The Link, Issue 29 by The AHLC

The Voice of the AHLC

YOUR COMPLE TE CONFERENCE GUIDE GENERAL INFORMATION PAGE 22

Location, Dates, Cost, How to Register; It’s all here!

4 DAYS OF EDUCATION PAGE 24

FRIDAY: The following are offering extended training and certifications. See page 24 and contact each vendor for complete details and how to register.

SATURDAY: In-Depth Business Development Courses, taught by Industry Experts. Choose from 8 different 2-hour classes, each taught by successful hair restoration specialists and business owners. FREE to registered conference attendees. SUNDAY & MONDAY: Vendor Sponsored, One-Hour Classes, are taught Sunday and repeated on Monday so that you don’t miss a thing. Class schedules are provided to attendees in advance to better plan your educational experience. FREE to registered conference attendees.

28 VENDORS! PAGE 26

More Participating Vendors than Ever! Learn who is participating, what they are offering and why they look forward to meeting you!

TDESK ECHHELP PAGE 32 Back by Popular Demand! Your Tech Issues Solved

2 Issue 29, Spring 2019

The Voice of the AHLC

FAMILY gives us

TWO THINGS ONE is

ROOTS

22 General Information 24 Educational Opportunities 26 Meet Your Vendors 32 TechHelp Desk: Back by Popular Demand

FEATURES

THE OTHER is

4 Message From the Board

5 Growing Forward

8 Navigating Health Insurance for Cranial Prostheses

12 Welcome New Members 15 Embracing Change. Embracing Growth. 19 The Benefits of Investing in Your Staff

WINGS.

21 Live Your Purpose

33 The Beauty of Experience 34 Interview with Michael Napolitano American Hairlines Celebrates 40 Years 40 Professional Hair Replacement Studios Are We on a Path to Self-Destruction? 42 AHLC Academy Calendar AHLC MEMBER SPONSORED EDUCATION

Subscription Information:

Don’t miss the reunion.

Subscriptions to The Link, The Voice of the American Hair Loss Council are mailed FREE to members of the AHLC within the continental United States. International members are provided digital copies free. Please contact us for additional shipping rates if you are an AHLC member outside the US and wish to receive a printed edition. To become an AHLC member or renew your membership please call 615.721.8085 or log on to www.AHLC.org. Issue 29, Spring 2019

The Voice of the AHLC

MESSAGE FROM THE AHLC BOARD BIGGEST CONFERENCE EVER? YOU BETCHA! SUSAN KETTERING, AHLC EXECUTIVE DIRECTOR, HRI OF PENNSYLVANIA, PITTSBURGH Our goal for our Annual Conference each year is to create an event which will be most beneficial advantageous to our members. So, after speaking directly with much of our membership, going over post-conference surveys and AHLC Forum discussions, here’s a summary of what you wanted and we listened!

• Education is important. But QUALITY of education matters most. • Classes are for educating. The Vendor Floor is for selling. • More Hands-on Demonstrations, How-To’s and Q&A • Classroom Demonstrations will be broadcast on the big screen so everyone can see every detail without leaving their seat. • Business Classes: Including Marketing, Advertising, Best Practices, and even Salon Management Software • Help with Technical Issues with Practical Advice I can Understand • More Men’s Systems and Products • More Women’s Systems and Products

The Link, The Voice of the American Hair Loss Council is the official, quarterly publication of the American Hair Loss Council. For information on advertising or contributing to content, please contact us: The American Hair Loss Council 222 Everbright Avenue, Franklin, TN 37064 615.721.8085 or info@ahlc.org

The Link Staff:

Editor: Janine Thornhill Design and Layout: Thornhill Creative Creative Director: Terrell Thornhill Editorial Content: FLora Fuentes

Thanks to Our Contributors: Nazy Curtis, Owner, Newport Hair Loss Center, Newport Beach, CA and Amani Hair Collection Tonya Fairley, Owner, Strandz Hair Studio LLC, Strandz on Grand, TSFairley Hair Restoration Center Jamela Hodgson, CFm, Owner, A Special Place Wigs, Greensboro, NC and Roanoke, VA Michael Leigh, Founder, Joli Caméléon, Las Vegas John Rutter, Owner, John Rutter Hair Solutions, Uniontown PA and Morgantown WV James Todd, Dimples USA Patti Wood WTS, Owner, Off 5th Ave., Bradenton, FL, USTI Tricholgist and AHLC Certified Accredited Master

Each of these issues, have been addressed and as such, makes for a better Conference experience for us all. I’d also like to point-out, that our Conference belongs to each us. Every AHLC member plays an essential part; each attendee, each vendor, each educator, and each of our invaluable volunteer staff, committee and board members. Our Conference, like our association is and always has been a collaborative effort. And like most things, we’re better when we work together.

AHLC Board of Directors Joseph Ellis, President Susan Kettering, Executive Director Marsha Scott, Past President

One of our vendors pointed out (on page 28) that they felt like our conference is “Like my Family Reunion.” We couldn’t agree more.

Janine Thornhill, Administrator

We look forward to seeing each member of our Hair Restoration Family again, spending time together, catching up and learning to be better, for each of our clients... together.

The opinions expressed in The Link, The Voice of the American Hair Loss Council are those of the authors and do not necessarily reflect the views of the American Hair Loss Council. The advertisements in The Link do not necessarily reflect the beliefs, opinions or attitudes of the AHLC and does not imply product or service endorsement.

P.S. DISCLAIMER ABOUT THE COVER: Yes. We know that “awesomer” is not really a word but, we still are.

4 Issue 29, Spring 2019

The Voice of the AHLC

SUCCESS STORIES

Growing Forward A mother-daughter hair loss journey

Patti Wood WTS, Off 5th Ave., Bradenton, FL, USTI Tricholgist and AHLC Certified Accredited Master My daughter Carli lost over 50 percent of her hair due to alopecia areata when she was 9 (she is now 27) and I wanted to help her. It was something that not only was hard for her but it affected the whole family. I began looking for solutions and that is when I pursued trichology. I also became interested in trichology after I saw a lot of clients wearing a hair system. I wondered what I could do before they got to that point. Trichology is the scientific study of hair and scalp, and is becoming a very

CARLI’S TYPICAL LOSS PATTERN

popular study in the cosmetology industry. Trichology is a certification that a student receives after a lot of money and time of study. I was used to fixing anything and I couldn’t help Carli. It was unbearable at times to watch my child withdraw and try to become invisible because of the teasing and looks she would get. And this wasn’t just from mean classmates – it was adults too. The top of her hair would fall out and then grow back, it was a vicious cycle. I will never forget the time while she was in middle

school and I took her to get her ears pierced. She and I picked out a cute pair of pink stone earrings hoping that it would stop people from thinking she was a boy since her hair was very short. After she got them pierced we went to show her Grammy at work. Carli was so proud to show her. Then this man came up and mistook her for a boy. You expect that sort of thing when they are babies, sometimes it’s hard to tell, but here she was with her cute PINK earrings and someone just assumed she was a boy because of her hair. ARTICLE CONTINUED...

FIVE WEEKS LATER

Issue 29, Spring 2019

The Voice of the AHLC My heart broke for her; she didn’t fit in with any of the other girls at school. They all had long beautiful hair and hung out in their clicks. I was happy that she became her own person and didn’t follow the pack, but it wasn’t easy for either of us at the time. I had to apply for a special exception from her school so she could wear hats. She would always wear a cute beanie. Thank goodness they were popular and I could find cute girl ones at the Gap. After few more comments she began to wear big baggy sweatshirts and baggy jeans. It became hard to tell if she was a girl or boy. It was her way of hiding. We were at Target one day and she went to the rest room. When she found me, she was in tears. I looked into those big blue teary eyes and asked her what was wrong and she proceeded to tell me a woman stopped her before entering the rest room and said, “Young man, the men’s rest room is over there this is the lady’s rest room.” She told her, “I am a lady.” I was proud of her for speaking up. It was a good thing I wasn’t with her because I am afraid I would have not been nice. Yeah, yeah she didn’t know but when it’s your child and this keeps happening it’s hard not to get defensive. I became very involved with NAAF, The National Alopecia Areata Foundation. I raised money having 5K runs two years in a row. Both were very successful and were during September, which is the alopecia areata’s awareness month. We had great coverage from the press and TV. I was a mom on a mission. I was also involved as a support person answering phone calls that would come into NAAF from people looking for help. When mothers would call in I could hear the pain in their voice as they described what their child was going through. Every story was

6 Issue 29, Spring 2019

different, but the same. It didn’t matter if it was a boy or a girl it was just as hard on the child and their families. Because of Carli’s alopecia, I became a hair replacement specialist. NAAF has strict rules and I didn’t there to be a conflict of interest so I had to stop volunteering for them. When I became a hair replacement specialist Trichology was and is becoming a very popular study in the cosmetology industry. I still wanted to keep learning and my hunger for education found trichology. It was the beginning of the quest for

graduated in 2013. I had 3 other people in my clinicals, two of them I still keep in touch with, the third one moved back to Spain. I have owned a salon from the early days of my cosmetology career. I think I was too darn stubborn to work for someone else. I did try it for a few years but it didn’t work out. I have built 4 salons and managed up to 25 people with two salons at the same time. In 1991 I had enough and was ready to just work alone in a small cottage behind my home. I really enjoyed spending time with my clients and not being torn between my family and the staff. If I could have afforded not to work behind the chair and just managed the salon staff, that would have been perfect, but the truth of the matter was I couldn’t afford not to work behind the chair and I enjoyed doing hair. My salon was a commission-based salon and required a lot of management.

Patti Wood, WTS Educating last year at the 2018 AHLC Annual Conference in Nashville trichology training; there weren’t many online schools to choose from at the time. My first few experiences in trying to find training were pretty negative so I gave up for a while. Another year passed and I started to look again. This time I had a few more choices, one was London, would I like to move to London for two years and study? You bet I would but the reality was I needed to do an online class and go to clinicals. Clinicals is a hands-on 4-day class where you see clients and must complete in order to be certified. This includes a final exam. I chose two different certifications. The first class took me about 8 months but I finished and

Studying trichology has helped me help my clients in a number of ways. It is another tool to help a different group of people suffering from hair loss.

Currently trichology is unregulated in the USA and I feel it’s time for each state to recognize it under the professional regulation of cosmetology. As trichologists we never diagnose, we only identify. Each person’s scalp is different and different ethnicities face different challenges. Being well educated will help you help your client.

CARLI’S TREATMENT We used five treatments of growth factors, micro-needled in. (1 treatment each week for 5 weeks). This helped the regrowth last longer and didn’t fall out as quickly as normal.

The Voice of the AHLC

B U S I N E S S M AT T E R S

Navigating Health Insurance for Cranial Prostheses Jamela Hodgson, CFm, Owner, A Special Place Wigs, Greensboro, NC and Roanoke, VA

Do you have clients ask if you accept their insurance? Have you wondered if accepting insurance would increase your business? Have you thought about becoming a provider, but don’t know where to start? Jamela has been an insurance billing specialist for over 20 years. The last 15 of which, she has specialized in the field of medical hair loss. She explains the ins and outs of filing insurance for medical hair loss patients.

WHAT DOES IT MEAN TO BE AN INSURANCE PARTICIPATING PROVIDER? Most private insurance companies today work on a PPO network (Participating Provider Organization). Participating providers have agreed to accept the insurance company’s allowed amount and can then bill and have their claims processed at the “innetwork” rate. Non-participating providers may still bill insurance, but depending on the terms of the patient’s policy, the claims will be processed at the “out-ofnetwork” rate – which usually means higher out of pocket costs for the patient. The terms “participating/nonparticipating” and “in-network/out-ofnetwork” are used interchangeably.

8 Issue 29, Spring 2019

THE ADVANTAGES OF BECOMING A PARTICIPATING PROVIDER:

What are the disadvantages to becoming a participating provider?

INCREASED CLIENTELE: Since purchasing though an in-network provider will usually mean less paperwork and lower out-of-pocket expense, insurance clients will almost always choose to go to an in-network provider over an out-of-network provider, even if they have to travel.

REQUIREMENTS: There are numerous requirements to becoming a provider, such as maintaining medical records, and complying with all state and federal guidelines, as well as the insurer’s contractual obligations.

REFERRALS: Insurance companies and doctors are more likely to refer their patients to an in-network provider. EASIER SALES, LESS COMPETITION: Clients are less inclined to haggle on price or shop your competition or the internet when insurance is paying for their wig. PERSONAL SATISFACTION: Helping medical clients is very satisfying, and being able to help your client receive a wig through their insurance can be especially rewarding.

REIMBURSEMENT ISSUES: A participating provider must agree to accept the insurance company’s contracted rate, which may be less than your standard charges. You will also have to wait 2-4 weeks or more to receive payment. TIME AND TRAINING: Learning insurance can feel like learning a new language. You will need to verify insurance benefits, create and compete forms, file claims, maintain patient charts and follow up on unpaid claims. You may have to invest in additional software, hire additional staff or use a third-party billing agency.

