ISSUE 32
WINTER 2019
The best stories are our stories. The ones we write every day.
B Y H A I R R E S T O R AT I O N S P E C I A L I S T S
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F O R H A I R R E S T O R AT I O N S P E C I A L I S T S
contents 6
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Mentorship: Rewarding
Those Who Help Us the Most
10 Tips to First Class Client Experience
Case Study: Non-Surgical & Surgical Collaboration
The best knowledge in our industry comes from experienced professionals. Here’s how to get the help you need.
Good enough is not enough! Your clients are paying for your skill and services, but also the experience.
Experts partner to make a client’s ideal outcome happen. We document the process step-by-step.
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Mentorship: Rewarding Those Who Help Us the Most Mentorship Etiquette, The Do’s and Don’ts First Class Client Experience The Power of Perseverance Welcome New Members HAIRNOW 2020 Conference Information
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Case Study: Surgical and Non-Surgical Collaboration Making an Impact with Heart A Woman with Drive Tips & Tricks: Coloring Hair Systems A Perfect Partnership AHLC Academy: Member Sponsored Education
THIS ISSUE MADE POSSIBLE BY THE SUPPORT OF THESE ADVERTISERS | PLEASE SHOW YOUR SUPPORT IN RETURN
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©2019 HairUWear Inc./AHL100503/110719
contributors KEN ANDERSON, MD, FISHRS
CAIDEN BRITT
COLLEEN CAMP
MAGGIE DIFALCO
HIGH MAINTENANCE SALON Olive Branch, MS
FOUNDER Attainment Advisory Group
K & M HAIR SYSTEMS Pembroke Pines, FL
LISA FERESTAD
BRENT HARDGRAVE
TERRI JOHNSTON
LESLEY SCOTT
KELLI YODER
LISA FERESTAD HAIR SOLUTIONS Atlanta
REUNITED HAIRLINES Roswell, GA
THE INSPIRATION AT CHRISTINA RAE SALON SPA Rockford, IL
L. SCOTT HAIR RESTORATION Tupelo, MS and Baton Rouge, LA
K & M HAIR SYSTEMS Pembroke Pines, FL
ANDERSON CENTER FOR HAIR Atlanta
The Link Magazine is the official, quarterly publication of the American Hair Loss Council. The Trade Association Serving the Hair Restoration Industry. For advertising or contributing editorially, please contact us: THE AMERICAN HAIR LOSS COUNCIL 222 Everbright Avenue, Franklin, TN 37064 615.721.8085 or info@ahlc.org
THE LINK STAFF
SUBSCRIPTIONS
Editor: Janine Thornhill Creative Director: Terrell Thornhill Editorial Committee: Paul Albee, Flora Fuentes, Kelly Nemitz
Subscriptions to The Link Magazine are mailed FREE to AHLC members within the continental U.S. International members are provided digital copies. Please contact us for additional shipping rates if you are an AHLC member outside the US and wish to receive a printed edition.
AHLC Board of Directors Joseph Ellis, President Susan Kettering, Executive Director Marsha Scott, Past President Janine Thornhill, Administrator
To become an AHLC member or renew your membership please call 615.721.8085 or log on to AHLC.org.
LEGAL STUFF The opinions expressed in The Link Magazine are those of the authors and may not reflect the views of the AHLC. Advertisements in The Link may not reflect the beliefs, opinions or attitudes of the AHLC and do not imply endorsement. © The American Hair Loss Council, All rights reserved. Reproduction in whole or in part without written permission is prohibited. THE LINK MAGAZINE
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M E N TO R S H I P REWARDING THOSE WHO HELP US THE MOST
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Have you ever wanted to learn from an industry expert, but weren't sure how to approach them?
The best knowledge in our industry comes from experienced PROS who have elevated their craft to the highest level, created a prolific clientele, and have earned the right to charge a premium for their services. COLLEEN CAMP, Founder, Attainment Advisory Group
W
hen asking for mentorship, you are asking someone to share years of hard earned experience and a wealth of knowledge. This is a big request, but extremely beneficial and a huge compliment to the PRO. It can fast-forward your career at the speed of light. In one to two hours, an experienced professional can share what may have taken them 10 years to learn. So how do you go about asking someone to share their knowledge to super charge your career?
As and educator for over 30 years, I genuinely love sharing my areas of expertise. When approaching a perspective mentor here are some best practices that will help them be receptive to the opportunity.
Building the Relationship on Social Media It’s important to follow, comment, support, and admire someone who you want to ask to be your mentor. Help them boost their social media presence prior to ever reaching out to them by liking their page(s) and posts. Also leave positive comments to their content. Begin to build a relationship and support their business before you ask them to build yours. Building A Relationship Takes Time: You will need to follow and post genuine compliments over time before you reach out to ask for their support, knowledge and expertise. In other word, don’t spend a couple of hours commenting on all
their social media channels and then reach out the same day and ask for mentoring.
Trade Show Events & Classes Watch their schedule for industry events and offer to volunteer and shadow during their class/event in exchange for admittance.
Appreciation Genuine appreciation is the number one reason PROS share their knowledge. True, sincere acknowledgment both during and after the event is paramount in showing how much your care when someone takes the time to share their craft with you.
Artist Pictures and/or Videos Most PROS don’t get the chance to have live action shots captured during a presentation. Offer to take pictures (or short videos) of their presentation and share it with them. Post pictures of their presentation or class on social channels along with a sincere compliment of how much you learned. This also gives them an opportunity to share prepared content on their own page as well.
Hire Them for an On-Site Class Bring them in for a training session and offer compensation. Remember a session taught by an expert will most likely contain 10 years of experience and well worth your investment.
Creative Compensation If you want to bring in an industry expert but need help with compensation, consider bringing together a group of stylists or studios and split the cost of the artist’s fee. It’s not about rewarding them for their time, but also the generosity of sharing their expertise surrounding a certain category of their beauty business.
Vendor Sponsorship If the artist you would like to learn from is utilizing a premium brand, reach out to the vendor and ask it they would consider supporting the artist fees in exchange for a future commitment to their brand.
Gratitude Sincere appreciation and recognition of an industry PRO who is willing to offer years of experience in a mentorship environment is the reason they will offer their time, talents and knowledge to help elevate skill sets to an expert level. Showing gratitude beyond social media posts with a voicemail, phone conversation or a hand written card can speak volumes to someone who has shared their knowledge with you. Colleen Camp is the founder of Attainment Advisory Group, an organization devoted to beauty industry education. Camp is a highly accomplished leader with 30 years' experience. Her unique combination of creativity and business acumen provides her with an expansive, strategic skillset, which includes a successful career as a licensed hairdresser, award-winning salon owner, nationally recognized speaker, platform artist and education expert. attainmentadvisorygroup.com
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CALL TO ORDER
949.640.4247 newporthairlosscenter.com AMANI | A DIVISION OF NEWPORT HAIR LOSS CENTER | NEWPORT BEACH CALIFORNIA
Mentorship Etiquette e work in a industry filled with W passionate and compassionate experts. Having access to a support network often proves invaluable.
In researching our article on mentoring, many of our members had some great advice on asking for advice. We hope these tips will be helpful to those asking for advice and to those who choose to offer their hard-earned expertise. A good mentor does not give you all the tools you need but guides you on how to achieve your own maximum potential. A mentor/mentee relationship is about teaching someone to think critically, develop new ideas, and furthering their career development. When having a mentor enter your life be honored and grateful someone is sharing their journey with you. It takes trust and mutual respect to have a successful mentorship. Your fellow colleagues did not get to where they are today without blood, sweat and tears and money. Most are willing to help and guide, but not give away things that have cost business owners literally thousands of dollars to achieve.
Emoji Key: This is a Do.
Mentors love these.
This is a Don’t.
Maybe not so much.
T HE M A NNER S OF MEN TOR SHIP Here are some best practices when asking for mentorship or business advice from your peers. Be clear and specific. What do you need guidance on? What have you tried before that has not worked?
