JANUARY 2012

volume 15 issue 1

Welcome to the new

global world of beauty
By Lance Z. Posen

A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ

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

Mane St.

Spas report increase in visits/revenue

VISIT US ONLINE
bironline.com
CHECK OUT BIRs 2012 BIG! Show Calendar!
This is your industrys newsletter, and
BIR welcomes your feedback!
Mike Nave, editor
818-225-8353/mike@bironline.com
Stay up to date between issues at
facebook.com/BeautyIndustryReport

by Mike Nave
EDITOR

elcome to 2012! Time

flies, as Beauty
Industry Report (BIR)
begins its 15th year
reporting on the
professional beauty
business. To celebrate, BIR is introducing a
new distribution format for eBIR and a new
Facebook page where you can stay up-todate all month long. Please like us at
facebook.com/BeautyIndustryReport.
We kick off the year with a terrific feature
lineup. Renzo Composto, founder/president
of Enzo Milano, tells whats behind one of
the most visible salon show exhibitors. Bill
Conkle, founding partner of Conkle, Kremer
& Engle, explains why smart product
marketers call on his law firm to protect their
brands integrity and stop product diversion.
Mark Holland, CEO of Viviscal, shares how
his company enters the salon market with its
supplement and hair care for thinning hair.
See you on the show floor!
Regards,

he most successful beauty brands today

are global.
Believing that wholeheartedly, 20 years
ago, Harlan Kirschner, CEO of The
Kirschner Group, and I, who were friendly
competitors as manufacturers reps servicing
select territories in North America, joined
forces. We saw consolidation occurring in
other industries and decided we needed to
have a national rep group to help beauty
products marketers grow. We accomplished
that between 1995 and 2005.
We entered the international marketplace
with Jim and Cheryl Markhams Pureology,
officially launching The Kirschner Groups
International Division in October 2005 with
one person and me. Over the past six years,
we have entered 62 countries with a diverse
brand portfolio that is very different from
our domestic portfolio. We now have 10
sales people outside of North America and
four in Canada who give us complete
coverage worldwide. We also have a full-time
international coordinator based in our
Valencia, CA, hub. Here are some points to
consider before taking your brand global:
While both new and mature brands can go
international, its important to do the proper
due diligence first. We recommend that a
company has a good base of business in the
United States for a minimum of two years,
with strong public relations, industry buzz
and brand awareness, a positive cash flow, a
strong infrastructure and at least $3 to $5
million in sales.
If your launch strategy includes long-term
plans to go global, we recommend
researching European Union and Canadian
regulations from the initial start-up stage and
to start with English, Spanish and French
languages on your product or outer
Going international...cont. on p. 2

The Beauty Industry Report Visit bironline.com

Going international...cont. from p. 1

packaging. We do have established

manufacturers successfully using over- or
under-the-bottle accordion labeling for other
languages if they launch with English-only on
the product.
Be aware that the global market often
expects a larger discount than domestic
distributors. That allows the distributor to
advertise, promote, market and educate its
salon customers, and many times to initiate
consumer-focused marketing efforts. In fact,
we have found many distributors who put on
great events for their salons, help pull
consumers into those salons with wellpositioned public relations and overall, drive
the business to build your brand for you in
their marketplace.
Our team continuously monitors the
political climate, the business and banking
changes and the regulatory issues in the
countries we service, and keeps close to salon
distributors to determine what class of trade
and what distributor is best suited for each
brand.
It is both an exciting
and challenging time to
take U.S. brands into the
international arena, and
you can be successful by
laying the proper
groundwork.

_____________________________
Lance Z. Posen is vice president of The
Kirschner Group, where his team specializes in
taking brands international. Hes served the
beauty industry for 32 years, including as a
KMS California DSC and now as a multi-line
manufacturers representative. Reach him at
lance@kirschnergroup.com or 503-970-6319.
BIR invites you to become a Guest
Columnist. Send your thoughts in about 450
words, including a one-paragraph author
bio, to mike@bironline.com in an MSWord
document. We will edit your column for
style and space.

2 JANUARY 2012

The International Spa Associations (ISPA)

2011 U.S. Spa Industry Study reveals an
increase in spa visits, revenue and number
of employees, indicating that the spa
industry is recovering from the impact of
the recession. "The ISPA 2011 U.S. Spa
Industry Study takes an in-depth look at
how spas managed the recession, the types
of treatments offered, a breakdown by spa
type and marketing tactics used by spas,"
says Lynne McNees, ISPA president. The
study has been conducted in cooperation
with PricewaterhouseCoopers since 2000.
As the 4th largest leisure industry, the
spa industry experienced a pick-up in
demand with a majority of spas reporting
increased visits and revenue. Spas were also
more likely to hire team members, with an
overall 2% increase in employment.
Day spas comprised 79% of
establishments, with resort/hotel spas at
9% and medical spas at 8.7%. Other types
of spas included club, mineral springs and
destination spas. Most spas74%are
single location operations.
In 2010, spas received 150 million client
visits. Massage remained the No. 1
treatment received by spa-goers. The four
main treatment revenue categories
accounted for 79% of total spa revenue
and included massage and bodywork, skin
care treatments, hair and nails. An average
of 8,704 treatments and services per spa
were provided within the four categories.
Retail accounted for 11% of total spa
revenues with skin care products accounting
for most of the spending.
In an effort to educate consumers on
the benefits of a spa lifestyle and boost
their profile, spas connected with their
communities, with 85% donating products
and services, 69% hosting events and 62%
participating in charity benefits.
The full study is available for ISPA
members as a digital download and can also
be purchased at experienceispa.com.

Todd Smith, sales executive with The

Kirschner Group, Inc., has been chosen as
the 2011 Tae Jhin Broker of the Year by
Jinny Beauty Supply. I am honored to
again receive this award and be recognized
for my dedication to the Jinny organization,
says Todd. I will continue to focus on
providing Jinny with top customer service
and business building opportunities. Todd
has served Jinny for more than a decade
and received the Tae Jhin award for three of
the past four years. This award is named in
honor of Jinny founder, Mr. Tae Jhin. Reach
Todd at 800-328-4353 or
todd@kirschnergroup.com. Visit
kirschnergroup.com.
Aveyou.com, an online retailer of
cosmetics and beauty products, was
awarded the Stella Service Seal of
Customer Excellence, which is given to
online retailers with top rated customer
service. Reach Brian J. Esposito, AveYou
Beauty Boutique CEO, at 877-283-6838,
ext. 705, or brianesposito@aveyou.com. Visit
aveyou.com.

We are delighted to catch up with Michael

Renzulli, the founder of Sally Beauty
Supply who retired in 2006, in our new
monthly feature, Where are They Now?
Mike, a former registered pharmacist, joined
a very small and highly unprofitable
company in New Orleans in late 1971. Using
all the knowledge gained from working in
his fathers drug store from the time he was
eight years old, he applied it to Sally Beauty
Supply and the new business plan worked.
From that beginning, he guided Sally to

become the worlds largest beauty store

chain. Mike left the business in 2006 and
now owns a growing 250-unit hospital gift
shop chain located in 34 states. He shared,
Between the gift shops and other ventures,
it keeps me quite busy seven days a week. I
miss the daily interaction with the Sally/
Beauty Systems Group team, including Sally
store and BSG distributor salon consultants,
the creativity of the hairdressers and with
the vendor and rep community. However,
sometimes I feel as if I never left the
business, as I am in daily contact with many
people from all phases of the salon
industry. He added, I am very proud of the
current Sally management team, which has
continued the long term growth that
Sally/BSG has enjoyed for the last 40 years.
If youd like to catch up, reach him at
mr3901@yahoo.com.

Glen Pacek joins Sweis Inc., as executive

vice president of sales and will play a key
role in establishing new goals, objectives and
standards and helping the Sweis organization
reach new heights. Glen has an extensive
background in sales, including nine years at
beauty industry distributor Malys/Salon
Centric. During his tenure there, Malys sales
doubled from $100 million to $200 million
and the sales team also doubled from 100
distributor salon consultants (DSCs) to 200.
He has also worked with Oscar Mayer, Frito
Lay and Zagat. Reach Glen at 877-633-1717
or glen@sweisinc.com. Visit sweisinc.com.
Senior vice president and general manager
for Belson Products, Tom Gebhart,
announced the following appointments:
Janette Morales to director of marketing,
Jay Kim to regional sales manager and Rocio
Urquidi to associate brand manager. Janette
will oversee the marketing plans and
initiatives for all brands, social media,
supporting public relations efforts and will
also manage the marketing team. In addition,

she helps with new item development and

launch, while working to ensure brand
integrity and image. After 10 years with
Helen of Troy Professional, Jay joins the
sales team as regional manager for the
Northeast, Southwest and Canada. He will
help expand all brands for all open-line and
full-service accounts in his territory. He joins
the sales team of Patrick Ratcliff and John
Lucy. For almost three years, Rocio has
supported the marketing team in a variety of
capacities. In her new position as associate
brand manager, she will also collaborate
with other departments, including sales,
engineering, manufacturing and operations
to plan, organize and control all assigned
product lines from concept to completion.
Reach Tom at 915-225-4899 or
tgebhart@belsonus.com. Visit belsonus.com.
Terrence Michael Renk is the new artistic
director for ProRituals by Jingles and
Marilyn Brush, two brands from Robanda
International. His 25-plus-year career in the
salon industry includes positions as a salon
owner and an Emmy Award-winning
Hollywood stylist, who has styled hair for
celebrities, including Martha Stewart,
Karen Elson and Rachael Hunter; television
commercials for Dove and Reebok and
several television shows, including All My
Children. Reach David Leib, Robanda
International president, at 800-783-9969 or
david@robanda.com. Visit robanda.com
Keratherapy by Diora taps Tommy Bianca
as vice president of sales and distribution.
We are growing very quickly and already
selling our products in 22 countries, says
president/founder, David Mulhollen.
Tommy will be responsible for cultivating
new distributors, managing our distribution
network and overseeing our sales and
education team. Tommy has served as vice
president of sales and distribution for Liqwd
Haircare; vice president of North American
distribution for Keratin Complex; and
business development manager for LOrals
Redken and Pureology. Reach David at
404-323-3045 or david@diorapro.com. Visit
diorapro.com.

Jodi Edworthy joins The Kirschner Groups

sales team to call on key accounts in the
Midwest. Jodis 14-year career includes
executive positions in sales, product
development and purchasing, including
seven years at Regis Corporation as a buyer
and more than two years at Tiger J as an
account manager for Shop NBC. Reach Jane
Caris, The Kirschner Group vice president, at
800-328-4353 or jane@kirschnergroup.com.
Visit kirschnergroup.com.

Ben Brooks, former president of Clairol

who retired in 1989, died November 15 at age
87. He is survived by his wife, Joan Jolliffe
Brooks; his three daughters and two
grandchildren. Ben received his BA in 1948
from Hamilton College in Clinton, NY, and
his MBA with distinction from the Wharton
School of Business in 1949. He served as a
lieutenant in the Army Air Forces from 1943
to 1946. In addition, he was vice president of
Bristol-Myers Squibb, the parent company
of Clairol, prior to the divisions sale to
Procter & Gamble. Memorial donations may
be sent to The Parkinson's Disease
Foundation, 1359 Broadway, Suite 1509, New
York, NY 10018. Robert Oppenheim, who
worked with Ben, said, "If I had to describe
Ben Brooks in one word that word would be
'gentleman.' He was also intelligent,
sophisticated, soft-spoken, natty, kind and
effective.
Debra Leipman-Yale, president of Arcade
Marketing and a leader in the cosmetics,
fragrance and health and beauty care
markets with more than quarter century
experience, died suddenly at her home in
Armonk, NY. She was also a former
president of Clairol, and also worked at
Procter & Gamble, Revlon and InterMark
USA. Debra is survived by her husband,
David, and three childrenGriffin,
Cameron and Jared.
News continued on page 4

JANUARY 2012 3

The Beauty Industry Report Visit bironline.com

News continued from page 3

BIR received the news of the death of

Alfred Torres from his son, Erik. After a
courageous seven-year battle with colon
cancer, my father passed away on November
26 at the age of 63. He worked for many
years as a sales consultant in the beauty
supply industry, previously working for Paris
Ace, State Beauty Supply, Armstrong
McCall and Alfaparf. He is survived by his
wife, Kris; son, Erik; daughter, Kristen; and
grandson, Ethan. More than 400 people
attended his funeral services at Forest Lawn
Church of Recessional in Glendale, CA.
Reach Erik at alfredt@pacbell.net.

