Beauty Industry Report June 2015 by Alter Ego Italy Salon Exclusive

JUNE 2015 volume 18

issue 6

Beauty + Hispanics: A love story By Tom Sheppard

A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ

highlights

2 New Age merges with Life of Riley 3 Lafayette Jones’ Multicultural Report 5 CosmoProf’s Spring Style Show rocks 6 Eastern Buying Conference makes moves 10 New colorpHlex prevents breakage 14 Alter Ego Italy grows in North America 16 Parodi Pro Care launches to U.S. salons 18 Cosmoprof Bologna grows 40% 19 Coty to buy P&G’s Wella 24

Mane St.

78% of distributors report higher sales

VISIT US ONLINE bironline.com CHECK OUT BIR’s 2015 BIG! Show Calendar! This is your industry’s newsletter, and BIR welcomes your feedback! Mike Nave, editor 818-225-8353 | mike@bironline.com facebook.com/BeautyIndustryReport facebook.com/MikeNaveBIR

by Mike Nave EDITOR

IP Nexxus Pro. Earlier this month, Unilever (TIGI) informed its distributors that the Nexxus Professional Hair Care brand—a line that broke new ground in salon retailing and made millions of dollars for distributors and salons alike—will be discontinued, effective June 30. Nexxus was innovative from its founding in 1979 by hair care pioneer Jheri Redding and rewrote the rules on salon retailing, giving salons a new and powerful source of income. But once the company was sold and the bulk of the brand entered the mass channel in 2005, the writing was on the wall. From speaking with distributors, I know that the end of Nexxus is a non-event for them and the industry from a financial standpoint; however, from an emotional and nostalgic point-of-view, I can’t help but wonder if this closing signals the loss of a great deal more than a brand for the industry. Regards,

ver-indulging in the beauty aisle is a common practice these days, especially as media continue to perpetuate beauty as a factor of individuality and success within our society. In fact, 94% of households in the United States buy products in the beauty category; but many consumers still think of them as discretionary expenditures, shown by a decrease in sales during times of economic uncertainty. However, sales in the beauty category are consistently increasing within the Hispanic population. So, why is this? Hispanic consumers often make purchasing decisions based on their culture’s strong connection with beauty. A recent Univision study showed that Hispanic women are extremely conscious of how they look on the outside, believing that it reflects their inner beauty and gives them more confidence. Hispanics are likely to spend more than the general market on hair care products, cosmetics and fragrances, accounting for approximately 14% of total U.S. sales in each category. The importance placed on beauty is not just limited to Latinas, but can be seen with Latinos, as well. In 2014, U.S. males increased spending in the beauty category; but Hispanic men, like women, are still outspending their non-Hispanic counterparts, buying items such as hair coloring kits, disposable razors and shaving cream. It is apparent that Hispanics have a high amount of purchasing power when it comes to beauty products that make them look and feel better. Since Hispanics are an extremely strong group driving growth in this category, beauty product marketers should be more attentive to them. Creating content and marketing materials specific to the Hispanic demographic will help businesses gain longterm, loyal customers. Beauty + Hispanics ...cont. on p. 2

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Beauty + Hispanics...from p. 1

The Hispanic demographic makes up about 17% of the total U.S. population and is quickly growing. With that in mind, businesses selling beauty products will need to maximize their strategy so that it aligns with Hispanic consumers. You might decide to utilize Latina celebrities to represent a product, as seen in campaigns by Pantene, CoverGirl and Gillette Venus. Or you might want to create a stronger presence on social media, which is a highly popular mode of communication for younger Hispanics. Some enjoy seeing content in both English and Spanish, while others prefer Spanish-only. Make sure you know as much as possible about your target consumers in order to determine the best way to reach them. It is predicted that in the next 10 years, the number of Hispanic women ages 18 to 49 will grow by another 3.2 million, representing one in every ﬁve women by 2020. Clearly, the signiﬁcance of the Hispanic market cannot be underestimated, and beauty products occupy a major space in their purchasing power. . ______________________________ Tom Sheppard is the vice president of business development—direct response at Listen Up Español. He is a 15-year direct response veteran in new business and client development who works with direct-to-consumer marketers by emphasizing the importance of the Hispanic market. He also services existing direct response clients to ensure they are pleased with Listen Up Español’s customer service, reporting and sales capabilities. Reach him at tom@listenupespanol.com. BIR invites you to become a Guest Columnist and give us your take on a relevant topic. For consideration, please send us your thoughts in about 475 words, plus a one-paragraph author bio and your headshot no smaller than 300 dpi at 5 x 7 inches to BeautyIndustryReportEditor@gmail.com. We will edit your column for style and space.

2 JUNE 2015

Research from Mintel shows that while 63% of U.S. consumers who have bought beauty products in the past 12 months did so to replenish products they use regularly, 29% did so simply to try something new and 20% bought a new product on impulse. What’s more, 15% bought products in response to an advertisement. • In hair care, one of the strongest trends has been the merging of hair and skin language and benefits in a new generation of hybrid products—for example, “co-washing” cleansing conditioners—which Mintel has been following as part of its “Mixologiste” trend for the past two years. • The men’s category is blending complexity with simplicity. While 86% of U.S. men want to keep their grooming routine as simple as possible, 24% of those who have appearance concerns spent more time on their skin care in 2014 than they did in the previous year, and 44% of 18- to 24year-old men used an average of 12 products in their grooming regimen. Mintel’s “Man in the Mirror” trend describes this further. • In skin care, today’s Selfie Generation wants camera-ready skin with the minimum of fuss. In fact, 28% of U.S. consumers want face makeup with skin-perfecting benefits and 59% would like skin care products that make them look camera-ready at all times. • Finally, Mintel’s “The New Night” trend examines the repositioning of night care to create the perfect sleeping environment for time- and sleep-starved consumers, and then to make the most of the shortened hours of sleep with products that work faster and harder. Highlighting this trend are masks for face and hair that are worn overnight to hydrate and repair. How many of these trends will you spot on the floor during Cosmoprof North America next month? For more information about Mintel’s trends, contact bpc@mintel.com.

In the Professional Beauty Association's (PBA) 2014 Biennial Distributor Benchmarking Survey, a majority of distributors (78%) reported higher sales and an overall greater outlook for 2015. In addition, 57% of reporting distributors said they offer sales staff automated ordering options. The median compensation for regional sales managers was found to be $75,000. Finally, a majority of reporting distributors expect greater 2015 year-end sales. Nearly 50 independent organizations participated in the survey. "The survey is a must read if you operate a professional distributorship in the beauty industry,” said Steve Neumaier, president of Goldwell New York and chair of the PBA Task Force responsible for managing the production of this report. “This comprehensive report allows distributors to identify areas in which their company excels or needs improvement instantly." Providing both quantitative and qualitative data, this comprehensive report includes information on nine primary business sections: sales, human resources, ﬁnancials, warehouse/freight, sales meetings, stores, education, advertising and promotion and technology. Separate sections on general business conditions and exit strategies for key company personnel are also included. "Benchmarking tools provide quick access to critical key metrics. The 2014 Distributor Benchmarking Survey report focuses on the essential ﬁnancial, management and operations data and practices of a distributor in the beauty industry," states Elizabeth Fantetti, PBA’s director of membership and association programs. "PBA members continually cite it as one of the association’s most valuable resources." The survey was sent complimentary to all participating distributors; other industry professionals can purchase a copy of the full report at probeauty.org/research. The results are $250.00 for PBA Business Members and $375.00 for PBA Individual Members. To learn more about this research initiative or to become a PBA member, call 480-455-3460 or visit probeauty.org.

from left: Kelly Huether, JC Ocana, Rene Santirzo and Bob Larson celebrate the merger of Life of Riley Salon Supply and New Age Beauty Distributors. Effective June 15, 2015, New Age Beauty Distributors officially became the first Life of Riley Salon Supply branded subdistributor and began the transition to the Life of Riley name and brands. Life of Riley is based in Doral, FL. Says Kelly Huether, president and cofounder of Life of Riley Salon Supply, "Although we have been in business in Florida for 20 months, we intentionally waited to expand to the Miami and South Florida Market until we could service that area effectively. With Juan Carlos “JC” Ocana and Rene Santirzo, we are very confident in their experience and relationships in the market to grow Life of Riley Salon Supply and the brands. They are a perfect fit for our locally owned and family operated business model." JC Ocana, president of New Age Beauty Distributors, adds, "We are excited about working together with Kelly and the Life of Riley team to grow the business in the South Florida Market. What made the difference from other offers we received in the past was Kelly and his team. They are truly passionate about helping salons grow their businesses, and this has always been our main focus as a company. This merger will benefit all of our customers, who will not only have the ability to purchase our current brands but also all Life of Riley's brands and future brands. Kelly is building a great business model based on top-quality

products with top-notch service, and we are proud to be a part of it." New Age Beauty Distributors was founded in 2012 and is a distributor of Amika, Pure Brazilian, JKS International, colorpHlex and about 15 other brands. It has 10 salespeople and one showroom in Doral, Fl. Life of Riley Salon Supply distributes Keune, AlfaParf, ColorProof, Macadamia Professional, Tressa and approximately 50 other brands. Founded in September 2013, it has rapidly grown to 46 employees and is currently partnered with six independently owned and operated sub-distributors. Through its network, Life of Riley Salon Supply currently services Florida, Georgia, South Carolina, North Carolina, Alabama and Mississippi. It has one showroom in Tampa, FL, and plans to open another in Orlando this fall. Visit lifeofrileyss.com. Morey Serouya, vice president of Future Industries, recently announced a new strategic partnership with Sprayco/MJS Packaging, a provider of spray bottles and travel/personal accessories. Future Industries will now be known as Allure Style Accessories and become a division of Sprayco/MJS Packaging. Morey will serve as the new division’s vice president. "Finding the right partnership didn’t come without its challenges, as it was critical to find a partner with a common vision and the unwavering focus necessary to take our business to the next level,” said Morey. “More importantly, it was essential to find a partner who shared the same values regarding our clients and how we service them. Our new owner, Sprayco/MJS Packaging, is a fifthgeneration, family-owned company with the resources that will allow us to move forward and hold true to our core values. I’ve been friends with Eric Seidel, senior vice president of Sprayco, for 30 years. “We are confident that our customers will notice benefits and opportunities from added resources in product development and customer service, expedited shipping and an always-in-stock policy,” he added. Reach Morey at 734-744-4953 or mserouya@sprayco.com. Visit sprayco.com.

Eufora welcomes Exclusive Beauty Supplies as its Southeastern U.S. distributor. The Fort Lauderdale-based distributorship, led by John Leone, owner, and MacDonald Kennedy, director of sales and marketing, will represent Eufora in Florida, Alabama and Mississippi. Visit eufora.net.

Cosmetologists Chicago has initiated a new award for business excellence by creating the Jerry Gordon Salon Business Leadership Award. “We named this award for a man who has led our association, led business Jerry Gordon (left) presents seminars his eponymous award to his throughout friend Frank Gironda. the world and has run a successful salon in Chicago for more than 50 years,” said Denise Provenzano, CC president. Jerry Gordon, now in his mid-70s, continues to see clients 5 days a week at his J. Gordon Designs in Chicago, with no intention of retiring. His business acumen, as well as his hairdressing talent and passion for the industry, are known worldwide. Jerry had the pleasure of presenting the 2015 Jerry Gordon Salon Business Leadership Award to his good friend and fellow leader in CC, Frank Gironda. Frank, who recently sold his Frank Gironda Salons & Spas in Naperville, IL, to his long-time business partner Chris Damolaris, also served on the CC Board of Directors, and as its president. News cont. on p. 4

JUNE 2015 3

The Beauty Industry Report Visit bironline.com News continued from page 3

The BBB Winner of Distinction in the Personal Services and Products category goes to NovaLash. The award recognizes businesses and non-proﬁts in the Greater from left: NovaLash’s Susan Houston Area Richie, Sophy Merszei and for their Beth Fetzer achievements and commitment to overall excellence and quality in the workplace. Visit novalash.com.

Nicole L. Mills joins Muk Haircare USA as a marketing and brand consultant. In this position, she will help grow consumer awareness of the Australian salon line in the American market. Nicole was previously the associate publisher of marketing for Cosmopolitan and Cosmopolitan for Latinas magazines. Muk is sold in more than Nicole L. Mills 500 U.S. salons and offers care and styling products. Reach Nicole at nicole@mukusa.com. Visit mukhair.com. Manda Ruff joins Macadamia Professional as global creative director. Using her 16 years of marketing and design experience in the professional hair care industry, she will lead the company’s creative direction. Manda's experience in design, creative direction Manda Ruff and visual communications includes 16 years at TIGI. In her new position, she will have creative authority for all Macadamia Beauty projects, managing all

phases of creative projects, including visual concept, design development and execution. In her spare time, Manda and her husband enjoy playing with their two children, ages 6 years and 7 months. Visit macadamiahair.com. Alterna Haircare has promoted two executives. John Powers is now vice president of sales and education, The Americas. He most recently served as area vice president, salon professional, North America. In his new role as part of the John Powers Alterna leadership team, he will collaborate on all strategic decisions with and for the brand. He joined the company in 2014 following leadership positions with both retailers and manufacturers, such as Lancome, Lord & Taylor, Goldwell and Beauty Systems Group. Most recently, he served as director of key accounts at Ahava. Jennifer Rattazzi has been promoted to area vice president, salon professional, North America. Most recently, she served as director of sales and education, west. In her new role, she will drive the brand’s business objectives across the salon professional Jennifer channel. She joined Alterna Rattazzi in 2008 and directed sales and operations initiatives across the western United States and Canada. She has 20 years of experience in sales and business development, previously holding leadership positions at BMW and Joico. Visit alternahaircare.com. Eufora welcomes Timothy Luke Humphries as business development manager. He is a 10-year veteran of the professional beauty industry. In his new role, Timothy will work with Prestige Salon Services and Timothy Modern Salon Services, Humphries focusing on customer satisfaction and brand awareness.