The Voice of the AHLC

HOW TO BECOME A PARTICIPATING PROVIDER: BEFORE YOU APPLY How many clients come in with insurance coverage for wigs and where is the nearest in-network provider of wigs? If you only have a few requests per year, it may not be worth the investment of time and money to become a provider. If there is already an established provider in the area, it may be more difficult to get provider status. However, if you receive many requests and there are no local providers, you will want to note that on your application. APPLY FOR AN NPI NUMBER You can apply for an NPI (National Provider Identification) online for free at https://www.nppes.cms.hhs.gov BECOME HIPAA COMPLIANT All medical professionals are required to follow federal privacy (HIPAA) guidelines. To learn what is required to create your company’s HIPAA policy and what standards you’ll need to follow Visit https://www.hhs.gov/hipaa/index.html HOW TO APPLY • Visit the insurance company’s website to learn how to apply to be a new provider. You may fill out an online application or call them directly. • Make sure to note the need in your area for your specific services. • Realize that insurance companies may not be accepting new providers and you may have to wait to apply again. Document every conversation you have and call back every few months to check if they are accepting new providers. • If you are not having success, have your clients or their HR department call and request that they consider you as a provider. • Before you commit, review the contract, and consider the contracted rate. Sometimes you can negotiate for a better rate, or an upgrade clause, which allows you to bill the patient for luxury features that cost more than the allowed amount. Do not sign a contract unless you feel the terms are fair.

WHAT IF I AM UNABLE TO GET A CONTRACT, OR DECIDE IT’S NOT A GOOD FIT FOR MY BUSINESS? THERE ARE STILL SEVERAL WAYS TO INCREASE YOUR BUSINESS FROM INSURANCE CLIENTS: • Look into a third-party provider, such as Multiplan, or a local in-network medical supply company that will “subcontract” you to provide wigs. • If there are no local participating providers, ask the insurer if they allow network gap exceptions. This allows the client to request reimbursement at the in-network rate, if there are no participating providers within a reasonable distance. • Offer a variety of products and exceptional service. Some clients may opt to pay for a wig out-of-pocket rather than deal with an inferior vendor who is in-network. • Offer services for wigs purchased elsewhere. Many in-network providers are not full-service salons, so they may be looking for an expert to size and style their wig. And they may buy a second wig from you! • Provide your clients with proper forms and help them fill out and submit their claims. • Honestly educate your clients on their insurance benefits and options. Do not mislead them into thinking they are going to be reimbursed if you know they may not. • Offer special pricing and incentives to your medical clients. • Accept flexible spending plans • Network with a provider in the area to exchange referrals. If you offer something they don’t, offer to send them insurance clients if they will send you clients they can’t service. Navigating health insurance for cranial prostheses can be a challenging but rewarding venture. Understanding all that is involved will help you decide if it is a challenge worth undertaking. Educate yourself on the ins and outs of health insurance coverage and you will be invaluable to your medical clients.

HOW CLAIMS ARE PAID Below is a common example of how a PPO might process a wig claim. The amounts are just samples. If a chemotherapy patient has an insurance policy that will cover one wig up to $500, and she selects a wig that retails for $500. She has both in and out-of-network benefits: IN-Network Out-of-Network Deductible $500 $1,000 Amount of deductible met $500

$800

Out of Pocket Maximum $1,500

$3,000

Amount of OOP Met $500

Co-Insurance 20%

50%

The in-network provider has a contracted amount with her insurer of $350. IN-NETWORK PATIENT COST: $70 UP FRONT PROVIDER RECEIVES: $350- $70 NOW AND $280 LATER The provider must accept the contracted rate of $350. The client will pay her 20% co-insurance at the time of purchase. The provider will then bill the insurance company and be paid the remaining $280. OUT-OF-NETWORK PATIENT COST: $350 - $500 UP FRONT, $75 REIMBURSED LATER PROVIDER RECEIVES: $500 UP FRONT The client will have to pay up front the entire $500 up front. $200 of her purchase will be applied to her out-of-network deductible. Her plan will then pay 50% of the remaining $300, so she will be reimbursed a total of $150.

Issue 29, Spring 2019

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Welcome New Members! Trish Bagby Hair Designs and Wigs by Trish Bagby Fort Myers, FL

Trish is a master at her trade. She specializes in hair color correction, hair color, hi lights, low lights, sombre, ombre, color melting techniques, balayage techniques and custom wig fittings. Her passion in life is to help men and women of all ages with hair loss issues, or maybe you just want to wear a new sassy look. Cancer, hits home to her heart, after losing her brother to cancer. To pay it forward to the American Cancer Society, Trish donates $10 for every wig she sells, in honor of her brother Jon Bagby. She has been an established hairstylist with 30 plus years behind the chair. Her work has been recognized worldwide in three hard cover book publications called “Inspire. She loves to create and bring out the beauty in all her clients. Trish, has taken the highest standard test with the “American Board of Certified Hair Colorist” which is all about the chemistry and science behind hair coloring. Trish, believes its an absolute need to stay on top of her education as a hair colorist and hairstylist to give every client something new and fun.

Tracy Belleau Salon Nouveau, Green Bay, WI

My love of hair as a little girl inspired me to become a Cosmetologist in 1984. Wanting to do more for people with thinning hair concerns, I became certified in Hair Replacement in 1991. I started Salon Nouveau in 1996 and I’m always striving to improve and find new ways to help men, women and children get all the hair they want. I’m excited to be a part of the AHLC and to meet the many talented and creative members.

Bergen Carey Celebrity Hair, Palm Desert, CA

Having been born and raised in the hair replacement industry I remember the days of Ben Carey, Andy Rite and Randy Martin. Boy has the landscape changed. I have been involved in numerous AHLC conventions, trade shows, factory visits and educational seminars. I have found my passion and expertise shine in the end user realm of the industry. For the last 20 years I have owned and operated Celebrity Hair Replacement in Palm Desert CA. We service and design all non surgical hair replacement for both men and women. There is no better feeing than when a new client comes in anxious and nervous and leaves comfortable and relaxed telling me they have just discovered the best hair replacement studio they have ever been to.

Nicole Hughes Hair Stori Studios LLC, Huntsville, AL

I have 20 years in the beauty industry. I absolutely love what I do; encouraging, uplifting and helping my clients look and feel their best! Over the years I have recognized that the hair loss industry has grown. I volunteered for 5 years with the “Look Good Feel Better” program with the American Cancer Society and have become a certified non-surgical Hair loss specialist. Because so many people come to me with hair loss issues I decided it is time to move forward and in the direction of hair loss and really becoming a part of the community of those who are doing the same thing.

12 Issue 29, Spring 2019

Vanda McCauley Vanda Salon, San Jose, CA

As founder and owner of Vanda Salon, Vanda holds a graduate degree and has more than 20 years experience in the hair care industry. She has had her own salon for the past 16 years. Vanda is a licensed Cosmetologist, Certified Non-Surgical Hair Replacement Specialist and certified in Medical Related Hair Replacement and Cranial Prosthesis Design. Vanda is a member of the Professional Beauty Association, The American Hair Loss Counsel, and the Silicon Valley Black Chamber of Commerce. She has been awarded Certificates of Achievement from the American Cancer Society for her participation in the Look Good Feel Better program over the past 10 years. Her areas of expertise include, natural hair care, hair weaving and extensions, hair loss treatment and non-surgical hair replacement. Vanda has a passion for providing clients with the finest quality hair care services. Her goal is to create an environment that brings competent, innovate and practical care and comfort to the total person: mind, body and spirit.

Anthony Provenzano Anthony Hair Studio, New York, NY

Like most great American stylists of his generation, Anthony began his education in his home country of Italy. From the age of 14 until his early 20s, he worked under the tutelage of multiple renowned masters throughout Northern Italy. Anthony began his career with what you might call classical training, and it instilled in him a lifelong passion for learning. Since the very beginning he has consistently attended conventions, completed courses, and experimented with ways to improve results. Eventually he became the teacher and is an established expert in the field of hair restoration.

Linda Romatz Go Green Salon, St Clair Shores, MI

Linda is a skilled cosmetologist with many years of experience. Linda is proficient in all different kinds of hair services, in addition to training in hair restoration. By attending local and national educational shows and classes, she has the knowledge and ability to give you any look you desire. Linda truly cares about making sure her guests are educated on how to care for their hair and maintain their look.

Shab Reslan, New York, NY

Shab is an award-winning hairstylist in New York City with trichology education and has a BA from York University in Toronto with a focus on Corporate Social Responsibility. She has completed the Executive Salon Management Program at the Anderson School of Business at the University of California. With over 15 years of experience as a stylist, she’s witnessed the struggles and helplessness of hair loss victims and has dedicated herself to the hair loss industry. Shab is a certified Trichologist Practitioner with the Unites States Trichology Institute and successfully completed a trichology course with National Hair Loss. She is currently a “Beauty Insider Advocate” for the Professional Beauty Association. She remains at the forefront of the hair loss industry by actively attending hair loss conventions throughout North America.

The Voice of the AHLC

AnneMichelle Radcliffe AnneMichelle Hair, Rhinebeck, NY

AnneMichelle is an Emmy Award-Winning hair stylist with over 25 years in the industry. She is also a Designing Women Award recipient from New York Women in Film and Television, and honored as a top business woman in her area. Her extensive body of work spans, theater, fashion, print, screen, and styling some of Hollywood’s biggest stars. You may have seen some of her work on shows such as: Saturday Night Live, Late Night with Seth Meyers, Smash, Nurse Jackie, Fringe, and The Sopranos. Her Broadway and stage credits include American Ballet Theater and Radio City Entertainment Productions, where she served as Director of Wigs and Makeup; The Metropolitan Opera, Beauty and the Beast, Cirque du Soliel, and Thoroughly Modern Millie. In 2012, AnneMichelle left the production world behind to focus on a dream of hers, to open her own place specializing in hair loss, particularly in women and AnneMichelle Hair was born. Utilizing her expert wig and alternative hair skills, as well as addressing other fine and thinning hair issues, AnneMichelle Hair is a caring oasis of transformation and professional excellence, anchored by education, innovative and proven products and techniques, and bespoke options.

Did we miss you?

In 1968, Francis Famechon created a brand dedicated to hair solutions: Hair 2000 (that gave birth to Hairskeen in 2015). Hair has a powerful social and psychological impact. Francis was a pioneer with an unprecedented approach and he proposed an all-inclusive solution for the first time to his customers. This method not only allows him to innovate by designing a series of finer and therefore more natural hair replacements but also to develop one of the first networks of hair replacement clinics in France. He passed on his passion for the business to his son, Eric Famechon, who created the Cosmecare group in the mid-90s. With his father’s legacy, he introduces the business model to professionals while proposing new activities: Hair care formulation made in France, hair loss prevention, creation of wigs in natural hair and/or fiber, hair transplantation.

We don’t want anyone left out.

If you missed getting your photo and bio in The Link when you became an AHLC Member, please contact us and let us know.

Call us at 615.721.8085 or email thelink@ahlc.org and we’ll take care of you.

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The Voice of the AHLC

Embracing Change. Embracing Growth.

James Todd, Dimples USA

Change is inevitable. Sir Richard Branson probably put it best, “Every success story is a tale of constant a daption, revision and change. A company that stands still will soon be forgotten.” In his role as CEO at Dimples, James has learned to embrace change, the challenges and excitement that come with it, while remaining grounded. Encouraging and nurturing positive change is one of the most important principles at the core of every successful business. The same theory applies to and begins with our personal lives.

Adapting to Changing Markets My father founded Dimples 50 years ago as a retail wig company in Manchester, England. At that time, he was dating a girl who worked at a local wig shop. She had dimples, and while toying with prospective names, the darling title stuck, and Dimples was born. In the late 1960s, the wig business consisted almost exclusively of machine-made wigs that were tailored toward a retail fashion wig market. Wigs were considered a fashion item and it was normal to see every day women out and about wearing wigs. In keeping with the era, Dimples was launching new lines of fashion wigs with new styles and colors every year. Realizing that this was the moment to expand, my father grew Dimples and added three more successful retail shops. However, as with everything in life, the fashion market changed, and wigs

became unfashionable. Wigs instead found a home in the medical and hair restoration markets. This shift in the wig market necessitated changes in cap designs, among other items, that were necessary to suit the needs of women dealing with hair loss. This is about the time where I came into the business full time. I’ve been involved with Dimples for over 15 years, and for the last six years, on a full-time basis as CEO. The first decision I made was to open Dimples in America.

Entering the American Market When Dimples launched in America we re-launched the company. The first decision we made was to offer higher quality natural human hair wigs and top extensions. We then designed and manufactured all new collections. The market response to the changes we made was better than we ever could have imagined. Today, we are again re-launching our company. I believe every company should re-evaluate and refresh every few years.

