeux, Color Design USA and more to come.We have five sales people and are looking toadd one to two more. We have an 800-square-foot store on site, as well as aneducational center that can accommodate50 to 60 theater style for demonstrations or15 to 20 for hands-on workshops.” Johnadded, “Our store, offices and warehouseofficially opened on December 5, and weare planning a grand opening to the saloncommunity at the beginning of 2012.” John’soperation follows Western Star SalonServices, which opened in April 2010 and isoperated by Larry Lash. Reach John at720-274-7100 or [email protected].

Larry has been involved in Californiasalon products distribution for a number ofyears, initially in management at KMSResearch Labs and then with KPPS afterKMS sold to Goldwell GMBH, when hebecame general manager of the company’sdirect-to-salon distribution on the WestCoast with a sales force of 70. Last year,Larry launched a new distribution companyin California. Western Star Salon Services isa boutique distributorship committed toprofessional salon products and offering an



alternative to the large, mega-brandeddistributors in the state. Western Star SalonServices currently represents Moroccanoil,Difiaba Color, Je Veux, ZerranInternational Haircare, Color Design USAand the Grooming Lounge for Men.

Larry stated, “We are focusing on themetro markets of Los Angeles, San Franciscoand Sacramento and have slots for 10 DSCs.Plans include expanding into Orange Countyand then San Diego.” Reach Larry at949-573-0211 (cell) or [email protected] westernstarsalon.com.

Fernanda Pimentel, master distributor forZerran International in Canada, announcesthat Ottawa Beauty Supply Company(OBSCO), headed by president MarkVaughan, will distribute Zerran Hair Careproducts throughout Ottawa, EasternOntario and Western Quebec. In support ofthe launch, Zerran Canada’s head trainer, BobRichardson, conducted a day-long trainingsession on Zerran RealLisse, the semi-permanent vegan hair smoothing system,with OBSCO educators and select stylists.Reach Mark at 613-241-1515 [email protected]. Visit obsco.ca. Fordistribution opportunities in Canada, reachFernanda at 905-625-8460 [email protected]. Visitzerrancanada.com.

Global Spalon Distributors is a newregional distributor in Alabama, Georgia,Tennessee and Arkansas. Led by TheaSterling, director of sales, the firmdistributes Naked Haircare by Essations,All-Nutrient Haircolor, Crisace HairExtensions, Hair Feathers, Crystals &Flairs, Jane Carter Solution and BlackVelvet. Based in Birmingham, theorganization is looking for experiencedregional salon consultants and freelanceeducators. Reach Thea at 205-434-2370 [email protected].

The parent company of the Marcia Teixeirabrand, M & M International, Inc., addsInocorp to its world-wide distributionnetwork that covers 50 countries. Rajesh

Iyer of Market Makers, Mumbai, India, hasbeen appointed as the exclusive agent forthe company’s Indian operation. The UnitedStates Consulate General, a division underthe U.S. Department of Commerce, joinedthe companies for the official signing oftheir distribution and agent agreements.Reach Marcelo Teixeira at 561-272-8443 [email protected]. Visitbraziliankeratin.com

Ecru New York and New York Streets, twoprofessional hair care brands fromDePasquale Companies, presented aneducational Fashion Week-inspired runwayshow in Spain to kick off their partnershipwith ForHairProd. The brands’ InternationalArtistic Team, including creative designerLisa Lobosco and artistic designers EmilieLuciano and Roula Gizas, presented theircollection of treatment and styling productswhile demonstrating styles, cuts and trends.The event concluded with a high-fashionrunway show. “The event was a hugesuccess, and we’re so glad that Ecru NewYork and New York Streets stylists were ableto present and showcase their products.Their team of designers was a great sourceof inspiration and creativity for the manysalons and stylists who were present,” saidGil Carlos Aragon, owner/general managerof ForHairProd. Reach Mark DePasquale,global market manager of ECRU New Yorkand New York Streets, at 800-724-4247 [email protected]. Visitdepasqualeco.com

Andis Company, offering a professional lineof trimmers, clippers, and grooming kits, isbeing introduced to India by Partners inDistribution (PID), India, which specializesin distributing salon products to the Indianmarketplace. “The personal care andgrooming market in India is growing at a briskpace,” notes Matthew Andis, president/CEO of Andis. “We are eager to share thequality of our professional line withbarbershops and salons throughout India.Our goal is to be the premier line in India.”For more information about Andis, visitandisco.com.

