The Link Issue 43

HairNow22 Conference

WE H AVE A LOT O F H A I R

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contributors

THE LINK STAFF

Publisher: Janine Farro

Editor: Kelly Carson

KATHERINE GREENE

ARISLEIDI HERNANDEZ

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 615.721.8085 or info@ahlc.org

Editorial Committee: Paul Albee, Lisa Ferestad, Kelly Nemitz

AHLC Board of Directors

Randy Clark, Board Member

Joseph Ellis, President

Janine Farro, Administrator

Susan Kettering, Executive Director

Marsha Scott, Past President

SUBSCRIPTIONS

Subscriptions to The Link Magazine are mailed FREE to AHLC members within the continental U.S. International mem bers 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.

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.

© 2022 The American Hair Loss Council, All rights reserved. Reproduction in whole or in part without written permission is prohibited.

What's Your Business Worth?

Understand what drives value in the eyes of a prospective buyer

Private equity firms will be lined up trying to buy ASAP. But if you are like most small businesses, you do not meet that threshold and will be valued by a multiple of your total financial benefit. This is often referred to as SDE (Seller’s Discretionary Earnings) or ACF (Adjusted Cash Flow) or ODI (Own ers’ Discretionary Income.)

By Andres Kirtley, Owner, Allusions, Cinncinati, Ohio

Perhaps the simplest approach to positioning your business for sale is under standing the question, “What is the value of my business?” Sure, the value will eventually be represented by a dollar amount, but the dollar amount is a monetary reflection of the value, not the value itself. As such, the next owner of your business will be buying the value that the business will bring to them.

The No. 1 question in every potential buy er’s mind will be some version of, “To what extent is the opportunity in this business greater than the risks?” This question goes beyond the financial risks and opportunities and includes things such as lifestyle, stress, threats, meaning and purpose, longevity, fun, growth, stability, and so on. This fundamental question will be asked of you in several dif ferent ways so it is important to think about how you’d like to be able to answer these questions when the time comes.

What is the owner's total financial benefit you enjoy annually? Seller’s discretionary earnings or SDE?

Most larger businesses that earn over $1 million in profit or $10 million in revenue will be valued by a multiple of EBITDA (Earnings Before Interest, Taxes, Deprecia tion, and Amortization) If your business falls in this category, congratulations.

SDE is not visible on a P&L, balance sheet, or tax returns because it includes amounts that are normally included in cash and noncash expenses in addition to the net operat ing income of the business. For example:

Depreciation

Amortization

Interest

Taxes

One-time expenses

Owner's W2 salary

Vehicles

contributions

Owners’ health care and retirement contributions

Salary and exorbitant wages and pay ments to family members

You will need to know your SDE for the past three to preferably five years. There is a lot of information available for free online that will help you calculate SDE. Most of your CPAs will be able to help you calcu late this number as well. A business broker would also guide you through this process, but that's an issue for another article.

Ultimately, SDE answers the buyer’s most fundamental question, “What is the total dollar amount that is available to me annually once I own the business? Or in other words, “What is the true profit?” Once you have three to five years of defen sible SDE, you can begin to home in on the multiple that will be applied to the SDE for the sale price. As a rule, the larger the SDE,

the larger the multiple. Also, a consistent annual SDE with consistent year-over-year growth can increase the value.

During my due diligence process, I learned that the average small business in the U.S. sells for 2.2-times SDE. Salon Business Boss said in that 2019 the average multiple for hair businesses was 2.14-times SDE. After exhaustive research and the business appraisal of my own business, I can confidently say that most hair replacement businesses will be valued between two and three times SDE.

Next, let’s understand some of the ques tions and factors that will influence the valuation multiple.

Why are you selling?

Getting clear on why you want out of our business will be one of the most important things to convey to a prospective buyer. It is important to be honest in everything you convey to a prospective buyer.

The biggest fear of any buyer is that you are wanting out because of a significant problem or problems and you are hiding that from the buyer. Yes, negative aspects of your business may lower the multiple, but being caught in dishonesty with even the little details will plant the suspicion that you are willing to hide something larger of which the buyer is unaware. This scenario will raise the perceived risk of acquiring your business, which will lower the offer or cause the buyer to walk away.

Honesty is the best policy. Share the things you hate about the business and be fair in your perceived Strengths, Weakness, Opportunities, and Threats. While this may seem counterintuitive, the right buyer will be well poised to deal with the good and the bad. For example, the previous owners of Allusions hated doing payroll, which was a laborious, tedious, and time-consuming

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manual task for them. I saw this as an opportunity to implement technology to streamline this process. Also, like many owners, they had tired of dealing with the complexities of the human nature of employees. I saw that as an opportunity because I have been well-trained and am passionate about servant-leadership and find navigating human complexities fasci nating and rewarding. The bottom line is that you want the buyer to know the good, bad, and ugly so both parties can evaluate if this is the right fit and the business can thrive under new ownership.

What are you going to do with the proceeds of the sale?

This question may seem odd but the reason for you to think about this is that the question of seller financing will come up at some point. If you think you are going to invest the proceeds after the sale in the stock market, consider seller financing as an investment. Why would you invest in other businesses but not the one business in the world you know the most about? Also, one of the best ways to get a better valuation is to be flexible with the payment terms. Some call this the law of price and terms. For example, a buyer may be willing to go to a higher multiple if you carry some of the note with a longer amortization. Seller financing offers great leverage to increase the perceived value because it shows your confidence in your business’s future performance. Are you willing to put your money where your mouth is?

What are you selling? A job or a business?

This is one question that will have one of the largest impacts on the multiple you can expect, the type of buyer, and the number of potential buyers.

If you are behind the chair as a techni cian, involved in consultations and the day-to-day operations of the business, for example, you are selling your job. The more critical you are to the business the more risk your departure is to the new owner. If

you are the most valuable employee, you are the product, not the business.

Perhaps the best illustration of this concept of working on rather than in your business is Michael Gerbers book "The E Myth." It is a classic must-read for any business owner.

For example, a two-employee hair replacement business with the owner doing consults, payroll, marketing, hair replacement, and answering the phones with an SDE of $200,000 is likely to be valued between 1.2- to 1.8-times multiple ($240,00-$360,000). Contrast that to a 15-employee business where the owner has professional management, sales, marketing, financial management, and technical execution in place, and mainly spends limited time on strategic initiatives with little time involvement and $800,000 in SDE may be valued at 2.8- to 3.2-times ($2.24 million to $2.56 million.) The former is self-employment while the latter is a business, and this reality will be reflected in the multiple.

Think about it. If you are the secret sauce, how can the business continue to be successful if that “secret sauce” is gone? Therefore, the more involved and critical to the success of your business you are, the less valuable it is. Could you go away for six months and return to find your business in the same or better condition than before you left? If not, the reasons why are your greatest opportunity to build value in your business.

business's success lies in the head and heart of the business owners or other key employees. This is why it is important to have the recipes of your business clearly established and organized.

Business systems - Operational Sys tems - Standard Operating Procedures

(SOPs) - Flywheels

Training protocols and manuals

Monthly reoccurring contractual revenue (Program Hair)

Sales processes

Cross-functional training

Marketing plans

Advertising tactics

Vendor relations

Established Key Performance Metrics (KPIs) and score cards

These are a few examples of business recipes. The more clear, robust, accurate, and replicable the recipes, the more sustainable the results, which lower the risk and increase the value.

The full scope of all of the intricacies in valuing a business cannot be fully captured in one article. These questions, however, are a few of the considerations you can begin to think about to set yourself up for a successful exit while ensuring the continued success of your business, employees, clients, and dream. The Chinese proverb says that the best time to plant a tree was 20 years ago. The second-best time is now. The best time to position and prepare your business for sale was 20 years ago. The second-best time is now.