Change Starts from Within Several years ago, I realized working ten hours a day Monday through Friday wasn’t enriching in itself. I’ll be honest, I did a lot of soul searching to figure out what exactly was blocking me from my full potential. I went to the Hoffman Process in Northern California for a one week retreat. ARTICLE CONTINUED... Issue 29, Spring 2019

The Voice of the AHLC Without getting too personal, I learned a lot about myself and eventually found my purpose: To grow and continually change. I apply this to every part of my life, from relationships to my business. I believe change starts at a personal level. I do a lot of work on myself: Go on retreats, meditate twice a day, and start every morning with a gratitude list. Engaging in consciousness and gratitude helps me stay present and creative. Listening to audio books is a great way to learn something new every day. I don’t get the chance to read as many books as I’d like, so I use the Audible app. Whether I’m driving, flying, brushing my teeth, or cycling, I listen to books. I highly recommend “Shoe Dog,” by Phil Knight. It’s the Nike story. He talks about Nike’s manufacturing process and their successful branding campaigns. Another “must read” is “Delivering Happiness - the Zappos Story” by Tony Shea, and “The Everything Store,” by Brad Stone. These books are excellent for understanding how to impact positive change and growth.

Creativity, Vision, and Culture My best ideas come naturally— when I’m not trying to problem solve or figure something out. This usually happens outside the office; during meditation or on a bike ride.

A recent vision we accomplished was an office remodel. We ripped open the ceiling tiles to reveal a 30-foot ceiling above us that had never been exposed. Our architect added skylights and left old wooden beams that frame our office space in a contemporary style. We also hired a designer to create a testing room, sample room, and lab so we can offer hands-on education. I’m really excited about how this is all coming together with extra workspace into a great creative working environment. I wanted to create a cool work space that is fun, comfortable, filled with natural light, and expansive. I know we’ll grow into this larger space as a team.

Nurturing Growth At Dimples, we are always growing, discovering, and evolving. Right now, for example, we are focusing our time on building a new infrastructure. I know what you may be thinking, infrastructure? Believe it or not, implementing a seamless infrastructure is imperative to a cohesive business. For example, condensing the number of steps it takes to ship an order from 12 to 5 has an incredible effect on a business in the aggregate. A new way we encourage growth is by requiring each staff member to learn something completely new, and to then to re-teach it to the rest of our

“What would you do if you weren’t afraid?”

16 Issue 29, Spring 2019

staff. It must be business related and be applicable to our company. A recent example: Our head of sales taught all our employees, including myself, how to use a new customer relationship management software.

The Magic of Change It seems like every day we are hearing of old, yet well-established businesses going under. At the top of the list is Sears, K-mart, and Toys R Us. All business owners, from Fortune 500 executives, to small business owners, should take this news as a cautionary tale. We all need to embrace the fact that we need to be continually growing and adapting to never ceasing market changes. To prepare oneself for those changes, you need to begin by taking care of yourself. Success, both personally and in business, is an inside job. Making sure to fit in my morning meditation, gratitude list, or daily exercise ensures that my day will begin with positivity. Once I’m in a positive mindset, I’m in a much better position to meet the challenges I face every day, including, being amenable to change. Someone once asked the question, “What would you do if you weren’t afraid?” Stop living in fear of the inevitable changes that come your way. Instead, seek change out, embrace it, and ask yourself, “What’s next.”

+1 310 593 9988 / JCwigs.com © Joli Caméléon™ 2019.

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The Voice of the AHLC

TEAM BUILDING

The Benefits of Investing in Your Staff John Rutter, John Rutter Hair Solutions, Uniontown PA and Morgantown WV

“Nashville will never be the same!”

I heard a staff member shout on the way to the AHLC conference last year. I agreed from the drivers seat. The drive from Morgantown, WV to Nashville was approximately 8 hours door-to-door. We talked about our jobs, families, kids, partners, work, play, and just about everything else under the sun. It was a long drive. This was the first team building exercise with this crew since the move to a larger facility and we were all looking forward to blowing off some steam. They have worked hard, endured stressful days, and countless hours of planning on our success. They deserved it! WE deserve it!

With the knowledge we learned at my staff is now my sales force.

I’ve always been an advocate of educating my employees. I feel that a well educated staff is a well educated sales force. I’ve been attending the AHLC conference for many years now and have always encouraged my staff to attend as well. Don’t get me wrong, they have to pay to play though. I pay for half of the admission and help with hotel and travel expenses as well. I feel if I cover all of the cost, they won’t appreciate it as much, and if they have to cover all the cost, they won’t attend. So I compromise. And it works for John Rutter Hair Solutions. By attending the conference I expected my staff to gain a much better understanding of the options available to better service our clients. What I didn’t expect was remarkable. My staff not only had a better understanding of the hair replacement business, they have new skill set. They have rapport with industry experts and an expanded knowledge about products, services and procedures. They now have CONFIDENCE in their knowledge of the services we offer. If a staff member is doing a Balayage/Color Smudge, and the client has a friend of a friend who is losing hair (who doesn’t have a friend of a friend), my stylist can, with confidence, suggest the friend come in for a consultation. With the knowledge learned at the AHLC Conference, my staff is now my sales force. My staff learned all about techniques available to them, the products available, the services, procedures and all the things that allow them to run products and services through my business, without me having micromanage the process.

John Rutter and his team at the 2018 AHLC Annual Conference in Nashville. My staff is motivated by me including them, they feel like partners in my business. I feel fortunate to be able to include, educate and empower them with the information to succeed. Ultimately, they are the people I trust to deliver the perfect experience every day, for every client. Emotionally, we returned focused, confident, and inspired to be better than we were the day before. Focused on delivering the very best services with confidence and that we always will be looking for the best solutions for our clients. Inspired to live and do what we say we do, which changes lives one hairstyle at a time. We were wrong though. It wasn’t Nashville that will never be the same... It was us. Issue 29, Spring 2019

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The Voice of the AHLC

I N S P I R AT I O N

Tonya Fairley, Strandz Hair Studio LLC, Strandz on Grand, TSFairley Hair Restoration Center

orn to drug addicted parents, I lived a life of constant battles. From being homeless, molestation, abuse and abandonment, I never thought my dreams would ever be fulfilled. Many of the adults that were around were just as involved with drugs and alcohol as my family, so this was the norm. It wasn’t until my birth mom was very drunk one night, beat me until my eardrum bled and I had a black eye, did I realize this wasn’t normal. I was only 11. The next day, I went to school and reported the incident. They informed me I would be going to the police station for pictures, they would pick up my brother for protection, and then off to a holding center until we could be placed in a foster home. I begged the officer to let me go home so I could get my “hair toys”. Braiding and talking to my dolls were my coping mechanism when my birth mother was drunk. I would braid and un-braid for hours at a time. I also taught myself to cut hair.

Being placed in a foster home was the best thing that could have happed to me. I was placed with my best friend’s mom and was around more positive role models. However, I had some personal hurdles I needed to overcome. I had always felt, “If your mother doesn’t love you how can anyone else?” This made me angry and resentful. I didn’t trust anyone, not even the one who had become my mother. I would fight and get into so much trouble it was ridiculous. One day my social worker help remind me of my potential. I was getting A’s and

B’s, people were paying me to cut their hair, and I had a family who loved me. If I kept up my pace I would be sent to another foster home and my dream of becoming a hair stylist would be over. Ever since I could remember I would tell my (foster) mom and sister, “When I grow up I’m going to be a beautician and own my own beauty salon/supply.” I would watch some of the elder ladies on Sundays come to church with their hair so pretty and shiny. I could see their confidence come through just because their hair was done. It also seemed to make them “happier.” Tonya Fairley as a child

For me, happiness is what I was seeking, considering my life was full of tragedies and disappointments. Watching these ladies made me feel that all I needed to do was make someone’s hair look good and I too can be happy. After working in corporate America for over 16 years as a trainer for an Auto Finance Company, being a wife and mother of two there came a time when I knew I had to follow my dreams.

I never lost my passion for hair and would do my friends and family’s hair. I knew I needed to make provisions to leave a very secure job, finish cosmetology school, become licensed and get into a teaching salon. By the time I opened my salon I was a six-figure stylist and booked out three-and-a-half months. Three years after the first salon came the second salon, Hair Restoration Center & Training Academy. During this time, I continued my education, set goals and helped other stylists excel in their craft. Becoming a Trichologist was a natural progression for me. My clients would ask me about issues that I felt I should know more about especially since it was associated with hair loss. I started to learn about the meds and looked for alternative non-medicinal solutions. My research started yielding great results I knew there was only one more thing to do, become a specialist in hair loss and scalp disorders. I completed a full program in 1yr, 2 months. I was amazed by all the scientific research that goes into hair loss and hair restoration. As a Certified Stylist and Certified Trichologist my ultimate goal is to help other stylist and salons identify hair loss behind the chair, get to the root of their client’s issues, identify scalp disorders, and help clients make the best choice for hair restoration. Overcoming adversity has allowed me to excel. I needed to fully understand adversity is a situation and not a life sentence. Adversity rooted me in my faith and has brought me to where I am today. Adversity did not allow me to give up even though so much was stacked against me. Embrace adversity, learn from it and Live Your Purpose. Issue 29, Spring 2019

LEADING EDGE INDUSTRYWIDE

22 Issue 29, Spring 2019

HAIR RESTORATION

EDUCATION

MAY 4-6, 2019

NASHVILLE AIRPORT MARRIOTT

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3 FULL DAYS OF

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28 VENDORS

SEE PAGE 26

BUSINESS-BUILDING

NETWORKING

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ahlc.org

439 MEALS & EVENTS

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LEARN MORE AND REGISTER

ahlc.org/annualconference

Issue 29, Spring 2019

The Voice of the AHLC

EDUCATIONAL OPPORTUNITIES FRIDAY MAY 3 BUILDING LONG TERM CLIENTS WITH LASER THERAPY

CONTACT: Grant Gunderson, 412-980-4247

CROSSFIT

DETAILED CLASS DESCRIPTIONS AND REGISTRATION AT AHLC.ORG

Extended Training and Certifications. Please contact each vendor for complete details and to register for Friday Classes.

HAIR EXTENSIONS FOR THE TOP OF THE HEAD: REVIVE BY BOBBY RUSSELL AND easihairpro CONTACT: 858-704-4100

TOPPER MASTERCLASS: INTERACTIVE HANDS-ON LEARNING

CONTACT: 800-359-4247

CONTACT: 800-462-9447

SATURDAY MAY 4

AHLC SPONSORED

ADVANCED EDUCATION

UNDERSTANDING THE HUMAN BODY: PROMOTING HAIR GROWTH NATURALLY

CONTACT: ADAM@ZIFAMPINNACLE.COM.AU

In-Depth Business Development Courses, taught by Industry Experts. Choose from 8 different 2-hour classes, each taught by successful hair restoration specialists and business owners. FREE to registered Conference attendees.

Q&A WITH THE EXPERTS

BRING YOUR QUESTIONS. LEAVE WITH SOLUTIONS.

Moderated by Keith Zimmerman, Keith’s Hair Center, Green Bay, WI

HAIR SYSTEM CUSTOMIZATION & REPAIR

MANAGING THE EMOTIONS OF HAIR LOSS

Regina Villemure, Children With Hair Loss

HIRING A MARKETING PROFESSIONAL VS. DOING IT YOURSELF AHLC SPONSORED ADVANCED EDUCATION

Celia Serrano, Hair Replacement Design Specialist, Licensed Cosmetologist & Manager, Christine Pusateri Solutions

HELPING WOMEN WITH SPECIAL HAIR LOSS ISSUES

Bobbi and Brian Russell, Owners of Hair Therapy For Women, Tampa, FL Bobbi is an Certified Clinical Trichologist, World Trichology Society.

NAVIGATING HEALTH INSURANCE FOR CRANIAL PROSTHESES

Paul Albee, ATS Design Group & Terrell Thornhill, AHLC Creative Director

CURVATURE CUTTING TECHNIQUES

Colleen Camp, Educator, Entrepreneur and Platform Artist

TOOLS FOR BUILDING & PROMOTING YOUR HAIR LOSS BUSINESS

SEE JAMELA’S ARTICLE ON INSURANCE: PAGE 8 Jamela Hodgson, CFm, Owner, Special Place Wigs, Insurance Billing Specialist in the Field of Medical Hair Loss

24 Issue 29, Spring 2019

Johnny Plant, Owner, The Plants Salon, Amarillo, TX, Evolve Artistic Director

The Voice of the AHLC

DETAILED CLASS DESCRIPTIONS AND REGISTRATION AT AHLC.ORG

SUNDAY & MONDAY MAY 5&6 VENDOR SPONSORED

ADVANCED EDUCATION These 1-Hour Classes, are taught Sunday and repeated on Monday so you don’t miss a thing. FREE to registered Conference attendees.

Class schedules are provided to attendees in advance of The Conference to better plan your educational experience.