Max Wexler, chair of the ProfessionalBeauty Association (PBA), suggests usingthese three upcoming opportunities tomentor a beauty professional. “The only wayfor our industry to continually advance is tonurture young talent,” he explains. “Asmanufacturers, distributors and salon/spaowners, we need to help young and talentedhair stylists, nail technicians and otherlicensed professionals take their careers tothe next level. Get started now! Think ofsomeone you believe would be good forone of the following programs, thenencourage them and help them to enter.”

• New Hair Competitions at theInternational Salon and Spa Expo LongBeach (January 28-30): Open to students(juniors) and licensed professionals (seniors),these competitions offer the opportunity towin cash, prizes, and prestige. Plus, theseniors competitions serve as the officialtryouts to win a place on Team USA at the2012 OMC HairWorld competition in Milan,Italy. ISSE Long Beach will also host itspopular nail competitions, which also offercash and prizes. Visit probeauty.org/isselb.

• New North American HairstylingAwards (NAHA) Newcomer Stylist of theYear category: Stylists with less than threeyears of experience as a licensedcosmetologist are welcome to enter theirbest work. This category is designed tobridge the gap from Student Stylist of theYear to Hairstylist of the Year. Entry deadlineis February 9. Visit probeauty.org/naha.

• Beacon: Created specifically for thenation’s best and brightest cosmetologystudents, Beacon takes place in Las Vegasduring PBA Beauty Week (July 21-24), whereBeacon students meet and network with theindustry’s top professionals, learn aboutcareer opportunities and take part in theNAHA celebration. Entry deadline is March2. Enter at probeauty.org/beacon.

For educational opportunities all year,visit PBA’s on-demand education portal,BeautyU, at probeauty.org/education.

JANUARY 2012 19



ICMAD will host its annual CosmeticTechnical Regulatory Forum on February 16at 8 a.m at the Balboa Bay Club and Resortin Newport Beach, CA. Sessions and theirhosts include David Steinberg of Steinberg& Associates speaking on import/exportissues for the industry; Carl Geffken of CarlGeffken Consultants and Jean-JacquesBourgois of Biorius discussing the EURecast Update; Sharon Blinkoff of VenableGroup and Craig Weiss of ConsumerProduct Testing Co. explaining newsunscreen rules and more. Reach MarilynMages, ICMAD marketing/communicationscoordinator, at 847-991-4499 [email protected]. Visit icmad.org.

Beauty Systems Group (BSG) will supportthe International Salon and Spa Expo inLong Beach, CA, and the new fall/holidayshow, ISSE Midwest, in 2012 and 2013. BSG’ssupport is expected to substantially increaseattendance and exhibitor participation. ISSELong Beach 2012 takes place January 28-30and ISSE Midwest in the Chicagoland areatakes place November 4-5. ISSE Long Beach2013 is scheduled for January 26-28, 2013,and ISSE Midwest 2013 will take placeNovember 3-4, 2013. BSG will be proactivelypromoting and selling attendee tickets toboth shows through its large network ofprofessional sales consultants and point-of-sale channels—CosmoProf and ArmstrongMcCall stores. In addition, BSG and thebrands it represents will have a strongpresence on both show floors, occupying anestimated 8,000 square feet of exhibitspace. Reach Toni Davis at 800-468-2274 [email protected]. Visit probeauty.org/isse.