The real business is not the product or service you offer but the systems and processes that generate the product or service. My grandmother was an excellent cook. She never used a recipe and the food always turned out wonderful. When she passed away, so did her amazing cook ing. Even though all the same ingredients still can be easily purchased, we cannot replicate what she did because so much of it was in her head and heart. Most businesses are the same. So much of your

ABOUT THE AUTHOR: Despite having a successful and lucrative career in the medical and biotech industry, Andreas Kirtley was ready for a radical career change. After exploring real-estate invest ing, franchising, starting a business, and many other options, he, like many other millennials, found that acquiring an established successful business was the perfect fit for him. In July 2019, the right opportunity came his way and he acquired Allusions Hair Replacement Studio in Cincinnati, Ohio, from a retiring owner.

After the sale, what's your business's likelihood of success?

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Moving Full Steam Ahead

By Joseph Ellis, AHLC Board Member

Our lives are beginning to find a new normal. We all have had struggles supplying our clients with what they need since the pandemic. My recent visit to New Image Labs for the restarting of its educational classes called Crossfit was a welcoming sight.

The two-day class starts with learning to use scalp analyzing technology. We then went on to learn about their Fiberbond product, which includes a rechargeable device that allows you to control the amount of hair fibers applied. The fibers are made of wool instead of synthetic materials. Next, we moved on to learning about applying the Luxia Artiss brand hair extensions for move volume and/or color dimension. Educators Randy Clark and Ricky Knowles were there to demonstrate removing a hair system. They showed how to clean the scalp, prep the unit and apply the new hair system using beautiful blending and cutting techniques.

Joseph Ellis (left) and Oscar Urzola

Attention stylists!

WHAT YOU GET

KIT

BENEFITS

new skill

you

TESTIMONIALS

with

happy to have the opportunity to train online. Excited to offer this to my guest with thinning hair issues. Thank you!” — Emily M., Chapel Hill, NC

I registered for Evolve Hair Solutions online certification I did not expect what I received. Evolve Hair Solutions goes above and beyond my expectations with customer service and care for their stylists. Immediate response to all questions and guidance throughout the process is invaluable to me.”

April M., Huntington, TX

All the while we were all networking and sharing our experiences to learn and grow our own techniques. I found the New Image team to be accommodating and eager to help with any issues. Oscar Urzola, the president, is excited about the future of the hair restoration industry and said he works tirelessly to discover innovations around the world. Oscar is someone who finds it important to surround himself with the best of the best and in return says that you will attract clients who want the same.

He gave an energetic tour of his offices and warehouse. You can see the pride in his eyes as he explains the office protocols at New Image Labs. While in the warehouse, I found it reassuring that the level of proce dures for fulfilling one order goes through four different signatures before it can be shipped out to the customer. Personally, I was a bit shocked to see all the new hair stock he has now. I kept saying, "We have hair." I also saw a large row of new shipment boxes not added to inventory. I felt like a little kid in a candy store seeing all the hair.

New Image also let me know that their custom orders are coming within three months, which is great to hear. I was unable to attend the second day of classes, but it was designed to give students a hands-on experience with hair and mannequins. While also helping to understand adhesives and how to market to clients.

The classes and the site tour showed me something close to normalcy and with it a good dose of hospitality.

THREE NEW DESIGNS

BELLA

LUNA

Marsha Scott Receives AHLC Lifetime Achievement Award

By Katherine Greene, Barret and Greene Inc., Bethel, Connecticut

Few individuals attending the American Hair Loss Council Hair Now 2022 conference don’t know and value the contributions of Marsha Scott, board member over many years, two-time president, and a woman who has devoted her time, energy, enthusiasm, and knowledge to the AHLC, her clients, and the ever-changing developments in the hair restoration industry.

More than three decades ago, in 1988, Scott attended her first annual conference of the American Hair Loss Council.

“I was very excited,” she said. “I went alone and didn’t know a soul. I never had held a hair replacement system in my life and didn’t know anything about this industry at all.”

One year before — in 1987 — she had opened the Above the Rest Hair Studio in Bethel, Connecticut. It was the culmination of a childhood dream. She knew of her own problems with brittle and thinning hair, a consequence of diabetes. But, like so many other women, she knew nothing about how common and potentially devastating hair loss could be.

That first conference was educational and inspiring, leading Scott to come back to Connecticut and change the name of her shop to the Hair Loss Clinic for Women. Just a few years later, she joined the council's board of directors and found herself spending countless hours criss crossing the United States, taking manu facturer and private courses, and flying to

Chicago for periodic board meetings. The first of many honors she received from the association is still framed in her office — “like an Olympic award,” she said.

Over the years, through her involvement with the American Hair Loss Council, Scott has seen multiple changes in the industry, including the advent of new technologies, the attention and emphasis paid to women’s hair loss, the increas ing involvement of women in leadership positions and the ever-growing options available for hair replacement.

“Marsha Scott is a perfect example of the type of professional who strengthens the America Hair Loss Council and the industry. She is dedicated to her craft, her clients and her community. Without people like Marsha, the AHLC would not be the industry leader it is today,” said AHLC Executive Director Susan Kettering.

Through the years, Scott and her staff have helped thousands of women, including those who have recently received a cancer diagnosis, others who have hidden increasing hair loss problems under scarves and hats for years, and a large cadre of longtime clients who count on the privacy, friendliness, flexibility, generosity, sup port and knowledge she offers.

“I know that Marsha is constantly exploring and learning about new techniques and hair system improve ments,” says one customer who spent years driving from New York City to Bethel for her appointments. “Until I met Marsha, I thought I was the only woman around who had hair loss issues. She taught me how common, if hidden, female hair loss is, and gave me back the ability to care about and take pride in my appearance.”

Scott recognizes the importance of the work she and many other AHLC members do, day in and day out, year in and year out. “What we do for our clients is so important and makes a difference in their lives,” she said. “What a good feeling it is to help people. This isn’t about money for me. It’s about problem-solving and helping people know they’re not alone.”

Marsha Scott

The Who, What, When and Why of Selling Your Business

By Sara Lou Manning, Custom Design Hair, Rogers, Arkansas

I started Custom Design Hair in 2012. I had realized there were a lot of people who would like to have great hair but just couldn’t grow it. I started in a one-room private location and have always worked by appointment only. I thought this gave me the privacy I needed but I soon came to realize I needed more rooms and someone to work with me who would be interested in buying the business one day.

Not all employees are candidates to be good owners but I knew I had a friend and former employee who might just be a great person. Amanda Wambold had worked with me as a hairstylist 20 years ago, and

we had always kept a good relationship even though she had moved on and away from hairstyling. Amanda served as my assistant for a few days so she could see what hair replacement was all about.

I had a lot of questions about how to sell my business. I had been busy building my business but the idea of how to sell it was new to me. Here are the questions I felt I had to answer.

When do you sell your business?

Everyone’s answer is going to be differ ent. The two things that made it become evident to me were how many birthdays I had and then COVID-19. I recovered from COVID but I knew it was time to sell.

To whom do you sell?

I wanted someone who had a heart for the business and a heart for people and helping them look good. I wanted someone who was knowledgeable and trainable.

Amanda and I have a close relationship and I knew this would be great for her. Hair replacement is a great business and custom design was doing very well. I knew that she would be good for Custom Design Hair and I knew that Custom Design Hair would take care of her and her family‘s needs.

How do you train the next owner?

The beginning of our time together was during COVID. We took advantage of online training and read The Link magazine. She

assisted me in everything I did. She helped me in my everyday work with clients as well as ordering new systems and paying bills.

I tried to be transparent with all the busi ness of Custom Design Hair. I had always worked with my vendors, bank, and credit card companies to be up-to-date and in good standing. I have no debt and I didn’t want to have any debt. I wanted Amanda to be able to see in all my records that I know how to run a debt-free business.

The year 2021 was our big for education. We took a road trip to Chicago to visit Les lie Robinson at Mane Image for a day. She taught us so many little things and showed us so much about her business.

From there we flew to New York and visited Flora Fuentes at Unique Hair Concepts. Flora taught us about customer relations, consultation, and business. There is no end to what these two ladies know and they tried to pour it into our heads.

Flora has been in my studio several times while she was the U.S. leader for CRLAB. She could talk to me about Custom Design Hair in a way that no one else could. It was all beneficial.