INCREASE SALES WITH PROFESSIONAL TRICHOLOGY CONSULTATIONS

Martina Candido, Biologist, Chief of Scientific and Trichological Department

BUILDING LONG TERM CLIENTS WITH LASER THERAPY

THE BUSINESS SIDE OF BEAUTY: MEET MEEVO 2 SALON MANAGEMENT SOFTWARE

Grant Gunderson, Director of Professional Sales

John Harms, Founder and CEO of Millennium Systems Int.

BE #1 IN YOUR MARKET:

STAND OUT WITH AN EFFECTIVE BRANDING STRATEGY

Michael Leigh and Holly Slear

THE ART OF A REALLY GOOD WOMEN’S CUT-IN

Bobbi Russell, Master Hair Addition Specialist & Clinical Trichologist Katherine (KD) Cobb, easihair pro Trainer, Certified Hair Addition Specialist & Color Educator

CRITICAL THINKING: SET YOURSELF APART IN A SATURATED MARKET

MANE ATTRACTION LIVE!

Sherri Renée, Master Hair Architect/Designer & Fine Artist

Shelby Ford, Wholesale Director

THE EVER CHANGING MEN’S MARKET

EASY STEPS TO PROFITS AND CLIENT SATISFACTION

Brandie Reyes, American Hairlines Educator

Nazy Curtis, Owner, Educator

MEN’S HAIR PIECE CUTTING TECHNIQUES AND PROMOTING YOUR BUSINESS

TOOLS FOR BUILDING AND PROMOTING YOUR HAIR LOSS BUSINESS

Jackie Yu, Owner and Founder of House of European Hair

Johnny Plant, Evolve Artistic Director

PREVENT AND REVERSE HAIR LOSS - NATURALLY

YOUR PEOPLE: HOW TO HIRE, KEEP, AND EMPOWER YOUR TEAM

Marvin S. Hausman, MD

CLASS TITLE & DESCRIPTION TBA AT AHLC.ORG

MISSION-BASED MARKETING AND STYLIST TECHNIQUES

James Todd, Dimples USA

CLASS TITLE & DESCRIPTION TBA AT AHLC.ORG

Issue 29, Spring 2019

The Voice of the AHLC

MEET YOUR VENDORS

At HairMax, we truly care – we care about partners and our team members but most importantly, we care about YOU, our customers. We care about innovating and manufacturing highly effective hair growth laser devices and thinning hair care products. Our primary mission is to help those suffering from hair loss. As the world’s leader in clinically proven laser devices, we choose to work with professionals in the hair loss industry to help them offer solutions for their patients and clients that are the most tested and proven devices and products in the industry. As

Androgenic Alopecia is proven to be the cause in over 90% of hair loss in men and over 50% of hair loss in women, we have the best products that you can provide to your patients/clients to help them combat their hair loss in the comfort and convenience of their own home. We encourage ALL attendees to make a point to visit our booth to examine our products, and newest devices, and to check out our all new “DENSITY” line of hair care. We know that you the salon and clinic owners and operators make great partners and provide us with some of the best results and happiest customers. Our new Density product line will give your clients better results than any other product

grow a business -- all in one place. With a 30-year track record developing innovative solutions tailored to beauty and wellness businesses, Millennium Systems International has reinvented how businesses operate. Providing the only true cloud-based business management platform built by beauty and wellness veterans, Millennium’s Meevo 2 platform delivers everything needed to run and

Joli Caméléon™ designs, manufactures & markets the industry’s finest collection of luxury European & multi-ethnic natural hair creations. We offer the selection and value to meet the needs of most women & children with hair loss & alopecia. Demonstrating application-specific wig design. Whether it be Alopecian Athletes or Daring Divas, the essence of good hair design is starting with the

Cesare Ragazzi is the established market leader and innovator in hair enhancement. We combine unique proven technology with customer empathy. Our total hair care treatment and products can change lives.

26 Issue 29, Spring 2019

A primary mission is to help business owners learn how to streamline processes, implement industryproven growth strategies, and maximize technology to boost their bottom line as well as their client experience. At our booth, attendees can come and see Meevo 2, our all-in-one cloud-based business management solution, with a personalized demo.

wearer and working backwards. Our prices maybe a little higher than the mass market vendors with online presence (with some notable exceptions) but please compare our hair. And we are certainly a lot more reasonable than any comparable so called “Premium Brand”. Most importantly, we believe in a symbiotic relationship towards building YOUR brand. Plus, we smile more :-) We are showcasing our new 2019 hair creations. I truly believe Joli Caméléon offers some of the best hair creations in the industry, regardless of price: The best performing wig for active Alopecians, the Joli Dancer-4.

We are sensitive and thoughtful, providing personalized services and ‘healthy hair’ products that enable people to look and feel great all day, every day. Our clients have the confidence to enjoy a natural and active lifestyle, feel a positive sense of wellbeing and live life without compromise. We will be showcasing 3 complimentary live applications and cut-ins using our 3D printed CNC hair systems.

on the market and will provide you with recurring revenue as your clients come back regularly to get more of this product line that uses the best and most effective ingredients available to combat their hair loss. You’ll be amazed by this product line! Each year, we look forward to participating with an organization that includes some of the finest professionals in the industry, not only the AHLC , but also the International Society of Hair Restoration Surgeons (ISHRS) and the American Academy of Dermatologists (AAD). These are the 3 critical group of professionals that we believe make the biggest impact on the hair loss industry. We’re extremely proud to work with all of them.

As a first-time vendor, we are excited to get to know the members of the American Hair Loss Council and better understand how our tools can help them grow their business and better support their clients. Our company’s mission has always been to be more than just software, so we are looking forward to supporting the hair restoration industry as a whole through business education.

The best short “no-fuss” human hair wig for Chemotherapy clients, the Frenchie 10” bob, featuring uncolored, unprocessed, virgin Russian hair and a suprisingly affordable price. If you really want to see what “European” hair is supposed to look like, check out the new Frenchie. The best toppers for partial hair loss and generally thinning hair, Joli Flexi Toppe-2 and the Toppe-EX. Holly, Sarah and I are looking forward to meeting all our extended family and learning from each other in a nurturing environment. Every year the show just keeps getting better. Plus, I missed Nashville last year, so being here for the first time is a bonus.

Please visit our vendor suite to see the latest in trichological tools along with live model CNC applications and scalp analysis. At Cesare Ragazzi we are excited to show you how both scalp care/trichology and our 3D printed CNC hair systems can work in perfect harmony together giving your clients the quality they deserve.

The Voice of the AHLC

MEET YOUR VENDORS

Children With Hair Loss is a 501 (c) 3 non-profit organization that provides human hair replacements at no cost to children and young adults facing medically-related hair loss.

leading business professionals and educators in the hair replacement industry. We have a good base of volunteer hair replacement specialists across the US that help our CWHL recipients by fitting, cutting, and styling their wigs we provide at no cost to the families. We are always looking for more volunteers to add to our program!

The focus of CWHL being at the AHLC Conference is to continue to build old and new relationships with

At the CWHL booth you will find information about our charity and how children can apply for a human

For 40 years, American Hairlines has offered the ultimate in non-surgical hair replacement systems to men and women. Our passionate commitment to unsurpassed quality, style and innovation knows no boundaries. Our team of experts has developed a comprehensive presentation outlining a new approach to the ever-

changing men’s market that specifically targets the millennial and his unique needs. Hair restoration specialists will not want to miss this year’s American Hairlines breakout class! The American Hairlines / HairUWear booth will proudly present our newest campaign: “Innovation To Admire” highlighting the latest constructions in men’s top of head systems and featuring the patentpending technology behind our new women’s integration pieces.

Zifam Pinnacle brings the world’s first supplement program to be clinically proven to be more effective than prescription medication.

Zifam Pinnacle will be offering a 3 hour training session on Friday afternoon the 3rd of May. “Here and now, unearth contemporary research for managing hair loss. Don’t pass up this opportunity to better understand the functions of the human body and explore compelling evidence surrounding the effective hair loss treatments, both conventional and natural.” Contact us for further details.

Due to popular demand and longer requirements,

Come talk to leading experts on natural therapies

GROH is about creating and mastering a healthy daily routine to fulfill nutritional needs that a simple diet often fails to provide. Our all-natural, 100% vegan, mushroom-based dietary supplement and hair-care treatments provide stronger, thicker, healthier hair, and healthier, stronger scalp, skin, nails, lashes and eyebrows—and help stop and prevent hair loss for both women and men. All GROH products are powered by ErgoD2®, a potent natural master antioxidant that helps maximize the positive effects of our products. At GROH, our mission is to help stop hair loss,

prevent future hair loss and grow stronger hair via a rejuvenated scalp, using nature’s most powerful superfood. Marvin S. Hausman, MD, will share his research and insights into mushrooms, the all-natural superfood that can help you create a more optimized lifestyle. Dr. Hausman is founder, chairman of the board, and chief science & technology officer of Entia Biosciences, Inc., a global biotechnology leader in the research and development of mushroom-based health and wellness solutions. GROH will feature natural, mushroom-based wellness solutions to hair loss, which also help grow fuller, thicker, more youthful hair. Additional benefits include more youthful skin and scalp, and stronger, longer, nails, lashes and brows. GROH’s proprietary blend of six specialty mushrooms is rich

hair replacement and care kit for free. Learn more about the kids we help, the products we provide, and the ways you can get involved and help! Every time we attend the AHLC conference, we learn something new in the hair replacement industry! We look forward to educating ourselves and broadening our level of reach for the kids we service. And we are always exciting to reunite with friendly faces!

The annual Conference is a wonderful opportunity to connect one-on-one with many of our amazing studios and stylists. It is always exciting to hear about their successes and learn from their feedback. We especially value the chance to demonstrate and educate in an up-close setting – at the booth and in the classroom. The intimate education venue allows our experts to easily share their professional techniques and lets attendees feel comfortable engaging in Q&A sessions.

for hair growth now available. Expand your business opportunities and capabilities but embracing true science that is changing lives around the world. Helping to expand the opportunities available to those who are diligently trying to improve the lives of people with alopecia. After 3 years, Zifam continues to be a proud sponsor of the American Hair Loss Council to jointly educate technicians on leading clinical therapies.

in the antioxidant ergothioneine, vitamin D2 and bio-nutrients, which work to replenish the body’s essential building- blocks and support a healthy immune system. Please stop by, have Dr. Hausman answer your questions and learn more. With daily use, GROH’s mushroom-based solutions can help stop your hair loss and help you grow stronger, longer hair naturally—without side effects. We love to share these solutions and give hope to men and women who have been searching for a solution that works with their healthy lifestyle. Last year, we were honored to meet your dedicated, educated and motivated attendees and look forward to helping them discover new solutions for their clients’ biggest challenges.

Issue 29, Spring 2019

The Voice of the AHLC

MEET YOUR VENDORS that their creative potential is boundless. With this shift in perspective, alternative hair artists become more capable of better helping their clients look and feel beautiful. In addition, they will become more vested in the creative process and more valued as an expert.

The Sherri Renée brand expresses a vision that can change perception and establish tastes for alternative hair couture in the global marketplace. We present beautiful visuals and daring femininity, inspiring a modern lifestyle and personal expression through transformation. The Sherri Renée brand appeals to passionate hair artists and their discerning clients alike.

Sherri Renée is teaching a class entitled, “Setting Yourself Apart in a Saturated Market”, which addresses how the alternative hair artist can differentiate himself/herself in a myriad of online hair direct store and competing vendors.

Our primary focus will be to communicate to attendees that alternative hair couture is an art form and

We will be showcasing our designer kit, a variety of custom ordering options/features as well as our

feel that is lightweight, contemporary, stylish, and extraordinary beautiful. Follea by Daniel Alain has elevated the creation of premium wigs to an art form. We’ve combined decades of industry knowledge with the very best craftmanship, design inspiration, and fashion forward appeal. Our 100% European human hair and 100% hand tied wigs provide you with a look and

Thousands of women around the globe are part of the Follea community. Join us as we thrive, together. Our main goal is to be part of our customers’ hair loss journey. Ideally, connecting with like-minded, hair loss expert individuals who are striving to change lives with state-of-the-art, 100% European human hair wigs.

keeps their customers coming back for more!

HEH has been an industry leader for our superior quality hair that has transformed our business beyond our wildest dreams. Each year we attend the American Hair Loss Council Conference and we are so excited to meet new and current customers. It is by far our most favorite event we look forward to every year. We are so inspired by the stories we hear from our customers about how our hair is the one that

We are a mission-based brand that focuses on helping women feel beautiful and confident. Our goal is to change to the beauty industry one Volume extension at a time.