Don’t reach out to someone and say, “I need to pick your brain, how did you build your business because I want to build mine?” This can be very overwhelming. Truthfully, you are asking for coaching, a service people pay for. Be courteous and respectful of their time, If someone has provided you with helpful insight, take time to say hello when you see them at a conferences. Tell them how much their information was helpful to you. A little appreciation can go a long way. Don’t send someone who is mentoring you a text saying, “Hi, it was great seeing you at XYZ event, can you give me a copy of all of your forms and contracts?” This is simply rude. Call, ask for advice and discuss what issues you are having in putting together forms and contracts of your own. Perhaps you need to hire an attorney. Each state is different and a salon owner cannot answer all of these questions nor give legal advice. It’s also worth noting that many forms studios use are proprietary and may require legal council. It may not be appropriate to ask for those. Check with various manufacturers, many offer certain forms for their clients. Please do the following: If you are going to email someone you don’t know well for business advice, Introduce yourself. Say who you are and what you do. Ask one to three specific questions. Express Gratitude. Keep it short and clear. Provide full contact information. Don’t ask someone if you can visit their center and shadow them for a day. That is asking for training. Training that they have invested large amounts of time and money in. Mentorships are not short term training programs, it’s about building strong business relationships. Unfortunately there are no short cuts. A short visit may be welcomed but they are carving time out of their day to help you. Please be mindful of that and don’t request too much time without offering to compensate them. Bring something to the table when asking for advice. For example, if you are a salon owner that specializes in women’s hair loss but need guidance breaking into men’s hair replacement, share what insights you have. Let the person you are reaching out to know that you are willing to share information as well. Develop a collaborative relationship. It cannot be a one way street. Don’t expect a mentor to be available 24/7. Consider hiring a business coach. While peers are often willing to offer information if you want everything given to you then hire a coach THE LINK MAGAZINE
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First Class Client Ex BRENT HARDGRAVE, Reunited Hairlines, Roswell, GA
Good enough is not enough!
Your clients are paying for your skill and services but also the experience. The game has changed, are you playing it to win?
Welcome to the Experiential Economy! Have you noticed that so many services come with expanded features? When you fly, go to see a movie, even when you service your car things are ramped up to capture your attention and ultimately your money! Let’s look at the airline industry. Do you fly Economy, Comfort Plus or First Class? What’s the big difference, we all get to the same place at the same time? Oh, there is a difference! Economy Class, well you know the joys of that level of service. We will get you there safely. Comfort Plus offers you a larger seat, dedicated place for your carry on, more leg room and free 10
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booze! Then we get to First Class, all of the above benefits of Comfort Plus only SO much more! Only two seats per row. Extra fluffy seating, a dedicated flight attendant just for this service class, sometimes a fancy meal, pillows and blankets and extreme attention to details to create a memorable and comfortable flight. Have you experienced all levels of service? Is it worth the extra money? The answer is absolutely! What class of service are you providing your clients and guests? Really evaluate this question honestly. The person in your chair is experiencing what ever you’re willing to give.
10 Tips
FOR FIRST CLASS CLIENT EXPERIENCE
A CLEAN SWEEP: Do you hire someone to clean for you, I highly recommend this, cleaners will see things we don’t.
A FRESH COAT OF PAINT: Have you really looked at all of the places
xperience So, what does a First Class flight have to do with hair loss? Everything! Our clients are savvy and have been set up to expect more. Making a few changes can make a big difference in not only their experience but your income. What is it like to experience your service? What kind of stage have you set to support a great experience? Look how many hours we are in that space, we deserve an upgrade too! When you make these changes, it’s time for a raise! You deserve that too! Be your hardest critic when evaluating the experience you give. Remember although it is the same plane, going to the same place at the same time, can charge you differently. Are you making a First Class Experience and earning First Class pay? You can change the level of service at any time and reap the benefits. The more value you offer, the more a client will depend on you. It’s a win-win situation for all! Let’s up our game and our sector of the industry. It’s time!
that your customer looks? The corners, the cleanliness, the level of comfort? Remember clients have a different vantage point. You are focused on their hair while the client is looking around the room and taking it all in.
A NEW STATION: How old is your set up? Again, is it clean? Are your
tools clean and updated? Even small things like a handheld mirror can enhance the service or detract if they are crusty and old.
A NEW CHAIR: When was the last time you sat in your chair? Is it still comfy? How does it look?
A REFRESHMENT STATION: Add your client's drink preferences to
the check in process so you can offer them their favorite. Create a hospitality menu and frame your offerings.
A FRESH LOOK FOR YOU: What about your clothes/uniform, look
and attitude? Positive vibes only! Time to invest in some sport coats! Think about the respect given to a well dressed person. The rule is, dress better than your best guest! Look like you own the bank, not looking for a loan! While life has it's ups and downs remember to our your personal struggles aside. Nothing compares to a warm smile and great attitude!
A FRESH SCENT: Don't overwhelm clients with candles and room
fresheners. It should be light and not overwhelming. Essential oils in a diffuser work best, nothing beats a natural scent. Scent Hint... Cinnamon is known to make people purchase! It’s obvious at Christmas, think about it.
GREAT LIGHTING: What is your lighting like, is it complementary to
your client? When purchasing light bulbs, look at the Kelvin Scale. This tells you how warm or cool the light is. Stay on the warm side, 2700 K is optimal. Lose the cool white lights, no one looks good in it! Seriously, let them go!
ADD A SELFIE STATION: Consider adding an area to encourage
clients to take and share photos of their new look. Hash tags matter! Create one that can represent your brand well! Remember that your business is a specialty service center, make sure your clients know it! Perhaps create a gift basket of hair care goods as a raffle for those who tag and post about your business. This is a very effective for driving traffic to you!
A NEW PLAY LIST: Are you playing today’s current hits? Think about
shifting decades in your music! People think about their current problems and issues. Changing to music that brings back memories make people very comfortable. And If they sing along, you win!
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get ahead of the problem
& your clients will you...
In just 1 day...
you can change your relationship with your clients, and change their relationship with the future. Let them know you’re an authority...you’re a Bauman
LEARN MORE
GO TO HairLossClass.com CALL OR TEXT Liz Ashe at 561.818.9043 EMAIL HairCoach@BaumanMedical.com
MEDICAL | RESEARCH | CONSULTING | TRICHOLOGY | EDUCATION 1450 S. Dixie Hwy Boca Raton, FL 33432
Certified HairCoach.
BUSINESS MOTIVATORS
The Power of Perseverance
TERRI JOHNSTON, Owner, The Inspiration at Christina Rae Salon Spa Rockford, IL
ancer runs in my family. I lost both C grandparents on my mother’s side from the dreadful disease. Because of this, my mother was a volunteer for the American Cancer Society. I remember going door to door with her asking for donations. She taught me to give of my time and to be an advocate in helping others. I always knew the risk of cancer was high for me and my loved ones. My mother was diagnosed with breast cancer at age 49, I was 26 at the time. She had a mastectomy with no lymph node involvement. After a successful surgery she recovered and went on with her every day life, serving God and others. I had already graduated beauty school and was working as a stylist in my hometown.
In 1996 a client came to me asking me to help her with a wig. I was the busiest hairdresser in my small hometown salon but knew little about wigs. I was a color educator for Marshall Beauty Supply & Kuene Haircosmetics. I had a talent for hair color and cutting but not for hair replacement. That day a light went on. I wanted to specialize in the area of wigs to help women but didn’t know where to start. There wasn’t a lot of education available in hair replacement, at least not that I knew of. I didn’t own a computer and had little money to market my business so I set out with passion, faith , and the fire in my belly to be a pioneer in the field of medical hair loss. That year I went to International Hairgoods in Minnesota and took my first class on wigs. Darla Smith taught the class and
became my mentor. I took what I learned along with my own ideas and created my business, The Inspiration. I got busy diversifying my business model. I wanted a private place where women would feel comfortable and had enough room for a supportive friend or two that often accompanied them. The salon was clean, smelled fresh and was cheery. I carried a small inventory of machine-made and monotop/machine made wigs, all were synthetic. My budget was small so I was creative in designing a personal brochure that was professionally written. The day the brochures were to be printed I received a call from my doctor. I had breast cancer. It was January 8, 1997. I had a right mastectomy ten days after being diagnosed, followed by chemo in February. The day is still fresh in my ARTICLE CONTINUED...
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mind. It was clear to me God had already prepared me for this incredible journey. I plowed through the next year with faith and courage. In the spring I started radiation and estrogen blocking drugs. The most traumatic part of cancer for me was losing my hair. I now knew what the ladies I had been helping were really going through. I wore an hot, itchy wig and it was very uncomfortable. It was a most humbling experience. I longed for my normal life back with my own hair! As I searched for better products, it was now time to go to the next level of my career. Like most women after breast cancer, or other cancers that cause hair loss, I wanted to give back. I remembered my mom’s passion volunteering for the ACS. I read an article about The Look Good Feel Better Program in Modern Salon that got my attention. I called the Rockford Illinois office.. They didn’t have an active program at that time so I asked them if I could be a volunteer. They graciously agreed. The first LGFB meeting was in the spring of 1998. Representatives from the major hospitals attended, and to my surprise, the local news did a live story about the program. The ladies that signed up were able to bring a guest. Each was pampered with makeup, tips on wigs, flowers, and lunch. It was an exciting day for everyone involved.