Amanda and I also attended the American Hair Loss Council conference. I introduced her to people who would be good leaders for her and mentors. I wanted her to meet the best in the industry so that she had a bank of people to call on.

We finished off 2021 by adding tricologist Andrea Smith to our team and we also had in-house training for all of us with Jodie and Danielle from CRLab.

I knew that whatever price I put on the business it was only going to be as valu able as the staff and leadership of the busi ness. I knew I was going to be fading away as Amanda stepped forward. I wanted her to know all she could.

How do you determine the price for your business?

The first people I talked to about this were my accountant and attorney. I trust both of them. I called on Leslie and Flora as well as others in our industry to help gather my thoughts around price. It seems

the general consensus was that a fair price is based on your total revenue for one year. I looked at three years and average them. I also looked at what would be taken away from the bottom line if I was not there. My inventory is important but it’s only impor tant if the people working there know how to turn that inventory into profit.

It became easy for Amanda and me to decide how she would purchase the busi ness. We did owner financing. I could sell it to her at a fair but lower price because I would be being paid the interest instead of the lending institution. I gave her an incentive of $20,000 if she pays the debt in less than five years.

When I was asked to write this article, Amanda and I visited about it. I want you to know her take on how to buy an existing business. Amanda said one of the big gest things was honest communication between her and me. She had the freedom to look at my bank statements and any thing financial that I had. She didn’t want to be buying something that had a headache attached to it. With client after client, I showed her little details because I wanted

her to know what was going on. But more than anything I wanted the client to feel as though Amanda would have their best interest at heart and would carry on. We needed to keep the customer base intact.

Amanda and I have kept an honest rela tionship. There are times that I have done things that she didn’t understand. She had to understand my reason and I had to be able to explain that to her. Sometimes the questioning can become uncomfort able. We do not allow any hurt feelings to interfere with our moving forward.

How do I exit?

We signed our papers on Dec. 30 so that we started off Jan. 1 with Amanda in charge. I still continue to work on extra days or odd hours. I also want to be an assistant to both Amanda and Andrea as they continue to grow in their knowledge of hair replacement and scalp treatments. I call myself “the extra girl.” I’m the one who shows up when they have to be away from the studio or it’s a crazy day and they need more help. I want to be there, but I’m having to learn how to let go.

Left to right: Andrea Smith, Sara Lou Manning and Amanda Wambold

New Pharmaceutical Adds Options for Alopecia Treatment

Promising drug promotes hair growth in half of the study participants

From Staff Reports

The U.S. Food and Drug Administra tion has approved a new oral medication designed to treat adults with severe alope cia areata. It marks the first FDA approval of a systemic treatment — treats the entire body rather than a specific location — for alopecia areata.

“Access to safe and effective treatment options is crucial for the significant number of Ameri cans affected by severe alopecia,”

Dr. Kendall Marcus, director of the Division of Dermatology and Dentistry in the FDA’s Center for Drug Evaluation and Research, said in an FDA news release.

The approval, she said, "will help fulfill a significant unmet need for patients with severe alopecia areata.”

The drug, Olumiant, works to block the activity of one or more of a specific family of enzymes, interfering with the pathway that leads to inflammation and, ultimately, hair loss.

Olumiant was studied in two groups in controlled trials with patients who had at least 50% loss of scalp hair for more than six months. "Patients in these trials received either a placebo, 2 milligrams of Olumiant, or 4 milligrams of Olumiant every day," the FDA said in its release. "The primary measurement of efficacy for both trials was the proportion of patients who achieved at least 80% scalp hair coverage at week 36."

In one of the studies, 22% of 184 patients who "received 2 milligrams of Olumiant and 35% of the 281 patients who received 4 milligrams of Olumiant achieved ade quate scalp hair coverage, compared to 5% of the 189 patients who received a placebo."

In the second trial, "17% of the 156 patients who received 2 milligrams of Olumiant and 32% of the 234 patients who received 4 milligrams of Olumiant achieved adequate scalp hair coverage, compared to 3% of the 156 patients who received a placebo," the FDA reported.

"People with alopecia areata, derma tologists and other health care providers have been looking forward to this day when there is an FDA-approved systemic medicine for this often-devastating disease," said Dr. Brett King, an associate professor of dermatology at Yale School of Medicine and a lead investigator in the clinical trials.

"Alopecia areata causes unpredict able hair loss that can be patchy or complete, and it affects people of all ages and ethnicities," he said. "I am so happy that adults with severe alopecia areata can now take OLUMIANT, a oncedaily pill. The results of clinical trials are remarkable, as one in five adults taking OLUMIANT 2-mg/day and one in three taking OLUMIANT 4-mg/day achieved significant hair regrowth resulting in 80% or more scalp coverage, and eyebrow and eyelash improvements were also achieved for patients taking OLUMIANT 4-mg/day with substantial eyebrow or eyelash hair loss."

Dr. Brett King

The FDA warned that common side effects include upper respiratory tract infections, headache, acne, high choles terol, increase of an enzyme called creati nine phosphokinase, urinary tract infection, liver enzyme elevations, inflammation of hair follicles, fatigue, lower respiratory tract infections, nausea, genital yeast infections, anemia, low number of certain types of white blood cells, abdominal pain, shingles and weight gain.

Dr.

Mix It Up

A solution that covers all types of hair loss

By Bernard Ory, Owner, The Profitable Stylist, Slidell, Louisiana

Ever mix hair replacement with hair extensions? If you’re not providing extensions as an option along with “top of the head” solutions, you’re missing many opportunities to help people.

I know the reason most hair replacement studios didn’t do extensions for years was because of the long application time. Today with faster techniques employed in modern studios, not offering the service is like throwing away money.

The fact is, most women are proud to wear hair extensions. They're not too excited, however, to wear hair replacement or a wig. As an industry, we are changing this stigma slowly, but while we are here, realize that when you market hair extensions, you’ll get more interest in general. If you market both, you have a bigger chance to solve a hair problem and close the sale.

One example of how we mix the two is we are shipped overnight a top of the head stock hair system in 12-14 inches and then use extensions just under that, from temple to temple with a weft, tape, or strands, in a longer length than the hair system. Generally, extensions are stocked and available in longer lengths that can be layered in for a longer look.

Another way we mix them is by using extension strands in the form of keratin, itips, or beaded strands, to add dimension to a hair system, and to create highlights or low lights without chemicals. Often a hair system doesn’t lift well with bleach, so we use extensions instead. Even if we want lowlights or darker pieces in the hair, it’s a much better, non-fade option.

Occasionally we will add volume to an actual hair system with all these techniques or just a weft or two around the whole hair system.

Beaded Strands

Pro Tip…

Get all three components from the same place for color consistency. It’s no secret that I own and sell OnStage Beaded Hair and our color ring is consistent across all techniques — the beaded topper, the beaded weft, and the beaded strands. This makes it convenient when we need the colors to match. However, we do use hair from multiple companies and use these techniques with all of them.

Doing consultations has always been one of my favorite things. You never know what’s going to happen and every conversation is unique. Remember, you control the conver sation. If you ask the right questions and listen, you can solve these problems!

Beaded WeftBeaded Topper

Lace Beaded Topper with Adhesive Front

Threading through fixing points...

After beaded topper is secured...

Underside of beaded weft

Welcome New Members!

Dorin Azerad

Élan Hair Studio, Houston, Texas

Dorin Azerad is a hair-puller and a stylist. Her journey with trichotillomania, a hairpulling disorder, began at age 4 when she first began pulling out her eyelashes, eyebrows, and head hair. After 20 years of living with trichotillomania, she decided she no longer wanted to live her life feeling ashamed of her disorder. Moreover, she no longer wanted others to feel defined by their own experience with hair loss. She joined the beauty industry to support those with hair loss. Azerad is a stylist at Élan Hair Studio, a salon dedicated to providing men, women and children with a safe space to begin taking control of their hair loss journey. She also does trichotillomania advocacy work for The TLC Foundation for Body-Focused Repetitive Behaviors.