Shape Control system is a new

formaldehyde-free service thats available
only in Redken salons and can be adapted
to provide frizz control, straightening or
curling effects. Kera-Shape Complex
contains shaping agents for permanent
smoothing or curling, cationic conditioners
for moisture and shine and emollients for
control and manageability. Reach Corrie
Turner, director of integrated
communications, at 212-984-4360 or
cturner@redken.com. Visit redken.com.
Perfection SmoothOut by Pravana is a
formaldehyde-free smoothing service. A
proprietary nano amino acid complex
suspends the internal textural memory of
the hair fiber to transform it to a smoother,
straighter, frizz-free state that lasts for 8 to
12 weeks. Perfections low-pH formula
contains no harsh chemicals and is safe to
use on all clients. Reach Bethany Kirschner
at 818-347-4705 or bkirschner@pravana.com.
Visit Pravana.com.
Simply Smooth keratin treatments from
American Culture provide safe, customized
smoothing with keratin and botanicals that
work with the cuticle, not the cortex, so no

hair bonds are broken or restructured. It

provides a smooth, conditioned, frizz-free
finish and can be used on curly, wavy or
straight hair. Simply Smooth treatments are
certified to work within safe levels
established by the Cosmetic Ingredient
Review and Health Canada. Simply Smooth
& Straight Keratin is a two-part system that
includes a combination of chemical
rearranging and keratin smoothing, providing
wash-and-wear straight hair. The line
consists of Simply Smooth Pre-clean
Purifying 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 Color
Lock (125 ml/list $49.95); Designer Line
Simply Smooth & Straight Processor 1
(250 ml/list $59.95), Designer Line Simply
Smooth & Straight Finisher 2 (250ml/list
$79.95). Reach Louis Guarneri, president/
co-founder, at 631-242-3153, ext. 18, or
louis@americanculturehair.com. Visit
americanculture.com.
Malibu Cs Color Wellness Shampoo and
Color Wellness Conditioner feature 100%
vegan ingredients to preserve hair color and
moisture and essential oils that leave a scent
of sugared mango and lychee on hair (9 oz./
SRP $15.00). Reach Tom Porter, president, at
800-622-7332, ext. 200, or
tporter@malibuwellness.com. Visit
malibuwellness.com.
Eufora founders Don and Beth Bewley
hosted their annual Global Connection in
San Diego for stylists, distributors and salon
enthusiasts. It kicked off with a runway show
inspired by nature's elements, then
continued with live platform hair cutting
sessions, inspirational talks from Don and
Beth and classes for both the technical and
business side of the industry, including
Trends in Razor Cuts, Timeless & Heroic
Mens Cutting, High Fashion Long
Hairdressing, YOU in Demand and more.
Other highlights included an awards
ceremony honoring the salons that

contributed the highest donations to Euforas

charity of choice, Childhelp. Together, they
raised more than $100,000. They also
presented Euforas Stylist of The Year
Awards, celebrated at a James Bond-themed
Casino party and launched the Touch Up
Texturizing Dry Shampoo collection,
Details Spray Wax, Hero for Men Pliable
Pomade and Hero for Men Firm Hold Gel.
Reach Don at 800-638-3672 or
donb@eufora.net. Visit eufora.net.
Farouk Systems has reformulated and
simplified ammonia-free SunGlitz with silk,
olive oil and botanicals. SunGlitz lifts and
tones up to eight levels in one step. The
introductory kit includes everything needed
for 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 of
sales and marketing, at 800-237-9175 or
jason@farouk.com. Visit farouk.com.
Condition Culture offers Featherlocks real
feather hair extensions in vivid colors and
many lengths that add subtle and dramatic
highlights. Theyre applied with silicon micro
bead technology and require minimal care
once applied at the salon (individual
feather/SRP $15.00). Reach Donya Litowitz,
owner, at 766-447-7549 or
donya@conditionculture.com. Visit
conditionculture.com
Free Your Mane offers multicultural hair
care products infused with botanicals of
evening primrose oil and linseed seed
extract and free of petrochemicals,
phthates, parabens and sulfates. The line
includes Hydrating Shampoo (10.14 oz./SRP
$16.00), Daily Detangling Conditioner
(10.14 oz./SRP $16.00), Intensive Hydrating
Hair 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 Conditioning
Pomade (4.1 oz./SRP $16.00). Reach Israel
Segal, president, at 323-899-4451. Visit
freeyourmane.com.
News continued on page 15

4 JANUARY 2012

The Multicultural Report

aya Angelous foreword in the book,

Crowns, by photographer Michael
Cunningham and writer Craig Marberry,
lovingly describes the black womans Sunday
morning beauty and bath routine and her
choice of a hat for the church service she will
attend. The writer and poet affirms why
Essence magazine has referred to AfricanAmerican women: the most passionate of
beauty consumers. In an Essence segmentation
study on African-American women and their
psychographics around beauty, they found that
84% of black women will say, I think I am a
beautiful woman, compared with 41% in the
general market. More black women celebrate
their beauty (61%), compared with general
market women (52%). The fifth installment of
the Smart Beauty series, (Smart Beauty V: A
Revealing Look at the Mindset of Passionate
African-American Beauty Consumers) was
developed in conjunction with New York-based
research firm, Insight. It focused on the
psychographics that drive the beauty
purchasing behavior of African-American
women across hair, skin, cosmetics, fragrance
and personal care. The findings were presented
by an Essence panel directed by the magazines
beauty director, Corynne L. Corbett. Panelists
included Mikki Taylor, Essences editor-atlarge; Cynde Watson, makeup artist and beauty
expert; dermatologist Elana L. Jones, M.D., and
Susan Akkad, senior vice president of
corporate diversity marketing, Estee Lauder
Companies, Inc. The study confirms that
beauty goes beyond how women look, it is
also linked to how they feel, and that
sentiment translates to how they spend," says
Michelle Ebanks, president of Essence. She
notes that women of color are a vital growth
segment for beauty companies.
Supermodel Beverly Johnson will debut a
reality show on the Oprah Winfrey Network
(OWN). Beverly rose to fame as the first black
model to appear on the cover of American
Vogue in 1974. The next year, she became the
first black woman to appear on the French
edition of Elle magazine. Her wig line will
merge with the Vivica Fox celebrity wig line
this spring, according to an Internet order site.

by Lafayette Jones

Her reality show, Beverlys House, will follow

the beauty queen and her family as they adjust
to living under one roof. Beverly steps out of
her role as glamorous fashion icon and opens
her home to her daughter, Anansa, and son-inlaw, David, and their newborn baby, Ava, in an
effort to reconnect with her daughter and to
help her growing family get ahead financially in
a tough economy, says OWN.
Over the past decade, spending by Latino
consumers on personal care products grew
more than 40%nearly three times faster than
it increased among non-Latino consumers,
according to Packaged Facts. By 2015, Latinos
will make up 20% of 18- to 49-year-olds, an age
group critically important to the Health and
Beauty Care (HBC) category. The report
analyzes the usage by Latino men and Latinas
of nearly 40 HBC products tracked by Experian
Simmons National Consumer Study, including
HBC products for babies and children. Call
800-298-5294.
Millward Brown, a global company focused
on brands, media and communications, has
copyrighted a multicultural textbook:
Marketing to the New Majority: Strategies
for a Diverse World. Authors David Burgos
and Ola Mobolade discuss intelligent targeting,
diversity within diversity and the importance of
moving away from ethnic silo thinking. The
book is available at amazon.com.
Keratin hair straightening products are again
on the radar of salon safety monitors. A study
by ChemRisk, a San Francisco-based chemical
risk assessment firm, was published in the
Journal of Occupational and Environmental
Hygiene. The study tested four keratin-based
hair products, including the Brazilian Blowout
Acai Professional Smoothing Solution,
Global Keratin Juvexin Optimized Functional
Keratin, Coppola Keratin Complex Blonde
Formula and La-Brasiliana Escluso Keratin
Treatment. Only La-Brasiliana tested
formaldehyde free. Global Keratin was the only
product to mention formaldehyde but it
contained more than twice the amount
claimed: 8.3%, well above the .01% level set by
the industry. Brazilian Blowout was labeled
formaldehyde-free but it contained the highest

levels: 11.5%. The National Healthy Nail and

Beauty Salon Alliance and the Campaign for
Safe Cosmetics continue to demand a recall of
these products, and stiffer regulation through
the Safe Cosmetics Act of 2011, introduced in
the U.S. Congress. It would set safety standards
for chemicals used in personal care and salon
products before they reach the marketplace,
and phase out toxic ingredients such as
formaldehyde, a known human carcinogen,
according to the Department of Health and
Human Services. The alliance is a joint project
of the National Asian Pacific American
Womens Forum, Womens Voices of the
Earth, and the California Healthy Nail Salon
Collaborative. Contact Sian Wu at 206-3747795, ext. 102, or sian@resource-media.org or
Alexandra Gorman Scranton at 406-396-1639
or alexs@womensvoices.org.
Irie Dread Papaya & Passion Fruit Locking
Gel for Resistant Hair maintains locks and
twists naturally and provides a long-lasting
hold with no build-up (6 oz./SRP $4.85). Visit
universalbeauty.com.
Jessies Curly Pudding transforms tightly
coiled hair into shiny stretched out curls. Apply
to damp, freshly shampooed and conditioned
hair; rake through large sections and air dry. For
maximum elongation, comb a nickel-sized
dollop through small sections and air dry
(2 oz./SRP $7.00). Visit .missjessies.com.
Better Locks Lock & Hold Gel seals in
moisture and promotes a healthy sheen
(6 oz./SRP $5.10). Visit keystone-labs.com.
Queen Helene Royal Curl Shaping Crme
turns tightly coiled hair into defined curls and
soft waves. It naturally tames frizz with pure
aloe vera gel and agave nectar. Green tea
antioxidants and moisturizers defend against
heat and humidity (15 oz./SRP $7.19). Visit
queenhelene.com
Lafayette Jones is CEO of SMSi-Urban Call
Marketing, a promotion and
marketing company, and publisher
of Urban Call custom publications.
Contact him with your
multicultural news at 336-759-7477
or president@smsi-net.com and
visit smsiurbancallmarketing.com.

JANUARY 2012 5

The Beauty Industry Report Visit bironline.com

Enzo Milano expands beyond original clipless curling iron

RC: As we grow the company, we continue

be created with any other spring or Marcel
t any salon show, its easy to know that
curling iron. That is the driving force behind our to provide tools designed to revolutionize the
Enzo Milano is in the house, thanks to the
way stylists do hair. We will continue to
brands popularity.
models on stilts moving across the floor above
improve our line, as well as add to it. The
BIR: Renzo, how do your clipless irons allow
the attendees. A number of years ago,
Conico Series is Enzo Milanos most versatile
stylists to achieve unique looks that cannot
company founder, Renzo Composto, hit the
set of irons. They feature a tapered shape that
be created with traditional curling irons?
salon market with his line of clipless curling
allows stylists to create many combinations of
RC: First, wrapping the hair from root to tip
irons. As with most new product concepts,
curls and waves by simply adjusting the
allows the heat to be on the root longer, with
stylist adaptation didnt happen overnight.
less on the tips, giving the ideal balance of heat sectioning and hair placements. They look so
However, with its aggressive trade show
natural, because no two are identical. The
to create an Enzo curl. The second is our
marketing strategy, Enzo Milano not only has
Reverso Series is our most innovative
Tribostatic heating technology, which makes
expanded its business, but kicked off a
collection. The irons unique shape allows
sure that our Clipless Iron does not need to
category in which many companies are now
stylists to create amazing volume with
reach extreme temperatures to create amazing
offering their versions of this versatile styling
maximum hold. Theyre great for busy stylists,
looks that last. When an iron is too hot or the
tool. Beauty Industry Report (BIR) recently
because they allow them to work quickly.
temperature is uneven, it will damage and dry
caught up with Enzo between shows, and we
BIR: Tell me about your background.
out the hair. Our heating technology enables
are delighted to share his story.
RC: I started working in the beauty business
the use of lower temperatures at extremely
BIR: When you introduced your line of
at 18 with my family in Italy and began
even heat. In comparison to similar products,
clipless curling irons, these tools were truly
importing my own line into the United States a
both beauty professionals and consumers can
new and innovative. Please share your story
few years later. Soon after, I founded my own
see the difference in their hair quality and
about bringing this new category to market.
company, Enzo Milano.
longevity immediately.
Renzo Composto (RC): From day one, Enzo
Milano has been a family
business. As far back as I
can remember, I used to
help my second cousin,
Antonio lo Presti, bring
his ideas and concepts to
the United States from
Italy. As a young
entrepreneur, I realized
the potential in the salon
business and in our
product, which people
Enzo Milano introduced the first clipless curling iron, which launched a new category of styling tools.
loved and believed in. So
BIR: At shows, Enzo Milanos stilt walkers
BIR: How has the popularity of curly and
with a bigger plan in mind, Enzo Milano was
definitely stand out in the crowd. Tell me
wavy hair impacted your business?
born to bring in the most innovative products
about your strategy.
RC: Considering that our line was born
from Italy to market on a bigger platform.
RC: Our marketing strategy is simplefocus
during the flat hair phenomenon, we have been
BIR: What did you see in the professional
on the customer and make every interaction
beauty marketplace that indicated there was on a steady incline from the start. Plus, many
celebrity stylistsRiawna Capri and Nikki Lee, with our brand an experience. Stylists seek us
an opportunity for your tool line?
out at the shows to see what we are doing and
stylists for Selena Gomez; Neal Farinah, who
RC: I observed a lack of creativity and
what we have thats new. They also want to
does Beyonces hair, Peter DeRosa, stylist to
education to support a professional appliance
share the styles they have created using our
Paula Abdul, and Rocco Donna, who styles
line. Plus, all the focus was on traditional flat
tools. We look at every trade show individually,
Jennifer Lopez and Katy Perry, have used our
and curling irons. One marketer after another
based on the projected number of attendees,
irons to style their clients for appearances on
was bringing out its version of the same tools.
some of the most popular television shows and the demographics of the attendees and
BIR: Why have Enzo Milano clipless curling
projected return on investment and develop
in the celebrity magazines.
irons become so popular with stylists?
individual marketing plans based on each.
BIR: Enzo Milano recently expanded to offer
RC: These irons inspire creativity, because
BIR: Tell me about your team.
other tools. Please tell us more.
they allow stylists to create looks that cannot

6 JANUARY 2012

RC: Enzo Milano employs more than 50

people, with our key team members working
out of Los Angeles. Our team includes Brett
Cayton, vice president of sales; Natalie
Composto, national sales director; and Leena
Luangrath, show and education coordinator.
BIR: What is your operating philosophy and
how 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 is
incomparable to any other and to develop a
culture that combines amazing experiences
with great products.
BIR: In a crowded marketplace, what is your
brands point of difference ?
RC: Beyond having a high quality product
line, we believe that our relationships with
individual stylists, salon owners and distributors
help set us apart. We create experiences, we
create friends and we create smilesthose add
up to creating sales and fans, whom we love
just as much as they love us!
BIR: What is your flagship product?
RC: Our signature item is the Enzo Milano
Classico linethe original clipless curling iron.
We offer a lifetime warranty, because our irons
are made with the highest-grade materials. It is
the must-have iron for any professional stylist.
BIR: How can retailers maximize sales of
your tools?
RC: Sales are the result of a combination of
in-store product placement, continuous retail
education, training and support. We provide instore signage and point-of-purchase materials
to help distributors and salons sell through.
BIR: Tell me about your online marketing,
sales and education initiatives, including but
not limited to your social media outreach.
RC: All of our marketing is streamlined
across all media, including print campaigns,
trade show experiences, online and hands-on
training. All work together to create our unique
brand experience at the point of customer
contact. You will continue to see an aggressive
campaign moving into 2012 with a new focus to
the retail markets, an emphasis on education
and a few fun Enzo antics. Keep an eye out!
BIR: Initially, Enzo Milano was marketed
directly to salons; however, recently you
have started selling through distributors.
How is that strategy working, and who are

Our Clipless
Iron does not
need to reach
extreme
temperatures
to create
amazing looks
that last.
some of the distributors in your network?
RC: Over the years, we have cultivated great
partnerships with our distributors across North
America. We are proud to work with our
partners and will continue to provide them
with responsive customer support, as well as
continuous education and training.
Our distributors include Salon Services &
Supplies, Maka Beauty Systems, Paramount
Beauty, Infinity Beauty Concepts, Creative
Beauty Concepts, National Salon Resources,
Aloha Beauty Supply, Island Beauty Supply,
Canada-Venus Beauty Supplies Ltd, Chauet
and West Coast Beauty.
BIR: What are the key success factors you
look for in selecting a distributor partner?
RC: We consider our distributors as partners
and as extensions of our family. We select
distributors who respect our brand concept,
image and have similar family values with their
teams. We are blessed to have great partners.
BIR: Whats new and/or hot in your line?
RC: The hottest iron is the Enzo Reverso
Line. Its a versatile iron that gives stylists the
speed and creative flexibility they need. The
Reverso creates amazing root volume without
the 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 the
International Salon and Spa Expo in Long
Beach, CA.
BIR: Tell me about your education program.
RC: Natalie Composto leads the Enzo
Milano sales education programs. She is the
heart of our company and makes it possible to
expand our culture to our distributors and
salons.
BIR: What is your long-term vision for
education?
RC: In 2012, we will continue to expand our
education and will launch our Enzo
certification, which will train stylists how to
use the tools both to design looks, as well as
to maximize their styling time.
BIR: Who have been your mentors?
RC: I have many mentors from
manufacturers reps, distributors, manufacturers,
bankers, marketing directors, many salon
owners, many stylists, and, of course, my family
members! I appreciate them all! Without their
advice, we would not be here today.
BIR: What is the best business advice you
ever received, and who was it from?
RC: My father told me, "If you have
everything under control, you're not moving
fast enough. Go after it."
BIR: What inspires you?
RC: Seeing the love that our customers have
for us and seeing styles created with the Enzo
Milano irons all over the red carpets and
magazine covers.
BIR: What would BIR's readers be surprised
to learn about your company?
RC: As I noted earlier, Enzo Milano is a
family business, and I think that makes the big
difference; we approach all issues and resolve
them as a family.
BIR: If you weren't working in
the beauty business, what
would be your dream job?
RC: Im lucky to have my
dream job, but I could see
myself owning an ad agency or
fashion line.
Reach Renzo Composto at
Renzo
949-242-2881
or
Composto,
renzo@enzomilano.com.
Visit
company
founder
enzomilano.com.