28 Issue 29, Spring 2019

Our primary focus is to network and connect with new customers to supplement our network of retailers and explaining how we support them with new client referrals, which we get inquiries all the time from individual consumers, and essentially let our customers fall in love with our hair! Oh, and be sure to check out Jackie demonstrating a men’s piece Cut-In on Sunday & Monday! We have so many new items to show this year. Our best-selling wig is our Susan Sil-Active, which we now have in a shorter length for customers with an

Our primary focus is to bring awareness of our non-damaging brand to attendees and teach them how to help their guests without the damaging their natural hair. We will be showcasing our entire collection and highlighting our wholesale partnership and offering

available stock enhancements. Each year we strive to better our designs and will introduce a new, patent pending ventilation method that elliminates return ends and bulky/unnatural densities. We will also be introducing a new full lace enhancement design that looks amazing on top of someone own hair without having to wear a wig cap. Sherri Renée and Company love meeting fellow alternative hair artists as well as other vendors. We are in this together and we believe learn and grow from each other. We truly listen to hair artists and find out what their experience has been and what areas need to be explored more. Our clients are ultimately are the ones that will benefit from industry growth.

We’re thrilled to launch our NEW! additional Follea wigs which combine the most in demand hues with current trending, yet natural coloring techniques. It’s an unveiling you won’t want to miss... Every year, we look forward to connecting with veteran industry experts and new restoration specialists. As our hair loss community continues to thrive in knowledge and talent, we want everyone to know Follea will be right there by their side, to help and guide them every step of the way.

active lifestyle. Also, we’re excited to present our new Miranda short length, salt & pepper hair for the mature customer. We call her our “Silver Belle”! We previewed our other new piece, Adele, last year and customers were so excited for this 17”, full lace wig, so Adele will be making her debut at the conference also! This conference is like my family reunion! I love connecting with longtime clients who are like family to me and when my customers are excited to see me, I know that I am doing something right! The face-toface time I get is truly what I love. Relationships are gold and our customers are diamonds!

educational opportunities. We are excited about the opportunity to touch so many lives through the use of our Volume and Length Extension. Our innovative band and education is here to change lives.

The Voice of the AHLC

MEET YOUR VENDORS

Our mission at Milano Collection Wigs is to combine premium quality wigs, cutting edge fashion and common sense value. We strive to make you look and feel your absolute best; Your wig should always enhance your appearance and confidence.

Milano’s primary focus is to learn and innovate by responding to the needs presented and creating customized solutions. We attend to listen to the needs and wants of the industry so we can create relevant products and designs to address those needs. We hope to build on the relationships that we have cultivated from previous years and keep the lines of communications open and fluid. We hope the attendees will visit so they can see all

to provide to the retailers, the essential products, services and solutions that will resonate with their clients, both those who have some hair loss and those who want to maintain a healthy head of hair. With over 40 years of experience, Hair Visions International is the world’s leading hair replacement supplier. We are dedicated to helping our customers enhance their technical skills and deliver marketing that attracts a wider range of customers.

Hair Visions International will be:

With an ever-shifting market, our primary focus is

• Presenting the Head First trichology scalp and hair health certification

Walker Tape has been at the forefront of tape and adhesive technology in the hair replacement industry for over 30 years and is one of the most trusted brands in hair replacement.

to ensure proper installations and happy clients. Current customers will be sent with some fun Walker gifts, so make sure you stop by the booth! New customers will be blown away by the offer we have waiting for them. If you’ve been dragging your feet on becoming a Walker Tape customer, this will be sure to change your mind.

We’re excited to connect with our current customers and meet future customers at the show. We love connecting with and educating our customers on our products and the processes we recommend

• Displaying seven new Gemtess and TressAllure wigs and LXE premium hair, an upgrade for your most discerning clients

We’ll be showing off several of our products at the show and be sending attendees home with products to try out for themselves. We’ll have our new Easy

scalp and stimulating the production of natural oils; hence promoting hair growth, reducing static and preventing breakage. Hair loss expert Angelo David introduces his two lines, Hair Detox & The Flex Brush. Hair Detox Supplement is specially formulated to promote growth of healthy hair skin and nails, while also including a Detox Matrix and Stress Relief Matrix. The Flex Brush is the ultimate detangling hair brush, bending to meet the contours of your head, massaging your

Our brands are built on helping those suffering from hair loss to take care of the hair they have, and promote new growth. We want to take the weight off, reduce stress and encourage healthy hair. Angelo David, expert in the industry, will be introducing his brands, Hair Detox & The Flex Brush, and discussing the unique attributes that can truly help your hair. We will feature our Hair Detox Supplements, for men

the innovative products we feature to enhance the wig wearers experience and educate the attendees on how to create a personalized experience in a timely manner. We always love to hear from the attendees and connect both on a personal and professional level. Great communication is key to servicing this industry. We come to learn and grow and foster relationships so we can better serve the hair loss community.

• Launching five new Capilia hair and scalp product kits which address a variety of hair & scalp issues • Rolling out our new retail-marketing program, “Give Your Hair A Future” part of the My Hair My Way campaign. We are excited to support all the retailers and help the industry expand, reaching out to potential customers who have never before been captured. Hair Visions mission remains the one to help businesses achieve their maximum potential.

Green tape, a new favorite in the Walker Tape lineup. We’ll also be showing off our Signature Remover, a medical grade, organic, citrus based remover that is making its way into more and more customer’s hands every day. We always love connecting with our customers. The AHLC is a great opportunity to get to know our customers and their needs. We always come back with ideas and plans to follow up on to continually blow our customers away.

& women, including informative material that shows the science behind our product and demonstrates the capabilities of our hair supplements. The Flex Brush line includes petite and large brushes, with both pin head and mixed bristle (boar bristle and pin head combined), as well as our Flex Detangle Spray. We are excited to meet people that we can build relationships with while introducing new products to the industry. We look forward to meeting other businesses in the industry and learning from the conference. Issue 29, Spring 2019

The Voice of the AHLC

MEET YOUR VENDORS

Since our start in 1967, New Image is the most innovative, successful and efficient hair replacement supplier in the world. Our primary mission at the Conference is to elevate our clients to the highest level possible, therefor they could help those suffering from hair loss conditions. In addition we will be having our Cross-Fit training seminar on Friday May 3rd, 2019. We will be offering the most innovative New Image hair replacement options including our other

divisions: ACTIVE CARE – the most complete scalp therapy solution on the market, it offers more than 21 products to nourish the hair and scalp. PROGEN PROBE – Offering professionals the most accurate and user-friendly skin, hair scalp and hair cuticle analysis devices available in the world…our devices have gained the attention of the most successful beauty companies like Kerastase, Aveda, etc. NUTRIFUSE – especially formulated for damaged/ processed hair, it is the most successful line of hair care products developed specifically for the hair replacement industry. FIBERBOND – our latest contribution to our industry. It combines “patented

and when possible offer solutions that are natural, non-invasive, non-damaging, and do not use tapes, glues, or adhesives. Evolve believes that all women deserve to have healthy beautiful hair. Through licensed professionals Evolve offers a full complement of hair solutions to meet the needs of women suffering with fine, thinning hair and hair loss at all stages. Through these solutions we provide hair that women can live in. We respect the integrity of the client’s own hair

Euro Hair Imports is proud to be the chosen distributor of Gisela Mayer wigs and hair pieces in the United States and North America. I will be displaying the latest trends and styles of wigs and hairpieces in the Gisela Mayer line. Our

We will be introducing several new products, offer a unique way to partner with Evolve, attract new clients, and increase your revenue stream. Are you planning anything special that attendees can’t miss? By attending our class, you’ll be the first to have access to a hands-on experience with our

strengths are our ability to offer a wide range of styles, colors, sizes and constructions to suit the most discriminating tastes at any budget. Our pricing and terms are fair and honest without the unnecessary hassle of minimum purchases or membership. Simply, the more you buy, the more you save! I will be featuring our high end hand tied wigs and hair pieces along with our newest colors, superior hair quality and world renowned synthetic fibers.

how to improve both profits and client satisfaction by focusing on unique solutions for those trying to serve this growing population of men and women. Nazy Curtis, CEO of Amani Hair Newport Beach, is the creator of the finest human hair pieces available for those suffering with hair loss. She started her career as a hair stylist and colorist studying under Vidal Sasson. She is breast cancer survivor and has also been living with Alopecia Universalis for over 20 years. Nazy will provide a 1 hour, hands on workshop during the conference that will teach attendees

30 Issue 29, Spring 2019

Amani’s primary focus centers around hands on education that can translate into meaningful results for your business. Nazy will demonstrate how to achieve success by increasing revenue, reducing inventory and showing individual stylists how to deploy their already existing skills to exceed the expectations of their growing population of hair loss clients. Amani will showcase our finest unprocessed virgin

technology” and natural strengthening ingredients to conceal unwanted thinning areas. LUXIA –The Bugatti of the hair extension industry today. Our double-drawn European hair with a 38-point quality control inspection makes the best hair extension in the world. Curious about our next product launch? Attend the Hair Now 2018 and be the first to see our latest & most significant contribution to the hair replacement industry to date. It is our opportunity to teach, help & elevate the industry with everything New Image has to offer.

new products, and special buying opportunities. Our revolutionary cutting tools made for add-on hair will be featured. Also our newly designed add-on hair systems will be unveiled to the industry at the 2019 AHLC Conference. We welcome the opportunity to get face to face with stylists and share our new products and techniques. Register at our booth for free giveaways!

I look forward to connecting with existing customers as well as making new liaisons as I have in past American Hair Loss conferences. I look forward to making my mark this year as a leading supplier of quality wigs and hair pieces that cannot be priced or purchased on line. Our mantra is to support and protect the brick and mortar retailer who diligently works to serve their client.

European hair which include: wigs, Top Pieces, Extensions, ponytails and men’s systems. We will also be demonstrating our coloring expertise to show the value of Amani unprocessed hair. My own personal history with hair loss combined with my unique stylist training and wig design, make my expertise in this field unparalleled in the industry. I can’t wait to share that expertise with those who can truly make a difference in the lives of those struggling with hair loss who long to be normal again, and in the process, help the attendees successfully grow their practices.

The Voice of the AHLC

MEET YOUR VENDORS

Dimples is a family business that manufactures Top Extensions and Wigs in three different hair qualities.

With passion for innovation, a dedication to finding solutions for every stage of hair loss and a commitment to unparalleled education support to the hair community, we welcome you to discover all we have to offer. This year Jon Renau is giving the spotlight to an underserved market: the young, topper client who is in the beginning to mid-progressive hair loss stage.

Our primary focus at the conference is to educate attendees on the art of high quality integrations and hair extensions. Women want hair but do not want to have to shave their head. Revive “Hair extensions for the top of the head “ is changing the way we treat Womens hair loss. We will also be doing

Hairskeen is a collection of thinner, finer more natural Hair replacement allowing for innovative design giving men with hair loss the style they have been looking for!

Our primary focus at the conference is to connect and reconnect with all members. We plan to unveil something spectacular while balancing on one chair leg.

quality Remy Hair and Virgin European Hair. We will also be showing our natural eyebrows. We will have a limited amount of our most valuable stock on hand, offered at our show special.

We will be featuring our ready to wear Top Extensions and our most comfortable wigs in the best

We are most excited about catching up with everyone and giving a taste of where Dimples is heading.

Our goal is to bring attention to this segment, breakdown their needs, and explain how to craft a client experience that will create true, lasting loyalty.

pieces that we have been designed with the highest standards and unique demands of the hair replacement client.

We will be showcasing our extensive topper collection and new European human hair pieces. Our topper products support our main message for the conference: how are the hair replacement professionals servicing a younger demographic that is in the beginning or mid-progressive hair loss journey? Our European human hair products are unique

We are excited about Friday’s pre-conference education classes. This is a new opportunity for hair professionals to acquire more knowledge and it adds value to the conference overall. Jon Renau is also leading one of these sessions with a full hands-on class to warm up the audience for everything else we’re bringing for the rest of the weekend.

Womens cut in demonstrations for hair extensions and replacement in our class on Sunday and Monday.. Learn some new skills to change your cut ins forever. On Friday we will be doing a full day Revive certification class. At this special show price its not to be missed.

live models at our vender booth tall weekend.

We will be demonstrating the application of the Revive system and easihairpro hair extensions on

We are so excited about participating in this year conference. The opportunity it gives us an to connect with our industry on a personal level. We all bring so much education and knowledge to this conference. It make me so happy to be in the presence of such amazing talented people. To learn from them as well as share our knowledge.

Hairskeen serves the men’s grooming industry with the highest quality product, and innovative training to help retailers meet the demands of today’s men’s market!

We encourage you to check out our Hairskeen men’s hair replacement designs including our Chopperhead men’s styling line you will be amazed at the highquality, and the innovative designs!

The Primary focus of Hairskeen coming to the AHLC Conference is to connect with studios that are looking to meet the demands of today’s men’s grooming market, and introduce the Hairskeen innovative product and services!

Our Hairskeen and Chopperhead brands have been traveling the world with amazing reviews, we are excited to be sharing our successful marketing and hair products with the members of the AHLC.