Carla Diaz

Nurish.D, Flagstaff, Arizona

Carla Diaz is a cosmetologist with 10 years of experience as an extension specialist. She is newly partnered with the company nurish.d Hair Loss Wellness & Aesthetics, a group that offers innovative follicle testing, nutritional support, stabilization and growth techniques, and alternative hair options.

Alexandria Fox Blonde Fox Hair Studio, New Braunfels, Texas

With more than 15 years of hair care experience working behind the chair, Alexandria Fox opened Blonde Fox Hair Studio in New Braunfels, Texas, two years ago, in 2021. She’s also worked in the industry in Florida, New York and New Jersey.

Jennifer Jacketti Guerra

Salon Mez A Me, Upland, California

Jennifer Jacket Guerra specializes in custom designs and ready-made wigs and hair pieces at her Upland, California salon. In addition to her salon work, Guerra volunteers with chemotherapy patients and children, an endeavor she has undertaken for the past 30 years.

Tiffany Hale

Austin Hair Ink, Austin, Texas

With more than 15 years in the industry, Tiffany Hale has had the opportunity to go through several professional licensing programs for cosmetology, barbering, education, and scalp micro pigmentation in Illinois and Texas. Hale said she loves helping guests feel their best and educating them on the "whys" of their hair and the products we use for it.

Aleta Johnson

Confident Crowns Hair Restoration LLC, Charlotte, North Carolina

Aleta Johnson is a multicultural stylist with more than 10 years of experience in the hair care industry. Johnson specializes in natural, healthy hair and nonsurgical hair loss solutions to provide her clients with the best hair results. She is a licensed cosmetologist, certified hair loss practitioner, certified in nonsurgical hair replacement, and recently added a scalp micro pigmentation provider.

Kim Laslo Hair by Kim Alternative Hair Solutions, Birmingham, Alabama

For more than 40 years, stylist

Kim Laslo has loved what she’s done and has embraced the changes in the industry. As the owner of Hair by Kim AlternativeHair Solutions in Birmingham, Alabama, she has seen how alternative hair has changed her life and the lives of the clients she serves.

Karen-Anne Misiewicz

PHD Hair Solutions, Omaha, Nebraska

Karen-Anne Misiewicz grew up in England and moved to the U.S. for high school and cosmetology training. With more than 30 years in the salon, Misiewicz has

gained experience from behind the chair, technical training, and education. She also opened her salon in 2002. Seeing various clients, friends and family experience hair loss, Misiewicz wanted to learn more about solutions for this kind of condition. In 2021, the salon was rebranded and remodeled to accommodate new services and guests.

Janine Rivera

Extended By Davao, Milton, Georgia

Janine Rivera is a graduate of the RedkenPivot Point Cosmetology school and is certified in Evolve Hair Loss solutions. She has been changing lives with her design skills for more than 20 years.

Andrea Robinson

Secret’z Hair Technologies LLC, in Humble, Texas

Andrea Robinson is a certified nonsurgical hair replacement specialist. She has years of experience specializing in hair replacement for clients with thinning hair and medical conditions that result in hair loss.

Myeesha Sanders

Plentiful Hair Studio, Hazel Crest, Illinois

Myeesha Sanders been a licensed cosmetologist for almost 20 years, though opening a salon was never in her plans. As her hair loss clientele began to grow, she and her husband knew they needed to have a safe

space with privacy for clients. Offering an array of options to accommodate all women and all textures has been the focus.

Dominic Hill-Savage Elite Hair Replacement Center, Montgomery Hair Academy, Fayetteville, North Carolina

Sometime around 2011, Dominic Hill-Savage began to realize the vast number of women struggling with hair loss. It was then she decided to become a nonsurgical hair replacement specialist. She has attended multiple training sessions and researched best practices throughout the United State. With such a strong background, Hill-Savage says she is able to help empower women with the self-confidence of a transformative look.

Melissa Sharkevich Mane & Co. Hair Lounge, Glastonbury, Connecticut

As a professional in the hair industry and owner of Mane & Co. Hair Lounge, Melissa Sharkevich knows firsthand the struggle many women and men experience with hair loss. She decided to expand her knowledge by becoming a certified hair loss practitioner through the U.S. Trichology Institute. Understanding the patterns and reasons for hair loss led her to master Invisible Bead Extensions. Sharkevich recently become certified in mesh hair integration, a nonsurgical hair replacement solution suitable for women and men with longer hair, and children who

have partial hair loss or thinning. Complimentary consultations are offered to help clients see a path to restored confidence.

Tara Wheeler Hair Alchemy, Nokomis, Florida

Tara Wheeler is an experienced and professional hairdresser with 20 years of experience as a licensed cosmetologist. She prides herself on her ability to be a well-rounded stylist. She is passionate about short haircuts, razor cuts, curly hair, the art of hair coloring, wigs and wig styling, and all hair extension techniques. She works to educate others, volunteering her time for a cause, participating in fashion shows, cuta-thons, fundraising, and the like. She enjoys the fulfillment she receives from sharing this knowledge with her fellow professionals, future professionals, and her salon guests.

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The 3-mode Celluma RESTORE is the first light therapy device FDA-cleared to help restore thinning hair as well as treat aging skin and general pain conditions in a single device. Celluma’s patented shape-taking design permits customized placement over the head to effectively deliver light energy and promote hair regrowth. The Celluma RESTORE can also be placed anywhere on the body to improve the appearance of fine lines and wrinkles and to reduce pain.

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Our Community Comes Together

By Kelly Carson

They came from around the globe. They came by the hundreds — more than 450 actually — to gather in Charlotte, North Caro lina, for the American Hair Loss Council’s Hair Now 2022 conference and trade show.

“This is just great. It shows the demand for these types of gatherings,” said Nazy Curtis, the founder of Amani Hair in Newport Beach, California. “After COVID, we need this.”

Amani Hair is a provider of natural hair wigs and volume hair pieces.

For former diplomat and television journalist turned hair restoration sales manager Roberto Gonzales of Hair Visions International, the annual gathering of AHLC members is more like prom season.

“Everything that we’ve done and that we have is here — this is our prom day,” Gonzales said. “This (conference) is the summit of the summit.”

Hair Visions is an international supplier to the hair restoration industry.

Gonzales said hair restoration is finding its place in the industry because “it’s a need, not an accessory.”

He said that while there were times when wigs and hair pieces were optional, “today, it is a way of living.”

“It brings you back to yourself,” he said.

A false fire alarm caused the venue to evacuate the convention floor. That brief interruption during Saturday night’s barbecue did little to dampen the spirit of attendees.

“This is like a family reunion,” said Shonda King, whose Gifted Creations Salon and Gifted Creations Restoration Hair Loss Clinic are based in Georgia.

New member Cindy French of Cindy French Hair Solutions in North Miami Beach, Florida, said attending the confer ence helps build her confidence as a certified trichologist, certified hair colorist and hair replacement specialist.

“I am so glad I joined AHLC and decided to come to the conference,” she said. “This is great.”

On the second and third full day of the conference, classes were the order of the day.

Jodie Vanderhoof, U.S. director of Cesare Ragazzi Laboratories, says coming to the annual conference is a must for her business.

“We’re always here,” Vanderhoof said of the conference. “We have a distinct clientele so we come for the education components.”

Cesare Ragazzi Laboratories, also known as CRLab, hosted classes on maintaining a healthy and balanced scalp and how trichol ogy treatments can lead the way. Mirko Buetto, CRLab’s research and development manager for polymeric membrane and cosmetic products development, conducted the classes. CRLab was part of the Super Saturday marathon demonstrations.

Founded in 1968, CRLabs weathered the COVID-19 pandemic relatively unscathed because all its products are made in the company’s factory in Bologna, Italy. Its supply chain also carried on unbroken, Vanderhoof said.

New to the conference as a vendor was Celluma Light Therapy by BioPhotas Inc., a company that has been in the pain management and aesthetics industries for years. Travis Fry, Celluma’s global trade show manager demonstrated the com pany’s three-mode Celluma Restore device, a red light LLLT therapy device cleared by the U.S. Food and Drug Administration.

