The Link Issue 37 by The AHLC

ISSUE 37

SPRING 2021

Thriving WE’RE FINDING WAYS TO DO MORE THAN JUST SURVIVE

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SEPTEMBER 11-13 MANCHESTER GRAND HYATT

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contents 5

It’s the Year to Thrive

Secure and Comfortable

It’s Only Temporary

After a year of COVID-19 and hope at hand with a robust vaccination response, we talk to industry insiders to discover best practices and tips for not only growing your business but thriving as we move into the future.

It’s all about creating an enjoyable and fun hair experience for you clients, so security and comfort become important factors for wig wearers. Judy Geisinsky guides readers through the process.

If your clients are still wary of in-person appointments, you might consider offering temporary clip-in toppers or hair systems they can apply themselves at home.

5 Thriving 8 Share Your Voice 9 Welcome New Members 11 I Can’t Get Hair! 12 Leveraging Opportunities 15 Keeping Your Salon Growing 18 Security and Comfort

21 Offering a Temporary Solution 25 Caring for Your Client’s Gray Hair 26 Upcycling Your Back Stock 30 Who Moved Our Chairs 33 Adding Services 36 Do What Is Possible 38 AHLC Academy: AHLC MEMBER SPONSORED EDUCATION

THIS ISSUE MADE POSSIBLE BY THE SUPPORT OF THESE ADVERTISERS | PLEASE SHOW YOUR SUPPORT IN RETURN

THE LINK MAGAZINE

contributors KELLY CARSON

AHLC EDITORIAL CONSULTANT

JACKIE YU

ERIC FAMECHON

PRESIDENT HEH, HAIR ART

PRESIDENT COSMECARE GROUP INTERNATIONAL

MONIQUE MORRISON

MARKETING MANAGER WALKER TAPE

JUDY GEISINSKY CREATIVE OFFICER MILANO COLLECTION

MARTINA CANDIDO RESEARCH AND DEVELOPMENT CESARE RAGAZZI LABORATORIES

EMILY BUCKWALTER EDUCATION MANAGER

MEGAN HELFOND MARKETING SPECIALIST

CARLA NAJAR

RANDY CLARK

OWNER RANDY CLARK & ASSOCIATES

LEW HUTCHINSON OWNER INVISIONS OF CONNECTICUT

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

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KIMBERLY VAUGHN CHRISTINE PUSATERI

TRICHOLOGIST & BUSINESS OWNER HPIHAIR PARTNERS

BRAND MANAGER

JON RENAU | EASIHAIR

OWNER CHRISTINE PUSATERI SOLUTIONS

THE LINK STAFF

SUBSCRIPTIONS

Editor: Janine Farro Editorial Committee: Paul Albee, Lisa Ferestad, 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 Farro, 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. © 2021 The American Hair Loss Council, All rights reserved. Reproduction in whole or in part without written permission is prohibited.

A year into a global pandemic, we are seeing signs of hope. We are surviving, adapting and thriving.

Many in the industry have gone above and beyond to help clients navigate the health crisis and receive the services and treatments they need. Others have developed a new understanding of their clients needs after contracting COVID-19 and suffering its associated hair loss.

By Kelly Carson, AHLC Editorial Consultant

Christal Mercier, President and founder of Hair Dreams by Christal Inc. in Missouri City, Texas, is a COVID-19 survivor who says she’s personally experienced the full range of emotional trauma.

disease that causes COVID-19. We’ve faced quarantines and tight regulations on our businesses. We’ve faced economic hardships as cities and states closed our doors. But a year later, we’ve survived. We’ve adapted. And we’ve thrived.

“I lost 70% of my hair from COVID. While I always had compassion for my hair loss clients, this gave me a new outlook and extreme empathy for what hair loss sufferers go through,” Mercier said. “Now I now know first-hand what it is like. Losing my hair made me more determined to change peoples lives, one hair addition style at a time.” In the wake of Hurricane Harvey in 2017, the Gallery of Salons Rescue Team launched to serve hurricane refugees who were living in area shelters. “Right after Hurricane Harvey, a group of different salon owners and stylists came together and offered free services to hurricane victims that were living in shelters,” Mercier said. “We set up at the shelter and helped over 700 people. Our motto was, You might have gone through a storm, but you don’t have to look like you’ve been through one. “

Thriving

a year – a year of uncertainty and fear of the unknown Iast’sthebeen world came to grips with the novel coronavirus, the

WE’RE FINDING WAYS TO DO MORE THAN JUST SURVIVE

Thriving

In 2020, Mercier launched the Hair Loss Support Group, an online community that meets at 7 p.m. CDT the second Monday of each month via Zoom. https://hairlosssupportgroup.com “When people with hair loss sit in my chair, they are depressed, angry, frustrated, they don’t feel whole, feel worthless and shame. Once COVID hit they weren’t sitting in my chair and I knew they still needed support. Zoom participants can choose to show their faces or not. I have members whose significant others don’t even know they have hair loss. People don’t have to suffer in silence. Even if CONTINUED ON PAGE 7 THE LINK MAGAZINE

LED TECHNOLOGY AGAINST HAIR LOSS TRICOGLAM HOME USE EFFICIENT PRACTICAL FAST Tricoglam Home Use Tricoglam Home Use is indicated to promote hair growth in females with androgenetic alopecia. It is safe and effective. Thanks to the presence of 105 LEDs it stimulate the microcirculation and allow better nutrition of the hair bulbs with results on the whole hair: more full-bodied shafts, thicker diameters, increased density. Scientific studies have shown that the dose of energy 1,2 mj/cm2 creates a biostimulation. Below this dose, the treatment is unusefull.

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DON’T FORGET SELF-CARE As we move toward what we hope will resemble normalcy, it’s important to realize our own feelings and guard against what experts are calling pandemic fatigue. “We’re burnt out. We’re expected to be productive at work or to parent (or often both) as though we haven’t been living in hell for the last year. The winter has been bleak and could potentially get bleaker,” Julia Ries wrote in an article published recently by HuffPost.com “And even though the vaccines are bringing us some much-needed hope, our feelings of exhaustion and hopelessness are swallowing any positive emotions whole.”

For Randy Clark, of Texas-based Randy Clark & Associates, it’s been about turning a business loss into a gain. As the virus spread throughout the nation, Clark saw his client base falling off while his inventory of custom hair sat in storage. He took the chance and began altering the custom pieces to meet the needs of his customers. But it didn’t stop there. “During the coronavirus pandemic, we were able to maintain the 6-foot socialdistancing rules by offering curbside service for our clients,” Clark writes in this issue of The Link. “We gave them solvents to take off their systems and provided private rooms to put them back on. We were also able to give pointers to help them along with the process.” Another long-time salon owner offers this simple suggestion. “It all comes down to this: Do what is possible. Hopefully, we will get our systems made soon with some regularity. Eventually, the prices will stabilize and the quality will get better,” Christine Pusateri, owner of the Niles, Illinoisbased Christine Pusateri Hair Solutions writes in this edition of The Link. “Reach out to other people in the field and see

She wrote it’s natural for our brains to send flashes of “energy throughout our bodies” to help us deal with stress. The ongoing pandemic and all the other news that’s bombarded us for the past year, have kept the energy flowing unabated in some cases. “Typically, the brain and body calm down and rest once the stressor is

removed. Throughout the pandemic, however, we’ve been exposed to so many stressors that our system hasn’t been able to catch a break,” she said. “Cortisol is just pumping through our bodies at rates we haven’t had to contend with before.”

WE’RE FINDING WAYS TO DO MORE THAN JUST SURVIVE

Other salon owners and vendors are adapting best-practices to ensure their clients well-being.

if they can help you or you them. Be honest with your clients. Tell them the problems we are facing.”