JANUARY 2012 7

The Beauty Industry Report Visit bironline.com

Viviscal Professional enters pro beauty marketplace

proven products in niche areas. I joined the

air loss affects millions of people across
company in 2006 and head up the North
the globemen and women, young and
American operations.
old. Unfortunately, most people believe that
Viviscal Professional is the companys
their hair will not grow back. Luckily for them,
flagship product and is the No. 1 selling hair
Viviscal Professional, a company that offers
supplement brand worldwide. The
products that nourish thinning hair and
supplements contain the exclusive AminoMar
promote existing hair growth, has entered the
C Marine Complex, which provides essential
salon industry. Beauty Industry Report (BIR)
nutrients to nourish thinning hair and
recently spoke with CEO Mark Holland to get
encourage existing hair growth in those
the inside story.
suffering from temporary hair loss. Viviscal
BIR: Hi, Mark. Please introduce Viviscal
Professional has 28% more of the active
Professional to BIRs readers.
ingredient and can only be
Mark Holland (MH):
purchased through
The thinning hair loss
dermatologists, salons and
market is huge and many
spas. Lifes2good purchased
companies are trying to
the brand approximately
create solutions. Viviscal
five years ago, and it has
has been around for 22
experienced double digit
years. We are the only
growth each year since
hair care supplement on
then.
the market with five
BIR: Tell me about your
clinical studies (and a
Viviscal nourishes thinning hair and
promotes existing hair growth.
background.
sixth underway). Top hair
stylists have been recommending Viviscal for
years because it works. Viviscal Pro doesnt
need to replace any service salons currently
have or offer, rather it ADDS another service
with huge repeat purchase opportunities. By
the way, Viviscal is the No. 1 selling hair
supplement worldwide. In addition, we offer a
shampoo and conditioner.
BIR: Just how big is the opportunity?
MH: About 40% of women have visible hair
loss by the time they are age 40, according to
the American Academy of Dermatology.
Currently, Americans spend more than $3.5
billion a year to try and combat hair loss. One
in two men and one in three women will
experience hair loss at some stage in their lives.
Viviscal helps those experiencing hair loss due
to a host of reasons.
BIR: You mentioned that Viviscal has been in
business for 22 years. Give me a brief
overview of the companys history.
MH: Lifes2good, the parent company, was
formed in 1997 and is headquartered in Ireland.
The company has seven offices around the
world and is operating in 33 countries.
Lifes2good offers a range of natural, clinically

8 JANUARY 2012

MH: I earned an accounting degree and an

MBA in global management and have been
working in marketing and product development
for nutraceutical companies since then. I began
my career in Dubai and have worked in
Germany, France, the United Kingdom and
Ireland in the functional ingredients industry. I
returned home to Ireland in 2006 and spotted
an opportunity to get involved in a growing
company that had a great product offering.
Lifes2good acquired the Viviscal brand in 2007,
and I have been enjoying life in the United
States since then.
BIR: Please describe Viviscals natural, drugfree remedy for thinning hair.
MH: This 100% natural food supplement is
designed to nourish thinning hair caused by
breakage and shedding of the follicles, while
simultaneously promoting the growth of
existing hair. Viviscal Professional supplements
work in four stages over a six-month period. A
difference is often noticed in two to four
months, in line with each individual clients
natural hair cycle. Our results are backed by
clinical studies, which differentiates us from
many others in this category.

BIR: What brought Viviscal to the salon

market at this stage in its lifecycle?
MH: We decided to enter the market
because so many salons and spas were asking
to sell it. Also, the word of mouth from top
stylists like Guido Palau, Danilo, Oscar Blandi
and others made us realize how many stylists
were recommending the product to their
clients. We currently sell directly to salons and
spas. We also sell our mass retail line to health
stores and the food/drug/mass market. Viviscal
Professional, however, has a much higher
percentage of AminoMar C Marine Complex
along with other key ingredients not found in
the mass line.
BIR: Is the thinning hair problem for women
expanding?
MH: More than 50% of men above the age
of 50 suffer from hair loss; one in three women
will experience hair loss at some point in her
life. The most common form of hair loss in
women is telogen effluvium (all over thinning
of hair). Common reasons for hair loss include
postnatal, menopause, hormone replacement
therapy, the Pill, stress, diet and trauma.
BIR: What are the five clinical studies that
you mentioned?
MH: The product was developed in the late
80s by scientists in Finland. The five current
clinical trials were developed throughout the
90s in Finland, Sweden, Brazil and Germany.
We are currently conducting two clinical trials
in the United States on more than 100 women
and expect to have results soon. The most
significant 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 as
published in The Journal of International
Medical Research in 2001;
100% of treated subjects reported that hair
loss had stopped after two months of
treatment in a study published in The Journal
of International Medical Research in 1992.
The mean increase in non-vellus hair of 38%
was recorded in patients after six months
treatment. 95% of subjects showed both
clinical and histological cure.
A recent pilot study was conducted in
Dallas on 20 women. At the end of the 10-

week period, an analysis of hair counts showed

a 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 the
professional beauty market?
MH: We are supporting the launch of our
brand with a full marketing, advertising, public
relations and education program. We want to
focus on educating salons, stylists and their
clients about the benefits of Viviscal
Professional and the proven results. We hope
to become a recognized name in the industry
within the next year.
Stylists know the art of the consultation.
We know that clients trust and confide in their
stylistsespecially about issues regarding their
hair. Viviscal Professional is a simple, easy
retailing option, and clients appreciate the fact
there is a safe, natural option to help combat
thinning hair. Obviously, good point-of-sale
materials and merchandising the products
prominently in the salon always help!
BIR: What did you see in the professional
beauty marketplace that indicated there was
an opportunity for your product line?
MH: When people start losing their hair, the
first person they talk to about it is their stylist.
Besides minoxidill, there arent any all-natural,
clinically proven options. Viviscal Professional
doesnt replace any existing service in the
salon; it creates a new opportunity with
tremendous 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 are
actually 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 companys mission?
MH: Our mission is to provide a 100%
natural, safe, proven, professional solution to
those experiencing thinning hair and hair loss.
In addition to helping clients, we feel this is a
wonderful retailing opportunity for salons and
spas, as they truly know what is happening with
their clients hair.
BIR: Tell me about your team.
MH: In the United States, we have seven

full-time employees. Lindsay Kenoe is our

marketing director, and she helps run the
professional division. We also utilize several
noted industry consultants in various areas. We
have eight offices across the globe with more
than 70 employees.
BIR: Tell me about Viviscals online
marketing, sales and education initiatives
and your social media outreach.
MH: Viviscal Professional is supported by a
full marketing, public relations, advertising,
education and social media plan. We launched
viviscalpro.com this year, and we have
partnered with behindthechair.com to help
educate salons via webinars. Our first webinar
drew more than 1,300 professionals.
BIR: Describe your education program.
MH: We pack our training guide in the box
with every order, and we filmed an in-salon
training video with Martino Cartier. The video
guides salon professionals through 1. What is
Viviscal Professional? 2. Women and hair loss
and 3. How to sell Viviscal Professional.
Throughout the year, we continue to offer
retailing tips and programs, client information
brochures, product information and education
on the types of hair loss. Our new clinical trial
will be available shortly. Our second webinar
next month will include a live audience at the
Samsung Center in New York. We have also
signed industry personality Tabatha Coffey
and New Jersey salon owner Martino Cartier to
help spread the word and educate salons
about the benefits of Viviscal Professional.
BIR: Will you be exhibiting at major shows?
MH: Shows are very important to us. We
find that once people see what we have and
the caliber of stylists who recommend our
products, they better understand the program
and get excited. We plan on participating in all
major shows in 2012.
BIR: How do you partner with salons?
MH: Since we sell directly to salons, the
flow of communication and information we
provide is constant. We provide 360-degree
service and marketing for salonsnot only for
products.
BIR: Whats your biggest challenge?
MH: As we are new to the U.S. professional
beauty market, our biggest challenge is to build
our name and showcase our heritage, expertise
and results in this category. We approach the

About 40% of
women have
visible hair
loss by the
time they
reach age 40.
Americans
spend more
than $3.5
billion a year
to combat it.
hair loss market from an education point-ofview. Given our position globally, this is a good
challenge to have.
BIR: What inspires you?
MH: I am inspired by the emails and letters
we get every day from thousands of happy
Viviscal customers who want to share their
inspiring stories. Thinning hair and hair loss is a
bigger and more traumatic
issue than people perceive, so
it is a privilege to be able to
help people suffering from
those conditions.
Visit viviscalpro.com and
reach Mark Holland at
Mark Holland, 312-924-0250 or
CEO
mark.holland@lifes2good.com
or lindsay.kenoe@lifes2good.com.

JANUARY 2012 9

The Beauty Industry Report Visit bironline.com

Conkle law firm has served salon industry for 30 years

n 2012, the Conkle, Kremer & Engel law firm

in Santa Monica, CA, is celebrating 30 years
of representing some of the most prominent
names in the professional beauty business.
Beauty Industry Report (BIR) recently
checked in with the firms founder, Bill Conkle,
and its most recent member from the beauty
industry, Mark C. Riedel, to learn how theyre
helping companies succeed.
BIR: How did the Conkle firm get started in
the 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 that
Steve Stefano operated out of his house. We
helped Steve deal with the kinds of issues that
arise for most businesses starting up in the
salon products business. I think we played at
least a small part in Joicos success, and the
word got around. We represented Sebastian
when it was still operated by John Sebastian.
OPI followed, and American International
Industries, Worldwide Cosmetics,
Moroccanoil, PureOlogy and others came
over the years. Recent clients include Pravana,
M&M International, Bosley Professional and
ColorProof.
BIR: Mark, youre a recent addition to the
firm. How did you get your start?
Mark Riedel (MR): In 1998, I was a partner
in a business law firm, and I was asked to
become Sebastians general counsel. I stayed on
when Sebastian merged its U.S. operations with
Wella. In 2003, P&G purchased Wella, and I
remained general counsel for P&G Professional
for five years. I joined the Conkle firm in 2008.
BIR: The Conkle firm is well known for its
aggressive anti-diversion and anticounterfeiting activities. Is that all you do?
BC: No, far from it. While we have
considerable expertise in combating diversion
and counterfeiting, we also have decades of
experience helping large and small businesses
in the salon industry with almost every aspect
of their legal needs. We continue to work with
startup businesses, like Jim Markhams new
line, ColorProof. We help develop the plans
and tools startups need to succeed, beginning
with business formation and development of

10 JANUARY 2012

strong, well-protected trademarks and

copyrights. We help larger businesses with
many of the same types of concerns, and with
the additional issues that arise as a business
grows. The areas of legal service that we
provide to industry participants are too many
to list, but they include negotiating effective
distribution agreements and salon contracts,
supply agreements, licensing agreements, U.S.
and foreign trademark registration and
enforcement, copyright registrations and
enforcement, federal and state government
regulation compliance, acquisitions of
intellectual property, purchase and sale of
businesses, trade secret concerns, marketing
and advertising issues, employment issues and
even artist and model agreements. Were also