Also joining Eufora is Jeff Newton. As a business development manager, he will manage regional sales for the brand. Jeff has worked in the professional beauty industry for more than 20 years, starting his career as a manager at CosmoProf. Jeff Newton From there, he developed his sales skills with Sebastian and Wella. Most recently, he served as the national sales director of Joico and as the vice president of business development for Moroccanoil. Visit eufora.net.

John W. Saunders III, founder of Essential Med Tools, a national distributor of spa products and equipment, died on May 11, 2015, while on vacation in the Philippines. After attending the University of Texas, John held a number of sales and marketing positions. In the early ’90s, he moved to Los Angeles. There, he met the love of his life, Suzette Yap. In 2006, they relocated to San Antonio and started Essential Med Tools. John’s survivors include Suzette, his mother Judy Saunders, and his sister Leslie and her husband Rocky Reagan. In addition, John leaves many friends who were touched by his larger than life persona, big heart, and caring and compassionate nature. In lieu of ﬂowers John W. Saunders III and cards, Suzette requests that contributions be made to Monarch Academy at Morgan’s Wonderland, a school for special needs children that was very close to John’s heart. To learn more or contribute, visit monarchacademy.net and click on the “support Monarch” tab. News cont. on p. 20

4 JUNE 2015

The Multicultural Report

ocial media is trending at J. M. Products with the launch of the Black Magic body care line for men. “We know where the men are—online on Facebook and the Black Magic website,” says Reneé Black for J. M. Products. “That’s why we created a dynamic, nationwide digital campaign to bring this ground-breaking product to their turf. “The Black Magic website is designed to motivate consumers to sign-up and visit our website often, with an added incentive of a daily chance to win free full-sized products of their choice,” she adds. “They’ll keep coming back for more chances to win, and the more they come back, the more they’ll learn about this masculine product line.” J.M. Products engaged key members of its team to conduct in-depth research designed to help its developers understand what men really want. The continuation of this research will lead to more new and innovative products that have the potential to re-energize the men’s hair and body care markets. The line offers two fragrances, the Icon and the Legend, available in neighborhood beauty and barber supply stores. Visit myblackmagic.com. Cosmetic Answers’ website— celebraterelaxedhair.com—is promoting the beneﬁts of relaxed hair—a style choice worth celebrating. The website is dedicated to women who use hair relaxers. The company also launched social media platforms earlier in the year on Twitter @CelRelaxedHair and Instagram @celrelaxedhair. “The relaxed hair journey is unique to each woman, and it’s our goal to provide relaxer users with a supportive circle of women, along with styling tips and products to expand their styling options,” says Tabitha Odell, president of Cosmetic Answers. “We’re here to assist them in developing and maintaining a healthy hair regimen for their luscious locks. Celebrate Relaxed Hair!” The company will be offering sampling opportunities on its celebraterelaxedhair.com site to companies whose target audiences are women who use hair relaxer as a part of their hair styling regimen. Contact Tabitha at The Maximus Group at 912-228-4294 or todell@consumer-relations.com.

by Lafayette Jones

Global beauty brand Black Opal has introduced a multimedia campaign called “I Define My Beauty.” The campaign is aimed at empowering, engaging and inspiring women of all complexions to express their individuality and embrace their unique looks and defy stereotypes of beauty. According to the U.S. Census Bureau, the number of Americans who are made up of two or more races increased 32% between 2000 and 2010 at a minimum and continues to rise. Multicultural beauty is now more than a diversity catchall; it’s an evolution that addresses the multidimensional and multilayered needs of women whose ethnicities and cultures are mixing together, making up today’s blended beauty. According to Black Opal Artistic Director Merrell Hollis, “I Define My Beauty is about rejecting the stereotypes and myths that other people put on you. It’s a movement to educate women of all complexions, ethnicities and ages to take chances and feel confident—whether they go for subtle mauve or saturated fuchsia, the choice is yours, not someone else’s.” I Define My Beauty kicks off with a video featuring Merrell and other beauty professionals in New York City discussing their own definitions of beauty. The makeup pros tackle myths and stereotypes and discuss how their clients choose self-expression and creativity to make their own personal style statement, instead of relying on old-fashioned notions of beauty dos and don’ts. Throughout the campaign, Black Opal will encourage women to join in the conversation via social media by following the conversation on Twitter and Instagram @blackopalbeauty and participate by sharing their stories using the hashtag #IDefineMyBeauty. The campaign underlines Black Opal’s mission to celebrate the cultural heritage of every woman and to emphasize the brand’s long-standing focus and commitment to multicultural beauty in all its nuanced shades and tones. The movement embraces the new blended beauty landscape and Black Opal’s vast, luxurious collection of pigment-rich, skinenhancing, stay-true shades at an affordable price. Visit blackopalbeauty.com.

During a recent interview with Black Enterprise’s nationally syndicated program, “Our World,” global marketing executive, Charlene Dance discussed Strength of Nature Global’s positioning in the $700-million ethnic hair care industry. The company offers 12 valuebased brands that cater exclusively to the needs of women of color around the world. As the company’s global marketing director, Charlene is the strategic mind behind its rapid growth and innovations for iconic brands, including African Pride, Beautiful Textures, Dream Kids, Elasta QP, Soft & Beautiful Botanicals, Pro-Line and TCB. During her segment on the NAACP Image Award-winning program “Our World,” Charlene discussed the landmark sponsorship of the international women’s charity Dress for Success. This year, Strength of Nature will serve as title sponsor of Dress for Success’ signature fundraising initiative, Power Walk for Dress for Success. The 30-city event will launch in New York with subsequent walks scheduled throughout the year. Ultra Sheen Supreme Super Smooth Flat Iron Protection Spray eliminates frizz, leaving hair soft, silky and shiny. Designed for straightening natural, curly and relaxed hair, this ﬁne mist spray helps achieve professional results by protecting hair during thermal styling. Enriched with Mineral Complex and light conditioning silicones, the spray seals the cuticle layer, producing outstanding shine that won’t weigh hair down (8 oz./SRP $5.00). Visit johnsonproducts.com. Petal Fresh Botanicals Aloe and Peppermint Facial Cleanser combines natural herbal extracts and essential oils with aloe vera to provide clean, radiant skin. Peppermint and tea tree extracts add natural refreshing, antiseptic and antibacterial beneﬁts (6 oz./SRP $3.00). Visit biocreativelabs.com. Lafayette Jones is CEO of SMSi-Urban Call Marketing, a promotion and marketing company, and publisher of Urban Call custom publications. Contact him to share your multicultural news at 336-759-7477 or president@smsi-net.com. Visit smsiurbancallmarketing.com.

JUNE 2015 5

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CosmoProf’s Spring Style Show rocks

osmoProf’s Spring Style Show played to a packed audience at the San Jose, CA, Convention Center on April 12-13, 2015. The show’s legacy dates back to when West Coast Beauty Supply was owned by founder George Clark and his wife Mariam. Beauty Industry Report checked with the founder’s grandson, Jared Clark, now the general manager of Cricket, who told me that his father, Wayne Clark, said the first West Coast Beauty Show started 68 years ago in 1947. Wayne thinks the first show had six exhibitors and about 500 attendees. He was there as a five-year-old checking hats and coats working for tips. The current show was acquired by Beauty Systems Group when it purchased West Coast Beauty Supply a number of years ago. Following the philosophy, “If it ain’t broke, don’t fix it,” BSG, under its CosmoProf banner, has kept the show basically the same. That has paid off, as each year, the show’s robust attendance has ensured success for exhibitors and show management, and the Spring Style Show is one of the top distributor shows in the country. The Spring Style Show’s education is a huge draw for the salon professionals with a jampacked schedule that includes 33 manufacturer-sponsored classrooms. In addition, the Center Stage featured top talent, including Kim Vō; Martin Parsons; Wella’s Aubrey Loots; Kenra’s Robb Dubré, Laken Rose and Mirella Hullum; Scruples’ Charlie Price and Katie Nielsen; Paul Mitchell’s Robert Cromeans; Beth Minardi for Beth Minardi Signature; and Nick Arrojo. The show featured several special sections. • The Salon Design Center hosted salon equipment, design and financing services from Kayline, Belvedere, Rhino Salon Mats, Garfield International, Pibbs Industries, Collins Mfgr., Footsiebath, Modern Elements, Puresana (CosmoProf’s import line) and Beneficial Capital. Ken Krebs, owner of Beneficial Finance, told me, “For the past 25 years, our consultants have guided established and prospective salon owners through the decision process of determining the best way to pay for their

6 JUNE 2015

CosmoProf Spring Style Show San Jose, CA

by Mike Nave

vice president/full-service USA, shared, “The Connect Lounge is a space to connect with our customers, one-on-one. We present all the Exhibitor count: 105, including first-timers different tools and resources available through Be Professional, Cailyn Cosmetics, Cirepil by CosmoProf to help them succeed. We engaged Perron Rigot, Diamond Technical, Eclipse Hair our customers onsite with business Filler, FHI Heat, GIBS Grooming, Johnny B, The Lano Company, Obliphica Professional and TIGI. consultants, educated them on our local education and events in the surrounding areas, offered mini-manis by Morgan Taylor and See you next year: April 17-18, 2016. provided daily giveaways. We also had a charging station, and we brought top artists More info: cosmoprofbeauty.com. into the lounge to take photos and interact with our customers. It’s a place where beauty growth.” He added, “The San Jose Show is an ideal venue for successful, new and established professionals come together.” • The CosmoProf Value Center featured 18 salons owners seeking education, new ideas check out registers and tables piled high with and industry leading design guidance, as they overstocks, closeouts and buyer goofs. go through the process of selecting equipment • The Show Floor: The show floor’s large and furniture for expansions, remodels and main aisle split the new locations. floor in half and was CosmoProf does a appropriately named great job bringing “CosmoProf together the Boulevard.” The lineup manufacturers, of brands included designers and Moroccanoil; educators into one Aquage; Wella location. Headed Professional; Conair’s by Pete Davidson, Rusk, BaByliss Pro the CosmoProf and Satin Smooth equipment group brands; FHI Heat; offers everything Cricket; American from the highest Crew; Paul Mitchell quality and leading and its new Marula edge designed Oil; Farouk Systems furniture and Obliphica manufactured in Professional. Another the United States 35 brands, including and Europe to American inexpensive options International’s 12 for those on a Friends of the late Gill Godbold wore orange— lines, and many more tighter budget.” Gill’s favorite color—at the show in honor of show-only brands Reach Ken at his memory. exhibited. ken@bencap.com. When I stepped on the floor, my first Visit beneficialcapital.com. • In the CosmoProf VIP Room, a number of thought was about missing my long-time friend Gill Godbold, who died a few months before Cosmoprof’s exhibitors each had a boutique the show. Gill was an outstanding sales rep for exhibit area where they offered special VIP Dawson & Associates and wrote huge deals to Cosmoprof’s larger accounts. business with West Coast Beauty Supply for • Explaining the CosmoProf Connect years. In our distributor days, Gill was not only Lounge, Michael Heines, CosmoProf group

a superb sales rep who called on us for years, but a lovely man and terrific friend. Greg Peterson, who works with Oster, and a group of Gill’s friends and former business colleagues honored his memory by wearing orange—Gill’s favorite color—on the first day of the show. Hair care drives the salon business John Paul Mitchell Systems showcased its many ranges, including its new Marula Oil hair care line. New in the Awapuhi Wild Ginger line is MirrorSmooth, a system that makes hair instantly smooth, shiny and frizz-free. It features organic, lipid-rich awapuhi extract and a KeraReflect blend that seals the cuticle, eliminates frizz, adds intense shine and protects against damage from heat styling. The MirrorSmooth collection includes High Gloss Primer (3.4 oz./list $13.63), Shampoo (8.5 oz./list $10.50; 33.8 oz./$23.38) and Conditioner (6.8 oz./list $11.00; 33.8 oz./list $24.25). Visit paulmitchell.com. At Joico, the big news was the introduction of Hair Shake Liquid-to-Powder Finishing Texturizer. With a shake of the bottle, the liquid-to-powder texturizer turns into a micro-fine mist that amplifies hair with megavolume and fullness at the roots. Joico also debuted three new shades—ruby red, amethyst purple and sapphire blue—in the Vero KPak Color Intensity Crystallize Collection (4 oz./list $6.25 each) of long-lasting, semi-permanent Joico’s new color. Extremely Hair Shake concentrated Liquid-topigments allow for Powder Finishing exceptional vibrancy Texturizer. that lasts through 15 shampoos. The color reconstructs and protects, leaving hair in healthy, shiny condition. Contact Edie Williams, vice president of sales, at Joico’s new ewilliams@joico.com. Visit Vero K-Pak joico.com. Color Said Sara Jones, senior vice Intensity president and general manager of comes in three shades. Joico, “I observed a very enthusiastic group of attendees. This show is known for being a great selling

show, but it seemed even more robust this year. At the Joico/Minardi booth, we concentrated on an intimate, educational setting on the show ﬂoor, which worked to our advantage. We were able to connect with the stylists and provide quality education.” Bain de Terre launched two hair care collections—Shea Butter & Wild Ginger Damage Repair and Jojoba Oil & Exotic Orchid Glossing. Both collections are parabenfree and enriched with argan and monoi oils, which lavish the hair in soft, sumptuous, silky perfection. The Shea Butter & Wild Ginger Damage Repair collection features reparative Shampoo Baine de Terre (400 ml/SRP $12.00) and debuted Jojoba Oil and Exotic Orchid Conditioner (400 ml/SRP Glossing Shampoo, $13.50), infused with shea Conditioner and butter and wild ginger, Glossing Spray. which help repair the damage of 1 month of blow-dries. The Jojoba Oil and Exotic Orchid Glossing collection features Shampoo (400 ml/SRP $12.00), Conditioner (400 ml/SRP $13.50) and Glossing Spray (100 ml/SRP $14.00), which deliver 85% more shine. Reach Bruce Selan, Zotos vice president of sales, at bselan@zotos.com. Visit baindeterre.com. At Aquage, one of CosmoProf’s major exclusive brands, Dennis Lubin, CEO/president, told me, “This was a terriﬁc show following in the tradition of the old West Coast Beauty shows that attracted large crowds of salon professionals who came ready to buy! We had standing-room-only crowds both days, and we had a 20% increase in sales over 2014.” Dennis added, “Attendees were looking for new dress-work techniques with prom and wedding season just around the corner. We offered our newest DVD, the Aria Collection. It contains 16 new hairdressing styles and new techniques and was free with the purchase of a collection of our Aquage products for $75.00. The audience responded well to the Aquage Educational Team with its motto, ‘We come to show you how, not show off.’” Reach Dennis at dlubin@aquage.com. Visit aquage.com.

