The Link, Issue 31 by The AHLC

The Voice of the AHLC

We asked for your input and, wow! THANK YOU!

Your response was overwhelming, and in a good way! :)

HERE’S WHAT YOU TOLD US: 75% of survey respondents have been in Hair Restoration for over 10 years! Most everyone said The Link keeps you informed of what’s new and trending in our industry. 67% of you prefer the Printed Edition to the Online Edition, however... 80% of you refer to the Online Edition regularly for reference. Everyone likes the Online Edition because: • It’s instantly and always available on any device • It’s searchable, easy to find what you’re looking for • Articles are easily printed-out, shared to social media & emailed

HERE’S WHAT YOU WANT TO READ ABOUT:

We asked you to pick your top-3 from a list. 53% said, Business Building Ideas See page 7: Offering PRP in your Hair Loss Clinic 52% said, How-Tos: Tips & Tricks See page 28: Invisible Blending Method for Toppers 35% wanted Educational Opportunities See page 30: AHLC Academy Educational Opportunities 34% likes Interviews with Industry Leaders See page 18: Interview: Vern Cole’s Insight on Private Labeling 29% wants Advertising & Marketing Advice See page 14: How Blogging can Boost your Marketing

You also gave us some amazing industry insight! We asked some very probing questions about our industry. Your answers were thought provoking, insightful and will help us continue to address your specific needs as Hair Restoration Specialists. Again, Thank you!

The Link Magazine is YOUR Trade Publication BY HAIR RESTORATION SPECIALISTS - FOR HAIR RESTORATION SPECIALISTS

Our industrywide survey is still open. Take 2 minutes and tell us what you think: www.bit.ly/ahlclink 2 Issue 31, Autumn 2019

The Voice of the AHLC

A N O T I C E T O R E A DE R S

Your next issue of The Link Magazine will look very different. One thing we learned in our reader survey was that you have come to depend on The Link to deliver content that is informative and relevant to your business and continued success. That is exactly what we set out to do since we first published The Link in 2011. But we wanted to do better. The purpose of the Reader Survey was meant to guide us in making a few design updates, to ask what was important, what you enjoy reading about and to check the pulse of the industry while we were at it. What we heard from you, and in your own words, was something more. We want you to know that we’ve heard you. The challenges you mentioned, the issues you addressed, the joy you shared with us about your work and the resolve with which you shared it are a continual inspiration to us. The pulse of our industry is strong, because we’re in it for the long-haul, and we’re taking the journey together.

Thanks for being awesome!

IN THIS ISSUE

4 Welcome New Members

5 Member Benefits at AHLC.org

7 Offering PRP in Your Hair Loss Clinic

11 Partnering Well

14 Why Blog? 17 Creating a Great Work Atmosphere 18 Is Private Labeling Right for You? 23 Sales & Use Tax in the Hair Replacement Industry 26 Your Member Profile Increases SEO 28 Invisible Blending Method for Toppers 30 AHLC Academy

Subscription Information:

Subscriptions to The Link, The Voice of the American Hair Loss Council are mailed FREE to members of the AHLC within the continental United States. International members are provided digital copies free. Please contact us for additional shipping rates if you are an AHLC member outside the US and wish to receive a printed edition. To become an AHLC member or renew your membership please call 615.721.8085 or log on to www.AHLC.org. Issue 31, Autumn 2019

The Voice of the AHLC

Welcome New Members! Kelley Arjes Salon K, Chandler AZ Kelley comes to the beauty industry in a different and unique way. She graduated from ASU in 1991 with a degree in Music Therapy. While she enjoyed working with people using music to bring about change, her heart was always making others look and feel beautiful. Her career in the beauty industry started in 2000 working part-time as a nail technician, while working in corporate America then advanced her education in 2006 to full-time cosmetology. In 2013, she began her journey of learning and providing hair restoration services. Everyday she is blessed to educate clients on options to mitigate hair loss and provide temporary and permanent solutions. She loves her job but more importantly loves helping women look and feel beautiful. Jenica Lee Anagen Hair Loss Healing Center, Minnetonka MN Being a licensed Cosmetologist for 13 years, I have always had a passion for incorporating the newest trends into every clients daily routines. I have been very focused on clients dealing with hair loss since day one. Going back to school to become a licensed Trichologist (study of human hair loss) was the best decision I have made for my career, enabling me to be that next stop from the salon chair to more of a specific clinical setting to help these people figure out why, and what to do about their hair loss. I offer many types of extensions for fullness and length, as well as top head integration extensions and also wigs. My favorite thing about doing hair is the clients, and being able to use all the education I have to help them find the best fit for their hair loss. Lenny Ventimiglia Apollo Image Enhancement Center, Bellaire TX For 25 years now it has been my privilege to help men that are suffering from hair loss at Apollo. My father has been in the hair restoration business for 50 years and raised me in the industry. I understand the importance of what having a full head of hair can do for a man’s confidence in the way he looks. Apollo achieves this by providing the best non-surgical hair restoration procedures available. Sponsored Member Chrissy L. Stojan Hair by Chrissy, Ellisville, MO

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

The Link Staff:

Editor: Janine Thornhill Design and Layout: Thornhill Creative Creative Director: Terrell Thornhill Editorial Content: Paul Albee Editorial Content: Kelly Nemitz

Thanks to Our Contributors: Paul Albee, Partner, ATS Design Group, Syracuse, NY Courtney Catalano, The Hair Specialists, Hudson, OH Vernon Cole, Founder and President, Hair Restoration Institute

(HRI) and Vernon Cole Consulting in Minneapolis, Minnesota

Nazy Curtis, Owner, Newport Hair Loss Center, Newport Beach, CA Kelly Nemitz, Owner, The Hair Specialists, Hudson, OH Roger Parker, Owner, Creative Hair Replacement and North Mississippi Hair Loss Solutions, Tupelo, MS John Ranney, Owner, Freedom Clinic, Toronto, Ontario Maryann Winters, CPA, Cuomo, Winters & Schmidt, CPAs, PLL, East Syracuse, New York

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

The opinions expressed in The Link, The Voice of the American Hair Loss Council are those of the authors and do not necessarily reflect the views of the American Hair Loss Council. The advertisements in The Link do not necessarily reflect the beliefs, opinions or attitudes of the AHLC and does not imply product or service endorsement. The American Hair Loss Council © All rights reserved. Reproduction in whole or in part without written permission is prohibited. Published for the AHLC by Thornhill Creative. www.thornhillcreative.com

The Voice of the AHLC

MEMBER TESTIMONIAL

AHLC Member Benefits AT

ahlc.org

ROGER PARKER, OWNER, CREATIVE HAIR REPLACEMENT & NORTH MISSISSIPPI HAIR LOSS SOLUTIONS, TUPELO, MS

My AHLC membership is very beneficial. One of my favorite benefits of membership is the AHLC Members Only Forum. If I ever have a question or something that I’m unsure of, I can easily post a question on the forum and a discussion begins. Other AHLC members have a wealth of knowledge and education and the Forum makes that available at my fingertips any time I post a question. I no longer need to search the Internet for information that cannot be sourced and that may not be reliable. I see who is answering in the forum and I can see their credentials. It is very beneficial to have all of these experts with experience in the hair loss field right there, ready and willing to help. I have developed very close relationships with my clients in the 30-plus years I’ve been in the hair loss business. I feel personally responsible for my client's progress and continued happiness. When one of my clients is moving from my area, I personally try and find another AHLC member in their new town who can continue to provide the same level of excellent service. I can again go to the forum and ask for a referral. Normally, the same day someone will respond. Sometimes, the owner of the business will personally reach out to me so that my client is taken care of right away when they arrive.