The company’s patented device is designed to deliver light energy and prompt hair regrowth through customized placement.

Carly Klein, founder of the National Hair Loss Medical Association, said her group teaches hair loss professionals to treat the cause of hair loss, not just conceal hair loss.

“We have multiple courses, from beginners to masters and oncologists” to help treat clients suffering from a multitude of hair loss conditions. Medical professionals train hair professionals in how to test follicles and develop appropriate treatment plans.

Lisa Hunter of Evolutions Too in Indiana, Pennsylvania, focused her attention on a presentation discussing trichotillomania, a compulsive desire to pull out one's hair.

“The presenters were really knowledgeable from a client’s perspective,” Hunter said. “It’s good to hear how we, as stylists, should treat clients and not be condescending.”

Throughout the conference, one word kept coming to the top of conversations — community.

“I’ve been in sales for 20-plus years and I have never been able to see something that has such a purpose,” said Kim Flores, vice president of sales with the Carlsbad, California-based Jon Renau. “We are able to provide something that puts a smile on someone’s face.”

As a vendor to hair replacement salons and boutiques, Flores said the family-owned Jon Renau is excited to work alongside other suppliers because “competition is fun, but we … are all people helping other people.”

“We are all in unity and I believe there is plenty of room at the top for all of us,” Flores said. “We are all here for one purpose, and that is to help people.”

Men’s System Application And Undetectable Cut-In Techniques

By American Hairlines

The American Hairlines classes at this year's HairNow 2022 conference included live model demonstrations with techniques for how to perform a seamless, natural-looking men’s system application and cut-in.

Brandie Reyes has shared her exper tise in finding the perfect solution for any client. An important aspect of this demonstration was how to achieve looks that are fashion-forward and relevant.

The future of nonsurgical hair replacement is appealing to all ages, most importantly new younger clients who are doing their research and are seeking stylists who are at the top of their game. Overcoming the taboos of past generations and mis conceptions are integral parts of being a successful hair replacement specialist.

On the first day of classes, we featured a unique demon stration, witnessing a first-time wearer as Reyes trimmed his thinning area and prepared him for his first system. You were able to see first-hand his dramatic before and after.

The second and final day of classes featured a second model and discussed options for selecting the perfect system and application techniques for different ages and lifestyles.

Reyes has worked as a hair replacement specialist and stylist

since 1996 in Phoenix, Arizona. She has traveled North America with American Hairlines since 2005 sharing her pas sion and knowledge of nonsurgical hair replacement and American Hairlines products with industry professionals.

As the featured presenter and educa tor at countless hair loss symposiums, trade shows and training workshops, Reyes inspires those she meets, provid ing them with technical and product knowledge and the tools to help develop

their businesses. Her work has been featured on television, in catalogs and HairUWear marketing materials.

American Hairlines and HairUWear offer a variety of training options includ ing hands-on workshops, in-studio training opportunities as well as virtual options for nonsurgical hair replacement.

For more information, email education@ hairuwear.com , visit www.hairuwear.com, or contact your account executive.

CONFERENCE REVIEW

New Image Continues Down Innovation Avenue

By Arisleidi Hernandez, Marketing Director, New Image Labs

For the past 25 years, leading the way has not been enough for New Image Labs.

New Image strives to be the industry’s technical headquarters and continues to provide clients with new and innovative hair replacement solutions.

From the company's Pro|Gen prod ucts, ranging from the top-of-the-line brands that include Nutrifuse, the most successful wet line products developed specifically for the hair replacement industry that helps restore dry, dam aged hair; Active Care, an effective scalp care program, Fiberbond, highquality hair fibers, Probe, an innovative hair, scalp, and skin analyzers that are the latest technology to hit the market, Luxia Artiss, 100% European hair extensions, and Or & Argan, the

all hair replacement needs. The company will host a CrossFit Educational Training seminar at its West Palm Beach, Florida, headquarters, or on the road. New Image will come to your establishment to help you learn how the company's innovative brands and products can help support and expand your business at all phases of the hair life cycle.

CrossFit Educational Training prepares you to be the best in the hair replacement industry, giving you an array of options of classes and skills to learn from. Whether you're new to the industry or a vet eran, New Image Labs's intensive, hands-on training

with a variety of base materials, bond ing methods, and hair types. Its hair accessories, which include adhesives, bonding tapes, scalp preparation, and more, are among the most innovative in the industry, accommodating each client and their specific needs. The company's state-of-the-art and wide range of hair replacement options is available in 96 colors for men and 29 colors for women.

company's latest hair care collection that helps repair, enhance, and pre serve hair without weighing it down.

New Image's vision for the latest technology has brought forth contin ued growth resulting in new divisions within the company and opportunities to help educate those who want to succeed in the industry.

New Image Labs is prepared to assist and support customers with

and certification sessions to help you gain in-depth knowledge of the latest technology and products and how they will benefit your business. Its team of educators provides expertise in application, theory, and technique to help you meet your client's needs and demands.

Lastly, New Image Labs offer an extensive selection of cutting-edge products ranging from men's and women's hair replacement systems, all

NHLMA: After a Decade of Treating Hair Loss, New Methods Emerge CONFERENCE

By Carley Klein, Owner, NHL Med Aesthetics

Watch any forensic mystery and you know that an entire case can be solved with a single strand of hair. Why? A hair follicle contains cellular material rich in DNA and can tell the unique story of your body from the last 90 days.

Through hair follicle analysis, you can see your client's specific vitamin deficiencies, environmental interferences, up to 400 food intolerances, gut and cardiovascular health, and beyond what a blood lab can determine.

Educators from NHL Med Aesthetics, which has been in the hair loss industry for more than a decade, recently detailed the cutting-edge hair follicle analysis that has opened a much-needed service opportunity within the professional hair care and restoration industry.

When it comes to hair loss, it's not just about identifying the challenges, it is also about providing the solutions to address those issues, which is why NHLMA prioritizes education for industry professionals so that they too can offer solutions to their clients.

NHLMA Medical Academy is a global training center for hair loss and wellness. Trainings equip image professionals with the knowledge and strategy to treat clients from the inside out using follicular assessment.

To receive a customized report, email code AHLC to education@nhlma. com and receive exclusive member pricing. In addition, if you have ques tions regarding your clients' growth, email inquiries or photos for more information education@nhlma.com.

Jon Renau Introduces New System at Conference

By Emily Buckwalter, Education Manager

This year at the American Hair Loss Council’s Hair Now conference in Charlotte, North Carolina, Jon Renau intro duced its newest offering in hair replacement, Cheveux Direct.

Utilizing the innovative technology of direct injection and the highest quality European hair, we unveiled a

solution to grow your business profitably, all while transforming the lives of your clients.

We discussed the challenges businesses faced in these past two years and how Jon Renau chose to confront a changing world by providing essential client and product messaging that puts an emphasis on the joys of our industry and places darker times resoundingly in the past. The biggest emotional question on consumers’ minds today is, “How will you help improve my life?” The Jon Renau Cheveux Direct system provides you with a high-quality, competitive solution.

Jon Renau client Deborah Long of Elite Hair Loss Solutions in Gold River, California, shared her experience with Cheveux Direct and how it allows her to create an elevated experience for her clients and boosted her business. Long stressed the impor tance of presenting this information and technology to your clients properly, and training your team thoroughly on this new process, as keys to success with Cheveux Direct.

Additionally, Jon Renau provided information on building client awareness and engagement using digital marketing, providing individualized client con sultations, asking for client referrals, and methods to successfully incorporate program pricing for Cheveux Direct systems. As an added benefit, the company announced its newest education opportunity via its education-on-demand portal – Cheveux Direct on Demand – to further enhance your knowledge and experience through our exclusive hair replacement certification.

As always, it was a pleasure to attend and share our latest innovations, connect with clients and meet new professionals, showcase our products, and dem onstrate educational opportunities with the attendees at the American Hair Loss Council conference. We can’t wait to see everyone again in 2023.