Conkle law firm lawyers and staff celebrate

30 years at their
Santa Monica, CA office.
skilled at making sure insurers fulfill their duties
to our clients, which can arise in many
circumstances. And of course, we help design,
implement and enforce effective anti-diversion
and anti-counterfeiting programs, from coding
systems to policing and well-targeted litigation.
BIR: What differentiates your law firms?
BC: Mostly, tenacity and ingenuity. We dont
stop until weve accomplished the clients
objectives. We are dedicated to the salon
industryprotecting brands and stopping
counterfeiters and diverters has been our main
mission for decades. What other law firm do
you know that has its own on-site photo studio
to help clients track codes and to generate
evidence of diversion, decoding and
counterfeiting? We know many of the players
the good guys and the bad guysand we know
how to stop the bad guys. As a result of all

that, weve had a long history of successes

where others have fallen, and the word gets
around. And throughout, we work to keep our
fees low, because we know that our service has
to be cost-effective for the client.
MR: I was general counsel of Sebastian and
P&G Professional for 10 years while it was a
client of the Conkle firm. What stood out for
me when I was in the role of a client was the
excellent value provided by the firm. This firm
provides the best price to quality of service
ratio in the business. Sebastian used some of
the large firms as well, but the Conkle firms
charges typically were 20 to 40% lower than
those of other firms. This is a firm that puts
client service first, and has always been
focused on cost-effective delivery of high
quality legal service.
BIR: As you look back, what are some of your
favorite memories from your practice?
BC: The one thats probably closest to my
heart is one of my earliest, when Steve Stefano
asked us to help protect Joico from a
competitor who was trying to ride on Joicos
success by claiming to be the real Joico. The
competitor would not stop, but Joico stuck to
its guns all the way to trial. When the jury
verdict came in, and awarded $5.5 million in
favor of Joico, the sense of vindication was so
palpable that Steve and several others in the
courtroom wept. For me, that moment
encapsulated what we try to do every day
give everything weve got to help our clients.
Not all of our memorable moments have
been so dramatic, of course. I remember during
a lawsuit against Albertsons for selling
counterfeits, its lawyers got so frustrated with
our staff members finding diverted and
counterfeit products in Albertsons stores that
they sent us a letter prohibiting Conkle firm
employees from even entering Albertsons
stores. That was especially funny because our
office is across the street from an Albertsons,
and we grab a quick lunch there all the time.
Another great moment was after we got
injunctions against Costco for selling decoded
diverted salon products. Costco just could not
believe the injunction by a Los Angeles court
would be effective against it worldwide. We

brought Costco to court on contempt charges

when we found violations of the injunction.
The court ordered Costcos president to fly
down from Washington to attend the
contempt hearing. Just before the hearing,
Costco agreed to settlements that were very
favorable to our clients, but Costco still had to
answer to the judge. Flanked by a platoon of
lawyers, Costcos president appeared in front of
the judge, personally apologized and swore it
would never happen again.
Then there was the time PureOlogy found
out that a product shipment bound for Russia
was about to be diverted back to the United
States. We located the container shipment in
Finland, and used our knowledge of
international commerce to convince the
shipping agent and carrier that PureOlogy was
entitled to prevent the rerouting, so they
stopped the shipment on a dock in Helsinki.
The diverted products were literally frozen as
the container sat through a Helsinki winter,
after which we convinced the shipper that the
products had become defective, so they were
destroyed rather than being shipped anywhere.
We accomplished all that by working the
phones late at night, without filing a lawsuit.
MR: Since I joined the firm three years ago,
weve been working a lot with Moroccanoil,
helping to create strong distribution
agreements and fending off diverters, infringers
and counterfeiters. Weve had some great
successes against wholesale and retail
merchants who sold counterfeit and diverted
Moroccanoil productsweve negotiated many
settlements with both major and minor gray
market participants who have agreed not to
handle Moroccanoil products.
Weve also been working with Moroccanoil
to police sales of diverted, decoded and
counterfeit products on the Internet. Weve
gotten infringing websites taken down and
weve been able to bring offenders to justice in
California. California has some of the countrys
strongest laws in favor of manufacturers whose
products are diverted and decoded. In fact,
one of the great benefits that the Conkle firm
has provided to the salon industry dates back
to when I was a client of the firm. The firm
took on Quality King, Pros Choice and other
diverters, and was successful in getting the first
reported court ruling that salon products are

protected by Californias law that makes

possession or sale of decoded products a
crime. Thats an important anti-diversion tool
that the Conkle firm delivered for the industry.
BIR: Speaking of the Internet, from a legal
perspective, how do you see it affecting the
beauty industry?
BC: While theres no doubt that the Internet
is a useful tool for promotion and marketing of
products, and particularly helpful to new
companies struggling to get their names out, it
has also been a huge problem for the industry.
In salons, professionals can guide consumers
based on their personal attributes and needs,
but the Internet is a place where all products
tend to look like commodities and little
meaningful personalized guidance is available
to consumers. That can damage the image and
reputation of professional salon products
businesses. Rather than talking with a trusted
stylist, the Internet offers product reviews by
authors whose credentials, impartiality and
even identity are unknown. Internet sales of
professional salon products can diminish and
degrade the products and disserve both
consumers and the industry. The distribution
and salon agreements that we prepare
invariably prohibit Internet sales, and we make
those agreements enforceable.
MR: On the other end of the spectrum, we
routinely monitor and police the Internet on
behalf of our clients. Weve developed very
efficient methods of enforcing our clients
rights to protect their intellectual property,
including trademarks and copyrights on
advertising photos or text that have been
copied and posted by diverters on their
websites. For example, weve gotten many
quick take down actions by Amazon and eBay
when we find infringing advertisements of our
clients products. Social media, such as
Facebook and YouTube, have been the most
recent Internet battlegrounds.
BIR: How do you keep current with concerns
of the industry?
MR: Well, of course we read BIR regularly!
Our attorneys and staff members attend major
beauty industry trade shows. Our firm is also a
member of the Personal Care Products
Council, and we participate in their meetings.
But most of all, we stay current through
frequent communication with our clients,

hearing their issues and helping them find

solutions.
BIR: Aside from diversion, counterfeiting and
Internet issues, what other current industry
concerns have you worked on recently?
BC: Salon-only distribution has many
benefits, including motivating distributors and
retailers to be very committed to the product
line. But the distribution plan must be tailored
to comply with federal and state antitrust laws,
which can be hostile to downstream resale
restrictions. For example, manufacturers
sometimes hear that resale price maintenance
might be possible, but such programs can have
serious legal traps for those who launch them
without guidance. Similarly, enthusiastic
marketing departments and distributors
sometimes generate great new ideas for price
promotions or customer restrictions. While
that zeal is laudable, the great ideas of
marketers and even distributors can sometimes
get the manufacturer into legal hot water in
the United States and internationally. Weve
helped several clients avoid that kind of
trouble, often with just some small tweaks to
the proposed promotional program.
MR: Another current issue that comes to
mind is the subject of whether and how salon
products can claim to be organic. A number
of federal and state regulations can affect
whether a product can be labeled organic.
Typically, a high percentage of the finished
product has to be made from ingredients that
are certified organic, meaning the suppliers
have to be independently certified as organic
producers. But that may not be enoughlike
many regulatory issues, this one can get
complicated fast, and a misstep can lead to
regulatory trouble and consumer or competitor
claims of misleading advertising and unfair
trade practices. Last summer, an environmental
group made a splash by filing such a lawsuit
against a number of beauty industry
manufacturers, claiming that their products
were not truly organic as advertised. Weve
helped clients navigate this organic morass
recently, and we expect to see more of those
issues arise.
Learn more about Conkle, Kremer & Engel at
conklelaw.com or call 310 998-9100. Reach Bill
Conkle at w.conkle@conklelaw.com and Mark
Riedel at m.riedel@conklelaw.com.

JANUARY 2012 11

The Beauty Industry Report Visit bironline.com

San Juan Beauty Show attracts more professionals

increases in spite of the challenging Puerto

oberto Paniaguas 15th annual San Juan
Rican economy, which is somewhat softer than
Beauty Show at the Puerto Rico
Convention Center mixes business and pleasure in the mainland. A recent 50% increase in utility
bills has impacted the business, but we are
if you can tag on a couple of vacation days.
more than holding our own. Contributing to
The show draws attendees from many of the
that has been the introduction of the Wella
Caribbean and Central American countries, in
Care and Styling line and Paul Mitchells new
addition to Puerto Rico, plus this year from
mens line, Mitch. Reach Mike at 270-415-3123
France, Italy, Spain and even Saudi Arabia.
or mwilliams@beautysystemsgroup.com.
Another big plus for exhibitors is that similar to
In Puerto Rico, a large number of beauticians
Latinas in the United States, Puerto Rican
operate out of their homes. They save to
women are major users of beauty products of
attend the show and pay in cash, which
all types with an emphasis on hair, and they
exhibitors love. Roberto stated, These kitchen
love to shop, so its no wonder that some of
beauticians constituted 15% of the shows
Wal Marts, Walgreens and Sally Beauty
attendance in our early years. Today, with our
Supplys top grossing units are on the island.
professional focus, we've lost some of them, so
This years showthe third in a row that
we had about 5,000 here.
Beauty Industry Report (BIR) has covered
Roberto said that Puerto Rico has 140
hosted 172 exhibitors, 10 fewer than last year.
beauty schools, including vocational studies,
Roberto explained, As the show has continued
public and private institutes and universities,
to grow, we have placed a greater emphasis on
which creates a good news/bad news
professional products exhibitors in an effort to
situation. The good news is a large number of
improve the quality of product selection and
students attend the show. The bad news is that
education for attendees. This years total
they have limited buying power.
attendee count was unavailable in time for this
Education opportunities overflow. In
report; however, it appeared to be similar to
addition to a full Main Stage schedule, many
last yearbetween 60,000 and 70,000.
exhibitors delivered education in Spanish at
The first person BIR ran into after checking
their booths. For example, Bravo Distributors
in at the Sheraton Convention Center Hotel
was Mike Williams, vice
president of Beauty Systems
Groups (BSG) Southeast territory,
which includes Puerto Rico. He
told me that in spite of BSG no
longer exhibiting on the show
floor, the organization still has a
significant presence with BSGs
VIP meeting room, which was
located just off the show floor
and where it hosted key
accounts. This year, the area also
included a classroom with seating
for up to 150 where attendees
Rusks education was a big hit at the San Juan Beauty Show.
were treated to presentations by
featured Keratin Complex Smoothing Hair
Rusk, American Crew Sebastian, Wella and
Treatment with Juan Carlos Landazabal,
John Paul Mitchell Systems.
Claudia Cea and Vasilios Vassilakis.
Mike shared, Its been three years since we
Caribbean Dreams Jesse Briggs presented,
acquired Belleza Beauty, a distributorship
How to make money behind the chair with
based in Puerto Rico, and we are pleased with
your art. Gabriel Productions Alex
our growth. Our 16 distributor salon
Manfredini showed, Smokey Eyes and
consultants and two stores are generating sales

12 JANUARY 2012

Runway Fantasy Make Up. Additional styling

and cutting demonstrations took place in the
lobby in front of the show floor.
Competitions for both salon professionals
and students are important at the show.
Categories included Creative Haircut and Style,
Fade Haircut with Design for Men, Body
Painting, Nails, Creative Design with Color and
Total Look. Sponsors included Global Keratin,
Rusk, Sally Beauty and Xtreme Styling Gel.
The competitions provide an important
component of salon professionals
developmentboth from participating and
watching what other stylists are creating. These
competitions help professionals and students
get scholarships, experience and better jobs.
Plus, well-educated and experienced stylists
enrich 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 Nest
Coleman & Associates and Nubia Franco from
The Kirschner Group supporting the brands
they represent. All Step Sales David Schloss
and his partner, Ryan Kayser, who represent a
number of brands in Puerto Rico and cover the
Caribbean region and Central America, were
assisting in the Rusk booth and with the
BaByliss distributor. David noted, Rusk did
more business on the first day than it did in
two days at last years show.Added Joe
DeLaCruz, Conairs national sales manager, At
the San Juan show this year and every year our
No. 1 selling item is our Sensories Smoother
Passionflower Leave-in Conditioner. Also
popular was Deepshine Protective Oil
treatment, followed by Deepshine Keratin
Care Shampoo/Keratin Care Smoothing
Conditioner and Keratin Care Deep
Penetrating Treatment. Reach Joe at 518-3304924 or joe_delacruz@conair.com. Visit
rusk1.com.
Ryan added, In addition, the BaByliss Nano
Titanium Irons and Dryers were in demand at
the Conair company booth; at the exhibit of
Del Rio Trading, which distributes BaByliss; and
at Kashi Beauty Supply, which distributes
Conair Pro. In fact, the Volare hair dryer with
its Ferrari motor sold more than 90 units at

the chief facilitator at Exotique, told BIR, Our

$200.00 each!
focus was to bring to market new lines, like
David, who lived in Puerto Rico for 12 years,
Tibolli and Fairy Tales, expand our relatively
added, Because its the only true beauty event
new brands, Keratherapy and Macadamia Oil,
in Puerto Rico, coupled with the importance of
develop our leader brands, including Farouk
beauty in the Latin Culture, and that Roberto
Systems (which dazzled attendees with a show
promotes the show well and attracts major
by Joe & Rocky and Anna Cantu), CND with its
vendors on a consistent basis, salon
groundbreaking Shellac, and OPI. Reach Joche
professionals, as well as local consumers, look
at 787-725-2728 or
forward to the San Juan show.
jochesantiago@exotiquepr.com,
Ryan introduced BIR to
Visit exotiquepr.com.
Yannette Rio, the general
Bravo Distributors distributes
manager of Wonder Beauty
Moroccanoil, Bio Ionic, Pravana
Supply, which returned to the
Naturceuticals, Keratin Complex,
show after an absence. The firms
Brocato and Essie. Owner Jossie
founder, John Rio, passed away
Bravo shared, We accomplished
several years ago, and it was nice
our primary objectives of selling
to see the next generation taking
the exclusive products on each of
over. Yannette shared that
our major brands. Moroccanoils
between appliance sales and the
treatment oil; hydrating shampoo,
strong sales from nail care brands
conditioner and mask; and
OPI, Zoya, Essie, SpaRituals,
restorative mask all sold rapidly.
Geleration, Young Nails and
Jossie also noted, Bio Ionics
Harmony, the firm is doing well.
power light blower, the One Pass
Our nail care category business
has been running 25% ahead of
All Step Sales partners iron, the new Ismooth 450 and
David Schloss and Ryan the Style Winder all sold well.
last year, she said. Reach
Kayser had a busy show. Pravanas Vivid Colors and the new
Yannette at 787-751-1432 or
treatment. the Perfection, sold well. Reach
wbspr@live.com.
Jossie at 787-758-6177 or
Ryan also escorted BIR over to the Del Rio
bravodistributor@hotmail.com.
Trading exhibit, which displayed products by
Sally Beauty Supply, with 41 units
category instead of by brand. Luisa Del Rio,
throughout Puerto Rico, had two exhibitsone
who operates the distributorship with her
featuring the beauty store chains many brands
brother, Antonio, said that their company not
and one devoted exclusively to the chains own
only has a major business selling professional
Ion brand, including hair color, appliances and
products to beauty supply stores, it does
hair straightening/smoothing systems.
substantial business with major retail chains,
Show producer Roberto Paniagua
including Wal Mart, CVS and Walgreens. The
concluded, I am pleased that we elevated the
distributor recently added NYX Cosmetics, a
popular-priced cosmetic brand that is marketed level of professionalism of our show this year
to both the professional beauty and mass retail with more education and better managed hair
and nail competitions. That, in turn, attracted
markets. Luisa said that Every Strand, a
more professional attendees. Now, its time to
multicultural hair care line featuring both OTC
create a new professional yet entertaining
and professional products, such as the Keratin
ambiance for the competitions and the
Polisher for chemically treated hair, is also off
exhibition. We want beauty professionals to
to a fast start. Reach Eddie Schneiderman for
have a show that challenges them to take their
information at 516-459-6432 or
careers to a whole new level. I travel to shows
ed.schneiderman@yahoo.com. Visit
around the United States and Europe, and
houseofbeautyworld.com.
adapt ideas from those shows to ours.
Other exhibiting distributors included
I have produced this show for 15 years, and
Exotique Salon Essentials, Gamar
every year we make improvements. This year,
Distributors, Gerpri Beauty Bravo, Dicar Inc.
we benefited from the full support of Puerto
and Estaban Distributors. Joche Santiago Jr.,