I like to do plenty of research and read all the available literature and publications to stay up-to-date. But when you have a collection of hair loss experts at your disposal in one place, it’s much easier to stay on top of what is happening in our industry. I need to know about new technologies, what’s working and what isn’t. I need to know what is groundbreaking and where the controversies are. I learn about all of this from the discussions on the AHLC Member’s Only Forum. Another great benefit at ahlc.org is the “Find a Hair Loss Expert in Your Area” member locator map. This is basically a search engine allowing potential clients to type in where they live and our AHLC Member Profiles will pop up if we’re nearby. We have had at least two people in for consultations that learned about us from our AHLC Member Profile , so it really works.

ahlc.org/ forum

members helping members The AHLC Members Discussion Forum at Members immediate access to invaluable support and insight.

Call 615.721.8085 if you need help logging in or using the Forum. We’ll walk you through it. :) Issue 31, Autumn 2019

The Voice of the AHLC

Offering PRP in Your Hair Loss Clinic JOHN RANNEY, OWNER, FREEDOM CLINIC, TORONTO, ONTARIO Offering PRP as a hair loss treatment in a hair replacement clinic or salon is not as complicated and daunting as it seems. There is only one requirement that may make it difficult for a typical salon, which is the need for a separate and private room. In many cases, this might be easier than you think, if you have a styling area or booth that is not being used to full capacity, it can easily be converted to a clinical room.

The Space

Necessary Equipment

In our jurisdiction (Toronto, ON, Canada), a non-surgical treatment room has to be able to be made sterile. That means no carpets and running hot and cold water in the room for hand washing. When we originally set up our space 15 years ago, we had five styling booths. As time went on we starting doing medical esthetics as we could not keep the five booths full with hair replacement clients.

For equipment, the investment is not particularly large. An adjustable massage or treatment bed, disposable linen, surgical gloves, wipes, alcohol, Cavicide, sharps disposable, etc. The main investment is the PRP machine, which can range from $2,000 to $5,000, and usually includes training and a few of the tubes required to draw and process the blood. We chose the Eclipse PRP. It is one of the most expensive, but seems to be also one of the most used machines by physicians, and has a good reputation as a high quality PRP machine. It also provides the highest PRP yield, about 9ml.

My wife was already a medical esthetician, so we started with laser hair removal. To accommodate this service, we converted one of the styling booths to an esthetics booth. We did not have to change much. We were able to extend the room slightly as there was some wasted space in the hallway, and we had a full door installed. The health inspector accepted the hair washing basin as a hand washing sink, but told us we could no longer cut hair in the booth.

The processing tubes are not cheap however. At $200 a treatment, this cost has to be incorporated into each treatment. ARTICLE CONTINUED...

â&#x20AC;&#x192; Issue 31, Autumn 2019â&#x20AC;&#x192;

The Voice of the AHLC

Finding a Medical Practitioner So who is going to perform these procedures? Through our Eclipse supplier, we were able to find a free-lance nurse (RN) who had bought her own PRP machine and became certified, and was offering PRP services to various physicians in the city. It turns out that she was working under the directorship of a nurse practitioner (NP), who could approve the procedures over face-time with the patient. Once the procedure is approved, she can perform it in any sterile environment.

Monitoring Progress Monitoring your clients is important. We take before and after pictures with every treatment. We use our phones to record cosmetic results - what the patient can see with the naked eye. These pictures are sent to a computer and put in a file folder with the patient’s name for easy reference. The computer records the date of the pictures, so it is not difficult to reference the pictures by date to display the results.

Further, we use our trichoscope to show differences early in the procedure. We use a trichoscope and software program that records each consultation, which makes it easy to record progressive results at the follicular level. This part is very important: as the client may not see results for a few months, in the trichoscope, hairs begin to show signs of improvement in as little as one month. We normally take trichoscope and phone pics before each treatment. We now had the space, RN and NP – everything required to perform the procedure and have never looked back. We came up with a profit-sharing agreement with the nurse, and could now advertise and offer the procedure to existing clients. As I was doing the sales of the procedure, I took the PRP training course so I understood it thoroughly. I also read a number of articles and studies in order to learn as much about it as I could. For me, the biggest challenge was when the patient asks, “What are the results like?” As with any treatment, results vary, and it is important to inform patients of this so that they have realistic expectations. We were able to get some before and afters from a colleague who used the same machine. I also reference specific studies that demonstrate its effectiveness. In our clinic, most patients have already researched the treatment before they come for a consultation, so they are often more concerned about the type of machine, yield, methods, etc.

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Showing the patient these pictures helps to keep the client motivated and committed. In some cases, we will apply a few SMP dots to a persons scalp in order to reference the same exact location for before and after pictures.

The Voice of the AHLC

Our Edge As so many clinics are now offering PRP in our area, we had to come up with a way to get an advantage. We can’t lower prices, or offer ridiculous discounts like some clinics do, due to the fact that we had to pay for the nurse, the NP for her approval, and the disposables and our high-quality equipment. If we discounted more than 10% it would no longer be worth-while. In studies, and in many clinics, PRP is administered through micro-needling rather than injections. The idea being that the PRP would be closer to the hair root and stem cells, and also be spread out more evenly in the area. After researching this, we found that injections are definitely more effective, however many clinics offer a reduced rate for micro-needling. This actually doesn’t make sense, because the eclipse micro-needle is much more expensive than a typical PRP syringe. Microneedling is a procedure where a serum or PRP is applied to the skin via a vibrating 14 needle device. The device makes thousands of tiny punctures in the skin at a range of 1 to 2.5mm deep. If you’ve heard of a “blood facial” or vampire facial”, a micro-needle is the device used to perform the procedure.

idea of using the PRP for injections, and applying the PPP – platelet poor plasma – via micro-needling. PPP is the top 2 or 3 mm portion of the PRP that is usually drawn off or blended into the PRP. The additional cost and time is minimal, so now we had the ultimate treatment protocol for the patient. The benefits of this arrangement with the nurse and NP began to manifest itself. Through the NP, we are able to offer several other services to our patients. We can now request specific blood work for our trichology patients, get dermatologist referrals for hair loss patients suffering from scarring alopecias, we can get finasteride and other prescriptions for our patients who require or request them, we can offer and perform “vampire facials” and other advanced medical esthetic procedures.