Terri Johnston at The Inspiration, Rockford, IL
I stayed focused and kept on learning about wigs and attended many trade shows and classes. Education has always been something I believed in. I became a member of Essentially Women, an organization of women who are in orthotics and prosthetics. This took my business to a higher level. Getting involved with an elite group of professionals that are as passionate about the hair loss business always inspired me. More education, and volunteering for LGFB put my business into full gear. The opportunities in a town of 3500 people was small. In the Fall of 2000 I made a decision to sell my home and move my business to Rockford, the third largest city in Illinois. Continuing to learn and work hard I opened a wellness boutique. I joined the American Board of Orthotics, and Prosthetics, and started an insurance billing department. I added mastectomy bras and prosthetics, had turbans, scarves, skin care and a larger inventory of machine-made, hand-tied, and human hair wigs. I received An Excellence In Oncology Award through Swedish American Hospital, and the Sunshine award through ACS. I was asked to do some public speaking at organizations and churches. All the time growing my name and reputation. As my business grew there were a significant number of women that came to my business in financial hardship
situations. With the help of an attorney and concerned individuals, in 2003 I started a small not-for-profit foundation, The Inspiration for Hope. We have helped hundreds of women receive products and services free of charge in the state line area. We have a board of directors, which I am the President and we receive funds from fundraisers and private donations. We will continue growing in the years to come. This has been one of the greatest achievements of my life. In 2006 OnRite approached me to help them start a program called Recover with Confidence. My knowledge and personal story had inspired many people and Recover with Confidence included in a step by step program where stylists from across the country could learn how to help the medical hair loss client. I also designed two new wig styles for Gemtress. I was asked to do a television segment for The Gateway for Cancer Research through Cancer Treatment Centers of America on WGN and WLS in Chicago. During this segment we did makeovers foe women going through different stages of treatment. My passion, experience, education and commitment lead me to places I never thought possible. In spring 2018 my Mom passed away. I am now 62 years old, and ready to slow down. I closed my business and moved into a salon spa in Rockford, IL. The Inspiration is now The Inspiration at Christina Rae Salon Spa. Still growing and learning I recently applied for the AHLC’s Master’s Certification and will receive it at the conference in April. The AHLC has the best in education and tools for success in hair replacement. I still have a private area, inventory, credentials, brochures, tools, customers, knowledge, and passion for what I do every day without the responsibilities of ownership. I don’t feel like I’m going to work because I enjoy what I do so much. When the needs of the our clients are put first, the money always follows. I still have that same fire in my belly to keep learning and growing with no plans on retiring. We are blessed to be in a service business that touches and changes lives every day.
christinaraesalonspa.com (815) 544-6629 terri.inspiration@gmail.com 14
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– introducing– by
Eloise
JONRENAU.COM | 1.800.462.9447
Juliette in 12FS8
Welcome New Members! Ken Anderson, MD, FISHRS, ABHRS
Anderson Center for Hair, Alpharetta, GA
Dr. Anderson is the founder and medical director of the Anderson Center for Hair & Aesthetics. He is a triple board certified surgeon, who is board certified in Hair Restoration Surgery, Facial Plastic Surgery, and Ear, Nose, and Throat Surgery. Dr. Anderson has centered his practice on the specialty of hair restoration surgery, providing patients from 38 different countries (and counting) natural and permanent hair restoration surgery results, and a delightful patient experience. In 2004 Dr. Anderson performed the very first FUE hair restoration published in the medical literature worldwide. In 2013 he became the first physician in the state of Georgia to offer the ARTAS® robotic system. Prior to practicing in Atlanta, Dr. Anderson was in private practice in Beverly Hills, California, USA, from 2003 to 2008 when he was recruited by Emory University in Atlanta, Georgia, USA, to serve as the Chief of Hair Restoration Surgery. He founded the Anderson Center for Hair in 2012, which has been voted “Best Hair Restoration Practice” in the Southeast USA for 6 years in a row (2014-2019) by Best Self Magazine.
Jyl Craven Jyl Craven Hair Design, Canton, GA Graduating at the age of 18 from the Concord School of Hair Design in Middletown, New Jersey, Jyl knew early on that her passion was to connect with people through the art of hairdressing. As a member of the American Hair Loss Council, Professional Beauty Association and Intercoiffure, Jyl has had the opportunity to work alongside many talented artists throughout her career. Having educated for L`Oreal Professionnel, Jyl now spends her time leading her team and showing other stylist’s what’s possible. After 30 years in the industry, Jyl feels there’s no better time than now to be in the beauty industry.
Mark DiStefano, MD, FISHRS and Mary Wendel, MD Medi Tresse Wellesley, MA Drs. Wendel and DiStefano have over 30 combined years specializing in the treatment of hair loss. In 2015 they opened Medi Tresse, a medical practice specializing in the treatment of female hair loss, which currently has four locations. Dr. Wendel is board certified in internal medicine and this background has allowed her to create comprehensive treatment plans for even the most complex hair loss scenarios. Dr. DiStefano has performed over 10,000 hair restoration procedures and is a member of the American Board of Hair Restoration Surgery and the European Society of Hair Restoration and is a Fellow of the International Board of Hair Restoration Surgery.
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Lylanda Edwards, Gabrielle's Salon & Extensions Boutique, Austin, TX Lylanda is an AMCA and USTI certified trichologist, master stylist, educator, and hair extension and non surgical hair replacement specialist, is the visionary who brought Gabrielle's Salon & Extensions Boutique to fruition in 2006. She's an engineer by trade who enjoys creating custom solutions that meet clients at their hair loss and hair enhancement needs. When she's not behind the chair, she enjoys spending time with family and volunteering for events and organizations throughout Austin.
Michele Harrington Oh My Hair the Salon!, Berlin, MD Michele has a true passion for hair and has been in the cosmetology industry since she was 18 years old. Her services include haircuts, color, extensions, and hair replacement. She has been certified as an extensionist for 24 years and is the longest certified extensionist. in the mid Atlantic Region. While owning her first hair salon, she started an apprentice program in which she has trained over 13 successful stylist. After being in her current salon for seven years, she realized she had a soft spot in her heart for wig services and hair replacement, so she opened a unit upstairs aimed directly for those services. She wanted a private more intimate setting for our clients with those needs.
Alissa Hoff, Creative Hair Design Roseville, MN and Hastings, MN I started in the kiosk industry in 1999. At one time I had 6 locations in the Minneapolis/St Paul area. When the large pony fad passed, I realized the key factor "privacy" was still missing. In 2009 the thought of expansion became a reality. I opened a wig boutique in Roseville featuring over 300 wigs on display with private fitting rooms. There was a need and my business grew, leading me to open a second wig boutique the fall of 2016 in Hastings, MN.
Jennifer Cenaiko McCowan WTS Hope Hair Recovery Saskatoon, SK, Canada I have been a Journeyman hairdresser for 23 years now and have loved to cut hair since I was a child. My career took a new direction once I experienced my own hair loss following the death of my father just five weeks after the birth of my second child. I was unable to find the support and the products that I needed to regrow my hair, even with the help of a dermatologist. This left me with a sincere lack of hope and that is when I embarked on my journey with hair loss. I did a fair amount of research and received training from National Hair Loss which I am now an affiliate and went on to complete my full certification in trichology through the World Trichology Society.
Did we miss you? If you missed getting your photo and bio in The Link when you became an AHLC Member, please contact us. 615.721.8085 or email thelink@ahlc.org
Need help?
Geraldo Quinones Royal Crown Hair Unit, New York, NY Geraldo "Q-Stylezz" Quinones is a Master Barber and has over eight years of experience as Master Barber and over two years in non-surgical hair restoration. Over the course of his career, he’s racked up numerous awards, built an impressive portfolio of well-known clients, and collaborated with notable companies in the entertainment industry. Through non-surgical hair restoration, he’s helped clients of all genders and hair types reclaim their confidence. The client’s physical, mental, and emotional transformation gives Q-Stylezz an unparalleled sense of satisfaction. This energy gives him the fuel needed to continuously improve his craft making sure that every client walks away feeling like their best self.
Jeremy and Jessica Zimmerman Keith's Haircenter of Appleton, Appleton, WI Jeremy is a third generation hair stylist, who has been specializing in non-surgical hair replacement for 21 years. In 2018, Jeremy, along with his wife Jessica, purchased the Appleton location of Keith’s Haircenter from his uncle Keith Zimmerman, whom he had previously worked for 19 years.
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ASK ADVICE | GIVE ADVICE • Ask your peers about specific products • Discuss client-related challenges • Brainstorm the best solution together • Provide your own expertise and support • Best-Practice business solutions • Browse the buy sell trade category • or just share a good story. Who doesn’t enjoy a good story?