Overcoming the Challenge of Learning a New Skill

By Maxime Dalens, COO, HairSkeen, Bedford, Massachusetts

In the past four years, we’ve trained more than 500 hairstylists and barbers in the U.S. in the basics of men’s hair replacement.

Being able to share our knowledge with talented professionals to develop a stronger market and a better recognition of what men’s hair replacement truly is has been a fantastic journey for us. It comes with its share of challenges, and we have adapted and modified our curriculum to overcome some difficulties that our student encountered.

Working Through the Fear of Failure

Most our students are well-established professional and successful business owners. It is not an easy task to start as a beginner again. You need to let go of your ego and accept that you won’t be a master at your craft like you are in your own environment.

We help them overcome the fear of failure. We developed a two-step appli cation that makes the installation of a men’s hair replacement a 100% success every time with each client.

After that, it’s just a question of prac tice — doing it over and over, learning

the tips and tricks that will make the process a breeze with time and experi ence. We advise our students to offer one or two clients a discounted price so they can practice before offering this new service at a full price to other clients.

good money with their actual skills such as color, balayage, hair extensions, etc.

Adding a new skill set is interesting, but you need to be willing to spend the time necessary to master it.

Learning a new skill requires will, commitment, and dedication. Most busi ness owners are already too busy to spend the time necessary to add that new skill. They need to have an emotional connection to it. Clearly, hair replacement for men or women isn’t for everybody but the ones who will succeed will feel a degree of satisfaction and accomplishment.

Promoting The New Service

Obviously using your own social media platform is a great option. There are always people interested in getting their hair back. If you are in a salon that is mostly women-oriented, finding men’s hair replacement clients may be a struggle.

The Challenge of Learning Something New

Learning something new may seem attractive, especially when you consider that future skill is a great new revenue stream for your business, but it’s not that simple.

Again, most our students are experi enced business owners, and they make

The solution: We allow our students to use our social media campaigns and use our marketing.

We’ve helped countless salon and barber shop owners get their first clients and that is the first step to success in the men’s hair replacement business. Just Do It! Once you’ve started you won’t stop.

CONFERENCE

IHI: Hands-On Demonstrations and Consultations Move Industry Forward

Micro Point Links are essential “exten sions for the top of the head," delivering scalp coverage, volume, and additional hair to conceal thinning and sparse hair. Micro Point Links are knotted to the cli ent’s growing hair and grow out with the client’s own hair strand. No adhesives or solvents are needed. The focus of the Micro Point Links is on the hairline, top of the head, and crown areas. Although Micro Point Links do not stop the hair loss process, they will make a visible transformation in the areas they are placed in as little as one appointment.

By Jessica Catalde, Stylist Educator, International Hairgoods

Hair loss is typically experienced differently by every client. Some lose actual hair strands. Others lose the thickness and integrity of their hair strands. Some experience fine, weak, and brittle hair, and many see a combi nation of things.

It is important for hair pros to under stand hair growth cycles — not only for hair growth knowledge but also for hair loss knowledge. Offering hair loss solutions will create lifelong clients. Hair loss may be progressive over time or can happen much more rapidly. It is a comforting feeling for clients to know that their hair pro can address all of their hair needs.

For the American Hair Loss Council Hair Now 2022 Conference, International Hairgoods offered in-person Micro Point Solutions training, which covers technical, hands-on, business discussion, and client consultation discussion. the training also covered a range of hair loss solutions for clients who may not be ready for hair replacement services.

Micro Point Accents focus on the perimeter areas of the head — adding 100 hairs to a small grouping of growing hair. Again, no adhesives or solvents are needed. Accents are used to fill in

the density gaps in areas where the hair is sparse or broken. The Accent is attached to a small group of growing hairs and is locked in place. Accents are lightweight and help to protect the integrity of the client’s growing hair. Accents will not cause tension, pulling, or damage to the client’s hair.

Strand Builder Hair Building Fibers are the perfect addition to finish any style for all hair and scalp types. Strand Builder can create scalp coverage, instant volume, and a thicker appearance at the root of the hair. With a simple before and after picture, Strand Builder will sell itself. An awesome retail opportunity, and a great way to give client’s the ability to turn an “OK” hair day into a phenomenal hair day.

CONFERENCE

Hair Visions: The Three-Point Method

By Baha Alwardi, Image First Salon and Day Spa, Boynton Beach, Florida

I have been a part of Hair Visions International’s Hair Academy team for more than 15 years, a team that is instrumental in developing programs to cover a wide range of skill levels — from beginner to expert.

For more than 10 years, Hair Visions' Business Development Manager Karla Hurtado and I have traveled the county bringing in-studio education to salons and the students who wanted to expand their service offerings.

Although the world was brought to a halt due to COVID-19, the Hair Academy forged ahead by shifting its focus to safe and effective online classes. While other distributors were brought to a standstill for two years during the pandemic, the Hair Academy continued to reach out to the industry with one of our online classes, “The Art of Hair Replacement” to more than 30 salons around the country. For the Hair Academy, we understand education never stops.

During HairNow22 we featured a finewelded mono men’s base called Axiom. The Axiom’s construction is impeccable, easy to work with, and is one of the softest materials I have ever worked with on a men’s graft.

I use a technique I coined, the “ThreeDot Method” for placing hair. This technique has been beneficial to my staff and students. I developed this technique while taking courses in piloting aircraft. The Three Dot Method was inspired by

how a pilot successfully lands a plane. It helps ensure the base remains station ary keeping it from shifting to the sides.

The first step in the process is to make the hair as natural looking as possible. The design depends on the client's facial structure. As professional hair replace ment stylists, we visualize what style or colors are best suited for our client and then discuss it in detail during the initial consultation. The design and placement of the hair are as important as choosing the right attachment, base and adhesive.

Although Hair Visions offers many types and strengths of adhesives for grafting, each has unique qualities that could react differently to the client’s body chemistry. It is always good practice to do a skin patch test on your client to know whether they will have a reaction to a particular adhesive or its ingredients.

I customize the Axiom by coloring the unit using various techniques including bleaching the front knots for a more transparent hairline. I then used the “horseshoe technique” which is adding lowlights near the base of the unit in order to blend more seamlessly with his natural hair. Finally, I applied a few high lights to give a more youthful, fun look.

After I prepared the Axiom, I exfoliate the client's scalp prior to the applica tion process. The exfoliating process is important. I use Euro Mudd and then rinse the scalp with cool water. Hair Visions has multiple products for exfoliation, so it is always important to run a skin test to determine if your client will have any adverse reactions to any products. I mark the scalp and apply Perma Rite Extreme XL #18.

I often explain to my client that adding a medical-grade adhesive is almost like adding another layer of skin to merge the lace into it for an even more natural look and feel.

Once the Axion is attached, I proceed with cutting and blending. I stress to my students and team how important it is to use not only the right tools but good tools. I used a 44/20 supplied by Hair Vision International. I also used cutting shears and a feathering razor to give more texture to the top.

As with anyone experiencing hair loss, it’s a dream to have natural-looking hair they can wear daily while keeping it undetectable. I am so honored to be able to make that dream come true for so many people.

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HairArt: Hair Weaves Have Come a Long Way, Baby

By JC Carroll, Executive Assistant, Hair Art

Hair weave techniques have come a long way since the ancient Egyptians developed the procedure.

Weaves and extensions were considered fashionable and could be styled to fit the individual. Popular colors for extensions were vibrant in tone like blue, red, and even gold. The weave extensions would be made from affordable materials such as animal hair or plant fibers.

In 1952, the modern-day sewn-in hair weave was designed and patented by Christine Jenkins. Before Jenkins invented the sew-in weave, people

were putting weaves on with hair pins placed on the scalp. Jenkins's sew-in technique allowed for a sturdier longerlasting hairstyle.

Since 1952, the sew-in weave has come a long way. It has become thin ner, undetectable, more comfortable, longer lasting, and less labor intensive.