Since we were already trained in this procedure and had the device, we could easily perform the procedure with PRP on the scalp. However, we wanted to provide the best experience and value for the patient, so we decided to offer both micro needling and injections in the same PRP treatment for hair loss. The nurse came up with the

Also, we now have the reputation as being a true, full service medical clinic for hair loss, staffed with nurses and operating under the directorship of an NP. This itself gives us advantage of every other non-surgical studio in the city. And since none of the medical clinics offer non-medical solutions, we are really the only true full-service hair loss clinic in the entire city!

Issue 31, Autumn 2019

The Voice of the AHLC

where questions find answers and challenges find support

JOIN THE CONVERSATION

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

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

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

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

10 Issue 31, Autumn 2019

The Voice of the AHLC

Partnering Well Protect Yourself & Protect Your Business KELLY NEMITZ, OWNER, THE HAIR SPECIALISTS, HUDSON, OH When you first go into business, you don’t think about the hard lessons you will learn along the way. Ten years ago I jumped right into a partnership, excited as ever. I was opening my very own business. I had a business partner to lean on, to help share the responsibilities, and bounce ideas off. Who wouldn’t want that? We had the best relationship. We had similar values in hair and business, we never argued, and shared everything as close to 50/50 as we could. She had her role and I had mine. She counted on me to do my job and I counted on her to do hers. Everything was great. As the years went on we seemed to be very blessed. We had a successful salon that kept achieving its goals beyond expectations. Colleague’s in our industry respected and admired the business relationship we had. And to top it off, our employees’ attitudes and salon atmosphere were extremely healthy. I did not anticipate this was all about to take a left turn. I went into business with a General Partnership Agreement “printed off the internet.” Which is basically equivalent to a handshake. We did not outline the specifics of who, what, where, when and how this agreement was to be managed. We had a verbal agreement that my business partner would retire after five years and I would buy the business. While I cannot disclose the details, I can tell you that this five-year plan took almost ten years to complete. And

not without extensive (and expensive) legal and professional involvement. Now, after a decade, I have officially bought my partner out. But, at the end of the day, we both lost. The process was stressful, expensive and

Each partner will need to know exactly what their duties and titles are. Being consistent and having defined expectations and responsibilities for one another eliminates disagreements.

sadly, a friendship eroded to being non-existent.

right for our business. I didn’t check into her work nor dig into the parts of the business she was managing. I assumed everything was great when indeed below the surface it wasn’t. This was one of those moments in life where you look back and think, “I certainly learned that the hard way."

Warning! Warning! If you form a business without the necessary due diligence, forethought, agreements, and documentation you will unknowingly be doomed from the beginning. No matter the awesomeness or longevity of the relationship, you need to protect yourself, and really each partner. Which in return, protects your business with a strong foundation and clearly delineates each partner's responsibility. If you or someone you know are thinking about having a business partner, I would first ensure you and your partner are able to honestly answer the list of questions below. Most importantly, once you’re comfortable with all these answers, hire a business attorney to mediate and draw out a business agreement (so in the end you both are covered). If you cannot agree, each of you should hire an attorney to represent each side.

While there was frustration with my partner, I must take ownership to where I went wrong. I allowed myself to be naïve, trusting and made a huge business decision based on “handshake” Ensure you and your partner share and some really lousy documentasimilar beliefs on owning and operattion. (I mean, we were friends, right?) ing a business. Don’t even think about I trusted my partner to do what was going into business together if you are

Values, Morals, and Beliefs

ARTICLE CONTINUED... Issue 31, Autumn 2019

The Voice of the AHLC

not on the same page as one another. You must share the same ideals on work ethics, code of conduct, core values, morals, and expectations. You also must share the same beliefs and expectations in which direction you plan to take your business. You are the leaders convey those values to your teams. Any confusion or ambiguity because of partner non-alignment of goals is negative for everyone.

Structure the Business Correctly From the Start Will you be a general partnership or an LLC or maybe you would like to structure the business to be a corporation? You must draw up articles and file with the Secretary of State. Each form of business has its pros, cons, tax implications and risk. Do your research and find which fits. It is very important you understand each realm of business before deciding which route you would like to go. Find an attorney or accountant to determine which would be the best option for you.

Define Each of Your Roles in the Business Each partner will need to know exactly what their duties and titles are. Being consistent and having defined expectations and responsibilities for one another eliminates disagreements. This also provides structure to your staff and clients. Who manages the books? Who orders inventory? How will you handle budgeting and planning? Who's responsibility is it when the toilet needs unclogging, the internet provider needs to be contacted, or when negating the lease? Who does what, when and how is tedious but can save tension in the end.

Exit Strategy People change. Maybe one of you gets to the point where you would like to retire, sell, move away, or start over. You must have an exit plan and agreement how to will be implemented when one or both parties decide to sell or shut down the business. You must

also have a plan to address failures or recovery. Also, don’t rely on the expectation that friendship will equal fairness. After all, business relationships and personal relationships are not the same.

Realistic Expectations Have realistic expectations. A marriage isn’t 50/50, 24 hours a day, 7 days a week, neither is a business partnership. Give and take is required but taking ownership and accountability is essential. Expect disagreements. You will have arguments, so have an open conversation about how you handle them. Bring in advisors. Attend business conferences. You will need to have respect for one another to be able to handle stressful situations that arise.

Profits & Compensation What are your profit targets? What does individual compensation look like? Equal compensation sounds fine at first, but what if one partner is investing more or is carrying more duties? We go into business to make money. Be realistic, personal investment is required. And by that, I mean there is personal sacrifice. Are you prepared for a tough month? Tough quarter? If you have to dip into personal funds will you be ok with that? How will your partner and you handle those tough times while still dealing with your own compensation needs? All of this may sound scary and it is! However, I am happy to report even though my salon had to go through intense trials and tribulations. Each of my employees, clients and salon atmosphere is healthier than ever before. The Hair Specialists, is currently undergoing a re-branding process and everyone is excited for what’s in store next for us. Turns out this was a blessing in disguise!

Partnerships have many benefits and can be a rewarding experience, especially if the proper groundwork is laid as a successful foundation.

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If you have a situation your going through and would like to chat, do not hesitate to email me directly at Kelly@thehairspecialist.net. I am more than happy to help.

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The Voice of the AHLC

why blog? Here are some important pointers on making a blog a vital part of your marketing efforts. PAUL ALBEE, PARTNER, ATS DESIGN GROUP, SYRACUSE, NY

Is Blogging Really All That Important? It’s 2019 and we’ve all heard the phrase “content is king.” But is blogging really necessary? We’ve all heard the blogging is a powerful means of content marketing, but is it really that powerful? These are great questions that are very much overlooked by the majority of small business owners and salon but hair replacement studio owners in particular. Virtually all modern website development platforms include some sort of blogging component. As an effective,

long term marketing tool, a blog has enormous potential to connect with and nurture prospects, establishes you as an authority and creates trust in you and your company. It can also help you to control the destiny and branding of your business in the digital world by dictating what your online prospects see and understand about you rather than leaving it to others to define you. Blogging also improves your online visibility by highlighting specific search terms and phrases in which your target audience is interested, and puts you front and center in search results above your competitors.