Atlas Digital’s mission is to help businesses increase their online presence. Atlas specializes in the hair restoration industry, being we are the 3rd generation of a family in hair restoration. Using PPC, SEO, email, display, video, social media, and other digital platforms, we are passionate about helping grow an industry our family has been dedicated to for 6 decades. Digital marketing can be confusing, so we believe that simplicity is key. By simplifying marketing and advertising analytics, we make it easy for you to see results and business growth.
REVIAN was created to stimulate the body’s natural processes and rejuvenate hair and skin with light. Our team develops products that precisely deliver light and allow patients to experience its regenerative potential in the convenience of their own home. REVIAN is committed to partnering with dermatology health-care providers to deliver their patients meaningful results, backed by scientific data.
members helping members ahlc.org/ forum • log in • start a new topic • get answers Call 615.721.8085 if you need help logging in or using the Forum. We’ll walk you through it. :) THE LINK MAGAZINE
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CASE STUDY
THE CLIENT
How a Hair Restoration Specialist and a Transplant Surgeon worked together to give One Client his ideal hair.
David Thomas
Each shares their unique perspective as we document the process.
DAVID’S PERSPECTIVE ’ve been a client of Lisa IFerestad for over fifteen years, initially just for basic haircuts, but as I aged we both noticed the gradual loss of hair on my crown. In 2017, by thinning hair was becoming a more profound bald spot on the top of my crown and if I was ever going to find a solution, the time was now. Like most men I thought the only options were to either wear one of those horrible wigs that we all saw older men wear when we grew up or to have surgery, which I wasn’t quite ready for. Fortunately, Lisa educated me about another hair loss solution, custom hair made specifically for me. It quickly became clear that this wasn’t your Dad’s hair piece, but rather a natural looking hair system 20
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that perfectly integrates into my existing hair. I was excited about the possibilities and in that same year, I obtained my first custom hair from Lisa. The result was absolutely incredible because it’s made from 100% human hair, it looks natural and Lisa seamlessly blends it with my existing hair. I was initially concerned that I would not be able to continue my active lifestyle. However not only am I able to stay active but I live life with more confidence. It’s now been a few years since wearing custom hair and while I’ve been extremely happy with the results, I’ve experienced some additional hair loss with my natural hair, mostly on my hairline. Since I still have some existing healthy hair, I decided that I wasn’t ready for a full custom system, and Lisa
suggested that I reach out to the Anderson Center for Hair as a possible solution. Obviously every client has different needs and as someone who already wears a custom system, I was looking for something to complement my hair system and was unsure of what options would be available, or if I’d even be a good candidate for a hair transplant. Additionally, never having any kind of surgery or medical procedure before, I was somewhat reluctant, however any reservations I initially had were put to rest after having a consultation with Dr. Anderson and his team. They did a great job communicating with me as to set the correct expectations and worked with me to find the right solution for my individual needs.
It’s now been about twelve days since my hair transplant surgery and I am very happy that I went through with the procedure. Dr. Anderson and his team were very professional and couldn’t have made the procedure an easier, better experience. I’m grateful to have these two professionals and their expertise working with me to find the best mix of solutions to fit my personal needs and I couldn’t be happier with my results thus far. I’m very much looking forward to the end result. By ‘marrying’ these two hair loss solutions, I honestly feel that I’m going to have the best of both worlds by having a full, natural head of hair on my crown using my custom system along with a natural full hairline that will seamlessly blend with my system.
THE HAIR RESTORATION SPECIALIST
THE TRANSPLANT SURGEON
Ken Anderson
Lisa Ferestad
MD, FISHRS
LISA FERESTAD HAIR SOLUTIONS Atlanta
ANDERSON CENTER FOR HAIR Atlanta
THE EXPERT’S PERSPECTIVE Lisa: As a long time client,
David and I have developed a close relationship. When I ventured into non surgical hair replacement, he was one of my first hair restoration clients. Over the last three years, David’s hair systems have increased in size, as his hair loss progressed. We discussed his hair line getting thinner and David expressed concerns about not wanting to wear something larger.
Experts partner to make a client’s ideal outcome happen.
We started considering a hair transplant in order to strengthen the perimeter of his hair system, essentially drawing a line where his hair loss was occurring. I was very excited about this concept, because any time I have a natural hairline to work with, the system blends in better.
Dr. Anderson: Surgical hair
restoration has come a long way since the days of obvious
and unnatural doll-like “plugs”. These advancements have given hope to many men and women who have suffered with hair loss. The ARTAS® Robotic Hair Restoration system aids surgeons in providing patients a natural appearance by removing a single follicle at a time for implantation. Although robotics, lasers, and bio-enhanced therapies have drastically improved options and outcomes there
are still some challenges and physiological limits to what can be achieved. This is where the beauty of a partnership with a non-surgical hair replacement specialist can be a major benefit to the specialist, the surgeon, and most importantly, the client. Hairlines are notoriously difficult for both non-surgical and surgical hair restoration specialists and can be noticeable when they appear unnatural. ARTICLE CONTINUED...
THE CONSULTATION
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THE TRANSPLANT PROCEDURE
Men with early loss in the hairline and crown are ideal for this combination approach. Whether a client wants to strengthen their hairline with an increase in density or wants to blend the forward edge of a system for a softer more natural appearance, both are usually achievable with a small to moderately sized surgical restoration. (Note: As a rule of thumb, men under 35 should either not or only with extreme caution under unique circumstances surgically transplant hair into the crown.) We sometimes see patients who simply do not have enough available donor hair to provide the coverage or density for the look they desire. For these patients, a combination of surgical restoration and non-surgical replacement is a promising treatment path. In David’s case, by combining the continued use of his system with surgery we are able to focus on transplanting into the frontal hairline and around the perimeter of where the system lies to ensure a very natural appearance with maximum density in the areas his system does not cover. 22
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Lisa: After meeting Dr. Ander-
son at a trade show in 2018, I knew he would be the surgeon I wanted David to work with. I went with him for his initial consultation and learned that he had enough donor hair to achieve the look he was wanting; a thicker hairline that strengthens the perimeter of where his hair system sits, while allowing him to remain in a smaller system. I placed the new template for David’s hair system on his head to show Dr. Anderson exactly where his system would be bonded; this let him plan the procedure and the placement of the grafts. We also discussed the plan for post surgery. Knowing that it was necessary to shave the donor area, I asked if the hair in front of his hair system and the sides could not be shaved and found out that this was possible. We were all excited to learn that David had enough donor hair to fill in his hairline and also strengthen the thinning area around the perimeter of his system. Being able to go with David for his consultation, made it possible to put his plan together pre and post surgery.
Dr. Anderson: The ARTAS
procedure like David had takes a day and a half. The first day involves consents, clinical photographs, trimming the hair down, and creating sites the hairs will be placed into after they are removed the next day. Site creation is critical to the outcome of the natural appearance of the procedure especially in the hairline. We use a tiny blade to make tiny incisions in the scalp mimicking the angle and direction of the existing hairs in the area. Part of creating a natural appearance depends on matching the clients natural hairline. The edge of the hairline is drawn onto the patient prior to creating sites. We also draw onto the scalp where the system will sit in order to ensure sites are created in the correct location.
Lisa: I was able to go with
David to observe the procedure. The most interesting part of the day was learning where Dr. Anderson was going to place the grafts in order to strengthen the hairline. I marked the area where David’s new hair system would be bonded and Dr.
Anderson was able to work with this perimeter, to design where the grafts would blend in with his new system.
Dr. Anderson: The next day
the patient returns for harvesting and implantation. At the beginning of surgery, the patient sits in a specially designed chair, leaning forward with their head in a cradle, The ARTAS system uses two stereoscopic cameras, and an algorithm similar to the one on used by missile targeting systems. The robot uses a very small, 18g or 19g needle-sized, punch and rotating coring needle to harvest the follicle cylinder of tissue which contains a hair follicle. The team collects the follicles in this fashion and analyzes them under a microscope to ensure high quality, complete grafts. These tiny holes are one of the biggest advantages of the ARTAS system over the traditional linear hair restoration surgery. The ARTAS requires no sutures which give the patient more freedom with hairstyles and the ability to wear a super short cut afterwards without tell-tale visible scars. Once
the required number of grafts are collected from the back and sides of the head implanting begins in the sites made the day before. Under great magnification with tiny forceps, each individual follicle is placed in a single site. Once all of the grafts have are implanted the patient is sent home with highly detailed directions for recovery and frequent calls from our staff to check on their progress.