Cosmetologists Chicago (CC) invites theprofessional beauty industry to celebrate its100 Years of Beauty at America’s BeautyShow, March 3-5, at McCormick Place indowntown Chicago. CC recently announcedthat Chicago Mayor Rahm Emanuel has

confirmed that the labor unions servingMcCormick Place Convention Center haveagreed to permanently maintain the workrule changes at America's largest exhibitionfacility that were implemented last year bythe Illinois State Legislature. PermanentMcCormick Place labor reform changes forexhibitors include:

• The Exhibitors' Bill of Rights, whichallows exhibitors to do their own work inany size booth, using their own ladders orhand tools, cordless tools, power tools andother tools;

• Key Expanded Straight Time (Monday- Friday) restores the first eight hours oflabor to straight time regardless of call startbetween 6:00 am and 10:00 pm;

• Auto/Small Utility Vehicle Usage–exhibitors may operate, load and unloadtheir own vehicles at McCormick Placedocks and designated loading areas;

• Crew size reductions allow work atMcCormick Place to be done by 2-personcrews rather than the previously required 3-person crews;

• Electrical Contractors will beindependently chosen by show organizersvia competitive bidding, eliminatingmandated in-house electrical supply andthereby reducing rates.

There will also be a new floor serviceprovider with lower prices, free Wi-Fithrough the facility and reduced parkingrates at surface parking lot B.

In the next two years, exhibitors canexpect Hyatt Regency McCormick HotelExpansion with 461 additional sleepingrooms and a CTA El/subway stop atMcCormick Place with connectionsthroughout Chicago’s Loop, making it easierfor both exhibitors and attendees to cost-effectively travel to America’s Beauty Show.

CC celebrates its 100th anniversary in2012. One of the most remarkable people tomake Chicago his home was Leo Passage, ahair designer, educator, championhairdressing competitor, CC member andentrepreneur. Leo founded Pivot PointInternational, a world leader incosmetology education, in Chicago 50 yearsago in 1962.

To memorialize his contributions, CC willpresent an annual “Leo Passage GoldTrophy” to the top cumulative point-winnerin the association’s Stars PhotoCompetition. Crafted after the prestigiousOriginal Gold Trophy that CC awarded formany years at its Midwest Beauty Show(now America’s Beauty Show), the LeoPassage Gold Trophy will be engraved witheach year’s winning name and be displayedat Pivot Point’s world headquarters andacademy campus in Evanston, IL. Each LeoPassage Gold Trophy recipient will receive areplica of the permanent trophy, along witha cash award of $1,000. Reach Kate Cicela atVi Nelson & Associates at 312-944-1262 [email protected]. Visitamericasbeautyshow.com for registrationand travel information.

Thanks to SeGeCos, the show producer, forthe following report from Cosmoprof Asia,which took place at the Hong KongConvention and Exhibition Centre. This 16thedition of the exhibition was especiallysuccessful, besides being the largest ever,both in terms of exhibitions space andvisitors attendance. The show included68,000 square meters of exhibition space(up 18% vs. the 2010 edition) housing 1,780exhibitors (up 9% over 2010) from 42countries and regions. Of those, 466 wereforeign exhibitors (from Australia, Austria,Belgium, Canada, Chile, Denmark, Finland,France, Greece, Hungary, India, Indonesia,Israel, Italy, Japan, Jordan, Korea, Macao,Continental China, Malaysia, New Zealand,Pakistan, Poland, Portugal, Russia, Singapore,South Africa, Spain, Sri Lanka, Sweden,Switzerland, the region of Taiwan, TheNetherlands, Turkey, United Emirates, UnitedKingdom, United States, Vietnam), equal to27% of the total exhibitors (up 22% over2010). The number of visitors over the threedays totaled 48,503 (up 7.5% over 2010). Arecord in international attendance (HongKong not included) of 29,945 visits (up 14%over 2010) with the increase coming mostlyfrom Australia, Brazil, Mainland China,France, Germany, Italy, Japan, Korea, MiddleEast, Russia, Turkey and the United States.

20 JANUARY 2012




Mike Tokarz, who does consulting in thehair care category, shared that the exhibitionshowcased 477 newcomers and innovativebrands in addition to established industryleaders, such as Murad, Naturelab, BaBylissPro, Global Keratin and Macadamia Oil.The skin and nail pavilion had the mosttraffic, as visitors focused in the skin area onhigh tech appliances and products for skinrejuvenation. Nail art designs attractedattention. The few U.S.-based hair toolcompanies in attendance, including Amika,ISO, Croc and Cricket, seemed to havegood traffic in their booths. Reach Mike at708-752-0937 or [email protected].