Blogging Helps Establish Your Credibility and Authority Blogging has the potential to be a platform for important content that establishes you as a local or regional authority in hair restoration with the knowledge and expertise that prospects are looking for as they search for someone they can trust with their hair loss. Blogging on a consistent basis demonstrates your company’s authority, reputation, and credibility. It also lets potential clients know that you understand their needs and wants better than the simple recitation of the products and services you offer and

HOW TO BLOG: THE CONTENT DEVELOPMENT PROCESS

Ideas for blog articles will come to you at any time, so keep a dedicated list so you can jot them down. Set aside time each week to review your blog ideas. Make creating and sharing your content a priority!

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Doing a little research into your blog article topic will often give you new ideas. If you find another article discussing a similar topic, check the comments! Comments are a great resource to learn what readers want to know.

Write how you speak. Blogs are very informal and convey a sense of personality. Be brief, but thorough. Write, then step away. Come back and review, edit and repeat.

The Voice of the AHLC showcase elsewhere on your website. At a much more basic level, studies have shown that businesses with blogs consistently experience significantly more lead growth (up to 126% in some studies) than businesses without blogs (or blogs that are rarely updated). Blogging is an excellent complement to your social media presence. Each blog post should be created so that it can be shared on a variety of social media channels. Sharing your blog on your social media channels exposes your message to a larger audience creating the potential for it to be shared with others. By directing your social media followers and their friends to your blog page, your website can potentially gain much more exposure, allowing new visitors to engage with your blog, discover you and your studio, and add themselves to a potential pool of new sales leads for your studio.

Blogging Enhances Your Websites’ Search Engine Visibility and Ranking When Google announced the introduction of its Freshness algorithm

update in November 2011, focusing on providing the user a ‘fresher, more recent search results’ experience, the importance of blogging became even more apparent in that Google began to favor websites with fresher content in its search results. In the world of online marketing, blogging is the most organic way to consistently provide fresh, meaningful content to fuel both your SEO campaign, search visibility, and satisfy your website visitor’s needs.

Brand Positioning on Your Own Terms Statistically, most searches begin at Google, but not always. One hair replacement studio we know gets a significant portion of its new leads from Yelp. They have lots of great reviews with up to date contact information. But their website hasn’t been updated in years. When Googling their business, their listing doesn’t show any business hours or link to their website. What does this have to do with blogging? Unfortunately, everything. This studio is not controlling what potential new clients are seeing. In fact, to look at their old, outdated website, you

would think they were probably no longer in business. With three other studios in their market area, this studio could rank its website to get to the top of Google search results, position their brand, and push the narrative they want simply by refreshing their website and implementing a regular blog posting schedule.

The Bottom Line When it comes to brand awareness, search ranking, website traffic, and lead generation, it has been demonstrated time and again that blogging is a tool that works. And it works well. Having a blog is a great start. Keeping it up to date with new, regularly created posts is what makes it most effective. All you need is fresh, regularly curated content driven by an understanding of the interests of your website visitors as shown in your website analytics, and a dedicated team of content developers. If you haven’t set up a blog on your company’s website, I encourage you to contact your web developer and start planning your blogging strategy today. From a marketing standpoint alone, it is one of the best and most rewarding investments you will ever make.

Anyone with a heart to help others can learn to be a great blogger and the experience is vastly rewarding. Here’s some great tips to help you with the hardest part; How to get started!

You need some visuals to support and enhance your blog article. Photos, illustrations and more are available from both free and paid stock imagery resources, or better yet, you can take your own!

Publishing a blog is as easy as writing a letter. Ask your web developer for tips and make sure you understand how to create, publish and schedule your blog posts in advance!

When you post your blog and crosspost to social media, always ask for feedback! This engages your readers, gives you the opportunity to know them better and drives more traffic to your site! Issue 31, Autumn 2019

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The Voice of the AHLC

Creating a Great Work Atmosphere NAZY CURTIS, OWNER, NEWPORT HAIR LOSS CENTER, NEWPORT BEACH, CA

When you hear the word ‘boundaries’ you may think limitations, and you would be right. Boundaries are different depending on the relationship, think parents, siblings, coworkers, employees. I have owned Newport Hair Loss and Amani Hair since 1995. I have 15 employees. They have been with me anywhere from 4-15 years. I have created a healthy, mutually respectful relationship with each of them, and this keeps them happy, loyal and productive. This relationship is paramount to any company. It results in my staff feeling supported, respected, and empowered. As a result, frequently my employees come in early or work late if necessary. They do whatever it takes to get the job done. Here are a few suggestions to foster great relationships with your employees and make your studio a great place to work.

Communication Be very clear about job descriptions and expectations from day one. This includes work schedule. Don’t expect employees to read your mind. It is your responsibly to lead your team. I suggest weekly meetings. In my business we discuss things like product launches, remodeling, client issues. Weekly meeting give employees a chance to make suggestions and solutions while helping them feel part of a team. Nazy Curtis offers salon coaching. Contact her at info@newporthairlosscenter.com

Support I really make an effort to discover each employee’s strength. As those strengths are discovered offer extended training to nourish that. I believe in giving employees room to grow. If an employee makes a mistake we work through it. There is no blaming or shaming. I offer constructive criticism and offer solutions. I make sure the employee understands. Afterwards I monitor the situation and walk them through the changes that are needed. If the same mistake keeps getting made I accept the limitation and reassign that responsibility. There are no hard feelings, no one is perfect.

Respect I believe that respect comes from within. When you have self-respect you get respect back from others. The way your carry yourself creates a respectful atmosphere. I respect my staff’s privacy and personal life. I am supportive of them but avoid the temptation to give advice. For example, I do not linger in the break room. This is a subtle way of letting them know I respect their space. My staff knows that if they need me they can come to me. But I never pry into their personal life. Creating a great work atmosphere and employeremployee boundaries are vital for your success. Be sure to communicate these simple principles with your staff. Follow these tips and you are certainly going to affect a culture of respect and sensibility. This will in turn have a positive effect on how your employees relate to your clients. Issue 31, Autumn 2019

The Voice of the AHLC

PRIVATE

L ABELING

18 Issue 31, Autumn 2019

The Voice of the AHLC

Is Private Labeling Right for You? Using Salon Private Labeling to Grow Your Brand An Interview with Vern Cole

OWNER, HAIR RESTORATION INSTITUTE OF MINNESOTA

Vernon Cole is founder and President of Hair Restoration Institute (HRI) and Vernon Cole Consulting in Minneapolis, Minnesota. Pioneering innovation in the field of Hair Restoration, Vernon Cole has successfully built a thriving, multi-million dollar business from the ground up, having researched and employed the latest in hair restoration technology, earning him the respect of not only clients and patients, but regional healthcare providers as well.