Rico's government in terms of improved traffic

control. The increase in professional and
foreign visitor attendance and the support from
our friends at Sally Beauty and Conair/Rusk
contributed to making this years edition a
success. Plus, the Internal Revenue Service
made it easier for our foreigner exhibitors to
adapt to the Puerto Rican system of income
reporting.
Roberto added, Next year, we will increase
the awards for the professional competition
significantly and develop new areas of
entertainment in which professionals can feel
comfortable doing business. Also, I would like
to bring in well-known hair styling stars to
share their expertise.
Roberto shared that he is involved in
PROSESA, (Puerto Rico governments security
and health program), a project that aims to
bring progress and security for the beauty
professionals in Puerto Rico. We are meeting
with insurance companies so we can give our
friends in the beauty industry more affordable
options of security for their business and
families, creating a new sense of what a beauty
professional actually is. With that idea and
others, we will be giving professionals new
options to maximize their knowledge and
opportunities to run their businesses.
Roberto told BIR he has always had the goal
to make the San Juan Beauty Show as
international as possible. To that end, he has
negotiated a lower hotel rate for international
visitors, facilitated travel and shipping
arrangements and offered incentives to
companies for bringing international talent and
products to the show.
Next year, he plans to overhaul the show
floor, making improvements in decoration,
music, the stages and overall look of the show.
He also plans to make the competition area
more accessible. Finally, technology will play a
bigger role, including an online newsletter
program, a San Juan Beauty Show app, a closed
circuit in which we can broadcast live, and two
more projects he will announce later in 2012.
The next San Juan Beauty Show takes place
November 11-12, 2012. Roberto is also producing
a new show in Ponce, PR, on March 18-19, 2012.
Reach Roberto Paniagua at 787-756-8019 or
sanjuanbeautyshow@yahoo.com, Visit
sanjuanbeautyshow.net.

JANUARY 2012 13

The Beauty Industry Report Visit bironline.com

Expo Latino rebrands as International Beauty Expo

straightening and smoothing products

n October 23-24, Juan Diors International
producing formaldehyde, more brands are
Beauty Expo (formerly Expo Latino)
seeking to get a piece of this lucrative market.
returned to Southern Californias Long Beach
New lines at the show included Gjarrain
Convention Center. The show combines a full
Keratin, an intense protein treatment that
program of education, California, Cosmetology
hydrates damaged hair and eliminates frizz. The
Association (CCA) sponsored student hair
line consists of Brazilian Keratin Aloe Vera
competition, Nailympics nail competitions,
Treatment, Brazilian Coco Chocolate Keratin
Main Stage performances and exhibitors.
Treatment with less than 2% formaldehyde,
This years event had 125 exhibitors filling
Clarifying Shampoo (33.8 ounces), Keratin
more than 165 booths, with KB Beauty Supply,
Sulfate-Free Shampoo and Natural Keratin
the salon division of Jim Fishers National
Conditioner (12 ounces), Gjarrain Keratin
Beauty Group, taking 40 booths spanning the
Almond Serum (3 ounces) and three sizes of
entire length of the exhibit hall. The area
titanium flat irons that heat up and maintain
featured interactive product demonstrations
450. Reach Hicham Elamil, sales manager, at
from 25 manufacturers and five platforms with
951-254-0600 or samy92879@gmail.com. Visit
artists demonstrating cutting and styling
gjarrah.net.
techniques. Jim
Natura Keratin
commented, The show
is a line of
attendance was
thickening and
significantly lower than
smoothing products
expected; however, our
sold exclusively in
overall revenues didnt
the professional
suffer proportionally.
beauty field. The
Ron Steding, KB
line consists of
Beautys vice president
Organic Straighten
of sales and marketing,
System, which
added, The lighter
attendance permitted
Next years International Beauty Expo moves to transforms regular
June 24-25 in Long Beach, CA.
curls, thick curls or
us to make deeper
all other types of hair into straight hair. The
connections with licensed cosmetologists and
company also offers a formula for straightening
students, and our exciting Wheel of Fortune
multicultural hair (32.8 oz./list $220.00) and a
promotion has driven attendees to our stores
low formaldehyde formula (32.8 oz./list
and call centers. Reach Jim at 562-866-8273 or
$260.00). The USA Keratin salon products line
jim@barbarasbeauty.com. Visit kbbeauty.com.
Some of the other larger exhibitors included includes shampoos, conditioners and styling
tools. Reach Enrique Valdivieso at 561-218-1546
Sweis Inc., Fasham Distributors, Sally
or info@usakeratin.com. Visit usakeratin.com.
Beautys Ion Color Brilliance, Nubar Nail
Lizzo is a hair care line made in Mexico that
Products, Hoyu America (Sammy and Bigen
uses fruit blends in its frutherapy. The line
brands), Global Keratin, Natura Keratin, Enzo
includes hair therapies, finishing products, hair
Milano, Le Chat, L'izzo, Ian Zachery, Dolce
straighteners, hair-body products, treatments
Milano, Cinderella Hair, Conair/BaByliss and
for hands and feet, and styling tools. The
Hot Tools. The show attracts a number of
company is seeking U.S. distributors. Visit
Southern California based distributors. In
lizzointernacional.com.
addition to the Sweis Inc., Fasham Distributors
Hassan Dummar operates both a master
and National Beauty Group, other distributors
distributorship (Farvital USA) as the exclusive
included Caprichos Salon and Spa Services,
U.S. distributor for the Ian Zachary Hair Color
Joseph Lamar Salon Services, Dummar &
line, which it imports from Spain and a salon
Company and Envy Nails Supply.
products distributorship headquartered in San
In spite of the negative press about keratin

14 JANUARY 2012

Marcos, CA, which covers the San Diego metro

market and north into Orange County. At the
show, Hassan debuted USA Silky Protein
Cosmetic Researchs USA Silky Smoothing
Treatment, which reduces frizz and curl while
adding shine, silkiness and condition. The
treatment leaves the hair more manageable,
smoother and easier to style. The line consists
of Protein and Golden Honey Hair
Treatments (16 oz./list $160.00; 33 oz./list
$300.00), After Care Shampoo (12 oz./list
$9.00; gallon/list $24.00); After Care
Conditioner (12 oz./list $9.00; gallon/list
$26.00), Argan Oil (5 oz./list 14.99), Almond
Serum (3 oz./list $11.00) and Hot Oil Masks in
milk & honey, fruit, avocado and olive (15
oz./$10.00; 33 oz./list $18.00). Reach Hassan at
760-891-0824 or dummar1@att.net.
Vincenzo Sorrentino, CEO/president of
Dolce Milano, told BIR, We created buzz
about our Dolce Milano product line by
demonstrating how hair spray does not stick to
our styling tools. We showed stylists how to
create volume using our Mini Crimper (SRP
$80.00/show price 40.00). We also showed
stylists how our products can help them be
better. Dolce Milanos team also created
elaborate updos with only the companys
styling productswithout styling toolson the
Main Stage. Featured products included
Medium Hairspray (10 oz./SRP $25.00), Strong
Hold Hairspray (10 oz./SRP $25.00), Shock Me
Straight (4 oz./SRP $28.00). Reach Vincenzo at
949-743-1188 or vincenzo@dolcemilano.com.
Visit dolcemilano.com.
BIR chatted with show producer, Juan Dior,
who in spite of a number of unhappy exhibitors
on the buyer turnout at the show, was pleased
with the overall show results. He said, The
show was a success. We tried our best to make
it a great show. Next year, we will increase our
promotional activities and our advertising in
various trade magazines to reach out to more
stylists. We will also continue to increase the
number of educational classes.
Next years show is scheduled for June 2425, 2012. Reach Juan at 562-802-7471 or
info@international-beautyexpo.com. Visit
international-beautyexpo.com.

News continued from page 4

Natural Resources Cosmetics Veris brand

offers hair care products made with Dead
Sea salt, fruit extracts and algae. Keratin
and Ceramides Mud Shampoo (25.5 oz./
SRP $14.75) restores strength and elasticity,
leaving the hair silky and shiny. Keratin and
Ceramides 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 it
smooth, silky and shiny. Contact Noga
Friedman at 305-333-8865 or
n.r.care@gmail.com. Visit nr-care.com.
White Sands Stuck Up Mega Hold
Hairspray has a new bottle design featuring
an iridescent, pearlized white can paired
with silver accents. It offers staying power,
volume, thermal intelligence and the ability
to comb through the hair after each styling.
The more heat thats applied, the shinier the
hair becomes. It repels moisture, banishing
frizzy and limp hair (10 oz./SRP $24.00).
Reach Noel Salas, COO, at 949-206-1300,
ext. 25, or noel@whitesandsproducts.com.
Visit whitesandsproducts.com.

CHI launches two styling iron designs. The

CHI Aurora Limited Edition Ceramic
Hairstyling Iron mimics the kaleidoscope of
colors displayed by the Aurora lights in the
Northern and Southern hemispheres. The
CHI Pink Mist Limited Edition Ceramic
Hairstyling Iron features faux water
droplets. CHI 44 ceramic plates produce
moist heat, far infrared and negative ions to
seal in moisture and eliminate frizz and
static. Professional features include a 9-foot
swivel cord, beveled floating ceramic plates
and quick flash LED heating unit. Each comes
with travel sizes of CHI 44 Iron Guard and
CHI Helmet Head Finishing Spray (SRP
$160.00). Reach Jason Yates, vice president
of sales and marketing, at 800-237-9175 or
jason@farouk.com. Visit farouk.com.

The Izunami KTX450 delivers smooth hair,

thanks to its Kyocera MCH heater thats
stylist-set at any temperature ranging from
200 to 450. The titanium plates get hot in
a hurry and stay where theyre set. Plates are
extra-long and wide and non-adhesive,
which means clingy chemicals cant adhere
to the surface and cause bacterial growth or
dirty plates. The KTX450 features a 9-foot,
tangle-free swivel cord, friction-free floating
plates and a super slim, wrist-friendly design
(list $150.00). Reach Peter Lim, senior sales
manager, at 866-455-0777 or
peterl@izunami.com. Visit izunami.com
Spornette Internationals new round brush,
the Smooth Operator, has a one-piece
seamless handle so hair doesnt get caught
at the neck. The rapid-dry ceramic barrel
retains and distributes the heat, as the
tourmaline ionic bristles hold and condition
the hair. It comes in four sizes#3365 2-inch
diameter (SRP $12.50), #3370 2.5-inch
diameter (SRP $14.50), #3375 3-inch diameter
($16.50) and #3377 3.5-inch diameter ($20.00)
For samples, reach Jeffrey Sporn, regional
sales manager, at 800-323-6449 or
j79spo@aol.com. Visit spornette.com.
Bio Ionic launches its G-Luxe Collection of
tools (SRP $130.00), including the G-Luxe
StyleWinder Rotating Styling Iron plus a
free thermal pouch and the G-Luxe
FreeStyle Iron plus a free FreeStyle Mini
Iron. Both irons contain Bio Ionics exclusive
NanoIonic mineral in the plates, which have
been upgraded to titanium gold (SRP
$135.00). Reach Jay Jacobs, executive vice
president/general manager, at 323-525-3001
or jjacobs@bioionic.com. Visit bioionic.com
Turbo Power provides two dryer models
that are compact, light and ergonomic. The
Twinturbo 3500 Ceramic and Ionic is small
and lightweight. Its 2000-hour K-Lamination
Motor emits 73 cubic meters of air per hour
for fast drying. It has four temperatures, two
speeds, an anti-overheating device, a
removable stainless steel filter and three
meters of strong cable (SRP $137.00). The
Twinturbo 3800 Ionic and Ceramic is eco-

friendly with recyclable components. It

includes a patent-pending built-in silencer
for noise reduction and the punch of the
2000 hour K-Lamination Motor (SRP
$229.00). Contact Damiano V. Petruccelli
,Jr., sales manager, at 718-961-0767 or
damianojr@turbopowerinc.com. Visit
turbopowerinc.com.
Newell/Rubbermaid launches the Solano
smoothcurl450 professional marcel
curling iron and the smoothcurl450
professional spring curling iron, both
available in -, 1- and 1-inch sizes. The
smoothcurl450 marcel iron instantly heats
up to 450, is ceramic and ionic with
tourmaline, has digital controls and an
ergonomic finger rest (list $59.00/SRP
$79.00). The smoothcurl450 spring version
also heats up to 450, has a safety spring
barrel, an easy cool grip and a locking/
rotating wand (list $59.00/SRP $79.00).
Contact Kelly Connors, sales manager, at
816-853-7183 or
kelly.connors@solanointernational.com. Visit
solanointernational.com.
Oster Professionals new Turbo 77 is a
black and chrome clipper with a powerful
motor that handles all hair textures and
types, and a turbo setting that allows for an
extra boost of cutting power. Featuring a
wear-resistant 000 Diamox coated
detachable blade and the option to fit 11
additional sizes and types, the Turbo 77
offers a regular speed setting, as well as a
turbo boost. A rubberized grip and
ergonomic design allow for all-day cutting
with zero fatigue, while the 10-ft cord offers
increased mobility. A zippered storage case,
cleaning brush, lubrication oil and a service
tool are all included (# 76077-310-000/
list$199.99). Reach Ileana Moyer, group
marketing manager, at 561-912-4828 or
imoya@jardencs.com. Visit jardencs.com.
The new Fromm Premium Wicked
Collection includes a Pixie 5-inch shear
crafted from German steel, has offset
handles and hollow-ground, beveled blades.
It includes a free Fromm Wicked Texture
News continued on page 16

JANUARY 2012 15

The Beauty Industry Report Visit bironline.com

News continued from page 15

Razor with an articulated joint and

lightweight, non-slip handle; a free 5-inch
Wicked Thinner and a free studded shear
case that holds eight shears with a zipper
pouch for blades, clips and accessories (list
$129.99 while supplies list). For more
information, reach John Lenz, vice president,
at 800-323-4252 or jlenz@frommonline.com.
Visit frommonline.com
Gold N Hots Professional Ceramic Spring
Irons received a makeover, and the results
are reflected in a new look, better features
and updated technology. Each iron now
features dual voltage, allowing for use
anywhere in the world. The improved
ceramic barrel helps seal in moisture, leaving
the hair soft and silky. The Rheostat control
dial offers a temperature range from 200 to
460 with faster and higher heat-up than its
predecessor. The Gold N Hot Professional
Ceramic Spring Curling Irons (SRP $34.99)
are available in -, -, 1-, 1- and 1-inch
barrels. Each spring iron features an on/off
switch with power indicator light, cool tip
and cool touch thumb press, an 8-foot
tangle-free swivel cord and a built-in safety
stand. To learn more, contact Tom Gebhart,
senior vice president and general manager, at
tgebhart@belsonus.com or 915-225-4899.
Visit belsonus.com.
Spornette Internationals Fahrenheit 464
brush collection features heat-resistant
nylon bristles that can stand up to 464, so
they can be used while performing keratintype treatments. The brushs ceramic barrel
distributes the heat evenly, while the boar
bristles add shine and smoothness to the
hair. The brushes handles contain a
removable sectioning pick. Brushes are
available in three sizes: #464-5 2-inch
diameter (SRP $17.50), #464-10 3-inch
diameter (SRP $21.00) and a vent brush
#464-15 (SRP $21.00). A counter display
(#464-D) is available and includes three of
each of the brushes. For more information,
reach Bonnie Sporn, publicist, at
800-323-6449 or brushmaven@gmail.com.
For samples and more details, visit
spornette.com.