On October 23–24, the Premiere BeautyClassic in Columbus, OH, featured hair, nails,skin care and business education, offeringbeauty professionals the tools and trainingrequired to grow and succeed. The eventfeatured 290 booths on the exhibit floorand hosted 7,625 attendees. The CenterStage lineup included Scott Cole, LindaYodice, Irene Toledo, Margit Aaron andRyan Belmonte for Paul Mitchell; MaryRamsey and Jesseca Howard Turner forSexy Hair; Danielle Bucco and RobChristian for Farouk Systems; Kenny Berkand Lisa Peterson for KeuneHaircosmetics; Brian LaManna and AnnieShell for Mantra Haircare; Kevin Bolz andMyron Daniels for Gkhair; and Jeff Stumpand Seth Tobin for Artease Colors.

Professionals and students alike attendedthe show’s classrooms to obtain educationin hair, nails, day spa, esthetics and business.This year’s event featured educators fromKeratin Complex Smoothing Therapy,Moroccanoil, Andis, Teal Salon &Academy, Bio Ionic, Cinderella HairExtensions, Precision Nails, Light Elegance,Depileve, James Wealthy Systems, MikalSalon & Spa Consulting and ESBIInternational. Attendees had theopportunity to earn up to eight hours ofCEUs. The Premiere Beauty Classic 2012takes place on October 7-8 at the GreaterColumbus Convention Center. For exhibitorand attendee information, call 800-335-7469or visit beautyclassicshow.biz.

Pacific World Corporation, a marketer andsupplier of proprietary nail and beauty careproducts worldwide, has merged with TheW.E. Bassett Company, the largest supplierof beauty implements globally, to becomeone of the top 100 global beauty companies.The merger positions Pacific World as thefifth largest cosmetics company and secondlargest nail care company by sales in food,drug and mass retailers nationwide. Theproduct portfolios of both companies arewell positioned to capitalize on the nail carecategory, which grew 16.1% between 2010and 2011. The merger completes a series offour acquisitions/mergers aimed to broadenPacific World’s global scope. The company isexpecting to continue its aggressive growththrough both organic efforts and strategicacquisitions. Pacific World executive vicepresident, Joel Carden, sad, “The merger is agreat fit for both companies, because thebrands and products are a greatcomplement to each other This mergergives us the opportunity to bring moremeaningful propositions for total nail care toour retailers and ultimately to theconsumers; our products will be sold in acombined 81,000 outlets in 71 countries.”Reach Joel at 888-624-5797 or visitnailene.com.

L’Oréal USA and Pacific BioscienceLaboratories, Inc. (PBL), owner ofClarisonic, announced a merger agreement.Clarisonic is a market leader in the growingareas of sonic skin care devices, topicals andtechnology. Established in 2001, PBLdeveloped its patented technology, enablinga series of highly popular products underthe Clarisonic brand that redefinedconsumers’ approach to skin care. Theseinclude the Clarisonic Classic, ClarisonicMia, Clarisonic PLUS and PRO, and theClarisonic OpalSonic Infusion System.Powered by sonically oscillating brushes,infusion technology and an experienced

management team, PBL has grown rapidlysince the Clarisonic launch in 2004. Thecompany’s broad distribution network coverssix diverse and interdependent channels:dermatologists and cosmetic surgeons, spas,prestige retail, e-retail, television shopping,and clarisonic.com. “L’Oréal brings powerfulmarketing, distribution, and R&D synergy tothe Clarisonic agenda,” says David Giuliani,CEO and co-founder of PBL. “L’Oréal sharesour vision for ingenuity and dedication toquality. Combining forces, we’re confidentClarisonic will rapidly achieve its globalmission, to provide the power to change thefuture of your skin.” Adds said FrédéricRozé, president and CEO of L’Oréal USA,“This is a strategic acquisition for L’Oréal,”“Devices are rapidly emerging globally as animportant new skin care category. Clarisonicis successful and the fast-growing premiumbrand in this segment. Upon closing of thetransaction, the Clarisonic brand will join theportfolio of L’Oréal Luxe and benefit fromits worldwide presence.”