AHLC: What got you into private-labeling and what are the advantages? VERN COLE: We started by offering a hair loss control and prevention product line several years ago when Laser Hair Therapy was coming into prominence. When I learned about the power of inhibiting DHT and vasodilation by using pure minoxidil in conjunction with laser hair therapy, it all made sense; to stop hair loss and to encourage hair regrowth, you need to stimulate blood flow and inhibit DHT. And the product line we were offering did just that. Combined with the proven results of laser therapy, we had

a complete hair loss treatment package to give clients the best opportunity to put the brakes on their hair loss and potentially re-grow their hair. We were recommending and selling HLCC products with their own generic labeling. But I noticed that people were only purchasing these products as a result of our recommendation. In other words, they were buying us. That’s when I started thinking seriously about private labeling. Private labeling offers a number of advantages. First is the idea of exclusivity. You can only get this product line from us. This gives us control over the product line itself, adds value from a branding and marketing standpoint, and at a practical level, helps inhibit online price comparison shopping. With respect to our product line itself, which we call HRI Hair Therapy, I believe that if I’m going to make an investment and put my name on a product line, then I need to be able to control that product offering. For example, what if something happened to my supplier? If they went away, that could be problematic. But I know I’m

going to be here, and I wanted to build a product brand on my business name, my name, and my business’s reputation so I could offer our clients exclusive products that we believed in.

When you were looking at private labeling, what qualities were you looking for? In the case of the particular product line that we’re offering now, HRI Hair Therapy, the line of products that we chose were physician-formulated with no side-effects. That was important to me, especially with the DHT blockers. The potential side-effects of some of the products that are on the market today is why people don’t want to take finasteride or Propecia, for example. I have seen people not want to do anything about their hair loss simply because of that. But when they hear that our “HRI Hair Therapy Complete” is essentially the herbal alternative to Propecia or finasteride, that it works, that it actually costs less, and it’s non-prescription but physician-formulated, they like that. There’s just a lot of power in that, when ARTICLE CONTINUED... Issue 31, Autumn 2019

The Voice of the AHLC you can honestly speak in those terms about a product. That is why I chose the particular product line that I did. Additionally, I didn’t want a salontype product or something that had any over-the-counter branding. I wanted a product that had a more pharmaceutical-grade formulation, look and feel. We also incorporated medical symbolism into our branding and labeling to help visually communicate that this was not an ordinary consumer salon product. We’ve even built an online store around it and routinely sell to people in other states. We have also developed separate branding for both men and women. The women’s branding and labeling looks more feminine and the men’s branding and labeling looks more masculine. It’s the exact same product and ingredients. Initially, we started out just selling the same blue bottle to everyone, but making the decision to brand and distribute both a men’s and a women’s line has been a home-run. We also have very good support materials to educate the consumer on our website as well as printed collateral material within the clinic as a take-home brochure we offer in our consultations.

HRI Hair Therapy Product Line

20 Issue 31, Autumn 2019

What is the mark-up on privately branded products? VERN COLE: It’s typically double our cost on wet line salon products. On the hair loss treatment products, it’s a two to five times markup, depending on if we’re talking about shampoos or the DHT blockers — that’s the biggest mark-up and even the Minoxidil is pretty substantial. So, from a business perspective, it makes sense. But the thing to remember is that these products really work. They deliver much better results than your typical salon hair loss control products; i.e., Nioxin or biotin supplements. Those types of products may be good for healthy hair but they’re not going to stop your hair loss and offer the potential for hair regrowth.

Do you typically package and market your HRI Hair Therapy products in conjunction with other products or services you offer? VERN COLE: Yes. It comes as part of our laser hair therapy programs, with at-home device sales and in-salon clinical laser. We also offer it to our hair transplant clients. Close to 80% of our hair transplant patients are using these products to preserve

their non-transplanted hair. The initial product kit generally includes the core products which are the DHT-blocking shampoo, the Minoxidil with Saw Palmetto and a 90-day supply of the DHT inhibitors if there’s existing hair to preserve. Anyone who goes through our inhouse clinical laser program, as well as anyone who gets a hair transplant receives anywhere from a six months to a one-year supply of products depending upon the program they purchased. But after they have completed their program, if they want to continue using the products, we offer them at a 20% discount. They like that, and that has been very well received. Also, from a marketing perspective, every year on the 4th of July we always send out an email offer to our existing clients and patients for the purchase of three of the hair loss-control products and get the fourth one free. One year we forgot to do that and people were calling us, “hey, are you going to send that email out?” For example, they are buying four bottles of DHT blockers and it supplies them for the year because they’re getting one bottle for free. Listen, loyalty programs work.

What do you look for in a private label supplier and manufacturer?

Pi’u Capelli Product Line

The Voice of the AHLC VERN COLE: Firstly, I personally have to believe in the product and know that it works. If I am putting our name on it, I want to first and foremost know that it is legitimate. I’m not just doing it to make money. The money will follow. It always follows if you have something that really works with demonstrable results. I know what causes hair loss and I know how to help to put the brakes on it. At the end of the day, it’s basically vasodilation and DHT inhibitors. And if it is physician-formulated, that really helps with branding and marketing. Let’s face it: when you go to Walgreens, or even a hair salon offering Nioxin or some other household name, you are not getting product assurance that it will actually help hair loss. There is a large percentage of people who come in for a consultation and on their profile, when we ask them what products they are currently using on their hair, there is a large percentage who respond that they are using Nioxin or over-the-counter Rogaine, which in my view is an incomplete solution in and of itself. We are trying to create for our clients the best possible environment for their scalp to be healthy and clean so that the vasodilation via the laser and the minoxidil can penetrate deeper, because the deeper the penetration, the better the result.

You’ve spoke about your HRI Hair Therapy product line, which you market alongside your laser and transplant programs. Do your product lines have a place in your PRP therapy program? VERN COLE: Absolutely. A company I’m working with now is also marketing an at-home device in conjunction with PRP with physicians promising even better results with added laser therapy. Some of these PRP companies sell their own line of products. It usually comes

TOP-LEFT: PRP Therapy Treatment. TOP-RIGHT: Styling a client. BOTTOM: MEP-90 Laser Therapy Treatment with a PRP treatment. I actually looked at theirs and compared to our private label line and I feel ours are better.

So, you market these products in conjunction with PRP, as well as laser, as well as transplant? VERN COLE: Absolutely. That’s what sets us apart. In Minnesota the competition is pretty fierce, so I have to be competitive. I do feel that the PRP program we offer is better than what’s offered elsewhere, but in conjunction with it, I’m offering some complimentary low-level laser treatments and if I need to throw in a hair loss control products starter kit, I’m happy to include it.

And everything is branded to your company, Hair Restoration Institute?

VERN COLE: Everything. Everything, because I know my company is always going to be here. What if the PRP company goes away? My company is still going to be here. When we brought in our lasers several years ago, the same principle applied. I wanted something to set me apart from everybody else. And so I thought, “what is the best clinical laser that’s out there?” I chose the only one that was FDA-cleared at the time. Any time I bring in any new modality, whether it is PRP or our product lines, the question is always “what makes this different?” Think about what the prospect sees and thinks and feels. From the perspective of your prospect, ask yourself, “Why should I buy this from you?” The answers are what makes you different than the major chains or whatever else is out there. And that goes for client care, not just product quality, efficacy and labeling. Issue 31, Autumn 2019

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The Voice of the AHLC

SALES & USE TAX in the HAIR REPLACEMENT INDUSTRY Avoiding the Land Mines & Sleeping Well at Night MARYANN WINTERS, CPA, CUOMO, WINTERS & SCHMIDT, CPAS, PLL, EAST SYRACUSE, NEW YORK Two of the most dreaded words guaranteed to strike fear into any small business owner is “Tax Audit.” That old saying, “The only things we have to fear are death and taxes,” makes one wonders which is actually more frightening. With that in mind, here are a few guidelines to help you check what you need to be doing, and what you need to keep in mind as you review how you are handling sales and use tax in your shop. Sales and Use Tax policies not only vary from state to state, but also within individual state jurisdictions, whether they be county or even city by city. So this article is only meant to help you think clearly about sales and use tax in your own business as mandated by your own state, county or city. It is designed to offer food for thought and help you formulate questions to ask your own CPA or tax attorney the next time you meet with them to make sure you’re in compliance with current and applicable tax laws and regulations as they currently apply to your business.