Lisa: David was prepared for
surgery, given valium and a pain block. Dr. Anderson takes great care of his patients. David was in a mellow state and was feeling no pain. After he was secured into the Artis machine and the nurses positioned and secured his head, the surgery began. It was incredible to watch the ARTAS robot remove the grafts one at a time, with speed and precision. In real time, I was able to observe David while Dr. Anderson directed the procedure on his computer screen. As explained during the consultation, one of the benefits with choosing an ARTAS procedure, is that the scars will be extremely small and will
be undetectable when his hair grows back in.
Dr. Anderson: From a medical
standpoint recovery after surgical hair restoration is not difficult for patients. We advise planing for about one to two weeks of downtime. The first week is the most critical and impacts the final outcome. Initially, the grafts are held into the site by a blood clot. Any friction or increased blood pressure can cause the grafts to become dislodged so it is important to make sure nothing touches the grafts, patients sleep upright and avoid working out during this first week. After about two weeks the tiny, needle-sized holes from harvesting are not noticeable and any light initial redness, swelling or bruising will resolved. We often hear that the pain meds were not needed. Aesthetically the time is going to be a little longer most likely.
than the evidence of surgery. The hair system previously worn may not blend or be wearable until the hair has grown out, so even though you could replace it at about two weeks, from a medical standpoint, it might not be the best option from an aesthetic standpoint. A client’s hair length, hairstyle and system size would all impact the time until a client can return to their hair system.
UPDATE: Two and a half weeks post surgery, the donor area is healing nicely and was almost undetectable. We decided that David would be
more comfortable in public with his hair system on, so we were able to use the system he wore before the surgery. Because his hair in the back was shaved down and he had very little new growth, I was able to apply his system with tape, being careful to not to apply his system over his new grafts. I cut the hair in the back very short and used scalp makeup to add shadowing to blend in the system with his hair. We expect that David will be in his new hair system in 10-12 weeks post surgery. In the next issue of The Link we will follow David’s progress including photos of his final look.
DAVID TWO AND A HALF WEEKS POST-OP WITHOUT HIS HAIR SYSTEM.
WITH HIS HAIR SYSTEM.
Lisa: Because the hair is
trimmed down during the procedure it does take some time for that hair to regrow. If this is a big change in hair length, it will be noticeable much longer THE LINK MAGAZINE
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BUSINESS MOTIVATORS
Making an Impact With Heart As a co-owners of High Maintenance Salon in Olive Branch, Mississippi for over a decade, Caiden Britt and partner Buddy Hart started with traditional hair cutting, coloring, and hair extensions. Since then, Caiden has evolved into becoming a specialist in non-surgical hair replacement for both men and women, and now an educator for John Renau.
What got you started in hair? CAIDEN BRITT: When we first opened the salon,
I was in school for business. I ran the front desk for the first 3 years. I had one stylist that did hair extensions which always fascinated me. When I saw the work and the impact that doing hair has on people, I decided to go to cosmetology school, really wanting to learn hair extensions. I learned very little about hair extensions while in school so I took advanced classes while still in school. After graduating I started out doing color and some extensions. I began to realized that 80 percent of women said their problem area was on the top of their head and extensions won’t help in that area. That is when I started getting into hair replacement for women. It was like falling down a big rabbit hole. The more I learned, the more I realized I didn’t know.. Clients were coming in with something I’d never had to deal with before, so I try to be as educated as possible so I can offer solutions. Today, I’ve earned many different certifications including mens systems and discovered many
different helpful techniques. Most of my services today are added hair, bonded hair, and custom coloring for those.
What was it about hair replacement that intrigued you? Well, you can change somebody’s look with just a haircut. You can change it even more with color. But when you start adding hair you can really impact someone’s appearance. When I crossed that line into doing extensions for people that really needed added hair and were desperate for a solution, that’s when it started. I love when people think they don’t have a solution for their hair and I’m actually able to provide a solution. The impact that makes on people, the stories that people tell me, and the emotions that go on in that room are incredibly moving. There is nothing like the impact it has when you give someone something they thought they would never have again, it’s amazing. It literally changes people’s lives. The responses and the stories that I hear are so humbling and it makes me feel like what I do for a living is really making an impact on the world.
What kind of training have had in order to grow the business? I probably spend more money on education than anything else. I learned very early that one method was not good for every person in every situation. Some people’s hair was just too fine to be bonded. and that there had to be a certain integrity of hair to be able to put a certain type of topper on. We were also dealing with women that needed new hairlines created. So, with each new client, I branched out and found the best method for their specific situation. I was introduced to men’s hair replacement because my partner, Buddy was experiencing thinning and was looking for a solution. We had a young male client come in and show us a video of men’s hair replacement being done. He said, “I don’t know what this is, but you guys have got to find out and figure out how to offer this service.” I thought to myself, “If the guy in the video came in here just to get his hair shampooed, I would never know he was wearing hair, and I do hair for a living.” After that, I was on the hunt because I thought ARTICLE CONTINUED... THE LINK MAGAZINE
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it was the coolest thing I’d ever seen. I kept attending classes and keep learning. I also attend hair loss conferences, The American Hair Loss Council Annual Conference and the Hair Plus Summit, just to be around likeminded people and learn what’s new.
How do you find those conferences in terms of education? The hair restoration industry is like a small community, it really is. Once you start meeting people you can start making connections and learn everything you need specifically the AHLC’s Annual Conference with all the vendors and product displays they set up. You can sign up for training on the spot or at least get on a mailing list to stay updated with new certifications or advanced level training.
Do you find that your younger male clientele demand that you offer the latest hairstyles? Yes. That’s one reason why they come to me, because I’m a younger hairdresser, not just a hair replacement person. I have a lot of younger male clients because I offer modern haircuts with really thin hair systems. I do the nice, cool barber fades and bald fades and whatnot. You have to work with the thinner most up to date systems in order to do those types of styles.
How do you market your salon? Our marketing has been exclusively through social media. I post a lot of videos of me actually doing the services. I edit them to make them kind of cute and fun, and add playful music to it. I just show different techniques that I do. Then people share it like crazy. I get mostly word of mouth referrals so that’s where I put my marketing, social media.
What advice would you give someone just starting out or transitioning to hair replacement services? Get as much education as you can. Find a couple clients that are aware you are learning and work on them first. Just learn as much as you can and do as much as you can, because that’s what it takes to be good at it. Also, be forgiving of yourself. Make mistakes but learn from them. Just be kind 26
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to yourself as you learn and keep pushing forward because it’s all problem solving and it’s going to be different from person to person. When a client first comes in to me, I tell them that this is a journey for the both of us, to know that I am here for them and together we will find the right solution for their hair. That’s one thing that I love about hair restoration. It’s constantly changing and you’re dealing with many different situations. Just continue your education, make mistakes, find them, and always be honest and work with integrity. That’s the most important thing and it’s how relationships are built to last.
Approach hair restoration with love and caring... When a client first comes in to me, I tell them that this is a journey for the both of us, to know that I am here for them and together we will find the right solution for their hair. What kind of services do you plan on adding to your business? At present, we have a private room for our hair replacement clients because privacy is really important. And we’re booked solid as a result. The next thing that I really want to do is micropigmentation, which is catered mostly to men because there are some who like keeping their head shaved but they don’t want it to look bald. They may just want a tint of hair or if they’re wearing hair, their temples may be a bit thinner and they just want to fill in a little bit. Also, for people who have had scarring, you can go in and do a little micro pigmentation over the scar and they can have a tighter haircut. Micropigmentation is next on my list and then I also want to learn more about lasers and trichology.
Also, I’ve trained two assistants. One is behind the chair on her own now and the other will be working independently the first of the year. I have been teaching them different extension methods and of course, they’ve worked with me on all of my hair replacement clients. When we expand, we’ll have multiple rooms to work in and they both want to do hair replacement, so are hoping to grow in that aspect as well.
Where do you see the future of hair replacement going? I think you are going to see a lot more hybrid salons because women and men go to their hairdresser with any hair issues before they even talk to their doctor about it. They are asking their hairdresser first and if you don’t offer solutions they’ll go somewhere else. They might obviously go to their doctor as well, but it’s almost expected that salons are at least familiar with hair replacement. Even if it’s just adding hair or offering trichology services.
Any closing thoughts or advice? Approach hair restoration with love and caring. If you approach it from the heart and from a place of integrity, and you genuinely want to help people, then it’s the perfect industry to be in. There is, of course, great money to be made. But only if you lead with your heart and with integrity. Most importantly, remember, you are changing people’s lives. That’s why I started teaching, because I am one person in a relatively small town and I can only impact so many people. I do have people that drive 3-5 hours to come and see me. But now that I have started teaching, I am educating other salon owners and stylists from all over the world. I think about them having 30-100 clients of their own, and that’s more people that I can impact. That is why I am in this industry, because I want to impact and help people in the world and the more people I can help, the better. But always lead from the heart.