TSG Consumer Partners, a leader in theUnited States in building and investing inleading middle-market branded consumercompanies, has raised their sixth fund, whichwill give them $1.3 billion to invest inconsumer products. Over the past six years,the company has invested in seven beautycompanies, including Smashbox Cosmetics(which was sold to Estee Lauder) andPureOlogy, which they sold to L’Oréal. TSGcontinues to target the beauty business. Oneof their partners, Alex Panos, said, “Thereare so many winners to back in the beautysector. This is where we find theentrepreneurs who are building great brandsand launching innovative products.” TSGtargets companies with at least $20 millionin sales and good growth prospects. ReachAlex at 212 265-4114 [email protected]. Visittsgconsumer.com.

JANUARY 2012 21



World Fashion Tour Fast Track (Autumn/Winter 2011-2012/$99.00) includes six DVDswith 50 fashion icons that give viewers afront row seat at the top designercollections. Salons can play the DVDs toentertain and educate clients and provide sixglamorous hours of fashion and backstageaccess. Contact John Barrios, WorldPublications Service, at 813-645-8777 [email protected]..

NovaLash’s Academy of Eyelash Arts andSciences in Houston teaches the art andscience of eyelash extensions to beautyschool instructors, preparing them to passthat knowledge on to their students. Lashapplication is one of the most coveted salonservices, grossing $44 million last year,according to Nielsen data. The BellusAcademy in San Diego is the first school tolaunch the NovaLash program. Reach SophyMerszei, founder/president, at 866-430-1261or [email protected]. Visitnovalash.com.

Angus Mitchell and Julian Perlingiero haveopened the Angus Mitchell Academy inBeverly Hills, CA. The academy will offeradvanced and master level haircut designsessions with personalized training fromAngus and Julian. Angus is owner and artisticdirector of the Angus Mitchell Salon andco-owner of Paul Mitchell Systems. Julian isthe international educational director forPaul Mitchell and a member of the AngusMitchell Salon Education Team. Reach ElisaBennett at 310-550-7716 [email protected]. Visitangusmitchellacademy.com.

Lee Goodnight from Hair by Lee andFriends salon in Orange Park, FL, is thewinner of Sexy Hair’s Caring is Sexy: StylistContest benefiting its nonprofit partner. Leewas named winner of the national contestcalling for stylists who go out of their wayto improve the physical and emotional livesof their clients while remaining active intheir communities. Following a career in theU.S. Navy, Lee decided to pursue his dreamof becoming a hair stylist. His passion is tohelp those touched by cancer. He collectshair for Locks of Love and offers freehaircuts to clients undergoing chemotherapy,as well as wig trims for cancer patients. Leealso invented a pink fishing lure, and profitsfrom its sales are donated to help pay formammograms for women who cannotafford them. As the winner, Lee will receivea year’s worth of Sexy Hair products and anall-expenses-paid trip to Los Angeles for acomplimentary training course at Sexy Hair’sInstitute of Courage. More than 1,300people viewed and voted on the finalists’online videos. Sexy Hair donated $1.00 forevery submission to Look Good…FeelBetter, a national public service programhelping patients struggling with theappearance-related challenges of cancertreatment. Reach Karl-Heinz Pitsch, SexyHair president and CEO, at 818-435-0804 [email protected]. Visit sexyhair.com.