16 JANUARY 2012

Andis Companys Ultra Adjustable Blade

Clipper is designed with an ergonomically
designed shape to fit comfortably in the
hand, helping the clipper feel lighter and
decreaseing fatigue for the stylist. Its part of
a 13-piece kit with everything needed for a
professional haircut. Its equipped with a
powerful magnetic motor that is cool and
quiet. For flexibility in styling, the clipper
comes with six attachment combs
(#18480/SRP $28.50). For more information,
reach Gary Stanczyk, vice president of
sales, at 800-558-9441 or
gstanczyk@andisco.com. Visit andisco.com.

Haken launches botanical spa pedicure

products for salon/spa and home use. They
are free of parabens and dyes, and infused
with eucalyptus and peppermint essential
oils to soothe and relax the mind, body and
soul. The 5-piece Eucalyptus and
Peppermint Spa Pedicure Package
(SRP $60.00) includes Foot Massage Butter,
Mineral Spa Foot Soak, Foot Massage Oil,
Yogurt Mud Mask and Exfoliating Sea Salt
Scrub. For more information, contact Scott
Haken, owner, at 800-553-3022 or
scott@hakenusa.com. Visit hakenusa.com.
The Fabeaulous Feet Pedicure System
(starter kit/SRP $90.00) features a cordless
electric hand piece complete with an LED
light, 7.2 lithium-ion battery power with a
charging base and disposable hygienic
application discs for versatile use in nail
polishing, touch-ups and foot skin care, such
as callous reduction. Each kit comes with a
hand piece disc head, a set of 24 disposable
polish discs and a set of 24 skin removal
discs. Larger sets of discs, Pericone
accessory, files with a tri-ball accessory and
an LED MagniVac lamp can be purchased a
la carte. For more information, contact
William Johnson, president, at 403-488-7579
or info@fabeaulousfeet.com. Visit
fabeaulousfeet.com.

Cures by Avanc introduces Stress Relief

Sea Bath, a fusion of seaweed, petitgrain,
basil, sesame, lavender, sage and chamomile
essences (6 oz./SRP $30.00), and Muscular
Ease Massage Oil, a blend of massage oil,
juniper, rosemary, melissa and lavender oils
to melt away tension (8 oz./SRP $35.00).
Reach Dee DeLuca-Mattos, vice president,
at 201-797-9101 or
deedm@depasqualeco.com. For more
information, visit curesbyavance.com.
AminoGenesis Counter Clockwise helps
improve the appearance of fine lines and
wrinkles (.5 oz./SRP $40.00). Tripeptinon,
called face lift in a capsule, lifts, firms and
strengthens facial connective tissues
(.45 oz./SRP $79.00). Cocoon Total Body
Emollient, the original version of the
AminoGenesis amino formula, offers 17
plant-derived amino acids to nourish the
skin (8 oz./SRP $44.00). Reach Bill Sharp,
executive director, at 877-523-4455 or
aminogenesis@aol.com. Visit
aminogenesis.com.
Dermelect Cosmeceuticals uses the
regenerative properties of stem cells from
the Swiss Alpine Rose, a high-altitude robust
botanical, to address aging, wrinkling and
fine lines. Resurface Stem Cell
Reconstructing Serum (1 oz./SRP $75.00)
protects skin stem cells by neutralizing free
radicals and skin stressors. Resilient Stem
Cell Regenerating Treatment (1 oz./SRP
$79.00) is a rich cream that provides a barrier
to the damaging factors that break down
stem cell production. Resurgent Stem Cell
Firming Activator (1 oz./SRP $39.00) is a
dual function, complexion transformer that
acts as a finishing application, promoting
youthful skin texture. Contact Amos Lavian,
president, at 516-813-4250, ext. 101, or
amos@dermelect.com. To learn more, visit
dermelect.com.

Applied Skin Technology, producer of the

Dermagenics Physician Formulated Skin
Care line, offers Purifying Smart Cleanser,
which removes makeup and maintains a
natural pH balance (6 oz./SRP $35.00). Ultraintensive moisturizers include Anti-Aging
Moisturizer with Peptides (1.7 oz./SRP
$85.00), Mega-Hydrating Mens Anti-Aging
Cream (1.7 oz./SRP $85.00) and Revitalizing
Collagen Recovery Cream with Peptides
(1.7 oz./SRP $85.00). For sun protection, the
Sun Savvy Solar Shield 20 SPF is waterresistant and provides 95% UVA-UVB
protection (4 oz./SRP $45.00). Reach
Sabrina Gray, sales and distribution
manager, at 888-988-3376 or
sabrina@dermagenics.com. Visit
dermagenics.com.
Emylee Body Care Products provide a
cruelty-free, non-animal tested, tattoo safe
and environmentally responsible skin care
line. Featured products for tattooed skin are
Tattitude Parfum Oil for Women
(1.7 oz./ SRP $49.99), which contains zero
alcohol, natural moisturizers and rich vanilla
notes, and the Tattoo Aftercare Healing
Lotion (8 oz./SRP $9.99) for newly healing
tattoos, created with anti-inflammatory
witch hazel, zinc oxide for UV protection
and tea tree oil, which promotes healing
process. Contact Jennifer Thorpe, vice
president of marketing and research, at
347-692-2639 or
jennifer@bodycarebyemlyee.com. Visit
bodycarebyemylee.com.
Lamu Cosmetics, Inc.s Anti-Age Caracol
Crme (50 ml/SRP $89.95) is a facial care
cream blended with Chilean snail secretion,
known for its ability to regenerate organ
tissue, and a combination of enzymes and
European peptides that aids in skin health
and appearance. Contact Gina Im, vice
president of global marketing, at 714-357-7371
or ginaim@lamucosmetics.com. Visit
lamucosmetics.com.
PFB Vanish is a roll-on gel, formulated to aid
in the relief of ingrown hairs and razor burn/
bumps resulting from shaving, waxing,

electrolysis and laser hair removal. PFB

Vanish gently exfoliates skin cells to lift
ingrown hairs above the skin line, reducing
swelling and redness due to irritation. The
roll-on applicator, enhanced by antibacterial ingredients and exfoliants, is
available in two retail and one professional
size (2-oz. roll-on/SRP $14.95; 4-oz./SRP
$20.95 and 16-oz. pour spout/SRP $51.95).
PFB NumbIt, a topical anesthetic that
works in less than 10 minutes, lasts up to 30
minutes and leaves no film (1-oz. gel/SRP
$24.95). Reach Ottmar Stubler, president, at
877-225-0233 or pfb@pfbvanish.com. Visit
pfbvanish.com.
Comodynes Self-Tanning Sachets provide
an even, safe and clean tan in less than three
hours, and give a natural, healthy skin tone
(8 packs/SRP $17.99). For darker tones, SelfTanning Intensive is for even, deep tans,
and is blended with a paraben-free
moisturizing complex that keeps the skin
soft (8 packs/SRP $17.99). Hydra Tanning
Body Moisturizing Summer Glow body
lotion moisturizes the skin, while leaving a
natural and uniform sun glow that lasts up
to 24 hours (6.76 oz./SRP $25.00). To learn
more, reach Alla Dorodny, Zephyr Pacific
Distributors marketing director, at
818-551-0209 or ephyrpac@yahoo.com. Visit
comodynes.net.
Sarah Tay introduces Tay Clean and Pure
Revitalizing Cleanser with shea butter, a
natural organic skin care blend that is free of
parabens, petrochemicals, synthetic
fragrances or dyes, phthalates or propylene
glycol. Ingredients focus on antioxidant-rich
properties that address aging signs, are
vegan-certified and meet many ecologically
sustainable standards, such as recyclable
packaging and use of wind power in
manufacturing (125-ml. bottle/SRP $28.00).
Other products include Purifying Botanical
Water with Grapefruit Extract (125 ml./SRP
$28.00) and the Essential Oils Bar Soap in
Clean Orange (8.8 oz./SRP $16.00). Contact
Stephanie Tsai, president, at 646-528-4995
or steph@inkandpress.com. Visit
tayeveryday.com.

COHBE introduces Purederm creamy facial

masks, hair masks, facial patches, sheet
masks and wash-off masks in a variety of
botanical oils. Purederms treatments are
designed for skin and hair hydration, deep
cleansing and nourishment. Cleaning and
applicator accessories include remover pads,
eye pads, cloths and tissues. Reach Joseph
Cho, vice president of sales, at 310-513-9828
or joseph@cohbe.com. Visit cohbe.com.

Nexagen introduces BDellium Tools

professional antibacterial and eco-friendly
makeup brushes in four lines and sizes:
Maestro Series, Studio Line, Travel Line
and Green Bambu. Maestro Series have all
nickel plated brass ferrules and all black
lacquered birch wood handles. Studio and
Travel Line are made with anodized
aluminum ferrules and seven layer lacquered
birch wood handles. Reach Edward Kim,
vice president, at 562-802-7688 or
ekim@bdelliumtools.com. Visit
bdelliumtools.com.
LashFood, a division of JB Cosmetics
Innovative Eyelash Solutions, is a natural
eyelash conditioning system that restores
and grows longer, thicker and stronger lashes
and brows, protects sensitive skin with safe
natural ingredients and is prostaglandin-,
gluten- and cruelty-free. The Nano-Peptide
Natural Eyelash Conditioner (5 ml/SRP
$80.00) transforms frail brittle lashes into
vigorous lashes. The Nano-Peptide Eyeliner
(4 ml/SRP $20.00) conditions lash roots to
create healthier lashes. The Original
Natural Eyelash Conditioner (8 ml/SRP
$90.00) is formulated specifically for
sensitive skin, eliminating concern for
irritation and stinging. For more information,
contact Faith Kim, global market and sales
manager, at 800-748-5168 or
faith@jbcosmetics.com. Visit lashfood.com.
News continued on page 18

JANUARY 2012 17

The Beauty Industry Report Visit bironline.com

News continued from page 17

Leslie Munsell created Beauty for Real,

featuring cosmetic formulas that are
wearable, simple, straightforward and
fashionable. See the Light! Illuminating Lip
Gloss is loaded with plant-derived
antioxidants, like green tea and grape seed
extracts, that deliver regeneration and antiaging capabilities and comes in 11 shimmering
shades (applicator/SRP $22.00). For healthy
and luxurious lashes, Miracle Mascara!
achieves long, full, dark, curled and shiny
lashes. It includes carnauba wax for building
volume and shape, collagen for strength and
resilience and vitamin E for antioxidants and
growth (SRP $23.00). Reach Stephanie Giles,
vice president, at 305-582-5577 or
stephanie@beautyforreal.com. Visit
beautyforreal.com.
WunderCover is a line of camouflage
concealing cream, mineral makeup,
accessories and brushes that cover skin
imperfections, including broken capillaries,
blemishes, rosacea, varicose veins, under eye
circles, bruises and some tattoos.
Formulated with natural minerals and plant
extracts, such as apple, horseradish and
oatmeal, products conceal while soothing,
hydrating and protecting skin. WunderCover
Coverage Crme 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 of
Brush Up With Barbara, LTD., at
561-845-3236 or kimberley@brushup.com.
Visit undercover.com.
Valvari Premium Private Label Lip Gloss is
formulated with natural, healing, organic and
wild-crafted ingredients, and is packaged in
elegant bottles with click-tight wands and
convenient side mirrors. Blended in 10
glamorous colors, Valvari Lip Gloss with your
label can be showcased in an attractive
display with hygienic tester wands and
disposable tester wands, all in a customized
portable kit (SRP $300.00). Contact Neily
Messerschmidt, CEO, at 949-365-6150 or
neily@valvari.com. Visit valvari.com.

18 JANUARY 2012

Mirabellas collection of brushes and tools

provides brushes in a range of shapes and
sizes to help with anything from dusting on
blush to creating contours. The line includes
Powder Brush (SRP $38.00), Foundation
Brush (SRP $38.00), Kabuki Brush (SRP
$39.00), Blush Brush (SRP $32.00), Crease
Brush (SRP $26.00), Detail Brush (SRP
$20.00), Blending Brush (SRP $27.00), Brow
Brush (SRP $25.00), Liner/Camouflage
Brush (SRP $24.00), Covered Lip Brush (SRP
$29.00), Sharpener (SRP $8.00), Disposable
Sponges (SRP $8.00). Reach John Maly,
president/owner, at 661-702-9910 or
jmaly@mirabellabeauty.com. Visit
mirabellabeauty.com.

W.R. Rayson introduces two superabsorbent, 100% biodegradable towels. The

white Envi Towel (#22-30-2290) replaces
cotton terry towels. It prevents cross
contamination between clients while
eliminating expensive laundering. The black
Hi-Lite Towel (#22-90-2295) was created
especially for hair treatments where stains
are a concern. Super absorbent and 100%
biodegradable, it doesnt show stains. Both
are packaged 20 pieces per pack (list $9.80).
For free samples, reach Wendy Watts, vice
president of administration, at 800-526-1526
or wwatts@wrrayson.com. Visit
wrrayson.com
Color Stop Neutralizing Wipes remove
processed hair color from highlights,
lowlights, root touch ups and tint backs. Not
only 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 or
heathershawn@live.com. Visit
colorstopproducts.com.
The Pin Comb is a teasing comb that has
been patented for its design. It is used for
backcombing and to give hair volume. The

stainless steel teeth are designed to reduce

hair and shaft damage in the process of
teasing. The ball tips help lock in teased hair
and also help create a smooth finish. Reach
Maree Andre, stylist and instructor, at
800-542-7008 or orders@sbcglobal.net. Visit
mareeandre.com.