Ries talks with mental health experts to get a handle on the issue and what we can do to thwart falling into the fatigue trap. Amy Cirbus, a licensed mental health counselor in New York and the director of clinical content at Talkspace and a licensed mental health counselor in New York, said stressor on top of stressor on top of stressor will build up and come exhausing. “Maybe it’s the news, a job, or toxic convos with a friend,” she points out. Being aware of triggers is the first step, followed by establishing “healthy boundaries.” Cirbus recommends “focusing on one or two things a day that you can accomplish.” “It’s the accumulation of those small things over the course of time that are going to make a difference. They do add up,” she said.

“It’s the accumulation of those small things over the course of time that are going to make a difference. They do add up.” THE LINK MAGAZINE

Thriving

CONTINUED FROM PAGE 5

we can’t see each other in person. My goal is always to lessen the pain and suffering associated with hair loss.”

SHARE YOUR VOICE

We asked our members for tips, tricks and suggestings for surviving, adapting and thriving in 2021. Sara Lou Manning, Custom Design Hair, Rogers, AR

Show kindness. I go back in my files and send a note of encouragement to clients who are not getting out, not well, etc., or are not coming in my door. A lot of people who were getting dressed for the office are now staying home. Working in front of a screen all day, they have a changed standard for how they feel they need to look. Some have changed from bonded hair to clip ins while others have more time to research what to do about hair loss. That is a great market to reach out to. We are a salon for people that have hair issues. Sometimes we have clients with great hair but they need handicap accessible. That’s us. Sometimes I even make house calls for them. I’ve also expanded my days and times available. If someone needs to come in on a day others are not around, then I make it happen.

Alice “Nicki” Mohler, Image Maker Salon and Wig Studio, Lynchburg VA

In trying to gain the client business we have broadened

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into maintaining wigs – shampooing, reconditioning and reshaping. It is not a market I have ever delved. Into. With some salon clients lacking a desire to maintain their physical hair because they are working from home, many are reaching for their wigs. We have also highlighted that our business is small – and easily maintained as a 1-1 ratio client to stylist-consultant. My thoughts are also to provide an online service for Zoom consults for fine hair solutions. Our business won “GOLD” in the Best of Wigs local contest. I am buying “Talking” banners to emphasize we are the “Best of” – it’s a great marketing plan. It came at the right time.

Nina Miller, Nu Hart Hair, Johnstown, PA During 2020, how many times did you hear, “Its been a bad year?” When I hear that I count my blessings.

The first part of any new year seems to always be slow but just as business started to pick up COVID 19 hit. SHUT DOWN. I took this time to reconnect with clients! Many were so happy to have a call. By the end of the day my voice was tired, but it gave my clients a chance to understand they are important. And, it gave me a chance to provide mail-in and sidewalk service. If the restaurants can do it, why can’t I? Being careful to make sure nothing would be cross contaminated, I could at least be able to clean and style hair systems and wigs. I was also able to provide instructions. It was a great time to clean too! My partnership with Operation BeYoutiful grew as well. This is a nonprofit organization that provides my studio with the funds to purchase, at cost, medicalgrade and better quality wigs for women and girls with medical hair loss. They also provide funds so I can pay my staff for their work and time. The salon makes no money however, the reward is in being able to provide a great product and professional service and make a big difference in a person’s life. We are involved in fundraisers. The walks for cancer put us out there to be seen by

the public. This has opened the doors to newspaper articles and recognition on the local news. Great things happen when you give back to your community. With COVID 19 restrictions it has been difficult to do a lot of the fundraisers, though the Joyce P. Murtha Breast Care Center had an outdoor walk. We put up a table and gave out information and small gifts, and, again, a photograph in the local paper. For being in an industry that people don’t talk about, the pandemic has opened the door for conversation.

Isaac Sanchez, Hair Again, Fresno CA

When asked if I would give my my thoughts concerning the situation we are in with regards to hair supply, and my view of the industry as a whole my first thought was, we need to evaluate the way our suppliers have responded to the shortage. Sad to say, in my experience they have done a poor job. I suspect they did not foresee a shortage of this magnitude. Program hair started out as a great idea, we have been doing programs since the 1980s. Please note, I’m referring to male clients that request bonded services, which 99% do. Suppliers started producing program hair, labeling them four, six and 12 units per year. Have you been able to increase the cost of your programs, as related to the price increases from the supplier? All a moot point now, because there’s no hair. As of last May, we have deliberately been discontinuing offering programs to our clients. Something I wanted to do for some time, I’ve now been forced to. It’s a challenge to supply our clients with hair. Clients with custom hair have waited months to replace their worn-out systems, and I have lost clients because of the shortage. Potential clients are told that it is advisable to purchase four units because of the shortage, provided I can find stock systems for them, or they have to wait six months or more for custom, and still have to purchase four to six units. In 2009 we added low-level laser therapy to our services and continued in that direction. Today, not only are we offering nonsurgical hair replacement for men, we have expanded into a medical facility

offering platelet-rich plasma, PDO Plus, exosome therapy and more for both male and female patients. Diversity and luck have been our keys to survival. This global pandemic will change our industry for years to come. Unfortunately, it’s not how much the struggle is. It’s how we hope to come out the other side of this. The situation of this magnitude is forcing us all to rethink how we should operate and who are suppliers should be.

David Schwartz, President, Hair Visions International

Let’s begin on a positive note. Production in Indonesia continues to press forward with incremental progress in stock and custom production. They expect

to increase production every month as they hire and train more workers.

ahead, we all must concentrate on how to endure and focus on what we can control.

As much as I would like to have more good news to deliver, sadly, we are still in the midst of a global pandemic that continues to cause major disruptions to supply chains in many industries including our own. The hair industry is just as vulnerable to the adverse effects of the pandemic and labor shortages.

We suggest being proactive and be transparent with your team and clients alike. Ongoing communication and education with your staff and clients as to the situation with the continued delays in production, delivery, and expected price increases is vital to help alleviate stress and further frustration. Price increases should not come as a surprise and should be expected due to the ongoing labor shortages and supply chain issues. Please understand that the cost of labor and materials is not in the control of any distributor. Many distributors have already announced price increases to their retailers.

There has been little improvement with production in the Chinese factories as the remote knotting areas are still in lockdown. We are sympathetic to the dilemma and difficult situations all businesses are facing during these trying times. Like you, our company struggles to work around the many challenges that face us because they are, in fact, beyond our control. We remain cautiously optimistic of improvements in the near future. Despite all the obstacles

Hair Visions will continue to pursue every available avenue to acquire suitable stock units for your clients’ immediate needs and keep you posted with updates as we learn more.

Welcome New Members! Starr Charly Getem Gurlz Hair Restoration, New York, NY

I have been a hair stylist and extension specialist professional for the last 10 years. I completed the Hair Loss Practitioner program at USTI, Non-Surgical Hair Replacement Specialist program at Toni Love Education Center and currently studying for Trichology Certification with the World Trichology Society. I am very passionate about my work, specializing in non-invasive hair restoration and wig making services.

Dorothy Flake PhD Ekalf Hair Loss Solutions, LLC, Houston, TX

I received my Doctorate of the Art of Beauty Culture from the National Institute of Cosmetology in Washington, D.C. I am also a past chancellery of Texas State Association and Beauty Culturist League #47, national instructor for New Concepts Hair Goods, provider and an ducator for hands-on seminars for Introduction to hair replacement.

Tina Kahn Rejuvenate Hair & Skin, Falls Church, VA

I have over 23 years of experience as a licensed cosmetologist and esthetician. I trained in wellknown salons in Srilanka, Australia, Dubai and the USA as well as training academies such as Loreal, Keune, Schwarzkopf, and Nimue. I am excited to be a part of this wonderful organization that supports the hair restoration industry.