At Schwarzkopf, I chatted with Vera Koch, senior brand manager/color for BC Bonacure and Essential Looks. She reported, “Kim Vō, our Schwarzkopf Professional Global Blonding Ambassador, introduced the Business of Blonding, featuring our new BlondeMe Iconic Blonde Collection. The exclusive seminar was offered as an additional feature at the Spring Style Show. More than 600 fans discovered Kim’s business concepts, along with learning new techniques to take back to their salons.” Added Kim, “The collection combines the hottest blonde trends with the most common challenges we hairdressers face every day: ﬁrsttime blondes, color corrections, brunettes going blonde and of course, the fun pastels. It helps us create perfect iconic blondes every time.” Reach Vera at vera.koch@henkel.com. Visit schwarzkopf-professionalusa.com. At Smart Solutions, Dennis Bernard Campanaro, president/CEO, debuted Smart Solutions OnThe-Go Dry Shampoo. Dennis shared, “On-The-Go Dry Shampoo is packed with paraben-free nutrients and oilabsorbing ingredients such as chamomile and sage to provide weightless body and volume between styles. It features a sweet fragrance and a Smart competitive price (6 oz./ Solutions distributor cost $4.99, list launched $8.99/SRP $17.98).” Reach Dennis On-The-Go at dennis1bernard@gmail.com. Dry Shampoo. Visit dennisbernard.com. Beauty Perfection, LLC’s Curly Girl debuted at the show. Bethany Crellin, vice president of marketing, told BIR, “We previewed Curl Girl and are thrilled to be launching a complete hair care collection for textured hair, with carefully selected ingredients to moisturize and nourish the curly, coily and wavy hair categories.” She added, “Our Sparks long-lasting bright hair color has had so much success, we saw that there was another opportunity to address the needs of the textured hair community. We have a lab in Brazil that offers new hair care technology in this category, and we wanted to capitalize on this growing segment with the best products we can bring to market.” Spring Style Show...cont. on p. 8

JUNE 2015 7

The Beauty Industry Report Visit bironline.com Spring Style Show...cont. from p. 7

The new Curl Girl collection gives curls, coils and waves a boost of hydration. Curl Girl is created for curls, coils and waves. Each product has a boost of hydration and moisture, thanks to shea butter, tea tree oil, pumpkin seed oil and plant-based collagen. The product lineup includes Clean Curls Sulfate Free Moisturizing Shampoo ($10.99), Co-Wash Sulfate Free Cleansing Conditioner ($13.99), Clean Curls Daily Moisturizing Conditioner ($10.99), Unstress Deep Moisturizing Conditioner ($10.99), Unwind Thermal Protector & Detangling Mist ($13.99), Curl Control Curl Defining Mousse ($13.99), Moisture Fix Daily Shine Oil ($15.99) and Curl Girl Detangling Comb ($5.99). For more information, reach Bethany at bcrellin@beautyperfectionllc.com. Visit curlgirlhair.com. In addition to exhibiting My Amazing Hair Secrets, Stacy Kaufman, president/CEO of Performance Brands Inc., launched the company’s new certification course. Stacy reported, “We recently launched a certification course called ‘Blow Away Today’ with Bianca Nardi, which teaches stylists our 15 Steps to the perfect blowout, and have seen a tremendous increase in stylist acceptance of our My Amazing Hair Secrets styling products as a result. More than 1,000 stylists have been certified at the recent Cosmoprof shows. Best of all, it was a year ago at the San Jose show that we launched our first My Amazing Blow Dry Secret product. The accolades from stylists who first saw us then to now are amazing.” Reach Stacy at srk@performancebrands.com. Visit performancebrands.com. The male grooming trend was fueling the busy exhibits of Gibs Men’s Grooming Products and American International’s Woody’s Quality Grooming.

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Gibs’ CEO and co-owner, Brian “Gib” Long shared, “The Spring Style show and the other CosmoProf shows were extremely valuable for us for two primary reasons. First, we were able to meet, educate and talk to our customers about all of our products. The response to Mike Sharp, our ‘On The Road’ barber and educator, was over the top. In addition, we were able to get face time with the CosmoProf DSCs to give them ﬁrst-hand exposure to who Gibs is and what our brand and products are all about. “Our new Sharp Dressed Mane Shave Gel (4 oz./SRP $13.00) not only performs, but Gibs it features a great fragrance, debuted Sharp too!” Reach Brian at Dressed gib@gibsgrooming.com. Visit Mane Shave gibsgrooming.com. Gel. At Woody’s Quality Grooming Products, I chatted with Mark Moesta, American International Industries’ vice president of sales, who shared, “Woody’s Quality Grooming for Men has always focused on easy-to-use, straight-forward products that smell good but, more importantly, get the job Woody’s launched three done. beard essentials. Developed in collaboration with barbers and stylists, our professional-only brand is consistently on the leading edge of trends and quickly identiﬁed the growing trend of men’s facial hair as a key growth category.” Woody’s debuted 2-in-1 Beard Conditioner (4 oz./SRP $11.90), Beard Balm (2 oz./SRP $11.90) and Beard Oil (1 oz./SRP $11.90). Natural coconut oil, moringa oil and kukui oil multi-task to keep coarse whiskers smooth and groomed while moisturizing the underlying skin to prevent itching, redness and dry skin or beard-ruff. The essential oils in Woody’s Beard Oil create a deeply penetrating serum that is easily absorbed, so it doesn’t feel greasy. Reach Mark at mmoesta@aiibeauty.com. Visit woodysgrooming.com.

Chris Volek exhibited two brands of hair extensions—DreamCatchers and his newest brand, Hairlocs. DreamCatchers offered a training course called the “World’s Best Hair Extensions.” This 6-hour course covered extensions from A to Z. At the show, it was discounted 50% off, at only $250.00 for the full-day course and the complete tool kit, including lifetime certification, crimper, shears, razor, threader, swatch, training cylinders and a bundle of hair. Check out DreamCatchers’ new advertising campaign in the consumer magazine US Weekly. Reach Jamie Scruggs, operations manager, at jamie@dreamcatchers.com. Visit dreamcatchers.com. Hairlocs offers I-Tip, Tape, U-Tip and weft systems in a variety of textures and colors, including ombré, as well as extension tools and no certification. At the show, the company offered 10% off and free installation for stylists interested in getting their hair done and was fully booked. Visit hairlocs.com. Mia Kaminski, founder of Mia Beauty, told BIR, “Accessorizing the hair is back in trend… finally! This year is the ‘Year of the Goddess.’ We showed triple chain headpieces, chain head-wraps, flower halos and decorations.” Mia Beauty offers more than 50 styles with SRPs ranging from $10.00 to $50.00. Visit miabeauty.com. CosmoProf’s relationship with the Cricket company extends back to the days when CosmoProf acquired West Coast Beauty Supply from the Clark family, who also owns Cricket. Today, Jared Clark is Cricket’s general manager. Sean Duffy, Cricket’s sales manager, showed me The Centrix Heat Boss the new Centrix Heat Brushes allow stylists Boss Brush to control the heat during styling. Collection. The Centrix Heat Boss Brush allows stylists to take control of the heat and temperature release through its patent-pending Heat Force Dial. To style fine hair, keep the Heat Force dial open, allowing heat to escape. When styling medium to thick hair, keep the Heat Force Dial closed, trapping the heat in. For thick or coarse

hair, open the Heat Force Dial, then on high heat, point the dryer nozzle down the Lux Barrel, increasing the temperature, close the dial and style. The static-free, ceramic, tourmaline, ionic-infused bristles can take heat up to 570°F. Hair glides effortlessly through the chrome plated seamless barrel, producing a polished finish. Choose from three sizes: 1½inch brush/list $12.95, 1¾-inch/list $13.95 and 2-inch brush/list $14.95. The collection is available in a display of four of each of the three styles (list $167.40). Reach Sean at sduffy@cricketco.com. Visit cricketco.com. FHI Heat featured the Stylus, a thermal styling brush that heats up to 400°F and has the qualities of a hair brush. It allows a stylist to create volume, lift, waves, curls, bumps, flips and bends or use to smooth, touch up, de-frizz, style, re-style or control. The high-performance ceramic heater produces quick, even heating across the brush for long-lasting style results. Brush tips have six rows of short, sturdy, smooth nylon teeth for tangle-free glide and effortless styling. Tourmaline conducts heat for greater styling power and FHI Heat’s reduces static, locks in moisture and Stylus leaves hair shiny (list $99.00/SRP offers $139.00). Reach Shauky Gulamani, heat styling CEO/president, at from a shauky@fhiheat.com. Visit brush. fhiheat.com. Cortex officially launched its Be Professional tools at the Spring Style Show. The line features new Thermolon non-stick coating and is distributed exclusively by CosmoProf and Armstrong-McCall. Craig Miller, who recently joined the company as vice president of sales, told me, “Our 4 in 1 Curling Wand with four interchangeable wands enables stylists to achieve the perfect size and style curl. The wand features an 11-foot heat-resistant cord, which prevents burning cords that are exposed to the 450° barrel.” The BE Professional line also includes dryers, flatirons, curlers and brushes. Tools are packaged in Tiffany teal and gold gift boxes.” Reach Gregg Emery, CEO, at gregg@cortex-usa.com or visit beprousa.com.

At Jatai International, Kevin Wada, manager, debuted Heat Shields, which allow you to handle the hot end of an iron without getting burned. They come in two sizes: S/M and M/L (SRP $9.95/pair). For an introductory price of $6.95, visit jatai.net/heatshield.com. One of the beneﬁts of covering shows is running into people from my past. Pete Carroll, who has been working for Andis for an eternity, used to call on my family’s beauty distributorship. He showed me the new Andis ProFoil Lithium Titanium Foil Shaver (SRP $72.98). It’s powered with a lithium-ion battery for up to 80 minutes of run time on a single charge. Its tiered head features two rows of cutting blades housed under individual gold titanium hypoallergenic foils that maintain their shape better and last longer. Replacement foils and cutting heads with replacement foils are also available. Contact Karen Formico, vice president of marketing, at kformico@andisco.com. Visit andis.com. Oster Professional debuted the Octane Cordless Clipper (list $384.99). “This heavy-duty clipper can be used without the inconvenience of cords in and out of the salon. The lithium ion rechargeable battery provides twice the running time of a regular battery, allowing for longer cutting time between charges,” said Gordon Andrews, Eastern regional manager. Reach him at gandrews@jardencs.com. Visit jardencs.com. Betty Dain featured the Colortrak Balayage Board & Brush Kit (list $9.95), which helps Oster showed colorists perfect their freehand coloring. Steve Berry, regional the Octane account manager, said, “The Cordless Balayage trend is only the gateway Clipper. to more and more free and creative coloring techniques, and the Balayage Board & Brush Kit is the ideal companion for this skill.” Reach Laura McCabe, director of marketing, at lmccabe@bettydain.com. Visit bettydain.com or colortrak.com. Hempz featured its Oh La La! Collection, a CosmoProf exclusive. The collection includes Enchanted Grapefruit Sorbet Herbal Body Moisturizer (16 oz./SRP $19.95), Enchanted Grapefruit Sorbet Herbal Body Moisturizer

(2.25 oz./SRP $5.99), Sweet Black Orchid Herbal Body Moisturizer (16 oz./SRP $19.95), Sweet Black Hempz Oh La La! Orchid Herbal Collection is exclusive to Body Moisturizer CosmoProf. (2.25 oz./SRP $5.99), Wild Pomegranate Brulee Herbal Body Moisturizer (16 oz./SRP $19.95), Wild Pomegranate Brulee Herbal Body Moisturizer (2.25 oz./SRP $5.99), Raspberry Crème Soufﬂé Herbal Hand & Foot Crème (3.4 oz./SRP $9.00) and Sweet Black Orchid Hydrating Herbal Hair & Body Mist (3.4 oz./ SRP $9.00). At Amino Genesis, Bill Sharp, national sales manager, showed a new addition to the line, Marula All-In-One Premium Facial Oil (.05 oz./SRP $59.95). Marula oil protects against ecological stressors that can lead to ﬁne lines, wrinkles and other signs of premature aging. It has a higher level of omega 9 fatty acids and antioxidants than argan or grape seed oil and is ideal for all skin types. Reach Bill at bsharp@aminogenesis.com. Visit aminogenesis.com. After the show, I checked back with Michael Heines, who told Marula me, “CosmoProf delivered an All-In-One exceptional 2015 Spring Style Premium Show. New vendors such as Sexy Facial Oil Hair, Marula, TIGI, Schwarzkopf protects Professional, Obliphica all skin Professional, FHI Heat, GIBS types. Grooming, The Balm and more widened the shopping and education experience for our customers. We had special classes from top global artists Martin Parsons and Kim Vō, an American Crew Shaving Class, Product Club’s hot Balayage class and amazing stage presentations from Farouk Systems, Rusk, Aquage, Joico, Beth Minardi Signature, John Paul Mitchell Systems, Cricket, Wahl and many more.” Next year’s show is April 17-18, 2016. Reach Michael at mheines@cosmoprofbeauty.com. Visit cosmoprofbeauty.com.