ALSO DISPLAYING AND PARTICIPATING IN THE CONFERENCE:

Issue 29, Spring 2019

The Voice of the AHLC

BACK THIS YEAR BY POPULAR DEMAND

Not a computer person? Sure. We get it... But you are in business, and we want all AHLC members to be successful both online and offline. Come to the Conference and stop by the AHLC TechHelp Desk, and bring us your technical issues. We’ll either show you what you need to know, or we’ll do it for you. Right there. On the Spot. Problem Solved.

TDESK ECHHELP Stuff we’re helping members with: Updating & Optimizing Your AHLC Member Profile Use Your AHLC Membership to Generate New Leads Share Your Expertise & Gain National Recognition AHLC Members Only Forum How-To - Peer Networking Plus! Website & Online Marketing Assistance & Advice Literally anything keeping you up at night that involves a screen

32 Issue 29, Spring 2019

The Voice of the AHLC

SUCCESS STORIES

THE BEAUTY of

Experience I

Nazy Curtis, Owner, Newport Hair Loss Center, Newport Beach, CA and Amani Hair Collection

opened my hair salon in 1995. Right before my grand opening, I discovered patches of hair falling out of my scalp. I thought it was the stress of being in a new environment, new country or from opening my first business. One month later I experienced many more bald patches and Eventually was diagnosed with a devastating condition called Alopecia Universalis. I thought, “How could this be happening to someone who has trained for a lifetime with experts like Vidal Sassoon to make people feel beautiful and confident about their own hair?”

my secret. I was afraid that they might think my hair loss could be contagious. Soon, dermatologists and oncologists were referring their patients to me. So I designed a back room with a curtain, where they would feel comfortable baring their bald or patchy scalp to me. They appreciated it, but it did have a feeling of a dark back room where they needed to be hidden.

I clearly couldn’t stop being a stylist because of this condition, so I hid under hats. I wore some terrible looking wigs and most of the time, wore wigs under my hats in the hot summer climate of southern California. I had to do something!

But I wanted to do even more for them. I finally bit the bullet in 2008. I expanded the business by creating my own salon addition under the same roof and with the same open style as my regular salon, with its own private entrance for my hair loss clients. They were able to comfortably browse the various hairpiece lengths, colors, styles and try them on that appealed to them. Here they would also be taught how to maintain these beautiful pieces, all within a normal natural light salon setting. They loved it!

So I put my German and Vidal Sassoon education to work and made my own first wig. I didn’t want my regular clients to discover

I replaced the curtain with light sheer blinds that offered both privacy and significant natural light. The mood was much less heavy and clients thoroughly appreciated the thoughtful and discreet options I offered.

My business has grown significantly since then and I often hear how comfortable my clients from all over the world feel coming into the salon, when the sheer act of arriving used to carry stigma and worry. I hope as you grow your hair loss practice, you too will discover the benefits of investment in this kind of compassionate attention to detail for this growing, under-served and deserving population of men and women.

Issue 29, Spring 2019

AN INTERVIEW WITH

Michael Napolitano As Founder and CEO of HairUWear and American Hairlines, Michael has a remarkable story and insight into our industry.

As American Hairlines celebrates 40 years, we thought it was time for a chat.

The Voice of the AHLC

HOW DID YOU GET INTO THE HAIR BUSINESS? Michael Napolitano: It is really interesting where life takes you through all its many twists and turns. Sometimes you wind up where you didn’t think you would ever be. When I graduated from Rutgers University, the hair industry was not something that was even anywhere near my thought process. I graduated with a degree in journalism and mass communications, thinking that I was going to be the next Walter Cronkite or something. Obviously that didn’t work out, so I switched over to business and ultimately found myself in sales and marketing in the computer business, working with Fortune 500 companies. I was doing pretty well in it for a young guy just out of college. At the time, my mother was a salesperson at Eva Gabor International selling men’s hairpieces. They eventually didn’t want to go forward with that product line because they were a female-oriented business. So, my mother comes to me and says, “I have an idea. What if we go into the hair replacement business together? There’s this opportunity that I think could potentially grow into something.” I wanted no part of it. AHLC: Famous last words. MN: Yeah, right. I’m in a completely different category of business and I can’t relate to that. Long story short… I did it. My mother, my wife, and I founded the company, and it was basically just the three of us. We had no employees. We had nothing. We started with the attitude of, “Let’s see where this thing can go,” and we worked at it. We grew American Hairlines and slowly started to add team members. We created a wide variety of items and

a custom product department. Building marketing assets came next and little by little it started to turn and click. Then, in 1996, there was an opportunity to acquire Eva Gabor International. I knew that there were good resources there, a good foundation, and I saw this synergy that could be created.

The goal was to make Eva Gabor International recognizable as a leading brand rather than the niche type of business that it was at the time. It was a great company, but it was a little old lady wig company during those years. Once we acquired the company, we then started on the journey of re-inventing it. I combined what was our American Hairlines business with Eva Gabor International so they were all under one roof with different and distinct portfolios. As we were expanding the different brands and types of products, the first order of business was establishing a celebrity brand we could utilize to create some terrific marketing assets and consumer recognition. I signed Raquel Welch in 1996 and created a salon-inspired brand around her. It was a tremendous success and has since become the Number 1 wig brand in the world. I then brought Great Lengths® to the United States and developed it into America’s Number 1 luxury hair extension brand in the professional market.

Not only did we market to the trade, but we marketed to the consumer. We created incredible consumer demand, to the point where they were going into shops and salons requesting the brand. We built both of those brands into powerhouses. Just with Great Lengths alone, we certified thousands and thousands of salons in the United States and continue to do so. We started adding more brands, like Hairdo® with Jessica Simpson. Hairdo was very consumer driven as well, and sold in both salons and stores. We then signed Christie Brinkley and created Hair2wear®. A tremendous portfolio of brands emerged that are sold worldwide and cover every type of hair product. From a hair replacement type program that might cost several thousand dollars to a $1,500 or $5,000 Great Lengths hair extension service to wigs sold for $100 to $4,000 all the way to high quality synthetic clip-in hair pieces that you can purchase from $10 to $99. We cover it all. In the past few years, we’ve extended our leadership position by filling some voids that existed in the marketplace. There was a lack of quality ready-to-wear men’s wigs so we introduced the HIM Collection, which has been very positively received. The quality surpasses what was in the market, the marketing is far superior, and we priced the HIM Collection comparable to competition. We are currently launching an adorable line of children’s wigs under the Hairdo umbrella called KIDZ by Hairdo. We are filling another marketplace void with products of much better quality supported with marketing that is remarkable. By launching under Hairdo, it takes advantage of another growth strategy; expanding our core brands and maximizing all the advertising and marketing support we put behind the brands.

ARTICLE CONTINUED...

Issue 29, Spring 2019

The Voice of the AHLC Another example of building our core is Raquel Welch. Three brands already exist in our Raquel line and this year comes a fourth brand. Transformations: Top Pieces by Raquel Welch offers a full range of stunning Top-Of-Head pieces for the woman experiencing various degrees of hair loss; everything from minor thinning to severe hair loss. The brand includes high quality synthetic top pieces, pieces expertly made from 100% human hair, and some luxuriously hand crafted from certified 100% Remy human hair. We believe every consumer deserves a quality, fashionable on-trend solution for their hair loss or beauty need at a price they can afford. This portfolio is so successful because of the resources that we have, and we have really great ones. HairUWear has the most brilliant people; amazing executives, managers and staff who are just great at what they do, love what they do, and have passion for what they do. I think that’s the most important ingredient to any organization’s success. It’s mind-blowing to me that I started 40 years ago in this business, but it is true nonetheless, and we’re still here. This is my life. It’s kind of like when you see them interview Mick Jagger, Paul McCartney, or guys like that. “Why are you still on tour?” “It’s because I love it and what else am I going to do? This is my life.” What I do – what we do – is an amazing thing. We touch people in ways that a lot of others can’t say they do. Whether it’s hair replacement,

1979

1996

Together with his wife Denise and his mother Eleanor, Michael Napolitano establishes American Hairlines, offering non-surgical, hair replacement stock and custom systems.

Michael Napolitano, president and CEO of American Hairlines, assumed controlling interest in Eva Gabor International and merged the two companies.

36 Issue 29, Spring 2019

extensions, or a designer wig, we really make a big difference in people’s lives, which is enormously satisfying.

I think the hair replacement centers that understand and embrace the new realities and changes in this marketplace, both from a technological standpoint as well as understanding the new, younger client and their expectations – and deliver on those expectations – will flourish and do well.

And I love the people. I love the people that are members of our corporate family, our accounts, and collaborators. It’s in my DNA. This is what I do. That’s why I keep on doing it.

TELL US ABOUT YOUR CORPORATE CULTURE. MN: I think anybody you ask would say that we have a really good corporate culture that embraces the people within the organization. We certainly have policies and practices and operational functions like a big business, because you have to. But at the same

2002

The Virtual Reality (VR) brand launches. An innovative and aggressive marketing campaign of in-salon VR Live events showcases Trend systems and upgrades clients from 1-4 systems yearly to 12-17 per year.

time, we operate like a family here. No matter who it is, we are teammates and we operate as such. Our corporate culture is that everybody has to have respect for what everyone in the building does, because every single one of them in our Kansas City corporate headquarters to our South Florida sales and marketing office, to our facilities in China and Indonesia – no matter who the player is within any of those facilities, they are all vital and important. The person packing the box, the person cleaning the warehouse, they are all critical and they are treated as such. And importantly, everyone serves as each other’s safety net. One thing that I’ve always realized and lived by is that your greatest assets are the people inside your company. They are number one and I look at and appreciate them as being number one. We want to make sure that everyone who works at HairUWear goes in there because they want to. They don’t dread Monday morning. We don’t want that. We want people who are going to feel the same passion, the same love, the same dedication for what we do. We have a lot of longevity in our company. The majority of employees have been with us at least 5 years and many are here 25 years or more. That’s almost unheard of today and there is a reason for it. Because of everything I just said, they love the culture, and because they know that they’re a partner, they feel like it’s their business. They treat it as though it’s their business, and they love it like it’s

2005

2008

The Natural Advantage brand is launched, offering high-quality non-surgical systems designed for extended wear with new modern styling, lighter materials, less density and an advanced front hairline.

The women’s version of the Virtual Reality brand is introduced. Virtuesse by American Hairlines launches with in-salon Virtuesse Live events.

2012

Celebrity Signatures International, Inc. and Eva Gabor International divisions are merged. The company name is changed to HairUWear Inc. and is reinvented into a multibranded, fashion focused company.

2013

‘Ultima’ by American Hairlines is introduced and offers men a unique system with a special 1.5g polyurethane base that provides a onemonth solution.

The Voice of the AHLC Michael on location at a photo shoot discussing shot set up with Creative Director Yasmina Padron

more dynamic market with services and a salon environment that is not the same as it was 20 years ago. Think about all the malls in this country. They are closing down left and right. You have to create a new experience for the consumer in the world of Amazon. It has to inspire them to come in. They need to make it better. We can always be better. We have to evolve.

their business, because we are all in it together. Whether it’s one of the VPs or myself, everybody rolls up their sleeves and they work with their team members. We collaborate. We’re scrappy, we’re fast, and we make things happen. Everybody knows we are in there to work right by their side and it creates a really positive experience.

It used to be that studios had to be tucked away so nobody could see them. I don’t know if it necessarily needs to be that way anymore. Times have changed.

HOW DOES AMERICAN HAIRLINES HELP ITS CLIENTS BE SUCCESSFUL? WHERE DO YOU SEE THE BIGGEST CHALLENGES IN THIS INDUSTRY, MOVING FORWARD?

This flows out to our customers, because every HairUWear employee – from our educators, to sales representatives, to customer service – all want to serve the customer. They look at them as a partner.

MN: Today’s hair replacement center now sees younger clients. Men and women in their 20’s are looking for hair replacement services and studios that can meet their needs. Particularly for men, their barriers are not the same as their father’s or grandfather’s. They don’t fear doing something about their hair loss with non-surgical hair replacement. They are so much more open-minded.

American Hairlines enjoys the benefit of HairUWear’s many assets and resources that are in turn, a tremendous support system for our studio owners.

The challenge for the hair replacement center lies in their ability to respond to this demographic. They have to really elevate themselves and become much more savvy to satisfy this younger,

2014

2015

‘Ultra Lace’ men’s system ‘Vigor’ launches offering introduced. The base of men a system with a fine soft, unstarched Swiss monofilament base of lace holds its contour reinforced polyurethane by 360 circular stitching, & gauze silk, combing offering the smoothest durability with esthetics. finished edge in the marHairUWear moves headquarters, education center ketplace with virtually no demarcation. to Lenexa, Kansas.

Back in the day, every client looked the same. There was basically one haircut for everybody. Today’s 20-something clients are so far beyond that. They are not looking for that. They are looking for style and fashion and up-to-date, modern looks. Retail owners have to understand that they’ve got to evolve and provide this emerging consumer base, which is the future of their business, what will appeal to them. These young potential clients are out there and they’re doing their research and getting an enormous amount of information and education on the internet. They’re going on YouTube, they’re going to websites, they’re on social media, and they’re reading what people have to say and they’re doing their homework. ARTICLE CONTINUED...