AnazaoHealth is a 503A and 503B Compounding Pharmacy specializing in personalized medicine to include hair care solutions, hormone replacement, age management, weight management, IV therapy solutions, sexual wellness solutions, vitamin injections, aesthetics, pain management, neuro and more. From our hair care solutions, we offer PhytoTress, a product line with the patented TrichoTech technology, an intelligent phytocomplex that balances the entire hair system – bulb, scalp and shaft. It is 100% natural, based on plant extracts and is free of controversial ingredients and impurities. This product line can be compounded with individual active ingredients or any combination of latanoprost, minoxidil, finasteride, ketoconazole and clobetasol.

Dr. Michael Kanosky Mississippi Hair Restoration, Ridgeland, MS I am a boardcertified plastic surgeon who specializes in hair regrowth and advanced follicular unit hair transplants. I also practice reconstructive, aesthetic, and cosmetic plastic surgery at The Face & Body Center in Flowood, Mississippi. I am the first board-certified plastic surgeon in Mississippi to offer FUE hair transplants and the full range of preliminary and follow-up treatments to enhance growth of the patient’s thinning hair.

Not Pictured Cleo Merriweather, Revival Hair Solution Hair Loss Center, Houston, TX

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615.721.8085 or email thelink@ahlc.org THE LINK MAGAZINE

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2019, China exported 67,000 tons of wig products, valued around $3.59 billion. This drastically decreased in 2020 due to the pandemic, but prices kept rising, especially the raw materials of wigs and high quality hair ventilation work., which is the process of hand weaving hair into wig caps.

By Jackie Yu, President, HEH, Hair Art COVID-19 pandemic has hit the salon Tandhepersonal care industry harder than almost any other. The financial losses are said to be in the billions, and there have been staggering job losses in the industry across the board. For those lucky enough to still have an active client list (common with hair loss experts due to skill levels and loyal client bases), you are probably noticing you can’t reliably get human hair pieces and wigs as we did before the pandemic. It’s not just salons and stylists that have been disrupted. One of the staples for hair loss professionals, the human wig and hairpiece industry have also been hit deeply with supply chain issues and manufacturing problems along with human hair shortages. With 40-plus years in the high-end wig and human hair piece industry based in California, I’ve seen how we arrived in this situation and what 2021 is going to look like. North Americans love wigs! We are the world’s largest consumer, which accounts for over 62% of the global share. China is the No. 1 wig exporter. They account for more than 70% of the global supply. In

In the 1970s and ‘80s, most hand-tied wigs and hairpieces were made in Qingdao City, China. An economic shift in the late ‘90s caused skilled factory labor to move to white collar jobs. This shift created a new market for North Korea. They began to take over the hand-tied wigs and hairpiece workforce. Until the outset of Covid in early 2020, this system worked smoothly and production in this industry had matured to the point where supply and demand were in sync. When the COVID-19 pandemic hit, North Korea closed its borders bringing the human hair industry to its knees. All production reverted to mainland China where the skilled hair labor were the remnants of the labor force from the 1980s and 90s, and the production became slow and expensive. Last year, in 2020, because of this COVID-related manufacturing issue, many human hairpiece and extensions manufacturers went out of business. Some attempted to relocate to other Asian industrial centers such as Indonesia, the Philippines, or Bangladesh. Most other manufacturing centers don’t have the specially trained skilled labor required for high quality hand tied human hair products and ventilation. That is one reason why many manufacturers that can supply products are providing a lower quality product than they were before.

Stylists and retailers have noticed this trend themselves and are reporting a rise in complaints from customers. To maintain the quality of human hair pieces, wigs and extensions, some companies have opted to pay the surcharges Chinese factories are imposing so we can maintain quality by only utilizing trained hair expert workers and having them prioritize orders. Because the demand for human hair products remains at all-time highs, but the production force has been reduced substantially, we find that by keeping a large volume of stock pieces warehoused in the U.S. and paying the surcharges to ensure quality and being prioritized in production lines, we are able to maintain the supply our customers need. As of February, custom pieces are still taking up to three to five times as long as pre-COVID production, so we recommend local customization of stock pieces for quick delivery. We also are working to find quality alternatives in other centers of production with high quality output as some Indonesian locations are. This global pandemic has made our industry rethink our production, services and supply pipeline, and without great communication with our factories, a healthy highly skilled labor force and a large stock of raw materials, we’re at risk of a repeat of this issue over and over in the coming years. Strengthening our policy of warehousing a large supply of raw materials and stock pieces in the U.S. and maintaining excellent relations and immediate communication with China has been key and will continue to be so going forward. THE LINK MAGAZINE

LEVERAGING OPPORTUNITIES By Eric Famechon President, Cosmecare Group International

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The Cosmecare Group was created 15 years ago in France, merging a variety of companies revolving around the hair care industry. It’s been my passion and genuine desire to help men and women affected by alopecia and baldness, a desire passed on to me by my father, Francis Famechon. The group manages several global companies such as hair cosmetics manufacturing, a hair replacement distribution company, hair centers specializing in hair loss treatment and in-salon treatments, hair transplant clinic and a communication and marketing company. Four years ago, the group opened a new subsidiary, Cosmecare USA. I want to share some candid feedback on how I’ve maintained business continuity and planned for recovery through the COVID-19 crisis.

What impact has COVID-19 had on your company? COVID-19 was a disaster for the whole industry, the entire supply chain has been put to the test. It has affected everyone from manufacturing to distribution, even to the final customer. During the lockdown we had delivery delays up to six months for our most requested items. Acknowledging that the crisis may not be over quickly, we focused all on stock optimization, new commercial arrangements to help to secure future supply, and developed a new models of hair pieces to generate a new source of income. This allows us to keep stable turnover in European market and even increase sales in both North and South American markets. All distributors have mobilized, but only companies that found the agility, flexibility and stable relationships with multiple factories can survive this unprecedented crisis. This was the case for us. For more than 50 years we have overcome difficulties. What helped us this time is a deep knowledge of our business, our experience and know-how. We are at the same time importers and, until recently, manufacturers of hair pieces. This experience allows us to have a different perception of product and a global approach

in problem-solving. Working in a close collaboration with our clients and having their full support and trust we decided to act and to adapt available in stock items to client’s requests.

How have you handled this unprecedented situation? The most important priority for us was the safety of our employees and customers. It involved a reorganization of working areas, providing protective equipment materials available for everyone, and remote working organization. Our strategy was focused on people and service rather than profit. Another challenge was maintaining operational continuity and managing cash flow to ensure a supply chain. Our production does not depend only on East Asian countries. We have developed a network of suppliers all over the world and our partners were able to handle the orders. This crisis is unique in that it is global. We faced a new spirit of collaboration from our suppliers to meet unavoidable delivery delays in addition to extreme price increases. Another point to improve is the vulnerability and diversify our supply chain.

What is the most important thing you’ve learned? Communication and emotional connection with our customers is very important . Our entire industry is built around the helping rebuild confidence and to resolve hair loss problems. Knowing our customers’ needs and expectations help us to develop the best solutions for them. Extensive knowledge of products along with with close relationship with our client is our key success. Today, we are planning for recovery and growth. Even if the crisis is still happening, we already started to leverage our potential opportunities within a “new normal.” Mutual cooperation with clients and partners, based on trust is engraved is our history. We are reminded of the added value our industry brings to this world. Products alone are part of our success, but it’s mostly our customer’s confidence that help us to survive this crisis. THE LINK MAGAZINE

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By Monique Morrison, Marketing Manager, Walker Tape ow might be the time to focus on building your N salon’s business. Such a claim might seem strange considering this last year’s consistent health anthem to limit face touching and time spent indoors in public. For salons facing shutdown mandates, how can you grow as a business with the CLOSED sign dangling on the door? Defying logic, salons have found creative ways to grow – even while offering no in-person services. Since business as usual is off the table, it’s time to brainstorm new cost-savvy services to provide.