JUNE 2015 9

The Beauty Industry Report Visit bironline.com

Eastern Buying Conference makes moves by Mike Nave

he Northeast Beauty Rep Association (NEBRA) moved to the Garden State Exhibit Center in Somerset, NJ, for its 2015 annual Eastern Buying Conference on April 18-19, 2015. The Holiday Inn across the street served as the show’s headquarters, with the overflow at the Doubletree, which was connected by a walkway. Just 30 minutes from Newark airport, the new location was a big improvement over the 2014 show’s Atlanta City venue, but still not perfect. Each of the major rep organizations—BTB Sales and Marketing, Inc., CFN Beauty Representation, Jay Halaby & Associates, The Kirschner Group, Inc., VNC Sales & Marketing and Gerry Udell, Inc. had a row or part of a row for the companies they represent. There were 110 companies exhibiting based on the exhibitor list. American International Industries had the largest space, followed by Helen of Troy, Zotos, Conair, Fromm and Spilo Worldwide. As an incentive to get beauty store and distributorship owners to attend the Eastern Buying Conference, NEBRA offers free food and drinks at dinner and a buffet lunch. The first night featured an open bar and complimentary hors d’oeuvres and the second night again had an open bar and NEBRA recognized complimentary dinner. Patty Paletto for her During the dinner, work in producing NEBRA recognized Patty the Eastern Buying Paletto, who works with Conference. both the NEBRA and the Western Beauty Reps Association to organize their shows. Eddie Berger, principal at BTB Sales & Marketing, stated, “Patty has worked with NEBRA and the Eastern Buying Conference for 10 years. From her first day, she took over all responsibilities as the liaison between the Eastern Buying Conference and Western Buying Conference and the hotels/ convention centers. She has done an outstanding job working out booth placement, running the show smoothly, organizing the

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food, finalizing payments, getting the payments to each of the facilities and coordinating the manufacturers’ requests, reps’ responsibilities and customers’ show registration. Patty is honest, trustworthy and an extremely hard worker.” Reach Eddie at eddieb@btbsale.com. Peter Garzone, president/owner of Professional Salon Concepts, a major Northeast-based distributor, made an accurate observation about distributors and rep groups while we were having a beverage, stating, “The industry is getting older, and there needs to be an infusion of younger people.” His spot-on remark points out the need for these organizations to seek out new blood aggressively! The following are some show floor highlights. American International Industries’ Ardell brand showcased its new Professional Floor Stand (list $1,342.00) for its false eyelashes. This rotating lash stand allows customers to view a wide spectrum of lash styles, effectively promoting false eyelashes and increasing sales, while still conserving floor space. Ardell With its huge selection (347 units showed its with 54 different skus) of false new Professional lashes and accessories. it Floor Stand generates impulse sales. for false China Glaze debuted lashes. Cheers!, its Holiday 2015 collection of nail polishes in glitters, creams and shimmers (SRP $7.50 per bottle). The collection also includes holiday gift sets and nail art kits, giving The China Glaze beauty stores extra Cheers! collection offers glitters, creams sparkle and shine and shimmers. to offer their customers. The collection will be available in November. Visit chinaglaze.com.

A perennial fashion and beauty trend, neon is a must-have for summer style. One of the easiest ways to wear the look is neon polish. EzFlow is set to capitalize on this with TruGel offers the neon shades of the launch TruGel polishes that consumers of Neon want for summer. Days, its first neon collection of TruGel gel polishes. The collection features five hot shades and a new prismatic topper that can be worn alone or over any favorite summer gel to create shimmery dimension. They’re available as open stock colors or as a kit that contains five gel polishes, one prismatic gel polish topper and 180 pieces of white hot nail art bubbles (list $83.90). Visit ezflow.com. At Betty Dain Creations, Steve Berry, regional account manager, featured the 2015 Limited Edition Nautic Collection fashion bag deal. It’s a perfect-for-summer collection that includes one canvas tote with a color block design, rope handles and magnetic snap closure; one 4-pack of dual-colored Croc Clips and one sailorstriped styling cape Betty Dain Creation’s Limited Edition made of lightweight, Nautic Collection water-resistant features a polyester with snap fashionable reuseable closure (list $29.99). For canvas tote that more information, stylists and clients can use all summer reach Steve at long. sberry@bettydain.com or Laura McCabe, director of marketing, at lmccabe@bettydain.com. Visit bettydain.com.

Earthly Body debuted its Mȧrrȧkësh Color Lisa, said, “We launched these two products to create the ultimate support group Care Shampoo, Color Care Conditioner and for hair. They are infused with our original Color Care Leave-In Crack formula to smooth, protect, de-frizz Detangler Spray, plus and add shine to all hair types. We have also the new Mȧrrȧkësh created a TSA-compliant travel kit, which Style Products—Curl Bianco Brothers offered new nippers includes 3-oz. sizes of the shampoo and Cream (4 oz./list with a double or single spring. conditioner, along with a 1.25-oz. tube of our $8.00; SRP $16.00), original Crack styling aid, packaged in a Volumizing Spray (4 reusable vinyl case.” Reach Lisa at oz./SRP $12.00) and At Bianco Brothers, brother Vincent lminuto@prolocksusa.com. Visit Styling Gel (8 Bianco has recently taken over the beauty New Mȧrrȧkësh Curl Cream turns frizz prolocksusa.com. oz./SRP $12.00). markets, after working as the company’s into body and Sande Zatt, director of Mȧrrȧkësh Curl national sales manager for its surgical/dental maximizes curls. sales for Zadro Products, Cream turns frizz into division for the past 10 years. Inc., showed me Zadro’s Vincent showed me the company’s featured body and gets the most out of natural curls. LED Lighted Vanity Alcohol-free, this organic hemp seed oil and items—nippers with a double spring or single Mirror (SRP $119.99), argan oil enriched formula provides a glossy spring (list $32.00 each) and a new economy which is mounted on an shine and silky finish that helps create a line of cuticle nippers offered in medium jaw elegant pedestal with a flexible hold. This concentrated formulation or small jaw, double spring only (list $22.00 satin nickel finish with doesn’t require more than a dime-sized each). Reach Vincent at biancob@aol.com. rechargeable battery and USB application. Reach Laura Sweet, sales Visit biancobrothers.com. port. The rechargeable battery manager, at laura@earthlybody.com. Visit Delagar/Belcam Inc. offers body care allows the mirror to be cordless marrakeshhaircare.com. products, fragrances and and portable. The USB port Cailyn Cosmetics debuted its Oh Wow beauty tools to the offers a convenient Cosmetic Brush. Through its velvet-like beauty industry. Its key charging station, so bristles and densely packed ultra-fine brands are Bath Therapy, you can charge your Spring Fresh, Parfums fibers, this brush provides an airbrushed phone while effect, with an immaculate streak-free Belcam, LUXE applying your touch. It features a domed, angular-shaped Perfumery, Fire and makeup. The LEDs surface for blending foundation, powder, Denco. Belcam is an illuminate the face cream, moisturizer and primers seamlessly into employee-owned The new Zadro LED Lighted the skin. The pointed tip fits perfectly company and Vanity Mirror comes with a at any angle and consume up to underneath the hollows of the eyes and helps proud to supply USB port that lets you charge your phone while 70% less energy contour facial features. The sturdy, selfproducts that are The Denco Brow Tamer you apply your makeup. than regular bulbs. standing handle with a slip-off cap prevents made in the United Display features This vanity mirror bristles from germs, dirt and dusts, making this States. colorful packaging and features dual 10x and 1x magnifications. Reach makeup tool the ultimate travel companion John Wynnik, educational copy to increase impulse sales. sales manager for the Sande at sande@zadroinc.com. Visit (SRP $28.00). Reach Jin Kim, CEO, at zadroinc.com. jin@cailyncosmetics.com. Visit Ultra/Denco line of New to the professional beauty field is implements, featured the Denco Brow cailyncosmetics.com. Giovanni Hair. But before there was a brand, Tamer Tweezer Display, featuring 24 At Prolocks, Lisa Minuto, director pieces (list $965.76). These of marketing and client there was a pioneer. Arthur Guidotti, who had a vision and a love for all things hair. He ergonomically designed tweezers services, showed me developed his passion as a hair stylist in have cushioned finger pads and a the new additions to Hollywood and Beverly Hills, working with hair slant tip that keeps brows under the Crack line—Clean control and tweezes away unwanted styling icon Gene Shacove. He was also good & Soaper Shampoo hair. Available in six bold colors, each friends with the father of hair color, Al Lapin. and In Treatment tweezer comes with a protective By the 1960s, Arthur decided to open his own Conditioner (each tube for safe storage and travel (list salon, On Sunset. The salon was a bustling product/3 oz./list $3.99). Reach John at 800-328-3008 site, on the famous Sunset Strip, and a hit with $4.50, 10 oz./list Crack added Shampoo or jwynnik@delagar.com. Visit many of the Hollywood celebrities, including $10.00, 33.8 oz./liter list and Conditioner to its delagar.com. Lucille Ball. $20.00, travel kit/list $12.50) original formula. Eastern Buying Conference...cont. on p. 12

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The Beauty Industry Report Visit bironline.com Eastern Buying Conference...cont. from p. 11

Already popular in the natural market, Giovanni hair care is now available to the professional beauty industry. With time, Arthur’s hands began to react to the products he used in the salon. He tried product after product in search of one that would not cause a reaction to his skin. When he couldn’t ﬁnd one, he created his own. By 1978, Arthur and his business partner, Peter Stathis, had founded Giovanni. Arthur’s son, G. James Guidotti, was only 8 years old. Growing up in salons and the beauty industry had created an impact on the way James saw and felt about hair care. James wanted to be the one to inject style into natural products. His vision was to create his own fashionforward company to meet the needs of the natural consumer. Fast forward to the present and Giovanni Hair Care is now marketing in the professional beauty market sector. New at the show was the 2chic Repairing Collection with blackberry and coconut milk. The collection includes Repairing Shampoo, Repairing Conditioner, Repairing Leave-In Conditioning and Styling Elixir, Repairing Intensive Hair Mask, Repair Super Potion Hair Oil Serum, Repairing Body Wash and Repairing Body Lotion (SRP $7.99 to $8.99). Nicole Far, business development manager, told BIR, “Our 2chic Repairing Collection’s exclusive dual repairing complex of antioxidant-rich superfoods revitalizes damaged and over-processed hair. We combine blackberries, which are naturally rich in antioxidants, omegas 3 and 6 and vitamins A and C, with coconut, which is rich in essential fatty acids, to reduce protein loss and restore moisture to hair and scalp, leaving hair with nutrition and replenishment.” Reach Nicole at nfar@giovannicosmetics.com. Visit giovannicosmetics.com.

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Bart Simon, president of Phillips Brush, showed me two new brush ranges—Phillips Smoothies and Phillips Glider. The Phillips Smoothies Series (list $8.50 each) is available in square paddle and oval cushion brush styles with tipped nylon bristles infused with argan oil from Morocco and keratin. The infusion of vitamin E and protein helps promote vibrant, healthy hair, while helping to strengthen and repair damaged hair. A 12-piece counter display is available. The Phillips Glider brush (list $8.00) features a bi-level ball tipped filament, so the top level penetrates the hair and the lower strand smoothes and finishes. The Glider nylon filament is also infused with Moroccan argan oil and keratin. Bart told me, “These Phillips Smoothies feature brushes tipped nylon bristles infused represent a step with argan oil and keratin. forward in technology, as this is the first time manufacturers have been able to infuse nylon bristles with protein and oils that help to strengthen and repair damaged hair.” Bart added, “I thought that show attendance was good and that it was a more accessible location for distributors in the New York Metropolitan area than Atlantic City. I was able to open new accounts and see many existing accounts. The Eastern Buying Conference is important because many of the smaller distributors in the Northeast do not attend Cosmoprof, and many times the Eastern Buying Conference is the only opportunity for face-to-face meetings.” Reach Bart at bsimon@phillipsbrush.com. Visit phillipsbrush.com. Dukal launched two masks for manicurists. The Carbon (charcoal) Earloop Face Mask filters airborne particles and removes fumes and chemicals. The Pink Ear Loop Face Mask provides comfortable face protection during nail and spa procedures. Reach Jean Swanson, vice president of health and beauty, at jswanson@dukal.com. Visit dukal.com.