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BUSINESS MOTIVATORS
A Woman with DRIVE LESLEY SCOTT, L. Scott Hair Restoration, Tupelo, MS and Baton Rouge, LA
I am a Mississippi girl! I grew up in Fairview, Mississippi on a small farm, nothing fancy, but it was heaven to me. We had horses, goats, dogs, chickens, rabbits, and any stray critters my parents would let me keep. Growing up on the farm helped me understand hard work and responsibility at a very young age. I owe that to my parents and grandparents. They always pushed me to do my best and to follow my dreams. fter graduation, I attended Itawamba A Community College (ICC). In September 2003, while in college, my whole world changed when my mawmaw was diagnosed with stage three colon cancer. She lived for 15 months after being diagnosed with that terrible disease. She was very upset about losing her hair from the treatments, so my aunt and I were on the lookout for a nice wig that wasn’t hot or itchy. During her treatments, the chemotherapy made her skin very sensitive. Looking for a wig was very hard. We found a couple, but they weren’t that great. Bless her heart, as soon as she got home her wig was the first thing she would take off. After my mawmaw passed and I finished at ICC, I didn’t really have a clue as to what I wanted to do, so I enrolled in Ole Miss. Little did I know I was headed for a career in cosmetology. I went to a hair show with one of my best friends and let me tell you, God put me where I needed to be. As my friend was checking everything out at the show, I 28
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felt like I was on product overload. I told her I needed to go sit down and rest. I happened to sit in on a class about wigs and hair replacements. Remember, I didn’t know what my next move was in life. As I sat there, all I could hear was my mawmaw’s voice saying, “This wig is so itchy and hot.” Like, I said, God put me right where He wanted me. I looked at the wig products and it was so much more advanced than I remembered. I knew I couldn’t help my mawmaw but I could help others. Right then I knew what I was supposed to do with my life. Since enrolling at Ole Miss, I had a lease on my house for the next nine months and two weeks! I called around and checked cosmetology schools in the area and Northwest Community College had an opening. I enrolled and asked how fast I could get done. They said the fastest would be around nine months. So, don’t tell me God didn’t make this all happen! When I finished cosmetology school, I worked in a salon in Fulton, Mississippi for about six months to see if I could even cut
hair! But again, of course God helped me with that. I was looking in the Sunday paper and a studio was hiring a hair replacement specialist. I thought, wow, everything is lining up! I went on the interview, got the job and worked there for about six years. I was doing mostly hair replacements, not many wigs. After six years, I went to work for a studio in Jackson, Mississippi that specializes more in cranial prosthesis. I wished I could have known how to do that for my mawmaw when she needed it. I worked with them for almost three years before deciding to open my own business, L. Scott Hair Restoration Studio.
L. Scott Hair Restoration Studio, Tupelo, MS
This is where it gets interesting... I thought, starting a studio/salon would be so much fun, RIGHT? Having my own space, booking my appointments around my schedule, and being my own boss, is this not what everyone thinks it’s going to be? Well, having your own spaces requires lots of money and I learned that very quickly. If you are like me talking about money makes me very anxious. I opened in my studio in Baton Rouge, Louisiana. I’m from Mississippi but moved to Louisiana for love. I didn’t know many people, so that made it hard. I still worked in Tupelo, MS, offset my income. My budget was very, very small and I could only buy basic salon equipment in order to open. But, what I didn’t consider in my budget was all the utility deposits, attorney fees, business license, salon license, and the list goes on. The money I had saved went very quickly. I thought that maybe I made a mistake opening my own studio. I barely had enough money to pay my bills much less any to buy any products. It was very hard going to work every day not knowing if I’d have a client or not. There were lots of tears and frustration in those 6 months. But, my sweet mother-in-law knew lots of ladies in the Baton Rouge area and started telling everyone about me. It snowballed very quickly and I started to have new clients every week! Things were looking up and going well for the Baton Rouge studio. My personal book had gone from one or two clients a week to one or two a day in a matter of two months. I started going to women’s young professional lunches, helping at the local cancer center, and talking to everyone that would listen to me so I could build my business. Meanwhile, I was still driving back and forth from MS to LA (over 350 miles one-way) to
offset my income. My Tupelo clientele was growing so fast, I was staying longer than a week at a time. Then, it went from a week, to a month. I was spending half of my time in Tupelo and half in Baton Rouge. I started to think I really need a home base studio but having two locations sounded out of reach. The goal has always been to get back to Tupelo with my family. But I didn’t know how the heck to pull it off, so I continued to work out of my best friend’s salon while growing my clientele. I looked at property after property but could not find a good fit for a second location. And I was quickly outgrowing my space in my best friend’s salon.
Starting your own business is never easy... With love & support from your family and friends, it is all possible I made a comment to my client, Janis, ”I am outgrowing my space.” She said, “I was thinking that as well, you need to have your own studio here in Tupelo.” I said, “I have been looking for a space for almost a year now but nothing has given me goose bumps.” She said, “Well, I have a building. It may not give you goose bumps, because it needs some work, but I had my medical practice there for 30 years. I would love to see you grow there as well.” I was like, “Really? I’d love to look at it.” We looked at the building the next afternoon and It was perfect. My husband even loved it, saying, “This is it!” But Janis was right. It needed lots of work. All I could think about was the money and how was I going to run two locations six hours apart.
I told Janis we loved it, but had to see if I could get a loan. She looked at me and said, “I will finance it for you.” Excuse me, really? She said, “Lesley, for the last three years I have been watching you drive back and forth, doing whatever it takes to make your business work. I remember how hard it was for me when I started my practice. If I did not have help I would not have made it.” I told my husband about my angel client’s offer and he was shocked. He said, “Wow! This doesn’t happen.” We both agreed this was the right move. Now you know why I refer to Janis as my “angel client.” In October 2018 we signed the papers for the new location and the remodel started. It took five months to complete with many ups and downs. On April 1, 2019, the Tupelo Location was opened. I was the only one working in that location for the first four months and was busier than ever and was still juggling my time going back and forth to Louisiana. I was overwhelmed and stressed trying to do it all. In August my mom started helping parttime answering the phone and keeping up with the daily chores at the Tupelo location. In September 2019, I hired my first apprentice/assistant she has been a life saver. I also have another starting in January 2020. The Tupelo location is growing very fast and I am so thankful. God has really been working in my life and career. In my 13 years in this industry, I have learned and grown so much. Starting your own business is never easy but the last four years has shown me I can do anything. With the love and support from your family and friends it is all possible. Remember, no one ever does it all themselves. It takes a village. The love I have for helping my clients and the community has seen me through it all. I can’t wait to see what the future holds.
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Tips&Tricks SECRETS OF SUCCESS FROM THE BEST OF THE BEST
beginning, working with processed hair was one of Imyn the most challenging and frightening issues. However with
a lot of trial and error, custom coloring hair systems has become one of my favorite things to do. I would like to share a few tips that have made my life a little easier.
During the consultation, I ask my clients for multiple photos of their desired outcome. I also take several photos of my clients. I use my color swatch rings to record the best match and it is always very helpful to revisit the plan later when we are formulating the color. Knowing where we want to go, helps us to know where to start. For best result I work backwards. I order the hair system making sure the lightest color is my starting point and add the depth that my client is looking for. Textile dyes are often used for the hair systems and do not follow the color wheel when you are using lightener. Play it safe by ordering the hair system light and then add the depth to customize the hair system.
LISA FERESTAD
Lisa Ferestad Hair Solutions Atlanta
My client wanted bright blonde accents with a deep root and a lot of depth and dimension. 30
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NOTE: I have found the best results come from using oil based color lines, since the consistency tends to be thicker and easier to control. I usually mix equal parts neutral to equal parts gold with 20 volume, let the color process for 30 minutes, then rinse and shampoo. It is common that a second pass is needed.
The most valuable piece of advise I can share is to take the time to do two test strands. Take a nice sized test strand and then color from the roots to the end in order to check for consistency. I choose an area that can blend in if I am not happy with the results (an inch up from the perimeter of the system in the back works well). The second test strand (on right) was a lighter formula and the one I chose.
I chose to start with the lightest blonde color and then added in the dark color around the light. Plan your color before you start by sectioning the hair with clips, then separating where the depth and dimension will change (ie deeper rooting in the back, less around the face to create the “money piece�.)
Separate the hair into several quadrants with clips to control the hair. I make sure that my sections and tools are very clean; this results in less clean up later. I use long foils to separate the sections, as this will allow you to vary the length of the rooting and prevent bleeding into the next section. I like to start in the back, with a root of 3-4 inches, then transition to an inch root in the front hairline. Place a foil on every 3rd to 4th section to soften the blend. I also work with a bowl with conditioner to paint on the hair that is not being colored to protect the hair. This also helps with a smooth transition from dark to light. I do not fold the foils, but place one on top of the other to keep the color saturation even and to avoid the dark color bleeding on the lightest color.