Consider these three areas of growth opportunities: Inventory Management The products you use have a certain shelf life, usually between six months and one year. Yet, due to running at lower capacity or booking fewer clients, you aren’t going through as much product like you used to. In what other ways could you move that product off your shelf before they expire? Some businesses are answering that question by expanding their services. They are creating takehome kits for curbside pickup with instructions and scheduled Zoom walkthroughs. With little investment, suddenly these salons have added a new service and touchpoint with their clients, all while managing a halted inventory. Then there are salon owners who are staying informed on local and state health mandates. Staying in the know about upcoming policy changes can help you strategically plan orders. Many informed studios have been able to anticipate changes and accept pre-orders for future appointments to keep a revenue stream. If restrictions are about to loosen, you can estimate the bump in business and order with expiration dates and shipping fees in mind. Instead of thinking in terms of month by month, think quarter by quarter, or even six months down the road. This strategy frees you up to spend less time on inventory needs and more time on growing your clientele. Plus, most product suppliers discount based on order size, so you’ll save money with lower costs per product and fewer shipping fees. Speaking of shipping, bundle anything hazmat all into one big order to last you as long as possible. CONTINUED ON PAGE 17 THE LINK MAGAZINE

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Bundling hazmat products together saves you hundreds of dollars that can go to finding creative offerings for your clients stuck at home. Depending on your product supplier, you could potentially bundle all the hazmat products you need to just two orders a year. Another creative way to save on shipping or expand your business comes down to networking with other local salons and distributors. Some product suppliers offer a Find-a-Distributor feature that can help you find ways of getting your products at more friendly shipping rates. If a supplier doesn’t offer this feature, then ask their customer service teams to do some digging for you. Considering how each studio’s needs are different, you may also end up having extra inventory that a neighboring business is after. Networking with other nearby salons and distributors may prove to be another way to move inventory and expand your business in ways you haven’t before.

Social Engagement Whether your salon runs at lower capacity or is temporarily closed, increasing your web game can be one of the most cost-effective routes to steady growth. Social media gives you the chance to stay in touch with your loyal clients and connect with a wider potential client pool.

Salons have found success in taking their expertise virtual with exclusive tutorials, stylist trainings, styling videos, and “Ask Me Anything” live video chats. People at home are fumbling around with what you know how to do best. So, your posts will immediately have high value and gain the trust and recognition of future clients who may never have discovered you otherwise. Social media events and posts are also fairly easy to plan out and hold in comparison to inperson venues. If you’re newer to social media, try setting simple, achievable goals at first, such as connecting with 10 followers or friends per business day. Ask your clients about what content they’d find most helpful. Before long, you can find yourself working up to seeing your stylists become brand ambassadors, featured experts at trainings, or paid sponsors. All of which will grow your brand awareness and may even include receiving free product.

Sanitation Protocols In the short span of a year, several salon owners and their stylists have basically become public health experts. They’ve invested in cleaning supplies to disinfect each workstation before and after appointments. Seats, tools, towels, capes, you name it. If it has a surface, it could use a disinfectant. So, several salons keep a healthy stock of tissues, soap, disinfectant wipes or sprays, and hand

sanitizer. Many businesses are also plugging in more air purifiers, setting up partitions to create “pods” around each chair, and going so far as to hire a full-time cleaning staff. While all of these extra measures require more spending on your part, it’s much more than just an insurance policy to stay open. Your clients will see how much you care about them and your stylists, and your bond with them will grow stronger. Not to mention, they’re likely to spread the word to their friends and family about the cleanest, safest salon to go to. But supplies are only half the battle of keeping your business going strong. The other half deals with policies for your stylists and their clients to stick to. Emphasize the importance of rescheduling clients who feel unwell, and give your staff sick pay if they feel unwell. Several salons urge their stylists to practice healthy habits and have created policies in case they’ve been traveling or exposed to someone who has tested positive. It’s good to invite clients to wash their hands when they arrive, to store their phones during the appointment, and to bear with you as you go over CDC safety guidelines. In fact, it’s best to hang hygiene reminder signs where they’re unmissable. When it comes time to send them out the door, offer them a hearty wave and smile to stand in for the handshakes, hugs, and high-fives in your salon’s near future.

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SECURITY AND COMFORT

Silicone

Also known as polyurethane, this is commonly used around the inside edges of a wig or topper. It provides a lining that adheres well to tapes and adhesives. It is essential if you are using tapes or adhesives since it protects the integrity of the cap or base. PU strips can also be placed in strategic areas to provide more security. When adding to a topper or wig, it is best applied by sewing and with glue to keep it from lifting. Tape and adhesives create pressure on the cap or base so the PU should be attached firmly to the base. Using tape or adhesives require shaving or removing your bio hair in these areas that can be damaging and time consuming.

A type of polyurethane with a stickier finish. Used most commonly around the hairline and edges of a wig, it allows the wig to adhere securely to the head without the use of clips, combs or adhesives. When adding to a wig it is best applied by sewing and gluing to keep it from lifting. The wig does need to be snug and sized correctly for the silicone to offer maximum security. If the wig is stretched it will require a cap size adjustment to secure. This method is recommended for women or girls experiencing full hair loss, since silicones are designed to adhere to scalp. However, it is recommended to limit its use in key areas only to secure the wig. It is not a breathable material.

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Security and comfort are important factors in your wig wearing experience and determining the right method for you to secure your wig can enhance and create an enjoyable, fun hair story. By Judy Geisinsky, Creative Officer and wig wearer for over 20 years, Milano Collection

I was running late trying to get all the tasks

completed that I had scheduled for the day. Being the eternal optimist, I’m always trying to pack my day with a multitude of projects, and today was no exception. I had committed to be at a fundraising event for the local community and was expected to be there in 20 minutes. After dabbing on

some bronzer and lip gloss I ran out of the office. When I arrived, I dashed in intent on getting to my seat before anyone realized I had arrived late. While doing so I ran into a friend I hadn’t seen in a long time. We said hello and exchanged a casual hug. That’s when it happened. Her hand got caught in the back of my hair, and my wig started to slide back. Trying to smile and be inconspicuous, I slowly attempted to inch the wig forward, all the while kicking myself for forgetting to

put on my wig grip before I left the office. I promised it would never happen again. Having a secure fit on your wig or topper is one of the most important details for alternative hair wearers. Security allows a wig wearer like myself to carry on with all my many activities without the fear or insecurity of slippage. The key is to find the right method to secure your alternative hair, by first understanding each method and identifying what will work best for you based on your lifestyle, the type of alternative hair you wear, and other factors.

Wig Grip

Freedom

This is the biggest game changer in the wig-wearing world. It is a band that allows a wig wearer to wear any wig or topper without using clips or combs. It comes in different styles to represent the many different types of wigs and toppers available. The cap construction, size and styling preference are important factors in determining the correct grip for you. What is amazing with this is that it can be worn with many different types of alternative hair, can be interchangeable, and does not require in-person consultations or alterations.

This is a built-in liner sewn into the wig cap that creates a comfortable barrier between your wig and scalp. And, it secures your wig in place without the need for clips, combs or glue. For ideal security the fit does need to be snug, so if you are sensitive to pressure it may not be the ideal option. It may also create a little more bulk in the cap.