At Toppik, Kristie Barge, marketing manager, showed me the new Toppik Root Volumizing Spray (5 oz./SRP $19.95). This invisible, lightweight dry finishing formula creates body and absorbs excess oil, making it a volumizing styling product and dry shampoo in one. Reach Dan Shorts, vice president of sales, at dan@toppik.com or Kristie at kristie@toppik.com. Visit toppik.com. Wahl launched its Hot New Lather Machine (SRP $159.00) Toppik Root and Cordless Magic Clip Volumizing Ultimate Fade Clipper (SRP Spray is a $99.00). Lance Wahl, director 2-in-1 of sales and marketing, said, product. “With men’s grooming being hot plus barbering’s popularity skyrocketing, we want to be the first brand you think of when it comes to barbering.” The Hot Lather Machine joins the Wahl ’19 line, which focuses on men’s grooming and finishing needs for all hair and skin types. It heats lather, comes with an extra pump and a 12-oz. bottle of Wahl ’19 Liquid Lather (12 oz./SRP $9.00). Wahl’s lather is selflubricating to prevent the razor pulling or skipping for a smooth, even shave. Wahl launched The Cordless Magic Clip its Hot Lather has a stagger-tooth blade Machine. for creating precision fades and blends, which is not available on any other Wahl tool. The clipper features a 5-star adjustable bottom blade, a 90-minute battery life and a taper lever. The Cordless Magic Clip is lightweight, at only 10.2 oz., with a powerful, yet quiet, rotary motor. It comes with eight attachment combs, oil, cleaning brush, red blade guard and recharging transformer. Reach Lance at lancewahl@wahlclipper.com. Visit wahlclipper.com. Award-winning UK celebrity hairdresser Richard Ward has launched his Tangle Angel professional detangling brush line to the U.S.

processes last longer while they protect market. Sold in more than 35 against UV and thermal damage. Visit countries, Tangle Angel us.richhaircare.com. features an undulating I checked in with some of the major rep combination of firms’ principals for their takes on the show. long, medium Eddie Berger, partner at BTB Sales & and short Marketing, said, “For a new venue, it was a bristles that VERY positive show! Manufacturers who did effortlessly not have cars had access to the hotel’s detangle hair. three vans, which took people to Ergonomicallyrestaurants and the train station for access designed with into Manhattan. Upon return to the station, stylists in mind, the van picked them up and brought them Tangle Angel's back to the hotel. Speaking of the hotel, anti-static, antiTangle Angel’s counter display $99.00 per night in a Holiday Inn is not so bacterial and makes impulse retailing easy. bad!” heat-resistant He added, “On Friday night, we had open properties allow them to be used on either bar with wings/chicken fingers/pizza/hummus wet or dry hair and even during blowouts, and more. As you know, the Eastern Buying reducing styling time. Tangle Angel is available Conference provides breakfast, lunch and in a variety of styles, including special designs dinner on Saturday. I am sure you heard the for travel, kids and pets (SRP $9.99 to $19.99). rave reviews. The DJ was awesome. The night Reach Steve Hirschmann at was supposed to end at 9:30 p.m., but Patty shirschmann1@comcast.net. Visit contracted for an additional 2 hours because tangleangel.com. so many distributors, manufacturers and reps At Rich International Hair Care, Steve were on the dance floor. Who else does this Hirschmann, vice president of sales and for their customers and business development, told manufacturers? Only the BIR, “Rich fills the void for Eastern Buying an affordable professional Conference!” Reach brand, providing the Eddie at product performance of a eddie@btbsales.com. luxury line at a reasonable Gary Fishkin, price point. The line is now principal at CFN Beauty available nationwide, Representation, shared, through six distributors and “The Eastern Buying three regional chains and Conference provided a growing." He added that the company recently Rich International Hair Care showed great opportunity for us its Argan Colour Protect Line. to meet with our retained CFN for manufacturers and customers in a convention representation on a national level. The Rich Argan Colour Protect Line features center environment with full-size booths and nice wide aisles. Our customers have limited Shampoo (8.45 oz./SRP $11.99), Conditioner face-to-face access with manufacturers, so this (6.75 oz,/SRP $12.99), Therapy Mask (4.05 is a great venue for everyone to get together oz./SRP $17.00) and signature Argan Oil Elixir to plan ahead and see new and exciting items (2.3 oz./SRP $18.99). All are infused with and promotions.” Reach Gary at luxurious botanicals and precious oils (such as gman854@aol.com. argan, coconut, sweet almond, olive and Jane Caris, president of The Kirschner linseed) and boosted by restorative proteins to Group, told me, “Our Northeast team help condition, nourish and restore colorattended the Eastern Buying Conference with treated hair to radiant shine and health. They a full list of appointments and ready to write are sulfate- and paraben-free and help business. Our manufacturing partners colored, processed, relaxed or highlighted

supported the event with outstanding promotional opportunities that were met by our customers with enthusiasm. The Eastern Buying Conference gives our customers an important late spring opportunity to make special purchases and promotional buys, plus the new venue made the show much more accessible.” Reach Jane at jane@kirschnergroup.com. Gary Udell and his brother Glen are the senior partners at Gerry Udell Inc., the rep organization exclusively covering the Northeast and one of the professional beauty industry’s longest operating sales organizations. Gary told me, “Overall, the show was a success, but it needs signiﬁcant changes next year in order to remain viable for both manufacturers and distributors. The hotels and convention center provided a nice combination for the show. However, the location was not convenient for everyone, and the feeling among the reps is that the location has to be nearer the NYC metropolitan area to draw more customers. We hope to move the show back to the Meadowlands, which is more convenient.” Reach Gary at garyudell@gerryudell.com. Visit gerryudell.com. Added Jay Halaby, president of Jay Halaby and Associates, “We enjoyed spending time with our customers and manufacturers and welcome the opportunity to get them together under one roof, as it only happens a few times per year. We welcome any opportunity to present our brands.” Reach Jay at jay@jayhalaby.net. Patty Paletto provided the following news that should make everyone happy. Next year’s Eastern Buying Conference is scheduled for April 9-10, 2016, back at the convenient Meadowlands location at the renovated Hilton Meadows (formerly the Sheraton Meadowlands Hotel) in East Rutherford, NJ. Patty told me, “We will be hosting a Casino Night after the Saturday night dinner. Also, remember, we will reimburse attendees for one room night per distributorship if the business address is 75 miles or more from the hotel plus provide a travel reimbursement of up to $100.00.” Reach Patty at easternbuyingconf@verizon.net or visit easternbuyingconference.com.

JUNE 2015 13

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New colorpHlex prevents hair color related breakage

ith the beauty industry being driven by “the next big thing,” companies are continuously pushing their R&D departments to develop exactly what that will be. Over the past year, the answer is anything that helps enhance the hair color service in professional salons. With hair color continuing to be the service that drives salons’ bottom lines, companies continue to launch products that help colorists color faster, keep the hair in better condition and help the color last longer. Enter colorpHlex, the new entry from Earthly Body, which promises to do just Kevin Wachs, that. Beauty Industry president of Report recently sat down Earthly Body. with Kevin Wachs, president, to get the lowdown on all the buzz. BIR: Welcome, Kevin. Before we talk about your newest hit, colorpHlex, please give our readers a brief overview of your company. Kevin Wachs (KW): Thanks, Mike. I’m going to use a beer analogy. Imagine that Earthly Body is Anheuser Busch. It is the parent company of manufacturers and distributors, including Budweiser, Bud Light, Michelob and others. We have several different lines of products, as well. They include Mȧrrȧkësh, which is an argan- and hemp-based hair care line; and the new colorpHlex line, which is a professional-only color additive in the color strengthening category. There are a lot of common denominators that run through all of our primary lines, with the most prevalent being the quality of the ingredients that we use. For example, we use natural ingredients where applicable across all of our lines. In the case of Mȧrrȧkësh, it has both hemp seed oil and argan oil. In the case of colorpHlex, it is a new hybrid of a vegetable protein. It deﬁnitely sets us apart from other companies. In addition, we have a mantra of “nos,” which are all of the ingredients that we don’t use in our products. It’s a long list that includes propylene glycol, parabens, harmful alcohols and many others.

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with enormous success is not just the classic BIR: How did you get to where you are today? thing about trying to walk the walk. I feel KW: My father and mother started selling conﬁdent knowing that we do walk the walk, no beauty products as a sort of side line to make a question about it. little extra money. It turns out that they were BIR: Let’s start with your new brand— very good at it, worked very hard and became colorpHlex. Why did you go in this direction? fairly successful in the beauty supply business, KW: Hair coloring is salons’ most important eventually opening several stores. service, but it is damaging by its very nature. That When I was quite young, I got involved to is nothing new. The repair of damaged hair in the make a little spending money. Although I have past has always taken place after the fact, using had many other interests, I just never left the re-constructors, masks, keratin treatments and beauty business, but instead became more and other products. more involved. As time went on, my knowledge Our new technology allows the repair to take of the business and the products grew. I also place at the exact same time as the coloring realized that my intimate involvement with the process itself. That is the story that we tell. The salon industry was giving me insight into what light bulb goes off for everybody when stylists needed professionally and what explained in this way. Here’s another example: consumers wanted. Let’s say you had a knee operation, and your The next step was to meet those needs and doctor in your pre-op meeting said, “We are wants by producing new products. Through this going to do a 3-hour operation and give you 6 experience and education, and a lot of hard months’ worth of rehab at the same time work, our company has experienced a great deal through the IV during the surgery, allowing you of success. to bypass the entire 6 months of rehab because In addition, we are a family business. My wife it was corrected before it happened.” Imagine and sons are very much involved in the business. the possibilities. We consider the people who work here as part ColorpHlex is the IV. You repair and of our Earthly Body family. When we bring a strengthen during the color process, so the new distributor into the fold, we welcome its damage never really even occurs. So it’s not like team into our family. It is an important part of the bonds are broken what we do and who then repaired. The we are. breakage never happens. It is sometimes This hybrid of vegetable hard to achieve that protein found in feeling of family and colorpHlex is not your community, but it is grandfather’s vegetable not just a marketing protein. It’s relatively philosophy to us. This new and has only been is really who we are around for about 2 and what we do. We years. have always been this Olaplex was the way. It’s not anything The colorpHlex Intro Kit contains enough product pioneer of this category that we sat in a for at least 16 color services. and we are coming to marketing meeting the dance after them, as is everyone. But we and said, “Let’s be this way, even though we think that we have a better mouse trap. Our really aren’t.” That wouldn’t be very authentic. natural ingredients are a plus, and our product is Anybody who knows us, knows that we are very affordable and easy to use. It is made by us, authentic people. We mean what we say. We do a company that has been in business in the what we do for good reason. We like to think professional beauty business for more than 40 that our hearts are big. We have been blessed years. We think that is a plus, as well. with enormous success. Part of being blessed

Those samples are seeds and, I gotta tell you, The whole category is booming, and from those seed are sprouting up fast! our understanding, they are all good products. BIR: What can we expect to see from We want to help advance the entire industry. It is long overdue. We tip our hats to Olaplex for Mȧrrȧkësh? being the pioneer. No one is going to corner the KW: We are really excited about a terrific market, but we are happy with our share. line extension that we are introducing at BIR: Tell me more. CosmoProf in Las Vegas, Mȧrrȧkësh for KW: We use a patented ingredient that is Men. It consists of a 2-in-1 Shampoo and scientifically formulated in colorpHlex that Body Wash, Conditioner, Shave Cream, reinforces bonds, improving the strength and Beard Oil and Molding Paste. Besides The new Mȧrrȧkësh for Men line features 2-in-1 Shampoo/ being great products formulated quality of the hair from the inside out. Body Wash, Conditioner, Shave Cream, Beard Oil and ColorpHlex penetrates, protects and specifically for men's grooming needs, strengthens the hair during the color and bleach Molding Paste, and debuts at Cosmoprof North America. they smell awesome. ColorStrong Complex that might be depleted by BIR: I know that giving back is important to process with ColorStrong Complex, a naturally the day-to-day abuse of styling, sunlight, derived vegetable protein molecule that helps you and your wife. Please tell me about it. pollution, etc. and maintain the amazing results reduce damage and breakage. What’s KW: We have a non-profit called the Get revolutionary about colorpHlex is that it actually of the in-salon service that they received. Together Foundation, which has been active for BIR: How are you distributing colorpHlex? reverts damaged hair back to its virgin strength. almost 10 years. Our events include a cut-a-thon KW: We have a great distribution network, That’s exciting on many levels, and hairdressers every Christmas. We support the City of Hope and some of those distributors have colorpHlex, are embracing it with open arms. and the Rock the Cure event. Our team just as well. However, colorpHlex is a salon-only A study we commissioned by Tri-Princeton participated in a 5K walk/run for CATS–Center Research Labs, an independent laboratory, found product involving salon-only services, so we for Assault Treatment Services—which is a have sought out some new distribution by that when colorpHlex Step 1 is added to a domestic violence organization. providing potential distributors with products to bleach formula, it leaves the bleached hair three BIR: Any final thoughts? test. Most of the distributors were immediately times stronger than bleaching alone. And when KW: We are growing in a big way. We moved followed by colorpHlex Step 2—the second part excited by the concept, the benefits and into our current warehouse 3 years ago. My wife advantages and, of course, the scientific proof of and I walked around the empty building and of the treatment performed at the bowl after product performance. Add to that the response shampooing—the hair is left as strong as virgin wondered how we would ever fill it up. Today, that they received from professional colorists hair. The two-step process does not affect color we are bursting from the seams. who tested the products and they said, “Let's formulas or require an increase in processing Our family is also growing. Our oldest son go!” There are a few areas domestically where times or developer levels. That is remarkable! just got married, so his wife is now our daughter, we are still trying to find the right match. What ColorpHlex is available in three kits. The and we have added two new key management has been amazing is our colorpHlex Intro Kit (list $25.00) people who have great industry backgrounds. international success, includes the 2-oz. bottle of Step Sandy Arias has joined us as director of and we are adding new 1 Color Strengthening Additive international sales and Scott Breed is on board countries at a surprising and a 4.5-oz. bottle of Step 2 as director of sales and marketing. We are going pace. After Color Strengthening to continue to build on this winning team, BIR: How do you Finish. There is enough product because we know that good people make a support your in the Intro Kit to do at least 16 good company and a good company provides distributors? colors. good products and good service. KW: We are The colorpHlex Professional It is all fun and challenging. Our goal is to be committed to doing Kit (list $47.00) contains two of able to handle growth and have our spot in the Step 1 and Step 2. We also marketplace. There are lots of challenges to The colorpHlex Home Care Kit keeps color everything that we offer a Salon Kit that contains vibrant and hair strong between color services. can to help them. running an honest business with integrity, but we Not being the first 500 ml of Step 1 and 1,000 ml insist on that. At the end of the day, we know product in this category, we believe that the of Step 2 (list $130.00). we did it the right way and treated people the best thing we can do is take the cost and risk BIR: Are there home care products? right way. That’s what matters to us. KW: We have developed a home care kit that factors out of trial. No matter how good a For more information, reach Laura Sweet, product is, if you can't get it into potential users’ includes colorpHlex Shampoo, Conditioner director of domestic sales, at 877-EB4-HEMP, hands, they will never discover it. To overcome and Leave-In Treatment & Detangler 877-324-4367, 855-PHLEX-IT or that, we provide our distributors with free (kit/SRP $30.00). These products contain laura@earthlybody.com. Visit earthlybody.com samples, which they provide to their salons. ColorStrong Complex to restore any of the and colorphlex.com.