Sales & Use Taxes in the Hair Restoration Industry

Sales of beautician, barbering, and hair restoration services are exempt from sales tax in most states. However some cities assess sales tax on these services. So while they may be exempt from sales tax at your state level, are they likewise exempt at your local or city level? To complicate the matter further, hair restoration services if performed by a licensed physician are typically not subject to sales tax in most jurisdictions.

When is a Hair System Taxable and When Is It Not? In many jurisdictions, the taxable status of a wig or hair system depends on why the customer is buying it. Wigs and hair systems are in almost all cases considered to be tangible personal property. And while hair cutting and

styling services in a salon may not be taxable, many jurisdictions include styling, cut in, and other services associated with the delivery of a hair system or wig to be part and parcel of the product, and therefore also taxable. In Wisconsin, tangible personal property that is exempt from sales tax includes wigs, toupees, and hairpieces that replace missing hair (See Part V.A. for a special exemption for wigs and hairpieces). However, Wisconsin also considers the sale of wigs, toupees, and hairpieces sold as “cosmetic accessories” to be taxable. In other words, if it is not being sold to replace missing hair, then it is taxable (in Wisconsin). (1) Hair extensions are broadly considered to be taxable if not sold as a

Sales and Use Tax in the hair replacement industry can be a potential minefield with the possibility of severe penalties far above and beyond a hand slap and a fine.

Generally speaking, state tax laws, as they are applied to beautician, barbering, and hair restoration services include haircuts, hair coloring, shampooing, blow drying, permanents, hair extensions, hair straightening, and hair restoration. ARTICLE CONTINUED... Issue 31, Autumn 2019

The Voice of the AHLC remedy to replace missing hair. Most jurisdictions also, with rare exception, consider clip-in hair extensions to be subject to sales tax. Similarly, there are other hairs to be split when it comes to services performed by your studio. In Wisconsin again, if a beauty or barbershop performs a normally taxable service, such as cleaning a wig, on an “exempt wig or hairpiece,” the charge by the beauty or barbershop is not subject to sales or use tax. (1)

Sales of Products Virtually across the board in every jurisdiction, the over-the-counter sale of shampoos, conditioners, and hair styling products of every kind, color, and flavor are subject to sales tax. Of course there are fascinating exemptions to almost everything when it comes to sales tax, and one such exemption in New York State is that “sales of all dandruff preparations, including dandruff shampoos, are not taxable. In addition, sales of products that are intended as a hair regrowth treatment (such as Rogaine®) for use by people who have hair loss or gradual thinning of the hair are not taxable.” (2) Typically, ordinary “retail” products are purchased by a studio or salon under a state sales tax resale exemption certificate, meaning the salon does not pay sales tax on the purchase of these products at the time they purchase them because they are for resale, with the sales tax being collected at the time of the product sale to the end user consumer. Where the problem arises is when a stylist grabs one of these items off the shelf and uses it as part of a service being performed by the salon on a client or customer. Now that bottle of shampoo or conditioner or hair spray is suddenly subject to Use Tax.

What are Use Taxes? A Use Tax is essentially Sales Tax you must pay on items you use and consume in the course of doing business. There may be variations and

24 Issue 31, Autumn 2019

differences from one jurisdiction to another but generally speaking, any products you buy to be used in providing beautician, barbering, or hair restoration services cannot be purchased under a resale certificate (because you are using them in the performance of services you are providing), and you must therefore pay sales tax to your supplier at the time of purchase. Additionally, any items you buy for resale that you later use in providing your services are subject to Use Tax. To stay out of trouble, ask this simple question: “Who is the Final Consumer?” Kansas State Sales Tax Guidelines lay the rationale out like this: “You must pay sales tax or use tax on all items used in your business. Consumable supplies, such as shampoo, permanents, conditioners, and dyes will be taxed when you buy them from the wholesale house. Since you are the final consumer of these items necessary to provide a nontaxable service, you must pay sales tax on them. You must also pay sales tax on shop equipment and fixtures.” (3) Shop equipment and fixtures broadly includes scissors, brushes, combs, mirrors, hair dryers, capes, razors, and barber chairs, etc.

Nightmare on Main Street While sales and use tax laws and regulations are generally consistent across jurisdictions, there are enough local exceptions and variations to give even the most seasoned professional pause. One of the best business investments any small business owner can make is to buy one or two hours of their CPA’s time once or twice a year to make sure they are always in compliance as much as humanly possible with the laws governing their day-to-day business operations. Laws change from time to time. Rules and regulations are promulgated with little warning. One New England hair replacement studio who had been in business for over 20 years suffered through a sales tax audit that lasted over 10 days. And while all their books were ultimately determined to be in order, it was still a nightmarish ordeal.

Ignorance Isn’t Bliss If your state sales tax auditor finds something amiss and determines that you were simply negligent, they generally can typically go back three years on their audit for which you will be responsible for any unpaid taxes as well as penalties and interest. If, on the other hand, they determine that you were collecting tax but not reporting it, or if you books look in any way suspicious, they can audit for the last six years. Not only will you be liable for any taxes, penalties and interest that may be assessed, but then there is the very real possibility, depending upon the specific circumstances of the case, of criminal tax evasion prosecution. The cost of meeting with your CPA or a good tax attorney is not cheap. But the cost of spending a couple of meaningful hours with them is also probably one of the best investments you will ever make, particularly if you are transitioning your business from a regular hair salon to a hair replacement studio. Sales and Use Tax in the hair replacement industry can be a potential minefield with the possibility of severe penalties far above and beyond a hand slap and a fine. One sage piece of advice from a seasoned, long-time hair replacement studio owner is well worth taking to heart: “When it doubt, tax and report everything!” Maryann Winters has over 35 years of experience as a practicing CPA, with a concentration in tax and consulting. She is a member of the American Institute of Certified Public Accountants, the New York State Society of Certified Public Accountants (NYSSCPA), and the Central New York Estate Planning Council. She is past chair of the NYSSCPA Tax Division Oversight Committee, and a member of the American Institute of Certified Public Accountants (AICPA) Governing Council. SOURCES: (1) Wisconsin Dpt. of Revenue, Publication 225. (2) New York State Tax Bulletin ST-60 (3) Kansas Sales & Compensating Use Tax Publication KS-1510

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formulated to ensure a healthy scalp and a more healthy head of hair: FINE AND THINNING HAIR KIT FORMULA FOR WOMEN DENSITY CONTROL KIT DHT BLOCKER FORMULA FOR MEN OILY HAIR AND SCALP KIT SEBUM REGULATOR DRY DANDRUFF KIT ANTI-SCALES ACTIONS LASER THERAPY SYNERGY KIT GROWTH-ENHANCING ACTION

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The Voice of the AHLC

YOUR AHLC MEMBER PROFILE PROMOTES TRAFFIC TO YOUR SITES (SEO) WHAT’S THIS FOR:

As an AHLC Member, your business profile is displayed to the public on our member locator map as a resource for help with their hair loss. This locator map is visited thousands of times each month, so it’s essential that your profile at ahlc.org be accurate and updated regularly, so you can be properly referred to those in your area, seeking help with their hair loss.