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OFFERING A TEMPORARY SOLUTION

Education, selection and customization – it’s easier than you think and could save your business.

by Emily Buckwalter, Education Manager Megan Helfond, Marketing Specialist Carla Najar, Brand Manager Jon Renau | Easihair re health concerns preventing your A clients from coming to their in-person appointments? One way to retain their business – and keep your clients happy – is to transition them into a temporary clip-in topper or hair system that they can apply themselves in the comfort of their homes. A clip-in piece is a temporary solution that some of your clients will find to be a safer alternative vs. going to an in-person appointment for a hair bonding procedure. However, just ordering a stock piece for your client is not enough in this competitive environment. You will need to customize it to make it unique, further reinforcing their loyalty to you! Follow these easy steps to get your client the correct piece with a quick turnaround and with minimal disruption to your business:

Still unsure?

Step 1: Educate Talk to your clients about the features and benefits of their current hair system and educate them about similar clip-in pieces that will work as temporary alternatives. Set up a Zoom or FaceTime call with them and be prepared to explain why transitioning to a temporary clip-in solution may be the best and safest option for them during this challenging time.

Step 2: Select a Stock Piece Order the desired stock piece with clips (or clips that can be applied to the base) while still taking into account the base materials, size, and fiber that are best for your client’s unique needs and lifestyle. Using adhesive instead of clips is also an option to consider. Stock pieces usually arrive at your door less than a week after you have placed your order!

Step 3: Customize Once it arrives at your salon or studio, customize the piece to meet your client’s needs. This is the most important step because customizing any hair piece allows you to add value to the service you are providing. This will set you apart from the competition and will position you as the true alternative hair expert who can and will deliver beyond expectations. Also, consider altering the color, cut, curl, or adding clips to further customize the piece. Lighten, darken, or use other coloring techniques such as balayage or ombre. Take a shoulder-length piece to a bob or a pin straight look to a beachy wave. Create voluminous layers or baby hairs around the front hair line. The possibilities are endless. You know your client’s personality best, so use that information to your benefit.

Step 4: At Home Tutorial Show your client via a video call how to apply the piece on their own. Walk them through the clip (or tape) options for their daily wear and discuss the daily maintenance expectation.

With higher than normal production times for custom orders, it’s important to consider altering a stock hair system. This allows for quicker turnaround time from consultation to the application. Although you cannot be with your client in person, supporting them with their hair loss needs now will create a stronger relationship until business returns to normal. THE LINK MAGAZINE

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FOR YOUR CLIENT’S CARING By Martina Candido, Biologist, Research and Development, Cesare Ragazzi Laboratories

eeping your clients hair as healthy as K possible, and its natural integrity, is an important element of successfully caring for your client’s existing hair. Hair has its own way of showing its age and it is mainly represented by aesthetic and structural defects. It can be fragile, brittle, porous, dull, dry and thinning, especially at the ends, and loses its normal pigment, becoming white. However, these characteristics may not be due to age alone, but may also depend on other factors such as improper diet, psychological or physical stress, or even medications that can lead to an alteration of the biological cycle and regeneration of the cells of the scalp. However, the first sign related to hair aging is the appearance of white hair, which is a physiological phenomenon related to a decrease in the activity of melanocytes. White hairs can first apprear on the temples, then towards the vertex.

What can we do to maintain healthy hair? Let’s take a look at some tricks.

Antioxidants Powerful anti radicals that protect the hair and keep it young, healthy and elastic. We always choose products and treatments that include them. The most effective are Sichuan pepper, guarana, castor oil and argan oil and red fruits( berries). Among these, blueberry and red berries are most protective against the signs of aging.

Stress reduction Damage caused by stress alters the normal biochemical functions of the hair follicle, hormonal functions and causes the formation of free radicals, responsible

for oxidation and damage to the cell structure. A consequent alteration in the production of keratinocytes damages the enzymes and molecules of the hair bulb, triggering an acceleration in the aging of the hair structure.

Sun exposure UVA and UVB rays are “accelerators of aging” and it is necessary to protect the hair with thermal protection and with hats and scarves. Products with extracts of sunflower seed are highly protective for the hair fiber and improve its brightness.

Anti-aging treatments for hair It is not possible to stop the natural aging of hair, however, some measures can help slow down those aspects typical of advancing age. We can prevent hair aging by paying attention to how we treat and care for it. The first anti-aging treatment is the shampoo, which should be chosen according to the needs of the scalp. Nourishing and moisturizing masks are essential. The watchword is “antioxidants,” and it is important to include in our hair care routine products that contain them in big quantity. The most effective antioxidants for the hair are the vitamins present in extracts of seaweed, edelweiss and cinnamon.

Essential oils are the antioxidants par excellence, used since ancient times, especially essential oil of orange, juniper, argan, olive and thuja occidentalis. Both water during shampooing and the hair water during shampooing should be cool or warm. This also keeps the hair shiny. Finally, a healthy lifestyle and diet that includes anti-aging foods like fruits, vegetables, whole grains, oily fish, soybean sprouts, flaxseed, pumpkin, and sunflower seeds. Vitamins B and C are essential. All B vitamins act in synergy with each other to keep the metabolism of the hair follicle in balance and must be constantly introduced into our body because they are poorly produced and stored by our cells. In addition, cigarette smoking, the abuse of refined foods, excessive intake of alcohol, coffee and drugs deactivate their precious action.

Technologies There are new technologies to improve the scalp condition. Ozone therapy promotes tissue oxygenation and a better supply of nutrients to the bulb. LLLP and LED light improves the metabolism of the bulb and slows down follicle aging. With these actions, premature aging of the hair can be delayed. THE LINK MAGAZINE

WE’RE FINDING WAYS TO DO MORE THAN JUST SURVIVE

Thriving 26

Upcycling Your Back Stock By Randy Clark, Randy Clark & Associates, Dallas, TX

the custom side, and no education is ever free. Let’s face it, a bad system sticks out ur salon is in a high-rise office comlike a sore thumb. My take on custom plex and all the style rooms are private verses stock systems is simple. The with shampoo bowls and sinks. color doesn’t match, the hair-line looks During the coronavirus pandemic, like a cut-out, and it just doesn’t look we were able to maintain the 6-foot right. Also, gray has to be exact, and social-distancing rules by offering stock colors of gray seldom work. curbside service for our clients. We Basically, if I get a new client that is gave them solvents to take off their wearing a stock system in my salon, I systems and provided private rooms to own them. put them back on. We were also able I’m not knocking stock systems; I to give pointers to help them along had to use my share of them and was with the process. happy I had them. My clients spend But that only got us part of the way a lot of money and they understand home. The rest was due to the fact that custom works much better for them. our business is 100% custom, and I The fact that I have exclusively used keep multiple systems for every client, custom all these years has put me in a male or female. I have a small fortune much better position with distributors invested in systems on the shelf. as well as factories. They know who I We celebrate our 40th anniversay in am because of the amount of systems I May, and a key component of my sucorder each week. I know this has helped cess is the fact that I’ve always ordered, me get through these difficult times. My and will always order, custom systems. buying power also helps. I’ve ordered And, of course, I can’t forget the the bulk of my systems through New great staff I have. They were right Image. Oscar and Rosmery have been beside me through it all. there through it all with me. I believe more than ever that my cusStock pieces are a simple matter of tom orders got me through this ordeal. “let’s pick the one that’s the closest fit.” My office manager must have pulled out In short, you want a custom-fitted hair over 400 custom orders that I’ve eaten piece, not a stock piece pulled from the because a client has died or stopped bin. wearing. I used to complain about the Custom-fitted pieces are like wearloss, but now it’s come back to me 10 ing a great set of contacts for your fold. I’m about to use these pieces and eyes. Once you put them on, they are repurpose them for other clients. so comfortable; you forget you’re even I have made many mistakes learning wearing them.