American Culture and The Look Salonsupported a number of charities withSimply Smooth, Pure NV BKT and salongift certificate donations. An auction basketwas donated to Tantalizing Tastes, whichraises funds to benefit families impacted byautism. Simply Smooth donated XtendKeratin Reparative Magic Potion inattendee gift bags at New York’s FashionFights Cancer sample sale and benefit,whose mission is to nurture the minds,bodies and souls of cancer patients andsurvivors. Simply Smooth also contributed

Xtend Keratin Reparative Magic Potion forattendee gift bags and a raffle basket ofproduct and salon gift certificate to supportbreast cancer awareness through The FactFoundation, a New York non-profitorganization that raises funds for breastcancer research. Other donations includedthe Michael J. Fox Foundation forParkinson’s Research, on behalf of celebrityDania J. Ramirez and the African MedicalResearch Foundation on behalf of actressMena Suvari. Reach James Hobart, seniorvice president of worldwide sales at 213-276-4588 or [email protected]. Visitamericanculture.com.

Regis Corporation’s annual, national Clipfor the Cure campaign raised more than$1 million for the Regis Foundation forBreast Cancer Research. The campaigntook place in October, which is NationalBreast Cancer Awareness month. RegisCorporation has been supporting the causesince 1990. To date, Regis stylists, staff andclients have raised more than $9 million tofund groundbreaking breast cancer researchat Mayo Clinic and other nationallyrecognized centers. Reach Randy Pierce,president, at 952-947-7777 [email protected]. Visit regis.com.

DePasquale, The Spa hosted its secondannual Fashion Fight For A Cure, whichraised more than $90,000 for cancer care atSaint Clare’s Hospital. More than 400 guestsmingled at a red carpet reception with awalk-off runway show, featuring a fun-filledbattle of beauty and fashion. Guest judgesincluded celebrity stylist Alisa Maria,Modern Salon beauty editor MaggieMulhern, beauty expert and journalistGrace Gold, NJ Savvy Living lifestyle editorJudi Rothenberg and Daily Record reporterLorraine Ash. The sold-out event was heldin memory of longtime DePasquale, TheSpa employee, Tayana Petrushkevich, andDr. David DePasquale, who both lost theirfights with cancer. Reach Justin DePasquale,co-owner/director of DePasquale, The Spaat 973-538-3811 or [email protected] depasqualethespa.com.

22 JANUARY 2012




Fromm Tart Shears supports Susan G.Komen for the Cure and the fight againstbreast cancer with a special promotion. TheFromm Tart 5.25-inch shear is made fromJapanese steel and has convex, hollow-ground blades, a crane handle, anddetachable finger rests. With every Tartshear purchase, stylists receive a free Tarttexture razor with a lightweight, non-sliphandle, articulated joint and blade guard; a4-piece, zippered, pink, studded shear case;and a Fromm pink thermal brush withporcupine bristles and a soft touch handle.The total value of the promotion is $130.00with a salon cost of $79.99. Through March31, Sally Beauty Holdings, Inc. will donateto Susan G. Komen for the Cure an amountequal to 5% of its sales of this product and,along with consumer donations, isguaranteeing an aggregate minimumdonation of $750,000. To learn more aboutbreast health and breast cancer, visitkomen.org or call 877-GO-KOMEN.

Sport Clips founder/CEO Gordon Logankicked-off this year’s Professional BeautyAssociation’s (PBA) meeting with a $10,000matching gift to benefit the association'sAdvocacy Fund. "Supporting the work of thebeauty industry and its partners is vital toSport Clips," says Gordon, who also serves aspresident of the International SalonSpaBusiness Network. "At Sport Clips, weconstantly strive to support and further thecareers of our stylists, managers andvendors. Our matching gift to the PBAAdvocacy Fund is a meaningful way todemonstrate our commitment to those whoare on the front lines." The PBA IssueAdvocacy Fund was created to help fundadvocacy and issue campaigns on legislativeand regulatory matters important to theindustry. The Fund supports the interests ofits members, including manufacturers,distributors, salon and spa owners andlicensed beauty professionals. The matchingfund donation made by Gordon encouragedother organizations at the meeting to stepup and support the PBA Issue AdvocacyFund which ultimately generated more than$20,000. Visit probeauty.org/advocacy.