ADDITIONAL BENEFITS: Your Updated Business Profile as an AHLC Member will help with your search engine ranking. We spend a great deal of time and effort making sure that search engines know that the AHLC is the premier trade organization supporting the Hair Restoration industry. A listing as a member at AHLC.org not only refers locals to your business, but the inbound links, pointing to your web site and social media helps boost your own web site’s search engine ranking (SEO). HERE’S HOW: First, log-in to your member account at ahlc.org. You’ll land in the Member Resource Center. Once there, click “Your Membership Profile.” From here, just fill out the forms as illustrated in step 1 below and save your changes. Look for the “Learn More” links if you need help. These will display a video explaining how each section works. Once you are satisfied with your profile, click “save,” and search for your own listing in our “find a hair loss expert” link to see what your profile will look like to the public. Give us a call at 615.721.8085 and we’ll be happy to walk you through it or even do it for you. We’re here to help!

1 FILL THIS OUT: Complete your AHLC Profile on this form.

3 YOUR AHLC BUSINESS PROFILE

SOCIAL SHARING

YOUR LOGO

YOUR OWN IMAGE GALLERY

PERSONALIZED BUSINESS DESCRIPTION

CLICKABLE CONTACT INFO INTERACTIVE LOCATOR MAP

LINKS TO YOUR SOCIAL CHANNELS And this is displayed to potential clients via our Locator Map.

26 Issue 31, Autumn 2019

SEARCHABLE SERVICES & CREDENTIALS

Issue 30, Summer 2019

APRIL 18-20, 2020

O P RYL A N D R E S O R T N A S H V I L L E

NEW AT OPRYLAND INDOOR/OUTDOOR

WATER RESORT

T E N N E S S E E

e v a S ! e t a e h D t

The Voice of the AHLC

H A I R R E S T O R AT I O N

TIPS & TRICKS Invisible Blending Method for Toppers COURTNEY CATALANO, THE HAIR SPECIALISTS, HUDSON, OH

We all know it’s a challenge to seamlessly blend our client’s natural hairline in with added hair toppers. Whether it’s hair that is clipped-on or semi-permanently attached, the struggle is real. Keeping the toppers at least two fingers back from the client’s natural hairline helps get rid of the top-heavy, “wiggy” look, but you don’t always get a seamless

blend between a thin natural hairline and the thick, full, gorgeous topper. I have tried everything from adding micro extensions, to putting powders and mascara on the hairline. So, through much trial and error, I found a solution for creating a truly seamless blend between added hair and the client’s own natural hair.

Place the hair topper two-fingers back from the natural hair line as illustrated below. For our Tips & Tricks demonstration, we’ll show an example of a semi-permanent attachment as well as a topper attached with clips.

Measuring semi-permanently attached hair

Tips & Tricks is a regular-running feature for AHLC Members to share valuable how-tos and insight.

28 Issue 31, Autumn 2019

Measuring hair attached with clips

If you have a Tip & Trick to share, please contact us at 615.721.8085 and we’ll make it happen.

The Voice of the AHLC

Take a small section of hair behind the part line and crisscross the hair to make an X. Then I lay the “X” down over the hairline. The top of the X is where the front of the hairpiece is placed. The crisscross of hair helps camouflage any harsh lines.

Method with semi-permanently attached hair

Method with hair attached with clips

Creating a seamless blend with the client’s own hair not only makes clients feel more comfortable about wearing added hair, it helps you to love your work as it’s showcased all around town.

Issue 31, Autumn 2019

AHLC ACADEMY

THESE CLASSES QUALIFY FOR MASTERS CERTIFICATION POINTS

AHLC MEMBER SPONSORED EDUCATION

JON RENAU MASTERCLASS: CLIENT JOURNEY + MARKETING September 15 - Atlanta, GA October 20 - Dallas, TX This class will lead you through the journey of the hair loss client, providing you and your team with actionable steps to engage the client of today. Learn how to elevate your client consultations, provide hair loss solutions for every stage of hair loss, while offering the best possible client experience. The CORE Masterclass program allows you to further your knowledge and expertise in alternative hair, setting you apart as a professional in the industry. MASTERCLASS: CUSTOMIZING + SERVICING September 16 - Atlanta, GA October 21 - Dallas, TX This advanced education offers hands-on demonstrations to build and evolve your technical skills, while adding to your service offerings. Create client loyalty for your brand and business by learning how to offer custom ordering, cutting, in-salon coloring, human hair styling, and exclusive sizing alteration methods. Learn the skills that will elevate you as the expert that clients are searching for The completion of CORE Masterclass: Client Journey + Marketing is required

Call 800-462-9447 to reserve your spot. https://www.jonrenau.com/education-1

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

30 Issue 31, Autumn 2019

AMERICAN HAIRLINES

TWO-DAY NON-SURGICAL HAIR REPLACEMENT CERTIFICATION October 20-21 - Lenexa, KS (Kansas City) December 8-9- Lenexa, KS (Kansas City)

Included In The 2-Day Certification

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

Call 888-389-4785 to register.

HAIRUWEAR

ON THE ROAD TWO-DAY HANDS-ON WORKSHOP October 13-14: Lenexa, KS (Kansas City) November 3-4: Ft Lauderdale, FL Transform your business and elevate your skill with hands-on training by the industry’s best instructors. Our new extended program covers everything you need to know about wigs, clip-in extensions and hairpieces over two incredible days.