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Custom tip: If you’re still putting plastic wrap on your client’s head and using Scotch tape you’re still not custom, that’s old school. Like 40 years ago old school! The factory takes your plastic wrap mold, which has been drawn up from shipping, and they have to stretch it out and find a mold that is close to that fit. I use a thermal mold machine, to get an exact impression of the client’s scalp. It’s always a perfect fit, and I get a foam mold back from the factory for reorders. With my mold they blow foam into it so it is an exact fit to the client’s scalp. On a custom foam mold you can show dents, knots or curves in the client’s scalp. I owe my success to a fire in my belly and the personal conviction to do the right thing when it comes to my clients.

“A key component of my success is the fact that I’ve always ordered, and will always order, custom systems”

“This back stock system worked great for my client.” THE LINK MAGAZINE

k Truth. We do what we do because we feel good about making others feel better.

Truth. Beautiful hair is important.

Truth. Partners with whom you connect make your experience enjoyable and rewarding.

Truth. We understand price is important but value is essential.

Truth. They come to us for hair, but just below the surface is their silent cry to be healed. k

Sherri Renée & Co

25 Crossroads Drive Ste 190 Owings Mills, Md 21117

sherrirenee.com

844-265-4637

SOPHIA. INTELLIGENT. ATHLETIC. COURAGEOUS.

WE’RE FINDING WAYS TO DO MORE THAN JUST SURVIVE

Thriving

Who Moved The Key to Our Future Lies in Our Past By Lew Hutchinson, Invisions of Connecticut, Middlebury, CT past 15 years or so, we have Fbeenor theworking on a business model centered around “disposable hair.” This has been most apparent in men’s hair replacement, but it has also found it’s way into women’s hair replacement. We have rightly focused on creating the best look that we can possibly create. But with current market realities – extending into the future as far as the eye can see – it is clear that we may need a hard reset and refocus our efforts on providing the best look we can that will last for a longer period of time. The days of 26 heads of hair for a client are simply no longer realistic. There are two fundamental reasons for this. In the first place, we simply won’t be able to get that much hair. But secondly, prices of hair will continue to rise, and that in turn means that clients simply won’t be able to afford that much hair.

Long Lead Times – Higher Prices The current state of the hair industry, from what we understand, is that there are fewer and fewer ventilators to make our hair systems, so delivery times are getting longer and longer. Plus, the fees for ventilators have gone up. A lot of this work has been done in China, and China is not a third-world country anymore. The costs of manufacturing as a result are going up, and they will continue to go up.

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What this means is that as we look to our future, it is clear that both in terms of being successful in our businesses and meeting our clients’ needs and expectations, we need to be able to provide hair systems that are going to last longer and look great at the same time.

Being Honest with Clients Until recently, I had a client who would come in every two weeks and get new hair. But over the past few years, the cost of hair has continued to rise. The hair companies were great and we were still able to get the hair. But with the continuing rise in prices, even though my client grudgingly went along with it, I had to have a honest, transparent conversation with him when the pandemic hit and let him know that he should get more use out of his hair and that we would like to design the hair, going forward, a bit differently so we could get more longevity out of it. At first, he looked at me like I must be the worst salesperson in the world because I am telling him to go with less hair and actually spend less money. But in the long run he definitely understood, and it’s been a better situation for him. And we haven’t run out of hair for him because we were able to order ahead and get the hair in for him. It ended up being a good situation. So, thinking long term, we have to make some of these decisions so we can keep our clients happy and give them the product and service they deserve. And that means in many ways going back to basics.

Everything Old is New Again Many in today’s hair replacement industry have come of age professionally in the disposable hair era. But what we need to do now is go back to basics and learn (or relearn) the fundamental sum of the essential art and craftsmanship that has gone by the wayside in recent years. When was the last time you walked into a shoe repair shop? You don’t hear about them much anymore. In the same way we don’t hear that much about in-house ventilators either. But it is clear that the art of ventilating – being able to manually add hair back into a client’s hair system – is an art that will once again become a mainstay for studios so we can effectively prolong the life of our client’s hair systems and keep them as satisfied clients. Similarly, the art of good tailoring will find it’s way back into studios as well.

Teamwork and Education In today’s market, we need to have transparent conversations both with our technicians and staff as well as our clients to keep them informed and let them know what’s going on in the hair world. They will appreciate our honesty and will get on board with us and do their part. It goes without saying that delivering great looking, long lasting hair with each client is what will set us apart from our competition. And that means ongoing training so our technicians have the skill levels and craftsmanship necessary

Our Chairs?

to make it as easy as possible for our clients to take care of their hair between appointments. This also includes educating our clients – even those who have been with us for 20 years – on how to take care of their hair properly to make it last. Impress upon your clients that they need to purchase the products that we sell that are good for the hair. This may mean reinforcing to each client how to best maintain their hair – even simple things like how to brush the hair properly so their system won’t lose hair.

Looking to the Future Looking ahead, I honestly think things will get a bit better. We should be able to get hair a little more quickly, but I don’t think we are going to see custom hair coming back in six to eight weeks. The new normal may be 12-14 weeks, so we need to plan accordingly. I also believe that hair prices will begin to even out a little once we get past the pandemic. But that being said, I would be prepared to see some more increases in the future. And we need to be prepared to have those conversations honestly and transparently with our clients.

We have been used to doing things the same way for a long time and had a great run with it, like in the book “Who Moved My Cheese.” Instead of cheese our salon chairs and stations have under gone transformations as well as many of the ways we do business. Remember, in his 1998 book, Dr. Spencer Johnson offers a shrewd look of how business owners can become too comfortable with the status quo after we’ve tasted success. But in our world, the cheese has been moved so we have to be nimble and adjust and make changes, or we will not survive. THE LINK MAGAZINE

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WE’RE FINDING WAYS TO DO MORE THAN JUST SURVIVE

Services

COVID-19 has affected us all in differing ways. We have chosen to take it head on and seize the opportunity of change. ike you, I never thought I would live L through the experiences of this past year.

As a mother of a 10-year-old, two sweet four-legged girls and business owner, our days begin early and end late. Then, enter a pandemic!

I remember vividly the day I picked up my son from school, the last day before spring break. He came running up to me with his backpack stuffed full and his arms circling an additional stack of books. The first thing out of his mouth was “Mom, we are not coming back to school this year!” If a photographer were standing by they would have captured my mouth hitting the floor.

As mid-March approached, and as the news reports were trickling in, my life was at full speed with no time for a virus.

COVID-19 has affected us all in differing ways. We have chosen to take it head on and seize the opportunity of change.

With the help of a dedicated, compassionate team we were committed to get through this stronger and together. To get the doors back open, our first call was to the Cosmetology and Medspa boards of Tennessee. With more 50% of our revenue generated from semi-permanent attached (hair replacement) clients, we had to receive an “essential” status from the state boards. We were in luck. No, we did not receive a nice an official letter with the state seal of approval, as you might be thinking. We did receive a verbal approval, and that was enough for me. After deep cleaning, adding extreme sanitation measures and adjusting the schedule, we were ready to open the doors, silently praying clients would come back. Personally, I felt a weight lifted from my shoulders knowing our team could get back to work, even if only for a few days a week. By May 1, we were up to 50% capacity. Each week we continued to build back. This pandemic rocked our world. But, it offered time to realize we were not doing everything we could to grow the business. Seven years ago, I changed our brand and name. Now it’s time to do more.