Process the color for 30 minutes and begin the rinsing process. Rinse the hair very carefully, holding the lightest ends away from the water; this helps the ends from looking muddy. If you have the help of an assistant, that is best. If time allows, air dry your system and know that the color will look very different when the hair is dry.
After assessing the color, correct any hollow or missed areas with a second pass. Add dimension by painting darker color starting at roots, cover any hollow areas. Rinse, shampoo, dry and finally lighten any areas with 10 volume bleach. Tone with a glaze.
FINAL RESULTS are a deeply rooted dimensional blonde keeping the
bright, money piece around the face. Her final results are very natural and beautiful. Once client has worn the system for 2 or 3 months and a color retouches is necessary I revisit my notes and will often use half to one level lighter with 10 volume. The processing time will tend to be shorter, so it’s best to keep an eye on the color while checking every five minutes. I recommend to take the time to do a test strand. Take every opportunity for education, learn from the masters, and one day you will be one too. Education will build your confidence and strengthen your connections within the industry.
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BUSINESS MOTIVATORS
Perfect Partnership
Maggie DiFalco is well-known in the salon industry. As a frequent guest speaker at panels for Modern Salon, Serious Business, and Intercoiffure she shares her wealth of knowledge and business insights with colleagues. About three years ago Maggie decided to partner with master hair stylist, Kelli Yoder and together they opened K&M Hair Systems in Pembroke Pines, Florida.
How long have you known each other? MAGGIE: Kelli came to me right out of hair school, it’s been about 14 years. She was a baby and so was I. We trained her right out of hair school. She was thriving right away and became a very good stylist.
Kelli, why did you decide to become more educated about hair loss. KELLI: It first began with my own family, who
has a history dealing with hair loss. Being behind the chair, we get a lot of clients that are losing their hair and there seems to be more every day. They want to know what they can do about it. I was tired of telling people that I wasn’t really sure and then having to refer them elsewhere. I wanted to be the one that could help. I also got a little bit tired of just doing the regular highlights and haircuts. I wanted to do more. I wanted to have a bigger impact on people’s lives, use what I’m good at and be able to give back.
What led to the decision to add hair replacement services at your salon?
Kelli Yoder
Maggie DiFalco
MAGGIE: Three years ago I was invited to a hair loss conference in Atlanta. I wasn’t able to go due to other commitments, but Kelli was very interested in learning more so she went. She stood up and admitted to the whole audience that she had taken courses and had an idea about hair replacement but was really hesitant to do it professionally. A gentleman on the panel suggested she to go to his hair loss center and learn more about doing hair replacement, and the rest is history.
Kelli came back from that trip and was really 32
excited. I knew we needed to get our heads together and think of how we could incorporate it into our business. She leaned on my business expertise and I leaned on her salon-work knowledge and talent. We began on a very small scale inside the flagship salon and created a special room just for hair replacement. KELLI: For fourteen years, Maggie and I have had an amazing relationship. I told her that this is a market that we need to get into, where we can really make a difference. She looks to me for technical and I look to her for business. We decided it was time to branch out. We really couldn’t think of a name, so we just put “Kelli & Maggie” together and that’s how K&M Hair Systems was born.
I think one advantage was we had very little overhead, because we were in the flagship salon, and were using an available room. Over a year later, with ever-increasing business, we realized that we needed another room, and a salon became available with treatment rooms already built-out. It was just meant to be. I got referrals from the hair dressers that I had already been working with. I let them know I was starting to specialize in hair restoration and that started to build my client base and get my name out there.
How did you educate yourself in hair replacement?
KELLI: I have attended various training and
conferences, including the AHLC’s HairNow. I am constantly looking for what’s new and for training opportunities. The people that I have met at each of these conferences have been really amazing. Everyone has been super helpful.
What kind of issues did have when you added hair replacement? MAGGIE: We’ve had all kinds because we had
no idea what we were going to encounter especially as far as marketing. This is not the kind of thing where you get a hairpiece put on and your client is going to talk about it during happy hour, so getting referrals was not going to be easy. We needed to find ways to market ourselves in a way
that would be productive and yet maintain client’s privacy.
So how do you promote yourself? KELLI: Social medial plays a huge role. We use Instagram, Facebook ads, integrated social media into our website, and we’ve been placing a lot of Google ads. We are also involved in some chamber of commerce activities and women’s events and seminars. We partnered with a local dermatologist so that we can refer guests to one another. I’ve contacted a couple of local Instagram influencers who visited our salon and shared the experience on their feed. That has really helped.
Tell us about K&M’s customers. KELLI: We have an equal amount of both
men and women, anywhere from 20 to 75. The men’s segment in the hair replacement industry is booming and so is men’s grooming. Women are becoming comfortable with talking about their hair loss whereas before it was a little more taboo. Hair loss is so prevalent in every age group that it’s not something to be ashamed of anymore so people are more open about it. It’s also much more accepted among younger guys. Most of my 20-something clients are men, college aged, looking to get into the corporate world and are not ready to shave their heads or look bald. They want to feel confident during interviews. Having hair really gives them the confidence to accomplish everything they want.
What advice can you share with those considering transitioning into hair replacement? MAGGIE: Go slow, start small, and get a lot of training. In every aspect of our business you have to be educated. And by the way, I’m not a hairdresser. I have done all this through business education and spent many hours listening to people that I admired and thought were way above me. We just hired a part-time assistant to help Kelli. For the last three years, it’s been only her and me. KELLI: When you transition into hair replacement, your primary motivation can’t be money. Yes, money comes obviously, but
you have to really have a passion for wanting to help people. Hair replacement is very personal. You have to have the right set up with a private space. If you feel this is your calling, follow your heart and go with it. The number of lives that we have changed by helping people get through tough times has been amazing. Like Maggie said, keep learning. Even after doing hair for ten years there is still so much to learn. Network, talk to people, ask questions, go to events, go to seminars and conferences, and learn as much as you possibly can. MAGGIE: Also, it is very important to find
a mentor. For Kelli it has made a huge difference. She has more confidence and I see a change in the way she talks and the way she feels. I know that teaching and mentoring has had a big impact on her. I’d like to share a story that impacted us in a big way. When Kelli was beginning to explore hair restoration we got a phone call from a woman wanting to get extensions for her daughter’s birthday party. I started questioning her saying, “Do you know what the cost and commitment is for extensions? With the party being Saturday and today is Wednesday, I don’t think we can do this.” She stopped me and said, “Wait, my daughter is dying and she wants to get her hair done for her birthday. It is going to be her last birthday.” I said, “Okay, let’s start over. How quickly can you get her here?” In a matter of an hour and a half, we had five people working with Kelli (in between clients). We colored her hair and rushordered extensions. When she came back Friday we made it happen. The feeling of seeing the girl’s smile and our team working together was amazing. We did not charge for any of it. The salon paid for the hair extensions. Unfortunately, she died two weeks later. That was a turning point for us. We had to get involved in hair replacement, change people’s lives, and help people feel good about themselves again. We are very proud of all we’ve accomplished and its a lot of hard work has gone into making it happen. I realized early on that not just anyone can do this. You have to have a heart for it, and Kelli does. Her talent has taken our business to another level. THE LINK MAGAZINE
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AHLC Academy
AHLC MEMBER SPONSORED EDUCATION THESE CLASSES QUALIFY FOR AHLC MASTER’S CERTIFICATION POINTS
MICRO POINT SOLUTIONS TECHNICAL CERTIFICATION January 13, St. Louis February 24, New York, March 30, Los Angeles April 27, Atlanta, The best solution for clients in early stages of hair loss. Micro Point Solutions is a safe, healthy, non-surgical option to instantly add volume and density to your client’s fine, thin hair. This technical training will certify you as a Micro Point Solutions Provider, providing a one of a kind solution for your current clients, as well as a great way to attract new loyal clients. PLEASE CALL 800.328.0311 FOR MORE INFORMATION OR TO DISCUSS CUSTOM IN-SALON TRAINING OPTIONS. ONLINE BOOKING COMING SOON!
INTRO TO HAIR REPLACEMENT
May 4-5, Minneapolis Expand your current services with solutions for clients with hair loss. Learn the ABC’s of hair replacement, from selling to choosing the best solution to creating happy, loyal customers. Become a hair replacement specialist and start increasing your hourly income with this intensive two-day hands on training. PLEASE CALL 800.328.0311 FOR MORE INFORMATION. NEW DATES AND ONLINE BOOKING COMING SOON!