Jeff Cohen expands his western distribution

operations with the opening of Mountain
Star Salon Services. John Mulgrew, general
manager, sent BIR this update, I am
embarking on a new career in the beauty
business as a distributor. Mountain Star
Salon Services opened November 14
covering Colorado and New Mexico. Our
lines are Moroccanoil, Mop, Difiaba Hair
Color, Zerrans RealLisse 100% vegan nonkeratin, non-formaldehyde smoother, Je
Veux, Color Design USA and more to come.
We have five sales people and are looking to
add one to two more. We have an 800square-foot store on site, as well as an
educational center that can accommodate
50 to 60 theater style for demonstrations or
15 to 20 for hands-on workshops. John
added, Our store, offices and warehouse
officially opened on December 5, and we
are planning a grand opening to the salon
community at the beginning of 2012. Johns
operation follows Western Star Salon
Services, which opened in April 2010 and is
operated by Larry Lash. Reach John at
720-274-7100 or j.mulgrew@comcast.net.
Larry has been involved in California
salon products distribution for a number of
years, initially in management at KMS
Research Labs and then with KPPS after
KMS sold to Goldwell GMBH, when he
became general manager of the companys
direct-to-salon distribution on the West
Coast with a sales force of 70. Last year,
Larry launched a new distribution company
in California. Western Star Salon Services is
a boutique distributorship committed to
professional salon products and offering an

alternative to the large, mega-branded

distributors in the state. Western Star Salon
Services currently represents Moroccanoil,
Difiaba Color, Je Veux, Zerran
International Haircare, Color Design USA
and the Grooming Lounge for Men.
Larry stated, We are focusing on the
metro markets of Los Angeles, San Francisco
and Sacramento and have slots for 10 DSCs.
Plans include expanding into Orange County
and then San Diego. Reach Larry at
949-573-0211 (cell) or llash@westernstar.com.
Visit westernstarsalon.com.
Fernanda Pimentel, master distributor for
Zerran International in Canada, announces
that Ottawa Beauty Supply Company
(OBSCO), headed by president Mark
Vaughan, will distribute Zerran Hair Care
products throughout Ottawa, Eastern
Ontario and Western Quebec. In support of
the launch, Zerran Canadas head trainer, Bob
Richardson, conducted a day-long training
session on Zerran RealLisse, the semipermanent vegan hair smoothing system,
with OBSCO educators and select stylists.
Reach Mark at 613-241-1515 or
mark@obsco.ca. Visit obsco.ca. For
distribution opportunities in Canada, reach
Fernanda at 905-625-8460 or
fernanda@fernandas.com. Visit
zerrancanada.com.
Global Spalon Distributors is a new
regional distributor in Alabama, Georgia,
Tennessee and Arkansas. Led by Thea
Sterling, director of sales, the firm
distributes Naked Haircare by Essations,
All-Nutrient Haircolor, Crisace Hair
Extensions, Hair Feathers, Crystals &
Flairs, Jane Carter Solution and Black
Velvet. Based in Birmingham, the
organization is looking for experienced
regional salon consultants and freelance
educators. Reach Thea at 205-434-2370 or
thea@globalspalon.com.
The parent company of the Marcia Teixeira
brand, M & M International, Inc., adds
Inocorp to its world-wide distribution
network that covers 50 countries. Rajesh

Iyer of Market Makers, Mumbai, India, has

been appointed as the exclusive agent for
the companys Indian operation. The United
States Consulate General, a division under
the U.S. Department of Commerce, joined
the companies for the official signing of
their distribution and agent agreements.
Reach Marcelo Teixeira at 561-272-8443 or
marcelo@braziliankeratin.com. Visit
braziliankeratin.com
Ecru New York and New York Streets, two
professional hair care brands from
DePasquale Companies, presented an
educational Fashion Week-inspired runway
show in Spain to kick off their partnership
with ForHairProd. The brands International
Artistic Team, including creative designer
Lisa Lobosco and artistic designers Emilie
Luciano and Roula Gizas, presented their
collection of treatment and styling products
while demonstrating styles, cuts and trends.
The event concluded with a high-fashion
runway show. The event was a huge
success, and were so glad that Ecru New
York and New York Streets stylists were able
to present and showcase their products.
Their team of designers was a great source
of inspiration and creativity for the many
salons and stylists who were present, said
Gil Carlos Aragon, owner/general manager
of ForHairProd. Reach Mark DePasquale,
global market manager of ECRU New York
and New York Streets, at 800-724-4247 or
mdepasquale@depasqualeco.com. Visit
depasqualeco.com
Andis Company, offering a professional line
of trimmers, clippers, and grooming kits, is
being introduced to India by Partners in
Distribution (PID), India, which specializes
in distributing salon products to the Indian
marketplace. The personal care and
grooming market in India is growing at a brisk
pace, notes Matthew Andis, president/
CEO of Andis. We are eager to share the
quality of our professional line with
barbershops and salons throughout India.
Our goal is to be the premier line in India.
For more information about Andis, visit
andisco.com.

Max Wexler, chair of the Professional

Beauty Association (PBA), suggests using
these three upcoming opportunities to
mentor a beauty professional. The only way
for our industry to continually advance is to
nurture young talent, he explains. As
manufacturers, distributors and salon/spa
owners, we need to help young and talented
hair stylists, nail technicians and other
licensed professionals take their careers to
the next level. Get started now! Think of
someone you believe would be good for
one of the following programs, then
encourage them and help them to enter.
New Hair Competitions at the
International Salon and Spa Expo Long
Beach (January 28-30): Open to students
(juniors) and licensed professionals (seniors),
these competitions offer the opportunity to
win cash, prizes, and prestige. Plus, the
seniors competitions serve as the official
tryouts to win a place on Team USA at the
2012 OMC HairWorld competition in Milan,
Italy. ISSE Long Beach will also host its
popular nail competitions, which also offer
cash and prizes. Visit probeauty.org/isselb.
New North American Hairstyling
Awards (NAHA) Newcomer Stylist of the
Year category: Stylists with less than three
years of experience as a licensed
cosmetologist are welcome to enter their
best work. This category is designed to
bridge the gap from Student Stylist of the
Year to Hairstylist of the Year. Entry deadline
is February 9. Visit probeauty.org/naha.
Beacon: Created specifically for the
nations best and brightest cosmetology
students, Beacon takes place in Las Vegas
during PBA Beauty Week (July 21-24), where
Beacon students meet and network with the
industrys top professionals, learn about
career opportunities and take part in the
NAHA celebration. Entry deadline is March
2. Enter at probeauty.org/beacon.
For educational opportunities all year,
visit PBAs on-demand education portal,
BeautyU, at probeauty.org/education.
News continued on page 20

JANUARY 2012 19

The Beauty Industry Report Visit bironline.com

News continued from page 19

ICMAD will host its annual Cosmetic

Technical Regulatory Forum on February 16
at 8 a.m at the Balboa Bay Club and Resort
in Newport Beach, CA. Sessions and their
hosts include David Steinberg of Steinberg
& Associates speaking on import/export
issues for the industry; Carl Geffken of Carl
Geffken Consultants and Jean-Jacques
Bourgois of Biorius discussing the EU
Recast Update; Sharon Blinkoff of Venable
Group and Craig Weiss of Consumer
Product Testing Co. explaining new
sunscreen rules and more. Reach Marilyn
Mages, ICMAD marketing/communications
coordinator, at 847-991-4499 or
mmages@icmad.org. Visit icmad.org.

Beauty Systems Group (BSG) will support

the International Salon and Spa Expo in
Long Beach, CA, and the new fall/holiday
show, ISSE Midwest, in 2012 and 2013. BSGs
support is expected to substantially increase
attendance and exhibitor participation. ISSE
Long Beach 2012 takes place January 28-30
and ISSE Midwest in the Chicagoland area
takes place November 4-5. ISSE Long Beach
2013 is scheduled for January 26-28, 2013,
and ISSE Midwest 2013 will take place
November 3-4, 2013. BSG will be proactively
promoting and selling attendee tickets to
both shows through its large network of
professional sales consultants and point-ofsale channelsCosmoProf and Armstrong
McCall stores. In addition, BSG and the
brands it represents will have a strong
presence on both show floors, occupying an
estimated 8,000 square feet of exhibit
space. Reach Toni Davis at 800-468-2274 or
toni@probeauty.org. Visit probeauty.org/isse.
Cosmetologists Chicago (CC) invites the
professional beauty industry to celebrate its
100 Years of Beauty at Americas Beauty
Show, March 3-5, at McCormick Place in
downtown Chicago. CC recently announced
that Chicago Mayor Rahm Emanuel has

20 JANUARY 2012

confirmed that the labor unions serving

McCormick Place Convention Center have
agreed to permanently maintain the work
rule changes at America's largest exhibition
facility that were implemented last year by
the Illinois State Legislature. Permanent
McCormick Place labor reform changes for
exhibitors include:
The Exhibitors' Bill of Rights, which
allows exhibitors to do their own work in
any size booth, using their own ladders or
hand tools, cordless tools, power tools and
other tools;
Key Expanded Straight Time (Monday
- Friday) restores the first eight hours of
labor to straight time regardless of call start
between 6:00 am and 10:00 pm;
Auto/Small Utility Vehicle Usage
exhibitors may operate, load and unload
their own vehicles at McCormick Place
docks and designated loading areas;
Crew size reductions allow work at
McCormick Place to be done by 2-person
crews rather than the previously required 3person crews;
Electrical Contractors will be
independently chosen by show organizers
via competitive bidding, eliminating
mandated in-house electrical supply and
thereby reducing rates.
There will also be a new floor service
provider with lower prices, free Wi-Fi
through the facility and reduced parking
rates at surface parking lot B.
In the next two years, exhibitors can
expect Hyatt Regency McCormick Hotel
Expansion with 461 additional sleeping
rooms and a CTA El/subway stop at
McCormick Place with connections
throughout Chicagos Loop, making it easier
for both exhibitors and attendees to costeffectively travel to Americas Beauty Show.
CC celebrates its 100th anniversary in
2012. One of the most remarkable people to
make Chicago his home was Leo Passage, a
hair designer, educator, champion
hairdressing competitor, CC member and
entrepreneur. Leo founded Pivot Point
International, a world leader in
cosmetology education, in Chicago 50 years
ago in 1962.

To memorialize his contributions, CC will

present an annual Leo Passage Gold
Trophy to the top cumulative point-winner
in the associations Stars Photo
Competition. Crafted after the prestigious
Original Gold Trophy that CC awarded for
many years at its Midwest Beauty Show
(now Americas Beauty Show), the Leo
Passage Gold Trophy will be engraved with
each years winning name and be displayed
at Pivot Points world headquarters and
academy campus in Evanston, IL. Each Leo
Passage Gold Trophy recipient will receive a
replica of the permanent trophy, along with
a cash award of $1,000. Reach Kate Cicela at
Vi Nelson & Associates at 312-944-1262 or
kate@vinelson.com. Visit
americasbeautyshow.com for registration
and travel information.
Thanks to SeGeCos, the show producer, for
the following report from Cosmoprof Asia,
which took place at the Hong Kong
Convention and Exhibition Centre. This 16th
edition of the exhibition was especially
successful, besides being the largest ever,
both in terms of exhibitions space and
visitors attendance. The show included
68,000 square meters of exhibition space
(up 18% vs. the 2010 edition) housing 1,780
exhibitors (up 9% over 2010) from 42
countries and regions. Of those, 466 were
foreign 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, The
Netherlands, Turkey, United Emirates, United
Kingdom, United States, Vietnam), equal to
27% of the total exhibitors (up 22% over
2010). The number of visitors over the three
days totaled 48,503 (up 7.5% over 2010). A
record in international attendance (Hong
Kong not included) of 29,945 visits (up 14%
over 2010) with the increase coming mostly
from Australia, Brazil, Mainland China,
France, Germany, Italy, Japan, Korea, Middle
East, Russia, Turkey and the United States.

Mike Tokarz, who does consulting in the

hair care category, shared that the exhibition
showcased 477 newcomers and innovative
brands in addition to established industry
leaders, such as Murad, Naturelab, BaByliss
Pro, Global Keratin and Macadamia Oil.
The skin and nail pavilion had the most
traffic, as visitors focused in the skin area on
high tech appliances and products for skin
rejuvenation. Nail art designs attracted
attention. The few U.S.-based hair tool
companies in attendance, including Amika,
ISO, Croc and Cricket, seemed to have
good traffic in their booths. Reach Mike at
708-752-0937 or mike.tokarz@yahoo.com.
On October 2324, the Premiere Beauty
Classic in Columbus, OH, featured hair, nails,
skin care and business education, offering
beauty professionals the tools and training
required to grow and succeed. The event
featured 290 booths on the exhibit floor
and hosted 7,625 attendees. The Center
Stage lineup included Scott Cole, Linda
Yodice, Irene Toledo, Margit Aaron and
Ryan Belmonte for Paul Mitchell; Mary
Ramsey and Jesseca Howard Turner for
Sexy Hair; Danielle Bucco and Rob
Christian for Farouk Systems; Kenny Berk
and Lisa Peterson for Keune
Haircosmetics; Brian LaManna and Annie
Shell for Mantra Haircare; Kevin Bolz and
Myron Daniels for Gkhair; and Jeff Stump
and Seth Tobin for Artease Colors.
Professionals and students alike attended
the shows classrooms to obtain education
in hair, nails, day spa, esthetics and business.
This years event featured educators from
Keratin Complex Smoothing Therapy,
Moroccanoil, Andis, Teal Salon &
Academy, Bio Ionic, Cinderella Hair
Extensions, Precision Nails, Light Elegance,
Depileve, James Wealthy Systems, Mikal
Salon & Spa Consulting and ESBI
International. Attendees had the
opportunity to earn up to eight hours of
CEUs. The Premiere Beauty Classic 2012
takes place on October 7-8 at the Greater
Columbus Convention Center. For exhibitor
and attendee information, call 800-335-7469
or visit beautyclassicshow.biz.