Thriving

By Kimberly Vaughn, Certified Trichologist & Business Owner, HPIHair Partners, Nashville, TN

We were committed to making a change, we were committed to roaring into 2021 with a bang. After six months of research, we were ready to launch three new services: hair strand testing, microneedling with growth factors, and laser hair removal. CONTINUED ON PAGE 35 THE LINK MAGAZINE

Richard N. Kaufman (617) 620-6274 249 Allenwood Drive rnkaufman@att.net Lauderdale-by-the Sea, FL 33308 eurohairimports.com

CONTINUED FROM PAGE 33

WE’RE FINDING WAYS TO DO MORE THAN JUST SURVIVE

SINGLE HAIR ANALYSIS TESTING SHA allows our clients to unlock their greatest potential and achieve optimum hair health. This is a great test for those experiencing premature hair loss who are interested in hair loss prevention and hair restoration without moving to a hair replacement. SHA testing is an epigenetic test focusing on the clients nutritional and environmental factors thay may be contributing to poor health and hair loss. The test requires four strands of hair with the root. The strands are scanned by a special device connected to the parent company in Germany. In as little as 12 minutes you receive a 30-plud page report. The test is a proactive way to help young and older clients alike, while building trust as their hair loss partner. It’s also a great way to help enhance your business as you help your client.

Microneedling studies are increasingly supportive for hair growth procedures. We are taking this treatment to the max and including a new bioidentical growth factor solution in a series of six to eight professional treatments. The treatment is relatively simple and takes as little as 30 minutes, or a 60 minutes service if you include a low-level phototherapy treatment. We are having strong results and clients are extremely impressed with the fast results. With the introduction of this treatment we are able to leverage the help of the online site RealSelf for reviews.

LASER HAIR REMOVAL Adding laser hair removal has allowed us to accompany service of “all things hair” (except for transplants). We pride ourselves on being Nashville’s premier hair center from preservation, removal, restoration and replacement. This new service will be performed by our licensed registered nurse and nurse practioner.

Thriving

MICRONEEDLING AND GROWTH FACTORS

Adding these services allows us to increase our brand, pivot into a younger demographic, reach into a new market and, with a little success, grow our business! THE LINK MAGAZINE

Do What Is Possible By Christine Pusateri, Christine Pusateri Solutions, Niles, IL sure we all have stories of how we Iareamsurviving this mess we are in, and I am certain that some time down the road we will look back and remember these times and wonder how we got through. At this moment however, it’s pretty scary. Just trying to get permission to open was a unique experience. Add to that, we’ve been extra careful not to be

infected or have clients become infected. On top of all this, there is the additional cost of having the right protective equipment on hand.

We are continuous in washing our capes and combs and brushes. Add to this the fact that the supply chain is GONE!

We need to be hyperdiligent in our sanitation methods and have plenty of masks and gloves and disinfectant, to make us and our clientele feel as safe as possible.

We are located in a suburb, bordering Chicago. Many of our long-term clients have left the area for good. Clients who would spend a few months in a warmer climate, have made their homes in Florida, Tennessee and Arizona their primary residence. It has hurt us quite a bit. And the traditional client who would c ome in every three weeks to a month now comes

We have had clients come in with their own cans of Lysol to spray in our rooms when we exit, just to make sure. Crazy times!!

“Be honest with your clients. Tell them the problems we are facing.”

Thriving

WE’RE FINDING WAYS TO DO MORE THAN JUST SURVIVE

It all comes down to this:

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in every three months. They are not out and about as before so they put off the appointments. How do you sell a client when a custom system can take up to a year? How do you keep a longtime client and let them know pricing has really escalated? Add to this the fact that stock systems are all on back order and some quality has declined. We are left to fend for ourselves and figure out how to survive in all this volatility and keep our clients happy. IT’S A MESS! I can only attest to what we are doing at Solutions to keep sane and working. The truth is, some days I feel like MacGyver. What he does with duct tape and string, I do with lace mesh and poly glue. We are doing our best to keep old systems alive while we wait on all the backorders, and to find systems that work for our regular clientele. I am lucky to have a great ventilator as an employee and friend. She has been nothing short of miraculous in repairs and hair adds. Luckily, I had a good supply of stock when the shortage hit. We have had to color down systems and add gray to achieve the color we need to get our clients through this crisis. My search for stock is ongoing as we have several clients on contract who get four systems a year. This is a major issue we are facing. Where do we get the systems? I have bought a lot of systems from many suppliers just to have them, just in case. They are not bad. We been pretty lucky so far as my staff is very creative and we have even surprised ourselves a few times. The main advice I can give is to be honest with your clients. I’ve learned not to quote on customs reorders. I tell them the price will be higher, but I will only raise prices based on my costs. We have found most of the clients get it. They know we are honest, and I will take a hit this year. But we will survive. I did not quite lose 25% last year, but I do feel the pain so far in 2021. We have tried to extend some help to our friendly competition if we can. I believe in “WHAT GOES AROUND…”. If we have a system to spare that they can work with, or if they a need a hair add, we do our best to try to help. We are all in this together and I have known many of these good people for a long time and I respect them. It all comes down to this: Do what is possible. Hopefully, we will get our systems made soon with some regularity. Eventually, the prices will stabilize and the quality will get better. Reach out to other people in the field and see if they can help you or you them. Be honest with your clients. Tell them the problems we are facing. MacGyver the problems if you can and let’s get through this together. THE LINK MAGAZINE

TWO DAY HAIR REPLACEMENT MASTER CLASS

Amani Newport Beach, CA 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 Two Day Hair Replacement Master Class will educate you on the causes of Hair Loss and how to offer valuable service to your clients. Price: $1,700.00 • 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 individual needs of your male & female clients • Demonstrate ways to tailor pieces to your clients’ exact needs and keep them coming back • Show you ways to work with color: Highlights, Low lights CALL AMANI HAIR FOR REGISTRATION INFORMATION 949-520-7711

CESARE RAGAZZI 2021, LIVE LIFE WITHOUT COMPROMISE. At Cesare Ragazzi we offer ongoing training both online and in person to all of our licensed partners. For details please contact Jodie Vanderhoof at Jodievanderhoof@ cesareragazzi.com / 619.246.3462 20 Minutes Nugget Trainings FAST & SMART! New! A fast training to keep you and your team informed. May 10 - Adhesive remover & materials CNC Academy 2021 Hair Prosthetics. The parameters and the service June 27-28 ONLINE

ON DEMAND VIRTUAL TRAINING AVAILABLE NOW! • Micro Point Solutions Online Certification with Interactive Zoom Demonstration & Coaching • Virtual Intro to Hair Replacement Certification – online classes and video library with Interactive Hands On Video Zoom • Virtual Cyberhair Certification Coming Soon! Zoom Roundtable Forums on Mondays on a variety of hair replacement and hair loss solutions. Contact us for more information and check facebook.com/IntHairgoods for current topics & dates. LIVE TRAINING at our Training Center in Eden Prairie, Minnesota Dates customized based upon demand, please contact us for more information! • Micro Point Solutions (one day) • Intro to Hair Replacement (one day) • Cyberhair Custom Designs/Certification (two days) CALL OR TEXT 800.328.0311 OR EMAIL PROMOS@INTHAIR.COM

INTENSIVE ADVANCED HAIR REPLACEMENT TRAINING HairArt Salon: Los Angeles, CA Date Open (call for available dates) Learn from Doris Yu, founder and head stylist, who has been in the industry for nearly 40 years and 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. Get intensive hands-on training on mannequins and actual clients. 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, 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

AMERICAN HAIRLINES VIRTUAL NON-SURGICAL HAIR REPLACEMENT CERTIFICATION Select from the following options: • One-Day Men’s Hair Replacement Virtual Certification • One-Day Women’s Hair Replacement Virtual Certification • Two-Day Men’s & Women’s Hair Replacement Virtual Certification • Each session is approximately 4 hours Registration Includes: • Non-Surgical Hair Replacement Training Manual • American Hairlines Workshop Kit • Canvas Blockhead & Balding Mannequin for each training day • American Hairlines Men’s and/or Women’s Hair System • Recorded video of the workshop • “Certified American Hairlines Stylist” Certificate Virtual Workshop Includes: • Understanding Hair Loss And Hair Growth – Causes and Solutions • Client Consultation • Detailed Review Of System Constructions • Hands-On Template Making for Custom Orders • Hands-On System Application Customization and Application • Bleaching/Coloring, Application & Cut-In, Styling CONTACT YOUR AMERICAN HAIRLINES ACCOUNT EXECUTIVE, EMAIL EDUCATION@HAIRUWEAR.COM OR CALL (866) 618-1200

HAIRUWEAR ON THE ROAD TWO-DAY HANDS-ON WORKSHOP • 2021 Schedule to be announced soon VISIT WWW.HAIRUWEAR.COM AND CLICK ON “JOIN THE LIST” TO RECEIVE UPDATES AND ANNOUNCEMENTS.