CROSSFIT EDUCATIONAL TRAINING On the Road – We come to your salon! January 19 - 20 - Sold Out February 9 - 10 - Sold Out March 15 - 16 April 17, Nashville – AHLC Annual Conference, HairNow 2020 May 17th & 18th February 23 - 24, New Image Labs Headquarters, West Palm Beach, FL May 3 - 4, New Image Labs Headquarters, West Palm Beach, FL At New Image Labs, we offer Crossfit Educational Training that prepares you to be the best in the hair replacement industry, whether you’re a rookie or a veteran. Join us for intensive, hands-on training and become certified by the industry’s most proficient instructors. You’ll gain in-depth knowledge of our latest technology and products and how they will benefit your business. Topics Covered: • Tools for success using Pro|Gen Probe scalp analyzers • Attract new clients with Pro|Gen Active Care scalp therapy • Repair and maintain processed hair with Pro|Gen Nutrifuse hair products • Become a hair fiber master with Pro|Gen Fiberbond Keratin Thickening Fibers • Increase your bottom line with our new Club.W women’s collection • The art of delivering to the female market with top-of-head and micro-linking application • Transform pre-custom lace and skin units to custom units • Become a certified Luxia Artiss hair extension stylist • Deliver pre-custom skin units from start to finish • Procedures for custom hair orders, from mold making, proper hair samples, distribution, etc. Please reserve On the Road dates at least two months in advance. CONTACT DEBBIE METZ, 800-359-4247, EXTENSION 343 DMETZ@NEWIMAGELABS.COM 34
THE LINK MAGAZINE
TWO DAY HAIR REPLACEMENT CERTIFICATION Amani Newport Beach, CA January 11-12 February 8-9, 2020 March 7-8, 2020 Train with Nazy Curtis, founder of Amani Newport Beach. With over 20 years of experience, Nazy offers the highest quality human hair replacement and service. The Hair Replacement Certification class will educate you on the causes of Hair Loss and how to offer valuable service to your clients. • Work hands-on with unique and truly high-end human hair pieces • What causes Hair thinning or hair loss • Working with State of the Art treatment Complex • Discover new ways to meet the individual needs of both your male and female clients • Demonstrate ways to tailor pieces to your clients’ exact needs and keep them coming back • Placement of the hair pieces • Show you ways to work with color: Highlights, Low lights in a very sufficient way Price: $1,700.00 CALL AMANI HAIR FOR REGISTRATION INFORMATION 949 520 7711.
THE BAUMAN CERTIFIED HAIRCOACH Our program teaches hairstylists and beauty professionals how to help clients with their hair loss by identifying hair loss early, learning about different types of hair loss, learning how to monitor and track hair loss and understand which treatments and services they can offer to help clients fight it. Our one-of-a-kind, hands-on training class also offers participants the unique opportunity to align themselves and have a relationship with world-renowned hair restoration specialist, Dr. Alan J. Bauman. Participants learn and observe the Bauman PRP protocol and a PDOgro procedure during a live patient demonstration as well as learn how to use the scientific and highly accurate hair measurement device, the HairCheck. This training and knowledge offers HairCoaches an undeniable advantage in a competitive market to set themselves apart as a true hair expert. Bauman Certified Hair Coaches offer the following advantages: • Stand out from the crowd by becoming a respected Hair loss authority to clients and fellow stylists • Create an additional service and revenue by using the HairCheck tool to measure your clients’ amount of hair density loss and regrowth • Leverage your relationship with hair loss expert Dr. Bauman to confidently and effortlessly refer your client to the “next level” of treatment • Exclusive access to HairCoach pricing on non-competitive, Bauman-recommended, physician-only laser devices and prescription products for your clients. Next Class Date: Friday March 27 in Boca Raton, Florida. VISIT WWW.HAIRLOSSCLASS.COM, TEXT TO 561-220-2628, OR EMAIL LIZ ASHE AT HAIRCOACH@BAUMANMEDICAL.COM
TWO-DAY NON-SURGICAL HAIR REPLACEMENT CERTIFICATION March 1-2, Lenexa, KS (Kansas City)
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 Application Customization • Hands-On Women’s System Application And Customization • Home Care Instructions CALL YOUR AMERICAN HAIRLINES ACCOUNT EXECUTIVE OR 888.389.4785 TO REGISTER.
HAIRUWEAR ON THE ROAD TWO-DAY HANDS-ON WORKSHOP
February 9-10, Tampa, FL March 15-16, San Francisco, CA April 5-6, Atlanta, GA Transform your business and elevate your skill with hands-on training by the industry’s best instructors. Our new extended program covers everything you need to know about wigs, clip-in extensions and hairpieces over two incredible days. 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 • Cap Customization** 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 Techniques • Cap Customization** • Customizing Hair Density • Tools to Develop Salon Service Menu **Hands-On Activities, Curriculum is subject to change REGISTRATION Day 1 (Sunday) – $175 per person Day 2 (Monday) – $250 per person Days 1 and 2 – $400 per person (Save $25) Day 2 Policy: To participate in the extended education program on day 2, applicant will be required to have attended day 1 or a single day HairUWear On The Road workshop within the prior 24 months. Registration fee includes admission, beverages and lunch, Hairuwear On The Road Kit. 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! Day 2 Kit includes 100% human hair lace front wig, advanced styling & customizing tools, certification tool kit, advanced training materials, $900 Retail value! CALL 888.389.4785 TO REGISTER
INTENSIVE ADVANCED HAIR REPLACEMENT TRAINING
HairArt Salon: Los Angeles, CA Date Open (call for available dates) 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. Cost: $6,000 for one-week course. $10,000 for two-week course CONTACT: 310-217-8900
INNOVATIVE STANDARDS HAIR REPLACEMENT FOR MEN & WOMEN
February 2-3 , Hair Academy, Ft. Lauderdale FL
TWO DAY, HANDS-ON ON RITE/GEMTRESS HAIR REPLACEMENT CERTIFICATION CLASS February 4, Hair Academy, Ft. Lauderdale FL
ONE-DAY MEDICAL HAIR LOSS CERTIFICATION The Hair Academy teaches the most comprehensive hands‑on technical classes in the hair replacement industry. These classes are taught by some of the industry’s most skilled artists and business professionals. The topics and trends covered are a must for maintaining a competitive advantage in your marketplace. Now including: the three dot placement system – allowing you to create the perfect graft alignment every single time. Topics Include: Design concepts, Custom ordering, Pre-cut texturizing, Blending and finishing, working with synthetic hair, chemical effects on processed hair, wig and enhancements alterations, full-head and perimeter bonding techniques, three point placement system.
PLAN TO LEARN, THE LEARN TO EARN WORKSHOP March 15-16, Hair Academy, Ft. Lauderdale FL
Access to education platforms including: Thriving despite change, attracting new consumers in the digital age, Using data to improve marketing, best use of google analytics, Utilizing social media and on-line video to reach buyers directly, Advertising budgeting for a healthy ROI, A new business model that attracts younger consumers and adds value to existing clients. Leadership insight panel and attendees round table discussions.
HEAD FIRST HAIR LOSS PREVENTION & SCALP THERAPY CERTIFICATION
March 29-30, Hair Academy, Ft. Lauderdale, FL 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. The Head First trichology program includes: Diagnostic assessment package including the analysis edition software, A Head First Advanced Scalp Care & Natural Hair Start‑up kit, Center listing on HeadFirstPro.com and an invitation to join a private Head First Facebook group, Marketing collateral for your salon, Ongoing technical support and webinar updates.
REGIONAL HAIR ACADEMY TWO DAY WOMEN’S HAIR REPLACEMENT
April 26-27, Atlanta, GA 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. CALL 800-327-5555 FOR MORE INFORMATION.
CORE MASTERCLASS CLIENT JOURNEY + MARKETING
March 22, Las Vegas, NV 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
CORE MASTERCLASS CUSTOMIZING + SERVICING
March 23, Las Vegas, NV 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. CALL YOUR ACCOUNT MANAGER OR 1-800-462-9447 THE LINK MAGAZINE
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BEAUTIFUL 100% HUMAN HAIR WE OFFER STOCK AND CUSTOM PIECES WARRANTY
Up to 6 months. We stand behind our products. CUSTOMER SERVICE
Knowledgeable, friendly, honest, and responsive. ADDITIONAL SERVICES:
Repairs - Hair Addition, base repairs, detangling. We repair our competitors pieces as well. ADDITIONAL CUSTOM SERVICES:
Color - Balayage, rooting / rooted colors, custom color & perming service available for our hair systems. MEET THE HEH TEAM!
Roberto Gonzalez Account Executive
Nancy Beltran Account Executive
Susie Saldana Sales Representitive
A Division of HairArt
Cinthya Perez Operations Manager