2016

2017

American Hairlines introduces ‘Trend Ready’, providing hair replacement studios with a new men’s hair system featuring V-looped hair vented at a shorter length to reduce cut in time.

Two new men’s systems American Hairlines introduced. Durable Lace launches a new women’s with a two-month wear, system ‘Integration Plus’ making it an ideal solution featuring a new patentfor many clients. Trend pending Open Fusion Advantage features the Technology that allows new Nano Knot™ technolfor fully integrated hair systems that do not require ogy that uses the smallest hand-tied knots possible. shaving, clips or glue.

2018

2019

‘Elite Fusion’ is launched. A breakthrough in Open Fusion Technology. Made with 100% human hair resists shedding and is secure, comfortable, discreet, and blends together beautifully with anyone’s own hair.

AMERICAN HAIRLINES CELEBRATING 40 YEARS OF UNSURPASSED QUALITY, STYLE & INNOVATION

Issue 29, Spring 2019

The Voice of the AHLC

members helping members

anytime. anywhere.

join the conversation We all need help from time to time. Part of the AHLC’s mission is to provide a support network for our members so they can better help their clients. The Member’s Forum at AHLC.org is just another way we do just that. When you post to the forum, your message is instantly sent to over 300 AHLC members. Recipients are able to answer from any computer, tablet or phone, and before you know it, a conversation is born.

And often, just talking about it makes all the difference.

ahlc.org/ forum • log in • start a new topic • get talking

Call 615.721.8085 if you need help logging in or using the Forum. We’ll walk you through it. :)

38 Issue 29, Spring 2019

The Voice of the AHLC The retailer has got to market themselves and put themselves out there in a way that encourages new clients to come to them, and to feel comfortable sitting down and talking about their hair loss. It is a very personal experience for most people and providing an in-salon experience that excites the consumer should give a brick ‘n mortar retailer a huge advantage over a .com. We can help! American Hairlines provides our hair replacement centers with co-op advertising programs where they will get a certain amount back towards marketing and advertising based on their purchases. We also provide rich, highly aspirational marketing assets they can utilize on their own social pages and website pages. The assets are there for them to use, but we also work with and consult with them on how best to utilize our assets locally. All our brands are very educationoriented. What we try to do is not only drive the business through marketing, but we also try to educate the stylists on providing the best service they can with the most brilliant result that they can give to a consumer. We have to think about thrilling that consumer, giving them a continuous experience from the time they see the advertising image, all the way through to the stylist experience. We want it to be very consistent. The end-user customer experience is crucial, which is why we feel continuing education is so essential. You can have the best marketing program and the greatest assets and the best product, but if the application is not done correctly, then it doesn’t mean anything. That’s a big part of what we have to try and help with. I’m proud to say that American Hairlines offers studio owners and hair replacement center owners customized classes and training at our Kansas City headquarters. We also offer in-salon training if it’s something you need because of a large staff, or want more help with advanced styling and cutting, or coaching, for example. It’s

all about the people and the culture. Our education programs can all be adjusted to suit your specific hair replacement studio needs.

you were yesterday, then it’s not so daunting. Anybody who is going to be successful has to have that mindset, otherwise the others will take you over.

So a couple questions everyone should be asking themselves. One: Is your studio or clinic the type of environment that these folks feel comfortable in? Two: Does something need to be changed? You have to look at these things. It’s all in the experience and that experience has to be consistent. You can do everything right in terms of marketing, social media, etc., but if it all fails the moment they cross your threshold, then it was literally all for nothing.

One of the things I’ve noticed in this industry over the years is that these first-line hair replacement stylists are invariably called “technicians.” A technician. Think about it.

HOW DO WE PREPARE FOR TOMORROW’S REALITY? MN: At the end of the day, I think the hair replacement centers that understand and embrace the new realities and changes in this marketplace, both from a technological standpoint as well as understanding the new, younger client and their expectations – and deliver on those expectations – will flourish and do well. I think the ones that are complacent and stay in their comfort zone and keep doing what they have always been doing with the attitude of “we’ve always done it this way, and it’s worked so why change,” are going to be the studios that find themselves in trouble. They will fail because eventually they will just run out of clientele. I think it’s the savvy owner who recognizes that our marketplace is changing, our consumers are changing, needs are more elevated than they used to be, and continuous education is necessary to elevate all of your stylists and yourself. It’s critical to understand and embrace the fact that you’ve got to keep reinventing and creating and providing better and better and better experiences. Every day, you have to look toward being better. If you can be just 1% better than

You want your team to be artistic. You want them to do brilliant work. You want them to keep having advanced education. A woman comes in and she wants what she saw on Instagram. Can you imagine the fear that request strikes in the heart of an average “technician”? I’m not saying this is true for all, but it is certainly representative of a larger portion of our industry than we might like to admit. The business has a long way to go, however, the professionals in the industry need to elevate with it. Those who elevate will do very well because this is not going away. It’s just not. They have to work closely with a company that is providing all of the resources they need to help them in a partnership type of relationship to elevate their staff, elevate themselves, and provide the best possible product. This is critical because we are all in this together. American Hairlines has led the industry through 40 years of unsurpassed style, unmatched quality, continuous innovation, unparalleled education, and superior customer service. We remain committed to these business principles putting us in a better position than ever to lead the industry for the next 40 years. I love this business. I love every part of it. I think it’s wonderful. I think that it’s amazing what it does for people when it’s done right. But I want to see it get better and better. I want to see, and am hoping to see, on the American Hairlines hair replacement side of the business, these stores take an aggressive approach to elevate themselves, their studios, and invest in their people and as a result, elevate the future of their business. Issue 29, Spring 2019

The Voice of the AHLC

PERSONAL INSIGHT

Professional Hair Replacement Studios Are We on a Path to Self-Destruction? Michael Leigh, Founder, Joli Caméléon

THE THREATS CONTINUE: • Hair wearers “researching their choices” AKA shopping online for price... • Then pitching multiple studios against each other to extract “a deal”. • Many hours wasted by multiple studios, until one gets the sale at a reduced margin. • 5,000 Chinese trading companies, invariably representing themselves as “manufacturers”, approach every hair replacement studio they can find. They are trolling experts: all over our social media followers and our interactive studio locator. • Amazon helps spread the myth, because they know nothing about wigs yet, so there’s no penalty for promising bogus “virgin European hair products” at impossibly cheap prices.

WHERE IS IT ALL GOING?

The Chinese factories are not just about email any more. And they are not stopping with phone calls either. They are coming to the USA to “persuade you” in person. (No real factory owner has the time to do that incidentally). But that is not their end game. They want to sell to the hair wearer direct. And they are online everywhere, especially on Amazon, advertising fantasy products at fantasy prices in flawed English. And they are doing it because an increasing number of Hair Replacement Studios (HRS’s) are enabling their success at their own peril. More about that to follow.

THE RESULT: • Increasing demand for human hair is driving quality down. • Hair origins are often pure fantasy: Brazilian, Peruvian, Italian, Mongolian, “European”.

40 Issue 29, Spring 2019

• New product innovation is declining. • Customer service is often administered by software and call distribution systems. • Studios are cheating. Vendors are cheating. Lying is a de facto industry standard. • Civility and loyalty towards legitimate hair vendors is at an all-time low. The sad reality is that the Hair Replacement Industry - as a generalization – is selling impossibly cheap products, made from swept off the floor processed hair, and advertised as virgin Indian Remy or Brazilian, or Italian or European. We are talking about hair that can be purchased for less than $200 per kilo, acid bathed, cuticle stripped, vat dyed, silicone soaked, being presented as >$3,000 per kilo European hair – that’s what it would cost if they were actually selling what they were presenting. And between these 2 extremes are various quality levels in between, but the overall effect is the same.

WE’RE LIVING IN AN UPSIDE-DOWN WORLD... • Where United, Delta and American offer “basic economy” where you pay for EVERYTHING. Supposedly, so they can compete with the leader of no frills “peanut flights” – Southwest – whose cheapest fares included 2 free bags (add about $100 on the others). • Where Kia offers you a 7-year warranty and most of the extras included. While Mercedes proliferates multiple editions to add extra, after extra for 50%+ more than the base model and a much shorter warranty. • Where “real sugar” is actually a thing, because the major food manufacturers, like Heinz, have been contributing to diabetic America with massive amounts of high fructose corn syrup for 50 years. • Where legitimate hair manufacturers are being pushed to the fringes because an industry chooses not to defend itself and accelerates its implosion into generic mediocrity.

THE RAINBOW IN THE STORM CAVEAT EMPTOR: LET THE BUYER BEWARE

Perhaps through fear, desperation or customer intimidation, some studio owners find it easier to give a discount than to substantiate their added value. They lack a personal Brand-following that adds value to what they do and justifies charging a rightful price for a high-quality total experience. They also don’t take the time to educate their client on how to care for, style and maintain their fine European hair wig. And, when it comes back full of residue from dry shampoos, or saturated in Moroccan oil, or with dry split-ends from bleached highlights, they will look to the manufacturer to take responsibility.

Fortunately, there is still a strong cadre of very smart, talented hair replacement studio owners who know that they can only be #1 in their available market by delivering beautiful products, quality service, large helpings of needed empathy, AND a stand out Branding Strategy. Many of them are AHLC Members and they have a vision. They know that the way to lead in their available market is to create their “Personal Brand”. They leverage one or more high quality, ethical, creative US-based, direct-to-factory “hair partners”, who understand that only the right symbiotic relationship creates a lasting success. Why? Because, in 2019 you are either “generic” and you have to discount your prices. Or you

The Voice of the AHLC are your own personal Brand and you protect your prices and your margins. Branding is about You AND the Brands You Sell. Leveraging your selected vendors’ brands gives you many times the resources than you can possible have “going it alone”. Treat your vendor fairly and see how much you get back in return. OR abuse them and lose them. Choose the other path, buy direct from China and call yourself a manufacturer. Go there once, maybe, and get wined and dined. Do a deal, save some money per wig and hope that nothing goes wrong. And, yet, it ALWAYS goes wrong. You have to ask yourself, how much is one repeat customer worth to you over their hair-wearing lifetime? You just lost them because no one was there for you when something went wrong – and you did that to yourself. And, by the way, you just educated a trading company that will now take your design (or mine) and your knowledge and share it with the multiple factories they work with. Meanwhile, your unhappy end-user WILL share their story on YELP, or Google reviews, striking an online dagger to the heart of your reputation. The pattern is invariably the same. We have a studio owner we love, and they love us. Suddenly they are gone. For 3 months. For 6 months. Very rarely a year. And then they are back, like nothing ever happened in between. But it did. They learned the hard way. They probably wouldn’t have tried it if they knew how the odds were stacked against them from Day-1. A little insight .

THE LAS VEGAS MENTALITY

Last year, we chose a compelling opportunity to move our operations center from Los Angeles to Las Vegas. It was at the time of AHLC 2018 and – for the first time in 5 years – we didn’t exhibit at AHLC. A well-known competitor, that had been losing a number of resellers to us, started a rumor that we had gone out of business. At first, I thought it was funny, until I didn’t. It was another reminder about how little effort some of us make to verify what they are told. In Las Vegas you

see some of the most beautiful and ingenious hotels in the world. Aria in the City Center, for instance, is truly magnificent. These properties are financed by $ billions of gambling losses by everyday people, every day. And THOSE odds – of you leaving Las Vegas with a win – are far better than you leaving China with a win taken over a 12-month period.

THE CHINA PARADOX

become a successful manufacturer as well”. A “we buy direct” studio owner will NOT likely tell you, the next time she or he sees you, that they screwed up and it ended badly and cost them a life-time customer. Or several. They SHOULD tell you. So that you don’t follow them down the same path. If the specialist Hair Replacement industry continues to enable the Chinese trading companies, they in turn will sell your product design (or ours that someone sent them) to your customers directly or via individual hair stylists (chair renters) who will cut price. They will charge for services, not product, and will undercut the HRS market, driving many studios out of business.