A thin weave is an option for men and women who don’t want to use glue. Shaving also is not necessary. It works best with hair extensions, integration, and men’s systems. It lasts six to 12 weeks depending on care.

A thin weave is also an excellent choice for clients with extremely thin hair. It is durable and withstands hot

and humid climates. It can even be worn during popular gym activities such as hot yoga and swimming. The longlasting application won’t damage your client's existing hair because it doesn’t require hair extensions, glue, or metal beads. It stays secure until your client is ready to remove it for a new weave.

Adding the thin weave to your repertoire is an excellent way to diversify your skill set. It’s easy to learn but requires practice to perfect the technique. You’ll find clients who are familiar with the thin weave to be loyal. They are acutely aware the demand is high for this application while the supply is low.

The first step of the thin weave technique where a client's hair is mixed with nylon thread. This adds stretch to the track.

After the thin weave application is finished, the topper needs to be sewn to the track. This method can also be applied to exten sions. It is clean, comfortable, secure, and no glue is required.

Alternatives to Long Hair Bonding

By Shanna Moll, StudioYOU Education and Refined Hair, Austin Texas

Long hair bonding is my passion because it gives people with hair loss the ability to live their lives without compromise. It is why I started an education program to help stylists and wig shops build their businesses by offering this service.

But what do we do if our client struggling with hair loss isn’t ready to have something adhered to their head or if they cannot afford to commit to bonding? I still want to help them!

Hair loss is highly emotional and it’s often a giant leap of faith for someone to come in for a consulta tion to discuss options. I want every client to have the best human hair possible, but sometimes they aren’t ready or they cannot afford to take that step. For this reason, I can discuss and show clients various options that would work.

In our studio, we recommend trichology if the hair loss is in the beginning stages, or if the client has telogen effluvium, androgenetic alopecia, or an oily or dry scalp. I let them know that if they begin with alternative hair, they may always want to wear hair because of the look. Trichology is a good option to avoid alternative hair for a little longer.

We also have a variety of daily wear toppers and wigs that can be removed at night. We carry a range of sizes, including small top of the head clip ins to 3/4 caps to full wigs and we make sure to have petite, average, and large sizes on hand.

We also carry a variety of hair fibers from classic synthetic to virgin human hair and a range of hair lengths.

We feel it’s helpful to have samples to show clients what is available and then we can order a ready-made or custom system. We explain all the differences and clients are appre ciative. This also helps us retain clients for years. Some will start with a clip in and as their hair loss progresses, they move to long hair bonding with a custom-made virgin human hair system.

This works well for our studio. We are able to develop rela tionships with people experiencing hair thinning or loss, and they also refer their friends. Our clients are grateful to have an option that makes them feel confident. We continue to support them as their journey with hair loss progresses.

GENTLE HOLDS WITH GREAT RESULTS

Our Line of Daily Wear Tapes

How to Maximize Profits

Even in Difficult Times

By Nazy Curtis, Amani Hair, Newport Beach, California

EDITOR'S NOTE: As a vendor and salon owner, Nazy Curtis offers advice on maximizing profits in the industry. These are among the most common questions she fields when talking with studio owners.

Finding options is one of the most important topics in our industry right now. Learn how to acquire new facts about the importance of working with the right supplier, building your own inventory strate gically, and investing long-term in your business to be truly successful.

How can hair quality improve your business?

One of the most important factors is to know where the wigs and top pieces you buy come from. The hair should come from an impeccable origin, it needs to go through an extreme quality selection and be traceable. You should know the origin and purchase accordingly. If you choose your supplier carefully, and consistently deliver quality to your client, they will come back again and again.

Is buying hair online a good idea?

Maybe not. In some cases, by buying your wigs from the factory direct and eliminating the middleman, buying in volume online, could save you money. With this strategy, you attempt to save

money on hair systems, but sometimes there can be issues with these types of orders because of back orders or misunderstandings related to website information and photos. While in many cases ordering online is easy and convenient, many times the risk does not equal the savings.

then it's still difficult to make the client understand why they have to pay almost double for the same program.

How inventory control can improve your business?

Why do you need to anticipate typical client needs? What is your clientele? Do you serve mostly male or female clients, more short or long hair, what colors are getting sold in your area? Build your own inventory strategically. Have your “bread and butter” pieces always on hand because that will guar antee quality and you control the variables so you are less dependent on the volatility of the market.

Owning your inventory without having to pay for it until needed allows you to guarantee the hair you want when you want them. But, it is important to work with a supplier who doesn’t want to compete with you and can guarantee quality hair.

CONFERENCE

Why 'program hair' is no longer cost-effective or viable?

With the unit prices rising and unpre dictable delivery time, program hair is no longer profitable for many studios unless you build your own inventory. Even

Would you be willing to pay about the same amount per piece up front, with the remain der paid after the sale to guar antee the quality, color and cut flexibility, inventory and delivery control, much higher profit, high customer satis faction, repeat customers, and referrals? Absolutely. You need to be a smart, strategic, long-term investor in your own business to truly take advantage of today's market situation.

CONFERENCE REVIEW

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THESE CLASSES QUALIFY FOR AHLC MASTER'S CERTIFICATION POINTS

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

CRLAB TRAINING - October 8-12

Featuring Martina Candido for new CRLAB partners

CNC TRAINING - Dates to be announced

Laguna Hills California Training Center ■ Wall Township, New Jersey

Learn all the steps for designing a beautiful CNC hair prosthetic with US master trainer Danielle Marzella, and CRLAB Laguna Hills training center manager Diana Ford. The two-day training will include live models for hands-on training with designing a CNC, application, removal, customization, and cut-in.

BEING SOCIAL ON SOCIAL MEDIA Every MONDAY 9.00-9.30 am CST

PARTNERS BOOK YOUR PRIVATE CALL WITH DORIN Our North America Social Media Coordinator –Dorin Azerad – will be available for one-on-one meetings every Monday to answer all your salon and CRLAB social media questions.

Online Certification Program

Available to learn anytime, anywhere

Learn a new skill that will allow you to:

■ Help over 80 million who have hair loss or thinning hair (the fastest-growing market share in the salon industry)

■ Set yourself apart from other salons and stylists by developing your unique skills as a certified hair loss specialist

■ Make more money, $$$ higher dollars, per hour

■ Build a loyal repeat client as hair loss clients return every 4-5 weeks

■ Join the elite network of Evolve Certified Stylists

Introductory Price: $1200 (Use promo code ONLINE and get $300 off the regular price of $1500) Payable in two easy payments; $600 down, $600 at receipt of your toolkit Contact: evolvehairsolutions.com or 888-545-1416

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, call (866) 618-1200 or email education@hairuwear.com

HAIRUWEAR ON THE ROAD TWO-DAY HANDS-ON WORKSHOP

Oct. 2-3 Chicago, IL ■ Oct. 16-17 Atlanta, GA ■ Nov. 6-7 Dallas, TX ■ Dec. 4-5 Orange County, CA

Elevate your skill with hands-on training in our new extended program that covers everything you need to know about wigs, clip-in extensions and hairpieces over two incredible days.

Day 1: Mastering The Basics (* Denotes Hands-On Activities) (Curriculum subject to change)

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 (* Denotes Hands-On Activities) (Curriculum subject to change) 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 Customiza tion* | Customizing Hair Density* | Tools to Develop Salon Service Menu

REGISTRATION

Day 1 (Sunday) – $200 per person, Day 2 (Monday) – $295 per person

Days 1 and 2 – $450 per person (Save $45) **To participate in the extended education program on Day 2, applicants must attend Day 1.

Registration fee includes: Workshop Admission, Beverages and Lunch Provided, Hairuwear On The Road Kit

Contact your HairUWear Account Executive or email education@hairuwear to register.

HAIR ACADEMY VIRTUAL EDUCATION

Hair Visions is always thinking of ways to help improve your business. With the growing demand for education, the Hair Academy, once again, is leading the way by offering Look-and-Learn online classes. Gain a fundamental understanding of the art of hair replacement from specialist, Baha Alwardi, one of the world’s most technically experienced educators. Take advantage of this amazing opportunity to learn from the comfort of your home, office, or salon.