Day 1: MASTERING THE BASICS

• Hair Extension & Pieces Application - HANDS-ON • Shade Selection • Special Occasion Hair & Updos • Heat Styling Tru2Life® Fiber - HANDS-ON • Wig Construction • Wig Styling & Steaming - HANDS-ON • Stages of Hair Loss & Ready-To-Wear Solutions • Client Consultation • Cap Customization - HANDS-ON

Day 2: ADVANCED CERTIFICATION

• Human Hair Care & Styling • Restoring Tru2Life® Fiber - HANDS-ON • Thinning a Wig - HANDS-ON • Adding Bangs to a Wig - HANDS-ON • Point Cutting Techniques for Wigs - HANDS-ON • Coloring Trends & Application Techniques • Cap Customization - HANDS-ON • Customizing Hair Density - HANDS-ON • Tools to Develop Salon Service Menu Curriculum is subject to change

Call 888-389-4785 to register REGISTRATION: DAY 1 (Sunday) $175 per person, DAY 2 (Monday) $250 per

person, DAYS 1 AND 2 $400 per person (Save $25) DAY 2 POLICY: To participate in the extended education program on day 2, applicant will be required to have attended day 1 or a single day HairUWear On The Road workshop within the prior 24 months. Registration fee includes: Workshop Admission, Beverages and Lunch Provided, Hairuwear On The Road Kit Your complimentary Day 1 Kit includes: Lace Front Wig, Canvas Blockhead, Clip-In Extensions, Hairdo® Color Ring, Essential Care Kit, Styling & Customizing Tools, Training Materials, $500 Retail value! Your complimentary Day 2 Kit includes: 100% Human Hair Lace Front Wig, Advanced Styling & Customizing Tools, Certification Tool Kit, Advanced Training Materials, $900 Retail value!

The Voice of the AHLC

HAIR VISIONS INTERNATIONAL

For over 20 years, the Hair Visions International Hair Academy and & Regional Academy’s have excelled in enhancing both the technical and business sides of hair replacement to over 3,000 national and international technicians and studio owners. And now with the introduction of Head First Hair Loss Prevention and Scalp Therapy, studios across the country are increasing their client base while providing additional services to existing clients. Strengthen your business with beginner to advanced training and education. The Hair Academy and Capilia Head First’s innovative training classes will provide all the technical knowledge needed to excel in today’s market. We will teach the latest application and styling techniques for men’s hair replacement grafts, women’s hair augmentation, hair extensions and focus on clients who are experiencing the beginning stages of hair loss through trichology training. Get the edge on the industry. TWO DAY, HANDS-ON ON RITE/GEMTRESS HAIR REPLACEMENT CERTIFICATION CLASS November 3-4 - Hair Academy, Ft Lauderdale, FL ONE-DAY MEDICAL HAIR LOSS CERTIFICATION CLASS November 5- Hair Academy, Ft Lauderdale, FL Acquire a solid understanding of the advanced barbering skills to have success in creating today’s in-demand men’s hairstyles. Look and learn tutorial to create high fades, low fades, texturizing, pompadours and hair bonding applications methods. Limited class. REGIONAL HAIR ACADEMY September 22-23 - Hampton Inn, Schaumburg, IL (847-380-2155 Regional Hair Academy - Two Day Women’s Hair Replacement Class 30 million women suffer from thinning hair. Whether it’s medical or genetic, you can give her a beautiful full head of hair again! Gemtress’ Two-Day Women’s Hair Replacement Certification Class offers an in-depth curriculum with hands-on instruction. Learn the perfect type of attachment to resolve any woman’s level of hair loss. Our expert instructors will provide educational training for your staff that will empower them to offer this valuable service to your customers. HEAD FIRST HAIR LOSS PREVENTION & SCALP THERAPY CERTIFICATION CLASS October 27-28 - Ft Lauderdale, FL The Hair Loss Prevention and Scalp Therapy certification class will educate you on the causes of hair thinning, hair loss and general scalp ailments. The Head First Hair Loss & Scalp Therapy program is an in-depth two day training course that certifies your salon as a hair renewal center.

The Head First trichology program includes:

• Two day hands-on workshop • Diagnostic assessment package including the analysis edition software • A Head First Advanced Scalp Care & Natural Hair Start‑up kit • Center listing on www.HeadFirstPro.com and an invitation to join a private Head First Facebook group • Marketing collateral for your salon • Ongoing technical support and webinar updates Call 800-327-5555. Classes have been filling to capacity. Book Early!

NEED TRAINING? AHLC members now have immediate, 24/7 access to all levels of education from the very best in the industry, Our AHLC Vendor members. Just log into your membership account at AHLC.org and click Event Calendar.

INTERNATIONAL HAIRGOODS

INTRO INTO HAIR REPLACEMENT September 16-18 - Minneapolis, MN Expand your current services with solutions for those with hair loss. Learn the ABCs of hair replacement, from selling to choosing the best solution to creating loyal customers. Become a hair replacement specialist and start increasing your hourly income with this intensive 3 day hands on training. PRIVATE ISSUE BY CYBERHAIR CERTIFICATION A collection of wigs featuring Cyberhair, a high quality created fiber that is lightweight, fade-resistant and heat friendly. Each style is designed to allow you to personalize the finish to best suit your client. Offer your clients a new level of comfort and consistency by becoming a Private Issue by Cyberhair Retailer. Call for dates and availability CYBERHAIR CUSTOM DESIGNS CERTIFICATION Cyberhair is the superior fiber on the market. It beats human hair in its durability and ability to hold color, and beats synthetic fibers by its heat tolerance, love of water and lightness in weight. Cyberhair Custom Designs allows you to create a personalized solution for your client, no matter their needs.

Call for dates and availability MICRO POINT SOLUTIONS CERTIFICATION September 23-24 - Minneapolis, MN East coast and West coast dates and locations coming soon! The solution for clients in the early stages of hair loss. Micro Point Solutions is a safe, healthy way to add volume and density to your client’s fine, thin hair. This 2 day training will certify you as a Micro Point Solutions Retailer, giving you a one of a kind solution for your current clients and a great way to get new clients in the door. Call for dates and availability

Call 800-328-0311 for more information.

US TRICHOLOGY INSTITUTE

Hair Loss Practitioner Business Development Classes

2 DAY TRICHOLOGY TRAINING S eptember 22-23 , Charlotte, NC November 3-4 , Hartford, CT Learn more about hair loss, the latest hair loss services and treatments, and gain a great overall understanding of Trichology. Leave with the confidence and skills to move your business forward. Jumpstart your full Trichologist certificate. https://ustrichology.org/classes/two-day-classes/

USTI Clinical Training with New-Presbyterian Columbia University Medical Center

4 DAY TRICHOLOGY TRAINING October 20-23, New York, NY USTI provides Superior Clinical Training with multiple live models with NewPresbyterian Columbia University Medical Center, the #6 Hospital is the US, #1 Hospital in New York and the Top Hair Loss Research Center in the world. This is the only Trichology Program or Clinical Certified by an accredited Third party the America Medical Certification Association. No other Trichology Program can come close to give you the credibility you get with USTI, AMCA and with New York-Presbyterian Columbia University Medical Center as your Educational background. Class features educators like world famous hair loss researcher, Angela M. Christiano, Ph.D., FACMG; Dr. Ayyaz M. Shah, Triple board-certified Dermatologist; Dr. Candy Lewis-Williams, Doctor of Naturopathy and AMCA, USTI & IAT Trichologist; and William C. Blatter, Board Chairman USTI, AMCA and USTI Certified Trichologist and 2018 AMCA Trichologist of the year. Many of these instructors are at all or most our clinical trainings but each set of instructors change for each clinical and the October clinicals in New York are the only ones where we go to New York-Presbyterian Columbia University Medical Center for a day of training. https://ustrichology.org/classes/practical-in-clinic-training/

Call 518-220-1500 Issue 31, Autumn 2019

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