HAIRUWEAR ON THE ROAD TWO-DAY HANDS-ON WORKSHOP

2021 Schedule to be announced soon Visit www.hairuwear.com or follow HairUWear Inc. on Facebook, https://www. facebook.com/HairUWearINC, for updates. Contact your HairUWear Account Executive or email education@hairuwear.com for Virtual Training opportunities.

TWO-DAY HAIRSKEEN CERTIFICATION COURSE! FOR $1,500 *50% deposit due at registration. • March 21-22, Orlando, FL • April 25-26th, Atlanta,GA • (Spanish) May 2-3, Miami, FL • May 16-17, Portland, OR • June 13-14 | Boston, MA Getting Certified As a Hairskeen Partner Includes: A two-day compressive technical training class on application and care of all Hairskeen products. You Will Learn To: • Apply the Hairskeen hair loss solution. • Cutting and styling • Preparation • Maintenance and care • Learn how to talk with your clients about hair loss, and the solutions. • Suggested pricing It’s an incredible feeling when you can help your clients who suffer from the negative effects of hair loss achieve the look and style they would like with the benefit of a full head of hair. You will also be building a profitable new revenue stream for your business. You may bring your client with you to your training, real-time application, under the guidance European and United States, professional Hairskeen Trainers. Graduates will have access to powerful images and marketing materials, including videos. *Classes are limited to ten to fifteen students.

SHERRI RENÉE ATELIER

offers quarterly scheduled workshops at our flagship studios in Baltimore and DC. In addition, we custom tailor workshops for individual salon needs for on-site education. For more detailed information, visit https://www.sherrirenee.com/workshops, email us sherri_renee@mac.com or contact us directly at 410-799-8901 for a schedule of our upcoming workshops.

CONTACT YOUR JON RENAU ACCOUNT MANAGER FOR DATES AND LOCATIONS. WWW.JONRENAU.COM 1-800-462-9447 JON RENAU CORE CERTIFICATIONS CORE MASTERCLASS: BUSINESS DEVELOPMENT STRATEGIES This certification will lead you through the hair loss client’s journey, providing you and your team with actionable steps to engage the client of today and provide them best client experience. Capture new clients & gain market share. • Increase ROI, reduce returns, maximize your time • Increase brand awareness & impact purchase decisions • Implement client retention strategies CORE MASTERCLASS: PROFESSIONAL CUSTOMIZATIONS This advanced certification offers hands-on demonstrations to boost your technical skills while adding to your service offerings. Learn how to provide custom orders, redirect hand tied alternative hair, cut and style human hair, and exclusive sizing alteration methods. • Create a personal experience with a consultation • Set yourself apart from competitors by providing customizations • Offer servicing and repairs CORE MASTERCLASS: TOPPER CERTIFICATION This certification is designed to provide you with the tools and knowledge you need to cater to the fastest growing segment in alternative hair: the topper client. Because not every client is ready for a wig! • Address all aspects of the topper consultation • Customize toppers and apply blending techniques • Provide maintenance and care • Set the right expectations to ensure success CORE ACADEMY: WOMEN’S LONG HAIR BONDING This hands-on certification explores modern techniques in current application methods and provides insight into the possibilities of women’s hair replacement and long hair bonding. • Provide consultations for women’s long hair bonding • Choose the correct system for your client’s need (stock or custom) • Apply modern techniques of non-shaving hair replacement methods and removal (hands-on) • Customize stock pieces to create unique looks CORE ACADEMY: CUSTOMIZING ALTERNATIVE HUMAN HAIR New cutting styles, coloring techniques, and trends are introduced every day to meet the market’s demands. With that in mind, this class will show you how to take a stock system and create a custom look with a personalized style and color that is unique to each of your clients. • How to determine which stock system to use to create a custom design • Modern coloring techniques for wigs and toppers • Create the perfect custom order CORE ACADEMY: MEN’S HAIR REPLACEMENT In today’s competitive men’s hair replacement market, it is vital to use the highest quality hair systems for your male clientele, provide them with the most undetectable look and to create a style that is on-trend and modern. • The importance of consultation • How-to create molds and templates • Men’s hair replacement systems and application and reapplication

MAKE 2021 THE BEST YEAR YET WITH VIRTUAL COACHING! At Hair Visions International’s Hair Academy, your agenda is our agenda. An open curriculum gives you the opportunity to learn the technical skills that are important to you. Tell us what you want to learn and we’ll present the class. The Hair Academy’s four-hour customized virtual coaching lets you learn new skills or polish up on old ones in the safety of your own studio. • Forget the hassle of booking flights or hotels. Our virtual interactive class save you valuable time, money, and most importantly, keeps you and your staff safe in the comfort of your studio • Professional trainer Baha Alwardi brings his expertise as one of Hair Visions’ leading instructors • One studio per session provides personalized instruction (up to 5 participants.) • Flexible class dates to accommodate your schedule • 10% discount on products a week before and a week after your training class (excludes hair replacement and wigs) Make 2021 the best year yet by scheduling your Four-Hour Customized Virtual Coaching class today. Book early! LIMITED AVAILABILITY. CONTACT KARLA HURTADO AT 800-327-5555, EXT. 3325 TODAY.

FREE VIRTUAL TRAINING WITH PRO|GEN GLOBAL Get free virtual training on the most advanced hair technology and products to expand your salon services and bring in more business. • Pro|Gen Probe - The most advanced hair & scalp analysis devices • Pro|Gen Active Care - The most complete scalp therapy system • Pro|Gen Nutrifuse - Best maintenance line designed for hair systems • Pro|Gen Fiberbond - Instand solution to hair loss & thinning hair CONTACT A PRO|GEN GLOBAL BRAND AMBASSADOR TODAY TO BOOK YOUR FREE VIRTUAL TRAINING SESSION TODAY! EMAIL INFO@PROGENGLOBAL.COM OR CALL 1-800-359-4247 CROSSFIT EDUCATIONAL TRAINING 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. Either we travel to your salon, or you can attend one of our in-house training seminars held at our corporate office in West Palm Beach, Florida. We deliver intensive, hands-on training and certification sessions that will help you gain indepth knowledge of our latest technology and products and how they will benefit your business. Our renowned team of educators provides expertise in application, theory, and technique to help you meet your clients’ needs and demands. Get ready to train with the best of the best! Educators: Ricky Knowles, Keith Zimmerman, Randy Clark, Shannon Sorbara, Thomas Hoyer and Angelo David • 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. VISIT WWW.NEWIMAGELABS.COM/PAGES/TRAINING OR CONTACT: DEBBIE METZ 800-359-4247, EXTENSION 343 DMETZ@NEWIMAGELABS.COM

THE LINK MAGAZINE

The Link Issue 37

Articles inside

AHLC Academy: AHLC MEMBER SPONSORED EDUCATION

Do What Is Possible

Adding Services

Who Moved Our Chairs

Upcycling Your Back Stock

Caring for Your Client’s Gray Hair

Security and Comfort

Offering a Temporary Solution

I Can’t Get Hair

Keeping Your Salon Growing

Thriving

Leveraging Opportunities

Share Your Voice

Welcome New Members