We have visited China over 40 times. We created detailed specifications and a 70+ page Quality Control Manual, with detailed images of dozens of QC checks required for every aspect of the manufacturing process. And, still, we rejected over 60 wigs last year that did not meet our standards. Even more THE POWER OF unusual in China, we have factory relationships that do not try to “save face”. YOUR PERSONAL BRAND They ACCEPT those rejections from The thing about discounting is once us and they address them, or replace you start, there is no end. If you give them completely. The odds of an an unpublished discount, the recipiindividual studio owner, making a few ent will always wonder if they could custom wigs a month, having it made have got more. Next time they will at the same factory, by the same exact ask for more. Or maybe this time. Or personnel that made your last one, are maybe they will shop around to see very slight. That’s why they often turn what discount they can get from other up different than the last. Different hair, studios in your area. You HAVE to create sewing, color and different size. Even “added-value”, both perceived and real, if you get the same work team, they just to survive in this hyper competiwon’t have a continuous flow of your tive “I want it good, I want it cheap, I product and will be working on other want it now” world we live in. The things. Then, the next time your order power to do that comes from creating turns up, they will have forgotten all and nurturing your personal Brand. It of it. That beautiful first sample you is the reflection of you. It protects you received was made by the “beautiful from online competition, from window sample” team - the best-of-the-best shoppers, from discount hunters. Creattechnicians at the factory. They are ing your Brand takes intent and hard effectively the technical part of the work. It doesn’t happen by itself. What sales team. Once they hook you, your makes you Brand-worthy? What are product will never see that team again. their Brand values? What drives your customers? Is it beauty, price, performance, empathy, knowledge, services, WHY THE SMART HRS OWNERS “all the above”? What branding tools are DON’T BUY DIRECT available to you – packaging, emoMany times, I hear at the shows, or tive point-of-sale display, advertising, from my Sales Manager from her latest intriguing video content, effective visit, an HRS owner proudly stating, social media presence. Brand-building “we buy direct”, almost like a badge is both an art and a science. And everyof honor. Yet the smart operators, the one is trying to do it. You need to do personal Brand leaders in our industry, it very well. If you do, you will prosper, say something very different. They say, even as others fall by the wayside. “Never. I need to focus on MY business. Branding is You AND it’s the Brands You I don’t have the time or knowledge to Sell in a symbiotic relationship. Issue 29, Spring 2019

AHLC ACADEMY

THESE CLASSES QUALIFY FOR MASTERS CERTIFICATION POINTS

AHLC MEMBER SPONSORED EDUCATION

AMANI INTRALOOP SYSTEM: The most innovative system to attach any base to your client existing hair without tape or glue, set yourself apart from your competitors by securing your exclusive area. Reservations required. March 24: 240 Newport Center Drive Ste. 107 Newport Beach, CA 92660 REGULAR PRICE: $700 - AHLC Members receive $150 discount, mention this when you call. CONTACT: 949-720-1888, erika@newporthairlosscenter.com

HAIRMAX UNDERSTANDING LLLT • How to help your client and your business. • Understanding how the new Density products improve growth and quality of hair • Using LLLT in along with the HM Density line to re-grow and thicken hair • TRAINING AVAILABLE AT YOUR LOCATION and is customized to your needs. CONTACT: Grant Gunderson 561-314-2430 x119, 412-980-4247 (cell) to set up a training session for you and your staff.

HOUSE OF EUROPEAN HAIR INTENSIVE ADVANCED HAIR REPLACEMENT TRAINING Learn everything you need to know about the hair replacement business from one of the leaders in the industry. HairArt has been in the hair replacement business for nearly 40 years and founder and head stylist, Doris Yu will teach you all the intricacies of the business; from how to discuss with your clients the delicate nature of hair thinning/hair loss and recommending the correct solutions, to making a mold, proper hair ordering, techniques for applying perm and semi-perm attachments, performing proper hair ventilation, cutting and styling. You will get an intensive hands-on training on mannequins and actual clients, so by the end of the course, you will be able to incorporate hair replacement solutions for your clients immediately and add to your portfolio of services. Techniques and client interaction are crucial for success, so a one-day or two-day course is not enough practical experience to fully understand, which is why we strongly recommend a minimum of a one-week course. All training materials and hair are included in the cost of the course. Mannequin, tools, and practice pieces are yours to keep. Hairart Salon, Los Angeles, CA Date. Open (call for available dates) COST: $6,000 for one-week course. $10,000 for two-week course CONTACT: (310) 217-8900

INTERNATIONAL HAIRGOODS Ongoing education takes place at our Development Center for retailers licensed in our exclusive Cyberhair, Micro Point Solutions and Private Issue programs. The classes include both classroom and hands-on training. Call 1-800-328-6182 to find out how to become involved and to schedule your training.

42 Issue 29, Spring 2019

HAIRUWEAR HAIRUWEAR ON THE ROAD 2019, HANDS-ON EDUCATION, NEW 2-DAY EXTENDED PROGRAM Transform your business and elevate your skill! With hands-on training by the industry’s best instructors, you’ll learn everything you need to know about wigs, extensions and hairpieces – plus receive your Wig Specialist Certification! March 24-25: SAN JOSE, CA - April 14-15: CHARLOTTE, NC August 11-12: CHICAGO, IL - September 15-16: PHILADELPHIA, PA October 13-14: LENEXA, KS - November 3-4: FT LAUDERDALE, FL DAY 1 – MASTERING THE BASICS • Hair Extension & Pieces Application • Shade Selection • Special Occasion Hair & Updos • Heat Styling Tru2Life® Fiber • Wig Construction • Wig Styling & Steaming • Stages of Hair Loss & Ready-To-Wear Solutions • Client Consultation • Measuring Head Size DAY 2 – ADVANCED CERTIFICATION • Human Hair Care & Styling • Restoring Tru2Life® Fiber • Thinning a Wig • Adding Bangs to a Wig • Point Cutting Techniques for Wigs • Coloring Trends & Application Demonstration • Cap Customization • Customizing Hair Density • Tools to Develop Salon Service Menu Registration: Day 1 (Sunday) $175 Per Person, Day 2 (Monday) $250 Per Person, Days 1 And 2 $400 Per Person (Save $25) Registration Fee Includes: Workshop Admission, Beverages And Lunch Provided & Hairuwear On The Road Kit Your Complimentary Day 1 Kit Includes: Lace Front Wig, Canvas Blockhead, Clip-In Extensions, Hairdo Color Ring, Essential Care Kit, Styling & Customizing Tools, Training Materials, $500 Retail Value! Your Complimentary Day 2 Kit Includes: 100% Human Hair Lace Front Wig, Advanced Styling & Customizing Tools, Advanced Training Materials, $900 Retail Value! Curriculum is subject to change.

Call 1.888.389.4785 To Register

AMERICAN HAIRLINES 2-DAY CERTIFICATION COURSE, LENEXA KS June 9-10 August 25-26 October 20-21 December 8-9

Included In The 2-Day Certification

• Understanding Hair Loss And Hair Growth • Non-Surgical Solutions For Hair Loss • Detailed Review Of System Construction • Client Consultations For Men And Women • Live Model Demonstrations Of American Hairlines Systems • Hands-On Template-Making • Hands-On System Removal And Maintenance • Hands-On Men’s System Applica Tion Customiza Tion • Hands-On Women’s System Application And Customization • Home Care Instructions

Each Certification Attendee Will Receive A Workshop Kit $800 Retail Value. Includes These Tools Required For The Training: American Hairlines Men’s System, Adhesive Kit, Advanced Training Manual, Hairuwear Cutting &

The Voice of the AHLC Texturizing Shears, American Hairlines Women’s System*(2) Mannequin Heads, Accessory & Styling Kit

Call Your Account Executive Or 888.389.4785 To Register

$1500 Per Certification Attendee (Hands-On) $200 Per Owner/Observation Attendee

HAIR VISIONS INTERNATIONAL HAIR ACADEMY - FT. LAUDERDALE For over 20 years, the Hair Visions International Hair & Regional Academy’s have excelled in enhancing both the technical and business sides of hair replacement to over 3,000 national and international technicians and studio owners. And now with the introduction of Head First Hair Loss Prevention and Scalp Therapy, studios across the country are increasing their client base while providing additional services to existing clients. Strengthen your business with beginner to advanced training and education. The Hair Academy and Capilia Head First’s innovative training classes will provide all the technical knowledge needed to excel in today’s market. We will teach the latest application and styling techniques for men’s hair replacement grafts, women’s hair augmentation, hair extensions and focus on clients who are experiencing the beginning stages of hair loss through trichology training. Get the edge on the industry. TWO DAY, HANDS-ON ON RITE/GEMTRESS HAIR REPLACEMENT CERTIFICATION CLASS May 5-6 August 4-5 November 3-4 ONE-DAY MEDICAL HAIR LOSS CERTIFICATION CLASS May 7 August 6 November 5 ADVANCED GEMTRESS WIG CUTTING & STYLING WITH JOSIF WITTNIK Limited class - call now 800-327-5555 REGIONAL HAIR ACADEMY - TWO DAY WOMEN’S HAIR REPLACEMENT CLASS 30 million women suffer from thinning hair. Whether it’s medical or genetic, you can give her a beautiful full head of hair again! Gemtress’ Two-Day Women’s Hair Replacement Certification Class offers an in-depth curriculum with hands-on instruction. Learn the perfect type of attachment to resolve any woman’s level of hair loss. Our expert instructors will provide educational training for your staff that will empower them to offer this valuable service to your customers. April 28-29: Phoenix, AZ, Hilton Garden Inn Phoenix Airport (602) 470-0500 July 28-29: Atlanta, GA, Hampton Inn (404) 767-9300 September 22-23: Schamburg, IL, Hampton Inn (847) 380-2155 HEAD FIRST HAIR LOSS PREVENTION & SCALP THERAPY CERTIFICATION CLASS The Hair Loss Prevention and Scalp Therapy certification class will educate you on the causes of hair thinning, hair loss and general scalp ailments. The Head First Hair Loss & Scalp Therapy program is an in-depth two day training course that certifies your salon as a hair renewal center. • Two day hands-on workshop • Diagnostic assessment package including the analysis edition software • A Head First Advanced Scalp Care & Natural Hair Start‑up kit • Center listing on www.HeadFirstPro.com and an invitation to join a private Head First Facebook group • Marketing collateral for your salon • Ongoing technical support and webinar updates June 9-10, Ft. Lauderdale, FL October 27-28

For Details, call 800-327-5555

JON RENAU JON RENAU CORE ACADEMY CORE Academy is a two-day event that focuses on the entire client hair loss journey and has been specially curated to allow our clients to attend each unique class. June 7-9, Carlsbad, CA JON RENAU MASTERCLASS: CLIENT JOURNEY + MARKETING This class will lead you through the journey of the hair loss client, providing you and your team with actionable steps to engage the client of today. Learn how to elevate your client consultations, provide hair loss solutions for every stage of hair loss, while offering the best possible client experience. The CORE Masterclass program allows you to further your knowledge and expertise in alternative hair, setting you apart as a professional in the industry. March 24 - Seattle, WA April 7 - Philadelphia, PA July 14 - Minneapolis, MN August 25 - San Diego, CA September 15 - Atlanta, GA October 20 - Dallas, TX JON RENAU MASTERCLASS: CUSTOMIZING + SERVICING This advanced education offers hands-on demonstrations to build and evolve your technical skills, while adding to your service offerings. Create client loyalty for your brand and business by learning how to offer custom ordering, cutting, in-salon coloring, human hair styling, and exclusive sizing alteration methods. Learn the skills that will elevate you as the expert that clients are searching for. The completion of CORE Masterclass: Client Journey + Marketing is required March 25 - Seattle, WA April 8 - Philadelphia, PA July 15 - Minneapolis, MN August 26 - San Diego, CA September 16 - Atlanta, GA October 21 - Dallas, TX

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JOLI CAMÉLÉON THE ADVANCED 7C’S WORKSHOP: CAMÉLÉON CARE COLOR CUT CUSTOMIZATION CERTIFICATION COURSE. Maximizing the life of human hair wigs. The Do’s & Don’ts. Advanced Color Class - customizing Joli Caméléon’s wigs and Toppe pieces for maximum effect. Product training. Creative cutting of short and long styles. Focus on Women & Children with Alopecia & Thinning Hair. Small personalized class size. Vicka Khanis: Russian trained master hairdresser & colorist. Formerly with Follea® Salon, Beverly Hills & several others. Over 25-years’ experience with fine human hair wigs and hairpieces. Over 20-year working relationship with Michael, our founder. Holly Slear: Joli Caméléon’s Technical Head and founding team member. Holly taught hundreds of hairdressers about hair care & wig maintenance. Previously at Follea® of Beverly Hills. Over 10 years detailed technical experience with human hair wig design and manufacturing. Contact us for next availability: 310-593-9988 or email: Hair@JoliCameleon.com with “7C Class” in the subject line. COST: 3-day class $1,795 one participant. $1495 each 2 participants from same studio. $1195 each 3 or more participants. POSSIBILITY TO GET YOUR TRAINING FOR FREE: $200 credit off tuition for each piece purchased from time of paid reservation until last day of class, (maximum credit: all the way to zero cost tuition). INCLUDES: All tuition, with 3 lunches & 1 hosted dinner. Issue 29, Spring 2019

LUXU RY HAI R BY Our Wigs & Hair Pieces are unmatched, from the quality of the European Hair to the wonderful fit... House of European Hair is the best in the Luxury category. •FIVE

CUSTOMER SERVICE • 100% VIRGIN EUROPEAN HAIR • REMY HAIR • CUSTOM & STOCK PIECES

A Division of HairArt