JUNE 2015 15

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Alter Ego Italy Salon Exclusive expands in North America

merchandising, including point-of-sale displays Quality products made in Italy: Our expert or more than 25 years, Alter Ego Italy Salon research and development team is continually at and materials, in-salon tools, materials and Exclusive has been dedicated to the art of education—all elements designed to enhance the forefront of production, with more than 30 hairdressing and exclusive to professional the brand experience and awareness. years experience within our modern laboratories salons. With an established distribution network in Venice and Tuscany, where tradition fuses with BIR: Describe your ideal distributor. on the U.S. East Coast through European PC: We want aggressive partners who want innovation to develop next-generation formulas. Beauty Concepts and north of the border the tools to compete strongly in the market. We Professional: We offer North American through AEI Canada in Montreal, Alter Ego Italy have witnessed in these past years many salons a product line dedicated to them. Alter Salon Exclusive is broadening its horizons with a changes in distribution that have dramatically Ego Italy Salon Exclusive products will be sold new office co-located hurt the independent salons. Alter Ego Italy only to professional independent salons and with Bob Peel’s Bold 3PL wants to bring back the salon tools that stylists. We guarantee high performance in Hutchinson, KS. Fueled originally grew the professional salon industry. products across our color and wet lines, leaving by Bold 3PL’s resources In fact, we are relationship personified. Many the salon client smiling. and systems, the company of our distributors have enjoyed long-term Our focus is on education and giving is seeking new distribution partnerships of 15+ years with us. As I tell all new exclusivity to the salon. From the quality of our partnerships. potential partners, we are in business together. products and packaging to our education Beauty Industry It’s not you and me or us and them. We are services, we are all about the hairdresser, who in Report recently caught up Phil Clark, Alter Ego Italy’s North creating a partnership and we work together to turn, can offer a service that is unique and with Phil Clark, North American Director achieve success across the complete business unavailable outside of the salon. American Director, to platform, long-term and trusting. BIR: How do you position Alter Ego Italy in discuss the operation and plans. Currently in the North American market, the the marketplace? BIR: Welcome, Phil. Tell us about Alter Ego unfortunate trend for some brands is to sell to PC: We value Alter Ego Italy as a premium Italy Salon Exclusive. anyone and everyone. This really hurts the Phil Clark (PC): Thanks, Mike. Our philosophy brand, yet at an affordable price. Competition is independent salon and stylist. We will not sell strong; however, we urge distributors and stylists can be summed up in 4 key points: 1. We have Alter Ego Italy Salon Exclusive products to massto take the Alter Ego Italy challenge and passion for the salon industry. 2. We love the market retailers, discount stores or pharmacies. embrace a new and exciting direction. professional stylist. 3. We manufacture to the BIR: What type of salons are the best partners We are competitive and confident in highest standards premium quality hair color and for your brand? delivering what we hear and believe is missing wet lines from Europe. 4. We sell only to PC: We are looking for salon owners who from today’s market. It goes beyond a bottle of professional salons. Let’s drill down into each of want to double their income. We provide shampoo or a tube of color. It’s about delivering those points. products that deliver what the stylist says they a quality 360-degree salon exclusive experience. Passion: As part of the Pettenon Cosmetics will. Today’s independent salon is competing BIR: Tell me about your distribution model. Group, we have been developing quality against drug stores, franchise salons and discount What can distributors and salons expect from cosmetic hair care products for more than 60 stores. We want to bring salon exclusive your company? years. This tradition has been handed down over positioning back to the North American the years and is renewed daily through our salon. mission of applying science BIR: Tell me about your key products. and cosmetic technology to PC: We cater to a vast range of salon produce European quality services, leaving no stone unturned and see salon exclusive hair care ourselves as a full-service product provider. products. Love: We love the The Be Blonde range offers service and retail products to illuminate blondes. Over the past several years, we have introduced a number of new and exciting independent salon and products that have set industry standards. PC: Our partnership model is really focused stylist! The prime aim of Alter Ego Italy is to Hair color forms the backbone of our on the distributor and, ultimately, the salon. We offer the professional salon and hair designer operation. Our products offer 100% gray work very closely with our partners to ensure the best possible hair care solutions. Alter Ego coverage, amazing shine and deliver fantastic that they are getting maximum return on their Italy expresses its care with salon exclusive results. Techno Fruit (3.38 fl. oz./list $7.75) offers investments, delivering not just first-class products developed to protect, nourish and 22 color series, 122 nuances and a series of super products and packaging, but incentives through enhance the beauty of hair in its various types, lighteners, boosters and extra reds. My Color bi-monthly promotions, free sampling and forms and colors.

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(3.38 fl. oz./list $8.95) is free of PPD and ammonia and offers an anti-aging benefit. It includes 59 nuances over a 14 color series. Be Blonde includes a customized salon and home care program designed to guarantee a reliable and safe “perfect blonde” salon color service. It illuminates and protects beautiful blondes, complemented by Be Blonde Wash Alter Ego’s Passion Color Mask features a nourishing and conditioning treatment in 15 shades. and Care treatments, which are formulated to new benchmark from which to grow. derived ingredients with eco certification and keep all blonde tones brilliant and hydrated— It’s very important for us to have the right innovation. Treatments for hair and scalp are because no two blondes are the same. The line people getting the right results and delivering Wellness, Calming, Energizing, Rebalancing includes toners, high lift, bleaching systems, great marketing materials so our customers can and Purifying (1.69 fl. oz. to 33.81 fl. oz/list and illuminating treatments and color refresh maximize the market. With Andrew and Craig, retail $10.95 to $39.95). services. we get a whole lot more!! Finally, Arganikare Day Therapy is a range of Just Colour (6.76 fl. oz./list $18.60), our We are creating a North American treatments formulated with Eco Certified argan oxidation-free, direct pigment vibrant color Educational Team, so if you are interested in and tea tree oil to transform texture for stronger series, features the Instant Visible Brilliance color becoming part of the team, I invite you to send and glossier hair. It regenerates and nourishes series, which includes Red Elvis, Blue Blush, your resume to me at phil.clark@pettenon.it. without weighing the hair down, making it the Pepper Pink, Turquoise Delight, Yellow Tale, BIR: Tell me about your global strategy. perfect daily beauty regime for all hair types, Orange Tango, Rott-Violet, Croco Green and PC: Pettenon products are distributed in more even fine structures. Treatments include Miracle Clear Way, offering multiple color services. than 80 countries and growing. We launched Rejuvenating, Botanic Infusion, Pampering Kit Passion Color Mask (8.45 fl. oz./list $17.95) is into the United Kingdom just last year and are and Oils (list prices $8.95 to $38.95). a color enhancement system that tones and already making our presence felt. Iceland We also offer tools and accessories such as neutralizes in between services. recently came on board. Spain, France, Ireland trolleys, brushes, bowls, clips, gowns, towels, Fifteen nuances, including chocolate, and The Netherlands are all very strong markets retail shopping bags and salon hangers for client caramel, orange, red, vanilla, pearl for us, as is the Middle East. coats, all with the Alter Ego Italy Salon Exclusive and peach, increase the salon BIR: Any final thoughts? branding. service at both the professional and PC: North American salons deserve a Stock will ship from our centralized U.S. retail levels. manufacturer committed to them beyond location for quick turnaround to either coast! B-Toxkare is a treatment with providing great bottles of shampoo and tubes of BIR: We all know how important education is hyaluronic acid. Its replumping color. Alter Ego Italy by Pettenon Cosmetics fully for salon professionals and slow-aging actions deliver to succeed. What do you supports the fundamental values the salon immediate results from the industry was built on. We go beyond focusing on offer that’s different? first application. The line products and strongly embrace salon values that PC: Education is includes Prepping Shampoo crucial, and understanding increase the income of salon owners and stylists. (25.36 fl. oz/list $22.95), Lifting BIR: Will you be taking appointments at that European Hair trends Serum (.67 fl. oz. x 10/list Techno Fruit Color permanent hair Cosmoprof North America? generate business, we $49.95), Contouring Cream coloring cream features a keratin PC: Absolutely! We would love to meet also know how hard and (16.90 fl. oz./list $23.95), delivery system. distributors and tell them more. You can find us expensive it is to train a Replumping Shampoo (33.81 fl. in the Italian Pavilion, Booth 20185. We are very salon’s team. That’s why Alter Ego Italy will soon oz./list $23.00, 10.14 fl. oz./list $14.95) and open about sharing the results we are achieving introduce live online broadcasts/Webinars from Replumping Cream (6.76 fl. oz./list $16.95). in the marketplace, including salon owner, our academy in Venice with European trends, The Hasty Too Runway Collection features product launches and trainings, as well as regular colorist and stylist feedback. styling products for creating catwalk-inspired To learn more and to set up an appointment updates, plus question and answer sessions. looks. They include Polishing Crème (4.22 fl. during Cosmoprof North America, contact Phil We host continuous training throughout oz./list $15.90), Curls Amplifier (5.07 fl. oz./list Clark, North American director, at 818-510-2295 Europe with the AEI International education $19.95), Smoothing Balm (3.38 fl. oz./list $15.90) or phil.clark@pettenon.it and ask about the team. Since 2012, we have worked closely with and Volume Spray (6.67 fl. oz/list $13.90). Venice incentive. Or, call the U.S. headquarters Craig Smith, global creative director, and Botanikare Day Therapy treats common at 844-662-5551 and speak with Debbie. Visit renowned photographer, Andrew O’Toole, to scalp issues. Remaining true to our eco alteregoitaly.com. release two collections a year that have set a conscious policy, we have combined naturally

JUNE 2015 17

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Parodi Professional Care launches to U.S. salons

esearch shows that four out of ﬁve hairdressers and other beauty professionals experience work-related skin irritations on their hands—their most important and precious professional tools. Being on their feet servicing clients all day, every day, also takes a toll. Linda Gillette Parodi, a former hair stylist, founder/CEO of Parodi Professional Care, knows how long hours, a stressful environment and exposure to water, chemicals and heat from Linda Gillette thermal tools can affect a stylist. With her company Parodi, former hair stylist, launching this month, educator, sales Beauty Industry Report executive and checked in with Linda to founder/CEO of Parodi learn how beauty pros can care for themselves as Professional Care

well as they care for their clients. BIR: Welcome, Linda. Last year, we discussed the launch of your former company, Kallista. Please update our readers on the changes. Linda Gillette Parodi (LGP): Thanks, Mike. Distributors and beauty professionals loved the caring benefits—and profits—my original hand creams provided for them, but because of unforeseen global trademark issues, I decided to take my brand in a new direction. I chose the name “Parodi” for my revitalized line to honor the heritage of my family name. In Italian, parodi means brave, valiant, bold, protector and undaunted. I truly believe that this also describes the salon professional! Providing performance-based products is essential to me. The aim is to help protect salon professionals from the environment in which they work; and throughout their careers through knowledge, education and the right formulas. As we launch Parodi Professional Care this month, my company’s vision is to empower salon professionals to care for themselves as well as they care for their clients every day. BIR: Are your creams for beauty pros only, or can they also retail your products? LGP: My products are developed specifically

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Those include European Image Salon Services, with salon professionals in mind. Yet many Exclusive Beauty Supply, Goldwell of New salon clients from medical professionals to York, National Salon Resources, Premier moms who experience similar skin care Beauty Supply and Princess Beauty. A few challenges will also benefit from purchasing territories are still available for the right fullParodi self-care products at their salons. We service distributors and their professional-only know that when hairdressers find a product stores. We are also exploring distribution exceptional, it’s natural for them to share those options in Canada for the second half of 2015. products with their clients. We believe that The parodicare.com website also has an they will want to do just that—and profit from e-commerce element for professionals not the caretaking benefits. within the distribution territories. BIR: Tell me about your products. BIR: How will you help drive sales? LGP: Parodi Daily Moisturizing Hand LGP: Living by example, Parodi is a 2015 Cream (2 oz./SRP $18.00) cares for hands that are frequently exposed to water, chemicals, Modern Salon Media Healthy Hairdresser heat, gloves and other irritants. The fastProgram sponsor. In addition, Parodi absorbing, non-greasy formula allows stylists to Professional Care is active in social media begin working on clients immediately after directed to the salon professional. All are applying. That moisturizing feeling lasts through invited to join the conversation at several shampoo services. Parodi Daily facebook.com/parodicares, on twitter Moisturizing Hand Cream also revitalizes hands @parodicares with #parodicares, and at with special ingredients for a youthful and parodicare.com. All communications will offer supple appearance. health and fitness related tips and ideas for For extremely dry hands, we offer Parodi salon professionals and their clients. Intensive Moisturizing Hand Cream. (2 oz./ BIR: Any final thoughts? SRP $22.00). This rich, emollient formula LGP: Parodi Professional Care totally immediately comforts supports the vital role dry, dehydrated skin of the professional and over-worked hands. beauty industry in caring It deeply nourishes, for clients throughout providing long-lasting the world, and will moisture and leaving contribute to its hands smooth. progress. For the industry Parodi Nourishing to thrive, salons must be Foot Cream (2 oz./SRP profitable, and $22.00) is ideal for professionals must Parodi Professional Care launches this month people who are on care for themselves as with four self-care products that are produced in their feet all day. It the United States with no parabens, silicones, much as they care for softens, soothes and their clients. Our goal petrochemicals or synthetic fragrances. hydrates dry, tired is to help them do feet, as it keeps callouses under control. both, with heavy sampling and innovative Finally, Parodi Smoothing Foot Exfoliant promotions. (2 oz./SRP $22.00), which launches in Fall 2015, For more information, contact Linda Gillette softens, smoothes and refreshes tired feet. Parodi, founder/CEO, Parodi Professional Care, Chemical and mechanical exfoliants remove at +41 (0) 22 810 8080 or dead skin and help reduce callouses. parodi.lg@parodicare.com, or Bill Decker, U.S. BIR: What is your distribution model? consultant to Parodi Professional Care, at LGP: The same distributors that carried 352-989-4198 or wdecker@cfl.rr.com. Visit Kallista will be carrying Parodi Professional Care. parodicare.com.