Pacific World Corporation, a marketer and

supplier of proprietary nail and beauty care
products worldwide, has merged with The
W.E. Bassett Company, the largest supplier
of beauty implements globally, to become
one of the top 100 global beauty companies.
The merger positions Pacific World as the
fifth largest cosmetics company and second
largest nail care company by sales in food,
drug and mass retailers nationwide. The
product portfolios of both companies are
well positioned to capitalize on the nail care
category, which grew 16.1% between 2010
and 2011. The merger completes a series of
four acquisitions/mergers aimed to broaden
Pacific Worlds global scope. The company is
expecting to continue its aggressive growth
through both organic efforts and strategic
acquisitions. Pacific World executive vice
president, Joel Carden, sad, The merger is a
great fit for both companies, because the
brands and products are a great
complement to each other This merger
gives us the opportunity to bring more
meaningful propositions for total nail care to
our retailers and ultimately to the
consumers; our products will be sold in a
combined 81,000 outlets in 71 countries.
Reach Joel at 888-624-5797 or visit
nailene.com.
LOral USA and Pacific Bioscience
Laboratories, Inc. (PBL), owner of
Clarisonic, announced a merger agreement.
Clarisonic is a market leader in the growing
areas of sonic skin care devices, topicals and
technology. Established in 2001, PBL
developed its patented technology, enabling
a series of highly popular products under
the Clarisonic brand that redefined
consumers approach to skin care. These
include the Clarisonic Classic, Clarisonic
Mia, Clarisonic PLUS and PRO, and the
Clarisonic OpalSonic Infusion System.
Powered by sonically oscillating brushes,
infusion technology and an experienced

management team, PBL has grown rapidly

since the Clarisonic launch in 2004. The
companys broad distribution network covers
six diverse and interdependent channels:
dermatologists and cosmetic surgeons, spas,
prestige retail, e-retail, television shopping,
and clarisonic.com. LOral brings powerful
marketing, distribution, and R&D synergy to
the Clarisonic agenda, says David Giuliani,
CEO and co-founder of PBL. LOral shares
our vision for ingenuity and dedication to
quality. Combining forces, were confident
Clarisonic will rapidly achieve its global
mission, to provide the power to change the
future of your skin. Adds said Frdric
Roz, president and CEO of LOral USA,
This is a strategic acquisition for LOral,
Devices are rapidly emerging globally as an
important new skin care category. Clarisonic
is successful and the fast-growing premium
brand in this segment. Upon closing of the
transaction, the Clarisonic brand will join the
portfolio of LOral Luxe and benefit from
its worldwide presence.

TSG Consumer Partners, a leader in the

United States in building and investing in
leading middle-market branded consumer
companies, has raised their sixth fund, which
will give them $1.3 billion to invest in
consumer products. Over the past six years,
the company has invested in seven beauty
companies, including Smashbox Cosmetics
(which was sold to Estee Lauder) and
PureOlogy, which they sold to LOral. TSG
continues to target the beauty business. One
of their partners, Alex Panos, said, There
are so many winners to back in the beauty
sector. This is where we find the
entrepreneurs who are building great brands
and launching innovative products. TSG
targets companies with at least $20 million
in sales and good growth prospects. Reach
Alex at 212 265-4114 or
apanos@tsgconsumer.com. Visit
tsgconsumer.com.
News continued on page 22

JANUARY 2012 21

The Beauty Industry Report Visit bironline.com

News continued from page 21

World Fashion Tour Fast Track (Autumn/

Winter 2011-2012/$99.00) includes six DVDs
with 50 fashion icons that give viewers a
front row seat at the top designer
collections. Salons can play the DVDs to
entertain and educate clients and provide six
glamorous hours of fashion and backstage
access. Contact John Barrios, World
Publications Service, at 813-645-8777 or
wps@aol.com..

NovaLashs Academy of Eyelash Arts and

Sciences in Houston teaches the art and
science of eyelash extensions to beauty
school instructors, preparing them to pass
that knowledge on to their students. Lash
application is one of the most coveted salon
services, grossing $44 million last year,
according to Nielsen data. The Bellus
Academy in San Diego is the first school to
launch the NovaLash program. Reach Sophy
Merszei, founder/president, at 866-430-1261
or smerszei@novalash.com. Visit
novalash.com.
Angus Mitchell and Julian Perlingiero have
opened the Angus Mitchell Academy in
Beverly Hills, CA. The academy will offer
advanced and master level haircut design
sessions with personalized training from
Angus and Julian. Angus is owner and artistic
director of the Angus Mitchell Salon and
co-owner of Paul Mitchell Systems. Julian is
the international educational director for
Paul Mitchell and a member of the Angus
Mitchell Salon Education Team. Reach Elisa
Bennett at 310-550-7716 or
info@angusmitchellacademy.com. Visit
angusmitchellacademy.com.

22 JANUARY 2012

Lee Goodnight from Hair by Lee and

Friends salon in Orange Park, FL, is the
winner of Sexy Hairs Caring is Sexy: Stylist
Contest benefiting its nonprofit partner. Lee
was named winner of the national contest
calling for stylists who go out of their way
to improve the physical and emotional lives
of their clients while remaining active in
their communities. Following a career in the
U.S. Navy, Lee decided to pursue his dream
of becoming a hair stylist. His passion is to
help those touched by cancer. He collects
hair for Locks of Love and offers free
haircuts to clients undergoing chemotherapy,
as well as wig trims for cancer patients. Lee
also invented a pink fishing lure, and profits
from its sales are donated to help pay for
mammograms for women who cannot
afford them. As the winner, Lee will receive
a years worth of Sexy Hair products and an
all-expenses-paid trip to Los Angeles for a
complimentary training course at Sexy Hairs
Institute of Courage. More than 1,300
people viewed and voted on the finalists
online videos. Sexy Hair donated $1.00 for
every submission to Look GoodFeel
Better, a national public service program
helping patients struggling with the
appearance-related challenges of cancer
treatment. Reach Karl-Heinz Pitsch, Sexy
Hair president and CEO, at 818-435-0804 or
heatherh@sexyhair.com. Visit sexyhair.com.
American Culture and The Look Salon
supported a number of charities with
Simply Smooth, Pure NV BKT and salon
gift certificate donations. An auction basket
was donated to Tantalizing Tastes, which
raises funds to benefit families impacted by
autism. Simply Smooth donated Xtend
Keratin Reparative Magic Potion in
attendee gift bags at New Yorks Fashion
Fights Cancer sample sale and benefit,
whose mission is to nurture the minds,
bodies and souls of cancer patients and
survivors. Simply Smooth also contributed

Xtend Keratin Reparative Magic Potion for

attendee gift bags and a raffle basket of
product and salon gift certificate to support
breast cancer awareness through The Fact
Foundation, a New York non-profit
organization that raises funds for breast
cancer research. Other donations included
the Michael J. Fox Foundation for
Parkinsons Research, on behalf of celebrity
Dania J. Ramirez and the African Medical
Research Foundation on behalf of actress
Mena Suvari. Reach James Hobart, senior
vice president of worldwide sales at 213-2764588 or cybercrossroads@pacbell.net. Visit
americanculture.com.
Regis Corporations annual, national Clip
for the Cure campaign raised more than
$1 million for the Regis Foundation for
Breast Cancer Research. The campaign
took place in October, which is National
Breast Cancer Awareness month. Regis
Corporation has been supporting the cause
since 1990. To date, Regis stylists, staff and
clients have raised more than $9 million to
fund groundbreaking breast cancer research
at Mayo Clinic and other nationally
recognized centers. Reach Randy Pierce,
president, at 952-947-7777 or
randy.pierce@regiscorp.com. Visit regis.com.
DePasquale, The Spa hosted its second
annual Fashion Fight For A Cure, which
raised more than $90,000 for cancer care at
Saint Clares Hospital. More than 400 guests
mingled at a red carpet reception with a
walk-off runway show, featuring a fun-filled
battle of beauty and fashion. Guest judges
included celebrity stylist Alisa Maria,
Modern Salon beauty editor Maggie
Mulhern, beauty expert and journalist
Grace Gold, NJ Savvy Living lifestyle editor
Judi Rothenberg and Daily Record reporter
Lorraine Ash. The sold-out event was held
in memory of longtime DePasquale, The
Spa employee, Tayana Petrushkevich, and
Dr. David DePasquale, who both lost their
fights with cancer. Reach Justin DePasquale,
co-owner/director of DePasquale, The Spa
at 973-538-3811 or justin@depasqualeco.com.
Visit depasqualethespa.com.

Fromm Tart Shears supports Susan G.

Komen for the Cure and the fight against
breast cancer with a special promotion. The
Fromm Tart 5.25-inch shear is made from
Japanese steel and has convex, hollowground blades, a crane handle, and
detachable finger rests. With every Tart
shear purchase, stylists receive a free Tart
texture razor with a lightweight, non-slip
handle, articulated joint and blade guard; a
4-piece, zippered, pink, studded shear case;
and a Fromm pink thermal brush with
porcupine bristles and a soft touch handle.
The total value of the promotion is $130.00
with a salon cost of $79.99. Through March
31, Sally Beauty Holdings, Inc. will donate
to Susan G. Komen for the Cure an amount
equal to 5% of its sales of this product and,
along with consumer donations, is
guaranteeing an aggregate minimum
donation of $750,000. To learn more about
breast health and breast cancer, visit
komen.org or call 877-GO-KOMEN.
Sport Clips founder/CEO Gordon Logan
kicked-off this years Professional Beauty
Associations (PBA) meeting with a $10,000
matching gift to benefit the association's
Advocacy Fund. "Supporting the work of the
beauty industry and its partners is vital to
Sport Clips," says Gordon, who also serves as
president of the International SalonSpa
Business Network. "At Sport Clips, we
constantly strive to support and further the
careers of our stylists, managers and
vendors. Our matching gift to the PBA
Advocacy Fund is a meaningful way to
demonstrate our commitment to those who
are on the front lines." The PBA Issue
Advocacy Fund was created to help fund
advocacy and issue campaigns on legislative
and regulatory matters important to the
industry. The Fund supports the interests of
its members, including manufacturers,
distributors, salon and spa owners and
licensed beauty professionals. The matching
fund donation made by Gordon encouraged
other organizations at the meeting to step
up and support the PBA Issue Advocacy
Fund which ultimately generated more than
$20,000. Visit probeauty.org/advocacy.

Aloxxis new website, aloxxi.com, and social

media program allow hairdressers worldwide
easy access and deeper insight into Aloxxi.
Through education, personal connections,
the utilization of custom content and the
development of a community, Aloxxi will
encourage the flow of ideas and creativity.
We want to bring a human element back to
the industry. We are lifting the curtain and
inviting hairdressers and consumers to a
behind-the-scenes look at who we are and
what the world of professional hair color is
about, says Kim Donovan, director of
marketing for Aloxxi. Our website and social
communities act as a resource. The goal is to
connect professionals and consumers with
Aloxxi and create a unique experience in
which they want to engage. The website
features product information and the Aloxxi
story. Secure professional and distributoronly areas, educational videos, salon
profiles, a custom try-it-on studio and a few
more surprises can be found. Social media
channels will initially consist of Facebook
and Twitter pages, followed by a YouTube
Channel, LinkedIn account and more. Reach
Kim at 877-512-7131 or kdonovan@aloxxi.com.
Visit aloxxi.com.
Izunami has remodeled izunami.com.
Featuring a distributor locator, it provides
easy navigation to scroll through to read the
hottest buzz surrounding its complete line
of tools, to receive more information,
register purchased Izunami products and get
customer warranty info all with the help of
its support section. Reach Mike Kim,
president, at 866-455-0777 or
mike@snghair.com. Visit izunami.com.
Bioelements has redesigned its website at
bioelements.com. This new site features a
streamlined design with pages that are easier
to read and packed with information on
Bioelements products, facials and skin care

knowledge. Bioelements.com includes an

interactive Find Your Skin Type section,
which allows users to accurately determine
their skin type and see the products that
will benefit their specific needs. The site is
also packed with skin care facts and tips, an
easy-to-use Spa Locator, videos, the popular
SkinReading Blog, plus detailed product
information and a continually-updated
section of Estheticians Favorite products,
Editors Picks, and Award Winning Products.
Reach Amanda Gaeta Shields, director of
communications, at 773-525-1862 ext. 547, or
amanda@bioelements.com. For more
information, visit bioelements.com.

The Forum of Private Business, an

organization that provides business support
for small to medium-sized businesses across
the United Kingdom, has warned that jobs in
the hair and beauty sector could be at risk
after supermarket giant, Tesco, began
offering budget haircuts and beauty
treatments in some of its stores. The retailer
now offers womens haircuts, plus spray tan,
nail and waxing services. BIR comment: With
the blurring between the professional
beauty market segment and mass retail
channels and U.S. grocery stores beefing up
their personal care sections, who knows
how this trend could migrate to the United
States market?

Last month, in reporting the promotion of

Samantha DeMartini to CEO of JaCo
Distributors, Inc., we ran the wrong web
address. The correct website is
jacodayspasupplies.com. Her email address
is samantha@jacodistributors.com.

JANUARY 2012 23

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The Beauty Industry Report A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ
Sexy Hair Concepts president/
CEO, Karl-Heinz Pitsch, reports
that the company has entered
into new, multi-year distribution
contracts with both Salon
Centric and Beauty Systems
Group (BSG). Salon Centric
expands its store footprint with
Sexy Hair and will become the
predominant U.S. street sales
partner. Sexy Hair will expand
working with BSG through most
of its company-owned stores in
North America. Sexy Hair will
maintain its relationships with its

other independent distributors.

Reach Karl-Heinz at 818-435-0804
or heatherh@sexyhair.com. Visit
sexyhair.com.
Beauty Systems Group/
CosmoProf stores launch two
mobile marketing initiatives. The

CosmoProf Mobil Connect

texting program sends customers
messages about special offers,
events and classes at the stores.
CosmoProf To Go is a mobile
website offering customers a
store locator, class listings and a
shopping guide on their smart
phones or tablets plus easy
access to the companys social
sites. Reach Carolyn Corporon,
senior director of marketing, at
ccorporon@beautysystemsgroup.
com. Visit
beautysystemsgroup.com.

BIR checked with Vince Davis,

general manager of Unileverowned TIGI Americas, regarding
the rumors of a distribution
model change. His response,
Hair Reborn is a new, premium,
exclusive brand that will be
available only through TIGI
Direct within the United States.
TIGI distributors will remain a
vital part of our distribution
strategies. Reach Vince at
469-528-4453 or
vince.davis@tigihaircare.com. Visit
tigihaircare.com.

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