Aloxxi’s new website, aloxxi.com, and socialmedia program allow hairdressers worldwideeasy access and deeper insight into Aloxxi.Through education, personal connections,the utilization of custom content and thedevelopment of a community, Aloxxi willencourage the flow of ideas and creativity.“We want to bring a human element back tothe industry. We are lifting the curtain andinviting hairdressers and consumers to abehind-the-scenes look at who we are andwhat the world of professional hair color isabout,” says Kim Donovan, director ofmarketing for Aloxxi. “Our website and socialcommunities act as a resource. The goal is toconnect professionals and consumers withAloxxi and create a unique experience inwhich they want to engage.” The websitefeatures product information and the Aloxxistory. Secure professional and distributor-only areas, educational videos, salonprofiles, a custom try-it-on studio and a fewmore surprises can be found. Social mediachannels will initially consist of Facebookand Twitter pages, followed by a YouTubeChannel, LinkedIn account and more. ReachKim at 877-512-7131 or [email protected] aloxxi.com.

Izunami has remodeled izunami.com.Featuring a distributor locator, it provideseasy navigation to scroll through to read thehottest buzz surrounding its complete lineof tools, to receive more information,register purchased Izunami products and getcustomer warranty info all with the help ofits support section. Reach Mike Kim,president, at 866-455-0777 [email protected]. Visit izunami.com.

Bioelements has redesigned its website atbioelements.com. This new site features astreamlined design with pages that are easierto read and packed with information onBioelements products, facials and skin care

knowledge. Bioelements.com includes aninteractive Find Your Skin Type section,which allows users to accurately determinetheir skin type and see the products thatwill benefit their specific needs. The site isalso packed with skin care facts and tips, aneasy-to-use Spa Locator, videos, the popularSkinReading Blog, plus detailed productinformation and a continually-updatedsection of Estheticians’ Favorite products,Editors’ Picks, and Award Winning Products.Reach Amanda Gaeta Shields, director ofcommunications, at 773-525-1862 ext. 547, [email protected]. For moreinformation, visit bioelements.com.

The Forum of Private Business, anorganization that provides business supportfor small to medium-sized businesses acrossthe United Kingdom, has warned that jobs inthe hair and beauty sector could be at riskafter supermarket giant, Tesco, beganoffering budget haircuts and beautytreatments in some of its stores. The retailernow offers women’s haircuts, plus spray tan,nail and waxing services. BIR comment: Withthe blurring between the professionalbeauty market segment and mass retailchannels and U.S. grocery stores beefing uptheir personal care sections, who knowshow this trend could migrate to the UnitedStates market?

Last month, in reporting the promotion ofSamantha DeMartini to CEO of JaCoDistributors, Inc., we ran the wrong webaddress. The correct website isjacodayspasupplies.com. Her email addressis [email protected].

JANUARY 2012 23


Sexy Hair Concepts president/CEO, Karl-Heinz Pitsch, reportsthat the company has enteredinto new, multi-year distributioncontracts with both SalonCentric and Beauty SystemsGroup (BSG). Salon Centricexpands its store footprint withSexy Hair and will become thepredominant U.S. street salespartner. Sexy Hair will expandworking with BSG through mostof its company-owned stores inNorth America. Sexy Hair willmaintain its relationships with its

other independent distributors.Reach Karl-Heinz at 818-435-0804or [email protected]. Visitsexyhair.com.

Beauty Systems Group/CosmoProf stores launch twomobile marketing initiatives. The

CosmoProf Mobil Connecttexting program sends customersmessages about special offers,events and classes at the stores.CosmoProf To Go is a mobilewebsite offering customers astore locator, class listings and ashopping guide on their smartphones or tablets plus easyaccess to the company’s socialsites. Reach Carolyn Corporon,senior director of marketing, [email protected]. Visitbeautysystemsgroup.com.

BIR checked with Vince Davis,general manager of Unilever-owned TIGI Americas, regardingthe rumors of a distributionmodel change. His response,“Hair Reborn is a new, premium,exclusive brand that will beavailable only through TIGIDirect within the United States.TIGI distributors will remain avital part of our distributionstrategies.” Reach Vince at469-528-4453 [email protected]. Visittigihaircare.com.

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