Cosmoprof Bologna attendance up 40% by Kim Sim

Brothers Emilio and Simon Smeke showed osmoprof Worldwide Bologna, the CosmoProf Worldwide Bologna Daily Concepts, a bath-and-body specialty professional beauty industry’s top line. Famous Names’ founders Linda and Jim tradeshow, welcomed nearly a quarter-million Exhibitor count: 2,493 Exhibitors; 70% from abroad, including 71 companies represented in Nordstrom showed their IBX System and international visitors to Bologna, Italy, at its Dadi’Oil. VoCe Haircare, created by hair 48th annual show The massive show occupied the U.S. Pavilions; 28 brands in the California stylists Kaz Amor and Christine Lieu, made its 15 exhibition halls, from the well-traveled Nail Pavilion; 27 country and group pavilions, including Korea, China, Taiwan, Poland, Germany, Cosmoprof Bologna debut. Israel Segal Pavilion (complete with a nail polish vending Colombia, France, Greece, Belgium, Spain, exhibited hair care company Free Your Mane. machine by Essence) to the Hair Pavilions, Pakistan, Turkey, Malaysia, Australia, Singapore, Skin care company Atzen Superior to featuring an appearance by Miss Universe Japan, New Zealand, Oceania, United Kingdom, Organic, led by Alex Quan and Catherine 2014, Paulina Vega. As usual, the U.S. Pavilion was a huge draw Israel, Peru, United States and California and, for Atzen, also exhibited at the California Pavilion. Cosmetics reigned in the California Pavilion, for distributors and buyers. Spread across two the first time, the United Arab Emirates, Thailand and Holland. The show featured 15 exhibition with Emani Vegan Professional Cosmetics, halls, U.S. companies, including American halls and 2 U.S. Pavilions. led by Michelle Doan; LA Splash, helmed by International Industries, which had one of David Sheen; J.Cat Beauty, represented by the largest booths in the entire U.S. Pavilion, Attendees: 248,000, up 40% from 2014, with Victor Chang; La Femme Cosmetics, led by met with distributors nonstop. international attendees accounting for 32%. Peter Yang; and Lashem, Measurable Olaplex, the new professional treatment Difference and Nuluv, led by Helga Arminak. that rebuilds bonds in the hair damaged during Media: 1,070 journalists and 540 bloggers The California Pavilion also featured the hair coloring process, was buzzing with California Mango, led by Rudy Lenzkes and interest. Kevin Wachs’ new colorpHlex See you next year: March 18-21, 2016 Fernando Fischbach; InfiniteAloe Skin Care, opened up 15 distributors from England, guided by Jason Toms; Teeze w/eez and Aqua Germany, Australia, Holland, Luxembourg, More info: cosmoprof.com. Brush exhibited by Jaime Ramirez; Steve Belgium, Dubai, United Arab Emirates, Italy, Wallace’s Medicool; Pei Eichel’s TEI Spa Spain, South Africa, Sweden, Cypress and Essentials and Susan Lin’s MD Lash and Hair. Conkle, Kremer & Engel, a California law firm Canada. Cailyn Cosmetics showed lip stain Brand representative Positive Global Sales that provides legal expertise to clients in the masks and makeup tools. Zenagen presented also exhibited at the California beauty industry, attended hair loss treatments and hair strengthening Pavilion. Cosmoprof Bologna in products. BOCA Cosmetics Group featured its One of the breakout stars of connection with the multi-line Olez brand of advanced hair care the show was relative newcomer California Pavilion. At the products. Bodyography Professional ZOEVA, a German cosmetics show, CK&E attorneys Mark Cosmetics presented color cosmetics. company. Started in 2008 by Zoe Kremer and Kim Sim The California Pavilion, a trade mission Boiku, ZOEVA showed its luxurious assisted beauty industry sponsored by the non-profit California Trade cosmetic brushes and its highparticipants with vetting Alliance (CTA), returned to Cosmoprof quality makeup. BIR puts ZOEVA on distribution partners, Bologna after a successful first appearance at Mark Kremer (center) with its list of companies to watch. negotiating distribution Cosmoprof Bologna and Cosmoprof Asia in Daily Concepts’ Simon (left) and Emilio (right) Smeke. Next up is Cosmoprof North agreements and 2014—both which America in Las Vegas on July 12-14, counseling brand were chronicled in 2015 and Cosmoprof Asia in Hong Kong on protection, including trademarks under U.S. BIR. The California and international trademark laws. Mark told November 11-13, 2015. Visit cosmoprof-asia.com Pavilion included 21 and cosmoprofnorthamerica.com. BIR that one beauty manufacturer found a companies counterfeit of its products being exhibited promoting 28 CK&E attorney Kim Sim represents industry by another company, leading to a brands, all joining clients in transactional matters and advises confiscation during the show. forces to bring them about dispute resolution and Exhibiting at the California Pavilion was international compliance with consumer protection from left: Kim Sim with DermaQuest, a luxury professional skin attention to statutes, advertising laws and regulations such DermaQuest’s Renu and Sam care line, with Sam Dhatt, president, and California as “A as California’s Proposition 65. Contact her at Dhatt. Renu Dhatt, vice president, on hand. State of Beauty.” k.sim@conklelaw.com. Visit conklelaw.com.

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The Beauty Industry Report Visit www.bironline.com News cont. from p. 4

Gary Gerard died in San Francisco, on June 1, 2015, with his family at his side. Gary was an in-demand platform artist, educator, author and owner of Gerard’s International Advanced Haircutting Seminars, based in San Francisco. During his career, he delivered more than 2,000 educational programs around the world. Gary won many awards during his career, the most prestigious being his 1998 induction into the Hairdressers Hall of Fame by the National Cosmetology Association and the Gary Gerard Lifetime Achievement Award presented by Nova Salon Systems. Len Indelicato remembers, “In 1962 when I was a district manager for Clairol, a young hairdresser came into my ofﬁce in San Francisco. He told me he wanted to become a platform artist. Because he had no experience, I booked him at a Unit Meeting in Vallejo, CA, and paid him $25.00. Little did I know at that time what a bargain it was. “Gary was determined to be the best and started a comedy workshop at a club in San Francisco in order to hone his stage presentation. He knew what he wanted and went after it. He went on to do shows for me, as well as other manufacturers and became one of the country’s most sought after guest artists. “In 1978, I convinced Gary to take 5 weeks off and tour Europe with me. We played tennis every day in Germany, Holland, Belgium, France and Italy. While in France, he couldn’t resist the urge to visit a salon. After talking to the owner, he ended up doing a couple of haircuts. Gary achieved pretty much everything he set out to do, and all I can say is the man was a cut above. “Gary was my closest friend. I’ll sorely miss him. But when I think of him, it will be with a smile on my face and a warm spot in my heart. RIP, Gary, and say, ‘hi’ to Paul Mitchell and all of our friends.”

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Frank Orlando died peacefully at home on April 28, 2015 at the age of 94. Frank was the owner of Forest Laboratories/Western Beauty Supply for more than 50 years and was a consultant with Star Beauty Supply and Salon Equipment and Design. He proudly served his country in the Army Air Corps. He is survived by his wife Dorothy, and daughters Sandy (the late Mike) Sanders and Susie (Ron) Prusinski, plus numerous grandchildren, great-grandchildren, nieces, nephews, other relatives and friends.

Evo adds Whip it Good styling mousse (250 ml/SRP $25.00). This conditioning and styling product in one smooths, softens, conditions and provides humidity control. It’s great for all hair types, especially curly or wavy hair to hold styles, lock in moisture, provide deﬁnition and protect against heated styling tools. It gives straight hair lift, body and volume, all while locking in styles. Contact Evo Whip It Brian J. Bennett, national sales Good manager, at brian@evohair.com or visit evohair.com.

Farmhouse Fresh introduces the divinelyscented Brandy Pear Sea Salt Body Polish, which uses real Bartlett pearinfused brandy (13.6-oz. glass jar/SRP $34.00). Paraben- and sulfateBrandy Pear Sea free, this Salt Body Polish

intoxicating polish is made with 98%-natural ingredients and contains sea salt, sugar, pear brandy (distilled for almost 1 year), rice bran, and soybean and sunflower seed oils. While the sea salt gently exfoliates, the natural oils infuse the skin with moisture for a glistening finish. Also new are handcrafted, 100%natural Facial Buffing Biscuits (4 biscuits/SRP $24.00) in four gourmet scents to buff, balance, hydrate and nourish skin. These gentle exfoliating masks Farmhouse Fresh Facial Buffing Biscuits polish skin while pulling out impurities. Ingredients include milk; mango butter; poppy seeds; rice; and strawberry, mango and green tea extracts. Contact Delia Mclinden, vice president of sales and business development, at delia@farmhousefreshgoods.com. Visit farmhousefreshgoods.com.

The 35th Annual Natural Products Expo West, the world's largest natural, organic and healthy products event, took place at the Anaheim Convention Center in Anaheim, CA, this past spring. The event grew 7.2% over last year, bringing together more than 71,000 industry members, more than 2,700 exhibiting companies and 634 ﬁrst-time exhibitors. The event is produced by New Hope Natural Media. Co-located with Natural Products Expo West was Engredea, the event to source new ingredients, packaging, technologies, equipment and services for cutting-edge products, and the Fresh Ideas Organic Marketplace, an innovative outdoor event that combines a traditional farmers’ market

feel with the business-building power of a trade show. NEXT Forecast estimates the natural and organic products industry is expected to grow to $252 billion by 2019. This year, the conference program was extended to 4 days of robust education, including keynote presentations from Mark Bittman, food journalist at The New York Times, regular guest on the “Today Show” and author of the How to Cook Everything series and VB6: Eat Vegan Before 6:00; and David Perlmutter, MD, FACN, ABIHM, board-certified neurologist, fellow of the American College of Nutrition and New York Times bestselling author of Grain Brain. New Hope’s team of editors and analysts identified the five macro trends influencing the marketplace. They include: • Transparency advancements: Consumers are increasingly demanding to know what is in their food, and brands are responding by using technology and other innovations to provide greater transparency and traceability for their products. • Ancient wisdom gets wiser: Brands continue to innovate by producing simple, delicious products that take minimally processing to new levels and contain short lists of nutrient-dense ingredients. • Paleo 2.0: Paleo-positioned products were even more prevalent. The newest Paleo offerings are popping up in every product category, from English muffins to chocolate. • Packaging innovated: From edible cups to packages featuring famous cookbook authors, the packaging innovations made advancements in sustainability, consumer education and shelf stability. • Protein invasion: Responding to consumers' insatiable hunger for protein, natural and organic brands are packing new offerings with protein in every conceivable form. "Advancements in transparency, clean product development and sustainable packaging created a rich environment of inspiring product innovation at this year's Expo West," said Carlotta Mast, executive director of content and insights, New Hope Natural Media.

from left: Paul Mitchell Schools’ Star-Studded Celebration of their FunRaising efforts featured Kathy Buckley, Gary Sinise, Pauley Perrette, Marie Osmond, John Paul DeJoria, Fran Drescher, Winn Claybaugh and Magic Johnson. Many companies were recognized with awards at Natural Products Expo West. • The official Natural Products Expo West “Best of West: Press Award” went to Justin’s Mini Dark Chocolate Peanut Butter Cups. Runners up included Noosa Yoghurt, LLC’s Vanilla Yoghurt and Brandstorm, Inc.’s Dark Chocolate Covered Chia Seeds. • The winner of the NEXT Accelerator Natural Products Business School Pitch Slam was Loliware. Expo West and eTown hosted a sold out benefit for Just Label It to help fight for federal mandatory GMO labeling. The evening of musical entertainment and interviews included performances by Ziggy Marley and Aimee Mann. Natural Products Expo East 2015 will return to the Baltimore Convention Center, September 16-19, 2015. Natural Products Expo West 2016 is scheduled to take place March 11-13, 2016, in Anaheim, CA. Visit expoeast.com and expowest.com.