New classes are being scheduled now:

October 24, 2022 INTRODUCTION TO THE ART OF HAIR REPLACEMENT

November 14, 2022 LONG HAIR BONDING -INTRODUCTION TO HAIR REPLACEMENT FOR WOMEN

December 12, 2022 PERIMETER BONDING AND GRAFTING

December 19, 2022 LINK METHOD: THE ART OF HAIR REPLACEMENT WITHOUT CHEMICALS Classes are limited to the first 20 people to register, so be sure to register early. Contact Karla Hurtado at 800-327-5555, ext. 3325 today.

Learn from the Best! Hair Replacement Training Class with Doris Yu

HairArt Salon: Los Angeles, CA

Date: Call for availability

Learn from Doris Yu, founder and head stylist of HairArt, who has been in the hair replacement industry for nearly 40 years! She is offering a variety of class options that will help you expand your professional lexicon.

Ventilation is one of the most important skills to have in the industry. Doris will teach you this increasingly important skill as well as repairing bases and re-sizing wigs. Cost: $1,000 days.

Duration: 2 days.

Learn how to design the perfect hair system and wigs in Doris’ 1-day intensive class. She will also show you how to create hairlines, custom molds, high/low lights, natural waves, density, and sizes. Cost: $550. Duration: 1 day.

If you’d like to hone your attachment skills we have the class for you! Doris will work with you one-on-one on attachment bonding, micro locks, weaves, and semi/permanent processes. Cost: $550. Duration: 1 day.

We also offer a comprehensive salon training class that covers all of the above-mentioned business intricacies/skills/techniques in a 5-day intensive class for $2,500. All classes are held in our stateof-the-art salon in Los Angeles. All training materials and hair are included in the cost of the course. Mannequin, tools, and practice pieces are yours to keep. Please join us for these hands-on courses!

ON DEMAND Virtual Training

Available NOW!

• Virtual Cyberhair Certification now available!

Comprehensive E-Learning Webinars, Hands On Video Zoom, and Kit. All hair replacement and wig studios eligible to become Cyberhair Studios!

• Micro Point Solutions Certification in E-Learning Classes with additional Hands On Video Zoom Demonstration & Coaching

Virtual Intro to Hair Replacement Certification – online classes and video library with Interactive Hands On Video Zoom and Kit.

Cyberhair Custom Designs (virtual)

The Cyberhair Custom Designs Certification addresses the technical and business aspects of working with Cyberhair®. Cyberhair Custom Designs allows you to create a personalized solution for your client, no matter their needs. This comprehensive session encompasses the many possibilities of non-surgical hair replacement for women & men, and how they will exceed the expectations of your hair loss clients! Typical Cyberhair Custom Lead time is 4-6 months.

Micro Point Solutions Certification (one day)

Oct. 10 Cleveland, OH ■ Oct. 23 Marlton, NJ ■ Nov. 6 Nashville, TN ■ Nov. 13 Houston, TX

Going where no extension has gone before, this solution is for clients in the early stages of hair loss. A safe, healthy way to add volume and density to your client’s fine, thin hair. Recreate the look and feel of your client’s natural hair and visibly boost thin hair in just one appointment.

Intro to Hair Replacement Certification (one day)

Oct. 24 Marlton, NJ ■ Nov. 7 Nashville, TN ■ Nov. 14 Houston, TX

Hair Replacement Certification class helps you master the many fundamental technical aspects of non-surgical hair replacement for women and men. Intensive and comprehensive hands-on technical training. Includes thorough client consultation and coaching, and in-depth business discussion.

Call or Text 800.328.0311 or email promos@inthair.com for more information and please visit internationalhairgoods.com

Men’s Hair Replacement Certification –In Person

New to hair replacement of looking to expand your current knowledge? From perimeter to full scalp bonds, temporary tapes to long term hold, Men’s Hair Replacement Certification by Jon Renau provides multiple techniques and options based on your skill level and your client’s needs. Join us for this hands-on educational experience.

•October 16 - 17 - , Jon Renau Headquarters, Carlsbad CA

• Includes: Certification, kit items, 30-day access to education on demand, certification for men’s hair replacement, a light breakfast, and lunch daily

Jon Renau Topper Certification – On Demand

This certification is designed to provide you with the tools and knowledge you need to service the fastest growing segment in alternative hair: the topper client. Because not every client is ready for a wig!

• Address all aspects of in-person and virtual topper consultation

• Customize toppers and apply blending techniques

• Provide maintenance and care

• Set the right expectations to ensure success

Jon Renau Masterclass Certification – On Demand

Ready when you are regardless of distance or time zones. No travel expenses, no lost time, no waiting for what you need.

Business Success Mastery + Product Knowledge for Success

This certification will lead you through the hair loss client's journey, providing you and your team with actionable steps to emphasize capturing new clients while gaining market share to engage today's clients and provide the best client experience.

• Increase revenue, reduce returns, maximize your time

• Increase brand awareness & impact purchase decisions

• Implement client retention strategies

Cheveux Direct Certification - On Demand

Jon Renau Cheveux Direct systems offer our hair replacement customers the ability to design hand-crafted custom systems for their clients with high quality European hair, the most natural innovation added to Jon Renau. In this certification you will learn how to ensure a positive experience for your clients through:

• Consultation with a new client and transitioning current clients into a new system

• Placing a custom order

• Preparation and Grafting application for a non-shaved method

• Care instructions for a Cheveux Direct system

Contact your Jon Renau Account Manager for more information and pricing

www.jonrenau.com 800-462-9447

Crossfit Educational Training

Oct. 16- 17, New Image Corporate Headquarters, West Palm Beach, FL

CrossFit Educational Training prepares you to be the best in the hair replacement industry, whether you are new to the industry or a veteran. We deliver intensive, hands-on training and certification sessions that will help you gain in-depth knowledge of our latest technology and products and how they will benefit your business, as well as a chance to win complimentary products and prizes. Our outstanding 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 include Ricky Knowles, Kristin Knowles, Keith Zimmerman, Randy Clark, Mohammad Rahebi and Karyna Fields..

• Tools for success using Pro|Gen Probe scalp analyzers - a must if you want to expand your business

• 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 and deliver pre-custom skin units from start to finish

• Become a certified Luxia Artiss hair extension expert

• Procedures for custom hair orders, from mold making, proper hair samples, distribution, etc. Stay up to date with any future Crossfit Educational Training opportunities by visiting our website: newimagelabs.com/pages/training or Contact: Debbie Metz 800-359-4247, Ext. 343 dmetz@ newimagelabs.com

Our Hair Loss Academy equips you with knowledge and strategy to help you fill in the blanks for hair, skin and wellness.

■ Individual, hands on, one on one course training customized to your unique practice

■ How to incorporate a hair recovery program in your own practice

■ Identify different forms of alopecia

■ Create prevention programs customized to your facility

■ Carry your own at home boosters

■ The difference between PRP, Exosomes, and other hair loss booster treatments

■ Treat Chemo/Radiation related hair loss

■ Cutting edge medical services and customized protocols for treatments

■ Booster injections that aid extension damage or traction alopecia

■ Tracking your clients success with digitized 3D global photos

■ NEW Follicular Assessment to expose environmental exposures, nutritional deficiencies, food intolerances, and more!

Formats: Receive hands-on training with medical professionals, real patients, and live procedures. Webinars, half-day trainings, two-day trainings, and virtual trainings available to fit your specific needs

For more information, visit www.nhlma.com/academy-courses, email education@nhlma. com, or call us directly 602-283-2355.

Foundation I and II Three-Day Workshop

February 5-7, 2023, Baltimore, Maryland

Sherri Renée & Co.’s Foundation I and II Workshop indoctrinates you into the world of alternative hair. This three-day workshop is designed as a proven fast-track method to learn, assimilate, and apply the fundamental principles of alternative hair from consultation, design, ordering, and “finish” to your creations.

For more information visit sherrirenee.com/workshops or call 410-982-9627