For the 12th straight year, more than 14,000 Future Professionals and team members from Paul Mitchell Schools spent 3 months

raising money for charity. This year's $1.7 million addition brings the grand total to more than $15.2 million! The gala celebration at the Beverly Hilton in Beverly Hills, CA, was co-hosted by Pauley Perrette of NCIS and Winn Claybaugh, dean and cofounder of Paul Mitchell Schools, who introduced the charities and their representatives. Those included John Paul DeJoria (Food 4 Africa), Magic Johnson (Magic Johnson Foundation), Fran Drescher (Cancer Schmancer), Marie Osmond (Children’s Miracle Network Hospitals), Gary Sinise (Gary Sinise Foundation), Dolph Lundgren (CAST, the Coalition to Abolish Slavery and Trafficking), Kathy Buckley (No Limits) and Seth Maxwell and Eden Sassoon (The Thirst Project). Paul Mitchell Schools’ Dean and Co-founder Winn Claybaugh says, “Over the past 12 years that we’ve been raising money for a variety of charities, I’ve learned that we must always keep our hearts and intentions in the right place. Whether our businesses are highly profitable or below our projections, we must continue to be a part of Generation G—the G stands for generosity. I firmly believe in the law of attraction, meaning that what we put out there comes back to us, so we will always put good thoughts, words and actions out to the universe.” For more information, visit paulmitchell.edu.

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Industry pays tribute to David Woolf by Mike Nave

n June 5, 2015, the world of beauty lost a valued contributor, when David Woolf, executive vice president/retail sales for American International Industries, died. He was 75 years old and leaves behind his wife, Dale, and children, Janice Woolf Krueger, Ryan Woolf Moon and Richard S. Woolf, plus the many people he touched in his career. Funeral services were conducted at Pierce Brothers Valley Oaks-Griffin Memorial Park, Thousand Oaks, CA, with David’s long-time friend, Rabbi Tzali Stillerman officiating. Also sharing his thoughts was Zvi Ryzman, president and CEO of AII, where David worked for 28 years. The message from both of these gentleman was that David had a hard side and a soft side. He was a caring, compassionate man who had a brilliant business career and touched many people, including me. My initial contact with David was when he was a buyer of HABA at Hartfield Zody’s, a big box store during late ’60s and early ’70s. I personally experienced his hard nose side. At the time, our distribution business was rack jobbing Zody’s impulse pegged cosmetic program. One of the chain’s units, which was located in the heart of metro Los Angeles, did such a high sales volume that our standard once-a-week store service wasn’t keeping up with the consumer demand. I got a call from David during which he informed me that we needed to start servicing the store twice a week. Of course, I moaned and groaned and tried to talk about the adverse effect on the economics of our service with the twice-a-week request. David would have none of it, telling, “Nave, I want twice-a-week service or I’m getting a replacement service merchandiser.” Needless to say, I agreed and in hind-sight, he was right. The increase in volume more than made up for the cost of an extra call. Next, David moved on to another local distributor, USCP/Westco. I wisely hired him away from that company to become the head of the purchasing department at my family’s distributorship. I personally learned so much

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from David, and he shared his knowledge with the others in the department. He and my dad, who was still active in the business at that time, became close. David showed his soft side with the respect and patience he shared with my dad. David left our company to join American International, and as Zvi pointed out, he put Ardell Lashes on the map, which was ironic, because David had alopecia and was hairless. In fact, when he was working for us, he wore a toupee that really looked like a rug and took a lot of ribbing about it. He ﬁnally buried the piece and rocked a bald look before it became popular. I asked a number of people whom David inﬂuenced to share their thoughts.

David Woolf with his wife, Dale. “David was a both a teacher and student. He was a yeller and listener. He was maniacal about details. He should have been a president or CEO. He was very smart and computer savvy ahead of his time!”—Zvi Ryzman “This past weekend, David Woolf, an ‘uncle’ of mine, a friend and a mentor, died. His wife, Dale, called me and broke the news, and we cried together on the phone for a while. I then sat on my knees and wept not only for my loss, but for all those whom ‘Uncle’ David had touched. Uncle David was an incredible guy. He built companies, he helped many people, he was a father, husband, brother, grandfather and he was my ‘uncle.’ As he said to me on many occasions, ‘You have to learn from your

mistakes, and if I can help you to learn from mine so you can avoid them, then I will have really learned from them and done something about them.’ The lesson he was always trying to teach me, either subtly or just straight forward, was ‘don’t waste the gifts we have, the time we have, the family we have, the friends we have. You only get one shot, Make the most of it in everything you do.’ “The lesson he taught was to live your life like every day could be your last, kiss your kids, thank your partner, be a good person and help others. That is how I will honor the memory of my ‘Uncle’ David.”—Phil Solomon, president/ CEO, Palladio Beauty Group "David, or ‘Cue Ball’ as we affectionately called him, was the go-to guy for the news. He was deﬁnitely tuned in and knew what the story behind the story was. May God rest this good man’s soul in peace." —Bennie Lowery, retired Sally Beauty Company senior vice president/general merchandise manager “David ‘Cue Ball’ Woolf was one of the great personalities in our industry. David, Alan Estrin and I had some great times together back in the early ’80s. I hadn’t spoken to David in several years, but every time I play pool, I think of that beautiful, shiny head—hence the nick name— and always will.”—Gary Winterhalter, chairman of the board, Sally Beauty Company “David will be greatly missed by our industry but never forgotten. He gave me important input early in my career in the days he worked at Mercury Distributing about being prepared and knowledgeable. He raised the standards for all who serviced him and helped many of us become the successes we are today.”—Harlan Kirschner, CEO, The Kirschner Group. “What can one say about David Woolf? He was known as a tough, but fair man, who wanted to teach everyone the right way to do things in his world. Most of the time, he was so

brilliant that he was right. I will never forget when my wife, Melinda, was the general manager of Rachel Perry Cosmetics, and when calling on David, they got in a heated dispute. My mild-mannered wife took an umbrella to his head and wanted to hit him over the head with it—he was that frustrating. But that big Teddy bear had a tremendous heart and would give you the shirt off his back. Thank you, David.”—Greg Rubin, president/CEO, Garcia Laboratories “David was the epitome of the term ‘professional buyer.’ In the years I spent dealing with David, he could cut to the chase and in 3 minutes, analyze the offer. Many times he declined the offer but left me with more insight about my own product than I had previously, which I applied. David did approve many hundreds of purchase orders over the years through me. His influence will be felt for many years to come in our industry.”—Peter Mazziliano, president, GM & Associates “The entire beauty industry will miss David as one of its pioneers. David’s love for the beauty industry goes far beyond his role as an executive. David was always an outspoken advocate for our industry in ways that enhanced, encouraged and promoted the betterment of the industry as a whole. Always taking the high road, David’s leadership by example is what we will miss. Our industry needs more David Woolfs!”—Joseph Fracassi, retired CEO, Pacific World Corporation “I have known David for 21 years and consider myself very lucky to be his friend. I have learned so much from such a wise man. I always looked forward to the time that I spent with David. I admire David for all of his successes in life. He was a great mentor, friend, leader and just a wonderful person! I will miss you, my friend!”—Michael Bloom, president/ chief operating officer, Fred’s Inc. “Dale called me as soon as it happened. Knowing David for the past 35 years has been a pleasure. We stayed in touch, and he was much more than a business friend. He was very important in my career and my personal life.

We shared many remarkable times together, and I’m proud to have known him all these years. He will always still be an important part of who I am today.”—August Zolfo, owner, Colonial Sales & Marketing ”It’s with great sadness that I have lost one of my dear colleagues, who was instrumental in the growth of our business. David and I worked closely together, and he was a very devoted and passionate man about our business at AII, the industry and most importantly, the great love he had for his wife, Dale, his children and grandchildren. I miss David and he will forever be in our hearts.” —Terri Cooper, executive vice president, American International Industries

Family moments were important to David Woolf. “David Woolf was an unparalleled man. He was a believer in people and had as much raw talent and knowledge of our business as anyone I knew. He was passionate and 110% sold on any idea or program he decided to pursue. His passion spilled over onto those who worked for him. He also demanded a great vision for and a strong story about what he would sell. You knew he approved of the marketing if he did not tell you it needed ‘more sizzle.’ Sizzle was his No. 1 factor, and he sent me out to hone the marketing side many times. After I joined American International from a very small full-service brand, David very patiently guided me through the learning curve of navigating an entrepreneurial company with multiple brands such as AII. I will miss him greatly and am forever grateful for all I learned from him.”—Mark Moesta, vice president of professional division sales, American International Industries

“I am still feeling the void of David’s absence as the week has passed by. My chief mentor and sounding board is no longer here, and the vacuum is not filled. If I had to condense it all into one paragraph, I would say as follows: The world and I have lost a true mentor and leader. Many leaders in the business world want their team to succeed so that they succeed. They don’t entirely relish in the success of their protégés, as they are in it to protect their own leadership. With David, you felt that he truly wanted your success and reveled in it. He wasn’t in the game to create great teams. He was in it to create great leaders. He was certainly demanding, but you felt good making him proud because you felt the pride emanate in return—a testament to a true mentor and leader. His encyclopedic and keen knowledge and understanding of the beauty business in both the professional and retail arenas was only dwarfed by the HUGE heart he had and overwhelming will he possessed for his future leaders to succeed!”—Elie Ryzman, vice president/retail sales, American International Industries “David always made a memorable first impression! He was a lion on the outside and when you got to know him, he was a Teddy bear on the inside. I will never forget the first time we met in 1988 while working at AII. I had just joined the company. He came into the room I was in and in his lionish way, he approached me asking for some information. He realized I was new, and as he left the room, he said to me, “Kid, if you ever need anything, let me know,’ as if he were the Godfather. “David’s help wasn’t limited to work-related subjects. He would assist you in any way he could. He never said ‘no’ to me and was always there to support me and give his advice, even if I didn’t ask for it. It was just the way he rolled! He truly had the old school mentality: get the job done right! His knowledge of the industry was priceless and helpful. “Finally, David was one of the most dedicated individuals I’ve ever known, not only to our company but to his family. I will truly miss him, our conversations and the time we spent together.”—Charlie Loveless, vice president/operations, American International Industries

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The Beauty Industry Report A MONTHLY NEWSLETTER FOR EXECUTIVES IN THE PROFESSIONAL BEAUTY BIZ Coty appears to be the winning bidder for the beauty brands being divested by Procter & Gamble Co., though the deal had not been ﬁnalized as BIR went to press. The brands include Wella, Sebastian, Clairol Professional (not retail hair color), Dolce & Gabbana, Gucci, Hugo Boss and Lacoste fragrances. Those units represent the biggest remaining piece of the company in its plan to shed 100 slower-growing or non-strategic brands. For tax purposes, the transaction is to be completed through a "Reverse Morris Trust," which means that P&G would spin off its beauty assets into a separate company that would then absorb Coty in an all-share deal, sources said. In turn, the new company would redistribute shares to P&G shareholders. The transaction would mark Coty's entry into the hair care market, dominated by the professional brands Wella and Clairol. With makeup brands Cover Girl and Max Factor, Coty would become the second biggest makeup company behind L'Oréal, up from its previous ranking of No. 5. More details next month.

More than 5,000 beauty professionals now own their own salon businesses in 230 Sola Salon Studios nationwide. Founded in 2004 by Stratton Smith and Matt Briger, Sola Salon Studios grew 30% last year. Visit solasalonstudios.com. New competition to salons, as eSalon, the company that delivers premium, customized hair color to consumers, is launching The Match-Up. With this new service, clients receive a monthly shipment of three professionalgrade hair care and styling products selected to address their speciﬁc needs. “We wanted to make ﬁnding the perfect products easy and affordable for everyone,” says Francisco Gimenez, eSalon CEO and co-founder. “With The Match-Up, eSalon continues to bring salon expertise directly to clients with the help of our

proprietary algorithm and network of in-house stylists. We remove any guesswork on clients’ end by customizing each box to meet their speciﬁc hair needs, while also helping them experiment with products they might not have otherwise tried. We’re excited for eSalon to be a one-stop shop for everything from hair care and styling essentials to hair color.” For $30 plus shipping, subscribers receive a curated box of three full-sized products from eSalon’s line of hair care, styling and brow products; up to 45% off retail prices and the option to add up to 2 more hair care or styling products for 25% off; plus access to eSalon’s personalized recommendation engine and inhouse stylists. Visit esalon.com. Ron Wilson’s RWA Serious Beauty Distributors is once again distributing Inga Tritt’s Original Sprout hair care line in Northern California, Nevada, Oregon, Washington and Idaho. Reach Ron at 775-721-8196 or rw993@aol.com. Visit originalsprout.com and ronwilson.com.

The International SalonSpa Business Network has launched a series of webinars designed to address common issues faced by salons and spas. Next up is “How to Protect Your Clients’ Credit Cards” on Thursday, June 30, 2015, 11 a.m.—Noon PDT. ISBN’s panel will guide attendees through strategies to respond to data breach incidents from real-world scenarios and provide concrete take-aways to aid in understanding and navigating the ﬁeld of data security. They’ll also review upcoming regulations that place the sole responsibility on businesses taking credit cards to fall in line. ISBN’s webinars are free to all members of the professional beauty industry. Register today at http://bit.ly/1FPeW5o Coming soon are: • August 26, 11 a.m.–Noon PDT: “Government Relations Update” with Gordon Logan, ISBN’s government relations chair. • October 20, 11 a.m.—Noon PDT: “Runway for Charity” with Paige Cheever from Design 1 Salon Spas, Grand Rapids, MI. Visit salonspanetwork.org for a complete schedule.

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